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TRANSCRIPT
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
October 2018
Our 2018 Annual Convention was a great success thanks to everyone who attended!
IIABA State National Director
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WHAT DOES IIABA HAVE TO OFFER?
Your National Association has many things to offer beyond Advocacy, though Advocacy is very important and certainly one thing that your National Association does extremely well on behalf of its membership, it is only one spoke in the wheel that makes your National Association a well-rounded machine.
Did you know that the IIABA has a 401(k) multiple employer plan (“MEP”) retirement program that is available to all Big I members. The Big I MEP now has over $110 Million in Assets in the plan. This helps to lower fees paid by our members to manage their retirement programs. The MEP is a Big I member-only benefit. Again this is available to Agency Members as well as State Associations.
Are you aware of ACT (Agents Council for Technology)? ACT brings Independent Agent channel Stakeholders together to advance effective technology workflows and business processes, with the goal of coming to a consensus on what is best. ACT is Volunteer Driven and guided by carriers, vendors, agents and brokers, user groups and associations. ACT is available to Big I Members at no cost. Examples of just a few items which are available to our agency members include, Cyber security guide, sample data security plan, sample disaster plan along with best practices and recommendations on eSignatures, agency websites/marketing and much more.
Have you heard of COALITION? Coalition is a new Cyber Liability Product that is available to Members through the Big I Markets. This Cyber Liability Policy can not only be purchased by your agency for their cyber liability protection but can also be sold to your individual customers. The quoting process includes intrusion testing to determine whether there are holes that need to be fixed. These holes would need to be fixed prior to coverage being bound. The information from the test will be provided to the customer so the fixes may be made. The information will be provided whether your or your client actually purchase the policy from COALITION or do not purchase the policy. This is a great free check of your cyber systems. This product is surplus lines and written through Swiss Re. The quotes we have seen are very competitive and if purchased also provides continual monitoring of your e-mails and websites to protect you and your clients form being hacked.
The above are just a few of the many member benefits that are provided to all of you as members of the Independent Insurance Agents of South Dakota. IIABA continually tries to improve on our Mission Statement: TO PROVIDE MEMBERS WITH A SUSTAINABLE COMPETITIVE ADVANTAGE.
We are here to serve you, our members and we ask for your input and or questions, so we may better serve you and in turn you may better serve your clients.
Dan MaguireBlack Hills Insurance Agency
Rapid City, SD
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2018 OFFICERSPRESIDENT
Jesse KonoldKey Insurance Inc.
Mobridge, SD
PRESIDENT-ELECTDerrick Linn
Leavitt Heartland Ins. ServicesSturgis, SD
VICE PRESIDENTJohn Meyen
Rosholt Insurance AgencyRosholt, SD
SECRETARY-TREASURERJosh Gilkerson
Fischer Rounds & Assoc.Pierre, SD
PAST PRESIDENTAnnette Conway
Black Hills Agency IncRapid City, SD
IIABA STATE NAT’L DIRECTORDan Maguire
Black Hills Agency IncRapid City, SD
2018 DIRECTORSDISTRICT # 1
Josh GilkersonFischer Rounds & Assoc.
Pierre, SD
DISTRICT # 5Elizabeth Nepodal
Fidelity AgencyPlatte, SD
DISTRICT # 2Mindy Huntington
Fischer Rounds & Assoc.Watertown, SD
DISTRICT # 6John Meyen
Rosholt Insurance AgencyRosholt, 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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No strings attached – We all pay attention when we see the word ‘free”. Truth of the matter is that nothing is ever really free; however, there are times when we don’t pay attention to benefits that are available to us and a part of our dues or our membership. We have a lot of “freebies” at IIASD. Currently, we are soliciting names of agents who want to be a part of the Trusted Choice advertisements. I’m sure most of you have seen them on KELO, SDPB or KOTA and if you have been one of the stars, you most likely received comments from your clients or prospects. Just email me at [email protected] and simply let me know you want your name added to the drawing. We will be drawing a total of 28 names for two ads each on KELO and KOTA. This is a great advertising opportunity “free” to you as a benefit of membership. How about the Fire Department Grant program? Each year, we award a $5,000 grant to two volunteer fire departments. Fire Department nominations must be submitted by a member agency so it gives you a chance to connect with your fire department and impress on them how Trusted Choice agents appreciate what they do for your community. See Page 11 of this newsletter for more information. Have you ever considered attending a National event? Legislative Conference in DC; Leadership Conference? These events are a great learning experience, networking opportunity and eye opener as to resources and opportunities for you. Meet your legislators, hear great speakers and learn how you can make a difference. Expense free to you!• Website and social media platforms need review? Free to members – Digital Review – complete with actionable takeaways. Contact Madeleine Stern at [email protected] • Marketing assistance? Help in designing an ad? Free ad design customized with your agency information, photos, logs, etc. Contact Madeleine Stern at above email.• Free Marketing $$$$? Check out the Marketing Reimbursement Program – matching funds available to marketing with Trusted Choice logo Shirts, signs, cups, pens and even websites.Jo Buckley at [email protected] Contact IIASD at 605-224-6234 for more information on any or all of these great benefits.
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E&O EDGE – Megan Linn, E&O Administrator
Messes and MistakesAvoid Careless Reasons for an E&O Claim
By Barbara Rocco & Kristina Miller
No one wants to look foolish in a professional setting. But a number of foolhardy practices result in real-life errors & omissions claims against insurance agents.Here are a few tips that can help you make sure your agency never has to field an E&O claim it could have avoided.
Never overlook licensing. One agency principal allowed an unlicensed employee to place coverage for clients. When the Department of Insurance foundout and investigated, the fact that this employee was in the process of obtaining his license did not save the day. Insurance licenses are a necessary prerequisite to selling or servicing insurance policies. Make sure all employees who need licenses have one in good standing.
Never mislead your clients. A client asked their agent to confirm whether certain health care providers were in or out of network. Unbeknownst to the agent, the client had already planned a surgery and mistakenly thought their policy contained an out-of-network cap. When the client received a bill for uncovered health care costs, they blamed the agent, maintaining that the agent told them the policy involved such a cap. Remember: As an agent, you procure coverage for your client, but you cannot guarantee the outcome of a claim.
Never fool with the attorney/client relationship. An agency’s client was involved in a car accident with an uninsured vehicle. After sustaining significant injuries, the client decided to pursue an uninsured motorist claim under their personal auto policy and hired an attorney to represent them. The client was displeased with the counsel’s representation and called their agent to express their frustration. The agent encouraged the client to fire the counsel on the basis that he didn’t know what he was doing. The agent also said the client didn’t need an attorney to settle the claim. The attorney found out about this conversation and filed a suit against the agency, alleging that the agency interfered with his ability to represent his clients.
Never make foolish assumptions. In another claim, a new client approached an agency to procure a commercial auto policy for multiple vehicles. The agency’s producer had many phone calls with the client to obtain the required information on all vehicles. The agency failed to memorialize these conversations in the file. After the client accepted a quote, the producer filled out the application himself and sent only the signature page to the client, assuming all the information he entered into the application was correct. Later, an accident occurred that totaled a trailer, leading to a dispute regarding the value of the vehicle. Make sure your agency properly documents every file and sends entire applications to all clients for review.
Barbara Rocco & Kristina Miller are assistant vice presidents and claims specialists at Swiss Re Corporate Solutions, and work out of the Chicago office. Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, a member of Swiss Re.
Enhancements for RPG Westport Policy Form
Effective 11-1-18, Westport Insurance Corporation has developed the policy enhancements highlighted below.
• Subpoena – Removed the $10,000 cap per policy period. Expenses will be paid until a Claim is made against the Insured. Payments made under this provision are now in addition to the Limit of Liability.• Regulatory Defense – Increased coverage to $100,000 from $60,000 per policy period. Payments made under this provision are now in addition to the Limit of Liability.• Claim Definition – Reference to subpoena has been removed.• Loss of Earnings – The amount for reimbursement for loss of earnings or temporary staff for attending depositions or trials increased to $1,500 per insured per day/maximum of $75,000 per policy period. • Insolvency Exclusion – Expanded so exclusion does not apply if coverage was placed with an insurance carrier admitted in the state or states of domicile of the subject risk and rated A or higher by Demotech.
Please note that some coverage features may not apply to all policyholders. Any questions, please let me know.
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Division of InsuranceNews and Views
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2019 Open Enrollment and Informing Consumers on Health Insurance Options –
Buyer BewareThe 2019 ACA Health Insurance Open Enrollment is scheduled for Nov. 1 through Dec. 15, 2018, with an effective date of Jan. 1, 2019. The open enrollment period allows South Dakotans the opportunity to review and/or purchase health insurance coverage from options available in the general market as well as the federally facilitated health care exchange known as the Marketplace. A recent federal rule may also result in the increased presence of short term, limited duration plans being sold throughout South Dakota . Usually associated with a lower premium, these plans may be attractive to consumers but purchasers may not fully understand what this type of product will or will not cover. The South Dakota Division of Insurance asks all agents to help warn consumers not to fall victim to high-pressure sales tactics used by telemarketers offering health insurance coverage.Encourage consumers to ask questions about the policy they are considering for purchase. The plan being offered may be a type of health insurance, but may not be a comprehensive major medical policy that provides complete health coverage. Some companies soliciting business in South Dakota by telephone assert their policies are approved comprehensive coverage. However, the policies are typically a limited type or short duration product that may not meet the needs of consumers.Consumers should follow these tips if a call is received from anyone attempting to sell health insurance over the phone:• Check dlr.sd.gov/insurance for additional information on carriers selling insurance in South Dakota.• Healthcare.gov is the only official website for the federal Marketplace. The site has information regarding the Affordable Care Act, qualified health plans and comparisons of Marketplace plans. Be cautious of other similar sounding names or websites.• Remember no one offering comprehensive health care coverage will ask if a pre-existing condition exists.• Be wary of telemarketers from the “national enrollment center,” “national healthcare center” or other official-sounding names. The federal government will not call selling health insurance.
• Be wary of telemarketers from the “national enrollment center,” “national healthcare center” or other official-sounding names. The federal government will not call selling health insurance.• Do not provide Social Security numbers, bank account details or health information. If a caller pressures to provide this information, hang up.• Never agree to any request to send money over the phone.• Purchase insurance through a licensed agent. Do not be afraid to ask for his or her license number. If he or she refuses, hang up.• Ask the caller for written information about the policy, including premiums, if a sales call is received from someone selling health insurance. If he or she refuses, hang up. Two health insurance carriers, Avera Health Plan and Sanford Health Plan, were approved by the Division to sell individual comprehensive health policies during the 2019 open enrollment period. Any other company offering health coverage is not approved to sell comprehensive coverage in South Dakota.Advise your clients to get the facts up front, before buying, in order to understand what the policy will and will not do. If they have additional questions or concerns on how their policy is operating, they can be contact the South Dakota Division of Insurance at 605-773-3563 or by email at [email protected].
Kayla’s Advice
Protect Your Business from Ransomware
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We’re Hiring!
McKinneyOlson Insurance in Sioux Falls is looking for a Commercial Lines Account Executive to join our team.
This individual should be licensed in Property & Casualty and have customer service experience.
The ideal candidate should have a high level of organizational skills and the ability to effectively communicate both verbally and in writing.
The position comes with a full benefit package (health, dental, life and disability insurance as well as 401k plan and PTO).
If interested, please send your resume to [email protected].
HELP WANTED:
In our ever-connected world, business owners are finding themselves at the forefront of a new threat: ransomware. Ransomware is a form of extortion in which hackers often access connected business devices, install debilitating malware, then demand payment for removal—a risky solution that can be costly. Businesses of all sizes are being targeted, and small businesses may be more vulnerable since they often don’t have the security measures or training in place to defend themselves. Last year, ransomware attacks caused $5 billion in damages, according to CyberScout, a top security protection service provider in the insurance industry. Grange Insurance can help protect your agency and your clients from these threats. Here are some steps you can take to shore up your defense:• Stay informed about cybersecurity threats and
outbreaks.• Back up files regularly and separate backups from
your network.• Educate employees to avoid email phishing
attacks.• Keep software current, especially operating
systems and antivirus.• Strengthen email defense, including filters and
authentication.• Use cybersecurity services to proactively monitor
and respond to threats.• Have a response plan in place for regaining
control of systems.If your business is attacked, contact law enforcement right away. Then, follow these steps to get your business back up and running:• Contact your IT service provider and
cybersecurity monitoring provider, if you have one.
• Obtain temporary server space to restore your systems if law enforcement needs your computer or servers for an investigation.
• Wipe hard drives, restore systems and download clean versions of your files from an uninfected backup. Then, run a scan.
• Obtain legal counsel to determine if a data breach has occurred.
Working with partner CyberScout, Grange Insurance is here to help keep your information secure. Our cyber coverage is included on all eligible business owners and commercial package policies so you can protect your agency as well as your clients’ businesses.
Count on us to be there, there ...
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We look forward to seeing you soon.
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.
Financial Markets, Inc. is not an a�liate of Ameritas or any of its a�liates.
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
Research the Ballot Issues November 6th is fast approaching and it is time to start thinking about voting. While most voters have candidate preferences already in mind, many of us have not paid close attention to the ballot questions. Ballot questions take the form of both initiatives and constitutional amendments. A constitutional amendment, if passed, would amend the South Dakota Constitution and result in changing the supreme law of the state. Constitutional changes should only be undertaken with full awareness of the consequences. There are three Constitutional Amendments andtwo Initiated Measures on the November 6th ballot.Being informed about these ballot questions is important for everyone and research beyond the political ads we see and hear will provide insight on the issues. In addition to understanding the ballot question, it is frequently a good idea to learn who is sponsoring the ballot question. This information along with the Attorney General’s brief description and Legislative Research Council comments can be found on the Secretary of State’s website: https://sdsos.gov/elections-voting/upcoming-elections/general-information/2018-ballot-questions.aspx Scroll down on this page to locate the spreadsheet that details sponsor info, AG’s statement, LRC comments and any fiscal impact. You will also find a Sample Ballot for your district by clicking on the menu item at the top of the page.
Make YOUR voice heard – Be Aware and Do Your Share - Vote on November 6th
fmne.comAndy Kraus, CPCU | Vice President of Agencies | 800.742.7433 | [email protected]
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Dr. Matthew Bunkers of Northern Plains Weather Services is a certi�ed consulting meteorologist (CCM) and forensic meteorologist with over 25 years of weather analysis and forecasting experience. He can provide reports, depositions, and testimony in the areas of weather and forecasting, severe summer and winter storms, �ooding, applied climatology and meteorology, agriculture meteorology, and statistics. More information is provided at http://npweather.com, and you can contact Matt at [email protected] or 605.390.7243.
Be Here. Be Great. Great American is currently seeking Seasonal Part-Time Crop
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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 [email protected] or call 1-800-835-7013 ext:63222
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Nominate Your Area FireDepartment for a
$5,000 Grant
IIASD Fire Department Grant Nominations Open September 15th – October 31st
Fire Departments eligible for the two $5,000 grant awards must be volunteer fire departments located in the following counties:District 3: Clay, Lake, Lincoln, McCook, Miner, Minnehaha (outside of SF City Limits), Moody, Turner, Union & Yankton.District 7: Bennett, Butte, Custer, Fall River, Haakon, Harding, Jackson, Jones, Lawrence, Meade, Mellette, Pennington (outside of RC), Perkins, Shannon, Todd & Ziebach
*Nominating agent does not need to be located in one of the above counties
Qualifying Criteria for the $5,000 Grants: •Must be a Volunteer Fire Department in county designated above •Volunteer Fire Department must be nominated and submitted by IIASD Member Agent •Grant request must be for equipment such as: o Bunker Gear o SCBA’s o Radios o General Equipment •Grant form must be complete including narrative describing grant and needNomination submissions will be reviewed by Fire Department Grant Committee and selectionmade by November 15th, 2018. Email Nomination Click here to access application form. Submit to [email protected].
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After the loss...contact Doss
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After the loss...contact Doss
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Our Services Lease Inspection • Risk • Heavy Equipment
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McKinneyOlson [email protected]
605.335.7777
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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Licensed Insurance Agent Wanted:
We are a family owned and run agency looking to expand by adding a Licensed Insurance Agent to manage one of our Professional Liability programs in a multi-state region.
Candidate must have a high school diploma and five years of insurance sales experience. A successful candidate will be a self- starter, sales driven, have excellent communication skills and be able to multi-task.
Responsibilities will include obtaining prospects via marketing campaigns, writing letters and calls that leads to the development and successful acquisition of new business from new clients and existing clients. You will be responsible for staying up to date on the market as it applies to the program and attending regional conferences throughout the year.Salary: Negotiable
Resumes should be sent to Denice Akers at PO Box 9218 Rapid City SD 57709 or may be emailed to [email protected].
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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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IIASD Convention Highlights
THANKS to all who exhibited, participated and contributed to our 88th Convention at The Lodge in Deadwood. Golf and group hike were the activities scheduled during the day on Sunday. Weather was a little cooler than predicted but it just kept everyone on the move. Trade Show participants enjoyed meeting and discussing insurance issues with 40 Exhibitors. They had an opportunity to Roll The Dice with the top level partners to be eligible for top prizes.A Slot Tournament found 60 participants competing for cash prizes totaling $1,000. Josh Bakker of Fischer Rounds, Pierre, went home with the top prize.After the Annual Business Meeting, Alton Carter, renowned author and inspirational speaker told his story to motivate listeners to overcome diversity and change the world.
Highlighted at the Awards Luncheon were the six deserving and honored award recipients.Eric Payne farm and crop agent with Insurance Plus of Aberdeen was presented the Crop Agent of the Year Award. His dedication to the industry and clients is evident as he serves on the IIABA Crop Task Force and IIASD Young Agent’s Committee.
Tom Diefendorf Marketing Rep with United Fire Group was the recipient of the Company Representative of the Year Award. Tom’s commitment to his agents and UFG was highlighted by those who nominated him.
Curtis Sinclair agent with Fidelity Agency in Gregory received the Agent of the Year Award. Curt began his career in the insurance industry in 2006 and his natural skill in connecting with clients and mentoring other agents was recognized by his peers.
Eric Payne
Tom Diefendorf
Curtis Sinclair
IIASD Convention Highlights
Mike Tveidt, Commercial Lines Producer at Fischer Rounds, Sioux Falls, received the Young Agent of the Year Award. Mike was nominated for his leadership and skills on the job, eagerness to learn and involvement in IIASD Young Agents and community. He joined Fischer Rounds in 2013. Sarah Johnson, CSR at DFS Insurance in Sioux Falls, is the 2018 Customer Service Representative of the Year. Sarah’s efforts to serve the agency’s clients and understand their risk and offer coverage solutions earned her this awards. Clients ask for Sarah because she does such a great job. She serves as a role model for others in the agency using her vast knowledge and passion for the business.Wayne Wegner, of Farmers Mutual of Nebraska,received the Adjuster of the Year Award for his professional and dedicated efforts with insured clients and agents. He was described as someone who goes above and beyond to explain coverage and claim settlements. Wayne joined FMNE in 2004. CE and informational sessions Monday afternoon were followed by the Ice Cream Social. The Annual Banquet included the Installation of Officers and a special well-deserved Distinguished Service Award to Dan Maguire Black Hills Agency, R.C. Dan has served on the Board in many capacities for a total of 15 years and currently as our State National Director.His passion and dedication to the industry is surpassed by none. He serves as a role model for all who have the privilege to know and work with him.Party Rock Project entertained us after dinner with their song and humor involving many talented agents and company reps.
Tuesday morning CE and closing luncheon wrapped up the 2018 Convention. Hope to see you next year!
Save the Date2019 IIASD Convention – October 6th – 8th
Downtown Holiday Inn, Sioux Falls, SD
Mike Tveidt
Sarah Johnson
Wayne Wegner
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FRAUD Convictions fraud charges
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Billing USA offered a complete menu of services for its medical business clients, from basic billing to financial falsehoods that made multimillion-dollar scams almost cut-and-paste easy. The Miami firm helped file nearly $5.7 million of false claims for physical therapy and injectable drugs. The outfit lied to insurers that a doctor prescribed the services supposedly provided by a clinic named Blue Diamond. Billing USA fabricated super-bills for crooked providers. They only had to send patient info to Billing USA, the firm then fabricated the super-bills, charging insurers for whatever the patient’s insurance plan allowed and telling the clinics so they could fake patient files to reflect the same. Billing USA received a cut of the insurance profits. Office manager Francel Rodriguez was convicted of conspiracy to commit federal healthcare fraud this week. Owner Mauricio Palma already is serving eight years.
A cleaning service tried to clean out the Washington state comp insurer. Monica Ann Covey-Standley and hubby Blake Joseph Standley owned a housecleaning firm in Mill Creek. She ran the daily operations and he handled workers’ comp with the Department of Labor & Industries. Standley claimed the business had no employees to illegally undercut comp premiums by more than $11,000. The firm paid employees to clean houses during that time, their bank records revealed to L&I investigators. Employees said they worked for the firm, providing wage and tax statements plus time sheets as proof. The couple should have paid $11,743 in comp premiums. At least one employee who cleaned newly built houses was shorted out of pay. The Standleys ignored her phone calls and emails for payment so she filed a wage complaint with L&I, which determined the couple owed her about $1,030. That helped bring their scam tumbling down. Covey-Standley must repay L&I $11,743 plus perform community service and serve two years of probation. Standley earlier received a similar sentence.
A botched home arson left a Scranton man dead and his father charged with murder, prosecutors charge in Pennsylvania. Brett Sweeting Jr. was supposed to burn down Chad Kenowski’s home for insurance then flee with his father Brett Sweeting Sr. But Junior accidentally set off an explosion as he poured gasoline throughout the home. Senior fled without helping his son, who frantically ripped off his burning clothes before dying from burns and carbon monoxide. There was a strong smell of gasoline afterward and the blaze was found to have started in several areas. Investigators also found a gas can near Junior’s body. Kenowski had tried to sell his home for years — it was insured for $756,000. The Sweetingsspoke by phone during the arson, cell records show. Senior also rented a white Chevy Malibu two days before the fire. Video cameras show a white Malibu nearby during the fire. Kenowski is charged with murder, arson, insurance fraud, and other offenses. Sweeting is charged with murder and other offenses.
Stephanie Pepper Snider had filed a claim with State Farm for a two-carat diamond ring she said she had lost. The insurer paid $10,617 to the Renton, Washington woman. Snider filed a claim with Allstate for the same ring about a year later. She said it was stolen from her apartment. Snider told Allstate she was unaware of the State Farm claim or payment. The state insurance department interviewed Snider’s former fiancée, who had purchased the ring. He showed investigators the receipt, diamond certificate, and a photo of Snider wearing the ring — after State Farm paid her more than $10,000. Snider’s ex said he did not know she had filed the claim. Snider is charged with insurance fraud and theft.
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 Joe Jares Dave Johnston Collin Karsky Amy Kvernmo Alex Mentele Chad Moore Wendi Peterson Kimberly Rausch Dave Sendelbach 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.
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Career Opportunity for
Insurance Customer Service Agent
Dacotah Insurance in Aberdeen, SD, Watertown, SD, and Sioux Falls, SD are hiring Insurance Customer Service Agents. This position assists clients
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Apply online: www.dacotahbank.com/careers
Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
InsurPac Raffle Winners!A successful final push to sell InsurPac raffle tickets at the IIASD Convention gathered in an additional $3,300. Young Agents made it funwith a Wine Ring Toss game and golfers bought Raffle Mulligans. The drawing for cash prizes totaling $5,000 was held at the Convention Banquet……and the Winners are:
• $250 Dan Maguire, Black Hills Ins.• $250 James Kessler, Am Trust Ins.• $500 Tela Hutchinson, Missouri Valley • $1000 Suzanne Maguire, Black Hills Ins. • $3000 Scott Nath, CWG Insurance Thank You to all who Donated!!
A Reason Many Salespeople Fail and How to Avoid ItBy: John Chapin
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In a recent article by friend and colleague John Brubaker (CoachBru.com), he stated that, “According to a U.S. Department of Commerce research study, in the first five years of a business the survival rate for independent small businesses is less than 20% but the survival rate for franchises is 95%.”
He continues: “…it isn’t so much the name recognition… it’s the fact that with a franchise you get to utilize a turn-key set of business operations [a successful system that works] as opposed to having to invent the wheel in your own business.
…Starbucks [has] an excellent system which is why they have a thriving business. From the point of purchase displays, merchandising, upsells, menu options and language to the tiered pricing, customer service, and order production/fulfillment methods they have a calculated, streamlined process for every single touchpoint. (Note: The system does NOT vary from store to store within the franchise. The system IS the system.)”
During a discussion with me, he iterated that his own research found that salespeople and entrepreneurs that follow a sales system are 10 times as likely to be successful as those that don’t. The reason why this is true may not be what you expect. It’s also not the same exact reason for franchise success, though it’s similar. The primary reason why salespeople following a system are 10 times as successful as those that don’t, is that they care enough to have a system to begin with. Let me explain. The first step to success in sales is an iron-clad commitment that you’re going to be successful. Anyone committed to a goal lays out a plan and follows a system to achieve that end. Whether it’s weight loss, learning how to play the harmonica… or sales goals. The person who just “kind of ” wants to lose weight, thinks it “might be nice” to play the harmonica, or are in sales because it “pays the bills and gets them to the weekend”, aren’t putting in extra time to plan out how they’re going to actually make it happen. Similar to the person who spends more time planning a vacation than their retirement. They simply aren’t serious about the latter.
The good news is: a sales system doesn’t have to be a painstakingly detailed, step-bu-step system that’s required to run a franchise such as Subway or Starbucks. All that’s required is that it leads to enough of the right activities resulting in enough contacts with enough qualified prospects, to make enough sales to hit weekly, monthly, and annual sales goals.
The Necessary Ingredients for a Successful Sales System
Ingredient #1: A PlanYour plan is the easy part of this process. It simply consists of your goals, your activity, and your plan to get the activity done.
The first thing you need to determine is your annual sales goal. Once you have your annual goal, break that down to monthly and weekly goals. Next, calculate your daily activity. In order to do that, begin by dividing your annual goal by the size of your average sale. That will give you the number of sales you have to make for the year. Now, based upon your closing ratio, figure out how many proposals you need to present. Calculate the number of prospects you need to get that number of proposals. And finally how many calls does it take to get that number of prospects? Once you have the total number of sales, proposals, prospects, and calls, break those down to monthly, weekly, and daily numbers for each. Your last step is to plan your days and weeks based upon the number of calls you need to make while getting your other activities done. Whatever your numbers are, with 168 hours in a week, you should have more than enough time. An example of the business portion of a day in your week might look like the following: 7 – 8 a.m.:
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paperwork and prep for the day, 8 – 10 a.m.: prospecting phone calls, 10 to noon: in-person prospecting, noon to 1: lunch, 1 to 3: appointments, 3 to 5 prospecting phone calls, 5 o’clock: paperwork.
Ingredient #2: The ToolsYour tools will consist of: a playbook, a binder with all scripts, a Concept Book, and a way to track and follow up with clients and prospects. Your playbook will include everything, but not limited to: company policies and procedures, how you start your day, how you find, contact, and follow-up with prospects, how to build long-term relationships, and how you end your day. It’s basically something that you can hand to a brand new person and they can be up and running once they have a general understanding of it. A binder with all scripts contains: all prospecting calls, presentations, answers to objections, and all other items you need to convey to prospects and clients. Your Concept Book will contain all your “evidence”: testimonials, user lists, reference letters, endorsements, articles, guarantees, examples of where your product or service was applied with successful results, and all documentation that supports any claims you make during your calls. Finally you need CRM (client relationship management) and PRM (prospect relationship management) systems in place. These don’t have to be super-complicated or even computerized, they just have to be effective. I have one sales rep who uses a Yearly Planner, 3x5 index cards, and an excel spreadsheet. Again, the keys here are that you have a system and that it’s effective.
Ingredient #3: Follow the Plan and Make Adjustments Once you have your plan, get into action as soon as possible. Notice what is and isn’t working and make adjustments. Remember, imperfect action is better than no action. The biggest problem I see with putting a system together is that some people become perfectionists and as a result, are never ready to take action. Take action every day, even while you are putting your system together. Do not stop everything you’re doing and decide you’re going to wait until you have the perfect plan in place. Do sales activities every day whether a plan is in place or not.
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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
OBITUARYStephen “Steve” Kent Larson
3-24-1949 to 7-16-2018
Stephen Kent Larson, son of Delton and Audrey (Muhs) Larson was born March 24, 1949 at Huron, SD. He grew up in Wessington, graduating from Wessington High School with the class of 1967.
Steve was united in marriage to Sharon Parmely at Huron in 1967. He then attended and graduated from Huron College with a Bachelor of Arts in 1971. He then began his career in the banking industry working at First State Bank in Miller, SD, moving to Platte, SD in 1972 and to Cooperstown, ND from 1973 to 1993. In 1993, Steve began working in Leola, SD for CorTrust Bank where he was still currently employed.
Steve was an avid fan of the Los Angeles Dodgers and San Francisco 49ers. He had several enjoyments including golf, pheasant hunting, fishing and watching sport events but spending time with family and friends was what he treasured most.
Steve attended Sacred Heart Catholic Church. He was a former city council member at Cooperstown, ND and former member of Cooperstown Jaycees. While in living in North Dakota, he had been the Red Cross Regional Coordinator of Griggs County, ND.
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Western Dakota Insurors-Job Ads
Insurance Producers
Full-Time
Western Dakota Insurors, a growing, top independent insurance agency located in the beautiful Black Hills of South Dakota, 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.
Administrative/Customer Support
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We are seeking an energetic, strong team player with excellent verbal and written communication skills. Someone who is action-oriented, persistent, and delivers high quality results, while working independently with some direction. We take pride in the quality service provided to our customers, our community concern, and our commitment to the overall development of our employees. We represent many of the top insurance companies in the country. Customer service is our top priority. This position will provide exceptional customer service and perform a variety of administrative duties. The ability to prioritize and organize responsibilities, and an unwavering commitment to providing exceptional customer service are also critical to this position.
Responsibilities: Customer Service – provides exceptional customer service support via phone and email. Sales Support – routinely communicates with WDI admin staff, producers, and CSRs, and provides support as requested.
Performs other related duties as assigned by Management. Skills Required: An exceptional attention to detail and accuracy in making updates across multiple systems is the most important skill necessary for the effective performance of this position’s functions. Additional skills include the ability to follow extensive procedures, and work with a variety of tasks to ensure comprehensive updates are completed in a timely manner.
Life & Health Customer Service Representative
Full-Time
We are seeking an energetic, strong team player with excellent verbal and written communication skills. Someone who is action-oriented, persistent, and delivers high quality results, while working independently with some direction. This position is for a 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.
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Benefits Producer
Full-Time
Western Dakota Insurors is hiring for a Benefits Producer. As a Benefits Producer with WesternDakota Insurors, you will work closely within your community to build customer relationships andpromote Insurance products. The Benefits Producer will be responsible for selling health, life,disability, and other benefit insurance products to businesses and individuals. The ideal candidateswill have sales experience within a commercial team and hold a valid Life and Health license. If youbelieve 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 communicationskills. Someone who is action-oriented, persistent, and delivers high quality results, while workingindependently with some direction.
This position is for an insurance account manager, someone who works with a sales producer in allaspects 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 required.
Administrative & Accounting Assistant
Full-Time
Are you looking for a part-time position with both accounting and administrative duties? WesternDakota Insurors is an independent insurance agency looking for a detail minded individual to do avariety of duties including accounts receivable, accounts payable, front desk receptionist and othermiscellaneous duties. Hours are flexible.
To Apply for any of the jobs listed above please email: [email protected]
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Continental Western Group® Your leader in commercial insurance, safety and experience.
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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. | 1688CWG-AD-06-18
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Food Processing
We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and high-touch customer service, we are there when we are needed most.
Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.
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CHARITABLE GIVING: Empty Nests & Making a Difference
Pineapples bring to mind the tropics and my Birth Homeland PANAMA, whether you picture them growing in the luscious green foliage of PANAMA or adorning sweet drinks with umbrellas on a Caribbean Cruise. According to some sources, pineapples can be grown nearly anywhere—even in pots. Pineapples don’t lose much water through evaporation and don’t have a large root system. Since pineapples prefer warm climates, cold-climate gardeners like us here in South Dakota need to bring pineapple pots indoors when the weather cools.
Like pineapples, some clients reach a season in life when they simply need to sit in a sunny place and enjoy the weather. Their kids are grown and successful, their careers are ending, and they‘re ready for retirement. They could just sit back and relax, but many of these clients want to leave a LEGACY. They want to make a difference to meaningful charities - often, organizations they’ve spent a lifetime supporting through both time and money.
However, even clients who are strongly motivated to make a significant gift to charity may still hesitate, fearing that their gift could deprive children or grandchildren of assets they may eventually need. These clients may want to consider wealth replacement - a technique that helps philanthropically minded clients achieve both family protection and charitable giving objective through the combined use of:
A charitable remainder trust,
A life insurance policy, and
An irrevocable life insurance trust.
Wealth replacement allows donors to create a LEGACY by giving to a favorite charity while using income payout from the charitable remainder trust (along with the charitable income tax deduction if the donor itemizes) to acquire life insurance. The life insurance proceeds will eventually replace the assets transferred to charity, maintaining the desired inheritance levels to children and grandchildren.
We can never know what lies ahead; you can help by explaining the wealth replacement technique.
Let me HELP you get more information on the wealth replacement technique.
Edward D Bartling, MBA, ACS, CLU, FLMI, AIAA, WPDC
Financial Markets Inc | Phone: 800-888-2829 | Extension 105 | Fax: 888-782-9062 PO Box 3980 Rapid City SD 57709-3980 | 1540A Samco Road Rapid City SD 57702
[email protected] | www.fmiAgent.com
DAILY QUOTE: 'It is better to be prepared for an opportunity and not have one, than to have an opportunity and not be prepared.' - Whitney Young, Jr
ALTHOUGH SUMMER MAY BE WINDING DOWN, SPECIALTY CAN GROW YOUR AGENCY YEAR- ROUND
By: Tom Messina, Regional General Manager, Safeco Insurance
In garages, driveways and slips across America, sit “toys” like classic cars, watercraft, motorcycles, campers, snowmobiles, golf carts and other specialty vehicles. They represent more than hobbies — they’re passion projects for their owners. And while it may be time to put away the RV in South Dakota, the purchasing cycle for and enjoyment of these “toys” lasts all year round.While the home and auto insurance markets are saturated, specialty is a great way to build a lasting connection with your clients and separate your agency from the crowd. By taking time to understand the lifestyle and dreams of your specialty clients, you deepen your relationships and uncover new ways to serve them, while generating referrals.“The independent agents of South Dakota know that to succeed in our industry, it can no longer be business as usual,” says Carolyn Hofer, Executive Director of the Big I South Dakota. “With a constant barrage of new market entrants, IAs must look for ways to enhance their customer relationships and earn their status as trusted advisors – specialty lines help to accomplish those goals.”Recently, Safeco conducted its Agent for the Future survey and asked independent agents about the trends and strategies they think will shape insurance through the year 2020. The survey revealed that increasing cross-sales is the number one way independent agents plan to grow. In addition to cross-sell opportunities, bundling specialty with other personal lines policies creates a stickier customer, since packaged business retains better than single policies. Independent agents can also provide additional value by bundling all the client’s policies with a single carrier. Yet, despite the opportunities for growth with specialty products, they are a largely underpromoted category. Here are four ways you can use specialty to help grow your business and deepen your customer relationships year-round.
BECOME A SPECIALTY EXPERTThe key to becoming a specialty expert is to focus your efforts, and going with what you already know is a great place to start. Do you own rental properties? Do you boat, bike or snowmobile? If so, you have a natural place to begin. If not, follow your interests. With all the resources now available online, you can become a niche expert in no time and boost your cross-sell rates and long-term sales. Plus, the ability to educate clients on better protecting their passions further sets your agency apart from the competition, while opening new avenues for growth.
GET TO KNOW YOUR CUSTOMERS’ INTERESTSBuilding strong customer relationships is essential to selling any policy, and specialty offers unique ways to connect with your customers. The trick is to speak their language. When you can talk to a customer about the hours she spent selecting just the right motorcycle, she’ll know you really “get” her. Similarly, while you are bonding over classic cars or the latest RV models with a client, you can ask deeper questions to better gauge their needs and interests. The conversation also lets you highlight your expertise, giving customers more confidence in the risk management strategies you present.
GENERATE A STEADY SOURCE OF RELIABLE REFERRALSSpecialty vehicle enthusiasts tend to congregate, whether for a Saturday morning cruise-in or long motorcycle rides through the mountains. As a result, they are more likely to chat about insurance with friends with similar assets to protect — which can increase your pool of potential referrals.Focusing on specialty also lets you pinpoint your ideal customer while setting you apart. Any licensed producer can insure a standard sedan, but fewer understand the intricacies of protecting rental properties or classic cars. Focusing your acquisition efforts on specialty can lead to quality accounts that retain and outperform other customers.While your current home and auto policyholders are good places to start for specialty leads, don’t stop there. To drive referrals and establish new leads, visit local specialty vehicle dealerships, attend boat, motorcycle or classic car shows, or reach out to realtors selling rental homes.
CROSS-SELL TO IMPROVE RETENTION AND INCREASE PROFITSCross-selling is especially important now, as the public increasingly views an auto policy as a commodity. Focusing first on specialty increases your chances of capturing the entire account. Plus, building this side of your business can improve your bottom line by helping offset auto losses since specialty policies are typically profitable with more stable rates than auto or homeowners.
THREE QUESTIONS TO HELP YOU SELL SPECIALTY NOW1.How can you help educate your customers about risk? For example, do your clients have a teen that drives or babysits other people’s children? Discuss specialty policies each time you do a risk assessment, especially at renewal time. 2.Every time you insure a truck or SUV, ask if it has a trailer hitch. If it does, they’re likely hauling something you can insure with specialty.3.Do your clients travel for extended periods of time in their RVs? When they arrive at a destination, do they like to set up a full outdoor living space complete with outdoor furniture and a TV? If so, they may need greater coverage for personal effects.
INDEPENDENT AGENTS PUT THE “SPECIAL” IN SPECIALTY.Independent agents are in a unique position to win with consumers — no other distribution channel offers the combination of ease, choice and advice that you do. When you demonstrate that you understand your clients’ lifestyle, priorities and passions, selling the right policies becomes easier and more profitable. In addition, taking time to become a specialty expert not only increases cross-sales within a desired demographic, it positions independent agents as trusted advisors that really care about their clients.
POWER IN PARTNERS October 2018
DIAMONDRisk Administration Services
PLATINUM Farmers Mutual of Nebraska
Financial Markets Inc. Graber & Associates
Great Plains BrokerageNationwide Mutual Insurance Co. North Star Mutual Insurance Co.
QBE NAU United Fire Group
GOLD Acuity
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
Rain & Hail, LLCSFM Mutual Insurance Co.Western National Insurance
SILVER Accident Fund Ins Co. of America
American West InsuranceAmTrust Agriculture Insurance Services
ArmTech Insurance Services Auto-Owners Insurance
Berkshire Hathaway Guard Insurance Capital Premium Financing, Inc.
Concorde Generaal Agency Donegal Insurance
Farmers Alliance Mutual Missouri Valley Mutual Insurance Co. North American Software Associates
Northwest GF Mutual Insurance Progressive Insurance Co.
Rainbow International Restoration Services Risk Placement Services
Rural Community Insurance ServicesSafeCo
Swiss ReState Auto Insurance Co.
Wellmark Blue Cross & Blue ShieldBRONZE
AmTrust North AmericaBjornson/Sentinel E & L
Grinnell Mutual Reinsurance