July 2019 - e-Insight - Non-Member

JULY 2019

INSIGHT

Attracting and Developing

YOUR AGENCY TALENT

PLUS

Recruiting New Talent by

INTEGRATING TECHNOLOGY Tools to

ATTRACT, RECRUIT, ASSESS AND TRAIN EMPLOYEES

GET TO KNOW NEW DIRECTOR OF INSURANCE

ROBERT MURIEL

I-SCHOOLS

PRESENTED BY ICRMT

With experience in the unique exposures of Illinois Public School Districts, I-Schools through Illinois Counties Risk Management Trust (ICRMT) provides schools with tailored coverage packages, centralized claims services, competitively priced quotes, and customized risk management both online and in person.

I-Schools members enjoy the comfort of knowing their specific needs are covered through the experience and vast resources provided by ICRMT services.

WHO WE INSURE: » K-12 public schools

» Regional offices of education

» Community colleges

COVERAGE: » Public crisis response

» Increased sexual abuse limits available

» Increased faithful performance limits

» Unemployment insurance

» Built-in student accident limits

» Workers compensation including volunteers

» Cyber liability limits included

» Educators’ legal liability

» Increased property limits

» Deadly weapon coverage

CONTACT US TO LEARN MORE TODAY! JEFF WEBER Jeff.Weber@ipmg.com 314.293.9707

BOB SPRING Bob.Spring@ipmg.com 630.485.5885

MANAGED BY

WWW.IPMG.COM

Editor & Graphic Design - Rachel Romines

July 2019

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Advertising - Tami Hubbell

CONTENTS 12 An Interview with Director of Insurance Robert Muriel

By Rachel Romines

17 18 22

Developing Your Team - What Makes a Successful Salesperson?

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IIA of IL Membership Provides Access to Top Resources to Attract, Recruit, Assess and Train Employees

How to Attract Generation Z Job Candidates

By Lauren Williams

How Agents Can Better Recruit New Talent by Integrating Technology

27 29 30 33

By Caliper

By Matt Masiello

By Jennifer Jacobs

Why Hiring Older Workers is Good For Your Business

By Sharon Emek

Sales Success: Are You In or Are You Out?

By John Chapin

Think Like a Customer or Lose the Sale

By John Graham

Cyber... What?

By Brian McSherry

In This Issue

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

7 8 10 21

Trusted Choice Industry Government

e-Insight

34 35 37 39 40 42

Associate News IIA of IL News Farm Agents Council News Industry News People in the 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

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

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APPLIED UNDERWRITERS

Chairman of the Board | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com

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BERKSHIRE HATHAWAY GUARD INS. GROUP

President | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

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BIG “I” HIRES

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

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COALITION

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

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FCCI INSURANCE GROUP

Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

Regional Directors

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GRINNELL MUTUAL

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IMT INSURANCE

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INVEST

2

IPMG

Region 1 | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com

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JM WILSON

Region 2 | Joseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com

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OPENLY

Region 3 | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance

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SECURA

Region 4 | Michael Gonet (815) 339-2411 | mike_gonet@hotmail.com

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WEST BEND MUTUAL

Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com Region 6 | Teresa Fleming (815) 849-5219 | tess@leffelmanassoc.com Region 7 | Neidra Crosby (708) 597-8731 | ncrosby@insxchg.com Region 8 | Corbin Adams (312) 938-0900 | corbin@irsichicago.com Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com At-Large Director | William Durkin (312) 629-0725 | durkinb@danielandhenry.com At-Large Director | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

Committee Chairs Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Farm Agents Council | Randy Jacobs (309) 365-3231 | rjacobs@mtco.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

IIA of Illinois Staff CRM Manager, CONVO Coordinator Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

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

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

Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org

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

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

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

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

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

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

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

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

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

Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Find us on Social Media

TRUST US TO BE LOYAL PARTNERS Our veterinarian’s package covers the specialized needs of the animal care business. From protecting medical equipment to providing coverage for pets in a doctor’s custody, we take care of veterinarians so they can care for their clients’ best friends.

Trust in Tomorrow.® Contact us today.

IC

AUTO | HOME | FARM | BUSINESS

grinnellmutual.com “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2019.

We know what it took to build this unique business.

And we know what it takes to protect it.

Underwriters who know and understand what coverages are necessary for each unique business.

Loss prevention professionals who use a hands-on approach to help develop programs tailored to each specialty business.

Claim reps with the expertise and technology to process claims quickly and efficiently.

As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find a specialized insurance plan for your valued customers.

To find out more, talk to your West Bend underwriter.

Celebrating 125 years of valued relationships with our agent partners.

Free to do what's right for you.SM

The Trusted Choice Brand: Part III ®

Trusted Choice® is the brand of members of the Independent Insurance Agents and Brokers of America.

Over the course of past newsletters we explored how the Trusted Choice brand came to be, what it means and how it helps member agencies. This installment covers awareness and how a number of efforts all contribute to creating awareness of the brand and members of the Big “I.” Awareness

This is precisely why companies spend so much on advertising their brands. They know that visibility at the right time creates awareness and familiarity.

How Trusted Choice Increases Awareness There are three ways that Trusted Choice® markets to insurance buyers that serve to raise their awareness of independent agents and the carriers they represent.

One of the key components of building a brand to encourage sales is creating awareness of the brand in the mind of the right prospect. The challenge is that building awareness takes repetition and receptiveness on the part of the prospect.

1. Advertising in both traditional and digital channels 2. Writing and publishing original materials that inform and educate 3. Encouraging third party websites and consumers to provide positive feedback and links to Trusted Choice content

Ever heard the old expression about how you see many cars like your new car right after you buy it? That make and model were just as plentiful prior to your purchase. The difference is that your mindset has changed and now you are receptive to seeing those cars.

Each of these marketing methods build upon each other and combine to develop familiarity and encourage purchases. At mid-year 2019, over 3 million brand impressions are created every week through digital marketing activities alone.

It is the same thing with advertising. Many advertisements are neither seen nor heard until the prospect has a specific reason to pay attention.

These techniques are designed to appeal to insurance consumers in various stages of the buying process and to get them to the TrustedChoice.com website.

Once the prospect is actively interested in the product or service, their receptivity to advertising is dramatically increased. This is when awareness can be built.

For an explanation on how TrustedChoice.com attracts consumers to the website, watch a short video at https:// trustedchoice-com.wistia.com/medias/02k5yzvtr4.

These principles are just as valid when buyers want to purchase insurance. What has changed however is the way shopping takes place.

Once the insurance buyer arrives at our website, the goal is to get them to choose a member of the association with whom to continue the policy purchase process.

Shopping Behavior

TrustedChoice.com provides a number of opportunities for agencies and carriers to be prominently displayed on the website. In addition, participating agencies and carriers are able to differentiate themselves in order to attract and write exactly the types of business that interest them.

Over the past half-dozen years, the consumer shopping journey has completely changed. In the past, a purchaser’s primary source of information was the sales team from the provider.

Today, that same purchaser can and does research their purchases in many ways. They use facebook & conversations to get recommendations from their friends, or use the web to find relevant information and options on their impending purchase. When ready to purchase, they are far more educated about their options than they were in the past.

Often, well known solutions are chosen for purchase because familiarity generates confidence in a purchase decision.

july 2019

To find out how your agency can benefit from an enhanced presence on the website, schedule a demo at https:// solutions.trustedchoice.com/demo/.

In the next portion of this series, we will explore in detail the three marketing techniques that Trusted Choice and our partners use to raise the visibility of the brand and to encourage insurance buyers to choose an independent agent.

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Beautifully Simple Insurance, Sold Through Trusted Advisors

35% of insurance is sold through independent agents, so why has this group not experienced the innovation and technology investment needed to simplify the homeowner quoting experience?

Introducing Openly.

What is Openly?

How Does Openly Do It?

• InsureTech for Independent Agents

• Data…leveraging hundreds of data elements from third parties

• Up-Market Homeowner Insurance for Independent Agents by Insurance People • Simple, Fast & Accurate!

3 data points & 20 seconds gets you an accurate, bindable rate • Straightforward & intuitive technology without all the insurance jargon

• Advanced Modeling & Machine Learning with next gen modeling techniques for rating and underwriting decisions • Data & modeling allow for lower expenses which means a more competitively priced product!

How Does Openly Enhance the Customer Experience?

• A high end, superior product featuring guaranteed replacement cost coverage, one click private flood and umbrella coverages • White glove claims and service operations that leverage state of the art technology to enhance the overall experience • Single click eSign process that simplifies the policy issuance process

Interested in becoming an agent partner with Openly?

Visit openlyinsured.com/for-agents or email marketing@openlyinsured.com

Available for sale exclusively through licensed independent agents and only where approved by state regulators

e INSIGHT -

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

JU LY 20 19

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5 ROADBLOCKS to Delivering an

AMAZING CUSTOMER EXPERIENCE

By Violet Xu, PropertyCasualty 360 july 2019

In this month’s e-Insight. insight

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Recruit. Assess. Train. Retain.

CREATE YOUR DREAM TEAM! Does the thought of hiring a new employee leave you overwhelmed? Are you seeing turnover, or posting a job, but just aren’t finding the “right” person?

You’re not alone.

According to the Agency Universe Study 44% of independent insurance agency owners say finding qualified new recruits is their top challenge.

Find the right recruits with Big "I" Hires, a one-stop resource for independent insurance agencies to identify, hire and assess top-performing Producers and CSRs.

Find Your Next Top Employee: BigIHires.com

Empowering Trusted Choice® Independent Insurance Agents.

2. Fill The Talent Gap – There are more than 7 million job openings in the United States, and not enough employees to fill them. Employers often can’t find the qualified workers that they need. To fill this gap, it’s inevitable that employers will need to consider hiring older remote workers. Employers benefit from their vast knowledge, while employees benefit from being able to stay employed and enjoy the work-life balance they desire.

3. Boost Work Ethic – According to an article in Deloitte Insights, research shows that older workers are more likely to demonstrate positive “organizational citizenship.” This means they are more likely to work hard, show up on time, help coworkers, and go the extra mile when needed.

4. Innovate – Innovation is an attribute usually reserved for younger workers, but research suggests that older workers can be just as creative and innovative as younger peers if given the chance. Additionally, creating a generationally diverse workforce can also spur innovation.

There’s no turning back. Our population is aging. People are living longer and retiring later. And more people than ever are working from home. Older workers offer incredible value to employers who hire them.

Sharon Emek, Ph.D., CIC, is founder and CEO of Work At Home Vintage Experts (WAHVE), an innovative contract talent solution that matches retiring, experienced career professionals with a company’s talent needs. For more information go to www.iiaofil.org/Products-Services/NonInsurance-Products-Services/Wahve-Work-At-Home Vintage-Experts.

LET US UN-SHATTER THAT BAY WINDOW FOR YOU. HOMEOWNERS INSURANCE THAT’S DESIGNED TO BE WORRY FREE A home is one of the most valuable assets. Whether it is a current homeowner, someone looking to own, or someone renting a home, financial protection is needed for the important things in life.

A homeowners policy from IMT Insurance can help your policyholders Be Worry Free.

Learn how you can represent IMT Insurance at imtins.com/contact.

AUTO | HOME | BUSINESS

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insight

july 2019

<You’ve been hacked.>

The cyber threat is real.

Turn to Big “I” Markets to protect your clients today.

The threat of cyber crime is no longer coming; it’s here. 62% of all cyber a�acks worldwide are directed at small and medium businesses, and an es�mated ��in�� small and medium businesses will fall �ic�m to a cyber a�ack.

That’s why �ig ��� �arkets has partnered with �oali�on to bring you a cyber liability solu�on that stands apart from the crowd. This product can be quoted within 4 minutes or less using the online �ig ��� �arkets pla�orm, making it easy to quote for e�ery commercial lines client. �ll ques�ons, endorsements and cancella�ons are done through li�e chat where the con�ersa�on can be emailed for your files, making the process fast and easy. �rom the unique pre�assessment of your client’s web proper�es to ongoing policyholder monitoring and protec�on, �oali�on is the cyber solu�on your agency has been wai�ng for. There is no other carrier offering this type of program!

Learn more at www.bigimarkets.com.

Coalition’s insurance products are offered with the ϔinancial security of Swiss Re Corporate Solutions and Argo Pro US (A+/A ratings by A.M. Best). Insurance products underwritten by Coalition Insurance Solutions, Inc. (CA License # 0L76155) Copyright © 2018. All rights reserved. Coalition and the Coalition logo are trademarks of Coalition, Inc. or its afϔiliates.

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 Aon Programs Atlantic Specialty Lines 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 Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance 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 34

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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 Motorists Insurance Group Nat Gen Premier NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation Previsor Insurance ProAg Management Inc PuroClean 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 july 2019

iia of il news | INSIGHT

Education Classes july

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On Ethics: Data, Delimmas & Knuckleheads Webinar E&O: Roadmap to Policy Analysis Webinar CISR - Elements of Risk Management Springfield CIC - James K. Ruble Graduate Seminar Elk Grove Village Ethics - Walking a Straight Line Webinar E&O Risk Mangagement Webinar CISR - Agency Operations Rolling Meadows Ethics Chicago

august

6 8 8 21 22 22 26 27 27 28

E&O: Roadmap to Policy Analysis Webinar CISR - Agency Operations Springfield Ethics & E&O: Synergy Not Rivalry Webinar CIC - Insurance Company Operations Rolling Meadows CISR - Insuring Personal Auto Exposures Champaign E&O Risk Management Webinar Ethics Rolling Meadows Ethics and the Law Webinar E&O Risk Management Webinar CISR-Elements of Risk Management Rolling Meadows

Online Education www.iiaofil.org July & August Featured Online Classes General Homeowners | General PAP Property & Liability Concepts | Ethics & E&O When the Child Becomes the Parent- Aging Parents Business Income | Commercial General Liability E&O Roadmap to Policy Analysis | Ethics & the Law National Flood Insurance Program Basic Course Who is an Insured? | Workers Comp Insuring Trusts | Homeowners Hot Topics And More!

july 2019

New Members member agency Insurance Consultants USA, Inc. Glendale Heights, IL

For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. insight

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The Importance of Networking with Industry Peers

By Lauren Williams Called “an independent insurance agent’s best friend” by the American Agents Alliance, networking within your local insurance world is a necessary part of marketing your business and building professional connections. “Two heads are better than one,” as the saying goes, and that is why networking within the industry is so important. For any business, building a wide network of peers can be one of the most valuable uses of your time. Having a strong network to draw on can be crucial for every company’s success and having an extensive base of industry contacts you can learn from will be mutually beneficial for both you and your peers. There will be times when you both may need help or advice. You can always feel free to reach out to each other and learn from one another, thereby helping each other succeed.

Along with helping you to expand your industry knowledge, networking can also help you grow your business through referral partnerships. Having these partnerships with other types of insurance agencies will allow them to recommend your agency to customers who are seeking additional coverage that their agency does not offer. In turn, you can also recommend your customers to them. In this way, networking is, again, mutually beneficial for both you and your network of peers.

Developing a wide network can provide your agency with a rewarding way of determining the best industry practices.

It also offers a learning opportunity from the collective experiences of all your contacts. Through cooperating with people within your network, you are helping to better the industry for your agency. Networking can also help you as an individual, as your peers can give you support and career advice and can help you build your confidence within the industry. Though it may sometimes seem like a chore, networking face-to-face is extremely important and well worth your time.

IIA of IL’s CONVO 2019 is the perfect place to make these connections and network with your peers. The conference offers several opportunities to talk with other agents in a relaxed environment while having fun at the same time.

Whether it’s the golf outing or one of the many social events built into CONVO, the relationships made will last far beyond the conference.

Lauren Williams is entering her Senior year as an English major at Westminster College in Fulton, Missouri and is working as an intern for IIA of IL while she is home for the summer. She can be reached at lwilliams@iiaofil.org.

Past attendees had this to say...

Convo provides a relaxed setting where initial connections can be made and relationships can be strengthened. I can meet with industry leaders and those to whom I look up to at the Convo. It’s a welcoming environment where I can seek advice from them. - Ray Roentz, CIC Heneghan, White, Cutting and Rice Insurance Agency Making connections in this industry is crucial. It is great to network and see what others are doing to help your business. I have been able to call on friends I have met at convention to ask questions and bounce ideas off of. I would not have such and expansive knowledge base nor network had it not been for CONVO. - Jason A Quaglia - Burns & Wilcox CONVO is the best place to meet not only company representatives but other agents as well. The camaraderie of agents at this event is energizing! Through these relationships, my agency has referred clients, accepted referrals, and was able to retain business that we may have otherwise lost. That alone makes attending CONVO worth my time, money, and energy.

- Tess Fleming, CIC, CISR - Leffelman & Associates, Inc. CONVO provides the opportunity for sharing thoughts, concerns, and problem solving with your peers like only independent agents can do...everyone whom is in the same boat you are is in attendance and there are lots of time and opportunities to network. - Kevin Beck - Beck insurance Agency

Registration is Open

You must be registered for the event in order to reserve a room under the conference room block at the Crowne Plaza.

Exhibitor & Sponsor Opportunities Available

Get details at ILConvention.com.

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farm agents council news | INSIGHT

Farm Agents Council Golf Outing & Annual Meeting Wrap-Up The Farm Agents Council (FAC), formerly known as the Independent Farm Insurance Agents of Illinois (IFIAI), held the second event of the year June 6-7 in Bloomington. This was the 90th year for this event and the Golf Outing and Annual Meeting brought over 100 people together for fun and networking. Mother Nature is not being a friend of the Farm Agents Council this year, playing a big impact on both the Mid-Winter meeting and this event. Huge amounts of rain found many of our agents, and their clients unable to attend. We want you to know we are all thinking of you.

Make sure you look into the Trusted Choice Disaster Relief Fund at www.iiaofil.org/Resources to see the resources available to you.

For those that were able to attend, the event kicked-off on Thursday with the golf outing at Prairie Vista Golf Course.

The weather held out for a beautiful day of golf and fun.

Following a day of golf, attendees and 20 exhibitors took part in the industry-specific tradeshow.

Friday morning, attendees received an update on what has been happening at the IIA of IL and the legislative issues and accomplishments. Attendees then joined instructor Nicole Broch, for a three-hour Ethics session to meet the State mandated requirement.

Congratulations to the following: Hole Contests Winners:

Steve Foster

Randy Cesich

Mike Dunker

Curt Reznicek

Dave Marker

By Shannon Churchill

Since the event took place during IIA of ILâ&#x20AC;&#x2122;s Days of Giving campaign, the FAC raised over $775 for the IIAPAC, and $166 for the St. Jude Childrenâ&#x20AC;&#x2122;s Research Hospital Bear-AThon.

We look forward to seeing everyone at our next event. Save the date for the 2020 Mid-Winter Meeting, January 30-31 at the Crowne Plaza in Springfield.

Stay up to date with all Farm Agent Council news through Facebook at www.facebook.com/FarmAgentsCouncil and the website at www.ilfarmagents.com.

Thank you to our sponsors (Sponsors who gave the most money are at the top) ProAg Great American Insurance Rain and Hail SECURA Indiana Farmers Insurance Crop Risk Services Farmers Mutual Hail NAU Country Insurance RCIS Forreston Mutual Diversified Crop Insurance Services Central Illinois Mutual Insurance Co. Auto-Owners Insurance Nationwide ARMTech Insurance Services

Golf Outing Winners: Peoria Handicap:

Dean Zobrist

Charlie Drier

Devin Conkright

Bob Dieker

Gross Score: Patrick Przykopanski Jeffrey Clements Brad Musselman Kyle Przykopanski

Photo Credit: Lisa Quest, FAC Board Member july 2019

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The Security You Need. The Name You Trust.

Mistakes happen. Berkshire Hathaway GUARDâ&#x20AC;&#x2122;s Professional Liability insurance provides professionals the protection they need. With coverages tailored to the specific needs of Architects/Engineers, Lawyers, and a wide range of Miscellaneous classes, Professional Liability is just one of the many products we offer to help you write more business.

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industry news | INSIGHT Pekin Insurance Earns Superior Rating for Claims Service Ward Group, an Aon Hewitt company, has awarded Pekin Insurance with a Superior Rating for Personal Lines Claims Customer Experience.

Ward’s Claims Customer Experience Superior Rating™ is based on achieving a minimum Net Promoter Score (NPS) of 50 across all personal auto and property claims settled and measured during 2018. The NPS is determined through a customer survey process, and it measures how likely customers are to recommend a company’s products or services. During this time period, Pekin Insurance achieved an NPS of 51.

“Grinnell Mutual and its employees are honored to be recognized as one of Iowa’s best employers,” said President and CEO Jeff Menary. “This recognition is not only given by our employees, it has been earned by them. They are the source of our corporate successes and of our fantastic culture. And they’re why we’ve also been recognized as one of Iowa’s Top Workplaces for eight years in row.

“Besides their dedication to our customers and their communities, our employees care about Grinnell Mutual and their coworkers. It’s an honor to work with this great team.”

For the past 29 years, Ward Group has analyzed key financial and customer experience aspects of the property-casualty insurance companies, identifying the top performers.

Pekin Insurance has been in business since 1921 and is one of the leading insurers in the State of Illinois, providing multiple lines of insurance..

Grinnell Mutual Named a Forbes Best Employer Grinnell Mutual has been ranked the fifth best Iowa employer in Forbes’ inaugural “America’s Best Employers by State 2019” list. The list was released June 5 on forbes.com.

According to Forbes, the company worked with Statista to select America’s Best-in-State Employers with an independent survey from a vast sample of more than 80,000 U.S. employees working for companies employing at least 500 people in their U.S. operations. The surveys were administered in a series of anonymous online panels. Employees were asked to rate their willingness to recommend their own employers to friends and family. Participants were also prompted to evaluate other employers in their respective industries that stood out either positively or negatively.

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

(800) 666-5692 | JMWILSON.COM july 2019

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INSIGHT | people in the news Rebecca Korach Announced as Producer Representative on Illinois FAIR Plan Governing Committee The Illinois FAIR Plan is pleased to announce that Robert H. Muriel, Acting Director of the Illinois Department of Insurance, has reappointed Rebecca Korach as the Producer Representative on the Illinois FAIR Plan Governing Committee. In announcing the reappointment, the Governing Committee Chair, John Pagano stated: “Rebecca’s extensive knowledge of personal lines and commercial insurance is an asset to the Governing Committee and also allows Rebecca to represent the interests of both the Illinois insurance agents and consumers.” In accepting the reappointment, Rebecca stated: “I am very proud of the work the Illinois FAIR Plan does on behalf of the Illinois insurance consumers.” In addition to her Illinois FAIR Plan service, Rebecca is a member of the IIA, serves on the Auxiliary Board of the Art Institute of Chicago, the membership committee at the Arts Club of Chicago and the Cincinnati Insurance Agents Council. Rebecca graduated with a Bachelor of Arts degree from the University of Pennsylvania, obtained an MBA in Finance from the University of Chicago Booth School and is a principal and founder of Chartwell Insurance Services.

The Illinois FAIR Plan was founded in 1968 and is a nonprofit insurance association supported by the insurance industry. The FAIR Plan’s mission is to make to basic property insurance available to qualified Illinois applicants who have not been able to obtain property insurance in the standard market. All licensed IL insurance agents can submit applications to the FAIR Plan. Agents can learn more about the FAIR Plan and register at www. illinoisfairplan.com.

RLI Announces Bryant to Replace Retiring CFO Brown, Other Changes Specialty insurer RLI Corp. announced that its chief financial officer is retiring and it has made other executive changes.

CFO Thomas Brown, who is also a senior vice president, will retire on July 1, 2019 after eight years with Once Brown retires, Todd Bryant, RLI’s vice president, Finance & Controller, will replace him. Bryant joined RLI in 1993 and held various positions in the accounting department before taking on his current position in 2009.

He previously worked at Arthur Andersen & Co. and brings 25 years of insurance industry experience to his new role.

Replacing Bryant in the controller slot will be Seth Davis, who is currently vice president, Corporate Services. Davis will lead RLI’s corporate financial reporting, corporate services, rating agency and tax. He joined RLI in 2004 and served as vice president, Internal Audit, before being named to his current position in 2018. Davis brings 23 years of insurance industry experience to his new role.

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Kathleen Taylor, assistant vice president, Reinsurance Accounting and Cash Operations, has been promoted to vice president, Accounting Operations. In her new role, Taylor will lead RLI’s reinsurance accounting, cash operations, accounting systems, cost allocations and expense management.

Taylor joined RLI in 2002 and held various positions within the accounting department before being promoted to assistant vice president, Reinsurance Accounting and Cash Operations, in 2015. Before RLI, Taylor worked for the Illinois Department of Insurance. Taylor brings 22 years of insurance industry experience to her new role.

Separately, Lisa Gates has been promoted to RLI’s vice president, Marketing & Communications. In this new role, she’ll lead RLI’s marketing and communications strategy and operations. She first joined RLI in 2010 as director, Communications, and in 2015 was promoted to assistant vice president, Marketing & Communications.

Kemper Appoints Hunton as President of Kemper Auto Kemper Corporation announced that Matthew A. Hunton has joined the company as President of Kemper Auto, Kemper’s specialty personal and commercial auto lines, effective today. Hunton will report to Duane Sanders, President of Kemper’s Property & Casualty Division, and will be based in Kemper’s Chicago headquarters office.

Hunton joins Kemper from The Travelers, where he held a variety of leadership roles related to personal and commercial lines in operations, strategic markets, finance, product management, and most recently held the role of Vice President–Global Small Commercial Select Accounts.

He received a BS in Physics and Meteorology from Rutgers University and an MBA from Yale University. Hunton succeeds Glen Godwin, who is retiring from Kemper effective July 1.

Grinnell Mutual Names Two New Vice Presidents The Grinnell Mutual board of directors has announced it has added two positions to its senior leadership team: Vice President of Strategic Experience and Vice President of Product Transformation and Delivery.

Andrea Brunk will serve as vice president of Strategic Experience. The division will encompass Grinnell Mutual’s Project Management Office (PMO), Marketing and Customer Experience (MCX), and Strategic Initiatives departments. Brunk will oversee the alignment of these functions to create superior customer interactions, more thorough impact analysis on current project work, and the facilitation and implementation of corporate strategic initiatives. Brunk was assistant vice president of the PMO. She joined Grinnell Mutual in February 2016 after building a portfolio management career in health insurance.

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people in the news | INSIGHT Lauren Augustin was named vice president of Product Transformation and Delivery. She has held various positions within the Underwriting, Sales, and Service division, and was most recently the assistant vice president for Personal Lines and Farm Underwriting and joined Grinnell Mutual in 2008. She will lead Grinnell Mutual’s multi-year enterprise project to transition all of its business platforms to the Guidewire system, and oversee the development of new products and the company’s positioning in the market.

The new positions are part of Grinnell Mutual’s strategy to streamline the company’s organizational structure, bringing teams and functions into closer alignment. The changes will also better prepare Grinnell Mutual to evolve and grow within a rapidly evolving industry.

Harvey and Denny Join Arlington/Roe’s Transportation Team Jim Roe, CPCU, president and CEO, announced the appointment of Cindy Harvey and Joni Denny to the transportation team at Arlington/Roe, managing general agency and wholesale insurance broker.

Cindy Harvey has prior varied experience at a wholesale and specialty insurance broker and a commercial property and casualty insurance company. Cindy has been in the insurance industry since 1997 and is knowledgeable in helping agents find solutions for a variety of transportation and inland marine risks. She earned her degree from East Tennessee State University.

Joni Denny previously worked at a wholesale and specialty insurance broker and has been underwriting garage insurance since 2000. Her experience in building a garage underwriting department as well as her desire to provide excellent customer service to agents will further enhance the transportation team’s services. Joni sits on two insurance carrier advisory boards for garage liability and has completed leadership development programs.

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INSIGHT | classifieds for the insurance professional by the insurance professional

POSITION AVAILABLE.

26. DeKalb, IL Agency is looking to fill a full-time, experienced Insurance Customer Service Representative/ Inside Sales position. Candidate will assist clients on the phone, in written correspondence, and in person, and actively sell products that meet their needs. Candidate will also provide clerical assistance to the Director of Insurance Services and all Insurance Advisors, which includes correspondence, documentation and related forms, and other special projects as assigned and also act as the receptionist, which includes answering the telephone and performing client transactions and miscellaneous clerical duties.

Candidate must be multi-task oriented; already licensed to sell insurance in Illinois; have a strong commitment to customer service; attention to detail; two to three years of related customer service or administrative assistance preferred; PC and data entry experience required, including Word; good verbal and written communication skills; ability to handle multiple projects; and professional appearance and manner. Contact:

Debbie Bex Resource Bank/Resource Insurance (815) 748-1416

POSITION AVAILABLE - COMMERCIAL SALES MANAGER

32. Are you a dynamic individual with prior insurance sales experience? This candidate will earn the opportunity to be the agency’s perpetuation plan and eventual owner of the agency. In this process, the producer will earn 50% split on commission and have the ability to earn ownership of their book of business, at no cost to the producer.

The agency has an outstanding loss ratio/experience, exceptional relationships with Insurance Carrier’s that are A++ RATED and extremely competitive. We also have expertise in the niche markets. The right candidate should possess a strong sense of independence, motivation, excellent communication skills, leadership qualities, excelling in a fast-paced environment, establishing and meeting deadlines, self-starter, sales driven and most importantly, have integrity. Our agency has been family owned since 1940. Contact:

Bill Preston Preston Insurance Agency, Inc. (309) 265-5774

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.

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 Agency (708) 383-9000 www.forestagency.com/contact-us/mergersacquisitions/

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

SHARED SPACE FOR RENT

99. 6400 SF office located at 127 N. Walnut St., Itasca, has availability for startups, insurance agents, salespeople, consultants, professionals, etc.; who are in need of class A space without the cost. Monthly fees range from $375 and include: Receptionist/Clerical, internet, conference rooms, kitchen, classroom/break room. Printing and clerical services are also available.

Short term or long-term rentals are available. Wed are in downtown Itasca across from the Metra station. Close to expressways. For information contact:

Dino Gavanes 630-779-0566 or dino_gavanes@advisersinc.com

Visit www.ciagonline.com for contact information.

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