OCTOBER 2020
RISING STARS MEET THE IA&B YOUNG AGENT AWARD WINNERS
Exclusive Member Magazine
ONLINE EXPOSURES
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OCTOBER
2020
CONTENTS FEATURED 4
ONLINE EXPOSURES IA&B Education Consultant Kevin Amrhein, CIC
discusses the growth of cybercrime and offers tips for commercial lines agents to help manage their customers’ risks.
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A MESSAGE FROM JASON ERNEST Hear from IA&B President & CEO Jason Ernest, Esq. as he shares his outlook for the industry and advice for young insurance producers.
2020 YOUNG AGENT AWARD WINNERS Meet the inaugural recipients of the IA&B
Young Agent Award, three rising stars in the independent agency system: Greg Bennett, Carissa Bonner, and Kevin Thomas, Jr.
JOIN US ON SOCIAL MEDIA: Facebook.com/IABforME LinkedIn.com/company/IA_and_B Twitter.com/IA_and_B
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 # 2020-10, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B. Copyright 2020. 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.
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CHAIR OF THE BOARD’S MESSAGE DON'S DISCUSSION NEWS & NOTES IA&B PARTNERS PICS & POSTS WELCOME NEW & RETURNING MEMBERS UPCOMING LIVE WEBINARS
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CHAIR OF THE BOARD’S MESSAGE
A SHOUT OUT TO YOUNG INSURANCE PROFESSIONALS Last October, a young producer in my agency (Alex) and I traveled to Bedford Springs, PA. While I attended the IA&B Board of Directors meeting, Alex spent his time at the IA&B Futures Conference – training with his peers on sales, management, marketing, and customer service. In the evening (and on the golf course), Board members and conference attendees mingled and networked. It was a great two days. As I shared last fall, I met dozens of eager, smart, and dedicated young insurance professionals in Bedford Springs. They were teeming with new efficiencies, smart social media strategies, and marketing ideas. I left the event optimist for the industry at large and for our association in particular. These men and women are bringing new ideas that broaden the perspectives of the old “establishment.” Believe me, the generational exchange is valuable to Futures agents and us folks in the September of our careers.
INSURANCE AGENTS & BROKERS 5050 Ritter Road | Mechanicsburg, PA 17055 191 Main Street | Annapolis, MD 21401 800-998-9644 | IABforME.com
BOARD OF DIRECTORS OFFICERS Craig S. Mader, Chair Crofton, MD Richard M. Rankin, CIC, Vice Chair Lancaster, PA
MEMBERS Gregory H. Bennett
Sarah M. Brown, CIC, CRM, AFIS Shrewsbury, PA E. Stephen Burnett, CIC, ARM Wilmington, DE N. Lee Dotson, CIC, AAI
Wilmington, DE
Andrew Enders, Esq.
Harrisburg, PA
This year, unfortunately, will be different. IA&B cannot hold what would have been its fifth annual Futures Conference in person, and I will truly miss the experience. But all is not lost. Young insurance professionals are really shining in 2020 in producing new business and enlightening our industry.
Len Gieseler, LUTCF
Pottstown, PA
G. Greg Gunn, CIC
Lemoyne, PA
Bryan C. Hanes, JD
Hagerstown, MD
Jason R. Hess
Coraopolis, PA
Lisa A. Leach Goth, CIC
New Bethlehem, PA
The next generation is meeting the challenges of this year with valor, seamlessly adapting to remote work and fearlessly adopting new ways to connect with customers. Many of them were called upon to balance their personal and professional lives in unprecedented ways in recent months, and all of us can appreciate their perseverance.
Christopher J. Miller, CIC
Jonestown, PA
On behalf of the IA&B Board of Directors, congratulations to the three Young Agent Award winners featured in this issue of Primary Agent. And thank you to all of the young insurance professionals who are working so diligently for the continued success of the independent agency system. We value you and your contributions!
Michael A. Papa, CIC, MBA Hunt Valley, MD William H. Purdy
Sunbury, PA
Jason Rodriguez
Wilmington, DE
D. Bradley Rosenkilde Jr.
Hunt Valley, MD
Tara S. Silfies, CPCU
Bethlehem, PA
Robert L. Smyrl Jr., CIC
Hatfield, PA
J. Marshall Wolff, CIC, CPCU Easton, PA
NATIONAL DIRECTORS
Respectfully,
Michael P. Ertel Sr. (PIA) Columbia, MD G. Greg Gunn, CIC (IIABA) Lemoyne, PA
Craig S. Mader Chair of the Board
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Bel Air, MD
OCTOBER 2020
Diana Hornung Hanby (IIABA) Wilmington, DE
DON'S DISCUSSION
DON'S DISCUSSION IA&B Legal & Corporate Affairs Director Don Bankus
Are you a member with a question? Contact Don to find the answer at 800-998-9644, ext. 603 or DonB@IABforME.com.
QUESTION: If my employees sign a waiver, does that eliminate my agency’s COVID-19 liability? ANSWER: As businesses, including independent insurance agencies, bring staff back into their offices, the concept of asking employees to sign a COVID-19 liability waiver is becoming more common.
WHAT IS A LIABILITY WAIVER?
FINAL THOUGHTS
When we conjure up the concept of a liability waiver, we typically think of a pre-event liability waiver. This is an agreement between parties where the participant is advised beforehand of inherent, and usually obvious, risk associated with participating in an activity. The participant acknowledges the risks (e.g. attending a baseball game, while acknowledging the risk of being hit by an errant baseball) and waives his or her right to sue the host for injuries and damages sustained as a result of said willing participation. In the case of the employer/employee relationship, the employer would be the host and the employee the participant.
While waivers may not be the answer, policies and procedures outlining COVID-19 waivers and relating to remote work can assist in the creation of understanding and continuity in the “workplace.” To that end, our HR consultant, Mosteller & Associates, has developed a remote worker agreement and related tools, available to members for a nominal fee. Visit IABforME.com/remote_work or call 800-998-9644, option 4 to learn more.
As your staff returns to the physical office (and the regular flu season couples with the pandemic), you may entertain requesting or requiring employees to sign a liability waiver. Such a waiver may include an acknowledgement and/or waiver language for employees to sign wherein they state they are not exhibiting COVID-19 symptoms, have not tested positive for the virus or been in contact with anyone who has, will seek immediate treatment and notify their employer if they begin to exhibit symptoms, and will not hold their employer liable if they contract COVID-19 at the office. While it would be beneficial for an agency to have written policies and procedures in place outlining applicable COVID-19 protocols, liability waivers between employers and employees are likely not enforceable, primarily due to public policy considerations. And to date, the jury is still out on COVID-19 waivers since they have not been tested in the courts. In addition to the above, requesting employees to sign a COVID-19 waiver could have unintended consequences, such as encouraging employees to refrain from returning to work (good help is hard to find). A more positive approach would be to focus on highlighting the measures the agency has taken to ensure the safety and well-being of its employees.
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.
IA&B Members: Shopping your policies? IA&B Service Group can help protect your assets. We provide: ▲ Errors & Omissions ▲ Cyber Liability ▲ Umbrella ▲ Employment Practices Liability 800-998-9644, option 3 IABforME.com/agency_insurance
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ONLINE EXPOSURES + PANDEMIC = FEEDING FRENZY FOR SCUMBAGS By Kevin C. Amrhein, CIC Natural disasters like hurricanes often bring out the best in humanity. Scenes of community – neighbors and strangers alike – coming together to help each other. Beautiful. Hopeful. Inspiring. And then there’s those guys … ... scumbags who ooze out of their caves to feast on chaos, fear, and confusion. Unfortunately many of these lowlifes are exceptional at two things: 1) hunting their prey (victims of post-disaster scams often are specifically targeted – not random), and 2) convincing their prey of the scam’s validity (e.g. “your
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insurance company mandates a preclaim inspection performed by an independent contractor like myself. Cash only, please.”) Having personally experienced several hurricanes, I thought I’d seen the worst humanity can produce … and then came a pandemic. Since things really started going south in early 2020, authorities have reported significant spikes in online/ cybercrime activity. No demographic is immune, but data show that small businesses seem to be a favorite target of these slimeballs. A pandemic is the perfect recipe OCTOBER 2020
for such crimes, and knucklehead criminals know it.
• Communications have shifted almost entirely online. • Employees often are accessing company networks from remote/ vulnerable locations. • Employees are distracted, sleepdeprived, and fearful of the future. Translation: lack of focus. • Businesses are seeking financial lifelines from governments/banks, and such transactions are handled electronically.
COVERAGE CORNER Good old-fashioned hackers are still out there using advanced technical skills to break through firewalls, steal stuff, and/or generally cause trouble (extortion threat, sabotage, etc.). Many cyber insurance policies are constructed to provide cover when vulnerabilities in networks are discovered and exploited, causing financial harm to the business (first-party loss) and possible harm to the business’s contact network (third-party). A review of the policy’s Insuring Agreement/s should help agents and insureds identify the reach of coverage. Other online scams are not clearly addressed by standard cyber insurance policies. Such are perpetrated by losers who – through emails, inter-company communications, and even phone calls – disguise themselves as legitimate people or sources. Transactions are requested, approved, and poof …there goes the loot (typically currency or proprietary data). Such crimes hit close to home. When I teach commercial insurance webinars, I ask the audience if they or their businesses have been the target of such scams, and a surprisingly high number of them respond “yes.” Several are honest enough to admit that they were tricked and victimized. It’s true that sometimes, such crimes – often falling under the heading of social engineering or fraudulent impersonation – are made too easy by oblivious employees who take all unsolicited communications seriously, click on links, download attachments, and/or authorize transactions without a second thought. But such oblivion is fading as more employees are made aware of the need for diligence. What makes many scams so frightening is that they often involve an incredible level of sophistication, research, and,
dare I say, talent. These jerks learn to write and even speak like people they know the victim will trust, re-direct legitimate emails and phone numbers away from their actual destinations, ask for difficult-to-trace rewards like gift cards or virtual currency, and then vanish into the wind. By the time the transaction is questioned, it’s too late. Businesses that have cyber insurance (and an unfortunately high number don’t) may file a claim but learn acts stemming from such scams aren’t reached by that policy’s Insuring Agreement/s. Other cyber insurance policies may cite a voluntary parting or similar exclusion designed to remove coverage for crimes in which an insured – even unknowingly – was a participant.
and/or fraudulent impersonation scams is available from an insurer, read it carefully. Such coverage may offer reduced limits and be subject to other conditions. For example, it may only respond if evidence shows advanced approval from another was first obtained before an employee initiated the transfer. 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/education.
WHAT EVERY COMMERCIAL LINES AGENT SHOULD DO • First things first – emphasize risk management. Contact cyber and crime insurers for information about risk management/loss mitigation tools designed to assist insureds in avoiding such scams. • Review the cyber policy to determine if it’s far-reaching enough to cover losses resulting from such scams. • Ask the cyber insurer if an endorsement to cover such scams is available. • Contact insurers for information regarding the availability of Commercial Crime coverage forms which may respond to such scams. • Review the commercial property insurance policy/BOP for information about such scams. Use this policy’s lack of respectable cover to encourage the insured about the importance of additional coverage. • If coverage for social engineering
AN HOUR WITH KEVIN Register for a 1-hour webinar. Member Price: Just $25 Earn CE by attending 1-hour webinars with IA&B Education Consultant Kevin Amrhein, CIC. COVERAGE CONCERNS FOR SERIOUS STORM EVENTS OCT. 13 | 11 AM - NOON MORE COVERAGE CONCERNS FOR SERIOUS STORM EVENTS OCT. 14 | 9 AM - 10 AM Register today. IABforME.com/webinars 800-998-9644, option 1
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PRESIDENT'S MESSAGE
ONWARD & UPWARD A MESSAGE FROM JASON ERNEST I would like to personally congratulate our three inaugural Young Agent Award winners featured in this edition of Primary Agent. These are impressive individuals, who have dedicated themselves to both their agencies, and the insurance world as a whole. It is rewarding, and promising, to see. It’s been over five years since IA&B created our Futures Program – a dedicated effort by IA&B to develop today's young agents into tomorrow's leaders. From young agent input and focus groups, specialized training, and ultimately our multiple Futures Conferences, we have tried to learn about the needs of this next generation, and then to deliver on those needs. These awards were a milepost for us when we started this program. We wanted to identify, meet, and work with young agents, to the point that we could then recognize a few of the standouts. This isn’t the end of the road, however. IA&B will continue our strong focus on the Futures Program. As I have met hundreds of young agents over the past five years, I’ve been reassured that the perpetuation of the independent agency system is sound. I consistently see professional, personable, smart individuals who love what they are doing, while at the same time managing successful personal lives. I’m often asked by these young agents what advice I’d give as they navigate this industry. I try to be consistent in my answer: 1. EDUCATE Never stop learning. This industry, as much as any other, is constantly changing and evolving. It is complicated and unique. A good insurance professional is always looking to stay on top of the industry and is always learning. 2. NETWORK Get involved with other agents. I have the pleasure of seeing a lot of networking that is a byproduct of IA&B events. Often, our members say it is the most valuable part. For young insurance professionals, I think it is critical. It allows you to share tips, trade knowledge, and sometimes commiserate. 3. GET INVOLVED Beyond networking with peers, get involved in the industry. IA&B can assist with this in several ways. The first is advocating for the industry. Become a part of our government relations committee, attend our annual national legislative conference, or work with your local legislator. We need a voice, and young professionals are perfect for that. Also consider being a volunteer for other IA&B opportunities – be it input groups, or ultimately serving on our boards of directors (which now have dedicated spots for young agents). I’d be remiss for not giving sincere thanks to our partner carriers that have graciously sponsored the Young Agent Award. Our young agent initiatives have garnered a lot of attention and support from these carriers. It has been a collaborative effort, and I greatly enjoy when IA&B and the carriers come together to work for the common good of the independent agency channel. If you represent one of these sponsoring carriers, please be sure to thank them for their support. Again, congratulations to our award winners and to all young insurance professionals out there. You are the future of this industry, and of IA&B, and it’s a bright one.
Jason Ernest, Esq. IA&B President & CEO
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OCTOBER 2020
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NEWS & NOTES
NEW
Trusted Choice has added a video tutorial to the Marketing Reimbursement Program website cobrand.iiaba.net/money
PA, DE AGENCIES ELIGIBLE FOR MARKETING REIMBURSEMENT Put money back in your pocket. Through IA&B's affiliation with the Big "I", all Pennsylvania and Delaware member agencies are eligible for the Trusted Choice Marketing Reimbursement Program. This equates to a one-time, marketing reimbursement of up to $750. All reimbursements are made on a tiered schedule, based on agencies meeting the requirements. Review the Marketing Reimbursement Program guidelines and submission form available at https://cobrand. iiaba.net/money. (Note: You'll need your Big "I" password to log in.) For more information, go to cobrand.iiaba.net/money or contact: Megan Fioretta IA&B Brand Mngr 800-998-9644, ext. 605 MeganF@IABforME.com
APPLY FOR IA&B EDUCATION SCHOLARSHIP
REVISED ACORD FORMS IN EFFECT
Want to become licensed, earn a designation, or gain CE, but funds are tight? Apply for an IA&B education scholarship by Dec. 1, 2020.
Be certain your agency is using the most current ACORD forms. Effective September 2020, ACORD updated:
IA&B provides over $10,000 in scholarships annually to individuals and member agencies to attend our education courses. Individual scholarships are awarded to those seeking a producer license, CIC designation, and CISR designation. Member agency scholarships are provided for CIC institutes, CISR seminars, and live CE webinars. For more information, go to IABforME.com/scholarships or contact: Melissa Telesha IA&B Marketing Asst 800-998-9644, ext. 104 MelissaT@IABforME.com
MD PROHIBITS WAGEHISTORY INQUIRIES The Maryland Insurance Administration (MIA) this spring released Bulletin No. 20-23 to address complaints about public adjusters' non-compliance and to alert adjusters to a new requirement that takes effect Oct. 1, 2020. Per the bulletin, beginning next month: After entering into a public adjuster contract with an insured, the adjuster receives the funds from the insurer on behalf of the insured, deducts the applicable fee, and disburses the remaining funds to the insured within 15 business days. Insurance.Maryland.gov
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OCTOBER 2020
ACORD 62 US: Insurance Supplement – Offer of Terrorism Coverage Standard Fire Policy ACORD 64 US: Insurance Supplement – Offer of Terrorism Coverage Workers’ Compensation As a reminder, applying updates to your agency management system helps to ensure that you are using the most up-to-date forms, which can be introduced periodically throughout the year. What’s more, updating your agency management system prevents a licensing-agreement violation. It’s a violation to issue prior versions of a superseded ACORD form once a new form has been introduced. This requirement stems from the licensing agreement between ACORD and your agency management system vendor (AMS, Applied, etc.).
IA&B EDUCATION RECOGNIZED IA&B received two Diamond level 2020 Excellence in Insurance Education Awards. The Big “I” will formally recognize IA&B and present the awards at its LET’s Do This Virtual Summit later this month.
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• The Sales Development Program, offering online and on-site sales training boot camps to develop expert sales skills for principals, producers and CSRs. • Website and social media reviews to enhance your agency’s online presence and meet the demands of the 24/7 digital consumer. But don’t take our word for it — discover the Plymouth Rock difference for yourself. To learn more about appointment opportunities in Pennsylvania, contact David Gant, Chief of Agency Marketing, New Jersey/Pennsylvania, at DGant@plymouthrock.com. Plymouth Rock Assurance is a marketing name used by a group of separate companies that write and manage property and casualty insurance in multiple states. Insurance in Pennsylvania is underwritten by Palisades Insurance Company, Palisades Property and Casualty Insurance Company and High Point Preferred Insurance Company. Each company is financially responsible only for its own insurance products. Actual coverage is subject to the language of the policies as issued by each company. Certain restrictions and limitations apply. For a full description of the programs, features and coverages, please visit plymouthrock.com.
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2020 Congratulations to the recipients of our inaugural IA&B Young Agent Award. These three rising stars in the independent agent community were selected by the IA&B Board of Directors for outstanding commitment to their profession and their community. Greg Bennett Famous & Spang Associates Aberdeen, MD
Carissa Bonner Gibbel Insurance Agency Lititz, PA
Kevin Thomas, Jr., CPIA CBM Insurance New Castle, DE
Learn more about these exceptional young insurance professionals on the following pages, as well as the video posted on IABforME.com and IA&B’s social media accounts. And look for information about the 2021 IA&B Young gent Award in the months ahead.
Talent development is among the strategic drivers of our business. That’s why we invest in agency-partner producer programs. Proud to support the IA&B Young Producers
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See Carissa's and Kevin's profiles on pages 17 and 19.
Greg Bennett
Famous & Spang Associates Aberdeen, MD What professional accomplishment are you most proud of?
How do you define success?
My story might not be unique, as many of us find ourselves drawn unknowingly into the family business. However, I feel blessed and proud to continue the legacy that my grandfather started and my father and mother continued, and to be given the opportunity to continue working side-by-side with my sister to provide a valuable service to family, friends, clients, referral partners, and other members of the community. We deal with a product that is often misunderstood by the masses, so to be a valuable resource to so many is something I am quite proud of.
Success obviously means different things to different people. My definition of success is having the ability to provide a great life for my wife and children while feeling fulfilled in choices I make during the day. My family values the ability to travel and have new experiences, to give back to those less fortunate or going through hard times or natural disasters, and to have a safe and comfortable home to live in.
What’s your favorite part of your job?
Find a mentor, both in your office and out of it. Ask them a lot of questions about anything at all! Make sure you are also networking with your industry peers – though they may not have the breadth of experience, they will each bring a certain factor to the table, and it will be someone you can call on down the road if you need help. Make sure you are constantly educating yourself and striving to be the best version of who you can be. You are the only person holding you back!
My favorite part of my job is being my clients’ go-to professional advisor. When someone tells you that you’re the first person to successfully explain a coverage after they’ve purchased insurance for 20 or 30 years, it makes you feel like you’ve accomplished something. There is nothing I love more than when a client puts all of their faith into you for their current and future insurance needs because they are convinced you are the right person to provide them long-term protection and value. How do you network? Early in my insurance career, I was fortunate to be invited to launch our local Chamber’s Young Professional committee which allowed me to meet like-minded, younger members. We networked, commiserated, and became friends which gave us a sense of comfort and a place to call home when we attended larger networking events with “seasoned” members. From there, a small group of us created a tight-knit networking/philanthropic organization outside of the sphere of the Chamber of Commerce, which we still participate in today. This group has connected me with numerous individuals and businesses and allowed me to give back to the community with greater meaning.
What advice would you give young insurance professionals starting their career?
If you’re not working, what are we most likely to find you doing? With two very active young boys, I’m likely juggling their interests and activities with my wife, Regan. During the last few months (due to COVID-19), we’ve all (kind-of) learned to fish, taken up bicycling, and spent plenty of summer weekends at the pool. I’ve also gotten back into playing in a local men’s lacrosse league – it’s fun, but the pace of play is far different than games in high school or college, and you remain sore for a few days afterwards! In the last couple of years, I’ve strived to take better care of myself, while equally balancing time with my boys, my wife, and with the rest of our family and friends.
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Thank You to Our Sponsors The Young Agent Award is made possible with the support of these generous companies.
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OCTOBER 2020
Carissa Bonner
Gibbel Insurance Agency Lititz, PA
What sparked your interest in insurance?
How do you network?
As many of us did, I fell into insurance by accident. I worked as a receptionist at a captive agency when I graduated high school. I liked the fast-paced nature of the industry and, above all else, helping others. As I grew in the industry, I moved into commercial lines and the independent agency side. I loved that each day presented a new set of challenges that allowed me to continue developing while still helping others.
I am a believer in Business Network International. Our agency is actively involved in this networking group, and it has done wonders for us. This group has one individual for each open category, so there is no competition among members. It helps to foster and build relationships with several different businesses, from contractors, to lawyers, and all the many areas in between. This really expands your sphere of influence and allows you to reach more prospects than only focusing within your normal network or industry.
What’s the best professional advice you ever received? My mom and my dad instilled excellent work ethics in me from a very young age. They continually reminded me that even when you don’t feel like it, you get up, put on a smile, and go to work to do your best. They also would remind me that it is not about me, it is about your team as a whole. I have carried this with me through every job I have had, and these values are one of the main reasons I have been successful. What time-management tips can you share? Read 7 Habits of Highly Effective People by Steven Covey and pay attention to his chart which has four areas to help organize important, not important, urgent, and not urgent tasks. This along with self-discipline, developing processes, and continually prioritizing tasks are the best means of time management I have found. As independent agents, we are busy, and being able to prioritize and multitask is essential. What’s your favorite part of your job? I love to mentor and teach others within our industry. There is a huge need for mentorship within our industry as many retire and take their knowledge with them. Helping others to be successful in our field is of upmost importance to me. It’s why I accepted my current position as our agency’s operation manager and why I teach continuing education in addition to my full-time agency job. I enjoy helping others to succeed and “paying it forward” from all of those who have helped me along the way.
What advice would you give young insurance professionals just starting their career? There will always be co-workers and managers that are not your favorite, but each of these difficult relationships has something to teach you. Learn what you can from those relationships, and carry the positive forward. One day you may realize that some of those hard relationships strongly influenced your career and made you more successful. I know I feel that way now. Our industry has amazing resources for continuing education from full-blown designations to online learning, so take advantage of them! We have some wonderful instructors who will help you to build a strong foundation for your career. Also, you learn more from your failures than you ever do your successes. Be accountable for your mistakes, but be OK when you make them and help to fix them so you don’t make them again in the future. Where do you see yourself in 20 years? I hope to continue to grow within the insurance industry and to share with those around me all that I have learned. Continuing to grow and build relationships as an instructor is important to me, but I still see myself working in an agency and helping the agents I’m working with and the agency I’m working for be successful.
OCTOBER 2020
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ON THE COVER
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Congratulations to the
2020 Young Agent Award Winners! Delivering
Best-In-Class Service ...since 1889 DonegalGroup.com
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Kevin Thomas, Jr., cpia CBM Insurance New Castle, DE Tell us about a professional mentor you had and what you learned from him or her. I was fortunate enough to learn the insurance industry from my father, Kevin Thomas, Sr. He was a principal at my office when I first started in the mailroom many years ago. I would consider Kevin one of the brightest minds in the industry, and he has such a knack for articulating and explaining difficult material. I still rely on him today for his wealth of knowledge in the industry. We have very similar and very different skill sets. He makes me very proud to this day. What professional accomplishment are you most proud of? I was voted Associate Supplier of the Year for Associated Builders and Contractors of DE (ABC). I was selected by my peers, and it came as a huge surprise to me. It’s not the most prestigious award or even industry specific, but it made me feel valued in an occupation that can be commoditized, especially in the trades. What’s your favorite part of your job? My favorite thing about insurance is the people. I truly enjoy connecting and partnering with my clients. It could come in the form of solving a complex insurance issue, helping with a claim, socializing on the golf course, or simply getting that satisfaction of knowing that the other person values your time. The return of investment to me, other than revenue and security, is the value my clients find in me. I could not do any of that without my staff and my centers of influence. The inner-workings of this industry are people; if you do not take the time to appreciate, understand, and value them, you are truly missing out.
How do you strike a work-life balance? Delicately. Prior to COVID, I travelled several months out of the year. I learned to work remotely years back and hold myself accountable regardless of location. I consider myself a hybrid producer. I can be anywhere in the world and, with the assistance of technology, make it feel like I am in the next office over. Additionally, I enjoy my hobbies and have several clients that I also call friends. This allows for my balance to be somewhat intertwined and helps to develop deep, longlasting friendships and relationships. How do you network? I was born and raised in New Castle County, DE. I have lived there my whole life and have been active throughout the community. I have several long-standing relationships dating back to when I was very young, and as I have grown, so have these relationships. I utilize these centers of influence to generate business and foster partnerships. I am very active in associations in my area and devote time to my Rotary club and community service. Most of my new business generation and networking comes from my visibility in the community and delivering quality to those I support. What advice would you give young insurance professionals just starting their career? Take the time and learn the business. Understanding the complex nature of this industry and understanding the coverages will allow you to be confident when working with clients. Don’t take it for granted, and learn from those who have the experience to offer. What would people be surprised to know about you? I was bitten by a barracuda on my 21st birthday cruise. I was told the chances of that happening are similar to the odds of your house being struck by lightning. Well, that has happened to me twice!
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PRIMARY AGENT EDITORIAL Editor: Karen Robison KarenR@IABforME.com 800-998-9644, ext. 606 Contributing editors: Jennifer Ross Megan Fioretta Melissa Telesha
SALES
Account Executive: Travis Yaga travis.yaga@theygsgroup.com, 717-430-2021
WELCOME NEW & RETURNING MEMBERS John Koziol Inc Hockessin, DE Kier G Ewing & Associates Verona, PA
®
Ron Dunn Agency LLC Pittsburgh, PA Capstone Insurance Group Lower Gwynedd, PA Gannon Coyne & Associates Inc Philadelphia, PA Have a question about your member benefits? Contact: Tim Wonder, VP-Membership 800-998-9644, ext. 351 TimW@IABforME.com
20
HarfordMutual.com
IA&B MEMBERSHIP MEANS
MARKET ACCESS
• 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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TRAINING & EDUCATION
UPCOMING WEBINARS OCTOBER 2020 IA&B is conducting all classes online including CE Webinars, CIC and CISR Designation Programs. Register today! 800-998-9644, option 1 IABforME.com/OnlineTraining DATE
TOPIC
TIME
Oct. 1
CISR Personal Auto
8 AM-4 PM
Oct. 5-6
CIC Commercial Multiline
8 AM-5 PM
Oct. 6
CISR Life & Health
8 AM-4 PM
Oct. 8
CISR Agency Operations
8 AM-4 PM
Oct. 8
Flood Insurance and the NFIP
1 PM-4 PM
Oct. 13
Hour w/Kevin: Insuring Drones
11 AM-Noon
Oct. 13
Homeowner's Policy Coverage Concerns 1 PM-4 PM
Oct. 13
William T. Hold: Personal Lines
Oct. 13
CPIA 2: Implement for Success
8 AM-4 PM 8:30AM-4:30PM
Oct. 14
Hour w/Kevin: Personal Auto Problems
9-10 AM
Oct. 15
Understanding Social Sec. & Medicare
1 PM-4 PM
Oct. 15
CISR Commercial Casualty I
8 AM-4 PM
Oct. 20
CISR Elements of Risk Management
8 AM-4 PM
Oct. 20
Why ALL Employers Need EPL Coverage 9 AM-Noon
Oct. 21-23 James K. Ruble Graduate Seminar
8 AM-5 PM
Oct. 26
William T. Hold: Commercial Lines
8 AM-4 PM
Oct. 27
CISR Commercial Property
8 AM-4 PM
Oct. 27
Insurance Issues for Today's World
1 PM-4 PM
Oct. 27
Using Life Ins. Against Financial Losses
9 AM-Noon
Oct. 28
Financially Surviving Retirement
1-4 PM
Oct. 29
Agent's E&O: Duties, Operations & More 9 AM-Noon
Oct. 29
Culture, Ethics and E&O: Run an Agency 1-4 PM
Oct. 29
CISR Miscellaneous Personal Lines
8 AM-4 PM
21
W
“
e’re proud to be a family-owned business in a family-centric industry that protects American families and businesses.” – Paul Hawkins CEO, HawkSoft
Thank you, independent agents for your service to the families of our great country. To support agencies in these challenging times, HawkSoft is offering 50% off setup fees until October 31, 2020.
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