e-Insight - December 2020 - Non-Member by Big I Illinois

DECEMBER 2020

INSIGHT 2020

The Year That Kind of Wasn’t COVID Impact Survey Results Lessons from the Pandemic Plus

Why You Should Teach Your Client’s Kids About Insurance

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Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 13

13 15 20 22 25 28 30 33

Can Statistics Give the Wrong Impression?

By Curtis Pearsall

Why You Should Teach Your Client’s Kids About Insurance

By Chris Boggs

2020: The Year That Kind Of Wasn’t

By Phil Lackman

COVID-19 Impact on IIA of IL Member Agencies Lessons from the Pandemic

By Todd Sorrel

The Benefits of IIA of IL Membership Big “I” Membership Has Its Perks A Look Back at the Cartwright Award

By Jennifer Jacobs

In This Issue

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

7 9 11 19

President’s Message Trusted Choice Industry

36 37 38

Associate News IIA of IL News Classifieds

e-Insight

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

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

ADVERTISERS 10

AAA INSURANCE

Chairman of the Board | Bill Wirth (618) 939-6368 | billw@wirthagency.com

APPLIED UNDERWRITERS

President | George Daly (708) 845-3311 | george.daly@thehortongroup.com

ARLINGTON/ROE

BERKSHIRE HATHAWAY/GUARD INSURANCE CO

DONALD GADDIS COMPANY, INC.

DONEGAL INSURANCE GROUP

EBRM

IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

E M C INSURANCE COMPANIES

Regional Directors

EPAY POLICY

ERIE INSURANCE GROUP

6 38 8

GRINNELL MUTUAL REINSURANCE COMPANY HEMPHILL FINANCIAL GROUP/LEGALSHIELD IMT INSURANCE

INSURANCE PROGRAM MANAGERS GROUP

KEYSTONE INSURANCE GROUP, INC.

SELECTIVE INSURANCE COMPANY OF AMERICA

UTICA

W. A. SCHICKEDANZ AGENCY, INC.

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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president's message | INSIGHT

What a Year 2020 Has Been Looking back to the end of 2019, who would have thought our lives would change so dramatically only a few months later. Our industry has been such a face-to-face relationship business filled with networking, presentations, client service, and lots of direct contact along the way. Who would have thought that would be replaced with Zoom, social distancing, hand sanitizer, and mask-wearing. Nobody would have predicted this major shock to our industry and the entire world. So many people have been impacted by Covid-19. First and foremost, we pray for all family and friends who have experienced a health impact from Covid. We continue to worry about the kids who have been forced out of in person learning and so many activities. We empathize with those that have been forced to postpone a wedding, graduation, or special celebration. As trusted advisors, we continue to work every day in the trenches with our clients that have been impacted by Covid-19. Despite so much disruption, we continue to offer our support and guidance to all of our clients. Early in the pandemic, as businesses were urged to shut down, our essential industry was forced to adapt quickly to this new environment so we could be there for our clients. In the Pre-Covid insurance world, our industry was certainly not thought of as an industry that embraced working remotely. That all changed in March of 2020. We were thrust into working remotely as the pandemic took hold. What we found is that working from home generally worked out very well. It helps that so many of our agency members use agency management systems, take advantage of download functions, and have made strides through the years to create paperless environments. In addition, so many clients are now communicating via e-mail, which allowed the client communication to be somewhat seamless for many.

and sharing with one another. We have learned that not all employees can work effectively at home. At the same time, as we emerge from Covid-19, it will be important for agency leadership to determine how business practices might change. From a leadership perspective, working remotely may create an expansion of the labor pool that could allow you to hire employees from other geographies. In addition, it may allow you to lease less office space. If you go this route, make sure you have the proper accountability measures in place and your internal communication plan allows for regular contact with staff. How can you utilize the process, procedures, and tools you deployed during Covid to create a new, more flexible environment for staff that will still allow you to execute your service promise for all of your clients? The IIA worked hard to provide many tools and relevant, timely information to our members that helped all of us not only survive but thrive during Covid. The IIA staff is committed to continuing that progress through enhanced virtual education opportunities and delivering cutting-edge technology recommendations through our newly formed technology committee. As we move toward the close of 2020, I wish all of our members and your families a joyful holiday season. I know we are all anxious to turn the page on 2020, and we are all looking forward to what this New Year will bring.

Hopefully, with the adoption of a Covid vaccine in 2021, we will have the option to be back in the office full time. However, agency owners will have a decision to make. Can we enjoy the same productivity at home as at the office? When you consider the change in commute or being closer to their family, is there a compelling reason to have a hybrid work/home solution moving forward? We know that many of our employees were just as efficient working remotely, and many clients have adapted well to more digital communication. My opinion is that we need to strike a balance. We canâ&#x20AC;&#x2122;t lose that culture that comes from employee interaction. We canâ&#x20AC;&#x2122;t lose that environment of learning

George Daly - IIA of IL President - (708) 845-3311 - george.daly@thehortongroup.com december 2020

insight

HAPPY Thank you for your business and we look forward to a prosperous new year. Commercial Lines | Personal Lines

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insight

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For more details please visit trustedchoice.com/agents ordecember email2020 us at trusted.choice@iiaba.net

insight

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e INSIGHT -

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

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The Kind Yoear That f Wasn COVID ’t Imp

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To Emerge From COVID-19, We Must Learn From It Together By Bruce Carnegie-Brown - PropertyCasualty360 In this month’s e-Insight. december 2020

insight

2020: The Year That Ki As we wind down 2020 and look hopeful to a safer and more normal 2021, I want to thank our Board of Directors and each of our member agencies for their continued engagement with the Association. Whether you are 71 or 21, we all shared similar new experiences in both our home and professional lives. While many of these “new” experiences will continue in our professional lives, let’s hope 2021 will bring back most of the old experiences like in-person conferences, sporting events, and social gatherings. I was in Nashville on March 13, attending a meeting with my fellow Big “I” state executives when Governor Pritzker, and many other Governors, announced schools would be closing. This was really the first indication that COVID-19 was truly serious, and my colleagues and I decided to wrap up our meetings and head home. During the week of March 16, the staff at IIA of IL began communicating with our contacts in state government as a stay-at-home order appeared imminent. On March 20, the Governor announced the stay-at-home order, and due in part to our efforts, insurance operations were deemed essential. The team at the association went into full advocacy mode, creating a COVID resource page on our website with relevant information impacting agencies and the industry. This included business interruption insurance guidance, how an employer’s CGL policy would respond to reopening of business against orders, as well as insurance and workers’ compensation coverage issues related to COVID. This page continues to serve as a resource for the latest news and guidance for business owners, particularly with the resurgence of cases. We held multiple meetings with the Department of Insurance, Governor’s office, and our industry partners and employer groups as we dealt with multiple issues, including workers compensation, cancellations and non-renewals, business interruption coverage, and many more. We reached out to local associations and regions with live virtual updates on all issues related

to COVID and quickly turned our educational programs into virtual classrooms. We conducted a COVID Impact Survey to not only measure our response efforts, but also to find out what issues our members anticipated they would need assistance with moving forward. The IIA of IL will be launching new information and resources based on the feedback received. In a matter of two months, we transitioned CONVO into a virtual event which received great reviews from our members and company partners. We continue to meet with our associate members to understand their needs and how the association can assist them in working through COVID related issues. Our marketing representatives are also available by phone or through web meetings to assist your agency. Unfortunately, as I write this, Illinois and most other states are witnessing a surge in COVID cases, and the Governor has moved the state back to Tier 3 mitigation efforts. We are hopeful that continued mitigation will bring the numbers down and that a vaccine will soon be available. In the meantime, your staff remains on high alert and ready

ind of Wasnâ&#x20AC;&#x2122;t By Phil Lackman

to assist you with any support you may need. Please, do not hesitate to reach out to us. Phil Lackman is IIA of ILâ&#x20AC;&#x2122;s Chief Executive Officer and can be reached at plackman@iiaofil.org or (217) 321-3005.

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• Discounted Education Seminars • Discounted Event Registration • Discounted Rate on Pre-Licensing • Leadership Conference • Legislative Conference • Annual CONVO

december 2020

insight

Big “I” Members

Has It

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A Look Back at the

Cartwright Award By Jennifer Jacobs

History of the Award Charles M. Cartwright was a well-known figure in the insurance industry in the early 1900s. Upon graduating from Princeton University in 1894, he joined the Chicago Inter Ocean as a reporter and later took over as the editor of the publication which featured a regular insurance column. While with the Inter Ocean, Cartwright attended the organizational meeting of the National Association of Insurance Agents (the Big “I”) to write a story on the gathering of agents for the purpose of organizing a national group. After a brief stint with the Chicago Tribune, Cartwright took over as editor of the National Underwriter in 1900, a position he occupied until his retirement in 1947. Until his death in 1952, Cartwright was a nationally-renowned convention speaker and a champion of associations and their activities toward the improvement of the insurance industry. In the fall of 1943, inspired by the Big “I” Woodworth Memorial Award, Cartwright developed the concept of a merit award to recognize the achievements of individuals within the state of Illinois who had an impact on the insurance industry. Cartwright shared the idea with Independent Insurance Agents of Illinois Board member, Herbert Stewart who brought the idea to the Board. The Board agreed the idea was worth exploring and charged Stewart with the task. In December of 1943, Stewart presented to the IIA of IL Board of a report on his investigation of the proposed C.M. Cartwright Award. Cartwright’s desire was that the award should go to someone who had performed an outstanding act for the good of insurance agents in Illinois. Cartwright provided a fund, to be placed under the control of the

Budget & Finance Committee, and stipulated that only the interest on the fund be used to provide a suitable award. If the interest was not enough to provide such award, when won, the IIA of IL was to bring that amount up to an amount equivalent of 6% of the contribution provided by Cartwright. for the purpose of purchasing the award. The Board unanimously agreed to accept the award and the conditions and immediately appointed Herbert Stewart and William Laadt as a Committee to draw up a resolution of appreciation and acceptance. The resolution was amended to further stipulate that the award may be presented to anyone as designated heretofore, exclusive of the Executive Committee, who shall be responsible for selection of the winner of the award and the selection and presentation of the award to the winner. The amendment was also approved unanimously. continued...

december 2020

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At the time the Cartwright Award was under consideration, the Board was discussing war-related issues such as a resolution to permit “one-man agency members” in the service to continue their membership without dues until certain conditions had transpired. They also were considering a discussion with the national association to ask, “whether or not the waiving of dues could be extended to certain activities supporting the War Effort.” In May of 1944, the Special Committee drafted a resolution to accept the award proposal and corresponded with Cartwright to inform him and to acknowledge his contribution, the sum of $500.00, entrusted to the association “the interest on which is to provide sufficient income to make this award annually if suitable achievement is found to exist to merit award being presented.” In the letter, Herbert Stewart and William Laadt thank Cartwright for the contribution and “for your confidence in the Association to follow through with your idea of a perpetual award.”

The Award Today The Association takes the task of following through on this perpetual award seriously. Each year, the Cartwright Award Committee, comprised of the past three living recipients of the award, assembles to discuss which candidates, if any, have made contributions significant enough to warrant presenting the award. In the history of the award, there have been 19 years (including 2020), in which the award was not presented. A 1972 speech written by Thomas K. Sprague of Joliet, on the occasion of presenting the Cartwright Award, describes a moment of “nervous anxiety in anticipation of the winner” and explains, “it is extremely difficult to hold incognito the recipient in attempting to make the introduction without identifying the individual until the very last moment.” This tradition of keeping the fact that there is an award recipient and keeping that individual’s name a secret until the moment of the award presentation at the association’s convention continues today.

ROY ROBINSON Schramm. This group of recent recipients collaborated to develop a set of interview questions that were answered by two of our oldest living Cartwright Award Recipients. Roy Robinson served as Executive Manager for the Independent Insurance Agents of Illinois, the association’s top paid position, from 1972 to 1990. Roy received the Cartwright Award in 1991 and is one of a small number of recipients who did not serve as volunteer officers of the Association. Roy and his wife Harriett spend much of their time in Arizona and recently celebrated their 60th wedding anniversary. Cal Schuneman was owner of The Schuneman Agency in Prophetstown and later served in the Illinois House of Representatives and State Senate between 1975 and 1993. Cal was association President from 1965-1966 and received the Cartwright Award in 1973. Cal is enjoying his retirement in Naples, where he spends as much time as possible on the golf course.

CAL SCHUNEMAN Interview with Past Award Recipients

The 2020 Cartwright Committee is comprised of past recipients: Cindy Jackman, CIC of Arlington/Roe (2017) Luke Praxmarer, CPCU, AAI of Corkill Insurance Agency (2018, pictured left); Ken Samson, CIC of Dasco Insurance (2019, right), pictured with 2014 recipient, Chuck 34

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From your first year in the insurance industry to your last, how did the industry change? What changes do you see in the next 5 yrs, 10 yrs? Roy: During the beginning of my tenure, the relationship between the agent and the client was very personal. As time and greater technology took place, less direct contact with the client occurred and many or most tasks were accomplished via greater utilization of available technology. In my judgment, this wasn’t necessarily good, however the use of technology did allow things to happen more quickly and effectively. In the next five or ten years, there will no doubt be continued growth in technology and new tools available to the agent to provide service to their clients.

december 2020

Cal: Primarily as a means of exchanging ideas with agents from throughout the state. An incentive to attain my CPCU degree.

Cal: Generally for the good. The premium increases from the advent of package policies, first Homeowners then Business packages, but ever decreasing rates of commission. When you were active in the industry, what major predictions were made (banks taking over the industry, the internet taking away the need for an IA, etc.) that did not occur? Roy: Clearly the most significant prediction and occurrence was the banking industry infringing on “our” territory and getting into the insurance business. It was a hard fought battle in which the insurance agents did not prevail, however in retrospect it can be said that our industry did not suffer a devastating blow and was able to continue with our core functions despite the bank’s involvement in our bread and butter. Cal: To some extent these predictions did occur, but not to the degree feared. Personal service of the agent continues to be a valuable commodity to some. Looking back at your career, what was your greatest accomplishment or something you are most proud of? Roy: Without question, the thing I am most proud of is to receive the Cartwright award from my peers at my retirement. It was such a great honor and one that I hold closely today, 30 years later. Cal: Serving my district in the State Senate. Co-chair of Reagan for President in Illinois. Delegate to 3 Republican National Conventions. Do you see the value of the IA still as prominent as it once was? Roy: I believe the Association continues to be very worthwhile for the agents, especially in the area of continuing education and in the legislative arena. The association is effective both at the state and national levels and provides important information and legislative strategy for its agents. Cal: It is certainly valuable as a lobbying effort, educational opportunities, place to exchange ideas with other agents. Would you choose the same profession? Roy: I would most certainly do it again. The insurance profession has been a rewarding one for me, both with regards to my professional growth and the lifelong relationships made throughout the years. Cal: Probably, I enjoyed it very much, and customers were very good to me.

What advice do you have for someone new to the industry? Roy: For those employees entering the field, I am confident they will be well schooled and know the latest and greatest technological advances. But it is critical for them to study, know and understand the products that we sell. Being pleasant and able to communicate is important, but the detailed knowledge of our products is what will best serve our client’s needs. Cal: Learn and work hard. Jennifer Jacobs is IIA of IL Director of Human Resources and serves as the association’s resident historian and archivist. She can be reached at jjacobs@iiaofil.org.

ONE SIZE FITS ONE.

Selective is committed to working with our independent agency partners to get it just right for each unique customer, who is unlike any other. It’s how we deliver on our promise...

How did the Association help you advance your career? Roy: In my case, the Association was my career so any judgments about my career would need to be made by my peers and colleagues. © 2020 Selective Ins. Group, Inc., Branchville, NJ. Products vary by jurisdiction, terms, and conditions and are provided by Selective Ins. Co. of America and its insurer affiliates. Details at selective.com/about/affiliated-insurers.aspx. INST-19-021

december 2020

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe Blue Cross/Blue Shield of IL

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Encova Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. 36

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Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge a Division of Zywave PEOPLE Previsor Insurance ProAg Management Inc RT Specialty - Naperville Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers UIG - The Agent Agency United Fire Group Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield december 2020

iia of il news | INSIGHT

Education Classes december

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CIC-Ruble Graduate Seminar Webinar Pre-Licensing Course - Property & Casualty Virtual E&O Roadmap To Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Agents E&O: Duties, Checklists and More Webinar E&O: Commercial Liability Coverage Gaps Webinar Pre-Licensing Course - Life & Health Virtual E&O Roadmap to Personal Auto & Umbrella Webinar Ethical Dilemmas Webinar Flood Insurance and the NFIP Webinar E&O Roadmap To Policy Analysis Webinar Culture, Ethics, and E&O Webinar E&O Roadmap to Identity Theft Part 1 Webinar E&O: Roadmap to Homeowners Insurance Webinar

january

5 11 13 14 14 14 19 20 21 26 27 27 28

Pre-Licensing Course - Property & Casualty Virtual E&O Risk Management Webinar E&O - Roadmap to Cyber & Privacy Insurance Webinar CISR-Elements of Risk Management Virtual Agents E&O Webinar E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing Course - Life & Health Virtual CISR-Personal Auto Virtual E&O:Identity Theft, Red Flags, Money Laundering Webinar Culture, Ethics, and E&O Webinar E&O - Roadmap to Policy Analysis Webinar CIC-Agency Management Virtual E&O Risk Management Webinar

New Members member agency Balanoff Enterprises, LLC Chicago, IL

Courses will now be held the 1st and 3rd week of the month! december 2020

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INSIGHT | classifieds for the insurance professional by the insurance professional

AGENCY/AGENTS/PRODUCERS WANTED

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

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

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

AGENCY WANTED

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

Visit www.ciagonline.com for contact information.

This is Rick Hemphill, I have had the LegalShield booth at your convention for the last number of years. I have been an insurance agent for the last 44 plus years, and before that I was a police officer. Now more than ever, I believe our clients need the LegalShield products. LegalShield has: •Family Legal Plans

•Identity Theft Plans

•Plans for Truck drivers

•Law enforcement Plans

•Small Business Plans

•Supplement’s, like the Gun Owners Supplement

As a former police officer if you have a concealed carry I really suggest you take a look at this. Rick Hemphill Hemphill Financial Group 314-517-6836 rhemphill@hfgstl.com 38

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december 2020

doesnâ&#x20AC;&#x2122;t just tell partner agencies what the path looks like, we walk it with them. We understand the challenges independent agencies face and what it takes to propel them towards growth. We work shoulder-to-shoulder with partner agencies to enable them to reach greater levels of success.

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