PIA 2021 Virtual Conference Program Book

Virtual Conference Hosted by PIA Northeast June 8-9, 2021

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PIA Northeast Virtual Conference | pia.org

We Serve a Diverse Group of Industries with a Key Purpose

REDUCING YOUR PREMIUM COSTS With over 80 years of experience in workers’ compensation, Lovell Safety Management’s Underwriting Team works toward premium savings for your business.

We have workers’ compensation plans which include discounts and dividends to suit your clients in these trades:

• Building Metal Trades • Cleaners • Construction • Electrical Manufacturers • Hospitals • Launderers and Cleaners • Municipalities

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• Painters and Decorators • Paper Products Manufacturers • Retail Lumber • Roofers and Sheet Metal Workers • Truckers, Movers, and Warehouse people

Safety Pays Dividends Lovell Safety Management Co., LLC 110 William Street New York, NY 10038-3935 212-709-8600 1-800-5-LOVELL www.lovellsafety.com

PIA Northeast Virtual Conference | pia.org

Table of Contents

And, you won’t want to miss out on �� 18 CE-Approved Insurance Seminars ������ 20 Event Sponsors ����������������������������������������� 44 Exhibitors ����������������������������������������������������� 52 Featured Speakers ������������������������������������ 10

Instructors ��������������������������������������������������� 26 Keynote Speaker �����������������������������������������8 Lifestyle Sessions ������������������������������������ 42 Professional Development �������������������� 36 Schedule ���������������������������������������������������������4

Advertisments ANE, Agency Network Exchange ��������64 A.I.M. Mutual Insurance Cos. ������������ 8, 15 AmWINS Group �����������������������������������������37 Applied Systems ������������������������������������� 13 Assurant Flood Soulutions �������������������67 Balance Point ������������������������������������������ 15 Berkshire Hathaway GUARD Ins. Co. ��7, 33 Brooks Group Insurance Agency �� 18, 19 The Cincinnati Insurance Cos. �������������36 Cumberland Mutual �������������������������������30 EMC Insurance Cos. ��������������������������������49 Excess Line Association of New York ��39 Farmers Insurance Co. of Flemington �� 57 Farmers Insurance Group ��������������������� 61 Farmers of Salem ������������������������������������32 Franklin Mutual Insurance ��������������������23 Gemini Restoration ��������������������������������59 Great American Insurance Group �������38 Harbor.ai LLC ��������������������������������������������29 Hartford Flood ����������������������������������������� 41 HawkSoft ������������������������������������������� 39, 67 Imperial PFS ���������������������������������������������� 51 Innoveo AG �����������������������������������������������37 Iroquois Northeast ����������������������������������� 9 IVANS ���������������������������������������������������������� 21 Jimcor Agencies �������������������������������31, 58

Liberty Mutual & Safeco Insurance �� 24, 25 Lovell Safety Management Co., LLC ���� 2 MAPFRE Insurance ����������������������������������35 New Jersey Agency Network ��������������50 NJAMIC ����������������������������������������������������� 40 Omaha National ���������������������������������������68 Plymouth Rock Assurance ��������������16, 17 Progressive Insurance ���������������������������69 Quikfuzion ������������������������������������������������66 Quincy Mutual Fire Insurance Co. ������ 14 Renaissance Alliance ���������������������� 29, 68 Risk Placement Services ����������������������27 SageSure ��������������������������������������������������� 11 Selective Insurance ������������������������ 33, 58 Seneca Insurance Co. ���������������������������� 10 ServiceMaster Restore �������������������������54 Simon Agency �����������������������������������������65 Statewide Underwriting Services ������22 Synergy Professional Associates ������62 Travelers ����������������������������������������������31, 65 Utica National Insurance Group ����������56 Velocity Risk Underwriters ������������������57 Vertafore ���������������������������������������������������35 Work At Home Vintage Experts LLC ����� 5 Wright National Flood ����������������������������53 XS Brokers ������������������������������������������������43

Did you know?

This program guide is interactive! Underlined text, sponsor logos, and even some ads will take you to their respective websites or jump to that section of this book.

Enjoy exploring your guide to PIA Northeast’s Virtual Conference!

PIA Northeast Virtual Conference | pia.org

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Schedule Monday, June 7 1 - 4 p.m.

CE Education Session – Business Income and the Pandemic

4:15 - 5:15 p.m.

Networking Reception with Cocktail Mix & Mingle

Cathy Trischan, CPCU, CIC, CRM, AU, AAI, CRIS, MLIS, TRIP (pre-registration was required)

Tuesday, June 8 9:15 - 10 a.m.

How Sustainability and Climate Risk Concerns May Reshape the Insurance Industry

9:30 - 10:30 a.m.

How to Increase your LinkedIn Social Selling Index

10 - 11 a.m.

CE Education Session – Protecting your Clients’ Life while Complying with Reg 187

10:15 -11:15 a.m.

Featured Speaker – Jacob Nelson, AAA National, Driving High and Asleep at the Wheel

9 a.m. - 4 p.m.

Virtual Exhibit Hall & InsurTech Pavilion open

Sam Friedman, Deloitte Services LP Nick Luczyszyn, Amplify OSM

Gary Slavin, CIC, CLTC, LUTCF

11:30 a.m. - 12:30 p.m. Featured speaker – Alberto Carranza & Andrew Feiter, Cyber Security Threats & Dark Web Ransomware: FBI Expert Insight

11:45 a.m. - 12:45 p.m. Are you Listening or Just Waiting to Speak?

John Fear, CPIA, CISR

12:45 - 1:15 p.m.

Lunch Break

1:30 - 2:30 p.m.

Keynote Speaker – Walter Bond, Shark Mindset: The Story of the Shark, the Suckerfish and the Parasite

2:30 - 3:30 p.m.

What Evil Lurks in your Inbox? A Cyber Risk Panel Discussion

Moderator – Bradford Lachut, Esq., PIA Northeast Mark Angelucci, CPCU, ARM, AIDA, Utica National Insurance Group; Pasha Sternberg, J.D., Polsinelli Law Firm

4 - 5 p.m.

Chocolate Lovers Tasting event with Chef Tova

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(pre-registration was required)

PIA Northeast Virtual Conference | pia.org

Opening the doors of opportunity to retiring insurance professionals.

Getting ready to retire or know someone who is? Put your experience to work and find your balance. Phase into retirement as a work at home vintage expert.

From part-time to full-time, back office to front office, and underwriting to claims, we have hundreds of opportunities with no geographic boundaries.

WAHVE is transforming how people, business and society view retirement.

Ready to retire from the traditional office but not from work? Take charge of your worklife balance and continue to earn money, all while staying connected to an industry you know.

WAHVE was the answer to my prayers. I wasn’t ready to stop working… but wanted to work differently. It’s been wonderful.”

- Wahve Professional 36 yrs. insurance experience

www.WAHVE.com PIA Northeast Virtual Conference | pia.org

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Wednesday, June 9 9 a.m. - Noon

CE Education Session – Insurance Trivia: Testing Your PL & CL Knowledge

9:30 - 10:30 a.m.

Virtual Selling Strategies that Maximize your Opportunities

9 a.m. - 4 p.m.

Virtual Exhibit Hall & InsurTech Pavilion open

10:30 - 11:30 am.

Hoarders­—The Hidden Disorder

10:45 - 11:45 a.m.

Account Rounding on Inbound Calls

11 - 11:30 a.m.

Featured Speaker – Greg Schwem, You Can’t Quarantine Laughter

12:30 - 1 p.m.

Lunch Break

1 - 2 p.m.

Cannabis Unplugged: Thought Leaders Share How To Target a Growing Industry

2:15 - 3:15 p.m.

Featured Speaker – Shawnee Delaney, Private Investigator Psychological Motivations of Malicious Insider Threat Actors

3 - 5 p.m.

Social Styles: Understanding Personalities to Improve Communication

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Steve Lyon, CPCU, CIC, CRM, AAI, ARM, AIS, CRIS, MLIS, AFIS Kelly Donahue-Piro, Agency Performance Partners LLC

Beth Markowski-Roop, ServiceMaster Restore Kelly Donahue-Piro, Agency Performance Partners LLC

Moderator - Barbara Simpson-Winsky, CPCU, AIS, ASLI, ARM, ARe, CRIS, CIW, Russell Bond & Co. Inc. Charles Pyfrom, MBA, CMO, CannGen Insurance Services; Arturo Catapang, Budrisk

John Fear, CPIA, CISR

PIA Northeast Virtual Conference | pia.org

Thursday, June 10 10 a.m. - 1 p.m.

CE Education Session – Dive into the NFIP – Basic Agent Training Course

2 - 5 p.m.

CE Education Session – Promises, Promises: Avoiding Verbal & Written E&O Issues

Katherine Howington, CFM, ANFI, CPIA

John Fear, CPIA, CISR

So much content, not enough time ...

See an interesting class or speaker you would like to watch but can’t make that time. That’s okay. You’ll have access to all of this content on-demand for the next year.

On-demand recordings are NOT approved for CE credit, E&O loss prevention credit, or certification.

Visit our virtual booth!

PROUD TO SUPPORT PIANY, PIANJ, PIACT, PIANH, & PIAVT GROW YOUR BUSINESS WITH US:

AmGUARD • EastGUARD • NorGUARD • WestGUARD

To learn more, visit www.guard.com

Businessowner’s

General Liability

Commercial Auto

Homeowners

Commercial Package

Personal Umbrella

Commercial Property

Professional Liability/E&O

Commercial Umbrella/Excess

Workers’ Compensation Pay-As-You-Go options with over 200 payroll partners!

Disability (NY)

This information is intended to provide a general overview for marketing purposes. Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states. .

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Keynote Speaker Tuesday, June 8 | 1:30 - 2:30 p.m.

Available on-demand after the event

WALTER BOND

Former NBA Star Turned Business Leader Walter Bond is 6’5” former NBA player—but he’s better known for his motivation to help others see their full potential.

Bond is a nationally recognized public speaker, author and business coach who combines humor, tough love and his experiences to guide his audience to success. He travels the country to coach, teach and inspire people in myriad industries including financial services, agriculture, franchising, and real estate—to name a few. His latest book, Swim!, is a staple for business leaders and students. It combines lovable characters, relatable life lessons and hard truths that help readers understand the power of leadership, mentoring and next-level success.

Bond’s latest keynote address is about what he calls the “Shark Mindset.” He dives into the power of adopting a shark mindset—and how it can alter the trajectory of your business drastically. Sharks never stop swimming, they can’t go backward and they are flexible: all attributes your business should adopt now.

First, we listen.TM We are workers’ compensation insurance specialists. Together with our broker partners, we develop programs that meet the new and changing demands of each industry and employer. Our A.I.M. Vantage suite of insurance services brings results for businesses throughout New England.

Rated A (Excellent) by A.M. Best • 800-876-2765 • aimmutual.com • ksnyder@aimmutual

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Featured Speakers SHAWNEE DELANEY

DIA Clandestine Officer & Private Investigator Shawnee Delaney is a DIA clandestine officer and licensed private investigator who combines war stories, humor and charm to bring unrivaled insight into the nexus of espionage and the corporate world. Delaney is a certified case officer and alumna of the CIA’s training facility—she spent nearly 10 years with the Defense Intelligence Agency conducting human intelligence operations all over the world, including Iraq and Afghanistan. She has a Master of Arts in International Policy Studies and a Master of Science in Cyber Security. Now, she uses her experience to teach businesses about insider threats, cyber technology and threats, and counter-terrorism.

JACOB NELSON

Director, Traffic Safety Advocacy & Research for AAA In his current role as director of traffic safety advocacy & research for AAA, Jacob Nelson is an influential communicator who provides thought leadership on issues related to traffic injury prevention. From interpreting fatal crash statistics to assessing solutions to keeping drivers safe, Nelson excels at translating complex research into evidence-based policies, research-validated interventions, and easy-tounderstand language for the media. He has been featured in a variety of national media outlets, from USA Today and the New York Times to appearances on NBC’s Today Show, ABC’s World News Tonight, and The Dr. Oz Show.

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PIA Northeast Virtual Conference | pia.org

Have you heard what’s coming to New York?

ANNOUNCING SURECHOICE INSURANCE COMPANY, A NEW, HIGHLY RATED CARRIER COMING SOON TO SAGESURE. Why trust SureChoice?

• Strong financial position • Comprehensive coverage at competitive prices • First-class service and peace of mind when you need it most

Learn more and enroll with us at SageSure.com/producer-enrollment.

Dennis D’Amico, Senior Territory Sales Manager 516-272-2060 | Dennis.Damico@SageSure.com

PIA Northeast Virtual Conference | pia.org

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RYAN NOBLES

CNN Congressional Correspondent Ryan Nobles is a CNN congressional correspondent who covers Capitol Hill. Notably, he specialized in the coverage for former President Donald J. Trump’s re-election campaign and Sen. Bernie Sanders’ second presidential campaign. And, he has interviewed former President Barack Obama on three separate occasions. A native to Upstate New York, Nobles began his career in Utica and served as a news anchor in Albany, where he covered the New York state Legislature. The Washington Post has ranked Nobles as one of the Best State-Based Political Reporters in 2009 and 2013, and he appeared on POLITICO’s 50 to Watch list in 2011. Nobles has a Master of Public Administration and Policy from SUNY Albany.

GREG SCHWEM

America’s Favorite Corporate Funnyman Greg Schwem is motivational corporate comedian who uses a blend of comedy and real-world advice about business and technology to help him relate to his corporate audiences. Schwem’s take on the 21st-century workplace has landed him on SIRIUSXM Radio, Comedy Central, and inside Exceptional People magazine. He’s an author, a nationally syndicated humor columnist, and the creator of Funny Dad Inc.—an blog about the “business” of parenting. Schwem graduated from Northwestern University’s Medill School of Journalism. He used to be a reporter in West Palm Beach, Fla., but he returned to his hometown of Chicago where he found his unique approach to corporate motivational speaking.

ACTIVE FBI AGENT

Cyber Security Threats & Dark Web Ransomware Expert The FBI is the lead federal agency for investigating cyber attacks and intrusions. It collects and share intelligence and engages with victims while working to unmask those committing malicious cyber activities, wherever they are.

Special thanks to the Newark FBI Citizens Academy Alumni Association and its Executive Director Edie Liguori for coordinating this featured speaker.

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PIA Northeast Virtual Conference | pia.org

Your digital path forward looks bright.

Gone are the days of closed systems. The road ahead is built on open technology, creating new and exciting ways to engage your staff and excite your customers.

At Applied, we are committed to delivering open innovation in all that we do.

We are setting new standards for your business to have the choice and flexibility to build your agency, your way.

The choice and flexibility to innovate are yours. Let us show you how we can help.

www.appliedsystems.com/innovationdrive

PIA Northeast Virtual Conference | pia.org

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Cocktails, Chocolate & Networking Networking Reception with Cocktail Mix & Mingle Monday, June 7 | 4:15 - 5:15 p.m.

Sponsored by: Plymouth Rock Assurance

Mix and mingle with conference attendees while learning how to make two cocktails: Whiskey Business (Spiced Old Fashioned) and Personal Injury Punch (Paloma).

You’ll enjoy a premium cocktail event experience that includes the history and facts about each drink, and a step-by-step craft cocktail/tasting instruction led by a world-class bartender. Prior to the event, all necessary tools and ingredients were shipped to each participant.

The package includes alcohol, juices, syrups, garnishes, and necessary mixology tools.

Chocolate Lovers Tasting Event with Chef Tova Tuesday, June 8 | 4 - 5 p.m.

At the event, you’ll enjoy different samples of chocolate and learn the difference between European and American chocolate—including cool facts about how it’s made. And, haven’t you wanted to know about the history of chocolate making?

Before the event, the Deluxe Tasting Box was shipped to each participant, which includes three full-size craft chocolate bars.

Quincy Mutual Group proudly supports the PIA Northeast!

For more information about our products and services, visit us at www.quincymutual.com TO INSURE IS HUMAN.

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QUINCY MUTUAL GROUP

SERVING YOUR INSURANCE NEEDS SINCE 1851.

PIA Northeast Virtual Conference | pia.org

Get to Know Balance Point,

Your Human Capital Management Partner

We provide technology and services that help companies manage the employee life cycle.

• Hiring and Onboarding

• Benefits Administration

• HR Consulting and Software

• Payroll

• Time and Labor Management

• Learning Management

Balance Point is the logical partner for the insurance broker.

We offer leading edge technology and an unparalleled

Your expertise, coupled with our resources, puts you in the best position to retain and win more business!

Find out how: 201-712-1157 www.balancepointHCM.com info@balancepointHCM.com

customer experience—yet do not sell insurance or any services that would compromise the relationship you have with your clients.

A New Business? No Problem.

At The Fairway Agency, we specialize in workers’ compensation insurance placement for your small business accounts throughout New England. Whether your client is a start-up or well established, we can secure coverage with a top-rated carrier.

Partner With Us.

jim@thefairwayagency.com • 508-807-0380 • thefairwayagency.com PIA Northeast Virtual Conference | pia.org

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Ride in style with motorcycle insurance from Plymouth Rock.

• Fast and easy quoting • Wide range of discounts and coverages • Industry-leading claims service • Backed by 50 years of experience serving the riding community

Learn more at plymouthrock.com/Motorcycle 16

PIA Northeast Virtual Conference | pia.org

THANK YOU

WELCOME

Steve Radespiel, everyone at Plymouth Rock salutes you for your hard work.

Michael DeStasio, Jr., TRIP, we look forward to growing together in 2021!

. .

Plymouth Rock is proud to support PIA members and agents everywhere.

Thank you for all that you do for our industry.

AUTO | HOME | UMBRELLA | MOTORCYCLE | COMMERCIAL AUTO

WE PROUDLY SUPPORT

PIA Northeast Virtual Conference | pia.org

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And, you won’t want to miss out on: Virtual Exhibit Hall Mingle and network with other insurance industry colleagues and learn about insurance products from all over the Northeast and beyond.

Games and Door Prizes Trivia contest, leaderboard competitions, sponsor and exhibitor giveaways, and more!

InsurTech Demo Pavilion

See demonstrations of the latest, most innovative insurance technologies— and, meet new people!

Virtual Photo Booth Have fun taking photos—don’t forget a silly one!

Brooks is honored to support the Professional Insurance Agents (PIA).

© 2021 Brooks Group Insurance Agency, LLC. All rights reserved

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PIA Northeast Virtual Conference | pia.org

NJYIP Virtual Fun Run The Annual Fun Run 5k, a 37-year tradition, continues with Fun Run 2021. To date, PIANJ and NJYIP have raised more than $4 million for SONJ. Run, jog or walk during May 28-June 11, 2021 and help make this the best one yet.

We represent 80+ quality carriers, including several new and exciting markets. Plus, a broad array of products and services in admitted and non-admitted markets.

MARKET STRENGTHS AND EXPERTISE • • • •

Broad market reach High-touch broker specialists Easy, online quoting process Collective approach to complex insurance needs

CONNECT WITH US AT THE 2021 ANNUAL CONFERENCE! Call us at 732.972.0600 or email info@brooks-ins.com Visit Brooks Insurance Agency at the virtual exhibit hall June 8-9, 2021.

PIA Northeast Virtual Conference | pia.org

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CE-Approved Insurance Seminars Business Income and the Pandemic Monday, June 7 | 1 - 4 p.m.

Cathy Trischan, CPCU, CIC, CRM, AU, ARM, AAI, CRIS, MLIS, TRIP

CE credits: Conn.—3 PC; N.H.—3 Gen Ins PROD; N.J.—3 GEN; N.Y.—3 BR, C3, PA, PC; Ohio—3 GEN; Pa.—3 GEN; Vt.—3 GEN.

Sponsored by: NLC Insurance Cos.

Businesses world-wide have felt the effects of the COVID-19 pandemic and have looked to their Business Income coverage for relief. We will explore the coverage issues involved—discuss what Business Income coverage intends to do and how the Cause of Loss exclusions may come into play. We will examine what courts across the country are saying in response to the numerous lawsuits that have been filed.

We will look at the government response and actions taken at the state and federal level. Lastly, we will discuss where we are going as our industry reacts to COVID-19.

Protecting Your Clients’ Life while Complying with Reg 187 Tuesday, June 8 | 10 - 11 a.m.

Gary Slavin, CLTC, CIC CE credits: Conn.—1 PC; N.H.—1 Gen Ins PROD; N.J.—1 GEN; N.Y.—1 BR, C3, PA, PC; Ohio—1 GEN; Pa.—1 GEN; Vt.—1 GEN.

This class will explain how to comply with Reg 187, and how to make a recommendation on life insurance that is in the best interest of your clients and help protect their income. It will cover the reasons behind 187; exceptions to it, as well as the education needed to comply with the regulation. Finally, it will cover how the Department of Financial Services views compliance with the regulation.

Insurance Trivia: Testing your Personal Lines & Commercial Lines Knowledge Wednesday, June 9 | 9 a.m. - Noon

Steve Lyon, CPCU, CIC, CRM, AAI, ARM, AIS, CRIS CE credits: Conn.—3 PC; N.H.—3 Gen Ins PROD; N.J.—3 GEN; N.Y.—3 BR, C3, PA, PC; Ohio—3 GEN; Pa.—3 GEN; Vt.—3 GEN. Sponsored by: Excess Line Association of New York

Whether you work in Personal or Commercial Lines, this class is for you. Test your working knowledge of the forms and endorsements you use every day! We will take a look at some of the most commonly used ISO forms and endorsements and shed new light on coverages and exclusions that are often missed by many experienced insurance professionals. Real-life claims situations also will be used to test your coverage knowledge to help us provide better advice and coverage recommendations to your clients. This fun environment makes for a great learning opportunity. Let’s see who’s the smartest person in the class!

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PIA Northeast Virtual Conference | pia.org

Connecting the superhighway of insurance.

Whether you are looking for the right markets for risks, instant quotes or access to the latest policy documents at a moment’s notice, IVANS is here to make that simple – and within your daily agency management system workflows.

See how the industry’s largest digital network of 33,000 agencies and 430 insurers and MGAs ensures you provide the best products and service to your clients – at no cost to your business.

ivansinsurance.com

PIA Northeast Virtual Conference | pia.org

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Dive into the NFIP—Basic Agent Training Course Thursday, June 10 | 10 a.m. - 1 p.m.

Katherine Howington, CFM, ANFI, CPIA CE credits: Conn.—3 Flood; N.H.—3 FEMA Flood; N.J.—3 NFIP Flood; N.Y.—3 BR, C3, PA, PC; Ohio—3 NFIP Flood; Pa.—3 GEN; Vt.—3 Flood.

Sponsored by: Crystal Restoration Services of CT Inc.

This class will give attendees an introduction to the National Flood Insurance Program. We will discuss the recent changes and updates to the program over the last five years as well as the standard flood insurance policy. We will talk about coverage that is offered, some of the limits and exclusions to the policy and various related certificates. The course will finish with an update on available resources for agents offering flood coverage. (This program qualifies as an NFIP course for the NYS Flood requirement.)

Promises, Promises: Avoiding Verbal & Written E&O Issues ^UN ^FF Thursday, June 10 | 2 - 5 p.m.

John Fear, CPIA, CISR CE credits: Conn.—3 PC; N.H.—3 Gen Ins PROD; N.J.—3 GEN; N.Y.—3 BR, C1, C3, LA, LB, LSB, PA, PC; Ohio—3 GEN; Pa.—3 GEN; Vt.—3 GEN. Sponsored by: Utica National Insurance Group

Words matter. Regardless of the way they are conveyed—in print, electronically or verbally exchanged in conversations—the messages agents convey as “promises” may have E&O implications. This session will identify some common areas in which these mistakes may appear and provide guidance on how to avoid possible errors-and-omissions claims. ^UN ^FF - This course has been approved for E&O loss prevention credit by Utica National and Fireman’s Fund. Call the PIA E&O Department for details.

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PIA Northeast Virtual Conference | pia.org

LIVE IN PARTNERSHIP Franklin Mutual Insurance is committed to the idea of helping others prepare for life’s

surprises—and we do that best by working together. The partnerships we have created with independent agents are the perfect example. Together, we’re using our expertise and resources to deliver localized and personal coverage to best suit our customer’s needs.

Because we have no stockholders, we work as a team, and we can be certain we are delivering the most appropriate, most valuable coverage to our policyholders.

Visit FMIweb.com for more information.

HOMEOWNERS • RENTERS • BUSINESS

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Instructors MARK ANGELUCCI, CPCU, ARM, AIDA Mark Angelucci is the senior vice president and the insurance agents’ errors-and-omissions segment officer at Utica National Insurance Group—at which he’s been employed since 2013. Angelucci has diverse and extensive experience in the insurance industry, including underwriting, business development, and marketing and sales. He is a past president of the Utica Chapter of the CPCU Society, and graduated from St. Bonaventure University.

MIKE BECKER Michael E. Becker is the vice president and CEO of PIA National. He began his career at PIA in 2007, and is recognized for his lobbying efforts on Capitol Hill and leadership at the PIA National Federal Legislative Summit before being named the CEO in 2013. Before working for PIA National, Becker worked on the congressional relations team for the Consumer Healthcare Products Association, and he was a legislative staffer on Capitol Hill. Becker received his bachelor’s degree in government and international politics from George Mason University in Fairfax, Va.

ARTURO CATAPANG Arturo Catapang is the CEO and managing principal at Coastline Risk Inc., dba Budrisk—a specialty insurance agency in Needham, Mass. Over his more than 30 year career in the industry, Catapang has developed and implemented specialty insurance programs to target industry segments. Additionally, he manages retail operations and sales for a distribution channel of agents in the Northeast, and he specializes in insurance for industries including real estate, hospitality, transportation, and sports and entertainment. Catapang’s brokerage focuses on the cannabis ecosystem specifically.

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PIA Northeast Virtual Conference | pia.org

If they can dream it, we can place it.

A TREE HOUSE RENTAL? THEY SAID, “BRING IT.” Every risk starts with a big, bold idea. And at RPS, we believe that every risk deserves the most secure placement. That’s why we never say no when it comes to finding trusted markets for unprecedented business ventures. Let’s talk about what’s new, what’s next, and what’s possible.

Let’s get in touch

Laurie Parmenter 800.749.7326 Laurie_Parmenter@RPSins.com www.rpsins.com Standard Lines: 1.800.749.7326 E&S Products: 1.866.595.8413

RPS40270 © 2021 Risk Placement Services, Inc.

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KELLY DONAHUE-PIRO Kelly Donahue-Piro is the founder and president of Agency Performance Partners. She specializes in teaching insurance agencies how to be most effective by identifying sustainable improvement opportunities. Donahue-Piro has worked with small businesses across the country to build and implement successful programs that help them boost revenue.

JOHN FEAR, CPIA, CISR John Fear has worked in the insurance industry for over 30 years, and has conducted hundreds of workshops and sales training sessions. Those experiences have given him knowledge and insight into real-life solutions that improve sales and maximize operational efficiencies for agencies.

SAM FRIEDMAN Sam Friedman is the insurance research leader at the Deloitte Center for Financial Services in New York, where he conducts quantitative analyses to examine major challenges facing the insurance industry. His most recent work has spotlighted insurance innovation, InsurTech investments, privacy management, cyber risk and underwriting transformation.

KATHERINE HOWINGTON, CFM, ANFI, CPIA Katherine Howington, has spent the past 15 years training insurance agents how to discuss flooding with their clients. Howington has extensive background in flood plain management, and understands the local impact that construction and development can have on increasing flood risk to a property.

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PIA Northeast Virtual Conference | pia.org

Grow your agency 2-4x faster LEARN MORE with our guide to agency aggregators where we outline: How agents use aggregators to grow their business What agents should expect from membership What to consider before you join The Agency Growth Engine

The first fully digital wholesale exchange to enable you to seamlessly sell insurance Harbor.ai can offer your retail brokerage

Market Access Speed Binding Authority all while being free to use!

Contact us today to schedule a demo or get a quote at submissions@harbor.ai

www.harbor.ai

90 Broad Street, Floor 3, New York, NY 10004 (1-833-342-7267)

BRADFORD J. LACHUT, ESQ. Bradford J. Lachut, Esq., is the director of government and industry affairs at PIA Northeast. He is responsible for all legal and government relations, and insurance-industry liaison programs for all of PIA Northeast’s state associations. Before working at PIA, Lachut worked as an attorney for Steven J. Baum, PC, in Amherst, N.Y., and as an associate attorney for the law office of James Morris in Buffalo, N.Y. His civic duties include his involvement with Shriners International on the board of governors of Shriners Hospital in Springfield, Mass., on which he serves as the secretary.

NICK LUCZYSZYN Nick Luczyszyn, owner of Amplify OSM, specializes in teaching sales professionals how to leverage themselves on social media to hit their goals. He believes that LinkedIn is the best platform to help grow a business and has trained professionals on LinkedIn across the U.S., Canada, Latin America, Europe and Asia.

STEVE LYON, CPCU, CIC, CRM, CRIS, AAI, ARM, AIS, MLIS, AFIS, TRIP Steve Lyon has more than 35 years of agency-management experience owning, operating and managing an independent insurance agency. He uses his experience to conduct more than 150 insurance-related classes each year for agencies and companies throughout the U.S.

A Tradition of Service for Over 175 Years Whether your insurance needs are business or personal, Cumberland Mutual can help.

800-232-6992 cumberlandmutual.com

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Your Premier Wholesale Broker & MGA!

Celebrating

35

Years of

Independence www.jimcor.com

800-334-0474

Commitment Working together. Stronger together.

At Travelers, a culture of involvement and spirit of unity inspires us to find unique ways to empower the communities around us.

Visit travelers.com/community

travelers.com © 2021 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries. M-18564 New 5-21

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31

BETH MARKOWSKI-ROOP Beth Markowski-Roop specializes in disaster restoration. She has led a variety of workshops, seminars and has served as a featured guest at numerous conventions in the disaster restoration, financial services, home improvement and construction, and media industries over the last 20 years.

CHARLES PYFROM Charles Pyfrom is the chief marketing officer at CannGen Insurance Services. He oversees all carrier/broker relations, program development and direction, and long-term underwriting strategies. Also, Pyfrom spent five years as the vice president of program management at a privately held program carrier, and four years with Farmers Insurance Group.

BARBARA SIMPSON-WINSKY, CPCU, AIS, ASLI, ARM, ARe, CRIS, TRIP Barbara Simpson-Winsky is the vice president of property and casualty for Russell Bond & Co. Inc., and leads teams in both Buffalo, N.Y., and New England. Additionally, she is the market relationship manager for property and casualty. SimpsonWinsky is the co-lead for the Wholesale & Specialty Insurance Association Education Committee and is passionate about mentoring and developing others in the insurance industry.

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PIA Northeast Virtual Conference | pia.org

HELP CUSTOMERS SAY GOODBYE TO MAIL DELAY WORRIES, AND HELLO TO THE CONVENIENCE OF PAPERLESS BILLING By enrolling in paperless billing with MySelective, customers can: • View online statements • Eliminate check writing • Sign up for Automatic Payments • And more!

Together, let’s show customers what it means to Be Uniquely Insured. © 2021 Selective Ins. Group, Inc., Branchville, NJ. Products vary by jurisdiction, terms, and conditions and are provided by Selective Ins. Co. of America and its insurer affiliates. Details at selective.com/about/affiliated-insurers.aspx. SI-21-330

AmGUARD • EastGUARD • NorGUARD • WestGUARD

GROW YOUR BUSINESS WITH US:

PROUD TO SUPPORT

PIANY, PIANJ, PIACT, PIANH, & PIAVT

Visit our

virtual booth!

Businessowner’s

General Liability

Commercial Auto

Homeowners

Commercial Package

Personal Umbrella

Commercial Property

Professional Liability/E&O

Commercial Umbrella/Excess

Workers’ Compensation Pay-As-You-Go options with over 200 payroll partners!

Disability (NY)

This information is intended to provide a general overview for marketing purposes. Not all Berkshire Hathaway GUARD Insurance Companies provide the products described herein nor are they available in all states.

To learn more, visit www.guard.com

GARY SLAVIN, CLTC, LUTCF, CIC Gary Slavin has more than 30 years of experience in the insurance industry and ranks amongst MassMutual’s top advisers. Slavin works with individuals, business owners, professionals, and nonprofit organizations and helps them explore financial strategies and vehicles available to fit their unique needs.

TOVA STERLING Chef Tova Sterling is a gourmet chef who has cooked for influential celebrities like Sir Paul McCartney, Jennifer Lopez, Jimmy Buffet and Dakota Fanning. She is the founder of Not Boring Events, and her mission is to bridge the gap between events entertainment and sustainability. Sterling strives to offer gourmet food that is fun and engaging—and her events are guaranteed to be upbeat and entertaining.

PASHA A. STERNBERG Pavel (Pasha) Sternberg is an associate in the Tech Transactions & Data Privacy practice. He specializes in teaching the everchanging domestic and international privacy and cyber security regulations. Sternberg uses his experience to assist clients in effectively conducting data mapping, and implementing cyber security policies.

CATHY TRISCHAN, CPCU, CIC, CRM, AU. ARM, AAI, CRIS, MLIS, TRIP Cathy Trischan has worked in the insurance industry for over 30 years, and provides education and consulting services to other agents, brokers and insurance companies. Those experiences have given her a deep level of dedication and a strong working relationship with her associates in the industry.

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www.mapfreinsurance.com

PIA Northeast Virtual Conference | pia.org

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Professional Development How Sustainability and Climate Risk Concerns May Reshape the Insurance Industry Tuesday, June 8 | 9:15 - 10 a.m.

Sam Friedman, Deloitte Services LP

Insurers are on the hot seat when it comes to climate risk. They already serve as financial first responders when disaster strikes. But stakeholders (lawmakers, rating agencies, etc.) want insurers to be more proactive. Attend this class to learn how insurers might respond to these calls for environmental action, how agents and brokers can play a key role.

How to Increase Your LinkedIn Social Selling Index Series

Session 1: Tuesday, June 8 | 9:30 - 10:30 a.m., Sessions 2-4: On-demand Nick Luczyszyn, Owner, Amplify OSM

We all have networking strategies we’re trying to execute, but the pandemic has forced us to lean more on social media. Do you know how to be successful on LinkedIn? LinkedIn is where your audience is—and where you should be. Start with one of Nick Luczyszyn’s four LinkedIn sessions to begin learning about establishing your professional brand, finding the right people with whom to connect, engaging with insights on LinkedIn, and fostering relationships with your connections.

Are You Listening or Just Waiting to Speak?

Tuesday, June 8 | 11:45 am - 12:45 p.m.

John Fear, CPIA, CISR

It’s been said that “we were given two ears and only one mouth with the hope that we’d exercise them in that proportion.” The fact is, the more we’ve heard, the less we listen and the more we can miss. We’ll spend time during this hour learning how to use our speaking and hearing abilities in the proper proportion when we’re interacting face-to-face or over-the-phone.

Proudly serving Independent Agents and their clients since 1950.

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PIA Northeast Virtual Conference | pia.org

Amwins is a proud sponsor of the

PIA Northeast Virtual Conference When things get rough, it becomes easier to see what’s important. For us, it is relationships.

Before insurance can be about handling risks, it has to be about relationships. Without partners you trust and clients who trust you, the insurance business is just too risky.

To all our carriers, partners and clients, it is because of you we can say: Bring on the future. We’ll cover it.

/ amwins.com

Affordable. Scalable.

Digitize your agency in just days INNOVEO eBro.

The leading no-code, turnkey digital platform for the SME broker market.

Innoveo eBro®’s digital platform enables forward-thinking agencies to achieve countless benefits, including improved customer experience, increased productivity, lower costs, revenue growth, and profitability – for the agency and per agent. » End-to-end solution that seamlessly connects Broker + Customer + Insurer » Enhanced customer journey. Digitized onboarding, simplified policy renewals, expedited claims processing » Easy connectivity with legacy technology, third party platforms, and agency management systems via API’s Digitization pays for itself. Schedule your demo today! marketing@innoveo.com

PIA Northeast Virtual Conference | pia.org

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What Evil Lurks In Your Inbox? A Cyber Risk Panel Discussion Tuesday, June 8 | 2:30 - 3:30 p.m.

Mark Angelucci from Utica National Insurance Group; Attorney Pasha Sternberg from Polsinelli Law Firm; and moderated by Bradford J. Lachut, Esq., PIA Northeast director of Government & Industry Affairs Sponsored by: Utica National Insurance Group

Learn more from our industry experts about what you can do to protect yourself and your business. PIA Northeast Director of Government Affairs, Bradford J. Lachut, Esq. will moderate a panel discussion with Attorney Pasha Sternberg from Polsinelli PC and Mark Angelucci, Senior Vice President & Insurance Agents’ E&O Segment Officer for Utica National Insurance Group. This panel will discuss the legal and practical issues surrounding a cyber breach and what you can do to protect your business.

Virtual Selling Strategies that Maximize Your Opportunities Wednesday, June 9 | 9:30 - 10:30 a.m.

Kelly Donahue-Piro Sponsored by: The Cincinnati Insurance Group

During this session, you will learn how to save valuable time and connect with your ideal insurance clients virtually. You’ll get to see strategies that you can start using today to generate new business, and help you close business when you can’t be there in-person.

Account Rounding on Inbound Calls Wednesday, June 9 | 10:45 - 11:45 a.m.

Kelly Donahue-Piro Sponsored by: Ohio Mutual Insurance Group

Does your agency see every inbound call as an opportunity or a transaction?

Most agencies are order takers—but they want to be advisers. At this session, you will learn each step you need take to transform every call you take into an account-rounding opportunity.

BUILT ON RELATIONSHIPS. FOCUSED ON SOLUTIONS.®

Coverage We Specialize In: What’s in our wheelhouse?

• Bailee’s

• Difference In Conditions

• Oil & Gas Equipment

• Contractor’s Equipment

• Medical Diagnostic & Scientific Equipment

• Property

• Computers & Electronics

GAIG.com/PIM

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• Cornerstone Complete®/ Builder's Risk

• Miscellaneous Floater

• Solar Energy • Transportation

• Motor Truck Cargo

Coverage description is summarized. Refer to the actual policy for a full description of terms, conditions, limits and exclusions. Policies are underwritten by Great American Insurance Company, Great American Assurance Company, Great American Alliance Insurance Company, and Great American Insurance Company of New York, authorized insurers in all 50 states and the DC. Great American Insurance Company, 301 E. Fourth St., Cincinnati, OH 45202. All rights reserved. 5778-PIM (04/21)

PIA Northeast Virtual Conference | pia.org

Helping Brokers Focus On What They Do Best...

Serve Their Clients.

646.292.5500 | www.elany.org

ELANY is the Top Resource for New York E&S Brokers • BEST-IN-CLASS WEBSITE

Excess Line Association of New York 120 Wall Street, 24th Floor

• COMPLIANCE GUIDANCE

New York, NY 10005

• TRAINING AND EDUCATION

elanyhelpdesk@elany.org

• BROKER AND CONSUMER-FOCUSED ADVOCACY

HawkLink for Google Chrome A Revolutionary Commercial Data Mapping Tool ®

Eliminate double entry. Auto-fill client and policy data from HawkSoft to carrier websites

HawkSoft CMS Data

HawkLink for Google Chrome

Google Chrome® (Carrier’s agent portal website)

 Quoting  Policy servicing  Digital payment  Premium finance  Crowd-sourced mappings hawksoft.com/hawklink PIA Northeast Virtual Conference | pia.org

Google Chrome is a trademark of Google LLC.

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Social Styles: Understanding Personalities to Improve Communications Wednesday, June 9 | 3 - 5 p.m.

John Fear, CPIA, CISR

Assertive or Non-Assertive? Tasks or People? Drivers, Expressives, Amiables and Analytics. My Air Force Drill Instructor taught our training group that, “just because you’re different, doesn’t mean you’re better.” Being able to understand our own social style and then identify that of our clients and interact with them in a way that they are most comfortable, will result in improved retention and referrals from them as you seek to differentiate your agency.

Hoarders—The Hidden Disorder

Wednesday, June 9 | 10:30 - 11:30 a.m.

Beth Markowski-Roop

Hoarding is a psychological disorder marked by an obsessive desire to acquire a significant amount of possessions. This mental disorder affects tens of millions of Americans and ranges in intensity and type. Whether you work with clients who are hoarders, have friends or loved ones who suffer from the disorder, or simply want to learn more about hoarding, this session will provide useful information. You’ll learn about this disorder, tips for interacting with hoarders, safety concerns, resources available, and have your questions answered.

Cannabis Unplugged: Thought Leaders Share How To Target a Growing Industry Wednesday, June 9 | 1 - 2 p.m.

Arturo Catapang from Budrisk; Charles Pyfrom, CMO from CannGen Insurance Services; and Barbara Simpson-Winsky, vice president of property & casualty for Russell Bond & Co Inc. Sponsored by: CannGen Insurance Services

CannGen has been a first-mover, providing comprehensive insurance coverages for the cannabis, CBD and hemp industries nationwide. Additionally, CannGen is the first managing general underwriter focused exclusively on the legal cannabis industry.

It has developed a broad suite of insurance solutions that will be instrumental for independent insurance agents and brokers. Take a seat with CannGen to learn more.

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PIA Northeast Virtual Conference | pia.org

THE HARTFORD’S FLOOD PROGRAM

PIA MEMBERS - ACCESS THE TOOLS, TECHNOLOGY AND SUPPORT YOU NEED TO GROW YOUR FLOOD BUSINESS The Hartford and PIA have joined together to make it easier for PIA member agents to provide their clients with flood coverage through The Hartford. The program is available to PIA members and their policyholders in all 50 states and Puerto Rico.

HELPING YOU MARKET • On demand training • Webinars • Marketing materials and newsletter • Dedicated Flood Sales Executive • Access to Transfer Consultant – we make moving your flood business to The Hartford easy • Access to Training Consultant – we help you build flood expertise ADVANCED TECHNOLOGY FOR EASE OF DOING BUSINESS • Flood zone determinations • SEMCAT and Vertafore integrated flood quote technology • Electronic application submission • Assistance in obtaining elevation certificates • Technological upgrades due to legislative changes MEASURING YOUR SUCCESS • Claims reporting • Policy database download and maintenance • Electronic movement of premium and commission funds • Increased revenue with competitive commissions • Reports on demand • Repetitive loss review

THE PIA ADVANTAGE When you participate in PIA National’s official flood insurance program from The Hartford, you have the power of PIA behind you.

PIA’s dedicated staff is ready to help if you need assistance. And, you’ll have access to The Hartford’s Flood Insurance Marketing Support Center.

CONTACT US For more information about The Hartford’s Flood Insurance program for PIA agents, contact your local Flood Sales Executive: Cheryl Maginley Phone: 973-219-9293 Email: Cheryl.Maginley@thehartford.com

LEARN MORE AT PIANET.COM/HARTFORDFLOODINSURANCE.

The Hartford® is The Hartford Financial Services Group, Inc. and its subsidiaries, including issuing companies, Hartford Fire Insurance Company, Hartford Insurance Company of the Midwest and Hartford Underwriters Insurance Company. Its headquarters is in Hartford, CT. All policies are written subject to the National Flood Insurance Program. Please note that this product is available in most states. Features and credits may vary by state. For simplicity, this brochure does not include all the features, exclusions and limitations of the policy. For full information, The Hartford suggests that you read your policy or consult with your independent agent. On all losses and claims, policy terms apply. All information and representations herein are as of March 2018 PLA245-1 © March 2018 The Hartford Financial Services Group, Inc. All rights reserved.

Lifestyle Sessions Nutritionist

Briana Bruinooge, RD, LDN, Certified Personal Trainer, Nutrition in Motion LLC Discuss nutrition tips on how to boost energy, mood and prevent chronic disease like diabetes and heart disease. Learn fun, quick and delicious recipes that will become your go-to meals when you’re on the run.

Briana Bruinooge is a registered dietician with an organization called Nutrition in Motion, which helps clients manage their weight, prevent chronic diseases, test for food sensitivities and understand nutrition altogether. Bruinooge specializes in nutrition counseling to help people manage their relationships with food, including meal planning, so that they can enjoy their favorite foods, feel satisfied and meet their nutritional goals without starving or depriving themselves.

Yoga Instruction

Kristin Harris, President & Founder, Seeds of Love Yoga

Start your day off right by re-centering and finding new ways to stay positive and healthy. Join us for a self-care yoga virtual class.

This class is open to all skill levels. For yoga novices, an additional instructor will demonstrate modified poses.

Kristin Harris is the president and founder of Seeds of Love Yoga. Through yoga, Harris found a means to combat anxiety, depression, anger and unwanted patterns of behavior. She uses the tools and skills she’s learned through yoga to help others do the same.

Wellness Coach

Marcelle Abel, Owner, Marcelle Abel Wellness Join a talk on how stress negatively affects our health, and how to improve health through better stress response. Learn tips and techniques to help you work from the inside and step into each day with confidence and enthusiasm for life!

Marcelle Abel is the owner of Marcelle Abel Wellness and as a coach she focuses on creating a partnership with you to help you thrive, not just survive, in all areas of life. Her priority is creating a safe and supportive space for others to honor their needs, empower themselves and speak their truth.

VEToga

Dillon Behr, Army Special Forces Veteran Dillon Behr is a U.S. Army Special Forces veteran who was severely wounded in combat. Listen to Behr describe his journey after recovery, how he helps other wounded veterans embrace exercise again, and how he raises funds for VEToga, a nonprofit that provides yoga and meditation to veterans and their spouses, and helps them become certified instructors.

Dillon Behr is a U.S. Army Special Forces veteran who was severely wounded in combat. After his recovery, Behr opened a nonprofit CrossFit gym to help other wounded veterans begin working out again—even those with prosthetics. Now, Behr raises funds for VEToga, a nonprofit that provides yoga and meditation to veterans and their spouses, and he helps veterans become certified yoga instructors.

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TECTONIC arePLATES shifting in the E&S WORLD. Have you felt it yet?

Your wholesale options are shrinking. XS Brokers remains fiercely committed and proudly independent.

WHAT SETS US APART:

SPECIALTY FOCUS

• We respond with solutions • Licensed in all 50 States • Commitment to Best in Class customer service • Strong carrier and agent partnerships that drive agency growth and revenue.

Simply put, we help you win

• • • • • • • •

more deals

Construction - GL and Excess Cannabis Products Liability Real Estate Excess/Umbrella Professional Lines - Tech E&O, D&O, Cyber Environmental Brokerage Property

• Construction, Habitation, Manufacturing, Vacant Buildings, Real Estate, Healthcare, Warehousing,

just

REACH OUT

Restaurants/Bars/Night Clubs, Hospitality

AVP BUSINESS DEVELOPMENT VP BUSINESS DEVELOPMENT

PIA Northeast Virtual Conference | pia.org

Peter Buccinna

518.567.5645

pbuccinna@xsbrokers.com

Misty Quail

518.378.8441

mquail@xsbrokers.com

let’s connect

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Event Sponsors A.I.M. Mutual Insurance Cos.

Assurant Flood Solutions

____________________________________

____________________________________

AmWINS Group Inc.

Balance Point

____________________________________

____________________________________

The Andover Cos. Gamification

Berkshire Hathaway GUARD Insurance Cos.

____________________________________

____________________________________

Sapphire Event Sponsor

Ruby Event Sponsor

Ruby Event Sponsor

Ruby Event Sponsor

Sapphire Event Sponsor

ANE, Agency Network Exchange LLC Brooks Group Insurance Agency Silver Event Sponsor

Sapphire Event Sponsor

____________________________________

____________________________________

Applied Systems

CannGen Insurance Services

____________________________________

____________________________________

Applied Underwriters

Central Mutual Insurance Cos.

Ruby Event Sponsor

Home Office Specialty Booth

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Cannabis Unplugged Session

Lifestyle Track

PIA Northeast Virtual Conference | pia.org

Chubb

Gamification

Farmers Insurance Co. of Flemington

____________________________________

____________________________________

The Cincinnati Insurance Cos.

Farmers Insurance Group

____________________________________

____________________________________

Silver Event Sponsor, Virtual Selling Session

Silver Event Sponsor

Ruby Event Sponsor

Crystal Restoration Services of CT Farmers of Salem CE session

Silver Event Sponsor

____________________________________

____________________________________

Cumberland Mutual

Franklin Mutual Insurance

____________________________________

____________________________________

EMC Insurance Cos.

Gemini Restoration Inc.

____________________________________

____________________________________

Excess Line Association of New York

Great American Insurance Group—Property & Inland Marine

Silver Event Sponsor

Silver Event Sponsor

Ruby Event Sponsor, CE Session

PIA Northeast Virtual Conference | pia.org

Emerald Event Sponsor

Silver Event Sponsor

Silver Event Sponsor

45

Harbor.ai

IVANS

____________________________________

____________________________________

Hartford Flood

Jimcor Agencies

____________________________________

____________________________________

HawkSoft

Liberty Mutual & Safeco Insurance

____________________________________

____________________________________

Indio Technologies

MAPFRE Insurance

____________________________________

____________________________________

Innoveo AG

New Jersey Agency Network

____________________________________

____________________________________

Iroquois Northeast

NIF Group

Sapphire Event Sponsor, CE Session

Silver Event Sponsor

Sapphire Event Sponsor

Ruby Event Sponsor

Sapphire Event Sponsor

Emerald Event Sponsor

46

Ruby Event Sponsor

Sapphire Event Sponsor

Diamond Event Sponsor

Ruby Event Sponsor

Silver Event Sponsor

Networking Lounge

PIA Northeast Virtual Conference | pia.org

Your Clients are Getting Back to

Business

PIA's Monoline Workers’ Compensation Program is Here to Help As work environments shift and evolve, your PIA member-exclusive market access can entertain hundreds of class codes, offer a low minimum premium, and provide quick turnaround. Let our expertise and knowledge in the WC market work for you and your small-business clients.

PIA’s NumberONE Comp market is now entertaining artisan classes, such as: • Landscape gardening—excluding hardscape • Plumbing NOC • Electrical wiring • Ceramic tile • Cabinet work installation • Concrete and cement work • Painting NOC—interior only

Other classes include offices, restaurants, beauty shops, retail stores, doctors/dentist offices, and more.

In partnership with

(800) 424-4244 | memberservices@pia.org

PIA Northeast Virtual Conference | pia.org

47

NJ Association of Mutual Insurance Cos.

Progressive Insurance

____________________________________

____________________________________

NLC Insurance Cos.

Quikfuzion

____________________________________

____________________________________

Ohio Mutual Insurance Group

Quincy Mutual Fire Insurance Co.

____________________________________

____________________________________

Omaha National

Renaissance Alliance

____________________________________

____________________________________

Plymouth Rock Assurance

Risk Placement Services, Inc.

____________________________________

____________________________________

Preferred Mutual

RT Specialty

Ruby Event Sponsor

CE Session

CE Session

Ruby Event Sponsor

Diamond Event Sponsor

Silver Event Sponsor

48

Emerald Event Sponsor, Door Prize

Ruby Event Sponsor

Silver Event Sponsor

Sapphire Event Sponsor

Sapphire Event Sponsor, Networking Lounge

Gamification

PIA Northeast Virtual Conference | pia.org

Russell Bond & Co. Inc.

ServiceMaster Restore

____________________________________

____________________________________

SageSure

ShelterPoint Life Insurance Co.

____________________________________

____________________________________

Selective

Simon Agency

____________________________________

____________________________________

Seneca Insurance Co.

State Auto Insurance Cos.

Ruby Event Sponsor

Emerald Event Sponsor, Coffee Break

Sapphire Event Sponsor, Networking Lounge

Silver Event Sponsor

Ruby Event Sponsor

Coffee Break, Exhibitor Door Prize

Entertainment Specialty Booth

Gamification

Be more than an insurance agent.

Be the hero your clients count on. ©Copyright Employers Mutual Casualty Company 2021. All rights reserved.

PIA Northeast Virtual Conference | pia.org

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Statewide Underwriting Services

Velocity Risk Underwriters

____________________________________

____________________________________

Strategic Comp

Vertafore

____________________________________

____________________________________

Travelers

Wright National Flood

____________________________________

____________________________________

Silver Event Sponsor

Gamification

Ruby Event Sponsor

Ruby Event Sponsor

Sapphire Event Sponsor

Silver Event Sponsor, Gamification

Utica National Insurance Group

Sapphire Event Sponsor, Session Sponsor

“Joining is one of the best decisions we’ve made in a while”

Conover Beyer Associates, Manasquan, NJ

“I kick myself for waiting so long to join!”

The Ardite Insurance Agency, Blackwood, NJ

Find out what everyone is talking about!

Contact Kimberlie (609) 206-7337 kimberlie@njansiaa.com 50

PIA Northeast Virtual Conference | pia.org

PIA Northeast Virtual Conference | pia.org

51

Exhibitors A.I.M. Mutual Insurance Cos.

Harbor.ai LLC

Agents Advocacy Coalition, the official PAC of PIANY

HawkSoft

www.aimmutual.com

www.pia.org/aac

AmWINS Group Inc. www.amwins.com

Applied Systems

www.appliedsystems.com

Applied Underwriters www.auw.com

Assurant Flood Solutions www.assurant.com

Balance Point

www.balancepointhcm.com

Berkshire Hathaway GUARD Insurance Cos. www.guard.com

Brooks Group Insurance Agency www.brooks-ins.com

Delta Dental of New Jersey Inc. www.deltadentalnj.com

Farmers Insurance Group www.beafarmersagent.com

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www.harbor.ai

www.hawksoft.com

Imperial PFS www.ipfs.com

Indio Technologies www.useindio.com

Innoveo AG

www.innoveo.com

Iroquois Northeast www.iroquoisgroup.com

IVANS

www.ivansinsurance.com

Jimcor Agencies www.jimcor.com

Johnson & Johnson Inc. www.jjins.com

Kite Technology Group www.kitetechgroup.com

Liberty Mutual & Safeco Insurance www.libertymutual.com | www.safeco.com

Lovell Safety Management Co. LLC www.lovellsafety.com

PIA Northeast Virtual Conference | pia.org

MAPFRE Insurance

Plymouth Rock Assurance

New England Excess Exchange

Progressive Insurance

NJ PIA PAC

Quikfuzion

New York State Insurance Fund

Renaissance Alliance

Omaha National

Risk Placement Services Inc.

PA Lumbermens Mutual Insurance Co.

Russell Bond & Co. Inc.

www.mapfreinsurance.com

www.plymouthrock.com

www.neee.com

www.pia.org/NJPAC

www.progressive.com

www.quikfuzion.com

www.nysif.com

www.omahanational.com

www.renaissanceins.com

www.rpsins.com

www.russellbond.com

www.plmins.com

PIANJ Womens Leadership Alliance www.pia.org/events/women

SageSure

www.sagesure.com

ServiceMaster Restore

www.servicemasterbymason.com

PIA Northeast www.pia.org

ShelterPoint Life Insurance Co. www.shelterpoint.com

FLOOD INSURANCE CHANGES EVERYTHING

Proven claims service - nationwide Technology designed for ease of use, accuracy, and NFIP compliance Personalized customer service to meet your needs online via chat or by phone (8:00 a.m. – 8:00 p.m. EST)

Training, sales, and marketing support to grow your business Excess flood coverage options to insure up to replacement cost* *Subject to underwriting guidelines

Call us for flood choices.

Wright Flood Marketing at 866-373-5663 or floodmarketing@weareflood.com 2021 Wright Flood®. All rights reserved.

PIA Northeast Virtual Conference | pia.org

18439-005 WF_2021_PIA_CTadResize7x2.indd 1

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3:00 PM

Simon Agency

Vertafore

Surety Bond Professionals Inc.

Workers’ Compensation Trust

www.simonagency.com

www.vertafore.com

www.suretybondprofessionals.com

www.wctrust.com

Synergy Professional Associates Inc. XS Brokers www.synergy-ins.com

www.xsbrokers.com

Utica National Insurance Group

Young Insurance Professionals

www.uticanational.com

www.younginsuranceprofessionals.org

Velocity Risk Underwriters www.velocityrisk.com

WHEN UNEXPECTED DISASTER STRIKES. YOU CAN DEPEND ON US. For over 70 years, ServiceMaster Restore has provided emergency response with certified experts 24/7/365. Our fast, professional service minimizes the severity of the claim and disruption to your valued clients, and we specialize in remediation vs. replace to reduce costs. We’ll restore your clients property, and their peace of mind!

Our services include: Emergency Water/Fire/Smoke Damage Cleanup & Restoration · Drying/Dehumidification & Water Extraction Large Loss Capabilities · Biohazard, Crime Scene & Trauma Cleanup · Odor Control & Removal Mold Damage Treatment & Removal · Vandalism, Graffiti, Hoarder & Estate Cleanup Packout & Storage Services · COVID Sanitizing & Disinfecting Services · Carpet, Upholstery & HVAC Cleaning Hurricane Damage Restoration · Tarping & Board-up Services · Document & Electronics Recovery Over 800 Offices Nationwide. We’re Ready When You Need Us.

Call 1-800-RESPOND (800-737-7663) www.servicemasterrestore.com

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Employee Benefits for Insurance Agencies Let the PIA Members’ Choice group benefits program take care of your agency.

Medical Dental/vision LTD with Reliance Standard Term life with Reliance Standard

PIA’s curated programs for member agencies and brokerages feature carrier selection, flexible coverage, top-notch customer service, and claims assistance when you need it.

Get your quote today! (800) 424-4244 | memberservices@pia.org

Top 5 Reasons

to Choose Utica National’s Agents’ Errors & Omissions Since 1966, Utica National has been a continuous leader in the E&O market.

Customized Coverage Claims Strength Utica National’s E&O claims team is 100% dedicated to E&O and has decades of experience.

When needed, we engage top litigators with proven track records of successful results.

More than just solid, comprehensive coverage; we offer choices based on your operation and risk appetite.

We provide several options when you are planning to retire, sell or purchase another agency.

More than 10,000 agents have placed their trust in Utica National’s E&O program and their state association.

Let us earn your business!

Leading-Edge Risk Management We offer resources on contemporary topics like social media, cyber liability and multilingual communications so you can understand the hazards involved and take steps to reduce your risk.

Direct Access to Underwriters and Claim Specialists

Flexible Payment Options

Need input regarding an E&O exposure or potential claim situation?

With Utica National, you can speak directly with an underwriter or claim representative.

We offer multiple billing options including electronic fund transfer without any interest charges or fees*.

For more information on how you can protect your agency from the financial hardship that results from an E&O claim, visit www.uticanational.com/EO.

*A nominal fee per installment applies to direct bill invoiced policies using the 12-payment option. Fees vary by state.

Utica Mutual Insurance Company and its affiliated companies New Hartford, NY 13413

At Velocity Risk Underwriters, LLC, our financial strength and A.M. Best ‘A’ rating delivers confidence in the aftermath of catastrophe. Visit velocityrisk.com to learn more.

r isk under writers

®

Velocity Risk Underwriters offers residential and commercial property insurance programs in catastrophe exposed areas around the U.S.

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PROTECT YOUR BUSINESS AND CUSTOMERS AGAINST CYBERCRIME WITH SECURITY MENTOR TRAINING FROM SELECTIVE • 6 complimentary trainings available to all Selective agents and customers • Learn to detect and combat information security risks • Agent access conveniently available on eSelect® • Customer access located in their MySelective online account Please encourage your team and customers to protect themselves with Security Mentor! © 2021 Selective Ins. Group, Inc., Branchville, NJ. Products vary by jurisdiction, terms, and conditions and are provided by Selective Ins. Co. of America and its insurer affiliates. Details at selective.com/about/affiliated-insurers.aspx. SI-21-329

Fire & Water Restoration

Reconstruction Services

Commercial Cleaning

(908) 686-7777 (877) 774-3646 24/7 EMERGENCY info@geminirestoration.com www.geminirestoration.com

WHEN DISASTER STRIKES...

Gemini has been there to help for over 45 years!

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We’ll Navigate Your

E&O Coverage

You Focus on Business

PIA is here to help you navigate through uncertain times, so let’s make sure you have great errors-and-omissions coverage at a competitive price.

Why PIA Is the Best Choice for E&O • Our professional liability and cyberliability programs are designed for your agency’s needs and risk exposures • Critical coverage options—especially important when many agents are working remotely • Top-rated, stable E&O carriers • Experience & expertise from our team

Get Your Quote Call (800) 424-4244, ext. 408 | Web www.pia.org

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Farmers Insurance is seeking individuals to own and operate their own insurance agency in the Northeast!

If you are an entrepreneurial-minded individual looking to build your business and invest in yourself, becoming a Farmers agency owner is one of the most exciting startup opportunities you can find.

Stop by our booth and say hello!

NJ/PA: Tom Horvath Ben Ochinegro

856-437-2610 484-845-6371

NY/CT: Alice Donlan Al Pettignano

516-688-1334 585-629-9665

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Your MGA and Wholesale Partner CYBER LIABILITY

OUR TEAM

EMPLOYMENT PRACTICES

Michele McCrohan Senior Vice President michelem@synergy-ins.com

DIRECTORS & OFFICERS PUBLIC COMPANIES PRIVATELY HELD COMPANIES NON-PROFITS

PROFESSIONAL LIABILITY ARCHITECTS & ENGINEERS CPAs INSURANCE AGENTS AND BROKER LAWYERS REAL ESTATE PROFESSIONALS MISCELLEANOUS PROFESSIONS (online quoting available)

MALPRACTICE DOCTORS and NURSES NURSING HOMES HOSPICE

Steven Sandberg Vice President stevens@synergy-ins.com Thomas Dattoli Vice President thomasd@synergy-ins.com Jessica Selepouchin, RPLU Assistant Vice President jessicat@synergy-ins.com Amanda Feirman Assistant Vice President amandaf@synergy-ins.com Leslie Gialanella Broker leslieg@synergy-ins.com Kathleen E. Arelo Underwriter kathiea@synergy-ins.com

Synergy Professional Associates, Inc. 100 Passaic Ave, Ste 145 Fairfield, NJ 07004

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Phone: 975-995-0500 Email: info@synergy-ins.com

PIA Northeast Virtual Conference | pia.org

Want Ruble?

Attend a Ruble Graduate Seminar via webinar or in the classroom—it’s your choice!

Attend one of the following seminars in person or online:

Update your CIC, CRM, CPRM, CISR and CSRM designations* and join us for Life & Health breakout sessions.

Register today!

Sept. 15-16: 2021 Ruble Graduate Seminar The September hybrid seminar will take place at the Water’s Edge Resort & Spa in Westbrook, Conn.

Nov. 3-4: 2021 Ruble Graduate Seminar

The November hybrid seminar will take place at the Hard Rock Hotel & Casino in Atlantic City, N.J. *To take a Ruble seminar, you need to be a dues-paid member of The National Alliance.

Register: (800) 424-4244 • pia.org • education@pia.org

Agency Network Exchange LLC is expanding in your region

Grow with a network of 60+ independent agencies and the 12th largest agency partnership in the U.S.

OWNERSHIP

REVENUE

SCALE

RESOURCES

Maintain 100% ownership of your agency, book of business, and have your name remain on all of your policy dec pages.

Our network has a combined P&C written premium of $1.3 billion.

We pool our aggregated premiums amongst 30+ carriers to increase contingent revenue and negotiate exclusive incentives.

ANE tailors specific resources to each agency’s needs.

FLEXIBLE CONTRACT

Renewable three-year agreement, monthly fees are minimal, and the ability to leave is easy.

LEARN HOW YOU CAN TAKE ADVANTAGE AT: information@ane-agents.com • www.ane-agents.com • (800) 700-9643

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Simon Agency

The Simon Agency was established in 1955. Simon Agency is a Premier Wholesale Agency and licensed in 26 states.

With over 80 carrier partnerships, online quick-quotes, and an experienced underwriting team delivering unparalleled service and turnaround time, Simon Agency is the top choice for all of your wholesale insurance needs. Our team's knowledge and level of service will make your life easier by helping you to write more business with less time and effort.

Visit us Online at www.simonagency.com

14 Front Street, Suite 201, Hempstead, NY 11550 • www.simonagency.com • 516-593-2700

We invest in bonds.

The human kind.

Working with the independent agency system is one of the most worthwhile investments we can make. Travelers is proud to be a sponsor of the 2021 PIA Northeast Virtual Conference.

travelers.com © 2021 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries. M-17942 Rev. 5-21

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AN

INSURTECH

COMPANY

INSURANCE AGENCY MANAGEMENT

ANALYSIS

INTEGRATION

AUTOMATION

WHAT’S INCLUDED? ¤ 100% web-based ¤ Amazon Secure ¤ ACORD Forms • First vendor integrated with ACORD • ACORD Forms are always current

¤ IVANS Download with over 500 carriers • Proprietary download with Progressive and Erie Insurance

¤ Integrated Insurance Accounting • • • •

Invoicing Agency Bill General Ledger Repoos and more

¤ Communications • E-Mail/Calendar (Outlook 365) • Two-way texting • E-Signature included

¤ Integrated Premium Financing with FIRST Insurance • Easy to quote and issue

¤ Document Management • Agency, customer and policy level

¤ TurboRater Integration for comparative rating of personal lines (optional) ¤ Insurezone Integration for comparative rating of commercial lines (coming soon) ¤ Training included ¤ Month to Month contract – we don’t lock anyone into a long term contract. ¤ Agency owns their data and we do not sell it. ¤ Free data copies. ¤ Open API ¤ PIA Member Discount $69 per user/per month

¤ Customer Pooal • Self Service • ID Cards/Ceeificates

sales@quikfuzion.com

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888-853-4758 w w w.q u i k f u z i o n .co m PIA Northeast Virtual Conference | pia.org

Flood Expertise You Can Count On At Assurant, we understand flood.

We’re a charter member of the NFIP with over 35 years of experience in flood insurance. At Assurant, we offer: • Expertise in the NFIP as the second-largest provider of flood insurance under the WYO Program • Dedicated flood sales support, so you’re confident in selling flood insurance • In-house underwriting, dedicated customer service and convenient virtual claims inspections • Private flood product suite that includes RCBAP, and commercial and residential coverage written on our own A-rated paper

The future of flood is here. Contact Us today!

Kim Bassford

New Jersey 609-289-6518 kim.bassford@assurant.com

Kevin Duprée

New York 704-236-6978 kevin.dupree@assurant.com

Art McKinney

Connecticut, New Hampshire, Vermont 860-752-0532 art.mckinney@assurant.com

Patricia Lorizio

New Business 508-651-6681 patricia.lorizio@assurant.com

Customize your Insurance Technology Stack with HawkSoft and our API Partners

Visit hawksoft.com/partners for more information

MARKET ACCESS Access 40+ standard insurance markets to propel new business growth, improve retention and gain a competitive edge.

The Agency Growth Engine

INCREASED COMPENSATION Leverage the scale of the group for higher negotiated commissions, superior profit sharing and guaranteed overrides.

Renaissance Alliance works with independent P&C agency owners to grow your premium, maximize your revenue and increase the value of your agency.

How to become a member:

SERVICES & TECHNOLOGY

Find out more at renaissanceins.com or talk to someone from our team today:

Harness the power of technology and 90+ experts to grow and profit well beyond what is achievable as a standalone agency.

800-514-2667

You’ll like us because there’s nobody like us.

[

Workers Compensation Insurance • No volume requirements • Competitive rates • Multiple options for premium payments • Open to Shock Loss/High Mods Send in your submissions today.

For more information contact a marketing rep at 844-761-8400 or email us at

Sales@Omahanational.com.

Coverage in: AZ • CA • CT • IL • NE • NJ • PA • NY*

Smart. Different. Better.

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* Coming Soon

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AGENTS OF

Resilien ce

Leading the way—and growing—together

Thanks to you, our hardworking agent partners, we’ve long been the #1 personal auto carrier in the independent agency channel.

Even more exciting, we’re now the #1 overall personal auto insurer in seven states and we hold the #2 spot in more.* Your commitment to our mutual customers, especially during these challenging times, is truly remarkable, and we’re incredibly proud to keep growing with you.

As we strive to become both consumers’ and agents’ #1 choice for auto, home, and other insurance, we’ll continue to provide you with the tools, resources, and services that you need to grow your business and your bottom line. Because strong partnerships are the best way to an even stronger future.

To learn more, search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.

*No. 1 by written premium from NAIC’s 2019 P&C Ins. Market Share Report. 20A00781.03 (04/21)

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pia.org | conferences@pia.org | (800) 424-4244