November 2014 WI Independent Agent Magazine

wisconsinINDEPENDENT AGENT

NOVEMBER 2014

IIAW: LEADING INTO THE FUTURE

West Bend. Insurance your customers buy when they can’t a�ord anything less.

Your customer’s business didn’t grow overnight. It came from years of hard work, confidence in what they could do, and making smart decisions.

�at’s why an insurance policy from West Bend makes sense. It protects these valuable and hard-earned businesses so your customers can focus on

doing what they do best: making sure their clients enjoy a safe and unique sporting experience.

And as an Official Supplier of �e Silver Lining, it’s backed by your knowledge and experience.

People who run a business know. �e most valuable things

are also the hardest to get.

NOVEMBER 2014 | 3 WISCONSIN INDEPENDENT AGENT

Independent Insurance Agents of Wisconsin725 John Nolen Drive, Madison, Wisconsin 53713

Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com

Executive Vice President - Matt Banaszynski

NOVEMBER 2014Eric Schwartz, Editor

> OUR ADVERTISERSAAA................................................................. 34

ACUITY.Insurance............................................ 35

Applied.Underwriters.........................Back.Cover

Axley.Brynelson.............................................. 24

Badger.Mutual.................................................. 17

Burns.&.Wilcox.................................................. 9

Capital.Remediation........................................ 32

Erickson-Larsen,.Inc........................................ 27

Guard.Insurance................................................ 6

IIAW.Continuing.Education.............................. 30

JM.Wilson......................................................... 14

Northern.Underwriting.Managers.....................11

Pekin.Insurance............................................... 24

Robertson.Ryan.............................................. 33

Swiss.Re.E&O.Program.................................... 20

The.IMT.Group................................................. 32

West.Bend......................................................... 2

Western.National..............................................21

Wilson.Mutual................................................... 17

Open Door Policy Perpetuation Is Focal Point Of Strategic Plan . . . . . . . . . . . . . 4

Marketing Minute Video Mail: A Better Way To Follow Up . . . . . . . . . . . . . . . . . . . 7

Virtual University I Have Retired . Does My Insurance Retire, Too? . . . . . . . . . . . 8

Commentary From Counsel Last Word (For Now) On Same-Sex Marriage . . . . . . . . . . . . . 10

Errors & Omissions Locking Up The Shop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

News From ACT Connecting Agents With Download . . . . . . . . . . . . . . . . . . . . . 15

Best Practices 2014 Best Practices Study Update . . . . . . . . . . . . . . . . . . . . . 16

Association Leadership John Wickhem, 2014-15 IIAW President . . . . . . . . . . . . . . . . . 25

Member Profile HNI Risk Services: Growth By Design . . . . . . . . . . . . . . . . . . . 26

Autumn Retreat 2014 Pictorial . . . . . . . . . . . . . . . . . . . . . . .28

2014-2015 Executive Committee

President .................................................... John Wickhem P.O. Box 1500, Janesville, 53547-15

President-elect ................................................ Steve Leitch P.O. Box 85, River Falls, WI 54022

Secretary-Treasurer ....................................... Matt Weimer 100 North Corporate Drive #100, Brookfield, WI 53045

Chairman of the Board ................................ Dave Dunker P.O. Box 443, Brookfield, WI 53008-0443

State National Director ................................Linda Steiner 555 Main Street #320, Racine, WI 53403

2014-2015 Board of Directors

Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704

Mark Behrens 555 Main Street #320, Racine, WI 53403

Jason Bott 330 East Kilbourn Avenue, Milwaukee, WI 53202

Gerald Couri 379 West Main Street, Waukesha, WI 53186

Mike Farrell 1300 S. Green Bay Rd., Racine, WI 53406

Chris Hanson 5601 Grande Market Drive, Appleton, WI 54913

Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583

Brian McClone 505 North Westfield Street, Oshkosh, WI 54902

Jeff Rasmussen 525 Junction Road, Madison, WI 53717

Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236

Darrel Zaleski 4233 Southtowne Drive, Eau Claire, WI 54701

2014-2015 Committee Chairs

Agency Operations ....................................... Kim Dandrea 1300 South Green Bay Rd. #100, Racine, WI 53406

Automation/Technology ............... Cathleen Christensen P.O. Box 949, Fond du Lac, WI 54936-0949

Emerging Leaders ...................................... Janelle Higgins 6200 Mineral Point Road, Madison, WI 53705-4504

Employee Benefits ............................................. Tim Bever 555 Main St. #320, Racine, WI 53403

Finance & Compensation ............................ Matt Weimer 100 North Corporate Drive #100, Brookfield, WI 53045

Government Affairs .......................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045

Industry Relations ....................................... Kevin Murray 525 Junction Road, Madison, WI 53717

Marketing & Membership Development ........... Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610

Smaller Agencies ....................................Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236

Technical ...................................................Mark Truyman P.O. Box 6 , Seymour, WI 54165

wisconsinINDEPENDENT AGENT

On The Cover…

At.the.2014.fall.planning.event,.

the.IIAW.Board.of.Directors.held.a.

strategic.planning.session.to.set.

the.agenda.for.the.future.of.the.

Association..There.are.challenges.

to.be.met.but.the.opportunities.are.

boundless..For.details,.please.go.to.

pages.4.and.25..It’s.going.to.be.an.

exciting.year.

The goal of this exercise was to re-educate our dedicated volunteers on the products and services offered by the Association while taking a hard look in the mirror at the challenges and opportunities the Association will face over the next three years.

The committees are currently focused on setting their objectives and putting into motion their action plans for this Association’s fiscal year. Below is an excerpt from the summary of the IIAW’s strategic plan that I have been working on. I always welcome and encourage feedback to ensure we have a pulse on our diverse membership.

This strategic plan treats the IIAW and its for-profit subsidiary, Agents Assistance Corporation (AAC) as a single unit or entity. The IIAW is aptly described as the largest and oldest trade association for independent insurance agents in Wisconsin representing more than 5,000 agents

and their employees at over 650 locations. The strengths of this Association are grounded in a wide range of products and services.

The hallmark of a great strategic plan and action plan is clear alignment of focus from the Board of Directors to staff to committees to the membership. Strategy

formulation and implementation are highly interdependent, but a good strategic plan does not guarantee good execution. The relationship between individual IIAW employees, committee volunteers and board members should strive for an ongoing dynamic interchange of thoughts, ideas and planning. The focus

of this strategic plan is to create a process model, road map and/or set of objectives formulated into an Action Plan to help shape and affect the organization’s execution efforts. In doing so, the IIAW’s goal is to enhance or develop products and services that provide our members with a sustainable competitive advantage and in doing so elevate the Association in the process.

Developing a strategic plan with a focus on the IIAW as a single entity is important from an external perspective. The challenges and opportunities of IIAW’s changing environment

(association and industry) suggest the need for enhanced institutional capacity to act as a unified unit, that is, to chart strategic directions and mobilize stakeholders and strategic partners around these goals and objectives.

A few examples: The perpetuation of IIAW members is a major strategic area of focus

PERPETUATION IS FOCAL POINT OF STRATEGIC PLAN

OPEN DOOR POLICY

This.year,.the.Board.of.Directors.and.the.Association’s.committees.underwent.a.strategic.planning.session.during.the.fall.planning.event..

The.goal.of.the.strategic.planning.session.at.fall.planning.was.to.re-educate.our.dedicated.volunteers.on.the.products.and.services.offered.

by.the.Association.while.taking.a.hard.look.in.the.mirror.at.the.challenges.and.opportunities.the.Association.will.face.over.the.next.three.years.

4 | NOVEMBER 2014 WISCONSIN INDEPENDENT AGENT


> Matt Banaszynski is the Executive Vice President of the Independent Insurance Agents of Wisconsin. Contact him at [email protected].

OPEN DOOR POLICY

for the Association in light of anticipated retirements, mergers and acquisitions over the next 3 to 7 years, and this requires an industry-wide response. This challenge also presents an opportunity to increase significantly the diversity of the industry.

A strategic priority of the IIAW should be to find ways to partner with the Professional Insurance Agents of Wisconsin (PIAW) in hopes of eventually merging our two associations. The constant challenges facing the independent agency distribution system and the association model has elevated the need to bring the two associations together. A single, merged association is in the best interest the IA distribution system and our carrier partners. It is vital to address this emerging challenge before it’s too late.

The plan places an overarching focus on the Association to be widely recognized as a nationally renowned leader among its peers in providing top products and services to assist our members.

Strategic Areas of FocusThis plan develops a series of specific objectives and actions to enhance products and services in six central areas: government affairs, association collaboration, brand strategy, recruitment/perpetuation/education, increase association revenue, and the prioritization of programs, products and services.

The Board of Directors along with Association committee members emphasizes the need of increasing the size of the Association and the products and services it offers, but places a greater emphasis on the need to explore methods of collaborating with the PIAW in hopes of making progress towards an eventual merger between the two associations.

The Government Affairs section stresses the need to develop and mobilize an effective grassroots system within the membership to become more politically influential. The Association Collaboration section emphasizes the need to have one unified voice for the

independent insurance agency system in Wisconsin. The Brand Strategy section develops ways to maximize the impact of the Trusted Choice brand and supporting website to differentiate the independent insurance agents from the competition. The Recruitment/Perpetuation/Education section seeks to identify the challenges currently facing agencies in this arena and focuses on providing products and services to meet their evolving needs. Identifying new and enhancing current revenue sources is vital to the long-term health and stability and success of the Association. Finally, prioritizing programs, products and services the Association offers is vital to allow the Association to evolve by offering relative, highly desired and utilized products and services.

Specific objectives and actions will be more thoroughly discussed in the strategic plan.

Strategic Priorities and Initiatives The highest overall priority proposed for the next five years is to help perpetuate an aging industry while working to create a single trade association representing independent agents in Wisconsin. Such a priority is timely and important because of the need to anticipate and be proactive about forthcoming retirements, mergers and acquisitions. These emphases can and should be pursued with a parallel focus on enhancing the agent’s ROI in regards to their membership.

In the context of these overarching priorities, the plan proposes a multitude of strategic initiatives over

the next three years (possibly up to five years).

AssessmentThe plan develops a framework for assessing progress that emphasizes a core set of metrics for assessing progress toward key priorities. The mechanisms of assessment will be discussed and developed and ultimately finalized at the implementation stage of this strategic plan and in consultation with the Association’s Board of Directors.

The.hallmark.of.a.great.strategic.plan.and.action.plan.is.clear.alignment.of.focus.from.the.Board.of.Directors.to.staff.to.committees.to.the.membership.

CONGRATULATIONS AND THANK YOU for making your Association a top industry leader in political giving and government affairs . For an initiative launched less

than two years ago, this is overwhelming success . Early next year, a published annual report will detail the successes of the Association’s political giving campaign .

*Not including carryover balance from previous year .

2013-2014: Insuring Wisconsin Growth Fund Conduit & IIAW PACTOTAL MEMBER DOLLARS RAISEDConduit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$55,508 PAC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$600*Total ................................................................................................................ $56,108

TOTAL MEMBER DOLLARS DISBURSED TO STATE CANDIDATESConduit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$53,850PAC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$5,750Total ................................................................................................................ $59,600

Our Role in Your Office

Berkshire Hathaway GUARD Insurance Companies can be a key

carrier resource in your office. We have a well-defined focus that has

enhanced the income stream of countless agencies across the

country. Plus . . . our longer-range vision is to bring one-stop

insurance shopping to smaller business owners nationwide.

We’re growing and hope you are interested in joining us! We

currently have agency appointments available.

To learn more, visit:

www.guard.com/apply

We’re specialists.� Small- to mid-sized

“Main Street” accounts� Workers’ compensation

“lead line”� Complementary

coverages in selectstates

We’re secure.� Part of Warren Buffett’s

Berkshire Hathaway� A+ (”Superior”) A.M.

Best Company rating

We’re growing.� Written premium of

$500 million� Doubled in size in recent

years� Active in 39 states

(many with ourBizGUARD Plus BOPproduct)

We’re competitive.� Accurate pricing (that

can be sold!)� Tiered workers’ comp

rate structure� Other standard and

unique special discounts

We’re fast and easy.� Same day (often same-

hour) turnaround onworkers’ comp quotes

� On-line ratingapplication

� Extensive ServiceCenters

Remember:We’re the quote you

could come up against

. . . so why not join us?GUARDBerkshire Hathaway

Companies

Insurance


VIDEO MAIL: A BETTER WAY TO FOLLOW UP?There is something about seeing a person that helps make a better connection . That connection is hard to make with just text in an email .

Using any type of motion in an email message to catch the recipient’s attention is a very useful tactic. Adding simple animations drives increased customer engagement. Moreover, there’s mounting evidence that a richer experience does increase engagement. That alone makes video email a technique worth exploring.

Why haven’t more agencies been using it? In the past, creating and delivering video emails has been expensive and difficult to use. Newer technology has made the process much easier and less expensive. While some email clients (like Outlook) don’t allow video to play directly in an email, technology improvements have made the process of going from the email to a website to actually play the video a more seamless experience.

You don’t want to include a video as an email attachment due to its large size. The file size for just a few seconds of video can easily be over 10 MB. People just won’t wait for a large file to download. That’s why using a video email service can be a huge timesaver.

Finding a Video Email ServiceFollowing are some of the video mail service providers I am aware of:

> Eyejot.com

> BombBomb.com

> VideoEmail.com

> RealTime.Email

> Mavenir.com

> mailVU.com

> jiveSYSTEMS.com

Here are some features to look for when selecting a video email provider:

a Video quality

a Limitations of video emails

a Pricing

a Storage capacity

a Video mail branding

a Mobile playback

a Mobile video recording

a Video sharing

a Support

a Provider type

Effective Uses of Video MailWhen you are ready to use video mail, here are four methods to make it work:

The Digital Handshake. The Digital Handshake is a strategy that involves sending a video (to view) after the sales call, so the client can put a face to your name.

Customer Testimonials. Getting a referral from an average human being talking on a video is more convincing than reading a block of text. For this reason alone, a video testimonial can be a great customer experience point for your agency. Find someone who has emailed you or called praising your agency. Ask them if they’d be interested in filming a short video testimonial that you can use on your site and in your emails. Give them some guidelines for length, and if necessary, provide a webcam or actually go to their office. A newer smartphone captures very adequate quality video.

Tips on Saving Money, Time, and More. Create a short video newsletter. Your video can feature general tips on how to save time and money on their insurance. Show your recipients that you care about making things easier for them and they’ll be more receptive to your next sales push email.

A Personal Thank You Message. Most consumers buy plenty of products and services and never get more than an email telling them they’re appreciated for their business. That’s why the personal ‘Thank You’ is so effective. Have your agency owner or account executive record a brief, but heartfelt message thanking them for their business. Touch upon the economy and how much it means to your company that during hard times, they decided to spend their money with you. A little thank you can go a long way with your customers. A video email thanking them takes this concept to a whole other level.

Video provides a great way to build a personal connection. Using it as a way to communicate with your clients will enhance their customer experience and set you apart from your competition.

MARKETING MINUTE

In the past, creating and delivering video emails has been expensive and difficult to use . Newer technology has made the process much easier and less expensive .

> Steve Anderson provides information to insurance agents about how they can use technology to increase revenue and/or reduce expenses. Visit his website at steveanderson.com.


I HAVE RETIRED. DOES MY INSURANCE RETIRE, TOO?This.is.a.good.question.and.one.that.you.as.independent.agents.can.answer.for.your.clients..The.following.article.can.be.posted.on.your.websites.to.educate.your.customers..Find.this.article.and.many.more.at.iiaba.net/vu.

VIRTUAL UNIVERSITY

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www.independentagent.

com/Education/VU/. You will need to login with your IIABA username and password before using the VU. The IIABA does not assume and has no responsibility for liability or damage which may result from the use of any of this information.

> IIAW members have access to insurance, business, technology articles and so much more on the Big “I” Virtual University. Go to iiaba.net/vu.

As a homebuilder, you spent your life making sure the work you did was safe and sufficient. Every year you purchased a commercial general liability (CGL) policy just in case. You made it many years with no claims and want to reward your good work with a much deserved and overdue retirement in where else? Florida.

Understanding that coverage under the CGL policies you have purchased is triggered by an “occurrence,” thus solidifying coverage “forever into the future,” you decide not to renew your policy. After all, who wants to keep paying for insurance on a business they no longer work in, especially knowing that if a claim were to arise from past work you’re covered anyway?

Basking in the sun next to your cellular phone, you are surprised to receive a call from a familiar voice from your past. It’s your insurance agent, informing you that a deck you installed on a home two years ago collapsed during a party. No one was killed, but several

of the 35 folks on the deck were injured. A claim is being filed against you for the injuries and damage to the home resulting from the accident. Your agent then informs you that you have no insurance to cover the claim.

How could this be? After all, you always purchased “occurrence” CGL policies, including the policy in force two years ago when you built the deck. And since “occurrence” coverage goes forever into the future, why is there no insurance coverage for this recent accident?

The concept of an “occurrence” policy is one of the most misunderstood in liability insurance. It is true that an “occurrence” policy could provide coverage for accidents that happen well after the policy has been in force. However, the agreement in the policy says that for insurance to apply the “bodily injury” (in this case to the folks rudely introduced to the ground below the deck) and/or “property damage” must occur during the policy period.

To simplify, some refer to an “occurrence” policy as “boom” coverage. Specifically, when did it go “boom?” In this case, while the negligently constructed deck was installed two years earlier, the “boom” happened when the deck actually collapsed; this was the accident that caused the bodily injury and property damage. The only liability coverage that would cover this claim would be a policy that was in place when the deck actually went “boom.”

You can leave a business behind, but liability can follow you forever. Anyone in a business that provides products or services is susceptible to this fact. To address the risk of the unknown, insurance companies have developed insurance called discontinued operations liability. This policy will continue to provide liability insurance to you even after your interest in a business ceases. It will help you enjoy the future even if the past gets in the way.

Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services

TRANSPORTATION SOLUTIONS

Minneapolis, Minnesota | 612.564.1880 toll free 800.328.1693 | fax 612.564.1881 minneapolis.burnsandwilcox.com

Access our fleet oftransportation solutions.

Burns & Wilcox will carry the load for all your clients’ commercial vehicle needs. Access the widest range of markets from experts with the right solutions. Hit the road with the leader in global wholesale insurance – Burns & Wilcox.

Milwaukee, Wisconsin | 262.347.0266 toll free 800.544.5700 | fax 262.347.0440 milwaukee.burnsandwilcox.com

36096_BURNS_Transportation_Ad-Wis.IndAgent-ResizeAPPROVED.indd 1 10/1/14 3:10 PM

THE LAST WORD (FOR NOW) ON SAME-SEX MARRIAGECOMMENTARY FROM COUNSEL

The Supreme Court’s denial of the appeals provided no explanation for its decision – it simply included the seven petitions on a list of other petitions that the Court refused to hear. The high court’s decision to deny certiorari in these cases comes almost a year-and-a-half after the U.S. Supreme Court’s decision in U.S. v. Windsor, which struck down the federal Defense of Marriage Act’s definition of marriage as between one man and one woman for the purpose of receiving federal benefits. See August 2013 Independent Agent Commentary from Counsel for a discussion of U.S. v. Windsor.

Judge Barbara Crabb’s DecisionIn 2006, Wisconsin voters passed a constitutional amendment which limited marriage to unions between “husband” and “wife.” That amendment was challenged in a lawsuit brought by eight-same sex couples residing in the state of Wisconsin who asked the United States District Court for the Western District of Wisconsin to invalidate the law as unconstitutional. This past August, the Independent Agent discussed Western District of Wisconsin Judge Barbara Crabb’s June 6, 2014, decision in which she declared that Wisconsin’s ban on same-sex marriages is unconstitutional. See August 2014 Independent Agent Commentary from Counsel. Enforcement of Judge Crabb’s decision was stayed pending an appeal to the Seventh Circuit.

Seventh Circuit DecisionIn a unanimous decision rendered by a three-judge panel of the Seventh Circuit, released September 4, 2014, the appellate court, in reviewing Judge Crabb’s decision and a similar decision from an Indiana District Court, ruled that the bans on same-sex marriage in Wisconsin and Indiana are unconstitutional. The Seventh Circuit ruled that the governments of Indiana and Wisconsin “have given … no reason to think they have a ‘reasonable basis’ for forbidding same-sex marriage.” The opinion was authored by Judge Posner and issued just nine days after oral argument. Judge Posner noted that while Wisconsin’s domestic partnership laws provided some of the same benefits as marriage, some other important benefits are only available to married couples. Under Wisconsin state law, those rights include: the right to adopt children jointly; spousal-support obligations; the presumption that all property is marital property; and state mandated access to enrollment in a spouse’s health insurance plan. The opinion also listed the extensive federal benefits to which married couples are entitled: social security spousal and surviving-spouse benefits, the right to file income taxes jointly, death benefits for the surviving spouses of military veterans, the right to transfer asserts to one’s spouse during marriage or at divorce without additional tax

liability, exemption from federal estate tax of property that

passes to the surviving spouse, the tax

exemption for employer provided healthcare to a spouse

and healthcare benefits for spouses of federal employees Like Judge Crabb, the Seventh Circuit had stayed its decisions in the Wisconsin and Indiana cases pending appeal to the U.S. Supreme Court. With certiorari denied, the stay is no longer in effect.

Now What?Same-sex marriage is now legal in twenty-nine states and the District of Columbia. In Wisconsin, several marriage licenses have been issued to same-sex couples since the U.S. Supreme Court declined to hear the appeals, and there are no restrictions on when same-sex couples can marry. It is possible that the U.S. Supreme Court eventually will take up the issue, especially if a circuit split — that is, difference in rulings between federal appellate courts — occurs. A few weeks ago, Supreme Court Justice Ruth Bader Ginsburg suggested during a lecture at the University of Minnesota Law School that the U.S. Supreme Court did not need to take up the issue of the constitutionality of same-sex marriage bans due to the lack of a circuit split. Such a split could occur in the near future, however. The Sixth Circuit recently held oral arguments involving the constitutionality of same-sex marriage provisions in Ohio, Michigan, Kentucky, and Tennessee. Decisions in those cases are currently pending. If the Sixth Circuit were to uphold the bans on same-sex marriage as constitutional, it is possible that the U.S. Supreme Court would accept certiorari to review such a decision. For now, however, same-sex marriage is legal in Wisconsin (and numerous other states).

On.Monday,.October.6,.2014,.the.U.S..Supreme.Court.refused.to.hear.seven.petitions.for.appeal.of.lower.court.rulings.that.struck.down.same-sex.marriage.bans.in.five.states,.leaving.in.place.decisions.that.legalized.same-sex.marriage.in.Wisconsin,.Indiana,.Utah,.Virginia,.and.Oklahoma..

> Josh Johanningmeier is the IIAW’s General Counsel. Call the Legal Services Hotline at (877) 236-1669.

On.October.6,.the.U.S..Supreme.Court.refused.to.hear.seven.petitions.for.appeal.of.lower.court.rulings.that.struck.down.same-sex.marriage.bans.in.five.states..The.high.court.did.not.give.an.explanation.for.this.decision.but.as.of.right.now,.same-sex.marriage.is.legal.in.Wisconsin.


NOVEMBER 2014 | 1 1 WISCONSIN INDEPENDENT AGENT

THE LAST WORD (FOR NOW) ON SAME-SEX MARRIAGE


ERRORS & OMISSIONS

But what about a very specific type of SME—independent insurance agencies? Few organizations possess the breadth of customer information in their databases and through their routine correspondence with carriers than an insurance agency. While agents advise clients on data breach risk management protocols and the purchase of first-party and third-party cyber liability insurance, the question is— are they drinking their own Kool-Aid?

Many agencies indeed are following the same prudent steps they advise clients. When it comes to the cyber liabilities confronting small and midsize concerns, insurance agencies by and large are on top of the issue.

“This is one of the major programs that Agents Council for Technology (ACT) gets involved in,” says Jeffrey Yates, former executive director of the Agents Council for Technology at the Big “I.” “We understood from the beginning that all the other efficiencies that agencies strive for, such as real-time marketing on the Internet, would be blown out of the water if there was a security breach. This is an essential part of what we do.”

The organization has developed with carriers and vendors user-friendly ways to secure email and websites, and it regularly sponsors webinars on the subject of agency security. Apparently, these messages are getting through agents who understand the business hazards posed by a security leak. 73% of 2,100 SMEs in a survey by Symantec experienced a cyber attack in 2010. Of these, 30% cited the attacks as “somewhat or extremely effective.”

Just how vulnerable are agencies to a data breach? Of 855 data breaches investigated by the U.S. Secret Service and Verizon Communications Inc.’s forensics analysis unit in 2011, 615 of them (72%) occurred at companies with 100 or fewer employees, a metric that describes many agencies. This is up nine percent from the year before. Don’t expect hackers to give up either. “As more agencies use mobile devices,” Yates says, “their cyber risks are proliferating.”

Rules and RegulationsAlmost every state currently has legislation on the books (Ed. note: See Wisconsin’s statute is online at docs.legis.wisconsin.gov/statutes/statutes/134/98) regarding the notification of individuals whose personally identifiable information has been stolen or lost. Aside from these state data breach

laws, agencies also are subject to federal laws like the Health Insurance Portability and Accountability Act (HIPAA) and the Gramm-Leach-Bliley Act, each requiring that specific actions be taken to protect consumers’

non-public personal information.

Massachusetts has passed the nation’s stiffest data security law; it applies to any entity interacting with

residents in situations where the exchange of personal data may have occurred; as the law

states, “all persons that own, license, store or maintain personal information about a resident” of Massachusetts are subject to the regulation. Thus, an agent in California who sells an insurance policy online to someone in Massachusetts, and in the course of this transaction receives and stores the person’s identifiable information, is in

for a harsh surprise if this data is stolen or lost.

Now, if personal data is indeed lost, leaked or stolen, potentially serious consequences await.

Massachusetts General Law, Chapter 93A, Section 4, authorizes the attorney general to seek injunctive relief, which

may involve a court-imposed $5,000 civil penalty per violation. That’s just one person’s personally identifiable information; the potentially crushing damages in a breach involving hundreds of affected people give serious pause for consideration.

Then, there are the legal defense costs if an action is brought against the entity, not to mention the dire risk of reputational harm if the public becomes aware of the incident.

Steven J. Aronson, president of Aronson Insurance, is especially

cognizant of the Massachusetts law, given the agency’s two locations in Needham and Newton in the state.

In his own agency, Aronson has made great strides securing his customers’ and employees’ personally identifiable information. “Most people forget that technology is not the only way for a criminal to get at this stuff,” he says. “The first thing I advise is to lock the windows and doors, and install a central station burglar alarm. You’d be amazed at how easy it is to steal a server or a drawer’s worth of files.”

He adds, “Of course, this is just the first step.”

Of 855 data breaches investigated by the U.S. Secret Service and Verizon Communications Inc.’s forensics analysis unit in 2011, 625 of them (72%) occurred at companies with 100 or

fewer employees, a metric that describes many agencies.

LOCKING UP THE SHOPThe.theft.or.loss.of.employee.and.customer.personally.identifiable.information.is.a.rising.liability.for.small.and.medium.size.

enterprises..Hackers.are.increasingly.targeting.SMEs,.knowing.these.businesses.have.a.storehouse.of.personal.information.but.

are.less.likely.than.larger.organizations.to.secure.it.


ERRORS & OMISSIONS

Serious StuffMany agents like Stan Burnett take the threat of a data breach seriously. “We were an early adopter of technology, purchasing an imaging system that was connected to our servers about 14 years ago,” says Burnette, president of Burnette Insurance Services in Suwanee, Ga. “Within a week, the firewall was hit with thousands of hackings. We were scared to death. Then, someone hacked into the computers and destroyed our database—didn’t steal the data, just blew it up. That’s when we realized we needed help.”

The agency brought in MIS Solutions, a managed services provider also based in Suwanee. MIS beefed up the firewalls, layered in a range of different passwords for employees to ensure they perused only those files specifically related to their work, and policed the flow of information from customers though the agency to carriers. For instance, when the agency receives a client’s payroll census for workers compensation, the employees’ personally identifiable information is deleted so all that remains is the actual dollar figures of the claim.

More recently, the agency implemented a decoder in mobile devices like smartphones and laptops that secures remote communications outside the agency’s firewalls. “The device

changes the code every 30 seconds,” Burnette notes. “Users carry a little fob to get the code of the minute; otherwise they can’t log on.”

Despite these best practices, Liam Holmes, CEO of MIS Solutions, says hackers remain undeterred in their quests. “I just ran a report and there were 32,000 unauthorized attempts to penetrate the firewall (at Burnette),” he explains. “None of them got through.”

Some agencies have determined the risk of a data breach requires internal assistance from IT specialists (ACT advises that all agencies consider the appointment of a data security coordinator to develop and implement the agency’s security program). At Eustis Insurance & Benefits, Keith Oufnac is that person. “Our biggest problem is security,” says Oufnac, vice president of information technology at the New Orleans-based agency.

Among the best practices Oufnac has implemented is secure email. All email is downloaded and filtered by Postini, an email security and archiving service now owned by Google. The Postini Communications Suite eliminates unwanted content from email, instant messaging and the Web, and it automatically encrypts sensitive messages between business partners, such as an agency

and a carrier. “We do this to protect everyone, since everyone is vulnerable to social engineering scams,” says Oufnac.

Social engineering—or phishing, as it is sometimes called—is getting more sophisticated. Most everyone by now has been a target of an official looking email that purports to come from a bank or some other service provider. The email strongly recommends that you download an attached link. If you make the mistake of doing this, the link will imbed a keylogger in your computer that records your keystrokes, with the goal of capturing user ID and password details. Once in the system or network, the hacker can easily find a way into a database of customer or

employee personally identifiable information.

“….An employee here reported that he received an email from [email protected], which looked very real,” says Oufnac. “I was apprised and immediately wrote back—‘delete, delete, delete.’”

To determine if a hacker is trying to penetrate the agency’s firewall, Oufnac has installed intrusion detection software. “All our traffic is analyzed and updated every day, and since we have a ‘hub and spoke’ network with our remote offices, we encrypt all messages going back and forth,” he says. “We also publish a security handbook and make each employee sign off that they have read it.”

Aronson has similarly drafted an information security plan, and the agency trains employees on safe data practices. Its version is based on the aforementioned plan on ACT’s website. For a prototype agency security plan, go to iiaba.net/act—click Planning and Security (on the left side of the page), then Security and Privacy, and open Agency Information Security Plan Development Materials.

The agency uses TLS (Transport Layer Security)—cryptographic protocols that ensure secure communications over the Internet—which all agents should consider implementing to secure interactions with insurance company partners. Finally, the agency makes sure all transfer requests between servers and browsers have a secure hypertext transfer protocol (https). “If you see https in front of the URL, this indicates that you are now in a ‘secure session,’” Aronson explains.

Insurance Just In CaseEach of the agencies in this article does something else besides implement data security and risk management best practices—they buy cyber liability insurance. “In today’s world, you simply must have it,” says Oufnac.

The IIAW offers data breach coverage through Beazley. For more information about the coverage including pricing, please go to iiaw.com and click Cyber Liability.

> Russ Banham is a contributing writer for IA magazine. Contact him at [email protected].

SIMPLE SECURITY When.it.comes.to.avoiding.a.data.breach.at.your.agency,.heed.these.pieces.of.advice:.

a Make.sure.that.passwords.for.desktop.PCs.have.eight.characters,.a.mix.of.upper.case.letters,.lower.case.letters.and.numerals..

a Do.not.put.any.customer.data.on.a.laptop,.smartphone.or.thumb.drive.unless.it.is.password.protected..

a Use.an.email.encryption.service.like.AppRiver.or.RPost.for.emails.that.contain.information.that.would.be.embarrassing.if.intercepted..

a Upgrade.hardware.and.download.the.latest.versions.of.software.to.ensure.the.latest.security.protections,.and.keep.the.agency.current.on.both.hardware.and.software.versions.in.the.future..

a Make.sure.that.third-party.vendors.that.possess.your.agency’s.private.information.have.equivalent.security.plans.and.procedures.in.place..

a Thoroughly.inform.and.train.all.employees.on.the.agency’s.new.security.plan,.procedures.and.workflows,.and.monitor.their.adherence.to.these.plans.and.procedures..

a Monitor.all.traffic.moving.through.systems.for.any.unusual.activity.and.consider.periodic.security.audits.by.external.security.professionals.


800.695.0059 jmwilson.com

“I enjoy helping our agents write business. When they need to turn to the

E&S marketplace for their clients, I love to prove that J.M. Wilson is a

great option for those hard to place opportunities.”

James Reincke, AIS, AU Branch Manager

Managing General Agency Since 1920

COMMITMENTA PROMISE WE DON’T TAKE LIGHTLY

Property/Casualty • Professional Liability • Commercial Transportation • Surety • Personal Lines • Premium Finance

PEOPLE, ESPECIALLY YOUNG PEOPLE, ARE ALMOST ALWAYS ONLINEJuly 2014 research found that 60% of US Internet users were almost always connected .

Fully 43% never unplugged from all personal technology, such as audio players, e-readers,

laptops and computers, mobile phones, tablets, and TV, and 17% only took a break a few

times a year . Surprisingly, 20% of respondents did manage to unplug daily .

CivicScience found that gender and income didn’t play major roles in whether or not consumers unplugged, but age did in some respects, with 18- to 24-year-olds the most

likely to say they never unplugged (53%) and 23% of respondents ages 18 to 44 taking a break from personal technology a few times a year. However, both ends of the age spectrum were almost just as likely to unplug daily, with 24% of those younger than 18 and 27% of adults 55 and older citing this frequency.

Unsurprisingly, smartphones had an influence on how often consumers unplugged.

Respondents who owned smartphones were 34% more likely than smartphone non-users to never pause their love affair with personal technology. Considering that eMarketer

expects the majority (51.4%) of US consumers to use a smartphone at least monthly this year — and 66.9% to do so in 2018 — it looks like unplugging will continue to fade out.

Source: eMarketer

Approximately 53% of 18- to 24-year-

olds never unplug from all personal

technology, such as audio players,

e-readers, laptops and computers,

mobile phones, tablets, and TV .


NEWS FROM ACT

Since the introduction of ACORD-based interface, the industry has struggled to identify the overall penetration of download into the independent agency channel, as well as help agents identify the available, but unrealized carrier interfaces. In early 2013, IVANS began a project to measure the industry utilization of download, and to provide insight into areas of opportunity. The first results confirmed that ACORD and IVANS have been VERY successful in their efforts over the past 30 years. Today, over 250 carriers send over 120 million ACORD download messages to 25,000 IA agencies every year. That is amazing success for the entire industry. Based on that insight, IVANS then turned the question around, and used data analytics to identify download opportunities available from carriers that were NOT being used by their independent agencies. The results were staggering! For all of the success in

interface that IVANS initially found, IVANS also discovered over 40% of all potential downloads from carriers to their agencies were not setup for delivery. That is a lot of efficiency to be gained by agencies, and thus the IVANS Connections project was born.

Examining Agency ConnectionsIn late 2013, IVANS began a test project with Westfield Insurance Company to roll

out Activity Notes download transactions and, at the same time, provide Westfield’s independent agencies with a Connection Report. The Connections Report for Westfield was a personalized company report used with agencies to identify any download connections from any of the agencies’ carriers that were inactive or not “turned on” with the carrier. IVANS also began to work with agency solution providers such as NASA, Applied Systems, Vertafore and SIS, as well as the major software user groups, to provide additional agencies personalized connections reports.

Dispelling MisconceptionsThe IVANS Connections Report has determined that more than 40% of the total available download connections from carriers are inactive, largely because many agencies have a misconception about the availability of download connections from their carriers. “When we received our connections grid, it was an eye opener,” said Casey Hearring, system administrator, Schultheis Agency. “I thought we were downloading EVERYTHING we possibly could. The IVANS Connections Report showed lines of business that we weren’t downloading and alerted us to new downloads offered by carriers.” IVANS Connections Report is an agency’s first step toward fully automating information exchange with carriers. By activating all lines of business available from carriers, an agency strengthens its carrier relationships and maximizes agency efficiency by reducing time spent on administrative tasks.“This is such a great tool,” said Christine Horne, system support manager, Bankers Insurance. “Seeing a real, tangible analysis of the download connections available to our agency has given us greater insight into our interface setups: where we are, where we want to go and what we need to do, strategically, to get there. This is a key part of leveraging interface to create greater value

and efficiencies for our agency.”

Maximizing Agency EfficiencyAccording to the ACT/AUGIE 2013 Real-Time/Download Survey, personal lines download saves almost an hour and a half per employee per day; commercial lines download saves nearly one hour per

employee per day. However, there are more benefits to fully automated download than just time savings. “Our report told me there were lines of business available from carriers that we weren’t leveraging,” said Debbie Miner, technical services manager and bond specialist, Henriott Group. “I was surprised to find out that we were missing commission download from a carrier whose statement has traditionally been difficult for us to manually enter into our system. One of the first things we did after learning this was to sign up for their commission download.” Agencies can begin to see the immediate benefits of turning on all available download connections by requesting a personalized IVANS Connections Report and activating on all available downloads. To request your personalized connections report, contact IVANS via email at [email protected], or register on the web at insight.appliedsystems.com/IVANS-Connections_Register.html.

The IVANS Connections Report has determined that more than

40% of the total available download connections from carriers are

inactive, largely because many agencies have a misconception about

the availability of download connections from their carriers.

CONNECTING AGENTS WITH DOWNLOADIdentifying New Download Opportunities for Agencies

By.activating.all.lines.of.business.available.from.carriers,.an.agency.strengthens.its.carrier.relationships.and.maximizes.agency.efficiency.by.reducing.time.spent.on.administrative.tasks.

> Paul Warga is the Vice President of Product Management for IVANS Insurance Solutions, a division of Applied Systems. Paul has a wide variety of leadership experience on implementing solutions for business and technical issues across software and web-based products, using effective development methodologies. This article reflects the views of the author and should not be construed as an official statement by ACT.


2014 BEST PRACTICES STUDY UPDATE: STABLE BUT CHALLENGING ENVIRONMENT

BEST PRACTICES

The completion of the 2014 Best Practices Study marks its 22nd anniversary. The study, first conducted 1993 and updated every year since, provides the compiled year-end results of the country’s top

performing independent insurance agencies in six revenue categories ranging from less than $1.25 million to more than $25 million.

Still Good but Getting Tougher…The 2014 Study compilations are based on 12/31/13 FYE results, although 10% of the participating firms submitted data based on fiscal year-ends within the first two quarters of 2014. While agency performance remains strong, several key results indicate a more challenging environment has emerged for the Best Practices Agencies.

Organic growth rates, pro-forma profitability margins, and the Rule of 20 scores were flat or fell slightly across all revenue categories. These results reflect the continued softening of the property-casualty market during 2013. Maintaining robust performance levels in the near future may become more difficult if these market conditions continue.

GrowthLast year’s study revealed the highest organic growth rates since 2008. This year’s study shows a different picture with only one study group achieving an increased growth rate of at least one percentage point. Nevertheless, growth rates remained in the high single digits with two study groups achieving double digit growth rates.

Net Revenue Organic Growth Rate (excludes acquired revenue)

<1.25M 1.25-5M 2.5-5M 5-10M 10-25M >25M

2013 6.9% 9.1% 9.5% 8.9% 10.4% 9.2%

2014 4.6% 10.5% 7.8% 8.1% 10.8% 8.8%

ProfitabilityPro-forma profit margins–the actual profitability of an agency if non-reoccurring/extraordinary expenses and revenue, and excessive owner compensation and perks are normalized–were also strong but again stagnant. As revenue growth rates slowed, profit margins were and will be under increased pressure, and are likely to result in either no growth or negative growth in the coming year.

Pro-Forma Profit Margin

<1.25M 1.25-5M 2.5-5M 5-10M 10-25M >25M

2013 30.3% 31.1% 27.1% 25.2% 20.1% 21.7%

2014 29.0% 30.6% 27.9% 25.1% 21.7% 19.9%

Operating profit margins grew slightly. The operating profit is the pre-tax profit of an agency excluding supplemental income (contingent, bonus, and investment income). P-C contingent and life-health bonus income has historically contributed significantly to an agency’s profit margin. Over the last decade, however, that source of revenue has shrunk. Best Practices Agencies focused on becoming less dependent on it by reducing expenses, becoming more efficient and finding other sources of revenue. As a result the operating profits continued to improve.

Operating Profit Margin

<1.25M 1.25-5M 2.5-5M 5-10M 10-25M >25M

2013 17.4% 12.8% 10.4% 9.6% 5.9% 7.5%

2014 17.3% 13.3% 12.8% 10.1% 7.6% 7.9%

The Rule of 20 scores were down this year, reflecting the flat growth and profitability results. A score of 20 or more indicates that an agency is maintaining a healthy balance between its efforts to grow its revenues and to sustain or enhance its profitability. Typically, a core of 20 or more indicates that an agency will achieve, through profit distributions and/or stock appreciation, an industry standard rate of return on the investments it is making in the people, systems and activities needed to grow and operate the agency.

Rule of 20 Scores

<1.25M 1.25-5M 2.5-5M 5-10M 10-25M >25M

2013 23.0 24.7 23.7 21.5 21.3 20.0

2014 18.2 23.7 20.8 20.3 20.3 19.0

New for this YearThe 2014 study contains several new staffing statistics including the number of remote worker and administrative staff (accounting and HR). The number of workers, total payroll and the payroll as a percentage of net revenues are included.

Last year the service staff data was changed to offer salary ranges for the key service and sales support positions and to provide the total number of staffing needed to support each line of business.

More information on all the Best Practices products and resources can be found online at www.independentagent.com/bestpractices, or email [email protected] with questions.

Study offers current benchmarking information and now includes staffing statistics.

Best Practices Agencies focused on

becoming less dependent on it (bonus

income) by reducing expenses, becoming

more efficient and finding other sources of

revenue. As a result the operating profits

continued to improve.


Our.board.members.never.stop.working..On.October.18,.Jason.Bott.(blonde).and.Matt.Weimer.(moustache).“ran”.in.the.Tap.‘n’.Run.4K.in.Wauwatosa..No.animals.were.harmed.to.make.those.wigs..However,.Miller.Lite.is.now.an.endangered.species.

THE TRUSTED CHOICE


Richard Maffuccio Elected President and CEORichard Maffuccio has been elected

President and CEO of Partners Mutual Insurance. Since February, Dick has been overseeing the day-to-day operations of the company. With this election, Dick moves to full-time, permanent leadership at Partners Mutual.

Dick joined Penn National Insurance in 2006 as regional vice president of the Pittsburgh Office. He has gained deep and diverse experience during his career in the property-casualty insurance industry. In addition to his experience with Penn National

Insurance, Dick worked for Aetna, Travelers, and Crum & Forster. He also worked for 11 years as an independent agent, an experience that will help guide his leadership at Partners Mutual Insurance.

Dick graduated from the University of Bridgeport (Connecticut); he earned an MBA from the University of Connecticut. He is an active member of the Society of Chartered Casualty Property Underwriters and is a past president of Pittsburgh’s Allegheny Chapter. Dick has been involved with insurance education throughout his entire career. He has taught risk management as an adjunct professor for Robert Morris University and LaRoche College as well as various continuing education, agency licensing and CPCU classes.

Partners Mutual Insurance plays a key strategic role for Penn National Insurance, offering geographic diversification and growth opportunities. Dick’s strong relationships within Penn National Insurance will help him build on the synergy with Partners Mutual Insurance. Executive management looks to him to continue the enhancements and performance improvements in personal lines that Partners has achieved, and to lead the development of competitive, attractive commercial lines markets for Partners’ agents.

In discussing this news with fellow employees, Dick said: “I am excited by this opportunity to serve Partners agents and employees. I have been so impressed with the dedication of the Partners staff, the loyalty of the agency plant and the prospects for the future. I look forward to the opportunities that we have ahead of us for profitable growth.”

To learn more about Partners, please visit partnersmutual.com.

Lahn to Lead Grinnell Mutual’s Legal Division

Pete Lahn has been appointed senior vice president of legal, secretary and general counsel for Grinnell Mutual Reinsurance Co., in Grinnell, Iowa. The appointment is effective Dec. 19, 2014.

Lahn brings more than 25 years of legal and property/casualty experience to his new role, including 19 years in Grinnell Mutual’s Legal department. He has served the company as counsel, senior counsel, assistant general

counsel, and most recently, associate general counsel.

Lahn is a member of the Federation of Defense and Corporate Counsel, Iowa Defense Counsel Association, and Defense Research Institute.

Lahn replaces Dennis Day upon his retirement in December. Day worked for Grinnell Mutual for more than 32 years.

To learn more about Grinnell, please visit grinnellmutual.com.

ACUITY Ranked as a Top Performer Among Mutual Carriers In a recent report, Property-Casualty

Mutuals: Resilient and Staying Relevant, independent research firm Conning, Inc., identified a select group of “Outperforming” mutual insurers in several size-based categories. ACUITY is ranked by Conning as one of the two top performers among the five outperforming “Very Large” (over $1 billion in surplus) mutuals, based on ACUITY’s 2003-2013 surplus growth and combined ratio.

“Conning’s ranking of ACUITY as a top-performing carrier among large mutuals is further validation of the financial strength, stability, and growth that agents and policyholders can rely on,” says Ben Salzmann, ACUITY President and CEO.

Conning also noted that property-casualty mutuals continue to be a “relevant and resilient force” in the insurance industry. Mutuals have a prominent presence in the communities where they operate, maintain a “quality of distribution” that gives them a competitive advantage, hold the highest financial strength ratings, and are ranked highly as best places to work, according to Conning.

To learn more ACUITY, please visit acuity.com.

M3 Insurance Named an IIABA Best Practices AgencyM3 Insurance, based in Madison, announced it has been named a 2014 Best Practices Agency by the Independent Insurance Agents and Brokers of

America (IIABA).

M3 is one of only 206 insurance agencies from across the country to be selected, out of more than 1,100 nominations.

Requirements for being named a Best Practices Agency include nomination by either an IIABA-affiliated state association or an insurance company, and qualification based on outstanding

Richard.Maffucio

Pete.Lahn

M E M B E R S I N T H E N E W S


M E M B E R S I N T H E N E W S

customer retention, growth, stability and financial management. Each agency is scored and ranked objectively on 35 performance factors to determine qualification.

Each year since 1993, IIABA and Reagan Consulting, Inc., Atlanta, join forces to conduct the Best Practices Study, with the purpose of documenting the business practices of “best” agencies and urging others to adopt similar practices. The agencies comprising the study groups are selected every third year, with the current cycle beginning in 2013. The selected Best Practices agencies retain their status during the three-year cycle by submitting extensive financial and operational data for review each year.

To learn more about M3, please visit m3ins.com.

SECURA Fights Breast Cancer SECURA Insurance and its associates, network of independent agents, and Facebook fans are making a difference in the fight against breast cancer through

its sixth annual One by One campaign. Last year’s campaign saw the company’s total donation to the Breast Cancer Research Foundation (BCRF) top $100,000, and it is expected to exceed $130,000 in 2014.

To kick off October’s Breast Cancer Awareness Month, the fountain in front of SECURA’s home office on

Memorial Drive in Appleton, turned pink at dusk, and will remain so throughout the month. Nearly 200 associates also participated in a pink relay. Throughout the entire day on Oct. 1, associates wore pink and walked to raise awareness of breast cancer and honor loved ones affected by the disease.

Kathy Oudenhoven, a 30-year employee at SECURA who is now approaching her 5-year anniversary of being cancer free, joined in the relay. “The first One by One campaign was just being wrapped up when I heard the words ‘you have breast cancer,’” she said. “Many of us have someone close in our lives affected by the disease, so the funds being raised by the One by One campaign are important to all of us. I will never be able to thank SECURA and my co-workers enough for the support I was given while going through treatments.”

Some of the company’s contributions to the BCRF are linked to its social media efforts. During the month of October, it will donate a dollar for each new “like” of its Facebook page, and contribute even more when people “pinkify” their profile picture with the use of a

special app, also available on their Facebook page. Shares, posts, and other engagement in October will account for even more donations by the company.

The efforts of SECURA’s partnership with independent agents account for the highest contributions toward the cause. For each new MILE-STONE® home and auto insurance policy and Specialty Lines account written between Aug. 1 and Oct. 31, 2014, the carrier will donate money to the BCRF

Learn more about SECURA’s efforts to raise awareness and funds for breast cancer research at facebook.com/securainsurance, or view its short video at http://bit.ly/secura1by1. The campaign is just another way for SECURA to demonstrate its ultimate goal of protecting families and enriching their lives. One by One, we can all make a difference.

To learn more about SECURA, please visit secura.net.

EMC Insurance Office to Replace Downtown Des Moines Buildings

EMC Insurance plans to begin demolishing three downtown Des Moines, Iowa, structures to make room for a new office building.

EMC spokeswoman Lisa Hamilton said that crews will begin tearing down the buildings at the end of October.

The century-old Foster Building, Robertson Building and an annex will be replaced by a four-story building that will house an employee gym and provide meeting and storage space. The new building is expected to cost between $12 million and $20 million.

To learn more about EMC, please visit emcins.com.

J.M. Wilson’s Dey Named ‘Young Gun’ of 2014J.M. Wilson is proud to announce that Erin Dey, Director of Sales and Agency Relations, was named an Insurance Business America (IBA) ‘Young Gun of 2014’. Erin was featured in the October issue of Insurance Business America as “one of the 40 best and brightest young stars making waves in the insurance industry.” IBA reached out to brokerages, agencies, insurers and others to compile the list of talented professionals.

Erin joined J.M. Wilson in 2009 as a Property & Casualty underwriter. Two years later, she created her current position as Director of Sales and Agency Relations. She also writes and instructs continuing education courses, leads a sales development team and works to improve the company’s internal processes.

To learn more about J.M. Wilson, please visit jmwilson.com.

SECURA.associates.kicked.off.the.One.by.One.Campaign.by.wearing.pink.and.walking.in.a.relay.to.raise.awareness.of.breast.cancer.

Erin.Dey

Subject:An Error & Omission has occurred.

Do you wish to review?

Complete your E&O Fast Quote in minutes.

• Big Savings

• Expansive Coverage

• Risk Management Tools & Resources

Visit IIAW.com or call 608.210.2972 for a free review!

C

M

Y

CM

MY

CY

CMY

K

MobileAppAdFinal-(IIAW).pdf 1 4/14/14 10:07 AM

2014-2015 IIAW BOARD OF DIRECTORS

The.2014-15.IIAW.Board.of.Directors..Front:.Darrel.Zaleski,.Spectrum.Insurance.Group;.President-elect.Steve.Leitch,.Leitch.Insurance.Agency;.President.John.Wickhem;.John.Wickhem.Agency;.State.National.Director.Linda.Steiner,.Johnson.Insurance.Services;.Chairman.Dave.Dunker,.Zingen.&.Braun.Insurance;.and.Lise.Meyer.Kobussen,.Meyer.Insurance..Back:.Mike.Farrell,.David.

Insurance;.Mike.Ansay,.Ansay.&.Associates;.Jeff.Rasmussen,.Aero.Insurance;.Jason.Bott,.Robertson-Ryan.&.Associates;.Mark.Behrens,.Johnson.Insurance;.Jerry.Couri,.Couri.Insurance;.and.Mike.Walston,.Walston.Insurance.Associates..Not.pictured:.Secretary-Treasurer.Matt.Weimer,.Diversified.Insurance.Solutions.and.Brian.McClone,.The.McClone.Insurance.Group.


MARK BEHRENSMark Behrens has built an impressive career and we’re grateful that he’s sharing his talents on the IIAW Board of Directors.

Mark is currently the president of Johnson Insurance Services, one of the largest independent agencies in Wisconsin. He has held this position for three years. Previously, with

Johnson Financial Group, he served as senior VP of corporate finance and senior vice president. He received his MBA in Finance from Marquette University.

“I’m looking forward to my time on the Board,” said Mark. “I want to become more familiar with the issues facing the Association and Board and, hopefully, contribute at a strategic level.” Mark’s Association service includes stints on the Industry Relations, Government Affairs and Agency Operations committees.

In addition to his time with the IIAW, Mark is involved with the Wisconsin Institute of Certified Public Accountants, is on the

Board of Visitors of the UW School of Nursing, and is a board member of the 6th Street Theater.

JERRY COURIAs president and CEO of Couri Insurance Agency, Jerry Couri has established a successful network of agencies licensed to sell insurance in

almost every state. His drive and vision are a welcome addition to the IIAW Board of Directors.

His career started with Kemper Insurance where he worked as an adjuster, underwriter, actuary and a recruiter in the field. Forty-two years later, he’s still passionate about the industry and is active on the IIAW’s Government Affairs Committee.

“My goals for the board will be to offer ideas and energy that will benefit the independent agency system,” he said. “We should strive to take market share from the captives on personal lines, but also maintain our commercial market share. As our industry ages and retires, we must also be sure to develop programs that alert college students to the exciting careers available in the insurance industry.”

Jerry and his wife Judie have also been honored for their work in the community. Last December, the Couris were awarded the Key to the City of Waukesha by Mayor Jeff Scrima. The mayor said the couple “have greatly contributed to the Renaissance of downtown Waukesha through growing their business, adding employment, and encouraging others to come downtown.”

DARREL ZALESKIDarrel Zaleski is the president and founder of Spectrum Insurance Group. In less than eight years, the independent agency has grown to eight locations in Wisconsin. Darrel’s ambition and business savvy make him an ideal fit for the IIAW Board of Directors and we are appreciative of his service.

After graduating from UW-Stevens Point in 1988 with a degree in marketing, Darrel immediately began his career as an agent with Wausau Insurance. In 2004, he moved on to work for another independent agency in Chippewa Falls. He founded Spectrum Insurance Group in April 2007.

He is excited to serve on the Industry Relations Committee and the Board of Directors.

“My goal for 2014-15 is to help shape the future direction of the Association and build on the strong foundation that prior board members have established,” he said. “There are a number of challenges facing our industry in the future and I’m excited about the opportunity to create solutions to help our members overcome them.”

WELCOME NEW BOARD MEMBERS



One decision made easy in a complex business world.

Your business clients make hard decisions every day, but now you can make selecting the right insurance coverageeasy with a Pekin Insurance® Commercial policy that is specifically designed for preferred property risks. Check out some of the preferred property risks that we have insured in the last year: • $12,204,200 total property value for a Machine Shop • $10,050,000 total property value for a Metal Goods Manufacturer • $6,000,000 total property value for aLessor’s Risk Shopping Center • $9,900,000 total property value for a Warehouse and Distribution CenterWe go Beyond the expected® with valuable services like Loss Control, a Return to Work program, a Special Investigations Claim Unit, and much more.

www.pekininsurance.com

Partner with a company that offers some of the most innovative products available in the industry today and is continually searching for ways

to become the easiest company for you to do business with.CONTACT US:

800-322-0160, Extension [email protected]


ASSOCIATION LEADERSHIP

You may be dealing with a business entity, but it’s people who unlock the doors in the morning, answer the phones and make the critical decisions that shape the future. It’s people who come up with the big ideas that drive profits up, keep morale high, and maintain a culture of innovation. Market reports and detailed charts on a mobile device serve a purpose but they don’t make you come to work every day. People do.

Our Association is comprised of many talented people. They are what make the IIAW tick. Coming from different backgrounds and different sized agencies and companies, the breadth of experience and ideas of our membership is a tremendous asset.

This fact is not lost on John Wickhem, IIAW President for 2014-15.

“Each year presents a fresh set of challenges and goals,” John said. “I’m looking forward to the upcoming year and working with our committees, membership and IIAW staff. I hope to make it fun and informative. If you have ideas to help the IIAW grow, please give me a call, send me an email, or write me an old school letter with your ideas.”

It’s that spirit of collaboration that has led John on an interesting career trajectory.

He was a camera operator, director and producer for WKOW in the 60s. In the early 70s, he served as an assistant to play-by-play announcer Gary Bender during Packers radio broadcasts. By 1978, he changed gears completely and moved into management at Woolworth’s retail store in Madison. It was during this time that John’s interest in insurance was piqued.

A family friend in Janesville was operating a life insurance agency and was looking for help in the property and casualty area. Roughly two years later, John went to work for the Lathrop-Parker Agency in Janesville. After getting familiar with the business, John and Donna, his wife, founded the John Wickhem Agency on October 7, 1985. Nearly 30 years later, the agency is going strong and includes their son, Derek, who is a producer.

John’s involvement in the Association started when he joined the industry in the early 80s. In addition to his responsibilities as president, John is also a member of the Smaller Agencies Committee.

His goals for the upcoming year include maintaining the Association’s positive momentum and continuing to solidify key relationships and partnerships. One potential partnership involves joining forces with the Professional Insurance Agents of Wisconsin.

“Merging our two associations is a sensitive and controversial notion, but the time has come to at least talk about it,” said John. “It is vital that we address this issue. With all the challenges that face the insurance industry, a single, unified association is in the best interest of the independent agency distribution system and our carrier partners. We have two associations working toward the same goal – serving Wisconsin’s independent agents. Politically, there’s value in having one strong

voice in the Capitol.”

Along with that voice, there has to be access. John is asking the membership for some assistance on that front.

“Our Association formed the Insuring Wisconsin Growth Fund Conduit to further our ability to get in front of our state and national legislators. With our government getting more involved in our business, we need to have a presence in the Capitol so our views and opinions are heard. It doesn’t take much to make a difference - $5 to $10 a month goes a long way.”

John also wants to recognize the Association’s recent leadership for their hard work.

“At the state level, Matt Banaszynski, (past president) Dave Dunker and (board chairman) Mike Froh have done a tremendous job in changing what the IIAW does,” said John. “With a new Association strategy, and with new positive relations with the governor, commissioner of insurance, Wisconsin

Compensation Rating Bureau and state legislators, our Association has become very involved and politically potent. On the national level, with the leadership of Skip Hansen and Linda Steiner, our relationship with the IIABA has never been better. Let’s keep it going.”

Reach John by email at [email protected], or call him at 608.752.6030. You can also send him a letter at 1504 N. Randall Avenue, Janesville, WI 53545.

JOHN WICKHEM 2014-15 IIAW PRESIDENTInsurance is a relationship business, especially relationships with people. This is certainly not a new concept but it’s an important one.

> Eric Schwartz is the IIAW Communications Supervisor. Contact him at [email protected].

John.Wickhem.is.the.2014-15.president.of.the.Independent.Insurance.Agents.of.Wisconsin.

John’s goals for the upcoming year include maintaining

the Association’s positive momentum and continuing to

solidify key relationships and partnerships.


MEMBER PROFILE

HNI.RISK.SERVICES:. GROWTH BY DESIGNIn 2005, after 42 years as a single-shop agency, HNI opened a branch in Inverness, Illinois, about 30 miles northwest of Chicago. Known as HNI Truck Group, this location is comprised of 20 employees that primarily serve the transportation industry.

An office in Grand Rapids, Michigan, opened its doors three years

ago with customers in multiple industries, including construction, manufacturing and food processing. Just last year, HNI merged with a successful full-service agency in Minneapolis.

The three branches in Illinois, Michigan and Minnesota are in close proximity to Wisconsin, but location was not the main factor in joining forces. It’s more about philosophy than geography.

“We’re seeking people and companies that align with our values, vision and brand,” said Mike Natalizio, president and CEO since 1987. “If there is an agency in St. Louis or Columbus that’s a fit, that’s great but we are not targeting a certain city or area. We’re not going to partner with people and buy their book of business if they are only interested in collecting a paycheck. We are not a retirement plan.”

With progressive thinking from its leadership and a history of recent growth,

it’s not a surprise that HNI has been recognized by its employees and outside organizations as a great place to work.

Insurance Journal recently named America’s best independent agencies to work for and HNI earned the top spot in the Midwest. The agency has been awarded the

Milwaukee Journal Sentinel’s Top Workplace award for the past five years.

To explain this, let’s go back to 2007-08. In the depths of the Great Recession, HNI laid the groundwork for the Great Resurgence.

“Our business and profits were shrinking,” said Natalizio. “We were working more and generating less revenue. This was not a revelation; it was felt by everyone in the industry.”

The revelation came in how HNI dealt with the downturn.

Said Natalizio: “We made the decision to reinvest in our people and business during that difficult time. People thought we were crazy. We should have been cutting staff, salary and benefits like others in the industry, but we did not. We accepted the idea that profits were going to be down. Consequently, when the recession ended, we hit the ground running.”

More like sprinting.

HNI’s empowered employees have delivered powerhouse productivity. In the last three years, the agency has grown 73 percent. Revenues in 2013 climbed to $22.4 million, up from $12.9 million in 2010. The rise in revenues earned HNI the Inc.

5000 Award as one of America’s fastest growing companies in 2014.

With more than 100 professionals on the payroll, HNI ranks 66th on Insurance Journal‘s list of Top 100 Agencies for 2014. Also this year, the agency won a “Fastest Growing Firm” award from the local Business Journal.

The agency is also combating an industry trend by targeting and recruiting younger talent. According to the 2014 Future One Agency Universe Study, the average age of principals with 20 percent or more ownership in their agencies is 56 years old. Of those principals, 18 percent are 66 or older — compared to just 10 percent in 2012.

“In order to perpetuate our business, we needed to develop the next generation of leaders,” said Natalizio. “We have a fairly young staff and that’s an important element to address. Our customers are changing. The

Powerhouse productivity: HNI’s professional staff has delivered; in the last three years, the agency has grown 73 percent.

The last decade has been a time of growth for HNI Risk Services, the risk management firm based in New Berlin, Wisconsin.


By Eric Schwartz

CEOs are getting younger. They want to work with people who relate to them and the way they want to work.”

Clearly, the agency has made a conscious commitment to create a healthy environment for its employees, and that’s paid off.

There’s also been a great deal of creative and innovative thinking on how to approach business. When working with clients, the agency takes a holistic view, one that emphasizes a type of business freedom.

“Our driving force is the desire to knock out the blockers that hold back business leaders on a mission,” said Natalizio. “They have a vision for their business. We’ll put our team to work to eliminate any obstacles standing in their way.”

HNI Risk Services was founded in 1963 by Richard Natalizio, Mike’s father, who partnered with Paul Hansen in 1968 to expand the business. Find HNI Risk Services at HNI.com. You can also check out Mike’s website, mikenatalizio.com.

MEMBER PROFILE

TOP:

JoAnn.Hartung,.Jacey.Norberg.and.Lori.Taylor.proudly.display.their.fishing.tourney.trophies.

IIAW.President.John.Wickhem.presents.the.largest.fish.caught.trophy.to.Rob.Gudates.

.

MIDDLE:

IIAW.President.John.Wickhem.get.things.going.at.the.opening.reception.at.Minocqua.Brewing.Co.

.

BOTTOM:

Meggen.Gagas,.Naomi.Sopko.and.Jenna.Zalud.at.the.opening.reception.

Donna.Wickhem.and.Amy.Jo.Brice.get.reacquainted.

AUTUMN RETREAT 2014.From.October.8-10,.The.Waters.Resort.was.home.base.for.the.

2nd.Annual.Autumn.Retreat..The.photos.on.these.pages.speak.

for.themselves.but.all.who.participated.had.a.great.time..We.are.

grateful.to.John.Immordino.(Specialists.Outperform.Generalists:.

Niche.Marketing).and.Mary.Hauri.(Procedures.Manual.123).for.their.

excellent.presentations.on.Thursday.and.Friday,.respectively..The.

weather.cooperated.for.the.fishing.tournaments.and.the.anglers.

caught.some.monster.muskies.

.

We’d.like.to.thank.our.Autumn.Retreat.Platinum.Sponsors:.AAA,.

ACUITY,.Anthem.Blue.Cross.Blue.Shield,.Austin.Mutual,.The.Hanover.

Group,.The.IMT.Group,.Integrity.Insurance,.Progressive,.QBE,.

SECURA,.SFM,.Travelers,.West.Bend,.Wilson.Mutual.and.Society.

Insurance..Our.Gold.Level.Sponsors.are:.Amerisafe,.Arlington/Roe.

&.Co.,.Burns.&.Wilcox,.Liberty.Mutual,.Madison.Mutual,.Philadelphia.

Insurance,.Wisconsin.Mutual.and.WPS..Finally,.we’d.like.to.thank.

everyone.who.attended.and.made.the.week.memorable..For.more.

photos,.please.go.to.facebook.com/IIAofWI.


TOP:

We.all.wish.she.would.cheer.up..Samantha.Jefferson.at.the.registration.table.

John.Immordino.talks.about.niche.marketing.on.Thursday.at.The.Waters.Resort.

.

MIDDLE:

Ann,.what.are.you.looking.at?.Jacey.Norberg,.Ann.Schmitz,.John.Vose,.Samantha.Jefferson,.Brian.Christ,.Amy.Jo.Brice.and.Dan.Kobussen.get.ready.for.some.trivia.

.

BOTTOM:

Ron.Hallstrom,.Vicki.Raboin.and.their.guide.from.Kurt’s.Island.Sport.Shop.plan.their.domination.over.the.muskie.population.

The.fish.had.no.chance..Dave.Burkart,.Dan.Kobusssen,.Mike.Walston.and.their.guide.prepare.for.the.fishing.tournament.

AUTUMN RETREAT 2014


TO RECEIVE 20% OFF ANY 2014 IN PERSON CONTINUING EDUCATION CLASS ENTER PROMO CODE: THANKS

CONTINUING EDUCATION

FOR MORE CLASSES AND TO REGISTER, PLEASE GO TO IIAW.COM

ABEN ONLINE CLASSES

Liability Issues to Worry About – Indemnity Agreements & Additional Insureds 4 CE Credits Approved Date: November 18, 2014 Location: ABEN Online – iiaw.aben.tv Time: 9:00 – 11:00 AM

Top 5 Life Insurance Uses 2 CE Credits Approved Date: November 18, 2014 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 2:00 PM

Ethics in Today’s Changing Times 4 CE Credits Approved Date: November 19, 2014 Location: ABEN Online – iiaw.aben.tv Time: 8:30 – 12:30 PM

E&O Risk Management – Meeting the Challenge of Change 6 CE Credits Approved Date: November 20, 2014 Location: ABEN Online – iiaw.aben.tv Time: 8:00 AM – 2:00 PM

IIAW ONLINE CLASSES

Homeowners Hidden Exposures 3 CE Credits Approved Date: November 17, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

The Dirty Dozen 3 CE Credits Approved Date: November 18, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Unwrapping The New BOP 3 CE Credits Approved Date: November 19, 2014 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Ethics and the Law 3 CE Credits Approved Date: November 20, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Condominiums 3 CE Credits Approved Date: November 24, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Cyber Liability 3 CE Credits Approved Date: November 25, 2014 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Commercial General Liability Coverages 3 CE Credits Approved Date: December 2, 2014 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Contractors Liability Exposures…Risk Analysis to Coverage Solutions 3 CE Credits Approved Date: December 8, 2014 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:00 PM

IN PERSON CLASSES

Advanced Risk Transfer & Management 3 CE Credits Approved Date: November 19, 2014 Location: Pewaukee – Holiday Inn Time: 8:30 – 11:30 AM (Lunch provided)

Ethical Standards for the Insurance Professional 4 CE Credits Approved Date: November 19, 2014 Location: Pewaukee – Holiday Inn Time: 12:30 AM – 12:30 PM

Ethical Standards for the Insurance Professional 4 CE Credits Approved Date: November 20, 2014 Location: Madison – IIAW State Offices Time: 8:00 AM – 12:00 PM

Ethical Standards for the Insurance Professional 4 CE Credits Approved Date: November 20, 2014 Location: Madison – IIAW State Offices

TOP:

Bret.Buxton.and.Mark.Tlusty.(with.their.guide).before.the.muskie.tourney.

John.Wickhem.landed.this.monster.on.Thursday.afternoon.

MIDDLE:

What.a.happy.looking.bunch.about.to.risk.their.lives..Zip.lining.participants:.Samantha.Jefferson,.Katie.Goswitz,.Kristin.Schultz,.Amy.Jo.Brice,.Scott.Petersburg,.Lise.Meyer.Kobussen,.John.Niebergall,.Ryan.Leitsch,.Steve.Leitch,.Jay.Arneson,.Dan.Schuler,.Jim.Leadholm,.Ryan.Laber.and.Kris.Flock..

This.is.why.he.won.the.largest.fish.competition..Rob.Gudates.holds.up.his.prize..

BOTTOM:

They.know.their.trivia!.The.winning.team.celebrates.the.victory.

Lise.Meyer.Kobussen.makes.a.smooth.landing.on.the.platform.


AUTUMN RETREAT 2014


tota�yARE YOU

WORRY FREE?Coverage for your auto, home,

business and more!

WEST DES MOINES, IOWA • 800.274.3531 • WWW.IMTINS.COM

WWW.IMTINS.COM® ®


FOCUS ON CONTENT

In just the time it takes to say, “F. Scott Fitzgerald might have been the greatest American writer ever, with the possible exception of Hemingway” is all the time you have to capture and win the attention of a web guest. If you have the writing chops to do it, let it rip; if not, outsource.

Web text writers, and you’ve read it here before, are not the same as other writers. Web text writers understand search engine optimization. They work, as I do, with a keyword list of generally 100 words or more, laying right beside their keyboard. They understand the balance of copy weight as it relates to Google’s famed algorithm. If you

have to ask what that means, then you know for certain that writing your own website is a mistake. Essentially, it means that Google values longer content, but a web visitor does not. Knowing the workaround to this problem is invaluable. And most of all, web text writers

know how to drive traffic to your site, and with traffic you’ll get leads, and with leads you can nurture your prospects, and with nurtured prospects, you’ll get profitable sales conversions. Two years ago, very few companies

would pay to have someone else write their website. Today, the floodgates have opened. Since Google’s algorithm change in May 2013, which placed a heavy influence on search rank based on original, relevant and frequent content, many businesses finally understood that writing it themselves wasn’t saving them money, it was costing them sales.

And just to make certain businesses really understood it, Google fired another salvo across the corporate bow this May with another tweak to the algorithm. And guess what? 8% of the websites in the U.S. were impacted. The lesson for businesses is that this is pretty serious business. And this writing lesson from F. Scott himself is also serious, but in a wonderful sort of way, “Cut out all these exclamation points. An exclamation point is like laughing at your own joke.” Right on!

MAKE IT RIGHT DON’T WRITE YOUR OWN WEBSITEI beg you . I implore you . I urge you politely and respectfully . Don’t do it unless you’re a trained professional . Writing your own website can singlehandedly ruin the experience for a web visitor, and quickly, too .

> Tom Marks is president and founder of TMA+Peritus (tmaperitus.com), a pioneer in the content marketing business. He toured with Van Halen as a roadie in the early 80s.

Two years ago, very few companies would pay to have someone else write their website. Today, the floodgates have opened.

Real.web.text.writers.know.how.to.drive.traffic.to.your.site.

You’ve built a successful agency and book of business but don’t have someone to take it over when you retire. What do you do?

Plan your future with Robertson Ryan & Associates. By joining our team it allows you to:

• Keep your book• Remain a trusted advisor to your clients to give them peace of mind• Continue working until you decide to retire • Find the right buyer for your book within Robertson Ryan to maximize your return• Be in the 30% that have a plan

For more information call Gary Burton, Chief Operating Officer, at 414.221.0386. All calls will be kept in the strictest confidence.

70% of agency owners don’t have a perpetuation plan - Let ROBERTSON RYAN Be Part Of Your Future


FOOD FOR THOUGHT

One call brings AAA roadside assistance to their crash site, sets the stage for hassle-free repairs, and reserves a rental car for their immediate use. And you made it happen.

It’s just one of the powerful tools AAA Independent Insurance Agents enjoy.

IE-0011 Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.

(608) 828-2614 [email protected]

Be their hero.Help clients through the stress of an accident with AAA Accident Assist®.

Contact Heidi Nienow today to learn more.

EDMUND’S COMET DOESN’T HAVE THE SAME RING TO ITAstronomer and mathematician Edmund Halley (1656-1742) was born in London on November 8, 1656. He sighted the

Great Comet of 1682 (later called Halley’s Comet) and foretold its reappearance in 1758. The confirmation of the comet’s return was the first time anything other than planets had been shown to orbit the Sun. It was also one of the earliest successful tests of Newtonian physics. Sir Isaac Newton and Halley were friends. Halley’s Comet appears once each generation with the average time between appearances being 76 years. It was last seen in 1986. It is expected to be visible again in 2061.

Source: historyplace.com and wikipedia.org

A GANGSTER’S WISCONSIN TIESOn November 28, 1934, FBI agents killed bank robber George “Baby Face” Nelson near Barrington, Illinois. It’s too bad they didn’t get him seven months earlier. On April 20, 1934, Nelson, notorious gangster John Dillinger and the

rest of their gang arrived at Little Bohemia Lodge in Manitowish Waters, Wisconsin for some relaxation. After being tipped off, FBI agents raided the lodge on April 22. After a gun battle, the gangsters escaped and left an FBI agent and innocent bystander dead.

Nelson killed more FBI agents in the line of duty than any other person.

Source: wikipedia.org

Edmund.Halley

His.Comet

Lester.Joseph.Gillis,..aka.Babyface.Nelson

PLAYING NOW FOR ACUITY AGENTS! WWW.ACUITYU.COMFor All That Matters

ACUITY

CE VIDEO

INSIDE A PERSONAL UNDERWRITER’S HEAD

PRSRT STDUS POSTAGE

PAIDMADISON WI

PERMIT NO . 2506

725 JOHN NOLEN DRIVE MADISON, WI 53713

Trusted Choice®

Independent Insurance Agents of Wisconsin

ADDRESS SERVICE REQUESTED

Applied UnderwritersWisconsin Independent Agent Back Page Ad

Live 8.25” x 6.5”Trim 8.5” x 6.75”

Bleed 8.75” x 7.00”

Applied Underwriters

AU N CoveredBridge NU C4

Contact: Sheila Gallagher P: 707-395-0645 Email: [email protected]

©2014 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best. Insurance plans protected U.S. Patent No. 7,908,157.

Expect big things in workers’ compensation. Expect to save a third of your clients 30% or more. Most classes approved, nationwide.

For information call (877) 234-4450 or visit auw.com/us.

Documents

November 2014 WI Independent Agent Magazine