May 2017 Wisconsin Independent Agent Magazine by Independent Insurance Agents of Wisconsin

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INDEPENDENT AGENT MAY 2017

2017

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INDEPENDENT AGENT MAY 2017 Eric Schwartz, Editor

Open Door Policy Investing in the Future of the Independent Agency Channel . . . . . . . . . . . . . . . . . . . 5 Government Affairs Agent Licensing Changes on the Horizon . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Commentary From Counsel Court Expands Title VII Protections to Include Sexual Orientation. . . . . . . . . . . . . .10 Technology ACT’s Berg Outlines the Threats Facing Agents & Brokers . . . . . . . . . . . . . . . . . . . . 13 Virtual University Ask An Expert Briefs: Workers’ Compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 Community Service West Bend & Society’s Rick Parks Give Back . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Agency Management Why Most Insurance Agencies Are Stuck . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Errors & Omissions Be Wise: Make Sure You Know When Coverages Really Need to Start . . . . . . . . . 23 Marketing Creating a Marketing Strategy Will Boost Your Business . . . . . . . . . . . . . . . . . . . . . 24 Members in the News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Association Staff Meet Mallory Cornell, IIAW Director of Risk Management . . . . . . . . . . . . . . . . . . . . 29 Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski 2016-2017 Executive Committee President....................................................... Matt Weimer Diversified Insurance Solutions - 100 North Corporate Dr., #100, Brookfield, WI 53045 President-Elect................................. Lise Meyer Kobussen Meyer Insurance - P.O. Box 633, Sauk City, WI 53583 Secretary-Treasurer............................................ Jason Bott Robertson-Ryan & Associates - 330 East Kilbourn Ave., Milwaukee, WI 53202 Chairman of the Board.................................. Steve Leitch Leitch Insurance - P.O. Box 85, River Falls, WI 54022 State National Director ................................Linda Steiner 2016-2017 Board of Directors Mike Ansay, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53704 Cindy Burns, Burns Insurance 500 South Central Ave., Marshfield, WI 54449 Gerald Couri, Couri Insurance 379 West Main Street, Waukesha, WI 53186 Jack Demski, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53074 Ryan McClone, McClone Agency 150 Main St. Suite 102, Menasha, WI 54952 Marc Petersen, American Advantage-Petersen Group 15171 W. National Ave., New Berlin, WI 53151 Jack Riesch, R&R Insurance Services P.O. Box 1610, Waukesha, WI 53187-1610 Pam Utpadel, Universal Insurance Advisors 100 West Lawrence St. Suite 313, Appleton, WI 54911 Darrel Zaleski, Spectrum Insurance Group 4233 Southtowne Drive, Eau Claire, WI 54701 WISCONSIN INDEPENDENT AGENT

On The Cover…

The Leadership Conference has evolved into a must-attend event. Our strong partnership with the UW-Madison School of Business has yielded another great speaker. Susan Finerty is an expert on organizational effectiveness and she is the event’s keynote special guest. The Leadership Conference brochure is included in this month’s magazine. Please check out what the 2017 Leadership Conference has to offer and register at IIAW.com.

> ADVERTISERS & INFORMATION

2016-2017 Committee Chairs

AAA Wisconsin ................................................ 30

Agency Services ............................................Kim Dandrea M3 Insurance - N19 W24200 Riverwood Dr., Waukesha, WI 53188

Acuity Insurance ............................................. 31

Automation/Technology ...............Cathleen Christensen Hierl Insurance - P.O. Box 949, Fond du Lac, WI 549360949

Badger Mutual ................................................ 28

Emerging Leaders ...........................................Jack Demski Ansay & Associates - 101 East Grand Ave. #11, Port Washington, WI 53074

Burns & Wilcox ................................................. 4

Employee Benefits.......................................... Mike Farrell David Insurance - 1300 South Green Bay Rd., Racine, WI 53406

Arlington/Roe ................................................. 16 Berkshire Hathaway/Guard ............................. 12 ePayPolicy ....................................................... 8 Erickson-Larsen ............................................. 25 IIAW 2017 Prelicensing Classes....................... 22

Government Affairs .......................................Skip Hansen Diversified Insurance Solutions - 100 North Corporate Drive #100 Brookfield, WI 53045

IIAW Online CE ............................................... 20

Carrier Relations ......................................... Kevin Murray Johnson Insurance Services - 525 Junction Road, Madison, WI 53717

Leadership Conference .....................Back Cover

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

Robertson Ryan & Associates......................... 28

Technical...............................................Timothy Kakuska Robertson-Ryan & Associates - P.O. Box 547, La Crosse, WI 54602-0547

The IMT Group ................................................. 15

J.M. Wilson .......................................................11 Pekin Insurance............................................... 15 SECURA Insurance ............................................ 6 West Bend ........................................................ 2 Western National.............................................18 MAY 2017 | 3

COMPREHENSIVE COVERAGE IS OUR MIDDLE NAME. Only Burns & Wilcox has the depth and breadth of experience to deliver the right solutions right away. Milwaukee, Wisconsin | 262.347.0266 toll free 800.544.5700 | fax 262.347.0440

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OPEN DOOR POLICY

INVESTING IN THE FUTURE OF THE INDEPENDENT AGENCY CHANNEL Are you investing in the future of your agency?

Gain a competitive advantage by participating in the IIAW’s Professional Development Program. Many of you may be unaware of the programs offered by the IIAW that allow your agency to reinvest in your high caliber employees at little cost to your company. The Professional Development Program has become a model for other independent agent associations to follow. Recently, I was invited to Louisville to lead the Board of Directors and Emerging Leaders Committee of the Independent Insurance Agents of Kentucky in a strategic planning session focused on improving their professional development program. The program should be comprised of: 1. A robust Leadership Conference; 2. Professional development curriculum; and 3. Networking and social events. These three components encompass the IIAW’s program. Through the IIAW’s work and partnership with the UW-Madison School of Business, we have identified that there is a demonstrated need for sophisticated and extensive leadership, management, business acumen, and people skills development that will help safeguard and grow the profession now and in the future. There are a few factors influencing this need: 1. Significant retirements and turnover among professionals in the industry due to demographic changes in the next few years. 2. A war for talent not only amongst industry players such as large and small agencies/ brokerages, but also from other industries such as finance, banking, and consulting. 3. Major changes in the financing and insuring of property, casualty and health care in the US. 4. Global competition from developed and emerging economies. 5. The emergence of enterprise risk management as well as ‘big data’ as primary drivers and significant disciplines in all markets. 6. The web as a significant or major communication, marketing, and distribution channel. WISCONSIN INDEPENDENT AGENT

In short, there are tectonic shifts in business occurring, and industry professionals need advanced knowledge and skills to remain competitive as well as to excel. The graphic on this page illustrates the UW’s and IIAW’s belief that insurance professionals must be skilled in all three major areas of competency in industry, business and people acumen to be a leader. In response, the IIAW and UW-Madison partnered together to develop and produce an industry leading Leadership Conference directed at addressing these three major areas of competency and equipping our members with the skills they need to run a successful agency or build and manage a thriving book of business. The next vital component to complement the Leadership Conference was the development of a year-round professional development course. After extensive research by the Emerging Leaders Committee and IIAW staff, it was decided that we would partner with Brent Kelly, CEO and founder of BizzGrizz. This yearlong leadership program is available to participants of the Emerging Leaders Committee virtually free of charge. It’s just one of the ways that our Association is reinvesting in the next generation of agency and company leaders. To build off the success of Brent’s professional development program, the IIAW will be partnering with PriSim, the leader in business simulations for the insurance industry, later this year. Those participating on the Emerging Leaders Committee will have the opportunity to partner with an insurance company representative and other emerging leaders to participate in a simulation and courses that are specifically built for both carriers and agencies/brokers to improve their decisionmaking business acumen, strategic thinking, leadership, and financial skills by running a

mock independent insurance agency and insurance company. More information on this unique program and on how to participate will be published later this summer. Finally, the IIAW has been working to create a work hard, play hard atmosphere with the Emerging Leaders Committee by incorporating that environment into our conferences and by supporting a variety of social/networking initiatives such as March for Babies, which the committee recently decided to get involved in and financially support. Providing outlets for professional development while offering an excellent work/life balance is crucial to retaining good employees. It is vital that agencies invest in keeping their employee’s knowledge and skill set relevant and allow them to make meaningful contributions to your team and organization by participating in professional development courses and attending conferences like our Annual Convention and the Leadership Conference. Whether you are an agency owner, principal, manager or producer our program is for you. Reinvest in yourself or your employees by registering for our Leadership Conference and get started on the path towards accelerating your agency’s success through our professional > Matt Banaszynski is development program. the Executive Vice The 2017 Leadership President of the Independent Insurance Conference brochure Agents of Wisconsin. is included in this Contact him at matt@ magazine. iiaw.com.

MAY 2017 | 5

GOVERNMENT AFFAIRS

On April 24, the IIAW welcomed deputy insurance commissioner J.P. Wieske to the monthly government affairs conference call. Wieske indicated that the Office of the Commissioner of Insurance (OCI) is soon expected to roll out a number of proposed changes to the department’s existing rules that specifically govern how agents are licensed.

additional review by the standing Senate and Assembly Insurance committees, as well as the Joint Committee for Review of Administrative Rules, before the rule goes into effect. Here are some of the key provisions of the proposed agent licensing rule:

the requirement to collect individual social security numbers for prelicensing students. ■

Allows CE providers the option to issue electronic certificates of completion instead of paper certificates.

Putting out fires before they start. Small detail. Big difference.

■ Requires payment of an agent appointment These recommended changes come on ■ the heels of OCI’s transition in late 2016 Requires email addresses for all agents and fee at the time the agent is appointed with to State Based Systems (SBS), a product entities. the company rather than at the end of the of the National Association of Insurance year. ■ Eliminates the Wisconsin agent license Commissioners. State Based Systems was developed as We’re a comprehensive web-based number andWe replaces it with the National them■from Revises the language around the timing of there for you when accidents happen. also believe in stopping happening at all. application to assist state regulators with Producer Number (NPN). the agent appointment to within 15 days of Our specialized coverage comes with an extensive set of risk management tools to keep your customer’s many aspects of the agent licensing process. the contract execution or the sale of the first business dentthe in your coverage with thoughtful advice from risk control ■ Allows The decision to move torunning SBS last smoothly. year was Be confi OCI to send agent licensing policy (removes “after the earlier” language intended to provide greater efficiencies continuing education (CE)cally for your currently in placeindustry. which causes confusion). specialists and access to exclusiverenewal safetyand resources designed specifi customer’s and streamline the agent licensing process deficiency notifications in a manner ■ Extends prelicensing between the industry and OCI. prescribed by the commissioner, instead of To discuss an agency appointment, solely through first class mail. exam scores to be valid giveOCI, us aSBS callrequires at 888-5-SOCIETY According to the that for 180 days rather than ■ Ensures candidates have taken the necessary certain modifications occur to the agent 30 days. or visit societyinsurance.com. licensing procedures, while still allowing for prelicensing training prior to sitting for the department to modernize, improve and the test by requiring agent licensing testing The IIAW Government update current practices and procedures to candidates to show a paper or electronic Affairs team will be recognize technological capabilities. prelicensing completion certificate at the carefully monitoring these test site. proposed rule changes and > Misha Lee is Owner/ We can expect a draft of the proposed rule provide any suggestions Founder of Lee ■ Eliminates the “banking” of prelicensing in the near future. When the draft is ready, or concerns with the OCI Government Relations, Governor Walker and the insurance industry credits by providers. Reduces potential and Legislature as it moves LLC and lobbyist for the IIAW. Follow Lee will be able to review and comment on the fees to agent candidates and providers for through the rulemaking Government Relations on Twitter@mishavlee. changes. It will then go to the Legislature for uploading the credits to SBS. Also eliminates process. WISCONSIN INDEPENDENT AGENT

MAY 2017 | 7

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COMMENTARY FROM COUNSEL

COURT EXPANDS TITLE VII PROTECTIONS TO INCLUDE SEXUAL ORIENTATION

On April 4, 2017, the United States Court of Appeals for the Seventh Circuit became the first U.S. federal appellate court to conclude that the employment discrimination protections in Title VII of the Civil Rights Act of 1964 extend to sexual orientation bias.

Depending on who you ask, the court’s unquestionably historic decision in Hively v. Ivy Tech Comm’y College of Indiana is either a game-changing moment in the fight to advance equal rights for members of the LGBT community, or another flagrant example of judicial activism. Regardless of your view on the correctness of the Hively decision, the court’s ruling has important and lasting

filed a charge with the Equal Employment Opportunity Commission (EEOC), in which she alleged discrimination on the basis of her sexual orientation – namely, that she is openly lesbian. The key distinction between Ms. Hively’s Charge and most other discrimination Charges facing employers on a daily basis,

The Wisconsin Fair Employment Act already expressly prohibits employers from discriminating on the basis of sexual orientation. The federal court’s ruling does not impact Wisconsin law. However, from a liability and risk management perspective, Wisconsin employers facing sexual orientation discrimination claims are now subject to a greater risk of exposure.

implications for Wisconsin, the Seventh Circuit (which includes Illinois, Indiana, and Wisconsin), and, potentially, the nation. This column will address those implications, but first a little context on the decision itself.

is that the words “sexual orientation” are nowhere to be found in the statutory text of Title VII. While Congress has tried on multiple occasions to add sexual orientation to the list of categories protected by Title VII, these efforts have always failed.

Hively The Plaintiff, Kimberly Hively, was formerly an adjunct professor at Ivy Tech Community College’s South Bend, Indiana campus. After Ivy Tech rejected Ms. Hively for a full-time position for the sixth time and decided to not renew her part-time contract, Ms. Hively

10 | MAY 2017

In light of Congress’s impotence on this issue, and amid changing societal norms and the Supreme Court’s recognition of gay marriage, the EEOC effectively took matters into its own hands and adopted an expansive interpretation of Title VII that encompasses

discrimination based upon sexual orientation. Since 2015, the EEOC has formally interpreted the Title VII to prohibit sexual orientation discrimination as a form of “sex” discrimination. As result, the question put before the court in Hively, which until now no federal appellate court had answered in the affirmative, is whether the EEOC’s expansive interpretation of sex discrimination is correct. On July 28, 2016, a three-judge panel of Seventh Circuit judges ruled against Hively and concluded that her claim was not recognized under Title VII. However, the Seventh Circuit subsequently agreed to re-hear Ms. Hively’s case en banc, meaning that all of the Seventh Circuit judges would hear the case and participate in the court’s final decision. The 8-3 ruling issued on April 4 represents the final outcome of the Court’s rehearing. The simplest explanation of the court’s decision is that a majority of the court’s judges agreed with the EEOC that discrimination based on sexual orientation is a form of sex discrimination. Therefore, unless and until the Supreme Court rules otherwise, a person who alleges that she experienced employment discrimination on the basis of sexual orientation discrimination, within the jurisdiction of the Seventh Circuit, has properly stated a claim for sex discrimination under Title VII.

What does the Hively decision mean for Wisconsin employers? From an employee management perspective, WISCONSIN INDEPENDENT AGENT

COMMENTARY FROM COUNSEL the impact to Wisconsin employers is minimal. The Wisconsin Fair Employment Act (WFEA) already expressly prohibits employers from discriminating on the basis of sexual orientation. The federal court’s ruling does not impact Wisconsin law. However, from a liability and risk management perspective, Wisconsin employers facing sexual orientation discrimination claims are now subject to a greater risk of exposure. This is because plaintiffs under Title VII can seek compensatory and punitive damages under federal law, which are otherwise prohibited by the WFEA.

What does the Hively decision mean for employers in the Seventh Circuit and the rest of the country? All employers in the broader Seventh Circuit are subject to the same liability implications that apply to employers in Wisconsin. However, the arguably more salient, and yet

still unknown, impact of the Hively decision on future Seventh Circuit jurisprudence is the degree to which this case divided and laid bare the judges’ differing approaches to statutory interpretation. While five judges joined the majority opinion in full, the court’s decision was released with two separately written concurring opinions and a blistering three judge dissent. The competing interpretive approaches staked out in Hively will continue to bind, influence, and shape Seventh Circuit precedent in future cases for many years to come. Consider also the broader implications of the Hively decision—while the Seventh Circuit is just one of thirteen United States Courts of Appeal and its opinion is only formally binding on lower district courts within its own territory, the nature and gravity of the court’s en banc opinion will be highly persuasive in future related decisions issued by other district and federal appellate courts around the country. More importantly, the

Seventh Circuit’s opinion stands in direct conflict with a March 10, 2017 decision issued by the Eleventh Circuit federal court of appeal in the Evans v. Georgia Regional Hospital case. Given the close proximity of these contradictory rulings, and the fact that the United States Supreme Court looks for circuit court splits to resolve questions of law, it is likely that the Supreme Court will soon step in to conclusively decide the reach of Title VII as it relates to sexual orientation. With Justice Gorsuch’s recent confirmation and commitment to a “textualist” and “originalist” approach to Constitutional issues, the prospect of the Supreme Court reviewing the scope of Title VII is even more interesting. As > Josh Johanningmeier is the IIAW’s General always, keep an eye Counsel. Call the Legal on this column for Services Hotline at (877) developments. 236-1669.

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TECHNOLOGY

ACT’S BERG OUTLINES THE THREATS FACING AGENTS & BROKERS The good news: this 56-year-old insurance veteran can’t envision a future where the broker is replaced by a robot. Ron Berg, executive director of the Agents Council for Technology at the Independent Insurance Agents & Brokers of America, recently spoke with Insurance Business about the threats and opportunities facing the insurance industry today and in the future. Berg, a Minnesotan, has a 20-plus year history advising on future technology strategies and has long been involved in various industry associations and workgroups in technology in insurance.

What are the major technological threats facing the insurance industry today (and in the future) in the widest sense? I think for today, it’s really providing the customer experience that consumers everywhere are demanding. Amplifying this, everyone is seeing the ease-of-use interactions created by the insurtechs and other emerging platforms. As a distribution we haven’t kept pace, and customers see the evidence of this. We have excellent examples provided by these new entrants, and if we are able to learn from the best practices among these, implement – from carrier, vendor, and agency implementations – we can improve the best distribution and support platform in insurance.

What are the major threats facing brokers and agents today (and in the future)? The changing workforce is having a huge impact. Agents and brokers need to attract and retain younger talent, but we have created the perception of a stale, unappealing industry. This couldn’t be less true, however – the WISCONSIN INDEPENDENT AGENT

I believe we’ll get to a place where consumers are not only searching and quoting online, but will be far more willing to purchase online – our distribution channel will need to respond to this, with insurers, technology providers and agents working seamlessly to a much greater degree. – Ron Berg quantity and variety of challenging and goodpaying jobs is a huge plus for the independent agent distribution. We simply must capitalize on this, using programs like InVEST. Another threat is simply the acceleration of technology trends and not only responding to them, but anticipating direction. Things like drone, telematics, Smart Homes, the Internet of Things, AI/machine learning, the sharing economy – we must be able to rapidly understand and execute on the top priorities. The good news is that we’re getting much better at this on the whole.

Is artificial intelligence, as some commentators have suggested, the beginning of the end for brokers? Is it a dying profession? I don’t believe AI will necessarily harken the end of the independent agents – particularly if we as a distribution learn and implement ‘best practices’ using AI and machine learning. Machine learning (chatbots, guided interactions) can complement and support strained agency staff – providing online support to incoming consumer requests, and directing responses to the correct agency representative. Agents can choose to implement solutions as deeply as they need, from the chatbots previously mentioned to more in-depth guided conversations. AI will have an impact on our distribution channel, but we can learn from it.

What tech developments do you see having the greatest positive impact on insurance? A number of emerging technologies and processes are having a massive impact on insurers: the refinement and availability of

advanced analytics and business intelligence (BI), artificial intelligence and machine learning, drones, geospatial analytics, telematics and usage-based insurance (UBI), autonomous driver-assisted vehicles reducing risk, and even things like 3D-printing. Many of these are greatly improving underwriting and actuarial processes, minimizing turnaround time, and making carriers more efficient.

How do you see the industry operating in, say, 10 years’ time? (From the way carriers sell to the way consumers buy?) I believe we’ll get to a place where consumers are not only searching and quoting online, but will be far more willing to purchase online – our distribution channel will need to respond to this, with insurers, technology providers and agents working seamlessly to a much greater degree. The advent of autonomous vehicles will ‘flatten’ the personal auto line, but with agents then needing to specialize, there will also come with that more complexity for the online consumer. Usable data will be far more prevalent for not just insurers and vendors, but also agents who can then make realtime strategic decisions. Real-time transactions will not just be an ‘ease-of-doing-business’ > Sam Boyer is news editor for Insurance differentiator, but Business America critical in almost every magazine. This article was originally aspect for agencies published on to attract and retain insurancebusinessmag. com on April 6, 2017. business.

MAY 2017 | 13

ASK AN EXPERT: WORKERS’ COMPENSATION Q:

Independent/Subcontractor Workers’ Comp Coverage One of our insureds was told that general contractors (GC) cannot pick up work comp coverage for their independent/ subcontractors and they must purchase it themselves. Is this true?

Qualifying Workers as Employees I have a workers’ compensation insured that has full time employees (paid on a W-2 basis through payroll) and a long list of people who are paid on a 1099 basis. The carrier has always charged for the 1099 workers on the audit and I have always known them to be covered. But an attorney has told the insured that unless they are on a W-2 basis they do not have coverage per a state statute (which no reference was provided). Could the attorney be correct in any way? Attorneys are shocked when they learn they don’t know everything, and this particular attorney is going to be shocked beyond all belief. In work comp situations, it doesn’t matter how a person is paid — W-2, 1099, cash under the table, or in guacamole. What matters in workers’ compensation is the worker’s status as an employee at the time of the injury. There are four types of “employees”: direct, de facto, de jure, and special (borrowed servant). A direct employee is the one on the payroll. De facto employees are employees based on the facts of the situation (how much control does the employer have over the actions of the worker). De Jure employees are employees because the law says they are (i.e., the employees of an uninsured subcontractor may be considered employees by law). Finally, special employees, often called borrowed servants, are employees who are assigned by his or her employer to work for another employer. So, the question isn’t, how are they paid; the question is, do the workers qualify as employees (based on the types of employees) at the time of the injury.

14 | FEBRUARY MAY 2017 2017

That’s an interesting question because there are two statutes in most states that address a contractor/subcontractor relationship. First, statutes in every state require the direct employer to provide workers’ compensation protection to all employees. This is a The Virtual University is a Big “I” nondelegable duty. A direct employer members-only resource. Many falling under the conditions of the articles are based on real-life work comp law must provide the questions received by the Ask an Expert service. This service requisite work comp coverage. So, the ensures that the information is answer to your question is, no, the GC current and topical. Go to www. cannot provide the coverage. It is the independentagent.com/Education/ responsibility of the direct employer. VU/. You will need to login with your IIABA username and password before using the VU. The IIAW and But 44 states (including Wisconsin) IIABA do not assume and have require an upper tier contractor to be no responsibility for liability or responsible for the employees of an damage which may result from the uninsured subcontractor - these are called use of any of this information. De Jure employees. In short, the upper tier is statutorily responsible to provide work comp protection to the employees of any subcontractor who does not comply with statutory requirements.

Although these seem to be at odds, they actually work together to assure there is protection from some source. If the direct employer does not provide the requisite coverage, they are subject to legal penalties (such as fines and other such penalties as prescribed by law). But, the law wants to make sure an injured worker is protected, thus the De Jure employee law. But the De Jure employment status is a default status. The direct employer has the duty to provide the coverage.

> Various faculty members of the Virtual University contributed to this article.

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Benjamin Franklin once said, “Experience keeps a dear school, but fools will learn in no other.” In other words, you can rely solely on firsthand experiences to gain sales knowledge -but it might be painful. For example, losing a huge deal because you failed to connect with the decision maker will teach you to involve the budget authority in future deals. However, you’ll have missed out on a valuable opportunity in the present. To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy. Picking a book can be tough, as there are thousands to choose from. Enter: This reading list. We’ve curated the top-ranked books from Amazon’s sales best sellers. Whether you want to learn to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there’s a pick here for you.

The Best Sales Books for Salespeople and Sales Managers 1) “The Challenger Sale: Taking Control of the Customer Conversation” by Matthew Dixon and Brent Adamson According to a study of thousands of sales reps across multiple industries and geographies, the most successful put their energy toward delivering valuable insights -- not becoming their prospect’s friend. Join the ranks of the top performers with Adamson and Dixon’s signature Teach, Tailor, and Take Control methodology. 2) “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman CEB’s latest research reveals even Challenger WISCONSIN INDEPENDENT AGENT

salespeople struggle to close without the help of a very specific type of customer stakeholder: The Mobilizer. In this book, you’ll learn how to identify Mobilizers, engage them, and work with them to get deals over the finish line. 3) “New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development” by Mike Weinberg Looking for a one-stop guide to bringing on new business? Look no further. In this book, Weinberg lays out a proven formula for finding prospects, developing the relationship, and reaching a mutually beneficial agreement. 4) “The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible” by Brian Tracy Learn how to harness psychological principles in the sales process while simultaneously getting a dose of personal motivation. 5) “The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal” by David Hoffeld Hoffeld’s advice is based on the latest research in behavioral economics, social psychology, and neuroscience. You’ll learn a science-based approach to asking questions, securing incremental commitments, resolving objections, reducing your competition’s influence, and more. 6) “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” by Mark Roberge Sales leaders aiming to scale their sales team and build a multi-million dollar business should definitely pick up this book, written by former HubSpot CRO Mark Roberge.

7) “Influence: Science and Practice” by Robert B. Cialdini Cialdini reveals the six psychological principles that cause people to comply. Once you’ve incorporated these powerful concepts into your messaging, leading your prospects to say “yes” will be less challenging. 8) “To Sell Is Human: The Surprising Truth About Moving Others” by Daniel H. Pink If you’re currently working in sales, you’re probably well aware the old playbook doesn’t work. Pink offers fresh yet practical insights to modern selling, including how to move others, make your message clearer and more persuasive, and gain referrals. 9) “Secrets of Closing the Sale” by Zig Ziglar This book includes more than 100 different ways to close depending on the situation and 700 thought-provoking questions to use with prospects. You’ll also find suggestions from a hundred of America’s most successful salespeople. 10) “If You’re Not First, You’re Last: Sales Strategies to Dominate Your Market and Beat Your Competition” by Grant Cardone Selling is especially challenging during an economic downturn. Cardone’s book provides readers with actionable strategies for maintaining -- and > Aja Frost is a staff even growing -- your writer for HubSpot. For books 11-20, go to revenue during hubspot.com and search tough financial ‘20 Most Highly-Rated times. Sales Books of All Time.’

MAY 2017 | 17

COMMUNITY SERVICE

WEST BEND NAMES SPIRIT OF THE SILVER LINING AWARD RECIPIENTS ACROSS THE MIDWEST West Bend Mutual Insurance Company recently presented $90,000 to nonprofit organizations supported by independent agents representing the company. The awards were presented to agencies in Wisconsin, Indiana, Iowa and Minnesota.

Sp rit of the SILVER LINING

n addition to the grants from the West Bend Independent Agents’ Fund, the agents and nonprofit organizations received the Spirit of the Silver Lining Award which honors their dedication to delivering a silver lining to those in need. In Wisconsin, a Spirit of the Silver Lining Award was presented to D.J. Rodrian, president of Rodrian Insurance in Brookfield, and Just One More Ministry, Inc.

13 Greater Milwaukee inner city churches that support pantries and community meal ministry programs. In 2016, Just One More Ministry donated more than 25 tons of rescued foods and provided around 125,000 meals. D.J. created and maintains the organization’s website and leads fundraising efforts. “At West Bend, we have a proud tradition of giving back to the communities in which we do business,” said Kevin Steiner, president and CEO. “The Spirit of the Silver Lining Award is a unique program that allows us to express our gratitude to our agent partners on whom we rely to identify the causes that matter most in our communities.” Other Silver Lining recipients include:

To combat the estimated 40% of food wasted in the U.S. each year, Just One More Ministry rescues and repackages prepared food, fresh produce, and bakery items from many Milwaukee suppliers and redistributes it to

• Byron Kauffman, risk manager at Wetzel Insurance Agency, Inc. in Warsaw, Indiana, and Operation FINALLY HOME. • Chris Phillips, vice president and insurance

agent at City Securities Insurance in Indianapolis, Indiana, and Children’s Bureau, Inc. • Craig Schroeder, executive vice president of sales and marketing at AW Welt Ambrisco Insurance, Inc., in Coralville, Iowa, and The Fight With Flash Foundation. • Matt Clysdale, president of Maguire Agency, Inc. in Roseville, Minnesota, and Cradle of Hope Adoption Center, Inc. • Jennifer Kolquist, account manager at Cartier Agency, Inc. in Duluth, Minnesota, and Shawn Sullivan, CEO of the MacKenzie Agency in St. Peter, and the Minnesota/North Dakota/South Dakota Chapter of the ALS Association. Since 2006, West Bend has awarded more than $1,000,000 in grants for sustaining support, special projects, or capital projects to nonprofit organizations representing a broad field of interests, including, but not limited to, arts and culture; education; the environment; family, youth, and elderly; health and human services; medical research; and community development.

PARKS RECEIVES SPIRIT OF EXCELLENCE AWARD Dr. Martin Rudd, regional executive officer and dean of UW Colleges Northeast Region, presents the Spirit of Excellence Award to Rick Parks.

provided noteworthy support to the university and its foundation. “Rick’s exceptional commitment is evident in his personal and professional support of education,” said Rhonda Stucky, executive director of the UW-Fond du Lac Foundation. The University of Wisconsin Fond du Lac Alumni Association recently presented its Spirit of Excellence Award to Rick Parks, president and CEO of Society Insurance. The Spirit of Excellence Award, presented at the annual UW-Fond du Lac Corks & Forks dinner auction, recognizes people who have WISCONSIN INDEPENDENT AGENT

Stucky cited Parks’ role in providing the Society Insurance Charitable Scholarship, his encouragement of company employees to serve as active community board members and his personal service for organizations including American Red Cross, Fond du Lac Area Women’s Fund, Fond du Lac Area Association of Commerce and Rotary.

MAY 2017 | 19

CONTINUING EDUCATION

ABEN ONLINE CE CLASSES

IIAW ONLINE CE CLASSES

Commercial Property Endorsements That Can Make You Money! 2 CE Credits Approved Date: May 23, 2017 Location: ABEN Online – iiaw.aben.tv Time: 1:00 – 3:00 PM

Ethical Dilemmas: Making the Right Choices 3 CE Credits Approved Date: May 22, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Insuring Condominiums 2 CE Credits Approved Date: June 7, 2017 Location: IIAW Webinar – iiaw.com/events Time: 9:00 – 11:00 AM

From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: June 7, 2017 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:20 PM

Ethics in Today’s Changing Times 4 CE Credits Approved Date: June 15, 2017 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 6:00 PM

E&O Risk Management: Meeting the Challenge of Change 6 CE Credits Approved Date: June 15, 2017 Location: ABEN Online – iiaw.aben.tv Time: 9:00 AM – 3:45 PM

Data Privacy Insurance 2 CE Credits Approved Date: June 22, 2017 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 12:00 PM

Premium Financing 2 CE Credits Approved Date: June 26, 2017 Location: ABEN Online – iiaw.aben.tv Time: 10:00 AM – 12:00 PM

Income After Retirement: Where Does the Money Come From? 3 CE Credits Approved Date: May 25, 2017 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Commercial Property Coverages 3 CE Credits Approved Date: May 25, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Dispelling the Myth of Workers’ Compensation 3 CE Credits Approved Date: June 5, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

When the Child Becomes the Parent: Aging Parents & Insurance Decisions 3 CE Credits Approved Date: June 6, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Personal Auto Policy 3 CE Credits Approved Date: June 7, 2017 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

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AGENCY MANAGEMENT

WHY MOST INSURANCE AGENCIES ARE STUCK I asked an agency owner a few years ago about his goals. How did they envision their agency in the next five years? What I heard shocked me, yet as I talk with more and more insurance leaders, I hear it all too often.

Everything rises and falls on leadership. Everything.

He said, “In today’s competitive climate, we really just want to maintain the status quo. We would like to grow, but if we can just keep what we have now, that would be great.”

When you lose innovation and take things for granted, you become complacent. Complacency gets you stuck. Complacency puts you out of business.

Really? Status quo? While I understood what he was trying to tell me, I know the truth. There is no status quo. You are either are growing or dying. Period.

The second reason is often a result of complacency. For years, many insurance agencies have built their business model with one or two leaders and multiple followers. This model may work for a while, but what happens when the leader wants to retire, gets sick, or simply gets bored? They are stuck.

This has never been more true than in today’s insurance landscape. Independent agencies in particular, are either gobbling up other agencies, or they are being eaten. While that may seem harsh, it is true.

> Stuck trying to find people > Stuck trying to keep people

Why are so many insurance agencies stuck or paralyzed in fear? There are a number of reasons for this but two come to the surface. 1. Complacency. 2. No leadership development. The first reason, complacency, is often the result of simply thinking that the things that got you here will be the same things that will keep you here. If you think that’s true, go ask someone who used to work at Kodak, Blackberry, or any taxi company. WISCONSIN INDEPENDENT AGENT

people? Growing agencies grow more leaders. Stuck agencies grow more followers. As my mentor and leadership expert John Maxwell (johnmaxwell.com) teaches in the Law of the Lid,“Your effectiveness will never surpass your leadership ability.” If your leadership skills are a 4 out of 10, your agency will never rise above a 4. Leadership ability is a skill you can learn and develop. It’s never too late. So let me ask you: Are you willing to put the work in? Are you ready to learn what true leadership is really about?

> Stuck trying to even want more people Here is the bottom line: You must learn to develop your people. This is also the major problem: People are challenging. Developing people is hard work. You must put the work into growing your people up front to avoid the pain of losing them (and your clients) on the back-end. How are you at developing your people? Are you willing to work at developing your

There is no status quo. Everything rises and falls on leadership. Everything. The insurance industry needs strong leadership. It needs leaders willing to develop themselves and their teams so that businesses can grow.

> Brent Kelly is a speaker, trainer, and coach and co-founder of Agents of Growth. Brent recently presented at the 2017 Annual Convention. Go to brentmkelly.com.

MAY 2017 | 21

2017 PRELICENSING CLASS SCHEDULE

Conducted at State Association Headquarters, IIAW prelicensing classes fulfill the study requirements for life, health, property and casualty. Full course materials — not just an outline — are included with registration. The classes are:

P ROPERTY & C ASUALTY April 17-20

May 15-18

May 22-25

June 5-8

June 19-22

July 10-13

July 24-27

August 7-10

August 21-24

September 11-14

September 25-28

October 9-12

October 23-26

November 6-9

November 13-16

December 4-7

December 11-14

To register, click the Education tab on IIAW.com. For Wisconsin exam info, visit prometric.com.

CLASS SITE/DIRECTIONS The IIAW is located at 725 John Nolen Dr. in Madison, WI. When traveling south on John Nolen, it’s the last driveway before Highway 12/18 (Beltline). Located near the Alliant Energy Center and Sheraton Hotel.

INCLEMENT WEATHER If weather conditions are questionable, use your own judgment regarding your personal safety. If Madison public schools are closed, the IIAW is closed and prelicensing is canceled for the day. Canceled classes are made up on Friday.

HOTEL INFORMATION Students requiring lodging will receive a special rate at the Clarion Suites, 2110 Rimrock Rd. in Madison. Please call the hotel directly at 608.284.1234, and ask for the independent insurance agent’s discount.

!Designed to help you pass your state licensing examination. !The quickest way to meet the Wisconsin education hours requirement. !Taught by experienced insurance professionals who know the business. !Conducted in a comfortable classroom with free parking. !Approved by the Office of the Commissioner of Insurance.

IIAW MEMBER PRICING: $340 - Pricing given for full class registrations.

NON-MEMBER PRICING: $355 You may also take individual classes.

DAILY SCHEDULE Life & Accident/Health Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Life Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Life Policies, cont. & WI Life Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Accident & Health Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Accident & Health, cont. & WI Health Insurance Law

Property & Casualty Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Property Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Property Policies, cont. & WI Property Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Casualty Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Casualty Policies, cont. & WI Casualty Insurance Law ! Please contact Katie@IIAW.com for information about multiple registration discounts. The course fee includes all class materials. Materials are distributed on the first day of class. You receive: • The Life & Accident/Health or Prop. & Casualty Insurance Study Manual. • The Intermediary’s Guide to Wisconsin Insurance Law. • The State of Wisconsin Ins. Licensing Candidate Handbook. This provides all the necessary information to obtain a license.

ERRORS & OMISSIONS

BE WISE:

MAKE SURE YOU KNOW WHEN COVERAGES REALLY NEED TO START The diehard fans among us are bound to be familiar with the old baseball saying, “Life begins on opening day.” Those same fans also surely know that, like many such popular aphorisms, this one is dead wrong. Well before the first pitch of the season in blustery April, the team has spent months

requested coverages with an effective date of April 11. On March 20, John calls to tell you the restaurant had a soft opening for family and friends the previous night. Unfortunately, one

At the time of the initial meeting with a customer, you must discuss not only necessary coverages but also when they need to be effective. building out the roster, hosting spring training and getting the stadium and field back in shape for opening day—which is really the culmination of considerable labor, not its beginning. In this respect, America’s favorite pastime provides a valuable teaching moment for insurance professionals. Imagine that John Q. Client comes into your agency in January seeking coverage for a new restaurant he plans to debut in Wrigleyville at the start of the new Chicago Cubs season. He asks you to obtain liability, property, auto and workers’ compensation insurance and tells you the restaurant will open to the public on April 11. Without further discussion, you procure all WISCONSIN INDEPENDENT AGENT

of the chefs accidentally chopped off two fingers while preparing the house specialty, and John wants you to file a workers’ compensation claim. Taken aback, you tell him the coverages won’t take effect until April 11, the day he told you the restaurant would open. John is incredulous: “Surely you must have known there would be pre-work for the restaurant, including the hiring and training of staff.” He also points out that you never asked him when coverage was to incept and had not yet provided him with copies of his policies. The next call you make better be to your E&O carrier. Although the above scenario is fictitious,

it’s not unlike a number of claims Swiss Re Corporate Solutions has received against insured agents who write coverage for new businesses and startups. At the time of the initial meeting with a customer, you must discuss not only necessary coverages but also when they need to be effective. Many new businesses hire employees long before the day the doors officially open. Those employees could be out delivering flyers, meeting with suppliers and stocking the shelves—all activities that could lead to workers’ comp situations, or worse, automobile and liability exposures. Understanding the business model and the projected timeline of events are essential to ensuring the proper coverage is in place, as is securing the customer’s written signoff on the policy effective dates. This could all go a long way in helping prevent a > Ellen McCarthy is a misunderstanding about vice president and claim expert at Swiss Re. when coverage begins.

MAY 2017 | 23

MARKETING

CREATING A MARKETING STRATEGY WILL BOOST YOUR BUSINESS It’s important for agencies of all sizes to have a marketing and promotional strategy. For those that might not let’s start by defining what a strategy is. A strategy is simply future planning that helps you achieve your goals and objectives. So, a marketing strategy is a marketing plan designed specifically to accomplish your marketing goals for some period. For instance, a marketing objective could be to become a market leader in your respective niche. Therefore, the strategic plan would include comprehensive marketing research and creating a marketing plan to fulfill your customer’s needs. All organizations must have clear marketing goals tied to a marketing strategy to execute your goals.

Many small businesses don’t give as much emphasis on the need for marketing as they should. Marketing is often viewed as something that includes fancy advertising campaigns that cost lots of money. Marketing goes beyond sales and advertising.

Marketing helps your business stand out in the crowd Building your brand recognition is an essential part of developing your business. So here are some points that will help you create the foundation for your brand and increase business:

Remember: A goal without a strategy is just a wish.

a Understand the needs of your target

Marketing is for everybody

a How your competitors cater to customer

To attract and retain new customers, you and your business should have an understanding of using marketing to create value in the mind of the prospect. People are not just going to simply walk into your agency and purchase a policy if they are not aware of who you are, what you offer, and why they should choose you over others in this competitive market.

24 | MAY 2017

consumers

wants and desires

marketing plan. So, to build a successful brand and business, you need to address these crucial points.

A marketing plan is brainstorming a solid strategy One of the main advantages of creating a marketing plan is that it helps you better understand how to maximize your marketing budget and other resources to grow your business. Taking the time to create your plan will help you understand and discover the crucial factors which influence the success of your business. Instead of being concerned about the future, you attain a sense of full control over your business as a whole. Marketing research gives you an insight into your chosen target market:

a How are you going to explain what makes your agency different from the others You’re probably already familiar with these matters while developing your business plan, but too often companies fail to realize that these points are essential to creating a

a You can identify the target market and comprehend the value your product and service is generating to fulfill your customer needs

a You can determine your competitors and WISCONSIN INDEPENDENT AGENT

MARKETING the customer’s perception towards your competitors positive and negative points

a It helps in your brand positioning, which

means setting certain milestones and targets, which in turn aids in many areas such as:

a Proper allocation of resources and budget

makes you unique to your target market

a Team motivation a You can have a set of definite, measurable goals for specific time periods for the marketing activities

a The best way of determining the kind of audience approach which is required and aligned with the influential channels, messages, and tools to support it

A marketing plan enhances business management A strategic marketing plan will help everyone allocate time and other resources most effectively. Developing your plan

WISCONSIN INDEPENDENT AGENT

A marketing plan is certainly not a document that, once created, is then stored away in a desk or forgotten on your hard drive. It needs to be an ongoing guide, revised as necessary to reflect changes in your agency as it grows. It is essential to review your marketing plan on a regular basis.

a Performance management of marketing efforts and your staff members It’s not enough to just develop a marketing plan; it’s just as important to keep it updated and current.

A goal without a strategy is just a wish.

Creating an effective marketing plan requires time, focus and discipline. The process is extremely challenging, but is a good discipline to develop and who knows – it just might prove to be creative, rewarding and fun in > Steve Anderson wears the long run for all many hats. Learn more at steveanderson.com involved.

MAY 2017 | 25

News

Kathy Meyn, Exchange Club member and Society employee, presented the award to Society’s president and CEO Rick Parks at Society’s corporate headquarters in Fond du Lac.

Members in the

Society Insurance names Schultz Chief Operating Officer Society Insurance has officially announced the election of Dina S. Schultz to the role of senior vice president and chief operating officer. Schultz was appointed to the position of senior vice president of operations and Dina Schultz innovation last fall after the retirement of Bill Reeves was announced. At that time, Society’s board of directors had expressed its intent to name Schultz COO after the retirement was official. As COO, Schultz will continue to oversee the underwriting, claims, sales and marketing, and human resources departments at Society. “Dina and I are very excited to keep Society’s momentum going strong in 2017,” Society President and Chief Executive Officer Rick Parks said. “Society ended 2016 with a record direct written premium of $168.1 million, and under Dina’s positive leadership, I have no doubt that the future is even brighter.” Schultz brings more than 30 years in business and leadership expertise to the position, with nearly 17 years of executivelevel background in the insurance industry. Since joining Society in 2012, Schultz has led a full-scale rebrand of the company while steering Society toward profitable and long-term growth. Schultz has transformed the sales and marketing functions at Society in her time with the company, utilizing her strong marketing, advertising, public relations and operations expertise to focus on offering agents and policyholders many new products, tools and services to make the company easier to do business with. As an executive sponsor, Schultz is also overseeing a grassroots program to continuously improve Society’s operations through efficient processes and procedures.

As Parks accepted the award on behalf of company employees, he referenced his remarks at Society’s original flag dedication: Kathy Meyn presents the Exchange “Our flag is the ultimate symbol of this Club Proudly We Hail award to Rick country and what it stands for. Since the first Parks. Flag Act was passed in 1777, Old Glory has been a constant with service members as they fought to keep the freedoms we all hold so dear.” “It was the first thing that rose from the rubble of the World Trade Center in September 2001,” said Parks. “The flag defines America and the unique American experience.”

Society Insurance Names Schwefel Controller and Assistant Treasurer Society Insurance has announced the promotion of Tom Schwefel to the officer positions of controller and assistant treasurer. In his new role, Schwefel will oversee the assembly and reporting of key financial information, Tom Schwefel including accounting, tax planning and compliance, reinsurance administration and treasury management. He is also responsible for monitoring and enforcing internal financial controls, policies and procedures. Schwefel has more than 17 years of financial experience, with special emphasis on audits, tax practice, financial planning, real estate management and investments. Since joining Society in 2006, he has served in multiple managerial roles within the finance department, most recently as director of accounting. Schwefel currently serves on Society’s customer experience, business intelligence, investments and retirement planning committees. “Tom’s experience and leadership skills will make him successful in this role,” said Heather Boyer, Society’s senior vice president and CFO. “He has led the accounting function for the past few years, and has been instrumental in improving financial processes and controls as well as providing clear communication of complex information to diverse audiences.” Schwefel received bachelor’s degrees in accounting and sport and recreation management from Marian University. He holds the Certified Public Accountant (CPA) license and the Chartered Global Management Accountant (CGMA) and Associate in General Insurance (AINS) designations. Schwefel is an active member of the Wisconsin Insurance Accountants group.

Enders Wins Policyholder Service Excellence Award, Chooses Salute the Troops as Charity

Society Insurance Receives Proudly We Hail Award The Exchange Club of Fond du Lac has presented Society Insurance with its Proudly We Hail award, which honors individuals and businesses for their patriotic display of the American flag.

26 | MAY 2017

Jill Enders receives the Policyholder Service Excellence Award from Rick Parks, Society’s president and CEO.

Jill Enders was recently awarded the Society Insurance Policyholder Service Excellence Award in a brief ceremony at Society Insurance headquarters in Fond du Lac. WISCONSIN INDEPENDENT AGENT

As part of the award, Society donated $250 to Salute the TroopsWisconsin in Enders’ name.

Acuity Named Company That Cares

Enders, a rating services manager, earned the award for her inspired leadership of Society’s rating and policy processing team throughout a system upgrade that required extra effort from all team members to continue prompt, quality service to policyholders and agents. “Jill has the ability to take a challenge on and rally our team with enthusiasm to succeed,” said Jill’s teammate and nominator. “She is a true asset to the rating unit, the underwriting department, agents, policyholders and Society Insurance.”

Runners and walkers participate in the Acuity Health Challenge. This year’s event is July 15.

For more about Society Insurance, please visit societyinsurance.com.

EMC Announces New Leadership EMC Insurance recently announced two staff promotions in Wisconsin.

Dave Young

Dave R. Young is promoted to Branch Manager at EMC’s Milwaukee Branch. Dave began his career at EMC in May 2011 as Assistant Underwriting Manager and, in 2012, was promoted to Underwriting Manager. Mark Neubauer is promoted to Underwriting Manager at EMC’s Milwaukee Branch. Mark started at EMC in 2012 as a Senior Underwriter and was promoted to Underwriting Supervisor shortly thereafter.

Mark Neubauer

For more about EMC, please visit emcins.com.

Integrity Hires Van Sluys as Personal Lines Underwriting Manager

“We are honored to be recognized by PEOPLE as a company that cares for and supports our employees, their families, and the communities where we do business,” said Ben Salzmann, Acuity President and CEO. “Providing that support isn’t just part of Acuity’s philosophy, it’s the right thing to do.” PEOPLE partnered with Great Place to Work® to compile the ranking of the top 50 companies, which is based on surveys of more than 360,000 employees at nearly 1,000 companies across the country. In selecting Acuity, PEOPLE stated that the company offers many ways for employees to recharge during the day, including Ping-Pong tables that are always in use. It also noted that Acuity supports employees with benefits, gifts, education, and opportunities to earn, demonstrating a generosity that runs deep. Additionally, the Acuity Scholarship Program has awarded nearly $370,000 in scholarships to children of employees. For more about Acuity, please visit acuity.com.

Integrity Insurance is excited to announce the addition of Steve Van Sluys as Personal Lines Underwriting Manager.

Steve Van Sluys

In his position, Van Sluys will be responsible for overseeing Integrity’s personal lines underwriting team and ensuring profitability, sustained growth and execution of Integrity’s business objectives through quality underwriting, proactive portfolio management and strong customer service.

Vice President, Personal Lines and Marketing Steve Klingemann stated: “We’re excited to have Steve join our team. His background in insurance as well as first-hand experience within an agency will be a tremendous asset to our personal lines team.” Van Sluys brings more than 19 years of property and casualty insurance experience to Integrity. His most recent experience was with SIA of the Great Lakes where he focused on agency development and internal operations. Prior to SIA of the Great Lakes, Van Sluys spent time with Wilson Mutual Insurance Company in personal lines and farm underwriting as well as within the sales operation.

Acuity is named to PEOPLE’s first-ever top 50 “Companies That Care.” The list recognizes companies with 1,000 or more employees that show extraordinary compassion for their employees, their communities, and the environment, as well as being military friendly and embracing diversity.

Fortune Names West Bend a Top Financial Services Company West Bend Mutual Insurance announced it has been named to the list of “40 Best Companies in Financial Services” by Fortune Magazine. This award is the result of an employee survey that reported high levels of trust in management, as well as camaraderie and pride in what employees do each day. An average of 98 percent of employees of the companies that made the list reported they enjoy a stable workplace and describe their organizations as friendly. One of the responses on West Bend’s survey said: “I’ve been with this company for a long time. I’ve worked in many different departments and loved working in all of them. Overall, everyone is very friendly and it feels good coming into work every day. The pay and overall benefits are excellent! My manager is very flexible with my schedule when it comes to having to leave early for my kids or for appointments. This makes my life a little less stressful. I also have very helpful co-workers who will help me out if needed. It’s nice working with such great people every day.”

For more about Integrity, please visit integrityinsurance.com. CONTINUED ON NEXT PAGE WISCONSIN INDEPENDENT AGENT

MAY 2017 | 27

News Members in the

“I’m so proud of our team and their work to provide our superior service to customers throughout the state,” said Gordon. “Even though I’m now responsible for six states, I’ll continue to live and work in Wisconsin. I’m a lifelong Wisconsin guy and I cherish our culture and way of life.” A Monroe native, Gordon holds a business administration degree from University of Wisconsin-Madison and a Masters of Business Administration degree from the University of WisconsinWhitewater. He joined Erie Insurance in 2001. For more about Erie Insurance, please visit erieinsurance.com.

CONTINUED FROM PREVIOUS PAGE

“West Bend Mutual Insurance has worked hard over the last century to provide the highest level of service to our customers and to grow our business,” said Kevin Steiner, president and CEO of West Bend Mutual Insurance. “That same level of devotion is given to all of our associates, and we’re very happy for the continued support in making West Bend one of the best companies in financial services.” For more about West Bend, please visit thesilverlining.com.

New Erie Insurance Regional Vice President Will Keep Growth Priority

Rick Gordon

Rick Gordon, Erie Insurance branch manager for Wisconsin, has been promoted to regional vice president of the company’s West Region, which comprises half of Erie’s 12-state and D.C. footprint. Gordon will now oversee sales operations for Illinois, Indiana, Ohio, Kentucky, Tennessee and Wisconsin.

Under Gordon’s leadership as branch manager, Erie Insurance grew from the state’s 10th largest home and auto insurance company in 2015, to the 7th largest in 2017. In 2016, the company celebrated its 15th year in Wisconsin with a move to a new location to accommodate its growing staff. The office is located at Crossroads Corporate Center in Brookfield.

Since 1887, Badger Mutual has been the insurance company independent agents and policyholders can trust. Now, with our new TRUST Auto and Home plans, policyholders are receiving contemporary, broad coverages at our best rates.

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badgermutual.com 800/837-7833

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28 | MAY 2017

2/2/2016 8:31:25 AM WISCONSIN INDEPENDENT AGENT

ASSOCIATION STAFF

LIFE IS LIKE A WHEEL:

MEET MALLORY CORNELL, IIAW DIRECTOR OF RISK MANAGEMENT

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“I’d like to solve the puzzle.”

This quote says a lot about Mallory Cornell, the new Director of Risk Management at the Independent Insurance Agents of Wisconsin. Yes, she enjoys Pat and Vanna and all those fabulous prizes, but risk and adrenaline are the real draws, along with seizing an opportunity, not taking anything for granted, and just having fun. “It was definitely a bucket-list item — I was a contestant on Wheel of Fortune!” said Mallory. “I won a few thousand dollars, but the experience was incredible and definitely revealed my ultra-competitive personality.” That competitive streak started early. While growing up in Eau Claire, Mallory played basketball, volleyball, and track & field through her years at Regis High School. She continued playing volleyball at the College of St. Benedict in Minnesota. She transferred to UW-Whitewater after her freshman year to channel that competitive nature into pursuing a degree in social work. Mallory earned her B.A. in 2005. “After college, I moved to Green Bay where my family had relocated, to care for my mother who was battling breast cancer and to begin my career in social work.” This was a difficult time but Mallory continued the work she started in college, specifically working with pregnant and parenting teenagers. She led the Brown County Teen Parenting Program and was President of the Adolescent Parenting Coalition of northeastern Wisconsin. After five rewarding years, Mallory recognized that she needed to make a change if she wanted to accomplish her personal and professional goals. “My grandfather and mother, both former IIAW members, had very fulfilling careers in insurance so I reached out to my contacts to see what opportunities I might have. From there, I found a career in risk management, completed my M.B.A. (also from UWWISCONSIN INDEPENDENT AGENT

Mallory Cornell is the new Director of Risk Management at the Independent Insurance Agents of Wisconsin. Mallory’s husband, Paul, and their dog, Sandor, will relocate to Madison from Oshkosh next year. Sandor is a rescue dog and was named after a character in the Game of Thrones. Mallory and Paul are expecting their first child in July. Whitewater), and have never looked back.” In 2010, Mallory joined Willis of Wisconsin as a Client Advocate with 100 percent dedication to the Kimberly-Clark account. Two years later, she moved to Appleton and joined Kimberly-Clark as an Enterprise Risk Management Analyst. This ignited her passion for risk management. Like many who discover the insurance industry as a second career, Mallory found that the people who comprise this business are its strength. “I have met many wonderful and inspiring individuals since joining the industry and have been able to claim many as role models. I have been very impressed by the women in leadership as well as those who mentor young professionals.” At Kimberly-Clark, her responsibilities spanned from building training programs around risk identification and crisis management, managing casualty insurance programs, and building risk programs focused on Ethics & Compliance. She is a Certified Compliance & Ethics Professional. “I enjoyed traveling the world and working with the varied aspects of the business,” she said. “I have been very fortunate to have a fun and enjoyable life that has been full of adventure.” Her time at Kimberly-Clark was also personally gratifying as she met Paul, her husband. They were married in August 2016. “We are excited to welcome a baby girl into our family in July and we will be relocating to the Madison area early next year. I am

overwhelmingly grateful for all the gifts in my life and for this opportunity at IIAW.” As Director of Risk Management, Mallory will use her considerable experience to develop untapped resources for members in the areas of risk identification, prioritization and mediation. There are educational opportunities as well as tools that can be tailored to individual agencies, regardless of size or revenue. “I couldn’t be more excited to get started. My first priority is to make sure I have the right information to move forward in building the risk management program. To measure this, I will need to complete two key activities: build relationships with our members and gain additional industry insight and knowledge. I want to ensure my priorities align with what will add the most value for our members and build on resources that are already available. Independent agents who are part of IIAW have countless resources and services available to them. Agents need to focus on their own clients, so why not have someone focusing on you? If you have ideas on what risk management services you would like to see offered, please feel free to contact me.”

MAY 2017 | 29

FOOD FOR THOUGHT EINSTEIN: MORE THAN E=MC2 & CRAZY HAIR

Dreaming of refrigerators: Albert Einstein and Leó Szilárd. Albert is on the left.

Albert Einstein’s theory of relativity made him famous, but he made a living out of his earlier inventions—namely his refrigerator. On November 11, 1930, in an attempt to improve a design that was potentially dangerous, Leó Szilárd and Einstein, both physicists, patented what has become known as the Einstein refrigerator.

In 1922, Swedish engineering students Baltzar von Platen and Carl Munters invented the refrigerator that produced cold through heat using an absorption process, and was powered by electricity, gas, or kerosene. After hearing about a family being poisoned by toxic fumes that leaked out of a broken refrigerator seal, Szilárd and Einstein set out to create an alternative design. The new design had no moving parts, and operated at constant pressure using only a heat source. The heat source naturally pressurized the gas contained in a series of circuits to operate the appliance. No moving parts eliminated the wear and tear that could cause issues with the seal and meant it could last as long as 100 years, estimates said. The patent was bought by Swedish appliance manufacturer Electrolux, which still sells refrigerators today, but wasn’t commercially successful in the Depression era, and because less toxic chemical alternatives were introduced to make the original design safer. Recently, similar designs have been explored as an environmentally friendly option and for use in areas without electricity. Source: EDN.com

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If A is success in life, then A = x + y + z. Work is x, play is y and z is keeping your mouth shut. – Albert Einstein, 1929

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30 | MAY 2017

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