e-Insight - April 2021 - Non-Member

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Editor & Graphic Design - Rachel Romines

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Advertising - Tami Hubbell

April 2021

CONTENTS 14 GOLDEN SALES TIPS

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24

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12 13 14 16 20 24 26 29 30 32

Big “I” Virtual Legislative Conference Insurance Industry Legislative Do You Have a Brain for Sales... and Success in Life?

By John Chapin

The 7 P’s of Agency Success

By Brent Kelly

20 Golden Sales Tips for Insurance Agents

By Fran Majidi

The Absolute Secret to Building a Great Sales Team

By Randy Schwantz

De-Myth-ifying Workers’ Compensation 10 Myths Busted - Part Two

By Shawn-Michael Hall, Sr.

Errors and Omissions: Technology Technicalities

By Donna Asta

The Game Has Changed: What Do Customers Expect from Salespeople?

By John Graham

2021 EDGE Conference

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 10 19

President’s Message Brett’s Two Sense Trusted Choice

34 37 38

Associate News IIA of IL News Classifieds

e-Insight

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

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

Chairman of the Board | Bill Wirth (618) 939-6368 | billw@wirthagency.com President | George Daly (708) 845-3311 | george.daly@thehortongroup.com President-Elect | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance Vice President | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com 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

Region 1 | James Sager (618) 548-2796 | james@kaneinsurance.com

ADVERTISERS 40

APPLIED UNDERWRITERS

18

BERKSHIRE HATHAWAY/GUARD INSURANCE CO

5

EBRM

2

GRINNELL MUTUAL REINSURANCE COMPANY

6

INSURANCE PROGRAM MANAGERS GROUP

39

UNITED FIRE

36

UTICA NATIONAL

22

WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT

8

WEST BEND MUTUAL INSURANCE CO.

Region 2 | Joseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com Region 5 | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com Region 7 | Jason House (708) 597-8731 ext. 131 | jhouse@insxchg.com Region 8 | Andrew Allan (773) 891-8000 | aallan@lakeviewins.com Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Christopher Bassler, CLCS (847) 480-0800 | cbassler@basslerins.com At-Large Director | Amiri Curry (847) 797-5700 | acurry@assuranceagency.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 | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com At-Large Director | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

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

Farm Agents Council | Randy Jacobs (309) 365-3231 | rjacobs@mtco.com Government Relations | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com IIAPAC | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Technology | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com Young Agents | Renee Crissie (224) 217-6577 | renee@crissieins.com

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

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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.

SERVICES AND RESOURCES: Workers’ compensation claims management Property and liability claims management Auto liability and physical damage claims management Professional liability claims management » Strong emphasis on public entity and long-term care sectors Nurse case management Risk management/loss control Medical bill review Pharmacy benefit management Aggressive litigation management Utilization review Electronic claim reporting with immediate acknowledgment and adjuster assignment 4-hour assigned adjuster contact on every claim Online claim review including adjuster notes and financials Industry leading analytics with national database for benchmarking purposes

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For more information please contact:

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MIKE CASTRO

BOB SPRING

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

VP, New Business Development Bob.Spring@ipmg.com 630.485.5885 april 2021

president's message | INSIGHT

Virtual Events = More Opportunities April already? It still seems like April should be months away! If time is going by as fast for you as it is for me, April has snuck up on you. And three of the best industry events are right around the corner.

First up is the Big “I” Virtual Legislative Conference.

Normally, each spring, the IIA of IL sends roughly 25 members to Washington, D.C. to meet with Congress and listen to keynotes from industry and Congressional leaders.

It was an opportunity to see first-hand the amazing work our Big “I” Capitol Hill team does for our industry. As with most events during this pandemic, this conference has shifted to a virtual event - held April 13-16 at 1:00 pm (CST) each day for less than an hour. Attendees that may not have been able to attend in years past because of travel will have the opportunity to get up to speed on the many legislative, regulatory and legal challenges our profession is experiencing right now. This event is free for IIA of IL members. I encourage you and your staff to register to witness the excellent work our national association does on behalf of independent agents around the country. Big “I” recently announced Bill Hemmer, co-anchor of America’s Newsroom will be the featured speaker on Friday, April 16.

View detailed conference information on page 12.

The 2021 EDGE Conference, held April 21-22 virtually, is one of the highest regarded events powered by Young Agents in the country, winning multiple awards over the years. The EDGE Conference is focused on furthering leadership skills, sales practices, and personal and professional growth. This year’s line-up of speakers and topics is top-notch! The opening session features a presentation that will capture your heart and open your mind while inspiring you to achieve your dreams and goals while living the life that is truly life. In this highly energized presentation, John Nichols will give a motivating performance featuring his personal stories about overcoming obstacles (spoiler: a near-death experience left him paralyzed from the neck down) and persevering to become a regular on the marathon scene.

This event, which includes up to eight hours of IL CE, also features topics on receiving referrals… without asking (sign me up for that!), learning how to maximize our full potential for success, and how to set ourselves apart from the competition by being different. Plus, something everyone in our offices could use lately: tips to stay productive. You’ll find all the details on page 32 of this issue. And, to see if you are paying attention, register using code “GeorgeIsAGreatPresident” and you’ll receive $20 off your $60 registration fee!

Last but certainly not least, Insurance Industry Legislative Day has turned into “days,” with this year’s event being held virtually on the afternoon of April 26 and the morning of April 27. As you know, our legislative team at the IIA of IL has had their work cut out for them this year.

Evan Manning, Director of Government Relations for the association, has been working tirelessly on moving IIA of IL sponsored bills through the necessary channels, navigating the legislative sessions remotely (or following COVID protocols), and keeping up with all of the Governor’s Executive Orders that have affected Illinois independent agents. All the while, Evan has maintained a great working relationship with the House and Senate Insurance Committees’ Chairs, and, along with Brett Gerger, IIA of IL Director of Education and Agency Resources, and Phil Lackman, CEO, has continued to work closely with key contacts at the Department of Insurance (DOI).

It has been a whirlwind of a year, and I invite you to hear all about it at this year’s event. For just $20, plus the opportunity to receive four hours of IL CE, you will get a full update from Legislators, the acting director of the DOI, and participate in a roundtable discussion with association leaders. This is your industry. It is essential to listen to all the details that go into fighting for you and your business every day. Detailed information can be found on page 13. I encourage you to register right away.

I wanted to present these events to you and encourage you to participate. The IIA staff is truly the best in the entire country at organizing and implementing these conferences.

These events represent the best of what your association offers to all members. By attending, you will see first-hand the major legislative issues impacting our livelihood on a federal and state level. By registering, you will experience the EDGE conference presented by our wonderful award winning young agents group that includes so many topics that are relevant to the success of your agency. After reading this article and the additional details within Insight, I urge you to take a few minutes and register to attend virtually. If you attend, please feel free to send a message and let me know what you found most valuable.

Have a great April.

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

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Customized Advertisements Let us customize a campaign ad in a format of your choice, from radio, TV and various print materials. Trusted Choice marketing materials are designed with your agency in mind, and our in-house designer will customize these materials for you.

VIDEOS

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EMAIL BLASTS

DIRECT MAILERS

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TRAINING PROGRAMS Advertising 101

This online training offers step-by-step strategies to create the right message, form a plan and create the perfect pitch! Advertising 101 is a nine-part series designed to help you understand, design and execute a successful advertising campaign.

Learn about advertising goals, market research, budgeting, strategy, media, advertising agencies, ad content and measurement.

CONTACT US: trusted.choice@iiaba.net

The Power of 30 Seconds™

A training series designed to help you maximize the experience of customers calling your agency on the phone.

The training has three sections that focus on workflow, soft skills and automation.

Once you complete the training, feel free to take a short quiz and receive a certificate of completion.

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Explore the ALL NEW Trusted Choice Resources Website!

Trusted Choice® has just launched an entirely redesigned website for an improved member experience and easier access to their free marketing resources and programs. The new site features a streamlined ordering process for free custom marketing materials, the ability to share content directly to Facebook and Twitter, an improved monthly social media calendar, and much more!

The site also features a resource library of documents, videos and webinars that can all help your agency.

Sign up for their monthly newsletter by April 30 for a chance to win a $50 VISA gift card!

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Amplify Your Local Marketing Check out the newly launched Trusted Choice® Resources Site.

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PROTECT YOUR INDUSTRY. April 13-16, 2021 independentagent.com/events

All Four Days of the Big “I” Legislative Conference are FREE! Register now at independentagent.com/events.

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april 2021

Monday, April 26 & Tuesday, April 27

Virtual Event

4 hours CE (Pending Approval)

Monday, April 26 - 2:00 - 4:00 pm Presentations from Legislators and the Insurance Director House Insurance Chair, Thaddeus Jones, and Senate Insurance Chair, Napoleon Harris, III, will discuss current legislation in their respective committees, how they run their committee, and important issues being considered in their committees and in the General Assembly. They will also discuss important issues facing Illinois and employers.

Acting Director Dana Popish Severinghaus will be presenting on issues facing the Department of Insurance, their legislative agenda, and how she plans to manage the Department.

Tuesday, April 27 - 10:00 am to Noon State Legislative Roundtable Leaders of the associations will discuss important legislation and issues currently being considered in the General Assembly, provide insight into the legislative process, provide insider knowledge of the General Assembly and the new leaders of the caucuses.

- Kevin Martin, Executive Director, Illinois Insurance Association - Laura Minzer, President, Illinois Life & Health Insurance Council - Phil Lackman, CEO, IIA of IL - Evan Manning, Director of Government Relations, IIA of IL,

NAIFA IL, IAMIC, ISAHU

Registration Fee: $20 per person (includes 4 hours IL CE)

www.insurancelegislativeday.org april 2021

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e INSIGHT -

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

AP RI L 20 21

INSIGH T

SALES

TIPS INSURfor ANCE AGENT S

The Se cret to Buildin What C g a Gre ustom at Sale ers Ex s Team pect fr om Sa lespeo Plus ple

EDGE CONFE RENCE INSUR LEGIS ANCE INDUS LATIVE T DAY RY

In this month’s e-Insight.

How Digital Marketing can Boost Insurance Agent Sales

Digital communications are more important than ever, but one particular tool can increase landing page conversion rates by 80%.

By PropertyCasualty360 april 2021

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By Donna Asta

Technology can make or break your agency’s errors and omissions mitigation procedures.

Technology helps insurance agents and brokers service accounts more efficiently. It helps us issue policies and market our products. However, it is only as good as its user. One error can have a lasting effect on the whole process. I remember a Georgia claim involving EPL (Employment Practices Liability) coverage added by endorsement to a policy. The agency’s internal system reflected that EPL coverage was in place. When the agency moved the account to another carrier, their policy no longer contained EPL coverage. However, the broker relied on the agency’s system and assumed that a standalone EPL policy had been issued. When the customer was sued by several former employees and had no insurance coverage, the error came to light. As a result, the agency faced a high exposure claim. In this case, technology provided the information, but the user failed to confirm its accuracy.

Today, websites, social media and e-newsletters are common marketing tools that promote your products and offerings. They can also help your clients understand the insurance that you offer better. In a California claim, an agency placed workers compensation insurance for a rehab facility. The agency placed the coverage and helped the client develop its workers compensation program.

However, the client did not understand the process resulting in misclassification of certain employees. That led to claims against the client and a corresponding claim against the agency. Educating your clients and providing resources on your website and e-newsletters to help them better understand what they are purchasing can help minimize such misunderstandings. The clients also appreciate access to such information as it empowers them to make better informed decisions.

Similarly, renewal time can come with its opportunities and challenges. It is a great time to market new coverages, recommend that customers reassess their insurance needs and to protect yourself from a future claim. A renewal letter is an excellent example of using technology to meet your clients’ needs. Rather often, a client rejects umbrella coverage, but later insists that such coverage was never recommended. Issuing letters recommending umbrella coverage at renewal will help dispute such a claim. For example, a New York claim argued that in 2008 the coverage was offered and rejected. However, we do not have any communication to prove that the coverage was offered. Sending a renewal letter would have addressed that discrepancy.

With many of us working from home right now, we rely on technology more than ever before. In this time of less face-to-face contact, the way that agents and brokers use their resources can make (or break) them. To make the best use of what you have available, know the limits of your technology and continue to communicate with your teams and your clients.

april 2021

If you have any questions, please contact us at eo@iiaba. net.

Donna Asta is vice president and claims expert at Swiss Re Corporate Solutions and works out of the office in Chicago.

Insurance products underwritten by Westport Insurance Corporation, Kansas City, Missouri, a member of Swiss Re Corporate Solutions. insight

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t r i V

l a u

2021 Powered by:

conference

April 21-22

Virtual Conference

Designed to meet the needs of everyone in our industry

young agents, veteran agents, CSR’s

Day and a Half Program Focused on Professional Development, Personal Growth, Leadership Skills, and Relationships

8 hours continuing education

e-Insi gh Bonus t !

B

e one o f 10 to receive $10 off!

Use Co de "e-In sight"

Registration Fee: $60 per person

(Includes all education sessions & CE, time with exhibitors, and social event.)

Comedian Jeremy Nunes to Open Event!

Satellite Radio Regular • “Who’s With Me?!” Amazon Prime Special After winning $200 in a local comedy competition, the 6’6” comedian left the rural, Southern Illinois life behind to explore the comedy scene in Chicago.

Once in Chicago, it was at The Second City and iO Comedy Theaters that he first developed the “front porch” comedy style that is now a staple of his act.

Jeremy’s DryBar Comedy Special, “Neighborhood Sasq-Watch”, is currently one of the highest rated episodes on the platform. Nunes also released an Amazon Prime Special titled “Who’s With Me?!” He has appeared in “The Layover,” “The Break-Up,” “Last Comic Standing,” two PBS mini-series, Comcast On Demand, ABC’s “Final Witness,” a National Geographic Special, and is heard on Sirius/XM and ESPN Radio. Nunes also hosts the critically acclaimed “Dynamic Drop In” Podcast on iTunes.

He has since returned to his rural hometown where his parents manage a trailer park. Though he really wants to cash in on that goldmine, he continues to tour instead.

NETWORKING GAMES It wouldn’t be an EDGE Conference without some friendly competition!

Join in on the fun, Wednesday from 4:00 - 5:30 pm, and WIN $$$!

No, we won’t stare at each other on Zoom. This will be highly interactive!

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Education Sessions Daily Victories

John F. Nichols

Through John’s personal story telling, you will learn how live a life of empowered relationships from the INSIDE-OUT. By implementing the strategies, you can choose the mental, physical and spiritual life that you want now and forever. This highly energized presentation will capture your heart, open your mind and touch your soul while inspiring to achieve your dreams and goals while living the life that is truly life.

Audience learning Points: • Five Strategies for building your business • The mindset and specific tactics to overcome adversity • Elements to building deeper personal & professional relationships • Proven sales process • Creating a fulfilling and balanced life

Stacey Brown-Randall

Productivity Demystified

There are many ways to generate leads or prospects to fill your pipeline. From traditional business development tactics like cold calling and networking events, to newer techniques like social selling, social media ads and thought leadership.

While many of the traditional methods and new techniques work, one method is consistently overlooked: Referrals. The reason generating referrals from clients is typically overlooked is because of old-school advice. Either we have been taught referrals are random, sporadic, something you cannot control, or we have been taught the only way to control them is to ask for them. But what if there was another way? What if you didn’t have to ask?

Referrals... Without Asking

Do you ever get to the end of the day and wonder: “Where did the time go?” or “I know I worked all day, but what did I do?” Being busy doesn’t mean you are being productive. How you invest your time, get work done and manage information overload directly impacts your ability to be successful.

Taking control isn’t just for “natural” planners and to do list makers ... using brain science and proven techniques everyone can work within their natural style to take control and use time efficiently.

Matt O’Neill Ten Secrets to Peak Producer Performance A Peak Performer is one who is maximizing his or her potential for success. Peak Performers go about their business with clarity and a sense of excitement, purpose, passion and pride. While these individuals come from all walks of life and have differing skill sets, they share these secrets to success. Through this program, you will learn strategies to significantly increase your new business hit ratio, create a steady flow of qualified new business referrals and reduce outside competition on key accounts.

Dare to be Different

In today’s dog-eat-dog business environment, it is essential that agents stand out in a crowded marketplace... to separate themselves from their competition. Simply put, to be different! In Dare to be Different, Matt O’Neill will convey that price is the enemy of differentiation. april 2021

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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 Columbia Insurance Group Continental Western Group CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Encova Insurance Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Insurance Program Managers Group J C Restoration J M Wilson

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Kemper Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marsh, Berry & Company, Inc. Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home 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 W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield

april 2021

associate news | INSIGHT Illinois Specialty Insurer, RLI, Makes Leadership Promotions, Changes Peoria, Illinois-based specialty insurer serving niche property, casualty and surety markets, RLI Corp., has promoted or named several leaders to new roles.

Kevin Horwitz, vice president, Claim, has assumed the role of vice president, Innovation Management and Policy Development, a newly created position. Horwitz is responsible for identifying, evaluating and supporting emerging product, policy, InsurTech and innovation opportunities. Horwitz joined RLI in 2010 as manager, Claim, and held several Claim leadership roles before being promoted to vice president, Claim in 2015. Prior to joining RLI, he served as claim consultant at CNA. Horwitz has 20 years of industry experience.

Grinnell Mutual Named 2021 Gallup Exceptional Workplace Award Winner Grinnell Mutual has received the 2021 Gallup Exceptional Workplace Award (GEWA). The award recognizes the most engaged workplace cultures globally.

By connecting employee engagement to every aspect of their culture, these organizations fuel the motivation and innovation that drive business results far beyond their competition around the world, and give people what they really want from their careers and lives: belonging, learning and growth, recognition, a great manager, and the opportunity to do what they do best every day.

In a year filled with unprecedented challenges ranging from the COVID-19 pandemic and civil unrest to one of Midwest insurers’ most destructive and costly weather events, the Aug. 10, 2020, derecho, Gallup found that Grinnell Mutual demonstrated extraordinary commitment to its employees and its corporate culture.

J.M. Wilson Announces Promotions and New Brokerage Underwriter J.M. Wilson is pleased to announce the promotions of Cheryl Gleason to Director of Claims and Adam Benda to Claims Manager. Gleason has been with JM Wilson since 2015 where she began as a Claims Specialist before being promoted as Personal Lines Manager. Gleason will continue to manage the Personal Lines team. Adam Benda joined JM Wilson in 2015 where he began as a Claims Representative and Personal Lines Underwriter, before being promoted as a Claims & Litigation Specialist.

Landen VanSyckle has been promoted to Sales & Agency Relations Manager. In addition to being the primary resource and liaison to agencies in Wisconsin and Illinois by offering product knowledge and quality service, VanSyckle is also responsible for managing the dayto-day operations of the Sales Team and strengthening relationships with agency partners.

april 2021

VanSyckle has been a member of the JM Wilson team since 2018. Prior to joining JM Wilson, he was an Associate Broker and Commercial Sales Specialist with another MGA/ Brokerage firm. An Olivet College graduate, VanSyckle double majored in Insurance and Risk Management and Financial Planning.

J.M. Wilson has also announced the addition of Matt Schultz as Brokerage Underwriter in their Portage, Michigan office. He is responsible for underwriting new and renewal accounts with a focus on cyber and technology, as well as maintaining relationships with carriers and independent agents in all states that JM Wilson writes in.

Schultz is a graduate of Western Michigan University and Olivet College and has earned CLCS (Commercial Lines Coverage Specialist), CAWC (Certified Authority on Workers’ Compensation), AIC (Associate in Claims) and AINS (Associate in General Insurance) designations.

Prior to joining JM Wilson Schultz held positions with insurance agencies as a Commercial Account Manager and Commercial Property Inspector. He has also served as Public Safety Officer and Detective for the Kalamazoo Department of Public Safety.

SECURA Insurance Publishes 2020 Annual Report 2020 annual report reflects on a year of growth, financial strength, and future investment.

SECURA Insurance released its 2020 annual report this week sharing details about strong financial performance, company culture, and continued investment in relationships.

“I don’t think anyone could have predicted the events that would happen in 2020,” said Dave Gross, SECURA President & CEO. “Looking back on the year I’m proud of how our associates and agents worked together to find success and deliver on our promises to policyholders.”

In 2020, SECURA associates transitioned to work from home due to the COVID-19 pandemic. Despite the transition, workplace culture remained strong with associates finding ways to stay connected in a virtual work setting. Associate resource groups also formed to provide resources and a network to connect with others who have common interests.

SECURA’s workforce grew by 42 full-time positions in 2020, with 30% of those positions filled internally.

Associate voluntary turnover was just 2.3%.

Together, with their independent agency partners, SECURA produced strong financial results. To view the full 2020 annual report, visit secura.net/report. For career opportunities, visit secura.net/careers.

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Utica National’s Agents’

Errors & Omissions Coverage Options How Does Your Insurance Stack Up? We offer a number of coverages specifically designed to be added to your Agents’ Errors & Omissions Policy. We recommend the coverages checked below for your specific needs.

Coverage Contingent Catastrophe Extra Expense provides the extra funds your agency needs

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to continue to service your clients after a catastrophe1 strikes. It covers expenses such as temporary claim office set-up, overtime, temporary workers, etc. Many times these expenses are not covered under Business Income/Extra Expense if your property wasn’t damaged. This is just $100 per year.

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Cybersurance is needed in case a hacker or thief takes personally identifiable information. It covers both data and paper breach and includes Security and Privacy Breach Liability as well as Breach Notice Response Coverage. Premiums start at $506.

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Employment Practices Liability is coverage for allegations of discrimination, harassment, wrongful termination, etc., from employees.

Liability to Third Parties extends Employment Practices Liability to cover allegations of discrimination and harassment from vendors, suppliers, service providers and business invitees.

Coverage trigger is a catastrophe declared by ISO’s Property Claim Service (PCS).

Contact us for more information.

This summary represents an outline of coverage available from the companies of the Utica National Insurance Group. No coverage is provided by this summary.

All coverages are individually underwritten. Coverage availability, terms and conditions are dictated by the policy and may vary by state. In the event of a loss, the terms of the policy issued will determine the coverage provided. For questions on coverages, contact your independent agent.

9-A-2564 Ed. 12-19

iia of il news | INSIGHT

Education Classes april

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Pre-Licensing Course - Property & Casualty Virtual E&O - Identity Theft, Red Flags, Money Laundering Webinar E&O Roadmap to Personal Auto & Umbrella Webinar CISR - Insuring Personal Residential Property Virtual E&O - Roadmap to HO Endorsements & PIM Webinar E&O Risk Management – The Challenge of Change Webinar Agents E&O Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing Course - Life & Health Virtual CISR - Commercial Casuatly 1 Virtual EDGE Conference Virtual CIC - Commercial Casualty Virtual Insurance Industry Legislative Day Virtual Culture, Ethics, and E&O Webinar E&O - Roadmap to Policy Analysis Webinar

may

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E&O-Roadmap to HO Endorsements & PIM Webinar Pre-Licensing Course - Property & Casualty Virtual CISR - Life and Health Essentials Virtual E&O Roadmap to Personal Auto & Umbrellas Webinar CISR - Commercial Casualty 2 Virtual E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing Course - Life & Health Virtual Ethics: Essentials for the Insurance Producer Webinar CIC - Life and Health Virtual E&O - Identity Theft, Red Flags, Money Laundering Webinar Agents E&O Webinar CISR - Agency Operations Virtual E&O - Roadmap to Policy Analysis Webinar E&O Risk Management – Challenge of Change Webinar

New Members member agency JD Ross and Associates, Inc. Barry, IL Slattery Insurance Agency Sherrad, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. april 2021

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INSIGHT | classifieds for the insurance professional by the insurance professional

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

AGENCY/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.

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.

AGENCY ANNOUNCEMENT

27. Insurance Brokers Incorporated (IBI) Welcomes GAINSCO as a Carrier Partner Insurance Brokers Incorporated (IBI) is pleased to announce the addition of GAINSCO Auto Insurance as an IBI carrier partner. GAINSCO is a nationally recognized market leader with outstanding service to the specialty auto insurance market. The partnership will provide distribution for GAINSCO Auto Insurance products and will provide increased sales opportunities for IBI agency customers. Please contact us at marketing@GoIBI.com.

Bill Coughlin IBI Insurance Brokers, Inc. (547) 797-9577

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

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april 2021

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