e-Insight - April 2022 by Big I Illinois

APRIL 2022

INSIGHT State & National Government Relations Interviews with Legislators Lobbying, Government Relations, Advocacy - We Are Here For You!

Plus

Guarding Against the Great Resignation Organizational Stress Now an Ominous Concern for Businesses

2022

conference

April 20-21 • Oak Brook, IL

Independent, Authorized General Agent for

An Independent Licensee of the Blue Shield Association

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS April 2022

14 16 20 22 24 26 28

Insurance Industry Legislative Day Wrap-Up Lobbying, Government Relations, Advocacy: I Have a Relationship By Phil Lackman

Legislator Interviews Seven Issues Agents will Address at the 2022 Big “I” Legislative Conference By Teddie Norton Reilly

Guarding Against the Great Resignation By Claudia St. John

Organizational Stress Now an Omnipresent, Ominous Concern for Businesses Across America By Merilee Kern

2022 EDGE Conference

In This Issue

The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

7 9 11 13 19

Brett’s 2 Sense Trusted Choice Industry Government

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32 34 35 37 38

Associate News Agency Members in the News Agency Spotlight IIA of IL News Classifieds

info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 WINNER

2009 • 2010 • 2011 • 2012 • 2013 • 2014 2015 • 2016 • 2017 • 2019 • 2020 • 2021

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of IL). The magazine is published monthly for the members of the IIA of IL, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of IL welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership. The editor reserves the right to edit and select submissions for publication. Address submissions for review to Rachel Romines at rromines@iiaofil.org. For advertising information, contact Tami Hubbell at thubbell@iiaofil.org.

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Cover Tip

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WEST BEND MUTUAL INSURANCE CO.

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

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

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

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

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

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

Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3013 - jjacobs@iiaofil.org - (217) 321-3003 - tross@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar Products & Services Administrator Janet White, CISR - (217) 321-3015 - mkuchar@iiaofil.org - (217) 321-3010 - jwhite.indep12@insuremail.net Chief Executive Officer Phil Lackman, IOM Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3005 - plackman@iiaofil.org - (217) 321-3011 - cwilson.indep12@insuremail.net Central/Southern Marketing Representative Lori Mahorney, CISR Elite - (217) 415-7550 - lmahorney@iiaofil.org

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Advocacy With all the services that the Association provides, there is no more important purpose than advocacy. Whether it is helping you navigate the bureaucracy or becoming involved in the drafting, passing or killing of potential legislation, rule or bulletin, advocacy holds an important role in the insurance industry. I have a really unique perspective on this aspect of the insurance industry. I spent several years at the Illinois Department of Insurance (DOI) (the dark side) and was involved heavily in drafting and negotiating any legislation that affected agents from 1993 through 2016. I regulated and enforced the laws, rules, and bulletins on the books that involved agents and insurers compliance during that time frame. I can tell you that from a regulator perspective, the laws, regulations, and bulletins that were enacted were always better when there was a collaboration between all parties involved, such as this Association. I had numerous interactions with Dennis Garrett, who handled Agency Resources (an offshoot of my current position), and Phil Lackman while he served as the Director of Government Affairs. They both really understood how the industry worked and how certain things could work and others would not. That unique understanding of the industry was invaluable when drafting anything that could possibly drive regulation while balancing consumers protections (Department’s goal) while still being reasonable and not stifling the free market. I never felt that Dennis and Phil were ever trying to pull one over on the Department. You could see that they were for a fair, well-regulated industry and wanted the “bad actors” to face reasonable consequences just as the Department wanted. Just to name a few of the things I worked on with the Association while I was at the Department: Rebating Law bulletin; moving from 1-year license to 2-year license; allowing for service fees; licensing of PEOs; rewriting of commercial non-renewal law; enacting ownership of expirations into law; e-notification of cancellations and non-renewals; tort reform including 2-year statute of limitations as well establishing a standard of ordinary care instead of fiduciary; a complete overhaul of 5/500 in 2002 in order to hasten reciprocity and to avoid federal takeover of regulating agents; as well as the certificate of insurance issuance law. The Association was involved in all of these efforts to enact these laws, rules, and bulletins, and they would have looked starkly different without association involvement. One example that I clearly remember was the Association got the Department to include fully earned language into the service fee law regarding return premiums and establish the 10% threshold before needing signature while eliminating the need for every producer in the chain to have a copy of the memorandum. Another example, the rebating bulletin put into place in 2012 has given agents some guidance that was never given before. Prior to the

Brett’s 2Sense bulletin, agents were at the whim of the current Director as technically, nothing of value could be given without being considered a rebate. The Department worked with the Association in order to prevent agencies from having unfair advantages over competitors like Zenefits’ offerings created, but not preventing agencies from being competitive in the marketplace. More important than passing legislation is often killing onerous legislation that has not included any of the stakeholders, including the Department. (Why would you include the regulator? ) Something that has been killed: Workers’ Compensation State Fund; compensation disclosure; prevented municipality regulation of agents and agencies; permanent rebuttable presumption on Worker’s Compensation, avoided business income policy requirements for the pandemic, for now, just to mention a few. The good part about the 1990s and early 2000s, when much of this work was accomplished, was that there was a very collaborative political environment in which legislators routinely crossed the aisle to work with colleagues. Fast forward to today, Phil is our CEO, Evan Manning has Phil’s old job, and I do part of Dennis’ job. Now that I am on the other side of the fence, I appreciate what the Association did just to get in front of the Department. Today’s political climate is much different, and the Department is much different. Luckily, the Association still has a great reputation with the Department and legislators, which is imperative to get things done. Over the last two years, Evan has gotten things done that were nearly impossible back in the day. For example, while I was at the Department, we tried reform third-party tax, title and license for nearly 20 years, and Evan was able to accomplish it last year after only working on it at the end of the day for two years. It was a huge consumer protection boost for your clients and our industry. This was huge and required many legislator meetings, other association meetings, and a governors’ office meeting, which all led to getting that legislation across the finish line. continued...

Brett Gerger | IIA of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006 april 2022

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Okay, how do we make the sausage? Quite simply, IIAPAC donations are the fuel that feeds the sausage maker (Evan Manning ). Without those donations he cannot get in front of the appropriate legislators, stakeholders, and Department in order to convince them of the merits of the Associations’ position. I remember when my Dad used to tell me it was a ten-mile trek to school uphill both ways when he was young. I think today’s political climate is

much more challenging for Mr. Manning than how bad the old sausage maker (Phil) had it. Phil would have dealt with seasoned lawmakers that whom he had relationships for many years, and many of them saw issues and not only party. Whereas Evan is dealing with many new legislators who need greater education on the topics at hand, his challenge is to make them see the issues, not the party. So, if Phil was ten miles uphill both ways like my father, then Evan is still ten miles uphill both ways with quicksand periodically along the way with alligators. That being said, IIAPAC donations have never been more important, and I challenge everyone that reads this to donate at least $50. The last advocacy part is me. If you ever need help navigating the Department, I am your guy, and do not hesitate to reach out. Should you have any questions regarding this issue, do not hesitate to reach out to me directly. As always, this is just Brett’s 2 Sense 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.

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april 2022

Free to do what's right for you.SM

What Are the Different Types of Agency Profiles?

Get to know each of our Advantage subscription types, plus find the right plan for your independent insurance agency - no matter the size. TrustedChoice.com prides themselves on being the #1 online resource for connecting independent insurance agents with prospective insurance shoppers. To ensure member agents are getting the most exposure possible online, they deliver digital Advantage products designed to put agencies in front of high-intent shoppers seeking their specific business appetite. There are plenty of Advantage subscriptions to choose from - so, how do you know which one is right for your agency?

Your Advantage Subscription Options Every Advantage subscription was designed with an agency in mind. No matter the stage of business an agency is in, TrustedChoice.com offers a subscription type to satisfy the independent agent’s digital marketing needs. Here is everything TrustedChoice.com has to offer your growing business: Basic Profile Did you know your agency already has a profile on TrustedChoice.com? With every Big “I” membership comes a complimentary profile listing the agency’s name, location and phone number. This is the most basic profile available on TrustedChoice.com, and your agency can claim and customize this profile by upgrading to an Advantage subscription. Learn more about the Basic Profile at www.trustedchoice.com/advantage/what-is-a-basic-profile Advantage Profile The Advantage Profile subscription grants independent agencies a rich, digital profile they can use to get recognized by prospective, local shoppers by adding logos, business hours and even personalized URLs. From here, the agency can define lines of business to better match with the right shoppers. The Advantage Profile subscription also gives agencies credibility by means of a badge listing them as a Trusted Choice agency and a branded april 2022

video provided by TrustedChoice.com to boost profile conversions. Learn more about the Advantage Profile at www.trustedchoice.com/advantage/what-is-an-advantageprofile. Advantage Profile SEO At TrustedChoice.com, we understand that having great SEO (search engine optimization) is crucial to an independent insurance agency’s online visibility. With an Advantage Profile SEO subscription, the agency receives all the perks of the Advantage Profile plus backlinks to their agency website, backlinks to their social assets and even consumer reviews and five-star ratings to enhance credibility. This subscription also guarantees the agency’s profile will be included in the sitemap to leverage the domain authority of TrustedChoice.com, giving the agency the SEO boost it needs to attract just the right shoppers. Learn more about Advantage Profile SEO at www.trustedchoice.com/advantage/what-is-advantageprofile-seo/. Advantage Preferred With Advantage Preferred comes the unique ability to be recommended site-wide on TrustedChoice.com. Along with a profile and all the previously mentioned perks, agencies with an Advantage Preferred profile receive a higher ranking on the Agency Results page, the ability to indicate their preferred business appetite and will even be recommended to shoppers matching their business appetite on related consumer-facing content pages as well as the TrustedChoice.com homepage. (Psst—find out how to get recommended on TrustedChoice.com!) Learn more about Advantage Preferred at www.trustedchoice.com/advantage/what-is-advantagepreferred/. continued...

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Advantage Professional Agencies seeking a fully optimized Advantage profile should consider an Advantage Professional subscription. This subscription includes all the bells and whistles of the previous subscription types with a handful of extra perks, like digital opportunities. Digital opportunities include referrals, recommendations and Claim-it leads, which are hot, Advantage Professional-exclusive leads sent straight to the agency’s inbox which they can opt to purchase at their discretion. Advantage Professional subscribers also receive instant referral notifications when a shopper selects their agency and an online appointment scheduler so shoppers can reach the agency at their own convenience. On top of this, Advantage Professional agencies get improved ranking in the agency directory results and access to the TrustedChoice.com Market Finder and other agent resources. Learn more about Advantage Professional at www.trustedchoice.com/advantage/what-is-advantageprofessional/. Member Plus Profile Agencies with Member Plus Profiles belong to state associations who have partnered with TrustedChoice.com, and only these specific states may qualify for a Member Plus Profile. The Member Plus Profile includes all the essentials of the Basic Profile with a more defined range of reach. Agencies can customize their Member Plus Profiles with logos, contact information, a link to the agency site and preferred business appetite to reach prospective shoppers within a 10-mile radius of their location. Agencies with a Member Plus Profile may upgrade to an Advantage subscription at any time.

Advantage Specialist

Learn more about the Member Plus Profile www.trustedchoice.com/advantage/what-is-a-memberplus-profile/.

Learn more about Advantage Specialist at www.trustedchoice.com/advantage/what-is-an-advantagespecialist/.

If an agency operates in a niche insurance market, they might qualify as an Advantage Specialist. An Advantage Specialist is a Trusted Choice agency that deals in very specific lines of business, like daycare insurance, food truck insurance, bakery insurance, etc. Advantage Specialists are also recommended on relevant, consumerfacing content pages sitewide. You can determine if your agency is a fit for Advantage Specialist by scheduling a demo with one of our sales representatives.

Ready to give Advantage a try? See all our Advantage subscription options at www.trustedchoice.com/ advantage/agents-buy-now.

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april 2022

industry | INSIGHT

Invasion of Ukraine: The Impact on Insurance The Russian invasion of Ukraine will have an impact on insurance processes and renewals and the events of the last few weeks have immediate repercussions on certain lines of coverage.

By Woodruff Sawyer Impact on Marine Cargo and Property

Marine Cargo is one of the most impacted lines of coverage from the events in Russia and Ukraine. These policies do not cover damage or expense arising from war, insurrection, or any hostile act by or against a threatening power. We have been notified that some Cargo insurance carriers have invoked their right to issue a Notice of Cancelation (NOC) specific to War, Strikes, Riots, and Civil Commotion (SRCC) risks in, to, and from Russia, Ukraine, Black Sea, and Sea of Azov within territorial waters. These NOCs are subject to the Notice of Cancelation period which can range from 48 hours to 7 days. Carriers are then reinstating coverage, and putting geographical stipulations in place for war, strikes, riots, and civil commotion going forward. Thus far, coverage will remain in place for shipments to Russia or Ukraine, excluding War and SRCC, and per the remaining terms and conditions of your policy. If your policy affords coverage for War and SRCC in other geographies, your coverage should not be impacted in those regions. Several carriers are taking a more client-centric approach and asking for information related to shipments to and from Belarus, Ukraine, Russia, or anywhere around the Black Sea. Subject to satisfactory review, an exclusionary endorsement may not be necessary. We anticipate markets will exclude shipments and/or inventory in, to, and from Russia and Ukraine for new and renewal submissions that currently have exposure.

But with Russian military forces rolling into Ukraine, the prospect of a carrier invoking the war exclusion to deny cyber-attack claims originating in Russia is heightened. Attribution of any attack suffered by a company buying cyber insurance will be key in determining whether the war exclusion will apply. Best practices for cyber incident response will also prepare a company to handle the fallout from any cyber attack - including one originating in Russia during this war with Ukraine.

Other Coverage War exclusions exist on many other types of insurance, so contact your Woodruff Sawyer Account Executive to determine where this exclusion may apply. It is important to note that almost all insurance programs are placed on a global basis and insurers are still covering Russia and Ukraine except in situations where the war exclusion may apply. If the war continues for an extended period, insurers may look to exclude coverage in Russia and Ukraine. Impact on Rates It is too early to determine what the impact could be on future renewals. Woodruff Sawyer (woodruffsawyer.com) is one of the largest insurance brokerage and consulting firms in the US. This article was reprinted with permission. The original can be viewed at https://www.jdsupra.com/legalnews/ invasion-of-ukraine-the-impact-on-6366168.

Property policies typically include a war exclusion. Unlike Marine Cargo coverage, Property insurers do not issue an immediate notice of cancelation, but insurance buyers should expect loss, damages and expenses arising from war activities to be excluded.

Cyber Insurance Policies As we saw with the NotPetya attack in 2017, cyber attacks targeting Ukraine can impact companies far beyond the borders of Ukraine. Cyber insurance policies do contain a war exclusion. However, these policies also have a carveout for cyber terrorism—defined in most insurance policies as a premeditated use of disruptive cyber attacks to further ideological or political objectives. This carveout has allowed many nation-state attacks on private companies to be covered by a cyber insurance policy, including the 2017 NotPetya attack.

april 2022

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It shouldn’t take a six-by-six barn beam crashing through your customer’s bedroom wall to find out who you can trust.

BUT SOMETIMES IT DOES. And that’s the Silver Lining®.

Pandemic Preparation

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Big ‘I’ Testifies Before Congress on Pandemic Risk Insurance In February, Republicans from the U.S. House Committee on Financial Services held a roundtable to discuss pandemic risk insurance. The roundtable was hosted by Rep. French Hill (R-Arkansas), the ranking member of the Housing, Community Development, and Insurance subcommittee. The purpose of the roundtable was to give Republican members of the committee a chance to hear from various stakeholders, examine different pandemic risk proposals and understand the key issues going forward. Some stakeholders have suggested using the federal reinsurance model created by the Terrorism Risk Insurance Act (TRIA) for pandemic risk. Many industry participants have raised concerns with this approach. The roundtable consisted of three panels. The first panel included testimony from various academic experts including, Baird Webel a specialist for financial economics from the Congressional Research Service; Jason Schupp, founder and managing member of the Centers for Better Insurance; and RJ Lehman, editor-in-chief at the International Center for Law & Economics. All three of these witnesses noted the significant differences between terrorism and pandemic risk, including the size and scope of losses. These substantial differences could cause difficulties with using a TRIA-like model to cover pandemic risk. The second panel included testimony from policyholders including representatives from the Independent Film & Television Alliance, the American Society of Association Executives, the Little Rock Chamber of Commerce, and a small business in Indiana. All of the policyholders noted the devastating impact that the pandemic had on the businesses they represent. They also made clear their desire for a product that could provide their businesses with assistance in the event of a future pandemic. The final panel included four representatives from the insurance industry. Wyatt Stewart, assistant vice president at the Big “I,” testified on behalf of the association on the insurance panel. Additionally, Robert Gordon, senior vice president, policy research & international, American Property Casualty Insurance Association (APCIA); Scott Sinder, chief legal officer at the Council of Insurance Agents and Brokers (CIAB) and partner at Steptoe & Johnson, LLP; and Andrew Pauley, government affairs counsel for the National Association of Mutual Insurance Companies (NAMIC), testified on behalf of their respective organizations. During their testimonies on behalf of APCIA and NAMIC, Gordon and Pauley made clear that they believe that pandemics are ultimately uninsurable risks due to the size, scale and scope of losses across geographies and time. Additionally, Pauley noted how some of the prospective pandemic legislative proposals, such as Rep. Maloney’s (D-New York) Pandemic Risk Insurance Act (PRIA), could pose an existential threat to the property-casualty industry and present significant risk to the underwriting that is done by companies beyond pandemics. Pauley urged members to not create a new federal program like PRIA that could disrupt and destabilize the insurance marketplace. april 2022

By Teddie Norton Reilly and Wyatt Stewart

In his testimony on behalf of the Big “I,” Stewart noted that the challenge with addressing pandemic risk is that these events possess unique characteristics and can have a global reach. Pandemics produce an immense magnitude of potential financial losses and do not allow for an insurance-like spreading of risk, making it impossible for the private marketplace to provide traditional coverage and protection to the millions of businesses and nonprofit entities in the United States. Stewart went on to say that if Congress ultimately considers the establishment of a new government mechanism for addressing future pandemics, it should satisfy the following principles: • Any potential legislative solution must effectively meet the needs of the businesses independent agents and brokers serve and the carriers we work with, who represent our markets. • Given the unique nature of pandemic risk, it would be essential that the federal government bear all—or nearly all - of the financial responsibility for business losses associated with COVID-19-like events. The insurance industry is simply unable to cover these potential losses. • The product or program designed to fill this protection gap must reflect the unique nature of pandemics. Among other things, this means the product must be parametric in nature and avoid the need for insurance-like claims adjustment. Traditional claims adjustment in this sort of instance would be overwhelming and impractical and would unnecessarily delay much-needed payments to businesses. Throughout the testimony, Stewart noted that the Big “I” worked with APCIA and NAMIC on developing the Business Continuity Protection Program (BCPP), which the Big “I” believes would meet the three principles noted above. Stewart told members of Congress that the BCPP would work more like a prospective Paycheck Protection Program (PPP) than an insurance product. He explained that businesses would purchase revenue replacement assistance for business interruption caused by a pandemic through state-regulated insurance entities, including independent insurance agents and brokers, that voluntarily participate with the BCPP. Finally, Stewart noted that if Congress moves forward with legislation, the Big “I” would recommend starting the discussion with something closer to the BCPP as opposed to a reinsurance backstop. As Congress considers various proposals to provide economic support to businesses for future pandemics, the Big “I” will remain at the center of the discussion and provide updates via the News & Views e-newsletter. Teddie Norton Reilly (teddie.norton@iiaba.net) is Big “I” director of government affairs operations. Wyatt Stewart (wyatt.stewart@iiaba.net) is Big “I” assistant vice president of federal government affairs. insight

INSIGHT | government

Wrap-Up Insurance Industry Legislative Day was held on Monday, March 21, virtually. This event is the annual legislative lobby day held in conjunction with the Illinois Insurance Association (IIA), Illinois Life and Health Insurance Council (ILHIC), National Association of Insurance and Financial Advisors of Illinois (NAIFA-IL), Illinois State Association of Health Underwriters (ISAHU), and the Illinois Association of Mutual Insurance Companies (IAMIC). While we missed seeing everyone in-person, we had a great event. Senator Napoleon Harris, III, Chairman of the Senate Insurance Committee, spoke to the group on the advantages and disadvantages of remote legislating over the last couple of years, the biggest issues facing the insurance industry, and how he has run the Senate Insurance Committee over the years. Senator Harris has been the consummate professional in running the committee. As chairman of the committee, he has set the standard early in his tenure that bills would need to be agreed to prior to being posted to his committee in order for it to pass. He strongly encourages compromise between proponents and opponents and working across the aisle to pass the best legislation possible. In addition, we presented the Insurance Industry Legislator of the Year Award to Representative Dan Brady. Rep. Brady is the Minority Spokesperson of the House Insurance Committee. He has served in the Illinois General Assembly since January 2001 and quickly rose to leadership within the House Republican caucus in 2003 and 2017 was named Deputy Minority Leader. Rep. Brady accepted the award and spoke briefly to the audience. We applaud Rep. Brady’s service to Illinois and service to the insurance industry. After the award presentation, Kevin Martin (IIA), Laura Minzer (ILHIC), Evan Manning (IIA of IL), and Phil Lackman (IIA of IL) lead a panel discussion on the top legislative issues going through the Illinois General Assembly. The panel also discussed the upcoming election and the difficulties of remote lobbying.

From left to right: Kevin Martin, IIA, Laura Minzer, ILHIC, Evan Manning, IIA of IL, Phil Lackman, IIA of IL 14

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Kevin Martin kicked off the panel discussion on their support of HB 2739, a bill based on the National Conference of Insurance Legislators (NCOIL) model on private flood insurance. The bill’s purpose is to provide protection of lives and property from the peril of flood and is designed to encourage a robust private residential flood insurance market and to provide consumers with choices and alternatives to the National Flood Insurance Program (NFIP). Martin also presented on their opposition to HB 4848, which is essentially “price control” legislation for concert venues. The bill applies price control to premiums in this market. Lastly, Martin presented on their opposition to SB 1099, which is a bill allowing for third-party litigation financing reform (TPLF). TPLF occurs when an investor helps to finance a lawsuit in which the investor has no personal stake, utilizing outside resources instead of the litigant’s own funds. TPLF is a growing and extremely concerning trend in the judicial system, which is encouraging the belief that a lawsuit should be viewed and used as an investment vehicle. Laura Minzer then kicked off discussion on bills affecting the life and health insurance industry. Minzer started with discussing bills protecting the product viability in the market. HB 4433 is a bill that exempts high-deductible health plans (HDHPs) that are eligible for health savings accounts (HSAs) from the state’s copay accumulator law requiring insurers to apply the value of a drug manufacturers coupon to the consumer’s deductible and out-of-pocket expenses. If the bill is not passed this year to correct the misalignment with federal Tax Code provisions, the DOI will NOT approve any HSA-eligible HDHPs for sale in 2023 and beyond. Minzer also presented on HB 228, a bill that prohibits a life insurer from considering a felony conviction in the underwriting process. Minzer has worked with the sponsor on an amendment to narrow this prohibition to only those final expense policies that are

Senator Napoleon Harris, III, Chairman of the Senate Insurance Committee april 2022

government | INSIGHT marketed and sold for the purpose of covering funeral and burial expenses. Neither the bill nor the amendment have advanced out of the House, the issue of what may or may not be considered “discriminatory” in the underwriting process for life insurance products is likely to resurface over the coming years. Minzer presented on two final bills, SB 3926 and HB 4175. SB 3926 is a bill that eliminates short-term limited duration health insurance plans. This legislation is being pushed by the Department of Insurance and the Governor’s Office. HB 4175 is legislation that seeks to transition the state to a state-based exchange platform on an expedited timeline that would not allow the state to meet the federal readiness requirements. Evan Manning was the last presenter of the event. Manning spoke on HB 4572, a bill that would add investment advisors and insurance adjusters to the list of mandated reporters. Mandated reporters are a set of professionals that must report any suspected fraud, abuse, financial exploitation of the elderly. The IIA of IL supports legislation intended to protect seniors and other vulnerable adults from financial fraud and exploitation. However, there are provisions within the legislation we are seeking to protect our brokers and advisors such as the legislation which contains a voluntary, not mandatory, reporting process, permitting advisors to report suspected financial exploitation to a senior client in their firms so that another set of eyes can help make the determination, and include a legal “safe harbor” provision. These provisions we are seeking to include in the bill will help keep their clients’ information confidential, aid in any negative effect on a client’s portfolio, and provide immunity from civil or

criminal prosecution for making a presumption of fraud, abuse, or financial exploitation. Manning then presented on the Consumer Coverage Disclosure Act, SB 1905 (P.A. 102-0630). The law, which went into effect on August 27, 2021, imposes a new disclosure requirement on employers that sponsor group health insurance. Employers are required to provide a written list of covered benefits and essential health benefits covered under their policy versus what is covered under the State of Illinois’. Finally, Manning capped off the panel discussion by presenting on the IIA of IL legislation, HB 4324, which allows for an insurance producer’s active participation in a state or national professional insurance association may be approved for 4 hours of continuing education (CE) credits. Active participation is being a member of the board of directors, committee member, subcommittee member, and task force member. This bill is a member benefit for those actively engaged in serving the insurance professional trade associations. We hope everyone who participated in Insurance Industry Legislative Day enjoyed the program and walked away with a better understanding of some of the most impactful legislation in the Illinois General Assembly. We look forward to the event next year and thank you to all of the members who attended the event. In conjunction with the Virtual Insurance Industry Legislative program, members of the House and Senate Insurance Committee were invited to a reception on March 22 where the Leadership of IIA of IL, NAIFA-IL and ILHIC joined together to represent the industry.

Behind the scenes of Virtual Insurance Industry Legislative Day

Evan Manning, Director of Government Relations (left) pictured with the NAIFA IL Board of Directors.

Phil Lackman, CEO pictured with IIA of IL leadership.

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Lobbying, Government Relations, Advocacy: I Have a Relationship… By Phil Lackman All of these terms relate to perhaps the most significant role your state association collectively plays on your behalf, taking care of issues that impact you, your agency operations, your clients, and our industry in general. For those forty years of age and younger who have not done so, I urge you to read March of the Acronyms, a history of your state association by our late Past President and Cartwright Award recipient Jack Payan (email me and I’ll send you a copy). The very genesis of our state and national associations was built on the need for agents to come together collectively and provide for uniformity in many instances and legal protections in several others. Most of these seminal issues were handled by agents before the professional staff was hired. When most of us think of the phrases above, we think of our lobbyists in DC and Springfield, and that’s accurate to an extent. Still, it also includes an enormous amount of work behind the scenes on a number of procedures and documents that are a routine part of everyday transactions in the insurance industry. Let’s look at a brief list of issues your state and national associations have accomplished over the past 125 years.

The Yonkers Case, 1904 - Technically National Fire Ins Co v Sullard, this is the foundation of the American Agency System today. The company claimed they owned the expirations, the agent, Benjamin Sullard, sued and won. Agents from around the country voluntarily donated to fund Sullard’s case. ACORD - Taken for granted today, Agent Company Operations Research & Development forms were created by the national association, IIABA, which created a uniform claim form where before each company had their own. Today, we work with ISO on multiple forms and issues for companies and agencies. In addition, agents and staff meet every year at the Midwest Technical Conference where important but largely unnoticed work on policy forms are finalized. Banks Selling Insurance - Many don’t know it today, but until the landmark US Supreme Court case in 1996 Barnett v Nelson, the vast majority of financial institutions in Illinois and nationwide were prohibited from selling insurance. The insurance industry, independent agents in particular, were adamantly opposed to financial institutions

The very genesis of our state and national associations was built on the need for agents to come together collectively and provide for uniformity in many instances and legal protections in several others. 16

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being able to use their credit as leverage to coerce sales. After a three-year battle on “how” banks were permitted to market and sell insurance, IIA of IL passed the Financial Institutions Insurance Sales Act, which established guardrails for financial institutions who sell insurance. Today IIA of IL proudly counts dozens of bank-owned agencies amongst our membership. Ownership of Expirations - While the above-mentioned Yonkers case was embedded into agency contracts over time, the protection and value of an agency’s expirations extended beyond our company partners as several thirdparty vendors started to violate this protected data. In 2001, IIA of IL codified independent agents’ ownership of expirations in state statute, which provided two very important protections of an agency’s most important asset. First, the data, co-owned by the client and agency, would be protected from all other entities doing business with the agency. Secondly, by codifying the ownership, the Department of Insurance could easily intervene in complaints where before an agent would have to litigate in court. The latter recently occurred when the Department, in a routine Market Conduct examination, heavily fined a company for violating agents’ rights and required the company to give back the policies to various independent agencies. Compensation Disclosure - Disgraced former New York Attorney General Elliot Spitzer sued a few large national brokerages over contingency arrangements with a few insurers. Then, our Attorney General and several legislators attempted to impose these onerous compensation disclosure requirements on Main Street agencies. Your association led a three-year campaign against any disclosure requirements and won. Legal Advocacy - Two significant pieces of legislation that, while most have never heard of, benefit all producers in the form of lower professional liability premiums. In 1996, IIA of IL passed legislation codifying statutory liability protections, including the Standard of Ordinary Care in Placement of Insurance Act (versus a fiduciary standard) and a two-year statute of limitations on E&O claims against producers. But our advocacy didn’t stop there, as these provisions have been challenged in court over the years. Ultimately, the two liability protections were not only upheld but, in fact, strengthened when the Illinois Supreme Court ruled in American Family v Kropp in 2017. IIA of IL

tracked the litigation from inception and filed an Amicus Brief in the case at considerable cost. The brief provided guidance to the court as to the legislative intent of the law. In addition, our national association conducts annual company contract reviews and works with companies to change certain contract provisions that could be detrimental to independent agents. Technology - The IIA of IL has created the Technology Committee, whose mission is to be a hub of information for members on agency workflow technologies to enhance productivity, sales and marketing, service, and security. Currently, along with our Government Relations team, we are working with the Illinois Department of Insurance to review the NAIC Data Security Model and its implementation within the state. Although we don’t foresee regulations such as those seen in New York or California being put in place, we know something will be implemented in the near future. Having a tremendous working relationship with the DOI allows us to continue advocating for our agents and agencies through this process. The focus of the Technology Committee this year is cyber security. We are currently vetting solutions to assist agencies with phishing email scams as this is one of the top ways criminals can successfully target businesses. We have repeatedly heard that harnessing technology is a challenge in agencies, and that is why the Technology Committee has recently launched Catalyit. The number of ways to leverage tech to increase profit and serve customers is unlimited. Navigating this area is a challenge, and therefore we have partnered with several other state associations and Steve Anderson to launch Catalyit. IIABA’s Agents Council for Technology (ACT) is working on a National level to provide resources and information for agencies across the country. Together, ACT and the IIA of IL’s Technology Committee are here for you and your agency. Yesterday, as I was completing this article, I received a call from a member who has been litigating against an internet digital marketing company who was violating his registered trademark and explained that this company and others were attacking independent agencies across the country. I’m in the process of arranging a meeting with him and IIABA’s general counsel to see how we can assist and bring this to the attention of regulators and attorney generals across the country. While most of those reading this article are members of our association, and I thank you for your continued support, I appeal to those who are not and join with us. Whatever your reason for not belonging cannot overcome the benefits of membership in your professional trade association. Phil Lackman is the CEO for the IIA of IL and can be reached at plackman@iiaofil.org.

As a previous Third House Speaker, Phil Lackman had the honor of announcing the new Third House Speaker, Andy Raucci in 2013. april 2022

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online journal at www.iiaofil.org/Resources/Insight

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confer ence April 20 -21 • Oak

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How to Support Your Employees During a Crisis By Suzanne Lucas april 2022

In this month’s e-Insight. insight

LEGISLATOR INTER

We reached out to Representatives Rodney D the insurance industry, the legislative proce

Representative Rodney Davis 13th District

Thank you for your time Representative Rodney Davis, we appreciate the opportunity to let our members hear from you. Can you please tell us a little about your background in public service? Prior to serving in Congress, I worked for former Congressman John Shimkus for 16 years as his Projects Director. In that role, I helped Illinois citizens and communities cut through government red tape and secure federal funding.

I was first elected to Congress in 2012 and have represented the 13th District since. The 13th District covers a 14-county region that includes both urban and rural communities in central and southwestern Illinois. In Congress, I sit on the Committee on House Administration, where I serve as the Ranking Member, the House Committee on Transportation and Infrastructure, where I serve as the Ranking Member of the Subcommittee on Highways and Transit, and the House Committee on Agriculture. In your opinion, how important is the role of insurance agents in helping consumers properly cover their risks? Insurance agents are vitally important to the insurance marketplace. Covering risk works best when consumers have options and agents help consumers navigate those choices. In your opinion, what role do trade associations have in the legislative process? Trade associations are critical to ensuring your industry’s concerns are heard and understood in Congress. They are the voice of individual members around the country and bring their concerns to policy makers here in Congress. Furthermore, they build coalitions with other trade associations to create a larger voice for ideas and concerns impacting more than one industry. Are you sponsoring any specific bills of interest that our agents should know about? If so, what can you tell us about them? A strong economy is a strong insurance market. In Congress, I’m fighting for policies that create jobs and grow our economy. I recently re-introduced legislation to make 20

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the individual income tax cuts from the Tax Cuts and Jobs Act permanent. The original tax reform bill passed by the House on November 16, 2017 made the individual rates and deductions permanent, but eventually were made temporary by the Senate to abide by budget reconciliation rules. Currently, these provisions expire in 2025. If these tax cuts are made permanent, they will continue to boost take-home pay for middle-class families and grow our economy. Another job-creating policy I’m proud of is my Employer Participation in Repayment Act, which is now law. This law created a student loan benefit that allows employers to make tax-free student loan payments on behalf of their employees, up to $5,250/year, under Section 127 of the Internal Revenue Code, similar to what employers can do with tuition assistance programs. These benefits are tax-free to employees as well. On average, the typical borrower holds $39,351 in student loan debt. This crippling amount of debt inhibits consumer spending and holds back our economy. This student loan benefit is a unique publicprivate partnership to help address the student loan debt crisis and grow our economy at the same time. To learn more about this student loan benefit, visit rodneydavis. house.gov/studentloanbenefit. Each year approximately 1,000 independent insurance agents visit Capitol Hill as part of the Big “I” Legislative Conference. What other ways can our members be involved in the legislative process? Elections have consequences, and for that reason voting is the number one way members can get involved in the legislative process. Additionally, advocacy should be more than just a yearly visit to the Hill. While those are important, throughout the year, members should be building relationships with members of Congress and their staff. My team is always here to answer any questions or concerns your members may have.

Delegation from Illinois meeting with Representative Davis at a prior Federal Legislative Conference. april 2022

ERVIEWS

y Davis and Sean Casten for their thoughts on ocess, and how you can get more involved. Thank you for your time Representative Sean Casten, we appreciate the opportunity to let our members hear from you. Can you please tell us a little about your background in public service? Prior to becoming a Member of Congress representing the western suburbs of Chicago, I was a scientist and clean energy entrepreneur. I have dedicated my life to fighting climate change and now draw upon my previous private sector experience to craft market-based solutions to reduce emissions while creating jobs and spurring economic growth. I serve on the Science, Space, and Technology Committee, the Select Committee on the Climate Crisis and am the Vice Chair of the House Financial Services Subcommittee on Investor Protection, Entrepreneurship, and Capital Markets. I also serve as Co-Chair on the New Democrat Coalition Climate Change Task Force. I received a Master of Engineering Management and a Master of Science in Biochemical Engineering from the Thayer School of Engineering at Dartmouth College. While at Dartmouth, I did fundamental research in thermophilic fermentation technology to produce cellulosic ethanol and engineering analyses of integrated ethanol, heat and power plants. Following college, I worked as a clean energy consultant and manager at Arthur D. Little, and then served as the president and CEO of Turbosteam Corporation, which focused on utilizing energy recycling technologies to reduce greenhouse gas emissions by generating heat and power from previously wasted energy. In 2006 I cofounded Recycled Energy Development (RED), which focused on recycling wasted energy and converting energy facilities to cleaner, more economic uses. I was a founding chairman of the Northeast CHP Initiative, a nonprofit advocacy organization with a mission to advance policies that favor energy efficiency in the Northeast United States. Representing the 6th Congressional District of Illinois is an honor and a responsibility that I do not take lightly. A top priority of mine continues to be maintaining close contact with constituents in the 6th district. To date, I have held over 50 town halls and over 400 community events. In your opinion, what role do trade associations have in the legislative process? Trade associations play a role in facilitating dialogue between government and local business constituencies. They provide a critical forum for their members to educate local, state, and federal policymakers about issues that affect the industry. april 2022

Are you sponsoring any specific bills of interest that our agents should know about? If so, what can you tell us about them? The Addressing Climate Financial Risk Act, legislation I introduced with Senator Feinstein would improve the ability of federal regulators to understand and mitigate risks from climate change Representative within the financial Sean Casten system. A key provision 6th District of this legislation would require the Federal Insurance Office (FIO) to issue a report on insurance regulation and climate risk: The insurance industry is more directly affected by climate risk than other areas of the financial system. This provision would require the FIO to produce a report on how to modernize and improve climate risk insurance regulation in the United States. I’m also currently working on legislation that would reform FEMA’s current buyout program for repetitively flooded homes. Data shows that the impacts of the climate crisis will only get more severe. We’re already seeing record floods in Illinois and by 2050, the U.S. will experience $40 billion annually in flood damage. This bill would improve the efficiency of the existing program to better incentivize property owners in repetitively flooded homes to relocate. Each year approximately 1,000 independent insurance agents visit Capitol Hill as part of the Big “I” Legislative Conference. What other ways can our members be involved in the legislative process? In the first half of 2021, disasters inflicted a staggering $42 billion in losses covered by insurance, a 10-year high. Then in September, Hurricane Ida cut a path of destruction through the Gulf Coast and flooded neighborhoods from Louisiana to New Jersey, causing between $31 billion and $44 billion in insured losses. I’d encourage all members to educate themselves on the impact of climate change financial risk on the insurance industry as well as the regulatory updates and legislation necessary to protect against these risks.

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7 Issues Agents Will Address at the 2022 Big ‘I’ Legislative Conference

By Teddie Norton Reilly

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. The annual Big “I” Legislative Conference will take place April 27-29 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.

2. Secure a long-term reauthorization of the National Flood Insurance Program (NFIP). With the NFIP extended on a short-term basis, 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.

Here are seven issues facing independent agents that will be a focus at this year’s conference:

Specifically, the Big “I” supports H.R. 4699, the “Continuous Coverage for Flood Insurance Act” and S. 2915, the “Flood Insurance Consumer Choice Act.” Both bills would allow for private flood insurance to satisfy continuous coverage requirements, which ensures that if consumers leave the NFIP for the private market and later must return, they can do so without penalty.

1. Maintain tax fairness for small businesses. The Big “I” supports H.R. 1381/S. 480, the “Main Street Tax Certainty Act,” which would make the 20% small business deduction permanent. The deduction, which is currently scheduled to expire at the end of 2025, is heavily relied upon by many Big “I” members to expand their small businesses, hire more employees and better serve their communities. The Big “I” also opposes any attempts to increase taxes on small businesses, especially when many are still struggling because of the impact of the COVID-19 pandemic. Specifically, the Big “I” opposes efforts to cap or eliminate the small business deduction, raise individual and corporate rates, boost the capital gains rate, or make changes to stepped-up basis. 22

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The Big “I” also opposes any policies that would harm the Write-Your-Own (WYO) Program including WYO reimbursement reductions. As FEMA continues the transition to Risk Rating 2.0, the Big “I” believes that if properly implemented it has the potential to improve the NFIP experience for agents and consumers. However, the regulatory rollout of the program will be critical in determining its success.

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3. Protect the Federal Crop Insurance Program (FCIP). The current Farm Bill expires in 2023 and it will be critical to support policies strengthening the stability and effectiveness of the FCIP. 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. 4. Oppose federal intrusion into insurance underwriting. The Big “I” supports a strong and modernized state-based system of insurance regulation that protects consumers and drives innovation. As one of the staunchest defenders of the state-based regulatory system, the Big “I” opposes unwarranted attempts by the federal government to interfere in each state’s ability to regulate their respective markets. As a result, the Big “I” opposes H.R. 1270, the “Prohibit Auto Insurance Discrimination (PAID) Act,” which unduly preempts state oversight of automobile insurance underwriting. 5. Defend state regulation of data security for insurance consumers. As a state-regulated industry that is already subject to a variety of federal data security statutory requirements, the Big “I” supports leaving data security standards and enforcement to state regulators who are in the best position to oversee the marketplace for insurance consumers. If Congress considers a national data security standard, it is

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important that any legislation be scalable and reasonable, while recognizing the significant differences between large and small businesses. 6. Preserve employer-sponsored health insurance. It is imperative that Congress protect the employersponsored health care system for the more than 180 million Americans who depend on it. The Big “I” would object to any policies that damage the way that the majority of Americans receive their health insurance. As a result, the Big “I” opposes S. 386, the “Medicare-X Choice Act,” which would create a public option, and H.R. 1976, the “Medicare for All Act,” which would replace the current, employer-sponsored healthcare system and force all Americans into a one-size-fits-all government-run program. 7. Advocate for legal protections for independent insurance agents. Despite being illegal at the federal level, many states offer medical marijuana, have decriminalized recreational marijuana, or have given full legal status to cannabis. The Big “I” supports H.R. 1996/S. 910, the “SAFE Banking Act,” which creates a safe harbor for agents and brokers who choose to do business with cannabis-related legitimate businesses in those states. This legislation would protect Big “I” members and other financial services providers from criminal and civil liability. With a busy year ahead, the Big “I” is looking forward to having agents and brokers from across the country advocating on Capitol Hill.

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The current trend known as “the Big Quit” or “the Great Resignation” has continued to trouble employers throughout the first quarter of 2022. Joblist conducted a survey which indicated dissatisfaction with how their employer treated them during COVID-19, low pay or benefits, and lack of work-life balance as reasons why employees quit their jobs. The survey also found a majority of remaining employees contemplating quitting as well. According to a report published by MIT Sloan School of Management, the “Great Resignation” is driven by five factors in addition to compensation: a toxic corporate culture, job insecurity and reorganization, high levels of innovation, failure to recognize employee performance, and poor response to COVID-19. Employers who want to retain their current employees and attract quality new employees should take an honest assessment of their company and prioritize initiatives to address employee needs and concerns. COVID-19 Response: Employers should provide a safe and healthy workplace for all employees while also realizing everyone has been personally impacted by COVID-19 differently. Employees should feel protected at work and not be retaliated against or belittled for having concerns or taking measures they feel they need to protect themselves and their families.

What you can do: Follow expert guidance on current protocols. Monitor positivity trends in your area and adjust as needed. Understand your employees’ concerns and challenges, offering assistance and compassion when possible Insufficient pay or benefits: Employees are finding jobs with higher pay and better benefits and perks, usually in the same or similar industry utilizing their current job skills. What you can do: Conduct an unbiased assessment of your compensation practices, comparing them to the current market for your size, area, and industry. Offer affordable and valued insurance plans including the traditional health and dental insurance to more creative policies such as an EAP, pet health, or long-term care. Consider offering perks employees will appreciate such as occasional catered meals, on-site services such as auto detailing and dry cleaning, and half-days. Revise your paid time off policies to offer more days off, to be more flexible, or to be available sooner in an employee’s tenure.

Focus on Balance, Culture & Recognition Since April 2021, “the Great Resignation” has been frontof-mind for many businesses. In 2021, a monthly average of 3.95 million workers quit their jobs for various reasons as indicated by different reports and polls. The Atlantic attributes some of the increased employee resignation rates to employees switching to better, higherpaying jobs and to older workers retiring instead of coming back when their businesses reopened after COVID lockdowns.

The “Great Resignation” is driven by five factors in addition to compensation: a toxic corporate culture, job insecurity and reorganization, high levels of innovation, failure to recognize employee performance, and poor response to COVID-19. 24

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Guarding Against the GREAT RESIGNATION By Claudia St. John

With 11.3 million job openings and more than 4.5 million new businesses registered in the first 10 months of 2021 (most of which are people working for themselves) employees have several options to find the pay, benefits, security, and/or work-life balance they want and need. Work-life balance: COVID-19 magnified the oftenconflicting demands employees face outside of work. When mandates first went into effect, companies needed employees to figure out how to work from home. After an adjustment period, employees realized that the onceaccepted outlays of working in-person such as commute times and costs related to shift meals and maintaining professional dress may not be necessary. On-going issues such as caring for sick or vulnerable family members, lacking reliable childcare, or having to stay home with a “pandemic pet” with separation anxiety make it impossible for some employees to come into the workplace regularly. What you can do: Conduct an honest review of the business’ needs. Demonstrate the value you have for your employees by respecting their priorities. Let go of the “we’ve always done it this way” mentality and consider new, possibly untraditional, work arrangements which allow employees to fulfill their job duties while honoring their outside commitments. Toxic culture: Companies are not immune to the realworld volatility many witness every day and see on the news and social media. Personal opinions on hot-button topics such as COVID-19 measures, racial inequity, social injustice, and political viewpoints may intentionally or inadvertently impact an employee’s experience at work. What you can do: Treat employees fairly and consistently, especially if they have different opinions, backgrounds, or experiences. Support every employee’s rights while consistently limiting contentious interactions. Educate

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yourself, your managers, and all employees on how to maintain a diverse, equitable, and inclusive workplace. Draft, implement, and enforce policies strictly prohibiting discrimination, harassment, sexual harassment, retaliation, bullying, and workplace violence. Train supervisors to properly handle issues and to promptly investigate complaints. Employee recognition: Employees leave over more than just compensation and benefits. They want to know that their contributions to the company are valued through positive interactions and recognition with their co-workers and management. Employees who know they are valued and can be shown a long-term future with the company will be incentivized to stay, even when other factors aren’t optimum. What you can do: Create an effective performance management system to consistently communicate positives and negatives to each employee. Empower employees within their job function or cross-train to help them develop new skills. Conduct assessments to determine the behaviors, motivators, and workstyle of your highpotential employees. Work with employees to create a job-development plan which fits their goals. Implement an employee recognition program, whether it is as simple as an email to recognize someone’s efforts or as elaborate as a well-managed program with levels and rewards. Claudia St. John is president of Affinity HR Group, Inc., Big “I” Hires’ affiliated human resources partner. Affinity HR Group specializes in providing human resources assistance to associations such as Big “I” Hires and their member companies.

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Organizational Stress Now an Omnipresent, Ominous Concern

for Businesses Across America Expert interview reveals what business owners and managers can do to gain a better grip on organizational and operational stress. By Merilee Kern

Amid the large number of health, economic, political, and other macro-crises of late, organizational stress is at an all-time high. For many, stress has become so burdensome that it is more than just a personal issue that can be placated with a few “mental health” days out of the office. Workplaces have become overwhelmed by employees struggling with stress – whether driven by feelings of unease, anxiety, depression, frustration or any number of unwanted emotions. Given the current level of demands, pressures and uncertainties, employees and businesses can be severely undermined over time. Since it’s clear that any number of stressors will remain an indelible and formidable foe, distracting and derailing staffers to an extent reflected in bottom line impacts, employers are eager to find ways to efficaciously deal with this unfortunate truth. This is understandable, given the extensive amount of research substantiating the calamitous effects of excessive levels of stress on employee performance. One notable cost-of-illness study estimated that “the cost of work-related stress ranged from U.S. $221 million to upward of U.S. $187 billion...” A more inclusive analysis conducted by the American Institute of Stress which found that after including factors such as absenteeism, turnover, diminished productivity, increased medical costs, and increased legal costs, the total economic impact of stress to US employers was estimated at $300 billion. According to Dr. Gabe De La Rosa, Chief Behavioral Science Officer for Fierce Inc. - a training company with over 300 Fortune 500 clients - companies should have a proactive communication strategy to help address and alleviate staff stress and anxiety. “It’s key to create cultures eliminating the gap between what people feel and what they say in workplace conversations, as this is at the center of what drives a lack of mental and emotional health,” says Dr. De La Rosa. “Leaders that steer their groups toward eliminating this 26

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gap produce higher performing company cultures. When employees feel safe to truly show up as they are, they can invest more of themselves into their work roles. While stress has always been a cause of operational unease, the ensuing pandemic has raised the stakes far higher. It has exacerbated concerns far beyond the health realm - a reality that can have grave consequences for individual businesses and industries at large.” Dr. De La Rosa’s expertise relating to organizational stress cannot be overstated. He has valuable experience measuring the impact of stress on individuals in one of the highest stakes workplace cultures: the U.S. Navy. There he works as a contractor in the role of Industrial/ Organizational Psychologist for the Naval Center for Combat and Operational Stress Control. He is responsible for understanding and enhancing organizational factors impacting performance among Sailors and Marines. His work has been published in peer reviewed empirical journals such as Military Medicine Journal of Traumatic Stress, Journal of Addictive Behaviors and Psychological Trauma: Theory, Research, Practice, and Policy. He’s also edited books such as “The Handbook of Employee Engagement” that is considered a valuable resource for organizational psychologists. Given his experience with stress in the workplace, I connected with Dr. De La Rosa to discuss what business owners and managers can do to gain a better grip on organizational and operational stress. Here’s a bit of that conversation: MK: How would you say stress impacts our ability to tap our relatively limited resources? GDLR: One of the commonly cited reasons for decreased performance while under stress is that while employees are coping with elevated levels of stress, they have fewer personal resources available to focus on constructive endeavors because so much of their cognitive and april 2022

emotional resources are focused on dealing with the various stressors that they perceive. Given the limited amount of physical, emotional, and cognitive resources that any person has to devote toward their work roles, it makes intuitive sense that when stress accumulates to a level that becomes unmanageable, adjustments must be made or performance in one’s work life and personal life will suffer. This creates a vicious cycle - stress can lead to errors, errors can cause more stress. If employees anticipate some form of punishment or feel they have no safety to experiment or make mistakes, innovation and creativity will suffer and stress levels will rise. MK: What about the stress of dealing with COVID impacts at work? GDLR: The well-established relationship between stress and personal and professional consequences is even more important in today’s reality. Today, employees are coping with the traditional stressors such as excessive workload or interpersonal conflicts with coworkers, clients, or supervisors all while attempting to manage a work role and personal life impacted by a global pandemic. The current COVID pandemic is something that is mostly out of any individual’s control, is constantly changing and is completely unpredictable, so it is unlike anything we have dealt with previously. Situations like this are likely to elicit anxiety related symptoms such as excessive worry, loss of concentration, and loss of sleep. MK: Can you share some insights about the efficacy of formalized stress management programs in the workplace? GDLR: For many of us, talking about our emotions is not a skill we’ve learned. In many workplaces, talking about our negative emotions has a bit of a taboo attached to it. Oftentimes, employees internally feel one emotion but are forced to externally display another emotion, this can be incredibly taxing. That gap, the empty space between what we feel and what we actually say in conversations and relationships, is in large part, what drives a lack of mental and emotional health. Research suggests that stress has an incredibly destructive impact on employee productivity, wellbeing, and social relationships. Because of this well documented relationship, forward thinking organizations have invested in resources designed to help their employees cope with stressors. Research on the effects of stress management solutions reveals promising results. Those participating in stress management programs tend to experience beneficial changes in psychological wellbeing, somatic symptoms, and work based performance outcomes. MK: What about factors correlating stress and employee performance? GDLR: Today, employees and leaders can be equipped with tools that are necessary to proactively address some of the prickliest interpersonal stressors. Oftentimes, there is an overarching layer of pressure or stress that is felt and instead of confronting it head on, a common choice is to try to ignore it or just carry on and hope that it gets better by itself. This common choice is not sustainable. As we have discussed, people have limited resources and eventually performance will decrease, or they may burnout and completely leave the organization. By procuring the tools necessary to create meaningful change, people can be empowered to really take the bull by the horns and april 2022

move forward. Outcomes include lowered stress, increased productivity and actually enhanced relationships with coworkers or leaders who were previously sources of stress. Of course, the negative effects of stress extend far beyond an employee’s work role - a “Work-Family-Conflict” that can present in a variety of ways. According to Dr. De La Rosa, this can include time pressures that cause parents to miss out on key developmental milestones to psychological strain that cause parents/spouses to be mentally “checked out” from their home life when they are physically present. “Indeed, work stressors have been linked to lower physical health, lower emotional health and counterproductive coping behaviors such as drug usage, alcohol use and other counterproductive behaviors, he says. Those currently in a leadership role should strive to not only remain vigilant about managing their own level of stress, but also establish a way to identify, measure and proactively address employee stress within their organization. Awareness of employee stress levels is incredibly important. Without some knowledge of how well employees are managing the demands of work or home roles, it is unlikely that a leader would even know when to provide additional support. An important factor in getting employees to open up about how they are feeling is authentic leadership. When leaders show up in an authentic manner as “real” human beings, then employees can take this as a cue that it is safe to be honest and open up about their own levels of stress—and causes thereof. It will surely prove cathartic to have this kind of open and frank two-way conversations about stress, work and life. The intention and exercise is, itself, an inherent win. Forbes Business Council, Newsweek Expert Forum and Rolling Stone Culture Council Member Merilee Kern, MBA is an internationally-regarded brand strategist and analyst who reports on cultural shifts and trends as well as noteworthy industry change makers, movers, shakers and innovators across all categories, both B2C and B2B. Connect with her at www.LinkedIn.com/in/MerileeKern, www.TheLuxeList.com or www.SavvyLiving.tv. Sources: https://www.ncbi.nlm.nih.gov/pmc/articles/PMC8091069/ https://www.stress.org/workplace-stress

Stress can lead to errors, errors can cause more stress. If employees anticipate some form of punishment or feel they have no safety to experiment or make mistakes, innovation and creativity will suffer and stress levels will rise.

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2022 Powered by:

conference

April 20-21

DoubleTree Hotel

■

Oak Brook, 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

(pending approval)

Registration Fee: $130

(includes all education sessions, breaks, meal functions, time with exhibitors, and social function with drink tickets.)

Exhibitor, Sponsorship & Advertising Opportunities Available Current Sponsors

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april 2022

Speakers and Programming Dave Whitley - The Iron Tamer A Strongman with a Strong Message. Iron Tamer Dave Whitley is a motivational speaker and strongman based in Nashville TN. As a kid, Dave was overweight and had a terrible stutter. Retreating into a world of fantasy and comic books, he dreamed of becoming SuperHuman. Now, as a motivational speaker, he uses SuperHuman feats of strength to share his message with his audience. Dave has performed and spoken all over the US, as well as internationally in Italy, Ireland, England, Czech Republic, Australia, Japan and Korea. Dave combines incredible feats of strength and a powerful message, creating a presentation unlike ANYTHING your audience has ever seen before.

Superhuman Success Strategies

Prepare to have your mind blown! If you have ever wanted to access the untapped power of your mind and use it for the good of the world, then this presentation is for you. Discover how to break the self-imposed chains of limitation and unleash your own superpower. Strongman and motivational speaker Iron Tamer Dave Whitley, author of the book Superhuman YOU, shares a proven 3-step process to achieve any goal to become the superhuman version of yourself. Audience members will cheer as they witness mind-blowing feats of strength (like bending wrenches and horse shoes). Using these feats as an illustration, Dave talks about how he went from being a chubby kid with a stutter to a steel-bending superhuman. The audience will come away understanding how to use the same process to decide what they really want, how to stop sabotaging their own progress and accomplish anything that they desire.

View more on next page.

Current Exhibitors AgriSompo North America AmTrust Financial Services Applied Underwriters Belfor Property Restoration Berkshire Hathaway GUARD Insurance Companies BluSky Restoration Contractors (formerly J.C. Restoration, Inc.) Donald Gaddis Company General Agents Acceptance Corp

HawkSoft Illinois Mutual Illinois Public Risk Fund Nationwide Insurance PuroClean Disaster Services Restoronics Roush Insurance Services, Inc Sensa State Auto Insurance Universal Property & Casualty

www.ILYoungAgents.com april 2022

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Programming and Speakers Derek Hayden In September of 2021, Derek Hayden exploded onto the insurance influencer scene when he was announced as the winner of The Protégé. An insurance producer from small town America, Derek made waves by utilizing the tools and strategies he learned on the reality show to lead the competition in sales and ultimately take home the title. As a sales producer with 10 years of experience, Derek understands that insurance agencies often lack a focused sales training system. By expanding on the concepts he learned throughout The Protégé, Derek aims to solve this problem by giving agencies and producers a proven roadmap to a lucrative insurance sales career. His focus on modern sales techniques will give new and seasoned agents a refreshing view on how to build their book of business and gain the success they desire.

Protege Sales Bootcamp

The Protégé Sales Bootcamp is designed to give agents and agencies a proven roadmap for building a successful sales strategy. The course will utilize modern selling concepts and technology to give attendees an edge over their competition. By taking this bootcamp, agents will be able to zero in their sales game by creating a focused process to stand out in their marketplace.

View Derek’s article, “If I Knew Then...” on the next page!

Brent Kelly Brent Kelly is a motivating influencer, coach and speaker who has a passion for helping insurance agencies maximize their performance. He spent 15 years in the insurance industry as a successful commercial lines producer and was named one of the top 12 young agents in the country in 2012. Brent’s focus is to help insurance professionals gain influence, expand their potential, and grow their book of business. Brent resides in central Illinois with his wife Traci and their five children.

Best Version Possible

The blueprint for achieving even greater profit and impact your agency, with less effort... What is your independent insurance agency’s best version possible? Based on his new book written with Roger Sitkins, Brent Kelly will encourage and challenge your audience to gain clarity, build consistency, and make a commitment to achieve ultimate peak agency performance. Brent will share the Best Version Possible process and how to begin to implement this proven process to every member of your agency team focusong on four key areas: • • • •

Alignment - Creating your high performance team Green Zone - Unleashing your sales capacity Retain and Referrals - Keeping and replicating your best clients Obtain - Positioning yourself the category of one in your marketplace

www.ILYoungAgents.com april 2022

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe BlueCross/Blue Shield of IL Keystone Insurance Group, Inc. Pekin Insurance

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS

IMT Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE AmTrust North America Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies BluSky Restoration Contractors Chubb ClickVSC Columbia Insurance Group Continental Western Group Cowbell Cyber CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encova Insurance Forreston Mutual Insurance Company Frankenmuth Insurance Homeowners of America Insurance Company Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J M Wilson 32

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Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marble Box Marsh, Berry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Pouch Insurance Previsor Insurance PuroClean Emergency Restoration Services Restoronics Rockford Mutual Insurance Company RT Specialty - Naperville Sensa, Inc. ServiceMaster DSI Society Insurance Specialty Risk of America Synergy Select The McGowan Companies Travelers United Fire Group Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield april 2022

associate news | INSIGHT

In Memoriam

Abby George, long-time supporter of the IIA of IL, passed away on February 28. Most recently, she worked for W.A. Schickedanz Agency, Inc. in Belleville, IL as their Director of Business Development. Prior to that, she worked with General Casualty Insurance Company. Abby was a great supporter of the association, and especially Region 1 events. She will be missed by many. The IIA of IL Board of Directors and staff sends their condolences to Abby’s friends, family, and past coworkers.d our condolences to the friends and family of Will Cook.

SECURA Insurance Announces Sarah Krause as Vice President – Human Resources

Sarah Krause has been named as SECURA Insurance’s new Vice President – Human Resources. Krause returns to SECURA from Integrity Insurance Company, where most recently she served as AVP Enterprise Transformation Operations, leading the selection and execution of new strategic partnerships to co-create solutions that would accelerate business transformation. Prior to this, Krause was AVP Talent Management and Operations with responsibility for all functions of human resources, facilities, and support services. During her tenure, she successfully led the merger of people, practices, and policies across sister companies Grange and Integrity.

Creighton Joins West Bend Mutual Insurance Board

Kathleen M. Creighton has been elected to the board of directors of West Bend Mutual Insurance Company in West Bend. Creighton recently transitioned from the U.S. Navy after a 33-year career, including six years as a Rear Admiral. She was one of a few Information Warfare Community Flag Officers specializing in cybersecurity, information technology (IT) solutions, network operations, and C4ISR capabilities. Creighton has led large organizations with global footprints for the past six years. These include Director, Command, Control, and Communications and Computers at U.S. Indo Pacific Command, where she directed cyberspace operations and enabled assured communications for 375,000 U.S. forces in theater. Creighton brings communications, cybersecurity, IT, and cloud strategy policy and governance expertise to West Bend’s board. “Kathleen’s exceptional leadership and prestigious career within the U.S. Navy will bring a truly unique perspective to our already talented board. We’re pleased Kathleen has joined this impressive group,” stated Kevin Steiner, West Bend president, and CEO. Creighton is a graduate of the University of Notre Dame and was commissioned through the Naval Reserve Officers Training Corps program, where she graduated from the Naval Postgraduate School with a Master of Science in Information Technology Management.

Previously, Krause worked for SECURA as a Commercial Underwriting Director. She also held roles with Jewelers Mutual and AFLAC. Krause holds a Bachelor of Business Administration degree in risk management and insurance from the University of Wisconsin – Madison and has her CPCU (Chartered Property Casualty Underwriter), ARM (Associate in Risk Management), AU (Associate in Underwriting), and ARe (Associate in Reinsurance) designations. She serves on the board of directors for Big Brothers Big Sisters of East Central Wisconsin.

april 2022

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INSIGHT | agency members in the news Dino Gavanas Honored by Society of Certified Insurance Counselors

Dino Gavanes, CIC of Advisers Group, Inc. in Itasca, was recently recognized for professional leadership and advanced knowledge by the Society of Certified Insurance Counselors. Gavanas was awarded a certificate of achievement recognizing forty consecutive years successfully maintaining the Certified Insurance Counselor (CIC) designation. The CIC designation requires an annual continuing education update, ensuring that his education is always up-to-date and relevant. His ongoing allegiance and support of the CIC program are a testament to the value he places on the “real world” education and professional growth. “Your clients, associates, and the insurance profession as a whole benefit from such leadership and a strong commitment to continuing education,” stated William J. Hold, MBA, CRM, CISR, President and CEO of the National Alliance for Insurance Education and Research. Congratulations Dino!

Commercial & Personal Lines Insurance solutions for homeowners and small, medium, and large businesses. Competitive pricing, multi-product discounts, and easy submission process!

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. Visit www.guard.com/states/ to see our current product suite and operating area. 34

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AmGUARD • EastGUARD • NorGUARD • WestGUARD april 2022

The Owens Group, Inc. - Chicago

The IIA of IL is highlighting the achievements of our member agencies. If you would like to see your agency highlighted, fill out the short submission form at www.iiaofil.org/Agency-Spotlight-Submission. The Owens Group, Inc. has been blessed with providing unique solutions and expertise since William H. Owens opened the doors in 1989. From the beginning, his motivation was to provide impeccable service and knowledge to his clientele to strengthen them so they can strengthen those they serve. Over the years the agency has earned opportunities to bring their unique value proposition to governmental entities, non-profit and faith-based businesses. As time has progressed from the 80s, business, technology and the treatment of risks has changed. Owens made it his mission to continually offer cutting edge products and risk management William H. Owens, III solutions.

Are there any unique struggles you’ve had as an African-American owned agency, both in the past, and currently?

While the past 33 years have been long, it seems just like yesterday when I obtained my first client and I am thankful for each and every one of them for the continued opportunities to provide our unique value added proposition.

Engaging with industry experts we have brought together an amazing team, including recently bringing an industry veteran as the President of The Owens Group, Inc.

This brings us to our next chapter of change and growth within the company. I am excited to say that with the expertise and support of the team we are diligently working on bringing a new set of technology innovations and service to our clients. No matter who is at the helm of organization, our purpose will remain the same - to strengthen our clients so that they may strengthen the communities they serve. We will always do so with a commitment to diversity, equity and inclusion.

Obstacles are always going to be present for a business owner. The number one goal I strive for is to be known as a great business partner, a quality professional in this industry, and positive contributor to the community.

Throughout my career I have lent my knowledge to clients of all kinds, all size, all demographics and building relationships for the benefit of reducing risk. As an African American there has been difficulty breaking barriers. Thankfully, through perseverance, a dedicated team and steadfast commitment to higher professional standards, The Owens Group, Inc. continues to serve its clients with excellence. continued...

april 2022

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Risk Management Solutions of America, Inc. - Chicago

The company was started on October 13, 1989. Leaving Argonaut as the Midwest Division Claims Manager, President Bennie Jones’ mission was to provide claims services as a back-office support function for small agencies and managed care for insurance companies and third-party administrate. His first client was Gene Tkalitch and Associates, and the second was Insurance Support Systems with Gerald Harris as a partner. In 1996 Bennie teamed up with Group Insurance Administrators and changed the name to Risk Management Solutions of America, Inc. (RMSOA), and in 1998, he purchased 100% of the shares. The brokerage arm was initially started as an intermediary and, after two years, moved to the retail side but hanging on to our roots in claims. Bennie thinks the agency has become a highbred offering brokerage as the bread and back-office support services B.O.S.S® as the butter.

Are there any unique struggles you’ve had as an African-American owned agency, both in the past, and currently?

As an African-American-owned agency, the biggest two struggles, I believe, are markets and access to growth capital. My first client was the Tkalitch, who offered mentoring and suggested opening a credit line for working capital. He explained his deal and introduced me to his banker since I had a great credit history. I was asked to make a personal guarantee, allow them to put a lien on the property, and put into a deposit account 165% of the line. At one Bennie Jones point, I had lunch with the same banker and was told how disappointed he was with his “friends” who defaulted on startup business loans. During that conversation of him crying in his soup, I found out they were all Caucasian and were not required to put up any collateral. The last thing I asked before pulling my account was, after three years of never being late or missing a payment, if he was willing to reduce the

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collateral I still had up? His answer was, “that would be complicated.” Add to this where the topic of the day for agencies is M&A, ask the question of why there have not been many firms like RMSOA who have been acquired or are acquiring? Part two of this answer relates to insurance markets. Over the years, we have gotten markets, but the question is, while they write a class of business, will they write them in areas an African-American agent has opportunity, or is nonstandard the only option? The second question is: do they offer a runway for success, understanding the challenges you might face. Not wishing to point out negatively any carrier, I should point a very positive. Attending a Big “I” event, I had the pleasure of meeting with Nationwide’s leadership and explaining the challenge. They heard my concerns and, more importantly, put things in motion, and we are beginning to see positive results. I don’t doubt other carriers are doing similar things, but this one, I have a front seat view.

What is the next chapter in the story of your agency? Is it a family agency that will be passed down? When you or the agency owner decide to leave the agency, what do you hope for after your/their departure. The next chapter is not completely clear. With the unfortunate murder of George Floyd, we have seen the emergence of capital funds. While I have a son, Troy, who has been with me for 14 years, and with a couple of recent hires, I would like to see it take a full step towards a regional with layers of ownership. Whatever move we make, it would be done with the interest of everyone who has entrusted me with a portion of the financial stability of their families.

april 2022

iia of il news | INSIGHT

Education Classes april

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E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual Flood Insurance, FEMA, and the NFIP Webinar CIC-Personal Lines Virtual AND In-Person (Springfield) Agent’s E&O: Best Practices, Operations, Workflows Webinar E&O Roadmap to Personal Auto Webinar CISR-Life and Health Essentials Virtual Class CISR-Agency Operations Virtual Class E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-Life & Health Virtual Ethics: Essentials for the Insurance Producer Webinar E&O: Identity Theft, Red Flags, and Money Laundering Webinar EDGE Conference DoubleTree Hotel, Oak Brook, IL CISR-Commercial Casualty 1 Virtual AND In-Person (Springfield) E&O - Roadmap to Policy Analysis Webinar

may

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E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual E&O Roadmap to Personal Auto Webinar CISR-Element of Risk Management Virtual AND In-Person (Springfield) CISR-Commercial Casualty 2 Virtual Class CIC-Commercial Casualty Virtual AND In-Person (Springfield) E&O Roadmap To Cyber & Privacy Insurance Webinar E&O: Defenses and Preventions Webinar Pre-Licensing-Life & Health Virtual CISR-Insuring Commercial Property Virtual Class The Evolution of Ethics in Insurance Webinar E&O - Roadmap to Policy Analysis Webinar

New Members member agency Beacon Insurance Agency, Inc. Wheaton, IL Robertson Ryan & Associates Milwaukee, WI Unterseh-Schreder Insurance Agency, LLC Waterloo, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. april 2022

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INSIGHT | classifieds for the insurance professional by the insurance professional

POSITION AVAILABLE - AGENCY RELATIONSHIP COORDINATOR

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

Corbyn Beck Illinois Casualty Company (309) 793-1700 hr@ilcasco.com

Nancy Solomon Martini, Miller & Schloss, Inc. (847) 291-1313 Ron@martini-miller.com

INDEPENDENT INSURANCE AGENCIES WANTED

AGENCY/AGENTS/PRODUCERS WANTED

21. Illinois Casualty Company is looking for an Agency Relationship Coordinator to cultivate and expand our independent agency partnerships. This role has growth potential and is supervisory. Past insurance experience is required, especially on the agency side. Carrier experience is a plus. A generous benefits package includes Medical, Dental, Vision, Profit Sharing bonus, Employee Stock Ownership Plan, work-life balance, flexible scheduling, remote work, generous paid time off, and stability working for a growing carrier.

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:

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.

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 looking for Personal and Commercial Lines accounts with preferred companies. We look forward to hearing from you.

GALO Insurance Agency, Inc (847) 832-0888 steve@galoagency.com

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

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.

Dan Browne or Cathy Hall Forest Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions

Visit www.ciagonline.com for contact information.

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

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april 2022

“I love spending hours trying to quote online.”

SAID NO AGENT EVER. No agent ever said they enjoy wasting time. But they have said fast online quoting with a clear understanding of appetite is key to a successful partnership. UFG Insurance listened.

Welcome to a better way to work online — because you deserve it. BOP-Pro Get down to (small) business with this robust businessowners policy, including select endorsements to take coverage to the next level. Pro-Quote Get from start to bind with fast efficiency thanks to smart tools and straight-forward appetite within this enhanced quoting experience.

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UFG’s rejuvenated online experience isn’t about being better than others — it’s about being better for agents like you. Explore our simple solutions for complex times and experience service aimed to exceed expectations.

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It Pays To Get A Quote From Applied.® Learn more at auw.com/MoreToLove or call sales (877) 234-4450 ©2022 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.