The MN News September

September 2010 • The Minnesota News 1

Minnesota NewsTHE

Official Publication of the Minnesota Independent Insurance Agents & Brokers Association

September2010

Inside this Issue:ACT UPDATE: “A Balanced Approach to Agency Marketing”CAPITAL NOTES: Health Insurance ExchangeTechnically Speaking... “Optional Coverages Under the BOP Part II”MIIAB President Message - Ken Ohl, CICExecutive V.P. Message - Dan Riley

FEATURED PLATINUM PARTNER:

RISK ADMINISTRATION SERVICES, INC. - PAgE 31MN Independent Insurance

Agents & Brokers Association

Nesbit/Trusted Choice Charity Golf Outing

Pages 8-11

Weizenegger’s Passing Page 33

Prevent Data Security Breaches with

Email Encription Page 13

2 The Minnesota News • September 2010

State-Wide Trusted Choice T.V. Advertising Campaign!

T.V.

COMMerCIAlS fOr

yOur AgenCy!fOr AS lITTle

AS $34.00 A week

Visit our website at www.miia.org

to to sign up!

Questions? Contact Julie Derrerat 563.344.9034 or

[email protected]


Inside this Issue5 President’s Message7 Executive VP Message8 Nesbit/Trusted Choice Charity Golf Outing13 Prevent Data Security Breaches with Email Encryption17 ACT UPDATE: “A Balanced Approach to Agency Marketing”23 Technically Speaking... “Optional Coverages Under the BOP Part II”29 Waldhauser Tapped to Head I Marine Expeditionary Force31 Platinum Partner Article: Risk Administration Services, Inc.33 Robert Weizenegger’s Passing39 In The News...45 Capital Notes: Health Insurance Exchange50 Remember When...54 Education58 Power in Partners

MIIAB BOARD OF DIRECTORSwalter k. Ohl, Jr., CICPresidentPioneer Heritage Insurance, LLC, Spicer, MN

Mark Z. Moores. CPCu, ArM, AAIPresident-ElectMoores Insurance Management, Inc., St. Paul, MN

rob wunderlichVice PresidentWunderlich Insurance Agency, Winona, MN

David J. SzczepanskiIIABA State National DirectorGarry Insurancenter, North St. Paul, MN

Chad BjuganRichfield State Insurance, Richfield , MN

roberta gibbons, CISr, CICDyste Williams Agency, Minneapolis, MN

Travis Hansen, CICReliable Agency, Inc., Cloquet, MN

John keller, CICLindfors Insurance Agency, Fosston, MN

Jamie larsonLarson Insurance of Fergus Falls, Fergus Falls, MN

Mark lenzBearence Management Group, St. Paul, MN

Vance PriggeAtlas Insurance Brokers, Rochester, MN

Bruce l. SognOakwood Insurance Agency, Inc., Coon Rapids, MN

Shawn wensel, CICPast PresidentSMA Insurance, St. Cloud, MN

Mark white, CIC, CPCuFoster Carlson White Agency, Monticello, MN

Tanner BalfanyYIP RepresentativeAssociated Insurance Agents, Inc. Brooklyn Center , MN

MIIAB STAFFDaniel D. rileyExecutive Vice President952-253-6072 [email protected] waldhauserDirector of Insurance Operations952.253.6089 [email protected] SposetoGovernment Affairs Director952-253-6075 [email protected] lepleyChief Financial Officer952-253-6076 [email protected] goodinDirector of Education952-253-6074 [email protected] SchneiderAdministrative Assistant952-253-6070 [email protected] neffTechnical Advice952-253-6073 [email protected] DunningDirector of Work Comp Insurance952-253-6239 [email protected] norumInsurance Coordinator952-253-6237 [email protected] B. knappDirector of Marketing952-253-6243 [email protected]

Reach MIIAB At:7500 Flying Cloud Drive

Suite 900Eden Prairie, MN 55344

Telephone: 952-835-4180Tollfree: 800-864-3846

Fax: 952-835-4774www.miia.org

September 2010September 2010 • The Minnesota News 1

Minnesota NewsTHE

Official Publication of the Minnesota Independent Insurance Agents & Brokers Association

September2010

Inside this Issue:ACT UPDATE: “A Balanced Approach to Agency Marketing”CAPITAL NOTES: Health Insurance ExchangeTechnically Speaking... “Optional Coverages Under the BOP Part II”MIIAB President Message - Ken Ohl, CICExecutive V.P. Message - Dan Riley

FEATURED PLATINUM PARTNER:

RISK ADMINISTRATION SERVICES, INC. - PAgE 31MN Independent Insurance

Agents & Brokers Association

Nesbit/Trusted Choice Charity Golf Outing

Pages 8-11

Weizenegger’s Passing Page 33

Prevent Data Security Breaches with

Email Encription Page 13

MN Independent InsuranceAgents & Brokers Association


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President’s MessageKen Ohl, CIC

[email protected]

Encouraging hEalth insurancE notEs In the most recent issue of “national underwriter” I read a refreshing bit of news regarding a push by the “NAIC” and some members of congress which would make sure that producers are not “squeezed” out of the market once the new health care bill is implemented fully in 2014. On average, 15% or more of the average independent agent’s revenue is derived from the sales and service of health insurance products. It is apparent that Washington legislators are hearing the concerns agents in their districts are having over the potential loss of the revenue from this line of business which has been traditionally delivered by independent insurance agents for as long as most of us can remember. The new federal law will now limit “non-medical” expenses to between 15 and 20 cents per premium dollar when agents currently earn 20 percent commissions on some group and individual health insurance sales. The Florida commissioner of insurance stated that, “a number of us feel very strongly about the important role agents play in providing advice and counsel to thousands of Americans across the country in making critical health care decisions.” I for one will second that! Stay tuned for more on this issue as it continues to evolve. This is one of those target issues the association has been very vocal about and which we have discussed at length with our legislators in Washington. We have made it clear that we want them to continue to allow us to be the primary delivery system for health insurance in this country going forward. It sounds like some of them are finally listening!

storm claimsAs this hot, stormy summer slips by, we are reminded of the value of the products we sell everyday as we help our insured’s make themselves whole after the persistent hail and wind storms that have plagued the Midwest this summer. When you deliver a claim check take pride in what you do for a living. This is a great business to be in and we all can experience some measure of satisfaction in what we do when we realize how we help people put their lives back together after a disaster. However, i think most of us as well as our companies; will be happy when the storm season is over since most of us have not seen anything like this for about 10 years. (Can homeowner’s r a t e increases be far behind?) Thanks to all of our member companies and especially to our “Trusted Choice” member companies; We appreciate your continued support!

town mEEtingsThis summer I have had the pleasure of attending several of the town meetings being presented by the association around the state and want to thank all of you who have attended so far. Turnout has been terrific and the response to the new “Trusted Choice” television ad campaign has been great! If you have not had a chance to check out the TV ad promotion, there are still some town meetings coming up or you can call the association offices in Eden Prairie for details if you aren’t able to attend. This is the most cost effective ad program I have seen in a long time. We need to keep our names out there and make sure the public knows that there is a choice of trusted agents available to them who represent

President’s Message continued on page 14


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congratulations to ross nEsbit for raising monEy for local charitiEs!

Last month, Ross Nesbit, held his annual Charity Golf Outing at the Le Sueur Country Club and raised over $20,000 for local charities in his area. Over 70 golfers took part in this event which was made up of local community leaders, insurance agents, and insurance company executives.

A special thanks to Kevin Steiner, President of West Bend Insurance Company of West Bend Wisconsin, for his company’s support of the charity event. Your association, under the Trusted Choice Brand, also participated in this charity event. Highlights of this golf outing are on the following pages of this publication. This is Ross Nesbit’s fourth year in conducting this charity event. The original concept for this event was designed by the Noah Insurance Agency and the Nesbit Agency in 2006. We encourage more member agents to conduct similar events in their areas.

confusion in continuing Education crEdits for thE cic rublE sEminars.

With the many changes that happened in continuing education requirements last year under the new legislation, the Department of Commerce is now looking at the CIC Ruble Seminars as company sponsored seminars. As we all know, over the past 35 years, the CIC Ruble Seminars were not considered company sponsored. Unfortunately, the Department of Commerce has decided to take a more strict view of what they consider “company sponsored education programs” and decided to lump the Ruble Seminars into this category. We are working with the Department of Commerce to help convince them that their interpretation is inconsistent with the intent of the current law. If we are unable to win the argument with the Department, we will have to make the necessary changes to the law for the upcoming session.

trustEd choicE statE-widE tElEvision advErtising campaignBy now you have heard that your association, under the Trusted Choice Brand, will be conducting a State-wide Advertising Campaign on television and cable T.V. Over the past month we have been visiting with our members at the Town Meetings to outline the program and encourage our members to take part in this exceptional opportunity. For as little as $34.00 per week, your agency can be part of an advertising program that promotes the strengths and the professionalism of your agencies. Specific information on how this State-wide Advertising Program can benefit your agency can be found on our homepage of the website (www.miia.org).

shEllEy waldhausEr’s brothEr-in-law, gEnEral thomas waldhausEr, promotEd by prEsidEnt obama

Shelley Waldhauser, who heads up our E & O Insurance division, is proud of the fact that her brother-in-law was promoted by President Obama to command one of the largest Marine bases in the world. Many of you know Shelley, and many of you also may know her husband Jim Waldhauser, who is an insurance defense attorney for Cousineau McGuire Law Firm in St. Louis Park. Both Jim and Shelley should be proud of Tom’s accomplishments. The announcement of General Waldhauser’s promotion is on page 29.


Nesbit/Trusted Choice Charity Golf Outing - August 2nd, 2010








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When confidential data is emailed, it can be intercepted by unauthorized parties, sometimes with malicious intent, but most often inadvertently. In either case, the consequences for not encrypting email and email attachments when required to do so by regulations or best practices can result in costly fines, potential lawsuits, or loss of trust from your customers. Email encryption is becoming an essential element of business information security process and policy.

Although there are many forms of online communication, including the rapid growth of social media, email continues to be the dominant communications and file transport tool used in business today. Email is easy to use, seemingly ubiquitous, and users have a high level of confidence that their email will be delivered safely to the recipient. This ease of use and ubiquity brings with it the simple fact that clear text emails and clear text attachments are easy to intercept. Hackers and others with malicious intent can intercept email messages and read them simply by placing packet sniffers on the network. There are also inadvertent deliveries to the wrong recipient such as relying on the auto-fill feature of your email client by typing the first few letters of their name, which sometimes results in the email going to the wrong person. Emails can be mistakenly forwarded to the wrong person. Also, long email threads can contain sensitive information that inadvertently gets forwarded to the wrong person or group of people.

There are a growing number of US federal requirements to protect sensitive data including: Health Insurance and Portability and Accountability Act (HIPAA); Gramm-Leach-Bliley Act (GLBA); Privacy of Consumer Financial Information (Regulation S-P); Payment Card Industry Data Security Standard (PCI DSS); Personal Information Protection and Electronic Documents Act (PIPEDA); UK Data Protection Act; Red Flag Rules; American Recovery and Reinvestment Act of 2009 (ARRA); and Health Information Technology for Economic and Clinical Health Act (HITECH).

The enactment of the HITECH act may have significant implications for many financial services organizations including independent insurance agencies. This will be especially true for agencies that broker health insurance and other employee benefits for their clients. Under the provisions of the HITECH act, business associates will be covered directly by most of the HIPAA rules. Although the legislation does not turn business associates into covered entities, it does impose direct accountability on business associates, with civil and criminal liabilities for a failure to meet these requirements.

While there are many changes enacted with the HITECH act, there are three key developments for business associates that stand out.

1) There is more enforcement risk due to significant new enforcement opportunities, including: a substantial increase in the penalties; clear and explicit authority given to State Attorney Generals; and the permission of enforcement actions against individuals employed by health care entities.

MIIAB Automation Committee Article

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companies not being run by “lizards” or “wacky sales clerks” but by professionals who offer “trusted choices”.

I will sign off for now but would first like to congratulate Ross Nesbit on the success of yet another golf fund raiser he directed at the “Le Sueur Country Club” in early August. All of the proceeds go to local charities in Ross’ hometown of Le Sueur!

I will sign off now and remember, as “red green” always says: “keep your stick on the ice. We’re pulling for you!” Till next time!

President’s Message continued from page 5

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2) The act also creates new federal security-breach notification requirements. The notification requirements apply only to “unsecured” information, which may accelerate the movement toward encryption of a wider range of health care data, including email information sent via email. Encryption not only makes a breach less likely to occur, it also serves as a “safe harbor”, and no breach notifications are required if sensitive information is exposed.

3) There are provisions that essentially extend full compliance responsibility for the HIPAA Privacy and Security Rules to the business associate category – all of the companies that provide services to the health care industry. It clearly extends HIPAA coverage to all business associates, whether they deal with electronic health records or not.

There are many ways that email can be encrypted including: a) Policy-based Encryption which allows organizations to automatically apply encryption or decryption based on their policies; b) Manual Encryption methods where the user adds a keyword or phrase in the subject line or clicks on a button to encrypt; c) TLS (Transport Layer Security) provides encryption if both sender and recipient environment support TLS; d) OpenPGP using asymmetric public and private encryption keys; e) S/MIME (Secure Multipurpose Internet Mail Extensions) using an acquired public key and private key and exchanging the keys with the recipient.

Solbrekk is an authorized channel partner of Zix Corporation (ZixCorp). ZixCorp is widely considered to be the industry leader in email encryption services and solutions. ZixCorp is the email encryption solution for many of the nation’s most trusted institutions in banking, insurance, healthcare, and government including:

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ZixCorp makes it easy and cost effective to protect personal data sent via email for you, your regulators, your business partners, and your customers with product bundles designed to fit your company’s needs. The solutions all have a fully integrated version for Outlook, and range from cost effective one-click encryption solutions, to fully automated policy-based email encryption utilizing full content scanning of the message body and attachments. ZixCorp Email Encryption Services are powered by ZixDirectory, the largest email encryption community in the world. The 22.5 million members of the ZixDirectory can feel secure knowing their most important relationships are protected.

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Insurance agency marketing and sales are being transformed right before our eyes. Daniel Burrus, a technology forecaster, said in his January 2009 Technotrends newsletter:

We are now at the dawn of a profound technology-driven transformation that will make the changes we have experienced over the past 25 years seems small and slow. We are about to transform how we sell, market, communicate, collaborate, innovate, watch TV, learn and, as you might guess, much more.

The implications of this “technology driven transformation” for insurance agencies are significant. The marketing activities that agencies have relied on for many years to retain existing clients and generate new business are not going to continue working as well as they have in the past. The new consumer is using the Internet for researching all types of purchases, including insurance policies. New mobile computing platforms, including iPads, iPhones, and other mobile devices are redefining what it means to “stay in touch.”

Yet, even with all the new “stuff” that people are using in their daily lives, people still want to buy from people. And this is why independent agencies should not be afraid of this transformation. Agencies can take advantage of this transformation and grow their agencies, if they are willing to think differently about marketing and sales.

Six Key Elements of a Successful Strategy

The keys to building a profitable book of business are:

• A balanced approach to marketing and sales

• Fixing an agency’s follow-up failure

• Create high-touch activities using high-tech tools

• Creating processes and systems

• Commit to the long haul

• Constant attention

Ross Dik owns Knight Dik Insurance located in Worchester, MA. This independent agency focuses on personal lines and small commercial accounts. They have 12 employees and are located on the ninth floor of a downtown office building (with a security guard), which means they don’t get a lot of walk-in traffic. Dik realized

ACT UPDATE: A Balanced Approach to

Agency MarketingBy Steve Anderson

continued on page 18

17

five years ago that in order to continue to grow the agency he needed to create processes that would generate profitable business. He started working on creating processes five years ago.

Understanding that technology was a key component of creating these processes, we began working together four years ago and combined our skills to “crack the code” of creating a high-margin, profitable book of personal lines and small commercial business.

A Balanced Approach

Most agencies focus their time and resources on obtaining new business. As we began to work, we realized that a balanced approach is the key to creating a profitable book of business. A balanced approach includes these four pillars of profitability:

Keep: This is simply retention. Being able to “keep” the accounts you already have. Agents have heard for years that it is easier and more profitable to retain an existing client than it is to generate a new one. Yet many agencies don’t have processes in place to actively retain these important clients. The renewal process should start immediately after the first policy is sold. This is very different from the renewal event, which takes place six or twelve months later. A renewal process actively builds an ongoing relationship with that new client from the very beginning of the relationship.

UpGrade: Every agency has additional revenue sitting in their existing book of business that is just waiting to be extracted. A simple example of upgrades would be identifying those individuals who have automobile liability limits below the agency’s recommended level. Dik created a process where individuals with lower limits would receive in the mail prior to their renewal a copy of their auto Dec Page with a big red stamp on it stating: “Your policy has coverage limits less than we suggest.” Every endorsement to raise limits represents additional profit for the agency with very little effort. It also significantly enhances the agency’s E&O protection. There are many opportunities to upgrade existing business.

Round Out: It’s common knowledge that the more policies written per account, the longer that account will stay with you. By creating a process that identifies opportunities for additional business, this important marketing activity is not left to the whim of a CSR remembering to ask to quote a policy the agency does not yet write.

Get More: Generating new business is important in order to have a healthy agency. Yet, new business is specifically listed last on purpose. While most agencies focus on generating new business, it is actually more profitable to focus on the three other pillars of profitability first – Keep, UpGrade and Round Out. Creating a “get more” process helps generate a constant flow of new business into the agency. Once that new business is put on the books, the other processes will help make that new business as profitable as possible.

Benefits

There are many benefits to building a balanced approach like the one described above. It creates more revenue for the agency and builds a higher-margin book of business. Actively pursuing upgrades and rounding out accounts helps build a

continued from page 17

18


much better book profile, which generally translates into better loss ratios for that book that help increase agency contingency payments. All of this makes for happier insurance companies who are then more willing to invest in and provide additional resources to the agency so that they can continue to grow.

The Long Haul

We said above that one of the keys to profitability is being willing to commit to the long haul. This is not a quick fix process. It takes time and discipline to implement and make sure it continues running. Those agencies, however, that are willing to commit to the process will see results – over time.

5 by 5 Process

We believe a reasonable goal is what we call the “5 by 5 process.” When you grow the following five areas by 5% over five years, you will then experience balanced growth. The five areas are:

Average policy premium: An active UpGrade process will help you increase your average policy premium.

Average policies per account: An active Round Out process can’t help but increase your average policy per account.

Retention (.5 each year): We understand that it is really hard to affect retention, so we cheated here little bit. If you can grow your retention rate by half a percent per year, you are doing well.

New clients: An active marketing program will help you generate new business so that you can create 5% new clients each year.

Overrides and bonuses: Finally, you should have at least 5% of your revenue being generated from overrides and bonuses received from your insurance companies.

An Example

To illustrate these points, let’s turn to Knight-Dik Insurance again.

The agency began experimenting with generating new business by purchasing Internet leads. They started by purchasing 100 leads per month. They determined that they needed an 8% close ratio to break even. Ross was skeptical at first about the quality of these leads: “They are just looking for a cheap price; they won’t convert; they won’t stay.” But even with these reservations, Dik committed to working on creating a system for several months.

The marketing process Dik created was managed by individual CSRs within the agency. When a lead was received, it was immediately entered into the marketing system and an e-mail was generated automatically to tell the prospect that the agency was working on a quote. When the quote was completed, they sent an e-mail with the quote to the prospect. They then created several follow-up steps to contact that prospect by e-mail and phone. One of those follow-up steps included an e-mail with a video of the producer talking to the prospect.

They continued to track results and refine the initial contact and follow-up process. After some experimentation, they added an additional step to the follow-up process

19

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which ended up doubling the response. They printed out a form letter and mailed it with an agency brochure to the prospect. This simple step increased the number of people who responded to their follow-up requests. This is an example of how to combine high-tech and high-touch into the process.

We mentioned above that the renewal process should start immediately after the policy is sold. Every new client to the agency is started immediately on a “New Client Welcome” process. The first E-mail (or letter) goes out welcoming the new client to the agency. Eight other touches then are automatically sent to the new client over the next ninety days. That client should feel very welcomed to the agency and will hopefully not bother to shop when the policy comes up for renewal.

Knight-Dik continues to purchase Internet generated leads. Today their close ratio on this business has been as high as 20% with an average of 11-15%. They started purchasing personal auto leads but now focus primarily on homeowner leads. They have found the homeowners leads are generally better quality and they avoid direct competition with GEICO and Progressive Direct. Because they have an active round out process, they work on picking up the automobile later.

Conclusion

Generating a profitable, high-margin book of business requires a balanced approach to marketing and sales – built on processes that are sustained over the long haul. Creating a solid foundation for your agency requires that you “Keep” the business you have (retention), “UpGrade” coverages so that you can extract the money sitting in that book (and provide better E&O protection), “Round Out” each account with as many policies as you can, and “Get More” business by taking advantage of the transformation that is occurring in agency marketing.

Editor’s Note: You can subscribe to Steve Anderson’s free weekly emailed newsletter, “TechTips”, by going to www.steveanderson.com/act and subscribing. Tech Tips is a quick read and highlights one new “thing” that will help your organization increase its productivity and effectiveness.

Steve Anderson has been involved with the insurance industry for over 30 years and is an active participant in ACT. He is a frequent speaker before agent and industry groups, consults with insurance agencies and publishes numerous reports, as well as the monthly “The Anderson Agency Report.” Steve can be reached at [email protected]. Steve prepared this article for ACT. For more information about ACT, contact Jeff Yates, ACT Executive Director at [email protected]. This article reflects the views of the author and should not be construed as an official statement by ACT.


21


When it comes to protecting your reputation, you may fi nd us surprisingly fi erce. With over 30 years of serving the U.S. insurance agents market, we’re the most experienced provider of professional liability coverage. Yet it’s not just our longevity in the market that may surprise you; it’s our commitment. As more than 20,000 insurance agencies across North America have discovered, we’re fi ercely committed to protecting what matters most – your business, your fi nancial assets and your reputation. At Swiss Re, we always work with the same raw material: risk. And what we work to create for our clients is always the same product: opportunity.

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Technically Speaking…Bernie Neff, CIC, CPCU

[email protected]

optional covEragEs undEr thE bop, part ii (EmployEE dishonEsty)In the last issue, we looked at the first two BOP Optional Coverages, one for Signs and one for Money & Securities. In this issue we will look at Optional Coverage #3 under the ISO BOP, Employee Dishonesty.

3. Employee dishonesty – This can be a tough coverage to sell as most of our clients feel their employees would not steal from them. But it is an exposure that every one of our clients has – all it takes is one person who has problems with debt, wants more money to spend, or simply steals because they like the “challenge”. (In today’s world, the most common motive seems to be caused by gambling). This coverage responds to any dishonest act committed by “any of your employees acting alone or in collusion with others...” It is therefore, blanket employee coverage and there is no need to specify any individual employees or positions for coverage. The insuring agreement goes on to say that it covers whether the motive is to cause loss or damage to the insured, or if the motive is financial gain (for the employee or for others; sometimes the employee steals in order to give the financial benefit to someone else).

It should be noted that this will cover not only employee theft, but also employee damage. And this coverage will pay for losses not only to money & securities, but also to Business Personal Property. It is therefore, not material what the employee steals – most kinds of property are covered, except for the list of Property Not Covered in the first section of the BOP policy. Notable here is the recent addition of electronic data to the list. Should the employee steal this kind of property, there would be no coverage.

There are three exclusions:

1. Committed by a “You” (any of the Named Insureds) or a partner. Recently we were working on a loss committed against a family corporation that listed all the brothers and sisters as “You’s. When one of the listed bothers was discovered stealing from the others, there was no coverage);

2. Committed by an employee not otherwise covered, a manager or a director;

3. The only proof is an inventory or a profit & loss computation.

Some highlights of this coverage:

1. The limit shown on the Declarations is the most that will be paid. And the limits do not cumulate. The only limit available for a covered loss is the limit on the policy in the year that the loss was discovered. For example, a loss occurred here in Minnesota several years ago that had one of the longest theft period I have ever seen. The employee worked for a corporation for 27 years, and he stole from the company for 24 of those years. Even though there would be a limit shown for each of the 24 years in the BOP, the only limit

Technically Speaking...continued on page 25


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Contact Vicki Hanson at 952-707-4952 or [email protected]

www.aaa.com


Technically Speaking...continued from page 23

available to the client is the one limit for the year that loss was discovered. Also, it makes no difference if one employee is involved or several, it is still one loss. Finally, once the employee is found out, his/her coverage immediately ceases. If the client agrees to let the culprit go and “not do it anymore”, and if that culprit continues to steal, those additional losses would not be covered.

2. The coverage will go back in time to cover a loss. As long as there was continuous coverage (not one day missed), and this coverage took over, it will pay for that loss if it would have been covered back when it occurred. The payment is based on the lesser of the two limits of the previous insurance or this insurance.

3. A rather long definition of just who is an “employee” is provided:

a. A natural person;

(1) In your service, or 30 days thereafter;

(2) You compensate them directly by salary, commissions, etc.

(3) You have the right to direct and control them.

b. A natural person furnished temporarily to you to substitute for a permanent employee on leave, or to meet seasonal workloads;

c. A natural person furnished to you by a labor leasing firm.

d. A natural person who was a former employee, manager, partner, etc., who is retained by you as a consultant.

e. A natural person who is a guest student or an intern, but only for property in their care or custody, while inside your building.

“Employee” does not include: any agent, broker, factor, commission merchant, independent contractor; nor any manager, director or trustee except while performing acts within the usual duties of an employee.

There is a lot of confusion about what limits to write for our clients. Most of us just pick a figure out of the air. There is a more scientific way, however. The Surety Association of America, with the endorsement of the American Institute of Accountants, has developed a formula that has proven to be remarkably on target. A study of done on 10 years of losses and it was found that over 65% of the losses that were insured were underinsured. Only 1/3 of the clients had sufficient coverage. Had the following formula been used on those same losses for those same clients, less than 5% would have been underinsured.

Here is the formula:

1. Enter Total Current Assets (cash, deposits, $____________

securities, receivables, goods on hand)

2. Enter Goods on Hand (raw materials, materials $____________

in process, finished goods)

3. Subtract 2 from 1 and enter the remainder $____________

4. Enter Annual Gross Sales or Income $____________

Using the amount calculated above, enter:

Technically Speaking...continued on page 27


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Claims, legal and medical expertise. Optimal results in preventing injuries

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Trust the experts.


a. 5% of 2 $___________

b. 20% of 3 $___________

c. 10% of 4 $___________

Exposure Index (a+b+c) $___________

______________________________________________________________________

Exposure Index Amount of Insurance Recommended

Up to $25,000 $15,000 - $25,000

$25,000 – 125,000 $25,000 – 50,000

$125,000 – 250,000 $50,000 – 75,000

$250,000 – 500,000 $75,000 – 100,000

$500,000 – 750,000 $100,000 – 125,000

Exposure Index Amount of Insurance Recommended

$750,000 – 1,000,000 $125,000 – 150,000

$1,000,000 – 1,375,000 $150,000 – 175,000

$1,375,000 – 1,750,000 $175,000 – 200,000

It keeps going up from there, of course, for larger firms. You can Google the Surety Association of America for the rest of the amounts if you need to.

Two notes:

1. For businesses that perform service functions such as transporting the property of others, or which perform work on or process the property of others, the value of that property should be included in the “Total Currant Assets” and the “Goods on Hand” totals.

2. For firms acting in an agency capacity which have custody of cash , securities, etc., belonging to others, or have disbursing or collecting responsibilities, the average amount of such items on hand at one time should be included in “Total Current Assets” and the annual volume of such items be should be included in “Annual Gross Dales or Income.”

As you can see, there are lots of details to attend to while considering this coverage.

Next issue – Optional Coverage #4 – Equipment Breakdown Protection Coverage. We will look at how it has been issued, and how the new 2010

BOP has changed the coverage – for the better.

Technically Speaking...continued from page 25


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THE ONE STOP-SHOP THAT SAVES YOUR CUSTOMERS AROUND $550 ON THEIR AUTO INSURANCE. 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.

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. 10A0065.B (01/10)

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MIIAB

Diamond Partner


President Barack Obama on Wednesday nominated Lt. Gen. Thomas Waldhauser, former head of Camp Pendleton’s 1st Marine Division, to take command of the base’s 57,000-troop I Marine Expeditionary Force.

Waldhauser would assume command from Lt. Gen. Joseph Dunford, whom the president also nominated Wednesday to become the assistant commandant of the Marine Corps and be promoted to the rank of general.

Wednesday was a big day for current and former Camp Pendleton generals, three of whom have been tapped to take over key leadership posts as the Iraq war winds down and the 9-year-old war in Afghanistan reaches a critical crossroads.

Another former base commander, Gen. James Mattis, was confirmed by a U.S. Senate panel to assume leadership of the U.S. Central Command, responsible for oversight of the wars in Iraq and Afghanistan.

Mattis told the North County Times that he is hopeful for full Senate confirmation and that Waldhauser is the “perfect” choice to take over the Camp Pendleton command he once held.

“General Waldhauser is one of the most operationally experienced and tactically savvy officers in the armed forces today,” Mattis said during a brief telephone interview. “He has a very mature leadership style, which makes him perfect for the job he is going to be assuming.”

Camp Pendleton’s link to key posts in U.S. military leadership is no accident, Mattis said.

“Camp Pendleton is a great educational place for generals to learn to deal with the complexities of the world we face,” Mattis said.

Waldhauser commanded the 1st Marine Division from September 2007 until July 2009, when he became the deputy commandant for plans, policies and operations in Washington.

The three-star general was born in South St. Paul, Minn., and is a graduate of Bemidji State University in northern Minnesota.

He was commissioned as an infantry officer in 1976 and has held a variety of posts during his lengthy career, including serving as a combat commander in Iraq and Afghanistan.

Waldhauser became a brigadier general in 2003 and served as commander of the Marine Corps Warfighting Laboratory.

Between 2006 and 2007, he served as chief of staff for the U.S. Special Operations Command in Tampa, Fla.

Waldhauser Tapped to Head I Marine Expeditionary Forceby Mark Walker


www.rascompanies.com

We partner with our agents to help employers control the rising

costs of managing a workforce while protec�ng profitability. We

have a proven history of solid performance throughout Minnesota

and con�nually develop new ways to overcome the difficult issues

inherent to workers’ compensa�on. We have a team approach to

deliver excep�onal service, including:

OFFICES IN MINNESOTA AND SOUTH DAKOTAP. 800.732.1486 www.rascompanies.com

WORKERS’ COMPENSATION.

Our Focus. Your Opportunity.SM

You’re local, we’re local;

let’s work together.

Na�onwide Strength. Midwest Values.

workers’ compensation is our primary focus.

� LOCAL CLAIMS MANAGEMENT AND CASE MANAGEMENT

� INJURY ASSISTANCE CENTER

� STAY AT WORK/RETURN TO WORK PROGRAM DEVELOPMENT

� LOSS PREVENTION AND TRAINING

� ERGONOMIC ASSESSMENTS AND JOB FUNCTION MATCHING

It is what we do, and who we are.

At RAS,


Workers’ CompensationOur Focus, Your Opportunity

By Gretchen Steichen, SVP Marketing

Our tag line says it all. RAS is 100% dedicated to helping our agents meet their customer’s Workers’ Compensation needs. We not only provide risk transfer but can help employers manage and improve their experience through our expertise and services.

RAS is now 20 years old and writes over $45 Million in WC premium in our 5 core states, MN, SD, WI, IA and NE. We began as a reciprocal forming Dakota Truck Underwriters, to meet the needs of trucking companies in the upper Midwest who could not obtain affordable Workers’ Compensation insurance. In 1995 RAS formed a stock insurance company First Dakota Indemnity to expand opportunities in non transportation.

Today we write a diverse class of WC business with a focus on health care, manufacturing, services, hospitality, retail and wholesale, transportation now 21% of our premium. We also write large deductable business as well as self insureds and smaller employers.

The key to our success in Workers Comp is loss prevention and claims mitigation. RAS loss control is unique in the industry in that we have Occupational Therapists, Human Factors Engineers and a Sensory Processing expert as part of our staff. This is in addition to the traditional insurance loss control expertise RAS offers.

For many of the industries which RAS provides Workers Comp, the key area of injury is strains, slips and falls. Through our staff we focus on ergonomic assessments in the work place to examine where these injuries occur and fix the job function, not just the individual employee, to prevent future injuries to all employees.


Minnesota Independent Insurance Agents & Brokers Association

Power in Partners Program

PLATINUM PARTNER


Most of us in the Work Comp industry know that lost time claims can impact an employer’s bottom line more than just their insurance costs. It is important to keep injured employees in their normal work routine as much as possible. This provides for a quicker recovery, greater productivity and

avoids potential hiring replacement costs.

As respects to cost containment on medical claims our Precision Bill Review (PBR) on average saves employers 37% on billed medical charges. Through our PPO we have contracted with nationally recognized medical networks which allow us to continually re-price medical bills and pass along the savings to our insureds. This is another positive impact to employer’s bottom workers compensation program and bottom line.

In addition to PBR, RAS offers a Pharmacy Benefit Management Program where we have contracted with over 7000 pharmacies in the country. The benefits to employers is continued cost savings through negotiated prescription discounts, and immediate access to filling prescriptions through temporary RX cards, no co-pay or reimbursement for their injured employees. The average cost savings on Billed Prescription charges though RAS pharmacy program is a 39% savings.

A unique cost savings service that RAS claims offers is Risk Factor Analysis. Here the RAS loss control expert can examine if the injury is work related given the injury and work place factors. In the absence of good information, doctors may presume a claim to be work related. An analysis by an ergo specialist, however, may indicate there are other contributing factors outside the work place.

From a marketing perspective, RAS has created the Account Risk Manager (ARM) role. This role is a “one stop” contact for agents and insureds to better understand their WC product and the services RAS can provide. By working with the agent, the ARM can assist in the sales process, educate employers, utilize our on-line myRAS website and provide a service plan. The ARM is dedicated to larger employers that have WC premium of $75,000 or greater.

Located in our Apple Valley office is our Minnesota Marketing Rep. Belinda Seitzer, AVP. She works closely with our agency partners to develop business opportunities. Belinda can be reached at 800-732-1486, x 5016 or cell at 612-790-0515 or [email protected]

We look to grow our Minnesota presence, please let us know how we can help you.

Gretchen Steichen is the SVP of marketing for RAS. She is responsible for the both the Marketing and Account Risk Management Functions. Gretchen has been with the RAS Group for over a year, prior to that she spent over 25 years in insurance and reinsurance. You can contact Gretchen

at 800.732.1486 x 5010.

Risk Administration Services, Inc.14800 Galaxie Avenue, Suite 303,

Apple Valley MN 55124.

800.732.1486


Reprinted with permission of the Brainerd Dispatch

Robert Bernard ‘Bob’ Weizenegger

Robert Weizenegger, 88, of Baxter, died peacefully at home with his family, on July 27. Bob was born on Dec. 26, 1921, in Eau Claire, Wis., to Bernard and Mildred (Binder) Weizenegger.

He attended St. Patrick’s School in Eau Claire, and went on to University of Wisconsin, Eau Claire. Bob enlisted in the Army Air Corps on Jan. 16, 1942, and after earning his commission became a weather officer, rising to the rank of Major.

While serving his country, he married Jane Anderson on Oct. 6, 1943, in Ephrata, Wash. After the war, Bob and Jane lived in various towns in Wisconsin and settled in the Brainerd lakes area in 1955, where they raised six children. Bob and Jane spent winters in Green Valley, Ariz., until her death in 2004. Bob purchased and grew Graham/Weizenegger Insurance (currently Weizenegger/Engel) for over 35 years. In 1989 he sold the agency to his son John and partner Steve Engel.

He lived in and was actively involved in the communities of Brainerd, Nisswa, Lake Shore Village, East Gull Lake and Baxter. He was a Toastmaster, a leader in the Brainerd Chamber of Commerce, past president and 54-year member of the Brainerd Rotary, member and past president of the Independent Insurance Agents of Mn and was a member of the American Legion, Elks, Knights of Columbus, Nisswa Lions, Crossing Arts Alliance and Brainerd Photo Club. Bob was admired and respected in the business and service community and was active in his parishes at St. Francis Catholic Church in Brainerd and St. Christopher Catholic Church in Nisswa.

The last years of Bob’s life were lovingly spent with Jean Sawdey, longtime resident of the Brainerd lakes area. They were married July 10, 2009. Jean is the mother of four children, nine grandchildren and six great grandchildren, who all loved and will miss him. Robert’s life embodied and personified the “Rotary Four Way Test: Is it the truth? Is it fair to all concerned? Will it build good will and better friendships? Will it be beneficial to all concerned?” When not working or spending time with his family, Bob loved playing piano, painting, photography and golf. Bob will be sadly missed and lovingly remembered for his humor, warmth, generosity and his strong love and devotion to his family and friends.

Robert Weizenegger is survived by his wife Jean, his children and their spouses John (Jane) of Nisswa, Mark (Ann) of St. Paul, Jim (Terri) of Nisswa, Jean (Chip) Borkenhagen of Baxter, Ann (Dan) Blackburn of St. Paul, and daughter-in-law Rachel Weizenegger of Hermantown, Minn.; grandchildren Ned, Sam, Zach, Tom, Cris, Max, Emily, Ben, Josh, Jake, Luke, Jessie, Erin, Gabriel, Quinn and Clarity; and several great-grandchildren.

Robert was preceded in death by his wife Jane, son Peter, two infant sons, his parents and two sisters.

He Is Gone But Not Forgotten.

www.brainerddispatch.com


I used to think EMC was ju st for niche commercial programs. Then again, I used to think the moon was made of cheese.

Minneapolis Branch: 800.362.4670 | Home Office: Des Moines, IA www.emcinsurance.com

© Copyright Employers Mutual Casualty Company 2009 All rights reserved

MAKE EMC YOUR CHOICE FOR MAIN STREET BUSINESSWhen you think main street business, start thinking about the EMC Choice® Businessowners Program. Small and midsize businesses will enjoy the flexible coverage options designed to meet their specific insurance needs, the added value of free loss control services, plus the responsive service from an EMC branch office nearby. So if you still think EMC is just for niche programs, think again. Count on EMC ® for your main street commercial lines marketing, too. For more details, contact your local EMC branch office.

3431_MN News_Cheese_C_7.5x10clr.indd 1 3/11/09 4:53 PMwww.emcinsurance.com

MIIAB

Diamond Partner


to our Trusted Choice

Partners in Minnesota

Liberty Mutual Agency Markets


Some good thingsmake other good things

even better.

It’s what our independent agency partners do every day with the quality insurance programs from Western National. Together, we meet our customers’ unique insurance needs by providing a mix of coverage, expertise, and relationship-based service that no other team can bring to the table.

Western National is proud to be a Trusted Choice® company partner

www.wnins.com

MIIAB

Diamond Partner


Thank Your Customers.

“With TouchCardz, you thank them when they receive it, & you thank them again when they get the check!”

-Frank Whitcomb, Education Consultant at Encompass Insurance

© 2009 Meridian Media Group, Inc.

Only $6.50 each Logon for complete details and easy ordering www.miia.org Click on TouchCardz

866-664-4770 ext 707

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Only 3% of our mail is personal. How do you feel when you walk out to the mail box & see a personal card addressed to you?

Your clients & prospects are no different.

Just saying thank you to your clients…particularly new clients, can increase your business by 7%.

For every month that you don’t contact or communicate with your clients, you lose 10% of your influence.

A 5% increase in customer loyalty will add 20% - 80% to your bottom line profit…It is much wiser to spend money on customer retention than acquisition.

It works!

www.showyourgratitude.com


To sell Sentry’s Transportation products contact:

Midwest General Agency Eau Claire, Wisconsin

1-800-472-6919or visit our Web site at www.mgarws.com

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. *Some coverages available at additional premium. 11/07 (4)

More Coverages.

Sentry 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 provide include: • Unlimited towing coverage • Pollution liability• Unladen liability* • Enhanced deductible options• Bobtail coverage* • Blanket additional insured endorsement• Cargo pollution cleanup • Accident travel coverage• Workers’ compensation

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

www.mgarws.com


regIOn IX newS

MIIAB Region IX along with its sponsors has been offering social events for many years to its members. Our recent boat trip was held on July 22, 1010 aboard the Amdimao Showboat on the St Croix River. The board cruise included a wonderful dinner buffet and two massage therapists. This tradition was started back in the mid 1980’s. The event was first organized by Jim Fleishaker, Conway Olson and Bob Weissner. The first board cruise was aboard a vessel called the Lady Chateau.

On August 20, 2010 we are holding our annual golf tournament. This year it will be held at Oak Marsh Golf Course in Oakdale. Every year participants enjoy 18 holes of golf, a dinner buffet and door prizes from many generous sponsors. The first golf tournament was held on September 23, 1993 at Como Golf Course with 35 participants. This event was first organized and continues to be organized by Bruce Henry, Butch Rogers and Jayson Tritt. Region IX thanks them for their work over the years. The event has been held at three different golf courses around the metro area - Como Golf Course, Keller Golf Course, and Oak March Golf Course. Sponsorship and attendance have grown over the years to 100 participants, 25 hole sponsors, and 30 door prize donations last year. Region IX thanks the sponsors and participants. Be sure to sign up for this year’s tournament!

Region IX also offers another social event in either Spring or Winter. In the past we have offered MN Swarm lacrosse game, MN Saints baseball game and most recently a comedy club evening. Region IX members are notified of events via e-mail. Our next social event after the golf tournament will likely be Winter 2011.

InSurBAnC nOTeS fDIC BOOSTS DePOSIT COVerAge

InsurBanc, the bank founded by insurance agents for insurance agents, noted that the FDIC (Federal Deposit Insurance Corp.) has permanently raised the current standard maximum deposit insurance

amount to $250,000.

InsurBanc’s Web site summarizes federal deposit insurance and current issues that affect an insurance agency’s business and personal accounts on its Web site at www.InsurBanc.com/fdic.php. InsurBanc’s site reflects the most recent changes in limits of Federal Deposit Insurance Corp. coverage.

In September 2008, limits on standard insurance were increased from $100,000 to $250,000, and those higher limits were made permanent July 21, 2010. The FDIC insurance coverage limit applies per depositor, per insured depository institution for each account ownership category.

The InsurBanc website includes important updates to insurance coverage, answers to frequently asked questions, and links to key FDIC information.

BIg “I” CAllS On COngreSSIOnAl leADerS TO rePeAl BurDenSOMe IrS fOrM 1099 PrOVISIOn

New health care law requires additional IRS Form 1099 filings and unnecessary paperwork.

The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) sent a letter to Congressional leaders urging the repeal of a provision in the new health care law that will require all businesses to file a Form 1099 for any business-to-business transaction for goods or services over $600 (cumulative throughout the tax year) starting in 2012. At the end of the tax year, businesses will have to file a Form 1099 with the IRS and send a copy to each vendor. Senators Mike Johanns (R-S.D.) and Blanche Lincoln (D-Ark.) have introduced an amendment that would repeal this 1099 provision to H.R. 5297, the Small Business Jobs and Credit Act of 2010. Senator Johanns’ and Lincoln’s amendment could be considered as soon as Sept. 14, 2010, after the Senate returns from recess.

“The Big ‘I’ and many others in the small business community oppose this mandate citing the massive amounts of resources that will be

In The News...


Just ask the thousands of West Bend

Home and Highway® policyholders

who receive a cash award of 5% of

their total annual premium. That’s right.

West Bend rewards customers who

don’t have a claim on their Home and

Highway policy all year. In fact, last

year, West Bend returned more than $7

million to their customers.

The Claim Free Award ...

another Silver Lining from West Bend.

What kind of insurance company pays your customers when they DON’T have a claim?

thesilverlining.com

www.thesilverlining.com

MIIAB

Diamond Partner


poured into new record keeping, accounting and unnecessary compliance procedures,” says Robert Rusbuldt, Big “I” president and CEO. “The mountain of paperwork required to comply with this provision will cost the federal government time and money, divert resources and prevent investment in job growth and business expansion at a delicate point in the American economy.”

The text of the letter follows:

August 11, 2010

The Honorable Max Baucus, Chairman, Senate Finance Committee

The Honorable Charles Grassley, Ranking Member Senate Finance Committee

The Honorable Sander Levin, Chairman, House Ways and Means Committee

The Honorable Dave Camp,Ranking Member. House Ways and Means Committee

Dear Chairman/Ranking Member:

On behalf of the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) and our more than 300,000 agents, members and employees nationwide, we write to respectfully request the repeal of the new 1099 reporting requirement contained in section 9006 of the “Patient Protection and Affordable Care Act” (P.L. 111-148).

As you know, beginning in 2012 this provision will require all businesses to file Form 1099s for all payments for goods and services of $600 or more, or for a series of payments cumulatively adding up to $600 or more, during the tax year. In order to comply, businesses will be forced to institute costly new record keeping procedures for every business to business transaction, including tracking the name, address and taxpayer identification number (TIN) of the each vendor. The following year businesses will be required to file each Form 1099-MISC with the IRS and send a copy to its business counterparty.

We understand this provision was intended to close the “tax gap” of businesses not in compliance with the tax code. However, for insurance agencies and brokerages and their many small business clients, this onerous provision will cost jobs. The amount

of resources that will have to be poured into new record keeping, accounting and compliance procedures will be especially burdensome for small businesses such as those in our membership. At a time when we are attempting to recover from a deep recession, this provision will stretch already thin resources to the breaking point.

In addition, although this provision is intended to target businesses evading taxes, in reality it is the compliant businesses that will pay the price. Noncompliant businesses will continue to avoid paying taxes, and compliant businesses will be saddled with increased costs and unjustified audits by the Internal Revenue Service (IRS). Meanwhile little to no net revenue will be raised for the government, especially when increased costs at the IRS are factored in.

As evidenced by the recent legislative action in both the House of Representatives and the Senate, there is bipartisan support for repeal of this provision. We are encouraged by these developments and urge full repeal as soon as possible.

Thank you for your attention to this important matter.

Sincerely,

Robert Rusbuldt, President and Chief Executive Officer

Charles E. Symington, Jr., Senior V.P., Government Affairs

weST BenD MuTuAl InSurAnCe COMPAny IS A BeST PlACe TO wOrk

West Bend Mutual Insurance Company in West Bend was included in Business Insurance magazine’s list of Best Places to Work in Insurance for 2010. It is one of only two Wisconsin property/casualty insurers included on the list of 55 companies. The list is comprised of agents/brokers, property/casualty insurers, group life/health insurers, reinsurers, and third-party administrators.

Dale Kent, Executive Vice President and Chief Financial Officer of West Bend, commented; “We are delighted by this recognition. Mutual insurance companies have long been touted for their quality of work-life. To be singled out among


© 2

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Insu

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Success is fi nding an advantage.

Outlasting the competition requires outsmarting them. Agents know this. That’s why so many choose SECURA to help their businesses grow. 1-800-558-3405. Write your own success story.

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BLACK: C=0: M=0: Y=0: K=100

3819 Zebra MN News Color.indd 1 3/10/09 11:49:34 AM

www.secura.net

MIIAB

Diamond Partner


numerous Wisconsin mutual insurance companies is a tribute to the culture that’s been built at West Bend over our 116 year history.”

The final list was developed by The Best Companies Group, an independent research firm, from a two-part process based on a qualitative assessment of employment practices and an extensive anonymous employee survey.

The list of Best Places to Work was released in the July 26, 2010 edition of Business Insurance, with the final rankings to be published in October.

ACuITy lOOkS fOrwArD AT 85TH AnnIVerSAry

ACUITY marks its 85th year in business on August 24, 2010. The insurer began operations in 1925, when it was founded as the Mutual Automobile Insurance Company of the Town of Herman. Over the next eight and a half decades, the company not only changed its name—first to Heritage Insurance and, in 2001, to ACUITY—but became a leading regional insurer. Today, ACUITY writes personal and commercial insurance in 19 states and will be entering Pennsylvania on September 1.

In particular, the past decade at ACUITY has seen a remarkable transformation, beginning with its corporate culture. “We are now one of the top workplaces in the nation,” said Ben Salzmann, ACUITY President and CEO. “We’ve transformed our work environment and slashed our turnover to less than one percent.”

In fact, ACUITY is the only company in the nation to be named six consecutive years to the Great Place to Work Institute’s top five mid-sized employers.

ACUITY was also named a Best Employer for Workers Over 50 four straight years by the AARP, as well as a top employer for college graduates by collegegrad.com.

ACUITY’s cultural renaissance has contributed to its financial success. In its 85th year in business, ACUITY has grown to become the 76th largest property-casualty insurer in the nation, setting all-time company records for surplus growth and assets under management. ACUITY consistently outperforms industry benchmarks for profitability and has been named to the Ward’s 50 Benchmark Group of top-performing insurance companies for 11 consecutive years, putting ACUITY in the top two percent of insurers nationwide.

The company has also built a reputation as a technology leader, earning more technology awards from industry group ACORD than any other carrier in the nation over the past ten years. ACUITY has also been named to the InformationWeek 100 listing of the most innovative users of information technology across all industries in the United States for six consecutive years.

ACUITY’s achievements over its first 85 years in business position the company well for continued growth and success. “We’ve become a leading regional insurer by recruiting and retaining top employees and agents. ACUITY provides them the absolute best in technology and ease of doing business,” Salzmann said. “Few companies in our industry are poised as well operationally, strategically, and financially as we are to face the future. ACUITY is a company that people can rely on, year after year, ‘for all that matters.’”

CLASSIFIED ADSAgENCY FOR SALENo listing this month

LOOKINg FOR AgENCYNo listing this month

To post a classified ad please email ad to [email protected]

POSITIONS AVAILABLENo listing this month

WANTED TO BUYNo listing this month


Auto-Owners Insurance ranks highest among auto insurance providers in the J.D. Power and Associates 2008-2009 Auto Claims Studies.SM Study based on 11,616 total responses, ranking 25 insurance providers. Excludes those with claims only for glass/windshield, theft/stolen, roadside assistance or bodily injury claims. Proprietary study results are based on experiences and perceptions of consumers surveyed June 2008 - June 2009. Your experiences may vary.

Visit jdpower.com.

Auto-Owners Insurance is “Highest in Customer Satisfaction with the Auto Insurance Claims Experience, Two Years in a Row”

according to J.D. Power and Associates.

LIFE

• H

OM

E •

CA

R •

BU

SIN

ES

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AUTO-O

WNERS.COM

Thank you agents!A special thanks to all the independent agents proudly representing

Auto-Owners Insurance. Your ongoing commitment to customer satisfaction has paid off once again.

Thank you for partnering with us to take care of our policyholders!

www.auto-owners.com


hEalth insurancE ExchangE - is thErE a rolE for agEnts?Two years ago, at the urging of Governor Tim Pawlenty, the Minnesota State Legislature considered legislation that would have set up a health insurance exchange for Minnesotans seeking health insurance. The proposal was modeled after the Massachusetts “Insurance Connector” and would have been a one stop shop for private insurance as well as for those who could qualify for state sponsored health care. It did not pass.

Now the Health Insurance Exchange is back as part as the Patient Protection and Affordable Care Act, the federal health care reform law. Under the new law, each state must have an operational exchange or exchanges by January 2014. The law further appropriates developmental funding for states who wish to establish a health insurance exchange prior to 2014. Whether Minnesota becomes one of the states to develop and implement a health insurance exchange and become an early adopter of other federal care reforms could be decided by the 2010 governor’s election.

A health insurance exchange is a toll-free hotline and website that provides comparative information on health insurance plans including price, quality and enrollee satisfaction. Individuals without access to affordable employer based coverage and small employers may directly purchase insurance through the exchange. The exchange will also determine eligibility and facilitate enrollment into Medicaid or other state funded insurance plans. Think of the exchange as an E-bay for health insurance. It will do what most health insurance agents do now.

Under PPACA, the federal government will grant subsidies to individuals to purchase health insurance based upon their income. General speaking subsidies will be available if your health insurance coverage exceeds eight percent of your income. In order to get this subsidy, you must purchase your insurance through the exchange. While health insurers and agents may sell insurance outside of an exchange, the federal subsidy gives the exchange an overwhelming advantage in the marketplace.

The federal law also authorizes “navigators” who will be authorized to assist individuals and small employers with exchange enrollments. These navigators could be insurance agents or brokers, but could also be social service agencies, and non-profits like the YMCA or community centers. Navigators cannot be paid by insurance companies but must be compensated by either the purchasers of insurance or the exchange. This means commissions will no longer be a means of compensation for agents or brokers working with health insurance exchanges.

Four states have operational health insurance exchanges, Massachusetts, Utah, Washington and Connecticut. The exchange model most similar to the federal law is the exchange in Utah where agents are given a $35 per individual as an enrollment fee from the exchange.

CapitolNotes

The LegisLaTive and PoLiTicaL newsLeTTer of TheMn indePendenT insurance agenTs & Brokers assocaTion



46 The Minnesota News • September 2010 [email protected]

Workers’CompensationSpecialists, LLC

Protecting Your Customers

Terri NorumInsurance Coordinator

[email protected] P: 952.253.6237F: 952.253.6242

MIIAB, 7500 Flying Cloud Drive, Suite 900 Eden Prairie, MN 55344

For more information contact:

When one is helping another, both are strong.


So what will be the role of Minnesota health insurance agents or brokers under the new federal health care reform? The US Department of Human Services will have a great impact on this question as it develops rules and regulations for states to use in setting up and operating their health insurance exchanges. HHS is working closely with both the National Governor’s Association and the National Association of Insurance Commissioners in development of exchange guidance. But clearly the role of the insurance agent will be substantially altered.

A group of Minnesota health insurance agents and others are not waiting for the final exchange rules or a decision on early adoption by Minnesota. They have started a political action committee that will support candidates for statewide or legislative office who are committed to repealing or dramatically altering federal health care reform. The group is called “Minnesotans for Personal Choice and Competition in Health Care”. If you are interested, you can check them out at www.myminnesotahealthcare.com.

If you would like to know more about federal health care reform or get an idea of how an insurance exchange might work, check out the government’s health care information site at www.healthcare.gov.

Dominic Sposeto,

MIIAB Lobbyist


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MIIAB Region 8 Commercial Lines Panel Discussion

with your Master of Ceremones, Mark Lenz from Bearence Management Group

Tuesday, October 19, 20101:30pm to 4:30pm

MIIAB Training Center, 7500 Flying Cloud Dr, Eden Prairie, MN 55344

Companies Scheduled to Participate: Hanover, Harleysville, Indiana, State Auto and Zurich

Registration Deadline: October 12, 2010

To download registration form go to www.miia.org and click on events


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Research Library: For those who seek a smarter way to research, the VU provides access to hundreds of insurance, business and technology articles written by volunteer faculty and other contributors. Technical insurance articles often include links to full sample ISO forms. You’ll also find white papers and articles on many issues affecting today’s insurance marketplace.

Expert Advice: Sometimes you need answers to questions that can’t be found in the research library. To help with these “just in time” issues, we have assembled a faculty of leading experts from around the country. Big “I” Members can submit questions to our “Ask an Expert” service and a response is usually sent within 3-5 business days, but often sooner.

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MIIAB OFFICE AUTOMATION

COMMITTEEWe’re Back!

After a couple year hiatus, the automation committee for the Minnesota Big I has returned! After the initial first couple meetings, education and advocacy are the two main reasons for the committee. Committee members are:

Brian Miller, AAA MinneapolisMerry Koch, RJF AgenciesBill Hofdal, SolbrekkJerry Fox, Marshall Swift BoeckhKeith Knapp, MIIABKevin Benz, SecuraSteve Cook, West BendBret Erickson, PasskeyBecky Jacobs, Northstar Technology Solutions

We’re in the process of identifying the top automation needs for independent agents in Minnesota.

Soon you will find a link from the Big I’s website giving tips, shortcuts, and answers to some of our industry’s most pressing automation issues.

Do you have an opinion and/or passion for automation? We could use one or two more agents.

Please email Steve Cook at [email protected]



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July 7, 2010 - Prior LakeMystic Lake Casino 2400 Mystic Lake Blvd.Prior Lake, MN 55372952.445.9000

July 21, 2010 - Duluth AreaBlack Bear Casino1785 Highway 210P.O. Box 777Carlton, MN 55718218.878.2327

July 28, 2010 - OnamiaGrand Casino-Mille Lacs777 Grand AveOnamia, MN 56359800.626.5825

August 10, 2010 - MortonJackpot Junction 39375 Cty Rd 24Morton, MN 56270800.946.2274

August 24, 2010 - Thief River FallsSeven Clans Casino20595 Center St. E.Thief River Falls, MN 56701800.881.0712

September 14, 2010 - WalkerNorthern Lights Casino6800 Y. Frontage Rd NWWalker, MN 56484866.652.4683

September 28, 2010 - Red WingTreasure Island Resort/Casino5734 Sturgeon Lake Rd.Red Wing, MN 55066800.222.7077

_______________________________________________________________________________________________________________________Card Number Expiration Date Signature

_______________________________________________________________________________________________________________________Name on Card Security Code (3 digits) Billing Address

_______________________________________________________________________________________________________________________Name MN Insurance License # Email

_______________________________________________________________________________________________________________________Agency/Company Phone

_______________________________________________________________________________________________________________________Address City State Zip

Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of Payment

Check Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund. In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

MIIAB/Trusted ChoiceTown Meetings

“Don’t Gamble On Your Future...Get Educated!”

Schedule8:30 am - 9:00 am Registration

9:00 am - 12:00 pm “Ethics - It’s the Law” - Gloria Thompson (3 Ethics CE approved)

12:00 pm - 1:00 pm Lunch and Association Update - Legislative Update (1 CE approved)

1:00 pm - 3:00 pm“Protecting Your Client’s Future in Today’s Changing Economic Environment” - Frank Whitcomb

3:00 pm - 5:00 pm Reception - compliments of MIIAB/Trusted Choice

Cost: $99 for 6 filed CE credit, including 3 Mandatory Ethics Credits, lunch and reception!



1/13 - 1/16/10 Eden Prairie Commercial Property2/3 - 2/5/10 Plymouth *Ruble Graduate Seminar3/10- 3/13/10 Eden Prairie Personal Lines4/14 - 4/17/10 Eden Prairie Life & Health5/5 - 5/8/10 Eden Prairie Commercial Casualty6/16 - 6/19/10 Alexandria Commercial Property7/14 - 7/17/10 Eden Prairie Agency Management8/4 - 8/7/10 Eden Prairie Commercial Casualty9/15 - 9/17/10 Plymouth *Ruble Graduate Seminar10/6 - 10/9/10 Eden Prairie Life & Health11/10 - 11/13/10 Eden Prairie Personal Lines

* Must be a dues paid member of CIC or CRM to attend a Ruble Graduate Seminar

Dates and locations are subject to change. Before making any travel arrangements, call to verify the dates, location, start time and availablility when registering for a program.

Cost Seminar

$421.00 CIC Institutes

$420.00Ruble

Graduate Seminar



_______________________________________________________________________________________________________________________Name MN Insurance License # DOB Designations

_______________________________________________________________________________________________________________________Agency/Company Phone Email


Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in

advance of the program you wish to attend

2010 MIIAB CIC Program Schedule

All courses begin Wednesday’s at 8:00 a.m., Thursday’s from 8:00 a.m.

until 5:00 p.m., and Friday’s from 8:00 a.m. to 12:00 p.m.

Important InformationAll participants must present photo identification to the on-site registrar at the institute. Cancellations received within 7 calendar days of a program will incur a $75 non-refundable fee. If you do not cancel and do not attend the program, you will incur a $125 fee. The balance of the registration fee may be refunded or transferred to another course. You may substitute an eligible person for the same event anytime at no charge with notification prior to the course.

Please select Seminar date

It’s easy to register - by fax, phone, mail or on-line!


1/21/10 - St. Cloud Commercial Property

1/27/10 - Eden Prairie Agency Operations

2/9/10 - Eden Prairie Commercial Casualty

2/11/10 - Rochester Personal Auto

2/17/10 - Shoreview Commercial Casualty

3/9/10 - St. Cloud Personal Residential

3/17/10 - Eden Prairie *WTH Commercial Lines

3/18/10 - Duluth Personal Auto

3/23/10 - Eden Prairie Personal Auto

4/1/10 - Eden Prairie Personal Residential

4/6/10 - Rochester Commercial Casualty

4/8/10 - Fergus Falls Commercial Casualty

4/27/10 - St. Cloud Personal Auto

5/4/10 - Duluth *WTH Commercial Lines

5/12/10 - Willmar Agency Operations

5/13/10 - Shoreview *WTH Personal Lines

5/18/10 - Thief River Falls Commercial Property

5/19/10 - Eden Prairie Commercial Property

6/2/10 - Rochester **Dynamics of Service

6/8/10 - Mankato Personal Auto


6/15/10 - Alexandria **Dynamics of Service

6/23/10 - St. Cloud Agency Operations

6/24/10 - Shoreview Commercial Property

7/8/10 - Rochester Personal Residential

7/20/10 - Brainerd Agency Operations

7/22/10 - Eden Prairie Dynamics of Service

8/10/10 - Duluth Commercial Casualty

8/12/10 - Eden Prairie Commercial Casualty

8/18/10 - Worthington Personal Residential

8/25/10 - Bemidji Agency Operations

9/9/10 - Rochester Commercial Property

9/14/10 - St. Cloud *WTH Personal Lines

9/21/10 - Shoreview Personal Auto

9/23/10 - Eden Prairie Personal Auto

10/5/10 - Hibbing Commercial Property

10/12/10 - Detroit Lakes Agency Operations

10/13/10 - Eden Prairie Personal Residential

10/21/10 - Mankato Commercial Casualty

11/2/10 - Duluth Personal Residential

11/3/10 - Eden Prairie Commercial Property


Cost Seminar

$148.00 CISR Seminar

$158.00 William T. Hold Seminar (WTH)

$158.00 Dynamics of Service






Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P:952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the

scheduled class. NO SHOWS will NOT receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

2010 MIIAB CISR Program Schedule

* REQUIREMENT FOR WILLIAM T. HOLD SEMINAR

(WTH)You must be a CISR, ACSR or CPSR designee and a dues paying member of the National Alliance to attend and get credit for WTH. For inquiries on dues, please call the National Alliance at 1-800-531-5197.

** REQUIREMENT FOR DYNAMICS OF SERVICE

The Dynamics of Service program satisfies the update requirement for all dues paying members of the National Alliance. However, you do not need to hold the CISR designation to attend. For inquiries on dues, please call the National Alliance at 1-800-531-5197.

Please select Seminar date - Each course is 8 MN CE credits, general non-company sponsored

It’s easy to register - by fax, phone, mail or on-line!


Please Check Location1/20/10 - Eden Prairie 8:30am-3:30pm

Prairie Conference Center7500 Flying Cloud DrEden Prairie, MN 55344952.835.4180

3/10/10 - St. Cloud 8:30am-3:30pmBest Western Kelly InnHwy 23 & 4th AveSt. Cloud, MN 56301320.253.0606

4/22/10 - MIIAB Convention9:00am -12:00pm & 12:30pm - 3:30pmRadisson Hotel and Conference Center3131 Campus DrivePlymouth, MN 55441763.559.6600

5/18/10 - Fergus Falls 8:30am-3:30pm Best Western/Bigwoods Event Center925 Western AveFergus Falls, MN 56537800.293.2216

6/22/10 - Morton 8:30am-3:30pmJackpot Junction39375 County Hwy 24Morton, MN 56270507.644.3000

7/28/10 - Walker 8:30am-3:30pmNorthern Lights Event Center6800 Y Frontage Rd. NWWalker, MN 56484218.335.3151

8/26/10 - Rochester 8:30am-3:30pmRamada Hotel1517 16th St. SWRochester, MN 55902507.289.8866

9/22/10 - Duluth 8:30am-3:30pmCanal Park Lodge250 Canal Park DriveDuluth, MN 55802218.279.6000

10/20/10 - Eden Prairie 8:30am-3:30pmPrairie Conference Center7500 Flying Cloud DrEden Prairie, MN 55344952.835.4180

AgEnCy StAFF

SIzE

totAL AttEnDEES REquIRED

At A (6 houR)

SEMInAR

PoSItIon In AgEnCyPLuS

ADDItIonAL REquIREMEntS

1 1 ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER OR OFFICER NONE

2-7 2 ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER OR OFFICER

ONE PRODuCER OR CSR

8-20 4

ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE

ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS

MANAgER OR PRODuCER

tWO PRODuCER’S OR CSR’S

21-50 6

ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE

ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS

MANAgER OR PRODuCER AnD ONE CSR

tHREE PRODuCER’S OR

CSR’S

51+ 10

ACtIvE AgENCY PRINCIPAL, OWNER, PARtNER, OFFICER AnD tWO ACtIvE

AgENCY PRINCIPAL’S, OWNER’S, PARtNER’S, OFFICER’S, OPERAtIONS MANAgER’S OR PRODuCER’S AnD

tWO CSR’S

FIvE PRODuCER’S OR CSR’S

Method of PaymentCheck Enclosed (Payable to MIIAB) or Charge to: vISA Mastercard

CAnCELLAtIon PoLICy: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven

days before the scheduled class. no ShoWS will not receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the

program you wish to attend






Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, Mn 55344 P: 952.835.4180 F: 952.835.4774 E: [email protected]

www.miia.org

Cost per person$151.00 MIIAB Member Price

$166.00 Non-Member Price

Agencies that attend this seminar will receive a 10% loss control credit on their Westport E&O Premium.Once an agency attends the seminar the 10% credit will apply for 3 years if the agency remains claim free

during the 3 year period.

2010 MIIAB Errors & omissions Seminars

6 MN CE Credits - general, non-company sponsored


Power in Partners

Minnesota Independent Insurance Agents & Brokers Association

Power in Partners ProgramListed below are the companies who strongly support the Indepenent Agency System and the Minnesota Independent Insurance Agents & Brokers Association

2010

DiamonD

allied insuranceGeneral Casualty Companies

Grinnell Mutual reinsurance Companyindiana insurnace

Midwest Family Mutualnorth star Mutual insurance Companies

the Hanover GroupZurich north america small Business

ACUITYAmTrust North America

ICC Restoration & Cleaning ServicesMeadowbook, Inc.

Newman Long-Term CarePremium Financing Specialists, Inc.

Prime Insurance CompanyRobert A. Schneider Agency, Inc.

S.H. Smith & Company, Inc.

Solbrekk Business Technology SolutionsState Auto Companies

The HartfordTomsche, Sonnesyn & Tomsche, PA

Toshiba Business SolutionsTravelers Companies, Inc.

Westfield InsuranceWilson Mutual Insurance CompanyWorkers Compensation Specialist

Platinum

GolD

Silver