e-Insight - April 2022 - Non-Member 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.

ADVERTISERS

Board of Directors Executive Committee

APPLIED UNDERWRITERS

BERKSHIRE HATHAWAY GUARD INS. GROUP

BIG “I” PROFESSIONAL LIABILITY

CONNECT - IIA OF IL COMMUNITY

EBRM

GRINNELL MUTUAL

IPMG

Cover Tip

OMAHA NATIONAL

UNITED FIRE GROUP

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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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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april 2022

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®.

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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12/2020

e INSIGHT -

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

AP RI L 20 22

INSIGH T

State Gove & Nationa rnmen l t Rela tion Interv

iews w ith Leg islators Lobby Relati ing, Govern o n m en - We A s, Advoc acy t re Here For Yo u!

Plus

Guard Great ing Against Resigna the tion Organ an Om izational Str Businesinous Conceess Now rn for ses

2022

confer ence April 20 -21 • Oak

Brook,

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

In this month’s e-Insight. insight

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

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