Primary Agent - November 2021

NOVEMBER 2021

DIANA "MICKI" HORNUNG HANBY AN EDUCATOR AT HEART FINDS HER PLACE IN INSURANCE

EXCLUSIVE MEMBER MAGAZINE

ALSO INSIDE PROFESSIONAL DEVELOPMENT

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NOVEMBER

2021

CONTENTS FEATURED 10

> > > > 12

Q&A WITH DIANA “MICKI” HORNUNG HANBY A former education major, Diana shares how she incorporates her love of teaching into her job as an independent agent.

COMMIT TO YOUR PROFESSIONAL DEVELOPMENT Take a more inspired approached to your continuing education requirements.

MONTHLY JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B YouTube.com 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, 5050 Ritter Road, Mechanicsburg, PA 17055.

Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2021-11, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2021. 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.

2

CHAIR OF THE BOARD’S MESSAGE

3

CLAIRE-IFICATION

4

COVERAGE CORNER

6

PICS & POSTS

8

NEWS & NOTES

17

WELCOME NEW MEMBER

17

UPCOMING LIVE WEBINARS

IABforME.com |

1

CHAIR OF THE BOARD’S MESSAGE

MAKE A COMMITMENT TO YOUR EDUCATION Two years ago IA&B asked to interview me for Primary Agent magazine. It was late 2019, and of course, COVID-19 was about to blindside all of us … our businesses, our clients, and our families. While so much has changed since then, how I feel about this industry – about the opportunities it presents and the great people it brings together – hasn’t wavered.

Something else that hasn’t changed? My advice for new producers. Just as when IA&B asked during that interview, I firmly believe that a commitment to education is the key to success in this industry. Insurance is a profession, and we need to know what we’re selling.

This issue of Primary Agent magazine includes a feature article on the importance of professional development. I encourage everyone – new producers and “seasoned” ones alike – to give it a read and consider how they can build upon their knowledge.

In fact, if you haven’t checked out IA&B’s professional training schedule recently, be sure to do so. In the spring of 2020, IA&B switched to an online education format to meet COVID-19 mitigation measures. Today, IA&B has reintroduced in-person courses yet maintained live webinar options for CE, designation, and licensing-study courses, which has expanded training options greatly.

Bottom line: We don’t know what’s around the bend. And that’s all the more reason to make a commitment to your education, your career, and your future.

INSURANCE AGENTS & BROKERS 5050 Ritter Road | Mechanicsburg, PA 17055 191 Main Street | Annapolis, MD 21401 800-998-9644 | IABforME.com

IA&B BOARD OF DIRECTORS OFFICERS Richard M. Rankin, CIC, Chair Lancaster, PA D. Bradley Rosenkilde Jr., Vice Chair Hunt Valley, MD

MEMBERS Gregory H. Bennett

Bel Air, MD

Sarah M. Brown, CIC, CRM, AFIS Shrewsbury, PA Andrew Enders, Esq.

Harrisburg, PA

Len Gieseler, LUTCF

Pottstown, PA

Jason R. Hess

Coraopolis, PA

Lisa A. Leach Goth, CIC

New Bethlehem, PA

Christopher J. Miller, CIC

Jonestown, PA

Michael A. Papa, CIC, MBA Hunt Valley, MD William H. Purdy

Sunbury, PA

Kent Reynolds, CIC

Hagerstown, MD

Jason Rodriguez

Wilmington, DE

Donna Roper

York, PA

Candace Shoupe, AAI, AIC

New Castle, DE

Tara S. Silfies, CPCU

Bethlehem, PA

Robert L. Smyrl Jr., CIC

Hatfield, PA

Michael Thomas

Gambrills, MD

Sheila Wells, CIC, CISR

Rehoboth Beach, DE

J. Marshall Wolff, CIC, CPCU Easton, PA

Best,

NATIONAL DIRECTORS Michael P. Ertel Sr. (PIA) Columbia, MD

Richard M. Rankin Chair of the Board

G. Greg Gunn, CIC (IIABA) Lemoyne, PA Diane Hornung Hanby (IIABA) Wilmington, DE

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NOVEMBER 2021

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 800-998-9644, ext. 604 or ClaireP@IABforME.com.

QUESTION: I’m buying a small book of business from an owner who will continue on his own under a different name. How can I go about using his current agency’s name?

ANSWER: If you want to keep the goodwill associated with the agency from which you are buying the book, make sure you address use of and rights to the name with the seller. Ask the attorney who is drafting the contract to include a provision addressing ownership of the name in the purchase agreement, and to handle the procedure associated with relinquishing that name on behalf of the seller, as appropriate in your state. Once that’s taken care of, you should be able to add the name as a fictitious name* to your own agency.

How? Whenever you add a name under which you will be doing business, you generally have to file that name as a fictitious name with: ▲ the state agency managing business registrations (Secretary of State in Pennsylvania, Department of Assessments and Taxation in Maryland, and Prothonotary’s Office in Delaware), and ▲ the insurance regulator.

More information on the process is available on the website for each of our three states at IABforME.com/ member-resources/resident-license-for-an-agency.

Also, and of particular importance because the person you are buying from is staying in business for himself: ▲ You will want to check that the purchase agreement includes a non-piracy provision to protect the book of business you are buying. ▲ If your seller intends to focus on one line of business (say life insurance) and is selling his P&C book, make sure you discuss and address those customers that carry both lines. Are they part of the transaction? And if so, who owns them? Your agreement should address the ability to cross-sell, but also the ultimate ability to sell that portion of the book if you have any customers in common.

The point of the purchase agreement is to transfer ownership rights, and the extent and delineation of that ownership should be clear and unambiguous. *

A fictitious name is also known as an assumed name, “trading as” name (T/A), or “doing business as” name (DBA), since it is a business name that differs from the name that is officially registered for your business (LLC, S-Corp, C-Corp, or partnership). If you are a sole proprietor and want to use a fictitious name, you also will have to register it.

This document is not a legal opinion and should not be relied upon as such. The intent of this document is to provide a general background regarding the topic or topics discussed, not to provide legal advice. Producers and agencies should consult an attorney regarding specific situations and specific questions with respect to the topic or topics covered in this document.

Neither the Insurance Agents & Brokers nor any of its employees shall be responsible for any errors or omissions regarding any statements made in this document, nor any errors or omissions regarding any statutes, regulations, court rules, and/or any other government documents cited in this document.

IABforME.com |

3

SELL SELFISH CYBER

By Kevin C. Amrhein, CIC, CBIA In talking with agents through the years about first-party cyber risks I’ve learned two things: 1) many have a general idea of what first-party cyber risks are, and 2) many have little or no idea how first-party cyber insurance works.

Many cyber insurance policies address both first- and third-party exposures. In this edition, I focus solely on insurance designed for the former. It is not my intention to understate the value of cyber insurance applicable to thirdparty exposures.

In this article, I reference the Commercial Cyber Insurance Policy (CY 00 01) as provided by 4

our friends at ISO. As you may expect, many cyber risk insurers use proprietary forms. Such proprietary forms may vary significantly from the ISO form referenced in this article. The ISO form contains six Insuring Agreements, five of which are geared towards first-party exposures. For each of the five, I’ve included a brief summary/purpose and a potential concern. My goal with this article is to provide general information and give agents who have less confidence with this insurance a few points to discuss with insureds. Please do not consider this as a comprehensive review of cyber risk insurance coverage – it is not intended to be such.

NOVEMBER 2021

INSURING AGREEMENT #1 – SECURITY BREACH EXPENSE. Primary purpose: cover cost of diagnosing the breach and costs associated with notifying affected parties.

Something to watch out for: this Insuring Agreement does not cover costs or expenses associated with upgrading or repairing computers, software, or network components affected by the breach.

INSURING AGREEMENT #2 – EXTORTION THREATS. Primary purpose: cover costs of hiring a service to determine the

COVERAGE CORNER threat and handle payment of the threat and related expenses.

What to watch out for: the ISO form includes coverage for payment of ransom in virtual currency. Should such coverage be triggered via reimbursement to the insured, note that many insureds are unfamiliar with how to make a payment via virtual currency. When discussing this coverage, agents should consider referring the insured to insurer or cyber security firm resources to learn the steps necessary to complete a virtual currency transaction.

INSURING AGREEMENT #3 – REPLACEMENT OR RESTORATION OF ELECTRONIC DATA. Primary purpose: cover costs to repair/restore electronic data damaged by a cyber incident.

What to watch out for: this Insuring Agreement does not cover costs associated with duplicating research that went into the creation of the electronic data. For example, say your insured sells wellness products online. The insured’s network is damaged by malicious code which corrupts data. The cost to hire an engineer to repair/restore data corrupted by the code is covered.

However, the insured discovers that some valuable market data on prospects is lost. The insured decides to launch a sales promotion intending to re-collect market research and information used to create prospect profiles.

The insured should not expect to receive money from the insurer for the time/resources needed or expenses incurred resulting from this market research under this Insuring Agreement.

INSURING AGREEMENT #4 – BUSINESS INCOME AND EXTRA EXPENSE. Primary purpose: cover the insured’s lost income and extra expenses resulting from an interruption caused by a cyber incident.

What to watch out for: this Insuring Agreement does not cover costs associated with repairing or upgrading a damaged computer system as an extra expense.

For example, say your insured’s network and website are damaged by malicious code and customers are unable to access their account information or pay for services.

Damage to the insured’s computer system could take several days to assess, and the insured is starting to realize lost income as a result. To minimize the severity of further disruption as well as future incidents, the insured decides to upgrade components of its own computer system as well as lease enhanced server functions from a local technology company. Per the aforementioned limitation, costs associated with these measures are not covered as extra expenses.

INSURING AGREEMENT #5 – PUBLIC RELATIONS EXPENSE. Primary purpose: cover costs of efforts intended to save face with the public in the wake of a cyber incident.

What to watch out for: if the expense is incurred for any reason other than to pay a public relations firm, the insured must first obtain written consent from the insurer. For example, say your insured is a chain of liquor stores. Due to a data breach, the names of frequent customers are posted publicly online. To regain the trust of the community and IABforME.com |

curb negative publicity, the insured decides to post ads online and sponsor fundraising events for local charities. The insured paid for these efforts directly and did not consult with the insurer. Since the insured did not hire a PR firm or consult with the insurer, costs associated with these efforts are not covered under this Insuring Agreement.

That’s all for now. Until the next round … cheers!

Kevin C Amrhein, CIC, is IA&B's education consultant. He works with our CISR and CIC programs, as well as our special topic seminars and live webinars. Catch him at one of our upcoming professional training offerings: IABforME.com

MINIMIZE YOUR AGENCY’S CYBER RISK |

Sure, you sell cyber policies and educate clients on their risks. But what about your agency’s exposure? Learn how to minimize your risk.

AGENT’S E&O: DOCUMENTATION, SOCIAL MEDIA, CYBER & MORE NOVEMBER 16 9 AM - Noon

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Member price: only $75.

Register today. IABforME.com 800-998-9644, option 1

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PICS & POSTS

PICS & POSTS

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NOVEMBER 2021

Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B YouTube.com

More is more.

EMC offers more expertise to your clients with even more loss control tools and training than ever before. Offering our loss control services to your EMC clients at no additional cost can help you retain and gain more business. Those clients can then be more profitable because of a safer work environment. And that makes your business more profitable, too. emcins.com/losscontrol

©Copyright Employers Mutual Casualty Company 2021. All rights reserved.

NEWS & NOTES

NEW REQUIREMENT FOR PA SAFETY COMMITTES

MD MOVES TO ONE‑PART LICENSING EXAMS

Pennsylvania employers with a certified safety committee as part of their workers’ compensation program now need to show compliance with a new requirement that all committee members receive training on substance abuse and opioid painkiller use.

Take note of changes to the Maryland insurance licensing exam.

As of Oct. 21, 2021, the exam is administered in one part that covers state and general content.

Candidates required to take the licensing exam now must pass the entire one-part exam. (Previously, candidates could retake one of the two parts if necessary.)

This requirement, which took effect Oct. 28, 2021, is the result of legislation that amended the Workers Compensation Act. Committee certification entitles employers to a five percent workers’ compensation premium reduction.

In addition, several licensing exams changed names to reflect the Producer Licensing Model Act major lines of authority.

Clem Wandrisco, Jr. Read more at insurance.Maryland.gov.

Access the Bureau of Workers’ Compensation’s Health & Safety Division’s training materials and other resources to help employers to comply at DLI.PA.gov/businesses/ compensation/WC.

IMPROPER MARKETING OF HEALTH PLANS UNDER SCRUTINY Improper marketing practices and attempts at health scams are in the crosshairs of the National Association of Insurance Commissioners (NAIC) and Delaware Insurance Commissioner Navarro.

In late summer Navarro, who chairs the NAIC’s Antifraud Task Force, announced the creation of an NAIC Working Group focusing on the topic.

Learn more at news.Delaware.gov/ category/insurance-commissioner.

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Robert "Buc" Cawley

PRODUCTION VOLUME REQUIREMENTS Agency management often hesitates when setting up a production volume requirement for new producers.

They are looking for both efficiency and fairness and need to know how it compares to the compensation mechanism put in place. At what point will the agency break even when subsidizing a new producer?

IA&B now provides members with an Excel table to help calculate different options based on the agency’s characteristics. Simply input your agency’s average commission rate, average retention rate, desired commission split, and how many policies you expect your producer to write each month for the first three years.

Visit IABforME.com and search “production schedule worksheet.”

NOVEMBER 2021

REMEMBERING TWO PITTSBURGH-AREA GREATS It is with a heavy heart that we share that Robert “Buc” Cawley and Clem Wandrisco, Jr. both passed away this fall.

Buc, a 34-year veteran of the industry, was a long-time volunteer leader in the independent agent community. He served as chairman of the former Independent Insurance Agents of Pennsylvania (a precursor to IA&B), chairman of the Insurance Agents & Brokers Service Group, and a Big “I” National Director representing Pennsylvania agents.

Anyone who shared a beer, a story, or a joke with Buc would count themselves lucky to have crossed paths with him.

Clem, a Pittsburgh native, spent four decades as an insurance broker and dedicated much of his career to

insurance education. He served as a long-time CIC education consultant for IA&B, where he impacted many producers’ careers. His warm smile and contagious positivity will be missed greatly.

SHARE YOUR MILESTONE ANNIVERSARIES Many independent agencies have a rich history in their communities.

IA&B wants to recognize your agency’s contributions.

Is your agency celebrating a milestone anniversary? Whether it’s five years or 125 years in business, we want to acknowledge your accomplishment. Submit a (historical or present-day) photo of your staff or building for inclusion in Primary Agent magazine.

Email announcements and images to IA&B Public Relations Director Karen Robison at KarenR@IABforME.com. ®

IABforME.com |

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Q&A with

DIANA “MICKI” HORNUNG HANBY, ACSR Micki is a Senior Account Executive at Insurance Office of America in Wilmington, DE. She also serves as the Delaware Association of IA&B’s National Director for the Independent Insurance Agents & Brokers of America (the Big “I”).

Q. First and foremost, where did the nickname Micki come from?

A. My full name is Diana Michele (Hornung). My mother’s name is Marilyn, and she always longed for a cute nickname growing up, so she decided from the very beginning that I would be called “Micki” – short for my middle name.

Q. You followed your father, Thomas Hornung, into the Three generations... industry and worked at his agency for many years. Was that always the plan?

A. No, that was not the plan. I originally was an education major in college and then was taking some time off from my studies when he approached me about working for him in the new agency he was opening in 1997. I still get to use my love of teaching when explaining coverages to my clients.

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NOVEMBER 2021

ON THE COVER Q. How about your kids, Seth and Sydney? Do either of them have interest in the family business?

A. Unfortunately, no. Both of them share my initial love of teaching and are currently majoring in elementary education.

Q. In 2016, Insurance Office of America acquired your father’s agency, Thomas J. Hornung and Associates. What was the most challenging part of that transition?

A. I can’t think of any one challenge, but transitioning from a small business to a national agency was a bit of a learning curve with regards to learning all of the teams and new processes. In addition, we migrated our data from our TAM software to the Epic software IOA uses. That kind of change always takes time to get used to.

Q. Thank you for your dedication to IA&B – serving on the IA&B Board for many years, including a year as chairwoman of the IA&B Service Group, and now representing our Delaware members on the Big “I” Board of Directors. What drives your commitment? And what would you say to others who are considering a leadership position with IA&B? A. I’m a volunteer at heart. Back when we were the Independent Insurance Agents of Delaware, I really enjoyed our monthly dinners and all of the education offerings available through the association. When I was approached to be part of the board, it was easy to say yes, and I have enjoyed working with so many of my fellow Delaware agents over the years. When we became part of IA&B, I was excited to continue to participate! IA&B continues to be a valued resource for Delaware agents, and I am happy to play a small part.

Q. You’re well on your way to earning the Certified Insurance Counselor (CIC) designation. What sparked your interest in the CIC program?

A. I have always encouraged continuing education for my staff and had a desire to pursue the degree for myself. I was able to begin that process and have one more class to finish before I am done!

Q. What do you like most about your job?

A. Without question, it is the customers. The relationships I have built over my 24 years in the business are what make what I do enjoyable. I have met more interesting people and learned about more different types of industries by having this career.

Q. Let’s play ‘Five Favorites’! What’s your favorite …

Vacation spot?

Rangeley, Maine – hands down!

Hobby?

Volunteering with youth at my church and crocheting during downtime.

Author?

Do I have to pick just one? Hmmm, Kristen Hannah, Liane Moriarty, Ann Patchett, Fredrik Bachman. I love any good story with deep character development.

Sports team?

Eagles, of course! (And the Phillies.) But I will also root for Chicago Bears and Cubs because I lived there for several years.

Benefit of IA&B membership (shameless plug!)?

The education offerings and the lobbying efforts on behalf of agents are fantastic!

PHOTOS: Left - Diana and her father, Tom Hornung, at a Phillies game.

Right - Diana (center) on a mission trip with her church, where she volunteers as a youth leader.

IABforME.com |

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NOVEMBER 2021

PROFESSIONAL DEVELOPMENT

COMMIT TO YOUR PROFESSIONAL DEVELOPMENT By the Amer i c an Insuranc e Mar keti ng & Sales Soc i ety

As licensed insurance professionals, we are mandated to adhere to continuing education requirements to maintain the right to practice. However, many view CE as a burden rather than an opportunity to further build their knowledge base.

CONTINUING EDUCATION – REQUIRED OR INSPIRED? The most typical state continuing education requirement is 24 hours of CE every two years, with

IABforME.com |

three of the hours pertaining to ethics. When you think about what you can accomplish with 24 hours of dedicated attention to a subject or activity, the results can be life changing. For example, you could walk around the island of Manhattan, bike from Miami to Key West, watch two full seasons of “House of Cards”, or completely remodel a room in your home.

Now, consider the impact on your insurance career if you regularly devote 24 hours to quality educational experiences. By investing this time in your professional development, imagine how you could excel. Five benefits of taking a more inspired approach to continuing education requirements include:

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1

EXPANSION OF YOUR KNOWLEDGE BASE

2

INCREASED CONFIDENCE AND CREDIBILITY

3

INCREASED EARNING POTENTIAL

4

NETWORKING OPPORTUNITIES

Use continuing education opportunities to learn a new niche market, uncover the nuances of how coverages can apply to risk, and increase your expertise. Actively and intentionally seeking ways to expand your knowledge will prove beneficial to your long-term success.

Increasing your skills and professional expertise will boost your confidence. The insurance industry is full of professional designations. These designations are an outward display of dedication to the industry, commitment to professional development, and certification of a specific level of knowledge. By achieving a designation, you increase your credibility with prospects, clients, and peers.

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The exchange of ideas during classes, meetings, and events provides great exposure to up-to-date information on regulatory changes impacting the industry, trends that are shaping client expectations, innovation that is driving technology changes, and other world happenings that require adjustments to current and future operating plans. Every industry is constantly evolving, and we must continue to expand our knowledge, learn new practices and techniques, and embrace new technology to best serve the changing needs of our clients.

Take your professionalism to a new level. Be intentional about the classes you take and the events in which you participate. By having a personal development learning plan, you can leverage the time “required” to keep licenses and certifications current by engaging in quality programs that truly further your education and skills while inspiring you to reach new goals and achievements.

Honing your skills and expanding your knowledge level can boost your earning potential and increase your future career options. By achieving and maintaining professional designations and licenses, you are investing in yourself and increasing your value.

Participating in industry meetings, workshops, conferences, and other events increases your exposure to other people within the industry. When you decide you are ready to further your career or branch out into a new discipline, your professional network will come in handy.

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STAYING CURRENT ON INDUSTRY TRENDS

NOVEMBER 2021

“Be intentional about the classes you take….

Engage in quality programs that truly further your education and skills while inspiring you to reach new goals and achievements.”

– AIMS Society

IT’S NOT THE HOURS YOU PUT IN In the words of Sam Ewing, former baseball player for the Chicago White Sox and the Toronto Blue Jays, “It’s not the hours you put in your work that counts, it’s the work you put in the hours.”

This succinctly sums up the commitment insurance professionals should make to their professional development. It’s more than putting in the CE hours. It’s about intentionally finding opportunities to explore and expand with a curious mind and a passionate attitude.

By supporting an approach to professional development that inspires, rather than requires, the insurance industry will continue to evolve and innovate.

Contributed by the American Insurance Marketing & Sales Society (AIMS). The AIMS Society offers programs and services that help insurance agents build their marketing and sales expertise. Successfully deploying a meaningful and engaging professional development program is a common discussion topic among members of AIMS and during Certified Professional Insurance Agent (CPIA) seminars.

Specifically, CPIA 3: Sustain Success, addresses the concept of having a well-crafted continuing education plan for all employees. To learn more about the AIMS Society and the CPIA designation, visit aimssociety.org.

Thank You Thanks to these partners for supporting the independent agent network.

PLATINUM PARTNERS ACUITY Erie Insurance Main Street America Insurance Millers Mutual Group Nationwide Insurance Company Penn National Insurance

ADVANCE YOUR CAREER WITH A DESIGNATION

Plymouth Rock Assurance

Make the most of your professional training – work toward a designation while earning CE credits.

BECOME A PARTNER TODAY

IA&B offers courses for the AIMS Society Certified Professional Insurance Agent (CPIA) designation, as well as for The National Alliance Certified Insurance Counselor (CIC) and Certified Insurance Service Representative (CISR) designations.

Interested in becoming a partner?

Reach out today.

IABforME.com/education

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Tim Wonder IA&B VP-Membership 800-998-9644, ext. 351 TimW@IABforME.com 15

SAVE TIME & MONEY on Recruiting | Hiring | Training WAHVE is an innovative contract staffing solution that matches retiring professionals to fill your staffing needs.

IA&B Members: Shopping E&O? ▲ We have the plans that agencies need.

For personalized service, CONTACT DAVID WERTZ, CPIA 800-998-9644, ext. 506 DavidW@IABforME.com IABforME.com/agency_insurance

Contact Bill Hunt at WAHVE today!

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

IA&B OFFERS QUALITY EDUCATION IN‑PERSON & ONLINE

IA&B MEMBERSHIP MEANS

M ARK E T ACCE S S

For a full list of our courses, visit IABforME.com/education.

• You will be the agency of record on all policies • No initiation or monthly fees • Low to no volume commitments • Standard commission rates • 100% ownership of expirations • A broad mix of standard and niche markets that are state specific

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Contact Tim Wonder, VP - Membership TimW@IABforME.com • 800-998-9644, ext. 351

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NOVEMBER 2021

EARN CE WITH IA&B

E D U C AT I O N SCHEDULE

WELCOME NEW MEMBER

NOVEMBER 2021

Richard Burkett Boyertown, PA

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

For information about membership or benefits, contact:

Tim Wonder, VP-Membership 800-998-9644, ext. 351 TimW@IABforME.com

PRIMARY AGENT Editor: Karen Robison KarenR@IABforME.com 800-998-9644, ext. 606 Contributing editors: Jennifer Ross Megan Fioretta Sales Account Executive: Laura Gaenzle laura.gaenzle@theygsgroup.com 717-430-2351

CLASSROOM DATE TOPIC

LOCATION

Nov 8-9

James K Ruble Graduate Seminar

Lancaster, PA

Nov 9-11

Property & Casualty Licensing Study Course

Exton, PA

Nov 18

CISR-Personal Residential

Frederick, MD

Nov 30

CISR-Elements of Risk Management

Mechancisburg, PA

LIVE WEBINARS DATE TOPIC

TIME

Nov 2

Home & Auto Exposures Your Insured Doesn’t Share

1-4 PM

Nov 2-3

CIC-Commercial Multiline Institute

8AM-5PM

Nov 3

CISR-Life & Health Essentials

8AM-3:45PM

Nov 4

Coverage Problems Your Contractors Hate

9AM-12PM

Nov 4

Personal Lines Clients and Their New Normal

1-4 PM

Nov 10

CISR-Commercial Casualty II

8AM-3:45PM

Nov 11

Commercial Property - Direct vs Indirect Damage

9AM-12PM

Nov 11

Culture, Ethics and E&O: Right Way to Run an Agency

1-4 PM

Nov 16

Agent’s E&O: Documentation, Social Media, Cyber, More 9AM-12PM

Nov 16

Insurance Solutions for the Long-Term

1-4 PM

Nov 17-18

CIC-Personal Lines Institute

8AM-5PM

Nov 17

CISR-Personal Residential

8AM-3:45PM

Nov 18

Chris Amrhein’s Financially Surviving Retirement

1-4 PM

Nov 18

The Small or Hobby Farm: Properly Insuring the Risk

9AM-12PM

Nov 30

Exposures that Prove Why ALL Employers Need EPL

1-4 PM

Nov 30

Insurance Jeopardy! Test Your Knowledge of PL & CL

9AM-12PM

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G

o O

Gain intellectual capital from the highest caliber agents Increase your agency’s contingent and incentive revenue Simple contract model and minimal membership fees Business resources are hand-selected by our members Outperforming the industry

Find Out What the ANE Advantage is Today 800.700.9643 information@ane-agents.com www.ane-agents.com