e-Insight - March 2022 - Non-Member by Big I Illinois

MARCH 2022

INSIGHT Young Agents If I Knew Then... The Future Owners Prospective

Plus

Four Ways to Sell Gen Z on an Insurance Career Predictions from an Insurtech Futurist

2022

conference

April 20-21 • Oak Brook, IL

We are third-generation, family-owned & independent. Honesty, Integrity & Trust. We’ve been Doing the Right Thing since 1964. We are a third-generation, family-owned, independent managing general agency and wholesale insurance broker with a history of valuing and trusting business relationships. Our underwriters and brokers coordinate among specialty teams to meet the needs of multi-faceted risk opportunities, piecing each risk puzzle together for our producers. We strive to be a premier resource through our core pillars of honesty, integrity, respect and trust.

Managing General Agents | Wholesale Insurance Brokers

Let us help you find the right solutions.

800.878.9891 ArlingtonRoe.com

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS

2022

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March 2022

10 11 12 16 20 23 24 26 28

Big “I” Legislative Conference Insurance Industry Legislative Day 2022 EDGE Conference If I Knew Then...

By Derek Hayden

Are YOU the Future? By Carey Wallace

Future Agency Success Starts Now By Daniel Smith

Four Ways to Sell Gen Z on an Insurance Career By Kristen Nease

Five Predictions from an InsurTech Futurist By Agency Revolution

Common Causes of Agents’ E&O Claims Part II By Tabitha DeGirolano

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 19 30

Brett’s 2 Sense Trusted Choice

e-Insight Farm Agents Council

32 34 35 37 38

Associate News Agency Members in the News Agency Spotlight IIA of IL News Classifieds

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

2009 • 2010 • 2011 • 2012 • 2013 • 2014 2015 • 2016 • 2017 • 2019 • 2020 • 2021

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

40 2 22 6 22 8

APPLIED UNDERWRITERS ARLINGTON/ROE BERKSHIRE HATHAWAY GUARD INS. GROUP GRINNELL MUTUAL INDEPENDENT MARKET SOLUTIONS ILLINOIS PUBLIC RISK FUND

IPMG

JM WILSON

Cover Tip 5

OMAHA NATIONAL SECURA

SOCIETY INSURANCE

UNITED FIRE GROUP

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, CIC - (217) 321-3006 - bgerger@iiaofil.org

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

Accounting & Admin Services Tami Hubbell, CIC - (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, SHRM-CP Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3013 - jjacobs@iiaofil.org - (217) 321-3003 - tross@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar Products & Services Administrator Janet White, CISR - (217) 321-3015 - mkuchar@iiaofil.org - (217) 321-3010 - jwhite.indep12@insuremail.net Chief Executive Officer Phil Lackman, IOM Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3005 - plackman@iiaofil.org - (217) 321-3011 - cwilson.indep12@insuremail.net Central/Southern Marketing Representative Lori Mahorney, CISR Elite - (217) 415-7550 - lmahorney@iiaofil.org

Find us on Social Media

Commercial | Personal | Farm-Ag | Specialty

Matthew B. Illinois Sales Manager

Tricia B. Personal Lines Underwriter

Tyler H. Agribusiness Lines

Underwriter

Honest relationships SECURA’s team of insurance experts is making insurance genuine. They are here to support you and your clients. Our underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

Interested in building a relationship? Contact us at secura.net/IL-agents.

Tyler S. Specialty Lines Underwriter

Kelly L. Commercial Lines Underwriter

Hear from our experts. Want to learn more about what SECURA has to offer? Scan the QR code or visit secura.net/IL-agents for more information about the SECURA team.

grinnellmutual.com

TRUST US TO HELP THEM GROW From custom feeding to equipment breakdowns to business income, our Commercial Agribusiness coverage protects the specialized needs of the farming industry. Trust in Tomorrow.® Contact us today. AUTO | HOME | FARM | BUSINESS

“Trust in Tomorrow.” and the “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2022.

IPRF is the Leader in Workers' Compensation Coverage Since our inception in 1985, the Illinois Public Risk Fund has invited public entities and government agencies to examine our outstanding record for cost-effective workers' compensation coverage. Today, over 700 risk managers rely on IPRF for: Dedicated Claims Team 24/7/365 Claim Reporting Prescription Drug Programs In-house Nurse Case Management Aggressive subrogation program which will include members out of pocket expenses. Loss Control training and support that includes an extensive library of online training courses, simulator training and sample safety guides. IPRF members can select their own defense counsel subject to IPRF’s litigation management process and approval.

PROUDLY SERVING THE PUBLIC SECTOR www.IPRF.com

(800)289-IPRF

(708)429-6300

(708)429-6488 Fax

Free to do what's right for you.SM

What is a Member Plus Profile? When an agency joins the Big “I”, they are automatically gifted a basic listing on TrustedChoice.com. If your state association is participating, you can upgrade this basic listing to a Member Plus Profile, allowing your agency a more prominent position in the national independent agent directory (www.trustedchoice.com/agent/) and the ability to be recommended to online shoppers. A Member Plus profile allows agencies to be listed as a recommended agency after an online consumer completes the online questionnaire on TrustedChoice.com with their insurance needs. If a consumer chooses the Member Plus agency, the agency will receive a referral notification informing the agency that a consumer who matches their appetite wants to work with them. Don’t be a grey dot - Member Plus profiles are marked on the national IA directory with a blue badge, dubbing participating agencies as trusted independent insurance agencies.

What features are included with a Member Plus Profile? • Agency Logo • Agency Address and Phone Number • Agency Website Link • About Us Statement • Define Appetite • Profile Google Optimized for More Visibility • Referrals Within 10 Miles of Agency Location

What’s the difference between a Basic profile, a Member Plus profile, and an Advantage profile?

The biggest difference between a Member Plus profile and an Advantage profile is the available features, which can be viewed at www.trustedchoice.com/advantage/agents-buy-now/, and the referral radius. An Advantage profile has a 60-mile referral radius, and a Member Plus profile has a 10-referral radius.

How do I activate my Member Plus profile?

Activating your Member Plus profile is pretty straightforward. Simply go to https://form.jotform.com/200757847092159 and fill out your agency’s basic information, appetite, logo, and an “About Us” statement. Once you submit this information, you will receive a notification email a few days later letting you know your Member Plus profile is activated! Ready to switch to Member Plus? Activate your Member Plus profile now. Scan this QR code.

How do I update my current Member Plus profile?

You should have received a message from us asking you to verify your email. Once you verify your email, you’ll be asked to set up a password. After doing so, you can access your Member Plus profile at https://iw.trustedchoice.com/ and log in using your email address and password. Once you’ve logged in, you can edit your profile. If you did not receive the email verification message, please contact Client Success at support@TrustedChoice.com. march 2022

insight

Monday, March 21

2:00-4:00 pm | Virtual 2 hours IL CE (pending)

This year’s event will provide insight into Illinois politics, important issues in the insurance industry, employer legislation, and the 2022 midterm elections. We are fortunate to have Rep. Thaddeus Jones, House Insurance Committee Chair, and Sen. Napoleon Harris, Senate Insurance Committee Chair, join us again this year. The chairmen will speak on the legislative process, important insurance issues within their committees, and other insights into this condensed legislative session. Additionally, we will have the Director of the Illinois Department of Insurance, Dana Popish Severinghaus, who will present on the Department’s legislative agenda as well as important issues pertaining to the Department. Last but not least, Mark Maxwell, Capitol Bureau Chief for WCIA, will provide an analysis of Illinois’ 2022 primary and general elections and how current issues and the new legislative maps will impact the elections. The event will wrap up with association leaders discussing important pieces of legislation affecting the insurance industry. Two hours of continuing education is available. You do not want to miss this event!

Representative Thaddeus Jones

Senator Napoleon Harris

Director Dana Popish Severinghaus

Special Guest TBA

www.insurancelegislativeday.org march 2022

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2022 Powered by:

conference

April 20-21

DoubleTree Hotel

■

Oak Brook, 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.)

A block of rooms has been secured at the DoubleTree Hotel. Block expires March 31.

Exhibitor, Sponsorship & Advertising Opportunities Available Current Sponsors

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march 2022

Speakers and Programming Dave Whitley - The Iron Tamer A Strongman with a Strong Message. Iron Tamer Dave Whitley is a motivational speaker and strongman based in Nashville TN. As a kid, Dave was overweight and had a terrible stutter. Retreating into a world of fantasy and comic books, he dreamed of becoming SuperHuman. Now, as a motivational speaker, he uses SuperHuman feats of strength to share his message with his audience. Dave has performed and spoken all over the US, as well as internationally in Italy, Ireland, England, Czech Republic, Australia, Japan and Korea. Dave combines incredible feats of strength and a powerful message, creating a presentation unlike ANYTHING your audience has ever seen before. He performs astounding feats of strength such as: bending steel spikes, bars and wrenches | ripping decks of cards and phonebooks twisting horseshoes | driving a nail through a board with his hand breaking chains | leveraging sledgehammers The feats he performs are used as an illustration of the mindset needed to accomplish the impossible. His purpose is to inspire the audience to leave their limitations behind and become the SUPERHUMAN version of themselves.

Superhuman Success Strategies

Prepare to have your mind blown! If you have ever wanted to access the untapped power of your mind and use it for the good of the world, then this presentation is for you. Discover how to break the self-imposed chains of limitation and unleash your own superpower. Strongman and motivational speaker Iron Tamer Dave Whitley, author of the book Superhuman YOU, shares a proven 3-step process to achieve any goal to become the superhuman version of yourself. Audience members will cheer as they witness mind-blowing feats of strength (like bending wrenches and horse shoes). Using these feats as an illustration, Dave talks about how he went from being a chubby kid with a stutter to a steel-bending superhuman. The audience will come away understanding how to use the same process to decide what they really want, how to stop sabotaging their own progress and accomplish anything that they desire.

View more on next page.

“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 march 2022

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INSURANCE PROGRAM MANAGERS GROUP CLAIMS MANAGEMENT SERVICES

IN THE WORLD OF INSURANCE, CLAIMS DO HAPPEN. IPMG’s Claims Management Services division (CMS) is that partner. As a full-service claims management company, IPMG CMS accepts the responsibility and expects to be held accountable for the results we achieve on behalf of our clients.

SERVICES AND RESOURCES: » » » »

» » » » » » » » » »

Workers’ compensation claims management Property and liability claims management Auto liability and physical damage claims management Professional liability claims management » Strong emphasis on public entity and long-term care sectors Nurse case management Risk management/loss control Medical bill review Pharmacy benefit management Aggressive litigation management Utilization review Electronic claim reporting with immediate acknowledgment and adjuster assignment 4-hour assigned adjuster contact on every claim Online claim review including adjuster notes and financials Industry leading analytics with national database for benchmarking purposes

INTERNAL QUALITY CONTROL AND COST CONTAINMENT PRACTICES: » Adjuster book of business analysis – to ensure workload does not affect service levels » Closing ration analysis – a monthly review to ensure adjusters are achieving maximum production » Claims diary tracking » Formal litigation handling guidelines and practices » Comprehensive medical bill review – average 59% cost reduction » Pharmacy benefit program – average 35% cost reduction » ISO claims search » Medicare section 111 data reporting and compliance

For more information please contact:

MIKE CASTRO

BOB SPRING

Sr. VP, Claims Management Services Mike.Castro@ipmg.com 630.485.5895

VP, New Business Development Bob.Spring@ipmg.com 630.485.5885

Programming and Speakers Derek Hayden In September of 2021, Derek Hayden exploded onto the insurance influencer scene when he was announced as the winner of The Protégé. An insurance producer from small town America, Derek made waves by utilizing the tools and strategies he learned on the reality show to lead the competition in sales and ultimately take home the title. As a sales producer with 10 years of experience, Derek understands that insurance agencies often lack a focused sales training system. By expanding on the concepts he learned throughout The Protégé, Derek aims to solve this problem by giving agencies and producers a proven roadmap to a lucrative insurance sales career. His focus on modern sales techniques will give new and seasoned agents a refreshing view on how to build their book of business and gain the success they desire.

Protege Sales Bootcamp

The Protégé Sales Bootcamp is designed to give agents and agencies a proven roadmap for building a successful sales strategy. The course will utilize modern selling concepts and technology to give attendees an edge over their competition. By taking this bootcamp, agents will be able to zero in their sales game by creating a focused process to stand out in their marketplace.

View Derek’s article, “If I Knew Then...” on the next page!

Brent Kelly Brent Kelly is a motivating influencer, coach and speaker who has a passion for helping insurance agencies maximize their performance. He spent 15 years in the insurance industry as a successful commercial lines producer and was named one of the top 12 young agents in the country in 2012. Brent’s focus is to help insurance professionals gain influence, expand their potential, and grow their book of business. Brent resides in central Illinois with his wife Traci and their five children.

Best Version Possible

The blueprint for achieving even greater profit and impact your agency, with less effort... What is your independent insurance agency’s best version possible? Based on his new book written with Roger Sitkins, Brent Kelly will encourage and challenge your audience to gain clarity, build consistency, and make a commitment to achieve ultimate peak agency performance. Brent will share the Best Version Possible process and how to begin to implement this proven process to every member of your agency team focusong on four key areas: • • • •

Alignment - Creating your high performance team Green Zone - Unleashing your sales capacity Retain and Referrals - Keeping and replicating your best clients Obtain - Positioning yourself the category of one in your marketplace

www.ILYoungAgents.com march 2022

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It shouldn’t take four days with no power, water, or communication to find out who your friends are.

BUT SOMETIMES IT DOES. And that’s the Silver Lining®.

e INSIGHT -

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

M AR CH 20 22

INSIGH T

Young

If I Kne

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The Fu Owne ture Prospers ctive

Agen

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Plus

Four W on an ays to Sell Insura G nce Caren Z eer Predict Insurt ions fr om an ech Fu turist

2022

confer ence April 20 -21 • Oak

Brook,

Industry Trends to Exploit for 2022 Eight key trends that insurance agencies should be tracking.

By Catherine Oak and Bill Schoeffler march 2022

In this month’s e-Insight. insight

Commercial & Personal Lines

We offer insurance solutions for homeowners and for small, medium, and large businesses with competitive pricing, an easy submission process, and the opportunity for multi-product discounts. Visit www.guard.com to see what we can do for you. Businessowner’s

Homeowners

Commercial Auto

Personal Umbrella

Commercial Package

Professional Liability/E&O

Commercial Property

Workers’ Compensation

Commercial Umbrella

Pay-As-You-Go options with over 200 payroll partners!

General Liability

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. Visit www.guard.com/states/ to see our current product suite and operating area.

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march 2022

Farm Agents Council a division of the Independent Insurance Agents of Illinois

“Reunited, and it felt so good.” By Shannon Churchill The Farm Agents Council hosted the 92nd Annual MidWinter Meeting on January 27-28 in Springfield, IL, at the Crowne Plaza. The event brought over 120 agents and company partners together for two days of networking, education, and comradery. After being virtual last year due to COVID, the consensus was it felt good to be back in person and see everyone’s smiling face. For the first time, the group welcomed speaker Rick Pitts, who presented on “Pollution Exposures and Insurance for Agricultural Concerns” as well as “Farm and Insurance Issues: The Top Ten Cases in the Last Decade (or so).” Both sessions were very well received by the audience and generated lots of good dialogue and questions. It was not unusual to catch Rick speaking to a group on the breaks as they picked his brain a little more. Evan Manning, IIA of IL Government Relations Director, provided an update on legislative matters and the General Assembly. To view the latest update from Evan, check out his posts on Connect. (https://connect.iiaofil.org/path/5988309793297738237) After all the education, attendees and company representatives had the opportunity to network during the reception and tradeshow. This relaxed environment gives everyone the chance to share their product knowledge,

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pick up some free goodies (you can never have enough pens, notepads, or frisbees), eat some delicious food, and have a cold beverage. When asking attendees why they like the event, we often hear it is good to be around people who are “speaking the same language” and “the topics and speakers are relevant to our specific segment of clients.” Thank you to everyone who participated in the event! We look forward to seeing you 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. Stay up to date with the Farm Agents Council on our website at www.ilfarmagents.com or through Facebook at www.facebook.com/FarmAgentsCouncil. Shannon Churchill is the IIA of IL Director of Information and Technology and also serves as the liaison to the Farm Agents Council. She can be reached at schurchill@iiaofil.org.

march 2022

Thank you to our sponsors! Harvesting Sponsors Illinois

Insurance Pre-Licensing Program

Cultivating Sponsors

Planting Sponsors ®

Here is what Farm Agent Council event attendees are saying: “I have always enjoyed the Farm Agents meetings (winter & summer). I have never been disappointed in the content of the meetings, the professionalism of the Board Members and Company Representatives, and have continuously found value in the experience”. - Trent Munson “The FAC events are great way to network with other agents and industry professionals. You learn some of the challenges and successes other agents have with their customers and/or carriers. I’ve enjoyed every event that I’ve attended.“ - Ryan Miller “Attending FAC events are beneficial for so many reasons: the networking opportunities with our mutual companies along with mutual agents, the opportunity to receive education regarding the farm topic, the support and friendship that has built over time with our mutual agents. I am proud to say I am part of this group!” - Lisa Quest

Save the Date www.ilfarmagents.com

march 2022

FAC Golf Outing & Annual Meeting June 16-17 - Bloomington insight

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe Keystone Insurance Group, Inc. Pekin Insurance

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS

IMT Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE AmTrust North America Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies BluSky Restoration Contractors Chubb ClickVSC Columbia Insurance Group Continental Western Group Cowbell Cyber Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encova Insurance Forreston Mutual Insurance Company Frankenmuth Insurance Homeowners of America Insurance Company Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J M Wilson

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Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marble Box Marsh, Berry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Pouch Insurance Previsor Insurance PuroClean Emergency Restoration Services Restoronics Sensa, Inc. ServiceMaster DSI Society Insurance Specialty Risk of America Synergy Select The McGowan Companies Travelers United Fire Group Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield

march 2022

In Memoriam

William Austin Cook, age 24, passed away on January 28 in Springfield. Cook leaves behind his parents, Larry and Diane Cook, two brothers, Bret Paulus (Samantha) and Max Cook, one sister, Kendall Paulus (Patrick Ampleman), his grandfather, Raymond Cook of Green Valley, Arizona, two beloved nephews, Braxton and Callan Paulus, his girlfriend, Emma Nepolello, and many aunts, uncles, cousins and friends. He was preceded in death by his grandparents, Sue Cook, Gerald and Vivian Gehrke and cousin, Nicholas Schwalbach. Cook graduated from Lincoln Community High School, Heartland Community College and after much hard work and perseverance, received a bachelor’s degree in business from Illinois State University. Cook was a marketing representative for Frontier-Mt Carroll Mutual Insurance Company where he worked daily with his father. Will was fiercely loyal to his friends and cared so deeply for all of them. Cook spent the last two years in Peoria with the love of his life, Emma, and their dog, Koda. The IIA of IL Board of Directors, Farm Agents Council, and staff send our condolences to the friends and family of Will Cook.

Arlington/Roe Names Andy Roe Executive Vice President and Chief Operating Officer

Andy Roe has been promoted to Executive Vice President and Chief Operating Officer at Indiana-based Arlington/ Roe according to James A. Roe, president and CEO of the company, a managing general agency and wholesale insurance broker. Roe began his insurance career when he joined Arlington/ Roe in 2001, where he is a third-generation member of the family-owned business. Over the last 20 years, he has been involved in many facets of the organization by holding various roles from underwriting to departmental leadership. He holds property and casualty licenses in several states, including surplus lines licenses, as well as several insurance designations. In 2022, he was promoted to Executive Vice President and Chief Operating Officer. His new responsibilities include maintaining and directing the daily operations of the company as well as working with the leadership team to ensure performance expectations and strategic plan execution. He promotes company culture and is heavily involved with human resources. Roe also oversees financial operations and manages relationships with our carrier and agent partners. Roe is a graduate of Ball State University and has been involved in a variety of organizations over the course of his career. Early in his insurance career, Roe interned for an excess & surplus lines company in Arizona and in London with Lloyds. He was a very active member of the WSIA’s UFO (Under Forty Organization) serving on the board of directors. Additionally, he was the past chairman of the Independent Insurance Agents of Indiana’s Young Agents Committee. march 2022

associate news | INSIGHT Arlington/Roe Promotes Slusser and Hamilton to Vice President

Heather Slusser and Andy Hamilton have been promoted to vice presidents at Indiana-based Arlington/Roe, a managing general agency and wholesale insurance broker, according to James A. Roe, president and CEO of the company. Hamilton and Slusser joined Arlington/Roe in 2019 and 2020 respectively. Slusser was named Vice President, Human Resources. She joined Arlington/Roe in 2019 as a Human Resources Business Partner. She began her HR career in 2014 and her prior experience includes HR at State Farm. Slusser is a member of both the national Society for Human Resource Management (SHRM) organization and of SHRM’s Central Indiana Chapter. She is a graduate of Indiana University, Fort Wayne as well as Chapman Institute’s wellness certification program. Hamilton was named Vice President, Transportation. He began his Arlington/Roe career in 2020 as the Transportation Manager. He had most recently served as a branch manager at the Ohio office of a large managing general agency and surplus lines broker, and he has a wide variety of experience on the company, agency and E&S sides. Hamilton was responsible for all production in several states, and he led a team whose majority of premium was in transportation business. Before moving to Columbus in 2017, Hamilton was the sales and agency relations manager for the same MGA and surplus broker in Indiana and Ohio. He also has experience as a territory manager in Indiana with Liberty Mutual/Safeco and as a risk management consultant with one of our agent partners, Henriott Group. He holds a Certified Insurance Counselor (CIC) designation.

Rockford Mutual Announces Anniversaries and Promotions

Rockford Mutual has announced several team member anniversaries as well as two promotions. Diane Derr celebrated 39 years with Rockford Mutual on February 1, 2022. John O’Connor celebrated five years with Rockford Mutual on February 6, 2022. Keith Vogelhuber celebrated 25 years with Rockford Mutual on February 3, 2022. Kristen Lyons was promoted to Commercial Underwriter Trainee on January 28, 2022. In her new role, she will focus on learning Commercial Underwriting guidelines and best practices. Michelle Christiansen was promoted to Assistant Manager – Internal Marketing Operations on February 1, 2022. In addition to working on contracts and agency functions, she will now be responsible for internal marketing functions such as advertising, communications and digital marketing initiatives. continued...

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Rockford Mutual Insurance Company to Offer Products from Illinois Mutual Life Insurance Company

“Illinois Mutual is excited to offer our life insurance and disability income insurance products through our new sales partnership that will expand access of our products to Rockford Mutual partnered agents,” said Illinois Mutual President & Chairperson Katie McCord Jenkins. “Our companies are similar and likeminded in that we both take great pride in providing great service to hard working agents and their customers.”

“Illinois Mutual Life Insurance Company has very similar values to our organization” said President & CEO of Rockford Mutual, Kent Shantz, “This partnership will allow independent agents of Rockford Mutual to provide their customers with additional coverages as needed.”

Illinois Mutual, located in Peoria, Illinois, is an experienced provider of life insurance, disability income insurance and voluntary worksite insurance products. Founded by the same family that leads the Company today, Illinois Mutual has demonstrated a strong commitment to employees, agents and policyowners for more than 110 years.

Rockford Mutual Insurance Company is partnering with Illinois Mutual Life Insurance Company to expand its product offering and provide partnered agents access to life insurance and disability income insurance products.

INSIGHT | agency members in the news Member Agent Matt Cooper Inducted into IBA’s Hall of Fame

Starting in July 2021, Insurance Business America (IBA) invited insurance professionals from across the country to nominate standout industry veterans for the annual Hall of Fame. Nominees had to have been in the industry for at least 35 years and have a history of distinguished service to the insurance profession. Congratulations to Matt Cooper, President of Inner-City Underwriting Agency in Chicago. This year’s Hall of Fame class was selected by an independent advisory panel of industry leaders and previous Hall of Fame honorees. The panel considered each nominee’s history of distinguished service to the insurance profession, the leadership and inspiration they provided to others in the sector, their role in guiding future generations of entrepreneurs and business leaders, their contributions to the leadership and direction of industry associations, and any visionary strategies and innovations that have made an outstanding contribution to the industry as a whole. Cooper was interviewed for IBA magazine. Here is a snippet of the article: Among the two dozen inductees into this year’s Hall of Fame, the importance of doing right by clients was a common thread. “As an insurance broker, my goal is to bring the best the worldwide insurance marketplace has to offer to my clients, regardless of commission percentage or profit-sharing arrangement,” says Matthew Cooper, president of InnerCity Underwriting Agency. “Spend as much time as it takes to make sure the client understands what he/she is buying and how their wealth is being protected.”

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In addition to founding Inner-City Underwriting Agency more than 25 years ago, Cooper has also launched InnerCity Wrap, a construction wrap-up insurance administration and placement service company that is, among other things, providing the wrap-up insurance for the construction of the Obama Presidential Center. He’s also proud to have expanded the distribution of insurance to all Chicago neighborhoods and to have provided a business model that agencies and insurance companies have copied to expand distribution in other cities. To view the article in it’s entirety, go to https://www. insurancebusinessmag.com/us/best-insurance/hall-offame-2021-314392.aspx.

Worthy Insurance Promotes New Account Manager

Worthy Insurance Group announces the promotion of Nadine Kuznetsova to Account Manager. Nadine joined Worthy in 2020 bringing with her background knowledge in small business commercial lines and personal health insurance. Nadine will remain a part of Worthy’s healthcare division with an account emphasis on property and casualty insurance for healthcare facilities and allied health professionals. Nadine is driven to not only learn but truly understand the businesses of clients. That drive enables her to best represent clients, their businesses, and their operations to carriers so the portfolio created is one beyond the dimension of only numbers. Nadine’s excellent problemsolving skills, tenacity, and effective communication have made her an excellent addition to the Worthy team. In addition to her current role, Nadine is also pursuing her Master’s in Business Analytics from DePaul University’s Kellstadt Graduate School of Business.

march 2022

Inner-City Underwriting, Inc. - Chicago

The IIA of IL is highlighting the achievements of our member agencies. If you would like to see your agency highlighted, fill out the submission short form at www.iiaofil.org/Agency-Spotlight-Submission. Inner-City Underwriting Agency Inc. was open for business January 16, 1995. Our name comes from a highly successful urban market insurance program that we created to help large national insurance companies improve service to Chicago’s diverse neighborhoods. In 1995, many insurance companies were ineffective in selling insurance in most large cities. The ethnic and cultural diversity of these neighborhoods created many challenges for their existing distribution network. Working with my partner at the time, Milton Moses, we developed and implemented a plan that helped many small urban based insurance agencies earned direct contracts with national insurance companies. The urban market program was so successful, Inner-City has received local and national recognition in the Wall Street Journal, Business Insurance, Independent Agent Magazine and many other local and national newspapers and magazines. The urban market distribution model developed by Inner-City Underwriting Agency has been copied and deployed in some fashion in most large US cities. In 2000, after helping more than 18 insurance agencies earn direct contracts with insurance companies, InnerCity discontinued its urban market program and began to provide its services directly to insurance buyers. Inner-City works with businesses and people who live and work both in the city and suburbs. However, our primary focus remains on insurance and risk management services that facilitate urban economic development. We believe effective risk management gives our clients a competitive advantage and helps them achieve their objectives. With this in mind, we work with clients to help them develop and implement insurance and risk management programs tailored to their exact needs.

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Inner-City is well known for its ability to tackle tough problems on behalf of our clients and deliver innovative solutions. In 2014, we created the small contractor bridge surety bond program to help small contractors who do not qualify for surety credit under traditional understanding standards. Through this program, we have bonded more than $150 million in construction projects without a single default. In 2015, Inner-City acquired Community Insurance Center, one of Chicago’s oldest and largest African American insurance agencies. Community Insurance Center, Inc., was founded in 1962 by the late Olympian and Congressman, Ralph H. Metcalfe. As an Olympian, Mr. Metcalfe won four medals and was regarded as the world’s fastest human in 1934 and 1935. In the famous 1936 Berlin Olympics, Ralph Metcalfe and teammate Jesse Owens lead the US relay team to a gold metal defeating Hitler’s team by a wide margin in the 4 X 100 meter relay. In 2020, the insurance business of Inner-City and Community were merged and now operate under the name Community Insurance Center, NA, Inc. That same year, Inner-City Underwriting transitioned back into a company that focuses on developing innovative programs to expand service to communities and markets underserved by insurance and financial services industry. Inner-City administers the nation’s largest construction technical assistance program on behalf of the Illinois Tollway. Through this program, small and minority-owned construction companies grow surety bond capacity, improve back-office operations, and increase their ability to compete in the marketplace. Additionally, Inner-City provides wrap-up administration services. The firm is honored to serve as the wrapup administrator for the construction of the Obama Presidential Center. continued...

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Are there any unique struggles you’ve had as an AfricanAmerican-owned agency, both in the past and currently? We struggle with getting insurance companies to adjust underwriting standards so we can improve our service to underserved markets. For 27 years, we have produced a profitable book of business in affordable housing, construction, surety, and social services. We are confident we can create a national program in these segments that will be extremely successful. What is the next chapter in the story of your agency? Is it a family agency that will be passed down? When you or the agency owner decide to leave the agency, what do you hope for after your/their departure? We have expanded and diversified. In 2020, we created the Inner-City group of companies. Community Insurance Center is a full-service property and casualty insurance agency. We continue the legacy of Ralph H. Metcalfe and Milton Moses. Inner-City manages the largest construction

MGA AND E&S BROKER | EST. 1920

Technical Assistance program on behalf of the Illinois Tollway along with proving wrap-Up Administration services. We are the wrap-up administrator for the construction of the Obama Presidential Center. I am recruiting and training young people in my firm. We feel good about our future and the people who will lead it.

ABOUT MATTHEW COOPER

Matthew is a founder and president of Inner-City Underwriting Agency. He is a former Vice President of two national brokers, that no longer exist, Alexander & Alexander(A&A) and Johnson & Higgins where he served in key management and technical positions. Matthew has more than 35 years of insurance brokerage, risk management consulting and underwriting experience. In 1994, Matthew left A & A to start Inner-City Underwriting Agency. He has considerable experience as a consultant and technical service advisor. Matthew is a former president of the National African American Insurance Association - Chicago Chapter and has served on the boards of IIA of IL, Illinois Fair Plan, Cosmopolitan Chamber of Commerce and South Shore Chamber, Inc. In 2021, Matthew was inducted in the Insurance Business of America’s Hall of Fame. Matthew is a graduate of the College of Insurance, St John’s University, New York, NY and is a former instructor and national grader for the Associate in Risk Management program.

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iia of il news | INSIGHT

Education Classes march

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Pre-Licensing-Property & Casualty Virtual E&O Roadmap to Personal Auto & Umbrella Ins. Webinar CISR-Insuring Personal Residential Property Virtual E&O-Roadmap to Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Part Webinar CISR-Insuring Commercial Property Virtual Agent’s E&O: Defenses and Preventions Webinar Pre-Licensing-Life & Health Virtual E&O: Identity Theft, Red Flags, and Money Laundering Webinar CISR-Personal Lines Miscellaneous Virtual CIC-Life and Health Virtual Sales Impact Workshop IIA of IL Office, Springfield E&O - Roadmap to Policy Analysis Webinar Why Good People Do Bad Things: Agency Ethics Webinar

New Members member agency 313 Brothers, LLC Bensenville, IL Galena Financial Group, Ltd. Algonquin, IL

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E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual Flood Insurance, FEMA, and the NFIP Webinar CIC-Personal Lines Virtual AND In-Person (Springfield) Agent’s E&O: Best Practices, Operations, Workflows Webinar E&O Roadmap to Personal Auto Webinar CISR-Life and Health Essentials Virtual Class CISR-Agency Operations Virtual Class E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-Life & Health Virtual Ethics: Essentials for the Insurance Producer Webinar E&O: Identity Theft, Red Flags, and Money Laundering Webinar EDGE Conference DoubleTree Hotel, Oak Brook, IL CISR-Commercial Casualty 1 Virtual AND In-Person (Springfield) E&O - Roadmap to Policy Analysis Webinar

Mid-State Farm Insurance Teutopolis, IL Rector Insurance Agency, LLC Champaign, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. march 2022

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INSIGHT | classifieds for the insurance professional by the insurance professional

INDEPENDENT INSURANCE AGENCIES WANTED

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.

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 looking for Personal and Commercial Lines accounts with preferred companies. We look forward to hearing from you.

Visit www.ciagonline.com for contact information.

GALO Insurance Agency, Inc (847) 832-0888 steve@galoagency.com

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.

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:

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

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

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

We Make Hiring Easier

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

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march 2022

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