Primary Agent - July 2025

JULY 2025

RYAN HOUSEKNECHT ON HIS SUCCESSFUL VENTURE INTO INSURANCE EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE AGENCY TASK AUTOMATION

SECURA’s team of insurance experts is making insurance genuine. They are here to support you and your clients. Our sales and underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

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Contact us at secura.net/PA-agents

• Commercial • Specialty • Agribusiness

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Scan the QR code or visit secura.net/PA-agents for more information about the SECURA team.

JULY 2025

CONTENTS FEATURED 10

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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 # 2025-07, 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.

INTERVIEW WITH RYAN HOUSEKNECHT An unconventional path led Ryan Houseknecht to become an independent agency owner. In this interview, he shares where he’s been, how he got here, and what’s ahead.

HOW TO BUILD AN AGENT SWARM CyberFin’s Daniel Metcalf shares strategies for building task automation at your agency – without draining the budget.

MONTHLY 2 PRESIDENT’S MESSAGE 3 CLAIRE-IFICATION 4 COVERAGE CORNER 6 NEWS & NOTES 19 PICS & POSTS 21 UPCOMING EDUCATION Cover photo credit: MattFern / mattfern.com IABforME.com |

1

PRESIDENT'S MESSAGE

THE FRUITS OF OUR LABOR Often, we become so ingrained in our day-to-day work that we fail to see the results of that work. However, this month’s Primary Agent epitomizes what IA&B and our Board of Directors have been working so hard on.

First, you will get to meet Ryan Houseknecht, a start-from-scratch agency owner. We’ve been told for many years that the independent agent is going the way of the horse-and-buggy – obsolete in the near future. We couldn’t disagree more, and Ryan is a prime example. He saw an opportunity to start an agency, and he quickly ran with that opportunity. The most rewarding part for us? Ryan credits some of his success to IA&B, stating “[w]ith support from IA&B, I was able to hire our first employees, apply for carrier appointments, and begin serving individuals and businesses in our community. I went from knowing almost nothing about insurance to becoming proficient within a few years….”

Our recently revised Vision Statement at IA&B is simplistic in word, but difficult in nature: A thriving independent insurance agent community. We are devoting everything we have to this Vision, and reading Ryan’s interview gives us hope that it's working.

Related, we are constantly looking at ways to help our members work smarter and more efficiently. Daniel Metcalf’s article on page 15 is timely and relevant – agency automation is a must in today’s marketplace. IA&B continues to sift through the chatter to find what we feel is best aligned with our member agencies, and we’ve lined up Daniel to present at this month’s Intern Day and October’s Young Agent Conference.

Finally, we have had our first graduates from our Insuring Careers Certification Program (ICCP), and we have placed another two participants that we have recruited from outside the insurance industry into member agencies. It’s happening….

Seeing fruit from your labor is rewarding and invigorating. The IA&B staff is going to carry this momentum forward, all to your benefit.

Onward and upward,

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 Sarah Brown, CIC, CRM, AFIS - Chair

Keller Brown Insurance Services | Shrewsbury, PA

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

MEMBERS Greg Bennett

Lisa Parry, CPIA

Kate Dawson, CPIA

Bill Purdy

Michael Gaetano

Kent Reynolds, CIC

Bruce D. Kraft, AAI, CIC

David Rivell, CIC, CRM

Debra McAfee

Jason Rodriguez, CIC

Michael McGroarty, Jr., CIC

Donna Roper

McGroarty & Bradburn Insurance Pittsburgh, PA

E K McConkey & Company York, PA

Shayne McIntosh, CIC

Ashley Stafford, CPIA

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

McAfee Insurance Agency, LLC Wilmington, DE

JPI Insurance Associates Dillsburg, PA

Chris Miller, CIC

Miller Insurance Protection Team Jonestown, PA

Parry Insurance Langhorne, PA

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

Williams Insurance Agency, Inc. Rehoboth Beach, DE

Michael Thomas

Lighthouse Insurance Svcs Gambrills, MD

Michael Papa, CIC, MBA Diversified Insurance Industries, Inc. Hunt Valley, MD

NATIONAL DIRECTORS Mike Ertel (PIA)

The Jacobs Company | Columbia, MD

Diana Hornung, CIC (IIABA)

Jason F. Ernest President & CEO 2

JULY 2025

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Element Risk Management | West Chester, PA

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.

receiving requests again from banks to provide a Replacement Cost Estimator (RCE) QUESTION: We’re for homes when clients apply for a loan. Can we refuse to share the RCE?

ANSWER: After a short reprieve, many lenders are back to asking for the full Replacement Cost Estimator (RCE) from agencies. Let’s go over what transpired and where we are today.

First, are agencies required to provide the RCE to the lender? The short answer is no, we are not aware of any law or regulation requiring agents to supply a replacement cost estimator to banks. However, much of the issue likely stems from confusion over Fannie Mae and Freddie Mac guidance to lenders.

In early 2024, Fannie and Freddie announced that they planned to update guidance regarding property insurance requirements to become effective June 1, 2024. Among other things, the new guidance would have: ▲ Required Replacement Cost for all aspects of the property insurance (without allowing any components, including roofs, to be settled on an ACV basis) ▲ Expected a verification of the RC value by having agents or insurers provide a copy of the RC estimator or otherwise making the determination of the property’s replacement value

This guidance posed many practical issues and E&O exposures for agents.

It clearly did not account for recent market conditions that have seen many carriers implement ACV for the wind peril on roofs. In addition, agents are not construction experts and should not be expected to make any determination of a property’s replacement value.

The industry pushed back on a number of items and on May 8, 2024, Fannie and Freddie each published an industry letter regarding RESPONSIBILITIES TO INSURE THE MORTGAGED PREMISES that stated: effective immediately and until further notice, we will not cite findings [...] for noncompliance related to a Servicer obtaining RCVs during their review of hazard insurance for the purposes of determining coverage amount sufficiency.

Their guidelines still reference full replacement cost, but both agreed not to enforce this as a condition of loan purchase. They also agreed to work with all stakeholders to develop more appropriate guidance. Bottom line: while the lenders may prefer to have a copy of the RC estimator, they are not required to obtain it to IABforME.com |

satisfy Fannie or Freddie. Sharing the language provided by Fannie and Freddie with the lender may help assuage their concerns and resolve the situation.

Are you allowed to share the RCE? Not necessarily. If your agency uses a third-party tool (e.g., CoreLogic, 360Value), you will probably want to check your license agreement. Many replacement cost vendors prohibit the redistribution of their output — including to outside third parties like lenders — without written permission.

If the replacement cost estimate was provided by a carrier’s proprietary system, you may need carrier approval before releasing it.

And in all cases, you should get consent from the insured before sharing any personally identifiable information that relates to their policy or underwriting with the

Continued on page 9

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

BEWARE! PROTECTIVE SAFEGUARDS ENDORSEMENTS

By Cathy Trischan It is common for an insurer to insist that certain protections be in place before offering property coverage to a business. If there are particular exposures in a frame building, for example, an automatic sprinkler system may be required. If there is high value inventory, a central station burglar alarm may be mandated. Sometimes, a protective safeguard is not required for a risk to be acceptable to an insurer, but having the safeguard in place can reduce the premium.

How, though, does an insurer make sure that the insured has the expected protections in place?

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Protective safeguards endorsements are added to commercial property policies to ensure that any protective safeguards an insurer believes are in place exist and are maintained by the insured. These endorsements are warranties that the insured will do what it has promised to do to protect its property. Depending on the endorsement, the insured’s failure to comply with its terms can mean the loss of coverage for fire, theft, or other perils.

One commonly used endorsement is Protective Safeguards (CP 04 11 09 17) from Insurance Services Office, Inc. (ISO). The endorsement lists and JULY 2025

describes the protective safeguards that apply in a particular building.

The insured must maintain the safeguard in complete working order and notify the insurer of any known suspension of or impairment in the safeguard. The only exception to the notification requirement is if part of a sprinkler system or commercial cooking exhaust and extinguishing system is shut off due to breakage, leakage, freezing conditions, or opening of sprinkler heads. In that case, notification is not necessary if full protection can be restored within 48 hours. Further, any automatic system must be turned on. If the insured does not comply with the

COVERAGE CORNER endorsement’s conditions, there is no coverage for loss caused by or resulting from fire.

These requirements are strict. In one Illinois case1, a building was damaged by a natural gas explosion and ensuing fire that started near an oven. The policy’s protective safeguards endorsement warranted an automatic sprinkler system. The building had over 600 sprinklers, but prior to the loss, the insured had removed and capped between 3 and 19 of the sprinklers in the part of the building containing the oven. This was done to prevent the sprinklers from activating because of the high heat generated by the oven. The court ruled that the existence of capped sprinkler heads at the time of the loss was a failure to maintain the required sprinkler system in complete working order.

No coverage applied.

It is also not necessary that failure to maintain the required safeguard be material to the loss. In a NJ case2, the protective safeguards endorsement warranted that “all electric is on functioning and operational circuit breakers.” The main electrical panel that caught fire was a fuse panel box, but the cause of the fire was not the fuses. A fire started because of a wire in the ceiling leading to a ceiling fan. Even though having fuses instead of circuit breakers in part of the electrical system didn’t cause the fire, the court ruled that there was no coverage. The policy language, the court said, didn’t require the fire to be caused by failure to meet the conditions in the protective safeguards endorsement.

From an insured’s perspective, it is best if no protective safeguards endorsement is included on

the policy, but this is not always possible. An insurer may require that the endorsement be included if the building is specifically rated as sprinklered or if the safeguard is an underwriting requirement.

When the endorsement is added only because a rate credit is being given, it may make sense to forgo the credit. Often, the premium savings from a particular safeguard is small, and the savings should be weighed against the potential risks of including the endorsement.

If a protective safeguards endorsement must be included, make sure the insured has been notified of its conditions. To protect the agency in the event of an errors and omissions claim, the insured should confirm, in writing, that the required safeguards are in place and that they understand their responsibilities under the endorsement.

Protective safeguards apply in many property policies as discussed here.

Similar endorsements may be found in Commercial General Liability, Cyber, and other policies as well.

These endorsements should always be carefully reviewed and discussed with insureds.

Burmac Metal v. West Bend Mutual Ins. Co., 356 Ill. App. 3d 471, 825 N.E.2d 1246 (Ill. App. Ct. 2005) 1

Vineland 820 N. Main Rd., LLC v.

United States Liab. Inc. Co., No. 172986, 2018 WL 4693965 (D.N.J. Sept.

29, 2018) 2

Rather listen?

Also available in audio format at IABforME.buzzsprout.com

LIVE CE WEBINAR

Learn more about often overlooked coverage complications in this upcoming live webinar.

THE FINE PRINT: UNDERSTANDING THE CONTRACTUAL OBLIGATIONS OF YOUR INSURED

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

IABforME.com |

|

JULY 9 1-4 PM

CE

PA/DE: 3 GEN MD: 3 PC

IA&B Members: $75 (save $30!)

Non-Members: $105

Register today.

IABforME.com 800-998-9644, option 1

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NEWS & NOTES

WEBINAR: INTERPRETING P&C INSURANCE TRENDS Gain valuable insights into the latest state-specific P&C Market Share Report. Insurance Analytics Consultant Paul Buse, CPCU, ARM, will share his expertise and findings during this live webinar, Interpreting P&C Insurance Trends: A Focus on Pennsylvania, Maryland, and Delaware.

This P&C Market Share Report highlights top lines of business, agent penetrations, loss ratios, percentage of surplus lines, the biggest writing insurers, and more.

During his presentation, Paul will explore the 2024 numbers and explain what they mean for the independent agency system.

Wednesday, July 23 11-11:45 AM – presentation 11:45 AM-Noon – Q&A Register today.

800-998-9644, option 1 IABforME.com/eventregistrations/ ?eventId=7352

IA&B HOSTS ANNUAL INTERN DAY Are you hosting summer interns?

Send them to IA&B Intern Day – an afternoon of networking and learning from young agents and seasoned professionals. There is no cost for this event, which is open exclusively to 6

interns of IA&B member agencies and company partners.

Learn more: IABforME.online/ insuring-careers-agencies

Thursday, July 31 Noon-4 PM, lunch is included

Questions?

Contact Heather Ulrich IA&B Career Services Director HeatherU@IABforME.com 717-918-9441

IA&B Headquarters Mechanicsburg, PA Register your interns by Friday, July 25: IABforME.com/intern-day

PA ADDS ETHICS, FLOOD CREDITS AGENT EARNS INSURING CAREERS CERTIFICATION We’re pleased to announce that Julia DiMichele successfully passed the Maryland P&C insurance licensing exam and earned IA&B’s Insuring Careers Certification. Julia DiMichele is employed by Edward L. Sanders Insurance Agency Inc., an IA&B member agency in La Plata, MD.

ABOUT THE INSURING CAREERS CERTIFICATION The Insuring Careers Certification Program (ICCP) is an online, flexible program for industry newcomers.

It provides education on insurance basics, preparation for the state licensing exam, and application of the material to real-life scenarios.

Participants have six months to complete the program.

Do you have an employee who is new to insurance and needs licensed?

Consider ICCP. Learn more or contact Heather today.

JULY 2025

Effective April 29, 2025, new requirements became effective in Pennsylvania: ▲ All resident producers with Property, Casualty, or Personal lines of authority are required to complete two (2) hours of Flood continuing education (CE) credits. ▲ All resident producers and both resident and non-resident Title agents must complete three (3) hours of Ethics per licensing period.

HOW TO COMPLY IA&B offers web-based courses that can assist producers in their compliance, including these upcoming options: Ethics in Insurance – Protecting the Client and the Agency July 8, 1-4 PM | 3 Ethics credits Ethics, Diligence, Success: What Agencies Need to Know Aug. 5, 1-4 PM | 3 Ethics credits

Flood Insurance: What You Need to Know Aug. 7, 9 AM-Noon | 3 Ethics credits To register for courses: IABforME.com/eventregistrations 800-998-9644, option 1

MCCONKEY CELEBRATES 135TH ANNIVERSARY Congratulations to McConkey Insurance & Benefits on marking its 135th anniversary this year. The IA&B member agency is headquartered in York, PA. “Our 135th anniversary is not just a milestone for us, it’s a celebration of the partnerships we’ve formed and the trust our clients have placed in us over the years,” said Michael Harter, President & CEO of McConkey Insurance & Benefits. “We are excited for the future and are grateful to be part of this incredible community.”

Is your agency celebrating a milestone anniversary? Whether it’s five years or 125 years in the business, we want to acknowledge your accomplishment. Email announcements and images to IA&B Public Relations Director at KarenR@IABforME.com.

LEADERSHIP TRAINING FOR INSURANCE PROFESSIONALS Are you looking to develop your leadership skills and go to the next level? Then, check out LEAD 1: Strategic Leadership Development, which includes six online, interactive workshops.

This leadership series is designed for insurance professionals who are new to leadership. It aims to empower participants to enhance their impact and drive organizational success.

The program strengthens leadership skills by exploring essential areas such as communications, relationship management, coaching, conflict resolution, and leading hybrid teams.

Each live, instructor-led, virtual workshop provides 90 minutes of practical, skill-based content, realistic situations, and group problem-solving conversations.

Leaders will collaborate using a community on the Miro platform.

Online sessions run every Tuesday, 10-11:30 AM, from Aug. 5-Sept. 9, 2025.

Member cost: $499 ($240 savings) Non-member cost: $739 Save your spot by Friday, July 25.

IABforME.com/LEAD 800-998-9644, option 2

Continued on the next page

McConkey staff celebrating the agency’s anniversary.

IABforME.com |

7

NEWS & NOTES Continued from previous page

Q&A ON PA LICENSING EXAM PREP With the legislative elimination of the Pennsylvania 24-hour pre-licensing education (PLE) requirement by the state insurance department, oversight of IA&B courses and content transitioned from the Pennsylvania Insurance Department to the Pennsylvania Department of Education. This change impacted how IA&B can offer exam preparation study courses.

While IA&B had to suspend in-person and live webinar exam preparation courses, we continue to offer our proprietary Pennsylvania P&C Exam Preparation Resource, which includes recorded videos of the same instruction previously offered in the classroom and as live webinars.

In the interview below, IA&B Education Team Member Susan Zvorsky, CISR Elite, CPIA answers common questions about the offering.

Q. Now that Pennsylvania lifted the PLE requirement, why should licensing candidates still consider the IA&B Licensing Exam Prep Resource?

Q. What’s included in the Exam Preparation Resource?

A. IA&B approaches exam preparation from many angles – with a textbook, recorded videos, practice exams, and study worksheets.

Students learn the critical points needed for the exam and can access an online exam simulator.

Q. What if students have questions along the way?

A. Students have access to IA&B’s “pit crew”! Our dedicated team of agent instructors are on call to offer assistance. Plus, our staff helps students navigate the licensing process and systems.

Learn more: IABforME.online/PA-licensing Questions? Contact:

Susan Zvorsky, CISR Elite, CPIA IA&B Education Team Member SueZ@IABforME.com 800-998-9644, ext. 206

A. IA&B’s licensing exam prep is top notch! The volume of information you need to sift through and recall for the state exam is daunting. We understand the exam format, and our Exam Preparation Resource offers study strategies to help students pass the exam.

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ANNUAL MEETING NOTICE This is to notify members of the Insurance Agents & Brokers of the annual meeting for the Association to be held on Aug. 19, 2025 at noon at the Hyatt Place Kent Narrows & Marina, 3028 Kent Narrow Way S, Grasonville, MD 21638. The Primary Member shall have the right of vote for the member in the Association.

If the member of the Association is a corporation and the Primary Member is unable to attend, any officer may vote therein. If the corporation wishes another person to vote therein, or if the member is a partnership or proprietorship and the member wishes another person to vote therein, then such member shall designate such other person in writing, signed by the Primary Member, in accordance with policies and procedures of the Association. Such person must be designated in writing using the member’s letterhead or through a proxy form that is available from the Association. Such proxy must be received at the IA&B Headquarters by 4:30 PM on Aug. 18, 2025, or by 11:30 AM on Aug. 19, 2025, if delivered in person at the Annual Meeting location.

Announcement of this meeting is made in accordance with Article III, Section 3.1, Annual Meeting, of the By-Laws of the Association.

Respectfully submitted, Timothy A. Wonder Corporate Secretary

JULY 2025

CLAIRE-IFICATION Continued from page 3 lender. The lender does not yet hold any legal or beneficial interest in the policy since the loan has not yet been extended.

What if you decide to share it?

If you’ve received proper permissions — from the customer, the vendor, and/or carrier (as applicable) — and you’re comfortable sharing, you may want to include a disclaimer to the effect that it was prepared using underwriting tools for insurance purposes only, is not a property appraisal or construction estimate, and that you make no guarantee that the estimated amount reflects the actual cost to rebuild the property.

Two sample disclaimers are available on our website for agents to review (IABforME.com/eo-prevention).

This kind of disclaimer can help limit your E&O exposure and clarify that you’re not holding yourself out as a construction expert.

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.

Serving Up Restaurant Coverage, One Policy at a Time.

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 restaurants, we write a wide variety of Property & Casualty classes.

Scan the QR code to learn more.

IABforME.com |

9

Q&A with

RYAN HOUSEKNECHT Ryan Houseknecht is president at Storm & Park Group LLC, a full-service, independent P&C insurance agency in State College, PA. Equipment—the company my father had started 25 years earlier. It was a risky move, one my future wife helped guide me toward, and I’m so glad she did. Not just because of the company’s ongoing success, or the fact that my brother and I were able to purchase it from my father and help him retire, but because that journey led me to build something of my own: Storm & Park.

Q. You have a degree in Hotel, Restaurant and Institutional Management, so I suppose working in the family business (Best Line Equipment) or opening an independent insurance agency wasn’t the plan. Tell us how your career unfolded!

A. Growing up, I always loved to cook. At age 13, while my friends were delivering papers and mowing lawns, I was interning at a local fine-dining restaurant—a job I loved.

So when I got to Penn State and was figuring out what to do with my life, I decided to pursue something I was already good at: hospitality.

Finishing my degree and working for several hotel companies taught me more about management, marketing, planning, and forecasting than I ever expected.

Hospitality is an intense field—employee turnover is high, competition is fierce, and special events can wreak havoc on your budget if you’re not well prepared. But the skills I gained and the friendships I formed during that time remain some of the most valuable in my life.

While it was an amazing experience, the constant stress and travel eventually pushed me to look for a more rooted lifestyle. I bought a house, got a dog, and took a role with a construction firm before ultimately joining Best Line 10

Storm & Park was formed in 2016 when Best Line identified a need to insure risks it had been self-insuring for years and couldn’t find viable market options for. That challenge prompted us to create our own offshore captive insurance company, along with an agency to serve its only client. In that moment, I transitioned from being a project manager at a construction equipment retailer to a licensed insurance agent and president of my own company.

With support from IA&B, I was able to hire our first employees, apply for carrier appointments, and begin serving individuals and businesses in our community. I went from knowing almost nothing about insurance to becoming proficient within a few years, thanks to insights from fellow agents and advocates—many of whom contribute to Primary Agent. Without that support, I might still be lost in a sea of policy terms and conditions, or worse, I might have given up altogether.

JULY 2025

ON THE COVER

Q. How has your agency, Storm & Park Group, evolved since you founded it in 2016?

A. Initially, Storm & Park was a part-time endeavor while I continued working full time at Best Line. Monthly reporting, claims, and billing were relatively steady, and I could split my time between the two companies. Over time, I began prioritizing the agency so we could expand our services.

In late 2020, just after the pandemic began to settle, we hired our first dedicated employee and secured our first agency appointments with Liberty Mutual and Safeco.

Shifting from 100% inbound service to a mix that includes outbound sales has been a slow, intentional process.

Today, we operate from a dedicated office with three fulltime employees (not including myself) and a diverse book of business that we’re proud to manage.

Q. What are your aspirations for the agency?

A. Shortly after I was born, my father started his business from scratch and grew it into a company that now employs more than 500 people across Pennsylvania and neighboring states. Coincidentally, Storm & Park was founded just before my daughter was born. I’d be thrilled if the parallels between our stories continued.

While I don’t envision a 500-person agency, I do hope to grow Storm & Park into a business that offers my daughter the same opportunity for success that my father created for me. I know how fortunate I am to be in this position, but I also witnessed how hard my parents worked to get here. I’m excited for the chance to do the same for her.

Q. What have you found to be most surprising about working in the insurance industry? What about most rewarding?

A. Before I started in this field, I thought the hardest part would be mastering the rules, regulations, and coverage forms. But for me, the real challenge was the terminology.

So many words in insurance sound familiar but mean something entirely different.

Take “marketing,” for instance. Outside the industry, it refers to advertising and promotion. But in insurance, it becomes a verb describing the matchmaking process IABforME.com |

between carriers and potential insureds. Add in terms like co-insurance, ACV vs. RC, standard vs. non-standard, MEP, LPR, wholesaler, aggregator, cluster, broker, agent—it’s easy to get overwhelmed as a newcomer.

On the rewarding side, it’s the ability to make a real difference in someone’s life—even if they’re not a client.

Whether it’s having a friendly conversation, consulting, or helping someone understand their coverage, those moments are incredibly fulfilling.

Q. What professional accomplishment are you most proud of and why?

A. Without question, my proudest professional accomplishment is being able to pay my employees a fair wage.

Providing meaningful work that people can take pride in— and compensating them fairly for it—always brings a smile to my face. Knowing that their income supports families, pays taxes, and sustains households is a responsibility I deeply appreciate and take seriously.

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

A. A portion of my free time goes to volunteer work and community organizations like Freemasonry. The social aspect has had an outsized positive impact on my mental health, and I look forward to dedicating more time to it in retirement.

Most of all, I cherish time with my wife and daughter.

We’ve taken road trips through the Northeast, visiting places like Niagara Falls, Mt. Washington, and the Statue of Liberty. We’ve also traveled to Arizona, Florida, and the Caribbean. But some of our best memories are made at home, playing UNO and Monopoly in our pajamas.

Last—and probably also least—I enjoy hunting, foraging (mostly mushrooms and berries), sipping a good whiskey now and then, and learning new skills in the kitchen.

Lately, I’ve gotten a little too good at making foods my doctor probably wouldn’t approve of. So, it may be time to focus on salads—and maybe throw in a bit of exercise, too.

11

PLATINUM PARTNER PROFILE

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

At Keystone, empowering agencies to protect their community and ensure a lasting legacy isn’t just a mission, it’s the driving force behind everything we do.

like marketing strategy, remote work, niche development, and prospecting, agencies gain actionable tools and real-world insights. Partners share what’s working, and what’s not, through open dialogue, panels, and peer-led learning that turn ideas into implementation.

Led by experienced, collaborative leaders, Keystone focuses on growth, strategic partnerships, and developing future leaders; we work alongside you to turn vision into action.

Through shared goals and measurable outcomes, we help agencies strengthen their impact and build lasting success.

Whether you’re just starting out, preparing to perpetuate, or expanding through acquisition, our approach supports every phase of the agency journey. By blending specialized resources, shared knowledge, and strategic guidance, we help agencies thrive in a competitive market.

Our model is powered by experienced, collaborative leaders. With a proven track record of organic and strategic growth, they provide the vision and momentum to help partners scale with confidence. From developing emerging leaders to aligning agency goals with best practices, our team works alongside you to turn your goals into measurable gains.

Strategic Support

Collaboration & Community

Our experienced team delivers specialized support in sales training, risk management, employee benefits, carrier management, and operational growth. Keystone partners have access to exclusive programs, benchmarking tools, and the insight needed to meet recruiting and retention goals while enhancing profitability and performance.

Keystone creates meaningful opportunities for connection, collaboration, and professional growth. Through events that focus on topics

Together, we are more than just a network or a broker, we are a collaborative force driving the future of independent insurance agencies.

This powerful combination is what sets us apart.

Here are just a few of the key ingredients:

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Leadership That Drives Results

JULY 2025

Thank You

Thanks to these partners for supporting the independent agent network.

PLATINUM PARTNERS

Erie Insurance

NJM Insurance Group

Ironpeak (formerly Iroquois)

Penn National Insurance

Keystone

Plymouth Rock Assurance

Millers Mutual Insurance

Progressive

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*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. JULY 2025 All rights reserved.

How to Build an Agent Swarm (Without Breaking the Bank)

By Daniel Metcalf, of CyberFin IABforME.com |

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In the fast-paced world of insurance and finance, efficiency is key. Swarm-based task automation has emerged as a powerful approach to streamline marketing, lead generation, and sales follow-up processes. But how can you implement such a system without draining your budget? Let’s explore the concept of agent swarms and how you can build one that not only saves costs but also drives growth.

What Is an Agent Swarm?

Step-by-Step Guide to Building Your Agent Swarm 1. Identify Your Tasks and Needs Start by outlining the specific tasks you want your agent swarm to tackle. This usually includes: • Marketing Automation: Social media posts, email

campaigns, content distribution.

An agent swarm is a collective strategy where multiple automated agents (or tools) work in unison to perform tasks quickly and effectively. Each agent handles a specific function, such as sending out marketing emails, generating leads, or following up on sales inquiries. This method is likened to a swarm of bees working together toward a common goal.

Benefits of Swarm-Based Automation • Cost-Effective: By using automated agents rather than

hiring additional staff, you save on labor costs while increasing productivity.

• Increased Productivity: Automated systems can work

around the clock, handling repetitive tasks and allowing your team to focus on more complex activities.

• Flexibility: You can easily tweak or scale your swarm

• Lead Generation: Gathering leads from websites, social

media, and networking events.

• Sales Follow-Up: Sending reminder emails, reaching

out to potential clients who have shown interest, and tracking engagement.

Understanding the precise roles each agent will play is crucial for effective implementation.

2. Choose the Right Tools There is an abundance of automation tools available, but not all are suitable for your needs. Some popular tools that can function as agents include: • HubSpot: For marketing automation, CRM, and sales

follow-up.

• Zapier: Connects your favorite apps and automates

workflows without any coding.

depending on your current needs without the hassle of training new employees.

• Hootsuite: Ideal for automating your social media

To capitalize on the benefits of a swarm system, let’s take a look at how you can implement one in your own agency.

• Calendly: For scheduling appointments seamlessly

marketing tasks.

without back-and-forth emails.

Make the decision based on your budget and requirements. Many of these tools offer free trials, which is a great way to test them out before committing.

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JULY 2025

AGENT SWARM

3. Develop a Simple Workflow Once you know your tools, outline a workflow for how your agent swarm will operate. Here’s a simple example: 1. Lead Generation Agent: Uses forms on your website to collect visitor information and automatically adds it to your CRM. 2. Marketing Agent: Sends personalized welcome emails to new leads gathered by the Lead Generation Agent.

3. Sales Follow-Up Agent: Triggers after a set period (e.g., three days post-email) to send a reminder email to leads who haven’t responded.

Ensure your workflow is logical and easy to follow, keeping user experience in mind.

Real-World Use Case: A Sample Agent Swarm for an Insurance Agency Let’s consider a practical example of how an insurance agency implemented an agent swarm.

Scenario: Insurance Agency X

Learn More at Young Agent Conference Author Daniel Metcalf will present Cybersecurity in the Age of AI at the 2025 IA&B Young Agent Conference. As AI revolutionizes agency operations, it also empowers cybercriminals. Learn how to shield your agency, clients, and data while maintaining growth.

Young insurance professionals, this one’s for you! Don’t miss this year’s conference, coming to Bear Creek Mountain Resort in Macungie, PA on Oct. 15-16.

IABforME.online/YAconference

Results • Engagement Increased: The agency saw a 40%

• Objective: Increase client engagement and reduce

manual follow-up time.

improvement in lead interactions.

• Time Saved: Agents spent 50% less time on manual

• Lead Generation: Implemented a chatbot on their website

to engage visitors and collect their contact details.

• Marketing Automation: Utilized Mailchimp to send a

series of welcome emails over two weeks, providing valuable insights on insurance options.

• Sales Follow-Up: Activated a sequence in their CRM to

trigger follow-up calls two days after an email campaign.

follow-ups due to automation.

• Cost Efficient: The implementation of this swarm system

reduced marketing costs by 30%.

By structuring a simple swarm, Insurance Agency X not only enhanced their operations but also maintained budget integrity.

Continued on page 18 Rather listen?

Also available in audio format at IABforME.buzzsprout.com

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Continued from page 17

Conclusion Implementing an agent swarm for marketing, lead generation, and sales follow-up can significantly enhance operational efficiency without putting a strain on your finances. By identifying key tasks, selecting the right tools, and developing a pragmatic workflow, your insurance agency can harness the power of automation to achieve its goals. With the right approach, you can build an agent swarm that will not only streamline processes but also propel your agency toward greater success.

Daniel Metcalf is co-founder and CEO of CyberFin, which aims to make cybersecurity simple yet relentless for the insurance industry. You can reach him at daniel@cyberfin.net. Access CyberFin’s Cyber Assessment – a free, no-obligation tool to identify an agency’s biggest vulnerabilities – at https://cyberfin.net/cybersecurity-assessment/.

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NEW MEMBER BENEFIT ALERT

As an IA&B Member, you could qualify for a program that provides better value and protection. Benefit from IA&B’s: ▲ Relationships with reputable carriers ▲ Industry leading claims service ▲ Highly trained, licensed professionals

You told us harnessing technology isn't easy.

We found a solution for you – introducing Catalyit.

A go-to technology resource for insurance agencies.

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IA&B members now have a FREE SUBSCRIPTION to Catalyit. You have access to guides, reviews, assessment tools, and consultants.

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

To learn more and activate this benefit, go to: catalyit.com/iab

For more information, contact: Claire Pantaloni, IA&B VP - Advocacy ClaireP@IABforME.com 800-998-9644, ext. 604

October 15-16 Bear Creek Mountain Resort Macungie, PA

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JULY 2025

For more information: IABforME.com

WELCOME

NEW MEMBERS Assured Insurance Agency Stroudsburg, PA Igloo Insurance LLC Middletown, PA Nickle Insurance Agency Inc Wilmington, DE Sonon Insurance LLC Exton, PA Trevant Insurance Agency, Inc. Waldorf, MD For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

VISION A thriving independent insurance agent community.

MISSION STATEMENT To serve as a driving force to champion independent agency success by educating, consulting, advocating, and fostering community in Pennsylvania, Maryland, Delaware, and beyond.

PRIMARY AGENT Editor: Karen Robison KarenR@IABforME.com 717-918-9209 Contributing editors: Jennifer Ross, Megan Fioretta, Sarah Haas Sales Account Executive: Rebecca Sieg | 717-430-2351 rebecca.sieg@theygsgroup.com

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E D U C AT I O N SCHEDULE J U LY 2 0 2 5 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC Jul 29-30 James K Ruble Graduate Seminar LIVE WEBINARS DATE TOPIC Jul 8 Bad Machines, Evil People: The Latest in Cyber Jul 8 Ethics in Insurance - Protecting the Client and the Agency Jul 9 CISR-Other Personal Lines Solutions Jul 9 Understanding the Contractual Obligations of Your Insured Jul 10 An Hour with Nicole: Making Sense of Homeowners Deductibles Jul 10 Homeowners Endorsements Insureds Don't Want (But Do Need) Jul 15 Certificates, Contractors, & You: Coverage Issues, Best Practices Jul 15-16 CIC-Commercial Casualty Jul 15 Reasons Personal Lines are Broken (and What to Do About It) Jul 16 CISR-Commercial Casualty I Jul 17 Hour with Patrick: Reinsurance: How It Works & Why It Matters Jul 17 Understanding Commercial Property Gaps and How to Fill Them Jul 17 William T Hold - Commercial Jul 22 Hour with Sam: Commercial General (CGL) vs. Farm Liability: Key Differences for Farm Accounts Jul 22 Liar!: An Agent's Role in Identifying & Handling Fraud Jul 23 CISR-Life & Health Essentials Jul 24 Ready or Not Here It Comes: Planning for Retirement Jul 29 Dawn of New Age or End of the World? Emerging Risks That Make You Wonder Jul 29 Just Use Mine: Home, Vehicle and Other Sharing Exposures Insurance Doesn’t Like Jul 30 Hour with Dave: E&O: Talking Exposures with an Attorney Jul 30 CISR-Personal Residential Jul 31 Forward and Backward: Insuring Emerging Risks, Surviving Deteriorating Markets IABforME.com |

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