PIA Connection--Coronavirus Relief, Omnibus Spending Enacted

PIA Blueprint for Agency Success

pages 8–9 2020 V10

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

CORONAVIRUS RELIEF, OMNIBUS SPENDING ENACTED PAGE 5

PIA MEMBER BENEFIT SPOTLIGHT:

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C O N N E C T I O N S T H AT C O U N T

RESPONSIVE CLAIMS H A N D L I N G TO O U T S TA N D I N G S E R V I C E

W E ‘ V E

G OT

T H I S .

Yo u h ave a c ro p i n s u ra n c e s b u s i n e s s t o r u n a n d R C I S i s h e re t o h e l p . We p rov i d e t h e t o o l s , t e c h n o l o g y a n d t ra i n i n g yo u n e e d t o s e r ve A m e r i c a ‘ s f a r m e r s . We m a ke t h e c l a i m s h a n d l i n g p ro c e s s a s e a s y a s p o s s i b l e . M o s t i m p o r t a n t l y, we t a ke c a re o f yo u s o yo u c a n t a ke c a re o f yo u r c u s t o m e r s .

To b e c o m e a n a g e n t r e p r e s e n t i n g R C I S , c o n t a c t a n R C I S F i e l d S e r v i c e R e p r e s e n t a t i ve o r v i s i t R C I S .c o m t o d a y.

R C I C i s a n e q u a l o p p o r t u n i t y p rov i d e r. I n a c c o rd a n c e w i t h F e d e ra l l aw a n d U . S . D e p a r t m e n t o f Ag r i c u l t u re ( U S DA ) c i v i l r i g h t s re g u l a t i o n s a n d p o l i c i e s , t h e U S DA , i t s Ag e n c i e s , o f f i c e s , a n d e m p l oye e s , a n d i n s t i t u t i o n s p a r t i c i p a t i n g i n o r a d m i n i s t e r i n g U S DA p ro g ra m s a re p ro h i b i t e d f ro m d i s c r i m i n a t i n g o n t h e b a s i s o f ra c e , c o l o r, n a t i o n a l o r i g i n , re l i g i o n , s ex , g e n d e r i d e n t i t y ( i n c l u d i n g g e n d e r ex p re s s i o n ) , s ex u a l o r i e n t a t i o n , d i s a b i l i t y, a g e , m a r i t a l s t a t u s , f a m i l y/p a re n t a l s t a t u s , i n c o m e d e r i ve d f ro m a p u b l i c a s s i s t a n c e p ro g ra m , p o l i t i c a l b e l i e f s , o r re p r i s a l o r re t a l i a t i o n f o r p r i o r c i v i l r i g h t s a c t i v i t y, i n a n y p ro g ra m o r a c t i v i t y c o n d u c t e d o r f u n d e d by U S DA ( n o t a l l b a s e s a p p l y t o a l l p ro g ra m s) .

S o m e p ro d u c t s n o t a va i l a b l e i n a l l s t a t e s o r c o u n t i e s . T h i s i s i n t e n d e d a s a g e n e ra l d e s c r i p t i o n o f c e r t a i n t y p e s o f i n s u ra n c e a n d s e r v i c e s ava i l a b l e t o q u a l i f i e d c u s t o m e r s p rov i d e d s o l e l y f o r i n f o r m a t i o n a l p u r p o s e s . C ove ra g e i s u n d e r w r i t t e n i n a l l s t a t e s by R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y, A n o k a , M N exc e p t i n M o n t a n a w h e re h a i l c ove ra g e i s u n d e r w r i t t e n by Tr i - C o u n t y Fa r m e r s M u t u a l I n s u ra n c e C o m p a n y, M a l t a , M T. N o t h i n g h e re i n s h o u l d b e c o n s t r u e d a s a s o l i c i t a t i o n , o f f e r, a d v i c e , re c o m m e n d a t i o n , o r a n y o t h e r s e r v i c e w i t h re g a rd t o a n y t y p e o f i n s u ra n c e p ro d u c t o r s e r v i c e s . Yo u r p o l i c y i s t h e c o n t ra c t t h a t s p e c i f i c a l l y a n d f u l l y d e s c r i b e s yo u r c ove ra g e , t e r m s a n d c o n d i t i o n s .

T h e d e s c r i p t i o n o f t h e p o l i c y p rov i s i o n s g i ve s a b ro a d ove r v i ew o f c ove ra g e s a n d d o e s n o t rev i s e o r a m e n d t h e p o l i c y. C ove ra g e m ay va r y by s t a t e . C ove ra g e s a n d ra t e s a re s u b j e c t t o i n d i v i d u a l i n s u re d m e e t i n g o u r u n d e r w r i t i n g q u a l i f i c a t i o n s a n d p ro d u c t ava i l a b i l i t y i n a p p l i c a b l e s t a t e s . R C I S i s a re g i s t e re d t ra d e m a r k o f R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y. © 2 0 2 0 R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y.

2020 V10

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com PRESIDENT-ELECT Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com VICE PRESIDENT/TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com SECRETARY/ASSISTANT TREASURER Richard A. Savino, CIC, CPIA richs@broadfieldinsurance.com IMMEDIATE PAST PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.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 Nicolette Bowman | nicolettebo@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com

IMPACT OF CORONAVIRUS ON U.S. ECONOMY COULD BE $3-5 TRILLION OVER 2 YEARS

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CONTENTS NEWS BRIEF 6-7 Another Active Hurricane Season?...USC Study: Impact of Coronavirus on U.S. Economy Could Be $3-5 Trillion Over 2 Years…Lloyd’s of London Begins Exit From Fossil Fuels…Weather Phenomena Broke Records in 2020…NAIC Adopts Changes to Rebating Model…

COVER STORY

CAPITOL HILL UPDATE Coronavirus Relief, Omnibus Spending Enacted.

PIA BLUEPRINT FOR AGENCY SUCCESS RYAN KELLY 2020 PIA National Young Agent of the Year.

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8-9 10-11

DEPARTMENTS PIA National Member Benefits . . . . . . . . . . .12 PIA Member Benefit Spotlight . . . . . . . . . . .13 Upcoming PIA Webinars . . . . . . . . . . . . . .13 PIA Connection Marketplace . . . . . . . . . . . .13 PIA Affiliate Listings . . . . . . . . . . . . . . . .14

November/December 2020 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2020 All rights reserved.

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

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

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.

Cover image: Laurel Prucha Moran, mixed media.

2020 V10 | 3

AGENTS OF

Resilience

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.AD (12/20)

CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

CORONAVIRUS RELIEF, OMNIBUS SPENDING ENACTED

praised President Trump’s decision the previous evening to sign legislation providing for $900 billion in coronavirus relief, including an omnibus spending bill.

The package, approved by the Senate and the House on December 21, injects emergency relief funds into the economy and averted a government shutdown.

The fate of the relief package and omnibus was uncertain for a week, due to the president saying he might not sign it over the amount of direct payments to qualifying individuals. In the end, the president signed the bill into law without changes. The coronavirus relief package and omnibus includes several PIA priorities, including a second draw for Paycheck Protection Program (PPP) loans, the elimination of a surprise tax on PPP loan recipients, and a streamlined loan forgiveness process for some PPP borrowers.

Jon Gentile is vice president of government relations of PIA.

AC

L E PAR ER

PIA CONNECTION | www.pianet.com

SURPRISE TAX ON PPP LOAN RECIPIENTS PREVENTED The Internal Revenue Service (IRS) this fall issued a ruling that undercut the clear intent of Congress in the CARES Act and transformed tax-free PPP loan forgiveness into taxable income, raising the possibility of a surprise tax increase of up to 37 percent on small businesses when they file their taxes for 2020. In response, PIA launched a national grassroots effort and advocated to Congress the fact that small business owners should not be taxed on desperately needed relief which the PPP purported to provide tax-free.

TN

PPP STREAMLINED LOAN FORGIVENESS PIA, along with allies in the business community, was successfully able to have streamlined loan forgiveness included in the coronavirus relief package. The provision is based on legislation championed by Senator Kevin Cramer (R-ND) and Rep. Chrissy Houlahan (D-PA) to create a simplified PPP loan forgiveness application for loans under $150,000 whereby the borrower signs and submits a one-page

certification that requires the borrower to list the loan amount, the number of employees retained, and the estimated total amount of the loan spend on payroll costs. PIA made this issue a top priority since the late spring to ensure qualifying small business owners are able to seek PPP loan forgiveness in an easy manner.

PIA is pleased that our efforts paid off and the bill specifies that forgiven Paycheck Protection Program (PPP) loans will not be included in taxable income. It also clarifies that deductions are allowed for expenses paid with proceeds of a forgiven PPP loan, effective as of the date of enactment of the CARES Act and applicable to subsequent PPP loans and overturns IRS Notice 2020-32.

We’re pleased Congress included this provision that will prevent the IRS from hitting the five million qualifying businesses that received PPP loans with a surprise tax increase when they file their taxes for 2020.

Throughout the coronavirus pandemic, PIA’s advocacy has continued unabated, notching legislative and regulatory victories for agents. We will continue in 2021.

P I NN

ON DECEMBER 28, PIA

2020 PIA NATIONAL PINNACLE PARTNERS Encompass Insurance Encova Insurance Erie Insurance State Auto Insurance Companies

2020 V10 | 5

!

NEWS BRIEF ANOTHER ACTIVE HURRICANE SEASON? Dr. Philip Klotzbach, meteorologist at

istockphoto

Colorado State University (CSU) specializing in Atlantic basin seasonal hurricane forecasts, isn’t letting the fact that the 2020 hurricane season ended just days ago deter him from looking ahead.

Colorado State University’s first

USC STUDY: IMPACT OF CORONAVIRUS ON U.S. ECONOMY COULD BE $3-5 TRILLION OVER 2 YEARS

outlook on the 2021 hurricane sea-

A new University of Southern

in ten chance of another active hur-

California (USC) study found that the

ricane season ahead.

COVID-19 pandemic could result in between $3.2 trillion and $4.8 trillion in U.S. real gross domestic product (GDP) net losses over the course of two years. The pandemic’s economic impact depends on factors such as the duration and extent of the business closures, the gradual reopening process, infection rates and fatalities, avoiding public places, and pent-up consumer demand, according to the research.

The researchers found that the mandatory closures and partial re-openings alone could result in a 22 percent loss of U.S. GDP in just one year and an even greater loss of GDP over two years. While mandatory closures and

son says we might be in for another active year. The early outlook, led by Klotzbach, was released on December 10 and says there is about a six

While it is way too early to forecast the number of tropical storms and hurricanes, climatologists are able to look at some of the drivers that may aid or hinder hurricane activity next summer and fall. Two such drivers that Dr. Klotzbach says are key to figuring out how busy next season will be are both related to water—the status of El Niño Southern Oscillation (or ENSO) and how water temperatures in the northern Atlantic change in the next year.

The first quantitative forecast for 2021 will be issued by CSU on Thursday, April 8.

Corp. and its members would stop new investment in thermal coal-fired power plants, thermal coal mines, oil sands and new Arctic energy exploration activities from January 1, 2022, while also phasing out investment in companies with more than 30 percent of their revenues from these areas by the conclusion of 2025.

“This is the first time we have set an ESG (environmental, social and governance) strategy for the Lloyd’s market and it represents an important milestone on the journey towards building a more sustainable future,” said Lloyd’s Chairman Bruce Carnegie-Brown.

“As a market made up of more than fifty insurance undertakings, we underwrite some of the most exciting innovations, and protect against the impacts of the most devastating catastrophes,” Carnegie-Brown said.

“As the world slowly emerges from the impacts of the COVID-19 pandemic, it does so with an enormous opportunity to take positive action to build back better.”

NAIC ADOPTS CHANGES TO REBATING MODEL The National Association of Insurance Commissioners’ (NAIC) Executive Committee has adopted lan-

factor in the economy’s decline, con-

LLOYD’S OF LONDON BEGINS EXIT FROM FOSSIL FUELS

sumer avoidance behavior also has a

On December 16 Lloyd’s of London

consumers, unanimously approv-

significant effect. The team estimates

stated that it was reducing its expo-

ing amendments to Section 4(H)

that avoidance behavior can result in

sure to coal and oil sands, according

(“Rebating”) of the NAIC Unfair

nearly $900 billion losses in U.S. GDP

to its first sustainability report. In a

Trade Practices Act (Model #880).

in the worst-case scenario.

statement, Lloyd’s said that Lloyd’s

The revised language will permit

re-openings are the most influential

6 | 2020 V10

guage that would allow for some types of “rebates” to be offered to

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF istockphoto

WEATHER PHENOMENA BROKE RECORDS IN 2020 Several extreme climate events occurred in 2020. By October, the United States alone experienced at least 16 climate- or weather-related disasters costing more than $1 billion each. Late-season hurricanes Delta, Zeta, and Eta may push the final 2020 tally of such disasters to an unprecedented level. By mid-November, there were 30 named storms, surpassing a record set in 2005.

In Australia, bushfires that burned the country’s southeastern region between July 2019 and March 2020 destroyed roughly 11 million hectares and killed dozens of people and devastated wildlife. Climate change made those fires at least 30 percent more likely to occur, researchers reported.

Record-setting wildfires in the western United States also caused extensive blazes, damaged homes, and enveloped neighborhoods in acrid smoke. From January through July, Siberia experienced a heat wave that led to record-breaking temperatures as high as 100 degrees Fahrenheit.

insurers or producers to “[o]ffer or

been working on the rebating issue

vidual states are free to choose how

give non-cash gifts, items, or ser-

since 2018.

much, if any, of the new language to

vices, including meals to or charitable donations on behalf of a customer, in connection with the marketing, sale,

PIA served on the drafting group and

integrate into their existing law.

recommended edits throughout the

States have a patchwork of different

process. Many of those suggestions

rebating rules and laws, only some

purchase, or retention of contracts of

were taken, but not all of them; still,

of which emanate from the UTPA.

insurance ...” The amendment leaves

we are comfortable with the new ver-

States’ current regulatory and statu-

open the possibility of a cap on gift

sion. The newly revised Unfair Trade

tory structure governing rebating will

amounts to be determined by the

Practices Act (UTPA) still limits rebat-

inevitably influence the degree to

state commissioner. The NAIC’s Inno-

ing, just not as dramatically as it did

which—and the way—they adopt

vation and Technology Task Force has

before. The UTPA is just a model; indi-

these changes.

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

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2020 V10 | 7

NEW PIA PROGRAM ALERT Blueprint for

AGENCY SUCCESS

The resources you need for the stages that matter

Business Planning Guide addresses insurance agency start-up considerations from formation of the business entity to insurance licensing to budgeting and finance to branding

Growth Strategy Guide outlines agency automation, producer development and operational policies, procedures and workflows

Agency Continuity Guide includes templates for business continuity planning, disaster planning, and leadership training

piablueprintforsuccess.com

PIA BLUEPRINT FOR AGENCY SUCCESS The Resources Insurance Agents Need for Every Stage of Business

TO BE SUCCESSFUL IN THE insurance business, agency owners and managers must balance many aspects of the business. These include managing the financials, human resources, securing markets, identifying appropriate technology, and building business while adhering to numerous state and federal regulations.

PIA’s newest program, the PIA Blueprint for Agency Success, contains three guidebooks covering the essential stages of running an agency from business planning to agency growth to agency continuity. The resources and tools inside each guide can help agents set their agencies up for success, whether they are new to independent insurance or have owned their agencies for many years.

BUSINESS PLANNING GUIDE If agents need assistance with starting a new agency, “Formation Fundamentals” in the Business Planning Guide outlines how agents can establish or refine their vision and mission statements, hone core values, and determine the most appropriate legal structure for their business.

Next, agents must consider sources of financing and adopt proven fiscal management practices. By understanding and reviewing the “Fundamentals of Financial Management and Budgeting” section, agents can determine the most effective way to control cash flow to invest in new opportunities at the appropriate time. Agents that need insurance markets or wish to expand their markets will want to review the “Securing Insurance Markets” section to identify new opportunities.

Lastly, the “Marketing Basics” section highlights the “7 Ps of Marketing” and provides agents with a framework to market and sell insurance products.

PIA CONNECTION | www.pianet.com

GROWTH STRATEGY GUIDE Agents ready to implement growth strategies should review the Growth Strategy Guide of the PIA Blueprint for Agency Success. The “Agency Systems Selection and Implementation” section provide numerous suggestions to consider as agents start or reimagine their agency’s physical location, business applications and systems, and operational infrastructure. As agencies grow, agents should document policies and procedures in an Agency Operations Manual and organize a human resource management plan.

AGENCY CONTINUITY GUIDE The third guide focuses on agency continuity. The sections inside are crafted to help agents prepare their agency for the future and sustained success. Agents can review the first section to help plan, in advance, for unseen events. The series ends with

resources for strategic leadership, which can help agents recognize and cultivate their leadership style and build a framework for managing change in an agency.

“PIA is thrilled to offer a resource to help agents at every step of their journey,” said Dana Anaman, PIA National’s senior director of membership and affiliate services. “The PIA Blueprint for Agency Success provides resources in digestible formats that agents can consult whether they are starting an agency from scratch or have been established for a while.

Each section includes an exercise that should be completed to help agents put these best practices into action.”

By following the advice and utilizing the resources outlined within the PIA Blueprint for Agency Success, agents and their teams can systematically launch, grow, and sustain their independent insurance agency.

Visit www.piablueprintforsuccess.com to take advantage of this powerful PIA program.

To access the PIA Blueprint for Agency Success program, an agent must be a PIA member.

2020 V10 | 9

RYAN KELLY— 2020 PIA NATIONAL YOUNG AGENT OF THE YEAR IN BASKETBALL, THE HIGHEST score wins; in golf, it’s the lowest.

In tennis, well, unless you’re a fan or player of the sport, the scoring gets a little confusing. It can be easy to get competitive when playing sports or climbing the ladder in the business world, but when it comes to networking, it’s best to not keep score.

For the many individuals who “somehow end up” in insurance, networking becomes an important part of building one’s brand, client base and connections. And for one individual, these connections led him to the discovery that the industry is a perfect fit.

“Like many people, I did not plan on coming into the insurance industry, but I don’t think I could have picked a better industry for myself,” says Ryan Kelly, a personal and commercial lines producer at Merit Insurance in Shelton, Connecticut.

It was also through Merit Insurance and his lifelong family friend, Jim Benson, that Ryan learned about the Professional Insurance Agents of Connecticut (PIACT).

“Jim is a former president of the Connecticut Young Insurance Professionals (CTYIP) and president of PIA-CT,” Ryan says. “He encouraged me to go to a meeting and check it out, since he got a lot out of it when he was just starting in the industry. Ever since then I have been able to make a lot of professional connections with other brokers, vendors and carrier

representatives, and in most cases have turned those connections into friendships.”

INDUSTRY AND COMMUNITY While Ryan has gotten a lot out of his involvement with PIACT, it is the amount that he has given—not only to the organization, but also to his community—that led to his nomination and selection as the 2020 PIA Young Insurance Professional of the Year.

The PIA National Young Insurance Professional of the Year award recognizes outstanding achievement by a young insurance professional. It was sponsored for the 15th year in a row by The Rough Notes Company.

“As a past recipient of the PIA National Agent of the Year award, I understand the commitment and dedication one must give to his clients, insurance carriers, fellow agents and Association to be considered for such a distinguished award,” said PIA National Past President Tim Russell.

“Ryan shows that commitment and dedication on a daily basis.”

Kelly is a personal and commercial lines producer with a focus on life science and tech products, such as medical devices and pharmaceutical manufacturers. He is known for his expertise in the life science and tech products sectors and as a knowledgeable, trusted advisor to independent brokers and agents—delivering innovated solutions to meet their clients’ needs.

“Joining the association has helped me develop as an insurance professional,” said Kelly. “As a producer, it is a great opportunity to build relationships with your underwriters, surpluslines brokers and vendors who you rely on to write business. In addition to that, I have found it beneficial to network with other insurance producers.”

“It is rare today to find an individual who is truly dedicated to their work, their clients, their family and their community,” said Christopher J. Pia, Chairman of the Stratford, Connecticut Town Council and Chamber of Commerce. “Ryan Kelly is that individual. Ryan is a consummate professional. He holds himself and his business to the highest ethical and moral standards and his clients and community are the ones who truly benefit.”

THE PIA NATIONAL YOUNG INSURANCE PROFESSIONAL OF THE YEAR AWARD RECOGNIZES OUTSTANDING ACHIEVEMENT BY A YOUNG INSURANCE PROFESSIONAL.

10 | 2020 V10

www.pianet.com | PIA CONNECTION

A RISING INSURANCE STAR Earlier this year, Ryan was nominated by Chubb to participate in its 2020 Rising Stars Program in Naples, Florida. “The goal of the program is to learn more about Chubb and what they can offer as a company, and also to build relationships with our Chubb counterparts,” Ryan says. “It was also a great opportunity to network with producers from other agencies from all over North America.”

Through partnering with Chubb and other carriers, Ryan has held roundtable discussions regarding topics such as cybersecurity and the ever-changing insurance market for local business owners.

Ryan is also heavily involved throughout his community. He stresses the importance of networking and building strong industry relationships,

even with one’s competitors. “I think it is beneficial because it gives us an opportunity to see where each individual is either struggling or where they are having success,” he says. “More often than not, we are all dealing with the same day-to-day routines in terms of prospecting, handling renewals and everything in between. It is always interesting to hear someone else’s perspective.”

Although Ryan Kelly “somehow ended up” in the insurance industry, he now does all he can to make sure others do too, and also participate in its local organizations. Ryan always takes advantage of networking opportunities, and being the recipient of this award is no different.

“It’s an honor to be chosen as the PIA National Young Insurance Professional of the Year,” he says.

“Since the award was announced, I have made a lot of new connections within the industry. I have had a chance to have conversations with people who have won the award in the past and learn about their experiences.

I have also been contacted by some younger producers who are just getting into the industry, and I have had a chance to give them advice on how to start out.”

When it comes to networking, it’s not about keeping score but rather helping others, a commitment for which this year’s PIA National Young Professional of the Year award winner has been noticed. PIA National and Rough Notes congratulate Ryan Kelly on this accomplishment.

From an article in Rough Notes magazine, reprinted by permission.

Is Your Agency For Sale?

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e are looking to merge (or purchase) an agency or book of business that has $250,000 – $3 million of annual commission income with the hope that you would stay on for some time as we would prefer to keep your culture, your name and your employees in place with as little change as possible. We are very old fashioned that way. Our 36 year-old agency generates $11 million in annual commission revenues. We are profitable and debtfree and our staff turnover is under 10 percent. We can pay cash. We are members of PIA and the Big "I" and are a Trusted Choice agency. If interested, please write me at the address below.

I promise to promptly answer your inquiry and our conversations will remain totally private.

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2020 V10 | 11

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ PIA MEMBER REIMBURSEMENT PROGRAM: Receive reimbursements on PIA marketing and PIA Partnership programs (up to $250 per program, for a total of up to $500). www.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.com ✦ 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 book and no exit fees for a low monthly 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.

Call (860) 547-5006. ✦ PIA CYBER INSURANCE: Robust coverage tailored to small and midsized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agency-specific, and carrier-unique Nicolette’s applications and forms, entering data pick only once in an organized interview format. Get to market faster! ✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive! ✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ 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; and AD&D. www.piatrust.com

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL ✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents. ✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees. ✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. ✦ CYBER 101. Cyber education for you and your clients. ✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability.

Includes tools for improving retention, sales and account-rounding. ✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want. ✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers. ✦ PRACTICAL GUIDE TO SUCCESSFUL PLANNING. Plan for success within your own agency.

AGENCY MANAGEMENT TOOLS ✦ PIA BLUEPRINT FOR AGENCY SUCCESS: A 3-part resource guide for business planning, growth strategies, and agency continuity. ✦ ACORD FORMS END USER LICENSES. Available for free to qualifying PIA members who access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program. ✦ 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.

Alexi’s pick

✦ HIRE WITH IDEALTRAITS. The comprehensive, go-to hiring tool for agencies looking to hire top performers. www.idealtraits.com/pia ✦ 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 ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. www.PIAAdvocacyDay.com ✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, probusiness perspective and who support our issues. www.piapac.com

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

PIA MEMBER BENEFIT SPOTLIGHT

BEGIN AUTOMATED WORKFLOW MANAGEMENT WITH AVYST EFORMS WIZARD · IRMI definitions integrated, enabling producers to easily discuss coverage options. · Create packages of applications to ensure your producers cross sell. · Build, share and edit forms across your team in a secure PDF or editable format. · Share multiple forms easily with wholesalers and carriers. Get to market in hours—not days.

WOULD YOU LIKE TO SAVE 75% OF YOUR staff ’s time to complete submissions? AVYST eForms Wizard is a fast and easy solution that will allow you to promptly prepare submissions. Each form has intelligence that allows information to be entered once and shared across all other applications and forms for that client.

The eForms Wizard expedites the completion of hundreds of included ACORD forms for commercial lines, personal and high-value clients, professional lines, agriculture, bonds, proof of insurance and more! Agents are able to build, share, and edit forms across their team and send forms as a secure PDF to multiple underwriters when ready.

As a PIA member benefit, all PIA members have free access to the Bronze-level subscription of eForms Wizard and can upgrade to the Gold-level package for $50 per user per year (a 50% PIA member discount off the regular price).

Features: · Access ACORD, agency, and carrier unique forms. · Input data once and it shares across multiple forms. · Available on or offline—complete your client interview with or without the internet.

To download your software or learn more, visit: www.pianet.com/AVYSTeformswizard AVYST eForms Wizard is available to all PIA members except those in Colorado and North Carolina.

UPCOMING PIA WEBINARS Date

Topic

Time

02/10

AVYST eForms Wizard Webinar

2:00 PM ET

02/25

Omnia Webinar

2:00 PM ET

To register for an upcoming webinar, visit: Pianet.com/calendar Questions? Contact ProductsandServices@pianet.org

Partnership | Solutions | Success Conquering E&S Risks One Risk At A Time

800.257.5590 quotes@primeis.com

www.auw.com

Specialty, Auto, Professional, P&C, E&S Lines Insurance

Photo by Josh King Photography

PIA CONNECTION MARKETPLACE

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

PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for 5 issues.

To learn more and get a contract,1/6/20 5:17 PM SBP_PIAnewsletter_010619.indd 1 or to inquire about display advertising, please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

PIA CONNECTION | www.pianet.com 2020 V10 | 13

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 419 N. Lee Street, Alexandria, VA 22314 PHONE: 800-742-6900 | FAX: 703-836-1279 e-mail: membership@pianet.org | Web Site: www.piapuertorico.org

ARKANSAS PIA of Arkansas Inc. 102 Country Club Parkway, Suite 201, Maumelle, AR 72113 PHONE: (501) 225-1645 e-mail: staci@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

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

MONTANA

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

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

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

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

NEBRASKA/IOWA

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 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

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

TENNESSEE

TEXAS 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

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: mattchild@uaiia.org | Web Site: www.uaiia.org

NEW JERSEY

VERMONT

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

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

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

NORTH CAROLINA

KENTUCKY

PIANC, 1059 Technology Park Dr, Glen Allen, VA 23059 PHONE: (804) 264-2582 e-mail: kevin@pianc.net | Web Site: www.pianc.net

PIA of Kentucky, 107 Consumer Lane, Frankfort, KY 40601 PHONE: (502) 875-3888 | FAX: (502) 227-0839 e-mail: clemay@piaky.org | Web Site: www.piaky.org

NORTH DAKOTA

VIRGINIA/DC PIA Assn of Virginia & DC 1059 Technology Park Dr, Glen Allen, VA 23059 PHONE: (804) 264-2582 | FAX: (804) 266-1075 e-mail: kevin@piavadc.com | Web Site: www.piavadc.com

WASHINGTON/ALASKA 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

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

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

OHIO

WISCONSIN

MAINE

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

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

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

OKLAHOMA

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

14 | 2020 V10

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

WEST VIRGINIA

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

www.pianet.com | PIA CONNECTION

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