INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA

April 2019

Message from IIASD’s Young Agents

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Is Spring really here this time?? Good gracious, this winter has been something else! But who am I to complain, in Sioux Falls we have barely had any snow compared to other parts of the state. As I reflect on the last few months there are so many awful things that we as a state have endured. From massive amounts of snowfall, to crazy flooding, to the April blizzard that literally made the life of farmers/ranchers a living nightmare during the calving season.Through all of this, the one thing that stood out to me is the fact that we didn’t give up and we all pitched in to do our part to help. Did we complain? Sure, but only for a bit and then we figured out how to move forward.

Where am I going with this article you might ask?

Ever since I was a young boy, my father always quoted John F. Kennedy, “Ask not what your country can do for you, ask what you can do for your country.” All of the things that have happened in the last few months, this quote rings true in so many ways for our little state with a big heart! With that being said, this quote is exactly how we should be looking at our state association, the IIASD. Not only the IIASD as a whole, but in particular the Young Agents of South Dakota. We have accomplished so many exciting things over the last few years it is absolutely mind blowing! From national awards to new events the list goes on and on. I have never been more proud of anything than to be able to say I was a part of it in some way, shape or form. Roughly 7 years ago, I was asked to be on the young agents committee and to see where we have come since then is truly amazing. BUT WE CAN’T STOP NOW!

Please, ask not what your IIASD can do for you, ask what you can do for your IIASD! We need you and your brilliance to keep moving this forward. Not necessarily a committee or a monetary donation, but simply your involvement in events and your willingness to help in any way you can. The summertime is go time for our Young Agents with River Days and the new Midwest Young Agents Conference (MWYAC). Make it a point to sign up for these events as they are going to be off the hook! MWYAC is going to be hosted in Sioux Falls and we want to show the other Midwest states how committed we are to this event…if we have less than 50 young agents in attendance it will be a disappointment so please get registered right now on IIASD website. Or if you have questions about any of the events, please don’t hesitate to email me at ryan@dakfs.com. These are extremely exciting times and I truly hope you will do your part to get involved. If you are an agency Principal and want to get your people involved, which I would highly encourage, please reach out to me and I will do what I can to help. I hope to see you all very soon!

Ryan KarstDakota Financial Services

Sioux Falls, SD

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2019 OFFICERSPRESIDENT

Derrick LinnLeavitt Heartland Ins. Services

Sturgis, SD

PRESIDENT-ELECTJohn Meyen

Rosholt Insurance AgencyRosholt, SD

VICE PRESIDENTDeana Taylor

Agents of InsuranceRapid City, SD

SECRETARY-TREASURERJosh Gilkerson

Fischer Rounds & Assoc.Pierre, SD

PAST PRESIDENTJesse Konold

Key Insurance Inc.Mobridge, SD

IIABA STATE NAT’L DIRECTORDan Maguire

Black Hills Agency IncRapid City, SD

2019 DIRECTORSDISTRICT # 1

Josh GilkersonFischer Rounds & Assoc.

Pierre, SD

DISTRICT # 5Elizabeth Nepodal

Fidelity AgencyPlatte, SD

DISTRICT # 2Mindy Huntington

Fischer Rounds & Assoc.Watertown, SD

DISTRICT # 6Eric Payne

Insurance PlusAberdeen, SD

DISTRICT # 3Melanie Parsons

Parsons’ Insurance AgencyViborg, SD

DISTRICT # 7Amy Bailey

Starr InsuranceCuster, SD

DISTRICT # 4Amy Olson-Miller

McKinneyOlson InsuranceSioux Falls, SD

DISTRICT # 8Deana Taylor

Agents of InsuranceRapid City, SD

EXECUTIVE VICE PRESIDENTCarolyn Hofer

IIASDFort Pierre, SD

INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA

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Your Agency May Be Next!Technology is an amazing tool but the problem is most of us don’t really understand the intracies of how it functions and it’s “so easy” to click away on the keyboard and open that attachment you were waiting for; not noticing the email came from an address that was slightly different. Utilizing email to hack into your database, worm into your accounts and lock up your files is one of the easiest and most popular hacking scams used today. We’ve all received them – or if you think you haven’t, you most likely opened one and the hacker is waiting in the background. Your identity, reputation and future of your business is at stake. You can’t make a 911 for police protection; you need to have you cyber security protection in order.Agencies must budget for security We gravitate toward high tech smart phones, computers, etc., but are you investing in the security of your information, client’s data and future of your agency? No one likes to spend money on “what if ’s” and it turns out that an industry that is so conscious of all things involving risk, is so negligent of its own risk when it comes to data protection. What Can You Do?Valuable resources are available to mitigate risk. • Be proactive in preventing intrusions Contact a reliable cyber security firm who understands the normal operation of an independent insurance agency. We recently hired Infotech Solutions, LLC (IIASD Partner) to assess and manage our security and highly recommend them.• Protect what you can’t prevent by purchasing Cyber Coverage. Big I Markets offers a unique cyber policy through Coalition that not only offers high limit comprehensive coverage but also assess your exposures. IIASD has this coverage. This product is available for your agency and for you to sell to your clients. Quote it in 5 minutes.

Don’t sit back and wait for an attack. The first one could be your last

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E&O EDGE – Megan Linn, E&O Administrator

The Future is Here: Navigating the Challenges of 21st Century Personal Auto

CoveragePersonal auto insurance has always been more complicated than most policyholders realize. It has always evolved somewhat over time, but with the advent of ride-sharing services leading many individuals to use their personal automobiles for income, the insurance industry has had to react and adapt quickly. These nuances have only become more complicated as the ride-sharing concept expanded to more extensive food delivery options. And now? Electric scooters available for rent for use on public streets create new questions about whether users are insured and by whom. With the impending transition toward self-driving cars, the questions facing the personal auto insurance industry will only become more complex. What is an independent agent to do in this rapidly changing area of insurance? Ride-sharing services like Uber and Lyft have been on the scene for several years, so most agencies selling personal auto coverage should be familiar with how coverage applies when policyholders drive for these services. The ride-sharing services generally provide the drivers using their personal vehicles to transport passengers for a fee with insurance coverage when they are online using the services' applications. The coverage type and amounts that apply vary and are limited. When a driver is using the app while waiting for a ride request, but has not yet accepted such a request, the service provides no collision coverage and fairly limited liability coverage, typically $50,000/$100,000/$25,000. Once a ride-sharing driver has accepted a request to pick up a specific customer and while the driver is transporting that customer, the services provide greater liability coverage. Usually $1,000,000 as well as UM/UIM and contingent collision and comprehensive coverage, as long as the driver has his or her own personal auto policy. However, when the driver is using their vehicle for their own personal use, the ride-sharing services provide no coverage and the driver needs to rely on his own personal auto policy for coverage.

In other words, ride-sharing drivers must have their own personal auto policy. But it is also important that their personal auto carrier know that they drive for a ride-sharing service. Of course, most personal auto policies define driving for hire as commercial use and therefore exclude it. Personal auto carriers are also likely to cancel an insured’s policy if they learn after an accident that the insured had been performing ride-sharing services but did not disclose it during the application process. Getting cancelled can cause problems for the policyholder, including higher premiums when securing replacement coverage. Some personal auto carriers will refuse to provide a policy to a driver who works for a ride-sharing service and it is important to know that before any accidents occur. Some carriers provide rideshare insurance, typically as an endorsement to a personal auto policy, but sometimes as a replacement hybrid policy. Hybrid policies provide coverage for the driver’s personal use as well as the period when the driver is using the app looking for a passenger. If such a hybrid policy is unavailable, a commercial policy may be necessary. Ride-sharing is not the only recent change in how people use their personal vehicles. Food delivery services like Uber Eats and Postmates are expanding the number of people using their personal vehicles to deliver food well beyond traditional pizza delivery. Even online retailers like Amazon are hiring people to deliver packages in their own vehicles. Similar to ride-sharing, this use of a personal vehicle for commercial purposes is likely excluded under a personal auto policy. While these services often provide some coverage to their drivers while using their app or while making deliveries, coverage may only be on an excess basis and there may be gaps in coverage. There is also the issue of the personal auto insurer cancelling the policy if it learns after an accident that the policyholder was making deliveries. Most recently, dockless electric scooters have popped up in many cities. The scooters can be parked just about anywhere and riders can unlock them using an app, pay for their ride, and leave them at their destination. They are to be driven on streets, often at speeds up to 15 miles per hour, so riders on these scooters can cause accidents with vehicles. ing. Who is liable if a self-driving car causes an accident? Widespread use of fully autonomous vehicles is years

Article Continued on Page 5

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Division of InsuranceNews and Views

Director Deiter and Key Staff Attend NAIC Spring Meeting

When such accidents occur, does the rider have liability coverage? The scooter companies do not appear to be providing liability coverage to users, though some cities are looking to require that they do. This is likely because most personal auto policies exclude two-wheel vehicles. But do many of the people using these scooters realize that they may have no liability coverage if they cause an accident? As complicated as some of these questions are, they may pale in comparison to the ones that may be com ing away, but it is coming. Perhaps liability for motor vehicle accidents will shift primarily to self-driving car manufacturers for technical failures, but if the individual user has some autonomy, such as choosing to use the vehicle in unsafe weather conditions, will they still have some liability? How will the personal auto industry handle those issues? We may not need to provide answers for several years but such questions are already upon us. Personal auto use is changing rapidly and independent insurance agents need to stay up to date and discuss these changes with their customers. Perhaps the most important consideration is to ask customers whether they use their vehicles for anything other than personal use and inform them of potential gaps in coverage. While agents in most states do not have a duty to recommend coverage types or limits, many customers may not be sophisticated enough to know that performing commercial work with their personal vehicles can expose them to coverage gaps. Addressing these questions and reviewing possible gaps could prevent bigger problems down the road. The good news? Well, at least flying cars are not here. Not yet. John Nesbitt is an assistant vice president, claims specialist with Swiss Re Corporate Solutions and works out of the office in Kansas City, Missouri. Insurance products underwritten by Westport Insurance Corporation, Kansas City, Missouri, a member of Swiss Re Corporate Solutions.

Continued Article from Page 4

South Dakota Division of Insurance Director Larry Deiter and key staff recently attended the National Association of Insurance Commissioners (NAIC) Spring National Meeting in Orlando, Fl. Established NAIC committees, working groups, and task forces held scheduled discussions related to the committee’s assigned charges and tasks. Division staff serve on the following committees for 2019: Executive Committee, Innovation and Technology Task Force, Regulatory Framework Task Force, Senior Issues Task Force, Property and Casualty Committee, Surplus Lines Task Force, Title Insurance Task Force, Workers’ Compensation Task Force, Producer Licensing Task Force, Accounting Practices and Procedures Task Force, Examination Oversight Task Force, Financial Regulations and Accreditation Committee, NAIC/American Indian and Alaska Native Liaison Committee, NAIC/Industry Liaison Committee and NAIC/State Government Liaison Committee. Director Deiter serves as the Vice-Chair of the Midwest Zone, Chair of the Producer Licensing Task Force and Secretary/Treasurer of the National Insurance Producers Registry (NIPR).

NAIC released the 2018 Annual Report Shaping the Future during the meeting. The report provides the NAIC financial outline, the new initiatives and operations adopted, and the efforts state insurance regulators made in supporting insurance markets and protecting consumers. The report is available here.

In addition, the National Insurance Producers Registry (NIPR) and the Interstate Insurance Product Regulation Commissioner (IIPRC) released their 2018 Annual Reports. The reports provide the overview and focus of each entity and a review of the the year. The NIPR 2018 Annual Report is available here and the IIPRC Annual Report can be accessed here.

The NAIC Spring meeting concluded on Tuesday, April 9.

Kayla’s Advice

Technology Deep Dive: Introduction to the Internet of Things

BY: RON BERG

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The Internet of Things (IoT) isn’t about any one technology, but rather the combining of technologies to solve problems and provide information and access. Eventually, the IoT will result in a connected world that few have imagined, profoundly transforming the insurance industry, governments, businesses and our personal lives. Gartner calls the IoT “the network of physical objects that contain embedded technology to communicate and sense or interact with their internal states or the external environment.” In simple terms, the IoT is a connected system of interrelated devices, mechanical and digital machines, objects, animals and pets, or people that have the ability to communicate,sense or interact without human-to-human or human-to-computer interaction. Today, there are already billions of IoT devices around the world. Alexa and Google Home help us do homework, place orders or look up recipes on voice command. Smart thermostats like Nest enable us to monitor our heating and cooling from a mobile device, and smart door locks and security systems keep our homes secure. And if you don't want to lose your keys anymore, Trackr or Tile make it easy to find them. But how exactly does it work? The IoT integrates four distinct layers of capabilities to enable revolutionary new capabilities: Sensors communicate with the network to move the data to the computing platform, where the business applications interact with the data to draw conclusions and make decisions.Sensors Sensors are at the remote end of the IoT stack. They have built-in communication capabilities to connect to the network. Appropriate sensors are deployed depending upon the monitoring need:

• Geospatial sensors report their location to the network, allowing for data to be linked to location. For example, a vehicle can report its location and other information to update the network on travel times, weather and more.• Environmental sensors report “in situ” data, which

means onsite or in position. They allow for remote monitoring of systems and processes or early detection of severe weather events. For example, wave sensors may report on wave and storm activity in an ocean.

• Biosensors such as smart watches, activity bands and rings, along with emerging implantable devices, monitor and report the status of humans and animals. They allow for remote monitoring by either humans or machines, providing early detection of potential health concerns.

• Equipment sensors are embedded in standalone machinery or as part of larger integrated systems and processes. Sensors detect and remediate issues to prevent equipment losses or maintain process and production quality and efficiencies

NetworkThe network enables sensors to transmit data to the computing platform. It consists of two types of communication protocols:

• In short-range communication, low-power technologies such as Bluetooth and radio- frequency identification enable sensors to communicate between themselves and with the long-range network.• Long-range communication occurs via either

cell services or non-cellular networks, such as Z- Wave or Wi-Fi. Fifth-generation (5G) cellular networks bring faster speeds, lower latency and the ability to connect more devices, such as phones or sensors.

Computing PlatformThe computing platform performs multiple tasks, from managing communications to analyzing data and either making autonomous decisions or alerting operators of situations that require their intervention.

These platforms can be either located in dedicated data centers or, as cloud services, provided by third parties such as Amazon Web Services. The platforms perform low-level processes such as communications and device management, in addition to providing more sophisticated services such as application enablement, analytics and decisioning.Business ApplicationsThis is the final layer in the IoT stack. Business applications request or receive information from the computing platform to provide the services of the application, which can be consumer- or business-centric.

A consumer-centric application could be a smart speaker from Amazon or Google, or a home automation application like Philips Hue or Apple Home Kit. A business application could be industrial monitoring and automation, such as environmental monitoring at a petroleum refinery, or a mechanical breakdown application deployed by an insurer.

Provide more than coverage to your clients. Offer them the added protection of EMC’s loss control services. Whether it’s making operational changes to reduce injuries, implementing new work policies or coordinating targeted safety courses, our experts provide valuable services that can result in meaningful loss reduction.

A safe work environment often leads to a more profitable business. And offering our loss control services at no additional cost to your clients often leads to a more profitable business for you too.

Count on EMC® to have your clients’ best interests in mind.

Safety is no accident.

www.emcins.com©Copyright Employers Mutual Casualty Company 2018. All rights reserved.

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For agent use only, not for use with clients.AD 527 8-17

Call Financial Markets, Inc. today to learn more at 800-888-2829 Opt 2Life insurance is provided by Ameritas® Life Insurance Corp. and may not be available in all states and may vary in some states. Financial Markets, Inc. does not solicit in the state of New York.

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Even though life insurance is often not regarded as an investment that �ts within a stylebox representation of a client’s asset allocation, it can still help round out their overall portfolio. Clients want security and guarantees while not giving up growth potential, and life insurance o�ers the potential for guaranteed growth and protection regardless of market performance.

As you look at your client’s asset mix, on top of providing valuable death bene�t, life insurance can help protect their overall portfolio, while also helping address other �nancial concerns.

Life Insurance as an asset

News from the Front Lines: Insurance War Stories That Make You Go, “What?” Author: Chris Boggs

What an industry we chose! We get to see the good, the bad, the ugly, the stupid, and the utterly ridiculous. This is the stuff of legend and it reminds us why we must pay attention. It Was Caused by a Pollutant; Therefore, it is ExcludedMy client was a large utility contractor. They installed and repaired underground piping for municipalities and utility companies.A crew was repairing piping at a water treatment plant when the pipe on which they were working burst. Unfortunately, the pipe ran through the computer room of this utility company. As you might imagine, what was in the pipe spewed from the pipe and destroyed the computers. I hesitate to say what was in the pipe, but remember, it was a water treatment plant. Let’s just say is was effluent-filled water.We turned the claim into the CGL carrier and guess what, they denied the claim saying that the effluent-filed water met the definition of a pollutant and thus there was no coverage. I said, “What a crock of effluent-filled water” and I pointed out their error. ISO’s “absolute” pollution exclusion applies to, “(1) ‘Bodily injury’ or ‘property damage’ arising out of….” The key phrase is “arising out of ” which requires proximate cause, not just the presence of a pollutant.I called the claims adjuster and asked, “Do you think the same damage would have been caused by absolutely pure and clean water?” He said, “Yes.” To which I responded, “Then the damage did not arise from the release of a pollutant, correct? It arose from the fact a liquid substance that happened to contain something you might consider a pollutant was released.”The adjuster had to agree and pay the claim. Moral: Understand how policy language applies and question the adjuster for improper denials.

fmne.comAndy Kraus, CPCU | Vice President of Agencies | 800.742.7433 | akraus@fmne.com

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Serving South Dakota for over 100 yearsContact Brady Peck -- 605-775-2636

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Be Here. Be Great. Great American is currently seeking Seasonal Part-Time Crop

Adjusters. Qualified candidates will cover territory in one of the following states: South Dakota Territory

Great American Insurance is searching for organized individuals with excellent customer service and communication skills. Job entails inspecting fields, appraising for yield potential, measuring bins and gathering information to determine settlement. Responsibilities•Investigates and maintains claims: oReviews and evaluates coverage and / or liability.oSecures and analyzes necessary information (i.e., reports, policies, appraisals, releases, statements, records or other documents) in the investigation of claims.•Ensures that claims payments are issued in a timely and accurate manner.•Ensures that claims handling is conducted in compliance with applicable statues, regulations and other legal requirements, and that all applicable com-pany procedures and policies are followed.•Conveys simple to moderately complex information (coverage, decision, outcomes, etc.) to all appropriate parties, maintaining a professional demeanor in all situations.•Performs other duties as assigned.Send Resumes to cnesmeier@gaig.com or call 1-800-835-7013 ext:63222

Acuity loves you!We are proud of the relationships we have built with the best independent agents in the world!

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Dacotah Insurance is seeking Insurance Agents and Insurance Customer Service Agents. We offer an excellent benefits package and competitive salary within an outstanding work environment. Insurance Agent: This position pursues and closes sales with clients’ personal, commercial, and farm insurance. The successful individual will currently hold licenses in property casualty and life and health. This individual will be a self-starter with superb customer service and communication skills. Locations: Aberdeen, SD; Webster, SD; Dickinson, ND; Morris, MN Insurance Customer Service Agent: This position will provide excellent customer service while assisting clients with their personal, commercial, and farm insurance. The successful individual will currently hold licenses in property and casualty or willing to obtain within 90 days. This individual will be a team player with superb organization and communication skills. Locations: Aberdeen, SD; Sioux Falls, SD

Apply online: www.dacotahbank.com/careers

Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.

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Acuity loves you!We are proud of the relationships we have built with the best independent agents in the world!

www.acuity.com

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1 (800) 622-5230 • www.northstarmutual.com

Thank you, agents, for all that you do.

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1st Dakota Insurance offers competitively priced Continuing Education and Exam Prep

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Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued. Continental Western Group is not liable for any loss resulting from use of information in this advertisement.. | Copyright © 2018 Continental Western Group®. All rights reserved. | 2005CWG-FDK-06-18

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Source: 2013 Munich Re: Report. Based on premium and loss data. Nationwide, the Nationwide N and Eagle and Nationwide is on your side are service marks of Nationwide Mutual Insurance Company. We Stand For You is a service mark of Nationwide Agribusiness Insurance Company. ©2015 Nationwide Mutual Insurance Company. Products underwritten by Nationwide Agribusiness Insurance Company, Farmland Mutual Insurance Company, Allied Property and Casualty Insurance Company and AMCO Insurance Company. Home Office: 1100 Locust Street Des Moines, IA. GPO-0187AO.1 (01/15)

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INSURANCE AGENCY FOR SALE

Well established Independent Insurance agency located in north central South

Dakota. Agency has a good, loyal customer base with excellent companies

and loss ratios. Looking for a professional and self motivated individual who wants

to be successful and involved in the community. Experience preferred but

will provide training if qualified. Owner will help during the transition.

If interested contact I.I.A.S.D. Phone: (605)224-6234

SERIOUS INQUIRIES ONLY PLEASE

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AmTrust is AmTrust Financial Services, Inc., located at 59 Maiden Lane, New York, NY 10038. Coverages are provided by its property and casualty insurance company affiliates. In TX, coverage is provided by AmTrust Insurance Company of Kansas, Inc.; AmTrust International Underwriters Designated Activity Company; Associated Industries Insurance Company, Inc.; First Nonprofit Insurance Company; Milford Casualty Insurance Company; Republic Underwriters Insurance Company; Republic-Vanguard Insurance Company; Security National Insurance Company; Southern County Mutual Insurance Company; Southern Insurance Company; Technology Insurance Company, Inc.; or Wesco Insurance Company. In WA, coverage is provided by AmTrust Insurance Company of Kansas, Inc.; AmTrust International Underwriters Designated Activity Company; Associated Industries Insurance Company, Inc.; Developers Surety and Indemnity Company; Milford Casualty Insurance Company; Security National Insurance Company; or Wesco Insurance Company. Consult the applicable policy for specific terms, conditions, limits and exclusions to coverage.

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The Trusted Choice Brand: Part II

Trusted Choice is the brand of members of the Independent Insurance Agents and Brokers of America. Over the course of a few newsletters we explore how the Trusted Choice Brand came to be, what it means and how it helps member agencies. This installment covers the concept of brand at the highest level, and how the Trusted Choice brand came to be.

Brand Promise In order for a brand to successfully differentiate the business that it represents, it must have a number of qualities. One of the most important of these is a brand promise that is delivered without fail. A brand promise is an extension of the brand itself, and it distinguishes what makes the brand tangible and distinguishable from other competitive offers. But to be effective, it can’t be an untruth or inconsistently delivered. If each Starbucks offered a different menu, and the customer service of each shop was highly variable and they were often dirty, chances are that Starbucks wouldn’t be an easy first choice. The reason they are is because they consistently deliver on their brand promise of an excellent customer experience. Or, think about a Volvo, a well-known auto brand. Almost everyone you ask will be able to tell you that Volvo’s brand promise is safety. Make no mistake, their brand promise dictates choices for the manufacturer. But it also allows the company to distinguish its vehicles from those from other auto companies. That position of “Volvo equal safety” in the consumer’s mind is a differentiator that they own and a position from which it is very difficult to unseat them. Delivering the Trusted Choice Brand Promise One of the powerful attributes of the Trusted Choice brand is that one of the key brand promises of members of the IIABA is stated clearly in the brand itself. We are the Trusted Choice. But what does that mean and how does a member make that brand promise real to their customers? The IIABA has provided a very useful tool to explain to a consumer why a Trusted Choice agency is the best option, the Trusted Choice Pledge of Performance. The pledge offers some concrete guidelines to agency personnel on how they can deliver on the brand promise every day to customers and prospects. Some key points of the Pledge includes Trusted Choice agents commitment to their customers:

• Identifying appropriate insurance products and companies • Thoroughly explaining coverages and options • Developing staff expertise to provide the best advice and counsel

Each of these points makes the promise of a Trusted Choice real to insurance consumers, and helps differentiate all members of the IIABA. As insurance offerings morph and new competitors try to muscle in to the industry, it is vital that we continue to differentiate why Trusted Choice agents are the best option. When member agents deliver on the brand promise, we make the brand real to consumers and we gain advocates who spread our message.

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Creative ID: South Dakota Independent Agents

Client: Burns & Wilcox

Printed: 10-10-2018 4:12 PMPrinted Scale: NoneSaved: 10-10-2018 4:12 PMOperator: Tracie Braunstein

Project Manager: Lynn CantyArt Director: Stu GarrettCopywriter: Bob WaldnerAccount Executive: Chris Masuret

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burnsandwilcox.com© 2018 Burns & Wilcox. All rights reserved.

The expertise you need will

come from many sources.

When you have the power to

put it together in the perfect

combination, anything is

possible. that’s where

we can help.

S:6”S:9”

T:7”T:10”

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Big ‘I’ Supports New Tax Legislation

BY WYATT STEWART

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Western Dakota Job Openings:Insurance Producers (Full-Time) Western Dakota Insurors, is actively seeking sales producers for property and casualty, employee benefits and life insurance. The perfect candidate will possess a talent for working with people, seeking out new leads and new clients, enjoys sales, and has an established history of sales success. Benefits for qualified candidates include Producer equity in business produced and a deferred compensation package, 401k plan, paid vacation, dental, health, vision, and life insurance. Trips, Travel & Expenses, and Continuing Education paid. Life & Health Customer Service Representative (Full-Time) We are seeking an energetic, strong team player with excellent verbal and written communicationskills. Someone who is action-oriented, persistent, and delivers high quality results, while working independently with some direction.The Life and Health Customer service Representative,someone who works with a sales producer in all aspects of the renewal and new business process, including but not limited to: data entry, rating, review of quotes and preparing proposals. A life and health license will be required. Benefits Producer (Full-Time) Western Dakota Insurors is hiring for a Benefits Producer. As a Benefits Producer with Western Dakota Insurors, you will work closely within your community to build customer relationships and promote Insurance products. The Benefits Producer will be responsible for selling health, life, disability, and other benefit insurance products to businesses and individuals. The ideal candidates will have sales experience within a commercial team and hold a valid Life and Health license. If you believe you have what it takes please apply today!Account Manager (Full Time) We are seeking an energetic, strong team player with excellent verbal and written communication skills. The Account Manager is someone who works with a sales producer in all aspects of the renewal and new business process, including but not limited to: data entry, rating, review of quotes and preparing proposals. A Property & Casualty license is preferred.Administrative & Accounting Assistant (Part-Time) Are you looking for a part-time position with both accounting and administrative duties? Western Dakota Insurors is an independent insurance agency looking for a detail minded individual to do a variety of duties including accounts receivable, accounts payable, front desk receptionist and other miscellaneous duties. Hours are flexible. How To Apply: info@wdiins.com

The Big “I” joined other organizations in sending a letter supporting H.R. 216 and S. 1149, the “Main Street Tax Certainty Act,” by Rep. Jason Smith (R-Missouri) in the U.S. House of Representatives and Sen. Steve Daines (R-Montana) in the U.S. Senate.

A provision of the 2017 tax reform law added a section to the individual tax code (26 U.S.C. §199A) that created a new 20% deduction on “qualified business income” for some owners and shareholders of pass-through businesses, such as subchapter S corporations, partnerships and sole proprietorships. However, the deduction is only available through the end of 2025. The “Main Street Tax Certainty Act” would make this 20% deduction permanent.

Approximately two-thirds of the 20,000 insurance agencies and brokerages the Big “I” represents are organized as pass-through entities and are currently seeing significant benefits from the new deduction. In a huge win for the Big “I” and its members, recent Treasury regulations maximized those benefits for insurance agents and brokers. The new deduction has enabled insurance agency and brokerage owners to reinvest and grow their businesses, hire new employees, and better serve their consumers.

Unlike the new 20% deduction for small businesses, the C corporation rate reduction in the 2017 tax reform law was made permanent. The deduction H.R. 216 seeks to protect is crucial in allowing pass-through insurance agencies and brokerages across the country to compete with their C corporation counterparts that now have the benefit of a new permanent 21% tax rate.

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www.claimsassoc.com

Jeff Jares, AIC AIM, President Christopher W. Madsen, J.D., General Counsel

Dan Eggers, Finance/HR/IT

Adjusters – Sioux Falls

Nancy Almendinger Jennifer Andrisen Selzler Cory Beck Bill Blackman Blake Dykstra Kay Greve Nick Hemme Joe Jares Dave Johnston Collin Karsky Amy Kvernmo Chad Moore Wendi Peterson Kimberly Rausch Dave Sendelbach Mike Weckman Tim Wieker

Adjusters – Rapid City

John Keffeler Bruce Eleeson

Case Managers

Kelly Rud RN BA LNCC Jennifer Heinricy RN CCM Deb Whipple RN BA CCM Lori Schaefbauer RN BSN CCM We commit ourselves to providing the highest quality claims and case management services

available in our industry. Please visit our website for complete information.

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A Member of OneBeacon Insurance GroupThese policies may be underwritten by Atlantic Specialty Insurance Company or OBI National Insurance Company.

Insurance Solutions for Fire & Emergency Responders

You understand your clients.

Liberty Mutual Insurance understands how to support them with Your Way Pay™.

We know your clients’ needs are unique. That’s why we work with you to incorporate our convenient pay-as-you-go billing option that allows them to link payroll to premium payments for workers compensation policies. Talk to your territory manager or visit LibertyMutualGroup.com/Businessto learn more.

©2019 Liberty Mutual Insurance. Insurance underwrtitten by Liberty Mutual Insurance Co., Boston, MA, or its affiliates or subsidiaries

Building a Successful (Sales) Culture By: John Chapin

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You just hired the perfect person: great work ethic, positive and upbeat, they show up early, leave late, take ten minutes of a fifteen-minute break, and do more than expected and more than you ask for. Now let’s take that person and put them into an environment where people are negative, aren’t held accountable, take three days off for a hang-nail, show up at 8:05 then spend 45 minutes “getting ready” for their day, start preparing to leave at 3:30 and leave at 5:00 like there’s a fire drill. What happens to that perfect hire? One of two things: they either become just like everyone else after about a month, or they leave.

Whatever your culture is, it has a substantial impact on performance. There is significant peer pressure to conform to the culture, be it good or bad. This peer pressure is one of the four main motivators for people who belong to any group. Positive peer pressure is what took my grades from Cs in the public high school to As and Bs in the private high school. It’s also what ensured that I made over 200 phone calls per day in my first job as a stock broker. If you’re a great team or organization with a great culture, fantastic. Unfortunately, most organizations have negative cultures, or at least elements of them.

Features of great cultures

Feature #1: Great leadershipCulture is top down; it begins at the top and flows down through the entire organization. Whatever the leadership team eats, breathes, walks and talks related to culture, will become the culture. As a leader, you don’t get what you want, you get what you tolerate and allow. And what you tolerate and allow you tacitly condone and get more of. If you allow people to miss their numbers year after year, when it’s evident they aren’t making the calls and doing the necessary work, you’ll get more of that. If you allow negativity in the workplace and don’t hold people accountable, you’ll get more negativity and more people not doing their job. On the flip side, if you lead by example, walk your talk, believe in people more than they believe in themselves, empower them, listen to them, give them all necessary tools and resources, and hold them to a higher standard, you’ll get more of that.

Feature #2: Rules and decreesThe culture in an organization is how people treat other people, how they treat work, and how they treat the work environment. Great cultures have rules and decrees regarding these three items. Written rules and decrees. Here are a few examples:• Everyone is expected to show up on time, work until the end of the day, finish what they start, be honest, have integrity, and put in a full day’s work for a full day’s pay.• Everyone will be held to the highest professional and ethical standards. There is no place in the workplace for negativity or unprofessionalism. You will be respectful to all employees and clients. Gossip, talking, and otherwise communicating, behind someone’s back won’t be tolerated.• We are a great organization with a great product. We take better care of our clients than the competition because we care more.

Your rules and decrees, totaling about eight to fifteen in number, should be framed and prominently posted in several highly-visible areas in the workplace on a document titled: Rules and Decrees of the Workplace. Prospective employees should also receive a copy of these during the interview process and you should have a conversation with them about how they feel about these. By the way, full acceptance of the rules and decrees is a non-negotiable prerequisite to being hired.

Feature #3: Everyone-on board, all-in commitment.When Malcolm Butler was limited to a few special teams plays in Super Bowl 52, many people said that move cost the Patriots the Super Bowl. Maybe, and my contention is that, had they let him play and won Super Bowl 52, the Patriots would not have been back to play in Super Bowl 53.

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No one who breaks the rules gets a pass. If this is allowed even once, people inside the organization start to question the integrity of the culture, and the culture starts to crumble. When you’re more interested in winning, or making a sale, than living by your values, it’s the beginning of the end. Again, no one gets a pass on the rules, not even your top agent. This doesn’t mean people don’t get a mulligan. You can allow a mistake or two, but address it immediately, and keep the leash short. No chronic offenders who are making blatant and/or repetitive mistakes. While an occasional mistake may be inevitable, carelessness, ignorance, and apathy aren’t.

Feature #4: Culture is a living, breathing organism.A great culture can’t simply be written out, placed on the wall, and left to die. It needs to be kept alive and well by visiting it often, talking about it, and reviewing it. Repetition is important, because like any new habit, it will take time to imbed the culture into the consciousness and subconsciousness of everyone in the organization. Once it’s locked in and habitually followed, discussing the culture keeps it on everyone’s radar screens and ensures it is remembered and adhered to. Also, it may be necessary to tweak some rules or decrees from time to time. Though many rules and decrees, like the examples I gave, aren’t likely to change, there may be times when changes in people, technology, and other unforeseen future events, make an edit necessary.

Finally, you build a great sales culture by building a great overall company culture. As part of the organization, the sales department is included in all rules and decrees. Everyone, from leadership to the mailroom, must be on the same page when it comes to culture. So, while the sales department may have some additional rules and decrees related to activity, quotas, and other items, building an all-in, solid organizational culture is what will ensure the success of the sales culture.

NEW GRANT AVAILABLE – Submit your nominations now for two Emergency Medical Services grants – one each will be chosen from East and West River.

Qualifying EMS Departments must be a stand-alone volunteer entity. They cannot be a part of a fire department, hospital system or a paid full-time department.

Nominations must be submitted by a Trusted Choice Independent Insurance Agent and received by May 31st. Grants will be awarded based on need.

Take advantage of this opportunity to give back to your local community and the volunteers that give of their time to keep us safe.

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WHERE A HANDSHAKE IS STILL GOLDENBuilding on the foundation of Midwestern values, where a handshake is stillgolden, we take great pride in being a local business and are proud to be the

No. 1 writer of work comp in South Dakota.

www.RASCompanies.com800.732.1486Risk Management | Injury Prevention | Cost Containment | Claims Management

IIA Newsletter 2017_Layout 1 2/16/2017 3:47 PM Page 1

Technology Solutions for Your Business

When you are looking for technology solutions for your agency, turn to the Big “I” Agents Council for Technology. Established in 1997, ACT is a program within the Independent Insurance Agents of America (IIABA). ACT provides an open, action-oriented forum to address the critical technology workflow issues facing the Independent Agency system. ACT is a partnership of independent agents & brokers, companies, technology vendors, user groups and associations, dedicated to driving accelerated consistent IA technology workflow improvements.

Current ACT “Hot Topic” – All 50 states now have data breach laws in place and several states have recently amended their statues. Even if you don’t do business in other states, you must be aware of data breach laws when you have clients or former clients who now live in other states. How do you tackle this? Visit the ACT website to view the Agency Cyber Guide 2.0 where you will find may resources free to Big “I” agents. One useful resource is the ¬Mintz Matrix, which details breach statutes in each state.

Visit the ACT website at www.independentagent.com/act to utilize these valuable technology resources.

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2019 Schedule of Events

May 7th – 11th Legislative Conference in Washington, D.C.

June 3rd – 6th E&O Seminars inSioux Falls, Aberdeen, Pierre, Rapid City

June 19th – 20th River Days/Walleye Classic in PierreBoard Meeting

July 14th – 15th Mid States Young Agents Conf.Sioux Falls, SD

September 11th – 15th IIABA Fall Leadership Conference & Nat’ BOD meetingSavannah, GA

October 6th – 8th Annual Convention Downtown Holiday Inn, Sioux Falls

Midwest Young Agents Conference

July 14th -15th, 2019 Downtown – Sioux Falls, SD

Register today at www.iiasd.org

• Professional Development • Networking • Golf • Escape Rooms

SAVE THE DATE!

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IIASD Young Agents have partnered with to start a

Sneaker Drive FIGHTING POVERTY Through Job Creation

Please join us and hold your very own Sneaker Drive!

Register HERE Or visit iiasd.org

Questions? Please contact IIASD Young Agents: Elizabeth Nepodal – Fidelity Agency 605-337-3352 Betsy Schroeder – Krohmer Agency 605-539-1871

Collectively, if IIASD collects the following, there will be a drawing for....

25,000 pairs: TWO people will win a trip 20,000 pairs: ONE person will win a trip 15,000 pairs: FIVE $100 Amazon gift cards 10,000 pairs: Apple Watch or Roomba

5,000 pairs: Smart TV 3,000 pairs: Google Home and Mini

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Continental Western Group® Your leader in commercial insurance, safety and experience.

CWG is Strong, Local & Trusted.

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Our customers

include:

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Who has beeninsuring businesses for over

Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued. Continental Western Group is not liable for any loss resulting from use of information in this advertisement. | Copyright © 2018 Continental Western Group®. All rights reserved. | 1688CWG-AD-06-18

The companies of

1688CWG-AD-06-18.indd 1 06/25/18 12:57 PM

Food Processing

WE DIDN’T KEY THE CAR. BUT WE’RE THE KEY TO FIXING IT. AUTO INSURANCE THAT’S DESIGNED TO BE WORRY FREE

Wheels are the way around life. Protect vehicles with auto insurance from the Worry Free Company — IMT Insurance.

Learn how you can represent IMT Insurance at imtins.com/contact and help your policyholders Be Worry Free with IMT.

AUTO | HOME | BUSINESS

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SM

You’re Invited! Financial

Lunch & Learn Markets, Inc. We are here for your life.

Free 1 hr General CE Event sponsored by FMI & IIASD COME ONE, COME ALL!!

GET THIS DOWN ON YOUR CALENDAR AS A MUST! BRING AN ASSOCIATE!

Myth or Fact- discovering some Truths about Long Term Care

A SOUTH DAKOTA ISSUE Lunch provided by Financial Markets, Inc.

Space is Limited so register by Emailing Ed Bartling -Edward.Bartling@fmiAgent.com

\

• Monday, April 22nd – Kuehn Center – 2801 S. Valley View Rd, Sioux Falls, SD

• Tuesday, April 23rd – Huron Campus Ctr 333 9th St, SW, Huron, SD

• Wednesday, April 24th – IIASD Office 305 Island Drive, Ft Pierre, SD

• Thursday, April 25th – Financial Markets, 1540A Samco Road, Rapid City

Register or Questions – Contact Edward Bartling at

605-721-4588

FREE event sponsored by Financial Markets, Inc.& IIA of South Dakota

Visit ufgSolutions.com or call 605-763-8077.

At UFG, we have a national

footprint, but operate with the

service-oriented personality

of a hands-on regional carrier.

Our people know your region,

and are empowered to make

decisions specific to your area.

We know your space.

It’s that simple.

Not a complex point of view.

FULL TIMEINSURANCE AGENT

HELP WANTED

Heartland Financial Service, Inc-Highmore is taking applications for full-time licensed insurance agent. This candidate should possess a talent for working with people, have excellent customer service skills, maintain and grow existing book of business, seeking out new leads and new clients, enjoys sales, be energetic and has an established history of sales success.

Competitive compensation package based on qualifi cations, retirement plan, health, vision, dental, life insurance paid PTO.

Resumé may be sent to Heartland Financial Service, PO Box 15, Huron SD 57350 Attn Naomi Reinhardt or Barb Lenocker, PO Box 40, Redfi eld, SD 57469.Equal Employment Opportunity

Dues Deductibility

Note that dues are not deductible as a charitable contribution but may be deductible

as an ordinary and necessary business expense. The percentages listed below represent the

portion of your dues that are related to lobbying expense and are NOT DEDUCTIBLE as an ordinary and necessary business expense.

IIABA – 18.52%*IIASD – 21.5%*

When using these percentages, please note that 35% of your dues go to IIABA and 65% of your

dues stay with the IIASD.

Questions? Carolyn Hofer at chofer@iiasd.org

Avoiding E&O Exposures

JUNE 3 – 6, 2019

6 Hours General Continuing Education Credits

June 3, 2019 - Monday Sioux Falls, Ramkota – 3200 West Maple St. 605-336-0650 June 4, 2019 - Tuesday Aberdeen, Ramkota – 1410 8th Ave. NW 605-229-4040 June 5, 2019 - Wednesday Fort Pierre, Drifters – 325 Hustan Ave. 605-220-5014 June 6, 2019 - Thursday Rapid City, Holiday Inn – 505 N Fifth St. 605-348-4000

Registration 8:30 Class 9:00 - 3:30 (Sioux Falls, Aberdeen, Fort Pierre)

Registration 8:00 Class 8:30 - 3:00 (Rapid City)

This seminar is designed to identify E&O claim triggers and provide practical, real-world E&O loss prevention techniques to reduce E&O exposures. Participants will also be alerted to recent agency E&O claim trends. INSTRUCTOR: Todd Davis of Peoria, IL, is the owner/operator of Davis Agency Insurance. In addition to operating his insurance agency, Todd is an insurance educator and industry resource, as he is called upon regularly to provide expert witness testimony in law-suits involving insurance agents and insurance companies. Todd has served numerous times as a Board Member of the Independent Insurance Agents of Illinois. HOW TO QUALIFY FOR IIASD LOSS CONTROL CREDIT: An insured who obtains their professional liability coverage for insurance producers through the IIASD sponsored programs will earn a percentage credit on their total annual premium if they attend an approved risk management seminar and remain loss free after attending.

RISK MANAGEMENT CREDIT REQUIREMENTS Agency Size Required Attendance Total Attendees Required

1 1 active agency principal, owner, partner or officer 1

2-7 1 active agency principal, owner, partner or officer and 1 producer or CSR 2

8-20 1 active agency principals, owner, partners or officers & 1 active agency principals, owners, partners, officers, operations managers or producer and 2 producers or CSRs

4

21-50 1 active agency principal, owner, partner or officer & 1 active agency principal, own-er, partner, officer, operations manager or producer & 1 CSR and 3 producers or CSRs

6

51+ 1 active agency principal, owner, partner or officer & 2 active agency principals, own-ers, partners, officers, operations managers or producers & 2 CSRs and 5 producers or CSRs

10

Complete form and return to our office with payment or register online at www.iiasd.org.

NAME/NAMES: _________________________________________________________________________________ AGENCY/COMPANY: _____________________________________________ CITY: __________________________ E-Mail: ____________________________________________________ PHONE: _________________________ I/we will attend at the following location: $65 for each IIASD Member _____ June 3 Sioux Falls, Ramkota _____ June 4 Aberdeen, Ramkota $80 for each Non-Member _____ June 5 Fort Pierre, Drifters

_____ June 6 Rapid City, Holiday Inn Amount enclosed $ ______________

If you are not able to attend, a substitution is allowed. No refunds will be approved.

Return to IIASD 305 Island Drive

Fort Pierre, SD 57532 P: 605.224.6234 F: 605.224.6235

mlinn@iiasd.org

CREATE YOUR DREAM TEAM!

Recruit. Assess. Train. Retain.

Does the thought of hiring a new employee leave you overwhelmed? Are you seeing turnover, or posting a

job, but just aren’t finding the “right” person?

You’re not alone.

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qualified new recruits is their top challenge.

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agencies to identify, hire and assess top-performing Producers and CSRs.

Find Your Next Top Employee: BigIHires.com

Empowering Trusted Choice® Independent Insurance Agents.

POWER IN PARTNERS April 2019

DIAMONDRisk Administration Services

PLATINUM Acuity

Farmers Mutual of Nebraska Financial Markets Inc. Graber & Associates

Great Plains BrokerageNationwide Mutual Insurance Co. North Star Mutual Insurance Co.

United Fire GroupGOLD

Auto-Owners Insurance CGB Diversified Services, Inc.

Columbia Insurance Group Continental Western Group

Dakota Claims ServiceDoss & AssociatesEMC Insurance Co.

Farmers Mutual Hail of Iowa FirePAK

Great American Insurance Co. Intek Cleaning and Restoration

IMT Insurance Liberty Mutual Insurance Midwest Family Mutual

OneBeacon Insurance GroupPro Ag

QBE NAU Rain & Hail, LLC

Rural Community Insurance ServicesSFM Mutual Insurance Co.Western National Insurance

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American West InsuranceAmTrust Agriculture Insurance Services

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Capital Premium Financing, Inc.Concorde Generaal Agency

Donegal InsuranceFarmers Alliance Mutual

Missouri Valley Mutual Insurance Co. North American Software Associates

Northwest GF Mutual Insurance Progressive Insurance Co. Risk Placement Services

SafeCoSwiss Re

State Auto Insurance Co.Wellmark Blue Cross & Blue Shield

BRONZE AmTrust North AmericaBjornson/Sentinel E & L

Grinnell Mutual Reinsurance