e-Insight - October 2023 - Member

Board of Directors

Executive Committee

Chairman of the Board | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com

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

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

Vice President | Thomas Evans, Jr. (847) 587-2155 | tom.evans@assuredpartners.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

Directors

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

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

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

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

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

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

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

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@ilbigi.org

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Wage Growth

The USDOL reports that wages for all positions increased by +4.3% during the 12-month period ending in May 2023. This increase was slightly lower than projected. This slowdown in wage growth, coupled with a continued strong labor market, most likely has contributed to lower inflation rates and lowered the risk of a recession later in 2023.

In April, the Economic Research Institute updated its salary increase projections for 2023 to 3.79% and salary structure increases to 2.91%. These projections are slightly higher than the 3.5% salary increase and 2.7% salary structure projections made back in January.

Similarly, the Conference Board projects salary increases of 4.3% across industries for 2023, and the Society for Human Resource Management projects salary increases of 4.6%.

It’s early in the year for 2024 wage growth projectionsthe large compensation consulting firms generally release their next-year compensation forecasts in the fall. But it is likely that wage growth will be significant in highdemand occupations such as healthcare practitioners and healthcare support personnel.

The staffing firm Robert Half reports that employees who changed jobs in 2022 experienced higher wage growth than those who remained in their positions. That suggests that there is still a very competitive recruiting market for some positions and that many organizations, often smaller businesses, continue to struggle to recruit top talent.

What employers need to do:

• Wage growth will continue to vary significantly by occupation type and geography. Remain aware of the differences in all the markets where you operate

• Develop and implement a long-term salary planning process that addresses current and anticipated labor market issues

• Conduct (at minimum) an annual review of current pay policies for competitiveness in recruiting market(s) and anticipate the need to increase wages to recruit and retain

• If raising pay is necessary to hire new talent, review pay levels for current, experienced employees to ensure internal equity and minimize salary compression

Labor Market Overview

Part Two

The Latest on Wage Growth and Minimum Wage

By Susan Pale

Minimum Wage

It’s mid-year, so there aren’t as many changes to minimum wage as typically occur on January 1, but there is quite a bit of activity.

• 18 municipalities (12 in CA, 2 in IL, 1 in MD, 2 in MN, 1 in WA) had changes scheduled for 7/1/2023

• Minimum wage in FL increased to $12.00 on 9/1/2023

• Minimum wage in NV increased to $11.25 on 7/1/2023. Organizations offering health insurance to employees are allowed to pay $1.00 less than the specified minimum

Currently 19 states index minimum wage changes to cost of living increases. Expect more states to adopt these types of indexed changes in the absence of any federal minimum wage legislation.

Employees working remotely are generally subject to minimum wage statutes in the state or municipality where they work. Traveling remote employees (e. g. living and working in an RV) and those who move from one location to another present an additional challenge. There isn’t a lot of legislation governing these situations, but don’t hesitate to reach out to us at Affinity HR Group should you need assistance with this subject. What Employers need to do:

• Be aware that minimum wage changes may not be statewide and may not take effect on January 1

• Understand the differences between specified minimum wages and prevailing wages. The USDOL reports that ND and SC were among the states with the highest wage growth in 2022. Both states have a current minimum wage of $7.25

• Keep informed of what’s happening at federal, state, and local levels in all the locations where they do business. The Economic Policy Institute’s Minimum Wage Tracker contains a comprehensive list of current and projected minimum wage rates. Check it out at https://www.epi. org/minimum-wage-tracker/

Susan Pale is Vice president of Compensation for Affinity HR Group, a full service human resources consulting firm specializing in advising small and medium-sized enterprises. Visit www.affinityhrgroup.com for more information.

Part one was featured in the September issue of Insight

Value of “The Association”

We went from 5 to 7 as inflation ticked up this month. Yes, I said it, “The Association.” There are many groups and memberships that you can join, but there is only one Independent Insurance Agents of Illinois (The Association). The Association provides benefits you cannot quantify monetarily but are invaluable. Everyone has such an abundant amount of spare time so all of us have to make choices, and as my grandfather used to say, “choices have consequences.” There are many choices associated with The Association. Back in the day when computers first came out, our choices exponentially increased with what we could accomplish. If you are like me, you had a $2,500 deck of cards when you purchased your first computer (solitaire). How many of us utilize all of the features that your agency management system offers? We could probably do a couple of hours on the reporting functions you underutilize. Well, The Association decision has the same dilemmas. Do I have the money? What do I need to get by? Do I have more that I can take advantage of? Do I have the time? Do I want to participate? Do I need to participate, and what is in it or me? All good questions that I will try to answer in the following paragraphs. If you want the deck of cards, then join and let us advocate on your behalf for potential laws and regulations, and that itself is worth way more than you actually pay in dues. That alone gives you great value for your money. There is so much more that you can utilize, so let us discuss what you may be missing out on.

Do I have the money? Many of us have spent money in worse ways, and if you think about it, the $575 (minimum dues) are as little as $47.92 a month when you break it down. It’s equivalent to an okay dinner for one in the Chicago area (inflation). Think of The Association as another streaming service with content specifically for you and your clients. Literally, all of our content is meant to make your jobs easier and more productive. We are the EASY button.

What do I need to get by? That is a question you all will have to ask yourself, but we will provide you with enough bandwidth to meet any of your needs. Our programs and services are particularly created to provide you with optimum value, from government relations to education to products and services to much, much more.

Do I have more that I can take advantage of? I would bet many of you utilize one or two of our services and then struggle when you come to an issue that may or may not be unique to your agency. We have sooooo many tools to help you through this journey of being an independent agent. We advocate, of course, on your behalf; we offer education; we offer products such as E&O, workers’ compensation, epay, premium financing, and bonding program; we have a solution center; we have myself, probably worth $100,000 a year in dues ; between the solution center and myself there isn’t a question we can’t get an answer to; and we offer CONNECT, which is a forum of your peers that allows you to solve any one of the everyday issues that may pop up in your agency. We do much more, but Rachel only gives me a limited space for my article. I would think I probably mentioned one or more services or tools you do not utilize regularly.

Do I have the time? Do I want to participate? If you make the time, you will find it is well worth the investment. I have always been told that you get out what you put in. My grandfather also used to say, “We don’t half a$$ anything, we full a$$ it.” He would also say, “If you’re going to be a bear, be a grizzly.” You are only short-changing yourself when you don’t go all in. Time is valuable, but so are your clients, and you really short-change them when you don’t fully participate in everything we offer. Get involved in a committee that interests you or attend an association large or small event. You will not be sorry, as interacting with your peers is the best part of the gem that we call the Independent Insurance Agents of Illinois.

Lastly, Do I need to participate, and what is in it or me? If you want to be successful, yes. I define success as providing peace of mind to my clients through education, thoroughness, and choices while staying ahead of the issues that arise to minimize the issue effect on my clients. I’m not selling products. I’m selling myself, and the only way to be the best version of myself is to be a part of The Association. I will promise you that you will get way more out than you put in when you participate. As they said in The Outsiders, “Do it for Lori (maybe it was Johnny).” Help us, help you. Work smarter, not harder. All for one, one for all. Be the change you wish to see in the world (Ghandi). Strive not to be a success, but rather to be of value (Einstein)(a personal favorite). I hope that is enough cliches.

As always, this is just Brett’s 7 Sense (hopefully, we get inflation under control and can return to 2) and I hope it was helpful. You can contact me through my CONNECT and if it is urgent, do not hesitate to reach me through CONNECT. I may be pushing you to CONNECT. If you need any clarification or have any suggestions for future articles please utilize CONNECT. Did I say we should CONNECT?

IIA of IL Board of Directors

The objectives of the Association shall be to maintain a high standard of integrity and to promote harmony in the insurance business in Illinois; to adopt and enforce such rules as the interest of the public, insurance business and membership may require; to interpret the needs of the insurance public to insurance companies; to sponsor high qualifications for those engaged in the insurance business; to represent the interests of the members before governmental, regulatory and legislative bodies; and to do all things necessary toward the betterment of the profession of the members and the service of their business needs.

Kevin Lesch, CBC

Chairperson

Kevin Lesch began his insurance career in 2000 when he joined his father’s agency. In 2013 he took over as president, and acquired the agency in 2015. In 2017 he merged with another Bartlett agency and founded Àrachas Group, LLC a Keystone Agency Partner and is currently COO.

Árachas Group, LLC

PO Box 8152 Bartlett, IL 60103 (630) 830-3232

klesch@arachasgroup.com

Family:

Spouse: Trisha

Sons: Jacob & Gavin

Allyson Padilla, AAI

President

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

Patrick Taphorn, CIC, CSRM

President-Elect

Patrick Taphorn was hired out of college in 1989 with Unland Insurance & Benefits 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 Insurance & Benefits provides P&C, Life, Health & Employee Benefits, HR and Financial Services.

Unland Insurance & Benefits

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

ptaphorn@unland.com

Family:

Spouse: Lisa

Children: Nathan, Carter, Jenna, & Justin

Vice President Thomas Evans, Jr.

Thomas Evans, Jr. has been in the insurance industry since 1996 starting out at Insure One. He then moved to Esser Hayes Insurance Group, and Crum-Halsted Agency before joining Biglow & Company, Inc. (Assured Partners).

Biglow & Company, Inc. (Assured Partners)

11 Nippersink Blvd, Fox Lake, IL 60020 (847) 587-2155

tom.evans@assuredpartners.com

National

Family:

Spouse: Rebecca

Daughters: Ashley & Aly

Sons: Tommy (III) & Tyler

Dog: Cody

George Daly

Director - IIABA

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

Secretary/Treasurer Cindy Jackman, CIC, CISR, CPIA

Cindy Jackman began her career in 1984. After 34 years on the retail agency side, she joined Arlington/Roe and is now the IL Sales & Marketing Manager. Cindy has served the IIA of IL in some capacity since the late 1980’s 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 (Ryan) & Troy

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

IIA of IL Directors

Mohammed Ali

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

Charles Hruska, IV, CIC, 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. (now Arthur J Gallagher RMS) was started in 1950 by Charles’s grandfather and the agency’s focus is mainly commercial lines supported by personal lines.

Arthur J Gallagher RMS, Inc.

10040 W 190th Pl., Mokena, IL 60448

chas_hruska@ajg.com

(708) 719-3770

Family:

Wife: Ellese

Son: Charlie

David Jenk, Esq.

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

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

Ray Roentz, CIC

In 2012, Ray Roentz joined Heneghan, White, Cutting & Rice Insurance Agency providing personal, commercial, life, 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

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) 736-2394

james@sagerins.com

Family:

Wife: Amber

Children: Edison & Reid

Noele Tatlock

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

Unland Insurance & Benefits

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

ntatlock@unland.com

Family:

Sons: Drew and Dylan

Dog: English Bulldog, Sarge

IIA of IL 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:

Spouse: Sandra

Children: Four Boys

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

DELIVERING MORE BY FOCUSING ON LESS. SMALL DETAIL. BIG DIFFERENCE.

Rather than attempt to be all things to every kind of business, we focus on the ones we know best—restaurants and bars, grocery and convenience stores, medical clinics and auto service shops—to deliver outstanding property, casualty and workers compensation insurance. Deep niche expertise, with insight into unique business risks, is how we cover the details that make the biggest difference to our policyholders. To discuss an agency appointment, give us a call at 888.5.SOCIETY or visit societyinsurance.com

IIA of IL Committee Chairs

Lisa Lukens, CISR Elite

Education

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.

Saliba-Yewell Ins. Services

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

Family:

Children: Tyler & Erin

Farm Agents Council Steven Foster

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

Dustin Peterson

Government Relations

Dustin

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

Family:

Spouse: Jessica

Children: Julian & Vivian

Dogs: Aggie

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.

Nick Gunn, CIC

Planning & Coordination

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

Brian Ogden, CIC, AFIS

Technology

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

Family:

Spouse: Kim

Children: Lauren & Jonathan

Renee Crissie

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

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 joined Gallagher Risk Management Services in March of 2023. The agency is primarily a P&C agency with group and individual life and health accounts.

Gallagher Risk Management Services, LLC 139 N. Williamsburg Dr., Bloomington, IL 61704 (309) 827-0007

bill_lawrence@ajg.com

Family: Spouse: Jan

Three Children & Six Grandchildren

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She understands better than anyone what the to the IIA means and how it impacts the industry, customers, and our agency.

PADILLA

the commitment industry, our

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

Thank you! Our agency has always been a member of the Association. I started attending events far before my career in insurance began. The first time I can remember attending an event was the Convention that my mom, Julie Hearring, became President of the Association in 1998; however, I personally got involved, volunteering with the Young Agents Committee in October of 2011.

Tell us a little about how you started the industry?

Like many members, I have been around insurance my entire life; I am the 4th generation in our agency. I worked in my family agency in high school, filing and doing other tasks, worked a few summers in college taking photos and putting together proposals. Then, in 2008, my husband and I moved from the Chicago area back to my hometown, and I began working full-time in my family agency.

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

Some may have heard me say this before: I’m not a teacher, or an artist, and I sure as heck can’t help you fix your car or service your appliances, but insurance I can do.

I feel like this is how I can help my community, provide them with peace of mind and understanding, and walk them through what can be confusing and sometimes overwhelming situations.

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

When I think about overcoming career challenges, I do not think necessarily about one specific event.

In general, when overcoming challenges, I tend to lean in on the experience around me. I talk with mentors and friends about how they have handled similar challenges. Also, being honest and upfront is the best approach in any difficult situation.

What other professions have you had?

How far back shall we go? I have worked in some capacity since I was 14 years old. My first job, with a real W-2, was at a local restaurant. I’ve worked as a lifeguard, in retail, and marketing. After college and prior to returning to Olney to work in the agency, I worked in both commercial and residential real estate.

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

The opportunity to give back to the industry and work and learn from some of the very best agents in the business was my motivation to go through the Chairs.

They do understand my work is important, whether that is in my agency with my customers or the work I am doing with the Association.

What new ideas and initiatives are you looking forward to implementing?

We will be focusing on a few items on this year. Helping revive our Young Agents Network is a big priority, as well as raising awareness and funds for both IIAPAC and InsurePAC. Additionally, I’ll be working with the Technology Committee to assist our membership in the difficult and often overwhelming task of researching and analyzing different technologies for our agencies.

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

The issue we will continue to deal with in the immediate future is, of course, the hard market and the changes it is bringing to the industry. We will have to navigate further changes from our carrier partners and potentially legislatively as well. Our customers need a trusted advisor and advocate, maybe more than ever right now. While the increases and uncertainty are difficult to manage, it is the time when Independent Agents can prove that insurance is not just a commodity and the value we provide to our customers.

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

The largest issue that I see the majority of our membership is facing is staffing. Being able to find stable, qualified employees who want to learn and work in the insurance industry and our agencies long-term is tough. So much of our business is learned when working day to day in our offices and being able to collaborate and discuss. Work-from-home models make this a bit harder to do. In addition, it creates a struggle to build and maintain a culture that can engage employees long-term.

What about issues the IIA of IL will have to address? The Association is facing an ever-changing “customer” base. I believe the biggest task for the Association will be to decipher how to best serve the needs of this varied membership. Large agencies vs. small agencies, rural vs. agencies in a metro market, and even agents who specialize in different niches or types of insurance.

The IIA is working towards identifying those needs and working with volunteer agents to help provide products and services that will help provide the member agents with a competitive advantage.

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

Relationships, Advocacy, and Education. As I mentioned previously, each agency comes to the Association for their own reason. However, those three items are what brought our agency to the Association in the beginning and have proven time and time again why we continue to participate. No one is able to provide me and my agency with a better pulse on the industry and what is happening in the state.

How has association membership affected your life both personally and professionally?

As the old saying goes, iron sharpens iron. Throughout my involvement with the IIA, I have learned from and worked with some of the very best insurance agents in the business. My interactions have helped me in all facets of my business, from carrier interactions and human resource matters to sales and operations. In addition, throughout my entire life, the Association has blessed me and my family with some of the best friends and mentors I could have ever asked for.

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

Yes, to paraphrase Luke 12:48, “To whom much is given, much is expected.” I have been blessed in my life, and I feel that giving back and helping where I can, whether that is time, talent, or treasure, is the very least I can do.

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

I am married with three children. My husband Angel and I have been married for 18 years. While he is very busy in his own career, he truly understands our involvement in the IIA and why it is so important to our agency and me. My boys are 14, 12, and 9 years old. Their thoughts and feelings mostly surround sports and video games, not anything Mom does. However, they do understand my

work is important, whether that is in my agency with my customers or the work I am doing with the Association. I would be remiss if I did not mention my mom. She, of course understands better than anyone what the commitment to the IIA means and how it impacts the industry, our customers, and our agency. I also hope she thinks it’s pretty neat I have followed in her path.

What do you like to do in your spare time (hobbies, personal interests)?

Currently, I like to drive athletes to various sporting events and watch them compete. However, outside of watching our boys in their various activities, I love to travel, listen to audiobooks, and spend time outside.

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

Being kind, honest, and respectful to all was not just an example and expectation I was given as I was growing up but the example I was given as I was able to work with my Grandfather and Mother.

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

I do not think that I’m a very “surprising” person. But I have a greatly varied taste in music. From Broadway show tunes to 90s rap and 80s boy bands and, I’ve seen Bob Dylan in concert five times.

Finally, when all is said and done, what is the most important message you hope IIA of IL members take away from your Presidency? After this year, I hope that all members can see at least one new way that the IIA of IL is providing them with a competitive advantage to grow, advance, and/or perpetuate their business into the future - whether that is through a new service, education, new relationships created at an event, or through the advocacy work happening in Springfield. The Association staff and the volunteer agents serving on boards, committees, and task forces are working for the members and the betterment of the IA channel.

LEADERSHIP PRINCIPLES

Vital to Your Insurance

The term leadership is used every day in business, sports, and in our personal lives. It’s often discussed, but rarely understood.

Like many industries, the insurance industry has been influenced by both positive and negative leadership over the years. Today, with the rapid pace of new information, changing technology, and younger workforce, strong leadership is needed now more than ever before.

What is true leadership?

For much of my life, I thought leadership was about power, experience, or position. What I have come to realize is that true leadership isn’t really about any of those things.

After 17 years of insurance industry experience, both from the inside and outside, I have seen countless examples of both strong and weak leadership characteristics from agency leaders, company personnel, producers, and administration.

Let’s discuss what I’ve discovered to be the 4 key principles of authentic and effective insurance leadership. I believe that by understanding and implementing these leadership principles into your life and business, you will become a stronger leader, gain influence with those around you, and grow your agency.

Whether you are leading your agency team, leading your clients, or leading your community, leadership is the lid to your potential. The higher your leadership effectiveness, the higher the lid is on your potential. Remember, everything rises and falls on leadership.

So why do so many organizations fail to develop leadership ability? Why is the insurance industry lacking in the number of positive leaders? There are countless reasons, but the bottom line is that great leadership takes daily hard work, and as I will discuss in the third principle, it doesn’t happen overnight.

When I work with growing agencies and companies, there is always one common theme. Successful agencies and companies understand and live the principle that everything rises and falls on leadership. They work every day on becoming better leaders. There is no magic leadership pill or potion. You must be intentional about developing your leadership ability.

Whether you feel that your current leadership effectiveness is a 2 out of 10 or a 6 out of 10, your effectiveness as a leader will never rise beyond that number until you are willing to invest in your own leadership development. Since I do truly believe that everything rises and falls on leadership, there isn’t a better investment you can make than in your leadership development.

You Are Only as Effective as Your Ability to Lead Leadership is Not a Title

There is no part of your organization that leadership does not impact. When I first heard the phrase, “Everything rises and falls on leadership,” from author and mentor John C. Maxwell, I thought it was cute and catchy, but I didn’t completely grasp the full importance of this quote until I really started to examine my own leadership experiences and began working with numerous insurance organizations across the country.

Your ability to lead determines your effectiveness. Period. I often work with insurance agency or company leaders who feel stuck. They are looking for the next new idea or process to implement. Even though they may be searching for a new idea or process, what they most desperately need is improved leadership ability.

I recently had a meeting with an insurance agency leadership team. After the meeting, I had a private conversation with one of the team members. In our discussion, I heard something that really struck me. She said, “I don’t have the highest title, ownership, or even the most experience at this agency, but if I left the agency, I know that most of the agency staff would want to follow me because I have the most influence.”

The leader just exemplified what true leadership is all about. Leadership is influence, nothing more, nothing less.

As I said in the open of the article, leadership is often misunderstood. While you can have title and influence, it’s not the title that gives you true influence.

PRINCIPLES

Insurance Agency’s Growth

By Brent Kelly

Sometimes the words leadership and management get thrown together as if they are the same thing. While both leadership and management are important for all organizations, they are very different skills.

Management is focused on maintaining systems and processes, whereas leadership is about influencing people. Again, both attributes are important, but they are not one in the same.

Former Chrysler chairman and CEO Lee Iacocca once commented, “Sometimes even the best manager is like the little boy with the big dog, waiting to see where the dog wants to go so that he can take him there.” True leadership is about inspiring positive change.

I also used to think that leadership was about the position you held. For most of my business career, I was an insurance producer. Although the title of “producer” or “agent” doesn’t sound like a leadership position, nothing could be further from the truth. Why do you think that most insurance agencies ask producers to sign a non-compete agreement? Yes, there are financial considerations, but think a bit deeper. Who has the greatest influence on the most important relationships…the clients…in every organization? That is influence.

In my 15 years of insurance production, I don’t know of one client who did business with me because of a positional title that was given to me or given by myself. As Stanley Huffty stated, “It’s not the position that makes the leaders; it’s the leader that makes the position.” The same is true of agency leaders I have worked for. Some of the most influential people I have worked for did not have the highest position, but they did have the most influence.

So how do you know if you have influence? The best indication is in your followers. There is an old proverb that says, “He who thinks he leads but has no followers, is only taking a walk.” Who is following you? Are they going where you want them to go or are they wandering off in their own direction?

Regardless of your current title, position, or experience, how can you gain more influence as a leader? There are several ways to gain influence, but I want to focus specifically on two that I will discuss in my next two pillars of insurance leadership.

Before you can lead anyone else, you must first be able to lead yourself. That’s why I believe that the highest calling of leadership is self-leadership.

When I conduct a live training on self-leadership I often demonstrate the power of self-leadership with a couple of drinking glasses. In the first example I try to pour an empty glass into another empty glass. Too often leaders try to serve others without filling their own cup. It simply doesn’t work.

In the second example, I pour water into the first drinking glass. The water represents self-leadership through personal and professional growth. When you begin to grow yourself, you can then more effectively grow those around you. The great thing about self-leadership is that it is never ending. You can always reach for more water to fill your cup…but you must be thirsty.

One of the top characteristics I see from the best leaders is that they are lifelong learners. No matter what they know and what they have learned, the most successful leaders are always hungry to learn and grow more.

Influential leaders understand that leadership is a process, not an event. They don’t attend one workshop or take one class and suddenly think they have arrived at the final destination. In fact, the more top leaders learn, the more they realize how much more there is to learn. Just like interest in your bank account, leadership skill compounds.

In 2003, I hit the lowest point of my personal and professional life. I was deeply in debt, unmotivated, and unsure of where to turn. That year I was introduced to my first personal growth mentor, Jim Rohn. I listened to an audio recording of Jim teach and realized that all my problems were caused by one person…me. I started to make small changes in my attitude and habits and thus began the process of my own personal and professional growth. Many years later, I am still working on growing and developing every day as a leader.

Your Greatest Leadership Challenge is You

Jim Rohn said something that I have never forgotten. He said, “Work hard on your job, make a living, work hard on yourself, make a fortune.” I was 25 years old when I first heard that quote and at that time I wasn’t completely sure what he meant. Now looking back and reflecting on those words, I realize that was some of the wisest advice I have ever received.

How are you growing and developing yourself every day? Are you in the constant process of growth or have you become stagnant? Self-leadership is a lifelong pursuit, a process, a daily pursuit.

Self-leadership isn’t easy, but it is extremely rewarding. That’s why I feel self-leadership is not only the highest calling of leadership, but also the most challenging.

Leadership is About Adding Value to Others

I’m sure you’ve heard the expression, “You can’t see the forest for the trees.” This expression is used when you get so caught up in the details of a situation that you often miss the point of the situation. This is often true in leadership. Leaders commonly get caught up in micromanaging details that they forget the most important purpose of leadership… to add value to those they serve.

“The bottom line in leadership isn’t how far we advance ourselves but how far we advance others. That is achieved by serving others and adding value to their lives.” - John

Maxwell

How do you know if you are adding value? Ask yourself one simple question: Are you making things better for the people who follow you?

Not too long ago, my mentor shared the most important aspect of adding value to others. He said, “To add value to people, you first must value people.”

Isn’t that so true? The insurance industry commonly uses the term “value added” when it comes to products, services, or experiences, but if the person or business you are trying to add value to doesn’t first feel valued, there is little you can add that will make an impact.

I was recently working with an insurance leader who truly desired to add value to his team, but said he realized that he doesn’t always show it. He mentioned an example that some days with his high workload he didn’t feel he had time to say hello or acknowledge his team. What a leader must understand is that effective leadership is work and that leadership is first about people.

Adding value is also about listening. It’s almost impossible to lead anyone or anything when you haven’t listened enough to know how to best serve them. This is true in leadership, sales, or in anything where you want to add value to someone else. The best leaders I have spent time with listen, learn and then lead.

So, what will becoming a leader who is consistently adding value to others do for you leadership? You will earn loyalty. You will accomplish more. You will grow your book of business. You will know that each day you are making positive influence on those you serve. Adding value to others is truly the greatest purpose of leadership.

Bottom Line

The insurance industry is desperately seeking leaders. Leaders who inspire, encourage, add value, and are consistently growing themselves so they can help grow others around them. What kind of leader are you? Are you wanting more for your agency, your team, your clients, your partner carriers, and your community?

My wish is that you will be a growing leader who desires to make a positive impact on everyone around you. Regardless of your title, position, or experience, if you seek influence with others, you must continually develop your leadership skills.

Remember these four principles of insurance agency leadership.

1) Your effectiveness is determined by your ability to lead.

2) Leadership is not a title.

3) Your greatest leadership challenge is you.

4) Leadership is about adding value to others.

If you want to grow your agency, become a leader that others will follow.

Brent Kelly is an executive coach and keynote speaker with the Sitkins Group. Find out more at www.sitkins.com.

Lessons in Leadership, Mentorship and Allyship from 40 Years in the Insurance Industry

By Myrna Estrada

When I first entered the insurance industry 38 years ago, I could never have imagined I would end up where I am today.

Following a brief stint at a small software company after high school, I was looking for something stable. When I saw the job posting for a personal assistant at an insurance company, I thought, “What could be more stable than insurance?”

Nearly four decades later, I’m still at the same company (which is now Liberty Mutual and Safeco Insurance), now as a senior vice president and region head.

My journey from personal assistant to regional executive required patience and persistence. Here are some of the things I learned about leadership, career growth and allyship along the way:

View the Job You Have as the Best Job for You

There’s a mantra that I love that I heard from an old boss: “The best job you have is the one you have right now.”

When I came into the insurance industry, they were just beginning to use PCs. This was new stuff back then, and it was foreign to everyone. However, I had just come from a computer software company. I wasn’t afraid of computers.

Because of my stint at the software company, I knew enough to step in and bring value. I took on the attitude of “I might just be a personal assistant, but I’m going to do the very best I can and show that I want to contribute.”

That mindset served me well, because leaders saw me and said, “Have you thought about being an underwriter?” That willingness to step up and do my best opened up my next moves and got me down my career path. So I think that’s key.

No matter where you are in your career journey or what role you have, you should always love what you do, view your current job as the best job for you and focus on trying to be the absolute best at it.

That will serve you well, because there’s a misconception that people aren’t watching when you’re not in a clear leadership position, but they are paying attention.

Be Patient and Flexible

Insurance can be a hard industry to break into, because insurance leaders appreciate tenure and experience, and there are a lot of experienced people in the industry.

This may mean that you will have to be patient and allow your career path to take some turns you may not have expected. Perhaps you’re working in a service position at an agency, but hoping to eventually get licensed and move into a producer role. Or maybe you’re at a large agency where there are many people in line for promotions.

Be flexible. Be willing to take that sidestep before you take that step forward. Rethink your development and how you go about advancing your career. Stay inquisitive and learn to be both competitive and collaborative.

Look for Mentors Who Will Give You Honest Feedback

Early on in my career, I had a lot of mentors thrown at me. I learned that a mentor-mentee relationship can’t be forced. Just because someone is suggesting someone to mentor you doesn’t mean that it will be a good fit.

Try to build a relationship first. Is there a connection? Are they willing to ask the tough questions? Find someone who’s honest, even if it’s brutally honest. Because it’s important to get that candid feedback.

When I’ve been on the mentor side of the relationships, I’ve had times where people want me to tell them what they need to do to get to the next phase of their career. I immediately say, “Let’s talk about the things that your manager tells you that you should work on.” Often, they don’t want to talk about that, but that’s the stuff that’s going to be a big decision factor in your next promotion.

Find the Right Sponsors

Mentors and sponsors are very different. A mentor is the person who will push you and help you grow in your career. A sponsor is the person who is going to pick up the phone and make the call on your behalf – the person who will advocate for you to get the job. You have to work on finding sponsors – it’s not going to come naturally. Do they know you well enough? Are they willing to make that call? Can they provide good talking points about who you are and the work you do? It takes significant investment to build those relationships.

Be an Ally and Ask for Allies

Over the course of my career, I often found myself in situations where I was the only woman or person of color in the room. I’m tough, so my approach to this was usually just to deal with it and move on.

However, one situation that still deeply impacts how I approach professional relationships was a time that I was bullied by a male colleague. It was aggressive and toxic, and it went on for quite a while. I told that story at a “Men as Allies” event, and when I’d finished, one of the men who was on the speaker’s panel with me looked out at the men in the room. He said, “In that scenario, think about how much easier it would have been for one of you to interject and tell that man to knock it off.” He said it very simply, but it was a lightbulb moment for me. We tend to think that we just have to force ourselves through tough situations – we don’t realize we have peers and allies who are probably willing to help us if we ask.

One of the steps Liberty teaches through our Inclusion in Action program is the “step back” approach. The idea is to step back and then help a person step up. It’s not about rescuing someone or speaking for them – it’s about helping them find their voice.

I’m passionate about this because there were many years in my career where I didn’t have a voice. And it really was some of the allies – some of the men that I worked with –that stopped and said, “You know what? We should listen to her.” They made way for me to have a voice.

Don’t be afraid to reach out and ask for help when you need it. And be sure to build relationships with your colleagues so they come to you when they need help.

After all, the relationships you build will be the most important parts of your career. People are the most valuable asset of any business.

We’re seeing some big changes in the insurance industry. COVID-19 has forced insurance agencies and companies to adopt more technology, rethink how to structure workplaces and reevaluate how to care well for employees. But no matter what changes in the industry, insurance will always need talented, hard-working people. No matter what role you’re in today, if you’re willing to work hard, stay flexible, seek out honest feedback and build strong relationships with your colleagues, you’ll be well positioned to build a fulfilling career.

Myrna Estrada is SVP and Field Executive, Central Region, for Liberty Mutual and Safeco Insurance. This article originally appeared on the Agent for the Future website at www.agentforthefuture.com/lessons-in-leadershipmentorship-and-allyship.

MENTORING

NEW PRODUCERS

By Patrick Muscenti

My first insurance sale involved an industrial company. The owner, Bill, was unhappy with his current agent and wanted to move in a different direction. I put together a polished proposal and sent the PDF document to Kinkos to get that extra thick stock and even paid for it out of my own pocket. On page one of the proposal, I wrote the prospect’s name- William. There was one problem; Bill was not shorthand for William. His name was Bill on his birth certificate. And, oh boy, Bill launched into a tirade on how he hates being called William, how he was teased as a kid, and how people continually assume his name is William up to and including this current meeting. I froze and had no idea how to recover. We hadn’t even gotten to the quote and I thought I was done.

But, I was not alone in this sale. My mentor, who accompanied me, stepped in and said, “Well, if that’s the biggest mistake he makes in your future relationship, we’ll consider this a victory and he’ll learn to never call you William again.” We all laughed and I landed the sale. But I didn’t land the sale, did I? My mentor landed the sale. Did you see how he assumed the sale and future, successful relationship? Did you see how he didn’t pressure Bill towards a sale but chose his predictive words with care and precision? I learned more in those thirty seconds than I did in the months of carrier training I’ve had over the years.

Carrier sales training is specifically designed for one thing: feature/benefit sales. This technique is where the seller ties every feature with a benefit that the prospect should think is desirable. Come see why our policy has more coverage on page 27, part B than your current policy! How exciting! Yet what is considered desirable in the insurance sale? What is the buyer’s risk appetite or aversion? What motivates them in a purchase? How close is the prospect to their incumbent agent? If the current agent is their sister-inlaw, imagine what Thanksgiving is like if he fires her?

Using carrier training tactics, I’ve had my best quotes used only as leverage for the current agent. I’ve seen proprietary forms (the ultimate feature/benefit) get forwarded to incumbent agents only to have the incumbent carrier custom manuscript the same form. I’ve met with people who I thought were the decision makers and painstakingly spent months building a relationship with said person, only to have them forward the quote on to the real decision maker with whom I have no relationship. A carrier cannot help with any of these things. But a mentor can.

At its best, mentorship teaches accountability, mastery of skills, helps buffer failures, and gives both old and young a sense of purpose and meaning. It wasn’t long ago when apprenticeship trained a whole workforce in these things, only to see this method replaced by a sterile classroom environment. Does mentorship or apprenticeship slow the process down? Initially, that answer is yes. But give it time, and there is no greater method to deliver success.

So what should mentorship look like in the agent environment? And how can all parties win? I have a few ideas to kick the ball forward, but I’m open to hearing more.

First, a mentorship should involve proximity. It should entail the new salesperson joining the agent on his client and prospect meetings. There she will learn what motivates buying decisions, what drives sales success or failure, and what makes for a successful salesperson. This should also involve the mentor accompanying the new hire on his meetings. Sales is a rough business and fear of rejection, talking too much in meetings, and being used by prospects are very real issues that can be overcome with the help of someone who has overcome these things. But more than simply involving sales calls, proximity should include lunches at Subway, coffee away from the office, and drinks after work. Proximity is the first and biggest key to success.

Second, it should involve just compensation for all parties. A new producer usually takes a few years to validate their compensation. Insurance truly is a get rich slow industry filled with the benefits of residual income. There are a million creative ways to figure out compensation structures for the mentoring relationship. A lack of imagination is one of the biggest failures of the agency system, and a failure to pay for new producers shows such a lack of imagination. To date, this is one of the biggest failures in our industry. Carriers have a part to play in this. Carriers can partially

PRODUCERS

subsidize the new producer with validation goals that must be hit by the entire agency. A carrier can give a new producer $30,000 to offset a partial salary or draw if the agency agrees to hit $200,00 in new business premium, can’t they? Another option could involve commission sharing structures on a sliding scale. Yet another way would be to teams of sales and service staff tasked with growing a business unit within an agency. To go into detail is beyond the purview of this article, but this article is a call to agency owners and carriers to use some creativity!

Finally, the mentoring relationship should involve goals. Agency consultants will tell you a producer should sell $70,000 in commission per year, but I would ask, how many producers, after one decade, have books of $700,000 of residual income? How many forty-year-olds have million dollar books? They are the one percenters, not the norm. Have the new producer start with appointment goals, quote goals, and then move on to commission goals. Yes, validation will need to happen, and some are not cut out for this industry or for sales in general, but validation takes time. If they have the dedication to craft, work ethic, and a desire to sell, it will come in due time. My pipeline grows every year and I look back at what I considered a pipeline five years ago, and I cringe. Producers typically hit peak earning potential in their late forties, decades after a career begins. Agencies would do well to structure a big part of their development strategy accordingly.

I began with an anecdote and it is fitting to end with one. A few years ago, I moved from a small agency to one of the largest, privately owned agencies in the nation. It was a leap of faith and I started slow. A few months in, I went on a sales call with a new mentor. The sales process was long, it took time to build trust with the prospect, but we landed an Agent of Record letter, the Holy Grail of salesmanship. On the ride home, I asked this man I had known for all of three months how he wanted to split the commissions, as we had yet to develop a formula. He looked at me incredulously and said, “This one is yours. I’m here to make sure you succeed.” With a mentor like this, how could I fail?

The best mentors realize your success IS their success, which is why mentorship is such a difficult task. There are fewer and fewer people willing to think like this. No, giving up all your commissions is not necessary, but virtues like patience and willingness to help are. All the more reason a just compensation structure for all parties is integral to a path forward as it can and should reward such behavior. But if the mentor is not willing to sacrifice and only thinking of immediate commissions, the process will fall apart. The rewards for the mentor will take time. This is difficult to swallow in an age of instant information, instant quotes, and instant gratification.

My story begins and ends with mentoring. I’m proud to say I have not made it on my own. And I hope, in due time, the agency network figures these things out.

Patrick Muscenti is Vice President at McGowan Insurance. This article originally appeared on www.insnerds.com.

The best mentors realize your success IS their success, which is why mentorship is such a difficult task. There are fewer and fewer people willing to think like this.

JM Wilson Hires Fritz as Assistant Marine Underwriter

JM Wilson is excited to announce the addition of Amy Fritz as Assistant Marine Underwriter. Her responsibilities include providing vital support to underwriters on a wide variety of new and renewal marine risks, as well as maintaining relationships with carrier underwriters and independent insurance agents in all states that JM Wilson writes.

Prior to joining JM Wilson, Amy gained experience as a paralegal at a law firm specializing in insurancerelated litigation. Additionally, she served as a claim representative for State Farm handling a range of cases including PIP, Fire and Casualty, and S.I.U. Amy is a graduate of Davenport University, where she earned an associate degree in computer technology support. In addition, she has earned CPCU (Chartered Property Casualty Underwriter), AIC (Associate in Claims), and AIDA (Associate in Insurance Data Analytics) designations.

JM Wilson Adds Osborne as Brokerage Underwriter and McHugh as Assistant Underwriter

JM Wilson is pleased to announce the addition of a new Brokerage Underwriter and Assistant Underwriter. April Osborne joins as Brokerage Underwriter. Her responsibilities include underwriting a wide variety of new and renewal professional and brokerage accounts, as well as maintaining relationships with carrier underwriters and independent insurance agents in all states that JM Wilson writes. April brings with her 11 years of underwriting experience in the mortgage industry.

Sean McHugh joins as Assistant Brokerage Underwriter. He is responsible for providing vital support to underwriters with a diverse range of new and renewal professional and brokerage accounts. Prior to joining JM Wilson, Sean served as an account representative at an employee benefits consulting firm for four years. Additionally, he holds a master’s degree in Athletics Administration from Western Michigan University, as well as a Bachelor of Science degree in Youth Program Management from Michigan State University.

RMIC Appoints New Chief Operating Officer

Robert Jacobson, CIOP, CXAP, LSSBB, CIC, Chief Operating Officer, joined Rockford Mutual September 5, 2023. Rockford Mutual’s Board of Directors chose Robert Jacobson to work alongside the CEO to develop the strategic long-term vision of the company. Responsible for leading the Underwriting, Claims, Marketing, IT and R&D teams, Rob will ensure that all activities and operations are performed at the highest levels and in compliance with state and federal laws and insurance department statutes.

Rob brings to the role over three decades of property & casualty insurance experience having held senior executive positions with Liberty Mutual, AAA The Auto Club

Group, and most recently Kingstone Insurance Company. Rob’s expertise has focused on operational excellence in Underwriting, Claims and Customer Service, Strategic Design, and Financial Planning.

Rob holds designations in Lean Six Sigma Black Belt (LSSBB), Customer Experience & Analytics Professional (CXAP), Chartered Insurance Operations Professional (CIOP) and Certified Insurance Counselor (CIC).

SECURA Insurance Named on 2023 RISE Elite 50 Internships List

SECURA Insurance was named on the 2023 Rising Insurance Star Executives (RISE) Elite 50 Internships list, which recognizes the 50 best internship programs in the insurance industry across the U.S. This is the second year SECURA has been named on the list.

RISE recognizes internship programs with high intern satisfaction, meaningful work assignments, opportunities for interns to network with peers and executives, as well as strong diversity, equity, and inclusion efforts.

“Interns play an important role at SECURA, “ said Lindsey Coons, SECURA HR Representative, “Through meaningful work, collaborative interactions, and impactful networking opportunities, we aim to set our internship experience apart from others. We are honored to be named on the RISE Elite 50 Internships list for the second consecutive year.”

SECURA’s internship program was officially established in 2017, but the company has had interns in a variety of roles for many years. SECURA currently has 55 interns working in various roles and departments, including underwriting, information technology, claims, and project management.

The SECURA internship program is structured to provide interns opportunities to network and work with other interns, full-time associates, and executive team members. The program offers job shadows to help interns find their best fit at the company, and 98% of interns say they would like to stay at SECURA for a full-time position after graduation. In 2022, SECURA hired 70% of graduating interns for full-time positions. SECURA invests in its interns through training opportunities and meaningful work assignments. Company leaders engage with interns to give them autonomy in their workload, so interns can gain experience in areas they want to explore.

The internship program encourages interns to get to know each other through company-hosted events, such as executive roundtables, mini golf, and informative sessions from each major department focusing on entrylevel positions interns can apply for upon graduation. The program also partners with SECURA’s Young Professional Network to offer opportunities to network and advance their careers with other young professionals.

To learn more about SECURA’s internship program, visit secura.net/careers/internships.

Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive

Surplus Line Association of Illinois

Silver Level

Imperial PFS

IMT Insurance

SECURA Insurance

Gold Level

Arlington/Roe

Blue Cross/Blue Shield of IL

Keystone Insurance Group, Inc.

Pekin Insurance

West Bend Mutual Insurance Co.

Bronze Level

A. J. Wayne & Associates

AAA Insurance

AMERISAFE

AmTrust North America

Auto-Owners Insurance Co.

Badger Mutual Insurance Company

Berkley Management Protection

Berkley Small Business Solutions

Berkshire Hathaway Guard Insurance Companies

BluSky Restoration Contractors

BriteCo Jewelry & Watch Insurance

Central Illinois Mutual Insurance Company

Chubb

Columbia Insurance Group

Continental Western Group

Cornerstone National Insurance Company

Cowbell Cyber

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Foremost Choice Property & Casualty

Forreston Mutual Insurance Company

Frankenmuth Insurance

Grinnell Mutual Reinsurance Company

IA Valuations

Illinois Mine Subsidence Ins. Fund

Illinois Public Risk Fund

Indiana Farmers Insurance

Insurance

J M Wilson

Program Managers Group

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Main Street America Insurance

Maximum Independent Brokerage, LLC

Mercury Insurance Group

Method Workers Comp

Midwest Insurance Company

Nationwide

NHRMA Mutual Workers’ Compensation

Previsor Insurance & Missouri Employers Mutual

PuroClean Disaster Services

Rockford Mutual Insurance Company

ServiceMaster DSI

SERVPRO of Gurnee

Society Insurance

SPRISKA - Specialty Risk of America

Steadily Travelers

UFG Insurance

UIG - The Agent Agency

Utica National Insurance Group

W. A. Schickedanz Agency, Inc./Interstate Risk Placement

Western National Insurance

Westfield

Blank’s Insurance Agency Receives Prestigious Award

During the ARM of IL meeting in August, Blank’s Insurance Agency in Olney, IL received the prestigious “Prairie State Insurance Cooperative Producer & Agency of the Year” award. ARM of IL Executive Director Craig Payan presented the award to Allyson Padilla and Julie Hearring, pictured. This is a traveling trophy ARM of IL awards each year at their summer meeting.

Congratulations to everyone at Blank’s Insurance Agency!

EMC has the knowledge and expertise to protect every square inch of your clients’ needs. And with over 110 years of experience, we’ve become the jack of all trades — from general contractors to electricians to excavators.

You know the drill: emcins.com/contractors-agents

When it comes to protecting your contractor clients Let EMC do the heavy lifting.

Keystone Insurers Group named Arachas Group, LLC its 2023 Illinois Agency of the Year

Keystone Insurers Group named Arachas Group, LLC its 2023 Illinois Agency of the Year at Keystone’s national conference in September.

The award recognizes the agency within each of its states that best exemplifies Keystone’s mission: “Independence works better together.” Criteria includes demonstrating a commitment to growth through leadership mentoring, engaging in technology advancements, employing best practices to improve operations, and developing new income streams to strengthen their business diversity.

Konen Insurance and Joseph M. Wiedemann & Sons Insurance were also recognized as Keystone’s Illinois Premier Agencies.

Congratulations!

October 26-27

Virtual Event

16 hours of IL CE credit

CE Available in other States, contact IIA of IL for details

This institute addresses the unique insurance coverage needs of individuals, families, and family members. You will learn to handle the complexities of state-specific personal lines forms. Topics covered: Personal Residential Coverages*, Personal Automobile Coverages*, Personal Automobile Coverages*, Watercraft Coverages, Rental Car Coverages, Flood, Home-based Business, Condominiums, Farm and Ranch Coverages, Mobile Home Coverages, No Fault (PIP), and more!

www.iiaofil.org/education

New Members member agency

For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

Darin Seibel Insurance Agency Bartonville, IL

Jay Paul Langfelder Bartlett, IL

Steadily Overland Park, KS

Universal Property & Casualty Fort Lauderdale, FL

bronze associate member

Illinois Mutual Peoria, IL

Jump Suit Group, Inc. Maynard, MA

SAYATA Boston, MA

copper associate member

for

the insurance professional by the insurance professional

LOOKING FOR AN EXIT STRATEGY?

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

Susan Troppito

Paczolt Insurance

susan@piaigroup.com

(708) 215-5202

AGENCY OR BOOK OF BUSINESS FOR SALE

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

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

INDEPENDENT INSURANCE AGENCIES WANTED

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

GALO Insurance Agency, Inc

(847) 832-0888

steve@galoagency.com

We Make Hiring Easier +

CareerPlug’s hiring software helps agents attract more qualified candidates, identify the right candidates with confidence, and improve hiring results.

IIA of IL members have 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 IIA of IL job board at www.iiaofil.org.

AGENCY/AGENTS/PRODUCERS WANTED

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

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

Dan Browne or Cathy Hall

Forest Insurance

(708) 383-9000

www.forestinsured.com/mergers-acquisitions

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

13. We are a 100 year old Northbrook agency looking to discuss any mutually beneficial opportunity. Our producers, mergers, clusters and agency purchases receive 50% commissions on new and renewal business without any expenses. We can provide: office space, phones, agency management system, service renewals and changes. The companies we represent are: Badger Mutual, Employers Mutual, General Casualty, Guide One, Hartford, Kemper, Progressive, Rockford Mutual, Safeco, State Auto, Travelers and Met Life. Contact:

Nancy Solomon

Martini, Miller & Schloss, Inc.

(847) 291-1313

Ron@martini-miller.com

AGENCY WANTED

20. Since 2004, Central Illinois Agents Group LLC has been providing independent agents with a variety of markets with contingency opportunities. Agents have availability to several markets that they may not be able to sustain or maintain on their own. We have markets for personal, commercial, agricultural and crop insurance lines. Let us help you get to the next level.

Visit www.ciagonline.com