e-Insight - October 2022

Breadth of capabilities

We’ve built a broad portfolio of specialized personal and business coverage products, and continue to invest in new capabilities and innovative solutions.

Depth of expertise

We’ve assembled teams of expert underwriters, risk managers and claims professionals with decades of expertise that are solely dedicated to each of our product lines.

Coordinated approach

We are uniquely positioned to work across the personal and commercial lines enterprises to deliver tailored account solutions in an integrated manner.

Brent Timmerman, CIC, LUTCF Territory Sales Director

Cell: 630.200.2382

Email: btimmerman@hanover.com

2022-2023 IIA of IL Board of Directors

Kevin Lesch - 2022-2023 IIA of IL President

Building Inclusive Insurance Agency Cultures

By Liberty Mutual and Safeco Insurance

Creating a Modern Insurance Culture in a Digital Age

By Jay D’Aprile

Marketing Who You Are, Not Just What You Sell

By Daniel Smith

IIA of IL Regional Director and Committee Chair of the Year Award Recipients

discussing

Tami Hubbell

Romines

Board of Directors

Executive Committee

Chairman of the Board | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance

President | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com

President-Elect | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

Vice President | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

Secretary/Treasurer | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

IIABA National Director | George Daly (708) 845-3311 | george.daly@thehortongroup.com

Regional Directors

Region 1 | James Sager (618) 322-9891 | james@sagerins.com

Region 2 | Ray Roentz (618) 639-2244 | ray.roentz@hwcrins.com

Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com

Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com

Region 5 | Noele Tatlock (309) 642-6855 | ntatlock@unland.com

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com

Region 7 | David Jenk, Esq. (312) 239-2717 | djenk@nwibrokers.com

Region 8 | Charles Hruska (708) 798-5700 | chas@hruskains.com

Region 9 | Lindsey Polzin (630) 513-6600 | lpolzin@presidiogrp.com

Region 10 | Mohammed Ali CS (847) 847-2126 | mali@aliminsurance.com

At-Large Director | Amiri Curry (847) 797-5700 | acurry@assuranceagency.com

At-Large Director | Jeff McMillan (815) 265-4037 | jeff@mcmillanins.com

At-Large Director | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

At-Large Director | Luke Sandrock, CIC (815) 772-2793 | lsandrock@2cornerstone.com

Committee Chairs

Budget & Finance | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

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

Farm Agents Council | Steve Foster (217) 965-4663 | s.foster@ciagonline.com

Government Relations | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance

Planning & Coordination | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com

Technology | Brian Ogden (217) 632-2206 | brian@ogdeninsurance.com

Young Agents | Renee Crissie (224) 217-6577 | renee@crissieins.com

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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

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

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

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Happy fall! As you are reading this, CONVO 2022 is either happening now, or we’ve just wrapped up the event. Insight magazine will feature all the highlights from this year’s event in the November issue.

As Covid has provided many time-saving opportunities to conduct certain business meetings and transactions virtually, the IIA of IL is committed to hosting this in-person event as there is no substitution for meeting face to face with your peers, industry partners, and speakers. If you attended CONVO 2022, I am confident you found the event beneficial to you and your business.

IIA of IL leadership and staff continue to add new benefits and refine existing programs. Our Technology Committee, under the leadership of Brian Ogden and staff liaison Shannon Churchill, provides all members access, at no cost, to Catalyit, the new technology resource center created by Big I state associations specifically for independent agents. Through the initiative of HR Director Jennifer Jacobs, IIA of IL now offers a complete set of resources she has titled “Recruit, Train, Retain.” CareerPlug and Big I Hires can help you find the best talent for your agency. Our Prelicensing Program can get them started, and Jennifer can assist with best practices for creating an inclusive environment that will result in a stable and productive agency. IIABA and the Illinois association have also enhanced our engagement with the Invest program to ensure high school and junior college students are aware of the great job opportunities in the IA system and the insurance industry in general.

Our Communications program, under the leadership of Rachel Romines, has added several new ways for you to engage with your peers and staff, including our new online community platform, CONNECT. In addition, you now have the opportunity to receive notifications of upcoming events and registrations via our new text notification service.

Our advocacy program remains the strongest in the state under the leadership of our Government Relations Committee and Evan Manning. In addition, Brett Gerger’s encyclopedic knowledge of insurance law and regulations, and Brett’s relationship with Department of Insurance staff makes your Association a superior advocate for your agency and clients. Finally, I would be remiss if I didn’t mention Agents Insurance Services under the leadership of Chair Bill Lawrence, Carol Wilson, and Janet White. We offer the best E&O coverage, bond program, personal umbrella, cyber coverage, and so much more.

Whatever you need, the team at IIA of IL is here 24/7 to assist.

While CONVO is a time to welcome new leadership and a new association year, I want to recognize several members who are completing their service with the IIA of IL Board of Directors.

Bennie Jones - Bennie joined the board as an At-Large member in 2013 and served a six-year term as Secretary/ Treasurer before completing one more year as an AtLarge Director. Bennie has been a Chicagoland IIA Board member and has been involved in Invest and several other

message from the CEO

initiatives to bring talent into the industry. On a national level, Bennie has served as both a member of and, most recently, Chairman of the Big I Diversity Council and was instrumental in implementing our program with George Daly.

Michael-Charles Hilson - Michael began his service to the Board of Directors in 2014 as a Regional Director and most recently completed a four-year term as an At-Large Director. In addition to his service on the Board, Michael has been a champion for Invest, served as a member of the Young Agents Committee and the Chicagoland Board, and has been involved in state and national legislative events for many years.

Greg Sandrock - After many years of involvement with the Independent Farm Insurance Agents of Illinois and several IIA of IL committees, Greg joined the Board of Directors as Region 6 Director in 2006. Since that time, he has held the positions of Secretary/Treasurer, Vice President, PresidentElect, President, and National Director. In addition to his service on the IIA of IL Board, Greg has been involved both as a member and as Chair of the Big “I” Crop Insurance Task Force, a member of the Big “I” Government Relations Committee, Big “I” Steering Committee and InsurPac Board of Trustees. By the time you read this, Greg will hopefully have won his race to join the IIABA Executive Committee.

I want to thank Bennie, Michael and Greg for their leadership and many contributions to the board and industry.

Two current board members are transitioning to new roles on the board. Government Relations Chair, Pat Taphorn, will serve as Vice President and advance through the chairs of the Executive Committee, and current Chairman of the Board, George Daly, will serve as National Director.

In this issue, we welcome Kevin Lesch, President of the Arachas Group, as the new IIA of IL President. Despite his ever-growing agency and young family, Kevin has devoted many years to serving both local and state associations. During the Executive Committee retreat this summer, Kevin laid out his goals for the upcoming year, which included technology, mentorship, equity, and Invest. The association will return to in-person regional networking events, a mix of in-person and virtual education classes, and staff roadshows next spring. In addition, the Planning & Coordination Committee is working on a proposal that would reconfigure the current regions and increase the number of At-Large Directors to ensure the diverse nature of our membership is represented on the board.

I hope you enjoyed this year’s CONVO and all the events and resources the association offers throughout the year. Despite the many challenges independent agents and the association face, thanks to our leadership and staff, IIA of IL remains one of the strongest and most innovative associations in the state and nation. I hope every agency in the state recognizes the return on investment membership provides!

Phil Lackman - IIA of IL CEO - (217) 321-3005 - plackman@iiaofil.org

What’s included in a Digital Review?

Scored Website Report

This qualitative report provides a review of several key factors that influence the marketing effectiveness and usability of your website.

The grade is on a 100-point scale that uses an algorithm based on 70 criteria including search engine data, website structure, site performance and others. Other factors reviewed include overall appearance, design layout, structure, content and imagery.

Each section provides an easy to read grade of either: pass, moderate (problem), fail, or an FYI. We also highlight how each piece directly impacts your site and how hard or easy the problem is to solve offering examples and why each piece is important.

You will receive actionable advice to improve your website's business objectives.

Social Media Review

Your digital presence doesn’t end with just your website. Consumers are doing research and want to get to know your company. The corresponding social media review will ensure your profiles are fully complete and suggest some tactics for increasing engagement. We also provide best practices information to assist with your social media strategy.

TrustedChoice.com Scorecard

An in depth evaluation of your TrustedChoice.com profile that can determine what information you might be missing that online insurance shoppers will be looking for. TrustedChoice.com is visited by 7 million+ shoppers annually!

Volunteering

Volunteering is typically for helping others or obligations for your kid’s school activities (athletic or organizational). Volunteering for your Association will directly help you and your livelihood while ensuring you are more successful in your endeavors. The Association helps make sure your voice is heard, whether it is legislatively or otherwise. I was always taught that you get out of whatever you do as to what effort you put into it. If you are going to be a bear, be a grizzly. If you stand on the sidelines, then don’t complain when the outcomes are not ideal. Complaining about the meal is hard if you have no hand in preparing it. Opinions and criticism are cheap, but input and hard work are priceless. Too many sit and watch while few take ownership and responsibility - some work to be the best while others hope for the best. I can go on and on with the cliches, but the point is to get involved.

The staff here at the Association is quite capable, but we are only as valuable as the volunteers who come forward to help with all the processes. We are here for you. Picture us as Captain Kirk (Phil), Spock (Jennifer & Mark), Sulu (Shannon), Checkov (Rachel & Evan), Bones (Brett, Tami, & Kristi), and yourself as Starfleet Command. You are leading the mission, but we are here to implement your directives while giving advice and helping navigate the various pitfalls. Together we make you well suited to survive and thrive. If either part of us is weak, then the product or results will be less desirable. This is why we need many diverse volunteers with varying experiences in order to produce the best possible outcomes and experiences. Diversity is the word of this decade and generation as it will shape every organization going forward. An organization/association without diversity will struggle to exist. It means so much more for our purposes than the typical definition. Diversity – “the practice or quality of including or involving people from a range of different social and ethnic backgrounds and of different genders, sexual orientations, etc.” In our terms, it includes all parts of that definition plus demographics such as big and small agencies, commercial and personal lines agencies, urban and rural agencies, etc. All of these aspects have different perspectives that are equally important.

While we like volunteers and the more, the merrier, too many cooks in the kitchen can lessen the dish’s quality (more cliches). It’s better to start small and see if this is the right volunteer opportunity for you or your agency. Think about volunteering for one of our committees to start and work your way up from there. The committee opportunities are Budget and Finance, Education, Government Relations, Planning and Coordination, Technology, and Young Agents. The next step would be to volunteer as a Regional Director and ultimately volunteer for the Board of Directors.

Do not come to me and ask, why don’t you do this or why didn’t you do that? I will ask you if you have ever thought about volunteering for one of the committees, as that is the best way to effect change. We need visionaries who can envision where we are going and how we are going to get there as an industry leader. This can only be accomplished with great volunteers, as you and your agencies are on

Brett Gerger

2Sense Brett’s

the front lines and can see trends happening before any data-driven think tank. While data is highly important (last month’s article), boots on the ground are more responsive and effective. My ask is: If you do volunteer, give us your best effort as we will give you ours. I have no doubt that we will go far together, but it has to be together. As Winston Churchill said - “A pessimist sees the difficulty in every opportunity, an optimist sees the opportunity in every difficulty.” Volunteering isn’t difficult, but it is a great opportunity as I have always seen myself as an optimist. Why not be an optimist with me? Excuse List: Not enough time; Already volunteer too much; Not diverse enough; My dog ate my homework; They do a good enough job already; Don’t need me; Would rather golf; Too shy; Hate University of Tennessee (the Volunteers); Agent in my area already volunteers; etc. One great reason to volunteer now is that we recently passed legislation that gives you up to four hours of continuing education credits every two years for volunteering in our Association. Lastly, who wouldn’t want to spend a little extra time with Shannon, Evan, or myself?

Finally, the best way to volunteer is to think about what interests you, such as education, technology, or legislation, and jump right in and make a difference. Provide your unique perspective and affect the process in a way that your value is encompassed in any product or service that is produced. Help lead this Association into the future as a leader while providing the Independent Insurance Agent of Illinois an edge above all others. This Association is only as good as its volunteers, so if you already volunteer, think of an outstanding agent that you know and encourage them to volunteer.

Should you have any questions regarding this issue, do not hesitate to reach out to me directly.

As always, this is just Brett’s 2 Sense, and I hope it was helpful. If you need any clarification or have any suggestions for future articles, please email me at bgerger@iiaofil.org

of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006

2022-2023

IIA of IL Board of Directors

Chairperson Jay Peterson, AFIS, LUTC

Peterson Insurance Services, Inc. PO Box 377 Clinton, IL 61727 (217) 935-6605 jay@peterson.insurance

Family: Spouse: Sarah Children: Dustin & Dexter Grandchildren: 4

Kevin Lesch, CBC

Kevin Lesch started in the industry at his father’s agency. In 2013, he took over as President of the agency and then bought out both partners in 2015. Currently, Kevin is COO of Árachas Group, LLC, a Keystone partner.

Árachas Group, LLC PO Box 8152 Bartlett, IL 60103 (630) 830-3232 klesch@arachasgroup.com

Family: Spouse: Trisha Sons: Jacob & Gavin

Jay Peterson joined his father’s insurance agency, Peterson Insurance Services, in 1979. He’s currently the President and owner of the agency, which offers a broad range of commercial, personal, life, health, and crop insurance coverages.

Allyson Padilla, AAI

President-Elect

Allyson Padilla was born into Blank’s Insurance Agency but began her insurance career fulltime in 2008. The agency provides all types of insurance and bonds, including personal lines and commercial insurance. She works in all facets of the agency but is primarily focused on commercial lines, agency marketing, and advertising.

Blank’s Insurance Agency

515 S. Whittle Ave. - PO Box 69, Olney, IL 62450 (618) 393-2195 allyson@blanksinsurance.com

Family: Spouse: Angel Sons: Angel Julian, Bennett & Cruz

Vice President Patrick Taphorn, CIC, CSRM

Patrick Taphorn was hired out of college in 1989 with Unland in an Accounting & Operations position and moved into a sales role in 1994. He took over as President in January of 2016 and still has agent responsibilities. He oversees all four agency locations. Unland provides P&C, Life, Health & Employee Benefits, HR and Financial Services.

James Unland & Co., Inc.

2211 Broadway Road, Pekin, IL 61554 (309) 347-2177

ptaphorn@unland.com

Family: Spouse: Lisa Children: Nathan, Carter, Jenna, & Justin

National Director - IIABAGeorge Daly

George Daly entered the insurance industry in 1984, working with Allstate and Insure One before joining The Horton Group in 2005, where he’s President of the Personal Insurance Division. The Horton Group started in 1971 and is one of the top 50 largest insurance agencies in the country.

The Horton Group, Inc. 10320 Orland Pkwy, Orland Park, IL 60467 (708) 845-3311 george.daly@thehortongroup.com

Family: Spouse: Margie Daughters: Katie and Erin Son: George

Cindy Jackman, CIC, CISR

Secretary/Treasurer

Cindy Jackman began her career in 1984. After 34 years on the agency side, joined Arlington/Roe as the central/southern IL Marketing Manager and enjoys helping the independent agents enhance and grow their agencies.

Arlington/Roe PO Box 2614, Carbondale, IL 62902 (618) 201-1265

cjackman@arlingtonroe.com

Family: Spouse: Jon Children: Kristin & Troy

Bonus Children: Amy (& Jim), 1 Granddaughter Cassie (& Jeff), 2 Granddaughters Jessica (& Darren), 3 Grandsons

IIA of IL Regional Directors

Region 1 James Sager

James Sager founded Sager Insurance Group in 2022. James has also been a producer for Premier Crop Insurance since 2014. Out of the agency, James currently serves as the fundraising chairman for Salem Community High School Academic Foundation, as a director for Greater Salem Chamber of Commerce, and as a founding board member of Little Egypt CEO program.

Sager Insurance Group, LLC 105 N 3rd St, Dahlgren, IL 62828 (618) 322-9891 james@sagerins.com

Family: Wife: Amber Children: Edison & Reid

Ray Roentz, CIC

Region 2

Ray Roentz started his career in insurance with AIG as a Surplus Lines, Pollution Underwriter and then a producer with Farmers Insurance. In 2012, he joined Heneghan, White, Cutting & Rice Insurance Agency providing personal insurance, commercial insurance, life insurance, bonds, and farm and crop insurance to clients in Illinois, Missouri, and Colorado. In 2021, Ray purchased a majority ownership of the agency and is now President of Heneghan, White, Cutting and Roentz Insurance.

Heneghan-White-Cutting & Roentz Ins. Agency 200 N. State Street, Jerseyville, IL 62052 (618) 639-2244 ray.roentz@hwcrins.com

Family: Spouse: Karla

Children: Rocho, Robert and Loretta

Region 3 Chris Leming

Christopher Leming began his insurance career in 1997. He is the Senior Vice President at TROXELL, which provides an in-house claims department to ensure all insurance claims are handled with fairness and efficiency. TROXELL offers Personal and Business Insurance, Group Benefits, Surety Bonds, HR and Safety Solutions, and Individual Health and Life insurance.

TROXELL

214 S Grand Ave W, Springfield, IL 62708 (217) 321-3185 cleming@troxellins.com

Family: Spouse: Margaret Son: Christopher Daughters: Annaliese & Mallory

Bart Hartauer, CIC

Region 4

Bart Hartauer joined the Hartauer Insurance Agency in1985. He is now the owner of the full lines independent agency, which represents over 20 companies. The agency is a member of the ISU Insurance Group.

Hartauer Insurance Agency

613 First Street, La Salle, IL 61301 (815) 223-1795 hartauer@hartauer.com

Noele Tatlock

Family: Spouse: Katie Daughter: Catherine Son: Luke

Region 5

Noele Tatock has spent eight years in the insurance industry and joined Unland in October of 2019 as an agent in Personal Lines and Small Business. The agency provides Commercial & Personal P&C, Life, Health & Employee Benefits, and financial services.

James Unland & Co., Inc.

2211 Broadway Rd., Pekin, IL 61554 (309) 642-6855

ntatlock@unland.com

Family: Sons: Drew and Dylan Dog: English Bulldog, Sarge

Region 6 Thomas Evans, Jr.

Thomas Evans, Jr. has been in the insurance industry since 1996. He spent time at Franklin Life, Insure One and Esser Hayes Insurance Group before joining the CrumHalsted Agency. The agency offers personal, commercial, life, and health needs.

Crum-Halsted Agency, Inc 407 E Congress Parkway, Suite C, Crystal Lake, IL 60014 (779) 220-6564 tevans@crumhalsted.com

David Jenk, Esq.

Family: Spouse: Rebecca Daughters: Ashley & Aly Sons: Tommy (III) & Tyler Dog: Cody

Region 7

David Jenk began his insurance career over 17 years ago in while in college. He moved on to earn a degree in law, staying focused on the insurance industry. David is now the Executive Director of Northwest Insurance Brokers. The firm was founded in 1956 and offers all lines of personal and commercial insurance.

Northwest Insurance Brokers

209 W. Jackson Blvd., Suite 800, Chicago, IL 60606

(312) 239-2717

djenk@nwibrokers.com

Family: Spouse: Lucyna Dog: Fozzie Bear

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IIA of IL

Regional Directors

(Continued)

Charles Hruska, IV, AU, AINS

Region 8

Charles Hruska, IV started his insurance career in 2011 with internships. In 2014, he joined Seneca Insurance Company as an underwriting assistant, moving up to Senior Underwriter. Charles then joined his family’s agency in 2018 as Executive Vice President. Hruska Insurancenter, Inc. was started in 1950 by Charles’s grandfather and the agency’s focus is mainly commercial lines supported by personal lines.

Hruska Insurancenter, Inc.

4541 N Lincoln Ave, Chicago, IL 60625

chas@hruskains.com (708) 798-5700

Family: Parents: Chuck and Jodi

Sisters: Ashley, Haley, and Hope

Region 9 Lindsey Polzin, CIC

Lindsey Polzin started her insurance career in 2000 working for her family’s agency in the personal lines division. In 2005, she moved over to the commercial side of the agency. Her family’s agency merged with other local agencies to form Presidio, an Acrisure Agency Partner where Lindsey currently serves as Executive Vice PresidentOperations.

Presidio 55 Shuman Blvd. Ste 900, Naperville, IL 60563 (630) 513-6600

lpolzin@presidiogrp.com

Family: Spouse: Tim Sons: Nick and Kevin

Mohammed Ali

Region 10

Mohammed started as an intern at Near North Insurance Brokerage in 2000 where he worked until 2003. He then moved to Global Benefits Inc. until 2012 before starting Alim Insurance Brokerage. The agency focuses on personal lines, commercial lines, and professional liability insurance. Outside of the agency, Mohammed serves on the Board of Directors at Evanston Chamber of Commerce, where he was President in 2021.

Alim Insurance Brokerage & Risk Management

820 Davis St Ste 215, Evanston, IL 60201

(847) 847-2126

mali@aliminsurance.com

Family:

Wife: Mira

Sons: Mikhail, Ibrahim

Daughters: Aaliyah, Noura

At-Large Board Members

Amiri Curry, ARM, AIS, AINS

Amiri Curry began his insurance career in 1993 in Life & Health customer service. After leaving the industry to work in financial services, he returned to insurance in 2007, eventually joining Assurance, a full-service brokerage, in 2016. Assurance is a Marsh & McLennan Agency LLC.

Assurance Agency, Ltd.

20 North Martingale Road, Schaumburg, IL 60173 amiri.curry@MarshMMA.com (847) 463-7280

Family: Married with four sons.

Jeff McMillan, LUTCF

Jeff McMillan became licensed in 1989 and started working with Prudential in 1990 selling life insurance and investments. In 1992, he formed McMillan Insurance Services, Inc. and has purchased several agencies through the years. Jeff is a current Farm Agents Council Board Member.

McMillan Insurance Services, Inc.

309 S Crescent St, Gilman, IL 60938 (815) 265-4037 jeff@mcmillanins.com

Family: Spouse: Lisa Children: Jack & Sam

This is your association and as an insurance specialist familiar with the challenges your business faces, your insights and expertise can help shape the future of our association and industry. Your involvement will ensure that the IIA of IL remains a leading resource and advocate for independent agents. Association involvement can help you expand your network, increase your industry knowledge and exposure to developing trends and products, and grow in your profession. Get started by:

Patrick Muldowney, JD

Patrick Muldowney began his career at Kemper Insurance Companies in 1993. Seven years ago he joined Alliant Insurance Services where he is currently a Senior Vice President and Deputy General Counsel. The agency is the largest specialty brokerage in the U.S., focused on construction, public entity, education, real estate, healthcare, tribal nations, and legal professionals.

Alliant Insurance Services

353 N Clark Street, 11th Floor Chicago, IL 60654 (312) 595-7192

patrick.muldowney@alliant.com

Family: Spouse: Lisa Son: Sean

Luke Sandrock

Luke Sandrock began his career in insurance 2009 after graduating from Monmouth College. He joined the family agency, Cornerstone Agency, where he is now Partner. The agency concentrates and specializes in crop, farm and agri-business insurance. Luke is a current Farm Agents Council Board Member.

Cornerstone Agency, Inc.

102 W. Main St., Morrison, IL 61270 (815) 772-2793

lsandrock@2cornerstone.com

Family: Spouse: Ashleigh Children: Breckon, Jack, and Remrey

IIA of IL Committee Chairs

Education Lisa Lukens, CISR Elite

Lisa Lukens started in the agency in 1981 working full-time while attending school at SIU. Saliba Insurance, opening the doors in 1963, merged with Yewell Insurance in 1990 and offers both personal and commercial insurance.

Saliva-Yewell Ins. Services P.O. Box 218, Herrin, IL 62948 (618) 942-2556 salibainsurance@gmail.com

Family: Children: Tyler & Erin

Steven Foster

Farm Agents Council

Steven Foster received his Bachelors Degree from Blackburn College. He started his insurance career in 2006 with a captive company, then joined Musso Insurance Agency in 2011 where he is now an agency owner. The agency has locations in Virden, Waverly, and Springfield.

Musso Insurance Agency 136 E. Dean St., Virden, IL 62690 (217) 965-4663

s.foster@ciagonline.com

Family: Spouse: Anne Children: Gwen, Kendall, & Kathleen

Government Relations

Dustin Peterson is the 3rd generation member of the agency, joining the agency in December 2003. He currently serves as Risk Manager, covering all lines of insurance for the agency.

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

Family: Spouse: Jessica Children: Julian & Vivian Dogs: Dino & Aggie

Planning & Coordination Nick Gunn, CIC

Nick Gunn started his career in 2006 at Nixon Insurance Agency, Inc. After a brief stint at another agency, he made his way back to Nixon and became part owner and Vice President of Commercial Insurance in 2018.

Nixon Insurance Agency

4701 N. University, Ste B, Peoria, IL 61612

(309) 691-1300

nickgunn@nixonagency.com

Family: Spouse: Jessica Children: Tripp and Cash

Technology Brian Ogden, CIC, AFIS

Brian Ogden is a second generation owner of Ogden Insurance Agency. His father started in the insurance business in 1959 in the same small town. The agency offers Personal Lines, Commercial Lines, Farm, Crop Life and Health.

Ogden Insurance Agency

123 E. Douglas, Petersburg, IL 62675 (217) 632-2206

brian@ogdeninsurance.com

Renee Crissie

Family: Spouse: Kim Children: Lauren & Jonathan

Young Agents

Renee joined the family business right out of college and has worked side by side with her family to learn all areas of the business and help grow the agency. She began her career in Commercial Lines and took on to Employee Benefits in 2010 as Health Care Reform took off.

Crissie Insurance Group

6400 Shafer Ct, Suite 600, Rosemont, IL 60018

(224) 217-6577

renee@crissieins.com

Family: Youngest of three 4 Nieces and 1 Nephew

AIS Board Bill Lawrence, CIC

Brian Ogden is a second generation owner of Ogden Insurance Agency. His father started in the insurance business in 1959 in the same small town. The agency offers Personal Lines, Commercial Lines, Farm, Crop Life and Health.

P/L/R Insurance Services

139 N. Williamsburg Dr., Bloomington, IL 61704

(309) 827-0007

blawrence@plrinsurance.com

Family: Spouse: Jan Three Children & Six Grandchildren

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Grinnell Mutual Reinsurance Company, 2022.

IIA of IL President

We can’t let a lizard commoditize our product our process by telling the world what we do is minutes of their time. Our clients are worth morewe are worth more than that.

KEVIN LESCH and devalue is only worth 15 more than that –

Congratulations on your induction as President of the IIA of IL. Tell us how you first got involved with the IIA of IL.

My first experience with the IIA of IL was on the board of the DuPage IIA because my buddy Tom Evans invited me to a board meeting after I expressed to him that I felt I needed to “get involved.” My second year on that board coincided with Tom Walsh being president of the IIA of IL. He invited me to the convention, and I have not missed a convention since. I continued to stay involved, and I was eventually asked to join the board as a Regional 10 Director by Cindy Jackman, Greg Sandrock, and Rick Sutton.

What made you want to go through the Executive Committee Chairs? It is difficult to turn George Daly down, but truthfully it has always been my goal to be just like Brian Konen and Ken Samson.

What new ideas and initiatives are you looking forward to setting forth?

I am excited about the steps our Technology Committee has taken under the leadership of Brian Ogden and Shannon Churchill. I feel that with the amount of M&A that has taken place and the lack of qualified personnel in the workforce, our members are being pushed to take on more. Technology is definitely a way we can help our members work smarter and more efficiently instead of longer hours. Our goal is to help our members connect with the right solution and create more time for them to take on more business.

Tell us a little about how you started the industry?

Like many of my peers, my father owned an agency in Bartlett and asked me to join the firm in 1999. He and his partner started me out in personal lines, then after a few years, I forayed into commercial, then onto employee benefits.

What do you find the most fulfilling about being an insurance agent?

I enjoy being a trusted advisor and providing counsel to clients and members of my community. We get to protect what is important to people, and hearing them speak about that is interesting and humbling.

What challenges have you faced during your career, and how have you overcome them?

I am not sure I should ever use the word challenging when referring to my career or life. I am sure I have had obstacles, yes, but I have always had a good support system around me to help me through. Family, friends, and staff have always been by my side to pick me up when I needed it.

What other professions have you had?

As a teen, I was a lifeguard. In college, I worked soccer camps in the summer and watered grass during the season (the field had an automatic sprinkler system). After college, I coached youth soccer for the club I grew up playing for, Sockers FC, out of Palatine, IL. I still tell people that I am currently on hiatus from coaching.

The IIA makes me proud to be an insurance agent and holds me accountable to represent my profession and my peers as best I can.

We all know the industry has faced many changes in the last two decades, especially the last two years. What do you see as some of the major industry issues in the immediate future?

Where do I start? The industry continues to get more and more complex. We have seen nuclear verdicts produce some of the largest liability claims our industry has ever seen. Umbrella capacity has been limited making it difficult for agents to obtain coverage. Agents are being forced to layer limits (sometimes unsuccessfully) in order to satisfy requirements that our clients have on contracts they have already signed. Furthermore, I sit across the table from a client and show him a proposal that has large increases in cyber insurance and large increases in property insurance. If they could only afford one of those policies, I would tell them to take the cyber policy because my gut tells me they are more likely to have a cyber claim than a property claim. These complexities are not just for the large companies. They extend down to every level, and that is what makes this even more difficult to navigate.

Looking down the road five, ten years, what other issues do you see independent agents facing?

What does the new generation of insurance agents and insurance professionals look like, and how are they learning and being mentored via a work-from-home environment?

Can this sustain? 75% of our job is managing relationships. How do we do that sitting at our desks?

What effect will all the M&A have on the independent channel down the road? It seems as if private equity has put a strain on the captive market, pushing some of them to take a peak over into the independent channel, but once these acquisitions settle down, there is bound to be branches of agencies that split off and go their own way.

What about issues the IIA of IL will have to address?

The political landscape will continue to be a roller coaster of emotions. In our state alone, we deal with a multitude of insurance bills every year that need to be dealt with and discussed with our state legislators.

How has your involvement with the IIA of IL impacted you both personally and professionally?

Personally, I have made friendships that I know will last me a lifetime. Professionally, by attending conventions, and board meetings, interacting and discussing issues with other agents, one can’t help but become better at their craft. The IIA makes me proud to be an insurance agent and holds me accountable to represent my profession and my peers as best I can.

In your opinion, what are the key benefits of membership with the IIA of IL?

Being able to hang out with the other agents and collaborate is number one in my book. I am always humbled by some of the great minds and people we have in our association. Political Advocacy is a close second, and our government affairs staff is tops in the country. Finally, what our staff does to educate our membership is a great benefit. Whether it is through designations, seminars, conventions, technology conferences, they are constantly at the forefront of what is relevant and meaningful to our members.

Do you have a personal motto or creed by which you live?

Creed: Do the opposite of Konen Slogan: Let’s go White Sox! Motto: “More Jameson, please!”

Tell us about your family? How do they feel about your new role with the IIA of IL?

My two boys have no idea what I am doing.

They are 13 and 15, and my goal is to embarrass the hell out of them by leaving this magazine out all around town and in their school. My wife will be happy when the stress of all this is over for me, and we can go back to normal. She knows how passionate I am about the IIA and how much I want to give back to my industry, so this means a lot to both of us. She carries a heavy load working full time as well, so time is valuable to us, and we treasure what time we have together as a family. So when we choose to dedicate time to being away from the family, we want to make sure it is worth it. We both believe the IIA of IL is worth it.

Tell us about your hobbies and/or personal interests.

I am a geek – I love puzzles, and I collect coins which has become increasingly difficult since my eyes have quit on me in the last six months. I follow my boys around, watching their sports. Jacob is in cross country, swimming, and track. Gavin is in soccer, basketball, and baseball. I am now an assistant 14u basketball coach because Hall of Famer Pat Taphorn is now on as Vice President of the IIA of IL, I figured he could give me some pointers. I am still on hiatus as soccer coach.

What lessons from your personal life have you incorporated into your business career?

I never put anything in writing that I won’t say over the phone.

What is one fact about you that people would find surprising?

At age 25, as a pedestrian I was hit by a car going 60 mph. Walked out of the hospital the same day

Finally, when all is said and done, what is the most important message you hope IIA of IL members take away from your Presidency? We are valuable and what we provide to our customers is an asset.

We can’t let a lizard commoditize our product and devalue our process by telling the world what we do is only worth 15 minutes of their time. Our clients are worth more than that – we are worth more than that.

Building Inclusive Insurance

Workplace culture has always been important, but as companies find a way forward in the new era of work, culture has come into the spotlight, with some calling 2022 “the year of workplace culture.”

The impacts of COVID-19 broke down the perceived separation between work life and home life. As business leaders navigate changing employee expectations, many are focusing on building more inclusive cultures. Inclusive cultures embrace and celebrate the unique experiences, perspectives and ideas of every employee.

It takes intentional effort to create workplace environments where employees feel they are valued and belong as their full selves. But studies show that workplaces with inclusive cultures have more engaged and productive employees.

Workplace Culture Matters

88% of workers said a sense of belonging at work boosts productivity (Ipsos)

67% of workers said culture is more important than strategy or operations (PwC)

1 in 4 job seekers said DEI is the most important area of investment to improve company culture (LinkedIn)

The 2022 Agency Growth Study

At Agent for the Future, we want all independent insurance agencies to succeed far into the future. Creating inclusive workplace cultures that increase employee retention will help agencies thrive.

The research team at Liberty Mutual and Safeco Insurance surveyed more than 730 independent insurance agents to learn about their strategies for growth. The 2022 Agency Growth Study covered how agencies are using digital tools, which emerging trends they think will have the biggest impact on their agencies, the tactics they are using to grow and much more.

As part of the survey, we asked agents about their workplace cultures and what makes their agency a great place to work. We also asked larger agencies (those with seven or more staff members) how they engage with diversity, equity and inclusion (DEI) in their workplaces. In this report, we’ll explore how agencies can build cultures of inclusion and belonging that will help them retain top talent.

Healthy Cultures are Good for Business

Every workplace has a unique culture made up of a set of values, attitudes and behaviors that shape how employees experience the work environment and how the company does business.

Company cultures have a huge impact on employee retention. According to an MIT study of industry attrition rates during the “Great Resignation,” a toxic corporate culture was the strongest predictor of turnover. While compensation is often a large factor for why people quit their jobs, the study found that culture was 10 times more important than compensation in predicting turnover.

According to the study, the main elements of toxic cultures include a lack of respect and consideration, unethical behavior and failure to promote diversity, equity and inclusion.

On the opposite side of this, companies that foster cultures of care, inclusivity and integrity are better positioned to attract and retain top candidates.

Good workplace cultures encourage collaboration and innovation, because when employees feel they belong and are supported, they are more likely to be engaged at work and more willing to share their ideas. A study from BetterUp found that workplace belonging leads to a 56% increase in job performance and a 50% reduction in turnover risk.

A Disconnect Between Leaders and Employees

Building and maintaining positive company cultures takes work and intentionality. Our research found that most agencies are taking steps to improve their agency’s culture and make their agency more inclusive.

However, agency leaders and frontline staff don’t always have the same experiences of company culture. While 69% of agency leaders in agencies with seven or more staff members say their team can be their authentic selves, only 46% of frontline staff agree. Similarly, 67% of leaders say their agency is focused on fairness in performance and compensation, but only 44% of frontline staff agree.

Insurance Agency Cultures

By Liberty Mutual and Safeco Insurance

Bridging the gap

This suggests that agency leaders may need to reassess their agency cultures, model inclusive leadership and create more transparency around compensation structures.

When taking stock of agency culture, it can be helpful to start by looking at the business’s core values. Clearly defined values help define the deeper purpose behind the agency and serve as a compass for how the staff interacts with clients and with each other.

Building more human-centered company cultures – built on values such as transparency, empathy and collaboration – can help employees feel safe to be their authentic selves at work.

It’s important for agency leaders to model this by leading with vulnerability, showing genuine interest and empathy and challenging the status quo. Research from Harvard Business Review found that teams with inclusive leaders were 29% more likely to report behaving collaboratively, 20% more likely to say they make high-quality decisions and 17% more likely to report that they are highperforming.

Leaders should also do an audit of pay structures, employee benefits and methods for performance reviews. Forward-thinking leaders recognize that traditional ways of doing things may no longer serve their agency going forward.

Agency leaders can also open up conversations with employees about company culture, whether directly or through anonymous surveys. Leaders can ask employees what they like about working at the agency, what they wish they could change and what would make them feel more included and engaged.

What Makes Top Agencies Stand Out

Our research found that the most forward-thinking, growthfocused agencies have different approaches to workplace culture and retention.

When we asked survey respondents about their agency’s plans for growth, roughly one-third said their agency is aiming for aggressive growth, such as doubling the agency size in five years.

Our research reveals that the agencies aiming for aggressive growth are growing at a rate more than double that of agencies that are planning for slow and steady growth – with an average revenue growth of 22% yearover-year, as opposed to 9% growth for those aiming for slow and steady growth.

These growth-focused agencies stand out from the rest in their hiring strategies, digital use, workplace cultures and more.

When asked what makes their agency a great place to work, those in growth-focused agencies were more likely than other agencies to highlight culture, career growth and flexibility.

Growth-focused agencies are also more likely than other agencies to be focused on diversity, equity and inclusion, which have become increasingly important aspects of workplace culture.

This article originally appeared on Liberty Mutual/ Safeco Insurance’s Agent for the Future website at www. agentforthefuture.com/inclusivecultures/.

Creating a

MODERN INSURANCE CULTURE in the Digital Age

By Jay D’Aprile

What’s the number one thing holding back the success of today’s insurance companies? According to an indepth McKinsey survey of executives, culture is the most significant self-reported barrier to effectiveness and success in the digital age, as opposed to strategy or talent.

An organization’s culture is made up of much more than just social events on the company calendar or the benefits employees receive. Culture is a mentality; it’s how every employee interacts within the company, represents the brand, and connects with customers. As digitalization continues to sweep across the insurance sector, organizations that are slower to evolve their culture are hurting, with McKinsey proving that cultural obstacles correlate with negative economic performance.

The Downfalls of Traditional Insurance Culture

Traditional insurance cultures are heavily structured and compartmentalized. They have a clear hierarchy where everyone understands their role and place within their department. These models emphasize claims and underwriting functions and produce deeply specialized individuals. In and of themselves, these are positive elements to have in a business. However, for insurance companies struggling with the modern state of the market, they limit success.

Functional and departmental silos pose significant drawbacks to traditional insurance cultures. Silos prohibit cross-functional teamwork, which results in certain parts of the company missing out on key pieces of information or insight from others. This encourages a narrow view of the company and fails to promote an understanding of the bigger picture required for capitalizing on today’s opportunities.

Employees in traditional cultures are not empowered to make decisions or take calculated risks. They follow clear instructions to perform X action when Y scenario arises, but when increasingly unique situations arise, they are unable to take initiative or provide efficient resolution. This oldschool view of insurance culture fails to take advantage of modern trends shaping the industry, which is where true innovation and competitive success can be found.

The Benefits of Modern Insurance Culture

In contrast, modern insurance cultures understand that digitalization is blurring the lines between industries, services, and products. If insurance distribution models are changing and carrier strategies are evolving, so too must culture follow suit.

These companies remove the dividing lines between their departments in order to create multitalented employees with greater understanding of the information flowing through their organization. As a result, they understand the

customer more than ever. Modern successful companies such as Amazon, Nordstrom, and Netflix are home to stellar customer-centric cultures, and insurance companies are taking note.

Today’s consumers want clear information free of red tape and don’t like being transferred from department to department. They expect consistency and products to be tailored to them, which can’t happen when numerous siloes are in place or when employees aren’t empowered to make decisions on their own. That requires some calculated risk-taking, but it’s the only way to reach a company’s full potential when it comes to customer service. The good news is the more information that is shared within an insurance company, the better each employee understands what a customer wants and can quickly deliver it. The snail-mail age is over; this is now a world of instant responses, and modern insurance cultures embrace that mentality.

How to Shift from One to the Other

Shifting into a modern culture takes more than a memorandum email or updated employee handbook. It requires training, practice, and a fundamental shift of perspective for everyone. Begin by assessing how employees and departments currently operate in order to remove silos and promote cross-functionality.

When one department has information that another lacks, it’s necessary to ask why. McKinsey’s survey identified siloed thinking and behavior as the top obstacle to a healthy digital culture, drawing on an example from a social services company. In that organization, customers were cancelling their service because of what one department was doing while the other departments had no idea. They lacked information, and as a result, couldn’t rectify the issue fast enough to retain their clientele.

Interdepartmental communication is imperative for making sure the entire company is working toward the same goals. Connect employees with each other, providing times and places for interactions. Create new processes and mentalities that support opportunities for the sharing of information. Show one department what another is doing, and encourage questions and conversation. This can be done at the role, business unit, or departmental level across the entire organization.

Armed with more insight than ever before, employees should be empowered to take calculated risks. Making their own decisions rather than escalating the situation or taking the time to ask supervisors is how customers receive the fastest service. Encouraging this behavior requires reconfiguring incentive structures accordingly. Reward employees for committing to change and taking risks so they don’t maintain the previous status quo and hold back the culture from evolving.

What This Means for Leadership

Culture is anchored in behaviors and social patterns and doesn’t change easily. Shifting into a modern insurance culture optimized for the digital age requires strong leadership that institutes clear, actionable goals. McKinsey’s findings suggest insurance executives must be proactive in shaping and measuring culture by approaching it as they approach operational transformations.

Leading by example is the prime way to ensure true cultural change. Insurance executives must immerse themselves in the projects of different departments to understand what’s happening in the day-to-day and where barriers to cultural change exist. Rather than micromanage, such leaders should be a visible example of the company’s mission, purpose, and values, getting employees to open up and communicate cross-functionally by personally rewarding and complimenting them.

This requires breaking up the chain of hierarchical decision making. Executives can empower employees by letting them know they have authority in their interactions with customers. This requires a strong level of trust from the c-suite, but if employees cannot be trusted to make the game-time decisions that retain current customers and close new ones, there are deeper issues to resolve. Removing “let me check with my supervisor” mentalities and keeping all but the largest business decisions closer to the employees who interact directly with customers are keys to shifting culture.

Setting aggressive goals from the top encourages employees to take necessary risks and embrace digitalization. Fulfilling those goals will also require a deeper understanding of customer experiences, expectations, and habits. Executives who embody customer-centric thinking ask questions such as “what have you heard from the customer lately?” It changes the conversations happening in the organization, which goes a long way in shaping culture. This is exactly how Progressive created their snapshot device for drivers to install on cars. By completely understanding their customers, Progressive was able to give the people what they wanted while attracting their most profitable customers and garnering tremendous amounts of data.

An Insurance Culture for the Digital Age Culture dictates how customers feel when they interact with your company, which can singlehandedly make the difference between success and failure in the insurance sector. A forward-thinking culture that changes with markets is not entrenched in the past, but focused on new opportunities and collaboration. Adaptation through a shared understanding of information and priorities is a requirement for modern businesses. Find the right executives who can break down silos, empower employees, and focus on customers, and you’ll have found the beginnings of a new culture.

Jay D’Aprile is an Executive Vice President with Slayton Search Partners and can be reached at jdaprile@ slaytonsearch.com.

INSURANCE

MANAGERS GROUP

IN THE WORLD OF INSURANCE, CLAIMS DO HAPPEN.

IPMG’s Claims Management Services division (CMS) is that partner. As a full-service claims management company, IPMG CMS accepts the responsibility and expects to be held accountable for the results we achieve on behalf of our clients.

SERVICES AND RESOURCES:

» Workers’ compensation claims management

» Property and liability claims management

» Auto liability and physical damage claims management

» Professional liability claims management

» Strong emphasis on public entity and long-term care sectors

» Nurse case management

» Risk management/loss control

» Medical bill review

» Pharmacy benefit management

» Aggressive litigation management

» Utilization review

» Electronic claim reporting with immediate acknowledgment and adjuster assignment

» 4-hour assigned adjuster contact on every claim

» Online claim review including adjuster notes and financials

» Industry leading analytics with national database for benchmarking purposes

INTERNAL QUALITY CONTROL AND COST CONTAINMENT PRACTICES:

» Adjuster book of business analysis – to ensure workload does not affect service levels

» Closing ration analysis – a monthly review to ensure adjusters are achieving maximum production

» Claims diary tracking

» Formal litigation handling guidelines and practices

» Comprehensive medical bill review – average 59% cost reduction

» Pharmacy benefit program – average 35% cost reduction

» ISO claims search

» Medicare section 111 data reporting and compliance

For more information please contact:

CASTRO

Sr. VP, Claims Management Services Mike.Castro@ipmg.com 630.485.5895

BOB SPRING VP, New Business Development Bob.Spring@ipmg.com 630.485.5885

Marketing Who You Are, Not Just What You Sell

By Daniel Smith

Let’s face facts, most insurance agents aren’t marketing experts. The industry is mostly talked about as a “relationship business” that is “referral based”, and agents often want to tout their service, client experience, and approach as the reasons clients should work with their agency.

There’s nothing inherently wrong with that, but:

1. You must differentiate yourself from other agencies that say the same thing.

2. Why not build a marketing plan around that strategy?

So, how do you do these things? Let’s talk a look at some ideas to accomplish them.

Differentiating Your Agency

Almost every agency out there will tell you they provide great service. But that’s what you’re supposed to do. If you want your agency to stand out, you have to be different. Are you experts in certain areas of coverage? Do you have knowledge of risk management that will help better protect your clients? Access to better markets? All these things are great competitive advantages, and they’re built around people. You need to tell your agency’s story, and in a way that isn’t bragging – it’s sharing.

Marketing Based on Relationships

Relationships aren’t just built in-person anymore. We live in a digital world that was accelerated by the pandemic.

If you want to enhance the relationships you have and build new ones, market your agency’s culture in the digital space. Some ways to do this include:

• Social media campaigns built around the people in your agency and the communities you serve

• Marketing automation to check in on clients during the policy term, recognize birthdays, highlight milestones, etc.

• Engage with your clients on LinkedIn or other platforms as appropriate to recognize achievements or just support their content

Marketing Based on Referrals

Referrals are an excellent source of business. Many agents have built almost entire books of business off relationships. So, why not enhance this with digital marketing? Some ways to do this include:

• Make the process digital by giving your team and your clients an easier way to provide a referral

• Marketing automation to ask for referrals by targeting your most satisfied clients

• Google review campaigns that prompt satisfied clients to leave a review

How to Get Started

It’s easy for me to tell you to do these things, but I understand it’s harder to actually put them in place. You have a million other things to do, and not much time to dedicate to marketing. My suggestion – start simple:

• Ask your Top 10-15 clients to leave you a review on Google. Give them the direct link to the review by clicking the “Get More Reviews” button on your Google My Business profile and copying the link

• Update your company’s LinkedIn, Facebook, and Instagram pages with current photos and info

• Share at least one thing per week on those profiles - and preferably not articles form carriers – something like staff photos, community events, non-profit sponsorships, etc.

• Utilize a tool like Rocket Referrals, Agency Revolution, HubSpot, or others that can provide automation tools to help you build a “customer journey” and streamline processes

Just can’t do it on your own? No problem. Talk with a marketing consultant to help you develop a plan or hire a firm to do the work for you. Just make sure that they understand your agency’s culture, tone, and style before they start publishing content on your behalf.

Daniel Smith, CAE is the Chief Marketing Officer and Co-founder of Market Retrievers, a digital marketing firm focused on building and implementing strategies for independent insurance agencies. He previously worked for the independent agents association in Tennessee for over 14 years and served as the CMO and COO. He is also a licensed P&C agent. He may be reached at dsmith@ marketretrievers.com.

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Choice and service made simple… now that’s Progressive.

Sponsor of the IIA of Illinois since 2005!

Thank you to our Associate Members.

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AAA Insurance Arlington/Roe BlueCross/Blue Shield of IL

Grinnell Mutual Reinsurance Company

Keystone Insurance Group, Inc. Pekin Insurance

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Every sale has a beginning and an end. AAA can help your independent agency with both. Add AAA to your product mix and grow your bottom line by selling quality insurance through AAA and providing the extensive benefits of AAA Membership — an unbeatable combination of security and savings.

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Auto Club Insurance Association, MemberSelect Insurance Company, Auto Club Group Insurance Company, Auto Club Property-Casualty Insurance Company, Auto Club South Insurance Company, Auto Club Insurance Company of Florida, or non-affiliated insurance companies. ©2021 The Auto Club Group. All rights reserved. 22-RM-0677- LC 8/22

Congratulations!

Congratulations to the IIA of IL Regional Director and Committee Chair of the Year! Thank you for your service to our great Association.

Sandrock Elected to National IIABA Leadership Team

The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) installed Greg Sandrock, CIC, AFIS, of The Cornerstone Agency in Tampico, Illinois as the newest members of the association’s executive committee at the recent Big “I” Leadership Conference in Niagara Falls.

“IIABA and independent agents throughout the country are fortunate to have Greg serving on the IIABA Executive Committee. He is the country’s leading authority on crop insurance but more importantly Greg represents the core of our membership, a family-owned independent agency serving their clients and community,” said Phil Lackman, CEO of IIA of IL. “We will miss Greg’s leadership in Illinois and wish him the best as he begins his new role.”

Sandrock has served the Independent Insurance Agents of Illinois as National Director since 2015 and has served as a member of the Illinois Executive Committee since 2010. Additionally, he has served as both a member of and as Chairman of the IIABA Crop Task Force and as a member of the InsurPac Board of Trustees, the IIABA Steering Committee and the IIABA Government Affairs Committee.

Sandrock has attended and spoken at several Big “I” State Conferences and Crop Insurance Company Meetings and has developed close relationships on Capitol Hill to ensure the Farm Agents’ concerns are heard when the Farm Bill is negotiated.

Sandrock began his service to the insurance industry and the association as a member of the Farm Agents Board, a member of the IIA of IL Education Committee and a volunteer for the junior golf tournament. He joined the Board of Directors as Region 6 Director.

James Sager Region 1 Regional Director of the Year

Nick Gunn

Planning & Coordination Committee Chair of the Year

Board of Directors Profiles

Luke Sandrock

At-Large Board Member

Cornerstone Agency, Inc., Morrison, IL Partner

Number of Years with Agency: 14

Year You Started in Insurance: 2009

Education: Monmouth College Bachelors Degree in Business Administration and Economics

Current or Past Civic, Political, or Community Service

Activities:

- IL Farm Agents Council

- Member of the Big I Crop Insurance Subcommittee

- IIA of IL Young Agent of the Year

- Volunteer Youth Sports Coach

- Host Annual St. Jude Golf Outing

- Church Council

- Various Other Community Boards

What do you feel are the major challenges facing our Association today?

I think M&A activity still is one of the main tests the Association faces. As I talk to peers in the industry a lot of us face similar challenges. Staffing, day to day managerial duties, technology, company volume requirements. There are tremendous opportunities as an Independent Agent, but it’s easy to see why we’re in an environment that’s conducive to M&A activity.

What suggestions do you have to respond to these challenges?

The IIA of IL already offers a comprehensive toolbox to help Independent Agents mitigate some of these challenges. I think it’s important to build on these tools, and just as significantly, make sure members are aware of them.

Mohammed Ali

Region 10 Director

Alim Insurance Brokerage & Risk Management, Evanston, IL Principal

Number of Years with Agency: 10

Year You Started in Insurance: 2012

What do you see at the greatest benefit to IIA of IL membership?

Greatest benefit of IIA of IL is political advocacy. IIA of IL works hard to protect independent agents from unscrupulous acts by insurance companies and government. Having an ally like IIA of IL advocate and protect independent agents is absolutely priceless.

What do you see at the greatest benefit to IIA of IL membership?

10 years ago my answer to this question would’ve been, the networking events are a blast. However, there is so much more to it. I think the most overlooked benefit is the political advocacy done on behalf of the Independent Agent. Education is another area that sticks out and one of the benefits our agency uses the most often. The IIA of IL has a tremendous staff… get to know them, they can be a fantastic resource!

What prompted you to get involved with the Association? Peer pressure. All joking aside, I really appreciate volunteering alongside peers and mentors who I have a great deal of respect for in this industry. There has been a huge benefit for me to be a part of this association and I hope to be able to give something back in return.

What prompted you to get involved with the Association? Insurance industry allows me to help my clients (individuals and businesses). I want to be able to give back by helping new agents to the industry by mentoring and teaching. Therefore, I asked to get involved with the Association to help new agents looking to join the independent agent world.

Profiles

Dustin Peterson

Government Relations Chair

Peterson Insurance Services, Inc., Clinton, IL Risk Manager

Number of Years with Agency: 19

Year You Started in Insurance: 2003

Education: College of Business-Northern Illinois University

Current or Past Civic, Political, or Community Service Activities:

Current Board member of the Clinton Community YMCA, serve on the finance committee currently. Current Chairman of the Dewitt County Republican Party, just started my 4th term as Chairman. Coach various youth sports teams that my children participate in.

What do you feel are major challenges facing our Association today?

Current challenges include replenishing the talent pool of young diverse agents as many long time agents have began retiring. Another challenge is implementing technology within the agency and being effective/determining what will work for your client base while maintaining the value of having a trusted insurance professional.

What suggestions do you have to respond to these challenges?

IIA has began to tackle technology I believe with the Technology committee. Young agents continue to work on growing the talent pool. Agency principals need to be aware of what their plans are for succession, reach out/communicate with potential talent to take over their business. The right person may not be working for them now or may even work for a competitor.

What do you see at the greatest benefit to IIA of IL membership?

I’ve really enjoyed learning the complete role of the assocation to its members and also the relationships I’ve developed over the years with other agents throughout the state. Without the IIA our paths wouldn’t have crossed. These industry friends are what makes the association great in my opinion.

What prompted you to get involved with the Association? My interest in politics/government affairs in relation to the insurance industry prompted me to get involved with the Government relations committee. I was already involved with the Farm Agents prior to the merger and it really just deepened my involvement and showed me how valuable the association is to our membership.

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Education Classes

E&O-Roadmap to Homeowners Endorsements Webinar

E&O Roadmap to Personal Auto Webinar

E&O Roadmap To Cyber & Privacy Insurance Webinar

CISR-Agency Operations Virtual Class

Pre-Licensing-Property & Casualty Virtual

Pre-Licensing-Life & Health Virtual

E&O: Identity Theft, Red Flags, and Money Laundering Webinar

CISR-Commercial Casualty 1 Virtual Class

Flood Insurance, FEMA, and the NFIP Webinar

Why Good People Do Bad Things: Agency Ethics Webinar

CIC-Commercial Casualty Virtual Class

E&O - Roadmap to Policy Analysis Webinar

E&O: Duties, Best Practices, Operations, Workflows Webinar

Pre-Licensing-Property & Casualty Virtual

Ethics: Essentials for the Insurance Producer Webinar

E&O Roadmap to Personal Auto Webinar

E&O-Roadmap to Homeowners Endorsements Webinar

CISR-Commercial Casualty 2 Springfield & Virtual

CIC-Commercial Property Springfield & Virtual

E&O Roadmap To Cyber & Privacy Insurance Webinar

Pre-Licensing-Life & Health Virtual

E&O: Identity Theft, Red Flags, and Money Laundering Webinar

E&O: Defenses, Preventions for the Ins. Professional Webinar

CIC-Ruble Virtual

IL

Taylor Ins.,

Family Financial Solutions Group St. Charles, 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.

Ticket Life/Midwest Life Brokerage Naperville, IL

Glatfelter Public Entities York, PA

for the insurance professional by the insurance professional

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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.

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Learn more about CareerPlug and check out the brand new IIA of IL job board at www.iiaofil.org