Issuu

JANUARY 2026

COMMISSIONER

MARIE GRANT ON MARYLAND'S EVOLVING INSURANCE LANDSCAPE EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE PERSONAL LINES E&O EXPOSURE INSURANCE DESIGNATIONS

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• Commercial • Specialty • Agribusiness

JANUARY 2026

CONTENTS FEATURED 8

INTERVIEW WITH MARIE GRANT Maryland Insurance Commissioner Marie Grant discusses technological advances, marketplace challenges, and talent recruitment.

JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME

PERSONAL LINES: E&O EXPOSURE

INSURANCE DESIGNATIONS

Learn what drives the bulk of E&O claims involving Homeowners, Auto, and Umbrella lines of business – and how to mitigate your agency’s risk.

Resolve to advance your career in 2026. Learn about the value of insurance designations, what they require, and why now is the right time to begin.

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 # 2026-01, 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 PRESIDENT'S MESSAGE 3 CLAIRE-IFICATION 4 COVERAGE CORNER 6 NEWS & NOTES 25 UPCOMING EDUCATION IABforME.com |

PRESIDENT'S MESSAGE I say it every year, but 2025 passed in a blink. I guess the only solace is that busy time is fast time. And that busyness brought us successes – successes that will carry through this year, benefitting our member agencies. Highlights include: SUPPORTING INDUSTRY PERPETUATION: A key strategic pillar of IA&B, as directed by our Board, is investment in the future of our industry. As such, last year we launched our Insuring Careers Certification Program (ICCP) – a one-stop shop for teaching insurance basics and critical business skills, as well as ensuring passage of the licensing exam. The goal of ICCP is to quickly and conveniently get those new to the industry up and running fast. I urge you to send new staff through the program, as many agencies did last year. In the meantime, IA&B will continue to recruit from outside the industry into this program.

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

Not to be forgotten, we continue to participate in the annual National Legislative Conference in Washington, D.C. It is always a productive event with important work done in the halls of Congress. Resolve to attend this year; it’s something every agent should experience, so mark your calendars for April 22-24.

Debra McAfee

David Rivell, CIC, CRM

Michael McGroarty, Jr., CIC

Christy Rose

McGroarty & Bradburn Insurance Pittsburgh, PA

Avery Hall Insurance Salisbury, MD

PROVIDING INNOVATIVE RESOURCES: Last year we began our partnership with Catalyit, and our members are better for it. Catalyit brings together world-class experts, guidance, solutions, training, and community with the aim to increase agency profits and improve customer experience through technology. IA&B funded full access for all our members, so if you haven’t signed up yet, make it a point to catch up.

Hunter McHugh

Ashley Stafford, CPIA

HOSTING IMPACTFUL EVENTS: Momentum continued to grow for our annual Women’s Conference and Young Agent Conference. Feedback was overwhelmingly positive, and we are committed to delivering valuable industry events like these again this year. Mark your calendar: Women’s Conference on March 31 and Young Agent Conference on Oct. 13-14, both in Gettysburg, PA.

I wish everyone a happy and prosperous New Year, and rest assured, we at IA&B will be just as busy for you in 2026.

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

Parry Insurance Langhorne, PA

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

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

NATIONAL DIRECTORS Mike Ertel (PIA)

Jason F. Ernest President & CEO

AssuredPartners | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Mark J. Monroe Insurance | Downingtown, PA 2

JANUARY 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.

service line was made available in the market, we always quote it to new business. QUESTION: Since What about our existing book, with policies that were written before the coverage was available? Is this an E&O exposure? How can we sell it to our existing customers?

ANSWER: From an E&O standpoint, the long and short of it is that an agent has no duty to advise that this new coverage is there. Since the agency does not have a duty to recommend to begin with, once it goes down the path of making recommendations, it can reset the nature of the relationship and expand the duty of care. When an agency singles out and recommends certain coverages, and a claim occurs on coverages that the agency did not recommend, the agency becomes vulnerable.

Rather listen? Also available in audio format at IABforME.buzzsprout.com

On the other hand, it is understandable that you may want to offer/market the service-line coverage both to upsell and to have consistency in your book of business. So, what is the best way to proceed? When it comes to E&O, you should stay away from making a recommendation but should instead state that the coverage is available. A marketing letter that explains what the coverage is about and the fact that it is now available to them would be fine. Again, avoid words like “recommend,” “advise,” or similar terms that would guide the customer.

“SMALL BUSINESS OWNERS DESERVE BIG-TIME PROTECTION.”

Bottom line, when drafting your communication, if the phrasing is considered carefully, you can reach out to your existing book of business to offer the coverage.

PHLY BOP offers a full suite of services to businesses in 150+ different classifications across multiple business categories. And now, PHLYs online portal makes submissions easy. A few clicks. Done!

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.

IABforME.com |

Call 800.873.4552 or VISIT PHLYBOP.com

RING IN THE NEW YEAR WITH NEW CGL EXCLUSIONS By Cathy Trischan Insurance Services Office, Inc. (ISO) is ringing in the New Year with several new endorsements that can be used to limit coverage under liability policies starting in January 2026. Three of the new exclusions for Commercial General Liability (CGL) policies are discussed here.

EXCLUSION - ASSAULT OR BATTERY (CG 40 51 01 26) Many insurers have been adding their own versions of Assault and Battery exclusions to CGL policies for years. These are commonly found on policies written to cover businesses with liquor, entertainment, hospitality, and habitational exposures. Some insurers add them to policies covering other 4

risks such as commercial lessors risk and retail. ISO’s endorsement, like most, excludes assault and battery even if the perpetrator is not an insured, a customer or guest, or someone otherwise connected to the insured’s operation. The endorsement excludes bodily injury, property damage and personal and advertising injury arising out of: ▲ the actual, alleged, or threatened assault or battery of any person committed by anyone ▲ any act or omission by any insured in connection with the prevention or suppression of an assault or battery JANUARY 2026

▲ negligence or other wrongdoing in hiring, training, employment, investigation, supervision, monitoring, reporting to or failure to report to the proper authorities, or retention of a person for whom any insured is legally responsible and whose conduct would be excluded under the endorsement Unlike many insurer endorsements, this ISO exclusion does not include a carve back to provide a sublimit of coverage for assault and battery claims. When the endorsement is added to a CGL, it is important to explore stand-alone coverage options for assault and battery.

COVERAGE CORNER EXCLUSION - HUMAN TRAFFICKING (CG 40 49 01 26) Human trafficking, both sex and forced labor trafficking, is an increasing concern for insurers, especially for those covering hospitality businesses. Other enterprises where trafficking is a concern include agriculture, construction, transportation, and technology companies. As with Assault and Battery exclusions, some insurers have been adding their own versions of trafficking exclusions to policies for years. Trafficking is a concern to insurers because a civil right of action is granted to victims of human trafficking under the Trafficking Victims Protection Act and its reauthorizations. Below is language from Chapter 77 – Peonage, Slavery, and Trafficking in Persons of 18 U.S.C. § 1595: …an individual who is a victim of a violation of this chapter may bring a civil action against the perpetrator (or whoever knowingly benefits, or attempts or conspires to benefit, financially or by receiving anything of value from participation in a venture which that person knew or should have known has engaged in an act in violation of this chapter) ... In this new endorsement, ISO defines human trafficking to include: 1. The recruitment, harboring, transportation, provision, obtaining, patronizing or soliciting of a person for the purpose of a commercial sex act which is induced by force, fraud, or coercion, or in which the person induced to perform such act has not attained 18 years of age; or 2. The recruitment, harboring, transportation, provision or

obtaining of a person for labor or services, through the use of force, fraud or coercion for the purpose of subjection to involuntary servitude, peonage, debt bondage or slavery. Using language similar to that in the Assault or Battery exclusion, ISO’s endorsement excludes bodily injury, property damage, and personal and advertising injury arising out of the actual or alleged trafficking, failure to prevent or suppress trafficking, or negligence in hiring, training, etc. As was the case with Exclusion - Assault or Battery, when this endorsement is added to a CGL policy, it is more important than ever to explore stand alone coverage for human trafficking claims.

EXCLUSION - GENERATIVE ARTIFICIAL INTELLIGENCE (CG 40 47 01 26) One is hard pressed to think of a faster growing area of concern than artificial intelligence (AI). While traditional AI analyzes data to perform specific tasks, generative AI creates content. It is this ability of generative AI that is of concern to insurers and which is the subject of this exclusion. ISO’s endorsement excludes bodily injury, property damage, and personal and advertising injury arising out of generative artificial intelligence. Generative artificial intelligence is defined as a machine-based learning system or model that is trained on data with the ability to create content or responses, including but not limited to text, images, audio, video or code While it is too soon to know how insurers will use these endorsements, being aware that IABforME.com |

they are on the horizon is the first step in preparing to properly protect our clients. ‘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

Rather listen? Also available in audio format at IABforME.buzzsprout.com

LIVE CE WEBINAR

Learn more about CGL endorsements from author Cathy Trischan when she teaches this upcoming webinar.

CGL ENDORSEMENTS THAT WILL BREAK YOUR POLICY JAN 22 1-3 PM

PA/DE: 2 GEN MD: 2 PC

IA&B Members: $50 (save $30!) Non-Members: $80

NEWS & NOTES

IA&B DELAWARE ADVOCACY RECEPTION Join fellow IA&B members for an in-person legislative update on the latest proposals that could affect independent agents and their customers. Over drinks and appetizers, meet and talk to IA&B’s Delaware Government Relations Committee members who share your concerns. Then listen to IA&B Lobbyist Scott Kidner review the 2026 legislative agenda, strategy, and issues. Sen. Spiros Mantzavinos and Rep. Billy Bush will attend. Wednesday, Jan. 14 4-6:30 PM Dover, DE There is no cost for IA&B members to attend this event, although registration is required. Save your spot. IABforME.com/ eventregistrations/?eventID=7475 800-998-9644, option 1 Questions? Contact IA&B Government Affairs Director John Savant at JohnS@IABforME.com or 800-998-9644, ext. 607.

JANUARY 2026

NEWS & NOTES

IA&B EDUCATION SCHOLARSHIPS

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.

Apply by Friday, Jan. 16 for the next round of insurance education scholarships. IA&B will award two full-designation scholarships – one for the CIC designation, another for the CISR designation. Member agencies can also apply for scholarships to send their employees to CIC and CISR courses, as well as live webinars. Apply today. IABforME.online/ scholarships Questions? Contact IA&B’s Sarah Haas at SarahJ@IABforME.com or 800-998-9644, ext. 104.

IA&B WOMEN’S CONFERENCE

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

Don’t miss the fourth annual IA&B Women’s Conference, coming to Gettysburg, PA on Tuesday, March 31, 2026. This year’s conference focuses on the good, bad, and ugly of communication. Attendees will learn tools and methodologies to connect like a pro with management, peers, clients, and carriers. Registration opens Jan. 12 at 9 AM. Save your spot early, as this event has sold out the past two years.

IABforME.com |

Q&A with

COMMISSIONER GRANT Marie Grant was appointed Maryland Insurance Commissioner by Gov. Wes Moore effective Oct. 1, 2024. An attorney and state and federal policy expert, she has more than 20 years of experience in policy, strategy, and regulation in the public and private sector. This interview is a follow-up to last summer’s IA&B Board meeting, where Commissioner Grant spoke. Q. Technology is advancing so rapidly. What are your thoughts on the use of artificial intelligence (AI)/machine learning in the insurance industry? A. As in many industries, artificial intelligence has tremendous potential to increase productivity and efficiency in the insurance industry and to benefit consumers. However, as regulators, we need to be vigilant about the risks associated with its use and its governance. We need to ensure that consumers are protected from any misuse and bias, intentional or unintentional. In 2024, the Maryland Insurance Administration issued a comprehensive industry bulletin to serve as a guiding document for licensed Maryland insurance carriers deploying AI. The bulletin, 24-7: The Use of Artificial Intelligence Systems in Insurance, sets guidelines and expectations regarding the development and use of advanced analytical and computational technologies, including AI, to safeguard consumers, to promote fairness and accountability, and to ensure that carriers are complying with applicable laws. Q. Beyond AI, what other trends and issues do you foresee having the most significant impact on our industry in the near future? A. The future of health insurance and health coverage has certainly become a major concern. H.R. 1 will have 8

significant impacts to health coverage and health programs. The lack of extension of enhanced Advanced Premium Tax Credits as of Dec. 1 has a significant impact on affordability of coverage for many Marylanders. We are also seeing declining rates of enrollment in the small group market, raising concerns about affordability of coverage for small businesses. In Maryland, we were recently disappointed in the contract termination between UnitedHealthcare and Johns Hopkins, which has led us to investigate the adequacy of United’s networks and continuity of care practices. That has led us to submit departmental legislation that aims to improve the notification process when a significant change occurs in a carrier’s provider network. Specifically, it would mandate how and when carriers must inform the Commissioner of potential material network changes prior to the effective date of termination. In general, I think the uncertainty in policies at the federal level has the ability to impact insurance costs and products. There remains great uncertainty about tariffs and their impact on material costs, as well as uncertainty about the future role of FEMA. Q. What do you consider the biggest strengths of the Maryland insurance marketplace? And where do you think it could improve?

JANUARY 2026

ON THE COVER A. Generally speaking, the overall property and casualty insurance marketplace is strong and competitive – but we are facing challenges across the board that we are working to address underneath the surface. For example, at the behest of the Maryland General Assembly, the MIA is currently leading a workgroup on the affordability of private passenger auto insurance to investigate solutions to rising premium costs. Maryland has a strong, competitive private passenger auto insurance market but continues to have high premiums and a high uninsurance rate. Q. The property insurance market has been tested in recent years – first with replacement cost valuations driven by inflation and extreme weather, and now with tariffs adding volatility to insurance pricing. How do you anticipate these challenges will impact the market in 2026? A. In late 2024, the MIA released a Market Hardening Report, based on survey responses from 31 homeowners’ insurance carriers. The findings from the survey reinforce the conclusion that the market has hardened over the last few years and that carriers are more risk-adverse; however, there are also indications that the overall market remains relatively strong in Maryland. I expect that to continue in 2026. Coastal areas remain a primary concern – and Maryland, of course, has a large amount of beautiful coastline. A majority of the carriers we surveyed have underwriting guidelines that do restrict new business and/or renewals in some way due to distance to coastal exposure. Three of the carriers have made changes to their underwriting guidelines during the last three years. Generally, these carriers will not insure a home that is within 500 feet and up to five miles of a coastline. The Administration will continue to work with insurers and stakeholders to address any gaps in insurance availability for coastal properties. Q. Shifting to liability, there is increasing scrutiny on Third-Party Litigation Funding (TPLF), where entities finance lawsuits for a percentage of the award. These include foreign entities using U.S. litigation as an investment mechanism. Georgia recently passed a law preventing funders from making decisions in the litigation and mandating certain disclosures. Is TPLF something the MIA is looking into? A. We’re definitely aware that TPLF has become a national concern. We’re monitoring the federal legislation. During IABforME.com |

the 2025 legislative session, the Maryland General Assembly considered legislation to require certain provisions/disclosures be included in a litigation financing contract, require a copy of a litigation financing contract be provided to other parties in a financed civil action and each insurer with a duty to defend another party, and other measures. As an agency, we served as a resource but didn’t take a position on that particular legislation. We will be monitoring the issue and any introduced legislation closely going forward. Q. As we discussed with you at our August Board meeting, one of IA&B’s strategic initiatives is to attract diverse new talent into the industry. Is the MIA undertaking any workforce development initiatives? A. Yes, the Maryland Insurance Administration has an active Education and Workforce Initiative with three primary goals: ▲ Facilitating pathways to link talent of all levels with the insurance industry, which is facing a talent shortage yet offers stable, well-paid careers; ▲ Promoting diversity and inclusion in Maryland’s insurance industry; and ▲ Helping position Maryland as a hub of technology innovation in the insurance industry. We are working at the high school, community college, and university level to help promote insurance careers. Some notable recent highlights are a high school apprenticeship program through the National Academy of Finance, a recently created associate degree program in risk management at Wor-Wic Community College on the Eastern Shore, and our longstanding partnership with the University of Baltimore Merrick School of Business on a bachelor’s degree program with an insurance specialization. In 2025, we reconvened an Education & Workforce Advisory Committee made up of educators and insurance employers to establish connections and help facilitate a healthy and growing insurance industry in Maryland. We welcome IA&B’s participation and input into this important initiative! Q. Tell us about some of the MIA’s other priorities, as well as your own goals for the agency. A. Consumer protection is our highest priority at MIA. It is our primary mission. Continued on page 13 9

E&O EXPOSURES

Personal Lines: More E&O Exposure Than You Think By Curtis M. Pearsall, CPCU, AIAF, CPIA Most Agents’ Errors & Omissions (E&O) carriers report that Commercial Lines generates the majority of E&O claims. However, a significant number of E&O claims arise from the sale and service of Personal Lines. For agents selling Personal Lines, understanding the risks and knowing how to minimize the potential of an E&O claim are vital. Simply turn on the news to see the devastation caused by Mother Nature and then consider how many Personal Lines customers are or are not covered for the losses they are facing. On average, when an E&O claim involving Personal Lines occurs, the severity – the size of the claim – is much less than the Commercial Lines counterpart. Yet depending on the agency’s clientele, E&O claims involving Personal Lines can easily reach the $1 million-plus level. In Personal Lines, three lines of business typically generate the bulk of the activity: Homeowners, Auto, and Umbrella.

Homeowners With Homeowners, one of the more significant issues involves valuation. While many agencies use a replacement cost estimator, these are not perfect. In many cases, the quality of the output is directly attributable to the quality of the input. Be cautious in securing the various inputs and verify the accuracy of the data. For example, some websites may not include an indicator that an addition has been put on the house. It is best to ask the customer additional questions to determine if changes occurred. When quoting a new business account, don’t presume that the limit shown on the current policy is accurate or up to date. 10

Other issues involving Homeowners include: ▲ various limitations contained within the policy. Make the customer aware of these limitations in writing; ▲ the carrier’s underwriting guidelines. Carriers have been known to sue agents when the agency bound the carrier on a risk prohibited by the underwriting guidelines; and ▲ Vacancy and Ordinance or Law coverages. Agents would be wise to educate customers on these two key coverage matters.

Personal Auto A central issue with Personal Auto is limits. Customers do not expect to get into a crash – and many do not fully comprehend what can happen when their 3,000-lb. vehicle hits something or someone. This is an area where $1 million losses can occur and, when the customer realizes he or she does not have sufficient coverage, there is greater potential for E&O litigation. In all situations, provide the customer with limit options from which to choose. Surprisingly, there have been E&O claims where the customer moved to a new location but never notified the agency. When the vehicle was stolen, the carrier denied the claim, citing it was unaware of the vehicle’s new garaging location. In addition, a child taking a car to college raises significant insurance issues. Once again, agents would be wise to educate customers on these matters. Uninsured/Underinsured Motorist (UM/UIM) also continues to be an issue. When quoting Personal Auto,

JANUARY 2026

quote UM/UIM limits equal to the Bodily Injury (BI) and Property Damage (PD) limits.

Personal Umbrella How many of your Personal Lines customers have an Umbrella? An E&O claim can develop when a customer is involved in a significant claim – involving their Homeowners, Personal Auto, Watercraft, or other liability exposure – and faces a significant uninsured exposure because they allege your error in not providing this coverage. Find a way to offer an Umbrella Policy to all customers that have the necessary underlying limits. Most agency management systems can identify customers that don’t carry an Umbrella. There are also instances where the customer has an Umbrella but, for some reason, the underlying limits are not at the proper level. Every year when the Umbrella Policy renews, you must verify that policies covered by the Umbrella have the necessary underlying limits. When they don’t and a gap occurs, agents frequently face E&O litigation.

Documenting Discussions Agents can benefit greatly by educating their customers on coverages the customers have and coverages and limits they should have to avoid uninsured gaps. Each file should reflect discussions with clients and, where necessary and appropriate, the agency should send the client a written communication memorializing any discussions. Without this documentation, courts have taken the position, “if it’s not in the file, it didn’t happen.” Curtis M. Pearsall, CPCU, AIAF, CPIA is President – Pearsall Associates, Inc., and Special Consultant to the Utica National E&O Program. This information and any attachments or links are provided solely as an insurance risk management tool. They are derived from information believed to be accurate. Utica Mutual Insurance Company and the other member insurance companies of the Utica National Insurance Group (“Utica National”) are not providing legal advice or any other professional services. Utica National shall have no liability to any person or entity with respect to any loss or damages alleged to have been caused, directly or indirectly, by the use of the information provided. You are encouraged to consult an attorney or other professional for advice on these issues. IABforME.com |

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

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DESIGNATIONS

Resolve to Advance Your Career in 2026: INVEST IN AN INSURANCE DESIGNATION CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR)

In a competitive industry, experience isn’t always enough. Clients and employers look for professionals who stand out – those who lead with confidence, specialize with purpose, and stay committed to growth. That’s the value of a designation.

Who: The CISR designation is intended for those working in a customer service capacity. Some working knowledge of applicable coverages is required.

Designation programs go beyond credentials. They’re a mark of your dedication, built on real-world knowledge and taught by professionals who’ve been where you are. IA&B partners with the Risk & Insurance Education Alliance (also known as the Alliance) to offer the Certified Insurance Counselor and Certified Insurance Service Representative designations and with the CPIA Program to offer the Certified Professional Insurance Agent designation.

CERTIFIED INSURANCE COUNSELOR (CIC) Who: Intended for agency owners, producers, agents, CSRs, brokers, and insurance company personnel, the CIC designation program is open to licensed insurance professionals with at least two years of industry experience. Why: The CIC designation instills confidence in discussing coverages and exposures and in designing comprehensive insurance solutions. Other benefits include potential salary increases, career advancement opportunities, and increased job satisfaction. How: Take five CIC courses and pass the corresponding exams within five calendar years to earn the designation. To maintain the designation, take any CIC course or James K. Ruble seminar annually. (Annual updates do not require an exam.) When: This year, IA&B will offer 10 CIC courses (each lasts two days), including in-person and live webinar options. Learn more about the CIC designation program and view our training schedule: IABforME.com/CIC 12

Why: The CISR designation builds confidence and consistency in client service. You will learn to master coverage analysis and daily account management tasks. How: Take any five of the nine available CISR courses and pass the corresponding exams within three calendar years to earn the CISR designation. Elite status: Take the remaining four CISR courses and pass the corresponding exams within three additional calendar years to earn the CISR Elite designation. Maintain the CISR or CISR Elite designation by taking a CISR course or William T. Hold seminar annually. (Updates do not require an exam.) When: This year, IA&B will offer 47 one-day CISR courses, including in-person and live webinar options. Learn more about the CISR designation program and view our training schedule: IABforME.com/CISR

CERTIFIED PROFESSIONAL INSURANCE AGENT (CPIA) Who: The CPIA designation is a hands-on sales and marketing series for every insurance professional – producers, sales support staff, and company personnel. Why: The CPIA designation is designed to enhance your ability to successfully create and distribute effective insurance programs. You will take away actionable ideas that can produce results immediately.

JANUARY 2026

How: Participate in a series of three, one-day seminars to earn the CPIA designation. No exam is required. To maintain the designation, take one of the three core CPIA seminars or a CPIA special topic seminar annually. When: IA&B will offer the three, one-day seminars to earn the CPIA designation May 5-7, 2026. All will be live webinars.

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Learn more about the CPIA designation program and view our training schedule: IABforME.online/CPIA

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“Earning my CIC gave me confidence and an edge over my competition. Taking those courses, diving into court cases, understanding how to interpret coverage, and learning what endorsements exist was a gamechanger.” -Kyle Rheiner, CIC Arthur Hall Insurance, West Chester, PA

EDUCATION

ADVOCACY

COMMISSIONER GRANT Continued from page 9 However, carrier solvency and insurance availability are critical parts of that mission. Making sure that Maryland remains an attractive place to do business is very important to our goals. I want to make sure consumers have options across all our markets. In general, I think the most important thing I can do as a regulator is to be transparent. As Commissioner, I want to be as transparent as possible and get as much industry and consumer feedback as possible before we make shifts in regulatory decisions. We are here to make sure that Maryland residents are protected and educated about insurance. As just one example, we created a new unit called the Health Coverage Assistance Team (H-CAT), which helps consumers find answers and resources for any health coverage need.

RESOURCES

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

2025-2026 IA&B BOARD NE

TO T H E B OA RD

Greg Bennett

Tony Cusati , CIC

Famous & Spang Associates Aberdeen, MD

Mike Gaetano

Sitter Insurance LLC Erie, PA

Debra McAfee

The Hartman Group Montoursville, PA

McAfee Insurance Agency, LLC Wilmington, DE

Michael McGroarty Jr., CIC

McGroarty & Bradburn Insurance Pittsburgh, PA

TO T H E B OA RD

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 NE

TO T H E B OA RD

Ashley Stafford, CPIA

Williams Insurance Agency Inc. Rehoboth Beach, DE 14 10

Michael Thomas

Lighthouse Insurance Services Gambrills, MD JANUARY 2026

Kyle Zehr, CIC FIFS, LLC Telford, PA

OF DIRECTORS Kate Dawson, CISR, CPIA

Andrew Enders, Esq.

IA&B Service Group Vice Chair Ferri Dawson Insurance Group Murrysville, PA

IA&B Service Group Chair Enders Harrisburg, PA

TO T H E B OA RD

Hunter McHugh

McHugh Insurance Group Wilmington, DE

Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA

Chris Miller, CIC

Miller Insurance Protection Team Jonestown, PA NE

TO T H E B OA RD

Kent Reynolds, CIC

Blue Ridge Risk Partners Hagerstown, MD

David Rivell, CIC, CRM

Element Risk Management West Chester, PA

Christy Rose

Avery Hall Insurance Salisbury, MD

NATIONAL DIRECTORS IIABA (DE) Diana Hornung, CIC

PIA (MD) Mike Ertel

IOA National, Inc. Wilmington, DE

AssuredPartners Columbia, MD

IABforME.com |

IIABA (PA) Mark Monroe

Mark J. Monroe Insurance Downingtown, PA

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

Thank You Thanks to our PLATINUM PARTNERS for supporting the independent agent network. Erie Insurance

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.

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

WELCOME NEW MEMBERS Keystone Risk Strategies Pittsburgh, PA Klebon Insurance Group Elysburg, PA We Insure Jamison, PA For information about membership or benefits, contact:

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE JANUARY 2026 Register today! 800-998-9644, option 1 IABforME.com/education LIVE WEBINARS DATE TOPIC

TIME

Jan 13

Eroding: The Personal Lines Implosion and What Happens Next

9-11 AM

Jan 13

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

2-3 PM

Jan 13-15

Property & Casualty Licensing Study Course

8 AM-5 PM

VISION

Jan 14

Commercial Lines Issues After a Huge Storm

11 AM-12 PM

A thriving independent insurance agent community.

Jan 14

CISR-Personal Residential

8 AM-4:15 PM

Jan 15

Understanding Commercial Property Gaps and Knowing How to Fill Them

1-4 PM

Jan 15

Ethics in Insurance - Protecting the Client and the Agency

9 AM-12 PM

Jan 20

Murky: Understanding Flood Coverage, Rules, and Claims

9-11 AM

Jan 20

Reasons Personal Lines are Broken (and What to Do About It)

1-4 PM

Jan 21

Personal Lines Issues After a Huge Storm

11 AM-12 PM

Jan 21

CISR-Agency Operations

8 AM-4:15 PM

PRIMARY AGENT

Jan 22

Dawn of New Age or End of the World? Emerging Risks That Make You Wonder

9 AM-12 PM

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

Jan 22

CGL Endorsements That Will Break Your Policy

1-3 PM

Jan 27

Recognizing Fraudulent Claims and the Insureds Who File Them

9 AM-12 PM

Jan 27

Retirement Healthcare Solutions – Medicare and Others

1-4 PM

Jan 28

CISR-Elements of Risk Management

8 AM-4:15 PM

Jan 29

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

9-11 AM

Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

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.

Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas Sales Account Executive: Rebecca Sieg | 717-430-2351 rebecca.sieg@theygsgroup.com

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