e-Insight - January 2023 - Non-Member

By Olivia Overman

By Bill Wilson

By Carey Wallce

Board of Directors

Executive Committee

Chairman of the Board | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance

President | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com

President-Elect | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Vice President | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

Secretary/Treasurer | Cindy Jackman, CIC, CISR (800)878-9891 x8745 | cjackman@arlingtonroe.com

IIABA National Director | George Daly (708)845-3311 | george.daly@thehortongroup.com

Regional Directors

Region 1 | James Sager (618)322-9891 | james@sagerins.com

Region 2 | Ray Roentz (618)639-2244 | ray.roentz@hwcrins.com

Region 3 | Christopher Leming (217)321-3185 | cleming@troxellins.com

Region 4 | Bart Hartauer, CIC (815)223-1795 | hartauer@hartauer.com

Region 5 | Noele Tatlock (309)642-6855 | ntatlock@unland.com

Region 6 | Thomas Evans, Jr. (779)220-6564 | tevans@crumhalsted.com

Region 7 | David Jenk, Esq. (312)239-2717 | djenk@nwibrokers.com

Region 8 | Charles Hruska (708)798-5700 | chas@hruskains.com

Region 9 | Lindsey Polzin (630)513-6600 | lpolzin@presidiogrp.com

Region 10 | Mohammed Ali CS (847)847-2126 | mali@aliminsurance.com

At-Large Director | Amiri Curry (847)797-5700 | acurry@assuranceagency.com

At-Large Director | Jeff McMillan (815)265-4037 | jeff@mcmillanins.com

At-Large Director | Patrick Muldowney (312)595-7192 | patrick.muldowney@alliant.com

At-Large Director | Luke Sandrock, CIC (815)772-2793 | lsandrock@2cornerstone.com

Committee Chairs

Budget & Finance | Cindy Jackman, CIC, CISR (800)878-9891 x8745 | cjackman@arlingtonroe.com

Education | Lisa Lukens (618)942-2556 | salibainsurance@gmail.com

Farm Agents Council | Steve Foster (217)965-4663 | s.foster@ciagonline.com

Government Relations | Dustin Peterson (217)935-6605 | dustin@peterson.insurance

Planning & Coordination | Nick Gunn, CIC (309)691-1300 | nickgunn@nixonagency.com

Technology | Brian Ogden (217)632-2206 | brian@ogdeninsurance.com

Young Agents | Renee Crissie (224)217-6577 | renee@crissieins.com

Director of Information and Technology Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

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

Accounting & Admin Services Tami Hubbell, CIC - (217) 321-3016 - thubbell@iiaofil.org

Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP - (217) 321-3013 - jjacobs@iiaofil.org

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

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

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

Director of Government Relations Evan Manning - (217) 321-3002 - emanning@iiaofil.org

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

Director of Communications Rachel Romines - (217) 321-3024 - rromines@iiaofil.org

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

Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

How Does It Work?

TRUST

I hope everyone had a great holiday and your year is off to a fantastic start. As we begin the new year, our agency is focused on what we feel will be important issues this coming year.

• Hard Market

• Marketing

• Office Culture

(First – I have been asked to reinforce my topic from last month – get out and see your carrier reps)

Our question is whether the market will soften this upcoming year. With the end of the year CAT losses as well as the increase in Replacement Costs and Reinsurance Rates, it doesn’t seem like there will be any relief in the P&C markets. Workers Comp rates continue to drop, but how much longer can that continue? (Sorry can’t be all roses and sunshine)

This year we set a budget for our marketing. In years past, we would just pay as we go. This year we put together a plan and have put together a budget to support it. The plan involves, social media, SEO, and yes “old fashioned marketing” which includes print, billboards and trade shows.

If your office is North of I-80 you may be asking yourself if you should be going back to the office, bringing your staff back to the office or getting rid of your office all together. Our agency is sharing in this dilemma. I believe in collaboration. I believe that insurance, particularly commercial insurance, is an industry that thrives in a collaborative environment. It is difficult to train and development new insurance talent in a work from home

environment. However, I believe it is also important to have the ability to offer a work from home option to your employees – so what is the correct “hybrid” model?

No seriously, I am asking.

Start looking out for your local IIA gatherings invitation to legislative events. Hope to see you soon.

Book of the month, The Work Comp Control Effect: 7 Steps to Increase Profits Through Your Work Comp Program by Stephen Sedlak. RECEIVE UP TO 18

IIA OF IL PRESENTS

9:00 AM - NOON & 1:00 - 4:00 PM

The Education Symposium offers up to 18 hours of IL CE presented by topic experts! You can’t get that anywhere else!

Offering the symposium virtually on Tuesdays allows us to spread the seminars over a three-week period, and there is no need to drive in the nasty January weather! Choose one, two, or three days (BEST VALUE). Each class instructor is extremely knowledgeable in their field (representatives from NCCI and FEMA, 20+ year State Regulator, and more!) Read the speaker bios here. Plus, the PFTA session includes Ethics CE credit.

Find details and register at www.iiaofil.org/education.

THE BRAND THAT REPRESENTS

Trusted Choice® represents Big “I” Members across the country under one brand, highlighting the value of independent agents to consumers. Representing agents in all 50 states for over 15 years!

Visit trustedchoice.independentagent.com to see how the Trusted Choice brand represents agents like you and can help your business thrive.

BUT SOMETIMES

By Stephanie Dube Dwilson

Hard Market in a Selling for 12 Tips

By Bill Wilson

Note from the author: The following is a blog post adapted from an article I wrote in 2012 which, itself, was updated from an article I wrote in the mid ‘90s. IF the P&C insurance industry is really headed into a hard market, I think you’ll find this information invaluable. If not, the information should still be of value.

RING IN STAND-ALONE

JEWELRY COVERAGE SALES!

When it comes to insuring your clients’ jewelry, often a standalone, specialty jewelry insurance policy provides the best option for protection. That’s why Big “I” Markets has partnered with Jewelers Mutual to bring a fast and easy solution for this market to Big “I” members.

Big “I” Markets agents can quickly quote through our direct portal located at jewelry.bigimarkets.com. Many policies are issued at the point of sale without a need for underwriting review, and policies protect against loss, theft, damage, and mysterious disappearance.

As always, there are no fees, no production minimums, and you own your expirations. Visit Big “I” Markets’ dedicated jewelry portal at www.jewelry.bigimarkets.com. In order to receive commission, you must also request a quote in Big “I” Markets.

The old way of selling insurance is dead. We don’t use the yellow pages as a prospecting tool. We don’t show up at a client’s home in a suit with a briefcase. We don’t fax our clients their proposals.

The problem is our industry is still trying to sell insurance like the “old days”!

Producers who are serious about building their book of business are looking for new, innovative ways to stand out in their marketplace. They want to break out of the “stale insurance salesperson” stigma and provide modern solutions to their prospects and clients.

The Protégé Sales Bootcamp is designed to teach new and experienced sales professionals how to use modern tactics to stand out and win business. During the course, Derek shares the secrets that helped him lead The Protégé competition in sales and ultimately win the reality show. You’ll learn how you can use those same tactics to write more business in 2023 and beyond. You’ll leave the bootcamp with a refreshing new outlook on how to succeed in insurance sales.

IMT Insurance Celebrates Giving Tuesday, Pledges $20,000 to Community Organizations

IMT Insurance was honored to participate in Giving Tuesday on November 29, 2022. Giving Tuesday is a global day of giving that harnesses the collective power of a unique blend of partners – charities, families, businesses, and individuals – to encourage philanthropy and to celebrate generosity worldwide. Giving Tuesday is held annually on the Tuesday after Thanksgiving.

IMT strives to support local communities, throughout our six-state writing territory, in an impactful way. On Tuesday, November 29, 2022, one $2,500 donation was pledged every hour from 9 AM – 4 PM, for a total of $20,000! Six of the organizations were selected from the 2022 IMT Community Contest program winners, and the final two were selected by IMT employees.

The following Illinois organization received $2,500 as part of IMT’s Giving Tuesday participation: City of Galena (Galena, IL).

Columbia Insurance Group Names Lisa Wharton

Chief Information Officer

Columbia Insurance Group has named Lisa Wharton Vice President and Chief Information Officer. She will be responsible for planning, directing and coordinating the Information Technology Department in support of the company’s strategic objectives.

Wharton is an accomplished technology leader with over 20 years’ experience in the insurance and financial services industry providing technology strategic direction in developing long-range IT portfolio planning. Throughout her career, she has played key roles in the implementation of innovative business, development, and operations solutions while creating an engaged culture and environment.

RMIC Names 2022 Associate of the Year

Rockford Mutual Insurance Company (RMIC) looks to recognize an exceptional associate every year with our Associate of the Year Award. Our Agency Assistant, Kristin Gonzalez, is RMIC’s 2022 recipient!

Kristin joined Rockford Mutual in 2016 after several years with Liberty Mutual. She is a licensed insurance producer for the state of Illinois and has earned her Certified Insurance Service Representative (CISR) designation. Kristin has done excellent work as the Agency Assistant for Rockford Mutual over the last several years.

Peers note Kristin’s intense determination throughout 2022. She learned many new processes, took on a variety of new responsibilities and excelled in maintaining efficiency within Rockford Insurance Agency, Inc. We would like to congratulate her on being named our 2022 Associate of the Year and thank her for being part of what makes Rockford Mutual a successful regional insurer.

SECURA Insurance Donates $39,000 to Nonprofits With Help From Agency

Partners

SECURA Insurance will donate $39,000 to 13 nonprofit organizations through the SECURA Gives Back contest, which is designed to help independent insurance agencies support organizations in their communities.

More than 340 agents nominated nonprofits through the SECURA Gives Back contest. This year, 13 agencies were randomly selected to win a $3,000 donation each for a nonprofit of their choice. Since 2017, a total of $171,500 has been donated to 65 nonprofits through SECURA Gives Back.

“We are honored to give back to the organizations that make our communities a great place to live, work, and play,” said Mike Campbell, SECURA Insurance Director –Specialty Lines Underwriting. “This campaign is our way of saying thank you to our agents for all the work they do with us and within their communities. Not only do our agents and associates volunteer with nonprofits, but we also offer insurance coverages designed to protect nonprofit organizations from the unique risks they face.”

The winning Illinois agency and the nonprofit benefiting from the 2022 SECURA Gives Back contest are:

Midwest Insurance Agency Incorporated benefiting Big Brothers Big Sisters of McHenry County

For additional information about the company’s charitable giving and community support, visit secura.net/community.

SECURA Insurance Named a Great Place to Work

SECURA Insurance is proud to be certified by Great Place to Work® for the seventh year in a row. This certification is based entirely on what employees say about their experience working at SECURA, which is collected through an anonymous survey. This year, 96% of employees said it is a great place to work – 39 points higher than the average U.S. company.

SECURA’s Great Place to Work survey results ranked the company’s strengths and evaluated employee feedback on areas of leadership, fairness, rewards, and career opportunities. The results showed 97% of employees are proud to tell others they work at SECURA, 98% say when joining the company employees are made to feel welcome, and 98% say SECURA’s facilities contribute to a good working environment.

This certification qualifies SECURA to be named on other Great Place to Work and Fortune Best Workplaces lists. In 2022, SECURA was ranked number 14 on the Fortune Best Workplaces in Financial Services & Insurance for small and medium companies list, number 78 on the Fortune Best Medium Workplaces list, and number 66 on the Best Workplaces for Millennials for small and medium companies list. A summary of SECURA’s Great Place to Work ratings can be found at https://www. greatplacetowork.com/certified-company/5003080.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

A. J. Wayne & Associates

AMERISAFE

AmTrust North America

Auto-Owners Insurance Co.

Badger Mutual Insurance Company

Gold Level

AAA Insurance Arlington/Roe BlueCross/Blue Shield of IL Grinnell Mutual Reinsurance Company

Keystone Insurance Group, Inc. Pekin Insurance

Silver Level

Imperial PFS

IMT Insurance

SECURA Insurance West Bend Mutual Insurance Co.

Bronze Level

J M Wilson

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Berkshire Hathaway Guard Insurance Companies

BluSky Restoration Contractors

Central Illinois Mutual Insurance Company

Chubb

ClickVSC

Columbia Insurance Group

Continental Western Group

Cornerstone National Insurance Company

Cowbell Cyber

CRC Group

CRDN of Chicago (formerly Restoronics)

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Family Financial Solutions Group

Foremost Choice Property & Casualty

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

Main Street America Insurance Marble Box MarshBerry

Maximum Independent Brokerage, LLC Mercury Insurance Group Method Workers Comp Midwest Insurance Company Nationwide NHRMA Mutual Workers’ Compensation

Pouch Insurance

Previsor Insurance & Missouri Employers Mutual PuroClean Emergency Restoration Services Rockford Mutual Insurance Company

RT Specialty - Naperville

Sensa, Inc.

ServiceMaster DSI Society Insurance

SPRISKA - Specialty Risk of America

Synergy Select

The McGowan Companies

Travelers

UFG Insurance

UIG - The Agent Agency

Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement

Western National Insurance Westfield

Walter W. Schultz Celebrates 100th

Anniversary

The Walter W. Schultz Insurance Agency, celebrating 100 years this month, was established on January 23, 1923, by Walter W Schultz and his father, Charles C. Schultz, for the purpose of offering insurance, real estate, and dry goods. The first office was located at 18100 Torrence Avenue in Oak Glen, Illinois, which later became Lansing, Illinois. In 1930 the dry goods business was phased out and the business moved to its current location at 18119 Torrence Avenue.

In the beginning the office also served as the Oak Glen post office with Walter W. Schultz as the postmaster. Over time the real estate business was discontinued, and in the mid-1950s the post office moved to Hartfield’s Delicatessen so the agency could focus on selling insurance. Today the agency is owned by Walter W. Schultz’s son-in-law, Norman Abbott (who was married to the late Diane Schultz-Abbott), and is run by their daughter, Cheryl Abbott.

The agency has a staff of six, some of whom are full time and others who are part time. They write all lines of business: auto, home, life, health, and business.

“We attribute our longevity to the service we provide our clients and the many families we have served for so many years,” said Cherly Abbott. “We treat each customer as family. We’ve also been blessed with very low staff turnover during all our years in business.”

The agency is currently looking to hire new agents to help grow the book of business and take them into the next century.

The Farm Agents Mid-Winter Education Meeting is the premier event for those in the Illinois farm, agribusiness, and crop insurance to come together for networking, education and an industry specific trade show. This event draws over 100 agents all from all throughout Illinois, to learn about the impacts our industry is facing, legislative changes, and so much more.

Pre-Licensing-Property & Casualty Virtual

Education Symposium - Drone Insurance & Sales Virtual

CIC-Commercial Property Virtual Agent’s E&O: Defenses and Preventions Webinar

Education Symposium - PFTA & Workers’ Comp Virtual

CISR-Commercial Casualty 1 Virtual

Deep Dive Into Agency Ethics Webinar

Education Symposium - Flood & Cyber Virtual

CISR-Agency Operations Virtual

CISR-Commercial Casualty 2 Virtual

(217) 321-3003,

E&O Roadmap to Personal Auto Webinar

Pre-Licensing-Property & Casualty Virtual

E&O Roadmap To Cyber & Privacy Insurance Webinar

E&O Roadmap To Cyber & Privacy Insurance Webinar

CISR-Elements of Risk Management Virtual

Protégé Sales Bootcamp Bloomington

E&O - Roadmap to Policy Analysis Webinar

Pre-Licensing-Life & Health Virtual

Ethical Dilemmas Webinar

E&O Roadmap To Cyber & Privacy Insurance Webinar

E&O Roadmap To Cyber & Privacy Insurance Webinar

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

CISR-Insuring Personal Auto Exposures Virtual

Agent’s E&O: Duties, Best Practices, Operations, Workflows, and Certificates Webinar

for the insurance professional by the insurance professional

CAREER OPPORTUNITIES: AUTO-OWNERS INSURANCE

27. We hire people from all educational backgrounds. In claims, underwriting or marketing, you might find degrees in business administration, liberal arts, insurance and more. For jobs like accountant, actuary, attorney and computer programmer, specialized degrees in accounting, math, law or computer science are common.

Check out our Field Claim Representative open positions in Illinois and more open position in many states:

https://www.auto-owners.com/about/careeropportunities

INDEPENDENT INSURANCE AGENCIES WANTED

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

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.

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

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

“Let me consult my crystal ball.”

SAID NO AGENT EVER.

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But don’t take our word for it. Check out BOP-Pro products from UFG today. No crystal ball required.

ufginsurance.com/bop-pro