PIA Connection--July/August 2019

SAVINO: Agents Are the Real Disruptors

page 5

JULY – AUGUST 2019

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

ACTIVE SHOOTER INSURANCE page 12

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JULY – AUGUST 2019

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Keith A. Savino, CPIA (NJ) keiths@warwickresource.com PRESIDENT-ELECT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com VICE PRESIDENT/TREASURER Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com SECRETARY/ASSISTANT TREASURER Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com IMMEDIATE PAST PRESIDENT Timothy G. Russell, CPCU (CT) trussell@therussellagency.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org MARKETING EDITOR Dana A. Anaman, CAE | danaan@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

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

The information in this publication is general in nature and is not intended to serve as legal, accounting, financial, insurance, investment advisory or other professional advice as to any reader’s particular situation. Users are encouraged to consult with competent legal, financial, insurance, investment advisory and or other professional advisors concerning specific matters before making any decisions and we disclaim any responsibility for any decisions or actions by readers.

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PAGE 21 PIA DMV: PIA’S DIRECT MARKETING VAULT. ONE OF THE EASIEST WAYS TO REACH MORE CUSTOMERS.

CONTENTS NEWS BRIEF 6-7 PIA Signs Letter Relating to Marijuana…Hail Claims Are Biggest in Texas…More People Still Moving to Coasts…PIA Comments on Bolstering Private Flood Market…Insurtech On the Silicon Prairie…

Scooters Face Restrictions After Deaths…Crop Insurance Caucus Formed in U.S. House…

COVER STORY: ACTIVE SHOOTER INSURANCE PIA National’s Lauren G. Pachman, Esq. looks at the insurance aspects of an ongoing national tragedy.

12-14

PIA NATIONAL CEO BECKER ‘Today’s Agency Is Not Yesterday’s Agency’

4

PIA NATIONAL PRESIDENT SAVINO ‘Agents Are the Real Disruptors’

5

PIA ADVOCACY DAY New name, same advocacy at PIA’s Capitol Hill fly-in

9

TIME TO SHINE: AGENCY STRATEGIES AFTER A NATURAL DISASTER Guest article by Brenda Sells in the U.S. Virgin Islands

11

NEW FLOOD BILL POSES THREAT TO AGENT COMMISSIONS 15 PIA National views as unacceptable a proposed reduction in the Write-Your-Own (WYO) rate.

INCREASE SALES BY FOCUSING ON THE BASICS John Chapin with the 5 basics to sales success.

18-19

DEPARTMENTS From the CEO . . . . . . . . . . . . . . . . . . . 4 From the President . . . . . . . . . . . . . . . . 5 PIA National Member Benefits . . . . . . . . . . 20 PIA Member Benefit Spotlight . . . . . . . . . . 21 PIA Marketplace . . . . . . . . . . . . . . . . . 21 PIA Affiliate Listings . . . . . . . . . . . . . . . 22 Cover image: iStockphoto/Cloud-Mine-Amsterdam

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

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

July – August 2019 | 3

FROM THE CEO

PIA NATIONAL CEO BECKER DECLARES: ‘TODAY’S AGENCY IS NOT YESTERDAY’S AGENCY’ MIKE BECKER, CEO OF PIA NATIONAL, recently

shared his perspectives on the full range of issues, challenges and opportunities facing independent insurance agents in a free-wheeling edition of the Connected Insurance Podcast by Agency Revolution, with host Michael Jans. Mike talks about how agents can keep up with the dizzying pace of change, the shift of power to the consumer and what it means for agents, and the changing role of the agency principal.

Here is an excerpt of the podcast.

MICHAEL JANS: I suspect you have seen trends in insurance

that are non-legislative.

MIKE BECKER: Very much so. The thing about the legislative side is just about anyone can be legislated out of business with one stroke of a pen. That’s one reason it’s important that we advocate in the legislative arena on behalf of our members. But frankly, with what we see in the industry with technology that’s coming and changes in consumer behaviors, it’s important that agents are keeping up with this sort of change, so they can stay in business and still provide the value they bring to the table for their insureds.

MICHAEL JANS: What do you see? What’s happening in the

insurance industry right now?

MIKE BECKER: It’s not just the insurance industry, it’s much

bigger. It starts with consumers. We live in this “right here, right now” world as far as expectations go, we often have answers right at our fingertips, so consumer behavior changes so much, and that’s affected the insurance industry. As for agents, the concern is how do you keep up with changing consumer expectations, and how do you keep up with technology.

Agents are doing a good job. Agents are a very resilient group. The reality is, it’s today’s agency, not yesterday’s agency, nor will it be tomorrow’s agency. There’s a real need and a real demand that agents continue to change and continue to meet the expectations of the consumer.

There was an old statistician, Dr. W. Edwards Deming. He has this quote that always stuck with me: “Survival is optional.

No one has to change.” The interesting thing is that he died in 1993—so what you and I are talking about today has been discussed for decades. It’s not necessarily new, but I do think there’s an argument to be made that perhaps change and technology may be evolving at a faster clip than ever before.

The question is, how do we guide agents, and how can agents take advantage of these new opportunities, how are they 4 | July – August 2019

continuing to evolve to meet the demands of the changing consumer. That’s the change that we’re really seeing.

MICHAEL JANS: Years ago it was estimated that there were

80,000 independent insurance agencies. Now, the number has been pretty much in the 40,000 range. I can’t help but wonder if the amount of change and the speed of change being asked of people [today] is going to lead to another “thinning of the herd.” What are your thoughts?

MIKE BECKER: I’m not convinced if there was a 50 percent reduction 25 years ago, it was simply because half didn’t keep up with change, I think there were other factors. One is you had an aging agency population, and that contributed.

I think there’s so much opportunity in this industry right now; that’s why we’re seeing over the past several years the entry of private equity funding of independent agencies, and that along with the aging of the agency force, is part of what’s contributed to mergers and acquisitions.

M&A activity is not solely due to private equity firms coming in. Some agencies will pass from generation to generation, as the result of perpetuation. I think you may see a smaller number of agencies overall, but it’s in part because we’re getting larger agencies as a result.

The one thing that isn’t changing is the valued role of the agent. That is why the independent agency distribution system has persevered throughout the decades, and continues to grow today. It’s the relationship that’s built between the agent and the insured that sustains it.

A term we hear more and more is “customer CONTINUED ON PAGE17

www.pianet.com | PIA CONNECTION

FROM THE PRESIDENT

KEITH SAVINO: AGENTS ARE THE REAL DISRUPTORS PIA NATIONAL PRESIDENT KEITH SAVINO recently sat down

for an interview with the Vertafore Insurance Podcast. He shared with host Rick Fox his perspectives on the current state of the independent agency distribution channel, the impact of insurtech, and many other topics. Here are some of Keith’s observations during that interview: There was a time back in the late 90’s when people were speaking about the future, and everyone was predicting that insurance agents and brokers were going to be “disintermediated.”

Now, they predict we’ll be “disrupted.”

In the late 90’s, Bill Gates had a book out called “The Road Ahead.” One of the key points he made was, intermediaries will need to prove their value, and if they do not continue to prove their value, they will be disintermediated.

That’s where that term came from.

Of course, that was 20 years ago and today, independent agents and brokers probably represent more carriers than ever before, and more carriers deal with independent agents and brokers than ever before. So, clearly, we continue to prove that there’s value in the process.

If you go back and think, even 10-15 years ago, how many carriers were captive-only? Those carriers have since gone to multi-distribution channels, which means they included independent agents in their channels.

That’s a compliment to the independent agent and broker system. We often don’t think about it from that perspective. But I do, because I now look at my roster of companies and many of the logos that we are proud to represent are logos that would only hang outside the office of a captive agency just a decade ago.

PIA CONNECTION | www.pianet.com

If I had to think about the future for the distribution channel, I think the successful distribution channels will be those who understand that critical mass is important – being able to write enough premium with enough carriers and have enough revenue is clearly an important part of the process.

IAS AS THE DISRUPTORS Understanding that your distribution will evolve along with your customers is also critical. If I am choosing not to offer my client the ability to enhance the customer experience they have with our agency—in addition to their client service representative, their producer and the agency team—by also giving them access to a client portal, then I am self-selecting my agency away from those clients who would like that. If I am choosing not to do any sort of digital distribution strategy as part of growing my agency, then I am self-selecting my agency away from anyone who might want to do business with us that way.

I believe that the agency principals and the management teams that recognize where the insurance industry is going and get behind it will begin to realize that they are actually the disruptors, from inside the industry, not the other way around.

Today, the concept of disruption has a connotation of it being an outsider. But if you look at where disruption was 3 or 4 years ago in the insurance industry, it was folks on the outside saying, ‘That business is really screwed up, I’m going to fix it.’ And now, it’s changed.

How many agency owners right now are saying, “Nobody would ever want to buy any insurance online?” So, do you want to hang around and wait

for somebody to disprove that? Or do you want to actually, from within the industry, control how that happens?

EXACTLY WHAT IS ‘INSURTECH’?

For one, I think it’s a really great word for startups to use when they want to raise capital.

The term almost immediately denotes a negative connotation within the insurance industry. I’ve spent a lot of time in front of agencies in different parts of the country demystifying that as much as possible. I don’t perceive that the word itself is a negative; it basically means a technology company or solution that’s in the insurance industry. That doesn’t mean that everything is centered around agents and brokers and the distribution channel. Clearly, there are solutions that are there, but 10 years ago we still had technology companies building solutions for the insurance industry; 25 years ago we had technology companies building solutions.

So we put sort of a catch-all phrase around it, insurtech, that makes sense for today and ten years from now, it might be something different. But at the end of the day, a name only means so much. A bad idea from insurtech is still a bad idea.

CONTINUED ON PAGE17

July – August 2019 | 5

NEWS BRIEF

iStockphoto/underworld111

!

PIA SIGNS LETTER SUPPORTING CLARIFICATION OF LAW RELATING TO MARIJUANA

our efforts to make private

On July 22nd, Sens. Bob Menendez (D-NJ) and Rand Paul (R-KY)

option with appropriate

introduced S. 2201, the Clarifying Law Around Insurance of

protections for both agents

Marijuana (CLAIM) Act. The CLAIM Act recognizes the need for

and consumers.

flood insurance a viable

a comprehensive federal safe harbor for insurers and insurance agents who sell insurance to both cannabis-related legitimate businesses and other commercial and personal lines.

MORE PEOPLE STILL MOVING TO COASTS

The bill would prevent federal criminal prosecution of insurers that transact with consumers,

Despite threats from hur-

and it would prevent civil liability for agents, brokers, and insurers, their officers, directors or

ricanes and rising seas,

employees. Since insurance is regulated by the states, the Claim Act allows those engaged in

populations continue to

the business of insurance with relation to cannabis businesses to comply with state regulations.

swell along the U.S. coast.

PIA National helped develop the CLAIM Act and was joined by other trade associations in a letter of support for S. 2201. PIA National is also actively working to have this bill introduced in the House.

Counties along the country’s vulnerable coastlines, including South Florida, have continued to grow in population, according

HAIL CLAIMS ARE BIGGEST IN TEXAS Texas leads the nation in the number of hail damage insurance claims. A three-year analysis by the National Insurance Crime Bureau’s (NICB) finds that Texas had the most claims with more than 811,000 between Jan. 1, 2016, and

pulous contractors ready

of mouth cannot seem to

the U.S. Census, which

to swoop in promising

penetrate,” noted Lauren

published estimates of

a quick fix,” said Brooke

G. Pachman, Esq., PIA

population changes from

Kelley with the NCIB.

National Council and Direc-

2010 to 2018. Most coun-

“Always check first with

tor of Regulatory Affairs.

ties bordering the Atlantic

your insurance company or agent before signing any documents presented by a contractor whom you did not request.”

were nearly 2,900,000 hail

PIA COMMENTS ON BOLSTERING PRIVATE FLOOD MARKET

loss claims across the

Dec. 31, 2018. Over the three-year period, there

Ocean and Gulf Coast

“Insurance agents, of course, are hardly the only professionals who interact with consumers as those

gained more residents in the previous eight years, according to the data.

consumers purchase a

The Atlantic coastline

home or obtain a mort-

has grown by about four

gage,” Pachman said.

million people since 2010,

“That process includes

bringing the total popula-

real estate agents, mort-

tion of the area to about 60

PIA National submitted

gage lenders, and bankers,

million, or about 18 percent

nation. Colorado ranked

comments on July 26 to

among others, and all of

of the total U.S. popula-

second in the number of

the NAIC’s Catastrophe

those professionals would

tion. That’s a seven percent

benefit from a thorough

increase in coastal popu-

education in flood insur-

lations, higher than the

ance, so that consumers

country’s overall population

are communicating with

growth of six percent dur-

people who are well-

ing the same period.

hail claims with 395,000.

The top five rounds out with more than 163,000 claims in Nebraska, an estimated 153,000 in Missouri, and about 146,000 in Kansas.

Insurance (C) Working Group regarding actions that state insurance regulators can take to bolster the private flood market.

“There persists a size-

“Hail damage fluctuates

able gap in coverage that

year-to-year, but what

nationwide NFIP marketing

seems to be consistent

efforts, media reports of

is the number of unscru-

flooding events, and word

6 | July – August 2019

versed in flood insurance throughout the process of obtaining, financing, and insuring their homes.”

PIA National will continue

INSURTECH ON THE SILICON PRAIRIE Nebraska Insurance Director Bruce Ramge has

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF ing a better understand-

integral part of our farm

ing of the exciting ideas

safety net.

iStockphoto/martin-dm

being introduced into the insurance marketplace,” said Ramge. Insurtech on the Silicon Prairie is an annual event co-hosted by the Nebraska Department of Insurance and

SCOOTERS FACE RESTRICTIONS AFTER DEATHS

the Nebraska Insurance

Atlanta Mayor Keisha Lance Bottoms has banned the

ter understanding of the

nighttime use of rented electric scooters and bikes following the area’s fourth e-scooter related death in three months. City officials said that starting August 9, scooter rental companies must disable the devices between 9 p.m. and 4 a.m. or risk losing their permits.

The restriction does not apply to privately owned scooters. Bottoms said the nighttime ban is temporary while the city considers long-term measures to ensure safety for scooter riders, motorists and pedestrians.

Federation to foster a betrapidly changing world of InsurTech.

PIA National has long been a leading advocate for the federal crop insurance program on Capitol Hill, successfully lobbying for the passage of a Farm Bill in December 2018 with no cuts to crop insurance. PIA National has also strongly opposed President Trump’s yearly budget requests, each of which has proposed

CROP INSURANCE CAUCUS FORMED IN HOUSE

cuts to crop insurance.

Congresswoman Cheri

woman Bustos, Congress-

Bustos (D-IL) and Con-

man Thompson, and the

gressman Glenn “GT”

other members of the Crop

PIA National looks forward to working with Congress-

Thompson (R-PA)

Insurance Caucus in their

announced that the second

the evening of Oct. 21 at

announced the launch of

efforts to help Members

annual “Insurtech on the

TD Ameritrade Park.

the bipartisan Crop Insur-

of Congress and their staff

ance Caucus. The purpose

to better understand the

of the Caucus is to educate

federal crop insurance pro-

Members of Congress and

gram and to recognize the

their staff on the impor-

essential role independent

Silicon Prairie” event will be held on Oct. 22 at

“The event affords an

the Holland Performing

incredible opportunity to

Arts Center in downtown

network with insurance

Omaha. A networking

innovators, regulators, and

tance of the federal crop

insurance agents play in

event has been planned for

the industry, while gain-

insurance program as an

the delivery of the program.

Frank and Ernest is used with the permission of the Thaves and the Cartoonist Group. All rights reserved.

PIA CONNECTION | www.pianet.com

July – August 2019 | 7

THE FEDERAL LEGISLATIVE SUMMIT IS NOW

JOIN US

MARCH 31 - APRIL 1, 2020 IN WASHINGTON, D.C.

W W W. P I A A D V O C A C Y D AY. C O M

8 | July – August 2019

www.pianet.com | PIA CONNECTION

CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

PIA ADVOCACY DAY: JOIN US AT PIA NATIONAL’S CONGRESSIONAL FLY-IN EACH YEAR, PIA AGENTS FROM AROUND THE country come to Washington, D.C. to attend PIA National’s annual congressional fly-in, formerly known as the Federal Legislative Summit (FLS), now known as PIA Advocacy Day. The name change reflects the action-oriented nature of PIA National’s member fly-in, as compared to other association conferences, which are often heavy on panels and speeches and light on actual advocacy.

PIA Advocacy Day is aggressive, grassroots-oriented, and results-driven. This single day of visits with lawmakers and their staffs on Capitol Hill works hand-in-hand with PIA’s yearround lobbying activities, both by PIA staff in Washington, D.C. and PIA members in their lawmakers’ local districts around the country.

PIA ADVOCACY PRODUCES WINS FOR AGENTS Over the past several years, PIA’s advocacy has produced some significant victories.

PIA members successfully advocated for tax relief for agency owners by allowing passthrough entities that qualify to receive a 20 percent deduction that has resulted in millions of dollars benefitting passthrough entities.

PIA National aggressively advocated for this tax relief for insurance agencies operating as passthrough entities after the tax reform law was passed in December 2017. We advocated for the law that was passed by Congress to be interpreted as granting the deduction to insurance agents, and our persistence paid off when our position was adopted by the U.S. Treasury and the IRS in 2019.

PIA members advocated for a strong crop insurance program and beat back efforts to cut commissions for agents selling it. Those efforts paid off when the 2018 Farm Bill was signed into law. The Farm Bill recognized the essential role of the agent and made improvements to the program.

PIA agents have argued for the repeal of the Cadillac tax, the 40 percent federal excise tax on so-called overly-generous employer-sponsored health plans. Our persistent advocacy helped lead earlier this summer to passage of a bill to repeal the Cadillac Tax in the U.S. House of Representatives, by a near-unanimous vote of 419-6. This bill will repeal a tax meant

to punish employers for providing good health care plans.

While it has not been implemented, this onerous tax is set to begin in 2022 unless it is repealed or further delayed. Thanks to PIA member advocacy, we’re one step closer to a full repeal of the Cadillac Tax. PIA National has led the industry in opposing efforts to cut agent flood insurance commissions for selling policies through the National Flood Insurance Program (NFIP).

Thanks to PIA member advocacy in Washington, D.C., such a cut wasn’t included in the NFIP reauthorization legislation that unanimously passed out of the House Financial Services Committee. However, the threat remains very real, and it will take strong advocacy to prevent a reduction to agent commissions for selling NFIP policies. PIA National will not back down from this issue, and it will remain a top priority at PIA Advocacy Day. PIA has long been the industry leader in advocating for the repeal of the Federal Insurance Office (FIO), whose very existence puts the successful state insurance regulatory system in jeopardy. PIA National made FIO repeal a top priority during its 2019 fly-in.

In fact, members of the Texas PIA affiliate met with Senator Ted Cruz’s office during the event to urge him to introduce a Senate companion bill to repeal the office, and, in the weeks that followed, the PIA National government relations staff continued to work with his office. This led to Sen. Cruz’s introduction of the Senate bill, which marked the first time FIO repeal legislation has been introduced in both the House and Senate. PIA will continue to work toward the repeal of this unnecessary office, and—thanks to PIA member advocacy—legislation now exists in both the House and the Senate in support of this effort.

These successes could not have happened without the single-minded advocacy of PIA members in Washington, D.C. Every agent who attends PIA Advocacy Day is instrumental in changing public policy for independent agents around the country. In short, agent advocacy matters.

MAKE YOUR PRIORITIES THEIR PRIORITIES PIA Advocacy Day provides the opportunity for independent agents to represent the independent agent profession on issues CONTINUED ON PAGE15

PIA CONNECTION | www.pianet.com

July – August 2019 | 9

Thank you

PIAPAC Top Donors Q1-Q2 2019 Platinum Level:

$2,000+

Tim Russell (CT)

Kevin Svingen (ND)

Gold Level:

$1,500+

Dennis Kuhnke (WI)

Silver Level:

$1,000+

Richard Bower (NY)

Walter Johnson (ND)

Shane Larck (ND)

Craig Reynolds (ND)

James Percy (ID)

Wayne White (AR)

Bronze Level:

$500+

Gardner Burton (AR)

Dennis Overland (MN)

Jerry Duke (GA)

Richard Sager (ND)

Kimberly Eggers (MN)

Jeff Schneider (ND)

Warren Flath (ND)

June Taylor (TN)

Stan Logan (KY)

Craig Timothy (ND)

Elizabeth Luce (WY)

If you would like more information on PIAPAC or to contribute please contact Kristie Gwilt at kristengw@pianet.org.

PERSPECTIVES

By Brenda A. Sells, CIC, CISR

TIME TO SHINE: AGENCY STRATEGIES AFTER A NATURAL DISASTER ST. THOMAS, VIRGIN ISLANDS – Natural disasters and other

unplanned events can cause disruptions to an independent agency’s normal business operations. Disruptions, such as prolonged power outages, can lead to lost revenue, brand damage and dissatisfied customers. With the growing demand for customer satisfaction within our industry, incorporating customer retention strategies in your disaster recovery plan can save an independent agency’s reputation after a natural disaster and solidify the agency’s position within the local marketplace.

As a PIA member living and working within the U.S. Virgin Islands, I have personally experienced how the after-effects of a natural disaster can impact an independent agency’s reputation in a small community. Imagine owning an insurance agency on a small 32-square mile island that has just suffered not one, but two Category 5 hurricanes within two weeks, and the only electrical company on the island has suffered major damage. As a result of a prolonged island-wide power outage and severe damage to cell phone towers on the island, there is intermittent cell phone service and sparse email connectivity and all land lines are down.

How do you serve customers without phones, landlines, computers, and email capability after natural disasters such as these?

BUILDING TEAM SPIRIT Take care of your employees first.

Your staff should be your number-one priority as they, too, may have suffered PIA CONNECTION | www.pianet.com

physical damage to tangible property and psychological trauma as a result of the devastation that took place.

Find out what their immediate needs are. Were they or their family members injured as a result of the storm? What tangible property was damaged? Do they have operable vehicles to get to and from work? Assisting your employees with their needs first can help get them in the right frame of mind to aid your customers.

ALL HANDS ON DECK Unless you outsource your catastrophe claims handling to a third party administrator, every agency employee, from the receptionist to the financial department assistant, should assist with manually taking claims from distraught customers. Have your internal claims staff brief each of your employees on manual claims workflow procedures. That will optimize the number of customers that can be assisted with filing their claims on a daily basis.

Using a folder system for each type of claim reported (home, auto, marine, and property) until the claims can be inputted into the computer system will provide some semblance of order in internal claims processing.

for servicing your customers’ needs. If need be, separate your staff into groups of employees, who will either work on the normal day-to-day activities of your agency, or simply work on manually taking/inputting claims. You must also be strategic in handling disgruntled customers who may feel that you are not attending to their needs fast enough. Empathy goes a long way in providing your customers with the kind of customer care that they will truly remember in times of crisis.

With a concerted effort on the part of each and every member of your team, determination to achieve desired results in spite of inconveniences and personal challenges, and the utmost dedication to serve your clients, you can protect your agency’s reputation in the local marketplace after a natural disaster.

Brenda A. Sells, CIC, CISR is an-award winning, commercial lines customer service representative of Theodore Tunick and Company, a full service insurance agency located in St. Thomas, U.S. Virgin Islands.

Brenda was selected as the 2019 PIA National Customer Service Representative of the Year. Employed in the insurance industry for almost 27 years, Brenda has worked as both an insurance agent and a company under-

BUCKLE DOWN AND ENJOY THE RIDE! This is your time to shine and do what you do best! Rise to the occasion and take on the challenge of providing excellent customer service to your customers during this difficult time.

Set daily, weekly and monthly goals

writer. She is also the first Virgin Islander to be selected for training to become a faculty member of The National Alliance for Insurance Education and Research and is the founder of her own local insurance training business, Insurance Institute of the Virgin Islands. For more information, you may contact her at brendasells@iiofvi.com.

July – August 2019 | 11

The term “active shooter” has tragically entered our vocabulary. One aspect

PIA LEGAL ANALYSIS

By Lauren G. Pachman, Esq.

ACTIVE SHOOTER INSURANCE WHAT DO RETAIL stores, office parks, tourist attractions, and public schools all have in common? All are considered possible targets for active shooters or assailants.

They welcome members of the public, as employees, patrons, or both, and thus subject those members of the public to a risk that might have been unheard of a few decades ago: the risk of being gunned down or otherwise harmed by an assailant with a gun, bomb, homemade explosive device, or even a car.

WHAT IS AN “ACTIVE SHOOTER”/“ACTIVE ASSAILANT”?

The Federal Bureau of Investigation (FBI) defines “active shooter incidents” as those in which one individual actively tries to kill people in a populated area.1 An “active shooter” or “active assailant” is the person who plans and 1 https://www.governing.com/ topics/education/gov-costof-active-shooters-insurance. html.

12 | July – August 2019

executes the often-fatal attack on acquaintances or strangers in a relatively public place, usually without warning, using guns, knives, explosives, or other means. In the United States, such assailants typically use guns, although the April 2013 Boston Marathon bombing demonstrated that homemade explosive devices could be deadly as well. And in August 2017, a white nationalist rally in Charlottesville, VA drew racists and protesters alike, and one white nationalist drove his vehicle through a crowd, killing a protester.

Active shooters seem to routinely target public schools, including, in 1999, Colorado’s Columbine High School in Littleton, the site of one of the first school shootings to attract widespread media attention, likely because of the relatively high death toll (13, not including the two perpetrators, who died by suicide that day), and, in February 2018, Marjory

Stoneman Douglas (MSD) High School in Florida, where 17 students were killed by a lone gunman.2 From 1999 to 2018, active shooters were responsible for deaths and injuries of students and teachers at dozens of other schools, including one where children as young as six years old were killed (Newtown, CT in 2012).

In recent years, in addition to schools, active shooters have killed people at concerts (Las Vegas in 2017), festivals (Gilroy, CA in 2019), movie theaters (Aurora, CO in 2012), nightclubs (Miami in 2016), and retailers (El Paso in 2019).3,4 Whether a school or a retailer, when an active shooter attack happens, the aftermath can be horrific and fraught for victims, their families, 2 Ibid.

and the employers who work in the location where it took place. Surviving victims need medical care, both physical and emotional; their family members may need financial assistance to ensure victims get the care they need. Those who were killed will need funeral and/or memorial services.

Their families may be entitled to death benefits.5 Then come the longerterm questions, like what becomes of the location where the horror occurred. How can the reputation of a commercial enterprise that was the site of a widely reportedon shooting be salvaged?

These attacks often do not destroy the physical property in which they take place, but an attack inevitably results in a reputational loss that goes far beyond the physical one.

3 https://riskandinsurance. com/3-key-things-activeshooter-insurance/.

4 https://www.marketplace. org/2019/06/26/workplaceviolence-active-shooterinsurance-employer/.

5 http://www.rmmagazine. com/2018/09/04/insurancecoverage-for-active-shooterrisks/.

www.pianet.com | PIA CONNECTION

WHAT DOES “ACTIVE SHOOTER” INSURANCE COVER? Schools and other public facilities are expected to keep their patrons safe. When that expectation is thwarted, people naturally are reluctant to return to the area, which can cause business losses beyond those suffered in the immediate aftermath, when the affected business (and surrounding businesses) may be closed for a period of investigation and/or rehabilitation.

Moreover, family members of those injured or killed may seek restitution via the courts for their economic losses (medical bills, funeral costs, etc.) and for the loss of their loved one.

That’s where “active shooter” or “active assailant” insurance policies can come in handy.

“Active shooter” or “active assailant” policies are intended to fill in the gap created by general liability policies in terms of covering losses resulting from active shooter-related events. “Active shooter” policies will cover costs for trauma counselling for surviving victims, business interruption that results from local or federal law enforcement investigations, crisis management that may be needed in the wake of a shooting or

iStockphoto/Yuri_Arcurs

of this horrific phenomenon is the cost—and how insurance can respond.

other deadly event, and relocating, refurbishing, or rebuilding a facility that is demolished after a shooting not because it is necessarily destroyed in the attack but because management or policymakers decide its elimination is in the best interest of the community affected by the attack.6 For example, Sandy Hook Elementary School in Connecticut, the site of the December 2012 massacre, was destroyed and rebuilt, 6 https://www.governing.com/ topics/education/gov-costof-active-shooters-insurance. html.

PIA CONNECTION | www.pianet.com

and the Parkland, Florida school district plans to tear down and rebuild the part of MSD High School where the February 2018 shooting took place. The state of Connecticut gave Newtown $50 million to rebuild, and the Florida Attorney General’s office paid for funeral costs for the students killed at Parkland.

Those costs—and others— would likely have been paid for by active shooter insurance coverage, had such coverage been in place at the time of these events.

And since Parkland, inquiries into such coverages

have increased exponentially as schools and other venues examine how they can mitigate the losses felt after such an attack.7 Other post-attack costs can include the creation and implementation of new security measures to prevent a future attack.

After the October 2018 Tree of Life synagogue shooting in Pittsburgh, for example, synagogues and other houses of worship around the country deployed financial resources to identify and reinforce areas vulnerable to attack, train staff members in responding to such an attack, and hire security guards or police officers to protect congregants during peak times. Intangible costs to communities can include the loss of tourism revenue, high staff turnover, and reputational harm. Those costs can be impossible to calculate.8 General liability insurance, which most commercial enterprises typically have, will require the insured party to litigate the issue of the “duty to defend” as outlined in the policy, meaning that, before any money is paid out on the policy, the parties will have to litigate to determine whether the general liability policy even covers the event.

7 Ibid.

8 Ibid.

July – August 2019 | 13

By contrast, most of the time, active shooter coverage goes into effect the moment an assailant enters an area and begins an attack. Unlike general liability insurance, parties do not usually litigate to determine whether active shooter insurance applies, because these events are precisely what the coverage was designed to cover.

Active shooter coverage would likely include trauma counselling and medical treatment for victims, extra security, business income losses, etc.9 Many general liability policies were written before active shooter events were as commonplace as they are today, and some even exclude gun-related violence completely. That’s another reason to obtain an active shooter policy if you consider yourself at risk.10 WHAT DOES IT EXCLUDE? Armed teachers In the aftermath of some school shootings, public outcry occasionally focuses on arming people like teachers or school administrators. However, many insurance companies explicitly discourage that response. After Sandy Hook, for instance, Kansas schools considered arming 9 https://www.governing.com/ topics/education/gov-costof-active-shooters-insurance. html.

10 http://www.rmmagazine. com/2018/09/04/insurancecoverage-for-active-shooterrisks/.

14 | July – August 2019

their teachers and administrators, and an insurance company that provides active shooter coverage advised Kansas districts, “Concealed handguns on school premises represent a heightened liability risk. We have chosen not to insure schools that allow employees to carry concealed handguns.”11 As a result, many Kansas school districts abandoned the idea.

A security expert also noted that teaching someone to use a handgun is difficult in itself; teaching someone to use one specifically against an active shooter is even more challenging. Plus, the Parkland shooting demonstrated that even trained officers can fail to use their training to respond appropriately when the time comes.

During the Parkland shooting, a school resource officer (SRO) whose job was, among other tasks, to protect students in an active shooter situation, hid outside, listened to the gunshots, and waited for the danger to pass.12 He was later fired and charged with criminal child neglect for his inaction during the shooting.13 Employees Some versions of active 11 https://www.governing.com/ topics/education/gov-costof-active-shooters-insurance. html.

shooter insurance don’t cover employees; however, because of the nature of these events, employees should be covered.14 Casualty thresholds Some versions of active shooter insurance have a “body deductible,” where coverage only attaches after a certain number of deaths or injuries. Most active shooter events at workplaces involve fewer than three people, so, for these policies to be effective in workplace shootings, they should have a body deductible lower than three.15 WHO’S BUYING IT? School districts, hotels, retail establishments, and others have purchased active shooter/assailant insurance. While school districts and organizers of large parades and festivals used to make up the chief market for such products, the market for such coverage is growing, as is the range of products on offer.

One year ago, a prominent carrier in this field did not cover vehicular attacks; today, it does.16 Purchasers of these products today still include the entities listed 14 http://www.rmmagazine. com/2018/09/04/insurancecoverage-for-active-shooterrisks/.

above, but they also include venues like day care centers and small business owners.

WHAT OTHER ACTIONS CAN BE TAKEN TO PROTECT AGAINST ACTIVE SHOOTERS/ ASSAILANTS? In addition to buying active shooter insurance coverage, commercial enterprises and public accommodations can take other steps to mitigate their risks. Behavioral interventions, like identifying and intervening on behalf of potentially violent students in school, are more effective and less costly than metal detectors or bulletproof backpacks.17 Insurers that sell active shooter policies can help their insureds figure out how to identify those at greatest risk and determine the best method of intervention.18 Finally, those interventions can be an effective defense if there is an active shooting event; schools are more likely to succeed in post-shooting litigation if they can demonstrate that they took steps to engage the perpetrator and discourage their violent plans.

Lauren G. Pachman, Esq. is counsel and director of regulatory affairs of PIA National.

12 Ibid.

15 http://www.rmmagazine. com/2018/09/04/insurancecoverage-for-active-shooterrisks/.

13 https://www.cnn. com/2019/06/08/us/parklandscot-peterson-child-neglectcharges/index.html.

16 https://www.governing.com/ topics/education/gov-costof-active-shooters-insurance. html.

18 http://www.rmmagazine. com/2018/09/04/insurancecoverage-for-active-shooterrisks/.

17 Ibid.

www.pianet.com | PIA CONNECTION

NEW NFIP BILL POSES THREAT TO AGENT COMMISSIONS ON JULY 18, SENATORS BOB MENENDEZ (D-NJ) AND BILL CASSIDY

ER

P I NN

TN

(R-LA) introduced bipartisan legislation, the National Flood Insurance Program ReauthoL E PAR AC rization and Reform Act of 2019 (S. 2187), to reauthorize the NFIP for five years. The bill’s 10 cosponsors are from both chambers and both sides of the aisle. A House companion bill (H.R. 3872) was introduced by Rep. Frank Pallone (D-NJ) on July 22nd.

The bill contains many valuable provisions, like the creation of an Agent Advisory Council, an improved appeals process for consumers wishing to challenge claims and mapping decisions, and investments in improving mapping and mitigation.

However, the bill also includes a provision that PIA National views as unacceptable: a 2019 PIA NATIONAL reduction in the Write-Your-Own (WYO) rate from 29.9 to 22.46 percent, a 25 percent cut PINNACLE PARTNERS from its current level. The WYO reimbursement rate is used by carriers to pay administrative expenses as well as agent commissions, among other costs. As a result, most, if not all, Encompass Insurance WYO insurance carriers could be pushed out of the program.

Encova Insurance Most troubling for the program’s future is the likelihood that those WYOs that remain in the program will likely be forced to cut agent commissions to account for the reduction in the Erie Insurance WYO rate. This will prompt agents to stop selling NFIP policies, because the reputational risk State Auto Insurance associated with doing so will no longer be sustainable, given the low commission rate.

Companies Consumers will be left without the expertise required to navigate this notoriously confusing program. Without an expert guiding consumers through the process, many consumers will follow the lead of their carriers and agents and opt out of the NFIP altogether. For a program that desperately needs a greater number of policies sold, it makes no sense to take this action, which will reduce Help Build Your Family’s Financial Future With the numbers of carriers, agents, and ultimately consumers involved in the program.

PIA National is advocating for Congress to follow the bipartisan path to NFIP reauthorization that already exists in the form of the House legislation that passed out of the INSURANCE PLANS DESIGNED Financial Services Committee unanimously in June. The WITH LOCAL AGENTS IN MIND House Financial Services package includes essential reforms As a PIA Member* serving to the program while leaving the WYO rate at its curMain Street America, you and rent level. PIA National fully supports that package as the your employees have access vehicle for NFIP reauthorization and encourages passage by the full House and then the Senate. to a variety of high-quality, PIA National will also continue to engage with the competitively priced Senate to urge a reauthorization of the program that does insurance plans. not harm the ability of independent agents to deliver the NFIP to consumers.

PIA Trust Insurance Plans

Plans available include:

PIA ADVOCACY DAY CONTINUED FROM PAGE 9

that impact your business. While the government relations staff at PIA National is your year-round advocate in the halls of Congress, PIA Advocacy Day gives policymakers and their staffs a chance to hear directly from you, their constituents.

Join us this spring in Washington, D.C. from March 31-April 1 to help lead the way for your profession. Visit PIAAdvocacyDay.com for more information.

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For additional information, contact your local PIA Affiliate or call the Plan Administrator at 1-800-336-4759.

Information also available on-line at www.piatrust.com. *PIA National membership, when required, must be current at all times. **Only available if 100% employer paid and if the employer and 100% of the employees enroll.

No medical underwriting necessary up to guaranteed issue limits.

Policies or provisions may vary or be unavailable in some states. Policies have exclusions or limitations which may affect any benefits payable. All coverages underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, ME 04112-8828.

Insurance Program Administered by Lockton Risk Services.

July – August 2019 | 15

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FROM THE CEO CONTINUED FROM PAGE 4

experience”—what is the customer experience? The sales transaction is just one part of that experience. From that point, it’s what’s the claims experience, what’s their experience when they have a question about their policy.

Liberty Mutual and Safeco just came out with a survey recently on millennials. They’re now at the point where they’re getting married and having kids, and over half of millennials say that they want to know all of the details of their policy and of the millennials that are utilizing independent agents, 80 percent indicated they want a relationship. They want an advisor they can call with questions.

MICHAEL JANS: Tell us what’s happening at PIA. I know

you’re creating initiatives that are intended to respond to these forces and trends, so what is going on at the national level?

MIKE BECKER: We’re doing a lot. We’ve really evolved this organization in the past several years and there’s a lot more coming. As an organization that provides services and programs to agents around the country. We wanted to get away from what was the stale association model that relied on discounts, that sort of thing, and bring forth programs and services that really help independent agents on a daily basis, and these are what we’re doing.

MICHAEL JANS: Mike, before we wrap this up, feel free to

step on a soapbox. If you had a chance to deliver a message to the independent agency system, the people who run it and the principals who operate their agencies locally—what do you want to say to agents today?

MIKE BECKER: I would thank them. They are such an integral part of the insurance industry. I would tell them that I think there’s a lot of perceived threats out there, and if you look past the first layer, there’s often a hidden opportunity.

I’d say to the independent agent: I think your future is bright—but it does, in part, rely on you, with an organization like PIA helping you, to evolve. To take on the future and help you take on your daily challenges. But the future, without a doubt, is very bright for the independent agent and I hope that PIA is able to help you achieve the most success that you can.

DOWNLOAD THE FULL PODCAST AT THE AGENCY REVOLUTION WEBSITE HERE: https://www.agencyrevolution.com/blog/ podcast/mike-becker-ceo-and-executivevice-president-of-the-national-association-ofprofessional-insurance-agents/

FROM THE PRESIDENT CONTINUED FROM PAGE 4

AGENTS AND BROKERS ARE INSURTECHS We need to recognize that insurance agents and brokers today are, in fact, insurtechs. So if you embrace client portal technology, you’re basically doing digital distribution. There’s really no difference between 30-to-40,000 independent agencies out there who are offering this, and someone else who says he can now offer a couple of carriers online.

If you’re selling insurance, and a license is required, then first, you’re an insurance agent and broker; then, you’re an insurtech. It doesn’t go the other way around. If you’re providing a technology solution, and you’re not licensed to sell insurance, then you’re a technology vendor in the insurance space, hence you’re an insurtech.

PIA CONNECTION | www.pianet.com

There is a bit of a connotation that if you’re an insurtech, you’re a little cooler, a little better, you’re not legacy, you’re cutting edge. But now I see digital MGAs, I see digital insurance agencies, but effectively they are independent agents and brokers, MGAs or wholesalers that are now offering technology solutions to buoy their business.

AGENTS MUST POSSESS KINDNESS AND CARING I am blown away by the amount of caring and concern most of the

people in this industry have. The greatest compliment is this: you ended up in the insurance industry, as most people did, by mistake.

Why? There’s a reason why you’re here. Because you cannot be in this industry unless you possess kindness, caring and consideration.

We don’t get a lot of thank-you’s.

We fix people’s problems every day of the week, and when it gets really, really bad, we’re there to help people.

LISTEN TO THE ENTIRE VERTAFORE INSURANCE PODCAST WITH KEITH SAVINO HERE: https://www.vertafore.com/resources/podcast/vertaforeinsurance-podcast-keith-savino

July – August 2019 | 17

$

AGENCY MARKETING

By John Chapin

INCREASE SALES BY FOCUSING ON THE BASICS VINCE LOMBARDI, THE great Green Bay Packers coach, once said that football comes down to two things: Blocking on offense and tackling on defense, and those are the basics those championship Packer teams spent 80% of their time on in practice.

Red Auerbach, who coached the Boston Celtics to eight consecutive championships, is known for having players practice basic shots over and over again from very short distances and even while standing right under the basket. Lombardi, Auerbach, and all other great coaches have always taught the importance of focusing on the basics in order to be successful. Business and selling are a lot like sports. It’s often been said that the one key fundamental principle of business is: focus on the basics, and the same is true for selling. When it comes to sales and selling, there are certain key fundamentals, or basics, to follow that ultimately lead to sales success.

18 | July – August 2019

THE 5 BASICS TO SALES SUCCESS Basic Principle 1: Plan Your Work and Work Your Plan. You have to start every day with a plan. This starts by knowing your annual goal and breaking that down into monthly goals, weekly goals, and finally daily activity. In other words, how many calls do you need to make on a daily basis to get the leads and sales to hit all your weekly, monthly, and annual goals? Every day you have to know that daily number and do whatever you have to do to hit it. In fact, ideally your objective should be to exceed your daily activity numbers every day.

Basic Principle 2: Spend More Time on Your Most Important Tasks. The three activities you should be spending the majority of your time on during the work day are: prospecting, presenting, and closing. That’s it. Everything else should be delegated or done during off-hours. Now we realize the world isn’t perfect and things will come up that you need to handle. At the same time, if you’re focused on these three activities and adamant that you will do as much of them during the work day, avoiding procrastination and other time wasters, you’ll find it will do wonders for your business.

Remember: sales IS a numbers game. Yes, relationships are the most important but to have the number of relationships you need, you first have to talk to lots of people.

It’s simple, the more people you talk to, the more business you will do. If you talk to enough people during the day, you’ll eventually run into someone who either needs your product or knows someone who needs it.

Basic Principle 3: Get Back to Personal Communication and Build Relationships.

The most effective way to connect with people is still in-person communication first, followed second by the phone. In other words, live communication. Today we have a plethora of technology devices at our disposal and there can be a tendency to use them too much. In-person communication has been replaced by e-mails, text messages, video conferencing, and sometimes, little or no communication at all. Now is the time to make more in-person visits to customers to say “hello,” drop off the proposal instead of mailing or e-mailing it, and to follow up in person instead of trading voice messages or faxes. Hand-written notes are also rare these days. You should be sending handwritten thank-you notes, birthday cards, holiday cards, and anniversary cards on the anniversary date of the day you started doing business with someone. Your objective is to have more personal contact at a time when your competitors are calling less and being less personal.

At the end of the day, it’s all about people and relationships. You have to connect with people on a personal level and stay in communication and continue to build the relationship.

Basic Principle 4: Get Better at Selling. The better you are at selling, the more effective you’ll be prospecting, presenting, closing, and building relationships. You’ll spend less time hitting your goals and more time talking to the right people the right way.

Oh, and you’ll also be more successful. The fastest way to get better at selling is to one: www.pianet.com | PIA CONNECTION

iStockphoto/Ridofranz

make sales a study, and two: do what the top salespeople do.

Become a student of selling, be a sponge, read, listen to, and watch anything you can on the subject of selling.

Next, find the top salespeople in your company, your industry, and in other industries. If they have books, CDs, or other programs, invest in them and go through them thoroughly. Call them on the phone, e-mail them, or otherwise get in touch with them and ask them what makes them successful. It’s simple, if you do the same things as top salespeople, you will get the same results.

Basic Principle 5: Work Hard and Smart. We talked a bit about working smart when we talked about finding the top salespeople and doing what they do. You don’t want to reinvent the wheel and you don’t have to, simply find out what makes the top salespeople the top salespeople and do what they do. You also want to use best PIA CONNECTION | www.pianet.com

practices in your industry. Look for ways to work more efficiently.

In addition to working smart, you have to work hard. The most successful people in any field are the hardest workers. In addition to making lots of calls and talking to lots of people, every day you have to work hard on your mental attitude, on keeping negatives out, on staying motivated, and on

everything else that your selling career involves.

John Chapin is a motivational sales speaker and trainer. For his free newsletter, or to have him speak at your next event, go to: www.completeselling.com. John has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia.

E-mail: johnchapin@completeselling.com.

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July – August 2019 | 19

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. A one-stop shop for direct mail and digital advertising services.

Customizable postcard templates are available to use with the USPS Every Door Direct Mail Program, Targeted Direct Mail, and add-on digital advertising services. ✦✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com ✦✦ PIA MARKET ACCESS. Access to over 50 national and specialty carriers, realtime online rating, ownership of your Alexi’s book and no exit fees for a low monthly pick rate. www.piamarketaccess.com ✦✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors and book transfer/rollover team plus great commissions for PIA members.

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✦✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates. ✦✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents. ✦✦ PIA LOGO. Put the PIA logo on your business card, website, stationery and signage. Order items with the PIA logo in our online store.

INSURANCE PRODUCTS ✦✦ E&O INSURANCE. With access to admitted and non-admitted markets with differing appetites chances are we can find the coverage and price that’s right for you. www.pianet.com/eando ✦✦ PIA AGENTS UMBRELLA PROGRAM. Excess insurance protection includes E&O and business liability coverage, with available endorsements for EPL and personal coverage. ✦✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. ✦✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; AD&D; business overhead expense; and hospital income protection. www.piatrust.com

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

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

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

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

20 | July – August 2019

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

July – August 2019 | 21

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

ARKANSAS PIA of Arkansas Inc. 102 Country Club Parkway, Suite 201, Maumelle, AR 72113 PHONE: (501) 225-1645 | FAX: (501) 225-2550 e-mail: evp@piaar.com | Web Site: www.piaar.com

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

COLORADO

MINNESOTA

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

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

CONNECTICUT

MISSISSIPPI

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

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

DELAWARE

MISSOURI

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

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

FLORIDA PIA of Florida, Inc., 419 N. Lee Street, Alexandria, VA 22314-2353 PHONE: (850) 893-8245 | FAX: (703) 549-5190 e-mail: piafl@piafl.org | Web Site: www.piafl.org

MONTANA

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

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

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

TENNESSEE

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

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

NEBRASKA/IOWA

TEXAS

HAWAII

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

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

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

NEW HAMPSHIRE

UTAH

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

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

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

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

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

KANSAS

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

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

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

VIRGINIA/DC

NORTH CAROLINA

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

KENTUCKY

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

WASHINGTON/ALASKA

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

NORTH DAKOTA

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

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

PIA of North Dakota 827 28th Street South, Suite C-2, Fargo, ND 58103 PHONE: (701) 223-5025 | (800) 733-1050 ND&MN only FAX: (701) 223-9456 | e-mail: info@piand.com Web Site: www.piand.com

OHIO

MAINE

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

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

OKLAHOMA

22 | July – August 2019

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

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

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

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

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

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