Insight - August 2021 by Big I Illinois

21 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. That’s why many of our personal lines underwriters, like Amy, have worked with their agents for so long. Amy trusts her agents as resources for many important things, including “life stuff” and they trust her, too. And that makes the relationships that much stronger.

Editor & Graphic Design - Rachel Romines

August 2021

Advertising - Tami Hubbell

CONTENTS 6 13 14 17 20 24 27

Insight Receives 12th APEX Award CONVO Silent Auction to Benefit IIAPAC

By Evan Manning

What is Upskilling?

By Oyster

Building the Post-Pandemic Agency Through Education

By Debbie Ivie

CONVO 2021 - We’re Back - In-Person A Subtle but Deadly Killer of Sales

By John Chapin

Recognizing Randy Jacobs - Long-Time FAC Representative

In This Issue

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

7 8 9 11 19

President’s Message Trusted Choice Brett’s Two Sense Industry

e-Insight

26 28 32 33 34

Farm Agents Council Associate News Agency Members in the News IIA of IL News Classifieds

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

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.

Board of Directors Executive Committee

Regional Directors

Region 1 | James Sager (618) 548-2796 | james@kaneinsurance.com

ADVERTISERS 36

APPLIED UNDERWRITERS

BERKSHIRE HATHAWAY/GUARD INSURANCE CO

ENVISION

GRINNELL MUTUAL REINSURANCE COMPANY

INSURANCE PROGRAM MANAGERS GROUP

SOCIETY INSURANCE

UNITED FIRE GROUP

W.A. SCHICKEDANZ/INTERSTATE RISK PLACEMENT

WEST BEND MUTUAL INSURANCE CO.

Committee Chairs

IIA of Illinois Staff

Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com

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

Education | Teresa Fleming, CIC, CISR (815) 849-5219 | tess@leffelmanassoc.com

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

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

Accounting & Admin Services Tami Hubbell - (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 - (217) 321-3013 - jjacobs@iiaofil.org

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

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

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

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

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

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

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12-Time Winner AWARD OF EXCELLENCE

Magazines, Journals & Tabloids Design & Layout (Entire Issue)

INSIGHT Rachel Romines

Director of Communications

Independent Insurance Agents of Illinois

president's message | INSIGHT

Live CONVO Is Back! After a year and a half of virtual, virtual, virtual, we are back and better than ever. Yes, LIVE CONVO is back in Springfield, and we can’t wait to welcome our members back. I encourage all of you to clear your calendars and attend. The staff at the IIA puts together this CONVO event that is truly the best in the entire nation. Please read all about it inside this edition and learn how easy it is to register. Whether you are a first-time attendee or a veteran, here are the top ten reasons to go to Live CONVO 2021:

2. Wrap up with Thursday General Session Carrier/Key Exec Panel - After a year and a half of changes, we will wrap up CONVO with a State of the Association address and, back by popular demand, a Carrier Executives Panel where we will evaluate changes seen by the industry and discuss what the future holds. Hey, I’m moderating, so I need my peeps there for support.

10. Central Location - Springfield is within a 2-3 hour drive for almost every member in our state. Fill up the tank and head to the Crowne Plaza.

Please read more about CONVO 2021 inside this edition. I look forward to seeing everyone. Whether you are at the Crowne or one of the other hotels, we would love for you to stay and enjoy all day and evening events and take in the full value of CONVO. Each day has something for everyone.

9. Keynote Sessions - Hear from experts on the changing of the insurance marketplace and maximizing leadership results in a multi-generational workforce, as well as State & National Updates, and more. Always a big hit with our members. 8. Tuesday Dutch-Dine-Around Dinners gives you the opportunity to take in local Springfield cuisine with other agents, company representatives, and the IIA of IL team. Space is limited. Make some new relationships by taking advantage of this great opportunity.

1. We Miss You!!!!!!!

Let’s make some new memories in Springfield on October 5-7. See details and register today at ILConvention.com. See you at CONVO!!! All the Best,

7. Casino Night - always a big hit. Our Tuesday Social Event, hosted by The Young Agents Committee is planning another great Casino Night for all attendees. A chance to win prizes, meet people, and gamble??? Count me in. 6. Music, Friendships, Food, and Drink - CONVO has many opportunities to share social time with your fellow members, carrier partners, and partner vendors. Ride the escalator of fun and relationships - old and new. 5. Our World-Renowned Wonderful Tradeshow - Explore new market opportunities featuring more than 150 top carriers, MGAs, and a variety of other vendors. Our partners have a chance to shine for our entire membership at the best trade show in the business. 4. Meet my friend Jay - Our new IIA President for 2021-22 is Jay Peterson. Jay hails from Clinton, IL, and I am very confident he will do a wonderful job this coming year as your IIA President. I’m looking forward to seeing Jay and his wife, Sarah. 3. Education Sessions - This CONVO is packed with opportunities to learn more about our business from key state and national experts. While learning, you will receive the double benefit of CE credits. Now how can you argue with that????

Behind the scenes during Virtual CONVO 2020.

George Daly - IIA of IL President - (708) 845-3311 - george.daly@thehortongroup.com august 2021

insight

Trusted Choice® Social Media Guidebook Now Available!

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Building Materials Increase and the EFFECT on CO-INSURANCE Recently, we have seen a spike in building costs. That could affect the insurance you have in place for your insureds. The increase will affect both personal and commercial policies in that your building values may be too low, and partial losses could result in co-insurance penalties. The IIA of IL formed a member group to discuss this issue with some of the largest independent carriers in order to determine how the insurers will handle this issue. The group was very pleased with the carrier responses in that it does not appear that they will levy co-insurance penalties as long as all coverages are up to date. Penalties occur in partial losses when you do not insure to 80% of value (typically). They all pointed to a potential problem if insureds had made improvements to the property without the insurers’ knowledge.

The independent agency system is uniquely designed to handle this issue in that independent valuations are typically much higher than captive valuations. In the past, when quoting up against a captive, you have noticed that independent valuations are typically higher than the captive competitors. For example, a home that costs $250,000 to build originally on the captive side may be valued at $275,000, while the independent side may value it at $475,000. This historically has been an issue on the independent side that may work in the independent’s favor during this time period. The independent insurer valuation tools are keeping up with the trends; however, they seem not to be over-reacting. Independents could see premiums stay relatively level with maybe slight increases. The captive side will most likely see larger increases as their valuation tools will need to seek larger increases in order to keep up with the market. The other good thing is that many independent policies have either guaranteed replacement, which will ensure the property gets rebuilt at the same like, kind, or quality, or a percentage cap. Guaranteed replacement would rebuild the property without regard to the property limits. An example of a percentage cap would be 150%, which would mean the policy will go 50% above the policy limits. Captives typically do not provide guaranteed replacement cost coverage which would be a huge advantage for independent agents. If the captive insurer has your home valued at $275,000 and it costs $425,000, the difference comes out of the insured’s pocket.

Brett’s 2Sense The other issue we could see is if the market reacts in a knee-jerk manner and raises all of the valuations too high, too quickly. You could see schedule “A”s increase greatly, which may not be needed when the property market realizes the correction. The market may never go back to where the level it was before, but the general thought is that it will drop back. For example, to replace your $250,000 home today will be $525,000. However, after the market corrects, it may drop to $350,000. In that example, you set the insured’s schedule “A” at $525,000, but the market at the time of loss says it should be $350,000. Schedule “A” will indicate $525,000, but your actual loss will be $350,000. Guess what? Most insureds are going to exhaust their entire schedule “A,” which will now cause their new house to be worth much more than the previous house was worth, thereby increasing their future insurance valuations going forward. The great thing is that all of the insurers that we spoke with seem to be reacting very conservatively and not overreacting; all insurers indicated that they are not looking at co-insurance penalties and are staying in close contact with their valuators in order to ensure the best possible outcomes should one of the insureds experience a loss. This is a perfect opportunity to show potential insureds the value of the independent agency system. Moral of the story Independent = GOOD and Captive = BAD. Takeaways: - Ensure that all policies reflect any additions made to properties that are insured; - Try to place (document for E&O purposes) with guaranteed replacement coverage or full building coverage (different insurers call it different things, but you want the property to be replaced to like, kind, and quality should they experience a loss regardless of policy limits). - Market should correct, so don’t panic. 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.

Brett Gerger | IIA of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006 august 2021

insight

YOUR CUSTOMERS’ SPECIALTIES OUR RELIABLE SERVICE We believe in serving restaurant owners with the same reliability and responsiveness their patrons receive. That’s why we offer customized coverages and outstanding claims service. Trust in Tomorrow.® Learn more today. AUTO | HOME | FARM | BUSINESS

grinnellmutual.com “Trust in Tomorrow.” and the “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2021.

industry | INSIGHT

Rate Moderation in Second Quarter Professional Lines Rate Moderation Leads Way The composite rate for the second quarter 2021 was 5.9 percent versus 7 percent in the first quarter. Commercial insurance buyers paying $25,000 or less in premium are paying a slightly lower rate at 5 percent versus 6.3 percent in the first quarter. As measured by line of coverage, professional lines rates adjusted significantly at an increase of just 4.3 percent versus 11.3 percent last quarter. There were other slight adjustments in rates as measured by industry group, coverage classification and account size. Property, auto, business interruption, general liability, EPLI, crime and public entity had rate increases from Q1 to Q2 but the overall composite rate index was down. Richard Kerr, CEO of MarketScout profiled the market results by explaining, “We monitor trends. This quarter there was a slight trend towards rate moderation, but this could be an aberration. Let’s see how the rest of the year plays out before we make any predictions about market rates moderating.” Kerr also noted, “We are now entering hurricane season and this fall we will be in wildfire season. Property rates continue to rise and could get even higher.” The National Alliance for Insurance Education and Research conducted pricing surveys used in MarketScout’s analysis of market conditions. These surveys help to further corroborate MarketScout’s actual findings, mathematically driven by new and renewal placements across the United States.

By Coverage Class

By MarketScout

A summary of the second quarter 2021 rates by coverage, industry class and account size follows. For detailed rating analysis or market projections by industry class, coverage or account size, contact Vilma Scott at vscott@ marketscout.com. MarketScout, an insurance distribution and underwriting company headquartered in Dallas, compiles the Commercial and Personal Lines Market Barometers. The firm is a Lloyd’s Coverholder and MGA for U.S. insurers. MarketScout owns and operates the MarketScout Exchange as well as over 40 other online and traditional underwriting and distribution venues.

By Account Size

Commercial Property

Up 9.6%

Small Accounts - Up to $25,000

Up 5.3%

Business Interruption

Up 7%

Medium Accounts - $25,001 – $250,000

Up 6.3%

BOP

Up 4%

Large Accounts - $250,001 – $1 million

Up 8.3%

Inland Marine

Up 4.2%

Jumbo Accounts - Over $1 million

Up 6.6%

General Liability

Up 6.3%

Umbrella/Excess

Up 11.6%

Commercial Auto

Up 9%

Workers’ Compensation

Up 1%

By Industry Class

Professional Liability

Up 4.3%

Manufacturing

Up 5.6%

D&O Liability

Up 11%

Contracting

Up 6.3%

EPLI

Up 7%

Service

Up 4.3%

Fiduciary

Up 2%

Habitational

Up 8.6%

Crime

Up 3%

Public Entity

Up 5.6%

Up 1.3%

Transportation

Up 11%

Energy

Up 6.3%

Surety

august 2021

insight

IIAPAC

Independent Insurance Agents

Y R T

S U D

Political Action Committee

N I R

U O The Independent Insurance Agents Y Political Action Committee (IIAPAC) T

R O P

P U S

supports candidates for and members of the Illinois General Assembly who support the legislative agenda of independent insurance agents.

IIAPAC is a bi-partisan committee, making significant contributions to both Republican and Democratic candidates.

IIAPAC - Your Association Fighting For You Passed legislation to provide parity to total loss of auto claims. Passed legislation to make several changes to the Surplus Lines Code. Passed legislation to give agent notification for lapsing life insurance contracts. Passed legislation to allow for virtual pre-licensing insurance courses. Introduced legislation to provide consumer protections from bad actors in the public adjuster arena. Fought off retroactive business interruption efforts. Joined efforts in beating back a harmful workers’ compensation rule. Make changes to the Department of Insurance’s regulation on the Premium Fund Trust Account (PFTA).

We Need Your Help Your financial support will help elect and re-elect candidates who share our business philosophies. In 2019, only 22% of IIA of IL member agencies contributed to IIAPAC which amounted to $41,100 - far below the average of comparable industries. Donate online at my.iiaofil.org/donate.

government | INSIGHT

Be an Industry Hero help save the industry - donate to the IIAPAC silent auction By Evan Manning

CONVO Silent Auction to Benefit IIAPAC CONVO is just around the corner – October 5-7. This year we are again featuring a Silent Auction to benefit the Independent Insurance Agents Political Action Committee (IIAPAC) and St. Jude Children’s Research Hospital. Supporting IIAPAC is one of the most impactful investments in the future of our industry. There are several benefits to supporting IIAPAC. It allows Phil Lackman and I the opportunity to build relationships with elected officials, enables us to provide information to further good government, advances government affairs priorities, and increases our understanding of the political process.

bad legislation and continue our pursuit of preserving a healthy insurance marketplace for our members and their insureds.

This year we have had tremendous success with our legislative agenda, successfully passing four out of five bills we introduced in early Spring. Unfortunately, we were unsuccessful in beating back a producer fee increase that was introduced and passed on the final day of session. Despite that defeat, our year was enormously successful by all standards. However, we need your help to keep fighting

A contribution to IIAPAC is an unimaginably small fraction of what even one of the many, many bad bills and regulations could cost your agency. We’re committed to defending independent insurance agents and those you serve to protect. Please support our fight. Both individual and corporate contributions are accepted.

I am asking for a monetary donation or donations of items like sporting event tickets or concert tickets, sports memorabilia, electronics, golf clubs, golf packages or trips, and more. Additionally, please do not hesitate to contact me if you have any other ideas to be included in the Silent Auction. I want to thank those who have already donated and continue to contribute to the IIAPAC.

Evan Manning is the IIA of IL Director of Government Relations and can be reached at emanning@iiaofil.org or (217) 321-3002.

iia of il

October 5-7, 2021

Get all the details of this year’s event on page 20! august 2021

insight

What is Upskilling? Why upskilling is better Managing remote teams presents challenges, least of them being time zone conflicts and decreased camaraderie between members. So, when it comes to keeping your remote team on top of industry trends and knowledge, you’ll want the solution with the least friction and best results: upskilling. Learn all you need to know about upskilling and why it matters for distributed teams here. From why it’s better than firing and hiring to how to set up systems and tips for success, we cover it all.

What is upskilling? At a high level, upskilling is the process of learning new skills or teaching workers new skills. Because it’s advantageous that employees lessen skill gaps (more on this later), companies invest in training programs. The need for upskilling is seen as a necessity for every employee today to close the digital talent gap in the post-COVID-19 workplace.

Why upskilling is an important aspect of management. Simply put, upskilling has turned from a “perk” to a necessity for management to instill in recent years. Why? Employee expectations are changing. Borders aren’t a barrier to find and retain high-quality employees, and these high-quality employees expect more from upper management and employers. Studies show that younger professionals want jobs to be development opportunities. So, attracting the right candidates to your company starts with training opportunities. It’s better for the company in the long run. For reasons we describe below, upskilling boosts employee morale, motivation, and loyalty in the company. Not only will 14

insight

distributed team members feel more valued, but they’ll be ready to advance in their career. That next step is often within the same company, as long as there’s room for promotion. In other words, the upskilled employee receives a salary raise and desired promotion, and your company saves time finding, hiring, and onboarding new remote talent. It’s a win-win.

Why upskilling is better than firing and hiring. In all honesty, it can be easier and better to upskill rather than find new talent or let go of existing. Here are some core reasons why: 1. Attract more talent Times are changing. Current and potential employees expect more than just a paycheck from their companies. Here’s another statistic for you, 1 in 5 job seekers want more professional development opportunities in a new role. 2. Improve employee retention Likewise, over a third of current employees would leave their current employer if not offered training to learn new skills. So, upskilling improves employee engagement and retention. 3. Save resources Searching for and hiring new distributed talent can drain company resources. Companies save time and money upskilling current employees compared to hiring new ones at a higher salary. 4. Save time onboarding In the same manner, onboarding new employees takes time. Upskilling current talent allows companies to invest this time elsewhere.

august 2021

er than firing and hiring. 5. Build team culture Training and upskilling can increase collaboration among distributed team members. This will not only build team culture, but also unify employees across distances. 6. Allow team members to keep up with the industry Low-skilled workers may lose their jobs in the wake of automation and digitalization in the workplace. Therefore, upskilling workers grants competitiveness as they’ll keep up with the industry. This ultimately benefits current and any future employers.

How to set up systems for upskilling The systems instilled for upskilling need to span time zones, cultures and roles so there’s a sense of cohesion instead of further separation. Here are some key steps to follow: Create a process map First things first, develop your process map. This planning and development tool visually describes the flow of work, allowing everyone to better understand what’s needed to complete a goal. (In this blog, that goal is upskilling.) Process mapping is a powerful technique because it easily identifies strengths and weaknesses in the existing process– if there was one. It also allows you to look at the big picture, from macro to micro goals. Choose a model While online meetings are arguably the most popular form of remote training, they’re not the only model. Upskilling can also take the form of synchronous or asynchronous learning activities, of which asynchronous is better for distributed team members so participants learn on their own time. The asynchronous model requires training results be met before a certain deadline. Results can be in the form of a course completion score, assessment, or august 2021

By Oyster certificate. Depending on the complexity of the training, a hybrid model may also be used, where virtual classes are scheduled alongside asynchronous material. Pick the right tools Having the right tools in place increases employee training completion and improves the overall learning experience. To make wide-scale virtual training possible, use conferencing and webinar platforms that allow screen sharing, remote access, live chat, file sharing, etc. Zoom, Google Meets, Zoho, GoToMeeting, and Join.me are commonly used. Likewise, you’ll also need a dedicated virtual training platform with more advanced features for running training, like breakout rooms and virtual assessments. Options include Larksuite, BigBlueButton, and GoToTraining. Lastly, use a learning management system to manage attendance, assign learning materials, and track training efforts. Some of the top LMSs include Google Classroom, Canvas, Schoology, Blackboard, and Edmodo. Prepare learning materials When you know how you’re going to upskill (synchronous or asynchronous) and where (on which platforms), you can gather training materials. Depending on your model, materials could include the following: presentations with accompanying reference materials; videos; forums; polls; surveys; assessments; etc. Deliver training When the heavy lifting is done, your LMS of choice will help deliver the training to your distributed team members. After uploading the course materials, you’ll be directed to set deadlines and invite employees. continued...

insight

Track results When all is finished, it’s time to measure outcomes. Depending on company goals, this can include certificate completions, assessment scores, time spent completing training, and other metrics. You can also track if participants are actively engaged or opening up other applications during synchronous sessions (if you have the right tools).

How to improve upskilling in distributed teams Understanding the importance of upskilling and how to set up systems is half the struggle for leaders. If you want more effective remote employee training, follow these tips: Have a schedule When there’s a consistent and transparent schedule for training, employees will prioritize it, and you’ll get higher attendance. For distributed team members, remember to set reasonable deadlines and learning objective goals. (This can tie back to your process map, where you see the flow of information from start to finish.) Start with orientation Establish ground rules for your remote learners so they know what’s expected of them. Some issues to address could include what to do during connectivity issues; how to interact in synchronous sessions (when to mute oneself, raise hand, ask questions, etc.); how to create a distractionfree learning environment (mute cell phones, close other windows, etc.); and more. Make training accessible All training materials should be created with the 21st Century professional in mind: on-the-go and consumable at any time. Having desktop- and mobile-friendly training not only allows for effortless switching between devices, but also works easier with employees’ schedules. Ensure upskilling is interactive Emails, Slack notifications, client calls, WhatsApp, social media. With so many distractions, if you want your training to be effective, it needs to capture and keep your team members’ attention. A great way to do so is to pair selfstudy with group training. It brings the entire team together and boosts morale.

Provide pre- to post-training support Don’t be so focused on the training programs that prep work and follow-up are an afterthought. Pre-training, do your homework. Study other companies’ training programs to see which methods you like best and want to use with your own team. Also, make sure everyone has the right tools installed on their work computers. Post-training, if your team is now using new tools, double check their licensing to prevent any hiccups in the workflow. Offer regular check-ins or “office hours” Some team members may have questions throughout the training. As the leader of the team, make yourself available at various times throughout the week (accommodating all time zones) should anyone wish to connect. Make material digestible Studies show that employees only have about 1% of their time to dedicate to training and development. To remedy this, keep things brief and to the point. No matter the training, each module or lesson should target a specific employee need with tactical tips. If you can’t condense everything into bite-sized material, dedicate a whole day or afternoon seminar to the topic, time zone-permitting. Encourage personal development days If training isn’t in-house, give a personal development stipend to distributed team members, and make it mandatory for them to take off days to upskill. Be communicative in letting them know that the budget allotted and days off should be respected.

Upskilling matters If we are to continue embracing the benefits of remote work, leaders need to adapt to training their distributed teams to lessen skill gaps and strengthen the company as a whole. They need to take care of their employees and ensure that they’re ready for a new age of work postpandemic. This article originally appeared on oysterhr.com. Oyster is a distributed HR platform designed to enable visionary HR leaders to find, hire, pay, manage, develop and take care of a thriving distributed workforce. It lets growing companies give valued international team members the experience they deserve, without the usual headaches or the expense. Oyster enables hiring anywhere in the world-with reliable, compliant payroll as well as great local benefits and perks.

Employee expectations are changing. Borders aren’t a barrier to find and retain high-quality employees, and these high-quality employees expect more from upper management and employers.

insight

august 2021

Building the Post-Pandemic Agency through

EDUCATION

By Debbie Ivie Getting together to network and learn has never been more important than in our post-pandemic world. Continual education will always be a key to an agency’s success, whether online or in face-to-face settings at conferences such as NetVU’s annual Accelerate conference and many others. However, what we learn and how we learn - that’s all changing. Here are three ways in which the pandemic changed the way agencies will evolve through learning:

Urgency to Explore and Learn

We’re seeing a greater urgency to explore more of the newer features of agency systems and software. It might be Vertafore software or it could be Microsoft Office. Once everything changes in our world we find ourselves becoming more than just a bit curious about a new tool. Learning becomes mandatory for survival. Agencies are digitizing workflows and functionalities they lost when offices were shuttered. “We’ve always picked up our mail off the corner of Sally’s desk. Now that Sally’s no longer in the office, what do we do?” From an education standpoint, there’s also a growing desire to learn things we just didn’t have time for in the past, and that’s a need we addressed when developing the curriculum for this year’s Accelerate. In fact, I would argue that education is more important than ever because of the array of new challenges we’ve faced during the pandemic and the onslaught of new solutions to address them. These things are all aimed at making you more efficient and when you’re more efficient you’re going to be more profitable. And if you’re more profitable you’re going to be happier and your people are going to be happier.

Access to Solutions

We quickly found out that we lost those hallway and break-room conversations during the pandemic. It was easy to get a question answered or solve a problem when you august 2021

could seek out a colleague and discuss an issue face-toface. Now, agencies are providing documents, FAQs and self-service tools where employees can access them 24/7. We’re all adults and we should be trusted to figure some things out for ourselves. What’s more, self-service gives us more control over our day. We can find the resources we need without looking for someone to help us find a form or figure out how to make a change for a policyholder. Learning by doing is a powerful thing.

Talent Pool

The future success of the independent agency channel rests finding the best talent. By and large, we’ve learned that we can be efficient working from home, so why be limited to the talent within our geographic footprint? More and more agencies are learning firsthand that technology can connect them with the best possible talent regardless of location. I believe that if not for the pandemic, independent agencies would have remained hamstrung by geography, unable to hire and retain the best and brightest. Now they’re seeing it’s possible to hire a great claims handler halfway across the country or to retain that CSR who had to move away when their spouse found a new job. Accessing the best talent regardless of where they live will require learning new ways to do things and using new tools. If there’s one thing I would say to any agency owner, principal, producer or CSR, it’s “be intentional.” Be intentional about staying connected. Be intentional about hanging on to good habits you developed during the pandemic and shedding the bad habits. And be intentional about reaching for new and more efficient ways of learning. Debbie Ivie, CPCU, AIM, NcIA is learning experiences manager for Network of Vertafore Users (NetVU).

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INSURANCE PROGRAM MANAGERS GROUP CLAIMS MANAGEMENT SERVICES

IN THE WORLD OF INSURANCE, CLAIMS DO HAPPEN. IPMG’s Claims Management Services division (CMS) is that partner. As a full-service claims management company, IPMG CMS accepts the responsibility and expects to be held accountable for the results we achieve on behalf of our clients.

SERVICES AND RESOURCES: » » » »

» » » » » » » » » »

Workers’ compensation claims management Property and liability claims management Auto liability and physical damage claims management Professional liability claims management » Strong emphasis on public entity and long-term care sectors Nurse case management Risk management/loss control Medical bill review Pharmacy benefit management Aggressive litigation management Utilization review Electronic claim reporting with immediate acknowledgment and adjuster assignment 4-hour assigned adjuster contact on every claim Online claim review including adjuster notes and financials Industry leading analytics with national database for benchmarking purposes

INTERNAL QUALITY CONTROL AND COST CONTAINMENT PRACTICES: » Adjuster book of business analysis – to ensure workload does not affect service levels » Closing ration analysis – a monthly review to ensure adjusters are achieving maximum production » Claims diary tracking » Formal litigation handling guidelines and practices » Comprehensive medical bill review – average 59% cost reduction » Pharmacy benefit program – average 35% cost reduction » ISO claims search » Medicare section 111 data reporting and compliance

For more information please contact:

MIKE CASTRO

BOB SPRING

Sr. VP, Claims Management Services Mike.Castro@ipmg.com 630.485.5895

VP, New Business Development Bob.Spring@ipmg.com 630.485.5885

e INSIGHT -

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

AU GU ST 20

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In this month’s e-Insight.

The Importance of Training and Development for a Successful Business By Ryan Laude

august 2021

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! k c a B e r ’ e ! W n o s r e P In iia of il

October 5-7

Crowne Plaza, Springfield, IL Together we are Independent Agents. Together we are stronger. Let’s Get Together - In-Person! 20

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Come Together. Earn up to 12 hours of Illinois Continuing Education credit with industry-driven educational programming. You’ll hear about the latest topics and news that matter most to you from leading experts and your peers. You’ll leave CONVO with key information that you can implement into your agency right away. We’ve learned over the past year and a half that networking cannot be replicated virtually. We are excited to come together to meet with old friends, make new relationships, and network with peers and company representatives.

Schedule

(Subject to Change)

Tuesday, October 5

View Full Schedule - Click Here

9:30 a.m. – 4:00 p.m.

Independent Agent Golf Outing (offsite-The Rail Golf Course)

Noon

CONVO Registration Desk Opens

1:00 – 4:00 p.m.

Concurrent Education Sessions (CE)

5:00 – 6:00 p.m.

Welcome Reception – Happy Hour & Heavy Hors d’oeuvres

6:00 – 8:00 p.m.

Dinner Break – Dutch Dine Around

8:00 – 11:00 p.m.

Casino Night hosted by the Young Agents - benefiting Make A Wish

Wednesday, October 6 7:00 a.m.

CONVO Registration Desk Opens/Continental Breakfast Available

8:00 a.m. – Noon

General Session (CE)

Noon – 1:00 p.m.

Food Truck Lunch & Networking

1:00 – 4:00 p.m.

Concurrent Education Sessions (CE)

3:30 – 6:30 p.m.

Tradeshow

6:30 – 11:00 p.m.

Tailgate Party

Thursday, October 7 7:00 – 8:30 a.m.

Hot Breakfast

8:30 – 11:30 a.m.

State of the Association Address & Carrier Executives Panel (CE)

IIAPAC Silent Auction

Throughout the event, you’ll have a chance to bid on several items during the IIAPAC Silent Auction! Bidding ends during the Social Event on Wednesday evening. Items up for bid will be listed on the CONVO website at ILConvention.com. august 2021

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iia of il

October 5-7, 2021

Learn Together.

Education Sessions

CONVO 2021 offers a variety of education sessions! The schedule allows flexibility so you can customize your time to fit your needs.

OPENING GENERAL SESSION

n the o r e h s e a r e f r e r ie n c e ? Need O Exp V N o! O C is v id e h t h c Wat

Hear from experts on the changes in the insurance marketplace and maximizing leadership results in a multi-generational workforce, as well as State & National Updates, and more.

CONCURRENT EDUCATION SESSIONS

Concurrent education sessions provide a little something for everyone in the agency. This year’s topics include: • Time Management • Cyber Liability • Life & Health • ISO • Creating deep connections with clients • And so much more!

CLOSING GENERAL SESSION

State of the Association Address and Carrier Executives Panel

IIA of IL leadership will discuss the trends and challenges facing the independent agency system. The Association will share what they are doing to stay ahead of the curve to provide a sustainable competitive advantage for member agencies. During the Carrier Executives Panel Discussion, hear from company executives on the changes they’ve seen recently and what the future holds.

Grow Together.

Networking and Social Events

It wasn’t for lack of trying... businesses and individuals both tried to keep networking alive during the pandemic. Virtual happy hours, online check-ins, phone calls and more... but it just wasn’t the same. Without in-person events, networking became very hard - and, quite frankly - not very personal. CONVO 2021 offers several opportunities to find out what your old friends and peers have been up to, and grow your circle of knowledgable professionals.

WELCOME RECEPTION - Tuesday DUTCH DINE AROUNDS - Tuesday CASINO NIGHT - Tuesday

FOOD TRUCK LUNCH - Wednesday TAILGATE PARTY - Wednesday

Non-scheduled events offer just as much opportunity to chat: elevator rides, at the buffet tables, at the bar, in the lobby - the chances are endless! 22

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Find Opportunities Together.

Tradeshow

The Midwest’s largest industry tradeshow will be held on Wednesday, October 6. This is your chance to see what’s new in the industry and meet with your carrier partners. You’ll be able to let the conversations flow during the three-hour tradeshow event. Explore new market opportunities featuring more than 150 top carriers, MGAs, and a variety of other vendors.

Limited Time Only Members Receive Heavily Discounted Registration Rate! Click to register now!

Exhibit

Company Opportunities

s e r i Exp on! So

Your company should be a part of the Midwest’s largest industry tradeshow. Exhibit booths are on sale now. Secure your space right away as this event will sell out quickly!

Sponsor

Studies say it takes seven to 11 times for somebody to see your message and actually remember it. One of the best reasons to sponsor a portion of CONVO is the number of people (over 800!) that will have eyes on your brand. This is an opportunity for your business to solidify your presence in the industry. Plus, sponsoring is yet another way your company can build trust with current and potential agencies. And to top it off, you’ll be helping keep the costs down for agents to attend the event. Your contracted agencies will continue to attend to increase their knowledge, which in return, could affect your bottom line.

Advertise

Every person that attends CONVO will receive an event program. This is the guide to the entire event and will be referenced by attendees multiple times throughout the three days, and even after the event is over!

ILConvention.com

For more details and to register, visit the event website.

CONVO registration is required to access the room block at the Crowne Plaza. A link to reserve a room will be sent to you in your registration confirmation email. august 2021

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A Subtle but

of Sales By John Chapin If you’ve read past sales articles of mine, you know I talk a lot about the two major keys to sales success: lots of the right activity and great sales skills. That said, while a lack of activity is the biggest killer of sales success, a lack of great sales skills isn’t the second biggest killer. The second biggest killer is more subtle. In fact, it’s so subtle that most salespeople go through their whole sales careers and never figure this one out and, as a result, never become the salesperson they could be. The Second Biggest Killer of Sales I won’t make you read the whole article to find out what the second biggest killer of sales is, here it is: the second biggest killer of sales is not being direct. Coincidentally that’s also the second biggest issue I run into with salespeople I train. Number one is lacking the first key to sales success: lots of the right activity. Most of the salespeople that struggle simply are not making enough calls to get enough qualified prospects, to make the sales. While lacking the second key to sales success, great sales skills, definitely hurts sales results, it doesn’t hurt sales as much as an unwillingness to be direct in sales conversations. An unwillingness to be direct by not asking enough questions and/or tough questions, will lead to incorrect assumptions and an overall breakdown in communication and the sales process as a whole. Salespeople who aren’t direct will find themselves chasing people who aren’t interested, aren’t qualified, or both. Also, when they do talk to the right people, they’ll fail to uncover all the necessary issues and buying motives.

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A perfect example of not being direct is the fact that more than 60% of salespeople don’t close at the end of a presentation. The average salesperson gets to the end of a presentation, asks the prospect what they think, and upon hearing a simple brush off like, “looks good, why don’t you follow up with me in a week”, simply agrees and leaves. I’ve even been on sales calls where the salesperson finished their presentation by telling the prospect they’d follow up in a few days after the prospect has had time to think about everything that was covered. Of course, the end of a presentation is only one area where many salespeople fail to be direct. Other common areas include: qualifying on the initial call, the needs analysis during the first and subsequent appointments, and when dealing with objections. Here are the most popular reasons salespeople fail to be direct: • They confuse being direct with being pushy. When I talk about being direct, I’m referring to the words you use, not your tone of voice and demeanor. You want to ask questions that are worded directly, in a friendly and conversational manner as if you’re talking to a close friend or family member. • They don’t want to lose the lead. Many times a salesperson is so happy they have an interested prospect, that they don’t want to do anything to lose the prospect. They’re afraid that if they ask too many questions, the prospect will get irritated and they’ll lose them, so they don’t ask the necessary questions. august 2021

• They don’t want to burst their own bubble. This one is related to the above, but this specifically applies to salespeople who employ the ‘hope’ method of selling. When I ask someone how their sales calls went and I hear, “No sales but I got a lot of really good leads”, I know they’re using the ‘hope’ method. If you’ve been in sales for a while, you know there’s no such thing as a good lead. Unless it’s your first week in the business, you shouldn’t be excited about ‘good’ leads, only good sales. Salespeople who get excited about leads look for an ounce of interest and once they see it, remove themselves from the selling situation as quickly as possible ‘hoping’ those leads will translate to sales. They won’t.

• Close at the end of each client or prospect sales call. You may be closing the sale or you may simply be closing on the next appointment, or whatever your next step in the sales process is. Either way, close and get a commitment. That means either asking closing questions or getting a specific time and day for your next step. Do not accept, “call me next week”, or “call me on Tuesday”. You have to have a specific follow-up item scheduled on a specific day at a specific time. • Get in the habit of being direct in all your conversations, even personal ones. How many times have you had a misunderstanding because something was assumed? Never walk away from a conversation with assumptions. Ask direct questions that uncover all the details you need.

• They’re afraid or uncomfortable being direct. This is someone who has trouble being assertive coupled with a fear of rejection and having difficult conversations in general. They may also have some deep seeded, negative beliefs about asking strangers questions.

• Err on the side of asking too many questions versus too few. John Chapin is a motivational sales speaker, coach, and trainer. For his free eBook: 30 Ideas to Double Sales and monthly article go to www.completeselling.com. John has over 33 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). John can be reached at johnchapin@completeselling.com.

• They haven’t been trained properly. This is someone who wings every sales call and doesn’t have a sales process to follow. Here are some solutions to the above: • Have a specific process along with a list of scripted, well-thought-out questions to ask on each call and in each situation. You may not ask all of the questions on every sales call but you have to ask enough of them to ensure the person you’re talking to has a need for your solution, and is in fact ready, willing, and able to invest in your product or service.

Commercial & Personal Lines Insurance solutions for homeowners and small, medium and large businesses. Competitive pricing, multi-product discounts, and easy submission process! Visit www.guard.com to see what we can do for you. Businessowner’s Commercial Auto Commercial Package Commercial Property Commercial Umbrella General Liability

Homeowners Personal Umbrella Professional Liability/E&O Workers’ Compensation Pay-As-You-Go options with over 200 payroll partners!

Commercial Lines Targeted Classes: • • • •

Artisan Contractors Auto Services Habitational Hotels/Motels

• • • •

Lessor’s Risk Light Manufacturing Professional Offices Restaurants

• Retail Stores • Services Industries • Wholesalers & Distributors

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ AmGUARD • EastGUARD • NorGUARD • WestGUARD

This information is intended to provide a general overview for marketing purposes. Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. august 2021

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Farm Agents Council a division of the Independent Insurance Agents of Illinois

It Felt Good to Be Back Together! The Farm Agents Council (FAC) hosted their Golf Outing & Annual Meeting in Bloomington, IL on June 17-18, following a year of cancellation due to the pandemic. The event kicked off with the annual golf outing at Prairie Vista Golf Course. Over 100 golfers attended, and all seemed happy to be out from behind a screen and back together in-person. Fresh air and sunshine were exactly what the doctor ordered, and we got lucky with both: the weather could not have been more perfect. Auto-Owners Insurance provided coffee & donuts during registration. Farmers Mutual Hail was back at the grill, serving up some delicious sandwiches. Of course, all that sunshine and golf makes you thirsty, and we were thankful ProAg & SECURA sponsored the beverage carts. Following golf, everyone headed back to the DoubleTree Hotel for the social hour and tradeshow, sponsored by NAU Country Insurance and Great American Insurance. Over 130 people and 22 exhibitors joined the festivities. During the social hour, the FAC recognized Randy Jacobs who is retiring from the FAC Board after 19 years of service. Randy has been a huge asset to the organization and will be greatly missed by the Board. On Friday morning, breakfast was served compliments of RCIS, which was immediately followed by the annual meeting. The Board recognized both incoming & outgoing members. Joining the Board are new members Dayton Kilgus and Derek Carroll. New officers are Dustin Peterson, Governing Board Chair; Lisa Quest, Vice-Chair; and Steve Foster, Secretary-Treasurer. Outgoing members Kyle Johnson & Randy Jacobs were recognized for their years of service and commitment to the Board. After the annual meeting, Evan Manning, IIA of IL Director of Government Relations, provided an update on the conclusion of the legislative session and the issues impacting insurance agents at both the state and federal levels. Sponsored by Indiana Farmers Insurance, the continuing education course was “E&O Commercial Property Gaps and How to Fill Them” with Kent Anthony. The session, Kent Anthony

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By Shannon Churchill

approved for both IL Ethics CE credit as well as IIA of IL E&O credit, offered members the opportunity to earn both credits at one time. Kent Anthony’s expertise in the farm industry and his expert witness work provided a lot of valuable examples for attendees. No one left hungry, as CIMICO sponsored some delicious treats for everyone before they left. Overall the event was a great success, and the FAC Board is looking forward to welcoming everyone back to Bloomington, IL on June 16-17, 2022. Mark your calendars now! Congratulations to the following winners from the event: Hole Contest Winners: James Sager Justin Howell Steve Foster Pat Allee Tyler Sandrock Congratulations to the first-place winners of the event (pictured below, left to right): Marc Musso Steve Foster Dustin Peterson Taten Musso

Congratulations to the second-place winners: Brent Honegger Todd Hoffman Mike Yergler Brett Egan

Conference Photos

Thank you to Lisa Quest for taking photos during the conference. Visit the FAC Facebook page to view all pictures of the event. august 2021

Thank you to our Sponsors of the 2021 Golf Outing & Annual Meeting AgriSompo North America Arlington/Roe Auto-Owners Insurance CIMICO Crop Risk Services Farmers Mutual Hail Forreston Mutual Great American Insurance Grinnell Mutual Indiana Farmers Insurance Madison Mutual Insurance Company Nationwide NAU Country Insurance ProAg Rain and Hail RCIS SECURA Shannon Churchill is the FAC Liaison and the IIA of IL Director of Information and Technology. She can be reached at schurchill@iiaofil.org or (217) 321-3004.

FAC Supports IIAPAC During the event, the FAC raised $1,150 for IIAPAC through various contests and giveaways.

Save the Date FAC Mid-Winter Meeting January 27-28, 2022 Crowne Plaza, Springfield, IL

Stay Up-To-Date

Stay up to date with the Farm Agents Council on our website at www.ilfarmagents.com or through Facebook at www.facebook.com/FarmAgentsCouncil. Not a member of the FAC, but would like to find out more? Reach out to us at farmagents@iiaofil.org.

Thank You Randy Jacobs! The Farm Agents Council (FAC) would like to recognize Randy Jacobs for his years of service and dedication to the Farm Agents Council (formerly Illinois Farm Insurance Agents of IL - IFIAI). Randy started on the Farm Agents Board in 2002 and moved into the Secretary/Treasurer role in 2008. If you asked him back then, he probably never would have thought he would stay in that position for 13 years. However, he did a fantastic job! Randy coordinated so many events, handled the dues, took minutes, and kept the board and the organization running smoothly. His biggest triumph was perhaps when he led the charge in consolidating the IFIAI with the IIA of IL to form the Farm Agents Council, a division of the IIA of IL. Through Randy’s efforts, FAC members saw no interruption in member benefits and helped to implement new procedures to benefit everyone in the organization. He has been an integral part of this administration for so long, and we are thankful for all the work he has done. The work must go on, and Steve Foster will be taking over the Secretary-Treasurer position of the FAC Board. Although he has big shoes to fill, we know Steve is up for the task. The IIA of IL Board of Directors will welcome Steve in August at his first meeting as the official FAC Representative.

august 2021

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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 Blue Cross/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 Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies Chubb Columbia Insurance Group Continental Western Group CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encompass Insurance Encova Insurance Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Homeowners of America Insurance Company Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group 28

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J C Restoration J M Wilson Kemper Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marsh, Berry & Company, Inc. Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company Nationwide Previsor Insurance RT Specialty - Naperville ServiceMaster DSI Society Insurance Specialty Risk of America Travelers UIG - The Agent Agency United Fire Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield august 2021

associate news | INSIGHT Grinnell Mutual, SECURA Insurance Recognized as a Ward’s Top 50® Property and Casualty Insurance Company

Ward Group analyzed the financial performance of nearly 3,000 property-casualty insurance companies based in the United States and identified the top performances based on objective data and subjective quality measures. Each company must pass primary safety and consistency tests and is measured and scored along five-year average returns on equity, assets, total revenue, growth in revenue, growth in surplus, and combined ratio. Grinnell Mutual has been recognized by Ward Group as one of its 2021 Top 50 Property and Casualty Performers. This is the sixth year in a row the company has been on the list. “It is always an honor for Grinnell Mutual to be recognized by Ward’s. To be part of that list six years running is an accomplishment we’re very proud of,” said Jeff Menary, president and CEO of Grinnell Mutual. “It feels especially good this year to have maintained our Ward’s Top 50 designation after a year of upheaval and unprecedented losses from the Midwest derecho. We’re grateful to our employees, members, and agents, who always put in the work to ensure our continued growth and financial security.” SECURA Insurance has again earned a place among Ward Group’s 50 top-performing property and casualty insurers for its performance over a five-year period (2016-2020). This is the eighth consecutive year the company has been recognized on this list for superior financial strength. “We are honored to be named a Top 50 carrier by Ward Group once again,” said Dave Gross, SECURA President & CEO. “Our commitment to long-term growth and financial stability has proven successful, and we share this recognition with our policyholders, independent agents, and associates.” Ward Group is in its 31st year of conducting the analysis.

Liberty Mutual and Safeco Insurance Release Interactive Experience to Help Independent Insurance Agents Navigate Digital Transformation Liberty Mutual and Safeco Insurance released a new interactive experience to help independent insurance agents navigate digital transformation. Built off the findings from the recent Rise of the Digital Insurance Agency report which explored the connection between digital and revenue, the resource offers practical advice and personalized insights for unlocking the power of digital. With the launch, this experience – which includes an assessment, framework, and curated content dedicated to 15 different digital capabilities – becomes the most comprehensive and centralized collection of digital transformation insights available to all independent agents. Explore the experience at www.AgentForTheFuture.com/ UnlockingDigital.

august 2021

Digital is becoming more and more critical for independent agents as customer expectations continue to evolve. According to a recent Liberty Mutual survey of more than 600 US consumers, 82% believe a company’s digital experience is either somewhat or very important when they are considering doing business. Further, consumers indicated that digital interactions were imperative how they experience the company: 68% of consumers reported feeling satisfied after a good digital experience, while 67% reported feeling frustrated after a bad digital experience. Combine these findings with that of the Rise of the Digital Insurance Agency report – which found agencies that are high digital adopters grew revenue 60% faster than their less digital counterparts – and the connection between exceptional digital experiences and the bottom line becomes clear. The research-based resource is grounded in the findings from the Rise of the Digital Agency research, which analyzed several dozen digital capabilities and uncovered seven that are highly correlated with revenue growth. These capabilities span a range of tools and tactics, 15 of which were plotted into a digital transformation framework and grouped based on complexity – from fundamentals to modernizations and innovations. To start, agents can take a three-minute assessment to determine where their agency stands within the framework. From there, agents can dig into their personalized results and explore the curated content, which offers industry best practices from dozens of sources on how to strategically implement digital. The interactive experience is available on AgentForTheFuture.com, a free resource Liberty Mutual and Safeco offer to help lift up the entire independent agent channel. Through expert insights, agent stories and proprietary research, Agent for the Future offers actionable advice for the most forward-looking IAs. Explore the experience at www.AgentForTheFuture.com/ UnlockingDigital.

J.C. Restoration, Inc. Honored with Chrysalis Remodeling Award

J.C. Restoration, Inc. (JCR) has earned a 2021 Chrysalis Award for Remodeling Excellence. JCR was one of 70 companies from across the United States that were honored. The entries were judged on overall design, the creative use of space and materials, and the degree to which the project enhanced the original structure. JCR has received this honor in the commercial project category, project total valued at under $500,000. The winning project consisted of a 20-story apartment building that suffered a fire, which was in turn severely damaged by water. JCR was initially hired for floors 6-10, then was quickly asked to take over the entire building’s restoration needs. A total of 130 apartments required reconstruction services, plus 15 hallways and common areas on the 6th floor. The project had a strong sense of urgency, due to the sheer number of displaced residents. JCR crews completed all the units in just over two months. “To win an award in this highly competitive category is quite an achievement,” says Ken Kanline, Director of the Awards. The Chrysalis Awards program recognizes the nation’s best work in 14 general categories of residential and commercial remodeling and are open to every professional remodeler and design professional in the U.S. insight

INSIGHT | associate news SECURA Insurance awarded WELL Certification

SECURA Insurance has been awarded WELL Certification at the Gold level for its home office by the International WELL Building Institute (IWBI). The prestigious distinction was awarded through IWBI’s WELL v2, the latest version of the WELL Building Standard. WELL is the premier building standard to focus on enhancing people’s health and well-being through the buildings where we live, work, and play. The WELL Building Standard is a performance-based certification system that marries best practices in design and construction with evidence-based scientific research. The SECURA home office, designed by Eppstein Uhen Architects (EUA) and constructed by C.D. Smith, earned the distinction based on ten categories of building performance – Air, Water, Nourishment, Light, Movement, Thermal Comfort, Materials, Sound, Mind, and Community – and achieved a Gold level rating. SECURA started the process to pursue a WELL Certification when it began the design for its home office building, which opened in October 2019. Building elements like lighting, air quality, and flexible work spaces, along with company policies and resources for continuing education and mental health support were all designed to make sure associates are supported and have a safe and healthy environment to work in.

A.M. Best Affirms A- Excellent Rating for Society Insurance

Society Insurance recently had its overall financial strength affirmed as A- (Excellent) with Stable Outlook by international rating agency A.M. Best Rating Services. Society has maintained this rating and outlook since 2007. “Given the multiple business challenges that our company, policyholders and agents have faced over the past year, it’s gratifying to see our A- (Excellent) rating and Stable Outlook affirmed by A.M. Best,” said Rick Parks, Society Insurance president & CEO. “We are particularly pleased that Best has once again rated Society’s riskadjusted balance sheet strength as “very strong,” as measured by Best’s Capital Adequacy Ratio (BCAR).” A.M. Best provides ratings that assess the creditworthiness of more than 16,000 insurance companies across the world. An A.M. Best rating is an informed summary opinion of a company’s ability to pay claims, debts and other obligations as they arise. Society’s A.M. Best rating is effective June 10, 2021. For the latest rating, access www.ambest.com.

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J.M. Wilson Announces Promotions

J.M. Wilson has announced the promotion of Adam Mandwee to Assistant Fleet Manager and Executive Fleet Underwriter in their Portage, Michigan office. Adam is responsible for strengthening new and existing relationships with independent insurance agents and company underwriters, as well as underwriting new and renewal transportation fleet submissions (11 plus units). With an increased level of product knowledge in the Fleet department, Adam is a leader and resource to other underwriters. Adam has been with JM Wilson for 5 years where he has held various positions in our Transportation department. Most recently he held the position of Senior Fleet Underwriter. A Western Michigan University alumnus, Adam earned a bachelor’s degree in Business Management. The company has also announced the promotion of Jenna Hans to Executive Property & Casualty Underwriter in their Arlington Heights, Illinois office. Jenna is responsible for underwriting a wide variety of new and renewal property and casualty risks, as well as building relationships with independent insurance agents and company underwriters in Illinois and Iowa. With an increased level of product knowledge, Jenna is a leader and resource to other underwriters in her department. Jenna has been with JM Wilson for eight years where she began as an assistant underwriter. Most recently, Jenna held the position of Senior Property & Casualty Underwriter. Mary Ricks and Jennifer Councell have also been promoted to Executive Fleet Underwriters in their Portage, Michigan office, where they are responsible for underwriting new and renewal transportation fleet submissions (11 plus units), as well as building relationships with independent insurance agents and company underwriters. With an increased level of product knowledge in the Fleet department, they are leaders and a resource to other underwriters. Mary and Jennifer have been with the JM Wilson team for 18 years and 14 years respectively and have held various positions in our Transportation department. Most recently they held the positions of Senior Fleet Underwriters. Ryan Tokarz has been promoted to Transportation Renewal Underwriter in their Arlington Heights, Illinois office. Ryan is responsible for underwriting a wide variety of renewal transportation risks, as well as building relationships with independent insurance agents and company underwriters in Illinois and Iowa. Ryan joined JM Wilson in December of 2020 as an Assistant Underwriter with previous experience as an Underwriting Operations Associate for four years, as well as a Sales Manager for eight years. A Kent State University graduate, Ryan earned his bachelor’s degree in Interpersonal Communication. For more information about J.M. Wilson, call (800) 6665692 or visit www.jmwilson.com.

august 2021

associate news | INSIGHT Liberty Mutual and Safeco Insurance Appoint Regional Field Executive to Lead Independent Agent Distribution for Midwest Region

Liberty Mutual and Safeco Insurance announced the appointment of two Regional Field Executives as part of the company’s unified independent agent (IA) distribution organization. The Pacific Region will now be headed up by Diane Mitchell and the Midwest will be led by Rich Meuret, both long-time veterans of the company. They will bring a local perspective to the national organization, supporting the unique needs of agents and brokers in their respective regions.

Meuret has rejoined Liberty Mutual after two years with Allstate Insurance where he held the position of Field Vice President, working with both exclusive and independent agents. Earlier, he spent nearly 15 years with Liberty Mutual and its legacy brands, including as chief actuary of America First Insurance and vice president of field operations at Agency Markets, as well as in various regional leadership roles across Safeco and Liberty Mutual business lines. Now as Senior Vice President and Midwest Regional Field Executive, he will be based in Indianapolis and will serve North Dakota, South Dakota, Nebraska, Minnesota, Iowa, Wisconsin, Illinois, Michigan and Indiana.

To the role of Senior Vice President and Pacific Regional Field Executive, Mitchell brings more than 30 years of experience at Liberty Mutual, working with independent agents across all core aspects of the business.

Independent Insurance Agent

Public & Specialty Transportation W. A. Schickedanz Agency, Inc./Interstate Risk Placement, Inc. understands the need to protect your customers by offering Commercial Auto Coverages for:

▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶

Charter Buses Children’s Transportation Courtesy/Shuttle Services Employee Transportation Funeral Home Vehicles Limousine & Sedan Services Mass Transit/Paratransit Medical/Medivan/Ambulance Mobile Concessions Vehicles Municipality-Owned Vehicles Party Buses Religious Organization Vehicles Security Vehicles Social Services/Senior Citizens Vehicles Taxi Cab Service

Coverages:

▶ ▶ ▶ ▶ ▶ ▶

Auto Liability limits available up to $5,000,000 Physical Damage UM / UIM Medical Payments Regulatory Filings for Federal & State available New Ventures considered

For more information, contact: Rick Sutton — ricks@was-irp.com Wendy Lucas— wendyl@was-irp.com Abby George, CIC, AFIS — abbyg@was-irp.com Dave Miller, CPCU — davidm@was-irp.com

W. A. Schickedanz Agency, Inc.

Interstate Risk Placement, Inc.

Phone: (618)233-0644 Fax: (618)233-0672

Phone: (309)692-8544 Fax: (309)693-0402

300 West Main Street PO Box 445 Belleville, IL 62222

www.was-irp.com | submissions@was-irp.com

august 2021

public-and-specialty-transportation.indd 1

7320 N. Villa Lake Dr PO Box 3765 Peoria, IL 61612

9/18/2017 3:48:59 PM

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INSIGHT | agency members in the news Illinois Agents Appointed to IIABA Committees

IIA of IL is pleased to announce the following members have been appointed to serve on IIABA Committees for the 2021-2022 fiscal year: Diversity Council (Chair) Bennie Jones, Risk Management Solutions of America, Inc. – Chicago Government Affairs Committee Greg Sandrock, Cornerstone Agency, Inc. - Tampico Steering Committee Greg Sandrock, Cornerstone Agency, Inc. - Tampico Crop Insurance Task Force (Chair) Greg Sandrock, Cornerstone Agency, Inc. - Tampico Health Care Liaison Mike Wojcik, The Horton Group - Orland Park Agents Council for Technology Shannon Churchill, IIA of IL - Springfield “We are proud to have a large presence with our national association,” said Phil Lackman, IIA of IL CEO. “Having Illinois agents participate and lead on several IIABA Committees, and Task Forces confirms Illinois’ role as a leader within the Independent Agency system and provides tangible benefits for our members.”

IIA of IL would like to thank Patrick Muldowney of Alliant Insurance Services for the time he invested as a member of the Large Agents & Brokers Council as his term on the Council comes to an end.

IIA of IL’s Tami Hubbell Receives CIC Designation Tami Hubbell, IIA of IL’s Accounting & Administrative Services and Tradeshow Administrator, has received her Certified Insurance Councelor (CIC) Designation, the nationally recognized and highly respected insurance professional designation.

CICs are recognized for their expertise and commitment to the industry, and the designation is a mark of distinction that demonstrates one’s commitment to professional excellence and leadership in the insurance industry. Hubbell is among 31,500 CICs in the country and considered the best and most knowledgeable insurance practitioners in the nation. To receive her CIC Designation, Hubbell completed 100 hours of CIC education and completed five comprehensive exams. She completed this all while continuing her excellent work for the association. Congratulations Tami Hubbell!

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august 2021

iia of il news | INSIGHT

Education Classes august

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E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing Course - Property & Casualty Virtual E&O Roadmap to Personal Auto & Umbrella Insurance Webinar CISR-Insuring Commercial Property erson! Springfield In-P E&O Roadmap To Cyber & Privacy Insurance Webinar Agents E&O Webinar Pre-Licensing Course - Life & Health Virtual CISR-Elements of Risk Management erson! Rolling Meadows In-P Culture, Ethics, and E&O Webinar E&O: Identity Theft, Red Flags, and Money Laundering Webinar Flood Insurance and the NFIP Webinar CIC-Commercial Casualty Rolling Meadows

erson! In-P

E&O - Roadmap to Policy Analysis Webinar CISR-Insuring Personal Auto Exposures erson! Springfield In-P E&O - Meeting the Challenge of Change Webinar

New Members member agencies Aldridge Insurance Agency, Inc. Murphysboro

september

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E&O Roadmap to Personal Auto Webinar CISR-Commercial Casualty 1 erson! Rolling Meadows In-P Pre-Licensing Course - Property & Casualty Virtual E&O Roadmap To Cyber & Privacy Insurance Webinar Agents E&O Webinar E&O – Meeting the Challenge of Change Webinar The Evolution of Ethics in Insurance Webinar

erson! In-P

CIC-Insuring Company Operations Springfield CISR-Insuring Personal Auto Exposures Bloomington

E&O: Identity Theft, Red Flags, and Money Laundering Webinar Pre-Licensing Course - Life & Health Virtual CISR-Insuring Personal Residential Property erson! Orland Park In-P E&O - Roadmap to Policy Analysis Webinar CISR-Agency Operations erson! Springfield In-P E&O-Roadmap to Homeowners Endorsements Webinar Agents E&O Webinar

Floyd Insurance Agency, LLC Jacksonville Red Oak Risk Management Glendale Heights For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. august 2021

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INSIGHT | classifieds for the insurance professional by the insurance professional

INDEPENDENT INSURANCE AGENCIES WANTED

AGENCY/AGENTS/PRODUCERS WANTED

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

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

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

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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:

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

AGENCY ANNOUNCEMENT

27. Insurance Brokers Incorporated (IBI) Welcomes GAINSCO as a Carrier Partner Insurance Brokers Incorporated (IBI) is pleased to announce the addition of GAINSCO Auto Insurance as an IBI carrier partner. GAINSCO is a nationally recognized market leader with outstanding service to the specialty auto insurance market. The partnership will provide distribution for GAINSCO Auto Insurance products and will provide increased sales opportunities for IBI agency customers. Please contact us at marketing@GoIBI.com.

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

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.

Bill Coughlin IBI Insurance Brokers, Inc. (547) 797-9577

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

insight

august 2021

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