PIA Connection-- The 2021 NU/PIA Independent Insurance Agent Survey

PIA Responds to Remarks on Insurance by President Biden

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PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS THE 2021 NATIONAL UNDERWRITER/PIA INDEPENDENT AGENT SURVEY:

CREATIVE RESILIENCE Pages 11-15

PIA MEMBER BENEFIT SPOTLIGHT:

Access Your Guide To Hiring, Motivating And Retaining The Best Employees page 17

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

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

R C I C i s a n e q u a l o p p o r t u n i t y p rov i d e r. I n a c c o rd a n c e w i t h F e d e ra l l aw a n d U . S . D e p a r t m e n t o f Ag r i c u l t u re ( U S DA ) c i v i l r i g h t s re g u l a t i o n s a n d p o l i c i e s , t h e U S DA , i t s Ag e n c i e s , o f f i c e s , a n d e m p l oye e s , a n d i n s t i t u t i o n s p a r t i c i p a t i n g i n o r a d m i n i s t e r i n g U S DA p ro g ra m s a re p ro h i b i t e d f ro m d i s c r i m i n a t i n g o n t h e b a s i s o f ra c e , c o l o r, n a t i o n a l o r i g i n , re l i g i o n , s ex , g e n d e r i d e n t i t y ( i n c l u d i n g g e n d e r ex p re s s i o n ) , s ex u a l o r i e n t a t i o n , d i s a b i l i t y, a g e , m a r i t a l s t a t u s , f a m i l y/p a re n t a l s t a t u s , i n c o m e d e r i ve d f ro m a p u b l i c a s s i s t a n c e p ro g ra m , p o l i t i c a l b e l i e f s , o r re p r i s a l o r re t a l i a t i o n f o r p r i o r c i v i l r i g h t s a c t i v i t y, i n a n y p ro g ra m o r a c t i v i t y c o n d u c t e d o r f u n d e d by U S DA ( n o t a l l b a s e s a p p l y t o a l l p ro g ra m s ) . S o m e p ro d u c t s n o t ava i l a b l e i n a l l s t a t e s o r c o u n t i e s . T h i s i s i n t e n d e d a s a g e n e ra l d e s c r i p t i o n o f c e r t a i n t y p e s o f i n s u ra n c e a n d s e r v i c e s a va i l a b l e t o q u a l i f i e d c u s t o m e r s p rov i d e d s o l e l y f o r i n f o r m a t i o n a l p u r p o s e s . C ove ra g e i s u n d e r w r i t t e n i n a l l s t a t e s by R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y, A n o k a , M N exc e p t i n M o n t a n a w h e re h a i l c ove ra g e i s u n d e r w r i t t e n by Tr i - C o u n t y Fa r m e r s M u t u a l I n s u ra n c e C o m p a n y, M a l t a , M T. N o t h i n g h e re i n s h o u l d b e c o n s t r u e d a s a s o l i c i t a t i o n , o f f e r, a d v i c e , re c o m m e n d a t i o n , o r a n y o t h e r s e r v i c e w i t h re g a rd t o a n y t y p e o f i n s u ra n c e p ro d u c t o r s e r v i c e s . Yo u r p o l i c y i s t h e c o n t ra c t t h a t s p e c i f i c a l l y a n d f u l l y d e s c r i b e s yo u r c ove ra g e , t e r m s a n d c o n d i t i o n s . T h e d e s c r i p t i o n o f t h e p o l i c y p rov i s i o n s g i ve s a b ro a d ove r v i ew o f c ove ra g e s a n d d o e s n o t rev i s e o r a m e n d t h e p o l i c y. C ove ra g e m ay va r y by s t a t e . C ove ra g e s a n d ra t e s a re s u b j e c t t o i n d i v i d u a l i n s u re d m e e t i n g o u r u n d e r w r i t i n g q u a l i f i c a t i o n s a n d p ro d u c t ava i l a b i l i t y i n a p p l i c a b l e s t a t e s . R C I S i s a re g i s t e re d t ra d e m a r k o f R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y. © 2 0 2 1 R u ra l C o m m u n i t y I n s u ra n c e C o m p a n y.

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

CONTENTS PIA REITERATES POSITION ON AUTO AND HOMEOWNERS INSURANCE In response to remarks by President Biden.

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NEWS BRIEF Some Home Insurers Take on Home Repairs…Insurer Profits Hard Hit By Catastrophes…Insurance Regulators Shaping States’ COVID Response…Social Media Activity Exposing Many Users to Cyber Risk…Experts Warn U.S. Is In the “Eye of the COVID Hurricane.”

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PIA’S 2021 LEGISLATIVE PRIORITIES

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CAPITOL HILL UPDATE Making Tax Deductions Permanent; Protecting Crop Insurance.

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PIA NATIONAL CALLS FOR SPRING 2021 AWARDS NOMINATIONS 10 Agent of the Year, CSR of the Year, Young Insurance Professional (YIP) of the Year.

COVER STORY CREATIVE RESILIENCE Insights From the 2021 National Underwriter Property & Casualty/PIA Independent Insurance Agent Survey.

11-15

January 2021 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

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

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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

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PIA REITERATES POSITION ON AUTO AND HOMEOWNERS’ INSURANCE In response to remarks by President Biden IN RESPONSE TO REMARKS

by President Biden during a CNN Town Hall, PIA issued a statement with facts about the way auto and homeowners’ insurance policies are priced and the role of states and professional independent insurance agents in that process. In the Town Hall, the President stated that people who live in traditionally black neighborhoods pay more for auto and homeowners insurance.

“I don’t know what home you live in, but if you go ahead and you want to get insurance, and you’re in a black neighborhood, you’re going to pay more for the same insurance that I’m going to pay for the exact same home,” the president said. “Your car - you never had an accident in your car.

If you live in a black neighborhood, you’re going to pay a higher premium on your car. So, there’s so many things that are built in institutionally that disadvantage African Americans and Latinos.”

nipr.com

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PIA would like to contextualize the president’s remarks with facts about the way auto and homeowners’ insurance policies are priced, and the role of states and professional independent insurance agents in that process.

Insurance companies base their prices on—among other considerations—the risks posed by individual consumers, and the evaluation of risk is based on numerous factors. Race is not used as a factor in pricing because every state prohibits that sort of racial discrimination. Those existing state laws make it illegal for companies to price products in racially discriminatory ways.

In every state in America, insurers are prohibited from pricing their products based on race.

Professional independent insurance agents work with their clients and insurance companies every day to provide policyholders with the best available price for the most comprehensive available coverage. Indeed,

professional independent insurance agents only succeed when their clients are satisfied with the products and services their agents have sold them.

Moreover, policyholders value the local expertise of professional independent insurance agents, who know the regional market for their products and can appropriately evaluate the risk a policyholder poses.

PIA is a champion of state legislative and regulatory oversight of insurance. Professional independent insurance agent expertise is enhanced by the state-based regulatory system, and that expertise would be undercut by federal legislative or regulatory intervention. The federal government has never been and is not now the appropriate place to address this issue. In keeping with longstanding practice, any changes to insurance pricing oversight should be made by state legislatures and departments of insurance.

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

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FROM THE PRESIDENT NINE YEARS AGO, IN 2013, THE UBIQUITOUS consulting firm McKinsey & Company created a stir when it declared in a report “The End of an Era for the Local Insurance Agent,” contending that “the economics of the traditional agent model are beginning to unravel.” PIA led a successful campaign to counter this assertion. Since then, the role of professional independent insurance agents in our industry has only grown.

Independent agents have always exhibited a high level of resilience in the face of many challenges. The reasons are many, but perhaps one of the most important is the fact that the agency distribution system has proven to be by far the best distribution system. The 2021 agent survey done by PIA and the National Underwriter documents the resilience of agents, even amid the multiple challenges of the coronavirus crisis.

Insurance has always been a relationship business. What we have been seeing in recent years is that it is possible for agents to embrace the technology their clients have come to expect, while at the same time maintaining the personal relationships

with them that give independent agencies an inherent advantage in the marketplace.

PIA represents its member agents in many ways all designed to enhance their competitive advantages. We offer a full range of business building tools, along with products and services to increase efficiency and supercharge marketing. PIA membership helps agencies build revenue. We provide education, information and networking. Our advocacy with Congress, regulators and state legislatures is aggressive, unabashed and effective.

All of this is built upon the foundation that is our biggest advantage: our relationships with our clients.

Wayne White President

FROM THE CEO IF YOU’VE BEEN FOLLOWING THE NEWS ABOUT COVID-19 recently, you will have noticed that some of the stories present a glimmer of hope. News about the rapidly accelerating pace of vaccine distribution is encouraging.

At the same time, new virus variants are being found that could lead to another new wave of this disastrous disease. We are in a race to get enough people vaccinated quicky enough.

Professional independent insurance agents have learned some things as a result of a year of coronavirus crisis, apart from those who were touched by it directly.

The annual independent agent survey that PIA conducts in partnership with ALM Media, publisher of the National Underwriter, noted some interesting changes through 2020 that are summarized in this issue of PIA Connection. When you compare the results of this year’s NU/PIA Agent Survey with the results of last year’s survey, which was taken shortly before the onset of the pandemic, some of the findings are encouraging.

Nearly half of respondents indicated they were able to increase sales over the last year, while 17.8 percent said their insurance production stayed relatively static in 2020. Prior to the

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pandemic, roughly one third of agencies said they lacked financial or other support from carriers in their digitization efforts. At the end of 2020, however, that response dropped to 23 percent, indicating a 10 percent increase in instances of carrier support.

Acceptance of technology by agencies increased, while skepticism of it decreased by similar amounts. Agencies that had decided to upgrade their technological capacities previously report that as a result, they were well-positioned to transition to remote operations.

There are still problems to be dealt with. But what is encouraging is seeing the can-do, positive attitude that has always served independent agencies well continue to manifest itself in response to the current challenges.

Mike Becker Executive Vice President & CEO

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!

NEWS BRIEF

SOME HOME INSURERS TAKE ON HOME REPAIRS Some insurers are proactively helping wealthy

INSURER PROFITS HARD HIT BY CATASTROPHES

clients make repairs and drafting action plans to

According to a report from

prevent future losses, reports the Wall Street Jour-

Verisk Analytics Inc. and the

nal. High-end insurers like Chubb, Pure, AIG Private

American Property Casualty

Client Group, and Cincinnati Insurance increasingly

Insurance Association, net

use risk-management specialists to evaluate clients’

income for the U.S. prop-

properties and, if necessary, help secure contrac-

erty and casualty insurance

tors to make upgrades and repairs. Technicians will

industry dropped by 27.5%

install water and temperature sensors connected to mobile apps that alert homeowners of possible danger. Some insurers also have in-house art preservationists and restoration experts who can help develop an “escape plan” for fine art, valuables, and collections when disaster is imminent.

Sean Kevelighan, CEO of the Insurance Information Institute, says some personalized service insurers provide to their high-net-worth clients will one day be available to homeowners with standard policies.

to $35.1 billion over the first

sioners played important roles in emergency responses during the COVID-19 pandemic, and experts say this year regulators will help ensure access to vaccines and shape a more equitable health

report also notes that the

system for their states.

industry’s combined ratio

During the 2021 American

worsened to 98.8% as of

Medical Association (AMA)

Sept. 30, 2020. In the first

State Advocacy Summit,

nine months of 2019, the

Missouri Insurance Director

industry’s combined ratio

and National Association

was 97.8%. The decline in combined ratio comes as

mainstream products. What we’re seeing is an over-

net underwriting gains fell

all shift from detecting and repairing to protecting

to $300 million from $5.4

and preventing,” he says.

billion in 2019.

of Insurance Commissioners Vice President Chlora Lindley-Myers said, “We immediately went to work on reducing or removing regulatory barriers that

Meanwhile, net written

might delay provision of

premium growth acceler-

care, or professionals’ ability

ated to 2.9% for the 2020 period, up from 2.7% for the same period in 2019. The deterioration in underwriting results was due in part to increases in catastropherelated losses, which more than doubled to $47.1 billion for the 2020 period.

istockphoto FOTOGRAFIA INC.

State insurance commis-

nine months of 2020. The

“You’re seeing some of the technology coming into

“Insurers in the third quarter of 2020 continued to be hammered by COVID-19,

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INSURANCE REGULATORS ARE SHAPING STATES’ COVID RESPONSE

to provide care, and to work in whatever manner that was necessary during the crisis. We’re also ensuring that the quality of care does not lessen while we’re looking to find innovative ways to access care.”

California Insurance Commissioner Ricardo Lara said in his state, there was an emphasis on access to coverage for testing and

natural catastrophes and

general care. Lindley-Myers

civil unrest losses,” APCIA’s

added, “As regulators, we

Robert Gordon said.

need to know what’s occur-

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF istockphoto SergeRandall

SOCIAL MEDIA ACTIVITY EXPOSING MANY USERS TO CYBER RISK According to a new report from security company Tessian, 75 percent of people post information on social media that could make them susceptible to a cyberattack. The report found that 84 percent of people post on their social media accounts every week, with 42 percent posting every day.

Individuals often reveal critical information that might help hackers create social engineering attacks or take over accounts, with 55 percent of respondents stating they have public profiles on Facebook. A mere 32 percent of Instagram accounts are private. The report, based on a survey of 4,000 professionals in the U.K. and U.S., also found that out-of-office emails are now being utilized to create social engineering attacks, with 53 percent of employees stating they share how long they will be away.

ring in our marketplace, whether it’s

are cropping up across the country.

States surpassed 27 million reported

with the insurance carriers’ business

Dr. Peter Hotez, dean of the National

infections, according to Johns Hop-

practices or consumers’ and provid-

School of Tropical Medicine at Baylor

kins University data, while CDC data

ers’ perspectives on those business

College of Medicine, says the United

reported that more than 31 million

practices.”

States is in the “eye of the hurri-

Americans have so far received at

cane.”

least their first dose of either the Pfizer

EXPERTS WARN U.S. IS IN THE ‘EYE OF THE COVID HURRICANE’

Nearly 700 cases of COVID-19 variants first spotted in the United Kingdom,

“This could be really, very dire for our

Experts say that even as the number

South Africa, and Brazil have been

country as we head into the spring,”

of COVID-19 infections are declining,

reported in the United States so far,

Hotez said of the variants. “Now,

Americans should not let their guard

according to data updated by the

we’re in a race. We’re in a race to see

down and should continue to focus

Centers for Disease Control and Pre-

how quickly we can vaccinate the

staying safe because new variants

vention (CDC). On Feb. 7, the United

American people.”

or Moderna vaccine.

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

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2021 V2 | 7

PIA's 2021 PIA’s 2021 Legislative Priorities

Legislative Priorities

In 2021, the National Association of Professional Insurance Agents (PIA) will build upon our 2020 legislative victories and continueInto2021, advocate for professional independent insurance agents.

While newwill leadership has the National Association of Professional Insurance Agents (PIA) build upon ourarrived 2020 in the White House and changes in Congress will giveto the Democrats a smaller House majorityinsurance and a new but razor-thin Senate legislative victories and continue advocate for professional independent agents.

While new has arrived in the WhiteHouse changes Congress will give the Democrats ainsurance smaller agents. majority,leadership PIA’s nonstop advocacy efforts continueand as we pursueinour work on behalf of professional House majority and a new but razor-thin Senatemajority, PIA’s nonstop advocacy efforts continue as we pursue work behalf professional agents.to promote the needs of professional independent While the items our below areonour top of priorities, PIA isinsurance always working agents, wherever those needs take us.

While the items below are our top priorities, PIA is always working to promote the needs of professional independentagents, wherever those needs take us.

Help Businesses Affected by COVID-19: PIA will continue to work with members of Congress on legislative solutions small businesses and to the ongoing COVID-19 crisis withby anCOVID-19: emphasis on immediate Help Businesses Affected PIAproviding will continue to workrelief with to members of Congress onenabling them to survive in the current economic climate.COVID-19 We have also a lead role inon developing protect legislative solutionsto the ongoing crisistaken with an emphasis providing solutions immediatetorelief to businesses small businesses and enabling themto the current economic climate. We have also taken a and employees from the economic effects of asurvive future in pandemic. lead role in developing solutions to protect businessesand employees from the economic effects of a futurethe pandemic.

Reauthorize National Flood Insurance Program: The National Flood Insurance Program (NFIP) will expire on Sept. 30. PIA supports a long-term reauthorization of the NFIP that recognizes the key role agents play in delivering the Reauthorize the National Flood Insurance Program: The National Flood Insurance Program (NFIP) program to consumers. will expire onSept. 30. PIA supports a long-term reauthorization of the NFIP that recognizes the key role agents play in delivering theprogram to consumers.

Protect Crop Insurance: PIA supports the vital role that independent agents play in the delivery of crop insurance and opposesProtect cuts to Crop it. TheInsurance: next FarmPIA Bill supports will need the reauthorization 2023, and PIA is already with on vital role thatin independent agents play inengaging the delivery ofpolicymakers crop insurance andopposes the process of reauthorizing it.cuts to it. The next Farm Bill will need reauthorization in 2023, and PIA is already engaging with policymakers onthe process of reauthorizing it.

Create Cannabis Safe Harbor for Agents: PIA supports legislation to protect agents, brokers, and insurers against Create Cannabis Safe Harbor for Agents: PIA supports legislation to protect agents, brokers, and federal criminal prosecution and civil liability for those who engage in the business of insurance with cannabis-related insurers againstfederal criminal prosecution and civil liability for those who engage in the business of businesses in states that have legalized cannabis in some form. insurance with cannabis-relatedbusinesses in states that have legalized cannabis in some form.

Defend Defend the State Regulatory System: PIA supports a modern, state-based insurance regulatory system theInsurance State Insurance Regulatory System: PIA supports a modern, state-based insurance regulatory systemand opposes federal regulation that threatens or supports replace it.the As such, and opposes federal regulation that threatens to undermine or replacetoit.undermine As such, PIA repealPIA of the supports the repeal of theFederal Insurance Office (FIO).

Federal Insurance Office (FIO).

Make Permanent Tax Relief for Passthrough Entities (S Corporations): PIA supported the 2017 tax Make Permanent Tax Relief for Passthrough Entities (S Corporations): PIA supported the 2017 tax deduction for deduction forsmall business owners of independent insurance agencies that organize as passthrough small business owners of independent insurance agencies that organize as passthrough entities. The passthrough tax entities. The passthrough taxdeduction will expire if Congress does not act to make it permanent, and deduction expire if Congress PIAwill encourages Congressdoes to donot so.act to make it permanent, and PIA encourages Congress to do so.

Additional Issues of Importance: As always, PIA’s work continue to extend to countless other other issues in 2021, Additional Issues of Importance: As always, PIA’swill work will continue to extend to countless in 2021,including insurance data of security; the defense of the health employer-sponsored healthand insurance includingissues insurance data security; the defense the employer-sponsored insurance market; the market; and theimplementation of the Association of Registered Agents and Brokers (NARAB). implementation of the National Association ofNational Registered Agents and Brokers (NARAB).

CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

MAKING TAX DEDUCTIONS PERMANENT; PROTECTING CROP INSURANCE

PIA SUCCESSFULLY ADVOcated for the passage of the tax bill that was signed into law at the end of 2017 (Public Law No. 115-97) because it provided subchapter S corporations, also known as “passthrough” corporations, with more favorable tax treatment. The law included a 20 percent tax deduction for qualifying owners of small businesses, reducing the potential tax burden on insurance agencies that organize as passthroughs. Many PIA members own independent insurance agencies that are organized as S corporations.

But, unlike the permanent tax relief provided by the law to entities organized as C corporations, the 2017 passthrough deduction was designed to be temporary. As a result, the benefit for eligible PIA members will end on December 31, 2025. The provision’s scheduled sunset deprives small business owners of certainty regarding their future tax liability and leaves them unable to rely on the ongoing availability of this deduction.

That’s why PIA worked closely to develop legislation with Reps. Jason Smith (R-MO) and Henry Cuellar (D-TX) and Senator Steve Daines (R-MT), the Main Street Tax Certainty Act of 2021 (H.R. 1381/S.480). The

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legislation was introduced on February 25, 2021 and would resolve this uncertainty for eligible passthrough corporations by ensuring that they receive this tax deduction permanently.

Small businesses have been devastated due to the economic impact of COVID-19, which had not been felt when the passthrough deduction was passed. As the economic effects of the virus recede, and businesses reopen, Congress must ensure this crucial tax deduction remains available to eligible small businesses.

For PIA, passage of this legislation is a top priority as Congress considers how to support small businesses in the current economic environment and provide certainty going forward.

PROTECTING CROP INSURANCE Along with a coalition of allies, PIA sent joint letters to Congress and the administration urging them to protect crop insurance from funding cuts in the Fiscal Year 2022 (FY22) budget and appropriations process. The letters were addressed to recently-confirmed Secretary of Agriculture Tom Vilsack and the leaders of the House and Senate Budget and Appropriations committees.

In recent years, administrations from both parties have tried to cut

funding to the crop insurance program using the budget and appropriations process. Last year, the FY21 budget request recommended an eight percent cut to the U.S. Department of Agriculture, and crop insurance specifically would have been cut by $25 billion over the next decade. In 2015, a budget package included a $3 billion cut to the program, but PIA and its allies successfully pushed for a measure to reverse the cuts.

The federal crop insurance program is a highly technical program that relies on the expertise of professional independent insurance agents. Crop insurance provides our nation’s farmers with the ability to manage their risk and provide a safe, strong, and dependable food supply.

Because of the importance of the crop insurance program and the vital role that agents play in maintaining it, PIA opposes any cuts to the program. Despite many changes to leadership makeup of the Agriculture committees, we continue to work with Congress and the new administration to ensure the program remains intact throughout the budget and appropriations process.

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

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L E PAR ER

P I NN

AC

TN

PIA NATIONAL CALLS FOR SPRING 2021 AWARD NOMINATIONS PIA NATIONAL HAS ANNOUNCED A CALL FOR NOMINATIONS for three prestigious awards in its 2021 Spring Awards program.

Nominations are now being accepted for the association’s 2021 Professional Agent of the Year, Customer Service Representative (CSR) of the Year and Young Insurance Professional (YIP) of the Year awards.

Nominations for the CSR and YIP awards may be made by any PIA member.

Nominations for Professional Agent of the Year are made exclusively by PIA state or regional affiliates. However, nominations for the Professional Agent of the Year award may also be submitted by PIA member agents in states where PIA services are provided by PIA National.

The deadline for all nominations is Friday, March 19, 2021. Nomination forms are currently available to download at www.pianet.com/awards. To enter, all completed nomination forms must be emailed to awards@pianet.org.

All three winners will be recognized via a PIA press release, a series of articles and an online video. This is the 16th consecutive year that the PIA National Young Insurance Professional (YIP) of the Year Award is sponsored by Rough Notes magazine.

For questions or additional information on the awards, contact Sade Hale at awards@pianet.org or 703-518-1350.

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Agency Owner PO Box 3068 Oak Brook, IL 60522

10 | 2021 V2

www.pianet.com | PIA CONNECTION

The 2021 National Underwriter/PIA Independent Agent Survey:

CREATIVE RESILIENCE INSURANCE AGENCIES FACED A MYRIAD OF challenges in 2020 but came through armed with adaptive solutions, displaying creative resilience. That’s among the findings of the fifth annual 2021 National Underwriter/PIA Independent Agent Survey and sponsored this year by The Hanover Insurance Group.

While NU Property & Casualty fields the survey questions with assistance from its corporate-research partner, ALM Intelligence, PIA analyzes the survey responses and results against

the firsthand experiences of organization members. The result is a deep dive into the demographics, finances, strategies, tools, issues and challenges that define work in today’s insurance world.

Each year, the survey brings together a pair of powerful insurance-industry resources to produce a comprehensive look at how agents are faring given market conditions and business concerns.

The timing of this year’s survey allowed us an initial insight into how the COVID-19 pandemic affected the operations of independent agencies. The prior year’s survey was completed in January of 2020 and published in February 2020—both immediately before the coronavirus came to wide public awareness. The 2021 survey was conducted in December 2020 and January 2021, after almost a year of the “new normal.”

Although some businesses in the broad economy will emerge on the other side of the COVID-19 pandemic looking like a shadow of their former selves—travel and hospitality being paramount among them—this year’s Independent Insurance Agent Survey indicates that insurance agencies are CONTINUED ON PAGE 12

PIA CONNECTION | www.pianet.com

2021 V2 | 11

THE 2021 NATIONAL UNDERWRITER/PIA INDEPENDENT AGENT SURVEY: CREATIVE RESILIENCE CONTINUED FROM PAGE 12

weathering the storm.

“The evolution of agencies as a result of the COVID-19 pandemic is already underway,” said PIA National CEO Mike Becker. “It has always been said that one defining characteristic of the independent agency distribution system is its resilience.”

“When you compare the results of this year’s NU/PIA Agent Survey with the results of last year’s survey, which was taken shortly before the onset of the pandemic, the findings are encouraging,” Becker said. “There is a greater awareness of

HOW DOES YOUR AGENCY DIFFERENTIATE ITSELF FROM DIRECT COMPETITION?

HOW DO YOU SEE YOUR AGENCY’S FOCUS EVOLVING OVER THE NEXT 5 YEARS?

86.5%

Service

13.5%

84.5%

Relationships

15.5%

73.8%

Expertise

26.2%

59.4%

Advice

40.6%

46.0%

Coverage

54.0%

33.2%

Choice

66.8%

26.0%

Rates

74.0%

25.6%

Location

74.4%

7.2%

Other

92.8%

0.2%

None

99.8%

Yes

12 | 2021 V2

Other Focusing more on a niche

4.9%

26.3%

Expanding to cover a broader customer base 47.1%

No change 26.3%

No

OVER THE LAST 12 MONTHS, HOW HAVE YOUR AGENCY’S OVERALL GROSS INCOME EARNINGS CHANGED? Increased by More than 10% Increased by 6% to 10% Increased by 1% to 5% Stayed About the Same Decreased by 1% to 5% Decreased by 6% to 10% Decreased by More than 10%

what needs to be done to ensure success, including but not limited to a more robust embrace of technology now underway.”

To be sure, 2020 presented independent insurance agents and agencies with a number of business hurdles that demanded creative problem-solving and a willingness to pivot away from the traditional way of doing things.

“PIA members are rising to new challenges, but the fallout from the pandemic is far from over,” says Becker.

Survey results are being presented in a staged release on

OVER THE LAST 12 MONTHS, HOW HAS YOUR AGENCY’S OVERALL INSURANCE PRODUCTION CHANGED?

11.5% 16.7% 19.7% 20.7% 14.4% 7.9% 9.7%

Increased by More than 10% Increased by 6% to 10% Increased by 1% to 5% Stayed About the Same Decreased by 1% to 5% Decreased by 6% to 10% Decreased by More than 10%

12.3% 16.8% 20.6% 17.8% 13.3% 8.6% 10.5%

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HOW IMPORTANT DO YOU BELIEVE IT IS TO YOUR COMPETITIVE SUCCESS THAT YOUR AGENCY IS ABLE TO DIGITALLY DELIVER INSURANCE PRODUCTS? Not at All Important Slightly Important

3.2% 10.9%

Moderately Important

27.1%

Very Important

33.6%

Extremely Important

25.1%

PC360* In addition, the survey results are featured in an indepth article in the print edition of the National Underwriter and here in this issue of PIA Connection.

Among survey findings: • Nearly half of respondents indicated they were able to increase sales over the last year, while 17.8% said their insurance production stayed relatively static in 2020.

• Prior to the pandemic, roughly a third of agencies said they lacked financial or other support from carriers in their digitization efforts. At the end of 2020, however that response dropped to 23%, indicating a 10% increase in instances of carrier support.

TECHNOLOGY FOR THE WIN When asked what specific elements of the agent-client experience are best-suited to online service, across the board, acceptance of online service increased 3% to 5% and skepticism of it decreased by a similar amount year-over-year.

When asked to identify what “concerns you have when it comes to serving your clients online,” only one was cited by a majority of agents responding in both surveys in both years: data safety and compliance.

“The results of this survey indicate that a substantial number [of agencies] were aided by the fact that they invested in technology upgrades in the several years prior to the COVID-19 pandemic,” Becker notes. “This gave them a head start on a more seamless transition to remote working. Others responded by investing as needed in technology.”

The benefit of advanced crisis readiness is apparent in the following respondent comment: “A couple of years ago, we suffered a harsh winter. I made the financial decision to equip my staff with new hardware and the latest software in order to facilitate telecommuting. When COVID struck, it was like flipping on a switch to have everyone work from home.”

CONTINUED ON PAGE 14

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WHAT CHALLENGES DOES YOUR AGENCY FACE WHEN IT COMES TO ADOPTING NEW TECHNOLOGIES? [SELECT ALL THAT APPLY] 31.9%

Insufficient Training

68.1%

23.7%

Insufficient Staffing

76.3%

23.0%

Lack of Financial or Other Support from my Carriers

77.0%

21.0%

Cultural Resistance

79.0%

20.7%

Insufficient Budget

79.3%

19.6%

Lack of Compatibility with Most of my Carriers

80.4%

19.6%

No Clear ROI

80.4%

13.0%

Siloed Legacy Systems

87.0%

5.2%

Other

94.8%

21.9%

None of the Above

78.1%

Yes

No

WHAT ELEMENTS OF THE AGENCY-CLIENT EXPERIENCE ARE WELL-SUITED TO ONLINE SERVICE? [SELECT ALL THAT APPLY] 85.5%

Payment of Premiums

14.5%

66.7%

Filing a Claim

33.3%

59.2%

Changes to a Policy

40.8%

52.2%

Answering Routine Process and Coverage Questions

47.8%

35.2%

Solicitation for Purchase of Additional Coverage

64.8%

21.2%

Establishment of Trust

78.8%

19.8% Discussions with Clients that Go Beyond Routine Process and Coverage Questions 80.2% 4.4%

Other

95.6%

4.0%

None of the Above

96.0%

Yes

No

WHAT ELEMENTS OF THE AGENCY-CLIENT EXPERIENCE ARE POORLY SUITED TO ONLINE SERVICE? [SELECT ALL THAT APPLY] 77.4% Discussions with Clients that Go Beyond Routine Process and Coverage Questions 22.6% 66.3%

Establishment of Trust

33.7%

46.6%

Solicitation for Purchase of Additional Coverage

53.4%

31.4%

Answering Routine Process and Coverage Questions

68.6%

29.5%

Changes to a Policy

70.5%

16.2%

Filing a Claim

83.8%

4.5%

Payment of Premiums

95.5%

3.6%

Other

96.4%

9.7%

None of the Above

90.3%

Yes

No

2021 V2 | 13

THE 2021 NATIONAL UNDERWRITER/PIA INDEPENDENT AGENT SURVEY: CREATIVE RESILIENCE CONTINUED FROM PAGE 14

Hiring good talent continues to be a top concern.

Respondents to the 2021 Independent Insurance Agent Survey said that these days, agencies are more likely to compete for talented recruits than for clients and prospects. As one of them noted:

independent insurance agencies, Becker argues that with these difficulties has come a creative resiliency that is spurring agencies to rely on their strengths—namely, hands-on service and in-depth product knowledge—while bolstering the tools needed to compete.

“Agencies are now facing unique challenges as the result of the pandemic,” Becker says. “Financial pressures and the need to operate more efficiently are concerns. Normal business

“Finding good talent continues to be a real struggle.”

While there is no shortage of challenges facing today’s

WHAT CONCERNS DO YOU HAVE WHEN IT COMES TO SERVING YOUR CLIENTS ONLINE? [SELECT ALL THAT APPLY]

DOES YOUR AGENCY APP ENABLE CLIENTS AND PROSPECTS TO: [SELECT ALL THAT APPLY]

54.9%

Data Security/Privacy Compliance

45.1%

42.5%

Losing Control

57.5%

40.1%

Inability to offer all the same services to the same insured if policies are with different companies

59.9%

27.7%

Record Keeping

72.3%

27.0%

Clients Sharing Access to Our Files with Other Agents

73.0%

9.3%

Other

90.7%

14.1%

None of the Above

85.9%

Yes

54.7%

File a Claim with Their Carrier

45.3%

50.9%

Get a Quote

49.1%

51.9%

Pay Premiums

48.1%

40.8%

Access Certificates of Insurance

59.2%

31.7%

Compare Policy Limits and Coverage in Real Time

68.3%

27.2%

Access Information about Risk Reductions/Loss Prevention

72.8%

26.7%

Talk to a “Live” Person Outside of “Regular” Business Hours

73.3%

No

HOW CONCERNED ARE YOU ABOUT COMPETITION FROM ONLINE AND/OR DIRECT-TO-CONSUMER INSURANCE PROVIDERS?

Social Media

38.7%

46.0%

Multichannel Communications

54.0%

39.6%

Digital Claims Processing

60.4%

38.7%

Digital Sales

61.3%

17.3%

Artificial Intelligence/Machine Learning

82.7%

17.1

Predictive Modeling

82.9

3.8%

Other (Please Specity)

96.2%

19.9%

None of the Above

80.1%

14 | 2021 V2

42.3%

Yes

61.3%

Yes

Ask a Question and Get an Online Response

No

WHICH OF THE FOLLOWING TECHNOLOGY TOOLS DO YOU CONSIDER ESSENTIAL TO YOUR BUSINESS? [SELECTE ALL THAT APPLY]

%

57.7%

%

Not at All Concerned

11.8%

Slightly Concerned

23.4%

Moderately Concerned

30.1%

Very Concerned Extremely Concerned

24.9%

9.8%

No

www.pianet.com | PIA CONNECTION

problems are still problems to be dealt with. But what is encouraging is seeing the can-do, positive attitude that has served independent agencies well in the past manifest itself in response to the current challenges.”

“Many agents are beginning to find that there are multiple effective ways to market, process business, establish trust and sell more policies,” said Becker. “Crisis is a mother of invention, and we are seeing innovation play out as agents change and evolve more rapidly than anticipated.”

DOES YOUR AGENCY EXTEND ITS BUSINESS HOURS TO INCLUDE NIGHTS AND WEEKENDS TO SUPPORT ONLINE TRANSACTIONS?

Yes 29.1%

No 70.9%

DOES YOUR AGENCY CURRENTLY BIND POLICIES ONLINE?

HOW HAS BINDING POLICIES ONLINE IMPACTED YOUR LEAD COSTS?

Decreased A Lot

Yes

No

54.5%

45.5%

4.7%

Decreased A Little

16.3%

Stayed About the Same

76.2%

Increased A Little

1.7%

Increased A Lot

1.2%

UPCOMING PIA WEBINARS Date

Topic

Time

03/26

PIA & You: An Overview of PIA Member Benefits

2:00 PM ET

04/13

Hartford Flood Webinar

2:00 PM ET

03/02

PIA Market Access Webinar

2:00 PM ET

04/15

Sell PIA Cyber Insurance To Your Clients

2:00 PM ET

04/23

PIA & You: An Overview of PIA Member Benefits 2:00 PM ET

PIA CONNECTION | www.pianet.com

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

2021 V2 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ PIA MEMBER REIMBURSEMENT PROGRAM: Receive reimbursements on PIA marketing and PIA Partnership programs (up to $250 per program, for a total of up to $500). www.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.com

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

INSURANCE PRODUCTS ✦ E&O INSURANCE. With access to admitted and non-admitted markets with differing appetites Nicolette’s chances are we can find the pick coverage and price that’s right for you. www.pianet.com/eando

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

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

✦ 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

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

✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors Alexi’s and book transfer/rollover team plus pick great commissions for PIA members.

Call (860) 547-5006. ✦ PIA CYBER INSURANCE: Robust coverage tailored to small and midsized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agency-specific, and carrier-unique applications and forms, entering data only once in an organized interview format. Get to market faster! ✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive! ✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates. ✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

AGENCY MANAGEMENT TOOLS ✦ PIA BLUEPRINT FOR AGENCY SUCCESS: A 3-part resource guide for business planning, growth strategies, and agency continuity. ✦ ACORD FORMS END USER LICENSES. Available for free to qualifying PIA members who access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program. ✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. ✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan. ✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. ✦ HIRE WITH IDEALTRAITS. The comprehensive, go-to hiring tool for agencies looking to hire top performers. www.idealtraits.com/pia

✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents.

✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press.

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

✦ Free subscriptions to industry publications.

✦ 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.

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

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

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

PIA MEMBER BENEFIT SPOTLIGHT

ACCESS YOUR GUIDE TO HIRING, MOTIVATING AND RETAINING THE BEST EMPLOYEES ACCORDING TO RESPONDENTS OF THE 2021 NU/PIA Independent Insurance Survey, agencies are more likely to compete for talented recruits than for clients and prospects.

That’s why the PIA Partnership, PIA’s national carrier council, has created Winning@Talent.

Winning@Talent is a 3-part toolkit created specifically to help agencies understand how to best recruit in today’s talent marketplace, while enhancing the employee experience so that employees want to stay.

Part 1, Are You Ready to Recruit?, focuses on helping agencies assess their employer brand so they can see their agency the way prospective employees see their agency. In this section, we help agency owners and managers assess their employer brand, provide tools to help them build and strengthen it, and offer best practices on how to make it resonate across communication channels and social networks.

Part 2, Sourcing, Recruiting and Hiring, focuses on sourcing potential hiring prospects, recruiting them into your agency and ultimately hiring them. This section offers resources and best practices to help agency owners and managers find, screen, interview and evaluate candidates in ways that will help them reduce their time to fill key positions, build their talent pipeline

and meet long-term recruiting goals.

Part 3, Retaining Your Best Employees, focuses on how agencies can retain their best employees because employee retention is vital to growing any agency. This section provides best practices and resources that agency owners and managers can share with their employees to help those employees with their own career development.

Winning@Talent is brought to you by The PIA Partnership, a joint effort of leading insurance companies and PIA. Thank you to the members of The PIA Partnership: Encompass Insurance, Erie Insurance, Liberty Mutual Insurance, MetLife Auto & Home, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group and West Bend Mutual Insurance Company.

To get started with the Winning@Talent program, click here: https://www.winningattalent.com To learn how you can receive $250 back from PIA for Winning@Talent programs, please visit the PIA Member Reimbursement Program at: https://pianet.com/agentsupport

PIA CONNECTION MARKETPLACE Give Real Estate Investors Coverage That’s Exactly Right.

Become an agent at REInsurePro.com/PIAMarketplace

www.auw.com

Free ACORD Forms Licenses for PIA Members PIAMarketAccess.com

SBP_PIAnewsletter_010619.indd 1

Learn more at https://pianet.com/acord

1/6/20 5:17 PM

Member Reimbursement Program Putting money back in PIA members’ pockets! https://pianet.com/agentsupport

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

2021 V2 | 17

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

PIA of Puerto Rico and the Caribbean Inc 419 N. Lee Street, Alexandria, VA 22314 PHONE: 800-742-6900 | FAX: 703-836-1279 e-mail: membership@pianet.org | Web Site: www.piapuertorico.org

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

NEBRASKA/IOWA

HAWAII

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

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

NEW HAMPSHIRE

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

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

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

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

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

NORTH DAKOTA

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

TENNESSEE

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

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

LOUISIANA

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

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@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

18 | 2021 V2

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

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

www.pianet.com | PIA CONNECTION

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