Insight Magazine - November 2018 by Big I Illinois

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Internal Revenue: The Alternative to Selling Your Agency

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.

Editor & Advertising - Deann French | Graphic Design - Rachel Romines

the journal of trusted choice independent insurance agents of illinois

November 2018

CONTENTS 10

Eight Ways to ‘Speak Human’ and Change the Game By Merilee Kern, MBA 17 Ways to Get More Work Done (And Be Happy Doing It) By John Graham

10 Cover photo by: Štefan Štefančík on Unsplash

Increase Millennial Retention By Caliper 2018 CONVO Highlights

In This Issue

19 31 32 38

9 34 36

Associate News IIA of Illinois News

Internal Revenue: The Alternative to Selling Your Agency By Robert Pettinicchi

Regular Features e-Insight

Industry Industry News People in the News

Classifieds

INSIGHT

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of Illinois). The magazine is published monthly for the members of the IIA of Illinois, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of Illinois 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 dfrench@iiaofil.org.

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

info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

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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

AMTRUST

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

APPLIED UNDERWRITERS

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

ARLINGTON/ROE

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

BERKSHIRE HATHAWAY GUARD INS. GROUP

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

Regional Directors

E-PAYPOLICY

FCCI

GUIDE ONE

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

IPMG

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

IPRF

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

JM WILSON

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

SECURA

SPRISKA

Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com Region 6 | Teresa Fleming (815) 849-5219 | tess@leffelmanassoc.com

THE IMT GROUP

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

TRANSCOM GENERAL

WEST BEND MUTUAL

IIA of Illinois Staff Education Director, CRM Manager Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org Vice President of Communications Deann French - (217) 321-3022 - dfrench@iiaofil.org Products & Services Administrator Melissa Hilgendorf, CIC, CISR - (217) 321-3012 - mhilgendorf.indep12@insuremail.net Accounting & Admin Services, Tradeshow Admin Tami Hubbell - (217) 321-3016 - thubbell@iiaofil.org Director of Human Resources/Board Admin Jennifer Jacobs - (217) 321-3013 - jjacobs@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org Chief Executive Officer Phil Lackman - (217) 321-3005 - plackman@iiaofil.org

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Office Administrator Kristi Osmond - (217) 321-3007 - kosmond@iiaofil.org Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org Communications Assistant Tyler Scott - (217) 321-3023 - tscott@iiaofil.org Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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INDUSTRY

Illinois Supreme Court Upholds, Strengthens, IIA of IL Civil Liability Protections for Agents In a major victory for independent insurance agents and insurance producers statewide, the Illinois Supreme Court last week upheld and in fact strengthened two statutes passed by IIA of IL in 1997. In a 5-2 decision in the case of American Family v Krop, the justices upheld the original legislative intent of the law, that the two year statute of limitations period begins to run on the date an insured receives their policy. In addition, the decision upheld the plain language of the Insurance Placement Liability Act which states that producers are not held to a fiduciary standard when placing insurance coverage but rather owe their customers a duty of ordinary care when procuring insurance coverage. Writing for the majority, Justice Rita B. Garman wrote, “We hold that when customers have the opportunity to read their insurance policy and can reasonably be expected to understand its terms, the cause of action for negligent failure to procure insurance accrues as soon as the customers receive the policy.” In addition the court made it clear that insureds have an obligation to read and understand coverages. Emphasizing that point Garman wrote, “Expecting customers to read their policies and understand the terms incentivizes them to act in good faith to purchase the policy they actually want, rather than to delay raising an issue until after the insurer has already denied coverage.”

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“This decision is a major victory for insurance producers statewide in that the court affirmed the original legislative intent of the statutes,” stated IIA of IL CEO Phil Lackman. “With this decision agents can have the confidence to continue providing insurance coverages for their clients and not be second-guessed and exposed to litigation years after the policy has been issued and renewed and a claim is filed.” IIA of IL, working with the law firm of Pretzel & Stouffer, drafted and passed the two statutes in 1997. Over the years some conflicting appellate decisions were issued. IIA of IL filed an Amicus Brief in this case and it appears the court relied on the brief in confirming the original legislative intent. IIA of IL has informed our E&O carriers on the decision and will communicate their responses to members in the coming weeks. For additional information, go to www.iiaofil.org/Government/Civil-Liability-Protections.

insight

Conversation Marketing Hacks:

Eight Ways to ‘Speak Human’ and Change the Game

By Merilee Kern, MBA

Nobody starts out automatically caring about your products or services. They care about how you can make a difference in their lives. No matter the context, all relationships begin with a “handshake moment,” whether literally or figuratively - those first few introductory moments that reveal a great deal about the character of the person standing before you. Why should company interactions with current and prospective customers or clients be any different? Sure, “content marketing” has been a crucial ingredient impelling the evolution of traditional marketing into today’s more personalized approach, bridging the gap between cookie-cutter TV, radio, and print mass marketing to highly customized digital and social media-driven communications. Even so, today’s more personalized digital communications have plenty of challenges, all too often falling on “deaf ears” and “blind eyes” amid a 10

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marketplace becoming highly desensitized to the glut of advertising and marketing messages its exposed to any given hour of any given day...year in and year out. So, how can brands can make and maintain meaningful connections and create a lifetime value with customers in ways that’ll set them apart in a “noisy,” increasingly jaded and discriminating marketplace? How can businesses tell an authentic story so as to foster maximized marketplace engagement and breed brand loyalty? According to Kevin Lund, author of the new book, “Conversation Marketing: How to be Relevant and Engage Your Customer by Speaking Human,” the proverbial key to the Kingdom is for companies, no matter their size and scope, to simply “speak human.”

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In this new book Lund, who’s CEO of T3 Custom - itself a content marketing firm helping brands learn to “speak human” and supercharge ROI reportedly by as much as16times, provides an in-depth analysis of what’s required to succeed in today’s modern marketing era, which he’s aptly coined the “Conversation Age.” Specifically, he details key principles critical for driving the more evolved conversation marketing approach, which can help companies amplify results on multiple fronts. According to Lund, “Those who are wildly successful at conversation marketing understand the strategy is not simply about propagating online content and sharing through social media accounts. Rather, it’s a disciplined approach to communicating with a target audience in a way that tells a simple, human story that will educate, inform, entertain and, most importantly, compel customers in a way that fully captures mind–and-market share through messaging that truly resonates. Companies must stop talking ‘at’ their customers and, instead, connect with them by simply speaking human. And, it’s far beyond that initial ‘handshake moment - it’s through a constant stream of congenial engagements with each individual consumer, or the marketplace at large, based on trust and performance.”

lives. If you can elicit an emotional response, you’re onto something. Some standout companies have figured this out. Apple’s story, for example, isn’t about devices. It’s about innovation and how our lives are being changed for the better with Apple technology in them. Learn how to make your story short, to the point, and easy to share online.

3. Stay Humble

Being humble begins with letting go of ego - that instinctual part of the psyche that screams for a marketer to make too much noise about products or services and brag about themselves. Sigmund Freud developed a psychoanalytic theory of personality he coined the “id,” and marketers often tap into their own ids by telling the world how great their company and its products are, and how great a potential customer will be for buying them. The id operates based on the pleasure principle, which demands immediate gratification of needs.

Think it’s complicated to be an adept conversation marketer and speak human to your constituents? Think again! Below are eight of Lund’s tactical strategies from the new book that can help companies large and small become more engaging and relevant with customers, and the marketplace at large:

In conversation marketing, speaking human dictates that your customer’s needs, not your own, are top priority. Your audience wants to know what you can do for them, and that means stop talking about yourself and drop the megaphone. Instead, embrace a different approach that thoughtfully and humbly explains why you do what you do and why it can make a difference in someone’s life instead of focusing on your bottom line. Stop beating them over the heads with the fabulous features and benefits of your products. Instead, tell stories that inspire and resonate with their own life experiences.

1. Earn Attention

4. Pick Your Party

To gain attention in today’s crowded marketplace, it’s prudent to do the opposite of what most everyone else is doing. That means don’t deliver clichéd, boring content that’s written for robots - search engines or otherwise - and for generic consumption. It’s unsustainable for you and your brand as well as frustratingly futile for the audience you’re trying to reach. Instead, speak human by engaging your audience with eye-level language in order to gain their attention and set your brand apart. Learn to use language that educates and entertains the audience. Earning attention starts with asking yourself what you and your company are passionate about and conveying that genuinely in that all-important “handshake moment” of first contact - online or otherwise. Assume you’re meeting the person on the other side of the screen for the first time. Think of what you can say that’s new, memorable, a standout, and jargon-free. Also, understand and adapt to your audience. You wouldn’t talk the same way to an aging Baby Boomer as you would to a teenager.

2. Tell a Story

How do you hold someone’s attention long enough to break down a topic and engender his or her trust, but also in a way that’s unforgettable and leaves that person feeling more knowledgeable than before? The answer lies in good storytelling. Good conversations are filled with good stories and anecdotes. But be mindful that the hero of the story isn’t your company or its products, but rather how your product or service will have a positive impact in your customers’

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Equally important to the “how” of your conversation is the “where.” It should all fit seamlessly together and feel natural and organic in that moment. Part of learning how to talk to your audience and engage them in any form of conversation is deciding where to talk to them in the first place. This means doing the footwork to learn where your potential customers gather, and meeting them on their own ground. Where do your potential customers hang out on social media? What are they saying, and what challenges are they discussing that you can compellingly weigh-in on? Easily available research tools can help you join the right conversation at the right time and in the right place with consistency.

5. Be Relevant (on a Molecular Level)

True listening is about far more than hearing words. It’s also about fully understanding the message and concepts being imparted - whether they’re needs, wants, desires, or even complaints. Being relevant means making sure you’re talking about topics that are of sure interest to your audience, and that’s often achieved by addressing their pain points. Before a marketer can aptly communicate and speak to such pain points, however, he or she must first hear what the prospect, customer or marketplace has to say. It can be dangerous, expensive and ultimately futile for companies to presume to inherently know what should be said in conversation marketing.

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6. Start the Conversation

8. Ditch the Checklist

How do you gain audience attention in a way that prevents you from just being part of the noise? It’s no longer a question of whether you should insert yourself into the world of content marketing. It’s a matter of when you’re going to start talking, what you’re going to say, and how you’re going to say it. One good approach is to base that initial conversation on your unique value proposition for the given audience.

Before every takeoff, airline crews verbally work through an extensive checklist. There’s a detailed set of tasks to cover before the plane can even push back from the gate. However, in an ebb and flow conversation marketing context, this adherence to a certain protocol can pose limitations. Indeed, one problem with simply sticking to a checklist is that a content marketing strategy will never evolve with the times or differentiate itself in any way from what everyone else is doing.

It’s important to always remember that your target audience doesn’t care about you. They care what you can do for them. If you’ve done your research, you’ll be familiar with their pain points and better prepared to offer answers that address their needs. Don’t be a “me-too” marketer who dishes out the same information as everyone else. Instead, develop a unique angle with a thought-provoking headline that sparks attention - even better if it disrupts conventional thinking. In addition, know your topic inside out before communicating, and make sure any other people handling your communications are experts in the field. You don’t want to risk sounding trite or inaccurate.

7. Stop Talking Unlike a monologue, a conversation is a two-way endeavor. Knowing when to stop talking is as important as knowing what to say and when to say it. It’s the only way to truly get a sense of what your audience (or your potential customer) is thinking in reaction to what you’ve offered, and whether to stay the course in your strategy or tweak it on-the-fly. Once you hear preliminary reaction, you can respond to questions and concerns before moving ahead or otherwise couse-correct as needed. Also bear in mind that what your audience isn’t saying can be just as impactful as what they do convey.

Successful marketers endeavor to open new horizons. They take a step back and ask bigger questions about themselves and their companies’ ultimate goals, as well as what sort of new challenges their audience or customers might face over time - how to aptly adjust when needed. Lund also suggests finding sources of inspiration. “Explore some of the successful content marketing plans that showed passion, ditched the tired old language, zeroed in on what customers needed, and started a real conversation with the market,” he urges. “Then scrutinize your own strategy and see where it might be lacking, so that you can continually refine your own checklist.” Branding, business and entrepreneurship success pundit, Merilee Kern, MBA, is an influential media voice and lauded communications strategist. As the Executive Editor and Producer of “The Luxe List International News Syndicate,” she’s a revered trends expert and branding and leadership voice of authority who spotlights noteworthy marketplace change makers, movers and shakers. Merilee may be reached online at www.TheLuxeList.com. Follow her on Twitter here: http://twitter.com/LuxeListEditor and Facebook here: www.Facebook.com/TheLuxeList.

Once your message is out, take a step back and “read the room.” That could mean monitoring online response to your blog post or using various tools to learn which of your resources are drawing attention. Are people engaged? Are they adding to the conversation? What should you do if the feedback is bad? Don’t consider a negative response or lack of response necessarily a failure. Instead, see it as an opportunity to adjust, make changes, and perhaps find ways to better meet your audience’s needs.

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17 Ways to Get More Work Done (And Be Happy Doing It)

By John Graham Most everyone has figured out that performance expectations keep going up. To put it bluntly, we face the challenge of doing more in less time. And it’s not about to change anytime soon. In the past, those with lots of experience fared well. But not today. Experience can hold us back, like running against a strong wind. Experience is about what we’ve done in the past and it has value in a never-changing environment. On the other hand, expertise prepares us for what we must do next so we can face the future with confidence. The question, then, is how to transition from experience to expertise, from looking backward for answers to looking forward with solutions. Here are 17 ways to do it:

1. Have the right mindset.

Experience short-circuits the thinking process. We go from zero to 60 in a split second. We tear into tasks because we’ve been there before and know what to do. It takes an analytical mindset when entering uncharted territory.

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2. Figure out what you need to know.

More often than not, problems, misunderstandings, and confusion occur because we didn’t ask enough questions— or, more likely any questions. We get off on the wrong foot by not knowing what we need to know.

3. Give yourself time.

Some say they do their best work in a crisis or at the last minute. It’s also easy to deceive ourselves. Where does that leave us when we run out of time? The answer: in trouble and making excuses. And feeling overwhelmed.

4. Work on it and let it sit.

The best solutions rarely, if ever, occur on the first attempt, whether it’s writing a report or working on a project. The human mind needs “noodling” time to work in the background without pressure. Remember, everything can be improved.

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5. Avoid confrontations.

13.Take a chance.

6. Never assume things will go smoothly.

14. Have clear goals.

It isn’t easy, particularly since we seem to possess an “urge to be right,” a gyroscope of the mind. When coming into contact with an opposing view, the mind pushes back to regain its balance. It helps to view it as a signal to take a closer look before having a confrontation. Why do we never get over being surprised when things go wrong? It’s as if someone is playing cruel jokes on us or deliberately throwing us curve balls to cause us grief. It’s best to be prepared by anticipating what might go wrong.

7. Second-guess yourself.

To avoid getting blindsided, ask yourself “what if” questions to foresee possible outcomes. Then, when asked about alternatives, you can say you considered various options and why you chose this one.

8. Learn something new.

If you can do your job without thinking about it, you’re probably bored and underproductive. The human mind gets moving and stays active by coming up with new ideas, making improvements, and solving problems.

It’s invigorating to try something new. You may have been thinking about it for a long time and it doesn’t really make any difference what it is. By taking your mind off all the annoying daily irritations, it can help invigorate your outlook and improve your productivity Tedium sets in on any job. One day you realize that what was interesting and challenging is now tiring and unpleasant. Perhaps even intolerable. If so, it’s “goal think” time. Start by asking what you want to accomplish today, then add another for the coming month, and so on. When you know where you’re going, the tedium fades away.

15. Eliminate confusion.

We may not be in a position to control the confusion around us, but we can avoid adding to it. We can make sure our messages are accurate and complete so there’s no misunderstanding, our address book and other files are current so we don’t need to bother others, meet deadlines so we don’t leave others waiting, and so on.

16. Raise your standards.

It’s easy to put up a “I’ve reached my limit” or a “I’m not paid to do that” sign. Everyone feels that way at times. If we do, we can count on dismal days ahead.

Others respond to us based on how they view us. How do they see you? Someone who get things done, who takes quality seriously and who demands a lot from yourself. Make a conscious decision as to how you want to be perceived.

10. Be present.

17. Take on a challenge.

11. Ask questions.

Not only will you get your work done, but it will be more than you thought possible, and you’ll be happier at the same time. Better yet, your employer and your customers will be happier, too.

9. Go beyond what’s expected of you.

It’s easy to be at work and not be present. The average employee spends just under eight hours a week on personal stuff, most of it on email and social media. For those 18 to 34, add two hours a week, according to a staffing firm Office Team survey. That’s a day a week of not being present. Have you started on a task and get into it only to discover you’re on the wrong track? Most of us have - too many times. It occurs when we’re too sure of ourselves or reluctant (embarrassed) to ask questions. Asking the right questions is a sign that your thinking about what you’re doing.

12. Look for possibilities.

Instead of just doing your work each day, take it to another level and interact with it so you get feedback from what you’re doing. Ask yourself: Is it clear? Is it complete? Will the recipient understand it? Is it necessary? Will it make the right impression? What have I missed? Should I start over? Is it time for another set of eyes?

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Nose around to see what you can find, drop a few hints, and even raise your hand. But be sure it’s something you want to sink your teeth into. If it is, you’ll have a great time doing it.

As it turns out, happiness doesn’t depend on what others do for us, but what we do for ourselves. John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com.

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Increase Millennial Retention By Caliper

The workforce of today is more diverse, complex, and challenging than ever before. Over the next 10 years, organizations big and small may succeed or fail based on how they embrace the Millennial generation.

“…at least 40% of millennials see themselves staying at their current organization for a minimum of nine years.”

meaningful contributions, regardless of generation. The people analytics platform can also be used to formulate a customized onboarding plan, which will point to specific competencies to build upon or strengthen. In addition, we can start to evaluate the critical fit with their team as well.

I know what you’re thinking. “That cannot be right. Millennials staying with their current employer for nine years?”

Career Path

Jennifer Deal and Alec Levenson (2016)

We hear it frequently, Millennials are smart, talented, and ambitious - and constantly misunderstood by those of us responsible for selecting, hiring, developing and retaining them. The workforce of today is more diverse, complex, and challenging than ever before. Over the next 10 years, organizations big and small may succeed or fail based on how they embrace the Millennial generation. In their recent book What Millennials Want from Work: How to Maximize Engagement in Today’s Workforce, Jennifer Deal and Alec Levenson provide some much needed hope and direction while dispelling many of the stereotypes about millennials. Such as their supposed disloyalty to employers. The authors state, “We’ve studied 25,000 millennials in 22 countries, and 78% held professional, managerial or executive positions. Through our surveys, interviews, and focus groups, we found that many are perfectly willing - even eager - to stay.” They go on to say that “...at least 40% of millennials see themselves staying at their current organization for a minimum of nine years.” Deal and Levinson also indicate that “(Millennials) are concerned about financial security, and they believe worklife integration is easier to attain when you stay with one organization for many years.” To drive business forward today and in the coming years, it will be critical to modify the way we inspire, motivate, and connect with Millennials. Adopting a different approach to understanding what drives that generation and how to engage, lead, and work with them will positively contribute your corporate culture, strategic direction, and bottom line, not to mention increase engagement and retention. As part of this unique approach it will be helpful to dig deeply to uncover Millennials’ motivations, natural tendencies, and personalities. This can be accomplished through the application of a validated assessment which will allow us to begin building the solutions that will reduce turnover, increase job satisfaction, improve alignment with career expectations, and increase effectiveness across multigenerational teams. Once we have a profile of the unique personality of the individual, we can leverage people analytics to align the fit between each individual and their work environment. With this approach, there are four ways to reduce Millennial turnover and improve long-term organizational fit:

Many millennials are interested in finding that perfect first job while also planning their next career move. A people analytics platform powered by personality data can be used to predict the fit with future positions in the organization that may align with the millennial’s career aspirations. This may help the millennial to adopt a longer-term vision of future without the need to job hop.

Flexible Work Environment

Deal and Levinson found that “among our millennials respondents, 95% said that they wanted the option of occasionally doing work from home or some other location other than the office.” Employers will increase their confidence in supporting this flexibility if they are able to predict the degree to which an individual is capable of working in an unstructured environment. Once again, the combination of a personality profile and people analytics can reduce the risk associated with a flexible work environment by predicting the level of structure and guidance the individual will require in order to be productive while working off-site.

Management Style

Dean and Levenson also state, “Managers have a substantial role to play in Millennials’ understanding that staying with the organization may be in their best longterm interests.” They go on to say that much depends on the manager’s ability to adopt engaging management practices that connect with Millennials. Personality data, combined with the power of people analytics, can be used by the manager to better understand the motivations of their millennial team members and how to foster deeper engagement. This combination will allow the manager to create a game plan or roadmap which will help to pinpoint the optimal management strategies that contribute to a longer-term commitment. We have a bright future as our Millennials become the majority of the workforce. The transition may have a few bumps in the road, but there is a great motivation to make this not only seamless but meaningful for everyone involved. Prior to making the offer to your next Millennial candidate, consider the benefits associated with improved job fit, onboarding, and team fit combined, along with proactive career planning in a flexible work environment. Source: What Millennials Want From Work: How to Maximize Engagement in Today’s Workforce (McGraw-Hill 2016) To learn more about how to better engage and retain your millennial talent, visit www.calipercorp.com or email info@ calipercorp.com.

Job Fit, Customized Onboarding, and Team Fit

Armed with personality data in a people analytics platform, we can ensure the right fit with the first position they accept as they enter the organization. This will be critical to establishing the proper connection and foundation with the organization. After all, all employees wants to make

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Doing The Right Thing Since 1964

Janet Phillips, CIC

Executive Vice President

Where personal service is never a liability. When you broaden your insurance offerings with Arlington/Roe, you’ll never sacrifice the personal touch. For over 50 years, we’ve treated our customers the way that we’d like to be treated. It’s just the right thing to do. When you want to offer your clients more, count on our expertise, market access and diverse product lines. We’re always here to help.

Let us help you find the right solutions. ®

e INSIGHT -

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

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Millennia

Eight W ay ‘S s to and Cpheak Human’ ange th e Game Interna l The Alt Revenue: Selling ernative to Your Ag ency

l Retentio

A Reason Many

Salespeople Fail and How to Avoid It By John Chapin

In this month’s e-Insight. november 2018

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CLICK HERE TO SEE THE COMPLETE CONVO 2018 PHOTO GALLERY

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ncy of the Year - 10+ Employees Award Fairbury, IL 2 Agent of the Year - Christy te, Ottawa, IL 3 Chairman of the Board, ard to immediate past Chairman, Rick Sutton nt of the Year award to Luke Sandrock, CIC , IL, pictured with Lukeâ&#x20AC;&#x2122;s wife Ashleigh. the Year - 1-9 Employees Award to Town on, IL 6 Phil Lackman presents the an of the Board 7 Luke Praxmarer, CPCU, Elk Grove Village received the prestigious ckman

Raising Funds and Awareness Independent Insurance Agents Golf Outing - St. Jude Children’s Research Hospital

Thanks to the generous support of both sponsors and attendees, the Independent Insurance Agents golf outing to benefit St. Jude Children’s Research Hospital raised over $14,000 to support the organization in its mission to end childhood cancer.

Young Agents Casino Night - Make-A-Wish Illinois

The Young Agents Committee hosted another successful Casino Night with the help of Pekin Insurance, the event sponsor. Because of the charitable donations by attendees, over $2,000 was raised to help advance the Make-A-Wish® vision to grant the wish of every child diagnosed with a critical illness.

The Hanover and IIA of IL Local Associations Rally to Support IIAPAC During the Big Party at CONVO 2018, Jeremy Jackson of The Hanover Insurance Group presented IIA of IL Chairman of the Board Ryan Hite with a $5,000 contribution to the Independent Insurance Agents Political Action Committee (IIAPAC).

The IIA of IL supports legislators and candidates through IIAPAC contributions as well as active involvement with political campaigns. Funds raised by IIAPAC assist the associationâ&#x20AC;&#x2122;s continuing effort to educate and support members of the Illinois General Assembly on legislation impacting agencies, companies and insurance consumers.

IIA of IL local associations and Regional Directors demonstrated their commitment to IIAPAC as well by donating funds raised through local events and activities: IIA of IL Region 1: $4,010.00 Lisa Lukens, Region 1 Director Northern IL Golf Outing: $3,033.42 DuPage Independent Insurance Agents Association: $3,000 IIA of Northeastern Illinois: $1,800 IIA of IL Region 5: $1,683 Chicagoland IIA: $440

To find out more about IIAPAC or make a contribution, please visit: www.iiaofil.org/Government/Political-ActionCommittees/IIAPAC.

WHO YOU GONNA CALL WHEN THEY SLIP AND FALL? BUSINESS INSURANCE THAT’S DESIGNED TO BE WORRY FREE Your company is your pride and joy. Protect it with business insurance from the Worry Free company — IMT Insurance. IMT independent agents can help you maximize your coverage to protect your business. Our agents are all business owners, so they understand your needs. Find your local independent agent at imtins.com.

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Alternative to Selling Your Agency By Robert Pettinicchi The late chef Anthony Bourdain once relaunched his storied career by penning an article, “Don’t eat before reading this.” To independent agents and brokers, I would say, “Don’t sell without reading this.” The agency consulting community earns its income primarily by representing parties on transactions and advising selling agency owners. In recent years, you’ve probably heard warnings like “Prices will never be this good,” or “You’re getting too old and stale to keep up with the industry,” or “You can’t get enough value for your agency if you perpetuate.” You also may have heard that the risk of financing even a small amount to buying parties is so excessive that after you perpetuate internally, your firm will bomb and your successors will fail to execute the most basic responsibilities of running an agency. But none of the above is true. There is strong economic justification for retaining your agency-and maintaining a legacy for your firm through internal perpetuation. First, let’s examine the term “perpetuation.” It’s unique to insurance distribution-every other industry calls these types of transactions “management buyouts” or “leveraged buyouts.”

The term “perpetuation” was coined many years ago, based on the concept that you wouldn’t want to interrupt an agency’s perpetual cash flow by selling to a third party. Unfortunately, buyers and their representatives have convinced agency owners that an outright sale is preferable to structuring a transition that enables owners to perpetually receive cash flows. Compared to distribution businesses in other industries, insurance agencies have a lower risk profile, due to the predictable recurrence of business and the ability to add scale without as much working capital. This recurring revenue and the ensuing cash flow creates tremendous value and makes your agency attractive to a purchaser. Note that acquirers, even at current high prices, are likely not paying enough for your business, considering what you’re giving up. Because it’s difficult to predict financial performance of a business with certainty after an ownership change, financial experts consider leveraged buyouts to be among the riskiest of all transactions. But this is not the case for an insurance agency with capable leadership and a strong brand. The failure rate for an insurance agency perpetuation is microscopic relative to that of ownership transfers in other industries. continued...

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The Long Game As the agency owner, you can realize greater value over time by retaining and investing in your firm. After doing the math, you may find that internal perpetuation is potentially more attractive than an outright sale, even in light of recent deal valuations. Consider what happens when you completely sell your agency to a third party. In exchange for a lump sum, you give up future cash flows, as well as the clients and relationships whose trust you have earned. Chances are, the guaranteed portion of the sale is all you’ll realize, because directing the achievement of the full earn-out is probably beyond your control. Also, since you no longer own the shares, you cannot enjoy any future appreciation.

Your customers. Our promise. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for nearly 60 years. Our expertise in underwriting, risk management and claims handling helps businesses thrive and face the future with confidence. Rob Smith Senior Business Development Specialist FCCI Insurance Group 317-571-3184

Furthermore, replacement investments with sales proceeds likely will not produce returns as great as running and owning a well-performing agency. You won’t be able to replicate the return with securities or any alternative investment approaching a similar risk profile. But if you begin to perpetuate your agency internally, even if you sell just a small share to your best people, you are likely to end up with a more valuable firm in the coming years.

How It Works Why? Your (smaller) ownership share is worth more down the road than the full share would be worth today to an acquirer. Some quick math illustrates the point: Consider a $5-million commission agency with relatively good performance. Delivering a 22.5% EBITDA margin, the value on an outright sale may be $9.5 million. Conversely, the theoretical value for an internal sale, of less than a full interest, might be $5.6 million, using conservative EBITDA valuation multiples of 8.5 and 5.0 times, respectively. Assume the owner sells 30% of the shares of their agency to their best producers. Because the owner retains their best people with equity, those people become more productive. The agency records organic growth of 5% per year and grows to $6.4 million in revenue in five years. At the 22.5% EBITDA margin and the same 5.0 multiple, the agency is now worth $7.2 million-and the owner’s 70% interest is worth $5 million. Over the same period, however, the owner also received annual cash flows from their 70% stake, totaling $4.5 million. Add that to the projected value, and the owner’s “total investment” is worth approximately $9.5 million. These numbers are simplified and ignore taxes and the time value of money, but they make the case that internal perpetuation is very attractive. Modest growth and retention of cash flows yield similar value after five years-and the best part is that you can repeat this process for as long as you care to bring on additional owners, or allow a widened group of owners to increase their shares.

General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety

Additionally, you always can sell out in total, down the road, should you want to. Naturally, you will require sound legal advice to craft the share purchase and redemption agreements to retain acceptable control.

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What It Takes Talent flows to equity. Producers who aspire to be owners exhibit a greater sense of commitment and engagement. That’s why it makes sense to approach perpetuation candidates at an earlier age by offering equity ownership in your business. Equity ownership is the proven way to attract and retain the best talent and is not an available option in private equity-backed brokerages. Extend this opportunity to individuals who: • Have demonstrated high performance. • Can produce business and manage relationships. • Exhibit your same passion for your business and want to be part of its future. • Are willing to devote some financial resources to buy into your business. Then, encourage potential owners to actually “buy” the equity, possibly by obtaining a loan secured by the stock purchased. This places financial discipline on the buyers, readying them for greater responsibilities in the future. To facilitate financing as the seller, agree to repurchase shares to regain control of the stock, at a discount, in the event that one of the minority principals defaults. This greatly diminishes your downside risk as a seller. Be careful to avoid giving producers equity arrangements in their books, which can hurt you.

If you run your agency with the goal of carefully widening ownership, you can improve your agency’s performance and value without selling in total. The myth [see sidebar] that an agency owner can’t extract enough liquidity in a perpetuation environment ignores two important facts: that the owner sacrifices recurring cash flows when they sell, and that specialty lenders are very willing to finance perpetuations. There is only upside to committing to undertake an internal perpetuation strategy as you plan for your agency’s future. A solid strategy gives you more flexibility, enabling you to maintain ownership of an agency that will continue to provide the income and lifestyle that make ownership so appealing in the first place. We’re all constantly reminded of the challenges currently facing the independent agency system, including attracting talent. Crafting and implementing an internal perpetuation strategy cements your potential for a solid financial future by widening ownership and talent in your agency, while giving you the best options for maximizing your investment. Robert Pettinicchi is executive vice president and chief lending officer at InsurBanc, a division of Connecticut Community Bank, N.A. InsurBanc is committed to focusing its core competency on providing the necessary capital to keep the insurance industry thriving.

But what’s the best way to start the perpetuation process based on selling stock to your future leaders? As principal, you must have a good assessment of the current value of the firm, in addition to a projection of the what the agency’s value will be several years from now after implementing the perpetuation plan and making appropriate investments in the business.

Perpetuation Myths Several myths serve as natural deterrents to agency owners who are considering an internal perpetuation strategy. You’ve probably heard the common belief that internal perpetuation plans take years to formulate and even more years to implement. You’ve also heard that these plans are prohibitively costly and difficult to put in place. Similarly, the widespread belief that internal sales require lower values corroborates the myth that internal perpetuation can’t generate values comparable to third-party sales. But many agency owners may come to realize that widening ownership and gradually selling to internal parties can generate comparable value. And the belief that there is no intrinsic value in maintaining a legacy for the successful agency you have built is false, too. Ownership of clients and the successful relationships you have built hold value far beyond the offer from a large acquirer. Buyers believe the price they’re paying for your agency is a bargain because of the stream of future earnings that will inure to them. Do you think a car dealer is really giving you more for your trade-in than it’s actually worth? - R.P.

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ASSOCIATE NEWS

Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive Nat Gen Premier

Gold Level AAA Insurance Agent/Broker Review Company Arlington/Roe Blue Cross/Blue Shield of IL

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS Surplus Line Association of Illinois

The IMT Group 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 Echelon Property & Casualty Insurance Co. Encompass Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Grange Insurance Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Interstate Risk Placement IPMG J. C. Restoration J M Wilson Kemper november 2018

Keystone Insurers Group, Inc. KPA, LLC dba Succeed/KPA Liberty Mutual Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Midwest Insurance Company Motorists Insurance Group Nationwide NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation ProAg Management Inc. PuroClean Rockford Mutual Insurance Co. Safeco Insurance ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company insight

IIA OF ILLINOIS NEWS

Independent Farm Insurance Agents of Illinois Merges with IIA of IL to Establish Farm Agents Council

The Independent Insurance Agents of Illinois (IIA of IL) membership approved a resolution that allows the association to create the Farm Agents Council, a division of the IIA of IL at the associationâ&#x20AC;&#x2122;s annual business meeting on October 4th. The resolution and subsequent creation of the Farm Agents Council is the result of a yearlong process during which representatives of the IIA of IL Board and the Independent Farm Insurance Agents of Illinois (IFIAI) Board met to develop a plan to consolidate the two organizations. The Independent Farm Insurance Agents of IL (IFIAI) voted on June 8, 2018 to dissolve the IFIAI, contingent upon the October 4 vote by the IIA of IL membership. This action will serve to formalize an ongoing partnership which has seen the IIA of IL providing support and guidance to the IFIAI in the areas of advocacy, communication, education and meeting planning for a number of years.

The IIA of IL resolution ensures that a representative of the Farm Agents Council, and any new division established by the IIA of IL Board of Directors, will serve as a voting member of the IIA of IL Board. Randy Jacobs, of Payne Insurance Agency in Lexington, IL, will serve as the Farm Agents Council Representative on the IIA of IL Board of Directors. Jacobs previously served as the Secretary/ Treasurer of the IFIAI. IIA of IL members will see no change to their benefits or dues structure. Agencies that maintain membership with the newly created Farm Agents Council (FAC), will pay dues to IIA of IL and will receive farm/crop specific membership benefits. IIA of IL will assume administrative responsibilities related to the Farm Agents Winter Meeting, set for January 31 â&#x20AC;&#x201C; February 1, 2019 at the Crowne Plaza Hotel in Springfield, IL and the Summer Meeting and Golf Outing to be held June 6-7, 2019 at the Doubletree Hotel in Bloomington, IL. For more information on the Farm Agents Council, please contact Randy Jacobs at 309-365-3231 or rjacobs@mtco.com.

Please welcome... At-Large Director

Farm Agents Council Representative

IIAPAC Chair & ViceChair Gov. Relations

Michael-Charles Hilson

Randy Jacobs

Dustin Peterson

G.B.G., Inc. 40 W 162nd St South Holland, IL 60473-2061 (708) 333-3378 mhilson@gbgins.com

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Payne Insurance Agency, Inc. 401 W. Main, PO Box 108 Lexington, IL 61753-0108 (309) 365-3231 rjacobs@mtco.com

Peterson Insurance Services 117 W. Main, PO Box 377 Clinton, IL 61727-0377 (217) 935-6605 dustin@peterson.insurance

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Education Classes november

6 6 7 7 14 15 15 28

CISR - Personal Lines Springfield Ethics Edwardsville CIC - Personal Lines Springfield CISR - Commercial Property Rolling Meadows Ethics Westmont CISR - Commercial Casualty 1 Orland Park Ethics Rolling Meadows Errors & Omissions Rolling Meadows

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CIC - Ruble Seminar Elk Grove Village

New Members member agency Compare My Premiums Rockford, IL Insurance Pro Agencies, Inc. Orland Park, IL Oakwood Insurance Agency, LLC Downers Grove, IL

associate copper level Central Illinois Mutual Insurance Company Villa Grove, IL GuideOne Insurance West Des Moines, IA KEATING Brokerage Chesterfield, MO

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

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industry news

Motorists Insurance Group wins 2018 Guidewire Innovation Award

Motorists integrated the Guidewire Digital Portal with dozens of supporting systems to create a brand-new experience for their agents, policyholders and associates.

Motorists Insurance Group has been selected as a winner of the 2018 Guidewire Innovation Award. The award honors those who have best demonstrated business and information technology benefits experienced through the use of Guidewire products. Motorists leveraged the Guidewire InsuranceSuite and Digital Portal platforms in the May 2017 launch of their new commercial lines solution, Motorists Insurance.

Not only did Motorists have the strategic consult of PwC, who was essential in integrating Motorists Insurance’s core systems, approximately 190 internal resources and over 450,000 hours were dedicated to the ideation, formation and launch of Motorists Insurance. The project proved to be well worth the investment.

Initially coined the Transformation Program, Motorists Insurance’s objective was to create a new company using vended technologies to support a new business operating model, commercial lines products and organizational structure. With strategic consult provided by PwC,

In Motorists’ Guidewire Innovation Award submission, the company was pleased to reveal the success of the new commercial lines company. In its first nine months, Motorists Insurance wrote $18 million in premium. And as of first quarter 2018, the company had onboarded over 500 Motorists Insurance agencies and 72 percent of their agents downloading had written business – well above the industry average for commercial lines. With plans to roll out this new commercial lines solution to more states and transform their personal lines business by 2020, Motorists is excited about the future, technological leap they have made to better serve their customers and recognition they’ve earned in the Guidewire Innovation Award through their most transformational project in company history: Motorists Insurance.

IMT Insurance Launches New Brand IMT, which has provided property and casualty insurance to customers through Independent Insurance Agents for more than 130 years, is proud to unveil a new look in which we feel signifies a commitment to our future, while sticking true to our IMT roots. As IMT continues to grow and evolve, we recognize it is important to strengthen and align our brand.

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

Going forward, IMT will be marketed and identified as one company – IMT Insurance. Wadena Insurance Company will remain as an underwriting company, just as it is today. This brand refresh is IMT’s first major update to the iconic red diamond logo since 1959. For more information on IMT Insurance, please visit imtins.com.

(800) 666-5692 | JMWILSON.COM 34

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november 2018

J.C. Restoration, Inc. Named to Qualified Remodeler’s 2018 Largest Remodeling Firms in the U.S.

Five fairground improvement projects will receive a total of $7,000 in grants through Grinnell Mutual’s Fairground Facelift initiative. The annual promotion gives county fairgrounds in Grinnell Mutual’s writing territory a chance to rally their communities and raise money to make improvements.

J.C. Restoration, Inc. (JCR) has earned the number 80 spot on Qualified Remodeler Magazine’s 2018 edition of the Top 500 Remodelers in the United States JCR has made appearances on the list since 2007.

Based on votes from Facebook users, Grinnell Mutual will present the grand prize winner, Fountain County 4-H Fairgrounds in Veedersburg, Ind., with a check for $3,000 for “Restroom Overhaul.” The project will replace and update the restrooms and add baby-changing stations, energy efficient lighting, and a dressing area. The project received nearly 7,000 votes. The community response did not go unnoticed in Fountain County. Grinnell Mutual received nearly 130 project submissions from 13 states. Facebook users then cast more than 20,000 votes for their favorite projects among the 15 finalists. The five winning recipients shared a total of $7,000 worth of grants and were chosen based on the number of votes received.

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The Qualified Remodeler magazine top 500 list has been published for the past 40 years and is based on each company’s gross volume from the previous year. The magazine’s list also takes a look at current year volume projections, number of employees, years in business and accreditations. Remodelers on the Top 500 list are involved in the following types of projects: kitchen and bathroom remodels, room additions, whole-house remodels, insurance restoration, design-build services and light commercial projects The entire article can be found in the August issue of the magazine or at http://www. qualifiedremodeler.com/top-500/ Since 1978, the QR Top 500 has been the leading benchmark of growth and success among remodeling firms. Each year, companies from all 50 states apply, but only 500 make it.

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industry news

Grinnell Mutual Awards a Total of $7,000 in Annual Fairground Facelift Promotion

people in the news

Grinnell Mutual Board Chair Receives National Award Paul Stueven, Grinnell Mutual’s board chairman as of June, was named the Professional Farm Mutual Manager (PFMM) of the year by the National Association of Mutual Insurance Companies (NAMIC) at their 2018 convention in San Antonio, Texas. Stueven has worked in the mutual insurance industry since 1979 as an agent, inspector/adjuster, and company manager, and has served as the CEO and treasurer of Fairmont Farmers Mutual in Fairmont, Minn., since 2002. He has also served on NAMIC’s board of directors and as chairman on several NAMIC committees. In 2007, he was honored with the NAMIC Merit Society Award. He received his Professional Farm Mutual Manager (PFMM) designation in 2005 and earned his Farm Mutual Director Certification (FMDC) in 2017. The NAMIC Farm Mutual Conference board of directors created the Professional Farm Mutual Manager of the Year Award in 2002 to recognize outstanding leadership and accomplishments in service to NAMIC and the farm mutual industry. The annual award’s recipient must be a PFMM designate and perform at a high level in marketing, administrative, and financial management. Award-winners are selected for exceptional achievements in both the short and the long terms of their career.

Westfield Invests in Small Business, Names Robyn Hahn President, Small Business Bridging expertise from senior leadership roles at national and international insurance carriers with time as an independent insurance agent and small business owner, Robyn Hahn is assuming the role of President of Small Business at Westfield. With more than 25 years of diverse experience in the insurance industry, Hahn is uniquely positioned to lead the segment into the future by transforming the way the company approaches small business. As a leader in the P&C industry, Hahn has held senior positions with national and international carriers. Her credentials span agency management, sales and distribution strategy and execution, digital and operations, including call centers, processing, underwriting and risk control functions. Prior to Westfield, Hahn expanded her professional portfolio to include the Chief Marketing Officer position at two insurance industry Fortune Global 500 companies. With Westfield’s renewed focus on small business, Hahn is driving a customer-centric emphasis through a new operating model that leverages data and analytics, digital and innovation to differentiate Westfield in the marketplace for distributors and customers.

Lindsey Lisenby Joined Arlington/Roe Commercial Lines Jim Roe, CPCU, president and CEO, announced the appointment of Lindsey Lisenby to commercial lines assistant underwriter for the Illinois agents of Arlington/ Roe, managing general agency and wholesale insurance broker. Lisenby is a graduate of Drury University and has prior experience working as an associate underwriter and an associate broker. She holds an Associate in General Insurance (AINS) designation.

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Montel B. Metzger, 94, of Carlock, passed away Oct. 5, 2018 at the Villas of Holly Brook, Bloomington. Montel was born April 28, 1924, in Kappa, the son of Lee W. and Ethel B. Burger Metzger. He married Aneita L. Swearingen on Oct. 26, 1946, in Carlock. She survives. Also surviving are his three children, LuAnne Hollingshead, Naperville; Tom (Margie) Metzger, Waupaca, Wis.; Dee Metzger, Normal; five grandchildren, Mindy (Paul) Vitucci, Madison, Wis.; Molly (Tim) Struve, Newport, Ky.; Mary (Alex) Groth, Spicewood, Texas; Hunter Hollingshead, Chicago; and Regan Hollingshead, Lawrence, Kan.; and five great-grandchildren, Jack Vitucci, Emma Vitucci, Madeleine Struve, Lorelei Struve and Josephine Groth.

Hageman was a graduate of the University of Illinois. In addition to his farming business, EAgCo, he was also the owner of Honest Abe Insurance in Newman. Jay was a member of Immanuel Luthern Church, Broadlands, where he served on many committees and was a longtime Sunday school teacher. He was a director for Eastern Illini Electric Cooperative, a member of the Vermilion County Farm Bureau and the Sidell Lions Club. He was a devout supporter of Cunningham Children’s Home and enjoyed having them out to the farm. The staff and Board of the IIA of IL extend their heartfelt condolences to the friends and family of Jay Hageman.

Montel is preceded in death by his parents; one brother, Keith Metzger; and an infant sister. Montel grew up in Peoria and graduated from Peoria Central High. He served in the U.S. Army during World War II from 1944-1946, where participated in Po Valley Campaigns in Northern Italy as a rifleman with Company I, 86th Infantry, 10th Mountain Division. He was honorably discharged June 29, 1946. Upon his return, Montel resumed studies and graduated from Bradley University, Peoria. He started the Metzger Insurance Agency, Carlock, in 1952.

amerisafe.com - 800.897.9719

The staff and Board of the IIA of IL send their deepest condolences to the family and friends of Montel Metzger. Jay A. Hageman, 66, of rural Fairmount passed away on Oct. 9, 2018. He was born Jan. 30, 1952, in Danville, the son of Joseph and Dolores Messman Hageman. He married Tracy Miller on Nov. 24, 1974, in Sidell. She survives. Also surviving are one daughter, Jenny (Chris) Kirschner Homer, and two grandchildren, Dylan and Hadley Kirschner of Homer; three sisters, Connie Chew of Sidell, Karen (Barry) Maddox of Sidell and Linda (Brent) Winninger of Crawfordsville, Ind.; sister-in-law, Dede (Don) Heidbreder of Potomoc; father-inlaw, Robert Miller of Savoy; and many nieces and nephews. He was preceded in death by his parents, Joe and Dolores Hageman; mother-inlaw, Barb Miller; and brother-in-law, Doug Chew.

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.

*Policyholder retention rate based on voluntary business that we elected for renewal quote: 93.0% in 2017.

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people in the news

In Memoriam

CLASSIFIEDS

for the insurance professional by the insurance professional

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

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

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

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AGENCY WANTED.

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

Visit www.ciagonline.com for contact information.

AGENCY/AGENTS/PRODUCERS WANTED.

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

Dan Browne or Cathy Hall Forest Agency (708) 383-9000 dbrowne@forestagency.com

november 2018

LEXIE • Born into an insurance agency; worked at two of them • Loves the Green Bay Packers, music, her toddlers… in reverse order • A decade of insurance experience

Has walked in your shoes

Meet Lexie, one of our Commercial experts. Agents call her first because she’s worked at an agency and knows what they want. She’s quick to reply, open-minded, and knows her stuff; just like her colleagues. She may even trash talk football or the latest breakout rock band. High standards you can rely on from real people. Plus, they’re backed by our caring claims group who will get your clients back on their feet.

SECURA Commercial. It’s how you get ahead.

Commercial | Personal | Farm-Ag | Specialty

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.