e-Insight - March 2022

MARCH 2022

INSIGHT Young Agents If I Knew Then...

The Future Owners Prospective

Plus

Four Ways to Sell Gen Z on an Insurance Career Predictions from an Insurtech Futurist

2022

conference

April 20-21 • Oak Brook, IL

We are third-generation, family-owned & independent.

Honesty, Integrity & Trust.

We’ve been Doing the Right Thing since 1964.

We are a third-generation, family-owned, independent managing general agency and wholesale insurance broker with a history of valuing and trusting business relationships. Our underwriters and brokers coordinate among specialty teams to meet the needs of multi-faceted risk opportunities, piecing each risk puzzle together for our producers.

We strive to be a premier resource through our core pillars of honesty, integrity, respect and trust.

Managing General Agents | Wholesale Insurance Brokers

Let us help you find the right solutions.

800.878.9891 ArlingtonRoe.com

Aviation | Bonds | Cannabis | Casualty | Commercial Agribusiness | Farm Healthcare & Human Services | Personal Lines | Professional Liability | Property | Transportation | Workers’ Compensation

Editor & Graphic Design - Rachel Romines

Advertising - Tami Hubbell

CONTENTS

2022

conference

12

March 2022

|

16

23

26

10 11 12 16 20 23 24 26 28

Big “I” Legislative Conference Insurance Industry Legislative Day 2022 EDGE Conference If I Knew Then...

By Derek Hayden

Are YOU the Future?

By Carey Wallace

Future Agency Success Starts Now

By Daniel Smith

Four Ways to Sell Gen Z on an Insurance Career

By Kristen Nease

Five Predictions from an InsurTech Futurist

By Agency Revolution

Common Causes of Agents’ E&O Claims Part II

By Tabitha DeGirolano

In This Issue

The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

7 9 19 30

Brett’s 2 Sense Trusted Choice

e-Insight Farm Agents Council

32 34 35 37 38

Associate News Agency Members in the News Agency Spotlight IIA of IL News Classifieds

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

2009 • 2010 • 2011 • 2012 • 2013 • 2014 2015 • 2016 • 2017 • 2019 • 2020 • 2021

Insight is the official publication of the Independent Insurance Agents of Illinois (IIA of IL). The magazine is published monthly for the members of the IIA of IL, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of IL welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership. The editor reserves the right to edit and select submissions for publication. Address submissions for review to Rachel Romines at rromines@iiaofil.org. For advertising information, contact Tami Hubbell at thubbell@iiaofil.org.

ADVERTISERS

Board of Directors Executive Committee

Chairman of the Board | George Daly (708) 845-3311 | george.daly@thehortongroup.com President | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance President-Elect | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com Vice President | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com Secretary/Treasurer | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

Regional Directors Region 1 | James Sager (618) 322-9891 | jball36@hotmail.com Region 2 | Ray Roentz (618) 639-2244 | ray.roentz@hwcrins.com Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com Region 5 | Noele Tatlock (309) 642-6855 | ntatlock@unland.com Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com

40 2 22 6 22 8

APPLIED UNDERWRITERS ARLINGTON/ROE BERKSHIRE HATHAWAY GUARD INS. GROUP GRINNELL MUTUAL INDEPENDENT MARKET SOLUTIONS ILLINOIS PUBLIC RISK FUND

14

IPMG

36

JM WILSON

Cover Tip 5

OMAHA NATIONAL SECURA

25

SOCIETY INSURANCE

39

UNITED FIRE GROUP

18

WEST BEND MUTUAL INSURANCE CO.

Region 7 | David Jenk, Esq. (312) 239-2717 | djenk@nwibrokers.com Region 8 | Charles Hruska (708) 798-5700 | chas@hruskains.com Region 9 | Lindsey Polzin (630) 513-6600 | lpolzin@presidiogrp.com Region 10 | Christopher Bassler, CLCS (847) 480-0800 | cbassler@basslerins.com At-Large Director | Amiri Curry (847) 797-5700 | acurry@assuranceagency.com At-Large Director | Bennie Jones (312) 960-6206 | bjones@rmsoa.com At-Large Director | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com At-Large Director | Jeff McMillan (815) 265-4037 | jeff@mcmillanins.com At-Large Director | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

Committee Chairs Budget & Finance | Cindy Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Education | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com Farm Agents Council | Steve Foster (217) 965-4663 | s.foster@ciagonline.com Government Relations | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com IIAPAC | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance Planning & Coordination | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com Technology | Brian Ogden (217) 632-2206 | brian@ogdeninsurance.com Young Agents | Renee Crissie (224) 217-6577 | renee@crissieins.com

IIA of Illinois Staff Director of Information and Technology Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org

Director of Government Relations Evan Manning - (217) 321-3002 - emanning@iiaofil.org

Director of Education and Agency Resources Brett Gerger, CIC - (217) 321-3006 - bgerger@iiaofil.org

Office Administrator Kristi Osmond, CISR - (217) 321-3007 - kosmond@iiaofil.org

Accounting & Admin Services Tami Hubbell, CIC - (217) 321-3016 - thubbell@iiaofil.org

Director of Communications Rachel Romines - (217) 321-3024 - rromines@iiaofil.org

Director of Human Resources, Board Admin Jennifer Jacobs, SHRM-CP Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3013 - jjacobs@iiaofil.org - (217) 321-3003 - tross@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar Products & Services Administrator Janet White, CISR - (217) 321-3015 - mkuchar@iiaofil.org - (217) 321-3010 - jwhite.indep12@insuremail.net Chief Executive Officer Phil Lackman, IOM Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3005 - plackman@iiaofil.org - (217) 321-3011 - cwilson.indep12@insuremail.net Central/Southern Marketing Representative Lori Mahorney, CISR Elite - (217) 415-7550 - lmahorney@iiaofil.org

Find us on Social Media

Commercial | Personal | Farm-Ag | Specialty

Matthew B. Illinois Sales Manager

Tricia B. Personal Lines Underwriter

Tyler H. Agribusiness Lines

Underwriter

Honest relationships SECURA’s team of insurance experts is making insurance genuine.

They are here to support you and your clients. Our underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

Interested in building a relationship?

Contact us at secura.net/IL-agents.

Tyler S. Specialty Lines Underwriter

Kelly L. Commercial Lines Underwriter

Hear from our experts.

Want to learn more about what SECURA has to offer? Scan the QR code or visit secura.net/IL-agents for more information about the SECURA team.

grinnellmutual.com

TRUST US TO HELP THEM GROW From custom feeding to equipment breakdowns to business income, our Commercial Agribusiness coverage protects the specialized needs of the farming industry. Trust in Tomorrow.® Contact us today.

AUTO | HOME | FARM | BUSINESS

“Trust in Tomorrow.” and the “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2022.

EDGE Conference It’s that time of year. Buckle up for the upcoming EDGE conference LIVE and In-Person in Oak Brook, Illinois. You read that correctly, In-Person. If you were able to attend CONVO last year, you know why. The In-Person aspect is just a much more robust opportunity to learn and, most importantly, network. This year, Rachel Romines and the Young Agents Committee have put together an outstanding line-up that includes the Iron Tamer. I thought to myself, “I call my father the Iron Tamer with all the Geritol that he takes.” This guy appears to do more and leaves you astonished at his feats of strength and positive messaging.

This guy has a great message, and his YouTube video is on our EDGE page at https://tinyurl.com/EDGE-2022 or scan this QR code with your smart phone. If you didn’t understand my Geritol joke, you are too young, and you will get it when you get to my age.

EDGE is put on by young agents but pertains to all of us in the industry. Whether you’re an agent under 40, new to the independent agent channel, new to insurance and over 40, or any age but set in your ways, this conference will embolden you to LEARN (learn, evolve, adapt, and navigate) this industry. This is just another opportunity to set you apart from your competitors as well as network with like-minded individuals.

The independent channel is extremely unique in that competitors work together to provide the most robust experience for their clients by establishing ever-changing and evolving best practices for their niche, which is driven by providing their clients with the best possible coverage at the most affordable price and greatest value.

This conference is an example of how they stay ahead of the times and their competitors by coming together to discuss and learn how to reach each of their agency’s goals. Many say that each agency is a competitor within the independent channel, but I say they are not, which is why these conferences work. Our competitors are direct to consumer and captive agent insurers (captives). You won’t see captives throwing joint conferences and exchanging ideas with themselves or independent agents. This is because they are them against the world, whereas we have and provide unique opportunities to come together like at CONVO and EDGE to better our independent channel.

The personal and professional growth you can achieve by attending EDGE and CONVO each year is immeasurable.

You will get out of this experience what you put into it as in anything with life. If you register and come to the conference and just go to the sessions with very little participation, you will still benefit from the knowledge and perspective gained. If you register and come to the conference and go to all the sessions, robustly participate, go to dinners with peers and fully network, you will walk away with a distinct edge and competence well beyond that of the previously mentioned competitors.

A great analogy once told to me is that the captives are blue whales in that they swallow up large chunks of consumers then are content, whereas as the independent

Brett’s 2Sense channel are the great white sharks constantly moving forward and hunting, it is what drives them. Now I am not saying you should go out and eat your clients. Look at it this way; captives’ main marketing channel is celebrities to drive large numbers of consumers into their doors, hoping that some will buy. Eventually, the consumer realizes the service is not that great, and they hopefully move onto the independent channel. Independents realize that insurance is about relationships and service, therefore they tend to have longer, more meaningful relationships. The other interesting part to think about is who is there to clean up the mess when the blue whale (captive) perishes? The great white (independent agent).

If you haven’t been to an in-person event in a while, this is the perfect opportunity. I will bring some Geritol if anyone wants to tame the iron with me. But seriously, if you are ever going to attend something, this is it as it will provide you way more value and ultimately your clients way more value than you can ever imagine. Those who don’t continually improve and look to be the swiss army knife for their clients will end up in the junk drawer buried under the 1983 phone book. My wife recently told me she was at the office supply store and couldn’t find an address book, and I looked at her and told her to pull out her phone and hit the contacts button. After three weeks of sleeping on the dog bed, I have learned to just help her look for the address book. As an agency, don’t get caught doing things the old way when you could be participating with your peers in learning new ways, methods, and tactics to avoid getting caught looking for or using something that doesn’t exist or is obsolete (address books, phonebooks).

Sign up for EDGE today https://tinyurl.com/EDGE-2022 or scan the QR code above.

Should you have any questions, do not hesitate to reach out to me directly.

As always, this is just Brett’s 2 Sense and I hope it was helpful. If you need any clarification or have any suggestions for future articles please email me at bgerger@iiaofil.org.

Brett Gerger | IIA of IL Director of Education & Agency Resources bgerger@iiaofil.org | (217) 321-3006 march 2022

insight

7

IPRF is the Leader in Workers' Compensation Coverage Since our inception in 1985, the Illinois Public Risk Fund has invited public entities and government agencies to examine our outstanding record for cost-effective workers' compensation coverage. Today, over 700 risk managers rely on IPRF for: Dedicated Claims Team 24/7/365 Claim Reporting Prescription Drug Programs In-house Nurse Case Management Aggressive subrogation program which will include members out of pocket expenses.

Loss Control training and support that includes an extensive library of online training courses, simulator training and sample safety guides.

IPRF members can select their own defense counsel subject to IPRF’s litigation management process and approval.

PROUDLY SERVING THE PUBLIC SECTOR www.IPRF.com

(800)289-IPRF

(708)429-6300

(708)429-6488 Fax

Free to do what's right for you.SM

What is a Member Plus Profile?

When an agency joins the Big “I”, they are automatically gifted a basic listing on TrustedChoice.com. If your state association is participating, you can upgrade this basic listing to a Member Plus Profile, allowing your agency a more prominent position in the national independent agent directory (www.trustedchoice.com/agent/) and the ability to be recommended to online shoppers. A Member Plus profile allows agencies to be listed as a recommended agency after an online consumer completes the online questionnaire on TrustedChoice.com with their insurance needs. If a consumer chooses the Member Plus agency, the agency will receive a referral notification informing the agency that a consumer who matches their appetite wants to work with them.

Don’t be a grey dot - Member Plus profiles are marked on the national IA directory with a blue badge, dubbing participating agencies as trusted independent insurance agencies.

What features are included with a Member Plus Profile?

• Agency Logo • Agency Address and Phone Number • Agency Website Link • About Us Statement • Define Appetite • Profile Google Optimized for More Visibility • Referrals Within 10 Miles of Agency Location

What’s the difference between a Basic profile, a Member Plus profile, and an Advantage profile?

The biggest difference between a Member Plus profile and an Advantage profile is the available features, which can be viewed at www.trustedchoice.com/advantage/agents-buy-now/, and the referral radius. An Advantage profile has a 60-mile referral radius, and a Member Plus profile has a 10-referral radius.

How do I activate my Member Plus profile?

Activating your Member Plus profile is pretty straightforward. Simply go to https://form.jotform.com/200757847092159 and fill out your agency’s basic information, appetite, logo, and an “About Us” statement. Once you submit this information, you will receive a notification email a few days later letting you know your Member Plus profile is activated!

Ready to switch to Member Plus? Activate your Member Plus profile now. Scan this QR code.

How do I update my current Member Plus profile?

You should have received a message from us asking you to verify your email. Once you verify your email, you’ll be asked to set up a password. After doing so, you can access your Member Plus profile at https://iw.trustedchoice.com/ and log in using your email address and password. Once you’ve logged in, you can edit your profile. If you did not receive the email verification message, please contact Client Success at support@TrustedChoice.com. march 2022

insight

9

Monday, March 21

2:00-4:00 pm | Virtual 2 hours IL CE (pending)

This year’s event will provide insight into Illinois politics, important issues in the insurance industry, employer legislation, and the 2022 midterm elections.

We are fortunate to have Rep. Thaddeus Jones, House Insurance Committee Chair, and Sen. Napoleon Harris, Senate Insurance Committee Chair, join us again this year. The chairmen will speak on the legislative process, important insurance issues within their committees, and other insights into this condensed legislative session.

Additionally, we will have the Director of the Illinois Department of Insurance, Dana Popish Severinghaus, who will present on the Department’s legislative agenda as well as important issues pertaining to the Department.

Last but not least, Mark Maxwell, Capitol Bureau Chief for WCIA, will provide an analysis of Illinois’ 2022 primary and general elections and how current issues and the new legislative maps will impact the elections.

The event will wrap up with association leaders discussing important pieces of legislation affecting the insurance industry. Two hours of continuing education is available. You do not want to miss this event!

Representative Thaddeus Jones

Senator Napoleon Harris

Director Dana Popish Severinghaus

Special Guest TBA

www.insurancelegislativeday.org march 2022

insight

11

2022 Powered by:

conference

April 20-21

DoubleTree Hotel

■

Oak Brook, IL

Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships Designed to meet the needs of everyone in our industry

young agents, veteran agents, CSR’s

9 hours continuing education

(pending approval)

Registration Fee: $130

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

A block of rooms has been secured at the DoubleTree Hotel.

Block expires March 31.

Exhibitor, Sponsorship & Advertising Opportunities Available Current Sponsors

12

insight

march 2022

Speakers and Programming Dave Whitley - The Iron Tamer A Strongman with a Strong Message.

Iron Tamer Dave Whitley is a motivational speaker and strongman based in Nashville TN. As a kid, Dave was overweight and had a terrible stutter.

Retreating into a world of fantasy and comic books, he dreamed of becoming SuperHuman. Now, as a motivational speaker, he uses SuperHuman feats of strength to share his message with his audience.

Dave has performed and spoken all over the US, as well as internationally in Italy, Ireland, England, Czech Republic, Australia, Japan and Korea.

Dave combines incredible feats of strength and a powerful message, creating a presentation unlike ANYTHING your audience has ever seen before.

He performs astounding feats of strength such as: bending steel spikes, bars and wrenches | ripping decks of cards and phonebooks twisting horseshoes | driving a nail through a board with his hand breaking chains | leveraging sledgehammers The feats he performs are used as an illustration of the mindset needed to accomplish the impossible. His purpose is to inspire the audience to leave their limitations behind and become the SUPERHUMAN version of themselves.

Superhuman Success Strategies

Prepare to have your mind blown! If you have ever wanted to access the untapped power of your mind and use it for the good of the world, then this presentation is for you. Discover how to break the self-imposed chains of limitation and unleash your own superpower. Strongman and motivational speaker Iron Tamer Dave Whitley, author of the book Superhuman YOU, shares a proven 3-step process to achieve any goal to become the superhuman version of yourself.

Audience members will cheer as they witness mind-blowing feats of strength (like bending wrenches and horse shoes). Using these feats as an illustration, Dave talks about how he went from being a chubby kid with a stutter to a steel-bending superhuman. The audience will come away understanding how to use the same process to decide what they really want, how to stop sabotaging their own progress and accomplish anything that they desire.

View more on next page.

“Once I attended my first Edge Conference, I wanted to keep coming back every year because of all the people I got to meet and network with, while also learning from the speakers that spoke at the conference.”

- Cody Imming, long-time EDGE attendee

www.ILYoungAgents.com march 2022

insight

13

INSURANCE PROGRAM MANAGERS GROUP CLAIMS MANAGEMENT SERVICES

IN THE WORLD OF INSURANCE, CLAIMS DO HAPPEN. IPMG’s Claims Management Services division (CMS) is that partner. As a full-service claims management company, IPMG CMS accepts the responsibility and expects to be held accountable for the results we achieve on behalf of our clients.

SERVICES AND RESOURCES: » » » »

» » » » » » » » » »

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

INTERNAL QUALITY CONTROL AND COST CONTAINMENT PRACTICES: » Adjuster book of business analysis – to ensure workload does not affect service levels » Closing ration analysis – a monthly review to ensure adjusters are achieving maximum production » Claims diary tracking » Formal litigation handling guidelines and practices » Comprehensive medical bill review – average 59% cost reduction » Pharmacy benefit program – average 35% cost reduction » ISO claims search » Medicare section 111 data reporting and compliance

For more information please contact:

MIKE CASTRO

BOB SPRING

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

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

Programming and Speakers Derek Hayden In September of 2021, Derek Hayden exploded onto the insurance influencer scene when he was announced as the winner of The Protégé. An insurance producer from small town America, Derek made waves by utilizing the tools and strategies he learned on the reality show to lead the competition in sales and ultimately take home the title.

As a sales producer with 10 years of experience, Derek understands that insurance agencies often lack a focused sales training system. By expanding on the concepts he learned throughout The Protégé, Derek aims to solve this problem by giving agencies and producers a proven roadmap to a lucrative insurance sales career. His focus on modern sales techniques will give new and seasoned agents a refreshing view on how to build their book of business and gain the success they desire.

Protege Sales Bootcamp

The Protégé Sales Bootcamp is designed to give agents and agencies a proven roadmap for building a successful sales strategy. The course will utilize modern selling concepts and technology to give attendees an edge over their competition. By taking this bootcamp, agents will be able to zero in their sales game by creating a focused process to stand out in their marketplace.

View Derek’s article, “If I Knew Then...” on the next page!

Brent Kelly Brent Kelly is a motivating influencer, coach and speaker who has a passion for helping insurance agencies maximize their performance.

He spent 15 years in the insurance industry as a successful commercial lines producer and was named one of the top 12 young agents in the country in 2012.

Brent’s focus is to help insurance professionals gain influence, expand their potential, and grow their book of business. Brent resides in central Illinois with his wife Traci and their five children.

Best Version Possible

The blueprint for achieving even greater profit and impact your agency, with less effort...

What is your independent insurance agency’s best version possible? Based on his new book written with Roger Sitkins, Brent Kelly will encourage and challenge your audience to gain clarity, build consistency, and make a commitment to achieve ultimate peak agency performance.

Brent will share the Best Version Possible process and how to begin to implement this proven process to every member of your agency team focusong on four key areas: • • • •

Alignment - Creating your high performance team Green Zone - Unleashing your sales capacity Retain and Referrals - Keeping and replicating your best clients Obtain - Positioning yourself the category of one in your marketplace

REGISTER TODAY!

www.ILYoungAgents.com march 2022

insight

15

Stop selling insurance to sell more insurance. Sounds crazy, doesn’t it?

I wish I had understood this concept when I first started as a producer ten years ago. As a young agent, I was eager to get my hands on any dec pages that I could find. The ultimate goal, of course, was to copy the information and offer my prospect a quote to see if I could save them a dollar. As you may assume, my success rate was patheticat-best. Since the only “value” I was leaning on was price, I was at the mercy of underwriting and often couldn’t present a large enough savings to get the “yes .”Even if I did have a solid quote that saved the prospect a chunk of change, I found that the prospect often shared my price with the incumbent, and I got rolled. Hours of my time, my agency’s time, the carrier’s time, and the prospect’s time were wasted. My results were so poor that I almost decided to throw in the towel on the insurance industry and start looking for a steadier job. Until…

In my second year as an agent, I landed a meeting with a middle-market account. The meeting was arranged to talk about the prospect’s upcoming P&C renewal. I started the discussion with the typical small talk. Then I began to ask questions about their commercial insurance program.

Of course, most of my questions were geared toward gathering information that would allow me to offer them an insurance quote.

Halfway through the meeting, the insured stopped me.

“We really don’t have any issues with our commercial insurance program,” they said, “but we are having some problems with our employee health plan. We’ve had trouble adapting to the Affordable Care Act regulations, and we don’t know where to start.”

BINGO… Although I had very little knowledge of group health insurance at the time, I knew we had someone at the agency who did. I immediately cut the meeting short and scheduled a second meeting where I could bring our VP of Benefits along to discuss their health plan.

16

insight

This second meeting was the turning point of my insurance sales career. In this meeting, our VP started asking questions about the issues the prospect was facing. We talked about ACA reporting, HR compliance, enrollment tools, and other solutions. NOT ONCE did we talk about insurance. We never talked about price. We never talked about coverage. We never talked about deductibles or copays. We left that meeting with a signed BOR and a pay raise.

I couldn’t believe what had just happened. We had just won a middle-market benefits account without even offering a quote! I thought to myself, “How can I replicate that interaction with every prospect I meet with in the future?” I immediately changed the way that I approached insurance sales.

Sell a Solution, Not an Insurance Policy From that point on, I stopped quoting insurance and started selling solutions. I began to win business and differentiate myself in the marketplace. By focusing on providing solutions, price was no longer the focal point of my value proposition. When I met with business owners, I was no longer just another insurance guy. But how?

Reverse-Engineer Your Sales Strategy Reverse-engineering your sales strategy allows you to identify the solutions you will lead with while approaching your marketplace. This process will help you define your target market and uncover issues your prospect is experiencing. Here are the steps: 1: Identify the tools, resources, and solutions you have access to within your agency. Examples may be access to a unique carrier, technology that your agency has invested in, or expertise in a particular industry. These are all resources that you can lean on to differentiate yourself. Try to create a list of the unique tools and resources you have access to. Focus on the things you have but your competitors don’t have. march 2022

If I Knew Then…

By Derek Hayden 2: Which niche market needs your solutions? By understanding the resources you have access to, you can back into your niche market. For example, if you have access to safety training programs, utilize a streamlined certificate process, and understand how to help clients through an audit process, then working with contractors should be a perfect niche for you.

leap of faith and decided to submit my video for the casting call, I had no idea what I was getting myself into. Needless to say, it was one of the best decisions of my career. After going through David’s sales challenges and working with some of the top coaches in the country, I was able to lead the show in sales numbers and emerge with the title of The Protégé.

3: Ask questions around your solution. If you understand what solutions you offer, ask your prospect questions pertaining to the issues you can solve. Instead of talking about coverages and endorsements, talk about the issues endangering their business’ success. For example, if your niche target is workers’ compensation, focus on the issues that cause increased premiums. What does your light duty program look like? How do you like your safety training program? What is your injury management process?

It seems like independent agencies have a lot in common.

We all have outstanding people who work within our businesses, we have access to best-in-class carrier partners, and we’re able to build incredible relationships in our communities. Unfortunately, though, many agencies don’t know where to start when it comes to training producers on sales strategies.

Be Different When you lead with solutions, you stand out in the marketplace. Stop selling insurance policies and start solving problems. Remember, EVERY SINGLE INSURANCE AGENT IN THE ENTIRE COUNTRY CAN OFFER INSURANCE QUOTES! Be different and offer solutions.

Your clients and your wallet will thank you!

The Protégé I recently had a unique experience that helped me put all the pieces of the sales puzzle together. In September of 2021, I was announced as the winner of Season 1 of The Protégé. The Protégé is the first insurance sales-based reality show to be produced. In this reality program, 11 independent agents from across the country battled by completing a weekly challenge. Each week, a competitor was eliminated from the show, Survivor-style.

If you are an agency owner or producer that connects with that statement, you’re in luck. A proven sales roadmap is waiting for you on YouTube, and it’s completely free to watch. You can catch Season 1 and Season 2 of The Protégé by subscribing to the Killing Commercial Insurance YouTube page. You’ll be able to follow along, take tips and tricks that other agents are using, and apply them to your career immediately.

Also, starting with the EDGE conference in April, I will be sharing my experience on The Protégé with IIA of IL members. I will be leading a bootcamp-style discussion where we’ll expand on the concepts that I learned on the reality show. Some of the topics that we’ll touch on include building a niche, branding and marketing, value propositions, and using video to sell insurance.

I hope to see you soon!

Derek Hayden is the winner of The Protege, season one, and will be a speaker at the upcoming EDGE Conference, April 20-21, in Oak Brook, IL.

The show’s creator, David Carothers, started The Protégé to help Independent Agents build and execute a proven sales strategy to grow their books of business. When I took the march 2022

insight

17

It shouldn’t take four days with no power, water, or communication to find out who your friends are.

BUT SOMETIMES IT DOES. And that’s the Silver Lining®.

e INSIGHT -

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

M AR CH 20 22

INSIGH T

Young

If I Kne

w The

The Fu Owne ture Prospers ctive

Agen

n...

ts

Plus

Four W on an ays to Sell Insura G nce Caren Z eer Predict Insurt ions fr om an ech Fu turist

2022

confer ence April 20 -21 • Oak

Brook,

IL

Industry Trends to Exploit for 2022 Eight key trends that insurance agencies should be tracking.

By Catherine Oak and Bill Schoeffler march 2022

In this month’s e-Insight. insight

19

Are

YOU the FUTURE?

By Carey Wallace

Keeping and retaining talent has been on the minds of agency owners from the day I entered this industry. It has remained in the top 5 concerns of agency owners in literally every survey I have ever read, and with the current movement in our workforce, my guess is this topic will remain at the forefront for the foreseeable future. When this topic comes up, there is a great deal of focus placed on what current owners are doing to attract and retain great talent, but what about the other side to this conversation.

I believe that in order to create a meaningful career and future within an agency, the responsibility lies with both the owner and the potential future owners. If you are a hungry, smart, energetic leader who sees the incredible opportunity that exists in our industry to become a business owner, my question to you is, what are you doing to build your pathway to ownership?

Opportunity is everywhere According to the latest Agency Universe Study, there are 36,000 agencies across the United States. Over 56% of those agencies have owners that are 55 or older, which means that at least half, 18,000 agency owners, will be at or past retirement age in the next 5-10 years and thinking about transitioning ownership in their agency. According to the same study, over 89% of agency owners want to transition internally to a current partner, employee, or family member. There will never be a better time to position yourself as a future agency owner. In addition, independent insurance agencies are incredibly strong businesses – seriously, name another industry where 8590% of your revenue typically renews. I am not suggesting that there aren’t challenges but, as far as opportunities go,

20

insight

this industry is rich! In fact, I still think it is one of the best kept secrets! So, the question is, with all of this opportunity, what are you doing to position yourself as a future owner?

Bridging the generational divide I think we all talk about how to communicate with the next generation, but have you considered what you are doing to connect with the generations that came before you? Baby Boomers are wired to view hard work and commitment based on hours and time while that is far less important to GenX and Millennials who demonstrate their worth and commitment by making a difference and being innovative.

The issue is, at our core, these perceptions and behaviors conflict. Having an awareness and ability to move past your own tendencies and meet people where they are is a skill that is incredibly important for leaders to possess. It is important in every relationship that we have, so having an appreciation for the different perceptions that we all have can go a long way in bridging this generational divide and demonstrating your leadership abilities. Small changes like being present or meeting in person when discussing important topics can go a long way. Seeking out advice and taking the time to consider and incorporate that advice into your approach builds mutual respect and shows that you value their opinions and shows your ability to relate to all different types of people.

Broadening your view Have you ever heard that you should dress for the position you want, not the one you have? Using that same logic, you should think like the position you want not the position you have. Far before you have the title of owner, you can

march 2022

think like one by broadening your view and considering all aspects of the business not just your perspective. When a problem arises, ask yourself how the problem impacts all roles inside the agency, your customers and your partners. Ask questions about the business, and participate in creating solutions. Make the shift from sharing problems to sharing solutions. Leaders have to make some difficult and sometimes unpopular decisions, and it is incredibly valuable when others are able to rise above their own viewpoint and see the bigger picture. What are some ways you can do this and support the current owner? By taking this approach, the current owner will be able to picture you in a leadership role more easily.

Find your mentor and value their guidance If you want to set yourself up for success, one of the best things you can do is surround yourself with people who are smarter than you, have different experiences and hold different viewpoints. We all have blind spots, so seeking out a diverse group of people who can make you think is powerful. They will be able to maintain a more holistic view of both the opportunities and challenges inside our industry. The industry is full of people who are willing to share and mentor each other, however, I would just caution you from surrounding yourself only with people who look, think and talk like you. The best predictor of the future is the past, except when you learn from it. The knowledge that many veterans in our industry posses can go a long way in helping you shape the future.

Change takes patience, trust and often times is a winding road with lots of twists and turns. For those who are willing to be thoughtful and participate in building a pathway to a future that meets both their needs and instills confidence in the current owner – there are endless opportunities and a very bright future ahead. Remember a great deal went into building the business that exists today, and the thought of trusting someone else with your life’s work is incredibly difficult. There are many ways to ease those fears and instill confidence that their legacy will be in good hands. So many agency owners are looking to find the right person to trust with all that they have built and provide them with the same opportunity as that given to them. To many, it feels like that person may be a unicorn. My advice to you is - be that unicorn!

Carey Wallace is the founder of AgencyFocus, an independent insurance agency consulting organization.

She has worked in the insurance industry for the last 12 years and with entrepreneurial small businesses for her entire career. During that time, she developed key business consulting services to ensure that agencies have the information and support they need to plan for their agency and successfully perpetuate to the next generation. Find out more at agency-focus.com.

Planning for change Often times young leaders are rich with energy, grand ideas, and aggressive goals – it is what makes you so incredibly attractive and, in many ways, frightening. For someone that has all of that energy, the current owner can feel like an anchor. For you, the inaction is discouraging and for the current owner the ready, fire, aim approach is frightening. The truth is your energy and approach may remind them of themselves twenty or thirty years ago. As with everything, the right path forward most likely lies somewhere in the middle. I would suggest sharing ideas with a thought-out plan that encompasses as many aspects as possible including time, cost, training, and supporting data to support your plan. Share ways to measure the success or failure of the idea and a process to implement.

The more comprehensive and well thought out, the more trust and confidence you will instill that your ideas have merit and you are going to be thoughtful in your approach.

If you are a hungry, smart, energetic leader who sees the incredible opportunity that exists in our industry to become a business owner, my question to you is, what are you doing to build your pathway to ownership? march 2022

insight

21

Commercial & Personal Lines

We offer insurance solutions for homeowners and for small, medium, and large businesses with competitive pricing, an easy submission process, and the opportunity for multi-product discounts. Visit www.guard.com to see what we can do for you.

Businessowner’s

Homeowners

Commercial Auto

Personal Umbrella

Commercial Package

Professional Liability/E&O

Commercial Property

Workers’ Compensation

Commercial Umbrella

Pay-As-You-Go options with over 200 payroll partners!

General Liability

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. Visit www.guard.com/states/ to see our current product suite and operating area.

22

insight

march 2022

Future Agency Success Starts Now Are You Making Your Young Agents a Part of It?

By Daniel Smith One of my first tasks when I joined the insurance association world in 2007 was developing the Young Agents program. There was little engagement and seemingly little interest. Most of the principals I talked to said that young people “weren’t joining the industry.”

I initially felt that they were right, as most of the young producers and account executives I met were related to the agency owners or staff, and there did not seem to be an influx of talent. But after working on the program for several years, I found the opposite to be true – I just had to know where to look.

Much of the development of youth in the industry seemed to surge during the economic bounce back we saw in the U.S. from 2010-2019. I began to see more producers being hired, more producers starting their own agencies, and a little bit of an attitude change towards hiring and working in insurance. I imagine this is due to many factors coming together, but I think a few are worth pointing out: • The stability of the industry • Earning potential • Changeover opportunities due to retirements/M&A • Increased specialization As I met and worked with many of these agents, I learned a lot about their thoughts on the industry and its future. Here are some of the most common comments I received from them: “Older agents aren’t taking advantage of technology to improve workflow.”

march 2022

“We don’t have a marketing strategy; we just depend on referrals.”

“I can take accounts from agents that are in the process of retiring, because they don’t have a plan to perpetuate them.”

“There’s a lot of the ‘We’ve always done it this way’ attitude out here.”

Now, before you stop reading, there were plenty of positive comments as well, especially about knowledge, experience, and how to treat clients. That being said, does any of the above ring true for you or your agency? If so, I’d just ask you a couple of simple questions – what’s your goal? Do you want to leave your agency in a position for success when you retire? I imagine you do. And to do that, you should have conversations with your young agents and account executives. Involve them in the process. Hear out their ideas and combine your experience with their innovation.

If you give this an honest try, I believe it will pay dividends.

Because remember, current success does not ensure future success, and what works now won’t work forever. There is proof across every industry of it, including ours.

Daniel Smith, CAE is the Chief Marketing Officer and Co-founder of Market Retrievers, a digital marketing firm focused on building and implementing strategies for independent insurance agencies. He previously worked for the independent agents association in Tennessee for over 14 years and served as the CMO and COO. He is also a licensed P&C agent. He may be reached at dsmith@ marketretrievers.com. insight

23

Four Ways to Sell Gen Z on an Insurance Career

By Kristin Nease

Few people would think Generation Z job seekers with ambitions to work for high-profile mega-corporations would be equally interested in a local independent insurance agency. But, with the right positioning, agency owners may be able to tap into what drives talent to these corporations and truly compete for the best and brightest emerging talent.

This new generation of workers, the oldest of which were born in 1997 according to Pew Research, is beginning to hit the job market and continues to set its sights on highprofile employers in the digital and technology fields, according to the latest Glassdoor study. However, some of the same attributes that draw Gen Z candidates to bigname tech employers - rewarding work, flexible hours and good pay - can be used to attract new workers into insurance too.

Tallo, a firm focused on the Gen Z talent field, reported in its April 2021 industry rankings that among Gen Z job seekers, the insurance business is placed securely in the middle for favorability - above more seemingly lucrative industries like renewable energy, real estate and consulting services.

To learn more about how independent agencies can effectively promote careers to Gen Z, Vertafore recently surveyed more than 1,000 independent insurance agency professionals to find out what they value about their careers, how the industry has changed during the coronavirus pandemic, and how it can leverage the aspects that current insurance professions love about their work to attract the next generation.

Based on the findings of the study, four aspects of the insurance industry are of strong interest to Gen Z job seekers:

1

Rewarding work and career stability.

Respondents indicated that the ability to work directly with people in their community is the favorite part of their job and they stay in their role because they find the work interesting. One-on-one policy reviews, informal wellness chats and catching up on events in a client’s life are rewarding. This facet of the business closely matches Gen Z’s values.

24

insight

Gen Zers also value the job security and stable income insurance provides, especially during periods of global and economic uncertainty. Gen Z has suffered numerous challenges that put long-term job security at risk. One thing COVID-19 has proven is that the insurance industry can survive historic challenges.

2

An industry prepared to embrace diversity.

As an industry weighted toward late-career workers and facing an impending talent gap as those workers reach retirement, insurance is looking for ways to diversify its talent pool.

Many companies and industry institutions like the National Association for Advancement of Women in Insurance (NAAWI) are investing in diversity and inclusion initiatives to hire - and retain - women and young talent from diverse backgrounds, including people of color and the LGBTQ community. Embracing and committing to workplace diversity initiatives is a strategy that will go a long way to attracting Gen Z newcomers in large numbers.

3

Work flexibility.

Many Gen Zers want flexibility in where and when they work. The good news is that many insurance agencies are already technologically equipped to offer this kind of flexibility.

The vast majority (70%) of survey respondents agreed that when the pandemic struck, they had the tools necessary to work effectively from home. Now that we see that working from home is not only feasible but also profitable, the insurance industry will continue to see shifting expectations for what can and cannot be done in the office, which can help the industry continue to thrive.

In an era when the idea of the office is being redefined, these offerings will make it easier for Gen Zers to design an insurance career to fit their needs and priorities.

march 2022

4

Ability to use technology.

InsurTech is delivering all kinds of benefits to independent agencies, from higher efficiency and profitability to greater job satisfaction. It also makes the business significantly more attractive to young people.

As digital natives, Gen Z fully expect to use their technology skills on the job. With all the new predictive tools hitting the industry, especially those based on artificial intelligence and machine learning, agency principals are now able to recruit young professionals who appreciate what InsurTech has to offer and are comfortable with - and actually seeking - technology challenges.

Gen Z is looking for the career growth and professional development opportunities that insurance offers, yet perception lags reality. The advantages that are so real in the industry are hidden behind the field’s outdated reputation.

Vertafore found that 90% of insurance professionals over the age of 40 would recommend a career in insurance.

In many fields, career dissatisfaction increases with age; not so, however, in insurance. This is a highly unique and marketable positive for the industry.

Agency owners and senior executives, as well as industry groups, can change prevailing opinions among Gen Zers by embracing the latest technology and by creating new opportunities for employees to define how and where they do their jobs.

To close the generation gap, agency leaders shouldn’t wait for newcomers - they must go find them. Scholarships, internships, and fellowships, especially for a diverse array of candidates, will enable Gen Z seekers to “test drive” the profession. It will also help to match employment benefits to the needs of Gen Z candidates.

By selling the industry’s strengths and creating meaningful career opportunities, agencies of any size may give big tech companies a run for their money.

Kristin Nease is vice president of human resources at Vertafore.

© 2020 Society Insurance

Filling them up now so they won’t be hungry later.

Small detail. Big difference.

You know as well as anyone that today’s cut corner can easily turn into tomorrow’s missing piece. With our forty years of experience in specialized coverage and policies developed alongside actual restaurant and bar owners, you can rest assured that your policyholders are protected against the unique risks they face every day.

If you agree that details like these make a big difference, give us a call at 1-888-5-SOCIETY or visit societyinsurance.com.

march 2022

insight

25

Five Predictions from an Insurtech Futurist

By Agency Revolution Insurance agents know better than most that change is inevitable. The rate of technological advancement keeps speeding up exponentially. No one knows this better than Tony Tarquini, European Director of Insurance at Pegasystems.

“The mantra of the insurance industry has been “the premiums of the many pay for the claims of the few.” It’s been about Risk Mitigation. That’s a great premise and it’s worked very well for 350 years, but the world’s moving on now.”

For 34 years, he has been working with the largest insurance organizations in the world to help them prepare for technology disruption. In short, he was insurtech before there was insurtech.

New technology is the key to enable agents to make this shift from mitigation to prevention. Artificially intelligent solutions will allow agents to intervene before disaster strikes.

He recently sat down with Michael Jans of Agency Revolution, and made some important predictions about the future of technology in the insurance field. The message was clear: whether technology hurts or helps, agents need to prepare for the future today!

“I think insurers are going to take a much larger role in helping clients to manage and monitor their risk. Using artificial intelligence agents will automatically be able to go back to a client and say, “There’s a risk event happening here. You need to be aware of it. We need to be able to deal with it,” said Tony.

PREDICTION 1 AI Will Shift Insurance from Risk Mitigation to Risk Prevention New technology will be so disruptive that the very principles that have guided insurance for centuries are no longer a sure thing. According to Tony, agents will no longer primarily sell Risk Mitigation but instead will play a much larger part in risk management and prevention.

26

insight

PREDICTION 2 Driverless Cars Will Decrease Personal Lines Moving to driverless vehicles is the kind of technology shift that will DRAMATICALLY change our way of living. It won’t even be clear until it is actually upon us how many aspects of life will be affected.

march 2022

“As you get closer and closer to the point where people take their hands off the steering wheel and cars become autonomous, who’s liable? There will no longer be a requirement for a personal lines auto insurance policy. It’s going to be provided by the manufacturer. It’s going to shift to commercial lines, commercial liability policies. Forbes reckoned a 60% reduction in (personal line) premiums as the risk diminishes and collisions stop happening.”

There is already technology giving agents the ability to work with manufacturers to gather information and mitigate risk from the commercial side. Some of the advancements happening right now are changing the game.

“The auto insurers are starting to build intelligent systems into their vehicles which constantly monitor everything.

When something goes wrong, they’re doing something about it. In Italy, they have black boxes in cars monitoring what’s going on. They are amassing huge amounts of data, and they’re helping their customers to understand what’s happening on a real-time basis,” said Tony.

“At that moment when the customer is really upset and trying to get a problem solved, the operators know how to do the right thing. They know this is a customer we really want to keep. because he’s got a lot of policies, he’s been with us for a long time, he very rarely claims, and we very rarely hear from him.”

Using better technology and defined processes to deliver a customer-service experience that delights the client is the surest way to retain that client.

“When real-time communication happens, there is a 38% improvement in the retention of people who were going to leave. Let’s not forget that’s 38% of the ones they want to keep. That means that every operator is as good as your best operator because they all know the same thing.

They’re all being advised the same way. They can all empathize with the customer,” said Tony.

PREDICTION 5 Attracting Millennials Will Require Adaptation

PREDICTION 3 The Sharing Economy Will Discourage Ownership

Millennials are quickly becoming the largest generation in the labor force. Adapting to their insurance needs and preferences is one of the best ways agents can prepare for the future.

Millennials are less likely to buy cars and houses than past generations were. Concerns about student loan debt keep many millennials from purchasing homes and automobiles.

And with the improved coordination capabilities of apps like Uber and Postmates, owning a car, and even knowing how to drive are starting to feel superfluous.

“Agencies have to use technology that is going to allow them to deliver to Millennials what they want from an agent. They’ve got to be able to interact with their clients on a regular basis.”

“People are getting used to the idea that they will never own a car. They’re very comfortable with that. They may not even take their driving test. When they need to get somewhere, they just hire a car. And it won’t be “I’m hiring a car that I can drive to somewhere.” It’ll be, “I’m hiring a car to take me somewhere.” We’re already expecting that.”

Without car owners, personal liability claims take another hit. Even those who do purchase a self-driving car won’t be liable for driving it.

“If you really decide that you want to have a car, the manufacturer will provide it and they will be liable if something goes wrong with the software on that journey of getting you somewhere. That will be part of their commercial liability insurance,” said Tony.

PREDICTION 4 Real-time Communication Will Improve Customer Retention They say it’s five times as valuable to retain a client than find a new one. Retention is something that all insurance agents are constantly struggling to improve. According to Tony, the key to retention is providing “real-time communication” enhanced by an AI assistant to deliver service that gives a customer exactly what they need exactly when they need it. Imagine if every CSR had a program on their computer that - at the moment a client calls your agency - displayed all relevant details about this client, and offered real time guidance on how to proceed; whether they should only focus on the current issue, do greater retention work, or try to cross-sell.

march 2022

Raised with the Internet, email, and social media, Millennials have a significantly higher expectation when it comes to interfacing with an agent. Tony said they need to consistently communicate with clients on a personal level.

How many of your agents, for example, send out an email to their clients saying, “Happy birthday?” I know insurance companies don’t do it even though they have the contact’s date of birth. They never use it,” said Tony.

Preparing for the Future Every organization must adapt to new trends and the importance is even greater in the insurance field. If you don’t want to move forward, that’s bad news.

If, however you feel you can adapt with the times, there are huge opportunities ahead. New technology, including Artificial-Intelligence, is available and can take your agency’s capacity to new heights.

This article originally appeared on Agency Revolution’s blog at https://www.agencyrevolution.com/ blog/2020/03/03/5-predictions-from-an-insurtech-futurist/.

Agency Revolution provides the kind of technology agents need to future-proof their agencies. Automated campaigns, AI-curated content, and real-time communications are just a few of the benefits our customers receive. To learn more about AR’s solutions, go to www.agencyrevolution.com.

insight

27

28

insight

march 2022

march 2022

insight

29

Farm Agents Council a division of the Independent Insurance Agents of Illinois

“Reunited, and it felt so good.”

By Shannon Churchill The Farm Agents Council hosted the 92nd Annual MidWinter Meeting on January 27-28 in Springfield, IL, at the Crowne Plaza. The event brought over 120 agents and company partners together for two days of networking, education, and comradery. After being virtual last year due to COVID, the consensus was it felt good to be back in person and see everyone’s smiling face.

For the first time, the group welcomed speaker Rick Pitts, who presented on “Pollution Exposures and Insurance for Agricultural Concerns” as well as “Farm and Insurance Issues: The Top Ten Cases in the Last Decade (or so).”

Both sessions were very well received by the audience and generated lots of good dialogue and questions. It was not unusual to catch Rick speaking to a group on the breaks as they picked his brain a little more. Evan Manning, IIA of IL Government Relations Director, provided an update on legislative matters and the General Assembly. To view the latest update from Evan, check out his posts on Connect. (https://connect.iiaofil.org/path/5988309793297738237) After all the education, attendees and company representatives had the opportunity to network during the reception and tradeshow. This relaxed environment gives everyone the chance to share their product knowledge,

30

insight

pick up some free goodies (you can never have enough pens, notepads, or frisbees), eat some delicious food, and have a cold beverage.

When asking attendees why they like the event, we often hear it is good to be around people who are “speaking the same language” and “the topics and speakers are relevant to our specific segment of clients.”

Thank you to everyone who participated in the event! We look forward to seeing you this Summer.

If you are interested in getting involved with the FAC or learning more about our organization, please reach out to farmagents@iiaofil.org.

Stay up to date with the Farm Agents Council on our website at www.ilfarmagents.com or through Facebook at www.facebook.com/FarmAgentsCouncil.

Shannon Churchill is the IIA of IL Director of Information and Technology and also serves as the liaison to the Farm Agents Council. She can be reached at schurchill@iiaofil.org.

march 2022

Thank you to our sponsors!

Harvesting Sponsors Illinois

Insurance Pre-Licensing Program

Cultivating Sponsors

Planting Sponsors ®

Here is what Farm Agent Council event attendees are saying: “I have always enjoyed the Farm Agents meetings (winter & summer). I have never been disappointed in the content of the meetings, the professionalism of the Board Members and Company Representatives, and have continuously found value in the experience”.

- Trent Munson “The FAC events are great way to network with other agents and industry professionals. You learn some of the challenges and successes other agents have with their customers and/or carriers. I’ve enjoyed every event that I’ve attended.“ - Ryan Miller “Attending FAC events are beneficial for so many reasons: the networking opportunities with our mutual companies along with mutual agents, the opportunity to receive education regarding the farm topic, the support and friendship that has built over time with our mutual agents. I am proud to say I am part of this group!”

- Lisa Quest

Save the Date www.ilfarmagents.com

march 2022

FAC Golf Outing & Annual Meeting June 16-17 - Bloomington insight

31

INSIGHT | associate news Thank you to our Associate Members.

Diamond Level

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe Keystone Insurance Group, Inc. Pekin Insurance

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS

IMT Insurance West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AMERISAFE AmTrust North America Auto-Owners Insurance Co. Badger Mutual Insurance Company Berkshire Hathaway Guard Insurance Companies BluSky Restoration Contractors Chubb ClickVSC Columbia Insurance Group Continental Western Group Cowbell Cyber Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encova Insurance Forreston Mutual Insurance Company Frankenmuth Insurance Homeowners of America Insurance Company Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J M Wilson

32

insight

Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marble Box Marsh, Berry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Pouch Insurance Previsor Insurance PuroClean Emergency Restoration Services Restoronics Sensa, Inc. ServiceMaster DSI Society Insurance Specialty Risk of America Synergy Select The McGowan Companies Travelers United Fire Group Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield

march 2022

In Memoriam

William Austin Cook, age 24, passed away on January 28 in Springfield.

Cook leaves behind his parents, Larry and Diane Cook, two brothers, Bret Paulus (Samantha) and Max Cook, one sister, Kendall Paulus (Patrick Ampleman), his grandfather, Raymond Cook of Green Valley, Arizona, two beloved nephews, Braxton and Callan Paulus, his girlfriend, Emma Nepolello, and many aunts, uncles, cousins and friends.

He was preceded in death by his grandparents, Sue Cook, Gerald and Vivian Gehrke and cousin, Nicholas Schwalbach.

Cook graduated from Lincoln Community High School, Heartland Community College and after much hard work and perseverance, received a bachelor’s degree in business from Illinois State University. Cook was a marketing representative for Frontier-Mt Carroll Mutual Insurance Company where he worked daily with his father. Will was fiercely loyal to his friends and cared so deeply for all of them. Cook spent the last two years in Peoria with the love of his life, Emma, and their dog, Koda.

The IIA of IL Board of Directors, Farm Agents Council, and staff send our condolences to the friends and family of Will Cook.

Arlington/Roe Names Andy Roe Executive Vice President and Chief Operating Officer

Andy Roe has been promoted to Executive Vice President and Chief Operating Officer at Indiana-based Arlington/ Roe according to James A. Roe, president and CEO of the company, a managing general agency and wholesale insurance broker.

Roe began his insurance career when he joined Arlington/ Roe in 2001, where he is a third-generation member of the family-owned business. Over the last 20 years, he has been involved in many facets of the organization by holding various roles from underwriting to departmental leadership.

He holds property and casualty licenses in several states, including surplus lines licenses, as well as several insurance designations.

In 2022, he was promoted to Executive Vice President and Chief Operating Officer. His new responsibilities include maintaining and directing the daily operations of the company as well as working with the leadership team to ensure performance expectations and strategic plan execution. He promotes company culture and is heavily involved with human resources. Roe also oversees financial operations and manages relationships with our carrier and agent partners.

Roe is a graduate of Ball State University and has been involved in a variety of organizations over the course of his career. Early in his insurance career, Roe interned for an excess & surplus lines company in Arizona and in London with Lloyds. He was a very active member of the WSIA’s UFO (Under Forty Organization) serving on the board of directors. Additionally, he was the past chairman of the Independent Insurance Agents of Indiana’s Young Agents Committee. march 2022

associate news | INSIGHT Arlington/Roe Promotes Slusser and Hamilton to Vice President

Heather Slusser and Andy Hamilton have been promoted to vice presidents at Indiana-based Arlington/Roe, a managing general agency and wholesale insurance broker, according to James A. Roe, president and CEO of the company.

Hamilton and Slusser joined Arlington/Roe in 2019 and 2020 respectively.

Slusser was named Vice President, Human Resources.

She joined Arlington/Roe in 2019 as a Human Resources Business Partner. She began her HR career in 2014 and her prior experience includes HR at State Farm. Slusser is a member of both the national Society for Human Resource Management (SHRM) organization and of SHRM’s Central Indiana Chapter. She is a graduate of Indiana University, Fort Wayne as well as Chapman Institute’s wellness certification program.

Hamilton was named Vice President, Transportation.

He began his Arlington/Roe career in 2020 as the Transportation Manager. He had most recently served as a branch manager at the Ohio office of a large managing general agency and surplus lines broker, and he has a wide variety of experience on the company, agency and E&S sides. Hamilton was responsible for all production in several states, and he led a team whose majority of premium was in transportation business. Before moving to Columbus in 2017, Hamilton was the sales and agency relations manager for the same MGA and surplus broker in Indiana and Ohio. He also has experience as a territory manager in Indiana with Liberty Mutual/Safeco and as a risk management consultant with one of our agent partners, Henriott Group. He holds a Certified Insurance Counselor (CIC) designation.

Rockford Mutual Announces Anniversaries and Promotions

Rockford Mutual has announced several team member anniversaries as well as two promotions.

Diane Derr celebrated 39 years with Rockford Mutual on February 1, 2022.

John O’Connor celebrated five years with Rockford Mutual on February 6, 2022.

Keith Vogelhuber celebrated 25 years with Rockford Mutual on February 3, 2022.

Kristen Lyons was promoted to Commercial Underwriter Trainee on January 28, 2022. In her new role, she will focus on learning Commercial Underwriting guidelines and best practices.

Michelle Christiansen was promoted to Assistant Manager – Internal Marketing Operations on February 1, 2022. In addition to working on contracts and agency functions, she will now be responsible for internal marketing functions such as advertising, communications and digital marketing initiatives. continued...

insight

33

Rockford Mutual Insurance Company to Offer Products from Illinois Mutual Life Insurance Company

“Illinois Mutual is excited to offer our life insurance and disability income insurance products through our new sales partnership that will expand access of our products to Rockford Mutual partnered agents,” said Illinois Mutual President & Chairperson Katie McCord Jenkins. “Our companies are similar and likeminded in that we both take great pride in providing great service to hard working agents and their customers.”

“Illinois Mutual Life Insurance Company has very similar values to our organization” said President & CEO of Rockford Mutual, Kent Shantz, “This partnership will allow independent agents of Rockford Mutual to provide their customers with additional coverages as needed.”

Illinois Mutual, located in Peoria, Illinois, is an experienced provider of life insurance, disability income insurance and voluntary worksite insurance products. Founded by the same family that leads the Company today, Illinois Mutual has demonstrated a strong commitment to employees, agents and policyowners for more than 110 years.

Rockford Mutual Insurance Company is partnering with Illinois Mutual Life Insurance Company to expand its product offering and provide partnered agents access to life insurance and disability income insurance products.

INSIGHT | agency members in the news Member Agent Matt Cooper Inducted into IBA’s Hall of Fame

Starting in July 2021, Insurance Business America (IBA) invited insurance professionals from across the country to nominate standout industry veterans for the annual Hall of Fame. Nominees had to have been in the industry for at least 35 years and have a history of distinguished service to the insurance profession.

Congratulations to Matt Cooper, President of Inner-City Underwriting Agency in Chicago.

This year’s Hall of Fame class was selected by an independent advisory panel of industry leaders and previous Hall of Fame honorees. The panel considered each nominee’s history of distinguished service to the insurance profession, the leadership and inspiration they provided to others in the sector, their role in guiding future generations of entrepreneurs and business leaders, their contributions to the leadership and direction of industry associations, and any visionary strategies and innovations that have made an outstanding contribution to the industry as a whole.

Cooper was interviewed for IBA magazine. Here is a snippet of the article: Among the two dozen inductees into this year’s Hall of Fame, the importance of doing right by clients was a common thread.

“As an insurance broker, my goal is to bring the best the worldwide insurance marketplace has to offer to my clients, regardless of commission percentage or profit-sharing arrangement,” says Matthew Cooper, president of InnerCity Underwriting Agency. “Spend as much time as it takes to make sure the client understands what he/she is buying and how their wealth is being protected.”

34

insight

In addition to founding Inner-City Underwriting Agency more than 25 years ago, Cooper has also launched InnerCity Wrap, a construction wrap-up insurance administration and placement service company that is, among other things, providing the wrap-up insurance for the construction of the Obama Presidential Center. He’s also proud to have expanded the distribution of insurance to all Chicago neighborhoods and to have provided a business model that agencies and insurance companies have copied to expand distribution in other cities.

To view the article in it’s entirety, go to https://www. insurancebusinessmag.com/us/best-insurance/hall-offame-2021-314392.aspx.

Worthy Insurance Promotes New Account Manager

Worthy Insurance Group announces the promotion of Nadine Kuznetsova to Account Manager. Nadine joined Worthy in 2020 bringing with her background knowledge in small business commercial lines and personal health insurance. Nadine will remain a part of Worthy’s healthcare division with an account emphasis on property and casualty insurance for healthcare facilities and allied health professionals.

Nadine is driven to not only learn but truly understand the businesses of clients. That drive enables her to best represent clients, their businesses, and their operations to carriers so the portfolio created is one beyond the dimension of only numbers. Nadine’s excellent problemsolving skills, tenacity, and effective communication have made her an excellent addition to the Worthy team.

In addition to her current role, Nadine is also pursuing her Master’s in Business Analytics from DePaul University’s Kellstadt Graduate School of Business.

march 2022

Inner-City Underwriting, Inc. - Chicago

The IIA of IL is highlighting the achievements of our member agencies. If you would like to see your agency highlighted, fill out the submission short form at www.iiaofil.org/Agency-Spotlight-Submission.

Inner-City Underwriting Agency Inc. was open for business January 16, 1995. Our name comes from a highly successful urban market insurance program that we created to help large national insurance companies improve service to Chicago’s diverse neighborhoods.

In 1995, many insurance companies were ineffective in selling insurance in most large cities. The ethnic and cultural diversity of these neighborhoods created many challenges for their existing distribution network. Working with my partner at the time, Milton Moses, we developed and implemented a plan that helped many small urban based insurance agencies earned direct contracts with national insurance companies.

The urban market program was so successful, Inner-City has received local and national recognition in the Wall Street Journal, Business Insurance, Independent Agent Magazine and many other local and national newspapers and magazines.

The urban market distribution model developed by Inner-City Underwriting Agency has been copied and deployed in some fashion in most large US cities. In 2000, after helping more than 18 insurance agencies earn direct contracts with insurance companies, InnerCity discontinued its urban market program and began to provide its services directly to insurance buyers. Inner-City works with businesses and people who live and work both in the city and suburbs. However, our primary focus remains on insurance and risk management services that facilitate urban economic development.

We believe effective risk management gives our clients a competitive advantage and helps them achieve their objectives. With this in mind, we work with clients to help them develop and implement insurance and risk management programs tailored to their exact needs.

march 2022

Inner-City is well known for its ability to tackle tough problems on behalf of our clients and deliver innovative solutions.

In 2014, we created the small contractor bridge surety bond program to help small contractors who do not qualify for surety credit under traditional understanding standards.

Through this program, we have bonded more than $150 million in construction projects without a single default.

In 2015, Inner-City acquired Community Insurance Center, one of Chicago’s oldest and largest African American insurance agencies. Community Insurance Center, Inc., was founded in 1962 by the late Olympian and Congressman, Ralph H. Metcalfe. As an Olympian, Mr. Metcalfe won four medals and was regarded as the world’s fastest human in 1934 and 1935. In the famous 1936 Berlin Olympics, Ralph Metcalfe and teammate Jesse Owens lead the US relay team to a gold metal defeating Hitler’s team by a wide margin in the 4 X 100 meter relay.

In 2020, the insurance business of Inner-City and Community were merged and now operate under the name Community Insurance Center, NA, Inc. That same year, Inner-City Underwriting transitioned back into a company that focuses on developing innovative programs to expand service to communities and markets underserved by insurance and financial services industry.

Inner-City administers the nation’s largest construction technical assistance program on behalf of the Illinois Tollway. Through this program, small and minority-owned construction companies grow surety bond capacity, improve back-office operations, and increase their ability to compete in the marketplace.

Additionally, Inner-City provides wrap-up administration services. The firm is honored to serve as the wrapup administrator for the construction of the Obama Presidential Center. continued...

insight

35

Are there any unique struggles you’ve had as an AfricanAmerican-owned agency, both in the past and currently?

We struggle with getting insurance companies to adjust underwriting standards so we can improve our service to underserved markets. For 27 years, we have produced a profitable book of business in affordable housing, construction, surety, and social services. We are confident we can create a national program in these segments that will be extremely successful.

What is the next chapter in the story of your agency? Is it a family agency that will be passed down? When you or the agency owner decide to leave the agency, what do you hope for after your/their departure?

We have expanded and diversified. In 2020, we created the Inner-City group of companies. Community Insurance Center is a full-service property and casualty insurance agency. We continue the legacy of Ralph H. Metcalfe and Milton Moses. Inner-City manages the largest construction

MGA AND E&S BROKER | EST. 1920

Technical Assistance program on behalf of the Illinois Tollway along with proving wrap-Up Administration services. We are the wrap-up administrator for the construction of the Obama Presidential Center. I am recruiting and training young people in my firm. We feel good about our future and the people who will lead it.

ABOUT MATTHEW COOPER

Matthew is a founder and president of Inner-City Underwriting Agency. He is a former Vice President of two national brokers, that no longer exist, Alexander & Alexander(A&A) and Johnson & Higgins where he served in key management and technical positions.

Matthew has more than 35 years of insurance brokerage, risk management consulting and underwriting experience.

In 1994, Matthew left A & A to start Inner-City Underwriting Agency. He has considerable experience as a consultant and technical service advisor.

Matthew is a former president of the National African American Insurance Association - Chicago Chapter and has served on the boards of IIA of IL, Illinois Fair Plan, Cosmopolitan Chamber of Commerce and South Shore Chamber, Inc. In 2021, Matthew was inducted in the Insurance Business of America’s Hall of Fame.

Matthew is a graduate of the College of Insurance, St John’s University, New York, NY and is a former instructor and national grader for the Associate in Risk Management program.

JM Wilson Marine INS INSIGHT OUTLINE.indd 36 2022insight

1

2/2/22 3:48 PM

march 2022

iia of il news | INSIGHT

Education Classes march

1 2 3 7 9 10 10 15 16 22 23 23 23 24

Pre-Licensing-Property & Casualty Virtual E&O Roadmap to Personal Auto & Umbrella Ins. Webinar CISR-Insuring Personal Residential Property Virtual E&O-Roadmap to Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Part Webinar CISR-Insuring Commercial Property Virtual Agent’s E&O: Defenses and Preventions Webinar Pre-Licensing-Life & Health Virtual E&O: Identity Theft, Red Flags, and Money Laundering Webinar CISR-Personal Lines Miscellaneous Virtual CIC-Life and Health Virtual Sales Impact Workshop IIA of IL Office, Springfield E&O - Roadmap to Policy Analysis Webinar Why Good People Do Bad Things: Agency Ethics Webinar

New Members member agency 313 Brothers, LLC Bensenville, IL Galena Financial Group, Ltd. Algonquin, IL

april

4 5 5 6 7 11 12 13 13 19 19 20 20 25 27

E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual Flood Insurance, FEMA, and the NFIP Webinar CIC-Personal Lines Virtual AND In-Person (Springfield) Agent’s E&O: Best Practices, Operations, Workflows Webinar E&O Roadmap to Personal Auto Webinar CISR-Life and Health Essentials Virtual Class CISR-Agency Operations Virtual Class E&O Roadmap To Cyber & Privacy Insurance Webinar Pre-Licensing-Life & Health Virtual Ethics: Essentials for the Insurance Producer Webinar E&O: Identity Theft, Red Flags, and Money Laundering Webinar EDGE Conference DoubleTree Hotel, Oak Brook, IL CISR-Commercial Casualty 1 Virtual AND In-Person (Springfield) E&O - Roadmap to Policy Analysis Webinar

Mid-State Farm Insurance Teutopolis, IL Rector Insurance Agency, LLC Champaign, IL For information regarding IIA of IL membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org. march 2022

insight

37

INSIGHT | classifieds for the insurance professional by the insurance professional

INDEPENDENT INSURANCE AGENCIES WANTED

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.

17. We are an Independent family-owned agency located in the Chicago area. We are looking to expand through growth and acquisition. If you have a small to medium sized agency and are looking to sell, call or send us a message. We are looking for Personal and Commercial Lines accounts with preferred companies. We look forward to hearing from you.

Visit www.ciagonline.com for contact information.

GALO Insurance Agency, Inc (847) 832-0888 steve@galoagency.com

AGENCY/AGENTS/PRODUCERS WANTED

02. Forest Park/Oak Park agency for over 60 years, will meet your needs by providing space, markets, marketing & sales support, automation, merging with or purchasing your agency. Perpetuation/ Succession Plans, BuySell Agreements also available. We have experienced, educated and dedicated staff for you and your clients.

Have access to our numerous companies, office services and many other resources. Retain ownership in your book with contingency. Please look closely at us- we are an agency you want to do business with! We’ve done it before, we know how- we make it easy! Visit our website at forestagency.com/agents.html, or call for a confidential discussion and a list of Agency benefits.

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:

Dan Browne will provide an agency evaluation/appraisal at little cost to you. Please call:

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

Dan Browne or Cathy Hall Forest Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions

We Make Hiring Easier

+ CareerPlug’s hiring software helps agents attract more qualified candidates, identify the right candidates with confidence, and improve hiring results.

CareerPlug will provide IIA of IL members access to a free account that can be used to post jobs, manage applicants, and improve the organizations’ employment brand. Association members can also access a “Pro” version of CareerPlug for a special rate to take hiring to the next level.

Learn more about CareerPlug and check out the brand new IIA of IL job board at

www.iiaofil.org

38

insight

march 2022

“I love spending hours trying to quote online.”

SAID NO AGENT EVER. No agent ever said they enjoy wasting time.

But they have said fast online quoting with a clear understanding of appetite is key to a successful partnership.

UFG Insurance listened.

Welcome to a better way to work online — because you deserve it.

BOP-Pro Get down to (small) business with this robust businessowners policy, including select endorsements to take coverage to the next level.

Pro-Quote Get from start to bind with fast efficiency thanks to smart tools and straight-forward appetite within this enhanced quoting experience.

Simple solutions for complex times

UFG’s rejuvenated online experience isn’t about being better than others — it’s about being better for agents like you. Explore our simple solutions for complex times and experience service aimed to exceed expectations.

ufginsurance.com/online © 2021 United Fire & Casualty Company. All rights reserved.

MORE IMAGINATION.

MORE TO LOVE FROM APPLIED.® Workers’ Compensation • Transportation – Liability & Physical Damage • Construction – Primary & Excess Liability Homeowners – Including California Wildfire & Gulf Region Hurricane • Fine Art & Collections • Structured Insurance Financial Lines • Environmental & Pollution Liability • Shared & Layered Property • Fronting & Program Business • Reinsurance

...And More To Come.

It Pays To Get A Quote From Applied.® Learn more at auw.com/MoreToLove or call sales (877) 234-4450 ©2022 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.