e-Insight - October 2021 by Big I Illinois

OCTOBER 2021

INSIGHT JAY PETERSON 2021-2022 IIA OF IL PRESIDENT

Introducing New IIA of IL Board of Directors

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October 2021

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 13 MARKETPLACE REPORT

30 2021-2022

13 15

Trusted Choice Illinois Sponsors Make-A-Wish Walk for Wishes

30 38 51

Jay Peterson - 2021-2022 IIA of IL President

2020 IL Property & Casualty Insurance Marketplace Report

Information Provided by Paul Buse

2021-2022 IIA of IL Board of Directors Be Aware of the Growing Concern of Insurance to Value

By Curtis Pearsall

40 51

In This Issue

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

7 9 11 29

Message from the CEO Brett’s 2 Sense Trusted Choice

e-Insight

52 55 57 58

Associate News Board of Directors Profiles IIA of IL News Classifieds

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

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

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

14 60 8 26 36 12 22 44 37 24 20 36 22 50 12 41 53 Cover Tip 2 34 6 59 40 54 5 46 40 10

ADVERTISERS

AAA INSURANCE APPLIED UNDERWRITERS ARLINGTON/ROE AUTO-OWNERS INSURANCE CO. BERKSHIRE HATHAWAY GUARD INS. GROUP CAREERPLUG DONALD GADDIS COMPANY, INC. DONEGAL INSURANCE GROUP EBRM FORRESTON MUTUAL INSURANCE CO. GRINNELL MUTUAL HIPPO INSURANCE ILLINOIS CASUALTY COMPANY ILLINOIS MINE SUBSIDENCE INS FUND IMPERIAL PFS IPMG MERCURY INSURANCE GROUP OMAHA NATIONAL UNDERWRITERS OMAHA NATIONAL UNDERWRITERS PEKIN INSURANCE PROGRESSIVE SECURA INSURANCE SOCIETY INSURANCE TAPCO UNDERWRITERS, INC. THE HANOVER INSURANCE GROUP UNITED FIRE GROUP W.A. SCHICKEDANZ/INTERSTATE RISK PLACEMENT WEST BEND MUTUAL INSURANCE CO.

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

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

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

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

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

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

Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3013 - jjacobs@iiaofil.org - (217) 321-3003 - tross@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar Products & Services Administrator Janet White, CISR - (217) 321-3015 - mkuchar@iiaofil.org - (217) 321-3010 - jwhite.indep12@insuremail.net Chief Executive Officer Phil Lackman, IOM Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3005 - plackman@iiaofil.org - (217) 321-3011 - cwilson.indep12@insuremail.net Central/Southern Marketing Representative Lori Mahorney, CISR Elite - (217) 415-7550 - lmahorney@iiaofil.org

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INSIGHT | message from the CEO As promised in this edition of Insight one year ago, we’re back in person for the 2021 CONVO! Planning for any large conference presents challenges in a normal year and just when we thought things were returning to normal, the Delta Covid variant gave us a great deal of heartburn during the six weeks leading up to this year’s event. We’ve taken every precaution to make sure everyone can learn, network and socialize while participating in this year’s event. While virtual meetings and presentations provide efficiencies for both attendees and those hosting events, nothing can replicate presentations and networking in person. The past year was full of positives and negatives, starts and stops as the Covid vaccine was made available and then variants created a new series of concerns and mitigations. For the IIA of IL Board of Directors and staff, it was mostly positives. Under the leadership of President George Daly, the Board laid out a series of goals for the year. We are proud to report that many of these goals have been met and new programs implemented. We have developed a new Diversity & Inclusion mentorship program and a scholarship program to aid agencies in hiring. We’ve increased our virtual education programming, have gained support and participation in our State and Federal Political Action Committees, and have refined our Board onboarding and engagement strategies. While this issue of Insight highlights our new President and leadership team, I also want to thank and recognize those members of our leadership team whose service on the Board (but not involvement with the association) is coming to an end: Bill Wirth – Bill joined the board in 2014 as Region 2 Director and served for three years until he was recruited to serve as an Officer and has spent the past four years going through the Chairs of the Executive Committee. Joe Heneghan also joined the Board as Region 2 Director and completes his four years of service in that role. He also serves as a member of the Farm Agents Council, the Budget & Finance Committee and is joining the AIS Board of Directors. Andrew Allan began his association service with the Chicagoland Local Board and in addition to serving as IIA of IL Region 8 Director, he served as Chicagoland Board President until this summer when his family moved to Colorado. Ed Boltz joined the IIA of IL Board in 2017 as Region 9 Director and reached his term limit in that position. In addition to serving as RD, Ed has been a member of the Planning & Coordination Committee. Ryan Hite attended his first National Legislative Conference in 2013 and joined the Board as Region 5 director in 2015. Ryan went on to join the Executive Committee and became the youngest president in IIA of IL history. He completed

his service as an officer and then joined the board as an At-Large Director and assumed the role of Technology Committee Chair upon the formation of that Committee. Ryan’s board service comes to an end as he begins a new chapter in his career with the Talent Acquisition team at RLI Insurance Company. Bill Durkin has served as an At-Large Director with the IIA of IL Board since 2018 and continues to participate as a member of the association’s Government Relations Committee. Randy Jacobs, who played an integral role in the merger between the Independent Farm Insurance Agents and the IIA of IL, has completed his service as the newly-created Farm Agents Council’s representative on the IIA of IL Board. Tess Fleming has served the association as a Regional Director and most recently as our association’s Education Committee Chair. She won awards for her work in both positions. Tess has stepped away from her role for personal health reasons and we wish her all the best and look forward to working with her again in the future when the time is right. Jason House joined the board in October of 2019 and as a newer producer who is involved in his local community, Jason has also stepped down from the Board for the time being. I personally want to thank all of these individuals for their commitment to our association and profession, your contributions are many and impactful. During our recent Executive Committee retreat incoming President Jay Peterson laid out his priorities for the upcoming year. Jay will continue George Daly’s Diversity & Inclusion initiatives, place a big emphasis on our Young Agents, and unveil our IIA of Illinois “Connect” online communities to enhance member engagement and communication. Regarding D&I, I would like to point out that our Leadership Development & Succession Planning Committee places a high priority on recruiting leaders who represent the great diversity of our membership. Large agencies, small agencies, urban and rural, racial and gender. I take great pride in the fact that Illinois has worked at developing a diverse board that represents our membership in so many ways. We are very fortunate to have such great leadership and staff. As we hopefully put Covid in the rearview mirror, we are excited to get back together and see you at our events. Please, if you have not done so, return your membership renewal, contribute to our state and national PAC’s and let us know what we can do to enhance your membership experience!

Phil Lackman - IIA of IL CEO (217) 321-3005 - plackman@iiaofil.org october 2021

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Cyber Coverage and Your Agency

Cyber exposure is becoming more and more prevalent in our industry. Agencies are a target-rich environment for a hacker. Just think about all the data that your agency maintains on all of your insureds, as well as your portals that allow your agency to communicate with your carriers.

In the very near past, you may have only been able to purchase cyber insurance in the “surplus lines” market. Cyber is now very mainstream. However, premiums are rising due to the rise in hacking efforts nationally as well as internationally. While I hope you are tailoring this coverage to your clients and their specific exposures and needs, you also need to consider your agency’s exposures and needs seriously. Your agency collects a great amount of information that would be attractive to a potential hacker, and your business processes are driven by the transmitting and maintaining of said information. Agencies are an extremely attractive target to ransomware attacks. This exposure is not just a big agency problem and can cripple the smallest of agencies. The ransomware purveyors will typically make the ransom amount at a level where it would be cheaper to pay than have an IT professional remedy the issue. With more and more agencies allowing remote work from home, there has never been a greater need for a more robust IT/Cyber program to protect your exposures. Where do you start? You need to purchase cyber coverage; you need to assess your exposure; you need to implement cyber protections involving the implementation of IT solutions (firewall, multistage authentication, virtual private networks). Lastly, you need to have a program in place that complies with privacy protection laws. Speaking of laws, the current laws include State law (Article XL Insurance Information and Privacy Protection 215 ILCS 5/1001); State Rule (Title 50 of the IL Adm. Code Part 4002 Personal Information Privacy Protection); and Federal law (Graham Leach-Bliley Act). I know, I know. It’s a sickness with me always concerning myself with silly laws (20+ years as a regulator). These laws detail how consumer information must be handled and protected. While the State laws are under the purview of the Director of Insurance, the Federal law is also enforced by the Illinois Director of Insurance. State Rule Part 4002 implements the Graham Leach-Bliley protections, which detail notices; to whom information may be disclosed; opt out provisions; marketing restrictions; discrimination, and enforcement provisions. Civil penalties for violation of the privacy laws and Rule can be up to $500,000. Cha-ching! So, right there, that tells you how seriously this is taken by the Director of Insurance and lawmakers. I would imagine that most of you did not know the severity of possible penalties. Beyond penalties is the inconvenience of turning on your computer one morning and finding out that you are locked out due to ransomware. The great thing is that we have resources that can guide you through the process of protecting yourself and your insureds. If you are a member, the Big “I” has a great tool, Cyber Guide 3.0, located at the following web address: https://www.independentagent.com/ACT/Pages/planning/ CyberGuide3/cyber-guide-compliance-and-protectionroadmap.aspx

Brett’s 2Sense This guide provides you with a 12-step road map to protection - risk assessment; written security policy; incident response plan; staff training and monitoring; penetration testing; access control protocol; written policy for third-party service providers; encryption; designation of CIO; Audit trail; multi-factor authentication; and lastly, disposal procedures. Furthermore, while at the Department, I sat on the National Association of Insurance Commissioners (NAIC) Privacy Protections (D) Working Group for the Director (a little over three years ago). You can see that this has been an issue for a while, but the working group finally produced a model law in 2021. I think that the quick turnaround (sarcasm) was spurred due to a couple of states passing their own privacy protection laws and the NAIC wanting some level of uniformity. With all the cyber activity, many states, including Illinois, will be considering stronger legislation concerning privacy protections. I am positive that Illinois will pursue some version of privacy protection legislation within the next year. With the current legislative makeup, we have no idea what this law will look like, but I can assure you that Evan and our team will be deeply involved in protecting your interests along with those of your consumers. For these reasons, it is imperative that you start taking cyber seriously today and not waiting until you have an incident (which theoretically could bankrupt you and your agency). This will cost some money but, think like an agent/risk manager and not like a consumer. Protect yourself and your assets by implementing a robust cyber program (which will help lower your cyber premiums) and purchase a cyber policy (if you don’t already have one). If you don’t have a cyber policy, consider purchasing one through our partners at AIS. Visit www.iiaofil.org/cyber for options. 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

Brett Gerger | IIA of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006 october 2021

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21 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. That’s why many of our personal lines underwriters, like Amy, have worked with their agents for so long. Amy trusts her agents as resources for many important things, including “life stuff” and they trust her, too. And that makes the relationships that much stronger.

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october 2021

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MARKETPLACE REPORT 2020 Illinois Property & Casualty Insurance

The IIA of IL is providing this summary of the Illinois property and casualty (P-C) insurance marketplace as a benefit of your membership. What follows is a numeric and visual summary of the P-C insurance marketplace from an independent agent’s perspective in Illinois. The full report can be downloaded from the IIA of IL website at www.iiaofil.org.

U.S. Direct Written Premium: $710 Billion

Illinois Percent of U.S.

U.S. Per Capita Premium

Illinois Per Capita Premium

3.8% of U.S.

$2,165

$2,140

P-C Insurance Industry Analysis Provided by: Real Insurance Solutions Consulting, LLC Paul A. Buse, Principal www.realinsurancesc.com october 2021

insight

Illinois vs. National Agent Premiums, by Line 2020 - Illinois Independent Agent Premium (Total - $15,582,721,000)

2020 - U.S. Independent Agent Premium (Total - $405,820,408,805)

The top chart shows independent agent premium in Illinois for 2020, totaling $15.5 billion of $27.1 billion sold by all forms of distribution in Illinois. In contrast, the bottom chart shows IA premium in the U.S. in 2020. 16

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IL Major Lines of Business 2020 - Illinois - Commercial Multi-Peril Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

2020 - Illinois - Workers’ Compensation Written Premium

Work Comp

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

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IL Major Lines of Business 2020 - Illinois - Other Liability (Occurence) Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

2020 - Illinois - Other Liability (Claims-Made) Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

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october 2021

2020 - Illinois - Inland Marine Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

2020 - Illinois - Fire & Allied Lines Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

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IL Major Lines of Business 2020 - Illinois - All Commercial Auto Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

2020 - Illinois - Workers’ Compensation Written Premium

Auto

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

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IL Major Lines of Business 2020 - Illinois - Homeowners Multi-Peril Written Premium

Direct Written Premium - All Distribution Types Direct Written Premium - Independent Agency Distribution Loss Ratio - All Distribution Types

IL Independent Agent Penetration of Top Lines of Business

october 2021

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2020 MARKETPLACE REPORT 2019 Illinois All P-C Premium: Admitted vs. Surplus Lines (Domestic and Alien Insurers)

2020 Illinois Top Surplus Lines of Business (Domestic Insurers)

2019 All P-C Premium: Admitted vs. Surplus Lines (Domestic and Alien Insurers)

2020 Top Surplus Lines of Business (Domestic Insurers)

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2020 MARKETPLACE REPORT 2020 Illinois Top LOB Commission Rates

october 2021

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2020 MARKETPLACE REPORT Behind the Full Report

The full report can be downloaded from the IIA of IL website at www.iiaofil.org.

Data Source

The source of the data presented in this summary is A.M. Best and its Financial Suite, a system which allows various standard and custom reports. A.M. Best obtains the data from the annual statements filed by each domestic insurance company with its state regulator. In this report, standard industry reports and customized reports are combined and manipulated to arrive at the various agent-focused presentations of data. You may be familiar with the term “Yellow Book” for the annual statement required to be made by P-C insurers with their primary regulator. Historically, insurers in different insurance categories had a designated color for their reports, such as yellow for P-C or blue for life. This report will be updated in 2022 as the data is assembled at the National Association of Insurance Commissioners (NAIC) and aggregated by industry data-watchers, such as A.M. Best Company, Inc.

Reading the Data

Unlike industry watchers of insurer profitability and insolvency, direct written premiums are used in this P-C summary not gross premiums or net written premiums. The latter is typically used by the industry press and industry analysts and those premiums can include reinsurance and inter-company transfers. While useful in the context of solvency or insurer profitability, net and gross premiums can cloud the picture of the independent agent’s experience in the marketplace. An aspect of insurer required filings is the required delineation of data by “Lines of Business” (LOB). These LOB are standardized for insurers. LOB are also often grouped by similar LOB as they are tracked as part of annual statements. As some LOB are overly specific (for example, automobile physical damage is separate from automobile liability), it is logical to combine some of these lines. In other cases, the individual lines are often so broad, they are then broken down further. Fire & Allied lines is a good example of that sort of standard LOB combination. In all cases, the goal of this report is to present the LOB data to align as closely as possible with insurance agency operations, marketing strategies or staff assignments. Provided for each major line of business are: • A summary graph of five-years data on premiums for all distribution types (dark blue), premiums written through independent agents (light blue) and loss ratios (red line). For these graphs the delineation of premiums through Independent Agents is that of A.M. Best in their standard industry reports • The average premium trend for all distribution and through independent insurance agents • The portion of premiums written though U.S.-domiciled surplus lines insurers • The average five-year combined ratio • The number of active insurer groups and policy-issuing insurers in Illinois • Top Insurers: The top five groups and the market share of that line of business by those groups is provided. This includes all premiums and all distributions combined for each group. Also provided is top ten top policy-issuing insurers using independent agencies/brokers, the top three MGA-focused, captive, exclusive or direct insurers and the top surplus lines insurers. Added, as well, is the largest premium writing risk retention group, if applicable for that line of business. For each insurer, average commission rates and adjusted loss ratios are provided as is any parent group or fleet.

Questions? Ask the Expert. P-C Insurance Industry Analysis Provided by: Real Insurance Solutions Consulting, LLC Paul A. Buse, Principal realinsurancesc.com (301) 842-7472

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e INSIGHT -

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

OC TO BE R 20

INSIGH T

JAY P ETERS ON

2021 IIA OF-2022 IL PRE SID

Intro New ducing BoardIIA of IL of Dire ctors

ENT

The

POWER of

Marketing Tech

By David Greenberg

october 2021

In this month’s e-Insight. insight

JAY PETERSON 2021-2022 IIA of IL President

Treat everyone with respect as you never know else is going through and you don’t know for next handshake will bring into your life. 30

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Congratulations on your induction as President of the IIA of IL. Tell us how you first got involved with the IIA of IL? I started with the IIA of IL as a Regional Director in 2015. I had worked with the association for years when I was on the Farm Agents Council and was always appreciative of all the hard work the staff has done for all of us in the insurance industry.

What made you want to go through the Executive Committee Chairs?

I was honored to have been asked to join the Executive Committee. Over the four years I served as a Regional Director, I really learned a lot and made some great friends, so I decided to accept.

What new ideas and initiatives are you looking forward to setting forth? I have always believed in the saying, “If it’s not broke, don’t fix it.” With that in mind, I think we’ve been on the right track for several years. I want to build on those initiatives such as Diversity & Inclusion (George Daly’s initiative put into place last year.) I want to continue to focus on increasing participation in our state and national PAC funds. I also feel it is important to perpetuate our industry with new, young talent, so that will be a goal of mine, along with the Young Agents Committee.

I’m looking forward to the IIA of IL staff launching the new online community, Connect. I feel this will be a great way for the membership to stay connected and for the Board of Directors and staff to stay updated on the member’s needs.

Tell us a little bit about how you got started in the industry?

I started in my father’s agency as a producer in 1979, and we purchased a second location in 1982. I managed that location until my father retired in 2000, and I purchased his interest to become the agency’s sole owner. Since then, my sons, Dustin and Dexter, have joined the agency, and we currently operate from four locations.

What other professions have you had?

I have actually only worked in insurance. I started in the agency after attending a local community college.

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

ow what someone or sure who that october 2021

We have all faced many of the same challenges over the last few years and I don’t see those going away in the near future. Now we have been dealt with the pandemic and those challenges: staff working remotely, communicating with our clients and company partners in new and different ways, finding ways to solicit new business when in person contact was restricted, and recruiting and training new talent. With that being said, we are very fortunate that the insurance industry was able to handle the pandemic issues and continue to operate in spite of these challenges.

continued...

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

Direct to consumer delivery will continue to increase, particularly in Personal Lines and small Commercial. We, as independent agents, will need to continue to provide in-person and other risk management services to sustain the value proposition and trust our industry has build with our clients. Technology has been a concern for decades and to remain relevant, agencies will need to continue to invest in various new products as they come to market to maintain a competitive edge. Covering new exposures will expand drastically in the next decade. Cyber, driverless vehicles and equipment, building values, volatile weather patterns, inflation and interest rates – these will all affect our industry going forward.

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

The IIA of IL will need to address new revenue streams to continue to serve our membership as the M & A activity shows no signs of slowing down. That has a negative financial impact on both our non-profit association, and the for-profit division, Agents Insurance Services. Communication with the membership will have to change as well, and hopefully Connect, the new community being launched, will provide a solid platform for communication, education, and networking. As we learned in the last eighteen months, we can adapt and provide most services to our members, but we cannot replace the value of our in-person networking events. We have to find a path to continue to bring value to the membership as these traditional methods change.

october 2021

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

My involvement with the IIA of IL has been a positive experience in my life personally and professionally. Personally, my wife, Sarah, and I have made several new friends that we would not have had the opportunity to meet otherwise. Professionally, it has been a huge learning experience from how the association operations day-to-day, learning from fellow directors that operate various size agencies throughout the state, to working with state and federal legislators on items that affect our industry.

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

Everyone has their own reasons for being a member of the IIA of IL and some, frankly, belong only to get a discount on their E&O coverage. For me, it has always been about three things: advocacy, education, and networking.

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

I don’t think I have an official motto or creed, but I feel like if you work hard every day, you will put yourself in a position for good fortune and success. Also, I would add that my nickname is “Energizer Bunny” as I very rarely sit still. I attribute those traits to the success our family has enjoyed in the insurance business. continued...

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Since 1921

WHY WE DO WHAT WE DO

TO KEEP WORKING HANDS WORKING

Specializing in insurance for contractors

Become a Pekin Insurance agent: pekininsurance.com/become-an-agent

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

I am very fortunate to have an amazing family. My wife, Sarah, and I have been married for 41 years and have two sons, Dustin and Dexter, who work in the agency. We are lucky to have Jessica and Megan, our daughters-in-law, and four grandchildren, Aubrey, Julian, Ava, and Vivian. I think they are all looking forward to the upcoming year and my role with the IIA of IL.

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

Treat everyone with respect as you never know what someone else is going through and you don’t know for sure who that next handshake will bring into your life.

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

For the past 39 years, I have competed professionally in Bass Tournaments throughout the central and southern United States. I’ve been fortunate enough to travel to Brazil three times over the years to fish for the Peacock Bass in the Amazon Region.

Finally, when all is said and done, what is the most important message you hope IIA of IL members take away from your Presidency?

I hope to convey to the membership that we were able, as an association and industry, to persevere and adapt through all the recent challenges we have all faced, emerge stronger and more efficient, and prepare for a bright future for all the communities that we serve. We are so fortunate to work in this amazing industry and must work hard to continue to be the “Trusted Choice.”

If you work hard every day, you will put yourself in a position for good fortune and success.

october 2021

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2021-2022

IIA of IL Board of Directors Chairperson

George 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. Family: 10320 Orland Pkwy Spouse: Margie Orland Park, IL 60467 Daughters: Katie and Erin (708) 845-3311 Son: George george.daly@thehortongroup.com

President

Jay Peterson

AFIS, LUTC

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

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Peterson Insurance Services, Inc. PO Box 377 Clinton, IL 61727 (217) 935-6605 jay@peterson.insurance october 2021

President-Elect

Kevin Lesch CBC

Kevin Lesch started in the industry at his father’s agency when he was in High School. In 2013, he took over as President of the agency and then bought out both partners in 2015. Árachas Group, LLC is a merger of three agencies. Family: Spouse: Trisha Sons: Jacob & Gavin

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

Vice President

Allyson Padilla AAI

Allyson Padilla was born into Blank’s Insurance Agency but began her insurance career full-time 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

National Director-IIABA

Gregory Sandrock

Gregory Sandrock joined the insurance industry since 1986. He started the Cornerstone Agency in 1988, where he’s President and a producer. The agency concentrates on Farm, Crop and Agri-Business. Greg is the current Chair of the Big “I” Crop Insurance Task Force. Family: Cornerstone Agency, Inc. Spouse: Kris 105 S Main St Tampico, IL 61283 Children: Luke (& Ashleigh), 2 Grandsons & 1 Granddaughter (815) 438-3923 Tyler (& Megan), 2 Grandsons &1 Granddaughter Annie (& Josh), 1 Granddaughter gregsandrock@2cornerstone.com

Secretary/Treasurer

Cindy Jackman, CISR, CIC

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 october 2021

Family: Spouse: Jon Children: Kristin & Troy Bonus Children: Amy (& Jim), 1 Granddaughter Cassie (& Jeff), 2 Granddaughters Jessica (& Darren), 3 Grandsons insight

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2021-2022

IIA of IL Regional Directors Region 1

James Sager

James Sager started working with Kane Insurance, a family owned business, in 2015. 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 President of the Greater Salem Chamber of Commerce, and as a founding board member of Little Egypt CEO program. Family: Wife: Amber Children: Edison & Reid

Kane Insurance 110 S. Broadway Salem, IL 62881 (618) 548-2796 james@kaneinsurance.com

Region 2

Ray Roentz, CIC

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

Family: Spouse: Karla Children: Rocho, Robert and Loretta

Region 3

Christopher 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. Family: Spouse: Margaret Son: Christopher Daughters: Annaliese & Mallory 42

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TROXELL 214 S Grand Ave W Springfield, IL 62708 (217) 321-3185 cleming@troxellins.com october 2021

Region 4

Bart Hartauer CIC

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

Family: Spouse: Katie Daughter: Catherine Son: Luke

Region 5

Noele Tatlock

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: Married with two sons.

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 Crum-Halsted Agency. The agency offers personal, commercial, life, and health needs. Family: Spouse: Rebecca Daughters: Ashley & Aly Sons: Tommy (III) & Tyler Dog: Cody

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

Region 7

David Jenk, Esq.

Northwest Insurance Brokers 209 W. Jackson Blvd., Suite 800 Chicago, IL 60606 (312) 239-2717 djenk@nwibrokers.com october 2021

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.

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2021-2022

IIA of IL Regional Directors

(Continued)

Region 8 Charles Hruska, IV AU, AINS

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. Family: Parents: Chuck and Jodi Sisters: Ashley, Haley, and Hope

Hruska Insurancenter, Inc. 4541 N Lincoln Ave Chicago, IL 60625 chas@hruskains.com (708) 798-5700

Region 9

Lindsey Polzin, CIC

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

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 President - Operations. Family: Spouse: Tim Sons: Nick and Kevin

Region 10

Christopher Bassler CLCS

In 2009, Christopher Bassler started working at Unum. In 2012, he switched to the family business, Bassler & Co. Insurance, where he is the President. The agency is a Commercial Property & Casualty shop. Family: Spouse: Rachel Daughter: Alexis Dog: Lego october 2021

Bassler & Co. Insurance 611 Academy Dr. Northbrook, IL 60062 (847) 480-0800 cbassler@basslerins.com insight

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2021-2022

At-Large Board Members

Amiri Curry, ARM, AIS,AINS Michael-Charles Hilson

Assurance Agency, Ltd. 20 North Martingale Road Schaumburg, IL 60173 amiri.curry@MarshMMA.com (847) 463-7280 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. Family: Married father of four (all boys).

Bennie Jones

Risk Mgmnt Solutions of America 309 W Washington St, Ste. 200 Chicago, IL 60606 (312) 960-6206 bjones@rmsoa.com Bennie Jones began his career in 1980 working with several carriers and is now the President of Risk Management Solutions of America, Inc. RMSOA is an innovator, providing insurance related services which support the insurance industry. Bennie is the current Chair of the Big “I” Diversity Task Force. Family: Spouse: Linda Children: Whitney, Troy and Trinton Grandchildren: Faith and Tyler october 2021

Jeff McMillan,

LUTCF

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

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. Family: Spouse: Lisa Children: Jack & Sam

G.B.G., Inc. 40 W 162nd St South Holland, IL 60473 (708) 333-3378 mhilson@gbgins.com Michael-Charles is a third-generation insurance professional. He joined (*) GBG Inc. in a full-time capacity in May of 2003. He has worked in each facet of agency operations and key client services. He leads the firm’s Client Retention Department and is primarily responsible for insurance company underwriting relations and insurance industry relations.

Patrick Muldowney,

Alliant Blank’sInsurance InsuranceServices Agency, LLC 353 Street, 515NS Clark Whittle Ave 11th Floor Chicago, IL 60654 Olney, IL 62450 (312) 595-7192 (618) 393-2195 patrick.muldowney@alliant.com allyson@blanksinsurance.com Patrick Muldowney began his career at Kemper Insurance Companies in 1993. Five years ago, he became a First Vice President and Assistant General Counsel at Alliant Insurance Services. 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. Family: Spouse: Lisa Son: Sean

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2021-2022

IIA of IL Committee Chairs

Lisa Lukens, CISR Elite Education

Saliva-Yewell Ins. Services P.O. Box 218 Herrin, IL 62948 (618) 942-2556 salibainsurance@gmail.com 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. Family: Children: Tyler & Erin

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Patrick Taphorn,

CIC, CSRM

Government Relations

James Unland & Co., Inc. 2211 Broadway Road Pekin, IL 61554 (309) 347-2177 ptaphorn@unland.com 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. Family: Spouse: Lisa Children: Nathan, Carter, Jenna, & Justin

Dustin Peterson IIAPAC

Peterson Insurance Services, Inc.

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

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

october 2021

Nick Gunn, CIC

Planning & Coordination

Nixon Insurance Agency 4701 N. University, Ste B Peoria, IL 61612 (309) 691-1300

nickgunn@nixonagency.com 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. Family: Spouse: Jessica Children: Tripp & Cash

Brian Ogden, CIC, AFIS Technology

Ogden Insurance Agency 123 E. Douglas Petersburg, IL 62675 (217) 632-2206 brian@ogdeninsurance.com 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. Family: Spouse: Kim Children: Lauren & Jonathan

october 2021

Renee Crissie Young Agents

Steven Foster Farm Agents Council

Crissie Insurance Group 1700 Higgins Road, Suite 320 Des Plaines, IL 60018 (224) 217-6577 renee@crissieins.com

Musso Insurance Agency 136 E. Dean St. Virden, IL 62690 (217) 965-4663 s.foster@ciagonline.com

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.

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.

Family: Youngest of three 4 Nieces and 1 Nephew

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

Bill Lawrence, CIC

Interested in getting involved?

AIS Board

P/L/R Insurance Services 139 N. Williamsburg Dr. Bloomington, IL 61704 (309) 827-0007

blawrence@plrinsurance.com Bill Lawrence received his producer’s license in March of 1999 and bought his first agency in April of that year. He sold that agency in 2003 and purchased P/L/R Insurance Services. The agency is primarily a P&C agency with some group and individual life and health accounts. Family:

Spouse: Jan Three Children & Six Grandchildren

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: • • • •

Participating Sharing Advocating Volunteering

Find out more at www.iiaofil.org/ about-us/get-involved. insight

A message from IMSIF CEO Heidi Weber:

Through the changes and challenges of 2020, many champions emerged. We want to thank each and every one of these champions:



To the IMSIF Board of Directors who continually provide professional oversight, share unmatched wisdom and knowledge, challenge our team, and are genuinely committed to the success of the Fund,



To the Illinois Department of Insurance for continuing to collaborate during a very difficult year,



To an insurance industry who found a way to perform its essential services in a completely virtual environment overnight,



Finally, to an incredible team of employees who show up every single day and give their best. They rose to the occasion during an unprecedented year and served our stakeholders consistently and honorably.

Thank You and Stay Healthy

Be Aware of the Growing Concern of Insurance to Value by Curtis M. Pearsall, CPCU, AIAF, CPIA President – Pearsall Associates, Inc. and Consultant to the Utica National E&O Program Several recent industry articles have noted that many personal and commercial properties are potentially vastly undervalued and underinsured. An article from GenRe, authored by James Kenworthy and Shannon Dowd), reported that upwards of 60% of homes and 70% of commercial buildings are undervalued – primarily because the cost of building materials has risen significantly over the last 6-12 months. The GenRe article and a recent Wall Street Journal article noted the following: • • • • • •

Lumber costs up 50%-100% Labor costs up 8% Crude oil, a major component of paint, roof shingles and flooring, up 80% from October 2020 Prices for granite, insulation, concrete blocks and brick at record levels Costs up $9,000 per unit for apartment construction Rising costs for PVC production/availability due to recent hurricanes

The Potential for Claims Issues For many years, E&O claim statistics have shown that issues involving personal property (HO, Dwelling coverage, etc.) and commercial property have been a leading cause of E&O claims. Because the values are traditionally higher in commercial property, the losses can be among the most significant, so simply applying an increase property limit factor at renewal may not be enough. This means that virtually every agency likely has some customers whose property insurance values are insufficient, potentially resulting in claim issues at the time of a loss.

Choosing Limits and Your Role in It Virtually every E&O carrier follows the premise that customers should choose their own property values, with agents/brokers, outside appraisers and various valuation services offering information customers can reference. This provides an element of protection for the agency if a problem arises. It is highly recommended on commercial accounts, and it is suggested that a property disclaimer be provided annually to commercial accounts. In addition, agencies should require customers to sign an applicable statement of value forms. Valuing contents has long been an issue because of the lack of standard industrywide tools available to evaluate most contents exposures. This is another area where customers must play a pivotal role in determining property limits. Issues including the following have been noted: • • •

Machinery and equipment reconstruction costs that may be significantly more expensive as replacement parts might no longer be available Contents customized for the operation Discounts and concessions no longer available from suppliers/original equipment manufacturers (OEMs)

Some articles raise serious concerns for agents who use various insurance-to-value tools and benchmarks as these tools may be outdated and not reflect current conditions. Plus, it is important to distinguish between replacement cost and reconstruction cost. The key item addressed and factored into some valuation tools states that reconstruction cost includes “additional expenses related to repair and restoration contractors’ fees, the construction process itself, the location of the property, demolition costs and debris removal.” These factors create a higher valuation than a new construction. Agencies should have dialogue with their customers about this issue, which can help to minimize the problem if a customer suffers a loss that is not adequately covered.

5-R-1396 Ed. 5-21

october 2021

Utica Mutual Insurance Company and its affiliated companies New Hartford, NY 13413

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

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

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS

IMT Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies Chubb ClickVSC Columbia Insurance Group Continental Western Group Cowbell Cyber CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encompass Insurance Encova Insurance Foremost Choice Property & Casualty Foremost Signature Auto & Home Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Homeowners of America Insurance Company Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund 52

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Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marsh, Berry & Company, Inc. Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Nationwide Previsor Insurance RT Specialty - Naperville ServiceMaster DSI Society Insurance Specialty Risk of America Travelers UIG - The Agent Agency United Fire Group Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield october 2021

associate news | INSIGHT In Memoriam

Jim Stevens, 63, of Carbondale, passed away at Memorial Hospital of Carbondale on Sunday, August 29, 2021. Stevens was born in Bedford, IN to Paul and Joan (Wilhite) Stevens. He married Becky on March 3, 2011 in Las Vegas. Stevens went to school at the University of Illinois. He went on to work for several insurance companies but most recently worked as an Insurance Representative for West Bend Mutual Insurance Company for over ten years. Stevens loved to camp, fish, boat, watch and attend sporting events and he was an avid animal lover. Every summer he went up to Minocqua, WI with his family to muskie fish on Squaw Lake.

For the past two decades, Vila-Nova Mitchell has helped organizations become more inclusive through her engaging DEI sessions, transformative executive coaching, and innovative systems redesign. Through her signature style of heart, honesty, and thoughtful inquiry, Vila-Nova Mitchell will help IMT Insurance develop an inclusive, authentic, and deeply connected culture. Born in Brazil, Vila-Nova Mitchell’s interest in DEI began when she immigrated to the United States. Her personal experiences as an immigrant and a woman of color greatly impacted her perspective on inclusion.

He is survived by his wife, Becky; sons, Philip (Kristin) Stevens and David Stevens all of St. Louis; step-daughters, Amanda (David) Pinkham and Bailey Johnson all of St. Louis; grandchildren, Ava and Connor Stevens and Makenna Pinkham; parents, Paul and Joan Stevens of Wausau, WI; sister, Teresa (Rick) Ruhl; and nephews, Nathan Ruhl and Kevin (Cally) Ruhl. A Celebration of Life was held on Saturday, September 25, 2021. The IIA of IL staff and Board of Directors offers our condolences to the friends, family, and co-workers of Jim Stevens.

Arlington/Roe Completes Acquisition of Muench Insurance

Indianapolis-based managing general agent and wholesale insurance broker Arlington/Roe & Co. has completed the acquisition of Muench Insurance, a wholesale independent insurance broker located in the Omaha, NE, according to James A. Roe, CPCU, President of Arlington/Roe. Rod Muench, owner of Muench Insurance, is a Professional Liability Broker specializing in placing directors and officers, employment practices, professional liability and cyber coverage. Rod has owned and operated Muench Insurance since December 2012. Prior to that, he managed a branch office for a regional wholesaler that held binding authority for auto, property, liability and professional lines for 25 years.

IMT Insurance Hires DEI Director

Gilmara Vila-Nova Mitchell has joined IMT Insurance as director of diversity, equity, and inclusion (DEI). The new position will be instrumental as IMT moves forward with its commitment to integrating DEI into every aspect of the company’s core and culture. october 2021

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INSIGHT | associate news SECURA Insurance Promotes Three Company Leaders

Uitenbroek has been with SECURA for 18 years and in the insurance industry for more than 30 years. During her time at SECURA, she has held roles such as Treasury Manager, Director of Investments, and Director of Internal Audit. Uitenbroek earned her MBA from UW–Madison had has a number of continuing education credits in Insurance, Finance, and Auditing.

Heyroth joined SECURA in 1997 and has achieved success in his diverse roles in IT; Agency Automation; market manager for Missouri, Kansas, and Illinois; Regional Sales Director for Illinois, Indiana, and Kentucky; Vice President – Sales; and most recently as Vice President and Chief Sales Officer. Heyroth earned a bachelor’s degree from the University of Wisconsin–La Crosse and his MBA from Cardinal Stritch University.

Lindow has been with SECURA for nearly 7 years as a Director in Information Technology, overseeing our Infrastructure, Service Desk, and Information Security teams along with leading the charge to keep SECURA protected from cyber security risks. He has more than 20 years of experience in information security. Lindow has a lifelong passion for education, teaching, and mentoring. He earned his bachelor’s and master’s degrees from UW–Eau Claire and also taught at the school.

SECURA Insurance promoted three company leaders: Tim Heyroth, Senior Vice President and Chief Sales Officer; Jill Uitenbroek, Vice President – ERM and Internal Audit; and Brian Lindow, Vice President – Information Security.

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october 2021

Board of Directors Profile Charles Hruska, IV Region 8 Director

Hruska Insurancenter, Inc., Chicago, IL Executive Vice President Number of Years with Agency: 3+ Year You Started in Insurance: 2011 Education: University of Arizona Undergraduate BA & BS Degree in Economics What do you feel are major challenges facing our Association today? One of the challenges I believe our association is facing today is how do we effectively and efficiently support the independent agents, especially those that are medium to smaller in size, in a world where it is increasingly more difficult for those agencies to succeed and/or perpetuate for a variety of reasons. In addition to that, seemingly every month there a few acquisitions taking place, so while we may not be seeing a decrease in the number of licensed agents, I do believe we are seeing the number of independent agencies decrease. This has a direct impact on the future, and purpose, of our association. What do you see at the greatest benefit to IIA of IL membership? At the moment I believe the greatest benefit to IIA of IL membership is the networking and subsequent relationships that have been, and continue to be, fostered through a variety of outlets, be that through the convention or other things agents do to be involved in the association.

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What prompted you to get involved with the Association? My fathers historical involvement in the association included his time on the governmental affairs committee is what prompted my interest, but as I explored the association further and the ways I could get involved I quickly realized that becoming a regional director is the best way for me to give back to the association and it’s members.

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Board of Directors Profile

Ray Roentz Region 2 Director

Heneghan-White-Cutting & Roentz Insurance Agency Jerseyville, IL Vice President Number of Years with Agency: 9 Year You Started in Insurance: 2009 Education: Bachelor of Science from Quincy University in Biology, Chemistry Minor Current or Past Civic, Political, or Community Service Activities: I’ve served on the Young Agents Committee since 2017. I was honored to be named Young Agent of the Year in 2017. I also served on the Leadership Development & Succession Planning Committee from 2017 - 2019 and am currently the Vice Chair of the Technology Task Force. I am a member of the National Alliance. In my community, I have been a volunteer baseball coach for youth and high school kids for six years, was a volunteer fireman for seven years, and I emcee charity events in the area. Due to frequent floods in my town of Grafton, I can be found filling sandbags quite often. What do you feel are major challenges facing our Association today? Adapting to the speed of change in our industry and providing the resources to our members to help them become successful. Also a close second is attracting young talent into the industry. What suggestions do you have to respond to these challenges? I’m proud to say that I think the IIA is addressing these challenges, but these are tough issues to tackle and will take a deep commitment and strong leadership to meet the challenges and exceed expectations. I think the advent of the Technology Task Force is a wonderful step to providing guidance to our members in a rapidly changing industry. I think we can continue to reach out to experts and innovators familiar with ACT and InsurTech and incorporate a greater cooperation and understanding with

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how the mid to small agents operate their agencies and support their communities. In regards to attracting young talent into the industry, I think local agencies, with the help of the IIA and the Young Agents Committee can continue to push involvement in local job fairs, outings, etc. and showcase the purpose we serve for our communities, the vast arrange of employment opportunities, the challenging daily environment. and the financial stability our industry can provide. Few other professions can match what we offer and I think we need to let young professionals know it. What do you see at the greatest benefit to IIA of IL membership? The vast resources. Outside of E&O Coverage, the Legal Advice, the PAC, and several other benefits, perhaps the “human” resource has been, and continues to be, invaluable to me. Any issues that come up in my business, I know there are numerous people I can contact through the IIA, or those I’ve met through our association with the IIA that have been through it too and are always willing to help. What prompted you to get involved with the Association? In order to serve my clients and be the best agent I could be I knew that I would need a direct line to professionals and experts who have been in the industry for a long time. The IIA was that “direct line” for me. It helped direct me towards obtaining my CIC, learning management and resources to measure success, and provide all the resources one needs for professional growth. I hope to be involved in the Association a long time so that I may have a chance to pay back the debt that I owe to those who helped me by helping those who follow.

october 2021

iia of il news | INSIGHT

Education Classes october

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E&O-Roadmap to Homeowners Endorsements Webinar CONVO Springfield

erson! In-P

november

Flood Insurance and the NFIP Webinar Agents E&O Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-Property & Casualty Virtual Pre-Licensing-Life & Health Virtual CISR-Commercial Casualty 1 Springfield

n! Perso

In-

E&O: Identity Theft, Red Flags, and Money Laundering Webinar CISR-Insuring Commercial Property Virtual Agents E&O Webinar E&O - Roadmap to Policy Analysis Webinar E&O – Meeting the Challenge of Change Webinar

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E&O-Homeowners Endorsements & PIM Webinar Pre-Licensing-Property & Casualty Virtual E&O Roadmap to Personal Auto & Umbrella Ins Webinar CIC - Commercial Property Springfield & Virtual

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Agents E&O: Duties, Operations, Checklists Webinar E&O – Meeting the Challenge of Change Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-Life & Health Virtual Agents E&O: Documentation, Social Media, Cyber Webinar E&O: Identity Theft, Red Flags, and Money Laundering Webinar CISR - Personal Lines Miscellaneous Springfield

erson! In-P

New Members member agency Batavia Insurance Agency Bartlett, IL

copper associate member Appalachian Underwriters Oak Ridge, TN

october 2021

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INSIGHT | classifieds for the insurance professional by the insurance professional

AGENCY WANTED

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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.

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:

Visit www.ciagonline.com for contact information.

INSURANCE AGENT POSITION AVAILABLE

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

19. Lansing, Illinois agency is seeking an Insurance Agent to join our team! You will be responsible for expanding the company’s book of business by selling various types of insurance policies to new and existing clients. • Must have at least 3 years insurance experience and active Illinois AND Indiana Insurance license for P&C and Life & Health (resident and/or non-resident) • No sales quotas • Outlook Mail and Microsoft Office Products • Knowledge of AMS360 a plus, not required

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.

Cheryl Abbott Schultz Insurance Agency (708) 474-1310

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.

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

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

We Make Hiring Easier

+ CareerPlug’s hiring software helps agents attract more qualified candidates, identify the right candidates with confidence, and improve hiring results. CareerPlug will provide IIA of IL members access to a free account that can be used to post jobs, manage applicants, and improve the organizations’ employment brand. Association members can also access a “Pro” version of CareerPlug for a special rate to take hiring to the next level.

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

www.iiaofil.org

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october 2021

Commercial | Personal | Farm-Ag | Specialty

Matthew B. Illinois Sales Manager

Tricia B. Personal Lines Underwriter

Tyler H. Agribusiness Lines

Underwriter

Honest relationships SECURA’s team of insurance experts is making insurance genuine. They are here to support you and your clients. Our underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

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Tyler S. Specialty Lines Underwriter

Kelly L. Commercial Lines Underwriter

Hear from our experts. Want to learn more about what SECURA has to offer? Scan the QR code or visit secura.net/IL-agents for more information about the SECURA team.

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