PIA Connection—2022 NU/PIA Independent Insurance Agent Survey Results Released

Introducing Winning@Cybersecurity Defense

pages 10-11

PIA CONNECTION 2022 V2

The 2022 NU/PIA Independent Insurance Agent Survey Showcasing a ‘can-do’ attitude.

page 12

NOMINATE FOR THE

PIA Spring Awards page 6

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

21A00108.IP01 (06/21)

2022 V2

PIA NATIONAL NOW ACCEPTING SPRING AWARD NOMINATIONS

PIA CONNECTION

Deadline: March 18, 2022

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com PRESIDENT-ELECT Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com VICE PRESIDENT/TREASURER Richard A. Savino, CIC, CPIA richs@broadfieldinsurance.com SECRETARY/ASSISTANT TREASURER Ariel Rivera, CIC (PR) ariel@deerinsurance.com IMMEDIATE PAST PRESIDENT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mbecker@pianational.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tbesesparis@pianational.org MANAGING EDITOR Sade Hale | shale@pianational.org ADVERTISING DIRECTOR Robert Holt, CLU, ChFC, CASL | rholt@pianational.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jgentile@pianational.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | lpachman@pianational.org MARKETING EDITOR Madeleine Stern | mstern@pianational.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com February 2022 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2022 All rights reserved.

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

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

www.pianational.org/awards CONTENTS NEWS BRIEF 6-7 Nominate an Outstanding Professional Agent, YIP, or CSR!...Litigation Driving Up Auto Insurance Costs…Wisconsin Insurance Commissioner Warns Insurance Agents…Insurance Activist J. Robert Hunter Retires…Becker: There’s Confidence in the IA Channel.

ESTABLISHING TRUST IN AN ONLINE ENVIRONMENT 8 Can independent insurance agents build trust with their clients online?

They can and they must, says PIA CEO Mike Becker. But at the same time, some clients may be comfortable with more in-person contact.

It’s a matter of delivering to customers what they want and need, in the way they want to receive it.

CAPITOL HILL UPDATE PIA Vice President of Government Relations Jon Gentile discusses the launch of PIA’s Rolling Advocacy Fly-ins for 2022.

9

PIA AND THE PIA PARTNERSHIP INTRODUCE WINNING@ CYBERSECURITY DEFENSE 10-11 When it comes to protecting against rapidly increasing cyber risks, the best defense is a strong offense. That’s the philosophy behind Winning@CyberSecurity Defense, a new four part program developed

by PIA and our carrier council The PIA Partnership to help agents understand cyber risks and take action on them.

COVER STORY 2022 NU/PIA INDEPENDENT INSURANCE AGENT SURVEY RESULTS RELEASED 12-15 A jump in earnings, an increase in acceptance of digital, the importance of education and unbridled optimism. These were among the findings of the fifth annual 2022 National Underwriter/PIA Independent Insurance Survey.

DEPARTMENTS From the President . . . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . . 5 PIA Member Benefits . . . . . . . . . . . . . . . . 16 PIA Member Benefit Spotlight . . . . . . . . . . . 17 PIA Connection Marketplace . . . . . . . . . . . . 17 PIA Affiliate Listings . . . . . . . . . . . . . . . . 18

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

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

Cover image: Shutterstock

2022 V2 | 3

There are more

cyber risks

THAN EVER. Is your

agency at risk?

The answer is yes— everyone is at risk.

The best defense is a strong offense.

Winning@CyberSecurity Defense is a customized 4 step program to make your agency and its customers more secure and stronger.

pianational.org/cybersecurity

PROGRAM DETAILS:

Brought to you by PIA and The PIA Partnership

Part 1: Cyber Risk from A to Z Part 2: Cyber Risk Insurance Protection Part 3: Cyber Risk Assessment Part 4: Cyber Resources for Your Agency 4 | 2022 V2 © Copyright 2022 National Association of Professional Insurance Agents

www.pianational.org | PIA CONNECTION

FROM THE PRESIDENT FOR MORE THAN 20 YEARS, PIA HAS WORKED together with the carrier-members of The PIA Partnership.

The focus of the Partnership, PIA’s carrier council, is on creating and producing a steady stream of business tools agencies can use to build their business, operate more effectively and achieve greater success.

Just in the past few years, these business tools have included: Winning@Virtual Ready for Everything Winning@Talent Agency Journey Mapping Now, we have unveiled a comprehensive program to help independent agents address their top concern: cyber security.

Winning@CyberSecurity Defense, created by PIA and The PIA Partnership, addresses this concern.

Cyber perils outrank COVID-19 as the top global business risk in 2022, according to the Allianz Risk Barometer annual survey of CEOs, risk managers, brokers and insurance experts.

When asked to rate their concerns about serving clients online in the 2022 NU/PIA Independent Agent Survey, respondents cited data security/privacy compliance as their top concern (64%).

Winning@CyberSecurity Defense is a four-step comprehensive resource created to educate agents and their clients about the most common cyber dangers faced by small and mid-sized

businesses as well as the business practices and insurance coverages that can reduce these risks.

One of our national leaders recently called The PIA Partnership the “Crown Jewel” of PIA. I completely agree. The agents of PIA have come together with our leading carrier partners to address our common interest: helping professional, independent insurance agents and their agency operations to succeed.

As we look to a bright, productive future assisting agents, let me thank all of the carriers of The PIA Partnership whose dedication to the agency distribution system is greatly appreciated by all PIA members: Encompass Insurance, Erie Insurance, Liberty Mutual, Foremost, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group, Travelers, and West Bend Mutual Insurance Company.

Learn more about Winning@Cybersecurity Defense at: www.pianational.org/cybersecurity.

Learn more about The PIA Partnership at www.ThePIAPartnership.com.

Tony Curti President

FROM THE CEO For the fifth year in a row, PIA joined with ALM Media, publishers of the National Underwriter and PC360 to conduct the annual NU/PIA Independent Insurance Agent Survey. Our research aims to assess the challenges, needs and demographics of P&C insurance agents nationwide.

A summary appears in this issue of PIA Connection.

Some of the highlights from this year’s survey: Digital. Agents overwhelmingly accept the idea that digital tools can be used to build trust with clients (70%), but at the same time there is still a perception that digital tools are not necessarily well suited to that task.

Education. There is an overwhelming view that continuing education is critical to the success of independent insurance agencies. Fully 77.7% of respondents said CE is either indispensable to, or an important element of an agency’s success. A majority (53.3%) require that employees earn designations. A majority encourage employees to take classes that are knowledge-based regardless of CE (65.6%).

Relationships. The survey found that independent agencies overwhelmingly rely on relationships to differentiate PIA CONNECTION | www.pianational.org

themselves from their competition.

Agency earnings. Both agency production and gross earnings showed improvement in 2021 as compared to 2020.

Over the years, one finding has remained constant: optimism. A can-do attitude has always been a characteristic of independent agents, along with adaptability and resilience. And that is what we found again in this year’s survey.

Special thanks to Elana Ashanti Jefferson, Executive Editor of NU Property & Casualty and Ted Besesparis, PIA senior vice president of communications, for all their work in making the survey a success. And thanks to all the PIA members who gave of their time to participate.

Mike Becker CEO 2022 V2 | 5

!

NEWS BRIEF much faster than economic

NOMINATE AN OUTSTANDING PROFESSIONAL AGENT, YIP, OR CSR! PIA is now accepting nominations for three prestigious awards: the Professional Agent of the Year, Customer Service Representative (CSR) of the Year and Young Insurance Professional (YIP) of the Year awards.

Nominations are being accepted now through March 18, 2022. For more information and to download nomination forms, please visit

inflation alone can explain.

WISCONSIN INSURANCE COMMISSIONER WARNS INSURANCE AGENTS

PIA NATIONAL NOW ACCEPTING SPRING AWARD NOMINATIONS

Deadline: March 18, 2022

The Wisconsin Commissioner of Insurance issued a

www.pianational.org/ awards

bulletin warning insurance agents about the dangers

www.pianational.org/awards

of selling certain non-insur-

All three awards will be presented in conjunction with PIA’s national governance meet-

ance investment products.

ings in May 2022 and announced in a press release, video and via social media.

Licensed insurance agents

The PIA National Professional Agent of the Year Award is PIA’s highest national award of distinction. It is presented each year to one outstanding PIA member agent who has dis-

may be targeted to market or sell unregistered securi-

tinguished himself or herself as an independent agent. Nominations for the PIA National

ties such as promissory

Professional Agent of the Year Award are submitted by PIA state and regional affiliate

notes, investments tied to

associations. In states which receive their services directly from the PIA national head-

cryptocurrencies and digital

quarters, individual members may submit nominations directly for this award.

assets, and investments

The PIA National Customer Service Representative of the Year Award is given annually to an outstanding agency customer service representative who works for a PIA member insurance agency. Nominations for this award are made by PIA members.

connected to self-directed individual retirement accounts. Insurance agents are increasingly being tar-

The PIA National Young Insurance Professional of the Year Award is given to an outstanding employee, owner or principal of a PIA member agency who is under the age of 40 or a member of a PIA-affiliated Young Insurance Professionals association. PIA members as well as PIA state and regional affiliates may make nominations for this award, which is sponsored for the 18th year in a row by Rough Notes magazine.

geted by issuers, promoters, and marketing agents to sell high-risk speculative investments to their customers.

Agents are sometimes told

For assistance, contact: Sade Hale at shale@pianational.org or (703) 518-1350.

these are non-securities products that do not

LITIGATION DRIVING UP AUTO INSURANCE COSTS

nership with the Casualty

ever since. The Triple-I/CAS

Actuarial Society (CAS).

paper, Social Inflation and

Social inflation—the impact

III reported commercial

of rising litigation on insur-

auto was the line most

firms and quantifies one of

ers’ costs—increased claim

impacted by social infla-

the primary factors driving

total loss of the consum-

payouts for commercial

tion trends, according to

up the cost of commercial

ers’ investment. “The sale

the study, which found that

auto insurance. A separate

of unregistered securities

alone by over $20 billion

ultimate losses in com-

Insurance Research Coun-

to an insurance customer

between 2010 and 2019,

mercial auto were declin-

cil (IRC) paper illustrated

is a violation of insurance

according to a new paper

ing relative to GDP before

how losses across sev-

law and could endanger an

by Insurance Information

2009. They have been

eral insurance lines have

agent’s insurance license,”

Institute (Triple-I), in part-

growing faster than GDP

accelerated in recent years

stated the DOI.

auto insurance liability

6 | 2022 V2

Loss Development con-

have to be sold through a securities broker or dealer.

Some of these unregulated products carry a risk of

www.pianational.org | PIA CONNECTION

!

NEWS BRIEF INSURANCE ACTIVIST J. ROBERT HUNTER RETIRES J. Robert Hunter, the

groan…but I learned to

there is significant compe-

also is calling on the rein-

think of that as applause,”

tence in this channel – and

surance industry to encour-

Hunter once said.

we’re seeing that across the

age customers to consider

publicly-owned agencies

their own flood risks.

director of insurance with

Hunter was an occa-

the Consumer Federation

sional debate opponent

of America for 27 years,

on CNN with PIA’s then-

will retire. The group

senior vice president of

announced that Hunter

industry affairs Patricia

will continue to serve in an

A. Borowski, now emeri-

advisory role as CFA’s insur-

tus. In 2012, the National

ance director emeritus.

Underwriter named Hunter

Hired by the United States Department of Housing and Urban Development in 1971,

that are expanding in the space, the privately-owned firms, the hybrid models, the PE-backed firms, and we’re seeing it on the carrier side as they enter the space,” Becker said.

among its “25 Living Leg-

The publication noted:

ends of Insurance.”

“PIA has been the premier association for professional

“We want to continue to work with the private sector as we have over the course of the last five or six years, to help close the insurance gap,” said Maurstad, in a recent interview with AM Best.

A study has found that only 4 percent of residential

BECKER: THERE’S CONFIDENCE IN THE IA CHANNEL

independent insurance

agency he would lead under

How is the landscape in

NFIP Wants to Work With

was being provided by the

Presidents Gerald Ford and

independent insurance

the Private Sector

NFIP. However, the NFIP

Jimmy Carter, CFA said in

changing, and adapting?

a statement. With support

“There’s significant confi-

from Ralph Nader, he cre-

dence in this distribution

ated and ran the National

channel. I think part of that

Insurance Consumer

relies on what we do well,

Organization (NICO) for 13

which is personal relation-

years and served as Texas

ships,” said PIA CEO Mike

Insurance Commissioner.

Becker in a wide-ranging

Hunter was the chief actuary of the Federal Insurance Administration (FIA), an

“Sometimes I’m in a big meeting with insurance executives, and they all

interview in Insurance Business America.

“The bottom line is that

agents for 90 years. It serves members in all 50 states.”

David Maurstad, deputy associate administrator for federal insurance and mitigation and senior executive of the National Flood Insurance Program (NFIP), says the NFIP is interested in working with the private sector to close the flood protection gap in

flood insurance was covered by the private sector, and more than 95 percent

only writes about one out of three properties that are in the Special Flood Hazard Area. Data also shows that 95 percent of properties in the United States do not have flood insurance.

Maurstad says this highlights a business opportunity for the private sector.

the United States. The NFIP

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

PIA CONNECTION | www.pianational.org

2022 V2 | 7

PERSPECTIVES

By Mike Becker, CEO PIA National

ESTABLISHING TRUST IN AN ONLINE ENVIRONMENT When we reviewed the results of last year’s annual Independent Insurance Agents Survey conducted by ALM Media, publisher of the National Underwriter and PC 360 in conjunction with PIA, we were confident that we would discover that despite some vexing challenges, agents remain optimistic.

That was a fair bet. After all, a cando attitude has always been a characteristic of independent agents, along with adaptability and resilience. And that is what we found.

However, our survey also revealed a perception that could work to the disadvantage of independent agents: skepticism that the online environment can be conducive to establishing trust with clients.

A RELATIONSHIP BUSINESS Independent agents rely on building relationships of trust with their clients.

Traditionally, that occurred primarily through in-person interactions. But in the 2020s, the perception by agency owners that digital interaction is not well suited to building trust with clients is not only inaccurate, it can lead to missed opportunities.

So how do agents develop personal relationships with clients in an online environment?

For almost two years, businesses have experienced a crash course in new ways of doing business, of necessity, due to the ongoing coronavirus crisis. But changes the crisis accelerated were already underway.

Years ago, the options for interaction between independent agents and clients were fewer, simpler and focused primarily on in-person meetings and 8 | 2022 V2

personal telephone contact.

Today, the digital strategies that businesses can use to meet customer expectations and provide a quality experience have expanded to include many additional tools. These include everything from sophisticated websites, geofencing, and cloud-based programs to artificial intelligence and virtual assistants. The options are almost limitless.

You have to meet people where they want to be met. Some clients may be comfortable with more in-person contact. Others appreciate the efficiency of online transactions, but still want to hear a helpful, friendly voice. Empathy and problem solving are important, especially in times of stress. Still, many clients will prefer what an independent agency delivers best—including coverage choices, advice and personal service—in a digital format.

IT’S WHAT CUSTOMERS WANT It all comes down to delivering to customers what they want and need, in the way they want to receive it. Every touchpoint between an independent insurance agency and its clients is a part of building the client relationship. Some techniques will work better than others, depending on each client’s preferences.

The pandemic accelerated a move to more business being conducted online. At the same time, growing customer expectations for digital engagement apart from the pandemic has driven more change. It’s all part of the dynamic, ever-changing business landscape to which agents must adapt to be successful. Using digital technologies to communicate with your

prospects and customers is no longer a choice, it’s an imperative.

PIA’s Insurance Technology Leadership Advisory Board (the PIA IT LAB) recently created a new resource, The Agent Experience, which is a toolkit designed to assist agents in using digital technologies to strengthen and grow customer relationships. It includes a self-assessment, videos of agents’ real-life experiences, tip sheets, and a resource hub to help build and grow relationships online. To view this free resource, visit www.pianational.com, click Member Benefits, and select The Agent Experience under Agency Operations.

While you’re there, visit PIA’s other member resources on digital tools including www.winningatvirtual.com, a digital toolkit prepared by PIA’s carrier council, the PIA Partnership.

This year’s 2021-2022 Independent Insurance Agent Survey will be released in February 2022, and will show that the view of agents regarding building trust online is changing for the better. Stay tuned.

The need for independent agents to build relationships has never been greater. Agents should not give up on what’s worked in the past. It’s not subtraction, it’s addition. It’s everything.

It’s about meeting your customers where they are and using digital tools for greater reach, deeper connections, and more business.

Mike Becker is executive vice president and CEO of the National Association of Professional Insurance Agents, based in Alexandria, Va. This article appeared in PC360.

www.pianational.org | PIA CONNECTION

CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

PIA LAUNCHES ROLLING ADVOCACY FLY-INS FOR 2022

PIA CONNECTION | www.pianational.org

PIA REQUESTS STAKEHOLDER MEETINGS ON OVERTIME RULES PIA joined a coalition of allies in sending a letter to the Wage and Hour Division of the Department of Labor (DOL), asking the DOL to hold meetings with stakeholders in the regulated communities before issuing a Notice of Proposed Rulemaking (NPRM) proposing updates to the Fair Labor Standards Act (FLSA)’s exemptions of executive, administrative, and professional (EAP) employees from its minimum wage and overtime requirements.

Historically, administrations of both parties have held stakeholder meetings in preparation for similar notice-and-comment rulemaking processes. We are hopeful that the Biden administration will engage in similarly meaningful dialogue with stakeholders as it considers any changes.

PIA will continue to monitor the DOL’s consideration of whether—and if so, how—to update the white-collar overtime exemptions. – Lauren G. Pachman, Esq. Jon Gentile is vice president of government relations of PIA.

AC

L E PAR ER

PROTECT CROP INSURANCE PIA, along with a coalition of our allies, sent Congress and the Biden

administration urging them to protect crop insurance from funding cuts in the Fiscal Year 2023 (FY23) budget and appropriations process. The letters were addressed to Secretary of Agriculture Tom Vilsack and the leaders of the House and Senate Budget and Appropriations committees.

Despite the critical role crop insurance plays in protecting farmers from natural and economic disasters and in supporting rural economies, presidents of both parties have historically tried to cut crop insurance funding using the budget and appropriations process.

The FY21 budget request included an eight percent cut to the USDA, and crop insurance specifically would have been cut by $25 billion over the next decade. In 2015, Congress cut $3 billion from the program, but PIA and its allies successfully pushed for a statutory reversal to the cuts. PIA and its allies have, time and time again, protected the crop insurance program from such cuts.

In 2021 our advocacy paid off, when—in a victory for PIA and our allies—the FY22 budget request released by the White House sought $27.8 billion for the USDA—representing a 16 percent increase—and, importantly for PIA’s crop insurance agents, included no cuts to the crop insurance program.

PIA will continue to advocate to protect the crop insurance program.

In addition, with the Farm Bill up for reauthorization at the end of 2023, PIA will continue its work to ensure policymakers understand the critical role PIA’s independent agent members play in protecting crops and ensuring a safe, strong, and dependable food supply.

TN

of year-round advocacy events that will give agents the chance to meet with federal policymakers on the issues that matter most to them. As they do every year, PIA members from around the country will be advocating on behalf of PIA’s annual Issues of Focus—but for the first time, they will do so throughout the year, rather than on a single day.

Between the limitations caused by the pandemic and the increased security restrictions on Capitol Hill, a large, single-day, in-person version of Advocacy Day in 2022 would have been a cumbersome and likely aggravating experience for PIA members. Instead, PIA decided to seize the opportunity presented by these challenges to reimagine 2022 Advocacy Day using a new approach that addresses this year’s needs and can potentially be deployed in various ways in the future.

While the vast majority of these ‘rolling’ fly-ins will be held virtually, we hope to offer some state- and/or issue-specific events in-person later in the year, if possible, By holding state-specific Advocacy Days throughout the year, the PIA government relations team can provide participants with a more detailed issue briefing and overall, a more personalized experience. Our 2022 shift to rolling Advocacy Days will ultimately lead to a more robust and fulfilling advocacy experience for our agents.

PIA members interested in participating may contact their PIA state affiliate for more information.

P I NN

PIA HAS KICKED OFF A SERIES

Encompass Insurance Erie Insurance State Auto Insurance Companies 2022 V2 | 9

PROTECT YOUR AGENCY AND YOUR CLIENTS FROM CYBER ATTACKS WITH WINNING@CYBERSECURITY DEFENSE Ransomware, phishing scams, data breaches—these are not just problems for large corporations. Small businesses are just as susceptible to cyber-attacks as large organizations. The FBI reported a 400 percent increase in cyber-attacks in 2020 and more than 40% of cyberattacks were aimed at businesses with fewer than 250 employees. Add to that the fact that most small businesses don’t have the same security protections that larger corporations have.

“In many respects, cyberattacks are the pandemic of technology,” said PIA Chief Executive Officer (CEO) Mike Becker. “A cyberattack is lethal, destructive and can infect systems that are not protected. They can have devastating long-term effects, especially for small businesses.”

But there is good news. While the risks are real there are also increased opportunities to prepare and coverage to help protect against losses. Is your agency prepared? Are your clients prepared?

WHAT IS WINNING@ CYBERSECURITY DEFENSE? The best defense is a strong offense. PIA and The PIA Partnership have created Winning@Cybersecurity Defense to help agents understand cyber risks and take action on them.

The online program is divided into four parts. Agents can take a customized approach and tackle the sections in any order. · Part 1 helps agents get smarter about the risks by introducing them to the different types of cyber-attacks. · Part 2 focuses on getting the right insurance and highlights what policies cover, how to sell it and questions to ask your customers. · Part 3 features an assessment to 10 | 2022 V2

understand your own agency’s risk looking at your operations and how you work with vendors. · Part 4 helps you act on those risks and includes a variety of tools and vendors to help protect your agency and your customers.

The bottom line: this program will help you and your customers win at cybersecurity defense.

CYBER RISK A TO Z It’s hard to protect your agency and your clients from cyber risks if you don’t know what types of threats are out there. This section introduces agents to the most common threats: Fraudulent Funds Transfer, Ransomware, Social Engineering, Cyber Business Interruption, Data Breach and Privacy, Network Security, and Website Media Liability.

Each risk is defined including examples showcasing potential ways the risk can infiltrate an agency. Users can also learn how to protect themselves.

There is a short quiz for each cyber risk, enabling users to measure their understanding of the cyber threat.

Agency teams can take advantage of the materials and share them with clients so everyone can understand the gamut of potential cyber threats.

CYBER RISK INSURANCE PROTECTION Insurance is a big component of managing cyber risk. If breaches occur, the right insurance can help the business recoup its losses. This line of coverage is fairly new and many agents have questions about what it covers and how to sell it.

This section is designed to equip agents with the right tools to talk about cyber coverage with their clients.

It provides materials to help clients understand the potential impact on their businesses including: how to evaluate coverage and what to look for; determining how much coverage is needed; checklists to match risks and cyber coverage needs; and links to a variety of PIA Partnership cyber insurance programs.

CYBER RISK ASSESSMENT One of the key steps for an agency is doing a detailed assessment of its own cyber risks. This means looking at its operations and how it works with vendors to identify cyber weaknesses.

There are more

cyberTHAN risks EVER. Top Threats • Phishing Attacks • Malware Attacks • Ransomware • Weak Passwords (Souce: Expert Insights)

Financial Impact of Attacks With current trends, loss values are likely to exceed

$265 BILLION by 2031.

(Source: comparitech)

$3.86 MILLION

Average total cost (IBM Security)

Total number of DDoS attacks

15.4 MILLION by 2023

(Cisco)

Remote work has increased the average cost of a data breach by

$137,000.

(IBM)

Top Tips to Protect from a Security Breach • Use a full-service internet security suite.

• Use strong passwords.

• Keep your software updated.

• Strengthen your networks.

• Keep up to date on major security breaches.

• Take measures to help protect against identity theft by protecting personal data.

• Be mindful of protecting personal info when traveling.

• Know what to do if you become a victim.

(Souce: Norton)

pianational.org/cybersecurity © Copyright 2022 National Association of Professional Insurance Agents

www.pianational.org | PIA CONNECTION

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

PART 1: CYBER RISK FROM A TO Z

PART 3: CYBER RISK ASSESSMENT

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

One of the most important steps you can take is to assess your own agency’s risk. This means looking at your operations and how you work with vendors.

You can sign up for a custom assessment here to see where you have vulnerabilities.

PART 2: CYBER RISK INSURANCE PROTECTION Insurance is a big part of cyber risk. Learn about the various aspects of insurance: what it covers, how to sell it, what questions to ask your customers, and programs you can check out.

PART 4: CYBER RESOURCES FOR YOUR AGENCY Check out a variety of tools and vendors to help you protect your agency and your customers. If you’re just getting started, head to the beginner section.

If you’ve been working on security, check out the advanced section.

TO LEARN MORE ABOUT WINNING@CYBERSECURITY DEFENSE VISIT: PIANATIONAL.ORG/CYBERSECURITY.

In partnership with long-time PIA advocate, Thomas H. Wetzel, agencies can obtain a low-cost cyber risk assessment designed specifically for them. The assessment identifies an agency’s own unique risks, how to mitigate them, and provides guidance and tools to turn the recommendations into action. Agencies will receive an analysis of their vendor user agreements, direct and vendor breaches and detailed mitigation recommendations in an easily understood, non-technical format.

CYBER RESOURCES FOR YOUR AGENCY This section provides a variety of tools and vendors to help agents protect their agencies and their customers. It’s divided into the basics for agencies just getting started, and advanced for agencies that are taking security to a higher level.

Tools featured in this section include: custom assessments, security tips, employee training, password management, antivirus protection, business recovery plans, vendor management, having a security mindset, Managed Local Security Services Provider, multi-factor authentication, and emerging risks stemming from increasingly popular solutions like chat apps, QR codes, and Slack.

This section includes checklists for how businesses can combat cyber threats, links to solutions that can help businesses boost their security, and best practices for protecting devices and instilling a security mindset in employees.

LEARN MORE To get started with Winning@Cybersecurity Defense, PIA Members should visit: pianational.org/cybersecurity

PIA CONNECTION | www.pianational.org

There are more

Brought to you by PIA and The PIA Partnership

cyberTHAN risks EVER. Winning@CyberSecurity Defense is a customized 4 step program to make your agency and its customers more secure and stronger. © Copyright 2022 National Association of Professional Insurance Agents

pianational.org/cybersecurity

THANK YOU The PIA Partnership is a joint effort of leading insurance carriers and PIA. PIA and the companies belonging to The PIA Partnership work together to develop hands on tools for PIA members and agents appointed by Partnership carriers specifically addressing areas of opportunity in the agency-company partnership.

The PIA Partnership was established in 1996. PIA would like to thank the PIA Partnership companies that helped to develop Winning@ Cybersecurity Defense: Encompass Insurance, Erie Insurance, Liberty Mutual, Foremost, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group, Travelers, and West Bend Mutual Insurance Company. Learn more about The PIA Partnership at www.ThePIAPartnership.com.

2022 V2 | 11

2022 NU/PIA INDEPENDENT INSURANCE AGENT SURVEY RESULTS RELEASED

JUMP IN EARNINGS, INCREASE IN DIGITAL, IMPORTANCE OF EDUCATION AND ONGOING OPTIMISM ARE AMONG THE KEY FINDINGS OF THE ANNUAL NU/PIA SURVEY OF AGENTS.

By Ted Besesparis Senior Vice President, Communications, PIA National

THE NATION’S PROFESSIONAL, INDEPENDENT

iStockphoto

insurance agents are optimistic, they are making greater use of digital tools, and they think that a commitment to education is an essential element of a successful agency.

These were among the findings of the 2022 National Underwriter (NU)/PIA Independent Insurance Agent Survey.

“A can-do attitude has always been a characteristic of

independent agents, along with adaptability and resilience.

And that is what we found in this year’s survey,” said PIA CEO Mike Becker. “This installment of the Independent Insurance Agent Survey also reveals that more agents are offering their clients the option of digital engagement, and using digital tools for greater reach, deeper connections and more business.”

The survey found that independent agents overwhelmingly

The survey found that independent agents overwhelmingly rely on relationships, great service, and coverage expertise to differentiate themselves from the competition.

12 | 2022 V2

www.pianational.org | PIA CONNECTION

rely on relationships, great service, and coverage expertise to differentiate themselves from the competition.

The most cited points of business differentiation were relationships (84.5%) and service (83.1%). Independent insurance agents are far less likely to rely on price competition in 39.7% their marketing.

84.5% 83.1%

HOW DOES YOUR AGENCY DIFFERENTIATE ITSELF FROM DIRECT COMPETITION? (SELECT ALL THAT APPLY)

69.5% 59.1%

30.6% 23.9% 22.9%

None of the Above

Other

Location

Rates

Choice

Coverage

Advice

Expertise

Service

Relationships

1.0%

INCREASE IN AGENCY EARNINGS Responses to the survey questions about both agency production and gross earnings show continued improvement yearover-year. Agencies reporting increased production increased by 17% (to 66.7%) while those reporting declines in production decreased by 17.2%, (to 15.2%).

Significantly, this year’s survey revealed a big increase in overall gross income earnings over a 12 month period.

Comparing 2021 to 2020, the number of agencies reporting that their earnings increased rose by 19.2% (to 66.5%) and the 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%

20.5% 24.7%

9.8% 3.6% 3.0%

60.3%

38.0%

It is indispensable to my agency’s success.

62.0%

12.0%

It is something that helps my operations.

88.0%

10.2%

It is nice to have certifications, but they are not critical.

89.8%

NO

IMPORTANCE OF EDUCATION Many respondents pointed to the need for continuing education and ongoing professional development.

They said both are “indispensable” to the agency’s ongoing success.

Fully 77.7% of respondents said education is either indispensable to, or an important element of, an agency’s success. A majority (53.3%) require that employees earn designations. A majority encourage employees to take classes that are knowledge-based regardless of CE (65.6%). There is a strong preference for providing a monetary bonus as an incentive for taking education classes (87.3%).

number of agencies reporting that their earnings declined went down 15.6% (to 16.4%). This was a big improvement.

The findings on earnings demonstrate that both agency production and earnings continue to improve, a trend that was also noted in direct informal feedback from many PIA members. However, challenges for some agencies remain.

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

21.3%

17.1%

It is an important element that enables my agency’s success.

YES

43.8%

5.6%

HOW IMPORTANT IS CONTINUING EDUCATION OF YOUR EMPLOYEES TO THE SUCCESS OF YOUR AGENCY?

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%

20.4% 24.1% 22.2% 18.2% 7.4% 5.1% 2.7% CONTINUED ON PAGE14

PIA CONNECTION | www.pianational.org

2022 V2 | 13

OTHER INSIGHTS FROM THE 2022 NU/PIA INDEPENDENT AGENT SURVEY There was a slight decrease in the overall age demographic of respondents.

paint a positive picture, challenges for some agencies remain.

The survey found that independent agencies overwhelmingly rely on relationships (84.5%), service, and their expertise to differentiate themselves from their competition. Agents also

A slight uptick in younger demographics was noted this year over last year: [Under 30 increased 0.9% to 2.0%; 3039 increased 5.1% to 6.3%; and 40-49 increased: 11.7% to 12.7%]. Age 50+ remained static.

WHICH OF THE FOLLOWING TECHNOLOGY TOOLS DO YOU CONSIDER ESSENTIAL TO YOUR BUSINESS? (SELECT ALL THAT APPLY) 54.7%

Both agency production and gross earnings showed a big in 2021 as compared to 2020. However, while the survey results

50.2%

HOW OLD ARE YOU?

31.3%

2.0%

30-39

6.3%

7.4%

40-49

12.7

65 and Older

31.6% 1.8%

Prefer Not to Say 1.4%

Male 68.7%

47.4%

Lack of Integration between Website and AMS

52.6%

43.0%

Keeping Adequate Records Across Multiple Comm Channels

57.0%

41.8%

Difficult for Clients to Check Billing through a Single Site or App (ours) when they have Policies with Multiple Carriers

58.2%

40.3%

Need for a True Multi-Line Rater that Clears Up the Need to Finish or refine Quotes in Company Systems

59.7%

31.4%

Companies Unwilling or Not Helpful When it Comes to Letting Agents Sell Online While at the Same Time Partnering with Others that Do

68.6%

5.1%

Other

80.6%

17.1%

None of the Above

82.9%

YES

ACCEPTANCE OF DIGITAL GROWS In the 2021 survey, when asked to rank what elements of the agent-client experience are well-suited to online service, only 21.2% of those responding said “establishment of trust” was well served by digital interactions. Asked the same question this year, the positive response increased to 29.0%. A new question asked in 2022 was: “Can you use digital tools to build trust with your clients?” 70.9% of respondents said Yes; and 29.1% said No. Survey results indicate increasing acceptance on the part of agents who have successfully incorporated digital into their interactions with customers. This goes beyond simple transaction processing such as premium payments and claims. But

14 | 2022 V2

Other

WHAT ARE THE CHALLENGES YOUR AGENCY FACES IN THE DIGITAL DELIVERY OF INSURANCE PRODUCTS?

WHAT IS YOUR GENDER?

Female 29.7%

None of the Above

17.9%

Digital Claims Processing Predictive Modeling Artificial Intelligence/ Machine Learning

60-64

Digital Sales

27.7%

Multichannel Communications

%

50-59

Prefer Not to Say

23.1%

17.2% 14.9%

Social Media

Under 30

38.1%

NO

overall, implementation is still lagging.

“We can totally interact with our clients for any service need from quoting, writing and servicing our policies without ever meeting face to face if clients prefer that method,” noted one survey participant. “We have a digital marketing and quoting presence. We like face to face, but the majority of new clients we are on-boarding prefer a digital/virtual experience.”

CAN YOU USE DIGITAL TOOLS TO BUILD TRUST WITH YOUR CLIENTS?

70.9%

29.1% YES

NO

www.pianational.org | PIA CONNECTION

rely on their professional advice and the choice in coverage that they offer. Price is the least-used at 23.9%.

The pandemic has acted as both an accelerant, and a catalyst for change. Some of these changes were already underway.

Agents overwhelmingly accept the idea that digital tools can be used to build trust with clients, but at the same time there is still a perception that digital tools are not necessarily well suited to this task. Acceptance of digital is running ahead of adoption.

There are different perspectives on the effects of and future of remote work, but there is not sharp disagreement.

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

Finally, there is an overwhelming view that continuing education is critical to the success of independent insurance agencies. Fully 77.7% of respondents said CE is either indispensable to, or an important element of an agency’s success. A majority (53.3%) require that employees earn designations. A majority encourage employees to take classes that are knowledge-based regardless of CE (65.6%).

5.5%

Slightly Important

DOES YOUR AGENCY REQUIRE EMPLOYEES TO EARN DESIGNATIONS?

16.7%

Moderately Important

29.2%

Very Important

29.4%

Extremely Important

53.3%

46.7% YES

NO

19.1%

IF YES, WHAT IS THE REWARD? WHICH OF THE FOLLOWING TECHNOLOGIES AND ONLINE CAPABILITIES ARE CURRENTLY AVAILABLE AT YOUR AGENCY? (SELECT ALL THAT APPLY)

47.8% 47.7% 25.9% 25.3

%

14.2

%

12.7%

YES

32.8% 41.7% 17.2% 16.4%

44.2% 52.2% 52.3% 74.1% 74.7% 85.8% 87.3%

8.2%

Other

55.8%

20.0%

Credit Toward Promotion

58.3

%

Agency Website Social Media Video Conferencing Flexible Work Hours Telecommuting Customer Relationship Management (CRM) System Agency App Data Analytics Digital Time Tracking Automatic Call Transcription

Time Off

67.2

%

Monetary Bonus

80.0%

87.3%

NO

That’s the right approach, according to PIA CEO Becker. “You have to meet people where they want to be met. Some clients may be comfortable with more in-person contact. But increasingly, more customers prefer doing more digitally,” he said.

as people find out that waiting on line to talk with someone different every time is not so great… Independent agents are solid!”

FUTURE OUTLOOK Despite challenges, agents remain optimistic. One such survey respondent pointed out that industry watchers have long predicted the demise of the traditional insurance agency, but that didn’t happen.

“Twenty years ago, TIME Magazine said insurance agencies were a dying institution,” this person wrote. “We are still here

(Special thanks to Elana Ashanti Jefferson, executive editor of NU

PIA CONNECTION | www.pianational.org

(Ted Besesparis is senior vice president of communications of PIA).

Property & Casualty magazine as well as PropertyCasualty360.com).

(Since 2017, NU Property & Casualty has partnered with PIA to conduct the annual Independent Insurance Agency Survey. Our research aims to reveal the challenges, needs and demographics of P&C insurance agents nationwide).

2022 V2 | 15

YOUR PIA MEMBER BENEFITS BUSINESS-BUILDING TOOLS

INSURANCE PRODUCTS

✦ 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.pianational.org/agentsupport

✦ 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.pianational.org/eando

✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.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.

M ade

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

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

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

✦ 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.

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

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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL ✦ WINNING@CYBERSECURITY DEFENSE is a four-part educational resource created to teach agents and their clients about the most common cyber dangers faced by small and mid-sized businesses as well as the best business practices and insurance coverages that can reduce these risks.

✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan.

✦ WINNING@VIRTUAL. Your guide to evolving your sales and service in a digital world.

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

✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA.

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

✦ PIA member discounts on licensing and more.

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

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.

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

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

pi e rt’s

✦

✦ THE AGENT EXPERIENCE. Practical information and resources about how to develop and grow customer relationships online.

ob

l e i n e’s

p

✦ 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 k c i rate. www.piamarketaccess.com

AGENCY MANAGEMENT TOOLS

R

✦ MARKETING SUPPORT FOR PIA MEMBERS. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com

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

ck

✦

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.pianational.org/advocacyday

✦ 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.pianational.org/piapac

Learn more about these PIA member benefits at www.pianational.org.

PIA MEMBER BENEFIT SPOTLIGHT

BECOME A FLOOD INSURANCE EXPERT WITH THE HARTFORD SINCE 2004, THE HARTFORD HAS BEEN PIA’S nationally endorsed Flood provider and a leading carrier for FEMA’s National Flood Insurance Program. The PIAHartford Flood program offers PIA members preferred commission levels for new, renewal, and transfer business regardless of volume.

PIA members will have access to advanced technology that makes writing flood easier than ever before.

Through the Hartford Flood Program, members will become flood experts by obtaining a better understanding of flood insurance, knowledge of any updates made to the National Flood Insurance Program, and how to sell flood insurance to new and existing customers. Additionally, members can utilize state of the art analytics and tools to help cross sell to existing customers.

The Hartford provides PIA members with extraordinary customer service and value, including, flood zone determinations, claims reporting, policy database download and maintenance, electronic application submission and movement of premium and commission funds, production reports, assistance in obtaining elevation certificates and repetitive loss review. The Hartford

Flood program offers an easy enrollment process, competitive commissions and allows agents to broaden their offerings to customers who are in areas susceptible to flooding.

Benefits include: · A dedicated and knowledgeable book transfer team · A dedicated, local sales director for your territory · Training and continuing education credits · Proprietary flood CAT e-alerts · Easy-to-use marketing and sales tools · State of the art analytics and tools to help you cross-sell to your existing customers · Easy online quoting · Fast flood zone determinations · Online claims reporting · On-demand webinars and training · Special PIA member preferred commission levels for new, renewal, and transfer business regardless of volume To learn more about the PIA/Hartford Flood program, visit: pianational.org/hartfordfloodinsurance

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PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for 5 issues. To learn more and get a contract, or inquire about display advertising, please contact Robert Holt at rholt@pianational.org or 703-518-1353.

PIAtoCONNECTION | www.pianational.org 2022 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 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 PHONE: (717) 795-9100 | FAX: (717) 795-8347 e-mail: iab@iabforme.com | Web Site: www.iabforme.com

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

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

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

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

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

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

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

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

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

NEW HAMPSHIRE

UTAH

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

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

NEW JERSEY

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

NEW YORK

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

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

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

18 | 2022 V2

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

INDIANA

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

TENNESSEE

PIA of Nebraska/Iowa, 11932 Arbor Street, Ste. 100, Omaha NE 68144 PHONE: (402) 392-1611 | FAX: (402) 392-2228 e-mail: cathy@pianeia.com | Web Site: www.pianeia.com

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

KANSAS

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

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

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

VIRGINIA/DC

NORTH CAROLINA

PIA Assn of Virginia & DC 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

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

WASHINGTON/ALASKA

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

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

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

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

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

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

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

www.pianational.org | PIA CONNECTION

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