Insight April 2019 - Member

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Editor & Advertising - Deann French | Graphic Design - Rachel Romines

April 2019

CONTENTS

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Highlights from Insurance Industry Legislative Day

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Why Every Manager Should be a Coach, Not a Boss

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How to Mess up a Company’s Sales

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Consumers Expectations Fuel Growth of InsurTech Across Agencies & Brokers

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Journey of Generosity - When Doing the Right Thing Pays Off

By Evan Manning

By Caliper

By John Graham

The Myth of Agency Multiples

By David W. Tralka

The BIggest Mistakes Made When Managing Agents

By John Graham

By Todd Sorrel

By Deann French

In This Issue

6 8 19 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

Trusted Choice Industry

e-Insight

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Young Agents Associate News IIA of IL News Industry 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

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 dfrench@iiaofil.org.

ADVERTISERS

Board of Directors Executive Committee

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ABRC

Chairman of the Board | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com

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APPLIED UNDERWRITERS

President | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

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BERKSHIRE HATHAWAY GUARD INS. GROUP

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

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ENVISION

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

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EPAY POLICY

Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

Regional Directors

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GRINNELL MUTUAL

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GUIDE ONE

33 5

IMT INSURANCE IPMG

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

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KEYSTONE INSURERS GROUP

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

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OPENLY

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

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WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT

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

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WEST BEND MUTUAL

Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com Region 6 | Teresa Fleming (815) 849-5219 | tess@leffelmanassoc.com Region 7 | Neidra Crosby (708) 597-8731 | ncrosby@insxchg.com Region 8 | Corbin Adams (312) 938-0900 | corbin@irsichicago.com Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com At-Large Director | William Durkin (312) 629-0725 | durkinb@danielandhenry.com At-Large Director | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

Committee Chairs Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Farm Agents Council | Randy Jacobs (309) 365-3231 | rjacobs@mtco.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com

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

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

Vice President of Communications Deann French - (217) 321-3022 - dfrench@iiaofil.org

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

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

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

Director of Human Resources/Board Admin Jennifer Jacobs - (217) 321-3013 - jjacobs@iiaofil.org

Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org

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

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

Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

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The Trusted Choice Brand: Part I ®

Trusted Choice® is the brand of members of the Independent Insurance Agents and Brokers of America.

Over the course of a few newsletters we will explore how the Trusted Choice brand came to be, what it means and how it helps member agencies. This installment covers the concept of brand at the highest level, and how the Trusted Choice brand came to be.

Trusted Choice® is the brand of members of the Independent Insurance Agents and Brokers of America (IIABA or Big I). What does that mean, and why should member agencies care?

The concept of brand can be confusing. The silhouette of an apple missing a bite and the ring containing a three-pointed star both represent brands. But the logos themselves are not the brand.

A brand goes far beyond the color palette, typeface and visual logo. Simply stated, brand is what your customers think it is. Not what we think it represents.

A company’s brand is what the customer believes.

If you are looking for a cup of coffee in an unfamiliar part of town or while traveling, there might be any number of coffee shops. Odds are however, that you’ll open the door to a Starbucks.

If so, it isn’t because their coffee is superior to all of the other options. It is that their reputation for a good cup of coffee, a clean shop, and knowledgeable staff makes it an easy choice.

The brand tells you that you can get a good cup of coffee, and a number of food items, all made with care. The staff will be attentive, and your order will be delivered quickly and with care. That is the promise of Starbucks: good service and tasty coffee.

Trusted Choice® Origin Story A dozen years ago, the IIABA commissioned a study to determine what the insurance buying public thought of insurance agents. The results of the study pointed out some issues for the association and their members to address.

The public didn’t understand the concept of agent or agency as we use it, and confused the term with other types of agents like the secret kind. They also were suspicious of the term ‘independent’ and some thought that it meant that

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the agent was representing their own interests more than those of the insured.

The final conclusion of the report was that the average insurance consumer didn’t understand the differences between a captive agent and an independent agent.

One of the big captive agency companies is playing off this understanding with a series of TV commercials involving a famous athlete, his sports agent, and his captive insurance agent. You may have seen these spots recently.

WE may think that calling ourselves independent agents provides a distinction that consumers understand.

Unfortunately, too many don’t, and that is why the Big I decided that a new brand would help.

Trusted Choice®: A brand that resonates The branding consultants proposed that the association create the Trusted Choice® brand, which could be used by members to distinguish themselves from other insurance agents, whether captive or non-association members. Our National Directors agreed.

What does ‘Trusted Choice’ mean?

Google offers up these definitions, which provide some clarity.

• Trust: Belief in the reliability, truth, ability or strength of.

Trusted can refer to either the agent and agency, or the carrier that is writing the policy.

• Choice: A range of possibilities from which one or more may be selected.

Choice also can refer to both the agent, since the insurance shopper is making a decision about which agency to work with, and the carrier that the agent selects on behalf of the client.

If that is what we want the consumer to believe that our brand stands for, how do we make that happen?

In the next portion of this series, we’ll explore the brand promise of Trusted Choice.

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Brand Promise In order for a brand to successfully differentiate the business it must have a number of qualities. One of the most important of these is a brand promise that is delivered without fail.

A brand promise is an extension of the brand itself, and it distinguishes what makes the brand tangible and distinguishable from other competitive offers. But to be effective, it can’t be an untruth or inconsistently delivered.

Each of these points makes the promise of a Trusted Choice real to insurance consumers, and helps differentiate all members of the IIABA. As insurance offerings morph, and new competitors try to muscle in to the industry, it is vital that we continue to differentiate why Trusted Choice agents are the best option. When member agents deliver on the brand promise, we make the brand real to consumers and we gain new advocates who spread our message.

If each Starbucks offered a different menu, and the customer service of each shop was highly variable and they were often dirty, chances are that they wouldn’t be the first choice. The reason they are is because they consistently deliver on their brand promise of an excellent customer experience.

One of the powerful attributes of the Trusted Choice brand is that one of the key brand promises of members of the IIABA is stated clearly in the brand itself. We are the Trusted Choice. But what does that mean, and how does a member make that brand promise real to their customers?

The IIABA has provided a very useful tool to explain to a consumer why a Trusted Choice agency is the best option, the Trusted Choice Pledge of Performance.

The pledge offers some concrete guidelines to agency personnel on how they can deliver on the brand promise every day to customers and prospects.

Some key points of the Pledge includes Trusted Choice agents commitment to their customers include: • Identifying appropriate insurance products and companies • Thoroughly explaining coverages and options

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• Developing staff expertise to provide the best advice and counsel

©2018 GuideOne Insurance. GuideOne® is the registered trademark of the GuideOne Mutual Insurance Company. All rights reserved.

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INSIGHT | industry

Winners Announced in the College Agency Management Competition InVEST and the Big “I” Diversity Council announced Indiana State University, Ohio State University and the University of North Texas as the winning teams in the 2nd Annual College Agency Management Competition.

Winners were chosen based on business results of owning and operating a virtual insurance agency.

The competition, hosted by InVEST and the Big “I” Diversity Council, was designed to teach college students the basics of entrepreneurship, insurance agency management, business operations and teamwork through a virtual online competition developed by PriSim War Games. During the past month, students input their agency’s business decisions into PriSim’s agency management platform taking responsibility for strategy, carrier and customer management, source management, staffing, sales and financial statements.

While the students from the Katie School of Insurance at Illinois State University along with four other teams did not win technically, their participation, time commitment and critical thinking certainly show they are winners. The biggest winner however is the Independent Agency System.

The students and their peers are now truly exposed to the challenges and rewards of being a part of the independent agency Ecco System.

While the students were free to make the final decisions on their agency direction, they were coached by their sponsor professors and independent agencies and a corporate PriSim staff member to help them understand real-world issues such as how to read a profit and loss statement, the impacts of staffing, market segmentation and more.

Thanks to funding provided by participating Big “I” Diversity Council company sponsors, the winners will receive a trip to the Big “I” Legislative Conference May 8-10, 2019. The conference will give the students the opportunity to connect with executives from insurance agencies and companies for possible internships and jobs.

The eight participating schools and corporate sponsors included: • Appalachian State - Boone, NC with Selective Insurance • Howard University - Washington, D.C. with Safeco/ Liberty Mutual • Illinois State University - Normal, IL with Risk Management Solutions of America • Indiana State University - Terre Haute, IN with Westfield Group • Ohio State - Columbus, OH with Nationwide • Temple University - Philadelphia, PA with Church Mutual • University of North Carolina - Charlotte, NC with The Hartford • University of North Texas - Denton, TX with CNA “Congratulations to all of the teams sponsors and mentors that participated in the competition,” says Phil Lackman IIA of IL CEO. “Special congratulations to the top three teams.

We look meeting them in DC at the at the Big ‘I’ Legislative Conference.

We hope you had the opportunity to meet the Illinois State team at our State Legislative Day. Thanks to Risk Management Solutions of America, Inc team sponsor.

Thank you to Jim Jones, Executive Director of the Katie School of Insurance at Illinois State University, mentors, George Daly and the Horton Group, Jeremy Eden of Eden Insurance & Financial Services Charles Hilson, John Hibbett and Bennie Jones Risk Management Solutions.

Founded in 1970 and based in Alexandria, Virginia, InVEST promotes insurance education to attract individuals to pursue a career in the insurance industry. Each year, the program prepares thousands of students for insurancerelated careers with a hands-on curriculum taught in high schools, adult education centers and colleges. To learn more about InVEST and what you can do to bring more young talent into the insurance industry check out www. investprogram.org.

The Big “I” Diversity Council engages and develops a sustainable, diverse independent agency network by partnering with state associations, carriers, and industry affinity groups. The Diversity Council collaborates with other multicultural industry groups, state associations and other Big “I” committees to create an awareness of the opportunities and benefits of embracing diversity.

Team Redbird from Illinois State University. Pictured left to right: Andrew Stouffer-Lerch , Justin Richards, Justin McElroy, Erika Sreenan, Courtney Pence, Kaira Simpkins.

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industry | INSIGHT

I.I.I. Study Starts Ringing Alarm Bells on Marijuana Legalization and Impaired Driving Early Evidence Suggests More Accidents Occur Where Marijuana Sales Are Legal Given that 10 states allow the sale of recreational marijuana, U.S. auto insurers are examining how the drug is impacting motorist behavior and claims-filing patterns, according to a new Insurance Information Institute (I.I.I.) white paper.

A Rocky Road So Far: Recreational Marijuana and Impaired Driving explores marijuana impairment’s impact on a motorist’s driving abilities, how states deal with marijuana-impaired motorists, and marijuana’s broader implications for U.S. roadway safety.

Early results aren’t promising, the I.I.I. found. There are signs legalizing recreational marijuana pushes accident rates higher, while it can be difficult to detect whether a driver is high on marijuana.

“There is currently no ‘breathalyzer’ equivalent for marijuana impairment,” write James Lynch, the I.I.I.’s Chief Actuary, and Lucian McMahon, the I.I.I.’s Senior Research Specialist, the white paper’s co-authors, referring to the device which detects alcohol-impaired motorists.

Some U.S. states hold that a motorist is driving while marijuana-impaired if the THC concentration detected in their bodies exceeds a certain limit, such as 5 nanograms per milliliter (ng/ml). THC is the main psychoactive compound found in marijuana. Other states prohibit altogether motorists from driving with any trace of THC in their bodies.

“Early evidence suggests that recreational marijuana legalization is associated with an increase in traffic accidents,” the paper states, citing a 2018 Highway Loss Data Institute (HLDI) study and police-reported crashes in states with legal recreational marijuana. HLDI found collision claim frequency was significantly higher in Colorado (+12.5 percent) and Washington (+9.7 percent) than in nearby states without recreational marijuana, although the increase in Oregon (+1 percent), the other state the HLDI study covered, was deemed statistically insignificant.

“When a state legalizes marijuana, more people use the drug. More people using marijuana is associated with more people driving with THC in their systems,” the paper states. “The standard personal auto policy does not address driving under the influence of any drug, including alcohol and marijuana. However, auto insurance rates may be affected by the spread of marijuana legalization, particularly if such legalization is associated with an increase in impaired driving and related accidents.”

Moreover, when a motorist consumes both alcohol and marijuana, and then drives, that motorist is 25 times more likely than a sober one to be involved in a fatal accident, the I.I.I.’s white paper notes, pointing to a 2017 study in Injury Epidemiology.

Just the Facts • Marijuana affects its users differently but the drug generally impairs cognitive and motor skills.

• Marijuana impairment increases the risk of culpability for a car crash. And mixing marijuana and alcohol heightens driving risks.

• Marijuana use could increase after recreational marijuana legalization - and the number of THC-positive drivers could increase, as well.

• Recreational marijuana legalization is associated with an increase in collision claim frequency, according to the Highway Loss Data Institute (HLDI).

Established in 1960, the Insurance Information Institute (I.I.I.) is the premier independent resource on Property/ Casualty and Life insurance. Created to educate consumers about the benefits and economic value insurance provides, the Institute supports its audiences with timely and objective news, research, and thought leadership to make insurance more accessible and useful. For more information visit www.iii.org.

In addition to those three states, recreational marijuana is legal in seven others - Alaska, California, Maine, Massachusetts, Michigan, Nevada, and Vermont - as well as the District of Columbia.

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INSIGHT | government

Hightlights from Insurance Industry Legislative Da

By Evan Manning

Next on the docket was the newly appointed Director of the Department of Insurance, Robert Muriel. Director Muriel was accompanied by his Deputy Director Kevin Fry. Muriel spoke briefly to the members in attendance, in which he provided some insight into his background and his willingness to listen and learn from experts in the industry.

Following Director Muriel, Illinois State Senator Napoleon Harris III addressed the audience. Senator Harris is the Chairman of the Senate Insurance Committee. He spoke about his time serving the public and how he has run the Senate Insurance Committee. This year is Senator Harris’ first year serving as chairman and has really put in an effort to bring all sides to the table to make better legislation.

Illinois Department of Insurance Director Robert Muriel.

The last speaker of the day was our keynote speaker Janet Trautwein, the Chief Executive Officer of the National

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Trautwein’s responsibilities include oversight of all NAHU and NAHU Education Foundation activities including oversight for 30 staff members in Washington, D.C. and 210 state and local chapters. She is the primary spokesperson for NAHU to the media, government agencies and elected officials at all levels.

She began by highlighting the federal landscape in Washington, D.C. and NAHU’s legislative agenda for 2019. Topics of conversation included: employer exclusion, the Cadillac/Excise Tax, Health Insurance Tax (HIT), employer reporting, Medicare, Medicaid Buy-In, and repealing the 30-hour threshold for full-time employee to 40-hours.

At the conclusion of Trautwein’s presentation were two breakout sessions to cover legislation in Illinois General Assembly. Kevin Martin, CEO of the IIA and led the property and casualty insurance legislation session, while Phil Lackman and I discussed life and health insurance legislation.

Legislative Day ended with a reception at the Illinois State Library. Several legislators were able to stop by along with a variety of IL Department of Insurance officials. We want to thank everyone that participated in the event making it one of the best Insurance Industry Legislative Day’s we have had to date. A special thanks Director Muriel, Senator Napoleon Harris III, and Janet Trautwein for speaking to our insurance professionals from across the state.

Evan Manning is IIA of IL Government Relations Manager.

He can be reached at emanning@iiaofil.org or (217) 321-3002.

NAHU Chief Executive Officer Janet Trautwein

Jim Jones, Executive Director of the Katie School of Insurance and Financial Services at Illinois State University, kicked off the event with his presentation of the 2019 Economic Impact Study. The study highlights the tremendous impact the insurance industry provides to the State of Illinois. In addition to highlighting the incredible performance of our agents and brokers, the study also shows that the insurance industry is a major contributor to charitable causes. Access the complete report at www.insurancelegislativeday.org or contact IIA of IL for copies of the brochure handout. (Look for a deep dive into all findings of the study in the May issue of this publication.)

Association of Health Underwriters (NAHU) and President of the National Association of Health Underwriters Education Foundation in Washington, D.C. NAHU represents employee benefits professionals involved in the design, implementation and management of health plans all over the United States.

Illinois State Senator Napoleon Harris, III

On Tuesday, March 19th, the Independent Insurance Agents of Illinois co-hosted the 2019 Insurance Industry Legislative Day. The event was held at the Wyndham Springfield City Centre. The event was also co-hosted by the Illinois Insurance Association (IIA), the National Association of Insurance and Financial Advisors of Illinois (NAIFA-Illinois), and the Illinois State Association of Health Underwriters (ISAHU). The event brought in over 160 agents, brokers, financial advisors, and underwriters from around the state.

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government | INSIGHT

ay - March 19 - Springfield

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WHY EVERY

MANAGER SHOULD BE A COACH, NOT A BOSS

Dr. Lois Frankel, keynote, motivational, and inspirational speaker, states the difference between a leader who secures the commitment from employees, and one who only gains compliance is coaching. The most effective leaders see themselves as being coaches and leaders, rather than managers or supervisors. But what makes leaders most effective being a coach? Their mindset. They believe in the value of coaching and think about their role as a manager in a way that makes coaching their employees come naturally. Still wondering why you should focus on coaching rather than just being a boss? Let’s dive into managing as a coach!

Increase Employee Engagement According to Gallup, only 33.7% of employees feel engaged at work. The best way to overcome this issue is through a culture of coaching. With a coaching culture in play, employees are pushed to do their best and reach their highest potential. When employees are putting out their best work, they’re more likely to learn personal accountability and become more engaged in their career and overall performance.

Follow these steps to create a coaching culture and improve employee engagement: 1. Focus on your company’s mission and vision 2. Assist employees with defining their personal and professional goals that align with the company’s mission and vision 3. Identify employees’ strengths and weaknesses and communicate expectations From here, the coach and employee(s) can set goals that align with the extensive strategy and enforce an employee development plan that fits their style and your vision for them.

Boost Confidence 85% of people experience a lack of self-confidence at some point in their life. Without confidence, an employee won’t feel comfortable to take any type of risk or go beyond what is expected and/or asked to do. Lack of confidence in an employee results in hindering professional growth and reaching their full potential. Coaching can help with this by distinguishing the employee’s strengths and weaknesses the company and employee agree on. If an employee feels good about themselves, they’ll use this confidence at work, and their desires, to map out the best path for them in their career.

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By Caliper Improve Employee Retention Learning or starting something new for the first time is always a nerve-racking feeling. We’ve all been there, but having someone provide guidance, or coach us, makes a big difference. In the workplace, when employees are onboarded and coached on new skills, they feel supported and encouraged by their manager. With support from a company comes employee retention, which requires employees to feel invested in, not just used for their productivity. 87% of talent leaders thought employee retention was critical to their strategy.

Like with all things, communication is key, and with coaching, it’s a two-way street. As managers provide feedback to employees, employees are then able to use that opportunity to provide their feedback to the manager(s).

Employees are more likely to stay put in their current position if they feel their voice is being heard. Integrating coaching into your company culture will encourage yourself, and other managers, to be more present among employees and allow you to discover who fits and who doesn’t.

Activate Your Coaching Skills Ready to improve your coaching skills as a manager? Here are a few tips to get you started: 1. Maintain a positive outlook 2. Know how to navigate conversations 3. Ask good questions 4. Listen to what they have to say and encourage them to share their opinions 5. Coach in the moment Organizations with senior leaders who coach their employees can effectively and frequently improve business results by 21%, compared to those who never coach.

Developing effective coaches is critical to the success of your company. Allow your leaders to thrive and build a pipeline with internal talent who may have otherwise been overlooked. Forget the numbers! Allow Caliper’s Essentials for Coaching report to help you to coach, develop, and retain like a pro today!

Caliper is an employee-assessment and talent-managementsolutions company that helps businesses align talent with strategy; hire better people faster; and develop leaders, teams, and mission-critical employees. For additional information go to https://www.iiaofil.org/ProductsServices/Non-Insurance-Products-Services/Caliper-Profile. insight

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How to Mess Up a Company’s Sales

By John Graham

When Salespeople Can’t Do Their Job

gas. In this view, marketing does what it’s told to do.

When this happens, marketing is rudderless, all tactics and no strategy. Marketing departments become a “do this” dumping grounds, throwing one-thing-after-another against the wall hoping something sticks.

Yet, those six words help explain why salespeople are given “special treatment” by management and barely “tolerated” by others. Salespeople are frequently viewed both as separate and more than equal. When co-workers complain about the sales department, someone says, “Hey, they bring us the business, so suck it up and smile.” This dismal view has long passed its expiration date. Even so, it’s disturbing since so much depends on the successful performance of the salesforce.

Unfortunately, marketing’s unique mission is often misunderstood or disregarded. Its critical task of creating customers, those who want to do business with a brand, gets ignored. Or, as Seth Godin, the author of This is Marketing, says, “Marketers don’t use consumers to solve their company’s problems; they use marketing to solve other people’s problems.” Unfortunately, marketers don’t have a chance to do it.

Thousands of salespeople work in conditions that are stacked against their success. Even though it’s 2019, the belief persists that “nothing happens until someone sells something.” Repeated so often, no one challenges them.

Closely related is another problem and that’s marketing.

Unfortunately, it’s still viewed as the handmaiden of sales in many companies, even though it long ago ran out of 14

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If marketing is unable to do its job, salespeople can’t do their job of closing sales. To put it another way, when marketing comes down with the flu, the sales force calls in sick. april 2019

Letting marketing and sales do their work

Here are three principles that can help anyone in marketing and sales do a better job and be more successful: 1. Get over the idea that “nothing happens until somebody sells something” Forty years ago, those in sales had a point. Salespeople were the link between companies and their customers.

Looking back, it’s no exaggeration to say customers were their captives. They depended on a salesperson for product or services information, troubleshooting, and support.

The salesperson had a dual role, educating customers and closing sales. This may help explain why customers were often far more welcoming to salespeople than they are today. They were not only needed; they were essential.

Today, the sales role has been upended. When it comes to accurate sales information, customers are often better informed before they ever see a salesperson. That’s not all.

Sales are now so transaction-driven the salesperson’s role continues to erode. On top of this, the task of identifying and accessing prospects is so frustrating, it borders on the impossible.

All this points to a marketing-driven environment quite different from times past. It’s one in which nothing happens until someone decides they want to do business with a company or a brand. Then, the salesperson may arrive to close the deal.

2. Have a clear understanding of why customers should do business with you Caution! Don’t blurt out the usual trite and self-serving nonsense: “Our people really care,” “We give great service,” “We’ve been in business since 1979.” It’s all hype. End of discussion.

Take it seriously because a lot’s at stake. What separates you from the competition that makes a difference to your customers? What is your value statement; what your brand stands for? What do you bring to the customer’s buying experience that creates credibility and confidence? Unless your brand makes sense to customers, there’s no sale.

Jeff Short, the VP of Sales for K&W Tire, the Cooper Tire distributor, tells of a meeting with a Connecticut tire dealer.

Included in the meeting was a counter salesperson who asked Jeff, “What does Cooper Tire stand for?”

Somewhat caught off guard, he replied. “Tier one quality at a tier two price…more tread patterns and designs than any other manufacturer…an American owned company.”

Knowing that she liked selling Nokian tires, Jeff asked her what Nokian stood for. She said, “Safety. They are the safest tires you can put on a car.”

As Jeff tells it, “Right then I knew I was done. She won that round hands down. She was more perceptive than all the other dealers I’d run into on this important point.” And then he adds, “Someone needs to wake up as to what resonates with customers. I’m so sick of hearing about rebates, road hazard warranties, and PRICE.” Jeff isn’t alone. He has lots of friends. We call them customers.

Got it? Now, why should customers do business with you?

3. Make a commitment to execute perfectly. “We’ve got to get this out tomorrow.” “They need it now.” “I know, but it’s a rush.” Such words do more damage to sales than just about anything else.

Of course, there are exceptions. But, far too often, the exceptions take over and become the rule. “Just get it done” is a mindset, an attitude that permeates too many companies - it’s the new normal.

The #1 enemy in all this is cutting corners. It sabotages the best practices and the best intentions. When everything is rush, rush, rush, cutting corners is inevitable. There is never enough time to execute perfectly. We settle for “good enough” and it isn’t.

Cutting corners gives someone else a competitive advantage. Here are examples of what happens: • A proposal is due tomorrow. “Just repurpose something you used last week.”

• The presentation date gets pushed up. “Don’t worry. Go ahead and wing it.”

• There’s no time for having the needed planning meetings.

“Just squeeze it to one meeting.”

• The intel isn’t complete. “Run with what we’ve got.”

Here’s the point. Cutting corners puts a salespeople at a major disadvantage. Tolerating or permitting it to occur, taints their reputation, impairs performance and, ultimately, costs them sales.

If you want to be increasingly successful, then make a commitment to execute perfectly.

Messing up a company’s sales is easy and it doesn’t take a lot of time or effort. It occurs without thinking.

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.

The #1 enemy in all this is cutting corners. It sabotages the best practices and the best intentions. When everything is rush, rush, rush, cutting corners is inevitable. There is never enough time to execute perfectly. We settle for “GOOD ENOUGH” and it isn’t.

april 2019

insight

15

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

The Myth of Agency Multiples Whenever agency principals get together, the topic of agency valuations is sure to come up. Someone will start talking about an agency that sold at an unbelievably high multiple. Pretty soon, everyone’s nodding their head and saying there’s a killing to be made selling your agency.

These types of discussions tend to be long on conjecture and short on facts. They remind me of the stories fishermen tell about the big one that got away. Rarely does anyone know the actual price that was paid for an agency. And even if they do, that doesn’t mean yours will sell for the same amount.

As we start a new year, let’s all resolve to more fully appreciate what creates agency value and how markets determine price. Mergers and acquisitions may still be going strong, but the steady increase in interest rates is likely to act as a governor on prices going forward. So if you really want top dollar for your agency when it’s time to sell, you need to realistically take stock of your firm and not let those dollar signs go to your head.

There are different ways to look at value. Some buyers pay attention to revenue multiples, essentially commission income. Others look at EBITDA (earnings before interest, tax, depreciation and amortization), or cash flow.

I’ve always felt the revenue approach is flawed because it doesn’t take into account the cost of generating income.

If you’re spending a dollar to make a dollar, that’s not a very efficient operation. The cash-flow model is a better indicator of the quality of an agency’s earning power. That is, your agency’s value comes from your ability to drive sustained cash flow over time.

Regardless of how you measure value, higher-performing agencies will always sell for a premium. It’s no different than when the best maintained house in the neighborhood goes on the market. You know it’s going to sell for top dollar.

Which brings me to another point:

The market is the price at which a buyer is willing to pay a seller. You may think your fixer-upper agency is worth a lot more, but if no one wants it at that price - well, it’s not really worth that, is it? april 2019

By David W. Tralka Those high prices you keep hearing about are usually when a large strategic buyer has purchased an agency because it folds nicely into its portfolio. They may not apply to your situation.

So how do you increase value so you will get the highest price possible? Here are six tips: 1. Find out what your agency is really worth. Hire a professional to help you assess your firm’s value. This will give you an objective starting point for improving your agency.

2. Build value in your agency. Invest in new office systems and improved servicing. Hire top talent; add producers.

This is called organic growth, or sweat equity, and it’s the best way to increase the value of your firm.

3. Buy something. You can also grow inorganically by acquiring a book of business or merging with a smaller agency. Look for opportunities that make strategic sense and that you can afford.

4. Become more efficient. Not every revenue dollar is equal. Look for income streams that don’t cost as much to support. Consider ways to automate processes and streamline marketing and servicing. Reduce unneeded expenses. With each business decision, ask yourself: “How does this affect my cash flow?”

5. Groom your successor. Have a plan for how you will transfer ownership.

6. Don’t wait. Time is a big factor in creating value. The more time you have, the more value you can create. Ten years is a good window. Don’t wait until you’re ready to retire.

Country-club multiples, as I like to call them, are fun to talk about - but they should never form the basis for determining the value of your agency. Resolve to get real about the worth of your agency in 2019. Don’t let opportunity slip away because you failed to build value in your firm.

David W.Tralka is the president and CEO of InsurBanc, a division of Connecticut Community Bank, N.A. He can be reached at DTralka@insurbanc.com. insight

17

Beautifully Simple Insurance, Sold Through Trusted Advisors

35% of insurance is sold through independent agents, so why has this group not experienced the innovation and technology investment needed to simplify the homeowner quoting experience?

Introducing Openly.

What is Openly?

How Does Openly Do It?

• InsureTech for Independent Agents

• Data…leveraging hundreds of data elements from third parties

• Up-Market Homeowner Insurance for Independent Agents by Insurance People • Simple, Fast & Accurate!

3 data points & 20 seconds gets you an accurate, bindable rate • Straightforward & intuitive technology without all the insurance jargon

• Advanced Modeling & Machine Learning with next gen modeling techniques for rating and underwriting decisions • Data & modeling allow for lower expenses which means a more competitively priced product!

How Does Openly Enhance the Customer Experience?

• A high end, superior product featuring guaranteed replacement cost coverage, one click private flood and umbrella coverages • White glove claims and service operations that leverage state of the art technology to enhance the overall experience • Single click eSign process that simplifies the policy issuance process

Interested in becoming an agent partner with Openly?

Visit openlyinsured.com/for-agents or email marketing@openlyinsured.com

Available for sale exclusively through licensed independent agents and only where approved by state regulators

e INSIGHT -

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

AP RI L 20 19

INSIGH T

AVOID

BIG M ISTA W hen M

anagin

KES

g Agen ts

The M AGENCyth of Y MUL TIPLES How to Compa Mess Up a ny’s Sa les

Plus Do the Rig - THE ht Thing OF GENJOURNEY EROSIT Y

Participate in a survey and receive a

FREE

industry salary compensation study.

Find out more in this month’s e-Insight. april 2019

insight

19

The

BIGGES There are five primary mistakes when it comes to managing agents. Almost every organization makes one or two of these, but most make more, many make all five. Each mistake you eliminate will add about 20% in additional revenues to the bottom line. That said, if you have and clean up all five, it could lead to an exponential revenue increase of 200% or more.

The Biggest Sales Management Mistakes Mistake #1: Having the wrong person This is usually a hiring mistake, though it could be someone who has become complacent over the years and is no longer doing their job. If it’s the latter, there is still hope but it will require relighting the fire they once had.

Talk to them about this and see if you can help them find their passion once again. If not, you may have to move them somewhere else or out altogether.

If it’s the former, you need to change your hiring process.

While a whole book could be written on this, here are the most important pieces. One: hire attitude and work ethic. These are the most important character traits of any employee and they can not be trained. They either come to you with these or they don’t. While I have ways to flesh these out during the hiring process, many times you won’t know what you’re getting until they show up five minutes late day one and don’t seem real excited about work.

That’s why it’s extremely important to, Two: set rules and expectations up front. For producers, “You’re expected to be in the office at 7:30 a.m. M-F and work most nights and weekends for the first three years in the business.”

That’s an example, and one small piece. One other rule I have for commercial-lines producers is: “If you are in the office between 10 a.m. and 3 p.m. M-F it’s a $20 fine.”

Some other guidelines I follow are: only hire employed people, only hire in your industry if recruited, have a hiring process, do an online and background check, look for open and transparent people, shake up the standard testing process, set goals and standards in writing, have an employment agreement, establish rules of the workplace, know their WHY, test them before you hire them, hire slowly, fire quickly, give them the tools, resources, and training to do their job, and provide the right environment.

april 2019

ST MISTAKES

Made when Managing Agents

By John Chapin

Mistake #2: A lack of accountability This means ensuring people are doing the job you’re paying them to do. Once you’ve set rules and expectations in the in the hiring stage, you’ve got to stick to these standards no matter what. If you see someone showing up late, leaving early, or doing anything else that negatively affects the work environment, it needs to be addressed and cleaned up immediately. There should be a series of rewards for the right activities and penalties for the wrong ones. Even after you’ve hired people, you need to continue to test and check up on them.

Mistake #3: A lack of training & supervision The biggest issue here is a lack of sales training. There should be heavy emphasis on sales skills. Most companies put way too much emphasis on technical skills and product knowledge versus sales skills. While these are important, sales skills will trump technical skills all day when it comes to winning sales.

Here are some other points on this item. Micromanage rookies and make sure they are doing the right activities the right way and that they are learning what they need to learn. You can be hands-off with your veterans as long as they are doing lots of good, clean business. Have a training schedule for all training: sales, product, and otherwise and cover this along with expectations and time commitments before you hire them. Assign a competent mentor to new producers.

Mistake #4: No sales system and/or no sales process Most organizations have a bunch of agents running around all using different sales systems and processes. While each individual agent is different and will approach sales

situations in a slightly different manner, they should all have a well-thought-out track to run on and specific sales system to follow. The process should also be relatively similar. The sales process should cover everything from getting to the decision maker all the way through building long-term client relationships. Your system should consist of: a playbook, a binder with all scripts, a Concept Book, and a way to track and follow up with clients and prospects.

Mistake #5: Producers doing lots of things other than producer activities.

I purposely send e-mails to the agents I coach between 10 a.m. and 3 p.m. Monday through Friday. It amazes me how many times I get an instant response, and not from their cell phone. These are the prime hours during which agents should be on the road doing their most important activities: prospecting, presenting, and closing. Yet, many are in the office doing paperwork, and other things that can be done at any time night or day. You need to set rules similar to my “10-3” Rule. There also needs to be a clear separation of sales and service with roles and responsibilities spelled out for each person in each group. Producers should also have a plan which includes annual, monthly, and weekly goals, along with daily activity. You may also want to put your people through a good time management course to make sure they are following the 80/20 Rule and other key productivity principles.

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.

Each mistake you eliminate will add about 20% in additional revenues to the bottom line. That said, if you have and clean up all five, it could lead to an

exponential revenue increase of 200% or more.

april 2019

insight

21

Consumers Expectations Fuel Growth of InsurTech Across Agencies & Brokers

By Todd Sorrel

If you’ve noticed a huge surge in automated insurance solutions, you’re absolutely right. Driven by today’s tech-savvy consumers, InsurTech is booming. While not the earliest adopters of technology, the insurance industry is rapidly catching up and making significant strides. According to industry statistics, some 90 percent of agencies use an AMS. Chances are you’re reaping the benefits of your AMS system (Vertafore, Applied 24, other) to streamline your operations even as you read this.

Welcome to the digital age of InsurTech!

You’re working smarter due to technology within your agency. So what about your client-facing technology?

Quite frankly, clients are way ahead of all of us in the tech adoption department. Consumers today are not only demanding, but getting, service on-demand digitally, from a variety of sources.

A prime example is food delivery. Thanks to apps like GrubHub, Doordash, and Postmates, the term “take-out” now means ordering from your favorite restaurant and having the food delivered right to your door -- for an extra fee.

Convenience can be defined in several ways: time, accessibility, usability, design. Different consumers have their own definition, and it’s important a product or service caters to all their needs. It’s not just about the rate they pay, but the level of support, customer care, the ease of use of the company’s services. If consumers aren’t 100% satisfied with every aspect of the transaction -- and every interaction with the vendor -- they have plenty of other options that offer the same service.

This is the standard technology has set for service delivery in the digital age. april 2019

Your clients are mobile With the growth of digital, consumers are conducting more business via their mobile devices. Some 40% of online transactions are happening via mobile.* A busy business owner orders supplies, books travel and even pays the company’s credit card bill with a few clicks of a button.

Their business is not confined to “business hours,” because their phone/tablet allows them to multitask out in the field, or pay business bills from their home, hotel room or truck.

It’s anything but business as usual.

Using InsurTech to bridge the convenience gap Finding the middle ground of what the consumer is expecting and what can be delivered is key. Take for example payment processing, consumers prefer the convenience of digital payments over paper checks, however, historically accepting credit cards and ACH payments were either too costly or complicated. But with a company like ePayPolicy that passes the transaction fees onto the payer and not the broker or agency both parties can mutually benefit.

Where to start with InsurTech Providers With so many InsurTech providers in the marketplace, it’s easy to get overwhelmed. The best place to start is internally. Working with your team and creating an action plan around your client’s needs will align your organization and provide significant value as you attend trade shows and product demos throughout the year.

Todd Sorrel been serving the insurance industry since 2001. He’s currently co-founder of ePayPolicy in Austin, Texas. When he’s not speeding up insurance receivables, he loves hanging with Meghan and their three kids, Paige, John and Redford. insight

23

We know what it took to build this unique business.

And we know what it takes to protect it.

Underwriters who know and understand what coverages are necessary for each unique business.

Loss prevention professionals who use a hands-on approach to help develop programs tailored to each specialty business.

Claim reps with the expertise and technology to process claims quickly and efficiently.

As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find a specialized insurance plan for your valued customers.

To find out more, talk to your West Bend underwriter.

Celebrating 125 years of valued relationships with our agent partners.

A Journey of Generosity - When Doing the Right Thing Pays Off

By Deann French I am going to make a statement that I fear will not be very popular with a section of our readership - It is time to stop bashing millennials and start thinking like them instead.

Today, millennials make up about one-third of the workforce. Gen X is another third and baby boomers are a shrinking 25%. By 2020, millennials will represent more than half of all workers. That’s a monumental and rapid shift - and it’s all taking place right now.1

Independent insurance agents have been giving back in their respective communities for a long time. In fact, the recent 2019 Insurance Industry Economic Impact Study, commissioned by the IIA of IL and four other Illinois insurance-related associations, found that as of November 2017, the insurance industry contributed over 28.7 million in local community grants. Additionally, the industry facilitated more than 100,000 volunteers accounting for over 270,000 hours of volunteer service for non-profits in the Midwest alone.3

We hear all the time about the need for perpetuation and fostering the next generation into the insurance industry.

But what are we really doing to make this industry attractive to millennials?

Good work! Now, what if we build on that in a meaningful way, bring millennials into the planning and execution of the events and start a true journey of generosity?

According to a recent Forbes article, “Professionals, especially those younger than 35, are overwhelmingly becoming aware of the importance of making time for volunteer work. According to a 2016 study, 83% of millennials said they would have more loyalty to a company that helped them contribute to social and environmental issues.”2

Need more? How about this? “Recent studies suggest that millennials have driven the social responsibility movement, with 70 percent of them reporting that they’ll spend more with brands that support causes. Given that millennials represent $2.45 trillion in spending power, the notion of “giving back” may be very powerful for your company’s sales, not to mention, it’s overall purpose.”3

This seems like an easy place to start. april 2019

continued... insight

25

Oh, right, the added component of millennials as consumers. Can’t forget that.

Additionally, did you know that volunteering comes with a number of proven benefits? It boosts self-esteem, helps volunteers form meaningful social connections and can even improve mental and physical health. Plus, it leads to a happier workplace.

When a business encourages employees to participate, workplace morale improves as each person feels as though they are making a difference in the community. By forming a task force that helps organize and track the project, businesses can further boost worker confidence.4 For businesses, charitable giving has an added benefit: it provides networking and marketing opportunities while also increasing the business’s presence in the community.

This brings it right back to making the industry appealing to millennials. According to a 2016 Deloitte study on volunteering, millennials were “twice as likely to rate their corporate culture as very positive” if their company participated in workplace volunteer activities.5 Employees respect companies that care for their community-it simply makes employees feel good and increases the emotional attachment to their employer.

Ding, Ding, Ding, Ding, Ding!

I’m ready if you are.

Here is how the IIA of IL can help get you started.

For the third year, the Illinois Young Agents are hosting their annual charitable initiative, the Statewide Day of Giving. This event has now grown into a weeklong project appropriately entitled Statewide Days of Giving which will run from June 1 to June 8. This year, we will welcome giving on one or all of those days. The goal of Statewide Days of Giving is to encourage as many individuals throughout the state as possible to devote June 1-8 to donating time, talent and treasures for the betterment of their communities.

Here is the thing- the Young Agents have made participating in the event as easy a possible.

1. Decide on your event or fundraiser 2. Let us know what you are doing so we can promote it with all Days of Giving information 3. Share on social media during your event 4. Send post-event results to us Agencies have taken different approaches to participating in the Days of Giving. Some plan office-wide events such as Jeans day collections, gathering supplies for local shelters, hosting a book drive, collecting loose change, food drive and more.

Other agencies host community events such as a shred day, car washes, packing supplies for woman’s shelter, painting a building, hosting a food truck event and even a golf outing.

Some agencies worked together as a group to host an event, others offer personal time off to spend volunteering at a charity of their choice. There is no wrong way to participate. Just do it.

Be creative. Involve the staff, encourage suggestions and ideas from those of all ages in your workplace and absolutely make a commitment to involve your

millennials.

Help us make an impact in Illinois. You won’t regret it.

Deann French is IIA of IL Vice President of Communications and can be reached at dfrench@iiaofil.org or (217) 321-3022.

1. Council, Young Entrepreneur. “How Millennials Are Changing Philanthropy.” Forbes, Forbes Magazine, 15 Aug. 2018, www. forbes.com/sites/theyec/2018/08/15/how-millennials-are-changingphilanthropy/#68eddf947c68.

2. Editors, Forbes Technology Council. “11 Tech Leaders Share How They’ll Overcome Their Biggest Challenges This Year.”

Forbes, Forbes Magazine, 30 Mar. 2018, www.forbes.com/sites/ forbestechcouncil/2018/03/30/11-tech-leaders-share-how-theyllovercome-their-biggest-challenges-this-year/.

3. Jones, James. The Beneficial Role of Insurance Industry in State of Illinois. IIA of IL, 2019, The Beneficial Role of Insurance Industry in State of Illinois.

4. Editors, Forbes Technology Council. “11 Tech Leaders Share How They’ll Overcome Their Biggest Challenges This Year.”

Forbes, Forbes Magazine, 30 Mar. 2018, www.forbes.com/sites/ forbestechcouncil/2018/03/30/11-tech-leaders-share-how-theyllovercome-their-biggest-challenges-this-year/.

5. Editors, Forbes Technology Council. “11 Tech Leaders Share How They’ll Overcome Their Biggest Challenges This Year.”

Forbes, Forbes Magazine, 30 Mar. 2018, www.forbes.com/sites/ forbestechcouncil/2018/03/30/11-tech-leaders-share-how-theyllovercome-their-biggest-challenges-this-year/.

As millennials double as a working population, their share of charitable donations is likely to reflect that growth. Organizations should be doubling down on their efforts to connect with and reach millennials.

26

insight

april 2019

Statewide

Days of Gi ing Hosted by Illinois Young Agents

June 1 -8 , 2019

YOU CAN MAKE A DIFFERENCE Illinois Young Agents are hosting the third annual Statewide Days of Giving on June 1-8.

The goal of Statewide Days of Giving is to encourage as many individuals throughout the state as possible to devote June 1-8 to donating time, talent and treasures for the betterment of their communities. Help us make an impact in Illinois.

My father said there were two kinds of people in the word: givers and takers. The takers may eat better, but the givers sleep better.”

- Marlo Thomas, daughter of St. Jude Founder Danny Thomas

HOW IT WORKS

1 DECIDE ON YOUR EVENT OR FUNDRAISER First decide how you will participate.

Are you hosting an event? Holding an inner-office fundraiser? Donating your time or talent? Or making a donation?

2 LET US KNOW WHAT YOU ARE DOING Once you decide how you are giving, let us know! We will post your event on the website so that others in your area can participate with you, if you’d like. Use the form on the website to tell us your plans.

3 DURING EVENT Take lots of pictures! Post them on Facebook, Twitter, & Instagram.

You can also send pictures directly to info@IIADayofGiving.org.

Let’s Build on the 2018 Success:

Over 400 Participants • 565 Hours Donated More than $14,900 Raised 22 Agencies/Companies Involved 26 Events/Fundraisers • 20 Charities Benefitting

www.IIADayofGiving.org april 2019

4 AFTER EVENT The Statewide Days of Giving team will be compiling all the results from the day. We want to know every detail of your event or fundraiser! insight

27

Young Agents Introduce Brand New Family Event

By Rachel Romines

In the last several years, the IIA of IL Young Agents Committee (YAC) has surveyed young insurance professionals throughout the state to find out what they want out of a conference. An overwhelming amount of responses indicated that one thing that is very important to them is attending events to which they can bring their families. The Committee listened.

We know it’s hard to leave your responsibilities both at the office and at home. That’s why the YAC designed an event that is the best of both worlds.

Now is the time to start assembling your summer schedule, so make room for the Young Agents Family Summer Camp.

This conference came to fruition because the committee wanted to expose family members, especially kids, to the insurance world. When Dad is out of town, what is he doing? When Mom’s gone, what is she learning? Why do they need to leave town for conferences?

This is the perfect way to introduce kids of any age to the insurance industry. And they might just make some friends, as well.

“I met one of my very good friend’s while attending a conference with my mother when I was younger. That friendship has lasted all these years later, and it’s nice to have someone to ‘talk shop’ with,” said Allyson Padilla, Young Agents Committee Chair. “I’m excited to get together with friends I’ve made along the way and to get our families together!”

Plus, if you are in a family businesses, perpetuation through family members is one of the most common forms of extending an agency into the future. Show your family why you love this industry, that work can be fun, and that sometimes you make connections that turn into lifelong friends.

July 14-16 Delavan, WI Camp Location The YAC chose Lake Lawn Resort in Delavan, WI because of the location. Along two miles of Delavan Lake’s shoreline, Lake Lawn Resort is the ultimate summer family vacation destination. BONUS- Lake Lawn has heavily discounted room rates for the Family Camp.

Camp Amenities 18-hole championship golf course boat and water sport rentals two outdoor swimming pools indoor swimming pool 170 slip marina and a fitness center Calladora Spa offering facials, massages, salon services Camp Working Schedule Sunday, July 14 Welcome Reception - Everyone Monday, July 15 Breakfast - Everyone CE Session - Agent/Family - Free Time Dinner & Social Activity - Everyone Tuesday, July 16 Breakfast - Everyone CE Session - Agent/Family - Free Time Conference details will be released continually so check www.ILYoungAgents.com for updates.

See you at Camp!

Rachel Romines is the Young Agents Committee Staff Liaison. She can be reached at rromines@iiaofil.org or (217) 321-3024.

28

insight

april 2019

| associate news | INSIGHT Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive

Gold Level AAA Insurance Agent/Broker Review Company Arlington/Roe Blue Cross/Blue Shield of IL

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates 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.

april 2019

KPA, LLC dba Succeed/KPA Larry Gordon Agency Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company Motorists Insurance Group Nat Gen Premier NHRMA Mutual Workers’ Compensation Previsor Insurance ProAg Management Inc PuroClean ServiceMaster DSI Society Insurance 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

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29

To all of our independent agents . . .

. . . Any way you say it, we couldn’t do it without you!

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iia of il news | INSIGHT

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CISR - Commercial Casualty 2 Springfield CISR - Commercial Property Orland Park CISR - Life & Health Rolling Meadows CIC - Life & Health Rolling Meadows E&O: Roadmap to Policy Analysis Webinar CISR - Risk Management Bloomington CISR - Agency Operations Edwardsville Ethical Dilemmas Webinar CISR - Risk Management Lake Bluff E&O Risk Management Webinar Ethics: Data, Dilemmas & Knuckleheads Webinar E&O Risk Management Webinar

New Members member agency MAS Insurance Consultants, Inc. Bannockburn, IL Skylight Insurance Skokie, IL Southwest Insurance Center Plainfield, IL For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. insight

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Join us May 20-21 for our next ACT Meeting in Cincinnati, Ohio in conjunction with NetVU’s 2019 Accelerate Conference.

ACT meetings bring together independent agents, carriers, and technology vendors to discuss how to continually improve agency workflow practices. This meeting will feature sessions on APIs (Application Programming Interfaces), IoT (Internet of Things), Data Analytics and Protection, Digital Survival in the Cyber Age, Small Commercial Rating, Agency/ Carrier Partnerships and much more.

Remember: ACT Meetings are free for independent agents, as well as ACT supporting carrier and vendor members.

Don’t miss your opportunity to network with thought leaders while gaining insights on the industry’s current and further direction.

Get all the meeting details at www.independentagent.com/Resources/AgencyManagement/ACT/Pages/default.aspx.

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industry news | INSIGHT Leading Area Insurance Agencies Announce Partnership Under One Brand The Naperville offices of All-Security Insurance, Integrated Insurance Brokerage Services (IIBS), and Wine Sergi announced the uniting of their entities under a new name, Presidio. This partnership is the latest step in the process of blending 250-plus years of insurance expertise with the resources of Acrisure, one of the top ten largest insurance brokers in the world.

“Presidio begins a new era of insurance,” said President Keith Verisario. “We are pleased All-Security, IIBS and Wine Sergi will officially come together under one name.

As an Acrisure Agency Partner, we are strengthened by their limitless growth and resources, enabling us to proudly protect our community of clients, their financial well-being, and assets.”

As part of the evolving partnership and accelerated growth, Presidio recently relocated to the 17,500 square foot ninth floor office space at 55 Shuman Boulevard in Naperville and has launched their new website, www.presidiogrp.com as well as updated their presence on Facebook and Twitter.

“Presidio is committed to the promise of protection for its clients locally, nationally and globally,” Verisario said. “Our amazing sales and service teams remain intact and clients will benefit from expanded carrier relationships and additional layers of support.”

West Bend Names Spirit of the Silver Lining® Award Recipients in Illinois West Bend Mutual Insurance recently presented the Spirit of the Silver Lining Award to two of its agents in Illinois, as well as to the nonprofit organizations supported by these agents. West Bend also presented a $10,000 grant to each of the nonprofit organizations from its Independent Agents’ Fund.

The Spirit of the Silver Lining Award honors West Bend agents and the organizations they support for their dedication to delivering a silver lining to those in need. The Illinois recipients of the 2019 Spirit of the Silver Lining Award are Jeffrey J. Beto of Coyle Kiley Insurance Agency and Carolyn Hanna of Corkill Insurance Agency.

Beto was presented with the award for his work with Carpenter’s Place where he is a board member. Founded in 2001, Carpenter’s Place is a daytime center for april 2019

individuals who are homeless, giving them the tools needed to rebuild their lives. Understanding that recovering from homelessness involves overcoming multiple barriers, the nonprofit offers programs that include the day room and meal plan, chapel, case management, support and education groups, employment training, mental health access, and housing assistance.

Hanna was presented with the award for her work with the Lazarus House where she is a part of the board of directors. Founded in 1983, Lazarus House offers programs for people who are homeless or are of low income and is a resource in the community for emergency shelter, training, and work preparation classes. The nonprofit also offers clothing and food programs to help families and individuals in need. Their focus is to uplift those in need and provide them with the proper necessities to become self-reliant and inspired.

WHO YOU GONNA CALL WHEN THEY SLIP AND FALL? 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.

AUTO | HOME | BUSINESS

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INSIGHT | classifieds for the insurance professional by the insurance professional

POSITION AVAILABLE.

17. Madison Mutual Insurance Co. is seeking a motivated self-starter with strong organizational skills to join our Marketing Team as a F/T Marketing Representative in Central and Northern Illinois. Applicants must reside in the assigned territory and have a bachelor’s degree or a minimum of five years’ experience in insurance sales and/ or marketing.

The Marketing Representative: • Services existing agencies in Central and Northern Illinois • Promotes MMIC products and provides training • Ensures agent compliance with company procedures • And much more!

Interested candidates send their salary requirements and resume to careers@madisonmutual.com.

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 dbrowne@forestagency.com

SHARED SPACE FOR RENT

99. 6400 SF office located at 127 N. Walnut St., Itasca, has availability for startups, insurance agents, salespeople, consultants, professionals, etc.; who are in need of class A space without the cost. Monthly fees range from $375 and include: Receptionist/Clerical, internet, conference rooms, kitchen, classroom/break room. Printing and clerical services are also available.

Short term or long-term rentals are available. Wed are in downtown Itasca across from the Metra station. Close to expressways. For information contact:

Dino Gavanes 630-779-0566 or dino_gavanes@advisersinc.com

AGENCY WANTED.

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

Visit www.ciagonline.com for contact information.

GET DIRECT APPOINTMENTS.

64. At IPA we have been helping agents start their very own independent insurance agencies for over 13 years.

We’ve developed a unique system to help you get direct appointments with the nation’s top carriers. Visit our website for a quick overview video to see how it all works. Plus, find out how existing independent agents are INSTANTLY earning more by moving to IPA!

Visit https://www.insuranceproagencies.com/iia.

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

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Recruiting new talent.

Target marketing.

Competing for new business.

Perpetuation planning.

As an independent agent, the path forward isn’t always clear.

With Keystone, the best resources are at your fingertips to help you carve out clarity from our industry’s complexities.

We connect you to a community of like-minded independent agents, provide access to relationships that extend beyond your geographic reach, and employ the expertise that expands opportunities for you and your clients.

Success is a journey. Let us be your guide.

Because independence works better together. ©2018 Keystone Insurers Group ®. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

Contact Matthew Fink: 570-473-4346 mfink@keystoneinsgrp.com keystoneinsgrp.com

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.

©2019 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

Insurance plans protected U.S. Patent No. 7,908,157.