FEATURED
8
12
INTERVIEW WITH BLAIR MATTHEISS
Blair Mattheiss, president of B J Mattheiss Insurance Inc., discusses industry changes, the family business, and professional training.
INSURING CAREERS CERTIFICATION PROGRAM
IA&B is committed to finding and preparing the next generation of insurance professionals through this new program, which will launch in January 2025.
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NEW DESIGNEES
IA&B commends these new CIC, CISR, CISR Elite, and CPIA designees for their commitment to professional training.
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MEET MADDY SCHWENK
Learn how Maddy Schwenk, of Gerhart, Hartman & Ritner, went from agency intern to licensed agent, thanks in part to an IA&B education scholarship.
INVESTING IN THE FUTURE
I’ve been accused by many (the IA&B staff, my kid ...) of over exaggeration. The most recent burger is the best ever; this is a top three movie (when I have 100 top threes); Stevie Nicks is the best female rocker in the world (okay, that one is true).
But now, I am not exaggerating – our new Insuring Careers Certification Program is going to positively impact members for years to come. Launching on Jan. 2, 2025, the program will focus on recruiting, training, licensing, and introducing new professionals to our member agencies.
For nearly two years, our staff has been hard at work developing the curriculum for this program, which will teach insurance basics (both personal and commercial), business skills, and pre-licensing education. Graduates of the program will be well-rounded insurance professionals.
The Insuring Careers Certification Program will be an invaluable tool for agencies with new staff who need introductory training. Instead of simply getting new staff licensed through IA&B, you can enroll them in this program for more comprehensive training.
In addition, IA&B will recruit individuals into the program and, in time, deliver new talent to our members. We hired a full-time Director of Career Services who will speak with high school and college students; those looking to make career changes; and those looking to get back into the workforce after an absence. She will promote the many positive aspects of the independent insurance industry and aim to enroll them in the Insuring Careers Certification Program.
Be patient with us. It will take time to develop a pipeline of students, and in turn, a list of graduates ready to be hired. But we are putting everything we have into this program, as we see it as the future –for you and IA&B. No exaggeration.
Onward and upward,
Jason F. Ernest President & CEO
INSURANCE AGENTS & BROKERS
650 Wilson Lane, Suite 200 Mechanicsburg, PA 17055
191 Main Street, Annapolis, MD 21401 800-998-9644 | IABforME.com
IA&B BOARD OF DIRECTORS
OFFICERS
Sarah Brown, CIC, CRM, AFIS - Chair Keller Brown Insurance Services | Shrewsbury, PA
Andrew Enders, Esq. - Vice Chair Enders | Harrisburg, PA
MEMBERS
Lisa Parry, CPIA Parry Insurance Langhorne, PA
Greg Bennett Famous & Spang Associates Aberdeen, MD
Kate Dawson, CPIA Ferri Dawson Insurance Murrysville, PA
Michael Gaetano The Hartman Group Montoursville, PA
Bruce D. Kraft, AAI, CIC Arbor Insurance Group Allentown, PA
Debra McAfee McAfee Insurance Agency, LLC Wilmington, DE
Michael McGroarty, Jr., CIC McGroarty & Bradburn Insurance Pittsburgh, PA
Shayne McIntosh, CIC JPI Insurance Associates Dillsburg, PA
Michael Papa, CIC, MBA Diversified Insurance Industries, Inc. Hunt Valley, MD
Chris Miller, CIC Miller Insurance Protection Team Jonestown, PA
Bill Purdy Purdy Insurance Agency, Inc. Sunbury, PA
Kent Reynolds, CIC Blue Ridge Risk Partners LLC Hagerstown, MD
David Rivell, CIC, CRM Element Risk Management West Chester, PA
Jason Rodriguez, CIC Prominent Insurance Svcs Wilmington, DE
Donna Roper E K McConkey & Company York, PA
Ashley Stafford, CPIA Williams Insurance Agency, Inc. Rehoboth Beach, DE
Michael Thomas Lighthouse Insurance Svcs Gambrills, MD
NATIONAL DIRECTORS
Mike Ertel (PIA)
The Jacobs Company | Columbia, MD
Diana Hornung, CIC (IIABA)
IOA National, Inc. | Wilmington, DE
Mark Monroe (IIABA)
Griffith Insurance, LLP | West Chester, PA
QUESTION: ANSWER:
Are you a member with a question?
CLAIRE-IFICATION
IA&B Vice President - Advocacy Claire Pantaloni, CIC, CISR
Blanket Additional Insured Endorsement:
Contact Claire to find the answer at 717-918-9202 or ClaireP@IABforME.com.
Does the agency have a responsibility to ask the insured if they have a written agreement requiring the holder to be listed as an AI?
When providing a Certificate of Insurance (COI), it is best to stay away from describing, restating, or interpreting the coverage. From a best practices standpoint, the preferred method is to use generic language and simply attach the blanket Additional Insured endorsement form to the COI. Writing something along the lines of “Additional insured status is granted as provided in and to the extent of the attached endorsement” might accomplish that goal. The wording simply refers to the endorsement but stays away from interpreting the policy and giving direction to the insured. This puts the burden on the insured’s certificate holder to make sure the specific requirements in the endorsement
were met, including the existence of a written contract.
More generally, it is not the agent’s responsibility to review contracts and/or to opine on what is needed outside the insurance policy or to alert customers of everything in the policies or endorsements. If you do so, you may find yourself creating a duty where none exists. When you choose to highlight certain areas of the policy and not highlight others, you can make your agency more vulnerable, particularly when a claim occurs in an area you chose not to draw attention to.
Finally, proper handling of certificates includes use of a current form, and no alteration of the form. It is also good to know that if you are using ACORD
forms, which is likely, remember that each form comes with a Form Instruction Guide (FIG) which should be accessible through your agency management system or through your ACORD subscription. The FIG gives guidance on each field to be completed on the form, something that can assist agency staff, ensure consistency among them, and avoid errors.
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.
Rather listen?
Also available in audio format at IABforME.buzzsprout.com
BACKUP VS. OVERFLOW
By Bill Wilson
I used to work with a lady whose extended family reminded me of The Waltons … the TV show, not the box store family. They all lived on a mountain, well, actually a large hill, and where they lived on their property was determined by where they fell within the family tree.
Her great grandparents lived in a large 19th century house at the very top of the hill. Her grandparents lived a little further down the hill in an even older, but smaller, home. Below them resided her parents. Horizontally at several levels on the hill were aunts, uncles, cousins, and siblings in various sized dwellings and mobile homes.
She lived at the very bottom of the hill next to the public highway. That’s
material to this story. She went with a sibling and a mutual friend on vacation for a week one summer. Unbeknownst to her and to everyone on the mountain, somewhere around the time she departed a blockage occurred in the sewer line between her house and the highway.
While she was gone, when higher status family members flushed their toilets or took a bath or shower, the contents made it all the way down the hill … where they encountered the blockage and began to back up until, cumulatively, they made their escape into and throughout her house.
Initially, the contents backed up through her toilet and into her home, then simply discharged into her house whenever a toilet was
flushed or water was used higher up on the hill. Unfortunately, since she was gone for a week, no one higher on the hill was aware that water and sewage were escaping into her house and not the main sewer line at the highway.
This is true backup from a sewer or drain which, unfortunately, is arguably (see below) not covered by most homeowners’ policies. For example, the ISO HO 00 03 excludes:
“Water or waterborne material which backs up through sewers or drains or which overflows or is discharged from a sump, sump pump, or related equipment.”
Needless to say, unless coverage is endorsed onto most homeowners’
policies, insureds can suffer damage and remediation claims in the tens of thousands of dollars when sewage backs up into a home.
Contrast this with a simple toilet overflow where the water overflowing into a home never passes through a sewer line or drain. There are a number of ways a toilet drain can be blocked, ranging from excessive use of paper to a child stuffing a toy down the drain. Someone flushes the toilet, unaware of the blockage, and the tank fills and continually overflows from the toilet, for the most part, without ever entering the toilet drain or sewer line.
Now, note the wording of the ISO exclusion which only applies to “backup” through sewers or drains. The part of the exclusion attributable to “overflow” only applies to overflow from a “sump, sump pump, or related equipment.” An overflow of this type is not excluded by language like that in the ISO homeowner form, nor is there any reverse flow backup.
In fact, one might argue in the “Waltons” example above that only the initial backup of water and sewage from the blockage near the highway into the home is excluded. The remainder of the damage arguably arose from an overflow, not a backup, from a sewer line but not from a “sump, sump pump, or related equipment.”
While this column is devoted to personal, not commercial, lines
Continued on page 7
Rather listen?
Also available in audio format at IABforME.buzzsprout.com
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YOUNG AGENT CONFERENCE DEADLINE
Hurry! Registration closes on Oct. 14 to attend the 2024 IA&B Young Agent Conference, coming to Gettysburg, PA on Oct. 28-29. The conference brings together an energetic, driven group of young agents who are actively seeking to develop their skills and careers.
Save your spot. IABforME.online/YAconference 800-988-9644, option 1
THANK YOU TO OUR VOLUNTEER LEADERS
Sending 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.
Len Gieseler, LUTCF Element Risk Management Pottstown, PA
Candace Shoupe, AAI, AIC
CBM Insurance Agency New Castle, DE
Bob Smyrl, CIC
Robert L Smyrl Inc. Hatfield, PA
IA&B's Jessica McWilliams (left) and Heather Ulrich accepted the Excellence in Education Award.
EXCELLENCE IN INSURANCE EDUCATION
IA&B received two Diamond-level 2024 Excellence in Insurance Education (EIE) Awards at the Big “I” Education Convocation, held in September. This marks the eighth consecutive year IA&B has been recognized with EIE Awards for its significant contributions to insurance education.
SCHOLARSHIP RECIPIENTS
This fall IA&B awarded insurance education scholarships to the following member agencies and individuals:
Agency Scholarships for CE Webinars
The Insurance Market, Inc Laurel, DE
Liberty Insurance Agency Pittsburgh, PA
Rossbacher Insurance Service Corry, PA
Agency Scholarships for CISR Courses
Harry L Bubb Associates, Inc Shrewsbury, PA
Unruh Insurance Agency, Inc Denver, PA
Agency Scholarships for CIC Courses
Kocman Insurance Group York, PA
Stubbs Insurance Associates, Inc Wernersville, PA
Full CISR Designation Scholarship
Lisa Sorensen
Snyder Insurance Agency Bethlehem, PA
Full CIC Designation Scholarship
Marla Fleming Ferri Dawson Insurance Group Murrysville, PA
IA&B introduced the insurance education scholarship program in late 2018 to support the future of the independent agency system. The scholarship program aims to develop new talent and support existing agency staff through insurance education.
Each year, IA&B awards approximately $10,000 in scholarships to individuals and member agencies. The next round of scholarships, which will be awarded to member agencies, will be announced in spring 2025. Scholarships for licensing study courses are available anytime.
IABforME.online/scholarships
Join host Claudia St. John – keynote speaker from the 2024 IA&B Women’s Conference – for this upcoming webinar. There is no cost for IA&B agency members and company partners to attend.
Registration is required.
The Power of Positive Feedback Wednesday, Nov. 6 | Noon-1 PM
Delivering positive feedback is one of the most fundamental and impactful behaviors that supervisors or managers can embrace. Yet, all too often, we forget the power of positive feedback and miss opportunities to both connect with and empower and inspire others. This session explores positive feedback, what it is, what it is not, and how to use it effectively at home and at work.
Save your spot. IABforME.com/women-in-insurance 800-998-9644, option 1
NEW TECHNOLOGY RESOURCE FOR MEMBERS
COVERAGE CORNER
Continued from page 5
coverage issues, it’s interesting to note that in ISO’s primary commercial property forms (e.g. the BP 00 03 and CP 10 30), a similar exclusion applies to both backup and overflow from a sewer or drain.
So, what do you think, and what has been your experience with similar claims?
Researching, evaluating, and incorporating technology into an independent agency are common pain points. Enter Catalyit (pronounced: cat-a-lit), a go-to technology resource for insurance agencies.
IA&B members now receive a free, full-access subscription to Catalyit.
Get Started Today - Take advantage of this new member benefit by visiting: catalyit.com/iab
If you want more information or have questions, contact: Claire Pantaloni, IA&B VP-Advocacy at ClaireP@IABforME.com or 800-998-9644, ext. 604.
Jeff Brown, Barry Keller, and Joy Keller-Brown
MEMBER AGENCY CELEBRATES MILESTONE ANNIVERSARY
Congratulations to Keller-Brown Insurance Services – located in Shrewsbury, PA – for marking 125 years of continued family ownership! The current agency president & CEO, Sarah Brown, is the fifth generation to run the business.
To recognize the anniversary, KellerBrown Insurance Services initiated a donation drive with the goal of raising $12,500 to benefit five area fire departments.
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 Karen Robison at KarenR@IABforME.com.
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 ranks as the #1 insurance book of all time. He can be reached at Bill@InsuranceCommentary.com.
LIVE CE WEBINAR
Learn more about tricky personal lines coverage issues in this upcoming live CE webinar. BOTS, CRYPTO, WEED & OTHER RISKS YOU NEVER IMAGINED INSURING
OCTOBER 17 1-4 PM
CE PA/DE: 3 GEN MD: 3 PC
IA&B Members: $75 (save $30!) Non-Members: $105
Register today.
IABforME.com 800-998-9644, option 1
Agency owner Sarah Brown (second from left) with previous owners, her parents and grandfather, (left to right)
Q& A with
BLAIR MATTHEISS
Blair J. Mattheiss, CIC is president of B J Mattheiss Insurance Inc., a full-service independent agency located in Baltimore, MD.
Q. Tell us about the history of your agency and how you got your start in the insurance industry.
A. Our agency was established in 1941 by my grandfather Bernard J. Mattheiss and his brother Karl J. Mattheiss and was originally called Mattheiss Brothers Insurance. In 1960, the brothers chose to go out on their own with my grandfather naming his business B. J. Mattheiss Insurance. My father, Bruce, began working with my grandfather in 1963 and eventually took it over in 1972.
I began working there in the summers of high school on the outside of the building – painting, landscaping, whatever needed to be done. Eventually during college, they let me inside the building, and I got licensed. I began my full-time career in 1991 after graduating college. I bought the agency in 2006 when my father retired after 43 years in the insurance business. My son Bryce (BJ) came to the agency in 2021, starting our fourth generation.
Q. In your experience, how has the independent agent career changed over the years?
A. The industry has changed immensely over the years, most importantly with technology. When I began, I had to mail and eventually could fax applications to carriers waiting for quotes and correspondence. Today technology affords us much more time and flexibility as we can complete applications and rate, bind, and issue policies from our desktops any time of the night or day. This allows us to service our clients quickly and more efficiently. Despite technological changes, the one constant over
the years has been the relationship with our clients. To me, it is still the most important aspect of our industry. Communication, honesty, and integrity are essential. Our clients want to know they can trust and rely on us. The relationships we have built with our clients over the years have been the most rewarding aspect of my job.
Q. This issue of Primary Agent magazine is dedicated to professional training. As a longtime Certified Insurance Counselor (CIC), what do you consider the biggest benefit of the designation?
A. The biggest benefit of having my CIC designation is that I can access resources and offer my clients knowledge and understanding about our ever-changing industry. The continued education helps bring new perspectives and ideas to my business, and I also feel it shows my commitment to my clients, carriers, and peers.
Q. You and your team are “frequent fliers” with IA&B education. What drives your team’s commitment to insurance education? And why do you consistently turn to IA&B?
A. In my experience, IA&B has continually developed an outstanding product with their commitment to the independent agent. They offer all levels of education from a new hire with no experience, to the most experienced veteran. I always encourage my employees to complete their CE with IA&B. I feel that using IA&B for education is a great investment for my employees and my agency. Providing top notch education, knowledge, and resources to our agents only enhances the quality of service that our
agency can offer our clients. IA&B’s commitment to the success of the independent agent has been a constant since the beginning of my career.
Q. Thank you for your involvement with IA&B over the years, serving on input panels and focus groups. What has been the best part of that experience?
A. For me, the best part of being involved on IA&B’s panels and focus groups is meeting new people and learning new perspectives. Exchanging ideas and being exposed to new and innovative ways to approach the insurance industry is exciting. I look forward to these opportunities and the new relationships and friendships that grow from them.
Q. Your son, BJ, now works at the agency. Was that always the plan? And what advice did you offer him when he came on board?
A. BJ always wanted to be in the insurance industry and always expressed an interest in working in the agency. However, my advice to him was to go do something else on his own first and spread his wings.
During college, he began an internship at Chesapeake Employer’s in the finance department. After graduation, he took a recruiting job with Insight Global. After a year at Insight, he was offered a position with Chesapeake as an underwriting trainee and worked his way up to underwriter obtaining his Workers’ Compensation Professional (WCP) designation. After four years at Chesapeake, he made the leap to “the dark side” (joking, of course!) and began his career as an independent agent by joining our firm.
My biggest goals for him were to learn a great work ethic and to understand that, just because you are coming into the family agency, nothing will be given to you. My father was hard on me and taught me so much. I want him to have that same experience.
Q. When you’re not working, how do you like to spend your time?
A. When I’m not working, I enjoy golfing and spending time at the beach in Ocean City, MD. My favorite time is spent with my family, no matter where that is. BJ just got married in June of last year, and our daughter Colbee is getting married this fall. My wife and I look forward to traveling more and visiting places on our bucket list.
1) Legal & Compliance Resources
2) Classes & Online Training
3) Marketing, Branding & Websites
4) Political Advocacy
5) HR & Hiring Solutions
6) Insurance for Your Agency
7) Industry News
8) Market Access & Carrier Relations
IA&B works on your behalf to ensure that state legislators and regulators understand the issues affecting agents.
And your financial support amplifies your message. Please consider contributing. More information at iabforme.com/political_advocacy
PLATINUM PARTNER PROFILE
Insurance Agents & Brokers proudly recognizes NJM Insurance Group as one of its Platinum Partners. IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.
Total Insurance Solution
We offer workers’ compensation, ProPack Commercial Package Policy, ProEdge Businessowners Policy, commercial auto, and commercial excess and umbrella insurance.*
Strong Regional Presence
Our business insurance products are available in Connecticut, Delaware, Maryland, New Jersey, New York, and Pennsylvania.
NJM Insurance Group
Founded in 1913 by business owners for business owners.
NJM understands customers want to feel secure in their insurer. Our passion for service translates to an earned reputation for the highest levels of customer satisfaction. Plus, our 110+ year commitment to safety shows in the tools and resources we provide so employers can reduce the frequency and severity of accidents in their workplace.
We instill confidence in our policyholders by providing coverage that meets their insurance needs, so they can focus on what matters most: growing their business.
Value-Based Insurance
NJM helps business owners keep insurance costs low with complimentary loss prevention and time-tested, efficient, and cost-effective claims management.
Financial Strength
We have an A+ (Superior) rating by AM Best, with a Financial Size Category of XV ($2 billion or greater). †
Marketing Benefits and Sales Support
NJM-appointed agents receive a variety of marketing tools and support, including a co-branded billboard program, access to lead sharing, the ability to co-brand direct mail and marketing materials, and invitations to exclusive events.
Franchise Value Model
With limited appointments in each geographic area, your agency will have more opportunities to sell NJM Business Insurance.
Visit njm.com/become-an-agent to learn more.
* Products not available in all states. Commercial excess and umbrella coverage is available only to NJM ProPack or ProEdge policyholders, subject to underwriting approval and underlying coverage requirements.
† For the latest ratings, access www.ambest.com.
All applications for insurance are subject to underwriting guidelines and approval. Coverage and discounts are subject to policy terms, exclusions, and effective dates; limits and deductibles apply. Coverage is not available in all states. Insurance underwritten by NJM Insurance Company and its subsidiaries, 301 Sullivan Way, W. Trenton, NJ 08628.
INTRODUCING A NEW IA&B PROGRAM:
Evolving regulations. Growing competition. Increasing workloads. The strains on independent agencies are many, but none weigh as heavy as industry perpetuation. Ours is an aging workforce, and recruitment of new talent is paramount to the future of the independent agency system.
Enter IA&B’s new Insuring Careers Certification Program.
IA&B is committed to finding and preparing the next generation of insurance professionals through this program, which will launch in January 2025.
HOW THE PROGRAM BEGAN
The IA&B Board of Directors and executive-level staff undertook intensive strategic planning in 2022-23. The work culminated in the development of a new strategic plan, vision, and mission statement – all of which emphasize industry perpetuation.
“Our strategic plan focuses heavily on bringing diverse, new talent into our industry and, specifically, into our member agencies,” said IA&B President & CEO Jason Ernest, Esq.
As a result, IA&B spent the last two years researching members’ needs, determining recruitment opportunities, and developing the Insuring Careers Certification Program. This preparation included hiring a new full-time employee, IA&B Director of Career Services Heather Ulrich, who will focus on recruitment into the Insuring Careers Certification Program and manage the job board that connects these newly licensed program graduates with member agencies.
WHAT THE PROGRAM ENTAILS
IA&B created the Insuring Careers Certification Program with the help of our renowned Property & Casualty insurance instructors. Designed for those new to the industry, the program covers insurance basics and business soft skills. Plus, it includes IA&B’s highly successful state licensing exam preparation, as well as application of acquired skills in real-life scenarios.
The program is web-based (with the exception of Pennsylvania's in-person, licensing-exam preparation option) and comprised of over 30 education modules. (See sidebar.) It provides a mix of learning formats – from video and narration, to reading and activities – developed by experienced instructional designers, as well as access to IA&B’s nationally recognized education team.
The self-paced program takes a maximum of six months to complete. After successful completion – which includes passage of the state licensing exam – students earn the Insuring Careers Certification.
WHERE THE PROGRAM IS HEADED
The Insuring Careers Certification Program will accept its first students in January 2025. Member agencies can register their new, unlicensed staff to attend at a discount.
The program is also open to those not already employed within the industry. IA&B will recruit participants, with a focus on high school and college students, professionals interested in a career change, and those who are looking to re-enter the workforce. In addition to recruitment, IA&B will encourage those who earn the Insuring Careers Certificate to post their resumes on the IA&B job board, where they can connect with member agencies.
IA&B is committed to sustaining the Insuring Careers Certification Program – and in turn, introducing skilled, new talent into the independent agency system. Stay tuned in the months ahead as this initiative gains momentum.
HOW AGENCIES BENEFIT
Do you have a new, unlicensed employee on staff? Jumpstart their career with your agency by enrolling them in the Insuring Careers Certification Program.
Introductory pricing: Student sponsored by an IA&B Member agency$1,500 (members save $500)
More information is available at IABforME.com.
PROGRAM FLOW
The Insuring Careers Certification Program includes over 30 modules that cover these topics.
This preview shows a sample introductory module within the Insuring Careers Certification Program.
RECOGNITION OF NEW DESIGNEES
IA&B brings you educational designations developed by the American Insurance Marketing and Sales Society (AIMS) and Risk & Insurance Education Alliance. IA&B recognizes the following employees of member agencies who advanced their career 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.
Rylan Ebright Kratzer Insurance
Edith Enfield Glatfelter Insurance Group
Kimberly Gray Univest Insurance
Pennsylvania CPIA Designees
Bryan Achey
Horst Insurance/Ruhl Insurance
Chloe Barilla Northshore Insurance Agency, LLC
Katelyn Capobianco Insurance Agents & Brokers
Abigail Cuno
Henry Dunn Inc
Matthew Donnelly
E.K. McConkey & Co., Inc.
Pennsylvania CIC Designees
Jessica Ayers Erie Indemnity Company
Michael Baker
Glatfelter Insurance Group
Michele Bowles
Murray Insurance, LLC
Joseph Brennan Spotts Insurance Group
John Campomizzi
Seltzer Insurance Agency, Inc.Orwigsburg
Brenda Charlton Erie Indemnity Company
Ryan Costello First National Insurance Agency, LLC
Stephanie DeLillo
MGS Insurance Agency
Lora Guinn HMK Insurance
Daniel Harrison E.K. McConkey & Co., Inc.
Trevor Hawkins The Hess Agency
Thomas Knapp E.K. McConkey & Co., Inc.
Shelley Kontra E.K. McConkey & Co., Inc.
Trisha DeVine
HMK Insurance / Alera Group
Brianne Dietrich Erie Indemnity Company
Patrick Dugan Brown & Brown, Inc. - Corporate
Kayla Frick Erie Indemnity Company
Kirsten Gabler
St. Marys Insurance Agency, Inc. & Affiliates
Kimberly Hartline Evergreen Insurance
Michelle Higgins Arthur Hall Insurance
Christine Hodgdon Erie Indemnity Company
Brittanie Hummel Brown & Brown, Inc. - Corporate
Julie Kanash Erie Indemnity Company
Jennifer Laughlin Seltzer Insurance Agency, Inc. - Pottsville
Tracy Magee Brown & Brown, Inc. - Corporate
Joanne Lemelin Vision Insurance Agency
Kathleen Maita Univest Insurance
Katie Mowen Lake Insurance Holdings, LLC
Amber Patterson Liberty Insurance Agency
Andrea Reitz Jacque Perry Insurance
Janette Rodriguez Marthinsen & Salvitti Insurance Group
Allison Ross E.F. Butz Agency
Anya Schultz The Yurconic Agency
Natalie Messinger St. Marys Insurance Agency, Inc. & Affiliates
Patricia Mulcahy Penn National Insurance
Samantha Ozimok Enders Insurance Associates
Gretchen Pish Reschini Agency Inc.
Ashley Prykowski Univest
Brendan Renne Christian-Baker Company
Ronald Shirey Church Insurance Specialists, Inc.
Tara Silfies HMK Insurance / Alera Group
Ryan Stabile W N Tuscano Agency Inc
Mary Stauffer Millham Companies
Margot Strumila Erie Indemnity Company
Rob Thompson EHD Insurance
Mark Stevenson Stevenson Insurance Associates LLC
Donna Stevenson Stevenson Insurance Associates LLC
Steven Trego Trego Insurance Agency LLC
Michele Weierbach Robertson Insurance Group
Maryland CPIA Designee
Elizabeth Milby Blue Ridge Risk Partners
Patricia White Blue Ridge Risk Partners
Delaware CPIA Designee
Ashley Stafford Williams Insurance Agency
Lindsay Wike Penn National Insurance
Laurie Williams Blue Marsh Insurance
Melissa Yealy Keller-Brown Insurance Services
Maryland CIC Designees
Christine Hermsmeyer R&A Insurance Inc.
Tammy Mohr
Moody Insurance Worldwide
Lisa Nicholas Bartlett Griffin & Vermilye
Laura Stover ACNB Insurance Services
Delaware CIC Designees
Kathleen Coburn
CBM Insurance Agency LLC
Christina Pritchett Wilgus Associates, Inc.
Jason Rodriguez Prominent Insurance Services
Continued on page 17
Continued from page 15
Pennsylvania
CISR Designees
Gregory Abram
John T. Abram Inc.
Emily Allwein
The Loomis Company
Caitlyn Altimus Evergreen Insurance, LLC
Stephanie Anders Brown & Brown, Inc. - Corporate
Chrissy Banks Univest Insurance, LLC
Alexis Beam Univest Insurance, LLC
Joyce Bissell Gilbert's Risk Solutions
Brenda Boyer
James O Bower Insurance Agency
Kathryn Burns
Brown & Brown, Inc. - Corporate
Kerri Carlson
JPI Insurance Associates Inc.
Gina Carpenter
Brown & Brown, Inc. - Corporate
Heather Christley
E R Munro and Company
Ashley Coover Tompkins Financial Corporation
Thomas Copeland
W N Tuscano Agency Inc.
Brooke Dennis
E.K. McConkey & Co., Inc.
Gina Donnelly
Montgomery Insurance Service Inc.
Megan Entwistle
Liberty Insurance Agency
Jennifer Ericsson
Remaley Insurance Inc.
Jennifer Finnerty
C C Young Insurance
Karen Fisher
Purdy Insurance Agency, Inc.
Heather Gembarosky
Duncan Insurance Agency
Drew Gibbel BCF Group
Jamie Glatt
Franklin Insurance Agency
Jaricelys Gonzalez
Brown & Brown, Inc. - Corporate
Lynne Griffin
Murray Insurance Associates, Inc.
Kristin Griffith
Bruner Insurance Agency
Kaylee Gross Henderson Brothers, Inc.
Alexander Guckes
Liberty Insurance Agency
Molly Hagan Lacher & Associates
Sandy Haley YMI Insurance
Katelyn Heilman
E.K. McConkey & Co., Inc.
Angela Holland AP Benefit Advisors, LLC
dba C A Weber Agency
Michelle Hughes
TGA Insurance Brokers, a OneGroup Company
Leah Light
Arthur J. Gallagher & Co. - Corporate
Mary Lord Rupp-Fiore Insurance
Margaret Mackaman PCF - The Peterman Group
Michele McGinnis
Saleme Insurance Service Inc.
Laura Miller
Strickler Insurance Agency, Inc.
Tonee Mitchell
The Blessing Insurance Agency, Inc.
Megan Mull Starr Insurance Inc
Morgan Murphy Univest Insurance LLC
Kayla Myers Rossbacher Insurance Group
Megan Nadji Hoak Insurance Services
Wendy Ney
Murray Insurance Associates, Inc.
Hannah Niemczyk
E.K. McConkey & Co., Inc.
Nava Noles
Arthur Hall Insurance
Jordan Parker
Brown & Brown, Inc. - Corporate
Mary Parlock
B & W Insurance Agency
Leanne Plante
Bernard C Morrissey Insurance Inc
Cassidy Price
Walton-Ebert Insurance Agency
Amy Rafail
WM Rittenhouse Agency Inc.
Erin Rankel
Consolidated National Insurers, Inc.
Karin Ricciardi
Arthur Hall Insurance
Linda Rivera
E.K. McConkey & Co., Inc.
Janette Rodriguez
Marthinsen & Salvitti Insurance Group
Kristina Rose
Consolidated National Insurers, Inc.
Bobbie Jo Ruppert
Murray Insurance Associates, Inc.
Tiffany Shore Insurance Centers, Inc.
Nathan Smith
E.K. McConkey & Co., Inc.
Gurpreet Soor Franconia Insurance & Financial Services, Inc.
Emily Stone Brown & Brown, Inc. - Corporate
Mattie Thompson Bowman's Insurance Group
Denise Yuppa The Yurconic Agency
Maryland CISR Designees
Bruna Costa Toureille
Associated Insurance Management, LLC
Sherri Ferguson The Jacobs Company
Brittany Levere Harders and Bradford Insurance Agency
Allison Nettleton
Brethren Mutual Insurance Co.
Emily Pagliaro Walker-Poole Insurance
Rose Robinson
Connie Phillips Insurance
Julie Wells Bowers Insurance
Delaware CISR Designees
Kristin Cline The Insurance Market
Stephanie Riley CBM Insurance
Derek Wilgus Wilgus Associates, Inc.
Pennsylvania CISR Elite Designees
Nancy Batezel GMG Insurance Agency
Heather Christley E R Munro and Company
Lindsay Colon The Loomis Company
Angelina Frazzini Blue Marsh Insurance
Kathy Petraglia Trinity Risk Services LLC
Carol Sweigart The Hess Agency
Sarah VanVolkinburg Kilmer Insurance Agency, Inc.
Robyn VanWhy James & Rae Insurance Inc.
Maryland CISR Elite Designees
Megan Garlitz Yoder-Hershberger Insurance
Mary Stabler
HUB International Mid-Atlantic
Danielle Webber
Maury Donnelly & Parr
MEET MADDY SCHWENK, IA&B SCHOLARSHIP RECIPIENT
Agency Intern Turned Licensed Agent
Bringing new talent into the independent insurance agency system is no easy feat. But IA&B and our network of member agencies –such as Gerhart, Hartman & Ritner in Boyertown, PA – are doing our part, one young person at a time. Take for example Maddy Schwenk’s story highlighted here.
Maddy began an internship with Gerhart, Hartman & Ritner while attending Boyertown Area Senior High School. During her senior year, the agency’s HR manager told her about IA&B’s licensing study course scholarship for aspiring P&C agents. Maddy applied for and received the scholarship, which she used to attend IA&B’s July 2024 Pennsylvania P&C Licensing Study Course.
“The licensing course was a lot of information,” admits Maddy, “but that studying paid off!” She passed the state licensing exam on the first try, days after finishing the course.
“Passing the exam was such an amazing feeling! It also gave me confidence in my insurance knowledge,” she shares. “I ended up getting licensed two months after receiving my high school diploma, which is really indescribable.”
Maddy’s internship led to a full-time position with Gerhart, Hartman & Ritner, where she now works as a licensed Personal Lines Assistant. Thrilled with the “opportunity to make good money and enjoy what you do” as an independent agent, she is already setting her next goal –earning the CISR designation.
“I’m signed up for the auto course and am looking forward to scheduling more,” she says. “It’s another way to help customers by expanding my knowledge of insurance specifics. Most people don’t know what they’re looking at when they receive their insurance bills or policy, so the act of assisting people and making something simpler for them is really rewarding.”
IA&B EDUCATION SCHOLARSHIPS
Each year IA&B awards approximately $10,000 in scholarships to individuals and member agencies toward designation, online continuing education, and licensing study courses. The program, which began in 2018, aims to develop new talent and support existing agency staff through insurance education.
Learn more and apply for the next round of scholarships. IABforME.online/scholarships
Questions?
Contact: Sarah Haas at 800-998-9644, ext. 104 or SarahJ@IABforME.com
CLASSROOM
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.
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
Oct 29-30CIC - Life and Health Erie, PA
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