September e-Insight - Non-Member

SEPTEMBER 2020

INSIGHT iia of il

October 6-8

ENHANCING YOUR KNOWLEDGE EXPANDING YOUR OPPORTUNITIES ReTHINK... ...the future of insurance moving forward.

ReINVENT...

ReIMAGINE...

Š SECURA Insurance

Commercial | Personal | Farm-Ag | Specialty

September 2020

Editor & Graphic Design - Rachel Romines

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Advertising - Tami Hubbell

CONTENTS 11

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IIA of IL Launches New Market Access Program How to Keep Going When You Want It All to Go Away

By John Graham

Virtual CONVO 2020 Enhancing Knowledge... Expanding Opportunities Struggling to Build Your Business and Increase Sales?

By John Chapin

Why Every Manager Should be a Coach, Not a Boss

By Caliper

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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 15 24 26

President’s Message Trusted Choice

e-Insight Associate News

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IIA of IL News Agency Members in the News Young Agents Classifieds

Outgoing Board Members

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

Chairman of the Board | Patrick Muldowney (312) 595-7192 | patrick.muldowney@alliant.com

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APPLIED UNDERWRITERS

President | Bill Wirth (618) 939-6368 | billw@wirthagency.com

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ARLINGTON/ROE

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

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BERKSHIRE HATHAWAY GUARD INS. GROUP

Vice President | Jay Peterson, AFIS, LUTCF (217) 935-6605 | jay@peterson.insurance 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 | Lisa Lukens (618) 942-2556 | salibainsurance@gmail.com Region 2 | Joseph Heneghan (618) 639-2244 | joe.heneghan@hwcrins.com

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DONEGAL INSURANCE GROUP

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EBRM

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GRINNELL MUTUAL REINSURANCE COMPANY

13

ILLINOIS CASUALTY COMPANY

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INDEPENDENT MARKET SOLUTIONS

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IMT INSURANCE

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INSURANCE PROGRAM MANAGERS GROUP

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JM WILSON

Region 3 | Christopher Leming (217) 321-3185 | cleming@troxellins.com

Cover Tip

Region 4 | Bart Hartauer, CIC (815) 223-1795 | hartauer@hartauer.com

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SECURA INSURANCE

Region 5 | Nick Gunn, CIC (309) 691-1300 | nickgunn@nixonagency.com

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WEST BEND MUTUAL INSURANCE CO.

OMAHA NATIONAL

Region 6 | Thomas Evans, Jr. (779) 220-6564 | tevans@crumhalsted.com Region 7 | Neidra Crosby, CPIA, CISR (708) 597-8731 | ncrosby@insxchg.com Region 8 | Andrew Allan (773) 891-8000 | aallan@lakeviewins.com Region 9 | Ed Boltz, JD (630) 443-7300 | eboltz@crumhalsted.com Region 10 | Christopher Bassler, CLCS (847) 480-0800 | cbassler@basslerins.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 | Ryan Hite (309) 688-7316 | ryan.hite@eaglerockins.com At-Large Director | Patrick Taphorn, CIC, CSRM (309) 347-2177 | ptaphorn@unland.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 | Kevin Lesch (630) 830-3232 | klesch@arachasgroup.com IIAPAC | Dustin Peterson (217) 935-6605 | dustin@peterson.insurance

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

Planning & Coordination | Cindy K. Jackman, CIC, CISR (800) 878-9891 x8745 | cjackman@arlingtonroe.com Young Agents | Allyson Padilla (618) 393-2195 | allyson@blanksinsurance.com

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Independent, Authorized General Agent for

An Independent Licensee of the Blue Shield Association

Delivering

Best-In-Class Service

...since 1889

We understand the importance of delivering outstanding customer service. That’s why we have real people waiting to help you when it’s needed most.

It’s just another way we are There when it matters most.™ for our agents and policyholders.

DonegalGroup.com

What a Year It Has Been!

For some time now, we’ve been reading and talking about business disruptors. In order to remain successful, we must learn to adapt. Well, throw in a worldwide pandemic.

Fuel it with fear, politics, and science… and hang on!

Clearly, the authors of all those business disruption articles were not thinking quite this far out of the box. But, we’re certainly living through one of the most disruptive times in our lives. Years from now, we’ll look back and remember how we reacted, how we responded, and how we adapted.

When Governor Pritzker issued emergency orders in March 2020 defining essential and non-essential businesses and forcing certain businesses to shut down, everyone seemed to have more questions than answers. Immediately the Big I and IIA of Illinois responded. Our industry was deemed essential, and your association delivered valuable resources helping members address many significant issues all of our clients were facing. Based on standard policy language, could loss of business income coverage apply to losses caused by the Covid-19 virus? How might workers’ compensation respond if employees get sick? What financial resources might be available to assist businesses?

The list goes on and on.

The disruption continues, and the dedicated staff of experts at the IIA of Illinois continue to develop and deliver resources to help our members assist their clients.

Visit iiaofil.org/Covid-19-Resources. It’s times like these that remind us all of the value of membership in your association.

Despite the priority of spending countless hours responding to the Covid-19 crisis, your association continues to move forward with initiatives focused on improving our industry and our way of life as independent insurance agents.

Our pre-licensing program is live and although it too was disrupted earlier this year, the move (at least temporarily) to allow pre-licensing requirements to be completed online has accelerated this program’s success. That success continues to be driven by the knowledge, hard work, and professionalism of your dedicated association staff.

With over 930 member agencies in the state of Illinois, our membership is clearly one of the most diverse in the entire country. Your association includes 10 regions spread across the state, with volunteers serving as regional directors in all 10 regions. In total, over 25 volunteer association members of the IIA of Illinois make up one of the most diverse boards in the national Big I. Beyond diversity within the board, we continue to recognize the opportunity to further develop diversity and inclusion within your association and look forward to the initiatives being developed by your incoming President, George Daly and Secretary/Treasurer and Big I Diversity Chairperson, Bennie Jones.

president's message | INSIGHT which we live, we can either be reactive or proactive. The events of 2020 continue to remind us of this fact every day.

Our ability to be virtually connected has allowed entire companies to abandon office space and work from home.

Instead of driving from the northern or southern ends of Illinois to meet in Springfield, we’ve been conducting IIA of Illinois board meetings virtually from our offices, our homes and even our vehicles in an effort to help everyone stay healthy. This ability to connect and conduct business online certainly creates efficiencies. Will this ability to virtually connect result in a disconnection of sorts? Time will tell.

Regardless, as a board, we certainly recognize the need to proactively adapt. As such, we have recently developed a new Technology Committee to serve association members.

As agency owners and agency staff, we seem to be constantly bombarded with technology products. How do you know what might work best for you and your clients?

The addition of the IIA of Illinois Technology Committee is yet another example of the extraordinary value you receive as members of the IIA of Illinois.

As the world adapts, your association staff continues to respond. Every October, the IIA of Illinois showcases one of the most successful industry events in the country with our annual CONVO (convention). Each year member agents and insurance carrier representatives look forward to three days packed full of education, training, entertainment, and socialization. We all look forward to this tradition and the connection that CONVO offers. However, current circumstances are forcing us to adapt to a Virtual CONVO this year. Planning and successfully delivering a virtual convention with relatively short notice is a monumental task. The good news… you have an incredible team of intelligent, creative, and hardworking professionals within the association staff that will continue to deliver a first-class convention.

As my year as President of the IIA of Illinois comes to a close, I want to express my appreciation to you, our members, for your continued support. Your staff in Springfield works hard every single day, and they are working for you. I also want to recognize the dedication of our entire volunteer Board of Directors. Just like you, they have clients, agencies, and families to serve, yet they have dedicated a great deal of time to give back to our industry and to help you. Personally, without my agency office team taking care of our clients, serving on the IIA of Illinois board would have been extremely difficult. They will always have my gratitude. Finally, I must thank my family, my wife Angie, daughter Nora, and son William for their continued support the entire time I have been involved with the IIA of Illinois.

With that, please help me welcome George Daly as your new President of the Independent Insurance Agents of Illinois.

Sincerely,

As our industry continues to adapt to the “online” world in

Bill Wirth - IIA of IL President - (618) 939-6368 - billw@wirthagency.com september 2020

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20 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. That’s why many of our personal lines underwriters, like Amy, have worked with their agents for so long. Amy trusts her agents as resources for many important things, including “life stuff” and they trust her, too. And that makes the relationships that much stronger.

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Trusted Choice® Big “I”

MEMBER RESOURCES

www.trustedchoice.com/agents Trusted Choice® is designed to amplify your local marketing efforts and highlight the value that independent insurance agents bring to consumers. All members automatically get access to these materials.

Login with your Big “I” credentials at www.trustedchoice.com/agents Need help resetting your password? Email us at trusted.choice@iiaba.net

TOOLS TO STRENGTHEN YOUR ONLINE PRESENCE Digital Reviews Is your website optimized? Need some

help with social media? Our Digital Reviews provide a one-on-one consultation and detailed report. Gain insight on improving your agency website, how to optimize for SEO and the user experience, as well as a review of your social media outlets. Learn how to create or improve your website and/or social media accounts. You’ll walk away with an actionable report that spells out your next steps.

Website Partnership

Trusted Choice has partnered with five industry leading web service providers to give members the ability to select a vendor that best fits their needs. Members will be able to choose from a variety of price points, site capabilities, layouts and service levels. Some platforms offer full site management, others are DIY and some are in between. Schedule a demo with any of our partners to see how they can upgrade your online presence! Visit trustedchoice.com/agents for more info

REIMBURSEMENT & REFERRALS Marketing Reimbursement

Trusted Choice can reimburse agents up to $1,500 for marketing expenses incurred in 2020. Reimbursement is available in the following ways: Up to $750 for co-branding consumer facing items with the Trusted Choice logo, $500 for upgrading your website with one of our preferred partners and up to $250 for signing up for an Advantage subscription on trustedchoice.com for 3 months.*

Get Referrals

Want to boost your inbound sales referrals?

Need to grow your book of business this year? Subscribe to an Advantage profile at TrustedChoice.com- our consumer website that receives traffic from millions of consumers each year.

TrustedChoice.com delivers referrals to Big I members through their online portal: trustedchoice.com/advantage.

All Big I members receive a free directory listing.

* $750 is lifetime amount per agency location, $500 and $250 is lifetime amount per agency.

CONTACT US: trusted.choice@iiaba.net

www.trustedchoice.com/agents

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

IIA of IL Launches New Market Access Program: Independent Market Solutions Access to markets shouldn’t prevent you from writing business. The IIA of IL understands this and has joined forces with 14 state associations to develop Independent Market Solutions (IMS) – a low minimum, standard commission market access solution to fit any need for any size agency.

IMS facilitates relationships between agents who are unable to secure company appointments due to any number of reasons, and carriers with an appetite for writing property coverage.

Key Features: • No joining costs or monthly fees • Low volume commitments Standard commissions plus profit sharing • Agent owns 100% of expirations • Own your book of business • Sub-producer appointments • Direct working relationship with carriers to help you build your relationships • Opportunity for direct appointments when minimum volume thresholds are met • Exclusive IIA of IL program • New carriers/products being added regularly • Exceptional customer service

Mid/Large Agency Value You’ve worked hard to earn your clients’ business, so why turn away a request on a risk that your agency doesn’t currently write?

As a mid to large-sized agency, you’re often presented with niche pieces of business. Turn to IMS to satisfy your clients’ need without taking on additional minimums or placing less desirable risks with an existing market. Our market access system lets you write the policy you need, when you need it. No minimums – no strings.

With IMS, you’ll own your book of business, earn standard commissions as a sub-producer, and receive exceptional customer service. Plus, there are no joining or monthly fees.

Find out more at www.iiaofil.org/IMS.

New/Small Agency Value After the contract process, new or small agencies with little or no direct appointments can begin writing polices immediately through the exclusive IMS program.

When starting your agency, access to markets is critical to gain customers and grow your business. Without direct appointments, serving customers can be a challenge. IIA of IL’s exclusive IMS program connects small agencies to carriers so they can begin writing business on day one.

You’ll start building relationships directly with carriers while earning standard commissions. And, you’ll own your book of business.

september 2020

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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.

THIS CHANGES EVERYTHING.

LEARN MORE: 888-377-5845 • IPMG.COM/IN-SIGHT

e INSIGHT -

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

SE PT EM BE R

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INSIGH T iia of il

ENHA October N 6-8 EXPAN CING YOU R DING YOUR KNOWLEDG OPPO E RTUNIT IES ReTH

INK...

ReINVE NT...

ReIMA GINE.. .

...the fu ture of insuranc e moving

forward

.

How to create a

STRONG BRAND IDENTITY and MARKETING STRATEGYfor today Successful marketing is what causes a client to choose one broker over another.

By Danielle Ling, PropertyCasualty360

In this month’s e-Insight. september 2020

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ReTHINK • ReINVENT • ReIMAGINE

October 6-8, 2020 YOUR CONFERENCE... YOUR WAY Moving CONVO to a virtual platform provides you and your staff with expanded opportunities to attend a variety of education topics and hear from several speakers and industry influencers, while providing up to12 hours of IL Continuing Education.

ENHANCING YOUR KNOWLEDGE EXPANDING YOUR OPPORTUNITIES

ILCONVENTION.COM

ReTHINK OPENING KEYNOTE This is one for the storybooks...

Stay tuned for the big reveal!

KEYNOTE: CREATING OPPORTUNITIES OUT OF COVID The insurance industry just experienced five years of customer experience push in less than five months. Work from home isn’t a luxury anymore. You’re rapidly implementing VOIP phone services and moving your Agency Management System to the cloud. Automation is creeping into every aspect of your business. What the heck is going on?!

The clients you serve today act differently than the clients you’ve spent a lifetime serving. Don’t panic, now more than ever the human advantage of independent insurance agencies is showing it’s true value. In this session we’re going to exactly what you should and should not be focusing on in order to build out your own version of the human-optimized agency.

RYAN HANLEY

Ryan Hanley is the owner of Rogue Risk, an independent insurance agency boldly delivering the insurance experience businesses deserve. He’s also the founder of The Ryan Hanley Show, the insurance industry’s premier interview podcast. Hanley is an Amazon bestselling author of Content Warfare and a keynote speaker on the topics of leadership, marketing, and sales for growth-focused insurance organizations.

KEYNOTE: DATA - GOING BEYOND THE BUZZ WORD The new buzzword is data. The trouble with buzzwords is if the end user cannot relate to it – it just becomes noise. We hear statements like “Agencies of today and the future that want to compete and continue to meet the expectations of their customers must be data-driven.” What does that mean?

Think of data as the numbers, information and trends that exist inside your agency right now. By their very nature, independent agencies are data rich organizations, but leveraging that data can be very challenging.

In this keynote session, learn how to get around the buzzword and how to use your existing data for greater success.

CAREY WALLACE Carey Wallace has worked in the insurance industry for the past 11 years with Ohio Insurance Agents as the Chief Innovation Officer. Over the past three years, Wallace has led the effort to develop key business consulting services to ensure that agencies have the information and support needed to successfully perpetuate their agencies to the next generation. These services are now available in twenty-two states across the country.

Wallace serves as the CEO of IntellAgents, a newly formed nationwide data-analytics organization focused on leveraging data to help Independent Agents make informed business decisions, grow their agencies and compete in the changing insurance marketplace. IntellAgents is the fastest growing warehouse of Independent Agent data representing over 20,000 agencies across the country.

BREAKOUT TOPICS CYBER • LIFE INSURANCE & LONG TERM CARE • CANNABIS • SALES HIRING/FINDING TALENT • HOMEOWNERS • BUSINESS INCOME LEGISLATIVE UPDATE – STATE & FEDERAL • MARKETING • AND SEVERAL MORE! continued... september 2020

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RELIABLE SERVICE RELIABLE RELATIONSHIPS Your restaurant customers can rely on Grinnell Mutual for specialized coverages and outstanding claims handling. That’s how we build relationships that last.

Agents, contact your underwriter for details.

Trust in Tomorrow.® Learn more today.

AUTO | HOME | FARM | BUSINESS

grinnellmutual.com “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2020.

ReINVENT VIRTUAL CONVO AGENDA TUESDAY, OCTOBER 6

WEDNESDAY, OCTOBER 7

9:00 am 1:00 pm

9:00 am 1:00 pm

Kickoff and Opening Keynote Education Breakout Sessions

Keynote Education Breakout Sessions

9:00 am

Closing Keynote

TRADESHOW CONCEPT: REINVENTED A limited number of exhibitors will be featured in the virtual platform and some have the opportunity to be live on Tuesday & Wednesday at 8:00 am, 11:00 am and 4:00 pm.

ReIMAGINE

We’re reimagining ways to keep the networking going (which may or may not involve some awesome swag…).

REGISTRATION AGENCY REGISTRATION - $230 PLUS $6 per person receiving continuing education credits. Each person attending is required to be registered in advance of the conference.

ILCONVENTION.COM

THURSDAY, OCTOBER 8

No matter your agency size, you pay one overall fee. This allows access to Virtual CONVO at one price. The only additional fee is $6 per person that receives CE credit. Sessions will be available on-demand after the conference to registered attendees at no additional charge. CE will not be available for on-demand sessions, only the live sessions.

WHO SHOULD ATTEND? EVERYONE! Since the registration fee includes everyone in your agency, this is a perfect opportunity to gather with your staff and attend the sessions together. When the day is over, you can chat, compare notes and talk about how you can implement what you’ve learned into your business.

Can’t gather together to attend? No problem. Each employee that signs up will receive a personal login to attend.

ReTHINK...

ReINVENT...

ReIMAGINE... september 2020

...the future of insurance moving forward. insight

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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 Mine Subsidence Insurance Fund Illinois Public Risk Fund Indiana Farmers Insurance Insurance Program Managers Group J C Restoration J M Wilson Kemper Keystone Insurance Group, Inc. 24

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Liberty Mutual/Safeco Insurance Madison Mutual Insurance Company MarshBerry & Company Maximum Independent Brokerage, LLC Mercury Insurance Group MetLife Auto & Home Midwest Insurance Company miEdge 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 september 2020

associate news | INSIGHT Central Insurance Promotes Coleman to Vice President The Central Insurance Companies have announced the promotion of RJ Coleman to Vice President of the Central Regional Office.

Coleman began his career at Central in 2007 in the Central Regional Office Claims department. During his career with Central, he has held positions as a Commercial Lines underwriter, a manager in Customer Services, and most recently as the leader of Central’s very successful Client Connection operation. As Central Regional Vice President, Coleman will be responsible for the strategic perpetuation of the underwriting, marketing, and claims functions serving Central’s agency partners in Ohio, Indiana, Illinois, Kentucky, Michigan, and Wisconsin. He has earned his Master of Business Administration (MBA) degree and the Chartered Property Casualty Underwriter (CPCU) designation.

Encova Insurance Launches Transformative, Digital-First Personal Lines Products and Technology Insurance continues to put their mission into action by providing innovative solutions for their independent agents and policyholders. Available to the first group of agents in Indiana, Encova launched a new suite of personal lines products that will be delivered through state-of-the-art technology. With a digital-first approach, the agent and policyholder need for doing business seamlessly and efficiently online was at the forefront of the solution’s design.

With Encova’s new personal lines product offering, agents and policyholders will appreciate choice and flexibility through advanced customization options and a more robust coverage offering. Encova ChoicePak, a feature of Encova’s new customized coverage offering, provides policyholders with a menu of items that gives them the option to choose one or more coverages, which are discounted when packaged together. Encova’s new personal lines technology consists of modern online portals for agency and policyholder interaction, which streamline the process from quoting to issuance and policy servicing. The digital capabilities include underwriting, claims management, billing, rating and policy administration.

In September, Encova will roll out this new product offering and online technology for agents and policyholders in West Virginia, followed by Ohio in October. Encova has plans to continuously expand this solution to the company’s full operating footprint by year-end 2021.

Grange and Integrity Insurance’s Jill Wagner Kelly Named Woman of Influence Jill Wagner Kelly, Integrity Insurance President and Grange Insurance EVP, Chief Distribution and Affiliate Officer has been recognized as a woman of influence in the corporate leader category by Insight Magazine. september 2020

Insight Magazine’s inaugural Women of Influence Awards shines a light on the impact women in northeast Wisconsin are making based on leadership, career achievements and community involvement. Selected by a panel of judges, Wagner Kelly joins seven other winners from a diverse group of women and industries.

When Wagner Kelly became President of Integrity her promise to associates was “You don’t build a company, you build people and they build a company.” This statement still holds true today. Wagner Kelly continues to deliver on that promise by building an environment where Integrity associates feel trusted, empowered and invested. In June 2019, Jill was promoted to EVP, Chief Distribution and Affiliate Officer for Grange Insurance. In this new, expanded role, she oversees Sales & Marketing efforts for Grange and Integrity, in addition to her role as Integrity President.

Wagner Kelly was honored at Insight Magazine’s virtual celebration on July 29. To read more about Jill Wagner Kelly’s Woman of Influence Award, go to https:// insightonbusiness.com/events/women-of-influence-awardwinners/corporate-leader/ Insight Magazine is the flagship product of Insight Publications, LLC, headquartered in Appleton, WI,.

SECURA Insurance Named a Top 50 Carrier by Ward Group for Seventh Consecutive Year SECURA Insurance has again earned a place among Ward Group’s 50 top-performing property and casualty insurers for its performance over a five-year period (2015-2019).

This is the seventh consecutive year the company has been recognized on this list for superior financial strength.

“We are honored to have earned a spot on Ward’s 50 again this year,” said Dave Gross, SECURA President & CEO. “This recognition speaks to the strength of relationships between our associates and independent agent partners.

Together, we are committed to long-term growth and financial stability to be able to continue to take care of our policyholders. “ Ward Group is the leading provider of benchmarking and best practice studies for insurance companies. The company analyzes nearly 3,000 property-casualty insurance companies in the United States to identify top performers annually.

Financial benchmarks include: Five year average return on average equity; Five year average return on average assets; Five year average return on total revenue; Five year growth in revenue; Five year growth in surplus; Five year average combined ratio.

In addition to being named to Ward’s Top 50 SECURA has an A (Excellent) rating from A.M. Best, which affirms its solid financial results and its ability to pay claims. SECURA is also certified as a Great Place to Work based on associate feedback about the company’s workplace culture, and was also ranked number 10 in Fortune Best Workplaces in Financial Services & Insurance for small and medium companies.

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Thank You for your many years of service.

Board service is one of the toughest volunteer roles and these outgoing board members performed their responsibilities with dedication and tenacity. They have tirelessly given their time and resources to help make the association what it is today.

The IIA of IL staff appreciates their contributions and wishes them nothing but the best in their future endeavors.

Lisa Lukens

IIA of IL Region 1 Director Saliba-Yewell Insurance Services, Inc. Herrin, IL What has been the most rewarding, for you personally, about your service on the board?

Realizing all the hard work and dedication that is done behind the scenes from the staff at the IIA that supports our industry and learning in detail what our association offers. The importance and need for volunteers to serve on committees so the association can achieve their goals in support of the independent agencies. It’s been a privilege to serve on the board with such knowledgeable individuals in our industry.

Neidra Crosby

IIA of IL Region 7 Director The Insurance Exchange, LTD. South Holland, IL What has been the most rewarding, for you personally, about your service on the board?

I’m grateful for the opportunity to have served on the board as the Director for Region 7.

What was most rewarding for me is that I was the first black woman to hold the a Regional Director position. With that in mind, each time I attended events and meetings I made it a point to soak in the environment and experience “the culture” of the organization, recognizing how far the insurance industry has to go in regards to diversity and inclusion.

My goal was to make sure other young black agents also got involved with the IIA of IL so one day the organization can more accurately reflect its constituency. I believe my successor, Jason House, will be an asset to the board and do awesome things as director; recommending him for the position is indeed my greatest accomplishment.

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iia of il news | INSIGHT

Education Classes View the latest information at www.iiaofil.org/education.

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Pre-Licensing Course Life & Health Virtual CISR-Commercial Casualty 1 Virtual E&O Roadmap To Homeowners Endorsements Webinar E&O Roadmap To Cyber & Privacy Insurance Webinar E&O Roadmap to Identity Theft Webinar E&O Roadmap to Homeowners Insurance Webinar Ethics and E&O Webinar E&O Roadmap To Policy Analysis Webinar CIC-Agency Management Virtual Agents E&O Webinar Pre-Licensing-Property & Casualty Springfield CISR-Insuring Personal Residential Property Virtual Ethics and Agent Liability Webinar E&O Risk Management Webinar CISR-Agency Operations Virtual E&O: Commercial Liability Coverage Gaps Webinar E&O Roadmap to Personal Auto & Umbrella Webinar

New Member associate copper member Agave Pay, Inc. Scottsdale, AZ september 2020

october

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

New Members

member agencies

Insurance Solutions Network Villa Park, IL Laflen-Cunningham Insurance & Investment Services, Inc. Mason City, IL Scott Insurance Belleville, IL Stanley’s Insurance Agency, Inc. Westchester, IL insight

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INSIGHT | agency members in the news IIA of IL Agency Members Celebrate Milestone Anniversaries Prime Insurance Agency, Ltd. 25 Years in May 2020

In Memoriam

Past President, Bob Smeltzer, Passes Away

Farley Insurance 50 Years in July 2020

Bob Smeltzer, 82, of Rock Falls, died Tuesday, February 25, 2020, at OSF St. Anthony Medical Center in Rockford after a short illness.

Nowacki Insurance Agency 51 Years in September 2020 Congratulations on your accomplishments!

If your agency is celebrating an anniversary, send the information to Rachel Romines, Insight Editor, at rromines@iiaofil.org.

Bob was born April 24, 1937, in Manlius IL, the son of Howard and Sophie (Lang) Smeltzer. He was a 1955 graduate of Manlius High School and then enlisted in the US Army. After his military time, he farmed in the Manlius area. In 1967 he established Smeltzer Insurance Agency.

During his career, Bob obtained his C.I.C designation and had served as a past president of the State of Illinois P.I.I.A. He retired from the agency in 1999. Bob then was appointed City Clerk of Rock Falls where he served for two years. After that, he then became a crop adjuster for County Companies until retiring in December 2017. Bob had been active in the Sterling – Rock Falls Jaycees. He joined the Rock Falls Optimist Club in 1972, where he remained a member until his death. He was a member and founding member of New Life Lutheran Church in Sterling.

Survivors include his daughter, Dacia (Mike) Dennis of Sterling IL, daughter, Dana (Tom) Wronski of Sugar Land TX, son, Kevin (Cindy) Brandt of Somonauk IL; his 5 grandchildren, Megan (Mark) Dempsey, and Brandon (Carly) Dennis, Brandt, Zachary and Elizabeth Wronski; his 1 great-grandchild, Owen Dempsey; his nephew, Mark (Julie) Smeltzer and his niece, Karyn Smeltzer.

He was preceded in death by his parents; his wife Mary Lou; and his brother, Ron Smeltzer.

The IIA of IL Board of Directors and Staff offer our deepest condolences to the friends and family of Bob Smeltzer.

EVERY RISK IS AN OPPORTUNITY COMMERCIAL TRANSPORTATION | BROKERAGE | MARINE PROPERTY & CASUALTY | SURETY | PERSONAL LINES

(800) 666-5692 | JMWILSON.COM 28JM Wilson insight 100th Insurance Insight CMYK.indd

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september 2020

young agents | INSIGHT

Farewell! What’s Next?

By Allyson Padilla 2020, well, what can anyone really say?! I started the year full of hope. We began our committee year with a meeting that was motivating and inspiring; BIG goals, and fun new ideas. However, March came, and with it, well, you know the rest of the story. While our plans had to be delayed and changed, I am still motivated and inspired by the future of our industry and our association. The ability to be pliable, to pivot, and cultivate new and different plans are all lessons I think we have learned this year. September 30 marks the end of my term as Young Agents Committee Chair, but I am confident that the coming years will be met with new perspectives that will serve the network well.

As I begin to close out my term as Committee Chair, I think of the famous saying, “To be the best, you should learn from the best.” I have been privileged over the last four years to be able to do this work alongside some of the brightest in our industry. These members are dedicated to their clients, their businesses, their industry, and association. They have worked hard (and played hard), and

I am grateful for each one of the committee members, staff members, and member agents I have been able to get to know during this time. I have gained skills, knowledge, and friendships that I know will stay with me as I move forward.

With that being said, we are kicking off the new IIA of IL year with an event that is similar to something we have done in the past, but with a 2020 spin! We are inviting you all to join us for a Virtual Happy Hour, hosted by the IIA of Illinois Young Agents Committee. This free, informal event will be held Thursday, October 8, from 4:00 to -5:00 pm. Check out www.ILYoungAgents.com for details and to sign up.

If you’ve ever considered joining the Young Agents Committee, now is the time. This is your chance to get involved and help shape future events and offerings. Go to www.iiaofil.org/About-Us/Get-Involved to let us know of your interest, or reach out to me at allyson@blanksinsurance.com or Rachel Romines at rromines@iiaofil.org to find out more.

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september 2020

insight

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INSIGHT | classifieds for the insurance professional by the insurance professional

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

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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.

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

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

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

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insight

september 2020

You’re in the business of protecting others.

So, who’s watching out for you?

We are. At Arlington/Roe, we put the needs of our customers first. What does that look like? Well, it looks like experience you can trust, integrity you can count on, promises we stand behind and an independent and family-owned industry partner who understands your specific needs. Located in nine states and licensed in all 50, we’ve got your back.

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

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800.878.9891 | ArlingtonRoe.com

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