e-Insight - June 2024

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INSIGHT

Board of Directors

Executive Committee

Chairman of the Board - Kevin Lesch klesch09@gmail.com

President - Allyson Padilla allyson@blanksinsurance.com

President-Elect - Patrick Taphorn, CIC, CSRM ptaphorn@unland.com

Vice President - Thomas Evans, Jr. tom.evans@assuredpartners.com

Secretary/Treasurer - Cindy Jackman, CIC, CISR cjackman@arlingtonroe.com

IIABA National Director - George Daly george.daly@thehortongroup.com

Directors

Mohammed Ali - mali@aliminsurance.com

Amiri Curry - acurry@assuranceagency.com

Charles Hruska - chas@hruskains.com

David Jenk, Esq. - djenk@nwibrokers.com

Jeff McMillan - jeff@mcmillanins.com

Patrick Muldowney - patrick.muldowney@alliant.com

Lindsey Polzin - lpolzin@presidiogrp.com

Ray Roentz - ray.roentz@hwcrins.com

James Sager - james@sagerins.com

Luke Sandrock, CIC - lsandrock@2cornerstone.com

Noele Tatlock - ntatlock@unland.com

Committee Chairs

Budget & Finance | Cindy Jackman, CIC, CISR cjackman@arlingtonroe.com

Education | Lisa Lukens salibainsurance@gmail.com

Farm Agents Council | Steve Foster s.foster@ciagonline.com

Government Relations | Dustin Peterson dustin@peterson.insurance

Planning & Coordination | Nick Gunn, CIC nickgunn@nixonagency.com

Technology | Brian Ogden brian@ogdeninsurance.com

Young Agents | Renee Crissie renee@crissieins.com

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Big I Illinois Staff

Insurance Products Administrator

Director of Information and Technology

Director of Education and Agency Resources

Accounting & Admin Services

Director of Human Resources, Board Admin

Sr. Vice President/Chief Financial Officer

Chief Executive Officer

Director of Membership Services

Director of Government Relations

Office Administrator

Director of Communications

Marketing Representative

Rebecca Buchanan (217) 321-3010 - rbuchanan@ilbigi.org

Shannon Churchill (217) 321-3004 - schurchill@ilbigi.org

Brett Gerger, CIC (217) 321-3006 - bgerger@ilbigi.org

Tami Hubbell, CIC (217) 321-3016 - thubbell@ilbigi.org

Jennifer Jacobs, SHRM-CP (217) 321-3013 - jjacobs@ilbigi.org

Mark Kuchar (217) 321-3015 - mkuchar@ilbigi.org

Phil Lackman, IOM (217) 321-3005 - plackman@ilbigi.org

Lori Mahorney, CISR Elite (217) 415-7550 - lmahorney@ilbigi.org

Evan Manning (217) 321-3002 - emanning@ilbigi.org

Kristi Osmond, CISR Elite (217) 321-3007 - kosmond@ilbigi.org

Rachel Romines (217) 321-3024 - rromines@ilbigi.org

Tom Ross, CRIS, CPIA (217) 321-3003 - tross@ilbigi.org

Carol Wilson, CPIA (217) 321-3011 - cwilson@ilbigi.org

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Meaningful Education

Who hates education (especially continuing education)? If you answered yes, you are in the wrong business. Education is how we become valuable to our clients. There is no better time to talk about this than graduation season. I’m talking about substantiative, relevant, timely education. I’m not talking about the easy button 21-hour book that meets your State-mandated/required education. While that may meet the State minimum, it does nothing to further your coverage, product, or innovation knowledge, which could benefit your clients. I may sound hypocritical as we at Big I Illinois are getting ready to offer a 21-hour book for continuing education. My feelings would not be hurt if no one utilized the 21-hour book, but I also know that some people will only do the State minimums, so we will provide that option shortly. As with everything, you get out of things what you put into things.

I try to teach my kids that if you are happy just getting by, then do just the bare minimum, and you may get by. But if you want to really succeed, you must constantly be learning, evolving, engaging, and diligent in everything you do. You need to set yourself apart and be an example for all of those around you, as well as set the standards that you expect and demand. Everyone pays attention, but not everyone cares (Grandpa). If your employees, coworkers, mentors, and peers see you doing the minimum, they may think the minimum is the standard and acceptable. If those same groups see you getting various designations, attending events, and furthering yourself professionally and personally, they may be apt to follow suit. Getting a designation isn’t enough. Taking continuing education classes to meet requirements isn’t enough. Everything that you do should have a purpose and provide value to you and, ultimately, your clients. Don’t take continuing education because it meets your time constraints for licensure renewal. You will have wasted 3+ hours of your precious time. There are two things that you can’t get more of the Cowboys winning Super Bowls and time.

Designations are the easiest and best way to rack up continuing education credits. We offer many designation programs such as Certified Insurance Service Representative (CISR); Certified Insurance Counselor (CIC); Certified Property & Casualty Underwriter (CPCU); Accredited Adviser in Insurance (AAI); Associate in Risk Management (ARM); Agribusiness and Farm Insurance Specialist (AFIS); Construction Risk and Insurance Specialist (CRIS); Transportation Risk and Insurance Professional (TRIP) to name a few. Getting designations are extremely valuable to you and your clients, and the classes required to obtain designations provide more than enough continuing education. Some designations require updates that can provide much deeper dives into topics relevant to your client population. I would do Ruble Seminars (typically provided in July and December) for CIC updates, as they provide intense dives into specific coverages. DO NOT TAKE EDUCATION CLASSES THAT PROVIDE YOU NO VALUE. Just obtaining continuing education credits is not valuable! Example: I don’t sell life and health, but I take a life and health class as it is the last class available before my license renewal. It does no one any good, including the instructor who is teaching a class to a student who is not engaged and just watching out of the corner of their eye to make sure they answer the polls. Our classes are planned months ahead of time, so there are no excuses. On or around your birthday every year, sit down and plan your education and continuing education for the year. If you are only doing the 21 hours plus three ethics hours every two years, you are underserving and almost negligent in your service to your clients. Look for relevant and timely topics that will improve you as an agent. The hard market only magnifies your adequacies and your inadequacies. At the end of the day, you want to protect your clients, provide them with the most appropriate coverages and peace of mind. The best way to do that is to engage in meaningful education. You need different delivery methods as well. In-person, which can be done by attending CONVO, the Sales and Leadership Conference, and various company events as well as local events. In-person provides the biggest networking, peer-topeer, and instructor engagement opportunities. Sometimes, the most valuable portion of the in-person events are the 10-minute breaks. Virtual, which can be a live webinar, live webinar designation class, and recorded material delivered either at a specific date and time or on-demand. Live webinar is the most valuable. The key to virtual is that you must engage the instructor. Ask questions, take notes, dive into the subject matter. Embrace learning. Virtual can be a very valuable learning experience if you engage. If you do not engage and learn just enough to pass a test (designation program), you will have added no value to yourself or your clients.

I do not understand agents who pay hundreds of dollars for a class and just have it on in the background, looking for polls to answer to get their continuing education credits. You paid the money, make it worth your time, and engage. It is impossible to find time these days and the plate just keeps filling up. That is why it is imperative to schedule your education and see it as a must and not a may. Your clients will be better served and you will be more valuable. You can tell within 10 minutes of talking to an agent how valuable they are and how knowledgeable they are. This is one profession you may fake it and you may make it but you won’t be able to fake it until you make it. One claim or one situation will cause the cream to rise to the top and the fakers to fall to the wayside. The cream are the agents that are engaged, diligent,

and, most of all, educated. As a matter of fact, many of the agents I consider cream teach or are really involved in the education delivery process. The cream doesn’t worry about a client leaving as they know that the good clients will see their value and be back at some point. There is no secret recipe to become cream. Look at those that came before you and create a blueprint (a pathway) to get to a desired space and never stop innovating or learning. The one thing that cream agents have in common is that they are life-long learners. I know more than I ever thought I ever wanted to know about insurance, but I learn something new every day, and those nuggets that I pick up along the way make me more valuable to our membership.

Another great grandpa advice is that everyone has something to teach, but more importantly is that everyone has something to learn. Your point of view may be correct but unless you listen and learn you will never know. Learning is a skill set that is learned and evolves as we progress down our pathway. Make yourself better for your clients. The next time you are looking at education options and you are considering the 21-hour book, ask yourself what you think of bare minimum clients (the ones that could afford more than the bare minimum). Do you want to be the bare minimum agent? Do you want an extremely low retention rate? Do you want to have numerous problematic claims? If you answered yes, the 21-hour book may be your solution for continuing education.

As always, this just Brett’s 2 Sense and I hope it was helpful. You can contact me through my CONNECT and if it is urgent, do not hesitate to reach me through CONNECT. I may be pushing you to CONNECT. If you need any clarification or have any suggestions for future articles please email me at bgerger@ilbigi.org

Brett Gerger - Big I Illinois Director of Agency Resources/Education - bgerger@ilbigi.org

History of Community Involvement Agents Honored for Community Service

The insurance industry has a long-standing reputation for serving the community, and from 2001 to 2003, the association recognized several member agencies with a Community Service Award that was presented at the convention. This tradition of recognizing agencies for their service continues today as community service is a component of the annual Agent and Agency of the Year Awards.

Greg Query, Query Insurance Agency, Rochelle, IL

Greg was honored with the inaugural Community Service Award in 2001 for his support of the FlaggRochelle Park District.

In 2002, the following agents were recognized:

Daniel Dugan, Waggoner Bellm Dugan Agency Highland, IL

- for working to establish a new chapter of Habitat for Humanity in Highland.

Marilyn Liming, Prairie State Insurance

Decatur, IL

- for support of local and statewide Easter Seals campaigns which supported the organization in offering day care facilities.

Michael McHugh, McHugh Agency

Manhattan, IL

Steve Ritchie, Steve Ritchie and Associates Rolling Meadows, IL

- for raising $40,000 through organizing a golf outing to support a summer camp run by Children’s Oncology Services of Illinois, raised $40,000 through its first golf outing that he organized.

Tim Griffith, Griffith Agency Effingham, IL

- for organizing a bike-a-thon fundraiser and a golf scramble in support of the Effingham County Red Cross.

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- for support of the Irish American Society in the annual Manhattan Irish Fest and for work with the Citizens Advisory Council to created new bike trails.

Tom Neis, Neis Agency

Crystal Lake, IL

- for support of the local Chamber of Commerce, McHenry County Foundation, Sister City Committee and numerous other organizations

Tom Walsh, TW Group Westmont, IL

- for support of Hoops for Life, a 3-on-3 basketball tournament that raises funds for the American Cancer Society.

The 2003 Community Service Award, sponsored by Arlington Roe, was presented to:

Terry Welty, Miller Dredge Galesburg, IL

Terry was a long-time volunteer for the Galesburg Noon Lion’s club and was instrumental in changing the focus of the group’s holiday party to entertain children with sight and hearing disabilities and their families.

We know that agencies continue this tradition of community service today, and we’d love to honor them – nominate a deserving candidate for the Agent or Agency of the Year Award at ilbigi.org/awards. This year’s recipients will be honored at our 125th Anniversary CONO, October 15-17, 2024 in Peoria.

According to a 2020 report by McKinsey & Company, the average charitable giving from the entire insurance industry in the US is estimated to be around $560 million to $600 million annually. Here’s what several agencies had to say about their community service.

AAdvantage Insurance Group

Glen Carbon, IL

We’ve always been involved with the community whether it is through Rotary Club, volunteering at Neighbors Bakeshop, Wreaths Across America, sports or golf events or sponsorships, donations for the USO, and collecting Christmas gifts for those in need. We have been involved with the Glen-Ed Pantry (www.glenedpantry.org/volunteer) for many years. During COVID, we were collecting donations and also taking clients essential items. We’ve done referral programs, social media posts or tags which benefit them, and most recently have been volunteering during their mobile market.

In partnership with the St. Louis Area Food Bank, Glen-Ed Pantry is hosting a Community Farmers Market. Neighbors have the opportunity to get a mix of fresh and nonperishable food items at no cost. The event is setup as a walk-through event where participants can

choose the items they wish. No identification or verification of income is needed.

Our team helps with setting up the food for distribution and assisting with the distribution process. This involves handing out items and ensuring that everyone receives a fair share, and that no one takes more than they should.

AssuredPartners

Elk Grove Village, IL

AssuredPartners Elk Grove Village employees participated in a fundraiser for Second City Canine Rescue! 85 lbs. of dog food, treats, toys, and much-needed items were delivered to the rescue!

AssuredPartners

Warrenville, IL

Last year AP Warrenville chose to support community in a few ways: 1. Our agency sponsored a warm clothing drive for our client, Thresholds, to distribute to the homeless. 2. We also chose a local elementary school in need of school supplies and sponsored a student supply drive in our office in August and a classroom supply drive in December. The school was beyond grateful for boxes of baggies, Kleenex, electric pencil sharpeners, colored pencils, notebooks, and more! 3. Approximately 15 employees and some of their family members participated in the September MADD walk in Schaumburg, raising over $2,000 for efforts to end drunk driving. Lastly, many P&C teammates partnered with a carrier and other AP offices for a day and participated in a Habitat for Humanity project.

History of Community Involvement Illinois Independent Insurance Agencies 125

Caselli Insurance & Real Estate Marseilles, IL

Caselli Insurance & Real Estate has been a proud pillar of the Marseilles community since 1953. We believe in giving back and are actively involved in numerous organizations, including the Marseilles Lions Club, Masonic Lodge, and chambers of commerce. Our team members are dedicated volunteers, with Scott himself leading the charge. From cleaning up after storms to starting after-school programs and coaching sports, Scott and the entire team consistently go above and beyond to support local initiatives.

We’ve partnered with schools, started an after school program, participate in parades and local fundraising events, and so much more.

The Cornerstone Agency

Tampico, IL

The Cornerstone Agency, like many other businesses, has had an outstanding relationship with St. Jude’s Children’s Hospital. Through the years our agency, along with the help of Ketih Frederick of Moore Insurance in Morrison, Tom Myers of Smetlzers Insurance in Rock Falls, and Chris Klein of Leffelman Insurance in Sublette, put on a golf outing fundraiser for St Jude. Through the tournaments history $37,000 has been raised and given to St. Jude’s. We thank everyone who has helped us achieve this goal and The Cornerstone Agency looks forward to adding to that in the future.

The Horton Group Illinois locations in Orland Park, Bourbonnais, and Chicago

Horton’s Helping Hands is our employee funded and led committee that focuses equal efforts on community involvement and corporate giving. These efforts showcase what our employees care about – putting people at the center of what we do.

The purpose of the program is to support the communities that have served us and our employees. We offer this support through several channels – financial, time and employee service hours. Caring for people and communities is the core of what we aim to do both professionally and personally.

The focus of the program is to continue to foster employee engagement, while providing visibility, support and transparency of our community involvement and charitable financial support.

During last year alone, we participated in 15 volunteer opportunities and donated to 10 different organizations totaling over $22,000.

This year, so far, we have donated $14,000. Additionally, through the course of the year we will participate in 15 community volunteer initiatives totaling 40 hours of service.

Marsh & McLennan Agency, LLC

Schaumburg and Chicago, IL

MMA Cares was created to inspire and support our employees in giving back to their communities with opportunities that are meaningful to them. It opened the door for our employees to bring what they are passionate about and align with our company’s core value of affecting the lives of others in a positive way. The projects we take on are always for causes that are close to our hearts and we receive as much as we give. I am so grateful MMA Cares is centered around the people and communities where we live and work. The overwhelming enthusiasm our employees have for MMA Cares and its initiatives has created a spirit of philanthropy that has become baked into the company’s DNA.

Matzenbacher Insurance

New Athens, IL

Robert Matzenbacher, agency owner for Matzenbacher Insurance Agency in New Athens, Illinois has always been an avid lover of baseball. He was a player, then a coach, leading his team to the state championship. Although he is no longer coaching, he works diligently making sure the New Athens Highschool baseball team has an immaculate ball field by donating his time and resources to maintain such a beautiful field. Although he does it because he enjoys it, his efforts do not go unnoticed by his community.

Snyder & Snyder Agency, Inc.

Bloomington, IL

As a company with grassroot origins, Snyder has regularly strived to be an active, supportive member of our local community. We regularly volunteer with local, phenomenal programs such as: Habitat for Humanity of Mclean County, Lifelong Access (Previously known as Marcfirst), Association for the Developmentally Disabled of Woodford County, Milestones Early Learning Center, Bloomington Boys and Girls Club, YMCA, LifeCIL and Special Olympics of Illinois (to name a few).

Additionally, we pride our staff on their individual support of local, charitable programs and involvement in local sports leagues and events.

Tell us how your agency is involved in your community!

We like to highlight the great things our agencies are doing throughout the year. Submit your community involvement by going to ilbigi.org/about-us/agency-community-service.

Troxell Springfield, IL

Troxell does a lot in and around our community. Most importantly is our involvement with United Way that dates back to 1934 (possibly earlier) when our President, Robert Troxell, served as Campaign Chairman and helped raise approximately $112,000 that year with the community. Since then, our team has continued in the tradition and now runs corporate campaigns each year raising on average $20,000-$30,000 by team donations. In 2023, we were named a “Most Generous” company within our community by United Way.

Outside of our United Way involvement, we have a Social Committee who plans community initiatives to donate our time, money, and resources to those in need in our community. Most recently, our team worked together to make over 300 peanut butter and jelly sandwiches for the homeless.

Each month or quarter we choose a non-profit who is also a client of ours and we raise money or items to help support them. This is outside of the generous sponsorships that our agency owners do throughout the year. In 2023 we worked together to support a non-profit through purchasing items on their wish list, donated over 8 boxes of food to our food bank, raised over $1,000 for other nonprofits, donated over 12 boxes of books to a local breadline, filled 8 thanksgiving baskets for those in need, and took over 50 names from an Angel Tree around Christmas time and fulfilled all the gift needed.

In 2023, we delivered gifts each month of the school year to the crossing guards as a thank you for keeping our children protected. Starting in 2024, we have been delivering gifts to our local Fire Stations as a thank you.

us as we celebrate

Years of Paving the Way for the Future

An anniversary is a time to celebrate the joys of today, the memories of yesterday, and the hopes of tomorrow. - S.J. Perelman

CONVO

October 15-17

Peoria, IL

ANNIVERSARY

CONVO is the premier annual event of the Big I Illinois and includes the Midwest’s largest industry tradeshow. The event is designed for agents to come together for connections, networking, education, industry trends, and of course, fun.

The people are what make this event great. Learn and network with your peers and industry partners. Build your community.

See for yourself the Midwest’s Largest industry tradeshow featuring over 120 vendors. Looking for markets, VAs, technology and more to benefit your agency.

Join us to celebrate the past, present and future of the Association and our 125th years with our Big Party on Wednesday evening:

Many of the education sessions featured during CONVO cannot be found anywhere else. We bring in topic experts and speakers from all over the country. Celebrate the People Check out the Tradeshow Learn from

Generative AI for Insurance A Powerful Amplifier

Generative AI tools like chatGPT and Gemini have emerged as a transformative tool in various industries, including the world of insurance agencies. For those already performing well, it can elevate their operations, streamline processes, and enhance marketing efforts. However, it’s important to recognize that generative AI is not a magic bullet; it cannot turn a poorly performing agency into a top contender. Instead, it acts as an amplifier, taking the strengths of a good agency and making them even better.

In this article, we will explore how local small independent insurance agencies can harness the power of generative AI in content creation and social media marketing. We’ll delve into the practical aspects of using AI to draft blogs, write emails, and create social media posts, emphasizing the crucial role of human oversight. Think of generative AI as a diligent assistant – it can handle the heavy lifting, but it still requires the expert touch of a skilled professional to truly shine.

The Role of Generative AI in Content Creation

Blogging

Blogging remains a cornerstone of effective content marketing for insurance agencies. Regularly posting highquality blog content helps establish authority, engage potential clients, and improve search engine rankings. Generative AI can be a valuable ally in this process. It can suggest blog topics, generate initial drafts, and even help with keyword optimization.

However, while AI can produce content quickly, it often lacks the nuanced understanding and expertise of a seasoned insurance professional. This is where heavy editing and reviewing come into play. An AI-generated blog post can serve as a solid starting point, but it needs to be refined and polished by a human expert to ensure accuracy, relevance, and a conversational tone that resonates with readers.

Writing Emails

Effective email communication is crucial for building and maintaining client relationships. Whether it’s sending out newsletters, policy updates, or personalized messages, the right email can make a significant impact. Generative AI can assist by drafting email templates and even customizing messages based on client data.

Despite its capabilities, AI-generated emails often require a human touch to ensure they are perfectly tailored and convey the intended message. This involves reviewing the content, making necessary adjustments, and ensuring the tone aligns with the agency’s brand voice. By combining AI efficiency with human insight, agencies can enhance their email marketing efforts without sacrificing quality.

Enhancing Social Media Marketing with Generative AI

Creating Social Media Content

In the realm of social media, engaging content is key to increasing brand visibility and connecting with clients. Generative AI can streamline the creation of social media posts, captions, and hashtags, helping agencies maintain a consistent online presence. It can quickly generate ideas, draft posts, and suggest relevant hashtags based on trending topics and audience preferences.

However, to truly stand out, the content still requires human creativity and refinement. AI can provide the building blocks, but it’s the unique perspective and expertise of the insurance professional that transforms these blocks into compelling and engaging content. By leveraging AI for efficiency and human skills for quality, agencies can create social media content that captures attention and drives engagement.

Scheduling Posts

Consistency is crucial in social media marketing, and AI tools can automate the scheduling of posts to ensure a steady stream of content. This automation allows agencies to maintain a regular posting schedule without the constant manual effort, freeing up time for other important tasks.

A strategic posting calendar is still necessary to maximize the impact of social media efforts. Human marketers must analyze the optimal times for posting, align content with marketing goals, and ensure that the posts are timely and relevant. Combining AI’s scheduling capabilities with human strategic planning leads to a more effective and efficient social media presence.

Generative AI as a Non-Expert Writer

Comparison with Hiring a Non-Expert Writer

Using generative AI in content creation is akin to hiring a novice writer. Both can produce content, but the quality and accuracy often fall short of what is required in a professional setting. Just as you would guide and refine the work of a new writer, AI-generated content needs careful planning, editing, and reviewing to meet high standards.

Generative AI can provide a solid foundation by generating initial drafts, suggesting ideas, and handling repetitive tasks. However, these outputs are typically raw and require significant human intervention to ensure they align with the agency’s voice, style, and factual correctness. The role of the human editor is to polish these drafts, add depth and insight, and tailor the content to the specific needs and interests of the target audience.

Insurance Agencies: Amplifier

Ensuring Quality and Consistency Maintaining high-quality content consistently is essential for building and sustaining a strong online presence. Here are some strategies to ensure that AI-assisted content meets the desired standards:

1. Thorough Review Process: Establish a robust review process where every piece of AI-generated content is meticulously checked by a human editor. This step ensures that the content is accurate, relevant, and free from errors.

2. Editorial Guidelines: Develop comprehensive editorial guidelines that outline the agency’s tone, style, and key messaging points. These guidelines will help both human and AI contributors produce content that is cohesive and aligned with the agency’s brand.

3. Regular Updates and Training: Keep the AI systems updated with the latest industry trends, terminologies, and regulations. Additionally, continuously train your team to effectively use and enhance AI-generated content.

4. Feedback Loop: Implement a feedback loop where the performance of the content is regularly monitored, and insights are used to refine future outputs. This loop helps in identifying what works well and what needs improvement, ensuring continuous enhancement of content quality.

By combining the efficiency of AI with the expertise and creativity of human professionals, insurance agencies can produce high-quality, engaging content that resonates with their audience and reinforces their brand authority.

By Patrick McBride

Generative AI has the potential to significantly amplify the efforts of good independent insurance agencies, making them even more effective in their marketing and communication endeavors. While AI can handle a lot of the heavy lifting, the true value lies in the collaboration between AI and human expertise. By leveraging AI for efficiency and human skills for quality and creativity, agencies can achieve a powerful synergy that drives success.

Incorporating generative AI into your content strategy can streamline processes and enhance productivity, but remember that it is not a replacement for human insight and judgment. Embrace AI as a valuable assistant, and with careful oversight, it can help your agency reach new heights.

Patrick McBride is a Big I Illinois member and the owner of The McBride Agency in Dixon, IL.

Generative AI has the potential to significantly amplify the efforts of good independent insurance agencies, making them even more effective in their marketing and communication endeavors. While AI can handle a lot of the heavy lifting, the true value lies in the collaboration between AI and human expertise.

conversations The State of INSURTECH

What You Need to Know About Where We Are and Where We’re

Headed

Insurance technology has advanced rapidly over the last 30 years. In fact, if you ask many agents who have been in the industry since the pre-internet days, they’ll quickly tell you that technology is one of the things that is most different.

The sector that provides innovation for that technology is often now referred to as “InsurTech”, following the popular FinTech movement that similarly impacted the broader financial services industry. The term has become almost ubiquitous now, and it can be hard to tell where innovations are happening and what agents need to be following.

Insight talked with leaders in InsurTech and industry technology in general, and the following are some of those insights that can help you be “up to date” on what you need.

How would you describe the current state of InsurTech in the independent agency space?

Chris Cline, Executive Director, Big I Agents Council for Technology: “What a huge question. Entire events and meetings happen all over the world to address this and there are so many different lanes we could choose to explore. But, at an overarching level, I believe there is reason for optimism as the majority of newer tech and tech adoption across the industry is more aligned on enabling humans to do the things humans do best. It’s encouraging to witness and collaborate with companies working to solve a large variety of issues and opportunities facing the industry today – and making very real progress. All that said, there is still work to do. And in some areas, there is a lot of work to do. But it’s happening even if not as fast or with the priority that some of us might like.”

Joey Bouchard, CEO & Founder, QuoteWell: “There isn’t enough technology or services that cater to the independent agent in a first-class way. There are solutions that are typically built for larger agencies that can afford larger IT budgets, but not as much for the true typical independent agency. Developing solutions where pricing makes sense, and with easy-to-use designs/onboarding is the key to helping these agencies.”

Colby Tunick, Founder & CEO, ReFocus AI: “InsurTech for independent agencies is currently undergoing a revolution. But, like all revolutions, it can be a bit chaotic. Seemingly overnight (but really a decade in the making), a whole host of new technology companies have been created to serve independent agencies and make them better, more efficient, and more profitable. However, many of these startups rely on the same underlying technology as their competitors. A great example is in comparative raters - many startups purchase API access from major players in the space and then create a different user interface around it. This has led to fatigue for agencies when purchasing new technology. While there is still significant value for agencies to work with InsurTechs, I have seen many agency principals start running a more formal procurement process based on their needs, not what is shiny. And that newfound maturity in working with InsurTechs is beneficial for all parties.”

Where do you feel we’re headed with InsurTech?

Pat Cline, Director Accelerator Operations, 101 Weston Labs: “I think we’ll continue to see a robust expansion of InsurTech offerings. Success begets competition and enhanced innovation, for one thing, and the progress from the relatively early InsurTech companies will likely spur others to build new solutions for the channel. Couple that with the relatively well-documented and expected demographic shift in the agency channel, and I think we’ll see new talent enter the industry to satisfy an increasing customer expectation for enhanced digital experiences.”

Adam Bowe, Founder, Cake: “In the near future, the InsurTech sector is set to experience a significant influx of Artificial Intelligence (AI) solutions, with a focus on utilizing advanced technologies like large language models (LLMs) to tackle industry challenges. The promise of AI in enhancing operational efficiencies and addressing complex issues is undeniable. However, we will likely witness an AI bubble, a rapid entry and exit of numerous AI-focused InsurTech startups, as everyone tries to wrangle the power of this technology.

In the longer run, I think it will be interesting to watch the current batch of InsurTechs to see which ones reach maturity. This growth phase will determine which platforms will emerge as leaders within their niche, constantly innovating and delivering impactful solutions. Agencies that are early adopters of these technologies, and that thoughtfully integrate them into their tech stacks, will achieve greater operational efficiency and distinguish them in a crowded marketplace.”

What is “next thing” that you feel we’ll begin to see more of for these innovations?

Bowe: “Looking ahead, I anticipate more InsurTech platforms “playing nice” with each other to offer agencies more cohesive solutions and workflows. The main impact I see this happening is improving the data within an agency. As agencies adopt new technologies and integrate them with their existing Agency Management Systems (AMS) there is an increased focus on data ingestion and backend processing to ensure data integrity.”

Bouchard: “We’re in still in the early innings of generative AI, which means that more solutions will be generalized across industries. As time passes, we’ll start to see more industry specific solutions come into the fold. Being on the lookout for these opportunities and getting a referral from an existing customer to talk through how they’re getting value out of the new tool or service is a great signal.”

Chris Cline: “As I consider each of these questions, I strongly believe that our focus on people and culture will be more important than ever. In fact, I believe it’s an operation imperative for companies to very intentional about what their business is, how they wish to show up to employees and the marketplace, and to define, coach, and manage the desired behaviors that enable success – whatever those are for a specific business. With emerging technology, new generations entering the workforce, changing consumer demands, and the continually evolving and more diverse demographics of society, thinking about culture is no longer a nice-to-have aspect for business. Knowing who you are and why you exist will inform nearly every decision in a business and even the technology best suited to bring it all together.”

“With emerging technology, new generations entering the workforce, changing consumer demands, and the continually evolving and more diverse demographics of society, thinking about culture is no longer a nice-to-have aspect for business. continued...

Knowing who you are and why you exist will inform nearly every decision in a business and even the technology best suited to bring it all together.”

- Chris Cline

Pat Cline: “With the advancement and adoption of more tech solutions we feel that InsurTechs will enable independent agencies to offer highly personalized and customized insurance solutions to meet the unique needs of individual clients. Through data analytics, AI-driven algorithms, and predictive modeling, agencies can deliver tailored coverage options, personalized recommendations, and targeted risk management advice. They are going to be able to do this as available distribution channels to independent agencies expand beyond traditional channels such as phone and in-person interactions. With the rise of digital distribution platforms, online marketplaces, and mobile apps, agencies can reach a broader audience, engage with clients across multiple touchpoints, and adapt to changing consumer preferences.”

Tunick: “Independent agencies have a lot on their plate (cue the conversation on hard market dynamics), and it’s difficult to hire new staff, such as account managers. More and more agencies are, therefore, realizing that to keep growing, they need to increase the number of policies CSRs & account managers can handle. It’s just no longer possible to keep hiring folks to keep up with growth. That’s why I think we’ll see an increase in technology around how policies are serviced and the day-to-day nature of that job. I was speaking with a Managing Director of Commercial Lines the other day, and they mentioned that because they called customers about renewals during their open hours (8 am - 5 pm,) most of the people they wanted to get ahold of were not available because they too were working. In the near future, agencies will redeploy those people making renewal calls to produce new business instead and rely on automation to connect with customers at times that are more convenient for them.”

One thing is for sure, the pace of technology in our industry is going to continue to speed up, and the scale of InsurTech is going to keep expanding. If you haven’t already, having conversations in your agency about the assessment, adoption, and measurement of InsurTech is more critical now than ever.

Workers’ Compensation

We distinguish our Workers’ Compensation coverage by providing value-added services before, during, and after a claim.

Upfront loss control measures

Responsive claims handling

Facilitation of quality medical care

(when an accident does occur)

We’ve been successfully protecting our policyholders and their employees since 1983.

The Power of

AI-Driven Data Insights

By Aureus Analytics

Introduction

The Rise of AI in Data Analysis

In recent years, Artificial Intelligence (AI) has grown from a speculative technology of the future to an integral part of today’s business landscape. AI, with its ability to process and analyze large quantities of data at unprecedented speed and accuracy, has revolutionized industries worldwide – insurance is no exception.

The Current State of AI in the Insurance Industry

In the insurance industry, AI’s impact is transformative. From streamlining claims processing to personalized policy recommendations, AI is shaping a future where insurance services are faster, more efficient, and customer-centric.

Unleashing the Potential of AI-Driven Insights

Deep Dive into the Role of AI in Data Analysis

AI’s most significant contribution to the insurance industry lies in its capacity for advanced data analysis. Insurance companies have long held vast stores of data, from policyholder information to claims details. However, the sheer volume and complexity of this data have historically made extracting meaningful insights a formidable challenge. AI changes this. AI-powered tools, like Aureus Analytics’ DONNA, can sift through massive datasets, identifying patterns, correlations, and trends that would otherwise go unnoticed.

Real-World Examples of Successful AI Implementation

Maximizing Insurance Customer Retention with AI

Customer turnover, or churn, is common in any industry, and insurance is no exception. Lack of innovation can lead customers to switch to competitors offering a more engaging experience. Look to enhance the customer experience, provide immediate responses, and predict potential customer exits.

1. Tailored Customer Experience

Personalize interactions based on customer history and preferences.

2. Predictive Customer Retention

Analyzes data to predict customer behaviors and identify patterns indicative of potential exits. By leveraging AI tools companies can preemptively address churn indicators and personalize outreach efforts, improving overall customer retention.

Benefits of AI-Driven Data Insights

Boosting Revenue

AI-driven data insights can be a significant revenue booster. By providing a deeper understanding of customers, these insights allow for more effective cross-selling and upselling,

ultimately increasing premium revenue. Research suggests that companies successfully leveraging data analytics can grow their revenue by up to 35% – a substantial potential uplift for any insurance agency.

Enhancing Efficiency and Productivity

AI-driven data insights also drive efficiency and productivity. By automating routine tasks, AI frees up staff to focus on higher-value activities, such as relationship building and strategic planning. The results are streamlined operations, lower operational costs, and a more agile business.

Improving Decision Making

Perhaps the most significant advantage of AI-driven data insights is their potential to improve decision-making. By equipping decision-makers with accurate, up-to-date insights, AI supports more informed and strategic decisions, from daily operational choices to long-term business planning.

Conclusion Embracing the Future of AI-Driven Data Insights

As we look ahead, one thing is clear: AI-driven data insights are no longer a ‘nice-to-have’ – they’re a necessity. In an increasingly competitive and customer-centric landscape, insurance agencies that leverage the power of AI will be best positioned to thrive. The future belongs to those ready to embrace the transformative potential of AI-driven data insights.

Aureus is a customer intelligence and experience company that enables insurers to deliver superior customer experience leading to higher customer retention, loyalty, and lifetime value. Find out more at aureusanalytics.com.

Rather than attempt to be all things to every kind of business, we focus on the ones we know best—restaurants and bars, grocery and convenience stores, medical clinics and auto service shops—to deliver outstanding property, casualty and workers compensation insurance. Deep niche expertise, with insight into unique business risks, is how we cover the details that make the biggest difference to our policyholders.

To discuss an agency appointment, give us a call at 888.5.SOCIETY or visit societyinsurance.com

ILLIN O I S 40

Recognizing young, bright stars in the insurance industry.

Part 4

Brett Egan

Andrea Glessner

Cody Imming Peter Komperda

Evan J. Manning

Jason Quaglia

Chris Pumo

Shane Robinson

Kyle Shell

Courtney St Peters

40 UNDER 40

BRETT EGAN

Compass Insurance LeRoy, IL

Why did you choose to pursue a career in insurance?

My Grandpa Larry and my mom Nikki had been in the insurance business for most of my life growing up, and I had always found it interesting. I enjoy talking to people and forming/ maintaining relationships within my community as well as surrounding towns. I also took a few classes in college, and it really sprung my interest as well. My mom told me to choose the independent side if I were going to get into the business, and I am very thankful for that! Compass Insurance has been a great fit for me.

What obstacles did you face when you first started, and how did you overcome them?

I started in a town outside of mine, where I had to learn to grow relationships and work with people I had never met. We had an experienced CSR, Jodee, in a nearby office who really helped me get started and understand insurance in depth and made me feel comfortable. There were plenty of ups and downs and “no’s” in the beginning, but I learned to turn the no’s into learning pieces instead of getting too down on myself. I now have a great CSR in Miranda and she has allowed me to focus on growing and maintaining my customer base. I am very fortunate to have my hometown and the people who have trusted me in my early years in the business.

What’s something people should know about your generation in the workplace?

I’ve noticed that some people let age become a factor when choosing an insurance agent, and while I don’t think it affects me as much anymore with multiple years in the industry, I think that there are some brilliant young individuals coming into the workplace eager to help new customers. I would encourage people to trust in their schooling and allow them to help them as the industry continues to get older.

How has this industry impacted your life?

This industry has impacted my life for the better in a variety of ways. It has given me stability and flexibility in the workplace. It has allowed me to work with numerous people who I look up to and enjoy learning from inside and outside of the industry. I now see this as a career rather than just a job, and I feel fortunate for it to be my first job out of college. I look forward to seeing what the future brings.

ANDREA GLESSNER

Petri Insurance Agency, Inc.

Waterloo, IL

Why did you choose to pursue a career in insurance?

Petri Insurance Agency has been in my husband’s family since 1921. Five years ago, my Father-in-law approached me to ask if I would be interested in taking it over. After some serious contemplation, I decided to take on the task. I am both honored and humbled to be the 4th generation in this role and look forward to continuing the legacy and success of the business.

What obstacles did you face when you first started, and how did you overcome them?

Stepping into a new career path and learning the ins and outs of insurance was not an easy feat to accomplish in just a few short years. Every day brought new challenges and every situation was different. I was fortunate enough to have the guidance and wisdom of my Father-in-law and his very knowledgeable staff to help guide me through it.

What’s something people should know about your generation in the workplace?

Insurance is an ever-changing industry & our generation is very accustomed to change. We are able to adapt very easily, providing our customers with the best possible service and protection of their assets. This ability not only gives the customer peace of mind but builds trust in knowing that our agents are working for their specific needs.

How has this industry impacted your life?

Insurance has allowed me to connect with other businesses in the area & meet some wonderful people along the way. Networking is very important for the success of any business, but more specifically the insurance industry. We often see and hear from customers when they are going through some of the toughest times in their life. However, knowing that we are able to ease the burden slightly because they were given customized insurance coverage to cover these unfortunate situations, is a truly rewarding career.

CODY IMMING

Imming Insurance Agency

Carlyle, IL

Why did you choose to pursue a career in insurance?

It is the family business. I am 3rd generation of our 83-year-old agency that my Grandpa started out of his house. He farmed during the day and sold life insurance at night.

What obstacles did you face when you first started, and how did you overcome them?

I didn’t know much about insurance when I started, so I had to teach myself a lot of it and attend as many classes and courses as possible that companies were offering. The more you do insurance the more familiar you get with talking about insurance with clients and customers.

What’s something people should know about your generation in the workplace?

I feel like my generation is the end of some of the old work style in the insurance industry. The generation below me is more involved with all the technology, doing zoom calls with clients and texting them rather than emailing and meeting face to face.

How has this industry impacted your life?

The industry has given me the flexibility to work at the hours I need to as well as be able to be there for my family whenever they need be. The industry isn’t going anywhere and it gives me a chance to continue my family legacy.

PETER KOMPERDA

Komperda Insurance Group

Palos Park, IL

Why did you choose to pursue a career in insurance?

I chose to pursue a career in insurance because I saw the opportunity available both personally and professionally. My career has allowed me to become a trusted advisor in the community and the ability to build something for myself and my family.

What obstacles did you face when you first started, and how did you overcome them?

As with anything, starting from scratch has its uphill battle. Throughout the years I was able to develop relationships with clients and business associates that helped build the foundation of my business.

What’s something people should know about your generation in the workplace?

We adapt quickly to market changes. In today’s world that is critical. Just over the span of a few years the industry has completely changed. Whether it’s from a marketing, underwriting, or profitability perspective, you have to be willing to adjust with the waves of the market.

How has this industry impacted your life?

I started in this industry as an intern working for one of the largest companies in the country. After that, I was a captive agent with them for 10 years and now I own an independent insurance agency. I have learned a lot over the years and built many relationships. I am grateful that I was able to open my own business that will hopefully stay with my family for generations to come.

40 UNDER 40

EVAN J. MANNING

Big I Illinois

Springfield, IL

Why did you choose to pursue a career in insurance?

I did not choose a career in insurance; I chose a career in politics, leading me to insurance. Insurance touches so many different aspects of the world of politics that I knew that I would always have my hands full.

What obstacles did you face when you first started, and how did you overcome them?

My biggest challenge was and still is learning the ins and outs of insurance and how legislation affects the insurance industry as a whole, the agency, the broker, and their clients. I’m still learning, and I think anyone in the insurance world knows you never stop learning. Luckily, I have been surrounded by some of the best insurance experts in the world. Between the Government Relations Committee members, Phil Lackman, and Brett Gerger, I know that I have the resources and the institutional knowledge available to me who can help solve any problem.

What’s something people should know about your generation in the workplace?

I think my generation (Millennials) have a bad rap for being lazy. I have not found that to be true. I think we are a motivated generation to succeed beyond even our own expectations. Success drives our generation, and we are always wanting more.

How has this industry impacted your life?

I can honestly say that the insurance industry and Big I Illinois have changed my life. I have been fortunate enough to have been raised in the association and political world my entire life. I have met some amazing people from all over the country that I consider family. In my short tenure with Big I Illinois, I have met some of the best and most talented people. I am truly awe-inspired by their work ethic, their expertise, and the level of care they put into their profession on a daily basis. It has made me a better lobbyist, a better leader, and a better person for having the honor of working for and on behalf of them. I have always wanted to be a lobbyist and follow in the footsteps of my parents. Big I Illinois and the insurance industry has provided me the opportunity to fulfill that dream.

JASON

A. QUAGLIA

Risk Management Solutions of America Inc Chicago, IL

Why did you choose to pursue a career in insurance?

After selling numerous products over the early years of my career, I found that insurance was the only product I could sell with a clear conscious. With past experience selling credit cards, bank products, alcohol, and other consumer goods, Insurance was the only product I felt was necessary and wasn’t draining clients’ wallets or detrimental to their health. That paired with my desire to serve as previously I was pursuing a career in law enforcement, I quickly found insurance had service aspects such as assisting people in their time of need without risk of having to take a life. I am proud to serve in the insurance industry and intend to continue through retirement. If my children have an interest, I look forward to bringing them into the insurance family that has treated me so well.

What obstacles did you face when you first started, and how did you overcome them?

The obstacles I first encountered was the sheer knowledge necessary to be effective. I was able to reach out to mentors, such as Tom Ross of Big I Illinois, Phil Lackman, other seasoned insurance professionals like Tom Walsh and Drew Kelly as well as attending the CONVO and the Sales & Leadership Conference, which rounded out my education, teaching me about lines and coverage I did not see day to day which made my transition from Wholesale to Retail even more seamless. I would say outside of that it was really being able to figure out the balance between paper processing, people skills, and policy information. Once again, in the beginning

and still to this day, I rely on the advice of my mentors.

What’s something people should know about your generation in the workplace?

I would say that the level of tech-savvy our generation has is sometimes viewed as us trying to do less work. However, I feel it is more of an efficiency practice. My father always said work smart, not hard, and just because we are working smart doesn’t mean we are still not putting in the hard work. In the beginning of my career and still to this day I put in 12 hour plus days and work on the weekend.

How has this industry impacted your life?

This industry has consumed my life. I turn to the industry for everything from income to friendship. All my friends are involved in the industry. All the friends I make who have become my clients, and the formation of the relationship was sparked by my involvement in insurance. Many of my social events are insurance related, I would have to say there is not much in my life that is outside of the insurance industry or tangentially associated with insurance that fills my time.

MARY REGLIN

Leffelman & Associates Sublette, IL

Why did you choose to pursue a career in insurance? I really just fell into the insurance industry. I really wanted to get out of the industry I was going to school for and my current employer had a job opening and the rest is history!

What obstacles did you face when you first started, and how did you overcome them?

I knew almost nothing about insurance when I started! I literally went home after my first day of work and Googled “what is a deductible?” I am very fortunate that I have an amazing team at Leffelmans that has taught me so much about the industry.

What’s something people should know about your generation in the workplace?

Growing up, my generation had to adapt to technology pretty quickly, and I feel like that ability to adapt has carried over to the rest of our lives.

SHANE ROBINSON

Compass Insurance

Lexington, IL

Why did you choose to pursue a career in insurance? I had a couple of mentors who inspired me to major in Risk Management and Insurance. As I learned more about the industry, I saw how much I could impact others by helping them achieve success in their business and peace of mind. Being an insurance agent aligns perfectly with my desire to help people, my work ethic, and my personal goals. It’s a career where I can truly make a difference while also achieving my own goals.

What obstacles did you face when you first started, and how did you overcome them?

My biggest obstacle was learning to handle the highs and lows of the insurance industry. Starting out, I wanted to win every time and believed that any failure was my fault. The hard market taught me that things don’t always go as planned, and that’s alright. I’ve learned not to get too comfortable on a peak or too discouraged in a valley. These lessons have been crucial to my growth in the industry.

What’s something people should know about your generation in the workplace?

I don’t think being part of a certain generation defines a person. Every generation has highly motivated, driven individuals. However, I do believe my generation values flexibility, freedom, and authenticity a lot. Generational characteristics evolve over time, and I feel like my generation has a lot to prove.

How has this industry impacted your life?

The insurance industry has had a profound impact on my life. With my wife also working in the agency, our family has been incredibly blessed by the opportunities we’ve been given. The relationships I’ve developed with clients, co-workers, carriers, and others will last a lifetime. I’ve always had a deep-seated need to be passionate and fully committed to what I do. This industry rewards that dedication, and I couldn’t be more thankful for it.

How has this industry impacted your life?

I am definitely a lot less shy than I was when I first started in insurance! This industry really has allowed me to come out of my shell.

40 UNDER 40

KYLE SHELL

Insurance Program Managers Group

St. Louis, MO

Why did you choose to pursue a career in insurance?

I actually started my career in insurance after pursuing education in Safety and Risk Management. Rather than work for one company or industry, it was intriguing that I could help an array of different industries and companies with an insurance company and assist their clients in achieving a safety environment. From there, I have taken on some different roles within the insurance industry but carry the same passion for helping other in their own companies.

What obstacles did you face when you first started, and how did you overcome them?

Coming from more of a risk management and safety background, the mold between safety, risks, insurance and profitability for the company we served was always a weird dynamic. Stepping back, listening to each party involved, and looking at the big picture made me realize there is always a way to have success!

What’s something people should know about your generation in the workplace?

I feel folks in my generation are always up for a new challenge and new ways of tackling the next thing on the agenda. It’s almost like our generation gets bored with the status quo sometimes and wants to always have something to look forward to.

How has this industry impacted your life?

Being from more the carrier side verse the local small town agent side like many of my peers, this industry has allowed me to meet so many new great friends that are now like family to me. I feel I get to me in a new place, meeting with a new person every day, many that have become friends! It’s amazing the relationships that I have made throughout my time in insurance.

COURTNEY ST PETERS

Squier Insurance Agency

Hardin, IL

Why did you choose to pursue a career in insurance?

I’ve always been interested in helping people and making sure they are protected. Insurance is a great way to do that. I want to help people understand insurance and why it is important to have.

What obstacles did you face when you first started, and how did you overcome them?

Keeping up with the industry changes. This industry changes day to day, that was hard for me. I learn something, then it changes. I have just learned that it is ok to have change and to learn something new everyday.

What’s something people should know about your generation in the workplace?

Technology! My generation is great with technology and learning new skills to use in a workplace. We are also great with teamwork in a work place.

How has this industry impacted your life?

My family owns the agency and this year has been the test for my family and for our business. But my family never gives up we just work harder. The insurance industry is always changing and we are up for the challenge.

ILLINOIS

Sales & Leadership Conference

Event Wrap-Up

By Rachel Romines

The 2024 Big I Illinois Sales & Leadership Conference was held April 24-25 at the Embassy Suites in Schaumburg. This event, formerly known as EDGE, is focused on bringing some of the most relevant topics from engaging speakers. The 2024 event brought that out in full force!

This year, we had the privilege of hosting speakers who are all seasoned professionals in the insurance industry! Out of the four sessions, three were led by experienced insurance agents. The final session was led by representatives from a boutique marketing firm that specialized in insurance and risk management. Their expertise and understanding of the challenges our attendees face in their agencies every day added a unique learning dimension to the conference.

Meg McKeen, Principal Consultant of Adjunct Advisors, LLC, opened the first day of the conference with “A Fresh Perspective on Insurance Sales.” In this session, Meg detailed her start in insurance, working for an agency, and eventually going out on her own to create Adjunct Advisors. Using her experiences as an example, Meg gave attendees much to think about regarding taking a new approach to sales. As I sat to listen to her presentation, one quote stuck out: “Your journey is your own.”

I took a lot of notes. But most of them look like this:

“Competition – we love to hate the leaderboard.”

“Sell to the clients you want to sell to.”

“70% of people admit to feeling imposter syndrome – even Tom Hanks and Michelle Obama.”

“People Pleasing is sometimes self-abandonment – you are going to give up what you want to please someone else. Weigh this heavily…”

“Boundaries – whatever your boundaries look like, enforce them.”

“You are the CEO of your life. You get to control what you do and when.”

Meg is a breath of fresh air for our industry, and we are looking forward to following her journey and learning more!

Attendees broke for lunch and returned to a lively and fun roundtable discussion led by Shannon Churchill, Big I Illinois Director of Information & Technology and Event Coordinator.

Powered by:

Topics were given to chat about within their groups, providing ample time for discussion. Again, learning from peers!

Patrick McBride, owner of The McBride Agency, in Dixon, IL closed the afternoon session with “Get the F Out: How Every Agency Can Streamline Their Processes with Technology and Automation.” In his session, Patrick talked about what brought him to the independent side of the industry, and how he uses what he learned in that process to shape his sales techniques. Client expectations are high. It’s our job to help them feel protected and secure. And not just in a time of need. This is where Patrick’s use of AI and technology comes in.

Here is a little of Patrick’s advice:

- Identify your source of friction in the agency. Examine how changes would impact everything before the change, and after. Weigh the pros and cons.

- Inventory – what do you have already that you aren’t taking full advantage of? Your AMS? An email marketing system? Inventory everything and make it a point to understand what those tools and resources can do for you.

- Test it out. A lot!

Using new technology can be overwhelming. But what if a short time of overwhelming can give you hours back to your week? Isn’t it worth checking out? Find out more from Patrick in this issue of the magazine.

Day two of the event was opened by Ciara Gravier of Bunker Insurance & Risk Management in Florida, where she presented, “Community: How to Find Yours.” The first thing I wrote down while listening to Ciara:

“Comfort Kills Ambition.”

Well… mind blown. My favorite quote of all time is by Henry Ford, “If you always do what you’ve always done, you’ll always get what you’ve always got.” Now I have two favorite quotes.

It’s so much easier to do the easiest, most comfortable thing. Sure, that works for a lot of people. But, maybe not for the people in the room. They all came for a reason – it was an opportunity to grow. Whether that growth was in knowledge or building a community of peers. Every person left the comfort of their office or home to attend an event designed to help them grow and thrive! That’s ambitious.

To end the event, we switched gears to have the team from Market Retrievers present “The ‘80s Called and They Want Their Marketing Back.”

Marketing of the past included radio, snail mail, and phone book advertising. It was basically one-size-fits-all with marketing. Those times are long gone… Today, online is where it’s at! You could already be growing without a digital or social media presence. But you could be growing faster.

The Market Retrievers team gave several examples of items that don’t necessarily take a lot of work on your part, but just having a presence keeps you top of mind for current clients and potential clients. In explaining some of the generational difference, Abby and Jon indicated that according to their research, the “older” generations prefer content that is technical, informative, or education based. The “young” crowd prefers content that is relatable, emotional, nostalgic, and impactful. Basically, you can’t interact with your 25-year old first-time homeowner the same way you will with a 60year old long-time customer.

The 2024 Big I Illinois Sales & Leadership Conference provided valuable insights and practical strategies for insurance agents. Attendees learned new sales techniques, explored innovative uses of technology, and discovered effective marketing approaches to reach a wider audience. This conference equipped them with the tools and knowledge to not only survive but thrive in today’s competitive insurance landscape.

Rachel Romines is the Director of Communications for Big I Illinois. She can be reached at rromines@ilbigi.org.

Special thanks to our sponsors:

Arlington/Roe

Auto-Owners Insurance

CRDN of Chicago

Donald Gaddis Co., Inc.

IMT Insurance

Mercury Insurance

W.A. Schickedanz/Interstate Risk Placement

Thanks to the following companies for exhibiting:

AmTrust Insurance

Applied Underwriters

Berkshire Hathaway Homestate Companies - Workers

Compensation

BluSky Restoration

BriteCo

Convelo Insurance Group, LLC

CRDN of Chicago

Empact Construction Services

EMPLOYERS Insurance

Enterprise Mobility

ePayPolicy

Euclid Managers

Liberty Mutual/State Auto

Mercury Insurance

Novum Underwriting Partners

ServiceMaster DSI

Thank you to our Associate Members.

Diamond Level

Platinum

Level Progressive Surplus Line Association of Illinois

Silver Level

IMT Insurance

Gold Level

Arlington/Roe

Blue Cross/Blue Shield of IL Pekin Insurance

Keystone Insurance Group, Inc. SECURA Insurance

Bronze Level

A. J. Wayne & Associates

AAA, The Auto Club Group

AMERISAFE

AmTrust Insurance

Amwins

Auto-Owners Insurance Co.

Berkley Aspire

Berkley Management Protection

Berkley Small Business Solutions

Berkshire Hathaway GUARD Insurance Companies

BluSky Restoration Contractors, LLC

Boundless Rider

BriteCo Jewelry & Watch Insurance

Central Illinois Mutual Insurance Company

Chubb

Columbia Insurance Group

Cornerstone National Insurance Company

Cowbell Cyber

Donald Gaddis Company, Inc.

Donegal Insurance Group

EMC Insurance

Encova Insurance

Erie Insurance Group

Foremost Choice Property & Casualty

Forreston Mutual Insurance Company

Frankenmuth Insurance

Grinnell Mutual Reinsurance Company

IA Valuations

Illinois Mine Subsidence Ins Fund

Illinois Public Risk Fund

Imperial PFS

Independent Mutual Fire Insurance Company

Indiana Farmers Insurance

Insurance Program Managers Group (IPMG)

J M Wilson

Liberty Mutual/Safeco Insurance

Madison Mutual Insurance Company

Main Street America Insurance

Maximum Independent Brokerage, LLC

Mercury Insurance Group

Method Workers Comp

Midwest Insurance Company

Nationwide

NHRMA Mutual Workers’ Compensation

Pinnacle Minds, Inc.

Previsor Insurance & Missouri Employers Mutual

Rhodian Group

Rockford Mutual Ins. Co.

ServiceMaster DSI

Society Insurance

SPRISKA - Specialty Risk of America

Steadily

Summit Insurance

Travelers

UFG Insurance

Universal Property & Casualty

Utica National Insurance Group

W. A. Schickedanz Agency, Inc./Interstate Risk Placement

West Bend Insurance Company

Western National Insurance

Westfield

Community Insurance Service Awards More Than $15,000 in Scholarships to Encourage

More African American Students to Major in Insurance

At the 18th Annual Scholarship Luncheon for the National African American Insurance Association (NAAIA), Community Insurance Center NA, Inc, (CIC) a member of the Inner-City Group of Companies, awarded more than $15,000 in scholarships to high school students from Chicago Public Schools and College students atttending Illinois State University majoring in insurance.

CIC is the sole sponsor of the Ron Allen Scholarship, named after a former NAAIA board president tragically killed in a drive by shootng while driving home from a friend’s house.

For this year’s event, NAAIA decided to expand the number of scholarships it awards to include insurance majors currently attending Illinois State University. To Matthew Cooper, CIC’s CEO, this was an idea he wholeheartedly supported and saw as an opportunity to pay it forward. When Mathew graduated from high school, he received a scholarship from Johnson & Higgins, one of the nation’s largest brokers at the that time, to attend St. John’s College of Insurance in New York.

Today, Community Insurance Center is one of the nation’s largest African American owned insurance brokerages. The company was started more than 60 years ago by Ralph H. Metcalfe, Olympic gold medalist and fourterm Congressman, Illinois’s 1st Congressional District. Mr. Cooper acquired CIC in 2015 and merged it into the Inner-City Group of Companies (ICU) which will be celebrating its 30th anniversary in 2025. In honor of this special anniversary, Mr. Cooper made a commitment to award $30,000 in scholarships at next year’s luncheon. For this year, Community Awarded Scholarships to the following young people:

Ron Allen Memorial Scholarship: Chloe Jackson

The NAAIA-CIC Insurance Industry Scholarships:

Aisha Olawore

Bryson C. Blake

Tyson Givan

Gabriel Folely

In Memoriam

William L. Laird, age 92, a resident of Wheaton, IL, formerly of Franklin, TN and Batavia, IL, passed away on Thursday, May 2, 2024. He was born March 15, 1932 in Boston, MA to Leonard & Harriet Laird.

Bill graduated from Holderness High School in 1950 and Bates College in 1954 with a degree in Economics. After serving in the Army, Bill began his career in insurance with Aetna. Bill eventually settled in Batavia, IL in 1961 and shortly after opened his own insurance agency, Laird Snyder Insurance. Through a series of acquisitions, Bill’s insurance agency became a part of the Willis Corroon Group with

First row sitting from left to right include the scholarship recipients: Aisha Olawore, Tyson Givan, Bryson C. Blake, and Gabriel Foley. Second Row Standing from Left to right: Matthew H. Cooper, Brett Carter, NAAIA President, Lavezz Middleton, Vice President, Bri Allen, Emerging Leaders Chair.

offices in Nashville, TN. Bill moved to Arrington, TN and then to Franklin, TN where he spent his retirement years. He stayed active in retirement as a member of the First United Church in Nashville, Rotary Club of Franklin Noon, and volunteering for Junior Achievement where he was named National Middle School Volunteer of the Year in 2002. After the death of his wife in 2021, Bill moved to Wheaton, IL to be near family.

Bill served as the state association president in 1975-76. The association staff and Board of Directors send our sympathies to Bill’s family and friends.

Matthew Cooper with NAAIA Board Members and recipients of the Insurance Industry Scholarships.

Matthew Cooper on stage with Tyson Givan, one of Illinois State Scholarship recipients, Bri Allen, NAAIA Emerging Leaders Chair and Rhonda Stivers, Head of Philanthropy, The Inner-City Group.

Association Staff & Board Update

ILLINOIS

Churchill & Jacobs Present to Middle School Students

Two Big I Illinois team members, Shannon Churchill, and Jennifer Jacobs, presented on insurance careers to students at Riverton Middle School. Students participated in an exercise, Welcome to the Real World, during which they were given a budget and the opportunity to “purchase” a variety of vehicles and homes, plus the corresponding insurance for those purchases. After the exercise, students divided into groups to explore various career paths. Churchill and Jacobs shared the basics of insurance, various careers in the industry, and the benefits of working in a field that provides limitless opportunity, flexibility, and a valuable service to individuals and the community. If you’ve got the opportunity to speak to students about your career, get in touch – we’ve got lots of resources to offer! Email Jennifer at jjacobs@ilbigi.org.

Agency Members Attend Women in Insurance Summit

Big I Illinois President Allyson Padilla and several member agents attended Insurance Business America’s Women in Insurance Summit in Chicago on May 21. This event aims to empower women and allies, develop the next generation of leaders, and celebrate the achievements of women in insurance.

Pictured left to right: Caroline Kudera, Andrea Wallace, Alexis Hutt, Allyson Padilla, Kristie McGee, LaCrisha Kenebrew, Karin Jones, and Sharon Waldvogel

Big I Illinois is creating a women in insurance networking group. If you’d like to join, send Lori Mahorney an email at lmahorney@ilbigi.org.

We’re six months into 2024, which means we’re hosting our sixth Virtual Town Hall Meeting of the year! Details are on the website.

Did you miss a prior meeting? We record them! Past topics include Business Planning, Navigating Illinois Politics and Policies, Hiring, and an end-of-session update. Members can view past meeting recordings in CONNECT – connect.ilbigi.org.

Big I Illinois Supports NAAIA Scholarship Luncheon

Big I Illinois is proud to have been a silver sponsor of the 18th annual National African American Insurance Association (NAAIA) Chicago Scholarship Luncheon on May 1, 2024. This year’s theme was “Lift as we Climb.” Since 2006, NAAIA Chicago has awarded over $140,000 in scholarships to deserving students in the Chicago area.

Thank you to the agents that were able to join staff (Jennifer Jacobs and Phil Lackman) at this event. Pictured left to right: Amiri Curry, Bill Owens, Bennie Jones, LaCrisha Kennebrew, and Scholarship recipient from ISU, Gabriel Foley.

Check out the previous page, where we highlight the amazing contributions and support of member agency Community Insurance Center and their involvement in this event.

Kristi Osmond Receives CISR Elite Designation

Kristi Osmond, Big I Illinois Education Assistant, has received her CISR Elite Designation. She committed to taking her insurance education a step higher and has passed all nine regular CISR courses! Congratulations, Kristi!

OPPORTUNITIES/SPACE AVAILABLE/ RETAIN OWNERSHIP

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

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

AGENCY 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.

LOOKING FOR AN EXIT STRATEGY?

23. Are you looking for an exit strategy while still continuing to produce for a few years or are you ready to sell now? Paczolt Insurance would like to talk with you! We are an independent agency dating back to the 1970s that is located in the western suburbs. Our focus is on mid-to-small commercial accounts and personal lines. Our companies include EMC, Badger Mutual, Safeco, Progressive, and Travelers. We have the flexibility and capital to get a deal done. Contact:

Susan Troppito Paczolt Insurance susan@piaigroup.com (708) 215-5202

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, Buy-Sell 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 howwe 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 Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions