e-Insight - May 2019 - Non-Member by Big I Illinois

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

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

800.878.9891 | ArlingtonRoe.com

Editor, Advertising & Graphic Design - Rachel Romines

CONTENTS May 2019

14 17

Building a Successful Culture

19 Ways to Mess Up On the Job Without Even Knowing It

24 26 28 30

The Beneficial Role of the Insurance Industry in Illinois

By John Chapin

Fewer E&O Claims? Checklists Check All The Boxes

By SwissRe

By John Graham

By Phil Lackman

2019 Economic Impact Study EDGE Conference Wrap-Up

By Rachel Romines

We Rise by Lifting Others

By Rachel Romines

In This Issue

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

5 7 9 23 31

President’s Message Trusted Choice Industry

e-Insight Young Agents

32 33 37 38 40 42

Associate News IIA of IL News Farm Agents Council News People in the News Industry News Classifieds

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

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

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of IL). The magazine is published monthly for the members of the IIA of IL, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of IL welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership. The editor reserves the right to edit and select submissions for publication. Address submissions for review to Rachel Romines at rromines@iiaofil.org.

ADVERTISERS

Board of Directors Executive Committee

ABRC

Chairman of the Board | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com

AMERISAFE

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

APPLIED UNDERWRITERS

2 38 8

ARLINGTON/ROE BERKSHIRE HATHAWAY GUARD INS. GROUP DONEGAL

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

EBRM

EMC INSURANCE

Regional Directors

FCCI INSURANCE GROUP

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

GRINNELL MUTUAL

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

IMT INSURANCE

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

IPMG

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

JM WILSON

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

OPENLY

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

SECURA

Region 7 | Neidra Crosby (708) 597-8731 | ncrosby@insxchg.com

SOCIETY

Region 8 | Corbin Adams (312) 938-0900 | corbin@irsichicago.com

WEST BEND MUTUAL

IIA of Illinois Staff Education Director, CRM Manager Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org

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

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

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

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

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

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

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

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

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

Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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

Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Find us on Social Media

INSIGHT | president's message

Partnerships to Help IIA of IL Members The IIA of IL has long worked hand in hand with the Katie School of Insurance and Risk Management at Illinois State University and its Executive Director Jim Jones to support and advocate on behalf of the insurance industry in the State of Illinois. The Katie School, which does an outstanding job of developing future talent for the insurance and risk management industry, is a true asset to our industry and our state. If you are not familiar with the Katie School and its mission I suggest that you please take a moment and check them out. One of the ways that IIA of IL partners with the Katie School is our co-sponsorship of the Economic Impact Study it conducts periodically to assess the extent to which the Illinois insurance industry influences the overall economy. The recently released 2019 study, which is discussed in greater depth in this issue of Insight, clearly demonstrates that Illinois insurance companies, agents and brokers continue to add quality jobs, revenue and investment to the economy. We can all take great pride in the fact that our industry is one of the leading sectors fueling economic growth in Illinois. When you see the facts and figures contained in the study it is easy to see how the Illinois insurance industry continues to significantly influence both our regional economy and the economy of the United States. While I was aware that Illinois is home to a number of the nation’s top insurers, I was still surprised to learn that one out of every five dollars of Property & Casualty insurance premium in the United States is underwritten by an insurance company located in our state. That is an amazing figure. In short, the Katie School’s 2019 Economic Impact Study is very well done and a must read for anyone who participates in the insurance industry in Illinois.

The first step in the process is the creation of a compensation survey that is specially crafted for independent agents. The report resulting from the survey will provide an accurate representation of the salary and benefits standards for similarly situated agencies in your local area. In order to gather the necessary data, however, we need your assistance. I ask that you please participate in the compensation survey at your earliest convenience. The sooner we gather the necessary information, the sooner we can start sharing the results with you. As an incentive, we will provide a free copy of the compensation report to every agency that completes the survey. Please go to www.iiaofil.org, where the survey link is prominently displayed. Please rest assured that the information you share with us will be kept safe and will not be shared with any third-party. Thank you in advance for your collaboration on this important new initiative for the Illinois independent agent community. As always, should you have any questions or comments please feel free to contact me or the association staff. The staff directory for the IIA of IL is located on the association’s website at www.iiaofil.org/About-Us. If you ever want to drop me a line please do not hesitate to send me an email at patick.muldowney@alliant.com. I look forward to hearing from you. Thank you.

The IIA of IL understands that in today’s ever-changing industry competition is fierce, making it difficult for member agencies to rise above the competition. That is why the IIA of IL is continuing to invest in you, its members. Earlier this year, IIA of IL joined forces with six other Big “I” State Associations to launch IntellAgents, an analytics-driven organization that specializes in harnessing data in order to help independent agents make better, more strategic business decisions for their agencies.

Patrick Muldowney - IIA of IL President - (312) 595-7192 - patrick.muldowney@alliant.com may 2019

insight

We know what it took to build this business.

And we know what it takes to protect it. Underwriters who know and understand what coverages are necessary to protect the business. Loss prevention professionals who use a hands-on approach to help develop programs tailored to the individual business. Claim reps with the expertise and technology to process claims quickly and efficiently. As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find the right insurance plan for your valued customers. To find out more, talk to your West Bend underwriter.

Celebrating 125 years of valued relationships with our agent partners.

Free to do what's right for you.SM

The Trusted Choice Brand: Part II ®

Trusted Choice® is the brand of members of the Independent Insurance Agents and Brokers of America. Over the course of a few articles we explore how the Trusted Choice brand came to be, what it means and how it helps member agencies. This installment covers the concept of brand at the highest level, and how the Trusted Choice brand came to be.

The IIABA has provided a very useful tool to explain to a consumer why a Trusted Choice agency is the best option, the Trusted Choice Pledge of Performance.

Brand Promise

Key Points of the Pledge

In order for a brand to successfully differentiate the business that it represents, it must have a number of qualities. One of the most important of these is a brand promise that is delivered without fail.

Trusted Choice agents commitment to their customers include:

A brand promise is an extension of the brand itself, and it distinguishes what makes the brand tangible and distinguishable from other competitive offers. But to be effective, it can’t be an untruth or inconsistently delivered. If each Starbucks offered a different menu, and the customer service of each shop was highly variable and they were often dirty, chances are that Starbucks wouldn’t be an easy first choice. The reason they are is because they consistently deliver on their brand promise of an excellent customer experience. Or, think about a Volvo, a well known auto brand. Almost everyone you ask will be able to tell you that Volvo’s brand promise is safety. Make no mistake, their brand promise dictates choices for the manufacturer. But it also allows the company to distinguish its vehicles from those from other auto companies.

The pledge offers some concrete guidelines to agency personnel on how they can deliver on the brand promise every day to customers and prospects.

• Identifying appropriate insurance products and companies • Thoroughly explaining coverages and options • Developing staff expertise to provide the best advice and counsel Each of these points makes the promise of a Trusted Choice real to insurance consumers, and helps differentiate all members of the IIABA. As insurance offerings morph, and new competitors try to muscle in to the industry, it is vital that we continue to differentiate why Trusted Choice agents are the best option. When member agents deliver on the brand promise, we make the brand real to consumers and we gain new advocates who spread our message. In the final portion of this series, we’ll explore the concept of brand awareness and how Trusted Choice increases the visibility of the Trusted Choice brand.

That position of ‘Volvo equals safety’ in the consumer’s mind is a differentiator that they own and a position from which it is very difficult to unseat them. Delivering the Trusted Choice® Brand Promise One of the powerful attributes of the Trusted Choice brand is that one of the key brand promises of members of the IIABA is stated clearly in the brand itself. We are the Trusted Choice. But what does that mean, and how does a member make that brand promise real to their customers?

may 2019

insight

At Donegal, we believe in technology that makes it easier for agencies to do business with us. That’s why we are committed to providing superior technology, from a mobile app to fully automated webbased systems. With Donegal, it’s easy for agencies to quote and issue Commercial and Personal policies. It’s just another way that Donegal is “There When It Matters Most” for independent insurance agencies.

To learn more, visit DonegalGroup.com today!

There when it matters most with...

insight

Technology april 2019

Independent, Authorized General Agent for

Largest GA for BCBSIL

An Independent Licensee of the Blue Shield Association

Learn How To Use Health Insurance To Grow All Your Lines of Business Your existing business clients and prospective new clients all have the same problem: the high cost of health insurance. EBRM shows P&C and Life agents how to solve this problem.

ITEMS TO CONSIDER: n

Let EBRM help you with a system to get in front of business owners. We show you how. When you solve a business owner’s problem, a prospect becomes a valued customer. By controlling a business owner’s health insurance costs, your clients can free up $$$ for other business uses. EBRM offers full support to make you the health insurance pro your clients expect. P&C firms have relied and continue to rely on EBRM’s health insurance expertise to maintain existing P&C clients while growing their book.

“EBRM’s expertise has helped us protect our P&C book of business and build a successful health insurance practice.” – Jack M. Cacioppo, CDC Insurance Group

n n n

n n

Migration of Group to Individual and Individual to Group Age vs. Composite Rating HRA and FSA Options Age 65 Employee Options for Groups Pre-Tax Premium Plans High Benefit/Lower Cost Networks Level Funded Plans

REMEMBER: Timely problem resolution maintains your customer satisfaction levels and increases referral business.

Want More Information? CALL 1-800-982-ERBM (3276) Today. CLICK EBRM.com or COME IN to our Oak Brook offices. Live CHAT available at EBRM.com

There’s no longer a reason to go it alone. Be the health insurance expert your clients expect!

EBRM: The GA on Your Side, Not in Your Pocket

For light manufacturing, you’ve got it made

with EMC.

EMC offers comprehensive coverage tailored to the needs of 98 different types of light manufacturers producing everything from buttons to bread to electronic components. This line offers optional coverage for manufacturers and delivery errors or omissions, plus employment practices liability. Certain coverages are even bundled automatically — meaning whatever your clients make, EMC makes insuring their businesses easier.

Count on EMC ® to make light work of light manufacturing coverage.

I-SCHOOLS

PRESENTED BY ICRMT

With experience in the unique exposures of Illinois Public School Districts, I-Schools through Illinois Counties Risk Management Trust (ICRMT) provides schools with tailored coverage packages, centralized claims services, competitively priced quotes, and customized risk management both online and in person. I-Schools members enjoy the comfort of knowing their specific needs are covered through the experience and vast resources provided by ICRMT services.

WHO WE INSURE: » K-12 public schools

» Regional offices of education

» Community colleges

COVERAGE: » Public crisis response

» Increased sexual abuse limits available

» Increased faithful performance limits

» Unemployment insurance

» Built-in student accident limits

» Workers compensation including volunteers

» Cyber liability limits included

» Educators’ legal liability

» Increased property limits

» Deadly weapon coverage

BOB SPRING Bob.Spring@ipmg.com 630.485.5885

MANAGED BY

WWW.IPMG.COM

TRUST US TO HELP DRIVE THEIR BUSINESS Our auto service and repair shop package is driven by shops’ specialized needs. From equipment and wash bay protection to garage liability coverage, our insurance kicks into gear when it’s needed most, so they can focus on getting customers back on the road. Trust in Tomorrow.® Contact us today.

AUTO | HOME | FARM | BUSINESS

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

e INSIGHT -

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

M AY 20 19

INSIGH T

Insuran

2019 e Industry ImpacEt conomic Study

A Green Shift

2019 Ec o

Insuran

nomic

U.S. life insurersâ&#x20AC;&#x2122; attitudes toward marijuana are evolving, with some carriers reevaluating their underwriting protocols. But the majority remain conservative and charge smoker rates.

- AM Best

Read more in this monthâ&#x20AC;&#x2122;s e-Insight. may 2019

insight

ce Indu Impact str Stud

Insurance Industry

2019 Economic Impact Study Employment - Revenue - Investment

The Most Unique Conference of the Year

By Rachel Romines

The IIA of IL Young Agents Committee hosted a very successful EDGE Conference April 3-4 at the Par-A-Dice Hotel in East Peoria. This marked the sixth year for the Conference.

We would not be able to hold this event without the generosity of our advertisers, sponsors, and exhibitors.

This conference is unlike any other in the industry. With the focus on professional development gained through unique programming, it was easy to see why the EDGE Conference is still one of the most highly regarded professional development programs for insurance professionals in the Midwest.

Advertisers Central Illinois Association of Health Underwriters Larry Gordon Agency, Inc.

The Young Agents Committee packed a punch this year with speakers coming in from all over the country. Traci Brown kicked off the first day with teaching attendees how to read body language with “Body Language Confidential.” After spending time with 17 exhibitors over lunch, the group came back together to listen to Matt O’Neill speak on leveraging LinkedIn. Traci came back to the stage to finish the first day with “Liar, Liar, Pants on Fire.” The day broke with a reception with the exhibitors, and then, back by popular demand, Familiar Feud. Our take on this popular tv game show gave all attendees a chance to qualify to play, making this a great ice-breaker for the evening. Day two started with “The Buffalo Mindset.” Pete Honsberger got the group up and going first thing in the morning, showing them how to run head-on into storms, face challenges directly, solve issues and attack opportunities. Sydney Roe, Director of Brand Engagement for TrustedChoice.com ended the conference with showing attendees just how powerful Facebook marketing can be.

the l l a t u Check o rom the f photos nference o EDGE C ebook! on Fac 28

insight

Thank you to:

Sponsors 1-800-Water Damage/A BELFOR Company Arlington/Roe Donald Gaddis Co IMT Insurance Mercury Insurance Group Universal Property & Casualty Insurance Company W.A. Schickedanz/Interstate Risk Placement Exhibitors Berkshire Hathaway GUARD Insurance Companies Bliss McKnight Executive & Global Hemphill Financial Services/LegalShield Illinois Mutual Larry Gordon Agency, Inc. Markel Specialty Commercial Mercury Insurance Group MeridianCare/Caidan Management Co. Openly Penn Mutual - Great Lakes Region PURE Insurance Risk Placement Services Safelite AutoGlass TAPCO Underwriters, Inc Universal Property & Casualty Insurance Company Wright Flood Insurance Planning for the 2020 EDGE Conference will start soon. If you have any suggestions for next year’s conference, contact Rachel Romines at rromines@iiaofil.org. Stay up to date on all Illinois Young Agents hosted events & activities at www.ILYoungAgents.com. Rachel Romines is the Digital Communications Coordinator/Web Administrator and Young Agents Liaison for the IIA of IL. She can be reached at rromines@iiaofil.org or (217) 321-3024.

may 2019

insight

Statewide

Days of Gi ing Hosted by Illinois Young Agents

June 1 -8 , 2019

What are you doing June 1-8? Before you answer this question, I challenge you to address the following six: 1. Could you do a better job of defining your corporate identity? 2. Would you benefit from better public relations? 3. What would help enhance your employee relations? 4. Do you need to work on your team building? 5. How is your employee retention? 6. Do you need to increase your networking opportunities? And, if you are now pondering how these seven questions tie into each other, the answer is simple, planning to participate in the IIA Days of Giving on June 1-8 can have a huge impact on and be beneficial for not only your agency, but for your community as well. Studies show that philanthropic efforts undertaken by businesses help reach a whole new audience, foster a positive public image and boost employee morale. Community service has long been a concept which independent agents have embraced. We have always

By Rachel Romines known that our members represent some of the most charitable individuals in their respective communities. We knew even before we commissioned the 2019 Economic Impact Study which unearthed the following impressive fact: “The insurance industry increased charitable giving by an average of 15 perfect per year since 2011 for a total of $575 million in 2015. As of November, 2017, the insurance industry contributed over $28.7 million in local community grants.” This is the premise on which #IIADaysofGiving was built. The goal of Statewide Days of Giving is to encourage as many individuals throughout the state as possible to devote June 1-8 to donating time, talent and treasures for the betterment of their communities. We thought about how cool it would be to have our members come together to collectively harness our charitable efforts and show how we can make a difference. We have made it as easy as possible. There is no project too small to be included in our overall Days of Giving totals. Check out all the information on the Day of Giving website. You will find a variety of event ideas, a tool kit complete with press releases and social media messaging, logos and more. Join us as we make an impact in Illinois.

HOW IT WORKS

DECIDE ON YOUR EVENT OR FUNDRAISER

First decide how you will participate. Are you hosting an event? Holding an inner-office fundraiser? Donating your time or talent? Or making a donation?

US KNOW WHAT YOU 2 LET ARE DOING

Once you decide how you are giving, let us know! We will post your event on the website so that others in your area can participate with you, if you’d like. Use the form on the website to tell us your plans.

3 DURING EVENT

Take lots of pictures! Post them on Facebook, Twitter, & Instagram. You can also send pictures directly to rromines@iiaofil.org.

4 AFTER EVENT

The Statewide Days of Giving team will be compiling all the results from the day. We want to know every detail of your event or fundraiser!

www.IIADayofGiving.org 30

insight

may 2019

What Are Your Summer Plans? Make this BRAND NEW FAMILY-FRIENDLY CONFERENCE a part of your summer.

July 14-16 â&#x20AC;¢ Delavan, WI Discounted Room Rate

Enjoy Resort Amenities

Family Meals

Continuing Education

(save up to $130 per night)

(reception, breakfast, social event)

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

(receive up to six hours)

Get all the details at

ILYoungAgents.com may 2019

insight

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive

Gold Level AAA Insurance Arlington/Roe Blue Cross/Blue Shield of IL Surplus Line Association of Illinois

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE Aon Programs Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc.

insight

KPA, LLC dba Succeed/KPA Larry Gordon Agency Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company Motorists Insurance Group Nat Gen Premier NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation Previsor Insurance ProAg Management Inc PuroClean ServiceMaster DSI Society Insurance Transcom General Agency Travelers UIG - The Agent Agency United Fire Group Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield

may 2019

iia of il news | INSIGHT

Education Classes may

1 1 7 8 14 15 21 21 22 22 23 28

CISR - Commercial Casualty 2 Springfield CISR - Commercial Property Orland Park CISR - Life & Health Rolling Meadows CIC - Life & Health Rolling Meadows E&O: Roadmap to Policy Analysis Webinar CISR - Risk Management Bloomington CISR - Agency Operations Edwardsville Ethical Dilemmas Webinar CISR - Risk Management Lake Bluff E&O Risk Management Webinar Ethics: Data, Dilemmas & Knuckleheads Webinar E&O Risk Management Webinar

Online Education

june

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

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

www.iiaofil.org May & June Featured Online Classes General Homeowners | General PAP Property & Liability Concepts | Ethics & E&O When the Child Becomes the Parent- Aging Parents Business Income | Commercial General Liability E&O Roadmap to Policy Analysis | Ethics & the Law National Flood Insurance Program Basic Course Who is an Insured? | Workers Comp Insuring Trusts | Homeowners Hot Topics And More!

may 2019

New Members member agency Service Insurance Agency Acquisition, LLC Arlington Heights, IL Susan Moore & Assoc., Inc. Buffalo Grove, IL For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. insight

We Need

You!

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

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

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

June June June June

25 26 26 27

LaSalle Schaumburg/Rolling Meadows Naperville Effingham

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

insight

may 2019

Reach. Rise. Shine. Attend CONVO 2019.

By Shannon Churchill

Spring has finally sprung, and I know it sounds crazy to already be talking about Fall, but it will be here before we know it. The IIA of Illinois team is hard at work in preparing for the Midwest’s largest industry event. Make sure to mark your calendar for October 1-3, 2019 back at the Crowne Plaza in Springfield, IL. After an overwhelming response to last year’s event, the leaders of the IIA of Illinois made the decision to bring the annual event back to the capital city. Check out some of the preliminary details below, and we look forward to seeing you there! CONVO is the Association’s premier event, designed for our member agents to come together for connections, networking, education, industry trends, the largest industry tradeshow in the Midwest with over 150 vendors and of course fun. Offering 12 hours of CE (pending DOI approval) this year’s education sessions are lining up to feature a CEO Panel with some of the top executives in the industry discussing the future of the independent channel and what it means for you and your business. The other general session will include key agents from across the country sharing insights on to what makes them stand out and how you can take home some of these best practices for your agency. Other breakout sessions include the E&O Risk Management for your necessary credit (including Ethics); Cyber Updates, and how your agency can/needs to be protected; active shooter training (unfortunate our world has come to this), and much more still in the works. Check out www.ilconvention.com and watch your emails for updates on a regular basis. With two key panel presentations we want to hear from you…what is the biggest challenge your agency is currently facing? Another feature brought back is the IIA of Illinois Awards recognizing the amazing talent within our membership. We know we are lucky to have such incredible agents representing the independent channel in Illinois. To honor our members for their talent, professionalism and dedication to our industry we have created a series of awards. We are looking for candidates for Agency of the Year; Agent of the Year; and Young Agent of the Year. Think you have what it takes? Check out www.iiaofil.org/IIA-of-IL-Awards for details and to make a nomination.

The premier part of the CONVO is the largest industry tradeshow in the Midwest. Exhibitors from all over the country come to our sold-out event each year. To guarantee you don’t end up on the waitlist, make sure you register your company today. www.ilconvention.com. We haven’t even touched up on the fun stuff yet, like the music, live band, and dancing which takes place on Wednesday evening. Also, we are working on something fun and different than in year’s past. We are looking for people who love to dance and would want to be featured as part of the IIA of IL Dancing with the Agents event. If this sounds like you or someone you know, reach out to me. As you can see, we have a lot in store for this year’s CONVO. Watch your mail and email for more details. You will want to save the date now, October 1-3, to come to Springfield. I look forward to seeing you there!

2019 CONVO Preliminary Agenda

Tuesday, October 1 10:00 - 4:00 p.m. Golf Outing Noon - 5:00 p.m. Registration 1:00 - 4:00 p.m. Education Sessions (CE) 5:00 - 6:00 p.m. Welcome Reception 6:00 - 8:00 p.m. Dutch Dine Arounds/Company Dinners 8:00 - 11:00 p.m. Young Agents Casino Night Wednesday, October 2 7:00 - 8:00 a.m. Continental Breakfast & Registration 8:00 a.m. - Noon General Session (CE) Noon - 1:00 p.m. Lunch and Networking 1:00 - 4:00 p.m. Education Session Breakouts (CE) 3:00 - 6:30 p.m. Tradeshow 6:30 - 11:00 p.m. Dinner & Party Thursday, October 3 7:00 - 8:30 a.m. Hot Breakfast 8:30 - 11:30 a.m. State of the Association Address & CEO Panel (CE) Shannon Churchill is the IIA of IL CONVO Coordinator and can be reached at schurchill@iiaofil.org.

Beautifully Simple Insurance, Sold Through Trusted Advisors

35% of insurance is sold through independent agents, so why has this group not experienced the innovation and technology investment needed to simplify the homeowner quoting experience? Introducing Openly.

What is Openly?

How Does Openly Do It?

• InsureTech for Independent Agents

• Data…leveraging hundreds of data elements from third parties

• Up-Market Homeowner Insurance for Independent Agents by Insurance People • Simple, Fast & Accurate! 3 data points & 20 seconds gets you an accurate, bindable rate • Straightforward & intuitive technology without all the insurance jargon

• Advanced Modeling & Machine Learning with next gen modeling techniques for rating and underwriting decisions • Data & modeling allow for lower expenses which means a more competitively priced product!

How Does Openly Enhance the Customer Experience? • A high end, superior product featuring guaranteed replacement cost coverage, one click private flood and umbrella coverages • White glove claims and service operations that leverage state of the art technology to enhance the overall experience • Single click eSign process that simplifies the policy issuance process

Interested in becoming an agent partner with Openly? Visit openlyinsured.com/for-agents or email marketing@openlyinsured.com

Available for sale exclusively through licensed independent agents and only where approved by state regulators

farm agents council news | INSIGHT

Farm Agents Council Hits the Ground Running By Devin Conkright and Shannon Churchill The Farm Agents Council (FAC), formerly known as the Independent Farm Insurance Agents of Illinois (IFIAI) has hit the ground running with their events in 2019. Beginning with the Mid-Winter Meeting in January, the upcoming Annual Meeting in June, add in all the crop deadlines, meeting with clients, and getting the fields ready for planting, there is so much to do and so little time. The 2019 Illinois Farm Agents Council Mid Winter meeting was a great success with 119 agents and 68 company personnel in attendance. This was the first time the FAC has held a meeting since the merger with the IIA of IL. The Polar Vortex did everything in its power to disrupt our conference, but the amazing staff of the IIA of IL and the FAC was able to pull off a wonderful event. Highlights of the event included the annual company appreciation dinner, six hours of education sessions, as well as the reception and crop-related tradeshow. Education sessions included Greg Martinelli of Martinelli Ag Sales filling in on short notice due to the winter storms, keeping our original conference speaker landlocked in California. Martinelli discussed new ways to engage with farmers based on their personality traits using the DISC method. Casey Roberts of Laurus Insurance Consulting informed the group about the various technologies being used today to improve the efficiencies in agriculture. Roberts has spoken for the FAC

in the past and, as always, he was very entertaining and informative. Next year’s Farm Agents Mid-Winter meeting will take place January 30-31, 2020. Mark your calendars.

Coming up next for the Farm Agents Council is the Annual Meeting & Golf Outing, taking place June 6-7, 2019 in Bloomington, IL. The event kicks off on Thursday with the Golf Outing held at Prairie Vista Golf Course. Following a day of fun in the sun, everyone will return to the Doubletree Hotel for a cocktail reception and croprelated tradeshow with our company partners. On Friday morning, following the Annual Business meeting and election of officers, attendees will have the opportunity to earn their required 3 hours of IL Ethics credit. Make plans to join us in Bloomington. Registration is available at www.ilfarmagents.com. A limited number of sponsorship opportunities are available as well. Contact farmagents@ iiaofil.org for details. Stay up to date with all Farm Agent Council items, through our Facebook page, facebook.com/FarmAgentsCouncil , and our newly redesigned website, www.ilfarmagents.com. Devin Conkright is Vice-Chair of the Farm Agents Council and can be reached at devin@gullyhechler.com. Shannon Churchill is IIA of IL Education Director and can be reached at schurchill@iiaofil.org.

SAFE ABOVE ALL Strong and steady, constantly raising the bar. All great accomplishments have a certain level of hazard involved, but AMERISAFE has workers’ comp down to the detail. It’s a large part of why we retain 90%* of our policyholders. The best protection is being proactive.

amerisafe.com - 800.897.9719 *Policyholder retention rate based on voluntary business that we elected for renewal quote: 93.0% in 2017. © 2019 AMERISAFE, Inc. AMERISAFE is a registered trademark of AMERISAFE, Inc. SAFE ABOVE ALL and the AMERISAFE LOGO are trademarks of AMERISAFE, Inc. All rights reserved.

may 2019

insight

INSIGHT | people in the news Rodenfels Appointed Senior Field Representative for Berkshire Hathaway GUARD Berkshire Hathaway GUARD Insurance Companies recently added Dan Rodenfels as a Senior Field Representative to promote targeted growth in territories encompassing parts of Illinois and Missouri. In his new capacity, he is responsible for identifying prospects for appointments while providing information about available resources and new developments to existing members of the distribution network. He also functions as agents’ field liaison with Berkshire Hathaway GUARD’s underwriting, loss control, and claims staff. Rodenfels has been part of the insurance community for over a decade. He has extensive experience with sales, agency, and underwriting activities. According to Berkshire Hathaway GUARD’s Senior Vice President of Sales Dave Simmons, “We believe Dan Rodenfels will assist us in growing our market share in the territory. We have agency appointments available; as a long-term, experienced insurance professional in the area, Dan is the right person to help us fill those openings.” GUARD offers a national footprint with a growing list of insurance products, including: workers’ compensation, property/liability via a businessowner’s policy, commercial auto, commercial umbrella, professional liability, disability, homeowners, and personal umbrella. Each of the organization’s insurance companies (AmGUARD,

EastGUARD, NorGUARD, and WestGUARD) is rated A+ (“Superior”) by A.M. Best – a leading source of independent rating information on the insurance industry. Agents interested in learning more should visit www.guard. com/apply.

Rockford Mutual Insurance Company Welcomes Several New Associates Rockford Mutual Insurance Company, a regional property and casualty insurer, has announced the following new hires at their corporate office in Rockford, IL. Gregg Hansen has been hired as Assistant Manager – IT Infrastructure and Support. In his new position, Gregg will be responsible for guiding Rockford Mutuals technical support group while enhancing the quality and effectiveness of technical solutions. Lisa Olsen, CPCU, was hired as Commercial Lines Underwriter to support Independent Agency Partners in WI by evaluating new applications and existing business to provide insureds’ policies and renewals in a timely manner. Joseph Tassone and Peter Fassbender joined the Rockford Mutual team as Marketing Representatives. They will be responsible for prospecting and contracting agents in addition to advising agents on quotations and sales of Rockford Mutual products.

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

Berkshire Hathaway

GUARD

Insurance Companies

AmGUARD EastGUARD NorGUARD WestGUARD

The Security You Need. The Name You Trust. 38

insight

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

may 2019

people in the news | INSIGHT Lynette Duncan was added to The Rockford Mutual staff as Claims Representative to investigate and resolve claims as assigned, providing fair and timely service to policyholders.

French Leaves Association, Romines to Fill Role

Tracey Parker has been hired as Casualty Specialist. Her primary duties include reviewing, investigating and negotiating claims with attorneys, primarily in the Workers’ Compensation and casualty lines of business.

Deann French, Vice President of Communications and 14year employee of the IIA of IL, recently stepped away from the Association to pursue other opportunities. The IIA of IL staff and Board of Directors would like to thank French for her hard work and dedication to the Association, especially with Trusted Choice and Philanthropy and wish her the best in her future endeavors.

Markel Names Lankerd And Hans Of J.m. Wilson Ascending Stars Of 2019 J.M. Wilson is proud to announce that Travis Lankerd, Brokerage Underwriter, and Jenna Hans, Senior Property & Casualty Underwriter, have been selected for the 2019 class of the Markel Ascending Stars Program that recognizes young talented insurance professionals as future leaders in the insurance industry. These young leaders will be invited to take part in a special council, with the goal of strengthening their professional relationship for the duration of their career.

Rachel Romines, Digital Communications Coordinator/ Web Administrator and 18-year employee of the IIA of IL, will step into that role.

Lankerd joined J.M. Wilson in 2017 as a Brokerage Underwriter and has earned cyRM (Cyber Insurance and Risk Manager) and RCLS (Registered Cyber Liability Specialist) designations. He is an Olivet College graduate with a Bachelor’s degree in Risk Management. Lankerd’s favorite part of the job is the opportunity to be challenged on a daily basis to find solutions to complex problems. He also enjoys knowing that his work provides value to the financial security and risk management of the insureds’ businesses. Jenna Hans joined J.M. Wilson in 2013 as an Assistant Underwriter, before her promotions in 2015 as P&C Underwriter and 2018 as Senior P&C Underwriter. Hans enjoys the relationships she’s developed with her carriers and agents and her favorite part of the job is facing new and different challenges every day. J.M. Wilson is a Managing General Agency and Surplus Lines Broker providing independent insurance agents access to specialty markets for both personal and commercial lines. With offices in eight states, J.M. Wilson is able to provide coverage for standard and hard-to-place commercial, transportation, property & casualty, brokerage, professional liability and errors and omissions, personal lines and surety classes in thirty-six states. For more information about J.M. Wilson, call (800) 666-5692 or visit www. jmwilson.com.

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

(800) 666-5692 | JMWILSON.COM may 2019

insight

INSIGHT | industry news FCCI Insurance Group Marks 60th Anniversary FCCI Insurance Group, a company dedicated to delivering commercial insurance products to agency partners and policyholders in 19 states, kicked off its 60th anniversary celebration on April 3 from its Sarasota headquarters with a live feed to 850 teammates and partners in its regional footprint, featuring keynote speaker, author and leadership coach John C. Maxwell. In his remarks opening the celebration, Chairman of the Board, President and CEO, Craig Johnson recognized FCCI’s devoted teammates and agents throughout the six regions where FCCI does business. “You are responsible for our six-decade landmark success and tremendous growth

and the reason we are able to celebrate 60 successful years in the industry,” he said. “Our culture of keeping promises also translates into the focus our teammates have in giving back to the communities we serve.” In 2018 alone, 2,700 volunteer hours have benefited communities across all of the company’s regions. A career-long dream, Johnson welcomed his admired leadership guru, John C. Maxwell, to share his insights and inspiration with FCCI’s team. According to Johnson, one of his favorite books is Maxwell’s 21 Irrefutable Laws of Leadership, noting it has fueled his own personal and business growth. Maxwell’s hour-long conversation at the celebration addressed key points from his latest book, Leadershift: The 11 Essential Changes Every Leader Must Embrace, highlighting that the future will be faster and shorter and being agile, flexible leaders in this fast environment will determine our success. He applauded FCCI’s legacy of keeping promises and building a unique culture, even including Johnson in his Minute with Maxwell series on the topic of culture. In celebration, Johnson reaffirmed his excitement about where the company is headed. “We are fortunate to be viewed with great respect in the industry. From being the first to integrate risk control and nurse case managers into services offered to agents and policyholders, to developing Risk Management & Insurance curriculum at the university level to ensure a vibrant recruitment pipeline, along with FCCI’s in-house School of Excellence program, we will continue to advance innovative approaches to our business model while staying true to our history of keeping promises, and doing what we say we will do.”

The Hanover Named Top Mid-Sized Employer The Hanover Insurance Group has been named one of “America’s Best Mid-Size Employers” by Forbes magazine. This is the fifth consecutive year that The Hanover has been recognized. “This distinction speaks volumes about our unique culture and reflects the energy and enthusiasm our employees bring to their work every day,” said Kathy deCastro, executive vice president and chief human resources officer. “Our team is the foundation for our success, and

insight

may 2019

industry news | INSIGHT we are committed to fostering an environment where our employees can build exciting and rewarding careers.â&#x20AC;? To compile its list of top employers, Forbes partnered with Statista to survey 50,000 US workers employed by companies with at least 1,000 employees. Participants were asked a variety of questions about their companies, including how likely they would be to recommend their employers to others. Respondents were also questioned about development opportunities, working conditions, compensation and company reputation.

Liberty Mutual Insurance to Acquire AmTrust Financial Services, Inc.

Applied Systems Acquires TechCanary Insurance software provider Applied Systems has acquired TechCanary, an insurance CRM system built on the Salesforce platform. The acquisition expands Appliedâ&#x20AC;&#x2122;s sales and marketing services and will drive greater sales and marketing automation for insurers, agencies and MGAs. TechCanaryâ&#x20AC;&#x2122;s insurance CRM will be integrated with Applied Epic, the worldâ&#x20AC;&#x2122;s most widely used agency management system. The integration will allow insurers, agencies and MGAs to use the Salesforce.com platform to manage their sales and marketing activities to prospects and clients. The platform will also provide access to thousands of applications available on the Salesforce AppExchange.

Liberty Mutual Insurance has signed a definitive agreement to acquire the global surety and credit reinsurance operations of AmTrust Financial Services, Inc. (AmTrust), a multi-national property & casualty insurer specializing in coverage for small to mid-sized businesses. Upon closing, Liberty Mutual will acquire four AmTrust businesses: AmTrust Surety, AmTrust Insurance Spain, Nationale Borg, and Nationale Borg Reinsurance (NBRe). The AmTrust Surety portion of the acquisition is expected to close in Q2 of 2019, and the AmTrust Insurance Spain, Nationale Borg, and NBRe portion is expected to close in the second half of 2019, subject to regulatory approvals and customary closing conditions. Terms of the deal were not disclosed.

Â Â? Â? Â?

Â Â? Â? Â? Â? Â ÂÂ Â&#x20AC; Â? Â? Â&#x201A; Â? Â Â&#x192; Â&#x201E; Â&#x2026; Â&#x192;

Agent/Broker Review Company Toll Free (800) 654-ABRC (2272) or visit us at www.abrc.com

may 2019

insight

INSIGHT | classifieds for the insurance professional by the insurance professional

AGENCY FOR SALE.

56. Start up Insurance Agency for sale. Right size for someone to get started. Contact:

Rachel Romines rromines@iiaofil.org Reference #AFS56

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 Agency (708) 383-9000 dbrowne@forestagency.com

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:

SHARED SPACE FOR RENT

99. 6400 SF office located at 127 N. Walnut St., Itasca, has availability for startups, insurance agents, salespeople, consultants, professionals, etc.; who are in need of class A space without the cost. Monthly fees range from $375 and include: Receptionist/Clerical, internet, conference rooms, kitchen, classroom/break room. Printing and clerical services are also available. Short term or long-term rentals are available. Wed are in downtown Itasca across from the Metra station. Close to expressways. For information contact:

Dino Gavanes 630-779-0566 or dino_gavanes@advisersinc.com

AGENCY WANTED.

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.

GET DIRECT APPOINTMENTS.

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

Visit www.insuranceproagencies.com/iia for details.

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

insight

may 2019

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