PIA Connection V2-Agents and Data Security

Nationwide Insurance Agents Association Members Join PIA

page 11 2020 V2

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

AGENTS and DATA SECURITY PIA MEMBER BENEFIT SPOTLIGHT:

AVYST eForms Wizard

page 21

2020 V2

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com PRESIDENT-ELECT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com VICE PRESIDENT/TREASURER Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com SECRETARY/ASSISTANT TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com IMMEDIATE PAST PRESIDENT Keith A. Savino, CPIA (NJ) keiths@warwickresource.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org MARKETING EDITOR Dana A. Anaman, CAE | danaan@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com

ATTENDING SOCIAL EVENTS? GET COMFORTABLE!

PAGES 17-19

CONTENTS 6-7

NEWS BRIEF Netherlands: Zero Flood Deaths Since 1953…NAIC Approves Suitability Model……Bill Would Make Florida Insurance Commissioner Elective…Insurtech Funding Hits Record for Quarter, Year…IVANS: Rates Increased in December…

PIA Partnership Meeting.

9-10

ADVOCACY THAT YIELDS RESULTS Jon Gentile on successful advocacy for PIA members.

NATIONWIDE INSURANCE AGENTS JOIN PIA! Under an agreement, members of the Nationwide Insurance Independent Contractors Association (NIICA) have become members of PIA. COVER STORY: AGENTS ARE ON THE HOOK FOR THEIR DATA SECURITY New state laws present new requirements for agencies.

11

12-14

PIA: ADVOCACY IN EVERYTHING WE DO Legislative, regulatory, education, networking – it’s all PIA advocacy!

15-16

ATTENDING SOCIAL EVENTS? GET COMFORTABLE! Ted Janusz on how to lessen anxiety surrounding businessbuilding social events.

17-19

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

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

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

DEPARTMENTS From the President . . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . . 5 PIA National Member Benefits . . . . . . . . . . .20 PIA Member Benefit Spotlight . . . . . . . . . . .21 PIA Marketplace . . . . . . . . . . . . . . . . . .21 PIA Affiliate Listings . . . . . . . . . . . . . . . .22

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.

PIA CONNECTION | www.pianet.com

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

Cover image: iStockphoto/KrulUA

2020 V2 | 3

What Has PIA National Done for Me… Lately?

As we begin 2020, let’s look back at last year’s newest member benefits and federal government victories.

ACORD End User License for PIA Members Thanks to an agreement with ACORD negotiated by PIA National, the majority of PIA members won’t have to pay the new ACORD license fee.

Agency Journey Mapping Brand new perpetuation program from PIA National and The PIA Partnership.

PIA DMV: PIA’s Direct Marketing Vault PIA members can now combine the best of traditional and digital marketing to get more clients.

Winning @ Talent (due out in March)

New ways for agencies to attract, recruit and retain the best talent.

2019 PIA FEDERAL GOVERNMENT VICTORIES Tax Relief for Agencies PIA National ensured tax relief for agency owners that has resulted in millions of dollars benefitting passthrough entities, including independent insurance agencies. [A PIA Priority Issue]

National Flood Insurance Program (NFIP) extended.

PIA National has successfully kept cuts to agent commissions out of legislation to reauthorize the NFIP. PIA also advocated for the extension of the NFIP to September 30, 2020.

[A PIA Priority Issue]

TRIA extended The terrorism risk insurance program (referred to as TRIA) was extended by Congress through the end of 2027.

[A PIA Priority Issue]

Efforts to Repeal the Federal Insurance Office Legislation was introduced in both the House and Senate for the first time as a result of PIA National advocating to repeal the Federal Insurance Office (FIO). [A PIA Priority Issue]

Permanent Repeal of the Cadillac Tax In December 2019, PIA’s multi-year advocacy campaign secured the total repeal of the healthcare 40 percent excise tax, known as the Cadillac Tax! [A PIA Priority Issue]

TAX

Membership in PIA just keeps growing in value! Lots more is on the way!

www.pianet.com

FROM THE PRESIDENT THERE IS AN OLD SAYING THAT GOES: “MAY you live in interesting times.” At the moment, I think everyone might appreciate something a little less interesting.

Despite efforts to contain the outbreak, the coronavirus COVID-19 is continuing to spread throughout the world. As of March 5, the virus had already claimed the lives of 11 people in the U.S., where there are more than 150 reported cases across 15 states. I am reluctant to even mention numbers, because events are moving so fast.

Thanks to our partnership with ALM Media, publishers of the National Underwriter, PC360 and FC&S Coverage Interpretation, PIA members have access to a steady stream of accurate, properly vetted information on the coronavirus from an insurance perspective.

Rather than attempt to communicate all aspects of the COVID-19 crisis, PIA is concentrating on concerns specific to PIA member agents and their clients. As I write this, we are sharing with PIA affiliates and members some safeguards

agencies could consider implementing to reduce exposure to illness. These tips can also be shared with the business clients of PIA members.

Above all, it is critical that all the information we share is truthful and accurate. At PIA, we take our commitment to be a credible source of information very seriously. Rest assured, PIA is here to help how we can.

Planning for the spreading coronavirus outbreak is particularly difficult because so much remains unknown and, at this time, unknowable.

We plan for the worst, while we hope and pray for the best.

Dennis Kuhnke President

FROM THE CEO THERE ARE OPPORTUNITIES EVERYWHERE BUT there are also challenges everywhere. Agents need to be able to take advantage of the former while successfully navigating the latter. That is what PIA helps its members do.

What poses challenges to independent agents? Aside from competitors in the marketplace, plenty. A bad bill in Congress can legislate agencies out of business. An ill-conceived regulation can make it difficult to do business. Bad tax policy can turn profit to loss. That’s why the legislative and regulatory advocacy PIA engages in is so important.

Opportunities? Technology is opening new horizons of incredible opportunity for independent insurance agents. That’s why PIA formed the Insurance Technology Leadership Advisory Board (PIA IT-LAB), to bring industry leaders together to advance PIA members’ access to and adoption of technology.

One thing that has changed in recent years is the perception of the value of agents. Every decade or so, there used to be a drumbeat of consultants who would opine that independent agents would soon be obsolete. That meme—which could usually be traced back to agents’ competitors— has lost it’s currency.

PIA CONNECTION | www.pianet.com

The independent agency distribution system persevered throughout the decades, and continues to grow today. Over the past several years, we’ve seen the entry of private equity funding of independent agencies. We would not be seeing that if agencies were becoming obsolete.

To the contrary, agents are doing a better job all the time.

There’s a real need for what they provide: a unique ability to be nimble and effective to meet the expectations of the consumer.

Why are more agents, like those from Nationwide, now independent agents? Because our business model is best positioned for the future, having stood the test of time. That model is built on something that cannot be replaced: the relationship between the agent and the insured.

Mike Becker CEO

2020 V2 | 5

!

NEWS BRIEF NAIC APPROVES ANNUITY SUITABILITY MODEL The National Association of Insurance Commissioners (NAIC) approved a model regulation on Feb. 13 requiring insurance

iStockphoto/ Yasonya

The North Sea flood of 1953 devastated the Netherlands, killing 1,835 people and leading the Dutch government to create the Delta Commission. Over the next 45 years, the country spent billions building the Delta Works: a network of dams, dikes, sluices, and storm barriers that is unmatched worldwide. Though most of the Netherlands is either below sea level or prone to river floods, the number of people killed by flooding since 1953 is zero.

With sea levels set to rise faster than ever this century, coastal cities like New York, Miami and Norfolk are looking for solutions to protect their people and infrastructure. Dutch water boards can raise local taxes to invest in flood defenses, so altogether the Dutch spend about 1 billion a year—or just over 0.1 percent of gross domestic product—on what they call “dry-feet insurance,” much of the funding covers maintenance for existing systems, which is cheaper than rebuilding after a disaster strikes.

The World Bank estimates that every dollar spent on flood defenses yields returns of $7 to $10.

“MUCH OF THE FUNDING COVERS MAINTENANCE FOR EXISTING SYSTEMS, WHICH IS CHEAPER THAN REBUILDING AFTER A DISASTER STRIKES.” 6 | 2020 V2

islatures to pass these updates to provide even stronger protection.”

EFFORT UNDERWAY TO CREATE AN INSURANCE MUSEUM

professionals to act in

An effort is underway in

the best interests of their

London to create an insur-

customers when selling

ance museum.

annuities.

NETHERLANDS: ZERO FLOOD DEATHS SINCE 1953

to work with their leg-

Industry veteran Reg Brown

The NAIC says the Suit-

and brand consultant Jona-

ability in Annuity Transac-

than Squirrell are behind

tions Model Regulation

the project, which has

would prohibit insurance

already drawn start-up con-

agents and carriers from

tributions from a number

putting their own finan-

of insurance companies,

cial interests ahead of the

including Hiscox, Aviva,

interests of the consumer

Aon, Axa and Swiss Re.

and require them to act

They already have a video.

with “reasonable diligence, care, and skill” in making recommendations. Brokerdealers that sell annuities will be in compliance with the NAIC rule if they are in compliance with the Securities and Exchange

Organizers are trying to raise an initial £3m to open a small “pop-up” museum later this year, to test exhibits and ideas.

Then if all goes well, it will lead to a £10.5m plan to

Commission’s Regulation

set up a permanent, 20,000

Best Interest rule.

square foot museum in

“These changes underscore the commitment of U.S. insurance regulators to protecting consumers purchasing annuities,” said NAIC President and South Carolina Insurance Director Ray Farmer.

“Nearly every state has adopted the model, which has been protecting

the City of London. Alistair Brown, policy manager at the Museums Association, said getting people to visit an insurance museum will be “a tricky marketing job, but I’m sure there’s a story worth telling.”

PIA PARTNERSHIP MEETING

consumers for 15 years. I

Members of The PIA

encourage my colleagues

Partnership met February

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF

11-12 in Clearwater Beach, Florida to discuss ongoing and upcoming projects to develop tools to benefit independent insurance agents.

BILL WOULD MAKE FLORIDA INSURANCE COMMISSIONER ELECTIVE

the state comptroller and

Nationally, 12 state insur-

reports that commercial

Legislation has been intro-

ance commissioners

insurance prices continued to rise in most lines in December and throughout

the state treasurer/insurance commissioner.

duced that would make

are elected; the rest are

The Partnership conducted

the position of Florida

appointed.

a status review of Agency

Insurance Commissioner

Journey Mapping, a new

elective. State Sen. Annette

perpetuation planning

Taddeo (D) filed Senate

program tailored to inde-

Joint Resolution 1460,

pendent insurance agents

which would place a consti-

that was recently unveiled.

tutional amendment on the

The program is available

statewide ballot in Florida

on-demand or through

to make the commissioner’s

live seminars. The group

position a statewide elected

also engaged in planning

cabinet official.

INSURTECH FUNDING HITS RECORD FOR QUARTER, YEAR

IVANS: RATES INCREASED IN DECEMBER Ivans Insurance Solutions

the fourth quarter of 2019.

Commercial auto rates increased 5.12 percent on average in December,

Quarterly insurtech fund-

business owners policy

ing reached an all-time

premiums increased 4.75

high of $1.99 billion during

percent, commercial prop-

the fourth quarter, mark-

erty increased 4.65 percent,

ing the sixth consecutive

general liability increased

quarter over $1.2 billion,

2.78 percent, and umbrella

The amendment would

according to the Quarterly

increased 2.71 percent.

take effect Jan. 3, 2023,

InsurTech Briefing by

The only line to show a

with the 2022 primary and

Willis Towers Watson Plc.

decrease in the month was

general elections featuring

The fourth-quarter total

workers’ compensation,

An executive brief-

candidates for the office of

was up 25.2 percent from

where average renewal

ing [“Trends Affecting

commissioner of insur-

the year-earlier period’s

rates fell 3.05 percent. For

Independent Insurance

ance. Taddeo said the issue

$1.59 billion, according to

the year, rates hikes varied

Agents”] was conducted

is about making the office

Business Insurance. The

by line and by month but

by Rosalie L. Donlon, J.D.,

more accountable to the

report noted that the U.S.

were consistently higher

Editor-in-Chief, Insurance

public. Florida voters in

remains the “dominant

across all lines except

& Tax of ALM Media,

1998 approved an amend-

insurtech force,” respon-

workers’ comp, where

publisher of the National

ment to the state constitu-

sible for 54 percent of all

average renewal rates fell

Underwriter Property &

tion that eliminated several

deals and 67 percent of all

each month, according to

Casualty and PC360.

Cabinet offices, including

funding since 2012.

the report.

for upcoming projects, including one dealing with recruitment which is titled “Winning at Talent.”

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

PIA CONNECTION | www.pianet.com

2020 V2 | 7

Customers aren’t the only people you’re competing for.

WINNING@TALENT

Your guide to hiring, motivating and retaining the best employees.

It’s often said that an insurance agency’s most important assets are the ones that show up for work every day. And while employees can make all the difference in your company’s success, it’s important to note they have lots of choices when it

WinningAtTalent.com

PART ONE:

Are You Ready to Recruit?

PART TWO:

Sourcing, Recruiting & Hiring

comes to their career. Which is why we developed

PART THREE:

Winning@Talent – a 3-part toolkit to help agencies

Retaining Your Best Employees

understand how best to recruit in today’s talent marketplace, as well as, enhance the employee experience so people want to stay.

We trust you’ll find this content very useful and another example of the value of our Partnership.

Winning@Talent is brought to you by The PIA Partnership – PIA’s national carrier council. Partnership companies include:

8 | 2020 V2

www.pianet.com | PIA CONNECTION

CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

ADVOCACY THAT YIELDS RESULTS EACH YEAR, PIA AGENTS FROM AROUND THE country travel to Washington, D.C. to attend PIA National’s annual congressional advocacy event, formerly known as the Federal Legislative Summit (FLS), now known as PIA Advocacy Day. In 2020, PIA’s Advocacy Day has been moved to an online format as the result of the COVID-19 coronavirus pandemic.

We came to this decision carefully after consulting the guidelines available from the Centers for Disease Control and Prevention (CDC), as well as local health authorities. As an insurance organization, we have a responsibility to lead in the field of risk management, particularly when it comes to public health and the health and safety of our members, affiliates, partners and staff.

PIA ADVOCACY PRODUCES WINS FOR AGENTS PIA’s advocacy has produced significant recent victories, such as: • Protecting agent commissions for those who sell policies through the federal flood insurance and crop insurance programs • Ensuring tax relief for agency owners that has resulted in millions of dollars benefitting passthrough entities, including independent insurance agencies; • Building support for the repeal of the Federal Insurance Office (FIO): PIA members consistently lead the industry in advocacy to repeal the FIO. Legislation to repeal the FIO has been introduced in both the House and Senate for the first time, as a direct result of the hard work done by

PIA Thanks Our 2020 Advocacy Day Sponsors PLATINUM LEVEL GOLD LEVEL

PIA members like you in Washington, D.C.; • The permanent repeal of the Cadillac Tax, a 40 percent excise tax on employer-sponsored health plans; and • Passage and enactment of a long-term reauthorization of the terrorism risk insurance program (TRIA) for seven years.

BUT OUR WORK IS FAR FROM OVER. In 2020, PIA members will continue to build on our success: Here is a snapshot of issues PIA members will advocate for at Advocacy Day: Flood Insurance: PIA supports the long-term reauthorization of the National Flood Insurance Program (NFIP) and has endorsed a legislative package that unanimously passed the House Financial Services Committee (H.R. 3167/H.R. 3111).

This legislation includes the 5-year reauthorization of the program; the PIA supported continuous coverage protection for policyholders who leave the NFIP to purchase a private flood policy; and the maintenance of the Write-Your-Own reimbursement rate which will prevent guaranteed cuts to agent commissions for selling NFIP policies, among other important provisions.

PIA members will advocate for the passage of the House NFIP package out of the House and Senate without major changes and to oppose any provision that would lead to a cut in agent commissions.

Cannabis Safe Harbor: PIA strongly supports the Clarifying Law Around Insurance Marijuana (CLAIM) Act (H.R. 4074/S. 2201), which prevents federal criminal prosecution of insurance agents and carriers for engaging in the business of insuring cannabis-related businesses in states where cannabis is legal in some form.

PIA views its position as respectful of state insurance laws and protective of independent agents who are at risk of criminal penalty for following local laws.

PIA members will advocate to ensure that the provisions protecting insurance agents in the CLAIM Act are included in any legislation considered by the Senate and any final product that passes Congress.

CONTINUED ON PAGE 10

PIA CONNECTION | www.pianet.com

2020 V2 | 9

ADVOCACY THAT YIELDS RESULTS CONTINUED FROM PAGE 9

Tax Deduction: PIA supports the Main Street Tax Certainty Act (H.R. 216/S. 1149), which would make permanent the 20 percent deduction available to some passthrough corporations that was created in the 2017 tax reform law. PIA National played a key role in ensuring this tax relief for passthrough entities (or S corporations) and successfully advocated for the deduction to apply to insurance agents. However, unlike the tax benefits provided to C corporations, the passthrough deduction is a temporary provision of the tax law. As a result, the benefit available to some PIA members whose agencies are organized as passthroughs will end on December 31, 2025, unless Congress acts.

PIA members will ask Congress to ensure this important tax relief for owners of some small passthrough businesses is made permanent before its expiration.

Repeal the Federal Insurance Office (FIO): PIA supports the full repeal of the Federal Insurance Office (FIO) and has led efforts to develop the Federal Insurance Office Abolishment Act (H.R. 1862/S. 1586).

The FIO was created by the Dodd-Frank Wall Street Reform and Consumer Protection Act and is an ongoing threat to the successful state insurance regulatory system.

PIA members will advocate to build support for the repeal of the FIO.

Crop Insurance: On February 10, 2020, President Trump released his FY 2021 budget proposal, which includes cutting the federal crop insurance program by $25 billion over the next decade. The proposed cuts would compromise the affordability and availability of crop insurance for farmers, seriously undermining the strength of the farm safety net during a time of real struggle for farmers and rural America.

PIA members will ask Congress to reject these proposed cuts to crop insurance and oppose any amendment that would seek to cut the program.

PIA thanks our 2020 Advocacy Day Platinum level sponsors Progressive Insurance, Podium, and The PIA Partnership; Gold level sponsor Crop Risk Services; and Silver level sponsors Liberty Mutual Insurance and NAU Country Insurance Company.

SELECTIVE IS PROUD TO RECEIVE THE

2019 COMPANY AWARD OF EXCELLENCE

FROM THE NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Š 2019 Selective Ins. Group, Inc., Branchville, NJ. Products vary by jurisdiction, terms, and conditions and are provided by Selective Ins. Co. of America and its insurer affiliates. Details at selective.com/about/affiliated-insurers.aspx. INST-19-046

10 | 2020 V2

www.pianet.com | PIA CONNECTION

NATIONWIDE INSURANCE AGENTS ASSOCIATION MEMBERS JOIN PIA! AN ASSOCIATION REPREsenting Nationwide Insurance agents who are transitioning to independent agent status has entered into an agreement with the National Association of Professional Insurance Agents (PIA National). Under the agreement, hundreds of members of the Nationwide Insurance Independent Contractors Association (NIICA) have become members of PIA. On April 16, 2018, Columbus, Ohio-based Nationwide announced its decision to shift entirely to an independent agency distribution model by July 1, 2020. At the time of its initial announcement, Nationwide already had relationships with more than 10,000 independent agents across the United States.

In a statement issued at the time, Mark Berven, President & Chief Operating Officer of Nationwide Property & Casualty said, “Market dynamics, customer preferences and increased desire by exclusive agents for more flexibility make now the opportune time to move to a fully independent model. It will create a win-win for our distribution partners, and ultimately, our members.”

PIA WELCOMES THE NATIONWIDE AGENTS “We extend the warmest welcome to all the Nationwide agents who are joining the ranks of independent

PIA CONNECTION | www.pianet.com

agents, and also joining PIA,” said PIA National President Dennis D. Kuhnke.

“This is yet another illustration that the independent agent distribution system is by far the insurance distribution system of choice, and that PIA is the best choice for independent agents.”

“NIICA has throughout its 33-year history always honored the dignity and value of agents,” said NIICA President Thom Polvogt. “Since our beginning, we have been pro-agent, pro-client, pro-company, and pro-active. Now that our agents are transitioning fully into the independent agency system, we are proud to become part of PIA— an association that shares our values.”

“PIA welcomes all of the Nationwide agents who are joining PIA,” said PIA Chief Executive Officer (CEO) Mike Becker. “We encourage all of the agents who will be joining our

“WE EXTEND THE WARMEST WELCOME TO ALL THE NATIONWIDE AGENTS WHO ARE JOINING THE RANKS OF INDEPENDENT AGENTS, AND ALSO JOINING PIA.”

—PIA NATIONAL PRESIDENT DENNIS D. KUHNKE

association as a result of this agreement to take full advantage of all the many business-building programs offered by PIA that help add to an agency’s bottom line. In addition, PIA advocates for you in Congress and throughout the insurance industry.”

A conference was held in Las Vegas Feb. 20-21, 2020 [“Roadmap to Independence”] for Nationwide independent contractors to assist them in mapping out practical strategies on their road to independent agent status. The event was designed to help Nationwide agents to learn from and connect with experts from within the independent agency channel.

PIA National was a sponsor of the conference and made a presentation about all of the member benefits and resources agents can now access as members of PIA.

“PIA WELCOMES ALL OF THE NATIONWIDE AGENTS WHO ARE JOINING PIA.”

—MIKE BECKER PIA NATIONAL, CHIEF EXECUTIVE OFFICER (CEO)

“WE ARE PROUD TO BECOME PART OF PIA—AN ASSOCIATION THAT SHARES OUR VALUES.”

—NIICA PRESIDENT THOM POLVOGT

2020 V2 | 11

AGENTS ARE ON THE HOOK

New State Laws Present New Requ

THE BATTLE OVER THE SECUrity of agency data is being joined on three separate fronts and agents must now rethink every one of their cybersecurity protocols and strategies and make changes this year.

It’s no secret the insurance industry has always been data-driven, but what has changed dramatically is how intertwined software and systems have become, with unfettered data-sharing, how data is monetized, and the increased vulnerability to hackers.

CALIFORNIA CONSUMER PRIVACY ACT Topping the legislative front is the widely publicized California Consumer Privacy Act (CCPA), which went into effect Jan. 1. Vendors have been scrambling to comply, prompting emails from many announcing updates to their terms of service, particularly their privacy policies.

CCPA is designed to help consumers understand what information is collected and how it’s used in order to make better choices on whether to use a service. CCPA contains loopholes, however, according to Mary Stone Ross, a nationally recognized expert in consumer privacy, cybersecurity and data, and who wrote a first draft of the legislation.

“Companies can still collect data, photos and emails, but they must tell consumers when asked what

12 | 2020 V2

they’re collecting and delete it when requested,” she says. “Companies can still deny such a request for certain reasons (to complete a financial transaction or protect against fraud) and can’t legally sell that data if you tell them not to. If they sell it anyway, however, a consumer can’t sue.”

Also on the legislative front, 14 states have adopted or introduced versions of the NAIC Insurance Data Security Model Law. Ohio, Michigan, Mississippi, Alabama, South Carolina, New Hampshire, Delaware and Connecticut have enacted the law. In just the first two months of this year, Illinois, Indiana, Maine, Oklahoma, Virginia and Wisconsin have introduced versions of the model law.

WHAT THE NAIC MODEL LAW DOES The NAIC model law establishes data security standards for regulators and insurers, including for information

81

%

of Americans believe the risks of data collection outweigh the benefits.

Pew Research Center Study, November 2019

security programs and the investigation and reporting of cybersecurity events. The law covers agents as well, phasing in requirements for compliance with the information security programs and oversight of third-party service providers.

On the second front, insurers are applying pressure on agents to strengthen their security efforts largely through renegotiating the contracts they hold with agents. According to Brad Lachut, Director of Government & Industry Affairs for PIA New York, three modification models have emerged in New York. The first bare bones model is just the addition of a few sentences calling on the agent to comply with all applicable state requirements and follow industry standards on cybersecurity.

The second model, likely the most common, adds several new paragraphs and cites compliance with the New York Cybersecurity Requirements for Financial Services Companies as best practice. This law predates the NAIC model law and contains requirements for developing and implementing effective cybersecurity programs and for assessing and mitigating cybersecurity risk. The third model is the most extensive, which grants the carrier authority to audit an agency’s information security system and make recommendations for improvements.

www.pianet.com | PIA CONNECTION

K FOR THEIR DATA SECURITY

uirements for Agencies

By Tom Wetzel

DATA SECURITY Every app and digital tool agents use collects data. Many, if not most, freely share that data with third parties and some sell it. Most people understand that posting something to Facebook or searching on Google is tracked. When searching for products online to purchase, ads for those items appear the next time a consumer jumps online.

Or, when placing an order online for an item, ads for related items appear.

There is a value to that. Given the critical nature of agency data, agents must be hyper-vigilant to the outside services they choose to use and to understand their privacy, security and data-sharing policies in detail. That’s the message insurers are sending out to agents.

One long-standing and proven standard, the Health Insurance Portability and Accountability Act (HIPAA), provides exemptions to some of these new requirements.

According to Robert Fineman, Assistant Vice President and Associate General Counsel with The Doctors Company, some state privacy laws including CCPA provide an exemption for HIPAA-covered firms for personal health information (PHI). CCPA also exempts firms that maintain patient information in the same manner as PHI. Fineman also notes that the NAIC model law and the New York State Department of Financial Services

PIA CONNECTION | www.pianet.com

CYBERSECURITY COMPLIANCE* PASSED THE NAIC INSURANCE DATA SECURITY MODEL LAW Ohio, Mississippi, Michigan, Alabama, South Carolina, New Hampshire, Delaware, Connecticut INTRODUCED THE NAIC MODEL Illinois, Virginia, Indiana, Maine, Oklahoma, Wisconsin *New York passed the New York Cybersecurity Requirements for Financial Services Companies; California pass the California Consumer Privacy Act

regulations require additional security and compliance obligations that seem to supplement rather than preempt HIPAA security requirements.”

Fineman adds that HIPAA has “generally been effective in creating a standard for health care industry privacy and security. There is experience with the enforcement of HIPAA regulations, and therefore some added certainty with respect to meeting compliance obligations.”

WHAT CUSTOMERS WANT The final front is for the hearts and minds of consumers and poses both a challenge and opportunity for agents.

A survey issued last November by Pew Research Center reported 81 percent of the public now say that the potential risks they face because of data collection outweigh the benefits.

The study also reported 79 percent of Americans are concerned about the

way their data is being used by companies. The same 79 percent also say they are not too, or not at all, confident that companies will admit mistakes and take responsibility if they misuse or compromise personal information, and 69 percent report having this same lack of confidence that firms will use their personal information in ways they will be comfortable with.

On one hand, consumers will penalize companies that do not handle their data properly. However, consumers will reward agents that recognize their concerns over data security and take all the steps necessary to protect their data. These agents will also satisfy the concerns expressed by insurers.

Agents should do the following: • Review the privacy statements of all third-party vendors, many of which allow the service to share data with unknown partners CONTINUED ON PAGE 14

2020 V2 | 13

AGENTS ARE ON THE HOOK FOR THEIR DATA SECURITY CONTINUED FROM PAGE 13

79

%

of Americans are not confident that companies will take responsibility if they misuse or compromise personal information.

Pew Research Center Study, November 2019

nipr.com

14 | 2020 V2

and, in a legal sense, assume your data is theirs to do what they wish.

Choose vendors that stipulate in writing that they will not sell, rent or otherwise share both your personal and marketing data with third parties.

• Be prepared to answer insurer concerns about what your agency is doing to protect your data’s security and privacy, and provide details on the steps you have already taken and will take to safeguard that data.

• After completing steps 1 & 2, promote your actions to clients with this message– that you take their concerns on data-sharing as seriously as they do.

Tom Wetzel is CEO of Thomas H. Wetzel & Associates, an insurance marketing firm for independent agents whose signature services include a HIPAA-compliant agent owned text data center and messaging platform, the Wetzel Digital Roadmap©, website design and maintenance and content creation. He writes a regular column for agents in the Insurance Journal and serves on the faculty of the Academy of Insurance. Contact him at twetzel@wetzelandassociates.com for a free digital checklist.

Download the app for free by searching “NIPR Mobile” in the Apple App Store or Google Play.

www.pianet.com | PIA CONNECTION

PIA: ADVOCACY IN EVERYTHING WE DO

By Ted Besesparis

IF YOU HAD TO DESCRIBE what PIA does in just one word— it would be advocacy. Often the term advocacy refers to legislative lobbying. In Congress and in state Legislatures, PIA invests its resources to shape debates and give independent agents a real voice. We oppose legislation that would be harmful for agents, and support measures that can help agents succeed. It’s really that straightforward.

Advocacy also can describe everything else we do. Regulatory engagement; selling quality errors-and-omissions coverage; agent education; networking opportunities; providing an array of products and services agents can utilize themselves, or offer for sale to their clients; maintaining a positive image of independent agents throughout our industry; carrier relations; providing marketing services; encouraging young people to become independent agents; and more. In various ways, all serve to advocate for PIA members and the agency distribution system.

PIA exists for its members.

Our focus is on what is accomplished for agents. PIA’s advocacy is unabashed, aggressive and uncompromising. PIA has a default setting: We will never compromise away the interests of the independent agents who belong to the association.

PIA CONNECTION | www.pianet.com

FUTURE TRENDS Change always has been a constant in the insurance industry.

In recent years, the pace of that change has accelerated. Looking ahead, the potential exists for transformation in our industry, which will present both challenges and opportunities for professional insurance agents.

While the rise of InsureTech and what it makes possible can have an impact on independent agents, part of PIA’s role is to evaluate what that impact may be and help our member agents harness new trends for their benefit. Such analysis is important, because there are differing views about what such developments will mean to independent agents.

Part of PIA’s responsibility is to help our members sort through it all and position themselves for success in a changing future.

To that end, PIA National has convened a group of major players from the world of insurance technology. CEOs, CIOs and senior executives with more than two dozen InsureTech firms and vendors met with PIA leaders in an organizational meeting of the PIA Insurance Technology Leadership Advisory Board (PIA IT-LAB).

Working with the PIA IT-LAB is insurance futurologist David A. Smith, chief executive of Global Futures and Foresight, a strategic

futures research organization based in the U.K. Smith brings his insights and observations to help PIA and the PIA IT-LAB move forward ideals and tools to help agents and brokers succeed going forward.

This initiative is the brainchild of past PIA National President Keith A. Savino, CPIA, who is widely known for being perhaps the most passionate leader in insurance technology for the benefit of professional, independent insurance agents, for several decades. The PIA IT-LAB is an advisory board of agents, carrier technology leaders, solution providers, and industry thought leaders who can provide guidance and insights on the future of insurance technology. Included are experienced executives with the power to drive programs within their organizations and the industry. They are now charting their course with PIA’s assistance.

OUR CARRIER PARTNERS We are in a relationship business, so we take the relationships we build and maintain with our carrier partners seriously. For more than 25 years, The PIA Partnership has produced cuttingedge tools to help our members grow their businesses.

The PIA Partnership identifies CONTINUED ON PAGE 16

2020 V2 | 15

PIA: ADVOCACY IN EVERYTHING WE DO CONTINUED FROM PAGE 15

areas of opportunity in the agency-company partnership and conducts solution-oriented research. However, this is not research of an academic nature which, while valid and educational, is not easily and quickly useable in real-life situations.

Instead, we use our research to determine action, in real-time.

The PIA Partnership includes marketing executives from insurance companies who are committed to working with the agencies to help them meet the expectations of their customers.

The projects The PIA Partnership undertakes each year produce tools that provide at-the-desktop value, both to PIA agency principals and the carriers they represent.

AGENT STUDY In 2020, PIA is partnering with National Underwriter and PC360 to conduct the 2020 National Underwriter/PIA Independent Agent Survey, to gather insights from the perspective of independent property/casualty insurance agents and brokers throughout the U.S. Last year’s third annual study found that more than half of the agents participating reported their commissions increased, and more than one quarter said they remained the same. In addition, more than half of the respondents who reported a decrease said it

16 | 2020 V2

was relatively modest. This indicated ongoing stability in agent compensation.

SOME THINGS AREN’T NEGOTIABLE Too often, some of the people tasked with taking their members’ message to Capitol Hill become obsessed with the Washington, D.C., culture and forget for whom they really work.

This has played out in flood insurance. PIA was part of an informal group of advocates for the renewal of the National Flood Insurance Program. These lobbyists for carriers and agent organizations would meet periodically to coordinate strategy for advancing legislation to renew the flood program. As proposals were being introduced, some in Congress called for cuts to the Write-YourOwn carrier reimbursement rate—the funds from which carriers pay agent commissions—as part of a deal.

PIA believes such cuts are unacceptable. We advocated opposition to such proposals, for the simple reason that they could lead to cuts in the compensation of PIA members and of all independent agents. However, others in this group didn’t see this as a problem. They expressed a willingness to sacrifice percentage points of agent commissions in exchange for passing a bill to reauthorize the NFIP. As a result,

PIA withdrew from this coalition and made our case to Congress directly. We’re pleased that the bill was not signed into law and PIA’s efforts to preserve agent compensation prevailed.

PIA is represented on Capitol Hill by advocates who truly believe in standing up for our members.

Some things should be considered non-negotiable, as a matter of principle. Our members’ commissions always will top that list.

A DAY FOR ADVOCACY Each year, PIA agents from around the country come to Washington, D.C., to attend PIA National’s annual congressional fly-in—formerly known as the Federal Legislative Summit—now known as PIA Advocacy Day. PIA’s success is based on our track record of substantive engagement over decades, our insurance expertise and our ongoing involvement. Our advocacy brings us to state Legislatures, Capitol Hill in Washington, D.C., regulatory agencies, the National Association of Insurance Commissioners, carriers and vendors, and the court of public opinion.

Ted Besesparis is senior vice president of communications of PIA National.

www.pianet.com | PIA CONNECTION

$

AGENCY MARKETING

By Ted Janusz

ATTENDING SOCIAL EVENTS? GET COMFORTABLE! ABOUT 40 PERCENT OF ALL AMERICANS

iStockphoto/skynesher

consider themselves shy, and another 40 percent say they used to be shy.

Is it any wonder then that when you go to a social gathering, you may feel uncomfortable?

You may look around the room and think (probably in error), “Everybody here knows each other!” or “I knew it was a bad idea to come here!” or “Everybody is looking at me!”

Relax. There is a good chance that about 40 percent of the room is feeling just as you are.

To advance both personally and professionally, we need to engage with people. And sometimes we just need to get comfortable being uncomfortable.

To lessen your anxiety, here are six things you can do: 1. Determine in advance your reasons for attending a social event. If necessary, write out the reasons on the back of a business card and sneak a look at the card while you are at the event. You will find that you can do just about anything in life if your why is strong enough.

The real secret to successful time management is to

PIA CONNECTION | www.pianet.com

constantly ask oneself, “Is this the best use of my time right now?” If so, go to the event and make the best of it. If not, go do something else.

2. Plan what you will say when you meet another person at the event. If you can make your opening statement interesting, or better yet humorous, the conversation can get off to a great start. For instance, at a wedding, one guest introduced herself by saying, “Hello! I am a former girlfriend of the groom’s father!”

3. Go with a friend. You may know people at the event your friend is unfamiliar with, and vice versa. You can introduce your friend to others and say things about your friend that he may socially be unable to say about himself. And he can do the same for you! Speaker CONTINUED ON PAGE 18

Patricia Fripp says, “It’s like being with your own PR person. We say about each other that which we would not say about ourselves.”

4. Look for a person standing alone. “The person, who is speaking to no one, would welcome your conversation,” notes Susan RoAne, “The Mingling Maven,” and bestselling author of How to Work a Room: The Ultimate Guide to Making Lasting Impressions – in Person and Online. “Just because someone is standing alone doesn’t mean he or she is a snob or “unimportant.”

People who are alone may be shyer than you.” Perhaps she is hidden under the fake palm tree, clutching a drink in her hands. Chances are, she is repeating those three statements (lies) at the beginning of this article.

If you go over and introduce yourself to her, you may have a new best friend for life!

5. Pretend you are a talk show host. Treat the person across from you as the most important guest of the evening. What questions (and answers) would your viewers or listeners want to have discussed? As a good host, make the conversation be about the guest, and not about you.

6. When the other person begins to talk, listen. I believe that empathetic listening has three parts: 1) listen with your ears (obviously), but also 2) listen with your eyes,

2020 V2 | 17

ATTENDING SOCIAL EVENTS? GET COMFORTABLE! CONTINUED FROM PAGE 17

and 3) listen with your heart. Instead of planning your response, anxiously waiting for the other person’s lips to stop moving so that you can talk, take the time to be present with the other person.

ways. First of all, when a man would finish talking about himself and his work, I would say, ‘Tell me more!’”

(I can only imagine the nervous guy thinking to himself at this point, “Oh, nobody has ever asked me about quim-quat widgets before, but here goes …” We guys and our egos!)

Secondly, as the wife of a wealthy Greek shipping magnate, Jacqueline revealed, “I would hang on their eyes.”

Can you just imagine how powerful that effect must have been?

Now, you may not want women or men all over the world to fall in love with you. You may only want to survive your next social gathering. However, you can adapt Mr. Clinton’s or Ms. Onassis’s strategies to help you achieve your goal.

LISTEN … TRULY LISTEN Best-selling author Stephen Covey asked, “Do we listen to understand? No! We listen to reply.”

Let me relate the concept of empathetic listening to something I experienced recently. My wife took me into her garden to show off her phlox, mums or rhododendron. I’m not really sure because I am not into gardening. But I am into my relationship with my wife. So rather than thinking at the time about an upcoming presentation I was about to give, I needed to slow down and be in the moment with her.

Always take the time to truly be with the person with whom you are speaking. Do not constantly scan the room for somebody even “more important.”

HOW TO MAKE OTHERS LOVE (OR LIKE) YOU English journalist Jenni Murray talked about meeting former president Bill Clinton, “He made you feel for those few short moments that you were the only woman in the world and he’d never met anyone as interesting or as lovely as you.”

Similarly, Jacqueline Kennedy Onassis seemed to possess the ability to have men all over the world fall in love with her.

Asked how she did it, the former First Lady replied, “Two

MORE MARKETING SUPPORT FROM PIA PIA members have access to a wealth of marketing tips in past and present issues of the annual PIA Agency Marketing Guide. Read them all at www.PIAAgencyMarketingGuide.com.

PIA wishes to thank the sponsors of the most recent issue of the PIA Agency Marketing Guide: American Reliable Insurance Company; the PIA DMV: PIA’s Direct Marketing Vault; Progressive Insurance and Smart Choice.

Introducing the PIA DMV: PIA’s Direct Marketing Vault

PIA

Agency Marketin g Guide Brought to you by these

®

Agribusiness and Equine

Mortality

sponsors:

PIA DMV

direct marketing vault

A product of the PIA

2019AMG.indb

Branding Program

1

PIA’s Agency Marketing Guide is published as part of the PIA Branding Program, PIA’s agency marketing program (www.piabrandingprogram.com). Funding for the PIA Branding Program is provided in part by PIA’s Pinnacle Partners: Encompass Insurance, Encova Insurance, Erie Insurance, and State Auto Insurance Companies.

18 | 2020 V2

F–O–R-D If you tend to be an analytical type (and many shy people consider themselves to be), when you meet a new person, imagine the blue oval of the carmaker Ford emblazoned on her forehead. It will give you clues as to what you can talk about with your conversation partner.

The F stands for “Ask her about her family.” (Everybody has a family.)

The O references her occupation. That does not necessarily mean a paying job. My wife was a stay-at-home-mom, one of the most difficult jobs in the world. She was offended when somebody had the attitude, “Oh, you don’t really work!” So, occupation could even refer to a present vocation, for instance, a volunteer for Habitat for Humanity or some other charitable organization.

The R means relaxation. Ask her what she likes to do for fun!

And if you really feel you have hit it off with your new acquaintance, ask her about D, her dreams.

8/19/19 9:32 PM

DON’T TRY TO IMPRESS, ASK QUESTIONS INSTEAD Another successful networking strategy is to ask questions rather than attempting to impress another person by talking about yourself.

I was interviewing for my first job out of graduate school.

The firm sent a new hire who was a recent graduate to interview prospective employees from his alma mater. When it was my turn to sit down with him, I asked him about his experiences in graduate school - about the professors, the fraternities and sororities. The interviewer was thoroughly enjoying himself regaling me with interesting stories. When it was finally my turn to launch into my sales pitch, the interviewer interrupted me by saying, “Ted, you are exactly the kind of person we want working at our firm!”

Mary Kay Ash, founder of Mary Kay Cosmetics, said, www.pianet.com | PIA CONNECTION

“Everybody has an invisible sign hanging from their neck saying, ‘Make me feel important.’ Never forget this message when working with [or meeting] people.”

WHAT TO DO IF YOU STRUGGLE WITH SMALL TALK I thought when I would attend a social event I would need to develop an elevator pitch or some other pithy story, so that when another person would hear it, they would be forced to take a step back and exclaim, “Wow, Ted! That is so profound!

Let me hire you right now!”

It isn’t going to happen. So don’t put that kind of pressure on yourself, either. Simply engage in small talk.

“Small talk,” says author Michael Korda, “should intrigue, delight, amuse, fill up time pleasantly. Given that, anything will do, from dogs to delicatessens. The aim of small talk is to make people feel comfortable – to put them at their ease – not to teach, preach or impress.

It’s a game, like tennis, in which the object is to keep the ball in the air for as long as possible.”

NETWORKING … THE RIGHT WAY We have all been to a Chamber of Commerce mixer or some similar networking event, at which one of the attendees does

iz u Q r e n w O y c Agen : Do you want

to

me tirement inco re r u o y e iz im Max y ll your agenc when you se mily’s income fa r u o y t c te Pro isabled or become d ie d u o y ld u sho ABOVE ALL OF THE

networking the wrong way.

His goal is to meet everybody in the room and to get right down to what he wants to accomplish.

He’ll run up to you and say, “Hi!” while thrusting his business card into your hand. “I’m John. I fix computers. If you ever need your computer fixed, call me.”

Before you even have a chance to respond, John will rush off to his next … victim.

“I learned that real networking was about finding ways to make other people more successful,’ says Keith Ferazzi, author of Never Eat Alone and Other Secrets to Success, One Relationship at a Time. “It was about working hard to give more than you get. Those who are best at it don’t network – they make friends. The only way to get people to do anything is to recognize their importance and make them feel important.”

Because one of the primary functions of any association conference is to allow participants to get to know each other right from the start, Ted Janusz facilitates a different kind of opening keynote, ‘Creating Strategic Relationships: Here and Now.” Rather than just listening to a speech by a speaker, participants begin the networking they can continue through the rest of the conference. ted@januspresentations.com

Whether you are planning for the eventual sale of your agency, planning for the unexpected, or simply want to value your agency, PIA’s Agency Journey Mapping program will put you on the right path.

We’ll help you understand the challenges and best practices of agency ownership transfer, so you can create a perpetuation/succession plan for your agency. And you'll receive access to dozens of tools to help you do it.

Available on-demand or through live seminars.

Create the roadmap for your agency’s futureAGENCY at JOURNEY agencyjourneymapping.com.

MAPPING

AGENCY JOURNEY MAPPING

AGENCYJOURNEYMAPPING Agency Journey Mapping is brought to you by The PIA Partnership, PIA’s national carrier council. Partnership companies include:

AGENCYJOURNEYMAPPING

PIA CONNECTION | www.pianet.com

2020 V2 | 19

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS

✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

✦ PRACTICAL GUIDE TO SUCCESSFUL PLANNING. Plan for success within your own agency.

✦ PIA LOGO. Put the PIA logo on your business card, website, stationery and signage. Order items with the PIA logo in our online store.

AGENCY MANAGEMENT TOOLS

✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. A one-stop shop for direct mail and digital advertising services.

Customizable postcard templates are available to use with the USPS Every Door Direct Mail Program, Targeted Direct Mail, and add-on digital advertising services.

INSURANCE PRODUCTS

✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com

✦ 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 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

✦ PIA AGENTS UMBRELLA PROGRAM. Excess insurance protection includes E&O and business liability coverage, with available endorsements for EPL and personal coverage.

✦ 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.

✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses.

✦ PIA CYBER INSURANCE: Robust coverage tailored to small and mid-sized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agencyspecific, and carrier-unique applications Alexi’s and forms, entering data only once in pick 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.

✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; AD&D; business overhead expense; and hospital income protection. www.piatrust.com

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL ✦ 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.

✦ 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 Dana’s personality testing from OMNIA.

pick

✦ 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, pro-business perspective and who support our issues. www.piapac.com

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

20 | 2020 V2

www.pianet.com | PIA CONNECTION

PIA MEMBER BENEFIT SPOTLIGHT

ACCESS OVER 400+ ACORD FORMS WITH AVYST eFORMS WIZARD. AVYST EFORMS WIZARD IS A FAST AND EASY SOLUTION THAT will allow you to quickly prepare submissions. eForms Wizard reduces the tedium and difficulty associated with completing a set of ACORD, agency, or carrier unique forms since prospect or existing client data is entered only once to get a quote.

Each form has intelligence that allows information to be keyed once and shared across all other applications and forms for that client! Type it once and you’re done.

Repetitive keystrokes are eliminated which reduces mundane tasks and opportunity for error—and employees are freed up to focus instead on cross-selling, business building, and client retention.

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).

IT’S NOT MAGIC IT JUST WORKS LIKE IT

To download your software or learn more, visit: www.pianet.com/AVYSTeformswizard P I NN

L E PAR ER

North Carolina.

AC

TN

AVYST eForms Wizard is available to all PIA members except those in Colorado and

UPCOMING PIA WEBINARS 2020 PIA NATIONAL PINNACLE PARTNERS

Date

Topic

Time

3/25

PIA & You: A PIA National Member Benefits Overview

2:00 PM ET

4/15

Discover Hidden Talent in Your Organization

2:00 PM ET

Encompass Insurance

5/5

AVYST eForms Wizard

2:00 PM ET

Encova Insurance Erie Insurance

To register, visit: Pianet.com/calendar

State Auto Insurance Companies

Questions? Contact ProductsandServices@pianet.org

PIA CONNECTION MARKETPLACE AGENCY JOURNEY MAPPING

a perpetuation/succession program for current and future agency owners www.auw.com

AGENCY JOURNEY MAPPING

AGENCY JOURNEY MAPPING

PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for1/6/20 5 issues.

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

PIA CONNECTION | www.pianet.com 2020 V2 | 21

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

PIA of Puerto Rico and the Caribbean Inc 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 | FAX: (501) 225-2550 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: pia@pia.kscoxmail.com | 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, PO Box 1387 Davidson, NC 28036 PHONE: (704) 534-2338 e-mail: jim@pianc.net | Web Site: www.pianc.net

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

NORTH DAKOTA

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

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

22 | 2020 V2

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

Questions about the future of YOUR agency?

How much is my agency worth?

How can I maximize the value of my agency when I sell?

PIA has the answers.

How can I protect my family should I die or become disabled?

I want the agency I built to continue after I retire, but I need help.

Whether you are planning for the eventual sale of your agency, planning for the unexpected, or simply want to value your agency, PIA’s Agency Journey Mapping program will put you on the right path.

We’ll help you understand the challenges and best practices of agency ownership transfer, so you can create a perpetuation/succession plan for your agency. And you’ll receive access to dozens of tools to help you do it.

Available on-demand or through live seminars.

AGENCY Create the roadmap for your agency’s future JOURNEY at agencyjourneymapping.com.

MAPPING

AGENCY JOURNEY MAPPING

Agency Journey Mapping is brought to you by The PIA Partnership, PIA’s national carrier council. Partnership companies include: AGENCYJOURNEYMAPPING

AGENCYJOURNEYMAPPING

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com. Follow us at bigdoghq.com.

©2020 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.