Primary Agent - November 2022

NOVEMBER 2022

TRAINING & EDUCATION ISSUE

CARRIE ANN BUSH, CIC IA&B SCHOLARSHIP RECIPIENT SHARES HER CAREER JOURNEY EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE ABOUT THE CIC DESIGNATION THINK MARKETING LIKE AN ENTREPRENEUR

grinnellmutual.com

TRUST US TO FIT THEIR NEEDS No matter the type or size of their business, your customers need insurance that fits. We offer coverage for property, liability, business interruptions, and specialty needs for businesses of all shapes and sizes.

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.

AUTO | HOME | BUSINESS * Products available in Pennsylvania only “Trust in Tomorrow.” and “Grinnell Mutual” are registered trademarks of Grinnell Mutual Reinsurance Company. © Grinnell Mutual Reinsurance Company, 2022.

NOVEMBER 2022

CONTENTS FEATURED 10

Q&A WITH CARRIE ANN BUSH The IA&B Certified Insurance Counselor (CIC) Designation Scholarship recipient shares her path into the insurance industry and the best professional advice that continues to steer her career.

> > > > > 12 15 JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B YouTube.com 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 # 2022-11, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2022. 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.

LET’S TALK ABOUT THE CIC DESIGNATION The National Alliance for Insurance Education & Research shares answers to common questions about the Certified Insurance Counselor (CIC) designation. Plus, two new CIC designees – and our CIC education consultant – offer their take.

THINK MARKETING LIKE AN ENTREPRENEUR In honor of National Entrepreneurship Month, take time to work “on” your business instead of “in” it with these seven actionable tips.

MONTHLY 2

CHAIRMAN'S MESSAGE

3

DON'S DISCUSSION

4

COVERAGE CORNER

6

NEWS & NOTES

19

STAFF PROFILE

21

UPCOMING EDUCATION

IABforME.com |

1

CHAIRMAN’S MESSAGE

IA&B EDUCATION MEETS EVOLVING EXPECTATIONS I’m pleased to introduce this issue of Primary Agent, which is dedicated to training and education – one of the tried and true benefits of IA&B membership.

What a wild ride the past three years have been for the entire education field, including professional training in our industry.

The pandemic immediately changed our needs and, eventually, our expectations. While in-person classes still have their place, in many cases, the benefits of online and in-house training are paramount.

I’m incredibly proud of IA&B’s commitment to delivering top-notch training and education through all of this. At the pandemic's start, the education team quickly converted classes to online and webinar formats. As restrictions began to lift, the team developed and offered hybrid courses to allow for in-person and online participation. Plus, they provided in-house training at member agencies or carrier locations. IA&B has been nimble in its delivery yet consistent in its quality.

IA&B has received accolades for its work as well. If you haven’t heard, the Big “I” – our national affiliate in Pennsylvania and Delaware – recently bestowed diamond-level Excellence in Insurance Education awards on IA&B … for the sixth consecutive year.

Be sure to take advantage of this award-winning training and education. Learn more about IA&B’s education offerings on the following pages, and as the new year approaches, rely on your association to meet your professional training goals.

Best,

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

MEMBERS Greg Bennett

Bill Purdy

Sarah Brown, CIC, CRM, AFIS

Kent Reynolds, CIC

Kate Dawson, CPIA

Jason Rodriguez

Andrew Enders, Esq.

Donna Roper

Len Gieseler, LUTCF

Candace Shoupe, AAI, AIC

Bruce D. Kraft, AAI, CIC

Tara Silfies, CPCU

Shayne McIntosh, CIC

Bob Smyrl, CIC

Chris Miller, CIC

Michael Thomas

Famous & Spang Associates Aberdeen, MD Keller Brown Insurance Svcs Shrewsbury, PA 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

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

Michael Papa, CIC, MBA Diversified Insurance Industries, Inc. Hunt Valley, MD

NATIONAL DIRECTORS Richard M. Rankin Chair of the Board

Mike Ertel (PIA) The Jacobs Company, Inc. | Columbia, MD Mark Monroe (IIABA) Griffith Insurance, LLP | West Chester, PA Diana Hornung Hanby (IIABA) IOA National, Inc. | Wilmington, DE

2

NOVEMBER 2022

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.

QUESTION:

If an insured calls the agency to discuss a possible claim, is the agency obligated to report it to the insurance carrier?

ANSWER: While at times you may evaluate such a scenario and feel as though you’re doing an insured a favor by not notifying the carrier, the actuality is that not only should the carrier be notified, but more likely than not, the agency has an obligation to notify the applicable carrier.

WHAT OBLIGATION? An agency’s obligation to notify can be twofold, namely: Contractual: Most – if not all – agency agreements contain language whereby the agency is contractually obligated to notify (and/or to direct an insured to notify) the carrier as soon as is reasonably practicable in the event the agency receives constructive knowledge of a loss or possible loss. Failure to notify the carrier as contractually required could constitute a breach of the agency agreement. This could trigger any number of other provisions in the contract which address default by the agency and which could have an effect on indemnification rights, ownership of expiration rights, and/ or termination rights of the parties; Relationship: By virtue of the very nature of your relationship with carriers with whom you are appointed, being that you have

established an “agency/principal” relationship, the agency owes the carrier a fiduciary duty. Failing to notify the carrier of an actual or potential claim could constitute a breach of this fiduciary duty.

WHY WOULD THE CARRIER WANT OR REQUIRE NOTIFICATION? The primary reason and justification for providing the carrier with timely notice is to allow the carrier to conduct a comprehensive investigation of the facts and circumstances, in as timely a fashion as possible. The more time which passes between the actual circumstances giving rise to the claim and when an investigation by the carrier is able to be conducted, the more likely it is that evidence can grow stale or disappear and the less likely it is for possible witnesses (and/ or the insureds) to be able to provide accurate information and testimony.

In short, significant amounts of both physical and testimonial evidence can be lost with the passage of time, and/or become less credible as more time elapses, which courts have found to be prejudicial to the insured and the insured’s carrier.

LAST, BUT NOT LEAST: A POTENTIAL E&O CLAIM In addition to the above, the insured’s policy, whether auto, CGL, IABforME.com |

HO, etc., likely contains language whereby the carrier could attempt to deny coverage if an insured fails to provide “timely” or “prompt” notification of an occurrence, offense, claim, suit, accident, or loss. What may be dismissed by an insured as a non-claim today could potentially turn into a substantive claim at some point in the future. So in the event an insured contacts the agency, neither you nor the insured provides notice to the carrier, and a claim is thereafter filed and denied based on failure to provide timely notice, it will be best to have your E&O carrier’s phone number readily available. You can rest assured the insured will be naming the agency as a defendant in its upcoming lawsuit.

While at first it may appear as though you’re doing an insured a favor by not notifying the carrier of a real or possible claim, failing to do so could potentially result in adverse ramifications for all interested parties, not the least of which is the agency.

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.

3

“THAT THERE IS AN RV, CLARK”

By Kevin C. Amrhein, CIC, CBIA Your personal lines insured decides to purchase a recreational vehicle.

Rather than taking your advice and securing specific coverage, he assumes his homeowners’ policy is sufficient. Should the vehicle be damaged, break something, or hurt someone, is he correct? Or will this assumption prove unfortunate?

The answer is … it depends. (You knew I was going to say that. *cues sad trombone*)

RECREATIONAL VEHICLES AND THE ISO HOMEOWNERS’ POLICY RVs such as ATVs, golf carts, and go-karts (aka all the things that make life worth living) are addressed in the policy by the broadly defined term 4

“motor vehicle.” The congregation will now rise for the reading of language from the ISO form: “Motor vehicle” means: a. A land or amphibious vehicle that is self-propelled or capable of being self-propelled; or b. Any trailer or semitrailer which is being carried on, towed by or hitched for towing by a vehicle described in 11.a. above.

The form does not define the term “recreational.” Generally, this term is used to describe vehicles used for recreational (aka fun!) purposes mainly off public roads. In terms of the policy reaching coverage, this bolded principle is crucial.

NOVEMBER 2022

DAMAGE TO THE RV ITSELF Regarding Section I – Property, “Motor vehicles” appear in the list of Property Not Covered. Two exceptions allow a “motor vehicle” to be covered. The exceptions are for service purposes; many vehicles designed for recreational purposes would not trigger either exception: “Motor vehicles” not required to be registered for use on public roads or property which are: (a) Used solely to service a residence; or (b) Designed to assist the handicapped;

COVERAGE CORNER IF USE OF THE RV BREAKS SOMETHING OR HURTS SOMEONE

Regarding RVs, we’re not out of the woods yet….

Regarding Section II – Liability, the relevant wording is contained within a bulky exclusion for “motor vehicle liability.” Due to its length, the text of the exclusion does not appear in this article. Generally, the following items will assist in determining liability coverage (or lack thereof):

▲ Is the RV owned by an “insured”?

If the answer is yes, the location where it is being used is essential to determining coverage. The policy definition of “insured location” describes several locations, many (but not all) of which trigger an exception to the exclusion (thus making liability coverage available) should the accident occur there. If in use off of an “insured location,” the policy restricts coverage to only RVs which are a children’s toy vehicle or motorized golf cart. Toy vehicles and golf carts must meet specific characteristics described in the policy. Regarding golf carts, coverage is further restricted to specified locations.

▲ Is the RV registered or required to be registered for use on public roads or property? If the answer is yes, stop reading. Such a vehicle is not covered for liability, and no exception contained within the exclusion is applicable. ▲ Is the RV engaged in any of the specifically listed activities? If the answer is yes, stop reading. Such a vehicle is not covered for liability, and no exception contained within the exclusion is applicable.

In summary, the activities listed are related to racing, rental of the vehicle to others, using the vehicle to carry people or cargo for a charge, or using the vehicle for any “business” purpose (with exception for golf cart used on a golfing facility).

If you’ve managed to dodge the exclusion so far … don’t get excited.

▲ Is the RV owned by someone who is not an “insured”? If the answer is yes, an exception to the exclusion is triggered (thus making liability coverage available), and the insured’s use of the nonowned RV is not restricted to a specified location.

That’s all for now. Until the next round…cheers!

COVERAGE COURSE

|

Learn more about emerging personal lines coverage gaps, plus earn CE at this upcoming live webinar. Member price is only $75.

PERSONAL LINES CLIENTS & THEIR NEW NORMAL NOV 17 9AM - NOON

CE

PA: 3 GEN MD: 3 PC DE: 3 GEN

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

Kevin C Amrhein, CIC, CBIA is IA&B's education consultant. He works with our CISR and CIC programs, as well as our special topic seminars and live webinars.

Catch him at one of our upcoming professional training offerings: IABforME.com/education

SAVE TIME & MONEY on Recruiting | Hiring | Training WAHVE offers staffing solutions for insurance agencies. Find your next hire through WAHVE. Contact Bill Hunt at WAHVE today! Bill.Hunt@wahve.com • 646-807-4372 ext. 3757 *Mention your IA&B membership for a discount on set-up fees.

IABforME.com |

5

NEWS & NOTES

GET TO KNOW MILLERS MUTUAL INSURANCE Attention P&C Agents Writing in Pennsylvania, Maryland, and Delaware!

Are you looking for market access for single and multifamily housing investment properties, garden-style apartments, off-campus student housing, or row homes? Get to know Millers Mutual Insurance – a carrier available to you through IA&B’s Independent Market Solutions (IMS).

Get more information during this free webinar hosted by IA&B President & CEO Jason Ernest.

He will talk to Millers Mutual Insurance Agency and Brokerage Sales Relationship Leader Stuart Cohen, who will discuss programs, commission rates, and partnership details, plus answer your questions.

Wednesday, Nov. 16 11-11:45 AM (includes Q&A) Register: IABforME.com/ eventregistrations/?eventId=6332 800-998-9644, option 1

MARKET SHARE REPORTS Learn about state-specific P&C trends – and what they could mean for your business – in the newly released P&C Market Share Reports. IA&B member agencies and partner companies have access to Market Share Report summaries, as well as a recorded webinar analysis by Paul Buse that delves into premiums, loss ratios, penetration rates, lines of business rates, surplus lines, distribution styles, top carriers, and commission.

Lee Dotson, of Bellevue Insurance Services (DE), and Steve Burnett, of CBM Insurance Agency (DE)

(clockwise from top left): Missy Simpson, Nancy Short, Lynne Riches, Cindy Serrano, & Becky Husfelt, of Poland & Sullivan Insurance (DE)

Access to the summaries and webinar analysis are exclusive benefits for employees of IA&B member agencies and partner companies.

IABforME.com/memberresources/#marketplacesummaries Questions? Contact Claire Pantaloni ClaireP@IABforME.com 717-918-9202

Julia Wang, of Broadbent Insurance (DE), & Rebecca Giacometti, of Wolff Insurance Agency (DE)

WHAT IS IMS? Millers Mutual Insurance participates in Independent Market Solutions (IMS). IMS facilitates relationships between independent insurance agencies and carriers without the need for a direct appointment. IA&B members can access IMS at no charge, and there are no to low premium volume requirements.

To learn more about IMS, go to IABforME.online/IMS Questions? Contact Tim Wonder TimW@IABforME.com 717-918-9223 6

IA&B CRAB FEAST Thank you to all of our member agencies and company partners who came out for the return of Crab Feast. Following a two-year pandemic hiatus, the event returned with nearly 100 attendees gathering at Boondocks Restaurant in Smyrna, DE. Check out our event photos to the right.

Diana Hornung Hanby and Marie Ladely, of IOA National (DE)

>>>>

NOVEMBER 2022

Shiela Wells and Christina Sargent, of Williams Insurance Agency (DE)

Workers’ Compensation Expertise?  Check!

EMC is a leader in providing workers’ compensation insurance. And with more than 110 years of experience, you know you can count on us to take care 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 get back 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.

IA&B PARTNERS PROGRAM

OUR FEATURED PLATINUM PARTNER Insurance Agents & Brokers proudly recognizes Plymouth Rock Assurance as one of its Platinum Partners.

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

HELPING OUR AGENTS GROW With customized sales and marketing tools built for you, Plymouth Rock is committed to helping you achieve profitable growth in your business. You’ll have access to senior leadership, plus a dedicated team with regional expertise. And our competitive compensation plan will reward your success along the way.

A Leading Personal Lines Writer in the Northeast Plymouth Rock is committed to providing our agents and customers with superior service, innovative products, unique benefits and competitive pricing. As a leading personal lines writer in the Northeast, Plymouth Rock wants to be your preferred full package writer in Pennsylvania.

OPERATING TERRITORY

Pennsylvania, New Jersey, New York, Massachusetts, Connecticut and New Hampshire.

• Personal Auto – a variety of coverages and discounts, a simple quoting process, and a service team you can count on.

$1.7 Billion in written and managed premium A- (“Excellent”) rating by A.M. Best Company

• Home, Condo & Renters – quote in seconds and bind in minutes with our industry-leading @Home product, offering innovative coverages that today’s homeowners seek out.

HISTORY & MISSION

• Umbrella – simple cross-sell from an auto or home quote.

FINANCIAL STRENGTH

Since 1983, Plymouth Rock® has operated on a simple promise: our agents and customers can expect the assurance of good people.

For policyholders, that means always having someone to talk to — to help answer questions and get life back to normal. For agents, that means a partner committed to working alongside you and your staff so that we can grow together towards the same goals.

8

• Motorcycle – backed by 50 years of experience with our acquisition of Rider Insurance, our coverage is built for the riding community.

Ease of Doing Business Our investment in technology and digital innovation ensure fast and easy quoting for our agents.

NOVEMBER 2022

IABforME.com/Partners2020

Exceptional Service Our commitment to service is focused on doing business the way our policyholders prefer – directly with our agents, over the phone with a licensed service representative, online using our enhanced eService platform, and now, via text message with a live customer solutions team member able to handle policy questions in real-time.

Claims Made Easy Our reliable Claims service puts drivers back on the road quickly and without hassle. Offerings include: • Text Message Capability – policyholders can text with a Claims team member to make communication quick and easy.

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

PLATINUM PARTNERS Acuity Erie Insurance Millers Mutual Insurance

• Our Crashbusters® mobile claims service comes right to your customers to assess damage – and often writes a check on the spot.

Penn National Insurance

• With the CarPics® photo appraisal tool policyholders can send us photos of their vehicle right from their phone.

Plymouth Rock Assurance

Learn More For more information about Plymouth Rock or to inquire about appointment opportunities in Pennsylvania, send an email to MarketingServices@plymouthrock.com.

DISCLAIMER: Plymouth Rock® and Plymouth Rock Assurance® are brand names and service marks used by separate underwriting, managed insurance, and management companies that offer property and casualty insurance in multiple states pursuant to licensing arrangements. Each underwriting and managed insurance company is a separate legal entity that is financially responsible only for its own insurance products.

IABforME.com |

BECOME A PARTNER TODAY Interested in becoming a partner?

Reach out today.

Tim Wonder IA&B VP-Membership 717-918-9223 TimW@IABforME.com 9

Q&A with

CARRIE ANN BUSH Carrie Ann Bush, CIC is a personal lines underwriter with W.N. Tuscano Agency, a regional insurance wholesaler based in Greensburg, PA. She was the recipient of IA&B’s Certified Insurance Counselor (CIC) Designation Scholarship in 2020.

Q. You have a degree in psychology, so how did you find your way into the insurance industry?

A. After graduating college, I started working at a nearby daycare while I considered going back for my master’s. I realized that the daycare wasn’t going to be somewhere I could work for long because I had little room to grow and the pay was minimal. One day I was talking with my neighbor, Nadine Rosensteel – who is now my manager at W. N. Tuscano – and she mentioned that their policy service department was hiring. I decided to take the leap and apply.

I came in with absolutely no knowledge of insurance.

A requirement for new hires was to shadow each department, and that’s when I found my current home, our Personal Lines department. I started as an assistant and then a few years later made the transition to an underwriter. While I may not have the same job as most psychology degree graduates, I still work with people and solve problems on a daily basis.

Q. What’s your favorite part of your job, and why?

A. I have a lot of favorites, but if I had to pick one, it is the people I work with both internally and externally. W.N. Tuscano is an amazing employer, and we work with agents from all over the United States. Each day is different from the one before, and I get to build new relationships and grow the ones I already have.

10

Q. Congratulations on earning your CIC designation! What was the most valuable part of the program for you?

A. Taking courses on topics I don’t work with on daily basis was the most valuable to me. The first course I took was Personal Lines, and as a personal lines underwriter, I was familiar with a lot of the information. When I took the Commercial Lines course, I learned a lot of new information. For instance, I knew very little about coinsurance, but now I feel that I could tell you all about it. I really liked that this program allowed for me to step outside my comfort zone and expand my knowledge across all areas of insurance.

Q. The CIC program can be daunting! What advice would you give someone who’s just beginning the coursework?

A. Have a lot of determination and patience. These classes are a lot of information in a short amount of time.

I received my scholarship just prior to COVID, so I had to take them all online. If you are doing them online, you definitely need to be strict on studying as the test is not immediate. I actually was able to take all five courses and pass them all within about 6 months!

Q. What is the best professional advice you’ve received, and who gave it to you?

A. When I was graduating from the University of Pittsburgh at Greensburg, the former dean of student services, Rick Fogle, whom I worked with from the time I was a freshman, told me that life would throw you curveballs every step of the way and while it isn’t always easy, if you set your mind to it, then anything you want can be possible. This advice has stuck with me.

NOVEMBER 2022

ON THE COVER Work will throw you curveballs – whether it’s a disagreement with a co-worker or an agent, the shifting market, or even changing company guidelines. Insurance is an ever-changing and growing industry, so you must be prepared to think and learn in new ways.

I reflected on the second part of his advice when I applied for the IA&B CIC Designation Scholarship. I heard about it at an IA&B Futures Conference and wasn’t sure if I had a chance, but I thought about how anything is possible and went ahead and applied.

Are you looking for

MARKET ACCESS? Take a look at IMS • A broad mix of standard and niche markets • No initiation or monthly fees • Low to no volume commitments

Q. What keeps you busy outside of work?

• Standard commission rates

A. When I am not working, I’m usually reading something – anything from non-fiction to romance to Harry Potter.

I also spend as much time as I can with my family and friends. My favorite thing of all is cheering on the Pittsburgh Penguins. I’m known around the office as the “Hockey Guru.” In fact, my cat Flower is actually named after Marc-Andre Fleury, the former Penguins goalie.

• You will be the agency of record on all policies • 100% ownership of expirations

IABforME.online/IMS Contact Tim Wonder VP - Membership TimW@IABforME.com 717-918-9223

Q. Tell us about your hometown – Greensburg, PA! A. I was born and raised in South Greensburg – a small town with a family-like atmosphere. I actually grew up in the same house my dad did. The town is only 30-45 minutes from Pittsburgh, so there is always the chance to drive downtown and find something to do.

IN-PERSON CLASSES RETURN Check out the list of in-person courses and live webinars at IABforME.com.

Register Today.

800-998-9644, option 1 IABforME.com

Carrie Ann (second from left) with her sister and parents, cheering on the Pittsburgh Penguins IABforME.com |

11

Let’s Talk About the

CIC Designation Contributed by The National Alliance for Insurance Education & Research

The Certified Insurance Counselor (CIC) designation is the nationally recognized and highly respected insurance professional designation. It shows that you are one of the best educated insurance professionals serving your clients and the industry.

Earning a CIC benefits your career in many ways. Your knowledge and expertise about the industry, including changes and current risk management issues will be constantly up to date. The CIC designation is a sign of credibility and expertise that sets you apart from others in the industry. And the skills and knowledge that you gain from any of the CIC courses can be used immediately in your insurance practice to benefit your organization and your clients.

What are the requirements to earn the CIC? While there are no prerequisites to earn the CIC, the program is recommended for insurance professionals with at least two years of full-time insurance or risk management experience. To earn the CIC, participants must successfully complete five CIC courses and pass five exams within five calendar years. Participants also must score 70% or better on a two-hour, essay-style exam.

The CIC courses include Agency Management, Commercial Casualty, Commercial Multiline, Commercial Property, Personal Lines, Life & Health, and Insurance Company Operations.

The CIC designation must be updated every year to remain current.

12

What are examples of the insurance-specific material in the CIC courses?

CIC courses cover a variety of important insurance policies that are the cornerstone of insurance protection for families and businesses. Examples include businessowners package (BOP), commercial general liability (CGL), business auto policy (BAP), workers’ compensation, employer’s liability, builder’s risk, cyber insurance, commercial property, excess liability and umbrella, homeowners, personal auto policy (PAP), life and annuity policies, and various key endorsements and riders.

What else will you learn in CIC courses?

Additional CIC courses aimed at insurance companies or agency managers include Agency Management and Insurance Company Operations. Agency Management covers what it takes to operate an agency and includes key topics such as strategic planning, talent management, technology, client acquisition and retention, and ethics. The Insurance Company Operations course covers vital topics including strategic planning, product development, underwriting, meeting compliance standards and regulatory requirements, marketing, and policyholder services.

NOVEMBER 2022

CIC DESIGNATION Hear from a CIC Education Consultant IA&B Instructor and CIC Education Consultant Dan Lawyer offers advice for approaching the CIC coursework.

“In my humble opinion, the decision to pursue the CIC designation should focus on other people, not yourself. In other words, ask yourself, ‘How can I better serve my clients?’ or ‘How can I do my job to the best of my ability?’

The CIC curriculum will give you the knowledge and tools to attain that goal. Even if you stumble along the way, you will still be in a better position to help others.

If you earn some additional commissions or get a new promotion or some newfound respect from your peers along the way, then that’s just a little bonus for your efforts.”

Dan Lawyer, CIC, CPCU | Education Consultant

Are you ready to get started?

In partnership with The National Alliance, IA&B brings you educational programs like the CIC program. Visit IABforME.com/CIC to learn more and find courses, available in person and as live webinars.

For over five decades, The National Alliance for Insurance Education & Research has set the standard for quality, practical continuing education for insurance and risk management practitioners. For more information, go to SCIC.com.

If you are interested in learning more, contact the IA&B Education Team at 800-998-9644, option 1 or education@IABforME.com.

OR go to IABforME.com/CIC

Hear from CIC Designees Two IA&B members – each of whom received an IA&B insurance education scholarship for the CIC designation – share why they value the CIC program.

“Obtaining my CIC designation is a commitment I made to and for my clients. In an industry where things constantly change and evolve, growing in knowledge is vital. Being a part of the CIC program brings like-minded peers together to learn from each other and be better for clients.”

Kimberly Altland, CIC AAdvantage Insurance Group | York, PA “I’m not a big ‘letters behind your name’ type of guy, but I value my CIC designation because I made the most out of each class I attended….

By taking on each course with vigor, I walked away with some of the best insurance education out there. To me, the designation’s immense value isn’t in the letters ‘CIC’ – it’s in the knowledge, confidence, and relationships I gained throughout the process. It’s that knowledge and confidence that gives essence to a higher standard of service and professionalism in my work.”

Shayne McIntosh, CIC JPI Insurance Associates Inc. | Dillsburg, PA IABforME.com |

13

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

MARKETING

Think Marketing like an Entrepreneur Contributed

by

American

Insurance

November is presidentially-declared National Entrepreneurship Month – a time to acknowledge and celebrate the innovation and fresh perspective that an entrepreneurial spirit brings to business. At the AIMS Society, we encourage you to take time in November to unleash your inner entrepreneur and work “on” your business instead of “in” it. Objectively consider what is working, and what isn’t.

In a timeless article at SmallBizTrends.com, Jason Cohen encourages business owners “to not let firefighting on your personality get in the way of healthy revenue growth!” He also shares two dozen tips for working on your business. With an eye on marketing and sales, here are seven actionable tips that will drive business improvement:

1 2 3 4 5 6

Change your home page to be more specific in describing how you help your customers. General phrases and wishy-washy statements don’t excite people or win customers’ hearts.

Take one step to become more visible in communities related to your business. Online or offline, how can you be a part of other social networks?

Begin by following AIMS Society on Facebook, Instagram, and LinkedIn for more ideas!

Further differentiate yourself from competitors rather than just try to “kill” them. Explaining the niche you unquestionably own is a better path to sales than trying to win every deal on every point.

Do something to invest in your customers’ experience after the sale. We’re so caught up in getting new customers we sometimes forget how to keep them thrilled one year later.

Collect 10 pieces of empirical evidence about why your latest customers decided to give you money.

Use that to tune your website, ads, pitches, and marketing material to attract the next customers.

Find one “number” in your business you know the least about (i.e. conversion rates, sales rates, number IABforME.com |

Marketing

and

Sales

(AIMS)

Society

of people who visit the home page and nothing more). Then spend time trying to learn more.

7

Congratulate yourself and your employees on the good aspects of the business. We’re always battling problems instead of reveling in the good stuff; the good stuff is what makes business fun and is kind of the whole point.

Entrepreneurs take risks, attack uncertainty by trying new things, and stay curious about how to get a little better every day. It’s not easy, but it is rewarding. In the words of Thomas Edison, “Opportunity is missed by most people because it is dressed in overalls and looks like work.”

The American Insurance Marketing and Sales (AIMS) Society is the only group dedicated exclusively to marketing and sales education for the insurance industry. IA&B sponsors the AIMS Society Insurance Success Seminars and the Certified Professional Insurance Agent (CPIA) designation in Pennsylvania, Maryland, and Delaware.

HURRY! REGISTER FOR THE BEST SALES & MARKETING TRAINING Get energized and learn how to generate qualified leads that will translate into more sales and commission by attending the interactive Insurance Success Seminars, developed by AIMS Society.

Nov 15 – Position for Success (7 CE) Nov 16 – Implement for Success (7 CE) Nov 17 – Sustain Success (7-8 CE) Location: Mechanicsburg, PA Instructor: Jim Back Attend one, or attend all three to earn the Certified Professional Insurance Agent designation; no exam required.

For information or to register, Online: IABforME.com/sales-marketing-training-CPIA Call: 800-998-9644, option 1

15

Shopping Your

E&O?

As an IA&B Member, you could qualify for a program that provides better value and protection. Benefit from IA&B’s:

Harford Mutual Insurance Group is a Ward’s 50®

▲ Relationships with reputable carriers ▲ Industry leading claims service

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

▲ Highly trained, licensed professionals

2022 & 2021

Get Started Today

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

David Wertz, CPIA Insurance Placement Specialist 800-998-9644, ext. 506 DavidW@IABforME.com IABforME.online/insurance

Insuring Opportunity through Mutual Success.

HarfordMutual.com 800.638.3669

16

NOVEMBER 2022

PICS & POSTS

PICS & POSTS

IABforME.com |

Facebook.com/IABforME LinkedIn.com/company/IA_and_B

Twitter.com/IA_and_B YouTube.com

17

“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 …

Alane Fagan, Member of the IA&B Education Team

Years with IA&B: 13

Role at IA&B: Aside from supporting our members on a daily basis with their educational needs, I work closely with the best faculty and education consultants in the industry, facilitating their participation at CIC, CISR, CPIA, and licensing courses. I also coordinate our in-house training programs for member agencies – a resource that has been gaining in popularity, especially in the webinar format.

And last but not least, I’m lucky to work closely with our fantastic partner companies and solicit their support of our members and industry through sponsorship of our special events.

Best part of your job: Without a doubt, working with our members and partners. It may sound like a canned response, but it’s anything but that. Being a “people person” at heart, the rapport I’ve developed with so many members and partners is what makes my job fun. And oh yeah, I like my co-workers, too. We’re very fortunate to have a relaxed, productive, and fun workplace environment.

Favorite IA&B memory: I have lots of great memories. By far my favorite was watching our Education Consultant Jerry Milton chasing after a class participant as he drove away from a James K. Ruble Graduate Seminar in his red convertible. The attendee had signed the final afternoon roster and ducked out of class with 45 minutes remaining. But Jerry was on a smoke break outside, and when he saw the attendee drive by, he moved faster than I could imagine and yelled, “You leave now, you’re not getting CE!” The participant parked his car and returned to class looking very uncomfortable. I laugh every time I relive the moment.

What keeps you busy outside of work?

Spending time with family and friends; they’re the best. Also, I devote much of my time to Honor #25, a non-profit that I established in honor of my youngest son, Jonathan, who we lost in August 2019. It’s definitely a labor of love. You’ll also see me quite often walking my dog Hunter, the cutest little labradoodle on the planet. (If you follow IA&B on social media, you’ll have seen a few Hunter posts.) And this fall I hope to give furniture refinishing a shot.

I have pieces from my parents’ home that are in need of a facelift.

You can reach Alane at: 717-918-9198 AlaneF@IABforME.com IABforME.com |

19

LOOKING FOR COVERAGE THAT WON’T “LEAF” YOU HANGING?

TM

FROM THE FARM AND RANCH PROFESSIONALS AT

Bow, NH

877.552.2467 aimscentral.com

WELCOME NEW MEMBERS EPIC Insurance Brokers Lemoyne, PA Robert S. Maseychik Agency Scranton, PA Keystone Crop Insurance Services LLC Rouzerville, PA Kowalewski Jawork Insurance Agency Philadelphia, PA For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

PRIMARY AGENT Editor: Karen Robison KarenR@IABforME.com 800-998-9644, ext. 606 Contributing editors: Jennifer Ross Megan Fioretta Sarah Jacoby Sales Account Executive: Laura Gaenzle laura.gaenzle@theygsgroup.com 717-430-2351

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE NOVEMBER 2022 Register today! 800-998-9644, option 1 IABforME.com/education IN-PERSON CLASSES ARE BACK! DATE TOPIC Nov 8-9 CIC - Personal Lines Institute Nov 15 CPIA - Position for Success Seminar

Mechanicsburg, PA

Nov 16 Nov 16 Nov 17

Mechanicsburg, PA Mars, PA Mechanicsburg, PA

CPIA - Implement for Success Seminar CISR - Commercial Casualty I CPIA - Sustain Success Seminar

LIVE WEBINARS DATE TOPIC Nov 1 Personal Lines Coverage Concerns: Annoying But Important Nov 1 Nov 2 Nov 2 Nov 3 Nov 3 Nov 7 Nov 8-9 Nov 9 Nov 10 Nov 15 Nov 15 Nov 16 Nov 17 Nov 17 Nov 29Dec 1 Nov 29 Nov 29 Nov 30 Nov 30

LOCATION Hunt Valley, MD

TIME 9AM-12PM

Ethics: Essentials for the Insurance Producer CISR - Commercial Property Hour w/ Cathy: Additional Endorsements for Contractors Commercial Insurance Coverages, Court Cases & Chaos Certificates of Insurance & Coverage Issues Why Insurance to Value & Liability Limits are Always Wrong CIC - Personal Lines Institute CISR - Personal Auto Certificates and Additional Insureds William T Hold - Commercial Medicare and Other Retirement Healthcare Solutions Hour w/ Sam: Coverage Symbols in a Business Auto Policy Personal Lines Clients and Their New Normal Agent’s E&O: Defenses & Preventions Property & Casualty Licensing Study Course

1-4 PM 8AM-3:45PM 2-3 PM 1-4 PM 9AM-12PM 1-4 PM 8AM-5:15PM 8AM-3:45PM 9AM-12PM 8AM-4:00PM 1-4 PM 2-3 PM 9AM-12PM 1-4 PM 8AM-5:00PM

Planting the Seed: Agent Strategies for Agribusiness Insureds Commercial Property - Direct vs Indirect Damage CISR - Commercial Casualty II Hour w/ Dave: Fast Facts About Flood

9AM-12PM 1-4 PM 8AM-3:45PM 2-3 PM

IABforME.com |

21

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 ©2022 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.