OCTOBER 2026
JILL NYE
ON PERSONAL LINES PROGRESS
EXCLUSIVE MEMBER MAGAZINE
ALSO INSIDE FROM POLICYHOLDER TO AGENT NEW DESIGNEES
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• Commercial • Specialty • Agribusiness
OCTOBER 2026
CONTENTS FEATURED 8
INTERVIEW WITH JILL NYE
> > > > 13
FROM POLICYHOLDER TO PERSONAL LINES AGENT
Jill Nye worked her way from personal lines agent to vice president. In this interview, she shares how her career unfolded, how much has changed, and why she values professional development.
Meet Susan Masone – the first participant in IA&B’s Insuring Careers Certification Program and now a licensed P&C agent employed by a member agency.
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MONTHLY 2 CHAIR OF THE BOARD'S MESSAGE
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 # 2026-10, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2026. All rights reserved. No material may 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.
3 CLAIRE-IFICATION 4 COVERAGE CORNER 6 NEWS & NOTES 21 UPCOMING EDUCATION
IABforME.com |
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CHAIR'S MESSAGE Somewhere in your office, is a team member who has never taken a certification course, but knows the nuance of a commercial property submission better than most people with letters after their name. And somewhere near that person is a newer colleague who hasn’t yet learned to ask that person for help. And then, the client they’re helping that has thought about a career in insurance, but was too intimidated to find an entry. These gaps are where most professional development happens, or simply doesn’t. Our firms invest in a bevy of amazing designations, but the credential is downstream of something less formal: a colleague willing to walk over to a desk and explain why a coverage form works the way it does, a salesperson who takes a younger agent to a new client meeting. It might even be suggesting to a client that they seriously consider an insurance career. Susan Masone’s path into this industry started that way. Someone noticed she might be good at this work and told her so. This is how she became the first student in IA&B’s Insuring Careers Certification Program. Nobody assigned that conversation; it happened because one human paid attention to another. Peer relationships carry more of this weight than our organizational charts suggest. The best training I’ve seen in agencies often sits outside of a formal program. It comes from someone two desks over who answers questions patiently or works with a newer agent to develop confidence going into a new business meeting. Real human interactions. The designation holders recognized this month put in the hard work, and that deserves to be celebrated. If you want to see more designations in your organization, look at how your people treat each other on an ordinary day and be a champion for those moments. Cheers,
Andrew M. Enders, Esq. Chair of the Board
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 Chelsea Clark
Erik Olsen
Tony Cusati, CIC
Lisa Parry, CPIA
Michael Gaetano
Mark Reilly
Jennifer McClure
Kent Reynolds, CIC
Michael McGroarty, Jr., CIC
David Rivell, CIC, CRM
Hunter McHugh
Christy Rose
McHugh Insurance Group Wilmington, DE
Avery Hall Insurance Salisbury, MD
Shayne McIntosh, CIC
Michael Thomas
JPI Insurance Associates Dillsburg, PA
Lighthouse Insurance Services Gambrills, MD
Jill Nye, CIC, CISR, CPIA
Kyle Zehr, CIC
L&W Insurance Dover, DE
Sitter Insurance LLC Erie, PA The Hartman Group Montoursville, PA Diversified Insurance Industries Hunt Valley, MD McGroarty & Bradburn Insurance Pittsburgh, PA
Gunn-Mowery, LLC Lemoyne, PA
Strickler Agency Chambersburg, PA Parry Insurance Langhorne, PA
Reilly Insurance Camp Hill, PA Blue Ridge Risk Partners LLC Hagerstown, MD Element West Chester, PA
FIFS, LLC Telford, PA
NATIONAL DIRECTORS Heavy Rotation: Brian Fallon: Not Bad for New Jersey; War on Drugs: Who’s That (Single); Goth Babe: Lola; Medium Build: King of Having Fun; The Band: The Band 2
OCTOBER 2026
Ashley Stafford, CPIA (IIABA) Element | Greenwood, DE Mark Monroe (IIABA) Mark J. Monroe Insurance | Downingtown, 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.
updated phone system includes AI note-taking and transcription. Recording calls QUESTION: Our requires consent, but do we also need consent for AI transcripts and summaries?
ANSWER: Maybe, but that’s only one of several questions agencies should consider. Whether consent is required to record a conversation depends on the laws of the state(s) involved. Some states require only one party to consent, while others require two/all parties to consent before a conversation is recorded. The fact that many agencies do business across state lines invites even more prudence.* If your phone system creates transcripts or AI-generated summaries from a recording, those features generally don’t eliminate any recording consent requirements. In addition, while some jurisdictions recognize implied consent by continuing the conversation, that is not true everywhere, so it’s generally best to obtain and document affirmative consent to the extent possible. Now to the other issues to consider. Insurance conversations routinely include sensitive personally identifiable information, such as Social Security numbers, driver’s license numbers, dates of birth, financial account information, policy numbers, etc. When an AI assistant transcribes or summarizes those conversations, you should know what
happens to that information after the call ends. If your agency also writes Life, Accident & Health, Long-Term Care insurance, or the like, conversations may include medical information. If that is the case, you should understand how your vendor handles protected health information. You may want to ask whether the provider supports HIPAA compliance and will execute a Business Associate Agreement (BAA). To that point, here are some specific questions to ask your provider: ▲ Where are recordings and transcripts stored? ▲ Is the data encrypted while it’s being transmitted and while it’s stored? ▲ How long is the information retained? ▲ Can recordings and transcripts be permanently deleted? ▲ Is customer information ever used to train or improve the provider’s AI models? ▲ Who has access to the data? ▲ Does the provider use subcontractors or third-party cloud services to process my information? IABforME.com |
Remember that the transcript may only be what you see. Behind the scenes, the information likely passes through multiple systems before you receive the summary. In addition, when reading the vendor’s online Terms of Service, look for contract provisions addressing: ▲ Ownership of your recordings and transcripts ▲ Whether your data will be used to train AI ▲ Security standards and encryption ▲ Data retention and deletion ▲ Breach notification requirements ▲ Third-party subprocessors ▲ Your ability to export your data if you leave the platform At the end of the day, it’s pretty clear that AI note-taking can save time, improve documentation, and help producers focus on clients instead of “pushing paper.” Nonetheless, due diligence is needed, as it is with any vendor that handles confidential customer information. Before Continued on page 19 Rather listen? Also available in audio format at IABforME.buzzsprout.com 3
‘MAINTENANCE’ EXCLUSIONS By Bill Wilson Both homeowners’ and personal auto policies contain what we sometimes refer to as “maintenance” exclusions for property damage. We often tell consumers that these products are not designed to cover damage to property that results from the failure to properly maintain that property over time.
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auto claim the agent thought should be covered. The other was a homeowners’ coverage question about interior water damage that resulted from a roof leak around worn shingles.
damage to the engine. The insurer denied the claim, citing this exclusion:
Generally speaking, this is true… but not quite. As Alexander Dumas said, “All generalizations are dangerous, even this one.” For every claim, we have to examine the facts and circumstances of each event in the context of the applicable policy language.
The first case involved a non-ISO personal auto policy issued by a direct writing carrier to a Texas insured. The insured had an independent agent who wrote other lines of business for this individual and was trying to assist him in responding to the claim denial. (Splitting accounts into multiple insurers or agents is generally a bad idea for several reasons, but we’ll save that conversation for another time.)
“We will not pay for…Mechanical or electrical breakdown or failure, including such damage resulting from negligent servicing or repair of your covered auto or its equipment. We will pay for ensuing damage only to the extent that damage occurs outside the major component (such as transmission/transaxle, electrical system, engine including cooling and lubrication thereof, air conditioning, computer, suspension, braking, drive assembly, and steering) in which the initial mechanical or electrical breakdown or failure occurs.”
Two recent inquiries caused me to consider the “maintenance” issue. One involved a denied personal
What apparently happened was that a diesel-powered vehicle was refueled with gasoline, resulting in severe
I’ve consulted on similar “negligent servicing” claim denials involving fueling mistakes like this as well as
OCTOBER 2026
COVERAGE CORNER claims arising from water in fuel. However, none of those denials were based on exclusionary language like this, but rather ISO language or language functionally equivalent to that in the ISO Personal Auto Policy. One of the arguments in getting those claims overturned was that the ISO language makes no specific mention of “negligent servicing,” just “wear and tear and mechanical breakdown.” Under that language, numerous courts have found that “wear and tear” means deterioration caused by ordinary use, usually over relatively long periods of time. Similarly, courts have generally found that mechanical or electrical breakdown or failure refers to internal flaws, latent defects, or, again, the tendency of mechanical and electrical systems to internally fail because of use over time. I discussed this in greater detail in my October 2025 [see issuu.com/ primary_agent] column, and my past efforts under ISO forms were generally successful in getting initially denied claims overturned. However, in this case, the exclusion in the carrier’s proprietary form specifically mentions “negligent servicing or repair” as a basis for the exclusion. Now, one might argue that refueling of the vehicle does not constitute “servicing or repair,” but rather just normal usage of the vehicle. However, the exclusion goes on to say that, even if there is coverage, it only applies to damage outside a major component of the vehicle such as the engine. So, while there is an argument for coverage, I would be very surprised if the logic expressed here would sway the insurer to reverse the
denial, especially if they have denied probably thousands of similar claims over the years. And, without naming names, my past experience when encountering a denial by this insurer is that they very rarely back off any claim denials.
Maintenance.” But this exclusion has an exception:
The second inquiry involved a homeowners’ coverage question. The Massachusetts agent wanted to know if I had written or was otherwise aware of an article addressing claim denials due to a “maintenance” exclusion similar to that in an ISO HO-3 form.
The adjuster can argue that the roof was not properly maintained, but the actual damage for which the claim is being made is not the roof itself which is excluded here and elsewhere in the policy for “Wear and tear, marring, [and] deterioration.” The claim is being made for damage
The example given was interior water damage due to worn shingles. In other words, an insured’s roof starts leaking and it’s determined that the cause is a roof whose shingles have worn and deteriorated over time to the extent that they are no longer able to keep the elements out of the interior of the house.
Continued on page 7
I had a similar inquiry almost seven years ago that I wrote about on my blog at InsuranceCommentary. com (search for “water intrusion”), but it was based on a very specific factual circumstance. In that claim, the insureds were aware that water had been getting into the home for months but had not filed a claim. I advised a contractor who had reached out to me that the policy has a “Neglect” exclusion that probably applied. But, absent that, does the ISO HO-3 policy cover interior water damage due to an old leaky roof? I wrote about this in my book “When Words Collide: Resolving Insurance Coverage and Claims Disputes.” In the case of the ISO HO form, there is a specific exclusion for “Faulty, inadequate or defective… IABforME.com |
“However, any ensuing loss to property described in Coverages A and B not precluded by any other provision in this policy is covered.”
Rather listen? Also available in audio format at IABforME.buzzsprout.com
LIVE CE WEBINAR
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Earn CE and learn more about personal lines. Instructor: Nicole Broch
HOMEOWNERS ENDORSEMENTS INSUREDS DON’T WANT (BUT DO NEED) OCT 13 9 AM - Noon
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NEWS & NOTES Certification Program (ICCP): Jenna Kephart, of Alan Anderson Insurance Ava McWilliams, Shippensburg University student Elisabeth Wells, of Franconia Insurance & Financial Services Aaron Yoder, of Klebon Insurance Group
Participants at IA&B's 2026 Intern Day
INTERN DAY IN REVIEW Nearly 30 summer interns from member agencies and company partners spent July 30 – National Intern Day – at IA&B networking with one another and learning more about our industry. Highlights of the day included a young insurance agent panel, professionalism in the workplace discussion, and resume and interviewing skills workshop. We send our sincere thanks to those who shared their interns with us, as well as to our dynamic young agent panelists: Ava Burchell and Kaila MacGinnes, of Enders, and Joseph Zvorsky, of EHD.
NEW ICCP GRADUATES Congratulations to the latest graduates of the Insuring Careers
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Developed by IA&B, ICCP is designed specifically for newcomers to the Property & Casualty insurance industry in Pennsylvania, Maryland, and Delaware. The program breaks down the complex world of insurance into clear, management segments, helping new employees gain confidence and a solid foundation in their careers. Learn more: IABforME.online/ insuring-careers-agencies Questions? Contact IA&B VP-Membership Tim Wonder at 800-998-9644, ext. 351 or TimW@IABforME.com.
INVEST IN YOUR TEAM. Give your employees the skills to deliver exceptional service at every client interaction. The Customer Service Excellence Program is a dynamic, online training program designed specifically for insurance professionals. Equip your team to communicate more effectively, build stronger OCTOBER 2026
client relationships, and create a consistently outstanding client experience. Register your employees today and put service excellence into action. Only 15 spots are available and this program includes six, 90-minute workshops that run every Tuesday from 10-11:30 AM from Oct. 27 through Dec. 1. Learn more and register: IABforME.online/CSEP
WEBINAR FOR WOMEN Sometimes women’s biggest barriers are not systems, but each other. Collaboration can slip into comparison, and support into judgment, often shaped by long-standing limits on visibility and leadership. Join Jenn Urso, founder of The Leadership Project (and presenter at the 2025 Young Agent Conference), to explore this difficult reality. Nov. 10, Noon-1 PM No cost for IA&B members and partners. Save your spot. IABforME.com/women-in-insurance 800-998-9644, option 1
COVERAGE Continued from page 5 to the interior of the home due to water intrusion.
Outgoing volunteer leaders at their final IA&B Board meeting in August (l to r): Chris Miller, Bill Purdy, Ashley Stafford, Greg Bennett, Deb McAfee
THANK YOU TO OUR VOLUNTEER LEADERS We send our sincere thanks to the following member agents who recently completed their terms on the IA&B Board of Directors. Their contributions of time and expertise helped to provide strategic direction for the organization, which will benefit our membership for years to come. Greg Bennett Famous & Spang Associates Aberdeen, MD Deb McAfee McAfee Insurance Agency, LLC Wilmington, DE Chris Miller, CIC Miller Insurance Protection Team Jonestown, PA Bill Purdy Purdy Insurance Agency Inc. Sunbury, PA Ashley Stafford, CPIA Element Greenwood, DE
ISO’s commercial property forms exclude such interior water damage unless the structure is breached by a covered peril (e.g., windstorm) and the water (e.g., rain) enters the premises and causes damage. However, this provision is not currently found in ISO’s homeowners’ forms. That being said, there are many homeowners’ insurers who do exclude such losses so, once again, we must read the actual policy language in the context of the facts and circumstances of each claim to determine whether there is coverage. General Jimmy Doolittle once said, “The problem with Americans is that we’re fixers rather than preventers.” How we resolve such claim denials often begins with preventing the damage in the first place and how we do that in the case of the aforementioned homeowners’ claim is to remember the words of John F. Kennedy: “The time to repair the roof is when the sun is shining.” Bill Wilson, CPCU, ARM, AIM, AAM is the founder and CEO of InsuranceCommentary.com and the author of six books, including “When Words Collide…Resolving Insurance Coverage and Claims Disputes” which BookAuthority ranked as the #1 insurance book of all time. He can be reached at InsuranceCommentary@ outlook.com. IABforME.com |
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Q&A with
JILL NYE Jill Nye, CIC, CISR, CPIA, AINS, API, CAPI is Vice President, Personal Lines Service Manager for Gunn-Mowery LLC, a full-service independent agency in Lemoyne, PA. She also serves on the IA&B Board of Directors. Q. Tell us what drew you to the insurance industry and how your career progressed from personal lines agent to vice president. A. Growing up, I had very little knowledge of what insurance was other than that if you had a car accident, they pay for your car. My high school soccer coach owned a small agency in Mount Joy, PA and offered me a job. My initial plan was to work for a year to earn money for college, so this felt like a good move. However, once I started working at the agency and then obtained my P&C license, I never left insurance. My first agency was acquired by Gunn-Mowery in 2008. I continued working as a personal lines agent and was strongly encouraged by my managers to take on new roles and learn more. I spent a few years in small commercial and then was a guinea pig for a crossover (personal and commercial) agent position. After gaining those varied experiences and then putting together a manual to train our team and make us more consistent, leadership felt I would be a viable candidate to replace my manager when she retired. They made me the Personal Lines Supervisor while I was learning the management ropes and when my manager retired, I became the Personal Lines Service Manager. Later, after implementing several changes and procedures to help our personal lines book and make us more efficient, I was promoted again to a Vice President. 8
Q. What does your current role entail, and what’s your favorite part of your job? A. Currently, I am in charge of all things personal lines at Gunn Mowery. This means I oversee our team of 15 personal lines agents, manage our procedures and planning, train new personal lines employees, and still help with anything customer-service related (e.g. quotes, changes, issues). I love working with my team and finding ways to simplify our jobs so we can have more time to spend with our clients. I also love taking the time to teach both my team and our customers about insurance so we can all make solid, educated decisions and find the best options we can offer. Q. Most of your career has been in personal lines. What are the biggest changes you’ve seen? And looking ahead, what gives you concern and/or optimism for independent agents in this space? A. Over the years we went from having a ton of paper to becoming almost paperless. We used to rate on a separate comparative rater without real time and tell our insureds that it’s an estimate, only to have the policy issue with a different premium. Now we can quote, bind, and issue with some carriers in minutes. We went from mailing everything to the carriers to mailing next to nothing, as it’s all done online, via email, or kept in our e-files. We don’t even need to come up with our own wording in emails or compare renewal info now; AI can do it for us! We used to only be able to work in the office, and now we work from home a few days and are still able to help our clients. So much can be done over the phone or by using email or uploading that we don’t really need to do much in person. We still offer that option for those who prefer it, but we often can save someone a drive to the office.
OCTOBER 2026
AGENT INTERVIEW While there is so much change still to come with AI and other technology, I feel that independent agents will always be needed. There is only so much a machine can do, and while we can use that to help us, customers will always need someone to help guide them. Q. Your list of designations is impressive! What drives your passion for professional development? A. I have always believed the more we learn and know, the better we can do for our customers and teammates. As competitive as personal lines is with all the flyers, commercials, and aggressive advertising, we need to find ways to differentiate and stand out. If we don’t understand insurance, how can we advise our customers? It also helps that I work for an agency that encourages us to continue to grow and get more education to better our knowledge base. My boss has always supported my drive to go for more designations.
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Call 800.873.4552 or VISIT PHLYBOP.com Q. Starting a new designation can be daunting. What advice would you give to someone who is just beginning the process? A. I strongly recommend that you research what the designation requires to earn it and what is needed to maintain it. Once you know what you need to do, are mentally prepared for the work it will take, and are committed to studying and putting in the time that it takes, start with the hardest class. For example, when I started my CISR designation I took commercial courses first as I felt the personal lines classes would be easier for me. It will only get easier from there to complete it.
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Once you pass all your tests and earn your designation, the feeling of accomplishment is well worth the time. And it can help you further your career in insurance. Q. We understand you love the theater. What’s your favorite show and why? A. I do love theater and always wanted to act on Broadway! My favorite Broadway show is Phantom of the Opera. I have been to NYC to see it three times, and it was the first one I went to see when I was still in school. Going to see that show led me to get involved in my school and local theaters after that. While I’m too busy to fit that into my schedule now, I still love going to see a live show. IABforME.com |
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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PLATINUM PARTNER PROFILE
Growing Stronger Together What do those results say about the Ironpeak model today?
Matt Ward, Managing Partner and Executive Vice President, Ironpeak
They reinforce that our model performs in all market conditions. The scale we’ve built with over 3,200+ Member Agencies nationwide, combined with disciplined growth and strong carrier alignment, continues to deliver meaningful results for both our Members and carrier partners.
It’s been about a year since the transition to Ironpeak. How would you describe 2025?
What types of growth trends are you seeing across the Ironpeak network?
2025 was a milestone year for Ironpeak and a strong validation of our direction following the rebrand. We surpassed $4 billion in premium, generated more than $780 million in new business and added 337 new Member Agencies to the network. Just as important, we continued a long-term trend that really defines us — we achieved our 22nd consecutive year of contingency revenue growth.
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Ironpeak continues to build momentum in 2026, even as the market softens. We are growing membership despite ongoing industry consolidation and M&A. That’s a key differentiator. Our membership retention is 97%, and we continue to expand the network with high-quality agencies in every state.
OCTOBER 2026
What are Ironpeak’s priorities going forward? We’ve proven our model has worked for nearly 50 years. As we look ahead, it’s about building on that foundation and continuing to deliver consistent, measurable results for our Members and carrier partners year after year.
Beyond growth metrics, how does Ironpeak help Member Agencies grow stronger while preserving their independence? That’s the core of our value proposition. We help agencies become stronger businesses without asking them to give up what makes them successful in the first place — their brand, their relationships and their independence. We provide access to scale, carrier relationships, operational support and strategic resources that are difficult to build alone.
How does that show up in day-to-day support for Member Agencies? It shows up in practical ways that drive performance. We work with Members to improve organic growth, expand market access, optimize carrier alignment and develop the producers and leadership talent needed to sustain growth.
Producer development is a big issue for many agencies. How is Ironpeak helping there? Producer development is one of the most important investments an agency can make, and it’s an area where we’re intentionally leaning in. We support Member Agencies with training, coaching, and structured development programs designed to accelerate production and improve long-term success. For many agencies, the biggest challenge isn’t recognizing the need — it’s funding the investment early enough to make it count. That’s why we also offer financing solutions that help agencies bring on and develop new producers without putting unnecessary strain on the business.
Learn more at Ironpeak.com
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Thank You
Thanks to our PLATINUM PARTNERS for supporting the independent agent network. PARTNER & EDUCATION STEWARDS
Progressive Risk & Insurance Education Alliance PLATINUM PARTNERS
Chesapeake Employers' Insurance Company Erie Insurance Ironpeak (formerly Iroquois) Keystone Millers Mutual Insurance NJM Insurance Group Penn National Insurance Plymouth Rock Assurance Vesper Risk BECOME A PARTNER TODAY Interested in becoming a partner? Reach out today. Tim Wonder IA&B VP-Membership 717-918-9223 TimW@IABforME.com 11
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ICCP PROGRAM PARTICIPANT
From Policyholder to Personal Lines Agent Meet the First Insuring Careers Certification Program Participant Susan Masone wasn’t thinking about a career in insurance when she met with Loretta Shotsberger, her personal lines agent at Enders. “I met with Loretta in fall 2024 to review my home, auto, and umbrella coverage,” says Masone, “but during that meeting I had an unexpected epiphany – that a career in insurance might be the right next step for me.” Impressed with Shotsberger’s professionalism and intrigued by a career that allows for problem solving and helping people, Masone began asking questions about P&C licensing. Shotsberger connected her with IA&B VP-Membership Tim Wonder, who oversees the organization’s industry recruitment efforts. “When Susan contacted us, we were about to launch the Insuring Careers Certification Program (ICCP),” says Tim Wonder. “Her background, interests, and timing made her an ideal first candidate for the program.” Continued on page 14 OCTOBER 2026
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ICCP
“It was, of course, an intense three days of information sharing,” says Masone. “I found it especially enjoyable to learn among other students because everyone asked thoughtful questions and shared interesting stories that greatly enhanced the learning experience.”
Continued from page 13
A Career Change Like many in the industry, Masone didn’t anticipate an insurance career. She worked at AT&T as an instructor, training employees to work with system interfaces for data entry and documentation management, and then as a Technical Project Manager, working with software engineers and network architects to improve efficiency in systems design and function. “I was impressed by the role that teachers played in my children’s development, so after AT&T, I decided to become a high school English teacher,” says Masone. She worked as a teacher and a private tutor for six years before taking some time off. Professionals looking for a change in career, as well as those looking to return to the workforce, are two of the three categories that IA&B targets through its recruitment efforts. (The third group consists of soon-to-graduate students and recent graduates.) “Susan’s entry into the industry may seem unlikely, but it’s not uncommon,” says Wonder. IA&B’s research found that insurance tends to offer what people want in a career change, as well as after taking time away from the workforce – flexibility, security, and growth potential. “I was intrigued by insurance as a career because it offers a livable wage, many options, and it’s critically important not only to individuals and businesses, but to the economy,” says Masone.
The Certification Program IA&B officially launched ICCP in January 2025 with Masone as its first participant. Part of the program is preparation for the state licensing exam, so Masone attended IA&B’s February 2025 in-person licensing study course – available to those working toward a Pennsylvania P&C license. 14
IABforME.com |
She passed the licensing exam soon after and then worked her way through the remaining, online components of ICCP, which cover the technical side of the industry through policy study, application in real-life-scenarios, and business and communication skills. “ICCP is a self-paced program with modules that are designed as manageable chunks of learning so you’re not overwhelmed,” says Masone. “The online availability and module design allow you to define your own learning pace and fit it into your schedule. You can even control the
About the Insuring Careers Certification Program IA&B’s Insuring Careers Certification Program (ICCP) combines P&C licensing exam preparation with practical post-licensing education to help those new to the industry build a strong foundation in insurance. It is available for agencies’ new, unlicensed employees, as well as for those outside of the industry with an interest in insurance. The three-to-six month program provides a structured path, giving those new to the industry the knowledge, confidence, and support they need to succeed. Have a new hire? Get them up to speed without adding more training to your team’s plate. Learn more by visiting IABforME.online/insuringcareers-agencies. Or contact IA&B VP-Membership Tim Wonder at 800-998-9644, ext. 351 or TimW@ IABforME.com.
speed of the audio. My favorite part of this learning experience is that it provides clear examples to support key points, which is so much better than trying to memorize forms and rules.”
A Success Story Masone completed ICCP and is now employed as a personal lines agent in an IA&B member agency. “My favorite part of working in the insurance industry is threefold,” says Masone. “Every day and every situation is different, learning is ongoing, and I’m providing a critical service to people every day.”
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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.
Masone’s story is an example of how ICCP can provide a strong foundation for those new to insurance and of how IA&B can recruit new candidates into the industry. “Susan is our poster child for success,” says Wonder. “We couldn’t be happier to see her happily employed in an independent agency.”
For more information on ICCP or IA&B’s industry recruitment efforts, please contact IA&B VP-Membership Tim Wonder at 800-998-9644, ext. 351 or TimW@IABforME.com.
Learn more about the other Property & Casualty classes we write. www.harfordmutual.com (800) 638-3669
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RECOGNITION OF NEW DESIGNEES
RECOGNITION OF NEW DESIGNEES IA&B brings you educational designations developed by the American Insurance Marketing and Sales (AIMS) and Risk & Insurance Education Alliance (the Alliance). IA&B recognizes the following employees of member agencies and company partners who advanced their careers by earning an industry-leading designation. AIMS offers the Certified Professional Insurance Agent (CPIA) designation, and the Alliance administers the Certified Insurance Counselor (CIC), Certified Insurance Service Representative (CISR), and CISR Elite. To learn more, visit IABforME.com/education. Anthony Rendulich
Gwen Robertson
Chad DeBona
Denise Rison
Kimberley Rosenberry
Stubbs Insurance Assoc.
Blue Ridge Risk Partners
Lindsey Detweiler
Laura Schultz
Danielle Russo
Frost & Conn, LLC
Moody Insurance Worldwide
Renee Shantz
Michael Sanders
Wilkinson Dunn Company
Edward L. Sanders Insurance Agency Inc.
Jessica Shrader
Angela Sweitzer
McDowell Associates
Blue Ridge Risk Partners
Brandi Slovinsky
Lauren Thomas
McDowell Associates
Pennsylvania CPIA Designees Kristin Adams
The Hess Agency, Inc.
Laura Amalfitano
The Hess Agency, Inc.
Patricia Benjamin Gallagher
Christine Burkholder Strickler Agency Inc
Victoria Chmelewski The Wenger Group
Christine Cibula-Bowser EK McConkey Insurance
Keith Dawson
Millers Mutual Insurance
Caleb Drake
Blue Marsh Insurance
Joseph Fustine
Erie Insurance Group
Heather Gembarosky
Keystone Agency Partners
Corinne Haight
The Richard R. Motter Agency
Marie Henry
Moody & Associates
Kandi Koltz
The Hess Agency
Rebecca Konemann Gallen Insurance
Michael McGroarty, Jr.
McGroarty & Bradburn Insurance, Inc.
Rebecca Neumann
PDM Insurance Agency Inc.
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Jacque Perry Insurance
Carol Sweigart
The Hess Agency, Inc.
Kyler Tronsberg
Engle Hambright & Davies
Blue Ridge Risk Partners
Blue Ridge Risk Partners
Abel Willie
Blue Ridge Risk Partners
Katarzyna Wright
Blue Ridge Risk Partners
AssuredPartners The Hess Agency
Mike Dodson
McGowan Insurance Agency
Robert DuBose
Gunn Mowery LLC
Brian Ferraro Erie
Scott Fleming Erie
Ryan Heurich
Seltzer Group Partners
Donna Hosfeld
Blue Marsh Insurance
Scott Tucker
Michael Hoshour
Brian Yanosky
Michelle Kahle
William Yeager
Deanna Lutz
Marcy Zajdel
Mark Mearhoff
PDM Insurance Agency
Unruh Insurance
Walter Mark Agency Inc.
Erie
Yeager Insurance Agency, LLC McDowell Associates
Maryland CPIA Designee Catie Cadek
Moody Insurance Worldwide
Heather Dillon
Moody Insurance Worldwide
Sharon Meadows
Blue Ridge Risk Partners
Maridaniz Montero
Blue Ridge Risk Partners
Norma Prieto
Blue Ridge Risk Partners
Roberto Quiroz
Blue Ridge Risk Partners
Paula Rhoderick
Blue Ridge Risk Partners
Henderson Brothers, Inc.
Pennsylvania CIC Designees Gregory Bengel Erie
Jordon Buchmoyer
Unruh Insurance Agency
Nelson Butz Enders
Kyle Carraher
Donegal Insurance Group
Jonathan Chase
R.C. Chase Insurance Agency
Vanessa Cozart
The Coup Agency
Jennifer Davidson-Ott Starr Insurance Inc
Mearhoff Insurance Agency
Michael Moskos
Kocman Insurance Group
Joseph Platyan
Main Line Risk Management
Joel Reeder Erie
Joshua Troup
Sholley Insurance Agency
David VanDerlyke
Strickler Agency, Inc.
Kristen Vigil CBIZ
Rebecca Williams
Travelers Insurance Company
Hannah Wilson
Walton Ebert Insurance Agency
Curtis Yoder
Spencer Corby
Megan Reedy
Sierra Gallagher Jacobs
Arianna Yunik
Kelly Dormer
Katy Reese
Melanie Meara
Monica Esposito-Cavanaugh
Denise Rison
Pritika Paudel
Robyn Ferra
Lauren Sanchez
Sierra Reid
Molly Fletcher
Emily Santiago
Francesca Smith
Charity Foor
Lindsay Shaheen
Jonathan Toryk
Christine Groft
Alyssa Shields
R J Lutes Insurance Agency
Delaware CISR Designees
Jessica Holjes
Matthew Smyrl
Melissa Amin
Robert L Smyrl, Inc.
Montgomery Insurance Services
Sophia Jones
Danielle Snyder
Melissa Jewell
Arbor Insurance Group
Avery Hall Insurance Group
Benjamin Jones
Lisa Sorensen
Amanda Lea Miller
The Stewardship Group Erie
Maryland CIC Designees Andrew Fried
McArdle Insurance Agency
Robert Klinger
Klinger Insurance Group
Danielle Lardeo
Barnes-Bollinger Insurance Services
Roxana Romero
Marsh McLennan Agency Mid-Atlantic Region
Delaware CIC Designees Melissa Kelley L&W Insurance
Sarvey Insurance Enders
Brown & Brown, Inc. Unruh Insurance IMA | ESS
RWR Group Element
Risk Strategies / Brown & Brown Element
Unruh Insurance
Jessie Juhas
Evergreen Insurance LLC
Sarah Lynch
Reinard Insurance
Mackenzie Markle
Pennsylvania CISR Designees Kayla Akins
The Blessing Insurance Agency
Kaylee Mateer
Liberty Insurance Agency
Nelson & Associates Insurance Services, LLC
Alyssa Mauser
Laura Amalfitano
Mark McKnight
The Hess Agency
Maria Amanto Acrisure, LLC
Sarah Baum
Starr Insurance Inc
Cecila Bliss
Wasson Insurance Agency
Camille Boll Element
Tina Boyd
HomeSale Insurance Services LLC
Claire Brigham
Rossbacher Insurance Group
Emily Buckley FIFS, LLC
Rachel Chamberlin Element
Shermary Colon-DeJesus Baron Insurance Group
Keystone DST Strategies Enders
Jacqueline Miller
ECBM Insurance Brokers & Consultants
Susan Montgomery
W N Tuscano Agency, Inc.
Andrea Moyer
Arbor Insurance Group
Emilie Mummau
Weaver Insurance Group Inc.
Jamie Murphy
Core Insurance Group
Madison Nicholson
Marthinsen & Salvitti Insurance Group
Royden Pearson
America Insurance Agency, Inc.
Maryclaire Quigley
Kelly Insurance Agency
Gina Rambo
Community Insurance PA
Alera Group - Lebanon, PA Simpson | McCrady Stubbs Insurance Associates, Inc. The Hess Agency
Strickler Insurance Agency, Inc. Fischer Insurance PA
Renee Staines
Blue Hen Insurance LLC Yates Insurance Inc.
Alera Group - Silver Spring, MD Diversified Insurance Industries, Inc. Associated Insurance Management, LLC Fleetwood Insurance Group
L & W Insurance
Evergreen Insurance, LLC
Matthew Stawinski The Hartman Agency
Deanna Stocker Acrisure, LLC
Angela Varano
Klebon Insurance Group
Elisa Varotto
AssuredPartners
Mackenzie Ward
IMA Financial Group, Inc.
Nicki Watkins
The Richard R. Motter Agency
Ty Welsh
Walton Ebert Insurance Agency
Melissa Wieber YMI Insurance
Erin Williams
Pennsylvania CISR Elite Designees Virginia Foulkrod
MPB Risk Services LLC
Katelyn Heilman
McConkey Insurance & Benefits
Hannah Kriner
McConkey Insurance & Benefits
Tasha Morita Univest
Cassidy Price
Walton Ebert Insurance Agency
Liberty Insurance Agency
Nathan Smith
Maryland CISR Designees
Angela Varano
Miranda Amoruso WSMT Insurance
Gerald Barr
Bitner Herny Insurance Group
Ashley Burnell
Avery Hall Insurance Group
Enija Davidonyte
Maury, Donnelly & Parr Inc.
McConkey Insurance & Benefits Klebon Insurance Group
Mackenzie Ward
IMA Financial Group, Inc.
Sherry Weaver
Sholley Insurance Agency
Maryland CISR Elite Designees Andrew Fried
McArdle Insurance Agency 17
Tailored Support. Profitable Growth. True Independence. Meet the team that will be there for you in Delaware, Maryland and Pennsylvania: Build equity value while remaining 100% independent.
Allen Kramer
Kurt Keller
Erin Marshall
Brett Landis
Increase profit-sharing revenue with enhanced incentives for profitable growth. Win more new business through optimized markets.
Chris Ward
Shanna Muscavage
Matt Fawber
Ken Bull
Grow top-line commission revenue.
Learn more about the Ironpeak network at ironpeak.com.
Formerly Iroquois¨
CLAIRE-IFICATION Continued from page 3
IA&B works on your behalf to ensure that state legislators and regulators understand the issues affecting agents. YOUR FINANCIAL SUPPORT AMPLIFIES YOUR MESSAGE. Please consider contributing. More information at IABforME.com/ political_advocacy
turning on AI transcription or meeting summaries, review with your vendor the best way to capture consent, then move on to where your customers’ information goes, how it’s protected, and what rights your agency has under the contract. * Pennsylvania and Maryland are clearly all-party consent states. Two conflicting provisions of the Delaware Code (T.11 §2402(c)(4) and T. 11 §1335(a)(4)) introduce ambiguity; therefore, it is prudent to also treat Delaware as a state where all parties must consent to the recording. 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.
Do you have an employee who's new to the insurance industry? CHECK OUT IA&B’S INSURING CAREERS CERTIFICATION PROGRAM The program breaks down the complex world of insurance into manageable learning segments. Newcomers prepare for the licensing exam and build an insurance knowledge base. For more information and to get started TODAY:
Tim Wonder, IA&B VP-Membership 800-998-9644, ext. 351 TimW@IABforME.com
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EARN CE WITH IA&B
WELCOME NEW MEMBER Ironstone Insurance Group Oxford, PA 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 rebecca.sieg@theygsgroup.com 717-430-2351
E D U C AT I O N SCHEDULE OCTOBER 2026 Register today! 800-998-9644, option 1 IABforME.com/education CLASSROOM DATE TOPIC
LOCATION
Oct 6-7
James K Ruble Graduate Seminar
Exton, PA
Oct 6-8
Property & Casualty Licensing Study Course
Mechanicsburg, PA
LIVE WEBINARS DATE TOPIC
TIME
Oct 6-7
James K Ruble Graduate Seminar
8 AM-5:15 PM
Oct 7
CISR-Agency Operations
8 AM-4:15 PM
Oct 8
Broaden Coverage Now: Tips From a Personal Lines Claims Pro
9 AM-12 PM
Oct 8
Flood: 3-Hour NFIP Training and the Latest Happenings
1-4 PM
Oct 13
Homeowners Endorsements Insureds Don't Want (But Do Need)
9 AM-12 PM
Oct 13
An Hour with Nicole: Personal Lines: Read the %^&* Form!
2-3 PM
Oct 14
CISR-Commercial Property
8 AM-4:15 PM
Oct 14
Cyber Insurance (a Special Topic CPIA course)
8 AM-5 PM
Oct 14
Commercial Lines Issues After a Huge Storm
1-4 PM
Oct 20
Commercial Property: Claims, Coverages, Consequences
1-4 PM
Oct 21
Personal Lines Issues After a Huge Storm
11 AM-12 PM
Oct 22
Recognizing Fraudulent Claims and the Insureds Who File Them
9 AM-12 PM
Oct 22
Retirement Income Solutions – Social Security and Others
1-4 PM
Oct 27
CISR-Elements of Risk Management
8 AM-4:15 PM
Oct 27
The Contractor’s Property Coverages Workshop
9 AM-12 PM
Oct 27
Ethics, Diligence, Success: What Agencies Need to Know
1-4 PM
Oct 28
CISR-Personal Auto
8 AM-4:15 PM
Oct 29
Coverage Essentials: Homeowners Part 1 – Policy Definitions, Liability Coverage and Policy Condition
9 AM-12 PM
Oct 29
The Contractor’s Liability Insurance Workshop
1-4 PM
IABforME.com |
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