e-Insight - November 2020 by Big I Illinois

NOVEMBER 2020

INSIGHT 2020 VIRTUAL CONVO WRAP-UP IIA of IL Award Winners Plus

Hiring and Building Your Team

Commercial | Personal | Farm-Ag | Specialty

November 2020

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 14

18 2020-2021

26 Cover Image Winner of the CONVO Adult Coloring Contest Shannon Churchill

11 12

2020 IIA of IL Award Winners Virtual CONVO Wrap-Up - One for the History Books By Shannon Churchill

Make Time to Think and Be Accepting of New Ideas - Lessons from Virtual CONVO Keynote

Why Now is the Time to Think About Building Your A-Team

Finding Talent for Your Agency - Strategies for Success

24 26

Your Remote Hiring Plan

By Rachel Romines

By Claudia St. John

By Jennifer Jacobs

By Sharon Emek

Mental Toughness Adds Value to the Hiring Process By Caliper

In This Issue

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

7 8 17

Trusted Choice Industry

e-Insight

31 32 33 34

Associate News Board of Directors Profile IIA of IL News Classifieds

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

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

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

Board of Directors Executive Committee

Regional Directors

ADVERTISERS 30

AMERISAFE

APPLIED UNDERWRITERS

ARLINGTON/ROE

BERKSHIRE HATHAWAY GUARD INS. GROUP

DONALD GADDIS COMPANY, INC.

ENCOVA INSURANCE

ENVISION HEALTHCARE

ERIE INSURANCE GROUP

FRANKENMUTH INSURANCE

GRANGE INSURANCE

GRINNELL MUTUAL

HEMPHILL FINANCIAL GROUP/LEGALSHIELD

IMT INSURANCE

IPMG

7 Cover Tip 2

JM WILSON OMAHA NATIONAL SECURA INSURANCE

TRANSCOM GENERAL AGENCY

UNITED FIRE GROUP

WEST BEND MUTUAL INSURANCE CO.

WESTFIELD

Committee Chairs

IIA of Illinois Staff

Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com

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

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

Education | Teresa Fleming, CIC, CISR (815) 849-5219 | tess@leffelmanassoc.com

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

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

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

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

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

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

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

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

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

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

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

Find us on Social Media

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.

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TAKE A SECOND LOOK AT OUR RESTAURANT COVERAGE Grinnell Mutual’s Businessowners policy delivers customized coverages, as well as an experienced claims team that’s there when you need them. Agents, contact your underwriter for details. Trust in Tomorrow.® Learn more today.

AUTO | HOME | FARM | BUSINESS

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

Free to do what's right for you.SM

Trusted Choice Releases New Social Media Calendar Resource Trusted ChoiceÂŽ understands the importance and value of social media marketing. To aid agents in increasing business through social channels, Trusted ChoiceÂŽ has created a social media calendar exclusively for members. The calendar is updated every month and is available for members to access on the content-to-share page of the member resource website. The social media calendar includes ready-to-post content focused on monthly topics, some of which have been home maintenance, pet safety, natural disaster preparedness, at-home holiday activities, and much more. Members are encouraged to utilize the calendar to strengthen their social media presence and increase engagement with current and potential customers.

EVERY RISK IS AN OPPORTUNITY COMMERCIAL TRANSPORTATION | BROKERAGE | MARINE PROPERTY & CASUALTY | SURETY | PERSONAL LINES

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Congratulations! MH Insurance Centre, LLC

Brooke Miano, CISR

2020 Agency of the Year

2020 Agent of the Year

Marion

Brown & Brown of IL, Naperville The Agent of the Year Award is given for the outstanding performance of an individual retail agent member of the IIA of IL in the categories of production, use of technology, professional development and civic responsibility.

The Agency of the Year Award is presented to an IIA of IL member agency that exemplifies leadership and innovation within the industry. The Agency of the Year demonstrates strong growth, innovative marketing strategies, creative utilization of evolving technology, toplevel customer service and dedication to the community.

Nick Gunn, CIC

Nixon Insurance Agency, Peoria

2020 Young Agent of the Year

IIA of Northeastern IL 2020 Outstanding Commitment to IIAPAC

Each year the IIA of IL bestows the Outstanding Commitment to IIAPAC Award to a producer, agency, or local chapter for their fundraising and advocacy efforts. The NEI Group has donated thousands of dollars to the IIAPAC this year. Thank you, Ken Samson, and everyone involved in Northeastern Illinois Group! This annual award recognizes extraordinary accomplishments by a professional under 40 years of age. The recipient must have demonstrated service to the insurance industry, professional trade associations, and community in a manner that would be considered exceptional for a person of his or her age. november 2020

insight

Event Wrap-Up One for the History Books! Three Days 23 Hours of Content Over 430 People 17 Sessions 12 Hours of IL Continuing Education Hours 17 Sponsors 36 Exhibitors 30 Speakers All in ONE Virtual Event! What a whirlwind few months it has been! When the decision was made to switch from an in-person CONVO to a virtual setting, the IIA of IL staff dove right into planning. How can we make this happen in such a short time? How can we make this an event for everyone? What traditions can we incorporate from the in-person event? Well… we did it! The IIA of IL staff pulled it off! We had such a successful event October 6-8, attendees are still talking about it. But don’t just take our word for it… In addition to several attendees telling us “great session” and “extremely valuable information,” we also heard: “The entire event went very well in my opinion! You turned our 2020 lemons into Lemonade!” “WOW!! Extremely impressive Convention this year! I am so grateful to be associated with such unbelievable talent. You took a challenging situation and not only made the best of it……You made it a SUCCESS!” “I want to thank IIAI for going to the extra effort and expense to have a convention this year. I think all of us prefer an actual event over a virtual event but you have created an opportunity for interaction, information, and education.” “Thank you for putting on an awesome event last week- we really enjoyed the virtual trade show!” “He (speaking of Duncan Wardle) was fantastic!” “This session was great for someone who wants to innovate and grow – makes you think about the future!” Speaking of Keynote 2: Creating Opportunities Out of COVID All sessions were recorded and are now available ondemand at www.ilconvention.com. Attendees can login and view the sessions at no additional charge. Those that did not attend can purchase the event for $149. No CE is awarded for the recorded sessions. 12

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By Shannon Churchill

Here is what you may have missed: The opening keynote presentation with former Disney Head of Creativity and Innovation, Duncan Wardle, focused on the personal dynamic of insurance relationships and encouraged us to bring innovation and creativity into the workplace. Check out the article on the next page for a recap of this session. Our second keynote session brought together several of the most innovative agents in the industry including Katlyn Eggar with Quantum Assurance International and host of The Age of Independence Mini-Series Podcast; David Carothers of Florida Risk Partners and The Power Producers Podcast; Carey Wallace, CEO of IntellAgents; Bradley Flowers of Portal Insurance and The Insurance Guys Podcast, as well as the host with the most, Ryan Hanley, owner of Rogue Risk and host of The Ryan Hanley Show Podcast. In this dynamic game-show style session, between laughter, entertainment and poking fun of each other, the group discussed many of the challenges insurance agencies are facing today, ways to stay relevant in an ever changing marketplace, and how to create opportunities out of COVID. Our closing keynote session with Carey Wallace, CEO of IntellAgents, and Trent Richmond, Founder of AgencyKPI, walked attendees through looking beyond “data as a buzz word” and how it can empower you and your agency to make decisions. Our two legislative sessions featured Charles Symington and Nathan Riedel of the Big “I” Government Affairs team, sharing the current state of affairs at the federal level. Our own Evan Manning, Phil Lackman and Brett Gerger discussed Illinois legislative updates over the past year and gave an update on the November elections and what the future may hold. Breakout sessions over the two days included current relevant topics led by many leading industry experts. • Insuring Cannabis Risks in 2020: The Challenges in a Growing Industry with Rick Pitts • Business Income Coverage: COVID & Beyond with Chris Boggs • Finding Talent for your Agency - Strategies for Success Panel with Claudia St. John, J’ai Brown, Mark and Christine Bailey • Increasing Sales Through Effective Communication Using Sales Impact Assessments to Tailor Your Message with Steve Bellman, Brett Gerger & Tess Fleming • Innovation in Long-Term Care Funding with Life Insurance with Jerry Rhinehart • Cautionary Tales of the Creative Client During COVID – Home with Nicole Broch

november 2020

• Supercharge Your Agency Website with Sales Tools with Spencer Breidenbach • The Genesis of Cyber – and Resources for YOU with Ron Berg, George Robertson and Bill Larson • Cautionary Tales of the Creative Client During COVID – Auto with Nicole Broch • Everyone Has An Online Reputation - Take Control And Protect Yours with Spencer Breidenbach • Workers’ Compensation Issues 2020 with Luke Praxmarer and Brett Gerger Thank you to all those who attended. We’d love to hear your feedback on the event. Send me an email at schurchill@iiaofil.org to give me your review.

For those who missed out, it is not too late. You can obtain the recordings of this event (no CE) for the low price of $149. This gets you all the recordings available so you can share the information with your team. Since they are on-demand, you can watch whenever, wherever you’d like.

Make sure to mark your calendar for the 2021 CONVO: October 5-7 in Springfield, IL. Shannon Churchill is the IIA of IL CONVO Coordinator as well as the Director of Information and Technology. She can be reached at schurchill@iiaofil.org or (217) 321-3004.

THANK YOU TO OUR SPONSORS Diamond: Pekin Insurance The Hanover Insurance Group Platinum: Progressive Surplus Line Association of Illinois Gold: AAA Insurance Arlington/Roe

Silver: Grinnell Mutual Imperial PFS IMT Insurance Nationwide West Bend Mutual Insurance Company General: Applied Systems Brightfire Agents Council for Technology – ACT Big “I” Virtual University Trusted Choice Affinity HR

THANK YOU TO OUR EXHIBITORS AFCO Credit Corp. AAA – The Auto Club Group AIS Premium Finance/Imperial PFS Alexander J. Wayne and Associates American Reliable Agribusiness & Equine Mortality AMERISAFE Arlington/Roe ARMtech Insurance Services Columbia Insurance Group Continental Western Group Donegal Insurance Group Encova Insurance ePayPolicy Erie Insurance Foremost Insurance Group Grange Insurance Grinnell Mutual The Hanover Insurance Group HawkSoft november 2020

HSB IMT Insurance J.C. Restoration, Inc. JM Wilson – MGA and E&S Broker Markel Midwest Insurance Company Networked Insurance Agents Pekin Insurance Progressive SECURA Tapco Underwriters, Inc. Travelers Utica National Insurance Group W.A. Schickedanz Agency, Inc./Interstate Risk Placement, Inc. West Bend Mutual Insurance Company Westfield Zywave, Inc.

insight

e INSIGHT -

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

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202 WRA0PVIRTUAL C -UP ONVO II A of IL Awa

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Hiring Your Tand Buildin eam g

ATTRACTING THE NEXT GENERATION OF LEADERS

Gen Z employees are learning the skills and gaining the knowledge to help insurers fill a wide variety of open jobs. By Gary P. Sullivan, CPCU - PropertyCasualty360 In this monthâ&#x20AC;&#x2122;s e-Insight. november 2020

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TECHNOLOGY FOR SUPERIOR RESULTS At Encova Insurance, we understand your need to do business right now, right where you are. That’s why we’re focused on creating superior digital solutions that are easy to understand, access and implement. Our online solutions for small business, workers’ compensation and life insurance are second to none. And later this year we’ll begin rolling out our brand-new personal lines solution that features customized coverage options. At Encova, we don’t just offer more technology we offer better technology, because you deserve the very best.

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*Policyholder retention rate based on voluntary business that we elected for renewal quote: 93.1% in 2019. © 2020 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.

associate news | INSIGHT Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe Blue Cross/Blue Shield of IL

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Encova Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. november 2020

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

Board of Directors Profiles

Renee Crissie

Young Agents Chairperson Crissie Insurance Group, Des Plaines Sr. Project Manager, Employee Benefits Number of Years with Agency: 14 Year You Started in Insurance: 2006 Education: Ball State University - Bachelor of Science Major = Graphic Arts Management Minor = Business Administration Current or Past Civic, Political, or Community Service Activities: Cancer research, more specifically, pediatric cancer research is near and dear to me personally. After my neighbor and close family friend lost his battle with cancer at age seven, The Jeffery Pride Foundation for Pediatric Cancer Research was formed and I have been an actively volunteering since 2000. What do you feel are major challenges facing our Association today? - The lack of young talent in the industry and awareness of a career in insurance - Engaging young talent and conveying the value of participation - Mergers & Acquisitions - Given the current situation, we are challenged with

finding meaningful ways to network and add value virtually. What suggestions do you have to respond to these challenges? Continue to encourage participation in the MasterMind virtual conversations and create virtual small group forums for networking and career development. What do you see at the greatest benefit to IIA of IL membership? - The opportunity to become politically involved and being an advocate for important agent issue. - Expanding professional network with not only other agents, but also carrier representatives and other industry professionals. What prompted you to get involved with the Association? I was eager to get involved in the industry, develop leadership skills and expand my professional network with other young agents.

Amiri Curry

At-Large Board Member

Assurance, A Marsh & McLennan Agency Co, Schaumburg Vice President, Client Services Number of Years with Agency: 4 Year You Started in Insurance: 1993 Education: Bachelors Degree - History - U of I Current or Past Civic, Political, or Community Service Activities: Current Chairperson of the ACT (Assurance Caring Together) Committee What do you feel are major challenges facing our Association today? I would imagine issues surrounding the impact of COVID-19 on insurance legislation today and in the future. What suggestions do you have to respond to these challenges? Continuing to remain educated and suggesting options that will ultimately be favorable to the insurance industry. 32

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What do you see at the greatest benefit to IIA of IL membership? Being a part of a body that has a voice to get important legislation approved at the state level. Also, gives the opportunity to meet with prominent legislators to explain the importance of specific initiatives. What prompted you to get involved with the Association? Someone who I value as a friend and a colleague encouraged me to look into the Association and see if membership would be of interest to me. After my research, I believe that I can contribute to the overall mission of the IIA of IL. november 2020

iia of il news | INSIGHT

Education Classes november

3 4 4 9 10 10 12 16 16 18 18 19 23 24 30

Agents E&O Webinar Ethics and E&O Webinar CIC-Commercial Property Virtual E&O Roadmap to Personal Auto Webinar E&O Roadmap To Homeowners Endorsements Webinar Ethics - Walking a Straight Line Webinar Pre-Licensing Course - Life & Health Virtual Pre-Licensing Course - Property & Casualty Springfield (Virtual if approved) E&O: Roadmap to Personal Auto & Umbrella Webinar CISR-Personal Lines Miscellaneous Virtual E&O Roadmap To Policy Analysis Webinar E&O Roadmap to Identity Theft Webinar E&O Roadmap to Personal Auto & Umbrella Webinar E&O Risk Management Webinar Pre-Licensing Course - Property & Casualty Springfield (Virtual if approved)

november 2020

december

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CIC-Ruble Graduate Seminar Webinar E&O Roadmap To Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Agents E&O: Duties, Checklists and More Webinar E&O: Commercial Liability Coverage Gaps Webinar Pre-Licensing Course - Property & Casualty Springfield (Virtual if approved) E&O Roadmap to Personal Auto & Umbrella Webinar Ethical Dilemmas Webinar Pre-Licensing Course - Life & Health Springfield (Virtual if approved) E&O Roadmap To Policy Analysis Webinar Culture, Ethics, and E&O Webinar E&O Roadmap to Identity Theft Part 1 Webinar E&O: Roadmap to Homeowners Insurance Webinar

insight

INSIGHT | classifieds for the insurance professional by the insurance professional

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

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:

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.

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

Visit www.ciagonline.com for contact information.

This is Rick Hemphill, I have had the LegalShield booth at your convention for the last number of years. I have been an insurance agent for the last 44 plus years, and before that I was a police officer. Now more than ever, I believe our clients need the LegalShield products. LegalShield has: •Family Legal Plans

•Identity Theft Plans

•Plans for Truck drivers

•Law enforcement Plans

•Small Business Plans

•Supplement’s, like the Gun Owners Supplement

As a former police officer if you have a concealed carry I really suggest you take a look at this. Rick Hemphill Hemphill Financial Group 314-517-6836 rhemphill@hfgstl.com 34

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november 2020

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e-Insight - November 2020

Articles inside

Board of Directors Profile

Trusted Choice

Associate News