PIA Connection—Recruiting the Right Talent for Independent Agencies

PIA CONNECTION

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PRESIDENT

Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com

PRESIDENT-ELECT

Rich A. Savino, CIC, CPIA (NY) richs@broadfieldinsurance.com

VICE PRESIDENT/TREASURER

Ariel Rivera, CIC (PR) ariel@deerinsurance.com

SECRETARY/ASSISTANT TREASURER

Mark A. Suhr, CIC, CPIA (NE) msuhr@suhrlichty.com

IMMEDIATE PAST PRESIDENT

Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com

EXECUTIVE VICE PRESIDENT/CEO

Mike Becker (PIA National) mbecker@pianational.org

PUBLISHER/EDITOR-IN-CHIEF

Ted Besesparis | tbesesparis@pianational.org

MANAGING EDITOR

Sade Hale | shale@pianational.org

ADVERTISING DIRECTOR

Robert Holt, CLU, ChFC, CASL | rholt@pianational.org

GOVERNMENT AFFAIRS EDITOR

Jon Gentile | jgentile@pianational.org

REGULATORY AFFAIRS EDITOR

Lauren Pachman, Esq. | lpachman@pianational.org

MARKETING EDITOR

Madeleine Stern | mstern@pianational.org

CONTRIBUTING EDITOR

Patricia A. Borowski, CPIW

Shawn Moynihan

January 2023

PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents. 419 North Lee Street Alexandria, Virginia 22314

©2023 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.

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

CONTENTS

NEWS BRIEF

PIA Applauds Reopening of Capitol Hill…NFIP Extended to September 2023…Arctic Weather Event Caused $4.3 Billion in Insured Losses…U.S. Life Expectancy

6-7

FROM THE PRESIDENT

IN RECENT YEARS, THE PIA PARTNERSHIP HAS produced a series of tools for agents under the moniker “Winning@” such as Winning @ Cybersecurity Defense, Winning@ Virtual and Winning@ Talent – with more Winning programs being developed. In fact, everything that PIA does is designed to help professional independent insurance agents win.

The winning will continue!

All of our efforts are designed to advance the business interests of all PIA members. PIA is fully engaged to aggressively promote, protect and defend the diverse interests of professional independent insurance agents in the legislative, regulatory and public arenas. We advocate aggressively on Capitol Hill in Washington, D.C., in state legislatures, before the NAIC and other regulatory bodies, and in the court of public opinion.

The PIA Partnership, our agency-carrier council, is a crown jewel, providing PIA members with a steady stream of business tools and serving as a key forum with our carrier partners.

FROM THE CEO

PIA’S FOUR PILLARS — INFORM, EDUCATE, Advocate, Protect — provide a foundation for the association’s leadership and staff to stand upon and support you — our members — every day.

PIA’s advocacy initiatives are wide-ranging and include representing members before legislative and regulatory authorities, both at the federal and state level. Congress passes laws and often it falls to federal agencies to promulgate rules and regulations to implement them. Recently, news of several proposals before regulatory agencies are cause for concern by professional independent agents and all small businesspeople (see page 8).

In early January 2023, the Federal Trade Commission (FTC) issued a Notice of Proposed Rulemaking (NPRM) that would ban employers from entering into noncompete agreements with their employees. The proposed rule is extremely broad; it would apply to employees and independent contractors, whether paid or unpaid.

One of the great freedoms in this country is in the First Amendment – to petition elected representatives for the redress of grievances. Recently, in-person access to many Capitol offices had been restricted due to the pandemic and security concerns. PIA dealt with this by scheduling individual virtual sessions for our members with members of Congress and conducting fly-ins on key issues like crop insurance.

With the start of the 118th Congress on January 3, 2023, many previous restrictions were lifted. PIA looks forward to welcoming independent insurance agents to a fully “open” Capitol Hill throughout the year, particularly during the 2023 PIA Advocacy Day on May 9 and 10

Gerald F. Hemphill President

In October 2022, the Department of Labor (DOL) issued a Notice of Proposed Rulemaking on a revised method by which to determine whether workers are independent contractors or employees. And in May of last year, the Centers for Medicare and Medicaid Services (CMS), made changes requiring agents and brokers who market Medicare Advantage and Part D Plans to record all enrollment conversations for the first time.

PIA will continue to monitor, report and advocate on these and other regulatory developments, filing formal comments when necessary.

Mike Becker CEO

PIA APPLAUDS REOPENING OF CAPITOL HILL

PIA has issued a statement praising the full re-opening of Capitol office buildings in Washington, DC to the public. Access to many Capitol offices has been limited for years due to the pandemic and security concerns.

With the start of the 118th Congress on January 3, 2023, many previous restrictions were lifted.

“One of the great freedoms in this country is in the First Amendment – to petition elected representatives for the redress of grievances,” said PIA National President Gerald F. Hemphill. “That ability had been hampered for years due to the pandemic and security concerns. PIA supports taking safety and security measures seriously, but the careful reopening of the Capitol complex

so constituents can meet with their representatives has been long overdue. We are overjoyed that this vital aspect of our democracy has been restored.”

PIA looks forward to welcoming independent insurance agents to a fully “open” Capitol Hill throughout the year, particularly during the 2023 PIA Advocacy Day on May 9 and 10.

NFIP EXTENDED TO SEPTEMBER 2023

Authorization for the National Flood Insurance Program (NFIP) was extended to the end of the federal fiscal year on September 30, 2023, after its renewal was included in the omnibus appropriations bill passed by Congress and signed by President Biden in December 2022.

“Throughout 2022, PIA met with members of Congress

to urge them to reauthorize the NFIP. During our discussions, policymakers consistently recognized the critical role that the program plays in protecting property and giving people the financial support they need to strengthen their homes and businesses and recover after natural disasters,” said Lauren G. Pachman, Esq., counsel and director of regulatory affairs for PIA. “It’s gratifying to see that our members have been heard.”

PIA urges lawmakers to pass a long-term reauthorization of the program during 2023, along with meaningful improvements.

ARCTIC WEATHER EVENT CAUSED $5.4 BILLION IN INSURED LOSSES

The arctic weather event that unfolded in the United States Dec. 21-26, 2022, has come to be known as Winter Storm Elliott. The “once-in-a-generation” storm was characterized by an extratropical cyclone

that created record cold temperatures, blizzard conditions and high winds that impacted most of the country.

Using its high-resolution Winter Storm Reference Model, Karen Clark & Co. estimated the storm will result in $5.4 billion in insured losses across 42 states. This figure represents damage to privately insured vehicles along with residential, commercial and industrial properties but may not reflect the

NEWS BRIEF

event’s loss of life nor its historic travel disruptions.

The storm killed at least 91 people, according to The Weather Channel. More than a third of those deaths occurred in the Buffalo, N.Y.-area, where lake effect snowfall exceeded 55 inches over the five-day period.

U.S. LIFE EXPECTANCY DROPS AGAIN

According to the Centers for Disease Control and Prevention, life expectancy declined for the second consecutive year due to rising deaths from COVID19 and drug overdoses.

The final data on U.S. death certificates reveals that life expectancy for Americans born in 2021 is 76.4 years, down from a high of 78.8 years in 2019. That marks the shortest life

expectancy since 1996.

The top three causes of deaths last year in the United States were heart disease, cancer, and COVID-19.

FLORIDA LEGISLATURE PASSES FLOOD INSURANCE MANDATE

Property owners across Florida who have homeowners insurance through Citizens Property Insurance face a new requirement to buy flood insurance under a property insurance reform bill passed by the Florida Legislature on December 14, 2022. It is the first mandate of its kind in the country. It will be phased in.

The flood insurance mandate comes two months after Hurricane Ian caused catastrophic damage in parts of Florida

where almost no one had flood coverage. The new requirement applies only to property owners who have coverage through Citizens Property Insurance, which is the state’s property insurer of last resort. It applies whether or not properties are in high-risk flood zones. The requirement will be phased in over the next five years, starting in April 2023 with people who own property in a flood zone.

NEBRASKA ADDS AN INSURANCE AGENT APPRENTICE LICENSE

The Nebraska Department of Insurance has developed an application designed for people who are new to insurance sales. The department unveiled an apprentice insurance producer license earlier

this month.

A would-be insurance producer can use the new license to work under the supervision of a fully licensed Nebraska insurance producer for up to 120 days. An apprentice sponsor can supervise up to five apprentice producers at a time, and up to 10 apprentice producers over the course of a year, according to an apprentice program guide.

The department developed the apprentice license in an effort to help the insurance industry to grow, according to Eric Dunning, the Nebraska department director. “Now those who want to test the waters of becoming an insurance producer can start with a mentor and a temporary license,” he said.

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

By Lauren G. Pachman, Esq.

INSURANCE AND THE FEDERAL AGENCIES

BACK IN MAY, THE CENTERS for Medicare and Medicaid Services (CMS), which makes changes to the “Medicare Program: Contract Year 2023 Policy and Technical Changes to the Medicare Advantage and Medicare Prescription Drug Benefit Programs,” also known as the Medicare Marketing Rule, finalized a version of the rule that could discourage licensed agents and brokers from representing Medicare Advantage and Part D Plans.

The final rule seeks to discourage dishonest marketing behaviors by requiring third-party marketing organizations (TPMOs) to record all enrollment conversations. However, such entities were already required to record all enrollment conversations, even before this rule’s promulgation. This revision to the rule broadens the definition of TPMO to include agents and brokers, who will be newly subject to the recording requirement and will impose an unnecessary burden on responsible agents and brokers.

In October, the Department of Labor (DOL) issued a Notice of Proposed Rulemaking (NPRM) concerning the Employee or Independent Contractor Classification Under the Fair Labor Standards Act (FLSA). The NPRM proposed a revised method by which to determine whether workers are independent contractors (ICs) or employees for purposes of applying the FLSA. The revised language would broaden the applicability of the FLSA’s federal minimum wage and overtime rules. The FLSA requires regulated entities to provide the federal minimum wage and overtime pay to employees but not to ICs. According to the DOL, the proposed rule is intended to rein in companies that rely

too much on ICs to avoid paying for workers’ compensation and overtime in accordance with applicable wage and hour laws.

The NPRM sought to restore the economic realities test. It defined independent contractors as workers who are, effectively, in business for themselves. The independent insurance agents who are members of PIA pride themselves on their business ownership and expertise; like other ICs, they are not economically dependent on any single regulated entity for their work. Independent insurance agents appreciate the freedom and flexibility that comes with their IC categorization and value it over the perceived benefits associated with employee status.

Regulated entities have been subjected to endless business disruption since the IC rule was first considered for revision during the Obama administration several years ago. Since then, the IC rule has been revised and unrevised. Revising the IC rule again now will compound the business disruption for regulated entities, foisting an unnecessarily burdensome new regulatory regime on them during an already challenging period of unprecedented inflation in the American economy.

Finally, in early January, the Federal Trade Commission (FTC) issued an NPRM that would ban employers from entering into noncompete agreements with their employees. A noncompete agreement or clause is a contract or contract term, typically between an employer and an employee, that prevents the employee from working for a competitor or starting a competing business, usually within a certain geographic area and for a given time once the worker’s employment

with the current employer ends. Noncompete clauses/agreements are designed to protect employers from employees who would steal their ideas, business practices, and/or intellectual property for use in their own businesses or to share with a competitor of their employer, likely to enhance their own opportunities for professional advancement.

The proposed rule is extremely broad; it would apply to employees and independent contractors, whether paid or unpaid. If adopted as proposed, the rule would prohibit the future use of noncompete agreements between employers and employees, would require employers to rescind any noncompete agreements currently in use, and would require employers to inform employees that any noncompete agreements they had previously signed are no longer effective.

The NPRM will solicit comments from members of the public until early March. Once the comment period closes, the FTC will review the feedback it receives, and it may make changes to the proposal based on the comments and its continued analysis of the issue. Should the proposal be finalized in substantially similar form, we can expect to see litigation over the legality of the ban as well as the FTC’s power to issue it.

PIA will continue to offer updates on these and other regulatory developments as they become available. For the most updated information, please check out our advocacy blog at www.piaadvocacy.com

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

By Jon Gentile

118TH CONGRESS BEGINS WITH HOUSE LEADERSHIP CHANGES

THE 118TH CONGRESS BEGAN JANUARY 3RD, 2023, bringing divided leadership to Washington, D.C. The Republican party is now in control of the U.S. House of Representatives, which is made up of 222 Republicans and 212 Democrats (and one vacancy). The U.S. Senate will continue to be led by the Democratic party, which has 48 Senate seats. The Republicans have 49, but the Senate includes three independents who all caucus with the Democrats, which is how the Democrats have retained their majority with an effective split of 51-49.

After 15 attempts, and taking up most of the week the House of Representatives finally elected Kevin McCarthy (R-CA) as Speaker. The Democrats also elected as their new leader Hakeem Jeffries (D-NY). Senate leadership will remain the same, with Senator Chuck Schumer (D-NY) serving as majority leader and Senator Mitch McConnell (R-KY) as minority leader.

In addition, many of the committees important to independent agents have changed leadership. 2023 is a busy year for crop insurance as the Farm Bill is up for reauthorization, and the Agriculture Committee will now be Chaired by Rep. GT Thompson (R-PA), with the former Democratic Chair David Scott (D-GA) moving to Ranking Member. The Senate Agriculture Committee will continue to be led by Sen. Debbie Stabenow (D-MI) with Sen. John Boozman (R-AR) continuing as the top Republican. The House Financial Services Committee is chaired by Rep. Patrick McHenry (R-NC), with Rep. Maxine Waters (D-CA) moving from chair to the top Democrat on the panel. On the Senate side, the Senate Banking Committee will continue to be led by Sen. Sherrod Brown (D-OH), with a new ranking member for the Republicans, Senator Tim Scott (R-SC).

Rep. Jason Smith, who has championed legislation in previous Congresses to make permanent the 20 percent tax deduction for qualifying passthrough entities, will serve as chairman of the tax committee, the Committee on Ways and Means. Rep. Richard Neal will continue as the top Democrat on the Ways and Means panel. The Senate Finance Committee will continue to be led by Sen. Ron Wyden (D-OR) as chair and Sen. Mike Crapo (R-ID) as ranking republican.

A new Congress means that all legislation introduced in the last Congressional session but not passed and signed into law is now effectively erased. PIA has already started working with congressional allies to begin reintroducing bills important to

independent insurance agents.

PIA will continue to advocate for policies that help independent insurance agents protect consumers: reauthorizing the National Flood Insurance Program (NFIP); supporting the repeal of the Federal Insurance Office (FIO), in favor of continued tax relief for small business owners, and working with Congress on reauthorizing the Farm Bill, particularly with regard to crop insurance.

CAPITOL FULLY REOPENS

For months, PIA has been supporting efforts to convince House and Senate leadership to reopen the Capitol office buildings to the public, and we are pleased that, beginning with the new 118th Congress, Capitol Hill office buildings have reopened to the public.

Since the pandemic began two years ago, access to the Capitol complex has been limited. While it has been possible, at times, for very small groups to meet in Congressional offices, health and security concerns over the last couple of years have led to ongoing restrictions. For instance, for the past couple of years, members of the public have needed an appointment to enter the Capitol complex and their representatives’ congressional offices, and, even with an appointment, security personnel were only authorized to check visitors in at select entrances.

Additionally, visitors were required to wait outside the House or Senate building where their appointment was until the visiting group was met by a congressional staff member, who escorted each individual or group into the building and all the way to their meeting space.

Upon their departure, visitors similarly required escorts to accompany them from the meeting location to the outside of the building. In most cases, visitors were prohibited from venturing beyond the location of their pre-planned meeting within the Capitol complex without a staff escort.

This process made visiting congressional offices extremely burdensome. Thankfully, beginning with the start of the 118th Congress earlier this month, these restrictions have finally been lifted.

PIA looks forward to welcoming independent insurance agents to a fully “open” Capitol Hill throughout the year, particularly during our 2023 Advocacy Day visits on May 9 and 10.

Jon Gentile is vice president of government relations for PIA National.

$ AGENCY PLANNING

By Shawn Moynihan

RECRUITING THE RIGHT TALENT FOR INDEPENDENT AGENCIES

WHETHER YOU’RE LOOKING to hire a new producer or office staff, recruiting talent is one of the greatest challenges currently faced by independent agencies.

Agency principals who wonder why it’s become even harder in recent years would not be alone. While it’s never been easy for independent agencies to attract good help, the COVID-19 pandemic forced professionals of all kinds to reassess their employment situations. Many agents who were performing well started asking hard questions about whether they were being fairly compensated for their work and appreciated by their organizations.

Those who weren’t being treated well — stuck at home without laptops or other professional support from their agencies or brokerages during lockdown — quickly realized that sometimes the grass is indeed greener on the other side.

In the process, prized talent has become even more valuable — and more expensive. Today, agents of all stripes are looking for some things they didn’t previously: many now expect a hybrid work week. Others expect a certain level of compensation for a determined amount of work ($80K a year, for example, for dialing

the phone 22 times a day). Benefits plans are also desirable.

Agencies that offer all three possess a distinct edge in recruiting.

“The Great Resignation has fueled people to take a look at their own situations,” says Diana Gazzolo, Insurance Recruiter for Martin Grant Associates in Newton, Mass., which sources talent throughout the insurance industry.

“They’ve found themselves asking, ‘Do I have the best deal?’ Hungry people who weren’t being communicated to, left.

“The key to retaining producers is, if they’re happy, don’t ignore them,” she adds.

If you can find them, that is — and therein lies the challenge.

DEFINE YOUR NEEDS

The first step to recruiting independent agents, Gazzolo explains, is understanding that these professionals can be separated into three groups:

· Trainable entry-level talent; Those of mid-level experience, who book about $100K in revenue per year; and

Experienced producers who bring in between $300K and $500K in revenue.

Knowing which level of producer talent you can afford for your agency is key, and will determine where you search for them.

Agency principals who have the budget to do so may prefer to invest in a recruiter to find the best agent for their business. (This is an especially effective option for sourcing top-flight talent.) Recruitment firms that specialize in finding independent agents have a variety of relationships to draw upon, and are aware of high-value candidates who might be looking for a new situation. Not all of the best agents in the business are continually employed, but a great many are — and using a recruiter will often prove a wise investment for time-strapped agency principals.

Hiring the perfect person for your agency isn’t impossible; it just takes time. Here’s how to do it.

According to Gazzolo, the same amount of work is required by a recruiter to find the right producer candidate for a client, regardless of their skill level; no one is harder to hire than the other. Equal effort is required (approximately 230 to 240 outreaches) to provide the appropriate person for an agency.

Agency owners who would rather search for producer talent on their own need to determine who to pursue, and where to go to find them.

WHERE TO LOOK

Trainable, entry-level talent, Gazzolo explains, can be found working for businesses such as Enterprise Renta-Car, which is known for its training programs; leasing companies, like Xerox, where sales employees are experienced in cold calling; and restoration companies. If you’re able to attract members of this set, Gazzolo says, you’ll still need to pay them a base salary in order to provide them reliable income to live on. Once they prove themselves, they’ll have to be compensated further.

When it comes to finding more experienced producers, agency principals looking to do it on their own rather than using a recruiter can run ads on ZipRecruiter.com and Indeed. com, says Nolan Duda, Sales Manager for IdealTraits, a Michigan based company founded by insurance agency owners that specializes in helping insurance agencies identify and hire top-level talent for their agencies.

Determine which lines of business you want your agency to grow in, and run producer-seeking ads in trade magazines that focus on that market. Is it transportation? Construction? Employment ads that you run in industry-specific trade magazines will help target specific market expertise.

Leveraging your own network is equally important when sourcing agents, says Duda. Often, finding producer talent that might be a good

fit for your agency comes down to relationship recruiting. Putting the word out via your local Rotary Club or Chamber of Commerce can only help.

Agency owners need to be constantly networking and developing your own pipeline in case the need for a new producer arises, says Gazzolo. For example, “If you meet a young agent at a golf outing who you’re impressed with, get his card.”

Duda agrees that staying on the hunt for good talent year-round is a mindset worth adapting — whether you’re using a recruiter, online job boards, or your local network: “In the long run, always being on the lookout for talent can only help you.”

Gazzolo notes that if you’re looking to poach a top-level producer from another agency, their account managers often have to go with them. These candidates are harder to find, but they’re out there — and can be tempted to move when, for example, their agency is purchased and the new owners are disrupting their process.

HIRING OFFICE STAFF: TARGETING GEN Z

One deep talent pool for independent agencies looking to hire customer service reps or office staff is Generation Z, which the Pew Research Center defines as those born between 19972012 and are relatively new to the adult workforce.

Mark Beal, assistant professor of professional practice, communication at the Rutgers University School of Communication and Information and the author of “Gen Z Graduates to Adulthood,” explains that young professionals in this demographic are especially purpose-driven when it comes to the jobs they select. While the insurance industry can fall short in marketing itself as purveyors of a social good, independent agencies have the opportunity to reinforce that message when recruiting.

“Members of Gen Z want to work for companies that have a higher purpose, that contribute to a better society,” says Beal. “They want to feel good about the work they’re doing.”

Beal suggests that agency principals looking for someone to manage their social media channels would do well to employ Gen-Zers, as they are digital natives and are well suited for the task.

These potential hires can be sourced via LinkedIn and through universities, which often have career offices staffed

“ALWAYS BE ON THE LOOKOUT FOR NEW TALENT, STAY PATIENT, AND DO YOUR DUE DILIGENCE WHEN HIRING.”

— NOLAN DUDA, SALES MANAGER, IDEALTRAITS

“MEMBERS OF GEN Z WANT TO WORK FOR COMPANIES THAT HAVE A HIGHER PURPOSE.”

— MARK BEAL, RUTGERS UNIVERSITY SCHOOL OF COMMUNICATION AND INFORMATION

WINNING@CYBERSECURITY DEFENSE

WINNING@CYBERSECURITY DEFENSE

is a four-step educational resource created to educate agents and their clients about the most common cyber dangers faced by small and mid-sized businesses as well as the business practices and insurance coverages that can reduce these risks. The program includes materials agents can share with their clients to help them understand their cyber exposure and the benefits of purchasing a cyber policy for their business.

PART 1: CYBER RISK FROM A TO Z

Grow your knowledge of cyber risks and the issues they can cause. This section covers 7 risks and includes examples and quizzes to test your understanding.

PART 2: CYBER RISK INSURANCE PROTECTION

Insurance is a big part of cyber risk. Learn about the various aspects of insurance: what it covers, how to sell it, what questions to ask your customers, and programs you can check out.

PART 3: CYBER RISK ASSESSMENT

One of the most important steps you can take is to assess your own agency’s risk. This means looking at your operations and how you work with vendors. You can sign up for a custom assessment here to see where you have vulnerabilities.

PART 4: CYBER RESOURCES FOR YOUR AGENCY

Check out a variety of tools and vendors to help you protect your agency and your customers. If you’re just getting started, head to the beginner section. If you’ve been working on security, check out the advanced section.

To learn more about Winning@Cybersecurity Defense visit: pianational.org/cybersecurity

Financial Impact of Attacks

Top Tips to Protect from a Security Breach

Chairman’s Challenge

Each year, PIA National issues the annual “Chairman’s Challenge,” in which PIA Affiliates are challenged to encourage all of their Board members to contribute to the Professional Insurance Agents Political Action Committee (PIAPAC).

It is with great pride that we announce that the following states have successfully completed the Chairman’s Challenge in 2022:

Michigan

Wisconsin

North

Dakota

VA/DC

Nebraska

Minnesota

Arkansas

Louisiana

Puerto Rico

Texas

Kansas

RECRUITING THE RIGHT TALENT FOR INDEPENDENT AGENCIES

CONTINUED FROM PAGE 11

His advice? Don’t rush the process. “If you do, you might end up filling the position with a candidate who isn’t right for you,” says Duda. “Always be on the lookout for new talent, stay patient, and do your due diligence when hiring.”

Gazzolo agrees. “Devote your energies to hiring the best,” she says. “As exhausting as it may sound, don’t take your hand off the throttle as an agency owner during the decision process.”

Once you’re reviewing candidates, know that the inexpensive option isn’t always going to be the best option.

with full-time career advisors whose purpose it is to connect students with jobs. Again, emphasizing the socialgood component of the insurance business will make working for your agency more attractive.

Beal adds that once you employ members of this set, some of the keys to keeping them include fostering diversity among your staff; embracing technology that makes your processes more efficient — using outmoded systems will cause them to look elsewhere; providing mental health days; and possessing a genuine interest in them and their career. Provide them stipends to go to a conference, or for training. Help them and empower them as professionals, rather than just

giving them a paycheck.

When hiring within this demographic, Gazzolo suggests agency owners do a salary equanimity check through a recruiter or indeed.com to ensure that their personnel are being paid competitively. If you attempt to pay them less than what they’re worth, they’ll know — and they won’t stay with you for long.

TO HIRE THE BEST, STAY PATIENT

While independent-agency talent is no longer ample or cheap, it’s not impossible to find it. It just takes time and patience. Duda says that sometimes, that’s longer than an agency principal wants to spend: “They don’t always have the luxury of being patient.”

“Gauge their personality,” Duda adds. “Trust your gut feeling when it comes to hiring, but have all the information available on hand when you make that decision. Just because someone is licensed and has a good resume doesn’t necessarily mean that they can sell insurance at a high level.”

In the end, there’s no one road to take when recruiting for your agency; diversifying your efforts is essential to finding the right person for the job.

“Since the beginning of time, one-third of jobs have been filled through an ad, one-third have been filled through referrals, and one-third through recruiters,” adds Gazzolo. “The best search is all three.”

Shawn Moynihan is Senior Director of Marketing for independent agency network Renaissance Alliance. He is the former Editor-in-Chief of National Underwriter Property & Casualty and Propertycasualty360.com.

“PRIZED TALENT HAS BECOME EVEN MORE VALUABLE — AND MORE EXPENSIVE.”

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✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents. pianational.org/readyforeverything

✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees. pianational.org/winningattalent

✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. pianational.org/agencyjourneymapping SMALL COMMERCIAL and the DIGITAL OPPORTUNITY. A variety of resources that help agents increase their digital capabilities and improve the digital experience for their customers. pianational.org/voiceofthecustomer

✦ CLASSIC PIA PARTNERSHIP PROGRAMS: Less recent (but still relevant) programs including Reaching Gen Y, Closing the Gap, Agency Touchpoints and Practical Guide to Succession Planning. pianational.org/classicprograms

AGENCY MANAGEMENT TOOLS

PIA 401(k). The PIA 401(k) plan has you covered by performing over 90% of administrative tasks and becoming your retirement department support team. pianational.org/401k

✦ PIA BLUEPRINT FOR AGENCY SUCCESS. A 3-part resource guide for business planning, growth strategies, and agency continuity. pianational.org/blueprint

✦ 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. pianational.org/acord

✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. pianational.org/agreementreview

✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. pianational.org/omnia

✦ HIRE WITH IDEALTRAITS. The comprehensive, go-to hiring tool for agencies looking to hire top performers. pianational.org/idealtraits

✦ CYBER RISK ASSESSMENT. A low cost cyber risk assessment designed specifically for you. This delivers a one-two-three punch that identifies your unique risks, how to mitigate them, AND guidance/tools to turn the recommendations into action. pianational.org/cyberassessment

✦ THE AGENT EXPERIENCE. Practical information and resources to help you develop and grow customer relationships online. pianational.org/agentexperience

✦ PIA member discounts on licensing and more.

LEGISLATIVE & REGULATORY OUTREACH

✦ PIA ADVOCACY BLOG. Timely updates about what’s happening on Capitol Hill and on state and federal regulatory issues. PIAAdvocacy.com.

✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. pianational.org/grassroots

✦ 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. pianational.org/advocacyday

✦ 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. pianational.org/piapac

THE OPPORTUNITY IN SMALL COMMERCIAL REQUIRES DIGITAL

SMALL COMMERCIAL — THE DIGITAL OPPORTUNITY is available exclusively to PIA members. The program compiles nationwide research on agencies’ digital capabilities and business owner preferences as well as resources to help agents turn those insights into action.

The program equips you with the research and resources to sharpen your independent insurance agency’s competitive edge for a new, digital generation. The Small Commercial — The Digital Opportunity program helps your agency stay ahead of online competition in commercial lines.

As a new generation of small commercial customers enters the market, it’s critical for agencies to improve their digital capabilities alongside the changing expectations of their customer bases. Members have exclusive access to nationwide research conducted and compiled by PIA on the insurance buying preferences of small business owners, which overall suggest that younger generations want more online capabilities. Our resource will help you understand these findings as they relate to your agency and prepare for the shifts happening in our industry.

Finally, our Digital Resource Center breaks down how you can turn these trends into action within your agency — from website to reputation management.

Accessing Small Commercial — The Digital Opportunity is one powerful step in future-proofing your insurance agency for the next generation.

LEARN MORE AT:

PIA AFFILIATES

ALABAMA

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

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

PHONE: (703) 836-9340 | FAX: (703) 836-1279

e-mail: membership@pianational.org Web Site: www.pianational.org

CONNECTICUT

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

DELAWARE

PHONE: (703) 836-9340 | FAX: (703) 836-1279

e-mail: membership@pianational.org Web Site: www.pianational.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

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

HAWAII

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

ILLINOIS

PHONE: (703) 836-9340 | FAX: (703) 836-1279

e-mail: membership@pianational.org Web Site: www.pianational.org

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

KENTUCKY

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

LOUISIANA

PIA of Louisiana Inc.

4021 W. E. Heck Ct., Building K, Baton Rouge, LA 70816

PHONE: (225) 766-7770 | (800) 349-3434 LA only FAX: (225) 766-1601

e-mail: jody@piaoflouisiana.com Web Site: www.piaoflouisiana.com

MAINE

Maine Insurance Agents Association

17 Carriage Lane, Hallowell, ME 04347

PHONE: (207) 623-1875 | FAX: (207) 626-0275

e-mail: lisa@maineagents.net Web Site: www.maineagents.net

MARYLAND

Insurance Agents & Brokers of Maryland

650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440

PHONE: (717) 795-9100 FAX: (717) 795-8347

e-mail: iab@iabforme.com | Web Site: www.iabforme.com

MASSACHUSETTS

PHONE: (703) 836-9340 FAX: (703) 836-1279

e-mail: membership@pianational.org | Web Site: www.pianational.org

MICHIGAN

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

MINNESOTA

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

MISSISSIPPI

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

MISSOURI

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

MONTANA

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

PIA of Nebraska/Iowa, 11932 Arbor Street, Ste. 100, Omaha NE 68144

PHONE: (402) 392-1611 FAX: (402) 392-2228

e-mail: cathy@pianeia.com | Web Site: www.pianeia.com

NEW HAMPSHIRE

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

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

NORTH CAROLINA

PIANC, 1059 Technology Park Dr, Glen Allen, VA 23059

PHONE: (804) 264-2582

e-mail: kevin@pianc.net | Web Site: www.pianc.net

NORTH DAKOTA

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

PHONE: (703) 836-9340 FAX: (703) 836-1279

email: membership@pianational.org Web Site: www.pianational.org

OKLAHOMA

PHONE: (703) 836-9340 FAX: (703) 836-1279

e-mail: membership@pianational.org | Web Site: www.pianational.org

OREGON/IDAHO

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

PENNSYLVANIA

PHONE: (703) 836-9340 FAX: (703) 836-1279

e-mail: membership@pianational.org | Web Site: www.pianational.org

PUERTO RICO & CARIBBEAN

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@pianational.org | Web Site: www.piapuertorico.org

RHODE ISLAND

PHONE: (703) 836-9340 FAX: (703) 836-1279

e-mail: membership@pianational.org | Web Site: www.pianational.org

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@pianational.org | Web Site: www.pianational.org

TENNESSEE

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

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

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

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

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

WEST VIRGINIA

PHONE: (703) 836-9340 FAX: (703) 836-1279

e-mail: membership@pianational.org | Web Site: www.pianational.org

WISCONSIN

PIA of Wisconsin, Inc., 725 Heartland Trl Ste 108, Madison, WI 53717-1976

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

INSURANCE PLANS DESIGNED WITH LOCAL AGENTS IN MIND

Since 1969, independent insurance agents have been enjoying the advantage of products offered by the PIA Services Group Insurance Fund (also known as the PIA Trust). PIA members and their employees can choose from high-quality, competitively-priced insurance plans to help protect themselves and their families. All of the insurance products can be customized to match the insured’s individual needs. Your employees may apply for all of the plans without your participation (except for Basic Life). These plans are administered by Lockton Affinity.

Term Life Insurance

Expenses continue for your family if something happens to you. You can help protect their financial future with life insurance.

Basic Life Insurance

$50,000 of Basic Life Insurance is available to Agency Owners/Managers. This Basic Life coverage is also available for employees (up to $30,000 with 100% participation of eligible employees and employer pays 100% of the premium.) There is no medical underwriting.

If you have Basic Life coverage, you can add your Dependent Spouse for the same coverage level as you have purchased. You also can purchase Basic Life coverage for your children. Both of these coverages are not medically underwritten.

Member agencies are not responsible for the cost of Spouse and/or Dependent Basic Life Plans.

Supplemental Life Insurance

Additional term life insurance up to $500,000 is available through the Supplemental Life Insurance Program (medically underwritten). If you have Basic or Supplemental Life, Dependent Term Life Insurance is also available up to $100,000 for spouses (medically underwritten) and $10,000 for children (not medically underwritten).

Accidental Death & Dismemberment

If you suffer an injury which results in a loss of life or limb, the coverage will pay the sum as outlined in the policy for the Loss provided the accident that caused the Loss occurred while covered under this benefit; and except for loss of life, the Loss occurs within the 365 day period immediately after the date of the accident.

Your acceptance is guaranteed! There is no medical exam and no medical questions.

Short Term Disability

“If you are unable to perform the material and substantial duties of your occupation, this coverage can help fill the income gap before your long term disability benefits begin. You may choose up to $1500 per month for a period of 9 or 22 weeks to create a seamless transition from Short Term Disability to Long Term Disability benefits. This plan is medically underwritten.

Long Term Disability

Consider how you would manage if a long-term disability reduced your earning power. If you become disabled this plan can help replace up to 60% of your lost income on the base plan and up to 100% in the event of a catastrophic disability. The base plan offers monthly benefit amounts to $8,000. There is no medical underwriting up to $4,000, however disability income benefits are subject to a preexisting condition limitation.

For more information about the Trust Insurance plans, please contact Lockton Affinity, the Plan Administrator at 1-800-336 4759.

Additional information is also available online at www.piatrust.com

*PIA National membership, when requred, must be current at all times. Policies or provisions may vary or be unavailable in some states. Policies have exclusions or limitations which may affect any benefits payable.

PIA Trust insurance plans, administered by Lockton Affinity, for PIA members and their employees.

The PIA Services Group Insurance Fund is administered by Lockton Affinity, LLC d/b/a Lockton Affinity Insurance Brokers LLC in California #0795478. Coverage is subject to actual policy terms and conditions. Policy benefits are the

sole responsibility of the issuing insurance company. Coverage may not be available in all states.

Like most insurance policies, insurance policies offered by MetLife and its affiliates contain certain exclusions, exceptions, reductions, limitations, waiting periods and terms for keeping them in force. Please contact your plan administrator, Lockton Affinity, at 1-800-336-4759 for costs and complete details.

AGENTS OF Infinite Possibilities

All the products you need to protect your customers

As an agent, the more you have to offer, the more opportunities you have to customize coverage for your customers. That’s why we equip you with a full suite of products—including auto, home, motorcycle, boat, RV, and more—so you can give your customers peace of mind knowing that whatever they need, you’ve got it covered.

Plus, as a Progressive agent, you have access to our industry-leading commercial coverage to round out your offerings and meet all your customers’ needs.

TO LEARN MORE

Search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.