e-Insight July 2018 by Big I Illinois

EMPLOYEE BENEFIT PROGRAM for ILLINOIS PUBLIC ENTITIES

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www.ipmg.com

Editor & Advertising - Deann French | Graphic Design - Rachel Romines

the journal of trusted choice independent insurance agents of illinois

July 2018

CONTENTS 12

How to Get Ridiculous Marketing Buy-In By Dani Kimble

Five Ways Merging Big Data, Artificial Intelligence, and Blockchain Technology is Finally Rectifying Egregious Marketing Gap By Adam Mittelberg

Four Keys to Massive Sales Success By John Chapin 2nd Annual Day of Giving Results

9 Trusted Choice

In This Issue

7 26 27 34

10 29 30 33

Associate News IIA of Illinois News Classifieds

17 e-Insight

Regular Features President’s Message

Government Staff Profile People in the News Industry News

INSIGHT

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of Illinois). The magazine is published monthly for the members of the IIA of Illinois, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of Illinois 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 dfrench@iiaofil.org.

2009 • 2010 • 2011 • 2012 2013 • 2014 • 2015 • 2016 • 2017

info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

ADVERTISERS

Board of Directors Executive Committee

Chairman of the Board | Rick Sutton (309) 692-8544 | ricks@was-irp.com

ABRC

President | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com

AMERISAFE

AMTRUST

President-Elect | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com Vice President | Bill Wirth (618) 939-6368 | billw@wirthagency.com

APPLIED UNDERWRITERS

Secretary/Treasurer | Bennie Jones (312) 960-6200 | bjones@rmsoa.com

BERKSHIRE HATHAWAY GUARD INS. GROUP

IIABA State National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | sanins@essex1.com

EPAYPOLICY

FCCI

Regional Directors

INSURANCE ASSOCIATES OF AMERICA, LLC

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

IPMG

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

IPRF

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

JM WILSON

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

SECURA

Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

THE IMT GROUP

Region 6 | Rob Messer (815) 459-3300 | rmesser@marketfinancialgrp.com

TRANSCOM GENERAL

WEST BEND MUTUAL

IIA of Illinois Staff Education Director, CRM Manager Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org Vice President of Communications Deann French - (217) 321-3022 - dfrench@iiaofil.org Products & Services Administrator Melissa Hilgendorf, CIC, CISR - (217) 321-3012 - mhilgendorf.indep12@insuremail.net Accounting & Admin Services, Tradeshow Admin Tami Hubbell - (217) 321-3016 - thubbell@iiaofil.org Director of Human Resources/Board Admin Jennifer Jacobs - (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 - (217) 321-3005 - plackman@iiaofil.org

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Office Administrator Kristi Osmond - (217) 321-3007 - kosmond@iiaofil.org Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org Communications Assistant Tyler Scott - (217) 321-3023 - tscott@iiaofil.org Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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PRESIDENT'S MESSAGE

Ryan Hite - IIA of Illinois President - (309) 688-7316 - ryan.hite@eaglerockins.com

A Community of Giving As I’m writing this, I’m awake early sitting next to a quiet pool in Ft Myers, Florida. My reflection time is short and will soon be replaced by jumping, laughing, and splashing kids anxious to fill their day coming up with games and most likely arguing about those games they created. But in this moment I can’t help but feel gratitude for my family and this business that we’re in. I have been given much, and also feel much is required of me. One thing that’s interesting to me when traveling is to observe how different cities or organizations meet local needs and what strengths and weaknesses they have versus our own community. How can I/we be better? What does our community or the next generation need? Often, if you’re paying attention or asking questions in other places you’ll find where there are good programs and non-profit organizations, there’s an independent insurance agent nearby. Maybe they’re just a sponsor, but from what I know of our industry, I’m certain there’s also action behind those dollars. And that brings me to what we’ve started in IL.

As much as I want to give credit to the board, committee, and staff, none of it would be possible without our membership at large. It’s because of what independent insurance agents across IL already do for their communities. YOU give back and invest locally. YOU serve clients, non-profits, and other projects. YOU put your heart and soul into what you do and the IIA Day of Giving simply highlights and attempts to quantify your efforts. So THANK YOU! Thank you for what you already do and let’s continue to find ways where we can cooperate and multiply our efforts for the good of our communities and world. We can all use a little more positivity and productivity.

The 2nd Annual IIA Day of Giving, organized by our Young Agents, was a tremendous success! We exceeded participation from last year and the National “Big I” took the event Nation-wide. I’m excited to see the final numbers from each State, but suffice it to say, what started as a small seed planted here in IL has started to grow into a VERY BIG DEAL! Our Association has a long rich history of being a leader within the “Big I” and I’m proud of our current board members, Young Agents Committee, and staff who came up with this idea and then made it come to fruition. We have a very talented group of people that are willing to give back and it’s exciting to see what can be accomplished when we work together on projects that are not only good for our industry, but more importantly good for our communities.

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insight

DISCOVER WHAT WE COVER.

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Get to know AmTrust. Discover what we cover at d21.amtrustinsurance.com AmTrust is AmTrust Financial Services, Inc. located at 59 Maiden Lane, New York, NY 10038. Coverages are provided by its property and casualty insurance company affiliates. In TX, coverage is provided by AmTrust Insurance Company of Kansas, Inc., AmTrust International Underwriters Designated Activity Company, Associated Industries Insurance Company, Inc., First Nonprofit Insurance Company, Milford Casualty Insurance Company, Republic Underwriters Insurance Company, Republic-Vanguard Insurance Company, Security National Insurance Company, Southern County Mutual Insurance Company, Southern Insurance Company, Technology Insurance Company, Inc., or Wesco Insurance Company. In WA, coverage is provided by AmTrust Insurance Company of Kansas, Inc., AmTrust International Underwriters Designated Activity Company, Associated Industries Insurance Company, Inc., Developers Surety and Indemnity Company, Milford Casualty Insurance Company, Security National Insurance Company, or Wesco Insurance Company. Consult the applicable policy for specific terms, conditions, limits, and exclusions to coverage.

Free to do what's right for you.SM

Trusted Choice Digital Ad Program Off to a Huge Start The Trusted Choice Digital Ad Program, which was offered as a free member benefit, launched in May. To date the program is already boasting numbers 3x over the national industry average. The Program was designed to bring qualified leads to IIA of IL member agencies through a campaign that includes a total of 100,000 direct email marketing pieces per month (derived from a data base of 225,000,000+ email addresses nationwide and split evenly among all participating agencies), 47,000 mobile retargeting emails and geo-fencing cast around the desired radius of each participating agency.

Open Rates

Industry Average is 3% for unsolicited e-mails Trusted Choice campaign delivered clicks to open rates of 11.67% and 11.72% in May and June respectively (more than 3x over the industry average!) • May Total Opens were 11,667 • June Total Opens were 11,001

Click Through Rates

Success benchmark for click through is about 0.75% May Trusted Choice campaign delivered 0.98% • Total Clicks were 985 May Total clicks to agent pages were 129 June Trusted Choice campaign delivered 1.29% • Total Clicks were 1,289 June Total clicks to agent pages were 555 After the initial email went out in May, we made some tweaks which allowed our total number of clicks to agent pages to jump from 129-555. We will continue to make adjustments as we progress through this six-month program with the end goal of making as many connections from insurance intenders to our participating agencies as possible.

july 2018

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government

Insurance Industry End of Session Report June 11, 2018

By Phil Lackman The Illinois General Assembly and Governor Rauner reached a budget agreement and adjourned on time for the first time in four years. The budget allocates $38.5 billion in spending and estimates slightly more in revenue. However, some of the revenue estimates and cost savings measures, like pension reform, include very optimistic projections. The House and Senate sent over 500 bills to the Governor for action, including several impacting the insurance industry.

of Insurance for approval before they can take effect, if the director does not disapprove the filing within 30 days the filing is deemed approved and presumably can be used. Whenever, for whatever reason, an insurer does not have effective rates, the director shall specify “interim rates for the insurer that are high enough to protect the interests of all parties and may order that a specified portion of the premiums be placed in an escrow account approved by him or her.”

SB 2513 - Hastings/Burke - our Agent Broker Coalition initiative which creates an Education Advisory Council within the Department of Insurance and allows webinars as an acceptable method for Ethics CE, has passed both chambers and will be sent to the Governor for his consideration soon.

Second, it imposes a new “premium increase notice” requirement. Effective January 1, 2019, an insurer is required to provide notice, 30 days in advance of the policy’s expiration date, to a workers’ compensation customer and the producer, if the renewal premium for the policy will be “in excess of 5% above the rate recommendation filed with” the Department of Insurance, subject to some exceptions. Insurers are already required to provide a customer with notice 60 days before the policy’s expiration date if the renewal premium is going to exceed 30 percent but this percentage is not calculated as a part of the rates.

American Family vs Walter Krop - This litigation, which is currently before the State Supreme Court, imperils two very important Statutory protections for insurance producers passed in 1996-97; the Insurance Placement Liability Act and the two-year statute of limitations on professional liability claims against insurance producers. IIA of Illinois has filed an Amicus Brief in the case. Oral arguments were held on May 22nd. Our counsel, Pretzel & Stouffer, is following the case closely. Click here for more background and here for a video of the oral arguments. Unfortunately, since IIA of Illinois was not a party to the litigation, our only recourse was to file an Amicus Brief. We are disappointed in both the direction of the appeal and the competency of counsel utilized by American Family in this most important case. The State Supreme Court will issue a verdict this fall. While health insurance issues dominated most of the session, there was a significant amount of activity on the property and casualty side, specifically work comp, during the last few days of session. Instead of passing SB 2863 Work Comp Rate Regulation and HB 4595 - State Operated Work Comp Company (which passed last year and the Governor vetoed), the House democratic leadership incorporated Work Comp “Rate Review” language into an omnibus insurance bill, SB 1737, which included several different measures sought by the industry.

Property & Casualty/Work Comp SB 1737 - Munoz/Hoffman - as amended in the House contained five different insurance related changes to the insurance code. The most significant change for agents and brokers is the new Work Comp Rate Review language. First, it implements a prior approval of rates system for workers’ compensation rates; this is a major reversal of IL law and practice. Effective February 1, 2019, insurers and rating organizations are required to “pre-file” workers’ compensation rates with the Director of the Department

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This new language raises several questions that will have to be clarified by the Department of Insurance prior to implementation. We will provide that clarification/ guidance when it becomes available. • The bill includes language modernizing Illinois’ Captive Insurers law which was introduced last year (SB 1286) on behalf of the Illinois Manufacturers’ Association • The bill includes language sought by domestic stock insurers creating the Domestic Stock Company Division Law allowing such companies to divide into two or more companies. • The bill includes NAIC Model language on credit allowed a domestic ceding insurer. • The bill includes agreed language creating The Short Term Limited-Duration Health Insurance Act. The act limits short term policies to six months. The language was developed by the National Association of Health Underwriters and was a compromise between the three months in the ACA and a year, which was supported by several health insurers. This language was also included as a standalone provision in HB 2624, which passed both chambers and will be sent to the Governor. SB 904 - Hastings/Hoffman - Introduced on behalf of medical providers, this legislation will allow doctors and other medical providers to file claims for interest on payments of workers’ compensation bills in Circuit Court without having to seek remedy at the Illinois Workers’ Compensation Commission. It also raises the interest rate

july 2018

HB 5868 - Ford/Munoz - Permits coverage by health plans for residential extended care services. Passed both chambers.

SB 2641 - Munoz/Turner - Creates regulations for personal car facilitation transactions. Insurance provisions include; that an ownerâ&#x20AC;&#x2122;s insurer: (1) may exclude any and all coverage and the duty to defend or indemnify for any claim made under a car facilitation transaction; (2) shall have the right to seek contribution against the insurer of a car facilitation company; and (3) may deny issuance of, cancel, void, terminate, rescind, or deny renewal of an insurance policy if the applicant or policyholder of the insurance policy fails to provide complete and accurate information about the use of a motor vehicle through a car facilitation transaction. Provides that an ownerâ&#x20AC;&#x2122;s insurance policy: (1) is not invalidated or limited in regard to any exclusions contained in the policy; and (2) is not required to include specific provisions, implications, or preclusions.

SB 682 - Mulroe/Feigenholtz - Creates the Emergency Opioid and Addiction Treatment Access Act. Mandates coverage for and treatment limitations for opioid and substance use disorders. Passed both chambers.

government

on late payments from 1 to 2%. Lastly, the bill creates a penalty for insurers and self-insurers who do not comply with the existing electronic billing requirement.

SB 1707 - Raoul/Lang - Clarifies existing mandate and expands coverage for mental, emotional, nervous, or substance use disorders. Passed both chambers.

Life Insurance SB 2437 - Weaver/Anderson - Makes changes to the beneficiary designation of the insuredâ&#x20AC;&#x2122;s spouse after a judgement of dissolution of marriage has been entered. Passed both chambers.

Health Insurance There was a great deal of activity with health insurance this session and several bills passed - almost all of which were agreed to by the industry and employers. HB 2617 - Gabel/Murphy - Mandates coverage for fertility preservation services when medical treatments may cause iatrogenic infertility to an enrollee. Passed both chambers. HB 2624 - Fine/Steans - Short Term Limited-Duration Health Insurance Act. Authorizes temporary health insurance policies of up to six months. Passed both chambers. HB 3223 - Williams/Link - Mandates coverage for preventative physical therapy for insureds with multiple sclerosis. Concurrence in the House. HB 4146 - Fine/Steans - Prohibits modification of drug coverage during the plan year. Passed both chambers HB 4165 - Harris/Koehler - Prohibits state agencies from applying for an ACA waiver unless both chambers of the General Assembly approve by resolution. Passed both chambers. HB 4516 - Fine/Morrison - Mandates coverage for hearing aids for individuals under 18 when prescribed by a hearing aid professional. Passed both chambers. HB 4821 - Fine/Morrison - Mandates coverage for drugs used to treat stage 4 advanced, metastatic cancer. Passed both chambers.

july 2018

insight

The Audition:

How to Get

RIDICULOUS MARKETING BUY-IN

By Dani Kimble Two years ago almost to the day I took a leap of faith and walked in for an interview at The O’Neill Group, an independent insurance agency in Wadsworth, Ohio. Well… I should say, I crutched in. I was recovering from reconstructive knee surgery after tearing my MCL (again) from a dance injury. It was officially my sign (and the doctor’s recommendation) to get on with my life – and leave dance behind. So I gracefully applied for a marketing position at The O’Neill Group. Patrick, our President and CEO, held a number of interviews for the role and finally said to Jody, our Chief Operating Officer, “Bring in the dancer!” Shocked to receive the invitation to “audition” for the job, let’s just say – I had a lot of work ahead of me to get buy-in from the start. Because let’s be honest… the odds were against me. I had no formal marketing experience. I had no insurance experience. I was a #millennial. But I was also an artist. What that means is, when I get passionate about something, my real superpowers come to life. Those superpowers come in the form of discipline, drive and slightly abnormal work ethic. In other words, intangible skill sets that have and will continue to lead me to successful outcomes. At that audition, they saw it and felt it.

I got the buy-in and it wasn’t because of my (insert sarcastic tone) charming personality or natural sales and marketing talents. It was because I invested the time early on to learn about every facet of the agency and the industry. I showed up to that interview with content pieces created specifically for The O’Neill Group. Not only did I create the content to show samples of my work, but to also develop a deeper understanding of the industry and identify if this was the right fit. Now, here I am two years later, trying to add a little more rhythm to the insurance industry and my agency every single day. But to be honest, the process of getting the buy-in and making change here is not easy – nor should it be. This agency has a 27-year legacy of delivering results through cold calling, direct mail, print newsletters, referral flyers and a website from the dinosaur age. That’s not to say that those marketing and sales tactics don’t work anymore. In fact, we’re still doing most of them today, because they’re still proving results (Although, the website has officially received a 21st century, mobile-friendly face lift). Instead, it implies that we need to get up to speed with technology and respond to the growing demands of the digitally-savvy consumer. Easier said than done, right? Maybe it is, or maybe it isn’t. Here’s the secret to make it as easy as possible:

I crushed it.

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#DOTHEWORK

I had absolutely no idea what I was getting into.

The saying goes, “preparation pays dividends.”

But with the guidance of Agency Nation’s videos, blogs, and podcasts – I was able to piece something together. I wrote the script, created the concept, filmed on my iPhone, edited for the first time on Adobe Premiere, found free copyright music, and posted to YouTube. I basically adopted Casey Neistat’s philosophy to do it and ask for forgiveness later.

To say that I haven’t had my dose of marketing buy-in challenges here would be a lie. But I’ll admit that 95% of the ideas I propose to our leadership team earn the green light. And it’s because I believe in the approach of treating every proposed idea as an audition – as I did early on with the interview. The ideas I’ve proposed and received approval on are a direct reflection of the time and effort invested up front to determine if the “idea” was in the best interest of the agency. Here’s a few examples of what that looks like: Recently, our agency moved to Hubspot, an inbound marketing platform designed to attract visitors and convert leads. It’s a significant investment for our agency. And while I knew that Hubspot was a great option for us, I needed to do the research to not only ensure it was the right decision, but to build my rationale so that I could articulate why. I spent 14 months building my case. • I spoke with a rep from Hubspot twice a month. Prior to each call I prepared a list of questions and kept a running document with my rep’s responses. • I researched and compared other inbound marketing platforms and kept a running list of the pros and cons. #HubspotForTheWin • I identified other independent agencies that were already using Hubspot and reached out to get their reviews / testimonials. • I analyzed our Google Analytics account and identified specific areas where Hubspot + content marketing could help sway that data to our favor. • I reviewed the marketing budget and shifted funds to support the upfront cost of Hubspot, while setting strategic campaign goals to earn ROI in Year 1. After 14 months of research, I organized the above information and proposed Hubspot as a viable option for our agency – and received the green light to move forward. …and let me just add that we’re two months in and our website traffic is on. Those that know me know that I’m an avid fan of Agency Nation. I consume every piece of content they create – and I do it for two reasons: One, to grow and develop my skills as a marketer in the insurance industry; and, two to steal and replicate the way they market to their audience. Yes, you read that right…STEAL. Because great marketers steal, as Ryan likes to say. So in 2017, as Agency Nation was encouraging their followers to pursue video as another medium to market their agencies, I jumped on board. All I had was an iPhone, with only 32GB of storage, but I decided to try anyway. And the only thing I had to edit on was a cheap personal laptop with a core i3 processor. But, before proposing the idea of video marketing to my team – I spent time off the clock creating my first video on Life Insurance. july 2018

At the time, I have to say that I was pretty proud of that video. Looking back… I’m not so proud. Other than what’s most important: it got my foot in the door to do more! After sharing the video with my leadership team, and securing the buy-in, I took it a step further. “Here’s $2,000 in co-op funds,” they said. I met with our marketing rep and shared my vision for video marketing. I followed that meeting up with an email proposing an eight-part video series focused on personal lines coverage. Each video would include the carrier’s logo in exchange for co-op funds to purchase video equipment. I sent the Life Insurance video as an example of what the videos could look like.SOLD! I had $2,000 in co-op funds that I used to purchase video gear. Since purchasing the gear in January of 2018, I’ve produced over 20 videos that pair with blog posts to drive SEO both through the posting on YouTube and on our website. My agency is supportive and essentially “bought-in” on video marketing for a number of reasons: • It enhances my understanding of the industry and the products we are selling by researching and developing content around those products, yet challenging myself to make it relatable to our target market. Like my Classic Car Insurance video, for example. • It increases our exposure and is engaging content to repurpose and post on our social media accounts to build relationship with our social audiences. • It drives traffic to our website through a strategic SEO plan that’s paired with the actual video post on YouTube. • It’s cool. If you’re struggling to get the marketing buy-in at your agency, invest more time in your strategy to determine if it’s worthy of a proposal, and if so, build your case. Perhaps this step-by-step guide that I apply to get marketing buy-in at my agency, will be helpful for you as you propose your next idea: 1. Identify the problem or need at your agency. 2. Research industry and global trends to determine how to solve that problem or need. 3. Organize a list of possible tools, tactics, and strategies needed to support your solution. 4. Talk with industry experts (agencies, carriers, insurtech professionals, insurance marketers, etc.) to see how they are would approach a similar problem/need. 5. Create a budget that outlines the cost and time investment. continued...

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6. Compile all your research and data and build your rationale that responds to two main things: • Why you identify the “problem/need” as a “problem/ need” in your agency. • Why this solution is the best possible solution for your agency. Here are a couple things to be aware of when proposing your idea: Don’t assume that a decision will be made after your first proposal. Your team will likely have questions that will require you to go back to the drawing board. Be open to that. Look ahead and anticipate what concerns your team may have regarding your proposed idea. Formulate responses to those concerns in advance and make sure each response is valid and accurate (backed with data). The investment of time before proposing your idea is key. It’s what will move the needle on your marketing buy-in status.And when the process is slow (sometimes unbearably slow) don’t get discouraged.

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The process of change is slow and steady. Gary Vaynerchuk will attest that patience is the answer here – accept it, embrace it, and keep pushing the needle forward. Treat every proposal as an audition. Prepare ahead of time, organize a proposal, go in with confidence and be open and respectful towards your team’s thoughts, ideas, and decisions. #LETSGOOOO Start today. What vision do you have for your agency? What projects do you believe can drive real results? Get to work on your research and build your rationale, because it will be the solution to your marketing buy-in challenge. And when you earn the green light, I want to hear about it! Follow me on twitter (@DaniKimble2) and let me know what you’re working on, where you’re at in the marketing buy-in process, and what challenges you’re facing – and let’s tackle those together. Dani Kimble is a contributor to Agency Nation and insurance marketer at the O’Neill Group on Ohio.

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e INSIGHT -

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

JU LY 20 18

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Big Da ta Ar tificplus ial Inte lligenc e Blocpklucs Techn hain ology END T O MAR equals KETIN G GAP

Agency Nation - for all your marketing ideas.

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Five Ways Merging Big Data, Artificial Intelligence, and Blockchain Technolo Finally Rectifying Egregious Marketing

Disruptive transparency- driven ‘democratized data’ methodologies ushering in a brave new world of direct marketing - one that’s more accurate, accessible and economical

One of the biggest challenges marketers face today is customer acquisition and retention. The key to both acquiring new customers and retaining current customers is possessing the critical data that can help you, one, communicate effectively with the highest qualified contact possible and, two, further identify the needs of your current customers to foster long-term loyalty. Unfortunately, the today’s data industry is both far too complicated and highly fragmented, offering a confusing glut of choices that are overwhelming marketers who are in desperate need of this mission-critical information. The existing data marketing ecosystem of data and direct marketing list owners, managers and brokers is wildly inefficient and often ineffective, costing businesses untold millions in unnecessary time and money, and untold more in opportunity loss. Even so, given the fundamental truth that data is the backbone of both digital advertising and marketing and traditional direct marketing, marketers have just struggled along with what the market has been able to provide, for better or for worse. Global advertising revenue for 2017 was $591 billion with $209 billion of it dedicated to digital advertising. A conundrum as effective data sources are becoming even rarer as the need for - and actual dependency upon - data becomes more essential. The escalating demand for big data sources that provide quality and complete data has skyrocketed in today’s digital age. 18

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Unfortunately, it’s the fundamental big data sources that have been the very crux of the problem for marketers. Today, an individual, entity or brand looking to acquire a specific data set will have to spend extensive time and resources locating sources that meet its target audience, negotiate costs, and establish privacy standards for the transferring of the data. This leads to a decrease in quality and data record duplication. These three challenges not only make it extremely cost prohibitive to identify and acquire the various parameters required to compile the exact dataset that is needed but, for small and medium sized businesses, it creates aan actual barrier to enter the data marketplace. As problematic, attempting to generate revenue today from existing datasets brings its own unique set of challenges. The first is the time and money it takes to create data cards and collateral for the data owner to monetize. At the same time, they need to identify the right organization or marketplace with the widest reach - one that represents the highest demand for their data. The second major challenge is integrity and accountability. Data owners do not trust outside organizations to properly store, manage and monetize their data. The last major concern surrounds the security of the storage environment. Data abuse and lack of transparency in the revenue share business model are underlying fears that will ultimately prevent a list owner from making his/her unique data set available for purchase. july 2018

al logy is ng Gap

es re By Adam Mittelberg

So with all of problems running rampant in the big data industry, what is needed to put this key facet on course? Below are five reasons why merging big data, artificial intelligence and blockchain technology will revolutionize data-driven marketing worldwide, across all industries:

1. Empowerment. A blockchain-based system empowers data source providers to monetize their data and better capitalize demand, allowing data source providers to access the large global marketplace. In the same way that eBay provides a marketplace for vendors of physical products, a blockchainbased digital marketplace can create growth potential for data source providers of all sizes, while also reducing barriers to entry into the industry.

2. Transparency. A blockchain approach provides data providers with full transparency, traceability and auditability, overcoming many of the hurdles data providers currently face in the existing marketplace.Anyone who has operated in the big data space knows that duplicate data, false data, and questionable sourcing are unfortunate industry truths. However, a blockchain-based approach provides complete transparency, allowing buyers to see where the data has been and where it came from prior to purchasing.

3. Confidence. A more transparent vetting and grading system for data will improve confidence building between the end user and data sources. Currently, most data purchases are practically blind transactions, whereby buyers won’t really know what kind of data they’re receiving until they actually buy it, because no vendor would ever reveal the data prior to money changing hands. Once you have the data, it’s then up to you to determine its quality but by then the money has been spent. Rather than this archaic process leaving much to be desired, having a 3rd party scoring system improves quality and increases trust in the marketplace, facilitating more transactions and leading to overall higher levels of confidence in the industry as a whole. Giving business and consumers quality and verified data that’s vetted and scored externally allows for the reduction, if not elimination, of false or outdated data - a significant problem currently plaguing the industry. 4. Simplification. By simplifying and aggregating world data transactions into a single point of sale, the result will be an “Amazon” like marketplace, where economies of scale and data aggregation will facilitate a smoother, cleaner and simply better checkout process; creating more data trade worldwide. Giving end users a simplified, easy-to-use and robust interface with a quick and secure payment system between the business or individual and data sources is a requisite means toward this end. 5. Artificial Intelligence.“Smart Indexing” Engines are now utilizing predictive analytics (a type of artificial intelligence using data analysis and machine learning) for “Confidence Scoring” to provide continual real-time accurate data.Based on immediate business conditions, this will allow for record sets that can be a single individual that matches all parameters or millions of records that match desired parameters. Ultimately, democratizing big data levels the data playing field by providing the most comprehensive marketing data solution to all businesses and individuals. It will provide a robust interface between the business or individual and the data sources. The backend systems will ensure full confidence in data quality for the end user as well as transactional finality for the data providers. Adam Mittelberg is Chief Marketing Officer of DataBlockChain.io, a Media Direct, Inc.-partner company at the forefront of democratizing big data and leveling the data playing field. He oversees the most comprehensive marketing data solution available to all businesses and individuals featuring a robust interface between users and data sources and transparent backend system ensuring data quality, confidence and transactional finality. He may be reached at www.datablockchain.io.

The fundamental truth is that data is the backbone of both digital advertising and marketing and traditional direct marketing. july 2018

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Simplicity

Innovation

Four Keys to Massi I was recently speaking with an extremely successful executive (he asked to remain anonymous) who is known for being able to walk into an organization, clear away all the clutter and b.s., and make them extremely successful. He boiled his process down to four keys which can also be applied to successful selling.

adding products and services, or augmenting them. You can also add hours of operation, be more responsive, or add features such as home delivery. You’re looking for anything that enhances and improves the client experience. Anything that better meets the needs, wants, and desires of the client.

Four Keys to Sales Success

Innovation also means not resting on your laurels and realizing that what has made you successful thus far, may not be what makes you successful in the future. This is challenging the old rule of “If it isn’t broken, don’t fix it”, by improving further on what already works. It’s refusing to say, “This is the way we’ve always done it” and “That’s good enough.” It’s asking questions like, “How can we bring something completely new to the industry?” “How can we turn the standard way of doing business on its ear?” “How can we reinvent the wheel and make it better?” Bottom line: what can you do to further standout and deliver more value?

Key #1: Simplicity The formula for success in sales really is simple. It comes down to talking to enough of the right people the right way. That means talking to plenty of qualified prospects and having the skills necessary to find a problem, solve the problem, and getting them to take action on the solution. Where people complicate the issue is when they start looking for the shortcuts, the simpler, easier way. There isn’t one. Hiding behind social media, e-mail, and reactive marketing will never take the place of in-person calls and phone calls. Set your annual, monthly, and weekly goals, and then calculate your daily activity (how many people you need to talk to). From there, practice and prepare for all sales situations and scenarios. Finally, get out there and make the contacts necessary. As a salesperson, producer, agent, or whatever you call yourself, your first job is to sell. Everything else is just a distraction. Simple.

Key #2: Innovation Innovation is all about value and standing out from the rest of the pack. How do you deliver more, how are you better, and how are you different in a good way? Just as important, how can you deliver more, how can you be better, and how can you be different in a good way? Where are you, your company, and your product truly unique and how can you further adapt, change, improve, and stand out (deliver more value)? Of course this begins with you. You are the one thing the competition does not have. If you are willing to outservice, out-work, and out-relationship the competition, you will stand out. How can you personally deliver more value? It can start with handwritten thank-you notes and gifts to let people know they are appreciated. It can include

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Key #3: Passion Successful people at the highest levels are the most passionate about what they are doing. For many, their work is not work, it’s love, they’d do it for free. Passion is all about the personal WHY. It is the deep-rooted reason you work crazy hours, persist through failure after failure, and keep getting up no matter how many times you get knocked down. Ideally that passion comes from helping clients, a strong belief that people want and need your product, and enthusiasm about the personal life that sales allows you to live. For most people, the personal why is the strongest. This usually includes either proving something to yourself and others, acquiring money and possessions that give you feelings of fulfillment and help you reach your highest life values such as freedom, helping and contributing to the important people in your life such as your kids, parents, and friends, or a combination of all three. In many older clients I’ve also seen a passion to get out and help new customers knowing that their years of experience put them in a unique position to “save” others. Still other people may have a passion for meeting new people and making new friends. Others have such a belief in their product they seem to have a save-the-world mentality.

july 2018

Passion

Execution

sive Sales Success Whatever your passion is, it is the fuel that will drive you and keep you going. If strong enough, it will get you up early, keep you up late, and give you tons of energy. In order to find it you have to ask yourself what’s important to you in life. What will you fight for or die for? What are your most important values? What do you care most about? Once you know what those deep, emotional drivers are, the next step is to tie those to going out and selling your product or service.

By John Chapin

John Chapin is a sales and motivational speaker and trainer with over 26 years of sales experience. He is the author of the 2010 sales book of the year: Sales Encyclopedia. He can be reached at johnchapin@completeselling.com.

Key #4: Execution This is all about taking action. Getting out there and doing what needs to be done. Nike. “Just do it.” Once you know what you want to do and why you’re doing it, put a quick plan together and take action on it. Don’t make it a big complicated plan, again, think simple. Then execute on the plan as soon as possible. Don’t worry about it being perfect either. Just take action and then course correct as you go. Generally speaking, the more action you take, the faster you’ll get to success.

For most people, the personal “why” is the strongest.

This usually includes either proving something to yourself and others, acquiring money and possessions that give you feelings of fulfillment and help you reach your highest life values such as freedom, helping and contributing to the important people in your life such as your kids, parents, and friends, or a combination of all three.

july 2018

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Statewide

Day of

Hosted by Illinois Y

WE MA DIFFER

421 PART 565 HOURS MORE THAN $14 22 AGENCIES 26 EVENTS/FU 20 CHA

INDIVIDUALS I

June

TOO MANY T

1 & 2. Aadvantage Insurance Group in Glen Carbon - Shredding Event & Collection Drive for Got Your Six Supp Lisle Township Food Pantry and DuPage County Back to School Fair 5. ENGS Insurance Agency in Itasca - Fo and Pet Photos for Shelter Friends 7 & 8. Frimark/Keller & Associates in Schaumburg - Packed Meals for Feed Children 10 & 11. Heneghan, White, Cuttings and Rice in Jerseyville - Rally for Children/collected hygeine item 13 & 14. The Horton Group in Orland Park - Prepped and Painted Community Integrated Living Arrangements H Bank 18 & 19. Lee/Oâ&#x20AC;&#x2122;Keefe Insurance Agency in Springfield - Charity Food Truck Day for Sojourn Shelter & Se 22 30

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july 2018 2017

f Gi ing

nois Young Agents

une 2, 2018

MADE A RENCE

RTICIPANTS

RS DONATED

14,965 RAISED

ES/COMPANIES

/FUNDRAISERS

HARITIES

S IMPACTED...

Y TO COUNT

Support Dogs and USO 3 & 4. Brown & Brown of IL in Lisle - Food Drive and Collected Children’s Items for - Four Mile Walk for St. Christopher’s Truckers Relief Fund 6. Blank’s Insurance Agency in Olney - Cookout Feed My Starving Children 9. IIA of IL sponsored a team of local agents to pack meals for Feed My Starving items for DCFS 12. Gaddis Insurance Agency in Shelbyville - Shed Event for local food pantry nts Home for Easter Seals 15 - 17. J.L. Hubbard Insurance & Bonds in Peoria - Volunteered at Midwest Food & Services 20-22. Leffelman & Associates in Sublette - Employees paid for activities for the work day july 2018 2017

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31 23

St. Jude

Charity Garage Sale E ent Held in conjunction with #IIADayofGiving

In conjunction with the #IIADayofGiving, the Association staff organized a 2nd annual community garage sale event to benefit St. Jude Childrenâ&#x20AC;&#x2122;s Research Hospital. Due to the generosity of the many vendors, volunteers and sponsors, this event was a huge success in raising both funds and awareness for this most deserving charity.

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july 2018

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ASSOCIATE NEWS

Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Standard Property & Casualty, a National General Company

Gold Level AAA Insurance Agent/Broker Review Company Arlington/Roe Blue Cross/Blue Shield of IL

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS Surplus Line Association of Illinois

The IMT Group West Bend Mutual Insurance Co.

Bronze Level A.J. Wayne & Associates AMERISAFE Aon Programs Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Chicagoland Carstar Columbia Insurance Group Donald Gaddis Company, Inc. Echelon Property & Casualty Insurance Co. Foremost Insurance Group Forreston Mutual Insurance Company Grange Insurance Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Interstate Risk Placement IPMG J. C. Restoration J M Wilson Kemper

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Keystone Insurers Group, Inc. Liberty Mutual Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Motorists Insurance Group Nationwide Rockford Mutual Insurance Co. ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company

july 2018

IIA OF ILLINOIS NEWS Education Classes july

18 19 25 25

CIC - Ruble Seminar Elk Grove Village CISR - Commercial Casualty 2 Edwardsville CISR - Agency Operations Rolling Meadows CISR - Risk Management Springfield

august

1 15 22 28 29 30

CISR - Personal Lines Orland Park CISR - Agency Operations Springfield CIC - Personal Lines Rolling Meadows CISR - Elements of Risk Management Rolling Meadows

New Members member agency Bassler & Co. Northbrook Cornerstone Wealth Management Effingham Flag Insurance Services, Inc. Frankfort Insurance World Agency, Inc. Downers Grove Insure Direct, Ltd. Mount Prospect N.M. Tripp Insurance Agency, Inc. Oswego, IL Sidebar Insurance Solutions Orland Park

Ethics Springfield CISR - Commercial Casualty 2 Bloomington

associate copper level Canyonlands Insurance Orland Park, IL RLI Peoria, 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.

Online Education www.iiaofil.org July & August Featured Online Classes Business Income - Coverage Analysis through Claims General Homeowners | Personal Auto | Errors & Omissions Who is an Insured? | General PAP | Farm Property Coverages Property Liability Concepts | Contractual Liability Workers Compensation | Insuring Toys & Collectibles Farm Vehicle and Equipment Coverages | And More!

july 2018

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October 2-4, 2018

Crowne Plaza, Springfield, IL

150+ Exhibitor Tradeshow, Real-World Education Training, 12 hours IL Continuing Education Licensing Credit Tuesday, Oct. 2nd Independent Agent Golf Outing to benefit St. Jude Childrenâ&#x20AC;&#x2122;s Research Hospital Afternoon Education Sessions E&O/Ethics Education Bundle includes E&O Mock Trial, Ethics credit, plus free E&O Webinar to take at a later date.

Welcome Reception Dutch Dine-Around hosted by IIA of IL staff Casino Night - Sponsored by Young Agents proceeds benefit Make-A-Wish

Wednesday, Oct. 3rd Education Sessions Keynote Speaker - Sam Richter Networking Luncheon Tradeshow 3-7pm with food/drinks Networking Event/Party and Dinner

Thursday, Oct. 4th Keynote Education Session and Hot Breakfast Partners Meeting/1752 Club Meeting

Awards New this Year IIA of IL Agency of the Year IIA of IL Agent of the Year Deadline for nominations August 1st

Register Today and Save $70: CONVO registration required to access room block at host hotel. Look for the hotel code in your CONVO registration confirmation email.

www.ilconvention.com

Staff Profile Kristi Osmond Education Assistant

Number of years at the IIA of IL: Two months What do you like most about your job? The welcoming, kind, and professional team of people that I am working with. Tell us about the first job you ever had: I was a hostess at a local restaurant. I developed a new appreciation for hard work and quickly realized that that the food industry was not for me. If you could have any career other than this what would it be? Interior Decorator What is your favorite: Pastime: Spending time with my family Food: Grilled chicken horseshoe Movie: When Harry Met Sally TV Show: This Is Us Band: Go-Gos Tell us about your family: My husband, Mike, and I will have been married for 25 years this October. He is a telephone engineer with AT&T and has been with them for 24 years this September. We have two daughters Jenni, 17, and Kati, 14. They will both be attending Pleasant Plains High School this fall. Name one thing on your bucket list: To visit Hawaii What is your biggest fear? That something would happen to my husband or daughters Of what are you most proud either personally or professionally? My family. Mike is a wonderful husband and father. Our girls are smart, funny, and kind. I am extremely blessed to have the three of them in my life. Name something people would be surprised to know about you. That I didn’t want to have children. When Mike and I were first married we didn’t plan on having children and now I can’t imagine a life without them.

july 2018

people in the news

Joliet-Will County Independent Agent’s Association Awards Scholarship

Liberty Mutual Names Waters Chief Underwriting Officer And SVP

Dominic Terrones was the recipient of the 2018 JolietWill County Independent Agent’s Association Scholarship. He has been named Valedictorian of the Lincoln-Way Central High School class of 2018. He will attend Stanford University, intending to major in Computer Science.

Liberty Mutual Insurance has appointed Matt Waters as chief underwriting officer and senior vice president, the company has announced. In the role, Waters will lead the areas of the company’s National Insurance Specialty unit that provide primary and excess products to large and midsize construction and energy companies through brokers.

The association’s Golf Outing will be held September 20, 2018 at the Heritage Bluffs Public Golf Course. Proceeds from the outing fund the local chapter’s annual scholarship.

“Matt will play a key role as we help brokers develop programs that better control the total cost of construction and energy risks by blending effective coverages, unsurpassed risk engineering and industry-leading claims,” said David Perez, executive vice president of National Insurance Specialty. “Closely aligning our construction and energy operations will benefit brokers because each of these verticals requires deep industry expertise, as well as the ability to easily draw upon the specialty insurance resources of Ironshore and other areas of Liberty Mutual. In addition, aligning these operations positions us as a single-source solution for energy and construction projects.”

amerisafe.com - 800.897.9719

Waters’ new role marks a return to the National Insurance Specialty unit after a stint as chief product and underwriting officer of the company’s group disability and life operation, which was recently sold. Prior to that, Waters served as chief underwriting officer for National Insurance Specialty – Energy.

SAFE ABOVE ALL

Strong and steady, constantly raising the bar. All great accomplishments have a certain level of hazard involved, but AMERISAFE has workers’ comp down to the detail. It’s a large part of why we retain 90% of our policyholders. The best protection is being proactive. *Policyholder retention rate based on voluntary business that we elected for renewal quote: 97.2% in 2016.

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july 2018

people in the news

In Memoriam Col. James Timothy Logan, US Army, Retired, age 88, of Chatham, passed away peacefully, Saturday, June 2, 2018 at Auburn Nursing and Rehab Center. He was born October 6, 1929, in Arcola to Timothy and Mabel Fulk Logan. Logan graduated from Tuscola High School in 1947 and attended Eastern Illinois University for 2 Â˝ years before going on active duty with the 44th Division Illinois Army National Guard. He served in Korea 1952-1953 as a Weapons Platoon Sgt with K company 279 Regiment 45th Infantry Division. Upon being discharged from active duty he reverted back to the IANG and was commissioned a 2nd Lieutenant. He served in the Guard for the next 20 years before going back on active duty during the Vietnam era serving stateside. Col. Logan retired from all military service in the late 1970â&#x20AC;&#x2122;s with 34.5 years of total service. Logan was also with the Wood Insurance Agency in Sullivan where he was the co-founder and charter President of the AMBUCS. He was active in the Sullivan United Methodist Church, Boy Scouts, Sullivan Country Club, Sullivan American Legion and Custodian of the Sullivan IANG Armory. He was the Director of Membership Services for the Independent Insurance Agents of IL until he retired. Logan is survived by his wife of 66 years, Marilyn, of Chatham; daughter, Linda (David) Griesemer of Plainfield, IL; sons, Larry A. (Janice-Kay) Logan of Chatham, and Steven J. (Denise) Logan of Phoenix, Oregon; 7 grandchildren and 13 great grandchildren. Memorial contributions may be made to the Chatham United Methodist Church or the Land of Lincoln Honor Flight, 57 Country Place, Springfield, Illinois, 62703. The Board and staff of the IIA of IL extend their heartfelt condolences to the family and friends of Jim Logan.

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

(800) 666-5692 | JMWILSON.COM july 2018

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Coverages You Need . . . from a Name You Can Trust! Protecting Your Clients’ Many Interests . . .

Berkshire Hathaway

GUARD

Insurance Companies

Nationwide operations • A+ A.M. Best Rating We have agency appointments available. Go to www.guard.com/apply! Workers’ Compensation • Businessowner’s Policy (Property and Liability) • Commercial Auto* • Commercial Umbrella/Excess • Professional Liability* • Homeowners and Personal Umbrella* • Disability* • and More (*Select States)

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july 2018

Rockford Mutual Insurance Company has won the prestigious ValChoice® award as A Best Value for car insurance in the states of Illinois and Wisconsin for the award year 2017/18. To win this award, Rockford Mutual provided their customers with a unique combination of excellent customer service, claims handling, and value in the car insurance products they sold over a three-year period. ValChoice awards recognize the best insurance companies, state-by-state. The company’s data analytics engine is the first to let consumers know which insurance companies offer the best claims handling, service, and value. ValChoice® is the only company to provide consumers, agents and advisors with information on which home and auto insurance companies offer the best value: price, protection (claims handling) and service.

Insurgent Consulting Provides a New Solution for InsurTech and Insurance Professionals Insurance industry veteran, Brian Norman, announced the launch of Insurgent Consulting and its headlining package, MGA-In-A-Box™. Insurgent offers proficiency in each area of the insurance industry that can be leveraged by insurers, agents, wholesalers, InsurTech businesses and venture capitalists. Combined insurance experience of over 80 years allows the Insurgent team to identify solutions, provide expertise and leverage industry partnerships to create a competitive advantage for clients while fostering the growth of insurance programs or bringing them to market. “Our strategic thinking coupled with a deep knowledge of this business gives Insurgent the ability to address specific needs and minimize onboarding to painlessly get your insurance project moving,” said Brian Norman, President and Founder of Insurgent. “The strong relationships we’ve built with providers and our dedication to delivering real solutions give you a decided advantage when you go to market.” Areas of focus in Insurgent’s consulting portfolio include (but are not limited to): • Sales & Marketing • Mergers & Acquisitions • Insurance Program Development & Implementation july 2018

• Financial Services • Technology • Risk Management • Auditing • Human Resources Insurgent works with clients to identify the missing components and uses its own industry connections to build a custom solution without the complication of navigating multiple relationships. Available services, wrapped in the MGA-In-A-Box™ package, offer rate and form filings, a rating platform, agency management system, marketing, call center, policy issuance, risk management, distribution, accounting, licensing, and more. Insurgent is currently accepting new clients. To learn more about Insurgent Consulting and MGA-In-A-Box™, visit the company’s website at insurgent-consulting.com or call 937478-3009.

Your customers. Our promise. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for nearly 60 years. Our expertise in underwriting, risk management and claims handling helps businesses thrive and face the future with confidence. Ask your insurance agent about FCCI, or visit www.fcci-group.com to find one. Rob Smith Sr. Business Development Specialist Midwest Region FCCI Insurance Group 317-571-3184

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industry news

Rockford Mutual Insurance Company Wins ValChoice Award for “A Best Value” in Illinois and Wisconsin

CLASSIFIEDS

for the insurance professional by the insurance professional

SHARED SPACE FOR RENT

99. 6,400 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

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

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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! 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 dbrowne@forestagency.com

july 2018

CURT • Knows a skid steer from a black angus • Solid Midwest work ethic • Two decades of insurance experience

An original farm boy

Meet Curt, one of our Farm-Ag experts. He and others on his team were farm kids themselves, so they’ve got firsthand, practical knowledge about a farmer’s insurance needs. It’s the bornand-raised kind of expertise we look for in a team. And they’re supported by our caring claims group so your clients can get back to the work at hand, just like they’ve done for generations.

SECURA Farm-Ag. It’s how you grow. secura.net/farm-ag

Commercial | Personal | Farm-Ag | Specialty

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/us. Follow us at bigdoghq.com.