e-Insight June 2020 - Non-Member by Big I Illinois

JUNE 2020

INSIGHT

TECHNOLOGY ISSUE Ecosystems, Innovation and the Digital User Experience Vital Resources for Your Agency Technology and the “New Normal”

Plus

Six Tips for Selling More in Any Market or Economy The Rise in Ridesharing

Independence

Business Development

Bonds

Employee Benefits

Claims

Sales Training

Marketing

Carrier Relations

works better Operations

Business Intelligence

Financial Services

together.

Producer Recruitment

Niche Programs

Field Operations

Commercial Markets

Risk Management

Meet the management team of Keystone. They’re backed by a team of 200 professionals and a wealth of resources ready to help you strategically increase the value of your agency. Independently, you’re strong. Together, we’re better.

Contact Matt Fink: 570.473.4346 | mfink@keystoneinsgrp.com keystoneinsgrp.com ©2019 Keystone Insurers Group ®. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS

June 2020

12 15 16 20 24 27 28 31 34

You Can Grow Your Own Way

By Jennifer Torneden

Six Tips for Selling More in Any Market or Economy

By John Chapin

Vital Resources for Your Agency

By Agents Council For Technology (ACT)

Ecosystems, Innovation and the Digital User Experience

By Denise Garth

Technology and the “New Normal” for You and Your Agency

By Shannon Churchill & IIA of IL Technology Task Force

IIA of IL CONVO 2020 Will the Customers Come Back?

By John Graham

The Rise in Ridesharing: How to Ensure Your Car is Covered

By Lauren Williams

Greg Sandrock Receives Bernard J. Burns Award

In This Issue

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

7 9 10 19 32

Message from the CEO Trusted Choice Government

e-Insight Associate News

33 35 36 37 38

IIA of IL News Board of Directors Profiles Industry News People in the News Classifieds

info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744

2009 • 2010 • 2011 • 2012 • 2013 2014 • 2015 • 2016 • 2017 • 2019

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

ACUITY

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

APPLIED UNDERWRITERS

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

BERKSHIRE HATHAWAY GUARD INS. GROUP

DONEGAL INSURANCE GROUP

GRINNELL MUTUAL REINSURANCE COMPANY

ILLINOIS CASUALTY COMPANY

IMT INSURANCE

INSURANCE PROGRAM MANAGERS GROUP

KEYSTONE INSURANCE GROUP, INC.

COVER TIP 30 8 13 5

OMAHA NATIONAL SOCIETY INSURANCE TRUSTED CHOICE WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT WEST BEND MUTUAL INSURANCE CO.

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

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

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

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

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

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

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

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

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

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

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

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

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

Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Find us on Social Media

11 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. Thatâ&#x20AC;&#x2122;s why many of our personal lines underwriters, like Nick, have worked with their agents for so long. Nick puts a high value on West Bendâ&#x20AC;&#x2122;s continuing education program, in part, because he learns alongside his agents and gets their perspectives. And that makes the relationships that much stronger.

WE BELIEVE THAT ORGANIZATIONS THRIVE WHEN THEY HAVE

HAPPY, HEALTHY, PRODUCTIVE EMPLOYEES That’s why we developed In-Sight 360 to manage all health, injury and absence events with one team focused on positive outcomes.

THIS CHANGES EVERYTHING.

LEARN MORE: 888-377-5845 • IPMG.COM/IN-SIGHT

message from the ceo | INSIGHT

The New Normal? As I write this, we have just finished a strange legislative session and are beginning to emerge from our homes feeling somewhat more secure that the worst of the COVID-19 pandemic is behind us. By in large, the recent public health crisis brought out the best in America, our members, and your professional association. Our medical and public health professionals gave untold sacrifice in dealing with the worst health crisis in a generation. Our members and company partners responded, as they always do, with resourcefulness and resilience on behalf of their insureds. The staff of the IIA of Illinois jumped into action by working with the Illinois Department of Insurance on Business Income, CGL, and Work Comp related COVID insurance issues. We also created a working group of members for several work comp exposure issues, including experience mods and loss runs. The Illinois Insurance Pre-Licensing Program became the first pre-licensing provider to go virtual, and the IIA of IL expanded our online educational offerings. As a staff, we put together a comprehensive COVID-19 page on our website containing a myriad of agency-related resources.

We are also aware of many challenges; audits, cancellations, demand for usage-based insurance, and virtual sales meetings, to name a few, that independent agents will face moving forward and are working proactively to address them. Look down the road a few months to a year and think about the issues and challenges you will be facing. I ask that you relay the problems you foresee to us and let us work with you to develop a response before it arrives. We are currently in the midst of our MasterMind Program where we seek your input on priority concerns and transform them into solutions. We have completed one program on technology, and in June, we have MasterMind Conversations on Marketing and Staffing topics. We plan to add additional dates and topics as the need arises. On behalf of the IIA of Illinois team, my commitment remains the same: we are listening and responding.

The COVID shut down canceled all our in-person events and pushed all of us into virtual meetings with our staff and clients. As we begin to think about getting back to â&#x20AC;&#x153;normal,â&#x20AC;? it will be a new normal as some practices, habits, and traditions will be changed, or at least altered, moving forward. Right now, we are not sure what our CONVO will look like October 6-8, but I guarantee you it will be the innovative and best-in-class event it has always been.

Phil Lackman - IIA of IL CEO - (217) 321-3005 - plackman@iiaofil.org june 2020

insight

New “Stronger Together” Advertising Campaign In a time of uncertainty, one thing is still certain: Good advice… is always valuable.

Customize a full suite of assets to connect with consumers during the Pandemic. The Stronger Together campaign highlights how Trusted Choice Independent agents help clients and communities navigate disruption, no matter what the future holds. Agents can customize all campaign assets to ﬁt your needs. Available in print, digital ads, and video. Features two sets of campaigns - One for Business Lines and one for Personal Lines

PRINT ADS

DIGITAL ADS

VIDEO

Both half page and full page

From banner ads to all social media platforms

15- and 30second options

Visit cobrand.iiaba.net/made-for-you to customize for your agency today!

Free to do what's right for you.SM

New Marketing Resource for IIA of IL Members The IIA of IL has partnered with Trusted Choice to create a new website where Illinois insurance shoppers will connect with our members. This is the easy button for marketing that is Done-For-You. The website has great information about insurance topics and allows a consumer to find an agent who has the expertise to help, just like when consumers found help via the yellow pages.   As part of our arrangement, each member receives a profile or page on this website at no charge. Since our site is built on the technology from Trusted Choice, your agency is included on both TrustedChoice.com and www.insuranceagentsinillinois.com.    Should you wish to upgrade your profile, different options are available for a modest monthly subscription from Trusted Choice. Best of all, since the new IIA of IL website is built on the same platform as TrustedChoice.com, upgrading provides an enhanced page on both websites. For upgraded subscription options, please visit: www. trustedchoice.com/advantage/sign-up/ Your profile on these two websites are exposed to thousands of insurance buyers every month. Making sure that your agency is presented professionally and prominently is smart marketing. Even if you are only interested in the free Member Plus profile, you should be certain that your information is correct. Trusted Choice has made it easy for IIA of IL members to activate their Member Plus profiles - just input your information and even upload the agency logo. What do you get with a Member Plus profile? Go to tinyurl.com/ILMemberPlus to find out. To update your profile to Member Plus, go to https://form.jotform.com/200757847092159.

An Advantage profile provides key benefits which enable you to attract and write ONLY the types of business that you want and ensures that your agency is displayed prominently.   Isn’t it time to find out how your agency can benefit from Done-For-You marketing? Call 855-372-0070 and talk to Trusted Choice support today!

Check it out today!

www.insuranceagentsinillinois.com

june 2020

insight

Delivering

Best-In-Class Service

...since 1889

We understand the importance of delivering outstanding customer service. That’s why we have real people waiting to help you when it’s needed most. It’s just another way we are “There when it matters most.” for our agents and policyholders.

DonegalGroup.com

DISASTER PLANNING

VIT RESOU

FOR Y

AGE

REMOTE WORK

Change is being forced upon so many facets of how we are doing business. Agency personnel and practices are being moved from consolidated, in-person teams to connecting and doing business more virtually. It’s never been more crucial to optimize workflows and use the best possible tools for the job – creating an ease of doing business environment that customers not only want – but truly NEED in this time. The following are some of the most impactful tools Big ‘I’ member agents can leverage. These have been created by the Agents Council for Technology (ACT) Work Groups to provide the most benefit to agencies and companies during this time.

DISASTER PLANNING Let’s begin with disaster and contingency planning. This should be a primary interest for agents to best be able to execute your business and provide the services that our customers need so much during this time - uninterrupted sales and service regardless of most conditions. This lies in the foundational practice of having solid disaster plan in place. It is critical for small businesses to understand and plan for all the impact areas across the board for their physical and remote office. In the past year, our ACT Disaster Planning work group put together a highly comprehensive and timely resource that Big ‘I’ members can download to address needed actions - before, during, and after events. The “Agency Disaster Plan” includes strategic resources grouped in focused areas; agency physical location, agency staff, handling technology system, carrier interactions, communicating and other areas. Each of these areas list detailed plans, with links to additional resources. Access to the “Agency Disaster Plan” can be found at: Independentagent.com/ ACTDisasterPlan

insight

REMOTE WORK Clearly, this topic is highly applicable in the current time. So, let’s look at facets of remote office locations and resources for them. This is a reality of life for almost everyone but it’s not just about the technology required to ensure a positive productive environment. Though this is critical in reference to remote connectivity, collaborative cloud-based software, Voice over IP phones, and other interconnected resources, a big key are the processes that agencies and businesses use. Just recently in March 2020, ACT worked with Work At Home Vintage Experts (WAHVE) and their CEO and President, Dr. Sharon Emek, to update a “Remote Work Best Practices” document for our ACT members. This free downloadable guide helps with planning, executing, and monitoring remote work locations. Remote work can be more productive and meet business needs, provided the home office setup is optimized. This ‘Remote Work Best Practices’ guide can be found at: Independentagent.com/ACTRemoteWorkBPs Another component is the actual Agreement between the agency leadership and remote worker themselves. To this end, ACT has recently created and released another timely resource; an “Agency-Employee Remote Work Agreement.” This creates the necessary understanding between agency and remote staff on training and performance, security requirements, equipment and support, physical home office space, and more. This Remote Work Agreement can be accessed at: Independentagent.com/ACTRemoteWorkAgreement These two free resources are meant to complement each other within the remote environment for the benefit of everyone.

june 2020

TEXTING & eDELIVERY

CYBERSECURITY

VITAL OURCES

R YOUR

GENCY

AGENCY WEBSITES By Agents Council for Technology

TEXTING AND eDELIVERY Deciding if we are in a physical or remote office, interacting electronically, is a big component of business today. Interacting electronically provides the ease of doing business that customers expect, but it can put agencies and companies in possible E&O trouble. There are two components which ACT has worked with our knowledgeable Big ‘I’ general counsel staff to create as a resource for our agents and partners. First let’s talk about Texting. For most agents, your customers have your cell number and they’re using it - but you should be aware that the Federal Communications Commission (FCC), through their ‘TCPA’ ruling, requires that when businesses text with customers, they must also have to enact an agreement not only acknowledging the texting, but also what can be texted and give opt-in/opt-out capability. ACT has all of this and more covered in a downloadable agreement you can share with your new and existing customers - we recommend that you enact this and other agreements at the time of policy implementation, and for existing customers when you are going through your policy review. This free downloadable, Agency-Customer Texting Agreement is available through the Big ‘I’ website’s “Legal Advocacy” under “FAQs and Memoranda”. Here’s a link to the host page: Independentagent.com/legal-advocacy/FAQs Another component of electronic interaction is when your customers get policy documents electronically – eDelivery. This applies whether the documents are sent by email or having customers access the documents via an agencycustomer portal. You should have an agreement for transfer of those electronic documents but keep in mind that for electronic delivery to be valid, a consumer must consent to the electronic delivery after they’ve been provided a clear background statement of their rights to receive it in paper form. Finally, if they wish to withdraw consent, then need to be provided ability to do so.

june 2020

So once again our Big ‘I’ Legal team came to the rescue on this. We have another free downloadable ‘AgencyCustomer eDelivery Consent’ which agents can put in place with their customers, which can be accessed and downloaded here: Independentagent.com/legal-advocacy/ FAQs There are a couple quick, key points to cover with these resources: These are specifically for our Big ‘I’ member agent partners, so accessing them requires you to log in with your Big ‘I’ ID (your agency email address), and Big ‘I’ password. These documents are multi-page, however the agreements themselves are small. They’ve been streamlined and minimized to be able to most effectively implement with your customers. Much of the document is background for agents to give you the background that you need. You can simply cut out the shorter ‘agreements’ section in the middle and apply them.

CYBERSECURITY The virtual session them moved on to another springboard. During the ‘Remote Work’ session there was reference to cyber concerns. A solid cyber security or ‘cyberhygiene’ program is one thing in a physical office environment but adding in the complexity of an increased ‘attack surface’ is another thing. A remote work environment brings more risks in the form of ‘attack surfaces.’ This simply refers to additional devices and connections that happen when you are in a remote work environment. Things like using a combination of work and personal laptops, connecting through personal Wi-Fi and routers, using Voice over IP, or other connectivity equipment. continued...

insight

Any small business - meaning an agency - must begin with an internal focus on cyberhygiene. It can be difficult to know where to start with the variety of attack types, and the increasing volume of state & federal regulations to which every business must comply. We get it. This is where our comprehensive “Agency Cyber Guide” comes in. The Guide is currently at version ‘2’ and moving to version ‘3’ very soon, improving the scope and usability of the Guide. The “Agency Cyber Guide” assists our agency partners in understanding where the cyber trends are heading. It breaks down the regulations to be more easily understandable and explains what agents must comply with. There is also solid guidance on how to get started with each. All of this is to provide an overarching strategy Big ‘I’ member agencies can use to put a cyberhygiene program in place that’s effective and preventative. The Guide even offers some resources free of charge such as a downloadable “Written Information Security Plan,” often referred to as a ‘WISP’.) The “Agency Cyber Guide”, and “Written Information Security Plan” can be found at: Independentagent.com/ACTCyber Independentagent.com/ACTCyberPolicy

AGENCY WEBSITES Does your agency have a full privacy policy listed prominently on your website? If you don’t, you may not know that it’s a requirement to have one in place. The great news here is that ACT has once again worked with our Big ‘I’ general counsel to create a robust, downloadable agency website privacy policy which covers all aspects agents need. All you need to do is download it, copy it to a dedicated ‘privacy policy’ web page on your agency website, add your agency branding, and you’re covered! Again, Big ‘I’ agents will need to log in with their Big ‘I’ ID and password to access the policy. The downloadable Privacy Policy can be found at: Independentagent.com/legal-advocacy/FAQs

Another website item needing addressed focuses on website accessibility, specifically, ADA compliance. No thanks to recent court rulings over the past few years, your agency (read: ‘small business’) website is considered the same as your physical office space in respect to websites being a storefront. Websites must take into consideration and contain similar accommodations for disabled visitors; and though you might think this is not a significant segment, know that there are more disabled site visitors in terms of quantity and type than you might think. In the U.S. alone there are over 8 .1 million visually impaired, and over two million legally blind. This describes a lot of potential customers, but compounding the issue is that small businesses are the target of nefarious people using programmed robots to auto scroll through business websites and detect those that are not ADA/Accessibility-compliant. Once detected these entities bring lawsuits against the non-compliant business, and the volume of accessibility-based lawsuits are amazingly high. In the first half of 2019 alone, there were almost 5,600 accessibility lawsuits filed. How do you agencies address this? It is difficult because there is currently no defining law. However, there are 88 guidelines and rulings under the WCAG 3.0 tenets. So, the question becomes, how do you start? ACT work group volunteers and subject matter experts have compiled an ‘FAQ’ and education website to help agencies in the IA distribution channel understand the background and the areas needed to reasonably comply - because a business cannot get everything perfectly in compliance. All the background and guidance need is located at: Independentagent.com/ACTADA If you’d like to join the ACT distribution and be notified of emerging free resources like those described in this session overview, please subscribe to the bi-monthly ‘ACT News’ eNewsletter at Independentagent.com/ACTNews We’ll close this with our sincere thanks to our ACT members making all of this possible; insurance companies, agents & brokers, tech providers, user groups, associations, and consultant members. Agents Council for Technology (ACT) includes the industry’s leading technology experts to provide blueprints on disaster planning, cybersecurity, customer experience, and other emerging trends to help your agency. View more information on ACT at www.independentagent.com/ACT.

insight

june 2020

e INSIGHT -

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

JU N E 20 20

INSIGH T

TECHN

O LO G Y

ISSUE

Ecosy st and th ems, Innov at e Digit al Use ion r Expe Vital R rience for You esources r Agen cy Techn o the “N logy and ew No rmal”

Plus

Six Tip in Any s for Selling Marke M t or Ec ore onomy The Ris e in Rid eshari ng

Going Digital: Redefining Insurance Technology Managed digital business services can play a key role in transformation as insurers explore new tools. By Jonathan Phillips, Raman Kumar and Sumit Taneja, PropertyCasualty360 In this month’s e-Insight. june 2020

insight

LONG-STANDING HISTORY LONG-STANDING STABILITY For over 110 years, Grinnell Mutual has been here, backing agents with quality products and a long history of financial stability. That’s how we build relationships that last. Trust in Tomorrow.® Contact us today. AUTO | HOME | FARM | BUSINESS

grinnellmutual.com “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2020.

WE DIDN’T KEY THE CAR. BUT WE’RE THE KEY TO FIXING IT. AUTO INSURANCE THAT’S DESIGNED TO BE WORRY FREE Wheels are the way around life. Protect vehicles with auto insurance from the Worry Free Company — IMT Insurance. Learn how you can represent IMT Insurance at imtins.com/contact and help your policyholders Be Worry Free with IMT.

AUTO | HOME | BUSINESS

insight

june 2020

Tried-and-true restaurant coverage with no surprises. Small detail. Big difference. Nobody understands the unique challenges of protecting restaurants better than Society. Ever since we developed our policies with restaurant owners more than 40 years ago, we’ve stayed on top of industry trends to deliver the most comprehensive — and reliable — coverage available. If you specialize in restaurants and are interested in an agency appointment, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

AmGUARD • EastGUARD • NorGUARD • WestGUARD

Proud of our

Independent Agents In times of crisis, it’s reassuring to know that our company has a network of industry experts representing us on the front lines. Thank you for your help in relaying COVID-19 relief measures we have implemented to ease some of the financial burden on our policyholders.

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ 30

insight

june 2020

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Encova Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. 32

insight

Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge PEOPLE Previsor Insurance ProAg Management Inc RT Specialty - Naperville Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers UIG - The Agent Agency United Fire Group Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield june 2020

iia of il news | INSIGHT

Education Classes View the latest information at www.iiaofil.org/education.

july

june

2 4 8 9 10 10 16 16 17 17 17 18 22 23 23 24 24 25

CISR-Insuring Commercial Property Virtual Class CISR-Agency Operations Virtual Class Pre-Licensing-Property & Casualty Virtual Class E&O Roadmap To Homeowners Endorsements & PIM Webinar CIC-Commericial Casualty Virtual Class Pre-Licensing Course Life & Health Virtual Class CISR-Commercial Casualty 1 Virtual Class E&O: Roadmap to Personal Auto & Umbrella Webinar Ethics and Agent Liability Webinar Culture, Ethics, and E&O Webinar E&O Roadmap To Policy Anaylsis Webinar Agents E&O Webinar E&O Roadmap to Personal Auto & Umbrella Webinar Pre-Licensing-Property & Casualty Virtual Class E&O Risk Management Webinar E&O: Commercial Property Coverage Gaps Webinar Flood Insurance and the NFIP Webinar CISR-Personal Residential Virtual Class

7 8 9 14 14 14 15 15 15 16 20 22 22 23 27 28 28

Pre-Licensing Course Life & Health Springfield E&O Roadmap to Identity Theft Webinar Pre-Licensing-Property & Casualty Rolling Meadows E&O Roadmap To HO Endorsements Webinar E&O - Cyber & Privacy Insurance Part 1 Webinar Agents E&O Webinar Ethics and E&O Webinar E&O Roadmap To Policy Analysis Webinar CIC - Ruble TBD E&O: Roadmap to Homeowners Insurance Webinar Pre-Licensing-Property & Casualty Springfield CISR-Elements of Risk Management Springfield E&O: Commercial Liability Coverage Gaps Webinar Ethics - Walking a Straight Line Webinar E&O Roadmap to Personal Auto & Umbrella Webinar CISR-Agency Operations Rolling Meadows E&O Risk Management Webinar

New Members

member agencies

Held Insurance Agency - Mt. Prospect, IL HKS & Associates - Bartlett, IL june 2020

insight

Congratulations!

Greg Sandrock

Bernard J. Burns Award Recipient

On Thursday, May 14, during the Big “I” Virtual Legislative Conference, IIABA CEO Bob Rusbuldt announced Illinois Agent and IIA of IL Board Member, Greg Sandrock, CIC, AFIS, as the recipient of the 2019 Bernard J. Burns Award. The Bernard J. Burns Award is named after former Big “I” President Barney Burns, who founded InsurPac in 1975, and served as chairman of its Board of Trustees until 1983. During his tenure, Barney worked tirelessly to educate agents about the importance of being politically active and supporting their association’s federal advocacy efforts. In Rusbuldt’s presentation, he said, “Sandrock has been a tireless advocate for political involvement, not just in his own state, but throughout the country. As Chair of the Big “I” Crop Insurance Task Force, Sandrock has specifically engaged crop insurance agents to be greater supporters of InsurPac, as well as to attend the Legislative Conference. He has traveled on his own dime to heavy crop states to speak at various conventions and conferences, all while educating attendees about what the Big “I” is doing to protect the Federal Crop Insurance Program, and why political engagement is so important to keep that lobbying effort strong. Sandrock has used those venues to encourage InsurPac support, putting his money where his mouth is by maxing out each year himself.”

Sandrock started his insurance career in 1986 as a part-time producer. After two years, he started an agency from scratch. The Cornerstone Agency in Deer Grove, IL was organized and began operations in 1988, growing out of the local name “Sandrock Insurance.” Sandrock and his business partner, Todd Mickley, branched out with an additional location and the staff grew from one to 14. Sandrock has served on the IIA of IL Board of Directors since 2006 serving first as a Regional Director, then moving through the Executive Committee Chairs where he currently sits as IIABA National Director.

Board of Directors Profiles

Neidra Crosby, CPIA, CISR Region 7 Director

The Insurance Exchange, LTD, South Holland, IL Vice President Number of Years with Agency: 15 Year You Started in Insurance: 2004 Education: BA English Spelman College, MBA Roosevelt University Current or Past Civic, Political, or Community Service Activities: Member of Delta Sigma Theta Sorority, Inc., Past Americorps volunteer, AAU youth basketball volunteer What do you feel are major challenges facing our Association today? The lack of diversity and the appeal to agents who are new to the industry. What do you see at the greatest benefit to IIA of IL membership? Networking.

What prompted you to get involved with the Association? Recommendation from my friend.

Chris Bassler, CLCS Region 10 Director

Bassler & Co. Insurance, Northbrook, IL President Number of Years with Agency: 8 Year You Started in Insurance: 2009 Education: Indiana University 2009 What do you feel are major challenges facing our Association today? The future of the IA system, especially in Personal Lines. What suggestions do you have to respond to these challenges? Keep educating the consumers on why it’s so important to have an IA advocating for their benefit. What do you see as the greatest benefit to IIA of IL membership? Building great knowledge and relationships from other Independent Agents in the state - to help one another continue to be a force in the insurance industry.

june 2020

What do you see as the greatest benefit to IIA of IL membership? I have been wanting to get my feet wet with the Young Agents program and I was asked if I would be interested in becoming a board member. I thought “Why not” and jumped right in. I see this as a great opportunity to meet other professional in the industry and state that are going through the same struggles and successes as me. insight

INSIGHT | industry news Grinnell Mutual Announces the Trust in Tomorrow® Premium Payback Grinnell Mutual knows its customers are driving fewer miles during the COVID-19 pandemic because of social isolation guidelines and work-from-home policies. In response, Grinnell Mutual has created the Trust in Tomorrow Premium Payback. Personal auto policyholders will be receiving a check for $30 per personal auto policy that covers a qualifying vehicle. As a percentage of direct written premium, this $5 million investment is comparable to what other carriers have announced. It will be shared among roughly 166,000 auto policyholders in all of Grinnell Mutual writing states.

The Trust in Tomorrow Premium Payback is only one of several actions Grinnell Mutual has taken to help both auto and commercial policyholders through this unsettled time. School-permit drivers: Because 13- to 15-year-old drivers are not driving to school and other activities, youthful driver policies will be reclassified, offering premium savings for policyholders. The premium change will be retroactive to March 16, 2020, and continue until school restarts. Vacant buildings: Grinnell Mutual serves mostly small businesses, which are being especially hard hit by the pandemic. Our goal is to prevent further economic harm, so we will support those policyholders by not enforcing policy coverage exclusions for vacant property. We believe it would be unfair to put policyholders in a situation where the vacancy clause means they are not covered during a state-mandated shutdown for what would otherwise be a covered cause of loss. Restaurant delivery: To assist restaurants during the current shift to delivery and take-out only, Grinnell Mutual is offering short-term hired and non-owned auto delivery coverage (applicable to current insureds only). Moratoriums: The company has already taken the step of placing a moratorium on cancellations or non-renewals due to non-payment on all types of policies through May 18, longer than many state-mandated moratoriums. The company will follow other state moratoriums if they are extended, and moratoriums for all states in our writing territory will be set to the latest date of that issued by any state in our territory. Charitable giving: Grinnell Mutual’s core values have always included a commitment to serve the community, and the pandemic has made that commitment even more important and urgent. So, in addition to helping policyholders directly, Grinnell Mutual and its GMG Foundation have donated over $75,000 to Grinnell-area non-profits serving the healthcare, education, and small business sectors, as well as to organizations dedicated to food security.

Encova Insurance Begins Internship Program with Virtual Solutions

Currently, about 90% of Encova’s associates are working from home. At least to begin their internship, the interns will also work from home. The company continues to monitor the COVID-19 pandemic and will incorporate the interns into the return-to-work plan for their offices. The interns represent 10 different departments, including Information Technology, Accounting, Safety and Loss, Underwriting and Analytics. They are primarily college juniors and seniors, with 13 different universities represented. Encova still plans to offer the interns a volunteer opportunity to serve their local community. Different options are being considered to ensure safety, but in past years, interns have volunteered with organizations such as Ronald McDonald House and LifeCare Alliance. A super-regional carrier ranked in the top 20 mutual insurance companies in the United States, Encova includes more than 1,200 associates writing in 28 states and the District of Columbia, premiums in excess of $1 billion, a surplus in excess of $1.65 billion and assets in excess of $4.3 billion. The group markets insurance solutions through more than 2,000 independent agencies in the Midwest, Northeast and South. Pekin Life Insurance Company Holds Annual Meeting Pekin Life Insurance Company held its annual meeting on Tuesday, May 12, 2020. The Company reported net income of $1.5 million. Premium income increased by 0.5 percent to $185.4 million. Life Insurance in force exceeded $18.9 billion at year-end 2019. At the meeting, shareholders elected directors Steven R. Anderson, Loves Park, Illinois; Anthony S. Burkhart, Vincennes, Indiana; and Brian K. Lee, Pekin, Illinois, to three-year terms to expire in May 2023. Other directors whose terms continue are: Craig W. Concklin, Hinsdale, Illinois; Daniel V. Connell, Tremont, Illinois; John S. Heller, East Peoria, Illinois; Thomas C. Hornstein, Pekin, Illinois; Scott A. Martin, Chillicothe, Illinois; and Christine A. Schwartz, Pekin, Illinois. Pekin Insurance officers elected to Pekin Life Insurance Company included: Scott A. Martin, Chairman of the Board, Steven R. Anderson, Vice Chairman of the Board; Daniel Connell, Chief Executive Officer; Brian K. Lee, President and Chief Operating Officer; Michael A. Zabinski, Senior Vice President, Chief Financial Officer, and Chief Risk Officer; Amy M. Darling, Vice President - Life Claims; Jocelyn A. Duncan, Vice President - Life Administration; Gregory L. Feller, Vice President - Sales; Joel M. Jackson, Vice President - Marketing; Subhasis Mukherjee, Vice President - Chief Information Officer; Tyler D. Petersen, Vice President - General Counsel and Secretary; Kimberly S. Remmert, Vice President - Human Resources; Amber J. Stenger, Controller; and Michele E. Ginther, Assistant Vice President and Assistant Treasurer. Pekin Life Insurance Company is an integral part of the Pekin Insurance® group of companies.

Encova Insurance has moved forward with its summer internship program in Columbus, Ohio, and Charleston, West Virginia. Twenty-two interns joined Encova in May with virtual training and onboarding. 36

insight

june 2020

people in the news | INSIGHT Central Insurance Elects Hurless to Board of Directors, Purmort as President

The Central Insurance Companies has announced the election of Cindy M. Hurless to its Board of Directors. As Central’s Chief Operating Officer (COO), Hurless is responsible for oversight of the company’s Services, Claims, Underwriting, and Loss Control operations. She earned her BA in Communications and Business Administration from Hope College. She joined Central in 2002 as Manager of the Mail/Supply and Commercial Lines Services departments and was promoted to Vice President of Customer Services in 2004. In 2018, she was promoted to her current position as Chief Operating Officer. She has earned the Associates in Insurance Services (AIS), Associates in General Insurance (AINS), and Chartered Insurance Operations Professional (CIOP) designations. She serves on the Van Wert Area Performing Arts Board, Van Wert YWCA Board, and Van Wert County Foundation Board of Trustees.

Bill Purmort began his career at Central in 1979 and held positions in underwriting, marketing, and management before becoming President and Chairman of the Board in 1994. Bill is a trustee for the Property & Liability Resource Bureau, a past board member for Trusted Choice and the Property Casualty Insurers Association of America, and past trustee for the Ohio Insurance Institute and the Griffith Foundation. The Central Mutual Insurance Company was founded in Van Wert, Ohio in 1876 and has evolved into the Central Insurance Companies, a successful property and casualty group providing insurance for more than 350,000 automobiles, homes, and businesses in 24 states. Central is based in Van Wert and operates regional offices in Boston, Atlanta, Dallas, and Van Wert. The Central group of companies has combined assets of over $1.7 billion. Central’s A.M. Best rating is A (Excellent).

The Central Insurance Companies’ Board of Directors has elected Evan P. Purmort as President succeeding outgoing President F.W. “Bill” Purmort III effective May 13, 2020. Bill is retiring after 43 years with the company but will remain Chairman of the Board of Directors. Evan is currently Central’s Chief Marketing Officer, and is responsible for regional operations, agency partner and industry relationships, and business development strategy. He began his career with Central Insurance immediately after graduating from Miami University and has held the positions of commercial underwriter, marketing manager, commercial underwriting supervisor, personal underwriting manager, and Vice President of the Northeast Regional Office. He has served Central in its Atlanta, Dallas, Boston, and Van Wert, OH offices. Additionally, he has served on Central’s Board of Directors since 2017 and has recently joined the Trusted Choice Board of Directors.

june 2020

insight

INSIGHT | classifieds for the insurance professional by the insurance professional

PERSONAL LINES CSR - PART TIME.

AGENCY WANTED.

Email resume to: bill.ntovas@caroinsurance.com

Visit www.ciagonline.com for contact information.

28. Caro Insurance Services, Orland Park, IL is seeking a qualified Personal Lines CSR. The position requires an individual to have insurance - Personal Lines - experience, quoting, processing endorsements, excellent customer service and communication skills. Illinois P&C License is desired. Part-time, approximately 15-20 hours per week; salary $18-21 per hour.

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

13. We are a 100 year old Northbrook agency looking to discuss any mutually beneficial opportunity. Our producers, mergers, clusters and agency purchases receive 50% commissions on new and renewal business without any expenses. We can provide: office space, phones, agency management system, service renewals and changes. The companies we represent are: Badger Mutual, Employers Mutual, General Casualty, Guide One, Hartford, Kemper, Progressive, Rockford Mutual, Safeco, State Auto, Travelers and Met Life. Contact:

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

insight

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

AGENCY/AGENTS/PRODUCERS WANTED.

02. Forest Park/Oak Park agency for over 60 years, will meet your needs by providing space, markets, marketing & sales support, automation, merging with or purchasing your agency. Perpetuation/ Succession Plans, BuySell Agreements also available. We have experienced, educated and dedicated staff for you and your clients. Have access to our numerous companies, office services and many other resources. Retain ownership in your book with contingency. Please look closely at us- we are an agency you want to do business with! Weâ&#x20AC;&#x2122;ve done it before, we know how- we make it easy! Visit our website at forestagency.com/agents.html, or call for a confidential discussion and a list of Agency benefits. Dan Browne will provide an agency evaluation/appraisal at little cost to you. Please call:

Dan Browne or Cathy Hall Forest Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions

june 2020

OPEN SEMCI Single-entry, multiple-company interface (SEMCI) is like magic!

Acuity, long recognized as a leader in agency interface technology, is committed to supporting SEMCI in commercial lines. SEMCI drives efficiency in the quote and application process and allows you to choose how you want to do business with Acuity. Acuity currently partners with several of the leading commercial lines insurtechs. We are building, exploring partnerships, or expanding with numerous other independent agency technology solutions. And Acuity is on the forefront of integration technology, continually building the connections necessary to be ready to connect to new insurtechs as they emerge.

june 2020

insight

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. Follow us at bigdoghq.com.