e-Insight - November 2023 by Big I Illinois

NOVEMBER 2023

INSIGHT AGENCY CULTURE Community Involvement Supporting Growth CE Pathways

Plus

Motivating Your Sales Team CONVO Wrap Up

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

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November 2023

Editor & Graphic Design - Rachel Romines | Advertising - Tami Hubbell

CONTENTS 20

12 18 20 22 24 25 26

CONVO... Played in Peoria... By Shannon Churchill

Let’s Talk About Culture! By Affinity HR

A Roadmap for Industry Education By Daniel Smith

Four Ways Newly Licensed P&C Agents Can Climb the Learning Curve By Christopher Clinton

What the Ghosts of Chirstmas Past, Present and Future Would Teach Us About Training By Kelly Donahue-Piro

The Benefits of Community Engagement for Your Business By Ann Gatty

Motivating the Sales Team By John Chapin

In This Issue

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

9 Brett’s 5 Sense 11 Industry 17 e-Insight 28 Associate News

31 Association Update 32 In Memoriam 33 IIA of IL News 34 Classifieds

info@iiaofil.org | www.iiaofil.org | (217) 793-6660

2009 • 2010 • 2011 • 2012 • 2013 • 2014 • 2015 2016 • 2017 • 2019 • 2020 • 2021 • 2022 • 2023

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

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IIA of Illinois Staff Director of Information and Technology Shannon Churchill (217) 321-3004 - schurchill@iiaofil.org Director of Education and Agency Resources Brett Gerger, CIC (217) 321-3006 - bgerger@iiaofil.org Accounting & Admin Services Tami Hubbell, CIC (217) 321-3016 - thubbell@iiaofil.org Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP (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, IOM (217) 321-3005 - plackman@iiaofil.org Central/Southern Marketing Representative Lori Mahorney, CISR Elite (217) 415-7550 - lmahorney@iiaofil.org Director of Government Relations Evan Manning (217) 321-3002 - emanning@iiaofil.org Office Administrator Kristi Osmond, CISR (217) 321-3007 - kosmond@iiaofil.org Director of Communications Rachel Romines (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA (217) 321-3003 - tross@iiaofil.org Director of Prof. Liability & Ins. Products Carol Wilson, CPIA (217) 321-3011 - cwilson@ilbigi.org

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CONVO Wrap Up Whew, we made it - another CONVO in the books. In my opinion, it was one of the best, from education to networking and to the tradeshow. I feel that it has never been more important to network and problem-solve with your peers and your Association. The three most important aspects of belonging to the Association are networking, education, and, most importantly, advocacy. This CONVO highlighted and provided value for all three of these aspects. The networking opportunities were prevalent from the Game of Games course to the Golf Outing to the Dutch Dine Arounds to the Game night to the Tradeshow, and lastly, the Big Party. If you didn’t find ample opportunity to network, then you sat in your room the whole time. This was a chance for the exchange of ideas in navigating the hard market for large and small agencies. I overheard many conversations around hiring, selling, and unique situations, which gave me a sense that this is exactly what events like CONVO are for. I see these events as great opportunities to provide valuable insight and guidance and a muchneeded break from the grind. This market, more than ever, has created that need to sort of hit a reset button in order to revitalize your drive, will, and spirits during these tough times. I hope the event provided this for you. Education at this CONVO was amazing, per usual. I may be a little biased since I was involved in two sessions. Thank you to all that came to those sessions (you know who you are, as I will never tell - fight club). We started with E&O and Game of Games. Both were well-attended and provided great content. Game of Games was our first stab at it, and I promise it will be exponentially better next time. We get education out of these courses as to what works and what needs improvement. I felt that the instructors we put forth were our usual next-level quality (excluding myself ). The content of the courses was extremely relevant, trying to encapsulate all aspects of the navigation of the Hard Market. If you just come to CONVO to see old and new friends and don’t care about the education, that is okay as well, but know that half of your licensing CE can be obtained at just one CONVO. If you attend CONVO every year, then you wouldn’t have to spend any other time chasing CE in a panic one month out from your renewal. Advocacy is the last and most important part of the holy trinity in the association world. No one works harder on your behalf than the Association when it comes to advocating on your behalf to the legislature and Governor. Evan Manning and the team have had a busy couple of years, and this year has been challenging, to say the least, from fighting off auto rate regulation (√), to passing significant public adjuster reform (√), to passing meaningful Farm Mutual legislation (fingers crossed). None of these things could have been done without Evan and the team working tirelessly to educate and guide legislators through these complex issues that have a significant impact on our State and industry.

Brett’s 5Sense (inflation)

The Association is more than those three things, but those should be enough to warrant membership and participation. Remember, we are a ginormous (my word) resource on everything insurance, whether it be navigating policies/coverages or the Department of Insurance (both my specialties). Don’t let us be that show car that you keep in the garage and only bring out during special occasions. Drive us around. Help us get you from point A to point B quicker and more efficiently, all the while by doing things correctly and, most importantly, together. Could Jordan have won six NBA titles without Pippen? Probably not, as Pippen was a perfect compliment to Jordan, and if he could have won without him, it would have been extraordinarily more difficult. Let us be your Pippen and make it easier. My ask is if you don’t belong, join; if you belong, become more involved; and if you are involved, encourage others. In the famous words of Howard Humphries (Schooner Tuna), “We are all in this together.” We are stronger as a collective in all aspects, and you and your agency will reap the benefits. In summary, we are a 1963 Sting Ray Corvette with Scottie Pippen riding shotgun. You would be silly not to join. As always, this is just Brett’s 5 Sense (hopefully, we get inflation under control and can return to 2), and I hope it was helpful. You can contact me through my CONNECT, and if it is urgent, do not hesitate to reach me through CONNECT. I may be pushing you to CONNECT. If you need any clarification or have any suggestions for future articles please email me at bgerger@iiaofil.org.

Brett Gerger | IIA of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006 november 2023

insight 9

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industry | INSIGHT

Personal Lines Rates Moderate

Relatively benign hurricane season encourages insurers but hottest summer on record creates separate concerns. By MarketBarometer The composite rate for personal lines across the US was 4% for the third quarter 2023. All homes, regardless of value, enjoyed moderate increases, as did automobile and personal article floaters. “Insurers are feeling better about their results in the personal lines space, resulting in lower rate increases,” said Richard Kerr, CEO of Novatae Risk Group. “However, the hottest summer on record does create concern for the future.” 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.

Commercial Insurance Rates Moderate in Third Quarter 2023 Composite rate measured 3.72% By MarketBarometer In 2023, third quarter commercial insurance rates were plus 3.72% as compared to plus 5% in the second quarter. Rates for all coverage classifications except business owners policies (BOP) moderated in the third quarter. BOP rates increased from plus 3.2% to plus 5%. By industry group and account size, every category enjoyed rate moderation. “Reinsurers have been tough on insurance company partners the last twenty-four months, says Richard Kerr, CEO of Novatae Risk Group. “We see their stance moderating. The enhanced terms are being passed along to insurers and their customers. Higher interest rates also help support reinsurers’ results, so that could be a part of the reason for moderating rates as well.” “Some property underwriters do feel rates should continue to increase because of their concern about global warming, which is somewhat affirmed by our hottest summer on record in 2023,” added Kerr. 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.

november 2023

insight 11

iia of il

CONVO…Played in Peoria… By Shannon Churchill This year was our first time back in Peoria since 2016, and wow, did we have some fun over the three days during CONVO! Given the challenges everyone has been facing with the hard market, it was nice to have some fun, collaborate with peers, meet with exhibitors during the tradeshow, and learn about various insurance topics. Throughout the event, attendees had the opportunity to create their own schedules for learning. Breakouts included topics on podcasting, surplus lines, E&O/Ethics, managing a remote workforce, business income, legal issues with emerging trends, agency compensation, digital marketing, communicating value in a hard market, and insurance game of games. The biggest challenge we hear from agents regularly is finding good talent. Wednesday’s keynote speaker, April Simpkins, brought insights into defining and enhancing an agency’s culture. Attendees walked away with actionable considerations to change or adapt the culture within their own agency, making them more receptive and appealing to new talent. Thursday’s keynote session and panel were all about another challenge agencies face: technology. Chris Cline, Executive Director of Agents Council for Technology (ACT), shared thoughts on different strategies for embracing and onboarding technology within an agency. Joining Chris for a panel discussion on technology was Paul Hawkins, CEO and Co-Founder of Hawksoft, Murali Natarajan, SVP & CIO of West Bend Mutual Ins. Co, Lindsey Polzin, EVP of Operations for Presidio, an Acrisure Agency Partner, and moderator, Ray Roentz, President of Heneghan, White,

Cutting & Roentz and Vice-Chair of the Association’s Technology Committee. The panel discussed several issues, including pain points agencies face, return on investment, artificial intelligence, virtual assistants, chatbots, and other trends. The heart of the discussion was centered on being strategic when considering implementing items in your tech stack and not getting “shiny object syndrome.” The session concluded with Chris Cline sharing insights from his new book “Inertia of Legacy,” which was the perfect segway for the association as during the IIA of IL Annual Business Meeting, we installed our new Board of Directors, recognized our volunteers, and the membership voted to accept by-laws changes including reorganizing the representation of our Board of Directors, and changing the Association name to Big I Illinois. Although we love education, the heart of the event is the people. As you can see in the pictures (check out Facebook for the full gallery), the people made this event a success. The collaboration and networking make this event truly priceless, whether it is the social events, including Game Night, the Big Party, or the largest industry tradeshow in the Midwest. Speaking of legacy, we are already busy working on CONVO 2024 as we will celebrate our 125th Anniversary! More details will be coming soon, so follow us on socials, keep an eye on your emails, and join us on the Association community platform “CONNECT,” where we will talk about what we learned, the challenges we are facing & more. We look forward to celebrating our 125th anniversary with you all next year!

Thank You to Our Sponsors! DIAMOND The Hanover Insurance Group PLATINUM Agents Insurance Services, Inc. Progressive Surplus Line Association of Illinois GOLD Arlington/Roe BlueCross BlueShield of Illinois Keystone Pekin Insurance SILVER Imperial PFS IMT Insurance SECURA Insurance Cmopanies West Bend 12 insight

GENERAL Berkshire Hathaway GUARD Insurance Companies First Insurance Funding HSB IA Valuations Illinois Insurance Pre-Licensing Program IPMG Marekt Retrievers MarshBerry Mercury Insurance Nationwide Omaha National Philadelphia Insurance Companies The Protege SwissRe Corporate Solutions Verisk WorkExchange

november 2022

Award Recipients

Agent of the Year

Agency of the Year

Held Insurance Agency

Connor & Gallagher OneSource

(Less than 10 Employees)

Marco Espinoza

Young Agent of the Year

Keely Cardwell

(10+ Employees)

Cartwright Merit Award

Greg Sandrock

More photos on Next Page or go to Facebook.com/iiaofil.

2023-2024

Board of Directors november 2022

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14 insight

november 2022

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Everything. Lots of companies make promises about how much your client can save if they switch their business insurance. Well, here’s our promise – they can save everything. Every memory. Every detail. Everything they’ve worked hard to build. Protect what’s important for your client with a policy from an insurance company you can trust.

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e INSIGHT -

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

N OV EM BE R

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INSIGH T AGEN CULT CY URE Comm unity In volve r ting G ment CE Pathrowth ways

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Motivat ing You r Sales CONV Team O Wra p Up

Community Involvement: Why it’s Good for Business

By America’s Small Business Network (ASBN) In this month’s e-Insight. november 2023

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Let’s Talk About Culture!

Organizational culture is a crucial aspect of any company’s success. To create a strong and positive culture, every aspect of the organization needs to reflect the goals, vision, and philosophy of its leadership. In this article, we take a look at various strategies that organizations can implement to bolster commitment among employees. Why it matters: To help employees connect with the company, ensure that every aspect reflects the goals, vision, and philosophy of its leadership. Policies, practices, communication, decisions, clients, etc. all need to connect back to the same message so employees know who the company is and can gauge their actions accordingly. Stating one thing but letting managers and employees do something different sends mixed messages and makes employees doubt the integrity of the company they work for.

Tips to Help You Get Started: • Create purpose and commitment by fostering formal and informal connections between leadership and employees, between departments, and between co-workers. Institute ways for employees to interact with leadership such as panels, lunches, and “meet-and-greets” and reasons for employees to work with others across the company such as initiatives, committees, and affinity groups. • Improve communication and transparency to offer regular insights into the company’s goals, financials, wins, and challenges. Schedule quarterly or monthly meetings and/or send regular newsletters or impromptu communication so employees hear what is going on directly from leadership. Hold managers accountable to timely pass along important information to all of their employees. • Review your organization as a whole, starting at the top and extending through every level and job. Update your policies, practices, and culture to eliminate any toxicity, harassment, or discrimination and to create consistency of acceptance and equality throughout. Engage an outside consultant to assess your practices and recommend initiatives from an objective perspective.

november 2023

• Make all employees feel welcome and valued regardless of their background. Prioritize Diversity, Equity, and Inclusion (DEI) initiatives (including race, gender, LGBTQ+, religion, national origin, age, education, etc.) to benefit from the diversity in thought and experiences that comes from a varied group of people. • Update your technology, infrastructure, and resources to give your employees the best tools to do their jobs. Find ways to make employees’ jobs easier. • Stop making decisions “because that’s how we’ve always done it” and allow employees to feel comfortable and empowered enough to offer their thoughts and insights. Welcome brainstorming new ideas and teamwork to improve results. • Extend your focus on excellent customer service to include your internal client – your employees. Make sure your employees feel valued and respected and ensure you are meeting their needs just as you expect them to do with your external customers. Implementing even just one of these strategies can create a positive culture shift. Affinity HR Group is a full-service human resources consulting firm that specializes in advising small and medium-sized enterprises. Find out more at www. affinityhrgroup.com.

insight 19

A Roadmap for Industry Education

By Daniel Smith

A career in insurance can be a journey, and coordinating education throughout that journey can help lead to early and long-lasting success. Your Association has developed a comprehensive catalog of education courses and designation programs to help provide you with options. But where do you start? How do you plan? Let’s review the options that can help build a roadmap for a career of learning and development. Prelicensing For many, one of the first steps in the industry is to become licensed. We host monthly prelicensing courses that can help prepare you for the Property & Casualty licensing process and build a foundation for your industry knowledge. New Agent Training As you begin your day-to-day work in insurance, there will be many terms, documents, and policies to understand. It can be overwhelming to understand the jargon and language of all this content, and taking courses that walk you through the basics can be extremely beneficial. We have multiple options for this “basic training,” including: • Agents and Brokers Education Network (ABEN) o Big I Basics and Beyond – Eight courses that help you understand risks, contracts, premiums, and more • MyAgencyCampus o New Hire Training – Courses that help you understand job roles, coverage fundamentals, service skills, and business fundamentals General Education Every licensed agent has some courses that are either required for license renewal or have a fundamental value to their work. Three examples of this type of education include: • Ethics training – We offer a variety of course options for training on Ethics and appropriate actions as an agent • Flood Insurance training – Flood insurance has a somewhat unique system for understanding risks and the variables of insuring specific properties. We have multiple courses to help you learn these concepts 20 insight

• Errors & Omissions (E&O) prevention training – Every agent wants to avoid errors and omissions when placing and servicing policies for their insureds. We have a variety of courses, including webinars on ABEN, that can help better prepare you. Agency Roles Different roles may have different pathways for insurance education, but there is plenty of overlap in their need for knowledge. Two of our designation programs offered through our partners at The National Alliance for Insurance Education and Research provide career-focused learning: • Certified Insurance Service Representative (CISR) designation – This program includes course options that will help develop your service skills, technical expertise, productivity, responsibilities, and client relationships. • Certified Insurance Counselor (CIC) designation – This program includes course options that will help develop your skills for counseling insureds on their risks and options for coverage. In addition, our new partnership with The Institutes Agent & Brokers Group gives you access to curated course options through programs that include: • Accredited Advisor in Insurance (AAI) designation – Build your industry and insurance fundamentals. • Associate in Risk Management (ARM) designation – Learn more about the process and programs of risk management. • Professional Risk Consultant (PRC) designation – Stay ahead of risk trends and industry changes. • Accredited Customer Service Representative (ACSR) designation – Take your abilities for client service to the next level. • Associate in Insurance (AINS) designation – Master the essentials of the insurance industry. • Chartered Property Casualty Underwriter (CPCU) designation – Develop a deep understanding of risk management and policy analysis.

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Specialties Many agents begin to develop specialties or niches as their career develops. Having a good grasp on the knowledge of these areas is critical as you convey risk concerns and have discussions with prospects and insureds. The below programs include specific information about insuring these markets and understanding their risks: • Construction Risk and Insurance Specialist (CRIS) designation • Agribusiness and Farm Insurance Specialist (AFIS) designation • Transportation Risk and Insurance Professional (TRIP) designation • High Value Home Consultant (MyAgencyCampus) • Specialty Courses (The National Alliance) • Micro-Certs and Specialty Courses (The Institutes) • And more Educational Scholarship & Eugene Sberna Memorial CIC Scholarship The IIA of IL is proud to offer our members and their staff the opportunity to earn educational scholarships to all of our education programs.

In remembrance of Past President, Eugene Sberna, and his unconditional support of the CIC program, we are proud to offer scholarships for those students willing to take the necessary commitment of time, hard work and dedication to earn the CIC designation. Please see the scholarship application for more information including qualifications, rules and restrictions, at iiaofil.org/Education/ScholarshipsAwards Other Opportunities There are a wealth of course options and education pathways available in our industry. If you have interest in discussing an option that’s right for you and/or you team, please contact our Director of Education and Agency Resources, Brett Gerger, at bgerger@iiaofil.org or 217-3213006. Daniel Smith, CAE, is Chief Marketing Officer and cofounder of Market Retrivers, a digital marketing firm focused on building and implementing strategies for independent insurance agencies. He can be reached at dsmith@marketretrievers.com.

Specialty Lines is one of our specialties We provide customized insurance on admitted paper for commercial businesses in niche classes, such as special events, nonprofits, and sports and recreation risks. Our coverage offers protection for a wide range of industries to help you diversify your book of business and support your agency’s growth.

Learn more about SECURA’s Specialty Lines Want to learn more about what SECURA’s Specialty Lines has to offer? Scan the QR code or visit secura.net/specialty for more information.

Commercial | Personal | Farm | Agribusiness | Specialty

november 2023

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By Christopher Clinton Working with property & casualty agencies of a variety of sizes and experience levels, I see a multitude of new agents come into the business who, although licensed, have little to no P&C insurance experience. They come from different places - whether it’s within the insurance industry, in an adjacent field like financial services or real estate, or a completely different walk of life - with hopes that their skills will transfer over. Many of them plan to sell personal lines because it was easy for them to learn and understand during licensing class. They feel good to go after passing the exam. The fact that the lowest price gets the account makes sense to them, so they want the most competitive markets. But then someone approaches them to write their business policies and the allure of the higher commission is just too much to turn down. Now they’re standing on the edge of an errors & omissions cliff. Many of us grizzly veterans can remember that stage of our career. We were all naive to the insurance industry and its rules and regulations. Our training came mostly from on-the-job experience. We learned by doing, but a big difference between then and now is the amount of responsibility created by insurance regulations, the complexity of the products, new and multifaceted exposures - like cyber liability and artificial intelligence (AI) - and the desire for a client to engage an attorney immediately after a loss. Working with newly licensed agents and owners, I have seen firsthand common mistakes they make, such as: • Sacrificing coverage for price without talking to the client. 22 insight

• Missing coverage needs by not asking the right or enough questions. • Using the information in the current policy without verification that it is correct. • A lack of experience needed to perform proper coverage analysis. These mistakes can trigger an E&O claim and result in a catastrophic financial loss for the agent or the agency. If this happens, the agent’s credibility and reputation are considerably tarnished. To avoid making these mistakes and successfully transition into the insurance industry, follow these four tactics for success: 1) Find a mentor. You cannot be a successful insurance agent without performing the role. Doing it by yourself is a high-risk, lowreward strategy. You need to find someone who will be transparent with you and willing to tell you when you are heading in the wrong direction. You will need someone to help you determine approaches for particular clients, help you ask the right questions to uncover coverage needs, and provide honest feedback. There are several qualities that you want to look for in choosing a mentor. Here are some that are the most important: • Patience. Mentoring involves answering the same questions multiple times, repeatedly explaining concepts, numerous discussions over the value of ACORD forms, and the never-ending debates over price versus coverage. For a mentor, patience is more than just a virtue. november 2023

• Experience. Finding someone who has already made mistakes and learned from them so you do not have to is extremely valuable. It preserves your reputation and credibility. You want to look for someone who is wellversed in products and coverage and has exposure to clients in a wide range of business types. It is also helpful if the mentor built their book of business from scratch and has walked in your shoes. • Education. Our industry is constantly evolving, particularly in the areas of social change, utilization of AI, the impact of cybersecurity and climate change. All of these will continue to have an impact on exposures that will need to be covered by insurance. This means it is important to have a mentor who considers themselves a student of the industry and is committed to continuing education and training, above what is mandated to keep a license active.

Being a producer demands commitment, fortitude, patience, and - most of all - perseverance to succeed. If you give it your all and follow these tips, you can make a great living. Christopher Clinton is a consultant with SIA of NC, a Big “I” member firm based in Jacksonville, NC. This article originally appeared in IA Magazine, www.iamagazine.com/ strategies/4-ways-newly-licensed-p-c-agents-can-climb-thelearning-curve.

• Teaching. The ability to break down concepts into plain language and pick examples to convey and reinforce certain points is not something everyone can do. Find somebody who can. 2) Join an agents’ association. As a newly licensed agent, you may not be aware of the value that an association can bring you. They offer a wide range of educational resources, a multitude of services, and a variety of products that will help you to improve your skills and abilities. 3) Get a certification. There is no shortage of certification programs available in our industry. They can include a specific product, such as workers compensation, a line of business or a professional designation, such as charted property & casualty underwriter (CPCU) or certified insurance counselor (CIC). 4) Attend carrier education programs. There is no better source for learning about a product than being trained by the carrier who designed it. Carriers offer introductory courses that will give insight into a particular line of business. An additional value of attending those classes is you’ll be introduced to trainers, who you can build relationships with to ask questions and discuss situations that you encounter when your mentor may not have the answer. Being new at anything comes with a learning curve that diminishes with experience. Being a new agent in the P&C insurance industry has a steeper learning curve that needs proactive thinking, planning and resources to overcome it quickly. Waiting to gain experience can lead to unforeseen results and negative consequences.

november 2023

2023 JM Wilson Insurance Insight OUTLINES.indd 1

1/12/23 10:52 AM insight 23

What the Ghosts of Christmas

Past, Present and Future Would Teach Us About

Training

My favorite Christmas story is A Christmas Carol. I’ve read the book numerous times going back to when I was just a kid and I have seen so many different versions of the movie countless times. From Fred March to George C. Scott to Scrooge McDuck, the transition of Ebenezer Scrooge from miser (well, scrooge) to good person is heavily assisted by the three ghosts (four if you count Mr. Marley). These three ghosts show Ebenezer where he came from, what he’s missing, and where he is headed if he doesn’t change his way. What would our three apparition friends say about how we approach how we run our businesses or more specifically, how we approach training? Here’s what I think!

By Kelly Donahue-Piro

Ghost of Training Present

The Ghost of Training Present would show that a lack of training in the past has left us with the same issues today as to what we saw when visited by the Ghost of Training Past. In the present, we are always reflective of what we should’ve done in the past to put us in a better position today. If only we started going to the gym 6 months ago. If only we had done that home improvement project last year. If only we had given our staff training in the spring. It is easy to look back and say we should’ve done something differently. The key is to remember that today’s present is tomorrow’s past. By executing a training program today, you will make your future self very happy!

Ghost of Training Future Ghost of Training Past

The Ghost of Training Past would most likely show that the issues that you had in the past are continuing today. Whether it is not following procedures, allowing negative influences, or a lack of sales skills, this ghost would show you all of the struggles that you had in prior years. When looking back with this ghost, chances are you’d be a little frustrated with your former self. If only in the past you had picked up the mantle on that training; present you would be in a much better position! The Ghost of Training Past would point out that past you has no focus on the future and is stuck in the age old issue of working in the business instead of on the business.

The future of your insurance agency does not improve without a focus on training today.

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The Ghost of Christmas Future in most of the versions of A Christmas Carol was pretty scary and often represented by death. A lack of training focus in the present can have the same effect on a business. At the very least, the future of your insurance agency does not improve without a focus on training today. What it really comes down to is that you cannot change the past. But you can change the future by changing the present. The irony is that the present is a result of the past but we often don’t recognize it is also a cause of the future. We often do not move forward with training because of issues going on in the present. However, looking back, we almost always regret not moving forward with the training. Move forward with the training your teams needs today. Your future self will thank you! Kelly Donahue-Piro, founder and president of Agency Performance Partners, is a no-nonsense effectiveness expert who has helped hundreds of insurance agencies identify and capitalize on sustainable improvement opportunities. Connect with her on social platforms, via email at kelly@agencyperformancepartners.com, or by phone at (401) 415-6205.

november 2023

The BENEFITS of

COMMUNITY ENGAGEMENT

for YOUR BUSINESS By Ann Gatty

Smart leaders know that to retain the talent pool in the workplace, there must be more on the offering plate than monetary compensation. A great salary is nice, but to this rising generation of workers, there needs to be a deeper sense of purpose. Rather than money, studies have shown that workers want their voices heard and want to be involved in things that matter. They want to make a difference. Having a sense of self-worth while performing their job is a much stronger motivator for many in today’s workforce.

Another example of giving back to the community can be found at Salesforce.com. The company’s philanthropic model includes three elements. The company donates 1 percent of the employees’ time to community projects of their choosing. The company then donates 1 percent of the company’s equity and 1 percent of services and/or products to community needs. Such a community engagement program not only inspires the workforce; it benefits the community and provides an incentive for customers to support the business.

Smart leaders also know that a happy and healthy workforce will produce a higher quality of performance. When a leader inspires the passion of employees and unleashes their talent, great things are bound to happen. One way to motivate, inspire, and validate the workforce is by developing a community engagement program.

There are many different kinds of initiatives that a company can embrace including community partnerships with nonprofits, sponsoring student training, employee volunteering, and giving resources to identified causes. Creating such a community engagement program will help your company improve staff performance, reduce absenteeism, and increase your ability to attract and retain talented employees.

Developing a community engagement program with your business offers many rewards for your workforce, your customers, and the community. Employee involvement with such programs allows companies to develop important staff skills such as teamwork, problem solving, and communication. Most significant is the development of a more positive company culture where morale improves, trust and respect improve, and company pride is fostered. At my company, Drs. Gatty, LLC, I volunteer 5 hours per week with my Great Dane Therapy Dog, making a visit to the community hospital one morning and the community Veterans’ Administration community center one afternoon. I donate approximately 250 hours per year. In addition, we make monetary contributions to the Wounded Warrior Project monthly. We encourage our business clients to be actively engaged with local communities, so modeling our recommendation is important to us.

november 2023

This article originally appeared on the All Business website at https://www.allbusiness.com/the-benefits-of-communityengagement-for-your-business-16768-1.html. Dr. Ann Gatty is a business learning specialist, author, and keynote speaker. She is the co-founder of www. StrategicPeopleSolutions.com, an organization that helps businesses develop strong leaders while creating a culture where self-improvement is an intrinsic part of the organization’s value system.

Creating such a community engagement program will help your company improve staff performance, reduce absenteeism, and increase your ability to attract and retain talented employees.

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Motivating the Sales Team Recently I was speaking with the VP of Sales who said he was having trouble motivating his salespeople. “They’re just not putting the work in. They’re doing the bare minimum and I can’t seem to do anything to get them going.” First, when hiring salespeople, you want to hire people who are self-motivated. Just as you can’t teach honesty, integrity, and other key character traits, you can’t teach motivation and you can’t motivate anyone. That said, here are a few ideas to nudge them in the right direction and maybe even motivate them a little. Keep in mind that the number one motivator for salespeople is money. While there are some exceptions, the top salespeople across the board, absolutely have money as their number one motivator. Of course, your top people also usually come self-motivated too. For the rest of the pack, 90 to 95% of them also have money as a top motivator. Because of this, it’s extremely important to structure the pay plan in such a way that the behaviors you want are rewarded with money, and the behaviors you don’t want are not rewarded with money. What gets rewarded gets done. In other words, if you want them chasing new business, pay them handsomely for new business. While you may need to pay a new sales rep a small base salary or draw until they get going, you want most of a salesperson’s income to come from commissions made on sales. The problem with high base salaries is that if the salesperson is able to live a decent existence just off of the base salary, they’re not going to be motivated to make lots of sales calls. For example, I was working with an insurance agent who was new to sales. He had sold one policy in his first six months and it was to his dad. He would come in a few minutes late and at 5 o’clock it was like a fire alarm went off, he was out the door quickly. The owner couldn’t figure out why he never seemed motivated to work and wasn’t making any sales. It turned out they were paying him $700 per week salary plus commission.

26 insight

He lived with his parents who also bought him his car and were paying for all his food and everything on the personal side. The agency, in addition to the $700 a week, was paying for his cell phone and gas and other business expenses including health insurance. So, basically, he had $700 a week to spend going out drinking with his friends. Hmm, I wonder why he wasn’t motivated to work. Another situation can arise when salespeople get paid on residuals. Once they get to a certain residual income level, these days it’s around $120,000 to $150,000, they go completely into service mode. They stop all new-business activities. Why? They’re comfortable, they’re able to pay the bills and have some money left over. In this case, they need to get paid much less for residual business, and much more for new business. It’s funny that the salesperson who was servicing their accounts all day, once the pay plan shifts to paying for new business versus old, will completely flip to new business and ignore their customers. Their top-notch customer service, that they demanded their customers needed from them, they now couldn’t care less about. Service goes right out the window. Some will even go as far as saying, “I don’t get paid to service accounts. That’s someone else’s job.” Hm, short memory. The average person won’t work harder than they need to. Unfortunately, most salespeople are average people. Ultimately, there are four ways you can attempt to motivate people. External-negative, external-positive, intrinsic, and peer. My first manager used to use external-negative, or to be more specific he used to say, “If I put a gun to your head, you’d do business.” This is a negative consequence or penalty for not doing something. When motivating underperforming salespeople, a sales manager usually starts with a probation period followed by loss of one’s job for failing to do the necessary work or make quota.

november 2023

By John Chapin External positive was first and second place in the sales contest in the movie: “First prize: a brand-new Cadillac. Second prize: a set of steak knives.” This is a reward for work done or a goal achieved. This could be $100 for the person who makes the most calls in the next hour or a limo lunch for whoever closes the most business this week. This is not as powerful as the first motivator as generally we respond more to pain but is still a way to get leverage on others. By the way, the third prize in the Glengarry-Glen Ross Contest was external-negative: “You’re fired!” The third motivation source: intrinsic is the most powerful motivation among high achievers. This form has the most potential power and, if strong enough, can be used all by itself. This is the “personal WHY”. In other words, what are the personal reasons the salesperson needs to be successful? This can be kids and family, it can also be nice cars and houses, or other things money can buy, or it can be darker, like someone told them they’d never be successful. You can ask salespeople what their long-term goals are and if they aren’t sure, maybe even make some suggestions: a dream lifestyle, taking care of kids and future generations, or parents, to leave a lasting legacy, a combination? Where do they want to be in their career 5, 10, or 20 years from now? Ask them: If they had no limits on time or money, what would they have and do with their life? What is their endgame? Do they want to retire and to where?

The final source is peer motivation. This is who the salesperson spends time with personally and professionally. People usually rise to, but rarely above their peer group. “Birds of a feather do flock together.” This also relates to your environment. If you have an office of negative people in which no one is held accountable, any success will be fleeting or completely non-existent. To motivate others, provide a work environment that is successful, positive, and professional and one in which people are held accountable. Have them look at the people they hang out with. Again, when it comes to motivation, it’s best to hire self-motivated, hard-working salespeople but the reality is, most companies do a poor job of this. Second best is to help them find their intrinsic motivation while also providing some peer motivation by providing a successful, positive, hard-working environment. That said, it’s a good idea to throw in some external-positive motivation from time to time in the form of prizes and rewards. Lastly, you may have to rely on some external-negative motivation as a last resort before you show someone the door. John Chapin is a motivational sales speaker, coach, and trainer. Go to www.completeselling.com for more information.

If you have an office of negative people in which no one is held accountable, any success will be fleeting or completely non-existent. To motivate others, provide a work environment that is successful, positive, and professional and one in which people are held accountable.

november 2023

insight 27

INSIGHT | associate news Madison Mutual Insurance Company Focuses on Building for the Future

Madison Mutual Insurance Company (MMIC) has been around the block a time or two. With over 100 years of providing best-in-class service to policyholders in their rearview mirror, MMIC is doubling down on their commitment to continue doing the same for the unforeseeable future. That starts with building a talented team of Insurance professionals. Recently, Madison Mutual was named a 2023 Top WorkPlace by the St. Louis Post-Dispatch. MMIC”s headquarters are nestled in the quaint St. Louis, Mo MetroEast community of Edwardsville, IL, which the company has called home for over a century. “We are incredibly honored to be recognized among the top organizations in the St. Louis area for providing an exceptional workplace to our employees. Madison Mutual has focused efforts on improving company communication, employee development & engagement, and leadership training to grow our employees professionally and personally. When they are succeeding, we are succeeding, and we want to see our staff be successful no matter where they head in their career.” States Ann Frank Vice President & Treasurer at Madison Mutual Insurance Company. Madison Mutual has carried their customer-centric approach into every aspect of their business. The policyholder first attitude is what led the company to redesign their Business Owner’s Policy (BOP), slated for relaunch Fall 2023. Elizabeth Brand Underwriting Manager at MMIC goes on to say “It’s our goal to meet the insurance needs of all our members, including the proud small business owners across our insuring area. We are excited to be rolling out our newly expanded BOP this fall in Illinois, and later in Wisconsin, which will offer business property coverage, additional business classes, and more endorsement options.” The company’s focus on the future has been proven as they continue to utilize cutting-edge technology to deliver their policyholders exceptional customer experiences, while being able to optimize their pricing abilities. “MMIC IT’s commitment to remain competitive in the ever-evolving insurance industry by modernizing core systems, leveraging advanced analytics, enhancing the digital customer experience, strengthening cybersecurity, and embracing emerging technologies. With a forward-thinking approach to technology adoption, MMIC positions itself to navigate the dynamic landscape of the insurance industry. These strategic efforts will improve customer satisfaction and set the foundation for long-term growth and sustainability”, adds Allah Rakha Sheikh, IT Director, and COI at Madison Mutual Insurance Company.

Pekin Insurance® Focusing on Strategic Initiative

The Property and Casualty insurance industry is experiencing unprecedented times. Severe and erratic weather patterns combined with the impacts of rising inflation earlier this year have challenged the ability to keep home and property premiums at manageable levels while paying ever-increasing claim amounts. To meet these challenges, Pekin Insurance is accelerating a strategic restructuring plan that has a primary focus on Commercial and Life Insurance, where the impacts of current environmental challenges are reduced. Increasing our focus on business insurance will significantly impact our long-term success. As we put our strategies in place, it is necessary for us to reduce our exposure to personal insurance. We will temporarily suspend the acceptance of new homeowners or personal auto business in Arizona, Illinois, Indiana, Ohio, and Wisconsin while exiting new and renewal policies for this type of business in Iowa. This decision was an extremely difficult one to make; however, it is necessary to ensure the continued long-term success of the company. On the commercial side, we will exit Habitational (condos and apartments) products in the Midwest, which, like our personal insurance, have high property risk exposures to severe weather events. “As the industry changes, so must Pekin Insurance. Focusing on our Commercial and Life Insurance strategy will ensure our continued financial stability for now and many years to come,” said Dan Connell, Chairman of the Board, President, and Chief Executive Officer of Pekin Insurance. These changes will go into effect immediately. We understand some of them could be confusing to policyholders. For those customers who will be losing coverage, our independent insurance agents may work with them to place their policies with other carriers. All policyholders impacted by these changes can still expect claims to be handled efficiently and will receive excellent customer service through the remainder of their policy term. In a separate release, the company announced they have eliminated a small percentage of full-time positions and re-training and refocusing the efforts of the remaining employees. “It is always extremely difficult to make these types of decisions. Unfortunately, today’s business climate is forcing us to take immediate action to ensure our future financial success and steadfast commitment to our policyholders. Our remaining team will be focused on serving all our customers with excellence and precision.” said Connell.

There is a saying that during difficulty comes opportunities to learn and grow. As Madison Mutual continues to navigate the rough waters of the insurance industry over the past few years, policyholders and agents alike can have confidence that MMIC will weather the storms and come out stronger on the other side.

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november 2023

associate news | INSIGHT Rockford Mutual Insurance Company Named in Business Insurance’s Annual Best Places to Work in Insurance

Award Recognizes Outstanding Employers in the Insurance Industry Nationwide Rockford Mutual Insurance Company (RMIC) is pleased to have earned a place on the annual Best Places to Work in Insurance program for a third year in a row! This program recognizes employers nationwide for their outstanding performance in establishing workplaces where associates can thrive, enjoy their work and help their company grow. RMIC’s mission is to help families, individuals and businesses today and during their time of need by providing exceptional service, innovation, security, ease of doing business and paying claims promptly and fairly. We carry out our mission by hiring the best associates, cultivating their talents, and living our core values while leveraging technology. RMIC is proud to provide a family-friendly atmosphere, benefits package, education and training programs for professional development, give back days, mental health days, and more. Best Places to Work in Insurance is an annual sponsored content feature presented by the Custom Publishing unit of Business Insurance and Best Companies Group that lists the agents, brokers, insurance companies and other providers with the highest levels of employee engagement and satisfaction.

West Bend Mutual Insurance Company Honored with Two Distinct Awards

West Bend Mutual Insurance Company was recently honored with inclusion in two lists of exemplary workplaces. First is the annual Best Places to Work in Insurance award program, which recognizes employers for their outstanding performance in establishing workplaces where employees can thrive, enjoy their work, and help their companies grow. This is the fourteenth consecutive year West Bend has made the list. The second list is Fortune Magazine’s Best Workplaces in Financial Services & Insurance™, which is based on an anonymous employee survey wherein respondents ranked West Bend well above the national average in the areas of leadership strength and integrity, pride in their work, opportunities for professional development, and support of work-life balance. West Bend offers its associates many amenities, including continuing education courses held in a state-of-the-art training facility; an on-site medical clinic; a 7,100-squarefoot fitness center; a variety of fitness classes; three miles of walking trails; on-site massage therapist; and wellness programs that include health risk assessments and opportunities for associates to socialize and network with one another. West Bend associates say they like being part of a company with community and environmental priorities. West Bend actively supports dozens of not-forprofit organizations, including Feeding America, United Way, and The MACC Fund. Care for the environment is promoted with gardens for associates to grow their own organic produce, reduction of paper use, and the preservation of 160 acres of prairie on their campus.

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insight 29

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Gold Level Arlington/Roe Blue Cross/Blue Shield of IL Keystone Insurance Group, Inc. Pekin Insurance

Progressive Surplus Line Association of Illinois

Silver Level Imperial PFS IMT Insurance SECURA Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AAA Insurance AMERISAFE AmTrust North America Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkley Management Protection Berkley Small Business Solutions Berkshire Hathaway Guard Insurance Companies BluSky Restoration Contractors BriteCo Jewelry & Watch Insurance Central Illinois Mutual Insurance Company Chubb Columbia Insurance Group Continental Western Group Cornerstone National Insurance Company Cowbell Cyber Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encova Insurance Erie Insurance Group Foremost Choice Property & Casualty Forreston Mutual Insurance Company Frankenmuth Insurance Grinnell Mutual Reinsurance Company IA Valuations Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund 30 insight

Indiana Farmers Insurance Insurance Program Managers Group J M Wilson Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Main Street America Insurance Maximum Independent Brokerage, LLC Mercury Insurance Group Method Workers Comp Midwest Insurance Company Nationwide NHRMA Mutual Workers’ Compensation Novatae Risk Group Previsor Insurance & Missouri Employers Mutual PuroClean Disaster Services Rhodian Group Rockford Mutual Insurance Company ServiceMaster DSI SERVPRO of Gurnee Society Insurance SPRISKA - Specialty Risk of America Steadily Travelers UFG Insurance Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield november 2023

Association Update Sept/Oct Wrap-Up

Evan Manning attended several legislative events in September. By attending events for Legislators, Evan is able to make connections and drive home any important issues in our industry. In September alone, Evan attended events for Representatives Jay Hoffman and Margaret Croke, Senator Javier Loera Cervantes, and Speaker of the Illinois House Chris Welch.

Brett Gerger spoke at the Big I Education Convocation in Grand Rapids, MI. Brett’s session was called “Hands-On Hybrid” where he showed other state associations tips and tricks to presenting hybrid sessions.

Evan, in collaboration with several other industry organizations, have been working to amend the Farm Mutual Act to facilitate broader access to reinsurance products and risk capital.

The IIA of IL has received another Excellence in Insurance Education (EIE) award from the Big I. The EIE award is not a competition but rather a points-based system designed to recognize and honor state associations and staff who, through a variety of traditional and cutting-edge professional development programs, have made significant contributions to insurance education.

Southern Illinois Golf Outing September 28 - Carbondale, IL

november 2023

insight 31

INSIGHT | agency members in the news

In Memoriam Karl Riehn, a long-time IIA of IL member, passed away peacefully at home in Long Grove, IL, on Monday, October 2, 2023, surrounded by his family. Karl was born in Mettingen, Germany on June 4, 1950, to Heinz and Waldtraut Riehn. He and his parents immigrated to the United States in July 1951, moving to the northside of Chicago, the location of relatives and their immigration sponsors. Marlene and Karl, married in May of 1972, lived in Chicago, where he started his career in various positions in the insurance industry, following the footsteps of his father, who was a life insurance agent. Karl held several positions as an underwriter for a couple of property and casualty insurance companies. Late in 1973, he made the decision to leave his employer and joined his father in his life insurance agency with the intent of building a property and casualty operation. Unfortunately, in the spring of 1974, his father passed away suddenly. At that time, there was a very small insurance operation with the life insurance end of the business passed on to his mother. Karl worked with his mother on this end of the agency, and it was eventually merged into the property and casualty operation.

Chris A. Pristach, age 64 of Kankakee, passed away on Friday, October 13, 2023, in Spooner, Wisconsin - the place that made him the happiest. He was born April 5, 1959, in Kankakee, the son of Andrew J. and Shirley J. (Kremer) Pristach. Chris married Jill S. Londergon on February 9, 1992, in Hinsdale, Illinois. Chris was an insurance agent for 40+ years and the owner of PiercePristach-Lemenager Insurance Agency for over 30 years. He was the recipient of the Pekin Insurance Underwriter of Merit Award from 2019 through 2022. Chris was a graduate of St. Anne High School and Olivet Nazarene University. He was a member of the Hundred Club of Kankakee County, having served as president; Exchange Club of Kankakee; Knights of Columbus; Kankakee Valley Boat Club; Kankakee Country Club; Volunteer Paramedic Firefighter of St. Anne Fire Department; KGSSL Volunteer Coach (Kankakee Girls Summer Softball League). The IIA of IL staff and board of directors extend our deepest condolences to Chris’s friends and family.

Karl was 24 years old at the time of his father’s passing and found himself suddenly having the responsibility of running a business, maintaining and trying to build trust with the existing clients and proving that a 24-year-old “kid” was worthy of their trust and continued business. Evidently, things worked out and he successfully built a well-respected, independent insurance agency in Chicago known as H. G. Riehn Insurance Agency, Inc. and after 50 years of operation, sold his agency to a larger agency and continued working part-time until his passing. He never wanted to completely retire. Many of Karl’s clients from his early years are still doing business with the successor agency. He is survived by his wife Marlene (nee Bergmann); children: Susanne (Antoni) Kaluzinski, Karolyn (Michael) Congalton, Kristine (Matthew) Kueck, and Ann Marie Riehn. He is also survived by his sister Karin Shotts (nee Riehn). Beloved Grandparent to nine grandchildren: Lauren, Gavin, Carson, Emily, Abigail, Ryan, Elin, Otto and Greta; and loving uncle to William and Katherine. The IIA of IL staff and board of directors extend our deepest condolences to Karl’s friends and family.

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november 2023

iia of il news | INSIGHT

November 15-16 Virtual or In-Person in Springfield!

16 hours of IL CE credit CE Available in other States, contact IIA of IL for details Most businesses have exposures that can be protected by the most common commercial casualty coverages offered in the insurance marketplace. This institute focuses on providing a thorough understanding of these primary coverage areas. You will understand how to design the best coverage for your client.

www.iiaofil.org/education

New Members member agency Harriet Insurance Company Chicago, IL

bronze associate member Berkley Small Business Solutions West Hartford, CT Rhodian Group Lincolnwood, IL

copper associate member Tropolis Insurance Ann Arbor, MI WorkExchange, Inc. Naperville, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

november 2023

insight 33

INSIGHT

| classifieds

for the insurance professional by the insurance professional

AGENCY OR BOOK OF BUSINESS FOR SALE

34. Small established agency in southern Illinois for sale. Can be sold as just the book of business or the physical location. The book of business includes personal and commercial P&C as well as individual and group medical. The physical location includes the building as well as furniture.

For details, contact Tami Hubbell at the IIA of IL: thubbell@iiaofil.org or (217) 321-3016 and reference blind ad #34.

LOOKING FOR AN EXIT STRATEGY?

23. Are you looking for an exit strategy while still continuing to produce for a few years or are you ready to sell now? Paczolt Insurance would like to talk with you! We are an independent agency dating back to the 1970s that is located in the western suburbs. Our focus is on mid-to-small commercial accounts and personal lines. Our companies include EMC, Badger Mutual, Safeco, Progressive, and Travelers. We have the flexibility and capital to get a deal done. Contact:

Susan Troppito Paczolt Insurance susan@piaigroup.com (708) 215-5202

AGENCY/AGENTS/PRODUCERS WANTED

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

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

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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.

The next step in your

insurance career is a few clicks away.

INDUSTRY JOB BOARD LISTING

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

INDEPENDENT INSURANCE AGENCIES WANTED

17. We are an Independent family-owned agency located in the Chicago area. We are looking to expand through growth and acquisition. If you have a small to medium sized agency and are looking to sell, call or send us a message. We are strictly looking for Personal Lines and Small Commercial accounts with preferred companies.

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

iiaofil.org/careers 34 insight

november 2023

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