Primary Agent - October 2024

OCTOBER 2024

TRAINING & EDUCATION ISSUE

BLAIR MATTHEISS ON EDUCATION AS AN INVESTMENT

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE INSURING CAREERS CERTIFICATION PROGRAM NEW DESIGNEES

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.

OCTOBER 2024

CONTENTS FEATURED 8

INTERVIEW WITH BLAIR MATTHEISS

Blair Mattheiss, president of B J Mattheiss Insurance Inc., discusses industry changes, the family business, and professional training.

> > > > 12 15 JOIN US ON SOCIAL MEDIA: 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 October 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.

Cover photography by Danielle Arcilesi Photography.

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INSURING CAREERS CERTIFICATION PROGRAM

IA&B is committed to finding and preparing the next generation of insurance professionals through this new program, which will launch in January 2025.

NEW DESIGNEES

IA&B commends these new CIC, CISR, CISR Elite, and CPIA designees for their commitment to professional training.

MEET MADDY SCHWENK

Learn how Maddy Schwenk, of Gerhart, Hartman & Ritner, went from agency intern to licensed agent, thanks in part to an IA&B education scholarship.

MONTHLY 2 PRESIDENT'S MESSAGE 3 CLAIRE-IFICATION 4 COVERAGE CORNER 6 NEWS & NOTES 21 UPCOMING EDUCATION IABforME.com |

1

PRESIDENT'S MESSAGE

INVESTING IN THE FUTURE

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

I’ve been accused by many (the IA&B staff, my kid ...) of over exaggeration. The most recent burger is the best ever; this is a top three movie (when I have 100 top threes); Stevie Nicks is the best female rocker in the world (okay, that one is true).

IA&B BOARD OF DIRECTORS

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

OFFICERS

But now, I am not exaggerating – our new Insuring Careers Certification Program is going to positively impact members for years to come. Launching on Jan. 2, 2025, the program will focus on recruiting, training, licensing, and introducing new professionals to our member agencies.

Sarah Brown, CIC, CRM, AFIS - Chair

For nearly two years, our staff has been hard at work developing the curriculum for this program, which will teach insurance basics (both personal and commercial), business skills, and pre-licensing education. Graduates of the program will be well-rounded insurance professionals.

Lisa Parry, CPIA

Chris Miller, CIC

Greg Bennett

Bill Purdy

The Insuring Careers Certification Program will be an invaluable tool for agencies with new staff who need introductory training. Instead of simply getting new staff licensed through IA&B, you can enroll them in this program for more comprehensive training.

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

In addition, IA&B will recruit individuals into the program and, in time, deliver new talent to our members. We hired a full-time Director of Career Services who will speak with high school and college students; those looking to make career changes; and those looking to get back into the workforce after an absence. She will promote the many positive aspects of the independent insurance industry and aim to enroll them in the Insuring Careers Certification Program.

Be patient with us. It will take time to develop a pipeline of students, and in turn, a list of graduates ready to be hired. But we are putting everything we have into this program, as we see it as the future – for you and IA&B. No exaggeration.

Onward and upward,

Keller Brown Insurance Services | Shrewsbury, PA

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

MEMBERS 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

NATIONAL DIRECTORS Jason F. Ernest President & CEO

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

OCTOBER 2024

CLAIRE-IFICATION

CLAIRE-IFICATION IA&B Vice President - Advocacy Claire Pantaloni, CIC, CISR Are you a member with a question?

Contact Claire to find the answer at 717-918-9202 or ClaireP@IABforME.com.

QUESTION: Blanket Additional Insured Endorsement: Does the agency have a responsibility to ask the insured if they have a written agreement requiring the holder to be listed as an AI?

ANSWER: When providing a Certificate of

were met, including the existence

forms, which is likely, remember

Insurance (COI), it is best to stay

of a written contract.

that each form comes with a Form

away from describing, restating, or interpreting the coverage.

From a best practices standpoint, the preferred method is to use generic language and simply attach the blanket Additional

Instruction Guide (FIG) which More generally, it is not the agent’s

should be accessible through your

responsibility to review contracts

agency management system or

and/or to opine on what is needed

through your ACORD subscription.

outside the insurance policy or to

The FIG gives guidance on each

alert customers of everything in

field to be completed on the form,

the policies or endorsements. If

Insured endorsement form to

something that can assist agency

you do so, you may find yourself

staff, ensure consistency among

the COI. Writing something along

creating a duty where none exists.

them, and avoid errors.

the lines of “Additional insured

When you choose to highlight

status is granted as provided in

certain areas of the policy and not

and to the extent of the attached

highlight others, you can make

is to provide a general background regarding the

endorsement” might accomplish

your agency more vulnerable,

Producers and agencies should consult an attorney

that goal. The wording simply

particularly when a claim occurs

regarding specific situations and specific questions

in an area you chose not to draw

document. Neither the Insurance Agents & Brokers

refers to the endorsement but stays away from interpreting the policy and giving direction to the insured. This puts the burden

attention to.

This document is not a legal opinion and should not be relied upon as such. The intent of this document topic or topics discussed, not to provide legal advice.

with respect to the topic or topics covered in this 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

Finally, proper handling of certificates includes use of a

on the insured’s certificate

current form, and no alteration

holder to make sure the specific

of the form. It is also good to

requirements in the endorsement

know that if you are using ACORD

IABforME.com |

any statutes, regulations, court rules, and/or any other government documents cited in this document.

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

3

BACKUP VS. OVERFLOW

By Bill Wilson I used to work with a lady whose extended family reminded me of The Waltons … the TV show, not the box store family. They all lived on a mountain, well, actually a large hill, and where they lived on their property was determined by where they fell within the family tree.

material to this story. She went with a sibling and a mutual friend on vacation for a week one summer.

Unbeknownst to her and to everyone on the mountain, somewhere around the time she departed a blockage occurred in the sewer line between her house and the highway.

Her great grandparents lived in a large 19th century house at the very top of the hill. Her grandparents lived a little further down the hill in an even older, but smaller, home.

Below them resided her parents.

Horizontally at several levels on the hill were aunts, uncles, cousins, and siblings in various sized dwellings and mobile homes.

While she was gone, when higher status family members flushed their toilets or took a bath or shower, the contents made it all the way down the hill … where they encountered the blockage and began to back up until, cumulatively, they made their escape into and throughout her house.

She lived at the very bottom of the hill next to the public highway. That’s 4

Initially, the contents backed up through her toilet and into her home, then simply discharged into her house whenever a toilet was OCTOBER 2024

flushed or water was used higher up on the hill. Unfortunately, since she was gone for a week, no one higher on the hill was aware that water and sewage were escaping into her house and not the main sewer line at the highway.

This is true backup from a sewer or drain which, unfortunately, is arguably (see below) not covered by most homeowners’ policies. For example, the ISO HO 00 03 excludes: “Water or waterborne material which backs up through sewers or drains or which overflows or is discharged from a sump, sump pump, or related equipment.”

Needless to say, unless coverage is endorsed onto most homeowners’

COVERAGE CORNER policies, insureds can suffer damage and remediation claims in the tens of thousands of dollars when sewage backs up into a home.

Contrast this with a simple toilet overflow where the water overflowing into a home never passes through a sewer line or drain. There are a number of ways a toilet drain can be blocked, ranging from excessive use of paper to a child stuffing a toy down the drain. Someone flushes the toilet, unaware of the blockage, and the tank fills and continually overflows from the toilet, for the most part, without ever entering the toilet drain or sewer line.

Contractor Insurance that Measures Up.

Now, note the wording of the ISO exclusion which only applies to “backup” through sewers or drains.

The part of the exclusion attributable to “overflow” only applies to overflow from a “sump, sump pump, or related equipment.” An overflow of this type is not excluded by language like that in the ISO homeowner form, nor is there any reverse flow backup.

In fact, one might argue in the “Waltons” example above that only the initial backup of water and sewage from the blockage near the highway into the home is excluded.

The remainder of the damage arguably arose from an overflow, not a backup, from a sewer line but not from a “sump, sump pump, or related equipment.”

While this column is devoted to personal, not commercial, lines

Insuring Opportunity Through Mutual Success.® Trust Harford Mutual Insurance Group to provide comprehensive property and casualty insurance designed to protect what matters most to your policyholders— their business.

In addition to contractors, we write a wide

Continued on page 7

variety of Property & Casualty classes.

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

Scan the QR code to learn more.

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NEWS & NOTES

YOUNG AGENT CONFERENCE DEADLINE Hurry! Registration closes on Oct. 14 to attend the 2024 IA&B Young Agent Conference, coming to Gettysburg, PA on Oct. 28-29.

The conference brings together an energetic, driven group of young agents who are actively seeking to develop their skills and careers.

Save your spot.

IABforME.online/YAconference 800-988-9644, option 1

THANK YOU TO OUR VOLUNTEER LEADERS Sending our sincere thanks to the following member agents who recently completed their terms on the IA&B Board of Directors. Their contributions of time and expertise helped to provide strategic direction for the organization, which will benefit our membership for years to come.

Len Gieseler, LUTCF Element Risk Management Pottstown, PA

Unruh Insurance Agency, Inc Denver, PA Agency Scholarships for CIC Courses Kocman Insurance Group York, PA Stubbs Insurance Associates, Inc Wernersville, PA Full CISR Designation Scholarship IA&B's Jessica McWilliams (left) and Heather Ulrich accepted the Excellence in Education Award.

EXCELLENCE IN INSURANCE EDUCATION IA&B received two Diamond-level 2024 Excellence in Insurance Education (EIE) Awards at the Big “I” Education Convocation, held in September.

This marks the eighth consecutive year IA&B has been recognized with EIE Awards for its significant contributions to insurance education.

SCHOLARSHIP RECIPIENTS This fall IA&B awarded insurance education scholarships to the following member agencies and individuals: Agency Scholarships for CE Webinars

Candace Shoupe, AAI, AIC CBM Insurance Agency New Castle, DE

Bob Smyrl, CIC Robert L Smyrl Inc. Hatfield, PA

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The Insurance Market, Inc Laurel, DE Liberty Insurance Agency Pittsburgh, PA Rossbacher Insurance Service Corry, PA Agency Scholarships for CISR Courses Harry L Bubb Associates, Inc Shrewsbury, PA OCTOBER 2024

Lisa Sorensen Snyder Insurance Agency Bethlehem, PA Full CIC Designation Scholarship Marla Fleming Ferri Dawson Insurance Group Murrysville, PA IA&B introduced the insurance education scholarship program in late 2018 to support the future of the independent agency system.

The scholarship program aims to develop new talent and support existing agency staff through insurance education.

Each year, IA&B awards approximately $10,000 in scholarships to individuals and member agencies. The next round of scholarships, which will be awarded to member agencies, will be announced in spring 2025.

Scholarships for licensing study courses are available anytime.

IABforME.online/scholarships

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.

COVERAGE CORNER Registration is required.

Continued from page 5

The Power of Positive Feedback Wednesday, Nov. 6 | Noon-1 PM

coverage issues, it’s interesting to note that in ISO’s primary commercial property forms (e.g. the BP 00 03 and CP 10 30), a similar exclusion applies to both backup and overflow from a sewer or drain.

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

NEW TECHNOLOGY RESOURCE FOR MEMBERS

Researching, evaluating, and incorporating technology into an independent agency are common pain points. Enter Catalyit (pronounced: cat-a-lit), a go-to technology resource for insurance agencies.

IA&B members now receive a free, full-access subscription to Catalyit.

Get Started Today - Take advantage of this new member benefit by visiting: catalyit.com/iab If you want more information or have questions, contact: Claire Pantaloni, IA&B VP-Advocacy at ClaireP@IABforME.com or 800-998-9644, ext. 604.

So, what do you think, and what has been your experience with similar claims?

Agency owner Sarah Brown (second from left) with previous owners, her parents and grandfather, (left to right) Jeff Brown, Barry Keller, and Joy Keller-Brown

MEMBER AGENCY CELEBRATES MILESTONE ANNIVERSARY Congratulations to Keller-Brown Insurance Services – located in Shrewsbury, PA – for marking 125 years of continued family ownership!

The current agency president & CEO, Sarah Brown, is the fifth generation to run the business.

To recognize the anniversary, KellerBrown Insurance Services initiated a donation drive with the goal of raising $12,500 to benefit five area fire departments.

Is your agency celebrating a milestone anniversary? Whether it’s five years or 125 years in the business, we want to acknowledge your accomplishment. Email announcements and images to IA&B Public Relations Director Karen Robison at KarenR@IABforME.com.

Bill Wilson, CPCU, ARM, AIM, AAM is the founder and CEO of InsuranceCommentary.com and the author of six books, including “When Words Collide…Resolving Insurance Coverage and Claims Disputes,” which BookAuthority ranks as the #1 insurance book of all time. He can be reached at Bill@InsuranceCommentary.com.

LIVE CE WEBINAR

|

Learn more about tricky personal lines coverage issues in this upcoming live CE webinar.

BOTS, CRYPTO, WEED & OTHER RISKS YOU NEVER IMAGINED INSURING OCTOBER 17 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 IABforME.com |

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Q&A with

BLAIR MATTHEISS Blair J. Mattheiss, CIC is president of B J Mattheiss Insurance Inc., a full-service independent agency located in Baltimore, MD. Q. Tell us about the history of your agency and how you got your start in the insurance industry.

A. Our agency was established in 1941 by my grandfather Bernard J. Mattheiss and his brother Karl J. Mattheiss and was originally called Mattheiss Brothers Insurance. In 1960, the brothers chose to go out on their own with my grandfather naming his business B. J. Mattheiss Insurance.

My father, Bruce, began working with my grandfather in 1963 and eventually took it over in 1972.

I began working there in the summers of high school on the outside of the building – painting, landscaping, whatever needed to be done. Eventually during college, they let me inside the building, and I got licensed. I began my full-time career in 1991 after graduating college. I bought the agency in 2006 when my father retired after 43 years in the insurance business. My son Bryce (BJ) came to the agency in 2021, starting our fourth generation.

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the years has been the relationship with our clients. To me, it is still the most important aspect of our industry.

Communication, honesty, and integrity are essential. Our clients want to know they can trust and rely on us. The relationships we have built with our clients over the years have been the most rewarding aspect of my job.

Q. This issue of Primary Agent magazine is dedicated to professional training. As a longtime Certified Insurance Counselor (CIC), what do you consider the biggest benefit of the designation?

A. The biggest benefit of having my CIC designation is that I can access resources and offer my clients knowledge and understanding about our ever-changing industry.

The continued education helps bring new perspectives and ideas to my business, and I also feel it shows my commitment to my clients, carriers, and peers.

Q. In your experience, how has the independent agent career changed over the years?

Q. You and your team are “frequent fliers” with IA&B education. What drives your team’s commitment to insurance education? And why do you consistently turn to IA&B?

A. The industry has changed immensely over the years, most importantly with technology. When I began, I had to mail and eventually could fax applications to carriers waiting for quotes and correspondence. Today technology affords us much more time and flexibility as we can complete applications and rate, bind, and issue policies from our desktops any time of the night or day. This allows us to service our clients quickly and more efficiently.

Despite technological changes, the one constant over

A. In my experience, IA&B has continually developed an outstanding product with their commitment to the independent agent. They offer all levels of education from a new hire with no experience, to the most experienced veteran. I always encourage my employees to complete their CE with IA&B. I feel that using IA&B for education is a great investment for my employees and my agency.

Providing top notch education, knowledge, and resources to our agents only enhances the quality of service that our

OCTOBER 2024

ON THE COVER agency can offer our clients. IA&B’s commitment to the success of the independent agent has been a constant since the beginning of my career.

Q. Thank you for your involvement with IA&B over the years, serving on input panels and focus groups. What has been the best part of that experience?

A. For me, the best part of being involved on IA&B’s panels and focus groups is meeting new people and learning new perspectives. Exchanging ideas and being exposed to new and innovative ways to approach the insurance industry is exciting. I look forward to these opportunities and the new relationships and friendships that grow from them.

Q. Your son, BJ, now works at the agency. Was that always the plan? And what advice did you offer him when he came on board?

A. BJ always wanted to be in the insurance industry and always expressed an interest in working in the agency.

However, my advice to him was to go do something else on his own first and spread his wings.

EDUCATION

ADVOCACY

RESOURCES

8 G R E AT M E M B E R B E N E F I T S 1) Legal & Compliance Resources 2) Classes & Online Training 3) Marketing, Branding & Websites 4) Political Advocacy 5) HR & Hiring Solutions 6) Insurance for Your Agency 7 ) Industry News 8) Market Access & Carrier Relations QUESTIONS? CONTACT TIM WONDER, IA&B VP-MEMBERSHIP 717-918-9223 | TIMW@IABforME.COM

During college, he began an internship at Chesapeake Employer’s in the finance department. After graduation, he took a recruiting job with Insight Global. After a year at Insight, he was offered a position with Chesapeake as an underwriting trainee and worked his way up to underwriter obtaining his Workers’ Compensation Professional (WCP) designation. After four years at Chesapeake, he made the leap to “the dark side” ( joking, of course!) and began his career as an independent agent by joining our firm.

My biggest goals for him were to learn a great work ethic and to understand that, just because you are coming into the family agency, nothing will be given to you. My father was hard on me and taught me so much. I want him to have that same experience.

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

A. When I’m not working, I enjoy golfing and spending time at the beach in Ocean City, MD. My favorite time is spent with my family, no matter where that is. BJ just got married in June of last year, and our daughter Colbee is getting married this fall. My wife and I look forward to traveling more and visiting places on our bucket list.

IABforME.com |

IA&B works on your behalf to ensure that state legislators and regulators understand the issues affecting agents.

And your financial support amplifies your message. Please consider contributing.

More information at iabforme.com/political_advocacy

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PLATINUM PARTNER PROFILE

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

Total Insurance Solution We offer workers’ compensation, ProPack Commercial Package Policy, ProEdge Businessowners Policy, commercial auto, and commercial excess and umbrella insurance.*

Strong Regional Presence Our business insurance products are available in Connecticut, Delaware, Maryland, New Jersey, New York, and Pennsylvania.

NJM Insurance Group Founded in 1913 by business owners for business owners.

NJM understands customers want to feel secure in their insurer. Our passion for service translates to an earned reputation for the highest levels of customer satisfaction.

Plus, our 110+ year commitment to safety shows in the tools and resources we provide so employers can reduce the frequency and severity of accidents in their workplace.

We instill confidence in our policyholders by providing coverage that meets their insurance needs, so they can focus on what matters most: growing their business.

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Value-Based Insurance NJM helps business owners keep insurance costs low with complimentary loss prevention and time-tested, efficient, and cost-effective claims management.

Financial Strength We have an A+ (Superior) rating by AM Best, with a Financial Size Category of XV ($2 billion or greater). †

Marketing Benefits and Sales Support NJM-appointed agents receive a variety of marketing tools and support, including a co-branded billboard program, access to lead sharing, the ability to co-brand direct mail and marketing materials, and invitations to exclusive events.

OCTOBER 2024

Thank You

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

Acuity

Franchise Value Model

Erie Insurance

With limited appointments in each geographic area, your agency will have more opportunities to sell NJM Business Insurance.

Keystone

Visit njm.com/become-an-agent to learn more. * Products not available in all states. Commercial excess and umbrella coverage is available only to NJM ProPack or ProEdge policyholders, subject to underwriting approval and underlying coverage requirements. †

For the latest ratings, access www.ambest.com.

All applications for insurance are subject to underwriting guidelines and approval. Coverage and discounts are subject to policy terms, exclusions, and effective dates; limits and deductibles apply. Coverage is not available in all states. Insurance underwritten by NJM Insurance Company and its subsidiaries, 301 Sullivan Way, W. Trenton, NJ 08628.

Millers Mutual Insurance NJM Insurance Group Penn National Insurance

Become a Partner Today Interested in becoming a partner?

Reach out today.

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

IABforME.com |

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INTRODUCING A NEW IA&B PROGRAM:

Evolving regulations. Growing competition. Increasing workloads. The strains on independent agencies are many, but none weigh as heavy as industry perpetuation.

Ours is an aging workforce, and recruitment of new talent is paramount to the future of the independent agency system.

Enter IA&B’s new Insuring Careers Certification Program.

IA&B is committed to finding and preparing the next generation of insurance professionals through this program, which will launch in January 2025.

HOW THE PROGRAM BEGAN

WHAT THE PROGRAM ENTAILS

The IA&B Board of Directors and executive-level staff undertook intensive strategic planning in 2022-23. The work culminated in the development of a new strategic plan, vision, and mission statement – all of which emphasize industry perpetuation.

IA&B created the Insuring Careers Certification Program with the help of our renowned Property & Casualty insurance instructors. Designed for those new to the industry, the program covers insurance basics and business soft skills. Plus, it includes IA&B’s highly successful state licensing exam preparation, as well as application of acquired skills in real-life scenarios.

“Our strategic plan focuses heavily on bringing diverse, new talent into our industry and, specifically, into our member agencies,” said IA&B President & CEO Jason Ernest, Esq. As a result, IA&B spent the last two years researching members’ needs, determining recruitment opportunities, and developing the Insuring Careers Certification Program. This preparation included hiring a new full-time employee, IA&B Director of Career Services Heather Ulrich, who will focus on recruitment into the Insuring Careers Certification Program and manage the job board that connects these newly licensed program graduates with member agencies.

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The program is web-based (with the exception of Pennsylvania's in-person, licensing-exam preparation option) and comprised of over 30 education modules.

(See sidebar.) It provides a mix of learning formats – from video and narration, to reading and activities – developed by experienced instructional designers, as well as access to IA&B’s nationally recognized education team.

The self-paced program takes a maximum of six months to complete. After successful completion – which includes passage of the state licensing exam – students earn the Insuring Careers Certification.

OCTOBER 2024

INTRODUCING INSURING CAREERS

WHERE THE PROGRAM IS HEADED

HOW AGENCIES BENEFIT

The Insuring Careers Certification Program will accept its first students in January 2025. Member agencies can register their new, unlicensed staff to attend at a discount.

Do you have a new, unlicensed employee on staff?

Jumpstart their career with your agency by enrolling them in the Insuring Careers Certification Program.

The program is also open to those not already employed within the industry. IA&B will recruit participants, with a focus on high school and college students, professionals interested in a career change, and those who are looking to re-enter the workforce.

In addition to recruitment, IA&B will encourage those who earn the Insuring Careers Certificate to post their resumes on the IA&B job board, where they can connect with member agencies.

IA&B is committed to sustaining the Insuring Careers Certification Program – and in turn, introducing skilled, new talent into the independent agency system. Stay tuned in the months ahead as this initiative gains momentum.

Introductory pricing: Student sponsored by an IA&B Member agency $1,500 (members save $500) More information is available at IABforME.com.

PROGRAM FLOW The Insuring Careers Certification Program includes over 30 modules that cover these topics.

This preview shows a sample introductory module within the Insuring Careers Certification Program.

WANT TO LEARN MORE? Contact Heather Ulrich Director of Career Services HeatherU@IABforME.com 800-998-9644, ext. 407 IABforME.com

IABforME.com |

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OCTOBER 2024

RECOGNITION OF NEW DESIGNEES IA&B brings you educational designations developed by the American Insurance Marketing and Sales Society (AIMS) and Risk & Insurance Education Alliance. IA&B recognizes the following employees of member agencies who advanced their career by earning an industry-leading designation. AIMS offers the Certified Professional Insurance Agent (CPIA) designation, and the Alliance administers the Certified Insurance Counselor (CIC), Certified Insurance Service Representative (CISR), and CISR Elite. To learn more, visit IABforME.com/education.

Rylan Ebright

Joanne Lemelin

Mark Stevenson

Edith Enfield

Kathleen Maita

Donna Stevenson

Kimberly Gray

Katie Mowen

Steven Trego

Lora Guinn

Amber Patterson

Michele Weierbach

Daniel Harrison

Andrea Reitz

Maryland CPIA Designee

Trevor Hawkins

Janette Rodriguez

Elizabeth Milby

Thomas Knapp

Allison Ross

Patricia White

Shelley Kontra

Anya Schultz

Delaware CPIA Designee

Kratzer Insurance

Vision Insurance Agency

Glatfelter Insurance Group Univest Insurance

Pennsylvania CPIA Designees Bryan Achey

Horst Insurance/Ruhl Insurance

Chloe Barilla

Northshore Insurance Agency, LLC

Katelyn Capobianco

Insurance Agents & Brokers

Abigail Cuno

Henry Dunn Inc

Matthew Donnelly

Univest Insurance Lake Insurance Holdings, LLC

HMK Insurance

Liberty Insurance Agency

E.K. McConkey & Co., Inc. The Hess Agency

Jacque Perry Insurance Marthinsen & Salvitti Insurance Group

E.K. McConkey & Co., Inc. E.K. McConkey & Co., Inc.

E.F. Butz Agency The Yurconic Agency

E.K. McConkey & Co., Inc.

HMK Insurance / Alera Group

Brianne Dietrich

Erie Indemnity Company

Patrick Dugan

Brown & Brown, Inc. - Corporate

Jessica Ayers

Erie Indemnity Company

Michael Baker

Glatfelter Insurance Group

Michele Bowles

Murray Insurance, LLC

Joseph Brennan

Spotts Insurance Group

John Campomizzi

Seltzer Insurance Agency, Inc. Orwigsburg

Kayla Frick

Erie Indemnity Company

Kirsten Gabler

Patricia Mulcahy

Penn National Insurance

Samantha Ozimok

Enders Insurance Associates

Gretchen Pish

Reschini Agency Inc.

Kimberly Hartline

Brendan Renne

Michelle Higgins

Ronald Shirey

Christine Hodgdon

Tara Silfies

Brittanie Hummel

Ryan Stabile

Julie Kanash

Mary Stauffer

Jennifer Laughlin

Margot Strumila

Tracy Magee

Rob Thompson

Evergreen Insurance Arthur Hall Insurance Erie Indemnity Company

Ryan Costello

Erie Indemnity Company

Stephanie DeLillo

Seltzer Insurance Agency, Inc. - Pottsville

MGS Insurance Agency

St. Marys Insurance Agency, Inc. & Affiliates

St. Marys Insurance Agency, Inc. & Affiliates

Brown & Brown, Inc. - Corporate

First National Insurance Agency, LLC

Natalie Messinger

Ashley Prykowski

Brenda Charlton

Erie Indemnity Company

Stevenson Insurance Associates LLC Trego Insurance Agency LLC Robertson Insurance Group

Blue Ridge Risk Partners Blue Ridge Risk Partners

Ashley Stafford

Williams Insurance Agency

Trisha DeVine

Pennsylvania CIC Designees

Stevenson Insurance Associates LLC

Brown & Brown, Inc. - Corporate IABforME.com |

Univest

Christian-Baker Company Church Insurance Specialists, Inc. HMK Insurance / Alera Group W N Tuscano Agency Inc Millham Companies Erie Indemnity Company EHD Insurance

Lindsay Wike

Penn National Insurance

Laurie Williams

Blue Marsh Insurance

Melissa Yealy

Keller-Brown Insurance Services

Maryland CIC Designees Christine Hermsmeyer R&A Insurance Inc.

Tammy Mohr

Moody Insurance Worldwide

Lisa Nicholas

Bartlett Griffin & Vermilye

Laura Stover

ACNB Insurance Services

Delaware CIC Designees Kathleen Coburn

CBM Insurance Agency LLC

Christina Pritchett

Wilgus Associates, Inc.

Jason Rodriguez

Prominent Insurance Services Continued on page 17 15

Shopping Your E&O? As an IA&B Member, you could qualify for a program that provides better value and protection. Benefit from IA&B’s: ▲ Relationships with reputable carriers ▲ Industry leading claims service ▲ Highly trained, licensed professionals

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OCTOBER 2024

RECOGNITION OF NEW DESIGNEES Continued from page 15

Heather Gembarosky

Wendy Ney

Allison Nettleton

Drew Gibbel

Hannah Niemczyk

Emily Pagliaro Walker-Poole Insurance

Jamie Glatt

Nava Noles

Rose Robinson Connie Phillips Insurance

Jaricelys Gonzalez

Jordan Parker

Julie Wells Bowers Insurance

Lynne Griffin

Mary Parlock

B & W Insurance Agency

Delaware CISR Designees

Kristin Griffith

Leanne Plante

Kristin Cline

Bernard C Morrissey Insurance Inc

The Insurance Market

Kaylee Gross

Cassidy Price

Stephanie Riley

Walton-Ebert Insurance Agency

CBM Insurance

Alexander Guckes

Amy Rafail

Derek Wilgus

Molly Hagan

Erin Rankel

Sandy Haley

Karin Ricciardi

Katelyn Heilman

Linda Rivera

Angela Holland

Janette Rodriguez

Duncan Insurance Agency BCF Group

E.K. McConkey & Co., Inc.

Franklin Insurance Agency

Pennsylvania CISR Designees Gregory Abram

John T. Abram Inc.

Emily Allwein

The Loomis Company

Caitlyn Altimus

Evergreen Insurance, LLC

Stephanie Anders

Brown & Brown, Inc. - Corporate

Chrissy Banks

Univest Insurance, LLC

Alexis Beam

Univest Insurance, LLC

Joyce Bissell

Gilbert's Risk Solutions

Brenda Boyer

James O Bower Insurance Agency

Brown & Brown, Inc. - Corporate Murray Insurance Associates, Inc. Bruner Insurance Agency Henderson Brothers, Inc. Liberty Insurance Agency Lacher & Associates YMI Insurance E.K. McConkey & Co., Inc.

Kathryn Burns

Brown & Brown, Inc. - Corporate

Kerri Carlson

Michelle Hughes

Gina Carpenter

Brown & Brown, Inc. - Corporate

Heather Christley

E R Munro and Company

Ashley Coover

Tompkins Financial Corporation

Thomas Copeland

W N Tuscano Agency Inc.

Brooke Dennis

E.K. McConkey & Co., Inc.

Gina Donnelly

Montgomery Insurance Service Inc.

Megan Entwistle

Liberty Insurance Agency

Jennifer Ericsson

Remaley Insurance Inc.

Jennifer Finnerty

C C Young Insurance

Karen Fisher

Purdy Insurance Agency, Inc.

Arthur Hall Insurance Brown & Brown, Inc. - Corporate

WM Rittenhouse Agency Inc.

Brethren Mutual Insurance Co.

Wilgus Associates, Inc.

Consolidated National Insurers, Inc. Arthur Hall Insurance

AP Benefit Advisors, LLC dba C A Weber Agency

JPI Insurance Associates Inc.

Murray Insurance Associates, Inc.

TGA Insurance Brokers, a OneGroup Company

Leah Light

Arthur J. Gallagher & Co. - Corporate

Mary Lord

Rupp-Fiore Insurance

Margaret Mackaman

PCF - The Peterman Group

Michele McGinnis

Saleme Insurance Service Inc.

Laura Miller

E.K. McConkey & Co., Inc. Marthinsen & Salvitti Insurance Group

Pennsylvania CISR Elite Designees

Kristina Rose

Nancy Batezel

Consolidated National Insurers, Inc.

GMG Insurance Agency

Bobbie Jo Ruppert

Heather Christley

Murray Insurance Associates, Inc.

E R Munro and Company

Tiffany Shore

Lindsay Colon

Insurance Centers, Inc.

The Loomis Company

Nathan Smith

Angelina Frazzini

E.K. McConkey & Co., Inc.

Blue Marsh Insurance

Gurpreet Soor

Kathy Petraglia

Franconia Insurance & Financial Services, Inc.

Trinity Risk Services LLC

Emily Stone

The Hess Agency

Brown & Brown, Inc. - Corporate

Strickler Insurance Agency, Inc.

Tonee Mitchell

Mattie Thompson

Bowman's Insurance Group

The Blessing Insurance Agency, Inc.

Megan Mull

Denise Yuppa

The Yurconic Agency

Starr Insurance Inc

Maryland CISR Designees

Morgan Murphy

Univest Insurance LLC

Bruna Costa Toureille

Kayla Myers

Associated Insurance Management, LLC

Megan Nadji

The Jacobs Company

Rossbacher Insurance Group Hoak Insurance Services

Sherri Ferguson Brittany Levere

Carol Sweigart

Sarah VanVolkinburg

Kilmer Insurance Agency, Inc.

Robyn VanWhy

James & Rae Insurance Inc.

Maryland CISR Elite Designees Megan Garlitz

Yoder-Hershberger Insurance

Mary Stabler

HUB International Mid-Atlantic

Danielle Webber

Maury Donnelly & Parr

Harders and Bradford Insurance Agency IABforME.com |

17

EQUINE COVERAGE. YAY OR NEIGH?

TM

FROM THE FARM AND RANCH PROFESSIONALS AT

Bow, NH

877.552.2467 aimscentral.com

MEET MADDY SCHWENK, IA&B SCHOLARSHIP RECIPIENT Agency Intern Turned Licensed Agent Bringing new talent into the independent insurance agency system is no easy feat. But IA&B and our network of member agencies – such as Gerhart, Hartman & Ritner in Boyertown, PA – are doing our part, one young person at a time. Take for example Maddy Schwenk’s story highlighted here.

Maddy began an internship with Gerhart, Hartman & Ritner while attending Boyertown Area Senior High School. During her senior year, the agency’s HR manager told her about IA&B’s licensing study course scholarship for aspiring P&C agents.

Maddy applied for and received the scholarship, which she used to attend IA&B’s July 2024 Pennsylvania P&C Licensing Study Course.

“The licensing course was a lot of information,” admits Maddy, “but that studying paid off!” She passed the state licensing exam on the first try, days after finishing the course.

“Passing the exam was such an amazing feeling! It also gave me confidence in my insurance knowledge,” she shares. “I ended up getting licensed two months after receiving my high school diploma, which is really indescribable.”

IA&B EDUCATION SCHOLARSHIPS

Maddy’s internship led to a full-time position with Gerhart, Hartman & Ritner, where she now works as a licensed Personal Lines Assistant.

Thrilled with the “opportunity to make good money and enjoy what you do” as an independent agent, she is already setting her next goal – earning the CISR designation.

Each year IA&B awards approximately $10,000 in scholarships to individuals and member agencies toward designation, online continuing education, and licensing study courses. The program, which began in 2018, aims to develop new talent and support existing agency staff through insurance education.

“I’m signed up for the auto course and am looking forward to scheduling more,” she says. “It’s another way to help customers by expanding my knowledge of insurance specifics.

Most people don’t know what they’re looking at when they receive their insurance bills or policy, so the act of assisting people and making something simpler for them is really rewarding.”

IABforME.com |

Learn more and apply for the next round of scholarships.

IABforME.online/scholarships Questions?

Contact: Sarah Haas at 800-998-9644, ext. 104 or SarahJ@IABforME.com

19

AMERISAFE HAS A NEW

MINIMUM PREMIUM OF $5,000 When you only do one thing, you better do it well and workers’ comp is all we’ve ever done for over 30 years.

WORKERS’ COMP IS ALL WE DO.

amerisafe.com • 800.256.9052 • asksales@amerisafe.com © 2024 AMERISAFE, Inc. AMERISAFE, the AMERISAFE Logo, and SAFE ABOVE ALL are registered trademarks of AMERISAFE, Inc. All rights reserved.

WELCOME NEW MEMBER Simpson Olde Towne Insurance LLC La Plata, MD

NEW PARTNER RAINBOW For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

VISION A thriving independent insurance agent community.

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

PRIMARY AGENT Editor: Karen Robison KarenR@IABforME.com 717-918-9209 Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas Sales Account Executive: Rebecca Sieg | 717-430-2351 rebecca.sieg@theygsgroup.com

EARN CE WITH IA&B

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

LOCATION

Oct 8-10

P&C Licensing

Mechanicsburg, PA

Oct 10

CISR - Commercial Property

Newtown Square, PA

Oct 15-16

Ruble Graduate Seminar

Phoenixville, PA

Oct 29

CISR - Commercial Casualty II

Hunt Valley, MD

Oct 29-30 CIC - Life and Health

Erie, PA

LIVE WEBINARS DATE TOPIC

TIME

Oct 2

CISR - Other Personal Lines Solutions

8 AM-3:45 PM

Oct 8

Hour w\ Nicole: Why Personal Lines Deductibles Confuse Insureds

11 AM-12 PM

Oct 8

Inflation and Personal Lines: Helping Insureds Understand Why It Matters and What to Do

1-4 PM

Oct 9

CISR - Agency Operations

8 AM-3:45 PM

Oct 10

Transportation Insurance: A Non-Standard Business Exposure

9 AM-12 PM

Oct 10

Social Security and Medicare: Your Questions Answered

1-4 PM

Oct 15

Preventing E&O Claims: Homeowners Issues (Stay Out of Court!)

1-4 PM

Oct 15-16

Ruble Graduate Seminar

8 AM-3:45 PM

Oct 16

E&O Loss Control Program for All Agencies (advanced CPIA course) 8 AM-4:45 PM

Oct 17

CISR - Elements of Risk Management

8 AM-3:45 PM

Oct 17

Stinkin Rich, Insurance Poor: P&C Coverage Challenges for High-Net-Worth Individuals

9 AM-12 PM

Oct 17

Bots, Crypto, Weed and Other Risks You Never Imagined Insuring (But Here We Are)

1-4 PM

Oct 23

CISR - Personal Auto

8 AM-3:45 PM

Oct 29

Liar!: An Agent’s Role in Identifying & Handling Fraud

9 AM-12 PM

Oct 29

Mastering Business Income: Tools & Tips to Keep Insureds Flush

1-4 PM

Oct 30

CISR - Commercial Casualty I

8 AM-3:45 PM

Oct 30

Ethical Dilemmas in Insurance and the Responsibilities of Agents

9 AM-12 PM

Oct 30

Hour w\ Cathy: Certificates of Insurance - Headaches and Remedies 2-3 PM

IABforME.com |

21

©2024

Risk is everywhere. In everything. With Applied Underwriters by your side, the gears of commerce, innovation, and exploration keep turning. Experience the unrivaled heart and unwavering service that only Applied delivers.

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