e-Insight - November 2019 - Member by Big I Illinois

NOVEMBER 2019

INSIGHT DIGITAL TRANSFORMATION

IN THE

INSURANCE INDUSTRY How Drones Are Accelerating Digital Transformation in the Insurance Industry Artificial Intelligence in Insurance: Working Smarter

There when it matters most with...

Claims Service

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November 2019

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 14

12 14

Nine Mistakes That Doom a Company’s Marketing

17 20

Cyber... What? Part V

23 24 34 36

By John Graham

Hire Correctly or Drive Yourself Crazy Holding Producers Accountable

By John Chapin

By Brian McSherry

How Drones Are Accelerating Digital Transformation in the Insurance Industry

By Michael Park

AI in Insurance: Working Smarter

By Sharon Emek

CONVO 2019 Highlights Big “I” Level Up Summit Let’s Make a Deal - Buying, Selling and Perpetuating Insurance Agencies

In This Issue

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

7 9 11 19 30

Trusted Choice Industry Government

e-Insight Associate News

31 32 35 37 38

IIA of IL News Board of Directors Profiles Staff Profile People in the 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

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

ADVERTISERS

Board of Directors Executive Committee

Chairman of the Board | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

APPLIED UNDERWRITERS

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

BERKSHIRE HATHAWAY GUARD INS. GROUP

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

BIG “I” VIRTUAL UNIVERSITY

COALITION

DONEGAL INSURANCE GROUP

GRINNELL MUTUAL REINSURANCE COMPANY

36 8 37

IMT INSURANCE INSURANCE PROGRAM MANAGERS GROUP JM WILSON

OPENLY

SECURA

WEST BEND MUTUAL INSURANCE CO.

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

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

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, Tradeshow Admin 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.og

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

Digital Communications Coordinator Karissa Sweatman - (217) 321-3023 - ksweatman@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

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Free to do what's right for you.SM

New Feature: “Recommended Agencies” on TrustedChoice.com Trusted Choice has announced a new feature that will bring agents even closer to online insurance prospects. “Recommended Agencies” are now being featured on the consumer-facing content pages on TrustedChoice.com. How does this get your agency in front of more online insurance prospects? TrustedChoice.com has a team of content producers cranking out pieces of content that are SEO rich keywordfriendly. Seriously, there are thousands and thousands of articles published online with more being created every day.

With this new feature, when a prospect is searching the internet for local insurance and comes across one of those articles, they will see “Recommended Agencies” attached to that content. Trusted Choice is making it much easier for prospects to find local independent insurance agents. For example, a prospect who is shopping for home insurance online may come across one of our home insurance articles. That prospect will now see a local Advantage “Recommended Agency” appear on that page. Login to TrustedChoice.com/Agents for more information.

Our new website features made-for-you materials, content-to-share, training, lead generation, a live chat with the team and so much more!

Visit trustedchoice.com/agents to learn more! november 2019

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industry | INSIGHT

Composite Rate for Personal Lines Insurance Rises to Plus 4.5% Homeowners Rates Continue to Increase Across US The composite rate for personal lines continued to increase. Rates increased from plus 3.5 percent in the second quarter 2019 to plus 4.5 percent in the third quarter.

By MarketScout

Average rates for homeowners coverage for large homes over $1,000,000 in coverage A value increased the most at plus 6.5 percent. This is a notable increase and is somewhat driven by large homes in CAT prone areas such as California and Florida. Rates for homes under $1,000,000 also increased from last quarter. Rates for auto and personal articles coverages increased by one full percentage point from the third to the fourth quarter. Richard Kerr, CEO of MarketScout noted, “So far we have not been hit hard with any catastrophic losses in the second half of 2019. Had Hurricane Dorian continued on to mainland Florida as a category 4 or 5 storm, agents and brokers would really be scrambling. Even without a hit from Dorian, CAT exposed homes are suffering significant increases.” The National Alliance for Insurance Education and Research conducted pricing surveys used in MarketScout’s analysis of market conditions. These surveys help to further corroborate MarketScout’s actual findings, mathematically driven by new and renewal placements across the United States. A summary of the third quarter 2019 personal lines rates is set forth below. Personal Lines Homeowners under $1,000,000 value Homeowners over $1,000,000 value Automobile Personal Articles

Up 4% Up 6.5% Up 4.5% Up 3.5%

MarketScout is a national MGA and wholesale broker specializing in assisting agents in placing high net worth personal lines business. For more information, please visit MarketScout.com.

Premium Trends by Personal Lines Third Quarter 2019 6.5%

4.5%

Homeowners under $1M november 2019

3.5%

Homeowners over $1M

Automobile

Personal Articles insight

Access the members-only Big “I” Virtual University, at independentagent.com. Our experts explore and explain real issues and

Rea l Questi o n s , Rea l A n swers

policy coverage questions in four areas: commercial lines, personal lines, life/health and agency management. Users can also dive into talent recruitment, tips for starting an agency and much more.

Yo ur Insura nce Tec hn i c a l So l uti on

Can’t ﬁnd what you’re looking for? Ask an expert and get an answer! If you can’t ﬁnd an answer to your insurance query in the more than 17,000 pages of content in our extensive online library, just use our “Ask an Expert” service. A member of our faculty comprised of more than 50 industry experts will respond to you with a personalized answer.

Live and On-Demand Education The Big “I” Virtual University oﬀers a wide range of live and on-demand education taught by leading insurance industry experts from across the country developed speciﬁcally for independent agents. All VU webinars include access to the live event and a link to the post-event on-demand recording, and our 90-minute deep dive sessions also include a transcript, a valuable and value-added reference tool.

New Agent Training Solution Pick and choose from 8 modules or follow the BASICS or BEYOND tracks.

REGULATIONS OPERATIONS

BASICS OF CONTRACTUAL RISK TRANSFER

PREMIUM AUDITING COPE

LAWS OF INSURANCE CONTRACTS

CERTIFICATES OF INSURANCE

COINSURANCE

The learning curve for a new insurance professional is steep, but the Big “I” Virtual University is with you every step of the way. Our experts have developed on-demand, online education to help agents with one or two years of experience get ahead. *Presented through Agents & Brokers Education Network (ABEN) platform with a variety of attendance options to work for any schedule. (May vary by state)

independentagent.com/BasicsandBeyond

Why wait? Find all of this and more at V I R T UA L U N I V E R S I T Y.

INDEPENDENTAGENT.COM/VU

government | INSIGHT

Illinois Will Soon Require All Employers to Train Employees on Anti-Harassment

By Evan Manning

On August 9, 2019, Governor J.B. Pritzker signed into law a comprehensive omnibus legislation, SB 75 (P.A. 1010221), which takes aim at preventing sexual harassment and discrimination in the workplace. The omnibus legislation, which will go into effect on January 1, 2020, imposes significant new responsibilities on employers. The new law creates the Workplace Transparency Act (WTA), the Sexual Harassment Victim Representation Act, and the Casino Employee Safety Act and amends the Illinois Human Rights Act (IHRA) and the Victims’ Economic Security and Safety Act (VESSA). While the new law incorporates several requirements on employers the most significant changes for independent agents is the requirement that ALL employers must, at minimum, include: (1) an explanation of sexual harassment; (2) examples of conduct that constitutes unlawful sexual harassment; (3) a summary of relevant state and federal laws prohibiting sexual harassment and the remedies for violations of these laws; and (4) a summary of the employer’s responsibility to prevent, investigate, and correct sexual harassment. The amendment requires the Illinois Department of Human Rights (IDHR) to create a model training program and make it available online at no cost to employers. The amendment does not set a date by which the IDHR is to post its training, nor does it make clear whether the training program to be created by the IDHR will be a complete video or web-based training module that employers can use “as-is,” or merely a set of training materials that employers will be able to use for their training programs. IIA of IL will keep you updated when more information is made available.

Under the WTA, the law prohibits employers from interfering with employees reporting unlawful discrimination, harassment, or retaliation (jointly referred to as unlawful employment practices under the Act). It addresses many aspects of workplace discrimination and harassment, including limiting non-disclosure and nondisparagement clauses, limiting arbitration agreements, mandating sexual harassment training, expanding protection to non-employees (which includes contractors, subcontractors, vendors, and consultants), and requiring annual disclosures. Employers who do not comply with the reporting and training requirements may be subject to monetary penalties. Key Insights for Employers • Employers should be prepared to implement the new required training in 2020 and each year thereafter. • While there are still good reasons to train employees before the new law takes effect on January 1, 2020, it is not clear whether such training will count toward compliance with the law. • The model training programs to be provided by the IDHR will meet minimum requirements under the law, but employers should strongly consider supplementing that content with additional training as part of a comprehensive initiative to create a respectful working environment. • In particular, employers should train all managers, supervisors, senior leaders, and governing board members regarding their particular responsibilities for preventing and responding to workplace harassment. Evan Manning is the Government Relations Manager for the IIA of IL. He can be reached at emanning@iiaofil.org.

november 2019

insight

Nine Mistakes That Doom Marketing has never been a laidback, trouble-free game anyone can play. Today, it’s far more perilous than ever, particularly since prospective customers are moving targets. Just when you think you have them figured out, they’ve moved on. If you don’t know what they want and the way they want to get it, they’re gone. If you disappoint them by betraying their trust, they’ll strike back. Bank on it. Today’s customers are touchy and unforgiving. They’re in charge and they know it. While marketing can play a key role in a company’s success, it’s a fragile function; its efforts can easily be undermined and rendered ineffective. Here are nine common mistakes that will doom a company’s marketing:

Mistake #1

Mistake #2

Mistake #3

Mistake #4

The boss as Marketer-in-Chief While there may be a marketing director or even a CMO, in many companies it’s the boss who calls the shots as to what works and what doesn’t. Although the boss may be knowledgeable in many areas, more often than not marketing isn’t one of them. Those working in marketing get the message: either go along or go.

Always doing the same thing This is the “well-oiled” approach to marketing. Since everything is working smoothly, why make changes? It’s not only an appealing mistake, it’s also dangerous. Since conditions are always changing marketing should be responding with more appropriate customercentric responses. Like others, marketers do their best work when they challenge their own performance, identify missed opportunities, make data-driven decisions, and get feedback from others in the company.

Lack of budget responsibility “Just let us know what you need and we’ll do it.” Even though the words sound helpful and supportive, control of the budget controls marketing. It makes a consistent and integrated marketing plan irrelevant, along with turning marketers into beggars. Marketing initiatives are designed so they get approved rather than meet verifiable objectives.

Failing to deal with unrealistic expectations It’s common for marketers to be faced with unworkable expectations, particularly when it comes to time and cost considerations for marketing initiatives. It’s the old champagne taste on a beer budget. Without a clear agreement of expectations, marketers find themselves in the unenviable position of having to say, “But, I thought you meant….” or “We don’t have the budget to do that.”

Today’s customers are touchy and unforgiving. They’re in charge and they know it. While marketing can play a key role in a company’s success, it’s a fragile function; its efforts can easily be undermined and rendered ineffective.

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november 2019

m a Company’s Marketing By John Graham Mistake #5

Mistake #6

Marketing’s job is creating customers who decide it’s in their best interest to do business with a brand. Self-serving messaging begs the question: What do you offer that aligns with their lifestyle, values, aspirations, or needs? In other words, taking advantage of your brand’s value.

For example, the hazelnut cocoa spread Nutella has a year-long campaign to own weekend breakfasts that includes TV spots and social media. It offers rewards to consumers who report on their weekend breakfasts.

Not exploiting brand value Countless marketing messages shout selfserving messages in the hope that something will stick: “We’re the oldest…,” “You can’t do better anywhere else,” “We love our customers…,” and more.

Mistake #7

Not engaging individual customers “If you can’t give me exactly what I want, you don’t know me so I’m gone.” This stark message tells the story. Fortunately, the expertise, data, techniques, and channels are available to meet the challenge for engaging individuals. As one restaurant chain puts it, “You can’t fake steak.”

Dropping marketing initiatives too soon There’s always pressure to try something new and different. While there can be good reasons for making changes, a strong case can be made for not quitting too soon. Messages sink in slowly and action occurs when there’s a felt need.

Mistake #8

Permitting constant interruptions Uber’s CEO recently said the company’s 1,200-member marketing team was “bloated” and promptly fired 400 of them. Far from being overstaffed, most marketing teams are spread too thin. If that isn’t enough, they face a steady stream of interruptions. “Give it to marketing, they’ll take care of it.” Marketers are good at solving problems, which is why companies turn to them when needs arise. Yet, if they are expected to do their best work, there comes a time to say no.

Mistake #9

Not having enough time Marketing is all about creativity and that takes time. It can’t be forced like squeezing toothpaste out of a tube. Teresa Amabile, a retired Harvard Business School researcher, along with others, studied the conditions for creativity and found that their subjects were most creative “under low to moderate pressure.” When under more intense pressure, they still felt creative, but, as she says, “What they tended to get done was not their most important work. They tended to get done a lot of stuff that came flying to them, crises that arose, that kind of thing.”

There they are, nine mistakes that undermine marketing. While there others, these will get the job done. 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.

We kid ourselves if we think we do our best work under pressure. Things take time and creativity is one of them.

november 2019

insight

Hire Correctly

Drive Yourself Cra Holding Producers Acco or

It happened again last week… I was brought into an organization that did a poor job of hiring and had a bunch of salespeople who weren’t doing what they were supposed to be doing because they either had a poor attitude, poor work ethic, or both. Some difficult conversations ensued and afterwards I was asked what could be done to make sure the salespeople were doing what they were supposed to be doing. Here is my answer. The most effective way to ensure people do their job is to hire correctly to begin with. If you hire the right people, you don’t have to hold their feet to the fire to get them to do what they’re supposed to be doing. If you hire people with the right attitude and work ethic, they will do the 14

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work. And while you do have to guide them and, as Ronald Reagan said, “trust and verify”, for the most part, you can rely on them to do the job you hired them to do. If you hire people with either the wrong attitude or no work ethic, they’ll do as little as possible to fake people out that they’re working in order to stay on the payroll as long as possible. You’ll go crazy trying to hold them accountable but at the end of the day, you’ll be worn out, they still won’t be doing the job, and you’ll have to let them go after spending a bunch of time, effort, and energy, not to mention money. So, step one is hire correctly. If you want me to send you my Rules for Hiring, just e-mail me and I’ll be happy to do so.

november 2019

valuable selling time away from them. On the other hand, if you have people who aren’t making the sales and you know aren’t making the calls, then force them to document who they’re calling. Have them include: the company name, name of the person, and contact information: phone and, if possible, e-mail. Then check up on them. You do this two ways: one by calling the contacts, and two: by going on the road with these salespeople. One of my favorite techniques is to call them during the day, ask where they are and where they are headed to and say, “Great, I’ll meet you at your next stop.” When it becomes clear they aren’t making the calls, which you already know, it’s time to either let them go immediately or give them one final ultimatum. By the way, the latter usually doesn’t work for long, if at all. All of the above said, you probably know within a week or two whether or not you made a good hire. I discover this very quickly when I start working with a new organization. One of the first things I do is to ask each of the salespeople to give me the number of new-business calls they’re willing to commit to on a weekly basis. I do this before I meet with them in person. The salespeople with the right attitude and work ethic are usually realistic or high on their number. Also, they are usually already making that number of calls, or, if they aren’t, they immediately start making that number of calls. In other words, they don’t wait for me to tell them during our first in-person meeting. The badhires either say they are too busy to make new-business calls, give me a low number, or give me a number they think I want to hear, even though they have no intention of making the calls. In addition, they always wait until the in-person meeting to start making calls as opposed to proactively making the calls as soon as they commit.

azy countable

The bottom line is: if you hire correctly, your people will require very little accountability and hand-holding, but if you hire incorrectly, you’ll have to do massive amounts of accountability and even then, you still won’t end up with the results you want.

By John Chapin

Next, reward your workers and punish your non-workers. Give people doing the right things plenty of praise. Also, reward them with gifts, bonuses, and other items that will motivate them. Use the stick with the people who don’t do what they’re supposed to be doing. So, rewards for people doing the right things and consequences for people not doing the right things. On a related note, if you’re one of the organizations that require salespeople to do call reports to ensure they are making enough calls, stop doing this with your good people. If someone is doing lots of good, clean business, and it’s obvious they’re doing what they’re supposed to be doing, don’t punish them by adding this task. It takes november 2019

Important note: I find that executives with a background in sales usually do a poor job of hiring salespeople. Most of them see the best in people and they are designed to connect with and get along with people. This can be a detriment when hiring. You only see what people are really like when you move them out of the relatively comfortable interview seat and put them through a rigorous, wellthought-out hiring process. Look, most salespeople are great interviewers, especially the ones that go on lots of interviews (ones that jump from job to job for a number of reasons). If you don’t ask difficult questions, put any heat on them, or, have any real hurdles in your hiring process, anyone is going to look good. You’ve got to test people and see how they respond and react. John Chapin is a motivational sales speaker and trainer. For his free newsletter, or to have him speak at your next event, go to: www.completeselling.com John has over 31 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. He can be reached at johnchapin@ completeselling.com.

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Cyber… What? Part 5 of 6

This month we will cover number nine, Designation of a chief Information Officer (CIO) and ten, Establish an Audit Trail. Let’s review. Our goal is to provide you with a pathway to compliance for your agencies and customer security. With this article, the end to completing your security plan is in sight. You are almost there, keep up your hard work. To review: 12 Parts to Building an Agency Security Plan 1. Risk Assessment 2. Written Security Plan 3. Incident Response Plan 4. Staff Training and Monitoring 5. Penetration Testing/Vulnerability Assessment 6. Access Control Protocol 7. Written Security Policy for Third Party Providers 8. Encryption of Non-Public Information 9. Designation of a Chief Information Officer (CIO) 10. Audit Trail 11. Implementing Multi Factor Authentication 12. Procedure for Disposal of Non-Public Information 9. Designation of Chief Information Officer This is the title required by New York DFS for some agencies doing business in New York.; nationally this role can be viewed as ‘Data Security Coordinator’. Each Covered Entity shall designate a qualified individual responsible for overseeing and implementing the Covered Entity’s cybersecurity program and enforcing its cybersecurity policy (for purposes of this Part, “Chief Information Security Officer” or “CISO”). The CISO may be employed by the Covered Entity, one of its Affiliates or a Third-Party Service Provider.

By Brian McSherry

10. Audit Trail An audit trail (also called an audit log) is an electronic trail that gives a step-by-step documented history of a transaction. It enables an examiner to trace the financial data from general ledger to the source document (invoice, receipt, voucher, etc.). The presence of a reliable and easyto-follow audit trail is an indicator of good internal controls instituted by a firm and forms the basis of objectivity. For agencies, using your agency management system (with all other interfacing systems) provides a solid foundation for an audit trail. Both of these steps are extremely important in your cyber security plan development. Both are easily accomplished. If you need some help, we have some available. NetGen Consulting can provide products and services for your agency’s privacy, security and data breach response requirements. Contact Bill Larson at bill@ netgendatasecurity.com. If you need a refresher on the first eight steps, go to www.iiaofil.org/cyber. There you will find my magazine articles, as well as our recorded cyber webinars. Hopefully you are making progress on your journey to security compliance. Make sure you stayed tuned for the final two steps next month. Slow but sure you will have your plan complete by the end of the year. Brian McSherry is Vice President of Agent’s Insurance Services. He can be reached at bmcsherry@iiaofil.org or (217) 321-3018.

Resource: • Agency CIO definition and duties (from NY DFS regulation 500.04, page 5) www.dfs.ny.gov/industry_guidance/cybersecurity

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N OV EM BE R

20 19

INSIGH T

DIGITA IN THEL TRANSF ORMAT INSUR ION ANCE INDUS How D ro ne T s Are A Digital R Y cc Tr elerat ansfor in

ing the Insu m rance ation Indust ry Artifici in Insu al Intelligenc e Workingrance: Smar te r

WAYS FOR INSURERS TO MASTER THE ART OF INNOVATION

In this monthâ&#x20AC;&#x2122;s e-Insight. november 2019

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HOW DRONES ARE ACCELERATING

DIGITAL TRANSFORMATIO IN THE

INSURANCE INDUSTRY

By Michael Park Somewhere in central Michigan, a pickup truck drives into a sleepy suburban neighborhood. An autonomous drone takes flight off the truck’s flatbed and, nearly silently, heads a half-mile east, slowing above a mid-20th century craftsman home that has clearly suffered damage to its roof after a particularly brutal hailstorm. The drone then makes a careful and artful loop of a house’s shingled rooftop, snapping hundreds of photos as it circles the perimeter of the home, barely three feet from the roof itself. Its job done, the drone returns to the truck and snaps back into its docking station. The photos are securely transferred to the cloud. Some 1,000 miles away, a claims adjuster in Shreveport, Louisiana, with 30 years of experience under her belt, views the photos, rendered onto her iPhone in the form of a three-dimensional model of the home. She determines the roof must be replaced and escalates the claim into the payout stage. The claim is processed in record time, without a site visit and at a fraction of the cost. This was the vision of the future many had hoped for when drone technology was first introduced to the insurance space about six years ago. And to be fair, we’re close – particularly when it comes to rapid response following a hurricane or tornado. But the applications on day-today insurance claims? It’s been a bumpy start. Until very recently, the technology has proven to be exceedingly pricey - some professional-grade drones sported six-figure price tags. To make it more complicated, Federal Aviation Administration regulations slowed the spread of drones into the commercial space. And that caused financial and operational stress for a handful of promising startups that were making noise in the insurance space - many of them have crashed and burned after blowing through hundreds of millions of dollars in funding. These were bumps in the road, yes. But as with any good technology, sometimes you need those bumps in the road to break down the barriers to entry. Today, we’re much closer to that future vision in everyday insurance claims than ever before. It turns out that vision itself was pretty spot on. What it neglected to take into account was that it was never about the drones themselves. The hardware is impressive, but that alone wasn’t capable of revolutionizing the insurance space. As it turns out, the real value creation is all about data: how it’s captured, processed and augmented. In short, the solution is a sophisticated use of technology to simplify and enhance workflows, while driving down a variety of claim-related costs.

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Digital transformation is one of those terms that’s being applied to every industry, and in most cases, it’s code for “modernization.” Of course, that includes fantastic new technology like artificial intelligence, machine learning and blockchain. But people tend to focus more on the “digital” and less on the “transformation” - it’s really about how legacy processes within industries are becoming more streamlined, more efficient and, ultimately, more cost-effective. There is tremendous opportunity in the insurance industry, which is still riddled with a host of legacy applications and manual processes. That’s why we all get so excited by the idea of insurtech: It is, by definition, digital transformation at work in the industry. When it comes to drones, the ideal outcome for their application is capturing the highestprecision, highest-quality imagery of damaged and undamaged - property. The drone’s role here is only part one of the process. The next step is passing that data to an expert who can make a determination of whether and how that roof needs to be repaired or replaced, and how to do that in the fastest, best way possible. This is really where the breakthrough happens, and it’s becoming a reality through aerial imagery companies with the right technology and workflows in place. Amazing images can be passed into the cloud almost as soon as they’re captured. With AI and machine-learning algorithms sifting through the data, a determination can be made whether it’s a simple claim that can go straight to the payout process, or whether the claim should be escalated to an experienced adjuster for a human decision. And with today’s visualization technology, any adjuster can see the data in three dimensions on the endpoint/device of his or her choice, whether that’s a desktop computer or a mobile device. In other words, we’re now at a point where half of the process flow can be taken care of by a machine, whereas the other half still needs an expert opinion. That is a fundamental change that directly and beneficially impacts the total cost of the process. All told, a claim that typically runs as much as $1,500 in combined loss adjustment costs can be reduced by 75 percent. And the entire process can be done faster and more accurately. continued...

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In many ways, the drone is just the enabler for a smoother, more revolutionary workflow. Even more exciting is that more developments are on the horizon that will further benefit carriers and policyholders. For one, top-of-the-line drones are now available at price points around the $1,000 mark, obliterating one of the major barriers to entry. And even though the requirements for commercial drone pilots are still high, software will soon be available to optimize drone flights for the specific application of inspections, making it easier for pilots to make those drum-tight flight patterns around a roof.

These are exciting times for an industry that has been known for being more traditional in its processes. The technology is certainly thrilling, but it’s how that technology is applied and how it overhauls the workflow that really will cause a positive revolution. We’re still not at a place of universal adoption, but once these developments become commonplace, those who lag behind will likely be penalized in the marketplace. Policyholders simply won’t want to pay for inefficiencies of legacy processes when newer, better and more efficient options arise. This is one revolution that will have been worth the wait.

A little further out on the horizon, momentum is building for the FAA to loosen its restriction that all drone pilots must be able to visibly see their craft’s flight pattern (the “Beyond Visual Line of Sight (BVLOS)” requirement). That will open the door to a world of fully autonomous drones that can fly further and for longer periods, covering large ranges of geography and capturing aerial imagery at an even more economical rate. This could happen as soon as three years from now, according to a study by Deloitte.

Michael Park is Chief Product & Marketing Officer at EagleView. Follow him on Twitter @MichaelPark798.

People tend to focus more on the “digital” and less on the “transformation” - it’s really about how legacy processes within industries are becoming more streamlined, more efficient and, ultimately, more cost-effective.

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november 2019

AI in Insurance: Working Smarter

By Sharon Emek

Artificial Intelligence (AI) is arguably the most significant modern influence on the labor economy. Technology that automates and completes tasks previously accomplished by humans, AI can seem like a threat to many positions that countless people rely on for employment and steady income. But the implications of AI aren’t so much that work opportunities are lost, but rather reconfigured. A Harvard Business Review article published last year aptly captures the potential for AI and human workers: collaboration, not competition. In the piece, authors James Wilson and Paul Daugherty perfectly illustrate that complementary dynamic, wherein AI completes tasks that are more difficult for humans to do efficiently and free of error with “speed, scalability, and quantitative capabilities” while humans complete tasks requiring “leadership, teamwork, creativity, and social skills” that are extremely inefficient for AI to attempt: “What comes naturally to people (making a joke, for example) can be tricky for machines, and what’s straightforward for machines (analyzing gigabytes of data) remains virtually impossible for humans. Business requires both kinds of capabilities.”

AI is changing the future of our global economy. But it’s not here to replace humans. It’s here to work with us and help us work smarter.

november 2019

For the insurance industry, AI’s proven itself in radically expediting underwriting, fraud detection, processing claims, as well as providing initial customer service. This is especially valuable in our modern society where the expectation for customer service is prompt and on-demand crisis resolution and closure. Then of course, the predictive side of AI means that with the abundance of data regarding claims and incidents, the insurance industry is better able to assess damage and accurately predict repair cost. Which leaves the interpersonal dynamic creativity of the field to insurance professionals. Insurance benefits handsomely from AI, but it needs voices on the other end of the call that communicate AI’s takeaway in a nuanced, empathic manner. Insurance still needs creative minds to guide AI as it learns to interpret massive amounts of customer data and arrive at accurate, ethical recommendations. The industry needs the rapid-fire technological ability of AI - its ability assimilate an abundance of data; and it equally requires the human mind - creativity, innovation, and social ability of its insurance personnel. AI is changing the future of our global economy. But it’s not here to replace humans. It’s here to work with us and help us work smarter. Sharon Emek, Ph.D., CIC, is founder and CEO of Work At Home Vintage Experts (WAHVE). For more information about WAHVE, go to www.wahve.com.

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1 IIA of IL Pre sident, Bill Wirth , with Agent and Agency of the Year Winne r, Keenan Rice, Eclipse Insurance Agency, DuQu oin, IL 2 Young Agent of the Year, Du stin Peterson and family 3 C SR of the Year, Jessica Eyler 4 Charles M. C artwright Merit Award Winner, Ken Samson 5 Regional Directo r of the Year, Tess Fleming N ot pictured Chai rperson of the Year, Lindsey P olzin november 2019

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Donations Come in Big for IIAPAC Beginning with the IIA of IL Golf Outing and ending with the Big Party, nearly $19,000 was raised for the Independent Insurance Agents Political Action Committee (IIAPAC). Members of IIA of IL local associations and Regional Directors demonstrated their commitment to IIAPAC by donating funds raised through local events and activities. This yearâ&#x20AC;&#x2122;s fundraising efforts also included a silent auction with a wide range of donated items. The auction raised $5,500. The IIA of IL supports legislators and candidates through IIAPAC contributions, as well as active involvement with political campaigns. Funds raised by IIAPAC are used to assist the associationâ&#x20AC;&#x2122;s continuing efforts to educate and support members of the General Assembly on legislation impacting agencies, companies and insurance consumers. To find out more about IIAPAC or make a contribution, please visit: www.iiaofil.org/ Government/Political-Action-Committees/IIAPAC.

1 Brent Timmerman, The Hanover Insurance Group, presented Evan Manning,

Government Relations Manager for the IIA of IL, with a $5,000 contribution.

To see the full collection of pictures visit www.facebook.com/IIAofIL

October 2 & 3, 2019 november 2019

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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 A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Aon Programs 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 Encova Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. KPA, LLC dba Succeed/KPA 30

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Nationwide West Bend Mutual Insurance Co.

Bronze Level Larry Gordon Agency Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge NatGen Premier NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation PEOPLE Previsor Insurance ProAg Management Inc PuroClean 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 november 2019

iia of il news | INSIGHT

Education Classes november

6 6 7 7 8 13 13 19 21 21 21 26

CIC - Commercial Casualty Springfield Pre-Licensing Course Property & Casualty Belleville On Ethics: Data, Dilemmas & Knuckleheads Webinar CISR - Insuring Commercial Property Rolling Meadows Ethics Rolling Meadows CISR-Personal Lines Miscellaneous Springfield E&O: Roadmap to Policy Analysis Webinar E&O: Roadmap to Policy Analysis Webinar Pre-Licensing Course Life & Health Rolling Meadows Ethics and Agent Liability Webinar E&O Risk Management Webinar E&O Risk Management Webinar

New Members

december

3 3 4 11 11 11 12 17 17 26 30

Ethics & E&O: Synergy Not Rivalry Webinar Pre-Licensing Course Life & Health Belleville CIC - James K. Ruble Graduate Seminar Elk Grove Village E&O: Roadmap to Policy Analysis Webinar Pre-Licensing Course Property & Casualty Rolling Meadows Pre-Licensing Course Property & Casualty Springfield E&O: Roadmap to Policy Analysis Webinar Ethics and the Law Webinar Pre-Licensing Course Life & Health Rolling Meadows E&O Risk Management Webinar E&O Risk Management Webinar

member agency EZ Insurance Group, Inc. Des Plaines, IL

copper associate member Brouwer Brothers Steamatic Alsip, IL Pie Insurance Denver, CO For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

november 2019

Online Education www.iiaofil.org November & December Featured Online Classes BOP... Planning for the Unexpected | Condos On Ethics; Data, Dilemmas and Knuckleheads Business Income - Beyond the Basics | Ethics Additional Insureds and Certificates of Insurance Workers Compensation | Errors & Omissions The Dirty Dozen | And More!

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Board of Director Profi

George Daly President-Elect

The Horton Group, Orland Park, IL President – Personal Insurance Division Number of Years with Agency: 14 Year You Started in Insurance: 1984 Education: BA Marketing, Chicago State University and Master’s Business, University of Notre Dame Mendoza College of Business Current or Past Civic, Political, or Community Service Activities: Prior to joining the IIA of IL Executive Committee, Daly served as a Regional Director, Government Relations Chair and At-Large Board Member. Community activities include: Tinley Park Fire Department - Firefighter 2001-2009; Challengers Field (Building a baseball field where everyone can play) Fundraising Director 2013- Present; Challengers Program - Coaching kids with special needs 2016-Present; Andrew Athletic Booster Club - Vice President 2013-Present; Franciscan Alliance Foundation Board 2016-Present; St Elizabeth Seton - Athletic Advisory Board 2004-2018; Andrew High School Principal Advisory 2015-Present What do you feel are major challenges facing our Association today? Lack of member engagement and agency perpetuation What suggestions do you have to respond to these challenges? I would like to see everyone more engaged in attending IIA of IL road shows/education opportunities, conventions and contributing toward IIAPAC. I would also love to see agencies focus on developing long term succession plans that will allow them to remain independent.

Lisa Lukens Region 1 Director

Saliba-Yewell Insurance Services, Inc., Herrin, IL Number of Years with Agency: 38 Year You Started in Insurance: 1981 Education: Southern IL University Current or Past Civic, Political, or Community Service Activities: Herrin Chamber of Commerce Board of Directors, TLC Therapy Center Board of Directors, and the Herrin Education Foundation Board of Directors

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What do you see at the greatest benefit to IIA of IL membership? The fact that the IIA of IL serves as a tremendous advocate for our industry. As you know, Insurance is regulated at the State level. The Association staff is well respected by our legislators who regulate our industry. The trust and respect that have been built provide every member with a seat at the table for many issues that are brought forward by our legislators. What advice do you have to share with someone considering a volunteer position with the IIA of IL? Please don’t feel that you can’t make a difference. You have a lot to offer the industry. Get involved, as it’s very satisfying knowing that the work you do will impact current and future independent agents. Please consider using your talent and skill to make that difference for all independent agencies in our state. What do you feel are major challenges facing our Association today? One major challenge that the association is facing would be engaging agency participation. The association recently announced some major new initiatives at the most recent convention that will enhance the types of services provided to agents by the association which should result in better membership engagement. What suggestions do you have to respond to these challenges? The association needs to continue to engage a wider number of agencies to participate in the services provided by communicating the value of these services. One area of training that is very beneficial to small, independent companies is in the areas of sales training and electronic marketing in order to stay relevant in understanding the changing consumer shopping behaviors. november 2019

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Patrick Taphorn At-Large Board Member James Unland & Co., Inc., Pekin, IL President Number of Years with Agency: 30 Year You Started in Insurance: 1989 Education: University of Wisconsin â&#x20AC;&#x201C; Green Bay Current or Past Civic, Political, or Community Service Activities: Past Boards and/or Organizations: Pekin Chamber of Commerce Board of Directors Pekin Chamber of Commerce President American Cancer Society Board of Directors United Way Board of Directors Peoria Area Sports Commission Current Boards and/or Organizations: Pekin High School - Assistant Varsity Basketball Coach for 27 years Pekin Economic Development Advisory Board Unity Point Pekin Hospital Foundation Board IIA of IL - At-Large Board Member Hometown Community Bancorp Board of Directors What do you feel are major challenges facing our Association today? Hiring and developing new, young talent to carry on what so many have built over the years. What suggestions do you have to respond to these challenges? Continue to promote and market our business model to those still in school through internship programs and community support to assist with branding our agency name and business segment.

What do you see at the greatest benefit to IIA of IL membership? Networking with high level professionals who can assist each other with best practices to effectively grow our business. This benefit is also derived from the vast array of product and service offerings from the IIA staff to help all agents achieve optimum results. What advice do you have to share with someone considering a volunteer position with the IIA of IL? A volunteer position with the IIA of IL will only enhance many aspects of your professional career. The long-term business and personal relationships you will gain from being involved in the association will give you tremendous balance and provide dividends to you that canâ&#x20AC;&#x2122;t be measured. What has been the most rewarding, for you personally, about your service on the board? Developing my professional knowledge of how the association can help me and my agency, along with learning from others on the board and staff as to how to best carry out the mission of the independent agency system.

I also think that training around understanding the various communication styles of Millennials would be very beneficial to the current membership. What advice do you have to share with someone considering a volunteer position with the IIA of IL? I highly recommend a volunteer position with the IIA of Illinois. By engaging with professionals in the industry you will learn the daily activities involved in running an insurance office. In addition, you will have the opportunity to serve on committees and learn the work that is involved with legislative issues that affect our industry. The knowledge you will gain and the network of professionals you will meet is well worth the commitment of a volunteer position.

november 2019

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As our neighborhoods and cities continue to grow in multiculturalism, it is critical that our independent agency channel proactively embraces such change by collectively weaving diversity and inclusion into the fabric of our business practices. The Big â&#x20AC;&#x153;Iâ&#x20AC;? Level Up Agent Summit brings independent agents, association leaders, carriers and other industry representatives together to learn key business strategies to enhance agency growth, innovation and sustainability through diversity and inclusion. Featured topics include sales, agency operations, leadership, marketing, and technology.

Discover new customer markets. Attract the next generation of all-stars. Understand demographic buying power. Create an inclusive workplace. Avoid EPLI landmines. And must more...

Scholarships Available!

Many IIA of IL members are challenged by limited resources in their pursuit of gaining the tools they need to better manage their business. To help members experience the difference the Level Up Agent Summit can make, IIA of IL offer is offering five $500 scholarships to the Summit. Scholarship applications are due by end of business, Friday, November 22. All applicants will be notified of selection via email after November 30. Go to www.iiaofil.org/Level-Up-Agent-Summit to submit your application.

www.independentagent.com/levelup

Staff Profile Karissa Sweatman Digital Communications Coordinator

What do you/will you like most about your job? Filming, editing and producing videos. Tell us about the first job you ever had: I was a waitress at a local restaurant chain in PA. If you could have any career other than this what would it be? Inspirational speaker What is your favorite: Pastime: Trying new restaurants & travelling with my husband Food: Pickles, pizza, nachos, tacos, ice cream Movie: Willy Wonka (Gene Wilder version), John Wick movies, Marvel movies TV Show: The Good Place, The Office, Mindhunter Band: Paramore Tell us about your family: In June, I married the love of my life, Cam. My parents have been married for 37 years and they live in Pennsylvania. Iâ&#x20AC;&#x2122;m the oldest of two sisters and a brother. One sister lives in California with her husband and her daughter/my goddaughter. My brother, other sister and her husband and son live in Pennsylvania. I miss them all dearly! Most of Camâ&#x20AC;&#x2122;s side of the lives in the area and we get to see them often. Name one thing on your bucket list: Witness the Northern Lights What is your biggest fear? Not living up to my potential and accomplishing my dreams and goals. Of what are you most proud either personally or professionally? Leaving a stressful career. It meant moving four states away to a city where I knew no one, but it was one of the best decisions of my life. Name something people would be surprised to know about you. I love snakes. I was a child beauty queen.

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Buying, Selling and Perpetuating Insurance Agencies November 14 11:00 am - 1:30 pm

LET US UN-SHATTER THAT BAY WINDOW FOR YOU. HOMEOWNERS INSURANCE THAT’S DESIGNED TO BE WORRY FREE A home is one of the most valuable assets. Whether it is a current homeowner, someone looking to own, or someone renting a home, financial protection is needed for the important things in life. A homeowners policy from IMT Insurance can help your policyholders Be Worry Free. Learn how you can represent IMT Insurance at imtins.com/contact.

IIA of IL Office Springfield $15 - Member $25 - Non-Member Lunch Included

Topics:

• Legal aspects of buying, selling and mergers & acquisitions - HeplerBroom • Financing an agency purchase or securing a line of credit - BMO Harris • Personal experience of selling an agency - Brian McSherry • IIA of IL Resources: E&O, Cyber and Bonds - Brian McSherry • Personal experience of merging an agency and selling to a private equity firm - Tom Ross • Alliance programs and/or AMS systems - Tom Ross • Critical points to consider after the sale - BDF, LLC

Who Should Attend?

Those that are thinking of buying, selling, merging, or starting an independent insurance agency. AUTO | HOME | BUSINESS

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people in the news | INSIGHT Arlington/Roe Announces Vice-President Promotions

Kent enjoyed hunting, sporting clays, fishing and playing golf. He shared these hobbies with his grandchildren and could always be seen at their sporting events.

Julie Hawkins was named Vice President, Casualty Practice Leader. She began her Arlington/Roe career in 2013 as a senior broker. Her prior experience includes work for insurance companies as a multiline broker, reinsurance broker and commercial underwriter. Hawkins has also worked for large brokerage firms.

Farley is survived by his wife of 56 years, Sandra; sons, Tim (Michele) Farley and Chad (Holly) Farley both of Newton, IL; grandchildren, Lea (Matt) Creadore, Cole Farley, Ross Farley and Luke Farley; great grandchild, Colin Creadore; brother, Gary (Diane) Farley of Newton, IL; sister-inlaw, Glendeth Meese of Avon Park, FL; brothers-in-law, Norman (Pat) Hildebrand and Vernon (Martha) Hildebrand both of Newton, IL.

James A. Roe, President and CEO of Arlington/Roe, has announced the promotions of three employees.

Emily Marker, INS, AINS, was named Vice President, Property Practice Leader. She most recently served as a property broker after joining the Arlington/Roe brokerage team in 2015. Marker has been in the insurance industry since 2001, gathering experience at an insurance company as well as at a large wholesale broker, with a focus on property and inland marine. She holds designations in General Insurance (INS) and Associate in General Insurance (AINS).

Farley was preceded in death by his parents, and his father and mother-in-law Clarence and Hazel Hildebrand. The IIA of IL staff and Board of Directors send their deepest condolences to the family and friends of Kent Farley.

Sonyia Townsend was named Vice President Professional Liability, Practice Leader. She joined Arlington/Roe in 2008. Before moving to Indianapolis, she worked for recreational vehicle manufacturers in warranty and human resource departments. Townsend has a degree from Lipscomb University and is working toward her Registered Professional Liability Underwriter (RPLU) designation.

In Memoriam Kent Farley, age 77, of Newton, IL, passed away on Sunday, October 6, 2019. Farley was born on November 11, 1941, in Olney, IL, the son of Clyde and Lois (Harrison) Farley. He graduated from Newton Community High School in 1959. Kent married Sandra Hildebrand on February 3, 1963, at the Willow Hill United Methodist Church in Willow Hill, IL. Farley started working as an insurance agent at the age of 21. In 1970, he and his wife, Sandra, purchased the Marshall Insurance Agency in Yale. In 1971, they purchased the Johnson- Kellogg Agency in Newton. Over the next 48 years, they purchased several other insurance agencies. The Farley Insurance Agency grew into a true family business, as his brother Gary, sons Tim, Chad and grandson Matt joined the agency. Farley was a faithful member of the First Baptist Church in Newton. He was also a member the Newton Masonic Lodge #216, Ainad Shrine Temple, Jasper County Shrine Club, 50 plus year member of the Olney Elks, Moose Lodge, National Sporting Clay Association and the Independent Insurance Agents of Illinois where he served as a Regional Director. november 2019

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INSIGHT | classifieds for the insurance professional by the insurance professional

ACCOUNT MANAGER WANTED

AGENCY/AGENTS/PRODUCERS WANTED.

Wanda Gray Mid-America Insurance Services, Inc. (309) 454-3667.

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

43. Local, independent insurance agency in Normal, Illinois is looking to hire a career minded individual as an Account Manager in our Commercial Lines Department. Job consists of working with the various companies represented in quoting new/renewal business, making changes to policies and to assist customers with their insurance needs. Previous insurance experience and working knowledge of an agency management system is preferred. Property and Casualty license with State of Illinois is mandated. Excellent pay, benefits, 40lK and summer hours Memorial Day- Labor Day. Applicant must be professional in appearance, have a strong work ethic, and have good organizational skills. Contact:

POSITION AVAILABLE - COMMERCIAL SALES MANAGER.

32. Are you a dynamic individual with prior insurance sales experience? This candidate will earn the opportunity to be the agency’s perpetuation plan and eventual owner of the agency. In this process, the producer will earn 50% split on commission and have the ability to earn ownership of their book of business, at no cost to the producer. The agency has an outstanding loss ratio/experience, exceptional relationships with Insurance Carrier’s that are A++ RATED and extremely competitive. We also have expertise in the niche markets. The right candidate should possess a strong sense of independence, motivation, excellent communication skills, leadership qualities, excelling in a fast-paced environment, establishing and meeting deadlines, self-starter, sales driven and most importantly, have integrity. Our agency has been family owned since 1940. Contact:

Bill Preston Preston Insurance Agency, Inc. (309) 265-5774

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 or Cathy Hall Forest Agency (708) 383-9000 www.forestagency.com/contact-us/mergersacquisitions/

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 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.

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november 2019

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. secura.net/commercial

Commercial | Personal | Farm-Ag | Specialty

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