June e-Insight 2019 - Member by Big I Illinois

JUNE 2019

INSIGHT Are you an

INTROVERT? QUIET INFLUENCE

An Introvertâ&#x20AC;&#x2122;s Guide to Making a Difference

How Introverts Can Learn to

LOVE NETWORKING

You’re in the business of protecting others. So, who’s watching out for you? We are. At Arlington/Roe, we put the needs of our customers first. What does that look like? Well, it looks like experience you can trust, integrity you can count on, promises we stand behind and an independent and family-owned industry partner who understands your specific needs. Located in nine states and licensed in all 50, we’ve got your back. Get to know the people of Arlington/Roe. We’ve been doing the right thing since 1964.

Let us help you find the right solutions. Managing General Agents | Wholesale Insurance Brokers

800.878.9891 | ArlingtonRoe.com

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS June 2019

8 11 16 20 24 30

IIA of IL Goes to Washington D.C. By Evan Manning

Recreational Marijuana and Impaired Driving By James Lynch and Lucian McMahon

How to Get Testimonials That Boost Your Credibility By John Graham

How Many Hours Per Week = Sales Success By John Chapin

Quiet Influence: The Introvert’s Guide to Making a Difference By Jennifer K. Kahnweiler, Ph.D., CSP

How Introverts Can Learn to Love Networking By Holly Raider

30 In This Issue

7 23 33 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

Trusted Choice

e-Insight Young Agents

34 35 38 39 40 42

Associate News IIA of IL News People in the News Staff Profile Industry 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

Chairman of the Board | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com President | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

ACUITY

APPLIED UNDERWRITERS

ARLINGTON/ROE

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

BERKSHIRE HATHAWAY GUARD INS. GROUP

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

FCCI INSURANCE GROUP

Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com

GRINNELL MUTUAL

IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

IMT INSURANCE

IPMG

Regional Directors

KEYSTONE INSURANCE GROUP, INC.

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

LEGAL SERVICES HOTLINE

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

OPENLY

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

RLI PERSONAL UMBRELLA

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

WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT

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

WAHVE

Region 6 | Teresa Fleming (815) 849-5219 | tess@leffelmanassoc.com

WEST BEND MUTUAL

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

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

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Agency Nation and TrustedChoice.com

By Marc Burdell

As we reflect on a successful Elevate Conference, we are gratified that so many old and new friends chose to take time out of their busy schedule to spend a few days with us in New Orleans. It was an information-filled event for all. From general sessions featuring nationally known speakers to the breakout sessions led by agents providing creative and unique marketing insights, good tips and tricks were flowing. In addition, the trade show was filled with information sharing, and people learning about new solutions to the insurance puzzle. Trusted Choice was the lead sponsor of Elevate, which makes sense because both Agency Nation and Trusted Choice focus on helping insurance agents remain competitive as the insurance environment evolves. As natural as that relationship is, how the organizations work together can still be confusing. Different Approaches, Same Goals Both Trusted Choice and Agency Nation help independent insurance agencies attract and write new business with innovative marketing. The ways they do this however are different. The short hand we use to describe the difference is Do-ItYourself vs. Done-For-You marketing. As evidenced by Elevate, Agency Nation helps agencies learn how to effectively market themselves and their producers. Whether that is via social media, or using video to spice up marketing and sales proposals, the experts at Agency Nation help an agency’s staff get the job done right.

june 2019

They do this by informing agents via written and video blog posts, and short focused educational ‘sprints’ that impart timely marketing techniques. Any agency that is serious about marketing should have one or more employees who participate both in the educational offerings and in the Agency Nation community. The value of conversation between peers across the country is unparalleled. On the other hand, participation in TrustedChoice.com allows your agency to leverage the efforts of trained marketing professionals while you focus on running the agency. Although every member of the Big I has a basic listing on the Trusted Choice website, paid listings provide your agency with the ability to differentiate your agency from others in your area. With an Advantage subscription, your listing is prominently featured on the site, but only when you want to market to that specific prospect. You also market to a larger area, and can have your customers provide ratings and reviews for your agency and personnel. With all of these benefits, shouldn’t you consider an Advantage subscription today? Please call us at 855-3720075 to discuss your options. Marc Burdell is Vice President, State Partnerships for TrustedChoice.com/Agency Nation. He can be reached at marc.burdell@trustedchoice.com. ** The third and final installment of The Trusted Choice Brand Series will appear in the July issue of Insight.

insight

INSIGHT | government

IIA of IL Goes to Washington D.C. By Evan Manning On Wednesday, May 8, independent agents and brokers throughout the state as well as staff from the association made the trip to Washington D.C. for our federal legislative conference and to meet with congressmen and women on Capitol Hill. The purpose of the trip was to further our mission of developing relationships and educating members of Congress on key issues at the federal level. Flood insurance, crop insurance, terrorism insurance, health care, regulatory reform, taxes, and cybersecurity were the main issues addressed to our legislators. IIA of IL members met with representatives from both U.S. Senators Tammy Duckworth’s and Dick Durbin’s offices. Additionally, various attendees met with Congressman Mike Bost, Congressman Darin LaHood, Congresswoman Jan Schakowsky, Congressman Brad Schneider, Congresswoman Robin Kelly, Congressman Daniel Lipinski, Congressman Rodney Davis, Congresswoman Cheri Bustos, Congressman Chuey Garcia, Congressman Sean Casten, Congressman John Shimkus, and Congressman Bobby Rush.

Our Message to Congress

The focus of our individual meetings with each Illinois member of Congress was to attempt to highlight all our key issues, while directing the conversation on a few issues that each member of Congress is instrumental or passionate about. Crop insurance was the focus of the meeting with Congresswoman Cheri Bustos. Bustos is co-chair of the newly formed Crop Insurance Caucus. Association representatives Greg and Luke Sandrock met with the congresswoman to thank her for her role in the passage of the 2018 Farm Bill that supports the Federal Crop Insurance Program (FCIP). Crop insurance is essential for the security of America’s economy and food supply and is the only safety net available to all types and sizes of farmers in every region. The FCIP is an example of a successful publicprivate partnership and independent agents play a critical role in the sale and servicing of crop insurance. The IIA of IL and our national association, Independent Insurance Agents and Brokers of America (Big “I”), support a long-term reauthorization of a modernized National Flood Insurance Program (NFIP) that would increase take-up rates, both in the NFIP and the private market, and calls on Congress to extend the NFIP before it expires on May 31, 2019. It is critical that the program not expire as flooding continues in the Midwest and hurricane season begins. Specifically, we support allowing private flood insurance to satisfy NFIP continuous coverage requirements, which ensures that if consumers leave the NFIP for the private market and later must return, they can do so without penalty. Additionally, health care was a prominent focus of meetings with members of Congress. It is imperative that Congress protects the employer-sponsored health care system for the more than 180 million Americans who depend on it. As a result, the IIA of IL and the Big “I” supports full repeal of the “Cadillac tax,” which is scheduled to take effect in 2022 and places a damaging 40% tax on employer-provided health plans that exceed a fixed annual cost. We urged the support of Congress to support H.R. 748 by Representatives Joe Courtney (D-CT) and Mike Kelly (R-PA) and S. 684 by Senators Mike Rounds (R-SD) and Martin Heinrich (D-NM) to repeal the “Cadillac tax.” We oppose any efforts to enact a single payer or Medicare for All system which would have a devastating impact on the employer-sponsored market. As all of you know, insurance is regulated at the state level. We remain dedicated to a modernized state-based system of insurance regulation. IIA of IL and the Big “I” support

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june 2019

government | INSIGHT

significantly restricting or eliminating the Federal Insurance Office (FIO), as it has proven to have questionable value for insurance markets and consumers. H.R. 1862 by Rep. Alex Mooney (R-WV) has been introduced to eliminate the FIO. We also strongly oppose broad preemption of state consumer protection laws and expanding the types of coverages that Risk Retention Groups can offer. In the wake of numerous data breaches, cybersecurity is becoming increasingly impactful to our members and their clients. If a nationwide uniform data breach and/or data security standard is created, it is vital it does not result in conflicting or varying standards for insurance businesses at the state and federal level or on a state-by-state basis. As an alternative to including the insurance industry in a federal bill, we informed members that several states have adopted the NAIC Data Security Act and that we expect the Illinois Department of Insurance to introduce it in the General Assembly next year. The NAIC Act is specifically tailored to the insurance industry and would result in more consistent implementation and compliance. As part of tax reform, the Big “I” secured a significant victory for its members when the Treasury Department issued regulations earlier this year that ensured that insurance agents and brokers could take advantage of the 20% deduction on qualified business income. The tax break allows owners of “pass through” entities, including sole proprietorships, S-corporations, and partnerships, to deduct up to 20% of their qualified business income. The 20% deduction is currently scheduled to expire at the end of 2025. As a result, the Big “I” supports H.R. 216 by Reps. Jason Smith (R-MO) and Henry Cuellar (D-TX) and S. 1149 by Sen. Steve Daines (R-MT) which would make the small business deduction permanent.

The Terrorism Risk Insurance Program (TRIP) was first established in 2002 as a result of the 9/11 attacks to assist the insurance market in covering losses resulting from acts of terrorism. It has since been reauthorized in 2005, 2007, and in 2015 after a brief lapse. The most recent reauthorization in 2015 extended the reinsurance backstop for six years through December 31, 2020. The Big “I” supports the program and urges Congress to reauthorize TRIP on a long-term basis before it expires. IIA of IL will continue to be the voice of independent insurance agents and brokers throughout the state. We have been successful in our efforts to influence numerous bills with the potential to negatively impact insurance agents and brokers and small business owners. Please consider contributing to the state or federal policital action committees, IIAPAC and InsurPAC, to help advance good policy and foster a climate that provides a better product to consumers while protecting those who sell insurance in this state. To donate, go to www.iiaofil.org/ Government/Political-Action-Committees. Additionally, IIA of IL will feature a Silent Auction at this year’s CONVO on October 1-3, 2019 at the Crowne Plaza in Springfield, IL. Any contribution will make a significant difference in our efforts to help shape a supportive state leadership and legislature as well as add another layer of fun-filled events at this year’s CONVO. IIAPAC contributions can be made from corporate or personal checking accounts and are tax deductible. For more information about the silent auction, go to www.ilconvention.com.

1. (l-r) Illinois agents Todd Henricks, Erica Harris-Tuttle, Todd Harris, Melissa York, Congressman John Shimkus, Cindy Jackman, Jon Jackman, Joe Heneghan 2. (l-r) IIA of IL CEO Phil Lackman, Illinois agents Luke Praxmarer, Tom Kavahagh, Congressman Brad Schneider, IIA of IL President Patrick Muldowney, Ken Samson, IIA of IL Government Relations Manager Evan Manning 3. (l-r) Evan Manning, Todd Henricks, Phil Lackman, Dustin Peterson, Congressman Rodney Davis, IIA of IL Chairman of the Board Ryan Hite, IIA of IL Director of Human Resources Jennifer Jacobs, Joe Heneghan june 2019

3 insight

f IL o A I I mber Me nefit Be

Legal Services Hotline Get answers to your legal questions - For FREE

WHAT IS THE IIA OF IL LEGAL SERVICES HOTLINE? The IIA of IL routinely receives member inquiries seeking advice that requires the assistance of legal counsel. In many instances, the questions can be quickly answered by experienced attorney. We believe that extending legal services on a limited basis and at no cost to our member agencies is a valuable addition to the extensive services we currently offer. Therefore, the IIA of IL has retained the services of HeplerBroom, LLC to assist our members with legal questions.

WHO CAN USE THIS? The Legal Services Hotline is available to all current IIA of IL member agencies at no charge at the rate of 30 minutes per year. (Based on Association membership which runs Oct. 1 - Sept. 30) The Legal Services Hotline is restricted exclusively to insurance or agency operations questions. The service is not available for personal legal questions. Some of the topics on which members could make use of this service are:

Insurance Law and Regulations; Employment Practices, Labor and Discrimination Contracts Negligence Errors and Omissions Business Law, Planning and Accounting

Recreational Marijuana and Impaired Driving Marijuana legalization is spreading. What does this mean for traffic safety?

By James Lynch & Lucian McMahon Editors Note: The Illinois Senate has been considering legislation that will legalize the recreational use of marijuana. While the topic has been debated for months, SB 7, sponsored by Heather Steans (D-Chicago), language has finally been introduced and awaits a vote before being sent to the House of Representatives. SB 7 is on Third Reading in the Senate and is expected to be voted on at any moment. The following is an exerpt from a timely whitepaper containing useful information regarding recreational marijuana and the effects it may have on driving.

scope and magnitude of the marijuana-impaired driving problem in this country cannot be clearly specified at this time.” However, the report did note that “there are a number of indicators that suggest that a problem exists.” For example, based on the available evidence, it seems clear that “stoned driving” is dangerous.

The “green gold rush” shows no signs of slowing. As of March 2019, more than 30 states, the District of Columbia, Guam and Puerto Rico have programs that allow qualifying patients to access medical marijuana products. Another 13 states permit non-intoxicating medical marijuana products. Ten states and D.C. permit recreational marijuana, where any adult over the age of 21 can possess and use the drug. Recreational marijuana sales are booming.

Key Takeaways

Many people are rightly concerned about road safety in an age of legal recreational marijuana. Alcohol-impaired driving claimed nearly 11,000 lives in the U.S. in 2017 alone. Will increasing acceptance and use of marijuana lead to a similar trend? In a 2017 report to Congress, the U.S. National Highway Traffic Safety Administration (NHTSA) concluded that “the

This report examines the current state of knowledge related to marijuana impairment: its effects on driving abilities, how traffic safety might be impacted, and how states are grappling with the issue of “stoned driving.”

Marijuana affects users differently, but it generally impairs cognitive and motor skills. The intensity and duration of marijuana impairment depends on several factors. But most research agrees that marijuana use to some degree results in impairment in the following: coordination, memory, associative learning, attention, cognitive flexibility and reaction time. Marijuana impairment increases the risk of culpability for a car crash. And mixing marijuana and alcohol heightens risks. The more impaired the user, the more likely they are to be culpable for a traffic accident. The risks rise dramatically if the user has also consumed alcohol. Mixing both substances increases impairment greater than the net continued... effects of each individual substance.

There is currently no breathalyzer-equivalent for marijuana impairment.

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Marijuana use could increase after recreational marijuana legalization - and the number of THC-positive drivers could increase as well. When a state legalizes marijuana, more people use the drug. More people using marijuana could mean more people driving with THC in their systems. Legalization is associated with an increase in collision claim frequency. Early evidence suggests that states with legal recreational marijuana experience higher collision claim frequency than comparable non-marijuana control states. Fatal crashes involving drivers who tested positive for THC have increased - but it remains unclear how legalization impacts fatal crash rates. While THC-positivity rates in fatal crashes has increased, there is conflicting evidence about whether legalization increases fatal crash rates.

induce intoxication.

Determining Impairment: “THC Persistence” A key issue raised in many studies examining the effects of marijuana-impaired driving and the impact on traffic safety is “THC persistence.” Unlike alcohol, THC levels in a user’s body may not be an accurate indication of impairment. Compared with marijuana, determining alcohol impairment is relatively straightforward. The human body processes alcohol at a rate that allows blood alcohol concentration (BAC) to closely correlate with intoxication, making it an effective and accurate benchmark for measuring impairment. THC presence does not necessarily indicate impairment. The human body processes THC differently than alcohol. As the American Automobile Association (AAA) noted in a

Product potency is linked to THC levels. Potency varies considerably across marijuana products and can influence the degree of impairment. The Complicated Story of Marijuana Impairment The THC in marijuana plants causes intoxication in a user. Common experiences while intoxicated include feelings of euphoria and relaxation; some users may also experience heightened sensory perceptions and altered perceptions of time. Marijuana can affect users differently, depending on a variety of factors. Several factors influence intoxication onset, intensity and duration, including the method of consumption, type of marijuana product consumed, product potency and user characteristics. Marijuana cannot cause overdose death, but it can potentially cause temporary psychosis. There are no documented instances of an adult dying from an overdose of marijuana alone. However, in rare instances a user may experience a psychotic reaction to the drug or high levels of anxiety - in some cases, these side effects could lead a user to seek medical treatment. Such negative effects are often experienced after consuming edible marijuana products, which are often more potent and take longer to 12

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major 2016 study, THC and THC metabolites can remain in a user’s blood or urine for weeks after they consume marijuana, depending on various factors. Furthermore, THC levels often spike immediately after consumption, but decline to low levels very quickly - long before impairment ends. It is therefore not currently possible to accurately determine when a user consumed marijuana based on the THC levels in their body. Additionally, the length and intensity of intoxication depends not only on the strength of the marijuana product, but also on how the drug is consumed. Inhaling marijuana typically causes onset of intoxication within five minutes, with symptoms of intoxication lasting a couple of hours. On the other hand, ingesting marijuana can delay onset of intoxication between one to four hours, and intoxication can last much longer. These and other reasons led the AAA to conclude that “simply detecting any THC does not therefore indicate impairment.” A U.S. National Highway Traffic Safety Administration report came to similar conclusions, noting that most studies june 2019

have found that levels of THC do not closely correlate to the degree of impairment. Peak impairment can occur when THC levels have already begun to decline, and userreported impairment can continue long after THC levels have dropped to low levels. Furthermore, chronic users may have low THC levels even without having recently consumed any marijuana.

THC detection in a user post-collision does not necessarily mean that marijuana impairment contributed to a traffic accident. Marijuana-Impaired Driving and Crash Risks

It seems clear that some level of marijuana intoxication causes impaired driving. Marijuana impairment could increase the risk of being culpable for a crash. Evidence suggests that acute impairment could increase the risk of crash culpability though the magnitude of the increased risk is still a matter of further research and can vary widely depending on the study. For example, one review found that the increase in crash risk culpability could be 36 percent or 22 percent, depending on the model used. Another review found that someone driving under the influence of marijuana is 1.65 times more likely to be responsible for a fatal accident. But the extent to which marijuana use increases crash risks overall remains unclear. One review found evidence that 20 to 30 percent of crashes involving marijuana occurred because of the marijuana use. (This compares to roughly 85 percent of crashes involving alcohol that occurred because of alcohol use.) The review estimated that the crash risk increased 22 percent while under the influence of marijuana, which the review described as a low-to-medium risk increase. The U.S. National Highway Traffic Safety Administration (NHTSA) published similar results, finding that the unadjusted odds ratio for marijuana crash risks was 1.25. However, after adjusting for gender, age, race/ethnicity, and alcohol use, NHTSA found “no significant contribution to crash risks from any drug,” including marijuana. The agency did note that this appears to contradict other studies, some of which found significant increases in crash risk. One possible reason for NHTSA’s finding of no increased crash risks from marijuana use could be due to the difficulty of testing for marijuana impairment.

Recreational Marijuana Legalization and Impaired Driving There is evidence that legalizing medical marijuana is associated with more marijuana use in a state. However, an Insurance Institute for Highway Safety (IIHS) study on marijuana use and crash rates notes that legalized medical marijuana may have different traffic safety impacts than recreational marijuana. The study noted in part that there is some evidence that medical marijuana is substituted for alcohol or opioids, which may compensate for any increase in medical marijuana use – and while marijuana use might be implicated in more traffic fatalities because of potential substitution, the overall rates of traffic fatalities could decrease. A 2013 study found evidence suggesting that medical marijuana legalization is associated with a decrease in traffic fatalities. A later study came to a similar conclusion.

Crash Rates After Recreational Legalization Early evidence suggests that recreational marijuana legalization is associated with an increase in traffic accidents. Collision claim frequency has increased. In 2017, the Highway Loss Data Institute (HLDI) found evidence that increased collision claim frequencies in Colorado, Oregon and Washington correlated with the enactment of recreational marijuana legalization. Each state was analyzed relative to nearby states without legal recreational marijuana. HLDI found that claim frequencies in Colorado were 13.9 percent higher, in Oregon 4.5 percent higher and in Washington 6.2 percent higher than in control states. A combined analysis found that recreational marijuana was associated with an overall 2.7 percent increase in collision claim frequency.

The relative recency of recreational marijuana legalization in some states makes it difficult to determine its overall real-world impact on traffic safety. continued...

NHTSA emphasized that these findings do not imply that impaired driving is risk-free (as indeed other studies that found low-to-medium risk increases also emphasized). Rather, more research needs to be conducted before “definite conclusions about drug use and crash risk can be reached.” june 2019

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Independence can’t happen alone Independence means freedom, but it also means responsibility. It is about staying true to the commitments you’ve made - to your clients, your colleagues, and your community. Keystone connects you to a community of like-minded independent agencies. Our mission remains unchanged: to provide access to the expertise, resources, and relationships that sustain independent insurance agencies over the long haul. Keystone. Independence works better together.

Contact Matthew Fink for more information: 570.473.4346 mfink@keystoneinsgrp.com keystoneinsgrp.com

In April 2018 HLDI updated its findings with another year of collision claims data. HDLI found that claims frequencies in Colorado were 12.5 percent higher, in Oregon one percent (not significant), and in Washington 9.7 percent higher than in control states. Combined analysis found that recreational marijuana was associated with a 6 percent increase in collision claim frequency (see below).

Commercial auto: The standard commercial auto policy also does not address driving under the inﬂuence of drugs. However, the U.S. Federal Motor Carrier Safety Administration (FMCSA) governs the drug and alcohol testing rules and regulations for employees driving vehicles that require a commercial drivers license. The FMCSA requires employers to test a prospective employee for drugs, including marijuana, before permitting the individual to operate a commercial motor vehicle. The FMSCA may also require post-accident drug testing in the event of certain vehicle accidents, including those that result in a human fatality. Random testing throughout the year is also required for commercial operators. Any commercial motor vehicle operator who is under the reasonable suspicion of being under the inﬂuence of drugs can be tested immediately. An operator who fails a drug test is prohibited from operating a commercial motor vehicle. The FMSCA prescribes a “return-to-duty” process for such an operator. Of note, the U.S. Department of Transportation has stated that: “It remains unacceptable for any safety-sensitive employee subject to drug testing under the Department of Transportation’s drug testing regulations to use marijuana.”

Conclusion

Recreational marijuana was associated with a 6 percent increase in collision claim frequency. Police-reported crashes increased following legalization. The IIHS conducted another study in 2018, examining police-reported crash rates in states with legal recreational marijuana. The study’s findings were generally consistent with the collision claims rate increases in those states: police-reported crash rates increased an average of 5.2 percent in Colorado, Oregon and Washington when compared to control states.

Impacts on Insurance Personal auto: The standard personal auto policy does not address driving under the influence of any drug, including alcohol and marijuana. However, auto insurance rates may be affected by the spread of marijuana legalization, particularly if such legalization is associated with an increase in impaired driving and related accidents. An individual’s auto insurance rates may rise if they are convicted of driving under the influence of marijuana. Risky driving behavior may also influence rates.

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Marijuana is an intoxicant. As an intoxicant, it can impair driving abilities. But marijuana-impaired driving is an evolving issue with many questions and few concrete answers. Do the rates of marijuana-impaired driving increase following recreational legalization? What does marijuana-impaired driving mean for crash risks and traffic fatalities? How can states best address marijuana-impaired driving? There is active research, discussion and debate being conducted to answer these and other questions. As more states legalize recreational marijuana, forthcoming answers will become ever more critical to help best guide public policy and traffic safety initiatives. This full report, including source information, can be view at www.iii.org/sites/default/files/docs/pdf/ marijuanaanddui-wp-031119.pdf. James Lynch, FCAS MAAA, is Chief Actuary and Vice President of Research and Education for Insurance Information Institute and can be reached at jamesl@iii.org. Lucian McMahon, CPCU, ARM-E, AU-M, is Senior Research Specialist for Insurance Information Institute and can be reached at lucianm@iii.org.

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How to Get

Testimonials That

Boost Your Credibility

By John Graham

The unspoken question in every customer’s mind “I want to believe you, but I’m not sure I trust you” is the unspoken question customers ask salespeople. The devil in every sale is customer doubt. Specifically, a salesperson’s lack of credibility. Slow down. Forget about “updating” your “professional profile.” Why? To put is graciously, too many are being “massaged” by salespeople who think they need to “enhance” themselves. But, customers aren’t fooled; bad experiences make them suspicious and they back off from saying “yes.” The tool that helps bridge the “credibility gulf” is the customer testimonial. But wait a minute; don’t roll your eyes and stop reading just because testimonials haven’t worked for you. Here’s why: all testimonials aren’t equal; most are lacking credibility. The Internet is swimming in phony testimonials that are signed “A longtime customer,” “Ben C.,” “Does a great job,” or “We love that company.” They are exactly what they appear to be: nothing more than thinly veiled fakery. Even though some testimonials may be genuine, they’re dull, boring and lack impact. In other words, they’re ineffective. Let’s face it, most of those who are asked to provide a testimonial don’t know what to say or how to say it. So, unintentionally, they botch the job! For testimonials to do the job of enhancing someone’s integrity, they must tell a compelling story (not make a sales pitch) in a few carefully crafted words. They must be little jewels. And this takes skill.

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Here’s how to go about obtaining testimonials that are believable and enhance credibility: Step #1. Selecting Testimonial Candidates Forget about your sister-in-law or your best friend. Be selective about who you ask for testimonials. Choose situations where you’ve made a difference or saved the day. These are testimonials that resonate with prospects. For example, it was during a review of a prospect’s business insurance program that a broker discovered several gaps in coverage that could do serious financial damage to the company should a loss occur. When the agent was awarded the account, he asked the owner for a testimonial. Needless to say, the new client readily agreed. Powerful testimonials often come from using a PSR or Problem-Solution-Results format. Present the problem, followed by your solution, and then drive the message home with the accrued results. Whether it’s a testimonial or a case history, identify people with their full name, business, and location. Otherwise, it isn’t credible. Here’s the key: The right moment to ask for a testimonial is not when you want it, but when you have demonstrated your competence - it’s your performance that makes testimonials compelling. Read: believable. Step #2. Obtaining Testimonials That Have Value Asking someone to write a testimonial can be a major mistake. If you do, the chances are you won’t get what you expected - or wanted. It’s likely to be something that’s weak, cobbled together, and unimpressive. For example, june 2019

“We’ve been doing business with The Zoomfast Company for 12 years and they always do a good job. Their people are friendly and know what they’re doing.” How many times have you seen testimonials like this?

them work for you? Take this seriously. There is nothing more persuasive than having a customer tell your story.

Most people want to be helpful, but they don’t know what to say or how to say it. So, they fall back on trite words and phrases that fail to convey a meaningful message. Or, they tell the person asking them, “Just give me what you want and I’ll sign it.” Either way, the results are less than inspiring.

• Include in newsletters • Showcase on websites and in videos • Feature in sales letters • Turn into handouts for meetings and events • Highlight on social media • Send when asked for references • Display on banners at trade shows • Make seminar presentations

A more successful approach is having someone who can ask questions that get a person talking to conduct a phone interview and write up a concise and compelling narrative. Then, have the person interviewed review it and make any changes and approve the final content. They will appreciate the help in giving it a professional touch. Here’s an example of what we’re talking about. A client asked a marketing consultant to interview a customer for a testimonial, who was a co-founder of a construction company, for a testimonial. The “Why do you think they wanted you to do this?” was the first question. And the answer was an instant grabber, “He saved my business.” Then, he went on to tell how he was about to lose a large contract but was able to keep it thanks to the client’s knowledge and quick action. The resulting testimonial was short and powerful. Step #3. Putting testimonials to work Once you have a portfolio of several testimonials, what are you going to do with them? How are you going to make june 2019

Here are ways to get the most out of testimonials:

Obtaining interesting and captivating testimonials is exciting. But there’s one more step: obtaining permission to use them. In fact, tell those interviewed you will send them the proposed wording, along with a testimonial release form (ask a lawyer to make a recommendation). Don’t use a testimonial until you have a signed release in hand. Testimonials can be one of the most powerful influencers available to marketers and salespeople. But getting them right and using them effectively to maximize their benefits takes thought, planning and expertise. John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com.

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How Many Hours per Week =

Sales Success?

By John Chapin

Recently I was speaking with an insurance agency owner about the lack of success of his two most recent hires. When I asked how many hours they were putting in, the answer was, “About 45 or 50 per week.” Keep in mind, these agents are in their 20s, are new to the industry and relatively new to sales. In other words, not only do they have to spend time learning about an industry they know next to nothing about, they also have to learn how to sell, in addition to learning the ins and outs of the new company they work for. Taking all of that into consideration, I gave him my estimate of how many hours they should be putting in. His response? “Look, you can’t expect Millennials to work more than 40 or 50 hours a week.”

How many hours should a new agent be putting in? When hiring a new agent, I tell people to look for five things: people skills, mental toughness, work ethic, attitude, and character (honesty and integrity). You give me a person who’s positive and upbeat, is good at connecting and communicating with people, is able to persist and persevere through rejection, will always do the right thing, and is willing to work their butt off to be successful, and I’ll show you someone who will be successful in sales, and pretty much anything else for that matter. The number of hours someone is willing to put in, though most closely related to work ethic, also ties into attitude, mental toughness, and character (they’re taking money from you to do a job which requires putting in the effort necessary to get the results and pay you back). Ultimately there are four factors that determine how much time someone needs to put in, one: how good their sales skills are, two: how well they know the industry, three: 20

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how large, loyal, and influential is their network, and four: whether or not they are new to the company they’re now working for.

Factor #1: Sales skills In order to be successful at the highest levels, the new agent will need great sales skills. If they were in another industry previously, and already have great sales skills, that’s good but they’ll still have to adapt their skills to the new industry. Either way, developing great sales skills is a job all by itself and a significant amount of time needs to be spent here.

Factor #2: Industry knowledge If they’ve been in the industry for the while, this can be helpful. My sister was basically the equivalent of a dental hygienist for seven years before she began selling dental equipment. Because she already knew all the products and what was important to the people she was selling to, this cut down significantly on the time she needed to put in to get up to speed on the industry and product knowledge. That said, most new agents are new to the industry and as a result, this is another area in which a significant amount of time needs to be invested.

Factor #3: Network Typically, a new agent doesn’t have a large, loyal, influential network that they can rely on for tons of business. If they do, it tends to be the exception versus the rule. For example, if Rob Gronkowski decided to be an

june 2019

insurance agent, financial planner, or sales rep for almost anything, he’d get tons of business based upon his network, or in this case, the number of people who are familiar with him and would like to be connected with him. Similarly, if a well-known and liked member of the community in their 60s decided to switch careers, they’d likely be able to do a large amount of business simply based upon their network and centers of influence. Again, these two examples are the exception, not the rule. The rule is that most new agents will need to spend a lot of time building their network by pounding the pavement, making phone calls, doing other forms of marketing, and following up.

Factor #4: Are they new to the company? This is the least of the factors in the equation and is a shortterm consideration, but if an agent is new to the company, they have to learn the tools, systems, procedures, and processes of the new company they work for. This includes how the CRM works, the e-mail and phone systems, who to go to for certain questions, what paperwork is required when, and how to fill it out, relationship building within the organization along with learning some of what everyone else does, and a plethora of other details about the inner workings of the organization, the business, and the industry as a whole.

When hiring a new agent, look for five things: people skills, mental toughness, work ethic, attitude, and character (honesty and integrity).

All of the above said, if an agent is new to an industry and company, they have average, poor, or few sales skills, and they do not have an extensive network that they can rely upon for massive amounts of business, they should be putting in a minimum of 67 hours a week, and probably more than that, for their first three to five years. Oh, and by the way, there are plenty of Millennials willing to put in the hours in order to be successful, you just have to dig to find them and know how to paint a picture of an exciting future in your industry. Also, their generation does not have a monopoly on people who don’t want to work. John Chapin is a motivational sales speaker and trainer with over 31 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: “Sales Encyclopedia.” He can be reached at johnchapin@completeselling.com.

june 2019

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e INSIGHT -

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

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10 Productive Business Projects for

RAINY DAYS

Day after day of rainy spring weather can affect your mood. But you can still be productive. By Bryce Sanders

In this month’s e-Insight. june 2019

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QUIET INFLUENCE

The

Introvert’s Guide to Making a Difference By Jennifer B. Kahnweiler, Ph.D., CSP

The following is an excerpt from “QUIET Influence: The Introvert’s Guide to Making a Difference” by Jennifer B. Kahnweiler, Ph.D., CSP. You can view the full excerpt or purchase the book at www. jenniferkahnweiler.com.

I have become convinced that introverts can be highly effective influencers when they stop trying to act like extroverts and instead make the most of their natural, quiet strength. Because you’ve probably tried the extroverted methods, why not take a walk on the quiet side? You can become a more effective influencer when you tap into your natural strengths, and in the pages that follow I’m going to show you how. You’ll recognize your strengths and learn ways to enhance and magnify them. You will deepen your understanding of how introverts like you succeed at influence. If you are open to building on your natural strengths through conscious practice, you will perfect core skills, develop heightened sensibilities, and bump up your confidence to influence all kinds of people and situations. As a result, you will greatly enhance your influencing success rate by embracing an alternative to traditionally western Type A view of interactions. Perhaps you land more on the extroverted side of the line as someone energized by people and the outside world. Why not take a walk on the quiet side? Through this book, you will deepen your understanding of how introverts succeed at influence. You will find that learning from introverts offers an enlighten-ing opportunity to balance out your own (likely louder) ways of influencing. If you are open to experimenting with a different side of yourself, you will greatly enhance your own influencing portfolio so that you can have a bigger impact in a wider variety of situations. You’ll get noticed precisely because you are trying something new.

Why Quiet Influence, Why Now? The truth is that everyone in a professional role needs to influence others. From Seoul to Seattle, today’s competitive workplace demands that you influence a variety of situations and people, not once in a while but multiple times a day. Although influence is sometimes about really big issues and opportunities, it is also about nudging change along one small step at a time.

Moreover, even though they will never really experience how an introvert truly feels, extroverts are starting to get the differences on a personal level. They push their pens in my hand to sign a copy of “The Introverted Leader” for their sons, spouses, and siblings, who they never quite understood. Hope for a broader change springs from such a personal connection. Perhaps the strongest driver for Quiet Influence, however, is how it can contribute to success in today’s shifting workplace. These trends indicate that the time for Quiet Influence is now: 1. Flattened organizations and complex vendor/supplier/ customer interactions mean that you must, no matter your position or personality type, be effective at getting your ideas heard. Gone are the days when you can rely on a boss or your boss’s boss to make your case for you. You have to establish critical relationships and communicate your key messages yourself. 2. Going global means that you need to find multiple ways to influence an increasingly diverse set of colleagues and customers. For example, your more reflective, low-key influencing approach will be much more effective in Asia with your colleagues than the traditional extroverted one. You can use your Quiet Influence skills to make a difference with those in cultures that value a quieter approach. 3. The virtual world is evolving and ever present. In today’s society, it’s highly unlikely that you can influence a broad group of people without using digital media in purposeful ways. Introverts, as particularly thoughtful users of social media, may well be ahead of the game. They have been drawn to social media because it lets them use their strengths and better manage their communication. You and other Quiet Influencers who have already invested in learning and using social media are poised to effect tomorrow’s change more quickly than influencers who have ignored these technologies.

Noted researchers such as Jay Conger (“The Necessary Art of Persuasion”) have found that selling ideas and getting people on board is a process, not an event. Influence is not about getting people to come to see things your way but about learning from others and negotiating a shared solution. This approach is well suited to the introvert temperament. It involves patience, planning, and perseverance. If we all think that the only way to get things done is to shout louder and louder and take up more center-stage space, we’ll miss the opportunities to listen, learn, and respond thoughtfully.

4. Heightened competition for business and jobs means that companies are seeking suppliers and employees who bring fresh, innovative approaches. The truth is extrovert-centric self-promotion and loud persuasion are passé. Today, you will stand out from the crowd if you have a knack for building up others and are committed to listening instead of talking.

It may be that our society is starting to get this message. Extroverts are slowly (very slowly, some argue) realizing that we stand to lose the wisdom and contributions of more than half of the population if we don’t listen to the introverts in our world. Since the 2009 publication of my last book, “The Introverted Leader: Building on Your Quiet Strength” (the first book about introverted leaders), a firestorm of other books (including Susan Cain’s 2012 New York Times best seller “Quiet”), articles and social media have crusaded for the cause of introverts. I have been gratified to hear the buzz of such conversations everywhere.

Writing a persuasive email can move a project along faster than a standard conversation?

june 2019

Did you know that . . . The best ideas often emerge in the depths of solitude?

Listening for what is not said is more important than listening for what is? Quiet Influencers - those people who make things happen without in-your-face techniques - learned these lessons through experience. Like ripples in a pond they deliver a big impact without making a loud fuss. When introverts continued...

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need to be influencers, they focus on careful thought and depth. There isn’t much fanfare or much noise. In their quiet, humble way, introverted influencers make sure that the people they are hoping to impact get the message. Yet they are frequently overlooked and under-estimated by organizations and colleagues who buy into the idea that talking reigns supreme. If you are an introvert, chances are that you’ve tried to influence others by mirroring your more outgoing colleagues. My guess is that such an approach isn’t working for you: it’s exhausting, unsustainable, and ultimately ineffective. Contrary to what most books on influence will tell you, the answer isn’t about becoming the extrovert you aren’t. I submit, however, that you will become a more effective influencer when you stop trying to act like an extrovert and instead make the most of your natural, quiet strengths. You can learn to identify, magnify, and apply those natural strengths so that you can make a big difference without making a lot of noise. Acknowledge your internal energy, tap into its wisdom, and thoughtfully engage with the outside world.

The Roadblocks to Quiet Influence Certainly, the louder extroverted approach dominates the workplace today. That approach, which negates the natural tendencies of more than half of the population, sets up roadblocks to Quiet Influence. Do any of the following roadblocks resonate with you? 1. Focus on Teams Back in the 1980s, corporations jumped on the teamsproduce-results bandwagon, and the group approach proliferated, bringing us today’s reality: professional work most often necessitates teamwork. Your supervisor may be called your “team leader,” and your work group is likely called a “team.” Our workstations are arranged so that we can sit with our teams, we do most of our work in “team meetings,” we generate ideas through brainstorming, we strive to meet team objectives, and most people are not hired until they have interviewed with all members of the team. For introverts, this team-heavy approach presents a problem. Not only does being intertwined with others deplete their reserves of people energy, it also takes them away from the physical and intellectual space, where they do their best thinking. If you are an introvert, you know that need to be alone to reflect and create. There is so much pressure that introverts write about escaping to “bathroom solitude.” In fact, in a survey I conducted of one hundred introverts, four out of five said they “suffered from people exhaustion.” With this pressure to be engaged with people all day, Quiet Influencers have a hard time finding the quiet time and preparation to hatch their plans. 2. The Need to Talk about Accomplishments and Ideas In most organizations, sharing your accomplishments contributes to your personal “brand.” People come to

know you and appreciate the value you offer because you’ve talked about yourself and what you’ve done. The problem is that those folks who don’t “brag on themselves” (i.e., most introverts) often find themselves unwittingly out of the loop. If they don’t have a boss who seeks their input, showcases their talent, and enhances their visibility, they are often left behind. Today’s corporate cultures do not reward humility. This characteristic restraining often translates into being overlooked. Introverts often have great ideas that go unheard. In group settings, they may show up with smart solutions, yet can’t seem to find an opening in which to share them. Even in one-on-one conversations especially with extroverts - they have trouble interjecting their ideas and being heard. Because these quiet people haven’t talked themselves up, they tend to fly under the radar, and few extroverted colleagues think to draw them out to share their ideas. The introvert therefore finds it difficult to get people’s attention and use that attention to influence situations. 3. The Pressure to Act Extroverted Many Asian cultures deeply value the ability to not show much emotion. Western workplaces, however, barely tolerate expressionless faces or quiet people. It seems that to fit in, you have to be animated and verbal. Not your style? Too bad. To succeed, you have to fake it. Oliver Goldsmith, the 18th-century Irish writer, described a character by saying, “On the stage he was natural, simple, and affecting. ‘Twas only when he was off, he was acting.” Introverts often express a similar feeling. They “act the part” of being happy, sociable, and expressive even when they are feeling quite different. Susan Cain, the author of “Quiet,” refers to this pressure as living up to the “Extrovert Ideal.” One Quiet Influencer describes small talk at business events as the sounds of “competitive egos.” When she joins in she feels inauthentic. Yet challenging the status quo and inspiring others to move forward takes a willingness to show your real self to others. Introverts find their influencing efforts impeded when others sense they are difficult to read and when they are exhausted by the pressure to be “on.” 4. Making Quick Decisions From answering a question in a meeting to responding to an overnight email from a customer, today’s environment pressures people to make quick decisions. Many workplaces value instant responses over well-thought-out ones that take a little longer. The speed of technology and an increasingly competitive global climate have revved up the pace of work. The time to ponder a sticky problem from various angles has evaporated. The “what if” questions and the chance to go back to gather more data before deciding are gone. The people we are trying to sell our ideas and products to want results now.

INTROVERTS OFTEN MAKE THE BEST INFLUE - even in a world that has, until now, assumed th a lot of noise to make a lot of differenc 26

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june 2019

Unfortunately, introverts once again get the short end of the deal. They are frustrated when they are unable to slow down the decision-making process. They are not able to take the needed time to process decisions in their head and do the necessary preparation to yield the best results. Others then often label them as “slow” and, behind the curve and they find it difficult to be treated with the respect they deserve. While they are pondering decisions and analyzing the situation, they often fail to pick up the cues from others that they are about to be left behind. Their “delay” often costs them the opportunities to influence the decision.

they are encouraged to impose that frustration on others in a way that fights with their very nature.

5. Lowered Privacy Boundaries Similar to unwanted probing at social events, social media sites like Facebook pile on the pressure for us to open up our inner selves to the outer world. The lower privacy boundaries create an uncomfortable climate for introverts, who like to get to know someone before baring their soul. They contend with the notion of TMI (too much information) on a daily basis.

Characteristics that Shape Introverts

Savvy introverts know they need to build relationships to influence others. They simply want to get to know people slowly instead of jumping right to the personal stuff. The pressure to share and connect every day at an accelerated pace stresses them out, depletes their energy, and challenges the very relationships they are seeking to build on their own terms. 6. Being Talked Over Of all the roadblocks to Quiet Influence, being talked over is the one that seems to frustrate introverts the most. In the talkative climate of Western society, interruptions abound. If an introvert speaks quietly or takes a pause, others jump in and steal the stage. Even if an introvert is speaking at a normal volume, eloquently expressing an idea he or she has fully developed before offering it, extroverts are likely to interrupt. To the extrovert who tends to think out loud, the interruption is merely a way of building off of the introvert’s good idea. To the introvert, the interruption is like a blanket that silences his or her voice. Introverts’ ideas cease to be explored by the group, and they tend to surrender to the opinions of the loudest person in the room. The result: introverts are demotivated and less inclined to float new ideas. Moreover, introverts feel pressure to participate in the interruption game. Many introverts from Asia comment that they hear two competing voices in their head: their parents saying “be polite” and their boss telling them they need to “speak up” and interject their comments in meetings. This instruction creates a deep conflict for introverts who prefer to finish and marinate in their thoughts, taking advantage of a pause in the conversation not to speak, but to think. Not only do they face the frustration of being talked over, but

If these roadblocks sound familiar to you and invoke feelings of frustration, know you are not alone. You are simply an introvert stuck in an extrovert-centric world. Instead of trying to avoid these roadblocks on the extrovert highway, take a more direct, efficient, and enjoyable route. Embrace what you do naturally and see greater results. Other introverts have done it: they are out there delivering the next possible cure for cancer, the answer to global warming, and the fix for education. You can do it too.

So you’re getting the message that you don’t have to be an extrovert to be a great influencer. You can succeed by embracing your introverted nature. But what does the term introvert really mean? It’s a term many people throw around these days but few people really understand. Let’s start with a fundamental question: When you need to recharge, do you tend to want to be alone in a quiet place? If you answered yes, you’re likely an introvert. Technically speaking, introversion and extroversion are terms that refer to personality traits and are about sources of stimulation and energy. Although extroverts recharge by being with people and participating in high-energy events, their introverted counterparts draw energy from within. Just to clarify: shyness is different than introversion. Shyness is a product of fear or anxiety in social settings, whereas introversion is simply about a source of energy. This basic tendency to find energy from within comes out in these observable characteristics of introverts. See if any of these resonate with you: Embrace Solitude Introverts need and want to spend time alone. At work, they prefer quiet, private spaces and like to handle projects on their own or in small groups. Think First, Talk Later Introverts think before they speak. Even in casual conversations, they consider others’ comments carefully and stop and reflect before responding. They know how to use the power of the pause. Hold Emotions Inside Introverts are seldom outwardly emotional or expressive. They can be difficult to read and thus their feelings are frequently misconstrued. Focus on Depth Introverts seek depth over breadth. They like to dig deep delving into issues and ideas before moving on to new ones. They are drawn to meaningful continued...

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conversations as opposed to superficial chitchat. They know when to tune into others and when they don’t need to spend so much energy doing so. Let Their Fingers Do the Talking Introverts prefer writing to talking. On the job, they opt for email over the telephone and are likely to prefer writing reports over giving presentations. Act Low-Key Introverts are usually quiet and reserved. They tend to speak softly and slowly. They have no desire to be the center of attention, preferring instead to fly below the radar. Even in heated conversations, they tend to project calm on the outside.

These traits are not good or bad; they just are. Unfortunately, in modern society, they are frequently misunderstood, under-valued, and underappreciated. Certainly, they are not usually identified as key drivers of influence. Yet ironically, these traits are precisely why introverts often make the best influencers of all - even in a world that has, until now, assumed that you had to make a lot of noise to make a lot of difference. Jennifer B. Kahnweiler, Ph.D. is a global speaker, author and champion for introverts. Visit her website at www.jenniferkahnweiler.com or contact her at jkahnweiler@gmail.com.

Keep Private Matters... Private Introverts are anti-”open book.” They keep personal matters under wraps, sharing information with only a select few; even then, only after they know those people well and feel a level of comfort with them. They can be equally cautious about work matters and stay quiet about their ideas and alliances.

You will stand out from the crowd if you have a knack for building up others and are COMMITTED TO LISTENING instead of talking.

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How Introverts Can Learn to Love Networking Tips for turning this trait into a “networking superpower.”

By Holly Raider For introverts, networking events can be a source of dread. The format itself - a crowd full of strangers hoping to make a strong impression - is anathema to those who flourish in environments that are quieter or feel less transactional. But, according Holly Raider, a clinical professor of management and managing director of executive education at the Kellogg School of Management, introverts can be just as skilled at networking as extroverts if they learn to ignore the crowd and focus on shaping individual conversations. “I am frequently asked how to build networks if you are an introvert and dislike networking events,” Raider says. “My impression is the people asking believe they just need to accept that building a business network is a necessary part of business, or that they simply need to figure out how to manage anxiety. Instead, introverts can learn to thrive in the experience more than they might ever have imagined. And their introversion can be harnessed as a networking superpower.” She offers four tips for introverts looking to succeed at - and actually enjoy - networking. Prepare a Repertoire of Questions - But Maintain a Curious Mindset. Part of what makes networking tough is coming up with non-superficial things to say on the spot. But there is no reason you can’t plan ahead, says Raider. She recommends developing a “repertoire” of questions, including conversation starters, follow-ups, and open-

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ended questions, each of which express interest and give the addressee a wide degree of latitude in how they might respond. “You want people to feel at ease and engaged, so ask questions that will help nurture dialogue,” Raider says. “Avoid questions where the answer might be strained, socially isolating, or a dead end. People will have a lot to say - and they’ll enjoy talking to you - if they’re prompted in the right way.” When it comes to conversation starters, Raider suggests starting with something expected, such as “What are your responsibilities?” But she recommends having second and third questions that go a bit deeper, such as “What is capturing your focus these days?” or “What interesting trends are you tracking?” By listening carefully - often a strong quality of introverts - you will pick up clues that can help you make your next questions even more interesting to answer. “These follow-on questions will help you feel confident as a conversation partner while helping the other person to be a good raconteur,” Raider says. Similarly, if you listen closely to what excites others, you are more apt to find shared interests, values, and experiences. This can turn otherwise transactional meetand-greets into forums for building relationships, since people tend to make and sustain connections with others who are similar. june 2019

“If you don’t seem genuinely interested in the answer, you might as well not ask the question,” Raider says. “But if you’re truly curious, you don’t have to fake anything, and that will show.” You should also prepare to respond to these questions yourself - after all, it is natural for a conversation partner to volley back whatever you’ve just asked them. Reflect on what excites you most in your work, studies, hobbies, or family. Having this clarity in advance will make you more confident and genuinely engaging to others. Choose Conversation Partners Wisely There’s a widespread assumption that people are usually interested in networking up - an assumption that deepens the introvert’s sense that networking is a dirty business. “The stigma around networking has to do with the sense that it’s all about individual ambition,” Raider says. “We picture a cocktail party where everyone’s just out to impress or climb to the next rung.” At crowded networking events, it is unlikely that anyone is going to have a long, relationship-building conversation with the CEO. Too many people are trying to get a moment with her. “Recognize the dynamics in the room and set expectations accordingly, Raider says. “Say hello to the CEO and move on to allow others in. This setting is ideal for deepening a relationship with someone less conversationally in demand.” These settings are also helpful for strengthening relationships with people in other parts of your organization, or perhaps even in other industries where your connections may prove valuable. If you work in commercial real estate, for example, having a connection on the government side who knows the regulatory environment will give you a competitive advantage. “By building connections to peers in other areas of your company - or other companies - you’ll get more substantive and actionable information,” Raider says. “You can differentiate yourself by building diverse social capital. It helps you come up with better ideas, forestall problems, and forge collaborations - making you more valuable to your organization and giving you reason to catch the eye of senior colleagues.” It is also a lot easier to build relationships laterally and down instead of vertically. People above you have less time to give, and they might assume you’re only interested in furthering your career. With a peer or mentee, there is potential for mutual benefit. “You gain knowledge of trends, glean perspectives on the junior employee experience to help improve your team or organization, and get a chance to flex your mentoring muscles - all of which are valuable,” Raider says.

The point of networking is to build a foundation for relationships. And because introverts tend to do better in small groups or one-on-one conversations, it is a good idea to invest in those exchanges rather than superficially work the entire room. “You can shape how you engage at any event, whatever it is,” Raider says. “You don’t need to master the forest; you can approach it with the attitude that you’ll get to know a bit of the flora. A lot of anxiety comes from a self-imposed expectation to meet everyone, or as many people as possible. If your goal is to get to know one or two people, you can do that in a meaningful way and stay within your comfort zone.” There is no need to rush this process - you will be better off if you slow things down and put some thought into how you want to deepen your connection with someone. Introverts, when keen observers, may also be especially good at facilitating connections between other people, whether it is at an event or sometime in the future. When they do, they enhance their own network in the process by being recognized as a connector. “There’s a skill to this that comes with experience,” Raider says. “One of the most powerful things you can do in networking is to introduce people to each other to help someone solve a problem or foster collaboration.” Know When to Move On A common mistake introverts make at networking events is getting so absorbed in a one-on-one conversation they don’t realize when it’s time to move on. Thus, at any networking event, it is important to have a strategy to help you transition out of a conversation, with the intention of continuing the conversation later by email, Skype, or over a coffee. Raider has a simple formula for transitioning out of a conversation: offer appreciation for what you have heard, express an interest in continuing the conversation at another time, and exchange information.

“Be cautious not to overstay in a conversation. It is better to leave them looking forward to another discussion than looking over your shoulder for the next conversation partner.” Holly Raider is the Managing Director of Executive Education and a Clinical Professor of Management for Kellogg School of Management. She can be reached at holly-raider@kellog.northwestern.edu. Previously published in Kellogg Insight, https://insight. kellogg.northwestern.edu/article/how-introverts-canlearn-to-love-networking. Reprinted with permission of the Kellogg School of Management.

Focus on Relationships, Not Business Cards A critical strategy for successful networking, especially for introverts, is to keep your priorities in mind. Remember: the goal of networking isn’t to “win” by collecting the most business cards or LinkedIn contacts. Research and experience show that small, intimate networks are actually more powerful than larger, facile ones. june 2019

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Chicagoland IIA presents

Party in the Park Five Roses Irish Pub Rosemont, IL

June 20, 2019 This yearâ&#x20AC;&#x2122;s event begins with a FREE Education Session:

Acheiving Social Media Success for Your Agency Knowing Your Audience - Clients and Prospects

3:00 - 5:00 pm CE Pending - Class Details Coming Soon

The party is $30 for members and $45 for non-members and includes appetizers & two drink vouchers from 5:30 - 7:30 p.m. followed by RUSH tribute band outdoor concert and fireworks at dusk.

Our Sponsors:

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june 2019

July 14-16 Delavan, WI

Enjoy Resort Amenities

Family Meals

Continuing Education

(save up to $130 per night)

(reception, breakfast, social event)

(golf, spa, boat/sport rentals, pools & more)

(receive up to six hours)

All of this for only $100 per agent and $60 per family member. Plus, each person gets a camp t-shirt!

Get all the details at

ILYoungAgents.com Companies: Show your support by sponsoring! june 2019

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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

Nationwide 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 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.

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KPA, LLC dba Succeed/KPA 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 ServiceMaster DSI Society Insurance 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 june 2019

iia of il news | INSIGHT

Education Classes june

6 6 10 11 12 18 18 20 25 25 26 27

Ethics & E&O: Synergy, Not Rivalry Webinar Farm Agents Council Annual Meeting Bloomington Ethics Rolling Meadows E&O: Roapmap to Policy Analysis Webinar CIC - Commercial Property Chicago CISR - Commercial Property Edwardsville CISR - Commercial Casualty 1 Rolling Meadows Ethics & Agent Liability Webinar CISR - Commercial Property Springfield E&O Risk Management Webinar CISR - Agency Operations Champaign E&O Risk Management Webinar

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2 14 16 16 17 18 23 24 29

On Ethics: Data, Delimmas & Knuckleheads Webinar Young Agents Family Summer Camp Delavan, WI 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

Online Education www.iiaofil.org June & July 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!

june 2019

New Members member agency SBJW Insurance Quincy, 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

We Need

You!

Yes, You! The IIA of IL is looking for elite people who believe CE is more than just earning hours to keep a license up to date. We want people who really want to learn and further their careers in the insurance industry.

If this sounds like you, then please take a couple of hours out of your day to join us at a Mastermind Focus Group near you. Donâ&#x20AC;&#x2122;t stand for regular old CE programs anymore. Help us provide you the education you need to be the best at what you do each day. Breakfast or lunch will be provided.

May 23 - Chicago June 11 - Bloomington June 13 - Tinley Park June 20 - Springfield June 20 - Fairview Heights

June June June June

25 26 26 27

LaSalle Schaumburg/Rolling Meadows Naperville Effingham

Go to iiaofil.org/Mastermind-Groups for details.

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Registration Opens in July

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 Now Available Do you dance? Do you want to raise money for St. Jude Children’s Research Hospital? Then be a part of “Dancing with the Agents!” This Wednesday evening event will be a fun-filled night for dancers and spectators. Contact Shannon Churchill at schurchill@iiaofil.org or (217) 321-3004 for details.

Get details at ILConvention.com.

june 2019

2019 CONVO Preliminary Agenda

Tuesday, October 1 10:00 - 4:00 p.m. Golf Outing Noon - 5:00 p.m. Registration 1:00 - 4:00 p.m. Education Sessions (CE) 5:00 - 6:00 p.m. Welcome Reception 6:00 - 8:00 p.m. Dutch Dine Arounds/Company Dinners 8:00 - 11:00 p.m. Young Agents Casino Night Wednesday, October 2 7:00 - 8:00 a.m. Continental Breakfast & Registration 8:00 a.m. - Noon General Session (CE) Noon - 1:00 p.m. Lunch and Networking 1:00 - 4:00 p.m. Education Session Breakouts (CE) 3:00 - 6:30 p.m. Tradeshow 6:30 - 11:00 p.m. Dinner, Party and Dancing with the “Agents” Thursday, October 3 7:00 - 8:30 a.m. Hot Breakfast 8:30 - 11:30 a.m. State of the Association Address & CEO Panel (CE)

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INSIGHT | people in the news Brett Gerger Joins IIA of IL as Director of Education and Agency Resources Brett Gerger, former Chief Deputy Director of the Illinois Department of Insurance, has joined the Independent Insurance Agents of Illinois (IIA of IL) as Director of Education & Agency Resources. In his new position, Gerger will have oversight over IIA of IL educational programs and will serve as the association’s primary resource for all regulatory and compliance issues. Prior to joining the IIA of IL, Gerger served as Chief Deputy Director of Product Lines and Licensing at the Illinois Department of Insurance and was responsible for management of the Property & Casualty; Life & Annuity; Health; Producer Regulatory; and Licensing Units. Most recently Gerger served as the State of Illinois Group Insurance Division Manager with the Illinois Department of Central Management Services. In that role, Gerger had oversight and management for the planning and implementation of policy and operations of the State’s insurance programs, including property, liability and benefits. Gerger started his 24-year career at the Illinois Department of Insurance in the Producer Regulatory Division. “On behalf of the IIA of IL Board of Directors we are excited to have Brett join the team at the IIA of IL,” said Phil Lackman, IIA of IL CEO. “Brett brings an extensive background in insurance and insurance regulation to the association and is nationally recognized as a leader in insurance regulation. We are in the process of launching several new educational programs and innovative new services for our members. Brett will be instrumental in the

Leffelman & Associates Named Rockford Mutual’s 2018 Insurance Agency of the Year

Rockford Mutual Insurance Company has named the Leffelman Agency, the family that knows how to treat your family, as Agency of the Year for 2018. Rockford Mutual has been a proud partner with the Leffelman Agency since it began in 1969. Respectively, Leffelman and Rockford Mutual have helped each other grow to what they are today. The staff at Leffelman is well respected within all departments at Rockford Mutual. President and CEO, Kent Shantz, adds “We are proud to have such a committed and service-oriented group of insurance professionals representing Rockford Mutual within their community. This recognition is just a small token of our appreciation for everything Leffleman does for our company every day.”

CNA Appoints Haas to Senior VicePresident, National Accounts Casualty CNA has appointed David Haas to the position of senior vice-president, national accounts casualty. Haas will be responsible for the profitability, growth and strategic direction of the company’s national accounts casualty business. He will report to CNA president and chief 38

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rollout of these programs and the strategic direction of the association.” “I have had the pleasure of knowing Brett in a professional capacity for almost twenty years,” said Patrick Muldowney, IIA of IL President. “In that time, I have seen Brett build excellent working relationships throughout the insurance industry, both here in Illinois and nationally. I am truly excited to have someone of Brett’s caliber join the association to lead our important new educational initiatives.” Gerger graduated Magna Cum Laude from the University of Illinois at Springfield with a degree in Business Administration. He serves as a village trustee in Chatham, Illinois and resides there with his wife and two children. See his staff profile on the opposite page.

operating officer of commercial lines, Kevin Leidwinger. Haas joined CNA in February 2017 as a branch manager in Florida. At the time he had more than 15 years of underwriting and field management experience. Before joining CNA, he served a variety of roles at AIG, from underwriting to management, over the course of 12 years and received his bachelor of business administration, risk management & insurance from Georgia State University.

Recognized Business Leader Joins Work At Home Vintage Experts (WAHVE) Dave Evans, recognized leader in the independent agency channel, has recently joined Work At Home Vintage Experts (WAHVE) as Senior Vice President of Business Development.

WAHVE, formed in 2010, is an innovative contract talent solution that matches retiring, experienced career professionals with a company’s talent needs. Evans’s business experience includes employee benefits consulting and two decades in association management with the Independent Agents & Brokers of America, Inc. (IIABA). His duties there included overseeing Big “I” MEP 401(k) Plan, the Trusted Choice consumer brand, company relations, magazine publisher and member development programs. Evans has authored over 150 articles and holds eleven industry designations. june 2019

Staff Profile Brett Gerger

Director of Education and Agency Resources

What do you/will you like most about your job? Being able to expand and enhance the services provided to various IIA of Illinois stakeholders as well as becoming an invaluable asset to those stakeholders. Tell us about the first job you ever had: I operated the fryer at Captain Dâ&#x20AC;&#x2122;s. It lasted for a week as they could not accommodate my summer baseball schedule. If you could have any career other than this what would it be? Fighter pilot (Is that a career?) or Architect What is your favorite: Pastime: Wrestling (not WWE) Food: Pizza Movie: Hoosiers TV Show: Black List Band: U2 Tell us about your family: Wendy is my beautiful wife of 21 years been a certified hand therapist with SIU School of Medicine for 20+ years. We have 2 children, Maddox 14 and Mia 12. Wendy and I are extremely busy going in all different directions and places for their sports and extra curricular activities. We also have 2 dogs, Gigi Gaga Gerger (daughter named her) a 4 yr old havanese and Murphy Lee Gerger a 6 month old yellow lab (he is crazy). Name one thing on your bucket list: Diving the Great Barrier Reef What is your biggest fear? My daughterâ&#x20AC;&#x2122;s teenage years Of what are you most proud either personally or professionally? Personally, my wife and kids. Professionally, my career with the Department of Insurance. Name something people would be surprised to know about you. I was a two time Putt Putt State champion when I was 10 and repeated when I was 11.

june 2019

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INSIGHT | industry news J.M. Wilson Recognized as a ‘5 Star MBA’ J.M. Wilson has been recognized by Insurance Business America as being a ‘5 Star Wholesale Broker & MGA’. Retail insurance producers were surveyed by Insurance Business America to rate Wholesale Brokers and Managing General Agencies on the importance of key aspects they look for in an MGA, including: underwriting responsiveness/turnaround time, technical expertise and product knowledge, range of products, compensation, claims and marketing support, technology/automation, and communication. Producers awarded 27 MGA’s with the prestigious ‘5 Star’ status, with J.M. Wilson being one of them.

Insurance Business America is an insurance publication with an independent voice for the insurance industry, encompassing news analysis, expert opinion, exclusive interviews and business strategy advice for todays sophisticated insurance brokers, agents, and advice professionals. J.M. Wilson is a Managing General Agency and Surplus Lines Broker providing independent insurance agents access to specialty markets for both personal and commercial lines. With offices in eight states, J.M. Wilson is able to provide coverage for standard and hard-to-place commercial, transportation, property & casualty, brokerage, professional liability and errors and omissions, personal lines and surety classes in thirty-one states.

West Bend Mutual Insurance Named Top/Best Workplace

WHAT THE HAIL JUST HAPPENED? NO WORRIES, CALL US.

West Bend Mutual Insurance Company was once again named to this year’s list of the Milwaukee Journal Sentinel’s Top Workplaces which recognizes the best places to work in Southeast Wisconsin. A total of 150 companies were named to the Top Workplaces list in 2019. Ranked number two in the large company category, this is the eighth consecutive year in which West Bend has placed in the top four. Great Place to Work® and Fortune Magazine also named West Bend one of the top-30 Best Workplaces in Financial Services & Insurance.

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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june 2019

industry news | INSIGHT Acuity Named a Best Employer by Forbes Acuity has been named to Forbes America’s Best Mid-Size Employers list. “We are honored to be recognized among Forbes America’s Best Mid-Sized Employers and take pride in the great workplace we have built together,” said Ben Salzmann, Acuity President and CEO. “Being a great workplace benefits everyone who depends on Acuity—our employees and their families, independent agents, and the many individuals, families, businesses, and workers who count on us to protect what matters most to them.” “We are committed to being a great employer,” said Joan Ravanelli Miller, Acuity General Counsel and Vice President - Human Resources. “Being a workplace people want to be a part of is the foundation of Acuity’s high job satisfaction, low turnover, and industry-leading results.”

In developing its list, Forbes asked more than 50,000 people working for U.S. companies employing at least 1,000 people to rate their willingness to recommend those companies. Employees who took part in the survey were not contacted through their employers but, rather, did so through online panels that provided a representative sample of the U.S. workforce. Acuity was also named to Forbes America’s Best MidSize Employers list in 2018, as well as to Forbes’ Best Employers for Women and Best Employers for Diversity. In 2018, Acuity also earned a Silver Stevie® Award for Great Employers. Acuity Insurance, headquartered in Sheboygan, Wisconsin, insures over 100,000 businesses, including 300,000 commercial vehicles, and nearly a half million homes and private passenger autos across 27 states. Rated A+ by A.M. Best and S&P, Acuity employs over 1,300 people.

Businessowner's Policy | Commercial Auto Commercial Umbrella | Workers' Compensation Homeowners | Personal Umbrella

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The Security You Need. The Name You Trust. june 2019

See full product list & state availability at www.guard.com

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INSIGHT | classifieds for the insurance professional by the insurance professional

POSITION AVAILABLE.

65. Madison Mutual Insurance Co. is seeking motivated self-starters with strong organizational skills to join our Marketing Team as F/T Marketing Representatives in Central and Northern IL as well as Southern IL and MO. Applicants must reside in their assigned territory and have a bachelor’s degree or a minimum of five years’ experience in insurance sales and/or marketing. The Marketing Representative: * Services existing agencies in assigned territory * Promotes MMIC products and provides training * Ensures agent compliance with company procedures * And much more!

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:

Interested candidates should send their salary requirements and resume to careers@madisonmutual. com.

Nancy Solomon Martini, Miller & Schloss, Inc. (847) 291-1313 Ron@martini-miller.com

AGENCY/AGENTS/PRODUCERS WANTED.

SHARED SPACE FOR RENT

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:

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

AGENCY WANTED.

Dan Browne or Cathy Hall Forest Agency (708) 383-9000 www.forestagency.com/contact-us/mergersacquisitions/

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.

GET DIRECT APPOINTMENTS.

Visit www.ciagonline.com for contact information.

64. At IPA we have been helping agents start their very own independent insurance agencies for over 13 years. We’ve developed a unique system to help you get direct appointments with the nation’s top carriers. Visit our website for a quick overview video to see how it all works. Plus, find out how existing independent agents are INSTANTLY earning more by moving to IPA!

Visit www.insuranceproagencies.com/iia for details.

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june 2019

Acuity loves you!

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

www.acuity.com

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