Primary Agent - June 2025

JUNE 2025

JUDE TUMA ON SCALING INDEPENDENT AGENCIES EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE BLIND HIRING

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.

JUNE 2025

CONTENTS FEATURED 8

> > > > 12 JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Instagram.com/IA.and.B YouTube.com/@IA_and_B IA&B Podcasts can be found at:

IA&B is the premier resource and champion for independent insurance agents in Pennsylvania, Maryland, and Delaware.

Periodical postage paid at Mechanicsburg, PA and at additional mailing offices. Postmaster: Send address changes to Insurance Agents & Brokers, 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055.

Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2025-06, 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 JUDE TUMA Investor and strategist Jude Tuma discusses scaling independent agencies with purpose and what fuels his optimism for the independent agency channel.

BLIND HIRING: A KEY TO TOP PERFORMANCE Diverse teams drive business success. Read this article to learn how blind hiring can be used to develop a diverse talent pipeline.

MONTHLY 2 CHAIR'S MESSAGE 3 DON'S DISCUSSION 4 COVERAGE CORNER 6 NEWS & NOTES 15 BIG "I" LEGISLATIVE CONFERENCE RECAP 17 UPCOMING EDUCATION

IABforME.com |

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CHAIR OF THE BOARD'S MESSAGE

DIVERSITY: DOING OUR PART My two-year term as chair of the board is nearing its end (later this summer). With that in mind, I’ve been reflecting on the recent accomplishments of our agents’ association. One of the strategic initiatives that I’m most proud of is IA&B’s commitment to recruiting and educating diverse new talent.

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

This entails the late 2023 creation of a new position – IA&B Director of Career Services, a full-time recruiter – and the January 2025 launch of the Insuring Careers Certification Program (ICCP), a point of entry into the insurance industry that prepares newcomers to be successful agency contributors.

Industry perpetuation has been a hot topic for years, and I’m ecstatic that we’re moving the mark and recognizing the importance of incorporating diversity – diversity of experiences and backgrounds, ethnicities and races, education and ages.

This issue of Primary Agent sheds light on ways that all of us, in our individual agencies, can improve our outreach to diverse communities, for hiring and for prospecting. On the next page, read Don’s Discussion for insights on using translation and interpreting services to reach underserved populations. Then in the cover interview, hear from Jude Tuma, owner of IA&B Member Agency A to Z Insurance, on his agency’s commitment to serving Latino and other minority communities. And on page 12, learn how “blind hiring” strategies can help you build a more diverse team.

To succeed at recruiting diverse new talent and building teams that better reflect and serve our communities, we need to play the long game. And I’m confident that if we’re all on the same team, striving toward the same goal, we will win.

Until next time,

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

Sarah Brown, CIC, CRM, AFIS Chair of the Board

NATIONAL DIRECTORS Mike Ertel (PIA)

The Jacobs Company | Columbia, MD

Diana Hornung, CIC (IIABA)

IOA National, Inc. | Wilmington, DE

Mark Monroe (IIABA)

Element Risk Management | West Chester, PA 2

JUNE 2025

DON'S DISCUSSION

DON'S DISCUSSION IA&B Legal & Corporate Affairs Director Don Bankus

Are you a member with a question?

Contact Don at 717-918-9204 or DonB@IABforME.com.

utilizing translation and interpreting services enhance our agency’s QUESTION: Could business opportunities?

ANSWER: In today’s increasingly globalized world, insurance agencies are recognizing the value of translation and interpreting services (T&I services) to expand business opportunities. With the rise of multicultural communities and the need for clear communication, T&I services could be an integral tool for the insurance industry. By leveraging these services, agencies may be better able to reach, serve and retain customers effectively who speak different languages, thereby enhancing market reach and fostering a sense of trust and loyalty within the community.

At times, using T&I services also may play a role in assisting with regulatory compliance and transparency. Accurate translation of policy documents and other critical information can help in establishing and maintaining trustworthy communication with customers, which could be essential for avoiding misunderstandings and ensuring customers more fully understand their coverages and obligations.

Using T&I services can also enhance the customer experience. Customers are more likely to feel valued and understood if they can communicate

in their preferred language. Such a personalized approach may improve customer satisfaction and set an agency apart from its competitors.

The integration of T&I services could also be a stimulus for new marketing ideas. Marketing materials and advertising campaigns could be tailored to resonate with different cultural groups and assist with engaging a more diverse audience.

As a byproduct, by actively seeking to serve customers from various linguistic backgrounds, agencies can promote inclusivity and diversity, which not only benefits the customers, but also enriches the insurance industry.

While likely not a pragmatic or cost-effective option for everybody, the use of T&I services can be another tool for enhancing business opportunities. By effectively communicating with customers in their preferred language, improving customer experience, and, hopefully, expanding market reach, an agency can build a more successful business.

hiring a bilingual or multilingual individual, if the right opportunity presented itself.

When considering T&I services, protect your agency with a translation agreement.

IA&B members can access a template agreement at IABforME.com/EO-prevention.

Rather listen?

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

Of course, for agencies located in more integrated areas, the above concepts could be weaved directly into the fabric of the agency by IABforME.com |

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SWIMMING POOL COLLAPSE

By Bill Wilson I had planned on writing about a different topic until 37 minutes ago when I read a social media post from a neighbor on the NextDoor app about a swimming pool collapse resulting from heavy rainfall where we live. This reminded me that I had a similar question from an agent a few months ago and, given recent storms and flooding across the country, I decided that perhaps it’s a good time to write about this issue. And, while this is a personal lines column, I’ll touch on the commercial lines side of the issue that you can share with co-workers.

An agent contacted me in January about a homeowners’ insured who had his in-ground pool drained in order to repair some tile, replace light fixtures, and rebuild the deck around the pool. The contractor drained the pool then did not return for two weeks. In the meantime, the area experienced significant rainfall, and the hydrostatic 4

pressure from the saturated ground around the pool caused it to collapse. In the case of prefab pools, the result can be a “popping” out of the ground.

Of course, the homeowner expected the pool contractor to make it right, but the contractor’s commercial general liability (CGL) insurer denied the claim, citing exclusion j.(6) in the ISO policy. Whether this or other CGL exclusions apply depend on the facts and circumstances of each claim, but my understanding of what happened leads me to believe that the carrier is correct in denying the claim based on several court cases I reviewed.

There are sometimes coverages that can be purchased for such claims, under the “pop-up” coverage banner, but I’ve never invested a lot of research time into such proprietary coverage forms to familiarize myself with typical

JUNE 2025

COVERAGE CORNER coverages and exclusions. In any case, it appears that the only recourse against the contractor could be a legal one unless the contractor willingly accepts liability or can find coverage under a performance bond.

In the meantime, the insured filed a claim under his homeowners’ policy, which happened to be ISO form HO 00 03 05 11. Unfortunately, the insurer denied the claim, citing two exclusions: Collapse and Water.

While there is a collapse exclusion in the form, some coverage is provided under the Additional Coverage – Collapse. Unfortunately, this coverage applies primarily to building collapses and, in the case of loss to a swimming pool, only if “the loss is a direct result of the collapse of a building or any part of a building.”

In the case of the Water exclusion, the specific portion of that exclusion that applies here is: “Water below the surface of the ground, including water which exerts pressure on, or seeps, leaks or flows through a building, sidewalk, driveway, patio, foundation, swimming pool or other structure….”

LIVE CE WEBINAR Learn more about personal lines exposures in this upcoming live webinar, which touches on furnished vehicles, trailers, personal property, kids earning cash, watercraft, and more.

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DEFINITION OF INSANITY: COMMON HOME AND AUTO EXPOSURES WE KNOW ARE THERE & DO NOTHING ABOUT JUNE 10 9 AM -Noon

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So, despite the agent’s best efforts, there is clearly not firstparty coverage under the homeowners’ policy and allegedly not coverage under the contractor’s CGL policy. Again, the homeowner’s only recourse appears to be to directly appeal to the contractor and perhaps get a regulatory body involved and/or the Better Business Bureau.

If you’d like to dig deeper into claims like this, visit the International Risk Management Institute’s website (irmi.com) and search for “Is Pool Pop-Out Excluded?”

In addition, an often-cited court case involving pool pop-ups and collapses is Pekin Insurance Company v.

Willett, 301 Ill. App. 3d 1034.

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.

SAVE THE DATE October 15-16 Bear Creek Mountain Resort Macungie, PA

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NEWS & NOTES ▲ Employed for at least one year by an IA&B member agency in PA, MD, or DE ▲ 39 years old or younger on Oct. 1, 2025 ▲ Made community contributions through volunteering or service ▲ Example of emerging-leader status in the field

2024 IA&B Young Agent Award winners (left to right): Jim Singleton, Christy Rose, and Dr. Jeffrey Benson Jr.

YOUNG AGENT AWARD NOMINATIONS ARE OPEN

▲ Participated in IA&B events, education, or other happenings Nomination forms are due by Friday, June 20: IABforME.com/Agent-Award Questions? Contact IA&B PR Director Karen Robison at KarenR@IABforME.com or 800-998-9644, ext. 606.

IA&B will recognize three exceptional young agents – one each from Pennsylvania, Maryland, and Delaware – for this honor.

WHAT’S IN IT FOR THE WINNERS: ▲ Recognition at the award ceremony during the IA&B Young Agent Conference in October 2025

INTRODUCING PRISCILLA WILLIAMS

▲ Cover photo and interview in IA&B Primary Agent magazine, Young Agent issue

IA&B is pleased to announce the hire of Priscilla Williams as Insurance Placement Specialist. In this role, Williams will work with independent insurance agencies throughout Pennsylvania, Maryland, and Delaware to build insurance plans that protect their businesses.

AWARD CRITERIA: ▲ Licensed P&C agent 6

Williams is a long-time Delaware resident with over 20 years of experience in the insurance and real estate industries.

IA&B members are welcome to contact Priscilla at 800-998-9644, ext. 803 or PriscillaW@IABforME.com.

AVERY HALL INSURANCE CELEBRATES 100 YEARS Congratulations to Avery Hall Insurance, an IA&B member agency headquartered in Salisbury, MD, on its 100th anniversary! The business began out of Avery W. Hall’s farmhouse and now includes five locations and more than 100 employees. The agency will host an anniversary celebration on June 12 at its headquarters.

Are you or someone you know a rising star in our industry? Nominate yourself or someone else for the 2025 IA&B Young Agent Award.

▲ Feature in video produced by IA&B

“We’re thrilled to have Priscilla join our team,” said IA&B President & CEO Jason Ernest, Esq. “As a former independent agency owner herself, she understands the unique needs of our clients and prospects.”

JUNE 2025

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 KarenR@IABforME.com.

MD LEGISLATIVE SESSION RECAP This was an extraordinary year for the Maryland General Assembly.

State lawmakers shaped public

policy to deal with the twin forces of a sizeable $3 billion state budget deficit, coupled with federal actions under the new Administration that resulted in thousands of layoffs of federal employees and contractors in Maryland, as well as substantive reductions in grants and other federal funding.

Serving Up Restaurant Coverage, One Policy at a Time.

Those financial challenges led to the passage of a budget that will apply a 3% sales tax to data and information technology services – a tax that IA&B opposed. In addition, IA&B was engaged on several other pieces of legislation affecting the P&C insurance industry, including limits on insurance rating factors, home improvement contractor reform, and changes to condominium coverage requirements.

Although the legislative session ended at midnight on April 7 with the constitutionally required balanced budget, there may be a special legislative session if further federal cuts result in a budget shortfall.

Monitor Agent Headlines for updates.

Insuring Opportunity Through Mutual Success.®

Trust Harford Mutual

YOUNG AGENT CONFERENCE RETURNS Save the date! The 2025 IA&B Young Agent Conference will be held Oct. 15-16 at Bear Creek Mountain Resort in Macungie, PA. This annual event brings together an energetic, driven group of young agents who are actively seeking to develop their skills and careers. Watch IA&B communication and our website for more details and registration.

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.

IABforME.online/YAconference

Scan the QR code to learn more.

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Q&A with

JUDE TUMA Jude Tuma is co-founder of Embedded Capital, which recently acquired A to Z Insurance – an IA&B member agency with a longstanding focus on serving Delaware’s Spanish-speaking and minority communities.

Q: Tell us about your career path. How did it lead you to focus on scaling independent insurance agencies?

A. I’ve always been drawn to solving meaningful problems, and that curiosity has shaped my career. Early on, I founded a company that helped businesses make better decisions using data-driven models—what AI helps us do today. Later, I earned my MBA from The Wharton School and an MA in International Relations from the Lauder Institute at the University of Pennsylvania.

After grad school, I acquired my first insurance business—a 20-year-old specialty insurer focused on vehicle protection products. Over the next 12 years, I developed new products, modernized operations with technology, and acquired several specialty agencies. Along the way, I met my current partner, Paul Sims, who was also leading growth efforts in a similar space.

We founded Embedded Capital to bring that same level of innovation, efficiency, and strategy to independent insurance agencies, which share many of the same operational challenges and growth opportunities as our prior ventures.

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Q: As an investor and strategist, what do you see as the biggest opportunities and threats facing independent agencies today?

A. Despite recent market headwinds, we’re incredibly optimistic about the future of independent agencies— especially the small to mid-sized firms that make up over 80% of the roughly 40,000 agencies across the United States.

While direct-to-consumer carriers and digital brokers have expanded, independent agencies are not going away. In fact, carriers have recognized that their most profitable business often comes through independent agents—just look at GEICO’s recent shift. These agents provide unmatched value by guiding clients through increasingly complex coverage decisions, especially as premiums rise due to factors like climate change and claims inflation.

Independent agencies have outpaced captive and direct channels in recent years, and we believe that growth will continue, particularly in commercial lines where complexity demands expertise.

Beyond industry tailwinds, agencies have a tremendous opportunity to adopt emerging technologies, expand into commercial lines, introduce new products, and grow through better talent acquisition. That’s where we come in. Many agency owners tell us the pace of change—especially in tech—is overwhelming. With our background, we help agencies modernize operations while freeing up their teams to focus on client service.

JUNE 2025

ON THE COVER Unlike large private equity buyers, we’re flexible.

Some agency owners want to retire, and we support that. Others want to stay involved but need help with technology, marketing, HR, and accounting. We offer a tailored partnership model that adapts to the needs of each owner—and that makes our work both impactful and interesting.

Q: Tell us about IA&B member A to Z Insurance, your first agency acquisition.

A. A to Z Insurance, with four offices across Delaware, was our first acquisition—and an exciting one. It’s one of the largest independent agencies in the state and aligns perfectly with what we seek in a partner. We were particularly drawn to its longstanding focus on serving Delaware’s Spanish-speaking and minority communities.

The agency has been operating for more than 30 years. We’re building on that legacy by bringing in new technology, carrier relationships, team members, and enhanced training. We’ve also centralized back-office functions—like marketing, finance, and HR—so each office can focus on what matters most: serving clients.

The agency is now growing both organically and through strategic book acquisitions.

Q: A to Z promotes itself as a “multi-lingual insurance agency.” What communities does it serve?

A. We proudly serve the Latino and other minority communities throughout Delaware, Maryland, and Pennsylvania. This commitment goes beyond simply hiring bilingual producers or CSRs. Every part of our operation—from marketing to technology—is built with a multicultural lens.

We tailor products, carrier relationships, and customer experiences to reflect the diverse needs of our client base.

It’s an integrated approach that reflects the agency’s mission and community role.

Q: How do you attract and retain a diverse team to support that mission?

We provide professional growth pathways, including CSRto-account manager-to-producer development. We also support team members with training, mentorship, and the tools they need to thrive.

To attract talent, we rely on referrals, online job platforms, recruiting firms, social media—and yes, even highway billboards. But recruitment is only half the equation. Retention comes down to how we treat people.

We’re committed to fostering a supportive environment where employees can grow professionally and feel personally valued.

Q: And finally, a fun one. Any plans for summer travel?

A. Absolutely! My family loves to travel. This summer, we’ll visit Universal Studios in Florida, then head to the Dominican Republic and Costa Rica. In August, we’re planning a ski trip to Chile before the kids head back to school.

Shopping Your E&O? 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

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

A. Our team is our greatest asset, and we invest accordingly. Our 18+ team members reflect the communities we serve, and we encourage their active involvement in local events and outreach efforts.

IABforME.com |

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PLATINUM PARTNER PROFILE

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

OUR MISSION We help people feel secure and make life better when bad things happen.

FEATURED PARTNER Penn National Insurance HEADQUARTERS Harrisburg, PA A.M. BEST RATING A (Excellent)

OUR EXECUTIVE TEAM Robert Brandon president & CEO John Foster senior vice president, insurance operations Jacquelyn Anderson senior vice president, CFO & treasurer Karen Yarrish senior vice president, secretary & general counsel Kelly Miller vice president, Human Resources Mike Watts chief information officer

At Penn National Insurance, we’re on a mission to help people feel secure and make life better when bad things happen.

For over 106 years, we’ve been a trusted partner to individuals, families and businesses because we are a mutual insurance company where service and support for our policyholders are at the heart of everything we do.

We market our products through a network of 1,200 independent agency operations in 12 states. Our regional structure allows us to respond to the needs of our customers on a local level. We write insurance in these states: Alabama, Delaware, Iowa, Pennsylvania, Maryland, Minnesota, New Jersey, North Carolina, South Carolina, Tennessee, Virginia and Wisconsin.

FINANCIAL STRENGTH Penn National Insurance has an A.M. Best Rating of A (Excellent).

This rating is assigned by A.M. Best to companies that have an excellent ability to meet their ongoing insurance obligations.

In 2024, the company wrote $1.01 billion in direct premiums, had $2.2 billion in total assets and maintained an $851.5 million policyholder surplus.

CLAIMS SERVICE Penn National Insurance has achieved a “Superior Rating” for Personal Lines Claims Customer Experience as measured by Ward’s ExperienceMonitor program, powered by Inpoint. This is the company’s sixth consecutive year to receive the superior rating.

COMMERCIAL AND PERSONAL COVERAGES For Commercial Lines, we offer a wide range of coverage rich endorsements known as PennPacs. Our PennPacs provide valuable coverage and limit enhancements on Business Auto, 10 10

JUNE 2024

Businessowners, General Liability, Property, Workers’ Compensation and Inland Marine, geared to a market’s need.

For Personal Auto, we offer great additional coverages, including Roadside Assistance, New Car Replacement and Auto Loan/ Lease. For Homeowners, we offer valuable additional coverages, including Equipment Breakdown, Underground Utility, Loss Assessment and Identity Theft.

BENEFITS OF PARTNERING WITH US • An accessible management team that really knows you and your agency • Consistency in underwriting • A dependable and fair approach to claims handling • Local knowledge and presence in your markets • A carrier that listens and responds as well as builds long-term relationships

MAKING LIFE BETTER We make life better for our agents, employees and policyholders as well as the community. Our policyholders can feel secure knowing that we are here to protect them and get them back on their feet after a claim. For our employees, we provide competitive salaries and benefits. We give back to the community through financial support and encouraging our employees to volunteer.

For more information, visit our website: PennNationalInsurance.com.

★ Penn National Insurance

Headquarters: Harrisburg, PA

★ Partners Mutual Insurance Headquarters: Waukesha, WI

• Branch & Claims Offices

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Thank You

Thanks to these partners for supporting the independent agent network.

PLATINUM PARTNERS Erie Insurance Ironpeak (formerly Iroquois) Keystone Millers Mutual Insurance NJM Insurance Group Penn National Insurance Plymouth Rock Assurance Progressive

GOLD PARTNERS Chesapeake Employers Insurance Chubb EMC Insurance Companies Farmers of Salem Liberty Mutual Small Commercial / State Auto / Safeco MMG Insurance Nationwide Insurance Company POM Insurance Company SECURA Insurance Selective Insurance The Insurance Alliance Network

Become a Partner Today Interested in becoming a partner?

Contact Tim today.

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

Blind Hiring:

A Key to Top Performance Contributed by Work At Home Vintage Experts (WAHVE) How Blind Hiring Works

Diverse teams drive business success. Research shows they perform better, innovate faster, and adapt more effectively to market shifts. But how can organizations build truly diverse workplaces?

At its core, blind hiring removes identifying details such as name, gender, age, and ethnicity from applications, preventing unconscious biases from influencing decisions.

More advanced methods go further:

The answer starts at the foundation: recruitment and hiring. And blind hiring is one of the most effective strategies.

In fact, financial services firm BGC Group ranks blind hiring as the top method for developing a diverse talent pipeline.

This approach ensures candidates are assessed purely on their skills, qualifications, and potential – leading to stronger, more high-performing teams.

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▲ Comprehensive skills assessments: At WAHVE, for example, we evaluate candidates based on job-relevant abilities rather than their educational background or past job titles. ▲ Blind interviews: Hiring managers assess candidates solely on their responses – without access to personal details – ensuring a fair, unbiased evaluation.

JUNE 2025

BLIND HIRING

Why Blind Hiring Matters

Blind Hiring and Diversity

By shifting the focus away from demographics and toward skills and experience, blind hiring naturally broadens the talent pool. It encourages applications from underrepresented groups, leading to more inclusive hiring practices and ultimately, a stronger workforce.

The “blind hiring” strategy stems from the famous study of symphony orchestras that hired more women musicians after conducting auditions behind a screen. According to the Harvard Business Review, blind hiring is most effective at increasing diversity in certain scenarios:

Another key advantage? A level playing field.

Traditional hiring decisions are often influenced by factors unrelated to a candidate’s ability to perform.

Blind hiring eliminates these biases, ensuring every applicant is judged on merit alone.

The Competitive Edge In today’s interconnected and rapidly evolving market, companies that prioritize diversity gain a significant advantage – not just for their employees, but for their customers and communities. By reducing bias, blind hiring helps build diverse, high-performing teams – driving both innovation and success.

Work At Home Vintage Experts (WAHVE) is an industry-specific contract staffing solution. WAHVE matches veteran insurance professionals to meet agencies’ remote-staffing needs. IA&B members receive a 50% discount on the one-time set-up fee.

Learn more: IABforME.com/HR-resources/#WAHVE

1.

Organizations that typically interview candidates from an advantaged social group can benefit from using blind hiring during initial applicant screening. In other words, if the organization already interviews candidates from traditionally disadvantaged groups but does not tend to hire them, blind hiring will not affect change.

2. Blind hiring works best if the job will be filled

on “straightforward evaluations of relevant skills and experience,” rather than particular credentials. This is because traditionally advantaged social groups have more access to resources and opportunities, such as certain internships or advanced education.

3. Structured interviewing – which focuses

specifically on job-related questions rather than discussions that can accentuate the differences between candidates and interviewers – is a complementary strategy that reduces bias beyond initial screening.

Source: Sean Fath, “When Blind Hiring Advances DEI – and When It Doesn’t,” Harvard Business Review, June 2023

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LEGISLATIVE CONFERENCE RECAP

IA&B MEMBERS MEET WITH FEDERAL LAWMAKERS Over two dozen IA&B members from Pennsylvania and Delaware traveled to Washington, D.C. April 30-May 1 for the annual Big “I” Legislative Conference. The annual event brings together independent agents from across the country to meet with their elected lawmakers and to advocate on behalf of the industry and their clients.

IA&B members and their independent agent counterparts from across the United States urged Congress to address tax reform, disaster mitigation, legal reform, and crop insurance.

If you’re interested in becoming more involved with IA&B’s advocacy efforts, or attending next year’s Big “I” Legislative Conference, contact IA&B Government Affairs Director John Savant at JohnS@IABforME.com or 717-918-9214.

IA&B board member Jason Rodriguez of Prominent Insurance Services was honored with the Inclusive Excellence Champion award.

Top: IA&B's Delaware contingent met with Rep. Sarah McBride.

Middle: Several of IA&B's Pennsylvania members met with Sen. Dave McCormick.

Bottom: IA&B President & CEO Jason Ernest (far left) was joined by IA&B of Pennsylvania members to meet Rep. Scott Perry.

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YOU VALUE YOUR CLIENTS, WE VALUE YOUR AGENCY. IA Valuations, Big “I” of Ohio’s valuation provider, brings you valuation-based planning specific for independent agencies. A Fair Market Valuation is imperative to your business planning needs as an agency. Work with IA Valuations on an agency valuation, business planning, perpetuation planning, buy-sell support, and more. contact@iavaluations.com

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Business Planning to Help Your Agency Reach its Goals!

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WELCOME

NEW MEMBERS Red Rose Insurance Lancaster, PA PA Mendez Group Inc Philadelphia, PA For information about membership or benefits, contact: Tim Wonder, VP-Membership 717-918-9223 TimW@IABforME.com

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E D U C AT I O N SCHEDULE JUNE 2025 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC Jun 5 CISR-Other Personal Lines Solutions Jun 10-11 James K Ruble Graduate Seminar Jun 25

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8 AM-4:15 PM

Jun 10

Definition of Insanity: Common Home and Auto Exposures We Know Are There & Do Nothing About

9 AM-12 PM

MISSION STATEMENT

Jun 10

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

1-4 PM

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

Jun 10-11 James K Ruble Graduate Seminar

8 AM-5:15 PM

Jun 11

CISR-Elements of Risk Management

8 AM-4:15 PM

Jun 12

Eroding: The Personal Lines Implosion and What Happens Next

9 AM-11 AM

Jun 12

CGL Endorsements That Will Break Your Policy

1-3 PM

Jun 17

Cyber Insurance (a Special Topic CPIA course)

8 AM-5 PM

Jun 17

Why Inadequate EPLI Will Close Your Business

9 AM-12 PM

Jun 17

Hour w\ Cathy: Understanding How Claims Made Policies Work

2-3 PM

Jun 18

CISR-Personal Auto

8 AM-4:15 PM

Jun 19

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

9 AM-12 PM

Jun 19

Commercial Property: Claims, Coverages, Consequences

1-4 PM

Jun 24

Social Security and Medicare: Your Questions Answered

1-4 PM

Jun 25

Hour w\ Dave: Rental Cars: Issues, Answers, Horror Stories

2-3 PM

Jun 25

CISR-Commercial Casualty II

8 AM-4:15 PM

Jun 26

Name That Endorsement: Business Auto & Commercial Property

9 AM-11 AM

Jun 26

Ethics, Diligence, Success: What Agencies Need to Know

1-4 PM

VISION A thriving independent insurance agent community.

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 |

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Luke Donald knows the game has evolved. As a winning Ryder Cup Captain, he chooses his players carefully.

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