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

SEPTEMBER 2019

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

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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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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

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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

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

insight

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

5 5 10 11 12 18 24 24 24 25 26

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

1 3 16 16 17 22 24 24 29 29 30

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.

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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

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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

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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

insight

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.

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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

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