Insurance Agency Update & Milestone Celebration Event

2. What’s on Tap the next 2 days • A ton of great content, from those in the trenches running agencies • Guest Presenters: • Susan Toussaint with Oceanus Partners • Anthony Mitchell, State Auto Digital Agency Director • Christian Moore, The Edgent and founder of REAL Insurance Agency • Friday’s Round Table Discussions … unstructured collaboration

4. Fall 2019 Update

5. New Members • Aaron Wildt • American Integrity Insurance Agency • Ellisville, Missouri • Kyle Dillehay • Dillehay Insurance Agency, LLC • St. Charles, Missouri • Christee Evans • F2 Financial Freedom, LLC • Lake St. Louis, Missouri

6. New Members • Greg Mealiff • Mealiff Agency • Mendon, Illinois • JR Parn • Parn Financial Services, Inc. • Carthage, Illinois • Jason Wamsganz • Partners Insurance, Inc. • St. Louis, Missouri

7. New Members • Andy Calloway • Pin Oak Agency, Inc. • Maryville, Illinois • Jon Rector • Rector Insurance Agency, LLC • Champaign, Illinois • Brent Jones & Allen Masengill • Southtown Insurance Agency • St. Louis, Missouri

8. Guests

9. 5-Year Milestones • Frank Curotto Kreismann-Bayer Insurance, St. Louis, MO • Cindy Niebruegge Niebruegge Insurance Agency, Freeburg, IL • Cheryl O’Connor & Karen O’Connor Corrigan O’Connor Insurance, St. Louis, MO

10. MILESTONES FIVE MEMBERS!!

11. Signing  $3000 Month 13  $2000

25. R12 is $16mil (up $5.1mil)

26. R12 GROWTH $55.7 million 70%+ organic

27. R12 Written Premium $243 million 31%+ YOY Growth

28. PMSF EARNED 2018 Plan Year PMSF  $4.9mil 2019 YTD PMSF  $4.5mil

29. U P D A T E S

30. TRV PL  59.0% PURE (Guaranteed 2%) TRV CL  51.9% PURE Safeco  55.6% State Auto PL  58.95% State Auto CL  54.44% State Auto Farm  98.66% Liberty  34.7% (9-month Lock Signed) Nationwide PL  47.09% (Viable Comp starts Q4 or Q1) Nationwide CL  25.89% (Lock-in option on desk) Nationwide Farm  47.43% AmTrust  30.46% Guard  14.34% MetLife  42.7% (9-month Lock Signed) HRT PL  59.7% HRT CL  16.8% (+2 points on TWP guaranteed) MeM  50.9% Hanover  46.2% (9-month Lock Signed) Pekin  50.41% (9-month Lock Signed) EMC  30.64% (9-month Lock Signed) Selective  40.5% Sept . LR

31. Brokerage Defined • If I call the insured and they don’t know who the producer is its brokerage • If the “producer” is not gathering data direct from the insured its brokerage • Brokerage is breach of contract and recently an SPC terminated a Member code even though there was no ill intent • We don’t want this to happen…if unsure ask us and we will help ensure you are not playing with fire

32. Non-Res License Compliance • Due to stricter DOI regs, effective immediately an individual non-res license is required to write non-res business through AccessPlus • You can use our business license, but you have to have individual non-res

33. Grow or Go • Its no surprise when a carrier appoints they want at least $50K • Sometimes post appointment we realize it wasn’t a fit • We let the code ride sometimes years hoping the market will shift • For those of you with less than $50K for more than 2 years it’s a matter of time • Travelers, Liberty, and State Auto are driving this conversation

34. Webinar Etiquette • Carriers get a list of those that ATTENDED • We use attendance as proof of engagement when defending codes • Please make sure someone from you agency attends!!

35. Carrier Updates In past we had planning before conference and no newsletter so we would inundate you with updates on every carrier. Going forward this will be through monthly newsletter making it timelier and therefore more relevant

36. Arlington/Roe • $297K YTD and $372K R12 • 2019/2020 incentive starts to hit at $500K and tops out at $600K • Submissions doubled since webinar with $40K lift in a month so pay-out is plausible

37. Encompass • Just eclipsed $1mil in September which is 3x where we were last year • Appointing where it makes sense • NB comp is dropping Q1 2020 but PS agreement is richer and with favorable stop losses

38. Hartford CL • STAG contract pays 2 points on TWP if PIF grows by one and this happened! • With 3 of 3 years under 50% LR we are in line for an additional local incentive of 3% BUT slight increased pace would bump this to 4% • Next Gen Spectrum is live in IL and coming to MO in next couple weeks • Have option to flip from STAG to VIP - analyzing

39. MetLife • BOOK ROLLS BOOK ROLLS BOOK ROLLS • 13 Members have rolled over $1.9mil since 2017 • Paying all-in over 30% for now • SIAA is going to start dipping in : ( • $210K lock-in letter in the mail

40. MeM • LR is a point higher than we would like for the LR points and growth was looking good until we had a $158K AOR • Recruiting focus on adding a book before year end to secure growth and profitability points for signature partners • 2020 initiative is to take rate in risk class E-G where is makes sense and reduce rate in risk class A-D • In 2020 Previsor comp mirrors MEM Comp. This is a good thing for your guys in Illinois if we can close year strong.

41. Nationwide • Missouri • Auto: +2% 1-1 on renewal and +3% 6-1 on new • Home: No increase • Farm: +3.3% all lines (mid-year) • Illinois: • Auto: +2.5% 4-1 on renewal and no change to new • Home: +1.5% 8-1 on new and renewal • Farm: +2.8% all lines (mid-year) • NB payout of 3% if we write $2.2mil and earn 5% if we exceed $3mil. 2019 NB is projected for $3.5mil so with scheduled rate action 5% is highly likely

42. Nationwide • We have a CL/Farm lock-in option for ~$200K with 15% charge. LR is 36% so we it’s a tough call. Input anyone? • VIAA is projected to earn $181K in NB incentives in 2019 • On PL Nationwide has offered us 2% guaranteed PS for 2020 or roll the dice for up to 2.5% • Unless I hear strong objection, we will take guarantee • Co-Op 2019 budget $130K and we have $110,673 remaining.

43. They are our Competition! • Please STOP working with them • Offering consolidation incentives • Let’s explore alternatives

44. Trucking Opportunities • We have a Member that specializes in trucking • Have deep UWing relationships • Back office is setup to service the high frequency CERT requests • We are going to try to leverage their book and our collective trucking opportunities to secure a direct MGA contract with Northland • Will be sending a survey on this – Please Respond!!

45. New Carriers

47. Possible Workshops 2020 Digital 101 Digital 201 Other Training • Setting up Calendly • Using LinkedIn to land commercial • Google My Business • Creating with Canva • Understanding Web Analytics • Digital Dominance (tech overview) • Facebook Marketing • YouTube Marketing • Instagram Posting • Automating Processes in QQ • Automating processes in EZLynx • Creating a client welcome kit • Advanced Facebook Marketing • Building Web pages with WordPress • Making Simple Videos • Using Zapier to Create Connections • Building a sales pipeline • The Culture of Hiring • Building your company vision • Create and use a social media schedule • Understanding Middle Market Mentality

48. Access Plus • We want to increase turnaround time • Need help with accurate submissions • Common misses: • Replacement cost inaccurate • Missing driver’s license number • Incorrect roof type • Incorrect or missing square footage

49. Member Focus Group, 2019

50. What did they say? • Start A Monthly Newsletter • Document and share hiring practices • Improve the Website • More time for collaboration during the conference • More Facebook Group collaboration • Go back to Clayton Plaza for Spring