e-insight - December 2021 - Non-Member by Big I Illinois

Independent, Authorized General Agent for

An Independent Licensee of the Blue Shield Association

December 2021

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 10

How the Pandemic Changed Employment

Top Three Ways to Use Data to Sell More

The What, Why, and How of Data Analysis for Insurance Agencies

Three Questions to Ask Technology Partners to Clarify Who Owns Your Data

By Sharon Emek

By Jason Kolb

By Allison Babberl

By HawkSoft

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 15

Brett’s 2 Sense Trusted Choice

e-Insight

24 27 29 30

Associate News Board of Directors Profiles 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.

ADVERTISERS

Board of Directors Executive Committee

APPLIED UNDERWRITERS

BERKSHIRE HATHAWAY GUARD INS. GROUP

BIG “I” EMPLOYEE BENEFITS

CONNECT

EBRM

EMC INSURANCE

GRINNELL MUTUAL

ILLINOIS INSURANCE PRE-LICENSING PROGRAM

IPMG

UNITED FIRE GROUP

W.A. SCHICKEDANZ/INTERSTATE RISK PLACEMENT

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

Find us on Social Media

WEST BEND THE BEST REMEDY FOR WORKERS’ COMPENSATION West Bend Mutual Insurance has a long history of writing workers’ compensation insurance. Our underwriters are knowledgeable and experienced. Our loss control reps have the expertise and tools to help keep employees safe. And our claims practices are the best in class. From Main Street-type businesses to specialty businesses like childcare, West Bend has the experience and expertise to protect businesses of many kinds and many sizes. We want to write all of your workers’ compensation business, small to large! When you select West Bend for your valued customers, you can rest assured you made the right choice. After all, we are the best remedy for workers’ compensation.

HAPPY Thank you for your business and Happy New Year.

Commercial Lines | Personal Lines

See state availability at www.guard.com

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Check out the new community - for members only! Here you can share, discuss, ask questions and more!

connect.iiaofil.org 6

insight

december 2021

Choose well and prosper.

No need to limit your selections (fortunately). Group Short Term Disability Guardian Life Insurance Company of America  Two plan op�ons for Benet dura�ons-13 weeks or 26 weeks  Guaranteed Issue available to groups of 2+ (with specic requirements being met)  Maternity Coverage Group Dental Guardian Life Insurance Company of America  Oﬀers a choice in selec�ng providers with In Network and Out of Network op�ons  Comprehensive coverage is available for Preventa�ve Services  Benets include basic services, major services and orthodon�a Group Long Term Disability Guardian Life Insurance Company of America

Group Life Insurance Guardian Life Insurance Company of America  A choice of plan op�ons  Cost-eﬀec�ve premium/payment op�ons  Coverage can be extended to spouse & children  Guaranteed Issue available to groups of 2+ (with specic requirements being met) Group Vision  Comprehensive Na�onal Network with VSP  In and out of network benets  Available to groups of 2+ We’re ready to take your order. Contact ChrisƟne Munoz at IIABA at (800) 848-4401 or chrisƟne.munoz@iiaba.net to learn more about any of these opƟons.

 Waiver of premium available  Residual disability benets  2 levels of plans available: 60% of earnings and 66 2/3% of earnings  Guaranteed Issue available to groups of 2+ (with specic requirements being met)

Sep. 2021

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december 2021

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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

DE CE M BE R

20 21

INSIGH T

The W

hat,

DATAWhy, & How of A for Insu NALY rance SIS Age ncies

Top Th ree Wa ys to U Who O se Data wns th to Sell e Agen More cy’s Da ta?

Plus

How Changthe Pandem ed Em ic ploym ent

Be a

DATA-DRIVEN

Insurance Agency By Vertafore

In this month’s e-Insight. december 2021

insight

The What, Why, & How of

DATA ANALYSIS for Insurance Agencies By Allison Babberl

YOUR CUSTOMERS’ SECURITY OUR PROTECTION Running a business is tough work. Getting help in the event of a data hack shouldn’t be. Our Cyber Liability and Breach Response coverage helps protect business owners’ hard-earned livelihood. 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.

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 ClickVSC Columbia Insurance Group Continental Western Group Cowbell Cyber CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encompass Insurance Encova Insurance Foremost Choice Property & Casualty Foremost Signature Auto & Home 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 24

insight

J C Restoration J M Wilson Kemper Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marble Box Marsh, Berry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Nationwide Previsor Insurance PuroClean Emergency Restoration Services RT Specialty - Naperville ServiceMaster DSI Society Insurance Specialty Risk of America Synergy Select The McGowan Companies Travelers UIG - The Agent Agency United Fire Group Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield december 2021

associate news | INSIGHT Matthew Sprang Joins InsurBanc as Senior Vice President, Director of Agency Banking

JM Wilson Hires Hotrum as Assistant Brokerage Underwriter

InsurBanc announced that Matthew Sprang has joined the company as Senior Vice President, Director of Agency Banking. Matt was most recently President of Agency Banking at Westfield Bank of Ohio where he was responsible for that bank’s insurance agency lending and banking initiative. At InsurBanc, Matt will bring his extensive talents to expand the capability and reach of InsurBanc by focusing on the same insurance distribution niche which has also been a highly successful effort of InsurBanc.

J.M. Wilson has announced the addition of Amy Hotrum as Assistant Brokerage Underwriter in their Portage, Mich., office. Hotrum is responsible for assisting underwriters with a wide variety of new and renewal brokerage risks, as well as strengthening relationships with independent insurance agents and company underwriters in all the states that the company serves. Prior to joining JM Wilson, Hotrum was an Administrative Assistant for the Michigan Department of Health and Human Services for four years and a Claims Processor at State Farm Insurance for 17 years.

JM Wilson Promotes Aranda to Executive Transportation Underwriter

JM Wilson has announced the promotion of Phyllis Aranda to Executive Transportation Underwriter in their Arlington Heights, Ill., office. Aranda is responsible for underwriting a wide variety of new and renewal transportation risks as well as strengthening relationships with independent insurance agents and company underwriters in Illinois, Wisconsin, and Iowa. With an increased level of product knowledge, Aranda is a leader and resource to other underwriters in her department. Aranda has been with JM Wilson since 2008 and has held various positions in our Transportation department. Most recently she held the position of Senior Transportation Underwriter. Prior to joining JM Wilson, she served in various Rater and Underwriter roles at American Country Insurance for 19 years.

Independent Insurance Agent

What Makes Us the Midwest’s Premier Managing General Agency & Excess Surplus Lines Broker? ▶ Our customer service is second to none

▶ Over 60 industry leading markets

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Special Events

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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

december 2021

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

insight

From buttons to bread EMC has it covered. With insurance products covering the needs of nearly 100 different types of light manufacturers, EMC agents can better retain and gain more clients. Our comprehensive coverages are tailored to fit the size and scale of any operation — with certain coverages bundled automatically. It’s that ease of doing business that can really put more bread in your pocket.

emcins.com/lightmanufacturing

Board of Directors Profiles Noele Tatlock Region 5 Director

James Unland & Co. Inc., Pekin, IL Personal Lines Division Manager Number of Years with Agency: 2 Year You Started in Insurance: 2013 What do you feel are major challenges facing our Association today? One major challenge the Association faces is memberships decreasing with the increased numbers of mergers and acquisitions. What do you see at the greatest benefit to IIA of IL membership? The greatest benefit to an IIA of IL membership is access to all the resources available. What prompted you to get involved in the Association? I think it’s important to be involved in the industry you work in. I’ve been an agent since 2013, but on the independent side since 2019, getting involved with the IIA of IL has helped me to understand the independent side of the industry. It also allows me to network and learn from the best agents in the business.

Brian Ogden, CIC, AFIS Technology Committee Chair Ogden Insurance Agency, Inc, Petersburg, IL President Number of Years with Agency: 30 Year You Started in Insurance: 1991 What do you see at the greatest benefit to IIA of IL membership? The association is an advocate at the State and Federal level for things important to my business.

december 2021

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iia of il news | INSIGHT

Education Classes december

1 2 2 6 6 7 7 8 8 8 9 13 14 16 16

E&O Roadmap to Personal Auto Webinar Flood Insurance and the NFIP Webinar Agents E&O: Duties, Operations, Checklists and More Webinar Pre-Licensing-Life & Health Virtual E&O-Roadmap to Homeowners Endorsements Webinar CONVO Replay: Powered Productivity Webinar The Evolution of Ethics in Insurance Webinar Pre-Licensing-Property & Casualty Virtual E&O – Meeting the Challenge of Change Webinar CIC-Ruble Virtual Agents E&O: Documentation, Social Media, Cyber Webinar E&O Roadmap to Personal Auto Webinar CONVO Replay: Five Key Marketplace Action Items Webinar CISR-Insuring Personal Auto Exposure Virtual

january

4 6 11 12 12 18 18 19 20 25 26

Pre-Licensing-Property & Casualty Virtual CISR-Agency Operations Virtual Agent’s E&O: Defenses and Preventions Virtual CIC-Agency Management Virtual E&O-Roadmap to Cyber and 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 CISR-Commercial Casualty 1 Virtual CISR-Commercial Casualty 2 Virtual E&O-Roadmap to Policy Analysis Webinar

E&O: Identity Theft, Red Flags, and Money Laundering Webinar

New Members member agency Guardian Insurance & Financial Services, Inc. Homewood, IL Kaufmann Insurance Agency, LLC Peru, IL Pinwheel Insurance & Investments, LLC Galesburg, 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. december 2021

insight

INSIGHT | classifieds for the insurance professional by the insurance professional

AGENCY WANTED

AGENCY/AGENTS/PRODUCERS 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.

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.

Visit www.ciagonline.com for contact information.

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

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

INDEPENDENT INSURANCE AGENCIES WANTED

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

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

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

december 2021

“I love spending hours trying to quote online.”

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

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

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