The MN News March 2011

Minnesota NewsTHE

Official Publication of the Minnesota Independent Insurance Agents & Brokers Association

March2011

Inside this Issue:New Required Coverage In Liquor Liability Insurance PoliciesMinnesota Business Day at the Capitol set for March 16CAPITAL NOTES: No-Fault Auto Insurance ReformTechnically Speaking...Ice Dams & CollapseACT UPDATE: A Discussion of Agency Website & Social Media “Best Practices”

PlaTInum ParTnEr arTIclEPrEmco - PagE 27

MIIAB/Trusted Choice Convention& Exhibit Hall

We’re Going Downtown!

2011April 20-21

2 The Minnesota News • March 2011

Keith B. KnappDirector of Marketing

P: 952.835.4180 x6243D: 952.253.6243T: 800.864.3846F: 952.835.4774E: [email protected]: www.miia.org

7500 Flying Cloud Dr, Ste 900Eden Prairie, MN 55344

MN Independent InsuranceAgents & Brokers Association

123 Main StCity, ST 12345

P: 111.111.1111 x 1111D: 222.222.2222T: 800.111.2222F: 333.333.3333E: [email protected]: www.website.com

Agency NameJon SmithManager





123 Main StreetSuite 1

City, ST 12345

Agency Name P: 111.111.1111 x 1111D: 222.222.2222T: 800.111.2222F: 333.333.3333

E: [email protected]: www.website.com





Agency Name123 Main StSuite 1City, ST 12345

To inquire, please email [email protected] and a representative can assist you.

Ross Rosenthal Business Impact Group, LLC

2411 Galpin Ct, Suite 120, Chanhassen, MN 55317(952) 278-7815 | www.impactgroup.us

They are a leading brand management agency that knows our industry. They will help increase your customer retention, employee retention, and gain new business. BiG can effectively help you utilize your MRP dollars.

• Get all your branded merchandise and printed material in one place.

• Find all your favorite brand names: adidas, Nike, Callaway, and many more.

• Never miss another customer’s birthday... see “Birthday-in-a-Box”

• Your agency logo is available on all items... see “Agency Logo Specialty Orders”

• Same day shipping and gift boxing on all in-stock merchandise!

• The new link is located on our home page: www.tchoicestore.com

BIG ENOUGH TO DELIVERSMALL ENOUGH TO CARE

MIIAB is pleased to announce our partnership with BiG (Business Impact Group).

THE TRUSTED CHOICE COMPANY STORE OPENS!

www.tchoicestore.com

March 2011 • The Minnesota News 3

Inside this Issue5 President’s Message6 Minnesota Business Day at the Capitol set for March 167 Executive VP Message9 2011 MIIAB/Trusted Choice Convention Materials19 Technically Speaking... Ice Dams & Collapse23 New Required Coverage In Liquor Liability Insurance Policies27 Platinum Partner Article: PREMCO31 ACT UPDATE: A Discussion of Agency Website & Social Media “Best Practices”39 Errors & Omissions Q&A43 Young Insurance Professional News45 In The News...49 Capital Notes: No-Fault Auto Insurance Reform58 Education62 Power in Partners

MIIAB BOARD OF DIRECTORSWalter K. Ohl, Jr., CICPresidentPioneer Heritage Insurance, LLC, Spicer, MN

Mark Z. Moores. CPCU, ARM, AAIPresident-ElectMoores Insurance Management, Inc., St. Paul, MN

Rob WunderlichVice PresidentWunderlich Insurance Agency, Winona, MN

David J. SzczepanskiIIABA State National DirectorGarry Insurancenter, North St. Paul, MN

Chad BjuganRichfield State Insurance, Richfield , MN

Roberta Gibbons, CISR, CICDyste Williams Agency, Minneapolis, MN

Travis Hansen, CICReliable Agency, Inc., Cloquet, MN

John Keller, CICLindfors Insurance Agency, Fosston, MN

Jamie LarsonLarson Insurance of Fergus Falls, Fergus Falls, MN

Mark LenzBearence Management Group, St. Paul, MN

Vance PriggeAtlas Insurance Brokers, Rochester, MN

Bruce L. SognOakwood Insurance Agency, Inc., Coon Rapids, MN

Shawn Wensel, CICPast PresidentSMA Insurance, St. Cloud, MN

Mark White, CIC, CPCUFoster Carlson White Agency, Monticello, MN

Tanner BalfanyYIP RepresentativeAssociated Insurance Agents, Inc. Brooklyn Center , MN

MIIAB STAFFDaniel D. RileyExecutive Vice President952-253-6072 [email protected] WaldhauserDirector of Insurance Operations952.253.6089 [email protected] SposetoGovernment Affairs Director952-253-6075 [email protected] LepleyChief Financial Officer952-253-6076 [email protected] GoodinDirector of Education952-253-6074 [email protected] SchneiderAsst. Dir. of Education and Communications952-253-6070 [email protected] NeffTechnical Advice952-253-6073 [email protected] NorumInsurance Coordinator952-253-6237 [email protected] B. KnappDirector of Communications952-253-6243 [email protected]

reach mIIaB at:7500 Flying cloud Drive

Suite 900Eden Prairie, mn 55344

Telephone: 952-835-4180Tollfree: 800-864-3846

Fax: 952-835-4774www.miia.org

March 2011

Minnesota NewsTHE

Official Publication of the Minnesota Independent Insurance Agents & Brokers Association

March2011

Inside this Issue:New Required Coverage In Liquor Liability Insurance PoliciesMinnesota Business Day at the Capitol set for March 16CAPITAL NOTES: No-Fault Auto Insurance ReformTechnically Speaking...Ice Dams & CollapseACT UPDATE: A Discussion of Agency Website & Social Media “Best Practices”

PlaTInum ParTnEr arTIclEPrEmco - PagE 27



2011April 20-21



High

Val

ue P

rope

rty

Don’t let your clients get robbed on their high value personal lines coverage. Call Elite Client Solutions, the dedicated team of high net-worth specialists at Burns & Wilcox. Our brokers can offer you wholesale access to premier programs including Chubb Personal Insurance, Chartis Private Client Group, ACE Private Risk Services, and Fireman’s Fund Prestige Plus. Not to mention, the highest level of customer service and product counseling in the wholesale marketplace. Want to lock down your high net-worth clients’ assets? Call the Elite Client Solutions team at Burns & Wilcox, the largest independent wholesale broker and underwriting manager.

The best security system for your clients’ high net-worth portfolios is Burns & Wilcox.

Minneapolis, Minnesota 651.487.2800 toll free 800.637.7318 fax 651.487.2010minneapolis.burnsandwilcox.comBurns & Wilcox is exclusively endorsed by the MIIA as a provider of choice.

27763_BW_Minnesota_News_FINAL.indd 1 2/16/11 10:03 AM

MIIAB

Diamond Partner

www.stpaul.burnsandwilcox.com

President’s MessageKen Ohl, CIC

[email protected]

AGENCY PERPETUATIONAgency valuation and perpetuation planning seem to be topics of discussion in many insurance circles these days. It makes sense when you realize that the average age of an agency principal has now reached 57. You can begin to understand why most agency principals are starting to pay attention to the question: “Where and how do I start the process of exiting this business?” The answer, unfortunately, is not the same for everyone and each agency is unique from its peers and each one must be considered on an individual basis. OK, so what is the answer? Hang-on, help with the answer may come from our friend, Al Diamond, a nationally known consultant on this and many other insurance issues. He has put together a seminar on this very subject which he will present at this year’s convention at the Hyatt Hotel on April 21st in downtown Minneapolis.

With a chance to preview Al’s program, Dan and I recently joined about 120 agents from around the State for his half day program which was held in Roseville, MN courtesy of our “Power in Partners” friends at Auto Owners Insurance Company. The program generated a lot of buzz and was well received by those in attendance. (Note: About 40 other agents had to be turned away as there was not room for any more and 40 more indicated that they would like to have attended but just couldn’t on that date.) We concluded that there is a great deal of interest in finding a resource for a complicated process! Thanks to Auto Owners for their concerns about the future of the independent agency system and for their willingness to address these issues by offering their agencies this type of assistance. Hopefully this will help set agents on the right course to succession planning and keep their books of business together and profitable for both the agency and t h e companies.

For those of you who are not Auto Owners agents but who need help with valuing your business and setting up a “succession/perpetuation” plan, please consider attending this timely program on April 21st .

BUSINESS DAY AT THE CAPITALFor the 18th year the MIIAB will join trade associations and local chambers of commerce in a day of lobbying at the State Capitol on March 16th. Please become involved and join in this event which starts at the Crowne Plaza in St.Paul at 7:30 am with a briefing about issues our industry needs to be concerned about followed by visits to legislators on the hill. This is a great opportunity to discuss your concerns with your legislators and let them know how you feel about not only insurance issues but taxes, the budget, etc. To register go on-line go to: www.mnchamber.com Hope to see you there!

Minnesota Independent Insurance Agents & Brokers Association


Minnesota Business Day at the Capitol set for March 16

Sixty legislators in new positions, a new Governor and a pro-business legislative majority – this is the year to attend.

Business Day at the Capitol gives you the chance to share your views and concerns directly with state policy-makers. Join us March 16 in St. Paul as we represent companies from our community alongside businesses from across the state. We also will have an opportunity to personally visit with our local legislators.

Participation is especially critical this year as the Minnesota Chamber of Commerce advocates for balancing the state budget using the revenues that we know will be available for the next biennium. Policy-makers should build a budget by focusing on those priorities that address the state’s most pressing problems and deliver the greatest value and best outcomes.

Upward of 600 people come together as one statewide business voice at this event which has become the largest lobbying day in Minnesota. In its 18th year, it is an excellent venue for the business community to speak with a single voice on common priorities. Our top concerns this year are budget reform and service redesign, K-12 education reform, streamlining the environmental review and permitting process, and removing the bans on additional nuclear and coal power.

Headquarters for this event is the Crowne Plaza St. Paul-Riverfront, 11 East Kellogg Blvd., St. Paul. Two sessions are offered to accommodate schedules. Session I runs from 7:30 a.m. to 1:30 p.m., and Session II runs from 9:30 a.m. to 3:45 p.m.

Both sessions will begin with opening remarks addressing the legislative session followed by the chance to attend briefings by Minnesota Chamber staff on the business community’s top priorities. Personal meetings with two or three legislators also are prearranged for interested participants. Both sessions join together at noon for a lunch program where the Governor traditionally gives an address. Cost for the day, including a continental breakfast, lunch, meeting materials and transportation to and from the Capitol, is $60.

The event also is an opportunity for local media to observe the legislative process and report on where local lawmakers stand on issues important to their local businesses.

Let’s demonstrate our commitment to protecting the priorities of Minnesota’s business community – and thus the state’s economic vitality – by joining with the Minnesota Chamber and local chambers statewide for this event. It’s imperative that the business community speaks with one voice if we are to achieve results at the Capitol.

To download a registration form: http://mn.iiaa.org/Legislative/2011_DAC_Invite_02.01.11.pdf

or register online at www.mnchamber.com

$2500

$1000AGC of MinnesotaMinnesota Broadcasters AssociationMinnesota Precision Manufacturing Association NAIOP MinnesotaOlympic Steel, Inc., Minnesota

$500Greater Minneapolis BOMAInsurance Federation of MinnesotaMinnesota Association of Health UnderwritersMinnesota Independent Insurance AgentsMinnesota Shopping Center Association Minnesota Utility Contractors AssociationNAIFA MinnesotaNorthern State Bank of Thief River Falls

$250Minnesota Association of CollectorsMinnesota Retailers Association Minnesota WireTwinWest Chamber of Commerce

Participating Chambers of Commerce

Sponsoring Organizations

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Wednesday, March 16, 2011croWne Plaza st. Paul - riverfront

11 east Kellogg Boulevard, st. Paul

Anoka AreaAustin Area Brainerd LakesBurnsville Cloquet AreaDakota County Regional Duluth Area Elk River Area Faribault Area Fergus Falls Area Hastings Area International Falls Area Litchfield Marshall Area

MetroNorth Minneapolis Regional Monticello New Ulm AreaOwatonna AreaRichfieldRiver HeightsSt. Cloud AreaSaint Paul AreaSouthWest Metro WaconiaWaseca AreaWillmar Lakes AreaWinona Area

BUSINESS DAYCAPITOLat

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BUSINESS DAYCAPITOL

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18th a

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Executive VP MessageDan Riley

[email protected]

MIIAB’S CONvENTION IN APRIL – NEw LOCATION, OUTSTANDING EDUCATION, AND LOw PRICING!

By now you have received information on our upcoming convention to be held on April 20-21st, at the Hyatt Regency Minneapolis. Over the past several years we have outgrown the facility in Plymouth and had numerous requests from attendees and exhibitors to find a larger, more comfortable, convention site. We hope that the attendance will exceed 1,300 insurance professionals and 110 exhibit booths this year. We have reduced the cost of attending the convention to prices that you paid in the 1980’s! We also are making available to those members who cannot attend the full convention, an opportunity to attend 3 hours of continuing education on “Ethics” and also attend the Exhibit Hall that afternoon to network with industry professionals for only $35. I will guarantee that you will get your money’s worth from attending this Wednesday afternoon session!

We have scheduled a vast array of continuing education with outstanding and nationally known instructors. Here are a few of our highlights:

• We have Bill Wilson, from the National Association, who will provide our members with a nationwide perspective on issuing Certificates of Insurance. Bill is one of the experts on certificates in this country. Bill will also have a session on how to properly handle claims in your agency from the principal to the CSR.

• Additionally Barbara Bussen, with Travelers Insurance, will highlight what fiduciary liability coverage is. Why agents need to sell it, and your insured’s need to purchase it.

• A panel of experts will discuss how agencies should evaluate their automation systems and tips on how to use them in a more effective way. The Agents Council on Technology (ACT), Vertafore Inc., FSC, Entrepreneurial Advantage, LLC., North American Software Associates, and Applied Systems, Inc. will be on hand to discuss their product. We have Jerry Fox, Vice President of Agency Operations with MSB, who will be the emcee of the panel discussion.

• Also Gloria Thompson will be presenting her excellent “Ethics- It’s the Law II” seminar.

• Finally, at the request of many principals of our membership, we have brought back Al Diamond, from Agency Consulting Group, to talk on Agency Valuation and Innovative Financing for Agency Succession, Perpetuation, Acquisition, Mergers and Sales.

Don’t miss this opportunity for you and your staff to attend this year’s convention at such low, low pricing! The highlights of the entire convention are enclosed in this issue and you can link directly to the registration information for the convention and the hotel. We expect one of our largest conventions ever and I know you will be happy with the new location in downtown Minneapolis. Hope to see you there!


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MIIAB

Diamond Partner

March 2011 • The Minnesota News 9March 2011 • The Minnesota News 9

Register Now!!!

Click below to watch the promotional videohttp://mn.iiaa.org/video/2011_Convention_Video.wmv



2011April 20-21

ALL ExHIBITORS

IN ONE

LARGE

ExHIBIT HALL!

•New Downtown Location Hyatt Regency Minneapolis

• Special Exhibit Hall Only Member Pricing

$35.00 (includes 3 Ethics CE Education

Session 12:30-3:30pm)

• Come for the Convention Stay for the Nightlife!


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/ / / /

MIIAB

Diamond Partner


Wednesday, April 207:30 a.m. – 10:30 a.m. MIIAB Board Meeting – Regency (2nd Level)

8:00 a.m. – 6:00 p.m. Registration – Nicollet Promenade (Main Level)

9:00 a.m. – 11:00 a.m. Morning Sessions1. Certificates of Insurance (2 CE’s) Bill Wilson, IIABA - Nicollet D (Main Level)2. Fiduciary Liability Coverage (2 CE’s) Barbara Bussen, Travelers – Nicollet C (Main Level)

11:00 a.m. – 1:30 p.m. Awards Luncheon – Nicollet A&B (Main Level)Keynotes: Bob Bramlett, IIABA President; Ken Ohl, MIIAB President 2010; Mark Moores, MIIAB President 2011

12:30 p.m. – 3:30 p.m. Exclusive Ethics Session for Exhibit Hall only Registration

Ethics - It’s The Law II (*3 CE’s) - Gloria Thompson, American Agency Inc. - Nicollet D (Main Level)

1:30 p.m. – 3:30 p.m. Afternoon Sessions1. The Adventures of Ace Insura, Claims Detective (2 CE’s) Bill Wilson, IIABA - Nicollet C (Main Level)2. Meet the Experts - Agency Automation Panel Nicollet A&B (Main Level)

Dave Acker, Vertafore, Inc.Paul Areida, FSC Scott Deetz, Entrepreneurial Advantage, LLCBruce Dickhoff, North American Software AssociatesJerry Fox, MSB (Moderator)Doug Johnston, Applied Systems, Inc.Jeff Yates, IIABA

3:30 p.m. – 7:30 p.m.The Exhibit Hall

7:30 p.m.Networking and Nightlife

SCHEDULE OF EVENTS



2011April 20-21

Thursday, April 219:00 a.m. – Noon. Morning Sessions

1. Agency Valuation and Innovative Financing for Agency Succession, Perpetuation, Acquisition, Mergers and Sales - Al Diamond & FICC Nicollet C (Main Level) Continental breakfast provided2. Ethics - It’s The Law II (*3 CE’s) - Gloria Thompson, American Agency, Inc. - Nicollet D (Main Level) Continental breakfast provided

Sq. Ft. Banquet Classroom Nicollet Ballroom 13,365 1,280 900 1/2 Nicollet 6,682 640 420 1/3 Nicollet 4,300 320 261 Exhibit Hall 30,000 2,000 ---- Grant Room 506 24 20 Loring Room 414 20 18 Boardroom 666 (14 people, Banquet or Conference Set Up)

Sq. Ft. Banquet Classroom Greenway Ballroom 8,991 680 662 1/2 Greenway 4,040 410 276 Greenway A, J 1,000 80 63 Greenway B, I 840 70 54 Greenway C,D,E,F,G,H 840 80 63 Regency Room 2,600 220 180 Skyway Suite AB 1,288 100 90 Mirage Room 2,500 180 120 St. Croix 726 50 36 Minnehaha 968 60 54

Sq. Ft. Banquet Classroom Lake Of The Isles 459 40 30 Lake Calhoun 729 50 40 Cedar Lake 729 50 40 Lake Minnetonka 810 50 40 Lake Nokomis 729 50 40 Lake Superior AB 2,840 170 160 Prior Lake 372 ---- ---- Peterson Room 4,845 330 120 Olsen Room 2,404 200 100

* CE’s Pending Approval


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Protection You Can Count On

Maple Grove, MN 55369800-328-4628 • AustinMutual.com

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Austin’s Got You CoveredMIIAB

Diamond Partner


Thursday Morning 9-Noon

Wednesday 9-11am Certificates of Insurance Bill Wilson, IIABAProbably no other area of agency operations has gotten so completely out of control over the past 5-10 years as has the processing of certificates of insurance and additional insured requests. In this workshop, one of the foremost national authorities on certificates of insurance will examine the issues, from business costs to E&O exposures. Included will be a review of common indemnity language and insurance requirements found in construction contracts, loan agreements, leases, and other documents. Dozens of examples are provided of onerous certificate or insurance requests ranging from demands for “agent affidavits” or ACORD form modifications to requests for primary and noncontributory coverage, waivers of subrogation, and impossible notices of cancellation. Also examined are the legal aspects of certificates, from case law examples to state laws, regulations, and insurance department directives. This may be the most important seminar you attend all year.

Fiduciary Liability Coverage Barbara Bussen, Travelers InsuranceThis course will outline what Fiduciary Liability Coverage is, why Companies need it, the Laws surrounding the liability exposures, and Insurance Coverage to protect those managing Benefit Plans.

Wednesday 1:30-3:30pm Adventures of ACE Insura Claims DetectiveBill Wilson, IIABA• Includes a behind the scenes tour of the Big “I” Virtual University, highlighting FREE content and services many agents are not aware of.• Learn a proven 4-step process for negotiating contested claims that will get the adjuster to pay them over 90% of the time.• In-depth examination of real-life claims case studies in personal and commercial lines, examining policy exclusions including:• The homeowners pollution, rodent and vermin exclusions.• Overcoming excluded property claims in commercial policies.• Distinguishing between homeowners structures and personal property (including how to get damage to an in-ground pool covered under personal property).• Applying the CGL property damage exclusions to actual claims scenarios.• Personal and business auto racing exclusions and how they may apply to more than NASCAR.• How to get coverage for auto accidents under a CGL policy.• Why a personal auto policy covers far more than autos, pickups and vans.• Meet the real ACE Insura live and in person!

Meet the Experts - Agency Automation PanelIn this two hour panel discussion come and hear industry experts discuss agency pain points, management systems features (how does an agency evaluate them), security issues including e-mail encryption and Emerging technologies. This panel will be lead by Jerry Fox, VP Agency Operations, MSB and will include Dave Acker, Vice President, Vertafore, Inc; Paul Areida, President, FSC; Scott Deetz, CEO of Entrepreneurial Advantage, LLC; Bruce Dickhoff, North American Software Associates; Doug Johnston, Vice President Partner Relations and Product Innovations, Applied Systems, Inc. and Jeff Yates, Executive Director of ACT (Agents Council on Technology), IIABA. Come prepared to ask questions of this group of experts.

Agency Valuation and Innovative Financing for Agency Succession, Perpetuation, Acquisition, Mergers and SalesAl Diamond, Agency Consulting Group“Agency “mutiples” (of anything) is ‘VALUATION VOODOO’” according to Al Diamond, President of Agency Consulting Group, Inc. and a leading expert in the valuation and ownership transfer of insurance agencies and books of business.Come and learn exactly how to value your (or other agencies and books of business), how to negotiate Win/Win transactions, and the most innovative ways of financing transactions that simultaneously give the seller what he needs and allows the buyer to do so within the cashflow potential of the purchased business. Al will also share with us the cutting edge ways of inter-generational agency transfers and Succession Plans that can pay the owner more than the value with the buyer paying (much) less in actual cash out-of-pocket than the value of the business changing ownership.

Ethics – It’s the Law II The Agents Guide to Minnesota Laws Governing Standards for Fair Settlement of ClaimsGloria Thompson CIC, American Agency, Inc.We work in a highly regulated industry and most of the laws and rules that govern it are for the benefit of the consumer. Customers buy insurance contracts often because they are mandated to do so either by law or because of a contractual arrangement they have entered into. The customer’s financial, physical and emotional state after a loss may cause them to be more vulnerable to nearly anyone seeking advantage. Minnesota statute lays the ground work for the fair settlement of claims. Agents that assist customers in filing claims or resolving conflicts will do a better job if they know the laws and rules for fair settlement of claims.

EDUCATION SESSIONSMIIAB/Trusted Choice Convention

& Exhibit Hall


2011April 20-21

14 The Minnesota News • March 2011www.secura.net

Intensity can set one apart from all others. Agents know this. That’s why so many choose

SECURA to help their business grow. Call 1-800-558-3405. Write your own success story.SM

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Commercial Personal Farm SpecialtyPersonal

SECURA YELLOW: C=0: M=30: Y=100: K=0

BLACK: C=0: M=0: Y=0: K=100

Secura Peacock_2011.indd 1 12/2/10 1:59 PM


FREIGHTENTRANCE

ENTRANCEFROM LOBBY

FE

ALL BOOTHS ARE 8' DEEP X 10' WIDE106 BOOTHS

No Carpet

Low Ceiling-7'

No Carpet

No Carpet

MN Independant Insurance Agents & Brokers 2011Hyatt Regency Hotel Minneapolis MN

April 20, 2011

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Convention & Trade Show Specialists1810 Como Ave. St. Paul, MN 55108

Phone (651) 917-2632 Fax (651) 917-2658

HUBBELL/TYNER

MN Independant Insurance Agents & Brokers 2011Plan current as of 12/20/10

600 AISLE

500 AISLE

400 AISLE

300 AISLE

200 AISLE

100 AISLE

22.5'

Wednesday Afternoon Exhibit Hall Open

3:30 p.m. - 7:30 p.m.

Enjoy Downtown Networking & Nightlife Wednesday Evening

MIIAB Awards Luncheon

Wednesday11:00 a.m. - 1:30 p.m.

KeynotesBob Bramlett

IIABA President

Ken Ohl, CICMIIAB President 2010

Mark Moores, CPCU, ARM, AAIMIIAB President 2011

AwardsCompany Award of Excellence

Company Rep of the YearAgency of the Year

Young Agent of the YearAgent of the YearPresidents Award

• Barrio• Block E• Brit’s Pub• Buca di Beppo• Dakota Jazz Club• Drink• First Avenue• Gluek’s Bar & Restaurant• Hard Rock Cafe• Hell’s Kitchen

• Ichiban Japanese Steak House & Sushi Bar

• Kierans Irish Pub• King & I Thai• Lotus To Go • Market Bar-B-Que• Martini’s• Musicbox Theature• Murray’s Resturant• Nicollet Mall

• Ping’s• Rock Botton Brewery• Ruth’s Cris Steakhouse• Seven• Shouthouse• The Melting Pot• The Local Irish Pub• The News Room

Special Promotion

Ethics – It’s the Law II The Agents Guide to Minnesota Laws Governing

Standards for Fair Settlement of Claims

for Exhibit Hall Only Registrations

Wednesday 12:30 p.m. - 3:30 p.m.Gloria Thompson CIC, American Agency, Inc.



2011April 20-21


A BIG CLUBSpeak softly

and carry

Insurance underwritten by Auto Club Insurance Association or MemberSelect Insurance Company.

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Here’s your opportunity to share in AAA’s brand strength — while enjoying a competitive commission structure, outstanding contingency program and innovative co-op advertising resources.

Contact Vicki Hanson at 952-707-4952 or [email protected]

www.aaa.com


Please complete one form per participant. Photocopy for your associates. Pre-registration deadline is April 12th, 2011

Name:_____________________________________________________________________________

MN Insurance License #:______________________________Designation(s):____________________

Agency/Company:___________________________________________________________________

Address:___________________________________________________________________________

City:_________________________________________State:_______Zip_______________________

Telephone:_________________________________FAX:____________________________________

Email:_________________________________________

Credit Card Payment: Mastercard Visa

Card Number:______________________________________Expiration Date:____________________

Cardholder Name:__________________________________Security Code:______________________

Billing Address of Cardholder___________________________________________________________

Signature:__________________________________________

(952)835-4180 - (800) 864-3846 - Fax: (952)835-4774 - Email: [email protected] check payable to MIIAB and return to 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344

Check which applies: Agent Company Representative Member Non-Member

*Full Convention Registration (Please indicate which education sessions you will be attending)Wednesday, 9-11am (pick only one) Certificates of Insurance (2 CE’s) Fiduciary Liability Coverage (2 CE’s)

Wednesday, 1:30-3:30pm (pick only one) Claims Detective (2 CE’s) Agency Automation Panel (No CE’s)

Thursday, 9am-Noon (pick only one) Agency Valuation and Innovative Financing for Agency Succession, Perpetuation, Acquisition, Mergers and Sales (No CE’s) Ethics - It’s the Law II (3 CE’s Pending)

$149 $249

**Opening Luncheon Only Registration Wednesday 11:00a.m. - 1:30p.m. $30 $45

**Exhibit Hall Only Registration (Includes 3 Ethics CE’s ) Ethics: 12:30p.m.-3:30p.m. , Exhibit Hall: 3:30p.m.-7:30p.m.Wednesday, 12:30-3:30pm Ethics - It’s the Law II (3 CE’s Pending)

$35 $135

Total Due: _______________

2011 MIIAB/Trusted Choice Convention April 20 - 21, 2011Hyatt Regency Minneapolis 1300 Nicollet Mall

Registration Form

*Full Convention Registrations received after April 12th will incur a late fee of $25.00.**Opening Luncheon Only or Exhibit Hall Registrations received after April 12th will incur a late fee of $5.00


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ICE DAMS & COLLAPSE For many of us (and our clients), this has been a tough winter. With all the snow and cold, the above two perils have been in the news regularly. Let’s review what our typical coverages will or will not do for our insureds.

1. Ice Dams: this is caused by the thawing and freezing of water near the edge of roofs. It has nothing to do with the weight of the ice and snow. When the edge of the roof freezes after a day of thawing and water running off the roof, it creates a “dam” that can cause the water to back up under the shingles. Water can then find a way to get inside the roof protection and leak into the home or structure, causing damage to ceilings, walls and insulation, and sometimes to contents.

Most of our clients have a HO 3 policy, which automatically provides “risks of direct physical loss” to the structures. There are exclusions, of course, but none of them would take away ice dam coverage. Exclusion #2.c. (1) mentions freezing losses to systems for plumbing, heating, etc., if the insured does not maintain the heat. Exclusion #2.c. (2) refers to freezing and thawing losses due to pressure or weight of water or ice, wind driven or not, to outdoor property like fences, footings, retaining walls, docks, etc. Most of us in Minnesota know that we must maintain heat in our structures (or drain all the systems) during the winter, remove our docks and piers from the water and generally take precautions for property that must be left outdoors.

So, ice dams are covered by the typical HO 3 policy (or equivalent company-specific Personal Lines Package policy). That is, the structure is covered. But what if the water leaks into a storage closet and is not discovered for some time, and contents in the home are damaged? Here, the unendorsed HO 3 fails to provide coverage, as it is on a named peril basis, and ice dams are not one of them. (This is also the reason the HO 2 policy will not cover). The only possible coverage is the peril of “Weight of Ice, Snow or Sleet”, but we already discussed that ice dams are not caused by weight. To provide coverage for the insured’s contents, it would be necessary to have the HO 3 endorsed to provide “risks of direct physical loss” (some carriers have their own endorsement), or you could just go to an HO 5 policy (risks of direct physical loss to the dwelling and to contents). Also, some company-specific Personal Lines Packages are “risks of direct physical loss” to both the dwelling and the contents.

If you want to provide “risks of direct physical loss” coverage to contents under an HO 4 policy for a tenant, you would use the HO 05 24 “Special Personal Property” endorsement.

Technically Speaking…Bernie Neff, CIC, CPCU

[email protected]

Technically Speaking...continued on page 21


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In the Dwelling program, the DP 3 will cover ice dams to the structure. There is no endorsement for the contents to be “risks of direct physical loss”, as this should not be an exposure under the Dwelling program.

In the Condominium program, if the Condo Association is not responsible to pay for ice dam losses (you would have to check the Association Master Policy and the Association Agreements), then the unit owner would need the HO 17 32 Coverage A Unit Owner Special Form endorsement to cover the inside of the condo structure. This insured could also buy the HO 17 31 Coverage C Unit Owner Special Form endorsement for the contents in the condo.

2. Collapse: we have also seen losses of this nature this winter. This is a peril that was restricted back in the middle 1980’s when it was “removed” from the “all risk” coverages in those days and was relegated to the Additional Coverages section of the various property policies. It is now provided in the Additional Coverages section on a named peril basis. The policies now say that the collapse must be “abrupt”. No long-term sagging, bending, bulging, leaning, etc. losses are covered. Then they say that any collapse that is caused by Coverage C perils is covered. Lucky for us, one of those Coverage C perils is peril # 11, “Weight of Ice, Snow or Sleet” which says: “this peril means weight of ice, snow or sleet which causes damage to property contained in the building”. Thus, the various Homeowners policies (#2, 3, and 5) provide collapse coverage for the building and contents as well.

The same reasoning works in the Dwelling Program and in the Condominium Program policies as well.

If you are wondering what our Commercial policies will do for these two perils, the answer is – they are usually covered. For ice dams you would need the Special Causes of Loss endorsement and the coverage is provided by an exception to the Policy Limitations for interior building damage. There is no coverage unless the damage is: “caused by or results from thawing of snow, sleet or ice on the building or structure”. And collapse is once again provided in the Additional Coverages section of the property policies, but instead of mentioning a Coverage C peril, it mentions “SpecifiedCausesofLoss” (and weight of snow and ice is one of them). These ideas work for both our larger commercial packages and monoline property policies, as well as for our BOP policies.

Finally, one last word about the new Homeowners 2011 Program that is coming out with a May 2011 edition date (and approved for use here in Minnesota). There are several important changes in the new Homeowners policies, but none would impact the coverage for ice dams and collapse. All of the policy language that I showed you in this article is from the HO 2000 Program, which most carriers are now using.

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In Minnesota establishments such as bars, restaurants and liquor stores that are licensed liquor vendors are required by statute to obtain liquor liability insurance.1 On August 1, 2010 the Minnesota Legislature amended the coverage requirements. The legislature amended the statute to add a requirement of mandatory coverage for “other pecuniary loss” in liquor liability insurance policies.2 The following minimum mandatory coverages are now required in all liquor liability policies:

1. $50,000 per person/ $100,000 per occurrence for bodily injury;

2. $10,000 per occurrence for property damage;

3. $50,000 per person/ $100,000 per occurrence for loss of means of support damages;

4. $50,000 per person/$100,000 per occurrence for other pecuniary loss damages;

5. A minimum annual general aggregate limit of $300,000.3

“Loss of means of support damages” and “other pecuniary loss” damages are unique types of damages claims available to claimants under the Minnesota Civil Damages Act (“dram shop act”). “Loss of means of support” damages are economic damages available to claimants under the dram shop act if either they or a family member are injured by an intoxicated person who was illegally served alcohol at a restaurant or bar. “Loss of means of support” damages include items such as past loss of earnings, future loss of earnings, and loss of financial support to family members.

New Required Coverage In

Liquor Liability Insurance Policies

By Matthew R. Smith Tomsche, Sonnesyn and Tomsche, P.A.


trust.

acuity.com

www.acuity.com

“Other pecuniary loss” types of damages include non-economic intangibles such as the loss of counsel, guidance, aid, advice, comfort, assistance and companionship. These types of claims for damages are frequently brought under the dram shop act by the relatives of those injured or killed by an intoxicated person or the family members of an intoxicated person who was killed or injured in an accident. The inclusion of “other pecuniary loss” damages in the dram shop act is an attempt to compensate claimants monetarily for these intangible items. Ultimately, if a dram shop case proceeds to trial it will be a jury that will decide the monetary value for a claimant’s alleged “other pecuniary loss” damages.

Prior to August 1, 2010 there was no mandatory coverage for “other pecuniary loss” damages under the statute. Liquor liability insurers would frequently include coverage for “other pecuniary loss” damages within the definition of “bodily injury” in the insurance policy. However, in February of 2010 the Minnesota Supreme Court held that liquor liability insurance policies could not include “other pecuniary loss” damages within the definition for “bodily injury” because it diluted the mandatory minimum coverage for “bodily injury” damages under the statute.4 The court’s decision created uncertainty amongst liquor liability insurers, agents and insured liquor vendors regarding what type of coverage was required, if any, for “other pecuniary loss” damages in liquor liability policies. The legislature’s amendment of the statute to add mandatory coverage for “other pecuniary loss” eliminates any further uncertainty regarding the status of required coverage for “other pecuniary loss” damages in liquor liability policies.

Matthew R. Smith is a lawyer at Tomsche, Sonnesyn & Tomsche, P.A. Mr. Smith obtained his undergraduate degree from the University of Minnesota-Duluth in 1997 and law degree from the University of Wisconsin Law School in 2002. He concentrates his practice in civil trial and appellate work representing clients in insurance defense and insurance coverage matters throughout Minnesota and Wisconsin. Matt can be contacted by phone at 612.520.8612, by email at [email protected] or by visiting Tomsche, Sonnesyn and Tomsche, P.A.’s website at www.tstlaw.com

_____________

1 Minn Stat. § 340A.409, Subd. 1 (2010).

2 See id.

3 See id.

4 Brua v. Minnesota Joint Underwriting Ass’n, 778 N.W.2d 294 (Minn. 2010).


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MIIAB recently entered into a relationship with PREMCO Financial Corp to provide exclusive insurance premium financing programs for member agencies. One highlight is PREMCO’s E&O financing program, offered in conjunction with Association Services Company. In this competitive economic time we are all in today, our program will provide financing for your annual E&O premium without a down payment and offer 12 equal payments at a very competitive rate. This should help agencies with their cash flow.

In addition, PREMCO will provide financing solutions that MIIAB member agencies can offer to their clients. As you utilize PREMCO financing services, your Association will benefit financially, which will ultimately enhance the programs and benefits that you currently enjoy from the MIIAB. We hope you will give us a chance to prove ourselves to you!

COMPANY BACKGROUND

PREMCO is headquartered in Kalamazoo, Michigan, nestled in the southwest part of Michigan’s Lower Peninsula. It’s an area with lots of economic diversity, from multiple universities to manufacturing, health care, life sciences, service and tourism industries and also still maintains a large agriculture industry presence. PREMCO has been serving Independent Insurance Agents throughout the Mid-West for over 22 years. PREMCO Chairman and founder, Clare Rothi, who spent over 28 years in the independent agency and general agency business prior to starting PREMCO, explained the origin of the company. “We founded PREMCO in 1989 to offer a unique approach to premium financing. First, our ownership was exclusively comprised of Independent Agencies.” Mr. Rothi explained that many independent agencies were providing a service and product for the premium financing companies, but were not receiving any compensation for their efforts. Agencies



Power in Partners Program


wanted a premium finance partner that was consistent, reliable and one they could participate with on an ownership basis. Each of the agencies had considered establishing their own agency financing operation, but the costs and capital risk was unattractive. “So, with 7 independent agency investors and me, we started PREMCO with $60K of capital and a small line of credit to meet the needs of those agencies. From the beginning, we were able to offer a financing solution for our partner agencies and allow them to reduce their risk of loss, while also offering a return on

their investment. Today, I’m proud to report our capital has grown from $60K to over $10million and our financing has grown from $700K in insurance premiums that first year to in excess of $50million in annual premium” says Rothi.

PREMCO MANAGEMENT

Mr. Rothi has added to the team over the years. PREMCO President, Greg Griffin, a U.S. Navy veteran and former commercial banker, has been directly involved in the business for the past two years. Rothi explained “Greg actually has been associated with the business for almost 10 years, as he was the company’s banker for much of that time. He ensured we had the necessary financing during those years, which facilitated our growth, but was also able to ‘learn’ our business”.

PREMCO’s Chief Financial Officer, Leann Ely, is the daughter of the founder and has been active with them for over 11 years. Prior to joining the company, she learned insurance through apprentice work for two years at two different insurance agencies and also obtained her insurance license. “Leann knows every aspect of the operation and has been instrumental in the growth and financial management of PREMCO” commented Rothi.

PREMCO’s management team also consists of Leann’s husband, Mark, who handles all the technology strategy and daily system management for the company. Mike Otten manages PREMCO’s Operations and customer service area. “We absolutely have a great team and they are very talented. They will be instrumental in the future growth of PREMCO’s business and maintaining our core values of customer service and a positive client experience” says Rothi.

PRODUCTS & SERVICE

Speaking of customer service, this is what really sets PREMCO apart from the competition. “Superior service is our core competency” says Mr. Griffin. “We strive every day to make sure we quickly respond to agency needs as well as their clients needs. You will not experience phone trees here. All of our personnel are trained to respond to any question and you will always talk to a live specialist when you call us. Mike and the Operations Team are truly committed to our clients. You also have access to management. It’s getting harder to find that experience anywhere else today” he adds. PREMCO offers same day funding and the ability for insured to pay via check, electronic transfer and credit cards. “Most of our customers still prefer to pay by check and we offer payment coupons at funding to facilitate this; however, the electronic payments have been increasing every year and we definitely see that trend continuing” explains Mr. Otten. “We are really flexible and work with customers to find the best fit for them” adds Otten.

PREMCO’s products are also unique. While the company offers insurance premium financing, they also offer a cash management program. Agencies can place their funds on deposit with PREMCO and earn an annual rate of return that is competitive with a bank’s 2-yr certificate of deposit. This program requires no set term and they don’t have any early withdraw penalties or fees. Griffin adds “This is truly unique in the industry. It’s a great place for an agency to put excess cash and earn a competitive rate or return. Better than a bank, it’s been a popular feature among our agencies.”


PREMCO also offers a referral program for its agency partners. “Our biggest compliment is when an agency refers us to one of their peers. We want to thank you for that business and we have a program in place to do just that for agents and CSRs” Griffin adds.

The company also offers specialty programs for agencies that have a concentrated book such as errors & omissions, technology, medical, taxi cabs, etc. “We are always willing to explore better ways to meet your client’s special needs through customized financing structures. We can

be flexible” states Griffin.

Finally, PREMCO still opens its doors for agencies that would like to invest in the company. “It’s a great way for agencies to invest in a business they use every day and believe in. In addition, the return on investment has also been attractive over the years” adds Griffin.

TECHNOLOGY

PREMCO has continually improved its offering through investment in technology. The company offers 24/7 access to its quoting system, which is available through the company’s website at www.go-premco.com. “A quote literally takes minutes to complete. It’s very simple, user friendly and quick” explains Mark Ely. “We also have the ability to integrate our system with agency management systems. This is very valuable for a high volume agency and big time saver” adds Mark.

The company maintains document images of all contracts, so agencies can access those documents at any time. In addition, agencies can check on the status of their insured’s payments and contract status online. Mark is always looking for ways to make life easier for the CSRs and is currently working on a new feature that will monitor the agency’s book of PREMCO financing. It will allow the CSR, at a glance of their computer system tray, to know if any of their insured are in a late payment status. Mark explains “This feature will be a real time saver for our partner CSRs. They will not have to log into our system to get the payment status of their insured, but merely look at their system tray for an alert. It should be a real hit with our agencies.”

PREMCO maintains numerous backup sites and the office facility has the ability to be independent of the power grid, ensuring that you will always be able to access their website and contact their staff. Mark adds “Consistency of our website is critical. If it’s storming in Kalamazoo, yet sunny and clear at the agent’s site in Minneapolis, you would not expect any power problems. We have to be able deliver on those expectations.”

RELATIONSHIPS

PREMCO focuses on maintaining strong agency relationships every day. Leann Ely explains “Our biggest opportunity to strengthen agency relationships is through our daily contact with the CSRs and agents that call and email our office every day. We are problem solvers. We strive to find the best financing solution for your client. We treat your clients with respect, exactly as you would treat them when they contact your agency.”

Building strong agency relationships have been the mainstay of the company’s success. They currently work with forty-nine investor agencies and over 500 agencies in eleven states. And those 7 agencies that helped start PREMCO in 1989? Well, they’re still investors.

PREMCO is a 2011 MIIAB Platinum Partner and will have an exhibit booth at the April Convention. Stop by and visit them and learn why you should experience the PREMCO difference.



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For more about how Integrity can help you

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ACT UPDATE: A Discussion of Agency website and

Social Media “Best Practices”By Rick Morgan

continued on page 33 31

At the Fall ACT meeting, there was a lively “break out” that focused on the latest thinking on websites and social media in the insurance industry and what value agents and carriers were finding through their “digital” presence. The conversation uncovered behavior and tactics that the group felt were “best practices” and helpful in achieving a successful “social” implementation.

I served as moderator of the breakout session, which had 18-20 participants. The following is a brief overview of the discussion.

Websites and Blogging

Considering the increased functionality of Facebook Pages, which Facebook previously called Fan Pages, some actually questioned the need for a website. Most agreed, however, that a website is still a very important component in a “social” strategy. Yet, it’s important to note that the website talked about is not the static brochure-ware of a 1990s website. Rather, it is a 2010 blog or website built on a blog platform – for example, a website created using a product like WordPress or TypePad.

New tools make it easy to keep content fresh and relevant. A website is a company’s “home” – it is where they humanize their brand and it is the core of their digital existence. It was suggested that a successful strategy is to become a curator of information on a specific subject – that is, become the resource customers and prospects go to for subject matter expertise.

At our session, discussion took place concerning the quality of blog content, as well as the time needed to keep a blog updated and fresh. One agent participant offered this: “I was ready to hire someone to do our blog, but one of our employees said she could do it, so I decided to let her try. It helped me realize that a good blog doesn’t require a professional writer. Writing in the first person is okay. In fact, this seems to be the best practice. I did review the posts at first, but now I have full confidence and trust in her and no longer review them.”

Another agent mentioned that he typically uses his blog to write testimonials about his clients.

Best Practice Tips:

• Keep blogs short – Two paragraphs or about 300 words. What drives more interest is good concise information.

• Build an “editorial calendar” for your blog posts and share the responsibility for writing them with your colleagues.

ACT UPDATE: A Discussion of Agency Website & Social Media “Best Practices”


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continued from page 31

33

• Consistency is more important than frequency.

• Blogging is very good for search engine optimization (getting found through search engines such as Google.com). One said, “Every time we blog, page views go up.”

• Use Google Analytics to monitor your site. It is a free, easy way to track hits to your web page.

• Consider adding a disclaimer.

Facebook “Fan” Page

The discussion started with the assumption that every agent and broker should have such a page. All participants agreed that, “you want (need) to be where your prospects and customers are.” The “inbound” and permission-based marketing model of today will work only if you can be found. With more than 500,000,000 users, Facebook is a place where you must have a presence. It was felt that having a Facebook Fan page is an important component of a firm’s overall “social” strategy.

Best Practice Tips:

• Think of Facebook as a way to keep your “fans” updated on agency activity and/or events. For example, a sports team you sponsor or participation in a cancer walk is news you can share with your community.

• Think of your page as an online civic club meeting or cocktail party – a place to introduce yourself and build your online persona.

• Use customized tabs to create a “Welcome” landing page.

• Consider using Facebook Ads to promote your blog and grow your fan base. These ads are very cost effective and can be “laser” focused. Facebook provides good metrics and the ads are easy to create and revise as needed. Some of the comments: “If nothing is working, change it.” “You are not selling a product with a Facebook ad.” “It’s cheap and easy. Play with it.”

• Some carriers are using co-op advertising dollars to help agents with Facebook Ads.

LinkedIn

For many in the breakout session, use of LinkedIn “felt” less threatening and more “comfortable” than many of the other social media applications. We agreed that LinkedIn has become more than a place to post an online resume. For example, it can be used to do research on potential prospects. Also, engaging in conversation on Linkedin groups can be an effective way to demonstrate subject matter expertise.

Best Practice Tips:

• Be sure you have a good and complete profile.

• Take advantage of its strong search capability when looking for prospects or researching existing customers.

• Join groups focused on your firm’s sweet spot. For example, if you write restaurants or contractors, be sure to join corresponding groups.

continued on page 35


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35

Twitter

The value and business use of Twitter continues to be elusive for many insurance agents. For others, it has become one of their most effective research and communication tools. For some agents, Twitter, like Facebook, is used to “humanize” and personalize their corporate brand. They use Twitter to broadcast news and events in “real time.” For example, one agent uses Twitter to track local weather and report on tornado sightings and provide location updates.

Best Practice Tips:

• Use Twitter search.

• Use Twitter to monitor local news events.

• Use Twitter to follow areas of interest – For example, #insurance.

Social Networking – Getting Started

When asked what steps should be taken by someone just getting started with social networking, the group offered this advice:

• Create a “connected” digital presence by using tools such as Hootsuite, TweetDeck and/or FriendFeed to link and manage all of your social activity. While these tools allow you to replicate posts across all of your social sites, you need to consider whether you should actually do this. It is important to consider the different audiences and deliver relevant messaging on your various social sites to each.

• Make sure you have a good policy or social web guide in place that outlines and defines appropriate behavior for your company and employees when using the social web.

• Have a good, comprehensive strategy in place that is part of the firm’s business plan. Be sure to communicate that plan with all employees.

• Decide what you want to measure and how to measure it. You will want to know what success looks like.

• Don’t delay. This is not a fad or an experiment. Pick one thing and do it now.

• Let tools like GetListed.org help you with Local Search.

• Consider using video and YouTube. Using a Flip video camera is a very easy and effective way to create your own video.

• Use Google Alerts to track “mentions” of not only your firm but also to track your key customers and even your competition.

• Blog, blog and blog some more.

• Pay attention to the details. Make sure your brand image is consistent across all of your online touch points.


continued on page 37


SM

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37

Biggest Mistake

When asked what mistakes they made, the group responded with:

• Sitting on the sideline waiting for it to mature.

• Don’t use these tools as a sales or self-promotion megaphone.

• Thinking that if you build it they will come and your bottom line will magically grow. It takes work to build relationships and gain trust – online and off. Be patient and sales will come.

Other Comments

• One agent is discontinuing chat. He felt that most were useless chats.

• Some agents have abandoned the Yellow Pages. Instead, they spend the money on improving their website and developing their social sites. One agent also commented that the type of inquiries that came from their social sites were more solid and qualified than the calls they previously had received from the Yellow Pages.

• It is important to be in all of these “social” places, because prospective customers are searching for you there.

Under the heading of “What’s Next,” the group universally expected to make more effective use of video. Many were also interested in creating iPhone apps for their agency and saw “mobile’ and location-based applications as emerging trends for 2011.

Editor’s Note: The ACT website contains a wealth of additional information related to effective use of agency websites and social media. For example, you will find prototype website disclaimers in the article “Don’t Get Caught in the Web,” examples of agency social media policies, ACT’s “Creating a Social Web Policy for Your Independent Agency,” and several other informative articles and recorded webinars. Go to www.iiaba.net/act and click on “Websites & Social Media” in the gray shaded area on the left.

Rick Morgan is a consultant with four decades of experience in innovative technology, marketing, and publishing in the independent agency system. He chairs ACT’s Social Web Work Group. ([email protected] and http://www.rickmorganconsulting.com/blog) Rick produced this article for ACT (www.iiaba.net/act ). It reflects his views and should not be construed as an official statement by ACT.



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Agent’s questions about Errors and Omissions, and how E&O losses can be prevented.By Mary LaPorte, CPCU, CIC, LIC, CPIA

I work in Personal Lines in a large agency and we’ve recently been discussing an issue that we cannot agree on how to handle. There was a time when we always obtained photographs of houses insured under a new Homeowners or Dwelling policy and furnished them to the company. In recent years, most of our companies do inspections and obtain photographs themselves. Over time, some of us have discontinued the practice completely, while others in the department still get photos. Our question: Is it really necessary to go to that trouble when the company doesn’t really care if we get them or not?

Jennifer, Minnesota

Jennifer, the answer lies in your own words – “most of our companies do inspections and obtain photgraphs themselves.” The reason agents ever obtained photos was to assure that they were representing the dwelling correctly to the company, and to assist in determining the correct classification for replacement cost calculations. When a carrier does an inspection and obtains their own photos, the company takes responsibility to make sure that the dwelling has met underwriting requirements and is insured appropriately.

The problem occurs when the carrier does not do an inspection. Do you have a way of knowing for sure which homes are inspected and which are not? If you do, then you may only wish to obtain photos on those which the carrier is not inspecting. If you cannot be certain, then fail safe by obtaining photos on every new business written.

The good news is that it is easier than ever with today’s technology. If the home was recently purchased, there is a good chance that the listing could be accessed on line and the photo could be captured there. In some communities, photos are available on the internet. If you are unable to travel to the home yourself to take photos, consider asking your customer for them. Today, almost everyone has a digital cameral and would enjoy taking a photo of the front and back of their house and forwarding them to you by e-mail.

Work with your carriers to determine which homes are not being inspected. The fact that the company does not ask for photos should not determine your procedure. Each new policy written on a dwelling should be visually evaluated, if not by the company then by the agent. And today, as always, a picture is worth a thousand words.Mary LaPorte is a consultant and educator with a strong background in Errors & Omissions loss prevention. Forward your E&O questions to [email protected]

©2010 LaPorte Consulting, LLC. All Rights Reserved

Q:

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I used to think EMC was ju st for niche commercial programs. Then again, I used to think the moon was made of cheese.

Minneapolis Branch: 800.362.4670 | Home Office: Des Moines, IA www.emcinsurance.com

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MAKE EMC YOUR CHOICE FOR MAIN STREET BUSINESSWhen you think main street business, start thinking about the EMC Choice® Businessowners Program. Small and midsize businesses will enjoy the flexible coverage options designed to meet their specific insurance needs, the added value of free loss control services, plus the responsive service from an EMC branch office nearby. So if you still think EMC is just for niche programs, think again. Count on EMC ® for your main street commercial lines marketing, too. For more details, contact your local EMC branch office.

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Let SFM quote your workers’ compensation business. Call (800) 937-1181 or visit www.sfmic.com

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Young Insurance Professionals

News

Wednesday Nite April 20thEvening out with the YIP’s after the exhibit hall. Location is at The Local, 3 blocks from the convention. From 7:30-9:30pm. we will

have Food, Drinks, and Prize Giveaways!

Interested in joining YIP or serving on the YIP committee? Email [email protected] about the available positions and a

nomination form for the upcoming election at the March 8th YIP meeting.

Wednesday June 15Join us at the game!

Upcoming EventsWednesday March 16, 2011Click here for more info:

http://mn.iiaa.org/Legislative/2011_DAC_Invite_02.01.11.pdf

Visit the YIP booth at the Convention & Exhibit Hall!

Scholarships AvailableClick here for more info:

http://mn.iiaa.org/YIP%20EVENTS/11%20Conv%20YIP%20Schol.pdf



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When one is helping another, both are strong.


ROTHMAN TAPS TOP TALENT FOR ADMINISTRATION, INSURANCE, AND FINANCIAL

INSTITUTIONS

Commissioner Mike Rothman announced the newest members of his leadership team today. Rothman tapped attorney and experienced manager Steve Carlson to serve as Deputy Commissioner of Administration. Kevin Murphy was re-appointed as Deputy Commissioner of Financial Institutions. Jaki Gardner will continue as Assistant Commissioner of Insurance, and April Todd-Malmov will serve as Health Insurance Exchange Director.

Steve carlson - Deputy commissioner of administration

Commissioner Rothman is pleased to announce that Steve Carlson began last week at the Department of Commerce as Deputy Commissioner of Administration. In his new role, Carlson will be responsible for managing the administrative functions of the Commerce Department, as well as leading the Unclaimed Property, Weights and Measures, and Petrofund units.

“Steve Carlson, one of Minnesota’s best and brightest, will strengthen our team at the Commerce Department,” said Commissioner Rothman. “After more than three decades in both the private and public sectors, Steve has earned a stellar reputation. I am excited to welcome him to the Commerce Department.”

Steve Carlson is an experienced attorney and manager with background in finance, commerce, and economic development. Carlson has spent more than 33 years in legal practice, including six in service to the United States Government. He previously chaired the Banking and Commercial Department at Dorsey & Whitney LLP, a business law firm headquartered in Minneapolis.

During his 25 years at Dorsey & Whitney, where he was a partner, Carlson also led the firm’s Financial Services Regulatory Practice Group and the International Practice Group, among other

management positions. His practice primarily focused on financial and commercial matters. Carlson’s clients included the State of Minnesota, financial institutions, commercial businesses and agricultural cooperatives in Minnesota. He also led the firm’s Pro Bono practice.

“It is a privilege to serve the people of Minnesota,” Carlson said. “I am honored to join Commissioner Rothman’s team at the Department of Commerce.”

Carlson has a long record of civic engagement and public service. He currently chairs the American Swedish Institute Board of Trustees. Previously, Carlson served on the boards of The Advocates for Human Rights and the City of Edina Art Center.

Kevin murphy - Deputy commissioner of Financial Institutions

Kevin Murphy will continue as Deputy Commissioner of Financial Institutions. First appointed 1998, Kevin is responsible for the direct management of the examination and licensing programs for state-chartered financial institutions, insurance companies and consumer credit companies.

“Kevin Murphy’s long record of outstanding service speaks for itself,” said Commissioner Rothman. “Kevin is a responsible, capable leader; and an expert in his field. I am pleased he will continue his service to the Commerce Department and the people of Minnesota.”

Prior to his work at the Commerce Department, Murphy worked 17 years for the Federal Deposit Insurance Corporation (FDIC) and 13 years as a private sector banking consultant.

His FDIC experience includes ten years as a bank examiner in the Midwest and New England, three years at FDIC headquarters in Washington, D.C., and 3½ years as Assistant Regional Director of the FDIC’s Minneapolis Regional Office from 1982 to 1986.

Murphy’s consulting experience includes expert testimony in banking litigation, service as an arbitrator in a complex banking dispute, advising bankers concerning regulatory problems,

In The news...


appraisals of closely held bank stock and feasibility studies for proposed new banks. He has also served as a director of two community banks.

Outside of his role at the Commerce Department, Kevin is director and treasurer of the Minnesota Jump$tart Coalition, a nonprofit organization dedicated to improving the financial literacy of Minnesota youth. He serves on the ten member bipartisan legislative Ladder out of Poverty Task Force, which was created during the 2010 session.

Jaki gardner - assistant commissioner of Insurance

Commissioner Rothman has re-appointed Jaki Gardner as Assistant Commissioner for Insurance.

“Jaki is a well-known, national leader in insurance regulation, particularly at the National Association of Insurance Commissioners,” said Rothman. “With her expertise in insurance regulation matters, Jaki will lend our NAIC teame and be the focal point on most insurance matters in the Department.”

Jaki Gardner has worked at the Commerce Department since 1997, handling insurance solvency and rate regulation. Before coming to Minnesota, Gardner served in Washington’s Office of the Insurance Commissioner from 1993 to 1997, and before that in the Illinois Department of Insurance from 1973 to 1993.

Gardner has also worked with international regulators to develop and implement solvency standards to ensure they are compatible with U.S. solvency standards. She will be traveling to Haiti next month as a volunteer with the U.S. Department of Treasury to help restore Haiti’s financial services and insurance regulatory infrastructure.

When not working on insurance regulatory matters, Ms. Gardner does volunteer work with her church to help young women achieve financial independence.

april Todd-malmov - Health Insurance Exchange Director

April Todd-Malmov will join the Department of Commerce in a shared-services agreement with the Minnesota Department of Health. Todd-Malmov will assume the role of Health Insurance Exchange Director while continuing her work as

State Health Economist.

Todd-Malmov has served as co-chair of the state’s interagency subgroup on health insurance exchanges. She has extensive state-level experience on health care initiatives, as well as significant private-sector experience in the health insurance industry. Todd-Malmov provided input on the federal Affordable Care Act recently passed by Congress.

“April’s extensive knowledge of state and federal health care policy will be invaluable as we plan and implement the insurance exchange provisions of the Affordable Care Act,” said Commissioner Rothman. “I am delighted to have April onboard as we undertake this important work.”

BIG “I” AND FUTURE ONE RELEASE 2010 AGENCY UNIVERSE FINDINGS

Anticipated biennial study reveals growth and sustainability in the independent agency system; increase in minority-led agencies.

The number of independent agencies has stabilized---that’s one of the key findings of the 2010 Agency Universe Study (AUS). Future One, a collaboration of the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) and leading independent agency companies, has released key findings from the recently completed study, hailed as the most comprehensive look at the independent agency system.

“The 2010 Agency Universe Study reflected the combined effect of the recession which began just as the 2008 study was underway, a prolonged soft insurance market and declining revenues,” says Robert Rusbuldt, Big “I” president & CEO. “Despite all of these challenges, many new agencies are forming, typically with a more diverse and younger leadership, demonstrating the strength of the independent agency system and the potential for growth.”

The study surveys a wealth of issues about independent agencies operating in the U.S. including their numbers, revenue base and sources, number of employees, ownership, mix of business, diversification of products, technology uses, non-insurance income sources and


marketing methods.

“As the Big ‘I’ continues to increase its diversity efforts, the 2010 Agency Universe Study found some progress, with an increase in the number of new small and medium small agencies with minority principals,” says Madelyn Flannagan, Big “I” vice president of agent development, education and research. “In addition to the increasing ethnic diversity of agency ownership, albeit from a very low base, these agencies are also solidifying the position of women as principals in over a third of agencies. Most strikingly, the proportion of independent agencies with African-American principals grew from 1% in 2008 to just over 4% in 2010.”

Other key findings of the 2010 Agency Universe Study include:

• The number of independent agencies remains stable. After a decade of declining numbers of agencies, 2006 saw a return to stability. Since 2006, there have been approximately 37,500 agencies in business in the United States and that number remained approximately the same for 2010.

• The system as a whole is very dynamic, particularly among smaller agencies. Of the 37,500 agencies existing in 2010, approximately 11% or 4,000 were founded in 2008, 2009 or 2010. That number is approximately equal to the number of agencies lost as separate entities through mergers and acquisitions.

• A regional redistribution of independent agencies. A review of agencies founded since 2005 found that 50% of new agencies are located in the South, 24% in the South Atlantic states and 19% in the West South Central Census division. This may reflect the flexibility of the independent agency system, which allows it to serve markets many captive agency companies have essentially abandoned. In contrast, only 8% of new agencies are located in the Northeast, compared to 18% of older independent agencies.

• Decline in commercial lines revenues hit the very largest brokers hardest. Among independent agencies and brokers decreases in commercial insurance revenues were significantly concentrated in the larger agencies.

• Agencies have suffered from the soft insurance

market and, since 2008, from the Great Recession. While 55% of small agencies saw increased revenues from 2008 to 2009, 25% had decreased revenues. In all of the other size categories, agencies with decreased revenues have outnumbered those with increased revenues. The decline in revenues has been substantially worse in commercial lines than in personal lines. Consequently, it has hurt larger agencies, more dependent on commercial lines, hardest.

• The cost of technology has become a less important issue. Marketing the agency effectively on the Internet, security and ease of use of new real-time functionality are now the top three most important technology issues for agency owners. At the same time, carrier websites have gained ground as the preferred method for agency-carrier interactions.

The 2010 Agency Universe Study is the tenth in a series that was first conducted in 1983. Subsequent studies were released in 1987, 1992, 1996 and 2000. Since 2002, the study has been completed biennially.

Since 2004, the Agency Universe Study has relied on Internet data collection. Approximately 2100 agencies were included in the 2008 analysis.

To order a copy of the 2010 Agency Universe Study Management Summary, which provides an overview of the highlights from the complete study, visit www.independentagent.com

In addition to the Big “I”, the Future One coalition includes the following company partners: Allied Insurance, Allstate, Amerisure Insurance, Central Insurance Companies, Chubb Group of Insurance Companies, CNA, Encompass, Erie Insurance, The Hanover Insurance Group, The Hartford, Hartford Steam Boiler, Liberty Mutual Agency Corporation, Progressive, Selective Insurance Group, Travelers, Westfield Insurance and Zurich North America.

ACUITY’S 2010 FINANCIAL RESULTS REFLECT STRENGTH, STABILITY, AND GROWTH

ACUITY released its 2010 Financial Statement, which details the insurer’s continued financial strength and record-setting operational performance across all facets of its 20-state

48 The Minnesota News • March 201148 The Minnesota News • March 2011

operations.

In 2010, ACUITY’s assets under management reached an all-time high of $2.27 billion. ACUITY generated $96 million in cash from operations, and its net income surged 30 percent to over $63 million. The company also earned an $18 million underwriting profit and finished 2010 with a 100.7 combined ratio, nearly three points better than its peers. ACUITY also generated positive statutory underwriting cash flow of $33.8 million.

“ACUITY’s positive cash flow reflects our sound pricing strategy and underwriting discipline,” said Ben Salzmann, ACUITY President and CEO. “Our results also stand in sharp contrast to the insurance industry, which is suffering from negative underwriting cash flows and unprofitable performance.”

ACUITY’s surplus grew to a record-high $826

million. The insurer’s 13.2 percent increase in surplus was more than three and a half times greater than peer carriers. Additionally, ACUITY improved its leverage ratio of written premium to surplus to 0.89 : 1, an all-time best.

“Our strong surplus position and favorable leverage ratio allow us to be a broader market for our agents, take on more business, and provide more opportunity for our staff,” said Salzmann.

“The sole reason for ACUITY’s existence is to protect the public,” said Wendy Schuler, Vice President - Finance. “Our continued strong growth in both premium and policy count, combined with profitable operating results, shows we are pricing both fairly and competitively, helping independent agents write more business, and providing financial protection to an ever-growing number of individuals, families, businesses, and wage-earners.”

claSSIFIED aDSPoSITIonS aVaIlaBlENo listing this month

WanTED To BuYNo listing this month

agEncY For SalENo listing this month

looKIng For agEncYNo listing this month

To post a classified ad please email ad to [email protected]

2010 Best Practices agencies

christensen group, Inc., minneapolis

mahowald Insurance agency, St. cloud

rJF agencies, minneapolis

Stearns Insurance Services, St. cloud

Wings Insurance, Eden Prairie


NO-FAULT AUTO INSURANCE REFORMOnce again, the concept of reforming Minnesota’s no-fault auto insurance system is back at the state legislature. However, this year, chances of its passage have increased due to the takeover of the House and Senate by Republicans. Generally, Republicans have been less supportive of trial lawyers and more supportive of insurers than their Democratic counterparts on this issue.

There will be at least two and maybe three separate no-fault reform bills introduced this year. One bill has already cleared its first major committee.

The “Fairness for Responsible Drivers Act”, Senate File 243, was heard and passed this week by the Senate Commerce Committee. The bill is sponsored by Senator Paul Gazelka, a State Farm Agent from the Brainerd/Baxter area and is commonly referred to as the “no-pay no-play” proposal. It is designed to reduce insurance benefits for people who are uninsured compared to responsible drivers who maintain insurance coverage.

The no-pay, no-play bill prohibits uninsured motorists from receiving non-economic damages if they are involved in an accident. The bill also bars non-economic damages from a driver who was convicted of a DWI involving the accident.

Non-economic damages are awarded for intangible harm such as physical harm or disfigurement, loss of consortium, pain and suffering and emotional distress. These are not easily quantified in dollar amounts, but are frequently awarded by juries. The bill would not affect out of pocket expenses as a result of the injury. Everyone would be entitled to medical and wage loss benefits.

The bill was passed with only three dissenting votes and sent to the Senate Judiciary Committee. This committee is the backyard of the trial lawyers and the bill will be a harder sell there.

Another no-fault bill will be introduced by Senator Gazelka to reduce benefits for “soft tissue” injuries. This is designed to restrict the frequency of chiropractor visits covered by auto insurance. It may also attempt to initiate a provider fee schedule similar to the schedule employed by the state’s workers’ compensation system. No-fault, unlike health care and workers’ compensation, is the last insurance market to pay usual and customary health care provider fees.

There is also discussion at the capitol of reviving an effort from a couple of years ago to completely repeal our no-fault law and return to a fault liability system. Minnesota is one

of twelve states that maintains a no-fault auto system. Critics suggest that no-fault states have higher insurance premiums and that the current system in Minnesota has gotten out of hand. The MIIAB in the past has opposed efforts to repeal our no-fault system.

Dominic Sposeto

MIIAB Lobbyist

CapitolNotes

The LegisLaTive and PoLiTicaL newsLeTTer of TheMn indePendenT insurance agenTs & Brokers assocaTion



Richard AhmannCarole AljadahKyle Anderson

Nicole AndersonJackie Arnold

Tanner BalfanyFritzBanfield

Paul BergChad Bjugan

Marvin BjuganRichard Bradow

Lawrence BrustadWilliam ButlerGlenn Carlson

Matthew ClysdaleBrian Cohoon

Thomas Corneil

Richard DaviesMichael Donohoe

Mary DufourTed Dyste

Doug EcklandThomas EffertzJerome Ekblad

Merlin EssigDana Ferry

Emily FinneyRoberta GibbonsWilliam Goeman

Channing HandbergTravis Hansen

Karen HawkinsonRobert Hendrickson

David Hoschette

Andy JacobsonDawn Janes

Michael JohnsonJohn Keller

Kerry KnakmuhsDeAnna Larrabee

Jamie LarsonMyron Larson

Mark LenzAlan LepleyJason LinderJeffrey MaasJames MankeMary McClure

Richard McKennyCraig McNulty

Scott Michaletz

InsurPac is the Political Action Committee (PAC) of the Independent Insurance Agents & Brokers of America (IIABA). It represents the unified political voice of IIABA’s 23,000 member agencies and 300,000 agents and brokers nationwide. It is the largest property-casualty insurance industry PAC in the country, and is one of the primary reasons the Big “I” is routinely rated among the most successful lobbying groups in Washington, DC.

In 2010 InsurPac distributed $1,722,750 in support of 265 races, winning at least 247 of them for an amazing 93% victory rate. In Minnesota 99 MIIAB members raised $25,905 of the national total.

“I would like to thank those MIIAB members who supported the fundraising activities over the last year so National and Minnesota could reach its goals.” Larry Brustad CIC, Minnesota InsurPac Chair


Steven MickeMark Moores

Robert MurphyRoss NesbitPaul NewtonWalter OhlGary Otte

Melanie PaulsonOwen Peterson

Stefanie PetersonDenny PhenowJ. Ted PlombonJoe PodolinskyJames PoppieJulie PrestmonVance Prigge

Jennifer Ragner

Daniel RileyDarlene Rodger

Earl RoedH. Butch RogersGeorge RohdeEric RongstadDarlene RoueLori Rufsvold

Robert SchneiderAshley Schow

Greg SmithBruce Sogn

Aaron SorensonDennis SpindlerJames Strande

Norman StrehlowSteve Swanson

David SzczepanskiJodie ThompsonPhilip Thompson

Hal TiffanyJayson Tritt

Dorothy Van BaakTheresa Voxland

Larry WardJay Weir

Shawn WenselBradley Wickmann

Scott WilsonBeth WintersVal Wojtysiak

Thank you for contributing to InsurPac!


Relax... You’ve offered each of your clients a personal umbrella policy.

Right? It might not be quite as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers who trust you to help them will go a long way towards easing your mind.

Offering each and every client an umbrella not only protects those who choose to purchase the coverage. It protects your agency from liability. And it protects your book of business, since studies show that customers who have multiple policies are less likely to move their business elsewhere.

As a Big “I” member, you have access to a stand alone personal umbrella program from A+ rated carrier RLI, featuring:

� Limits up to $5 million available� You can keep your current homeowner/auto insurer� New drivers accepted - no age limit on drivers� Up to one DWI/DUI per household allowed� Auto limits as low as 100/300/50 in certain cases� Competitive, low premiums for increased limits of liability� Simple, self-underwriting application that lets you know immediately if the insured is accepted� E-signature and credit card payment options� Immediate coverage available in all 50 states plus D.C.

So cover your clients... protect your agency... and profit from umbrella sales!

To access log onto www.bigimarkets.com or visit www.iiaba.net/Umbrella.

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It might not be quite as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers who trust you to help them will go a long way towards easing your mind.

As a Big “I” member, you have access to a stand alone personal umbrella program from A+ rated carrier RLI,

featuring:

• Limits up to $5 million available

• You can keep your current homeowner/auto insurer

• New drivers accepted - no age limit on drivers

• Up to one DWI/DUI per household allowed

• Auto limits as low as 100/300/50 in certain cases

• Competitive, low premiums for increased limits of liability

• Simple, self-underwriting application that lets you know immediately if the insured is accepted

• E-signature and credit card payment options

So cover your clients... protect your agency... and profit from umbrella sales!

Contact Terri Norum at 952.253.6237 or [email protected]


Thank Your Customers.

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For every month that you don’t contact or communicate with your clients, you lose 10% of your influence.

A 5% increase in customer loyalty will add 20% - 80% to your bottom line profit…It is much wiser to spend money on customer retention than acquisition.

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Any questions, please contact Jo Buckley at [email protected] or 800.221.7917 x5412


DON’T GET BITTENBY AN E&O CLAIM

YOU COULD HAVE

AVOIDED.

Swiss Re policyholders written

through the Big “I” Professional

Liability Program have access to an

exclusive risk management web site.

Log on today to fish for E&O claims

frequency data, real-life case studies

and analysis, sample client letters,

sample agency procedures, agency

E&O self assessments, podcasts on

important E&O topics, and much

more.

www.independentagent.com/EOHappens

Online Courses: The VU offers a wide variety of online classes to enhance and expand insurance technical and business skills. When taking an online class through the VU, you can be confident you or your staff is learning the highest quality education available online. You do NOT have to be a member or subscriber to take an online course since a

separate fee is charged.

Research Library: For those who seek a smarter way to research, the VU provides access to hundreds of insurance, business and technology articles written by volunteer faculty and other contributors. Technical insurance articles often include links to full sample ISO forms. You’ll also find white papers and articles on many issues affecting today’s insurance marketplace.

Expert Advice: Sometimes you need answers to questions that can’t be found in the research library. To help with these “just in time” issues, we have assembled a faculty of leading experts from around the country. Big “I” Members can submit questions to our “Ask an Expert” service and a response is usually sent within 3-5 business days, but often sooner.

All of this can be accessed on the web at

www.independentagent.com/vu

Virtual University



June 28, 2011 - Eden PrairiePrairie Conference Center7500 Flying Cloud DriveEden Prairie, MN 55344952-835-4180

June 29, 2011 - St. CloudBest Western Kelly Inn100 4th Ave SSt. Cloud, MN 56301320-253-0606

June 30, 2011 - RochesterDoubletree Rochester150 S BroadwayRochester, MN 55904507-280-8888

_______________________________________________________________________________________________________________________Card Number Expiration Date Signature

_______________________________________________________________________________________________________________________Name on Card Security Code (3 digits) Billing Address

_______________________________________________________________________________________________________________________Name MN Insurance License # Email

_______________________________________________________________________________________________________________________Agency/Company Phone

_______________________________________________________________________________________________________________________Address City State Zip

Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of Payment

Check Enclosed (Payable to MIIAB) or Charge to: VISA MastercardCANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund. In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

On December 31, 2007, the MN Department of Commerce issued Bulletin 2007-13. The bulletin addresses the state’s requirement for flood insurance training, “All resident insurance producers who sell flood insurance policies through the National Flood Insurance Program (NFIP) must comply with the minimum training and education requirements established by FEMA pursuant to Section 207 of the Act…” “FEMA and continuing education sponsors are developing courses related to the NFIP. An insurance producer who sells flood insurance through the NFIP can satisfy the minimum training and education requirements established by FEMA by completing an accredited course related to the NFIP…”

This means that this seminar meets the requirements of Section 207 of the Act and are approved by the Commissioner of Commerce for 4 continuing education credits. These seminars address not only the most basic flood insurance issues, but some of the program’s more advanced components as well.

Cost $65 Members

$75 Non-Members

Registration Information8:00a.m. - 8:30a.m. Sign in

8:30a.m. - 12:30p.m. Seminar


2011 Flood Seminars


1/12 - 1/15/11 Eden Prairie Commercial Property2/9 - 2/11/11 Plymouth *Ruble Graduate Seminar3/9- 3/12/11 Eden Prairie Personal Lines4/6 - 4/9/11 Eden Prairie Life & Health5/4 - 5/7/11 Eden Prairie Commercial Casualty6/15 - 6/18/11 Walker Personal Lines7/20 - 7/23/11 Eden Prairie Agency Management8/24 - 8/27/11 Eden Prairie Commercial Casualty9/28 - 9/30/11 Plymouth *Ruble Graduate Seminar10/19 - 10/22/11 Eden Prairie Life & Health11/9 - 11/12/11 Eden Prairie Commercial Property

* Must be a dues paid member of CIC or CRM to attend a Ruble Graduate Seminar

Dates and locations are subject to change. Before making any travel arrangements, call to verify the dates, location, start time and availablility when registering for a program.

Cost Seminar

$421.00 CIC Institutes

$420.00Ruble

Graduate Seminar



_______________________________________________________________________________________________________________________Name MN Insurance License # DOB Designations

_______________________________________________________________________________________________________________________Agency/Company Phone Email


Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in

advance of the program you wish to attend

2011 MIIAB CIC Program Schedule


All courses begin Wednesday’s at 8:00 a.m., Thursday’s from 8:00 a.m. until 5:00 p.m., and

Friday’s from 8:00 a.m. to 12:00 p.m.Optional Exam: Saturday 8:30 a.m. to 10:30 a.m.

Important InformationAll participants must present photo

identification to the on-site registrar at the institute. Cancellations received within 7

calendar days of a program will incur a $75 non-refundable fee. If you do not cancel and do

not attend the program, you will incur a $125 fee. The balance of the registration fee may be refunded or transferred to another course. You may substitute an eligible person for the same event anytime at no charge with notification

prior to the course.

Please select Seminar date

It’s easy to register - by fax, phone, mail or on-line!

These courses have been submitted for approval to the MN Commissioner of Commerce for 20 hours of

Insurance continuing education.


1/5/11 - Rochester Agency Operations

1/26/11 - Eden Prairie Personal Auto

2/2/11 - St. Cloud Commercial Property

2/8/11 - Eden Prairie *WTH Personal Lines

2/16/11 - Eden Prairie Commercial Casualty

3/1/11 - Shoreview Agency Operations

3/22/11 - Eden Prairie Personal Residential

4/5/11 - St. Cloud Personal Residential

4/7/11 - Duluth Agency Operations

4/26/11 - Eden Prairie Commercial Property

5/3/11 - Bemidji Commercial Casualty

5/5/11 - Rochester *WTH Personal Lines

5/17/11 - Mankato Agency Operations

5/25/11 - Eden Prairie *Dynamics of Service

6/2/11 - Shoreview Personal Residential

6/7/11 - Duluth Personal Auto

6/8/11 - Fergus Falls Commercial Property

6/9/11 - Grand Rapids Commercial Casualty

6/22/11 - St. Cloud Commercial Casualty

7/13/11 - Worthington Commercial Casualty

7/14/11 - Brainerd Commercial Property

7/19/11 - Shoreview *Dynamics of Service

7/27/11 - Rochester Commercial Casualty

8/3/11 - Eden Prairie Agency Operations

8/11/11 - St. Cloud *Dynamics of Service

8/16/11 - Thief River Falls Personal Auto

9/8/11 - Alexandria Personal Residential

9/21/11 - Eden Prairie Personal Auto

10/5/11 - Duluth *Dynamics of Service

10/6/11 - Rochester Personal Auto

10/11/11 - St. Cloud *WTH Commercial Lines

10/13/11 - Mankato Personal Residential

10/25/11 - Eden Prairie *WTH Commercial Lines

11/2/11 - Shoreview Commercial Casualty

11/15/11 - St. Cloud Agency Operations

12/8/11 - Eden Prairie Commercial Property

Cost Seminar

$148.00 CISR Seminar

$158.00 William T. Hold Seminar (WTH)

$158.00 Dynamics of Service






Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P:952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the

scheduled class. NO SHOWS will NOT receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

2011 MIIAB CISR Program Schedule


* NEW!!! William T. Hold

Seminar and Dynamics of Service

Open to All! You are no longer required to have your designation or to be a dues paying member of the National Alliance to attend the William T. Hold or Dynamics of Service Seminars. You can also use these courses to update your CISR designation.

Please select Seminar date - These courses have been approved by the MN Commissioner of Commerce for 8 hours of Insurance continuing education (**Dynamics of Service has been

approved for 7 hours of Insurance continuing education)

It’s easy to register - by fax, phone, mail or on-line!

BONUS!!! William T.

Hold Seminar Meets Ethics

Requirements


Please Check Location1/20/11 - Eden Prairie 8:30am-3:30pm

Prairie Conference Center7500 Flying Cloud DrEden Prairie, MN 55344952.835.4180

3/8/11 - St. Cloud 8:30am-3:30pmBest Western Kelly InnHwy 23 & 4th AveSt. Cloud, MN 56301320.253.0606

4/21/11 - Eden Prairie 8:30am-3:30pmPrairie Conference Center7500 Flying Cloud DrEden Prairie, MN 55344952.835.4180

5/12/11 - Fergus Falls 8:30am-3:30pm Best Western/Bigwoods Event Center925 Western AveFergus Falls, MN 56537800.293.2216

6/21/11 - Morton 8:30am-3:30pmJackpot Junction39375 County Hwy 24Morton, MN 56270507.644.3000

7/26/11 - Walker 8:30am-3:30pmChase on the Lake502 Cleveland BlvdWalker, MN 56484888.242.7306

8/16/11 - Rochester 8:30am-3:30pmDoubletree Rochester150 South BroadwayRochester, MN 55904507.281.8000

9/27/11 - Duluth 8:30am-3:30pmHoliday Inn & Suites200 West First St.Duluth, MN 55802218.727.7492

11/16/11 - Eden Prairie 8:30am-3:30pmPrairie Conference Center7500 Flying Cloud DrEden Prairie, MN 55344952.835.4180

AgEnCy StAFF

SizE

totAL AttEnDEES REquiRED

At A (6 houR)

SEMinAR

PoSition in AgEnCyPLuS

ADDitionAL REquiREMEntS

1 1 ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER OR OFFICER NONE

2-7 2 ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER OR OFFICER

ONE PRODuCER OR CSR

8-20 4

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS

MANAgER OR PRODuCER

tWO PRODuCER’S OR CSR’S

21-50 6

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS

MANAgER OR PRODuCER AnD ONE CSR

tHREE PRODuCER’S OR

CSR’S

51+ 10

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD tWO ACtIvE

AgENCy PRINCIPAL’S, OWNER’S, PARtNER’S, OFFICER’S, OPERAtIONS MANAgER’S OR PRODuCER’S AnD

tWO CSR’S

FIvE PRODuCER’S OR CSR’S

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: vISA Mastercard

CAnCELLAtion PoLiCy: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven

days before the scheduled class. no ShoWS will not receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the

program you wish to attend






Return to: MiiAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, Mn 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Cost per person$151.00 MIIAB Member Price

$166.00 Non-Member Price

Agencies that attend this seminar will receive a 10% loss control credit on their Westport E&O Premium.Once an agency attends the seminar the 10% credit will apply for 3 years if the agency remains claim free

during the 3 year period.


2011 MiiAB Errors & omissions Seminars

these courses have been approved by the MN Commissioner of Commerce for 6 hours of Insurance continuing education


Power in Partners


POWER IN PARTNERS PROGRAMListed below are the companies who strongly support the Indepenent Agency System and the Minnesota Independent Insurance Agents & Brokers Association

2011

DIAMOND

General Casualty CompaniesGrinnell Mutual Reinsurance Company

Indiana InsurnaceMidwest Family Mutual

North Star Mutual Insurance CompaniesThe Hanover Group

Security Life Insurance Company

ACUITYAmTrust North America

ICC Restoration & Cleaning ServicesMeadowbook, Inc.

RPS Schneider AgencySelective Insurance Company of America

S.H. Smith & Company, Inc.Solbrekk Business Technology Solutions

State Auto CompaniesThe Hartford

Tomsche, Sonnesyn & Tomsche, PAToshiba Business SolutionsTravelers Companies, Inc.

Westfield InsuranceWilson Mutual Insurance CompanyWorkers Compensation Specialist

PLATINUM

GOLD

SILVER


Documents

The MN News March 2011