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OUR MISSION TO YOU

Since 1897, OIA has championed independent agents, serving as their trusted advisor and advocate We are dedicated to promoting, progressing, and protecting the professional expertise that only you the independent agent can provide

With a team boasting over 300 years of combined insurance experience, we understand your challenges because we’ve been in your shoes Many of our staff have worked in agencies and carriers, bringing firsthand knowledge to help your business thrive

Our team develops resources that are designed with your agency in mind Whether you need guidance on daily operations, professional development, HR support, or market access opportunities, we provide the tools to keep you ahead

As an OIA member, you also gain access to essential industry updates, best practices, and a powerful support network allowing you to focus on what matters most: serving clients, empowering your team, and strengthening your community

At OIA, our focus is you the independent insurance agent. As your advocate, trusted advisor, and strategic partner, we’re dedicated to helping you thrive.

Letter from the OIA Board Chair

Andy Stephey, AFIS, CIC, CRM, LUTCF | UIS Insurance and Investments OIA Board Chair

2026 is already shaping up to be a pivotal year for independent agents, with rapid movement on key legislation that could directly impact our businesses and the way we serve our clients across Ohio

Day to day, I serve as Owner and Vice President of Sales and Marketing at UIS Insurance and Investments in Tiffin, Ohio My career in insurance began on the front lines in the mid-1990s, where I quickly learned the value of trusted advice, strong relationships, and advocacy that protect the communities we strive to support.

While my service on the OIA Board formally began in 2021, I’ve witnessed the impact of this association long before stepping into a leadership role

OIA has consistently been a steady, credible voice for independent agents whether at the Ohio Statehouse, on Capitol Hill, or in conversations that shape the future of our profession

That advocacy is more critical than ever I’m proud to share that last year marked a recordbreaking fundraising year for both OIAPAC and InsurPAC, strengthening our ability to advance legislation and ensure independent agents are represented where decisions are made. These investments don’t just address today’s challenges they help safeguard our profession for years to come

As I step into the role of Board Chair, I’m energized by the focus, momentum, and commitment I see across the association OIA remains

unwavering in its mission to promote, progress, and protect independent agents, and I’m honored to serve alongside leaders who are deeply invested in the future of our industry.

Together, we will continue advocating for your agency, your employees, and the communities you serve and encourage you to participate in the different events offered by the OIA throughout the year

MARKET ACCESS

OIA has invested in Independent Market Solutions (IMS) for members to gain more carrier appointments and become an IMS sub-producer. Participate in earned contingencies, receive competitive commissions, and own 100% of the expirations.

NETWORKING AND EVENTS

OIA is back on the road! From regional advocacy events and in person education opportunities to our annual conference, IACON, we’re connecting agents, carriers, and state legislators across Ohio Wherever the conversation is happening, OIA is there bringing the IA system together Take a look at our upcoming schedule:

Big “I” Legislative Conference (4/22-24) - Mock Trial (6/16) - IACON26 (9/29-30)

EDUCATION OPPORTUNITIES

OIA members have free access to a fully-equipped library of CEeligible courses. From ethics, errors and omissions risks, flood, and more, OIA’s Learning Portal is the one-stop shop for Ohio’s agents.

P&C Pre-Licensing Courses - Webinar Wednesdays - Training Resources

RESOURCES, GUIDES, AND REPORTS

OIA and Big “I” memberships deliver exclusive reports, insights, and tools to help your agency thrive From Agency Compensation Reports to Carrier Satisfaction Surveys, members gain access to resources that strengthen agency operations and carrier relationships. Plus, legal and compliance support, hiring and recruitment tools, vendor discounts, and emerging AI technology resources all designed to help your agency work smarter and grow stronger.

Not seeing exactly what your agency needs? Let us know. With over 300 years of combined experience supporting Ohio’s independent agency system, our team is here to help whether that means pointing you in the right direction or finding the right solution for your agency.

INSURANCE SERVICES FOR YOUR AGENCY

Members continue to have access to OIA-exclusive insurance programs designed to better protect agents With the markets available through OIA and as the agent’s agent, we can help find solutions to address your insurance coverage requirements at a competitive price

Our carriers are highly Errors and Omissions Insurance - Cyber Liability - Worke

POLITICAL ADVOCACY

Through open dialogue with OIA members, along with efforts led by our Government Affairs team and the volunteer leaders of the Political Action Committee, OIA members have advanced legislation to extend nonrenewal notices, establish online auto verification, and advocate for leaders who will look out for the best interest of the IA system Have feedback? We want to hear from you!

FOUNDATION SCHOLARSHIPS

The OIA Foundation Scholarship is available to apply for reimbursement toward professional designations, OIA-sponsored conference attendance, internships, and more for members, up to $2,500 In 2025 alone, $35,000 in funds were awarded to Ohio agents

PUBLIC RELATIONS SUPPORT

As a member of OIA, you also have access to resources from Trusted Chioce Earn local media attention and tell your agency’s story with free PR resources to help independent agents build visibility, credibility, and trust in their communities.

Message from OIA Membership Director

Jodie Shaw, OIA Director of Business Development

2026 is already off to a strong start in advancing the independent agent, and OIA is focused on delivering real, tangible value to our members

One of the most exciting developments so far has been expanded market access through our partnership with Independent Market Solutions (IMS) OIA members now have access to seven regional and Ohio-domiciled carriers with additional options on the horizon providing more flexibility and opportunity to better serve clients in an evolving marketplace

OIA events are back on the road as well! We’ve already hosted two advocacy events this year in Tiffin and Versailles, bringing agents together with state legislators for meaningful, face-to-face dialogue Several additional stops are planned throughout the year, and we value these opportunities to ensure the independent agent perspective is heard where it matters most

Beyond events and advocacy, OIA and the Big “I” continue to deliver resources designed to strengthen your agency’s operations. By renewing your OIA membership, you’ve maintained access to OIA-developed compensation data, carrier satisfaction reports, practical agent guides, and best-in-class industry research from our team and partners In addition, the OIA Foundation Scholarship continues to support our members. $35,000 was awarded last year alone to support professional designations, conference attendance, internships, and other career-building

opportunities for OIA members and their staff

We have a lot planned for the year ahead, and staying connected is key in order to maxmize your membership benefits

To ensure your entire team receives timely industry updates, education opportunities, and association communications, we encourage you to share an updated staff roster with our team Rosters can be submitted by emailing our team at oia@ohioinsuranceagents com or by calling (800) 555-1742

At OIA, your future is our focus. We remain committed to positioning independent agents for long-term success and ensuring the association continues to meet you where you are today and into the future

A Volunteer Leader

The Ohio Insurance Agents Advocacy Committee (OIA PAC) plays a vital role in advocating for independent insurance agents by influencing legislation, regulations, and industry policies The committee strengthens agents' political influence by supporting pro-business candidates and maintaining a competitive insurance marketplace Key responsibilities include shaping OIA’s advocacy agenda, analyzing legislative and regulatory issues, guiding PAC contributions, and increasing fundraising efforts

Members include: Jeff Sargeant, Diane Keil-Hipp, Meghan Griffith Ragozzino, Patrick Bacon, Nick Bertke, Bill Bishop, Cameron Caryer, Janie Geis, Eric Harmon, Dale Kaprosy, Michael Keenan, Aaron McElwain, Talbott Moon, Nick Roach, and Mark Willis

The Carrier Relations Committee works to strengthen the relationship between independent agents and insurance carriers Its key responsibilities include identifying opportunities to enhance company relationships, monitoring changes that impact agent-carrier dynamics, providing input on industry issues, conducting research on carrier concerns, engaging with high-level carrier representatives, and analyzing survey results to improve partnerships Members include: Bill Brooker, Greg Carr, John Ferneding, Scott Krebs, Brandon Morgart, Rob Strachan, Shelley Taylor, Jay Wenger

F I N A N C E & B U D G E T C O M M I T T E E

The Finance and Budget Committee ensures the financial health and stability of the organization by overseeing investments, budgets, audits, and financial policies It acts as a steward of financial resources, maintaining adequate funding for member services and long-term sustainability This committee reviews financial statements, investment portfolios, tax returns, and corporate insurance policies, as well as assessing budget alignment with strategic objectives and recommending necessary adjustments to the Board of Directors

Members include: Colleen Heister-Miles, Justin Buren, Kelley Culley, Meghan Griffith Ragozzino, Eric Stolly, Kimberly Hilvers, and Andy Tomlinson

The Governance Committee ensures strong leadership and effective governance by identifying, developing, and supporting future leaders within OIA It maintains a transparent leadership selection process based on competencies and strategic alignment Key responsibilities include recruiting and nominating board candidates, overseeing leadership development, reviewing bylaws and policies, addressing ethical concerns, and selecting award winners The committee also evaluates board positions and governance structures to support OIA’s mission and success Members include: Steve Brown, Brent Phelan, Perk Reichley, Tom Sarno, and Matt Simon

I N N O V A T I O N C O M M I T T E E

New in 2025, the OIA Innovation Committee will focus on enhancing industry knowledge and business opportunities for independent agents by identifying and evaluating innovative solutions The committee will gather insights on industry trends, analyze potential solutions, explore investment opportunities to strengthen the independent agency system, and identify diverse business prospects for members and OIA

Members include: Adam Anspach, Chris Pipes, Amy Amstutz, Tyler Copeland, Tiffany Morgan, Brad Kernan, Brandon Rapp, Michael Sarno, and Brian Ogle

N E X T G E N A G E N T S A D V I S O R Y C O M M I T T E E

The Next Gen Agents Advisory Council serves as a voice for emerging professionals in the industry, providing insights to enhance OIA’s resources and initiatives It fosters member engagement, networking, and leadership development while advising the Board and staff on the needs of the next generation of insurance professionals Key goals include identifying career development opportunities, expanding member resources, and cultivating future industry leaders

Members include: Amanda Phelan, Adam Augspurger, Matt DeVries, Kendra Garrett, MacGregor Howey, Rick Jackson, Logan Kirk, Cassie Maddux, Brennan Madison, Mary Modene-Salahat, Julie Schatz, and Bethany Thompson

Meghan Griffith Ragozzino

Katie Watson

Steve Brown Ryan Griffith Christina Bernard

Brad Winters

Chris Kendall

Member Spotlight: IAs Leading the Way

JeremyWittenbaum

S P Agency Inc. - Cincinnati, Ohio

Recognized nationally as 1 of 25 agents to be named a “2025 Agent of the Year” by Insurance Journal Incredible work, Jeremy! Knight

The Moore Agency Salem, Ohio

Mark Russell of Ohio Mutual Insurance Group

recognized The Moore Agency for their 25-year partnership Congratulations on this milestone!

Toledo, Ohio

Congratulations to Knight Insurance Group on being featured as the March Rough Notes “Agency of the Month,” a national publication!

roughnotes com/ohio-firm-aims-to-be-agency-of-choice-for-range-of-stakeholders/

IS INVESTING IN AI WORTH IT?

By: Jarod Steed, OIA, IA Valuations

Is Investing in AI Worth It?

AI IS NOT HERE TO REPLACE INDEPENDENT AGENTS, BUT IT IS HERE TO AMPLIFY THEM.

7:45 a m , not too far in the future

An agency owner sits at the kitchen table with a cup of coffee, scrolling headlines before the day gets away from her

One catches her eye: “Local Insurance Agency Doubles Growth Using AI Sells at Record Valuation ”

She sighs. Yesterday was a blur reconciling carrier statements by hand, reviewing policy forms line by line, answering service emails late into the evening The agency down the road used to look just like hers Same size Same markets Same struggles

So, what changed?

That competitor didn’t hire twice the staff or stumble onto a magic niche They invested early in artificial intelligence, and now the gap between the two agencies is widening

Which raises a question many independent agents are quietly asking themselves right now:

Is AI just another tech fad, or is it becoming essential to growth, valuation, and long-term survival?

Agencies Are at a Strategic Crossroads Independent agencies have always been resilient. But today’s environment is different.

Consolidation is accelerating Carrier expectations are rising Clients expect faster service, more personalization, and better insights

Meanwhile, it’s harder than ever to hire and retain good people, and many owners are staring down perpetuation or succession decisions

In the middle of all that noise sits AI

For some, it feels optional For others, uncomfortable But increasingly, AI isn’t a tactical “niceto-have ” It’s becoming a strategic capability one that directly affects organic growth, profitability, and ultimately what an agency is worth

Insurance carriers are investing into AI. Does that matter for an agent? Look upstream.

Carriers and large brokerages are pouring money into AI not as an experiment, but as a foundation of how they operate

According to a report from Morningstar, AI tools will account for over 20% of carriers’ IT budgets in the next 2-4 years They’re using it to improve underwriting accuracy, speed up claims, detect fraud, automate service, and cut loss ratios

That matters for independent agencies because carriers don’t modernize in isolation

As carriers get more efficient, they expect the same from their distribution partners Agencies that can exchange clean data, respond quickly, and operate digitally become easier and more attractive to work with. Agencies stuck in manual workflows become friction points for their carrier partners.

What High-Performing Agencies Are Already Doing

Here’s the part that tends to surprise skeptical owners: this isn’t theoretical anymore

Top-performing agencies are already using AI in very practical ways and seeing real returns From the 2025 Best Practices Study, a striking 60% of mid-large agencies ($25–100M revenue) and 84 2% of jumbo agencies (>$100M) have already invested in generative AI solutions Due to their size and sophistication, these are also the most valuable agencies.

These are some of the ways these agencies are using AI to enable their operations:

Automating loss run analysis and drafting coverage comparisons

Using AI assistants to answer internal “how do I?” questions from staff instantly

Automating direct-bill reconciliation

Running AI-powered policy checks to catch errors before they become E&O issues

In one documented case from the Big “I” and Reagan’s Best Practices Study, an agency has saved hours per employee per week, generated triple-digit ROI, and significantly increased revenue per employee

Producers benefit too AI tools are helping them research prospects faster, personalize outreach, and shorten sales cycles Tech-enabled producers consistently write more new business and build larger books.

A Reagan/Broker Tech Ventures study cited in the Best Practices report found that producers under 35 who are “tech-enabled” generated $65,000 more in new business in a year and built books of business $168,000 larger than their non-techenabled peers

The takeaway is simple: Agencies using generative AI aren’t working harder They’re getting more leverage out of the same people

Growth,

Valuation, and Why AI

Ties Them Together

Agency value still comes down to two things: earnings and growth

AI affects both

On the growth side:

Producers can prospect more efficiently

Sales cycles shorten

Cross-selling and accountrounding opportunities are easier to spot

Service improves, driving retention and referrals

On the profitability side:

Routine work gets automated

Errors decrease

Revenue grows without payroll growing at the same pace

That combination profitable growth is exactly what buyers, lenders, and perpetuation candidates look for

An agency with strong EBITDA margins, clean data, scalable processes, and a clear growth story will always command a better valuation than one held together by principal heroics and overtime hours

AI and How it Could Benefit Your Eventual Perpetuation

This may be the most overlooked benefit of AI

Internal perpetuation often fails to begin for two reasons:

Cashflow - The next generation can’t grow the agency fast enough to generate a healthy cashflow surplus while they pay the prior principal

Over-reliance on the ownerThe business depends too heavily on the current owner, their personality, relationships, and knowledge, while ignoring good processes to enable knowledge transfer

AI can help on both fronts

Younger producers expect modern tools. Agencies that invest in technology attract and retain future leaders. Additionally, as seen in the Best Practices Study, there are many instances of AIenabled agencies out-growing their non-enabled counterparts

Giving a young producer or a prospective owner the confidence that they can grow the business and generate enough cashflow to pay off the prior principal and have a surplus will increase the chances of a successful internal perpetuation

At the same time, AI-enabled agency operations can reduce owner burnout and capture institutional knowledge in systems instead of just the current owner’s head A business that runs not only on personality but also on processes is far easier to transfer internally or externally

In plain terms: generative AI tools can make your agency easier to grow, easier to manage, and easier to pass on.

A Practical Word for Smaller Agencies

This doesn’t mean every agency needs a massive AI budget

For smaller agencies, the smartest approach is:

Start with one or two highimpact, repetitive tasks

Research point solutions that exist These are tools made to address one specific “point” or problem

If there is not an existing point solution, research if tools such as paid instances of Copilot, ChatGPT, Claude, Gemini, or any other generative AI assistant could solve your manual task problems

Pilot small projects that save time quickly

Early wins build confidence, and confidence builds momentum. AI adoption isn’t about flipping a switch. It’s about building muscle over time

If you are a skeptic, think about this: we’ve been here before.

If you rewind the clock to the 1980s and early 1990s, agency management systems were viewed much the same way AI is today with skepticism, concern over cost, and a lingering belief that “good agencies don’t need that ” Early AMS platforms were initially adopted just to clean up accounting, and many agents resisted them as unnecessary or disruptive Over time, however, those systems evolved into the backbone of agency operations handling client data, workflows, sales activity, service, reporting, and productivity Today, the idea of running an agency without an AMS is nearly unthinkable; the entire workflow and scalability of a modern agency hinges on it.

AI will follow a strikingly similar path What feels experimental or optional today is rapidly becoming foundational infrastructure, embedded into the systems agencies already rely on. Just as management systems moved from “nice-to-have” to “can’t compete without it,” AI is on track to become the next layer of operational baseline quietly powering productivity, insight, and growth behind the scenes rather than acting as a flashy add-on

AI isn’t here to replace independent agents. It’s here to amplify them.

Agencies that treat AI as a strategic investment not a gimmick are already growing faster, operating more profitably, and building more valuable, perpetuable businesses

In the end, investing in AI is really about investing in time: Time for producers to sell Time for staff to serve Time for owners to do what they want to do rather than be bogged down in administration.

And in this business, time used well is one of the most valuable assets there is

About IA Valuations – Founded in 2017, the IA Valuations team has performed over 400 valuations to independent insurance agencies across the U S Our advisors have 30+ years of experience guiding agency owners on maximizing their agency value, planning, and legal needs for ownership transition In addition, IA Valuations has provided perpetuation planning, financial modeling and business planning for independent insurance agencies Finally, IA Valuations has advised dozens of agency owners on selling their agencies through our Agency Link process Agency Link is a platform that connects buyers and sellers together to further the growth and strength of the IA system To learn more about IA Valuations, please visit IAValuations com or contact@iavaluations com

The information provided in these documents is general in nature and shall not be construed as personal legal, tax or financial advice for your situation Please contact@iavaluations com to discuss your personal situation

At OIA and IA Valuations, we use AI tools (including, but not limited to, CoPilot, ChatGPT, Grammarly, and design platforms with AI features) to support the development of communications, professional development resources, and marketing materials AI assists with drafting, analysis, and design but never fully automates these processes

All AI-supported content is reviewed and approved by OIA/IA Valuations staff to ensure accuracy, relevance, and alignment with the independent insurance industry We are committed to transparency, data protection, and ethical use of AI as a supportive tool not as a replacement for human expertise

By: Jarod Steed Business Planning & Valuation

BUSINESS PLANNING TO HELP YOUR AGENCY REACH ITS GOALS

Elevate your independent insurance agency with IA Valuations’ specialized services. Whether you’re transitioning internally, acquiring, selling externally, or looking for additional consulting services, our team offers expert guidance specific for your agency’s future success. We provide tailored planning and consulting services so you can trust us to navigate the complexities of your agency’s future and help you achieve your business goals.

Advocacy & Bill Updates

In March, OIA Government Affairs and several agents, Heather MacKinnon, Nick Bertke, and Colleen Miles, testified on legislation that affects independent agents daily HB 652 would increase the notification period for non-renewals, and HB 678 would create an online verification system for auto insurance We are proud to advocate on behalf of our members and are so appreciative of Heather, Nick, and Colleen for supporting us!

The 2026 election cycle is in full swing, with many key races in Ohio across the different levels of legislation OIA is proud to support Justice Dan Hawkins as he runs for reelection for the Ohio Supreme Court in 2026. The Government Affairs team will continue to monitor the other races and share our support for candidates that bolster the Independent Agent system in Ohio

The OIA Government Affairs team is closely monitoring bills and initiatives that affect our members daily

House Bill 652 - Legislation that Would Increase the Notification Period for NonRenewal

House Bill 678 - Legislation that Would Create and Online Verification System for Auto Insurance

House Bill 105 - Third Party Litigation Funding (TPLF) Reform Legislation

Eliminating and/or Reducing the Declination Requirement for Excess & Surplus Lines

Storm Scammer Legislation

For additional details on the status of these bills and initiatives, reach out to George Christy at george@ohioinsuranceagents.com.

Advocacy in Action: OIA on the Road

Advocacy Luncheon in Versailles Kin (Higginbotham), an

Big “I” Legislative Conference

April 22 - 24, 2026

Join the OIA Government Affairs Team for the Big “I” Legislative Conference in DC We will have meetings on Capitol Hill and engage on issues that impact the IA system and small business This conference will provide you with the opportunity to network with agents from Ohio and across the country and will give you the chance to be part of meaningful federal advocacy efforts for our industry

Upcoming Events

Mock Trial

June 16, 2026 from 2 - 5 PM

Reach out to George Christy o register for both events!

george@ohioinsuranceagents.com

OIA is hosting a special Mock Trial with Supreme Court Justice Dan Hawkins in attendance This event will be hosted at Wedgewood Country Club and will provide agents with an informative and unique experience to be a part of an Errors & Omissions case Agents who participate in the mock trial are eligible for 3 hours of CE for E&O through Utica When else could you get the chance to be on a jury and get CE while you’re at it? Following the Mock Trial, there will be a reception to support Justice Dan Hawkins A donation to the OIAPAC is required for attendance to this portion of the event

Letter from OIA Next Generation Advisory Committee Chair

Amanda Phelan | Phelan Insurance Agency Chair, Next Generation Advisory Committee

My name is Amanda Phelan and I am the Chair of the OIA’s Next Generation Advisory Committee

Our goal is to provide member engagement and networking opportunities for the next generation of insurance agency leaders In addition, this is an opportunity for agents to get engaged with OIA and become future leaders in the industry By joining our community, you’ll gain valuable knowledge but also become part of a network committed to growing the next wave of independent insurance leadership

Whether you’re just starting out or looking to take the next step in your career, OIA’s Next Gen community is a welcoming space to learn from and connect with peers and seasoned professionals

We are excited to introduce a 2026 Next Gen Webinar Series designed to bring together new agents and emerging leaders to explore the future of the industry. Each webinar offers fresh insights, practical strategies, and inspiring perspectives designed to shape the next era of independent insurance agents

Stay tuned for social opportunities throughout the year, especially surrounding IACON! We encourage you to participate, ask questions, share your experiences, and make meaningful connections

I look forward to connecting with you!

Sales Mastery for Rising Insurance Producers

May 20th

Marketing & Personal Branding for Next Gen Agents

August 26th

Communication & Confidence Skills for Next Gen Producers

October 21st

Are you planning to stay in the industry for 20+ years, dreaming of owning your own agency, or looking to connect with like-minded peers through OIA’s Next-Gen group? Take the next step! Scan the QR code or reach out to Colleen Elliott at colleen@ohioinsuranceagents com to get involved and start shaping your future today!

Written by: Ashley Fitzsimmons, OIA Director of Professional Development

LeadHERship Collective

Where Connection Takes Center Stage

The 2026 Women’s LeadHERship Collective delivered exactly what women in in the insurance industry are craving: connection, authenticity, and a space where everyone truly belongs More than a professional development event, the Collective created an environment where women felt safe being vulnerable while surrounded by strong, supportive peers who were genuinely rooting each other on.

Throughout the day, attendees engaged in meaningful conversations, powerful storytelling, and real talk about navigating careers, leadership, and life Whether attending for the first time or returning year after year, participants shared that they consistently walk away energized, confident, and reminded they are not alone One attendee captured it perfectly: “I always make new connections and leave with power and insight, ready to take on the professional world “

The Collective brought together over 70 women from all areas of the industry agency professionals, underwriters, leaders, and rising talent reinforcing a powerful message: we are more alike than different, and there is room for everyone at the table The speakers, panel discussion, and open dialogue sparked reflection, laughter, and moments of real connection that extended well beyond the agenda

With overwhelmingly positive feedback and many already counting down to next year’s event, the Women’s LeadHERship Collective continues to prove that when women come together with intention, something truly special happens

Written by: Ashley Riley, OIA

E&O: When “Uh-oh” Turns into a Claim and How Agencies Can Reduce Risk

Written by; Ashley Riley, OIA Director of Risk Management

Across both Ohio and the broader insurance industry, Errors & Omissions (E&O) claims continue to trend upward in frequency and severity This mirrors what agencies nationwide are experiencing and reflects several ongoing market pressures

Key factors driving current E&O activity include the hard market, increased movement from admitted markets to excess and surplus lines, and heightened coverage changes and underwriting requirements As policies get moved to different carriers, differences in terms, conditions, and exclusions can create more opportunities for misunderstandings if not clearly communicated.

From an Ohio perspective, many of the claims being reported are communication based, often tied to coverage changes, carrier responses, or documentation expectations Clear, consistent communication, both with carriers and insureds, remains one of the most effective ways agencies can reduce exposure

The OIA E&O team continues to closely monitor claim trends and market developments Because OIA works exclusively with independent agencies, our guidance and coverage recommendations are rooted in the real world risks agencies face and not generic professional liability models We encourage agencies to lean on established processes, thorough documentation, and proactive conversations to help mitigate risk in today’s environment

Proceed with Caution – Cancellation Notices

One area that continues to generate significant E&O risk involves how agencies handle notices of cancellation for non payment

Many agents routinely contact clients by phone or email when a carrier issues a notice of pending cancellation While this practice is often well intentioned and aimed at preventing coverage gaps and reducing administrative work, it can unintentionally expose agencies to Errors & Omissions liability

How a Duty Can Be Created

When an agency establishes a pattern of contacting clients about pending cancellations, it may unintentionally create a legal duty to continue doing so If the agency later stops, skips an account, or doesn’t apply the practice consistently, courts may side with clients who relied on that past behavior regardless of the client’s payment history or the carrier’s direct notice.

Agencies that choose to contact clients about pending cancellations must apply the process consistently across all accounts Key safeguards include:

Uniform application: Make the same number of contact attempts for every client.

Thorough documentation: Written records are critical If phone calls are made and not recorded, document the date, time, and substance of the call in the client file and support the outreach with written correspondence No exceptions: Inconsistency - missing even one account, can create exposure for the agency

Recommended Best Practice: Discontinue Courtesy Calls

From an E&O risk-management standpoint, discontinuing courtesy calls is the safest option Agencies that choose to do this should notify clients in writing that this practice is ending and clearly state the effective date This communication should also reinforce that:

The client is responsible for timely premium payments. The client is responsible for maintaining and replacing coverage

Once a policy is cancelled, the agent has no duty to seek replacement coverage unless the client requests it Carriers already issue legally required notices of nonpayment and cancellation, making additional outreach unnecessary and risky

How OIA Can Help

Navigating E&O risk today requires more than coverage alone; it requires awareness, process, and perspective OIA’s Agency Services team works with independent agencies to:

Monitor E&O claim trends affecting Ohio agencies

Help identify coverage gaps and policy nuances

Provide practical guidance on documentation and best practices

Assist agencies before small issues turn into claims

If you have questions about Errors & Omissions coverage, claim trends, or agency best practices, the OIA E&O team is here as a resource You can contact me directly at (614) 552-3052, via email at ashelyr@ohioinsuranceagents com or by giving our team a call toll free at (800) 555-1742

ONE-STOP-SHOP ONE-STOP-SHOP

EDUCATION EDUCATION

Upcoming Live Courses

Homeowners Endorsements Insureds Don’t Want (But Do Need)

April 7 | 9am to 12pm | 3 Credits

Name That Endorsement: Business Auto and Commercial Property Edition

April 9 | 9am to 11am | 3 Credits

Coverage Essentials: Homeowners Part One - Policy Definitions, Liability Coverage and Conditions

April 16 | 1pm to 4pm | 3 Credits

Ethics, Diligence, Success: What Agencies Need to Know

April 28th | 9am to 12pm | 3 Ethics Credits

Commercial Property: Claims, Coverages, Consequences

April 28th | 9am to 12pm | 3 Ethics Credits

Courses

20-24, 2026

AGENT TRAINING AGENT TRA

New Agent Training

We’ve partnered with New Level Partners (NLP) to bring agents practical training in communication and customer management We’ve developed a curated learning path that strengthens daily client interactions, no matter an agent’s experience level. From clear verbal and written communication to proactive client follow up and service recovery, these short, applied modules help your team improve conversations, relationships, and retention so you can deliver a standout client experience. Enroll today to build confidence and consistency.

LEARNING MODULES INCLUDE:

Customer Service

Business Communication

Introduction to Personal Lines

Introduction to Commercial Lines

Learn more at learning ohioinsuranceagents com/skills-training

Associate in Insurance Leadership Program (AILP)

The Associate in Insurance Leadership Program (AILP) is a professional designation designed to support the development of insurance agency staff at all career stages OIA is offering AILP as a practical, cost effective option for agencies looking to invest in their teams without the time or expense of more intensive programs

The designation is similar in structure to CISR, but with a lower overall cost and more manageable renewal requirements, making it accessible for agencies of all sizes.

Learn more at learning ohioinsuranceagents com/AILP

FANNIE MAE, FREDDIE MAC ROLL BACK COSTLY

INSURANCE RULES

Written by: Jeanie Giesler, OIA

Content provided by: Nathan Riedel, Big “I”

Fannie Mae and Freddie Mac Roll Back

Costly Insurance Rules

Written by: Jeanie Giesler, OIA Resource Center Advisor

Content

provided

by:

Nathan Riedel, Big “I” Senior Vice President, Federal Government Affairs

Fannie Mae and Freddie Mac revised their homeowner's insurance requirements after sharply rising insurance premiums especially for roof coverage made full replacement cost policies difficult or impossible to obtain in many states Many homeowners, particularly in rural or disaster-prone areas, were unable to meet the old standards, and condo buildings were hit even harder Complex deductible rules and strict roof coverage mandates caused thousands of condo associations to lose eligibility for agency backed mortgages, effectively pricing them out of the market and preventing buyers from securing conventional financing

At the same time, a controversial 2024 policy clarification triggered widespread criticism for slowing insurance claims, driving costs, and acting as a “de facto regulation” that restricted affordable insurance options Industry groups, lenders, housing organizations, and more than 45 members of Congress pushed FHFA to reverse the rules, arguing they limited consumer choice and harmed mortgage access

Rising premiums and increasing HOA fees were causing deals to fall through and leaving many buyers with unaffordable monthly payments, prompting officials to conclude that updated policies were necessary to restore access to affordable homeownership especially for first time buyers

Fannie Mae and Freddie Mac announced they are rolling back certain property insurance requirements for condominiums and single-family homes in response to rising insurance prices and limited options for consumers

Update from the Big “I”

For more than a year, the Big “I” worked constructively with Fannie Mae and Freddie Mac to revise their property insurance requirements for federally backed mortgages While those talks were largely positive, the governmentsponsored enterprises (GSEs) had been slow to act and the need for congressional oversight steadily increased

In November, Rep Addison McDowell (R-NC) sent a letter to Federal Housing Finance Agency (FHFA) director William Pulte, urging the agency to revisit Fannie and Freddie guidance that requires replacement cost value (RCV) insurance for federally backed mortgages, and specifically restricts the use of actual cash value (ACV)

The Big “I” worked with Rep McDowell’s office to gathermore than 45 members of Congress to cosign the letter This was the largest Congressional sign-on letter

Pulte had received since his confirmation to the position and was a significant show of force.

Led by Sen Eric Schmitt (R-MO), a similar effort took place in the U S Senate, where19 Senators signed on In addition to this outreach, Rep Mike Flood (R-NE), who serves as chair of the Subcommittee on Housing and Insurance on the U S House Financial Services Committee, weighed in strongly with FHFA.

The pressure campaign by Congress paid dividends with FHFA directing the government-sponsored entities to makeupdates Fannie Mae and Freddie Mac will now accept ACV coverage on roofs for single-family homes and condos However, the rest of the house must still have RCV coverage, which usually has higher premiums but more extensive coverage FHFA said the change is being made because replacement roof coverage has become expensive and hard to find in many states

Other changes include simplifying the “maximum per-unit deductible,” expanding the “exempt from review” requirement to apply to both new and established condos, and retiring the 50% owner-occupancy requirement for established condos

Condo projects will also see streamlined rules on master policy deductibles, a long-running industry concern as wind and hail deductibles rose, and some buildings riskedfalling out of agency eligibility

The original change made in February 2024 without stakeholder input or a formal rulemaking process required properties with a federally backed mortgage to have full RCV homeowners’ insurance, the highest level of coverage This type of coverage comes at a higher cost, and the guidance change effectively served as a de facto regulation barring other, more affordable, stateregulated insurance products that account for depreciation

The Big “I” initially raised objections when the change was made under the Biden administration and won a pause in enforcement in May 2024 Mortgage lenders in marketplaces nationwide, however, continued to reference the Biden-era guidance change while denying consumers and would-be homebuyers' alternative options

Throughout this process, the Big “I” has worked tirelessly, holding regular meetings with the FHFA, Fannie Mae and Freddie Mac, submitting comments and technical correction suggestions, and engaging with members of Congress.

While the updated guidance will not address all lender challenges, it is a huge step forward The Big “I” will continue to advocate for independent insurance agents as this process moves forward.

Fannie Mae and Freddie Mac Roll Back Property Insurance Requirements

Date: March 19, 2026

Author: Nathan Riedel- Nathan Riedelis Big “I” senior vice president, federal government affairs

Link: https://wwwiamagazinecom/news/fannie-mae-and-freddie-macroll-back-property-insurance-requirements/ [iamagazinecom]

Fannie Mae and Freddie Mac Remove Certain Homeowners Insurance Requirements That Will Reduce Costs

Date: March 18, 2026

Link: https://wwwfhfagov/news/news-release/fannie-mae-and-freddiemac-remove-certain-homeowners-insurance-requirements-that-willreduce-costs [fhfagov]

Fannie Mae, Freddie Mac Ease Insurance Rules to Lower Borrower Costs

Date: March 18, 2026 Author: Lance Murray

Link: https://themortgagepointcom/2026/03/18/fannie-mae-freddiemac-remove-certain-homeowners-insurance-requirements-to-cut-costs/ [themortgagepointcom]

Fannie Mae, Freddie Mac Cut Home Insurance Costs for Millions of Families

Date: March 19, 2026 Author: Marcus Brennan

Link: https://brighttimesnewscom/fannie-mae-freddie-mac-cut-homeinsurance-costs-for-millions-of-families/ [brighttimesnewscom]

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BEYOND THE RESUME: RETHINKING HOW INSURANCE AGENCIES HIRE

Written by: Brian Lawrence, OIA

Beyond the Resume: Rethinking

How Insurance Agencies Hire

Written by: Brian Lawrence, OIA Sr Director, Talent and Professional Development

As I talk to OIA members, one of the most frequent questions I receive is, “Can you help me find a licensed producer?” or “Can you help me find a licensed CSR/Account Manager?” Unfortunately, I don’t have a list of licensed individuals actively looking for a new job The truth is, there just isn’t a pool of tailor-made candidates to fill your next job opening

While there are exceptions, the vast majority of licensed individuals are gainfully employed and probably not searching the job board. Hiring talent for your agency falls into three buckets:

1 Buy – In this case, you are paying a premium to lure talent away from their current employer This often involves paying a recruiting fee to find the person and paying high compensation to bring them to your agency.

2 Borrow – This can be a temporary or longer-term solution while trying to find the right person Options include a 1099 Producer, hiring a service to make cold calls, or using a virtual assistant

3 Build – Finding an employee with potential and training them to become a successful agent While this is the most cost-effective option, it does require a big investment of time and energy

The fact is insurance remains a relationship-driven business and not every candidate has the blend of technical skills, sales ability, ethics, and emotional intelligence the role demands. To help you hire with confidence, here are some best practices every agency should follow

1. Start With a Clear Success Profile

Before you post a job description, define what skills and competencies are required to be successful in the job

Think about structure. Are you hiring a true producer who will hunt new business or an inside sales representative to help convert leads that you generate? A strong competency profile guides recruiting, interviewing, assessments, and long-term performance management

2. Use Structured Interviews to Improve Predictability

Unstructured interviews often reward charisma over competence A structured process where the questions are designed to assess candidates against your success profile create the best outcomes Behavioral based questions are designed to elicit real life examples where a candidate was able to demonstrate the skills you seek

Past performance is a better predictor of future performance

Strong interview questions might include:

“Describe a time you helped a hesitant client move forward with a sale.”

“Walk me through your approach to generating new business ”

“Tell me about a time you successfully handled an upset customer?”

Look for real examples, not hypothetical scenarios, to assess authenticity and experience

3. Evaluate Skills Through Practical Exercises

Insurance selling isn’t theoretical A candidate may sound great on paper, but struggle with objection handling or needs discovery in practice. Consider adding practical assessments like:

Role-play scenarios (e g , quoting a homeowner’s policy)

Prospecting exercises

Explaining complex policies in plain language

These exercises reveal communication clarity, confidence, and the ability to build trust

4. Look for Customer-focused Mindsets

Top-performing agents balance production with advocacy They prioritize, educate, simplify, and guide clients Indicators of a customer-first mindset include:

Demonstrated history of long-term client relationships

Ability to empathize

Ability to share specific examples of successful customer interactions

Accountability vs excuse making

Clients can sense when an agent is genuinely invested in their protection.

5. Assess Technology Comfort and Modern Workflow Skills

Insurance has become deeply digital: CRMs, quoting platforms, marketing automation, virtual meetings, and AI-enhanced tools are now part of daily operations The best employees can:

Manage leads and opportunities in a CRM

Use digital quoting and underwriting systems

Communicate effectively via email, chat, and video

Embrace automation to stay productive

6. Consider Cultural Fit and Team Alignment

A high-caliber agent who doesn't align with your agency’s values can create friction, turnover, and inconsistent service Reflect on questions like: Does the candidate align with our customer philosophy?

Will they collaborate well with service teams?

Are they motivated by the same success metrics we value?

Culture fit is often the difference between short-term performance and long-term stability

7 Use Data-Driven Screening Tools

Many agencies now leverage:

Personality assessments

Sales aptitude tests

Behavioral analysis tools (DISC, Predictive Index)

Workstyle match scoring

Of course, there are never 100% guarantees when it comes to hiring, but a structured process can reduce the chance of costly hiring mistakes Hiring an insurance agent is about more than filling a seat it’s about finding the right person to represent your agency’s values, protect clients, and contribute to long-term growth

HR Solutions is available to assist with a variety of HR-related challenges I’m always glad to provide guidance, share best practices, or connect you with trusted resources and partners to help enhance HR practices within your agency

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If you are hiring more urgently, consider a paid subscription to find, assess, and hire your next top performer with special Big "I" full-platform pricing through IdealTraits

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AWARDEDLASTYEARFROMTHE AWARDEDLASTYEARFROMTHE

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FOUNDATION SCHOLARSHIPS ARE ELIGIBLE* FOR:

VALUATIONS AND PERPETUATION SERVICES

PROFESSIONAL DESIGNATIONS

BUSINESS CONSULTING

EDUCATION COURSES

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APPLY AND TAKE THE NEXT APPLY AND TAKE THE NEXT STEP IN YOUR CAREER STEP IN YOUR CAREER

Being a small agency in rural Ohio, making a decision between purchasing a new workstation or continuing my education was a very real possibility But because of the Foundation Scholarship, our agency didn’t have to choose

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IACON26 Save the Date

Moody Nolan IACON26: Insuring Tomorrow is taking place in Dublin at The Exchange at Bridge Park on September 29th and 30th! Registration will open for agents and company partners in early summer If you have any questions in the meantime, contact our team at learning@ohioinsuranceagents.com