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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA NOVEMBER 2012
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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
NOVEMBER 2012
New RV Product Now on Big “I” Markets!
Ready to Roll?
Big “I” Markets has partnered with National Interstate, a premier provider of RV coverage, to bring you access to a product designed specifically for RVs. Why make a personal automobile policy fit when you can access RV Specialty Insurance and deal with RV specialists?
The National Interstate RV product features:
Full-timers coverage Disappearing deductible Total loss replacement Coverage for Commercial RVs
RV coverage can and should fit the RV! Log into Big “I” Markets at www.bigimarkets.com to learn more and to request a quote.
As always with Big “I” Markets, there are no access fees, no volume commitments and no special software needed. Take advantage of your Big “I” membership and log onto Big “I” Markets today!
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BIGIMARKETS
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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
Western Dakota InsurorsSturgis, SD
DISTRICT # 4Chad Dubisar
Boen & AssociatesSioux Falls SD
DISTRICT # 8Dan Maguire
Black Hills Agency IncRapid City SD
EXECUTIVE VICE PRESIDENTJerry Diamond
IIASDPierre SD
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
AT UNITED FIRE GROUP . . .
Independent agents are the backbone of our insurance business. So, when you talk, we listen. Your requests have prompted us to provide real-time technologies for your convenience. We know you have better things to do with your time than perform tedious data entry. That’s why we’re using the latest technology to provide you with real-time access to your customers’ account information on ufgAgent.com.
Transformation Station and Transact Now™ make real-time inquiry available for:
• Policy • Billing • Claims • Loss runs
Renewals, endorsements, new business, cancellations, reinstate ments—automatically downloaded into your agency management system with updates downloaded nightly. Contact our United Fire marketing team at 800-828-2705 to learn more about these real-time technologies. Go ahead . . .we’re listening!
United Fire GroupCedar Rapids, Iowa www.ufgAgent.comFollow us on Facebook!
®
UNITED FIRE AGENT RON HAMMERBERG The Executive Corner
Jerry Diamond, Exec VP
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Glad the Election is Over!!!
I, for one, am so glad the election is over. The campaigns have finally run their course and now it’s back to improving our economic crisis. Or Not?
With Barack Obama being re-elected, the balance of power between the Democrats and the Republicans will stay the same. It is my hopes that they will finally get together and actually communicate and work out a mutual agreement on such things as the “Financial Cliff ”, Patient Protection and Affordability Care Act (PPACA) and, of course, a fair tax structure for all.
Year 2013 will have a big personal and professional impact on all of us. Agents could see lower commissions through mandated legislation, big increases in their group health care cost, higher taxes on small businesses, and even higher taxes on them as individuals.
We, at the Association will keep a close eye on all of these possible changes to our industry and will be keeping you abreast of upcoming legislation. I am sure we will need a good seminar or two to help us through this.
Have a great Thanksgiving.
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E&O EDGE – Carolyn Hofer, E&O Administrator
3.Develop: Procedures must be in place within your agency on how to deal with property valuation. By creating a system that is documented and used consistently, you have a better chance of successfully defending a claim.Checklists may be helpful but most importantly, make sure it is standard process to require clients to review the valuation of their property, explain coinsurance and have them sign off on the document making sure it is in their permanent file.4.Document: The success in defending any E&O claim is on the quality of the documentation in your file. This is especially true regarding issues of valuation. Be sure to document your discussions, how valuation was determined and the client’s agreement on value.
What’s It Worth?Issues with Property Valuations The valuation of property causes substantial problems in the context of insurance claims, often resulting in an E&O issue. Valuation claims arise in all types of situations. They can occur on a large scale when an agent is obtaining a policy for a commercial account with multimillion dollar buildings or on a much smaller scale, especially in an economy where property values may be dropping and replacement costs rising. In this environment, businesses may be struggling and motivated to take out “bare bones” insurance coverage. Policyholders often view agents’ attempt to increase limits as a way to increase premium, as opposed to a means to protect their business in the event of a large loss. Consider the multitude of claims following every natural catastrophe such as “Katrina” or “Sandy” that are brought against insurance agents once property owners realize that they may not get enough insurance proceeds to rebuild their home or businesses. So what can your insurance agency do to avoid potential E&O claims for undervaluing property? Most importantly, agents must understand the potential for professional liability claims related to valuation. If you undertake the task of determining the value of the property, you have a duty to do it well. Know that there is no simple formula that will keep your agents out of trouble. Swiss Re Claims Representatives offer the following Four D’s to avoid claims regarding incorrect valuations of property:
1.Determine: Make sure you understand the method used to determine the value. Take time to learn all you can when using valuation software; make sure it is updated. Use comparables in conjunction with valuation software. If you are unsure of your ability to arrive at a true valuation, make sure your client understands and agrees that you are relying on him or her to verify valuation.2.Deflect: Use other reliable resources. If the client has a good understanding of the value of his property and what it would cost to replace it,go with it. Sometimes the carrier can be of assistance. If neither of these options seem accurate, use an independent property appraiser. Consider using an “agreed value” for the property to avoid any coinsurance problems and be sure to present all possible endorsements available to extend or increase coverage.
Keep In Mind – The allegations of failure to offer coverage and proper limits result in the
largest share of E&O Claims. Review Your Valuation Procedures!
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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.
Workers’ compensation has not experienced the significant regulatory changes that have affected other lines of insurance. However, it continues to be an area generating a lot of questions from employers and those in the industry. Some of the more commonplace questions are in the areas of audits, interchange of labor rules, independent contractors, and election/rejection of coverage by owners and executive officers of businesses.
Payroll calculations are frequently an area of dispute, particularly when an audit results in an upward adjustment in payroll. Payroll is a broad term and includes compensation in many forms including but not limited to bonuses, lodging and meals provided as part of compensation (as opposed to reimbursement of extra expenses such as travel), employer merchandise provided, or other non-monetary considerations. Pay for jury duty, holidays, vacations, and sick leave are excluded from payroll provided the adequate records are kept.
A common question is whether a person is considered an independent contractor as opposed to an employee. The method the department uses to make this determination involves a test using multiple factors. Those factors used in determining whether a person is an employee include the extent to which the employer controls the work performed and when it is performed, the method of compensation used, what tools and equipment are furnished, and whether the person can work for others. Inevitably, the determination as to whether someone is an independent contractor as opposed to an employee is driven by the individual facts of the situation.
Interchange of labor is permissible under certain circumstances. As is the case with payroll, proper documentation is key to any determination that an interchange of labor is allowed. Records need to detail each affected employee’s time, payroll, and classification.
Additionally in order for interchange of labor to apply, the affected employees cannot be accurately incorporated into an existing classification code.
Not everyone needs to be provided with workers’ compensation coverage. A sole proprietor or the partners of a business may choose to elect the coverage, but unless elected, they are automatically excluded. Likewise, executive officers of corporations can reject workers’ compensation coverage if written notice is provided. If no written notice is provided, the executive officers are included in the coverage.
The Division does have staff dedicated to assisting agents, employers, and insurers with workers’ compensation questions. Anyone with questions is welcome to contact our office.
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Kayla’s Technology Advice
Can a Bluetooth Headset cause Health Issues?
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
Having a Bluetooth headset is surely useful, but it it safe to use? It is known that it makes use of radiation to function, but can this radiation get into our bodies and cause diseases?
Owning a Bluetooth headset is an essential thing these days. It is one of the newest innovations in technology and will enable you to perform a wide range of activities. And, they are constantly improving, in order to satisfy all of the user’s needs. However, despite its undeniable usefulness, you may wonder if it is really safe for your health.
What is more, people tend to wonder if a Bluetooth headset won’t damage their health because it is known that this kind of devices emit wireless microwave radiation. This has frequencies that feature a short wavelength and a very quick rate of flow, which enables them to transfer the data from one place to another without using wires. Also, when using a Bluetooth headset for a phone some of that energy is absorbed by your body. They penetrate the tissues, and indeed, can harm you at a cellular level.
In addition, some people say that it resembles the effect of microwaves that have been analyzed for centuries. There are various health conditions that have been related to the use of microwave ovens, among which are cancer, hair loss, leukemia, brain tumors, autism, miscarriages, sclerosis and many others. All these disease are caused by the biological changes that appear in our bodies due to radiation exposure. Also, these changes cannot be seen since they occur at a cellular level, but they can be passed on genetically. Still, the question remains. Is a Bluetooth headset as dangerous as a microwave, and are their effects the same?
Furthermore, since the device is attached to the outside of your head it will mainly affect our brain, ears and eyes. However, the studies that have analyzed these devices claimed that there are no potential threats and that they obtained only inconclusive results.
Some studies have shown that there is no damage at all, while others have only shown insignificant damages. Some people are extremely sensitive to any type of radiation, thus they surely won’t be able to use a Bluetooth device, but most of you can enjoy this technology without worrying that you will be harmed by it.
Finally, all you need to know is that the Bluetooth Headset technology is not dangerous, it is not like the one used by the microwaves and you have almost inexistent chances of developing an illness due to the use of this gadget.
Author Unknown
7
Medicare Marketing Reminders and Expectations for Medicare Advantage & Medicare Prescription Drug Plans for 2012/2013:
Marketing of the 2013 Medicare Advantage and Medicare Prescription Drug plans has already started. This year open enrollment begins Monday, October 15 and ends Friday, December 7, 2012. During this time, members can change their Medicare health Plan or prescription drug coverage for 2013.
The following reminders will help ensure agents/brokers have a safe and compliant marketing environment.
•Proactively take measures to protect Medicare members by ensuring that members are not misled. Special attention should be focused on vulnerable members and beneficiaries impacted by plan non-renewals.
•Ensure your organization does not employ any type of pressure tactic that requires Medicare beneficiaries to provide their contact or personal information at marketing sales events or when they are calling for general information.
•Ensure your organization provides clear and accurate information related to your product’s drug benefit, including information related to costs, plan formularies, and the coverage gap.
•Appointments that are scheduled with a beneficiary, regardless of the intent, are considered sales appointments and must comply with the requirements specified in section 70.10.2 of the Medicare Marketing Guidelines regarding individual appointments. You may provide educational content in addition to plan specific information during an individual appointment.
•Other than the CMS Online Enrollment Center, the only online enrollment mechanism that you may make available is via the plan sponsor’s website.
If you have questions, you are advised to contact the plan with which you work. Below are helpful Medicare links.
Final 2013 Medicare Marketing Guidelines may be viewed at http://www.cms.gov/Medicare/Health-Plans/ManagedCareMarketing/index.html Guidance for MA plans under Part C and PDPs under Part D plans may be viewed at http://www.cms.hhs.gov/HealthPlansGenInfo/
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 8
www. rascompanies . com1.800.732.1486Our Focus. Your Opportunity.SM
Retail Office Wholesale Artisan Contractors
Hospitality Manufacturing Services Medical
A better way for our South Dakota Agents to write small business...
Available for accounts up to $10,000 in premiumCo mmiss ion inc reas e to 12% on n ew bus ine ssCo mpe tit i ve pricin g thro ugh Fir s t Da kot a Inde mnitySmall account dividend available for accounts starting at $1,000 premium with dividends paid directly to the accountNo Association membership requirementmyRAS
SM- insured on-line access to account information and the
option of on-line First Report of Injury (FROI)
Time is money and in today’s competitive marketplace RAS can help yougrow and retain your small work comp business. With these features, ourproduct is a simple and fast way to meet your small employer’s needs.
Main Street Work Comp Product
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ON THE SIXTH DAY --- GOD TURNED TO GABRIEL AND SAID --- “TODAY I AM GOING TO CREATE A LAND CALLED SOUTH DAKOTA” SOUTH DAKOTA WILL BE A LAND OF OUTSTANDING NATURAL BEAUTY --- AND A LAND OF BEAUTIFUL LAKES FULL OF FISH --- AND TALL MAJESTIC PINES --- AND PEACEFULLY FLOWING RIVERS SOUTH DAKOTA WILL HAVE LANDSCAPES FULL OF BUFFALO --- AND FORESTS FULL OF BEARS AND ELK AND MOOSE SOUTH DAKOTA WILL HAVE TALL GRASS --- AND BEAUTIFUL BLUE SKIES --- AND RICH FARM LAND
SOUTH DAKOTA WILL HAVE INHABITANTS THAT WILL PROSPER --- AND THEY SHALL BE KNOWN AS FRIENDLY PEOPLE --- AND THEY WILL PRACTICE BEING NICE EVERY DAY GABRIEL ASKED --- “DON’T YOU THINK YOU ARE BEING TOO GENEROUS TO THESE SOUTH DAKOTA PEOPLE”??? GOD REPLIED --- “NOT REALLY --- JUST WAIT AND SEE THE WINTERS I AM GOING TO GIVE THEM”!!!!
SOUTH DAKOTA
Insuring the Midlands Since 1891
Les Hileman, CPCU, AICVice President of Agencies
PROVIDING INSURANCE FOR 97 YEARS:
Personal & Commercial Automobile
Farmowners/Ranchowners
Umbrella Liability
Homeowners & Mobilehome
Fire & Allied
Lines
Personal & General Liability
Contact Mel Juran 605-775-2636
Agent & Customer Service
Oriented
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CALENDAR OF EVENTS FOR 2013
January 16th-20thExecutive Training & Meeting in
Palm Springs
January 23rd-24thBoard Meeting & Legislative Day
February 27th-28thFarm & Small Town/Spring Crop Seminar
Cedar Shores-Oacoma
April 16th-20thLegislative Conference
Washington, DC
June 3rd-6thE & O Seminars
Rapid City, Pierre, Aberdeen, Sioux Falls
June 18th-19thRiver Days/Walleye Classic
Pierre,SD
August 22ndFall Crop Seminar
Pierre, SD
October 5th-8thBoard Meeting & Annual Convention
Sioux Falls, SD
November 13th-14thBoard Retreat
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WE’VE GOTYOUR BACK.
www.acuity.com
facebook.com/acuitywowIntroducing Eva & Ella, the ACUITY Cuties
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Northern States Agency, a Managing General Agency & Wholesale Broker for over 55 years, providing a wide range of commercial insurance:
General Liability Property Garage Commercial Auto Excess Auto Workers Compensation
Our underwriters average over 10 years experience with NSASame day or next day response on submissionsGreat Service, Great Products, Great People
2145 Ford Parkway, Suite 202 St. Paul, MN 55116
P: 800-328-0828 • F: 651-646-1971 www.nsa-mga.com
We are known for transportation, BUT… Did you know we have a FULL HOUSE?
Inland Marine & Cargo Umbrella & Excess Professional Liability Miscellaneous E & O Directors & Officers
Your TOTAL Solutions Provider
WE’VE GOTYOUR BACK.
www.acuity.com
facebook.com/acuitywowIntroducing Eva & Ella, the ACUITY Cuties
FRAUD CHARGES
Suzanne Gannon-Anderson greeted her new employer with an insurance-fraud indictment. The Dodgeville, Wisconsin, woman sold her agency and went to work for the buyer. She then allegedly created false applications for premium-finance loans under the names of unsuspecting clients, and also used made-up customer names.
Gannon-Anderson told the premium-finance companies to deposit the loan money into her personal account. She allegedly used the loot to pay personal expenses, including credit cards and car payments, and to write personal checks. Gannon-Anderson faces six counts of wire fraud and each could land her 20 years in federal prison if she is convicted.
RELATED NEWS
An obscure pharmacy in the Florida Keys is making a fortune by lodging whistleblower suits against Medicare and Medicaid cheaters. In the latest action, Ven-A-Care will receive at least $23 million from a $156-million settlement with a drugmaker. The pharmacy has gotten into the habit of lawsuits.
Ven-A-Care won its first Medicaid settlement in 2000, and now is America’s most-successful whistleblower. Ven-A-Care has unearthed more than $2.5 billion in fraud, according to one estimate. By another estimate, the pharmacy accounted for half of the nation’s $6 billion in whistleblower settlements over a 20-month time period ending in July 2012. Ven-A-Care normally files its whistleblower suits in other states than its Florida home base because Florida reputedly does not aggressively pursue such actions, according to news reports.
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www.iiaba.net/Flood
Just a guppy
when it comes to selling flood?
Don’t be shy - Big “I” Flood is here to help.There’s a lot to understand when it comes to flood insurance. We admit it! From changing flood zones to determining the best level of protection for our client, there is a lot to navigate. So even though you’re a big fish when it comes to selling other coverages, flood can make you feel like a guppy! But don’t let this prevent you from offering flood coverage to your clients. We’re here to help you understand and sell flood.
Big “I” Flood provides:ACCESS - In, Above & Outside of the NFIP!EDUCATION - Classroom CE or the new Flood Learning Center on VUADVOCACY - Representation on Capitol Hill & NFIP advisory committees
Learn more at www.iiaba.net/Flood, or contact Big “I” Flood Program Manager Linda Mackey at [email protected] or (800) 221-7917. Let us explain how we operate in, above, and outside the NFIP!
IIASD Featured Partner
“A Personal Company—Keeping You on Course”, is the tag line used by North Star Mutual, to show our commitment to policyholders and agents. Policyholders are kept on course through excellent insurance protection along with friendly care. Independent agents are partners to whom we strive to give excellent service with an emphasis on a personal touch.
North Star writes home, auto, farm, and commercial insurance in Minnesota, North Dakota, South Dakota, Nebraska, Iowa, and Oklahoma. The company isrepresented by over 1200 independent agencies and is committed to the independent agency system. North Star is proud to be a Trusted Choice company, and the Trusted Choice pledge by agents committing to exceptional service aligns closely with our service pledge.
In the October 16, 2012 press release from Deep Customer Connections, North Star was again included on the list of “Top Ten” carriers that are easiest to do business with. Deep Customer Connections is a consulting firm that specializes in measuring and improving ease of doing business (EODB) performance.
In today’s world, being easy to do business with and providing top-notch service requires a dedication to technology which includes efficient on-line quoting, application upload, claims reporting, and bill paying. We have worked closely with agents to make those programs among the industry’s most user friendly. Agents can access our inquiry programs through real time with many agency management systems.
Excellent technology is a necessity, but perhaps what most symbolizes our personal service is the easy access to company personnel. At North Star, the phone is answered by a “live” operator and underwriting and claims people are available and willing to respond to agent’s calls. Every spring, agent’s meetings are held throughout our operating territory to facilitate face-to-face meetings with company staff that are on hand to provide program updates. When claims occur, we have forty five company adjusters located throughout our upper Midwest states ready to adjust claims with North Star’s personal touch.
North Star is committed to ease of doing business and personal service, but at the same time, a strong, stable financial base is needed to provide assurance for policyholders and agents. Our A+ rating by A.M. Best exemplifies financial strength. The Ward Group, the leading provider of benchmarking and best practices research studies for insurance companies, has for eight straight years named North Star to their “Ward’s 50 Top Performers” list.
North Star is proud of our partnership with IIASD agents and independent agent agents throughout our operating territory.
Jeff MaulandPresident & CEO
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No one writes Excess/Umbrella with the capacity and speed of Burns & Wilcox.
Put the power and speed of the Burns & Wilcox pen
to work for you: Solidify your clients’ coverage with
our breadth of proprietary Excess/Umbrella solutions.
Derived from our exclusive binding contract authority,
our assets allow us to quote and bind policies at rocket
speed. When it comes to securing your clients’ financial
interests, think fast. Think the largest independent
wholesale broker – Burns & Wilcox.
Commercial • Personal • Professional • Brokerage • Binding • Risk Management Services
Minneapolis, Minnesota | 612.564.1880toll free 800.328.1693 | fax 612.564.1881minneapolis.burnsandwilcox.com
31641_BURNS_Rocket Pen_MN1_IIA_South Dakota_APPROVED.indd 1 10/8/12 1:38 PM
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FIELD REP WANTED:North Star Mutual Insurance Company of Cottonwood, MN has an opening for a Field Representative in the NE South Dakota area. Excellent benefit package available.
See our website at www.nstarco.com for more information. An application needs to be received in order to be considered for this position.
One can be obtained from our website or by calling our Human Resources Department at 507-423-6262.
North Star Mutual Insurance Company, 269 Barstad Rd So, Cottonwood, MN 56229
“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
No one writes Excess/Umbrella with the capacity and speed of Burns & Wilcox.
Put the power and speed of the Burns & Wilcox pen
to work for you: Solidify your clients’ coverage with
our breadth of proprietary Excess/Umbrella solutions.
Derived from our exclusive binding contract authority,
our assets allow us to quote and bind policies at rocket
speed. When it comes to securing your clients’ financial
interests, think fast. Think the largest independent
wholesale broker – Burns & Wilcox.
Commercial • Personal • Professional • Brokerage • Binding • Risk Management Services
Minneapolis, Minnesota | 612.564.1880toll free 800.328.1693 | fax 612.564.1881minneapolis.burnsandwilcox.com
31641_BURNS_Rocket Pen_MN1_IIA_South Dakota_APPROVED.indd 1 10/8/12 1:38 PM
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Scobie Group 1501 42nd St, Suite 100
West Des Moines, IA 1-800-475-1000 www.fwins.com
Scobie Group 14748 West Center Rd, Suite 202
Omaha, NE 1-800-825-4855 www.fwins.com
Sentry Knows TruckingSentry understands trucking is your number one priority. That’s why we constantly review and enhance our coverages to provide you with the insurance protection you need.
Some of the important coverages we offer include:
• Unlimited towing coverage
• Pollution liability
• Unladen liability
• Enhanced deductible options
• Non-trucking liability
• Blanket additional insured endorsement
• Cargo pollution cleanup
• Accident travel coverage
• Workers’ compensation coverage
Learn more about the products and services Sentry provides. Call today.
Property and casualty coverages are underwritten by a member of the Sentry Insurance Group, Stevens Point, WI. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits and discounts are not available in all states. See policy for complete coverage details.
688225 05/26/11
Ringwalt & Liesche
Tired of waiting for the market to change?
Send your submissions to: [email protected]: 800-708-7448 • F: 402-916-3333 • www.Ringwalt.com
At Ringwalt & Liesche, we’re not waiting around. We’re proud to be an agency that can offer stability regardless of market conditions. Check out our website at Ringwalt.com to learn more, or just give us a call - we’d love to hear from you! • Commercial Auto
• Garage Liability
• General Liability
• Commercial Property
• Workers’ Comp
• Motor Truck Cargo
• Prize Indemnification
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BIG “I” PAC SCORES 84% CONGRESSIONAL VICTORY RATEInsurPac distributes more than $1.8 million to campaigns across the country in election 2012.
WASHINGTON, D.C., Nov. 7, 2012 — The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) today announced that its political action committee, InsurPac, distributed more than $1.8 million in the 2012 campaign cycle resulting in a 84% congressional victory rate.
“InsurPac supported more House and Senate campaigns than ever before and, while the dust is still settling on campaign 2012 and our victory rate could actually increase as a few close races are tabulated, we are pleased with the overall num-bers,” says Robert Rusbuldt, Big “I” president and CEO. “Big ‘I’ independent agents and brokers have spoken loud and clear through InsurPac dollars leading to a strong victory rate for the PAC.”
In the 2012 election cycle, more than 5,000 independent agents and others have joined forces to support InsurPac with personal, voluntary contributions. InsurPac distributes 100% of its voluntary agent contributions to federal campaigns and, as a result, has an impressive bipartisan track record in Congress and on the campaign trail.
“The political power of the Big ‘I’, fueled by an active membership, bipartisan Capitol Hill team and InsurPac, cannot be understated,” says Charles Symington, Big “I” senior vice president of government affairs. “InsurPac supported more House and Senate campaigns than ever before, and distributed a record amount of money as the largest political action committee representing the property and casualty insurance market. InsurPac distributed $1,843,500 in support of 282 races, winning at least 236 of them for an overall 84% victory rate.”
In disbursing contributions, InsurPac does not look at party affiliation but supports candidates for federal office including members of the U.S. House of Representatives and Senate who have been advocates and supporters of the independent agency system and small business.
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NEW MEMBERS CORNER:
Meet new members of our AssociationWe look forward to providing services to:
Member Agencies:
Western Dakota InsurorsRapid City, SD
Rod Cowling, Principal
Central Solutions Inc.Tyndall, SD
James Koenig, Principal
HDM Group, LLCSioux Falls, SD
Gregg Walker, Principal
Clark Insurance & AssociatesBrandon, SD
Dana Clark, Principal
Strait Insurance Agency, Inc.Castlewood, SD
Doug, Strait, Principal
MGM Insurance GroupSioux Falls, SD
Michael Mauszycki, 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
OBITUARY
Jim Heronimus
November 21,1946 - October 26,2012
On August 7, 1970 Jim was united in marriage with Donna Bruns in Rushmore, Minnesota. The couple made their home for the next twenty-seven years on his family homestead. The couple were blessed with two children while Jim farmed, until moving to Brandon, SD in 1998. In 2000 Jim opened his own Insurance Agency in Brandon, and continued to be very committed to his clients. Jim was a member of Brandon Lutheran Church and served as the Youth Director for seven years.
Jim lived his life to its fullest, always looking for-ward to the next great adventure, with a quick wit and a great sense of humor. He enjoyed traveling (and planning the trips) around the country on his motorcycle. He also spent countless hours on his pontoon and loved to hunt and fish. But above all his greatest love was for his family. He was a loving son, brother, husband, father, grandfather, cousin, uncle and friend who will be greatly missed.
Grateful for having shared his life are his wife, Donna Heronimus, Brandon, SD; two children, Amy Kasten and her husband, Travis, and Jeff Heronimus and his wife, Andrea, all of Brandon, SD; five grandsons, Ian, Alex, and Aiden Kasten, Brayden and Conor Heronimus; two sisters, Beverly Stangeland and her husband, Virgil, Spicer, MN, and Shirley Whitaker, and her husband, Billy, Appling, GA; and one brother, Randall Heronimus and his wife, Tammi, Adrian, MN.
He is preceded in death by his parents, Dreese and Etta Heronimus.
James Dreese Heronimus was born on November 21, 1946 to Dreese and Etta (Elsing) Heronimus in Adrian, Minnesota. He received his education there graduating from Adrian High School. Following high school Jim was drafted into the United States Army and served in Vietnam until his honorable discharge in 1967.
Jim was very proud of his military service, and was a proud volunteer as a Patriot Guard Rider.
21
Small to medium size Agency in or around Sioux Falls
Please send all confidential inquiries to :
Independent Insurance Agents of South DakotaPO Box 327
Pierre, SD 57501
WANTED TO BUY
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
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providing workers’ compensation solutions
IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1
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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
What Is an Association?By: Kathy Johnson, IIASD President-Elect
I was asked by our Executive Director, Jerry Diamond, to put pen to paper on “What is an Association”? By definition it is “a group of people organized for a joint purpose.”
Think about the group of people in IIASD and who support this Association. We have agents from urban, suburban and rural areas of South Dakota. There are entities with hundreds of employees and entities with one employee. How does this Association represent such a diverse group and still be relevant? The answer is that we understand and embrace the fact that different members have different needs. We must understand these needs and work with agents on what is important to them. All agents, big and small, benefit from our Association’s presence in Pierre, as well as in Washington DC. We always represent our members’ business interest in the legislative arena.
When compared to other states of similar size, your Association currently blows by them in performance. You have to look at the much larger states with much larger populations to see our peer group. We can all be proud of what has been accomplished by our past leadership in getting South Dakota recognized as a leader in the nation. However, just talking about past performance does not guarantee future success.By serving on your Board of Directors, I have learned that honest debate leads to better decisions. There may be times when someone says something that seems “out in left field,” but it is because they see things that you cannot see at “home plate.” Having people serve on your Board with different perspectives and viewpoints leads to better decisions for this Association.
Our current members may have different needs and viewpoints, but in many ways we are still very similar. In the future, our Association, as well as our agents, must broaden our reach for new members and encourage employment of a more diverse group. Our customers should more closely mirror the demographics of our state.
The future also requires that we embrace technology to reach out to a population that many of us are not connecting with right now. Technology speeds transactions. It allows us to reach locations that were not possible just a few years ago. It allows us to be more efficient in our operations. We have our websites, and we can use Facebook, LinkedIn and Twitter to create an “experience” that should attract and retain customers. But as we embrace technology, we need to remember that it has not replaced the human experience – a “face to face conversation,” a handshake, a smile or a frown. Most of us still prefer the human touch.
Over the last year, IIASD has made a significant investment in time and effort to visit members and explain what we do for them. The feedback from these meetings has been invaluable as we plan for the future. Just like with our clients, members also need a human connection to IIASD to build a partnership. We need to feel valued and appreciated if we are going to have meaningful relationships. Email and websites are important tools, but we must do more. Relationships must be nurtured as they do not happen without effort.
So on behalf of IIASD, I look forward to nurturing our relationship in order to strengthen your connection to your Association. Thank you for the opportunity to serve you and your agency, and a specials thanks for your participation and devotion to this Association.
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Trusted Choice® Disaster Relief Fund Provides Aid in Wake of Sandy.
As families and businesses in the Northeast begin the clean-up and recovery process from Superstorm Sandy this week, the Trusted Choice® Disaster Relief Fund is
there to help.
The fund, established by the IIAA Educational Foundation, distributes cash
grants to victims and surviving family members of natural disasters to help provide
for their immediate or ongoing financial needs when other resources aren’t available.
It is also used to fill a gap until other funding sources can be accessed and to
provide insurance agents with supplies and resources to aid victims and surviving family members in their communities.
25
HURRICANE SANDY BUSINESS INTERRUPTIONARTICLE BY: NATHAN HAMBROOK-SKINNER, COMMUNICATIONS DIRECTOR, WILLIS GLOBAL
Hurricane Sandy could cost insurers between $5 billion and $10 billion, according to a report in the Wall Street Journal. Bloomberg reports that the hurricane’s toll is poised to top $20 billion worth of “economic damage”.
“These numbers, unfortunately, are not surprising,” says Tom Teixeira, a Practice Leader in Willis Global Solutions, in his latest blog on WillisWire. “In fact, I expect the figure to be a lot bigger once all of the losses have been analysed, including the business interruption losses.”
That’s because many major companies have failed to take on-board the lessons learnt from last year’s catastrophes, he says.
“There is still not enough alignment between the procurement function and group risk. The silo mentality – driven by localised Profit & Loss (P&L) accounts – has created opposing objectives, such as procurement trying to significantly reduce inventory and group risk trying to reduce the level of business interruption should disasters occur.”
“Once the full extent of the damage from Sandy is analysed I have no doubt we will see large business interruption (BI) losses – not just as a result of property damage at supplier sites but as a result of power failure to suppliers leading to the stoppage or partial stoppage of production.”
Teixeira says that business interruption losses will be compounded by two key issues:
•Many companies have failed to drive effective business continuity planning across their supply chains.
•Cost reduction measures continue to increase the dependency of companies on a greater number of critical suppliers. This causes large business interruption losses and additional cost of working when one of these suppliers goes down.
I hope you find this useful.
27
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.
28
Will Health-Care Reform Help Big Brokers Steal Your Business?Using private Health Insurance exchanges as the enticement, big brokers could soon
be buying their way into your clients’ offices
Recently I had the pleasure of speaking at the third annual WorkComp Advisory Group’s “Knowledge and Networking” event. (The organization works with independent agencies to develop sales strategies, centered on but not exclusively targeted to Workers’ Comp.)
I spoke on the challenges faced by both the publishing industry and independent agents. But while my presentation was no doubt scintillating to the attendees, they were probably more interested in what WorkComp co-founders Frank Pennachio and Susan Toussaint had to say about upcoming industry trends and strategies. They focused on three: the producer-performance gap, the influence of big data and health-care reform.
From the attendees’ perspective, perhaps the most disturbing of those trends is the last.
Most WorkComp Advisory clients are midsize agencies that serve small to midsize customers. Pennachio is concerned about the gradual creep of multinational brokers into the Employee Benefits and Health Care arena, starting with the largest corporate buyers of benefits. But technology, buyer need and economy of scale could soon enable big brokers to target the 50-employees-and-under businesses—the independent agent’s bread and butter.
Using private Health Insurance exchanges as the enticement, the biggest brokers could soon be “buying their way into your clients’ offices,” Pennacchio said.
He noted that both Aon Hewitt and Arthur J. Gallagher are getting into the Health Insurance exchange business. Aon Hewitt announced it will assist individuals with questions they have about the plans offered and will be compensated with fees and commissions paid by insurers that participate in its program. According to Mike Christie, senior vice president of exchanges for Aon Hewitt, “There is a lot of work employers no longer will have to do.”
This is great for companies, especially because under the current model of an employer-sponsored defined-contribution plan, tax law still allows deductibility if the company works with a private exchange, such as those run by Aon Hewitt and Gallagher. If an employee goes to a state exchange for an individual policy, the employer loses this deductibility. Additionally, by working with a big broker’s private Health Insurance exchange, employees can just go to a website and have the broker administer their coverage, and they can call a 1-800 number if there’s ever an issue.
It’s not so great for independent agents, whose business relationships might be compromised if big brokers get into smaller business.
“Some midmarket agencies think that health-care reform won’t affect them, but this trend will,” Pennacchio said. “Instead of wringing their hands about health-care reform, the big brokers are leveraging it as a business strategy. With technology, health-care reform and their power, they’ll be able to engage with employers of all sizes—and you’ll have them in your shops.”
Big brokers are also acquiring Employee Benefits-only agencies. According to MarshBerry, which provides consulting services to agencies, Employee Benefit deals so far this year have accounted for 50 percent of the transactions completed by the Top 3 brokers. This means they’re buying access to accounts they would have never gone after in the past, Pennacchio noted.
The situation could develop along the lines of ADP and Paychex’s entry into the Workers’ Comp insurance business. Fifteen years ago, when these payroll companies began referring customers to a 1-800 number for Workers’ Comp quotes, agents considered them “ankle biters.” Today, they’re opening agencies of their own and getting contracts with the same carriers as independent agents.
So what can independent agents do to respond to this wake-up call? “Get out of the transactional approach to business and prove your value to your clients,” Pennacchio said. “Transactional business is threatened by technology. It’s happened to travel agents; insurance agents are no different. If you’ve played the transactional game and it’s worked, it was only because the big brand-name brokers didn’t want your business. Now they can be in the door electronically.”
Article by : Laura Mazzuca Toops is Editor of American Agent & Broker, NU’s sister publication, and is the Agent & Broker channel editor for PropertyCasualty360.com She may be reached at [email protected]
34
BIG “I” BEST PRACTICES STUDY SUGGESTS INDUSTRY MAY BE ON ROAD TO RECOVERY
Best Practices Study shows profits held constant and organic growth improved.
ALEXANDRIA, Va., Nov. 1, 2012 —The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) announced the release of its 2012 Best Practices Study which found that organic growth improved, albeit modestly, and profitability held constant across most of the study’s six revenue groups.
“The results of this year’s Best Practices study indicate that organic growth continues to improve as the independent agency system faces the unusual combination of a hardening market and a continuing soft economy,” says Madelyn Flannagan, Big “I” vice president of agent development, research and education. “Most Best Practices agencies confidently held their ground and have put resources and systems in place to move cautiously into a changing market.”
Other findings from the 2012 Best Practices Study include:
•Big Picture: Most study participants benefitted from the growth strategies deployed over the last few years when the recession suddenly amplified the pressure of a prolonged soft market. Organic growth continued to improve but profitability remained flat. The good news is that organic growth was the highest since the 2008-2009 economic downturn. Small to mid-size agencies grew their revenue by an average 2.1% while the larger agencies grew revenues by an average 4.5%.
•Cutting the fat: As with revenue growth, the agencies benefitted from steps taken over the last few years to control and lower expenses. Profitability was flat across the board in all study groups with an average Pro Forma EBITDA margin of 25.9% for agencies. Larger firms had an average of 19.3% margin.
•Rule of 20: In recent years, the Rule of 20 outcomes, a quick measure for determining whether an agency is creating value for its shareholders, have fallen significantly short of the desired score of 20 for most of the study groups. The 2012 results improved several points but fell short of the desired outcome of 20. The smaller firms averaged a score of 15.9 while the larger firms averaged 14.9.
•New hires: Many of the study’s agencies continued to invest in new producers as a strategy to drive growth. Those hiring, however, brought on fewer new producers than in the previous two years. One third of the smaller agencies hired an average of 1.3 new producers while three-fourths of the larger firms hired an average of 6.6 producers.
•More carriers represented: In both the large and small agency study groups, the number of both personal and commercial property-casualty carriers increased by a few carriers after years of decreasing the number of carriers. The number of life-health carriers remained flat.
Continued from Page 29
“The 2012 results are not stellar but they do indicate that Best Practices agencies are still rebounding from the devastating effects of the recession and soft market, and are poised for new growth and stronger profitability, the key components of agency value,” says Robert Rusbuldt, Big “I” president & CEO. “Overall, we are pleased, but not surprised, that the independent insurance agency system remains strong and stable.”
Every three years, the Big “I” collaborates with Reagan Consulting to select “Best Practices” firms throughout the nation for outstanding management and financial achievement in six revenue categories (less than $1,250,000; $1,250,000 to $2,500,000; $2,500,000 to $5,000,000; $5,000,000 to $10,000,000; $10,000,000 to $25,000,000; and more than $25,000,000). Agencies are nominated by either a Big “I”-affiliated state association or an insurance company and qualified based on operational excellence. Financial and benchmarking information for the participating agencies are also reviewed and updated.
The Best Practices Study was initiated by the Big “I” in 1993 as the foundation for efforts to improve agency performance and create higher valued agencies. The survey and study of leading independent insurance agencies documents the business practices of these “best” agencies and urges others to adopt similar practices.
Twelve insurance companies and four industry vendors provide financial support for the research and development of the Best Practices Study – Applied Systems, Addis Intellectual Capital, Central Insurance Cos., Chubb, EMC Insurance Companies, Encompass Insurance, Erie Insurance, Great American Insurance Group, The Hanover Insurance Group, Harleysville Insurance, Imperial PFS, InsurBanc, Kemper Preferred, Liberty Mutual Insurance, Ohio Mutual Insurance Group and Zurich.
Quote of the Day:
“Toughness is in the soul and spirit, not in muscles.”
Six Tips for Effectively Competing for Business
By: John Chapin
These days there seems to be more competition than ever, in addition, the competition seems to be more creative and relentless. Whether it’s the low-price ankle biters, or the large companies with huge marketing budgets, our competitors seem to be everywhere. That being said, we can still win and keep more than our share of the business. No, it may not be easy, but with the right approach it can be rather simple. Six Ideas for Competing Effectively 1) Know your competitive advantage.These days you have to build value and articulate what makes you different. Emphasize the things that make you, your company, and your product unique. How are these three better than what the competition has? Also, emphasize the qualities of the one thing your competition does not have: you! Demonstrate how you deliver more, how you’re better, and how you’re different, in a good way, from everyone else out there. In addition, know your competition and their product as well as you know your own company and product. Know how they compete against you and how to defend yourself. The best way to do this is to look at your company and product through the competitor’s eyes with objectivity. 2) Sound differently than the competition.You’ve probably been trained to do things just like everyone else in your industry. As a result, you may sound almost exactly the same as your competitors. It’s important to do things differently, ask different questions, and have a different approach than the competition. The best way to do this is to listen intently and really focus on each customer’s specific needs, wants, and desires. Show a strong concern and unique understanding of the issues the prospect faces. 3) Outwork the competition.Make more phone calls, make more visits, network more often, and simply contact more people, ideally lots more, than your competition. The more people you talk to, the more business you will do. While relationships are important, sales is still a numbers game. Don’t have a one-and-done approach: placing one phone call, mailing one letter, or stopping by one time and hoping that’s enough, it isn’t. People need to hear or see your name seven to twelve times before you start to gain mindshare. Set up a follow-up program where you reach out to people at least nine times over a four to five week period. For those you didn’t reach, give them six months off, then start the nine-step process again.
4) Out-service the competition.Not only do you have to be willing to go the extra mile, you need to be willing to go a mile or two beyond that. Always make sure you give something extra, bend over backwards, and serve the customer, not only better, but far better than anyone else.
Keep in mind that you not only compete with other companies within your industry, you compete with every company your customer comes into contact with. If you have voicemail, your voicemail is compared to the voicemail of the phone company, cable company, retail outlet, and everyone else who has voicemail. Your customer service is compared with everyone else’s customer service. Your objective is to stand out from everyone that your customer or prospect interacts with. If you are determined to go above and beyond, do more, work more, and go much further than anyone else is willing to go, you will stand out, you will be successful, and you will beat the competition almost every time. 5) Out-relationship the competition. Once you get an account, make sure you keep it away from the competition. 97% of people do business with a particular company because they like and trust someone at that company. If people like and trust you and you treat them right, rarely will they ever jump ship, and if they ever do think about jumping ship, they will call you first. Your goal is to have solid personal relationships with your customers. In the best case scenario, your customers will be your friends. Friends continue to do business with friends, and they send referrals too. Communicate often. Send cards, gifts, and other items and let the customer know you care and appreciate them. Get and share personal information to increase the depth of the relationship. 6) If you’re not number one, make sure you’re number two.If someone is doing business with the competition, you want to make sure that you get the call if the competition ever makes a fatal mistake. If you are number three or four, you are a long way from any business with that person or company however, if you are number two, you are one rate increase, one bad customer service experience, or one of any other mistakes away from some potential business. Keep your name in front of them so you’re fresh in the prospect’s mind when number one eventually trips up, the nine-step process works well here. Finally, do everything you can from a fair, legal, and ethical standpoint to win when you’re competing. You need to go to bed at night feeling good about yourself, knowing you gave it your best shot possible, and you did everything you could do to win fair and square. If you would like access to John’s free monthly newsletter and a white paper on what it takes to be successful in sales, you can visit John’s website at http://www.completeselling.com Have a sales question? E-mail John at [email protected] 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 thrived in some of the toughest markets and economies.
For permission to reprint, or to reach John, email him at http://us.mg205.mail.yahoo.com/neo/[email protected].
POWER IN PARTNERS November 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
