e-Insight

FEBRUARY 2020

INSIGHT

MAKE YOUR VOICE HEARD

Plus

IIAPAC

An Investment in Your Business

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grinnellmutual.com “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2020.

February 2020

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 13

13 16 19 20 22 24

2019 IIAPAC Contributors Get Involved - State and National Legislative Conferences Reinventing Retirement in the Insurance Industry By Sharon Emek

Business Etiquette for Agents By John Chapin

Without Customer Trust, Nothing Else Matters By John Graham

2020 EDGE Conference

In This Issue

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

6 7 8 12 15

Trusted Choice Level Up Agent Summit Recap Industry Government

26 27 28 30

Associate News IIA of IL News Board of Directors Profiles 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

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

Chairman of the Board | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

ACUITY

President | Bill Wirth (618) 939-6368 | billw@wirthagency.com

APPLIED UNDERWRITERS

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

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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 - (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

Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Find us on Social Media

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RECAP

Level Up Agent Summit - Success! The first ever Level Up Agent Summit, hosted by the Big “I” Diversity Council, was held January 14-15 in New Orleans. The event brought agents, association leaders, carriers and other industry representatives together to learn key business strategies to enhance agency growth, innovation and sustainability through diversity and inclusion. During the Summit, attendees received step-by-step guidance from global business leaders on how to build a culture of inclusion and diversity across their agencies.

From workshops to keynote presentations led by experienced industry leaders and trailblazers, agents learned how to build a culture of integrity, kickstart their agency perpetuation plan, develop multicultural networks and more. For just a taste of the energy and inspiration throughout the event, watch the highlight video at https://youtu.be/evGPzX0ef8o.

Bennie Jones, IIA of IL Secretary/ Treasurer and Chairman of the Big “I” Diversity Council, presents during the conference.

“I would like to thank you for taking me to the New Orleans Insurance conference this week. I really enjoyed myself and I really learned a lot about the industry and how it is very applicable to just about any major. This conference had some very great speakers and I am glad I was able to attend and connect with some of the industry professionals.” - Jada Turner

february 2020

Special thanks to Jim Jones (second from right) of Katie School of Insurance in Bloomington, IL for bringing four of his students to the Summit. Pictured with Jones, left to right, is Phil Lackman, IIA of IL CEO, Ray Guardado, Carlos Rubio, Jada Turner, Tristen Aguilar, and Bennie Jones.

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* Errand pricing determined by location, urgency of task, mileage, distance traveled and time spent on task.

To learn more about Circles errand running services, visit our website at iiaofil.org/circles or contact: Shannon Churchill, IIA of IL schurchill@iiaofil.org (217) 321-3004

government | INSIGHT

Legislative Update Spring Session began on January 28th and will run through the end of May. There will be one major difference from previous years as Senate President John Cullerton has retired. The Senate convened on Sunday, January 19th to formally elect a new Senate President. On a vote of 37-12, Senator Don Harmon will now lead the Senate as its 39th Senate President. While, 2019 was certainly a tumultuous year in Illinois politics it was one of the most historic legislative years on record. Governor J.B. Pritzker had by all means one of the most successful first years of any Governor in Illinois in terms of legislative accomplishments. Lawmakers approved Gov. Pritzker’s biggest campaign promise by asking Illinois voters to approve a graduated income tax via a referendum

By Evan Manning on the November 2020 ballot. Lawmakers also passed an equity-focused recreational cannabis measure, sports wagering, a budget and capital bill, pension consolidation, and a graduated increase to minimum wage to $15 an hour. IIA of IL’s Government Relations Committee recently met and his in the process of firming up our legislative and regulatory agenda for this year. Be on the lookout for an update in the next issue and in our e-Weekly newsletter. Evan Manning is Director of Government Relations for the IIA of IL. He can be reached at emanning@iiaofil.org or (217) 321-3002.

IIAPAC

Independent Insurance Agents Political Action Committee

INVESTMENT in

YOUR BUSINESS

By Evan Manning

IIA of IL is constantly in communication and discussions on both the State and Federal level. One of our association’s biggest resources for this communication line is our State Political Action Committee known as IIAPAC. IIAPAC supports candidates for and members of the General Assembly who support the legislative agenda of independent agents. IIAPAC is a bi-partisan committee, making significant contributions to both Republican and Democrat legislators and candidates. IIAPAC took tremendous strides over the last year and exceeded our fundraising goals with the help of our VIP Contributors and the many donors to our Silent Auction that was featured at CONVO.

I want to sincerely thank all of the many generous donors listed on the next page. Supporting IIAPAC sends a powerful message to legislators and candidates about issues that are important to our members. While it is difficult to quantify legislative and regulatory victories into improved marketplace conditions, I guarantee you that without our combined efforts Illinois would be in a much worse condition for agents, brokers, and our company partners. Evan Manning is Director of Government Relations for the IIA of IL. He can be reached at emanning@iiaofil.org or (217) 321-3002.

IIA of IL is the LOUDEST VOICE for independent insurance agents and brokers in the state. We strive to INFLUENCE LEGISLATION to provide a better product for the consumer and protecting those who sell insurance.

2019 IIAPac Contributors

INSIGHT | government

Thank you to these agencies for their investment in IIAPac. $3,000 - $5,000 Contributions Alliant Insurance Services, Inc The Hanover Insurance Group, Inc. IIA of IL - Region 1

$500 and Below Contributions A F I Insurance Agency, Inc A. Fazio, Inc. Acrisure, LLC dba Presidio Affiliated Insurance Agencies Allegiance Ins. Services, Inc. Arial Insurance Group Assurance Brokers, Ltd. Atlas Insurance Brokerage Bair Insurance Agency Banterra Insurance Services Bean Insurance Agency Beck Insurance Agency Beil & Stromberg Insurance Benhoff Insurance Agency, Inc. Bernard E. Pedersen & Associates, Inc. Beth & Rudnicki Insurance Agency, Inc. Better Business Planning BGS Insurance Agency, Inc. Biglow & Company, Inc. Blankâ&#x20AC;&#x2122;s Insurance Agency Bob Korvas Agency, Inc. Burnham & Flower Agency Buttrey-Wulff-Mamminga Agency, Inc. C & G Insurance Agency, Inc. C F & H Insurance Agency, Inc. Callender & Company Chapman-Henricks Ins. Agency, Inc. Chartwell Insurance Services, Inc. Chicagoland IIA Clark Carroll Insurance Agency, Inc. Clemens & Associates, Inc. Clennon Insurance Agency Combined Services, Inc. Compass Insurance Partners Concklin Insurance Agency, Inc. Connor & Gallagher Ins. Services, Inc. Corkill Insurance Agency, Inc. Cornerstone Agency, Inc. Coulter Insurance Agency Crossroads Insurance Services Crum-Halsted Agency, Inc. Danielle Duerr & Associates Dasco Insurance Agency, Inc. Draper Insurance Agency Dykstra & Law Insurance Agency, Inc. Eccher & Associates Insurance Agency Erland Insurance Agency Feese Insurance Agency Fergurson Insurance Agency, Inc. First Insurance Group, LLC dba First Insurance Group of IL First National Insurance Services, Inc First State Insurance Forest Agency, Inc. Freiburg Insurance Agency Frisbie & Lohmeyer, Inc. Frost Group Inc. George Ryan, Jr. Insurance Group, Inc. Gillmore-Allen Insurance Agency Graves Financial Services, Inc. GTPS Insurance Agency Hartauer Insurance Agency Hecht-Stout Insurance Agency february 2020

$1,000 - $2,999 Contributions

DuPage IIA IIA of Northeastern IL (IIA of NEI) The Plexus Groupe, LLC Luke Praxmarer, Corkill Insurance Agency, Inc. Michael Wojcik, The Horton Group, Inc. Henderson-Weir Agency Inc. Heneghan-White-Cutting & Rice Insurance Hepner Insurance Agency, Inc. Hi-Way Insurance Agency, Inc. Holman-Dahms, Inc. Houghtaling Insurance Agency, Inc. Howell Insurance Agency, Inc. I I P Insurance Agency, Inc. Imming Insurance Agency Inner-City Underwriting Agency, Inc. Insurance Planning & Management, Inc. Insurance Providers Group of Illinois, LLC InsureChampaign Jackson & Gray Co., Inc. James R Favor & Company, LLC James T. Shanahan Agency, Inc. James Unland & Co., Inc. Jim Lyons Insurance Agency Jim Simpson Insurance & Investments John E. Horn & Associates, Inc. Johnson Agency Kensington Insurance Kevin S. Dougherty Insurance Agency, LTD Kiesewetter Insurance Agency, LLC Lagestee Ins. Agency, Ltd. Lakeview Insurance Agency, Ltd Lamb Little Company Lane Insurance Group, Ltd. Langlois Insurance Agency Leezer Insurance Agency, Inc. Leffelman & Associates, Inc. Chris Leming, Troxell Leonardi Insurance Agency Libertyville Insurance Agency LiFonti Insurance Services, Ltd. Lincoln Insurance Agency Lincoln Logan/May Enterprise Ins. Agcy Lohman Companies Lundstrom Insurance Agency, Inc. Lutz Agency, Inc. M & M Insurance Agency, Inc. Mahomet Insurance Centre, Inc. MAS Insurance Consultants, Inc McCutcheon Insurance Agency, Ltd. McKellar, Robertson, McCarty & Click Insurance Agency McMillan Insurance Services, Inc. Meyer-Jochums Agency, Inc. Midwestern Insurance Associates Agency Minton Insurance & Associates, LLC Musso Insurance Agency Nichols Insurance Agency, Inc. Nixon Insurance Agency, Inc. Nold-Hamann Agency North Wayne Insurance Agency, Inc. Northern Illinois Insurance Clinic,Inc dba Marvin Uecker Insurance Agency Northwest Insurance Services, ISU Northwest Ins. Services, Arlington Financial Nowacki Insurance Agency Ogden Insurance Agency, Inc. Oliver & Associates, LLC Olsick & Company Insurance

P.A.R. Insurance Services P/L/R Insurance Services Partners Insurance Agency, Inc. Paul T. Price & Son, Inc. Paul W. Kaiser & Associates, Inc. North Shore Insurance Agency, Inc. Peak Insurance Agency, Inc. Pelz Agency Peterson Insurance Services, Inc. Porter-Hay Insurance Agency Premier Ag Partners, LLC Prime Insurance Agency, Ltd. Quantum Insurance Group, Inc. R. C. Keller & Company R.W. Gipson Agency, Inc. Ramey Insurance Agency, Inc. Ramsey Financial Services Inc. Reese Insurance Group Inc. Resource Insurance Advisors, Inc. Richard E. Bechtold Agency, Inc. Riordan & Scully Insurance Service, LLC Risk Management Solutions of America, Inc. Rosenthal Brothers, Inc. RWC Insurance Group S.C.D. Rea & Sons Insurance Agency S.T. Neswold & Associates, Inc. Saliba-Yewell Insurance Services, Inc. SC Crop Insurance Inc Schmale Insurance Agency, Inc. Schulz - Brundage Inc. Schwaller Insurance Agency, Inc. Seibt Insurance Siegert-Lees Insurance Services, LLC Smart Risk Insurance LLC Smeltzer Insurance Agency Snyder & Snyder Agency, Inc. Spicer Insurance Service, Inc. Squier Insurance Agency, Inc. Stateline Insurance Services, Inc. Stoutenborough Insurance Agency The Daniel & Henry Co. The David Agency Insurance, Inc. The Horton Group, Inc. The Liddle Agency, Inc. The Nolan Agency, Inc. The Owens Group, Inc. The Whitworth-Horn-Goetten Ins. Agency The Williamson Agency Thomas J. Masterson and Company Thompson Insurance Troxell Turner-Vermost Agency, Inc. TW Group Inc. Ulrich Insurance Agency VanDenBerghe Agency Waterman-Neely Ins. Professionals Waters Agency, Inc. Wehling Insurance Agency West Central Insurance Agency, Inc. Winters, LLP Wirth Agency Wirtz Insurance Agency, Inc. Yingling & Nuessen Agency insight

18 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. Thatâ&#x20AC;&#x2122;s why many of our personal lines underwriters, like Sarah, have worked with their agents for so long. Sarahâ&#x20AC;&#x2122;s agents trust her knowledge, making it easier for them to do business with West Bend. And that makes the relationships that much stronger.

e INSIGHT -

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

FE BR U AR Y

20 20

INSIGH T

MAKE YOUR VOICE HEARD DIGITA

IN THEL TRANSF ORMAT INSUR ION ANCE INDUS TRY

Plus

IIAPA

An Inve C in Your stment Busines s

MORE ATTACKS ARE COMING 5 Things to Know About Cyber in 2020 By Shawn Ram

Printed on PropertyCasualty360.com

In this monthâ&#x20AC;&#x2122;s e-Insight. february 2020

insight

GET INVOLVED

LEGISLATIVE CONFERENCES

Gain access to those who could determine the fate o

Help legislators better understand potential laws being introduced. We concerns by explaining how legislation could impact your employees a

Learn about impactful legislation in the insurance and emplo

Hear from industry leaders on issues that affect your business.

MAKE YOUR VOIC

WEDNESDAY, MARCH 18

WYNDHAM CITY CENTRE, SPRINGFIELD

2020 CENSUS • REDISTRICTING • GRADUATED INCOME TAX General Session - 2:00 pm

Featuring a variety of speakers that will discuss the 2020 Census, redistricting, and the Graduated Income Tax.

Breakout Sessions - 3:45 pm

There will be a new format to the breakout session and will feature a legislative issues presentation and panel discussion from the leaders of the IIA, IIA of IL, and ILHIC. This is a great opportunity to hear from the top Government Relations leaders in the industry and learn about some of the most impactful legislation in the insurance and employer industries.

Legislative Reception - 5:30 pm

Following the breakout session will be the Legislative Reception from 5:30-7:30 pm at the Illinois State Library in Springfield. Legislators from all over the state will be in attendance.

MAKE YOUR VOICE HEARD!

e of your business!

We will address the industryâ&#x20AC;&#x2122;s top s and customers.

ployer industries.

CE HEARD Each year, IIA of IL coordinates a group of members to represent Illinois at the Big â&#x20AC;&#x153;Iâ&#x20AC;? Legislative Conference. Attendees have the opportunity to visit with their elected officials and provide valuable insights on issues that impact agents and insurance consumers. The conference will include speakers from both political parties and a featured guest or panel presentation that will be announced later this spring. IIA of IL provides travel incentives, scheduling assistance, and opportunities for members to network with their peers and association leadership. By taking part in the conference, agents will experience the benefits of state and national association membership first-hand. For all participating IIA of IL members, the association covers conference registration and hosts dinner Wednesday and Thursday nights. First-time attendees will be reimbursed for a two-night stay at the Hyatt Regency. Returning participants may request a $250 travel stipend. Attendees are responsible for booking their own travel arrangements arriving in Washington, D.C. by 1:00 p.m. on Wednesday, May 13th. and departing any time after 10:30 a.m. on Friday, May 15th. IIA of IL will coordinate hotel reservations. For the latest updates to the conference schedule, visit: www.independentagent.com/Events/ Pages/Calendars/default.aspx For information on travel incentives, scholarships, hotel reservations and any other questions about the trip, contact Jennifer Jacobs at (217) 321-3013, jjacobs@iiaofil.org or Evan Manning at (217) 321-3002, emanning@iiaofil.org.

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AUTO | HOME | BUSINESS

2020

conference

April 22-23 DoubleTree Hotel Oak Brook, IL

Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships Designed to meet the needs of everyone in our industry

young agents, veteran agents, CSRâ&#x20AC;&#x2122;s

Registration Fee: $120

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

Registration fee increases to $130 on March 1.

A block of rooms has been secured at the DoubleTree Hotel for $114/night. Room block expires March 31.

Exhibitor, Sponsorship & Advertising Opportunities Available

www.ILYoungAgents.com 24

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february 2020

Programming & Speakers Stacey Brown-Randall Brown-Randall is a member of the business failure club, a contrarian on how to generate referrals and a supporter of the entrepreneurial dream. Referrals... Without Asking

There are many ways to generate leads or prospects to fill your pipeline. From traditional business development tactics like cold calling, networking events, leads groups to newer techniques like social selling, social media ads and thought leadership. While many of the traditional methods and new techniques work, one method is consistently overlooked. Referrals. The reason generating referrals from clients and COis (Centers of Influence) is typically overlooked is because of old-school advice we have believed for years. Either we have been taught referrals are random, sporadic, something you cannot control, or we have been taught the only way to control them is to ask for them. But what if there was another way? What if you didn’t have to ask? Join Stacey Brown Randall for a discussion on her 5-step process to generate referrals without asking.

Productivity Demystified

Do you ever get to the end of the day and wonder: “Where did the time go?” or “I know I worked all day, but what did I do?” Being busy doesn’t mean you are being productive. How you invest your time, get work done and manage information overload directly impacts your ability to be successful. Taking control isn’t just for “natural” planners and to do list makers ... using brain science and proven techniques everyone can work within their natural style to take control and use time efficiently.

Matt O’Neill O’Neill is renowned for motivating both experienced and new sales professionals through his engaging, interactive style and leaves everyone with actionable insights they can implement for greater success. Dare to be Different

In today’s dog-eat-dog business environment, it is essential that agents stand out in a crowded marketplace... to separate themselves from their competition. Simply put, to be different! This program will convey that price is the enemy of differentiation. By definition, being different is worth something. Consumers are willing to pay a premium, redefine the buyer/seller relationship, erect barriers to the seller’s competitors and establish the seller as a trusted advisor when a differentiated platform offers perceived value in the marketplace. Dare to be Different is a program filled with diagnostic and consultative strategies focused on navigating the inner workings of a business or family to identify previously unrecognized issues to deliver unanticipated risk mitigation solutions.

Six Secrets to Peak Producer Performance

Are you at peak performance? Is your potential being realized? In this engaging and soul searching program, Matt O’Neill will uncover the “6 secrets to peak producer performance. A Peak Performer is one who is maximizing his or her potential for success. Peak Performers go about their business with clarity and a sense of excitement, purpose, passion and pride. While these individuals come from all walks of life and have differing skill sets, they share these secrets to success. Through this program, you will learn strategies to significantly increase your new business hit ratio, create a steady flow of qualified new business referrals and reduce outside competition on key accounts. Shhh… it’s a secret! february 2020

insight

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive

Gold Level AAA Insurance Arlington/Roe Blue Cross/Blue Shield of IL Surplus Line Association of Illinois

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Aon Programs Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar 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 Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. KPA, LLC dba Succeed/KPA 26

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Nationwide West Bend Mutual Insurance Co.

Bronze Level Larry Gordon Agency Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge NatGen Premier NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation PEOPLE Previsor Insurance ProAg Management Inc PuroClean 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 february 2020

iia of il news | INSIGHT

Education Classes february

3 5 5 11 11 13 18 18 19 24 24 25 25

Pre-Licensing-Property & Casualty Peoria Pre-Licensing Course Life & Health Peoria Pre-Licensing Course Life & Health Rolling Meadows E&O: Roadmap to Personal Auto & Umbrella Webinar E&O: Commercial Property Coverage Gaps Webinar E&O: Roadmap to Policy Analysis Webinar CISR-Commercial Casualty 1 Rolling Meadows Pre-Licensing-Property & Casualty Springfield CIC-Commercial Multiline Rolling Meadows E&O: Roadmap to Personal Auto & Umbrella Webinar Pre-Licensing Course Life & Health Springfield Ethical Dilemmas Webinar E&O Risk Management: Meeting the Challenge of Change Webinar

New Members member agencies Arial Insurance Group Lincolnshire, IL Dynamic Insurance Agency, Inc. Franklin Park, IL Peterson & Associates Insurance Western Springs, IL SC Crop Insurance Inc. Venedy, IL SIA Insurance Group Woodridge, IL february 2020

march

3 9 9 10 10 10 11 11 19 19 23 24 24 25 26 31 31

Pre-Licensing-Property & Casualty Rolling Meadows Pre-Licensing Course Life & Health Rolling Meadows Pre-Licensing-Property & Casualty Springfield E&O: Commercial Liability Coverage Gaps Webinar E&O: Roadmap to Homeowners Insurance Webinar Ethics and E&O Webinar CISR-Personal Lines Miscellaneous Rolling Meadows CIC-Personal Lines Rolling Meadows CISR-Agency Operations Bloomington Ethics and Agent Liability Webinar E&O Roadmap to Personal Auto & Umbrella Webinar E&O Risk Management Webinar Pre-Licensing-Property & Casualty Belleville CISR-Insuring Personal Residential Property Orland Park Pre-Licensing Course Life & Health Belleville E&O: Roadmap to Policy Analysis Webinar CISR-Life & Health Essentials Springfield

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Board of Directors Pro

Greg Sandrock IIABA National Director

The Cornerstone Agency Inc., Deer Grove, IL President, Producer, Janitor if need be, etc. Number of Years with Agency: 40 Year You Started in Insurance: 1979 Education: Associate Degree in Ag Business, Oh and graduate from Hahnaman Grade School, class of 5... they also made me attend Jr High, and High School... and I passed. Current or Past Civic, Political, or Community Service Activities: - IIABA National Director - Chair of Big I Crop Task Force - IIA of IL Past Chairman, President, President-Elect, Vice President, Secretary/Treasurer - IIA of IL Regional Director In a rural community you simply pitch in: Church Council, School Committees, Local Chamber of Commerce, Mental Health Care Boards. What do you feel are major challenges facing our Association today? It is tough finding time to dedicate outside of our work and family. Technology is awesome but pushes all of us to feel the need to respond immediately to everything. We get weighed down with daily tasks, and it is difficult to allocate extra time to any association, because we are driven to do more things in a smaller window of time.

Tess Fleming Education Chair

Leffelman & Associates, Sublette, IL Producer Number of Years with Agency: 12 Year You Started in Insurance: 2005 (in college) Education: Bachelors of Science in Marketing from Bradley University Current or Past Civic, Political, or Community Service Activities: - IIA of IL Regional Director

insight

What suggestions do you have to respond to these challenges? Throw away all cell phones, and portable devices. :) Seriously, we need to prioritize and carve out time to be involved and get others involved in this organization which helps us in so many ways. What do you see at the greatest benefit to IIA of IL membership? Besides the obvious Government Relations, I feel networking and the ability to reach out among peers for ideas, help, or anything is very beneficial. What advice do you have to share with someone considering a volunteer position with the IIA of IL? Jump in with both feet and get involved! Just ask - What can I do, you wonâ&#x20AC;&#x2122;t regret it.

I am currently involved in the Dixon Public Schools, Dixon Public Library, St. Patrickâ&#x20AC;&#x2122;s Catholic Church, and Sauk Valley Community Yoga as well as a coach for youth soccer at YMCA. What do you feel are major challenges facing our Association today? Involvement. Everyone becomes busier and busier every year between work demands (higher productions) and family/personal life demands. It is difficult to be away from the desk and family to attend insurance association events. What suggestions do you have to respond to these challenges? Easier locations and times. We try to have regional events and classes. EDGE and CONVO are always at convenient locations and days where one can receive an abundant amount of education and networking. With the average producer age around 55, we need to show the value of these events to our younger producers. february 2020

rofiles

Ryan Hite

At-Large Board Member

Eagle Rock Insurance Services, Peoria, IL Owner Number of Years with Agency: Seven Year You Started in Insurance: 1999 Education: BS Business Management - Greenville College Current or Past Civic, Political, or Community Service Activities: - IIA of IL Past Chairman, President, President-Elect, Vice President - IIA of IL Regional Director - Neighborhood House of Peoria - Board of Directors 2016-2019, Personnel Committee Chair - Rotary Club of Peoria North, 2017-Current - Juvenile Diabetic Research Foundation Fundraising Team Captain 2010-Current - Peoria-Area Chamber of Commerce Leadership School Graduate - 2009 What do you feel are major challenges facing our Association today? We continue to need more youth and diversity inside the IA channel. And I think technology changes will be huge in the next few years and member agencies will need guidance and research from our Association to help us navigate through them. What do you see at the greatest benefit to IIA of IL membership? The greatest direct benefit to each member may vary, but it’s hard to put a value on what the Association does from a political advocacy standpoint. What we were able to

accomplish this past year on federal tax reform helps put some real dollars in our pockets, but almost every year since I’ve been involved we’ve fought off several Statewide bills from becoming law that would have been very detrimental to us and our clients. Offense and Defense are equally important! What advice do you have to share with someone considering a volunteer position with the IIA of IL? It will probably be one of the best decisions you could make. You give a little and receive a lot. You get to know agents and carriers throughout the State and sometimes Nationally. And make friends/relationships within the industry that wouldn’t be possible otherwise. It really helps you become a better agent for your agency and your clients because you’re better informed and connected. Do it!

What do you see as the greatest benefit to IIA of IL membership? Education. There are so many classes for designations, webinars, ethics, sales and now pre-licensing. What advice do you have to share with someone considering a volunteer position with the IIA of IL? Your opinion and voice matters - and needs to be shared. I love people who see the world in a different view than I do. Without diversity, we would not be able to grow.

february 2020

insight

INSIGHT | classifieds for the insurance professional by the insurance professional

AGENCY FOR SALE.

27. Long-time Metro East agency for sale. 1.8MM premium, 70% commercial. Great opportunity for young agent who wants to be his/her own boss. Owner to stay on to assist in transition. Serious inquiries only.

Tami Hubbell thubbell@iiaofil.org Reference #AFS27

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! Weâ&#x20AC;&#x2122;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 Agency (708) 383-9000 www.forestagency.com/contact-us/mergersacquisitions/

insight

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.

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

february 2020

Acuity loves you!

We are proud of the relationships we have built with the best independent agents in the world!

www.acuity.com

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com. Follow us at bigdoghq.com.

e-Insight - February 2020 - Non-Member

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