Primary Agent - November 2024

NOVEMBER 2024

RISING STARS MEET THE 2024 IA&B YOUNG AGENT AWARD WINNERS

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE YOUNG AGENT MOVERS & SHAKERS

We’re keeping insurance human.

To better support you and your customers.

To help you protect businesses in your community.

To keep your agency thriving.

This is our promise. Let’s achieve it together.

Learn more at emcinsurance.com

©Employers Mutual Casualty Company 2024. All rights reserved.

NOVEMBER 2024

CONTENTS FEATURED 9

MEET THE 2024 YOUNG AGENT AWARD WINNERS Hear from the recipients of the fifth annual IA&B Young Agent Award – Jim Singleton, Christy Rose, and Dr. Jeffrey Benson Jr. IA&B recognizes these exceptional insurance professionals for their commitment to their profession and community.

18 JOIN US ON SOCIAL MEDIA:

MEET THE 2024 YOUNG AGENT MOVERS & SHAKERS IA&B recognizes four additional young agents as Movers & Shakers: Andrew Gisriel, Harrison Kauffman, Hunter McHugh, and Jessica McMullen.

Facebook.com/IABforME LinkedIn.com/company/IA_and_B Instagram.com/IA.and.B X.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 # 2024-10, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2024. 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.

MONTHLY 2 CHAIR OF THE BOARD'S MESSAGE 3 DON’S DISCUSSION 4 COVERAGE CORNER 6 NEWS & NOTES 25 UPCOMING EDUCATION

IABforME.com |

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CHAIR OF THE BOARD'S MESSAGE

THE REMARKABLE YOUTH THESE DAYS Nothing unifies an older generation like complaining about “the youth these days.” All too often, I hear comments like, “These millennials don’t want to do this.” Or, “Gen Z simply isn’t equipped to do that.”

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

IA&B BOARD OF DIRECTORS OFFICERS Sarah Brown, CIC, CRM, AFIS - Chair

Countering that sentiment, this edition of Primary Agent celebrates the up-and-coming talent in our industry. Before you say anything else negative about today’s youth, I challenge you to read the interviews within these pages. Wow, are these young professionals impressive! They have fresh ideas and are brimming with motivation to make our industry, and the world, a better place. Congratulations to the recipients of these prestigious recognitions. I know I’m not alone in being proud to have you in our industry.

From licensing courses to the creation of our newly formed Insuring Careers Certification Program, IA&B has long been a leader in supporting the youth of independent agencies.

Demonstrating this, in October, we held our 7th Young Agent Conference in Gettysburg, PA. Conferences like these are important because they help form enduring connections with peers and insurance company partners. Our vision statement is “a thriving independent insurance agent community.” Events like the Young Agent Conference highlight our commitment to that.

I hope you enjoy reading about these bright leaders as much as I did. And the next time you hear a complaint about today’s youth, make sure to brag that some young folks are actually quite remarkable, and they choose to work in the independent insurance agency system!

Until next time,

Keller Brown Insurance Services | Shrewsbury, PA

Andrew Enders, Esq. - Vice Chair Enders | Harrisburg, PA

MEMBERS Lisa Parry, CPIA

Chris Miller, CIC

Greg Bennett

Bill Purdy

Kate Dawson, CPIA

Kent Reynolds, CIC

Michael Gaetano

David Rivell, CIC, CRM

Bruce D. Kraft, AAI, CIC

Jason Rodriguez, CIC

Debra McAfee

Donna Roper

Michael McGroarty, Jr., CIC

Ashley Stafford, CPIA

Parry Insurance Langhorne, PA

Famous & Spang Associates Aberdeen, MD Ferri Dawson Insurance Murrysville, PA The Hartman Group Montoursville, PA Arbor Insurance Group Allentown, PA

McAfee Insurance Agency, LLC Wilmington, DE McGroarty & Bradburn Insurance Pittsburgh, PA

Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA

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 Williams Insurance Agency, Inc. Rehoboth Beach, DE

Michael Thomas

Lighthouse Insurance Svcs Gambrills, MD

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

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

NATIONAL DIRECTORS Mike Ertel (PIA)

The Jacobs Company | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Griffith Insurance, LLP | West Chester, PA 2

NOVEMBER 2024

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.

carriers use telematics data collected from insureds for QUESTION: Can purposes of claims investigation and settlement?

ANSWER: The extent to which carriers can use data collected via telematics devices is primarily governed by two things: 1) the language in the respective states’ statutes, if any, and 2) the contract between the insured and the carrier outlining the terms and conditions of use of the telematic device.

As you know, for insureds who elect to use them, telematics devices – such as Travelers’ IntelliDrive, Safeco’s RightTrack, and Progressive’s Snapshot – measure several elements of interest to carriers (miles driven; time of day; the location of the vehicle; rapid acceleration; and hard braking and cornering).

It’s argued such usage-based information makes premium pricing more individualized, rather than relying on aggregated statistics and driving records based on past trends and events.

claims purposes. The following excerpts represent examples: ▲ Travelers IntelliDrive (March, 2023, IntelliDrive End User License Agreement): Section 8.

Monitoring; Analysis (Excerpt): Travelers may use such data for premium calculation, claim services [emphasis added] and research purposes. If we provide data to you or a third party, whether pursuant to a legal obligation or otherwise, we may use that data in connection with the reasons for which it was disclosed, to protect our and our affiliates’ interests, for claim adjudication [emphasis added], and any other purpose. We will not disclose information to 3rd parties except as permitted by the Privacy Policy.

WHAT DO THE USER AGREEMENTS SAY ABOUT CLAIMS?

▲ Progressive Snapshot (March, 2022, Snapshot Plug-in Device Terms & Conditions): Acknowledgement/Vehicle Owner Consent (Excerpt):

A review of several carriers’ telematics device agreements reveals that most, but not all, include language expressly addressing the use of the data for

You agree we may analyze Snapshot Data for detecting whether an accident may have occurred and offering assistance to you at the scene. In the event IABforME.com |

you have an insurance claim with us, you agree we may use Snapshot Data to assist in resolving the claim [emphasis added]. This may include, but is not necessarily limited to, validating the circumstances of the accident, such as date and time of loss and crash location; making liability and coverage determinations [emphasis added], and conducting investigations or policy and/or claims fraud and material misrepresentation; and any potential subrogation or litigation involving the claim.

STATUTES AND REGULATIONS Of our three states (Pennsylvania, Maryland & Delaware), only Delaware has a statute which addresses use of telematics data collected by carriers. Since the statute does not expressly address the use of data for claims purposes, it therefore does not prohibit the use of data for claims purposes (See 18 DE Code, Section 3918 – Vehicle data-reporting device).

Delaware’s statute requires consent of the insured for purposes of data collection and use.

Continued on page 22 3

THE CGL ENDORSEMENT TO BE THANKFUL YOU DON’T HAVE!

By Cathy Trischan It is the season to be thankful – thankful for the good things we have and thankful that certain hardships have passed us by. For our commercial clients, we are thankful not to have endorsements that severely limit the scope of coverage under Commercial General Liability (CGL) policies.

An unendorsed CGL policy covers all the named insured’s locations and operations, subject to the policy’s terms and conditions. Assuming that the Named Insured has been truthful in the application and has not concealed or misrepresented material facts, coverage applies to exposures the insurer may not be aware of and new exposures that begin during the policy term.

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Concern over the unknown is why some insurers want to limit coverage to known exposures.

While the concern is valid, this approach can have devastating effects for the insured.

(1) The “bodily injury” or “property damage”:

One of the most serious coverage restrictions comes in the form of this endorsement – Limitation of Coverage to Designated Premises, Project or Operation (CG 21 44 04 17.) Below is the language limiting Coverage A, Bodily Injury and Property Damage Liability.

(b) Arises out of the project or operation shown in the Schedule Similar language is included to limit Coverage B, Personal and Advertising Injury Liability, and Coverage C, Medical Payments, to scheduled premises, projects, or operations.

This insurance applies to “bodily injury” and “property damage” caused by an “occurrence” that takes place in the “coverage territory” only if:

Although this endorsement can be used to limit coverage to a particular premises or to a particular project or operation, we will use a premises example.

NOVEMBER 2024

(a) Occurs on the premises shown in the Schedule or the grounds and structures appurtenant to those premises; or

COVERAGE CORNER Imagine the named insured building owner asks its employee to go to a local home improvement center to get landscaping materials to use at the insured’s premises. While in the store, the employee drops a bag of limestone onto the foot of a fellow shopper, causing the shopper to fall and suffer an injury. The shopper sues the employee and the named insured. With this endorsement listing only the insured’s owned premises, there is no coverage for this claim. The bodily injury or property damage did not occur on the described premises or the grounds and structures appurtenant to the premises.

The current April 2017 version of this endorsement provides no coverage away from the described premises.

One is hard-pressed to find an insured who does not have some off-premises exposure. Our insureds go to the bank and post office; they leave the premises to meet with customers and for dozens of other reasons.

This endorsement was not always this restrictive. The July 1998 version of the endorsement titled Limitation of Coverage to Designated Premises or Project (CG 21 44 07 98) stated instead that: This insurance applies only to “bodily injury”, “property damage”, “personal and advertising injury” and medical expenses arising out of: 1. The ownership, maintenance or use of the premises shown in the Schedule and operations necessary or incidental to those premises; or 2. The project shown in the Schedule That trip to the home improvement center would likely have been considered an operation necessary

or incidental to the premises. The language was changed in response to court cases where the earlier version of the endorsement did not function as intended.

So what should an agent do if a quote includes the problematic CG 21 44 04 17 endorsement? Here are a few options: ▲ Ask for it to be removed. If the underwriter is comfortable that there are no additional unknown exposures, this could be an option. ▲ Ask for the language on the endorsement to include more than a simple address. Collaborate with the underwriter to find language that would allow coverage for certain off-premises exposures while still addressing the insurer’s concerns. ▲ Ask for the earlier version of the form, CG 21 44 07 98, to be used instead. This preserves coverage for those necessary or incidental off-site exposures. ▲ Instead of limiting coverage to a particular premises, ask the underwriter to take a different approach. Exclusion – All Hazards in Connection with Designated Premises (CG 21 00 07 98) is an endorsement used to remove coverage for locations the insurer wishes to exclude. The underwriter might be willing to use this endorsement and list known locations the insurer does not want to cover or “all owned or rented premises except [address of known locations].” Language acceptable to both parties can often be negotiated.

I wish you all a wonderful holiday season with much to be thankful for IABforME.com |

and an absence of problems such as this one.

Til next time!

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

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

LIVE CE WEBINAR

|

Learn more commercial lines coverage gems from author Cathy Trischan during this upcoming live webinar.

CERTIFICATES, CONTRACTORS, AND YOU: FIGHTS, COVERAGE ISSUES, BEST PRACTICES NOVEMBER 7 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

WOMEN-FOCUSED WEBINAR Join host Claudia St. John – keynote speaker from the 2024 IA&B Women’s Conference – for this upcoming webinar. There is no cost for IA&B agency members and company partners to attend.

Registration is required.

The Power of Positive Feedback Wednesday, Nov. 6 | Noon-1 PM Delivering positive feedback is one of the most fundamental and impactful behaviors that supervisors or managers can embrace. Yet, all too often, we forget the power of positive feedback and miss opportunities to both connect with and empower and inspire others. This session explores positive feedback, what it is, what it is not, and how to use it effectively at home and at work.

Save your spot.

IABforME.com/women-in-insurance 800-998-9644, option 1

PREPARE FOR DE EXPERIENCE RATING PLAN REVISIONS More Delaware workers’ compensation policyholders will become eligible for experience rating beginning on Dec. 1. Prepare by watching the recorded webinar – produced by IA&B and Travelers – which details the real-life effects of the changes on agencies and their customers. Learning about the changes may help you retain customers or gain new ones.

Triggered by Senate Bill 306, the changes are intended to improve plan performance through better predictive accuracy. The changes should lead to: ▲ A better transition for risks that move between the Merit and Experience Rating Plans, and ▲ A limit of debit modifications for the smaller, more volatile, risks compared to the current plan.

Other notable items include: ▲ Split point/loss limit: The plan runs on variable split points based on expected loss amounts ranging from $10,000 to

PITTSBURGH I-DAY IA&B VP-Tim Wonder (pictured) and Career Services Director Heather Ulrich attended the annual event, hosted by the Insurance Club of Pittsburgh, on Oct. 9.

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NOVEMBER 2024

$300,000. This is different from the current plan, which ranges from $30,405 to $553,000. ▲ The introduction of the max mod formula to ensure a reasonable level of stability for year-to-year changes.

IA&B will release the webinar in Agent Headlines.

Questions? Contact: Claire Pantaloni, IA&B VP-Advocacy 717-918-9202 ClaireP@IABforME.com

IA&B CRAB FEAST IA&B member agencies and company partners continued this Delaware insurance tradition on Sept. 19 in Smyrna, DE. Thank you to everyone who joined us!

Contractor Insurance that Measures Up.

Thank You

Thanks to our PLATINUM PARTNERS for supporting the independent agent network.

Acuity Erie Insurance Keystone Millers Mutual Insurance

Insuring Opportunity Through Mutual Success.® Trust Harford Mutual Insurance Group to provide comprehensive property and casualty insurance designed

NJM Insurance Group Penn National Insurance

to protect what matters most to your policyholders— their business.

Become a Partner Today

In addition to contractors, we write a wide

Interested in becoming a partner?

Reach out today.

variety of Property & Casualty classes.

Scan the QR code to learn more.

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

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Are you looking for

MARKET ACCESS?

EDUCATION

RESOURCES

8 G R E AT M E M B E R B E N E F I T S 1) Legal & Compliance Resources

Take a look at IMS

2) Classes & Online Training

• A broad mix of standard and niche markets • No initiation or monthly fees

3) Marketing, Branding & Websites

• Low to no volume commitments

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6) Insurance for Your Agency

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7 ) Industry News

IMSaccess.com Contact Tim Wonder TimW@IABforME.com 800-998-9644, ext. 351

10 8

ADVOCACY

8) Market Access & Carrier Relations QUESTIONS? CONTACT TIM WONDER, IA&B VP-MEMBERSHIP 717-918-9223 | TIMW@IABforME.COM

NOVEMBER 2024

2024 Congratulations to the recipients of the fifth annual IA&B Young Agent Award –

Jim Singleton, of The Glatfelter Agency in York, PA; Christy Rose, of Avery Hall Insurance Group in Salisbury, MD; and Dr. Jeffrey Benson Jr., of Prominent Insurance Services in Wilmington, DE. These three rising stars in the independent agent community were selected for outstanding commitment to their profession and community.

Award Criteria:

▲ Employed for one year or more by an IA&B Member in PA, MD, or DE ▲ Licensed P&C agent ▲ 40 years old or younger ▲ Community steward ▲ Emerging leader ▲ Participant in IA&B education or events

Young Agent Award winners (left to right): Jim Singleton, Christy Rose, and Dr. Jeffrey Benson Jr.

Learn more about these exceptional young insurance professionals on the following pages, as well as in the video posted at IABforME.com/Agent-Award and on IA&B’s social media accounts.

IABforME.com |

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Congratulations HARRISON KAUFFMAN 2024 IA&B Mover & Shaker Awardee

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Dr. Jeffrey T. Benson Jr., dba Prominent Insurance Services

Wilmington, DE

Q. How did you get your start in the insurance industry, and how has your career progressed?

A. Right after high school, I enlisted in the United States Air Force. Upon returning home, I began searching for new opportunities, which eventually led me to the car business. While working there, a chance encounter with a district manager from Combined Insurance changed my course. We had a brief conversation, during which he asked if I knew anything about the insurance industry.

After explaining the basics, he offered me a position as a life and health insurance sales agent. I accepted, stepping into a new chapter that seemed destined for me. This transition was more than just a career change; it was a shift into a role where I could make a meaningful impact by helping people secure their futures and protect what matters most to them. As far as my career progression, I have been recognized for numerous awards companywide, regionally, and nationally for my work within this industry. I am beyond blessed and thankful for every opportunity the insurance industry has afforded me.

Q. What’s your favorite part of your job?

A. One of the most rewarding aspects of working in the insurance industry is the chance to educate individuals, families, and businesses about their insurance needs.

This role goes beyond simply selling policies; it involves providing essential information and guidance that can safeguard people’s health, assets, and financial future.

As insurance professionals, we play a vital role in helping clients navigate the complexities of different insurance products and how they can be customized to meet specific needs. This educational process empowers IABforME.com |

Managing Partner

Age: 40

Years in Industry: 17

clients, allowing them to make informed decisions about their coverage. It’s about instilling a sense of security and peace of mind, knowing they are protected against unforeseen events.

Q. What advice would you share with someone just starting out in this industry?

A. Starting a career in the insurance industry can be both exciting and challenging. The insurance industry requires a blend of technical knowledge, relationship-building, and persistence. By focusing on continuous learning, ethical practices, and client-centric service, you’ll be well on your way to building a successful career.

Q. Tell us about a mentor you’ve had and their impact on you.

A. There are so many, I can’t name just one. My mentors have played a crucial role in my personal and professional development, offering guidance, support, and wisdom over the course of my life. They have helped me overcome challenges, seize opportunities, and grow as a man. Each one of my mentors has offered a fresh perspective, built confidence in me, and opened doors to new possibilities, leading to a more fulfilling and successful life.

Continued on page 22

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Congratulations to Jim Singleton on being honored with the IA&B Young Agent Award! Your dedication and hard work have not gone unnoticed.

We at Workpartners are proud of your achievement.

Keep up the excellent work!

CONGRATULATIONS Selective congratulates Christy Rose and all the 2024 IA&B Young Agent Award Winners

Christy Rose Avery Hall Insurance Group

Salisbury, MD

Commerical Lines Department Manager, VP of New Business & Agriculture

Age: 38

Years in Industry: 17

Q. How did you get your start in the insurance industry, and how has your career progressed?

Q. What are your professional goals?

A. Before starting my career in the insurance industry, I

completing designations specializing in property-casualty and risk management.

worked in sales in a commission retail capacity. I decided to make a change that would offer better hours. I searched job listings and found an ad for a customer service representative for a local State Farm agency. I spent my first five years learning personal lines before switching to the independent agency side. I continued my career in personal lines for another six years before shifting to commercial. Since transferring to commercial, I have learned and grown in many areas – account management, agriculture insurance, new business marketing, forming relationships with carrier representatives and underwriters, and managing a small team. I now lead two departments and am a member of the management team for the agency.

Q. What does your typical workday look like?

A. My typical workday doesn’t have a routine! I spend my days researching insurance solutions, speaking with carrier representatives, meeting with team members, and assisting in problem-solving on accounts or office efficiencies.

Q. What’s your favorite part of your job?

A. My favorite part of my job is marketing new business.

I love learning about local businesses and what new companies are coming to our area.

IABforME.com |

A. My professional goals are continuing my education and

Q. What advice would you share with someone just starting out in this industry?

A. I would give someone just starting in this industry the advice to find a mentor – or two! I have been fortunate enough to be surrounded by very accomplished, experienced, and educated insurance professionals for my entire career. I have learned and continue to learn from the best.

Q. Tell us about a mentor you’ve had and their impact on you.

A. I have had, and currently still have, so many! One of my early mentors took me under his wing almost immediately when I came to the independent agency side. He picked my brain just as much as I picked his. He had questions about how a captive agency worked, and I had a million questions about the independent agency world. We formed a silent agreement that we had each other’s back and an understanding that we would do all we could to help each other achieve our goals. Over time, our teaching moments turned more in-depth and specific. He gave me the stage with clients and trusted me. His confidence and trust in

Continued on page 23 15

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Jim Singleton, mba,cic,cpia,mlis,crm The Glatfelter Agency

York, PA

Q. How did you get your start in the insurance industry, and how has your career progressed?

A. It was February of my senior year of college, and I had been working in a pizza shop full time throughout college.

I had not had an internship or much other professional experience. I noticed a lot of my peers landing postcollege positions at places they interned, so I went into my academic advisor’s office to see if he knew anyone looking for an intern. He pointed me to Glatfelter Insurance Group and The Glatfelter Agency. I was late to the game, but I came on board and finished out that semester as Sales & Marketing intern with The Glatfelter Agency.

The internship went well, and we discussed the possibility of a full-time position upon graduation that June, but I had also been applying to graduate school. Ultimately, I was accepted into grad school, so I paused those discussions to pursue my MBA. I stayed on as an intern with Glatfelter throughout the summer between undergraduate and graduate school. Upon completion of my MBA, I called them [The Glatfelter Agency] back and asked if they still wanted to chat. We did, and I joined shortly thereafter as a full-time associate and Account Executive. As my career progressed, I was promoted to Assistant Vice President and enjoy that role still today.

Q. What does your typical workday look like?

A. It varies depending on the day and week. I split my time between office-focused days and on-the-road, clientmeeting-focused days. When I’m in the office, my day consists of virtual meetings with clients, internal meetings with fellow associates, and catching up on everyday client IABforME.com |

Assistant Vice President

Age: 40

Years in Industry: 17

service. Usually, two days of the week are office-focused, and three days of the week are on-the-road, client-facing.

Q. What’s your favorite part of your job?

A. Hands down, my favorite part is helping executives and business owners. It’s fun to come alongside them – to understand their business, understand what keeps them up at night, and then to develop a solution for them. When we’re working at our highest capacity, we become part of their advisory group, and it’s very rewarding.

Q. What are your professional goals?

A. To continue to grow and improve; to hone the craft. It’s about growing my practice – not only my book of business and client base, but also the team I work with every day so that they can continue to maximize their success.

Q. What advice would you share with someone just starting out in this industry?

A. Dig into it, embrace it, and figure out how you can continuously work to improve your skillsets. I like to say, “always be on the grow,” and that can mean something different to everybody. If you’re in production, that means grow your client base. If you aspire to be in management, grow your people and leadership skills. It’s going to be different for everybody, but embrace it and figure out how to grow to the place you want to go.

Continued on page 23 17

Movers &

Shakers

IA&B also recognizes four additional young insurance professionals as Young Agent Movers & Shakers. Growing interest in the Young Agent Award – and an impressive pool of nominees – prompted the creation of this additional recognition category. Congratulations to these recipients!

CONGRATULATIONS!

Jessica McMullen, CPIA, CLCS PDM Insurance Agency would like to congratulate Jessica McMullen, Agency Partner & Ag Insurance Specialist, on the honor of being included in IA&B's Movers & Shakers Awards for 2024.

We are so proud of your accomplishments!

Three Convenient PA Locations: Chambersburg, Dry Run, & Biglerville

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NOVEMBER 2024

More than an agent.

A partner.

FCCI Insurance Group would like to congratulate Harrison Kauffman, Sales Director at Lechner & Stauffer, Inc., for winning a well-deserved Mover & Shaker Award.

ANDREW GISRIEL

HARRISON KAUFFMAN,

Age: 37

CIC, TRA

Agency: Maury Donnelly & Parr

Age: 27

Location: Baltimore, MD

Agency: Lechner & Stauffer Inc.

Job title: Captive Insurance Practice Leader, Insurance Advisor

Location: Pennsburg, PA Job title: Sales Director

Years in the industry: 10

Years in the industry: 8

Best part of your job: The best part is the opportunity to build long-term, strong relationships with clients and partners. Helping businesses protect their assets and navigate risks help strengthen those relationships.

Biggest professional accomplishment: Winning broker of the year with one of our captive management companies.

Best part of your job: The best part of my job is the people. I get to work with clients who are not only inspiring but make every day interesting. Collaborating with creative, dedicated colleagues to tackle challenges and grow our organization is incredibly rewarding. It’s fulfilling to be part of a team that truly cares about delivering value and building lasting relationships.

Biggest professional accomplishment:

Fun fact about you: I do and will continue to coach all of the sports that my four boys play.

Moving from a producer to a sales director has been a challenge that I didn’t expect. It has been incredibly rewarding to be part of talent recruitment and development. I’ve been in that role for over a year, and I’m proud to of the new team members we have who are blowing away my expectations.

Fun fact about you: I once won a contest at my local IHOP for eating the most pancakes…. That record still stands at 21!

IABforME.com |

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Congratulations to Harrison Kauffman!

2024 IA&B Mover & Shaker

HUNTER MCHUGH

JESSICA MCMULLEN

Age: 30

Age: 34

Agency: McHugh Insurance Group

Agency: PDM Insurance Agency Inc.

Location: Wilmington, DE

Location: Dry Run, PA

Job title: President

Job title: CSR, Producer, & Agency Partner

Years in the industry: 9

Years in the industry: 11

Best part of your job:

Best part of your job:

I love having the ability to solve problems for our clients and make their lives as business owners easier. As an active producer, I get to see what challenges small and medium-sized businesses are facing and learn how we can help. As an owner, I can then invest the agency’s resources accordingly to meet the needs of our clients.

The best part of my job is being able to help protect my customers’ livelihoods and investments!

Biggest professional accomplishment: Starting and growing a scratch independent agency is the accomplishment I’m most proud of. After working as a direct writer for six years, I had a solid understanding of what businesses truly needed from an insurance advisor. I wanted to bring that vision to life and after just two years, we’ve passed two million dollars in written premium, and we’re continuing to grow.

Fun fact about you: My career in insurance almost never got started. After accepting a job offer from a direct writer, I had to pass four licensing exams before beginning nine months of training.

After failing three of the four exams on the first try, I had to pass three re-takes on the same morning I left for training. If I hadn’t, who knows where I’d be today!

IABforME.com |

Biggest professional accomplishment: Winning the Diversified Producer of the Year with The Insurance Alliance Network two years in a row in 2017 and 2018. And I’m proud to say I’m currently in the lead for the current 2024 competition as well.

Another accomplishment that I’m very proud of in my professional career is becoming a partner at the agency in January 2022.

Fun fact about you: I have owned and showed horses competitively my whole life. My involvement in the sport led me to Texas A&M University where I was a member of the NCAA Women’s Equestrian Team. During my four years at A&M, our team earned four National Championship titles. In my personal riding career, my most prestigious award to date is the 2021 ARHA World Champion in Amateur Horsemanship.

21

Dr. Jeffrey T. Benson Jr. Continued from page 13

Q. How do you find work-life balance?

Are you welcoming a new employee?

A. Finding work-life balance as a working professional,

Check out IA&B’s new Insuring Careers Certification Program!

especially in a profession that you love, can be challenging but achievable with some intentionality.

I always try to incorporate my family into everything that I do. Most of my off time is spent with my family, specifically my kids with their sports schedules.

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Newcomers prepare for the licensing exam and build an insurance knowledge base.

Launching Jan. 1, 2025. Discounted rate for IA&B Members.

DON'S DISCUSSION

Learn more at IABforME.com

Continued from page 3

Heather Ulrich, IA&B Director of Career Services 717-918-9441 HeatherU@IABforME.com

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IABforME.com/additional-services 800-998-9644, option 1

In 2020, Maryland’s General Assembly introduced legislation, which, among other things, would have expressly allowed for use of collected data for claims investigation. However, the legislation was not passed into law. (See MD HB 267 of 2020.)

Pennsylvania does not presently have any statute or pending legislation which addresses the issue. Given there are no statutory prohibitions in either Maryland or Pennsylvania, the agreement between the insured and the carrier would govern the issue.

THE BOTTOM LINE If the agreement between the insured and carrier permits use of collected data for claims purposes, and there are no state statutes or regulations which prohibit it, then the use of collected data for such purposes would be permissible.

Rather listen?

Also available in audio format at IABforME.buzzsprout.com 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.

22

NOVEMBER 2024

Christy Rose Continued from page 15

Jim Singleton

me boosted my confidence and my impact on clients. He taught me to speak confidently and never over-promise.

Q. Tell us about a mentor you’ve had and their impact on you.

Q. How do you find work-life balance?

A. I’ve been fortunate to have many over the years, but

Continued from page 17

A. Maintaining a healthy work-life balance is a challenge.

I am a wife and mother of two daughters. I have not quite figured out how to manage the best work-life balance other than turning off work when I am in the presence of my family. It is an ongoing struggle I have and continue to work on and be mindful about. Thankfully, I work for an amazing agency that offers flexibility and promotes a healthy work-life balance.

two come to mind. During the early years, I spent a lot of time with a seasoned producer who taught me a lot of the nitty gritty, boots on the ground, tactical stuff. He taught me how to position myself above the competition and how to overcome obstacles.

Additionally, I spent a lot of time with our prior agency president who has since retired. He was very impactful and provided a lot of coaching. He helped me learn the art of storytelling and to speak the language of our clients.

Practicing those skills was unpleasant at the time, but I still use what he taught me today.

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23

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WELCOME NEW MEMBER Trident Risk Advisors Berwyn, PA For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

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E D U C AT I O N SCHEDULE NOVEMBER 2024 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC

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Nov 7

CISR - Agency Operations

Mechanicsburg, PA

Nov 21

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Pittsburgh, PA

LIVE WEBINARS DATE TOPIC

TIME

Nov 5

An Hour with Nicole: Everything You Need to Know About Insuring Work-From-Home Exposures

11 AM-12 PM

Nov 5

Claims That Will Convince Your Insured to Enhance Their Homeowners Coverage

1-4 PM

Nov 7

An Hour with Sam: Liability Concerns in the Personal Auto Policy

11 AM-12 PM

Nov 7

Certificates, Contractors, and You: Fights, Coverage Issues, Best Practices

1-4 PM

Nov 12

Flood Insurance: What You Need to Know

9 AM-12 PM

Nov 12

Why Inadequate EPLI Will Close Your Business (and What to Do About It)

1-4 PM

Nov 12-13

CIC - Insurance Company Operations

8 AM-5:15 PM

Nov 13

CISR - Commercial Property

8 AM-3:45 PM

Nov 14

William T Hold Commercial

8 AM-4:00 PM

PRIMARY AGENT

Nov 14

E&O: Duties, Laws, Documentation, and Data Breach

1-4 PM

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

Nov 19

All-Things Ethics: Agent Obligations, Standards, Authority and More

9 AM-12 PM

Nov 19

The Bad Thing Happened: Handling Commercial Claims & Coverage Disputes

1-4 PM

Nov 20

CISR - Commercial Casualty II

8 AM-3:45 PM

Nov 20

An Hour with Dave: All-Things Ordinance or Law (Personal and Commercial)

2-3 PM

Nov 21

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

9 AM-12 PM

Nov 21

Social Security and Medicare: Your Questions Answered

1-4 PM

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.

Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas Sales Account Executive: Rebecca Sieg | 717-430-2351 rebecca.sieg@theygsgroup.com

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25

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