e-Insight - May 2022 - Non-Member

MAY 2022

INSIGHT The KEY to AGENCY TECHNOLOGY SUCCESS

Plus

Customize Your Agency’s Tech Stack How to Survive Increasing Cyber Threats

grinnellmutual.com

C O M PA S S ™

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

Editor & Graphic Design - Rachel Romines

|

Advertising - Tami Hubbell

CONTENTS May 2022

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12

22

24

9 11

Tech Expected to Fuel Massive Industry Growth

12

Get That Bread: Customize Your Agency’s Tech Stack

18 21 22 24 26

The Key to Agency Technology Success

By Joel Zwicker

Improving Client Retention: Is Technology Part of Your Solution?

By Daniel Smith

By AnneMarie McPherson

By Steve Anderson

Catalyit: All the Agency Tech Guidance You Need... All In One Place Darker Web: How to Survive Increasing Cyber Threats

By Ron Berg

Telephone Selling Tips

By John Chapin

2022 EDGE Conference Wrap-Up

By Rachel Romines

In This Issue

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

7 8 17

Brett’s 2 Sense Trusted Choice

e-Insight

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Associate News Agency/Agent 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

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APPLIED UNDERWRITERS

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BERKSHIRE HATHAWAY GUARD INS. GROUP

5 10 2

EBRM EMC INSURANCE GRINNELL MUTUAL

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INDEPENDENT MARKET SOLUTIONS

30

IPMG

15

JM WILSON

Cover Tip

OMAHA NATIONAL

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SECURA INSURANCE

16

UNITED FIRE GROUP

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WEST BEND MUTUAL INSURANCE CO.

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com 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

Independent, Authorized General Agent for

An Independent Licensee of the Blue Shield Association

WEST BEND THE BEST REMEDY FOR WORKERS’ COMPENSATION West Bend Mutual Insurance has a long history of writing workers’ compensation insurance. Our underwriters are knowledgeable and experienced. Our loss control reps have the expertise and tools to help keep employees safe. And our claims practices are the best in class.

From Main Street-type businesses to specialty businesses like childcare, West Bend has the experience and expertise to protect businesses of many kinds and many sizes. We want to write all of your workers’ compensation business, small to large!

When you select West Bend for your valued customers, you can rest assured you made the right choice. After all, we are the best remedy for workers’ compensation.

With TrustedChoice.com’s high domain authority (a whopping 78!) and your agency profile crawled by web browsers, you have a powerful piece of online real estate that helps insurance buyers find you.

The internet is a crowded place, but we’ve got you covered.

With TrustedChoice.com’s high domain authority (a whopping 78!) and your agency profile crawled by web browsers, you have a powerful piece of online real estate that helps insurance buyers find you.

Have you taken a little time to SEO-optimize your profile?

Let’s get to it!

Step one, pick keywords to rank for in your agency profile.

Keywords are the words or phrases you want to rank for in online search results. For example, if you want to rank for Chicago business insurance along with your specialty, bakery insurance in Illinois, these are the words to focus on in your profile, including them in places such as your About Us description, client reviews and agency video.

Step two, create original, unique copy that includes your keywords.

Google’s web crawlers don’t like duplicate copy found elsewhere on the web - it downgrades your ability to rank in search because you look less legit.

As in the keyword example in step one, if you want to rank for Chicago business insurance, you’re competing against others trying to rank for the same keyword phrase.

So, you’ll first need to search Chicago business insurance to see what page 1 results already include, then look for something different and unique to say, and include that in your profile.

Step three, engage visitors on your profile.

The amount of time a visitor spends on your agency profile influences your ranking abilities - the longer the better.

Three super easy things you can do to boost on-page time is to include content that engages visitors.

• Featuring engaging pictures of your team or something that shows your personality leads to longer on-page time.

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• Another easy way to amp up page time is featuring client reviews. Reviews are awesome because they do double SEO-duty, increasing both time on the page AND giving you keyword juice. Referencing the keyword example above, if you want to rank for bakery insurance, add reviews that highlight your niche expertise. This not only keeps eyes on your page longer, it’s a powerful way to include keywords - and boost consumer confidence in your niche services.

• Oh, and don’t forget the power of video - featuring a video about your agency is also an ideal way to serve up relevant, interesting content to showcase your expertise and up your profile page time.

“Posting engaging photos, keyword-rich reviews and a unique video on your agency profile encourages visitors to linger a little longer - that’s a good thing.”

Step four, promote your Advantage profile.

Everywhere.

Your final step is to increase page visits, so you need to get creative in how you drive people to your profile, get them to share it, etc.

How? By sharing your profile link everywhere it adds value.

That means including it in social profiles, in social posts, ask followers to (please!) share it, put it in your e-mail signature, include it in your agency newsletter—you get the idea!

All that’s left to do is log in to your account at https:// iw.trustedchoice.com/login/#/, click Agency Profile > Basic Info > and get to work!

As always, if you need support, we’re here for you. Go to www.trustedchoice.com/advantage/contact-us/ or call (855) 372-0075.

may 2022

Feed Your Success

With a Broad Manufacturing Appetite.

EMC provides tailored protection for the needs of countless types of manufacturers — plus robust loss control, claims and medical management services to help maximize their uptime. And as our agency partner, you can count on a high-performing program that helps your business thrive. Ask us how the EMC Manufacturing Program can feed your success today.

Check us out:

emcins.com/manufacturing-insurance

EMC Insurance Companies | Des Moines, IA | 800-447-2295 ©Copyright Employers Mutual Casualty Company 2022. All rights reserved.

“I love playing guessing games about appetite.”

SAID NO AGENT EVER. UFG Insurance has dished up a buffet of small businesses we’re hungry to write online, because we know agents have better things to do than guess about our appetite.

Simple solutions for complex times

Wonder less and bind more with help from appetite guides that focus on profitable business to diversify portfolios, creating more opportunities for our agents to grow.

On the table right now are some retailers, offices, distributors and more.

A clear picture of appetite. A strong and stable market for your business. Think UFG for your next small business risk.

ufginsurance.com/online-appetite © 2022 United Fire & Casualty Company. All rights reserved.

e INSIGHT -

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

M AY 20 22

INSIGH T

The K AGENEY to SUCC CY TECHN ESS OL

OGY

Plus

Custo m Tech S ize Your A gency’ tack s How to Cyber Sur vive In cr easi T hr ea ts ng

How TOP TECH TRENDS Will TRANSFORM INSURANCE

By Krish Krishnakanthan, Doug McElhaney, Nick Milinkovich, and Adi Pradhan of McKinsey & Company may 2022

In this month’s e-Insight. insight

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All the agency tech guidance you need...

in one place.

What’s Catalyit?

Simply put, a website (catalyit.com) created by legendary tech leader Steve Anderson and several Big “I” state associations that brings together all the agency tech guidance you need...in one place.

Full-Access Subscription

Basic Subscription

Behind the login button, you’ll enter a world crafted to help you discover, evaluate, select and implement tech. This includes:

IIA of IL Members have access to the free basic subscription. This includes: TechTips Weekly Email: Tips on everything from QR codes to tech best practices

Tools: The Catalyit Success Journey™ and in-depth tech assessment

Tech Assessment: Includes Custom Roadmap

Guides & Reviews: Over 20 topic guides

Partial Preview of Site Content: Get the basics before switching to full access

Live Training: Live coaching, Q&A sessions, on-demand video vault and more

Access to Solution Provider Index: Comprehensive list of various providers

Community: Discuss trends, best practices, and challenges with peers, experts, and providers

Partial Review of Product Guides: Preview of over 20 topic guides

Consulting: Custom, one-on-one support

Demo Lounge: View vendor demos

Full Website Access: Access to all resources

Sign up to receive access today!

A Full Access Subscription unlocks everything for everyone in your agency!

IIA of IL membership has many benefits.

We’re proud to help you harness this one for your agency - with a meaningful discount on the Full Access Subscription or a free Basic Subsciption to Catalyit.

Sign up today and receive a FREE download of our Top 10 Tech Tips!

Find out more at iiaofil.org/catalyit or scan this code.

2022

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conference

It Was Great To Be Back In-Person!

The IIA of IL Young Agents Committee hosted a very successful EDGE Conference on April 20-21 at the DoubleTree Hotel in Oak Brook. We’ve not been in person for this event since 2019, and it was great to be back!

This conference is unlike any other in the industry. With the focus on professional development gained through unique programming, it was easy to see why the EDGE Conference is still one of the most highly regarded professional development programs for insurance professionals in the Midwest.

The Young Agents Committee packed a punch with entertaining, relevant speakers this year. Dave Whitley, The Iron Tamer, kicked off the first day by showing off his strong man skills. As a kid, Dave was overweight and had a terrible stutter. He retreated into a world of fantasy and comic books and dreamed of becoming SuperHuman. He showed attendees how to access the untapped power of their minds and use it for good! Dave literally broke chains and taught the audience how to break their own selfimposed chains of limitation.

After spending time with 22 exhibitors over lunch, the group came back together to listen to Derek Hayden, The Protégé season one winner. Derek, an insurance producer from a small town in central Illinois, utilized tools and strategies he learned on the reality show to lead the competition in sales, and he shared what he learned with EDGE attendees. He provided a proven roadmap for building a successful sales strategy and showed how he utilizes modern selling concepts and technology to give attendees an edge over their competition. Attendees had great things to say about Derek’s presentation and appreciated the perspective of an agent in the same situation as those in the audience.

The social event was one we will all be talking about for a while – The Murder Mystery Event. In a fast-paced game of “whodunnit,” attendees had to mingle to figure out who the murderer was! This provided an excellent opportunity for attendees to get to know each other in a casual atmosphere, plus point fingers at their guilty-looking peers! Thank you to everyone that participated as actors and actresses. It was a blast!

Day two featured agent-favorite Brent Kelly. Brent is a motivating influencer, coach, and speaker who is passionate about helping insurance agencies maximize their performance. He spent 15 years in the insurance industry as a successful commercial lines producer 26

insight

By Rachel Romines

and was named one of the top 12 young agents in the country in 2012. During “Best Version Possible,” Brent encouraged and challenged the audience to gain clarity, build consistency, and commit to achieving ultimate peak agency performance.

We would not be able to hold this event without the generosity of our advertisers, sponsors, and exhibitors.

Thank you to: AgriSompo North America AmTrust Financial Services Applied Underwriters Auto-Owners Insurance Belfor Property Restoration Berkshire Hathaway GUARD Insurance Companies BluSky Restoration Contractors (formerly J.C. Restoration) Branch Insurance Central Illinois Association of Health Underwriters Columbia Ins Group CRC Group Donald Gaddis Company General Agents Acceptance Corp HawkSoft Illinois Mutual Illinois Public Risk Fund IMT Insurance JM Wilson Method Insurance Services Nationwide Insurance Prophetstown Farmers Mutual PuroClean Disaster Services Restore Construction Inc Restoronics Roush Insurance Services, Inc Sensa State Auto Insurance Universal Property & Casualty Planning for the 2023 EDGE Conference will start soon.

If you have any suggestions for next year’s conference, contact Rachel Romines at rromines@iiaofil.org.

Stay up to date on all Illinois Young Agents hosted events & activities at www.ILYoungAgents.com.

Rachel Romines is the Communications Director and Young Agents Liaison for the IIA of IL. She can be reached at rromines@iiaofil.org or (217) 321-3024.

may 2022

Dave Whitley

out k c e Ch hoto p e h t ideo v d n a s on t h g i highl book!

Face

Derek Hayden

Brent Kelly may 2022

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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 BlueCross/Blue Shield of IL Grinnell Mutual Reinsurance Company Keystone Insurance Group, Inc. Pekin Insurance

Silver Level 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 CRC Group Donald Gaddis Company, Inc. Donegal Insurance Group EMC Insurance Encova Insurance Forreston Mutual Insurance Company Frankenmuth Insurance Homeowners of America Insurance Company Illinois Mine Subsidence Ins. Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J M Wilson 28

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Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company Marble Box Marsh, Berry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group Midwest Insurance Company Nationwide Pouch Insurance Previsor Insurance & Missouri Employers Mutual PuroClean Emergency Restoration Services Restoronics Rockford Mutual Insurance Company RT Specialty - Naperville 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 may 2022

associate news | INSIGHT Pekin Insurance Claims Department Earns High Marks From Industry Associations

Ward Group, an Aon Hewitt company, has awarded Pekin Insurance with a “Superior Rating” for its Personal Lines Claims Customer Experience as measured by Ward’s Experience Monitor program.

Ward’s Claims Customer Experience Superior Rating™ is based on achieving a minimum Net Promoter Score (NPS) of 50 across all personal auto and property claims settled and measured during 2021. The NPS is determined through a customer survey process, and it measures how likely customers are to recommend a company’s products or services.

Aon’s benchmarking division, Ward Group, is the trusted leader of benchmarking and best practices services for the insurance industry. For the past 30 years, our firm has analyzed key financial and customer experience aspects of the property-casualty insurance companies, identifying the top performers. Aon Inpoint is dedicated to making insurers more competitive through providing data, analytics, engagement and consulting.

Additionally, Pekin Insurance has been listed among the top 30 insurance carriers in Crash Network’s Collision Repairers report. The ranking is based on how well those carriers work with auto body repair shops to ensure quality repairs and a high level of customer service for motorists.

To provide consumers a tool they can use when choosing an auto insurer, CRASH Network asks collision repairers each year to grade insurance companies based on one simple question: “How well does this company’s claims handling policies, attitude and payment practices ensure quality repairs and customer service for motorists?” The survey found that when it comes to auto insurers, bigger may not be better.

Pekin Insurance Holds Annual Meeting

Pekin Insurance held annual meetings of the following entities: The Farmers Automobile Insurance Association, Farmers Automobile Management Corporation, Pekin Insurance Company, and Pekin Select Insurance Company on February 8, 2022, at their Home Office in Pekin, Illinois.

Daniel V. Connell, Chief Executive Officer and Chairman of the Board, made these announcements: Joel Jackson was elected Senior Vice President and Chief Operating Officer of the Property and Casualty companies and Senior Vice President of the Pekin Life Insurance Company. He succeeds Dina Schultz, who retired January 14, 2022.

Jocelyn Duncan was elected Senior Vice President and Chief Operating Officer of the Life Company and Senior Vice President of the Property & Casualty companies. She succeeds Brian Lee who will be retiring on April 1, 2022.

Eric Shane was elected Vice President – Life Underwriting of Pekin Life Insurance Company. He succeeds Jocelyn Duncan.

The following directors announced their retirements from the board: Scott Martin, Chris Schwartz, and Steve Anderson. All three will remain on the board until the Pekin Life Insurance Company annual meeting on May 10, 2022.

Newly elected board members to fill the retirees’ spots include Brian Dennison, Dealer Operator at Ray Dennison Chevrolet and Ray Dennison Buick GMC Cadillac; Jim Hefti, Vice President of Human Resources at Advanced Technology Services, Inc.; and Nikki Roser, President of First Bank.

Pekin Insurance is a group name adopted to designate the combined operation of The Farmers Automobile Insurance Association, Pekin Insurance Company, Pekin Select Insurance Company, and Pekin Life Insurance Company.

Third Consecutive Year Rockford Mutual Insurance Company Is Named One Of The 2022 Best Places To Work In Illinois

Rockford Mutual Insurance Company (RMIC) was recently named as one of the 2022 Best Places to Work in Illinois.

This awards program began in 2006, promoted by The Daily Herald Business Ledger in partnership with the Illinois Chamber of Commerce, MRA-The Management Association, the Small Business Advocacy Council and Best Companies Group.

This statewide survey and awards program was designed to identify, recognize, and honor the best places of employment in Illinois, benefiting the state’s economy, workforce and businesses. The 2022 Best Places to Work in Illinois list contains three categories: small employers (15-99 U.S. employees), medium employers (100-499 U.S. employees), and large employers (500 or more U.S. employees). RMIC has been named one of the Best Places to Work in Illinois in the small category.

Statewide, companies entered the two-part process to determine the Best Places to Work in Illinois.

Approximately 25% of the total valuation is based on workplace policies, practices and demographics; while 75% of the total valuation is based off of an employee survey to measure the employee experience. Best Companies Group managed the overall registration and survey process in Illinois, analyzing the data and using their expertise to determine the final rankings.

RMIC will be recognized and honored at the Best Places to Work in Illinois awards ceremony coordinated by The Daily Herald Suburban Business on Wednesday, May 11. The final rankings will be announced at the event, posted on the Daily Herald Suburban Business website, and published in a special commemorative section on Sunday, June 26.

David Coughlin was elected Vice President – Sales and Marketing of all Pekin Insurance companies. He succeeds Joel Jackson. may 2022

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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

In March, the IIA of IL highlighted the achievements of women in insurance. The following are two of the submissions we received. Check back next month for more. If you would like to see your agency highlighted in a future issue of Insight, fill out the short submission form at www.iiaofil.org/Agency-Spotlight-Submission.

Rebecca Korach Woan

Chartwell Insurance Services - Chicago We would like to hear more about your time in the industry. Why did you choose insurance and when did you begin?

What advice would you give to the next generation of female insurance professionals?

Are there any unique professional struggles you’ve had as a woman in insurance, both in the past, and currently?

Tell us what the future holds for you. Or, what do you think the future of the industry will look like?

My parents had an insurance agency and I never expected to be in insurance. (Does anyone?) However, after starting out in finance I had the opportunity to join my family’s business and I enjoyed being out of the corporate world. A little less than ten years later I started Chartwell Insurance Services.

I have found the insurance industry to be generally welcoming to women. The board rooms are a different story however and I can say I have never been asked to serve but would definitely be interested.

Never forget that we rise together and we need to support each other. Also never hesitate to ask for help when you need it. There is a lot more awareness and understanding which is making management more empathetic.

Sometimes the person struggling may feel like it is obvious to others but they may be hiding their challenges, from work life balance to mental health. Don’t be afraid to speak up and if your employer is not understanding you know you need to make a change.

We are at an inflection point where the cost of insurance is rising dramatically and the expectation of the policyholder is for top quality claim service. As an industry we must collectively work to help our clients mitigate risk or we will not be able to offer our value proposition.

Sandra Falco

Assured Partners of IL/Corkill Insurance Elk Grove Village We would like to hear more about your time in the industry. Why did you choose insurance and when did you begin?

I kind of fell into insurance when I was hired as a receptionist in 1990. Never looked back, just kept working my way up from there.

Are there any unique professional struggles you’ve had as a woman in insurance, both in the past, and currently?

The industry itself seems almost limitless as far as opportunity, but I’d say that you have to have a thick skin at times.

may 2022

What advice would you give to the next generation of female insurance professionals?

Always keep up with your education. It will never fail you.

Also - look out for other women looking to get into or grow in the industry - we have to take care of one another.

Finally - be involved - in your community, in our industry.

Tell us what the future holds for you. Or, what do you think the future of the industry will look like?

I believe the independent agency is more important than ever. Just making sure we stay engaged with our customers and help them understand the coverage choices our there is the most important thing. Our business is evolving all the time so keeping up will also be incredibly important. insight

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MEMBERSHIP MEANS MARKET ACCESS Let’s face it – Independent agents need good markets to be competitive. Greater access means more opportunities for success. WE’RE HERE TO HELP. Independent Market Solutions creates company relationships for agents who may be unable to secure appointments on their own.

Through association membership, agents can access multiple insurance carriers and grow their business into long-term, direct appointments.

iiaofil.org/ims

iia of il news | INSIGHT

Education Classes may

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E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual E&O Roadmap to Personal Auto Webinar CISR-Element of Risk Management Virtual AND In-Person (Springfield) CISR-Commercial Casualty 2 Virtual Class CIC-Commercial Casualty Virtual AND In-Person (Springfield) E&O Roadmap To Cyber & Privacy Insurance Webinar E&O: Defenses and Preventions Webinar Pre-Licensing-Life & Health Virtual CISR-Insuring Commercial Property Virtual Class The Evolution of Ethics in Insurance Webinar E&O - Roadmap to Policy Analysis Webinar

New Members member agency Ackermann Agency, Inc. Red Bud, IL Flywheel Insurance Services LLC Chicago, IL Mealiff Insurance & Financial Services, LLC Mendon, IL Muir Insurance Group Lake Zurich, IL Protecta Insurance Group Inc. Schaumburg, 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. may 2022

june

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E&O Roadmap to Personal Auto Webinar CISR-Insuring Personal Auto Exposures Virtual AND In-Person (Springfield) E&O-Roadmap to Homeowners Endorsements Webinar Pre-Licensing-Property & Casualty Virtual E&O Roadmap To Cyber & Privacy Insurance Webinar CISR-Insuring Personal Residential Propert Virutal Class CIC-Inurance Company Operations Virtual Class E&O:Identity Theft, Red Flags, and Money Laundering Webinar Agent’s E&O: Duties, Best Practices, Operations, Webinar Pre-Licensing-Life & Health Virtual E&O - Roadmap to Policy Analysis Webinar CISR-Life & Health Essentials Virtual Class Flood Insurance, FEMA, and the NFIP Webinar Why Good People Do Bad Things: Agency Ethics Webinar

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

Golf Outing & Annual Meeting June 16-17 DoubleTree Hotel & Prairie Vista Golf Course Bloomington, IL ILFarmAgents.com insight

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INSIGHT | classifieds for the insurance professional by the insurance professional

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

INDEPENDENT INSURANCE AGENCIES WANTED

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:

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.

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

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

POSITION AVAILABLE - AGENCY RELATIONSHIP COORDINATOR

21. Illinois Casualty Company is looking for an Agency Relationship Coordinator to cultivate and expand our independent agency partnerships. This role has growth potential and is supervisory. Past insurance experience is required, especially on the agency side. Carrier experience is a plus. A generous benefits package includes Medical, Dental, Vision, Profit Sharing bonus, Employee Stock Ownership Plan, work-life balance, flexible scheduling, remote work, generous paid time off, and stability working for a growing carrier.

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.

Corbyn Beck Illinois Casualty Company (309) 793-1700 hr@ilcasco.com

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

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.

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

Visit www.ciagonline.com for contact information.

We Make Hiring Easier

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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

34

insight

may 2022

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.

MORE IMAGINATION.

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...And More To Come.

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