PIA Connection--March 2019

PIA Member Benefit Spotlight: Sell PIA Cyber Insurance

page 18

MARCH 2019

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PIA FEDERAL LEGISLATIVE SUMMIT APRIL 2-3, 2019

PIA Thanks Our 2019 Federal Legislative Summit Sponsors PLATINUM LEVEL

GOLD LEVEL

AGENTS OF BETTER TOGETHER, E V E RY D AY Robert Bois didn’t achieve his success by standing still. The mantra that hangs in his agency—be better every day than the day before. It’s Robert’s goal, it’s our goal. And with stronger insights, more product offerings, and the latest tools and technology, we’re continuing to push the industry forward, together.

What's next for Progressive and our independent agents? Well that's the best part.

AgentsofProgressive.com

ROBERT BOIS, BOIS INSURANCE | FLUSHING, MI

Vehicle insurance is provided by Progressive Casualty Ins. Co. & affiliates. Home and renters policies are provided and serviced by affiliated and third-party insurers who are solely responsible for claims.

Prices, coverages, and privacy policies vary among these insurers.

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

EXTREME WEATHER COST 247 LIVES, $91 BILLION IN USING 2018 CYBERSECURITY page 8 TRENDS TO

BOOST SALES page 16–17

PRESIDENT Keith A. Savino, CPIA (NJ) keiths@warwickresource.com PRESIDENT-ELECT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com VICE PRESIDENT/TREASURER Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com SECRETARY/ASSISTANT TREASURER Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com IMMEDIATE PAST PRESIDENT Timothy G. Russell, CPCU (CT) trussell@therussellagency.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org

Image: ©turk_stock_photographer/iStockphoto

MARCH 2019

CONTENTS COVER STORY: 2019 PIA FEDERAL LEGISLATIVE SUMMIT – APRIL 2-3, 2019

6

PIA MEMBERS ARE PART OF THE SOLUTION

Jon Gentile on PIA’s 2019 Federal Legislative Summit

FOUR OF PIA’S LEGISLATIVE POSITIONS

7 8-11

Flood Insurance, Insurance Regulation, Healthcare, Crop Insurance

RESULTS FROM THE 2019 NATIONAL UNDERWRITER/PIA IA STUDY

12-14

For the 3rd consecutive year, PIA partners with the National Underwriter and Flaspöhler/NMG Research Group, to develop to develop insights into the commercial lines segment from the perspective of independent Property & Casualty insurance agents and brokers throughout the United States.

STATES ENACT DATA SECURITY MEASURES

15

REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org

After the NAIC passes the Insurance Data Security Model Law, states begin to follow suit. PIA National Counsel and Director of Regulatory Affairs Lauren G. Pachman, Esq. has an update.

MARKETING EDITOR Dana A. Anaman, CAE | danaan@pianet.org

USING CYBERSECURITY TRENDS TO BOOST SALES 16-17

CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2019 All rights reserved.

The information in this publication is general in nature and is 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 and we disclaim any responsibility for any decisions or actions by readers.

All PIA members receive PIA Connection at the member subscription rate of $12.00 per year.

Donna Gray, Executive Director of the AIMS Society, on cybercrime trends you should be sharing with your clients.

DEPARTMENTS From the President . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . 5 PIA Member Benefit Spotlight . . . . . . . . . . 18 PIA Marketplace . . . . . . . . . . . . . . . . . 19 PIA Affiliate Listings . . . . . . . . . . . . . . . 20 PIA National Member Benefits . . . . . . . . . . 21

Cover image: ©Muni Yogeshwaran/iStockphoto

Non-member subscriptions available at $24.00 per year ppd.

PIA CONNECTION | www.pianet.com

For additional information on any of the subjects addressed in this publication, please access the PIA National website at www.pianet.com.

March 2019 | 3

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Auto available in most states except NY. 4 | March 2019

For latest ratings, please access www.ambest.com.

Photo by Josh King Photography. www.pianet.com | PIA CONNECTION

FROM THE PRESIDENT THANK YOU FOR BEING A PIA MEMBER.

You’ve made a good choice, and you’re in good company.

You belong to an association that represents independent insurance agents exclusively. We focus on fighting for agents at every opportunity. We are proud to stand with agents, no matter what.

PIA National is an activist, aggressive, grassroots organization of independent agents who are not afraid to take a stand. We often take tough positions. We strive to shape policy debates, to give independent agents a real voice in what is passed into law.

PIA is an organization built on strong morals and business ethics.

The members of PIA share other common values, as well. We believe in being contributing members of our communities, in giving back to our profession and to our industry. In fact, PIA is a community—not a business.

We believe in helping our neighbors. When there’s a natural disaster like a hurricane, a tornado or a flood, chances are you’ll see insurance agents there, not just taking claims but also with sleeves rolled up, lending a hand.

Much has been made about the changes facing the insurance industry and independent agents. We are facing a new world, one in which agents can be empowered—instead of vanquished—by

embracing technology.

As always, there are prophets of doom who try to profit by predicting the disintermediation of agents from the insurance buying process. Well, take it from someone who’s been at the leading edge of technology in the insurance industry for several decades: It ain’t gonna happen.

As we move into the future and face myriad new challenges, PIA is in the process of building a new community of agents in a collaborative environment. This requires an agile association with a clear focus and vision, with an abiding commitment to agents.

The officers, Board, affiliates and rank-and-file members of PIA— many of whom are recognized as leaders themselves inside the insurance community—are a great reflection on our changing business and how PIA is not only evolving with the time, but leading the charge.

We are PIA. We always were. We always will be.

Keith A. Savino President

FROM THE CEO PIA IS A DYNAMIC ORGANIZATION THAT IS

redefining itself to best serve and assist independent agents.

We have innovative new programs to benefit PIA members, including the PIA Market Access Program; the excellent work of The PIA Partnership is continuing; we engaged in successful advocacy in Congress that got many PIA members a tax cut; and we conducted the third annual National Underwriter/PIA Independent Agent Study.

Agents are signing up for the new PIA Market Access program at a great clip! The top producing lines of business in 2018 were BOPs, personal auto, home, workers compensation and commercial auto. If you need new markets, be sure to visit www.PIAMarketAccess.com.

PIA’s endorsed flood program with The Hartford is also serving agents by providing a great NFIP option to PIA member agencies that participate in this program, each earning significantly higher commissions on their flood business than they would outside of the PIA program.

Many PIA affiliates are already selling PIA cyber insurance, made

PIA CONNECTION | www.pianet.com

available in conjunction with ABA Insurance Services (ABAIS) and Great American E&S Insurance Company (rated A+ by A.M. Best). If you need a great cyber policy, check with your state PIA affiliate. And, effective immediately, PIA members can now sell PIA cyber coverage to their clients. This program was hand-crafted to respond to the most common cyber threats facing small and mid-sized businesses.

PIA is better positioned today than ever to help PIA members to meet the challenges of the future. Thanks for being part of PIA. Mike Becker Executive Vice President & CEO

March 2019 | 5

FOR MORE INFORMATION ABOUT PARTICIPATING IN THE 2019 PIA FEDERAL LEGISLATIVE SUMMIT (FLS), VISIT THE FLS WEBPAGE AT WWW.PIAFLS.COM.

PIA MEMBERS CONVERGE ON CAPITOL HILL FOR 2019 PIA FEDERAL LEGISLATIVE SUMMIT of Professional Insurance Agents (PIA) will bring their concerns directly to Congress when they converge on Washington, D.C. from April 2-3 for the 2019 PIA Federal Legislative Summit (FLS).

The annual legislative summit is a gathering of PIA members from around the country who come together to meet with their members of Congress and advocate for their positions on issues of importance to Professional Insurance Agents.

“PIA’s advocacy is responsible for a series of significant legislative victories for professional independent insurance agents in recent years,” said PIA National President Keith A. Savino. “These successes have included a major win for smallbusiness insurance agencies and brokerages, who are now able to take full advantage of a pass-through tax deduction that was approved as part of the tax reform legislation signed into law in late 2017.”

PIA’s advocacy also protected crop insurance as part of the Farm Bill, safeguarded agent compensation in sales of flood insurance policies and delayed until 2022 the imposition of the so-called “Cadillac” excise tax on employerprovided health insurance.

A top issue of concern for PIA in 2019 is securing a long-term reauthorization of the National Flood Insurance Program (NFIP) that also promotes the growth of the private flood insurance market. The NFIP has been operating on a series of short-term extensions granted by Congress ever since it’s last long-term authorization expired on September 30, 2017. PIA

National is the only association to outright oppose reauthorization attempts that would have cut the Write-Your-Own reimbursement rate, which would have had a direct and negative impact on agent compensation and thus on consumers.

“Our annual legislative summit is a key opportunity for PIA members to solidify their relationships with members of Congress, to continue to advance our issues,” said PIA National Vice President of Government Relations Jon Gentile.

“PIA will continue to advocate for policies that help independent insurance agents protect consumers: a strong National Flood Insurance Program and crop insurance program; the strengthening of employer-sponsored healthcare; and opposition to proposals that chip away at the successful state insurance regulatory system,” Gentile said.

The 2019 PIA Federal Legislative Summit begins on the evening of April 2 at the Hilton Crystal City in Arlington, Virginia, PIA National’s headquarters hotel, with an in-depth issues briefing session and Q&A to prepare attendees for their congressional visits. The day ends with a reception for FLS attendees.

On April 3, PIA members will gather for a kickoff breakfast before making their way to Capitol Hill for a day of advocacy visits with their members of Congress. The day ends with a reception on Capitol Hill.

“PIA’s advocacy is based on doing the hard work that produces real results,” said PIA National Executive Vice President & CEO Mike Becker. “Members of Congress who may not be familiar with our issues turn to their independent agent constituents for the expertise they need to craft good legislation and avoid bad proposals. PIA has a proud history of always taking the strongest position to back independent agents, even if that means going at it alone. That kind of advocacy by PIA members and our government relations staff produces positive results for PIA members and for independent agents generally.”

PIA Thanks Our 2019 Federal Legislative Summit Sponsors PLATINUM LEVEL

GOLD LEVEL

6 | March 2019

www.pianet.com | PIA CONNECTION

Image: ©Muni Yogeshwaran/iStockphoto

MEMBERS OF THE NATIONAL ASSOCIATION

CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

PIA MEMBERS ARE PART OF THE SOLUTION AT THE 2019 FEDERAL LEGISLATIVE SUMMIT Thank you for attending the 2019 Federal Legislative Summit (FLS) in Washington, DC! THE PIA FLS IS THE OPPOR-

tunity for independent agents to represent their profession on issues that impact their business. The Government Relations staff at PIA National is your year-round advocate in the halls of Congress, but the FLS gives policymakers and their staffs a chance to hear directly from you, their constituents. 2019 is an especially great year to attend the FLS because there are so many new members of the House of Representatives and Senate, and they all need to be brought up to speed on the issues important to PIA agents.

At this year’s FLS, PIA members will continue to advocate to repeal the Federal Insurance Office (FIO), to protect the vital role that independent agents play in delivering federally-backed crop and flood insurance, and to safeguard the employersponsored healthcare system. In addition, the PIA National Executive Committee led

by PIA National President Keith Savino will present our 2019 Legislator of the Year Award to Representative Billy Long (R-MO) for his longtime leadership on legislation defend independent agent commissions in healthcare.

The PIA FLS is unique in that it is laser focused on making an impact on issues important to agents. While there are plenty of opportunities through receptions to relax and get to know their follow agents, the PIA FLS forgoes the windowdressing in favor of strong and determined advocacy.

PIA National always stands with agents, no matter what. We focus on fighting for agents at every opportunity, often taking tough positions that, as the only group advocating exclusively for independent agents, we must take.

PIA CONNECTION | www.pianet.com

This advocacy leads to results. In recent years at the FLS, PIA members successfully advocated for providing tax relief for agents, including ensuring that independent agency owners qualify for the pass-through deduction; being the only agent association to consistently oppose legislation a to cut agent commissions for selling policies through the National Flood Insurance Program (NFIP); leading the effort to repeal the Federal Insurance

Office; delaying the implementation of the harmful Cadillac tax on some employersponsored healthcare plans; and ensuring a strong crop insurance program in the 2018 Farm Bill.

PIA National is an activist, aggressive grassroots organization of independent insurance agents who are not afraid to take a stand. Thank you for joining us here today at the 2019 FLS and being part of the solution.

CONGRESSMAN BILLY LONG IS PIA’S 2019 LEGISLATOR OF THE YEAR PIA congratulates Congressman Billy Long on being the 2019 Legislator of the Year. Representative Billy Long (R) represents the 7th Congressional District of Missouri in the U.S. House of Representatives. This district includes Springfield, Joplin, and Branson.

First elected to Congress in 2011, Rep. Long now sits on the House Energy and Commerce Committee. There, he serves on three subcommittees: Energy, Communications and Technology, and Health.

Prior to his election to Congress, Rep. Long owned real estate and auction businesses in Missouri.

“Congressman Long works tirelessly for independent insurance agents in Congress,” said Jon Gentile, PIA National’s Vice President of Government Relations. “He has authored legislation that provides that certain compensation for agents and brokers is exempt from the medical loss ratio calculation, which would effectively get independent agents back into the field of selling health insurance.”

Representative Long has been a keen supporter of PIA priorities when it comes to healthcare while in Congress. He not only supports healthcare reform that recognizes the role of independent insurance agents, but in the 115th Congress, he was the primary sponsor of the bill aimed at getting independent insurance agents back into the business of selling more health insurance. The Access to Independent Health Insurance Advisors Act (HR 4575) is a bipartisan piece of legislation that provides that certain compensation for agents and brokers is exempt from the medical loss ratio (MLR) calculation. PIA National helped develop and endorsed Rep. Long’s bill, which he introduced in the House along with Rep. Kurt Schrader (D-OR). The companion legislation in the Senate (S. 2303) was introduced by Senators Johnny Isakson (R-GA) and Chris Coons (D-DE). PIA National will continue to work with Rep. Long and the new 116th Congress to urge action on this issue.

March 2019 | 7

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Flood Insurance Legislative Position HOW YOU CAN HELP AGENTS DELIVER FLOOD INSURANCE TO CONSUMERS SUPPORT a reauthorization of the National Flood Insurance Program (NFIP) that: Recognizes the key role the sales force plays in delivering the program.

Reaffirms the gradual implementation of risk-based rates.

Renews the program long-term and allows changes to be communicated in a timely way to agents and consumers.

Continues grandfathering of rates so that properties can be transferred between owners without coverage disruption or surprise.

Includes a continuous coverage provision so that policyholders can move between the private market and the NFIP without penalty.

X

OPPOSE attempts to cut or cap agent commissions in NFIP reauthorization Agents play a crucial role in explaining this confusing program and servicing their clients during the initial sale and in the aftermath of a flood event.

Cutting commissions will lead to an exodus by the independent agent sales force, which will lead to a decrease in the number of flood policies at a time when Congress must make it a priority to increase the take-up rate for flood insurance.

PIA opposes any legislation that cuts the Write-Your-Own (WYO) reimbursement rate without a protection for agents.

8 | March 2019

For more information on this issue contact Jon Gentile, Vice President, Government Relations jonge@pianet.org | 703-518-1365 www.pianet.com

| PIA CONNECTION

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Insurance Regulation Legislative Position HOW YOU CAN HELP DEFEND STATE INSURANCE REGULATION

SUPPORT legislation to repeal the Federal Insurance Office (FIO).

PIA National supported the “Federal Insurance Office Abolishment Act of 2017” (not yet introduced in the 116th Congress), introduced by Rep. Alex Mooney (R-WV) in the 115th Congress.

The existence of the FIO presents an ongoing threat to the system of state insurance regulation. This legislation will remove this threat and ensure the states remain the exclusive regulators of insurance.

While PIA National has advocated for and continues to seek the full repeal of this office, we support efforts to reform the FIO, particularly if such efforts remove its domestic authority.

Introduce or support legislation in the Senate to either fully repeal, or scale back, the scope and authority of the FIO.

PIA CONNECTION |

For more information on this issue contact Jon Gentile, Vice President, Government Relations jonge@pianet.org | 703-518-1365 www.pianet.com

March 2019 | 9

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Healthcare Legislative Position HOW YOU CAN HELP DEFEND AGENT COMPENSATION SUPPORT healthcare reform that recognizes the value of independent agents Support the introduction of and urge action on the bipartisan Access to Independent Health Insurance Advisors Act (not yet introduced in the 116th Congress), which was introduced in the 115th Congress in the House by Reps. Billy Long (R-MO) and Kurt Schrader (D-OR) and in the Senate by Sens. Johnny Isakson (R-GA) and Chris Coons (D-DE).

This proposed legislation provides that certain compensation for agents and brokers is exempt from the medical loss ratio (MLR) calculation.

Support efforts to ensure that agents are appropriately compensated for their expertise.

HOW YOU CAN HELP DEFEND EMPLOYEE HEALTH PLANS SUPPORT existing legislation to repeal the Cadillac tax Cosponsor and urge action on the bipartisan Middle Class Health Benefits Tax Repeal Act of 2019 (H.R. 748), introduced in the House by Reps. Mike Kelly (R-PA), Joe Courtney (D-CT), Suzan DelBene (D-WA), and Elise Stefanik (R-NY).

The proposed legislation will repeal the harmful Cadillac tax, a 40 percent excise tax on certain employer-sponsored health plans. The implementation of this destructive tax has been pushed back to 2022 due to bipartisan opposition and concern over the economic damage it will cause.

Most health plans in the United States are provided by employers. If this tax were to become law, it would unfairly penalize millions of workers who depend on employer-sponsored health plans. Support this legislation and any effort to permanently repeal this tax.

Introduce or support legislation in the Senate to repeal the Cadillac Tax.

10 | March 2019

For more information on this issue contact Jon Gentile, Vice President, Government Relations jonge@pianet.org | 703-518-1365 www.pianet.com

| PIA CONNECTION

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Crop Insurance Legislative Position HOW YOU CAN HELP DEFEND CROP INSURANCE

X

OPPOSE cuts to the federal crop insurance program With over 290 million acres and 130 different crops protected, crop insurance is a sound investment that helps ensure the production of a stable food, fiber, feed, and fuel supply.

Everyone in the supply chain, from farmers, lenders, and manufacturers to insurance and reinsurance providers and agents, agrees that crop insurance is the centerpiece of agricultural risk management and should not be cut.

Oppose cuts to crop insurance during the budget process, and support a budget that recognizes the importance of crop insurance and the key role that independent insurance agents play in the delivery of this vital program.

PIA CONNECTION |

For more information on this issue contact Jon Gentile, Vice President, Government Relations jonge@pianet.org | 703-518-1365 www.pianet.com

March 2019 | 11

Results

RESULTS ARE IN FROM THE 2019 National Underwriter/PIA Independent Agent Study, conducted by Flaspöhler/NMG Consulting.

Since 2017, PIA National has partnered with the National Underwriter and PC360 to develop to develop insights into the commercial lines segment from the perspective of independent Property & Casualty insurance agents and brokers throughout the United States The survey asks producers for their views on working with commercial carriers, their books of business and the challenges they face. Taken as a whole, the survey comprises a comprehensive view of the successes and challenges of today’s independent insurance agents.

When asked which factors most influence how insurance agents evaluate and select commercial carriers, their top responses (in order) were ‘products and coverage’ followed by ‘responsive service’ and ‘claims management.’

In reviewing the results, Mike Becker, executive vice president & CEO of PIA National, noted: “More than half of the agents participating in the study reported that their commissions increased, and more than one quarter said they remained the same. In addition, more than half who had a decrease said it was relatively modest, between 1% and 5%. This indicates ongoing stability in agent compensation in the current market conditions.”

He added, “When asked to rate their overall level of satisfaction with the P&C carriers they use for commercial lines, agents responding ‘very satisfied’ (36.5%) or ‘somewhat satisfied’ (50.6%) were more than three-quarters of those responding.

FROM THE 2019 NATIONAL UNDERWRITER/ PIA INDEPENDENT AGENT STUDY

WHAT ARE THE TOTAL ANNUAL REVENUES OF YOUR FIRM? $500K TO <$1M 14.5%

$0 TO <$500K

$1M TO <$5M

42.9%

25.7%

$25M OR MORE

$5M TO <$10M

$10M TO <$25M

4.0%

7.6%

5.3%

WHAT ARE THE TOTAL P&C PREMIUMS THAT YOUR FIRM CONTROLS? $5M TO <$10M 16.5%

$0 TO <$5M 56.3%

$10M TO <$50M 12.3%

$50M TO <$100M 6.6%

CONCERN FOR THE FUTURE Agents were asked, what are the top three challenges facing competitors in your industry over the next 3 to 5 years? Open-ended responses indicated a level of concern.

“Changing ecosystem of who an insurance agent is,” one agent noted. “There are less and less small insurance shops, and a growing number of aggregators.”

Other respondents mentioned competition from the internet and carriers themselves.

One respondent described it quite eloquently:

$250M OR MORE

$100M TO <$250M 6.3%

1.9%

85.7 20.1 5.2

THE CAPACITIES IN WHICH RESPONDENTS’ FIRMS DO BUSINESS

%

AGENCY

%

BROKERAGE

%

MGA

Note: Totals more than 100% because some firms operate in more than one capacity.

12 | March 2019

www.pianet.com | PIA CONNECTION

“AGENTS ARE CLEARLY CONCERNED ABOUT THEIR FUTURE: “CHANGING ECOSYSTEM OF WHO AN INSURANCE AGENT IS. THERE ARE LESS AND LESS SMALL INSURANCE SHOPS, AND A GROWING NUMBER OF AGGREGATORS.” — RESPONDENT, 2019 NU/PIA INDEPENDENT AGENT STUDY

“Increased commoditization of insurance products removes the service component strength of local producers.”

Another respondent noted that there is “greater demand for fast quotes in a world that gives customers everything in the snap of a finger. Inability to always provide immediate information because of complexity of commercial insurance.”

POSITIVE NEWS FOR CARRIERS In reviewing the results, Becker noted: “More than half of the agents participating in the survey reported that their commissions increased, and more than one quarter said they remained the same. In addition, more than half who had a decrease said it was relatively modest, between 1% and 5%. This indicates ongoing stability in agent compensation in the current market conditions.”

He added, “When asked to rate their overall level of satisfaction with the P&C carriers they use for commercial lines, agents responding ‘very satisfied’ (36.5%) or ‘somewhat satisfied’ (50.6%) were more than three-quarters of those responding.”

“This indicates that the overall agentcarrier relationship remains positive and stable, though we believe specific aspects of the relationship can be improved, such as digital capabilities. Overall, the survey results show a continuing high level of satisfaction with their carrier relationships and stability in commission compensation with more than half of agents responding reporting an increase in their compensation,” Becker said.

Flaspöhler has long conducted its own larger annual study of agents (the Flaspöhler | NMG Producer Study) on behalf of key P&C carriers, which use the results to help them best meet agent needs. Flaspöhler distributes the expanded questionnaire to NU’s proprietary lists of independent agents nationwide as well as PIA’s national membership, resulting in the most reliable and scientifically sound sample available.

Taken as a whole, the survey comprises CONTINUED ON PAGE 14

PIA CONNECTION | www.pianet.com

WHAT LINES OF BUSINESS DO YOU PRIMARILY WRITE? 72.2%

Commercial Auto

79.3%

Commercial Property

84.3%

Commercial Liability 65.8%

Commercial Umbrella

64.5%

Workers Compensation 19%

Affirmative Cyber

64.2%

Personal Lines Employee Benefits

14.9% 25.3%

Individual Life & Health Specialty 8.3%

OVER THE NEXT 12 MONTHS DO YOU INTEND TO...?

Keep the same carriers I now use

38.1%

Add additional carriers

27.3%

Keep the same number of carriers, but add some and delete others Consolidate my business among fewer carriers

26.6% 8.0%

WHAT IS THE TARGET MARKET FOR YOUR FIRM TODAY AND IN THE FUTURE? Current

60.8%

61.6%

Future

37.7% 29.8% 22.5% 9.6% Large Corporate Risk (Revenues > $750M)

Middle Market (Revenues between $250M–$750M)

Small Commercial (Revenues < $250M)

March 2019 | 13

Results from the 2019 National Underwriter/ PIA Independent Agent Study CONTINUED FROM PAGE 13

“OVERALL, THE SURVEY RESULTS

a comprehensive view of the successes and challenges of today’s independent insurance agents.

“Overall, the study show a continuing high level of satisfaction with their carrier relationships, and stability in commissions compensation with more than half of agents reporting an increase in their compensation,” said Mike Becker.

Rosalie L. Donlon, Editor-in-Chief of the National Underwriter, concurs. “The challenges noted by the 2019 respondents are similar to the answers in previous surveys. Over the three years we’ve been doing this survey, there have consistently been some tensions, although there is good news in the overall relationship between carriers and agents.”

Several respondents noted that they see increased competition from some carriers going direct to clients instead of through the traditional agent channel. As one respondent said, “Carriers that do not focus on [the] independent agency channel pose a direct threat.” And several respondents said the marketing support they received from some carriers has been cut back, if not completely eliminated. Even with access to social media, these smaller agents say they are finding it difficult to market themselves in a costeffective manner.

OVERALL LEVEL OF SATISFACTION WITH P&C COMMERCIAL LINES

SHOW A CONTINUING HIGH LEVEL OF SATISFACTION WITH THEIR CARRIER RELATIONSHIPS, AND STABILITY IN COMMISSION COMPENSATION WITH MORE THAN HALF OF AGENTS RESPONDING REPORTING AN INCREASE IN THEIR COMPENSATION.” — MIKE BECKER, EXECUTIVE VICE PRESIDENT & CEO, NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS (PIA)

OVER THE LAST 3 YEARS, HAVE YOUR COMMISSIONS/FEES IN COMMERCIAL LINES...

INCREASED 54.7%

VERY SATISFIED 36.5%

20% OR MORE 10.9%

SOMEWHAT SATISFIED 50.6%

10 TO 15% 20.3%

STAYED THE SAME

VERY DISSATISFIED

32.4%

NEUTRAL

0.8%

SOMEWHAT DISSATISFIED

8.4%

5 TO 10%

32.4%

35.5%

3.7%

MOST IMPORTANT FACTORS WHEN SELECTING AND EVALUATING A COMMERCIAL CARRIER: 1. PRODUCTS AND COVERAGE 2. RESPONSIVE SERVICE 3. CLAIMS MANAGEMENT 4. UNDERWRITING PROCESS 5. FINANCIAL STRENGTH 14 | March 2019

20% OR MORE DECREASED 12.9%

1 TO 5% 33.3%

6.1%

10 TO 15% 9.1%

5 TO 10% 27.3%

1 TO 5% 57.6%

www.pianet.com | PIA CONNECTION

REGULATORY UPDATE

By Lauren G. Pachman, Esq.

STATES ENACT DATA SECURITY MEASURES THE NATIONAL ASSOCIATION OF INSURANCE

Commissioners (NAIC) Insurance Data Security Model Law (#MDL668) was finalized in October 2017 and subsequently passed in South Carolina, Ohio, and Michigan. Moreover, the NAIC model borrowed heavily from the New York Department of Financial Services Cybersecurity Regulation (23 N.Y.C.R.R. Part 500). The NAIC’s passage of MDL-668 set the stage for several state legislatures to include it on their 2018 legislative calendars.

PIA National spent much of 2018 keeping an eye on state houses around the country, and, in May, South Carolina passed its own version of the NAIC model, which was quickly signed into law by its governor, Henry McMaster. South Carolina was the first state to pass the NAIC model, but Ohio and Michigan followed suit in December 2018.

The New York regulation was passed after the development of the NAIC Model Law had begun, but the NAIC, in activity led by South Carolina Insurance Director Ray Farmer, substantially revised its draft model to comport with 23 N.Y.C.R.R. Part 500 in significant ways. As a result, the NAIC model, and likewise the South Carolina law, both look more like 23 N.Y.C.R.R. Part 500 than they otherwise would.

The NAIC model only matters insofar as it is adopted by states, so let’s examine how the states that have passed the model have treated it so far, , beginning with South Carolina.

SOUTH CAROLINA South Carolina was the first state to pass the NAIC model as its own insurance-specific data security law, known in South Carolina as the South Carolina Insurance Data Security Act (H.B. 4655). The South Carolina law went into effect at the beginning of 2019, and its compliance requirements will be in full effect beginning on July 1, 2020.1 Like the NAIC model, the South Carolina law applies to all “licensees,” which are defined as insurers, insurance agents, and other licensed entities (agencies, brokers, carriers, etc. that are licensed to conduct insurance business in South Carolina).

The South Carolina law requires its “licensees” to: • Develop, implement, and maintain a comprehensive information security program that contains safeguards to protect nonpublic information and the licensee’s information system (by July 1, 2019) • Perform a risk assessment that includes determining whether it is appropriate to implement protections like multifactor authentication, regular penetration testing, and the encryption Source: https://datamatters.sidley.com/south-carolina-becomes-the-first-stateto-enact-the-national-association-of-insurance-commissioners-naic-insurancedata-security-model-law/

1

PIA CONNECTION | www.pianet.com

of data at rest • Require third-party service providers to create security measures to protect information systems and personal information (by July 1, 2020) • Report data security breaches within 72 hours of the breach, if it affects 250 or more residents of South Carolina • Create minimum requirements for boards of directors in South Carolina to oversee the development and implementation of a cybersecurity program, like requiring the licensee’s executives to report in writing to the board the status of the entity’s information security program • Carriers that already comply with the cybersecurity provisions of the Health Insurance Portability Accountability Act (HIPAA) are exempt from the South Carolina law, if they give the South Carolina Department of Insurance a written statement of HIPAA compliance.

Shortly after its passage in South Carolina, Ohio and Michigan moved to adopt their versions of the NAIC model. Full summaries and an analysis of those states’ legislation will appear in next month’s PIA Connection. ***** Protecting consumers from data breaches is a priority for PIA National and our members. Insurance is regulated at the state level for good reason: no one knows policyholders and their needs better than the agents who serve them, and state legislators and regulators will always have a thorough understanding of local insurance issues.

Insurance agents’ and their agencies’ available resources vary greatly across the country; the biggest benefit of having this issue regulated at the state or local level is the degree of understanding and flexibility each state has thus far been willing to demonstrate to the agents doing business in that state.

All that said, PIA National supports flexible, risk-based proposals that include practical, scalable requirements for small businesses and a harm trigger that recognizes the risks to consumers and to independent agencies if a material breach were to occur. We are eager to continue to work with state legislatures across the country to produce cybersecurity laws that are practical and useful for agents, consumers, and regulators.

Lauren G. Pachman, Esq. is Counsel and Director of Regulatory Affairs of PIA National.

Next month in PIA Connection: Ohio and Michigan adopt versions of the NAIC model law.

March 2019 | 15

$

AGENCY MARKETING

By Donna Gray

USING CYBERSECURITY TRENDS TO BOOST SALES EVERY CLIENT INTERACTION

can’t be a sales call in the traditional sense, but you should be framing every touchpoint as an opportunity to reinforce your position as the best insurance resource for the long run. This requires you to be the client’s sentinel for all things risky.

Given today’s cybercrime environment, one of the key areas you should be highlighting is security trends and regulation.

This doesn’t mean you have to become fully versed in every aspect of cybersecurity, but you do need to position yourself as the information gatekeeper. This not only assures clients that their interests are always being monitored, but it frames your agency as a forward-thinking, engaged partner.

HIGHLIGHT THE BIGGEST THREATS What are some of the next cybercrime trends you should be sharing with your clients to position yourself as a knowledgeable, involved cybersecurity expert? Of course, there is always a running list of risks you should be monitoring, but you need to be certain some of the biggest threats are featured. In 2016, pfishing1 was a marked trend, while 2017 was noteworthy for ransomware2 attacks. So, what’s on the radar for 2019 and beyond?

1 https://www.csoonline.com/article/2117843/ phishing/what-is-phishing-how-this-cyber-attackworks-and-how-to-prevent-it.html 2 https://www.csoonline.com/article/3236183/ ransomware/what-is-ransomware-how-it-worksand-how-to-remove-it.html

16 | March 2019

• Cryptojacking3 attacks. This occurs when criminals hijack computers to search for cryptocurrencies, mostly bitcoins. Unfortunately, cryptojacking uses JavaScript, the code used to run nearly every website, and the inbrowser mining code just runs. There is no need to install it and no need to opt in. Anyone who loads the page is exposed. Over 50,000 websites4 already contain the malicious coding, and hijackers are becoming so advanced that they may soon target smart devices, such as televisions or mobile phones. The trend could also lead to new types of ransomware focused on blackmailing bitcoin.

While cryptojacking doesn’t aim to destroy or steal information from the victim’s computer—its main goal is to mine currency—it can cause the computer to slow due to the additional processing load or can even overheat the processor, leading to computer freezes, sudden shutdowns, or hardware damage, according to maketecheasier.com5. That means even if your client isn’t active in bitcoin, they can still be impacted.

• Internet-of-Things (IoT) vulnerability. Clients continue to rely on a growing list of everyday devices connected to the internet. In fact,

3 https://hackerbits.com/programming/what-iscryptojacking/ 4 https://www.hornetsecurity.com/en/securityinformation/cybercrime-trends-2018 5 https://www.maketecheasier.com/protectyourself-from-cryptojacking/

the analyst firm Gartner6 says IoT devices will outnumber the world’s population this year for the first time and predicts that nearly 20 billion IoT-connected devices will be online by 2020.

Unfortunately, it’s a dangerous assumption by too many that manufacturers have built their devices—from security cameras and thermostats, to elevators and routers—with up-to-date safety measures. Even those initially launched with strong safeguards must have reliable methods for updates.

What are some simple IoT fixes7 listed by malwarebytes.com that you can recommend to clients today?

• Force a credential change at the point of setup (i.e., devices will not work unless the default credentials are modified).

• Require https if there’s web access.

• Remove unneeded functionality.

• New cybersecurity regulations.

Since 1999, the Gramm-Leach-Bliley Act8, also known as the Financial Services Modernization Act of 1999, has required banks and insurers to safeguard sensitive data. However, 6 https://www.zdnet.com/article/iot-devices-willoutnumber-the-worlds-population-this-year-forthe-first-time/ 7 https://blog.malwarebytes.com/101/2017/12/ internet-things-iot-security-never/ 8 https://www.ftc.gov/tips-advice/businesscenter/privacy-and-security/gramm-leach-blileyact

www.pianet.com | PIA CONNECTION

Image: ©turk_stock_photographer/iStockphoto

CRYPTOJACKING cryp·​to·​jack·​ing | \ ‘krip-tō-‘ja-kiŋ the secret use of your computing device to mine cryptocurrency

it’s expected that legislators will continue to amplify regulations in the years ahead. In 2017 alone, more than 240 bills or resolutions related to cybersecurity were introduced in at least 42 U.S. states.

Many consider New York to be leading the charge. Bankers and insurers nationwide are keeping a close eye on the Empire State, where new regulations introduced in March 2018 require specific cybersecurity measures9 for organizations operating within the financial services industry. This includes: • A formal cybersecurity program outlined in writing.

• Installation of a chief information security officer (CISO).

• Risk assessment testing.

• Use of multi-factor authentication.

• Staff awareness training.

• An incident response plan.

• Required notification to the New York Department of Financial Services (NYDFS) within 72 hours of a hack or breach.

Also noteworthy is the General Data Protection Regulation10 (GDPR) imposed by all 28 nations in the European Union. Not only does it

9 http://www.businessinsider.com/new-yorkcybersecurity-regulations-protect-wallstreet-2018-2 10 https://www.csoonline.com/ article/3202771/data-protection/general-dataprotection-regulation-gdpr-requirementsdeadlines-and-facts.html

PIA CONNECTION | www.pianet.com

require businesses to protect the personal data and privacy of EU citizens for transactions occurring within the EU, but also regulates the export of personal data outside of the EU. What makes this legislation particularly daunting is the scope of data protected. While U.S. regulations tend to focus more narrowly on financial or health information, the GDPR defines “personal information” as anything that could be used to identify a person, including but not limited to: Web data, such as location, IP address, cookie data and RFID tags; health and genetic data; biometrics; race or ethnicity; political affiliations or sexual orientation.

SELL KNOW-HOW & POLICIES WILL FOLLOW

your radar as an agent. And because cyber risks are ever-present and ever-evolving, they provide an excellent opportunity for ongoing dialogue, detailed discussion and appreciated follow-up.

There may be other trends or emerging risks that you want to share with clients as well. As with cybersecurity, the goal should always be to lead with the information — the opportunity for a sales pitch will naturally follow. Anyone can sell insurance; only leaders sell expertise.

Donna Gray is executive director of the American Insurance Marketing and Sales (AIMS) Society, a nonprofit education organization that administers the Certified Professional Insurance Agent (CPIA) professional designation. The AIMS Society recently released a new course on the insurance implications of cyber security.

Those are just three of the larger cybersecurity trends that should be on

MORE MARKETING SUPPORT FROM PIA PIA members have access to a wealth of marketing tips in past and present issues of the annual PIA Agency Marketing Guide. Read them all at www.PIAAgencyMarketingGuide.com.

Strategies to Help Your Agency Grow

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March 2019 | 17

PIA MEMBER BENEFIT SPOTLIGHT

PROTECT YOUR CLIENTS WITH PIA’S CYBER INSURANCE PROGRAM PIA members can sell the same great PIA cyber insurance coverage that many have already purchased for their own agency.

Protect Your Clients With PIA’s Cyber Insurance

PIA’S CYBER INSURANCE IS THE FIRST

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PIA members who sell the PIA cyber insurance receive 12.5% in sales commission.

Start protecting your clients today. Visit: www.pianet.com/sellcyber Haven’t purchase cyber insurance for your agency yet? Contact your local PIA affiliate at www.pianet.com/LocalAssociations.

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18 | March 2019

www.pianet.com | PIA CONNECTION

THE SETTLEMENT AC

L E PAR

TN ER

president Ken Bessette, who retired a few years ago, has been keeping busy. Ken has written a novel which was released in March, The Settlement. It’s the fast-paced tale of four middleaged Italian woman who conspire in a most unique way to get revenge on a corrupt politician. The ladies bring ingenuity to a new level in creating an elaborate sting to get Mayor Michael Crotty out of office and into jail. Assembling and directing a disparate cast of quirky characters, they turn settling a score into an art form.

Ken Bessette began creative writing as an English major and writers’ forum member in Upstate New York. His interest in being a novelist was piqued after participating in an all-night poker game with author, James Dickey, of Deliverance fame. Bessette later earned a masters degree while teaching high school English and wrote his first novel after enduring too many harsh New York winters and moving to South Florida.

Much of his earlier creative writing came as a cruciverbalist (from Latin “crux” = cross and “verbum” = word). His crossword puzzles have appeared in national syndications, as well in the New York Times, the Wall Street Journal, the LA Times, and USA Today.

The early reviews have been outstanding. The Settlement is available now at blackopalbooks.com (click on the catalog link) in print, or eBook as well as on Amazon (Kindle), Barnes & Noble (Nook) as well as Smashwords, iTunes and KOBO.

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PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for 5 issues. To learn more and get a contract, to inquire about |display advertising, PIAorCONNECTION www.pianet.com please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

March 2019 | 19

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

PIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

Insurance Agents & Brokers of Maryland 5050 Ritter Rd, Mechanicsburg, PA 17055-0763 PHONE: (717) 795-9100 | FAX: (717) 795-8347 e-mail: iab@iabforme.com | Web Site: www.iabforme.com

PIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

MASSACHUSETTS

PENNSYLVANIA

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

MICHIGAN

PUERTO RICO & CARIBBEAN

Michigan PIA, P.O. Box 99579 Troy, Michigan, 48099 PHONE: (616) 454-4461 | FAX: (616) 454-4491 e-mail: inquiry@mipia.com | Web Site: www.mipia.com

PIA of Puerto Rico and the Caribbean Inc KOI Building, Urb. Muñoz Rivera, Acuarela Street, 3A, Office G – 10, Guaynabo, PR 00969 PHONE: (787) 387-9696 | FAX: (787) 792-4745 e-mail: administration@piaofpr.org | Web Site: www.piaofpr.org

ARKANSAS PIA of Arkansas Inc. 10801 Executive Center Drive, Suite 207, Little Rock, AR 72211 PHONE: (501) 225-1645 | FAX: (501) 225-2550 e-mail: evp@piaar.com | Web Site: www.piaar.com

CA/NV/AZ/NM PIA Western Alliance, 3205 Northeast 78th St #104, Vancouver, WA 98665 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

COLORADO

MINNESOTA

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

PIA of Minnesota, 8646 Eagle Creek Circle, Suite 202, Savage, MN 55378 PHONE: (866) 694-7070 | FAX: (866) 749-8678 e-mail: info@piamn.com | Web Site: www.piamn.com

CONNECTICUT

MISSISSIPPI

PIA of Connecticut, P.O. Box 997, Glenmont, NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

PIA Southern Alliance, 3805 Crestwood Pkwy. NW, Ste. 140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

DELAWARE

MISSOURI

PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

Missouri Association of Insurance Agents 3315 Emerald Lane, Jefferson City, MO 65109-6878 PHONE: 573-893-4301 | FAX: 573-893-3708 e-mail: mbarton@moagent.org | Web Site: www.missouriagent.org

FLORIDA PIA of Florida, Inc., 311 East Park Avenue, Tallahassee, FL 32301 PHONE: (850) 893-8245 | (800) 277-1171 FL only | FAX: (850) 893-8316 e-mail: piafl@piafl.org | Web Site: www.piafl.org

MONTANA

RHODE ISLAND PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

SOUTH CAROLINA PIA of South Carolina, PO Box 6167, Columbia, SC 29260 PHONE: (803) 772-0557 | (888) 742-6372 | FAX: (803) 772-0846 e-mail: PIASC@piasc.net | Web Site: www.piasc.net

SOUTH DAKOTA PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

TENNESSEE

PIA Western Alliance, 3205 NE 78th St Ste 104, Vancouver, WA 98665-0697 PHONE: (888) 246-4466 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

PIA of Tennessee Inc 504 Autumn Springs Court Suite A-3, Franklin, TN 37067 PHONE: (615) 771-1177 | FAX: (615) 771-3456 e-mail: piatn@piatn.com | Web Site: www.piatn.com

NEBRASKA/IOWA

TEXAS

HAWAII

PIA of Nebraska/Iowa, 920 South 107th Avenue, Suite 305, Omaha, NE 68114 PHONE: (402) 392-1611 | FAX: (402) 392-2228 e-mail: cathy@pianeia.com | Web Site: www.pianeia.com

PIA of Texas 5605 N. MacArthur Blvd. Suite 1000, Irving, TX 75038 PHONE: (972) 862-3333 | FAX: (972) 307-7888 e-mail: vicki@piatx.org | Web Site: www.piatx.org

PIA of Hawaii, 1247 Kelewina St. Kailua, HI 96734 PHONE: (808) 261-9460 | FAX: (808) 262-5355 e-mail: piahi@hawaiiantel.net | Web Site: www.piahawaii.com

NEW HAMPSHIRE

UTAH

PIA of New Hampshire, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

Utah Association of Independent Insurance Agents 4885 S. 900 E., Suite 302, Salt Lake City, UT 84117 PHONE: (801) 269-1200 | FAX: (801) 269-1265 e-mail: ctimothy@srvins.com | Web Site: www.uaiia.org

GEORGIA PIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096 PHONE: (770) 921-7585 | FAX: (770) 921-7590 e-mail: info@piasouth.com | Web Site: piasouth.com

ILLINOIS PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

INDIANA PIA of Indiana, 50 E. 91 Street Ste. 207 Indianapolis, IN 46240 PHONE: (317) 899-9200 | FAX: (317) 493-0408 e-mail: info@piaindiana.com | Web Site: www.piaindiana.com

KANSAS

NEW JERSEY PIA New Jersey, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

NEW YORK PIA New York, P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

VERMONT PIA of Vermont P.O. Box 997, Glenmont NY 12077-0997 PHONE: (800) 424-4244 | FAX: (518) 434-2342 e-mail: pia@pia.org | Web Site: www.pia.org

VIRGINIA/DC

NORTH CAROLINA

PIA Assn of Virginia & DC 8751 Park Central Dr., Ste 140, Richmond, VA 23227 PHONE: (804) 264-2582 | FAX: (804) 266-1075 e-mail: kevin@piavadc.com | Web Site: www.piavadc.com

KENTUCKY

PIANC, PO Box 1387 Davidson, NC 28036 PHONE: (704) 534-2338 e-mail: jim@pianc.net | Web Site: www.pianc.net

WASHINGTON/ALASKA

PIA of Kentucky, P.O. Box 4205, Frankfort, KY 40604-4205 PHONE: (502) 875-3888 | FAX: (502) 227-0839 e-mail: clemay@piaky.org | Web Site: www.piaky.org

NORTH DAKOTA

Kansas Association of Professional Insurance Agents 216 SW 7th Ave, Topeka, KS 66603 PHONE: (785) 232-4143 | FAX: (785) 232-0272 e-mail: pia@pia.kscoxmail.com | Web Site: www.kansaspia.org

LOUISIANA PIA of Louisiana Inc. 4021 W. E. Heck Ct., Building K, Baton Rouge, LA 70816 PHONE: (225) 766-7770 | (800) 349-3434 LA only | FAX: (225) 766-1601 e-mail: jody@piaoflouisiana.com | Web Site: www.piaoflouisiana.com

MAINE Maine Insurance Agents Association 17 Carriage Lane, Hallowell, ME 04347 PHONE: (207) 623-1875 | FAX: (207) 626-0275 e-mail: lisa@maineagents.net | Web Site: www.meiaa.com

20 | March 2019

PIA of North Dakota 1211 Memorial Hwy Holiday Park Office #6, Bismarck, ND 58504-5213 PHONE: (701) 223-5025 | (800) 733-1050 ND&MN only FAX: (701) 223-9456 | e-mail: info@piand.com Web Site: www.piand.com

OHIO

PIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665 PHONE: (360) 571-7100 | FAX: (360) 571-7600 e-mail: piawest@piawest.com | Web Site: www.piawest.com

WEST VIRGINIA PHONE: (703) 836-9340 | FAX: (703) 836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.com

WISCONSIN

Ohio Insurance Agents Association, Inc., 600 Cross Pointe Road, Gahanna, OH 43230 PHONE: (614) 552-8000 | (800) 555-1742 | FAX: (614) 552-0115 e-mail: OIA@ohioinsuranceagents.com | Web Site: www.ohioinsuranceagents.com

PIA of Wisconsin, Inc., 6401 Odana Road, Madison, WI 53719-1126 PHONE: (608) 274-8188 | (800) 261-7429 | FAX: (608) 274-8195 e-mail: rvonhaden@piaw.org | Web Site: www.piaw.org

OKLAHOMA

WYOMING

PHONE: 703-836-9340 | FAX: 703-836-1279 e-mail: membership@pianet.org | Web Site: www.pianet.org

Assoc. of Wyoming Ins. Agents, PO Box 1321, Cheyenne, WY 82003 PHONE: (307) 201-4801 | FAX: (775) 796-3122 e-mail: awia@vcn.com | Web Site: www.awia.com

www.pianet.com | PIA CONNECTION

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✦✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive!

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦✦ DOCIT FOR AGENTS. Align applicants with the right carrier early in the auto quoting process with DocIT for Agents’ online database of driver violation data. ✦✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates.

✦✦ CYBER 101: Cyber education for you and your clients. ✦✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER: Stay ahead of online competition in commercial lines. ✦✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability. Includes tools for improving retention, sales and account-rounding. ✦✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want.

✦✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. ✦✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan. ✦✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. ✦✦ PRESCRIPTION DISCOUNTS. Save money on prescriptions not covered by insurance. Available to PIA members and their clients. ✦✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press. ✦✦ Free subscriptions to industry publications.

LEGISLATIVE & REGULATORY OUTREACH ✦✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. www.piagrassroots.com ✦✦ PIA FEDERAL LEGISLATIVE SUMMIT. Every spring, PIA members visit Capitol Hill to meet with their elected representatives. www.piafls.com ✦✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, pro-business perspective and who support our issues. www.piapac.com

✦✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers.

Learn more about these PIA National member benefits at www.pianet.com.

PIA CONNECTION | www.pianet.com

March 2019 | 21

THANK YOU TO OUR 2018 CHAIRMAN’S CHALLENGE STATES 2018 CHAIRMAN’S CHALLENGE STATES: 1. Florida 2. Kansas 3. Kentucky 4. Louisiana 5. Michigan 6. Minnesota

7. Nebraska/Iowa 8. New Jersey 9. New York 10. North Dakota 11. Virginia/DC 12. Wisconsin

*The Chairman’s Challenge is a way to generate support for PIAPAC among affiliate boards of directors by requiring 100% participation among their leadership.

THANK YOU TO OUR 2018 TOP INDIVIDUAL DONORS 2018 TOP DONORS: PLATINUM LEVEL: 1. Craig Reynolds (ND) 2. Richard Sager (ND) 3. Wayne White (AR)

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GOLD LEVEL: Walter Johnson (ND) Liz Luce (WY) Sue Peachey (KS) June Taylor (TN)

SILVER LEVEL: 1. Gary Blackwell (ME) 2. Shane Larck (ND) 3. Dennis Overland (MN) 4. James Percy (ID) 5. Tim Russell (CT) 6. Richard Sirek (NE) 7. Jon Black (CT)

*If you would like more information on PIAPAC or to contribute please contact Jessica Carlton at jessicaca@pianet.org.

22 | March 2019

www.pianet.com | PIA CONNECTION

YOU PROVIDE THE EXPERTISE. W E P R OV I D E T H E AG E N T S U P P O RT, INNOVATIVE PRODUCTS AND OUTSTANDING CLAIMS SERVICE.

W E ’ V E G OT THI S. At RCIS, we value our crop insurance agents. You receive excellent support and service, innovative private insurance coverages and advanced tech tools for enhanced speed, accuracy and convenience.

We invest in you—and in the growth of your business.

Contact an RCIS field representative or visit RCIS.com today.

RCIC is an equal opportunity provider. In accordance with Federal law and U.S. Department of Agriculture (USDA) civil rights regulations and policies, the USDA, its Agencies, offices, and employees, and institutions participating in or administering USDA programs are prohibited from discriminating on the basis of race, color, national origin, religion, sex, gender identity (including gender expression), sexual orientation, disability, age, marital status, family/parental status, income derived from a public assistance program, political beliefs, or reprisal or retaliation for prior civil rights activity, in any program or activity conducted or funded by USDA (not all bases apply to all programs). Some products not available in all states or counties. This is intended as a general description of certain types of insurance and services available to qualified customers provided solely for informational purposes. Coverage is underwritten in all states by Rural Community Insurance Company, Anoka, MN except in Montana where hail coverage is underwritten by Tri-County Farmers Mutual Insurance Company, Malta, MT. Nothing herein should be construed as a solicitation, offer, advice, recommendation, or any other service with regard to any type of insurance product or services. Your policy is the contract that specifically and fully describes your coverage, terms and conditions. The description of the policy provisions gives a broad overview of coverages and does not revise or amend the policy. Coverage may vary by state. Coverages and rates are subject to individual insured meeting our underwriting qualifications and product availability in applicable states. RCIS is a registered trademark of Rural Community Insurance Company. © 2018 Rural Community Insurance Company. All rights reserved.

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com.

©2019 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

Insurance plans protected U.S. Patent No. 7,908,157.