IIA of IL e-Insight - September 2019 - Member by Big I Illinois

SEPTEMBER 2019

INSIGHT ACTIVE ASSAILANT Are you prepared? Are you covered? Are your clients covered?

Springfield, Illinois Permit No. 178

PAID

PRESORTED STANDARD U.S. Postage

Helping you take care of clients isn’t just business. It’s personal. With access to more than 200 markets, our collaborative teams know how to provide the right solutions with a personal touch. Located in nine states, licensed in all 50, and independently family-owned, we can connect you with insurance specifically tailored to your clients’ needs. Our commitment to your success is the reason for ours. Get to know the people of Arlington/Roe. We’ve been doing the right thing since 1964.

Let us help you find the right solutions. Managing General Agents | Wholesale Insurance Brokers

800.878.9891 | ArlingtonRoe.com

September 2019

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 10

17 Ways to Keep Your Sales Staff from Running Out of Gas

13 14 17 20 22 23 24 27

By John Graham

Is Your Agency Keeping Up with Technology Trends?

By Steve Chauby

The Difference Between Success and Failure in Selling

By John Chapin

Six Personality Traits That Make an Impact on Top Performing Teams

By Caliper

Active Shooter Situations: The Importance of Preparedness, Response and Recovery in the Workplace

By Lauren Williams

Are Your Clients Covered in an Active Assailant Event?

By Jim Eades

Deadly Weapons Protection: Common Misconceptions

By Beazley

Active Shooter and Assailant Attacks: Mitigating and Transferring Your Exposure

By Arlington/Roe, courtesy of Miller Insurance/London

Cyber... What? Part III

By Brian McSherry

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 19 28

President’s Message Trusted Choice

e-Insight CONVO

30 31 32 34 38

Associate News IIA of IL News Pre-Licensing Program Outgoing IIA of IL Board Members 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

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.

ADVERTISERS

Board of Directors Executive Committee

Chairman of the Board | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com President | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

AMERISAFE

APPLIED UNDERWRITERS

ARLINGTON/ROE

President-Elect | Bill Wirth (618) 939-6368 | billw@wirthagency.com

BERKSHIRE HATHAWAY GUARD INS. GROUP

Vice President | George Daly (708) 845-3311 | george.daly@thehortongroup.com

EBRM

Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com

ENVISION HEALTHCARE

IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

Regional Directors

5 33 6

GRINNELL MUTUAL IMT INSURANCE IPMG

Region 1 | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com

JM WILSON

Region 2 | Joseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com

OPENLY

Region 3 | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance

SECURA

Region 4 | Michael Gonet (815) 339-2411 | mike_gonet@hotmail.com

WEST BEND MUTUAL

IIA of Illinois Staff CRM Manager, CONVO Coordinator Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org

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

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

Accounting & Admin Services, Tradeshow Admin Tami Hubbell - (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 - (217) 321-3013 - jjacobs@iiaofil.org

Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.og

Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org

Digital Communications Coordinator Karissa Sweatman - (217) 321-3023 - ksweatman@iiaofil.org

Chief Executive Officer Phil Lackman - (217) 321-3005 - plackman@iiaofil.org

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

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org

Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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

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grinnellmutual.com “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2019.

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PRESENTED BY ICRMT

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WHO WE INSURE: » Counties » Municipalities » Townships

» » » »

Special Districts Park Districts Community Colleges Public School Districts

» » » » » » » »

Employment Practices Liability Law Enforcement Liability Sexual Misconduct Liability Unemployment Crime Cyber Liability Auto Coverages Deadly Shooter

COVERAGES OFFERED: » » » » » » »

Workers' Compensation PEDA WC Coverage Public Officials' Liability Property Coverages General Liability Canine Mortality Sales Tax Interruption

BOB SPRING Bob.Spring@ipmg.com 630.485.5885

MANAGED BY

september 2019 WWW.IPMG.COM

INSIGHT | president's message

Year in Review As I write my last President’s message I would like to thank the staff of the Independent Insurance Agents of Illinois for their dedication to and hard work on behalf of our association. Anyone who interacts with the association’s staff on any level knows what an immensely talented group of people they are. I would also like to thank my fellow board members. They care deeply about the IIA of IL and work tirelessly, on a purely voluntary basis, to shape the direction and mission of the organization and ensure its long-term stability. One outgoing board member that I would like to make special mention of is Ken Samson. Ken is a former IIA of IL President who has served both the state association and its Northeast Illinois chapter in every possible capacity for more than two decades. The independent agents of the state of Illinois owe Ken a great debt of gratitude. One year ago I was honored and humbled to accept the role of President of the IIA of IL. It is truly amazing how quickly time flies by, and this past year has been no exception. As I reflect back over the past year I am amazed at the depth and breadth of activities that our association has been able to accomplish in this short amount of time, including: Legal Services Hotline - Beginning in 2019, the IIA of IL launched the Legal Services Hotline, which provides association members with the ability to ask experienced attorneys legal questions related to the business of insurance or the operations of their agencies. Each member is entitled to up to thirty minutes of free legal services annually from the law firm of Hepler Broom LLC, which maintains offices throughout the state of Illinois. A number of IIA of IL members have taken advantage of this extremely valuable benefit, which is provided at no additional cost.

Illinois Insurance Pre-Licensing Program - With initial direction from past IIA of IL Presidents Rick Sutton and Charles Hilson, the Education Committee developed and launched in July 2019 the Illinois Insurance Pre-Licensing Program, and it is off to a fantastic start. While the Illinois Insurance Pre-Licensing Program is open to anyone seeking to become insurance licensed in Illinois, IIA of IL members will receive discounted rates for its Property & Casualty and Life & Health programs. Please visit www.ilprelicensing. com for more details. It has been such a great privilege and honor to serve as your President this past year. The IIA of IL is a strong and vibrant association that continues to make significant impacts to keep the independent insurance agent channel thriving for future generations to come. Thank you for this opportunity to serve you. Last but certainly not least, please join me in welcoming and supporting our incoming President, Bill Wirth, who will serve as a great leader and continue to take our association to new heights. If you do not already know Bill please make a point of introducing yourself to him at IIA of IL CONVO 2019, which is being held October 1-3 at the Crowne Plaza in Springfield (see page 28 for more details on CONVO 2019). Bill has a true passion for the people of this association and the work that they do. It has been an honor.

IntellAgents - Earlier this year, the IIA of IL joined forces with six other Big “I” State Associations to launch IntellAgents, an analytics-driven organization that will specialize in harnessing and leveraging data in order to help independent agents grow and make better, more strategic business decisions for their agencies. IntellAgents’ current product offerings, which will be offered to association members at no cost or at deeply discounted rates, include the QuickClicks Valuation report, which shows a fair market value range for an agency based on current market conditions, and the R.I.S.E. report, which allows agency owners to compare their agencies within various categories such as carrier mix, employee compensation and benefits packages. IntellAgents’ product offerings are set to expand throughout 2020. Please visit www.intellagents.io for more details.

Patrick Muldowney - IIA of IL President - (312) 595-7192 - patrick.muldowney@alliant.com september 2019

insight

Everything your customer cares about is in this house.

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Celebrating 125 years of valued relationships with our agent partners.

Got content? Trusted ChoiceÂŽ has a variety of new ready-to-use content available on the Agent Resource Website. Access trustedchoice.com/agents to download and use these materials today!

17 Ways to Keep Your Sales from RUNNING O By John Graham

Too many salespeople find themselves running on fumes when it comes to prospects. “I get up every morning and ask myself the same question: Who am I going to talk to today,” said a life insurance salesperson who had been in the business for 30 years. He’s far from alone.

2. Thanks for your complaint. When something goes wrong (and it always does), don’t be defensive. Surprise the customer by taking ownership. It creates an opportunity for a conversation, resolving a problem, and turning an unhappy customer into an advocate.

Closing sales is the goal, but that takes keeping the prospect tank full of gas. So, what can you do about it? If you go to the supermarket, there’s someone giving away free samples. If you watch what’s going on, some of those taking samples buy the product. It’s the same with sales. When you do something nice for prospects and customers, they want to return the favor.

3. We appreciate your help. When someone does something nice for you, say so. For example, your message might go something like this: “Thank you for thinking of us. We want you to know how much we appreciate your referrals.”

Here are 17 ideas for getting a positive response from customers and prospects: 1. Send a $5 coffee gift card. It can create a feeling of obligation. Here’s an example. Attach a note: Sorry we couldn’t get together for coffee as planned. Will call you and arrange a time to meet. Be sure to keep some gift cards handy.

4. Thank you for your business. This is so basic it shouldn’t be necessary to mention it, but online retailers have raised the bar; they know the value of showing their appreciation instantly. Here’s the point: when people spend their money, they like being noticed. 5. After the sale gift. When consumers make a significant purchase, they’re excited and proud because it’s the result of thought and planning, sometimes for years.

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amerisafe.com - 800.897.9719 *Policyholder retention rate based on voluntary business that we elected for renewal quote: 93.6% in 2018. © 2019 AMERISAFE, Inc. AMERISAFE and the AMERISAFE LOGO is a registered trademark of AMERISAFE, Inc. SAFE ABOVE ALL is a trademark of AMERISAFE, Inc. All rights reserved.

insight

september 2019

OUT OF GAS It may be a major home improvement, a vehicle, or a new house. Sending an appropriate gift creates enormous good will, which can result not only in future business but also in referrals. 6. Ask for help. Often times, customer can have an “after-the-sale” let down. Help avoid it from happening by asking for their help. After letting them know how much you appreciate their business, ask for their help. “I want to do my best for my customers. I would value your opinion of what I can do to improve serving them.” 7. Surprise customers. Nothing gets a more positive response like answering calls, messages, questions and inquiries super-fast. People unconsciously judge us based on the speed with which we get back to them. It says they’re important. 8. Contribute to a customer’s favorite charity. Do it, not because you’re asked, but as a spontaneous expression of appreciation. 9. Stay in touch regularly. Call it your “Continuing Cultivation” program. You never know what might be coming up next so you want them to think of you. Make it helpful and friendly; no sales pitches, please! 10. Need help? We can all benefit from a helping hand now and again. Let customers know you’re an available resource for discussing a problem or offering advice.

To keep your sales gassed up, keep pulling customers and prospects closer to you.

15. After-a-meeting follow up. Whether it’s a customer or a prospect, send an “It Was Great Getting Together with You” message. To give it more impact, include something personal that they mentioned during the meeting.

11. Send a value reminder. Choose a good time after customers have made a purchase to remind them why they made the purchase and ask them how it’s working out for them.

16. Remembering life events. Anyone can do birthdays, but it takes awareness to recognize other meaningful occasions such as a new job, a promotion, a significant accomplishment, anniversary, new home, birth of a child or grandchild, graduation, wedding, or loss of a loved one.

12. Give customers “Solve the Problem Insurance Protection.” Let them know that you’re their advocate and you want them to contact you if they have an issue or need information.

17. Something new or different. Most of us like to know about what’s new. If you have a new product or service, or have made a change, let customers in on it. Make it friendly and how it can benefit them.

13. Offer helpful information. Keep your eyes open for articles, blogs, and videos that customers and prospects may find useful. It’s a good way to let them know you’re thinking of them.

To keep your sales gassed up, keep pulling customers and prospects closer to you. Some salespeople may see it as taking too much time; others will start and give up. Ignore them and keep moving forward.

14. Send important reminders. Even though there may be an app for that, it’s easy to forget about expiration, renewal, and due dates. Giving customers a heads-up lets them know you’re thinking of them and they can rely on you.

John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com.

september 2019

insight

Provider Recaptures January 2018 ‐ December 2018 Total Refund $336,235.39

40000 $35,603.76

$36,710.59 $32,092.85

35000 30000

$32,130.18 $30,552.71

$28,910.73

$27,822.06 $23,620.65

25000

$31,062.00

$23,206.05

20000

$18,273.58

$16,250.23

15000 10000 5000 0

JANUARY

FEBRUARY

MARCH

APRIL

MAY

JUNE

JULY

AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER

Is Your Agency

KEEPING UP with TECHNOLOGY TRENDS? By Steve Chauby

Innovation in the insurance space is at an all-time high. Large carriers are carving out teams to identify the next big thing, while new start-ups are entering the market to bring new capabilities to the insurance space. One thing is certain: technology is drastically improving, and the consumer and agent will ultimately win. In most cases, technology isn’t competing against the independent agent channel; rather, it’s aiding in the advancement and growth of an agency. There are examples across the customer lifecycle that either help agents find more clients, create a better customer experience, or provide better sales consultation. As the sophistication and access to customer relationship management (CRM) systems has improved, it has aided in agency growth. If you google ‘CRM’ on the web, the traditional market dominators show up, but you also have a long list of new providers like Zendesk Sale, Lucrativ, FreshSales and a plethora of other options. This explosion has given agents more choice, lower pricing, and access to the newest capabilities like texting, automated intelligent workflows, mobile capabilities, and enhanced reporting. Almost every agency today has some type of webpage. In the past, webpage creation and design were complicated, took a long time, and were expensive. Today, there are numerous out-of-the-box solutions like SquareSpace, Pixpa, and Wix, that don’t require a professional developer with expert coding skills to create and maintain a site. These new platforms also provide better access to reporting and insight into website traffic. Access to data continues to accelerate and improve the purchase process. Companies like Risk Lookup provide agencies a platform to research and underwrite properties. Providers like Arturo and Veritas are using drone technology to assist in property inspections and hazard identification. In addition, comparative raters are investing in speed and more comprehensive programs. Agencies are also getting access to new tech savvy products. New entrants are aiding in product enhancements that are tailored to independent agents. The traditional homeowner application asks over 40 questions. Companies are beginning to tap into new data sources, allowing as few as 3 questions to generate a bindable quote. New companies have modernized the quoting process, creating more time to customize coverage and help more customers. There are also more product features and coverages available in the marketplace. The traditional identity fraud coverage is morphing into Personal Cyber coverage, covering things like cyber bulling and ransom. Startups like Surround Insurance are launching products for the september 2019

IA channel designed as a subscription starter pack of insurance coverages for city-dwelling millennials. All of these capabilities are being built to aid independent agencies and grow their businesses. So what does the future hold for independent agency distribution? You will see more of the above, but be on the lookout for some meaningful trends that will likely impact your business. • Enhanced product features. Consumers will look for new coverages and options, so features like Personal Cyber, Mechanical Breakdown, Service Line, Flood, and other non-base contract coverages will be in higher demand. Are you aware of new and upcoming coverage options that are available in the marketplace? Is your product portfolio complete and does it include some of these newest features? • Additional carrier choices. We will see more InsurTech start-ups entering the market, and more developed carriers will be forced to quickly invest and improve their current products. This competition is good for independent agents because it gives you more choice. New providers will look for niche markets to tailor products and services to fit unique needs. Do you have enough partners to fit your customers’ unique needs? • Faster speed and enhanced tools. The traditional quoting and fulfillment processes will dramatically improve. Carriers will build out their SMS and video chat capabilities and find new ways to communicate and interact with agents and customers. Any remaining manual processes will become automated, resulting in lower operating costs and better pricing. The purchasing process will be easier for consumers, which will make it easier to shop insurance. Are you investing in the right tools and technology to keep up with consumer demand? • Continued simplification. Insurance is complex, but the complexity will reduce as technology and products improve. Consumers will want fewer “gotchas” and want to make sure what they expect to be covered, is covered during a loss. These themes, in addition to many more, will be covered throughout the annual IIA of IL CONVO event in October. Visit www.ilconvention.com for more information. This article was authored with the support of Steve Chauby, Chief Marketing Officer at Openly, Inc. For more information on Openly, visit www.openly.inc.

insight

The Difference Between

SUCCESS AND FAILURE By John Chapin Several important factors separate those who succeed in selling from those who fail. Although some of the following items are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are not only great at the profession of selling, they are also great human beings. The Twelve Success Factors 1 - Great Attitude Top salespeople have a positive, can-do, winning attitude. Specifically, they have enthusiasm, drive, competitiveness, and confidence. Top salespeople are highly motivated to succeed. They see selling as a competition, and they love competition. Top salespeople do whatever it takes to win - ethically - and they do not quit. They are extremely persistent. They are always moving ahead, changing, growing, and pushing through the bad times until they make it. They never give up on themselves and their dream of success. Top salespeople have a win-win attitude. They are genuine and truly like and care about other people. 14

insight

in Selling

2 - Action Oriented Top salespeople are people of purposeful, focused, wellthought-out, massive action. They are clear about what they are doing and why they are doing it. They don’t procrastinate. They are protective of their time and use it wisely. Top salespeople have a plan and they work their plan every day. They know what actions lead to their success and that’s where they spend their time. They follow the 80/20 rule. 3 - Preparation Top salespeople are prepared for anything and they overprepare for everything. They never wing it. They have prepared scripts, presentations, answers to objections, and proposals. They practice, drill, and rehearse. They never rest on their laurels and are always looking for ways to improve. They are ready for anything and expect the best, yet they have a plan if the worst, or anything else, shows up. 4 - Businesslike and Business-Savvy Consumers are smarter and competition has increased. Top salespeople partner with customers and build a september 2019

compelling business case based upon what’s best for the customer. They know their customers’ business and problems intimately. They ask intelligent questions that both set them apart from other salespeople and, more important, let the customer know they thoroughly understand the business. Top salespeople know and embrace technology, but not to the point where they distance customers and/or remove the human element. 5 - Ability to Stand Out from the Crowd Top salespeople differentiate themselves from other salespeople. They don’t sound or act like other salespeople. They are original. A top salesperson doesn’t come across as someone trying to sell; he or she comes across as an interested and informed party that’s there to help. Top salespeople have an aura of respect around them. The way they walk and talk demonstrates to others that they are professionals and in turn, they are treated professionally. Top salespeople are real, human, and down to earth, and people like them for this reason. Their caring, sincerity, and helpful dispositions stand out. They are memorable. 6 - Likeability, Trustworthiness, and the Ability to Build Relationships Selling is about doing everything necessary to build solid, loyal, longterm relationships. Top salespeople develop and nurture customer relationships and consider most of their customers to be friends. They have the ability to put people at ease and win others to their side, to establish a connection, and build rapport quickly and effectively. They build trust and credibility. Top salespeople can walk into a room and emerge fifteen minutes later having made a new friend. They are genuine, open, and honest. They convey a sincere interest in other people, what makes them tick, and what interests them. They truly like to serve people. 7 - Effective Communication Top salespeople are great communicators, knowing what to say and when to say it. They actively listen and are able to hear people well and read between the lines. They ask good questions, listen well to the answers, and take notes. Top salespeople don’t confuse people by giving them more information than they need; yet they give them enough information to make a well-thought-out buying decision. Top salespeople have frank, direct conversations with people. 8 - Empathy Top salespeople have empathy for their customers and prospects. They are able to put themselves in other people’s shoes. Top salespeople genuinely like people

september 2019

and people feel their understanding and compassion. Top salespeople enjoy helping people and they believe, with every fiber of their being, that buying and owning their product or service will help people. 9 - Professionalism, Integrity, and Work Ethic Top salespeople are complete professionals with complete integrity. They have a great work ethic. They are always on their best behavior because they’re aware that they never know who is watching them. Top salespeople are honest. If they don’t know an answer, they admit it, find the answer, and follow up promptly. They are straightforward. Top salespeople work both hard and smart. They don’t rest on their laurels when things are going well. Top salespeople recognize their top clientele and focus closely on nurturing those relationships and finding more people like them. Top salespeople go the extra mile and always deliver more than they promise. They return phone calls and reply to correspondence promptly. Top salespeople take 100 percent responsibility for everything they do, both professionally and personally. 10 - Team Player and Leader Top salespeople look for ways to contribute to the team. They share information and success stories that may help the other salespeople in their company. They pull for their peers and colleagues. They use a big sale by another person in the office to motivate them. They are focused on becoming better as individuals and believe that by doing so, they help the people around them improve and make their company stronger. Top salespeople work well with other departments and develop strong professional relationships with co-workers. They get along with everyone, including the person no one else can relate to. Top salespeople are leaders. They expect to be at the top and they are comfortable there. They do not look down on or see others as inferior. 11 - Continuing Education and Training Top salespeople are always getting better at selling. They read sales books, listen to sales information at home and in their car, watch videos, and talk to other successful salespeople. They constantly look for ways to improve. They know selling and they know their business, yet they also know there is always more to learn. They study their competition inside and out. Top salespeople stay up-to-date on all new developments in their industry and everything that could affect business. They are constantly looking through trade publications and magazines. 12 - Company Product and Support Top salespeople cannot remain at the top without reliable products and support. They pick companies and products in which they can believe 100 percent, and they continue to look for reasons their product is better than any other. While twelve factors may seem like a lot, the keys are: having a great attitude, a sincere interest in helping people, and a burning desire to succeed. John Chapin is a sales and motivational speaker and trainer with over 26 years of sales experience. He is the author of the 2010 sales book of the year: Sales Encyclopedia. He can be reached at johnchapin@completeselling.com.

insight

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Migration of Group to Individual and Individual to Group Age vs. Composite Rating HRA and FSA Options Age 65 Employee Options for Groups Pre-Tax Premium Plans High Benefit/Lower Cost Networks Level Funded Plans

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Personality Traits That Make an Impact on Top Performing Teams

By Caliper

Building mentally tough teams requires mentally tough employees. In Caliper’s latest whitepaper, our research team defines the psychological advantage of six essential personality traits that make up mental toughness. And while some people are more naturally inclined to possess these traits, mental toughness is also a skill that can be developed by honing in on these key characteristics and building upon them over time. Sharpening your team’s skill sets can improve their performance and outcomes in the workplace, so let’s dig into the six personality traits associated with mental toughness. We’ll use our research to show you how to spot mental toughness in your employees and how to further develop these traits on your team.

beyond their control. People displaying low scores tend to focus on what might go wrong or potential negative consequences before moving to action.” All employees experience stress at some point, especially when things get busy or timelines get tight. During that time, you’ll notice that the employees who can maintain a cool, calm, and collected mindset will focus on the task at hand and worry less than their counterparts. Stress can make some individuals single-minded, making negatives seem catastrophic. This can make employees frustrated and disengaged. Here are some tips to help you develop those who show a lower tolerance for stressful situations: 1. Help them find the silver lining when they’re overwhelmed and coach them on how to continue this practice for themselves. Once they’ve discovered the positive, help them create a plan to move forward. Often, stressed employees are just suffering from work paralysis, which can in turn cause more stress.

Level-Headedness “A measure of emotional expressivity, [level-headedness] relates to the tendency to effectively manage the expression of one’s emotions. Individuals who manifest higher levels tend to remain composed in a variety of stress-inducing situations. Those who score lower tend to react more emotionally.” You know the saying “cool heads prevail?” When it comes to high-performing teams, it’s true. The employees on your teams must possess level-headedness to ensure the longterm success of the organization. So, how do you know if your team members have it? When the going gets tough, look for those who remain composed and can stabilize their emotions and reactions. They will continue to work towards solving the issues and not let downfalls blind them with emotions. Not everyone on your team will have this in high levels, and that’s okay. You can help other employees develop compensating behaviors by teaching and practicing different habits and techniques. Emphasize to your employees how important it is for them to stay calm, especially around other employees who may be more emotionally expressive. Showing your employees the longterm benefits of managing their emotions at work will not only benefit your bottom line, but it will also help their careers grow in a healthy manner.

Stress Tolerance

“A measure of the capacity to remain unworried about possible negative consequences. Those showing high scores may remain unconcerned when faced with events september 2019

2. Keep an optimistic attitude yourself. Lead by example, and you will be able to better coach your team in maintaining positivity in stressful situations when things get chaotic. 3. Look for new opportunities that recurring issues reveal. That might come in the form of gaps in efficiency or the need for improved communication methods. An employee who always struggles at the end of the month due to poor reporting may need technology support or better time management from her team to avoid this in the future. Coaching and reinforcing these strategies with your employees will help them learn to manage their stress levels when they start to feel overwhelmed. Practicing and maintaining a level of calmness in the face of negative pressures will allow employees to develop endurance towards stress in the future.

Resiliency/ Ego-Strength

“A measure of one’s capacity to handle setbacks, criticism, and rejection. High scores indicate that one is less negatively impacted by failure and setbacks. Those who score low tend to internalize failure, criticism, and rejection, and often have trouble bouncing back and re-establishing self-confidence.” continued...

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Employees who are emotionally resilient adapt more easily to workplace change, manage workloads more effectively, and foster better working relationships in their teams. Those who show lower levels of resilience, however, might need a boost to help them bounce back. One way you can encourage them to build stronger emotional resilience is by offering skills training, such as communication courses, technical skills development, soft skills classes, and more. Learning new tools and skills to help them carry out their daily role shows your employees that you care and support their overall well-being. Because resiliency is so dependent on security and egostrength, offer employees the chance to share in meetings, present on a topic in which they feel confident, or lead a project they can master. When employees feel more secure in their role, it improves resilience and they recognize and respond to stress better. Now your employees are emotionally proactive when faced with difficult situations.

Energy/Persistence “A measure of one’s potential to sustain a high level of activity over extended periods. High scores relate to being active and persistent in overcoming obstacles. Those with lower scores tend to be less energetic with respect to tasks and may not always persist when necessary to achieve a goal.” Employees who show a strong drive towards goals are fueled by high levels of persistence, and it will show in their work. They take ownership of their work and will persist to accomplish tasks to their best abilities, regardless of outlook. But not all employees exhibit persistence when times get tough, so how do you avoid this and cultivate energy and persistence on your team? Set clear goals and milestones so employees can get on board, stay focused, and remain energized. Many leaders assume the team is already committed, but motivation must also come from the top-down. Uncommitted and disengaged workers may just be going through the motions, but managers have an opportunity to win back an employee who has become disengaged. Ask employees what you can do to help them push through a difficult task or offer to support them during a project. Give your team a long-term goal and map out the key marks they need to hit in order to reach it. Break down their workloads into smaller, more manageable parts that they can use to stay on track. Communicate with them continuously on their progress, hold them accountable for reaching their goals, and acknowledge them when they reach a milestone. The more markers they meet, the more encouraged they feel to persist.

Self-Structure “A measure of one’s preference for independently determining work methods. A high score indicates the motivation to work independently. A low score indicates 18

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one is unlikely to define one’s own work habits and methods.” Do you have a team member who can set goals for themselves, both short- and long-term? Do they have the ability to make strategic decisions? These employees likely prefer to work with little management oversight and exhibit a strong propensity for self-structure. It’s not uncommon, however, for some employees to struggle with organizational skills and time management on their own. Encourage them to develop proficiency in self-structure by offering continuous coaching in project management competencies. Learning how to properly prioritize task work and manage deadlines will help them learn valuable organization skills they can apply to their workload and job function as a whole. Many leaders are learning to maximize this trait with technology. From efficiency platforms to project management platforms, these tools are created to help employees communicate, organize their days, and collaborate better. Since one of the fundamental skills to self-structure is communication, these platforms are helping teams build great communication practices and organize their structure internally.

Thoroughness “A measure of one’s tendency to be concerned with details and to take full ownership of tasks, jobs, and roles. Those that score high tend to take responsibility and can, at times, be perfectionistic. Those who score low tend to be a bit less conscientious and may not always attend to the details required to continue to develop skill sets.” Mentally tough employees take pride in their work. Your detail-oriented employee focuses not only on the big picture, but also on the small facets of the assignment and the minor adjustments that need to take place in order to accomplish the goal. So, how do you develop those who aren’t as thorough? Start by incorporating lists and getting organized. Prioritize major tasks and coach them on how to rank the importance of each part as it relates up the whole. This will help your employees understand which tasks need particular care and how the quality of each piece can affect the greater project. By understanding the value of the task, employees learn to accept ownership and responsibility for their work. Reinforce this practice and make it routine. Part of thoroughness is consistency. Embracing routine makes for a process that has a built-in priority for thoroughness. Mental toughness coaching will provide your team members with better skills and insights for their individual roles and provide them the support they need to take challenges head-on and finish strong. You’ll see a better overall performance and more consistent outcomes from those who employees who practice mental toughness, and they will be able to continue to develop those skills on their own throughout their career. View the original article on the Caliper website at www.calipercorp.com/blog/6-personality-traits-impact-topperforming-teams.

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e INSIGHT -

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

SE PT EM BE R

20 19

INSIGH T

ACTIV ASSA E ILANT Are yo u prep ared? Are yo u cove red? Are yo ur clie nts co vere

9 Emerging Risks Shaping the

P&C Insurance Industry

By Denny Jacob september 2019

In this monthâ&#x20AC;&#x2122;s e-Insight. insight

ACTIVE SHOOTER SITUATIONS The Importance of Preparedness, Response and Recovery in the Workplace By Lauren Williams

School children across the nation are trained on what to do during an active shooter situation multiple times each year, and for good reason. The reality of modern life is that active shooter incidents have become inevitable. The question is no longer if they will happen, but when and where. Though the answer to those questions cannot always be predicted, being well-prepared for these types of incidents can help individuals protect not only themselves, but also others around them if they find themselves in a life or death situation. The goal of an active shooter, according to the U.S. Department of Homeland Security, is to kill people within 20

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a confined and populated area. Consequently, active shooter incidents can occur at any time or place, including the workplace. It is important for companies to prepare their employees for any active shooter incidents that may arise.

THE RESPONSE PHASE

Since each individual workplace is different, they will require their own unique plans for active shooter response. These plans will need to include figuring out how to notify all employees that an active shooter situation is taking place, as well as assessing the threat and determining what emergency actions each employee will need to take. september 2019

In Everbridge’s 2018 Active Shooter Preparedness Study, almost 50% of people said their organization did not have an established plan in place of how to communicate to employees that an active shooter incident is occurring. Communication is an important part of the response phase in an active shooter preparedness plan. If employees within the workplace are not notified swiftly or efficiently, they may not be able to respond quickly enough to protect themselves. Run, Hide, Fight Time is precious during active shooter situations. Of all active shooter incidents, 69% are over in five minutes or less, and on average another person is shot every fifteen seconds. Those who find themselves in these situations cannot afford to lose time to disbelief, denial or indecision. They must be trained to know their environment and act quickly. Three courses of action are recommended for those in the “hot zone” of an active shooter incident: run, hide and fight. These should be chosen by the individual based on their location in the workplace when the incident occurs and are not to be carried out in a linear or sequential fashion. When the shooting at Pulse nightclub in occurred in Orlando, Fla., many people thought their first priority should be to run. They ended up running into the bathrooms where they became trapped. Running is not always the best course of action, especially if there is nowhere to run to. Additionally, the choices to run, hide, or fight are not absolute. In an active shooter situation, individuals can move fluidly through these choices, as the course of action that will best keep them safe may change as the situation evolves. A person who initially chose to hide may later choose to run once the shooter is no longer in range, for example. No matter what a person may choose, it is important that these choices are made quickly, as they can determine survival.

THE INCIDENT LIFECYLE

While training employees on how to respond during active shooter incidents is essential, the emphasis cannot be on response alone. All four phases of incident management – Preparedness, Response, Recovery, and Mitigation – must be equally planned for. Many authorities have already prepared plans for the four phases that can help companies adequately train their employees for the entire incident lifecycle of an active shooter situation. Expanding employee training by using those programs and including concepts like the ones below will not only help them to save their own lives, but also the lives of their coworkers should the need arise. Expanding Typology One thing that is important for employees to know in the Preparedness phase is to have an expanded understanding of the types of workplace violence. This will help them to understand and identify the sources of violence that fuel active shooter incidents. Many lone-actor terrorists are inspired by the messages of terrorist groups, although they do not act on behalf of them. Because of this, a person planning an active shooter incident in their workplace may not exhibit traditional signs of workplace violence.

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Generally, there are four types of workplace violence that are discussed: criminal intent, customer/patient, workerto-worker and intimate partner violence. These types are all important to know; however, another type of violence employees should be preparing for is a fifth category called ideological violence. This is violence directed at organizations for ideological, religious or political reasons. Workplaces are targeted based on rage against what their organization does or represents. The shooting at a Planned Parenthood facility in Colorado Springs is an example of this type of violence. Active shooter attacks are predatory and almost never random. If employees are able to identify the many types of warning signs and get word to the proper people, they can end up saving multiple lives. Bystander Intervention Law enforcement officials anticipate and count on bystander intervention during active shooter incidents, so employees must be prepared to react with the situation if need be. One way bystanders can intervene before the incident even occurs is to recognize and report persons of concern. It is important for them to know who to report these persons to, whether that be a human resources representative or a legal team. During an incident, it is important for bystanders to be prepared to protect themselves and also to cooperate with police response. Rehearsals of active shooter situations are important to take that preparation a step further. Everbridge’s study found that 62% of people said their organization had never run an active shooter drill for its employees. Rehearsals will help to make the appropriate responses feel less foreign to those involved. The most important role of a bystander after an active shooter incident has taken place is what is called “bleeding control.” It takes approximately seven to fifteen minutes for EMS responders to reach the scene and it may be even longer before they are able to safely enter and treat patients. Because of this, most people who die from an active shooter event die from bleeding out. Many of these preventable deaths happen even after the assailant has been apprehended, as those who have experienced massive trauma can bleed to death in as little as three minutes. Bystanders can help increase the odds of victims, however, if they are adequately prepared. Having supplies such as trauma kits, tourniquets and gauze in accessible places around the workplace is critical, as it can prevent many of these unnecessary deaths. The right education and training can maximize the likelihood of the best possible outcome in all stages of the incident lifecycle. Employees will feel much safer in the workplace knowing that their coworkers and they themselves have been adequately prepared. Setting a precedent of preparedness is especially important now, when focus on active shooter training is on the decline. The reality of today’s world is that these situations are not just going to disappear, and we must continue to prepare current and future generations for the possibility of an active shooter incident in their workplace. Lauren Williams is entering her Senior year as an English major at Westminster College in Fulton, Missouri. She spent the summer working as an intern for IIA of IL.

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By Jim Eades The fabric of everyday life is changing. Churches have armed guards at the door; middle schools are conducting evacuation drills to look for choke points, not for tornados but for gunman; festivals, neighborhood bars and local stores don’t quite feel as safe as they did just a few weeks ago. Once again, the insurance community and the local Independent Agent is called upon to help grieving communities and concerned customers find ways to protect against loss. The horrible shootings of the past few weeks continue to remind us of the unfortunate reality of gun violence in modern America. According to the Gun Violence Archive (GVA), in 2018, there were over 52,000 incidents of gun violence reported in the US, resulting in nearly 14,000 deaths and over 26,000 injured. Of these, the GVA identified nearly 340 to be mass shootings, meaning they included four or more victims. These numbers continue to increase and lead to the development and sale of Insurance and Crisis management products known as Active Assailant/Active Shooter coverage. While these attacks are sometimes referred to as Domestic Terrorism, they are quite different from an insurance perspective. A.M. Best recently reported that “Active Shooter attacks differ from acts of terrorism, which typically target specific building or locations and trigger coverage from traditional terrorism policies that require property damage for coverage to apply.” A.M. Best also noted that “The standard terrorism policy requires that the motive be ideological, political or religious in nature, unlike in active shooter attacks, for which the motive may be personal or unclear.” While a Property policy may handle most of the physical damage of the crime scene, the General Liability portion of the policy does not clearly include or exclude active shooter incidents. These can be a significant challenge to any company facing huge bills after the incident. Some General Liability policies are now excluding claims 22

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involving firearms, catching some insureds by surprise, even though they often believe “it could never happen to me.” The associated costs will go well beyond General Liability and will often include Business Interruption, Workers Compensation, Brand Impairment, and potential lawsuits stemming from the incident. All these issues coming at the Insured at a time of significant physical and emotional trauma. As you can imagine, the need for Active Assailant or Deadly Weapon Event Coverage is escalating quickly and the policies are changing rapidly to evolve with the current events. Policies provide coverage for physical damage and legal liability including defense costs, which responds even if the increased levels of safety for employees and the public fell short of their “duty to care”. Business Interruption and Crisis Management services such as counseling, medical/funeral expenses, temporary security enhancements and communication strategies are available through policy extensions. Many policy forms contain brand rehabilitation assistance that can help replace lost or reduced income due to an event. Loss of attraction is another important coverage feature of an active shooter policy. An event can stigmatize an entire business district, neighborhood, school district and be very harmful to a company’s brand. Once families stop moving to the area and customers don’t feel safe, it can take years to regain that confidence. Active Shooter coverage can help mitigate a loss with both pre and post risk management features, including Site Security Risk Assessments. The three pillars of coverage in the policy are Prevention, Crisis Management and Insurance Indemnification. From risk assessment, choke point identification, and insurance response, there are solutions that can help an insured have peace of mind and mitigate financial loss. Jim Eades, CPCU is Executive Vice President, Chief Brokerage Officer for Arlington/Roe. He can be reached at jreades@arlingtonroe.com or (800) 878-9891, ext. 8626. september 2019

Misconception 1: I have coverage elsewhere under commercial general liability (CGL) policies. Coverage for a deadly weapon attack is a grey area with many CGL policies remaining silent on coverage or excluding it outright. CGL policies were not typically designed to cover these types of events and carriers may be reluctant to affirm coverage. Moreover, some CGL carriers may deny coverage on the basis that the event was an act of terrorism or rely on other policy exclusions to deny or limit coverage. Make sure the policy you choose offers affirmative, primary liability coverage, regardless of the attackerâ&#x20AC;&#x2122;s motive, alongside prevention and crisis management services. Misconception 2: It only provides liability coverage. What makes a Deadly Weapons Protection product effective is the breadth of cover offered. Several companies offer a range of carefully designed services and first party coverages in addition to liability. Should the insured fall victim to an attack, companies should be readily available to help the insured investigate and provide guidance to them in the heat of the crisis. Some coverages also include assisting the insured in reaching out to the local community, providing counselling services to those affected by the event, helping with media management, crisis counselling, public relations and brand rehabilitation. Other services available include emergency travel and accommodation as well as childcare for employees of the insured and immediate family members. Site security, remediation and recovery, and restoration services are also available where required. Misconception 3: Our policy only covers events involving firearms. Many devices can be weaponized for use in deadly weapon attacks, including vehicles. Recognizing the broad threat, many policies provide cover for incidents involving a variety of deadly weapons including:

Misconception 4: The cover is only triggered when someone is harmed. We often associate deadly weapon scenarios with fatalities. However, the brandishing of a weapon or a threat to do so, even where no one is harmed, can have a serious impact on the insured. With this in mind, crisis management services are available the moment a weapon is brandished, regardless of whether it is used or whether anyone is harmed as a result. There are also enhanced coverages with an option to include access to risk services where there is a verifiable threat made. Service providers can assist the insured in investigating the threat and advising on next steps. Misconception 5: The policy excludes coverage for mental anguish. The impact of a deadly weapon event on the insured organization and the local community can be profound. Several policies offer counselling services to all those affected by the event, including employees of the insured and third parties. Misconception 6: The product was designed solely for K-12 schools and higher education. Anywhere that is potentially hard to secure with a high volume of people coming and going could be a target for an armed individual. Organizations that are often responsible for coordinating security for multiple occupants with significant numbers of people entering and leaving the site at all times during the day should look into coverage. Examples include hotel chains, casinos, cinemas, theme parks, nightclubs, restaurants, retail, offices, sporting events, conferences, festivals and government buildings and entities, as well as healthcare providers and religious institutions. This piece was provided by Beazley. To view the original article in itâ&#x20AC;&#x2122;s entirety, go to https://tinyurl.com/Beazley2019.

- Portable firearm (loaded and unloaded) - Knife - Explosive device - Road vehicle which is used by an assailant to deliberately cause death or bodily injury - Syringe - Corrosive substance - Medical instrument - Any other handheld device or instrument which is used to deliberately cause death or bodily injury

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The US has already witnessed nine active shooter incidents in 2019, including El Paso Texas and Dayton Ohio. 2018 saw the FBI record some 27 incidents across 16 states, and for the three years prior, 71 such incidents lead to many deceased and injured. Data shows that there appears to be no obvious profile for perpetrators. In 2018, age alone ranged from 13-64. At least 16 attacks took place in areas of commerce, nine of which being business environments open to the public. While most organizations cannot predict if and when they might be affected by an attack, either directly or indirectly, they can take steps to protect their business and personnel if the worse was to happen. Active shooter and assailant attacks are about survival, both of people and of businesses.

Most Exposed Sectors Active shooter and assailant attacks can occur in all types of businesses and organizations; however, those exposed to the general public are most at risk, such as: • Amusement parks and leisure attractions • Hospitals and healthcare facilities • Hotels and hospitality • Houses of worship • Iconic sites and tourist attractions • Municipal locations • Museums • Retailers and shopping malls • Transport hubs • Universities and schools

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Three Phases of Risk Mitigation As these continuing tragic events have emphasised, crowded places continue to be vulnerable targets for high impact attacks. An important element of any security strategy is to create safer spaces, less vulnerable buildings and better equipped businesses to respond to such incidents. Understanding, quantifying and practically mitigating this threat is one of the key risk management challenges facing businesses today. Insurance placements provide financial risk transfer protecting people, infrastructure and ultimately brand and reputation. The unbundled risk mitigation consultancy support enables companies to understand the potential losses and their specific exposures. All of which is designed to address active shooter/assailant attacks, facilitating companies to take a proactive stance in order to assist with delivering the following benefits. • Greater ability to meet duty of care obligations and responsibilities, including relevant occupational health and safety legislation • Improved understanding of the likelihood of a range of security incidents • Enhanced reputational resilience thereby reducing business impact and improving staff retention • Better knowledge transfer throughout the operations, improving security risk mitigation • More robust corporate governance • Enhanced clarification on exposure to the risks It can sometimes be the perception that businesses and non-profit institutions are unable to effectively mitigate these kinds of incidents and realize the benefits of taking pre-emptive action. In reality, there is a lot that can be done. It can be useful to break this preparation down into the phases of an incident: pre-incident, during and postincident.

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By Arlington/Roe, Courtesy of Miller Insurance/London Pre-Incident

Post-Incident

The majority of mitigation work focuses on the pre-incident space and should include:

Also known as the recovery phase, this is often the longest and most neglected aspect of risk mitigation. It is important to identify and understand:

• Reviewing and exercising plans • Ensuring crisis communications are agreed • Identifying lockdown procedures and understand Law Enforcement response • Confirming information sources to monitor • Quantifying a potential loss through egress and choke point identification modelling

During an Incident It is at this point that preparation comes to the fore, guided and assisted by law enforcement and expert advisers in many cases. Companies should: • Follow national Law Enforcement guidelines - RUN, HIDE, FIGHT • Remain flexible throughout a fast moving event • Have an internal communication system that is both tried and tested through training • Ensure you have practiced your crisis management protocols as well as the trickle information feed

• Family liaison officers for your staff and their family members • A communications representative • Recognize the power and influence of social media platforms • Enhanced media attention on the locality especially during anniversary events and memorial services If this phase is not handled sensitively, a loss of confidence at any site can have a significant business impact. Therefore, despite the random nature of these events, the insurance industry is working hard to respond to the consequences, and more particularly, support companies in being as well prepared as is possible when facing such an attack. By Arlington/Roe, courtesy of Miller Insurance/London. For more information, contact Jim Eades, CPCU, Executive Vice President, Chief Brokerage Officer for Arlington/Roe. He can be reached at jreades@arlingtonroe.com or (800) 878-9891, ext. 8626.

Active shooter and assailant attacks are about survival, both of people and of businesses.

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Cyber… What? Part 3 of 6

I’ve already covered the first four parts to building an Agency Security Plan. This month, I will cover numbers five and six: Penetration Testing/Vulnerability Assessment, and Access Control Protocol. To review, the 12 parts are: 12 Parts to Building an Agency Security Plan 1. Risk Assessment 2. Written Security Plan 3. Incident Response Plan 4. Staff Training and Monitoring 5. Penetration Testing/Vulnerability Assessment 6. Access Control Protocol 7. Written Security Policy for Third Party Providers 8. Encryption of Non-Public Information 9. Designation of a Chief Information Officer (CIO) 10. Audit Trail 11. Implementing Multi Factor Authentication 12. Procedure for Disposal of Non-Public Information My goal in this series of articles, is to provide you with a pathway to compliance for your agencies and customer security. With this article you are halfway to completing your security plan. Keep it up. The end is in sight. 5. Penetration Testing and Vulnerability Assessment Many times, Penetration Testing and Vulnerability Assessment are used interchangeably. But they are very different. According to Tutorials Point, an online learning center, Penetration Testing (also called pen testing) replicates the actions of an external or internal cyber attacker that is intended to break the information security and hack the valuable data or disrupt the normal functions of the organization. With the help of advanced tools and techniques, a penetration tester (also known as ethical hacker) makes an effort to control critical systems and acquire access to sensitive data. Penetration Testing should be conducted at least annually on a computer system, network or Web application to find vulnerabilities that an attacker could exploit. This should be done internally and externally. A Vulnerability Assessment is the technique of identifying and measuring security vulnerabilities in a given environment. It is a comprehensive assessment of the information security position. A Vulnerability Assessment identifies the potential weaknesses and provides the proper mitigation measures to either remove those weaknesses or reduce below the risk level. This process should be performed, at a minimum, biannually. In simpler terms, a Vulnerability Assessment provides a more comprehensive approach to evaluating the security weaknesses in your system/processes and identifying an approach to mitigate them. Penetration Testing tells you someone can or cannot break into your system and what harm can be done.

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By Brian McSherry

Resources • Tutorials: Differences/Details between Penetration Testing and Vulnerability Assessments www.tutorialspoint.com/penetration_testing/penetration_ testing_vulnerability_assessment.htm • Veracode - Vulnerability Assessment and Penetration Testing www.veracode.com/security/vulnerability-assessmentand-penetration-testing • Illumant Security Assessment Services - Vulnerability and Penetration Testing www.illumant.com/Assessments?L4xLaT 6. Access Control Protocol Access Control Protocol is the technology used to authenticate a user logging into a computer or network. This responds to regulations requiring restricted access to non-public Information, including PII, PHI, PCI. Resource • FTC.Gov - How to Comply with the ‘Privacy of Consumer Financial Information Rule’ of the GrammLeach-Bliley Act www.ftc.gov/tips-advice/business-center/guidance/howcomply-privacy-consumer-financial-information-rulegramm Steps five and six can be a little over whelming. At this halfway point, you may need some help. Consider reaching out to IIA of Illinois’ partner, NetGen Consulting. They can provide products and services for your agency’s privacy, security and data breach response requirements. Contact Bill Larson at bill@netgendatasecurity.com or visit www. iiaofil.org/cyber for details. If you would like to learn more about Cyber, join us for the webinar series “Avoid an Agency and Personal Financial Disaster, Make Cyber Security Your Agency’s Priority” at www.iiaofil.org/cyber. Also, if you are attending CONVO 2019, plan to attend a two hour education session on “Data Breach & Security - Develop/Implement a Plan” on October 2. During this session I will be joined by several data experts including a panel of agents who will discuss Risk Management from an agent’s perspective. Visit www.ilconvention.com for details. Hopefully you are making progress in your journey to security compliance. Make sure you stay tuned for steps seven and eight next month. If you have any questions or concerns, or would like to have a conversation regarding your agency’s progress, don’t hesitate to reach out to me. Brian McSherry is Vice President of Agent’s Insurance Services. He can be reached at bmcsherry@iiaofil.org or (217) 321-3018.

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October 1-3, 2019

Crowne Plaza, Springfield, IL Schedule Tuesday, October 1 10:00 – 4:00 p.m.

Independent Agent Invitational Golf Outing

Noon

Registration Desk Opens at CONVO

1:00 – 4:00 p.m.

Concurrent Education Sessions (CE) Errors & Omissions, including Ethics - Speaker: Nicole Broch In this session, using the good, the bad and the ugly of real-life case studies, we will take a deep dive into the ways your agency can avoid an E&O claim. *Meets DOI Ethics requirement.

Delegate and Elevate as well as Crush Complacency - Speaker: Pete Honsberger One unfortunate by-product that comes with growth and success is busyness, i.e. the weight of the world and all its responsibilities falling on the leader/manager/high performer. End this cycle of stress by working toward a laser-focus on the roles & responsibilities that bring you, and the business, the most value. Delegate and Elevate is a concept that is life-changing for those who pay attention and put it into action.

What do you do when your team, your business, or even yourself falls into a rut? How do you even know this is starting to happen to you? In this session, learn how to identify the 3 Cs that identify “complacency” both individually and as a team, as well as what you can do immediately to crush it before it spreads. Join other high performers in creating aligned teams that execute a vision with a sense of urgency, not complacency. Also, learn how “20 seconds of insane courage” can kickstart the transformation. 5:00 – 6:00 p.m. Welcome Reception and Meet & Greet Say hello to an old or new friend, all while grabbing a quick drink and bite to eat. 6:00 – 8:00 p.m.

Dutch Dine Arounds/Company Dinners Head out for dinner with your Company Partners, old friends, or new acquaintances. Don’t have dinner plans? Sign up in advance for the Dutch Dine Arounds with the IIA of IL staff.

6:00 – 8:00 p.m.

Young Agents Network Dinner Invitation Only

8:00 – 11:00 p.m. Casino Night Hosted by Young Agents, Benefitting Make-A-Wish

View Full Schedule & Details at

www.ILConvention.com

e miss th Don’t PAC IIA ent Sil on! Aucti

Wednesday, October 2 7:00 a.m.

Continental Breakfast/Registration Desk Opens

8:00 a.m. – Noon

General Session (CE) - Build and Grow a 5-Star Agency Presenters: Phil Lackman, IIA of IL CEO; Bob Fee, IIABA Chair-Elect; Big “I” Hires; IntellAgents; DIAS; IMS; Pete Honsberger, CultureShoc; and more We’ve pulled together a great panel of experts to help you identify potential job candidates; hire and on-board new employees; cultivate, develop and retain your staff; equip your staff with tools to improve performance; analyze your agency’s data and more. Plus: IIA of IL Award Presentations.

Noon – 1:00 p.m.

Lunch and Networking

Concurrent Education Sessions (CE)

1:00 – 2:00 p.m.

Legislative and Regulatory Update - Speakers: Phil Lackman, Evan Manning, and Brett Gerger - IIA of IL This breakout will review both existing and new laws and regulations affecting your agency. IIA of IL staff will cover a range of topics including the Premium Fund Trust Account, the new Workers’ Compensation Repose law, and how it affects employers, the new Managed Care Organization Assessment and additional legislation.

1:00 – 2:00 p.m.

Employment Law - Speakers: Attorneys from Hepler Broom Topics covered during this session will include: The legalization of Medical and Recreational Marijuana’s impact on the insurance industry, on employment, compliance, and various aspects of the legal realm. Illinois Employment Law Update including the New Workplace Transparency Act; significant changes to the Illinois Human Rights Act, changes to the Economic Security and Safety Act; significant changes to the Illinois Equal Pay Act and Minimum Wage changes. Finally, the Statute of Repose and Workers Compensation/ Occupational Disease Acts will be covered as well.

1:00 – 4:00 p.m.

Policy Geography - Business Auto Coverage Form - Speaker: Chuck Schramm During this workshop attendees are given seven loss situations and a copy of the unendorsed Business Auto coverage form. They determine on their own if the situation is covered and where exactly in the coverage form, they found the answer. Each case is handled as a group after the individuals have time to research it on their own.

2:00 – 4:00 p.m. Data Breach & Security - Develop and Implement a Plan - Speakers: Brian McSherry, Agents Insurance Services; Bill Larson, NetGen Security; Panel of Agency Experts Data breach and data security remain a daily threat to agencies of all sizes. It’s complicated both in development and implementation but the threats are not going away. Don’t be reactive to a data breach be proactive. 2:00 – 4:00 p.m.

Active Assailant - Are Your Clients Covered? How Do You Plan to Respond? - Speakers: Rick Pitts & Guests Eliminating the risk of a malicious attack is impossible, but preparing for one is essential. In this session we will take a deep dive into the three core pillars of coverage: prevention services, crisis management services and general liability/primary liability.

3:00 – 6:30 p.m.

Tradeshow Meet with over 155 vendors from around the Country during the largest industry tradeshow in the midwest. Learn about the valuable products and services which will make your agency stand out.

6:30 – 11:00 p.m.

Big Party with Dinner, Drinks and Dancing After a day of learning, come relax and have fun. All attendees, exhibitors and company reps are encouraged to continue the networking in a more relaxed, comfortable setting. Enjoy dinner, drinks, live music with band “The Mix”, dancing and fun…all included!

Thursday, October 3 7:00 – 8:30 a.m.

Hot Breakfast

8:30 – 11:30 a.m.

State of the Association Address and CEO Panel Discussion (CE) IIA of IL leadership will discuss the trends and challenges facing the independent agency system. The Association will share what they are doing to stay ahead of the curve to provide a sustainable competitive advantage for member agencies. During the CEO Panel Discussion, hear from company CEO’s on how the insurance industry is changing and how their companies are revolutionizing the insurance industry. Learn what this means for your agency, and what you can do to be an “Agency of the Future.”

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive

Gold Level AAA Insurance Arlington/Roe Blue Cross/Blue Shield of IL Surplus Line Association of Illinois

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE Aon Programs Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. KPA, LLC dba Succeed/KPA Larry Gordon Agency 30

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Nationwide West Bend Mutual Insurance Co.

Bronze Level Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge Motorists Insurance Group Nat Gen Premier NHRMA Mutual Workersâ&#x20AC;&#x2122; Compensation PEOPLE Previsor Insurance ProAg Management Inc PuroClean RT Specialty - Naperville Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers UIG - The Agent Agency United Fire Group Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield september 2019

iia of il news | INSIGHT

Education Classes september

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CISR - Commercial Casualty 1 Springfield CISR - Commercial Casualty 2 Orland Park E&O: Roadmap to Policy Analysis Webinar On Ethics: Data, Dilemmas & Knuckleheads Webinar CISR - Commercial Casualty 1 Lake Bluff CIC - Personal Lines Springfield CISR - Insuring Personal Residential Property Rolling Meadows CISR - Commercial Casualty 1 Edwardsville E&O Risk Management Webinar Ethics - Walking a Straight Line Webinar E&O Risk Management Webinar

New Members member agency Abis Insurance Services, Inc. Chicago, IL Business Insurance Services, Inc. West Chicago, IL Eumolpias, Inc. DBA TRUX Insurance Services Addison, IL ISurances LLC Hanover Park, IL Magnum Insurance Agency Des Plaines, IL Scott Broderick Insurance Services, Inc. Chicago, IL

copper associate member Fairmatic San Francisco, CA For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. september 2019

october

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CONVO 2019 Springfield Ethics and E&O: Synergy Not Rivalry Webinar CISR - William T. Hold Rolling Meadows CISR - Insurance Commercial Property Bloomington Ethical Dilemmas Webinar E&O Risk Management Webinar CISR - William T. Hold Springfield E&O Risk Management Webinar CISR - Elements of Risk Mangagement Champaign E&O: Roadmap to Policy Analysis Webinar CISR - Elements of Risk Management Orland Park

Online Education www.iiaofil.org September & October Featured Online Classes General Homeowners | General PAP Property & Liability Concepts | Ethics & E&O When the Child Becomes the Parent- Aging Parents Business Income | Commercial General Liability E&O Roadmap to Policy Analysis | Ethics & the Law National Flood Insurance Program Basic Course Who is an Insured? | Workers Comp Insuring Trusts | Homeowners Hot Topics And More! insight

Illinois

Insurance Pre-Licensing Program

IIA of IL Announces New Pre-Licensing Program Designed by industry experts, one of whom played a role in writing the licensing exam, this program will give your new hire valuable insights into the industry. Our program is top-notch and will blow away the competition. It’s not just about being able to pass the test. It’s about retaining the information and building the foundation your new hire needs to have a successful career. You will see a difference in taking our sessions versus other educational providers offering similar programs.

By attending an Illinois Insurance Pre-Licensing Program, you will: • Receive valuable insights into the industry from instructors that have over 30 years experience • Retain and understand the information presented, not just memorize answers for a test • Be confident in your new role in the insurance industry

Cost per two-day session: $199 per person for IIA of IL Members (Non-Member: $229) Includes workbook, online interactive flash cards and quizzes as well as access to instructors after the program. IIA of IL Members will need a discount code to receive member rate. Contact info@ILPrelicensing.com to request the code.

Are You Standing Out or Standing Still?

Berkshire Hathaway GUARD will help you rise above the competition.

Apply now at www.guard.com/apply/

Berkshire Hathaway

GUARD AmGUARD

The Security You Need. The Name You Trust. 32

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EastGUARD

Insurance Companies

NorGUARD

WestGUARD

www.guard.com september 2019

Upcoming Dates & Locations: Property & Casualty September 16-17 Schaumburg October 15-16 Springfield

Additional class dates & locations will be announced.

October 21-22 Rolling Meadows November 6-7 Belleville December 11-12 Orland Park December 11-12 Springfield

Life & Health September 18-19 Schaumburg September 23-24 Springfield October 17-18 Springfield October 23-24 Rolling Meadows November 21-22 Orland Park December 3-4 Belleville

WE’RE LIKE BUBBLEWRAP FOR YOUR BUSINESS. BUSINESS INSURANCE THAT’S DESIGNED TO BE WORRY FREE A company is a business owner’s pride and joy. Help maximize coverage and protect it with business insurance from the Worry Free company — IMT Insurance. Learn how you can represent IMT Insurance at imtins.com/contact.

December 18-19 Rolling Meadows

www.ILPrelicensing.com Contact us to inquire about onsite training for your organization, or discounted registration for 5 or more people. september 2019

AUTO | HOME | BUSINESS

insight

Thank You for your many years of service. Board service is one of the toughest volunteer roles and these outgoing board members performed their responsibilities with dedication and tenacity. They have tirelessly given their time and resources to help make the association what it is today. The IIA of IL staff appreciates their contributions and wishes them nothing but the best in their future endeavors. Insight would like to put the spotlight on these board members as their terms are expiring September 30, 2019.

Michael Gonet

IIA of IL Region 4 Director Hartauer Insurance Agency, Inc. Granville, IL Producer

What do you see as the greatest benefit to IIA of IL membership? Connecting with an organization dedicated to helping Illinois insurance agencies regarding legislative issues, agency services and needs, and seeing the bigger picture of the insurance industry. What has been the most rewarding, for you personally, about your service on the board? Connecting and networking with other agents and insurance industry persons outside my community.

Bill Lawrence

IIA of IL Government Relations Committee Chair PLR Insurance Services, Inc. Bloomington, IL President Number of Years on Board of Directors: Two Year you Started in Insurance: 1979 Education: Business Major - Finance, Western IL University Designation: CPCU Family: Married, Four children, Eight grandchildren Experiences in insurance industry: Began in the family insurance agency, continued for 40 years. Recently sold to Hartauer Insurance Agency. Brief Agency History: My mother and father purchased a small insurance agency being run out of a ladyâ&#x20AC;&#x2122;s home in 1966. I entered the agency in 1979. The agency was primarily property and casualty business complimented with life and health insurance. I also ran a Real Estate agency in conjunction with the insurance agency for over 38 years. Current or Past Civic, Political, or Community Service Activities: Charter Member, Granville Area JCâ&#x20AC;&#x2122;s; Past President, Putnam County Athletic Boosters; youth baseball, softball, and basketball coach; past member, Putnam County Education Foundation

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Number of Years on Board of Directors: Four Number of Years with Agency: 16 Year you Started in Insurance: 1999 Education: Yorktown High School, Yorktown Heights, NY; Knox College, Galesburg, IL Designation: CIC Family: Wife, Jan; daughter, Kristen (husband, Adam); 16 year old grandson, Jonathan; 12 year old grandson, Jackson; son, John (wife, Corinne); granddaughter, Runa, 11 weeks; daughter, Kate (husband, Caton); two year old grandson, Will; and 8 month old grandson, Frankie september 2019

Experiences in insurance industry: In April 1999, in Macomb, IL, I sold a restaurant in the morning and bought an insurance agency in the afternoon. I sold my share in that agency in 2003 and moved East to Normal, IL. I purchased an interest in an agency headquartered in Tremont, IL. In 2010, we acquired a couple of agencies, one of which was in Bloomington, IL. We have since moved our main office to Bloomington. Brief Agency History: The agency was founded in 1969 by Jim Petrov. He had a series of partners from 1988 to 2003 when he and I partnered. He retired about 18 months ago. We provide most types of insurance, Personal Lines, Commercial Lines, Life, Health, Group Benefits. We prefer to work with insurance companies who are committed to the independent agency distribution system. Our best relationships are with the larger, regional carriers (Pekin, West Bend, Auto Owners) but we write business for national carriers, too. Current or Past Civic, Political, or Community Service Activities: McLean County Chamber of Commerce, 2009-2015, Chairperson 2014, Vice Chair of PAC; Economic Development Council of Bloomington Normal, 2017-Present, Vice Chair 2019, Chair-Elect 2020; Assessment Committee Chair 2019; CEO Selection Committee Chair 2019; Comprehensive Bleeding Disorders Clinic, 2005-Present, Board Member and Treasurer; ISU Mennonite College of Nursing, Strategy and Planning Council member 2014 -Present; Co-Chair (with Jan) of The Baby Folds Festival of Trees, 2016; YWCA Women of Distinction Awards, 2019 What suggestions do you have to respond to the challenges facing the Association? I think the Association is doing a good job trying to keep younger people engaged. We need to get more young people involved in the independent agency system. Once they’re part of the industry, they will likely join the association. We need to continue extolling the virtues of the independent agency system and independent agents, in general. We are a caring, knowledgeable resource to consumers, but we need to make sure they know that and believe it. What do you see as the greatest benefit to IIA of IL membership? Educational opportunities, government advocacy, access to markets, history and knowledge of the staff. What has been the most rewarding, for you personally, about your service on the board? I have always believed that it’s important to give back. It’s not fair to benefit from an organization without offering to be a part of that organization, in my opinion. The most rewarding for me was to try to give back to the organization because I believe in the mission of the IIA of IL.

september 2019

Lindsey Polzin

IIA of IL Education Committee Chair Presidio Naperville, IL Executive Vice President Operations

Number of Years on Board of Directors: 10 Number of Years with Agency: 3 Education: Bradley University Designation: CIC Family: Husband, Tim; Kids: Nick (10), Kevin (7) Brief Agency History: Stewart Keator Kessberger & Lederer was founded in 1920. My father took over as president in the 1980s. He and Jim Ander ran the agency for 30 years. Jim retired in 2010 and Dad and I ran the agency together. In 2015, we joined Acrisure where I am now the EVP of Operations. What do you feel are the major challenges facing our Association today? Mergers What do you see as the greatest benefit to IIA of IL membership? Political influence and education What has been the most rewarding, for you personally, about your service on the board? The personal and business connections I’ve made through the association. What advice do you have to share with someone considering a volunteer position with the IIA of IL? You will get out as much or more from the association as you put into it.

continued...

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Ken Samson

IIA of IL At-Large Director Dasco Insurance Agency, Inc. Northbrook, IL Vice-President

What suggestions do you have to respond to these challenges? Many organizations are struggling with members’ lack of time. We need to host very enticing events that people want to come out to. Once we have them there, we cannot waste their time - the event must be worthwhile. What do you see as the greatest benefit to IIA of IL membership? The people. I have gotten to know some truly, wonderful people. I am friends with so many smart, nice peers who are smarter than I am! Seriously, we are a different agency because of the knowledge other people have shared with me. Plus, it is fun to have a beer with someone who shares the same frustrations and cares enough to talk you through things or introduce you to someone who could help.

Number of Years on Board of Directors: 18 Number of Years with Agency: 25 Year you Started in Insurance: 1993 Education: University of Kansas (Rock Chalk!) Designation: CIC Family: Wife, Jeannette (of 25 years); daughter, Emma (21 years old); son, Stephen (17 years old) Experiences in insurance industry: Joined the family agency shortly after graduating from the University of Kansas. I’ve been here ever since (despite it all). Brief Agency History: My father, David, started the agency almost 50 years ago out of the extra bedroom in our house. We only write Property & Casualty for privately held businesses and the people who own them. Essentially, this means we insure small to medium sized businesses and upscale Personal Lines. Current or Past Civic, Political, or Community Service Activities: I have been a member of the board of the IIA of IL since 2000 holding the following positions: Young Agent Co-Chair, Director At-Large, Vice President, President-Elect, President and Chairman of the Board. I sit on the IIA of IL Government Relations Committee, as well. I am also on the board of the Business Executives Association and Past President of Tennaqua Swim and Tennis Club. I was previously a Deerfield Board Member of the Northbrook Chamber of Commerce. What do you feel are the major challenges facing our Association today? There is strong competition for peoples’ time. Everyone is busy and it is hard to get people to come and participate in events. But the real value of the IIA of IL (aside from political advocacy and education) is the events - it is people getting to know each other and spend time together. There are a lot of agents out there who aren’t members or who don’t participate that don’t know there is a “family” of us who are dying to help them. Help them meet people, help them get markets, help them solve problems in their agencies. If people don’t come out and participate, they will never know how much they are missing. 36

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What has been the most rewarding, for you personally, about your service on the board? See above - it is the people. No contest. Second place would be the industry knowledge - while on the board, I heard of changes in the industry well before regular members (and non-members maybe never heard it at all!), which put me at a competitive advantage. Third place would be the insight into what happens running an organization much bigger than my agency - bigger budget, more people... sometimes the same challenges. What advice do you have to share with someone considering a volunteer position with the IIA of IL? Do it. There is never a good time to take on a new responsibility, but this is one that pays back. People notice that you are on the board - companies, vendors, prospects and clients, and other agents. You will meet very good people who care - not just about their own agency but about the industry. The knowledge you will bring back from board meetings and events will pay back, over time.

Keith Verisario

IIA of IL Trusted Choice Chair Presidio Naperville, IL President/CEO

Number of Years on Board of Directors: 13 Number of Years with Agency: 20 Year you Started in Insurance: 1999 Education: B.S. from Bradley University 1993-1997

september 2019

Family: Wife, Renee; Kids: Lillian (14), Maddie (12), Andrew (7); Dog: Daisy (2) Experiences in insurance industry: My father started All-Security Insurance Agency in 1981. He retired in 2017. All-Security joined forces with two other Acrisure Partners in 2019 and all 3 agencies rebranded as Presidio. I joined All-Security in 1999 and became President of Presidio in 2017.

What advice do you have to share with someone considering a volunteer position with the IIA of IL? There is nothing to lose by volunteering with the IIA of IL. You will gain friendships that will take you through your career. You’ll have the chance to regularly talk with peers in your region and throughout the state that will give you a new perspective on operating your own office, developing new sales techniques and planning for the future of the industry.

Brief Agency History: A few specific verticals, but mainly a generalist agency providing mid-large market clients P&C, Employee Benefits and Personal Lines insurance. What do you feel are the major challenges facing our Association today? Membership (effected by M&A environment) and Insurtech. What suggestions do you have to respond to these challenges? Embrace the M&A environment and try to become involved with the big players that are changing the landscape. Figure out how we can stay relevant for those firms and provide value. In turn, stay in front of the smaller agency that isn’t selling and still needs Association support. For Insurtech, it is no secret that certain carriers are trying to undercut the broker. They are investing in technology and selling Personal Lines and Small Business to the client on a direct basis. Furthermore, tech-enabled intermediaries are gaining in popularity. Continue to keep a pulse on this and find partnerships with certain intermediaries who can provide value to the agency membership, but perhaps don’t have the line of communication to get in front of them like the Association does. What do you see as the greatest benefit to IIA of IL membership? Personal networking and knowledge of the industry. The Association does things for our industry that don’t get noticed. They fight a battle for the Independent Agent System every day. If you are not involved, you typically have no idea of the tremendous effort put in by the team at the IIA of IL office and in the field on a daily basis.

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

(800) 666-5692 | JMWILSON.COM september 2019

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INSIGHT | classifieds for the insurance professional by the insurance professional

POSITION AVAILABLE - COMMERCIAL SALES MANAGER.

32. Are you a dynamic individual with prior insurance sales experience? This candidate will earn the opportunity to be the agency’s perpetuation plan and eventual owner of the agency. In this process, the producer will earn 50% split on commission and have the ability to earn ownership of their book of business, at no cost to the producer. The agency has an outstanding loss ratio/experience, exceptional relationships with Insurance Carrier’s that are A++ RATED and extremely competitive. We also have expertise in the niche markets. The right candidate should possess a strong sense of independence, motivation, excellent communication skills, leadership qualities, excelling in a fast-paced environment, establishing and meeting deadlines, self-starter, sales driven and most importantly, have integrity. Our agency has been family owned since 1940. Contact:

Bill Preston Preston Insurance Agency, Inc. (309) 265-5774

ACCOUNT MANAGER WANTED

43. Local, independent insurance agency in Normal, Illinois is looking to hire a career minded individual as an Account Manager in our Commercial Lines Department. Job consists of working with the various companies represented in quoting new/renewal business, making changes to policies and to assist customers with their insurance needs. Previous insurance experience and working knowledge of an agency management system is preferred. Property and Casualty license with State of Illinois is mandated. Excellent pay, benefits, 40lK and summer hours Memorial Day- Labor Day. Applicant must be professional in appearance, have a strong work ethic, and have good organizational skills. Contact:

Wanda Gray Mid-America Insurance Services, Inc. (309) 454-3667

AGENCY WANTED.

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

Visit www.ciagonline.com for contact information.

CIC INSTIUTE COORDINATOR WANTED.

1. The IIA of IL Education team is looking for an on-site coordinator to conduct our 2020 CIC Institutes in the northern part of the state. The time commitment includes two half days, and two full days once a month, for a few months out of the year. Position can be split between multiple people based on availability. For more information contact Shannon Churchill at schurchill@iiaofil.org. 38

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AGENCY LOOKING TO MERGE.

47. Central Illinois Independent Agency looking to merge with another Independent Agency. Owners are aging and looking for future perpetuation options. Agency is profitable and has a strong carrier line. Any inquiries will be held in strict confidence. Contact:

Tami Hubbell thubbell@iiaofil.org Reference #ALM47

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 Agency (708) 383-9000 www.forestagency.com/contact-us/mergersacquisitions/

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

CSR POSITION AVAILABLE.

06. Central Illinois agency looking for licensed CSR for commercial and personal lines, knowledge of both lines is helpful. Monday through Friday, 8:00 am to 5:00 pm. Benefits Included. Contact:

Tami Hubbell thubbell@iiaofil.org Reference #CPA06 september 2019

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com.