Primary Agent - October 2021

OCTOBER 2021

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OCTOBER

2021

CONTENTS FEATURED 4

OCTOBER IS FOR LOVERS (AND RELATED INSURANCE CONCERNS) Hear from IA&B Education Consultant Kevin Amrhein about coverage considerations and solutions for your betrothed clients.

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2021 YOUNG AGENT AWARD WINNERS Meet the recipients of the IA&B Young Agent Award, three rising stars in the independent agency system – Alexis Burns, Tony Giampapa, and Sheila Wells.

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 # 2021-10, 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

PRESIDENT’S MESSAGE

3

DON'S DISCUSSION

6

NEWS & NOTES

11

PICS & POSTS

24

WELCOME NEW MEMBERS

25

UPCOMING LIVE WEBINARS

IABforME.com |

1

PRESIDENT'S MESSAGE

THE FUTURE IS BRIGHT We were lucky enough to have an in-person board meeting this past month, our first in well over a year (more about that the next time I write).

The highlight of this meeting was the opportunity to recognize our 2021 Young Agent Award winners for our three states. And, because we couldn’t properly do so last year, we invited the 2020 winners as well (a total of six Young Agent Award winners). We opened our board meeting with a 90-minute panel discussion with these winners, and it was both enlightening and refreshing.

IA&B BOARD OF DIRECTORS OFFICERS

These young agents came from diverse backgrounds – some part of a multi-generational family agency; some exposed to insurance early in their careers and on the path toward bigger roles in their agency; and some who made the jump from an entirely different career, choosing insurance for its perceived stability.

Richard M. Rankin, CIC, Chair Lancaster, PA

But despite these different entry points into the industry, they all shared very similar perspectives. The consensus among these impressive young agents was:

Gregory H. Bennett

1. They want to be challenged. They are up for it, and they are looking for an environment that fosters it. Too often, young agents are given menial tasks, and that will not suffice for long.

2. They are seeking mentorship, and not necessarily within the agency.

The young agents on this panel expressed a desire to learn from, and commiserate with, colleagues. They are eager to learn but want to do so on their own terms.

D. Bradley Rosenkilde Jr., Vice Chair Hunt Valley, MD

MEMBERS 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

And, on the refreshing point, they all spoke glowingly of the insurance industry. Too often, us “veterans” speak disparagingly of insurance, or about how we fell into it. However, these young agents were extremely complimentary of their profession. They were appreciative that the insurance industry is ever-changing, very rewarding, and quite flexible.

Candace Shoupe, AAI, AIC

New Castle, DE

Tara S. Silfies, CPCU

Bethlehem, PA

Robert L. Smyrl Jr., CIC

Hatfield, PA

Michael Thomas

Gambrills, MD

I’ve said it many times – the future is bright for independent insurance agents. I’ve been exposed to hundreds of impressive young agents over the years, and this panel was further testament to a rising new crop of agents.

IA&B will continue to foster young agent talent, and we will strive to deliver what they need. It’s a true win-win proposition.

Sheila Wells, CIC, CISR

Rehoboth Beach, DE

3. They are looking for advancement. These young agents are looking to take the above two points – to be pushed and to learn – and use them to move up. They aren’t content with status quo, and they hunger for opportunities to advance.

Best,

J. Marshall Wolff, CIC, CPCU Easton, PA

NATIONAL DIRECTORS Michael P. Ertel Sr. (PIA) Columbia, MD G. Greg Gunn, CIC (IIABA) Lemoyne, PA

Jason F. Ernest President & CEO 2

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

OCTOBER 2021

Diane 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:

Our agency holds a resident producer license in our state of domicile. In other states, we obtain a non-resident license for the agency and a singular licensee. Since our agency has other individual resident licensed producers who actively produce business in the non-resident states, is this practice OK?

ANSWER: The practice of simply licensing the agency and a singular designated producer in states where the agency maintains a non-resident license may seem ideal from a purely pragmatic perspective.

However, doing so when there are other licensed producers in the agency who actively “sell, solicit, or negotiate” insurance products in that state puts both the agency and those who do not have the requisite non-resident license at risk of violating the respective states’ insurance producer laws.

Whether you are a Pennsylvania, Maryland, or Delaware resident licensed agency, with very limited exceptions, the proper (and statutorily required) way to address non-resident state licensing is to license the agency,* as well as each and every producer in the agency who actively “sells, solicits, or negotiates” risks of insurance located in the non-resident states.

STATUTORY REQUIREMENTS The issue at hand is governed by respective states’ producer licensing statutes, which generally provide that:

▲ As to the individual and the agency – “A person shall not sell, solicit, or negotiate a contract of insurance in this state for any class or classes of insurance unless the person is licensed as an insurance producer for that line of authority under which the contract is issued”; ▲ As to the agency – Agencies are expressly prohibited from accepting applications or orders for insurance from any person or securing insurance that was sold, solicited, or negotiated by any person acting without an insurance producer license; ▲ In addition to this licensing requirement, these same statutes will also prohibit a producer from acting on behalf of an insurer unless the insurer has appointed the producer.

POTENTIAL REPERCUSSIONS Violations of a respective states’ statutory provisions can have significant repercussions for both the agency and affected producers who aren’t licensed in the nonresident states, including: ▲ Denial, suspension, revocation, or refusal to renew a license; IABforME.com |

▲ The imposition of a civil penalty/ fine, which can be severe (for example, up to $5,000 per violation in Pennsylvania, and $20,000 per violation in Delaware); ▲ Violators may be determined to have committed a misdemeanor.

FINAL THOUGHTS While licensing only the agency and a single producer may have worked to date – and although licensing all applicable personnel can be laborious and expensive – the business of insurance is highly regulated and scrutinized. Failure to adhere to the requirements of the respective states’ licensing statutes can ultimately lead to unwanted consequences. * There are only a handful of states with laws that don’t require licensing of the agency. These include Iowa, Rhode Island, Tennessee, Vermont, and Wisconsin.

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.

3

OCTOBER IS FOR LOVERS (AND RELATED INSURANCE CONCERNS)

By Kevin C. Amrhein, CIC, CBIA It’s 2021, so yet another story of how supply and labor shortages are screwing things up shouldn’t surprise me.

But I read one recently that did. It’s regarding (pause for dramatic effect) wedding officiants.

It makes sense. The lifting of gathering restrictions coupled with almost no events held last year caused a surge in demand. The number of couples planning wedding events over the next several months is so extreme that there simply aren’t enough qualified people available to formally “seal the deal.”

According to Wedding Wire, the most popular month in the United States 4

for weddings is October – the same month in which this issue of Primary Agent is hitting mailboxes. Thus, the timing seems right to review a few coverage issues regarding your insured’s forthcoming nuptials.

WHO IS AN “INSURED” – HOMEOWNERS Over 80% of couples reside together before tying the knot. There is never a bad time to remind personal lines insureds that “insured” status is not automatically granted to unmarried persons simply due to residency. If only one of the lovebirds is named on the dec page of the HO policy, the other is not an “insured” unless specifically added.

OCTOBER 2021

AN ISSUE WITH AUTO To piggyback on the livingtogether-before-married issue, there’s a concern in the ISO Personal Auto Policy worth noting if both individuals own cars which are insured under separate policies.

For example, say Kevin lives with his soon-to-be-spouse Elizabeth.

In the driveway are Kevin’s Ford and her Honda. Kevin’s auto policy includes only the state-minimum liability while Elizabeth carries much higher limits on her policy. If Elizabeth is driving Kevin’s Ford and is responsible for an accident, she would have access only to Kevin’s low limits due to an exclusion in her policy for using a non-owned vehicle considered available for

COVERAGE CORNER her regular use. Some carriers may be amenable to removing this exclusion via an endorsement.

VENUE CONTRACT Not surprisingly, another sideeffect of the recent wedding surge is venue availability. Some popular venues report being so overbooked that they’re telling couples the event must occur mid-week during business hours. Fun! If your insured is one of the lucky ones who secured that dream venue, he/she likely will be required to agree to certain conditions such as the defense and indemnity of the venue should someone claim bodily injury or property damage during the event. Should the venue receive notice of a claim (and we all know how slippery that dance floor can get), the likelihood is high that such notice will be delivered promptly to your insured.

Provided the nature of the claim is not excluded elsewhere in the policy, the assumption of liability by contract is covered in Section II of the ISO HO policy due to an exception in exclusion F.1.(b): Coverage E (Personal Liability) does not apply to: 1. Liability… b. Under any contract or agreement entered into by an “insured”.

However, this exclusion does not apply to written contracts: (1) That directly relate to the ownership, maintenance or use of an “insured location”; or (2) Where the liability of others is assumed by you prior to an “occurrence”;

unless excluded in a. above or elsewhere in this policy;

VERIFY VENDOR INSURANCE “You’re my favorite band/caterer/ florist, and I’m so happy you’re available for our wedding! Now, about that proof of insurance….”

Does this sound like something any non-insurance person would ever say? Most people don’t think about insurance, especially as it relates to such a joyful occasion. Reminding insureds of the importance of utilizing the services of insured vendors may not score you an invite to the event. But it’s essential advice, and if the vendor is uninsured, the injured party and/or venue contract likely will try to pin claim costs associating from the vendor’s actions on your insured. Further, should an uninsured vendor claim its property was damaged or that one of its employees suffered bodily injury during the event, your insured may be held responsible.

of their marriage mired in an avoidable financial burden.

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

COVERAGE COURSES

|

Learn more about personal lines coverage and earn CE with these upcoming live webinars.

Member price: only $75.

PL COVERAGE CONCERNS: ANNOYING BUT IMPORTANT

TAKEAWAYS FOR THE AGENT ▲ Based on recent data, it’s highly unlikely that weddings are not being planned among your book of personal lines insureds. ▲ If possible, review policies of both individuals to discuss the importance of “insured” status and make necessary adjustments.

OCTOBER 12 9 AM - Noon

CE

HOMEOWNERS IN REAL LIFE: TALES OF CLAIMS & COVERAGE OCTOBER 21

▲ Warn insureds of the importance of reviewing venue contracts and obtaining protective assurances from vendors. ▲ Weddings are joyful occasions but not without risk. The guidance you can offer before the event could save the happy couple from spending years IABforME.com |

3 CREDITS

1 - 4 PM

CE

3 CREDITS

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

5

NEWS & NOTES

2021 IA&B SCHOLARSHIPS

PA TO TAKE UP MINIMUM LIMITS

upcoming Dec. 1, 2021 effective date. The proposal shows significant decreases of:

Congratulations to the 2021 Fall recipients of IA&B insurance education scholarships!

New legislation set to be introduced in the Pennsylvania State Senate* will address two key auto insurance issues important to IA&B members: minimum liability limits and stacking. This forthcoming legislation, co-sponsored by Sens.

Dan Laughlin (R-Erie) and Joe Pittman (R-Indiana) seeks both to raise the minimum limits to 25/50/10 and completely eliminate stacking, including removing the restriction on UM/UIM limits.

▲ -18.37 percent for the Residual Market Plan and

IA&B this summer testified in support of both measures before the state Senate Banking & Insurance Committee, explaining to lawmakers that the elimination of stacking would simplify auto insurance for both consumers and agents. In addition, we addressed our longtime legislative priority, raising the current minimum limits, which are the second lowest liability limits (15/30/5) in the country and haven’t been touched in over 40 years. The introduction of this legislation will be a significant step in our efforts to update these limits.

▲ Delaware’s implementation of the medical fee schedule, which has demonstrated effectively that the anticipated reductions have materialized. Delaware’s results in t his writing, the Delaware Department of Insurance was reviewing the proposal.

FULL CIC DESIGNATION SCHOLARSHIP Prem Sunder Miller’s Insurance Agency Inc FULL CISR DESIGNATION SCHOLARSHIP Amber Patterson Howard Hanna Insurance Services CIC COURSE SCHOLARSHIP Blue Marsh Insurance Inc Fleetwood, PA Defurio Mongell & Associates Inc Scottsdale, PA Rossbacher Insurance Group Corry, PA Robert L Smyrl Inc Hatfield, PA CISR COURSE SCHOLARSHIP R.C. Chase Insurance Agency Erie, PA Collens-Wagner Agency York, PA Hamilton Insurance Agency Edinboro, 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 about $10,000 in scholarships to individuals and member agencies toward designation, online continuing education, and licensing study courses.

Learn more at IABforME.com/IABeducation-scholarships.

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While the legislation had yet to be introduced when this issue of Primary Agent went to print, our Advocacy Department anticipated action in the coming weeks. *

DE MAY DRASTICALLY REDUCE WC LOSS COSTS On Aug. 20, the Delaware Compensation Rating Bureau (DCRB) published DCRB Filing No. 2104, proposing new rating values for the OCTOBER 2021

▲ -19.40 percent for the Voluntary Market According to the DCRB, this decrease is a function of two things: ▲ A frequency decline trend that is seen around the country, and is generally attributed to safer work environments.

NEW IA&B WEBSITE

A revamped IABforME.com is now available. Be sure to check out the new Member Resources section.

Please note that the first time you log into the member portal on the new website, you will need to reset your password. Your username/ID remains the same.

Questions? Contact IA&B at 800-9989644, option 0 or IAB@IABforME.com.

NEWS & NOTES

IN-PERSON CLASSES RETURN IA&B reintroduced in-person classes in September. While a majority of our courses will remain online, you now can find in-person options included in our training schedule. Monitor IABforME.com/eventregistrations for the latest.

UPDATE ON FUTURES CONFERENCE IA&B will not hold an in-person Futures Conference in 2021 due to uncertainty with venue contracts and agents’ willingness to travel. We plan to offer virtual training for young agents in the weeks ahead and return to an inperson Futures Conference in 2022.

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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FROM THE FARM AND RANCH PROFESSIONALS AT

Bow, NH 877.552.2467 • www.aimscentral.com

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Please refer to actual policy for details. Policies are underwritten by Great American Insurance Company, Great American Insurance Company of New York, Great American Alliance Insurance Company, and Great American Assurance Company, authorized insurers in 50 states and the DC. Products not available in all states. © 2021 Great American Insurance Company, 301 E. Fourth St., Cincinnati, OH 45202. 5619-IA&B (08/21) OCTOBER 2021

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2 Acuity has a 20year track record of beating the industry by more than double the growth and a full eight points on the combined ratio.

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IA&B PARTNERS PROGRAM

OUR FEATURED PLATINUM PARTNER Insurance Agents & Brokers proudly recognizes Nationwide as one of its Platinum Partners. IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.

Proud Partner of Independents® Independent agents work hard to serve their clients, their businesses and their communities. They deserve more than a transactional partnership. Nationwide® offers the strength and stability of an independent national carrier with the service and support of a regional partner, creating a long-term, committed relationship to help agents grow. We focus on offering competitive products and digital quoting tools that make selling easier and faster.

As a partner, we: Get to know each agency Nationwide has been working with independent agents since 1926 to bring them a competitive edge. That means being a partner who not only responds to agents’ needs, but anticipates them and offers proactive solutions. Our partners have a choice in how they grow with us, based on their agency’s product line focus and commitment level. With a full suite of tried-and-true growth programs paired with forward-thinking digital enablement tools, Nationwide helps boost revenue and competitive edge for independent agents.

Make doing business easier Technology can help agents sell with more speed and efficiency, transforming the way they do business. Our personal lines telematics programs offer clients more personalization and control, and they’re easy to sell thanks to integration with comparative raters. Our commercial quoting is now available on third-party platforms, helping agents generate, compare and deliver commercial quotes to customers in minutes.

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OCTOBER 2021

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2021 Congratulations to the recipients of our second annual IA&B Young Agent Award. These three rising stars in the independent agent community were selected for outstanding commitment to their profession and their community.

Alexis Burns

Tony Giampapa

Burns & Burns Insurance The Jacobs Company Clarion, PA Columbia, MD

Sheila Wells

Williams Insurance Agency Rehoboth Beach, 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 2022 IA&B Young Agent Award in the months ahead.

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Alexis Burns

Burns & Burns Insurance Executive Vice President

What professional accomplishment are you most proud of?

Shortly after joining the agency, we had software systems coming to the end of their life, and we needed to make some big decisions. After conducting a thorough analysis, we made the decision to change agency management systems. We were a pilot agent over 30 years ago for Sagitta (a Vertafore product) and found it wasn’t able to best fit our agency and grow with us as the needs of our clients were changing. The conversion to Applied Epic was very daunting for our staff since the old system was all they knew.

Managing the conversion, trainings for 60 team members, frequent internal communications, and maintaining employee morale was challenging to say the least, but I feel like it went as smoothly as possible. Therefore, the software conversion was one of my proudest professional accomplishments because it will be an instrumental tool in the growth and progress of our agency.

How do you network?

Every person I come into contact with has a potential to be a resource or client, and that is a beautiful thing about the industry we are in. With that being said, I do my best to treat everyone with kindness and respect. Maya Angelou said it best, “People will never forget how you made them feel.” I also find it important to give back and volunteer on local boards and committees in the community. I have met some wonderful community members volunteering, and it has organically grown into business relationships as well.

Have you experienced any resistance because of your age?

If so, how do you counter it?

Clarion, PA Years in the industry: 4

Tell us about a professional mentor you had and what you learned from him or her.

My father is my professional role model and mentor. He is very well respected in the community and is so generous with his time and resources volunteering on multiple boards and committees. He cares very deeply about our team members and clients at Burns & Burns and puts their needs above his own. He has dedicated his entire life to the organization, and I feel so honored to work alongside of him every day and absorb his knowledge and wisdom. I am grateful to have the opportunity to continue the family legacy.

What time-management tips can you share?

In the beginning of my professional career, my father stressed the importance of recognizing the difference between urgent and important tasks. For me, I classify urgent tasks as items that have an approaching deadline.

This doesn’t necessarily mean that these tasks have a significant impact on my life, but they are time sensitive.

Important items, on the other hand, don’t necessarily have a deadline, but have more of an impact on my life.

Understanding and classifying tasks with this in my mind has positively influenced my time management and productivity.

I also am a big fan of to-do lists. I find it most effective to create a to-do list at the end of the day with two columns: important tasks and urgent tasks. That way, when I come into the office in the morning I am organized and ready to tackle and prioritize the projects.

Continued on page 20

It is only natural to experience some resistance when you are in your twenties and the majority of the clients you are working with are double or triple your age. I have always looked at this as an opportunity to start as the underdog and after a few moments impress them with insurance knowledge and passion for protecting them.

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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 2021

Tony Giampapa, cic

The Jacobs Company Commercial Risk Management Specialist

Columbia, MD

Years in the industry: 7

What sparked your interest in insurance?

What’s the best professional advice you ever received?

A couple of different factors appealed to me initially regarding the insurance industry. First and foremost, being a trusted resource of information and advice for my clients is an incredible feeling. Earning the trust of others through the service we provide and the knowledge we apply to their risk mitigation is simply very satisfying. I also liked the idea that my efforts would directly impact my success in the industry. I wouldn’t necessarily be limited in my capacity to achieve.

That there are two approaches to solving problems. The first is to ignore it and hope it goes away. The second is to address the issue immediately before it potentially becomes a bigger problem. Remembering that these are my two options pushes me to react to issues expeditiously given the first choice isn’t really an option at all.

What professional accomplishment are you most proud of?

Attaining my CIC designation.

What’s your favorite part of your job?

Placing risks that don’t fit into a carrier’s standard industry “box” and require a diligent market search to attain coverage. I like the challenge of helping companies with unique and difficult-to-place coverage needs. It takes a good deal of pursuit to find markets to consider tough risks and then a studious eye to evaluate terms offered to ensure that the appropriate coverage is there. Being able to deliver coverage to a client when they have struggled to find it in the past is awesome.

What would you tell young insurance professionals just starting their career?

Pick a topic to become a subject matter expert on and learn all you can until you are able to teach someone else the ins-and-outs of that area. Once you reach that point with a specific topic, pick another, and then another.

These can be everything from how the experience mod is calculated, to the claims process with a property coverage, to understanding contractual liability. There is so much to absorb with insurance that it can be daunting when you’re getting started to try and get a grasp on everything at once. I found it best to take it one subject at a time.

IABforME.com |

Collectively, how do you see your generation of insurance professionals benefiting the independent agency system?

The independent agency system provides a variety of options for younger agents to get exposure and excel at writing coverage of different sorts. Having near limitless options in carriers to work with, types of coverages, and client industries to serve, young agents can discover what suites them best.

What was your biggest professional challenge during the pandemic, and how did you respond?

Not seeing my clients in person as much. This simply required a different approach to staying in touch. Emails and phone calls to check in became more prevalent than the stop-by visits.

What would people be surprised to know about you?

I have a patent from a liquid desiccant dehumidifier that a group of us invented and constructed in college for the Solar Decathlon Competition. The competition is held on the National Mall every couple of years and pits universities from all around the world against each other to design, construct, and demonstrate an innovated, sustainable house. With the University of Maryland, we came in second place in 2007.

17

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

Sheila Wells, cic, cisr

Williams Insurance Agency Market Manager

What sparked your interest in insurance?

I consider myself very fortunate to have fallen into insurance. After deciding to make a career change, I accepted what was supposed to be a temporary position with an independent insurance agency. From day one, I saw the vast number of opportunities for growth and development within the insurance industry. In six short years I worked my way up from an unlicensed processor in our personal lines department to a member of our management team. I love learning new things and being challenged, and every day in insurance brings something new. If you’re bored in insurance, you’re doing it wrong.

What’s your favorite part of your job?

My favorite part of my job is that I get to be a part of so many different aspects of the independent insurance agency industry. I work closely with our carriers on underwriting new and renewal business, proposing coverage and appetite expansion, piloting new platforms and products, negotiating agency contracts and production goals, coordinating training and educational opportunities, and developing our overall relationship with our entire team. I also spend a lot of time consulting with our sales team on prospecting, coverage and contract reviews, new business proposals, and renewal retention.

In addition, I collaborate with our service team and the other members of our management team to continue to improve our processes, procedures, and structures to ensure efficiency and cohesiveness across our agency.

How do you network?

Everyone networks a little differently. For me, I tend to feel most comfortable when those I’m networking with share a common interest. I’m an insurance nerd and often find myself networking with others in the insurance

Rehoboth Beach, DE

Years in the industry: 8

industry. This is extremely important in my opinion, as this industry is full of incredibly talented individuals with a lot of experiences and ideas.

While it’s easy to stick to what’s comfortable, it’s also important to expand your network by trying something new. A few years ago, I joined a bocce league. I knew no one and barely knew how to play bocce, but by the end of the season I had not only picked up a new hobby but also made some great connections.

What’s the best professional advice you ever received?

The best professional advice I have received is to look at every challenge or hardship as an opportunity in disguise.

Challenges and hardships force us to re-evaluate, push us outside our comfort zones, and typically leave us with difficult decisions to make. However, through all of this, we learn and grow, and ultimately become better and stronger than before.

I believe the last year and a half is proof of this. Our industry, like so many others, has faced a lot of challenges and hardships since March 2020, but it’s forced us to take a hard look at what we do and how we can do it better.

How do you strike a work-life balance?

I’m able to strike a work-life balance by having relationships, responsibilities, goals, and interests unrelated to work. The more you have going on outside of work, the more you are forced to prioritize, plan, and stick to a set schedule. I try very hard to not bring work home with me and use my commute home to decompress so that once I am home, I can focus on the people and things that are important to me outside of work.

Continued on page 20

19

Sheila Wells

Alexis Burns

Collectively, how do you see your generation of insurance professionals benefiting the independent agency system?

Collectively, how do you see your generation of insurance professionals benefiting the independent agency system?

I see my generation of insurance professionals benefiting the independent agency system by challenging the philosophy that all we do is sell and service insurance.

My generation is working hard to ensure our clients see us as trusted risk management consultants with multiple products and services to offer. Essentially, independent agencies will become a one stop shop for all matters related to managing risk.

Insurance isn’t a one-size-fits-all product. I think my generation excels in recognizing not all accounts are going to be standard black and white. Often times problem solving needs to take place, and it is imperative to analyze the gray areas to provide clients with the best coverage for their situation. This is important for agents, as well as underwriters and insurance carriers, and is an area I think my generation will benefit the independent agency system.

What was your biggest professional challenge during the pandemic, and how did you respond?

What was your biggest professional challenge during the pandemic, and how did you respond?

Continued from page 19

Continued from page 15

My biggest professional challenge during the pandemic was trying to maintain a work-life balance. When there was no physical separation between my work and my home, I really struggled with knowing when and how to turn work off. Eventually I found sticking to the schedule I had before the pandemic helped me get back to a more positive work-life balance.

If you’re not working, what are we most likely to find you doing?

When I’m not working, you’ll find me enjoying the many benefits of living near the coast with my family and friends. Whether we’re clamming, crabbing, fishing, swimming, tubing, hanging out on a sandbar, or boating to a restaurant, being on the water is one of my favorite things to do. When I’m not on the water, you’ll find me exploring breweries with my favorite guy, exercising my green thumb, and spoiling my fur babies.

I really enjoy and thrive in face-to-face meetings. Not being able to have these during the pandemic was very challenging. I had to find virtual ways to bring the same energy and personal touch, which took some creativity.

Where do you see yourself in 20 years?

Professionally, in 20 years I see myself at Burns & Burns growing our client base, having increased brand recognition, and a top-notch team armed with the best knowledge and resources. Personally, I hope to continue to live in Clarion, PA with my husband and start a family. I also aspire to continue volunteering and giving back to the community.

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

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21

W d r a w A t n e g A g n You Thank

Class of 2021 & 2020 Meet

(left to right): 2021 Young Agent Award Winners Tony Giampapa, Sheila Wells, and Alexis Burns; 2020 Young Agent Award Winners Carrisa Bonner, Greg Bennet, and Kevin Thomas, Jr.

Young Agent Panel with the IA&B Board of Directors

Outgoing IA&B Service Group Chairman Craig Mader

22

OCTOBER 2021

inners

The IA&B Board of Directors invited the 2020 and 2021 Young Agent Award winners to a meet-and-greet and panel discussion in August. It provided a great opportunity to recognize these outstanding young agents and to gain insight from the next generation of independent agency leaders.

In t ro d u c i n g t h e 2 0 2 0 W I n n e r s

You, Sponsors

P laq u e P re s e n t a t i o n t o 2 0 2 1 W i n n e r s IA&B President & CEO Jason Ernest, Esq. recognizes recipients of the 2021 Young Agent Award.

Board Member Len Gieseler, LUTCF

Board Members Kent Reynolds, CIC and Michael Papa, CIC, MBA

IABforME.com |

23

IA&B Members: Shopping E&O?

WELCOME MEMBERS

▲ We have the plans that agencies need.

NEW AGENCY MEMBERS Dale Wagner Insurance Harrisburg, PA

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

Falcon Secured Insurance Horsham, PA Healy Insurance Group, Inc. Oakland, MD Morton-Moore Insurance Agency Inc Cambridge Springs, PA

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24

OCTOBER 2021

800-998-9644, ext. 351 TimW@IABforME.com

EARN CE WITH IA&B

IN-PERSON CLASSES RETURN

E D U C AT I O N SCHEDULE

IA&B reintroduced select in-person courses in September.

OCTOBER 2021

See our October training schedule.

>>>>>

For a full list of live webinars and inperson courses, visit IABforME.com.

For more information or to register: 800-998-9644, option 1 IABforME.com CLASSROOM DATE TOPIC

LOCATION

Oct 4-5

James K Ruble Graduate Seminar

Ocean City, MD

Oct 7

CISR-Personal Residential

Pittsburgh, PA

Oct 12-14

Property & Casualty Licensing Study Course

Mechanicsburg, PA

Oct 14

CISR-Commercial Property

Newark, DE

Oct 19

CISR-Agency Operations

Mechanicsburg, PA

LIVE WEBINARS DATE TOPIC

TIME

Oct 5

Ethics: Essentials for the Insurance Producer

1-4 PM

Oct 6

William T Hold Personal Lines

8AM-4PM

Oct 7

Flood Insurance and the NFIP

9AM-12PM

Oct 7

Dead or Alive: The Many Functions of Life Insurance

1-4 PM

PRIMARY AGENT

Oct 12

Personal Lines Coverage Concerns

9AM-12PM

Oct 12

Agent’s E&O: Duties, Operations, Checklists and More 1-4 PM

Editor: Karen Robison KarenR@IABforME.com 800-998-9644, ext. 606

Oct 13

CISR-Elements of Risk Management

8AM-3:45PM

Oct 13-14

James K. Ruble Graduate Seminar

8AM-5:15PM

Oct 19

Contracts Agents Should Read

1-4 PM

Oct 20

CISR-Personal Lines Miscellaneous

8AM-3:45PM

Oct 20

Hour w/ Nicole: Personal Umbrella Issues & Answers

2PM-3PM

Oct 21

Insuring Commercial Transportation Exposures

9AM-12PM

Oct 21

Homeowners in Real Life: Tales of Claims & Coverage

1-4 PM

Oct 26

Adventures in Aging: Understanding SS & Medicare

1-4 PM

Oct 27

CISR-Commercial Casualty I

8AM-3:45PM

Contributing editors: Jennifer Ross Megan Fioretta Sales Account Executive: Laura Gaenzle laura.gaenzle@theygsgroup.com 717-430-2351

IABforME.com |

25

The tug-of-war over client data

Does your agency own your data or surrender it to the systems that house it?

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• We will never sell your data to our partners or affiliates • We will never hold your data hostage to long-term contracts or exit fees

Win the tug-of-war.

Choose technology partners that care about your data as much as you do.

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