Insight December 2017

DECEMBER 2017

INSIGHT Are Yours in a Row?

Do You Know What’s Really Happening in Your Agency?

Younger Employees Want Mentorship IA’s Priorities are Changing

Everything your customer cares about is in this house.

Things the family just can’t afford to lose.

As an Official Supplier of the Silver Lining®, you can help them protect it with a Home and Highway® policy from West Bend.

Your customers will benefit from the convenience of one policy, one bill, one deductible, and one agency. And with the claim free award, they’ll even get a portion of their annual premium back if they don’t have a claim.

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

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

the journal of trusted choice independent insurance agents of illinois

December 2017

CONTENTS 14

Sleep Like You Mean It - Five Reasons Leaders Should Sleep More

By Alvaro Vaselli Do You Know What’s Really Happening In Your Agency?

By Curtis Pearsall

24 9 Trusted Choice

21

New Research Reveals IA’s Priorities are Changing

By Tom Messina Communicate Effectively During the Sales Process

By John Chapin

In This Issue

7 28 29 34

11 12 26 31 32 33

Associate News IIA of Illinois News Classifieds

INSIGHT

24

27 Young Agents

17 e-Insight

Regular Features President’s Message

18

Industry Government Education Staff Profile People in the News Industry News

Insight is the official publication of the Independent Insurance Agents

of Illinois (IIA of Illinois). The magazine is published monthly for the

members of the IIA of Illinois, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of Illinois 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 2009 • 2010 • 2011 • 2012 review to dfrench@iiaofil.org.

2013 • 2014 • 2015 • 2016 •2017 info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

ADVERTISERS

Board of Directors

Executive Committee

Chairman of the Board | Rick Sutton (309) 692-8544 | ricks@was-irp.com President | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com President-Elect | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com Vice President | Bill Wirth (618) 939-6368 | billw@wirthagency.com Secretary/Treasurer | Bennie Jones (312) 960-6200 | bjones@rmsoa.com IIABA State National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | sanins@essex1.com

Regional Directors Region 1 | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com Region 2 | Joeseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com Region 3 | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@petersoninsuranceciag.com Region 4 | Michael Gonet (815) 339-2411 | mike_gonet@hotmail.com Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com Region 6 | Rob Messer (815) 459-3300 | rmesser@marketfinancialgrp.com Region 7 | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com Region 8 | Corbin Adams (312) 938-0900 | cadams.irsinc@ameritech.net

23

ABRC

10

AMALGAMATED INSURANCE UNDERWRITERS

33

AMERISAFE

36

APPLIED UNDERWRITERS

12

BERKSHIRE HATHAWAY GUARD INS. GROUP

32

FCCI

30

IPMG

5

IPRF

35 6 22

KEYSTONE INSURERS GROUP PEKIN INSURANCE RLI

8

THE IMT GROUP

8

TRANSCOM GENERAL

20 2

W.A. SCHICKEDANZ WEST BEND MUTUAL

Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com At-Large Director | George Daly (708) 845-3311 | george.daly@thehortongroup.com At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

Committee Chairs Agency/Company Relations | Timothy Nicoud, Jr. (217) 546-6900 | tim_jr@nicoudinsurance.com Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (618) 457-0471 | cindy@ciains.net Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com InsurPAC | Thomas J. Walsh, CPCU, CIC, AAI, CRPC (630) 737-0300 | tjw@twgroupinc.com IIAPAC | George Daly (708) 845-3311 | george.daly@thehortongroup.com

IIA of Illinois Staff Education Director, CRM Manager Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org Vice President of Communications Deann French - (217) 321-3022 - dfrench@iiaofil.org Products & Services Administrator Melissa Hilgendorf, CIC, CISR - (217) 321-3012 - mhilgendorf.indep12@insuremail.net Education Coordinator & Tradeshow Admin Tami Hubbell - (217) 321-3016 - thubbell@iiaofil.org Director of Human Resources/Board Admin Jennifer Jacobs - (217) 321-3013 - jjacobs@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org Chief Executive Officer Phil Lackman - (217) 321-3005 - plackman@iiaofil.org

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org Accounting Services Administrator Debbie Trudeau - (217) 321-3006 - dtrudeau@iiaofil.org Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

Find us on Social Media

Public Entities and Government Agencies Count on IPRF. The Leader in Workers’ Compensation Coverage Since its inception in 1985, public entities and government agencies have controlled the cost of workers’ compensation coverage by participating in the Illinois Public Risk Fund. Today, nearly 700 risk managers rely on IPRF for: • It’s AAA Exceptional Rating • Money-Saving Grant Programs • First Dollar Coverage with No Deductible • Consistent Cost Savings Through Low Overhead and Investment Income • A Dedicated Claims Unit with Easy Access and Aggressive Subrogation • Interest-Free Premium Financing

IC

www.iprf.com 800-289-IPRF • 708-429-6300 FAX 708-429-6488

P R O U D L Y

S E R V I N G

T H E

P U B L I C

S E C T O R

Sometimes things are just clearly

BEYOND THE EXPECTED

®

.

Just like the way we connect with our insureds.

2505 Court Street • Pekin, Illinois • 61558 800-322-0160, Extension 2394 www.pekininsurance.com

AUTO

•

HOME

•

LIFE

•

BUSINESS

PRESIDENT'S MESSAGE

Ryan Hite - IIA of Illinois President - (309) 688-7316 - ryan.hite@eaglerockins.com

Season of Giving As we enter the holiday season in full swing, it’s important that we take time to pause and reflect on the past year and how fortunate we are in this industry. We serve and help clients at some of the worst times of their lives every day, but the Independent Agent community does so much more outside of our offices.

One of those things we have banded together on is supporting St. Jude Children’s Research Hospital. Many of us have personal stories or know a family that has been touched by St. Jude. Many agents across the State held events this past year, and I am proud to announce that we have raised more than $43,000! THANK YOU to every agency, volunteer, and donor that helped put on these events. We received several notes of recognition and gratefulness from the staff and leadership of St. Jude for what we are doing to help these kids. You can be proud of this partnership and what we have done so far.

december 2017

TrustedChoice.com is also in the giving mood this season and has upgraded EVERY member of the IIA to their latest service, called MVP (More Visibility Program), for FREE. This is your membership dollars at work for you. A few of the new highlights: • You now have access to an agency dashboard.

• You’ll receive a higher ranking for our member profiles in search results.

• You can customize your profile with a photo, description, and risk appetite.

Please consider logging in and updating your online profile. See page 9 for more information. This is a great program and the more of us that are actively involved, the better results we will see. If you need help or have any questions, please contact the IIA of IL office.

From the Hite family to yours, have a very Merry Christmas and a Happy New Year!

insight

7

BE WORRY FREE WITH IMT

We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and hightouch customer service, we are there when we are needed most.

Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.

imtins.com | west des moines, iowa

Your one-stop shop for all of your difficult to insure needs.

WE INSURE THE TOUGH STUFF Transcom is a specialized insurance wholesaler serving independent agencies in Illinois, Indiana, and Wisconsin.

Our focus is writing commercial auto risks of all types, garage business, and E&S type property and casualty risks.

Public Automobile

General Liability and Garage

Commercial Property

Commercial Auto and Trucking

We have earned broad authority from our carrier partners so that most businesses can be underwritten and issued efficiently from our Madison office.

✔ ✔ ✔ ✔

Serving agents in Illinois, Indiana, and Wisconsin.

Industry recognized carriers.

Experienced underwriters.

Knowledgeable and skilled support staff.

(800) 360-3303 transcom-ga.com

More Visibility Program

FREE for IIA of Illinois members Investing in boosting your marketing edge with online insurance prospects Partnering with TrustedChoice.com on the

Last year, the Illinois More Visibility

More Visibility Program is an investment in

Program drove 18% more insurance

enhancing your digital footprint. The More

shoppers to TrustedChoice.com and

Visibility Program drives more local online

2,936 of those shoppers turned into

handshakes to our member agencies

referrals for Illinois agencies. More online

through geo-strategic search engine

visibility leads to more opportunities to

optimization.

turn online clicks into clients.

It’s time to take full advantage of MVP To shine online and stand out to insurance buyers, it’s time to update your TrustedChoice.com digital profile.

1 2

Sign in to activate your account.

Visit https://goo.gl/gwMmLw and sign in using your IIABA credentials.

Update your profile. Click “Agency Profile” in the main menu. Then, click the “Edit Agency Profile” button. Complete the information on each of the tabs and then press “Save”.

Need assistance? Call (855) 372-0070 to speak with a TrustedChoice.com representative.

Copyright 2017 TrustedChoice.com. All rights reserved.

PRO TIPS Use a person’s photo for your profile image.

Agencies with pictures of people in their profiles convert higher than those that do not.

Use a producer’s phone number in the “Public Phone Number” field. This is the number consumers will call to get in touch with you so you want to be sure they connect with a real person right away.

By default, all lines of business are selected for you, so it’s important to review and refine your appetite filter settings. Removing the lines of business you don’t serve ensures you get referrals for the lines you like to write.

(800) 613 2600 :::.:IU US:.

Our is like chocolate pudding...

One taste and you'll be back for !

P

H : :: :

•O : :q • R : :: : 15% 20% b : k : For personalized service, call: ::::::::::::::: (845) 426-5353 aaron@aiu-usa.com

INDUSTRY

Swiss Re Examines Why P&C Markets Must “Right the Ship”

By Bethan Moorcraft The P&C markets in the insurance and reinsurance industries are “not terribly healthy,” according to Swiss Re’s Keith Wolfe, president of US P&C, regional and national.

A low interest rate environment, a difficult auto insurance market and general inefficiency in P&C has led to a lag in industry development. Add to that the considerable catastrophe losses that have “eroded the entire annual premium base for the US P&C industry” and the industry’s in a tight spot.

Lots of publicly trading companies in the reinsurance space are reporting a return on equity (ROE) in the single digits.

These poor ROEs need to be ramped up to a sustainable double-digit figure as quickly as possible if the industry wants any chance of regaining its health, according to Wolfe.

“So far, 2017 has shown us that the good luck we had with natural catastrophes is quite clearly over. It has forced the industry to acknowledge things that are in various states of disrepair or unhealthiness,” Wolfe told Insurance Business.

“Property up until recently was masking a lot of bad behaviour and problems. Companies were making money because they were lucky – the catastrophes didn’t come.

In reality, the industry probably wasn’t pricing properly for the catastrophes during this benign period, which has come full circle this year.”

Wolfe said the industry has an opportunity to transform its current sourness into a strong and sustainable business model, but it requires everyone along the insurance value chain to understand that the industry operates in a global capital environment and that everyone shares in the good and the bad.

december 2017

“Communication is key. People have to understand the whole picture,” said Wolfe. “Global capital and a steady flow of money into the reinsurance and insurance sectors created an environment where companies could pay less for a reinsurance product and therefore sell their own insurance products for lower prices as well.

“But nobody’s immune when the global capital base is challenged, like it has been this year. Everyone is part of the equation. So, insurance companies need to analyse their buying behaviors over the last several years and consider the partnerships they’ve had with reinsurance partners and vendors to work out what rate pressures and changes to the capital base might mean for them.”

Pricing has been poor for many parts of the insurance and reinsurance markets for a number of years, according to Wolfe. The industry needs to work towards healthy ROEs and efficient markets that trade well and don’t have an oversupply or an undersupply.

As the industry “rights the ship” and slowly edges back to sustainable economic health, it also needs to focus on the fundamental value of solving more of society’s problems.

After all, that’s what the (re)insurance industry’s there for, Wolfe added.

Bethan Moorcraft is currently a news editor at Insurance Business. She is a graduate of the NCTJ accredited News Journalism MA course at Cardiff University. Before this, Moorcraft studied BA English Language and Literature at King’s College London and spent a semester at the University of Toronto. Moorcraft worked as a digital news journalist (crime specialist) at the Bath Chronicle before joining Key Media. While training as a journalist, she gained experience at Mirror Online, The New Day, Wales Online, and the South Wales Evening Post. She can be reached at Bethan.Moorcraft@keymedia.com.

insight

11

IIA of IL appreciates the support of the following local associations that have raised funds for the Independent Insurance Agents Political Action Committee (IIAPAC) over the past year: Region 1: $3,250 DuPage Independent Insurance Agents: $3,000 Region 6 & 10 Golf Outing: $2,088 Joliet/Will County Independent Agents: $1,000 IIA of Northeastern IL: $1,700 Chicagoland IIA: $670 The association is also grateful to the agencies that have made outstanding contributions to the PAC: Alliant/Mesirow Insurance Services: $5,000 Assurance Agency, Ltd.: $5,000 The Plexus Group: $1,000 A special thank-you is in order the members of the Joliet/Will County Independent Agents Association who collectively contributed $1,000 InsurPac. For more information on the association’s political action committees, or to login and make a secure online contribution, please visit: www.iiaofil.org/Government/ Political-Action-Committees.

Jeremy Jackson of The Hanover Insurance Group (center) presented an IIAPAC donation to IIA of IL President, Ryan Hite (l) and IIAPAC Chair, George Daly (r) at a recent company appreciation dinner in Springfield. The $5,000 donation brings the total The Hanover has contributed to IIAPAC over the last 10 years to $50,000.

What’s New?

What’s Not?

Now a billion dollar company!

(Sales passed the mark in 2016.)

Secure financial strength that comes from being a member of the Berkshire Hathaway family.

Nationwide geographical scope.

Our A+ (”Superior”) A.M. Best Company Rating.

An increasingly robust One-Stop Insurance Shopping solution via a BizGUARD Plus product suite that features Workers’ Compensation, Businessowner’s Policy, Commercial Auto, Umbrella, and Professional Liability coverage.

Average annual growth in premium in excess of 25% per year for the past five.

Ongoing product and service enhancements to win renewals and keep a high retention ratio.

Broader appetite for select risks (including Total Insured Property Values as high as $50 million for certain industries and risks).

Our focus on being data-driven and using business intelligence to gain a competitive edge.

A superior combined ratio that (according to A.M. Best) outperforms our peers.

Our commitment to distribution through independent agents!

Higher A.M. Best financial size (i.e., “X”).

Enhanced infrastructure to support growth.

ST

H

Berkshire Hathaway

GUARD

Insurance Companies

IT BIL Y A

OWT

GR

government

PAC Donations

We have agency appointments available.

Go to www.guard.com/apply!

12

insight

december 2017

For the first time in several years three Illinois agents and active IIA of Illinois and NAIFA members have announced their candidacies for the Illinois House. Currently, there is only one active insurance agent in the General Assembly, Senator Dave Syverson R-Rockford, an independent agent with Williams Manny, now Gallagher. Over the years there have been many agents, independent and captive, serving in the Illinois General Assembly including Manny Hoffman, Karen Yarbrough, Larry Bomke, Tim Osmond, Joann Osmond, Roger Jennish and Eugene Moore. We are excited that these individuals have decided to step up and serve their communities and we are doing everything possible to assist their campaigns.

Todd Henricks 101st District

Henricks is running as a republican in this open seat contest where Representative Bill Mitchell is retiring. The 101st is a large downstate agriculture based district roughly located between Bloomington, Decatur and Champaign. This rural district trends strongly republican and in fact as of this writing no democrats have announced so the republican primary is tantamount to election. He is facing two challengers in the republican primary.

Henricks has owned and continues to operate ChapmanHenricks Insurance Agency in Cerro Gordo where he and his wife Jane and two children reside. Like so many agents, Henricks has been very active in his community serving for years on the school board and coaching the Cerro Gordo High School football team. He served several years on the IIA of IL board culminating his service as Chairman in 2011-2012. IIAPAC and NAIFAPAC have contributed to Henricks’s campaign and will continue to do so.

To find out more about his candidacy and contribute go to www.toddforrep101.com.

december 2017

government

Agents Announce for the Illinois House, IIA of IL Past President Todd Henricks Running for the 101st District Jeff Keicher 70th District

Keicher is also running as a republican in a district where the incumbent, Bob Pritchard, is retiring. The 70th is centered around Dekalb/Sycamore and leans republican.

To date Keicher is the only republican to announce and there are two democrats who have entered the race. He has been with State Farm since 1995 and an agent in Sycamore since 2005. Keicher has deep roots in the community and is currently serving as the National Association of Insurance and Financial Advisors State President. IIAPAC and NAIFAPAC have both contributed to Keicher’s campaign and will continue to do so.

To find out more visit keicherforrep.com.

Adam Solano 62nd District

Unlike the previous two races the contest in the 62nd is a little more complicated.

The 62nd is a north suburban district centered around the communities of Grayslake and Round Lake. This is a swing district currently represented by a democrat who is running for reelection. Solano is running as a republican and he has competition in the primary before facing the incumbent in the general election. He is an independent financial advisor and a NAIFA Past President. IIAPAC and NAIFAPAC have also contributed to Solano’s campaign.

For more information on Solano or to contribute go to https://electadamsolano.com.

insight

13

SLEEP LIKE Y

Five Reasons Leaders In January 1986, just seconds after launch, the space shuttle Challenger exploded, killing everyone on board instantly. According to research in 1988, select managers directly involved in the launch arrived at 1 a.m. that morning, having only slept a maximum of two hours.

Additionally, in 1989, third mate Gregory Cousins was allegedly sleeping at the wheel of the Exxon Valdez supertanker. When the boat drifted off course, this made it impossible for him to turn it around and avoid disaster.

The crew reportedly had just finished a 22-hour shift loading the oil into the tank. The third mate allegedly only had a “catnap” in the 16 hours prior to the crash. Lastly, according to the National Transportation Safety Board, “impaired performance resulting from fatigue” was a factor in the 1999 American Airlines Flight 1420 crash that killed 11, including the captain, and injured over 105 people.

Only 24 people walked away from that crash without injury.

Circadian, a global leader that provides workforce performance and safety solutions for businesses, stated, “Sleep deprivation is an issue that is often ignored, yet frequently the root cause of decreased productivity, accidents, incidents and mistakes which cost companies billions of dollars each year.” Ten of the top sleep deprivation dangers in the workplace include: decreased communication, deterioration of performance, increased distractibility, driving impairment, an increase in the number of errors made by sleep-deprived individuals, poor cognitive memory and assimilation, poor mood appropriate behavior, greater risk-taking behavior, the inability to make necessary adjustments when needed. The more each of this issues is increased, the more sleep deprivation is compounded in an individual.

So the question that must be asked is whether or not the above scenarios would have resulted in more positive outcomes if the people who were responsible for others’ lives on those fateful days had truly been rested before starting their shifts. This is why I’ve set out to solve common problems many commonly experience during the night, allowing them to achieve balance in their overall life through a consistently goodnight’s sleep.

When the body achieves a natural flow with the mind, it makes a difference in how a person experiences the world. This means making a commitment to being truly asleep when sleeping and truly present while awake. We each have an opportunity to put happiness within reach by building the right foundation for their lives, which starts with a truly restorative night’s sleep.

If recuperative sleep is good for people in general, think about the edge leaders in each of their fields who maintain quality, restorative sleep can have over the competition.

Below are easy-to-follow strategies which prove why quality sleep is so important to getting ahead.

Mental Clarity

It is no surprise that professional athletes are always on the lookout for every single advantage they can utilize in order to outperform their opponents. With a career that spans a maximum of 15 years, they want to stay on top of their game for the duration. “Brady is the healthiest great champion the NFL has ever had, both physically and mentally” (Sally Jenkins, The Washington Post). The longtime New England Patriots quarterback, with multiple Super Bowl victories and MVP awards, is widely regarded as an athlete whose training and determination pushed him from a mediocre draft position to the most-revered and

YOU MEAN IT

rs Should Sleep More

By Alvaro Vaselli

respected professional football player of his generation.

He is very open about his approach to a more natural, healthier way of exercising, training and living which challenges some commonly held assumptions around health and wellness. He makes lifestyle choices that amplify and extend his performance as well as his quality of life.

The same principles that Brady used to outperform his opponents on the football field can be used by leaders in a company setting to outperform their competition. One of the key factors to this edge is mental clarity and that simply cannot happen in a body that is running on fumes.

“When people have slept less, it’s a little like looking at the world through dark glasses,” according to Janice KiecoltGlaser, longtime relationship scientist and director of the Ohio State Institute for Behavioral Medicine Research. “The well-rested brain versus the sleepy brain will accomplish much more but will also be happier and less stressed while doing so.” When groggy and sleep-deprived during the day, in addition to one’s overall quantity of work suffering, the quality of work will also be worse than someone who consistently receives eight or more hours of deep sleep.

Leaders who make a commitment to deep, uninterrupted sleep for eight or more hours report more focus, more energy and more motivation than their counterparts.

Better Sleep = Better Temperament = Better Relationships = Greater Success

As stated above, those leaders who are well rested report feeling happier and less stressed than their counterparts.

Relationships are major components to winning in the business world. According to Steve Tobak, “The key to business success is winning and keeping customers. And the key to winning and keeping customers is, and has always been, relationships.”

According to Paul O’Brien in Business 2 Community, “It is known that if a strong relationship is in place, employees will be more productive, more efficient, create less conflict and will be more loyal.”

Leaders who are well rested can model positive, healthy relationships with their employees, which trickles down to their customers. By giving one’s body the sleep it needs to perform optimally, CEOs are able to give 100% of themselves in their personal and professional relationships which helps relieve stress, maintains positive mental health and leads to a more balanced work/leisure lifestyle.

december 2017

“Productivity Illusion”

As with Tom Brady’s key shift to a healthier lifestyle in order to enhance mental clarity, Amazon CEO Jeff Bezos explains how making “a small number of key decisions well is more important than making a large number of decisions. If you shortchange your sleep, you might be a couple of extra ‘productive’ hours, but that productivity might be an illusion.” When discussing the difference between interactions and decisions, quality is more important than quantity.

Living the balanced work/leisure lifestyle mentioned above helps leaders maintain their edge over their competitors.

Leaders who do not disengage at the end of the day but instead constantly check their emails in the evenings and on weekends are the ones with a greater chance of burning out or being less engaged over time.

Cheri Mah, a researcher in the Stanford Sleep Disorders Clinic and Research Laboratory, “showed that basketball players at the elite college level were able to improve their on-the-court performance by increasing their amount of total sleep time.” This was demonstrated by an increase of 9 percent in their free-throw shooting and an increase by 9.2 percent in their three-point shooting.

What activities a leader engages in outside of work are just as significant for their work productivity as what activities they engage in while working. Stuart Brown explains that “for wellbeing to really become a value, one would need to practice wellbeing in and outside the work environment.” Truly engaging in deep, restful sleep, while working less hours, will result in more productivity because both mentally and physically all systems will be working at optimal level.

Improved Sleep Helps Leaders Start Their Day the Right Way While the following habits may seem trivial, when added together, they help create a leader mentality, a leader lifestyle that translates to success in and out of the boardroom. According to psychological research, “People who make their bed in the morning are happier and more successful than those who don’t.” Think about it this way instead – by taking 30 seconds when one first gets out of bed, your first accomplishment has already occurred, putting one in a “winning” mindset from the outset.

continued...

insight

15

If recuperative sleep is good for people in general, think about the edge leaders in each of their fields who maintain quality, restorative sleep can have over the competition.

Many successful leaders start their day early. This is only successful, though, with a reasonable, consistent bedtime routine if one wants optimal results. Upon rising, for the first 60 minutes don’t engage in any work related activities such as checking email, social media or even watching the news. Instead wake your brain up gradually with meditation, a healthy breakfast and exercise, engaging in activities that feed your soul, before jumping into the business of the day. Once you have successfully taken the time to nourish your body and soul, it’s time to start knocking out the mindful assignments before the phone starts ringing and people vie for one’s attention helps leaders maintain that sense of accomplishment and productivity.

Avoiding caffeine is another great strategy which gives successful leaders an edge over others. While people assume they perform better with caffeine, it’s actually detrimental to most systems in one’s body. Because of its spikes, valleys and addictive quality, one actually underperforms when relying on America’s drug of choice.

By nurturing one’s body in the positive ways mentioned above, healthy eating, deep, reparative sleep and regular exercise actually produce higher quantities and quality of energy than caffeine. After a few days without this stimulant, leaders find they develop more confidence and function better without it.

Impulse control

Related to the caffeine addiction, which creates jitteriness, agitation and irritability when consumed in high quantities and inconsistently throughout the day, those with sleep deprivation are usually more impatient and make poorer decisions than their counterparts.

A study from UC Berkeley “found that after a poor night’s sleep, the parts of the brain associated with automatic behavior were extra active, while the frontal lobes which affect self-control were more inhibited.” Therefore, leaders who are sleep deprived are more likely to respond instinctively rather than making conscious, healthy decisions. Another study from Clemson University found that people who didn’t get enough sleep had a “higher risk of being impulsive and distracted, as well as (made) poor decisions.” Successful leaders need to be able to make great decisions, especially in stressful situations and be the atmosphere of the company that they would like to project to their customers. A sleep-deprived leader will have a more difficult time accomplishing that goal.

16

insight

According to Vaselli, when one sleeps, the glymphatic system, known as the brain’s cleaning system, goes into overdrive. This purges your brain of “organic waste materials that build up during waking hours, removing unwanted proteins and metabolic waste.” By removing this waste, it protects your body from Alzheimer’s and other neurological disorders.

Conclusion

Leadership, like football, and some would say life in general, is a game of inches. Tom Brady changed his whole lifestyle, going against the common practices of his teammates, to gain those inches to his advantage, resulting in even winning Super Bowls by mere inches. Al Pacino sums it up best from Every Given Sunday: “You find out that life is just a game of inches. In either game, life or football, the margin for error is so small. I mean one half step too late or too early, you don’t quite make it. The inches we need are everywhere around us. They are in every break of the game, every minute, every second. On this team, we fight for that inch ‘cause we know when we add up all those inches, that’s going to make the difference between winning and losing.”

Leaders should care about sleep because they can get some of those “inches” from the benefits of it. If you’re better rested than your competitor, it may give you the ability to present better, treat your team better and retain talent, or come up with more creative ideas on a regular basis.

Alvaro Vaselli is the Founder and CEO of Nuvanna, a consumer- oriented eTailer providing innovative, best-inclass products that are thoughtfully crafted with expertly curated resources. Alvaro combines his 20-plus years of leadership in sleep product design and material science with his passion to help others achieve a more restful and recuperative sleep. As an entrepreneur, innovator, and team builder, Alvaro inspires people to live a more balanced life driven by proper sleep in combination with mindfulness, positivity and gratitude. He may be reached online at www.Nuvanna.com.

december 2017

e INSIGHT -

20 17

INSIGH T

DE CE M BE R

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

Are Yo urs in a R o w?

Do Yo u Kno R w

eally Wh Your A Happeningat ’s genc y in ?

Young Want er Employe Mento e rship s IA’s Pr io r it ie a re Ch angin s g

11 Ways

to HOOK

CUSTOMERS

By John Graham In this month’s e-Insight. december 2017

insight

17

Do You Know

What’s Real Happening

in Your Ag

Today, probably more than ever, insurance agencies are conducting some degree of auditing. Agency management is keenly aware of the need to verify that the firm’s procedures are being followed consistently. In the errors and omissions (E&O) world, “consistency” is a fundamental word.

However, there are still many agencies that don’t believe they have the resources to dedicate to this important process. The best suggestion to those agencies is to at least start the process. You do not want to find out at the time of an E&O claim that your staff was “doing their own thing.”

Key steps to begin auditing

least five key processes. This will provide the foundation to build on.

Determine who will conduct the auditing. The options are many, ranging from outsourcing, to a dedicated staff member, to a “peer-to-peer” approach. The latter might be the best approach to start with, where employees audit the work of their fellow employees.

Identify a realistic number of files to audit. For many agencies, the goal is 10% of the policy count. If this is not doable, pick a number, such as 10 files per quarter, per employee. Auditing at least quarterly is suggested.

Have established procedures for processing new and renewal business. If this is not something that your agency currently has in place, work with your staff to identify at 18

insight

december 2017

As the auditing process is ready to be introduced and implemented, meet with the staff to advise them of the purpose. The goal is to get their buy-in. Through a “softer” approach, the staff will realize that auditing is not only good, but also necessary. By identifying the issues in the files that did not get a passing grade, the agency will be able to develop the appropriate solutions. This could involve the need for further training on the expected way to handle a task. It could also involve tasks being performed. For example, the documentation for a task, such as an exposure analysis checklist, is not being placed in the proper spot in the agency system or in the document management system. It may also identify an employee who does not agree with the specific agency procedure.

As the audit results are tabulated, hold a meeting involving the employee, the staff member who did the audits, and management. If appropriate, an action plan should be developed to address areas in need of correction. Through this approach, the agency will be able to determine progress as future quarterly audits are completed.

Celebrate successes. The goal of auditing is not to be punitive although, unfortunately that may occur at some point. The goal is to improve toward a greater degree of consistency.

ally g

Tremendous benefits Strive to create good auditing habits. These habits will eventually become the norm in your agency. Don’t fear auditing. Some agencies become overwhelmed in the development of auditing and try to do it perfectly from the beginning. Even if your agency starts slowly, at least it has started. The benefits will be tremendous and the process can be refined over time.

Agency?

The material contained in this article is for informational purposes only and is not for purposes of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem.

By Curt Pearsall Determine the exact audit questions with the potential responses being “yes,” “no,” or “n/a.” Consider the following: - A new business exposure analysis checklist was completed.

- The accepted proposal template was used.

- There was confirmation to the client of coverages they rejected.

- A binder was issued within 24 hours of the binding of coverage.

- Upon receipt of the policy, it was reviewed, and errors were identified.

- The policy was delivered in accordance with the agency’s expectations.

december 2017

Curtis Pearsall, CPCU, AIAF, CPIA is President of Pearsall Associates, Inc., and Special Consultant to the Utica National E&O Program.

Agency management is keenly aware of the need to verify that the firm’s procedures are being followed consistently.

In the errors and omissions (E&O) world, “consistency” is a fundamental word. insight

19

Independent Insurance Agent

Public & Specialty Transportation W. A. Schickedanz Agency, Inc./Interstate Risk Placement, Inc. understands the need to protect your customers by offering Commercial Auto Coverages for:

▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶ ▶

Charter Buses Children’s Transportation Courtesy/Shuttle Services Employee Transportation Funeral Home Vehicles Limousine & Sedan Services Mass Transit/Paratransit Medical/Medivan/Ambulance Mobile Concessions Vehicles Municipality-Owned Vehicles Party Buses Religious Organization Vehicles Security Vehicles Social Services/Senior Citizens Vehicles Taxi Cab Service

Coverages:

▶ ▶ ▶ ▶ ▶ ▶

Auto Liability limits available up to $5,000,000 Physical Damage UM / UIM Medical Payments Regulatory Filings for Federal & State available New Ventures considered

For more information, contact: Rick Sutton — ricks@was-irp.com Wendy Lucas— wendyl@was-irp.com Abby George, CIC, AFIS — abbyg@was-irp.com Dave Miller, CPCU — davidm@was-irp.com

www.was-irp.com | submissions@was-irp.com

W. A. Schickedanz Agency, Inc.

Interstate Risk Placement, Inc.

300 West Main Street PO Box 445 Belleville, IL 62222

7320 N. Villa Lake Dr PO Box 3765 Peoria, IL 61612

Phone: (618)233-0644 Fax: (618)233-0672

Phone: (309)692-8544 Fax: (309)693-0402

New Research Reveals

IA’S PRIORITIES ARE CHANGING

By Tom Messina

I believe in the enduring value of independent agents. After all, in an era of rapid change and new risks, consumers need a trusted advisor who can guide and advocate for them. They need an independent agent.

At Safeco Insurance, we’re constantly looking forward to uncover opportunities and challenges that lie ahead for the independent agent channel. By knowing what’s around the corner, we can share actionable insights and help develop capabilities that enable you to be an Agent for the Future – one who is not only thriving today but is also continuously evolving to take advantage of new opportunities.

Safeco’s recent Agent for the Future survey asked 600 independent agents about how they are adapting to current industry trends and how those trends are expected to shape insurance through the year 2020.

One key finding - agents want to spend substantially less time responding to service needs and shift their focus to growing their business.

IAs Have New Priorities for 2020 I wasn’t surprised by how much time agents currently spend servicing and retaining clients – and I certainly appreciate the challenge of finding time for new business.

However, in 2020 – just two years from now – agents indicate they want to make a complete 180° and spend the majority of their time quoting and pursuing new business.

This shift in priorities signals compelling opportunities for growth and the beginning of an exciting new era for the independent agency channel. It also raises the question: how can IAs grow their business without compromising service or jeopardizing retention?

The Answer: Divide and Conquer I believe this is where harnessing the power of digital solutions and expanding your partnership with trusted carriers comes in. Leveraging carrier customer service programs will support your customer service needs and december 2017

aid retention; they can also boost your efforts to grow the business.

Today’s consumers want more ways to engage and do business whenever they want, from wherever they are and on whatever devices they have handy. This doesn’t come as a surprise to IAs. Safeco’s Agent for the Future survey revealed that 60 percent of agents recognize consumers’ need for online and mobile solutions is of major importance.

Traditionally, it’s been thought that every interaction with a customer is an opportunity to build long-term loyalty.

While that may once have been true, that’s no longer the case. However, the likelihood of an agent building longterm loyalty over low-value transactions – such as sending new ID cards or changing a method of payment – is relatively small. That’s where mobile and online account management tools come in. Customers get the access they expect, and your team can focus on growing the business.

A Growth Mindset Agents have identified a compelling mix of strategies to drive growth and they don’t need to tackle this on their own. Not only does leveraging customer service programs satisfy customers’ changing needs and aid retention, but they can also boost efforts to grow the business. I’d like to focus for a moment on two areas: cross-sales and attracting new market segments.

Cross-Sales The majority of agents we surveyed believe increasing cross-sales could be a key driver for growth. This is a prime example of where working with a carrier service program can make a big impact.

For example, did you know that 1 in 12 customer calls to Safeco Gold leads to a cross-sell opportunity? Better yet, we close nearly 50% of the time. In 2016 the company generated $39 million in new business for Safeco Gold agencies. insight

21

RLI PERSONAL UMBRELLA POLICY

WHY YOUR CUSTOMERS NEED A STANDALONE PERSONAL UMBRELLA POLICY A Personal Umbrella Policy provides an extra layer of very affordable liability protection for your clients’ personal assets and future earnings.

A SMART SOURCE OF PROTECTION FOR YOUR CUSTOMERS. You’ll find an RLI Personal Umbrella Policy is a good idea.

• Stand Alone Umbrella — No requirements on underlying carriers • Excess Uninsured/Underinsured Motorists coverage offered in all states • No age limit on drivers • Admitted in all 50 states and D.C.

BECAUSE UNEXPECTED EVENTS HAPPEN.

• Self-Underwriting Application • Easy application process • Available limits up to $5 million

DON’T LET YOUR CUSTOMERS MAKE THE WRONG ASSUMPTIONS. People have homeowners and auto insurance — however, if your customers aren’t protected by a personal umbrella policy, they could be putting their house or financial assets at risk.

An RLI Personal Umbrella Policy is a low-cost policy that substantially increases overall liability coverage beyond the basic protection provided under homeowners and auto insurance policies.

RLI, rated A+ by A.M. Best, offers their personal umbrella coverage so your customers can protect their hard-earned assets. Getting a quote is easy and coverage is very affordable.

The RLI Personal Umbrella Policy is available through selected agents and program administrators

Scenario: In Louisiana, an insured’s teenage son was driving his younger sister and her friend when he lost control of the vehicle and hit a telephone pole. The friend permanently lost the use of her right arm and suffered severe brain injuries resulting in permanent brain damage.

Outcome: The claim was settled for more than the insured’s auto policy would cover. Without the Personal Umbrella Policy, the insured would have had to pay $1 million out of their own pocket.

in all 50 states.

F O R M O R E IN F O RM AT I O N : Rated A+ by A.M. Best Rated A+ by Standard & Poor’s Carol Wilson P: 217.321.3011 | E : cwilson.indep12@insuremail.net

R L I P U P. C O M PUP-MK508 (6/17)

New Market Segments For 31 percent of agents surveyed, the path for growth includes pursuing new market segments. Now, you’ve likely been hearing ad nauseam about the importance of the millennial market (54% of agents surveyed said ‘millennial’ is the buzzword they’re MOST sick of hearing about!).

Given all of the discussion about the size of the millennial population, it could be easy to overlook the emergence of other important demographics. However, 67 percent of agents surveyed recognize that change in ethnic impact could have some effect on their agency in the next two years.

For instance, the United States Census Bureau estimates that there are 55 million Hispanic people in the county, making up more than 17 percent of the U.S. population.

I appreciate that it might seem daunting or cost-prohibitive for agencies to hire to meet the needs of non-English speaking customers. Today, only 25 percent of agents surveyed offer non-English-speaking options and 42 percent say non-English communication tools are not a necessity.

This is another example of where carrier service programs can become an extension of your agency and support your efforts to attract new customers. The Safeco Gold team offers Spanish language support, with other languages supported via interpreters.

Tom Messina is Vice President and General Manger, Midwest Region, Safeco Insurance. Earlier this year, Safeco launched AgentfortheFuture.com, a new resource providing all IAs with data, insights and inspiration. Access the entire report here “Independent Agents Shift Focus from Service to Growth.”

Today’s consumers want more ways to engage

and do business whenever they want, from wherever they are and on whatever devices they have handy.

december 2017

insight

23

How to

COMMUNICATE EFFECTIVELY during the Sales Process

By John Chapin

In theory sales is pretty simple: communicate the right way with the right people, and you’ll make sales. It’s in practice that most people complicate the issue. So how do you keep it simple?

Rule 1: Be honest and authentic.

Rule 2: Agree with people. Never argue or debate. Rarely

Assuming you’re selling something where someone has to deal with you for any length of time, in other words, you’re not selling batteries at Walmart, you need to get several points across, one: you care, two: you’re trustworthy, three: you understand their problem, and four: you’re competent and can solve their problem.

Rule 3: Listen well. The better you listen, the more

That said, effective communication begins with mindset.

First, you must be completely sold on and have confidence in your product, your company, and you. Next, you have to have empathy for the people you’re selling to and you must put them first, before your company, your product, the sale, and even before you. If you enter the sales conversation with confidence, caring, and compassion, putting the other person’s needs first, you’re off to a good start.

Next is preparation. You need to know your product, the competition, how to identify the needs, wants, and desires of the prospect, how to present your product solutions, answers to objections, and you must be able to close.

Once you have the proper mindset and are prepared to sell, here are the other communication rules to follow:

24

insight

will you get anywhere by beginning a conversation by disagreeing with someone. When you push back, most people dig their heels in even further. Start by agreeing, let them be right, build some rapport, and then start to shift the conversation. people will like you because most of us are not listened to during the day. While we are speaking, the other person is thinking about what they’re going to say. Especially on initial calls, you want to be listening far more than you speak, about 70 to 80% of the time. Take notes if necessary and make sure you actually hear what is being said. Read between the lines and wait five seconds after someone is done talking before you speak.

Rule 4: The most important part of communication is

the mindset of the audience. What is going through their brain? What are they thinking? If they think it’s green and you think it’s red, you’d better figure out why they think it’s green and how you may be able to educate them as to why it’s actually red. If you’re going to connect and communicate effectively, you need to be able to see things from their viewpoint.

december 2017

Rule 5: People listen via their favorite radio station:

WIIFM (what’s in it for me). Focus on the other person and what they are interested in. Why should they be listening to you? Why should they care about what you’re saying? Use “you” versus “I” language and ask good questions to find out what’s important to them.

Rule 6: Always speak in benefits. Never give a feature

without the resulting benefit. Again, what does the feature mean to them? How does it save them time, money, effort, energy, headaches, or make their life better?

Rule 7: Be extremely responsive and answer client/

Rule 18: Always follow an e-mail with a phone call or

text message (whichever medium the person prefers) and sometimes a physical mailing. You can’t assume they saw your e-mail.

Rule 19: Communicate based upon facts, not

assumptions. Clear up assumptions by asking questions. An e-mail in all capital letters may mean it’s easier to proofread e-mails before they go out, not that the person is mad at you.

Rule 20: Communicate based upon facts, not opinions.

it. Then go one more step and go above and beyond, doing more than you promise.

“It’s cold in the room”, is an opinion. “It’s 65 degrees”, is a fact in that it can be proven to be either true or false. When people start to argue opinions such as religion and politics as facts, that’s when we end up in wars. When someone says, “I can’t sell in my territory because of our pricing structure.” The first question to ask is, “Is that a fact or an opinion?”

Rule 9: Everything affects your communication and how

Rule 21: No negative talk. Prospects don’t want to hear

prospect communications as quickly as possible. Also answer calls and e-mails at night and on the weekends.

Rule 8: Do what you say you’ll do when you say you’ll do people hear you. You will be judged what you wear, how you speak, the car you drive, the pen you use, and everything else that the senses can pick up.

Rule 10: Make sure your body language, facial

expressions, eye movements, tone of voice, and words match the point you’re trying to get across. Most of communication is non-verbal.

Rule 11: Don’t use industry-speak, jargon, acronyms, or

about bad traffic or the latest bad news on the radio. Keep prospect and customer interactions positive and upbeat.

People like to do business with positive people.

John Chapin is a motivational sales speaker and trainer. He has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. He can be reached at johnchapin@ completeselling.com.

words the other person is not familiar with.

Rule 12: Speak intelligently about your product or

service. If you don’t know the answer to a question, be honest, and then follow up with an answer as quickly as possible.

Rule 13: Deliver important communication in person and don’t delegate it.

Rule 14: Document communication when necessary.

Rule 15: Be scripted and know exactly what to say in

You need to know your product, the competition, how to identify the needs, wants, and desires of the prospect, how to present your product solutions, answers to objections, and you must be able to close.

each and every prospect and client situation. Role play and practice your scripts constantly with others and yourself.

Rule 16: In most cases too much communication is better than not enough.

Rule 17: Don’t wait to communicate. When there is a potential issue, the more time passes, the worse the situation usually gets.

december 2017

insight

25

Ready, Set, Hire, Train!

Your On-boarding Solution

OnLInE COvEragE EDUCatIOn

E-Learning is ...

On Demand, Interactive, Cost-Effective and Measurable!

•Self-Paced Curriculums on Commercial Lines, Personal Lines and Essential Business Skills •Interactive Courses with full narration and assessments to reinforce knowledge acquisition •Four-month subscription terms

Commercial Coverage Basics™

•User-reporting available •Flexibility to create course assignments •Discounts available for purchase of multiple subscriptions

Personal Coverage Basics™

28+ Course Curriculum

19+ Course Curriculum

• • • • • •

• • • • • •

Property CGL Workers Compensation Business Auto Umbrella Industry Overview

Homeowners Dwelling Renters Personal Liability Personal Auto Industry Overview

Online Learning Is Ideal for new Hires and Job Changers – Curriculums Include the ‘Coverage Challenge’ tool to track Knowledge acquisition “Coverage Basics is a self-paced learning experience. An excellent way to fit coverage education into the workday.”

Subscribe online today at:

www.iiaofil.org/education

(609) 375-2203

Younger Employees Want Mentorship

By Jim Bouchard According to common stereotype, millennials are just not as loyal or focused as previous generations. And indeed, job longevity stats show that new employees tend to stay with a job for only a year and a half.

I can encourage. This includes recognizing accomplishments and offering praise for a job well done.

When times are tough, you can usually say, “I know, I’ve been there too!”

But that’s not necessarily because they don’t want to stay.

More often, it’s because they’re not challenged, they see no room for growth and development, or they’re not being mentored.

I can correct - but only when I see a problem. Be careful here. Sometimes it’s best to let the mentee make a mistake.

It takes some experience to know when correction is appropriate.

And they want to be! According to our research, 100% of respondents agreed with the statement “It’s important to my development as a leader to find and work with a good mentor.” Meanwhile, only 35% responded affirmatively to the statement “I’m currently working with a mentor.”

I can’t do your work for you. Don’t bail your mentee out of trouble or make their job easier. That does nothing but rob them of precious experience. Too much interference cripples a mentee and deprives them of the opportunity to learn and grow.

That’s a big problem.

I can point you to resources that have been helpful to me.

This includes introducing them to other people who can take them even further.

The greatest challenge in mentoring is understanding that there are things you can do, things you can’t do and things you shouldn’t do. Here’s a short list to get you started: I can listen. You’re not lecturing - you’re mentoring, and the first step is understanding the needs, goals and desires of your mentee. You can only learn by listening.

Remember: In a mentoring relationship, you work for your mentee. You’re here to serve them - not the other way around. It’s not about your personal gratification. It’s about doing your best to help another person reach their full potential.

I can share stories. Share your experiences in hopes that your mentee will benefit from your successes and mistakes.

Jim Bouchard is a speaker, media personality and author of “The Sensei Leader” and “Think Like a Black Belt.”

What’s Stopping You? Through workshop discussions, we’ve uncovered four major reasons leaders are failing their young employees when it comes to mentorship: 1. Very few experienced leaders are actively engaged as a mentor at any given time.

2. Very few organizations have a formal mentoring program in place.

3. Most experienced leaders need help developing mentoring skills.

4. Most experienced leaders are willing to mentor someone, but simply don’t have the time.

december 2017

insight

27

ASSOCIATE NEWS

Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Standard Property & Casualty, a National General Company

Gold Level

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

Grinnell Mutual Reinsurance Company Imperial PFS A.J. Wayne & Associates AMERISAFE Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar Columbia Insurance Group Donald Gaddis Company, Inc. Echelon Property & Casualty Insurance Co. Encompass Erie Insurance Group Farmers Mutual Hail Foremost Insurance Group Forreston Mutual Insurance Company Grange Mutual Casualty Co. Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Interstate Risk Placement IPMG J. C. Restoration J M Wilson Keystone Insurers Group, Inc. Liberty Mutual

28

insight

Silver Level

The IMT Group West Bend Mutual Insurance Co.

Bronze Level

Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Motorists Insurance Group Nationwide Networked Insurance Agents ProAg Rockford Mutual Insurance Co. Safeco Insurance Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Surplus Line Association of Illinois Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company

december 2017

IIA OF ILLINOIS NEWS Education Classes december

6 14 20

CIC - Ruble Seminar Elk Grove Village Ethics - AM Only Peoria Ethics Rolling Meadows

january

24

CIC - Commercial Property Rolling Meadows

New Members member agency Access Investment & Insurance Services, Inc. White Hall, IL Gaddis Insurance Agency Shelbyville, IL Globe Insurance Agency Burbank, IL King Insurance Agency, Inc. Chicago, IL Pro Insurance Group, LLC Elgin, IL

Online Education

TASK Insurance Group Schaumburg, IL

www.iiaofil.org IIA of IL Webinars | ABEN Webcasting December & January Featured Online Classes Contractors Liability Exposures | Workers Compensation The New ISO Personal Auto Policy | Farm Liability Income After Retirement | Personal Auto Policy Business Income | Agents Guide to Insuring Non-Profits E&O | Insuring Trusts | Homeowners Hot Topics Additional Insureds and Certificates os Insurance Top 10 Countdown of Personal Lines Coverages Unlocking the Secrets of D&O | Condominiums It’s Not My Faults, or Is It? | And More!

december 2017

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

29

IIA OF ILLINOIS NEWS IIA of IL Raises Over $43,000 for St. Jude The IIA of IL is pleased to announce that our fundraising efforts over this last year have raised more than $43,000 for St. Jude Children’s Research Hospital.

Thank you to our all members and staff who assisted with, or hosted, the many fundraising events. This total is reflective of the generous philanthropic work for which Trusted Choice Independent Insurance Agents are known.

St. Jude is leading the way the world understands, treats and defeats childhood cancer and other life-threatening diseases. If you would like to plan a St. Jude fundraising event for your agency we can help. Contact Deann French at dfrench@iiaofil.org.

TAILORED COVERAGE FOR YOUR

TOUGH CLASSES OF

COMMERCIAL BUSINESS › WORKERS’ COMPENSATION › PRODUCTS LIABILITY › GENERAL LIABILITY › PROPERTY - PRIMARY & EXCESS › UMBRELLA & EXCESS LIABILITY › PROFESSIONAL LIABILITY › LIQUOR MONOLINE NATHAN KAPRINAY Workers’ Compensation Nathan.Kaprinay@ipmg.com 314.293.9720

KARYN RIZZO Property & Casualty Karyn.Rizzo@ipmg.com 314.293.9701

Send Submissions to:

IPMGStCharles@ipmg.com IPMG - St. Charles 225 Smith Road St. Charles, IL 60174 888.377.5845

30

insight

IPMG - St. Louis 6685 Telegraph Road St. Louis, MO 63129 888.978.4764

IPMG - Florida 1618 Town Plaza Court Winter Springs, FL 32708 855.377.4764

www.ipmg.com december 2017

Staff Profile Phil Lackman Chief Executive Officer

Number of Years at the IIA of IL: 23 What do you like most about your job?

Everyday brings new challenges but what I like most is helping our members succeed whether it is answering a question, directing them to the best resource, giving them a referral or solving a problem. The entire team at IIAI practices our mission statement everyday-Providing our members with a competitive, sustainable advantage.

Tell us about the first job you ever had: I worked a lot growing up and my father instilled a good work ethic in his children. My first “real” job was delivering papers for the Chicago Daily News in my hometown, Decatur. Big route as the CDN did not have a lot of subscribers in Decatur.

What is your favorite: Pastime: Golf Food: Grilled Salmon Movie: One Flew Over the Cuckcoo’s Nest TV Show: Any Ken Burns Documentary Band: Allman Brothers Tell us about your family: Middle class, midwestern! Awesome parents Jim & Mary (deceased) and older siblings Sarah and Jim. Great family vacations, camping all over the country. Rented a cottage in Macatawa Michigan for many summers. As the youngest by eight years and my parents being older, I got away with a lot. My sister was a big influence on me, she is very smart, and very thoughtful and I learned a lot just growing up around her. She was home studying most of the time.

Name one thing on your bucket list: Golf on every continent. Three down!

What is your biggest fear?

Edges and ledges, I’m very comfortable climbing or hiking mountains but could not get near that glass box on the Willis Tower.

Of what are you most proud either personally or professionally?

The smartest and most thoughtful person I’ve ever met, my wife Mary Kay. We been together 36 years, married 31.

Name something people would be surprised to know about you.

I’m pretty emtional, I get choked up at weddings, funerals and certain movies.

december 2017

insight

39

people in the news

Assurance Expands Manufacturing Practice with Hiring of Whit Hudson

Association and the National Association of Manufacturing.

He will work out of Assurance’s Schaumburg headquarters.

Assurance is proud to announce the hiring of Whit Hudson who will serve as a Vice President in the Property and Casualty division. With over 18 years of experience, he specializes in minimizing risk and maximizing health for clients in the manufacturing industry.

J.M. Wilson Hires Kane as Assistant Property & Casualty Underwriter

In his new role, Hudson reduces workers’ compensation costs for manufacturing clients through different claims management strategies, advanced safety techniques, wellness initiatives and alternative risk financing. He also focuses on Business Interruption and Management Liability coverage to bring the best possible solutions to his clients.

Hudson earned his Bachelor’s degree in Risk Management and Marketing from the University of South Carolina.

He’s a member of the Technology and Manufacturing

J.M. Wilson is pleased to announce the addition of Brian Kane as Assistant Property & Casualty Underwriter in their Illinois office. Kane has over 17 years of experience in the insurance industry working as a group underwriter. His responsibilities will include assisting underwriters on a wide variety of commercial property and casualty risks, as well as quoting new and renewal business and servicing accounts for independent insurance agents in Illinois, Iowa and Nebraska.

YOUR CUSTOMERS. OUR PROMISE. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for more than 58 years. We partner with our agents to provide expertise in underwriting, risk management and claims handling that help businesses thrive and face the future with confidence.

Rob Smith Sr. Marketing Underwriter Indianapolis, Indiana

General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety Coverage available in 18 states and D.C. © 2017 FCCI

32

insight

J.M. Wilson Hires Kathy Gross as Assistant Transportation Underwriter J.M. Wilson is pleased to announce the addition of Kathy Gross as Assistant Transportation Underwriter in their Illinois office. Gross is responsible for assisting underwriters on a wide variety of commercial transportation risks, as well as quoting new and renewal business and servicing accounts for independent insurance agents in Illinois, Iowa, Nebraska and Wisconsin.

Trisha Krautkramer Promoted to Branding General Manager at Acuity Acuity announced that Trisha Krautkramer has been promoted to General Manager - Branding. In that role, she will be responsible for developing and managing Acuity’s marketing initiatives and activities, including campaigns across different media, advocacy, events, corporate responsibility programs, and sponsorships.

Krautkramer joined Acuity in 2015 as Director - Branding, bringing extensive marketing experience with numerous firms in a variety of roles. Immediately prior to Acuity, Krautkramer was Vice President - Analytics for Laughlin Constable. She has been a panelist at numerous marketing conferences and has instructed Advanced Google Analytics at UW-Milwaukee School of Continuing Education.

Krautkramer is a graduate of Marquette University, with a degree in marketing and international business. She also obtained Google Analytics and Google Analytics Mobile App certifications. december 2017

For the eighth year in a row, Business Insurance magazine and the Best Companies Group have named West Bend Mutual Insurance Company one of the nation’s top places to work in the large property/casualty insurer category.

West Bend was one of 75 companies nationally recognized in the 2017 Best Places to Work in Insurance program.

The national awards program is designed to identify, recognize, and honor the best places of employment in the commercial insurance industry, benefiting the industry’s economy, its workforce, and businesses. Companies participating in the program are property/casualty insurers, group life/health insurers, reinsurers, third-party administrators, and agents/brokers.

The 2017 report featured 75 companies of various sizes, from 25 to more than 4000 employees.

Through a confidential employer questionnaire, the data is assessed and analyzed, with a focus on leadership, planning, corporate culture, communications, role satisfaction, work environment, relationship with supervisors, training, career development, pay and benefits.

FCCI is acclaimed for its community service contributions, company paid time for employees participating in charitable events, state-of-the-art headquarters, health facilities for its employees and top tier customer service to its policyholders.

West Bend offers their associates many amenities, including continuing education courses held in a state-of-the-art training facility; an on-site bank; on-site clinic; dry cleaning services; a 7,100-squarefoot fitness center; a variety of fitness classes; three miles of walking trails; on-site massage therapist; and wellness programs that include health risk assessments.

West Bend associates say they like being part of a company with community and environmental priorities. West Bend actively supports dozens of not-for-profit organizations, including Habitat for Humanity, United Way, and The MACC Fund. Care for the environment is promoted with gardens for associates to grow their own organic produce, reduction of paper use, elimination of plastic wear and Styrofoam in the on-site cafeteria, and the preservation of 160 acres of prairie on their campus.

These are just a few of the company’s sustainability initiatives.

FCCI Ranks Second in Best Places to Work FCCI Insurance Group was featured

by Best Insurance® in its annual Best Places to Work in Insurance 2017 distribution. FCCI ranked second in the Medium Employer Category (for companies with 250-999 employees) of insurance companies throughout the U.S.

december 2017

insight

33

industry news

West Bend Mutual Insurance Honored with National Workplace Award for Eighth Straight Year

CLASSIFIEDS

for the insurance professional by the insurance professional

POSITION AVAILABLE

88. llinois Workers’ Compensation MGA is seeking a full time Marketing Representative to join our team. The primary goal will be to build/maintain strong relationships with Independent Agents throughout the State of Illinois.

Responsibilities: • Flexibility to travel frequently to manage and promote new business.

• Understand/communicate product features, benefits and competitive advantages to Independent Agents.

• Network within the industry to increase product visibility including attendance at necessary conferences, association meetings and other networking events.

Qualifications: • Bachelor’s degree in Business, Marketing or Communications.

• Property/Casualty insurance license.

• 5+ years in insurance sales.

• Excellent verbal and written communication skills.

• Working knowledge of Microsoft Suite Contact:

Sue Bednarczak Boyle, Flagg & Seaman 7851 W. 185th St. Tinley Park, IL 708-429-6300

AGENCY FOR SALE

41. Agency ownership opportunity. Longtime Belleville property & casualty insurance agency for sale. 70% commercial, 30% personal. 1.7 million premium volume.

Owner will stay to help manage for several years to assist in a seamless transition. Purchase of office building in addition to purchase of agency required.

Contact:

AFS 41 dfrench@iiaofil.org

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

34

insight

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/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. dino_gavanes@ advisersinc.com

POSITION AVAILABLE

01. Are you an expert on a certain topic or field within the insurance industry? Have you thought about sharing your knowledge with others by instructing classes? Do you currently teach classes? The IIA of IL is looking for additional qualified instructors to present Continuing Education on a variety of topics. Submit your information to discuss the possibilities. Contact:

Shannon Churchill schurchill@iiaofil.org december 2017

Independence asks something of you It means holding yourself to a higher standard in order to stay true to the commitments you’ve made - to your clients, your colleagues, your community, and your family.

Keystone joins its partner agencies on their journey, offering stability and strength that comes from hard-won experience. This allows you to better meet your clients’ needs.

Contact Neal Williams: 570.473.2850 | nwilliams@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.

©2017 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

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