Primary Agent - February 2023

FEBRUARY 2023

IA&B MEMBER

DAN GEPHART

OFFERS ADVICE FOR NEW PRODUCERS

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE E&O CONCERNS FOR VIRTUAL ASSISTANTS BENEFITS OF A SKILLS-BASED ORGANIZATION

grinnellmutual.com

TRUST US TO MAKE THEM A BIG DEAL Your customers have big dreams for their small businesses. Our Businessowners policies combine the property, liability, and business-interruption coverages they need to help them grow.

Trust in Tomorrow.® Contact us today.

To find out more about what we can do for you and your customers, contact David Wehr, Sales Manager, at david.wehr@grinnellmutual.com.

PERSONAL | BUSINESS | REINSURANCE * Products available in Pennsylvania only “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2023.

FEBRUARY 2023

CONTENTS FEATURED 6

Q&A WITH DAN GEPHART Dan Gephart, owner of IA&B member agency Looker, Wolfe & Gephart, offers tried and true advice for new producers.

8

> > > > 11 JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B YouTube.com/@IA_and_B IA&B is the premier resource and champion for independent insurance agents in Pennsylvania, Maryland, and Delaware.

Periodical postage paid at Mechanicsburg, PA and at additional mailing offices. Postmaster: Send address changes to Insurance Agents & Brokers, 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055.

Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2023-02, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2023. All rights reserved. No material may be reproduced in whole or in part without written consent of the publisher. The information in this publication is general in nature and not intended to serve as legal, accounting, financial, insurance, investment advisory or other professional advice as to any reader’s particular situation. Users are encouraged to consult with competent legal, financial, insurance, investment advisory and/or other professional advisors concerning specific matters before making any decisions. We disclaim any responsibility for any decisions or actions by readers. Statements of fact and opinion in Primary Agent are the responsibility of the authors alone and do not imply an opinion on the part of the officers or the members of IA&B. Participation in IA&B events, activities and/or publications is available on a non-discriminatory basis and does not reflect IA&B endorsement of the products and/or services.

E&O CONCERNS FOR VIRTUAL ASSISTANTS As virtual assistants gain in popularity for independent agencies, consider the associated coverage and risk management concerns. Bob Porten, of Utica National, shares insights and risk reduction tips.

THE SKILLS-BASED ORGANIZATION Consider a new outlook for your agency – focusing on employees’ skills, rather than job descriptions. Sharon Emek, of Work At Home Vintage Experts, explains how becoming a “skillsbased organization” can benefit your business.

MONTHLY 2

PRESIDENT'S MESSAGE

3

CLAIRE-IFICATION

4

COVERAGE CORNER

7

NEWS & NOTES

15

STAFF PROFILE

17

UPCOMING EDUCATION IABforME.com |

1

PRESIDENT’S MESSAGE

STRATEGIC PLAN Toward the end of last year, I alluded to the strategic planning session that the IA&B board of directors, staff, and a national consultant worked on. The purpose of this planning was to set a long-term strategic roadmap for IA&B – looking out over the next five to seven years. The IA&B board has officially approved this plan, and I’d like to outline what it is IA&B is going to be working on – for you: Attract diverse new talent through localized recruitment campaigns with community partners.

We continue to hear from members that they are looking to hire and/or perpetuate their agency. IA&B has attempted to address this through various partners, but now we are going to take matters into our own hands. We are going to directly work in schools, as well as look across other industries, to recruit individuals into the independent agency channel.

Create a training program for those new to the insurance industry that prepares them as professionals ready for hire.

As we recruit individuals into the industry, IA&B will develop and build an independent insurance agent “school.” We will train individuals on the basics of insurance, as well as the soft skills (think sales training, marketing, communication) necessary to be successful. And of course, we will get these individuals licensed. IA&B’s plan is to have a steady stream of well-trained individuals coming out of our program, and immediately becoming a key employee for our members.

Build an internal consulting service that supports agencies to grow, improve, and perpetuate.

I’ve said it many times – nobody knows independent insurance agents better than IA&B. It’s time that we bring this knowledge into our member agencies, and proactively grow these agencies. Whether it be agency analytics, agency efficiencies, or enhanced market access, IA&B will show you what it takes to be a winning agency and will work directly with you to ensure that success.

For these initiatives to work, IA&B must invest heavily into these programs, and that’s what we are going to do. While we will continue to provide our core programs and services you have come to rely on, we will be focused on these new projects over the coming years. Our vision is to ensure a thriving independent insurance agent community, and we feel this work will help achieve that.

INSURANCE AGENTS & BROKERS 650 Wilson Lane, Suite 200 Mechanicsburg, PA 17055 191 Main Street, Annapolis, MD 21401 800-998-9644 | IABforME.com

IA&B BOARD OF DIRECTORS OFFICERS Richard M. Rankin, CIC - Chair Murray Insurance Associates, Inc. | Lancaster, PA Sarah Brown, CIC, CRM, AFIS - Vice Chair Keller Brown Insurance Services | Shrewsbury, PA

MEMBERS Greg Bennett

Bill Purdy

Kate Dawson, CPIA

Kent Reynolds, CIC

Andrew Enders, Esq.

Jason Rodriguez

Len Gieseler, LUTCF

Donna Roper

Bruce D. Kraft, AAI, CIC

Candace Shoupe, AAI, AIC

Shayne McIntosh, CIC

Tara Silfies, CPCU

Chris Miller, CIC

Bob Smyrl, CIC

Michael Papa, CIC, MBA

Michael Thomas

Famous & Spang Associates Aberdeen, MD Ferri Dawson Insurance Murrysville, PA Enders Harrisburg, PA

Evans Hauseman & Richard, Inc. Pottstown, PA Arbor Insurance Group Allentown, PA

JPI Insurance Associates Dillsburg, PA

Miller Insurance Protection Team Jonestown, PA Diversified Insurance Industries, Inc. Hunt Valley, MD

Purdy Insurance Agency, Inc. Sunbury, PA Blue Ridge Risk Partners LLC Hagerstown, MD Prominent Insurance Svcs Wilmington, DE E K McConkey & Company York, PA CBM Insurance Agency New Castle, DE

Hampson-Mowrer Agency, LLC Bethlehem, PA Robert L. Smyrl, Inc. Hatfield, PA Lighthouse Insurance Svcs Gambrills, MD

NATIONAL DIRECTORS Mike Ertel (PIA) The Jacobs Company, Inc. | Columbia, MD

Best,

Mark Monroe (IIABA) Griffith Insurance, LLP | West Chester, PA

Jason F. Ernest President & CEO 2

FEBRUARY 2023

Diana Hornung Hanby (IIABA) IOA National, Inc. | Wilmington, DE

CLAIRE-IFICATION

CLAIRE-IFICATION IA&B Vice President - Advocacy Claire Pantaloni, CIC, CISR Are you a member with a question?

Contact Claire to find the answer at 717-918-9202 or ClaireP@IABforME.com.

QUESTION: Where can we find insurance brochures in Spanish that our Spanish-speaking staff can use to help support the “technical” side of their conversations?

ANSWER: An increasing number of agencies are trying to cater to the Spanishspeaking community and an increasing number of resources is available.

For some general brochures with more of a marketing angle, the Insurance Information Institute (III) has flyers already made. From the url below, you can scroll down to “Online Brochures,” and you will find flyers both in English and Spanish. Just as above, if you speak Spanish, you’ll be able to see if you’re comfortable with the wording and if it properly reflects what you are looking to explain. http://www.iii. org/store For state-specific coverage, our three states have made an effort to develop resources in several languages, particularly in Spanish.

Pennsylvania Insurance Department - https://www.insurance.pa.gov . The website has a translate option (top right corner). The feature translates the web page instantaneously. The coverage brochures, however, have not thus far been translated.

Maryland Insurance Administration https://insurance.maryland.gov and select “En Español” (top right).

Delaware Department of Insurance - https://insurance.delaware.gov/ information/espanol/ Other states nearer our southern borders have developed glossaries and other resources that could be used for basic insurance concepts.

However, if you use a resource from another state, you may want to exercise caution before providing it to your customers and make sure the information is generic enough to apply to your state’s coverages as well. If your staff is fluent enough to read the Spanish version, and finds it properly translates the coverage as applicable in your state, then go with it. If your staff can speak Spanish but is unwilling to make the call based on the technicality of the translation, first review the English version to make sure the coverages are properly described (when the English version is available). The Texas Department of Insurance has several insurance glossaries (depending on the line) at https://www.tdi.texas.

IABforME.com |

gov/webinfo/glossaries.html For Flood insurance, FEMA provides brochures in Spanish at https://www. fema.gov/flood-insurance/outreachresources/publications . In addition, many web pages are fully translated and display buttons showing the languages available for that page, including Spanish.

Finally, some carriers may offer documents in Spanish. USLI has an insurance glossary at https://www. usli.com/media/pq0ppjhg/uslienglish-spanish-glossary.pdf This document is not a legal opinion and should not be relied upon as such. The intent of this document is to provide a general background regarding the topic or topics discussed, not to provide legal advice. Producers and agencies should consult an attorney regarding specific situations and specific questions with respect to the topic or topics covered in this document. Neither the Insurance Agents & Brokers nor any of its employees shall be responsible for any errors or omissions regarding any statements made in this document, nor any errors or omissions regarding any statutes, regulations, court rules, and/or any other government documents cited in this document.

An audio version of this article is also available as a podcast

3

FREEZING EXCLUSIONS AND THE RTFP! PRINCIPLE

By Bill Wilson, CPCU, ARM, AIM, AAM I live in Tennessee, a locale not known for frigid winters. Although we do often have extended periods of weather where temperatures do not get above freezing, as well as occasional nights where the temperature drops to single digits and, in rare instances, negative numbers.

While this does not normally present a major indoor property damage exposure due to freezing unless there is an extended power 4

outage, we practice loss prevention by insulating pipes, including wrapping outdoor faucets and hydrants in the winter.

But what happens if these efforts are not successful, a fixture bursts, and property is damaged? Does our homeowners’ insurance cover this? We’ll discuss this in more detail below but, by and large, as long as we exercise reasonable care to maintain heat in buildings where plumbing is located, we’re FEBRUARY 2023

covered for property damage arising from freezing. But what happens if plumbing outside a building freezes?

Some homeowners have outdoor plumbing fixtures more elaborate than simple faucets and hydrants.

For example, both of my next door neighbors happen to be retired transplants from the Northeast and both have hot tubs, one inground and one above ground. The latter hot tub has a fairly extensive amount of exposed plumbing. My neighbor

COVERAGE CORNER insulates it as best as he can and, so far, has not experienced any freezing damage. But what happens if he does? Does his homeowners’ insurance cover resulting damage due to freezing?

As usual, the answer to this question depends on the specific wording of the homeowners’ policy in question, and the only way to answer this, or any, coverage question is to apply the RTFP! Principle. That is, Read The … Policy!

Let’s explore this issue in the context of a claim I consulted on a few years ago with the exact scenario of an above ground hot tub exposed to several days of extreme, virtually unprecedented freezing weather while the homeowners were out of town for a few days. The homeowners’ policy in question was an Insurance Services Office (ISO) HO 00 03 form which had this exclusion: Freezing of a plumbing, heating, air conditioning or automatic fire protective sprinkler system or of a household appliance, or by discharge, leakage or overflow from within the system or appliance caused by freezing. This provision does not apply if you have used reasonable care to: (a) Maintain heat in the building; or (b) Shut off the water supply and drain all systems and appliances of water….”

So, freezing is excluded unless the insured either shuts off the water and drains the system and appliances or maintains heat in the building. The insured does not have to do both of these things, just one of them.

Needless to say, since the hot tub is used throughout the winter, the plumbing system and hot tub have not been drained of water.

However, the insured did maintain heat in the dwelling.

Wait a minute, I know what you’re thinking … whether or not the dwelling was heated had no impact whatsoever on whether or not exterior plumbing might freeze.

Well, for better or worse (and this can work for or against the insured), common sense sometimes does not enter into insurance claims.

The policy language clearly, conspicuously, and unambiguously says that, if you take reasonable care to maintain heat “in the building,” the freezing exclusion does not apply. Again, this doesn’t really make any practical sense, and it seems unfair for an insurer to pay such a claim. But, alas, the insurer’s only option is to modify the insurance contract language to exclude such losses in the future if that’s their intent.

So, do you have customers with outdoor plumbing exposures? If so, does their insurer cover such losses, or must they rely solely on an alternative risk management approach?

Bill Wilson, CPCU, ARM, AIM, AAM is the founder and CEO of InsuranceCommentary.com and the author of seven books, including “When Words Collide…Resolving Insurance Coverage and Claims Disputes.” He can be reached at Bill@InsuranceCommentary.com.

IABforME.com |

LIVE CE WEBINARS

|

Learn more about homeowners' exposures and earn CE during these upcoming live webinars.

IA&B Members - $75 Non-members - $105 Members save $30!

CLAIMS THAT WILL CONVINCE YOUR INSURED TO ENHANCE THEIR HOMEOWNERS’ COVERAGE FEB 2 1 - 4 PM

CE

3 CREDITS PENDING

HOMEOWNERS’ DEEP DIVE: WHAT YOU NEED TO KNOW ABOUT MOST RECENT FORMS MAR 7 1 - 4 PM

CE

3 CREDITS PENDING

Register today. IABforME.com 800-998-9644, option 1

An audio version of this article is also available as a podcast

5

ON THE COVER

Q&A with

DAN GEPHART Dan Gephart, CIC is owner of Looker, Wolfe & Gephart Insurance Agency Inc., a full-service independent agency in Harrisburg, PA.

Q. On the flip side, what do you consider the biggest challenge(s) facing the independent agency system?

Q. You worked on the carrier side before joining your father at the agency. Did you always intend to work in the industry? Tell us about your career path!

A. Like many others, it was not my original intention to get into the insurance industry. After graduating from the University of Delaware in 2006, I entered the work force searching for a career and was hired as a claims adjuster with Penn National Insurance. I really enjoyed my time with the company, and it was a great experience in learning coverage forms, dealing with insurance consumers in a time of need, and preparing me for helping future clients when claims issues arise.

Q. You’ve been an independent agent for nearly 16 years now. What advice would you give producers who are just getting their start?

Q. You joined IA&B several times for the Big “I” Legislative Conference in Washington, D.C. Tell us about your experience!

A. I have enjoyed a few trips to D.C. for the Legislative Conference. If you have never participated in one, you owe it to yourself to attend and find out what they are about first hand. I have always enjoyed the dinner and getting to know some fellow IA&B members and staff before the day on Capitol Hill. Being able to meet face-toface with decision makers at the Capitol to help protect our clients and industry is well worth the trip!

A. Document your files clearly, learn about your carrier partners and their products, and understand that you cannot help everyone. It can be easy to get into the “weeds” trying to jump through hoops for an opportunity that may not be a good fit for your time or agency.

Q. What keeps you busy outside of work?

Q. What do you consider the best part about working in the insurance industry?

… favorite TV show? I haven’t watched an episode in a while, but probably the clever writing and jokes give Arrested Development the nod for favorite TV show.

A. I value the relationships that I have built with my customers, as well as how quickly my work day flies by – never a dull moment!

6

A. Staying relevant in an ever-crowded industry with lots of players. I personally am not worried about all the insuretech “disruptor” carriers, but there continue to be new partnerships with manufacturers and insurance providers that may put some strain on the IA channel in the future.

A. I enjoy spending time with my family, as well as hiking, backpacking, cooking, and kayaking.

Speed round: What is your …

… favorite sports team?

E – A – G – L – E – S, EAGLES!

FEBRUARY 2023

NEWS & NOTES … (shameless plug!) favorite IA&B member benefit?

There really is so much content to choose from, especially on the IA&B website. I continuously use the Customer Flyer PDFs that we have branded with our agency information when sending prospects quotes and information. These flyers do a great job of answering a lot of questions for prospects, helping educate them on coverages they may not know much about, as well as provide some E&O protection.

CA TO REQUIRE LICENSE NUMBER ON EMAILS If you hold a license in California, a new law now requires you to include your CA license number on emails to California customers as of Jan. 1, 2023.

Existing law already required licensees to include license numbers and the word “insurance” on business cards, quotes, and print ads, as well as on a website if any internet advertising was done.

Insurance.ca.gov/0200-industry/0110-whats-new/

PA ACCELERATES LICENSE PROCESSING The Pennsylvania Insurance Department has improved its overall cycle time for the producer license application process. The processing time – once all documentation is received – has decreased from over 20 days to under 10 days. One reason for the change: The Department now receives criminal history clearances from the FBI electronically, rather than through the mail.

FIRST ANNUAL WOMEN’S CONFERENCE Join IA&B for its first annual, in-person Women’s Conference on Wednesday, March 29 in Lancaster County, PA. The one-day event is aimed to support women in all industry positions who want to grow within their jobs, elevate their agency, and improve our industry.

Sign up by Feb. 28 to take advantage of early bird registration – only $99 for IA&B members.

Insurance.pa.gov/licensees

IABforME.com/womens-conference

DE NON-RESIDENT LICENSE RENEWAL

IA&B’S JOHN SAVANT RECOGNIZED

Attention Pennsylvania and Maryland members: Do you or your agency hold a non-resident license in Delaware? If so, note that individuals and business entities must renew their non-resident license

by Feb. 28. The decision not to renew requires a voluntary license surrender.

Insurance.delaware.gov/divisions/renewlicense/

IABforME.com |

Congratulations to IA&B Government Affairs Director John Savant on being named to the Government Relations Power 100 list. This list recognizes and honors professionals for working with elected officials to help inform legislation that benefits their organizations in particular and Pennsylvanians in general.

7

Virtual Assistants: E&O Concerns and Risk Management Tips

BY BOB PORTEN, UTICA NATIONAL COMMERCIAL LINES UNDERWRITING SPECIALIST

Insurance agencies are using virtual assistants more and more. These services can be advantageous, but there are coverage and risk management concerns, too.

COVERAGE CONCERNS

WHAT IS A VIRTUAL ASSISTANT? Also referred to as a third-party resource, outside resource, or back-office support, a virtual assistant is an organization an agency contracts with to perform services that typically slow agencies down, such as: ● Checking policies, comparing expiring to renewal forms and edition dates, and alerting agency personnel to changes ● Issuing Certificates of Insurance (COIs) ● Policy processing ● Data entry ● New business support ● Sending auto responders Having a virtual assistant allows agency personnel to focus more on selling, improving the customer experience, eliminating backlogs, and growing the agency. Depending on the services the agency contracts, the provider will assign several individuals to work on that business, in most cases exclusively for the agent. This will be adjusted as contracted services change or the agency grows. These individuals do not typically have direct contact with 8

agency customers as agency personnel continue to be the public face of the agency.

Does the Utica National Agents’ E&O policy cover virtual assistants? The vendor and its employees would not fall within the definition of “who is an insured” on the E&O policy. If there is a problem with their work that results in an E&O claim, the E&O claim would likely be brought against the agency. If the agency is named in a claim covered by the E&O policy, Utica National would provide defense to the agency. If the agency is found liable, then that is what your E&O is for.* Does the E&O carrier have recourse against the virtual assistant if it was determined that their error resulted in the E&O claim? It’s possible. Make sure the virtual assistant maintains its own E&O coverage. However, the contract between the agency and the virtual assistant – and the E&O coverage carried by the virtual assistant – is mostly likely limited to gross negligence, which is less likely to occur and hard to prove.

RISK MANAGEMENT TIPS If you are considering using virtual assistants, you should protect yourself by: ● Obtaining references and following up on them.

Reputation is important.

FEBRUARY 2023

VIRTUAL ASSISTANTS the agency against the virtual assistant service. The E&O and underlying claims were resolved for $165,000.

LESSON: When using a virtual assistant, be aware that their errors may result in an E&O claim against your agency.

The facts of a claim determine the application of coverage and any exclusions. This response does not alter, modify, or change any of the terms, conditions, or exclusions of the Utica Mutual E&O policy. Utica Mutual Insurance Company reserves all rights and does not waive any rights contained in the E&O policy. *

● Having your attorneys review the contract. ● Requiring the virtual assistants to carry their own E&O and provide you with proof coverage is in place. ● Checking their work regularly to ensure they are meeting your expectations. ● Contacting your E&O carrier. Advise them of the vendor you are using, what services they are performing, and the staff equivalency for those services. Not all E&O policies are the same – so there may be conditions or exclusions for claims arising from wrongful acts caused by the virtual assistants.

DON’T LET THIS HAPPEN TO YOU An agency entered a service contract with a virtual assistant service. One of the tasks performed by the service on behalf of the insured agency involved the creation and distribution of Certificates of Insurance (COIs) for the agency’s customers. The claim against the agency involved an alleged error on a COI issued by the virtual assistant.

The COI indicated that an underlying CGL Policy was written with Products Completed Operations Coverage.

This was not the case, and the carrier denied coverage for an underlying claim since the policy was not written to afford coverage for this exposure. The client filed suit against the agency for issuing a defective COI. A subsequent third-party action was pursued on behalf of IABforME.com |

This information is provided solely as an insurance risk management tool. Utica Mutual Insurance Company and the other member insurance companies of the Utica National Insurance Group (“Utica National”) are not providing legal advice, or any other professional services. Utica National shall have no liability to any person or entity with respect to any loss or damages to have been caused, directly or indirectly, by the use of the information provided. You are encouraged to consult an attorney or other professional for advice on these issues. @ 2022 Utica Mutual Insurance Company

An audio version of this article is also available as a podcast

HOW TO PREVENT E&O CLAIMS Learn additional risk management strategies – plus earn CE and loss control credits. Register today for our upcoming live webinar.

AGENT’S E&O: DUTIES, BEST PRACTICES, OPERATIONS, WORKFLOWS & CERTIFICATES FEB 28 9 AM - NOON

CE

3 CREDITS LOSS CONTROL CREDIT FOR SWISSRE (WESTPORT) & UTICA POLICYHOLDERS

800-998-9644, option 1 IABforME.com/education

9

G

o O

Gain intellectual capital from the highest caliber agents Increase your agency’s contingent and incentive revenue Simple contract model and minimal membership fees Business resources are hand-selected by our members Outperforming the industry

Find Out What the ANE Advantage is Today 800.700.9643 information@ane-agents.com www.ane-agents.com

SKILLS-BASED ORGANIZATION

A New Breed of Flexibility:

The Skills-Based Organization

By Sharon Emek, Work At Home Vintage Experts (WAHVE) CEO By this point, you’ve probably been inundated with news stories and fact-filled reports about the talent shortage sweeping the nation. It’s become increasingly difficult to attract and keep the best and brightest employees, with July 2021 seeing the highest-ever number of U.S. employers with unfilled positions.

Needless to say, organizations are feeling the pinch. Many are responding with promises of higher salaries, nurturing cultures, and, of course, flexible work environments – which existing employees and job seekers alike have

However, according to recent reports by the likes of Deloitte and Korn Ferry, the key to solving the talent gap might require another kind of flexibility, one that the organization itself must take on. Enter the “skills-based organization.”

“To enable agility and maintain competitiveness, organizations must shift from understanding the unit of work in terms of fixed, static jobs to reimaging it in terms of a dynamic landscape of skills that can be agilely deployed to work as it continuously evolves,” writes Deloitte’s Michael Griffiths.

Continued on page 13

claimed as a top priority for them.

IABforME.com |

11

Thank You Thanks to these partners for supporting the independent agent network.

PLATINUM PARTNERS

Harford Mutual Insurance Group is a Ward’s 50®

Acuity

top-performing property-casualty insurance company for the second consecutive year.

Erie Insurance Keystone

2022 & 2021

Millers Mutual Insurance

We partner with independent agents to insure restaurants, contractors, mercantile, and other commercial entities.

Penn National Insurance Plymouth Rock Assurance BECOME A PARTNER TODAY Interested in becoming a partner? Reach out today.

Insuring Opportunity through Mutual Success.

Tim Wonder IA&B VP-Membership 717-918-9223 TimW@IABforME.com 12

HarfordMutual.com 800.638.3669

FEBRUARY 2023

Continued from page 11 And as Korn Ferry’s “Future of Work Trends 2022” report puts it: “Successful organizations are shifting their thinking towards the capabilities needed to win in their marketplace. Through strategic modeling of future workforce options, they clarify the future roles, skills, and mindsets to deliver their strategy. They then focus on sourcing and developing these through reskilling, upskilling, recruitment or drawing on the wider ‘gig economy’ of flexible workers.”

Indeed, companies will need to be flexible in how they think about their internal roles and responsibilities if they want to attract and retain great people. What does that look like?

Well, it starts at the beginning, with your hiring practices.

No longer should you be looking at a job description and trying to match bullet points on a candidate’s resume to it. According to Korn Ferry’s “Future of Work Trends 2022” report, 69% of the world’s most admired companies value learning agility and curiosity over career history and experience when it comes to hiring. You need to reimagine “jobs” as broader “goals to achieve,” and consider the skills that are necessary for achieving those goals.

is based on it. And we feel that the rise of the skillsbased organization is proof that this concept is the way of the future.

“What was a slowly growing sentiment has been accelerated exponentially. The need for organizational agility and resilience spotlighted by the pandemic, digital transformation’s disruption of jobs and tasks, and the need to access and retain skills amid the ‘Great Resignation’ has put skills front and center,” Griffiths writes for Deloitte.

I invite you to join us in embracing this exciting future of work – and to get ready to boost your company’s talent, goals, and growth into the stratosphere.

Sharon Emek, Ph.D., CIC, is founder and CEO of Work At Home Vintage Experts (WAHVE). WAHVE matches “retired” insurance professionals who have remotework experience to meet agencies’ specific staffing needs. As a vetted IA&B partner, WAHVE offers IA&B members a 50% discount on the one-time setup fee.

Learn more at IABforME.com/HR-resources.

An audio version of this article is also available as a podcast

At WAHVE, for example, we blind-screen candidates based on skills and organizational fit, ensuring that those who are hired have both the right skillsets and mindsets to thrive in their new environments.

Next, take a look at your existing workforce. In the broader context of your strategic goals, how do your people help take you there? Keep in mind that skills are transferrable. Silos are your enemy: Consider mixing and matching individuals from different teams to create a “dream team” for a particular project. As Korn Ferry puts it: “Expect more project-based working, where teams assemble to achieve specific goals before dispersing back out into the organization.”

Further, offering employees the opportunity to work on projects based on their interest and skillsets is another way to motivate and keep them: Professional development and learning opportunities are consistently listed as top benefits that employees seek from their organizations.

We at WAHVE have always believed that individuals’ skills and professional goals are what drive their ability to succeed in any environment. Our very business model IABforME.com |

13

“Let me consult my crystal ball.””

SAID NO AGENT EVER. There’s no hocus pocus needed to find the right small business coverage.

Think BOP-Pro from UFG Insurance.

Simple solutions for complex times

BOP-Pro helps take the complexity out of small business insurance with more than 35 property and liability coverages. It can even be tailored with coverage boosting endorsements, especially when it comes to the unique needs of restaurants and contractors.

But don’t take our word for it. Check out BOP-Pro products from UFG today. No crystal ball required.

ufginsurance.com/bop-pro © 2022 United Fire & Casualty Company. All rights reserved.

STAFF PROFILE

Get to Know …

Katie Malinowski, IA&B Education Team

When did you start at IA&B? I started in March of 2020. On my first day of work, we were directed to work from home for a few weeks due to the beginning of the COVID pandemic. I’ve been working remotely since then!

What did you do before you joined our team?

Since graduating college, I’ve worked at different small companies in the south-central Pennsylvania area, doing everything from bartending to customer service to accounting.

Role at IA&B: As an Education Assistant with IA&B, I help people with registration for our courses, and I answer member questions about our programs. I also file Continuing Education credits for our webinars and on-demand programs.

Best part of your job: I really enjoy answering questions and fixing any issues that may arise for our members – from a simple password reset to more involved questions about CE, licensing, etc.

If I can’t answer the question, I can always get an answer from my coworkers who are so quick to help. It’s satisfying knowing that people can call in or email us and we can point them in the right direction.

What keeps you busy outside of work?

I mostly want to spend my time outside, but when the weather isn’t cooperating, I like to paint and watch truecrime documentaries. My husband and I have three dogs that we try to run as much as possible to stay sane. We also enjoy hiking, foraging, and working on our farm where we raise pastured poultry, eggs, and produce. We love to cook for our friends and family and enjoy hosting them when time allows!

You can reach Katie at: 717-918-9210 KatieM@IABforME.com

IABforME.com |

15

Are you looking for

Join us for the first annual

MARKET ACCESS?

One Day Only Wednesday, March 29 • You will be the agency of record on all policies

Celebrating growth & leadership for women in insurance

• No initiation or monthly fees • Low to no volume commitments • Standard commission rates • 100% ownership of expirations

9:30 AM – 3:30 PM The Inn at Leola Village Lancaster County Women-Owned Business

• A broad mix of standard and niche markets that are state specific

IMSaccess.com

Register at:

IABforME.com/womens-conference

Contact Tim Wonder, VP - Membership TimW@IABforME.com • 800-998-9644, ext. 351

SAVE TIME & MONEY WITH OUR #1 MOST USED MEMBER BENEFIT:

LEGAL & COMPLIANCE RESOURCES Access our resources on agency management, coverage issues, and legal compliance — including our white paper library.

Contact our knowledgeable team, Claire and Don, for personalized answers and support.

16

FEBRUARY 2023

Claire Pantaloni, CIC, CISR Vice President, Advocacy ClaireP@IABforME.com 717-918-9202 Don Bankus Director Legal & Corporate Affairs DonB@IABforME.com 717-918-9204

WELCOME NEW MEMBERS Terrence S. Jennings Malvern. PA Longen Group Kennett Square, PA Gingrich Insurance Group Pine Grove, PA

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE FEBRUARY 2023 Register today! 800-998-9644, option 1 IABforME.com/education LIVE WEBINARS TOPIC DATE

TIME

Feb 1

CISR - Commercial Property

8 AM-4:15 PM

Feb 1

Hour w/ Nicole: Why PL Deductibles Always Confuse Insureds

2-3 PM

Feb 2

Why Insurance to Value & Liability Limits are Always Wrong (and How to Fix That)

9 AM-12 PM

Feb 2

Claims That Will Convince Your Insured to Enhance Their Homeowners Coverage

1-4 PM

Feb 7-8

CIC - Commercial Casualty

8 AM-5 PM

Feb 7

Certificates & Additional Insureds: What Did I Do to Deserve This?!

9 AM-12 PM

Feb 8

CISR - Personal Auto

8 AM-4:15 PM

Feb 9

“Wait…What the #^&* Just Happened?!” Fourteen Personal Lines Issues To Know Before It’s Too Late

9 AM-12 PM

PRIMARY AGENT

Feb 9

Chris Amrhein’s “Adventures in Aging”: Social Security & Other Retirement Income Solutions

1-4 PM

Editor: Karen Robison KarenR@IABforME.com 717-918-9209

Feb 14-16 Property & Casualty Licensing Study Course

8 AM-5 PM

Feb 21

Cyber Coverage: Protecting Your Insureds From Hackers, Liars, & Really Bad Bots

9 AM-12 PM

Contributing editors: Jennifer Ross Megan Fioretta Sarah Jacoby

Feb 21

Ethical Dilemmas & the Responsibilities of Agents

1-4 PM

Feb 22

CISR - Commercial Casualty 2

8 AM-4:15 PM

Feb 23

Mastering Business Income: Tools & Tips to Keep Insureds Flush

1-4 PM

Feb 28

Agent’s E&O: Duties, Best Practices, Operations, Workflows, & Certificates

9 AM-12 PM

Feb 28

Commercial Property: Recent Changes & Crucial Concepts

1-4 PM

For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

Sales Account Executive: Laura Gaenzle laura.gaenzle@theygsgroup.com 717-430-2351

IABforME.com |

17

MORE IMAGINATION.

MORE TO LOVE FROM APPLIED.® Workers’ Compensation • Transportation – Liability & Physical Damage • Fine Art & Collections • Structured Insurance Construction – Including New York and Project-Based Primary & Excess Liability • Financial Lines • Aviation & Space Homeowners – Including California Wildfire & Gulf Region Hurricane • Environmental & Pollution Liability • Public Entity Shared & Layered Property • Warranty & Contractual Liability • Reinsurance • Infrastructure • Surety • Entertainment & Sports

...And More To Come.

It Pays To Get A Quote From Applied.® Learn more at auw.com/MoreToLove or call sales (877) 234-4450 ©2023 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.