Insight October 2017

OCTOBER 2017

INSIGHT Meet 2017-2018 IIA of IL President

RYAN HITE

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the journal of trusted choice independent insurance agents of illinois

October 2017

CONTENTS 12

Proven Ways to Lose Your Next Sale

By John Graham

Is Binge Working Destroying Your Professional Life and Your Insurance Agency?

By Billy Williams, PhD

12

22

7 Trusted Choice

The Four Pillars of Insurance Leadership

By Brent Kelly Ryan Hite IIA of IL President

36

44 Young Agents

27 e-Insight

In This Issue

46 47 54

9 11 51

IIA of Illinois News Classifieds

28

2017-2018 IIA of IL Board of Directors

Regular Features Associate News

17

Industry Government Staff Profile

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 2009 • 2010 • 2011 • 2012 review to dfrench@iiaofil.org.

2013 • 2014 • 2015 • 2016 •2017 info@iiaofil.org | www.iiaofil.org | (800) 628-6436 or (217) 793-6660 | Fax: (217) 793-6744 The Independent Insurance Agents of Illinois (IIA of IL) has been providing members with a sustainable competitive advantage since 1899.

ADVERTISERS

Board of Directors

Executive Committee

Chairman of the Board | Rick Sutton (309) 692-8544 | ricks@was-irp.com President | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com President-Elect | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com Vice President | Bill Wirth (618) 939-6368 | billw@wirthagency.com Secretary/Treasurer | Bennie Jones (312) 960-6200 | bjones@rmsoa.com IIABA State National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | sanins@essex1.com

Regional Directors Region 1 | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com Region 2 | Joeseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com Region 3 | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@petersoninsuranceciag.com Region 4 | Michael Gonet (815) 339-2411 | mike_gonet@hotmail.com Region 5 | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com Region 6 | Rob Messer (815) 459-3300 | rmesser@marketfinancialgrp.com Region 7 | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com Region 8 | Corbin Adams (312) 938-0900 | cadams.irsinc@ameritech.net Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com At-Large Director | George Daly (708) 845-3311 | george.daly@thehortongroup.com At-Large Director | Ken Samson, CIC (847) 291-0660 | kens@dascoins.com

52 20 15 56 55 53 16 50 6 18 49 45 53 5 26 48 10 34 8 35 2 20 14 21 11 40 44 24

AAA ABRC AMALGAMATED INSURANCE UNDERWRITERS APPLIED UNDERWRITERS ARLINGTON/ROE BERKSHIRE HATHAWAY GUARD INS. GROUP CHICAGOLAND SIA DONALD GADDIS CO EMC ENVISION HEALTHCARE FCCI FORRESTON MUTUAL IPMG IPRF KEYSTONE MAVON INSURANCE METLIFE MICHIGAN COMMERCIAL INSURANCE MUTUAL NATIONAL GENERAL NATIONWIDE PEKIN INSURANCE PREFERRED PROPERTY PROGRAM SCU TAPCO THE IMT GROUP TRANSCOM GENERAL WA SCHICKEDANZ/INTERSTATE RISK PLACEMENT WEST BEND MUTUAL

Committee Chairs Agency/Company Relations | Timothy Nicoud, Jr. (217) 546-6900 | tim_jr@nicoudinsurance.com Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Lindsey Polzin, CIC (630) 655-9112 | lindseyp@winesergi.com Government Relations | William Lawrence, CIC (309) 827-0007 | blawrence@plrinsurance.com Planning & Coordination | Cindy K. Jackman, CIC, CISR (618) 457-0471 | cindy@ciains.net Trusted Choice | Keith Verisario (847) 699-4040 | kmv@allsecurity.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com InsurPAC | Thomas J. Walsh, CPCU, CIC, AAI, CRPC (630) 737-0300 | tjw@twgroupinc.com IIAPAC | George Daly (708) 845-3311 | george.daly@thehortongroup.com

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

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org Vice President, Agents Insurance Services Brian McSherry, CIC - (217) 321-3018 - bmcsherry@iiaofil.org Digital Communications/Web Administrator Rachel Romines - (217) 321-3024 - rromines@iiaofil.org Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org Accounting Services Administrator Debbie Trudeau - (217) 321-3006 - dtrudeau@iiaofil.org Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net Sr. Products & Services Administrator Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

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The second quiz, “Can You Guess Approximately How Many Hours It Takes To Learn These Skills?” asks you to share how long you think learning certain life skills should take.

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Plus there is more. Trusted Choice has developed a wide variety of promotional materials and branded content for our members to utilize free of charge. For more information and complete list of Trusted Choice materials go to cobrand.iiaba.net and login with your Big I username and password.

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INDUSTRY

“Crop Insurance is Working, Don’t Screw it Up” During the annual Farm Progress Show in Decatur a listening session was hosted by US House Agriculture Committee. The following legislators were present: Cheri Bustos (D), Rodney Davis (R), Glenn Thompson (R), Chairman-Mike Conway (R), Collin Peterson (D), Mike Bost (R), Darin LaHood (R).

The town hall style meeting gave the agriculture community the opportunity to discuss the future of farming, how they are being impacted by legislation and issues within the farm community. Crop insurance remained frontal in this discussion. Numerous farmers spoke on their personal experiences with crop insurance and the importance of having a solid farm bill that increases protections for farmers. Community members spoke on natural disasters and their potential impact on crop production and Illinois economy.

“I have been a partner in farming and insurance since the 1990’s. During that time I have seen all types of weather, and conditions seem to becoming more and more volatile.

Just this past spring we had to replant more acres than the

past 39 years added together of my husband’s farming career,” said Linda Carlton-Huber of C F & H Insurance Agency, Inc. Both Carlton-Huber and Greg Sandrock, IIA of IL State National Director, advocated for the Farm Bill and impressed upon the House Committee the importance of that, crop insurance, amendments to conservation compliance, opposition of the AFFIRM Act and the impact of the farm community’s success on Illinois’ entire economy.

“In 2016, almost $92 million in indemnities were paid to Illinois farmers for losses incurred above and beyond their deductibles, which average about 25%,” said Sandrock .

Crop insurance is obviously an extremely important topic to the farming and insurance community; many participants expressed their concerns. One a participant, said to the legislators, “Crop insurance is working, don’t screw it up.”

See the following article for a detailed description of the proposed amendments to the Federal Crop Insurance Program.

Crop Insurance in the Crosshairs The Government Accountability Office (GAO) released a report on the cost of implementing the Federal Crop Insurance Program (FCIP) - and it sounded familiar.

Findings from the report harken back to the 2015 budget conflict, when the Big “I” and other crop insurance industry advocates fought to prevent a $3 billion cut to privatesector delivery of crop insurance.

The GAO report recommends repealing the “sideboard” language in the 2014 Farm Bill which prevents the United States Department of Agriculture from taking money out of crop insurance through the Standard Reinsurance Agreement (SRA) process. Once the sideboard language is repealed, GAO recommends renegotiating the SRA to decrease the target rate of return for companies—the exact proposal that was considered in 2015.

The report also suggests changing the amount of risk companies retain versus the amount the government retains. Finally, the report recommends adjusting the way administrative and operating costs are calculated to level out fluctuations in payments caused by changes in crop prices. Revising the administrative and operating cost baseline will have a direct impact on agent commissions.

By Kirsten Davis

by Jen McPhillips

In response to the GAO study, the Big “I” released a statement with the DC Crop Coalition refuting the GAO’s claims and highlighting the need for a strong crop program that is accessible to all farmers across the country.

As a result of the GAO report, Rep. Earl Blumenauer (D-Oregon) filed an amendment to the House Appropriations package that imposes a payment limit of $125,000 on the aggregate of commodity payments, conservation payments and crop insurance premium discounts. The Big “I” has always opposed a cap on premium discounts because they can hinder a farmer’s ability to purchase adequate coverage for their farm. The House Rules Committee is expected to meet early next week to develop a structured rule for the appropriations package that must be passed before the end of September.

At this point, there is no guarantee that the amendment will be considered on the floor, since some members of Congress may be reluctant to reopen the Farm Bill in the appropriations process.

The Big “I” and crop company partners prepared talking points and additional materials if it becomes necessary to engage Congress on this issue. Stay tuned to future editions of the weekly News & Views e-newsletter for updates on the status of the amendment.

Jen McPhillips is Big “I” Senior Director, Federal Government Affairs

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IIA of Illinois, in collaboration with six industry professional organizations, hosted a joint legislative reception on September 6th in Chicago prior to our State and National board meetings.

As we do throughout the state and in Springfield and Washington DC, the event was designed to educate state legislators on the diversity of the industry and the independent agent channel and the economic contributions - employment, taxes and charitable endeavors - we make to communities throughout Illinois and the state itself. IIA of Illinois’ efforts with the InVEST program in high schools and community colleges were also highlighted.

In addition to legislators from the Chicagoland area, attendees heard from the Chairs of the Senate and House Insurance Committees, both of whom are from Chicago.

Representative Camille Lilly (D-Chicago) Chairs the House Property & Casualty Committee, praised agents and brokers for taking the time to work with her on several issues this session as she does not have a deep background in the industry.

The diversity of the industry was evidenced by the different groups participating in and sponsoring the event. The groups included Surplus Line Association of IL, NAIFA IL, Association of Lloyd’s Brokers, Illinois State Association of Health Underwriters, Professional Liability Underwriting Society, National Association of African American Insurance Agents, and our local association, Chicagoland IIA. The groups hope to continue working on collaborative events in the future.

Senate Insurance Committee Chair John Mulroe (D-Chicago) singled out IIA of Illinois for our advocacy efforts and educating members of both parties on the committee on issues impacting agents and the industry.

Senator Mulroe is keenly aware of the competitive market in Illinois and the benefits to consumers.

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Industry Associations Join Forces for Chicago Legislative Event

Proven Ways to

Lose Your

Behind their assertions of self-confidence and annoying arrogance is an undeniable fact: It takes guts to get the endless unknowns and oddities of customers. But that’s what salespeople do.

At the end of the day, it isn’t how many calls you make, appointments you go on, or proposals you prepare. It’s how much revenue you chalk-up. Some sales are better than others, but every sale counts. After losing a sale, how many times have you said, “I can’t believe it. I was sure I had that one.”

No one sets out to lose a sale. But it happens. That’s why recognizing the danger signals can help avoid unnecessary losses. Here they are: Deciding who will buy and who won’t. No matter what they may say, no one dislikes disappointment more than salespeople. So, they come up with the clever little trick to avoid it by claiming they can tell if a customer is going to buy or not. Having been through it so many times, they have a sense of what’s going to happen.

This thought process helps avoid the downer of disappointment. You knew the outcome, so just pick yourself up, dust yourself off, and move on. It also erases the need to analyze what you could have done differently to get the sale.

Assuming the sale is a sure thing. Because selling is a tough game, salespeople are prone to believe that having “the right attitude” they can influence the outcome of a sale. If they think the sale will go their way, it will.

Unfortunately, this approach keeps the focus on the salesperson and takes it away from the customer. To try to do both at the same time doesn’t work, as Stanford University has shown with multi-tasking research. In fact, they found that the human brain is built to do one thing at a time.

This suggests that salespeople are at a disadvantage if they try to keep the focus on both themselves and the customer at the same time. It’s counterproductive if they try, and it may send a signal to the prospect that the salesperson “isn’t all there,” which is exactly the case.

Playing the “friend game.” The salesperson’s mission is to present a compelling case for winning the order, not to make a friend or to feign friendship just to get the sale. Customers can see through such thinly veiled tricks.

They’ve seen it and they don’t like being used.

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More than anything, the goal is to be viewed as competent.

Impress the customer by being laser focused on the customer so that you thoroughly understand the business and the issues and can differentiate yourself from the competition.

If a friendship should occur, it will be after you get the account, not because of it.

Quitting too soon. For serious salespeople, the “Urgent” sign is lit up all the time. Get in, get the order, and get out.

And it’s understandable and even commendable because that’s what gets the job done. But not always.

There are times when you can be too sure of yourself and overly confident. After giving it your best effort, you decide the prospect can’t make a decision or isn’t serious.

Then, three months later you find out that the person bought from a competitor.

Some prospects put salespeople to the test, checking them out to see if they want the business.

Failing to ask discovery questions. Some salespeople can’t wait to get to the good stuff - their sales pitch. They’ve been through the drill so many times they find it distracting and a waste of time getting bogged down in asking a lot of discovery questions. That may be OK for new salespeople, but not necessary for anyone with their experience.

Not so, by any measure. The purpose of discovery questions is not just to qualify prospects, but to engage them so they are talking about what’s really important to them—their business. There are many possibilities, but here are four examples; • Why did you agree to meet with me?

• What sets you apart from your competitors?

• Are there changes going on that affect your business?

• What problem are you trying to solve?

All of which is to get the right person (the customer) talking and the right person (the salesperson) listening, instead of the other way around. If you’re listening, you’re learning.

When you do that well, you will know what to do to make winning presentation.

Dispensing solutions. When customers have a problem, they are primed to look for quick, easy, low-cost solutions. You might call them “low-hanging fruit” or, more appropriately, “easy prey.” They’re in hot water and they want to get out. This is why salespeople armed with appetizing and tasty solutions get their attention. october 2017

r Next Sale (and how to avoid it)

By John Graham

Unfortunately, instant-fix solutions are like pills we pop to take away the pain. Customers want to believe they work, but, as we so quickly discover, they only disguise it and it doesn’t take long before it’s back. Yet, this is the sales tactic far too many salespeople utilize throughout their careers and why they have so few repeat customers and referrals.

The Smartphone Age brings the essential role of the salesperson into sharp focus and, surprisingly, it’s not new—it’s the same as ever. Believe it or not, the picture hasn’t changed over time. The sales task is that of the specialist, the one who serves as an authentic resource customers can trust.

If there’s a single objective in sales, it’s to empower customers to make decisions that are in their best interest, decisions that result in satisfaction.

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, 617-774-9759 or johnrgraham.com.

Giving customers what they say they want. “What’s wrong with that? That’s why we’re in business, isn’t it,” you say. In the Age of the Smartphone, there is no need for salespeople who are merely “transactors,” who literally give customers what they ask for, and whose function is to scan barcodes and say “thank you.” Robots can perform that function 24-hours a day more efficiently and at lower cost.

If there’s a single objective in sales, it’s to empower customers to make decisions that are in their best interest, decisions that result in satisfaction.

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Is BINGE WORKING Destroying Your Professional Life and Your Insurance Agency?

By Billy Williams, PhD You’ve no doubt heard of binge drinking and binge eating, but you probably haven’t heard of binge working.

Just like the previously mentioned binges, binge working is a pattern of performing an excessive amount of work in a short period of time, or, expecting an excessive amount of work in a short period of time from others.

Being a binge worker is not the same as being a workaholic.

Workaholics work consistently at their job; the pace and amount of work they perform rarely changes.

Binge workers on the other hand have massive swings in their work production and emotions.

Binge workers usually only work at their binge pace for a short time, the rest of the time they tend to be unproductive and inefficient with their time and activities.

There are many problems and issues related to being a binge worker, especially a binge leader. october 2017

Here are a Few Problems with Binge Working 1. Just like a binge drinker, or a binge eater, binge workers tend to be emotionally and verbally abusive when they are on their binge.

They often say things like “things are going to change around here.” “You guys have been taking advantage of me and I am sick of it.” Or, “I’m going to have to fire you if you don’t get your act together.”

2. When I work with a small business as a mentor, I immediately look for the symptoms of binge leadership, once I see it, I know my number one job is to calm down the team members and to try to mitigate the emotional damage that the binge leader has caused.

3. Binge leaders rarely train their staff or team members because of the leader’s poor time management and complete lack of focus. However, when they’re on a binge, they expect the team to be operating at peak efficiency and continued... insight

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binge right along with them, often requiring the employees or team members to stay late or come in early.

4. Binge leadership usually results in high staff turnover since success measurements change from moment to moment depending on the mood of the binge leader.

5. Binge workers and leaders try to perform too many task and projects that they are not qualified, educated enough, or have the technical skills to do, which result in a lot of “started but never completed projects.”

6. Binge leaders often (very often) pull their employees and other team members off of their schedules and tasks because they want their binge ideas to take priority over everything else. This generally disrupts the entire office or organization and leads to an immense amount of frustration.

7. When a binge worker or leader comes off of their binge, they leave a mess for others to clean up. Often when a business comes to us for mentoring, it is to clean up the mess that a binge situation has caused in the business.

8. If the binge worker is the owner or leader in the business, they are generally the reason their business never moves forward.

It’s hard to move forward when the majority of the employees’ work day is spent fixing problems a binge leader causes. I could go on and on but I think you get the point.

How to Not Fail as a Binge Leader If you are a binge leader here are some things you can do to “get the hell out of your own way!”

1. Use as much automation as possible in the day to day operation of your business. Automation isn’t afraid of your binge tirades and it will not call in sick just to avoid you. Using automation such as drip email schedules, automated phone tools, and tracking tools will help with the consistency of operating your business.

2. Have your employees and team members follow a daily tasks and process schedule. It is much more difficult to pull your team off of their tasks when the tasks are an everyday part of the culture of your business.

3. Have a set schedule (day and time) for your leadership tasks to get accomplished. Schedules help control binges and emotions.

4. Have a mentor and/or a board of advisors that you talk to on a regular basis. A good mentor and/or a board of advisors will help keep your binges under control and help you identify your weaknesses.

5. Outsource tasks and processes that you tend to screw up. Be honest with yourself, if you are not good at a task, get the hell out of the way and let someone that is good at the tasks, do the dang task!

6. If you hired bad employees that can’t learn to properly perform a needed task or process, that is your fault, and you have to make a business decision: either train them, or get rid of them. This is one time where your binge could actually come in handy, since you will probably fire them while you are ticked off.

7. Find your happy place and your energy makers! Usually binge working is a result of dealing with stressful issues outside of the work place such as people or finances.

(Though usually your money problems are a direct result of your binge working and the problems it causes.) Prayer, reading motivational books, and surrounding yourself with high energy people will help you find your happy place.

Billy R. Williams, Ph.D., is the President of Inspire a Nation Business Mentoring, an insurance agent and small business owner mentoring company that mentors 1000’s of insurance agencies and small businesses annually on the best tools, processes, and workflows to grow their enterprise.

BE HONEST WITH YOURSELF If you are not good at a task, get the hell out of the way and let someone that is good at the tasks, do the dang task!

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october 2017

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The

Four Pillars of

Insurance Leadership Build a strong foundation for your success

by Brent Kelly The term leadership is used every day in business, sports, and in our personal lives. It’s often discussed, but rarely understood.

Like many industries, the insurance industry has been influenced by both positive and negative leadership over the years. Today, with the rapid pace of new information, changing technology, and growing Millennial workforce, strong leadership is needed now more than ever before.

What is true leadership?

For much of my life, I thought leadership was about power, experience, or titles. What I have come to realize is that true leadership isn’t really about any of those things.

After 17 years insurance industry experience both from the inside and outside, I have seen countless examples of both strong and weak leadership characteristics from agency leaders, company personnel, producers, and administration.

I want to discuss what I have discovered to be the 4 foundational pillars of authentic and effective insurance leadership. I believe that by understanding and implementing these leadership principles into your life and business, you will become a stronger leader, gain influence with those around you, and grow your business.

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I. Everything Rises and Falls on Leadership There is no part of your organization that leadership does not impact. When I first heard the phrase, “Everything Rises and Falls on Leadership,” from my mentor John C. Maxwell, I thought it was cute and catchy, but I didn’t fully grasp the full importance of this quote until I really started to examine my own leadership experiences and began working with numerous insurance organizations across the country.

Your ability to lead determines your effectiveness. Period.

I often work with insurance agency or company leaders who feel stuck. They are looking for the next new idea or process to implement. Although, they may be searching for a new idea or process, what they most desperately need is improved leadership ability.

Leadership is the lid to your potential. The higher your leadership effectiveness, the higher the lid is on your potential. Remember, everything rises and falls on leadership.

So why do so many organizations fail to develop leadership ability? Why is the insurance industry lacking in the number of positive leaders? There are countless reasons, but the bottom line is that great leadership takes daily hard work and as I will discuss in pillar three, it doesn’t happen overnight.

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When I work with growing agencies and companies, there is always one common theme. Successful agencies and companies understand and live the principle that everything rises and falls on leadership. They work every day on becoming better leaders. There is no magic leadership pill or potion. You must be intentional about developing your leadership ability.

Whether you feel that your current leadership effectiveness is a two out of 10 or a six out of 10, your effectiveness as leader will never rise beyond that number until you are willing to invest in your own leadership development.

Since I do truly believe that everything rises and falls on leadership, there isn’t a better investment you can make than in your leadership development.

II. Leadership is Influence, Nothing More, Nothing Less I recently had a meeting with an insurance agency leadership team. After the meeting, I had a private conversation with one of the team members. In our discussion, I heard something that really struck me. She said, “I don’t have the highest title, ownership, or even the most experience at this agency, but if I left the agency, I know that most of the agency staff would want to follow me because I have the most influence.”

The leader just exemplified what true leadership is all about. Leadership is influence, nothing more, nothing less.

As I said in the open of the article, leadership is often misunderstood. While you can have title and influence, it’s not the title that gives you true influence.

As John Maxwell states in The 21 Irrefutable Laws of Leadership, “True leadership cannot be awarded, appointed, or assigned. It comes only from influence, and that cannot be mandated. It must be earned.”

Sometimes the words leadership and management get thrown together as if they are the same thing. While both leadership and management are important for all organizations, they are very different skills.

Management is focused on maintaining systems and processes, whereas leadership is about influencing people.

Again, both attributes are important, but they are not one in the same.

In my 15 years of insurance production, I don’t know of one client who did business with me because of a positional title that was given to me or given by myself. As Stanley Huffty stated, “It’s not the position that makes the leaders; it’s the leader that makes the position.” The same it true of agency leaders I have worked for. Some of the most influential people I have worked for did not have the highest position, but they did have the most influence.

So how do you know if you have influence? The best indication is in your followers. There is an old proverb that says, “He who thinks he leads but has no followers, is only taking a walk.” Who is following you? Are they going where you want them to go or are they wandering off in their own direction?

Regardless of your current title, position, or experience, how can you gain more influence as a leader? There are several ways to gain influence, but I want to focus specifically on two that I will discuss in my next two pillars of insurance leadership.

III. The Highest Calling of Leadership is Self-Leadership Before you can lead anyone else, you must first be able to lead yourself. That’s why I believe that the highest calling of leadership is self-leadership.

When I conduct a live training on self-leadership I often demonstrate the power of self-leadership with a couple of drinking glasses. In the first example, I try to pour an empty glass into another empty glass. Too often leaders try to serve others without filling their own cup. It simply doesn’t work.

In the second example, I pour water into the first drinking glass. The water represents self-leadership through personal and professional growth. When you begin to grow yourself, you can then more effectively grow those around you. The great thing about self-leadership is that it is never ending.

You can always reach for more water to fill your cup...... but you must be thirsty.

One of the top characteristics I see from the best leaders is that they are lifelong learners. No matter what they know and what they have learned, the most successful leaders are always hungry to learn and grow more.

Former Chrysler chairman and CEO Lee Iacocca once commented, “Sometimes even the best manager is like the little boy with the big dog, waiting to see where the dog wants to go so that he can take him there.” True leadership is about inspiring positive change.

Influential leaders understand that leadership is a process, not an event. They don’t attend one workshop or take one class and suddenly think they have arrived at the final destination. In fact, the more top leaders learn, the more they realize how much more there is to learn. Just like interest in your bank account, leadership skill compounds.

I also used to think that leadership was about the position you held. For most of my business career, I was an insurance producer. Although the title of “producer” or “agent” doesn’t sound like a leadership position, nothing could be further from the truth. Why do you think that most insurance agencies ask producers to sign a non-compete agreement? Yes, there are financial considerations, but think a bit deeper. Who has the greatest influence on the most important relationships.... the clients…in every organization?

In 2003, I hit the lowest point of my personal and professional life. I was deeply in debt, unmotivated, and unsure of where to turn. That year I was introduced to my first personal growth mentor, Jim Rohn. I listened to an audio recording of Jim teach and realized that all my problems were caused by one person...me. I started to make small changes in my attitude and habits and thus began the process of my own personal and professional growth. Many years later, I am still working on growing and developing every day as a leader. continued...

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Jim Rohn said something that I have never forgotten. He said, “Work hard on your job, make a living, work hard on yourself, make a fortune.” I was 25 years old when I first heard that quote and at that time I wasn’t completely sure what he meant. Now looking back and reflecting on those words, I realize that was some of the wisest advice I have ever received.

How are you growing and developing yourself every day?

Are you in the constant process of growth or have you become stagnant? Self-leadership is a lifelong pursuit, a process, a daily pursuit.

Self-leadership isn’t easy, but it is extremely rewarding.

That’s why I feel self-leadership is not only the highest calling of leadership, but also the most challenging.

One of my favorite quotes from President Theodore Roosevelt highlights the struggle and reward of daily selfleadership.

He said, “It’s not the critic that counts, not the man who points out how the strong man stumbled, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena; whose face is marred by dust and sweat and blood; who strives valiantly; who errs and comes short again and again; who knows the great enthusiasms, the great devotions, and spends himself in a worthy cause; who, at best, knows in the end the triumph of high achievement; and who, at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who know neither victory nor defeat.”

IV. The Greatest Purpose of Leadership is to add Value to Others I’m sure you’ve heard the expression, “You can’t see the forest for the trees.” This expression is used when you get so caught up in the details of a situation that you often miss the point of the situation as a whole. This of often true in leadership.

Leaders commonly get caught up in micromanaging details that they forget the most important purpose of leadership.......to add value to those they serve.

John Maxwell states, “The bottom line in leadership isn’t how far we advance ourselves but how far we advance others. That is achieved by serving others and adding value to their lives.”

How do you know if you are adding value? Ask yourself one simple question: Are you making things better for the people who follow you?

Not too long ago, my mentor shared the most important aspect of adding value to others. He said, “To add value to people, you first must value people.”

Isn’t that so true? The insurance industry commonly uses the term “value added” when it comes to products, services, or experiences, but if the person or business you are trying to add value to doesn’t first feel valued, there is little you can add that will make an impact.

I was recently working with an insurance leader who truly desired to add value to his team, but said he realized that he doesn’t always show it. He mentioned an example that some days with his high workload he didn’t feel he had time to say hello or acknowledge his team. What a leader must understand is that effective leadership is work and that leadership is first about people.

Adding value is also about listening. It’s almost impossible to lead anyone or anything when you haven’t listened enough to know how to best serve them. This is true in leadership, sales, or in anything where you want to add value to someone else. The best leaders I have spent time with listen, learn and then lead.

So what will becoming a leader who is consistently adding value to others to for you leadership? You will earn loyalty.

You will accomplish more. You will grow your book of business. You will know that each day you are making positive influence on those you serve. Adding value to others is truly the greatest purpose of leadership.

Bottom Line The insurance industry is desperately seeing leaders.

Leaders who inspire, encourage, add value, and are consistently growing themselves so they can help grow others around them. What kind of leader are you? Are you wanting more?

My wish is that you will be a growing leader who desires to make a positive impact on everyone around you.

Regardless of your title, position, or experience, if you seek influence with others, you must continually develop your leadership skills.

Brent Kelly is an executive coach, speaker, and trainer with the Sitkins Group, Inc. He helps independent insurance agencies become a category of one in their marketplace by transcending commoditization and defying comparison.

You can contact him at brent@sitkins.com.

Why do so many organizations fail to develop leadership ability? Why is the insurance industry lacking in the number of positive leaders? There are countless reasons, but the bottom line is that great leadership takes daily hard work and it doesn’t happen overnight. october 2017

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

OC TO BE R 20

17

INSIGH T

Th

Leeade Issuership

Meet IIA of 2017-2018 IL Pre sident

RYAN HIT

E

By Mary LaPorte

Agent’s questions about Errors and Omissions, and how E&O losses can be prevented.

Carriers want to know about young drivers as soon as possible, and often track younger members of the household so they can be added to the policy as they approach driving age. Carriers will sometimes add a driver to the policy even before they have a license, simply because they begin driving with a parent on a permit. We think that exposure is minimal, and if the carrier is not aware of a young driver, we don’t add them until they are actually licensed.

We see that adding a young driver is more of a rating issue rather than a coverage issue, and we want to minimize that expense for our customers.

From an E&O standpoint, do you see any problems with this?

Find the answer in this month’s e-Insight. october 2017

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RYAN HITE

2017-2018 IIA of IL PRESIDENT

“I think the IIA of IL should lead the way in helping our members navigate changes in demographics and diversity.”

I have a young family, and I am still very muc mode in my business. I’m sure I look at th the future of our industry a little different from President’s but we all have the same goal

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december 2016

much in growth t the world and om other older oals in the end.

Congratulations on your induction as President of the IIA of IL. Tell us how you first got involved with the IIA of IL? As a child of the industry, I always remember the bags of swag my parents would bring home after a convention. And then later I would attend the convention as a new agent and remember feeling so overwhelmed yet grateful for the opportunity to learn from the educational sessions and networking. It wasn’t until I got into the management of an agency and more involved that I realized the entirety of what the IIA of IL has to offer and what the staff does for its members.

What made you want to go through the Executive Committee Chairs?

Initially, I just wanted to be involved in our industry and started to volunteer where I thought I could help. After attending many events, going out to the DC Legislative Conference several years, participating in local political advocacy, and serving as a Regional Director, I was honored to be asked and believe it’s one of the best ways I can serve our industry.

You are the youngest President in the history of the IIA of IL. That fact has created a lot of excitement within the organization and staff. Do you feel your age will be a factor in how you conduct your presidential year?

I do think it’s a factor in that I have a young family, and I am still very much in growth mode in my business. I’m sure I look at the world and the future of our industry a little different from other older (*cough* *Rick*) President’s but we all have the same goals in the end. I hope we can get other young folks more involved at the Board and Executive Committee level.

What new ideas and initiatives are you looking forward to putting in place?

I can get caught, like most of us, doing things the same way because that’s the way they’ve always been done. I hope I can challenge that a little to make us more efficient and effective. We need to find new ways to engage young people to get involved if they’re already in our industry, and we need to find better ways to attract young people from outside our industry. Captives are also ahead of us on recognizing the shifts in our demographics and they’re attracting diverse employees and agents. We have such a better distribution model from carrier to consumer, we should be ahead of the captives in that regard. We have a better story to tell, we’ve just done a poor job at telling it.

We all know the industry has faced many changes in two decades, what do you see as some of the major industry issues in the immediate future?

InsurTech and IoT (Internet of Things) are catching a lot of buzz and rightfully so. There’s so much potential change out there its debilitating to think about.

Think about what’s changed just in the last five years. Consumers communicate differently. Carriers conduct business differently. And while we all need to keep a pulse on those things, we shouldn’t lose sight of what we’re about… helping people. Our biggest value is being that Trusted Choice advisor to folks. If technology makes it easier to do that, then yes… I’m on board. But if it replaces that human connection and relationship, we’re doomed. continued...

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What about issues the IIA of IL will have to address?

You have an adorable young family. Tell us about them.

The IIA of IL will need to keep up with how member agency needs are changing, and try to stay in front of those issues. We do a phenomenal job leading the way on Advocacy and Education. Education, maybe more than any other issue, is changing rapidly and I’m excited for a few new ways the IIA of IL is going to adapt and provide added value to our members in the coming year.

My wife is a saint! Molly has a degree in Deaf/Hard of Hearing Education and works part time teaching sign language to babies and toddlers before they’re able to speak. She does a phenomenal job organizing our lives and taking care of our two beautiful kids, Elijah and Piper, who are as smart as they are funny. We’re just getting started in Dance, Baseball, Golf, Soccer, Lacrosse, and Basketball and thinking of investing in a neighborhood shuttle bus. Elijah loves baseball (Go Cardinals!) and is more reserved, calculating, and asks questions before bedtime like, “Daddy, why isn’t there enough oxygen on Mars for humans to live without spacesuits?” with plenty of follow ups. Piper is a gifted dancer, has a quick wit, is the life of any party, and at any point is liable to speak to you in a British accent with a straight face.

How has your involvement with the IIA of IL impacted you both personally and professionally?

It’s certainly hard to measure, but being involved in the IIA has given me so much more than I have put in. I know, everyone always says that and it sounds corny, but it’s true! I love having a broad perspective on what’s going on in the industry. Being involved has helped me in conversations and decisions with carrier partners, clients, our local community, and in our own agency. Being on the Board connects you with large and small agents, from Chicago to Metropolis, urban risks to crop insurance, and it really makes you a better professional. We all know how important relationships are in this business, and whether you’re speaking with a client/prospect or a politician, being involved gives you that knowledge and confidence. And you meet some lifelong friends along the way!

What is one fact about you that people would find surprising?

If you know me well, it may not be all that surprising, but I co-founded a cooking club in Peoria. We have met 32 times over the past 6 years and have catered private dinners, weddings, and hog roasts! I love learning about (and eating!) different foods and experiencing different cultures and traditions through a good meal! Also, I was in the movie Legally Blonde 2.

In your opinion, what are the key benefits of membership with the IIA of IL? Where do I begin?? The most important ones are the hardest to measure. Advocacy and Education. Most folks have no idea how much the IIA of IL fights for them at an industry level with our politicians. And it doesn’t stop at the State level. When we join the IIA of IL, we are automatically a member of the “Big I” or IIABA on a National level. Some very crucial issues on which our livelihood depends have been successful because of our State and National staff. Education/Professional Development is critical for everyone from new hire training to earning specific designations. Most agents would say the E&O discount and unique market access are the biggest benefits, but those are just the easiest to measure for a short-term “return” on their dues.

What goal(s) do you have for your presidential year?

I want to continue to enhance programs like InVest. It’s fantastic education and helps address the issue of getting a pipeline of young talent into our industry. I also want to explore some new ways to help our members attract young talent already in the workforce. And I think the IIA of IL should lead the way in helping our members navigate changes in demographics and diversity.

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BOARD OF DIRECTORS

2017-2018 IIA of IL 36 18insight insight

Chairman of the Board Rick Sutton

Interstate Risk Placement, Inc. 7320 N. Villa Lake Dr., Peoria, IL 61612-3765 Phone: 309-692-8544 Email: ricks@was-irp.com

Vice-President William Wirth

Wirth Agency 119 E. Mill St., Waterloo, IL 62298-0323 Phone: 618-939-6368 Email: billw@wirthagency.com september october 2017 2016

President

President-Elect

Ryan Hite

Patrick Muldowney

Secretary/Treasurer

State National Director

Bennie Jones

Gregory A. Sandrock

Eagle Rock Insurance Services 7800 N. Sommer St., Suite 204, Peoria, IL 61615 Phone: 309-688-7316 Email: ryan.hite@eaglerockins.com

Risk Management Solutions of America, Inc. 309 W. Washington St. Ste. 200, Chicago, IL 60606 Phone: 312-960-6200 Email: bjones@rmsoa.com september 2016 october 2017 september 2017

Alliant Insurance Services, Inc. 353 N. Clark St., Chicago, IL 60654 Phone: 312-595-7192 Email: patrick.muldowney@alliant.com

Cornerstone Agency, Inc. 107 S. Main St., Tampico, IL 61283-7766 Phone: 815-438-3923 Email: gregsandrock@2cornerstone.com

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Region 1 Director

Region 2 Director

Lisa Lukens

Joseph Heneghan

Region 5 Director

Region 6 Director

Patrick Taphorn

Robert Messer

Saliba Insurance Services, Inc. P O Box 218, Herrin, IL 62948 Phone: 618-942-2556 Email: salibainsurance@gmail.com

James Unland & Co, Inc. 2211 Broadway St., Pekin, IL 61554-3945 Phone: 309-347-2177 Email: ptaphorn@unland.com 20 38 insight insight

Heneghan, White, Cutting & Rice Ins. Agency 27486 Sunderland Rd., Jerseyville, IL 62052 Phone: 618-639-2244 Email: joe.heneghan@hwcrins.com

Market Financial Group, Ltd. 240 Commerce Dr., Crystal Lake, IL 60014-3549 Phone: 815-459-3300 Email: rmesser@marketfinancialgrp.com september 2016 october 2017

Region 3 Director

Region 4 Director

Jay Peterson

Michael Gonet

Region 7 Director

Region 8 Director

Michael-Charles Hilson

Corbin Adams

Peterson Insurance Services, Inc. 117 W. Main St., Clinton, IL 61727-0377 Phone: 217-935-6605 Email: jay@petersoninsuranceciag.com

(*) G.B.G., Inc. 40 W. 162nd St., South Holland, IL 60473-2061 Phone: 708-333-3378 Email: mhilson@gbgins.com september 2016 october 2017

Gonet Opper Insurance Agency 321 S McCoy St., Granville, IL 61326 Phone: 815-339-2411 Email: mike_gonet@hotmail.com

Insurers Review Services, Inc. 225 N. Michigan Ave. Ste 902, Chicago, IL 60601 Phone: 312-938-0900 Email: cadams.irsinc@ameritech.net insight insight 2139

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Region 9 Director

Region 10 Director

Ed Boltz

Kevin Lesch

At-Large Board Member/IIAPAC

At-Large Board Member

George Daly

Ken Samson

Crum-Halsted Agency, Inc. 427 N. Kirk Rd., Ste 113, Geneva, IL 60134 Phone: 630-443-7300 Email: eboltz@crumhalsted.com

The Horton Group, Inc. 10320 Orland Pkwy, Orland Park, IL 60467-5658 Phone: 708-845-3311 Email: george.daly@thehortongroup.com

september 2016 october 2017

Ă rachas Group, LLC 852 W. Bartlett Rd., Bartlett, IL 60103 Phone: 630-830-3232 Email: klesch@arachasgroup.com

Dasco Insurance Agency, Inc. 628 Academy Dr., Northbrook, IL 60062-2421 Phone: 847-291-0660 Email: kens@dascoins.com

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Agent/Company Chair

Education Chair

Timothy J. Nicoud, Jr.

Lindsey Polzin

Planning & Coordination Chair

Trusted Choice Chair

Cynthia K. Jackman

Keith Verisario

Nicoud Insurance 4481 Ash Grove, Ste. B, Springfield, IL 62711 Phone: 217-546-6900 Email: tim.jr@nicoudinsurance.com

Consolidated Insurance Agency, Inc. 312 E. Main St., Carbondale, IL 62901-3010 Phone: 618-457-0471 Email: cindy@ciains.net

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Wine Sergi & Co., LLC 1000 E Warrenville Rd., Ste 101, Naperville, IL 60563 Phone: 630-513-6600 Email: lindseyp@winesergi.com

All Security Insurance Agency 1000 E. Warrenville Rd., Ste 101, Naperville, IL 60563 Phone: 847-699-4040 Email: kmv@allsecurity.com

september october 2016 2017

Government Relations Chair

InsurPAC Chair

William C. Lawrence

Thomas Walsh, Jr.

Young Agents Chair

AIS President

Allyson Padilla

Kevin Beck

P/L/R Insurance Services, Inc. 139 N Williamsburg Dr., Bloomington, IL 61704 Phone: 309-827-0007 Email: blawrence@plrinsurance.com

Blank’s Insurance Agency 515 S. Whittle Ave., Olney, IL 62450-2264 Phone: 618-393-2195 Email: allyson@blanksinsurance.com

october september 2017 2016 september 2017

TW Group, Inc. 850 N. Cass Ave., Westmont, IL 60559-1394 Phone: 630-737-0300, ext. 1000 Email: tjw@twgroupinc.com

Beck Insurance Agency 206 W. Collins, Mendon, IL 62351 Phone: 217-936-2468 Email: kbeck@beckinsurance.net

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Illinois Young Agents Committee Receives Three National Awards

The IIA of IL Young Agents Committee recently attended the Big “I” Fall Leadership Conference and were recognized with three awards. Because of the committee’s hard work this past year, they took home the following awards:

• Outstanding Community Service Award for their Day of Giving

• Hall of Achievement Award which recognizes Young Agents Committees for their commitment to the industry, the association, and the awards process.

Independent Insurance Agent

• Overall Fall Leadership Attendance Award - Most conference attendees from one state.

The committee also hosted young agents from around the country on a Chicago River & Lake Michigan boat cruise.

Attendees enjoyed music, dancing, food and drink all while soaking up the beautiful Chicago skyline.

Why Do So Many Companies Choose To Work With Us? ▶ Midwest’s Premier Managing General Agency & Excess Surplus Lines Broker

▶ Professional & Trusted Commercial Property & Casualty and Trucking Insurance Provider for more than 80 years

▶ Fourth Generation, Family-Owned Agency ▶ Our Domestic & International Underwriting Contracts are with Top Rated Carriers

▶ Knowledgeable & Professional Underwriting Team ▶ Exceptional Customer Service

‘‘

Don’t just take our word for it, listen to what our customers are saying:

“Recently I sent a request for a quote with a ‘short fuse’. As always, the underwriting staff stepped up and returned the quote in a very timely manner. Our agency has found this to be the norm at W.A. Schickedanz!

This, along with their customer service, keeps me coming back. Great agency to work with and place business with.” – Philip “Mike” Beard

‘‘

“When we have a problem, W.A. Schickedanz solves it! Our relationship with W.A. Schickedanz adds value to our agency.” – Les Mellott

“We love the quick response time provided by Dave and his staff at W.A. Schickedanz Agency. It’s great to hang up the phone and know they have your back.” – Jerry Yaekel

For more information, contact: Rick Sutton — ricks@was-irp.com Wendy Lucas – wendyl@was-irp.com Abby George, CIC, AFIS — abbyg@was-irp.com Dave Miller, CPCU — davidm@was-irp.com

W. A. Schickedanz Agency, Inc.

Interstate Risk Placement, Inc.

Phone: (618)233-0644 Fax: (618)233-0672

Phone: (309)692-8544 Fax: (309)693-0402

300 West Main Street PO Box 445 Belleville, IL 62222

www.was-irp.com | submissions@was-irp.com

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7320 N. Villa Lake Dr PO Box 3765 Peoria, IL 61612

october 2017

Company Appreciation Event a Success Thank you to those that attended the Young Agents sponsored Company Appreciation event on August 25.

For the third year, it was a huge hit with our company representatives and agents that participated in this fun afternoon at the race track.

A Chicago weekend basket raffle raised over $600 to benefit Make-A-Wish Illinois. This put the Young Agents Committee well over their $6,000 Make-A-Wish goal for the year.

We offer niche products for agents working to cover hard to place risk including: • Farm Policies • Dwellings with replacement costs between $125,000 - $175,000 • ACV Homes • Mobile Homes • Rentals without supporting business • Fire Protection Class 9-10 Dwellings • A-50 Functional Replacement Cost Product 208 S Walnut Ave · P.O. Box 666 · Forreston, IL 61030 · (815) 938-2273 · (800) 938-2270 · www.fmic.org

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ASSOCIATE NEWS

Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Standard Property & Casualty, a National General Company

Gold Level

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

Grinnell Mutual Reinsurance Company Imperial PFS A.J. Wayne & Associates AMERISAFE Atlantic Specialty Lines Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. Chicagoland Carstar Columbia Insurance Group Donald Gaddis Company, Inc. Echelon Property & Casualty Insurance Co. Encompass Erie Insurance Group Farmers Mutual Hail Foremost Insurance Group Forreston Mutual Insurance Company Grange Mutual Casualty Co. Illinois Mine Subsidence Insurance Fund Illinois Public Risk Fund Interstate Risk Placement IPMG J. C. Restoration J M Wilson Keystone Insurers Group, Inc. Liberty Mutual

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Silver Level

The IMT Group West Bend Mutual Insurance Co.

Bronze Level

Madison Mutual Insurance Company MarshBerry Maximum Ind. Brokerage, LLC Mercury Insurance Company of IL MetLife Auto & Home Motorists Insurance Group Nationwide Networked Insurance Agents ProAg Rockford Mutual Insurance Co. Safeco Insurance Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Surplus Line Association of Illinois Transcom General Agency Travelers United Fire Group Utica National Insurance Group W.A. Schickedanz Agency, Inc. Western National Insurance Westfield Insurance Company

october 2017

IIA OF ILLINOIS NEWS Education Classes october

3 17 25

IIA of IL CONVO 2017 Tinley Park CISR - Personal Residential Pekin Errors & Omissions Springfield

november

1 8 10 16 29

CIC - Personal Lines Springfield CISR - Commercial Property Rolling Meadows Ethics Rolling Meadows CISR - Personal Lines Misc.

Springfield Errors & Omissions Rolling Meadows

New Members member agency CLM Insurance Agency Johnsburg, IL G M Insurance Agency, Ltd. Wood Dale, IL J Squared Insurance, LLC Wheaton, IL Legacy Insurance Enterprises, LLC Palos Heights, IL Petra Insurance Group, LLC Broadview, IL Tomei Insurance Agency Gurnee, IL

associate copper level Conifer Holdings Birmingham, MI Dovetail Insurance Chicago, IL

Online Education www.iiaofil.org

Markel Specialty Omaha, NE RLA Insurance Intermediaries Nashville, TN

IIA of IL Webinars | ABEN Webcasting October & November Featured Online Classes Unlocking the Secrets of D&O Insurance Dispelling the Myths of Workers’ Comp | E&O Additional Insureds and Certificates of Insurance 10 Things Every Commercial Lines Agent Ought to Know Personal Lines Coverages & Current Issues | Cyber Liability Insuring Toys and Collectibles | Commercial Genreal Liability Contractors Property Exposures | Farm Property Coverages Insurance in the Headlines | Personal Auto Hot Topcs Who Is An Insured | Business Auto Coverages When the Child Becomes the Parent - Agency Parents The Dirty Dozen | And More!

october 2017

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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Mavon Insurance: Where premiums buy more than a policy

It took 4 generations to build Mavon to 100 years.

Generations are important to the Mavon Family.

This is why we are supporting children’s charities to build a strong future for generations to come.

We selected four local and national children’s charities to receive a donation from Mavon every time we bind a surplus lines policy. These charities are committed to improving the lives of at-risk children, and by writing business together we hope to improve the lives of future generations.

Binding to Build Generations

Mavon Insurance Center • 10 W Chicago Ave • Hinsdale, IL 60517 • (630) 655-2400 • www.mavon.com

IIA OF ILLINOIS NEWS

IIA of IL Receives Education Award IIA of IL was recognized by the Big “I” with Diamond Excellence in Insurance Education (EIE) award during the Education Convocation.

The Excellence in Insurance Education (EIE) Award recognizes state associations for their commitment to developing and providing high-quality insurance education programs that build the knowledgebase and strengthen the future of the independent agency system.

Kirsten Davis Accepts New Position The IIA of IL would like to say goodbye and best wishes to Commuications Assistant, Kristen Davis, who marked her last say with the Association Sept.

25. She has taken a new positon with the Illinois Bankers Associaton. Davis will be transitioning into a Grassroots and BANKPAC Manager role. She will be responsible for marketing efforts, relationship management, planning and attending grassroots and fundraising events throughout Illinois and in Washington, D.C. While we will definitely miss her, we know she will do amazing work in her new position.

YOUR CUSTOMERS. OUR PROMISE. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for more than 58 years. We partner with our agents to provide expertise in underwriting, risk management and claims handling that help businesses thrive and face the future with confidence.

Stephanie Winegar Director, Underwriting Indianapolis, Indiana

General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety Coverage available in 18 states and D.C. © 2017 FCCI

october 2017

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A TRADITION OF EXTRAORDINARY SERVICE

If you had asked our founder, Donald Gaddis, what he likes best about working as a wholesaler, he would have told you that getting to know his customers, one-on-one – listening to their challenges, and ideas – was his favorite part of the job.

Now in its fourth decade of independent family ownership, our company continues to succeed at the hands of Don’s three sons – Trevor, Chris, and Eric – who share their father’s entrepreneurial spirit and strive to build upon his tradition of extraordinary service, passion, and integrity.

With our talented, experienced team, over 100 brokerage carriers and binding authority for 7 key markets, we have the resources to offer competitive quotes and tailored coverage for your most challenging commercial accounts.

Professional | D&O | Cyber | Property | Casualty | Liquor Liability www.gaddiscompany.com

Wholesale Partner

info@gaddiscompany.com

Staff Profile Deann French Vice President, Communications Number of Years at the IIA of IL: Twelve What do you like most about your job?

The ability to create and work collaboratively.

Tell us about the first job you ever had: My best friend talked me into joining her in corn detasseling. She had been doing it for about a week before she came home and wove amazing stories about all the fun she was having and all the cute boys she was meeting, etc. I fell for it and joined her. I lasted one day. It was excruciating.

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

Interior Designer What is your favorite: Pastime: Cubs Baseball. I rarely miss a game- whether I go in person, watch it on TV, listen to it on CBS radio or follow along on my MLB At Bat mobile app, it is a huge priority for me.

Food: Meatballs – or really anything Italian.

Movie: Field of Dreams, The line where Ray says, “Hey Dad .. you wanna have a catch?” Gets me. Every. Single. Time.

TV Show: This is Us Band: I like all genres of music, but my favorite band to see in concert is Bruce Springsteen and the E Street Band.

Tell us about your family: My husband, Steve and I have been married for 29 years. We met the first night of my sophomore year in college. I had just transferred to a new school and was celebrating the switch in a popular campus bar. Right away I asked to be introduced to the cute bartender. It quickly became my favorite hangout, and he my favorite bartender.

We have three sons. Derek is 26 and works in Springfield for Green Family Stores. Kyle, 24, recently moved to Chicago and started a new job selling medical equipment. Our youngest, Jeremy, is sophomore at the U of I studying political science (with a heavy concentration on fraternity life). We have two dogs that are very much a part of the family, Elizabeth Tailor and Guapo as well as a “grand dog “ named Hennessey.

Name one thing on your bucket list: For our anniversary next year we are taking the whole family to Italy.

What is your biggest fear?

MICE Of what are you most proud either personally or professionally?

Personally, I am most proud of my children. When you raise kids into fully formed human beings, ones that you enjoy, respect, and choose to spend time with whether related or not, that is when you know you have been successful.

Professionally, I am most proud my Communications team. I am also very proud of the fact that in this age of digital prominence, Insight is still a profitable, successful, MONTHLY, print publication.

Name something people would be surprised to know about you.

I basically live my life OUTLOUD. LOL There is not much about me that is not known. However, for some reason my three brothers (and all their friends) have always called me Gracie. october 2017

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Speak softly and carry

A BIG CLUB

AAA sells insurance products through Independent Agents.

What makes us different from other insurance carriers? Simple. We’re a club, not just another company — creating marketing opportunities in select Midwestern markets that aren’t available through other companies.

Here’s your opportunity to share in AAA’s brand strength — while enjoying a competitive commission structure, outstanding contingency program and innovative co-op advertising resources.

Contact: Leo Plese Regional Director, Independent Agencies 630.328.7076

Insurance underwritten by Auto Club Insurance Association or MemberSelect Insurance Company.

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october 2017

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

IT BIL Y A

OWT

Berkshire Hathaway

GUARD

Insurance Companies

We have agency appointments available.

Go to www.guard.com/apply!

YOU SERVE YOUR COMMUNITY.

ICRMT SERVES YOU. The ICRMT has been one of the leading insurance and risk management providers for Illinois Public Entities since 1983.

Our all-inclusive integrated approach, including Benefits and PC, is the complete solution for you public entity.

INSURING ILLINOIS

COUNTIES MUNICIPALTIES TOWNSHIPS PARK DISTRICTS SPECIAL DISTRICTS

TODD GREER

FOR MORE INFORMATION:

Senior Vice President 630.377.5845 todd.greer@ipmg.com

october 2017

JEFF WEBER

Executive Vice President 314.293.9707 jeff.weber@ipmg.com

BOB SPRING

VP Business Development 630.485.5885 bob.spring@ipmg.com

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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.

AGENCY/AGENTS/PRODUCERS WANTED

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

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

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

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

OPPORTUNITIES/SPACE AVAILABLE/RETAIN OWNERSHIP

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

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

SHARED SPACE FOR RENT

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

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

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

POSITION AVAILABLE

88. llinois Workers’ Compensation MGA is seeking a full time Marketing Representative to join our team.

The primary goal will be to build/maintain strong relationships with Independent Agents throughout the State of Illinois.

Responsibilities: • Flexibility to travel frequently to manage and promote new business.

• Understand/communicate product features, benefits and competitive advantages to Independent Agents.

• Network within the industry to increase product visibility including attendance at necessary conferences, association meetings and other networking events.

Qualifications: • Bachelor’s degree in Business, Marketing or Communications.

• Property/Casualty insurance license.

• 5+ years in insurance sales.

• Excellent verbal and written communication skills.

• Working knowledge of Microsoft Suite Contact:

Sue Bednarczak Boyle, Flagg & Seaman 7851 W. 185th St. Tinley Park, IL 708-429-6300

AGENCY FOR SALE

41. Agency ownership opportunity. Longtime Belleville property & casualty insurance agency for sale. 70% commercial, 30% personal. 1.7 million premium volume. Owner will stay to help manage for several years to assist in a seamless transition. Purchase of office building in addition to purchase of agency required.

Contact:

AFS 41 dfrench@iiaofil.org 54

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october 2017

Doing The Right Thing Since 1964 Standing Tall

Mark Maucere, Andy Roe, Jim Roe, Chad Trainor, Janet Phillips and Jim Eades

Ready to stand out?

We’ll stand with you.

To keep your agency relevant, you need the right products, partners and people. Our team of dedicated and responsive professionals can help you fill the gaps in your insurance offerings, providing more unique opportunities for you to meet the needs of your clients. The more you get to know us, the more you’ll see the possibilities.

Let us help you find the right solutions. ®

800.878.9891 ArlingtonRoe.com Aviation | Bonds | Brokerage | Commercial Lines | Farm | Medical Professional Personal Lines | Professional Liability | Transportation | Workers’ Compensation

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.

©2017 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best. Insurance plans protected U.S. Patent No. 7,908,157. Inclusion of BMW automobiles is fortuitous and not an endorsement of Applied by BMW.