Insight - January 2018

JANUARY 2018

INSIGHT It’s a jungle out there...

FIGHT TO DOMINATE The ABC’s of TC

We know what it took to build this unique business.

And we know what it takes to protect it.

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

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

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

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

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

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

the journal of trusted choice independent insurance agents of illinois

January 2018

CONTENTS 12

12 9 Trusted Choice

Closing the Talent Gap

By Sharon Emek, Ph.D.

It’s a Jungle Out There...

Fight to Dominate The ABC’s of TC Assist

18 Brand 20 Connect 22

11 Young Agents

15 e-Insight

Regular Features

In This Issue

7 24 25 30

10 27 28 29

President’s Message Associate News IIA of Illinois News Classifieds

16

Industry Staff Profile People in the News Industry News

INSIGHT

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 review to dfrench@iiaofil.org.

2009 • 2010 • 2011 • 2012 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

8 32

ABRC APPLIED UNDERWRITERS

8

BERKSHIRE HATHAWAY GUARD INS. GROUP

6

IPMG

5

IPRF

29 6

JM WILSON PREFERRED PROPERTY PROGRAM

26

RLI

31

SECURA

14

THE IMT GROUP

14

TRANSCOM GENERAL

2

WEST BEND MUTUAL

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 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

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PRESIDENT'S MESSAGE

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

Happy New Year!

I want to start this new year by making an ask from each of you. If the IIA of IL has recently gone over and above your expectations and made a lasting, positive, impact on you or your agency, please send me an email and let me know.

I would love to hear that story and share with our board over the next few meetings as we start a new agenda item called, “Mission Minute.”

We want to kick off every meeting in the next year with a positive story about what our staff and association are doing for our members in the spirit of our mission of providing members with a sustainable competitive advantage.

I can share with everyone that I’ve seen first hand what our State and National Association does for our members in many ways. You’ve probably heard something about a new Tax Bill that will affect just about everyone in this country one way or another. Your support of InsurPAC and establishing a good rapport with your legislators really made a difference for us in this bill.

A couple highlights of that bill are that our national government affairs team worked tirelessly on this issue for the past several months as the bill made its way through Congress. Throughout the process, we led a coalition of other major groups expressing concerns about the bill’s initial treatment of some small businesses. This effort led to improvements in the treatment of pass-through entities in the final bill. Our government affairs staff also worked closely with key stakeholders to advocate against a provision that would have subjected royalty income from the licensing of a tax-exempt organization’s name or logo to taxation. Removal of this provision saved the Big “I” and all our state associations millions of dollars in new taxes.

THANK YOU to those of you that get involved! We will have more work to do later this year on other issues, including the Farm Bill renewal. To learn more details of the Tax Reform Act and a summary from the Big I, please go to https://www.independentagent.com/ GovernmentAffairs/Issues/taxes.aspx.

Sincerely,

january 2018

insight

7

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.

GR

ST

H

Berkshire Hathaway

GUARD

Insurance Companies

We have agency appointments available.

Go to www.guard.com/apply!

IT BIL Y A

OWT

Free to do what's right for you.SM

Free MVP Profiles on TrustedChoice.com Now Available

Would you like to have your agency show up higher in the agency listings on TrustedChoice.com? Now you can.

IIA of IL is working in partnership with TrustedChoice.com to get more insurance buyers to the website and connect them with your agencies. The best part is that because of that partnership, our members can receive an improved profile on TrustedChoice.com at no charge.

A Member Plus (MVP) profile will provide your agency with the following benefits: • Your agency will show higher to consumers searching on TrustedChoice.com • Tell us which lines of business in both personal and commercial you want to write • Confirm your contact information to get opportunities to the right producers • Select the 2digit NAICS codes that represents your agency’s niche markets • The ability to add a custom about us statement • Access to your agency Dashboard do see and track the referrals you have received

It’s Easy!

Log in at https://iw.trustedchoice.com/login Click on “Sign in with IIABA” in blue text (under the orange button).

Use your Big I username and password on the screen that says Welcome!

Complete your FREE TRUSTED CHOICE MVP registration today. iw.trustedchoice.com/login

All of these capabilities will enable your agency to start getting only the referrals you want from insurance buyers that you like.

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.

If you don’t remember your username and password, or if you have any trouble signing in, just call TrustedChoice.com Support at 855-372-0070. january 2018

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9

INDUSTRY

RiskBlock Alliance Launches BlockchainBacked Proof of Insurance Tool App developed as the first use of blockchain technology to simplify real-time insurance coverage verification Insureds, insurers, and law enforcement are all one step closer to accessing a more streamlined and secure proof of auto insurance with the release of a blockchain-backed app built on a revolutionary new framework, RiskBlock™.

RiskBlock is the first blockchain framework designed specifically for the risk management and insurance industry, and Nationwide will be the first to use the platform to simplify real-time insurance coverage verification. This cross-sectored and enterprise-focused platform provides multiple insurance solutions on a common framework. RiskBlock was developed by The Institutes RiskBlock Alliance, an insurance-focused, industry-led consortium.

“The current way that drivers provide proof of insurance is cumbersome and uncertain,” said Christopher G. McDaniel, executive director of The Institutes RiskBlock Alliance. “Sharing proof of insurance through blockchain is key to streamlining the process of providing proof and marks the start of our efforts to revolutionize many other aspects of the insurance industry. Our collaboration with Nationwide is the first step toward a better overall system.”

Blockchain is a growing technology that has the power to simplify and secure the way transactions are processed.

The RiskBlock framework uses blockchain to provide insureds with real-time verification that insurance coverage is accurate and allows law enforcement officers to verify proof of insurance confidently and efficiently, without relying on paper forms. Similarly, it provides insurers with a more efficient, cost-effective way to offer proof of insurance. Soon, insureds will be able to share trusted, third-party verified proof of insurance with a click of their phones.

10

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“Blockchain is a fundamental technology projected to revolutionize the financial services and insurance industries,” said Seth Flory, vice president of IT strategy and technology innovation at Nationwide. “Nationwide is excited to be working with RiskBlock to reimagine coverage-verification processes that have been the same for decades. RiskBlock’s verification product should enable us to create a win-win-win for policyholders, law enforcement and the insurance industry.”

The coverage-verification initial use case is the foundation and starting point for all that The Institutes RiskBlock Alliance will do to support the industry. The consortium and its members anticipate that RiskBlock will better serve policyholders and reduce costs by: • Streamlining claim payments and premiums • Reducing fraud through a centralized recording of claims • Improving acquisition of new policyholders by validating accuracy of customer data More information about The Institutes RiskBlock Alliance, including details on how interested organizations can join, is available at TheInstitutes.org/RiskBlock.

january 2018

conference

May 16-17

Hotel Indigo, Naperville

Speakers include: Joe Bonura

Joe will show you how to “Sharpen Your Edge� so that you can maximize your earnings potential in the competitive world of Insurance Sales.

Robb Zbierski

Robb will teach you how to structure your goals for maximum impact and also teach attendees how to set up their calendar in a way that will help them find at least an extra 10 hours a week.

www.ILYoungAgents.com january 2018

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11

Closing the

TALENT GAP

By Sharon Emek, Ph.D.

If you’ve hired a truly experienced re you have at your disposal a co industry and can adv 12

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january 2018

25% of the current insurance workforce is expected to retire in 2018 Here’s a sobering thought – by next year, the Bureau of Labor Statistics (BLS) reports there could well upwards of 200,000 positions in the insurance industry that will go unfilled. That’s because 25% of the current insurance workforce is expected to retire in 2018, according to Insurance Business America.

And the problem could snowball over time. The Griffith Insurance Education Foundation says today’s average insurance professional is 45 years old. Over the next 15 years, BLS reports that nearly half of the current insurance industry workforce will retire.

While that may not come as a total surprise given the widely publicized exodus of 70 million Baby Boomers from corporate America, it’s an issue that becomes more critical coupled with the news that millennials just aren’t interested in the insurance industry. According to a study

by The Hartford, just 4% of millennials have an insurance career on their wish list.

For the agency or brokerage looking to hire, that creates a significant gap in the talent pool. If attracting millennials isn’t working and locating talent is becoming increasingly difficult, the industry must innovate in how they hire and employ, and how they perceive the way we do business.

The “New” Talent

That includes rethinking who your next worker will be.

There’s a wealth of talent and skill with proven expertise that could be employed today – retiring workers. At WAHVE we interact with many retiring or retired workers (“pretirees”) who are wanting to continue working, but not necessarily in the traditional sense. Some veteran insurance pros are looking to downsize their careers, either to gain more work-life balance or to change direction and focus in new areas.

Plus, economic pressures compel some insurance veterans to continue working. Some are looking to supplement retirement income, while others are looking to recoup losses sustained during the recession. These are engaged, interested, and skilled workers eager to bring their knowledge back into the market in a support role. And they want to work from home.

The New Office

It’s a business model that’s increasing in popularity and use. According to Gallup’s State of the American Workplace report, 43% of today’s workforce performs all or part of their work from home. And there are distinct advantages to hiring with remote workers: Low or no overhead. Adding to your employee pool usually comes with additional expenses – benefits, dedicated office space, training and the like.

Remote workers remove nearly all of those costs, and require minimal training, usually just a few days to a week learning your management systems, if they don’t already know it.

Improved communication. Our clients report that they communicate more frequently with their wahve workers than if that worker were sitting in the office. That’s because wahves are connected through messaging and video chat technology whenever they’re working for a client.

Affordable consultancy. If you’ve hired a truly experienced remote worker, you have at your disposal a consultant who has worked in the industry and can advise on complex issues.

Access to a large talent pool. A remote worker removes geographical boundaries. Your next underwriting specialist, claims adjuster, or policy rater needn’t be next door.

As the talent shortage heats up and agencies struggle to fill positions, a pretiring insurance professional can offer more than just a helping hand. No matter the need, agencies can get talent, knowledge, and right-sized skills all at an affordable price. That kind of remote, dedicated worker can help agencies grow and profit in a shifting employment market.

Sharon Emek, Ph.D., CIC, is president & CEO of Work At Home Vintage Experts, an innovative contract staffing talent solution. WAHVE matches retiring insurance professionals leaving the regular workforce to insurance firms to meet their full- or part-time staffing needs. Insurance firms benefit by improving productivity and lowering costs. WAHVE’s unique qualifying process and technology platform match the right “pretirees” wherever they may live to the needs of insurance firms wherever they are located.She can be reached at sharon.emek@wahve.com or 646.807.4372, ext. 3754.

remote worker, consultant who has worked in the dvise on complex issues. january 2018

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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

Transportation and Commercial Auto Risk Specialists Specializing In: Limousines, Black Cars, and Livery Buses (Charter, School, Party, Courtesy) Day Care Center Autos • Trolleys Non-Emergency Medivans

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Serving agents in Illinois, Indiana, and Wisconsin.

Industry recognized carriers.

Experienced underwriters.

Knowledgeable and skilled support staff.

(800) 360-3303 transcom-ga.com

e INSIGHT -

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

JA N U AR Y 20

18

INSIGH T

It’s a ju

ng

FIGHT le out there...

TO DO Th e A MINAT BC ’s o f TC E

Does

WORKING in INSURANCE

PAY?

By Patricia L. Harman

In this month’s e-Insight. january 2018

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15

ABC

’s

of

TC

It’s a jungle out there...

FIGHT TO DOMINA It’s a Jungle out there. Between disruptors, new startups and M&A activity, it is a constant struggle for independent agents to remain relevant to the insurance consumer. We understand that with the constantly changing landscape it can be difficult to make sure your agency is in the hunt, especially with the online insurance shopper.

This is where Trusted Choice can help. Trusted Choice is working every day to retain and increase the eroding market share for Big I members. Here at the IIA of IL, we try to keep our members up-to-date on all the latest advancements and new programs offered by Trusted Choice and TrustedChoice.com.

We publish a monthly column in this publication, (see page 9), run information regularly in e-Weekly and on social media, and equip our marketing reps with handouts and information to share. Despite our efforts we often hear the age-old question pop up anytime we mention Trusted Choice - that perennial inquiry which sounds more like an allegation … “What’s in it for me?” (WIIFM).

Fair question. Easy answer- PLENTY. The following six pages outline the ABC’s of TC; ASSIST, BRAND, CONNECT, and outline exactly the “WIIFM” for our members.

However, this is not the marketing equivalent of an “EASY BUTTON.” As with anything in life, what you get out is only as good as what you put in.

The first step is the most important. Update your FREE MVP Profile on TrustedChoice.com. Take some time to make sure it accurately represents our agency and the type of leads you wish to handle.

Follow the PRO TIPS on page 9 to get the best results.

Secondly, make sure you appoint someone within your agency to regularly access your TrustedChoice.com dashboard and respond to your leads.

And finally, use the FREE, customizable marketing tools, tutorials and assessments Trusted Choice has to offer. These have all been designed to enhance your digital presence and further brand awareness.

It’s a jungle out there. Gotta fight to dominate.

C

...

NATE

A

Trusted Choice has developed assets to aid in in their sales and marketing efforts, and prov consultation and graphic design services.

ASSIST

Trusted Choice has a graphic desig digital, television, radio advertisem tools and support for marketing dev

“Advertising 101”

Advertising 101 is a nine part series designed to help you understand, design and execute a successful advertising campaign.

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

MeasureUp!

Ever wonder how your agency’s marketing compares to other agencies?

Take a quick survey and we’ll provide you a marketing scorecard and ideas on how to improve. You can also compare your agency with other agencies based on several criteria. Take a minute to see if you MeasureUp! Note that this tool is inteded for agency managment only.

If you are unable to access this resource, but should, please use our Live Chat feature or submit a request on our Help page.

The Power of 30 Seconds

The Power of 30 Seconds(TM) is a training series designed to help you maximize the experience of customers calling your agency on the phone. The training has 3 sections that focus on workflow, soft skills and automation. Once you complete the training, feel free to take a short quiz and receive a certificate of completion.

Digital Review of Your Agency Website & Social Media

Is your website optimized? Need some help with social media? Our Digital Reviews provide a one-on-one consultation and detailed report on how you can improve your agency website and social media outlets. You’ll walk away with an actionable report that spells out your next steps. This service is included with your Trusted Choice membership - why not take advantage of it?

cobrand.iiaba.net 18

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january 2018

d independent agents ovides one-on-one

signer on staff ready to customize a variety of print, ements and more. They offer trainings, educational development.

Content to Share

• A variety of resources to share on agencies’ social media and website • Filterable material for any holiday, sports, type of insurance, etc.

• Graphics and articles for specialized interests january 2018

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B

BRAND

Trusted Choice provides financial assistance matching grants to enable brand growth. In matching grants were awarded. These cover from TV advertising, Online/Digital, Sports M Search Engine Optimization through Trusted

A total of $777,000 of Trusted Choice funds of TrustedChoice.com not including state as

To date, a total of $3.5M has been committe branding for fiscal year 2018 so far.

Trusted Choice’s community partnership with Make-A-Wish aids children diagnosed with life-threatening medical conditions.

Annual Make-A-Wish social media campaigns have raised more than $1M since 2011. Trusted Choice has contributed an additional $2.1 million through local grant sponsorships. In 2017 55 grants were awarded for a total of $412,500.

Collectively, Trusted Choice has donated more than $3M to Make-A-Wish.

2017 Make-A-Wish Campaign

• Donated $100,000 to Make-A-Wish Foundation through the annual Facebook “Share” campaign • The Trusted Choice brand was placed in front of over 2 million consumers through the Make-A-Wish Campaign • Over 11,000 interactions with consumers • 90% neutral – positive sentiment

iiaofil.org/About-Us/Trusted-Choice 20 24

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january 2018 december 2017

nce in the form of state In 2017, a total of 42 vered activities ranging ts Marketing, Radio and stedChoice.com.

nds were used towards SEO e association contributions.

mitted in Trusted Choice

january 2018 december 2017

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21 25

C

CONNECT

TrustedChoice.

THE RIGHT TO T

RIGHT

Household Income

Age

RIGHT AGENT

22

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E

e.com Connects:

HT RISK, THE RIGHT AGENT AT THE RIGHT TIME

T RISK

Education Level

Complete your FREE TRUSTED CHOICE MVP registration today. iw.trustedchoice.com/login Gender

RIGHT TIME

TrustedChoice.com january 2018

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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

24

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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 Nationwides 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

january 2018

IIA OF ILLINOIS NEWS Education Classes january

24

CIC - Commercial Property Rolling Meadows

february

6 13 15 28

CISR - Personal Auto Springfield CISR - Commercial Casualty 1 Rolling Meadows Ethics Springfield Errors & Omissions Bloomington

New Members member agency Danner Insurance Services Rossville, IL Niche Insurance Brokers, Inc. Belvidere, IL Rees & Associates Wilmette, 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.

Online Education www.iiaofil.org January & February Featured Online Classes Personal Auto | Homeowners | Personal Lines Unlocking the Secrets of D&O Insurance | Business Auto E&O Roadmap to Policy Analysis | Workers Compensation Property & Liability Concepts | Protecting Valuable Assets Condominiums | Insuring Trusts | Farm Property Cyber Liability | Commercial Liability | The Dirty Dozen Who is an Insured | Aging Parents & Insurance Decisions National Flood Insurance Program Basic Course And More!

Faith Based Medical Programs We are receiving more calls from members asking whether their E&O policy would provide coverage if they were to place clients in Faith Based Medical programs.

The short answer is NO, it would not. Here’s why.

Most of these programs contain disclaimers stating the providers are not insurance companies, and as such, are not subject to insurance regulations. In addition, many Faith Based Medical Programs state their products are not insurance contracts and should not be interpreted as an insurance policy. Our E&O policies provide coverage for agent’s errors and omissions from the placement of insurance coverages with admitted and non-admitted insurance carriers or other entities, who are subject to regulation by the Illinois Department of Insurance.

This information is not a reflection on whether these programs are good or bad but simply to provide information regarding coverage under our E&O program.

january 2018

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IIA OF ILLINOIS NEWS

Cornerstone Agency Hosts Annual Farm Update Meeting Cornerstone Agency, Inc. held their annual Farmer Update Meeting on Dec 28 in Deer Grove. More than 200 area crop and livestock producers, bankers, grain merchandisers and area high school students were in attendance.

This year’s program consisted of a panel made up of three bankers, two grain merchandisers, a grain marketing firm, and one insurance agent (Greg Sandrock). Cornerstone employees moderated the panel discussion with a wide range of questions presented to each panelist. The topics prompted some great conversation and debate amongst the panelists.

As one guest put it “The panelists gave some great, candid, and brutally honest feedback.”

The afternoon keynote address was given by U.S. Representative Cheri Bustos (D-IL 17th District). With her position on the House Ag Committee the Congresswoman provided valuable insight into what to expect as they begin to draft the 2018 Farm Bill.

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Staff Profile Jennifer Jacobs

Human Resource Director & Board Administrator

Number of Years at the IIA of IL: 16 What do you like most about your job?

No two days at the association are the same and I like working on a variety of projects. I particularly enjoy coordinating the agents to attend the National Legislative Conference. It is inspiring to see our members make the trip to Washington, DC to discuss the impact federal issues can have on their business.

Tell us about the first job you ever had: When I was 15, I took a babysitting class at the YMCA and printed flyers advertising my babysitting service. As the only teenager in a neighborhood full of small children, I was always busy. I even had a few families that would coordinate their evenings out and I would watch kids from multiple families at one house. That was wild sometimes, but so much fun. I really developed my problem-solving and conflict-resolution skills with all those kids! I also worked in retail for over 10 years.

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

I really enjoyed retail, so likely something in customer service or product merchandising.

What is your favorite: Pastime: Reading Food: I can’t pick just one!

Movie: Disney’s Beauty and the Beast TV Show: I have a child and a husband - I don’t ever get the remote control.

Tell us about your family: I am the oldest of four children and my younger sister is 15 years younger than me. I have repeatedly apologized to her for all the times my best friend and I dressed her up like she was a doll! My husband and I have been married for almost 14 years and we are the proud parents of Winston, a 14-year-old Miniature Schnauzer, and Natalie, our 7-year-old daughter who intends to be in charge of the world when she grows up. We have our hands full!

Name one thing on your bucket list: Writing a book.

What is your biggest fear?

Getting stuck in an elevator or sucked into the teeth on an escalator.

Of what are you most proud either personally or professionally?

Being able to rise to any challenge and always living in the moment, but looking forward to what the future holds.

Name something people would be surprised to know about you.

If I told you that, it wouldn’t be a surprise anymore.

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people in the news

Society Insurance Names Wondra Director of Innovation Society Insurance has announced the promotion of Kevin Wondra to director of innovation. In his new role, Wondra will administer product development and oversee the evolution of Society’s continuous improvement and customer experience teams.

Wondra has nearly 20 years of insurance experience including claims handling and supervision, sales and relationship management with independent agents and management of internal sales and marketing teams. Since joining Society in 1999, he has served as a field claims representative, field claims supervisor, regional sales manager, corporate marketing manager and director of sales and marketing.

Wondra earned a bachelor’s degree in mathematics from the University of Wisconsin-Whitewater and a master’s degree in insurance management from Boston University.

He holds the Associate in Claims (AIC), Certified Insurance Counselors (CIC) and Chartered Property Casualty Underwriter (CPCU) designations. Wondra also leads training sessions for National Alliance insurance classes.

Harrold to Retire as Chairman, CEO of Auto-Owners Insurance Jeff Harrold, chairman and chief executive officer of Lansing, Michigan-based Auto-Owners Insurance Co. and its affiliates, retired effective Dec. 31.

He had been with the company for more than 40 years.

Harrold was succeeded by Jeffrey (Jeff) S. Tagsold as chairman and CEO of the company on Jan. 1, 2018.

Tagsold currently holds the titles of president and chief operations officer at Auto-Owners. He began working at the company in 1985.

Daniel J. Thelen, currently executive vice president, will become president of Auto-Owners and its affiliates.

Carolyn B. Muller, currently senior vice president, Claims, will assume the role of executive vice president.

Thelen has served in numerous capacities since joining the company in 1981. Muller first joined Auto-Owners in 1990 and has served in a variety of leadership roles throughout her career.

Kent B. Shantz Appointed New Acting CEO of Rockford Mutual Insurance Company Rockford Mutual Insurance Company has named Kent B. Shantz, CIC, former COO, as their new Acting President and CEO. He has assumed these responsibilities retroactive to Oct. 1.

Shantz joined Rockford Mutual Insurance in January of 2012 as Vice President of Operations before being promoted to Chief Operations Officer April 2013. During this time, he has developed a strategic plan and created a roadmap to success for Rockford Mutual Insurance Company. He has worked with the company’s claims department to mold a philosophy of handling claims fast and fair which has resulted in a successful 96% customer satisfaction rate. In addition, he is responsible for the launch of the company’s new Policy Administration System Rockford Express.

Shantz holds a BBA with minors in Marketing, Communications, and Social Science from Davenport College of Business in Grand Rapids, MI. He has over 30 years of experience in the insurance industry, with 20 years spent in leadership roles. Shantz has earned his CIC Designation and he is also a licensed agent in Illinois.

In Memoriam James Thad Harrison, Jr, long-time instructor with the National Alliance, passed away on December 11 at Tallahassee Memorial Hospital.

He is survived by his wife of 50 years, Betty; his children, Courtney Harrison of San Francisco, and J.T. Harrison and Lacey Harrison of Thomasville, and two adorable grandchildren, Jay and Charlotte Harrison.

A resident of Tallahassee for 43 years, Harrison was an Assistant Professor at FSU College of Business for five years, a 1991 Honors graduate of FSU College of Law, a CPCU, CLU, ChFC, CIC, and a teacher and consultant throughout the insurance industry. Over his career, he spoke to audiences in 50 states, Puerto Rico, Panama, and Great Britain.

Harrison served on the Florida Department of Insurance Test Development Committee, as chairman of Curriculum and Test Development for PIA, and chairman of PIA’s National Educational Committee. In recent years, he was President of The Florida Insurance School Continuing Education, Inc. which provides education classes for licensed insurance agents throughout Florida and other states.

The staff and Board of Directors extend sincere condolences to the family, friends and students of James Harrison.

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industry news

Acuity Employees Distribute $500,000 to Charitable Organizations Acuity Insurance announced that, at a Town Hall meeting of its staff, employees determined the distribution of a special year-end contribution of a half-million dollars among six different organizations. Those organizations included Conquer Cancer Foundation, Feeding America, Safe Harbor of Sheboygan County, The Salvation Army, Sharon S. Richardson Community Hospice, and Mental Health America.

Based on employees’ direction, the Conquer Cancer Foundation received the largest allocation of just over $125,000. Conquer Cancer Foundation was founded by the foremost cancer doctors of the American Society of Clinical Oncology and works to seek dramatic advances in the prevention, treatment, and cure of all types of cancer.

The other five groups each received donations ranging from over $40,000 to nearly $100,000. Acuity’s special $500,000 contribution adds to the company’s ongoing support to the community throughout the year. Guided by the Acuity Charitable Foundation, Acuity contributed nearly $1.3 million in 2017 to worthy organizations.

Acuity’s community support throughout the year also includes in-kind donations and use of the company’s corporate headquarters for charitable events. In addition, Acuity employees contribute to charitable causes each year through donations of time, money, and muchneeded supplies.

For more information on Acuity, visit the company’s website, Facebook page, Twitter account, YouTube channel, or LinkedIn account.

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

(800) 666-5692 | JMWILSON.COM january 2018

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CLASSIFIEDS

for the insurance professional by the insurance professional

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

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 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

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. dino_gavanes@ advisersinc.com

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© SECURA Insurance

KORY • Signed a free agent contract with the St. Louis Rams • Knows good coverage from blown coverage • A decade of insurance experience

Most valuable player

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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.

©2018 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

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