Primary Agent - November 2023

NOVEMBER 2023

TRAINING & EDUCATION ISSUE

CATHERINE KRAMM ON THE VALUE OF INSURANCE DESIGNATIONS

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE CIC DESIGNATION INSIGHTS NEW DESIGNEE RECOGNITION

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NOVEMBER 2023

CONTENTS FEATURED 8

Q&A WITH CATHERINE KRAMM Hear from Catherine Kramm, CIC, CISR, CLCS, of The Coup Agency. She discusses her career path and the value she finds in insurance designation courses.

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> > > > > 14 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:

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 # 2023-11, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2023. All rights reserved. No material November 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.

RECOGNITION OF NEW DESIGNEES Congratulations to those who earned the CIC, CISR Elite, CISR, and CPIA designation over the past year.

CAREER-ADVANCING CIC DESIGNATION How could the Certified Insurance Counselor (CIC) designation benefit your career, your clients, and your agency? The National Alliance explains. Plus, IA&B Young Agent Award winners share what they get out of the designation.

MONTHLY 2 MESSAGE FROM THE IA&B CHAIR 3 DON’S DISCUSSION 4 COVERAGE CORNER 6 NEWS & NOTES 19 STAFF PROFILE 20 PICS & POSTS 21 UPCOMING EDUCATION IABforME.com |

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MESSAGE FROM THE IA&B CHAIR

CELEBRATING IA&B EDUCATION

INSURANCE AGENTS & BROKERS 650 Wilson Lane, Suite 200 Mechanicsburg, PA 17055

Education is one of the most common reasons why agents join or renew their IA&B membership. It’s one of the places where IA&B shines. In 2022, IA&B provided 262 courses to 7,562 participants, and helped over 150 insurance professionals earn designations.

IA&B BOARD OF DIRECTORS

All of this activity hasn’t gone unnoticed. The Big “I” recently awarded IA&B with two Diamond-level 2023 Excellence in Insurance Education Awards, marking the seventh consecutive year the organization earned the top-tier awards.

I could proudly sign off this message based on these points alone, but there’s more. A constant discussion in the boardroom is ‘How do we deliver value to our members?’ That question led to a five-year strategic plan, prominently featuring education. Our strategic goals include expanding educational offerings to include new P&C, L&H, skills, and management courses, as well as an insurance school with training programs that prepare professionals for agencies to hire. Plus, IA&B will hire a recruiter to help attract diverse new talent into the industry.

There are countless ways my agency has benefited from IA&B, but on the topic of education, recently a new hire attended the in-person licensing study course and successfully passed the state exam and a commercial agent earned her CIC designation. I’m sure you have similar stories of how IA&B’s educational efforts impact your agency, and I’d love to see you share them on social media tagging IA&B. Kudos to anyone who undertook an educational opportunity to improve themselves, to better serve their clients and community.

I’m proud that IA&B is the engine that makes it all possible.

Until next time,

191 Main Street, Annapolis, MD 21401 800-998-9644 | IABforME.com

OFFICERS Sarah Brown, CIC, CRM, AFIS - Chair Keller Brown Insurance Services | Shrewsbury, PA Andrew Enders, Esq. - Vice Chair Enders | Harrisburg, PA

MEMBERS Lisa Parry Becker, CPIA

Bill Purdy

Greg Bennett

Kent Reynolds, CIC

Kate Dawson, CPIA

David Rivell, CIC, CRM

Len Gieseler, LUTCF

Jason Rodriguez

Bruce D. Kraft, AAI, CIC

Donna Roper

Debra McAfee

Candace Shoupe, AAI, AIC

Shayne McIntosh, CIC

Bob Smyrl, CIC

JPI Insurance Associates Dillsburg, PA

Robert L. Smyrl, Inc. Hatfield, PA

Chris Miller, CIC

Michael Thomas

Parry Insurance Langhorne, PA

Famous & Spang Associates Aberdeen, MD Ferri Dawson Insurance Murrysville, PA Evans Hauseman & Richard, Inc. Pottstown, PA Arbor Insurance Group Allentown, PA

McAfee Insurance Agency, LLC Wilmington, DE

Miller Insurance Protection Team Jonestown, PA

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

Lighthouse Insurance Svcs Gambrills, MD

Michael Papa, CIC, MBA

Sarah Brown, CIC, CRM, AFIS Chair of the Board

Diversified Insurance Industries, Inc. Hunt Valley, MD

NATIONAL DIRECTORS Mike Ertel (PIA) AP Benefit Advisors, LLC dba The Jacobs Company | Columbia, MD Mark Monroe (IIABA) Griffith Insurance, LLP | West Chester, PA

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NOVEMBER 2023

Diana Hornung (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.

occasion, lenders demand that I include the phrase “Replacement cost” in the “Remarks” QUESTION: On section of the ACORD 27. Do the ACORD 27 form instructions provide any guidance?

ANSWER: Great question. As you’re well aware, agents are often asked to include extraneous information on the Evidence of Property Insurance form. It’s generally recommended the information an agent adds in the “Remarks” box be limited as per the ACORD 27 instructions guide.

The current ACORD 27 Instructions for the “REMARKS (Including Special Conditions)” box provide as follows: Enter text: The additional comments or special conditions that may exist upon the policy. ACORD 101, Additional Remarks Schedule, may be attached if more space is required.

As long as the information you include, or are being asked to include, in the “Remarks” box isn’t illegal (meaning that it’s not a violation of an insurance or other law, regulation, etc.), and the information you include is not a misrepresentation of any policy terms or conditions, inclusion of such information is not expressly prohibited.

To assist in limiting the agency’s exposure – and as an added precaution if it becomes necessary to include information in the “Remarks” section – it may be prudent to add a statement thereafter that the information you included is “to the extent provided in the attached/ enclosed policy forms,” and then provide copies of the applicable policy forms/endorsements. Given policy language may differ from carrier to carrier, and possible issues associated with co-insurance penalties, etc., simply typing a generic phrase such as “Replacement cost” on the form – with nothing more – could be ambiguous in context and subject to interpretation.

As a rule of thumb, if the information/coverage references you intend or are requested to add to the “Remarks” section fall outside the four corners of the IABforME.com |

policy and/or applicable endorsements, you should refrain from including such language.

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

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FOREVER CHEMICALS – PFAS & INSURANCE

By Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP What do pizza boxes, firefighting foam and nail polish have in common?

All may contain perfluoroalkyl and polyfluoroalkyl substances (PFAS), commonly referred to as “forever chemicals.” Thousands of compounds fit into this broad category, and while PFAS have been around since the 1940s, it wasn’t until 1999 that the first lawsuit involving them was filed.

A farmer in West Virginia sued DuPont for contaminating water that affected his cattle. Litigation has expanded since, and there has been increased regulatory activity against those businesses with PFAS exposures. The costs of these claims, and the costs to defend them, can be staggering.

3M recently settled claims involving 4

drinking water contaminated with PFAS for $10.3 billion.

PFAS are manmade chemicals that contain fluorine and carbon atoms and which are used in a variety of products, making them resistant to oil, heat, stains, or water. PFAS don’t degrade naturally over time and move readily through the environment, hence the term “forever chemicals.”

PFAS can be found in drinking water, soil, the food supply, and the bloodstream of humans. The effect of PFAS on the body is still being researched, but studies have shown that these chemicals can cause harm in various ways.

NOVEMBER 2023

Most commercial insureds, when faced with a liability claim turn to their Commercial General Liability Policy (CGL). Will the CGL respond?

Unfortunately, the answer is – it depends. There are two primary exposures for most insureds – the PFAS could be released from the insured’s premises or the PFAS could be in the insured’s products.

The CGL and its predecessor, the Comprehensive General Liability Policy, include pollution exclusions.

The exclusion added in 1973 excluded pollution unless the release was sudden and accidental.

A broader pollution exclusion, often referred to as an absolute

COVERAGE CORNER pollution exclusion, was added in 1986, and coverage for sudden and accidental releases was removed.

Under both the CGL and the Comprehensive General Liability Policy, though, coverage remained for most products liability claims.

These general points apply, though, to unendorsed policies. It is not uncommon for insurers to add Total Pollution exclusions which remove coverage for all pollution exposures, including products liability.

Another question to consider is whether PFAS are the types of substances to which a pollution exclusion should apply. The definition of pollutants in most CGL policies is broad, but courts in some states have ruled that pollution exclusions apply only to traditional environmental pollution such as hazardous waste or industrial pollution. In other states, the exclusion might apply to many other types of hazardous substances.

Keep in mind, too, that claims involving pollutants often trigger multiple policies. Claims could involve decades of policies, each with differing language concerning pollutants. For an insured who has been manufacturing products with PFAS since the 1950s, having information on older liability policies could make a tremendous difference when a lawsuit is filed. It is more likely that older policies won’t have the same exclusions seen in more current ones.

In 2023, Insurance Services Office (ISO) introduced a number of endorsements to specifically exclude coverage for losses involving PFAS. Examples include Exclusion – Perfluoroalkyl and Polyfluoroalkyl Substances (PFAS) CG 40 32 for the CGL policy and

a similar exclusion, Exclusion – Perfluoroalkyl and Polyfluoroalkyl Substances (PFAS) CU 34 54, for use on a Commercial Umbrella. The endorsements remove bodily injury, property damage and personal and advertising injury liability coverage for any losses involving PFAs. Also excluded is any loss, cost, or expense arising out of abating, testing for, monitoring, cleaning up, removing, containing, treating, detoxifying, neutralizing, remediating, disposing of, or responding to or assessing the effects of PFAS. The endorsements contain a detailed definition of “perfluoroalkyl or polyfluoroalkyl substances” which includes goods or products that contain PFAS. The definition is broad enough to exclude not just named substances, but those with a similar composition. Addition of this exclusion will be problematic for insureds with PFAS on site or whose products contain PFAS. If the CGL policy doesn’t provide coverage, what other policies might be triggered in a claim involving PFAS? Pollution liability policies and standalone products liability policies may be of help to some insureds. Terms vary widely, though, so language must be carefully reviewed. And while a Directors and Officers Liability Policy doesn’t respond directly to bodily injury and property damage claims, these policies could come into play if claims are made against company executives for their management decisions involving PFAS. Now is the time to begin talking to insureds about their exposures in this area and what, if any, coverage may be available. The problem of “forever chemicals” is not going away anytime soon. Til next time!

IABforME.com |

Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP 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

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NEWS & NOTES

IN MEMORIAM

EXCELLENCE IN INSURANCE EDUCATION IA&B received two Diamond-level 2023 Excellence in Insurance Education Awards at the Big “I” Education Convocation, held in September. This marks the seventh consecutive year IA&B has been recognized with EIE Awards for its significant contributions to insurance education.

Larry Hollada, CPCU, CIC, CPIA – a dedicated leader and long-time educator within the independent insurance agent community – passed away on Sept. 6, 2023.

Larry served on the PIA of Pennsylvania, Maryland, and Delaware (a precursor to IA&B) Board of Directors for many years, including a 1989-90 term as president. He also served as a director of the National Association of Professional Insurance Agents. Larry was twice named Insurance Agent of the Year.

In later years Larry focused on insurance education, instructing study courses for the Maryland and Delaware licensing exams and becoming a faculty member for the CIC, CISR, and CPIA designation programs.

Larry is survived by his wife of 57 years – Rita Hollada, CPCU, CIC, AAI, CPIW, CPIA, with whom he operated The Insurance Professionals Inc., an insurance education and consulting firm.

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IA&B Education Senior Director Jessica McWilliams and IA&B President & CEO Jason Ernest, Esq. accepted the award during the Big “I” Fall Leadership Conference.

SCHOLARSHIP RECIPIENTS

R.C. Chase Insurance, Erie, PA

This fall IA&B awarded over $6,800 in insurance education scholarships to member agencies, as well as three deserving individuals:

P&C Licensing Study Course Scholarship

Agency Scholarships for CE Webinars Rossbacher Insurance Service, Corry, PA The Insurance Market, Laurel, DE Agency Scholarships for CISR Courses Zinn Insurance LLC, Lebanon, PA Hoaster, Gebhard & Co., Lebanon, PA Gerhart, Hartman & Ritner, Boyertown, PA Williams Insurance Agency Inc., Rehoboth Beach, DE Blue Marsh Insurance, Fleetwood, PA Agency Scholarships for CIC Courses Liberty Insurance Agency, Pittsburgh, PA The Insurance Market, Laurel, DE Stubbs Insurance Associates Inc., Wernersville, PA Ferullo Insurance Agencies LLC, West Chester, PA NOVEMBER 2023

Chambers Insurance Agency Inc., Washington, PA

Maureen Flanagan, Chester Springs, PA Full CISR Designation Scholarship Tina Boyd, HomeSale Insurance Services LLC, Lancaster, PA Full CIC Designation Scholarship Michael Barrow, CBM Insurance Agency LLC, New Castle, DE IA&B introduced the insurance education scholarship program in late 2018 to support the future of the independent agency system. The scholarship program aims to develop new talent and support existing agency staff through insurance education.

Each year, IA&B awards approximately $10,000 in scholarships to individuals and member agencies. The next round of scholarships, which will be awarded to member agencies, will be announced in spring 2024. Scholarships for licensing study courses are available anytime. Visit IABforME.online/ scholarships for applications.

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Q&A with

CATHERINE KRAMM Catherine Kramm, CIC, CISR, CLCS is a producer with The Coup Agency, a full-service insurance and real estate firm with offices in Lewisburg and Milton, PA. Q. How did you get your start in insurance?

A. Insurance was never the plan. When I moved to Lewisburg in 2009, I really didn’t know what I wanted to do. My husband had been insured with The Coup Agency, which is how he found out they were hiring a Customer Service Representative. The office actually hired someone else who already had earned her P&C license, but she decided insurance was not for her. It was a few months later that Jeff Coup called me to say what had happened and asked if I would like to come in for another interview.

He offered me the position, and I quickly accepted. I really liked the idea of being part of a family business that had been serving the community since 1926.

As soon as I earned my P&C license, I was encouraged to start working on my CISR designation. Within my first year of employment, I earned my CISR and began working on my CIC designation. After a year of working as a Customer Service Representative, I was promoted to a personal lines producer, and the following November I added commercial producer to my title.

After a couple more years, Jeff Coup shared his plan for retirement and asked if I would be interested in joining a few others to purchase the agency. This was an opportunity I never saw coming, but I was very excited to play a bigger part of the Coup Agency legacy. Over the next few years, I began to take on more roles within the office, and with Jeff Coup retiring in 2022, I am now the office principal. I’m excited to move forward in this new role and keep the Coup Agency legacy thriving.

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Q. What does your typical workday look like?

A. A typical day starts with checking my emails and voicemails and seeing what reminders I have set for that day. I like to spend the mornings getting office work done and the afternoons meeting with clients and working on new business. It’s a tough market right now, so we are spending a lot of time remarketing our renewals. Luckly we are an independent agency with several carriers to make sure we always have the best option for our clients.

Q. What’s the best part of your job?

A. The best part of my job is working with new people. I love to meet new clients and find out who they are and what is important to them. There is no cookie cutter policy that is right for everyone, so I like to take the time to figure out what is most important to each insured. No two days are the same, and that’s what keeps me coming back.

Everyone hopes they never have to use their insurance, but when they do, I want to make sure they are covered.

Clients call us when the worst happens, and when we can make sure they are covered and can be made whole, that is what matters most.

Q. You – as well as the rest of The Coup Agency team – obviously value professional development and designation programs. Tell us what drives your commitment to education.

A. As soon as I was hired, Jeff Coup encouraged me to pursue my CISR certification. After my first class, I completely understood why these programs were so important. Each class was hyper focused on an individual topic, so I was able to better understand all of the different areas of insurance. Every class I went to taught me something that I was able to bring back to the office and use to help Coup Agency clients.

NOVEMBER 2023

ON THE COVER I encourage all of our new hires as soon as they have their P&C license to start working on the CISR program. Yes, there are free classes that we can send our employees to that earn them their continuing education, but they learn so much more that will help the agency grow in the long run if they are working toward as designation. Every single employee at the Coup Agency has earned at least one designation or is working towards their first. The amount of knowledge you get from these classes is invaluable.

We want our employees to be as well rounded as possible with their insurance knowledge. The courses available through the different designation programs are our key to successful employees.

Q. The CIC designation, in particular, can be daunting.

What advice would you give someone who is just beginning the coursework?

A. The CIC program was intimidating. When I was taking the classes, they were 2 ¹/² days with an essay test the following morning. What I recommend is that you ask questions and take the class seriously. If you pay attention and study, you will pass each class. There is a lot of material, but each instructor tells you what to focus on. They give so many examples that helped me to fully understand what was being discussed. The CIC program forced me to take the time and truly focus on each of the coverage topics separately to make sure I fully grasped the subject. The CIC program will make you a better agent for your clients.

Q. You’ve taken IA&B education courses with some of our most beloved instructors over the years. Is any faculty member, course, or anecdote particularly memorable?

A. I had the privilege of taking several courses with Jerry Milton. He always had the best stories and examples that kept insurance entertaining and educational. He was one of those instructors who could talk about anything and make you want to hear more about that subject through his stories. Jerry was my favorite instructor by far.

Another memorable moment was during my pre-licensing course with IA&B. I will never forget the example our instructor gave to help us understand the difference between an HO3 and an HO5. She told us a story about a deer jumping into a home through a bay window and tearing up everything. We were told if we had sold our client an HO3 then there would be no coverage for contents because Deer was not a specifically listed peril.

But if we sold them an HO5, then there was coverage for

IABforME.com |

the entire loss. I still use this example today to explain the difference in coverage to my clients.

Q. We understand that you live in Lewisburg, PA. Tell us about the town!

A. Lewisburg is a great town to live in. Our Downtown Historic District is lined with signature three globe green lampposts, and Market Street is filled with so many restaurants and shops that there is always something to see and do. There are events year-round, such as the Heart of Lewisburg Ice Festival and the Lewisburg Arts Festival. In addition to everything the town has to offer, it is centrally located, so it’s quick and easy to get just about anywhere in Pennsylvania.

Q. When you’re not working, how do you spend your time?

A. When I’m not working, you can find me with my family.

My husband and I have been married for 13 years and have two children. Our daughter Reagan is 11, and son Breckin is 9. Right now our kids have us rather busy running from football practice to dance class. I feel a little like an Uber driver these days shuttling from one practice to another, but I love watching them grow as individuals and support their teams.

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

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RECOGNITION OF NEW DESIGNEES IA&B recognizes the following employees of member agencies who earned designations between July 2022 and July 2023.

Their commitment to professional training is commendable, and IA&B faculty, leadership, and staff are proud of their accomplishments. To learn more about the designation programs offered through IA&B, visit IABforME.com/education.

Jody Klinger

Katie Sheaffer

Zackary Knoll

Michele Shimp

Kandi Koltz

Megan Shumaker

Corbin Kurtz

Jacob Stiles

Sophia Kyriakodis

Prem Sunder

Univest

Blue Marsh Insurance

Knoll Insurance Agency Inc

Blue Marsh Insurance

The Hess Agency

Pennsylvania CIC Designees Lori Adams

Erie Insurance

Kyle Amy

Rossbacher Insurance Service

Joseph Baranowski Enders

Daniel Bos

Glatfelter Insurance Group

Rebecca Britt

Sprowls Insurance Group

Rebecca Burek

Liberty Insurance Agency

Michael Burkhardt

Historic Square Agency

Renee Carnuche Erie Insurance

Alexis Caromano

Sprowls Insurance Group

Jen Checque

Erie Insurance

Jennifer Eisenhuth The Safegard Group

Chad Ellis

Rossbacher Insurance Service

Christopher Esh Univest

Michael Fish

Lechner & Stauffer

Megan Galderisi

Sprowls Insurance Group

James Honochick YMI Insurance

Gabrielle Hritsko

Marthinsen & Salvitti Insurance Group

Caitlyn Hurley

Whitford Insurance Network 10

Ruhl Insurance

Hamilton Insurance Agency

Harry L Bubb Associates Inc

Miller’s Insurance Agency

Emmanuel Insurance

Charles Thomas

Marcia Lambert

GMG Insurance

Reinhardts Agency Inc

Derek McCaffrey

Katie Vang

Erie Insurance

Unruh Insurance

Candice McGowan

Lisa Vella

McGowan Insurance Agency

Erie Insurance

Timothy McMahon

Rachel White

TGIF Solutions, Inc

Murray Insurance Associates, Inc

Kala Mesko

Donald Williams

Gallina and Sons

Wagner Giblin Insurance

Christopher Messer

Maryland CIC Designees

Spotts Insurance Group

Nathan Binns

Jennifer Mill

Associated Insurance Management

Brown & Brown Lehigh Valley

Jamie Jupiter

Abby Noon

Shannon and Luchs Insurance Agency

Erie Insurance

Emily Miller

Linda Nowak

Barnes-Bollinger Insurance Services

Christi Insurance

Lindsey Petrillo

Sarah Picciano

Eric W Snyder Insurance Agency

Erie Insurance

Barbara Reinhardt

Edward Powell

Bartlett Griffin & Vermilye

Exchange Underwriters

Aaron Smith

Emily Reiter

CBIZ Insurance Services, Inc

Brown & Brown Lehigh Valley

Sarah Sutton

Tyler Reitz

Fleetwood Insurance Group

Bowman’s Insurance Group

Delaware CIC Designees

Kyle Rodney

Erie Insurance

Diana Hornung

Charles Seislove

Insurance Office of America (IOA)

Lechner & Stauffer

Jamye Shah

Matthew Mayer

Keller-Brown Insurance Services

L&W Insurance

Jonathan Yasik

Poland & Sullivan Insurance NOVEMBER 2023

Pennsylvania CISR Elite Designees Heather Bailey

Good’s Insurance Agency

Jessica Betz

Wilkinson Dunn Company

Kerry Conner

Benton Insurance Center Inc

Cynthia Hoefling

Pennsylvania Insurance Alliance

Calleen Ramp

Reinhardts Agency Inc

Joella Ray

The Loomis Company

Karen Shirey

Church Insurance Specialists, Inc

Lana Spiker

Insurance Centers, Inc

Melissa Wasson

Wasson Insurance Agency Inc

Laura Williams

Blue Marsh Insurance

Hannah Wilson

Walton-Ebert Agency

Laura Zody

Reilly Insurance LLC

Maryland CISR Elite Designees Jessica Creasey

Lindquist Insurance

Tara Scully Blue Ridge Risk Partners

Bailey Chishko

Cecelia LaPlaca

Danielle Weaver

Lindsay Colon

Charlotte La-Rose

Michele Weierbach

Bryce Cronk

Tara Malta

Alena Weldon

Kevin Crumbling

Jodi Martin

Laurie Williams

Alina Damian

Chad Moore

Denise Yuppa

Sharon Deputy

Michael Moskos

Kocman Insurance Group

Maryland CISR Designees

Lauren Diehl

Hannah Niemczyk

Jennifer Bowman

McConkey Insurance & Benefits

Yoder-Hershberger Insurance

St. Marys Insurance Agency, Inc & Affiliates

Ricky Dillon

Hilary Peddigree

Sandra Cosner

Walton-Ebert Agency

ACNB Insurance Services

Cheryl Anderson

Sandra Dock

Christina Ditty

HMK Insurance / Alera Group

Murray Insurance Associates, Inc

Leanne Plante

Bernard C Morrissey Insurance Inc

Lindquist Insurance

Tina Bailey

Rachel Entzminger

Adji Lakhoune

Gannon Associates Insurance Agency

Charis Insurance Group

Erin Rankel

Consolidated National Insurers, Inc

Willis Towers Watson Southeast, Inc

Benjamin Bastian

Alejandra Erazo

Karly Leizear

Cross Keys Insurance Inc

Christian-Baker Company

Jeremiah Reichert

Walton-Ebert Agency

Lindquist Insurance

Erin Battaglia

Jennifer Ericsson

Tammy Liller

Hoak Insurance Services

Remaley Insurance Inc

Evan Reilly

EHD Insurance

ACNB Insurance Services

Sarah Baxter

Sarah Ferri

Aimee Reinhart

Jina Malone

RWR Group, Inc

Ferri Dawson Insurance Group

Murray Insurance Associates, Inc

The Jacobs Company

Jennifer Beardsley

Angelina Frazzini

Cassandra Rock

Cosmina Ostroveanu

Rossbacher Insurance Service

Blue Marsh Insurance

RWR Group, Inc

Associated Insurance Management

Rebecca Beatty

Heather Fuller

Kristi Ross

Amy Phillips

The Yurconic Agency

Connie Phillips Insurance

Divina Stefania Ruiz Cue Martinez

Vicki Thomas

Gunn Mowery LLC

Maury, Donnelly & Parr, Inc

Deborah Santiago

Danielle Webber

Lechner & Stauffer

Blue Ridge Risk Partners

Laura Schultz

Hannah Young

Frost & Conn Inc

Mann & Gray Insurance Associates

Vanessa Segarra

Delaware CISR Designees

Liberty Insurance Agency The Loomis Company Cronk Insurance, Inc

Pennsylvania CISR Designees Jessica Betz

Wilkinson Dunn Company

Kocman Insurance Group

Doris Adams-Chayka

EHD Insurance

Dayna Altomonte

Gallen Insurance

Murray Insurance Associates, Inc Strickler Agency, Inc

Lisa Ammerman

Douple Agency, Inc

Neeru Bhatia

Brown & Brown Lehigh Valley

Kalene Birdsall

Arbor Insurance Group Inc

Joyce Bissell

Gilbert’s Risk Solutions

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Lechner & Stauffer

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Syeesha Burton Univest

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Laurel Highlands Insurance Group LLC.

Joshua Carpenter

Gannon Associates Insurance Agency

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LaPlaca Insurance Inc The Peterman Group Rossbacher Insurance Service Murray Insurance Associates, Inc Armstrong Insurance Agency

RWR Group, Inc Harding Yost Insurance Associates

F. Frederick Breuninger & Son Insurance, Inc

Kirsten Gabler

St. Marys Insurance Agency, Inc & Affiliates

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Misty Hook

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Brown & Brown Lehigh Valley

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Gilbert’s Risk Solutions

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Insurance Centers, Inc

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Barr Insurance

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McConkey Insurance & Benefits

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Brown & Brown Lehigh Valley

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Career-Advancing

CIC Designation

By The National Alliance for Insurance Education & Research With vast opportunities for growth and innovation, the risk and insurance industry has become incredibly competitive. Both newbies and long-time risk and insurance professionals know that standing out among peers is critical for career advancement and success. Good professionals diligently meet the minimum requirements needed to keep their license in good standing.

Superstar professionals do this and prioritize earning the Certified Insurance Counselor (CIC) designation.

Why Earn the CIC?

Practical, real-world insurance education While many insurance education programs offer theoretical applications of insurance policies, the CIC designation applies technical expertise to actual case studies and relevant events. All courses within the CIC designation program are taught by active insurance practitioners, include policies and forms currently used in the field, and guide you through real-world scenarios to give you a deep understanding of what clients face today.

Complex exposure and coverage solutions

There are numerous benefits that come with obtaining the prestigious CIC designation, including potential salary increases, career advancement opportunities, and increased job satisfaction. One of the biggest draws for risk and insurance professionals is how the CIC designation instills confidence in discussions of coverage and exposures. Here are some of the most prominent benefits.

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Client Benefits

CICs are recognized in the industry for their thorough understanding of complex exposures and appropriate coverages. A CIC designation enables risk and insurance professionals to better serve clients and manage risks with exceptional skill. It also demonstrates to clients a desire to further your insurance education, providing a sense of confidence in your presentations.

NOVEMBER 2023

CIC DESIGNATION

Agency/Company Benefits Client protection and retention

does this build camaraderie and facilitate peer-to-peer problem solving, it also allows management to address other challenges.

Having an in-house CIC demonstrates an organization’s commitment to client protection and retention. It also shows dedication to providing the highest level of service.

CICs know how to acquire and retain new clients. They can meet client expectations by embodying your agency’s vision and mission statements and by shaping your agency’s brand. The CIC designation shows insurance professionals how to market for success and maintain long-lasting client relationships.

Professional Benefits

Reduce errors and omissions

Through the CIC Select Program, designation holders receive exclusive access and special consideration with A-rated insurers, giving you an edge over your competition.

The insight gained from National Alliance CIC courses helps professionals minimize errors and omissions, protecting both clients and the company. Not only do CIC designation courses educate participants on coverage and exposures, they also discuss various E&O situations and how to mitigate E&O claims.

Agencies with designated CICs, CISRs, and CRMs can also earn up to 10% off their agent’s Errors and Omissions premium through UTICA’s E&O Loss Control Credit Program.

If 60% or more of the agency staff earn the CIC, CISR, or CRM designation, the agency is eligible for a 5% credit.

Agencies may also earn another 5% credit for attending approved E&O such as the CIC Agency Management course, CISR Agency Operations course, the recently approved CRM Principles of Risk Management course, and the CPRM Practical Application of Personal Risk Management course.

Salary advantages Because it’s a highly respected industry designation, CIC designees are provided many opportunities to continually grow their book of business.

Exclusive access to A-Rated Insurers

High-quality continuing education (CE) credits Enrolling in CIC courses through The National Alliance CIC Program offers high-level, market-focused updates and CE credits, ensuring that you remain current in the everevolving risk and insurance landscape.

Customizable designation The CIC insurance designation program allows you to tailor your learning to specific interests through expanded curricula. Candidates in the process of earning the CIC designation can elect to include Certified Risk Manager (CRM) and Certified Personal Risk Manager (CPRM) courses as well.

Continued on page 17

Technical knowledge and expertise Known for their rigorous attention to detail, depth of technical knowledge, and trusted expertise, CICs can be relied upon to answer challenging property and casualty questions and navigate complex issues. Having a CIC insurance designation assures clients that the latest coverage solutions are applied to both personal and commercial lines insurance programs.

Agency staff support CICs are an invaluable resource to staff and are more often relied upon to help educate and assist peers who may be less experienced or do not have a designation. Not only IABforME.com |

CIC Courses IA&B offers CIC courses in person and as live webinars. Learn more about the CIC Program, including the topics covered in each course and the designation update requirements, plus find a schedule of upcoming courses by visiting the IA&B website.

IABforME.com/CIC

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Hear from CIC Designees

Continued from page 15

How to Earn the CIC To earn the designation, you must successfully complete five courses and pass five exams within five calendar years. To pass the two-hour essay-style exam, participants must score 70% or better. Certified Insurance Counselor courses are conducted throughout the year, in-person and online, and are administered by The National Alliance for Insurance Education & Research and 38 state association partners.

Conclusion Established in 1969, the CIC designation was initially developed to help agents better understand Texas policies and increase professionalism through education.

Today, the program has grown to benefit insurance professionals nationwide. Earning the CIC designation is a smart investment in your career, with numerous benefits for clients, agencies, and the professionals themselves. The insurance industry is extremely competitive, and a CIC designation distinguishes those with insurance jobs from those who have made insurance their career and professional focus.

Take the next step toward advancing your career by enrolling in CIC classes today!

This article was provided by The National Alliance for Insurance Education and Research. IA&B offers the popular education programs developed by The National Alliance, including the CIC Program, James K. Ruble Graduate Seminars, the Certified Insurance Service (CISR) Program, and William T. Hold Seminars.

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

IABforME.com |

We asked the 2023 IA&B Young Agent Award winners – each of whom holds the CIC designation – “What is the biggest benefit of your CIC designation?” Here’s what they had to say: “The biggest benefit to holding the CIC designation is having the ability to take Ruble Seminars [specialty courses that satisfy the CIC designation update requirement]. In our industry, coverages are everchanging and developing. Ruble Seminars consistently provide information on the newest trends so we can always stay at the forefront of the business.”

- Kristen McArdle, CIC McArdle Insurance Agency, Inc. Columbia, MD

“The CIC is considered a standard of excellence in our field. Having the designation sets you apart by showing you are willing to go above and beyond just normal continuing education. It shows commitment to furthering your insurance career, as well as commitment to the insurance industry and your clients/customers. It not only adds value to you, but to the agency or company that you work for as well.”

- Maria Metcalfe, CIC, CISR Elite Bellevue Insurance Services, LLC Wilmington, DE

“Earning my CIC gave me confidence and an edge over my competition.

Taking those courses, diving into court cases, understanding how to interpret coverage, and learning what endorsements exist was a gamechanger. When we invest in ourselves, it benefits not only our insureds, but our agencies and our whole insurance industry.”

- Kyle Rheiner, CIC Arthur Hall Insurance West Chester, PA

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Commercial | Personal | Farm | Agribusiness | Specialty

STAFF PROFILE

Get to Know …

Katie Capobianco Territory Manager

IA&B start date: January 2023

Role at IA&B: As the Territory Manager for Maryland and Delaware, I assist independent agents with their professional liability needs – E&O, Cyber, EPLI, Umbrella, and D&O. I service the established book of business and also seek new business opportunities.

Best part of your job: No two days are the same. I love that I face new situations, questions, and people every day!

What did you do before working at IA&B? Tried to figure out what I wanted to be when I grew up! I have my bachelor’s in Early Childhood Education: Prek-4, so I spent some time teaching various grades, enjoyed being a Director of Education at an early learning center, worked (and still occasionally do work) at a local coffee shop, and spent several years in inside sales for a kosher poultry company.

What keeps you busy outside of work?

My kids! I have two daughters, four and six years old, as well as two dogs. I love spending time outside, camping, reading, going to nearby events and festivals, enjoying a good beer, and watching action movies/shows with my husband.

You can reach Katie at: 717-918-9216 KatieC@IABforME.com

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PICS & POSTS

PICS & POSTS

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WELCOME

NEW MEMBERS Eber & Associates Pittsburgh, PA Fernald Agency Inc Allentown, PA Kerber Insurance Associates LLC Ambler, PA Philip W Tawes Insurance Agency Crisfield, MD Thompson Northeast Insurance Scranton, PA Younger Insurance Agency Hagerstown, MD For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

VISION 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 Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas Sales Account Executive: Nick Heller | 609-273-8493 nicholas.heller@theygsgroup.com

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE NOVEMBER 2023 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC Nov 9 CISR - Elements of Risk Management

LOCATION Mechanicsburg, PA

Nov 30

Pittsburgh, PA

CISR - Agency Operations

LIVE WEBINARS DATE TOPIC Nov 1 Flood Insurance, FEMA, and the NFIP

TIME 9 AM-12 PM

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Inflation & Personal Lines: Helping Insureds Understand

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Ethical Dilemmas in Insurance & the Responsibilities of Agents

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More Money, More (Insurance) Problems? Mastering P&C Coverage for the Affluent Market

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Cyber Coverage: Protecting Insureds From Hackers, Liars, & Bots

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William T Hold - Commercial Lines

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Leadership and Liability: Insuring Executive Risk

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Hour w/ Sam: Home-Sharing and How to Handle It

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Agent’s E&O: Defenses & Preventions for Insurance Professionals

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