Primary Agent - July 2023

JULY 2023

IA&B MEMBER & COMMUNITY SERVICE AWARD WINNER

DANIELLE SHEARER EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE INSURANCE INDUSTRY CHARITABLE FOUNDATION IA&B SUPPORTS MAKE-A-WISH

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JULY 2023

CONTENTS FEATURED 4

THE CRIMES, THEY ARE A-CHANGIN’ Cathy Trischan explores the latest cybercrimes and how insurance can protect your clients.

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> > > > 12 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 Podcasts can be found at:

Q&A WITH DANIELLE SHEARER Danielle Shearer, of IA&B Member Agency Howard Hanna Insurance Services, shares how her agency’s commitment to community service strengthens their team.

GROWING YOUR AGENCY WHILE GIVING BACK Betsy Myatt, of the Insurance Industry Charitable Foundation, discusses opportunities for agents to support their communities – and how to leverage their good work.

MONTHLY 2 CHAIRMAN’S MESSAGE 3 DON'S DISCUSSION

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 # 2023-07, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2023. All rights reserved. No material july 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.

6 NEWS & NOTES 17 PICS & POSTS 19 STAFF PROFILE 21 UPCOMING EDUCATION IABforME.com |

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CHAIRMAN’S MESSAGE

DOING GOOD: OUR PHILANTHROPIC INDUSTRY One of our agency’s core values is to cultivate community – to improve the places where we live, work, and play. And whether it’s formalized or not, I suspect it’s one of your agency’s guiding principles, too.

As a whole, the insurance industry is committed to community service and charitable giving. According to a recent survey of insurers and brokers conducted by McKinsey and the Insurance Industry Charitable Foundation (IICF), industry-wide giving reaches $560-600 million annually in “cash, grants, and other donations.” The survey also noted a shift toward volunteering, likely driven in part by millennial employees’ desire to make a visible social impact.

There are many reasons for our industry’s philanthropy.

Many of us are drawn to insurance in the first place because it is a service industry, and of course, establishing goodwill within our communities is a main driver. Beyond that, there are more self-serving reasons, too: building our businesses’ reputation and recruiting/retaining new talent. According to the McKinsey/IICF survey, “Respondents have noted millennial preferences, such as a desire to work for companies that are involved in charitable causes.”

This issue of Primary Agent highlights philanthropy. You’ll find an interview (page 8) with Danielle Shearer, who recently accepted the Dan Fulwider Award for Community Service on behalf of IA&B Member Agency Howard Hanna Insurance Services. You’ll also find an article (page 12) from IICF, as well as a write-up (page 6) on a recent Make-A-Wish fundraiser supported by IA&B women in insurance.

Bottom line: There are so many reasons to give back and so much opportunity for our industry to make a difference. Keep up the good work!

Until next time,

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

Richard M. Rankin Chairman of the Board 2

JULY 2023

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

DON'S DISCUSSION

DON'S DISCUSSION IA&B Legal & Corporate Affairs Director Don Bankus

Are you a member with a question?

Contact Don at 717-918-9204 or DonB@IABforME.com.

our agency use a shredding company to dispose of customer files – including MVRs and QUESTION: Can other personal information – if the company doesn’t shred on site?

ANSWER: First, let’s review the basics.

The disposal of MVRs and other consumer reports which contain personally identifiable information is governed by the federal Consumer Information Disposal Rule. The Rule requires agencies to take “reasonable steps” to protect against unauthorized access to, or use of, consumer information in connection with its disposal.

WHAT CONSTITUTES “CONSUMER INFORMATION”?

The Rule defines consumer information as “any record about an individual, whether in paper, electronic, or other form, that is a consumer report or is derived from a consumer report.” For our purposes, MVRs, credit or insurance scores, and C.L.U.E. reports are all “consumer reports.”

WHO MUST COMPLY WITH THE RULE? The Rule applies to both individuals and organizations that use consumer reports. Among those required to comply: consumer reporting agencies; lenders, insurers, and their agents; employers; and government agencies.

DOES THE RULE HAVE GUIDELINES FOR CHOOSING A SHREDDING COMPANY? When choosing shredding as the method of destruction and disposal, the Rule’s due diligence requirements are flexible and could include the agency doing any one of the following: ▲ Reviewing an independent audit of the shredding company’s operations and/or its compliance with the Rule; ▲ Obtaining information about the shredding company from several references or other reliable sources; ▲ Taking appropriate measures to determine the competency and integrity of the shredding company; or ▲ Requiring that the shredding company be certified by a recognized trade association or similar third party.

IS THERE AN EASY WAY TO DO THIS? Yes, there is. If your agency is looking for a simple and efficient method of conducting due diligence, you could use a shredding company which has been NAID IABforME.com |

AAA-certified by the International Secure Information Governance & Management Association (“i-SIGMA”). i-SIGMA is the international trade association for companies that provide information destruction services. The NAID AAAcertification is designed to validate and monitor ongoing compliance with critical data protection and related regulatory specifications.

You can read more and view a list of NAID AAA-certified shredding companies at isigmaonline.org (see “Certifications” tab).

While not a requirement of the Rule, agencies may want to request that the shredding company provide a Certificate of Destruction (COD) upon completion of the shredding process. While there is no uniform COD in the marketplace, a COD should include: The name of your agency; the date and location of destruction/disposal; the method of destruction/disposal; a description of the destroyed/disposed of records; Continued on page 7

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

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THE CRIMES, THEY ARE A-CHANGIN’

By Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP Many businesses take steps to ensure the security of their premises with gates, alarms, and guards. How many, though, are as diligent about securing their funds, property, and data against theft by cybercriminals?

Even with controls in place, cybercriminals often get the best of even the most careful business owners. What are some of these new crimes, and how can insurance protect our clients?

SPOOFING AND PHISHING These techniques are used to trick unsuspecting victims into downloading malicious software (malware), disclosing confidential 4

information, or sending money.

The criminal often uses an email address or URL similar to a real one to convince the victims that they are dealing with a trusted source.

VISHING/SMISHING/PHARMING These are variations of phishing.

Vishing happens through voice calls, while smishing is done through a text message (SMS). Pharming occurs when malicious code on a computer directs one to a fake website. In all cases, the criminal tries to get the victim to disclose confidential information.

JULY 2023

BUSINESS EMAIL COMPROMISE (BEC) These losses are often referred to as social engineering losses, although the term social engineering includes any type of crime that exploits human behavior. Spoofing and phishing are the starting points of this crime. A cybercriminal impersonates a customer, vendor, or someone within an organization.

The thief sends an email to the organization’s employee directing the employee to wire funds to a particular account. The employee, believing the instruction is a legitimate request, sends the money.

After the fact, the employee learns he’s been duped.

COVERAGE CORNER FRAUDULENT IMPERSONATION Business Email Compromise, as described above, is a type of fraudulent impersonation, but not the only type. Sometimes, a business receives a legitimate request for payment from a client or vendor. A criminal – impersonating the client, vendor, or another employee of the business – sends a request to change the payment instructions.

The business, believing the change is legitimate, now sends or wires money to the criminal instead of to the client or vendor.

COMPUTER AND FUNDS TRANSFER FRAUD In these schemes, a criminal directs funds from the victim’s accounts to its own account. The cybercriminal may access the insured’s computer system to transfer money to its own account. Alternately, the criminal may directly access the insured’s bank account, usually with stolen credentials, to transfer the money.

INVOICE MANIPULATION This crime begins with the insured sending an invoice to its customer.

Shortly after, a cybercriminal impersonating the insured’s employee contacts the customer and provides alternate wiring instructions.

The customer unknowingly sends the funds to the criminal.

exchange for payment of ransom, the extortionist promises that the business will regain access to its data and systems.

While a business’s first line of defense against these crimes involves good risk control measures, losses still happen. There are two policies that can be written to cover many of these losses: Commercial Crime and Cyber. Commercial Crime can be written to cover some of the exposures, and Cyber can be written to cover many more. There are a few things to remember, though, when arranging for coverage.

1. Crime and Cyber forms vary widely among insurers. Different coverages are offered, and different names are used to identify the coverages. It is important to carefully review the details of the coverage being provided before deciding on a policy.

2. The expected coverage may not apply if an insured does not take certain precautions. Some forms, for example, will not cover a BEC loss unless the insured takes steps to confirm the request in some way other than the method used in the request (e.g. phone call to confirm an email request).

CYBEREXTORTION/RANSOMWARE ATTACK

3. Many Crime and Cyber applications contain warranty statements and become a part of the policy.

It is critical that all information provided be accurate. If it is not, coverage will be compromised.

Ransomware is a type of malware that is unknowingly loaded onto a computer, often when a person opens an email attachment or visits a website embedded with malware.

The ransomware can prevent access to data, encrypt files, or otherwise damage a business’s systems. In

4. It is important to make sure that, to the extent possible, there are no gaps or overlaps if both Crime and Cyber coverages are in effect.

Other insurance clauses in each policy can produce unexpected results if both policies cover a particular claim.

IABforME.com |

Today’s crimes are different from the crimes of the past. Through good risk control measures and a wellconstructed insurance program, businesses can be better protected against today’s cybercriminals.

‘Til next time!

Cathy Trischan is IA&B’s commercial lines education consultant. She works with our CIC and CISR programs, as well as our live CE webinars. Catch her at one of our upcoming courses: IABforME.com/education.

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

LIVE CE WEBINAR

|

Learn more about Commercial Crime from author Cathy Trischan during her upcoming webinar.

COVERING ONLINE FRAUD AND EMPLOYEES WHO TURN OUT TO BE CROOKS JULY 18 1 - 4 PM

CE PA/DE: 3 GEN | MD: 3 PC IA&B Members: $75 (save $30!)

Non-Members: $105

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

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NEWS & NOTES

IA&B EDUCATION SCHOLARSHIPS

WEBINAR FOR WOMEN

ANNUAL MEETING NOTICE

Apply by Aug. 31 for the next round of insurance education scholarships.

On Sept. 15 IA&B will award two individuals with full CIC and CISR designation scholarships, as well as member agencies with scholarships for their staff to attend CIC, CISR, and CE courses.

Register today for our upcoming webinar, geared to women insurance professionals. This webinar is part of IA&B’s broader initiative to support women in the industry and follows the sold-out Women’s Conference in March and first webinar for women in June.

Scholarships to attend licensing study courses are available throughout the year.

The Thing About Women … That Make Such Great Leaders

This is to notify members of Insurance Agents & Brokers of the annual meeting for the Association to be held on Tuesday, Aug. 15, 2023 at 1 PM at the IA&B Conference Center, 650 Wilson Road, Suite 101 in Mechanicsburg, PA. The Primary Member shall have the right of vote for the member in the Association.

If the member of the Association is a corporation and the Primary Member is unable to attend, any officer may vote therein. If the corporation wishes another person to vote therein, or if the member is a partnership or proprietorship and the member wishes another person to vote therein, then such member shall designate such other person in writing, signed by the Primary Member, in accordance with policies and procedures of the Association.

Such person must be designated in writing using the member’s letterhead or through a proxy form that is available from the Association.

Such proxy must be received at the IA&B Headquarters by 4:30 PM on Aug. 14, 2023 or by 12:30 PM on Aug. 15, 2023 if delivered in person at the Annual Meeting location. To register for the annual meeting and for the meeting’s agenda, go to IABforME. com/2023/05/23/2023-annualmeeting-notice/. Announcement of this meeting is made in accordance with Article III, Section 3.1, Annual Meeting, of the By-Laws of the Association.

Applications are available at: IABforME.online/scholarships Questions? Contact IA&B Administrative Assistant Sarah Haas SarahJ@IABforME.com 800-998-9644, ext. 104

IA&B WOMEN IN INSURANCE SUPPORT MAKE-A-WISH IA&B member agents gathered in Pittsburgh on May 18 for the MakeA-Wish of Greater Pennsylvania and West Virginia’s 20th Annual Grapevine fundraiser. The event raised $93,000 to support the organization’s mission to create life-changing wishes for children with critical illnesses.

Presented by Sara Bradshaw Ray (keynote speaker at IA&B’s Women’s Conference) Thursday, Sept. 14 | 11 AM-Noon There is no cost to attend this webinar, which is available exclusively to IA&B members.

Registration is required.

IABforME.com/eventregistrations/ ?eventId=6655 800-998-9644, option 1 Please note: This webinar is designed with women attendees in mind, but it is open to everyone who supports the growth and leadership of women in the independent insurance agent community.

Respectfully submitted, Timothy A. Wonder Corporate Secretary

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JULY 2023

DISCUSSION Continued from page 3 and names and signatures of the individuals conducting and witnessing the destruction/disposal.

As a final related thought: Because your agency will be entering into a contract with a third-party service provider (the shredding company) which will have access to your customer information, the contract with the shredding company should include provisions whereby the vendor acknowledges the agency’s customer information may not be used by the shredding vendor in a manner inconsistent with the limited services they intend to provide for you.

Harford Mutual Insurance Group is a Ward’s 50® top-performing property-casualty insurance company for the second consecutive year.

A broader overview of the Rule, and sample language to include as part of an information protection addendum for third-party service contacts, can be found at IABforME. com/privacy.

2022 & 2021

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.

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Jessica Entwistle and Jenna Kolb, of Liberty Insurance Agency; Carrie Ann Bush and Alahna Walters, of WN Tuscano Agency; Taylor Gallagher and Kate Dawson, of Ferri Dawson Insurance Group; Danielle Shearer and Katie Zurawka, of Howard Hanna Insurance Services; and Jennifer Ross, of IA&B

Insuring Opportunity through Mutual Success.

HarfordMutual.com 800.638.3669

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Q&A with

DANIELLE SHEARER Danielle Shearer is Vice President and General Manager of Howard Hanna Insurance Services, a full-service independent agency headquartered in Pittsburgh, PA. Q. It’s always fun to learn how people get their start in the insurance industry. Tell us about your career path!

A. I was a Performing Arts major in college. My resume consisted of Giselle, Swan Lake, and The Nutcracker, so you can assume how that went over when searching for employment in the business world. After graduation, while I continued to perform and teach ballet, I pursued opportunities to break into the business world by taking on temporary employment. Howard Hanna Insurance brought me on as their secretary in 2005. Thus, my career in insurance began. I was licensed by 2006 and promoted to Division Operations Manager in 2007.

Q. What does your typical workday look like? And what’s your favorite part of your job?

A. I’ll start with favorite part of my job. I feel most accomplished and gratified when I am helping people.

That help could be to a fellow colleague, a client, a carrier, whoever reaches out in need. It’s a “bucket filler” for me.

The more I can support, the fuller my “bucket” becomes.

Helping others is the very nature of the insurance business, and it is in giving and helping that I feel most content and complete.

As far as my workday, I usually have carrier and leadership meetings scheduled because agency growth is a fundamental part of our strategic plan. It is also critical that we work to provide a great client experience. That

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said, I review and respond to comments from our clients in an effort to determine our weaknesses and continue to find ways to improve upon them. My goal each day is to do whatever is needed to set the wheels of success in motion for the business. Of course, that begins with making sure others in the agency have what they need to be most productive and efficient. I work to be available and attentive. I strive to make sure others know I am here to support them. I look for opportunities within the day to listen, to understand, to give, and to acknowledge. The best days are the ones when I have empowered those around me.

Q. Howard Hanna is a well-known name in the real estate industry. How does the insurance division fit into the company?

A. The Insurance Division of Howard Hanna was established in 1985. The agency was formed to help facilitate the home-buying process and allow our homebuyers a one-stop shopping experience. As a result, we are here to service and support our real estate agents and real estate clients. Our insurance agents are multistate licensed and have the knowledge and expertise to deliver a proposal suitable for the homebuyer. Our team works in tandem with Howard Hanna’s core financial service teams, including Mortgage and Title.

JULY 2023

ON THE COVER Q. Your agency’s support of the Ronald McDonald House has earned recent accolades, including the 2023 Dan Fulwider Award for Community Service.

Congratulations! Tell us about your agency’s support of the charity.

A. We began our agency partnership with the Ronald McDonald House back in the fall of 2018 by providing two home-cooked lunches for the families. The Ronald McDonald House charities of Pittsburgh and Morgantown have been incredibly welcoming to our staff, which has made it that much easier to volunteer. Over the years we have written cards to the families; sponsored an apartment; organized a pamper party; conducted a bake n ’decorate, PJ drive, and door décor drive; and donated hot meals, toys, toiletries, spick n ’span bags, welcome bags, and items for their pantry. We found ways during the pandemic to continue our support from a distance by donating funds to keep meals in front of the families. Last year we immersed ourselves in the Red Shoe Ball, which is a charity event raising money for the families at the House.

The Ronald McDonald House provides comfort, care, and support to families that span across the United States and abroad. The families that we have met and supported have made our time spent there so rewarding.

By providing the support this charity needs, we play a supporting role in helping a child and family heal. Our company and agency continue to support these very families and children through our own charity, The Howard Hanna Children’s Free Care Fund. We find joy and opportunity in this gift of giving.

Q. You accepted the Dan Fulwider Award during the Big “I” Legislative Conference in Washington, D.C. Tell us about your experience at the event!

A. I was thrilled to accept the award on behalf of everyone who puts work into our community service. I am but a cog in the wheel and happen to be blessed with great support from those who are by my side no matter what the ask is.

I was most excited to continue giving back through the award’s $3,000 donation to our charity of choice. And I am grateful for the opportunity to bring awareness to The Howard Hanna Children’s Free Care Fund, as well as to our friends at the Ronald McDonald House.

Accepting the Dan Fulwider Award in front of industry colleagues was surreal. I thoroughly enjoyed hearing stories from others, making new connections and friendships, and sharing in the passion of helping our communities.

Q. Beyond volunteering, what keeps you busy outside of work?

A. My other full-time job is being a role model and supportive mother to my children, Francis (11), ClareMarie (9), and Ignatius (7). This is perhaps the role that is most important to me and for which I strive to fulfill all needs. Most days I fall short of my own expectations but not for lack of trying. Perhaps that’s why I yearn to help families and other mothers, so that they too can concentrate on their children’s’ needs rather than their worries.

Q. Obviously your agency’s volunteer work and donations make a huge difference to the families who rely upon the Ronald McDonald House. But what benefits have you seen for your own team?

A. It is such a gift to be able to help. Every one of us has contributed to our efforts in some way, and it has allowed us to connect with one another in such a meaningful way. I do notice a difference in the way the team members interact after having completed a volunteer project together. There is a different level of respect and connection. It really has been the best use of our time.

There is a sense of fulfillment that I have not been able to replicate otherwise.

IABforME.com |

Danielle Shearer (right) and Katie Zurawka, of Howard Hanna Insurance Services, represented IA&B at the Make-A-Wish of Greater Pennsylvania and West Virginia’s 20th Annual Grapevine fundraiser in May 2023.

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IA&B PARTNERS PROGRAM

OUR FEATURED PLATINUM PARTNER Insurance Agents & Brokers proudly recognizes Penn National Insurance as one of its Platinum Partners.

IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.

OUR MISSION We help people feel secure and make life better when bad things happen.

FEATURED PARTNER Penn National Insurance HEADQUARTERS Harrisburg, PA A.M. BEST RATING A- (Excellent)

OUR EXECUTIVE TEAM Robert Brandon CEO & president John Foster senior vice president - Insurance Operations Jacquelyn Anderson senior vice president, CFO/treasurer Karen Yarrish senior vice president, secretary & general counsels Kelly Miller vice president, Human Resources Mike Watts chief information officer

COMMITTED TO POSITIVELY IMPACT THE ENVIRONMENT AND SOCIETY AND TO SUSTAIN OUR WORLD Penn National Insurance was founded for the singular purpose of providing security and service to its policyholders. A century later, our mutual structure continues to provide for a perfect alignment of interests between the company and its policyholders. Unlike competitors with shareholder obligations, we have the ability to take the long-term view, which allows us to completely focus on doing what is right for our policyholders.

With this long-term outlook, we are also able to provide a healthy and stable work environment for our team members, foster relationships with business partners and support the communities in which we work and live. Insurance companies’ core activities naturally support sustainability—providing loss control services to policyholders to minimize their risk, supporting strong building codes to protect assets and the environment, promote safe driving habits to protect individuals and society, and serving as a risk transfer mechanism for economic activity.

Penn National Insurance (www.pennnationalinsurance.com), founded in 1919, in Harrisburg, Pa., helps people feel secure and makes life better when bad things happen. The company provides property-casualty insurance in 12 states, through a network of more than 1,200 independent agency operations. In 2022, the company wrote $853 million in direct premiums, had $2 billion in total assets, maintained a $798 million policyholder surplus and had an A.M. Best Financial Rating of A- (Excellent).

Penn National Insurance received a “Superior Rating” for Personal Lines Claims Customer Experience, as measured by Ward’s ExperienceMonitor program, for four consecutive years.

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JULY 2023

Thank You

/Partners2020

COMMITTED TO GIVING BACK TO OUR COMMUNITY The farmers who founded our company in 1919 passed along to us a tradition of giving back to the community, which we honor and carry forward today.

We believe in making the world a better place. We start by making our policyholders feel secure in knowing that we are here to protect them and get them back on their feet after a claim. We provide good jobs and salaries and benefits to our employees, and offer them a great place to work. And we give back to the community in response to our belief that businesses have a moral obligation to do so.

We focus much of our philanthropy on our headquarters city of Harrisburg, Pa., where we have given millions of dollars to our local, urban public school district, and hundreds of thousands of dollars to support other urban education-related initiatives. We rank among the largest contributors to our local United Way, since we match our employees’ donations dollar for dollar.

Along with our dollars, we give our time, and we encourage employees to volunteer by offering workplace volunteer opportunities and time off.

For more information visit www.pennnationalinsurance.com

 Penn National Insurance Headquarters: Harrisburg, PA

■ Personal & Commercial ■ Commercial Only ■ Personal Only ■ Partners Mutual Insurance

An Affiliate of Penn National Insurance

 Headquarters: Waukesha, WI ● Branch & Claims Offices

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Thanks to these partners for supporting the independent agent network.

PLATINUM PARTNERS Acuity Erie Insurance Keystone Millers Mutual Insurance Penn National Insurance Plymouth Rock Assurance

BECOME A PARTNER TODAY Interested in becoming a partner?

Reach out today.

Tim Wonder IA&B VP-Membership 717-918-9223 TimW@IABforME.com 11

Growing Your Agency While Giving Back to the Community

BY BETSY MYATT, INSURANCE INDUSTRY CHARITABLE FOUNDATION As an industry built upon a foundation of helping people in their times of need, many insurance professionals view serving and supporting their local communities through philanthropic initiatives as naturally complementary to their job. In keeping with this noble purpose, as agents and brokers search for ways to give back in tandem with actionable ways to grow their businesses, volunteer 12

service and charitable giving should be a component of their plans.

While the core of philanthropy and community service is to benefit a greater good, there are business benefits to engaging in such work. In addition to growing an agent or broker’s network and attracting new talent who seek

JULY 2023

GIVING BACK

out employers who give back, communicating local engagement in the right way offers the opportunity to humanize business relationships and highlight involvement as trusted and caring community members.

Getting Started Insurance agents and brokers can easily get involved locally, as well as on a broader scale within the greater insurance industry if they know where to look.

When it comes to volunteering, agency staff can ask clients for information about local volunteer opportunities, charitable organizations, or causes important to them personally. An added benefit of having such conversations is the trust they build. These conversations showcase an interest outside the traditional scope of insurance and highlight the agent/broker’s desire to invest in the betterment of their community.

Second, agents and brokers can tap into organizations like the Insurance Industry Charitable Foundation (IICF) for philanthropic opportunities. IICF is a unique nonprofit that IABforME.com |

unites the collective strength of the insurance industry to help communities and enrich lives through grants, volunteer service, and leadership. With four divisions across the United States and one in the United Kingdom, IICF offers insurance professionals access to an array of local, national, and international volunteer projects and many other initiatives to make an impact.

Independent agents and brokers are already strongly aligned with IICF in its Northeast Division through their local grants program. IICF’s Northeast Division awards many smaller grants of $10,000, where independent agents are typically the recommenders of these grant prospects. Further, leaders of the Big I New York and the Professional Insurance Agents (PIA NY, NJ, CT, NH, VT), representing thousands of agencies in the region, currently serve as members of the IICF Northeast Division Board of Directors and Northeast Grants Committee.

IICF also hosts many events throughout the year where insurance professionals can network while participating Continued on page 14 13

Continued from page 13 in volunteering and charitable giving. For example, independent agents and brokers have joined together with leading carriers through IICF’s signature Fill the Truck food drives in the Western and Southeast divisions. With their help, the IICF Arizona Chapter recently provided nearly 22,000 meals to local families struggling with food insecurity. Many volunteer projects are available during the IICF Week of Giving, our annual celebration of the industry’s commitment to community service and giving back, held this year October 14-21.

Larger scale leadership events such as the IICF Inclusion in Insurance Regional Forums, hosted every other year in Chicago, Dallas, London, Los Angeles, and New York, allow independent agents a more geographically accessible opportunity to network and learn from insurance and other business, wellness, and sustainability leaders and influencers in their own backyards. Making key connections at IICF leadership events can potentially lead to important growth opportunities.

By joining IICF’s Global Membership Program, independent agents and brokers, and their staff, have a way to benefit from IICF’s offerings, such as exclusive volunteer projects along with programming and networking opportunities with industry leaders, on an individual basis. IICF Members can engage with like-minded and socially conscious colleagues to grow professionally, expand networks, and make a difference in their communities.

Leveraging Your Positive Impact Once agents and brokers have identified the right volunteer and charitable giving opportunities for their agencies, they’ll want to communicate the impact they’re making in the community to existing clients, prospects, and more. Best practices to do this include: Take advantage of social media: When engaging with a charitable organization or participating in local events, agents/brokers should consider sharing their efforts via social media, tagging their organizations and fellow

8 GREAT

IA&B Members: Shopping E&O?

MEMBER BENEFITS

▲ We have the plans that agencies need.

1 Legal & Compliance Resources 2 Classes & Online Training 3 Marketing, Branding & Websites 4 Political Advocacy 5 HR & Hiring Solutions 6 Insurance for Your Agency 7 Industry News 8 Market Access & Carrier Relations

For personalized service, CONTACT KEVIN HORD, CIC, CPCU, ACLS, MBA 800-998-9644, ext. 209 KevinH@IABforME.com IABforME.online/insurance

QUESTIONS? CONTACT TIM WONDER, IA&B VP-MEMBERSHIP 717-918-9223 | TIMW@IABforME.COM 14

JULY 2023

GIVING BACK professionals involved. Tagging and sharing content online amplifies your messages and impact (and be sure to take quality photos for your social media and website).

As part of an industry rooted in giving back, many agents and brokers feel a responsibility to volunteer and participate in charitable giving. Fortunately, they have a plethora of opportunities to give back and share their good deeds. Get started by visiting the IICF website to learn how to get involved with you community.

Embrace thought leadership: Agents and brokers can use thought leadership content to showcase their philanthropic expertise and experiences to their network and with the industry at large. They can publish pieces on LinkedIn, in community newspapers, and in client and prospect mailers. Original content can help to establish that agent or broker as a good business leader and reliable contributor to the community.

Betsy Myatt is vice president and chief program officer for the Insurance Industry Charitable Foundation, as well as executive director for the Northeast Division. Myatt has led IICF Inclusion in Insurance Conference Series, founded as the Women in Insurance Conference Series, since its inception in 2013.

Tell a story: Agents and brokers can write and share about the impact their philanthropic work is having by adding a human element and background.

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

Be transparent: Transparency with your network, especially when soliciting donations, is critical to building trust. People will want to know why an agency is participating in an initiative – what is your connection to the cause, who/ what contributions will benefit, and how to get involved.

SAVE THE DATE October 3-4, 2023 Cork Factory | Lancaster, PA Registration opens August 1.

Tentative Agenda: October 3

10 AM - 5 PM: Conference 5:30 PM - 9 PM: Dinner & Social Events

October 4

8 AM - 3 PM: Conference

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STAFF PROFILE

Get to Know …

Years with IA&B: 15

Role at IA&B:

Karen Robison, Public Relations Director

I oversee production of IA&B’s weekly Agent Headlines e-newsletter and monthly Primary Agent magazine. As part of the Marketing Communications Department, I also contribute to our digital media projects – including website, email marketing, and social networking.

Best part of your job: My undergraduate degree is in English, so it’s no surprise that I enjoy the writing and editing that come with my job. As a bonus, I get to work on a team of great people to support an industry of great people!

What did you do before working at IA&B? I worked at a statewide non-profit and then an advertising firm. Together, they provided a great background for association work.

What keeps you busy outside of work?

I live with my husband and our “zoo” – two kids, two cats, and, until very recently, two dogs. When I’m not playing zookeeper, I enjoy reading, hiking, and relaxing with friends.

You can reach Karen at: 717-918-9209 KarenR@IABforME.com

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20

WELCOME NEW MEMBER Michael S Davis Jr Insurance Blairsville, PA NEW GOLD PARTNER POM Insurance Company For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

VISION

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE J U LY 2 0 2 3 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC

LOCATION

Jul 11-12 CIC - Commercial Multiline Jul 25-27 Property & Casualty Licensing Study Course

Mechanicsburg, PA Mechanicsburg, PA

LIVE WEBINARS DATE TOPIC Jul 10 Marriage, Kids, Money, Assisted Living & Everything Between: Home & Auto Exposures for Life

TIME 1-4 PM

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Personal & Commercial Lines Endorsements: Some Good, Some That Really Stink

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William T Hold - Commercial

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Jul 19

Hour w\ Sam: Policy’s Position on Home-Sharing & How to Handle 2-3 PM

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Lurking: Surprises In the Contractor's CGL Policy & Endorsements 9 AM-12 PM to Watch Out For

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Chris Amrhein’s "Adventures in Aging”: Medicare & Other Retirement Healthcare Solutions”

1-4 PM

Jul 24

Marriage, Kids, Money, Assisted Living & Everything Between: Home & Auto Exposures for Life

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Agent’s E&O: Defenses & Preventions for the Insurance Professional 9 AM-12 PM

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Why Good People Do Bad Things: A Deep Dive Into Agency Ethics

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Flood Insurance, FEMA, and the NFIP

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A thriving independent insurance agent community.

MISSION STATEMENT To serve as a driving force to champion independent agency success by educating, consulting, advocating, and fostering community in Pennsylvania, Maryland, Delaware, and beyond.

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

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