Primary Agent - December 2025

DECEMBER 2025

SUCCESS STORY

MEET NEW INDEPENDENT AGENT

FELIPE PERES

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE OUTSTANDING CSRs OF THE YEAR YOUNG AGENT CONFERENCE RECAP

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.

DECEMBER 2025

CONTENTS

FEATURED >>>>> 9

MEET OUTSTANDING CSR OF THE YEAR WINNERS Congratulations to the professionals who received the Outstanding CSR of the Year award in IA&B service states of Pennsylvania, Maryland, and Delaware.

12

INTERVIEW WITH FELIPE PERES

16

YEAR IN REVIEW

18

DEVELOP CONFIDENT AGENTS THROUGH ICCP

JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Instagram.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 # 2025-12, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2025. All rights reserved. No material JUNE 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.

Felipe Peres shares how IA&B's Insuring Careers Certification Program aided his entrance into the insurance industry and helped land his current position with Associated Insurance Management LLC, an IA&B member agency headquartered in Silver Spring, MD.

From legislative and regulatory advocacy, to new talent recruitment and development, this year was one for the books. Review highlights of 2025.

Learn how IA&B's Insuring Careers Certification Program (ICCP) saves agencies time on training and supports the next generation of independent agents.

MONTHLY 2 CHAIR'S MESSAGE 3 DON'S DISCUSSSION 4 COVERAGE CORNER 6 NEWS & NOTES 25 UPCOMING EDUCATION IABforME.com |

1

CHAIR OF THE BOARD'S MESSAGE The passage of time has always confounded me. Time may be a social construct, but it is one with influential externalities. As 2025 winds down, I find myself yet again contemplating the time-related cycles that affect our industry.

Perhaps out of spite, I keep returning to the most influential part of our business, and yet, the one most influenced by temporal constraints: the people willing to share so much of their time with our colleagues and clients. I call on each of you to join the coalition focused on driving talent into the incredible business of insurance.

This issue highlights Felipe Peres, who found his way into an independent agency through IA&B’s Insuring Careers Certification Program. His story is less an exception and more an exceptional reminder. Every one of us had someone who influenced our individual path. Many professionals found the confidence to leap because someone believed they could do it. And that’s how we build for the future.

Independent agencies thrive because we care about human experience and we invest in people. Those new people infuse their perspective into what we do for clients and community. Be bold in seeking out talent for your team and act confidently knowing that IA&B is there to be your partner with the Insuring Careers Certificate Program.

As you look ahead to next year, make room for curiosity and enthusiasm. Give them the space to challenge what has always been done and help us reimagine what is possible. Bring in the intern. Mentor the new producer. Introduce an unfamiliar professional to insurance over coffee. None of us arrived here on our own and none of us will build the future alone either.

To everyone who has shared their time, experience, and patience this year, I express my sincere gratitude! You are securing next generation in our noble profession.

Happy holidays,

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

Lisa Parry, CPIA

Tony Cusati, CIC

Bill Purdy

Michael Gaetano

Kent Reynolds, CIC

Debra McAfee

David Rivell, CIC, CRM

Michael McGroarty, Jr., CIC

Christy Rose

McGroarty & Bradburn Insurance Pittsburgh, PA

Avery Hall Insurance Salisbury, MD

Hunter McHugh

Ashley Stafford, CPIA

Famous & Spang Associates Aberdeen, MD Sitter Insurance LLC Erie, PA The Hartman Group Montoursville, PA McAfee Insurance Agency, LLC Wilmington, DE

McHugh Insurance Group Wilmington, DE

Shayne McIntosh, CIC

I love music, especially the thrill of sharing what I’m listening to. Here’s what I had queued up while drafting my commentary.

Heavy Rotation: The Spinners: Spinners; Bonnie Raitt: Streetlights; Fruit Bats: Gold Past Life; the Beths: Straight Line Was a Lie; the Smashing Pumpkins: Machina / The Machines of God

2

DECEMBER 2025

Purdy Insurance Agency, Inc. Sunbury, PA Blue Ridge Risk Partners LLC Hagerstown, MD Element Risk Management West Chester, PA

Williams Insurance Agency, Inc. Rehoboth Beach, DE

Michael Thomas

JPI Insurance Associates Dillsburg, PA

Lighthouse Insurance Svcs Gambrills, MD

Chris Miller, CIC

Kyle Zehr, CIC FIFS, LLC Telford, PA

Miller Insurance Protection Team Jonestown, PA

Andrew M. Enders, Esq. Chair of the Board

Parry Insurance Langhorne, PA

Jill Nye, CIC, CISR, CPIA Gunn-Mowery, LLC Lemoyne, PA

NATIONAL DIRECTORS Mike Ertel (PIA)

AssuredPartners | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Mark J. Monroe Insurance | Downingtown, PA

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.

an age at which licensed producers become totally exempt from the requirement QUESTION: Istothere take continuing education (CE) in order to renew their license?

ANSWER: While the statutes and regulations governing CE requirements vary for each of IA&B’s three states, the good news – at least if you’re an optimist – is that each state may provide at least some degree of exemption or credit for the seasoned producer.

The available exemptions/credits are as follows: DELAWARE General requirement: Resident licensees are required to complete 24 credit hours during each 24-month licensing period.

Exemption – credit: A licensee who has been continuously licensed for 25 years or longer prior to the start of their licensing period, or who holds an approved professional designation, shall receive an automatic credit of twelve (12) credits in each biennium.

Of note: The 12 automatic credit hours cannot be applied to fulfill any applicable flood (2 hours), ethics (3 hours), or long-term care (3 hours) CE requirements.

Applicable statutes/regulations: 18 DE Admin. Code 504, at Section 8.0 – Licensee’s Responsibility (specifically at subsection 8.3 – Automatic Credit).

MARYLAND General requirement: Licensees are required to complete 24 credit hours during each 24-month licensing period.

Exemption – credit: If a licensee has held a license for 25 or more consecutive years as of October 1, 2008, the licensee shall only be required to complete 8 hours of CE in each renewal period.

Of note: If you qualify for the above exemption, you’re still required to meet any flood (2 hours), ethics (3 hours), and/or long-term care (2 hours) CE requirements, if applicable.

Exemption – age: In addition, per MIA Producer Bulletin 1307, licensees who were age 70 and above as of April 30, 2013, are exempt from the general CE requirements.

Of note: If you qualify for the age exemption, you’re still required to meet the flood (2 hours) and longterm care (2 hours) CE requirements, if applicable. In addition, while the flood CE requirement will not be monitored by the MIA, it likely may be monitored by Write-Your-Own carriers and/or the NFIP.

IABforME.com |

Applicable statutes/regulations: MD Ins. Code Section 10-116 (specifically at subsection 10-116(a)(3)(iii); Code of Maryland Regulations (COMAR) Section 31.03.02.03 (specifically at subsection B); Maryland Insurance Administration Producer Bulletin 1307 (specifically at subsection II).

PENNSYLVANIA General requirement: Licensees are required to complete 24 credit hours during each 24-month licensing period.

Exemption – age: A licensee who was licensed prior to Jan. 1, 1971, and who has been continuously licensed for all lines of authority since that time, is exempt from CE requirements.

Of note: If the licensee adds a line of authority, or lets his or her license lapse, the age exemption becomes inapplicable.

Applicable statutes/regulations: 40 P.S. Section 310.8 (specifically subsection 310.8(c)(1).

Continued on page 7

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HOMEOWNERS POLICY WEAR AND TEAR AND MECHANICAL BREAKDOWN CLAIM DENIALS

By Bill Wilson In my last column, I gave two examples of personal auto claims that were denied, incorrectly in my opinion, by citing the wear and tear and mechanical breakdown exclusions in the ISO PP 00 01 form.

Similar exclusions in ISO HO 00 03 and ISO HO 00 05 homeowners forms (and many non-ISO forms) are also often misunderstood. To illustrate, the following are three 4

examples of claim denials I assisted agents in getting overturned.

A garage collapsed under the weight of ice, snow, and sleet during a blizzard. The claim was denied, citing the wear and tear exclusion, on the basis that the garage was in a poor state of repair that precipitated the collapse.

DECEMBER 2025

In another case, a water pipe fitting broke, apparently due to corrosion, resulting in extensive water damage to the structure.

This claim was also denied by citing the wear and tear exclusion.

Finally, water escaped from a boiler, and as a result, the firing chamber caused fire damage to the boiler and other property. The adjuster cited

COVERAGE CORNER the mechanical breakdown exclusion in the ISO homeowners policy to deny the entire claim.

The group of exclusions that applied to these losses were: (a) Wear and tear, marring, deterioration; (b) Mechanical breakdown, latent defect, inherent vice or any quality in property that causes it to damage or destroy itself; (c) Smog, rust or other corrosion, or dry rot; What do these exclusions have in common? They all involve damage that occurs over a relatively long period of time, usually through normal use. Things wear out or break over time. Such losses are generally uninsurable, though exceptions are often made for ensuing losses.

However, the damage cited in the three examples above occurred suddenly and accidentally, not over an extended period of time.

In the first claim, the garage was admittedly in a deteriorated state at the time the policy was procured. The insurer’s underwriting department could have avoided the claim by refusing to insure the structure. So, once the risk is accepted by the insurer, the condition of the property is immaterial as to coverage, though it may be a factor in determining value, especially if coverage is on an ACV basis.

fitting could be excluded, not the ensuing water damage loss.

In the third example, as discussed in greater length in my last column, mechanical breakdown involves damage inherent to the property itself. In addition, as in the second claim, the policy included an “ensuing loss” provision so that resulting damage, unless itself specifically excluded, was specifically covered.

Another argument for coverage in the third claim is that the cited exclusion in the HO 00 03 form was not in the HO 00 02 form. The HO 00 02 form would inarguably cover this claim since the named perils include “Sudden and accidental tearing apart, cracking, burning or bulging of a steam or hot water heating system….” According to a 1991 ISO homeowners filing, if a loss would be covered under an “inferior” ISO HO form, it should be covered under a “superior” ISO HO form.

As stated in my prior column, the International Risk Management Institute (IRMI) has extensive case law citations where coverage was found for claims of this type in policies with comparable exclusionary language.

The good news is that, to the adjusters’ credit, once this information was provided, they reversed the initial denials and paid the claims. As 19th century U.S. writer Archibald Hodge noted, “He is wise who knows the sources of knowledge – who knows who has written and where it is to be found.”

In the second case, the damage claimed was caused by the escaping water. While corrosion precipitated the damage, only the corroded

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.

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5

NEWS & NOTES

PA LEGISLATIVE DAY On Oct. 27 over two dozen IA&B members made the trip to Harrisburg to meet with their elected officials to discuss a wide range of issues affecting the insurance industry.

Throughout IA&B’s Pennsylvania Legislative Day, agents met with dozens of lawmakers and staff to advocate on several issues that are important to IA&B and its membership, including: ▲ Increasing the Minimum Limits for Auto Insurance IA&B Chair Andrew Enders, surrounded by IA&B members, speaking in the Capitol Rotunda

▲ Reforming Public Insurance Adjuster Licensing ▲ Enacting Real-Time Auto Insurance Verification ▲ Limiting Construction Indemnity Contracts Sen. Chris Gebhard and Rep. Jeff Olsommer, both independent agents themselves, joined attendees for a morning briefing to share their own insights on activity around the Capitol and advice before the day’s meetings.

(l to r) IA&B's Claire Pantaloni, Rep. Jill Cooper, IA&B Vice Chair Kate Dawson, IA&B's John Savant

Agents also sat in on the House Insurance and Senate Banking and Insurance Committee meetings, where the committees deliberated and voted on the Public Adjusters bills (HB 1972, SB 1074) in their respective chambers. Both bills received unanimous favorable votes.

Interested in getting involved with IA&B’s advocacy efforts? Contact IA&B Government Affairs Director John Savant at JohnS@IABforME.com or 800-998-9644, ext. 607.

Sen. Chris Gebhard (l) and Rep. Jeff Olsommer during the morning briefing 6

DECEMBER 2025

UNITY INSURANCE CELEBRATES 50 YEARS

DON'S DISCUSSION

Congratulations to the staff of Unity Insurance – an IA&B member agency in Baltimore, MD – on the agency’s 50th anniversary.

As you can see, none of our three states is overly generous with regard to eliminating and/or reducing a seasoned professional’s CE requirements. And, while we continue to lobby the states’ respective insurance departments and legislatures for amendments or revisions to broaden eligibility for age exemptions for CE credits, our attempts thus far have yet to bear fruit.

Title of Publication: Primary Agent

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.

The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes has not changed during the preceding 12 months.

“Reaching this milestone is a testament to our values of integrity, accountability, and commitment to our customers,” said CEO Shelly Brouse.

Originally focused on insurance solutions for the healthcare industry, Unity Insurance now offers comprehensive business and personal insurance options to clients throughout the Mid-Atlantic region.

Is your agency celebrating a milestone anniversary? Whether it’s five years or 125 years, we want to acknowledge your accomplishment.

Email announcements and images to IA&B Public Relations Director Karen Robison at KarenR@IABforME.com.

Continued from page 3

STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION Publication Number: 0274-9025 Date of Filing: August 28, 2025 Number of Issues Printed Annually: 12 Annual Subscription Price: no subscriptions Complete Mailing Address of the Headquarters or General Business Office of Publisher: Publisher: IA&B Service Group Inc. 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 Editor: Karen Robison 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 Owner: IA&B Service Group Inc. 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440

Extent and Nature of Circulation

Avg. No. of Copies Each Issue During Preceding 12 Months

No. Copies of Single Issue Published Nearest to Filing Date

A. Total number of copies

1,222

1,228

1. Mailed Outside-County Paid Subscriptions

1,222

1,228

2. Mailed In-County Paid Subscriptions

0

0

3. Paid Distribution Outside the Mails

0

0

4. Paid Distribution by Other Classes of Mail

0

0

C. Total Paid Distribution

1,222

1,228

1. Free or Nominal Rate Outside-County Copies

0

0

2. Free or Nominal Rate In-County Copies

0

0

3. Free or Nominal Rate Copies Mailed

0

0

4. Free or Nominal Rate Distribution Outside the Mail

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E. Total Free or Nominal Rate Distribution

0

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F. Total Distribution

1,222

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G. Copies not Distributed

30

25

H. Total

1,252

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I. Percent Paid

100%

100%

B. Paid Circulation

>>>>>

D. Free or Nominal Rate Distribution

IABforME.com |

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amerisafe.com 800.256.9052 asksales@amerisafe.com

8

*Policyholder retention rate based on voluntary business that we elected for renewal quote: 94.2% in 2024. © 2025 AMERISAFE, Inc. AMERISAFE and the AMERISAFE LOGO is a registered trademark of AMERISAFE, Inc. SAFE ABOVE ALL is a trademark of AMERISAFE, Inc. All rights reserved.

DECEMBER 2025

IA&B MEMBERS RECOGNIZED FOR SERVICE Congratulations to the professionals who received the Outstanding CSR of the Year award in IA&B service states: Pennsylvania, Maryland, and Delaware. All three recipients are from IA&B Member agencies.

The Risk & Insurance Education Alliance named them as state winners of the 2025 Outstanding CSR of the Year competition. Additionally, Jessica Parrott of Delaware was selected as a national finalist.

The award recognizes the contributions and commitment of those who serve clients within the insurance industry. Recipients are commended for demonstrating outstanding service to their agencies, industry, and community.

Pennsylvania Winner

Maryland Winner

Delaware Winner

Renee Staines

Margarita Rodriguez,

Jessica Parrott,

Element Risk Management Altoona, PA

CLCS, PLCS

CIC, CISR, CWCA, ACRA

Gerety Insurance Bel Air, MD

The Insurance Market Laurel, DE

IABforME.com |

National Finalist

9

Thank You,

2025 Partners PLATINUM PARTNERS Erie Insurance

NJM Insurance Group

Ironpeak (formerly Iroquois)

Penn National Insurance

Keystone

Plymouth Rock Assurance

Millers Mutual Insurance

Progressive

GOLD PARTNERS Chesapeake Employers Insurance Company

MMG Insurance Company Nationwide Insurance Company

Chubb

POM Insurance Company

EMC Insurance Companies

SECURA Insurance

Farmers of Salem Liberty Mutual Small Commercial / State Auto / Safeco 10 10

Selective Insurance Company The Insurance Alliance Network

DECEMBER 2025

Thank you to these partners for supporting the independent agency network.

Interested in becoming a partner or other sponsorship opportunities? Reach out today.

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

SILVER PARTNERS AF Group AMERISAFE Amwins Program Underwriters Auto-Owners Insurance Company BBSI Berkshire Hathaway GUARD Insurance Companies Brethren Mutual Insurance Company Briar Creek Mutual Insurance Company CM Regent Insurance Company Cumberland Mutual Donegal Insurance Group

Farmers Mutual Fire Insurance Company of Marble Farmers Mutual Insurance Company of Western Pennsylvania First Choice Agents Alliance LLC Frederick Mutual Insurance Company Goodville Mutual Insurance Group

Lititz Mutual Millville Mutual Insurance Company Mutual Benefit Group Renaissance Rockwood Casualty Insurance Strategic Agency Partners Travelers

Grinnell Mutual

Tuscarora Wayne

Harford Mutual Insurance Group

Insurance Company

Illinois Casualty Company Johnson & Johnson Lebanon Valley Insurance Company IABforME.com |

Westfield Insurance Windsor Mount Joy Mutual Insurance Company Workpartners 11

Q&A with

FELIPE PERES Felipe Peres was the first person from outside the industry to complete IA&B’s Insuring Careers Certification Program. He is now employed as a commercial insurance producer with Associated Insurance Management LLC (AIM), an IA&B member agency headquartered in Silver Spring, MD. Q. Tell us about your career path and how it led you to become an independent insurance agent!

A. I had a coaching business, and in an effort to get a client, I had coffee with a producer from Northwestern Mutual, who told me that he had transitioned into that from being a commercial property manager. He said it was slow going at first, but three years in, things were picking up for him. He presented an enticing vision of his future, and the conversation rekindled my interest in insurance, as I’d worked many years ago, for a short while, as a life insurance agent.

I decided that this go around, I was most interested in commercial property and casualty insurance. My first step was to reach out to Tim Wonder at IA&B, who gave me indispensable advice over a few calls and emails. He also told me about the Insuring Careers Certification Program (ICCP) that IA&B had just launched and said it would help me differentiate myself in the job market. Did it ever … employers loved to see that I was taking this career seriously!

I confidently accepted an offer with Associated Insurance Management (AIM), in Silver Spring, MD. AIM was the best choice for me because I had some commercial real estate experience, and the agency specializes in and is stellar at commercial real estate and habitational insurance.

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Q. You’re now several months into your career as an insurance producer. How has working in the insurance industry compared to your expectations? Any surprises?

A. Since I had a thin network in real estate, I decided I’d apply the same strategy that got me the job to get me clients. Thus far, I’ve almost exclusively been knocking doors at commercial buildings to get leads. Go figure … doing that at volume works, and I’ve gotten some great leads and closed deals out of it.

What I’ve also realized, though, is that the specific type of B2B insurance that we do at AIM is more of a marketing and credibility game, than a sales game. Thus, I’ve been slowly adopting some more high-value but mid-term prospecting strategies like networking. I’m also getting more insurance education. With that combination, I envision prospects will, over time, treat me less transactionally and more like a trusted advisor, which I know will change the game for me.

Lastly, I have to thank AIM’s owners and upper management for taking a chance on me because I did not fit the mold (was not coming in with an established book) of its existing producers.

Q. What does your typical workday look like? And what is your favorite part of your job?

A. There is no typical day. If I’m not getting quote requests from prospects, I’m either knocking doors or making follow-up phone calls to get opportunities to provide a quote or get appointments to discuss somebody’s insurance program. I typically spend a decent amount of time learning: the quoting process, insurance, and carrier appetites, among other things. My favorite part is relationship building, which is why I’m taking the steps

DECEMBER 2025

ON THE COVER I’ve previously mentioned to more readily earn those relationships, as a trusted advisor.

Q. You successfully completed the Insuring Careers Certification Program. What did you find most beneficial about the program?

A. It included the licensing part and had a lot of content beyond that, which gave me a great amount of confidence before I started my career. It also was something that piqued employers’ interest on my resume and helped my cause in interviews.

Q. What advice would you give others who are just getting their start in the insurance industry?

A. This is a marketing game. Pick some form of prospecting that works well for you, and know that if you do enough volume of it, you are virtually guaranteed to succeed.

Lean on those with more experience to help you with the insurance side of the business and consistently study some insurance on your own, too, but don’t try to study your way to success because you will fail. The runway to get clients is not very long but very doable if you don’t skimp on marketing volume.

Save the Date Fourth annual in-person conference celebrating growth and leadership for women in insurance.

Tuesday, March 31 9:30 AM – 3:30 PM Wyndham Gettysburg Hotel Gettysburg, PA

Registration opens January 12

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

A. I like rock climbing, hiking, watching international soccer, traveling, socializing, and hanging out with family and friends.

EDUCATION

ADVOCACY

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IABforME.online/insuring-careers-agencies

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For more information and to get started, contact: Heather Ulrich, IA&B Director of Career Services 717-918-9441 | HeatherU@IABforME.com

2026 CLASSES NOW POSTED TO REGISTER, CALL: 800-998-9644, OPTION 1 ONLINE: IABFORME.COM

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Get Started Today For personalized service, contact KEVIN HORD, CIC, CPCU, ACLS, MBA 800-998-9644, ext. 209 KevinH@IABforME.com IABforME.online/insurance

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2025 YEAR IN REVIEW

March

January IA&B made significant strides toward talent recruitment and development by launching the Insuring Careers Certification Program, which offers P&C licensing study prep and covers insurance policies, agency operations, and vital business skills.

The program is designed for agencies’ new, unlicensed employees, as well as industry recruits. To support this, IA&B attended dozens of career fairs throughout the region to introduce students and job seekers to our industry.

August

July Thirty interns from IA&B member agencies and company partners attended the fourth annual IA&B Intern Day, held on July 31 – National Intern Day – at the IA&B office in Mechanicsburg, PA. These exceptional young professionals spent the afternoon participating in small group discussions, listening to a young agent panel, and hearing from industry speakers.

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Over 200 insurance professionals gathered on March 25 in Lancaster, PA for the third annual IA&B Women’s Conference. The sold-out event featured sessions on navigating relationships with clients and colleagues and mastering stress-resilient communication. Keeping with tradition, attendees supported a local non-profit – this year, donating baby diapers for Milagro House.

Maryland Insurance Commissioner Marie Grant attended the Aug. 19-20 IA&B Board meeting in Kent Narrows, MD. She spoke about her priorities and addressed members’ questions about new tools and data, the homeowners’ market, public adjusters, industry perpetuation, and more.

DECEMBER 2025

YEAR IN REVIEW From legislative and regulatory advocacy, to new talent recruitment and development, this year was one for the books. Review highlights on these pages, as well as recaps of Pennsylvania Legislative Day on page 6 and the Young Agent Conference on page 22.

April

May

IA&B hosted over two dozen IA&B members from Pennsylvania and Delaware for the annual Big “I” Legislative Conference on April 30-May 1 in Washington, D.C. IA&B members and their independent agent counterparts from across the United States met with their elected lawmakers and urged them to address tax reform, disaster mitigation, legal reform, and crop insurance.

Pennsylvania Insurance Commissioner Michael Humphreys and Deputy Insurance Commissioner David Buono attended the IA&B Board meeting on May 20 in Mechanicsburg, PA. They engaged in wide-ranging conversations on everything from innovative flood products and AI/machine learning, to “hail chasers” and industry recruitment.

September

August Also at the August Board meeting, outgoing IA&B Service Group Chair Sarah Brown, of Keller-Brown Insurance Services, passed the gavel to incoming Chair Andrew Enders, of Enders Insurance. Sept. 1 marked the beginning of a new administrative year and of Andrew’s two-year term.

IABforME.com |

IA&B hosted its annual Crab Feast on Sept. 18 in Smyrna, DE. The Delaware insurance community tradition brings together staff from IA&B member agencies and company partners for great food and camaraderie.

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DEVELOP CONFIDENT AGENTS THROUGH ICCP Do you have a new, unlicensed employee—or are you considering hiring one? The Insuring Careers Certification Program (ICCP) may be the perfect licensing and training program for your future agent.

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.

More than just a licensing exam prep course, ICCP equips participants with a deep understanding of insurance principles, real-world applications, and the soft skills needed to thrive in client-facing roles.

The certification process blends flexibility with support.

Delivered entirely online, ICCP allows participants to work at their own pace and complete the program within six months—or sooner. Throughout the journey, IA&B’s experienced education team provides ongoing guidance and assistance to your employee.

The Next Generation of Independent Agents Since its launch in early 2025, ten insurance professionals have successfully completed IA&B’s Insuring Careers Certification Program. They represent the next wave of confident, capable independent insurance agents ready to serve clients and strengthen agencies.

The program is designed not only for agencies’ new, unlicensed employees, but also for individuals outside the industry seeking an entry point into a rewarding career.

Unlike Any Other Program Save time on training as we prepare your employees to become successful agents.

Participants in the ICCP program: ▲ Learn the fundamentals of insurance and professional skills ▲ Prepare thoroughly for the state licensing exam ▲ Apply newly learned knowledge through real-life scenarios

18

IABforME.com

DECEMBER 2025

INSURING CAREERS

Congratulations

What People Are Saying “Our employee learned an incredible amount about the general P&C space and technical nature of the business by diving into real-life scenarios after he completed the licensing portion of ICCP. I appreciated that the program was designed to teach him how to apply what he learned.”

– Corey Donovan, Recruiting & Training Manager of Maury Donnelly & Parr Inc. “This is a great program! A team member from our agency completed ICCP, and the material was easy to understand and beneficial.”

– Robert Smyrl, President of Smyrl Insurance “ICCP included the licensing part and had a lot of content beyond that, which gave me a great amount of confidence before I started my career.”

– Felipe Peres, Commercial Insurance Producer for Associated Insurance Management LLC Read more about Felipe’s experience with ICCP and his entry into the independent insurance industry on page 12.

to the newest ICCP graduates!

Gianna Cosentino Hutton-Blews Insurance LLC, PA Carina Cutone Loring M. Reagle & Son Inc., PA Julia DiMichele Edward L. Sanders Insurance Agency, MD James Idy Iglehart Maury, Donnelly & Parr Inc., MD Brianna Martin Hutton-Blews Insurance LLC, PA Sean Mohan Element Risk Management, PA Felipe Peres Since hired by Associated Insurance Management LLC, MD Sarah Smith Element Risk Management, PA

For more information and to get started, contact: Heather Ulrich IA&B Director of Career Services

Brendon Trout Smyrl Insurance, PA

717-918-9441 HeatherU@IABforME.com

Heather Ulrich Insurance Agents & Brokers, PA

IABforME.com |

19

THIS HOLIDAY SEASON, REST EASY KNOWING YOUR FARM IS PROTECTED.

TM

FROM THE FARM AND RANCH PROFESSIONALS AT

Bow, NH

877.552.2467 aimscentral.com

DECEMBER 2025

FINANCIAL REPORTS

IA&B FINANCIAL REPORTS INSURANCE AGENTS & BROKERS COMBINING STATEMENT ACTIVITIES INSURANCE AGENTS &OF BROKERS March 31, 2025 COMBINING STATEMENT OF ACTIVITIES March 31, 2025

IA&B maintains a strong combined statement of financial position with $14.1 million in assets, $10.8 million in member equity, and no third-party financed debt. Over $579,000 of net operating income is reflected on the combined statement of activity for the year ended March 31, 2025.

IA&B supports the activities that

Revenues: Membership Dues Revenues: Professional Training Membership Dues Insuring Careers Certification Program Professional Training Events MemberCertification Products Program Insuring&Careers Advocacy Events & Member Products Publications Advocacy Royalties & Commissions Publications Consulting Royalties & Commissions Other Consulting Total Revenues Other Total Revenues Expenses: Membership Expenses: Commission Membership Professional Commission Training Insuring Careers Certification Program Professional Training Events MemberCertification Products Program Insuring&Careers Publications Events & Member Products Advocacy Publications Corporate Advocacy & Management Governance Corporate & Management Total Expenses Governance Total Expenses Net Operating Income (Loss)

education. We’re over 940

Net Operating Income (Loss) Other Income (Expense): Contributions & interest to Other Income (Expense): designated funds Contributions & interest to Depreciation & amortization designated funds Interest & dividends on cash Depreciation & amortization equivalents Interest & dividends on cash Gain on sale of property & equipment equivalents Net Gaininvestment on sale of income property(loss) & equipment Life insurance income Net investment income (loss) Annuity incomeincome Life insurance Deferred compensation expense Annuity income Income benefit (expense) Deferredtax compensation expense Total Othertax Income Income benefit(Expense) (expense)

member agencies strong across

Total Other Income (Expense) Change in Net Assets Change in Net Assets

our members value: effective advocacy, timely compliance resources, and quality

three states. Approximately 682

IAB of PA

IAB of MD

DAIAB

IAB of PA

IAB of MD

DAIAB

298,265 984,832 298,265 14,821 984,832 106,635 14,821 4,536 106,635

4,536 1,015,717

54,873 181,182 54,873 2,727 181,182 19,619 2,727 835 19,619

835 186,867

IA&B sells over 1,250 policies for insurance coverage of member and non-member agencies.

This allegiance to IA&B, combined with our carrier partnerships, supports the financial strength of the

1,015,717

186,867

51,558

446,103

123,065

2,424,806

446,103

123,065

29,617

5,448

1,503

29,617 693,560 87,301 693,560 103,009 87,301

5,448 127,595 16,059 127,595 18,950 16,059

1,503 35,193 4,431 35,193 5,227 4,431

the fiscal year ended March 31, 2025 is on file at IA&B headquarters. These statements are a summary of that report.

368,274 1,215,991 368,274 18,300 1,215,991 131,666 18,300 5,601 131,666 0 5,601 1,254,142 0 0 1,254,142 0 0 2,993,974 0 2,993,974

Intercompany Eliminations Intercompany Eliminations

(1,590) (1,590)

113,293 2,956,853 113,293 123,114 2,956,853 1,940,432 123,114 5,133,692 1,940,432

5,133,692

(24,955) (24,955) (1,774,025) (1,800,570) (1,774,025)

(1,800,570)

IAB

366,684 1,215,991 366,684 18,300 1,215,991 131,666 18,300

131,666 88,338 4,210,995 88,338 123,114 4,210,995 166,407 123,114 6,321,495 166,407 6,321,495

103,009 93,140 1,455,275 93,140 26,963 1,455,275 2,488,865 26,963

18,950 17,136 267,738 17,136 4,962 267,738 457,888 4,962

5,227 4,727 73,849 4,727 1,369 73,849 126,299 1,369

4,433,181 700,511

(1,801,205) 635

(64,059)

(11,785)

(3,234)

(79,078)

700,511

635

622,068

12,694

417

115

12,694

417

115

13,226 0 13,226

(317,949)

(635)

13,226 (317,949) 13,226 (317,949) 120,138 (4) 120,138 256,303 (4) 40,335 256,303 31,841 40,335 (26,441) 31,841 (160,237) (26,441) (42,788) (160,237)

2,488,865 (64,059)

457,888 (11,785)

126,299 (3,234)

3,073,052 (79,078)

985,672 985,672

(2,176) (2,072) (2,176) (4,256) (2,072) (5,506) (4,256) (2,177) (5,506)

Combined IAB Combined

36,568 0 36,568 856,348 0 107,791 856,348 127,186 107,791 0 127,186 115,003 0 1,796,862 115,003 33,294 1,796,862 3,073,052 33,294

743 70,736 743 70,736 3,347,672 28,358 3,347,672 4,433,181 28,358

(2,177) (1,555) (1,783,463) (1,555) (1,783,463) (1,801,205)

0 70,674 0 70,674 135,179 0 0 135,179 0 0 0 0 0 0 219,079 0

(317,949) 49,464 (4) 49,464 121,759 (4) 40,335 121,759 31,841 40,335 (26,441) 31,841 (160,237) (26,441) (261,232) (160,237)

(635)

(261,232) 439,279

(635) 0

439,279

0

Combined IAB IABCombined Associations Service Group IAB IAB Associations Service Group 3,035,404 1,194,299 0 298,962 266,601 3,035,404 1,194,299 178,636 2,088,9330 733,416 298,962 421 13,379 239,113 178,636 2,088,933 733,416 152 3,687 421 13,379 239,113 0 152 3,687 119,540 2,560,3890 2,712,602 565,350 7,701,792 5,178,392 119,540 2,560,389 2,712,602 565,350 7,701,792 5,178,392 0 513,605

Intercompany Eliminations Intercompany

57,239

10,530

2,905

57,239 110,049

10,530 16,510

2,905 8,620

110,049

16,510

8,620

179,982

27,457

11,640

179,982 115,923

27,457 15,672

11,640 8,406

219,079 140,001

115,923

15,672

8,406

140,001

ASSETS ASSETS Cash & Cash Equivalents Cash, Fiduciary Account CashPremium & Cash Equivalents Accounts Receivable Cash, Premium Fiduciary Account Prepaid Expenses Accounts Receivable Inventory Prepaid Expenses Inter-corporate Loans, current portion Inventory Investments - Mutual Funds & ETFs Inter-corporate Loans, current portion Total Current Assets Investments - Mutual Funds & ETFs Total Current Assets Property & Equipment, net

Property & Equipment, net Cash Whose Use is Limited, Board & Donor Designated Cash Whose Use is Limited, Board & Inter-corporate Loans, net of Donor Designated current portion Loans, net of Inter-corporate Investment in Big current portion I Reinsurance Co. Investment Group Co. InvestmentininIAB BigService I Reinsurance Investment EntitiesGroup InvestmentininOther IAB Service Other Assets,inNet of Amortization Investment Other Entities Right-of-Use Asset Other Assets, Net of Amortization Cash Value, Life Insurance Right-of-Use Asset Present Value,Life Annuity Contracts Cash Value, Insurance Deferred Tax Contracts Present Income Value, Annuity Total OtherTax Assets Deferred Income Total Other Assets Total Assets Total Assets

IAB of PA

IAB of MD

DAIAB

IAB of PA 2,718,246

IAB of MD 50,557

DAIAB 266,601

2,718,246 1,181,463 11,431 1,181,463 2,986 11,431

50,557 728,834 1,527 728,834 549 1,527

2,986 2,098,050 6,012,176 2,098,050 6,012,176

Total Current Liabilities Total Current Liabilities Inter-corporate Loans Operating LeaseLoans Liability Inter-corporate Deferred Tax Liability Operating Lease Liability Retirement Obligations Deferred Tax Liability Total Long-term Retirement Obligations Liabilities Total Long-term Liabilities Net Assets, Unrestricted Capital Stock Net Assets, Unrestricted Additional Paid-in Capital Capital Stock Designated Funds Capital Additional Paid-in Undesignated Designated Funds Total Net Unrestricted Assets Undesignated Total Net Unrestricted Assets Total Liabilities & Net Assets Total Liabilities & Net Assets

IABforME.com |

549 342,799 1,124,266 342,799 1,124,266

0

346,676 346,676

90,000 486,082 90,000

102,013

486,082

102,013

922,758 922,758 6,934,934 6,934,934

102,013 102,013 1,226,279 1,226,279

organization.

The accountants’ review for

230 51,558

2,424,806

classes, and 5,900 individuals the fiscal year. Additionally,

15,136 49,977 15,136 752 49,977 5,412 752 230 5,412

IAB Service IABGroup Service Group

(635)

34,392 983,600 34,392 852,092 983,600 102,285 852,092 125,752 102,285 70,736 125,752 113,448 70,736 3,361,071 113,448 61,652 3,361,071 5,705,028 61,652 5,705,028 622,068

(42,788) 579,280 579,280

INSURANCE AGENTS & BROKERS COMBINING STATEMENT OF FINANCIAL POSITION INSURANCE AGENTS & BROKERS March 31, 2025 COMBINING STATEMENT OF FINANCIAL POSITION March 31, 2025

individuals attended 35 IA&B logged into 231 webinars during

Combined IABCombined Associations IAB Associations

2,051,668 2,051,668

30,000 12,005 30,000 12,005

42,005 42,005 607,355 607,355

LIABILITIES & NET ASSETS LIABILITIES & NET ASSETS

Eliminations

(2,623,940) (2,623,940)

(2,623,940) (2,623,940)

513,605

Combined IAB Combined

IAB 4,229,703 298,962 4,229,703 198,409 298,962 252,492 198,409 3,687 252,492 0 3,687 5,272,991 0 10,256,244 5,272,991 10,256,244 513,605

513,605

346,676

346,676

346,676 0 120,0000 600,100 120,000 0 600,100 00 00 00 00 00 1,066,7760 1,066,776 8,768,568 8,768,568

40,000 296,220 40,000 495,670 296,220 770,162 495,670 836,965 770,162 383,550 836,965 2,822,567 383,550 2,822,567 8,514,564 8,514,564

346,676 0 120,000 0 0 120,000 40,000 0 296,220 40,000 495,670 296,220 770,162 495,670 836,965 770,162 383,550 836,965 3,802,848 383,550 3,802,848 14,059,092 14,059,092

1,147,619 1,147,619 0 415,8560 131,920 415,856 1,242,578 131,920 1,790,354 1,242,578 1,790,354

(2,623,940) (2,623,940)

100 600,000 100 600,000 4,976,491 5,576,591 4,976,491 5,576,591 8,514,564 8,514,564

(100) (600,000) (100) (600,000)

715,672 715,672

182,221 182,221

0 0

0 0

0 0

2,949,561 2,949,561 0 00 00 00 00 0

346,114 4,537,152 346,114 4,883,266 4,537,152 4,883,266 6,934,934 6,934,934

462 510,145 462 510,607 510,145 510,607 1,226,279 1,226,279

100 425,034 100 425,134 425,034 425,134 607,355 607,355

0 00 346,6760 5,472,331 346,676 5,819,007 5,472,331 5,819,007 8,768,568 8,768,568

(600,100) (600,100)

(600,100) (600,100) (3,224,040) (3,224,040)

0 0

(600,100) (600,100) (3,224,040) (3,224,040)

1,473,240 1,473,240 0 415,856 0 131,920 415,856 1,242,578 131,920 1,790,354 1,242,578 1,790,354 0 0 346,676 0 10,448,822 346,676 10,795,498 10,448,822 10,795,498 14,059,092 14,059,092

21

YOUNG AGENT CONFERENCE

Over 120 young insurance professionals gathered at Bear Creek Mountain Resort in Macungie, PA on Oct. 15-16 for the IA&B Young Agent Conference. Highlights included sessions on cybersecurity in the age of AI, time management tips, and leveraging a virtual assistant. The event also included a panel discussion on intergenerational change, roundtable discussions among young and seasoned agents, and the announcement of the 2025 Young Agent Award winners.

Save the Date for the 2026 Young Agent Conference Oct. 13-14, 2026 | Wyndham Gettysburg | Gettysburg, PA 22

DECEMBER 2025

Virtual Young Agent Panel

Contractor Insurance that Measures Up.

Join us for a virtual panel discussion with the 2025 Young Agent Award winners. Hear their stories, listen to their advice, and even share a few laughs during this agent-to-agent talk.

Wednesday, Dec. 3 1:00-1:45 PM There is no cost for IA&B members to attend. Register: IABforME.com/eventregistrations 800-998-9644, option 1.

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 variety of Property & Casualty classes.

Scan the QR code to learn more.

Top: 2025 Young Agent Award Winners, Bottom: 2025 Young Agent Mover & Shaker Recipients IABforME.com |

23

Creating Win-Win-Win Relationships

•

Win more new business through optimized markets.

•

Grow top-line commission revenue.

•

Increase profit-sharing revenue with enhanced incentives for profitable growth.

•

Build equity value while remaining 100% independent.

Meet the team supporting Pennsylvania, Maryland & Delaware:

Allen Kramer

Kurt Keller

Erin Marshall

Joe Lesko

Shanna Muscavage

Matt Fawber

Not a Member Yet? Learn More: Ironpeak.com

WELCOME NEW MEMBERS Advantage Auto Tags & Insurance Langhorne, PA Integrity Insurance Group NE LLC Carbondale, PA

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE DECEMBER 2025

PA Auto Insurance Outlet Corp Philadelphia, PA

Register today! 800-998-9644, option 1 IABforME.com/education

Timothy B. Close Insurance Agency Hancock, MD

CLASSROOM DATE TOPIC

LOCATION

Dec 2

Mechanicsburg, PA

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

CISR-Other Personal Lines Solutions

LIVE WEBINARS DATE TOPIC

TIME

Dec 2

CISR-Commercial Casualty I

8 AM-4:15 PM

Dec 2

VISION

Certificates, Contractors, and You: Fights, Coverage Issues, Best 9 AM-12 PM Practices

Dec 2

2-3 PM

A thriving independent insurance agent community.

An Hour with Cathy: Understanding (Finally!)

How Claims Made Policies Work

Dec 3

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

1-4 PM

Dec 4

Eroding: The Personal Lines Implosion and What Happens Next

9-11 AM

Dec 4

An Hour with Nicole: Personal Lines: Read the %^&* Form!

2-3 PM

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.

Dec 8-10 Property & Casualty Licensing Study Course

8 AM-4:45 PM

Dec 9

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

9 AM-12 PM

Dec 9

Murky: Understanding Flood Coverage, Rules, and Claims

1-3 PM

Dec 10

CISR-Life & Health Essentials

8 AM-4:15 PM

Dec 10

Ethics, Diligence, Success: What Agencies Need to Know

1-4 PM

Dec 11

Social Security and Medicare: Your Questions Answered

1-4 PM

Dec 16

Bad Machines, Evil People: The Latest in Cyber

9 AM-12 PM

Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas

Dec 16

Commercial Property: Claims, Coverages, Consequences

1-4 PM

Dec 17

An Hour with Dave: Rental Cars: Issues, Answers, Horror Stories

2-3 PM

Sales Account Executive: Rebecca Sieg | 717-430-2351 rebecca.sieg@theygsgroup.com

Dec 18

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

9-11 AM

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

IABforME.com |

25

©2025

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.

Learn more at auw.com or call (877) 234-4450.