Primary Agent - February 2026

FEBRUARY 2026

JESSICA PARROTT ON HER AWARD-WINNING CAREER JOURNEY EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE AGENCY INTERNSHIPS RECRUITMENT SUCCESS STORY

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.

FEBRUARY 2026

CONTENTS FEATURED 8

INTERVIEW WITH JESSICA PARROTT Learn how Jessica Parrott, CIC, CISR, CWCA, ACRA found her home – and career accolades – in the insurance industry.

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

AGENCY INTERNSHIPS 101 Gain insights from an agency internship coordinator. Plus, learn how IA&B’s guidebook can take the guesswork out of creating an internship program.

LESSONS LEARNED IN AGENCY RECRUITMENT Leadership at Diversified Insurance Industries share what worked – and didn’t work – to recruit young talent at their agency.

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 # 2026-02, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2026. 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.

MONTHLY 2 CHAIR'S MESSAGE 3 CLAIRE-IFICATION 4 COVERAGE CORNER 6 NEWS & NOTES 17 UPCOMING EDUCATION IABforME.com |

1

CHAIR'S MESSAGE The client experience is built upon our team members. And let’s not sugarcoat it – the work is intellectually (and often, emotionally) demanding: spotting gaps, sharpening coverage language, pushing carriers, documenting decisions, and staying calm when it might be easier to fire a client. When it’s done well, it can look effortless, which means it can get overlooked.

Thoughtful recognition fixes that oversight. Yes, it takes time, but it’s an investment into the individuals that make our business so special.

Well-placed recognition builds pride and paints a clear picture of what excellence looks like. Consistent feedback done with intention drives home the message that our work matters, while reinforcing positive action.

I encourage you to start small and keep it authentic to you. Celebrate in the moment in direct language. It only takes a brief moment to forward a kind client note or comment from an underwriter. One more moment to add your own reflection will make it shine. Call out the renewal strategy or claim advocacy that saved a relationship. Treat development as an occasion to celebrate: licensing support, mentoring, stretch assignments, and insurance designation. These are opportunities to create a special moment.

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

Recognition doesn’t always require a reward or a feature story, but those don’t hurt either. As you read this issue, take a look around your agency and start planning out for future opportunities to recognize your talent.

Take time each day to reflect on the daily actions of your team, then call it out, and normalize those actions to strengthen your culture.

Debra McAfee

David Rivell, CIC, CRM

Michael McGroarty, Jr., CIC

Christy Rose

McGroarty & Bradburn Insurance Pittsburgh, PA

Avery Hall Insurance Salisbury, MD

It never takes too much time to practice kindness. Make this a cornerstone of your leadership, and I’m confident that your culture will reflect the same, with a sense of pride among your team.

Hunter McHugh

Ashley Stafford, CPIA

This month, join me in celebrating Jessica Parrott who was named a national finalist in the Outstanding CSR of the Year Competition. It’s something that all members can celebrate!

Cheers,

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.

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)

Heavy Rotation: Grateful Dead: Without a Net; the Temper Trap: Conditions; David Bowie: The Rise and Fall of Ziggy Stardust and the Spiders from Mars; Maya Hawke: Chaos Angel; Momma Welcome to My Blue Sky

AssuredPartners | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Mark J. Monroe Insurance | Downingtown, PA 2

FEBRUARY 2026

CLAIRE-IFICATION

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

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

condo unit owner installed solar panels after passage of Maryland Senate Bill 206 in QUESTION: A2024.

Does the bill override the governing documents? How do we insure the panels?

ANSWER: SB 206 (now Chp 254) authorizes the board of directors of a condominium to allow the installation and use of leased clean energy equipment.

To answer your first question, we would argue that the bill overrides the governing documents, based on the following language found at 11-125 (f)(1). The language defers to paragraph (5) and creates an exception to the declaration or bylaws, and grants the board of directors the authority to allow leases for “clean energy equipment.”

Obviously, the process would have to have been followed as described: (f)(1) Except as provided in paragraph (5) of this subsection, the declaration or bylaws may give the council of unit owners authority to grant easements, rights-of-way, licenses, leases in excess of 1 year, or similar interests affecting the common elements of the condominium if the grant is approved by the affirmative vote of unit owners having two-thirds or more of the votes, and with the express written consent of the mortgagees holding an interest in those units as to which unit owners vote affirmatively. Any easement,

right-of-way, license, or similar interest granted by the council of unit owners under this subsection shall state that the grant was approved by unit owners having at least two-thirds of the votes, and by the corresponding mortgagees.

Paragraph (5) deals with “clean energy equipment” and grants authority to the board of directors by a majority vote so long as proper notice was given to all unit owners on record 30 days in advance of the vote. Also note that the full subparagraph provides more details on proper procedure for compliance.* See excerpt below: (5) (i) In this paragraph, “clean energy equipment” means electric vehicle recharging equipment, solar energy equipment, and energy storage systems. (ii) Subject to subparagraph (iii) of this paragraph, the board of directors, by a majority vote, may grant leases in excess of 1 year or similar interests affecting the common elements of the condominium for the installation and use of leased clean energy equipment.

IABforME.com |

(iii) The board of directors may grant an interest under this paragraph only at a meeting of the board held after at least 30-days’ notice to all unit owners of record. (iv) A mortgagee or group of mortgagees may not overrule a vote to grant an interest under this paragraph.

With regard to the second question on coverage responsibilities, the bill is silent on insurance. However, section 11-114, which governs insurance under the statute, was not modified by the bill. As a result, a logical reading would be that if the solar panels are installed by the association in order to support condo association energy costs (e.g. hallways, elevators, pool building, etc.), it would be a common element: the costs of the panels would then need to be added to Coverage A on the master policy.

On the other hand, if the solar panels are installed by a unit Continued on page 16 Rather listen?

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

INSURING TEENAGERS AND THEIR AUTOS

By Bill Wilson Everyone knows how expensive it can be to add a teenager or other resident dependent to their parents’ auto policy, especially policies with high liability limits and perhaps an umbrella policy. Over the past 50+ years, I’ve heard from agents whose customers have been counseled by attorneys or financial planners to consider insuring resident teenagers on their own auto policies, often at minimum limits that reflect the very limited assets owned by the child.

There are several potential problems with this approach.

4

First, just because a teenager has limited assets today doesn’t mean they won’t have substantial assets in the future that could be attached in a lawsuit. I’m personally aware of two instances involving motor vehicle deaths where a teenager acquired a large inheritance at age 21 that was forfeited and a medical school student had wages garnished for up to 20 years.

Second, just because the teenager or dependent doesn’t have assets, doesn’t mean the parents don’t have assets. Many states have, with or without damages caps, some sort of FEBRUARY 2026

parental liability laws. (See https:// www.mwl-law.com/wp-content/ uploads/2018/02/PARENTALRESPONSIBILITY-LAWS-CHART.pdf.)

Other states may, via case law, apply a common law “family purpose” doctrine to potentially create liability for parents. Even without such laws, parental liability may be found on the basis of vicarious liability (e.g., the law of agency), negligent entrustment or supervision, “dangerous instrumentality” doctrines, etc. There are many ways for a creative trial lawyer to proceed against parents.

COVERAGE CORNER In addition to these vicarious liability based laws, a parent can also have direct liability for an accident when a resident child is operating an auto. For example, in one case I was consulted on, a teenager ran a stop sign and t-boned a compact car. The impact killed the pregnant driver and her 14-year-old daughter was rendered a paraplegic to be cared for by her now-widowed father. It was alleged that the teen (in addition to speeding and texting) lost control of the car due to a wobbly spare tire that his father had changed that morning. If true, that created a direct liability for the parent in addition to any vicarious liability.

This leads us to a third potential problem if a low-limits policy had been issued to a resident teenager (or potentially any other resident family member). Needless to say, in the event of a serious accident for which the teenager was legally liable, low limits will not be adequate. Aside from garnishing the potential future earnings or assets of the teenager, a liability suit against the parents is a virtual certainty. And that’s where the insurance problem becomes even worse.

Let’s first consider the teen’s policy, presuming a current ISO Personal Auto Policy (PAP). There are four categories of insureds under the ISO PAP. The teen’s parents probably fit the first one and certainly fit this second category: “For ‘your covered auto’, any person or organization but only with respect to legal responsibility for acts or omissions of a person for whom coverage is afforded under this Part.” The problem is the low limits of the teen’s policy, but the upside is that defense is provided without limit and that cost can be substantial.

But let’s presume the parents have their own auto policy and perhaps a sizeable excess or umbrella policy.

Wouldn’t they be covered under their own policies? Unfortunately, under the ISO PAP, there is an exclusion for the ownership, maintenance, or use of “Any vehicle, other than ‘your covered auto’, which is…Owned by any ‘family member’ or…furnished or available for the regular use of any ‘family member.’” There is an exception to the exclusion but it applies only “while you are maintaining or ‘occupying’” such a vehicle.

In other words, the parents likely have no coverage whatsoever under their own policy. They may or may not have coverage under an umbrella policy but, given that there’s no industry standard for excess or umbrella coverage, one would have to read such a policy carefully to know if there was coverage.

Finally, there could be a fourth issue.

Even if the teenager’s auto policy was adequate to protect the child and his or her parents, if the reason for placing the teenager on his or her own policy was to limit the amount an injured party could get from the responsible family member, what message do the parents send to the child? Do we not have an ethical, moral, or social responsibility to be responsible for compensating others for our negligence rather than attempting to escape liability on a “technicality”?

I believe we do and that’s why, even though our son is emancipated and living on his own, I have convinced him of his responsibility to carry reasonably adequate policy limits and assured him that, if he is ever unable to financially afford such coverage, I’ll pay for it.

IABforME.com |

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.

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

LIVE CE WEBINAR

|

Brush up on additional personal lines coverage issues. This webinar reviews variations in commonly used non-standard forms that, if not identified, could lead to coverage gaps.

PERSONAL LINES: READ THE %^&* FORM! FEB. 12 2-3 PM

CE

PA/DE: 1 GEN MD: 1 PC

IA&B Members: $25 (save $30!)

Non-Members: $55

Register today.

IABforME.com 800-998-9644, option 1

5

NEWS & NOTES

MCWILLIAMS PROMOTED TO IA&B VP-EDUCATION IA&B is pleased to announce the promotion of Jessica McWilliams to Vice President – Education. In this role, McWilliams joins the senior management team.

“This promotion reflects Jessica’s steadfast commitment to our organization,” said IA&B President & CEO Jason Ernest, Esq. “Throughout her career, she has elevated the IA&B Education Department to be preeminent in the nation and has overseen the management of several sister states’ professional development programs.”

McWilliams began with IA&B in 1998 as Education Manager. Since then, she moved up through the ranks to oversee and expand the IA&B Education Department. Under her leadership, IA&B has received top-tier recognition for insurance education from the Independent Insurance Agents & Brokers of America for eight consecutive years.

6

FEBRUARY 2026

NEWS & NOTES

MAXIMIZE YOUR MARKETING BUDGET Pennsylvania and Delaware member agencies: Recoup up to $1,000 when you take advantage of the 2026 Trusted Choice Marketing Reimbursement Program.

The Marketing Reimbursement Program helps agencies like yours offset the cost of various marketing activities to grow their businesses.

Your agency is eligible through our affiliation with the Big “I”.

How does it work? ▲ Reimbursement rate: 50% of eligible expenses ▲ Maximum reimbursement: $1,000 per agency for 2025 expenses

RIP INTO COVERAGE

SMOOTH OUT YOUR RIDE Insuring Opportunity Through Mutual Success.¨

Trust Harford Mutual Insurance Group to provide comprehensive property and casualty insurance designed to protect what matters most to policyholders— their business.

▲ Eligible activities: DIY digital marketing, working with a Trusted Choice preferred vendor, marketing education All members qualify for the program, even if your agency used it in the past. Funds are limited, and applications are reviewed on a firstcome, first-served basis. Apply early to take advantage of this member benefit.

Learn more and apply: TrustedChoice.IndependentAgent. com/programs-services/marketingreimbursement/ Questions? Contact Trusted Choice directly: trusted.choice@iiaba.net

Learn more about the other Property & Casualty classes we write. www.harfordmutual.com (800) 638-3669

Continued on page 16 IABforME.com |

7

Q&A with

JESSICA PARROTT Jessica Parrott, CIC, CISR, CWCA, ACRA is Commercial Lines Assistant Manager with The Insurance Market Inc., an IA&B member agency with headquarters in Laurel, DE. In addition to being named Delaware’s 2025 Outstanding Customer Service Representative of the Year, she was one of four national finalists in the competition, which is spearheaded by the Risk & Insurance Education Alliance.

Q. How did you get your start in the industry, and how has your career progressed?

A. I started working at The Insurance Market in 2011 as a receptionist. Like many in this industry, insurance wasn’t originally part of my plan – I simply needed a full-time job while going to college at night. Over time, I earned my Property & Casualty license, spent a couple of years as the commercial lines assistant manager, and then advanced to an account manager servicing a book of business. After completing my master’s degree in school counseling, I realized I had already found a family within The Insurance Market, and I knew I didn’t want to leave.

Today, I am the assistant manager in the commercial lines department while also continuing to manage a book of business. I have the opportunity to train new hires and mentor team members, which has become one of the most rewarding aspects of my career.

Q. Congratulations on your recognition by the Alliance!

As part of the Outstanding CSR of the Year competition, you submitted an essay about finding balance between technology and human connection. What is a key takeaway from your write-up that all agencies should consider?

A. Thank you so much! Balancing technology with genuine human connection is essential. We want technology to 8

enhance our interactions, not replace them. One way our agency achieves this is through AI-driven policy checking.

This task is tedious but critically important—and often very time-consuming. By using an AI platform like Fulcrum, we’re able to reclaim valuable time that we can reinvest in our clients. It allows us to check in every six months for exposure changes, ensure vehicle and equipment schedules are accurate, meet with clients at renewal, and dedicate more time to the renewal process.

Q. You obviously value continuing education, having earned a master’s degree, as well as several insurance designations. Tell us about that commitment and what it means to you.

A. Education has always been extremely important to me.

Being focused on the goal has always been a priority. You never stop learning, especially in this industry.

Q. What’s your favorite part of working in the insurance industry?

A. My favorite part of working in the insurance industry is that I still get to use my educational background to help others. Even though I’m not in a school helping children, I get to support clients every day—guiding them through tough moments and helping them find

FEBRUARY 2026

ON THE COVER peace of mind. I also find a lot of joy in mentoring newer team members, helping them learn their roles and gain confidence within the industry.

Q. What advice would you give to someone just beginning her career as an independent insurance agent?

A. Be to be open to learn as much as you can. There is so much information to learn, and the industry changes constantly. Don’t be afraid to lean on others. Seek out mentors, ask questions, and learn from experienced agents. This industry is full of people who are willing to help you grow.

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

A. When I’m not working, I love spending time with my family. My husband, Scott, and I have been married for nine years, and we have 8-year-old twin daughters, Brooke and Aubree. We enjoy taking family vacations and exploring new places together. This year, we’re especially excited about our trip to Disney World!

EDUCATION

ADVOCACY

Register Today Tuesday, March 31 9:30 AM – 3:30 PM

Wyndham Gettysburg Hotel Gettysburg, PA Sponsored by: American Collectors Insurance Chesapeake Employers Insurance | EMC Insurance Liberty Mutual Insurance | Penn National Insurance POM Insurance | Progressive | Risk & Insurance Education Alliance

RESOURCES

8 G R E AT M E M B E R B E N E F I T S 1) Legal & Compliance Resources 2) Classes & Online Training 3) Marketing, Branding & Websites 4) Political Advocacy 5) HR & Hiring Solutions

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

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

More information at iabforme.com/political_advocacy

6) Insurance for Your Agency 7 ) Industry News 8) Market Access & Carrier Relations QU E STIO NS? CONTACT TIM WONDER, IA&B VP-MEMBERSHIP 717-918-9223 | TIMW@IABforME.COM IABforME.com |

9

PLATINUM PARTNER PROFILE

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

It’s the rare individual who is motivated by a genuine desire to help others. And it’s the rare company that puts that principle into practice.

Since 1925, Erie Insurance (ERIE) has been fulfilling its promise of providing auto, home, business and life insurance rooted in the principles of honesty, decency, service and affordability.

ERIE’s 14,000 local agents and 6,800 employees still live by the Golden Rule — treating people the same way they’d like to be treated.

Rated A (Excellent) by A.M. Best, Erie Insurance is the 11th largest homeowners insurer, 12th largest automobile insurer and 10th largest commercial lines insurer. Based in Erie, Pa., ERIE is a Fortune 500 company with more than seven million policies in force and operates in 12 states and the District of Columbia.

CHIEF EXECUTIVE OFFICER Tim NeCastro, President & CEO CORPORATE HEADQUARTERS Erie, Pennsylvania A.M. BEST RANKING A Excellent WEBSITE erieinsurance.com 10 10

Erie Insurance is committed to being Above all in SERVICE® and that’s why the company remains true to the independent agents who live and work in the communities they serve. When agents sell a policy, they sell ERIE’s promise of service — a promise to be there when policyholders need them most. That approach, award-winning claims service and the strength of ERIE’s relationship with its independent agents has made it one of the nation’s most respected insurance companies with one of the strongest customer retention rates in the industry.

FEBRUARY 2026

Thank You

Erie Insurance’s founding principle is to “provide policyholders with as near perfect protection, as near perfect service as is humanly possible and to do so at the lowest possible cost.” That same principle still guides the company today.

At its core, ERIE still believes the truth in its founder H.O. Hirt’s words:

Success in business is not a matter of tricks or gimmicks… it is just a matter of simple common sense, mixed with just plain decency.

- H.O. Hirt Erie Insurance Founder

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

Chesapeake Employers' Insurance Company Erie Insurance Ironpeak (formerly Iroquois) Keystone Millers Mutual Insurance NJM Insurance Group Penn National Insurance Plymouth Rock Assurance Progressive BECOME A PARTNER TODAY Interested in becoming a partner?

Reach out today.

To learn more about Erie Insurance, visit erieinsurance.com. To inquire about becoming an ERIE agent, visit becomeanerieagent.com IABforME.com |

Tim Wonder IA&B VP-Membership 717-918-9223 TimW@IABforME.com 11

AGENCY INTERNSHIPS

AGENCY INTERNSHIPS 101 Contemplating bringing on an intern? Read on for insights from Dakota Wolf, HR Coordinator with McConkey Insurance & Benefits in York, PA, who shares her experience hosting summer interns.

Q. What is the biggest challenge of hosting an intern?

A. One challenge is pre-planning. It can be difficult to line up projects far in advance, as the needs of the agency shift from year to year. As a result, our internship program is never exactly the same. We typically start interns with a few core projects but build in flexibility so they can tailor their summer experience based on their interests. [For larger agencies,] having designated point people in each department is essential for coordinating projects, client meetings, and field visits across the firm.

Q. What is the best part of hosting an intern?

A. The most rewarding part is building relationships with interns and watching them grow. Many arrive unsure of what they want to pursue after graduation, but by the end of the summer, they often leave with a clear sense of direction and areas of interest. It’s also awesome to see our entire team come together to create a meaningful experience, step up as mentors, and support the next generation of professionals.

Intern Guide for Independent Agencies Take the guesswork out of creating an internship program. IA&B’s guidebook – The Independent Agent’s Guide to Creating a Successful Internship Program – contains an assortment of best practices, intern activities, and more.

The Guide aims to help agencies seamlessly incorporate interns into their operation. It contains fillable templates including: ▲ a contract with intern expectations, ▲ a form for providing feedback to your intern, ▲ offer letter templates, and ▲ sample schedules.

It also helps supervisors stay on track with important education topics, so interns get the most out of their experience while cultivating the professional skills necessary to become a successful independent agent – or to consider other career paths within the insurance industry.

To access The Independent Agent’s Guide to Creating a Successful Internship Program, visit IABforME.com/HR-resources.

Q. What advice would you give other agencies considering an intern?

A. Go into the summer with an open mind. Rather than planning every day or week in detail, have a general framework and allow flexibility as opportunities arise.

Weekly check-ins with interns are critical to ensure the experience is meeting their expectations and to identify areas they want to explore further. It’s also important to establish point people [throughout the agency] who can help coordinate projects and experiences.

12

FEBRUARY 2026

Questions?

Contact IA&B Director of Career Services Heather Ulrich at HeatherU@IABforME.com or 800-998-9644, ext. 407.

IA&B Intern Day Mark your calendar for IA&B's fifth annual Intern Day: Thursday, July 30 from noon-4 PM in Mechanicsburg, PA. Held each year on National Intern Day, the event brings together interns from IA&B member agencies and company partners for a day of learning about the insurance industry, brushing up on their employment skills, and making connections.

Registration will open this spring at IABforME.com/intern-day.

Need an Agency Procedure Manual?

Get a complete, customizable manual a collection of electronic documents that your agency can use to formalize business procedures and policies.

Order Today.

Questions? Contact IA&B Director of Career Services Heather Ulrich at HeatherU@IABforME.com or 800-998-9644, ext. 407.

IABforME.com/additional-services 800-998-9644, option 1

TIRED OF RECRUITING, HIRING, OR TURNOVER? WAHVE is an innovative contract staffing solution that matches retiring professionals to fill your staffing needs.

Contact Bill Hunt at WAHVE today!

Bill.Hunt@wahve.com • 646-807-4372 ext. 3757 *Mention your IA&B membership for a discount on set-up fees.

Scenes from IA&B Intern Day in July 2025.

IABforME.com |

13

Tailored Support.

Profitable Growth.

True Independence.

Meet the team that will be there for you in Delaware, Maryland and Pennsylvania:

Allen Kramer

Kurt Keller

Erin Marshall

Joe Lesko

Shanna Muscavage Matt Fawber

Build equity value while remaining 100% independent.

Win more new business through optimized markets.

|

Grow top-line commission revenue.

|

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

Learn more about the Ironpeak network at ironpeak.com.

Formerly Iroquois¨

AGENCY RECRUITMENT

LESSONS LEARNED IN AGENCY RECRUITMENT TIPS FROM IA&B MEMBER AGENCY DIVERSIFIED INSURANCE INDUSTRIES engagements we attend through the Towson University Employer Partnership Program. Those in the same age bracket speak a certain language and connect.”

2. Shift employment language. “We started calling our entry level positions Risk Management Trainees – a term that resonated where others didn’t.”

Diversified Insurance Industries Next Gens worked together outside the office at a local escape room.

About 15 years ago, the leadership team at Diversified Insurance Industries (DII) recognized that they were “aging out.” All born in the late ‘50s and early ‘60s, the company officers began focusing on intentional recruitment of younger talent.

While DII now boasts approximately one third of its staff in the 35-and-under category, the path to get there was full of trial and error.

“We associated with Temple University, as their Fox School of Business has an excellent risk management program,” said Michael Papa, Senior Vice President / Director of Underwriting. “We even hosted four interns from Temple over a two-year period. In the end, we learned students from that program are funneled to carriers and ‘big box brokers,’ not smaller independent agencies.”

DII then tried attending local job fairs, offering referral incentives, and hiring recruiters. The payoff was negligible.

Finally, a breakthrough came when Carin Hays, Vice President/Director of Human Resources, reframed the agency’s outreach and began focusing on what motivates the next generation of professionals. Hays found success with these four strategies: 1. Showcase current young talent. “We asked our younger staff to represent us at the job fairs and speaking IABforME.com |

3. Explain the diverse roles. “Most people think of insurance exclusively as sales, so we emphasized the various disciplines – from customer service and accounting, to IT and marketing.”

4. Highlight the good. “We showcased customer service, helping people, and going above and beyond for our customers.”

DII also found success recruiting “rebound graduates.”

“Kids go to college thinking they want to do a certain thing, but when they get into the job market, reality hits,” said Papa. “Their first career isn’t always all that – no work-life balance, no vibrant culture, no job satisfaction.

That’s where independent agencies can shine and show what we can offer.”

Today DII boasts a diverse group of young staff members who refer to themselves as DiiNGs – short for Diversified Insurance Industries Next Gens. They work together to plan community services projects, host social events, and naturally help with recruitment of additional young talent.

“The next generation can come into the industry and thrive,” said Papa. “It’s incumbent upon all of us to make it happen, and with the right strategies, we’re finding that it’s possible.”

Michael Papa, MBA, CIC Senior Vice President / Director of Underwriting Diversified Insurance Industries Direct: 410-319-0659 Email: Mike.Papa@dii-ins.com 15

NEWS & NOTES Continued from page 7

NEW ICCP GRADUATES Congratulations to the latest graduates of the Insuring Careers Certification Program (ICCP).

Jason Brault Unruh Insurance Agency, PA Lana George Miller Insurance Protection Team, PA Steven Ressler Teeter Group, PA Jacob Waldron FIFS, LLC, PA 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, management segments, helping new employees gain confidence and a solid foundation in their careers.

Learn more: IABforME.online/ insuring-careersagencies Questions? Contact IA&B Director of Career Services Heather Ulrich at HeatherU@IABforME.com or 717-918-9441.

WEBINAR FOR WOMEN IN INSURANCE Learn how to prepare intentionally for virtual meetings, engage participants throughout the conversation, and manage meetings in a way that builds clarity, trust, and momentum. Tracy Allen will present this timely live webinar 16

– the first in the 2026 series designed for women in insurance.

Presentation Skills for Virtual Meetings: How to Stand Out on Screen Wednesday, Feb. 25 | Noon-1 PM There is no cost for IA&B members to attend.

Learn more and register: IABforME.com/ women-in-insurance

CUSTOMER SERVICE EXCELLENCE PROGRAM Transform the way you engage with clients, coworkers, and partners through the Customer Service Excellence Program – a dynamic online training designed for insurance professionals.

Program highlights: ▲ Limited to 15 participants so everyone can fully engage, collaborate, and learn from one another. ▲ Interactive, online collaboration using realistic scenarios and opportunities to engage with instructors and peers. ▲ Certificate of completion recognizing your achievement.

This program includes six, 90-minute workshops that run every Tuesday at 10-11:30 AM from April 21 through May 26.

Learn more and register: IABforME.com/ customer-serviceexcellence-program FEBRUARY 2026

CLAIRE Continued from page 3 owner for his or her exclusive use, to charge their electric vehicle or offset individual heating and cooling bills, the panels would likely be treated as an improvement and betterment that should be added to Coverage A on the HO-6 policy (or a separate Improvements & Betterments sublimit if the policy requires it). Note that this situation is more likely in horizontal “townhouse-style” condos.

As always, coordinating with the condo association is important, particularly if any association rules are in conflict. In addition, it may be prudent to verify that the HO-6 carrier does not have any language restricting improvements and betterments to interior upgrades only. * The statutory reference for this section is Maryland Code, Real Property, Title 11. Maryland Condominium Act, § 11-125.

Easements, encroachments, and boundary presumptions (accessible at https://govt.westlaw.com/mdc/).

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.

EARN CE WITH IA&B

WELCOME NEW PARTNERS

E D U C AT I O N SCHEDULE

Openly Boston, MA

FEBRUARY 2026

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

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

LOCATION

Feb 3-4

CIC-Personal Lines Institute

Cranberry Township, PA

Feb 10-11

CIC-Insurance Company Operations

Erie, PA

Feb 24-26 Property & Casualty Licensing Study Course

Mechanicsburg, PA

LIVE WEBINARS DATE TOPIC

TIME

VISION

Feb 3-4

CIC-Personal Lines

8 AM-5 PM

A thriving independent insurance agent community.

Feb 4

CISR-Commercial Property

8 AM-4:15 PM

Feb 5

Flood: 3-Hour NFIP Training and the Latest Happenings

9 AM-12 PM

Feb 5

Retirement Income Solutions – Social Security and Others

1-4 PM

Feb 10

The Contractor’s Liability Insurance Workshop

9 AM-12 PM

Feb 10

Ethics, Diligence, Success: What Agencies Need to Know

1-4 PM

Feb 11

CISR-Personal Auto

8 AM-4:15 PM

Feb 11

“Where the H*ll Is My Stuff?” Addressing Supply Chain Exposures with Small Biz Insureds

11 AM-12 PM

Feb 12

Homeowners Endorsements Insureds Don't Want (But Do Need)

9 AM-12 PM

Feb 12

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

2-3 PM

Feb 17

Agency Audits: How to Create Efficient, Profitable and Defensible Workflows

9 AM-12 PM

Feb 17

Commercial Property: Claims, Coverages, Consequences

1-4 PM

Feb 18

Fun (and Dangerous) as H*ll: Insuring Small Vehicles & Watercraft 11 AM-12 PM

Feb 18

CISR-Commercial Casualty II

8 AM-4:15 PM

Feb 19

Blessings and Curses: Emerging Trends from the Perspective of a P&C Claims Pro

9 AM-12 PM

Feb 19

The Contractor’s Property Coverages Workshop

1-4 PM

Feb 24

Coverage Essentials: Homeowners Part 1 – Policy Definitions, Liability Coverage and Policy Condition

9 AM-12 PM

Feb 25

CISR-Other Personal Lines Solutions

8 AM-4:15 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.

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

IABforME.com |

17

©2026

Specialty underwriting is as much art as analysis. These islands of risk demand bold expertise—where the unknown becomes knowable, and the impossible is nothing.

Experience the confidence only Applied delivers.

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