e-Insight - September 2021 - Non-Member by Big I Illinois

SEPTEMBER 2021

INSIGHT MERGERS & ACQUISITIONS Weighing All Options

Plus

How to Navigate ADA Accessibility Complaints

Education Lineup

Commercial | Personal | Farm-Ag | Specialty

Matthew B. Illinois Sales Manager

Tricia B., Personal Lines Underwriter

Tyler H. Agribusiness Lines

Underwriter

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

Interested in building a relationship? Contact us at secura.net/IL-agents.

Tyler S. Specialty Lines Underwriter

Kelly L. Commercial Lines Underwriter

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

September 2021

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS 12

How to Navigate Accessibility Complaints Under the Americans With Disabilities Act

By HeplerBroom

14 16 17 20

Six Ways Financial Partnering Can Help Independent Agencies Thrive

24 25 26 28 30

The Difference Between Selling Your Book vs. Selling Your Business

By David Tralka

Aggregators, Alliances, and Clusters: What’s the Difference? Mergers and Acquisitions Errors & Omissions Checklists

By Utica National Insurance Group

Weighing Options: IIA of IL Member Agents Give Their Perspective on Not Selling

By IIA of IL Staff

By Alan Grayson

So You’re Thinking About Selling (or Buying) an Agency?

By Richard Lund

The Human Aspect of M&A Integration

By Marsha Lewis

Insurance Agency Valuations at All-Time Hights

By Harrison Brooks

CONVO 2021 - Education Classes

In This Issue

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

7 9 11 19

President’s Message Brett’s Two Sense Government

e-Insight

32 34 35 37 38

Associate News Agency Members in the News Outgoing IIA of IL Board Members IIA of IL News Classifieds

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

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

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of IL). The magazine is published monthly for the members of the IIA of IL, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of IL welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership. The editor reserves the right to edit and select submissions for publication. Address submissions for review to Rachel Romines at rromines@iiaofil.org. For advertising information, contact Tami Hubbell at thubbell@iiaofil.org.

Board of Directors Executive Committee

Regional Directors

ADVERTISERS 40

APPLIED UNDERWRITERS

ARLINGTON/ROE

BERKSHIRE HATHAWAY/GUARD INSURANCE CO

CLICKVSC

EBRM

GRINNELL MUTUAL REINSURANCE COMPANY

INSURANCE PROGRAM MANAGERS GROUP

13 COVER TIP

JM WILSON OMAHA NATIONAL UNDERWRITERS, LLC

SECURA INSURANCE

UNITED FIRE GROUP

WEST BEND MUTUAL INSURANCE CO.

Committee Chairs

IIA of Illinois Staff

Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com

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

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

Education | Teresa Fleming, CIC, CISR (815) 849-5219 | tess@leffelmanassoc.com

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 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.org

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

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

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

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

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

Find us on Social Media

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president's message | INSIGHT

It’s Been an Honor to Serve You As I close out my year as IIA President I reflect on what a year it has been for all of us. We have all been through so much personally and professionally. We have seen health challenges for family, friends and neighbors. We have experienced clients that have been impacted by shut downs, labor shortages, supply chain issues, etc.. Our members have been challenged to service clients. What did we do to respond??? Well, I’m proud to say that in the face of all of that adversity, you stepped up to be there for clients when they may have been having their worst day. You stepped up and allowed employees to work remotely so they could take care of their children who were unable to go to school. We proved to our clients and employees that they were first and there was no challenge that would deter us from being there for them. Despite so much of the year being in a virtual mode, I’m proud of the IIA Team and the IIA Board for making progress on many fronts. We had aggressive goals and through the hard work from many people, we have made great strides. I look forward to working with Jay Peterson to transition these goals and continue the progress we have made this past year. The following details our progress on several areas of focus during this past year. IIAPAC Engagement - As you know, our industry is regulated at the state level. We all benefit from the efforts of Evan Manning, Brett Gerger and Phil Lackman who represent us every day in Springfield. The IIA was instrumental in passing four bills during last session. Again, since every member benefits from this work we need everyone to contribute to IIAPAC. It’s unfair that only 30% of our members contribute while 100% of our members benefit. We made some strides but have a long way to go. With your help we will get there. Education - Our IIA has developed a virtual Pre-Licensing program. A bill was introduced by the IIA and passed that allows virtual pre-licensing to continue. The governor recently signed the bill and we are communicating and marketing to all of our members and beyond. We are asking all to adopt the IIA pre-licensing program as their provider of choice. Diversity and Inclusion - One of my primary goals was to make a true measurable difference on Diversity and Inclusion by focusing on three things. Those three things are listening, recruiting young and diverse talent and mentoring minority owned agencies.

recruiting methods. We need to provide tools for our member agents that provide a blueprint for interviewing, onboarding and mentoring that will allow our member agencies to successfully recruit and grow a young and diverse workforce. Mentoring - We developed a program that will pair some of our most successful agencies with minority owned agencies that will volunteer to receive guidance through a formal program developed by the IIA of IL. We started this pilot and we are making progress. Resources - We are using our IIA resources to provide prelicensing class and licensing fee help to members that hire diverse staff members. Technology - We are committed to technology and have transitioned Technology from a task force to a committee. The technology committee has created a plan to establish an IIA Technology brand identity and communication strategy that can deliver information that will make a difference for our members. Lastly, our goal for the Planning and Coordination Committee was to create clear deliverables for our regional directors that include IIAPAC engagement, CONVO participation and education marketing. In addition, refine the accountability blueprint to ensure all Board and Exec Committee members understand their role so we can maximize the effectiveness of our entire Board. They have done a fine job executing and making a difference. As CONVO approaches, I just want to urge all of you to attend this flagship event. If you have never attended, you will be in for a vibrant event that will blow you away. For those returning members, we will welcome you back and hope you can tell some agency friends to join you in Springfield, October 5-7. It has been a true honor to serve as your IIA President this last year. Thank you to my family and The Horton family for allowing me to share more time with the IIA. Thank you to the IIA exec committee, committee chairs and members, regional and at large directors for their support and selfless service to our membership. Thank you to the IIA staff who represent us so well each and every day. They are truly the best in the business. It’s been a pleasure and an honor.

Listening - We worked with Dr. Lee Nunnery to develop a survey to reach out, ask and most importantly listen to members to receive ideas about how we can create an action plan that will make a positive impact on diversity and inclusion. We developed actionable goals around resources, recruiting and mentoring. Recruiting - Through our task force and with help from our Chicagoland Board and Young Agents Committee we are planning a college recruiting program to attract more young people and diverse candidates to our industry. We are building a creative approach to go beyond traditional

George Daly - IIA of IL President - (708) 845-3311 - george.daly@thehortongroup.com september 2021

insight

INSURANCE PROGRAM MANAGERS GROUP CLAIMS MANAGEMENT SERVICES

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

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

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

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government | INSIGHT

Unland Companies Supports IIAPAC The Unland Companies, based in Pekin, IL, recently celebrated their 80th agency anniversary with an employee cookout at their office.

IIAPAC

Independent Insurance Agents Political Action Committee

During the celebration, Pat Taphorn, IIA of IL Government Relations Committee Chair, and Unland Companies President, gave a brief overview of the benefits the association offers. Taphorn also briefed his team on the Indpendent Insurance Agents Political Action Committee (IIAPAC) and the importance of donating. He encouraged all employees to donate what they could to IIAPAC, and he personally matched their contributions. The team raised over $550! Taphorn presented the check to IIAPAC during the August IIA of IL Board of Directors meeting held at The Horton Group in Orland Park. Thank you to Pat Taphorn and the entire team at Unland for your support! Pat Taphorn, right, with Noele Tatlock, Personal Lines Division Manager for Unland, and Evan Manning (center), IIA of IL Director of Government Relations.

CONVO Silent Auction to Benefit IIAPAC and St. Jude Children’s Research Hospital As announced in last month’s issue of Insight, the IIA of IL will once again be hosting a Silent Auction to benefit IIAPAC and St. Jude Children’s Research Hospital during CONVO, October 5-7, in Springfield. Thank you to those that have already donated these auction items: • Cigar Humidor • Mizuno Golf Bag • Electric Putting Mat • Exotic Golf Bag • Cleveland Wedge • Liquor • Wine and Wine Rack • Johnnie O Shirts • Pappy Van Winkle • Southern Illinois Wine • Threesome to Edgewood Valley Golf Club • White Sox Tickets • Foursome with Carts to Deer Valley

september 2021

The IIA of IL is still seeking additional donations of items, trips, tickets and more, or monetary donations, to add to this list. Contact Evan Manning, IIA of IL Director of Government Relations, at emanning@iiaofil.org or (217) 321-3002 for more information. During CONVO, attendees will have several chances to bid on these items. The auction will close on Wednesday evening during the Big Party. Keep up-to-date on the auction item list at ILConvention. com.

insight

e INSIGHT -

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

SE PT EM BE R

20 21

INSIGH T

MER ACQUGIERS & S Weigh ing All ITIONS Optio ns

Plus

How to Naviga Accessib ADA ility Cote mplaints

Education

Lineup

In this month’s e-Insight.

Insurance M&A Outlook

Powering Through

Disruption

By Deloitte september 2021

insight

Don’t Miss Our EBRM 2021 Fall Education Workshops

Earn 3 CE Credits! Registration is open for the

2021 Fall Education Workshops at EBRM.com. Topics include: 3 2022 product changes, additions and enhancements 3 Best practices during Open Enrollment including Covid-19 procedures 3 Simple, effective prospecting tools 3 Writing 1099 Employees & One Life Groups 3 New BCBSIL Senior products to increase Agency income and lower client’s costs 3 Ancillary products to address your client’s post-Covid needs 3 And much more!

Tuesday, September 28, 2021 – Rockford, IL Hoffman House at the Holiday Inn

Wednesday, September 29, 2021 – Peoria, IL Embassy Suite

Thursday, September 30, 2021 – Effingham, IL

Thelma Keller Conference Center n

Wednesday, October 13, 2021 – Live Webinar Access Information Provided to Registered Attendees

Thursday, October 14, 2021 – Oakbrook Terrace, IL Drury Lane Oakbrook Terrace

Please visit EBRM.com for more information and registration.

Use Health Insurance to Grow All Your Lines of Business Your existing business clients and prospective new clients all have the same problem: Finding high-quality health coverage at a reasonable cost. EBRM shows P&C and Life Agents how to solve this problem. EBRM offers full support to make you the health insurance pro your clients expect.

EBRM is a true wholesale GA: We are exclusive to brokers and NEVER sell direct to the public. Want More Information? CALL 1-800-982-EBRM (3276) Today CLICK EBRM.com or COME IN to our Oakbrook offices Live CHAT available at EBRM.com For Agent Use Only

Independent, Authorized General Agent for

An Independent Licensee of the Blue Shield Association

iia of il

! k c a B e r ’ e ! October 5-7 W n o s r e P Crowne Plaza, Springfield, IL n I Together we are Independent Agents. Together we are stronger.

Learn Together.

Earn Up To 12 Hours CE!

We believe investing in yourself as an insurance professional is the best way to ensure career growth and expand your knowledge base. Depending on what you are looking for, either learning more about the industry’s top trends and issues, or meeting your CE requirements for the year (or possibly a little bit of both), CONVO education sessions will meet your needs. Learn about the latest topics and news that matter most to you from leading experts and your peers while earning up to 12 hours of IL continuing education credit.

Education Session Schedule Tuesday, October 5

1:00 – 4:00 p.m. - E&O Mock Trial (Nicole Broch) - Includes IL Ethics CE Credit - Time Management (TBD)

Wednesday, October 6

(all classes listed are filed for IL CE) Wednesday, October 6- Concurrent Sessions

8:00 a.m. – Noon General Session - Future of the Industry and Key Trends of Today’s Marketplace (Harrison Brooks) - Stories, Not Statistics (Alyson Van Hooser) - IIA of IL Award Presentations

1:00 – 4:00 p.m. - Had I Been on THAT Jury ( Rick Pitts) 1:00 – 2:00 p.m. - Legislative and Regulatory Update (Evan Manning) 1:00 – 2:00 p.m. - Five Key Action Items to Win in Today and Tomorrow’s Marketplace (Harrison Brooks) 2:00 – 4:00 p.m. - Own Your Sales Success in a Multi-Generational World (Alyson Van Hooser) 2:00 – 3:00 p.m. - Homeowners/Homesharing (Chuck Schlager) 3:00 – 4:00 p.m. - EPLI (HeplerBroom)

Cyber and Health Coverage Classes Being Scheduled!

Thursday, October 7

8:30 – 11:30 a.m. - State of the Association Address and Carrier Executives Panel 30

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september 2021

E&O Mock Trial

Session Highlights

tion p i r c es d n o i ! s Upon completing this session, participants will: e s t i e s s b • Understand the perils associated with not properly updating coverage l al we n.com • Recognize the importance of properly completing certificates of insurance e w e h i t V • Identify the problems that changes in operations can present on onventio • See the potential problems with electronic communications • Learn how an insurance claim is calculated when property is not insured to value ILC This session, which qualifies for Ethics credit, is designed to show how mistakes made by an insurance agent are portrayed in a court room setting.

• Understand the E&O exposure from not properly handling an account • Serve as a jury for the proceeding after hearing the facts

General Session: Key Business Strategies for Today’s Marketplace and Stories, Not Statistics Join IIA of IL Chairman of the Board George Daly and presenters Harrison Brooks and Alyson VanHooser as they share key details successful agency leaders need to know, including trends that are shaping today’s marketplace and how leaders and employees can successfully navigate the different generations in the workforce. Daly will update members on the association’s key initiatives, explore the industry’s challenges and successes over the last year, and honor the association members that stood out. Attendees will also hear perspectives from the national association, presented by IIABA Executive Committee Member Michael McBride, JD, president of Mason-McBride, Inc. in Troy, Michigan. Harrison Brooks, partner at Regan Consulting, is prepared to share insights on key trends in the marketplace and how agencies can keep pace with the change. Despite the tumultuous events of the past year, the insurance industry continues to thrive. Valuations are at all-time highs. P&C pricing and the economy are driving peak organic growth rates. Brokers are consolidating at record levels with scale as a key driver. Insurtech moves are happening. Yet, producer recruiting and development remains a key challenge. Learn how agencies can continue to experience success in this fast-paced environment. In addition to adapting to changes in the industry itself, insurance industry leaders are scrambling to figure out how to lead, influence, and impact a generationally diverse workforce. It’s been a struggle for decades, and the challenge is increasing! Alyson VanHooser will share her future-proof leadership success strategy in “Stories, Not Statistics.” Creating a deep connection is the foundation for success - whether it’s between you and a customer, or you and a team member. To begin building an authentic connection with people of any generation, you must start with the stories, not just statistics. It’s in a person’s individual stories, we will find answers to exactly what motivates and drives them.

Had I Been on THAT Jury This three-hour continuing education class is interactive and fast paced. Participants sit as “jurors” and decide personal lines and commercial coverage and liability cases (all of which have been decided by appellate courts within the last few years). The participants deliberate and then compare their verdicts to the result in the real-world case on which the case is based. The actual outcome of the case and lessons to be gained from it are discussed.

Own Your Sales Success In A Multi-Generational World The challenge of selling and serving up to five generations of customers can be daunting, but it’s a challenge worth overcoming. Mutual understanding is the answer to your next right step and adaptability gains you access to success. In this breakout session, you will: • Gain clarity on who and what is motivating different generations of customers • Understand when, why, and where to build a connection with all 5 generations • Learn how to communicate with different customers in a way that is most comfortable for each generation of customers • Discover the best listening process to connect with customers • Breakdown the 5-step process for Earning the Right to Be Heard™

State of the Association Address and Carrier Executives Panel IIA of IL leadership will address the trends and challenges facing the independent agency system and what the association is doing to stay ahead of the curve and provide a sustainable competitive advantage for member agencies. IIA of IL Chairman of the Board, George Daly, will lead an informative and lively discussion with four leading independent insurance company executives on challenges and trends in the industry and members will have the opportunity to ask questions during the open forum. The executives will cover topics ranging from pandemic related concerns to how companies are navigating issues such as weather pattern changes, competition from direct writers, and an increasing number of technology vendors offering solutions for the industry. This is a great opportunity for members to hear directly from thought leaders in our industry. Participating on the panel are Dan Connell of Pekin Insurance, Rich Meuret of Liberty Mutual, Jim Schwalen of West Bend Mutual Insurance, Jamie Whisnant of AutoOwners Insurance.

Details & Registration at ILConvention.com

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

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

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS

IMT Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies Chubb ClickVSC Columbia Insurance Group Continental Western Group CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encompass Insurance Encova Insurance Foremost Choice Property & Casualty Foremost Signature Auto & Home Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Homeowners of America Insurance Company Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance 32

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

associate news | INSIGHT SECURA Insurance Named on Fortune 2021 Best Small and Medium Workplaces List

SECURA Insurance was named on the Fortune 2021 Best Small and Medium Workplaces list for the sixth consecutive year. The company took the No. 44 spot on this year’s list. The rankings are based on employees’ feedback and reward companies that best include all employees, no matter who they are or what they do for the organization. “We’re proud to be recognized on the Best Small and Medium Workplaces list once again,” said Garth Wicinsky, SECURA Senior Vice President and Chief Administrative Officer. “Our people all play important roles in keeping our workplace culture strong.” The Best Small and Medium Workplaces list is one in a series of rankings by Great Place to Work and Fortune based on employee feedback from Great Place to WorkCertified organizations. Great Place to Work and Fortune also ranked SECURA No. 11 on the 2021 Best Workplaces in Financial Services & Insurance list and No. 38 on the Fortune Best Workplaces for Millennials 2021 list.

J.M. Wilson Hires Chalus as Assistant Transportation Underwriter

J.M. Wilson has announced the addition of Eric Chalus as Assistant Transportation Underwriter in their Arlington Heights, Illinois office. Eric is responsible for assisting underwriters with a wide variety of new and renewal commercial transportation accounts, as well as maintaining relationships with carriers and independent insurance agents in Illinois and Iowa. Prior to joining JM Wilson, Eric worked professionally in journalism and sales. He also coached for Augustana College, where he earned a Bachelor of Arts in Multimedia Journalism/Mass Communications. Founded in 1920, J.M. Wilson is a Managing General Agency and Surplus Lines Broker providing independent insurance agents access to specialty markets. J.M. Wilson can provide coverage for standard and hard-toplace Commercial Transportation, Property & Casualty, Brokerage, Marine, Personal Lines and Surety. For more information about J.M. Wilson, call (800) 6665692 or visit www.jmwilson.com.

september 2021

insight

INSIGHT | agency members in the news Dasco Insurance Agency Celebrates 50 Year Anniversary

the agency provides home, auto, valuable possessions, and umbrella policies as well as any specialty personal lines.

Dasco Insurance Agency is celebrating 50 years of business. Dasco is a family run agency serving the North Shore and Chicagoland’s insurance needs since 1970. David Samson is the founder and Chairman of the Board of Dasco. David established Dasco Insurance Agency in July of 1970 as a Property & Casualty agency specializing in Commercial Lines and high net-worth Personal Lines. For over 50 years, David has grown the agency and become a familiar name in Northbrook. The agency is built on strong relationships and specializes in working with individuals and small to medium size privately owned businesses.

Dasco gives back to the community with an annual Day of Giving by donating time at Feed Our Starving Children and by taking part in the annual Battle of the Books contest with Bernie’s Book Bank. Congratulations to everyone at Dasco Insurance Agency!

Unland Celebrates 80 Years in Insurance

Unland is celebrating their 80th anniversary this year. J. Logan Unland opened an agency in Pekin, IL and his son, Jim, joined him after serving in the US Army. The agency prospered by providing a “quality first” solution for commercial and business insurance.

As second generation to the insurance industry, Ken Samson, President of Dasco Insurance Agency, joined Dasco in 1992 and now has over 29 years of experience in insurance. Ken has been an active member of the IIA of Illinois and has served as Co-Chair of the Young Agents Committee, Vice President, President and Chairman of the Board. He is the recipient of the Young Agent of the Year Award and Charles M. Cartwright Award in recognition of his role as a longtime industry and association leader.

Through the decades, Unland has brown because of their strong foundation of customer first values. Unland now serves several communities in central Illinois: Pekin, East Peoria, Macomb, Metamora, and Morton.

The agency staff of licensed agents services the commercial and personal lines customers. Dasco handles all types of business insurance from an office policy, to cyber, professional liability, D&O, general liability, and workers compensation with a strong background in condo associations and liquor liability. The personal lines side of

Pat Taphorn, CIC, CSRM, is now the President of the agency and currently serves on the IIA of IL Board of Directors. Congratluations to the team at Unland!

Commercial Personal Lines We offer insurance solutions for homeowners and for small, medium, and large businesses with competitive pricing, an easy submission process, and the opportunity for multi-product discounts. Visit www.guard.com to see what we can do for you. Businessowner’s Commercial Auto Commercial Package Commercial Property Commercial Umbrella General Liability

Homeowners Personal Umbrella Professional Liability/E&O Workers’ Compensation Pay-As-You-Go options with over 200 payroll partners!

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september 2021

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.

Andrew Allan

IIA of IL Region 8 Director Lakeview Insurance Agency, Ltd. Chicago, IL What has been the most rewarding, for you personally, about your service on the board? The most rewarding thing for me, personally, while serving on the board was seeing the impact the IIA can have on agencies and their members.

Ed Boltz

IIA of IL Region 9 Director Crum-Halsted Agency, Inc. Geneva, IL What has been the most rewarding, for you personally, about your service on the board? The most rewarding part of volunteering was meeting people that I would typically not have met except through work on behalf of association.

Bill Durkin

IIA of IL At-Large Board Member The Daniel & Henry Co. Chicago, IL What has been the most rewarding, for you personally, about your service on the board? It was truly an honor to serve. Everyone from fellow board and committee members to the employees and leadership of the association were great people with a common motivation - advocacy for our industry. One can never know enough about our industry and was a great experience meeting and listening to brokers from all different regions of the state to learn what’s important to them and how they operate their business. continued...

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Joe Heneghan

IIA of IL Region 2 Director Heneghan, White, Cutting, and Rice Insurance Agency Jerseyville, IL What has been the most rewarding, for you personally, about your service on the board? The most rewarding experience that I have gained from my service on the IIA of IL Board has been the friendships that I have gained and the knowledge that I have attained on the ongoing processes of the association.

Ryan Hite

IIA of IL Region 5 Director, Executive Committee, Past President, Technology Committee Chair RLI Peoria, IL What has been the most rewarding, for you personally, about your service on the board? It will always sound cliche until you’ve served on this Board: It’s a special place. You get back more than you give. To put it another way... what you invest is returned to you compounded. The opportunities to be on the ground floor to help advise and shape State/Federal legislation that directly impacts our own business as well as the rest of your industry, while overwhelming most of the time, is worthwhile, fulfilling, and humbling. But certainly the relationships built while serving are immeasurable. Interacting with agents from different sizes, cultures, expertise, and geographies is an experience you cannot re-create or purchase. And I will forever be grateful to have been a part of it.

Randy Jacobs

Farm Agents Council Representative Payne Insurance Agency, Inc. Lexington, IL What has been the most rewarding, for you personally, about your service on the board? The most rewarding aspects of my service on the FAC and IIA boards have been the incredible professionals I’ve had the pleasure of working with and getting to know. The friendships I have made during my service on these boards will last me for the rest of my lifetime. I’ve also enjoyed getting to know more about the IIA and all the organization does for its members. The IIA is truly a top-notch professional organization and we, as agents, are thankful for all the organization does for us.

Bill Wirth

IIA of IL Region 2 Director, Executive Committee, Past President Wirth Agency Waterloo, IL What has been the most rewarding, for you personally, about your service on the board? It’s simple. It’s the people I’ve had the pleasure of meeting, the professional connections I’ve made and the friendships that I have developed. We have an amazing group of talented and dedicated individuals who have served and continue to serve our association. I’m fortunate to have been part of the team.

Interested in Getting Involved?

This is your association and as an insurance specialist, your insights and expertise can help shape the future of our association and industry. Go to www.iiaofil.org/About-Us/Get-Involved for more information. 36

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september 2021

iia of il news | INSIGHT

Education Classes september

1 2 7 8 9 9 14 15 16 21 21 22 23 27 28

E&O Roadmap to Personal Auto Webinar CISR-Commercial Casualty 1 Virtual Pre-Licensing Course - Property & Casualty Virtual E&O Roadmap To Cyber & Privacy Insurance Webinar Agents E&O Webinar E&O – Meeting the Challenge of Change Webinar The Evolution of Ethics in Insurance Webinar CIC-Insuring Company Operations Hybrid: Virtual or in Springfield E&O: Identity Theft, Red Flags, and Money Laundering Webinar Pre-Licensing Course - Life & Health Virtual CISR-Insuring Personal Residential Property Virtual E&O - Roadmap to Policy Analysis Webinar CISR-Agency Operations Virtual E&O-Roadmap to Homeowners Endorsements Webinar Agents E&O Webinar

New Members

october

4 5 7 12 13 18 20 20 21 26 26 27 28

E&O-Roadmap to Homeowners Endorsements Webinar CONVO Springfield

erson! In-P

Flood Insurance and the NFIP Webinar Agents E&O Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-P&C Virtual Pre-Licensing-L&H Virtual CISR-Commercial Casualty 1 Springfield

erson! In-P

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

member agencies De La Mora Insurance Agency, Inc. Addison, IL ESCO Insurance Agency, Inc. Wilmington, IL F.P. Zimardo Agency Downers Grove, IL James E. Supancic Insurance Rochelle, IL

associate copper member Berkley Management Protection Chicago, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, a (217) 321-3003 or tross@iiaofil.org.

Skylight Insurance Services Skokie, IL september 2021

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INSIGHT | classifieds for the insurance professional by the insurance professional

INSURANCE AGENT POSITION AVAILABLE

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

19. Lansing, Illinois agency is seeking an Insurance Agent to join our team! You will be responsible for expanding the company’s book of business by selling various types of insurance policies to new and existing clients.

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:

• Must have at least 3 years insurance experience and active Illinois AND Indiana Insurance license for P&C and Life & Health (resident and/or non-resident) • No sales quotas • Outlook Mail and Microsoft Office Products • Knowledge of AMS360 a plus, not required

Cheryl Abbott Schultz Insurance Agency (708) 474-1310

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

INDEPENDENT INSURANCE AGENCIES WANTED

AGENCY/AGENTS/PRODUCERS WANTED

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

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.

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

AGENCY WANTED

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

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

Dan Browne or Cathy Hall Forest Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions

Visit www.ciagonline.com for contact information.

We Make Hiring Easier

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

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

www.iiaofil.org

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september 2021

Partnerships are our priority. You focus on others, so let us focus on you.

We put the needs of our agency producers first. What does that look like? It looks like a family history of valuing and trusting business relationships, and a goal of serving you. Our focus is on developing lasting partnerships so we can tailor our solutions to your agency’s needs and help you expand your book of business. Our collaborative teams work to get the best market in the shortest time. Our core pillars of honesty, integrity and trust mean we stand by our word and are committed to helping you find the right solution.

Managing General Agents | Wholesale Insurance Brokers

Let us help you find the right solutions.

800.878.9891 ArlingtonRoe.com

MORE IMAGINATION.

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...And More To Come.

It Pays To Get A Quote From Applied.® Learn more at auw.com/MoreToLove or call sales (877) 234-4450 ©2021 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.