FOCUS®

INDIANA SEPTEMBER/OCTOBER 2022

A Bi-Monthly Publication of the Independent Insurance Agents of Indiana

Emerging Leaders
Chair Q&A | pg 6
Big I Legend:
Dick Poppa | pg 102022 Big I Convention
Agenda | pg 27

grinnellmutual.com

C O M PA S S ™

TRUST US TO
KEEP OUR EYES ON THE ROAD
Our competitive auto product, Grinnell Compass Auto, offers all of Grinnell Mutual’s trusted services plus
personalized quotes. We’re here when your customers need us, so they can focus on the road ahead.
Trust in Tomorrow.® Contact us today.
AUTO | HOME | FARM | BUSINESS“Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2022.

SEPTEMBER/OCTOBER 2022
FOCUS is a bi-monthly publicationof the Independent Agents
Services Corp., a subsidiary of the
Big I Indiana.
Steve Duff
Publisher

Melissa Hall

Editor and Advertising Manager

The Big I Indiana staff has direct
phone extensions, which are listed
below, when you dial into eitherof the association’s numbers:(800) 438-4424 or (317) 824-3780.

Cover photo: Emerging Leaders Committee Chair: Julie Bryndal
Photo credit: Cara Boyer Photography

Contents
4		 Letter From your Big I Executive CEO
		 Cover Story
6		 Emerging Leaders Chair Q&A

Steve Duff

		 Diamond Profile

Melissa Hall

8		 Arlington/Roe

Ext. 208, duff@bigi.org
Ext. 213, hall@bigi.org

Amy Miller, CPA

		 Industry Profile

Dave Moore

10		 Big I Legend: Dick Poppa

Ext. 209, miller@bigi.org
Ext. 202, moore@bigi.org

Nicole Murrell

Ext. 205, murrell@bigi.org

Cassandra SimmonsExt. 201, simmons@bigi.org

Mary Cady Sullivan

Ext. 214, sullivan@bigi.org

Megan Vaught

		 Technical16		 Inflation and Social Inflation
		 Agency Management
18		 Build Your Book with a Sales Action Plan

Ext. 215, vaught@bigi.org

		 Big I NewsFor advertising information,questions or comments please call:(317) 824-3780 or (800) 438-4424
Fax: (317) 824-3786

24		 Quick Hits

bigiinfo@bigi.org ■ www.bigi.org

		 Events
26		 Big I Announces 2022 Convention
28		 Emerging Leaders Conference Recap

Advertisers

Designed by
IBJ Custom Publishing(317) 472-5354
www.ibjcustompublishing.com
Printed by
Johnson Press of America

14

Acuity

32

IPEP

19

Berkshire Hathaway

30

J.M. Wilson

13

Big I E&O

31

Public Risk Underwriters

23

Big I Indiana Partners

21

Secura Insurance

20

Burnham & Flower

5

SFM Mutual

11

Donegal Insurance Group

22

Society Insurance

15

EMC Insurance

30

Specialty Underwriters Group2

Grinnell Mutual

25

West Bend Mutual
Insurance Company

BIG I LETTER

From the Big I CEO:Steve Duff

Relationships
As I have stated many times in this column,

financial support. Because of our Partner

relationships are the lifeblood of our vibrantorganizations’ intimate involvement with theindustry. In fact, one of the core benefits of

Big I, we serve as a resource for each otherbeing active and engaged in the Big I Indiana

on everything from marketplace issues

is your association providing not only theto legislative initiatives to agency/

opportunities, but the venues for our members,company relationships. There is a

associate members, and Partners to build andtrue give and take to the mutual

develop the relationships that are so vital tobenefit of the association and our

success in the insurance world. Whether it is anPartners. This is the true meaning

individual attending a CE class, becoming activeof partnership.

with Emerging Leaders, sitting on a volunteer

Our Partners also participate

committee, or attending our state convention, ourheavily in not only our state

events and programs are geared toward providing

convention, but all the events

the opportunity to interact with your peers toand programs that the Big I

make all of us better insurance professionals.

Indiana puts on each year.

One area that is extremely important to all

I believe that this further

our efforts as an association, and one that theillustrates the value that

average member may not see, is the support ofthey see in the relationshipthe organizations that participate in our Partner

development activities that our

Program. The resources that our Partners

association provides.

provide are instrumental in allowing us to do

The Big I Indiana would not be what

what we do in general and are of particular

it is without the strong support of allimportance in the development of programs,

our Partner organizations. We are so

services, and events that help all of us build andgrateful for all that they do for us. I

maintain our industry relationships.

would urge you to look at the list of

The financial support that our Partners

our 2022 Partners in this and every

provide helps supplement the cost of the events

issue of Focus. Also, when you are

and programs that we sponsor. This allows the

speaking with your carriers who

Big I Indiana to offer quality events and services

are Partners, take a minute tothat our members and Partners need at a cost

thank them for their continued

that is workable for all. Because of our Partners’

support and commitment to the

support, the cost to participate is much more

independent agency system.

affordable, without sacrificing the quality or

We are very fortunate in Indiana

quantity of programming.

to have the level of Partner

The impact and positive benefits of our Partners
to the association go much deeper than simply

4

support that we do. ■The right fit for your clients.

The right fit for you.
Now appointing
Indiana agencies

Select Indiana work comppool accounts welcome

No premium
volume commitments

Delivering positive, long-term results for employers.

Financial Strength Rating

A
M

BEST

A- Excellent

sfmic.com

lemai droCall starte
t
to ge
3
9

3852-8

appo

intm

443

@s
ents

fmic

.com

COVERBIG "I" NEWS
STORY

A

Meet Your Emerging Leaders
Committee Chair: Julie Bryndal

After wrapping up the Emerging Leaders conference in June wesat down with committee chair Julie Bryndal to get to know her
a little better. Her two-year term continues through 2023.

Q: Tell me a little bit about yourself.
A: I was born and raised on the south
side of Indianapolis. In 2005 I marriedboth have big, close families, including
home with a spoiled Airedale terrier
named Indy.

Q: How long have you been in
the industry?

A: 9 years
Q: Tell me about your goals during
your time as the committee chair.

A: Being involved with the Big I has
brought me closer to agents fromall over the country. Those agent

than ever, our clients have instantaccess to a plethora of insurance
information online. Not all of thismy high-school sweetheart, Clay. We
21 nieces and nephews! We share our

A: Being relevant. Now more

information is quality, as we know.
As agents, we are challenged to find
new ways to stand out and be themost valuable resource for our clients
through all of the noise.

Q: What was your first Emerging
Leaders/Young Agent event?

A: The Young Agents Conference
at IU Bloomington, I believe. Great
memories from that event!

Q: What have you learned
from attending Emerging

relationships continue toprovide a helpful perspectiveof our industry, not tomention a network of peers toshare ideas with. I would love
to help other young agentsfind their peer group in theindustry.

Q: What are some of
the biggest challenges
independent agents arefacing right now?
6

Favorite Indy restaurant?
Gallery Pastry Shop
Favorite drink:
Mint Julep
Favorite podcast to binge?
Smartless
Favorite place to travel?
Anna Maria Island

Leaders events that has helped determine yourfocus as the committee chair?

A: The value of connection. Year after year, thefeedback from attendees is about the quality timespent with peers in the industry.

Q: Who has influenced you the most in yourinsurance career?

A: Without a doubt, my family. My dad was
my agent long before I cared about insurance.
He taught me how to read the forms and how
to relate with people; he’s a master of both. My
brother is the reason I’m here. He encouraged
me to attend my first conference, and has taughtme the value of service to others by his example.
I’m very lucky to have them both as mentors.

Q: If you weren’t in insurance, what would you
want to be doing?

A: Saltwater paddleboard guide.
Q: What’s your favorite month?
A: May, of course! Flowers in bloom, the Indy
500, and the Kentucky Derby!

Q: What was your favorite part of the Fort
Wayne conference?

A: It had been so long since we were all together,so catching up with friends and making new ones
was by far the best part for me. Although, therooftop bar overlooking the TinCaps stadium waspretty sweet!

Q: What would you tell a new independent
agent just getting started in the industry?

A: Congrats! You picked an incredible industry to
be a part of. Come to the next Big I event and let
us help you build your peer group! ■September/October 2022 ■ www.bigi.org

7

DIAMOND PROFILE

Arlington/Roe

Managing General Agents andWholesale Insurance Brokers

The Big I Indiana recognizes

Patrick, Jim and Andy Roe (from left).

In 1964, Jim Roe’s father, Francis

Arlington/Roe as one of its

the best talent, tools and efficiencies

Roe, started a family-owned

to remain the number one wholesale

insurance business from his kitchenbroker of choice for our Big I partner

table in Indianapolis. President &agents in the Hoosier state.”

CEO Jim Roe believes the company’s

Our Principal Values

success stems from independence
and relationships. “Our corporate
values shine through our people,”
Jim said, “and we thank our Indiana
agency partners for the trust you
place in us.” Senior Vice Presidentof Marketing & Sales, J. Patrick Roe
added, “in both a world and industry
of constant change, we will continue
to stay fiercely independent and find8

• Caring relationships withcustomers and suppliers• Diversification of product lines ina changing environment• Advancements in automation fordata driven service• A culture anchored intrust, the Golden Rule andthe development of our
stakeholders

Diamond Partners, the highest
level of sponsorship for our
association. We thank them fortheir continued support.
PRESIDENT/CEO:James A. Roe, CPCUCORPORATE HEADQUARTERS:
Indianapolis, IN
NUMBER OF EMPLOYEES:200
FOUNDED:
1964
CONTACT:
www.arlingtonroe.com
1.800.878.9891

Our Story in Numbers
Arlington/Roe values quantity, but quality is ourbenchmark.
• 2021: $250 million in premium• 2022: $300 million projected in premium• 200+ Select markets• 11 Core States: IN, IA, IL, KY, MI, MN, MO, NE, OH, TN, & WI
• 50 State licenses including surplus lines

donated by our associates. The company also createdmonthly videos to highlight philanthropic awarenessmonths. Associates also sent virtual Valentine cards
to children at St. Jude Hospital, attended a poverty
simulation with United Way, participated in the adopt-afamily campaign, volunteered in their local communities,
and raised funds and participated in the Walk to End
Alzheimer’s in Indianapolis. ■Practice Areas: Aviation, Bonds, Cannabis, Casualty,
Commercial Agribusiness, Farm, Healthcare & Human
Services, Personal Lines, Professional Liability,
Property, Standard Lines, Transportation, and Workers’
Compensation. Arlington/Roe continues to grow. In late2022, the company’s headquarters in Indianapolis are
relocating to 8888 Keystone Crossing, Floor 9. Details
are coming.

“Let us help you find the right solutions.”
In 2021, Arlington/Roe donated $134,000 to various
philanthropic campaigns, $42,000 of which wasJohn Immordino, Diane Smith, Kay Teague, Sonyia Townsend and Mike Haseley(from left).

Angie Edwards, Jennifer Hopper, Kathy Emily and Jen Cook (from left).

September/October 2022 ■ www.bigi.org

9

INDUSTRY
BIG "I" NEWSPROFILED

Big I Legend: Dick Poppa
By Melissa Hall

Dick and Kim Poppas’ home is filledwith artwork.
Each wall overflows with signs of

has taken them. No matter where

the couple’s many passions: Beatles

they’ve lived, it was the Hoosier

memorabilia, alumni items fromstate that always had the greatest

their days at Ball State University,

pull. “The Big I is my family, andand drawings of their beloved pet

Indiana is my home,” he explained.

tortoises. But the pieces on their

Both Dick and Kim hail from Indiana.

dining room wall are particularly

They met in college and have always

special. Each hand-painted home

loved the Midwest.

represents a chapter of their lives.
From the apartment in San Francisco
to the farmhouse in New York,they show the wide range of places
Dick Poppa’s career with the Big I

Few people can top Poppa
when it comes to his long andstoried involvement with the Big I.
From his role at the Independent
Insurance Agents of America to his

United States Secretary of State Colin Powell and Poppa

10

Dick and Kim Poppa

20+ year career atinsurance leads to a lifelong career at

the Independentan agency or company, the role didn’t

Insurance Agents &click with Poppa. “I was terrible atBrokers of New York,it, it’s one of the reasons why I haveInc., he has served

so much respect for independent

the association fromagents; what they do is tough,” hecoast to coast. But

explained. “I know how hard it is to be

insurance was notgood at selling insurance!”

always the clear

After his month-long stint as a life

choice for Poppa.

insurance salesman, Poppa’s career

Just after college

veered towards the government. He

Poppa began sellingleaned into his political science major

life insurance andfrom Ball State University and went

almost immediately,

to work as a staff writer and press

he knew it was theaide for Indiana Lieutenant Governor

wrong career for

Robert Orr. He moved on to a rolehim. Unlike mostas a lobbyist with the Insurance

tales where an

Institute of Indiana where heunexpected diveformed some of his most enduring

into the world offriendships. “As a lobbyist, all youhave is your integrity. My mentor, Chuck VanArsdel,
taught me to never tell a lie to a legislator,” he explained.

The Big I Family
While working as a lobbyist, Poppa took classes at
the Institutes for Organizational Management to learn
how to run a trade association. The classes were held
for one week each summer six years in a row. Each class
was about 30 people who you got to know well during
your time together. One classmate, Jerry O’Kane, invited
Poppa to work for him at the California Big I when they
graduated from the course. The two had become friends
during their six years in the program and O’Kane had
recently moved out west to run the Big I in California.
Poppa took the job and he and Kim buckled up for the
first of their cross-country moves.
A few years into his first position with the association,
Bob Craft, the exec of the Big I Indiana decided toretire. Ron Smith of Smith Sawyer Smith was the Big I

Poppa (back left) during his tenure working for Governor Robert Orr (center front).

Indiana President-Elect at that time and was head of theselection committee to find Craft’s replacement. Poppa
had a unique blend of skills that made him the ideal fit
for the job. He had served as O’Kane’s number two in
California, and he had experience working with Indiana
legislators. Though they interviewed a few candidates,
he said Poppa was the clear choice from the moment
they received his resume.
“Respect, respect, respect would be a quick descriptionof Dick. He was all in from day one to make us the number
one choice for agency association membership and

There when it matters most.™

...since 1889

Learn more at DonegalGroup.com
The Poppas and Ron and Maurine Smith

September/October 2022 ■ www.bigi.org

11

INDUSTRY
BIG "I" NEWSPROFILE

to achieve a higher profile with our national
association,” Smith explained. “He worked
tirelessly and with his hard work and leadership,
our association became a very strong industry
voice in Indiana and with our national association.”
Poppa headed back to Indiana in November of1985 to take over as the exec of the Big I Indiana.
During his four-year tenure in that role, he elevatedthe state in both reputation and involvement. He
also had the chance to become friends with Jeff
Yates, the CEO of the national Big I. National was in
the midst of moving their home office from New
York City to Alexandria, Va. when Yates reached
out to him and offered him a job. Though it meant
another move, Poppa couldn’t resist and became

Drawings of all the homes where the Poppas have lived.

the chief operating officer of the national Big I in
July of 1986.
It was eye-opening for Poppa to realize the true role ofnational was to work for “bosses” in all the 50 states. Eachis so diverse. The challenges agents in metro NYC were
facing were vastly different from those in rural small
towns. It was exciting!”

one has different priorities and challenges and those must

Just before retiring in at the end of 2016, Poppa

be balanced with the resources that are available. He wasreceived the Jeff Yates Lifetime Achievement Award

able to travel to each state and get to know more aboutfrom the Big I. It’s the highest insurance award in the

how he could help them succeed as independent agents.

country a non-agent can receive. The accolade was well

“Dick totally committed his career to the Big I anddeserved, but Poppa notes his wife was an essential

independent agents. He made a huge difference forelement of his success. “Kim has been an integral

our members, our state associations, and the nationalpart of my career. She has been with me in spirit andassociation,” explained Big I CEO Bob Rusbuldt. “Hein person for every single event. She’s organizedis one of the few who have worked in multiple state

events for the spouses for years,” he said. When she

associations and the national association, and he

was diagnosed with Parkinson’s Disease in 2008 theintuitively understands the challenges and opportunities

couple began to make plans to move back to Indianaof both our members and our associations.”

after his retirement so they could be near family. They

In 1996 Poppa moved into his final role with the Big
I. He was offered the job of CEO of the Independent
Insurance Agents & Brokers of New York, Inc. Having
worked for the association in California, Indiana, andknew that they would always have friends around thecountry because of their Big I travels, but the Hoosier
state was calling them home.
“My life has been shaped by incredible mentors. Everynational, Poppa was ready to take the reins at one of thejob I’ve been in gave me a chance to learn from someone

largest Big I associations in the country. “When I moved

with significance wisdom and commitment,” Poppa said.

from national to New York I had a really good idea of the“They were all instrumental in my career and over thechallenges each state was facing,” he said. “New York

years the Big I became our family.” ■12Mistake Checklist:
Admit it.
Learn from it.
Don’t repeat it.

Mistakes happen and protecting the future of your agency is a major priority. You trust us to represent your interests
at the highest level and we want to provide you with the best E&O coverage in the marketplace - not just a policy,
but a comprehensive program.
Mistakes are inevitable. Let us protect you.

®
INDIANA

www.bigi.org/eoMary Sullivan
sullivan@bigi.org
317-228-3020

The Big I Professional Liability program offers members with leading edge agency E&O products and services through Swiss Re Corporate
Solutions, insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, a member of Swiss Re Corporate
Solutions, and other providers.

TOP FIVEREASONS AGENTS LOVE

WORKING WITH US!
1
2

Erica Held
Territory Director – IN
317.430.8641
eheld@acuity.com

Acuity has a 20year track recordof beating theindustry by morethan double thegrowth and a fulleight points on the
combined ratio.

Unparalleled Financial
Strength
RATED #1
COMPANY FOR

World-Class Claims Service

3

Responsive and RelationshipBased Underwriting

4

Stable and ConsistentMarket5 Impeccable Culture

SELL ACUITY!

WORK-LIFE

BALANCE
DURING COVID-19

Consistently
recognized as
one of the bestplaces to workin the nation.

Workers’Compensation
Expertise?
 Check!
EMC is a leader in providing workers’ compensation insurance. And withmore than 110 years of experience, you know you can count on us to takecare of your clients. Medical bills, lost wages, return to work assistance?
We cover that. Proven injury management programs that control costs
and provide the best possible outcome? Yup, we provide those too.
Count on EMC ® to take care of your clients so they can getback to business.

Check us out: emcins.com/workerscomp/

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

TECHNICALP

Inflation and Social Inflation
By Richard S. Pitts
by insurers to describe the rising

Pain at the gas pump has been with us costs of insurance claims resulting
from things like increasing litigation,
for some time now.
broader definitions of liability, more

So, too, has inflation in general.

Insurance professionals can draw

Someone asked the other day, “Havea fairly straight line from increased

you booked your flight yet and how

costs of building, labor, and materials

was the pricing?” I responded with,to the valuations that are used for“Yes, I have, and I’ll be adjusting myproperty coverages. As Wilson notes,

inflation is an actual phenomenon.

retirement plan accordingly.”

we can involve our insureds in that

Not surprisingly in today’s

process to a degree. We can ask themenvironment, this issue has politicalto confirm square footage, confirm

overtones. The minute that we startdesired replacement costs, and weto talk about jury awards and thecan review coverage and property

costs of litigation is the minute that

Jeff Wilson from State Auto did alimits with them at renewal time.

an issue jumps the rails and moves

presentation on inflation impacting

But there is another type of

property losses. Among the statistics

inflation that is out there…maybe.

he collected were the rise in building

The impact of it is felt on the liability

material and construction prices inside, not the property side. Also, it is

the residential, commercial steel,more complicated and presents more

concrete, and masonry segments ofchallenges to insurance professionals.

the market. They ranged from 7.4%

It is called “social inflation”.

to 10.2% in the third quarter of 2021

First, what is it? Well, theIn the insurance industry, inflation

is as much a professional concern as
it is a personal, consumer issue. Last
winter, our industry’s good friend

and the annualized numbers ranged
from 12% to more than 18%.

complexities start here. The
Insurance Information Instituteplaintiff-friendly legal decisions, andlarger compensatory jury awards.”
Earlier, I said that “maybe” socialfrom an insurance and risk disputeinto a political one. It is also in thatsame minute that we typically resort
to the anecdotal or headline approachas evidence of the broad social trend.
In other words, “My cousin has asister-in-law who got into a fenderbender with some guy. She wasdriving a junker and didn’t even get
hurt. He said she got boatloads ofmoney, so this stuff must be real.”

It can be tough to come to grips

defines “social inflation” as “howwith the meaning of those numbers,

insurers’ claim costs can rise above

The actual analysis, and some ofso how about raw materials andgeneral economic inflation, and it

the supporting evidence of, social

labor increases? Wilson reported

also includes the shifts in societal

inflation, is a touch more refined. Tim

lumber and plywood up well overpreferences over who is best placed

McCarthy wrote for Verisk that:

100 percent, and things such as

to absorb risk.”copper pipe up about 20%. Labor
costs increased around 5% percent
for carpenters, cement masons,electricians, painters, plasterers,
and plumbers.
16

According to an analysis of ISO

A more functional definition,

statistical data containing general

Bethan Moorcraft reported inliability and commercial umbrella/

Insurance Business America, mightexcess experience, overall calendar

be that “social inflation” is a trendy

year loss ratios (compared to

buzzword or catch phrase. It “is usedcharged premium) stood at 52.9

percent in 2015. They’ve climbed

But when it comes to social

nearly every year since, landing

inflation, I do not think thatat 61 percent in 2019. The trend

either: (a) one size fits all; or

has been even sharper for the(b) the best engagement withcommercial umbrella/excess loss

the insured is to engage inratio, which started deteriorating

pessimistic scare tactics. A few

after 2012 (39.1 percent) to finish

words on each.

2019 at 57.9 percent.
McCarthy notes that the aggregate

Review of the industry dataon social inflation shows thatstatistics also work to suggest

the transportation industry is athat we can rule out either claims

routine example of an industry

frequency or general “real” inflation

particularly hard hit by social

as a cause for this. Instead, he

inflation, and hard hit by “nuclear”

writes, large verdicts, also known asverdicts. Recently at the Association’s“nuclear” verdicts, may be triggering

Agency Compliance Seminars, wethe negative trend in the excess/used examples of two transportationumbrella layer.

nuclear verdicts, one for $730 million

So, assuming its existence, howshould we deal with social inflation?
McCarthy suggests for insurers

Richard S. Pitts is general counsel
to the Independent Insurance
Agents of Indiana. As counsel tothe Big I, Rick speaks annuallyat the association’s “Agency
Compliance” seminars and teaches
various seminars on insurance andemployment-related matters.

and one for nearly a billion dollars, toillustrate the practical consequencesof social inflation.

that the insured must decide. We
hope that the answer is based upona thorough analysis of their own

But one size does not fit all. Whileinternal, available data and also

our transporters may need to hearbusiness, their own budget, their own“regularly reviewing and updating

about those verdicts; the owners oftolerance for certain risks and yes,rating information, especially ina small financial services firm do not.

the legal environment in which theytimes where social inflation may

The risk management proposal tooperate. But we do not want thatbe significant, would also be a bestand engagement with the insured

last factor to overwhelm the others.

practice.” He also says that, because

needs to be tailored at least a bit to

In other words, we do not want an

the split line between primary andthe real risk that insured faces. Whatinsured to say, “Oh, what’s the use?

excess liability has not been muchkind of liability do they routinely,

The system’s so broken that I’m notmodified in three decades, this may

regularly face? Is it bodily injury to thegoing to take any risk management

be “an area to monitor closely.”

public at large (transportation), or is itefforts seriously.” That sort ofchiefly financial or professional risk?

disengagement is the opposite of the

Financial risks are much less likely toresult we want. ■All of this is a huge windup to mypitch to producers on this subject. Of
course, we always want to be vigilant
on limits. Whether it is good, old
fashioned, regular inflation and thetheir understanding of their own

be the subject of a nuclear verdict
and the client engagement should bemeasured accordingly.

costs to rebuild, or whether it is social

This leads to the pessimism andinflation and the how much liability

scare tactics. Stories of “juries gone

insurance our insureds carry, a regularwild” are easy to tell, but we should

review and approval from the client is

not overdo it. Finding the rightalways in order.

limits on liability is a tough issue

September/October 2022 ■ www.bigi.org

17

AGENCY MANAGEMENT

Build Your Book with a Sales
Action PlanR

By Jeni Wehrmeyer, COO & CMO of Anthony Cole Training Group

Remember this: You do not decide
your future.
You decide your habits and youractivities and counts of those

habits decide your future. Here is anactivities that a producer must

8-step action plan for growing yourexecute to reach their goals.

business outlining the steps that will

For example, it is important tohelp you reach, or better yet, exceed

understand that if you must

your sales and personal goals.

reach $500,000 in new business,

Here are the 8 steps for your Sales

Action Plan:

1. Establish your personal goals.
You should start with too manygoals, in fact around 100 so thatyou think broad and deep andexpand your thinking. Thencategorize those 100 goals into
types such as personal, business,spiritual, wellness, etc. and thenboil them down to the top 12 nonnegotiable goals with details andtimelines. Don’t forget to set your
BHAG (big, hairy, aggressive goal).
This is the one goal that is reallyshooting for the stars. If you wantto know more about the goalsetting process for your company
or personal purposes, reach out
and we will share the Extraordinary
Goal Setting Process.
2. Create a Success Formula fornew business. The Success
Formula outlines the specific18

how many outreaches, contacts,
appointments, opportunities,
proposals, and closes arenecessary. And we will point out
that salespeople have weaknesses
at each step and these arecoachable, but only if you havethe data!

clients. All agents should havea key initiative of asking for
introductions from their bestclients, building relationships
with centers of influence, andsegmenting their current clientbase into the top tier, middle tier,and bottom tier with activities
they will do for each. Anotherkey initiative could be to growrelationships with current clients.
Be careful about setting nonsales-related key initiatives
unless you can attach a direct
relationship to the growth ofyour book.
4. Establish your smart numbers—
your key measurements for“The Success Formula
outlines the specificactivities and countsof those activities
that a producer
must execute toreach their goals.”

success. These are simply the
specific business goals that you
will track and communicate
regularly. For producers, theselikely include average sale amount,number of sales per month andyear, number of proposals, andclose rate. We also recommend asmart number called “pull-throughrate” which is the percentage

3. Determine your key initiatives.
If you are in the role of insurance
producer, key initiatives should
point to prospecting or building
relationships with currentof proposals that close. This isimportant to determine if you
are putting a proposal out toa prospect too early and if so,
how to improve your qualifying.
These smart numbers are usually

a way to evaluate or benchmark

at downloading nonproductive

LinkedIn, introductions, social

performance between salespeople,

work to others. What are you

media outreach, and video emails.

and they are very effective when

doing that you need to stop andSales and marketing are woven

shared with the team.

that will allow you to start doing

more tightly together now thanother activities that will help you

ever before so make sure andgrow your book of business? Make

make your plan and inspect it

your list!

regularly and be adaptable to what

5. Figure out what you should startand stop doing. Staying focusedon sales activities is not easy. It
is easier to default to account

6. Create your sales & marketing

is working for your business.

servicing, running down an Ops

plan. Let’s face it, the world of

7. Review, respond and redirect asproblem, and doing administrative

selling has evolved dramaticallyneeded. This may seem obvious

work (which is sometimes

in the last couple of years andbut think about a sport that you

necessary of course). Top-tierthe days of in-person sellingenjoy watching. What happens if

producers keep doing sales

have changed. The buyer finds

what a person or team are doing

activities and stop doing whatever

everything they need online andis not working or not working

they can that is not helpful. They

if you are not found in that searchwell enough? Do they keep

are good at understanding what

process, you may not even know

doing the same plays or do theyis critical in their day and they

about the possible opportunity.

start serving to a competitor’sschedule that time and do not

Consider all of these as you set

backhand or rushing the net

make excuses. They are very goodyour plan: networking, COIs,

instead of playing the backcourt?

Workers’ Compensation
We distinguish our Workers’ Compensation coverage by
providing value-added services before, during, and after a claim.
Upfront loss control measures
Responsive claims handling
Facilitation of quality medical care(when an accident does occur)
We’ve been successfully protecting our policyholders and theiremployees since 1983.
Browse all of our products at www.guard.com.

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/
Our Workers’ Compensation policy is available nationwide except in monopolistic states: ND, OH, WA, and WY.

September/October 2022 ■ www.bigi.org

19

AGENCY MANAGEMENTGood tennis players will change

them with your mosttheir strategies to gain an edge

important people. Why are

and make their competition

you in this crazy business

uncomfortable. The same is trueof selling otherwise?!

of salespeople! If you are not

Remember, the best time toreviewing your plan, you will notknow if you should be adjusting
your activity and approach!

plant a tree is today so getstarted now building yoursales action plan and results. ■8. Don’t forget to celebrate
your success. This is the mostoverlooked step, but top-tierproducers reward themselves
by reaching their personal goals.
Make sure that you do not forget
to share your goals and celebrate

BUILDING CONFIDENCE.

You Serve Others. We Serve You.
For over half a century, our team of specialists have been
providing Comprehensive Property & Liability coverages
to Indiana Public EnEEes.
At Burnham & Flower we:•Work exclusively through Indiana Independent Agents•Represent mulEple A-rated carriers with products forall sizes of Public EnEEes•Provide tradiEonal ﬁrst dollar insurance and costeﬀecEve SIR programs for larger accounts

800.748.0554 · bfgroup.com · info@bfgroup.com
20

Jeni Wehrmeyer, CMO & COO, began her
career in advertising sales, transitioned
to financial marketing, and now heads up
the inbound and outbound marketing
efforts for Anthony Cole Training Group.
ACTG has been helping insurance agencies
and banks sell, coach, and hire better for
29 years. Our Mission: Grow People. Grow
Organizations. For more information visit:
anthonycoletraining.com

Commercial | Personal | Farm-Ag | Specialty

Lori M.
Personal Lines
Underwriter

Merik M.
Specialty Lines
Underwriter

John T.
Farm Lines

Underwriter

Honestrelationships

Carolyn S.
Indiana
Sales Manager

Jenna H.
Commercial Lines
Underwriter

Hear from our experts.

SECURA’s team of insurance experts is making insurance
genuine. They are here to support you and your clients. Our
underwriting teams are quick to reply, open-minded, and know
their stuff. Plus they are backed by our caring claims group
who will get your clients back on their feet.

Want to learn more about what
SECURA has to offer? Scan the QR
code or visit secura.net/IN-agentsfor more information about
the SECURA team.

Interested in building a relationship?
Contact us at secura.net/IN-agents.

September/October 2022 ■ www.bigi.org

21

© 2020 Society Insurance

Filling them up now so they won’t be hungry later.

Small detail. Big difference.
You know as well as anyone that today’s cut corner can easily turn into tomorrow’s
missing piece. With our forty years of experience in specialized coverage and policies
developed alongside actual restaurant and bar owners, you can rest assured that yourpolicyholders are protected against the unique risks they face every day.
If you agree that details like these make a big difference,
give us a call at 1-888-5-SOCIETY or visit societyinsurance.com.

®

PLATINUM

DIAMOND

2022

INDIANA®

INDIANA

Since 1896

GENERAL

BRONZESILVERGOLD

ROCKFORDMU TU ALI N S U R A N C E C O M P A N Y

Madison Mutual
The Hanover Insurance GroupThe Hartford
Celina Insurance Group
Roush Insurance Services
Foremost Insurance GroupICW Group Insurance Companies
Grinnell Mutual
Wolverine Mutual Insurance Company
Underwriters Alliance of Indiana
Continental Western Group

Pekin Insurance
J.M. Wilson
Hastings Mutual
Accident Fund Insurance Company
Burnham & Flower Insurance Group
Markel Specialty
Tokio Marine HCC – Public Risk Group
Travelers
Keystone Insurers Group
Risk Placement Services
EMC Insurance Companies

MICAI
Auto-Owners Insurance Company
Eastern Alliance Insurance Group
Grange Insurance
TypTap Insurance
Berkshire Hathaway Homestate Companies
Swiss Re Corporate Solutions
Frankenmuth Insurance
Buckeye Insurance Group
Alexander J. Wayne & Associates, Inc.
RCIS

Big I Indiana gratefully acknowledges these fine companies, our 2022 Partners. They are generously supporting the annual Big I Indiana convention and other events heldin 2022. Without their assistance, fees for these events would be significantly higher and/or the quality of programming would be restricted.

partners

BIG I"I"
NEWS
NEWS

Quick Hits
Arlington/Roe Hires Sheets
Anthony Sheets joined Arlington/
Roe in 2022 as a commercial binding
assistant underwriter. He has priorretail agency experience where heworked for two years in a hybrid
sales position and three years as
a personal lines producer and an
account manager. He graduatedSheetsfrom Ball State University with an associate degree in
Criminology.

the Challenge in person, which was held on Acuity’s
campus at 2800 South Taylor Drive in Sheboygan, andanother 42 participants supported the event virtually.
In addition to the Challenge itself, participants andspectators alike were welcomed to the event by Acuity’s
Vendor Village, which hosted a variety of local vendors
who help sponsor the highly anticipated goody bags
provided to participants of the Challenge.

Golf Outing
Independent Insurance Agents of Central Indiana hosted
its annual golf outing at Highland Golf and Country Club.

Encova Insurance Wins Award
Encova Insurance was announced as a winner of the2022 Aite-Novarica Insurance Technology Awards fortheir Personal Lines Transformation. With 65 technology
project submissions, Encova was one of 12 winners, andone of three winners in the category of core systems:
large property/casualty.

West Bend, Acuity, Ohio Mutualand SECURA Insurance named a
Top 50 carrier by Ward Group

Acuity Health Challenge
Raises Over $10K
Acuity Insurance announced that the 2022 Acuity
Health Challenge raised more than $10,000 to benefit
Aurora’s Medical Response Services for Abuse Victims.
In its tenth year, the Acuity Health Challenge featured a
5K or 2-mile run/walk. More than 450 people completed
24West Bend, Acuity, Ohio
Mutual and SECURA Insurance
were all placed in the 2022
Ward’s 50 group of topperforming property andcasualty insurers for 2022. The
list includes the best industry
performers of nearly 3,000
U.S.-domiciled companies.

It shouldn’t take four days with no power, water, or
communication to find out who your friends are.

BUT
SOMETIMESIT DOES.

And that’s the Silver Lining®.

September/October 2022 ■ www.bigi.org

25

EVENTSEVENTSABig I Announces 2022 Convention
By Melissa Hall

After three long years, the convention
is finally back!
While the Big I Indiana is gratefulto have had the capacity to offer
countless virtual events since the2019 convention, the staff is thrilled
to be able to be back in person thisNovember 7th and 8th. The Big I
Indiana convention will return witha two-day agenda packed with
networking events and CE offerings to
fit any schedule.
Favorite events, like the Who’s Who
happy hour, will return unchanged
and other new offerings will giveattendees wonderful chances toconnect with colleagues duringextended networking periods. The
tradeshow will be packed with boothsand giveaways. The Emerging Leaders
committee will host its Monday nightThe 2019 Big I Convention.

26

football party in a newly designed
space inside the Westin Hotel.
“I can’t wait to celebrate the award
winners, hear some of the speakers,
and check out the booths during thetradeshow, but more than anything,
I’m excited to see so many friends
face-to-face,” said Roxanne Gard,
convention committee chair. “We want
this convention to return with a bang,
so we’ve pulled out all the stops and I
know people are going to love it.”
The keynote breakfast will feature
Matt Painter, the head coach of the
Purdue Boilermakers men’s basketballteam. The wildly successful coachhas made a name for himself with his
frequent appearances at the Sweet
16, NCAA Tournaments, and Big

Ten championships. He already has
a Big Ten Tournament title and aninternational gold medal on his resume
and is contracted to stay at Purdue
through at least the 2023-24 season.
The annual risk management tour
will be held at Victory Field, home of
the Indianapolis Indians minor league
baseball team. Those taking the tour
will get a behind-the-scenes look at
the field, including the 360-degreestadium concourse and the diverse
event spaces which can host up to
12,000 people. There are 9 hours
submitted for CE credit throughout theevent, featuring a variety of topics andmultiple options so attendees can pickthe ones most relevant to their work.
“The last few years have been hard,
but we are so excited to see everyone
again soon,” Gard said. “This will be
an unforgettable event and you don’t
want to miss it!” ■2022 BIG I INDIANA CONVENTION
Monday, November 7th
People > Programs

9:00 - 10:15 am

10:30 - 11:45 am

Brandon Smith

Insuring Drones andRecreational Vehicle
Rental Exposures

Mind the Gap

Brandon Smith

Kevin Amrhein

12:00 - 1:15 pm

1:15 - 2:30 pm

Networking Lunch
Greatest of All Time
Brandon Smith

Everyone’s a Landlord:
Insuring Today’s Home
Rental Exposures
Kevin Amrhein

2:45 - 4:15 pm

Inflation Impacts(Home & Personal Auto)
Nicole Broch

Stories that
Sell Coverage

Buying and Selling
Businesses

Nicole Broch

Rick Pitts

4:30 - 6:30 pm

Who’s Who Happy Hour

8:00 - 11:00 pm

Emerging Leaders Party

Risk Management
Walking Tour:
Victory Field

Tuesday, November 8th
8:30 - 9:30 am
9:30 am - 12:30 pm
12:45 - 1:45 pm

2:00 - 4:00 pm

Keynote Breakfast
Matt PainterTradeshow
Lunch & Learn: Agent Knowledge Share

Cyber Liability: What You Need to Know
Chris Cannaley

6:00 - 6:45 pm

Cocktail Reception

7:00 - 9:00 pm

2022 Achievement Awards Banquet

9:00 pm

Achievement Awards Afterparty
September/October 2022 ■ www.bigi.org

27

EVENTSEVENTS

Emerging Leaders Conference Recap
What was your favorite thing about the conference this year?

“Connecting with peers outsideof work was great!”“Sessions were appropriate inlength. The encouragement
to socialize with our peers andthe activities to incentivize thatwere great.”“The relaxed environment andgetting to know agents that I
haven’t met before.”“Love theopportunity to see
and visit with theyounger folks coming
into the industry!”28

“I enjoyed that thewhole thing wasvery laid back andcomfortable. Not
stuffy at all.”“Meeting new people!”“Seeing people again after
two years! The networking
and building of friendships!”“Seeing familiarand new faces.”“I really enjoy the
networking withother professionals
at the after-hour
events.”
September/October 2022 ■ www.bigi.org 29

30

When you need to protect your school, your students, your staff
and the public, look to Public Risk Underwriters.
Insuring with PRU‘s School Program means you receive
comprehensive coverages and tailored loss control services, plus
competitive, stable pricing.
PRU’s School Program also includes Vector Solutions online
training for our clients.

Contact us to learn more:
Eric Ackerman
eackerman@ipep.com

Craig Barnhart
cbarnhart@ipep.com

Visit us online at https://www.ipep.com/public-risk-underwriters

Pennsylvania Association for Justice
212 N. Third St.
Suite 101
Harrisburg, PA 17101

Change Service Requested

Does your claim representative live and work where
you do?
Local IPEP representatives are ready to serve as
experts for all of your public entity business.
PRSRT STDU S Postage
PAID
Pontiac, IL
Permit No. 592

Contact us at 1-800-382-8837 or visit us online at ipep.com