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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
FEBRUARY 2013
YOUNG AGENTS DAY AT THE CAPITOLMEETING WITH THE GOVERNOR
New RV Product Now on Big “I” Markets!
Ready to Roll?
Big “I” Markets has partnered with National Interstate, a premier provider of RV coverage, to bring you access to a product designed specifically for RVs. Why make a personal automobile policy fit when you can access RV Specialty Insurance and deal with RV specialists?
The National Interstate RV product features:
Full-timers coverage Disappearing deductible Total loss replacement Coverage for Commercial RVs
RV coverage can and should fit the RV! Log into Big “I” Markets at www.bigimarkets.com to learn more and to request a quote.
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BIGIMARKETS
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2013 OFFICERSPRESIDENT
Kathy JohnsonFirst Western Insurance
Rapid City SD
PRESIDENT-ELECTGerrit Juffer
Juffer Inc.Wagner SD
VICE PRESIDENTSteve Walker
First Madison InsuranceMadison SD
SECRETARY-TREASURERAnnette Conway
Western Dakota InsurorsRapid City, SD
PAST PRESIDENTDale Heesch
Dakota Ins AgencyBaltic SD
IIABA STATE NAT’L DIRECTORGary Joyce
Howalt-McDowell Ins. Inc.Sioux Falls SD
2013 DIRECTORSDISTRICT # 1
Jesse KonoldKey Insurance Inc.
Mobridge, SD
DISTRICT # 5Janet Noteboom
The Insurance CenterWinner, SD
DISTRICT # 2Mindy Huntington
Fischer Rounds & Assoc.Watertown SD
DISTRICT # 6Pat Tollefson
Insurance PlusAberdeen SD
DISTRICT # 3Steve Walker
First Madison InsuranceMadison SD
DISTRICT # 7Annette Conway
Western Dakota InsurorsSturgis, SD
DISTRICT # 4Chad Dubisar
Boen & AssociatesSioux Falls SD
DISTRICT # 8Dan Maguire
Black Hills Agency IncRapid City SD
EXECUTIVE VICE PRESIDENTJerry Diamond
IIASDPierre SD
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
AT UNITED FIRE GROUP . . .
Independent agents are the backbone of our insurance business. So, when you talk, we listen. Your requests have prompted us to provide real-time technologies for your convenience. We know you have better things to do with your time than perform tedious data entry. That’s why we’re using the latest technology to provide you with real-time access to your customers’ account information on ufgAgent.com.
Transformation Station and Transact Now™ make real-time inquiry available for:
• Policy • Billing • Claims • Loss runs
Renewals, endorsements, new business, cancellations, reinstate ments—automatically downloaded into your agency management system with updates downloaded nightly. Contact our United Fire marketing team at 800-828-2705 to learn more about these real-time technologies. Go ahead . . .we’re listening!
United Fire GroupCedar Rapids, Iowa www.ufgAgent.comFollow us on Facebook!
®
UNITED FIRE AGENT RON HAMMERBERG The Executive Corner
Jerry Diamond, Exec VP
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Are You a Leader or a Follower?
I am sure most of you know through the emails and phone calls that there have been many insurance-related bills introduced in the 2013 Legislative session. Some of them have been challenging and require immediate response to inform the legislators on the positives and negatives of their actions. Often we will have bills being heard in both the Senate and the House committees at the same time and it is impossible to talk to all of the legislators involved.Just when you think you have everyone on board, an amendment is passed that changes theopinions of those on the committee. We have been working overtime to keep you all informed of the status of legislation that can and will affect your business, our industry and your Association. These emails are often accompanied by a request or “plea” for you to contact your local legislators by email or phone to voice your opinion as a member of the Independent Insurance Agents Association and also as a voter and citizen of South Dakota. Talking points and opinions are usually attached or in the body of the emails to allow you to understand the position we are taking. We are trying to accomplish three goals with these emails: 1) A better voice on insurance-related legislation or simply put – more clout on these issues; 2) Better relationship between you and your legislator and 3) Assist your association to preserve the future of the insurance industry in South Dakota.I see what is happening in Washington, DC with citizens doing nothing but complaining. It is the same on our state level. If you want to do something for the future of ourindustry, please take part in contacting your legislator and let them know of the concerns we have when we send out the Urgent! emails. We are not asking for a lot of your time, just contact the legislators in your district with an email or a phone call. They do keep count on who is contacting them and your emails do and will make a difference on how they vote.
Remember this – “You can roll over and play dead” and hope that other agents make the effort or you can be a LEADER and do something about your future and the future of our industry.
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E&O EDGE – Carolyn Hofer, E&O Administrator
The Big “I” Virtual Risk Consultant (VRC) is a web based sales and service resource designed to help your agency better serve your customers. The VRC improves agency staff ’s knowledge of client/prospect operations enabling them to better identify and cover client exposures – which in turn, results in a more professional relationship with clients and eventually leads to increased sales. The VRC offers consistent steps that assist agency staff with: 1)Understanding the client’s operation 2)Identifying exposures 3)Creating thorough customer proposals 4)Documenting files with signed coverage checklists Features of VRC: •ACCORD Forms Library -Printable applications -Instructions for completion of all forms •Policy Forms & Manual Analysis -Detailed analysis of ISO & AAIS forms -Comparisons of prior coverage forms -Relevant court cases and decisions -Quizzes for training and self-study -Risk management techniques •Insurance Words -Dictionary of Insurance terms -Glossaries for 11 business categories •Risk Assessment Tools -Narrative overviews of operations and exposures of over 650 business classes -Recommended SIC, NAICS, GL and WC codes -Risk specific questionnaires -Customer file documentation checklists -Pre-renewal questionnaires •Coverages Applicable -Simple and concise coverage explanations -Overview of 28 business classes -Coverage identification for over 600 risk with links to PF&M and ACCORD forms
•Business Building Letters -Examples/Samples of 330 professionally written letters for prospecting, service/ claims, account development -Professionally written articles for your use •Insurance Marketplace (Find a Market) -Find a market for hard to place coverage -E & S directory with direct links to company’s, brokers web site -Search by category and state or company name VRC is truly an affordable tool that will increase the professionalism of staff and limit exposure to E&O claims.
Try out the free demo at www.iiaba.net/vrc orcall Carolyn Hofer at 605-224-6234
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Division of InsuranceNews and Views
/ / / /
Progressive Casualty Ins. Co. and its affiliates, Mayfield Village, OH. Auto insurance prices and products are different when purchased directly from Progressive or through independent agents/brokers. Not available in all states. Market positions from Highline Data’s 2007 written premium data, NAIC 2008 market share data, and 2008 Millward Brown & Harris Interactive survey data. 10A00065.A11 (08/10)
Whether your customers drive it, ride it, or boat it. We can insure it.HELPING YOUR CUSTOMERS FIND THE RIGHT POLICY HAS NEVER BEEN EASIER. Partner with a leader. It’s no secret why drivers use independent agents. You offer quality service, and a convenience second to none. But Progressive can help too. Because Progressive is not only a leader in auto insurance, but also truck, boat, motorcycle and RV. Plus, drivers who switch to Progressive save an average of $550 on their auto insurance. So no matter what you’re helping your customers insure, together — we can help them insure it for less.
The South Dakota Department of Labor and Regulation, Division of Insurance Continues to
Assume Major Role at NAICThe 2013 committee assignments for the National Association of Insurance Commissioners (NAIC) have been filled and, once again, South Dakota is taking on a prominent role. The NAIC committees are extremely important in the development of model legislation and model regulations in that the committees’ work is frequently adopted by the States through their legislature and rulemaking functions. Furthermore, NAIC models are relied upon by Congress and the various federal agencies in setting national insurance standards. More information can be found at www.naic.org. South Dakota’s assignments are as follows:C Committee (Vice Chair): C Committee is the oversight committee for all property casualty activities at the NAIC. Any property casualty models developed by NAIC must be approved by C Committee. C Committee also plays a role in studying property casualty related issues and providing analyses to the states.Workers’ Compensation Task Force (Chair): The Workers’ Compensation Task Force reports directly to C Committee and is responsible for development of models affecting workers’ compensation insurance. One of the major initiatives of the Task Force is the NCCI lost cost development and its classification system. The Task Force serves as a valuable resource to the states in their regulation of workers’ compensation insurance.Regulatory Framework Task Force (Chair): This Task Force’s charges are a variety of health insurance issues, not the least of which is updating old models and creating new models for compliance with the Patient Protection and Affordable Care Act (PPACA). Recent work by the task force included completing the new individual and small group model acts designed to implement PPACA. Future task force work includes model regulations providing further detailed guidance for the states on PPACA implementation.Senior Issues Task Force: This task force deals with health insurance issues affecting seniors. The two primary areas that are dealt with are Medicare supplement and long-term care insurance. Surplus Lines Task Force: Surplus lines activity in the past two years has focused on compliance with the Non-Admitted and Reinsurance Reform Act (NRRA). South Dakota has implemented this law through its participation in NIMA, which is a surplus lines clearinghouse for all surplus lines filings.Government Relations Leadership Council: This is a committee of state insurance commissioners that focuses on federal legislation and serves as a voice for NAIC in Congress.Professional Health Insurance Advisors Task Force: This newly formed task force is assigned the work of analyzing and recommending options for addressing the negative
impact on brokers, agents and the health insurance market due to the loss ratio requirements of PPACA.State Government Liaison Committee: This committee has been formed as a forum for discussing issues of mutual interest between insurance regulators and state officials.Exchange Working Group: The working group is focused on the exchanges that are part of PPACA. In addition to the development of an exchange model law, this working group serves as an information conduit to the states on exchange related matters.ERISA Working Group: The ERISA working group develops models laws regarding the federal ERISA law. It also serves as a resource for states, especially in the area of MEWA enforcement.Crop Insurance Working Group (Chair): This working group is focused on crop hail insurance as well as MPCI issues. It regularly meets with federal officials to discuss areas of mutual concern with respect to MPCI.Regulatory Alternatives Working Group: This working group is designed for states looking for alternatives for states who do not wish to operate insurance exchanges in their states. The Auto Insurance (C/D) Study Group: This is a joint group of the Property and Casualty Insurance (C) Committee and the Market Regulation and Consumer Affairs (D) Committee for the study of the auto insurance markets, with a focus on reviewing issues relating to low-income households. The Study Group will oversee the effort.
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Kayla’s Technology Advice
Your Digital Brand
By: Kayla LongbrakeAdministrative Coordinator
GreatAmerican Crop.com
Other insurance companies can’t touch our iPAD app!
Our Crop agents can write, sign and submit coverage from the field. Can you?
Great American Insurance Group is an equal opportunity provider. 301 E. Fourth Street, Cincinnati, OH 45202
Sometimes the problem with “the next big thing” is that all the buzz around it can drown out the legitimate value hidden beneath. Take social media. Many independent agents have become so overwhelmed by the constant clucking about this“must do” marketing tool that they simply have dismissed it as non-essential and faddish—and then promptly gone back to business as usual. And, in a sense, these agents are half-right: Some of the social networking communities will be lost in a blink, overtaken by the next “next big thing.” But many will be with us for a long while. And underneath all the tweeting, friending and geolocating is a valid core that independent agents should heed: Relationships increasingly have a digital component and learning to effectively use these tools can enhance your offline relationships and build your agency brand. So, how can you sift through all the noise to leverage the true benefit of social media? In short, think strategically and use some common sense. Herein, a few thoughts to get you started.1.Have a plan. If you don’t have a holistic marketing-communications plan for your agency, you’re almost certainly wasting money and you probably have no idea what’s working or why. Draft a plan that outlines the following elements, and include any social media efforts; don’t separate social networking from your overall activities. A.Goals. Be as specific as possible. For example, “Increase new middle market accounts by x%” is better than “Grow commercial lines revenues. B.Budget. The best agencies budget between 3% and 5% of revenues for marketing (1% to 3% for very large firms), with more funds allocated in years with big projects, such as a major rebrand. Keep in mind that Web development is far less expensive than it used to be and that social media can be virtually free. C.Audiences. Building a profile of your targeted buyer will enable you to better identify good vehicles (publications, web sites, etc.) and develop messaging.
D.Messaging. List all the points you want to convey in your plan, realizing that not every message is appropriate for every audience, campaign or outlet. E.Vehicles. Identify the various publications, radio stations, Web sites, etc. that you want to use for advertising, and which you might target for PR efforts (they may not be the same). Include any direct marketing efforts as well as social media and blogging. F.Responsible parties. It is best to have one person internally supervising all the efforts, but identify all contributors, including those posting to social media, blogging, drafting bylined articles or being interviewed for local press. G.Metrics. Include short-term measurements such as Google analytics, incoming calls and readership numbers, but consider long-term goals, as well, such as new business from current clients, increased commercial revenues and retention.2.Assign a community monitor. Keeping track of your agency’s online posts and followers’ responses can take time—but you don’t have to do it yourself. Assign the task to someone who enjoys social networking and “gets” the immediacy of it. While this may be a young producer or college intern, don’t rule out older employees, as social media use is growing leaps and bounds among Boomers.3.Follow offline rules. You wouldn’t (or shouldn’t) go to a Chamber of Commerce dinner and talk non-stop about yourself or your agency. Rather, you’d engage other people in a more personal way—ask about their business or kids or new car, or commiserate over last week’s loss for the home team. And, most important, you’d listen. These same standards of conduct should be followed online as well. If you don’t—just like in the offline world—people will avoid you.
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IIASD - LEGISLATIVE OPEN HOUSE
8
“ Don’t let clients compromise on data compromise coverage.”
An incident of data compromise can have a negative impact on your clients’ credibility and profits. You can help protect them by adding EMC’s data compromise coverage to their insurance program. It’s just one of the many reasons policyholders Count on EMC®.
Tanya Wentzel, Des Moines Branch Marketing Manager
Omaha Branch: 800.338.9735 | Home Office: Des Moines, IA www.emcins.com© Copyright Employers Mutual Casualty Company 2013 All rights reserved
Cross-Sell Strategy #7DATA COMPROMISE COVERAGE
Continued from Page 6
4.Be brand consistent. Your social media presence should share the look, feel and messaging of your agency’s other touch points. So, if your Web site promotes your agency as commercial-lines oriented, then your Tweets should be in sync. And if your agency’s color palette is typically gray and green, don’t dress up your Facebook page in blue and gold. Think both strategically (Are we telling the same story in our online and offline touch points?) and tactically (Does our avatar (online representation) reflect our logo?). Conducting an image assessment every few years is a great way to align all the pieces that communicate your brand.
5.Think service—and listen. Some of the most successful social media adopters use their online presence more for service and customer communications than for marketing. One agent, for example, posts weather warnings and other local news on his Facebook and Twitter accounts. Because he’s not spamming with promotional material, he has developed a healthy following—and the appreciation of those who avoided the downed tree or the flooded byway because of his Tweet. Such low-key posts reinforce his position as a good guy in the community, which helps his agency brand. Esurance, the online auto provider, pays careful attention to any online conversations about its brand so that it can respond in real time to unhappy customers or other malcontents. Think of your social networking sites as a rolling customer survey. (And don’t think that these negative comments won’t happen if you’re not listening online; they will, but you’ll be none the wiser.)
6.Don’t expect miracles. Anyone who tells you they are quadrupling sales through social media is likely blowing smoke. That may sound like an excuse to toss aside a social media effort altogether, but it’s not. Social media, like many branding vehicles, can be powerful in keeping your agency front of mind, and it is wonderful for humanizing your firm. But you wouldn’t (or shouldn’t) expect one ad in the local paper to transform your business, and you should be equally realistic about social media.
Article By: Maureen Wall Bentley- Exec. Vice President of brand strategy for Aartrjk
www. rascompanies . com1.800.732.1486Our Focus. Your Opportunity.SM
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Hospitality Manufacturing Services Medical
A better way for our South Dakota Agents to write small business...
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Time is money and in today’s competitive marketplace RAS can help yougrow and retain your small work comp business. With these features, ourproduct is a simple and fast way to meet your small employer’s needs.
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TRUSTED CHOICE® EXPANDS REIMBURSEMENT PROGRAM – GET $500 BACK!
Get paid to advertise with Trusted Choice!
The 2013 Marketing Reimbursement Program will again reimburse a portion of your expenses, up to $500 per location, for Trusted Choice marketing. This is a brand new opportunity and all Trusted Choice members are eligible. You will be reimbursed at 50% of cost for such things as business cards, letterhead, envelopes, agency signage, logo-wear and advertising. Remember,
this is up to $500 per location.
You can access the application at www.trustedchoice.com/agents.You will need your username and password.
ACT NOW!!!!
Insuring the Midlands Since 1891
Les Hileman, CPCU, AICVice President of Agencies
PROVIDING INSURANCE FOR 97 YEARS:
Personal & Commercial Automobile
Farmowners/Ranchowners
Umbrella Liability
Homeowners & Mobilehome
Fire & Allied
Lines
Personal & General Liability
Contact Mel Juran 605-775-2636
Agent & Customer Service
Oriented
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CALENDAR OF EVENTS FOR 2013
February 27th-28thFarm & Small Town/Spring Crop Seminar
Cedar Shores-Oacoma
April 16th-20thLegislative Conference
Washington, DC
June 3rd-6thE & O Seminars
Rapid City, Pierre, Aberdeen, Sioux Falls
June 18th-19thRiver Days/Walleye Classic
Pierre,SD
August 22ndFall Crop Seminar
Pierre, SD
October 6th-8thBoard Meeting & Annual Convention
Sioux Falls, SD
November 13th-14thBoard Retreat
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RELAX.WE’VE GOT YOUR BACK.
www.acuity.com
facebook.com/acuitywow
FOR ALLTHATMATTERS
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Northern States Agency, a Managing General Agency & Wholesale Broker for over 55 years, providing a wide range of commercial insurance:
General Liability Property Garage Commercial Auto Excess Auto Workers Compensation
Our underwriters average over 10 years experience with NSASame day or next day response on submissionsGreat Service, Great Products, Great People
2145 Ford Parkway, Suite 202 St. Paul, MN 55116
P: 800-328-0828 • F: 651-646-1971 www.nsa-mga.com
We are known for transportation, BUT… Did you know we have a FULL HOUSE?
Inland Marine & Cargo Umbrella & Excess Professional Liability Miscellaneous E & O Directors & Officers
Your TOTAL Solutions Provider
RELAX.WE’VE GOT YOUR BACK.
www.acuity.com
facebook.com/acuitywow
FOR ALLTHATMATTERS
Farm & Small Town Conference
February 27th & 28th
Cedar Shores Resort – Oacoma, SD
Do you have the Winter Blues? Looking for excitement?Pick up some new ideas – Learn what ‘s going on in the Insurance Industry?
Truck on down to the FARM & SMALL TOWN CONFERENCE. We can resolve all of the above issues with the great agenda we have planned.
We will kick off the afternoon session on Wednesday, February 27th at 1:00 PM with two concurrent sessions. The Spring Crop Update will feature Doug Hagel and Cynthia Cruea from Risk Management Agency out of
Montana. This presentation will also include one hour of Crop E&O Loss Control with Bob Fulwider from an Iowa agency.
Health Care Reform in Action will be taking place at the same time with Randy Moses from the Division of Insurance to inform us of the soon-to-be implemented changes that will affect both consumers and agents as a
result of the Health Care Reform Act. This session will include a Legislative Update. Be prepared for a Good Time on Wednesday evening as we “wine and dine” together. This is a great time to
connect with other members, company partners and relax and shake off those Winter Blues! Up bright and early Thursday morning to learn all there is to know about Farm Truck Transportation
coverage. We all know farmers are moving equipment on the highways, trucking grain for themselves and neighbors – where are the coverage loopholes!
We will send you off after a hearty lunch to tackle the issues back at your agency with a fresh attitude.JOIN US AT FARM & SMALL TOWN – OUR COMPANY PARTNERS WILL BE THERE, TOO!
Move It on Out-Desk Disease!
Are you a victim of Desk Disease? Studies have shown the amount of steps taken per day by desk working men and women compared to men and women in Amish communities differs by a whopping 9,000 steps! Over time, the constant consumption of more calories than are burned per day leads to accumulation of fat, increased weight and eventually obesity. Try these ideas – burn up to 1,000 more calories per day! •Parkafewblocksawayfromworkandwalkthe extra 10 minutes twice a day •Spendyourlunchwalking-take15minutestoeat and spend the rest on the move •Exchangeyourworkphoneforaheadsetand take office calls while pacing •Tryoutawalkingmeeting–morebloodflowto your brain will help you think better •WhenwatchingTV,walkupanddownstairs,do pushups or sit ups during commercial
Challenge yourself to more steps per day!
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www.iiaba.net/Flood
Just a guppy
when it comes to selling flood?
Don’t be shy - Big “I” Flood is here to help.There’s a lot to understand when it comes to flood insurance. We admit it! From changing flood zones to determining the best level of protection for our client, there is a lot to navigate. So even though you’re a big fish when it comes to selling other coverages, flood can make you feel like a guppy! But don’t let this prevent you from offering flood coverage to your clients. We’re here to help you understand and sell flood.
Big “I” Flood provides:ACCESS - In, Above & Outside of the NFIP!EDUCATION - Classroom CE or the new Flood Learning Center on VUADVOCACY - Representation on Capitol Hill & NFIP advisory committees
Learn more at www.iiaba.net/Flood, or contact Big “I” Flood Program Manager Linda Mackey at [email protected] or (800) 221-7917. Let us explain how we operate in, above, and outside the NFIP!
EFFORT e-FFORTLESS
GreatAmericanInsuranceGroup.comGreat American Insurance Group I 301 E. Fourth Street I Cincinnati, OH 45202
We’ll let you know when we invent the on-line plowbut for now, this might be the next best thing forAmerica’s farmers: a digital claims file managementsystem that enables our insurance adjusters to respond more quickly and efficiently to losses. That’s theStrength of Specialization!
Crop Insurance Division
GreatAmericanCrop.com
Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services
P E R S O N A L I N S U R A N C E
When it comes to placing personal insurance for high-net-worth clients, your success is our success.
Grow your business by partnering with Burns & Wilcox. By working with our Elite Client Solutions team, you do not have to turn away clients: We have the products to cover all their needs. Our high-net-worth specialists have the expertise to create personalized solutions. Plus, our unrivaled access to markets allows us to create solutions with speed and diligence. Making personal insurance even more personal is what Burns & Wilcox does best as the largest independent wholesale broker.
Minneapolis, Minnesota | 612.564.1880 | toll free 800.328.1693fax 612.564.1881 | minneapolis.burnsandwilcox.com
32199_BURNS_MN1_IIASD_Personal_APPROVED.indd 1 1/10/13 10:11 AM
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“Insuring Homes, Farms, Businesses and Autos”
“A Personable Company Keeping You on Course’’
www.nstarco.com1-800-622-5230
Box 48 Cottonwood, Minnesota 56229
Rated “A+ Superior”
Offered Exclusively Through Independent Agents
Dues Deductibility:Dues to the Independent Insurance Agents of
South Dakota are not deductible as a charitable contribution but may be deductible as an ordinary
and necessary business expense.
For the Fiscal Year of 2012
77.71% is deductible as a business expense for your taxes.
22.29% is not deductible for taxes because that is the percentage that National uses for Lobbying.
If you have any questions please call 703-706-5456.
Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services
P E R S O N A L I N S U R A N C E
When it comes to placing personal insurance for high-net-worth clients, your success is our success.
Grow your business by partnering with Burns & Wilcox. By working with our Elite Client Solutions team, you do not have to turn away clients: We have the products to cover all their needs. Our high-net-worth specialists have the expertise to create personalized solutions. Plus, our unrivaled access to markets allows us to create solutions with speed and diligence. Making personal insurance even more personal is what Burns & Wilcox does best as the largest independent wholesale broker.
Minneapolis, Minnesota | 612.564.1880 | toll free 800.328.1693fax 612.564.1881 | minneapolis.burnsandwilcox.com
32199_BURNS_MN1_IIASD_Personal_APPROVED.indd 1 1/10/13 10:11 AM
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Scobie Group 1501 42nd St, Suite 100
West Des Moines, IA 1-800-475-1000 www.fwins.com
Scobie Group 14748 West Center Rd, Suite 202
Omaha, NE 1-800-825-4855 www.fwins.com
Sentry Knows TruckingSentry understands trucking is your number one priority. That’s why we constantly review and enhance our coverages to provide you with the insurance protection you need.
Some of the important coverages we offer include:
• Unlimited towing coverage
• Pollution liability
• Unladen liability
• Enhanced deductible options
• Non-trucking liability
• Blanket additional insured endorsement
• Cargo pollution cleanup
• Accident travel coverage
• Workers’ compensation coverage
Learn more about the products and services Sentry provides. Call today.
Property and casualty coverages are underwritten by a member of the Sentry Insurance Group, Stevens Point, WI. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits and discounts are not available in all states. See policy for complete coverage details.
688225 05/26/11
Ringwalt & Liesche
Tired of waiting for the market to change?
Send your submissions to: [email protected]: 800-708-7448 • F: 402-916-3333 • www.Ringwalt.com
At Ringwalt & Liesche, we’re not waiting around. We’re proud to be an agency that can offer stability regardless of market conditions. Check out our website at Ringwalt.com to learn more, or just give us a call - we’d love to hear from you! • Commercial Auto
• Garage Liability
• General Liability
• Commercial Property
• Workers’ Comp
• Motor Truck Cargo
• Prize Indemnification
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How Much Will Health Insurance Go Up For YoungerAdults and Smokers Next Year ?
Many younger, healthier individuals could be surprised to see the cost of their insurance skyrocket 40 percent or more under the Affordable Care Act (ACA) in 2014. What's behind this? The ACA imposes a form of modified community rating which compresses the rate classes, and prohibits rating using gender or health status. The factors that can be used are the following: •IndividualorFamilyEnrollment •GeographicArea •Age •TobaccoUseThere are still limits within these factors. For example, the age factor only allows for a maximum 3:1 variation in premiums for adults, thereby capping its effectiveness at 3x the lowest rate. While the fact that age is factored in may be good news for young adults, who traditionally as a demographic use less health insurance than the elderly, the 3:1 variation limit puts some upward pressure on premiums for those in their 20s and 30s. We came across a neat website by a group called Young for Affordability which has an online calculator where you can by zip code see how much a young person’s health insurance will rise because of the changes. We encourage you to check this out and calculate the cost for young Americans at http://youngforaffordability.org/. Smokers Hit Hard Too: What many health experts are applauding is the impact the new rating will have on costs for smokers and, hopefully, an incentive to quit smoking. Millions of U.S. smokers will see huge increases as the new rating system will allow up to 50% higher premiums for smokers. Hardest hit will be older smokers who could see charges increase by $5,000; for example, it is estimated a 55 year old smoker rating penalty could reach $4,250 a year and a 60 year old could pay as much as $5,100 more in premiums. The theory is smokers’ health risk increased dramatically, and gets much worse with age. Some health critics said if the government wanted to really do something to curb health care costs they would have similar penalties for the obese as America seems to be getting bigger each year. It is estimated obesity is adding an astounding $190 billion to annual healthcare costs in this country.
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NEW MEMBERS CORNER:
Meet new members of our AssociationWe look forward to providing services to:
Associate Members:
Midwest Insurance Services, LLCAlexandria, SD
Principal- Doug Guericke
Join us in welcoming them to IIASD!
Not sure where to turn for Commercial Auto insurance?
Let the insurance experts at E&L show you the way.
www.ericksonlarseninc.com
Maple Grove, MN 800-442-3168
Fargo, ND 800-284-0965
Madison, WI 888-249-6050
www.nwgf.com INSURANCE FOR: Homeowners Farmowners Modular Homeowners Personal Auto Farm Property Dwelling Property Mobile Homes Excess Liability Farm and Personal Liability Classic Vehicle Semi-Truck
OBITUARY
Eldon "Red" Beukelman
May 16, 1935-January 17, 2013
Eldon “Red” Beukelman, age 77, died at Havasu Regional Medical Center in Lake Havasu City, AZ onJanuary 17, 2013. He was born on May 16, 1935 at Corsica, SD to Abe and Gertrude (Mulder) Beukelman.
He married Irma VanSteeg at Orange City IA on September 3rd, 1954. To this union, four sons and two daughters were born – Scott, Stephen, Jim, Jerry, Sandi and Sheryl.
“Red’s” 11 grandchildren and 3 great grandchildrenbrought much joy to his life. He is survived by his wife, children, grandchildren and a sister,Joyce Wrage of Brookings. He was preceded in death by his parents, two grandchildren and a brother, Ron.
“Red” grew up in Corsica, SD. He attended Northwestern College in Orange City, IA and Augustana Collegein Sioux Falls before going to work as an insurance agent for Prudential Insurance in Sioux Falls. From 1959 until 1962, they lived in Orange City where he sold agriculture equipment. They moved back to Corsica where he ran Beukelman Insurance Agency for 23 years before going to work for First Madison Bank Insurance Agency in Madison. In 1989, he started First Madison Insurance which he owned and operated until retiring in 2001.
“Red” was active in his community as a member of Lions Club, coached youth baseball and hunter safety courses. He was on the Corsica Fire Department, Corsica School Board and Douglas County Hospital Board.
He served on the Madison City Planning Commission and in several capacities in the United Methodist Church.
“Red” was very involved in the Independent Insurance Agents Association of South Dakota where he served as President from 1975-76 and was chosen “Agent of the Year in 1984. He was highly respected by his industry peers and served as a mentor to many - always leading by example. His ultimate goal was always to “help others” and he lived out that goal every day of his life.
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The Division of Insurance is seeking an Assistant Director to ensure only financially sound insurance companies are permitted to operate in the State by monitoring financial condition and statutory compliance of insurers doing business in the State of South Dakota. The Assistant Director will also make recommendations to the Director of Insurance on remedial enforcement actions for marginal companies to protect policyholders against financial loss. The Assistant Director will interpret, enforce and provide technical advice relating to applicable statutes, rules and regulations. The successful incumbent will also supervise a small staff to include an Assistant Chief Examiner, Financial Statement Analysts and administrative staff. Required qualifications to apply are knowledge of GAAP and statutory accounting principles and practices, and knowledge of the insurance industry; must have the ability to evaluate data and reach conclusions and communicate results; must be able to understand and analyze insurance company financial statements and direct certified financial examiners in the conduct of comprehensive insurance company financial audits. CPA or CFE is preferred.
Location: Pierre, SDSalary Range: $65,000 negotiable depending on experience
Please send application materials to : Susan Isaacson 500 E Capitol Pierre, SD 57501
HELP WANTED: Assistant Director, Financial Solvency
Department of Labor and Regulation
Pre-Licensing Class Announcement
IIASD and A.D. Banker of the Dakotas Have Partnered
We are excited to announce that IIASD and A.D. Banker of the Dakota have partnered to provide insurance and securi-ties licensing preparation classes and materials at a 15% IIASD Member Discount. A.D. Banker offers Exam Prep classes each month in Sioux Falls and quarterly classes in Rapid City.
Class schedules are listed at: www.adbanker.com/dakotas
Self-study and online study options for Exam Prep are also available. Materials and classroom instruction have been very successful with an average of 95% of students taking their license exam passing on the first try!Sandy Kost is the Owner/Managing Director of A.D. Bank-ers of the Dakotas and has worked in the insurance and financial services industry since 1988. She has worked with insurance agents, investment reps, agencies and banks in SD, ND, NE, IA, MN and WI. She has provided training on various products and topics.To register for a class or to order materials, go to:www.adbanker.com/dakotasCall: 605-271-4440 or 877-317-3087. Be sure to use the IIASD Promo/Discount Code to receive your 15% Member Discount. Promo Code: 1594626
PO Box 89846 Sioux Falls, SD 57109-9846
P. 605.361.5705 or 866.440.1840E. [email protected]
WHOLESALE ACCESS toFirst Dakota Indemnity and Dakota Truck Underwriters,known as the Dakota Group. The DakotaGroup is the largest writers of workers’compenation business in South Dakotaand a leading writer in the Midwest.
Contractors
Healthcare
Hospitality
Manufacturing
Retail
providing workers’ compensation solutions
IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1
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Austin Mutual Insurance Company’s rich tradition and strong South Dakota presence set us apart from other property/casualty carriers.
As the newest affiliate of super regional The Main Street America Group, our two companies are committed to providing you with commercial and personal lines, as well as fidelity and surety bond, products that are competitive in the marketplace.
The Right Mix
Need More information? Call (800) 328-4628 or Visit www.msagroup.com
www.msagroup.com
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STeAdY ANd True
No company understands the insurance needs of
truckers more than Truckers Insurance Associates
— created by truckers for truckers. And for 60 years,
Truckers Insurance has remained solely focused on
transportation industry insurance. So whether your
clients include a single owner-operator or a full-fledged
fleet, Truckers Insurance will deliver the right coverage at
the right price. Even more, as trucking specialists, we’re
ready to respond rapidly when needs arise. That’s service
you can count on. That’s putting know-how to work.
That’s Truckers Insurance. Call your Truckers Insurance
account manager at 800.652.9515 for a quote today. WE DELIVER MORE
www.truckers-insurance.com 800.652.9515
driven
New Branch Office in Rapid City, SD Bruce Eleeson John Keffeler
Milo Schindler, Auto Appr Ph: 605-791-5565
Assignments: [email protected]
We commit ourselves to providing you with the highest quality claims and case management services available in our industry. We appreciate your continued support and look forward to serving your needs. Please visit our website for a directory of our staff, services, and coverage area.
Jeff Jares, AIC AIM President
Adjusters
Nancy Almendinger SCLA SDWCS Jennifer Andrisen Selzler, Mgr. SCLA AIC CSRP SDWCS
Bill Blackman AIC Lynn Bren SCLA AIC Ron Burmood MBA AIC Kay Greve AIC, INS Dave Johnston SCLA Jerry Matthiesen AIC Chad Moore Wendi Peterson AIC Kimberly Rausch SDWCS Dave Sendelbach CPCU AIC Karl Weber SCLA AIC Tim Wieker SCLA AIC HCRI-R Amy Kvernmo Christopher W. Madsen J.D. Erin Williams SCLA Justine Frank WCLS
Case Managers Donna Passick RN CCM Kelly Rud RN BA LNCC Deb Whipple RN BA CCM Brenda Whiting RN CCM
Lori Schaefbauer RN BSN CCM
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FRAUD CONVICTIONS
A Texas chiropractor teamed with a law firm to bleed auto insurers of more than $3 million in bogus treatment claims involving purported crash victims. Chase Lindsey teamed with a Bryant-based law firm representing clients supposedly injured in vehicle crashes. Lindsey falsely evaluated the victims and recommended useless treatment for $2,000 in cash bribes per month, or $58,000 total. Some patients were never evaluated, or evaluated only after they had begun receiving treatments. Treatments were done by unlicensed and untrained staffers Lindsey never bothered to supervise. He prescribed the same six template treatments, but actually provided patients only two: ice/heat packs and electric stimulation. He billed for three to four treatments per week for five to six weeks, though patients usually went just once a week for up to a month. The bogus billings supported more than $3 million in settlement-demand letters the law firm sent to auto insurers. The insurers paid at least $1.2 million in false claims. Lindsey plead guilty Tuesday, and faces up to 30 years in prison when sentenced in April.
An orthopedist put his wrong foot forward in this massive con. Dr. Peter Ajemian took cash bribes for billing health insurers with fake diagnoses in the massiveand still-unfolding disability scam involving suburban New York railroad workers. Ajemian was among dozens of people arrested in the past two years during a probe of the Long Island Rail Road. Ajemian made phony diagnoses so retired rail workers would qualify for more than $90 million in disability benefits. He invented disability "narratives" about healthy people and made false injury diagnoses. Ajemian raked in more than $2.5 million by recommending at least 734 LIRR workers for disability benefits between 1998 and 2008. He received up to $1,200 in cash for each phony diagnosis. Ajemian could receive at least 10 years in prison when sentenced in May. He also must fork over $233 million. This represents twice the amount swindled with his help, along with the insurance money he personally stole. Total false disability payments could have reached at least $1 billion if the scheme had not been uncovered.
FRAUD charges
A fraud gang maneuvered six crashes involving New York City buses, livery cabs, and rented vehicles to steal more than $330,000 in fake injury claims from auto insurers, New York’s AG announced yesterday. Some 16 suspects were involved. Among the alleged setup wrecks: Five cohorts boarded a New York City bus driven by an unsuspecting driver. Gang members allegedly rented a U-Haul truck then crashed into the bus in Brooklyn. Bus “passengers” then pretended to be injured; gang members crashed two vehicles into each other, one of which was a rented U-Haul truck; alleged gang members crashed a rented Enterprise vehicle into an unsuspecting livery cab driver. In all the scams, most suspects allegedly were paid a cash bribe upfront and were promised more money from bodily-injury lawsuits after being treated at a Brooklyn clinic. They filled out insurance forms with false information about the accident and purported injuries — including claimed back, head, shoulder, and knee pain. Only two suspects received money from lawsuit settlements – $13,500 total. All 16 face up to 15 years in jail if convicted.
Why American West Insurance?• Local company with over 60
years agriculture insurance
experience
• Quality products
• Competitive pricing
• Expert claims and
underwriting services
Be Protected. Be Sure®.
yourawi.comTo learn more about AWI contact Bruce Meyer at [email protected] or call 605-929-2782.
Agribusiness • Farm & Ranch • Farm & Ranch Auto • Personal Auto Excess Liability • Watercraft • Crop-Hail • Multi-Peril
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Trusted Choice® Disaster Relief Fund Provides Aid in Wake of Sandy.
As families and businesses in the Northeast begin the clean-up and recovery process from Superstorm Sandy this week, the Trusted Choice® Disaster Relief Fund is
there to help.
The fund, established by the IIAA Educational Foundation, distributes cash
grants to victims and surviving family members of natural disasters to help provide
for their immediate or ongoing financial needs when other resources aren’t available.
It is also used to fill a gap until other funding sources can be accessed and to
provide insurance agents with supplies and resources to aid victims and surviving family members in their communities.
FEDS TO EMPLOYERS – NO RUSH ON EXCHANGE NOTIFICATION
TO EMPLOYEES
The Affordable Care Act requires employers to let their workers know about insurance exchanges by March 1, 2013, but the Department of Labor has pushed back the deadline to late summer or fall, near the time when the exchanges are due to open for business (Exchanges must be operational by 10/1/13). A new Obama administration FAQ lays out the change: "Future guidance on complying with the notice requirement ... is expected to provide flexibility and adequate time to comply," the FAQ says. http://1.usa.gov/WRELgf.
We encourage agents to visit this website as its does a pretty good job of addressing many questions you will be getting from
your customers.
Big “I” members whose agency E&O
insurance is written by Swiss Re 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.
DON’T GET BITTENBY AN E&O CLAIM YOU COULD HAVE AVOIDED.
Failing to procure coverage requested by the client
Not adequately identifying client exposures
Failing to provide timely notice of a claim to the carrier
Misrepresenting or not explaining policy provisions
Providing inaccurate information to carriers
Failing to properly add additional insureds or loss payees
DON’T BE ON THE HOOK FOR:
www.independentagent.com/EOHappens
Big “I” Risk Management Website
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34
27
Please inquire for an application or stop by the office located in The Ag Agency
Building at 3351 Airport Road or call 605-223-2288. Ask for Bob Gilkerson call him on his cell at 605-295-4535 or email
him at [email protected]
CSR WANTED
WANTED TO BUY:
Small to medium size Agency in or around Sioux Falls
Please send all confidential inquiries to :
Independent Insurance Agents of South Dakota
PO Box 327Pierre, SD 57501
Security Insurance Group, Inc in Pierre is looking for a CSR. A Property & Casualty
license will be required also people, computer and organizational skills are
essential.
We are willing to train the right person.
Independent Insurance AgentPosition available in Miller, SD
Hand County Insurance Agency, an established and growinginsurance agency is searching for a sales focused individualwho is interested in becoming a full time Crop/Hail andProperty & Casualty Agent. Must be inspired to achieveexcellence in their daily sales activities, enjoy working in ateam atmosphere, possess organization and communicationskills, and have knowledge of agriculture. The ability to obtainthe appropriate licenses within 120 days from hire is required.Will train the right candidate. Salary DOQ. Benefit packageprovided. High school or secondary education degree required.
Please forward cover letter
and resume to: EOE.
Hand County InsuranceATTN President PO Box 317 Miller, SD 57362
We will be drawing for a $500 scholarship for an agent’s son or daughter who will be attending a post secondary educational school. You will need to be present to win! NOTE: 1752 Club 2012 Spring Clinic has applied for CE approval for 5 hours.
1752
C l u b
Spr ing Cl inic T h u r s d a y , M a r c h 2 8 t h , 2 0 1 3 R a m k o t a H o t e l 3 2 0 0 W M a p l e S t S i o u x F a l l s 6 0 5 - 6 1 0 - 2 4 5 5 S c h e d u l e 8:30 a.m. -- 9:00 a.m. Registration
9:00 a.m. – 10:00 a.m. Marketing Health Care
10:00 a.m. – 12:00 a.m. Commercial topics
12:00 p.m. – 1:00 p.m. Lunch—included in registration
1:00 p.m. – 2:00 p.m. How Health Insurance Will Change in 2014
2:00 p.m. – 3:00 p.m. Farm Loss Control G u e s t S p e a k e r s Lonnie McKittrick-Fischer Rounds & Associates Don Becker-Continental Western Group Randy Moses—SD Division of Insurance Ryan Waterfall—State Auto Insurance Company
R e g i s t r a t i o n F o r m $70.00 PER PERSON
Make checks payable to: 1752 Club
Send to: Brenda Christensen 14609 485th Ave Big Stone City, SD 57216
Names: _____________________________________________________________________________________
Agency/Company: ___________________________________________________________________________
THE BIG “I” TO HOST POLITICAL PANEL FEATURING DANA PERINO AND JUAN WILLIAMS
Commentators to discuss political dynamics and challenges at annual gathering of agents and brokers.
WASHINGTON, D.C., Jan. 31, 2013 —Veteran Washington insiders and political commentators Dana Perino and Juan Williams will headline the political panel at The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) annual Legislative Conference & Convention this spring.
Perino is a FOX News political commentator, co-host of FOX’s “The Five” and former White House Press Secretary. Williams is a FOX political contributor, a best-selling author and a veteran journalist. The political panel will be held on Friday, April 19 at 8:30 a.m. ET at the Grand Hyatt Washington and moderated by Robert Rusbuldt, Big “I” president & CEO.
“Dana Perino and Juan Williams are two of the most respected journalists and political experts in the country,” says Rusbuldt. “They truly bring thoughtfulness and intellectual honesty to the political debate in Washington, D.C. Attendees at the Big ‘I’ Legislative Conference will learn from true insiders who have their fingers on the pulse of our nation’s leaders and decision-makers. We look forward to their insight from opposing sides of the political spectrum on an array of important issues to independent agents and brokers, such as health care, tax implications and much more.”
Williams is a political analyst for FOX News and a regular panelist on FOX News Sunday and the weekday political newscast “Special Report with Bret Baier.” He previously hosted NPR’s “Talk of the Nation” and was instrumental in increasing the ratings for the radio network’s political coverage during his more than 10 year career at NPR. Williams’s distinguished career also included 23 years as a Washington Post political columnist and national correspondent. He has received numerous awards for his writing and investigative journalism including an Emmy Award. He has also authored seven books including his latest, “Muzzled: The Assault on Honest Debate.”
Perino is a FOX political commentator and co-host of FOX’s “The Five.” She served as White House press secretary during the administration of President George W. Bush from 2007-2009. She was only the second female White House press secretary and the first female Republican to serve in that role. Currently, Perino is also president of the strategic communications firm, Dana Perino and Company and editorial director of Crown Forum (an imprint of Crown Publishing Group). Perino is an active philanthropist and founded Minute Mentoring, an organization focused on providing professional guidance to young women starting their careers. Her distinguished career includes working on Capitol Hill and as a journalist.
The Big “I” Legislative Conference is the insurance industry’s best-attended, most effective legislative meeting. This year’s event will take place April 17-19 at the Grand Hyatt Washington Hotel in Washington, D.C.
The legislative conference is an opportunity for Big “I” agents and brokers to discuss important issues with their congressional representatives. Top issues this year include: tax reform, the National Flood Insurance Program (NFIP), insurance regulatory reform, agent licensing reform, health insurance, the Federal Crop Insurance Program (FCIP), terrorism risk insurance, and other economic challenges facing independent insurance agents and the industry.
Other highlights of the Big “I” Legislative Conference include in-depth issues briefing sessions; appearances by numerous high-profile speakers discussing important insurance and national issues confronting lawmakers as well as agents and brokers and hundreds of meetings on Capitol Hill between Big “I” agents and brokers and their elected representatives in the Congress.
For registration and hotel information, go to www.independentagent.com and select the “Events and Conferences” link. Journalists interested in attending, please contact Margarita Tapia, director of public affairs, at (800) 221-7917 or [email protected] for media registration.
Healthcare Reform in Action Speaker: Randy Moses, Assistant Director of Regulation and Staff South Dakota Legislative Update-
Speaker: Randy Moses, Assistant Director of Regulation Spring Crop Insurance Update- (State & Federal)
Instructor: Doug Hagel and Cynthia Cruea Risk Management Agency Farm Coverage & Crop E &O Instructor: Bob Fulwider, Owner of Fulwider Agency, West Branch, Iowa
Payment must be received with registration. Send form in with payment or you can also go to www.iiasd.org and register online.
Payment must be sent with this form. (Checks payable to IIASD)
Payment: Check Enclosed; or VISA MasterCard American Express
Card No. ______________________________________________Card Verification No.______ Exp. Date _______
Billing Address ________________________________________________________________________________
Cardholder Name_____________________________ Signature __________________________________________ Independent Insurance Agents of South Dakota, PO Box 327, Pierre, SD 57501
Phone 605-224-6234; Fax 605-224-6235
2013 FARM & SMALL TOWN AGENTS CONFERENCE NAME/NAMES: __________________________________________________________________________________ AGENCY/CO (if any): ______________________________________PHONE # _____________________________ ADDRESS:____________________________________________CITY & ZIP: _______________________________
Choose one of the following:
_____$75 IIASD Member/Company Registration _____$50 Crop Seminar Only
_____$150 Non-member Registration _____$50 Crop Seminar with Banquet
FARM & SMALL TOWN AGENTS CONFERENCE
2013 SPRING CROP INSURANCE UPDATE CEDAR SHORES RESORT- OACOMA/CHAMBERLAIN
February 27-28, 2013 4 Seminars Offering Continuing Education Credits
Call 605-234-6376 for reservations and let them know you are with the IIASD.
WEDNESDAY FEBRUARY 27 (PLEASE CIRCLE WHICH CLASS YOU ARE ATTENDING)
Registration 11:30 a.m. – 12:00 p.m. Health Care &
Legislation 4 hrs L & H CEC
1:00 p.m. – 5:00 p.m. Healthcare Reform in Action Legislative Update How Will Healthcare Reform Impact Agents?
Spring Crop Update
4 hrs Crop CEC
1:00 p.m. – 5:00 p.m. Overview of RMA Initiatives and Procedural Updates Crop E & O
Fun & Fellowship 5:00 p.m. – 7:00 p.m. Hospitality Room
Banquet 7:00 p.m. THURSDAY FEBRUARY 28
Breakfast 7:00 a.m. – 7:45 a.m. Breakfast Buffet
Farm Coverage 4 hrs P&C CEC
8:00 a.m. – 12:00 p.m.
Luncheon 12:00 p.m. Noon Luncheon
The Top 5 Sales MythsBy: John Chapin
As someone who has been in sales for over 24 years, and now as a sales trainer, speaker and coach, I continually hear debate over the following five sales myths. In this article I will expose and throw light on these top sales fairy tales. The Top Five Sales Myths Debunked Sales Myth #1: Sales is NOT a numbers game.The more people you talk to, the more business you will do, even a blind squirrel finds a nut if it keeps looking. Granted, you want quality behind the numbers and, depending upon your business, it may be helpful to do some research on the person you’re calling before you call. That said, in order to be successful in sales you need lots of good solid relationships and the only way to get those relationships is to go out and talk to lots of people. The bottom line is: if you talk to enough people during the day, you will eventually run into someone who says, “I need what you have” or “I know someone who needs what you have.” Know the number of people you need to talk to during the day in order to be successful and then go out and talk to that many people and more. Sales Myth #2: Cold calling is a waste of time and doesn’t work. In over 24+ years I’ve built four different businesses primarily through cold calling. Cold calling is simply the fastest, most pro-active way to get leads. The reality is: if you are new in business or struggling, it’s more than likely you don’t have enough leads and you’re not getting enough through networking, referrals, and other sources... Time to cold call. Yes, cold calling is the most difficult, most time consuming task you can do, yet unless you have millions of dollars to spend on marketing campaigns, cold calling yields results like no other prospecting method.
Also, cold calling builds character and keeps you grounded. The reality is: if you can cold call effectively and with confidence, nothing will stop you, you will be able to do any other sales task you need to do in order to be successful. That is why I recommend you never stop cold calling even when you are extremely successful. Granted, you may only make one or two cold calls a week at that point, but this will keep you sharp and on your toes. Sales Myth #3: Friday afternoon is a bad time to call on prospects and clients.Most salespeople believe that prospects either take Friday afternoons off or, if they do work, that they don’t want to be bothered by salespeople at this time. This is simply not true. Not only do most prospects work on Friday afternoons, they are also in a better mood at this time than at any other time during the week. As a result, Friday afternoon is a great time to prospect and close business. In addition, because most salespeople don’t make calls at this time, you will stand out as someone who is dedicated and hard-working. The bottom line is: Friday afternoon is one of the best times to prospect and close business.
Sales Myth #4: A good salesperson can sell ice to Eskimos.The premise here is that a good salesperson could sell someone on something that is so obviously not needed. Nothing could be further from the truth. Top salespeople, over the long haul, don’t take advantage of people by selling them something they don’t need. Top salespeople make it all about the other person and they always do what is best for them, even to the point of sending someone to the competition on rare occasions. That said, are their some “temporary” sales successes who take advantage of people and make lots of sales by selling them items they don’t need? Yes. But in the long-term those people get caught, burn out, find that their personal lives in shambles, or a combination of all of these. The bottom line is: you can’t take advantage of people for long and live a happy, fulfilling, successful life. The top salespeople are honest, have integrity, and focus completely on the other person. They only make the sale if it is a win-win. Sales Myth #5: The customer ISN’T always right.Salespeople I’ve seen with this attitude seem to have a chip on their shoulder. It’s an attitude of arrogance in which they seem to believe the customer should be privileged to be doing business with them as opposed to the other way around. If you have a mindset that the customer isn’t always right, chances are great that you will not go above and beyond, you will not do more than expected, and you will not deliver top-notch, second-to-none follow-up and service after the sale.
If you do not do everything within your power to ensure the customer has a great experience, odds are they will have a mediocre experience at best and you will never stand out. That said, is the customer always right? No, but you’d better walk into that conversation convinced they are, or they will pick up on your suspicion and indifference quickly and as opposed to running into that 1% of unreasonable people, you’ll find the number closer to 50%.
Quote of the Month:
Teamwork is the ability to work together toward a common vision.
The ability to direct individual accomplishments toward
organizational objectives. It is the fuel that allows common people
to attain uncommon results.
Andrew Carnegie
BURNS AND WILCOX BECOMES FIRST NATIONAL WHOLESALER TO JOIN TRUSTED CHOICE®
Nation’s largest wholesale broker and underwriting manager is latest brand movement company partner.
ALEXANDRIA, Va., Jan. 23, 2013 – Burns and Wilcox is the newest member of the Trusted Choice® consumer branding program for independent insurance agents and brokers. Burns & Wilcox, headquartered in Farmington Hills, Mich., has joined 64 leading companies nationwide as a Trusted Choice® company partner.
“Welcoming Burns & Wilcox to Trusted Choice® reflects our appreciation for the company’s longstanding commitment to the Big ‘I’ at the national, state and local levels,” says Dave Evans, Trusted Choice® executive director. “While our members already work with Burns & Wilcox, we look forward to this relationship fueling greater connections with our outstanding independent member agencies.”
Burns & Wilcox is the industry’s largest privately-held wholesale broker and underwriting manager. Burns & Wilcox has more than 40 offices across the United States, Canada and London and employs more than 1,000 professionals. Founded in 1969 and headquartered in Metro Detroit, Burns & Wilcox is internationally recognized for its insurance brokerage and underwriting expertise in commercial and professional liability, property, marine and personal insurance.
“We built Burns & Wilcox as a business 100 percent committed to wholesale, which has enabled our firm to foster lasting relationships with insurance brokers and agents across the country,” says Alan Jay Kaufman, Burns & Wilcox Chairman, president and CEO. “That legacy continues today with our focus on helping brokers and agents succeed. Our relationship with Trusted Choice® underscores how much we value the product choice, policy customization and advocacy that independent agents provide their clients. It is an honor for Burns & Wilcox to be part of this great organization.”
Burns & Wilcox is a member of the Kaufman Financial Group, which also includes Burns & Wilcox Brokerage, Burns & Wilcox Canada, Burns & Wilcox Re, Chesterfield Insurance Brokers Ltd. of London, R.B. Jones, Royal Premium, US-Reports, and Minuteman Adjusters. More information can be found at www.burnsandwilcox.com or www.kaufmanfinancialgroup.com.
Trusted Choice® was launched by the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) and several independent agency companies to highlight the benefits independent agencies and brokerage firms offer consumers—choice of companies, customization of policies and advocacy support. It is the premier consumer brand for independent insurance agents and provides national advertising and other strategic tools to reach consumers.
Trusted Choice® is the consumer marketing identity for more than 24,000 independent insurance agencies and brokerage firms and 65 leading insurance and financial services companies. For more information, go to www.TrustedChoice.com.
POWER IN PARTNERS February 2013
DIAMONDProgressive Insurance Co.
Great Plains BrokerageGraber & Associates
PLATINUMFarmers Mutual of NebraskaRisk Administration Services
Great American Insurance CompanyNAU Country Insurance
GOLDAustin Mutual Insurance Compnay
Dakota Claims ServiceThe IMT Group
Le Mars Insurance CompanyNorth Star Mutual Insurance Company
Rain & Hail, LLCUnited Fire Group
SFM Mutual Insurance CompanyState Auto Insurance CompaniesCGB Diversified Services, Inc.
Columbia Insurance GroupAllied Insurance
Western National InsuranceSILVER
Doss & AssociatesFarmers Alliance MutualMidwest Family Mutual
SafeCoSwiss Re
Risk Placement Services
BRONZEAuto-Owners InsuranceBjornson/Sentinel E & L
Buckeye Insurance GroupCenter Mutual Insurance Co.
Insurance Alternatives, LLC Missouri Valley Mutual Insurance Co.
Northwest GF Mutual InsurancePatriot National Insurance Group
ReliaMax
