e-Insight - June 2023 - NM

What’s Out There?

What Are We Missing?

Thriving in a Hard Market: How Technology Platforms Empower Independent Agents

Scale to Grow Your Business Technology Committee

Board of Directors

Executive Committee

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

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

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

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

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

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

Regional Directors

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

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

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

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

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

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tom.evans@assuredpartners.com

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

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

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

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

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

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

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

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

Committee Chairs

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

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

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

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

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

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

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

APPLIED

OMAHA NATIONAL UNDERWRITERS

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

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

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

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

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

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

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

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

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

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

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

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

Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

Remarketing

The topic of remarketing has been a daily discussion at our office, particularly in the personal lines department. All our carrier partners need to take rate on these products, there is no way around it. Reinsurance rates are skyrocketing, material costs and labor costs caught the market off guard, bad legislation in California and Florida and some crazy ass weather have all contributed to a very hard property market.

The question we have in our office is “Do we want to remarket?”

Every insurance commercial on television will tell your client yes, you want to go out there and “get some quotes,” and the truth is (as we all know) most likely the client is going to save if they shop, however is that the best thing for the clients? Is this the best thing for our industry?

Our carriers need take rate because they must fund reserves that have been depleted. If they do not get the premium from the client they already have, they need to sell to a new client, or charge their current base of clients even more to fund the reserve pool.

I think we need to start selling the increases.

1. It makes us a good carrier partner.

2. Why do we want to work harder to make less?

Honest relationships

Our clients are smart, explain the marketplace to them. Make them understand what is happening and that this is a market adjustment – heck, investment advisors get away with it all the time. Obviously, every situation is different, there are some very large increases out there that need to be taken care of by finding another market, however if a carrier is adjusting our clients premium by only 10% at renewal, lets make the carrier the hero by considering this a gift. Well maybe I am going a little too far, but hopefully you get the point.

Savings.

Is your client shopping for insurance?

By switching to a policy from West Bend – they can save everything.

Every memory. Every detail.

We promise we can help get everything back to how it was before. That’s an insurance partner you can trust.

The worst brings out our best.®

Farm Agents Council

a division of the Independent Insurance Agents of Illinois

Summer Meeting Wrap-Up

The Farm Agents Council (FAC) hosted its 93rd Annual Golf Outing and Meeting on June 15-16 in Bloomington, IL. We couldn’t have asked for a better event… beautiful weather, a good golf game, cold beverages, hot food, niche specialty tradeshow, networking, education, and most importantly, lots of great industry professionals coming to enjoy a couple of days together. That is what the Farm Agents Council is.

It was another successful event, with over 112 golfers putting up some fantastic scores and then over 150 people coming together for the tradeshow/social hour. The Friday morning education session with Bobby Shomo on Agency Perpetuation had everyone taking notes and asking many great questions to benefit their agencies.

During the event, the FAC recognized the recipient of the inaugural Will Cook Memorial Scholarship, which was established in honor of late FAC member and Frontier-Mt. Carroll Mutual Insurance Company employee, Will Cook. The scholarship will be awarded annually to one Illinois high school senior interested in pursuing an agricultural area of study including, but not limited to, farm labor, grower, farm/ranch management, biology, horticulture, farm science, agriculture sales, or insurance. The recipient will receive $1000 towards their first semester of college. After careful review of many great applications, Governing Board Chair, List Quest, on behalf of the FAC Board, presented the inaugural scholarship to Sam McMillan.

During the Golf Outing & Annual Meeting, the FAC raised over $1,200 for IIAPAC, IIA of IL’s State Political Action Fund. The 50/50 winner, Kyle Johnson with Johnson Insurance Agency, was kind enough to donate his winnings back to the FAC Will Cook Memorial Scholarship fund.

By Shannon Churchill

Overall, the event was a great success, and the FAC Board looks forward to welcoming everyone back to Bloomington, IL, on June 13-14, 2024. Mark your calendars now!

Congratulations to the following winners from the event:

Hole Contest Winners:

Devin Conkright

Lisa Rau

Jon Miller

Neil Schippert

First-Place Winners:

Adam Krultz

Ryan Miller

Derek Carroll

Clark Carroll

Second-Place Winners:

Mike Sebben

Dayton Kilgus

TJ Welte

Brian Egan

Thank you to our Sponsors of the 2023 Golf Outing & Annual Meeting

Harvesting Sponsors

Illinois Insurance Pre-Licensing Program

Cultivating Sponsors

Planting Sponsors

®

Save the Date

FAC Mid-Winter Meeting

February 1-2, 2024

Embassy Suites, East Peoria, IL

Stay Up-To-Date

Stay up to date with the Farm Agents Council on our website at www.ilfarmagents.com or through Facebook at www.facebook.com/FarmAgentsCouncil.

Not a member of the FAC, but would like to find out more? Reach out to us at farmagents@iiaofil.org.

Inaugural Will Cook Memorial Scholarship Recipient Named

Sam McMillan, a 2023 graduate of Iroquois West High School was very active as Captain the basketball and football teams, participating in a variety of organizations including the Spanish Club, National Honor Society, Lutheran Youth Organization, Mentor Program, Raider Rowdies, and the FFA. He has volunteered for the American Red Cross Blood Drive, Toys for Tots, Community Work Days, Meals on Wheels, and more. Sam will be attending Illinois State University this fall to study Insurance/Risk Management. He plans to graduate and return to his family’s insurance agency with the hopes of running it someday. Sam hopes to continue the legacy of involvement and plans to give back to the industry which has already given so much to his family. Congratulations Sam McMillan!

The McMillan Family (pictured left to right): Jack, Sam, Jeff, Lisa

Pekin Life Insurance Company Holds Annual Meeting

Pekin Life Insurance Company held its annual meeting on Tuesday, May 9, 2023.

The Company reported net loss of $4.7 million, for the year ending December 31, 2022. Premium income increased by 0.7 percent to $199 million. Life Insurance in force exceeded $21.1 billion at year-end 2022.

At the meeting, shareholders elected directors Anthony S. Burkhart, Vincennes, Illinois; Brian K. Lee, Pekin, Illinois; Sheri N. Roser, Enfield, Illinois, to three-year terms, to expire in May 2026.

Other directors whose terms continue are: Craig W. Concklin, Hinsdale, Illinois; Daniel V. Connell, Tremont, Illinois; Brian R. Dennison, Morton, Illinois; James W. Hefti, Peoria, Illinois; John S. Heller, East Peoria, Illinois; and Thomas C. Hornstein, Marco Island, Florida.

Pekin Insurance officers elected to Pekin Life Insurance Company included: Daniel V. Connell, Chairman of the Board, President & Chief Executive Officer; Craig W. Concklin, Vice Chairman of the Board; Jocelyn A. Duncan, Senior Vice President and Chief Operating Officer; Ryan J. Hanson, Senior Vice President & Chief Financial Officer; Joel M. Jackson, Senior Vice President; Tyler Petersen, Senior Vice President – General Counsel & Secretary; Gregory C. Bee, Vice President - Chief Risk Officer; Cynthia D. Blackburn, Vice President – Human Resources; Amy M. Darling, Vice President - Life Claims; Eric M. Shane, Vice President - Life Underwriting; Phillip L. Evans, Vice President – Administrative Services; David M. Coughlin, Vice President - Sales and Marketing; Amy L. Bingham, Vice President - Chief Information Officer; and Michele E. Ginther, Controller.

Pekin Life Insurance Company is an integral part of the Pekin Insurance® group of companies.

Pekin Life Insurance Company stock trades under the symbol “PKIN” and is listed on the OTC Pink Marketplace. A multi-line company, Pekin Life Insurance Company offers individual life which includes term life, whole life, universal life, as well as Medicare supplement, annuity, and pre-need coverages.

Other products offered by the Pekin Insurance group include personal automobile, homeowners, motorcycle, recreational vehicle, boatowners, personal umbrella, commercial automobile, businessowners, commercial property and liability, workers compensation, commercial umbrella and bonds.

Information about Pekin Life Insurance Company can be obtained by visiting www.pekininsurance.com.

Pekin Life Insurance Company’s Pathway® Division - 30th Anniversary Milestone

Pekin Life Insurance Company’s Pathway® division celebrated its 30th anniversary on June 1, 2023. Formed in 1993, Pekin Life Insurance Company’s Pathway® division is dedicated to helping clients and their families discover the benefits of pre-need funeral insurance through their network of over five hundred funeral home agents throughout the United States.

Over the past 30 years, Pekin Life Insurance Company’s Pathway division has established itself as a trusted partner to clients interested in pre-arranging and pre-paying for their funerals. They have delivered innovative product solutions, information, and exceptional service. The company’s success is a testament to its employees’ hard work and dedication, who have helped it evolve and adapt to the market’s ever-changing needs.

To mark the occasion, Pekin Life Insurance Company’s Pathway division is launching a series of initiatives and events to celebrate its 30th anniversary. These initiatives will include a special anniversary icon and a series of employee and client appreciation events.

Pekin Life Insurance Company’s Pathway division is an insurance industry leader in pre-arrangement coverage, licensed in twelve states and actively writing business in ten states, with their home office in Pekin, Illinois. For more information, visit www.pekininsurance.com/personal/life/ funeral-preplanning.

West Bend Mutual Insurance Company Leader in Top Workplaces

West Bend Mutual Insurance Company was announced as the first-place winner in the large company category for the Milwaukee Journal Sentinel’s Top Workplaces in Southeast Wisconsin. It is the twelfth consecutive year in which West Bend has placed in the top four among a prestigious list of 160 companies named to the 2023 Top Workplaces list.

Rankings are based entirely on employee feedback. Top Workplace companies are measured on company leadership, career opportunities, workplace flexibility, compensation, benefits, and the impact company policies have on innovation and morale. This announcement follows recent recognition as the sixth-place winner for Top Workplace in the USA. Also, West Bend’s Madison location received Dane County’s Top Workplace award for the third consecutive year.

At the same ceremony, Kevin Steiner, CEO of West Bend, was honored with a special Leadership Award as the result of the top workplace survey. Leadership award recipients were chosen based on scores from employee responses to a survey statement: “I have confidence in the leader of this company.” According to one statement, Steiner “leads the organization by example and places high value on relationships, excellence, integrity, and responsibility.”

“Our vision remains to be the company of choice for our associates, agency partners, and policyholders,” stated President Rob Jacques. “This award is evidence that we are succeeding at creating a positive and motivating environment.”

“The recognition we receive as a top workplace is significant,” says Kevin Steiner. “It helps us attract and retain talented individuals who want to be part of our company. Congratulations to our more than 1,500 associates who work daily to make West Bend a special place.”

Rockford Mutual Announces Employee Highlights

Rockford Mutual Insurance Company recently made several announcements.

Barb Ridley, Customer Service Specialist, celebrates 41 years with Rockford Mutual on June 28, 2023.

Nichole Dickerson was promoted to Assistant Manager –Commercial Lines Underwriting effective May 02, 2023. In her new role, Nichole is responsible for reinforcing the success of the Commercial Underwriting Department at Rockford Mutual.

Jamie Keltner, Commercial Underwriter, recently earned her Associate in Insurance (AINS) Designation from The Institutes.

Ethan Lane, Assistant Claims Manager, joined Rockford Mutual on May 15, 2023.

Zachary Dugger, Quality Assurance Analyst, joined Rockford Mutual on May 23, 2023.

Commercial & Personal Lines

Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive

Surplus Line Association of Illinois

Gold Level

Arlington/Roe

Blue Cross/Blue Shield of IL

Keystone Insurance Group, Inc.

Pekin Insurance

Silver Level

Imperial PFS

IMT Insurance

SECURA Insurance

West Bend Mutual Insurance Co.

Bronze Level

A. J. Wayne & Associates

AAA Insurance

AMERISAFE

AmTrust North America

Auto-Owners Insurance Co.

Badger Mutual Insurance Company

Berkley Management Protection

Berkshire Hathaway Guard Insurance Companies

BluSky Restoration Contractors

BriteCo Jewelry & Watch Insurance

Central Illinois Mutual Insurance Company

Chubb

Columbia Insurance Group

Continental Western Group

Cornerstone National Insurance Company

Cowbell Cyber

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Foremost Choice Property & Casualty

Forreston Mutual Insurance Company

Frankenmuth Insurance

Grinnell Mutual Reinsurance Company

IA Valuations

Illinois Mine Subsidence Ins. Fund

Illinois Public Risk Fund

Indiana Farmers Insurance

Insurance Program Managers Group

J M Wilson

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Main Street America Insurance

Maximum Independent Brokerage, LLC

Mercury Insurance Group

Method Workers Comp

Midwest Insurance Company

Nationwide

NHRMA Mutual Workers’ Compensation

Previsor Insurance & Missouri Employers Mutual

PuroClean Disaster Services

Rockford Mutual Insurance Company

ServiceMaster DSI

SERVPRO of Gurnee

Society Insurance

SPRISKA - Specialty Risk of America

Travelers

UFG Insurance

UIG - The Agent Agency

Utica National Insurance Group

W. A. Schickedanz Agency, Inc./Interstate Risk Placement

Western National Insurance

Westfield

Greg Steffen Receives 2023 Kenny Long Award

Greg Steffen, Agent and Owner of Compass Insurance is the recipient of the 2023 Kenny Long Award, presented by the Illinois Association of Fire Protection Districts (IAFPD). The Kenny Long Award was established in 1996 and was named after a leader, a strong visionary, and someone truly devoted to the mission of the IAFPD. The recipients of this prestigious award are carefully chosen by the IAFPD Board of Directors, recognizing individuals whose contributions have made a profound impact on the fire service industry as a whole, leaving a lasting legacy for years to come. The IAFPD recognized Greg as a “perfect fit for everything this award means.”

According to Joey Samuelson, another Agent and Owner at Compass Insurance, “Greg loves his Fire departments and has carved a niche for our agency over the past 20+ years. Being a First Responder and fighting fires himself, along with two of our other agents, Myron Munyon and David Fulton, we love our heroes.”

Compass Insurance has 11 Central Illinois locations and employs over 50 insurance professionals. Compass Insurance was the 2018 recipient of the IIA of IL Agency of the Year Award (10+ employees).

Congratulations, Greg!

Association Update

June Wrap-Up

Association Staff Present at High School’s Career Day

Association Staff Expand Their Knowledge

The IIA of IL training room served as the host site for the Illinois Society for Association Executives (ISAE) Annual Meeting on June 12th. The meeting offered the opportunity to network with other association executives and featured leadership speaker Steve Thomas who presented, “Culture is as Leadership Does!”

Association staff members Shannon Churchill (Director of Information & Technology), Jennifer Jacobs (HR Director), and Lori Mahorney (Central & Southern IL Marketing Rep) attended this event. Staff members continually expand their knowledge in order to better serve our membership!

Shannon Churchill, Director of Information and Technology, and Jennifer Jacobs, HR Director, presented to 8th grade students at Riverton Middle School’s Career Day. They shared the association’s careers in insurance video and a powerpoint developed using InVest program materials. These materials are available to association members to use at any opportunity you might have to spread the word about careers in the industry. Check out the video at www.chooseindependent.com/chooseinsurance and access InVest materials at www.independentagent.com/invest.

July 18 & 20 Virtual Event

This is a full two day course split between Tuesday, July 18 and Thursday, July 20. CE Available in other States, contact IIA of IL for details

16 hours of IL CE credit

The July Ruble features instructors Keith Wilts and Richard Pitts. Keith will head up day one with topics covering business income coverage and claims and the debate on additional insured versus named insured. After taking a day off, you will head back refreshed on day two with Rick Pitts.. Rick will discuss employment practices liability insurance and employment liability. It is not to be missed!

www.iiaofil.org/education

New Members member agency

Haywood and Fleming Associates

Gary, IN

K. Marsh Insurance Vandalia, IL

MKINS LLC dba Mudron Kane Insurance Joliet, IL

Noah P. Sullivan Oak Park, IL

S. Craig Reincke Springfield, IL

The Insurance Gal, LLC Rockford, IL

copper associate member

ClientCircle Des Moines, IA

Enterprise Rent-A-Car Lombard, IL

STONEMARK, INC. “Premium Finance Group” Frisco, TX

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

for the insurance professional by the insurance professional

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

INDEPENDENT INSURANCE AGENCIES WANTED

17. We are an Independent family-owned agency located in the Chicago area. We are looking to expand through growth and acquisition. If you have a small to medium sized agency and are looking to sell, call or send us a message. We are strictly looking for Personal Lines and Small Commercial accounts with preferred companies.

GALO Insurance Agency, Inc

(847) 832-0888

steve@galoagency.com

AGENCY WANTED

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

Visit www.ciagonline.com for contact information.

AGENCY/AGENTS/PRODUCERS WANTED

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

Dan Browne will provide an agency evaluation/appraisal at little cost to you. Please call:

Dan Browne or Cathy Hall

Forest Insurance

(708) 383-9000

www.forestinsured.com/mergers-acquisitions

We

CareerPlug will provide IIA of IL members access to a free account that can be used to post jobs, manage applicants, and improve the organizations’ employment brand. Association members can also access a “Pro” version of CareerPlug for a special rate to take hiring to the next level. Learn

Make Hiring Easier + CareerPlug’s hiring software helps agents attract more qualified candidates, identify the right candidates with confidence, and improve hiring results.