Insight May 2018

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

the journal of trusted choice independent insurance agents of illinois

May 2018

CONTENTS 14

7 Ways to Keep Customers Coming Back

By John Graham

Make Sure Your Sales Career is the Exception, Not the Rule

By John Chapin

20

16

We Rise by Lifting Others

#IIADayofGiving Inspires National Charitable Movement

25

By Peter J. Strauss

27 Young Agents

Regular Features

In This Issue

7 28 29 38

11 12 33 35 36

President’s Message Associate News IIA of Illinois News Classifieds

23

The Three Stages of Evolution for Forward-Moving Entrepreneurs

19 e-Insight

9 Trusted Choice

16

Industry Government Staff Profile People in the News Industry News

INSIGHT

Insight is the official publication of the Independent Insurance Agents

of Illinois (IIA of Illinois). The magazine is published monthly for the

members of the IIA of Illinois, with the office located at 4360 Wabash Avenue, Springfield, Illinois 62711-7009; Consumer Website: www.ChooseIndependent.com. The IIA of Illinois welcomes letters discussing concerns of the insurance industry, articles, editorials, other matters of interest to the membership. The editor reserves the right to edit and select submissions for publication. Address submissions for review to dfrench@iiaofil.org.

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

info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

ADVERTISERS

Board of Directors Executive Committee

Chairman of the Board | Rick Sutton (309) 692-8544 | ricks@was-irp.com

26

ABRC

President | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com

37

AMERISAFE

6

AMTRUST

President-Elect | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com Vice President | Bill Wirth (618) 939-6368 | billw@wirthagency.com

40

APPLIED UNDERWRITERS

Secretary/Treasurer | Bennie Jones (312) 960-6200 | bjones@rmsoa.com

26

BERKSHIRE HATHAWAY GUARD INS. GROUP

IIABA State National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | sanins@essex1.com

18

EBRM

8

EMC

Regional Directors

31

FCCI

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

24

INSURANCE ASSOCIATES OF AMERICA, LLC

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

30

INVEST

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

10

IPMG

5

IPRF

Region 4 | Michael Gonet (815) 339-2411 | mike_gonet@hotmail.com Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com

35

JM WILSON

2

MOTORISTS INSURANCE GROUP

Region 7 | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com

34

PREFERRED PROPERTY PROGRAM

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

39

SECURA

Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com

36

SOCIETY

Region 10 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com

24

THE IMT GROUP

At-Large Director | George Daly (708) 845-3311 | george.daly@thehortongroup.com

34

TRANSCOM GENERAL

At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

22

WEST BEND MUTUAL

Region 6 | Rob Messer (815) 459-3300 | rmesser@marketfinancialgrp.com

Committee Chairs Agency/Company Relations | Open Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com InsurPAC | Thomas J. Walsh, CPCU, CIC, AAI, CRPC (630) 737-0300 | tjw@twgroupinc.com IIAPAC | George Daly (708) 845-3311 | george.daly@thehortongroup.com

IIA of Illinois Staff Education Director, CRM Manager Shannon Churchill - (217) 321-3004 - schurchill@iiaofil.org Vice President of Communications Deann French - (217) 321-3022 - dfrench@iiaofil.org Products & Services Administrator Melissa Hilgendorf, CIC, CISR - (217) 321-3012 - mhilgendorf.indep12@insuremail.net Accounting & Admin Services, Tradeshow Admin Tami Hubbell - (217) 321-3016 - thubbell@iiaofil.org Director of Human Resources/Board Admin Jennifer Jacobs - (217) 321-3013 - jjacobs@iiaofil.org Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org Chief Executive Officer Phil Lackman - (217) 321-3005 - plackman@iiaofil.org

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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PRESIDENT'S MESSAGE

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

Staying Resourceful in D.C. We had a full Legislative Conference in Washington D.C. ready to go. Meetings were scheduled and 31 folks from IL showed up to build relationships with their legislators and staff. But we ran into a problem when the House of Representatives decided to recess a day early and potentially ruin our day on Capitol Hill.

As soon as we found out, our group sprang into action and started making calls (insurance agents are good at this!) and I’ve never been prouder to be a part of this association.

Some folks were able to meet a day early. Some had meetings while walking to another meeting. And others stayed up late or got up early. All in all, we made it work and kept almost every meeting.

The two most pressing issues we will continue to need everyone’s help on are the renewals of the National Flood Insurance Program and the Federal Crop Insurance Program within the Farm Bill.

A few other issues we discussed were 1, Clarifying some of the provisions in the tax reform bill, 2, Restricting or eliminating the Federal Insurance Office (FIO), 3, Make a full repeal of the “Cadillac Tax” as defined in the ACA, and 4, Work on uniform national standards for Cybersecurity.

Our group also heard directly from several Members of Congress in leadership positions and were treated to an hour-long Q&A with Fox News Journalist Bret Baier.

It was a hectic week but always fun and very rewarding!

If you have never been, you are missing out on a unique experience. Thank you to everyone involved that helped plan the event, set meetings, and has developed congressional relationships. The work you do locally throughout the year makes our trip to D.C. better.

Completely grateful,

Flood: We asked not only for Congress to extend the flood program (as it is set to expire on July 31 in the middle of hurricane season), but also that they make it a long term modernized reauthorization, that would increase take-up rates both in the NFIP and the private market.

Crop: The FCIP is and has been a good example of a successful private-public partnership. We urged Congress to support the FCIP and oppose any amendment/proposal/ legislation that increases the cost of the program to farmers, reduces the number of farmers eligible (destabilizing the risk pool), or weakens the private sector delivery. The current Farm Bill expires Sept 30th.

Congressman Darin LaHood, R-18th District, with Ryan Hite in Washington, D.C.

may 2018

insight

7

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It’s a relationship you can always count on.

www.emcins.com ©Copyright Employers Mutual Casualty Company 2018. All rights reserved.

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INDUSTRY

Insurance Information Institute Releases 2018 Fact Book Read the Latest Trends and Statistics Shaping the Insurance Industry Known for offering the latest qualitative figures and developments within the insurance industry, the Insurance Information Institute (I.I.I.) has published its 2018 Insurance Fact Book, the industry’s go-to resource for businesses, journalists, policymakers, researchers, and students.

Providing comprehensive statistics indexed by state and insurance categories, the Insurance Fact Book allows its readers to understand the industry at a glance.

The 2018 I.I.I. Insurance Fact Book includes thousands of facts, figures, statistical tables, and charts documenting the growth and composition of the insurance industry through a variety of matters such as World Insurance Markets, Retirement, Life/Health Financial Data, Property/Casualty Insurance, Incurred Losses, and the various Factors Affecting Insurance Costs.

“The 2018 I.I.I. Insurance Fact Book was developed for use by anyone needing in-depth knowledge of the power that is the insurance industry,” says Sean Kevelighan, Chief Executive Officer of the Insurance Information Institute. “For nearly six decades, the Fact Book has been the essential reference resource on insurance. After record natural catastrophe losses in 2017, it’s more important than ever for audiences to have objective, fact-based content— and know that the insurance industry will emerge from these challenges stronger and better prepared to serve the public.”

Areas that the 2018 Insurance Fact Book covers includes: • Premiums - Net Premiums Written for Property/Casualty and Life/Health, Direct Premiums Written for Property/ Casualty and Life/Health

• Auto Costs/Expenditures - Average Expenditures for Auto Insurance, Top 10 Most Expensive and Least Expensive States for Automobile Insurance, Average Expenditures for Auto Insurance By State, Private Passenger Auto Insurance Industry Underwriting Expenses • Homeowners High Risk Markets - Top 10 States By Population Change in Coastal Counties, Estimated Value of Insured Coastal Properties Vulnerable to Hurricanes

By State, Insurance Provided by Beach and Windstorm Plans • Flood Insurance - Homeowners with Flood Insurance, Flood Insurance in the United States • Earthquake Insurance - Top 10 Writers of Earthquake Insurance by Direct Premiums Written • Fire Losses - Fire Losses in the United States by line of Insurance, Civilian Fire Deaths and Injuries by Property Use, Top 10 Costliest Large-Loss Fires • Cybercrime and Identity Theft - Number of Data Breaches and Records Exposed, Top 10 States for Cybercrime, Top 10 Writers of Cybersecurity Insurance

by Direct Premiums Written • Workplace Losses - Top 10 Private Industries by Number of Nonfatal Occupational Injuries and Illnesses, Top 10 Private Industry Occupations with the Largest Number of Injuries and Illnesses The 2018 Insurance Fact Book may be purchased by ordering copies via email at publications@iii.org or from the I.I.I.’s online store at www.iii.org/store. A PDF of the publication may also be downloaded online and is complimentary to I.I.I. member companies.

• Leading Companies - Top 10 Writers of Property/Casualty Insurance By Direct Premiums Written • Mergers and Acquisitions - Reported Global InsuranceRelated Mergers and Acquisitions By Sector, U.S. and Non-U.S. Acquirers • Premium Taxes by State - Premium Taxes by State, Property/Casualty and Life/Health Insurance • Incurred Losses by State - Incurred Losses by State, Property/Casualty Insurance

may 2018

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government

Legislative Day Highlights

IIA of IL Bill to Allow Webinars for Ethics CE Passes Senate

By Phil Lackman Insurance Industry Legislative Day kicked off with an insightful examination of the growth of Insurtech and how regulators are working with these new entrants into the insurance marketplace. Allan Egbert, an insurtech entrepreneur and Co-Founder of Ask Kodiak, a commercial lines search engine that helps brokers find commercial insurance, spoke to the $3.9 billion invested in Insurtech and the changes disrupters are having on the industry. He also cautioned that there is too much hype on disruption and challenged attendees to look at new technology as enablers vs disrupters.

Illinois Insurance Director Jennifer Hammer spoke to the changes she has initiated at the Department, including a new Innovation Division, to get the Department staff focused on the transformation in the industry and how Illinois’ budget problems hinder the Department’s ability to invest in technology and automation and meet the challenges.

State Representative John D’Amico, Chairman of the House Transportation Committee, was presented the industry’s Legislator of the Year Award for his sponsorship and leadership on the Mandatory Auto Insurance Verification legislation in 2017 and traffic safety issues and distracted driving.

The Democratic and Republican nominees for Attorney General, State Senator Kwame Raoul and Erika Harold, presented their views on the role of the Attorney General

for Illinois Consumers and the Insurance Industry. Harold spoke directly to Illinois’ open and competitive rating system as one that benefits Illinois consumers. She also recognizes the need for balanced changes in Illinois Work Comp system and the impact that the existing system has on the economic climate in our state. Senator Raoul spoke to his unique background and leadership on the Senate Judiciary Committee, including lead negotiator on last year’s Work Comp legislation and took Governor Rauner to task for the breakdown on those negotiations.

Senate Republican Leader Bill Brady, who was on his way back to his district and unable to attend the reception, was able to drop by and thank our members for their many years of support and addressed the many challenges facing Illinois.

IIA of IL CEO Phil Lackman, IIA Executive Director Kevin Martin and Steve Schneider updated the members on pending legislation impacting the industry. Lackman addressed SB 2513-Hastings, an initiative of the Coalition of Agents and Brokers, which creates an Education Advisory Council within the Department of Insurance. The legislation also changes the current requirement that Ethics CE be conducted in classroom and allows webinars to be an accepted method. SB 2513 has passed the Senate and is awaiting action in the House. State Representative Kelly Burke is the lead sponsor in the House.

The punitive 20% Financial Services Tax, HB 4293-Welch, was not called for a vote in committee. Health insurance and benefits remain the focus of attention from both Chambers this year. Mental health coverage is at the top of the list with many advocates and legislators believing that both state and federal parity laws are not being enforced.

HB 68-Lang, incorporates many mandates to address the advocates concerns. However, despite continued testimony to their limited application the fact that state mandates only apply to insured plans and not ERISA qualified plans is not understood by most legislators.

The program ended with an election preview and a reception attended by dozens of members of the General Assembly.

1 2 3 1. Republican nominee for Attorney General, Erika Harold 2. IIA of IL CEO Phil Lackman, Secretary/Treasurer Bennie Jones and President Ryan Hite with Representative Camille Lilly, D-Chicago, Chair of the House Property & Casualty Committee 3. Democratic nominee for Attorney General, Kwame Raoul 12

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may 2018

In April, 23 members of the IIA of IL, including four young agents and three first-time attendees, took part in the Big “I” Legislative Conference in Washington, D.C. Attendees had the opportunity to hear from House Democratic Whip Steny Hoyer (D-Md.), Senate Majority Leader Mitch McConnell (R-Ky.), and Bret Baier, FOX News chief political anchor. Included in the conference is the YAC Gives Back silent auction to benefit InVEST, which raised $37,000 to fund scholarships for insurance students.

Agent visits to Capitol Hill are a central component of the conference and the IIA of IL group met with their individual members of Congress, Senator Dick Durbin (D-Ill.) and with General Counsel for Senator Tammy Duckworth (D-Ill.) where they educated legislators on key issues being addressed by the Big “I” lobbying team this year.

Flood Insurance Attendees urged Congress to extend the National Flood Insurance Program (NFIP) before its expiration on July 31, 2018 to avoid potential coverage lapses for the 5 million property owners that rely on the program. They encouraged support for a long-term reauthorization and modernization of the NFIP that would increase take up rates for flood in both the NFIP and the private market.

They also expressed concern over proposals that would jeopardize private sector delivery of the NFIP or cut the Write-Your-Own (WYO) program that utilizes insurers and agents as the main point of contact for the sale and service of flood insurance policies.

Crop Insurance Agents stressed the importance of the Federal Crop Insurance Program (FCIP) and the role independent agents play in the sale and servicing of crop insurance. They expressed opposition to any amendments to the Farm Bill that would increase the cost of crop insurance for farmers or reduce the number of farmers eligible.

Tax Reform To address uncertainty in the new tax law over the 20% deduction on qualified business income for businesses organized as pass-through entities, attendees urged Congress to request guidance on implementation from the Department of Treasury and the IRS that clearly excludes insurance agents and brokers from the definition of “specified service trade or business”.

Cybersecurity Independent agents reminded Congress that Cybersecurity issues are important to agencies both as business owners, potentially vulnerable to attacks, and as agents providing cyber insurance products to their clients. They encouraged continued attention to the issue and asked that state insurance regulation be considered in the crafting of any federal legislative solution to avoid conflicting or widely varied standards. They also requested that any federal data security legislation be scalable and not overly burdensome for small businesses.

Health Care Big “I” members continue to support protection of the employer-sponsored health insurance system, and specifically, a provision in the Access to Independent Health Insurance Advisors Act that would remove agent compensation as a “non-claims” cost under the medical loss ratio (MLR) regulations.

However, during his address at the breakfast prior to the agent’s departure for Capitol Hill, House Democratic Whip Steny Hoyer (D-Md.) speculated that repeal of the Affordable Care Act will not be a focus for Congress until after the election year with retirement on the horizon for three Republican Senators and 25 members of Congress, including House Speaker Paul Ryan (R-Wis.).

Save the date and make plans to join IIA of IL for next year’s conference, May 8-10, 2019 - travel incentives are available to assist association members in attending this important event.

1

2

1. Pictured Left to Right: Ray Roentz, Ryan Hite, Congressman Rodney Davis, R-13th District , Joe Heneghan and Todd Henricks 2. Illinois Congregation meets with Senator Dick Durbin, D-IL

may 2018

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government

Illinois Agents Hit the Hill

7

Ways to

Keep Custom Comin

Lots of money, effort and time go into acquiring customers, but not nearly enough thought goes into keeping them coming back. Sure, there’s the occasional offer or the “We’ve missed you” discount. All too frequently, we don’t pay attention unless they’re unhappy or turn up missing.

Then, we get busy and try to get them back.

Many don’t get the help they expect, particularly with decision making. A patient in a medication ad wonders if what he’s taking is the best for him. He wants the best so he talks to his doctor and makes a change. We’re confused after poring over online reviews and items with Amazon and “Best Seller” grabs our attention.

Such business behavior has unintended consequences.

The cable companies are an example. Customers have learned to complain and threaten to leave unless they are given concessions. And how do you feel when a company unleashes the sweet talk after they haven’t heard from you?

This is when you say, “Why didn’t you take care of me before I left?”

Feel they’re being taken for granted. They place orders, pay on time, and don’t complain. Sounds like the perfect customer. And then they’re gone. Why? They feel neglected - and chances are they’re right.

Sure, there are so-called loyalty programs. But their track record is spotty. At the moment, Macy’s appears to be having some success. But today’s customers are always alert for the next “best deal.” And it’s not just retail, it’s everywhere.

Whatever the business, the barriers to making a change are crumbling, as a recent Capitol One TV ad depicts so graphically. No matter where they are, it only takes 5 minutes to change, viewers are told.

Customers get it. Nothing holds them back. “I really like doing business with you, but I’m making a change,” they say. Many businesses pass it off as just the way it is today; few have a clue what to do about it.

So, let’s get specific as to why customers leave. Sure, some move, die, and experience lifecycle changes. Even so, there are forces at work that disrupt customer relationships: Some are easily bored. They constantly prowl the Internet for what’s new and different, which one survey pegs as between one and three hours a day just at work.

Others lose interest almost instantly. Studies indicate attention spans are getting shorter - and shorter. You may recall a Canadian media consumption survey by Microsoft that found the average attention span was eight seconds in 2015, down from 12 seconds in 2000.

14

insight

Is there a common thread running through the list? If anything, it shows how fragile customer relationships are today. It doesn’t take much to harm them, but it does take effort to strengthen them. Here are ways to do it: 1. Communicate value. Of course, customers chase the lowest price for auto insurance. They view it the same way they buy milk or bread and a lot of other stuff. Keep the attention directed on why what you sell makes a difference in your customers’ lives.

2. Focus on the front line. Person-to-person contact is the weakest point in most businesses. It ranges from lack of attention and inaccurate information to surliness, being ignored, and lied to. Like it or not, this is the company.

It’s the place of truth, no matter what the CEO says.

3. Act on feedback. Whether a business wants feedback or not, they get it today, often from many directions.

Encouraging feedback should be a company’s primary message, not tacked on somewhere: “We want to be better. We depend on you to show us how.” Then let customers know how they helped.

4. Make messaging personal. Customer must feel that the business experience is about them. Too much is either too general, inappropriate, or what you want customers to buy. Forget it. It doesn’t work and that means it wastes time and money. To do it right takes data.

5. Customize loyalty rewards. Everyone isn’t moved by a singular incentive. Give them options so the decision is theirs. Sure, it’s more complicated, but a key to loyalty is recognizing customers as partners.

may 2018

mers ng Back

By John Graham

6. Listen to their story. Email, text, telephone, letter. Share complaints and what you’ve done about them; show how complaints make a better company. Customers want to talk about their situation.

7. Do something special. Surprise them. Let them know you noticed them. A few days after having brunch at a restaurant, the manager emailed a guest. He said they were pleased to prepare the meal to meet dietary restrictions.

Now, here’s the point. Just as a thread runs through the reasons why customer leave, there’s also a thread that helps explain why they stay: They feel appreciated, understood, and wanted, not just when they come aboard, but consistently over time.

Is a retention effort worth it? “The companies that have a difficult time,” says Wharton researcher Dan McCarthy, “are the ones that don’t do a good job of retaining the customers. They are never able to dial back on customer acquisition, which makes it very hard for them to get out of that loss-making situation.”

In summary, we can say that just as customer acquisition is habit-forming, so is customer retention.

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

Just as a thread runs through the reasons why a customer leaves, there’s also a thread that helps explain why

they stay.

They feel appreciated,

understood, and wanted,

not just when they come aboard, but consistently over may 2018

time. insight

15

Make Sure Your

SALES CAREER is the EXCEPTION,

NOT THE RULE

By John Chapin

To be successful in the world of selling you need to be a contrarian. In every industry successful salespeople are the exception, not the rule. In the insurance field only about 20% of the agents who start are still agents ten years down the road. In real estate, the average Realtor sells three houses a year, and even though some may stay in the business because it’s the family’s second income, and the company allows them to, three houses a year is povertylevel income. In the corporate world, most salespeople don’t make quota and in many cases, even those that do aren’t making six figures. That’s the bad news. The good news is: the top people in sales make tons of money and most have really good lives as a result. The other piece of good news is that success or failure, with rare exception, is completely up to the individual. Sales truly is the highest paying hard work and the lowest paying easy work and the reality is: those that don’t make it never make the commitment to put in the necessary work to be successful.

All of that said, here are a few thoughts to entertain in order to be successful.

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insight

FIVE IDEAS FOR SALES SUCCESS Idea #1: You must embrace the suck.

Like homework as a kid, or eating your Brussel sprouts, there are some things in life that you don’t want to do but you have to. Sales in the same. Whether it’s paperwork, computer work, planning, or calls sheets, there will be things you don’t want to do but you have to. Even some sales related activities aren’t fun. I don’t know a ton of people who love to prospect or cold call, me included, but if you don’t prospect, ultimately you don’t make the necessary sales. The things you don’t like doing, or even downright hate, aren’t going away and no amount of whining or complaining is going to change the fact that you need to do them, so accept them as necessary evils, get them done, and move on.

may 2018

Idea #2: You must embrace failure and rejection.

As human beings this one is tough. Acceptance by others is hardwired into our DNA. Thousands, and perhaps even hundreds, of years ago if we weren’t accepted by the group, we died alone out in the wilderness. In the 21st Century this is no longer true. Yet, most of us, especially salespeople, still have a major need to be liked and accepted. Most of us have moderate to severe approval addiction. Couple with that the sayings we learned as kids such as, “Don’t talk to strangers.” We are no longer small children who can be stolen and yet most people act as if they are and can’t even make eye contact with a stranger walking by. It’s time to recognize these adolescent, false fears and stop acting as if they are real. It’s also time to recognize what lies on the other side of failure and rejection: massive success. We all know the stories about Babe Ruth striking out more than anyone, while also hitting the most homeruns, and Michael Jordan missing the most game-winning shots, while also hitting the most. You must see each failure and rejection as a stepping stone to the next sale. Every call, whether a yes or no, gets you closer.

You’ve got to change your definition of failure, just like Edison who saw his missed attempts as education instead of failure. Though Thomas J. Watson probably said it best, “If you want to increase your success rate, double your failure rate.”

Idea #3: You must embrace discomfort and fear.

What’s interesting is that the psychological fear felt while cold calling causes the same reaction in the body as someone exerting themselves physically, on a long run for example. This feeling is one of self-preservation. It tells the individual to stop cold calling just as it tells the runner to stop running. From a physical standpoint, when running or pushing ourselves physically, this feeling is created by physical discomfort and first kicks in when we have expended about 40% of our physical capacity. In other words, we have another 60% to go. From a psychological standpoint, when exerting ourselves mentally, facing a fear while cold calling for example, this feeling is created by fear and usually kicks in before we even begin our task. In both cases we need to override the discomfort and fear if we are going to grow, expand, and become more physically and mentally. Everything you want is through your fear and outside of your comfort zone.

Idea #4: You must embrace challenges and curveballs.

Challenges and curveballs make you better, stronger, smarter, and more resilient. The more you face and overcome, the more you can face and overcome. Just as the strongest trees are made in the strongest winds and adverse weather conditions, the same is true for humans.

Obstacles you face, and ultimately overcome, are the like the fire that tempers the steel, they make you tougher and more capable. While I’m not suggesting you hope for the flat tire, the health issue, or any other of lives problems that you will encounter on your journey, do your best to rise to the challenge, embrace them, and let them build a better you.

Idea #5: You’ve got to play mind games with yourself.

The above ideas are going to require you to fly in the face of a lot of what you’ve been taught over the years. They’re going to force you to be a contrarian and see good in bad, and blessings in hardship. That is the champion’s edge.

The ability to turn adversity into motivation. Not just in sales, but everywhere in life. What drives champions, what drives you, is ultimately what you’re fighting for, why you get up in the morning. Is it for the things you want: the cars, houses, money, and the feelings those give you? Is it to prove yourself to yourself and/or others? Or is it for the people in your life: kids, grandkids, parents, friends, or even future generations? Is it about how you’ll be remembered once you’re gone, the mark you left on the world?

Remember, life will pay whatever price you ask but it’s not just going to give you the prize without paying your dues, without being committed, without deserving success, without stepping out of your comfort zone, facing your fears, and going after it. Life will test you again and again to make sure you’re worthy. Every single day you’re going to have to put your helmet on, fasten your seatbelt, ride the roller coaster of life, and go get it.

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

Like homework as a kid, or eating your Brussel sprouts,

THERE ARE SOME THINGS IN LIFE THAT YOU DON’T WANT TO DO BUT YOU HAVE TO.

Sales in the same.

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Independent, Authorized General Agent for

An Independent Licensee of the Blue Cross and Blue Shield Assciation

Looking for more info? Call us at (800) 982-EBRM (3276), Click ebrm.com or Come In to our Oak Brook offices.

THERES’S NO LONGER A REASON TO GO IT ALONE.

Be the Health Insurance Expert Your Clients Expect!

T18 H Einsight L A R G E S T G A F O R B L U E C R O S S ® A N D B L U E S H I E L D ® O F I L L I Napril O I2018 S

e INSIGHT -

INSIGH T

M AY 20 18

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

WHAT A YOU DORE ING?

#IIADayo Inspires fGiving Nat

Charitabl ional e Movem ent

ATTRACTING TECH TALENT

How Can Insurers and Agents SUCCEED?

In this month’s e-Insight.

Contact EBRM Today at (800) 982-EBRM (3276)

or online at www.ebrm.com may 2018

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What are you doing June 2?

Before you answer this question, I challenge you to address the following six: 1. Could you do a better job of defining your corporate identity?

2. Would you benefit from better public relations?

3. What would help enhance your employee relations?

4. Do you need to work on your team building?

5. How is your employee retention?

6. Do you need to increase your networking opportunities?

And, if you are now pondering how these six questions tie into each other, the answer is simple, planning to participate in the IIA Day of Giving on June 2 can have a huge impact on and be beneficial for not only your agency, but for your community as well. Studies show that philanthropic efforts undertaken by businesses help reach a whole new audience, foster a positive public image and boost employee morale.

Community service has long been a concept which independent agents have embraced. We have always known that our members represent some of the most charitable individuals in their respective communities. We knew even before we commissioned the 2016 Economic Impact Study which unearthed the following impressive fact: “Property/casualty insurers gave a total of $575 million to charities in 2014, benefiting communities in which they operate in the U.S.” This is the premise on which #IIADayofGiving was built.

The goal of Statewide Day of Giving is to encourage as many individuals throughout the state as possible to devote June 2 to donating time, talent and treasures for the betterment of their communities. We thought about how cool it would be to have our members come together on one day to collectively harness our charitable efforts and show how we can make a difference.

The results were impressive. We had:

17 20 llery e Se Ga oto Ph

516 participants 771 hours donated Over $14,700 raised 26 agencies/companies involved 22 events/fundraisers Benefitting 16 charities

Now factor in the intangible results, such as increasing your reach within your community, creating a sense of unity within your team, bringing awareness to an issue, closing the gap between business and people plus THE KNOWLEDGE THAT YOU ARE POSITIVELY IMPACTING SOMEONE’S LIFE. Still need additional incentive to join us on June 2? How about this, Forresters produced a survey of 1,100 people, which reported that the majority of consumers think businesses should support charities. When faced with a choice between two companies that offered products and services for the same price, 82 percent said their decision would be affected by whether a company engaged with charities and its local community.

And if all this isn’t enough to propel you to be a part of #IIADayofGiving let me share one more point. We have made it as easy as possible. There is no project too small to be included in our overall Day of Giving totals. Check out all the information on the Day of Giving website.

You will find a variety of event ideas, a tool kit complete with press releases and social media messaging, logos and more. See page 23 for information on national and local charitable events.

Join us as we make an impact in Illinois.

Help us demonstrate how charitable independent insurance agents truly are.

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Go

hasvernor R a pro cla uner i Jun e med # IIAD

ayo

2

fGiv

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Statewide

Day of Gi ing Hosted by Illinois Young Agents

June 2, 2018

HOW IT WORKS 1

DECIDE ON YOUR EVENT OR FUNDRAISER

2

LET US KNOW WHAT YOU ARE DOING

First decide how you will participate. Are you hosting an event? Holding an inner-office fundraiser? Donating your time or talent? Or making a donation?

Once you decide how you are giving, let us know!

We will post your event on the website so that others in your area can participate with you, if you’d like. Use the form on the website to tell us your plans.

3 DURING EVENT

Take lots of pictures! Post them on Facebook, Twitter, & Instagram.

You can also send pictures directly to info@IIADayofGiving.org.

4 AFTER EVENT

The Statewide Day of Giving team will be compiling all the results from the day. We want to know every detail of your event or fundraiser!

www.IIADayofGiving.org may 2018

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We know what it took to build this business.

And we know what it takes to protect it.

Underwriters who know and understand what coverages are necessary to protect the business.

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

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

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

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

B EV IG EN “I” T

Big “I” Trusted Choice® Young Agents make a difference in the community and from June 1- 8, 2018 we are going to celebrate the generosity of our industry. The GIVE MOVEMENT is a week long campaign dedicated to giving back to the community. During this week we are asking anyone, anywhere to give back--volunteer, host a fundraiser, be a collection site for a local charity. This week is all about small things making a big difference. The national Big “I” young agents committee will make it easy to make a difference in your hometown with ideas, marketing tools and a competitive online fundraiser with Make-A-Wish! For complete details visit www.independentagent.com. ** Inspired by the Young Agents Committee of the Independent Insurance Agents of Illinois #IIADayofGiving

St. Jude

Charity Garage Sale E ent

L A TS C C O L JE O R P

Held in conjunction with #IIADayofGiving

As part of the Day of Giving, IIA of IL will host it’s second annual Charity Garage Sale Event benefitting St. Jude Children’s Research Hospital on June 2 at the Association headquarters in Springfield from 8:00 am to Noon.

Upscale Community Garage Sale Food Trucks Kids Activities Vendor Row St. Jude Painted Flower Pots Raffles

www.StJudeGarageSale.org

Join us June 2

Multiple events will be happening around the state. Planning an event is as easy as 1, 2, 3.

1. DECIDE ON YOUR EVENT OR FUNDRAISER 2. LET US KNOW WHAT YOU ARE DOING 3. KEEP US POSTED For event listing and ideas for hosting your own event, go to

www.IIADayofGiving.org may 2018

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BE WORRY FREE WITH IMT

We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and hightouch customer service, we are there when we are needed most.

Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.

imtins.com | west des moines, iowa

The Three Stages of Evolution For Forward-Moving Entrepreneurs

By Peter J. Strauss

Growing a business sometimes demands that the owner grow as well. The willingness and ability to evolve – in part by embracing change and creating it around them – is an important trait shared by successful entrepreneurs, experts say.

“True entrepreneurism means not only evolving as a company, but also helping clients evolve as well,” says Peter J. Strauss an attorney, captive insurance manager and author of The Business Owner’s Definitive Guide to Captive Insurance Companies.

The trick is getting the employees to buy in to the changes and evolve themselves. And if that’s accomplished, then comes the third part in an entrepreneur’s evolutionary cycle – fostering growth for the company’s clients.

“Why would you not want to be the best version of yourself? Whether you’re talking about your own people in your company or your clients, there is this giant middle market that has no idea of their potential. They go to work each day just focused on what they do, but they don’t think about things that could help them better their businesses.”

Three Stages of Entrepreneurial Evolution

Self-Admission

Employee Buy-In or Push-Back

Applying In-House and to Clients

It starts with the owner or CEO’s willingness to fully commit to evolving.

You have to evolve as an individual before your organization can evolve.

The company leader must admit they need help with some areas in order to stay relevant and keep growing.” Fully exploring the options to seek knowledge and advice on the right direction are crucial. “Eventually you have to trust the guidance you’re getting,” Strauss says.

Here the tug-of-war with a company’s future often begins. You need people on your team who have ambition to grow and want to be part of something bigger than their job definition or personal goals. Individual rewards will come as the company prospers from the growth changes. But you do run the risk of losing your core group if they don’t believe in what you’re doing. Most people, even the ones who have been with you the longest, probably won’t like it because most people fear change.

It’s a very dicey game to play, but it’s necessary and liberating once the process plays out. It’s classic pain before gain.”

Once the owner knows he has the right people in place, including new hires, he or she has the management team push through the changes. It doesn’t mean there’s a new sheriff in town, but a new way that’s going to make our company and everybody with it better if they don’t fight it. Then you’re able to walk the walk with your clients when you’re helping them evolve. You can provide them with things they can’t build themselves because it’s outside their scope and focus.

It’s important, when a business leader is evolving,

to see others evolving around them.

Peter J. Strauss is an attorney, captive insurance manager We can do more for each other, and author of several books, including most recently

and our clients ultimately can “The Business Owner’s Definitive Guide to Captive Insurance Companies.” Learn more at evolve like our business did. www.peterjstrauss.com. may 2018

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What’s New?

What’s Not?

Now a billion dollar company!

(Sales passed the mark in 2016.)

Secure financial strength that comes from being a member of the Berkshire Hathaway family.

Nationwide geographical scope.

Our A+ (”Superior”) A.M. Best Company Rating.

An increasingly robust One-Stop Insurance Shopping solution via a BizGUARD Plus product suite that features Workers’ Compensation, Businessowner’s Policy, Commercial Auto, Umbrella, and Professional Liability coverage.

Average annual growth in premium in excess of 25% per year for the past five.

Ongoing product and service enhancements to win renewals and keep a high retention ratio.

Broader appetite for select risks (including Total Insured Property Values as high as $50 million for certain industries and risks).

Our focus on being data-driven and using business intelligence to gain a competitive edge.

A superior combined ratio that (according to A.M. Best) outperforms our peers.

Our commitment to distribution through independent agents!

Higher A.M. Best financial size (i.e., “X”).

Enhanced infrastructure to support growth.

GR

ST

H

Berkshire Hathaway

GUARD

Insurance Companies

IT BIL Y A

OWT

We have agency appointments available.

Go to www.guard.com/apply!

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conference

May 16-17 Hotel Indigo Naperville, IL

Two-Day 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

8 Hours Continuing Education

www.ILYoungAgents.com Presented by:

ASSOCIATE NEWS

Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Standard Property & Casualty, a National General Company

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

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS Surplus Line Association of Illinois

The IMT Group West Bend Mutual Insurance Co.

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

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Keystone Insurers Group, Inc. Liberty Mutual Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Motorists Insurance Group Nationwide Rockford Mutual Insurance Co. ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company

may 2018

IIA OF ILLINOIS NEWS Education Classes may

1 3 8 8 8 9 9 10 15 17

CISR - Commercial Casualty 2 Springfield

june

CISR - Risk Management Orland Park CISR - Personal Lines Misc.

Rolling Meadows Ethics Woodridge Proven Business Tax Strategies Springfield CISR - Commercial Casualty 2 Lake Bluff CIC - Commercial Casualty Rolling Meadows Proven Business Tax Strategies Buffalo Grove CISR - Risk Management Edwardsville CISR - Commercial Casualty 1 Bloomington

5 13 13 14 20 26 28

CISR - Commercial Property Springfield CIC - Commercial Multiline Chicago CISR - Commercial Casualty 2 Rolling Meadows Errors & Omissions Edwardsville CISR - Personal Lines Misc.

Champaign CISR - Personal Residential Lake Bluff Agency Perpetuation Rolling Meadows

New Members member agency American Prairie Insurance Solutions, Inc. Springfield, IL Byrne, Byrne and Company Chicago, IL Corporate Risk Management, Inc. Westmont, IL

Online Education www.iiaofil.org May & June Featured Online Classes General PAP | Cyber Liability | General Homeowners Dispelling the Myths of Workers’ Compensation Insurance Hobby and Small Farms | E&O Property & Liability Concepts | Commercial General Liability Protecting Your Most Valuable Asset | Contractors Liability Flood Program | Homeowners Hot Topics | And More

Financial Insurance Brokers Grayslake, IL The Group Insurance Agency, LLC Springfield, IL Trinity Property & Casualty Insurance, Inc. Oak Brook, IL

associate copper level ePayPolicy Austin, TX For information regarding IIA of Illinois membership or company sponsorship, contact Tom Ross, Director of Membership Services, at (217) 321-3003, tross@iiaofil.org.

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3 Annual St. Jude Golf Outing nd

Friday, June 29

To reserve a tee time or make a simulator reservation, contact Greg Sandrock at gregsandrock@2cornerstone.com.

Deer Valley Golf Club Deer Grove, IL

Open Golf All Day $50 per golfer Food & Beverage Provided Cornerstone Agency, Inc. is proud to sponsor Nationwide NASCAR Replica and Simulator.

Noon till 6:00pm (reservation required)

Your customers.

Our promise.

FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for nearly 60 years.

Our expertise in underwriting, risk management and claims handling helps businesses thrive and face the future with confidence.

Rob Smith Senior Business Development Specialist FCCI Insurance Group 317-571-3184

Suggested Donation $20

100% of all proceeds will go directly to

General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety Coverage available in 18 states and D.C. © 2018 FCCI

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OCTOBER 2-4 CROWNE PLAZA SPRINGFIELD

NEW AWARDS

IIA of IL Agency of the Year IIA of IL Agent of the Year

Now Taking Nominations

GOLF OUTING IS BACK Tuesday, October 2 The Rail Golf Course

NEW TRADESHOW DAY & TIME Wednesday, October 3 3:00 - 7:00 pm

MAKE REAL CONNECTIONS

Increased Networking Opportunities

WWW.ILCONVENTION.COM

Staff Profile Carol Wilson E&O Program Manager / Sr. Products & Services Administrator

Number of years at the IIA of IL: 32 years this May What do you like most about your job?

I love working with all our members and making sure they have the coverage they need. I also love working with all the staff at the IIA of IL. Tell us about the first job you ever had: My first job was at the local Tupperware office just answering phones. I think it was the first. I don’t know it was so long ago.

I also worked at one of the local hospitals in Labor & Delivery department.

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

Travel Channel correspondent What is your favorite: Pastime: Spending time with my two Grandsons. Gardening, fishing, camping, going to the beach, building

things, snuggling with my cat Food: Anything Mexican!!!!

Movie: I like Stephen King shows and anything scary TV Show: Don’t really watch TV so there is really no

favorite show Band: Aerosmith Tell us about your family: I have one daughter and two grandsons ages 12 and 9. I also have two sisters and one brother and of course my parents.

They all have kids and grandkids also. We love to hang together. We love animals, going on hikes, camping. Anything outside! We all grow our own food in the summer also. We love fresh veggies!

Name one thing on your bucket list: Galapagos Islands is probably at the top What is your biggest fear?

Retiring with no money Of what are you most proud either personally or professionally?

I am most proud of my daughter and her two boys!

Name something people would be surprised to know about you.

I absolutely love to make things with wood. I love power tools!

I am in the process now of redoing my deck in my back yard.

I am working on designing the railing. All made from scratch, of course!

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

✔ ✔ ✔ ✔

Serving agents in Illinois, Indiana, and Wisconsin.

Industry recognized carriers.

Experienced underwriters.

Knowledgeable and skilled support staff.

(800) 360-3303 transcom-ga.com Preferred Property Program can help you procure Umbrella coverage for your insureds with an AXV A.M. Best rated carrier for the following types of risks: Developer Sponsored Boards Master Associations High-rise Associations & Apartments to 35 stories are eligible and more Limit options ranging from $5 million to $50 million Coverage can include excess D&O ● General Liability ● Auto ● Employee Benefits Employers Liability, Including Employment Practices Liability* (*if covered under the D&O) Follow Form EPLI is available only up to $25 Million limit

AURA

In 2016 we partnered with American Union Risk Underwriters (AURA) located in Florida.

With our new partner we can now also offer our comprehensive Umbrella, with unsurpassed service and for the following types of risks:

Hotels ● Motels ● Timeshares ● Lessor’s Risk Enclosed Malls Shopping Centers Retail ● Office Buildings ● Warehouses ● Light Industrial Apartments Limit options ranging from $5 million to $100 million For information on our AURA program, contact our experienced underwriter Tom Clementi at 877-506-1430 or visit our website, www.aurains.com

A subsidiary of

For more information contact our team of Underwriters

101 Crawfords Corner Road, Suite 1300 Holmdel, NJ 07733

www.ppp-quotes.com

888-548-2465

Laura L. Favinger has been named Chief Administrative Officer at the Insurance Information Institute (I.I.I.), a newly-created position. Favinger was previously Senior Vice President and Head of Government and Industry Affairs for Zurich North America.

Favinger, who will be based in the I.I.I.’s Washington, D.C. office, began working this week at the I.I.I. She will oversee the Institute’s Industry Engagement and Strategy Department as well as its internal operational strategy.

Since joining Zurich in 2007, Favinger served in several roles of increasing responsibility. She successfully directed issue management campaigns and implemented stakeholder engagement strategies for Zurich North America while also completing an international assignment at the global insurer’s Zurich, Switzerland, headquarters. Zurich Insurance Group, Zurich North America’s parent company, provides property/casualty and life insurance products and services to its customers in more than 210 countries.

Giacomo “Jack” Michael LiCausi, 72, of Estero, FL, passed away on Friday, April 6, 2018. Formerly of Rockford, IL, he had been an Estero resident for the last three years.

He was born May 2, 1945 in Rockford. LiCausi was a 21year retired veteran of the U.S. Army Reserves with rank of First Sergeant. He was in the insurance business for 40 years until his retirement from Neis Insurance Agency.

LuCausi was a 4th degree Deputy Grand Knight in the Knights of Columbus. He is survived by his children, Jennifer LiCausi, Jacquelyn A. (Christopher) Ward and Jason P. (Mariel) LiCausi of Naples, FL; their mother, Diana LiCausi and three grandchildren.

The Board of Directors and staff of the IIA of IL extend their sincere condolences to the family of Jack LiCausi.

Earlier in her career, Favinger held several public affairs-related positions at Unum Group in Portland, Maine, one of the nation’s leading writers of group and individual disability insurance. She has extensive experience managing external relationships with key insurance industry trade groups, such as the American Council of Life Insurers (ACLI), America’s Health Insurance Plans, (AHIP), and the American Insurance Association (AIA).

A graduate of the University of New Hampshire, Favinger resides in Alexandria, Virginia.

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

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

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people in the news

In Memoriam

Favinger Appointed Chief Administrative Officer At I.I.I.

industry news

West Bend Mutual Insurance is a Best Workplace in Financial Services & Insurance Great Place to Work and Fortune Magazine recently named West Bend Mutual Insurance Company one of the Best Workplaces in Financial Services & Insurance. ®

Inclusion on this national list is based on anonymous survey feedback from company employees. West Bend Mutual Insurance employees were asked to rate leadership strength and integrity, pride in their work and organization, opportunities for professional growth, and support for worklife balance among other factors.

While companies look to recruit and hire the right candidate, job seekers are equally interested in finding the right position at the right company. Great Place to Work uses data and insights to write reviews that offer a true picture of the workplace and elevate the hiring experience.

Companies with published Great Place to Work reviews show they are serious about creating great workplaces, are comfortable with transparency, and are interested in sharing the unique aspects of their workplaces treasured by employees.

A.M. Best Affirms A- Excellent Rating for Society Insurance Society Insurance recently had its overall financial strength affirmed as A- Excellent with Stable Outlook by national rating agency A.M. Best Rating Services. Society has maintained this rating and outlook since 2007.

The A- Excellent rating was supported by a highly successful 2017 in which premiums grew for the seventh consecutive year, exceeding $171 million. Society also set a new record high in policyholder surplus, which increased by 8.4 percent to $153 million. These strong results led to a 98.4% combined ratio, securing an underwriting profit for the fourth consecutive year.

Society earned a Best’s Capital Adequacy Ratio (BCAR) of 99.6%, which represents A.M. Best’s cumulative opinion of financial standing. “We achieved an extraordinarily positive ratio,” said president & CEO Rick Parks. “This result is due to our high level of risk-adjusted capital, strong liquidity and conservative approach to loss adjusting.”

This rating by A.M. Best is effective April 12, 2018. For the latest rating, access www.ambest.com.

Great Place to Work is the global authority on high-trust, high-performance workplace cultures. Each year, more than 10 million employees in 50 countries.

© 2018 Society Insurance

Business as usual even when it’s not.

Small detail. Big difference.

For franchise owners, someone else’s headache can quickly become their own. That contamination loss at the franchise across town? It affects other businesses, too. Society’s franchise endorsement covers lost income and extra expenses due to contamination loss at other franchise locations, which allows owners to focus on protecting their reputation. We’ll also cover updates to franchise standards after a covered loss. So let your customers focus on the things they can control, and we’ll help keep their credibility intact. To discuss an agency appointment, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

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4/10/18 1:30 PM

The Hanover Insurance Group, Inc. has expanded its commercial lines customer service center to service additional specialty coverages within management liability.

The expansion helps the company’s agent partners better serve their clients and improve agency efficiency by accepting a broader array of small businesses into the service center. Previously, only standard commercial lines and some specialized coverages were serviced.

The expansion is in addition to the company’s broad existing service center capabilities, such as BOP and commercial package, worker’s compensation, commercial auto, umbrella, and specialized coverages including marine, technology errors and omissions, professional liability, and more.

These expanded services are now available to all Hanover agents currently enrolled in the company’s customer service center. For more information, Hanover-appointed agents can contact their local Hanover representative.

For more information, please visit hanover.com.

The move follows the company’s commitment to providing agents with distinctive capabilities that help them grow their books of business. With this expansion, the company services full accounts, providing a differentiator to its agents.

The Hanover’s service center expansion includes the following coverages: • Directors and officers • Employment practices liability • Fiduciary liability • Fidelity and crime • Kidnap and ransom • Cyber and security

amerisafe.com - 800.897.9719

SAFE ABOVE ALL

Strong and steady, constantly raising the bar.

All great accomplishments have a certain level of hazard involved, but AMERISAFE has workers’ comp down to the detail. It’s a large part of why we retain 90% of our policyholders.

The best protection is being proactive. *Policyholder retention rate based on voluntary business that we elected for renewal quote: 97.2% in 2016.

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industry news

The Hanover Adds Six Specialty Lines to Commercial Customer Service Center

CLASSIFIEDS

for the insurance professional by the insurance professional

AGENCY WANTED.

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

Visit www.ciagonline.com for contact information.

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

AGENCY/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.

SHARED SPACE FOR RENT

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

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

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

POSITION AVAILABLE

54. Indiana Farmers Mutual Insurance Company, an AM Best “A” rated company, is expanding into Illinois.

Seeking a Field Marketing Manager in central Illinois who brings innovation and creativity to a collaborative business environment. Position will prospect, appoint, onboard independent agencies, then assist agencies with the writing of farm and commercial lines of business.

Create and execute growth strategies with agency partners, take calculated risks, bring value to customer and agents, and be accountable for results. Contact:

Kevin Kelly, VP Sales/Strategic Initiatives Indiana Farmers Insurance 10 W. 106th Street Indianapolis, IN 46290 317-587-0743 kkelly@indianafarmers.com

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

Dan Browne or Cathy Hall Forest Agency (708) 383-9000 dbrowne@forestagency.com

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insight

may 2018

© SECURA Insurance

TRICIA • Says SECURA feels like home • Earns your trust every day with creative problem solving • Two decades of insurance experience

A true people person

Meet Tricia, one of our Personal Lines experts. She’s a natural when it comes to connecting with agents and insuring your bundled home and auto business, just like the others on her team. It’s the genuine kind of expertise we look for at SECURA. And they’re supported by our caring claims group who will treat your clients like family.

SECURA Personal Lines. It’s how you thrive.

Commercial | Personal | Farm-Ag | Specialty

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

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

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