independent insurance agents of south dakota...the last article i wrote for the newsletter touched...
TRANSCRIPT
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
July 2020
1
The Big “I” Fall Leadership Conference
The last article I wrote for the newsletter touched on relationships and their impact on the insurance industry. 2020 has been an interesting year for a lot of reasons. COVID-19 has proven to have an impact on virtually every aspect of our lives. One of which is relationships and how we interact with each other on a daily basis. The virus accelerated changes that were already in motion, many of which are positive.
This year’s Fall Leadership Conference is a great example. The “Big I” announced the Conference to take place September9-12 with a twist- it will be FREE and offered in a virtual format. Details for the event are still in the works and will be available on the Big I website. The virtual format will provide young agents a free look at what to expect when they are potentially able to physically attend in the future.
My first Young Agents Leadership Conference was instrumental on my approach to the insurance industry. I got to know several of my competitors and formed relationships I would not have otherwise had the opportunity to. This year will have speakers offering key insights into perpetuation, inclusion, leadership, digital empathy and more. Although you may not have the same opportunity to build relationships via virtual conference, I encourage any and all young agents to get registered for this event. The experience will aid you in the future when presented the opportunity to attend.
Michael Tveidt
Fischer Rounds & AssociatesSioux Falls, SD
Jason Kelling Commercial [email protected]
605.274.7129
Great Plains Brokerage, Making Excess & Surplus Lines Insur-
ance Quick & Easy. Specializing in Hard to Place Property &
Casualty, Dwellings, and Farm/Ranch Exclusively through in-
dependent Agents.
3
October 4th – 6th, 2020
The Lodge in Deadwood
Looking forward to networking with fellow agents and industry marketing reps??? Don’t miss our IIASD 90th Annual Convention in October. We are so excited to see you all that we are offering to all member agents and industry partners. Registration will be available August 3rd. Check out the Augsut newsletter for more details. We have a great agenda planned including:
• Annual golf tournament • Hike for non-golfers • Pamela Barnham – Increase Trust &
Build Relationships with Non-Verbal Communication (former undercover officer)
• Annual Awards Luncheon • 4 P&C CE class options for 5 CE hours • 1 L/H CE class for 3 CE hours • Annual Banquet -Tim Gabrielson –
comedy, magic and great fun! Due to possible occupancy restrictions, we will be limiting registration to 200. Even though registration is FREE, you must register to attend. We want to provide a safe environment for all who attend this event. We are recommending attendees wear masks and will have them available for those who come without. The Lodge in Deadwood is concerned about your safety and follows the recommended CDC guidelines throughout their property. Room reservations: The Lodge in Deadwood – 605-584-4800 Springhill Suites – 605-939-4119 *If you made reservations at The Lodge and will not be attending, please call and cancel.
2
2020 OFFICERSPRESIDENT
John MeyenRosholt Insurance Agency
Rosholt, SD
PRESIDENT-ELECTDeana Taylor
Agents of InsuranceRapid City, SD
VICE PRESIDENTMelanie Parsons
Parsons’ Insurance AgencyViborg, SD
SECRETARY-TREASURERJosh Gilkerson
Fischer Rounds & Assoc.Pierre, SD
PAST PRESIDENTDerrick Linn
Leavitt Heartland Ins. ServicesSturgis, SD
IIABA STATE NAT’L DIRECTORDan Maguire
Black Hills AgencyRapid City, SD
2020 DIRECTORSDISTRICT # 1
Josh GilkersonFischer Rounds & Assoc.
Pierre, SD
DISTRICT # 5Elizabeth Nepodal
Fidelity AgencyPlatte, SD
DISTRICT # 2Doug Leighton
Dakotah Gold Ins.Volga, SD
DISTRICT # 6Eric Payne
Insurance PlusAberdeen, SD
DISTRICT # 3Melanie Parsons
Parsons’ Insurance AgencyViborg, SD
DISTRICT # 7Amy Bailey
Starr InsuranceCuster, SD
DISTRICT # 4Ryan Karst
Dakota Financial ServicesSioux Falls, SD
DISTRICT # 8Rich Maguire
Black Hills AgencyRapid City, SD
EXECUTIVE VICE PRESIDENTCarolyn Hofer
IIASDFort Pierre, SD
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
E&O EDGE Megan Linn, E&O Program Manager
Just When You Thought Your Website Was
Safe… By Richard F. Lund
If you have been paying attention to Swiss Re Corporate Solutions' risk management the last couple of years, you may have noticed an emphasis on keeping your digital presence, primarily your agency website, safe. Not only from a standpoint of digital security, but also confirming what you say is accurate and avoid things that could cause a negative development in the unfortunate event of a claim. In fact, our thoughts on agency website risk management began at least as far back as 2010 with an article by Sabrena Sally, "Agency Website Exposures: Don't Get Caught in the Web!", that was published in the IIABA Virtual University (1). More recently, the IIABA had a webinar (in which yours truly participated) titled "Agency Risk Management Essentials: Is your website doing more harm than good?" that is available for you on the E&O Happens website (2). We included a flyer (3) of the same title that provides website tips to help you prevent becoming a claims statistic and followed up with an article "Smart Site Safety" (4) by Virginia Bates. All of these are available by following the numbered links at the end of this article. With all these things, just when you thought your website was safe, yet another problem rears its ugly head. And it's not based on anything new, but rather a law enacted in the 1990's (an eon in the digital world). This law is called the Americans With Disabilities Act of 1990, more commonly known as the ADA. At the time it was passed, many plaintiff lawyers referred to it as "The Plaintiff's Lawyers Full Employment Act" because it provided for the payment of attorney fees in addition to any damages that might be paid to a successful plaintiff. As expected, the number of claims and lawsuits related to the ADA skyrocketed. Along with greater recognition of workplace discrimination claims, the ADA helped create a boom in the insurance industry by the creation of what is now commonplace, Employment Practices Liability Insurance, or EPLI. So what is this new issue you need to be concerned with? In January 2019, the IIABA Office of the General Counsel, issued its "FAQ Regarding Website Compliance with the Americans With Disabilities Act (ADA)". (5)
Having seemingly exhausted other areas of claims to be made against businesses, some creative lawyers have discovered that not only does the ADA relate to brick and mortar businesses, they have now been successful in at least some Federal jurisdictions of convincing the courts that the ADA also applies to websites. Just like you must have your brick and mortar building accessible to those with disabilities, you must now also make your websites similarly accessible. You may ask, does it affect an insurance agency website, or is it just for the big companies doing lots and lots of online business? The conclusion of the IIABA General Counsel's office is that in all likelihood yes, it does apply to insurance agency websites even if you are not conducting any business directly through your website. The information from the IIABA answers 7 important questions that you should take the time to look at and determine, "Is my website in compliance with the ADA"? If the answer is "no", then it is time to take a serious look at your website and determine if you do or you do not want to become one of the next statistics. So, just when you thought your website was safe….
(1) https://rms.iiaba.net/Resources/Pages/Publications/VU/SallyWebSites.aspx
(2) https://rms.iiaba.net/Resources/Pages/Webinars/Risk-Management/MoreHarmThanGood/default.aspx
(3) https://rms.iiaba.net/Prevention/Pages/Procedures/default.aspx
(4) https://rms.iiaba.net/Resources/Pages/Publications/Articles/Smart-Site-Safety.pdf
(5) https://www.independentagent.com/Resources/LegalAdvocacy/SiteAssets/Members-Only/Memoranda/default/ADA%20Website%20Compliance%20FAQ%20-%201.3.18%20Final%20Draft.pdf
This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose. Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group ("Swiss Re") and/or its subsidiaries and/or management and/or shareholders. *Richard F. Lund, JD, is a Vice President and Senior Underwriter of Swiss Re Corporate Solutions, underwriting insurance agents errors and omissions coverage. He has also been an insurance agents E&O claims counsel and has written and presented numerous E&O risk management/ loss control seminars, mock trials and articles nationwide since 1992.
5
Division of InsuranceNews and Views
Division of InsuranceContact Information:Larry Deiter, DirectorSouth Dakota Division
of Insurance124 S. Euclid Ave. 2nd Floor
Pierre, SD 57501Phone: 605.773.3563
Fax: 605.773.5369
Dealing with Inclement
Weather
Weather in South Dakota varies widely, sometimes within a relatively short span of time.
Many areas of South Dakota have recently experienced storms with extreme winds, heavy rain and significant-sized hail. These storms can lead to insurance claims of damage to house roofs, vehicles or other property, buildings and equipment.
The South Dakota Division of Insurance asks all insurance industry partners to aid policyholders in their recovery efforts.
Be aware of what events have already happened in your area and what still may be to come.
Be prepared for additional questions from policyholders on their coverage. As South Dakotans evaluate the full impact, inquiries on insurance coverage and the specifics of insurance policies may increase.
Some policyholders may be unfamiliar with the claims process and how to proceed if they experienced damage. As their hometown producer, offering your knowledge and expertise will help expedite their claim.
Producers can direct consumers with insurance concerns or claims issues to the Division of Insurance for additional assistance. Consumers can file complaints online or contact the division at 605.773.3563 or by email.
Severe weather in South Dakota can happen in an instant and can change lives forever. Your support and guidance before and after an event will provide peace of mind to your clients and ease the burden of recovery.
Kayla’s Article
3 Takeaways from a Decade of Insurance Digital Transformation
BY MIKHAIL PALATNIK
6
As 2020 marks CoreLogic’s 10th anniversary, we’re reflecting on the insurance industry’s transformation over the last decade.
I did not even begin to realize that at the start of my career, this industry and all its nuances, peculiarities and intricacies would become my passion. Part of what drew me to the insurance industry, and what has kept me here well over two decades, was knowing how much of this industry was ready to be disrupted.
Here are three ways we’ve seen the industry transform over the past decade:
1) Digital modernization and the evolution of customer experience. With any disruption, all parties must adapt. Agents are now challenged to operate differently and to find ways to increase value for consumers in the face of fierce competition in the direct-to-consumer business models. Underwriters are becoming more tech-savvy and developing solutions to simplify the consumer experience. Claims officers are moving more of their capabilities from the field to the desk, as they face constant pressure to reduce loss adjustment costs and streamline the claims process for consumers. Emerging InsurTech carriers continue to push the boundaries by operating with a small physical or fully digital agency footprint, forcing established carriers to innovate.
The consumer experience has moved front and center as insurance interaction experiences begin to mimic all other digital interaction that consumers have grown accustomed to like Amazon, Uber and Airbnb. J.D. Power introduced consumer experience metrics for insurance quoting and claims management processes and AM Best has introduced a ranking for innovation.
A challenge in the shift to digital is the expectation of immediate gratification. As with nearly every aspect of our lives today, we all expect things to be instant, digital and easy to access. So, it becomes even more important to build a relationship with the customer by discussing their risk to help offset any extra time that may be necessary to complete the quote and perform a thorough analysis of their overall exposure.
2) Climate variability and advancement of catastrophic event management. Just a decade ago, private flood insurance was rarely thought about, but events like Hurricane Harvey in 2017 highlighted the need for private flood insurance, especially for homes outside of designated flood areas. For an accurate assessment of risk, the need for properly assessing the risk of a property itself—as opposed to the risk of a property centroid—is now available with high-resolution granular risk data.
Significant improvements have been made in catastrophe risk modeling for wildfire and flood—relatively new modeled perils— along with hurricane, earthquake and severe convective storms.
3) Progression from risk avoidance to risk management products. With so many new ways to predict and prevent, there are also new ways to protect. Parametric insurance for earthquakes, hail, home system failure, wind, flight delays, website failure, audit coverage and flood has become very important for independent agents. Independent agents can contract with with up-and-coming carriers to add these additional coverages to their current portfolio of offerings.
On the path to establishing a relationship as a trusted advisor, the advent of the Internet of Things (IoT) can help reduce the frequency and severity of claims. New technology has emerged, like water detection devices under sinks and next to water heaters, automatic shut-off valves that detect changes in pressure, doorbell monitors for theft deterrence and sound detection and temperature change detectors for your home. Technology continues to evolve with new devices to monitor every part of our homes and properties.
Through digital transformation, agents can more easily stay on top of regulatory modifications, which is critical as regulation regarding the assignment of benefits in certain states like Florida, wildfire coverage availability in California and no-fault mandates in Michigan are all facing changes.
In a short decade, the world has transformed, and our industry with it. There is no more status quo, no more doing business in a manner it was conducted for the last few hundred years. Industry players who are not willing to evolve will unequivocally be disrupted as the momentum propels us all through this age of innovation.
www.emcins.com©Copyright Employers Mutual Casualty Company 2020. All rights reserved.
When it comes to supporting independent insurance agents, we believe that growth starts close to home. That’s why EMC has offices and representatives across the country — giving you
personalized service from a trusted partner who knows the local market. And because we tailor our insurance solutions and loss control services to meet the unique needs of your customers,
you can always count on bringing the best products to the table.
7
7
8
Apply online today!www.fmiAgent.com
LOOKING FOR ALONG-TERM CAREER?
Financial Markets, Inc. is an insurance brokerage with locations in Rapid City and Spear�sh, South Dakota that markets and distributes life insurance annuities and long-term care products to insurance and �nancial professionals in 49 states.
Financial Markets, Inc. is a growing company with the ambition to expand our exemplary team.
Paid Training • Paid Vacation • Education Assistance • Continued EducationHours: Mon-Fri, 7:30 am to 4:00 pm • Competitive Salary + Commission
Health, Vision, & Dental Insurance • 401(k) with Employer Match
• Internal Wholesaler• Contracting Associate• New Business Associate
Financial Markets, Inc. is now seekingcandidates to join our great team!
BIG “I” Resources Available for Recovery & Opening Agents Council for Technology and Big “I” teamed up to provide members with outstanding resources on issues you may encounter as you reopen and work to get back on the road to recovery.
Topics Available Include: • Technology – Information on remote work Best Practices, Agency Disaster Planning Guide;
ADA & Accessibility FAQ & Resources; Customer Texting & e-Delivery Agreements. • Business Operations – Best Practices Webinar; Guide to Producer Contracts • Human Resources – HR Workplace Re-entry Checklist; Return to Work Policy; Emergency Paid
Leave; Closed/Open Signs; Employee Safety Sign; HR Facebook Chats; Big “I” Hires; HR You Tube Channel.
• Government Affairs – Advocacy: How to Respond to Coverage Issues • Trusted Choice – Stronger Together Videos; Marketing in a Pandemic; Customizable Ads;
Check out this information and more at: https://www.independentagent.com/resources/Pages/roadmap-to-recovery-and-opening.aspx
auto
home
farm
Farmers Mutual’s coverages are supported by prompt, personalized service and unmatched financial strength. As the leading insurer of farms in Nebraska and South Dakota, our history of success is a reflection of the trust and loyalty we’ve earned from our policyholders and local agents.
Our promise is to be “Always alongside you.”
Contact:Andy Kraus, CPCUVice President of [email protected] | 800.742.7433
fmne.com
9
MISSOURI VALLEY
MUTUAL INSURANCEBurke, South Dakota
With
All
of
the
Pieces
Fit!
FARMOWNER/
RANCHOWNER
FIRE AND
ALLIED LINES
PERSONAL AND
COMMERCIAL AUTO
UMBRELLA
LIABILITY
HOMEOWNER/
MOBILEHOME
PERSONAL AND
GENERAL LIABILITY
CONTACT BRADY PECK 1-605-775-2636
OPENSEMCI
Single-entry, multiple-company interface (SEMCI) is like magic! Acuity, long recognized as a leader in agency interface technology, is committed to supporting SEMCI in commercial lines. SEMCI drives
efficiency in the quote and application process and allows you to choose how you
want to do business with Acuity.
Acuity currently partners with several of the leading commercial lines insurtechs. We are building, exploring partnerships, or expanding with numerous other independent agency technology solutions. And Acuity is on the forefront of integration technology, continually building the connections necessary to be ready to connect to new insurtechs as they emerge.
CONVENTION HOTEL INFORMATION
The Lodge in Deadwood (605) 584-4800 $99 Room Rate
Springhill Suites or Tru (605) 571-1001 $79 Room Rate
IIASD ANNUAL CONVENTION
When: October 4th-6th, 2020
Where: The Lodge in Deadwood
This is our 90th Convention Anniversary!
This is an event you won’t want to miss!
10
OPENSEMCI
Single-entry, multiple-company interface (SEMCI) is like magic! Acuity, long recognized as a leader in agency interface technology, is committed to supporting SEMCI in commercial lines. SEMCI drives
efficiency in the quote and application process and allows you to choose how you
want to do business with Acuity.
Acuity currently partners with several of the leading commercial lines insurtechs. We are building, exploring partnerships, or expanding with numerous other independent agency technology solutions. And Acuity is on the forefront of integration technology, continually building the connections necessary to be ready to connect to new insurtechs as they emerge.
10
Diversified Crop Insurance Services is an Equal Opportunity Provider. #12911_071420
Introducing… DCIS Action IndicatorsMonitoring the markets has never been easier!
Toll Free: (866) 669-3429Email: info@diversifiedservices.comwww.diversifiedcropinsuranceservices.com
#ChooseDCIS #ActionIndicators
A NEW grain marketing tool for corn, soybeans, and cotton.
➤ Monitor and analyze market data for corn, soybeans, and cotton
➤ Based off 20+ years of data
➤ Most users spend 60 seconds or less to find out if the market is right for action
➤ Green means GO!
Learn more today by contacting your DCIS Marketing Representative
sfmic.com
Agents receive 20 percent commission
on new accounts up to $25,000 in premium during 2020
n Our team is ready to deliver long-term positive results for you and your customers
n Manage policies online using SFM Agency Manager (SAM)
Contact your SFM underwriter for more details.20 percent commission applies to new SFM Mutual policies with
effective dates between January 1 and December 31, 2020. Does not include policies written with the SFM Safe or SFM Select rate sets.
12
1st Dakota Insurance offers competitively priced Insurance Exam Prep books, online practice questions and live classroom exam
prep classes for IIASD members.
**Licensing Materials are available for Property/Casualty and Life/Health Exam
Preparation**
Exam Prep One on One Teaching Also Available by Appointment
Use Promo Code 1594626 to receive your 15% member discount on the www.1stdakins.com website colinsgrp.com
INSURANCE AGENT-FULL TIME
Heartland Financial Service, Inc-Highmore is taking applications for full-time licensed
insurance agent. This candidate should possess a talent for working with people, have excellent
customer service skills, maintain and grow existing book of business, seeking out new leads
and new clients, enjoys sales, be energetic and has an established history of sales success.
Competitive compensation package based onqualifications, retirement plan, health, vision,
dental, life insurance paid PTO.
Resume may be sent to Heartland Financial Service, Attn: Barb Lenocker, PO Box 40, Redfield,
SD 57469.
Equal Employment Opportunity
13
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
Insuring Those Who Protect Us. www.FirePAK.com
YOU HAVE THE
SKILLWE HAVE YOU COVERED
For a quote, ask your agent to contact one of the State Directors below depending upon your location.
WEST of the river EAST of the river Dan Maguire and Levi OlivierBlack Hills Insurance [email protected]
Daschle Larsen and Taylor Jacobsen
McKinneyOlson [email protected]
605.335.7777
Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued. Continental Western Group is not liable for any loss resulting from use of information in this advertisement.. | Copyright © 2018 Continental Western Group®. All rights reserved. | 2005CWG-FDK-06-18
3 year rate guarantee – No loss ratio condition
Portable Equipment-Guaranteed
Replacement Cost
Broad Definition of Commandeered
On line Training with CEC availability
LODD
Department member auto deductible reimbursement
Department member homeowner deductible
reimbursement
Department member additional living
expense reimbursement
13
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.com
To learn more about AWI contact Kelly Sunde at [email protected] or call 605-880-5563.
Agribusiness • Farm & Ranch • Farm & Ranch Auto • Personal Auto Excess Liability • Watercraft • Crop Hail • Multi-Peril
For all your insurance needs.We support Independent Agents who serve the South Dakota farm and ranch community. Our national footprint helps us weather the challenges across the U.S. and provide unique solutions for farms and ranches of all sizes.
Partner with the Nation’s #1 Farm Insurer today.
Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Home Office: Columbus, OH 43215. Subject to underwriting guidelines, review, and approval. Availability varies. Nationwide, Nationwide Is On Your Side, and the Nationwide N and Eagle are service marks of Nationwide Mutual Insurance Company. ©2019 Nationwide GCO-0531AO 11/19
Brian GreicarSales Manager, [email protected]
701-298-9277
14
Dacotah Bank is looking for an individual to establish customer relationships and build trust with an outgoing personality. There are two Insurance Agent positions open: one will work between our Sisseton, SD and Morris, MN locations; and other is “Open to Sioux Falls, Rapid, or Mobridge locations.”The individual must also be driven to succeed with the ability to close deals.
We are an established, growth-oriented insurance agency with a team of highly motivated individuals and are looking for our next great insurance agent! An Insurance Agent has an energetic professional interest in helpingour business grow through value-based conversations and remarkable customer experience.
• Develop leads, schedule appointments, identify customer needs, and market appropriate products and services.• Establish customer relationships and build trust• Maintain a strong work ethic, positive attitude and total commitment to success each and every day.• Work to establish and meet marketing goals.• Use a customer-focused, needs-based review process to educate customers about insurance options.
Apply online at: dacotahbank.com/careers. Dacotah Bank is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
15
Get Your Name in the InsurPac Raffle InsurPac raises and distributes approximately $2.3 million each election cycle, making it one of the largest small business PACs in the country, funded by voluntary, personal, LLC and Partnership contributions from independent agents and brokers…..funded by members like YOU. The Big I Governmental Affairs team uses these funds to advocate for the independent agency system.
The Big “I” has been heavily engaged with our nation’s leaders, insurance markets and the broader business community on national solutions to the pandemic and its broad-based health and economic effects. They are on “The Hill” taking a stand for YOU.
Click here to One raffle ticket for each $20 donated to InsurPac Donate Today Double Up -Support Your Industry & Win Or Text IIASD at $$$ CASH $$$ 797979
16
NWGF Employment Opportunity
Northwest GF Mutual Insurance Company has an immediate opening for a Senior Underwriter to support the production of personal lines business in our operating territories of North and South Dakota. This position represents an ideal opportunity for the experienced agent or CSR to utilize their personal lines product experience and working knowledge of policy administration technology in a company setting.
This position offers a full benefits package, 37.5 hour workweek, 401(k), salary commensurate with experience and the opportunity to become part of a supportive employee family. The Senior Underwriter position in view of the nature of advanced duties and assignments, may likely provide for positive career pathing and future advancement.
If interested in finding out more about this position, please contact Nicole Kunz Underwriting Manager; [email protected] (605–284 –2683) or Brian Bowker President/CEO: [email protected] (605-284-2683).
Customer Service Representative/Insurance Agent
DESCRIPTION/RESPONSIBILITIES:As a Customer Service Representative/Agent, you will work for a fast-paced independent agency, representing many companies. Employer prefers a licensed agent but will consider training a committed applicant willing to become licensed.
EXPECTATIONS:*Issuing new insurance policies, processing modifications to existing policies, submitting claims, processing customer payments, and providing requested information to third parties.*Monitoring the general agency email account.*Effectively communicating with clients and documenting client and policy actions in the agency management system.*Serving as the first point of contact for the agency (answering the phone and greeting walk-ins).
BENEFITS (after probation period):*Health Insurance*Life Insurance*Paid Time Off
First Madison Insurance is an equal opportunity employer-minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity.
Please mail resume to:First Madison InsuranceAttn: Greg FenderPO Box 367Madison SD 57042
17
You’re Hiring New Talent, Make Them Feel Welcome!
New hire season is here! You put so much time in selecting the candidates, interviewing and proposing the offer. It’s not done yet! Next up…the real planning – their first day, week, month, three months etc.
1. Day One- Impression Matters!Make your new hire feel welcome; create a plan. Nothing is worse then a new employee showing up for work and feeling lost. Here are some ways to make a great impression that first day:
• Make them feel they are part of the team – introductions are a must. • Leave them a welcome basket at their desk. • Schedule lunches for their first week. • Can you assign a different buddy for the first three weeks? (That’s only one per week.)• Include them in staff meetings (and then ask them post-meeting to share questions with you).
2.A Training Plan for the First Month.
Next step is to have a training plan in place. Whether it’s online training, classroom training, or a combination of both, a plan will communicate your expectations and provide them with the opportunity to grow. Training will help immerse them in their new role and give them confidence to take on new tasks.
3.Engage with the New Employee Daily.
As a leader, be sure to check-in daily – this can be a longer meeting on Monday morning to reset the plan for the week and then at lunch or end of day to discuss questions. Employees value leadership and guidance. They want to know that they are on the right track. Giving them support and training will motivate them to succeed.
Need help with a training plan? Please visit https://www.iiasd.org/Education/Pages/newhire/default.aspx for more information.
Career Opportunities for
Insurance Agent Insurance Customer Service Agent
Dacotah Insurance is seeking Insurance Agents and Insurance Customer Service Agents. We offer an excellent benefits package and competitive salary within an outstanding work environment. Insurance Agent: This position pursues and closes sales with clients’ personal, commercial, and farm insurance. The successful individual will currently hold licenses in property casualty and life and health. This individual will be a self-starter with superb customer service and communication skills. Locations: SD/Morris, MN; Sioux Falls, SD Insurance Customer Service Agent: This position will provide excellent customer service while assisting clients with their personal, commercial, and farm insurance. The successful individual will currently hold licenses in property and casualty or willing to obtain within 90 days. This individual will be a team player with superb organization and communication skills. Locations: Sisseton, SD; Morris, MN
Apply online: www.dacotahbank.com/careers
Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
17
www.claimsassoc.com
(605) 333-9810
Jeff Jares, AIC AIM, President Christopher W. Madsen, J.D., General Counsel
Dan Eggers, Finance/HR/IT
Adjusters
Nancy Almendinger Jennifer Andrisen Selzler Cory Beck Bill Blackman Blake Dykstra Kay Greve Nick Hemme Joe Jares Dave Johnston Collin Karsky Amy Kvernmo Chad Moore Wendi Peterson Kimberly Rausch Dave Sendelbach Mike Weckman Tim Wieker Craig Matson John Keffeler Bruce Eleeson
Case Managers
Kelly Rud RN BA LNCC Jennifer Heinricy RN CCM Deb Whipple RN BA CCM Lori Schaefbauer RN BSN CCM
We commit ourselves to providing the highest quality claims and case management services available in our
industry. Please visit our website for complete information.
18
19
We can help.
24/7 FIRE & WATER restoration services
Sioux FallS605-334-9716
yankton605-689-2220
INTEKClEaNINg & REsToRaTIoN
www.intekclean.com
EXCLUSIVELY OFFERED IN SOUTH DAKOTA BY:Fischer Rounds & Associates, Inc. | Trevor Lightfield
[email protected] | tel: 605.224.9223 | cell: 605.222.5223
A Member of OneBeacon Insurance GroupThese policies may be underwritten by Atlantic Specialty Insurance Company or OBI National Insurance Company.
Insurance Solutions for Fire & Emergency Responders
We’re here to help you move your agency forward.
One Thing Leads to Sales SuccessBy: John Chapin
20
The recent pandemic is a possible threat to your sales career but probably not for the reason you think. If you’ve read my articles in the past, you know that I attribute sales success and failure primarily to activity level. If you make enough calls to talk to enough qualified prospects, and you have at least average sales skills, you’ll make enough sales. If you don’t make enough calls, you won’t make enough sales.
Sales success starts with the math. What’s your annual sales goal? Based upon your average sale, how many sales do you have to make? How many proposals do you need based you’re your closing ratio? How many people do you need to talk to in order to get the necessary number of proposals? And finally, how many calls do you need to make to talk to that many people? Now break those down into monthly, weekly, and daily goals. Simple, right? You’d think so but this is where the problems start.
First off, many people skip the math, so they don’t have a target to hit. Some have an excuse such as: I don’t know my average sale, closing ratio, or some other part of the equation. That’s fine. Guess. Based upon other salespeople, industry averages, what your manager says, make an educated guess and come up with some numbers. Whatever those numbers are, increase them by 20%. The other excuse I hear is that the formula is too complicated. Go back and read the formula. A caveman can do that math.
Second, while doing the math is an issue in many cases, more often the bigger issue is actually executing on the numbers once people have them. At first glance, this almost always appears to be a time management issue, but as we dig deeper, we find something else. When someone fails to make the necessary calls it’s usually due to the fact that they are either scared, uncomfortable, or both. Sometimes the fear or discomfort is obvious, other times it’s a little more subtle. In the subtle cases, we have to take a look at human psychology.
Basically, the brain moves us toward pleasure and away from pain. Rejection for most human beings is painful to some degree. Although many people are able to overcome the pain, fear, and discomfort of rejection, the brain is super-creative and, while our conscious brain is telling us to make calls, the subconscious brain comes up with all sorts of reasons to avoid making prospecting calls. The most common ones I see are servicing current clients, spending too much time researching information before calling a prospect, doing paperwork during prime hours, and working on their call because they don’t feel like they’re ready to talk to a live prospect yet.
Another way people avoid making ‘live’ prospecting calls is to hide behind e-mail. I once had a business owner I was working with who was afraid to prospect. We agreed to start slowly by making three calls his first week. After the first week I asked how he did. He said, “I did okay, I made 2 ½ calls.” When I asked him where the ½ came from he said, “Well, actually, I didn’t make any phone calls, I sent five e-mails and I counted each one as ½ call.” An e-mail is not a prospecting call, it’s spam. An in-person call or phone call is a prospecting call.
Next, Chambers of Commerce and similar networking groups are not proactive prospecting. These are fine if you’re a veteran and have a great business and these are supplementing your business. If you’re new, you can go to these only after you’ve hit all your new prospecting calls for the week. The name of the game with any method is to meet new people, so your goal should be to meet five new people each time you go to one of these events. They may be guests or new members but the goal is five. Again, if you are a veteran with an established business, the number can be negotiable.
21
If you are within the first three years of your business, or you need to actively bring in new business, five new people is non-negotiable, and again, only after you’ve made all your new prospecting calls for the week. If you can’t meet five new people each time, you need to spend this time calling on new prospects.
Another diversion is social media. Two or three hours a day tweeting and putting posts on Facebook is not prospecting. Social media is fine as an addon to your prospecting and marketing, but the only true way to proactively prospect is by reaching people by phone or in-person. And these days, depending upon where you are and what the situation is, it may only be by phone, but it isn’t social media.
Lastly, the problem with the current pandemic… I know, I’m getting tired of hearing about it too… is that it gives the creative, subconscious brain yet another way to avoid making scary, uncomfortable prospecting calls. And let’s face it, without working too hard you can convince yourself this one is legit. But at the end of the day, it isn’t. If our world is to survive, business must continue and sales must be made. Without those, we’re dead. You’ve still got to make the phone calls, if not in-person calls, and at the end of the day hit the numbers that your math foretold, because ultimately only one thing leads to sales success: talking ‘live’ to enough people about your product or service.
John Chapin is a motivational sales speaker, coach, and trainer. For his free 5-steps to Sales Success Report and monthly article, or to have him speak at your next event, go to: www.completeselling.com John has over 32 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). You can reprint provided you keep contact information in place. E-mail: [email protected].
WHERE A HANDSHAKE IS STILL GOLDENBuilding on the foundation of Midwestern values, where a handshake is stillgolden, we take great pride in being a local business and are proud to be the
No. 1 writer of work comp in South Dakota.
www.RASCompanies.com800.732.1486Risk Management | Injury Prevention | Cost Containment | Claims Management
IIA Newsletter 2017_Layout 1 2/16/2017 3:47 PM Page 1
21
22
IIASD Crop Conference
September 15th, 2020 – 9:00 am – 4:00 pm Swiftel Center, Brookings, SD
After many virtual presentations, we are excited to provide a “live” event with great speakers and topics. Mark your calendar now to attend. Registration opens on August 1st at www.iiasd.org. Agenda includes sessions on:
• Crop Program update by RMA, Martin Barbre (remote) • How to Utilize Technology & Social Media in Marketing, Selling,
Processing and Reporting of Crop Insurance – Tracy Cotton • Precision Planting and Data Utilization – SDSU Precision Ag Dept • DC Farm Program Outlook – Tara Smtih, CIRB (remote) • Weather outlook for 2020-21 by Dr. Elwynn Taylor, Iowa State
Swiftel Center has worked with public health professionals to create a comprehensive safety program to protect all event attendees. Masks will be provided along with hand sanitizer and social distancing recommendations will be followed closely.
23
Continental Western Group® Your leader in commercial insurance, safety and experience.
CWG is Strong, Local & Trusted.
www.cwgins.com
Our customers
include:
•
• Small Business
Owners
• Manufacturers
• Agribusinesses
• Bulk Petroleum
Companies
• Contractors
Who has beeninsuring businesses for over
Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued. Continental Western Group is not liable for any loss resulting from use of information in this advertisement. | Copyright © 2018 Continental Western Group®. All rights reserved. | 1688CWG-AD-06-18
The companies of
1688CWG-AD-06-18.indd 1 06/25/18 12:57 PM
Food Processing
WE DIDN’T KEY THE CAR. BUT WE’RE THE KEY TO FIXING IT. AUTO INSURANCE THAT’S DESIGNED TO BE WORRY FREE
Wheels are the way around life. Protect vehicles with auto insurance from the Worry Free Company — IMT Insurance.
Learn how you can represent IMT Insurance at imtins.com/contact and help your policyholders Be Worry Free with IMT.
AUTO | HOME | BUSINESS
23
Visit ufgSolutions.com or call 605-763-8077.
At UFG, we have a national
footprint, but operate with the
service-oriented personality
of a hands-on regional carrier.
Our people know your region,
and are empowered to make
decisions specific to your area.
We know your space.
It’s that simple.
Not a complex point of view.
A CAREER You Can Count On…….Security First Bank believes that attention to detail, flexible and innovative services and remarkable customer care are the pillars of successful community banking, and
we’ve been committed to those standards since our founding in 1898.
We look for people who will embrace our values:Service Quality * Teamwork * Integrity * Adaptability * Accountability
As a Security First employee, you’ll be challenged to be better every day, while encouraged, supported, and valued, with your career growth as a consistent priority
and focus.
APPLY ONLINE: WWW.SECURITY1 STBANK.COM/CAREERS
Security First Bank
SECURITY FIRST BANK IS AN EQUAL OPPORTUNITY EMPLOYER OF WOMEN, MINORITIES, PROTECTED VETERANS, AND INDIVIDUALS WITH DISABILITIES.
INSURANCE AGENT
Seeking a Dynamic individual that will sell and assist customers will all their personal, commercial, and farm insurance needs.
This individual will be a team player, with strong marketing, organization and communication skills.
Must currently hold a license in property and casualty insurance or willing to obtain one within 90 days.
Location(s): Rapid City, SD
Agency Website Privacy Policy
Did you know you need to have a Privacy Policy listed on your agency website? Click HERE for a free template you can download and use for your agency.
Note: You must have a Big 'I' ID & password to access this.
This institution is an equal opportunity provider and employer.
TRUST THE CLAIM EXPERTS AT RAIN AND HAIL
Visit us at www.RainHail.com.
These are unprecedented times we live in. We want to make sure every policyholder has a speedy claim process that fits their comfort level. You can use our Mapping program to show adjusters were the damage is, eliminating the need for policyholders to show them in person. Once the claim is complete, the policyholder’s signature can be captured remotely, finishing the claim entirely online.
Scale tickets can even be submitted electronically through our partnership with Bushel, a mobile platform that works with grain elevators to provide growers free access to their production information through a mobile application. You connect your policyholder to their Bushel account on Agent Services, and their scale tickets are uploaded to Rain and Hail hourly, speeding up claims.
At the end of the day, we know what matters most to your customers. Having to file a claim can be a difficult time, but with over 1,000 knowledgeable adjusters across the country, our regionalized claim professionals are always ready to make the claim process as smooth as possible.
In person or remote, we are ready to serve you and your policyholders and get you both back in business.
COMMUNICATING TRUST
Strategies for Insurance Professionals
Written by M.P.A., J.D.
Trust Strategist & Nonverbal Communication Expert
“The more others trust you, the more they will invest in you.”
Imagine what more trust would look like in
your office, your business, or with your
customers.
Trust is necessary for every successful
human connection, both professional and
personal. The more others trust you, the
more they will invest in you.
Trust is one of the most critical and essential
ingredients in business, especially in
collaborative buyer and supplier
relationships like the insurance profession.
Mutual trust is not measured on ledger
sheets, but it positively influences operations
and performance.
Trust is primarily communicated with
actions, not with words. Research confirms
that the majority of our communication is
nonverbal, and that trust is expressed
mainly by what we don’t say (nonverbal
communication).
Nonverbal communication, or body language,
is an elaborate secret language that is used
by everyone but fully understood by few.
Those who are fluent in this secret language
build trust and gain influence faster than
their competitors.
Insurance professionals who communicate
trust to their clients, vendors, and staff, build
lasting and mutually beneficial relationships.
Unfortunately, too many professionals break
trust in a way that is subtle, fleeting, and
unintentional: like a thousand tiny paper cuts
that do as much damage as a deep stab
wound. These seemingly harmless trust cuts
usually show up in our nonverbal
communications.
DISPLAY In everything we do, our ability to demonstrate trustworthiness is crucial. Trust is the ultimate gatekeeper, and your ability to display confident nonverbals will enhance your trustworthiness.
When people trust you, they’re much more likely to believe you, hire you, do business with you, buy from you, and follow you—your ability to lead increases proportionally to your trustworthiness.
Empathy is critical in building trust with others using empathetic body language builds trust and respect because it facilitates openness and creates an environment that encourages collaboration over competition. There are several techniques I teach about how to display empathy.
A straightforward strategy is to move from behind your desk, removing a perceived barrier increases empathy and builds a bond of trust naturally.
DECODE Understanding body language signals what
people are thinking and gives you an edge
that could mean the difference between
making or losing the sale, referral, or
relationship. However, it is crucial to be
cautious when listening to “experts” who
claim that global behaviors like crossed arms
or lack of eye contact mean disinterest or deception.
Decoding body language is most effective
when we have context. For example, if you
are in a meeting and you observe a client
cross her arms, does that mean she is
closed off? Or could it mean that she’s cold,
or she’s been working out a lot and wants to
emphasize her toned biceps? What about the
vendor who has poor eye-contact and looks
away when asked about the issue in
question? Does this mean he is deceptive, or
could it mean that he’s trying to recall what
his spouse asked him to pick up on the way
home from work?
We don’t know if we only look at one body
language cue in isolation. To effectively
decode body language, a cluster of two or
more must be observed in context. A telling
cluster may include a lack of eye contact,
shifting from one foot to another, and
adjusting clothing. A more in-depth
discussion around decoding is required to
understand what you are looking for thoroughly. DETECT CONCLUSION “Trust is your most important advantage, and a lack of trust will always be your most significant liability.”
People lie for a variety of reasons: economic advantage, avoidance, personal advantage, to cover a mistake, the list is endless. How you detect deception and build trust is based in part on your unique experiences and current state of mind, which is why it is so important to be aware of your own biases. Personal bias is assessed when the situation is put into context.
To effectively detect deception, it is essential to engage in analysis, not speculation, which requires a focus on behavior that is directly associated with the response to a question or comment. Leakage cues play an essential role in deception detection. For example, if you ask a client a question and their verbal/nonverbal response is out of alignment (like answering yes (verbal) while shaking their head no (nonverbal), it is a reliable indicator of deception.
As consumers face an abundance of advertising messages, potential data breaches, privacy concerns, and confusion over where to find unbiased information, insurance professionals must understand how to improve trust.
It’s important to realize that every interaction we have either increases or decreases trust. Used consistently, the nonverbal techniques discussed above will go a long way in building trust with clients, staff, community members, and other stakeholders. Trust is your most significant advantage, and a lack of trust will always be your most significant liability.
POWER IN PARTNERS July 2020
DIAMONDIIASD Service Corp
Risk Administration ServicesPLATINUM
AcuityDoss & Associates
Farmers Mutual of NebraskaFinancial Markets Inc.Graber & Associates
Great Plains BrokerageLiberty Mutual/SafeCo
Nationwide Mutual Insurance Co.North Star Mutual Insurance Co.
United Fire GroupGOLD
Auto-Owners InsuranceCGB Diversified Services, Inc.
Columbia Insurance GroupContinental Western Group
Dakota Claims ServiceEMC Insurance Co.
Farmers Mutual Hail of IowaGreat American Insurance Co.
Infotech Solutions, LLCIntek Cleaning and Restoration
IMT InsuranceLiberty Mutual InsuranceMidwest Family Mutual
NAU CountryOneBeacon Insurance Group
Pro AgRain & Hail, LLC
Rural Community Insurance ServicesSFM Mutual Insurance Co.Western National Insurance
SILVERAccident Fund Ins Co. of America
American West InsuranceArmTech Insurance Services
Berkshire Hathaway Guard InsuranceCapital Premium Financing, Inc.
Concorde Generaal AgencyFarmers Alliance Mutual
Mid-America Risk Managers, LLCMissouri Valley Mutual Insurance Co.North American Software Associates
Northwest GF Mutual InsuranceProgressive Insurance Co.Risk Placement Services
Swiss ReState Auto Insurance Co.
Wellmark Blue Cross & Blue ShieldBRONZE
Bjornson/Sentinel E & L