e-Insight - March 2023 - Member

YOUNG AGENTS PERSPECTIVE YOUNG AGENTS PERSPECTIVE

Looking Ahead: What Will 2030 be Like for the Insurance Industry

Consider an Internship Program Details Inside!

Board of Directors

Executive Committee

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

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

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

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

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

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

Regional Directors

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

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

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

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

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

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com

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

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

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

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

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

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

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

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

Committee Chairs

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Our Industry is Resilient

We are coming up on the 3rd anniversary of when the US shut down and went into shelter in place. I am not sure how you feel, but to me, that moment felt like it occurred ages ago. Yet there are events and industries that are finally getting back to what I can only refer to as prepandemic normal (if that will ever exist).

This is not the part where I focus on what we learned or recite the lessons that we can derive from the last three years. I can tell you my opinion but I will not pretend to act like I know what is going on in every agency and understand what each member has gone through.

What I do believe is evident is that our industry is resilient. We are blessed to have been able to adapt to the new work environments and new focus on work life balance.

As an industry, the Illinois insurance carriers and distribution channels responded appropriately because we have a competitive and robust insurance marketplace. This fact is why it is disappointing to see that legislation has appeared looking to regulate our industry. It simply doesn’t make sense. Illinois is a competitive market and has done a fantastic job of regulating itself. If you have not had a chance to read the IIA of IL’s February 8 press release, please do so. This is an incredible example of what your association does to protect our industry and advocate on your behalf.

However, it does not stop there, one of the events that we hope to bring back to pre-pandemic form is our State Legislative day. If you have never had the chance to attend, think about making the trip down state on March 28, 2023 to join us for an education seminar and then a legislative reception where you can interact with your elected officials and discuss some of the issues that may affect your business and the clients you serve.

My book of the month is another Patrick Lencioni New York Times Best Seller, The Truth About Employee Engagement, a Fable About Addressing the Three Root Causes of Job Misery.

Lesch with “The Girl Scout.”

The Importance of Hiring the Right People... and Keeping Them

The biggest challenge for an agency is bringing on the right talent and fit for your agency. I suggest first developing what your perfect employee would encompass regarding traits. I would set four to six traits as your ideal example of a perfect employee. You may and/or should have different lists for your agency’s specific needs. You agents would have different traits than your customer service representatives (CSRs) as well as your agency managers. Each agency will be unique because if you are a small rural agency, all three of those employees could be the same person. If you are a larger agency, you could have more diverse and different types of employment opportunities.

An example of a trait list for agents may be:

- dynamic

- adaptable

- problem solver

- technology literacy

- social

- detail-oriented

An example of a trait list for CSRs may be:

- organized

- detail-oriented

- friendly

- efficient

- task-oriented

- good follow-up skills.

Honest relationships

Each type of employee will have to have its own desired skill set. You will need to tailor your interview questions to draw out or illicit the information you need to determine if they are a fit for your organization. You may be interviewing someone for one position and find that they are a better fit for a different position.

My best advice is not to settle and hire an employee just because you need to hire an employee. (Years of hiring State employees experience speaking here. ) It will cost you more in the long run, and once you hire someone that isn’t a good fit, the harder it is to get rid of them, and ultimately you will have to go through the process again. This will be harder for smaller agencies in smaller communities as your options will be more limited. If you limit your options to those who apply to work at your agency, your chance of success will be greatly limited. Get very involved in your community and attend everything that you can. Keep your eyes and ears open. The perfect candidate may be standing right in front of you.

If you are fully staffed and come across what you think would be the perfect fit, you may want to consider bringing them on, as perfect fits rarely come around. Did any of you dream of being an agent when you were growing up? I would say no unless you grew up in the family insurance business. For those that said yes and didn’t grow up in the industry, I would contend that you probably need therapy.

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The point is that people who may be a great fit typically don’t seek positions in this industry. If you are at a social event and someone is there that is very social(can talk to anyone), likes to help people, and enjoys being part of a team, you may want to have a conversation with them. The worst thing they could say is that they are not interested.

“You miss 100% of the shots you don’t take.”

- Wayne Gretzky

Okay, you hired the perfect fit, and now how do you keep them? In a smaller community with limited pools of employees, it will be harder to retain those employees due to supply and demand. Your reputation as to how you treat your employees will go a long way in employee hiring and retention. You will want to provide new and existing agents and CSRs with top-notch education and designation opportunities. It will cost you some money, but the benefits will far outweigh the cost of employee turnover and the loss of accounts due to a lack of policy knowledge and the ability to convey your agency’s value to clients. Employees want to have a sense of worth, and providing them with regular benefits along with educational benefits tells them that they are an integral part of your agency’s vision and mission. Shameless plug is that you can receive all of those educational needs through the IIA of IL.

A great analogy of employee retention is your lawn. What? Think about your lawn. If you do nothing, it will look good in the Spring, stressed in the Summer, and dormant in the Fall. If you water and mow your lawn (put in the minimal effort), it will look fine throughout the year but will, over time, thin or promote disease growth and will eventually not look great and thereby force you to tear it out and start over (hire new employee). If you water, mow weekly, edge every other week, fertilize seasonally, aerate yearly, thatch every couple of years, and slit seed every five years, you will have a lush, thriving lawn that will be the talk of the neighborhood. Fertilizing, aerating, thatching, and slit seeding is analogist to giving your employees great educational opportunities. Performing those tasks will cost you more, but the ends will justify the means. We all have that house in our neighborhood where the lawn looks amazing, and we wish we could have that lawn. Not going to lie; I am that guy. You could have that lawn with time, effort, and money. Those with great lawns don’t have any special formula. They just deem the investment of time and money important. You are lucky to belong to the Association because there is a special formula for hiring and retaining employees: you can access hundreds of peers who experience the same struggles. IIA of IL hosts great events to interact with your peers, like the EDGE Conference (see page 22) and CONVO 2023 (October 1012, Peoria, IL).

Don’t forget about your IIA of IL tools to help with all of this: Career Plug, My Agency Campus Learning Solutions for Insurance Agents, and Big I Hires. Check out our website to learn more.

As with anything in life, you will get out of what you put in. All my coaches growing up told me that, and it holds true with everything in life. If you want to coast along and hope for the best, it may work in the short term. If you want true success, you will need to be fully engaged. The more people (employees and clients) you can get excited about your agency, the better your agency will be situated to thrive and prosper. Or, as Spock would say, “Live long and prosper.”

As always, this just Brett’s 5 Sense (hopefully we get inflation under control and I can return to 2), and I hope it was helpful. If you need any clarification or have any suggestions for future articles, please email me at bgerger@iiaofil.org.

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LOOKING AHEAD

What Will 2030 be Like for the Insurance Industry?

By Daniel Smith

Flying cars? Time machines? We’re not talking about science fiction and the impacts of a new world of risks on insurance. The article will take a look at the trends we already see happening in the marketplace, and how they may affect the independent agency system.

We’re in an interesting time for the insurance industry, and as we look ahead to the rest of this decade, the impacts of change are likely to leave us with a landscape that looks different than today:

• The robust economy we had the luxury of operating in for several years is now being impacted by inflation, supply chain issues, and global crises

• The “Silver Tsunami” that was talked about for years is finally here, with many agents over 65 retiring and leadership transitioning

• The impacts of generational change are also impacting service personnel, leaving a large talent gap for our agencies

• Remote work is impacting the workforce more than ever, with some employees even taking smaller salaries and lesser benefits in order to get more flexible work options

• Insurance capacity is changing, with appetites being lowered, rates being raised, and reinsurance impacting carrier decisions across many markets

• M&A in our industry has slowed slightly, but we’re still seeing record activity and multiples

How will all this impact independent agencies? Let’s take a look at some potential directions our industry could take by the time we reach 2030.

Economic Impacts

We will cite the 2022 Big I Agency Universe Study for data in this article (unless otherwise noted), and their report showed that the majority of agencies – 62% – report increases in total revenue between 2020 and 2021, but this proportion is lower than the 70% in 2020. Twentyfive percent report a decline in revenue, with an average decrease of 22%. In particular, fewer agencies report personal lines revenue increases in 2022, 60% compared to 67% in 2020. More than 1 in 5 say the pandemic has impacted their operations and revenue.

However, independent insurance agencies are traditionally resilient to economic impacts, and we feel this will be the case through this market. While the pace of growth may slow, there is still growth to be had, especially for agency that plan and prepare for change.

A New Wave of Leadership

There is no doubt we will miss the knowledge of those leaving for retirement, but new ideas will also be ushered in with new leaders. This may include new use of technology, new workforce innovations, updated workflow and processes, and likely new views on agency-carrier relationships.

In addition, some changes in inclusion are occurring in the industry. 2022 saw a gain of five percentage points in the number of female agency principals – from 42% to 47%. Non-white agency principals saw an increase in their numbers as well, from 12% in 2020 to 17% in 2022.

New Solutions for Service

Many agencies have already begun to embrace virtual assistants, remote work, and other less traditional support staff solutions. It is likely this will continue, as will automation solutions and workflow improvements that are likely to change the “duties” of account executives and CSRs.

The Agency Universe Study showed that most agencies would be comfortable allowing clients to self-serve for policy documents and identification cards, at 77%, while 2 in 3 are open to self-service for billing inquiries and claims filings.

Whatever staffing changes are accepted in agencies, talent continues to be a key concern of the industry. Agencies that develop systems for training and redundancy are likely to be better positioned for the impacts this will continue to have on the marketplace.

Independent Agencies Win with Choice

As market capacity tightens on auto, professional liability, and other verticals, independent agents will have even more opportunity to win business with choice. Direct writers will be heavily impacted with limited options and unhappy customers wanting to compare coverage and rates. The new “competition” that most agents claim to be watching is non-traditional channels, especially on personal lines. Direct to consumer auto insurance, as well as work comp and small business to a lesser extent, will be an area to monitor for the remainder of the decade.

Carrier and Marketplace Specialization

As many agencies already do, carriers are likely to begin providing more niche focus. Wholesale brokers, E&S markets, and specialty carriers will need to find ways to take the lead in their markets with improved underwriting, risk management support, and rating processes. Their knowledge of specific markets and risks can give them the advantages to do this, and agents whose targets align will lean on them to facilitate those advantages for their clients.

Merger & Acquisition Cycles

M&A in our industry has almost always been cyclical, but we appear to be rounding the top of a very large Bell curve now. All the activity has led to consolidation as well as the forming of new agencies, and the amount of U.S. independent agencies actually increased in 2022 for the first time in three years. The Agency Universe Study found that there are 40,000 independent property-casualty agents and brokers in the U.S., an increase from 36,000 in 2020.

So, where will that leave agencies that haven’t sold? Likely in a position for growth. Where will it take agencies that did sell. Likely in a position for growth. How can both be well suited? Agencies that didn’t sell may be able to win business through a “smaller is better” approach, possibly luring business from larger brokers. A commitment to more personal service and interaction can be enticing to insureds. Agencies that sold to larger firms may be improving through new efficiencies of scale, allowing them to increase revenue. Agencies that merged or sold to firms of similar size may have new markets and capabilities that will allow them to win more business. There doesn’t to be a “losing” scenario for any of these agencies.

As we look ahead to 2030, we certainly may face a different landscape in the insurance industry. But, as they have been for decades, independent insurance agencies have every opportunity to succeed in it.

Daniel Smith, CAE, is the Chief Marketing Officer and co-founder of Market Retrievers, a digital marketing firm focused on building and implementing strategies for independent insurance agencies. He previously worked for the independent agents association in Tennessee for over 14 years and served as the CMO and COO. He is also a licensed P&C agent. He may be reached at dsmith@ marketretrievers.com.

There is no doubt we will miss the knowledge of those leaving for retirement, but new ideas will also be ushered in with new leaders. This may include new use of technology, new workforce innovations, updated workflow and processes, and likely new views on agency-carrier relationships.

NOW IS THE TIME TO CONSIDER AN INTERNSHIP PROGRAM

By Jennifer Jacobs

In February, we celebrated Insurance Careers Month by showcasing online the attributes that make insurance a stable, rewarding and limitless career. Members shared #A Day in the Life and videos explaining why they chose insurance. That’s just one small way that the association can help promote all that insurance has to offer.

Internships are a way that agencies can demonstrate to students and future employees of the industry the nuances that are often overlooked from the outside. Internships can give the future industry employees a first-hand look at how your work directly impacts clients, how you can make a difference in the local community, and how your career involves much more than pushing paper at a desk. Agencies can also increase their profile in the community or with a local school by promoting the availability of an internship program.

Hosting an intern can be rewarding in itself – agency personnel have the opportunity to work with and learn from the next generation of talent. Students today have been raised and educated on technology and will be able to quickly adapt to your email marketing program, update your agency’s online presence, show you a shortcut that can save time, or potentially infuse a new idea into your existing routine. Agency employees could also learn more about what motivates young customers and how to communicate value to them. Agencies can also use internships as an opportunity to experiment with a new position or complete a project without the long-term commitment of a permanent employee.

Internships can be structured and coordinated through schools to enable students to earn credit while gaining valuable experience in an employment setting. These will require some coordination and often paperwork and evaluations coordinated through the school to ensure that the student meets the requirements and that the internship is following any rules set by the institution that might dictate schedule or pay for student interns. Or an internship program can be as simple as hiring a student worker over the summer to focus on projects like social media, building a prospect database, or developing a marketing plan for a new solicitation campaign . Agencies can also utilize interns to perform back office functions such as generating quotes, ID cards, preparing proposals or handling claims data.

James Unland & Co. in Pekin, IL connected with a student at Eureka College who was interested in interning with an agency. The college had a structured program that allowed the student to work part-time at the agency while receiving college credit for the internship during their senior year. The goal set for the internship at Unland was to educate the student on the role of an insurance producer and to prepare them for a future in that role. The sales manager had the responsibility for interacting with and managing the intern on a daily basis.

“One of the biggest challenges is determining what responsibilities and experiences can you give the intern to provide them with adequate exposure to what it is like

to be in the producer role without having them licensed,” according to Laura Maas, HR Solutions Manager at Unland.

At Unland, producer interns will go on renewal visits and initial client meetings to observe. They also spend time with different members of the team to see examples of how to round out an account.

Recently, with the help of an employee on the local school board, Unland has begun working with co-op students from the local high school. These students work part-time in the agency answering the phone and handling basic inquiries. The goal for the high school co-op students is to provide administrative assistance to the agency and to gain exposure to some of the responsibilities associated with an account manager.

“Having a structured program for who will be responsible for the intern and how they will spend their time is key,” said Maas.

While some agencies seek out and work with internship programs through local schools, connecting with a formal program isn’t necessary. Ken Samson, President of Dasco Insurance Agency in Northbrook, had thought about bringing in an intern for several years, but wasn’t sure where to start. When a friend called out of the blue to ask if Samson had an opening for an intern, he said, “yes,” and immediately got to work planning the agency’s first internship program.

“It was important to me that this was a win/win situation,” said Samson. “We had some low-level work that we needed help with but I wanted the intern to learn about insurance, how a small business operates, working with other people, and customer service.”

Samson and a coworker put together an outline for the intern which included: reviewing the communications

report and attaching policy documents; answering incoming phone calls; and assisting clients with billing issues. Once the basic tasks were complete, the intern at Dasco would then spend time with different agency personnel observing their functions and then later learning processes for mortgagee changes, adding a vehicle, and sending out loss control recommendations. At the end of the day, Samson would find time to meet with the intern to discuss some of the issues he was dealing with or to talk about an insurance concept such as co-insurance or risk transfer.

“I loved having an intern,” Samson said of his first intern. “It felt great to be giving a young adult a real job and she really helped the agency for the entire summer. Plus, I got to talk to her about insurance concepts which was fun and challenging. Most of our clients don’t ask too many questions – maybe they are embarrassed or feel like they should know this stuff so when we talk at them, they just nod their heads. But she would ask, “Why?” or “What does that mean?” which really kept me on my toes! It was interesting to see business, the world, and insurance through a young adult’s eyes.”

Samson keeps in touch with his first intern, who relocated to Bloomington and is still working in the insurance industry. Since that first summer, Samson’s agency has gone on to hire three additional interns, each of whom brought something different to the agency.

Samson said, “I think the biggest challenge was committing to do it.” He closed by encouraging agencies to act now to begin looking for an intern. He said, “College kids who are looking for this kind of summer job start looking in March - if you first start looking for an intern in June, you are too late!”

Jennifer Jacobs is the Human Resources Director for the IIA of IL. She can be reached at jjacobs@iiaofil.org.

Starting an Internship – Resources

InVest Agency Internship Guide

Complete with helpful tips, examples of internship projects, suggested goals, and evaluation template, The Internship Guide includes an easy-to-update handbook to provide agencies and students with a roadmap for how to navigate the internship program. It also includes some basic business wardrobe and office etiquette tips to guide you in setting expectations for your interns. Scan the code or visit Investprogram.org/professionals (log in with your IIABA credentials for full access to materials).

Access to Industry Job Boards

If you’re not working directly with a school, you’ll need to share your internship opportunity online. Scan the code or visit iiaofil.org/products-services/recruit-train-retain for links to industry job boards and hiring platforms.

Onboarding Guide

For frequently used new-employee forms and an onboarding checklist and sample schedule, scan the code or visit iiaofil.org/Products-Services/Solution-Center/Agency-Management. Sign in with your IIA of IL website credentials and click on “On-Boarding New Employees”.

YOUNG AGENTS

We’re in a changing industry and a changing of talent from as many as five different at a faster pace than ever. The next completely different landscape, same than

What have you learned from working with older generations? What do you feel they can learn from you?

Agent, Compass Insurance Gibson City, IL

Tell us a little about your background, current role, and how you got into the industry.

I grew up in a small town called Le Roy in Central IL. I graduated with a bachelor’s degree in Finance and Insurance from Illinois State in 2020. I am currently an Agent for Compass Insurance and have been here for just over two years. I have always been interested in insurance as my grandpa was in the industry for 45 years, and my mom took over his agency for a handful of years as well.

What do you feel are the “new” challenges young agents face in our industry?

Getting into this industry at an early age is currently tougher than ever. The average age of an insurance agent/ producer is at an all-time high, so while there are going to be job opportunities - it also means that there is a ton of smart and experienced agents out there with great relationships that are tough to crack.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry? Being taken seriously at an early age is tough. Whether right or wrong, most people connect age with knowledge and wisdom. While it is true in some circumstances, it is not always the case, and it can be tough to get over that as a young agent. If you can, then it is a great industry.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

This is a great benefit for the culture of our agencies and industries. The youth of the industry can bounce questions off the experienced staff. While at the same time, the experienced staff can learn and understand the younger generation in ways they would not have thought about before this youth movement in the industry started.

I feel extremely fortunate to have many experienced agents at our company. The number of questions I asked when I started was, I am sure, at times overwhelming. They never once complained and always made time for me to learn. They have taught me that you can never know it all but that asking questions and figuring out answers is the best way to approach this industry rather than guessing on things. There are plenty of difficulties in the role that I am in, and the owners/agents have made sure I know that it is the same for everyone. This has allowed me to keep my head up and keep pushing, which has been a big reason for the success I have had.

What do the young professionals think about all of this? their perspective, and responses. Here is what the future independent agency channel our industry.

While I am still new to the industry, I have figured out a few things that have been effective for me and could be for the older generations as well. I think using the agency management system as much as possible is an excellent habit to get into. At times, it feels like the capabilities are endless. I would also say my willingness to take on rejection and turn it into a positive and learning experience is something that I would recommend to everyone. Being told no or not this year is not the end of the world.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

I believe technology has enhanced our ability to handle risks and update/analyze coverages quicker, leading to quicker and more accurate quotes. Technology has also decreased the average claim time dramatically. The only caveat is some claims are better off being overseen in person, so I would still like the bigger ones to be handled and communicated person to person rather than with technology.

What do you think will have the biggest impact on our industry in the next 5-10 years?

I think that electric cars and private insurance being sold through Tesla-like companies around the world will be tough to overcome. While it is not a huge deal now, especially in our area, the electric car industry is growing quickly, and it is only a matter of time before we start seeing this affecting us directly.

AGENTS PERSPECTIVE

changing world. Our workforce is comprised different generations. Technology is changing next 5-10 years may leave us with a or it may incorporate more of the than we realize.

professionals of our industry this? We asked them for and we got some great is their feedback on future holds for the independent insurance channel and industry.

Tell us a little about your background, current role, and how you got into the industry.

I had been in the sales and customer service industry for eight years when I lost my job during the pandemic. While looking for a job, I scheduled an interview with my now mentor, Mohammed Ali. During the interview, Mohammed asked me to research some insurance basics and explain my findings to him in a second interview. After getting that opportunity to learn about an industry I had never previously considered a possibility, I realized a potentially huge career path. I’ve been a licensed agent for two years and have continued my insurance education since that first interview.

What do you feel are the “new” challenges young agents face in our industry?

I think a lot of new agents rarely meet their clients face to face, so it’s harder to develop relationships with the clients.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry?

In my experience, most young agents get into this industry through the captive market. I don’t think the captive market really wants to teach young agents about the industry as much as they want to teach them sales and their product. A lot of these young agents gain a negative view of the industry and don’t consider the independent side because they aren’t introduced to it.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

I think the insurance industry has one of the larger generational gaps, which can often be seen in marketing strategies and technological innovation, especially for smaller agencies.

What have you learned from working with older generations? What do you feel they can learn from you? The older generation has taught me a lot about the proper insurance agent decorum for interacting with clients going through crisis as well as general business savvy about interacting with other aspects of the industry. On the other hand, I feel like my perspective about the evolution of marketing and integrating technology has been appreciated.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

Now that everybody has a camera it is easier to record claims and the current state of insured property. With this ability to document, I think it makes it a lot easier to indemnify for our clients. The only thing holding insureds back is not having that conversation with their agent to document in the first place.

What do you think will have the biggest impact on our industry in the next 5-10 years?

I think the advancement of automation and quoting interfaces will be a big challenge in 5-10 years. As my social media generation grows older, we are seeking fewer and fewer human interactions in exchange for efficiency and convenience. Many industries have been moving towards this in the past few years, not just the insurance industry, and while they haven’t seen a lot of success so far, that doesn’t mean they won’t improve their technology moving forward.

Chief Administrative Officer Alim Corporation, Evanston, IL

Tell us a little about your background, current role, and how you got into the industry.

I started in the insurance business after working full-time in the medical field for a hospice company. During this time, I also attended nursing classes at night and often found myself yearning for a different career. After speaking with my uncle, who owns an independent agency, I decided to take a leap of faith and leave my job. It turned into a wonderful opportunity to work with him. I now manage the agency and couldn’t imagine doing anything else. I have found a passion within this industry and enjoy being an advocate for our customers!

What do you feel are the “new” challenges young agents face in our industry?

The biggest challenge we as young agents face is customers’ accessibility to doing their insurance online by themselves. Most people, especially the next generation of insurance consumers, might need help understanding the importance of making sure they have enough coverage. It is vital to have knowledge of every single coverage and inform the consumer’s decision based on need versus price. It is easy to short yourself on coverage when you are basing it solely on price.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry?

Being in an “old school industry’’ as I call it, it is easy to write someone off because they are young. Having personal experience with this, I feel young agents have to prove themselves a little more when dealing with potential clients. While there may be a stigma about lack of experience, young agents bring a fresh perspective into this “old school industry.”

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

Having first-hand experience working in a multigenerational agency, I feel lucky to be able to work with someone with over 40 years of experience. I feel we have a lot to learn from each other about evolving business practices, such as the use of social media & retaining customers. Young agents, such as myself, have a lot to learn from our experienced predecessors.

What have you learned from working with older generations? What do you feel they can learn from you? Working closely with someone that has been in the business for over 40 years has gifted me with a great amount of knowledge and “real-life” scenarios that you can’t learn in a classroom. Learning about how the industry has changed has given me the insight to adapt to new challenges as I encounter them. The primary lesson the older generation of insurance agents can learn from the young agents is embracing the shift in technology. As we continue to venture into the world of technology-based communication, the younger agents are already doing it with social media platforms. There are so many new and innovative ways to connect.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

With our world transitioning to more screen-focused communication, I feel it takes the personal touch out of what made the insurance business so special. It strips the personal touch out of connecting with customers by trying to base our main form of communication with them through email or text. I love connecting with customers, whether that be face-to-face or with a phone call. Taking the time to form a personal connection is special.

What do you think will have the biggest impact on our industry in the next 5-10 years?

The push for buying insurance online removes the need for agents, therefore negatively impacting the industry. However, I think it will open up a greater issue of inaccurate policies and low coverage. This will only highlight the importance of our independent agents.

Agent Matzenbacher Insurance, New Athens, IL

While there stigma about lack young agents bring into this “old school

Tell us a little about your background, current role, and how you got into the industry.

I was born and raised in Virden, IL. I grew up playing basketball and played all the way through college. I attended Mac Murray College in Jacksonville, IL. I worked part-time for our agency in college. My current role in the agency is as an agent. My grandfather started the agency back in the ‘70s, and my dad followed in 1992. I am the third generation of insurance agents. Outside work, I coach High School golf and 7th-grade boys basketball.

What do you feel are the “new” challenges young agents face in our industry?

I feel that young agents face many different challenges in our industry, but the biggest one that I have seen so far is the internet companies. This is a challenge because they advertise cheap payments without explaining what the coverages mean, what exclusions are in their policy, and why you might need higher limits.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry?

The challenges young agent face are being young in general and not having that trust with the clients yet.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

Being one of the most multigenerational workforces, we must adapt well to technology because it is always changing. With that being said, agencies and agents need to be able to do old-school and new-school insurance. We still need to meet clients face-to-face and make phone calls, all while knowing when it is appropriate to use the new-school method of e-sign, email, and text messages.

YOUNG AGENTS PERSPECTIVE

Agent Musso Insurance, Virden, IL

What have you learned from working with older generations? What do you feel they can learn from you?

I have learned multiple different things from the older generations, but I think the most important things are: to be honest, earn the client’s trust and respect, if you say you are going to do something, then do it, always own up to your mistakes when they are made and learn from them.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

Technology, I think, has made the biggest impact on coverages so far. They are starting to come out with coverage protecting the insured against cyber-attacks and ID theft, and I can see many more coming in the future as we adapt with technology.

What do you think will have the biggest impact on our industry in the next 5-10 years?

The biggest impact on the industry in the next 5-10 years will be legislation changes and agents/agencies being able to adjust to the new technology. Technology is the new future, so we have to be able to use it to our advantage but also know when to revert back to the old-school way when it is beneficial for the client.

there may be a lack of experience, a fresh perspective school industry.”

Tell us a little about your background, current role, and how you got into the industry.

I’ve been in insurance for 17 years this year. Insurance was ultimately the first “real” job that I had. I am an agency owner and have been for two years now. I kind of fell into the industry. I worked for a tax preparation company in the same office as an insurance agency. The insurance agency had me start part-time doing cold calls. Then, a position became available to be a customer service representative. I ended up getting licensed shortly after and did a little bit of everything in the agency. Unfortunately, the owner ended up passing away, so I ended up purchasing the agency. I couldn’t be happier with my decision.

What do you feel are the “new” challenges young agents face in our industry?

One challenge is trying to keep up with the demands of instant gratification when it comes to servicing customers. Also, knowing when to take a break from working with access to everything at our fingertips.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry?

I think the challenges that young agents face are people not trusting them right away and being too new in the industry. I feel young agents have to prove themselves more than an experienced agent that has been in the industry longer.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

It’s exciting to know that we are operating in the most multigenerational workforces of all time. I feel like we all have something different to bring to the table, and we can all work together and learn from each other. We need to be open to doing that because it can really benefit all of us.

YOUNG AGENTS PERSPECTIVE

What have you learned from working with older generations? What do you feel they can learn from you?

I was very surprised to learn that most of the older generation are willing to be mentors even if you might be competitors. I like to think I have more experience with the digital world and social media. There are better ways of doing things with the utilization of technology versus some of the old ways things were done.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

There is a lot of outside data that companies have access to so they can better rate a risk. It can also be a time saver for us agents when data can automatically be prefilled. You can get more insight into a risk by looking at their website or social media. It seems like there are fewer field adjusters for claims, and they can utilize drones or other systems to get access to the information they need without even leaving their desks. This can be great for the handling of higher volume. However, it can take away some of the personalization when people feel vulnerable during a difficult time in their life.

What do you think will have the biggest impact on our industry in the next 5-10 years?

I think technology will have the biggest impact. We continue to see all the improvements and what it can do for us. The systems are becoming smarter and more streamlined.

Owner Anew Insurance Services, Channahon, IL

It’s exciting to know that we are operating in the most multigenerational workforces of all time. I feel like we all have something different to bring to the table, and we can all work together and learn from each other.

Tell us a little about your background, current role, and how you got into the industry.

My great-grandfather established our agency in 1911, and insurance has been in my family for four generations, making me the fourth. Never in a million years did I think I would become the fourth-generation partner. I got my degree at a private art school (Ringling College of Art & Design) in Sarasota, FL, and pursued a career in abstract painting. While I was fulfilled in art and exhibiting my work, it, unfortunately, did not bring in a steady income. I decided to do the unexpected, utilize my retail sales experience over the years, and try out the insurance industry. I am currently a partner with my father (third generation) and have been in the insurance industry for a total of 10 years. Over the years, I’ve noticed how many insurance agents can bring in an incredible income while fulfilling their creative outlet. My father/partner is a musician, local historian, and he ran a cattle farm on the side for most of my childhood while serving in the insurance industry for 48 years. In a way, being in the insurance industry doesn’t diminish your talents or hobbies (unlike some careers) but can give you the best of both worlds if you’re doing your job right and enjoy what you do for a living.

What do you feel are the “new” challenges young agents face in our industry?

I don’t see any new challenges for us young agents but do place emphasis on the importance of customer relationships. From my perspective, my partner/father, who is a young 71, can reach a demographic of customers of like age. On the other hand, being a young agent gives me the upper hand of easily reaching fellow millennials or gen z’s that he would have a harder time relating to. Being young in this industry has other advantages, such as keeping up with our company’s current software upgrades, etc. There really isn’t a disadvantage.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry? When I started as a young agent in my twenties, I would, at times, feel inexperienced due to my lack of years of experience in the industry. I don’t face those challenges like I did due to a few key things to remember: it’s ok to ask questions. In fact, ask as many questions as you can to your company field rep, underwriters, etc. (that’s what they’re there for). It’s ok to not have all of the answers. If you don’t know the answer to your client’s question or how to navigate through an issue, ask and take in all of the information you can from those around you that have years and years of experience. No one becomes an expert overnight; it takes years, and even then, you’ll still have questions.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

As I previously said, as a millennial, we have an advantage of reaching our growing demographic of young people. We have an advantage of utilizing social media platforms to market our agency. Since most of us are visual people, we make decisions based on online reviews, aesthetics of marketing, imagery, etc. This will, in turn, make us more aware of our current website and logo to see if our agency is giving off the impression of a fresh thriving business.

What have you learned from working with older generations? What do you feel they can learn from you?

I have personally learned a lot from working with my father. His 48 years of experience have played a very helpful role in that. Insurance is 90% interaction with your clients. You can know the manual like the back of your hand, but if you don’t have excellent communication skills, you’re going to find yourself at a dead end. I have learned the importance of projecting confidence in your ability, to be genuine, attentive, and, most importantly, be confident in what you’re selling. The basic 101 with my father is looking that person in the eyes, giving them a strong handshake, and standing up tall. In turn, I hope that my father has learned a thing or two from me. When I became partner, I immediately gave our agency a facelift with our website, marketing, business cards, etc. I also balance my father/partner by reminding him not to sweat the small stuff, not to let potential clients devalue your efforts, and take advantage of your time when you’re out prospecting new business. We value faithful customers and will take quality clients over quantity any day. Learn when to walk away and invest your time with dependable clients.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

The insurance industry is always changing, always evolving. I haven’t noticed a tremendous impact of changes, but I feel like technology has played a helpful role in the efficiency of communication in the areas of risks and claims.

What do you think will have the biggest impact on our industry in the next 5-10 years?

As we saw back in 2020, the insurance industry is an essential business. We are also recession-proof. The only thing I would foresee as a threat or issue is the growing dependency on technology (mostly by young generations) that would cut out our job as the agent. This would involve customers going direct to the company. I believe in the importance of servicing the customer the old-fashioned way of physically meeting a client or doing business over

April 13-14

Holiday Inn ■ Bloomington/Normal, IL

Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships

Designed to meet the needs of everyone in our industry young agents, veteran agents, CSR’s

9 hours continuing education (pending approval)

Registration Fee: $130

(includes all education sessions, breaks, meal functions, time with exhibitors, and social function with drink tickets.)

Click here to secure your hotel room!

Thursday evening social event.

Powered by:

Opening Session

David Carothers

David R. Carothers, CIC, CRM, is the Principal of Florida Risk Partners, LLC. David is the Principal of Game Changers Marketing, LLC, Catalyst Funding Solutions, LLC, The Founder of Killing Commercial Insurance Training, Host of The Power Producers Podcast, and Creator/Producer of The Protégé.

David is also the international best-selling author of The Extra 2 Minutes: How spending an extra 2 minutes on nearly anything in your sales career will take you from good to best in class! He is also the managing member of Game Changers Marketing, LLC the entity that handles the distribution of advertising and marketing across all media channels in his portfolio.

David has degrees in Management and Marketing from

Birmingham Southern College. He has spent nearly two decades in the Insurance and Risk Management space. David started his career with a multi-million dollar commercial risk management firm, where he was repeatedly recognized for exemplary achievement.

In 2016, David followed his entrepreneurial spirit and launched Florida Risk Partners, an insurance and risk management firm focusing on middle-market commercial accounts. In 2020, David launched Killing Commercial Insurance Training, The Power Producers Podcast, Catalyst Funding Solutions, and The Protégé.

The Independent Agency Playbook for Navigating a Hard Market

This session will explore the ins and outs of a hard market and why it occurs. Attendees will discuss strategies for managing the hard market and how to embrace technology to help streamline processes and workflows. Using examples and case studies, David Carothers will provide real-life scenarios for navigating the hard market and will also provide additional resources and information to help attendees come out of the hard market even more successful than they were prior to these market conditions.

Sessions on: Hard Market Panel Presentation

featuring experienced agents and a company representative.

Slow Down to Speed Up

featuring Chris Cline, ACT Executive Director.

Exhibitor, Sponsorship & Advertising Opportunities Available

“Once I attended my first Edge Conference, I wanted to keep coming back every year because of all the people I got to meet and network with, while also learning from the speakers that spoke at the conference.”

Cody Imming, long-time EDGE attendee

www.ILYoungAgents.com

-

Farm Agents Council

a division of the Independent Insurance Agents of Illinois

Mid-Winter Meeting Wrap-Up

The Farm Agents Council (FAC) hosted the 93rd Annual Mid-Winter Meeting on February 2-3 at a new location for us, the Embassy Suites in Peoria, IL. The new location and hot topics brought in a record attendance of over 170 people for the event.

The FAC Board puts together two great days of education, networking, tradeshow, collaboration, food, drinks and of course, fun. Attendees had the opportunity to earn six hours of Illinois continuing education, specific to this network which included topics on weather and trends; equipment breakdown, E&O Crop Risk Management and legislative issues.

By Shannon Churchill

But you don’t have to take our word for it, over half the attendees rated the event as excellent. Long time FAC member Randy Fergurson had the following to say about the event, “Good people with common concerns. I always leave with information that will help in operation of agency.” If you are in the crop/ag/farm industry you will want to mark your calendar for our next upcoming events and think about joining the Farm Agents Council.

Thank you to everyone who participated in the event! We look forward to seeing you later this Summer. If you are interested in getting involved with the FAC or learning more about our organization, please reach out to farmagents@iiaofil.org.

Thank you to our Sponsors of the 2023 Mid-Winter Meeting

Harvesting Sponsors

Illinois Insurance Pre-Licensing Program

Cultivating Sponsors

Planting Sponsors

Save the Date

FAC Golf Outing & Annual Meeting

June 15-16

Registration details coming soon.

Stay Up-To-Date

The Mid-Winter Meeting will be back in 2024, make sure to mark your calendar for February 1-2.

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

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

Service Award for Community Involvement

To honor his legacy of volunteerism and dedication to his community and this great industry, the inaugural Service Award for Community Involvement was presented posthumously to Randy Jacobs, longtime FAC Secretary/Treasurer The award was accepted by his wife and sons and will be named in Randy’s honor going forward.

Pekin Insurance Holds Annual Meeting, Announces New Directors & Officers

Pekin Insurance held annual meetings of the following entities: The Farmers Automobile Insurance Association, Farmers Automobile Management Corporation, Pekin Insurance Company, and Pekin Select Insurance Company on Tuesday, February 14, 2023, at their Home Office in Pekin, Illinois.

The followi

ng directors were elected for three-year terms: Anthony S. Burkhart, Vincennes, Indiana; Brian K. Lee, Pekin, Illinois; and Sheri N. Roser, Carmi, Illinois.

Subscribers elected Anthony S. Burkhart, Vincennes, Indiana; Daniel V. Connell, Tremont, Illinois; Brian K. Lee, Pekin, Illinois; and Sheri N. Roser, Carmi, Illinois, to The Farmers Automobile Insurance Association Advisory Committee.

Pekin Insurance officers elected to the Property/Casualty Companies included: Daniel V. Connell, Chairman of the Board, President, and Chief Executive Officer; Craig W. Concklin, Vice Chairman of the Board; Thomas C. Hornstein, Executive Committee Member; Brian K. Lee, Executive Committee Member; Joel M. Jackson, Senior Vice President & Chief Operating Officer; Tyler D. Petersen, Senior Vice President - General Counsel and Secretary; Jocelyn A. Duncan, Senior Vice President; Ryan J. Hanson, Senior Vice President and Chief Financial Officer; Gregory C. Bee, Vice President - Chief Risk Officer; Amy L. Bingham, Vice President - Chief Information Officer; Cynthia D. Blackburn, Vice President – Human Resources; David M. Coughlin, Vice President - Sales & Marketing; Phillip L. Evans - Vice President - Administrative Services, Kenneth D. Klug, Vice President – Chief Claims Officer; Ronald R. Mitchell, Vice President - Chief Underwriting Officer; Aaron Z. Potacki, Vice President - Corporate Actuary - Property/Casualty; and Michele E. Ginther, Assistant Treasurer.

West Bend Mutual Insurance Company Announces Appointments and Promotions

West Bend Mutual Insurance Company announced the appointment and promotion of Dave Ertmer to Chief Operating Officer (COO). Having joined West Bend in 2009 as director of workers’ compensation claims, Dave’s industry background includes almost three decades of insurance experience and strategic leadership. In 2011 he was promoted to vice president – Claims, responsible for all claims operations across the enterprise, and since 2019, he’s served as senior vice president – Claims.

“As we continue toward achieving our strategic goals, we are taking the necessary steps to introduce the COO role to our leadership team. This new position will be instrumental to our operational performance and ensure we’re positioned for the future,” stated Kevin Steiner, CEO of West Bend.

“Dave has a proven leadership track record in operational excellence and effectiveness, coupled with a strong desire to drive strategy and execution. We look forward to Dave’s continued contribution and dedication to our associates,

operational excellence, growth, and profitability,” stated Rob Jacques, president of West Bend.

As COO, Dave will continue to lead claims operations and have expanded responsibilities overseeing the business operations. Additionally, he’ll lead the company’s longterm initiatives and goals, including emerging technologies and innovation.

West Bend Mutual Insurance Company has also announced the promotion of Wendy Campbell as Illinois state sales manager. She will oversee state sales efforts while continuing to manage her southern Illinois territory. As a leader of the Illinois sales team, which includes senior regional sales managers Melanie Gavanes, Brad Thompson, and Adam Hade, her focus will be on developing relationships with agent partners throughout Illinois. Wendy is a graduate of Southern Illinois University in Edwardsville with a bachelor’s degree in Business Administration. Her insurance career spans over 20 years, serving in a leadership role at an independent agency before moving to the carrier side eight years ago. She has earned her CIC designation and is working towards her CPCU.

SECURA Insurance Names Top-Performing Agencies for 2022

SECURA Insurance has announced its leading agencies for 2022. The awards were presented at the company’s annual Premier Agent Conference held in early February.

To earn this prestigious recognition, independent insurance agencies met specific criteria based on their premium volume, profitability, growth, retention, and loss history with the insurance carrier. SECURA also recognized its top agencies with a variety of other award categories at the conference, including highest producing, highest premium, and best top line growth.

Congratulations to IIA of IL member agency, Beth & Rudnicki Insurance Agency, Inc. of Rockford, for receiving one of SECURA’s top-performing agency awards!

Thank you to our Associate Members.

Diamond Level

Platinum Level Progressive

Surplus Line Association of Illinois

Silver Level

Imperial PFS IMT Insurance

SECURA Insurance

Gold Level

Arlington/Roe

Keystone Insurance Group, Inc.

Pekin Insurance

West Bend Mutual Insurance Co.

Bronze Level

AAA Insurance

A. J. Wayne & Associates

AMERISAFE

AmTrust North America

Auto-Owners Insurance Co.

Badger Mutual Insurance Company

Berkley Management Protection

Berkshire Hathaway Guard Insurance Companies

BluSky Restoration Contractors

Central Illinois Mutual Insurance Company

Chubb

Columbia Insurance Group

Continental Western Group

Cornerstone National Insurance Company

Cowbell Cyber

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Foremost Choice Property & Casualty

Forreston Mutual Insurance Company

Frankenmuth Insurance

Grinnell Mutual Reinsurance Company

IA Valuations

Illinois Public Risk Fund

Indiana Farmers Insurance

Insurance Program Managers Group

J M Wilson

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Maximum Independent Brokerage, LLC

Main Street America Insurance

Mercury Insurance Group

Method Workers Comp

Nationwide

NHRMA Mutual Workers’ Compensation

Previsor Insurance & Missouri Employers Mutual

PuroClean Disaster Services

Rockford Mutual Insurance Company

ServiceMaster DSI

SERVPRO of Gurnee

Society Insurance

SPRISKA - Specialty Risk of America

Travelers

UFG Insurance

UIG - The Agent Agency

Utica National Insurance Group

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

Western National Insurance

Westfield

IIA of IL Member Ray Roentz Featured in Insurance Journal’s Agents of the Year Report

Insurance Journal’s Agents of the Year report features 25 agents who defined what it meant to be a successful independent agent in 2021. These agents are more than top sellers. While they have achieved impressive success in sales and demonstrated laudable business intelligence and entrepreneurial skills, they also have shown they have a passion for what they do and a commitment to professionalism and, in many cases, specialization. For them, being an insurance agent is more than a job.

Insurance Journal’s Agents of the Year come from all regions of the country, live and work in cities or towns big and small, and know the importance of giving back. Below is the portion of the article highlighting IIA of IL member, Ray Roentz:

Ray Roentz doesn’t dally. Since launching his insurance career in 2009, he has earned big awards, purchased the majority interest of his business and surrounded himself with a successful team. The biologist-turned-insurance professional isn’t in a lab, but he’s implementing a winning formula. Heneghan, White, Cutting & Rice Insurance Agency hired Roentz as a producer in 2012 - and he immediately began preparing to purchase the agency. Roentz earned the Illinois Young Agent of the Year award in 2017 and was named the state’s Independent Agent of the Year in 2022. HWCR was also named the state’s 2022 Agency of the Year. Small businesses cover approximately 80% of its commercial book; nearly 50% of that number were new start-ups when first added. Roentz values lifelong education. He also values continued growth. “I would never be so bold to consider myself as a ‘top agent’ because I owe a good deal of my success to many gracious agents who have taught me a lot over the last 10 years,” he said, “but if forced to make such a tag, I’d say that I should be considered as a top agent because no matter what level of success I achieve, I continue to improve every year, month and day in the service of my clients and this industry.”

View Insurance Journal’s entire Agents of the Year list at www.insurancejournal.com/agents-of-the-year.

IIA of IL National Director Participates in Selective Insurance’s 2023 College Competition

IIA of IL National Director, George Daly, participated in Selective Insurance’s 2023 College Competition, an annual program for aspiring insurance professionals.

Daly, The Horton Group’s President, Personal Lines and Tricia Pucek, The Horton Group’s CFO mentored the team from Katie School of Insurance and Risk Management at Illinois State University - College of Business.

Selective’s College Competition assembled eight teams from universities nationwide that obtain valuable insurance career-building experience and networking opportunities. Industry experts from Selective and independent insurance agencies mentor them. The Competition took place in February, during Insurance Careers Month, which celebrated and highlighted the fulfilling and diverse careers available in insurance. During the Competition, each team operated a simulated insurance agency. The students leveraged their education and experiences to make informed business decisions about building market share, developing products and services, growing profit, promoting their firm, and contending with competitors.

Congratulations to the Redbird Agency team for placing third in this robust competition!

Most businesses have exposures that can be protected by the most common commercial casualty coverages offered in the insurance marketplace. This institute focuses on providing a thorough understanding of these primary coverage areas. You will understand how to design the best coverage for your client. Topics being discussed:

For

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

Association Update

February Wrap-Up

Phil Lackman attended the Big “I” National Winter Board Meeting in Savannah, GA along with National Director George Daly, and several other Executive Committee Members. Our group participated in discussions regarding the future of the industry, received updates on federal government affairs, and listened to announcements from Trusted Choice and TrustedChoice.com.

Illinois came in 2nd in InsurPac contributions

Trusted Choice has completed over 3,000 Digital Reviews

All members have access to 2023 Trusted Choice Marketing Reimbursement Program

Lori Mahorney and Rachel Romines attended the Big “I” Marketing Summit. This event draws communications and marketing staff members from several states around the country. This event provides collaboration time with other state staff, and hosts several speakers presenting on topics to assist workload efficiency and more.

Several staff members conducted virtual and in-person visits with associate members.

CHICAGOLAND

Legislation regarding Rate Regulation was introduced in the Illinois General Assembly in February. The IIA of IL team issued a press release in response to the proposed legislation. The release was picked up by over 50 news sources around the country including AP News, WGN Chicago, local news around the state, and many more.

A grassroots campaign was launched asking members to contact their representatives that serve on the House Insurance Committee to express opposition to this bill.

Tom Ross & Evan Manning attended Chicagoland IIA’s Blackhawks Watch Party on Friday, February 10.

Shannon Churchill coordinated the Protege Sales Bootcamp, presented by Derek Hayden, speaker and Young Agents Committee member. Lori Mahorney assisted with the event that drew in 23 attendees.

for

the insurance professional by the insurance professional

CAREER OPPORTUNITIES: AUTO-OWNERS INSURANCE

27. We hire people from all educational backgrounds. In claims, underwriting or marketing, you might find degrees in business administration, liberal arts, insurance and more. For jobs like accountant, actuary, attorney and computer programmer, specialized degrees in accounting, math, law or computer science are common.

Check out our Field Claim Representative open positions in Illinois and more open position in many states: https://www.auto-owners.com/about/careeropportunities

INDEPENDENT INSURANCE AGENCIES WANTED

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

GALO Insurance Agency, Inc

(847) 832-0888

steve@galoagency.com

AGENCY WANTED

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

Visit www.ciagonline.com for contact information.

AGENCY/AGENTS/PRODUCERS WANTED

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

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

Dan Browne or Cathy Hall Forest Insurance

(708) 383-9000

www.forestinsured.com/mergers-acquisitions

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

We Make Hiring Easier +

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

Learn more about CareerPlug and check out the brand new IIA of IL job board at www.iiaofil.org