e-Insight - April 2023 - Member

Board of Directors

Executive Committee

Chairman of the Board | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance

President | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com

President-Elect | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Vice President | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

Secretary/Treasurer | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

IIABA National Director | George Daly (708) 845-3311 | george.daly@thehortongroup.com

Regional Directors

Region 1 | James Sager (618) 322-9891 | james@sagerins.com

Region 2 | Ray Roentz (618) 639-2244 | ray.roentz@hwcrins.com

Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com

Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com

Region 5 | Noele Tatlock (309) 642-6855 | ntatlock@unland.com

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com

Region 7 | David Jenk, Esq. (312) 239-2717 | djenk@nwibrokers.com

Region 8 | Charles Hruska (708) 798-5700 | chas@hruskains.com

Region 9 | Lindsey Polzin (630) 513-6600 | lpolzin@presidiogrp.com

Region 10 | Mohammed Ali CS (847) 847-2126 | mali@aliminsurance.com

At-Large Director | Amiri Curry (847) 797-5700 | acurry@assuranceagency.com

At-Large Director | Jeff McMillan (815) 265-4037 | jeff@mcmillanins.com

At-Large Director | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

At-Large Director | Luke Sandrock, CIC (815) 772-2793 | lsandrock@2cornerstone.com

Committee Chairs

Budget & Finance | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

Education | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com

Farm Agents Council | Steve Foster (217) 965-4663 | s.foster@ciagonline.com

Government Relations | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance

Planning & Coordination | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com

Technology | Brian Ogden (217) 632-2206 | brian@ogdeninsurance.com

Young Agents | Renee Crissie (224) 217-6577 | renee@crissieins.com

Director of Information and Technology Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

Director of Education and Agency Resources Brett Gerger, CIC - (217) 321-3006 - bgerger@iiaofil.org

Accounting & Admin Services Tami Hubbell, CIC - (217) 321-3016 - thubbell@iiaofil.org

Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP - (217) 321-3013 - jjacobs@iiaofil.org

Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org

Chief Executive Officer Phil Lackman, IOM - (217) 321-3005 - plackman@iiaofil.org

Central/Southern Marketing Representative Lori Mahorney, CISR Elite - (217) 415-7550 - lmahorney@iiaofil.org

Director of Government Relations Evan Manning - (217) 321-3002 - emanning@iiaofil.org

Office Administrator Kristi Osmond, CISR - (217) 321-3007 - kosmond@iiaofil.org

Director of Communications Rachel Romines - (217) 321-3024 - rromines@iiaofil.org

Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org

Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net

Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

“How Do You Attract Talent?”

I have been asked the question many times, “How do you attract talent?” or “Why do people come work for you?” and I am never really sure how to answer those questions; for a couple of reasons. One, I don’t want to give away our secrets, and two, I am not sure I really know the answers.

Over the last couple of years, our agency has tried to break down the hiring and recruiting processes to decipher what has worked, why, and how we can replicate successful hires.

Get out your highlighters. I will now give you a few of my insights from the small amount of data we have accumulated.

I think it is time to stop using the term “Attracting Talent.” We looked at ourselves and who we are fundamentally as an insurance agency. When my father started his insurance career, he didn’t just put his phone number in the phone book (for some of you, that is a big book of yellow pages that lists all the businesses in the area) and expected the phone to ring. He went out into the community, spoke to business owners, and found clients, attracted clients.

I believe that needs to be the mindset when it comes to finding new employees – find talent, attract talent. Go out into the community and proclaim how great an industry we have and why someone with incredible talents should be working in the insurance business.

Based on where our agency has had success, my next insight is to look at certain industries that may fit well with the culture of your agency or niche that you currently have or are looking to get into. Talk to people you know, circles of influence, or look at who you are connected with on LinkedIn. Call them up, email them, take them out for coffee, and see if they are ready for a change.

Our agency has had great success with a certain coffee chain with a fantastic training program that teaches their people to talk and interact with their customers, think quickly, and act under pressure. These employees perform great in our office. Every time I am going to get coffee, I may also be recruiting. Can I write off all my coffee as a recruiting expense? (Do I even know what a write-off is?)

Just some thoughts.

We have some golf outings coming up that I would truly enjoy seeing everyone at, please come out and golf or, at the very least, join us at the reception to support our regions as well as IIAPAC.

The book of the month is a recommendation by Ned Cooke of Joseph M Wiedemann & Sons, Inc. It is a cookbook, BBQ USA, 425 Fiery Recipes from All Across America, by Steven Raichlen.

President Lesch with the team at Árachas Group.

Government Relations on the State and National Level

While many find it interesting how the government functions on all levels, I find it sad. I have been around the state level 30+ years, the national level for at least four years, and the municipal level for six years. Time I will never get back. Involvement has never been more important than it is now, as legislator turnover is high and polarization (either far left or far right) is at an all-time high. I will go from low to high.

I have always believed that you cannot complain if you don’t participate. So, six years ago, I decided to run for Village Trustee in my town. I saw that we were a town growing extremely fast and wanted to help guide the town into the future responsibly and controlled. What I found was that our Mayor and other Trustees had agendas and didn’t always do what was best for the town and voted based on their own or someone else’s agenda, which most of the time benefited them. There were votes that I made that were not necessarily in my best interest but better served the town. I just couldn’t believe how influence and power hunger trickled its way down to the lowest levels of government. People ran to have power or to continually get re-elected and not to make their town a better, more attractive place to live and raise a family. Luckily, we do have a good town, but it is due to our fantastic schools and police force and is despite our leadership. I remember a time when the middle governed and people did things for the right reasons. This is when I walked to school up hill both ways (we had it soo tough).

We make the most impact as an Association at the state level due to direct involvement with legislators. Unlike municipalities where elected officials stay forever, the state level sees great overturn and change. When I first started with State in 1959 (feels like it), legislators got in and stayed for multiple terms, and Republicans worked with Democrats as they were pretty similar with slight differences. Gradually over time, that has changed, and Illinois has become almost exclusively Democrat, with middle-of-the-road democrats becoming more and more like the DoDo bird (extinct). For that reason, we constantly have to educate new legislators due to that turnover, which is at an all-time high. We also have to deal with the many nuances involved, as when we find a good and reasonable legislator the toughest part is getting them in a position to get re-elected. We are in unprecedented times in that the attacks on the free market, which helps drive down premiums, has never been under this much of an onslaught of bad legislation. Do not neglect to give to IIAPAC, as this is our main line of defense to stave off the crazy legislation being considered every new session. The real problem is when a very bad bill doesn’t pass, the Democrats look to primary those that didn’t support their initiative, and when that happens, the re-education effort has to start from scratch again. It has basically become Groundhog Day for Evan and the rest of us year in and year out. For example, a comprehensive Prescription Benefit Manager Bill was introduced at least ten consecutive years and then finally passed a couple of years ago. This year an auto rate regulation (Bad, Bad, Bad and one more Bad) bill has been introduced by a consumer group (even though it would

harm consumers the most). This has been brought up on the national level for 20 years and never gotten traction on the state level as the states realized it was a bad deal. Now it is a real threat to pass, so we have coordinated with insurers, as well as many other stakeholders, to ensure that it doesn’t pass and theoretically kill Illinois’ competitiveness in the auto insurance marketplace.

Currently, we are 5th in size and 25th in rates in the country. Who in their right mind looked at this and thought, “Hey, we need to fix this.”? This is just one example of the craziness we are dealing with in Illinois. Imagine that this is a game of whack-a-mole, and we are playing with a tiny hammer. The more each member of the Association donates to IIAPAC, the bigger the hammer gets to wield in the whack-a-mole game. This helps us to support reasonable legislators against primary opponents. I guess Evan can look at this and say, “Hey, I’ve got great job security” - even though he would probably like to focus on passing great legislation that can make a difference for our industry and the consumers of Illinois. He has passed many things these last couple of years, but it is getting tougher and tougher to accomplish. He has been able to do this due to your past contributions and will continue to do these vital tasks with your future contributions. We must remember that one guy managed the bills that saw a vote pretty well for 40+ years, and he is no longer there, so many more bills are getting chances to see the day of light that would have never been put forward for a vote in the past. This isn’t necessarily bad, but Evan is now fighting the good fight on more fronts.

Lastly, federal governmental affairs are just as big, if not bigger, in importance. Remember, federal law trumps(pardon the pun) state law. So if we fight something off at the state level, but the federal government passes the same legislation, we lose, along with the other 49 states. So, our state effort will have been effectually for nothing. That is why it is just as important to contribute to InsurPAC (Big I). We were second in the Big I nation last year in contributions. That is huge and gives a seat at the grownups table. We send a contingency to the Big I Legislative Conference in April, which allows us to meet with various legislators and convey our concerns as an Association. This imparts how important the various issues are to our members, and the legislators hear it first-hand from Evan and the team.

All three of these governmental areas are about relationships. Unfortunately, the state landscape has made Evan make new friends every couple of years and try to establish some education, trust, and loyalty in a very short period of time. Municipality-wise, this governance has nothing to do with our Association’s concerns. State level has become a speed dating arena in that you have a short period of time to establish a relationship that potentially won’t exist in a few years. Federal is like that significant other you’ve dated for 25 years, so you have to find new Jedi mind tricks to accomplish the Association’s legislative goals. If you ignore State or Federal, even though they are two different animals, one of them may come back to bite you in the rear. In closing, let’s give Evan all that he needs to enable him to speed date and cultivate his long-term relationships. We won’t tell Lexi (Evan’s new fiancé).

As with anything in life, you need to participate, and that participation may only be a contribution, but that participation will exponentially increase our chances of success. If one of these bills that are bad for our industry and our consumers were to pass, you should ask yourself, “Did I give enough or participate enough?”. We all lose when these bad bills pass, and we will all win when they don’t pass.

As always, this is just Brett’s 5 Sense (hopefully, we get inflation under control and can return to 2), and I hope it was helpful. If you need any clarification or have any suggestions for future articles, please email me at bgerger@iiaofil.org.

LEGISLATOR INTERVIEW

Thank you for your time Representative, we appreciate the opportunity to let our members hear from you. Can you please tell us a little about your background in public service?

I have been an insurance agent for many years and became involved in advocating for our industry with legislators at the state and federal level on many issues through NAIFA Illinois. I have also been involved in many volunteer organizations serving my community over the years, including our local chamber of commerce, public library, rotary club, YMCA and local chapter of the American Red Cross. When the opportunity came to run for State Representative it was the right time, and my industry peers helped launch me to a successful first election. As agents, we seek to make a difference. It’s been a natural match.

In your opinion, how important is the role of insurance agents in helping consumers properly cover their risks?

Critical. My team and I do this every day for our clients. This is a complex industry, and ensuring people have the right information and coverage is vital to help them in times of need. I do have concerns with agents that are not members of their professional trade associations like IIA. This is because the caliber of work they put into the marketplace generally isn’t the same level of excellence and commitment to being the best. We need folks committed to their profession, and IIA is a great avenue to getting us there.

In your opinion, what role do trade associations have in the legislative process?

As an active agent and former President of NAIFA Illinois, our trade association was our avenue to give voice to our concerns on issues impacting our work and our customers. As a legislator, the trade association connections or leaders are the people I turn to for insight on issues.

Are you sponsoring any specific bills of interest that our agents should know about? If so, what can you tell us about them?

As Ranking Republican Spokesperson on the House Insurance Committee, I see my role as more about bringing sanity and perspective. For example, this session I’m trying to share an understanding of the devastating impact of rate regulation or removing credit as an underwriting characteristic. These sound good but would increase the premiums on customers. My goal is to stop bad things from passing, perhaps making them a little less bad.

On my agenda, I’m working on reforms in the Biometric Information Privacy Act (BIPA) space so employers won’t flee Illinois, continuing to pursue development in the data center program, assisting victims of human trafficking, eliminating the 47 year TIF extension option and changing tax levy publications so there’s more transparency for taxpayers.

With the current economy and factors of inflation, how do you feel the Illinois General Assembly is positioning the state to help businesses and consumers thrive?

At times, it’s as if many legislators don’t know there is a problem. Since Mike Madigan’s departure, there have been a whole series of bad bills that have passed in the Illinois House that act as if there are no cost consequences to anything the state mandates. The Governor and majority party have increased the state budget 20% ($39 bn to $49 bn) in my four years here, and we continue to spend more than our capacity to take in revenue in the long term. I will compliment the administration for setting aside rainy day funds and paying down our backlog of bills. Both those items were having an adverse impact on Illinois, and we see that improving. I only wish we saw a corresponding slowdown in business regulations that are driving employers to consider other states, as well as fewer new programs to spend limited tax revenue.

Illinois is well regarded for its open and competitive regulatory environment that has hundreds of insurers competing in both personal lines and commercial lines of insurance. What are your thoughts on regulating the industry? What changes would you propose?

I love the current insurance environment in Illinois. Open competition is beneficial to all concerned, and we need to fight to retain that for our customers because most are unaware of how good they have it.

How can our members be more involved and better informed in the Legislative process?

There is a significant issue in Illinois today where folks are not engaged in the work we do in the legislature – there is apathy. As a result, there is little accountability for the actions we take at the Capitol. If your members held in-district visits with the 117 other representatives and 59 senators, we’d create more awareness and stand out. Showing up is halfway to winning.

What should our members know about your Legislative goals for 2023?

They are lofty but specifically crafted to gain appeal enough to pass in a legislature that is dominated by my peers from across the aisle. As I learned in my insurance sales courses, it’s the subtle work of persuasion that takes the most skill. So, while I may not have many headline grabbers, I hope to keep things a little less bad than they otherwise could be.

We reached out to Representative Jeff Keicher for his thoughts on the insurance industry, the legislative process, and the current economy.

Representative Jeff Keicher 70th District

D o e s I n su

P a c W o r k ?

Agents, brokers and carrier partners protect their business by contributing to InsurPac.

$$ is distributed to U.S. Congressmen, Senators and candidates seeking federal office who are supportive of the IA system and small business in general.

Those relationships help open doors to advocate for or against legislation that directly impacts the IA system.

R e c e n t V i c t o r i e s

InsurPac allows our federal lobbyists to constantly attend fundraising events on Capitol Hill. At each of these events they develop relationships with members of Congress and their staff.

The Big “I” successfully defended important tax policies from attempts by the current Administration and Congress to overturn them. These tax policies include maintaining the current tax rates for S-corps and Ccorps, keeping the 20% small business tax deduction intact, and preventing an increase in the capital gains tax

The Big “I” was one of the only small business groups to successfully secure an exemption, legislatively and regulatorily, for its members from reporting beneficial ownership to the Treasury Department’s Financial Crimes Enforcement Network (FinCEN).

The Big “I” has successfully advocated for the extension of the National Flood Insurance Program (NFIP) on numerous occasions over the last several years

InsurPac speaks as a collective voice for thousands of donors whose contributions directly to federal campaigns might go unnoticed.

How Can I Contribute?

2. Make a check payable to InsurPac and mail to 20 F St NW, Washington, D C , 20001

Navigating Illinois Employment Law Changes

By Jennifer Jacobs

Navigating Illinois’ ever-changing employment law is a challenge, but having a current handbook available is a key component in onboarding new employees. Stay up to date on what’s happening in the General Assembly by checking the weekly Springfield Update from Evan Manning during the legislative session. Once a bill has become law, you can refer to the IIA of IL Solution Center at www.iiaofil.org/SolutionCenter for best practices and sample employment policies that you can use as a basis for drafting your own. To ensure that your policies are up to date and comply with current law, check with the legal team at HeplerBroom – remember that association members can receive a free, 30-minute legal consult each year: https://tinyurl.com/IIA-Free-Legal.

Below is a synopsis of the most recent significant employment law changes for your review. The list is not comprehensive, nor is this information meant to be construed as legal advice.

Effective January 1, 2023 – Family Bereavement Leave Act

Illinois employers with more than 50 employees are covered by the Family Bereavement Leave Act (FBLA). The FBLA amends the Child Bereavement Leave Act (CLBA) to expand bereavement leave to allow employees to make arrangements, attend a funeral or grieve the death of a covered family member. The circumstances under which leave should be extended include miscarriage, failed assisted reproductive technology procedure, unsuccessful

adoption attempt and other diagnosis or complications related to fertility. An employee is only eligible to take FBLA leave if they meet eligibility requirements set forth by the Family Medical Leave Act (FMLA) which include 12 months of employment, working a minimum of 1250 hours in the past 12 months and working for an employer that employs more than 50 employees within a 75-mile radius. FBLA provides for up to 10 work days of unpaid leave.

Effective January 1, 2022 – IL Freedom to Work Act Amendments

Freedom to Work Act was enacted in 2017 to place restrictions on covenants not to complete with lowwage employees. The amendment that went into effect on January 1, 2022 increases the threshold to prohibit covenants not to compete with those earning less than $75,000 per year, a threshold that will increase again in 2027. Covenants not to solicit are prohibited with employees earning less than $45,000 per year, a threshold that also increases over time, beginning on January 1, 2027.

Covenants are prohibited with employees terminated or laid off due to the COVID-19 pandemic or similar circumstances unless the employee is given compensation equal to the employee’s base salary at the time of termination for the period of enforcement minus any compensation earned through a new employer during period of enforcement.

Covenants may be enforced if they are:

• Ancillary to a valid employment relationship

• Have adequate consideration (2 years of continued employment or additional professional or financial benefits.

• No greater than required for the protection of a legitimate business interest to the employer – factors to be considered: employee’s access to confidential information, exposure to customer relationships, nearpermanence of customer relationships, time, place and scope of activity restrictions.

• Not found to impose an undue hardship on the employee

• Not injurious to the public

Employees must be advised in writing to consult with an attorney before entering into a covenant and must be allowed 14 calendar days to review the contract before signing it.

Equal Pay Act – 2022 Implementation

Employers with 100 or more employees must submit application to obtain an equal pay registration certificate from Illinois Department of Labor between March 24, 2022 and March 23, 2024 and every two years thereafter. Find out more at https://labor.illinois.gov/laws-rules/conmed/ eprc.html.

Illinois Secure Choice Retirement Savings – Employers with more than Five Employees Must Comply by 11/1/23 Businesses with more than 15 employees are required to offer their employees a retirement savings plan or register to facilitate the Illinois Secure Choice retirement savings program to provide employees with a mechanism to save for retirement through payroll deductions. Businesses with five or more employees must comply by November 1, 2023.

CROWN (Create a Respectful and Open Workplace for Natural Hair) Act – January 1, 2023

The CROWN Act amends the Illinois Human Rights Act (IHRA) to expand the definition of “race” for the purposes of combatting unlawful discrimination in Illinois. The definition of “race” now includes “traits associated with race, including, but not limited to, hair texture and protective hairstyles such as braids, locks, and twists.” Employment policies regarding dress and grooming should be reviewed to ensure that they are not in violation of the CROWN Act.

Paid Leave for All Workers Act – Effective 1/1/24

Effective January 1, 2024, employers must provide all employees with one hour of paid leave for every 40 hours worked. The paid leave must be granted for any reason; however, employers can set guidelines regarding how and when to request time off for planned absences and must develop a written policy and process in order to do so. Employers who currently offer paid leave that satisfies the minimum of one hour for every 40 hours worked and allow the time to be taken for any reason do not need to modify their existing policies.

Employers who front-load the 40 hours of paid leave will be exempt from paying the leave upon separation. Employers who accrue the leave are required to allow employees to roll over up to 40 hours of leave to the next year.

For assistance on developing these and other employment policies, visit the IIA of IL solution center at www.iiaofil. org/solutioncenter.

Jennifer Jacobs is the Director of HR for the IIA of IL. She can be reached at jjacobs@iiaofil.org.

https://tinyurl.com/IIA-Free-Legal

Five Issues on the Agenda at 2023 Big ‘I’ Legislative Conference

The annual Big “I” Legislative Conference will take place April 26-28 at the Renaissance Washington, D.C. Downtown Hotel. During the conference, independent insurance agents and brokers from across the country will share their perspectives with legislators on issues important to the independent agency system.

This year’s conference will focus on issues that have the potential to have a real impact on an agent’s bottom line, so your participation is crucial. Here are five issues facing independent agents that will be a focus at this year’s conference:

1) Ensure state implementation of federal data privacy standards. Congress established data privacy standards for insurance agencies, insurers and other financial institutions with the passage of the Gramm-Leach-Bliley Act (GLBA) in 1999. The GLBA requires financial entities to disclose information-sharing policies and inform consumers of their ability to stop the sharing of protected information with certain third parties.

GLBA adopted a framework based upon functional regulation that appropriately empowered state insurance commissioners to implement and enforce these privacy protections for the insurance market. However, Congress is now considering significant revisions to these requirements.

It is important to leave implementation and enforcement of federal privacy standards in our industry to state insurance regulators and not cede authority to federal regulators. Additionally, federal privacy legislation must not include a private right of action, which would allow trial lawyers and judges to become de facto regulators and enforce the law through litigation. Critically, any new mandates must also be clear, reasonable and workable, as well as recognize the differences between large and small businesses.

2) Maintain small business tax fairness and incentivize mitigation through tax credits. The Big “I” supports legislation that would make permanent the 20% small business deduction (Section 199A) passed as part of the 2017 Tax Cuts & Jobs Act.

The deduction, which is scheduled to expire at the end of 2025, is heavily relied upon by many Big “I” members and their clients to expand their small businesses, hire more employees and better serve their communities. Passthrough entities have also factored this deduction into their operations so its expiration would result in a tax increase, create an unlevel playing field and put pass-throughs at a disadvantage to those filing taxes at the corporate rate.

Additionally, the Big “I” encourages Congress to support legislation that promotes risk mitigation through tax credits. As a result, the Big “I” asks Congress to pass legislation to provide targeted tax credits to individuals and businesses that proactively strengthen their homes and buildings against damages caused by natural disasters, such as wildfires, flooding and wind.

3) Oppose the Federal Trade Commission (FTC) noncompete proposal. The FTC has proposed a national prohibition on the use of most noncompete agreements. Although this proposal is targeted at employment agreements that block workers from securing employment or starting a competing business and is not intended to apply to other restrictive covenants utilized by many insurance agencies, the FTC’s actions are concerning.

This sweeping proposal is unprecedented and would preempt the laws of nearly every state. The FTC is asserting it has the power to issue this and similar rules regulating competition but only Congress can enact such significant changes in the law and never empowered the FTC in this manner. The proposed ban includes a lone, narrow exemption that would allow the use of noncompete clauses when a business or its assets are purchased, and the person restricted by the agreement has at least a 25% ownership interest in the entity being sold.

If the FTC moves forward with this proposal, it must broaden this exemption for business sales, add other exceptions, such as some for highly compensated workers, and clearly protect the use of nonsolicitation and nondisclosure agreements.

at the Conference

By Teddie Norton Reilly

4) Extend and reform the National Flood Insurance Program (NFIP). With the NFIP extended through Sept. 30, 2023, the Big “I” supports a long-term reauthorization of a modernized NFIP that would increase take-up rates, both in the NFIP and the private market.

Specifically, the Big “I” supports legislation that would allow for private flood insurance to satisfy continuous coverage requirements and ensures that if consumers leave the NFIP for the private market and must later return, they can do so without penalty. The Big “I” also opposes any policies that would harm the Write-Your-Own (WYO) Program, including WYO reimbursement reductions, and would negatively impact the sale of flood insurance. Further, with Risk Rating 2.0 now implemented, it is essential for FEMA to clearly communicate with agents so they can explain how rates are set and changes in premiums to their customers.

5) Protect the Federal Crop Insurance Program (FCIP). The current Farm Bill also expires on Sept. 30, 2023. As Congress negotiates a new five-year bill, it is critical to support policies strengthening the stability and effectiveness of the FCIP. Over the past several years, crop insurance has helped farmers navigate the challenges posed by weather disasters, supply chain disruptions and uncertain markets.

The Big “I” supports a strong and robust FCIP that provides certainty for our farmers and communities and will continue to oppose legislative and regulatory efforts to weaken the efficient and effective private sector delivery of crop insurance.

With a busy year ahead, the Big “I” is looking forward to having agents and brokers from across the country advocating on Capitol Hill. Join us in April to bring your message to the Capitol! Visit the dedicated Legislative Conference webpage to register, view more information about the Conference and see the full schedule of events.

Teddie Norton Reilly is Big “I” Director of Government Affairs Operations.

Big ‘I’ Chairman Meets with Congressional Leaders

By Nathan Riedel

Big “I” Chairman John Costello was in Washington, D.C. during the last week of March to meet with members of Congress and set the groundwork for the 2023 Big “I” Legislative Conference, to take place April 26-28 in Washington, D.C.

Costello, partner of USI Insurance Services in Rochester, New York, proudly represented the association’s quarter of a million TrustedChoice® independent insurance agents on Capitol Hill. He met with members of the New York delegation, including U.S. House Republican Conference Chair Elise Stefanik (R-New York) and Reps. Joe Morelle (D-New York), Claudia Tenney (R-New York), Andrew Garbarino (R-New York), Mike Lawler (R-New York) and Nick Langworthy (R-New York).

Costello also met with National Republican Congressional Committee Chairman Richard Hudson (R-North Carolina) and participated in an InsurPac-hosted dinner for Rep. Blaine Luetkemeyer (R-Missouri), who is a leader on the House Committee on Financial Services and recipient of the 2022 Big “I” Legislator of the Year award.

During the meetings, Costello reminded members of Congress and their staff of the critical role the independent insurance agency system plays in protecting America’s families and businesses. He also discussed important issues such as tax reform, flood insurance, data privacy and crop insurance among others.

The quality of congressional meetings did not go unnoticed. Costello remarked that “as we had our productive meetings on Capitol Hill, it was obvious that the Big “I” is held in extremely high regard with members of Congress and their staff. We should be very proud of the way the government affairs team represents agents and brokers in front of our nation’s leaders.”

Nathan Riedel is VP, Political Affairs for IIABA and can be reached at nathan.riedel@iiaba.net.

From left to right: Bob Rusbuldt, Big “I” President & CEO; John Costello, Big “I” Chairman; House Republican Conference Chair Elise Stefanik (R-New York); Charles Symington, Big “I” Executive Vice President; and Nathan Riedel, Big “I” Vice President of Political Affairs.

April 13-14

Holiday Inn ■ Bloomington/Normal, IL

Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships

Designed to meet the needs of everyone in our industry young agents, veteran agents, CSR’s

9 hours continuing education

Powered by:

Education Sessions

The Independent Agency Playbook for Navigating a Hard Market

Presented by David Carothers

This session will explore the ins and outs of a hard market and why it occurs. Attendees will discuss strategies for managing the hard market and how to embrace technology to help streamline processes and workflows. Using examples and case studies, David Carothers will provide real-life scenarios for navigating the hard market and will also provide additional resources and information to help attendees come out of the hard market even more successful than they were prior to these market conditions.

Hard Market Panel Presentation

Panelists: Cindy Jackman, Chris Knox, Brian Ogden, Brent Timmerman

If the current market conditions have your head spinning, this session is for you! Following his morning session, David Carothers will moderate a panel of experienced insurance professionals to hear their tips, tricks, and advice. Having had to navigate tough market conditions in the past, attendees will hear more about the panelists’ past experiences, what worked for them, and what didn’t.

Sell and Create Desire to Close QUICKLY!

Presented by John DeJulio

This exciting training will change the way you approach your business. International speaker and CEO, John DeJulio will teach you EXACTLY what to do, specifically in the insurance industry, to automate a constant flow of clients. In addition, John will teach the exact strategies and tools only the best in the world know when it comes to speaking and influencing so that these leads not only want to do business with you but convert quickly!

Show Down to Speed Up

Presented by Chris Cline

In today’s world there is no shortage of options, risks, and even distraction. While it is important to be nimble and innovative, it has never been more important to also act with intent. In this interactive session, we’ll then explore the concept of slowing down to speed up as thought exercise in aligning strategies to business decisions.

Insurance Marketing in a Hard Market

Presented by Andrew Bartlett

The way insurance agencies market and advertise their business has changed drastically over the years. In this session, attendees will learn how their insurance knowledge can be used to create content to help build their brand through marketing and communications and broaden their sales tactics and avenues through which they sell insurance.

“Once I attended my first Edge Conference, I wanted to keep coming back every year because of all the people I got to meet and network with, while also learning from the speakers that spoke at the conference.”

-

Cody Imming, long-time EDGE attendee

JM Wilson Announces New Hires and Promotions

JM Wilson has announced several new hires and promotions.

Paige Craft has joined JM Wilson as Assistant Surety Underwriter. Paige is respon-sible for assisting surety underwriters on a wide variety of risks, including processing bond renewals and following up on new and renewal quotes for independent insurance agents in all states that JM Wilson serves. Previously, Paige was a Senior Administrative Assistant at a claims processing company, as well as a Front Desk Supervisor for a hotel management group.

Lesley Boles, CIC, has been added as Personal Lines Underwriter. Lesley is responsible for underwriting a wide variety of new and renewal personal lines risks, as well as strengthening relationships with independent insurance agents and company underwriters in all states that JM Wilson writes in. Lesley has prior experience in an insurance agency where she was a Personal Lines Manager and Claims Service Manager.

The managing general agency and surplus lines broker has hired Jennifer Mikos-Benavides as Assistant Transportation Underwriter. She is responsible for assisting underwriters with a wide variety of new and renewal commercial transportation accounts, as well as maintaining relationships with carriers and independent insurance agents in Illinois, Iowa, and Wisconsin. Prior to joining JM Wilson, Jennifer worked in banking and commercial loans for over 20 years.

Tim Frawley has been promoted to Executive Property & Casualty Underwriter and is responsible for underwriting a wide variety of new and renewal property and casualty risks, as well as building relationships with independent insurance agents and company underwriters in Illinois and Iowa. With an increased level of product knowledge, Tim is a leader and resource to other un-derwriters in his department. Tim joined JM Wilson in 2016 as an Assistant Property & Casualty Underwriter before being promoted to Underwriter in 2017, and Senior Underwriter in 2019.

Adam Mandwee, TRS has been promoted to Fleet Transportation Manager. Adam is responsible for managing the day-to-day operations of the Fleet team and developing rela-tionships that foster growth with carriers and new and existing independent insurance agents in all states that JM Wilson writes. Adam joined JM Wilson in 2016 as an assistant transportation underwriter. Promotions in the transportation practice soon followed to the positions of underwriter, senior underwriter, and assistant fleet manager, before this latest promotion to Fleet Transportation Manager. Adam attended Western Michigan University and earned a bachelor’s degree in Business Management with a minor in General Business. In addition, Adam also earned his TRS (Transportation Risk Specialist) designation from the MCIEF (Motor Carrier Insurance Education Foundation.)

Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level

Arlington/Roe

Blue Cross/Blue Shield of IL

Keystone Insurance Group, Inc.

Pekin Insurance

Silver Level

Imperial PFS

IMT Insurance

SECURA Insurance

West Bend Mutual Insurance Co.

Bronze Level

AAA Insurance

A. J. Wayne & Associates

AMERISAFE

AmTrust North America

Auto-Owners Insurance Co.

Badger Mutual Insurance Company

Berkley Management Protection

Berkshire Hathaway Guard Insurance Companies

BluSky Restoration Contractors

Central Illinois Mutual Insurance Company

Chubb

Columbia Insurance Group

Continental Western Group

Cornerstone National Insurance Company

Cowbell Cyber

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Foremost Choice Property & Casualty

Forreston Mutual Insurance Company

Frankenmuth Insurance

Grinnell Mutual Reinsurance Company

IA Valuations

Illinois Mine Subsidence Ins. Fund

Illinois Public Risk Fund

Indiana Farmers Insurance

Insurance Program Managers Group

J M Wilson

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Main Street America Insurance

Maximum Independent Brokerage, LLC

Mercury Insurance Group

Method Workers Comp

Midwest Insurance Company

Nationwide

NHRMA Mutual Workers’ Compensation

Previsor Insurance & Missouri Employers Mutual

PuroClean Disaster Services

Rockford Mutual Insurance Company

ServiceMaster DSI

SERVPRO of Gurnee

Society Insurance

SPRISKA - Specialty Risk of America

Travelers

UFG Insurance

UIG - The Agent Agency

Utica National Insurance Group

W. A. Schickedanz Agency, Inc./Interstate Risk Placement

Western National Insurance

Westfield

Association Update

Quarterly Board Meeting

The IIA of IL Board of Directors held its second quarterly board meeting virtually on March 23rd. Phil Capps of Kerber, Eck & Braeckel presented the consolidated financials and reported a clean audit opinion to the board of directors. Committee Chairs reported on the work that has been taking place at the committee level to prepare for the EDGE Conference, to develop positions on current legislation and to evaluate and programs and resources for the membership. The Planning & Coordination Committee presented a proposal to restructure the board positions to allow more flexibility in regard to the regional positions and to elect board members who represent the varied interests of the membership. Board members were invited to share feedback which will be considered by the committee before the proposal is presented to the board for approval in at the May 23 board meeting in Elgin.

Several staff members enjoyed a virtual visit with associate member:

March Wrap-Up

6 days

9 Cities

175 members

1,330.1 miles on the van

Association staff hit the road in March on a mission to visit as many members as we could in nine different locations. With a goal of bringing association programming to areas where we didn’t have programming scheduled in 2023, we made stops in Effingham, Marion, Edwardsville, Vernon Hills, Downtown Chicago, Joliet, Westmont, Quincy and Rock Falls. If you’re feeling left out Bloomington and Peoria – we held the Protégé Sales Bootcamp and have the EDGE Conference and Farm Agents Summer Meeting coming to Bloomington this year and Peoria has hosted the Farm Agents Winter Meeting and will be the site of our 2023 CONVO!

The IIA of IL team shared:

• strategies for successful hiring

• low cost digital marketing tips for your agency

• making the most of market access programs

• resources to use when evaluating your agency tech

• a legislative update and more!

If you weren’t able to make it to a roadshow, check out our website at https://iiaofil.org/Agency-Challenges-Solved or reach out to our staff https://my.iiaofil.org/About-Us/Staff-Directory and we will help you find the association resource to fit your agency needs.

May

Virtual Class

The Insurance Company Operations Course describes how insurance companies function and why that is important to all insurance and risk management professionals. Learn about the important strategic decisions made by executives and the philosophy and responsibilities in product development, underwriting, distribution, claims, and other vital company departments.

Discuss how strategies, regulations and compliance affect both clients and company employees. Understand the different types of tactical strategies and the importance of effective procedures. Learn ways to establish goals and manage compliance. Insurance company organization and structure decision strategies covered in this course are: organizational format and function, culture decisions and planning, regulatory and compliance considerations, sales and marketing strategies, and reinsurance considerations. www.iiaofil.org/education

For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

On Tuesday, March 28, 125 insurance agents and carrier representatives attended Insurance Industry Legislative Day in Springfield. The education session featured a panel discussion on legislative issues with the potential to impact the industry:

• Rate Regulation for Auto and Health Insurance

• Flood Insurance Education for all Property Producers

• Public Adjuster Reform

• Financial Literacy

• State Based Exchange

• Health Insurance Mandates

• Public Construction Bonds

• Market Conduct

• Data Security

Panel Participants:

• Kate Morthland, IL Life & Health Insurance Council (ILHIC)

• Laura Minzer, IL Life & Health Insurance Council (ILHIC)

• Kevin Martin, Illinois Insurance Association (IIA)

• Phil Lackman, IIA of IL

• Evan Manning, IIA of IL

Featured speakers included:

• Joanna Coll, General Counsel for the Illinois Department of Insurance

• Representative Bob Morgan (D-Highwood), Vice-Chair of the House Insurance Committee

• Senator Napoleon Harris (D-Dolton), Chairman of the Senate Insurance Committee

• Representative Jeff Keicher (R-Sycamore), House Republican Conference Chair and NAIFA IL member

Wrap-Up

Thank you to the event sponsors:

Platinum Sponsors

American Property Casualty Insurance Association (APCIA)

Blue Cross/Blue Shield of IL

Chubb

CNA Insurance

Forreston Mutual Insurance Company

Group Marketing Services

State Farm Insurance

Gold Sponsor

National Association of Mutual Insurance Companies (NAMIC)

Silver Sponsor

Grinnell Mutual

Phil Lackman, left, presented Senator Harris, right, with the Legislator of the Year Award

Evan Manning

Joanna Coll

Representative Jeff Keicher

Representative Bob Morgan

Senator Jason Plummer, left with Dustin Peterson, IIA of IL Government Relations Committee Chair

Allyson Padilla, IIA of IL President-Elect, with Representative Adam Niemerg

Phil Lackman, left, with Representative Jeff Keicher

From left to right, Kristie McGee, Dan Kiesewtter, both of Kiesewetter Insurance in Farmington, IL, Noele Tatlock, IIA of IL Region 5 Director, Lisa Lukens, IIA of IL Education Committee Chair

From left to right, Cindy Jackman, IIA of IL Secretary/Treasurer, Senator Terri Bryant, and Tom Ripperda, Educational Concepts Unlimited

for the insurance professional by the insurance professional

AGENCY WANTED

20. Since 2004, Central Illinois Agents Group LLC has been providing independent agents with a variety of markets with contingency opportunities. Agents have availability to several markets that they may not be able to sustain or maintain on their own. We have markets for personal, commercial, agricultural and crop insurance lines. Let us help you get to the next level.

Visit www.ciagonline.com for contact information.

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

13. We are a 100 year old Northbrook agency looking to discuss any mutually beneficial opportunity. Our producers, mergers, clusters and agency purchases receive 50% commissions on new and renewal business without any expenses. We can provide: office space, phones, agency management system, service renewals and changes. The companies we represent are: Badger Mutual, Employers Mutual, General Casualty, Guide One, Hartford, Kemper, Progressive, Rockford Mutual, Safeco, State Auto, Travelers and Met Life. Contact:

Nancy Solomon

Martini, Miller & Schloss, Inc.

(847) 291-1313

Ron@martini-miller.com

INDEPENDENT INSURANCE AGENCIES WANTED

17. We are an Independent family-owned agency located in the Chicago area. We are looking to expand through growth and acquisition. If you have a small to medium sized agency and are looking to sell, call or send us a message. We are strictly looking for Personal Lines and Small Commercial accounts with preferred companies.

GALO Insurance Agency, Inc

(847) 832-0888

steve@galoagency.com

AGENCY/AGENTS/PRODUCERS WANTED

02. Forest Park/Oak Park agency for over 60 years, will meet your needs by providing space, markets, marketing & sales support, automation, merging with or purchasing your agency. Perpetuation/ Succession Plans, BuySell Agreements also available. We have experienced, educated and dedicated staff for you and your clients. Have access to our numerous companies, office services and many other resources. Retain ownership in your book with contingency. Please look closely at us- we are an agency you want to do business with! We’ve done it before, we know how- we make it easy! Visit our website at forestagency.com/agents.html, or call for a confidential discussion and a list of Agency benefits.

Dan Browne will provide an agency evaluation/appraisal at little cost to you. Please call:

Dan Browne or Cathy Hall

Forest Insurance

(708) 383-9000

www.forestinsured.com/mergers-acquisitions

We Make Hiring Easier +

CareerPlug’s hiring software helps agents attract more qualified candidates, identify the right candidates with confidence, and improve hiring results.

CareerPlug will provide IIA of IL members access to a free account that can be used to post jobs, manage applicants, and improve the organizations’ employment brand. Association members can also access a “Pro” version of CareerPlug for a special rate to take hiring to the next level.

Learn more about CareerPlug and check out the brand new IIA of IL job board at www.iiaofil.org

MEMBERSHIP MEANS MARKET ACCESS

FREE MARKET ACCESS FOR YOUR AGENCY WHEN YOU NEED IT

Let’s face it – Independent agents need good markets to be competitive. Greater access means more opportunities for success. WE’RE HERE TO HELP. Independent Market Solutions creates company relationships for agents who may be unable to secure appointments on their own. Through association membership, agents can access multiple insurance carriers and grow their business into long-term, direct appointments.