e-Insight - November 2023 - NonMember 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

ADVERTISERS 36

APPLIED UNDERWRITERS

ARLINGTON/ROE

BERKSHIRE HATHAWAY GUARD INS. GROUP

ENVISION HEALTHCARE

GRINNELL MUTUAL

JM WILSON

Cover Tip 21, 35

Directors Mohammed Ali (847) 847-2126 | mali@aliminsurance.com

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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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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

20 23

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

Suppo

Plus

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

insight 17

Let’s Talk About Culture!

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

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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.

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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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