February 2019 - e-Insight

FEBRUARY 2019

INSIGHT Y C A C O V S AD R E

T T MA

GET INVOLVED

- Insurance Industry Legislative Day - Federal Legislative Conference

101st General Assembly Convenes with Many New Faces

There when it matters most for...

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February 2019

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

CONTENTS 12

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10 12 14 19

FREE Digital Advertising - Jump Right In

24 27

What’s Age Have to Do with It?

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Have Your Best Sales Year in 2019

By John Chapin

How Meta Roles Boost Your Career

By John Graham

Advocacy Matters - Navigating a Changing Political Climate - Insurance Industry Legislative Day - Federal Legislative Conference

By Sharon Emek

Taking St. Jude to the World with the Launch of St. Jude Global

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 17 23 28

President’s Message Trusted Choice

e-Insight Government Young Agents

31 32 33 36 38

Staff Profile Associate News IIA of IL News People in the News Classifieds

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

2009 • 2010 • 2011 • 2012 2013 • 2014 • 2015 • 2016 • 2017

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of IL). The magazine is published monthly for the members of the IIA of IL, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of IL welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership.

The editor reserves the right to edit and select submissions for publication. Address submissions for review to dfrench@iiaofil.org.

ADVERTISERS

Board of Directors Executive Committee

35

ABRC

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

39

ACUITY

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

34

AMERISAFE

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

26

AMTRUST

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

40

APPLIED UNDERWRITERS

Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com

34

BERKSHIRE HATHAWAY GUARD INS. GROUP

IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

2

DONEGAL INSURANCE GROUP

6

GRINNELL MUTUAL

Regional Directors

38

GUIDE ONE

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

36

IMT INSURANCE

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

8

IPMG

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

30

KEYSTONE

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

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LEGAL SERVICES HOTLINE

Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

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OPENLY

Region 6 | Teresa Fleming (815) 849-5219 | tess@leffelmanassoc.com

25

SOCIETY

Region 7 | Neidra Crosby (708) 597-8731 | ncrosby@insxchg.com

37

WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT

Region 8 | Corbin Adams (312) 938-0900 | corbin@irsichicago.com

5

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 | William Durkin (312) 629-0725 | durkinb@danielandhenry.com At-Large Director | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

Committee Chairs Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Farm Agents Council | Randy Jacobs (309) 365-3231 | rjacobs@mtco.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.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 Accounting & Admin Services, 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 Government Relations Manager Evan Manning - (217) 321-3002 - emanning@iiaofil.org

Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Office Administrator Kristi Osmond - (217) 321-3007 - kosmond@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 Communications Assistant Tyler Scott - (217) 321-3023 - tscott@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

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INSIGHT | president's message

Advocacy Matters First of all, I would like to welcome Evan Manning to the staff of the IIA of IL. Evan recently join the association as its Government Relations Manager. Evan has experience in the private sector and most recently was an Appropriations Budget Analyst on the Senate Republican Staff. (See Evan’s profile on page 31.)

Please feel free to drop Evan a line at emanning@iiaofil.org to welcome him to the IIA of IL, or better yet, come see Evan in person at the 2019 Insurance Industry Legislative Day on March 19th, which I will discuss in more detail below.

As Government Relations Manager Evan will work under the tutelage of CEO Phil Lackman to implement the IIA of IL’s extremely vital political advocacy strategy. Political advocacy has been one of the core functions of the IIA of IL’s mission since the association incepted almost 120 years ago.

While the staff of the IIA of IL has consistently excelled at promoting the legislative and policy efforts of the association, our collective success as independent agents and brokers also depends upon the membership of the association being politically active as well. For some, the role of being both an insurance broker and a political advocate comes extremely naturally. I think of individuals like longtime member Luke Praxmarer, a recent Cartwright award winner, who has advocated tirelessly and effectively on behalf of our industry at the local, state and national levels for many years.

For many others, however, the thought of being a political advocate is not as comfortable. Some individuals even react negatively to the idea of political advocacy, associating the activity with multi-national corporations and “special interest.” Nevertheless, each and every independent insurance agent and broker must play a role in advocating on behalf of our industry, which has been so good to us.

The continuing political change here in the state of Illinois only serves to reinforce the importance of political advocacy on behalf of our industry. In January, the 101st edition of the Illinois General Assembly officially began its new term and JB Pritzker was sworn in as the state’s 43rd governor. Democrats now firmly control all facets of state government. In addition to all six statewide offices, Democrats hold a 40-19 edge in the Senate and a 74-44 advantage in the House (supermajorities in both chambers).

The Illinois House of Representative has thirty-three new legislators, with another fifteen new legislators in the Illinois Senate. Both the Senate and House Insurance Committees have new Chairs, and we have a new Director of the Illinois Department of Insurance.

To borrow a phrase, the only constant in the political landscape in state of Illinois is change. How these most recent changes will affect the state’s second largest industry - insurance - remains to be seen. The fact that there are many new faces in state government in Illinois, however, presents the IIA of IL and its members with a great opportunity. Many of our newly minted legislators come to their jobs with little or no insurance knowledge.

They generally come from other walks of life and have only a basic understanding of how our industry works.

Nevertheless, legislators are intelligent, exceptional listeners and more than eager to learn from their constituents. As independent insurance agents and brokers we are presented with the great opportunity to educate our legislators about the insurance industry - how it operates, the role we play in it and the important function it plays in the overall fabric of the state of Illinois.

All of which brings me back to the 2019 Insurance Industry Legislative Day, which is being held on Tuesday, March 19th at the Wyndham City Centre in Springfield. There is no better time or place for an independent agent or broker to participate in political advocacy than Legislative Day. Come to Legislative Day and meet the new Insurance Director. Come to Legislative Day and get to know the new Insurance Committee Chairs. Come to Legislative Day to meet with your legislators at the cocktail reception, which will be held at the Illinois State Library. Most of all, come to Legislative Day to advocate on behalf of yourself and the independent insurance agent system.

I look forward to seeing each and every one of you at Legislative Day. Look to the article within this issue of Insight or on the IIA of IL website for more information on how to register for the 2019 Insurance Industry Legislative Day. Should you have any questions or comments please feel free to contact me or the association staff. The staff directory of the IIA of IL is located on the association’s website at www.iiaofil.org/About-Us. If you ever want to drop me a line please do not hesitate to send me an email at patrick.muldowney@alliant.com. I look forward to hearing from you. Thank you.

Patrick Muldowney - IIA of Illinois President - (312) 595-7192 - patrick.muldowney@alliant.com february 2019

insight

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All funds reimbursed are on a first come first served basis. New members or first time users of the MRP can be reimbursed up to $1250 if they take advantage of both tiers 1 and 2.

Tier 1

Available for new members and first time MRP users only. The MRP will reimburse up to $750 for use of the Trusted Choice logo on any consumer-focused items. All agency locations will be reimbursed at 50% of the invoice amount, up to a $750 maximum reimbursement per member location. This includes, but is not limited to, Trusted Choice ad materials, promotional

items, original advertising,

or collateral items like business

cards or stationery.

Reimbursements will be made at

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Tier 2

Available to all member agencies.

(One per agency). All agencies will be able to be reimbursed $500 for signing up to use our part-ner vendor web.com for your agency’s website. This covers the set-up fee and the first month of hosting services. More information to come. The website templates supplied include the Trusted Choice logo. This is a flat reimbursement of $500. *Note - Trusted Choice will reimburse for any web vendor until the Web.com templates are ready mid year of 2019.

Trusted.Choice@iiaba.net

Or visit the “Money” page on trustedchoice.com/agents to apply today.

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Trusted Choice Digital Ad Campaign Trusted Choice Illinois is once again accepting enrollment for the FREE DIGITAL AD Campaign.

Following the huge success of the digital ad campaign Trusted Choice Illinois executed last year from April – November, we will once again be seeking IIA of IL agencies to participate in this FREE MEMBER BENEFIT. We are working with Entercom who built the campaign from their partnership with over 1,000 networks and has a list of 225,000,000 email addresses nationwide. The list is permission based which means a contact has “opted in.”

Entercom has access to the email address, mobile number and postal address for every contact. The list is updated weekly and scrubbed every 90 days to ensure the contacts remain engaged. Each agency will be given a radius (based upon zip codes) from which the contact will be pulled. In the more densely populated parts of the state the radius will be between five and 10 miles, with the radius expanding for those agencies in less populated regions.

This six-month campaign is available to the first 200 IIA of IL qualifying member agencies and is broken into three parts: • Email Campaign - a total of 100,000 targeted emails per month. (This number will be divided between all participating agencies) • Retargeting - delivers online display and additional emails to those who opened or clicked the original email.

New This Year: • Any agency that participated in the 2018 campaign will be automatically re-enrolled.

• Trusted Choice Advantage Subscribers will have first opportunity for the remaining spots.

• All other potential program participants have to complete two steps to become eligible for the program.

Get Started Today!

Go to www.iiaofil.org/About-Us/Trusted-Choice/FREEDigital-Advertising for program specifications.

• Mobile + Geo-fencing and Behavioral Targeting - Casts a net around your agency and delivers ads to only market insurance intenders

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Have Your Best Sales Year in 2019

By John Chapin

Warning: if you’re looking for a short cut or easy way to your best year, you probably won’t like this article. What I have to say is not what the majority of the population wants to hear. That said, it is what you need to hear if you what to have your best year in 2019.

Two Tips for Having Your Best Year Tip #1: Work Harder This is the tip most people won’t like. Here’s the thing about hard work: the harder you work by making more sales calls, the more your sales will increase. Want to increase sales by 20%? Simple, increase your sales calls by 20%. If everything stays the same: your contact rate, your closing ratio, the quality of prospects you’re calling on, your sales skills, etc., and you simply call on more people, you will automatically increase sales by the percentage of increase in the number of calls you make. So what that means is: whatever percentage increase it will take to have your best year, simply increase your calls by that number and you’re guaranteed the result.

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The most successful people on the planet, in any walk of life, are the hardest workers. No exceptions. The top athletes, the top musicians, top actors and actresses, and top ditch diggers, all work harder than everyone else. Are there exceptions to the rule? Yes, and they are just that: the exceptions. Follow the rule not the exception. The exception is the person who got rich winning the lottery.

You don’t want to rely on those odds. Stop looking for the short cut, the easy way, the care-free, painless way.

In the long-term those are the longer ways. They are more expensive mentally, physically, and financially, and ultimately the short cuts are a waste of time. Follow the tried-and-true path and work hard.

The above said, it is also a good idea to increase the effectiveness of your sales calls. If you get better at all aspects of selling: getting to the decision maker, getting their attention, differentiating yourself, finding their pain, creating a solution, building rapport and long-term relationships, etc., now an increase in sales calls will grow

february 2019

sales exponentially. Even if you only get better in one or two areas, your sales will increase at a higher rate than if you simply increase the number of calls. In addition to getting better at selling, you should also follow Tip #2.

Tip #2: Be Disciplined The most important activities of a salesperson are: prospecting, presenting and closing. The most important thing you do during the sales day is talk to people who can give you business. It takes lots of discipline to stick to these activities during prime calling hours. You’ve got to make hitting your numbers every day your number one priority. This means you’ve got to guard your time closely against your biggest enemy: distractions. Distractions come in many forms: phone calls from friends and family, text messages, e-mail chimes, social media, chasing a fly around your office for five minutes, paperwork you should be doing off-hours, and other urgent/unimportant tasks that steal your attention during the day. While most of these distractions simply pop up, many of us are also be guilty of intentionally placing distractions smack in the middle of our day. Don’t do that. Don’t schedule doctor’s appointments, dentist appointments, appointments with your financial planner, CPA, or anything else at these times. Obviously, there are times when you can’t avoid that, but you want to stick to this rule as much as possible.

Also, again, don’t do paperwork and other non-time sensitive activities during prime calling time.

You also want to look for other time wasters. I had one insurance agent who was going to every Chamber of Commerce, BNI, and networking event for years all while getting very little business. When we got her to go out and knock on 50 new prospect doors a week and follow up with phone calls, her efforts over the next 12 months produced more than 40 times the results she got from attending all those events. It’s simple, she was no longer hoping the same people she saw every week for three years, who were at the networking events primarily to ‘get’ as opposed to ‘give’ business, would have a new lead for her. She was now proactive with in-person visits and phone calls to prospects. Was is harder to knock on the doors and ring the phones and face rejection from strangers? Yes. And as your parents told you growing up, the most difficult thing to do is usually the right thing to do. In-person visits and phone calls are also still the fastest ways I know to grow a business quickly. That said, if you still want to go to the networking events you can, but only after you’ve gotten all the prospects you need from phone calls and visits.

february 2019

In addition to the above, put up two signs, one in your office and one in your car, that say, “Am I working on my most important sales activities right now?” If it’s 5 a.m. and the answer is “no”, that’s fine. If it’s 11 a.m. on a Wednesday, and most of your prospects are on a standard work schedule, and the answer is “no”, that’s an issue.

Finally on Tip #2, part of being more disciplined is also delegating activities and finding faster, better, more effective ways to do current tasks. This will free up more time for more sales activities.

Ultimately there is only one question you must answer to determine whether or not you’ll have your best year in 2019: Are you willing to put in the time, effort, and energy, and endure the pain, to do the things that must be done, when they must be done, in order to make it happen? Yes? Great! Then get out of your own way and go make 2019 your best year ever!

John Chapin is a sales and motivational speaker and trainer with over 26 years of sales experience. He is the author of the 2010 sales book of the year: Sales Encyclopedia. He can be reached at johnchapin@completeselling.com.

In-person visits and phone calls are also still the fastest ways I know to grow a business quickly. That said, if you still want to go to the networking events you can, but only after you’ve gotten all the prospects you need from phone calls and visits.

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How

META ROLES Boost Your Career

By John Graham

There’s nothing more amazing than the endless incidents of mind-bending screw ups by otherwise successful companies. Every employee has stories, ranging from miscalculations and costly errors of judgement to downright avoidable mistakes.

It doesn’t seem to be getting any better. Years ago, “silos” were a serious issue causing poor communication, confusion, misunderstanding and counter-productive internal competition.

Then came the “We’re all on the same team” movement that morphed into the “knock down the office walls” movement with everyone having a “desk for the day.”

Now, we’ve moved to silos of 2018, with employees donning head phones, sending emails rather than chatting with colleagues, and working from home as much as they can. Even though we tout “working as a team,” employees are a silo of one.

To add to the discontent, performance reviews are called into question. They miss the mark and cause dissatisfaction on both sides of the table. Along with them, businesses are moving past job descriptions. If they are viewed as road maps, they don’t come close to matching up with reality.

For a business to be competitive today and to flourish in the future, employees must take on new and different roles beyond their usual job-related activities. We can call them Meta-Roles that enhance individuals and affect a company’s future.

The goal of Meta Roles is not to “get everyone onboard,” reading from the same playbook, agreeing with their boss, or CEO. They serve a totally different purpose: to make people less compliant and more engaged.

Instead of trying to get employees to do a better job, the objective of Meta Roles is to motivate them to enhance their value so they can help move themselves and their company forward. It’s to help people become keenly aware of what’s going on around them. Meta Roles are like software that’s always “running in the background” that can be called upon as needed.

Meta roles are serious tools for influencing productive outcomes. They benefit companies and enhance careers.

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Here they are: Meta-Role #1. Diagnostician

“

The o Meta motiv enha so th move and t forwa

Businesses have long been the undisputed spawning grounds for employee complaints. While a certain amount of venting may be therapeutic, more often than not they go nowhere. What may be helpful ideas and insights are lost in what is affectionately known as “blowing off steam.” This is little more than an exercise without ownership. And that’s unfortunate because it’s also a missed opportunity.

The Diagnostician, much like the medical internist who is skilled in identifying problems and prescribing treatment to keep patients healthy, the Diagnostician plays a similar role on the job. The task is not only figuring out what needs attention but coming up with workable solutions.

One example: Diagnosticians don’t robotically take care of customers. They want to know what’s deficient in the customer experience and what action can be taken to change it.

Meta Role #2. Dreamer Dr. June McCarroll, an Indio, CA physician, had enough of being push off the road by inconsiderate truck drivers. She proposed putting center lines on highways. The year was 1917, but the all-male county Board of Supervisors didn’t see a need.

Undeterred, she got on her hands and knees and painted a two-mile long white stripe down the middle of the road in front of her house. Even so, it wasn’t until 1924 that state highway officials adopted striping roads, after being bombarded with letters from members of the Woman’s Club of Indio. By the way, Doctor June wore a six-shooter when making house calls.

It’s in the best interest of companies to urge employees to dream and come up with new ideas and challenge old ones. Some will work and some won’t. It’s the excitement and satisfaction of dreaming that makes a difference.

february 2019

e objective of eta Roles is to otivate them to hance their value they can help ove themselves d their company ward.

Meta Role #3. Dissenter

”

We call them rebels, outliers, and obstructionists. They not only “rain on our parade,” they can be disruptive - and that’s not acceptable. Everyone gets the message: stay in line or else.

Even so, Wharton School’s Adam Grant, author of Originals (the science of standing out), contends in the Harvard Business Review that “conformity is dangerous because it means following other people not because you believe in their ideas or agree with them, but because you want to fit in instead of standing out.” As Grant points out, not everyone agrees. At hedge fund Bridgewater, nonconformity is a core value that says “no one has the right to hold a critical opinion without speaking up about it.”

All of this is to suggest that while we may enjoy being around agreeable people, they may be the least effective in moving the organization forward. Being on the same page doesn’t necessarily mean it’s a page that makes a difference.

Meta Role #4. Deliberator How many mistakes in business are made by failing to analyze and understand the implications of decisions? The answer: a lot. On the one hand, the urge to act trumps thought. Getting input is confusing, causes delays, and derails plans. It’s almost as if some people fear deliberation; it may lead to altering or rejecting their ideas.

february 2019

This is why even potentially helpful and useful ideas get a bad rap. Those who are capable and interested in offering helpful information and guidance remain silent, rather than wasting their time.

More often than not, good ideas fail because of overlooked details, miscalculation, and lack of knowledge. All of which can be avoided by vetting them through deliberation.

Meta Role #5. Doer While analyzing problems, dreaming about possibilities, taking exception, and arguing issues creates a dynamic that spurs involvement and innovation, the first four Meta Roles are useless unless someone follows through and acts. This is the Doer.

As someone said at the end of every meeting, “Who’s going to make the coffee?” In other words, who’s going to do what to whom and when? Making decisions has value only if there’s action.

In summary, Meta roles aren’t some abstract exercise that has little or no practical value. They’re functional. Their goal is to make a difference. And that’s why they should be guarded, protected, encouraged and rewarded.

John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com.

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e INSIGHT -

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

FE BR U AR Y

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INSIGH T ADVOCACY

MATTERS GET IN

V

- Insu OLVED - Federance Indust 101 st G ral Leg eneral islativry Legislativ with M e Confe e any Ne Assembly rence Day Conve w Face nes s

Can I pay a referral fee?

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

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ut ck O Che New Our ber Mem fit e Ben

Legal Services Hotline

answers to your legal questions - For FREE LegalGetServices Hotline Get answers to your legal questions - For FREE

WHAT IS THE IIA OF IL LEGAL SERVICES HOTLINE? The IIA of IL routinely receives member inquiries seeking advice that requires the assistance of legal counsel. In many instances, the questions can be quickly answered by experienced attorney.

We believe that extending legal services on a limited basis and at no cost to our member agencies is a valuable addition to the extensive services we currently offer. Therefore, the IIA of IL has retained the services of HeplerBroom, LLC to assist our members with legal questions.

WHO CAN USE THIS? The Legal Services Hotline is available to all current IIA of IL member agencies at no charge at the rate of 30 minutes per year. (Based on Association membership which runs Oct. 1 - Sept. 30) The Legal Services Hotline is restricted exclusively to insurance or agency operations questions.

The service is not available for personal legal questions. Some of the topics on which members could make use of this service are:

Insurance Law and Regulations; Employment Practices, Labor and Discrimination Contracts Negligence Errors and Omissions Business Law, Planning and Accounting

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february 2019

ADVOCACY

MATTERS navigating a changing political climate

Advocacy in all its forms seeks to ensure that people, particularly those who are most vulnerable in society, are able to have their voice heard on issues that are important to them.

ADVOCACY M 101st General Assembly Convenes with Many New Faces

By Evan Manning Illinois lawmakers officially began a new term with senators and representatives taking their oaths of office.

Lawmakers making up the 101st General Assembly begin their work with the prospect of Illinois’ new governor, J.B. Pritzker, taking office Monday and Democrats firmly in control of all parts of state government. In addition to all six statewide offices, Democrats hold supermajorities in the Senate with a 40-19 edge and a 74-44 advantage in the House.

Democrats control the entire statewide slate led by Governor Pritzker. Governor Pritzker’s running mate Juliana Stratton was sworn in as lieutenant governor.

Incoming Attorney General Kwame Raoul was inaugurated replacing Lisa Madigan after 16 years in office. Secretary of State Jesse White, Comptroller Susana Mendoza and Treasurer Michael Frerichs were all sworn in to new terms.

There are 48 new faces joining the legislature this year.

In the Senate, there will be ten new Democrats and five new Republican senators. In the House, twentyone new Democrats and twelve new republican representatives. More new faces are on the way with the retirement of former House Deputy Majority Leader Lou Lang and Representative Christian Mitchell moving into the Pritzker administration as one of the three deputy governors. Former Chicago Board of Education head Jesse Ruiz and former Illinois Comptroller Dan Hynes round out the remaining deputy governor’s.

Despite new faces among legislators, the leaders of the chambers remained the same. Michael Madigan was again elected House speaker, while Jim Durkin returns as Republican leader. In the Senate, John Cullerton will serve another term as president, while Bill Brady returns as Republican leader.

Only the Senate Democrats have released committee assignments with Senator Napoleon Harris III being named chair of the Insurance Committee. The General Assembly will reconvene in two weeks on January 29.

Hundreds of bills have already been filed and hundreds more to come. We anticipate a very busy session with many bills to be introduced affecting health insurance.

As always, we look forward to working with the members of the General Assembly in identifying what is best for our members and the people of Illinois.

Evan Manning is IIA of IL Government Relations Manager. He can be reached at emanning@iiaofil.org.

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MATTERS - GET INVOLVED

Tuesday, March 19 | Springfield 2:00 p.m. – General Program & Breakout Sessions

Wyndham Springfield City Centre 5:00 – 7:30 pm – Legislative Reception at the Illinois State Library

ADMINISTRATION

GOVERNOR

INSURANCE DIRECTOR

SENATORS

REPRESENTATIVES

LEGISLATIVE ISSUES

HOUSE & SENATE INSURANCE COMMITTEE CHAIRS

www.insurancelegislativeday.org february 2019

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We Need Your Voice

Mark your calendar for the 2019 Big “I” Legislative Conference, Wednesday May 8th through Friday, May 10th 2019 in Washington, D.C. This annual gathering presents numerous opportunities for Big “I" agents to meet and mingle with the country's decision-makers.

Hill day: Agents will have two opportunities to hit Capitol Hill to lobby members of the U.S. Senate, U.S. House of Representatives and their staff. The schedule for this event has been adjusted to allow time for visits on Wednesday afternoon as well as Thursday morning. Last year, Big “I" agents stormed Capitol Hill to urge members of Congress to take action on a variety of issues including the NFIP, the Federal Crop Insurance Program, health care, state insurance regulation and tax reform.

Congressional speakers: Elected officials from both sides of the aisle address the association's membership during breakfast on Thursday morning. Young agents will hear from a rising star in Congress over lunch on Wednesday.

General Session: The conference concludes with a special breakfast presentation on Friday. Last year’s attendees heard from Fox News Channel’s Bret Bair. Details coming soon on the 2019 guest presenter…

Check out the full schedule of events at www.independentagent.com/Events/LegislativeConference/Schedule/Schedule.aspx and make plans to join your colleagues on the Hill in 2019!

Make the Most of Your Membership

IIA of IL provides travel incentives, scheduling assistance, and opportunities for members to network with their peers and association leadership while in Washington, D.C. By taking part in the conference, agents will experience the benefits of state and national association membership first-hand.

First-time attendees are eligible for reimbursement of their two-night stay at the Renaissance Washington, DC Downtown Hotel (a $750 value), conference registration ($200 value), and will enjoy evening events hosted by the IIA of IL. The agent is responsible for their flight to Washington, D.C. *Westfield Agents may be eligible for scholarship funds – Contact Sallyestvanic@westfieldgrp.com for details.

Returning Attendees are eligible to receive a travel stipend of $250, plus paid conference registration ($200) in addition to hosted events. Returning attendees are responsible for their own hotel costs and travel costs that exceed the stipend provided.

Hotel Information: The IIA of IL has secured a block of rooms at the Renaissance Washington, DC Downtown Hotel that can only be accessed by contacting the state association. Travel incentives are available on a first-come basis until March 30, 2019. For more information or to sign up, please contact Jennifer Jacobs at (217) 321-3013 or jjacobs@iiaofil.org.

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february 2019

INSIGHT | government

2018 InsurPac Contributors

Thank you to these agencies for their investment in InsurPac.

Millennium Club ($5,000)

Jonathan Michael, RLI Insurance Company Gregory Sandrock, Cornerstone Agency, Inc.

Platinum Club ($2,500-$4,999)

Luke Praxmarer, Corkill Insurance Agency, Inc. Michael Wojcik, The Horton Group

Centennial Club ($1,000-$2,499)

Dan Browne, Forest Agency Inc. George Daly, The Horton Group Todd Harris, Harris Agency, Inc. Joseph Heneghan, Heneghan-White-Cutting-Rice Ryan Hite, Eagle Rock Insurance Services Cynthia Jackman, Arlington/Roe Bennie Jones, Risk Management Solutions of America, Inc. Phil Lackman, Independent Insurance Agents of Illinois William Lawrence, P/L/R Insurance Services Kevin Lesch, Arachas Group, LLC Lisa Lukens, Saliba-Yewell Insurance Services, Inc. Brian McSherry, McSherry Insurance Agency, Inc. Robert Messer, Market Financial Group Ltd Jay Peterson, Peterson Insurance Services, Inc. Luke Sandrock, Cornerstone Agency, Inc. Rick Sutton, Interstate Risk Placement Inc Keith Verisario, Acrisure, LLC Thomas Walsh, Jr., TW Group, Inc. William Wirth, Wirth Agency

Gold Club ($500-$999)

Julie Hearring, Blank’s Insurance Agency Todd Henricks, Chapman-Henricks Insurance Agency Steven Mannos, The Horton Group Brian Ogden, Ogden Insurance Agency, Inc. Allyson Padilla, Blank’s Insurance Agency Lindsey Polzin, Acrisure, LLC Richard Price, Paul T Price & Son, Inc. Kenneth Samson, Dasco Insurance Agency, Inc. Patrick Taphorn, James Unland & Company, Inc. Rebecca Korach Woan, Chartwell Insurance Services

Pioneer Club ($250-$499)

Philip Anderson, Anderson Insurance Agency Richard Blumberg, The Daniel & Henry Co. Randy Cannady, J L Hubbard Insurance & Bonds Linda Carlton-Huber, C F & H Insurance Agency, Inc. Craig Concklin, Concklin Insurance Agency, Inc. Kevin Dougherty, Kevin S Dougherty Ins. Agency, LTD Dino Gavanes, Advisers Group, Inc. Daniel Imming, Imming Insurance Agency Jon Jackman, Consolidated Insurance Agency, Inc.

Randy Jacobs, Payne Insurance Agency, Inc Richard Lingenfelter, Lingenfelter Ins Agcy Thomas Masterson, Thomas J Masterson and Company Todd Mickley, Mickley Insurance Thomas Myers, Smeltzer Insurance Agency Thomas Ross, Independent Insurance Agents of Illinois William Ryan, Stoutenborough Insurance Agency, Inc. Gary Semmer, Esser/Hayes Ins. Group, Inc Anna Maria Viti-Welch, Guy Viti Insurance Agency, Inc. Guy Vorsanger, Willow Insurance Services, Inc.

Founders Club ($150-$249)

Edward Boltz, Crum-Halsted Agency, Inc. Todd Budnik, Lesser Agency Sandra Falco, Schoen Insurance Agency Ronald Hechler, Gully & Hechler Insurance Agency Mark Kakenmaster, Libertyville Insurance Agency Daniel Kiesewetter, Kiesewetter Insurance Agency, LLC Keith Rademacher, PAR Insurance Services Nancy Schwaller, Schwaller Insurance Agency, Inc. Charles Stewart, Lakeview Insurance Agency, Inc.

Supporter ($1-$149)

Larry Abbe, Abbe Insurance Agency, Inc. Jack Baylor, Baylor Ins Agcy Ron Beck, Beck Ins Agcy Leon Blanchette, L. A. Blanchette Agency Mary Bluhm, TW Group, Inc. Clark Carroll, Clark Carroll Insurance Agency, Inc. Dan Frost, Frost Group Inc Jonathan Gericke, Logan Insurance LLC George Germanos, Jr. ISU Northwest Insurance Services Gregg Germanos ISU Northwest Insurance Services Michael Gonet, Gonet Opper Ins Agcy Larry Goss, Larry Goss Insurance Agency Bart Hartauer, Hartauer Insurance Agency William Ieuter, Secure Futures Insurance Agency Robert Johnson, Johnson Agency Kirke Machon, ISU - The Machon Agency Donna McGowan, TW Group, Inc. Jeffrey Murphy, Shore-Murphy & Associates LLC Eric Olds, Olds Insurance Agency Pat O’Malley, TW Group, Inc. Nancy Polanin, TW Group, Inc. Steve Riehle-Moeller, Millbrook Insurance Associates Tyler Sandrock, Cornerstone Agency, Inc. Diana Sponholz-Avarado, TW Group, Inc. Duane Straughn, Straughn Insurance Agency Mary Walsh, TW Group, Inc. Carl Youngblood, Draper Insurance Agency

ADVOCACY MATTERS - CONTRIBUTE To make an InsurPac contribution go to

www.iiaofil.org/Government/Political-Action-Committees/InsurPAC february 2019

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What’s Age Have to Do with It?

By Sharon Emek Apparently, far too much. Today’s companies, looking to fill an ever-growing list of open positions (31 million by 2020, according to Georgetown University), are turning to millennials. Attracting the younger workers has become the focus of companies as they try tapping into the energy and enthusiasm of the generation they’re trying to sell to in many cases.

We at WAHVE started our entire business on the idea that combining the knowledge and skills of the retiring and retired workers with the fresh perspectives of the younger generation is a winning combination. And that’s proven: statistics show that companies that employ an age-diverse workforce have higher productivity, a wealth of new ideas, and a wide knowledge base.

While having young, eager employees may be good in the short term, it also poses some unexpected issues. As more and more Baby Boomers head for retirement (the Bureau of Labor Statistics estimates 10,000 turning 65 each day), companies are losing a key component to their success – knowledge. Many retiring professionals have amassed a career’s worth of knowledge that younger generations simply don’t have yet.

Finding the veteran workers is easier than one might think.

The BLS says that the number of workers aged 65 and older who are still on the job grew 117% between 1994-2014.

As people live longer, they want to remain engaged and on the job. And even more of them are willing to do so in a remote work arrangement.

In a perfect world, keeping the knowledge within the company while grooming a new generation to take their places would be ideal.

Luckily, that ideal just became a little easier to achieve.

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Here are some of the advantages of employing retiring workers to complement a workforce that includes millennial workers: Better work habits. Older workers are reliable – Max Planck Institute for Social Law and Social Policy data show that older workers are more focused, less distracted, and can concentrate better on the job they’re performing. february 2019

As more and more Baby Boomers head for retirement, companies are losing a key component to their success - knowledge.

Combining the knowledge and skills of the retiring and retired workers with the fresh perspectives of the younger generation is a winning combination.

Also, a Shift: The Commission on Work, Workers, and Technology report found that older workers value doing what they enjoy. Companies hiring older workers get a high level of commitment because older workers are choosing jobs they want.

Lower turnover. Older workers stay on the job. They’ve amassed the skills and have built areas of expertise within their positions. When workers are employed in a workat-home position, they stay on the job longer, miss fewer days, and deliver a higher level of productivity than inhouse staff.

Mentoring potential. Veteran workers have plenty to share with their colleagues. Companies that hire veteran workers, even in remote working arrangements, are benefitting from the knowledge that is passed from older worker to younger

staff. In the same way, younger employees can teach their older colleagues plenty. They can share their deeper knowledge of technology, programs, and methods, and can bring new perspective to brainstorming and team efforts.

Hiring retiring (we call them “pretirees”) or retired workers is now even easier. WAHVE is an innovative contract talent platform that matches these veteran workers with a company’s needs. Companies get the right skills and experience, and workers get a work-from-home extension of their careers. And with access to a national pool of talent, the benefits get even better.

Sharon Emek, Ph.D., CIC, is founder and CEO of Work At Home Vintage Experts (WAHVE). For more information go to www.iiaofil.org/Products-Services/Non-InsuranceProducts-Services/Wahve-Work-At-Home-Vintage-Experts.

© 2019 Society Insurance

No waiting period.

Small detail. Big difference.

Some insurance companies say your customer’s power has to be out for at least 72 hours before they’ll be reimbursed for loss of business. But we both know a business starts losing money the second it loses power. That’s why our coverage kicks in immediately. If you agree that details like these can make a big difference, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

february 2019

18581_Society_GreaterThan_IndInsAgentsofIll-7.5x5.indd 1

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12/26/18 12:37 PM

In Illinois, it’s AmTrust for Workers’ Comp…

and much more.

FSC “XV,” Stable Outlook

Get to Know AmTrust.

Visit www. amtrustfinancial.com/ilq1 or call 844.864.8824 AmTrust is AmTrust Financial Services, Inc., located at 59 Maiden Lane, New York, NY 10038. Coverages are provided by its property and casualty insurance company affiliates. Consult the applicable policy for specific terms, conditions, limits and exclusions to coverage.

Taking St. Jude to the World with the Launch of St. Jude Global

By Jill Lipert

St. Jude Children’s Research Hospital is expanding how they serve children and families around the world with the launch of St. Jude Global.

In the United States, the survival rate for pediatric cancer exceeds 80 percent. St. Jude Children’s Research Hospital is proud of the support from people like you that have helped achieve this.

St. Jude Global is focused on three core areas:

However, the outlook for children with cancer in many other nations is not as promising. More than 80 percent of children with cancer live in low- and middleincome countries. Most of these children will die from their disease. It is time to improve on this devastating statistic and improve access to quality care for children everywhere.

1. Education: Training the clinical workforce needed to achieve our mission;

St. Jude Global is an ambitious initiative to expand the global reach and improve survival rates of children with cancer and other life-threatening diseases around the world. An evolution of the International Outreach Program that was established in 1993, St. Jude Global has set a bold goal: to increase the number of children whose care St. Jude influences around the world from 3 percent to 30 percent in the next decade. Ultimately, the goal is for all children with cancer to have access to quality care – no matter where they live.

3. Research: Advancing knowledge of global pediatric oncology and hematology to sustain a continuous improvement in the level and quality of care delivered around the globe.

2. Capacity building: Strengthening health systems and patient-centered initiatives across the continuum of care through the development of regional networks and a global alliance; and

Hospital founder Danny Thomas said that no child should die in the dawn of life. St. Jude Global is a dramatic step forward in ensuring that children everywhere have the possibility of cures for cancer and other life-threatening diseases. St. Jude Global cannot flourish without the continual support of our amazing donors and partners around the world like IIA of IL. Jill Libert is a Regional Development Specialist with St. Jude children’s Research Hospital. She can be reached at (309) 566-3506,Jill.Libert@stjude.org.

The IIA of IL is proud of our partnership with St. Jude Children’s Research Hospital and have some great events planned for the coming year. If you would like to host a St. Jude fundraising event, please contact Jill Libert with St. Jude (jill.libert@stjude.org) or Deann French with the IIA of IL (dfrench@iiaofil.org).

Let’s End Childhood Cancer…TOGETHER february 2019

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2019

Presented by:

conference

April 3-4

Par-A-Dice Hotel East Peoria, IL Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships Designed to meet the needs of everyone in our industry

young agents, veteran agents, CSR’s

9 hours continuing education

(pending approval)

Registration Fee: $130

(includes all education sessions, breaks, meal functions, time with exhibitors, and social function with drink tickets.)

Registration fee increases to $140 on March 1.

A block of rooms has been secured at the Par-A-Dice Hotel.

Block expires March 12.

Exhibitor, Sponsorship & Advertising Opportunities Available

www.ILYoungAgents.com

Programming Traci Brown Body Language Confidential Learn how to read body language and reveal what customers, potential clients and your team aren’t saying.

Liar, Liar, Pants on Fire Learn how to use Traci’s system to separate the lies from the truth.

Matt O’Neill Leveraging LinkedIn to Drive Actionable Results Agents have an opportunity to stay top of mind with clients and prospects through effective LinkedIn marketing.

Participants will learn the tools and strategies to develop and execute their own campaigns and what works with driving a customer to take an action.

Pete Honsberger The Buffalo Mindset In this high-energy session, you’ll learn practical ways to better control your destiny, achieving great things and refusing to shy away from that which is important.

Don’t Miss the Evening Social Event ■

■

■

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Independence works better together With Keystone, the best resources are at your fingertips to

Business Development

help you support a business that stands the test of time. We

Commercial Marketing

connect you to a community of like-minded independent agents and provide access to relationships that extend beyond your geographic reach.

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With 14 divisions and more than 100 corporately employed insurance professionals, we employ the expertise that expands opportunities for you and your clients. We focus on innovation, recruiting and training new talent, and guiding future agency owners allowing you to focus on what is important.

Financial Services Captives Emerging Leaders Claims Management Bonds Employee Benefits

Success is a journey. Let us be your guide.

Contact Matthew Fink: 570.473.4346 | mfink@keystoneinsgrp.com keystoneinsgrp.com Š2018 Keystone Insurers Group Ž. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

Producer Recruitment & Training

Staff Profile Evan Manning Government Relations Manager

Number of years at the IIA of IL: 1st Year What do you like most about your job?

Government Relations is a fascinating job. My favorite part of the job is networking. In this industry it is vital to get to know as many people (and the right people) to make your argument known. I can meet and learn from a very diverse group of individuals throughout the state.

Tell us about the first job you ever had: My first job out of college was working for DexOne, the former YellowPages. I sold ad space in the book as well as Search Engine Marketing. This was a great job to start off my career because it taught me a lot about rejection and moving passed it to gain business, much like the agents and brokers I represent must do daily.

If you could have any career other than this what would it be?

To be honest, this is my dream job I wouldn’t trade this for any other.

What is your favorite: Pastime: Golf Food: Crab Cakes Movie: Caddyshack TV Show: Game of Thrones Band: Eric Church Tell us about your family: I come from a very political family. My father, David Manning, is an independent lobbyist as well as my step-mother, Suzanne Hack.

My mother recently retired after working as the Director of the Illinois Grape Growers and Vintners Association. My step-father is the Executive Vice-President at the Illinois Petroleum Marketers Association and the Illinois Association of Convenient Stores. I have three brothers. Cullen Manning is an assistant state’s attorney for Sangamon County. Billy Fleischli who is the legislative liaison for the Department of Insurance and Ryan Fleischli who just recently graduated from University of Illinois-Springfield. I have been blessed with an amazing family.

Name one thing on your bucket list: I want to be a member of Augusta National Golf Club, but I’ll settle with just playing a round of golf there.

What is your biggest fear?

My biggest fear is not living up to the potential and expectations I have for myself.

Of what are you most proud either personally or professionally?

I would say overcoming the “trial by fire” career path and succeeding. Nothing in this world is given to you it is what you make of an opportunity that defines you and I believe I have done that so far and look forward to continuing that achievement in this new role.

Name something people would be surprised to know about you.

I am an avid sports memorabilia collector. february 2019

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level Progressive Nat Gen Premier

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

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS Nationwide

Surplus Line Association of Illinois The IMT Group West Bend Mutual Insurance Co.

Bronze Level A.J. Wayne & Associates AMERISAFE Aon Programs Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Echelon Property & Casualty Insurance Co. Encompass Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Interstate Risk Placement IPMG J. C. Restoration J M Wilson 32

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Kemper Keystone Insurers Group, Inc. KPA, LLC dba Succeed/KPA Liberty Mutual Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Midwest Insurance Company Motorists Insurance Group NHRMA Mutual Workers’ Compensation ProAg Management Inc. PuroClean Rockford Mutual Insurance Co. Safeco Insurance ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company february 2019

iia of il news | INSIGHT

Education Classes february

5 11 19 20 26 26 26 27 28

E&O: Roadmap to Policy Analysis Webinar Ethics Rolling Meadows Ethics-Walking a Straight Line Webinar CIC-Commercial Casualty Rolling Meadows CISR-Commercial Casualty 1 Rolling Meadows On Ethics: Data, Dilemmas & Knuckleheads Webinar E&O Risk Management Webinar CISR-Personal Auto Springfield E&O Risk Management Webinar

Online Education www.iiaofil.org February & March Featured Online Classes Property & Liability Concepts General Homeowners Workers Compensation - Beyond the Basics Business Income | Commercial General Liability General PAP | E&O | Business Auto Farm Liability | Ethical Dilemmas It’s Not My Fault - Or Is It? | Cyber Liability Personal Auto | When the Child Becomes the Parent Condominiums | Homeowners Hot Topics And More!

march

5 12 13 13 14 19 26 27 27 28 28

CISR - Personal Lines Miscellaneous Rolling Meadows E&O: Roadmap to Policy Analysis Webinar On Ethics: Data, Dilemmas & Knuckleheads Webinar CIC - Commercial Multiline Rolling Meadows CISR-Insuring Personal Residential Property Bloomington Ethics and Agent Liability Webinar

New Members member agency Warren Insurance Agency Steger, IL For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

E&O Risk Management Webinar CISR - Insuring Personal Auto Exposures Orland Park CISR - Insuring Personal Residential Property Springfield CISR - Insuring Personal Auto Exposures Lake Bluff E&O Risk Management Webinar

february 2019

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SAFE ABOVE ALL

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iia of il news | INSIGHT

CHOOSE INDEPENDENT

IIA of IL Relaunches Choose Independent Website

The IIA of IL has relaunched the ChooseIndependent.com a comprehensive resource for anyone thinking of entering the industry as an independent agent as well as for captive agents looking to break free.

Included on the new site is information on pre-licensing and how to obtain a producers license in Illinois, tips for transitioning from captive to independent and the steps and list of resources needed for starting your own agency.

“Providing our members with a sustainable, competitive advantage is the mission statement of the Independent Insurance Agents of Illinois. Our mission statement extends to each and every member, whether you are a wellestablished agency or a start-up,� said IIA of IL CEO Phil Lackman. “New agencies face significant hurdles in their first couple of years. To assist these entrepreneurs, IIA of Illinois has completely revamped our Choose Independent website and will unveil it during a program to assist new agencies in getting started. The tools and processes provided on the website and during the program provide any individual interested in starting an agency the definitive roadmap to establish and operate a successful independent agency.�

Additionally, the IIA of IL will be hosting an informative seminar on making the transition from captive to independent, Choose Independent: A Road Map to Success on Feb. 27 at J.C. restoration in Rolling Meadows.

The program starts at noon with lunch and will review the following: - Legal Issues - Financing an Agency - Market Access - Agency Operations - Marketing - Panel Discussion Find out more at www.ChooseIndependent.com.

 � � �

 � � � �  ­ € � � ‚ �  ƒ „ … ƒ

 �   ­€€€‚ ƒ „ ­…… …‚ † ‡‡‡ �

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INSIGHT | people in the news Manning Joins IIA of IL as Government Relations Manager The Independent Insurance Agents of Illinois is pleased to announce that Evan Manning has joined the association as Government Relations Manager.

Manning has experience in the private sector and most recently was an Appropriations Budget Analyst on the Senate Republican Staff.

In his new role, Manning will be responsible for all aspects of the association’s government relations program. IIA of IL also represents NAIFA-Illinois, Illinois State Association of Health Underwriters, and Illinois Association of Mutual

Insurance Companies, collectively referred to as the Illinois Coalition of Insurance Brokers and Financial Advisors.

The Coalition represents thousands of individuals and firms providing insurance and financial advice to Illinois consumers and businesses.

Manning will work with IIA of IL CEO Phil Lackman representing the Coalition before the General Assembly, Constitutional Officers, boards and commissions. He can be reached at (217) 321-3002 or emanning@iiaofil.org.

Hilgendorf Joins Arlington/Roe Team Melissa Hilgendorf, CIC, CISR, RPLU has joined Arlington/ Roe as an Associate Broker effective Jan. 22. Hilgendorf, previously served the IIA of IL as Products & Services Administrator, a position she held since 2013.

The staff of the IIA of IL wishes Hilgendorf the very best as she starts her new venture.

WE’RE LIKE BUBBLEWRAP FOR YOUR BUSINESS. BUSINESS INSURANCE THAT’S DESIGNED TO BE WORRY FREE A company is a business owner’s pride and joy. Help maximize coverage and protect it with business insurance from the Worry Free company — IMT Insurance.

Learn how you can represent IMT Insurance at imtins.com/contact.

Society Insurance Hires Tim Riedl as Vice President Commercial Underwriting Society Insurance welcomes Tim Riedl as vice president - commercial underwriting. Riedl will oversee statespecific underwriting operations and direct the underwriting, risk control, rating and policy services, premium audit and automation teams at Society.

Riedl previously served as director of commercial lines product management at West Bend Mutual Insurance, where he led development and implementation of new products in the cyber and flood markets. Riedl’s 33 years of insurance experience in underwriting, marketing, product development and executive leadership include implementation of lean methodologies, predictive modeling, paperless workflow and professional development programs.

Riedl holds a bachelor’s degree in business marketing from Winona State University and has earned the Associate in Reinsurance (ARe) and Chartered Property Casualty Underwriter (CPCU) designations.

AUTO | HOME | BUSINESS

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people in the news | INSIGHT Peacock Named Senior Vice President, Chief Human Resources Officer

Perez Named Senior Vice President of Product Management for Motorists

Mark Peacock has been named senior vice president, chief human resources officer, for Motorists Insurance Group, effective Feb. 1, 2019.

Randy Perez has been hired as senior vice president of product management for Motorists Insurance Group.

This announcement comes after Terri McCormick, current senior vice president of human resources, recently announced her retirement date of Jan. 31, 2019.

Peacock began his career with Motorists in 2005 as assistant vice president, human resources. He was promoted to vice president in 2015. With more than 27 years of experience in human resources and 25 of those years in the insurance industry, Peacock holds the Senior Professional in Human Resources (SPHR), Society for Human Resources Management Senior Certified Professional (SHRM-SCP) and Certified Employee Benefits Specialist (CEBS) designations.

He comes to Motorists from Horace Mann, where he spent three years as vice president of pricing and product management. With more than 20 years of experience in the personal lines industry, Perez brings a new perspective to Motorists that will further our strategic focus on our personal lines business.

Perez holds a bachelor’s degree in business administration from Wichita State University and a law degree from University of Kansas School of Law.

Surplus Lines Broker - Flyer.qxp_Layout 1 7/18/18 2:51 PM Page 1

Peacock holds a master’s degree from Ohio University.

Managing General Agency Excess Surplus Lines Broker

Commercial Insurance Solutions Since 1923 We are a fourth-generation family-owned commercial insurance agency.

Our mission is to bring Excess & Surplus lines & Specialty lines products to the marketplace. We do this by representing the industry’s highest regarded domestic and international top-rated A companies & with employees who surpass industry standards in ethics, education, underwriting knowledge, and service.

Property & Casualty Insurance

Transportation & Trucking

Liquor Liability / Bars & Taverns / Special Events Habitational / Vacants / Contractors / Oil & Gas

Commercial Auto / Public Transportation Garage / Repair Shops / Used Car Dealers

618.233.0644 | www.was-irp.com

february 2019

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INSIGHT | classifieds for the insurance professional by the insurance professional

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

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

SHARED SPACE FOR RENT

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

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

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

AGENCY WANTED.

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

Visit www.ciagonline.com for contact information.

WE WANT TO HELP YOU GROW YOUR BUSINESS. Thanks to our cutting-edge GO BOP portal, you will find more auto-fill fields with fewer questions because you’ll answer only those that are relevant to the business you’re writing. You will know within two screens if your customer is eligible for a policy.

Check it out for yourself. Become a GuideOne agent at GuideOne.com/BOP-agent

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

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insight

Think you have what it takes to be an insurance agent?

ACUITY

Join Acuity CEO Ben Salzmann and Emmy-Winning TV Host John

McGivern for this hour-long game show that will test our three contestants to see if they really have what it takes to be P&C Insurance Agents! But you’ll be the real winner when you take home a shiny new CE credit! Watch now at acuityu.com.

EARN FREE CE CREDITS 24/7!

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com.

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

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