Primary Agent - April 2025

APRIL 2025

NATIONAL OUTSTANDING CSR OF THE YEAR

DANIELLE WEBBER, CISR Elite

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE DATA-DRIVEN AGENCY MANAGEMENT

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APRIL 2025

CONTENTS FEATURED 8

> > > > 12 JOIN US ON SOCIAL MEDIA:

INTERVIEW WITH DANIELLE WEBBER Meet Danielle Webber, CISR Elite – of Maury, Donnelly & Parr, Inc., an IA&B member agency headquartered in Baltimore – who was named the National Outstanding CSR of the Year by the Risk & Insurance Education Alliance.

MONEYBALL FOR INSURANCE: USING DATA TO DRIVE SMARTER AGENCY DECISIONS Today’s insurance agency owners can transform their businesses by embracing data-driven management. With the right tools and mindset, you can gain unparalleled insights into your agency’s performance, make smarter decisions, and achieve greater success.

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Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2025-04, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2025. All rights reserved. No material April be reproduced in whole or in part without written consent of the publisher. The information in this publication is general in nature and not intended to serve as legal, accounting, financial, insurance, investment advisory or other professional advice as to any reader’s particular situation. Users are encouraged to consult with competent legal, financial, insurance, investment advisory and/or other professional advisors concerning specific matters before making any decisions. We disclaim any responsibility for any decisions or actions by readers. Statements of fact and opinion in Primary Agent are the responsibility of the authors alone and do not imply an opinion on the part of the officers or the members of IA&B. Participation in IA&B events, activities and/or publications is available on a non-discriminatory basis and does not reflect IA&B endorsement of the products and/or services.

MONTHLY 2 PRESIDENT'S MESSAGE 3 DON'S DISCUSSION 4 COVERAGE CORNER 6 NEWS & NOTES 17 UPCOMING EDUCATION Cover photo by Raelynn Moreau at Raelynn Moreau Photography IABforME.com |

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PRESIDENT'S MESSAGE

PROMOTING THE INDEPENDENT AGENT CAREER

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

IA&B BOARD OF DIRECTORS

I had the privilege of being part of the National Outstanding CSR of the Year Award celebration with Danielle Webber, our featured agent for this month’s magazine. It was one of the more memorable events I’ve participated in at IA&B, as it truly epitomized why this is such a good industry.

OFFICERS

Danielle, like a lot of us, didn’t have “insurance agent” as her answer to “what do you want to be when you grow up?”

Despite that, she entered the industry, loves the industry, and is flourishing as a result. Her recognition as the top CSR shows how in a short amount of time she has grown in her role. And, as the mother of a young son, she has priorities in addition to her job. But she manages, and she manages quite well. I had a lovely dinner with Danielle, her parents, and her co-workers the night of the award ceremony, and it was a moment where you could appreciate our industry.

MEMBERS

It’s stories like this that further our drive to recruit new talent into our industry. With the launch of our Insuring Careers Certification Program (ICCP), we are seeking out more Danielles – individuals who don’t know what a career in insurance entails, but when they find out, become interested. They learn that it’s a career with quick growth opportunity, a career that allows personal flexibility, and a career that can be lucrative when hard work is put in.

Arbor Insurance Group Allentown, PA

There are great stories and great people in the independent insurance agent channel. We meet them all the time. It’s our job to tell these stories to those outside the industry. I’m confident that new independent insurance agents are out there, and they can find a home in this business just like Danielle did. IA&B endeavors to find them.

Onward and upward,

Sarah Brown, CIC, CRM, AFIS - Chair

Keller Brown Insurance Services | Shrewsbury, PA

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

Greg Bennett

Lisa Parry, CPIA

Kate Dawson, CPIA

Bill Purdy

Michael Gaetano

Kent Reynolds, CIC

Bruce D. Kraft, AAI, CIC

David Rivell, CIC, CRM

Debra McAfee

Jason Rodriguez, CIC

Michael McGroarty, Jr., CIC

Donna Roper

McGroarty & Bradburn Insurance Pittsburgh, PA

E K McConkey & Company York, PA

Shayne McIntosh, CIC

Ashley Stafford, CPIA

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

McAfee Insurance Agency, LLC Wilmington, DE

JPI Insurance Associates Dillsburg, PA

Chris Miller, CIC

Miller Insurance Protection Team Jonestown, PA

Parry Insurance Langhorne, 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

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 Mike Ertel (PIA)

Jason F. Ernest President & CEO

The Jacobs Company | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Element Risk Management | West Chester, PA 2

APRIL 2025

DON'S DISCUSSION

DON'S DISCUSSION IA&B Legal & Corporate Affairs Director Don Bankus

Are you a member with a question?

Contact Don at 717-918-9204 or DonB@IABforME.com.

“restrictive covenant” language, such as a “non-compete” and/or QUESTION: Is“non-piracy” provision, enforceable in employment agreements?

ANSWER: As you’re aware, restrictive covenants in an employment agreement are contractual provisions with the purpose to protect the agency’s primary asset – its book of business. Restrictive covenants most commonly found in an employment agreement are: (1) A “covenant not to compete,” which prohibits an exemployee from competing with a former employer for a certain period of time, and usually within a defined geographical area, after the former employee has left employment with the agency (competing either by way of joining forces with a competitor, or by way of establishing his or her own agency); and (2) A “non-piracy” provision, which generally prohibits an ex-employee from soliciting or accepting business from customers and prospects of the former employer for a specified period of time.

COURT’S PERSPECTIVES In most jurisdictions, “covenants not to compete” remain legal and enforceable, so long as the specific restrictions are not egregious

or deemed to be against public policy. Examples of egregious restrictions would be attempting to contractually prohibit a former employee from working anywhere within 200 miles of your agency for a period of five years. In Pennsylvania, Maryland, and Delaware, to be enforceable, a covenant not to compete should be limited in time and geographic scope. Courts generally will not disturb a covenant not to compete if it is limited to an enforcement period of 6 months to 1 year and a geographic radius of 20 miles.

STATE SPECIFIC LEGISLATION While both Pennsylvania (Act 74 of 2024) and Delaware (6 Del.Code Section 2706) have enacted laws which restrict the use of “covenants not to compete” applicable expressly to “health care practitioners” (PA) and “physicians” (DE), neither state’s legislature has enacted expansive legislation addressing/limiting “covenants not to compete.”

Maryland, on the other hand, enacted legislation which became effective in October 2019 and provides, in part, that: “A noncompete ... provision in an IABforME.com |

employment contract or a similar document or agreement that restricts the ability of an employee to enter into employment with a new employer or to become selfemployed in the same or similar business or trade shall be null and void as being against the public policy of the state.” (See MD Code – Labor & Employment – Section 3-716).

The statute was initially somewhat narrow in scope; however, in 2023 it was modified such that the restriction would apply to any employee who earns equal to or less than 150% of the state minimum wage and regardless of whether the employee entered into the agreement within the State of Maryland. At present, per MD Code – Labor & Employment Section 3-413, Maryland’s minimum wage is $15 per hour, meaning “covenants not to compete” with employees earning less than or equal to $22.50 per hour would be unenforceable.

Continued on page 15 Rather listen?

Also available in audio format at IABforME.buzzsprout.com 3

DEBRIS REMOVAL AND UNDERINSURANCE

By Bill Wilson

In the 1970s, I recall reading a National Fire Protection Association article that cited research indicating less than 3% of reported fire losses to buildings were total losses. My guess is that today this figure likely approaches 1% or less.

But not in Pacific Palisades, California.

In this wildfire-devastated Los Angeles neighborhood, one estimate suggests that almost 88% 4

of buildings damaged by fire were destroyed. And we know from past experience that most homes are underinsured across the country.

In California, we also know that insurance markets are scarce and that many homeowners without mortgages own uninsured homes.

But even if a home is adequately insured on a repair or replacement cost basis, often the amount of coverage available for debris removal in the case of total losses is grossly inadequate. And, given APRIL 2025

that reconstruction following a conflagration of this magnitude can take years, Additional Living Expense coverage may soon run out. In addition, reconstruction may need to meet more stringent building codes, resulting in a need for additional amounts of Ordinance Or Law coverage. So, it’s quite possible that many or most of the victims of this wildfire will be significantly underinsured.

But for the purpose of this article, let’s focus primarily on debris

COVERAGE CORNER

removal. Jim Mahurin, CPCU, ARM is a risk management consultant with over a half century of experience in evaluating insurance programs, mainly for businesses and governmental entities. He has found that, all too often, debris removal coverage was not even considered when coverage was placed and, as a result, was significantly inadequate, especially in the case of major losses.

He has seen demolition and debris removal costs totaling 40% or more of the property damage.

The same is true for residential properties. John Putnam, CPCU, ARM has done extensive consulting work in multiple Colorado wildfire conflagrations. He writes specifically about the critical role of debris removal coverage in wildfire recovery in an article at IRMI.com.

(Search “John Putnam” at IRMI.com to dig deeper into his experience and recommendations for homeowners and agents with regard to debris removal and other issues.)

In the case of total or large losses that exhaust primary policy limits, most homeowners’ policies provide an additional amount of 5% of the limit of liability for the damaged property to pay for debris removal. In the case of high value home policies, this figure may approach 30%.

Los Angeles county has a two-phase approach to reconstruction. Phase 1 involves the removal and disposal of visible household hazardous waste, a potentially costly process that may trigger pollution-related policy exclusions or limits.

Phase 2 involves site assessment and documentation, asbestos assessment and removal, other debris removal, soil testing and contaminated soil removal and disposal, hazard tree removal, erosion control, and at some point in the future, a final inspection. THEN rebuilding might begin AFTER the permitting process begins and contractors and materials become available.

Bill Wilson, CPCU, ARM, AIM, AAM is the founder and CEO of InsuranceCommentary.com and the author of six books, including the Amazon 4.8 star “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.

In other words, rebuilding wildfiredevastated areas are likely to take years and could involve substantial amounts of money that may not be

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

available from insurance proceeds.

Are your customers’ homes adequately insured for replacement cost onsite or rebuilding elsewhere?

Are their debris removal limits adequate? How about Additional Living Expense, Ordinance Or Law, and other coverages?

German philosopher Hegel opined that, “What experience and history teach is that nations and

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governments have never learned

APRIL 10

anything from history and have never acted in accordance with the lessons that could have been drawn from it.”

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There will be many lessons to be learned from the Pacific Palisades and other wildfires. The question is, are we willing to learn and invest in what it takes to prevent or limit the adverse effects of such

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conflagrations?

IABforME.com |

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NEWS & NOTES

MCCONKEY: LEADERS OF THE PAC

PA WORKERS’ COMP RATES

MDP CELEBRATES 150 YEARS

Thank you to the entire senior leadership team at McConkey Insurance & Benefits, an IA&B member agency located in York, PA, for their generous support of AgentPAC and InsurPac – state and federal political action committees (PACs) for independent insurance agents. On the agency’s self-appointed “PAC Day,” the team collectively contributed $5,000 to each PAC.

The Pennsylvania Insurance Commissioner approved the Pennsylvania Compensation Rating Bureau’s (PCRB) annual loss cost filing (overall average change of -8.67%) and F-Class filing (overall average change of -8.60%) as submitted. The rates take effect April 1, 2025 on a new and renewal basis.

Maury Donnelly & Parr, Inc. (MDP), headquartered in downtown Baltimore, celebrates 150 years of business this year. Founded as a marine insurer to the businesses that utilized the Port of Baltimore, MDP operates today as an agent, consultant, broker, program administrator, and risk manager within the industry.

Learn more and contribute to IA&B’s state-specific, non-partisan PACs at IABforME.online/AgentPAC. If you have questions about PACs or political advocacy, contact IA&B Government Affairs Director John Savant at JohnS@IABforME.com or 800-998-9644, ext. 607.

Below: McConkey senior leadership and IA&B staff (left to right): Kurt Gehman, John Savant, Laura Mercadante, Michael Harter, Claire Pantaloni, Frank Ebner, Donna Roper, John Olkowski, Brock Lytle, Tim Ziegler

PCRB.com

MIA ADDRESSES PREMIUM PAYMENTS

BY CREDIT CARD The Maryland Insurance Administration (MIA) recently clarified the rules for accepting credit cards as payment for insurance premiums – specifically allowing “all existing and prospective insureds” the same payment options for each insurance product. Review Bulletin No. 25-5 for a full explanation.

Insurance.Maryland.gov

The agency was one of the first businesses to rebuild after the Great Baltimore Fire of 1904 and has maintained their headquarters in that same spot ever since. Through the years, MDP’s operations and services have grown, allowing the firm to provide insurance products and services to several types of clients in a variety of different industries. The agency is licensed in all 50 states and has 225 employees in 13 locations along the East Coast, providing clients with insurance products that safeguard their businesses and personal assets. Cheers to 150 years!

Watch the Baltimore Heritage’s “Five Minute Histories” video about MDP’s headquarters.

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 KarenR@IABforME.com.

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APRIL 2025

NEWS & NOTES

DE ADDRESSES PROPERTY CONTRACTORS ACTING AS UNLICENSED PUBLIC ADJUSTERS The Delaware Department of Insurance (DOI) recently issued a bulletin to remind property contractors of what they can and cannot do when trying to drum up business following a loss.

Producers and Adjusters Bulletin No. 28 and Domestic/Foreign Bulletin No. 101 (the Bulletin) spell out the roles played by both adjusters and contractors in a claim settlement. It also points out that SB 80, enacted in 2021, allows insurers to limit

assignment of benefits to people who have the legal authority to represent the insured. As a result, insurers can explicitly prohibit assignment of the rights and benefits of the policy to any other person, including a property repair contractor. Contractors also may not use a power of attorney from the named insured to bypass the public adjuster license requirement.

is asserting that they come under its purview and enforcement.

This bulletin comes as a number of industry stakeholders, including IA&B, are attempting to strengthen the statute regarding so-called “storm chasers,” i.e. contractors who follow weather events to repair alleged storm damage to roofs (and in some cases, manufacture the damage themselves). By stating that what contractors are doing is acting as a public adjuster without the proper license to do so, the DOI

▲ Warns public adjusters against:

EDUCATION

ADVOCACY

The newly issued bulletin: ▲ Encourages insurers to develop disclosures and communication materials intended for policyholders to help them understand the different types of claims adjusters as well as potential conflicts of interest,

• soliciting business during a loss-producing event in any way that would violate the law, and • serving as both a public adjuster and a contractor. ▲ Specifically delineates what contractors can and cannot do.

Insurance.Delaware.gov

RESOURCES

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

5) HR & Hiring Solutions

2) Classes & Online Training

6) Insurance for Your Agency

3) Marketing, Branding & Websites

7 ) Industry News

4) Political Advocacy

8) Market Access & Carrier Relations

QUESTIONS? CONTACT TIM WONDER, IA&B VP-MEMBERSHIP 717-918-9223 | TIMW@IABforME.COM IABforME.com |

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Q&A with

DANIELLE WEBBER Danielle Webber, CISR Elite is Client Manager with Maury, Donnelly & Parr, Inc., an IA&B Member Agency headquartered in Baltimore, MD. She received the 2024 National Outstanding CSR of the Year Award from the Risk & Insurance Education Alliance.

Q. Tell us about your career. How did you get your start in the industry, and what do you enjoy the most about working in insurance?

A. I love people, and I love to serve where help is needed.

As a kid, I thought these qualities would lead me to a career in counseling; but throughout my education in psychology, insurance kept finding me. From an internship in high school at my aunt’s agency, to a job in undergrad because my mom delivered mail to the company and saw they were hiring, to a job post-graduation as a customer service rep that my pastor recommended me to. It wasn’t until I was working with clients that I realized this industry could be a good fit for me. In 2016, I was on the phone with an insured, helping her file a claim and gather the information she needed for the adjuster. Through tears she told me, “I’m so glad you were here to help me through this.” And it was in that moment that I considered insurance could be a fulfilling career. Helping people when they need it the most is my favorite part of what I do.

Q. Congratulations on your Outstanding CSR of the Year Award! It’s well-deserved recognition for your hard work.

What motivates you to go above and beyond?

A. Thank you so much! Growing up in sports, winning required staying one step ahead of the competition – continually watching tapes to learn from mistakes,

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and practicing on my own, aside from team practice.

Going above and beyond was part of the game and that mentality stayed with me. It has always been important to me to keep doing my best, hoping who I am today is continually better than who I was yesterday. When I get to the finish line of this life, I want to be proud to present my life’s work at the Pearly Gates.

Q. Recent market conditions have made client-facing roles like yours exceptionally difficult. What strategies do you use to overcome these challenges?

A. Prioritizing comes to mind first. It’s impossible to do everything in a day, but there will always be time to do what’s most important. Second, I would say continuing education. Not just with industry changes, but with carrier products and appetites. Knowing what’s available for my clients makes my job easier. And third, I’d say building relationships with clients and colleagues. The daily grind becomes more meaningful when we feel connected to our team and our clients. That’s just human nature. I think we all got a taste of how detrimental solitude and isolation can be when we were all quarantined and working virtually. The most efficient way to get stuff done is to have the right people on your team – not just because of their skill set, but because of the ways they can encourage you to be better.

APRIL 2025

ON THE COVER Q. In general, what skillsets do you find most valuable in your position?

A. Insurance is a highly relational industry. Being able to connect with people and communicate well is key. As customer service representatives, sometimes we deal with irate clients. Having patience and composure during these conversations is necessary to deescalate the situation and efficiently help the client resolve their issue. In a fastpaced industry, being able to multitask and think fast in time-sensitive situations is also valuable.

Q. What advice would you give to someone just starting out in our industry?

A. In one of my recent continuing education classes, the instructor quoted John Wesley: “Do all the good you can, by all the means you can, in all the ways you can, in all the places you can, at all the times you can, to all the people you can, as long as ever you can.” Build your career on that premise, and you’ll be proud of your legacy in insurance, no matter what title you have.

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

A. After hours, you’ll find me in full mom-mode. I have an active 7-year-old son, Henry, who loves to ask me thoughtprovoking questions, go on walks, and watch funny animal videos. I used to think I was creative, but my son’s imagination is far more wild and wonderful, and has taken us on many fun adventures. I have a Bombay cat, Amore, who never misses an opportunity to be next to me. (He is very loving as his name might suggest, but naming him Shadow would have also applied.) I love reading a good non-fiction book or a romance novel, celebrating anything and everything with family and friends, trying new things, and volunteering in the community. I am currently a coordinator for MomCo at my church. Supporting and encouraging moms of all backgrounds to be their best and love Jesus is dear to my heart.

Top: Leadership from the Risk & Insurance Education Alliance traveled to Maryland to present Danielle with her certificate.

Bottom: The MDP Personal Lines team surrounds Danielle at her National Outstanding CSR of the Year celebration.

IABforME.com |

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

Millers Mutual Insurance: Protecting Your Multifamily Housing Clients At Millers Mutual Insurance, we specialize in providing comprehensive property and casualty insurance solutions tailored specifically for multifamily housing.

With a deep understanding of the unique risks associated with this sector, we offer stability in both coverage and pricing, ensuring peace of mind for our agents and our mutual clients.

In the aftermath of the unforeseen, clients only want to hear one thing from their agent: “You’re covered.”

At Millers Mutual, we turn their worries into relief with dependable coverage. Contact us today to learn more about how Millers Mutual Insurance can provide your clients with the peace of mind you both deserve.

Target Customers Our target customers are investors in multifamily housing rental properties of four stories or fewer, valued at $5 million or less. Whether they own one property or several, we customize insurance solutions to meet their needs.

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We prioritize strong partnerships with independent agencies, offering exceptional property-driven insurance for commercial building owners across PA, DE, MD, NC, OH, VA, and D.C. By focusing our appetite, we maximize value for both our agents and customers.

Thank You Underwriting Appetite Our underwriting appetite covers a diverse range of multifamily housing needs.

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Moneyball for Insurance: Using Data to Drive Smarter Agency Decisions

By Casey Nelson, Catalyit which marketing campaigns are generating the most valuable leads. With this kind of information, you can make small but impactful adjustments to your strategy, just like a baseball manager swapping out a pitcher based on their spin rate. These tweaks might seem minor, but they can have exponential effects on your agency’s performance over time.

Remember the movie Moneyball, where Billy Beane, the general manager of the Oakland Athletics, revolutionized baseball by using data to make smarter decisions? Beane rejected the old-school approach of relying on gut feelings and basic stats, instead leaning on analytics to build a competitive team on a tight budget. This strategy not only transformed the Athletics but also changed the way baseball teams evaluate talent forever.

Managing an insurance agency is a lot like managing a baseball team. If you’re running your agency by feel, like baseball managers did before Moneyball, then chances are you’re operating inefficiently, guessing at solutions, and relying too much on instinct. While instinct has its place, running a successful insurance agency in today’s fastpaced world requires data-driven decision-making.

The Value of Data-Driven Decisions Just like Billy Beane used analytics to identify undervalued players, agency owners can use data to make smarter decisions that increase efficiency, revenue, and profits.

Nowadays, agency owners have access to an incredible amount of information about their operations. From sales pipeline performance to client retention rates and revenue per producer, the data is there—it just needs to be leveraged.

For example, imagine being able to track how many quotes each producer is closing in real time or identifying 12

Real-Time Insights for Real Results In baseball today, managers can track stats like pitch velocity, spin rate, and exit velocity in real time, allowing them to make immediate changes that influence the outcome of a game. Similarly, agency owners can use modern tools to gain real-time insights into their business.

Are your producers meeting their goals? Is one product line underperforming? Is a specific carrier causing delays in policy issuance? Having this data at your fingertips allows you to respond quickly and effectively.

For instance, if you notice that a certain producer is struggling to close leads after presenting quote proposals, you can intervene with targeted coaching or provide additional support. Or if your data shows a drop in client retention during renewal season, you can immediately implement strategies to improve your communication and retention efforts. These small changes, driven by data, can make a massive difference in your bottom line.

APRIL 2025

DATA-DRIVEN DECISIONS

Efficiency and Predictability

Free Tech Guidance for Your Agency

Data-driven management isn’t just about improving performance—it’s also about creating predictability and efficiency in your operations. When you rely on data, you can identify patterns, predict trends, and allocate resources more effectively. For example, you can use historical data to predict seasonal slowdowns and adjust staffing or marketing efforts accordingly. You can also identify which clients or products are the most profitable and focus your efforts there.

Take advantage of this IA&B member benefit: fully funded access to Catalyit. From leveraging data analytics, to implementing artificial intelligence (AI), to reducing cybersecurity risks, and more, Catalyit makes understanding insurance tech easy.

This approach doesn’t just help you grow your agency—it helps you do so sustainably. By using data to guide your decisions, you eliminate much of the guesswork that often leads to wasted time and resources.

Embracing the Future of Agency Management

Catalyit offers side-by-side comparisons and guidance on modern, efficient, and cost-effective solutions. Let Catalyit guide you so you can focus on your clients, grow your business, keep up with competitors, and add value to your agency.

How it works: 1. Assess your technology. Identify your agency’s tech stack strengths and weaknesses with a simple assessment.

2. Get a personalized plan. Catalyit analyzes your results to create a tailored roadmap for growth.

The era of managing by feel is over. Just as Billy Beane demonstrated the power of analytics in baseball, today’s insurance agency owners can transform their businesses by embracing data-driven management. With the right tools and mindset, you can gain unparalleled insights into your agency’s performance, make smarter decisions, and achieve greater success.

3. Grow your business. Implement Catalyit’s recommendations to streamline operations and boost your bottom line.

Get started today: Catalyit.com/IAB

It’s time to step up to the plate, lean into the data, and knock your goals out of the park. The numbers don’t lie— and if you use them wisely, they’ll lead you to victory.

Casey Nelson is Director of Consulting for Catalyit. He is a passionate educator turned insurance expert with over nine years of experience in the industry. Casey spent six years running a successful agency before he founded an insurance technology consulting company to address the growing need for technologydriven solutions. Casey’s true passion lies in empowering agencies to fully leverage their technology, helping them streamline processes and achieve greater efficiency.

Questions? Contact: Claire Pantaloni IA&B VP-Advocacy ClaireP@IABforME.com 800-998-9644, ext. 604 Don Bankus IA&B Legal & Corporate Affairs Director DonB@IABforME.com 800-998-9644, ext. 603

“Running a successful insurance agency in today’s fast-paced world requires data-driven decision-making.” -Casey Nelson, Catalyit IABforME.com |

13

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DON'S DISCUSSION Continued from page 3 Stated alternatively, a non-compete agreement with an employee earning more than $46,800 per year would be enforceable. In addition, in 2024 the statute was expanded to include prohibitions applicable to an employee licensed as a veterinary practitioner/technician and certain health care professionals.

Serving Up Restaurant Coverage, One Policy at a Time.

Notably, Maryland’s statute does not infringe upon or limit an employer’s right to use “non-piracy” language in an employment agreement (no matter the income or salary level). As of October 2024, four states ban the use of non-competes entirely, and 33 states plus the District of Columbia restrict their use to some degree.

In large part, increased legislation across the nation has been spurred by a perceived need to curb the abusive and excessive use of “covenants not to compete” entered into with regard to low-wage employees, such as those working in the fast food and retail industries, wherein departing employees have often been contractually prohibited from working with another fast food or retail employer within the same geographical area.

Learn more about employment agreements by accessing IA&B’s Producer Agreement Toolkit at IABforME.com/HR-resources.

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

Producers and agencies should consult an attorney regarding specific situations and specific questions with respect to the topic or topics covered in this document. Neither the Insurance Agents & Brokers nor any of its employees shall be responsible for any errors or omissions regarding any statements made in this document, nor any errors or omissions regarding any statutes, regulations, court rules, and/or any other government documents cited in this document.

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WELCOME NEW MEMBERS Budd Agency Inc Easton, PA Welch Insurance Canton, PA Royal Insurance Services, LLC Jenkintown, PA

NEW ASSOCIATE MEMBERS Capital Premium Finance Latino Connection 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

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E D U C AT I O N SCHEDULE APRIL 2025 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC Apr 2 CISR-Agency Operations Apr 3 CISR-Commercial Casualty II Apr 10 CISR-Personal Residential Apr 15-17 Property & Casualty Licensing Study Course LIVE WEBINARS DATE TOPIC Apr 1 Bad Machines, Evil People: The Latest in Cyber Apr 1 Ethics, Diligence, Success: What Agencies Need to Know

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TIME 9 AM-12 PM

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CISR-Elements of Risk Management

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William T Hold Commercial

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Eroding: The Personal Lines Implosion and What Happens Next 9-11 AM

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An Hour with Nicole: Making Sense of Homeowners Deductibles (Once and For All!)

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CIC-Life and Health

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

1-4 PM

Apr 9

CISR-Personal Auto

8 AM-4:15 PM

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LEAD Forward: Strategic Leadership Development

10-11:30 AM

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Coverage Essentials: Homeowners Part 1–Policy Definitions, Liability Coverage & Policy Conditions

1-4 PM

Apr 15

Why Are You Here?! Insurance Issues with the People and Stuff in Your House

9-11 AM

Apr 15

Flood Insurance: What You Need to Know

1-4 PM

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CISR-Commercial Casualty II

8 AM-4:15 PM

Apr 22

Commercial Property: Claims, Coverages, Consequences

1-4 PM

Apr 23

CISR-Other Personal Lines Solutions

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Social Security and Medicare: Your Questions Answered

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CISR-Commercial Casualty I

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