IIASD August Newsletter

INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA

AUGUST 2012

Come Join Us For Our 2012 Win with Trusted Choice Convention!When: September 9th-11th

Where: The Deadwood LodgeWe Hope To See You There !

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2012 OFFICERSPRESIDENT

Dale HeeschDakota Ins Agency

Baltic SD

PRESIDENT-ELECTKathy Johnson

First Western InsuranceRapid City SD

VICE PRESIDENTGerrit Juffer

Juffer Inc.Wagner SD

SECRETARY-TREASURERSteve Walker

First Madison InsuranceMadison SD

PAST PRESIDENTAmy Olson-Miller

McKinneyOlson InsuranceSioux Falls SD

IIABA STATE NAT’L DIRECTORGary Joyce

Howalt-McDowell Ins. Inc.Sioux Falls SD

2012 DIRECTORSDISTRICT # 1

Jesse KonoldKey Insurance Inc.

Mobridge, SD

DISTRICT # 5Gerrit Juffer

Juffer Inc.Wagner SD

DISTRICT # 2Mindy Huntington

Fischer Rounds & Assoc.Watertown SD

DISTRICT # 6Pat Tollefson

Insurance PlusAberdeen SD

DISTRICT # 3Steve Walker

First Madison InsuranceMadison SD

DISTRICT # 7Annette Conway

First Western InsuranceSturgis, SD

DISTRICT # 4Chad Dubisar

Boen & AssociatesSioux Falls SD

DISTRICT # 8Dan Maguire

Black Hills Agency IncRapid City SD

EXECUTIVE VICE PRESIDENTJerry Diamond

IIASDPierre SD

INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA

AT UNITED FIRE GROUP . . .

Independent agents are the backbone of our insurance business. So, when you talk, we listen. Your requests have prompted us to provide real-time technologies for your convenience. We know you have better things to do with your time than perform tedious data entry. That’s why we’re using the latest technology to provide you with real-time access to your customers’ account information on ufgAgent.com.

Transformation Station and Transact Now™ make real-time inquiry available for:

• Policy • Billing • Claims • Loss runs

Renewals, endorsements, new business, cancellations, reinstate ments—automatically downloaded into your agency management system with updates downloaded nightly. Contact our United Fire marketing team at 800-828-2705 to learn more about these real-time technologies. Go ahead . . .we’re listening!

United Fire GroupCedar Rapids, Iowa www.ufgAgent.comFollow us on Facebook!

®

UNITED FIRE AGENT RON HAMMERBERG The Executive Corner

Jerry Diamond, Exec VP

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In an article I read recently, the Obama administration said recently it is on track to set up federal health insurance exchanges by 2014 in U.S. states that fail to establish their own regulated insurance markets as required by the newly enacted federal healthcare reform law.

Only 13 states have thus far stated they will be ready in 2014 to launch their own exchange, a larger number of states have done little to establish exchanges because of political uncertainty over the November election, which could set the stage for a repeal of the reform law if voters give Republicans control of the White House and Congress.

The administration has set a Nov. 16 deadline for states to say whether they intend to set up their own exchanges, create one in partnership with the federal government or let federal officials establish one for their residents.

Some experts believe fewer than 19 will be ready to go with state-run exchanges by the Jan. 1, 2014, deadline for full operation.

It is expected that the U.S. Health and Human Services Department will issue new guidance before the end of the summer on how federally-facilitated exchanges are expected to operate, a senior official said.

State resistance to exchanges, spearheaded by the governors of Florida, South Carolina, Louisiana, Mississippi and Texas, has been largely overshadowed up to now by the fight over the plan to extend Medicaid coverage to millions of people living near the poverty line. South Dakota is taking a wait and see stance to see who the next president will be. A map showing the status of states and a report on who is doing what can be found at Kaiser Family Foundation State Health Facts: http://statehealthfacts.kff.org/comparemaptable.jsp?ind=962&cat=17.

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www.dakotaclaims.com

ABERDEEN P.O. Box 291

Aberdeen, SD 57402-0291 (605) 225-0725 Fax (605) 226-1618

Email: [email protected]

CHAMBERLAIN P.O. Box 149

Chamberlain, SD 57325 (605) 734-6011 Fax (605) 734-6013


HURON P.O. Box 201

Huron, SD 57350 (605) 352-5000 Fax (605) 352-5173 Email: [email protected]

PIERRE

P.O. Box 400 Pierre, SD 57501

(605) 224-6155 Fax (605) 224-4735 Email: [email protected]

RAPID CITY

P.O. Box 2138 Rapid City, SD 57709


SIOUX FALLS

P.O. Box 611 Sioux Falls, SD 57101


SPEARFISH

P.O. Box 435 Spearfish, SD 57783


WATERTOWN

P.O. Box 203 Watertown, SD 57201


YANKTON P.O. Box 265

Yankton, SD 57078 (605) 665-3886 Fax (605) 665-3899


Independent Claims Services to the Insurance Industry

E&O EDGE – Carolyn Hofer, E&O Administrator

What Attorneys Say about Insurance Agents?????

Earlier this year, Swiss Re Corporate Solutions and Big I agency E&O risk management team developed a survey to gain more perspective into agent’s E&O litigation environment and to get real-world feedback from the outstanding attorneys on the front line defending your interests. The attorneys that responded had an average of 24 years of experience working with Swiss Re Corporate Solutions to defend policyholders. Collectively they have handled thousands of agency E&O cases. A review of the responses provides some great direction on where E&O claims may be lurking in the agency and how to avoid them.

Common Allegations Made Against AgentsAn allegation is an assertion made by a party that must be proven and supported with evidence. Allegations can be made on “information and belief ” if the person is not sure of all the facts. It’s important for agents to remember that until each statement is proved, it is only an allegation. Just because you have a claim made against you, doesn’t mean you did anything wrong or breached your legal duty. Attorneys were surveyed for their thoughts on the most common allegations against insurance agents. Survey results were compared to our claims data and there were no surprises. Share this information with your staff and discuss whether or not you have areas that need improvement –

Most Common Allegations Against Agents•Failure to procure appropriate coverage or adequate limits•Failure to advise of policy exclusions or limitations (coverage gaps)•Negligent determination of appropriate property values•Failure to advise about coinsurance penalty•Breach of fiduciary duty•Exceeding binding authority or binding an unacceptable risk (carrier claim against agent)•Failure to properly handle coverage for additional insurances and certificate holders•Holding yourself out as an expert or risk management specialist•Failing to explain audit provisions in policies

Things to Remember When Claims Occur

Being sued in an E&O claims is unfortunate, but that is why you purchase Professional Liability Insurance. Emotions run wild when it happens to you but there are some things that you need to remember.

Most importantly, you need to get your E&O carrier involved as soon as a potential incident arises. You also need to make sure understand the Report and Notice Provisions of your E&O policy to make sure you or your staff don’t do anything that would jeopardize the coverage afforded by the E&O policy.•Remember that just because you are sued doesn’t mean you did anything wrong•Provide E&O carrier immediate notice of claim (Continued on page 5)

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(E&O Article Continued from Page 4)

•Never admit liability or tell the customer, “Don’t worry, I have E&O coverage.”•Only discuss matter with E&O carrier and appointed defense counsel•Preserve, organize and provide all documents related to the account to your E&O carrier or defense counsel•Do not give up any portion of the customer file without a subpoena or consulting with an attorney•Never talk with the plaintiff ’s side without representation•Learn from the experience and find ways to improve the agency’s operations•Fully cooperate in every way with the E&O carrier and defense counsel•Getting sued is not the end of the world•Agents may be sued just to keep the case in state court•Trust your E & O carrier•The case will likely turn on credibility and documentation

Most Common Agent Errors Attorneys See When Defending Agents

The panel counsel attorneys from Swiss Re Corporate Solutions average almost 25 years of experience in E&O Claims. They have seen the good, the bad and the ugly. They were asked to provide their thoughts on the common errors they see agents make, causing them to be involved in an E&O claim. Take stock of your agency’s performance and if there are areas of improvement needed to prevent these errors.•Attempts to negotiate with carrier on behalf of customer after denial of a claim•Failing to document coverage discussions where customer declined coverage or higher limits•Lack of timeliness in policy deliverance•Failing to comprehensively document telephoneconversations with customers•Lack of compliance with carrier requirements in placing coverage•Failing to follow internal steps outlined in agency’s procedure manual•Lack of communication in understanding the customer operation or coverage needs•Failure to respond in a timely fashion to customer inquiries and questions•Dabbling – getting outside of the agents expertise•Not identifying differences in coverage when renewing a policy on different policy form•Making coverage determinations on behalf of the carrier

•Failing to discuss updating coverage as their customer grows•Not getting signed applications from customers•Holding yourself to be an expert or risk manager when you are not•Lack of knowledge of product being sold•Overstating or misrepresenting product coveragePreventing E&O ClaimsThe panel of counsel were asked what agents could do to prevent E&O claims or at least to get them resolved quickly. Below are their responses for your review to see how your agency stacks up.•Understand the standard of care owed to your customer and how this may vary depending on the state in which you are doing business. Maintain standard agency procedures that address each type of customer transaction•Audit to ensure standard agency procedures are adhered to by all agency staff and that file comments are at the professional standard desired•Thoroughly document customer files with requests for coverage, both offered and rejected•Use surveys/coverage checklists to identify customer’s exposures and to document the acceptance or rejection of coverages•Voice mail, email, fax, or other electronic communication should contain a disclaimer stating coverage cannot be bound without speaking with a licensed representative•Implement a standard procedure to review policies and endorsements for accuracy•Deliver policy on a timely basis•Utilize the agency management system at all time for all communications/correspondence•Send written confirmation of declined coverage•Include disclaimers on all coverage summariesand policy delivery correspondence•Avoid “renew as is” – Discuss with customers what has changed since last year and offer additional coverage or increased limits•Stay within comfort zone and area of expertise•Be aware of how policies you place integrate and overlap, especially regarding umbrella and excess policies•Instill a “claims prevention” mentality among agency staff•Submit ALL claims to the carrier in a timely manner and do not make coverage determination on behalf of the carrier•Have the customer sign, date and initial applications when required•Require continuing education to staff beyond just what is require to maintain licenses

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•Have service standards and respond to all customer inquiries in a timely fashion•Do not alter standard Certificates of Insurance forms or indicate coverage limits that do not exist on the actual insurance policy•Require written confirmation from the insured before making any changes to an existing policy, or if accepted via telephone, send written confirmation to the customer verifying change

Prevailing When it Happens to You

The counsel attorney panel was asked the top ten things an agent can do to prevail if an agent does have an E&O claim. Their responses are below but many were universal in stressing to be honest, to preserve all documentation associates with the customers file and to avoid discussing the claim with anyone outside of the agency.•Involve your E&O carrier as soon as you become aware of an incident that could result in a claim•Never give a deposition without contacting your E&O carrier and being accompanied by the agreed upon attorney•Immediately write a chronology of events or summary of facts leading up to the claim•Identify all people in the agency that may have relevant information on the underlying claim•Make sure agency staff do not talk to the customer, customer’s counsel, or other outsiders regarding the claim, refer them to E&O carrier•Fully cooperate with and take advice offered by your defense counsel•Don’t withhold or delete any communications•Make your best efforts to gather, assemble and preserve all documentation and information relating to the claim and thoroughly learn file•Be truthful•Work with defense counsel to thoroughly prepare for depositions•Testify persuasively and politely to make a positive impres-sion•Do not discuss the case with anyone other than your E&O carrier or defense counsel•Remain calm and let your attorney do the worrying for youWhat do Attorneys Say is Exposing Your Agency?Sometimes agents just have too much on their plate to make E&O risk management a priority. It’s one thing not to be proactive and it is wholly another thing to be unnecessarily increasing liability with dangerous activities. The panel counsel told Swiss Re Corporate Solutions what they felt were the most dangerous things that agents do to exposure themselves to E&O claims. Take a moment to look in the mirror – are these YOU?

•Having agency procedures in place that are not strictly followed by all agency staff•Advocating in writing on behalf of the customer once a claim had been submitted and denied by the carrier•Lacking thorough understanding of the products being sold to customers•Misrepresenting the scope of coverage procured•Making a coverage determination on behalf of the carrier•Failing to offer additional coverages and increased limits•Failing to document the customers declination of coverages and limits•Issuing binders outside the scope of the agency’s binding authority•Making representations about the adequacy of coverage – “fully covered”•Dabbling in areas outside of the agency’s expertise•Over-promising in advertising materials, creating a “special relationship” with or reliance by the customer•Renewing policies “as is” without a review of possible changes in exposures•Failing to review the policy to make sure it matches the application and proposal•Having the customer sign a blank application or signing customer’s name on their behalf •Modifying the language on a Certificate of Insurance •Failing to understand customer’s business/operationSummary of South Dakota Insurance Agents Duty to AdviseAgent has a general duty to use reasonable skill, care and diligence to procure insuranceof the kind and with the provisions specified by the client. Trammell v. Prairie States Ins.Co., 473 N.W.2d 460 (S.D. 1991). General duty includes following client’s instructions ingood faith and with reasonable professionalskill. If the client “appeared clear about whathe wanted,” the agent has no duty to inquirefurther into the client’s wishes. City of Colton v. Schwebach, 557 N.W.2d 769 (S.D. 1997).No affirmative duty to advise, unless the agent assumes the duty, the client requests adviceregarding coverage or there is a course ofdealing that indicates the client seeks andrelies upon the agent’s advice. Fleming v.Torrey, 273 N.W.2d 169 (S.D. 1978).© 2007 The Hassett Law Firm, P.L.C.www.hassettlawfirm.com

What’s In Your File – Good Documentation?Imagine one of your customer’s files projected up on a big screen in a court room for all to see.Would you feel comfortable that the file would provide a clear and understandable timeline of all of the interactions with the customer? Would it cover Who, What, Why, When, How?

(Continued on Page 10)

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Division of InsuranceNews and Views

/ / / /

Progressive Casualty Ins. Co. and its affiliates, Mayfield Village, OH. Auto insurance prices and products are different when purchased directly from Progressive or through independent agents/brokers. Not available in all states. Market positions from Highline Data’s 2007 written premium data, NAIC 2008 market share data, and 2008 Millward Brown & Harris Interactive survey data. 10A00065.A11 (08/10)

Whether your customers drive it, ride it, or boat it. We can insure it.HELPING YOUR CUSTOMERS FIND THE RIGHT POLICY HAS NEVER BEEN EASIER. Partner with a leader. It’s no secret why drivers use independent agents. You offer quality service, and a convenience second to none. But Progressive can help too. Because Progressive is not only a leader in auto insurance, but also truck, boat, motorcycle and RV. Plus, drivers who switch to Progressive save an average of $550 on their auto insurance. So no matter what you’re helping your customers insure, together — we can help them insure it for less.

Annuity and Life Insurance Changes Underway

Division of InsuranceContact Information:

Merle Scheiber, DirectorSouth Dakota Division

of Insurance445 East Capitol Avenue

Pierre, SD 57501Phone: 605.773.3563

Fax: 605.773.5369

There has been some significant annuity legislation passed within the last year but two more changes are on the way. Last year annuity suitability legislation was passed that updated our requirements to the current NAIC model. A significant component of that legislation was the agent training requirement. In order to be permitted to sell annuities in 2013, agents must first complete 4 hours of CE. This is a one-time only requirement. A list of director-approved courses is listed on Sircon and may be accessed by using the “Approved Courses Inquiry” at the following address: https://www.sircon.com/ComplianceExpress/NonSscrbEducation/index.jsp?1=0&lid=lp_southdakota2&sc=osgwqtzm&sscrbid=9037&path=southdakota.

The Division has also proposed a rule that changes the requirements for replacement of life and annuity products. This would replace our existing replacement requirements effective January 1, 2013. The new replacement requirements would be consistent with the NAIC Life Insurance and Annuities Replacement Model Regulation. For agents, this means using a new life replacement form. Agents will also be required to obtain a statement from the applicant as to whether there are existing policies, and if so, a replacement notice is required. Also in replacement situations, the applicant must be provided with a copy of all sales materials used. The Division will allow insurers to begin using the new forms and procedures prior to January 1, 2013.

A new annuity bulletin has been issued effective August 14, 2012. Bulletin 12-04 delineates when annuities that provide access to benefit guarantees or values based upon long-term care type triggers are subject to the long term care laws and rules. The bulletin clarifies for insurers when annuities will need to follow long-term care requirements so as to expedite the regulatory approval process for annuity contracts.

All of these changes have been initiated with the close cooperation of the life and annuity industry. These are common sense changes that not only provide additional protection for the insurance buying public, but in addition adopt uniform standards that will allow the industry to more efficiently operate on a multi-state basis.

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Kayla’s Computer AdvicePassword Protection:

How to Create Strong Passwords

By: Kayla LongbrakeAdministrative Coordinator

GreatAmerican Crop.com

Other insurance companies can’t touch our iPAD app!

Our Crop agents can write, sign and submit coverage from the field. Can you?

Great American Insurance Group is an equal opportunity provider. 301 E. Fourth Street, Cincinnati, OH 45202

We live in a password-driven world, where between four and 20 characters are the difference makers in whether you're able to access your data, communicate with friends, or make your online purchases. The problem is that passwords should be different everywhere you use them, and that can make it difficult to remember them all. And, if a password is truly strong, that makes it even more difficult. That's why we've put together this helpful password guide. Follow these tips and tricks to take total control of your terms for access. COMMON PROBLEMS WITH PASSWORDS Use Different Passwords EverywhereWhy would you do this when it's so easy to just type "fido" at every password prompt? Here's why: If "fido" gets cracked once, it means the person with that info now has access to all of your online accounts. A study by BitDefender showed that 75 percent of people use their e-mail password for Facebook, as well. If that's also your Amazon or PayPal password and it's discovered, say good-bye to some funds, if not friends. Avoid Common PasswordsIf the word you use can be found in the dictionary, it’s not a strong password. If you use numbers or letters in the order they appear on the keyboard (“1234” or “qwerty”), it’s not a strong password. If it’s the name of your relatives, your kids, or your pet, favorite team, or city of your birth, guess what—it’s not a strong password. If it’s your birthday, anniversary, date of graduation, even your car license plate number, it’s not a strong password. It doesn’t matter if you follow this with another number. These are all things hackers would try first. They write programs to check these kinds of passwords first, in fact.Other terms to avoid: “god,” “money,” “love,” “monkey,” “letmein,” and for the love of all that’s techie, if you use “password” as your password, just sign off the Internet right now.

STRONG PASSWORD SOLUTIONS How to Build StrengthTo create a strong password, you should use a string of text that mixes numbers, letters that are both lowercase and uppercase, and special characters. It should be eight characters, preferably many more. A lot more. The characters should be random, and not follow from words, alphabetically, or from your keyboard layout.So how do you make such a password?1) Spell a word backwards. (Example: Turn “New York” into “kroywen.”)2) Use l33t speak: Substitute numbers for certain letters. (Example: Turn “kroywen” into “kr0yw3n.”)3) Randomly throw in some capital letters. (Example: Turn “kr0yw3n” into “Kr0yw3n.”)4) Don’t forget the special character. (Example: Turn “Kr0yw3n” into “Kr0yw3^.”)

You don’t have to go for the obvious and use “0” for “o,” or “@” for “a,” or “3” for “e,” either. As long as your replacement makes sense to you, that’s all that matters. A “^” for an “n” makes sense to me.

Article By : Eric Griffith

Omaha Branch: 800.338.9735 | Home Office: Des Moines, IA www.emcins.com

© Copyright Employers Mutual Casualty Company 2011 All rights reserved

We’re celebrating our 100th year by planning for our next 100 years.

Tanya Wentzel, Des Moines Branch Marketing ManagerTroy Boysen, Minneapolis Branch Commercial UnderwriterConnie Jarzynka, Omaha Branch Claims Adjuster

Emails and teleconferencing may be time-savers, but there is no substitute for the one-to-one relationships with insurance professionals who know you and your community. Early on, EMC Insurance Companies realized the value of being close to agents and policyholders. That value continues to pay off in products and services tailored to individual market needs. Whatever the future holds, insurance will always be a relationship business and EMC will continue to keep those relationships as close to your office as possible.

5269_EMC_AD_Group_SDAgentsBulletin7x10.indd 1 12/10/10 3:56 PM 9

www. rascompanies . com1.800.732.1486Our Focus. Your Opportunity.SM

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Continued from Page 6Documentation should provide a road map of daily activities backed up by signed applications, checklists, proposals identifying coverage that were accepted and rejected. Agents general do not lose E&O cases because of too much documentation. •File should include all communications with customer including in-person discussions, phone calls, faxes, texts and electronic communications•Any discussion of coverage and exclusions should be documented•E&O coverage checklists serve as solid documentation•Written confirmation of insured’s desired limits•Note when policy was delivered to insured•Transmittal letter included with policy stating that all policies have conditions and exclusions which impact coverages and it is the insured’s responsibility to read the policy in detail and to contact agency with any questions or request for changes•All endorsements issued should have an activity log identifying either the insured’s request or the carriers requirement. Documentation of endorsement delivery is also very important.•Documentation that any claims reported to agency were immediately reported to carrier•Do not include comments about claims, or the merits of claims, or your opinion on whether or not there is coverage

•Resist urge to go to bat for your customer when a claim is denied by the carrier•Documentation should be clear, concise, consistent and include what was done or discussed with specific dates and times, and able to be understood by all agency staff.•Daily activity logs, copies of change orders, premium adjustments, premium audits, applications, renewal applications, dec pages and access to all policy forms described on declaration page should be in file•Documentation should include unalterable date/time stamp•Just the facts – personal comments should not be included in the file•Recreate transaction in complete detail of the step-by-step process used to serve the customer•Do not put E&O claim information in file of customer involved•Carrier conversations and correspondence should also be documented in file•All staff should use the same system and procedures in documenting customer files•Good documentation procedures will prove both that a specific event did or did not occur•Record of agency issued Certificate of Insurance should be kept and a copy sent to insurance carrier (s)

©2012 Swiss Re Corporate Solutions and IIAA Agency Administrative Services, Inc.

Insuring the Midlands Since 1891

Les Hileman, CPCU, AICVice President of Agencies

[email protected]

PROVIDING INSURANCE FOR 97 YEARS:

Personal & Commercial Automobile

Farmowners/Ranchowners

Umbrella Liability

Homeowners & Mobilehome

Fire & Allied

Lines

Personal & General Liability

Contact Mel Juran 605-775-2636

Agent & Customer Service

Oriented

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ACCORDING TO FITCH RATING U.S. CROP INSURERS LIKELY TO ABSORB

NEAR-TERM LOSSES.

In a press release issued by Fitch Rating they indicate that the scorching summer heat and widespread drought conditions are leading to questions regarding crop insurance losses for the property/casualty insurance industry. Fitch Ratings notes that, while underwriting performance in crop insurance is likely to deteriorate in 2012, the magnitude of losses is difficult to estimate given the nature and complexity of the product line.

Fitch says, “However, private insurers' net losses, after federal and private reinsurance, are anticipated to have more of an impact on earnings rather than capital. We believe the leading writers of crop insurance will be able to absorb any near-term crop losses and are likely to maintain current levels of financial strength due to the primary writers' size, diverse portfolios, conservative use of additional reinsurance, and the business line's historical profitability.”

Multi-peril crop insurance is a relatively small segment of the U.S. property/casualty insurance industry representing approximately 1% of annual net written premiums. The top writers of crop insurance are higher rated, large, diversified, global companies with solid balance sheets and experienced management teams that primarily use this line of business to help diversify their risk by product and geography. The public companies with the largest market share in this line based on 2011 direct premium written include ACE Limited (issuer default rating [IDR] of 'A+'), QBE Insurance Group Limited (IDR of 'A'), Wells Fargo & Co. (IDR of 'AA-'), American Financial Group, Inc. (IDR of 'A-'), Allianz Insurance Group (IDR of 'AA-'), and Endur-ance Specialty Holdings (IDR of 'A-'). Endurance has the greatest amount of crop insurance as a percentage of its total book at roughly 25% of country’s net premium written.

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Northern States Agency, a Managing General Agency & Wholesale Broker for over 55 years, providing a wide range of commercial insurance:

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SPOUSAL EVENT PLANS FOR DEADWOOD CONVENTION MONDAY SEPTEMBER 10th !

We plan to leave Deadwood by 9:30 and head to Hill City. We will visit the first winery around 10:15,

then have lunch at The Alpine Inn between 11:15-11:30.

After lunch there is shopping in downtown Hill City until we load the van(s) around 1:30 and head to our 2nd winery.

We plan to leave Hills City and head back to Deadwood with a brief stop at the Chubby Chipmunk. We will be back in Deadwood by 3:15.

All spouses that plan on going please sign up at the registration table on Sunday September 9th.

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SURVEY PREDICTS DROP IN HEALTH COVERAGE

About one in 10 employers plan to drop health insurance when the ACA takes full effect, according to a Deloitte study previewed in The Wall Street Journal. Eighty-one percent of employers said they will continue offering benefits, and another 10 percent said they weren’t sure.

However, one in three said they could drop coverage if the ACA forces them to offer more generous benefits, if the so-called Cadillac tax takes effect in 2018 or if they figure it’s worth paying the penalty for not providing insurance.

The survey of executives and HR reps. from 560 unnamed companies took place between February and April. The WSJ story on the report can be found at: http://on.wsj.com/M6zKjV.

YOU’RE INVITED!

We write no other lines of business.

Work with us!There is a difference!

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It’s what we do andwho we are at RAS.

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LOCAL Largest domiciled Work Comp Writer in South Dakota

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PROFESSIONAL LIABILITYCOVERAGE IS IN THE DETAILS

&

&

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YOU’RE INVITED!

We write no other lines of business.

Work with us!There is a difference!

MonolineWork Comp

It’s what we do andwho we are at RAS.

At RAS, Workers’ Compensation is WHAT WE DO.

www.rascompanies.com800.732.1486

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Brought to you by:Your No. 1 South Dakota Workers’ Compensation Provider, RAS.

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A FREE Continuing Education Seminar For South Dakota Agents

1:00 Registration1:30‐4:30 Seminar4:30 Social

For more information, contact Beth Dobbs at [email protected].

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PARTNERSHIP 95%+ of our insureds renew with RAS

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AGENT WANTED:

Licensed in all Lines;Must locate to Rapid City;

Should have two (2) years of Experience in Medical Professional Liability Insurance,

Disability Income coverage.Salary plus Commissions with some travel

required Health and Dental Insurance provided: Retirement plan

Send Resumes To:

IIASDPO Box 327

Pierre, SD 57501or send e-mail to

[email protected]

“Insuring Homes, Farms, Businesses and Autos”

“A Personable Company Keeping You on Course’’

www.nstarco.com1-800-622-5230

Box 48 Cottonwood, Minnesota 56229

Rated “A+ Superior”

Offered Exclusively Through Independent Agents

18

Scobie Group 1501 42nd St, Suite 100

West Des Moines, IA 1-800-475-1000 www.fwins.com

Scobie Group 14748 West Center Rd, Suite 202

Omaha, NE 1-800-825-4855 www.fwins.com

Sentry Knows TruckingSentry understands trucking is your number one priority. That’s why we constantly review and enhance our coverages to provide you with the insurance protection you need.

Some of the important coverages we offer include:

• Unlimited towing coverage

• Pollution liability

• Unladen liability

• Enhanced deductible options

• Non-trucking liability

• Blanket additional insured endorsement

• Cargo pollution cleanup

• Accident travel coverage

• Workers’ compensation coverage

Learn more about the products and services Sentry provides. Call today.

Property and casualty coverages are underwritten by a member of the Sentry Insurance Group, Stevens Point, WI. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits and discounts are not available in all states. See policy for complete coverage details.

688225 05/26/11

Ringwalt & Liesche

Tired of waiting for the market to change?

Send your submissions to: [email protected]: 800-708-7448 • F: 402-916-3333 • www.Ringwalt.com

At Ringwalt & Liesche, we’re not waiting around. We’re proud to be an agency that can offer stability regardless of market conditions. Check out our website at Ringwalt.com to learn more, or just give us a call - we’d love to hear from you! • Commercial Auto

• Garage Liability

• General Liability

• Commercial Property

• Workers’ Comp

• Motor Truck Cargo

• Prize Indemnification

19

INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA2012 CALENDAR OF EVENTS

SEPTEMBER IIASD STATE CONVENTION Sept 8th - Board Meeting – Deadwood Sept 9th Golf - Opening Reception - Exhibitors Sept 10th Seminars – CEC - Banquet Sept 11th CEC – Closing Luncheon

NOVEMBER Nov 12th – 13th Board Retreat - Oacoma

20

NEW MEMBERS CORNER:

Meet new members of our AssociationWe look forward to providing services to:

Member Agencies:

Hometown Insurance Agency, Inc.Marian, SD

Heidi Ptak, Principal

Associate Agencies:

Opp Ag & Consulting Agency, Inc.Eureka, SD

Mark Opp, Principal

Join us in welcoming them to IIASD!

Not sure where to turn for Commercial Auto insurance?

Let the insurance experts at E&L show you the way.

www.ericksonlarseninc.com

Maple Grove, MN 800-442-3168

Fargo, ND 800-284-0965

Madison, WI 888-249-6050

www.nwgf.com INSURANCE FOR: Homeowners Farmowners Modular Homeowners Personal Auto Farm Property Dwelling Property Mobile Homes Excess Liability Farm and Personal Liability Classic Vehicle Semi-Truck

$$$ WIN TRUSTED CHOICE $$$(TENTATIVE AGENDA)

Independent Insurance Agents of South Dakota2012 CONVENTION & TRADE SHOW

The Lodge, Deadwood, SD 100 Pine Crest Lane, Phone: 605-584-4800

September 9-10-11, 2012

Sunday, September 9, 2012Time: Event: 8:00am-3:00pm Exhibitors Setup Noon Registration Opens 1:00pm Golf Tournament 3:00-8:00pm Exhibitors Open 6:00-8:00pm Opening Reception 8:00pm Closed Doors Activities 9:00-12:00am Hospitality Room/ Slot & Texas Hold’em Tournaments

Monday, September 10, 2012Time: Event: 7:00-8:30am Breakfast8:00am-Noon State Certified: “Annuity Suitability Training” - 4 hrs L&H CEC- Sandy Kost 9:00am-Noon “Communicating & Connecting with People”- John Chapin10:00am Spousal Event: TBA Noon-1:30pm Awards Luncheon 1:30-3:30pm “Project CAP and Your Agency” Paul Martin- 2hrs. CEC1:30-3:30pm Continuing Ed 2 hrs General

Insurance Data Security -Kevin Steff/ Chad Knutson3:30pm Ice Cream Social 3:45-5:00pm Annual Business Meeting 6:00-6:45pm Hospitality Room 6:45-9:00pm Annual Banquet Entertainment: Shawn Rapier One Man Comedy Show9:00-12:00am Hospitality Room

Tuesday, September 11, 2012Time: Event: 7:00-8:30am Breakfast 8:00-12:00pm Continuing Ed 4 hrs Property & Casualty “Insurance Trends and Current Events” Markel- Chris Behymer 8:00-12:00pm Continuing Ed 4 hrs. Property & Casualty “Unlocking Personal Lines-New Homeowners” Angela Heavener Noon-1:30pm Closing Luncheon

1:30pm Adjourn

22

$$$ WIN WITH TRUSTED CHOICE $$$2012 IIASD ConventionSeptember 9 -11, 2012

Deadwood Lodge

Come One – Come All – Head to Deadwood for a great Deal!• Golf• Company Trade Show• Surprise Closed Door Fun!• Hospitality• Slot and Texas Hold’em Tournaments• Communication Skills training• CEC classes – 10 hours• Live Entertainment• Great Food

Online registration is now open at www.iiasd.org2012 IIASD Convention is Your Trusted Choice!

Pre-Licensing Class Announcement

IIASD and A.D. Banker of the Dakotas Have Partnered

We are excited to announce that IIASD and A.D. Banker of the Dakota have partnered to provide insurance and securi-ties licensing preparation classes and materials at a 15% IIASD Member Discount. A.D. Banker offers Exam Prep classes each month in Sioux Falls and quarterly classes in Rapid City.

Class schedules are listed at: www.adbanker.com/dakotas

Self-study and online study options for Exam Prep are also available. Materials and classroom instruction have been very successful with an average of 95% of students taking their license exam passing on the first try!Sandy Kost is the Owner/Managing Director of A.D. Bank-ers of the Dakotas and has worked in the insurance and financial services industry since 1988. She has worked with insurance agents, investment reps, agencies and banks in SD, ND, NE, IA, MN and WI. She has provided training on various products and topics.To register for a class or to order materials, go to:www.adbanker.com/dakotasCall: 605-271-4440 or 877-317-3087. Be sure to use the IIASD Promo/Discount Code to receive your 15% Member Discount. Promo Code: 1594626

PO Box 89846 Sioux Falls, SD 57109-9846

P. 605.361.5705 or 866.440.1840E. [email protected]

WHOLESALE ACCESS toFirst Dakota Indemnity and Dakota Truck Underwriters,known as the Dakota Group. The DakotaGroup is the largest writers of workers’compenation business in South Dakotaand a leading writer in the Midwest.

Contractors

Healthcare

Hospitality

Manufacturing

Retail

providing workers’ compensation solutions

IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1

23

For over 100 years, Austin has been constantly

creating solutions and services to meet the

ever-changing needs of policyholders.

1-800-328-4628 | www.austinmutual.com

Create moments that matter...

Scan to stay connected with Austin Mutual

24

STeAdY ANd True

No company understands the insurance needs of

truckers more than Truckers Insurance Associates

— created by truckers for truckers. And for 60 years,

Truckers Insurance has remained solely focused on

transportation industry insurance. So whether your

clients include a single owner-operator or a full-fledged

fleet, Truckers Insurance will deliver the right coverage at

the right price. Even more, as trucking specialists, we’re

ready to respond rapidly when needs arise. That’s service

you can count on. That’s putting know-how to work.

That’s Truckers Insurance. Call your Truckers Insurance

account manager at 800.652.9515 for a quote today. WE DELIVER MORE

www.truckers-insurance.com 800.652.9515

driven

New Branch Office in Rapid City, SD Bruce Eleeson John Keffeler

Milo Schindler, Auto Appr Ph: 605-791-5565

Assignments: [email protected]

We commit ourselves to providing you with the highest quality claims and case management services available in our industry. We appreciate your continued support and look forward to serving your needs. Please visit our website for a directory of our staff, services, and coverage area.

Jeff Jares, AIC AIM President

Adjusters

Nancy Almendinger SCLA SDWCS Jennifer Andrisen Selzler, Mgr. SCLA AIC CSRP SDWCS

Bill Blackman AIC Lynn Bren SCLA AIC Ron Burmood MBA AIC Kay Greve AIC, INS Dave Johnston SCLA Jerry Matthiesen AIC Chad Moore Wendi Peterson AIC Kimberly Rausch SDWCS Dave Sendelbach CPCU AIC Karl Weber SCLA AIC Tim Wieker SCLA AIC HCRI-R Amy Kvernmo Christopher W. Madsen J.D. Erin Williams SCLA Justine Frank WCLS

Case Managers Donna Passick RN CCM Kelly Rud RN BA LNCC Deb Whipple RN BA CCM Brenda Whiting RN CCM

Lori Schaefbauer RN BSN CCM

23

FRAUD CONVICTIONSA fourth swindler linked to a deadly boat accident has pled guilty. Robert Steve Mills of Bonita Springs, FL, helped mastermind one America’s worst liability scams, serving as a laundromat for stolen insurance money. Unsuspecting businesses around the country paid millions of dollars in premiums for liability coverage, only to discover the policies were fake. One prominent victim, Shoreline Cruises, operated the tour boat Ethan Allen. It capsized on Lake George in northern New York, killing 20 elderly tourists. Shoreline Cruises had no coverage to pay claims; ring member Christopher Purser had created backdated documents to make the Ethan Allen appear insured when the accident happened. The national scheme began in 2000 when Purser sold fake liability insurance policies to nursing homes supposedly underwritten by Maryland Casualty Company. Purser also sold worthless policies to apartment complexes and condo associations through a “benefit association” in Belize called International Property Owners Association. The Texas insurance department finally booted Purser out of the insurance business, but he kept selling junk policies to apartments, condos, bars, and restaurants. He laundered the stolen premiums through bank accounts in the Bahamas, Canada, Hong Kong, Liechtenstein, Nicaragua, St. Kitts, and Nevis.

Stacey Walls was working at Pearl Streets Pasta in Adams, County, MS. She claimed she injured her back and tailbone when she misstepped walking out of the back door. She started receiving workers’ comp money but there were rumors at the shop that she was working somewhere else. One of the eatery’s employees thought she saw Walls working at a pizzeria, and reported it. Veracity Research Company confirmed this with surveillance at the store and a written statement from the pizzeria owner. Walls stole nearly $1,200 in workers’ comp money before she was busted. She received five months of supervised probation and must repay nearly $4,300 in comp money, investigative costs and other expenses. Cross-checking crossed up Renee Washington’s workers’ comp ploy, the Ohio workers comp bureau says. Washington raked in more than $16,000 after claiming temporary total disability, but was secretly working as a home health aide with two vendors. Washington’s con came to light when the comp bureau and Department of Job and Family Services cross-matched data. Washington received five years of community control and must repay the stolen insurance money.

FRAUD CHARGES

Louis Houston and Cedric Burdell Jackson Jr. must have really rotten luck. Either that or their 165 insurance claims are bogus. The California insurance department is thinking fraud. The pair allegedly filed bogus property claims for at least 10 fires, 20 incidents of stolen or vandalized vehicles, eight vehicle crashes, stolen personal possessions and six incidents of water damage. The Fresno-based Jackson used Houston’s receipts for his own claim binge. Meanwhile, the pair still possessed all of the damaged items or had returned them to stores for full credit, the insurance department alleges. They scammed up to $600,000 of insurance money during an 11-year romp, the insurance department says.

Did a vehicle torching turn deadly? Very possibly, Arizona officials say. Details are sketchy, but three suspected street-gang members allegedly stripped and burned a vehicle for an insurance payout. One of the trio broke silence and told family members about it, prosecutors say. The other two got mad and allegedly ran him off road while he was riding his motorcycle near Kingman, killing him. One gang member was arrested yesterday, and police are chasing down other suspects.

Why American West Insurance?• Local company with over 60

years agriculture insurance

experience

• Quality products

• Competitive pricing

• Expert claims and

underwriting services

Be Protected. Be Sure®.

yourawi.comTo learn more about AWI contact Bruce Meyer at [email protected] or call 605-929-2782.

Agribusiness • Farm & Ranch • Farm & Ranch Auto • Personal Auto Excess Liability • Watercraft • Crop-Hail • Multi-Peril

26

LOOKING FOR A MARKET?

WE CAN HELP!

LET OUR EXPERIENCED UNDERWRITING

STAFF PROVIDE YOU WITH A QUOTE!

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EXCELLENT MARKETS AVAILABLE FOR PERSONAL UMBRELLA

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PROFESSIONAL LIABILITY

CALL OR EMAIL US TO DISCUSS ANY TYPE OF RISK YOU MIGHT HAVE

FOR MORE INFORMATION ON TRUCKING ACCOUNTS PLEASE CALL

TIM AGETON [email protected]

www.ins.facilities.com FOR COMMERCIAL ACCOUNTS CONTACT

STEVE AKKERMAN [email protected]

PERSONAL LINES CONTACT

[email protected]

Alone we can do so little; together

we can do so much.

- Helen Keller

25

Continued from Page 23

Career insurance swindler Joseph Ransberger was bilking premium finance companies even as he faced charges for other cons. The former Palm Beach Gardens, FL, agent submitted more than 100 fraudulent premium-finance agreements worth $2 million over 14 months, the state insurance department says. He was busted earlier for allegedly borrowing nearly $2 million in premium-finance money for entities that did not exist. Ransberger was busted again for submitting a fake application for liability coverage on a Palm Beach County apartment complex to his shell company, All Risks. Ransberger received a $12,760.73 premium check and spent the money on himself. He is now serving a year in county jail but faces up to 30 years if convicted of the latest alleged premium-finance ploy.

Home contractor Darren Hanes collected insurance money but did not complete the promised home repairs, Indiana prosecutors charge. Hanes would be paid nearly $20,800 in three phases under the contract, including an upfront down-payment of nearly $8,400. The Greenburg homeowner forked over the down-payment and Hanes finished the roof but demanded the second round of money to fix the siding and gutters. The homeowner paid up then Hanes allegedly disappeared. The siding, fascia, soffit, gutters, windows, storm door, and carport were left unrepaired, prosecutors allege. Investigators finally tracked Hanes down and he faces felony charges.

Joseph Paul Eberwine’s ex-wife got him arrested. The Woodbury, MN, man told his insurer that someone stole his trailer. Integrity Mutual paid him $16,000, but his ex-wife overheard him allegedly talking about how he staged the burglary and sold the trailer to St. Croix Exteriors. She stayed on the case, calling St. Croix’s owner. He confirmed the purchase and said he had bought it from a stranger in a parking lot. Eberwine’s ex then told authorities, landing him a potential 10-year sentence if convicted.

A bad actor followed a worse script, New Jersey's AG charges. Chiropractor Joseph Salomone stole more than $89,000 of insurance money by creating treatments that followed a pre-designed script, prosecutors say. The Jersey City man kept unwitting patients coming back for months of treatments they did not need. Salomone allegedly ordered his staff to conjure periodic re-evaluations for results of motion tests using pre-determined info on whether the patients needed more treatment. He sought more than $196,000, and was paid around $89,000 before the suspected con was discovered.

It took a grievously injured worker to out a suspected workers’ comp con. Edward App told AIM Mutual Insurance he was the sole employee at his tree-service company in Woburn, MA, the state AG charges, though he employed at least two full-time workers and several part-timers. App failed to report them to AIM so he could receive the insurer’s lowest comp premium, saving $16,000 in premiums, the AG says. The suspected scheme came to light when one of his workers received life-threatening injuries after being crushed by a falling tree.

Eight contractors hid $70 million in payroll to avoid workers’ comp premiums, Florida’s insurance department says. They laundered under-the-counter wages through a network of shell companies and check-cashing stores that doled out cash the contractors used for wages, the insurance department says. By not declaring their workers or payroll to workers’ comp insurers, the contractors lowered their comp premiums. They used the savings to underbid competitors for jobs. Untrained workers also were sent to the construction sites, vulnerable to injuries and uninsured, officials say. Hugo Rodriguez of Coral Springs is the alleged ringleader.

28

HELP WANTED :

Send your resumes to:

Dakota Financial Services2324 NE 8th Ave

Aberdeen, SD 57401

HELP WANTEDNWGF Mutual Insurance Company has an

immediate opening for a Marketing Representative to service our South Dakota Agents. NWGF is a South

Dakota domestic company who specializes in developing strong service oriented personal

relationships with our South Dakota IndependentAgents. This is a unique position which offers

reduced hours, flexible scheduling and field office environment, not requiring relocation for current South

Dakota residents. This position presents an ideal opportunity for the mature agent or CSR

desiring a transition from the hectic pace of full time employment into a more manageable balance of work

and personal time. Responsibilities include supporting and training our NWGF agents on all aspects of NWGF product lines and technology necessary for the placement and maintenance of

personal and farmowner lines of business. Preference will be given to candidates possessing agency

experience and knowledge of personal and farmowner product lines. Candidates should be

experienced in the “on-line” placement of business and possess familiarity with a variety of carrier

technology offerings and environments. Strong written and verbal communication skills with

excellent customer service skills required. Benefit package and company vehicle included.

Please send your resume to: NWGF Mutual Insurance Company - Attn: Sharon

Kunz - P.O. Box 100 – Eureka SD. 57437-0100 - [email protected]

HELP WANTED:Established bank-owned agency in southeastern South Dakota seeking

Property /Casualty and Multi-peril Crop insurance agent.

Offer a very good compensation package with an excellent working

environment. Prime opportunity for advancement and growth.

Send resume to:

IIASD, Box 327,Pierre, SD 57501

or email to [email protected]

HELP WANTED:

Large West River agency looking to fill two producer positions.

Please send resume to [email protected].

Questions may also be directed to this email address.

Growing multi-line agency looking for a great personality! Looking for the right candidate

that is interested in selling P & C and L & H – experience great- but

would be willing to train the right person.

Please contact Cassie at 229-5200 or e-mail [email protected] if interested

or for more information.

33

.

Visit www.iiaba.net/EOContact to connect with your state associa on today.

the Big “I” Professional Liability Program

Prevent. Our exclusive risk management resources help your agency avoid making common preventable mistakes.

Protect.Our superior coverage through Swiss Re Corporate Solu�ons and our experienced claims teams are in your corner in the event of a claim.

Prosper. When you know you have the best agency E&O Protec�on, you can focus on growing your most important asset–your business.

Swiss Re Corporate Solu ons policyholders: Don’t miss out on the invaluable risk management resources available exclusively to you. Log in to www.iiaba.net/EOHappens to access claims sta s cs, preven on tools, insigh ul ar cles and more.

The Big “I” and Swiss Re Corporate Solu�ons are commi�ed to providing IIABA members with leading edge agency E&O products and services. IIABA and its federa�on of 51 state associa�ons endorse the comprehensive professional liability program offered by Swiss Re Corporate Solu�ons.

Insurance products underwri�en by Westport Insurance Corpora�on, Overland Park, Kansas. Westport is a member of Swiss Re Corporate Solu�ons and is licensed in all 50 states and the District of Columbia.

WHY Walk

when you can soar?Sales Success Ideas: Get Your Sales on Track by Getting Back to Basics

By: John Chapin

John Chapin will be one of IIASD’s keynote speakers at our annual convention in Deadwood September 9th-11th.

Vince Lombardi, the great Green Bay Packers coach, once said that football comes down to only two things: Blocking on offense and tackling on defense, and those are the basics his teams spent 80% of their time on in practice. Red Auerbach, who coached the Boston Celtics to eight consecutive championships, is known for having players practice shots over and over again from very short distances and even while standing right under the basket. Lombardi, Auerbach, and all other great coaches have always taught the importance of focusing on the basics in order to be successful. In this respect, business and selling are a lot like sports. It’s often been said that the one key fundamental principle of business is: Focus on the basics, and the same is true for selling. Never is that more true than when times are challenging, as they are now. When it comes to sales and selling, there are certain key fundamentals, or basics, to follow that ultimately lead to sales success. The 5 Basics to Sales Success Basic Principle 1: Plan your work and work your plan. You have to start everyday with a plan. Know how many leads you need to get and how many sales you need to make in order to reach your annual income goal. Break these goals down to yearly, monthly, weekly, and daily goals and evaluate them at the end of each day to make sure you’re on track. Your objective should be to exceed these goals. Basic Principle 2: Spend more time on your most important tasks. The three activities you should be spending the majority of your time on during the work day are: prospecting, presenting, and closing. That’s it. Everything else should be delegated or done during off-hours. Now we realize the world isn’t perfect and things will come up that you need to handle. At the same time, if you’re focused on these three activities and adamant that you will do as much of them during the work day, avoiding procrastination and other time wasters, you’ll find it will do wonders for your business. Remember: sales IS a numbers game. Yes, relationships and quality are important but to have the relationships and the quality you first have to be talking to lots of people. It’s simple, the more people you talk to, the more business you will do. As an expert networker once said, “If you get your face out there enough you’ll eventually run into someone who needs you or knows someone who needs you. Even a broken clock is right twice a day.” Basic Principle 3: Get back to personal communication and build relationships.Today we have a plethora of technology devices at our disposal and there can be a tendency to use them too much. In-person communication has been replaced by e-mails, text messages, video conferencing, and sometimes, little or no communication at all. Now is the time to make more in-person visits to customers to say “hello”, drop off the proposal instead of mailing or e-mailing it, and to follow up in person instead of trading voice messages or faxes. Hand-written notes are also rare these days. You should be sending hand-written thank-you notes, birthday cards, holiday cards, and anniversary cards on the anniversary date of the day you started doing business with someone. Your objective is to have more personal contact at a time when your competitors are calling less and being less personal. At the end of the day, it’s all about people and relationships. You have to connect with people on a personal level and stay in communication and continue to build the relationship.

.

Visit www.iiaba.net/EOContact to connect with your state associa on today.

the Big “I” Professional Liability Program

Prevent. Our exclusive risk management resources help your agency avoid making common preventable mistakes.

Protect.Our superior coverage through Swiss Re Corporate Solu�ons and our experienced claims teams are in your corner in the event of a claim.

Prosper. When you know you have the best agency E&O Protec�on, you can focus on growing your most important asset–your business.

Swiss Re Corporate Solu ons policyholders: Don’t miss out on the invaluable risk management resources available exclusively to you. Log in to www.iiaba.net/EOHappens to access claims sta s cs, preven on tools, insigh ul ar cles and more.

The Big “I” and Swiss Re Corporate Solu�ons are commi�ed to providing IIABA members with leading edge agency E&O products and services. IIABA and its federa�on of 51 state associa�ons endorse the comprehensive professional liability program offered by Swiss Re Corporate Solu�ons.

Insurance products underwri�en by Westport Insurance Corpora�on, Overland Park, Kansas. Westport is a member of Swiss Re Corporate Solu�ons and is licensed in all 50 states and the District of Columbia.

WHY Walk

when you can soar?

34

33

Continued from page 31

Basic Principle 4: Get better at selling.When times are tough there tend to be fewer prospects and fewer opportunities, thus you must do better with the ones you have. The fastest way to get better at selling is to one: make sales a study, and two: do what the top salespeople do. Become a student of selling, be a sponge, read, listen to, and watch anything you can on the subject of selling. Next, find the top salespeople in your company, your industry, and in other industries. If they have books, CDs, or other programs, invest in them and go through them thoroughly. Call them on the phone, e-mail them, or otherwise get in touch with them and ask them what makes them successful. It’s simple, if you do the same things as top salespeople, you will get the same results. Basic Principle 5: Work hard and smart.We talked a bit about working smart when we talked about finding the top salespeople and doing what they do. It’s simple, success leaves clues. You don’t want to reinvent the wheel and you don’t have to, simply find out what makes the top salespeople the top salespeople and do what they do. You also want to use best practices in your industry. Look for ways to work more efficiently. In addition to working smart, you have to work hard. This is particularly true in tough times. You may have to make more calls and work more hours in order to find the prospects and make the sales. In addition, every day you have to work hard on your mental attitude, on keeping negatives out, on staying motivated, on building your network, on making the calls, and on everything else that your selling career involves. John Chapin’s specialty is helping salespeople and sales teams double sales in 12 months. He is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of the gold-medal winning “Sales Encyclopedia”. In his 24 years of sales, customer service and management experience, he has sold in some of the toughest markets and economies.

If you would like access to John’s free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John’s website at http://www.completeselling.com For permission to reprint, or to reach John, email him at [email protected].

River Days/Walleye Classic Participant Comment:

As a first time participant of the River Days/Walleye Classic I found the staff at IIASD to be very organized and well prepared. The first day of the event included the combination of a Fraud and Investigation seminar followed by an afternoon of trap shooting that was very exciting to say the least. IIASD was kind enough to let me use their guns and everyone appeared to have a great time, me included. While the seminar was extremely informative and trap shooting was fun, I would have to say the star of the day was the dog!

That evening, everyone enjoyed networking and an excellent dinner complimented by good beer - the perfect ending to an enjoyable day.

The weather the next morning was perfect for a fishing tournament, a bit cool in the early morning but warming up by 9:30-10:00. I was very lucky to be “hooked up” with an excellent boat Captain (Steve Tripp). He was knowledgeable about the Missouri River and where the walleye run and we finished with a flurry.

To me, the 2012 River Days/Walleye Classic was the perfect combination of education and fun activities. The thing that personally makes this event unforgettable is the people I had the opportunity to meet.

I want to thank Jerry Diamond and his staff for putting on such a memorable event. It appears he even arranged for great weather. I sincerely hope the IIASD continues to host this event in the future as Buckeye Insurance Group would look forward to participating.

John Davis, Sr. VP of ClaimsBuckeye Insurance Groupwww.buckeye-ins.com

Helping Your Employees Embrace Change

Do you remember the scene in the movie Wayne’s World where Rob Lowe’s character explains to Wayne and Garth the new structure of their previously self-produced cable show? Garth’s response: “We fear change.” Garth is not alone in his trepidation. When you take people out of their comfort zones, they get, well…uncomfortable. Even if the current circumstance is not ideal, at least it’s familiar territory. In the business world, fear of change often stems from two main concerns: Am I still going to have a job when all is said and done; and if I do, how much more work is going to be expected of me?

Here are 8 quick tips to help keep panic to a minimum in times of change:

1.Explain your vision. Help people understand why the changes are necessary. Also let them know what’s in it for them and what the downsides are of not changing. Communicate these things regularly so it begins to feel natural. 2.Get people involved in the planning process. The more included people feel, the more vested they are in making the new process succeed. 3.Make sure you have a plan. The plan should show how you expect to make your vision a reality, how the proposed changes relate to the goal, and the time frames for implementing and achieving each step in the process. 4.Before rolling out the new process, give everyone a preview of the plan. Break it down into digestible pieces. Start with small, easy to handle steps so people can meet with initial success and develop confidence in their abilities and the plan. 5.Don’t expect people to be committed to the new procedures immediately. Let commitment grow slowly and it is more likely to be lasting. 6.Anticipate resistance. It will be important to determine if the resistance is founded, such as initial fear of the unknown and genuine concerns about potential problems with the change—or if some people are just habitually negative and will consistently work against your efforts. Try to nip this in the bud by getting them to contribute ideas and eventually buy into the changes. Be aware, however, that you may also determine they’re contributions to the company are not really worth the turmoil they’re likely to continue causing. 7.Provide the extra resources people need to adapt to the new changes. Make training and assistance available, as well as an “open door” policy that enables people to feel comfortable expressing problems, concerns or confusion—including the ability to say, “I’m not sure how to do this.” 8.Identify people who are positive and succeed early in the change cycle. Reward them for their progress, and allow them to share their success stories and serve as examples to others. 9.Keep people updated on how the new plan is progressing and share the positive outcomes of the changes.

Adapting to change always takes time. Continue to keep the communication open and avoid surprises Make sure you are doing your part to make people as comfortable with it as possible so you truly earn their trust and commitment to the new vision.

Questions? Contact Independent Insurance Agents of South Dakota: visit www.iiasd.org; phone 605-224-6234; or Email [email protected]

$$$ WIN TRUSTED CHOICE $$$ Independent Insurance Agents of South Dakota

2012 CONVENTION & TRADE SHOW The Lodge, Deadwood, SD

100 Pine Crest Lane, Phone: 605-584-4800 September 9-10-11, 2012

Name _____________________________________________ Spouse ____________________________________ (Print as you wish it to appear on badge and roster) Will spouse attend spouses’ function? yes no Agency or Company Name __________________________________________________________________________ Address ___________________________________ City ________________________State _______Zip ________ Phone _________________________________ E-mail Address ____________________________________________

Check if you are: Agent Company Exhibitor

Payment must be sent with this form. (Checks payable to IIASD)

Payment: Check Enclosed; press

Card No. ______________________________________________Card Verification No.______ Exp. Date _______

Billing Address ________________________________________________________________________________

Cardholder Name_____________________________ Signature __________________________________________

Independent Insurance Agents of South Dakota, PO Box 327, Pierre, SD 57501 Phone 605-224-6234; Fax 605-224-6235; or Email [email protected]

Convention Hotel FULL

Additional Lodging: (shuttle provided) First Gold 1-800-274-1876 or Mineral Palace 1-800-847-2522 (Tell them you are with the IIASD Convention.)

REFUND POLICY: Full refund allowed anytime prior to August 15, 2011. After August 15—no refunds allowed.

GOLF TOURNAMENT

Elk Horn Golf Course Sunday September 9, 2012

Shotgun start 11:00 AM 18 Hole Tournament; $80 per entry

(Entry fee includes green fees, cart, and prizes) Name 18 Hole Avg ___________________________________ ______

___________________________________ ______

___________________________________ ______

___________________________________ ______

REGISTRATION FEES

Registration fee entitles registrants access to all exhibits, seminars, social events, meals, scheduled entertainment,

hospitality suite, etc. See “Agenda” on reverse.

Member or Company ($135) _____

Spouse ($85) _____

Non-Member ($200) _____

Golf Tournament ($80) _____

Early Bird before Aug. 15 ($135) _____ *Early Bird Drawing will be for individuals registered before Aug. 15. TOTAL ENCLOSED ____

POWER IN PARTNERS August 2012

DIAMONDProgressive Insurance Co.

PLATINUMFarmers Mutual of NebraskaRisk Administration Services

Great American Insurance Company

GOLDAllied Insurance

Dakota Claims ServiceDoss & Associates

EMC Insurance CompaniesGreat Plains Brokerage

The IMT GroupMidwest Family Mutual

North Star Mutual Insurance CompanyRain & Hail, LLCUnited Fire Group

Western National InsuranceSFM “The Work Comp Experts”

NAU Country InsuranceContinental Western Group

SILVERAcuity Insurance

Farmers Alliance MutualLe Mars Insurance CompanyReliamax Insurance CompanyRisk Placement Services, Inc.

State Auto InsuranceSwiss Re

BRONZEAmerican West Insurance

Berkley Risk Administrators LLCBuckeye Insurance GroupColumbia Insurance Group

Indiana Insurance Insurance Alternatives, LLC

Insurance Facilities Inc. Missouri Valley Mutual Insurance Co.

Northwest GF Mutual InsuranceQBE

Rural Community Insurance Services

Documents

IIASD August Newsletter