e-Insight - October 2020

OCTOBER 2020

INSIGHT GEORGE DALY 2020-2021 IIA OF IL PRESIDENT Introducing New IIA of IL Board of Directors

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October 2020

Editor & Graphic Design - Rachel Romines

|

Advertising - Tami Hubbell

CONTENTS 14

24 2020-2021

32

13 14

Bennie Jones Receives “Leading the Way” Award from Insurance Business America

18

What You Have to Do to Be Super-Sucessful in Sales

24 32 40

George Daly - 2020-2021 IIA of IL President

What Customers Want to Know About Salespeople Before They Buy

By John Graham

By John Chapin

2020-2021 IIA of IL Board of Directors The Worst Thing an Agency Can Do

By Nicholas Ayers

40

In This Issue

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

7 9 11 23

Message from the CEO Trusted Choice Government

e-Insight

42 44 45 46

Associate News Board of Directors Profile IIA of IL News Classifieds

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

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

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

ADVERTISERS

Board of Directors Executive Committee

28

AFCO CREDIT CORPORATION

Chairman of the Board | Bill Wirth (618) 939-6368 | billw@wirthagency.com

21

AMWINS BROKERAGE OF THE MIDWEST, LLC

President | George Daly (708) 845-3311 | george.daly@thehortongroup.com

48

APPLIED UNDERWRITERS

47

ARLINGTON/ROE

10

BERKSHIRE HATHAWAY GUARD INS. GROUP

31

ENVISION HEALTHCARE

13

ERIE INSURANCE GROUP

President-Elect | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance Vice President | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com Secretary/Treasurer | Bennie Jones (312) 960-6206 | bjones@rmsoa.com IIABA National Director Gregory A. Sandrock, CIC, AFIS (815) 438-3923 | gregsandrock@2cornerstone.com

Regional Directors Region 1 | James Sager (618) 548-2796 | james@kaneinsurance.com Region 2 | Joseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com Region 5 | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com

2

GRINNELL MUTUAL

44

HEMPHILL FINANCIAL GROUP

19

IMT INSURANCE

12

INDEPENDENT MARKET SOLUTIONS

8 17 6

IPMG JC RESTORATION KEYSTONE INSURANCE GROUP, INC.

41

LIBERTY MUTUAL

16

MADISON MUTUAL INSURANCE COMPANY

Region 7 | Jason House (708) 597-8731 ext. 131 | jhouse@insxchg.com

20

MERCURY INSURANCE GROUP

Region 8 | Andrew Allan (773) 891-8000 | aallan@lakeviewins.com

28

METLIFE AUTO & HOME

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

14

PEKIN INSURANCE

Region 10 | Christopher Bassler, CLCS (847) 480-0800 | cbassler@basslerins.com

10

SOCIETY INSURANCE

30

SPECIALTY RISK OF AMERICA

22

THE HANOVER INSURANCE GROUP

At-Large Director | Amiri Curry (847) 797-5700 | acurry@assuranceagency.com At-Large Director | William Durkin (312) 629-0725 | durkinb@danielandhenry.com At-Large Director | Michael-Charles Hilson (708) 333-3378 | mhilson@gbgins.com At-Large Director | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com At-Large Director | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

Committee Chairs Budget & Finance | Bennie Jones (312) 960-6200 | bjones@rmsoa.com Education | Teresa Fleming, CIC, CISR (815) 849-5219 | tess@leffelmanassoc.com Farm Agents Council | Randy Jacobs (309) 365-3231 | rjacobs@mtco.com Government Relations | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.com IIAPAC | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Young Agents | Renee Crissie (224) 217-6577 | renee@crissieins.com

7 16 5

UTICA NATIONAL INSURANCE GROUP W.A. SCHICKEDANZ/INTERSTATE RISK PLACEMENT WEST BEND MUTUAL INSURANCE CO.

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

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

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

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

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

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

Director of Human Resources, Board Admin Jennifer Jacobs - (217) 321-3013 - jjacobs@iiaofil.org

Director of Membership Services Tom Ross, CRIS, CPIA - (217) 321-3003 - tross@iiaofil.org

Sr. Vice President/Chief Financial Officer Mark Kuchar - (217) 321-3015 - mkuchar@iiaofil.org

Products & Services Administrator Janet White, CISR - (217) 321-3010 - jwhite.indep12@insuremail.net

Chief Executive Officer Phil Lackman - (217) 321-3005 - plackman@iiaofil.org

Director of Prof. Liability & Ins. Products Carol Wilson, CPIA - (217) 321-3011 - cwilson.indep12@insuremail.net

Central/Southern Marketing Representative Lori Mahorney - (217) 415-7550 - lmahorney@iiaofil.org

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INSIGHT | message from the CEO

New Year, New Leadership Team, Same Great Membership Benefits As you are reading this issue of Insight, we are either in the midst of or have just finished our first virtual CONVO. I know many of you would prefer to have attended in person, but we’re planning to be back in person at the Crowne Plaza in Springfield in 2021! I’m sure you will have enjoyed this year’s event with all of the great speakers, content, and tradeshow. We couldn’t have done this without the IIA of Illinois volunteer leadership’s support and participation. Special shout out to our team members, particularly Shannon Churchill and Rachel Romines, who built the entire program from scratch in two short months.

This year’s event once again highlights your association’s continual commitment to our members and our industry by providing a best-in-class event.

As you may have heard and will read in this issue of Insight, your incoming President, George Daly with The Horton Group in Tinley Park, has laid out a number of initiatives for his term, including a focus on programs regarding Diversity & Inclusion. For those who are not aware, our Secretary/Treasurer, Bennie Jones, is the Chair of the IIABA Diversity & Inclusion (D&I) Task Force. As a part of the D&I initiatives, IIA of Illinois is surveying the membership, and I ask each of you to take a few minutes and complete the survey. This information will be helpful as we move forward. Please keep in mind D&I is not just about racial/ethnic diversity but that each individual, agency, and the clients they serve is unique and has different needs.

I want to thank those members and sponsors who participated in our Statewide Day of Golf to support our political advocacy programs and St. Jude Children’s Research Hospital on September 15. The weather was outstanding, and we raised several thousand dollars for both programs. It was great to see so many of you in person for the first time in months.

I appreciate the opportunity to work with such a great group of volunteers and teammates. We are excited for the upcoming year and serving our members. Lastly, please, take a minute and return your membership renewal so you can continue with the great programs and services you have become accustomed to.

This issue of Insight highlights our new leadership team and President, but before I address them, I want to thank a couple of board members whose terms ended September 30. Region 1 Director, Lisa Lukens, who continued the strong representation of our membership in southern Illinois with traditions like the wine tour and golf outing, and Region 7 Director, Neidra Crosby, who will continue serving on the Chicagoland IIA Board of Directors.

A couple of board members are continuing to serve but in different capacities. Kevin Lesch, immediate past Chair of the Government Relations Committee, will now serve as our Vice President and go through the chairs. Pat Taphorn, former Region 5 Director and At-Large Board Member, will replace Lesch as Government Relations Chair. Allyson Padilla, who led the Young Agents Committee to win every IIABA YA award while she was Chair, will now serve as an At-Large Board Member. Past President, Ryan Hite, will serve as the Chair of the newly created Technology Committee. Outgoing Chairman Pat Muldowney, will continue his service as an At-Large Board member.

Finally, we welcome James Sager with Kane Insurance in Salem as our new Region 1 Director and Jason House with the Insurance Exchange in Olympia Fields as our new Region 7 Director. Amiri Curry with Assurance Agency, Ltd. in Schaumburg joins the Board as an At-Large Board Member and Renee Crissie with Crissie Insurance Group in Des Plaines replaces Padilla as the Young Agents Committee Chair.

Since 1914, it’s been our purpose to make people feel

SECURE, APPRECIATED, AND RESPECTED in every interaction with us.

Get to know Utica National and how we can best work with you.

Greg Orasco – 815.483.4408 Utica National Insurance Group.

Here for you. All ways.

Phil Lackman - IIA of IL CEO (217) 321-3005 - plackman@iiaofil.org october 2020

insight

7

WE BELIEVE THAT ORGANIZATIONS THRIVE WHEN THEY HAVE

HAPPY, HEALTHY, PRODUCTIVE EMPLOYEES That’s why we developed In-Sight 360 to manage all health, injury and absence events with one team focused on positive outcomes.

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“You Do You” Campaign Available for Member Customization

By Joseph Cox

Trusted Choice’s most recent national advertising campaign, titled “You Do You”, launched in early August on video streaming platforms Hulu and YouTube and on social media platforms. This campaign features content for both business and personal lines and illustrates how an independent insurance agent can handle the complex insurance needs of a client.

These same materials are now available to be customized for your agency. With the significant push towards digital advertising and conducting business online – we hope the release of the “You Do You” campaign can help you better compete in the digital marketplace.

You will find content such as 15 and 30 second video commercials, social media posts, and various magazine ads for both business and personal lines – all ready to have your agency info and logo added.

Visit the campaign page at https://cobrand.iiaba.net/madefor-you/you-do-you to view all materials and request a free customized ad.

For more details or questions regarding the campaign and requesting campaign materials, contact Kasey Connors at Kasey.Connors@iiaba.net.

october 2020

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government | INSIGHT

$16,000 Raised for IIAPAC and St. Jude Children’s Research Hospital

By Evan Manning

We want to extend our deepest gratitude to our sponsors, supporters, golfers, and volunteers for their tremendous support of the 2020 Support Your Industry Golf Outings.

Proceeds from the events will be distributed between the Independent Agents Political Action Committee (IIAPAC) and the St. Jude Children’s Research Hospital.

The contributions to the IIAPAC will help amplify our voice with our elected leaders in Springfield. Because of our generous sponsors and supporters, the IIA of IL’s advocates will have the resources necessary to maintain a prominent seat at the table when decisions are made on the many issues critical to the insurance industry.

Because of everyone’s generous support, we managed to raise $16,000! In addition to the proceeds raised from the golf outings, I want to extend a thank you to Mike Wojcik of The Horton Group for donating $1,000 to St. Jude. Due to the COVID-19 pandemic, St. Jude Children’s Research Hospital has been unable to hold fundraising events over the last six months. Our combined contributions are an incredible help in their advancement to cure and means to prevent catastrophic pediatric diseases.

On behalf of the IIA of IL and the St. Jude Children’s Research Hospital, thank you to all of you who donated, participated, and sponsored this event.

THANK YOU to our sponsors!

IIAPAC

Independent Insurance Agents Political Action Committee

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MEMBERSHIP MEANS MARKET ACCESS FREE MARKET ACCESS FOR YOUR AGENCY WHEN YOU NEED IT Let’s face it – Independent agents need good markets to be competitive. Greater access means more opportunities for success.

WE’RE HERE TO HELP. Independent Market Solutions creates company relationships for agents who may be unable to secure appointments on their own. Through association membership, agents can access multiple insurance carriers and grow their business into long-term, direct appointments.

WWW.IIAOFIL.ORG/IMS

Congratulations!

Bennie Jones Receives “Leading the Way” Award from Insurance Business America Diversity. Inclusion. Equal opportunity. These words and phrases are nothing new in the conversations surrounding hiring practices across all industries. But without action, that’s all they are: Words. Ideas. Good intentions. And that’s not enough.

In 2019, the Bureau of Labor Statistics revealed that of the 2.8 million people working in the insurance industry, just 12% identified as Black or African American, 11% as Latinx and 6% as Asian. While those numbers reflect the overall demographics of the United States (except for Latinx, which represented 18.5% of the population in 2019, according to the US Census Bureau), they belie the striking disparity that exists in high-level positions. Data collected by the US Equal Employment Opportunity Commission (EEOC) in 2015 from private-sector firms with 100 or more employees (or 50 or more for federal contractors) found the following demographic breakdown in executive-level positions across all industries: 2% Black men, 1.3% Black REASONS women, 3.8% Latino men, 1.5% Latina women, 3.5% Asian men and 1% Asian women. Together, that’s a mere 13.1% non-whites in the highest-ranking positions.

In times of uncertainty and turmoil, as so much of 2020 has been thus far, change can feel far away and impossible.

However, it’s also in times of crisis that change can take hold and establish itself as a permanent fixture. That’s the kind of change Jones has dedicated his life to sowing, nurturing and watching flourish for generations to come.

To view more information on Bennie Jones, go to https:// tinyurl.com/JonesLeadsWay. To view all of the men and woman who received this award, go to https://tinyurl.com/ IBALeadingChange.

6

Knowledgeable Local Agent

To remedy this discrepancy at all levels of the insurance industry, Bennie Jones of Risk Management Solutions of America, Inc. in Chicago, and IIA of IL Secretary/Treasurer has been recognized as not just seeking to break down the racial barriers that have been in place for generations – but he’s also fighting to rewrite the rules. Jones was nominated by his industry peers and selected by an independent advisory panel of industry insiders, who assessed each candidate’s achievements and contributions within their companies, as members and leaders of diversity-focused organizations, as mentors, and in their communities. Jones also serves as the Big “I” Diversity Council Chair. october 2020

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What Customers

Want About Salespeop B

ois lin l Il ion a r nt nt Ce ve a, ss r Pre eric o r Am oria d C r fo Re ente n of r Pe e, n o e i c a ric y, C dat eat ran me ersit oun s, Gr Insu ish A F i v W f , i y o iet y Un olitis l Illin ool o ke-A ool, oc r S radle & C entra Sch s, Ma h Sch e B C tie oi nc ig n’s Ca kin, Croh s of ty/Ka Illin on H n l t i e t a r a s u , P c t co iver ntr Mo eri of en ITH , Am lub artm Girl S Un f Ce tion, kin W e t o da r Pe , t C , p e K a , s t rls e t i n n R e n p S o e D u a rc tio WO s Ch d Gi Fire f Illin inois vem ty Fo me nda n, E e l i i o i l m n I u W n a r o o , ch mun sio no IES l Illi oys linto ente tute r A f C rit F Mis ), r o Spi ide APS NC ntra s, B n, C n C Insti unio Com e E b the h S y (T ed AG , Ce ister atio ptio ice is, J rton t t am it HE tion ig S soci /Ado Serv Illino , Mo Ch Share , Sou ocie , Un T k a s r a ., r S i F e B n e O e e r A c F t i r a t O sso rs A , Inc ap tive l PT e Cen is F JDR d B h c A ME in o o the om , ek amp l IL C rote choo SO er’s Bro ’s H urce , Illin tion st Fo P P S l , a C o m a n i e g i l r s i S d c e e t h a t B dr C n d he Re un un idw BU l You - Ce Anim Gra Alz pter, Chil mily t Co n Fo e, M M t a l l , v a A ori a rs n o on ee we Ch buse s, F pme ucati e Bra in ek Mem ngin Taze Trem A eal elo Ed r th P , f , E e o er S Dev tor o e, ops fo ag had en iat Q la st hic n, S Wom Affil e Tro ncil Ea omic egu st BB C o R f e ti of orial or th Cou on s o da ty Ec ance Midw f r n, ice Foun ocie Mem Up oyce u v s r i In ons Se lice y, S en e It D B c s ng Po dem Kom r, Te n, W Wi a usi in i e Ho , Pek ll Ac n G. Cent f Pek d ion tba sa o o y y u c o t ske , S oca Wa orh da hb Foun ife Ba filiate Adv ited g i Ne pital for L st Af ren’s e, Un s c e d s Ho Skill idw Chil mer m ., e M nty o c In ud ou of C J C r St. well mbe e a z Ta s Ch te Sta

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They may not say anything, but don’t be fooled. You’re not home free, no matter how long you’ve been in the business or how good you are at sales. Customers look you over and check you out. Here’s what they’re thinking, “Is this someone I want to do business with?”

It’s a funny thing about customers. They not only know they need you, but they want to believe you’ll treat them right, that you’ll take care of them. So, if this is how you want to be viewed, get yourself prepared. A good way to start is by answering the questions customers ask themselves about salespeople.

Will my salesperson take time to listen to what I’m saying?

If “I’m a good listener” is your answer, don’t be too sure. “The greatest problem with communication is we don’t listen to understand. We listen to reply,” says Roy T. Bennett, the author of The Light in the Heart. If we are figuring out what we want to say next, we won’t get it.

Will my salesperson give me options?

Some in sales believe that choices confuse customers, so they stick with a single solution. Yet, options stimulate discussion and keep customers involved.

Rather than letting customers slip away, talking about choices builds trust and certainty.

“Is this october 2020

t to Know ople Before They Buy

By John Graham Will the salesperson ask me questions to make sure I understand what is being proposed?

What type of support can I count on after the sale?

Salespeople often assume that people know more about what they’re buying than they do. Customers can be too embarrassed to say, “I don’t understand what you’re saying.” No salesperson ever spoke too simply or too clearly.

It’s so easy to be so focused on making a sale that we can forget that this is a top-of- mind concern for many customers. It comes up because they’ve had bad experiences in the past. Not only providing contact information, but introducing them personally to a go- to person provides reassurance.

Will the salesperson give me both the pros and cons of what they are selling?

Can you tell me something about yourself?

The smart salesperson knows that there’s no perfect solution. There are always pluses and minuses. Everything has drawbacks and customers respond positively to the salesperson who is transparent when presenting. If they’re 80% or 90% OK, most customers will say they can live with that.

Even though most customers may not ask a salesperson this question, don’t think it isn’t on their mind. For some reason, we feel better knowing about those we are doing business with. It makes it more personal and puts us at ease.

Will the salesperson push me to sign the order?

This is where things can get dicey - the tension between wanting to get the order and not wanting to pressure the customer. Too much either way can kill a sale.

Summarizing what customers like about what they’re buying and why they see it as a good fit gives them “permission” to move forward.

Will the salesperson provide me with customer references?

While this may not be necessary for every sale it’s a helpful tool for creating confidence. Having a list to satisfied customers who are willing to share their experience creates confidence and trust.

What’s my recourse if I’m not satisfied with my purchase?

No one wants to do battle if a problem arises. They don’t expect to be ignored or given the run around. They want to be dealt with fairly. Yet, as we all know, horror stories and one-star reviews abound. The best solution is to anticipate the issue and make clear the path forward—in writing.

What will happen if working with you isn’t a good fit?

Think about it. There’s no law that says random customer/ salesperson pairings are a match made in heaven or anywhere else for that matter. That’s absurd! Yet, we assume that in some magical way they are. Anticipate the question and have your answer ready. It will create confidence. continued...

his someone I want to do business with?” october 2020

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october 2020

What type of guarantee or warranty comes with my purchase?

Concerns about guarantees and warranties are a sensitive issue, particularly since the Internet serves as a public platform for expressing real or self-serving complaints.

On top of that, there’s often a lack of transparency. Smart companies spell out the coverage clearly in writing.

Because words make a difference, savvy salespeople go over it with customers to clarify the terminology,

Why should I do business with you?

This is an endless loop playing behind all these customer questions. It’s the 800-lb. gorilla in the room and it can even supersede the importance of the purchase in the customer’s mind. It boils down to this: “I want to know why I should give you my money?

Keep your mind focused on what’s going on in the customer’s head.

What’s the whole package, not just what I’m purchasing or even the price? I want to feel good about what I’m doing.” A word to the wise, if you want to make more and better sales, have a short but compelling answer to the question, “Why should I do business with you?”

The old saying, “Keep your eye on the ball,” is certainly true if you’re selling.

But even more to the point is keep your mind focused on what’s going on in the customer’s head.

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.

october 2020

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What You Have to do

SUPER-SUC

Being average in sales is not difficult. The truth is, 80 to 95% of the salespeople in any organization are somewhere between average and bad. If you want to be great and make the big money, while having the biggest positive impact on clients’ lives, and your own, here’s what you need to do.

14. You have to work nights and weekends, at least for the first five years of your career.

1. Have a morning routine that prepares you for your day.

16. You have to make the call your afraid to make.

2. Have an evening routine that helps you wind down and get a good night’s sleep.

17. You have to outwork everyone else.

3. You have to see yourself as self-employed.

4. You’ve got to push yourself harder than anyone else can possibly push you.

5. You have to follow up with people 9 to 13 times, or more.

6. You have to practice, role-play, and rehearse sales situations.

15. You also have to work nights and weekends when you want or need to significantly increase sales at any time in your career.

18. You have to keep learning, adapting, and improving your sales techniques.

19. You have to keep current in your industry.

20. You have to know more about the competition than they know about themselves.

21. You have to follow a proven sales process.

22. You have to let rejection roll off your back.

7. You have to go above and beyond and do more than people expect and more than you get paid for.

23. You have to be able to delay gratification and work really hard before you see any results.

8. You have to smile no matter what happens on the sales call.

24. You have to remove the word ‘CAN’T’ from your vocabulary.

9. You have to keep your cool, keep your emotions in check.

25. You have to monitor your self-talk and keep it positive.

10. You have to know your numbers and make sure they get done on a daily basis.

11. You have to know why you’re out there to begin with.

12. You have to get up early and stay up late.

13. You have to answer your phone and e-mail on nights and weekends.

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26. You have to believe in yourself when no one else does, including you.

27. You have to believe in and be passionate about your product or service and the results it provides.

28. You have to bend over backwards and do whatever you can do to make the client happy and right.

29. You must take responsibility for and invest in your personal and professional development.

october 2020

o to be

CCESSFUL IN SALES

By John Chapin

30. You have to realize that you will get rewarded in public for what you do in private.

34. You have to be completely accountable for doing what you said you would do when you said you would do it.

31. You have to always act with integrity and character.

35. You have to be completely accountable when you fail.

32. You have to get back up when you can’t.

36. You have to be generous with the credit when you win.

33. You have to face your fears and step out of your comfort zone every day.

37. You have to over appreciate people. continued...

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38. You have to keep the faith in your darkest hour.

39. You have to be completely unreasonable in what you expect of yourself.

40. You have to do one more of everything… one more call, one more rep, read one more page. Get in the habit of doing more.

41. You have to reach more people.

42. You have to be willing to be rejected A LOT, fail A LOT, and you have to be willing to make mistakes and learn from them.

43. You have to rise and charge into your day when you’d rather hit the snooze button.

44. You have to deliver more, better, and faster.

45. You have to pay attention to the details.

46. You have to work hard, have a great attitude, communicate well with others, and get along well with others.

47. You have to care about your clients more than anything else.

48. You have to be a pleasure to do business with and to be around.

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49. You have to do the right thing.

If you want to be great, you have to do the things that no one else is doing. You have to put more time, effort, energy, passion, and pride into what you’re doing. You must persist and persevere and keep moving forward no matter what happens.

Average is easy, being the GOAT, or one of them, takes blood, sweat, and tears. It isn’t sunshine and rainbows, it’s hard, painful work, and sacrifice is involved. You get out what you put in.

You were not born to live an ordinary life. You were born to be extraordinary.

John Chapin is a motivational sales speaker and trainer with over 32 years of sales experience. He is the author of the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards), which is also the largest sales book on the planet (678 pages). He can be reached at johnchapin@ completeselling.com.

99.9% of the time the great ones aren’t the most intelligent, or the most talented, they are the hardest workers that refuse to give up. Extraordinary people are ordinary people who are simply more determined to win than everyone else. And when everyone else stops, they keep going.

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A G I I N L AGENT-CENTRIC O V A T I V E Success in today’s insurance landscape means navigating a rapidly evolving market while remaining in touch with customer needs.

Shaping the future together.

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e INSIGHT -

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

OC TO BE R 20

20

INSIGH T

GEO

RGE D 202 ALY IIA O0F-2021 IL PRE SIDEN T

Intr Newoducing BoardIIA of IL of Dire ctors

MERGING TECHNOLOGY, CLAIMS & USAGE-BASED INSURANCE As insurers begin to realize initial benefits from telematics implementations, additional return on investment becomes even more viable.

By Nino Tarantino PropertyCasualty360 In this month’s e-Insight. october 2020

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GEORGE DALY 2020-2021 IIA of IL President

All of us are much stronger when w and respect each other and work tog learn and be better every day.

Congratulations on your induction as President of the IIA of IL. Tell us how you first got involved with the IIA of IL?

I started with the association as a Regional Director, Government Relations Chair, IIAPAC Chair, At-Large Board Member, and most recently Vice President and President-Elect. I respected the work done by so many past association leaders like Brian Konen, Ken Samson, Billy Ryan, and Luke Praxmarer. When I joined the board, I was fortunate to work with leaders like Charles Hilson, Tom Walsh, Todd Henricks, and Cindy Jackman.

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

I committed to Cindy Jackman, Todd Henricks, and Rick Sutton to move forward through the chairs several years ago but needed to wait until the time was right. So, I waited until the perfect time when there was a global pandemic and so many difficult issues. Great timing, huh?? What a year 2020 has been, filled with so many challenges. A big thank you to my fellow executive team members through the years like Greg Sandrock, Bennie Jones, Ryan Hite, Rick Sutton, Pat Muldowney, Bill Wirth, and Jay Peterson, who have all given so much to our association.

What IIA issues have you been involved with over the years?

I have worked on task force assignments with several groups of IIA members over the years. A task force is assembled to work on key issues with staff and receive perspective from multiple members. As part of a Rebating Task Force, I worked with association members and the Department of Insurance (DOI) to create a letter of understanding that will allow for many updated services our members provide for their clients. I chaired the Dues Task Force to analyze and recommend our current dues structure. I participated in an Electronic Communication Task Force to work with members to provide guidance to the DOI. Most recently, we assembled a working group to provide guidance to the DOI and NAIC to ensure our clients were not penalized for presumptive Covid related work comp losses.

Tell us a little bit about how you got started in the industry?

we can love ogether to october 2020

I’ve been in the industry for 36 years and have nothing but great memories. My mentor, Jack Hallberg, who is like a second father to me, helped me get started in the insurance business with Allstate. After two years with Allstate, I had 19 wonderful years working for Jim Hallberg and with a fantastic group of people at Insure One. In the last 15 years, I have been fortunate to work closely with Glenn and Dan Horton as a member of the amazing team at The Horton Group. Dan and Glenn have built an incredible organization and have been extremely supportive of our industry and my involvement in the association. A special shout out to my Horton colleague and friend, Mike Wojcik, who has done incredible work on health care issues on the state and national levels. Through the years, my greatest memories involve my co-workers and building relationships and friendships with many amazing people. I have learned from and shared success with so many of my colleagues over the years. continued...

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George Daly pictured with Glenn Horton, The Horton Group Chairman (left) and Dan Horton, President & CEO (right)

What have you enjoyed doing outside of insurance?

I coached youth sports (football and basketball) through college and then baseball, basketball, and softball for 15 years after my kids began playing sports. I really enjoyed working with so many kids and meeting so many great families along the way. In the last four years, I have coached an amazing group of special needs kids in our Challengers baseball program in my hometown of Tinley Park. We have almost 120 kids participating in the Challengers program.

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

The strength of the independent agency system lies in the relationships with our clients. In 2020, the way we communicate has changed dramatically as a result of the pandemic. We are all faced with changing the way we connect every day with our clients, prospects, and employees. In the future, those agencies that can find a 26

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way to enhance communication by effectively connecting virtually with clients and allowing staff more remote work options while maintaining productivity will certainly be ahead. Those that can forge new relationships with prospects virtually will create a competitive advantage.

Looking down the road five, ten years, what other issues do you see independent agents facing?

Independent agents must continue to embrace technology and innovation and open up their minds to new and better client-based solutions. Be aware of government involvement in health care through mandates or single payor. This is a huge reason to continue to support state and federal PAC. If the government is successful in changing employer-based health care, is work comp next??

october 2020

Another issue is the potential involvement by worldwide e-commerce and retail entities like Amazon, Walmart, Google in our business. My advice is to continue to take a consultative approach with clients. Don’t give up any opportunities to interact and build relationships with clients. The essence of an independent agent is that every single day we provide trusted counsel for our clients that cannot be duplicated by a search or marketing engine.

In your opinion, what are the key benefits of membership with the IIA of IL?

IIA Staff- When you become a member of the association, you have a team of people representing you. I have been fortunate to work closely with Phil Lackman, our CEO, for many years. Whether your agency has two employees or 200, we are all positioned to win with this entire IIA team on our bench every day.

Government Relations - As you know, our business is regulated by the State of IL. As a member of the IIA, we are all extremely fortunate to have the trust of our legislators to provide counsel on issues facing our industry. It’s great to go through our day knowing that Phil Lackman, Evan Manning, Jennifer Jacobs and Brett Gerger are there to continue to represent and defend our industry each and every day.

CONVO/EDGE - The excellent association staff produces two of the finest events in the industry each year. Shannon Churchill, Rachel Romines, and the entire crew create a unique experience every year focused on relevant and innovative content, fantastic participation from partner carriers and vendors, and great social events that provide opportunities for togetherness with fellow members.

AIS/E&O - A strong E&O offering and experienced staff.

The IIA staff has handled E&O administration for other states, and this program continues to be a competitive advantage for our members. AIS continues to provide additional products that help our members compete.

National Leaders – We have many national Big “I” leaders in IL. Bennie Jones is the Chair of the Big “I” Diversity Council, Greg Sandrock is a member of the Big “I” Government Affairs Committee and Chair of the Crop Task Force, and Mike Wojcik is the former Chair of the Big “I” Health Care Task Force and current health care liaison to national. Also, Patrick Muldowney serves on the Large Agents and Brokers Council. They use their talent to represent our state very well on a national level.

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

Make a difference in diversity and inclusion by focusing on three things: listening, recruiting diverse talent, and mentoring minority-owned agencies. I have appointed a task force through our Chicagoland IIA to develop action items, and we have engaged Dr. Lee Nunery as a consultant to help us listen and develop a plan to make a difference in addressing diversity and inclusion.

Increase IIAPAC engagement by working with the Government Relations Committee and Regional Directors.

All members benefit significantly from our advocacy efforts, but only 30% of our members contribute to IIAPAC. Work with the Education Committee and Regional Directors, we will encourage our members to utilize the IL Pre-Licensing Program, which is currently being offered virtually, and other online CE classes. continued...

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october 2020

Build a technology brand and bring the Illuminate Program to life in Illinois with the guidance of the newly established Technology Committee.

Implement goals for Regional Directors to increase IIAPAC and CONVO participation in their regions.

Do you have a personal motto or creed by which you live?

Be yourself, live life to the fullest, be kind, be positive, and believe that you can make a difference.

Tell us about your family? How do they feel about your new role with the IIA of IL?

I have been married for 31 years to my beautiful wife, Margie, and we have three children. Our twin girls were 2020 graduates from Illinois State University. Our daughter, Katie, is a 1st grade teacher. Erin is a management trainee at Enterprise, and our son, George, graduated High School this year and is currently attending Illinois State University.

Margie and I are very proud of all three kids, who we know will all make a difference in the world. They are all very supportive of me as I enter this new role. We are lucky to have four siblings on my side and three on Margie’s side, all married to great spouses and collectively, we have seventeen nieces and nephews. We are truly blessed that my mom (LaVerne) will be celebrating her 92nd birthday next month and Margie’s dad (Matt) is turning 90 next week.

What lessons from your personal life have you incorporated into your business career?

Be a leader. Be genuinely interested in the success of others. Be kind and respectful to all.

What are a few facts about you that people would find surprising?

I ran the Chicago Marathon when I was 18 years old and placed 340th out of 10,000. I threw two no-hitters in 16inch softball. I was a volunteer firefighter for seven years.

Finally, when all is said and done, what is the most important message you hope IIA of IL members take away from your Presidency?

After my Presidency is over, I hope all members took full advantage in 2020-21 of the great education opportunities.

I also hope all members considered attending, or sending staff members, to CONVO, the EDGE Conference, or any live events put together by your IIA staff. In addition, I hope more members considered volunteering and contributing to our IIAPAC. I want to look back on this year and know that we were able to make it through the most difficult year in American history with more appreciation for our families, our staff, our clients, and our journey in life. Through the strength of our association, we created a destination for all people that seek our counsel and desire an opportunity.

I would like to look back through our diversity and inclusion efforts and know we made a difference in finding minority talent and worked with intentionality to provide advice and counsel to make a difference for agencies that are participating in our mentor program. Lastly, my hope would be that we understand that all of us are much stronger when we can love and respect each other and work together to learn and be better every day.

Be yourself, live life to the fullest, be kind,

be positive, and

believe that you can make a difference.

october 2020

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2020-2021

IIA of IL Board of Directors Chairperson

Bill Wirth

Bill Wirth has been in the insurance industry since 2003. Fourteen years ago, he founded the Wirth Agency, where he holds the position of President.

The Wirth Agency is a full service agency with a focus on businesses, and also serves a large number of Personal Lines clients.

Wirth Agency 119 E Mill Street Waterloo, IL 62298 (618 )939-6368 billw@wirthagency.com

Family: Spouse: Angie Daughter: Nora (13) Son: William (11)

President

George Daly

George Daly entered the insurance industry in 1984, working with Allstate and Insure One before joining The Horton Group in 2005, where he’s President of the Personal Insurance Division. The Horton Group started in 1971 and is one of the top 50 largest insurance agencies in the country.

Family: Spouse: Margie Daughters: Katie and Erin (23) Son: George (18)

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The Horton Group, Inc. 10320 Orland Pkwy Orland Park, IL 60467 (708) 845-3311 george.daly@thehortongroup.com october 2020

President-Elect

Jay Peterson AFIS, LUTC

History: Jay Peterson joined his father’s insurance agency, Peterson Insurance Services, in 1979. He’s currently the President and owner of the agency, which offers a broad range of commercial, personal, life, health, and crop insurance coverages.

Family: Spouse: Sarah Children: Dustin & Dexter Grandchildren: 4

Peterson Insurance Services, Inc. PO Box 377 Clinton, IL 61727 (217) 935-6605 jay@peterson.insurance

Vice President

Kevin Lesch CBC

Árachas Group, LLC PO Box 8152 Bartlett, IL 60103 (630) 830-3232 klesch@arachasgroup.com

History: Kevin Lesch started in the industry at his father’s agency when he was in High School. In 2013, he took over as President of the agency and then bought out both partners in 2015. Árachas Group, LLC is a merger of three agencies.

Family: Spouse: Trisha Sons: Jacob & Gavin

National Director-IIABA

Gregory Sandrock

Gregory Sandrock joined the insurance industry since 1986. He started the Cornerstone Agency in 1988, where he’s President and a producer. The agency concentrates on Farm, Crop and Agri-Business. Greg is the current Chair of the Big “I” Crop Insurance Task Force.

Family: Cornerstone Agency, Inc. Spouse: Kris 105 S Main St Tampico, IL 61283 Children: Luke (& Ashleigh), 2 Grandsons & 1 Granddaughter (815) 438-3923 Tyler (& Megan), 2 Grandsons &1 Granddaughter Annie (& Josh), 1 Granddaughter gregsandrock@2cornerstone.com

Secretary/Treasurer

Bennie Jones

Risk Management Solutions of America, Inc. 309 W Washington St, Ste. 200 Chicago, IL 60606 (312) 960-6206 bjones@rmsoa.com october 2020

Bennie Jones began his career in 1980 and has worked with Liberty Mutual, Inter Continental and Argonaut. He’s now the President of Risk Management Solutions of America, Inc. In 1999, the agency began developing specialty insurance programs, started wholesale operations in 2003 and moved into commercial retail placements in 2005. Bennie is the current Chair of the Big “I” Diversity Task Force.

Family: Spouse: Linda (39 years) Children: Whitney (34), Troy (33) & Trinton (22) Grandchildren: Faith (12) & Tyler (10) insight

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2020-2021

IIA of IL Regional Directors Region 1

James Sager

James Sager started working with Kane Insurance, a family owned business, in 2015. James has also been a producer for Premier Crop Insurance since 2014. Our of the agency, James currently services as the fundraising chairman for Salem Community High School Academic Foundation, as presidentelect of the Greater Salem Chamber of Commerce, and as a founding board member of Little Egypt.

Family: Wife: Amber Children: Edison (5) & Reid (2)

Kane Insurance 110 S. Broadway Salem, IL 62881 (618) 548-2796 james@kaneinsurance.com

Region 2

Joseph Heneghan

Joseph Heneghan joined the insurance industry in1982. He started his own agency in 2004 and bought the White-Cutting Rice agency in 2010. The agency writes all lines of insurance, represents more than 20 insurance companies and is associated with many excess lines carriers.

Heneghan-White-Cutting & Rice Insurance Agency 200 N. State Street Jerseyville, IL 62052 (618) 639-2244 joe.heneghan@hwcrins.com

Family: Spouse: Rita Daughters: Shannon Strawhun & Jenna Strawhun-Smith (Tyler)

Region 3

Christopher Leming

Christopher Leming began his insurance career in 1997. He is the Senior Vice President at TROXELL, which provides an in-house claims department to ensure all insurance claims are handled with fairness and efficiency. TROXELL offers Personal and Business Insurance, Group Benefits, Surety Bonds, HR and Safety Solutions, and Individual Health and Life insurance.

Family: Spouse: Margaret Son: Christopher Daughters: Annaliese & Mallory 34

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TROXELL 214 S Grand Ave W Springfield, IL 62708 (217) 321-3185 cleming@troxellins.com october 2020

Region 4

Bart Hartauer CIC

Bart Hartauer joined the Hartauer Insurance Agency in1985. He is now the owner of the full lines independent agency, which represents over 20 companies. The agency is a member of the ISU Insurance Group.

Hartauer Insurance Agency 613 First Street La Salle, IL 61301 (815) 223-1795 hartauer@hartauer.com

Family: Spouse: Katie Daughter: Catherine Son: Luke

Region 5

Nick Gunn CIC

Nixon Insurance Agency, Inc. 4701 N University Ste B Peoria, IL 61612 (309) 691-1300 nickgunn@nixonagency.com

Nick Gunn started his career in 2006 at Nixon Insurance Agency, Inc. After a brief stint at another agency, he made his way back to Nixon Insurance Agency, Inc. and became part owner and Vice President of Commercial Insurance in 2018. Established in 1964, Nixon Insurance Agency, Inc. offers home, automobile, life, health, and business insurance.

Family: Spouse: Jessica Children: Tripp & Cash

Region 6

Thomas Evans, Jr.

Thomas Evans, Jr. has been in the insurance industry since 1996. He spent time at Franklin Life, Insure One and Esser Hayes Insurance Group before joining the Crum-Halsted Agency. The agency offers personal, commercial, life, and health needs.

Family: Spouse: Rebecca Daughters: Ashley & Aly Sons: Tommy (III) & Tyler Dog: Cody

Crum-Halsted Agency, Inc 407 E Congress Parkway, Suite C Crystal Lake, IL 60014 (779) 220-6564 tevans@crumhalsted.com

Region 7

Jason House

The Insurance Exchange Ltd. 15459 South Park South Holland, IL 60473 (708) 597-8731 ext. 131 jhouse@insxchg.com october 2020

Jason House began working for The Insurance Exchange a year ago. He also serves as an elected Trustee for the Village of Dolton and volunteers in his local community. Prior to joining the insurance industry, he served as CFO for a state-funded healthcare syndicate and as a banking industry executive.

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2020-2021

IIA of IL Regional Directors

(Continued)

Region 8 Andrew Allan

CIC

Andrew started his insurance career in 2009. He joined Lakeview Insurance Agency four years ago as Commercial Lines Manager. In addition to his role as IIA of IL Region 8 Director, Andrew is the President of Chicagoland IIA. In his spare time, he serves as a Young Executive Board Member of MidAmerican Club, a volunteer for Chicago Animal Care and Control, and is a Past President of the University of Central Florida Chicago Alumni Chapter.

Family: Spouse: Sarah Daughter: Charlotte (nine months)

Lakeview Insurance Agency, Ltd. 3438 N. Southport Ave. Chicago, IL 60657 aallan@lakeviewins.com (773) 871-8000

Region 9

Edward Boltz III

Edward Boltz III co-founded Prime Meridian Insurance Group, Ltd. over 20 years ago. Five years ago, they began a long term succession plan with Crum-Halsted Agency, Inc., which offers commercial and personal lines.

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

Family: Spouse: Karen Children: Erika and Collin Dogs: Cody and Bear (brothers)

Region 10

Christopher Bassler CLCS

In 2009, Christopher Bassler started working at Unum. In 2012, he switched to the family business, Bassler & Co. Insurance, where he is the President. The agency is a Commercial Property & Casualty shop.

Family: Spouse: Rachel Daughter: Alexis Dog: Lego 36

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Bassler & Co. Insurance 611 Academy Dr. Northbrook, IL 60062 (847) 480-0800 cbassler@basslerins.com october 2020

2020-2021

At-Large Board Members

Amiri Curry, ARM, AIS,AINS William Durkin, CRIS

Assurance Agency, Ltd. 20 North Martingale Road Schaumburg, IL 60173 acurry@assuranceagency.com (847) 797-5700 Amiri Curry began his insurance career in 1993 in Life & Health customer service. After leaving the industry to work in financial services, he returned to insurance in 2007, eventually joining Assurance, a full-service brokerage, in 2016.

Assurance is a Marsh & McLennan Agency LLC. Family: Married father of four (all boys).

Michael-Charles Hilson Patrick Muldowney,

G.B.G., Inc. 40 W 162nd St South Holland, IL 60473 (708) 333-3378 mhilson@gbgins.com Michael-Charles is a third-generation insurance professional. He joined (*) GBG Inc. in a full-time capacity in May of 2003. He has worked in each facet of agency operations and key client services. He leads the firm’s Client Retention Department and is primarily responsible for insurance company underwriting relations and insurance industry relations.

Family: Spouse: Erin Children: Jack, Molly & Joe

JD

Allyson Padilla,

AAI

Alliant Insurance Services 353 N Clark Street, 11th Floor Chicago, IL 60654 (312) 595-7192 patrick.muldowney@alliant.com

Blank’s Insurance Agency, LLC 515 S Whittle Ave Olney, IL 62450 (618) 393-2195 allyson@blanksinsurance.com

Patrick Muldowney began his career at Kemper Insurance Companies in 1993. Three years ago, he became the First Vice President and Assistant General Counsel at Alliant Insurance Services. The agency is the largest specialty brokerage in the U.S., focused on construction, public entity, education, real estate, healthcare, tribal nations, and legal professionals.

Allyson Padilla was born into Blank’s Insurance Agency but began her insurance career full-time in 2008.

The agency provides all types of insurance and bonds, including personal lines and commercial insurance. She works in all facets of the agency but is primarily focused on commercial lines, agency marketing, and advertising.

Family: Spouse: Angel (15 years) Sons: Angel Julian (11), Bennett (9) & Cruz (6)

Family: Spouse: Lisa Son: Sean (20) october 2020

Daniel and Henry Ins. and Risk Management 150 S. Wacker Dr Suite 1625 Chicago, IL 60606 (312) 629-0725 durkinb@danielandhenry.com William Durkin began his insurance career in 1992. He joined Daniel and Henry Insurance and Risk Management in 2012. He serves as Director & Broker and is on the Executive Committee and Operations team. The agency has been in business since 1921 and is privately owned.

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2020-2021

IIA of IL Committee Chairs

Teresa Fleming Education

Leffelman & Associates, Inc. 111 W Main St Sublette, IL 61367 (815) 849-5219 tess@leffelmanassoc.com Tess Fleming, CIC, CISR, got her start at a life insurance company in 2005 and started working for Leffelman & Associates in 2007, where she’s the VP of Operations. The agency writes many lines of business including home, auto, commercial, farm, health, life, and vacation homes.

Family: Spouse: Chris Children: Dax, Knox, Marlo & Haven 38

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Patrick Taphorn

Government Relations

Dustin Peterson IIAPAC

James Unland & Co., Inc. 2211 Broadway Road Pekin, IL 61554 (309) 347-2177 ptaphorn@unland.com

Peterson Insurance Services, Inc.

Patrick Taphorn, CIC, CSRM, was hired in 1989 with James Unland & Co., Inc. After a brief stint at Nabisco, Taphorn rejoined the agency, where he worked his way up to President. The agency provides Commercial & Personal P&C, Life, Health & Employee Benefits, and financial services.

Dustin Peterson is the 3rd generation member of the agency, joining the agency in December 2003. He currently serves as Risk Manager, covering all lines of insurance for the agency.

Family:

Spouse: Lisa Children: Nathan, Carter, Justin, Jenna

PO Box 377 Clinton, IL 61727 (217) 935-6605 dustin@peterson.insurance

Family: Spouse: Jessica Children: Julian & Vivian Dogs: Dino & Aggie

october 2020

Cindy Jackman, CISR, CIC Planning & Coordination

Arlington/Roe PO Box 2614 Carbondale, IL 62902 (618) 201-1265

cjackman@arlingtonroe.com Cindy Jackman began her career in 1984. After 34 years on the agency side, joined Arlington/Roe as the central/southern IL Marketing Manager and enjoys helping the independent agents enhance and grow their agencies.

Family: Spouse: Jon Blended family of 5 children and 6 grandchildren.

Renee Crissie Young Agents

Renee joined the family business right out of college and has worked side by side with her family to learn all areas of the business and help grow the agency. She began her career in Commercial Lines and took on to Employee Benefits in 2010 as Health Care Reform took off.

Family: Youngest of three 4 Nieces and 1 Nephew

Family: Spouse: Molly Children: Elijah & Piper october 2020

Payne Ins. Agency, Inc. 401 W. Main Lexington, IL 61753 (309) 365-3231 rjacobs@mtco.com Randy Jacobs joined the family agency in 1995, then bought the agency in 2000. The agency offers property & casualty, home, auto, commercial, farm and crop, life, and medicare supplement.

Family: Spouse: Amy Children: Grant, Nate & Carter

Interested in getting involved?

Technology

In 1999, Ryan Hite worked at the family agency, getting licensed while in college. He worked on the company side for seven years in claims, underwriting and marketing.

He then managed an independent agency for four years before becoming a co-owner of his own agency, alongside his father.

CIC

Farm Agents Council

Crissie Insurance Group 1700 Higgins Road, Suite 320 Des Plaines, IL 60018 (224) 217-6577 renee@crissieins.com

Ryan Hite

Eagle Rock Ins. Services 7800 N Sommer St, Ste 204 Peoria, IL 61614 (309) 688-7316 ryan.hite@eaglerockins.com

Randy Jacobs,

This is your association and as an insurance specialist familiar with the challenges your business faces, your insights and expertise can help shape the future of our association and industry. Your involvement will ensure that the IIA of IL remains a leading resource and advocate for independent agents. Association involvement can help you expand your network, increase your industry knowledge and exposure to developing trends and products, and grow in your profession.

Get started by: • • • •

Participating Sharing Advocating Volunteering

Find out more at www.iiaofil.org/about-us/get-involved.

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The

Worst Thing An Agent Can Do

By Nicholas Ayers

We have a major problem in the insurance industry.

It’s a problem that keeps most agents stunted in their agency growth.

The problem is “leads.”

“Nick, we are looking for more leads for our team.”

Sure, it would make sense that in order to grow your insurance agency, an insurance agent would need more sales opportunities.

The belief that more leads will cure an agency’s growth problem is misguided and wrong.

In this article, I will explain why.

After speaking with thousands of insurance agents from around the country, I have observed that the majority of insurance agents do not suffer from a lead problem. The problems they face are on their backend systems and processes.

Shining a Light on the Cracks The best use case for a bulk supply of leads is allowing it to shine a light on a broken sales system.

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More leads will quickly expose an agency’s shortfalls when it comes to tracking, sales, and follow up.

If an agency owner is wise and humble, they will understand that the quality of the lead is not nearly as important as the process and experience that lead goes through during the sales process. They will not make an excuse for why the leads are no good. Instead, they will always point the finger at themselves and correct their process.

Leads can be a great resource for exposing the weaknesses in an agency’s sales process.

Don’t Chase Fads It’s likely you’ve seen advertisements promoting a program or a course. These solicitations will sell you on the idea of “leads, leads, leads” from places like Facebook.

As a course creator myself, I know this angle all too well.

But if leads are the only attraction point for you, then the battle is only half won. It is why on enrollment calls, I often ask prospective students, “tell me about your sales process.” If they cannot articulate a proven process that can adequately handle more lead volume, then I cut the call off early and inform them that they should not join any program, including mine. october 2020

The fact is, you can use advertising platforms like Google and Facebook to create more leads. But in my experience, after generating hundreds of thousands of leads, it doesn’t matter how good the lead quality is. If the sales process from phone to CRM is broken, then you will have wasted precious time and money.

Your Acre of Diamonds Most agents have all the leads they could ever need. They do not come from Facebook, Google, referral partners, or anyone else.

It is in the best interest of your agency growth that you invest more thought into your follow up sales process.

This will allow you to have higher connection rates and communication with your leads. It will allow you to develop better bonds and relationships with your clients, and in the end, you can have a more profitable agency.

Nicholas Ayers is the Co-Founder and Chief Marketing Officer of Better Agency. View more information at www. betteragency.io.

These leads are staring at them every single day inside of their agency CRM. Most agents would be shocked to find that the average household policy count for most clients is below two.

Very few agents know this for a fact, so instead of relying on the hard data as truth, they assume. They want to believe they have packaged all of their clients’ insurance needs in their agency.

But if we’re being practical and honest, we know that is not the case.

If you do not have an automatic process for communicating with existing clients, the need to package more business with your agency, then you are leaving money on the table.

© 2020 Liberty Mutual Insurance, 175 Berkeley Street, Boston, MA 02116

Every Fortune 500 company knows that the best source of new business is to sell more to existing clients. Once a buyer, always a buyer.

Spend more time mining your acre of diamonds, and you’ll rarely ever need to acquire “more leads.”

Using a CRM To Make More Money The insurance industry has come a long way in the last few years. Now agents have resources to automatically respond and nurture their leads.

Your CRM should automatically respond to your leads, and your existing clients should hear from you automatically at renewal and when there are cross-selling opportunities.

A high-quality CRM will track all of your client behaviors and allow you to respond in real-time via text or email. It will also allow you to reactivate any “dead leads” from the past.

It’s important that if you have any sort of lead volume you are using your CRM to track X-dates and reasons why a policy wasn’t sold. This data will help you improve your sales process and overcome objections.

october 2020

What matters to you, matters to us.

• 120% dedicated to your success • Easy to do business with • Innovative and tailored solutions

Talk to your territory manager or find one at LibertyMutualGroup.com/Business and Safeco.com/agent-resources

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INSIGHT | associate news Thank you to our Associate Members.

Diamond Level Members

Platinum Level

Progressive Surplus Line Association of Illinois

Gold Level AAA Insurance Arlington/Roe

Silver Level Grinnell Mutual Reinsurance Company Imperial PFS IMT Insurance

Nationwide West Bend Mutual Insurance Co.

Bronze Level A. J. Wayne & Associates AFCO Credit Corporation AMERISAFE AmWINS Brokerage of the Midwest, LLC Auto-Owners Insurance Co. Berkshire Hathaway Guard Insurance Companies Columbia Insurance Group Continental Western Group Donald Gaddis Company, Inc. Donegal Insurance Group Encompass Insurance Encova Insurance Erie Insurance Group Foremost Insurance Group Forreston Mutual Insurance Company Frankenmuth Insurance Grange Insurance Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. Liberty Mutual/Safeco Insurance 42

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Madison Mutual Insurance Company MarshBerry Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge a Division of Zywave PEOPLE Previsor Insurance ProAg Management Inc RT Specialty - Naperville Selective Insurance Company of America ServiceMaster DSI Society Insurance Specialty Risk of America Transcom General Agency Travelers UIG - The Agent Agency United Fire Group Universal Property & Casualty Utica National Insurance Group W. A. Schickedanz Agency, Inc./Interstate Risk Placement Western National Insurance Westfield october 2020

associate news | INSIGHT Shift Technology to Support Fraud Detection and Subrogation Initiatives for Central Insurance

Berkshire Hathaway GUARD Now Offering Commercial Package Coverage in Illinois

Shift Technology, a provider of AI native fraud detection and claims automation solutions for the global insurance industry, and Central Insurance announced that Shift will support Central Insurance’s fraud detection and subrogation initiatives. As a result, Central Insurance will deploy Force, Shift’s fraud detection solution to uncover suspicious behaviors in the insurer’s auto and property claims processes. The insurer will also use the technology to identify more quickly and accurately those property claims appropriate for subrogation recovery.

Berkshire Hathaway GUARD Insurance Companies recently announced it added Illinois to the list of states where the insurer offers its Commercial Package Policy.

FCCI Insurance Group Named A Super Regional Property/Casualty Insurer™

For more information on Berkshire Hathaway GUARD visit www.guard.com.

FCCI Insurance Group ranked 42 out of 148 insurance carriers in the Super Regional Property & Casualty Insurers.

FCCI has been on the Super Regionals P/C Insurers list since 2011.

“Being named as a Super Regional Property/Casualty Insurer™ is a testament to the efforts and commitment of our agents and teammates in sustaining our growth and momentum,” said Cina Welch, FCCI Insurance Group’s president and CEO. “We are proud to be recognized as a stable and strong market for agents and the businesses we protect.”

Super Regional insurers are identified by Demotech Inc., the official research partner of Insurance Journal, by using data as of December 31, 2019. Reporting data and direct written premium of at least $25 million were some of the qualifying criteria used to evaluate the 148 companies named to the list. For a list visit https://www. insurancejournal.com/super-regionals/.

Grinnell Mutual Named Top Workplace for the 10th Consecutive Year Grinnell Mutual was named ninth-best large Iowa employer in the 2020 Des Moines Register/Workplace Dynamics Top Workplaces survey.

The product includes Commercial Property featuring limits up to $120 million per location (higher limits considered), with an enhanced causes of loss form, including built-in equipment breakdown, crime coverages as well as broad inland marine coverages; General Liability with aggregate limits up to $6 million; and Commercial Umbrella for added protection.

IMT Insurance Awards $33,000 to Local Community Projects IMT Insurance, a leading provider of personal and commercial insurance products in the Midwest, recently announced its list of 61 Community Contest winners, including six IIA of IL member agencies.

The IMT Community Contest awards monetary gifts to community projects and organizations within the states the company does business. This year, nearly 100 entries were submitted for consideration from June to August, and 61 awards of either $500 or $1,000, totaling $33,000, were gifted to local projects and organizations in need.

This is the 23rd consecutive year IMT has awarded gifts to local community projects in need of funding. IMT Insurance offers insurance products through more than 1,000 Independent Insurance Agencies across six states: Iowa, Illinois, Minnesota, Nebraska, South Dakota, and Wisconsin.

IMT Insurance is honored to partner with the 2020 nominating Independent Insurance Agents. Their superior performance and enduring commitment enable IMT to continue living up to its slogan, “Be Worry Free!”

For a full list of nominating Agents and community recipients, go to https://tinyurl.com/IMTCommunity.

It’s the 10th straight year the company has earned a spot on the list and is one of only six companies in the state that has made the list every year since the honor’s creation.

Grinnell Mutual also won the “Training” specialty category because employees felt the company offered unmatched opportunities to learn and grow.

The Register and WorkplaceDynamics evaluated survey responses from 36,000 employees of participating employers. Top Workplaces are categorized by number of employees in Iowa and chosen based on employee feedback.

october 2020

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Board of Directors Profile

James Sager Region 1 Director Kane Insurance, Salem, IL Producer

Number of Years with Agency: 5 Year You Started in Insurance: 2014 Education: Bachelors Degree - Business Management - EIU Current or Past Civic, Political, or Community Service Activities: - Salem Community High School Academic Foundation (fundraising chairman): 2015- present - Greater Salem Chamber of Commerce (President Elect): 2018- present - Little Egypt CEO (founding board member): 2019- present What do you feel are major challenges facing our Association today?

Technology What suggestions do you have to respond to these challenges?

As independent agents we must keep up with technology and the demand for fast results. We must blend our use of technology with our personal relationship driven model.

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What do you see at the greatest benefit to IIA of IL membership?

Networking with peers and staying up to date with industry trends/news.

What prompted you to get involved with the Association?

I was eager to get involved in the industry, develop leadership skills and expand my professional network with other young agents.

october 2020

iia of il news | INSIGHT

Education Classes october

6 8 13 13 13 14 15 20 21 21 22 22 26 26 27 28 28 29 29

CONVO 2020 Virtual Flood Insurance and the NFIP Webinar Pre-Licensing Course - Property & Casualty Virtual E&O Roadmap To Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar E&O Roadmap to Identity Theft Webinar Pre-Licensing Course - Life & Health Virtual Ethics and the Law Webinar CISR-Commercial Casualty 1 Virtual E&O: Commercial Property Coverage Gaps Webinar CISR-Commercial Casualty 2 Virtual E&O Roadmap To Policy Analysis Webinar CISR-Life & Health Essentials Virtual E&O Roadmap to Personal Auto Webinar CISR-Insuring Commercial Property Virtual CIC-Life & Health Virtual E&O Risk Management Webinar Agents E&O Webinar

november

3 4 4 9 10 10 12 16 16 18 18 19 23 24 30

Agents E&O Webinar Ethics and E&O Webinar CIC-Commercial Property Virtual E&O Roadmap to Personal Auto Webinar E&O Roadmap To Homeowners Endorsements Webinar Ethics - Walking a Straight Line Webinar Pre-Licensing Course - Life & Health Springfield (Virtual if approved) Pre-Licensing Course - Property & Casualty Springfield (Virtual if approved) E&O: Roadmap to Personal Auto & Umbrella Webinar CISR-Personal Lines Miscellaneous Virtual E&O Roadmap To Policy Analysis Webinar E&O Roadmap to Identity Theft Webinar E&O Roadmap to Personal Auto & Umbrella Webinar E&O Risk Management Webinar Pre-Licensing Course - Property & Casualty Springfield (Virtual if approved)

New Members

Culture, Ethics, and E&O Webinar

october 2020

member agency Susan Elmore Insurance Agency Belleville, IL

The Wright Group Chicago, IL

The Maxx Group, LLC Crestwood, IL

V R Insurance Agency, Inc. Romeoville, IL insight

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INSIGHT | classifieds for the insurance professional by the insurance professional

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

AGENTS, AGENCIES, BOOKS OF BUSINESS, PRODUCERS AND ACCOUNT MANAGERS WANTED.

32. Searching for something different or a better deal? Tired of the cookie-cutter option, the one-size fits all approach in making a deal? Looking for something better suited to your immediate and future plans? Share your story with Olson.

We will help put your plans into action. You will find us nimble, direct, and great listeners. The Olson promise is to customize each deal. We are all about collaboration and being true partners. The deal must work for you before it can ever work for us. Whether for yourself, your agency, your staff or location - run your story by us. Today, tomorrow, or further down the road Olson is always ready to strike a deal and craft a winning plan with you.

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 Insurance (708) 383-9000 www.forestinsured.com/mergers-acquisitions

Our relationship manger, Jim Sandberg and our founder’s son, Jeff, hope to hear from you, soon!

Jim Sandberg Olson Insurance Group/Norman G. Olson Company (708) 986-1115 Jim.S@Olson-Ins.com JeffOlson@Olson-Ins.com

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october 2020

Helping you take care of clients isn’t just business.

It’s personal.

With access to more than 200 markets, our collaborative teams know how to provide the right solutions with a personal touch. Located in nine states, licensed in all 50, and independently family-owned, we can connect you with insurance specifically tailored to your clients’ needs.

Our commitment to your success is the reason for ours.

Get to know the people of Arlington/Roe. We’ve been doing the right thing since 1964.

Let us help you find the right solutions.

Managing General Agents | Wholesale Insurance Brokers

800.878.9891 | ArlingtonRoe.com

Aviation | Bonds | Brokerage | Commercial Lines | Healthcare & Human Services | Farm 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. Follow us at bigdoghq.com.

©2020 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.