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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA OCTOBER 2012 Win With Trusted Choice 2012 Convention in Deadwood, South Dakota
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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
OCTOBER 2012
Win With Trusted Choice 2012 Convention in Deadwood, South Dakota
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1
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:
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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!
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UNITED FIRE AGENT RON HAMMERBERG The Executive Corner
Jerry Diamond, Exec VP
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Barron’s Magazine Ranks South Dakota # 1
Barron’s Financial Magazine recently ranked South Dakota # 1 of the 50 states as the state best for issuers in the municipal bond market. Thanks to modest debt levels and ample taxing power, South Dakota looked the best of the 50 states. The state has a strong agricultural economy and a low jobless rate of 4.4% - about one-half of the national average. Debt and unfunded pensions add up to 1% of the GDP.
Connecticut, which ranks at the bottom of the list, has a combined score of 17%. Yet the bonds in both states are priced alike, at 28 basis points above the 10-year AAA- rated benchmark, which yields around 1.8%. A basis point is one hundredth of a percentage point.
Barron’s point on ranking shows you get the same return from either state, but why not invest in South Dakota, because the investor is being rewarded with less risk and less chance for default.
So, which states look the best? In addition to South Dakota, Iowa, Tennessee and North Carolina are at the top of the list. The lowest ranked states are bedeviled by large unfunded pension liabilities stemming from weak investment returns and inadequate state contributions to the plans. Adding to the strain are huge and growing unfunded liabilities for post-retirement health care for state employees.
I would say we have some very good financially responsible people working in our municipal, county and state government.
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E&O EDGE – Carolyn Hofer, E&O Administrator
IIASD E&O ProductsWhat is the Advantage?
You own an insurance agency – right? Why would you buy your E&O coverage from someone else? I know you have all received the solicitations from E&O brokers or emails where you can purchase your errors and omissions coverage online. What a deal?Cut the overhead – earn your own commission – sounds like the logical approach. After working with the IIASD E&O program for over 25 years, I am amazed that a carrier would everattempt to underwrite an insurance agency risk for errors and omissions coverage without personally discussing the operation or needs of the agency. Most importantly, where are those underwriters when you have a special need; a question about changes in your operation, potential claim situations or coverage concerns. I once heard an agent tell a senior client who was considering switching their auto insurance to a direct writer for seniors – “It is just like watching those preachers on TV – where are they when you have a problem and need to talk to them!” I am sure you get the point – we are all in the business of providing service to our clients and assisting them in choosing the best options, carriers and coverage for their individual needs. Our Association is made up of honest professionals who work hard to do what is right for their clients. Your IIASD E&O program is managed no differently than you handle your own business. We CARE about your success as an independent insurance agency. We strive to provide you with the tools that will make you more productive, efficient, successful and most importantly – error-free! Unlike the political debates we have been listening to on TV – we want to be more specific! What exactly can we offer you that you won’t find on your own in the E&O marketplace?•Superior coverage forms reviewed and compared by experts•Risk management resources to keep your agency from making common preventable errors•Claims staff with legal training and experience who average 15 years of experience. They are there for you – not only to pay the loss – also to assist and advise you when you become aware of a situation that may lead to a claim or come under your deductible•State association E&O administrator who is committed to providing efficient and quality service.
•Program that provides you with local administration by staff who understand the uniqueness of South Dakota independent insurance agents•E&O program that is monitored and directed by the Professional Liability Committee which is made up of insurance agents like you, IIABA staff and state E&O administrators. South Dakota is fortunate to have GARY JOYCE, our State National Director, representing us on this committee.•Revenue Source to fund Association Programs – such as our Fire Department Grants Program.
Call today if you are interested in finding out more about being a part of our IIASD E&O Program – 605-224-6234 – Carolyn Hofer
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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.
Exchanges and What They Mean for Insurance Agents
Governor Dennis Daugaard announced on September 26 the State of South Dakota would not be establishing an insurance exchange. This important announcement will impact how the citizens of South Dakota, and in particular for those in the health insurance industry, access health insurance through an exchange. Exchanges are required to be established in each state pursuant to the Patient Protection and Affordable Care Act (PPACA). However, each state has a choice whether to establish an exchange. If a state does not establish an exchange, the federal government is required to do so. A federally established exchange, or as often referred to as a federally facilitated exchange, will be the type of exchange that is established and operating in South Dakota beginning in 2014. The exchange is designed to be a one-stop shopping place for those purchasing health insurance or enrolling in Medicaid. Both individual and small employer health insurance can be purchased using the exchange. The exchange does not perform any functions other than enrollment, premium collection and remittance, certification of plans to be offered in the exchange. Although there will be a federally established insurance exchange, this does not mean that South Dakota will allow the federal government to remove the state's ability to continue to regulate the business of health insurance in this state. The state fully intends to maintain state control of licensing and solvency of insurers, approval of plans to be offered in the exchange, approval of rates and forms, regulation of network adequacy, and agent licensing both inside and outside the exchange. Under current federal guidance, the regulation of insurance agents is subject to the sole authority of the states. That means the Division of Insurance will continue to be the regulatory authority with which insurance agents will interact.
The Division does not intend to set commission schedules for exchange business, but rather will continue to consider commission schedules as a contractual matter between agents and their insurers. The Division also does not intend to require special licenses for health insurance agents to be able to sell in an exchange. Agents will be able to continue to represent their clients whether selling health insurance inside or outside the exchange. There are still a lot of unanswered questions concerning PPACA, exchanges, and the regulation of health insurance beginning in 2014. There are expected federal regulations which will answer at least some questions. While there has been no indication that direct federal authority over agents is being considered in future federal regulations, what these regulations may entail and how these regulations may impact health insurance agents doing business in an insurance exchange cannot be determined at this time. The Division will continue to communicate with insurance agents on PPACA related developments and seek your input into the critical decisions that lie ahead of us. We welcome any thoughts you may have as we proceed through this difficult process ahead.
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Kayla’s Computer Advice
Could Cell Phones Stop People from Texting While Driving?
Article by: Larry Greenemeier
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
People have gotten good at multitasking, but sometimes this skill is taken too far, and the result can be deadly. Texting while driving a car is a prime example. Laws prohibit it, but many people still find it impossible to resist. Ideally, there would be a way to eliminate the temptation altogether, through safeguards on the cell phone itself. At the moment that’s not possible, but it may soon be.
Researchers at Pacific Northwest National Laboratory (PNNL) are studying how software on a cell phone could analyze keystrokes to determine when that phone’s user is distracted while composing and sending text messages. This doesn’t necessarily mean the person is driving, of course, but combined with GPS and other data, it may be possible to determine when a texter is behind the wheel. In that case, the phone could shut off texting functions automatically. Such a feature could take the form of a mobile app for any phone—independent of the manufacturer, operating system and wireless service provider.
“If you think of your brain as a CPU, multi-tasking means your brain is dealing with a large amount of information,” says Mike Watkins, manager of applied physics at PNNL, operated by the U.S. Department of Energy’s Office of Science. “Related to texting, even if you don’t have to look at your cell phone screen, you’re still cycling those mental resources.”
Such “cognitive timesharing” behind the wheel isn’t anything new—car stereos, argumentative passengers and even eating all contribute to distracting drivers. But texting is especially problematic because it involves manual, visual and cognitive distraction simultaneously. Sending or reading a text takes a driver’s eyes off the road for 4.6 seconds, according to the U.S. Department of Transportation’s National Highway Traffic Safety Administration (NHTSA), which estimates that at 88 kilometers per hour—the U.S. speed limit in many areas—such a lapse in concentration is like driving the length of an entire football field while blindfolded.
The NHTSA estimates that in 2010 more than 3,000 people were killed and 416,000 others injured in road wrecks caused by distracted driving in the U.S., including crashes involving texting or other cell phone use. In response to the larger problem, the NHTSA earlier this week announced a new grant program to provide about $17.5 million to states that have enacted and are enforcing anti-distracted driving laws, including anti-texting statutes.
The PNNL researchers are hoping their work can help in ways that laws cannot—using the phones themselves to flag those who can’t resist the impulse to text and drive. They tested their approach in a limited study a few years ago by analyzing the behavior of six study participants who were instructed to text while operating a driving simulator.
The texters used a Nokia model 6790 Surge phone that logged the duration and sequence of keystrokes during a 20-minute texting session and then during a 20-minute texting session while using the driving simulator. During simulated driving, the texters used several techniques to tap out short messages: by placing both palms on top of the steering wheel while texting, by using a single hand to text, and by taking both hands off the steering wheel and returning them intermittently to make steering corrections. Drivers would drive off the road, run red lights and commit other acts of poor driving, being tracked all the while.
The researchers then investigated the potential to use various keystroke dynamics as a means of determining if an individual was texting while driving. In particular, they focused on “keystroke entropy,” when keys were struck at irregular intervals, as an indicator that the test subjects’ attention was divided between texting and driving.
After evaluating the sensitivity of the keystroke entropy indicator against the number of keystrokes recorded, the researchers found they could accurately and relatively quickly identify when a test subject had been both texting and operating the simulator. They found normal texting took on more rhythmic patterns.
The study is limited, Watkins acknowledges, because it used so few participants and a simulator as opposed to an actual car. He and his colleagues are hoping to expand their test to drivers on a closed course, where safety would be more of a concern to participants.
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BIG “I” PRAISES HOUSE ENERGY AND COMMERCE COMMITTEE ACTION ON MLR BILL
Legislation is essential to preserving consumer access to agents and brokers.
WASHINGTON, D.C., Sept. 20, 2012 – The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) today praised the U.S. House of Representatives Committee on Energy and Commerce for reporting H.R. 1206, the “Access to Professional Health Insurance Advisors Act of 2011,” for consideration by the full House.
The bipartisan H.R. 1206, sponsored by Rep. Mike Rogers (R-Mich.) and Rep. John Barrow (D-Ga.), would clarify that agent compensation is not part of the Medical Loss Ratios (MLRs) formula as enacted in the health care overhaul law.
“The Big ‘I’ and the thousands of independent agents and brokers it represents are pleased with the developments on H.R. 1206 the past two weeks,” says Charles E. Symington, Big “I” senior vice president for government affairs. “However, the window of opportunity for the bill to become law this year is quickly narrowing. The Big “I” commends the bill’s sponsors, Congressmen Mike Rogers and John Barrow, for their diligent work on this issue and asks Congress to build on recent momentum to pass this crucial fix.”
The Patient Protection and Affordable Care Act (PPACA) established MLR requirements for insurance carriers, which went into effect on Jan. 1, 2011. The law mandates that at least 80% (individual and small group) or 85% (large group) of premiums collected by the carrier must be spent on claims payments or “health care quality improvement.” In other words, no more than 20% or 15% may go towards “non-claims costs” such as profits, advertising, administrative costs, etc. If a carrier does not meet these ratios, rebates are due to the consumer.
The PPACA did not statutorily address how to classify independent agent compensation under the MLR formula. However, through the regulatory process not only was agent compensation included in the MLR formula but it was included as a part of the “non-claims costs” category. The Rogers-Barrow bill corrects this by specifically excluding agent compensation from the MLR formula, since this compensation is a pass-through payment from the consumer to the agent.
“If the MLR calculation is not quickly corrected to exclude agent compensation, consumers are at risk of losing the professional, licensed guidance of insurance agents during this time of great change in the health insurance market,” says Ryan Young, Big “I” senior director of federal government affairs. “This erroneous regulation has already had an incredibly harmful impact on our industry and consumers.”
Since the MLR rules went into effect they have created problematic disruptions in the marketplace. The effect on agents and brokers in particular has been damaging as many insurance carriers have significantly cut their agent compensation in an effort to comply with these new regulations. This has in turn reduced consumer access to agents and brokers, leading to a detrimental effect on essential services provided by producers such as guidance in claims processing and tailoring health plans to fit the needs of individuals and businesses.
The Committee’s Subcommittee on Health reported the bill to the full committee by voice vote last week.
Founded in 1896, the Big “I” is the nation’s oldest and largest national association of independent insurance agents and brokers, representing a network of approximately a quarter of a million agents, brokers and their employees nationally. Its members are businesses that offer customers a choice of policies from a variety of insurance companies. Independent agents and brokers offer all lines of insurance—property, casualty, life, health, employee benefit plans and retirement products. Web address: www.independentagent.com.
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
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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
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9
U.S. CENSUS HEALTH INSURANCE DATA SEEMS CONFUSINGRecently released census health data have created a political stir about the real reasons for the number surge of young adults with health care coverage and if it is really what helped keep private insurance rolls level - a fact the Obama administration plugged in its health reform efforts – The question being asked is why does the data show that 35- to 44-year-olds also saw an increase in private coverage? Why did the number of uninsured whites, blacks and Asians fall sharply while the rate of uninsured Hispanics climbed? Why did the black population experience a sharp increase in the number of residents on private health insurance, even as overall trends suggested continuing sharp increases in those on Medicare, Medicaid and CHIP? You can access the data for yourself and see what you make of it (the interesting reading starts on page 21): http://1.usa.gov/QJlChR.
Last year, the Obama administration portrayed the numbers as an early signal that the Affordable Care Act had begun to work, even though the ranks of the nation's uninsured grew. Here's a review of last year's numbers, which captured changes in insurance data from 2009 to 2010 interesting when you compare them to this year’s numbers:
According to recently released data from the U.S. Census Bureau:
•The number of uninsured Americans increased 900,000 from the previous year to 16.3 percent of the population.•The uninsured rate for children held at 9.8 percent.•500,000 young adults gained insurance, a 2.1 percent increase.•Government health programs covered 31 percent of Americans, about half of them on Medicaid.•The uninsured rate for Hispanics decreased to 30.7 percent.•Foreign-born residents were about two-and-a-half times more likely to be uninsured than native-born Americans.
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
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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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RELAX.WE’VE GOT YOUR BACK.
www.acuity.com
facebook.com/acuitywow
FOR ALLTHATMATTERS
12
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
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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?
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OKLAHOMA AGENT JOINS NATIONAL BIG “I” LEADERSHIP TEAMVaughn Graham of Rich & Cartmill in Tulsa is the newest member of the association’s executive committee.
ALEXANDRIA, Va., Oct. 1, 2012 — The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) has announced that Vaughn Graham, CPCU, CIC, AFSB, of Tulsa, Okla. was installed as the newest member of IIABA’s Executive Committee at the association’s 2012 Fall Leadership Conference in Atlanta.
Vaughn Graham is president of Rich & Cartmill, Inc. headquartered in Tulsa, Okla.
“Vaughn has long been active in the agent community in Oklahoma and at the national level,” says Robert Rusbuldt, Big “I” president & CEO. “The Big ‘I’ is pleased to announce that he has been elected as the Executive Committee’s newest member and we look forward to having his insight on our leadership team.”
Graham has held numerous leadership roles in the independent agent and broker community at the national, state and local levels. He is a past chairman of the Independent Insurance Agents of Oklahoma (IIAO) and was recognized in 2012 with IIAO’s highest honor, the Eagle of Excellence Award.
At the national association level, Graham served on the national Big “I” Board of Directors. Since 2009, Graham chaired the IIAA Membership Services Board. He also served on the Big “I” Advantage Board, was a trustee on the InsurPac Board and was a member of the Agents & Brokers Roundtable.
Graham is active in his community with numerous charitable and civic organizations. He is a graduate of the University of Oklahoma and resides in Tulsa with his wife, Candace. The Grahams have two grown children, Hayden and Vaughn, Jr.
RELAX.WE’VE GOT YOUR BACK.
www.acuity.com
facebook.com/acuitywow
FOR ALLTHATMATTERS
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YOU’RE INVITED!
We write no other lines of business.
Work with us!There is a difference!
MonolineWork Comp
It’s what we do andwho we are at RAS.
At RAS, Workers’ Compensation is WHAT WE DO.
www.rascompanies.com800.732.1486
3 hoursCE CREDITS
approved
Brought to you by:Your No. 1 South Dakota Workers’ Compensation Provider, RAS.
OCT2 SIOUX FALLS, SD ‐ Minnehaha Country Club
4 DEADWOOD, SD ‐ Deadwood Mountain Grand
The Benefitsof Mono Line
Work Comp with RAS are:
Key Componentsto Building a SuccessfulWorkers’ Compensation Program
A FREE Continuing Education Seminar For South Dakota Agents
1:00 Registration1:30‐4:30 Seminar4:30 Social
For more information, contact Beth Dobbs at [email protected].
EXPERTISE Claims and Creative Underwriting Solutions
PARTNERSHIP 95%+ of our insureds renew with RAS
LOCAL Largest domiciled Work Comp Writer in South Dakota
JUST FOR FUN :
A sales rep, an administration clerk, and the manager are walking to lunch when they find an antique oil lamp.
They rub it and a Genie comes out. The Genie says, I’ll give each of you just one wish.
Me first! Me first! says the admin clerk. I want to be in the Bahamas, driving a speedboat, without a care in the world. Puff! She’s gone.
Me next! Me next! says the sales rep. I want to be in Hawaii, relaxing on the beach with my personal masseuse, an endless supply of Pina Coladas and the love of my life. Puff! He’s gone.
OK you’re up, the Genie says to the manager. The manager says, I want those two back in the office after lunch.
Moral of the story: Always let your boss have the first say.
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!
YOU’RE INVITED!
We write no other lines of business.
Work with us!There is a difference!
MonolineWork Comp
It’s what we do andwho we are at RAS.
At RAS, Workers’ Compensation is WHAT WE DO.
www.rascompanies.com800.732.1486
3 hoursCE CREDITS
approved
Brought to you by:Your No. 1 South Dakota Workers’ Compensation Provider, RAS.
OCT2 SIOUX FALLS, SD ‐ Minnehaha Country Club
4 DEADWOOD, SD ‐ Deadwood Mountain Grand
The Benefitsof Mono Line
Work Comp with RAS are:
Key Componentsto Building a SuccessfulWorkers’ Compensation Program
A FREE Continuing Education Seminar For South Dakota Agents
1:00 Registration1:30‐4:30 Seminar4:30 Social
For more information, contact Beth Dobbs at [email protected].
EXPERTISE Claims and Creative Underwriting Solutions
PARTNERSHIP 95%+ of our insureds renew with RAS
LOCAL Largest domiciled Work Comp Writer in South Dakota
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PROFESSIONAL LIABILITYCOVERAGE IS IN THE DETAILS
&
&
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PROFESSIONAL LIABILITYCOVERAGE IS IN THE DETAILS
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&
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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
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Offered Exclusively Through Independent Agents
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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
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• 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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The National Insurance Crime Bureau provides these four steps for protecting against car theft:
1. Use common sense. Don’t give thieves an easy way into your car. When your car is parked, never leave the doors or rear hatch unlocked, the keys in the ignition or car, or the windows open.
2. Be alarmed. Always activate the car alarm or other anti-theft devices, like steering wheel locks, every time you leave the vehicle -- even if you’re just running in to pay for gas. Apply theft deterrent decals to windows to warn thieves you’re ready for them.
3. Prevent hot-wiring. Thieves can bypass your ignition by tampering with the car’s wiring located under the steering wheel. The bureau says installing a vehicle immobilizer system like a kill switch can reduce the risk of hot-wiring.
4. Add a GPS-enabled device. If your car is stolen, you can instantly track your car by sending a signal to the police or a monitoring service. That way, you're able to find your car -- intact -- within hours, rather than days later, after it’s been stripped for parts and abandoned.
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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
LES IVERSON
January 7, 1930-September 24, 2012
He dedicated his life to being a “jack of all trades,” but, his real passion was as a salesman. Les was the founder, owner of Iverson’s Insurance Agency 1967-2010. He then sold his business to Stolpman Insurance Agency and continued as a sales agent for them until the present time.
He was the first president of the Alexandria Eagles Club. He enjoyed hunting, fishing, sailing and was an avid golfer. His woodworking toys for the grandchildren and great-grandchildren are treasured mementos. His collection of wooden gears is a lasting memorial to his woodworking skills. In our noisy environment, Les was a man who knew how to appreciate true silence. His omelet breakfasts started out the team, Deb’s Bookends, on the annual Grant County cancer fundraiser walk. He served many years as a councilman for the city of Big Stone City.
Les was one of the founding fathers of the spiritual recovery retreats at Blue Cloud Abbey 41 years ago. He felt blessed that he could attend several of the international AA conventions. Since 1964, when the family moved to Big Stone City, he became an active member of St. Charles Church and served as lector and extraordinary minister of the Eucharist. In conjunction to his religious beliefs, he lived his life according to a 12-step program and was dedicated to helping others do the same, and in doing so, he was helped and encouraged to continue his own spiritual growth.
Les is survived by his spouse of 62 years, Peg Iverson; children, Joan (Don) Reiffenberger, Big Stone City, Betty (Mel) Reinke, Ortonville, Tom (Barb) Iverson, Big Stone City, Mark Iverson, Hitterdal, David (Char) Iverson, Baltic, SD; Teri (Anthony) Spors, Big Stone City; son-in-law, John (Pauline) Hicks, Milbank, SD; 16 grandchildren; 25 great-grandchildren; sister, Deloresanne (Mervin) Olson, New Brighton; many nieces and nephews.
He was preceded in death by his parents; son, Bob; daughter, Deb Hicks; and daughter-in-law, Laura Iverson.
Leslie “Les” D. Iverson, 82, Big Stone City, South Dakota, died September 24, 2012 in Ortonville.
Les was born January 7, 1930 in Alexandria to Richard and Augenia (Kvitek) Iverson.
Les married Margaret “Peg” Tieman in Alexandria on May 12, 1950. They were blessed with eight children.
Les served in the U.S. Army, 1st Calvary, October 1946-October 1949. Les spent his 17th birthday on a ship, traveling for military service to Japan.
21
Two Baptist schools sue over birth control mandate
Religious freedom | Colleges follow denomination's historical commitment to oppose government restrictions on religious liberty by Leigh Jones Two more Christian colleges have filed suit against the federal government over the demand they cover contraceptive and abortifacient drugs under their health insurance policies. Houston Baptist University and East Texas Baptist University, represented by the Becket Fund for Religious Liberty, face annual fines of more than $10 million each if they don't comply with the mandate. “While we are always reluctant to enter into lawsuits, the government has given us no choice,” said Dr. Robert Sloan, president of Houston Baptist University, in a Becket Fund press release.
“Either we violate our conscience or give in to the administration’s heavy-handed attack upon our religious freedom.We will not comply with this unconstitutional mandate, and we plead with our government to respect the liberties given by God and enunciated in the Bill of Rights.” Health and Human Services Secretary Kathleen Sebelius announced earlier this year that as of Aug. 1 all employers would be required to provide health insurance coverage for contraceptive drugs, including emergency contraceptives that may cause early abortions. The government gave churches an exemption to the requirement, but social service organizations, colleges and other employers did not qualify for the religious exemption. Amid protests over the policy, the government granted a one-year “safe harbor” for institutions whose leaders said they would not comply.
Pre-Licensing Class Announcement
IIASD and A.D. Banker of the Dakotas Have Partnered
We are excited to announce that IIASD and A.D. Banker of the Dakota have partnered to provide insurance and securi-ties licensing preparation classes and materials at a 15% IIASD Member Discount. A.D. Banker offers Exam Prep classes each month in Sioux Falls and quarterly classes in Rapid City.
Class schedules are listed at: www.adbanker.com/dakotas
Self-study and online study options for Exam Prep are also available. Materials and classroom instruction have been very successful with an average of 95% of students taking their license exam passing on the first try!Sandy Kost is the Owner/Managing Director of A.D. Bank-ers of the Dakotas and has worked in the insurance and financial services industry since 1988. She has worked with insurance agents, investment reps, agencies and banks in SD, ND, NE, IA, MN and WI. She has provided training on various products and topics.To register for a class or to order materials, go to:www.adbanker.com/dakotasCall: 605-271-4440 or 877-317-3087. Be sure to use the IIASD Promo/Discount Code to receive your 15% Member Discount. Promo Code: 1594626
PO Box 89846 Sioux Falls, SD 57109-9846
P. 605.361.5705 or 866.440.1840E. [email protected]
WHOLESALE ACCESS toFirst Dakota Indemnity and Dakota Truck Underwriters,known as the Dakota Group. The DakotaGroup is the largest writers of workers’compenation business in South Dakotaand a leading writer in the Midwest.
Contractors
Healthcare
Hospitality
Manufacturing
Retail
providing workers’ compensation solutions
IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1
22
For over 100 years, Austin has been constantly
creating solutions and services to meet the
ever-changing needs of policyholders.
1-800-328-4628 | www.austinmutual.com
Create moments that matter...
Scan to stay connected with Austin Mutual
23
STeAdY ANd True
No company understands the insurance needs of
truckers more than Truckers Insurance Associates
— created by truckers for truckers. And for 60 years,
Truckers Insurance has remained solely focused on
transportation industry insurance. So whether your
clients include a single owner-operator or a full-fledged
fleet, Truckers Insurance will deliver the right coverage at
the right price. Even more, as trucking specialists, we’re
ready to respond rapidly when needs arise. That’s service
you can count on. That’s putting know-how to work.
That’s Truckers Insurance. Call your Truckers Insurance
account manager at 800.652.9515 for a quote today. WE DELIVER MORE
www.truckers-insurance.com 800.652.9515
driven
New Branch Office in Rapid City, SD Bruce Eleeson John Keffeler
Milo Schindler, Auto Appr Ph: 605-791-5565
Assignments: [email protected]
We commit ourselves to providing you with the highest quality claims and case management services available in our industry. We appreciate your continued support and look forward to serving your needs. Please visit our website for a directory of our staff, services, and coverage area.
Jeff Jares, AIC AIM President
Adjusters
Nancy Almendinger SCLA SDWCS Jennifer Andrisen Selzler, Mgr. SCLA AIC CSRP SDWCS
Bill Blackman AIC Lynn Bren SCLA AIC Ron Burmood MBA AIC Kay Greve AIC, INS Dave Johnston SCLA Jerry Matthiesen AIC Chad Moore Wendi Peterson AIC Kimberly Rausch SDWCS Dave Sendelbach CPCU AIC Karl Weber SCLA AIC Tim Wieker SCLA AIC HCRI-R Amy Kvernmo Christopher W. Madsen J.D. Erin Williams SCLA Justine Frank WCLS
Case Managers Donna Passick RN CCM Kelly Rud RN BA LNCC Deb Whipple RN BA CCM Brenda Whiting RN CCM
Lori Schaefbauer RN BSN CCM
23
FRAUD CONVICTIONS
The office manager for two Florida chiropractic clinics pled guilty in federal court yesterday to aiding a staged-crash scheme. Maria Molina, 41, of West Palm Beach, processed PIP claims to insurers for people she knew were participating in staged crashes. She worked at OVY Rehabilitation Medical Center and the HHR Medical Center, and now faces up to 20 years in prison. Molina’s co-defendant, Ovy Rodriguez, 43, has been declared a fugitive. He smuggled much of the insurance money to Cuba, prosecutors say.
Brian Smith probably wishes he had found another roommate. The Washington, DC man staged a burglary of his house, and filed a bogus police report to support an insurance claim. One claim supposedly covered stolen goods and the other covered damaged possessions. Total attempted theft: $62,000. But Smith’s roomy found his laptop and several other reportedly stolen goods. The roomie told State Farm, which notified the DC fraud bureau. The agency’s ensuing investigation resulted in a year of supervised probation for Smith.
Oliver Herndon improperly prescribed some 14,400 tablets of the powerful narcotics oxycodone and oxymorphone, prompting 87 pharmacies to stop filling his scripts, Pittsburgh-area prosecutors say. Herndon pled guilty to distributing those drugs without medical purpose and to healthcare fraud. He wanted time to sort out his affairs before he was sentenced so the Stanford-educated doctor did everything possible to portray himself as a decent sort who went wrong and hurt people, including his family. The judge did not buy into Herndon’s narrative and clobbered him with 11 years in federal prison.
When they signed the dotted line, Cecil Young’s clients could not have imagined how badly the agent wanted their signatures. During the span of two years, the Cincinnati, Ohio insurance agent forged his clients’ signatures and made loan requests against their life insurance policies.
He deposited the $39,000 he gathered from these requests into his personal account. In exchange, Young got his license revoked and was sentenced this week to four years on community control with an 18-month suspended jail term. His clients met with a happier fate: all of Young’s victims have been made whole by their respective insurance companies.
Being an employee of one of Steven Morales’ companies was dangerous business. The Wildomar, California businessman is accused of collaborating with his son Brian to cheat more than 400 employees out of insurance premiums. The duo formed and used various names for their businesses, like Shelby Farming and Shelby Development, to hide payroll and evade comp payments. The younger Morales pled guilty last year, receiving four years in prison and owing $3.1 million in restitution. Steven was convicted and faces up to 17 years in jail when sentenced in October.
Why American West Insurance?• Local company with over 60
years agriculture insurance
experience
• Quality products
• Competitive pricing
• Expert claims and
underwriting services
Be Protected. Be Sure®.
yourawi.comTo learn more about AWI contact Bruce Meyer at [email protected] or call 605-929-2782.
Agribusiness • Farm & Ranch • Farm & Ranch Auto • Personal Auto Excess Liability • Watercraft • Crop-Hail • Multi-Peril
25
LOOKING FOR A MARKET?
WE CAN HELP!
LET OUR EXPERIENCED UNDERWRITING
STAFF PROVIDE YOU WITH A QUOTE!
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EXCELLENT MARKETS AVAILABLE FOR PERSONAL UMBRELLA
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CALL OR EMAIL US TO DISCUSS ANY TYPE OF RISK YOU MIGHT HAVE
FOR MORE INFORMATION ON TRUCKING ACCOUNTS PLEASE CALL
TIM AGETON [email protected]
www.ins.facilities.com FOR COMMERCIAL ACCOUNTS CONTACT
STEVE AKKERMAN [email protected]
PERSONAL LINES CONTACT
Never doubt that a small group of thoughtful,
committed people can change the world.
Indeed, it is the only thing that ever has.
- Margaret Meade
25
NOMINATE YOUR LOCAL FIRE DEPARTMENTfor a $5,000 Grant
PUT OUT THE FIRE!!Time is Running Out – October 31st Deadline
Don’t miss this opportunity to nominate your local fire department for an opportunity to be chosen to receive one of the two $5,000 grants
funded through your IIASD Service Corporation E&O Program.
Fire Department Nomination Guidelines:•Nomination must be presented by an IIASD member in good standing and is open to all South Dakota Fire Departments.•Entry must be submitted on Nomination form and returned to: Carolyn Hofer, IIASD, Box 327, Pierre,SD 57501 or emailed to [email protected] no later than October 31st. •Grant dollars can be used for needed equipment, firefighter training and community education programs.•Selection will be made based on grant program criteria with an emphasis placed on need.•Proposals for partial funding are acceptable only if the grant would provide the final amount needed to purchase an item.•The selected fire departments will be required to furnish IIASD with proof of purchase and agree to hold a publicity event. IIASD will work with the Fire Department to assist them with this process.
Information Needed:•Fire Department area of service and number of volunteers•Number and type of calls per year•Funding sources and needs•Unique characteristics or demands
NOMINATION FORMS AVAILABLE AT: www.iiasd.org
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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.
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CONVENTION 2012 REVIEWS
“Convention Success” is measured by the value it brings to our members and company partners. We want everyone to leave feeling it was time well spent and give you all opportunities to learn about changes and trends in our industry, develop and strengthen relationships with company partners, share ideas with fellow agents and most of all “relax and have a great time”. We want to share some of the feedback we received from our members and company partners on theirconvention experience. We aren’t trying to boast our accomplishments – we want YOU to take advantageof Convention 2013. We are already scheming and plotting for a dynamic convention in Sioux Falls in 2013.
Mark your calendars – Oct. 6th, 7th & 8thBest Western Ramkota – Sioux Falls
2013 Convention
“Hats off to all of you!!! You did a super job. I had a great time at convention and will return as soon aspossible. Thanks again for all your hard work.” Sandi Ackerman – Campbell County Insurance Agency,Herreid, SD
“You guys did a great job on the convention!! Got some excitement back into it.” – Spence Hawley,Hawley Insurance Services, Brookings, SD
“I had a great time at the convention. I can’t wait until 2014!” Jerry Grabow, Temple Insurance Agency –Lennox, SD
“You folks did an excellent job with convention!! – Anita Curtis, Bankwest Insurance, Winner, SD
“What a nice convention. You guys did a super job – Peggy Beardsley, Lewis, Kirkeby & Hall Insurance,Rapid City, SD
“I did enjoy the convention – you guys did a terrific job!! Jodi Schrank, BW Insurance Agency,Corsica, SD
“You put on a GREAT CONVENTION!! I have been telling all my agents whether they attended or not that it was the best convention I have attended in the past 25 years since my first convention. Al Schmuck,Farmers Alliance Mutual.
34
Plaintiff Wins a Defamation Suit Against State Farm
I am not sure if you heard about the law suit by Joseph Radcliff against State Farm for defamation of his personal reputation and the reputation of his business.
It all started with a hail storm in 2006 in Indianapolis in which the Plaintiff repaired many roofs in the area. He stated that he found that State Farm was denying claims of hail damage on properties where he believed such damage existed. The plaintiff then began helping homeowners file complaints against State Farm with the state’s insurance division. He went as far as to hire engineers to help the homeowners with the arbitration process. Apparently, he was a thorn in State Farm’s side, since he was winning a majority of the arbitrations which was giving the carrier negative publicity. The television media got ahold of it and ran news segments depicting neighborhoods where all the roofs had been replaced - except those belonging to State Farm policyholders. State Farm filed a civil suit and criminal charges against the Plaintiff Joseph Radcliff alleging insurance fraud.
The county prosecutor then filed 14 felony counts against Radcliff. If convicted, he could have received 120 years in prison. The charges were dismissed as State Farm had not presented all the information in the file to the National Insurance Crime Bureau.
The second part of charges were filed a month after the criminal charges were filed in Civil Court. That trial lasted six weeks with a counterclaim by the plaintiff of defamation. The plaintiff felt he was wrongly accused and countersued State Farm for defamation.
The entire process went on for well over a year which caused a financial burden on the plaintiff ’s personal and business ventures. It also wrecked his business reputation to the point he could not get work and his suppliers would not give him materials. The banks also would not lend him money to keep the business going.
In the end the jury, deliberating only briefly one afternoon, awarded State Farm nothing and the Plaintiff Joseph Radcliff 14.5 million in damages.
This will make a big impact on how insurance companies adjust - or in this case readjust - roofs.
What is InsurPac?
As the federal government exercises more and more power over small business, the future of our industry becomes greatly dependent upon our ability to become engaged in the federal political process. The U.S. Congress regularly considers legislation that directly affects the livelihood of independent agents – from taxes, healthcare, and flood insurance to the overhaul of the insurance regulatory system. We’re fortunate to have a strong federal government affairs team working for us through our membership in the Independent Insurance Agents & Brokers of America (IIABA). However, they can’t do it alone. It is vital that we, as small business owners and agents, play an active role in shaping the public policy debate and ultimately the laws that come out of Washington, D.C.
At the federal level our government affairs team fights for us by getting in front of legislators and their staff, and educating them about legislation that is both detrimental and beneficial to independent insurance agents. For example, as the Dodd-Frank Wall Street Reform Act made its way through Congress, IIABA was successful in maintaining insurance as a state-regulated business. Unlike banking and securities regulation which were drastically changed by Dodd-Frank, the insurance implications of the legislation were modest. IIABA was also actively engaged as Congress passed the Patient Protection and Affordable Care Act (PPACA) and limited some of the bill’s negative impact on independent insurance agents. They continue to fight back against some of its negative provisions, including the Medical Loss Ratio (MLR) and its downward pressure on agent commissions. To that end, IIABA has worked with Congress to introduce legislation which would exclude agent commissions from the MLR calculations. IIABA also continues to be at the forefront to extend and reform the National Flood Insurance Program. Through constant dialogue with Members of Congress and participation in numerous Congressional meetings, hearings and events, our federal government affairs staff has forged an impressive list of achievements this past year. Obviously, they have done an excellent job developing relationships with many influential policymakers in the Nation’s Capitol. That has been made possible in large part due to InsurPac, your federal political action committee. It solicits voluntary, personal contributions from agents throughout the country, and then distributes that money to Congressmen, Senators and candidates for federal office who support small business and the independent agency system. It allows our federal advocates to attend fundraising events nearly every day of the week, constantly developing relationships with legislators and their staff and delivering results for agents. We are fortunate that InsurPac is one of the largest federal PACs in the insurance industry, and is by far the largest PAC for property-casualty agents. In the 2010 election cycle, more than 5,000 independent agents came together to support InsurPac, helping it raise $1.9 million. InsurPac distributed over $1.7 million to a total of 265 races, winning 248 of them for an amazing 93% victory rate. Because InsurPac is so large, it is able to carry over a healthy balance each election cycle and “hit the ground running” with each new respective congress. Opinions on issues are being shaped every day and we must continue to have a seat at the table to educate members of congress. That seat at the table is made possible, largely due to InsurPac. It is the federal PAC for independent agents.
Four Tips for Getting Through and Talking to the Prospect
By: John ChapinOne of the most frustrating aspects of selling is having a great list of potential leads and then being unable to actually get through to and talk to those people. It may be a receptionist with bullet-proof teeth, the person you never seem to be able to get on the phone after the initial contact or that won’t get back to you, that no-soliciting sign, or that nagging question: How do I continue to chase this person without being a pest or seeming desperate? Here we’ll look at the quickest ways to get past these obstacles and talk to the prospect.
Four Ideas for Getting Through to the Prospect 1) Getting past the receptionistProbably the most common roadblock to the prospect is the receptionist. In order to get around the recep-tionist, employ the following techniques: a) Speak as if you know the prospect. Imagine calling a friend at work, how would you ask for your friend? If the receptionist asked who was calling, what would you say and how would you say it? Use that “friend” mindset when calling. When you encounter the receptionist, say, “Hi, is (prospect’s first name) there?”, in a friendly and upbeat tone. When she asks who’s calling, say, “Yeah, (your name).” If she asks what company you’re with, say, “Um, (the name of your company).” And say the company name in a questioning tone of voice, as if the company name is not of any significance. We’re not telling you to deceive the receptionist and tell her you know the prospect when you don’t. A signif-icant portion of communication is “how” you say something, if you simply ask for the prospect as if you’re a friend, you’ll find that many times the receptionist will hear that in your voice and put you through. b) Call or stop by when the receptionist isn’t there. Most receptionists are there between 8 a.m. and 5 p.m., simply call or stop by before 8 or after 5. c) Get referred to the prospect. Mentioning a friend or business associate that referred you to the prospect will usually get you through the receptionist. d) Send a letter, e-mail, or fax and follow up with a phone call or send any of these and request a meeting with the prospect. 2) No-pest multi-contact prospecting to make initial contact with the prospect
If you are targeting specific prospects, you need to reach out to them 7 to 10 times before you give up and move on. You can’t expect people to get back to you after one, two, or even more contacts.
Start with a phone call and send a follow-up e-mail or letter immediately. Call again and send out another letter or e-mail a week later. Repeat this the following week. After your third call and letter, stop by in-person. If an in-person visit isn’t feasible, make a fourth call a week after the third call and letter. Finally, finish with a “last-chance-to-get-back-to-you” phone call. Also, be pleasant and conversational in all your communication, as if you are talking to a close friend or family member. 3) How to handle No Soliciting Signs If calling in-person and you run into a No Soliciting Sign, ignore it. Occasionally, someone will refer to the sign, but you’ll find that most people won’t. If they do, simply state the purpose of your call. For example, say, “Oh, I’m sorry. My name is (your name) with (your company), I was just hoping to catch (prospect’s name) for a moment.” If they persist, say, “I’m not selling anything. I was simply hoping to introduce myself to (the prospect).” If they continue to stick to their guns, say thank you and leave. You can call on the phone later and try to set up an appointment or call before or after the receptionist is in. Obviously the one sure way to avoid all No Soliciting Signs is to call people on the phone instead of in person. 4) You’ve reached the prospect the first time, but can’t get them back on the phone.
If you got to someone once, but can’t seem to be able to catch them again, try these techniques: a) Try contacting them at different times during the day. Most people have a time during the day when it is best to reach them whether it’s first thing in the morning, at lunch, later in the day, or after normal business hours. Simply try at these different times. You can also make a note after the first call as to what time of the day you initially reached them. b) Ask when the best time to reach them is. Either ask the prospect on the first call or, ask the receptionist on a follow-up call. c) Make a follow-up appointment the first time you talk to them. At the end of the first call, get on their schedule for the follow-up call. d) If you’ve been calling on the phone, stop by in person. e) Call every hour until you reach the prospect. This is a technique you will use sporadically for the hard-to-reach hot prospect. Make sure you’re calling from a blocked or unknown number and don’t leave any messages. Have a sales question? E-mail John at [email protected] If you would like access to John’s free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John’s website at http://www.completeselling.com
John Chapin’s specialty is helping salespeople and sales teams double sales in 12 months. He is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of the gold-medal winning “Sales Encyclopedia”. In his 24 years of sales, customer service and management experience, he has sold in some of the toughest markets and economies.
Enjoying Friends at the 2012 Convention
POWER IN PARTNERS October 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
