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WOMEN OF INFLUENCE
Congratulations to the 2026 IA&B Women of Influence: Kimberly Conte, Amy Kelley, and Amanda Timmons. Read their interviews to learn about their exceptional contributions to their agency, community, and the independent insurance industry. 16
WOMEN TO WATCH, APPLAUD
Due to the impressive pool of nominees, it prompted the creation of an additional recognition category: Women to Watch. Hear from these honorees – as well as our IA&B Woman to Applaud as she approaches retirement.
The 2018 Boston Marathon was miserable – the coldest start in years, coupled with relentless rain and a gnarly headwind. These conditions stripped the race down to the raw essence of the run. Des Linden wasn’t the favorite to make the podium, but that Monday in April, she did something that still resonates with me: she slowed her pace to help her competitor (and winner of the NYC Marathon just a few months earlier): Shalane Flanagan. In the middle of a World Major, Des had every reason to run selfishly, but she carried Shalane along for much of the race. In the end, based upon her perseverance and exceptional training, Linden won anyway, becoming the first American woman to win Boston in 33 years.
There is something important in that for our industry.
Insurance has always had dynamic women eager to put in the work. What it has lacked — and still lacks — is a culture that systematically lifts and advances them. Celebrating Women of Influence and recognizing Women to Watch matters. But celebration without structural commitment is a passive activity. The women profiled in this issue didn’t arrive at influence because the conditions were always favorable. Just like Des, they ran through the conditions on the course.
There’s no longer a debate about whether women deserve a seat in leadership; let’s consider that question settled. The real challenge now is action: How are we building the talent pipeline? Addressing the sponsorship gaps? Removing the retention failures that define too many agency cultures?
Des Linden helped a competitor and won the race. Instead of losing ground by helping her peer, she gained strength through support. Our industry will be stronger when the instinct to pull someone forward becomes the accepted norm, over unfounded fear that helping another equates to a sacrifice yourself. The women recognized in this issue are proof that the talent is here. The work now is making sure the culture is worthy of it.
Andrew M. Enders, Esq. Chair of the Board
Heavy Rotation: Kathleen Edwards: Voyageur; Tift Merritt: Tambourine; Feist: the Reminder; Mavis Staples: You Are Not Alone; Ratboys: Singin’ to an Empty Chair
INSURANCE AGENTS & BROKERS
650 Wilson Lane, Suite 200 Mechanicsburg, PA 17055
191 Main Street, Annapolis, MD 21401
800-998-9644 | IABforME.com
IA&B BOARD OF DIRECTORS
OFFICERS
Andrew Enders, Esq. - Chair Enders | Harrisburg, PA
Kate Dawson, CISR, CPIA - Vice Chair Ferri Dawson Insurance | Murrysville, PA
MEMBERS
Greg Bennett Famous & Spang Associates Aberdeen, MD
Tony Cusati, CIC Sitter Insurance LLC Erie, PA
Michael Gaetano The Hartman Group Montoursville, PA
Debra McAfee McAfee Insurance Agency, LLC Wilmington, DE
Michael McGroarty, Jr., CIC McGroarty & Bradburn Insurance Pittsburgh, PA
Hunter McHugh McHugh Insurance Group Wilmington, DE
Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA
Chris Miller, CIC Miller Insurance Protection Team Jonestown, PA
Jill Nye, CIC, CISR, CPIA Gunn-Mowery, LLC Lemoyne, PA
Lisa Parry, CPIA Parry Insurance Langhorne, PA
Bill Purdy Purdy Insurance Agency, Inc. Sunbury, PA
Kent Reynolds, CIC Blue Ridge Risk Partners LLC Hagerstown, MD
David Rivell, CIC, CRM Element Risk Management West Chester, PA
Christy Rose Avery Hall Insurance Salisbury, MD
Ashley Stafford, CPIA Williams Insurance Agency, Inc. Rehoboth Beach, DE
Michael Thomas Lighthouse Insurance Svcs Gambrills, MD
Kyle Zehr, CIC FIFS, LLC Telford, PA
NATIONAL DIRECTORS
Diana Hornung, CIC (IIABA) IOA National, Inc. | Wilmington, DE
Mark Monroe (IIABA)
Mark J. Monroe Insurance | Downingtown, PA
QUESTION: ANSWER:
Are you a member with a question?
CLAIRE-IFICATION
IA&B Vice President - Advocacy Claire Pantaloni, CIC, CISR
Contact Claire to find the answer at 717-918-9202 or ClaireP@IABforME.com.
A carrier accepting Personal Lines ACORD applications told our producers that they did not need to fill out the complete application. Is there an E&O exposure if we have the customer sign the app without completing all the fields?
For a full picture, let’s note that the application questions that the marketing rep said did not need to be filled out included occupation or condition questions such as housekeeping, plumbing, roofing, fire extinguishers, protection device types, purchase price, electrical system, fuel storage tank, etc. Some answers may be automatically pre-filled by the carrier based on the information entered in the rating, but others remain blank.
The concern is that if a field is incomplete on the ACORD app, and the app signed as is, the carrier would be in a tough spot arguing misrepresentation from the insured. However, answering unnecessary questions is creating work for the agency for data points that may not be considered by the carrier for underwriting or rating purposes, or for which the carrier may be relying on other data sources.
If you are receiving clear direction from the carrier, then it would be okay to omit these questions. However, the agency should make sure that the carrier has put its guidance in writing, including:
1) that the carrier does not need the information (identifying the specific fields) and
2) that the agency doesn’t need to complete those fields or data points.
It would be unwise to rely on verbal instructions only, as it could lead to misunderstandings and disputes down the road.
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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THE WAR EXCLUSION REVISITED –CYBER WARFARE
By Cathy Trischan
A war exclusion has been in commercial property and general liability policies for as long as most insurance practitioners can remember. An early version of the war exclusion in the Insurance Services Office (ISO) Commercial General Liability Coverage Form (CGL) applied only to liability assumed under a contract or agreement.
After Sept. 11, 2001, the CGL’s war exclusion was broadened by endorsement, and the broader exclusion was later incorporated into the 12/04 edition of the CGL (CG 00 01 12 04). The language follows and is still in the current CGL. The
insurance does not apply to “bodily injury,” “property damage,” and “personal and advertising injury”
however caused, arising, directly or indirectly, out of:
(1) War, including undeclared or civil war;
(2) Warlike action by a military force, including action in hindering or defending against an actual or expected attack, by any government, sovereign or other authority using military personnel or other agents; or
(3) Insurrection, rebellion, revolution, usurped power, or action taken by governmental authority in hindering or defending against any of these.
With respect to property coverage, ISO’s Causes of Loss – Special Form (CP 10 30 09 17) excludes loss or damage caused directly or indirectly by war or military action. The language describing what is excluded mirrors the CGL exclusion. This language has been in the ISO commercial property forms for even longer than it has been in the CGL, going as far back as the 07/88 edition of the form.
What, though, of cyber warfare? Is this the type of warfare to which the war exclusion should apply?
Consider a case involving Merck & Co., Inc. (Merck), a global pharmaceutical company with its headquarters in New Jersey. In June 2017, Merck suffered a significant loss due to NotPetya malware and claimed $1.4 billion in damages. This malware was used in a cyber attack by Russian agents against a Ukrainian accounting software company, and numerous businesses that used the software were affected. Approximately 40,000 Merck computers were infected, and Merck’s production facilities and other operations were shut down.
Merck’s property insurance program included 26 policies and multiple insurers, with total limits of $1.75 billion dollars in excess of a $150 million deductible. The coverage under Merck’s property policies was broad, specifically stating that “physical loss or damage shall include any destruction, distortion or corruption of any computer data, coding, program or software.” Merck’s insurers denied coverage, citing the exclusion for “loss or damage caused by hostile or warlike action in time of peace or war.” In May 2023, the Superior Court of New Jersey upheld an earlier decision that coverage applied to damages resulting from NotPetya. The court ruled that the hostile or warlike action exclusion did not apply, stating:
“…the NotPetya attack is not sufficiently linked to a military action or objective as it was a non-military cyberattack against an accounting software provider…the Insurers did not
demonstrate the exclusion applied under the circumstances of this case, namely, that this cyberattack was a ‘hostile’ or ‘warlike’ action as contemplated under the exclusion.”
The Merck court went on to comment that Merck’s insurers were aware of cyber attacks of various forms and, in spite of this, did nothing to change the language of the war exclusion that had been in use for years.
In an attempt to clarify whether war exclusions apply to cyber warfare, Lloyd’s, in 2021, introduced four model war exclusions to specifically address whether coverage applies to cyber warfare. In 2026, ISO addressed the issue in its commercial property and CGL programs.
ISO recently introduced CP 99 15 06 26, Exclusion – War and Military Action for use in its property program. In the endorsement, a sentence addressing cyber warfare is added to the War and Military Action exclusion.
This exclusion applies regardless of the means used in any of the above, in Paragraphs 1. through 3., including, but not limited to, cyber means.
This same sentence is added to the War Exclusion in the CGL through the use of endorsement CG 00 70 01 26 – Exclusion – War.
These endorsements, coupled with the cyber incident exclusions frequently added to commercial property and CGL policies, make it clear that no coverage will apply in the event of cyber warfare. It is possible that some coverage may
apply under a cyber policy, but those forms vary widely. The scope of coverage and the language of the war exclusion in cyber forms must be carefully reviewed.
‘Til next time
Cathy Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS, TRIP is IA&B’s commercial lines education consultant. She works with our CIC and CISR programs, as well as our live CE webinars. Catch her at one of our upcoming courses: IABforME.com/education
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LIVE CE WEBINAR
Earn CE and learn more about cyber exposures facing businesses.
Instructor: Cathy Trischan
BAD MACHINES, EVIL PEOPLE: THE LATEST IN CYBER
JUNE 24 1-4 PM
CE PA/DE: 3 GEN MD: 3 PC Register today. IABforME.com 800-998-9644, option 1
NEW ICCP GRADUATE
Congratulations to the latest graduate of the Insuring Careers Certification Program (ICCP): Alexis Langenfelder, of Crow Insurance Agency in Delaware.
Developed by IA&B, ICCP is designed specifically for newcomers to the Property & Casualty insurance industry in Pennsylvania, Maryland, and Delaware. The program breaks down the complex world of insurance into clear, manageable segments, helping new employees gain confidence and a solid foundation in their careers.
Questions? Contact IA&B Director of Career Services Heather Ulrich at HeatherU@IABforME.com or 717-918-9441.
SALES & MARKETING TRAINING
Get energized and learn how to generate qualified leads that convert into sales and commission. The Certified Professional Insurance Agent (CPIA) program is developed specifically for insurance professionals.
WHO SHOULD ATTEND?
These live webinars are open to any employee of an agency, insurance company, or insurance-related business who wants to enhance or learn sales techniques.
EARN A CPIA DESIGNATION
Attend one session or all three. Attend all three CPIA courses and you’ll earn the CPIA Designation. There are no exams.
May 5 – CPIA Position for Success May 6 – CPIA Implement for Success May 7 – CPIA Sustain Success
Learn more and register: IABforME.online/CPIA 800-998-9644, option 1
PA WORKERS’ COMP RATE CHANGES
As a reminder: an overall change of -1.22% in collectible loss costs, as well as an overall change of -24.70% for collectible F-Class rates, took effect on a new and renewal basis in Pennsylvania as of April 1, 2026. The Insurance Commissioner approved the Pennsylvania Compensation Rating Bureau filings as submitted.
PCRB.com
NY CYBERSECURITY FILING DEADLINE
If you conduct business in New York, you must refile a fresh certificate of compliance annually with the New York Department of Financial Services (NYDFS). Agencies and individuals currently entitled to the limited exemption and those who are subject to the full requirements have until Wednesday, April 15, 2026 to comply.
Adopted in March 2017, the regulation requires assessment of cybersecurity risk and adoption of a cybersecurity program. It applies to resident and non-resident agencies and producers licensed in New York.
myportal.dfs.ny.gov
LEVERAGE MD FLOOD AWARENESS MONTH
Write in Maryland? Piggyback on the state’s Flood Awareness Month in April. The public awareness campaign is a great opportunity to educate insureds and prospects on flood insurance.
For resources, visit: md-resiliency-partnership-maryland. hub.arcgis.com
For IA&B’s customizable flood insurance flyer, visit: IABforME.com/marketingresources/#flyers
If you have questions about compliance, contact VPAdvocacy Claire Pantaloni at ClaireP@IABforME.com or 717-918-9202.
Trust Harford Mutual Insurance Group to provide comprehensive property and casualty insurance designed to protect what matters most to policyholders— their business.
more about the other Property & Casualty classes we write.
PLATINUM PARTNER PROFILE
Insurance Agents & Brokers proudly recognizes Penn National Insurance as one of its Platinum Partners. IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.
OUR MISSION
We help people feel secure and make life better when bad things happen.
FEATURED PARTNER
Penn National Insurance
HEADQUARTERS
Harrisburg, PA
A.M. BEST RATING
A (Excellent)
OUR EXECUTIVE TEAM
Robert Brandon
CEO
John Foster President
Jacquelyn Anderson
Senior Vice President, CFO & Treasurer
Randal Mancini
Senior Vice President, Insurance Operations
Karen Yarrish
Senior Vice President, Legal, Secretary & General Counsel
Kelly Miller
Vice President, Human Resources
Mike Watts
Chief Information Officer
At Penn National Insurance, we’re on a mission to help people feel secure and make life better when bad things happen.
For over 106 years, we’ve been a trusted partner to individuals, families and businesses because we are a mutual insurance company where service and support for our policyholders are at the heart of everything we do.
We market our products through a network of 1,200 independent agency operations in 13 states. Our regional structure allows us to respond to the needs of our customers on a local level. We write insurance in these states: Alabama, Delaware, Iowa, Maryland, Minnesota, New Jersey, North Carolina, Ohio, Pennsylvania, South Carolina, Tennessee, Virginia and Wisconsin.
FINANCIAL STRENGTH
Penn National Insurance has an A.M. Best Rating of A (Excellent). This rating is assigned by A.M. Best to companies that have an excellent ability to meet their ongoing insurance obligations.
The company writes over $1 billion in direct premiums, has assets in excess of $2 billion and maintains a policyholder surplus of more than $930 million.
CLAIMS SERVICE
Penn National Insurance has achieved a “Superior Rating” for Personal Lines Claims Customer Experience as measured by Ward’s ExperienceMonitor program, powered by Inpoint. This is the company’s sixth consecutive year to receive the superior rating.
COMMERCIAL AND PERSONAL COVERAGES
For Commercial Lines, we offer a wide range of coverage rich endorsements known as PennPacs. Our PennPacs provide valuable coverage and limit enhancements on Business Auto,
Businessowners, General Liability, Property, Workers’ Compensation and Inland Marine, geared to a market’s need.
For Personal Auto, we offer great additional coverages, including Roadside Assistance, New Car Replacement and Auto Loan/ Lease. For Homeowners, we offer valuable additional coverages, including Equipment Breakdown, Underground Utility, Loss Assessment and Identity Theft.
BENEFITS OF PARTNERING WITH US
• An accessible management team that really knows you and your agency
• Consistency in underwriting
• A dependable and fair approach to claims handling
• Local knowledge and presence in your markets
• A carrier who listens and responds as well as builds long-term relationships
MAKING LIFE BETTER
We make life better for our agents, employees and policyholders as well as the community. Our policyholders can feel secure knowing that we are here to protect them and get them back on their feet after a claim. For our employees, we provide competitive salaries and benefits. We give back to the community through financial support and encouraging our employees to volunteer.
For more information, visit our website: PennNationalInsurance.com.
Thank You
We speak human, not fine print.
We believe insurance should sound like a conversation, not a contract. So, we skip the jargon and meet you where you are—with tools, insights, and people who know your customers’ industries inside and out, from manufacturers and contractors to breweries and wineries.
That’s how partnerships work. And that’s how we work. Because at EMC, we’re all about Keeping insurance human®
Let’s get to know each other at emcinsurance.com
in Insurance Celebrating
Women have made valuable contributions to the independent agency system for generations. Their roles have evolved over the years, with women now represented in positions of service, sales, and – with growing equality – leadership.
In concert with the 2026 IA&B Women’s Conference, held March 31 in Gettysburg, PA, this issue of Primary Agent magazine recognizes eight remarkable women insurance professionals, all hailing from IA&B member agencies. A panel of judges selected them for their exceptional contributions to their agency, community, and the independent insurance industry.
On the following pages, we proudly introduce the 2026 Women of Influence. New this year, we introduced a secondary recognition level – the IA&B Women to Watch category with four honorees. And finally, we honor one IA&B Woman to Applaud as she approaches retirement following a notable 50-year career.
Women of Influence
Kimberly Conte
Amy Kelley
Amanda Timmons
Women to Watch
Adrienne Anderson
Kristy Gergal
Sophia Jones
Lori Keohane
Woman to Applaud
Carol Troup
IA&B is committed to inspiring and supporting women in our industry. Learn more: IABforME.com/women-in-insurance
of Influence
Kimberly Conte
Job title: Manager
Agency: The Imperial Agency Inc.
Location: Bala Cynwyd, PA
Q. Tell us how you got your start in the insurance industry and how your career progressed.
A. I started my career in the banking industry. Then a family member – who works for The Imperial Agency to this day – reached out to see if I would be interested in interviewing for an in-office clerk position. I was hired and immediately knew this was exactly what I wanted to do: work for a family-owned business focused on helping people.
Under the guidance of great agency ownership, I worked hard, studied, and passed my property & casualty licensing test after only a few months. Eventually I was given an office to run, and I grew our client base through networking and leadership. Now almost 30 years later, I still enjoy what I do and the people I work for.
Q. What professional accomplishment(s) are you most proud of and why?
A. When I started in this industry (almost 30 years ago), the resources for career advancement were limited. There were no mentors showing me the ropes. Meaning, if I wanted to expand my skillset, I had to do it myself. The knowledge of the business I have today is mostly selftaught. Though it wasn’t easy, I know all the hard work I’ve put into my career has paid off.
Over the years, I have grown our business through multiple new products I have brought to the agency. This advancement in our agency has also allowed me to grow my clients’ businesses, which has been the most rewarding outcome of my career and makes me feel very proud of all my efforts.
Q. What advice do you have for young people – in particular, young women – who are beginning their career as an independent agent?
A. Do not be afraid of hard work. Be determined and want to excel. Have confidence in yourself that anything is possible. Insurance can be fun and rewarding.
Q. We understand you are very involved with the PA Lioness Lions Club. Tell us about the organization and what it means to you.
A. The Lioness Club raises money for the blind to help pay medical bills, get them to schools, and provide the appropriate tools they need to live life to the fullest. I was born with congenital cataracts and other eye defects. I have been to doctors since I was 2 years old and was always worried that I wouldn’t be able to do well in school and later in life because I fought so hard to see. I want to help people not feel as scared as I did at a young age.
Q. Tell us how you got your start in the insurance industry and how your career progressed.
A. Looking over job postings in the newspaper one day, I spotted the word “insurance.” I had no idea what it involved, but I went to the interview anyway, and that day changed my life.
I spent 14 years at a State Farm agency. Then, when my daughter became ill, I knew I needed to take the summer off to be with my girls. That fall, I shifted gears and worked briefly as an assistant in my husband’s real estate business, but I quickly realized how much I missed insurance.
A connection led me to an Allstate agency, where I stayed for two years. When it didn’t feel like the right long-term fit, I began looking again and was introduced to Lacher, a family-owned independent agency. Having worked only for single carriers before, the variety of carriers and coverages was a fun new challenge. I’ve been with Lacher for 18 years, and most recently I’ve been heading their Private Client Group. I thrive on solving complex issues and helping people, so this role has been a perfect fit.
Q. What professional accomplishment(s) are you most proud of and why?
A. Until today, I would have said my proudest accomplishment was earning the Quality CSA of the Year Award from Erie Insurance three years ago. This award recognizes someone who truly lives Erie’s motto of being “Above All in Service,” follows the Golden Rule, and invests in their education. With about 440 licensed Customer Service Agents in the Allentown Branch at the time, being voted on by my peers and colleagues felt incredibly touching and meaningful.
Fast forward to today: I’m humbled and deeply appreciative to be one of three women receiving this
Amy J. Kelley
Job title: Advisor
Agency: Lacher
Location: Souderton, PA
of Influence
Woman of Influence recognition. Being nominated by a colleague means just as much to me. She’s my right hand and my left hand, and I’m proud to call her my friend.
Q. What advice do you have for young people – in particular, young women – who are beginning their career as an independent agent?
A. Stick to your core values: honesty, integrity, and empathy. If you have a family, remember that’s the most important thing. Work hard, keep your nose to the grindstone, but also protect balance in your personal life and with your family.
Q. You are a champion of other women at Lacher and are considered a mentor. How did you develop those skills, and what does mentorship mean to you?
A. It’s hard for me to think of myself as a “champion” of other women at Lacher. I’ve worked alongside so many incredible women over the years, and I see us as side-byside colleagues and like-minded professionals all pursuing the same goal: helping our clients and educating them to find the best coverage solutions.
I was Office Manager toward the end of my time at State Farm, and later Senior Client Manager at Lacher before moving into the Advisor role. I’ve always loved teaching others and watching them succeed. One year, I even led “Lacher Graduate School” sessions for my teammates, where we’d dive deep into a topic, share real examples, and learn from one another.
To me, mentorship means being a leader, a listener, a supporter, and someone who stays open to change and new opportunities.
Q. Tell us how you got your start in the insurance industry and how your career progressed.
A. I started in insurance right out of college, working as a personal lines agent for almost nine years. Inspired by the business owners and entrepreneurs I networked with, I left the insurance world to start a commercial cleaning company in 2015.
While I grew my own business, I maintained my insurance license. In 2024, my brother, Chaz Timmons [co-owner of PDM Insurance Agency], asked if I wanted to help PDM Insurance with part-time commercial lines work. I agreed, and by January 2025, I decided to go full time as a commercial lines CSR and producer – all while maintaining my own business with the help of family and employees.
Q. What professional accomplishment(s) are you most proud of and why?
A. I am most proud of my drive and ambition to do better every day. Whether I’m saving money for an insurance customer or educating someone who calls into the agency and says they are starting a new business venture, it excites me so much to help them.
Q. What advice do you have for young people – in particular, young women – who are beginning their career as an independent agent?
A. Professionally, I would say that faith and hard work will take you far. I was always taught to do better each day, help others, and set goals. Spend most of your time doing what you are passionate about – that is your purpose!
Surround yourself with people who have high standards and similar life goals. They will help you succeed. If you
of Influence
Amanda N. Timmons
Job title: Commercial Business Agent
Agency: PDM Insurance Agency
Location: Chambersburg, PA
have a dream, pursue it. Do not be afraid to fail, and if you do, try it again and again. Failure teaches you what not to do and what to do better.
Q. We understand that you’re heavily involved with the non-profit My Neighbor’s Bounty. Tell us about the organization!
A. I always had a passion for giving back and helping others in need. After years of making site visits to other food pantries, I finally took the leap to open one in my hometown of Mercersburg, PA.
I wanted this pantry to be different – volunteer-operated only, no income or location requirements for clients. If you are hungry, you come and eat, no matter what your circumstances are, and you receive no judgement. I wanted the pantry to be set up like a grocery store where people could pick what they wanted each week.
I asked business colleagues to participate on the Board of Directors and set everything in motion to form My Neighbors’ Bounty Inc., a 501c3 non-profit. When we announced the pantry’s opening, the community and local businesses supported us with monetary and food donations.
We opened on April 15, 2021 to 21 clients. Today we serve an average of 100 families each week. We also expanded to offer outreach to the homeless and to deliver food to homebound individuals. Then in June 2025, we moved next door to accommodate a larger store and warehouse.
We have been blessed with wonderful volunteers, business and community support, and assistance from the Central PA Food Bank. We plan to help serve the community for years to come!
Kristy Gergal, CAPI, AINS, API, AIS
IA&B Woman to Watch Recipient
chubb.com
to Applaud
Carol A. Troup, LUTC
Job title: Personal Lines Manager
Agency: Sholley Agency Inc.
Location: Lewisburg, PA
Q. What professional accomplishment are you most proud of?
A. I began my insurance career as a producer in 1976, when opportunities for women were limited. What began as a solo venture evolved into a successful independent agency with my brothers. Through perseverance and integrity, I created lasting client relationships, achieved financial security, and opened doors for my family and others, proving that dedication and service can transform both business and community.
Q. What words of wisdom would you offer young women just beginning their insurance career?
A. Build your reputation on relationships, not just transactions. Network consistently, join industry associations, and participate in professional development programs – they open doors and build confidence. Seek mentors who will guide and challenge you. Focus on understanding clients’ needs and offering solutions, not just selling products. Embrace the flexibility our industry increasingly values, and remember that integrity, persistence, and genuine care will set you apart and sustain long-term success.
Q. What professional accomplishment are you most proud of?
A. I am incredibly proud of how intentionally I live Babb Inc.’s people-centric value in every partnership. I made a personal commitment to keep learning. I stretched myself, listened more deeply, and grew alongside the people I lead. Every meaningful win came from the collaboration of my teams, the trust we built with our clients, and the strong alignment we created with our carrier partners. Together, we achieved outcomes rooted in relationships, mutual respect, and shared success.
Q. What words of wisdom would you offer young women just beginning their insurance career?
A. I believe ambition thrives when it’s fueled by wellness, not exhaustion. Success isn’t about how much you sacrifice, but how well you sustain yourself along the way. Manage your capacity, establish goals and boundaries, and treat balance as a strategic advantage. Taking care of yourself will sharpen your clarity, strengthen your resilience, and anchor your purpose, allowing your ambition to grow without burnout.
Kristy Gergal, CAPI, AINS, API, AIS
Job title: Vice President of Personal Insurance
Agency: EHD
Location: Lancaster, PA
Q. What professional accomplishment are you most proud of?
A. I have two accomplishments that I am most proud of. Through hard work, dedication, and perseverance, I worked my way from working in the mailroom 23 years ago, to leading the Personal Insurance team today. I take great pride in my work and our team. The most rewarding part of my career has been empowering, supporting, and believing in others and watching them thrive.
Q. What words of wisdom would you offer young women just beginning their insurance career?
A. Be confident in what you bring to the table, continue learning, and always believe in yourself. Find your voice and use it. It’s ok not to have all the answers. Surround yourself with people who support you, challenge you, and help you to learn, grow, and find solutions together.
Sophia Jones, CISR
Job title: Personal Lines Account Manager
Agency: Element
Location: Hollidaysburg, PA
Q. What professional accomplishment are you most proud of?
A. While earning my CISR early in my career is notable, my greatest accomplishment is how I draw on my experience in customer service, PR, and sales to deliver the best possible service to clients, build trust, and earn positive feedback. It’s not a one-time achievement; it’s something I work to accomplish continually – and one I’m proud to maintain.
Q. What words of wisdom would you offer young women just beginning their insurance career?
A. Seek mentors (especially women who win!) who challenge you, not just cheer you on. Learn how they think, communicate, and negotiate. And don’t underestimate the value of AI; use it to prep meetings, draft emails, review data, and spark creative ideas. Just remember it’s a tool, not the final authority. And lastly, ask questions, listen more than you talk, and never undersell your value. Confidence comes from competence.
to Watch
Lori Keohane, CISR, CPIA, CIC
Job title: Vice President of Select Business
Agency: EHD
Location: Lancaster, PA
Q. What professional accomplishment are you most proud of?
A. The professional accomplishment I am most proud of is the opportunity to lead my current team. They are among the hardest-working and most conscientious teammates I have had the privilege to lead. Every day, they show up striving to be better than they were the day before. Their selflessness, willingness to mentor one another, and ability to celebrate each other’s successes make leading them both an honor and an inspiration.
Q. What words of wisdom would you offer young women just beginning their insurance career?
A. Don’t be afraid to try new things and have scary conversations. Embrace new experiences early in your career; they often lead to unexpected strengths. And always have the conversation: growth happens when you’re willing to ask the question, share your perspective, and advocate for yourself and your future career goals.
Thank You to Our Sponsors
Women in Insurance
We offer our sincere thanks to the following companies for their generous support of the 2026 IA&B Women’s Conference and Women of Influence recognition program.
AGENTS GROW
We see what’s important to you.
As Maryland’s only nonprofit workers’ compensation provider, we prioritize the people behind every policy, including returning $60M to policyholders in the form of dividends in 2026.
You can count on us for tailored support to independent agents of all sizes, along with:
• No appetite restriction
• Local support and expertise
• Multi-state coverage
• Competitive commissions Scan here to see the difference we can make for you and your clients.
WELCOME NEW MEMBERS
Jefferson Insurance Agency Punxsutawney, PA
StoneWell Insurance Group Elverson, PA
Slagel Insurance Agency Allison Park, PA
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
rebecca.sieg@theygsgroup.com 717-430-2351
SCHEDULE
APRIL 2026
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.
