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ALSO INTHISISSUE: ________________ Navigating NFIP Preferred Risk Policy extension

I used to think EMC was ju st for niche commercial programs. Then again, I used to think the moon was made of cheese.

MAKE EMC YOUR CHOICE FOR MAIN STREET BUSINESS When you think main street business, start thinking about the EMC Choice® Businessowners Program. Small and midsize businesses will enjoy the flexible coverage options designed to meet their specific insurance needs, the added value of free loss control services, plus the responsive service from an EMC branch office nearby. So if you still think EMC is just for niche programs, think again. Count on EMC ® for your main street commercial lines marketing, too. For more details, contact your local EMC branch office.

Valley Forge Service Office: 800.362.3620 | Home Office: Des Moines, IA

© Copyright Employers Mutual Casualty Company 2009 All rights reserved

Insurance for Restaurants Family Style, Pizza Shops, Take-Out, Fast Food, Donut Shops, Diners, Cafes, Bagel Stores, Franchises

Brokers Surplus Agency wants to quote your restaurants! We have a terrific BOP program that’s packed with the coverages you need. New Ventures eligible! Liquor liability coverage available!

Contact us by phone or email today!

(215) 443-9900

Brokers Surplus Agency P.O. Box 2849 Warminster, PA 18974

Dennis Marsaglia, Ext. 230

Evelyn Frisch, Ext. 227




Discover your HR Solution© Nearly three years have passed since IA&B unveiled HR Solution — a suite of products and service to guide members through creating, or updating, an HR program. Enhanced and up-to-date, the tools are better than ever. Read on to discover your HR Solution.


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NFIP floats lower premiums Buildings owners who have seen flood insurance premiums increase as a result of remapping will have an opportunity to secure a lower rate as of Jan. 1, 2011. But with this opportunity come administrative challenges for agents.

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In every issue

Mission Statement Primary Agent delivers ideas to help Insurance Agents & Brokers’ members negotiate their unique position as guardians of trust between insurance consumers and companies while facing the challenges of maintaining a small business. Primary Agent also supports IA&B’s mission to preserve and advocate the American Agency System.

4 5 6 8 9

Chair of the Board’s Message Member FAQ State News Preventing Errors & Omissions Glance at Events

10 19 28 28 28

Coverage Corner IA&B Partners Advertisers Index Classified Ads Last & Least

Subscriptions: Non-member price: $2.25 per copy or $15 per year. All communications for publications, including news, features, advertising copy, cuts, etc., must reach the editor by 1st of month two months prior to publication. Advertising rates furnished upon request. Address inquiries to: Primary Agent Editor PO Box 2023 Mechanicsburg, PA 17055-0763 Phone (800) 998-9644 or (717) 795-9100 Fax (717) 795-8347 Periodical postage paid at Mechanicsburg, Pa. and additional entry post office. Postmaster: Send address changes to above address. Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2010-10) is published monthly by IA&B Service Group Inc., a subsidiary of IA&B.

Copyright 2010. 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 is 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 and 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 the 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.

Board of Directors Officers David Rosenkilde, CIC Chair of the Board Reisterstown, Md. Robert B. Hall, CPCU, CLU, ChFC, ARM, ARM-P Vice Chair of the Board West Chester, Pa. Kathleen M. Glattly, ChFC, CLU, CPCU Immediate Past Chair of the Board Factoryville, Pa.

Members Norman F. Basso, CPCU York, Pa. Vincent D. “Chip” Boylan Jr., CPCU Rockville, Md. Henry “Butch” Bradley, Jr. Crofton, Md. Timothy P. Burris Thompsontown, Pa. John T. “Chip” Colwell Jr., CIC Corry, Pa. G. Greg Gunn, CIC Lemoyne, Pa. Diana M. Hornung-Momot, ACSR Wilmington, Del.

David B. Rosenkilde Sr., CIC

Chair of the Board’s M




Not to mention all of the work at work. The independent agency pace is hectic, and it’s easy for something to slip through the cracks. That’s where your association comes in. IA&B is committed to informing members of the countless rules and regulations that impact their agency and to developing tools that help them comply. This issue of Primary Agent highlights two examples: 1.

Human resources: No matter the size or scope of your agency, you’re impacted by state and federal employment laws. IA&B’s HR Solution© is a compilation of products and services that walks you through what’s needed to comply.


Flood sales: The National Flood Insurance Program will implement significant changes this month. Nationally recognized flood insurance expert and IA&B instructor, Rita Hollada, contributed an article that explains the impact on agents.

David B. Wasson Sr., CIC State College, Pa. James M. Watkins* Dover, Del.

* IIABA National Director ** PIA National Director


By now, the fall routine has become …, well, routine. Slower-paced summer days have been replaced by the hustle and bustle of autumn activity. Everyone is dashing between sporting events, planning for the holidays, and cramming as much as possible into the remaining warm and light evening hours.

Scott C. Rogers, CPIA York, Pa.

King W. “Kip” White, LUTCF Fallston, Md.


Picking up the pace

Michael F. McGroarty Sr. Pittsburgh, Pa.

Susan A. Sallada, CIC** Ft. Washington, Pa.


When the going gets tough, remember that IA&B is on your side. The association offers a plethora of resources to help the busy independent agency thrive. Take a few minutes to read this issue of Primary Agent, and then log onto or call IA&B’s Member Service Center at (800) 998-9644, option 0, to learn more. Until next time, Dave


Member FAQ QUESTION: A lender is requiring

be, but is not limited to, the lowest of:

Replacement Cost Value for a flood policy. My client doesn’t want his flood policy insured to full replacement cost, and the flood policy allows for that. What can I do?

w The outstanding principal balance of the loan(s); or

ANSWER: All three of our states

w The full insurable value of the building and/or its contents, which is the same as 100-percent replacement cost value (RCV). (Unlike the practice in other lines of property insurance, building RCVs under the NFIP do not include market values or the value of the land.)


(Delaware, Maryland and Pennsylvania) have laws that restrict a lender’s ability to force a certain level of insurance on a borrower if it is based on loan value, including land, rather than on the building’s replacement cost. In this case, however, the lender is forcing replacement cost coverage where the client wants, and the flood program allows, a lower limit (since under the NFIP, only the condominium “RCBAP” policy has a coinsurance clause). So, can the lender demand that amount? The short answer is “yes, it can.”

w The maximum amount of coverage available under the NFIP for the particular type of building; or

To protect collateral interests, a lender should consider whether its collateral is adequately insured against flood damage. A sound flood insurance risk management approach follows the insurance

The federal regulation governing placement of loans in flood-prone areas (12 CFR §339.3) places requirements on financial institutions. The required coverage must be at least the lesser of:

DO YOU HAVE A QUESTION? E-mail it to us at Please use “Primary Agent FAQ” in the subject line of your message. You can also fax your question to (717) 795-8347. We look forward to answering your questions!

We have fast, competitive quotes for you, with the service you deserve. • Designed for Condos, Co-ops, Townhouses, Apartments, HOAs, PUDs, Habitational Accounts, and Lessor Risk Only Exposures • Limits from $1 Million to $50 MIllion • Coverage Includes Excess, G.L., D&O, & Auto • Minimum premiums as low as $350

The regulation does not prohibit the lender from requiring more as long as it does not exceed the value of the property minus the land. Further, the federal flood program comes with its own set of underwriting rules and guidelines. Among them are the Flood Mandatory Purchase Guidelines*.

For additional information or quotes call:

888.548.2465 And ask for a New Business Underwriter or email

Visit our website at A subsidiary of



* The full document is available on the NFIP website in the Flood Insurance Library (

Umbrella or Equipment Breakdown Coverage

w The outstanding principal balance of the loan.

“To meet compliance requirements, the amount of flood insurance must at least

These guidelines are consistent with the regulation: The lender must require this level of coverage at a minimum. However, there is nothing that prohibits a bank from requiring more if the bank chooses to do so, unless it is for the loan value of the land.

When it comes to

w The maximum amount of NFIP flood insurance coverage available or

Here is an excerpt regarding coverage (page 27):

industry practice of insuring buildings to full RCV.”


Service is our specialty; protecting you is our mission ®

State News Primary Agent | October 2010

Branding discussion dominates Member Agent Panels Independent agents see the value of collective branding to compete with direct writers’ hefty advertising budgets. However, they desire to maintain their agencies’ individuality. How can IA&B meet members’ two-pronged marketing needs? The Board of Directors has better direction thanks to the latest round of Member Agent Panel (MAP) meetings. Branding was the lead discussion topic following IA&B’s recent needs-assessment survey of agency principals. MAP attendees reviewed an executive summary of the survey results and then weighed in on what implementation could look like. MAP meetings also recapped recent association deliverables – featuring IA&B’s revamped privacy resources – to gain member input. And, holding to MAP tradition, each meeting concluded with an open forum, where attendees shared general industry and individual agency concerns and offered one another solutions.

The September meetings were the last in a series of four over two years. MAPs are held in 13 locations throughout the association’s three-state footprint. Participants – usually agency principals – sign on for a two-year commitment and then meet each spring and fall to provide feedback to the association and bounce ideas off of colleagues. MAPs are forming for 2011-12. Learn more or complete a statement-of-interest form by visiting about_us/maps.asp or by calling IA&B’s Member Service Center at (800) 998-9644, option 0.


New laws in effect As a reminder, Oct. 1 marked the effective date of several pieces of legislation resulting from IA&B’s advocacy work in Annapolis. w WC exemption: The bill included IA&B-amended language allowing for up to five officers of a nonclose corporation to elect to be exempt from WC coverage. w Premium notice increase: An independent agent must be notified by a carrier of increased premiums for commercial/WC policies. Notifications via an electronic database/communication system suffice.

ACORD licensing agreement states that, once new forms have been released, it is a violation to use prior editions after one year. And that violation constitutes a breach of contract. Agencies are encouraged to apply all agency management system updates to ensure they have access to the most current ACORD forms. IA&B recognizes the pressure agents are under from clients and third parties to issue outdated ACORD forms. That’s why the association recently revised its online resources to include a sample letter for clients and certificate requestors and a newly issued notice from ACORD. Visit certificates to access revised resources.

w Fidelity bonds: Last session’s fidelity insurance requirement has been amended to allow for the use of fidelity bonds. This addition should streamline the process since bonds are easier and quicker to issue and allow for broader coverage.

Pa. CGL upheaval: how to cover subcontractors’ faulty work

w Condo policy cancellations: Cancellation notices for condo policies are now in line with the insurance article, providing more consistency and clarity.

Repercussions continue from a string of Pennsylvania court cases that upset a long-held exception allowing CGL coverage for subcontractors’ faulty work and consequential damage.

Time’s up to adopt latest ACORD forms

What does it mean for agents – including non-resident producers? Substantial E&O exposure … or, on the flip side, a competitive advantage for those agents who secure a carrier endorsement. IA&B continues to work with partnered companies to decipher varying legal interpretations and determine how endorsements respond.

It’s official: The latest ACORD 24 and 25 certificate forms must be in use. Failure to do so could violate federal copyright law.

Members can track IA&B’s progress and get tips for covering customers while avoiding E&O claims by visiting

The latest versions were effective September 2009 and therefore had to be in use by September 2010. The


EMC2.0: Relevant Technology for Independent Agencies IA&B will host its second annual tri-state Executive Management Conference Oct. 26-27 at the Lancaster Eden Resort in Lancaster, Pa. The industry’s top technology experts, including Steve Anderson, will share how adopting recent advances can increase productivity and market share while reducing cost and E&O exposure. Seminar topics include: agency management systems, data security, electronic document management and social networking. Learn more by visiting or by calling IA&B’s Member Service Center at (800) 998-9644, option 0. And look for a wrap-up in the December issue of Primary Agent magazine.


New Members Construction Risk Solutions LLC Hunt Valley, Md.

Preventing Primary Agent | October 2010


DEALING WITH DIVORCE: A POTENTIAL E&O NIGHTMARE CURTIS M. PEARSALL CPCU, AIAF, CPIA Curtis M. Pearsall provided this article on behalf of Utica Mutual Insurance Company in Utica, N.Y. Insurance Agents & Brokers Service Group Inc. is the exclusive agent for the Utica E&O program in Delaware, Maryland and Pennsylvania. For questions regarding your Errors & Omissions coverage, contact IA&B at (800) 998-9644 or

Has your agency ever had any personal lines customers divorce? If so, then you realize that divorce can result in some uniquely difficult insurance issues to deal with. If you have not yet had to deal with this issue, it will probably only be a matter of time until you do. Coverage under the various personal lines policies (Auto, Homeowners’, umbrella, etc.) is based on the named insured and the residence. As a result, changes in the living arrangement can reduce or eliminate coverage. Take an Auto policy containing two vehicles with husband and wife both as named insureds. A separation or divorce occurs, and one spouse contacts your agency to delete a vehicle and the other spouse from the policy. Should you do it? If you make the change without notifying the other spouse that they are now without coverage, you have left yourself wide open for an E&O claim. In these types of situations,

communication to both parties is extremely important. You should look to arrange coverage for both individuals equal to what they had under one policy. Anything less than that should be explained, understood and agreed upon. In the Homeowners’ scenario, proper and equal coverage should be offered for the spouse that is no longer living in the residence. If there is an umbrella policy in effect, this will need to be reviewed to determine whether coverage is still wanted. As you can imagine, separation or divorce scenarios can cause and have caused E&O claims. Here’s one that shows an additional problem that can result: This case involves a claim that was brought against the agency for failure to properly advise or to obtain coverage to protect its interests. The agency had placed Homeowners’ coverage in the name of the client’s husband, as requested. The couple [8]

divorced, and the husband moved from the residence. The dwelling was later destroyed by fire, and the carrier denied coverage for the building on the basis the named insured was not residing in the dwelling on the date of the fire. Upon learning of the divorce, the agency asked the client about changing the policy, but the ex-husband refused, saying he and his ex-wife would get back together again. The case went to trial, and the jury decided in favor of the claimants, holding that the agent was acting as an agent of the insured and responsible for not rewriting the policy upon notice of the divorce. Could this claim have been avoided? The agency, upon becoming aware of a divorce involving its clients, should obtain information regarding any changes in ownership interests and residency. The carrier should be informed and policies revised accordingly. Each should be treated as a separate client.

Letters should be sent to both informing them of the action taken by the agency and inviting questions or further changes that may be needed.

should be handled by another staff person. Confidentiality is also important. I am sure that you don’t want your agency to be known as the rumor mill in town.

It is also important that your and your staff detach yourselves from the situation. This may be difficult due to the relationship you may have with one of the two parties, but it is essential. If your staff person does not think he or she can do this, the file

Your ability to handle the insurance issues dealing with separation or divorces will be somewhat impacted by the amicability of the breakup. If the issue is messy or volatile, I would suggest that you discuss the matter

with the insurance companies involved with the risk to ask for their guidance. Everyone in your agency should be alert to formal and informal notice of changes in your clients’ marital status so that the proper insurance guidance can be offered to both parties.

Glance at Events O C T O B E R






James K. Ruble Graduate Seminar

Ocean City, Md.


CISR—Personal Residential Course

Reading, Pa.


CIC—Commercial Casualty Course

Cranberry Twp., Pa.


CISR—Personal Residential Course

Macungie, Pa.

CISR—Personal Residential Course

Salisbury, Md.


P&C Licensing Study Course

Mechanicsburg, Pa.


William T. Hold Seminar

Canonsburg, Pa.


CISR—Agency Operations Course

Monroeville, Pa.


CIC—Agency Management Institute

Breinigsville, Pa.


E&O Coverage Standards Seminar

Erie, Pa.

Mistakes That Lead to E&O Claims Seminar

Macungie, Pa.


CISR—Personal Residential Course

York, Pa.


CISR—Personal Residential Course

Wilkes-Barre, Pa.


CPIA—Module 1

St. Davids, Pa.


Executive Management Conference

Lancaster, Pa.


P&C Licensing Study Course

Breinigsville, Pa.


CPIA—Module 2

St. Davids, Pa.


CPIA—Module 3

St. Davids, Pa.


Coverage Primary Agent | October 2010



JERRY MILTON, CIC Jerry M. Milton teaches and consults on industry issues. The legal profession recognizes him as an expert on insurance coverages. He is also the education consultant for IA&B, working with CISR, CIC and continuing education programs.

Samuel Giles was the owner of a cargo schooner that was blown onto a rocky shore during a storm. The ship was recovered, repaired and put back into service. However, it never sailed as true as it had before because of the damages sustained to its hull and keel. Samuel Giles sought compensation from his insurer, Eagle Insurance, and was awarded full recovery for the resultant diminution in value due to the loss in the ship’s handling, performance and value. This claim occurred in 1840 and is one of the oldest diminished value claims on record. Another diminution in value claim occurred in Brooklyn in the late 1800s. The operator of a motor vehicle lost control while making a turn and struck a horse-drawn milk wagon. The collision damaged the delivery wagon and killed the horse pulling it. The at-fault driver’s insurance company paid the deliveryman for the damage to the wagon and the value of another horse to replace the one killed in the accident. The replacement horse was younger, bigger and stronger,

but it didn’t know the delivery route as did the previous experienced horse. The previous horse knew the route and when to stop and start. The replacement horse did not, and the deliveryman had to lead the horse to each stop and then tie the horse at each of the stops. As a result, it took the deliveryman two days to perform the same number of deliveries he had previously accomplished in one day or less with his old horse. The deliveryman sued the driver and was awarded compensation for the diminution in value he suffered with the loss of his original horse’s experience and knowledge. “Diminution in value” claims are not new, but what does that term mean? Black’s Law Dictionary defines it as, “Rule of damages which provides for the difference between ‘before’ and ‘after’ value of property which has been damaged or taken.” The ISO Business Auto Coverage Form defines it as, “The actual or perceived loss in market value or resale value which results from a direct and accidental ‘loss.’”

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Do our insurance policies cover “diminution in value” claims? That depends. The Physical Damage Coverage section of the ISO Business Auto Form specifically excludes diminution in value claims. However, the ISO Personal Auto Policy does not. The term “diminution in value” is nowhere to be found in the Personal Auto Policy. Therefore, when the policy does not specifically cover nor specifically exclude, who determines whether it’s covered or excluded? You know the answer to that question – the courts! What do our three states say about “diminution in value” claims? Are they covered or not? Pennsylvania: In Lobozzo v. Adam Eidemiller, Inc., 263 A.2d 432 (Pa. 1970), the Supreme Court specifically noted that, with regard to remedial damage to realty, a plaintiff may recover only the cost of repair or restoration without regard to the diminution in value of the property. In Munoz v. Allstate Ins. Co., No. 9906-2855 (Pa. D Nov. 15, 1999), a Pennsylvania

Maryland: In Reichs Ford Road Joint Venture v. State Roads Comm’n of the State Hwy. Admin., 880 A.2d 307 (Md. 2005), the court stipulated that diminution in value was appropriate as a measure of damages in a condemnation case.

Unless there is new case law, sounds like I can collect for diminution in value of my property following a loss in Maryland, but not in Pennsylvania or Delaware. One final word. With regard to first-party (physical damage) claims, the ISO Personal Auto Policy language appears to cover only the actual cash value (ACV) of the damage or cost to repair. There is nothing in the policy language that covers any reduction in market value. On the other hand, the policy allows the insurer to deduct for any “betterments” or depreciation. Until ISO or our insurers address this issue by clearly stating that it’s covered or it’s excluded, we’ll continue to not know the answer until the courts tell us. Y’all take care! [ 11 ]

There is no better time to become part of The Cumberland Insurance Group Team. We are now appointing agents in Central Pennsylvania.

Commercial and Personal Lines Competitive Commissions Exceptional Customer Service Financial Strength Experienced Underwriters Marketing Support






Delaware: The Delaware Superior Court, in Delledonne v. State Farm Mutual Ins. Co., 621 A.2d 350, 352 (Del. Super. Ct. 1992), found that “repair or replace with like kind and quality” was ambiguous and susceptible to two or more reasonable interpretations regarding loss in value. The court determined that requiring the insurer to pay for diminution in value was the better view. However, that decision was overturned in O’Brien v. Progressive Northern Ins. Co., No. 58, 2001 (Del. 2001) when the Delaware Supreme Court decided, “We conclude that the language ‘repair and replace’ is not ambiguous and that this language does not contemplate payment for diminution of value.”



District Court dismissed a class action lawsuit against Allstate for its failure to pay the diminished value of an automobile after a collision.


Contact Amber J. Ayrer at 800-232-6992, ext. 1237 or

Celebrating 166 years of service

1844 - 2010



Discover your HR Solution

Nearly three years have passed since IA&B unveiled HR Solution — a suite of products and service to guide members through creating, or updating, an HR program. Enhanced and up-to-date, the tools are better than ever. Read on to discover your HR Solution.

Primary Agent | October 2010


hen Barbara Harders suspected an employee of falsifying her time card, she worried about the best way to handle it. She documented proof, dotted her i’s and crossed her t’s. But she still fretted over what she could and couldn’t say when she confronted the employee. “When I was thoroughly convinced of the abuse, I called [IA&B’s HR consultant],” says Harders, of Harders Financial Group in Silver Spring, Md. “They gave me great advice on how to approach her and on termination.”

Then when the (now former) employee applied for unemployment compensation, requested pay for unused vacation leave, and asked for copies of her files and time cards, the consultant explained to Harders what she could expect and what she was — and wasn’t — required to do by law. “[The consultant] was a godsend,” shares Harders. “He gave me recommendations and guidelines and lots of advice.” Consultation services are one of many human resources (HR) tools available to IA&B member agencies. Better yet, all HR offerings are considered member benefits, which means they are available at no cost. “Just having these HR resources available to us is worth IA&B’s membership dues,” says Harders.

The evolution of HR Solution IA&B launched HR Solution, a compilation of products and services to help member agencies build an HR program, in January 2008. Since then, IA&B has updated and refined the tools as laws and regulations took affect and as members — along with a new HR consultant firm (see sidebar on page 16) — provided feedback. “We’re very proud of the HR resources available to members,” said Dave Rosenkilde, chairman of the IA&B Service Group. “The tools are thorough and up to date, and they reflect members’ requests and needs.”

How to access IA&B’s HR tools HR Solution is a member benefit accessible to those with agency administrator rights in IA&B’s database. To register for or to access the suite of tools, simply visit Want to assign additional administrators for your agency? Give IA&B’s Member Service Center a call at (800) 998-9644, option 0.

HR Solution includes several components: w An audit to determine current compliance and future priorities; w A customizable employee handbook; w An administrative guide and tools to help agency management implement policies; and w Access to services and discounts from a contracted HR consultant. The following pages highlight these products and services and showcase how members can utilize them to create or


“I could not do what I do without IA&B’s HR resources. There’s so much all in one place, and that makes it much easier to stay on top of it.” – Donna Dates, The Winans Insurance Agency ————————————————

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Sample audit questions Q. Does the agency have on file accurate and complete I-9 forms for all employees hired since November 1986? A. If not, the agency is not in compliance with the Office of Homeland Security - Immigration Reform and Control Act of 1986, which requires that I-9 forms are fully completed for all employees. Penalties for non-compliance include fines of $100 to $1,000 per day, per employee, for each day the forms are not complete and certified. The agency does not need to complete these forms for employees who have been terminated, unless rehired after three years, nor are I-9s required for employees hired before November 1986.

Q. Do hourly wage and overtime pay practices comply with the Fair Labor Standards Act (FSLA)? A. All jobs should be reviewed to determine and document exemption status under the federal Fair Labor Standards Act (FLSA) regulations, as amended Aug. 23, 2004, and state wage and hour requirements. In addition, recent state and federal minimum wage changes should be reviewed for compliance. Back pay and penalties for non-compliance can be severe. Federal and state employment postings should be updated and properly posted as required by law.

improve an HR function within their agency.

The HR repertoire Audit To know where you’re going, you need to know where you’ve been. That’s the purpose of IA&B’s online human resources audit. Eighty-five questions — all answered by a “yes” or “no” – gauge an agency’s current human resources practices and compliance with federal and state laws. Topics range from selecting new hires and maintaining adequate records to managing performance and compensating employees. What’s more, the audit assesses legal and regulatory compliance specific to the agency’s state of residence. Completion of the audit triggers a report with corresponding solutions for each “no” answer. And “no” responses that single legal noncompliance or critical deficiencies are highlighted for prioritization. The tool stores an agency’s audit online for future reference. That allows for divvying up the process of completing it and for tracking agency adjustments. Employee handbook An agency handbook is an employee’s one-stop spot for all things human resources. Expectations, philosophy, goals, rules, policies and benefits are outlined here.

[ 14 ]

From an agency’s perspective, an employee handbook provides protection from discrimination or unfair treatment claims and assists with unemployment. Plus, many EPLI carriers consider it essential. IA&B’s template handbook contains the basics all businesses need, yet it is customizable to fit an individual agency’s size and specific practices and policies. “We already had our own handbook,” says Harders, “but we looked at this one and took some things from it to make it our own.” An agency’s finalized handbook is thorough — with everything outlined from work policies and payroll to safety and benefits. Admin guide and tools What good is a tool without guidance on how to use it? That’s why IA&B offers an administrative guide and tools as part of HR Solution. The guide explains how to implement and administer the employee handbook and provides guidance on personnel and administrative issues. The administrative guide also provides for consistent action among supervisors and toward all employees. The administrative tools included in IA&B’s HR Solution are procedures, sample forms and letters, tips, guidelines and checklists. Plus, they provide

“No bond, no job. No job, no commission.”

We know times in the construction business are tough and that even the best of clients are having problems. That’s why when your client needs a bond Commonwealth Surety should be the first call you make. With our “A” Rated Treasury Listed bonds we can provide the bond you never thought you could get. Why shop around, get buried with paperwork and hear excuses? If we can’t write the bond nobody can! We specialize in bonding those “less than perfect” clients, without cash collateral or Letters of Credit, and we’ll get you that “YES” that you want to hear in 24 hours or less. We’ve been writing bonds for small and midsized companies for over 20 years. No bond is too big or too small. And by the way, we’ll even write that bond for your perfect clients. Call now and get results not excuses. TOLL FREE: 1-800-886-7760 FAX TOLL FREE: 1-800-566-7761

The place for the hard-to-place Bonds


A few words with Jeff Gerhart of Mosteller & Associates “The biggest risk [of ignoring HR] is not valuing employees,” shares Jeff Gerhart, an associate with Mosteller & Associations, IA&B’s contracted HR consultant firm. “Employees pick up on that right away.” Gerhart is one of the firm’s 16 associates – all of whom are “seasoned, senior-level practitioners” who held upper-management and executivelevel positions “on the other side of the street” before becoming consultants. That background is one of the reasons IA&B selected the firm — and why member agencies already are finding the consultants so helpful. “We have enough experience that, no matter what, we have a resource to tap into,” says Gerhart. Associates’ histories cut across all industries, yet many of their clients fall within the financial services industry, including banking and insurance. Services provided range from employment practices, compensation and benefit plan design, and retirement plans, to executive search and recruiting and complete HR audits. “When we say full service, that’s what we mean,” says Gerhart. “We handle everything from small projects to full outsourcing of HR departments.” Through HR Solution, IA&B members have access to consultation and research, as well as a 15 percent discount on additional services, from Mosteller & Associates. To learn more about Mosteller & Associates, visit or call (610) 779-3870. For more on HR Solution, visit

[ 16 ]

access to downloadable posters to meet labor law requirements and a comprehensive law chart, complete with explanations of who must comply and where to find further information. “I go to the HR section of IA&B’s Web site every month for updates and notices that need to be posted in the office,” says Donna Dates, of The Winans Insurance Agency in Warren, Pa. “So many things would be going through the cracks if I didn’t have IA&B for a resource.” Consultations It’s good to have an expert in your corner. That’s why IA&B partnered with HR firm Mosteller & Associates — to provide guidance on those sticky and complex situations common in the HR realm. Mosteller offers phone consultations and research as part of IA&B’s HR Solution. Member agencies also are privy to 15 percent discounts on services above and beyond base-level consultations. (See sidebar on left for more on the firm’s capabilities.) “Primarily, our role is to handle first-line triage, if you will,” explains Jeff Gerhart, an associate with Mosteller. “If something comes up in an agency — ‘I don’t know how to handle an employee, is there a federal or state law I should be aware of, I have a compensation problem or benefit gap’ — we’re there to help.”

Success simplified It’s time to set your excuses aside. IA&B’s HR Solution simplifies the tasks and roles that so often fall to the wayside in independent agencies.


With a visit to, IA&B members take a solid first step toward creating a compliant, legally protected and efficient workplace. “We so appreciate that IA&B puts such effort into getting us the resources we need,� shares Dates. “Our role is complicated, and I could not do what I do without IA&B’s HR resources.�

Goodville Mutual New Holland, Pa. Partnering with the finest independent agents for over 80 years Contact Fred Macy, CPCU 800-448-4622



GIVING PROPERTY OWNERS CONFIDENCE TO BUILD UPON. Years ago, Mike Serluco had a national company insuring his growing property development business. “But they go the way the wind blows,â€? he says. Then Independent Agent Don Kingsbury, of Christian Baker Insurance Agency, Lemoyne, suggested a local insurer with a stronger commitment to building owners – Millers. “It’s very, very important for an investor to have an insurance partner, and that’s what I call Millers,â€? Mike says. With the few insurance claims he’s had, “Bing, bam, boom – it’s done and taken care of.â€? Adds Kingsbury, “With Millers, they actually listen to what you have to say. And not only do they know this industry, they offer package policies at a good price, and they back it up with excellent claims service.â€? Smart business people, independent agents and Millers...truly partners in protection. .*--&34.656"-(3061t805 N. Front St., Harrisburg, PA 17108  'BYtNJMMFSTJOTVSBODFDPN *OTVSJOHZPVSCVTJOFTTUISPVHI.JMMFST$BQJUBM*OTVSBODF$PNQBOZ *OTVSJOH-JHIU.BOVGBDUVSJOHt0GGJDFTt4NBMM3FTUBVSBOUTt3FUBJM4UPSFT 4USJQ.BMMTt"QBSUNFOU#VJMEJOHT

[ 17 ]

Platinum Profile Insurance Agents & Brokers proudly recognizes Harleysville Insurance as one of its Platinum Partners. IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.

FEATURED PARTNER Harleysville Insurance CHIEF EXECUTIVE OFFICER Michael L. Browne President and CEO COMPANY LOCATIONS Home office in Harleysville, Pa., with four regional and 16 branch offices A.M. BEST RATING A (Excellent) Stable outlook WEBSITE


arleysville Insurance is a leading regional provider of insurance products and services for small and mid-sized businesses, as well as for individuals — ranking among the top 70 U.S. property/ casualty insurance groups with $1.1 billion in annual net written premiums. Harleysville also is ranked nationally as one of the 20 largest commercial multi-peril insurers and as one of the top 15 “Write Your Own” flood insurance carriers. Commercial lines generate 79 percent of the company’s property and casualty risk portfolio, while personal lines sales account for the remaining 21 percent. In addition, Harleysville’s agents have the unique capability of rounding out customer accounts through a full line of life and flood insurance products. At the heart of Harleysville’s success are the lasting partnerships the

company has developed with its more than 1,300 independent agencies. Harleysville distributes its products exclusively through independent insurance agencies and reflects that commitment to its agency force by being a Trusted Choice® company partner. To perpetuate its longstanding agency relationships, Harleysville provides decision-makers close to the point of sale — field underwriters dedicated to specific business segments and customer service representatives licensed to assist agents with their account management responsibilities. Having “Good people to know” at all levels of the organization serves to define Harleysville in the marketplace by delivering on its brand promise every day — making it easy for agents and policyholders to do business with the company through advanced technology and customer-friendly services.

“Our independent insurance agents are trusted advisors who offer their customers freedom of choice through the companies they represent. As a Platinum-level supporter of the IA&B Partners Program, Harleysville is investing in the futures of both our company and our sole distribution outlet — the independent agency system.” —Michael L. Browne, President and CEO


Listed below are those companies that strongly support the independent agency system and Insurance Agents & Brokers. Thank you for your continued sponsorship.

WHAT IS IA&B PARTNERS? The IA&B Partners program gives company and allied businesses the opportunity to demonstrate their commitment of support to independent agents and receive maximum market exposure. As an IA&B Partner, you will also realize the benefits of IA&B membership to help you succeed in the insurance industry.



ACUITY Berkley Mid-Atlantic Group Erie Insurance Group Harleysville Insurance Insurance Agents & Brokers Service Group Inc Millers Mutual Group Millville Mutual Insurance Co Mutual Benefit Group Ohio Casualty Penn National Insurance Selective Swiss Re The Main Street America Group Travelers Utica National Insurance Group

Aegis Security Insurance Co

GOLD LEVEL DO YOU SEE YOUR NAME? To become an IA&B Partner, choose the sponsorship package that matches your commitment of support. Contact the Member Sales Center at (800) 998-9644, (717) 795-9100 or visit us online at to get started.

Agency Insurance Company Auto-Owners Insurance Company Briar Creek Mutual Insurance Company Builders Insurance Group Chubb Group of Insurance Companies Encompass Insurance First General Services Foremost Insurance Group Goodville Mutual Casualty Company Grange Insurance Companies Hanover Fire & Casualty Insurance Company Insurance Alliance of Central PA Inc Insurance Placement Facility of PA Keystone Insurers Group Inc

Allied Insurance MMG Insurance Progressive

Lebanon Mutual Insurance Company


Mercury Casualty

American Mining Insurance Co Cumberland Insurance Group Donegal Insurance Group Frederick Mutual Insurance Co Harford Mutual Insurance Co Juniata Mutual Insurance Co PSBA Insurance Trust The Motorists Insurance Group Westfield Insurance Zenith Insurance

Penn Millers Insurance Company

Mercer Insurance Group Merchants Insurance Group

Penn PRIME Municipal Insurance Reamstown Mutual Insurance Company Rockwood Casualty Insurance State Auto Mutual Insurance Company TAPCO Underwriters Inc The Brethren Mutual Insurance Company The Mutual Service Office Inc Tuscarora Wayne Insurance Company

Primary Agent October 2010


NFIP floats lower premiums PRP eligibility extension makes waves for agents

Buildings owners who have seen flood insurance premiums increase as a result of remapping will have an opportunity to secure a lower rate as of Jan. 1, 2011. But with this opportunity come administrative challenges for agents.

Primary Agent | October 2010


n 2003, with more than 70 percent of the country’s flood maps at least 10 years old, the U.S. Congress passed legislation and appropriated funds to determine the actual flood hazard. The Federal Emergency Management Agency was tasked with providing updated maps to communities via the five-year Map Modernization Program.

As a result, many areas that were thought to have had a low to moderate risk of flooding are now being identified accurately as areas with a high hazard. Unfortunately, property owners in those areas are faced with “sticker shock” when they purchase flood insurance. In recognition of the financial hardship placed on owners of buildings that have been remapped from a lower hazard area into a Special Flood (high) Hazard Area (SFHA), FEMA — parent organization of the National Flood Insurance Program (NFIP) – will extend the eligibility for the Preferred Risk Policy (PRP) beginning Jan. 1, 2011. Those newly designated in a SFHA following a map revision on or after October 1, 2008 may qualify for the lower-cost PRP for two years following the effective date of the map change. In many cases, these building owners are being required by their lenders to purchase flood insurance for the first time.

FEMA will extend the eligibility for the Preferred Risk Policy (PRP) beginning Jan. 1, 2011.

There is a backward and a forward look to this plan. The backward look will not be a refund program, but rather it will extend the two-year PRP eligibility at the next renewal after Jan. 1, 2011. After the two-year PRP extension, these buildings can then be grandfathered into the lower hazard zone (Zone X) for future rating using standard NFIP rates. Looking forward to buildings newly designated in a SFHA on maps effective Jan. 1, 2011 and into the future, policies initially can be written in the PRP for two years and then continue to be rated as low to moderate hazard buildings into the future.

A backward look: what it means to agents


The mechanics of this plan will take some sorting out. Let’s start by considering the backward look: A building newly designated in a SFHA due to a map revision effective after Oct. 1, 2008 may have already been written on an NFIP policy using elevation rating, standard A or V zone pre-FIRM rates, or even grandfathered to standard B, C X zone rates. The NFIP and the Write Your Own (WYO) companies will try to identify all the existing flood policies that fall into this category. A letter will then be sent to the policyholder advising them that they may be eligible to renew their flood policy for the next two renewal years by converting to a lower-cost PRP. That letter advises the policyholder to consult the flood plain manager for their community. However, it is most probable that the recipients of the letter will consult their insurance agent instead. Agents must be

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Agents must be prepared to answer questions and coordinate with the WYO to make sure that the PRP extension is granted if it is to their client’s benefit. ________________________________


Revised flood maps The following is a partial list of communities who have revised flood insurance maps in use. Only those communities whose maps are effective after Oct. 1, 2008 will be eligible for the PRP extension. Be sure to check specific community numbers to be certain of status.

Pennsylvania New maps effective before Oct. 1, 2008 (not eligible): Chester County – some Clinton County Columbia County Montour County Northumberland County New maps effective after Oct. 1, 2008 (eligible): Adams County Centre County Chester County – some Cumberland County Delaware County Perry County Union County York County

prepared to answer questions and coordinate with the WYO to make sure that the PRP extension is granted if it is to their client’s benefit. Agents may not want to wait to be advised of current policyholders eligible for the PRP extension. As with any large sorting effort, some may be missed. Agents can profile their own book of business by effective date to see which of their insureds qualify. Here’s how: w Determining eligible policies You will be looking for new or renewal policies written between Oct. 1, 2008 and Jan. 1, 2011 that were newly designated within a SFHA due to a map revision effective Oct. 1, 2008 or later. Policies written prior to

Maryland New maps effective before Oct, 1, 2008 (not eligible): Baltimore County Frederick County Montgomery County – some

Delaware New maps effective before Oct. 1, 2008 (not eligible): New Castle County

state; choose the PDF version to view the list and review the column headed “current map effective date.” Information may also be obtained by calling the FEMA map information exchange at (877) 336-2627. If none of the identified policies matches with a remapped community from the list, then there will be no renewals eligible for the PRP extension. The only policies that may be eligible will be the ones written after Jan. 1, 2011 as the result of a map change that reclassifies the building’s location into a SFHA. We will deal with that later in this article. w Revisiting those who rejected coverage

that date are grandfathered to whatever NFIP flood zone and Base Flood Elevation used when originally written. (See “Grandfathering Rules” in the NFIP Manual, pages 22-23.) Once sorted by effective date, identify the NFIP (FEMA) community number based on the building’s location. The community number will appear on the existing flood policy declarations. Using the “community status listing,” identify any community with a current map effective date of Oct. 1, 2008 or later and cross reference with your identified flood policies. Access this list at At the home page, select the flood insurance library; select community status list; sort by

[ 22 ]

In addition to checking current policyholders for eligible remapped communities, agents may also want to revisit flood insurance quotes for any client who was affected by the map change and who rejected flood coverage for either building or contents. This may be a good precaution against a future Errors and Omissions claim. Those clients will also qualify for this PRP extension when written after Jan. 1, 2011. w Adopting PRP standards When existing policies are renewed as PRP policies, the level of coverage will be at the next highest limit from the current building coverage limit. PRP policy rates are in preselected coverage combinations, and both building and contents are included. If an insured has only building coverage, the contents coverage will be

Primary Agent | October 2010

effective automatically with the change, and there will be no waiting period enforced. (For additional information and rate tables, see the NFIP Manual for agents, PRP section.) If the existing insured wants to increase coverage beyond the applicable tier because the PRP has much lower rates, then a 30-day waiting period will apply to the increase in limits. Of course, a new voluntary purchase of flood insurance, even a PRP, will have the normal 30-day waiting period for coverage to be effective. w Taking advantage of the extension Documentation will be required when writing coverage using the PRP extension. The loss history requirements must still be met. These are detailed in the PRP section of the flood manual, but basically if there have been two claims for flood losses or two disaster payments for flood losses to the building in any 10year period, the building will be ineligible for the PRP extension. Additionally, there will need to be documentation verifying the current and previous flood risk zones before and after the map change. Historic (old) flood maps are available online at or by calling the Flood Map Information Exchange (FMIX) at (877) 336-2627. After the eligible clients have been identified, agents will need to coordinate with the WYO company who issues the policy to find out how the renewal will be accomplished. Each WYO will be responsible to create a

[ 23 ]

procedure to handle this function. In some cases, a renewal application making the change may be required. In other cases, the WYO company may be able to handle the rollover to PRP at renewal electronically.

Additionally, an agent will need to be informed as to what information will be sent to the insured as well as the procedure for billing and notification to mortgagees. An agent should request a copy of any list of


eligible policyholders identified by the WYO to compare with the list of policyholders identified by the agency, as well as a copy of any letter sent to the policyholder notifying them of eligibility.

A forward look: what it means to agents If an agency has no clients who will be affected by the backward look to communities remapped after Oct. 1, 2008, it will still need to be aware of all clients affected in the future by maps which become effective after Jan. 1, 2011. The procedure for offering the PRP extension to these clients should present less challenges than the backward look. When a building is

remapped from a lower hazard flood zone into the SFHA, then it is eligible for the PRP for two years from that time, and after that eligibility expires, the building can continue to be rated in Zone X per the rating rules applicable to “grandfathered” properties. A list of communities whose maps have been completed but have not yet been made final is available to agents at It is necessary to sign up for the agents-only section of that website to access this list. Once there, click on map modernization and select “map update schedule.” This will display a list by state and county

of the communities which have new maps not yet in effect. Keep in mind, the rate zone which provides the best advantage to the policyholder is the one that should be used for rating. There is, however, both a pricing impact and a coverage impact to the flood zone used for rating. At times, based on elevation, the SFHA rates may actually be lower than standard zone X rates. However, a second look is advised if the building is classified as an “elevated” structure. The reason for this is a coverage issue. Per the standard flood insurance policy, coverage in an enclosure under the elevated level of a Post FIRM building rated in zones A1-A30,

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[ 24 ]

Primary Agent | October 2010

AE, AH, AR, AR/A, AR/AE, AR/AH, AR/A1-A30, V1-V30, or VE and V is limited to a specified list of mechanical equipment. If a building is rated in Zone X, that limitation does not apply. Items of property, both building and personal property, are fully covered by the flood policy in an enclosure under an elevated building rated as Zone X. For a complete copy of the FEMA bulletin outlining this procedure and a copy of the revised PRP flood manual pages, request bulletin W-10076 from Once there, select WYO Program bulletins. Additional information will be updated regularly on as well.

Conclusion This effort to reduce the “sticker shock” of flood insurance premiums for people that are newly remapped from a low hazard zone into a high hazard zone is admirable on the part of the NFIP. It will help at-risk property owners secure the necessary protection for their buildings and contents at an affordable rate. It will be, however, a challenge to the agency force to understand the process and monitor the policies as they go through the process of PRP extended eligibility and later conversion to standardrated policies. Consulting with the Write Your Own company that services an agency’s flood

business is essential in making certain that the insurance client is well served. Editor’s note: This article was current as Primary Agent was compiled. Since then, information may have changed. Please consult the NFIP website ( and/or your WYO company for updates.


Rita Hollada, CPCU, CIC, CPIA, compiled this resource. A member of the Flood Insurance Producers National Committee, Hollada is an IA&B instructor and is working with the American Institutes (CPCU) on the development of the new Associate in National Flood Insurance designation.

YOUR SUPPORT MATTERS. CONTRIBUTE TO AGENTPAC. Through AgentPAC, IA&B can work to elect legislators who understand you. IA&B is a strong advocate for you, but even the strongest advocate cannot succeed unless there are legislators who understand the issues faced by independent agents — that is where your support matters! Help IA&B support legislators who understand independent agents. Contribute to your state AgentPAC.

Affiliated with


In Delaware & Pennsylvania

Driving members to distinction [ 25 ]

Primary Agent | October 2010

Technology U P DATE

THE BEST WEB MARKETING STRATEGY YOU’VE NEVER HEARD OF How to get the most out of “local search”

MATTHEW MARKO Matthew Marko is a Marketing Process Manager for Progressive Insurance. He works to provide local marketing strategies and tools to help independent agencies grow their business, and has developed several online marketing webinars for Progressive agents on E-mail him at matthew_marko@ Matt prepared this article for ACT. For more information about ACT, contact Jeff Yates, ACT Executive Director at This article reflects the views of the author and should not be construed as an official statement by ACT.

By now, you’ve probably heard how creating a website or using social media can help increase visibility and generate leads for your agency. The ACT website is filled with resources highlighting how to use these tools effectively. But there’s one tool you may not have heard about — even though it’s a fast, easy way to reach thousands of people in your local area who are shopping for insurance right now. And, it’s free. It sounds too good to be true, but “local search” can give your agency excellent visibility at the same moment

consumers are looking for a local agent. What is local search? Quite simply, local search is the name used to describe search engine results that show local business listings when a consumer searches for products or services in his or her area. For example, if a consumer enters “insurance + Savannah, GA” the results page will include a map and a list of the top ranking local agencies. Think of it as the new online alternative to a yellow pages directory. Because local search sifts through business data, not websites, your agency doesn’t [ 26 ]

need a website to be included in local search (however, websites are still recommended to help consumers find information about your agency). And since local search listings are often positioned higher on the results page than websites, your agency may show up above the top ranked insurance website — a position many spend thousands of dollars in search engine optimization to achieve. By claiming your agency’s free local listing, you’ll open the door for additional exposure and new business leads. Why local search works: w Ninety-seven percent of consumers use the Internet to shop locally.1 w Ninety percent of online searches start with a search engine, not2 a company website. w Americans conducted 16.4 billion searches in

June 20103, and 20 percent of Google searches are local in nature4. This suggests over three billion local searches are conducted in the U.S. every month. w Of the more than 20 million businesses in the U.S.5, only 2 million (10 percent) have claimed a Google local listing.6 w We all know the Internet has changed the way consumers look for information about products and services. But according to a Progressive survey, three out of four independent agencies still haven’t taken advantage of local search. Now is the perfect time for you to take the lead in your market by developing a local search strategy. How to get started The easiest way to claim your local listing is by visiting, a free service that checks your current listings and helps you claim them with major search engines including Google, Yahoo and Bing. Just type in your agency name and zip code, and will score you on how well your agency is represented in local search. If you haven’t claimed your listings, the site will also link you to the claiming page of each search engine. The rest is simple. For each search engine, just register for a free account, then provide information about your agency. Be sure your listing includes the following essential details: w Business address w Local phone number w Website (if applicable) w Business hours w Insurance products w Special services

Here are a few more tips for setting up your local listing: w Be consistent: Make sure your agency information appears exactly the same everywhere online. When search engines locate information about your agency, they look for exact matches. By providing consistent information, you can start pushing your agency toward a higher local search rank. w Get verified: As part of the claiming process, you’ll need to verify that you are who you say you are. This verification is different for each search engine, but is typically done by sending a confirmation code via phone or postcard. w List multiple locations: If your agency has multiple locations, claim a listing for each office. However, avoid creating duplicate local listings for the same location. Search engines will likely penalize you for doing so. Making the most of local search After you claim your listing, adding more relevant information will likely help your agency move up on the list of local results. Here are some ways to enhance your local listing: w Include keywords: Update your business description and categories to reflect your offerings (ex: auto insurance, home insurance, business insurance). If you represent carriers with recognizable brands, include carrier-approved keywords (ex: “Authorized Progressive Agent” is preapproved for Progressive agent use, and other carriers have similar programs). [ 27 ]

w Get reviewed: Encourage customers to post reviews of your agency. w Increase exposure: Add your agency to other free online directories, like,, and your local Chamber of Commerce website. Also consider submitting your agency information to Universal Business Listing, which distributes your agency information to online directories for only $30 a year. w Add content: Post additional content like photos and videos to your listing. w Learn from others: Study the listings of high-ranking agencies in your area and adopt their best practices. w Monitor your listings: Assign one person in your agency to monitor listings on a monthly basis. The local search environment is constantly changing. By acting before your competition, you’ll get the greatest impact and value from your listing. You have nothing to lose: It’s easy. It’s fast. It’s free. ___________________________ 1. 2. 3. Press_Releases/2010/7/comScore_Releases_June _2010_U.S._Search_Engine_Rankings 4. googleplaces/metrics 5. #Nonemployers 6. googleplaces/metrics

Classified ADVERTISEMENTS SOUTHEAST PA PRODUCERS & AGENCIES Professional agency since 1926 located in Feasterville, Bucks County, Pa. Call for confidential information and a review of our services. Contact Ray Reinard at (215) 375-8600, Ext. 119.

LOOKING TO BUY! Agency in Snyder, Union and Northumberland Counties. All inquiries kept confidential. Call Gary at (570) 524-7670.

If you would like to place a Classified Advertisement, simply fax your ad on company letterhead to (717) 795-8347, and we will take care of the rest.

Ad Index ACUITY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 Brokers Surplus Agency . . . . . . . . . . . . . . .1, IBC Commonwealth Ins Co . . . . . . . . . . . . . . . . . . .15 Cumberland Insurance Group . . . . . . . . . . . . .11 EMC Insurance Co . . . . . . . . . . . . . . . . . . . . . .IFC Elizabethtown Insurance Co . . . . . . . . . . . . . .IBC Goodville Mutual Cas Co . . . . . . . . . . . . . . . . .16 IA&B Partners Program . . . . . . . . . . . . . . . . . . .19 IA&B Series Ads . . . . . . . . . . . . . . . . . . . . . . . . .25 Interstate Insurance Mngmnt. . . . . . . . . . . . .OBC LIG Insurance Co . . . . . . . . . . . . . . . . . . . . . . .IBC Miller Mutual Group . . . . . . . . . . . . . . . . . . . . .17 Mutual Benefit Group . . . . . . . . . . . . . . . . . . . .11 Penn National Insurance . . . . . . . . . . . . . . . . .23 Preferred Property Program . . . . . . . . . . . . . . . .5 Tri-State General Ins Ag . . . . . . . . . . . . . . . . . .24 [ 28 ]

Cryogenics turn up the heat on life insurance sales Don’t freeze up if a customer asks about a life insurance policy to finance cryopreservation — freezing with the intention of later revival. Cryogenics companies encourage customers to take out life insurance policies and list them as the beneficiary, in effect creating a payment plan. According to the Cryonics Institute, fees range from $28,000 – $155,000 for whole body cryopreservation and $10,000 – $80,000 for a head-only option. Some companies frown on the practice, so whatever you do, make sure your underwriter is on board … or it could be your head on the chopping block. ----------------------------------------------------------------———————------The Last & Least column is dedicated to the industry’s oddities — from creative claims and kooky coverages, to (tasteful) jokes and strange stories. Submit yours to, subject line: Last & Least. The editor will happily protect sources’ anonymity upon request.


EIC ELIZABETHTOWN INSURANCE COMPANY 56 N Market Street, Elizabethtown, PA 17022

SERVICE and STABILITY since 1844 Does your agency need a carrier that provides outstanding service to both you and your clients? We offer products to protect your personal and commercial lines clients. Our service is outstanding, our pricing is competitive and we do not use credit scores as part of our underwriting process. Our FRPPLVVLRQVFKHGXOHLVUHZDUGLQJDQGZHRIIHUDSUR多W sharing program that includes production incentives. If you would like to learn why a partnership with EIC is a great choice for your agency, please contact Lynn Reynolds at or call her at 800-736-8112, extension 404.

Residential Contractors with up to 5 employees can find great deals on liability insurance at Brokers Surplus Agency. We represent Utica First Insurance, one of the largest writers of small contracting firms in the Northeast, and we can give you a free quote on all your coverage needs! Call or email us today! Brokers Surplus Agency, P.O. Box 2849, Warminster, PA 18974  Call (215) 443-9900

Contact: Dennis Marsaglia, Ext. 230 Evelyn Frisch, Ext. 227

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Primary Agent - October 2010 - MD Edition  
Primary Agent - October 2010 - MD Edition  

Primary Agent - October 2010 - MD Edition