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MACHINE

Agencies take different paths, but the ultimate goal is the same: sales success. We talked to three agencies as part of the PIA Partnership’s Thinking Bigger program (PIAThinkingBigger. com). They focused on selling in different ways, with the ultimate objective of growing their businesses. Read about their success stories.

PIA’S 2024 POLICY PRIORITIES

In 2024 PIA will, as always, continue its advocacy on behalf of independent insurance agents. While we have identified individual issues as our top priorities for the coming year, PIA always works to promote the interests of our independent agent members, wherever those interests take us.

NEWS BRIEF

SPECIAL SECTION

10

5

In each issue of PIA Connection we feature profiles of carriers and their representatives who are members of The PIA Partnership, our carrier council.

6-7

Vice President of Government Relations Jon Gentile says 2024 ushered in the second session of the 118th Congress and it promised to be a busy year on Capitol Hill. It hasn’t disappointed. Gentile looks at several issues.

REGULATORY

In A Victory for PIA and state insurance regulation, the Federal Insurance Office (FIO) cancelled its Climate Data Collection Plan. Instead, the National Association of Insurance Commissioners (NAIC) will now lead this data collection. Lauren G. Pachman, Esq., Counsel and Director of Regulatory Affairs of PIA, takes a look at the significance of this change.

19

PRESIDENT

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

PRESIDENT-ELECT

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

VICE PRESIDENT/TREASURER

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

SECRETARY/ASSISTANT TREASURER

David “Red” Gorman, CPIA (TX) david@redgormaninsurance.com

IMMEDIATE PAST PRESIDENT

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

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 EDITORS

Patricia A. Borowski, CPIW

From the President

Independent insurance agents are known to be good at adapting to the unexpected, whether it be good news, a new challenge, or a loss. PIA experienced all three during Q1 of 2024.

In a victory for PIA, the Federal Insurance Office (FIO) announced that it will abandon its unprecedented effort to collect data on climate-related risks. Instead, the National Association of Insurance Commissioners (NAIC) will now lead the effort. This change represents a win for PIA, consumers, and the state insurance regulatory system, says Jon Gentile, vice president of government relations for PIA.

We received more unexpected news when PIA’s CEO Mike Becker announced his resignation to accept a position outside the insurance industry.

Mike significantly expanded our association’s reach and built new relationships. He raised PIA’s profile by greatly enhancing and expanding not only our offerings and the services that benefit our members, but also enhancing our association’s position among our carriers and in the insurance industry through The PIA Partnership and the PIA Technology Council.

Mike leaves a legacy that creates a path for the future. I would like to express my heartfelt thanks to Mike for all the many successes he has achieved during more than a decade at the helm of PIA and wish him well as he embarks on his next chapter. Well done, Mike!

Every challenge creates opportunity. When Mike told us of his decision, I created a transition team and formed a search committee to identify a successor and implement a transition plan. The goal is to ensure consistency for the future. We will not rush decisions, but neither will we move too slowly. We will act with paced urgency.

We also received tragic news. It was with profound sorrow that we learned Andrew C. Harris, Sr., former PIA National President (2012-2013) and president of PIA of New Jersey (1998-99) passed away on Jan 22, 2024. Andy’s warmth, wisdom, and leadership will be deeply missed by all who had the privilege of knowing him.

Rich Savino President

PIA’s 2024 Policy Priorities

In 2024, PIA will continue its advocacy on behalf of independent insurance agents. While we have identified the issues below as our top priorities for the coming year, PIA always works to promote the interests of our independent agent members, wherever those interests take us.

Crop Insurance: PIA supports the federal crop insurance program, a highly technical program which relies on the expertise of independent insurance agents. The program requires private-sector insurance carriers to offer crop insurance to eligible growers who are interested in purchasing it.

The process of reauthorizing the Farm Bill, which includes the federal crop insurance program, is ongoing. PIA will continue to help policymakers understand the critical role PIA’s independent agent members play in providing crop insurance as the Farm Bill reauthorization process moves forward.

In addition, PIA continues to support various provisions included in the year-end fiscal 2024 appropriations package; these proposals address the inflation adjustment issues that have been effectively reducing crop insurance agent compensation for the past several years.

Flood Insurance: PIA continues to support the long-term reauthorization of the National Flood Insurance Program (NFIP).

This year, PIA is urging Congress to pass a long-term reauthorization with needed reforms. The NFIP has been extended over 25 times on a short-term basis since 2017, and more short-term extensions will likely be needed throughout 2024. PIA will continue to request that Congress reauthorize the NFIP long-term to minimize the likelihood of future lapses and provide policyholders and industry participants with the certainty they need.

Cannabis Safe Harbor: PIA strongly supports legislation to protect insurance agents and carriers from federal criminal liability for engaging in the business of insurance with cannabis-related entities in states where cannabis is legal.

We seek to protect independent agents from criminal liability for engaging in business activities that are legal pursuant to state law. This issue is broadly bipartisan; cannabis safe harbor legislation has passed the House a total of 7 times, 4 of which occurred during the last Congress. Unfortunately, each time, the legislation stalled in the Senate.

Tax Issues: PIA supports the Main Street Tax Certainty Act (H.R. 4721/S. 1706), introduced by Sen. Steve Daines (R-MT) and Rep. Lloyd Smucker (R-PA). The Main Street Tax Certainty Act would make permanent the 20 percent tax deduction available to some S corporations, also known as passthrough corporations.

Following the passage of the 2017 tax reform law, which made available a deduction of up to 20 percent for “agents,” PIA successfully advocated for insurance agents to be included among those eligible for the deduction. Since then, eligible independent agencies have used this deduction to strengthen their businesses and provide for their families. The deduction was an enormously valuable benefit during the unprecedented economic downturn brought on by the pandemic.

Unfortunately, unlike the permanent tax cuts provided to C corporations by the 2017 law, the passthrough deduction as passed is temporary and will expire on December 31, 2025, unless Congress extends it. PIA will continue to urge Congress to provide eligible independent agencies with much-needed financial certainty and stability by making this tax benefit permanent.

Repeal or Reform of the Federal Insurance Office (FIO): PIA supports legislation to repeal or reform the Federal Insurance Office, a federal body overseen by the Treasury Department. Congress created the FIO in the 2010 Dodd-Frank Wall Street Reform and Consumer Protection Act, and it is an ongoing threat to the successful state insurance regulatory system.

To prevent the continued expansion of the FIO’s authority, and to prevent its further intrusion on states’ power to regulate the business of insurance, PIA supports the FIO Elimination Act (H.R. 2933/S. 1694), which was introduced by Rep. Ben Cline (R-VA) and Sen. Ted Cruz (R-TX).

In addition, PIA strongly supports efforts to reform the office by significantly narrowing the scope of its power. Rep. Scott Fitzgerald (R-WI) and Senator Katie Britt (R-AL) recently introduced the Insurance Data Protection Act (H.R. 5535/S. 3349) with PIA’s strong support . This legislation will meaningfully reform the FIO by removing the FIO Director’s subpoena power.

For a deep-dive look at these and other key PIA issues of focus, visit the PIA Policy Priorities webpage: https://www.pianational.org/advocate/issues-of-focus/

News Brief

States, NAIC Issue AI Bulletins

States across the country are beginning to issue bulletins on the use of artificial intelligence (AI). Their actions follow the December issuance of a Model Bulletin on AI by the National Association of Insurance Commissioners (NAIC).

Connecticut Insurance Department (CID) Commissioner Andrew N. Mais announced the release of a bulletin addressing the use of Artificial Intelligence (AI) systems by insurers licensed to do business in Connecticut. Bulletin No. MC-25 sets forth guidelines for insurers’ governance of the development, acquisition, and use of certain AI technologies and systems and advises insurers of the type of information and documentation that the department may request in the context of market conduct investigations and examinations.

“In the ever-evolving realm of technology, this bulletin provides insurers with guidance to responsibly navigate the complexities of AI and helps ensure accurate, fair, and transparent outcomes for consumers,” said Mais.

Friends and Colleagues Mourn the Loss of Andrew C. Harris, Sr.

It is with profound sorrow that we note that Andrew C. Harris, Sr., former PIA National President (2012-2013), passed away on Jan 22, 2024.

Insurance Customers Still Prefer Human Interaction

Interest in using apps to purchase or switch insurance has increased, but once a policy is in place, 44% of customers still prefer human interaction, according to the recent Consumer Insights Survey from Duck Creek Technologies. Regardless of the method they use to purchase their policy, 93% of insureds said they are confident they have the proper coverage for their needs.

about other products at least once a year.

Harris made a significant impact on the insurance industry over the course of his 48-year career. He served as president of PIA of New Jersey from 1998-99, and then as president of PIA National from 2012-13. He then continued to serve on the PIA National Executive Committee for an additional ten years as an advisor to PIA National presidents.

The survey also found that chatbots are an unpopular form of communication in any part of the insurance buying process, and insureds are best served when offered a range of communication options to suit their individual needs.

Andy’s positive influence on PIA and its members and staff cannot be overestimated.

Another Major Insurer is Halting New Policy Sales in California

Andy leaves behind his loving wife, Rosemary, son Andrew Jr. and his wife Kim, son Gregory and his wife Melecia, four grandsons (Logan, William, Tyler and Garvey), brother Alan and his wife Dolores, brother William and his wife Patricia, four nieces and his many PIA colleagues and friends.

The survey saw an increase in the number of insureds who claimed they hadn’t heard from their insurer at all over the course of a year; up from 34% in 2022 to 45% in 2023. And while it could be easy to assume that insureds leaning toward digital insurance shopping means they prefer to keep contact with their insurer to a minimum, 82% of insureds want to hear about new services from their provider and 75% want to hear

On June 2, Allstate formally announced it has stopped issuing new property and casualty insurance policies in California, a move it made months before the announcement. Allstate joins State Farm General Insurance Company which on May 26 announced it will temporarily stop writing new homeowners’ and certain commercial insurance policies in California. Allstate quietly stopped issuing new policies in California months ago, but didn’t announce the move until June 2.

The announcement by State Farm prompted the California Department of Insurance (CDI) to issue a Consumer Alert, noting that “while the California Department of Insurance cannot legally control a company’s business decision, we can help Californians navigate their options.”

overtook younger ones in mid-February.

Life Insurance Premiums Set Record for Third Year

Life insurance new direct premiums written in the U.S. hit a record $15.6 billion in 2023, marking the third consecutive year of record-setting profitable growth, according to a preliminary sales survey conducted by the Life Insurance Marketing and Research Association (LIMRA).

Growing construction costs, which are outpacing general inflation, increasing catastrophe exposure and a difficult reinsurance market were the impetus for the move, according to State Farm. Allstate said in a statement, “The cost to insure new home customers in California is far higher than the price they would pay for policies due to wildfires, higher costs for repairing homes, and higher reinsurance premiums.”

With 60% of companies reporting sales growth last year, the industry anticipates a continued uptick in the number of policies sold, potentially fueled by falling inflation rates and diminishing economic uncertainty.

More People Are Shopping for Auto Insurance

NAIC Announces 2024 Strategic Priorities

The National Association of Insurance Commissioners (NAIC) has announced its 2024 strategic priorities. NAIC Members annually finalize the priorities and discuss potential work plans after assigning committee responsibilities.

According to a new LexisNexis Insurance Demand Meter report, more policyholders are shopping around for auto insurance coverage. The report showed that the rate of new policy growth rose 17% in the first quarter of 2023 compared to the first quarter of 2022, and the shopping growth rate increased 10.2% compared to Q4 2022’s 2.8%. Twenty-seven percent of drivers aged 66 and up led the way, compared with 21% of those aged 36 to 65. The biggest growth early in the quarter was seen in the 36 to 45 age group, but older shoppers

The NAIC 2024 Priorities (in alphabetical order) are: Climate Risks/Natural Catastrophes and Resilience; Insurer Financial Oversight and Transparency; Marketing of Insurance Products; Race and Insurance, Financial Inclusion, and Protection Gaps; and Use of AI by Insurers and Cyber Risk.

PIA’s Hemphill Named to Insurance Journal’s Agents of the Year

US-U.K. InsurTech Corridor Expands

Gerald Hemphill, immediate past president of PIA National, has been named to Insurance Journal’s Agents

of the

Year

Six U.K.-based insurtech businesses have been announced as the newest additions to the InsurTech Corridor program initiative is a partnership between the Connecticut Insurance and Financial Services trade association, the Connecticut Insurance Department, the MetroHartford Alliance, the U.K. Department of Business and Trade, InsurTech UK, and the Connecticut Department of Economic and Community Development.

Since its launch last year, InsurTech Corridor more than a dozen UK insurtechs to prepare for entry into the US market, test their proofs of concept and products and make connections in the US insurance network. Last month, the program opened to US insurtechs wishing to investigate the U.K. insurance sector.

The annual report recognizes 20 agents from across the country “who defined what it meant to be a successful independent agent in 2023. These agents are more than top sellers. While they have achieved impressive success in sales and demonstrated laudable business intelligence and entrepreneurial skills, they also have shown they have a passion for what they do and a commitment to professionalism and, in many cases, specialization. For them, being an insurance agent is more than a job.”

“I am truly honored and grateful to work in an amazing industry,” said Hemphill. “To be recognized in this capacity is beyond humbling. I am grateful to be surrounded by fantastic individuals that together push the bar! Thank you Insurance Journal for this recognition.”

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

THE PIA PARTNERSHIP COMPANY PROFILE

THE PIA PARTNERSHIP IS A GROUP OF CARRIERS FOCUSED on creating tools and programs for independent agents. The carrier council, as it’s also known, has been part of the PIA for 25 years. Partnership members are dedicated to strengthening and growing the independent agency system by talking about important issues, collaborating with PIA leadership and members on the solutions, and providing practical tools, material, and events.

Over the next several issues, we’ll be profiling PIA Partnership members.

www.thepiapartnership.com

RICK PIERCE, CPCU, AAI

Director, National General Insurance, an Allstate company

National General is a member of The PIA Partnership.

Why is your company involved with the PIA Partnership?

National General knows that successful Independent Agents are our key to successful growth and profitability for our company. We work hard to provide competitive—and needed—products and easy to use systems for our agents. PIA National and local affiliates play a huge role in providing tools and resources focused on running an agency and insurance education that makes agents successful. We are eager to support these efforts with the knowledge and resources we have.

Carriers, like National General, cannot be successful without the skills and distribution an agency provides. The PIA Partnership brings carrier and agency leaders together to share and work on challenges and opportunities. It’s a perfect marriage.

What are some of your favorite programs produced by the PIA Partnership?

Winning@Talent, and more recently Winning@Customer Retention, are vital to EVERY Independent Agency, no matter the size or the type. They are great programs and each includes many resources and tools that help agents recruit, motivate, and keep employees, and grow and retain customers.

How is does the Partnership create ways for agents and carriers to work together?

It’s not enough just to tell a story or expose an opportunity. The Partnership provides real-time actionable solutions and metric-based tools an agency can deploy immediately.

The advisory board is made up of leaders from across the country. They are “hands on” industry people that share the voice of the customer and the voice of an agency with carriers in unfiltered and honest ways.

THE PIA PARTNERSHIP COMPANY PROFILE

THE PIA PARTNERSHIP IS A GROUP OF CARRIERS FOCUSED on creating tools and programs for independent agents. The carrier council, as it’s also known, has been part of the PIA for 25 years. Partnership members are dedicated to strengthening and growing the independent agency system by talking about important issues, collaborating with PIA leadership and members on the solutions, and providing practical tools, material, and events.

Over the next several issues, we’ll be profiling PIA Partnership members.

www.thepiapartnership.com

RICKY C. JONES

Regional President, Enterprise Distribution Management, Metro Region, Travelers

Travelers is a member of The PIA Partnership.

Why are you engaged with The PIA Partnership? Why is your company involved?

I have been involved with The PIA Partnership for about three years and am serving as the organization’s partnership chair in 2023. At Travelers, we see independent agents are a vital part of our industry and want to support this channel fully, lending expertise and guidance to help agents run successful businesses.

Additionally, the size and scope of Travelers’ business enables us to provide thought leadership and a vast amount of expertise and guidance to support independent agents.

Why is it important to you (and to your company) to support independent agents?

The industry is changing rapidly, and we are committed to helping independent agents navigate through this transformation. We sell the majority of our business through the agent channel, so it’s critical that we engage with them to ensure they know we value their partnership. We’re investing in technology that deepens our sophistication and makes it easier for agents to engage with us and helps ensure agents and customers can access us when, where and how they want.

For example, we are actively focusing on the agent experience, ensuring our tools are as simple and easy to use as possible. We integrate our data and processes into major agency management systems to streamline work. We enable separate APIs for agents and brokers that have the technology. We also believe in sharing data with our agents and brokers so they can leverage their own analytics.

What are some of your favorite programs produced by The PIA Partnership?

I especially like the “Winning@” training series, which cover topics from recruiting and retaining talent to improving customer service and protecting against cybersecurity threats. These website modules are excellent resources for independent agents large and small, and give agents access to important information and solutions that might not otherwise be available to them. I’m proud of how The PIA Partnership has collaborated on these assets to help agents across the U.S.

Your Agency’s Sales Machine

Agencies take different paths, but the ultimate goal is the same: sales success. We take a look at the paths several successful agencies have taken to achieve their goals.

Most insurance agents are driven by sales. It’s clear in the way they talk. Sit down with any agent and you can have a conversation about their customers, what’s happening in their customers’ lives, and what they care about, and how the agency is serving them. They’re focused on the customers’ needs.

But there’s no one size fits all when it comes to sales. Some sell via teams of producers, some agents do all the selling themselves, and others work with partners. There are lessons for all in each of these methods.

We talked to three agencies as part of the PIA Partnership’s Thinking Bigger program (PIAThinkingBigger.com). They focused on selling different ways, with the ultimate objective of growing their businesses.

Motivating the team

Jason Kilgo, Founder of KilGO Insurance in Midlothian, VA, understands the value of building a team and inspiring them to win. He has optimized coaching to create an agency that excels at selling insurance.

“It took me many months to come up with KilGO’s true why,” explains Kilgo. “I had to dig deep to figure out our values and mission statement. But then it became clear. We’re helping people live life confidently.”

“We’re helping people live life confidently.”

-Jason Kilgo

For Kilgo, it all starts with the hiring process. He hires really good people who care about how to treat people and help them manage risks. These are people who go the extra mile. He looks for those who have a passion for what they do. “I bring on board go-getters who want to make a difference,” he said.

Throughout the interview process, the agency explains its expectations and focuses on assessment. This includes a 12-step process which involves seeing candidates on video and reviewing an email they compose.

“We’re looking to see their energy levels and whether or not they’re positive. We set up role-play as part of the

Jason Kilgo, Founder of KilGO Insurance

interview process for this reason,” he explained. “We want to see where their sales skills are and if they can offer value as well as build rapport on phone calls. We can teach someone insurance. We’re looking for the things that are not teachable.”

According to Kilgo, “Getting hired at the agency is a big deal! We’ve created baskets of their favorite things, gift cards, shopping sprees, and more. We want them to feel special and comfortable that they made the best decision.”

“Once employees are on board, it’s important to review the vision at every meeting,” said Kilgo who noted that the agency generally closes sales on the initial call with prospects. “That’s not an easy task—it means we have to talk to prospects, and we have to listen. Our expectations are high, but our new hires are ready and driven to accomplish them.”

Asking questions and telling stories are critical to KilGO’s one-call close method. “We start off asking prospects about their lifestyles and the risks they face. We’re in discovery mode. This ultimately leads us to talking about the umbrella policy. And sometimes we’re educating the prospect about what an umbrella policy is,” he said.

After the questions comes storytelling. According to Kilgo, “People often ask us how do you come up with all your stories about umbrella insurance? To me, it’s easy. I call the underwriters I work with. I call the claims representatives. They share the craziest umbrella stories, and we share them with the prospects.”

This does two things. It engages the prospects, and it makes insurance memorable. “Once that happens, they understand the impact of the insurance they’re buying and it’s an easy close from there,” he explained.

“We partner with accountants, financial advisors, and realtors and have grown the agency significantly.”

-Lisa Hamm

The business of partnerships

Lisa Hamm, President of Clyde Paul Insurance Agency

Lisa Hamm, President of Clyde Paul Insurance Agency in Summit, NJ, has no producers and sells completely via partnerships, or as she calls them, Centers of Influence. “We partner with accountants, financial advisors, and realtors and have grown the agency significantly,” according to Hamm. “I’m a CPA, so it was natural for me to partner with accounting firms, Hamm explained. “And once we connect to a partner, it often develops into a long-term relationship. They don’t just bring one client, but they provide multiple clients over many years.”

Your Agency’s Sales Machine

CONTINUED FROM PAGE 11

One of the key questions Hamm is often asked relates to how she compensates the partners. “It’s actually not about referral fees or compensation at all,” she said. Instead, partners are looking for a strong insurance agency that they can really trust with their clients. They make money providing their own services and want to make sure they’re handing off those clients to someone they can trust.

Working with partners has also created opportunities for Clyde Paul to scale, quickly. According to Hamm, this allows her to compensate the team as true professional advisors, focused not on commissions, but on doing the right thing for clients. And the fact that she isn’t paying commissions has enabled her to grow aggressively in key areas.

And Hamm’s team has a 100% close ratio. “We focus on the risks where we know we can excel,” she said. “This frees up our time to work on business we know we’re going to close. This way we write the business we know we can do well. And we don’t chase things that are speculative.”

Working with partners requires both two-way education and great communication. “It’s been really important that we have individual conversations with our partners about the hard market and what’s happening in the insurance space right now. In the past, COVID 19 and various hurricanes have also been important parts of the discussion,” she said.

Hamm explained that the communication is a two-way street. “We also need to stay up to date with what’s going on in their worlds. If a partner trusts you with its client, it’s

“The sentiment score tells us how happy—or unhappy—a client or prospect really is.”

-Chris Paradiso

imperative to keep them in the loop—and vice versa. We all need to stay involved and understand the direction. That’s what makes it a win-win-win. Focusing on the clients’ needs above all—that’s the recipe for success.”

Integrating AI into the sales process

For Chris Paradiso, Owner of Paradiso Insurance and Financial Services in Stafford Springs, CT, a big part of sales—and customer retention—is technology. He uses AI and sentiment analysis to tell him how his clients and prospects are feeling about the agency. In fact, every client of his agency receives a sentiment score which is compiled from customer emails and phone calls.

“The sentiment score tells us how happy—or unhappy—a client or prospect really is,” explained Paradiso. “This enables us to be very proactive. For example, 90 days prior to a renewal, we’re looking at the scores and determining the likelihood that a client will renew. We reach out to all of those with lower scores quickly to see how we can turn things around.”

AI also makes recommendations for products to sell. According to Paradiso, “We see a lot of cyber and EPLI suggestions, very specific to the clients. When it comes to personal lines, the technology will point out opportunities to sell sewer and water backup, for example.”

Another AI focus is on umbrellas and matching household income to higher umbrella insurance. “AI provides really good recommendations that allows our team to do a really great job,” said Paradiso.

When it comes to insurance agency sales—there’s no single approach. There are a variety of tools every agency can apply to grow the business, and every one can take away something from them.

Chris Paradiso, owner of Paradiso Insurance and Financial Services

TO ACCESS ANY BENEFITS PLEASE VISIT: PIANATIONAL.ORG

Business-building tools

PIA Propeller. The completely automated way to sell surety bonds. pianational.org/propeller

Hartford Flood Insurance. Easy enrollment, your dedicated local sales directors and book transfer/rollover team, training/CE, free certified zone determinations, 24/7 claims reporting and special PIA member commissions regardless of volume. pianational.org/hartford

PIA Member Reimbursement Program. PIA is here to help your agency get back to business. Receive reimbursements on PIA marketing and PIA Partnership programs (up to $250 per program, for a total of up to $500). pianational.org/moneyformembers

PIA DMV: PIA’s Direct Marketing Vault. A one-stop shop for direct mail and digital advertising services. Customizable postcard templates are available to use with the USPS Every Door Direct Mail Program and Targeted Direct Mail. Double your impact with add-on digital advertising services. pianational.org/piadmv

Marketing Support for PIA Members. Market your agency using PIA’s print advertisements, social media support, and consumer-facing marketing content for your clients and prospects. Plus a guide with tips from industry experts. pianational.org/marketingsupport

Disability Insurance. PIA is excited to partner with Breeze to help members sell disability insurance. With instant quotes, an online application process, and case management done for you, Breeze makes it easy to earn competitive commissions and grow revenue by offering top-rated disability insurance to clients. pianational.org/breeze

PIA Logo and Signature Block for Members. Showcase your creditability as a professional independent insurance agent -- use the PIA member logo on business cards, signage, promotional materials, and more as well as the PIA signature block in your emails.

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! pianational.org/avyst

Rough Notes Advantage-Plus. Helps identify risk exposures and provides detailed coverage analysis for C/L and P/L. Save $200/year with PIA member discount. pianational.org/roughnotes

Insurance products

E&O Insurance. Professional liability, errors and omissions insurance. With access to multiple markets with differing appetites, including admitted and non-admitted markets, chances are we can find the coverage and price that’s right for you, even if you have a more unusual risk. pianational.org/eando

PIA Agents Umbrella Program. Excess insurance protection includes E&O and business liability coverage, with available endorsements for EPLI and personal coverage. Coverage not available in all states. pianational.org/umbrella

Cyber Insurance. PIA is proud to offer robust coverage tailored to small and mid-sized businesses. Coverage is available for you to purchase and also to sell. pianational.org/cyberinsurance

Cutting-edge Communications

PIA Connection Magazine. Award-winning publication providing PIA analysis from the agent’s perspective. pianational.org/piaconnection

PIA Advocacy Blog. Timely updates about what’s happening on Capitol Hill and on state and federal regulatory issues. PIAAdvocacy.com

PIA in the News. PIA is the go-to, authoritative source for the independent agent’s point of view across a wide swath of influential industry media.

TO ACCESS ANY BENEFITS PLEASE VISIT: PIANATIONAL.ORG

The PIA Partnership

The PIA Partnership is a joint effort of leading insurance carriers and PIA. PIA and the companies belonging to the partnership work together to develop hands-on tools for PIA members. pianational.org/piapartnership

Thinking Bigger. From sentiment analysis to getting the most out of your data, The PIA Partnership’s new Thinking Bigger program connects agency leaders to others who are using innovative approaches to grow their businesses. pianational.org/thinkingbigger

Winning@Customer Retention. Designed to help you improve customer service and retention with resources to track client retention rates, segment, and communicate with your customers. pianational.org/customerretention

Winning@Cybersecurity Defense. An action-oriented educational resource created to teach you and your 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. pianational.org/cybersecurity

Winning@Virtual Sales and Service. Modern agents must be prepared to sell and service virtually. This program addresses how your agency should transform themselves to take advantage of modern technology and changing consumer expectations caused by changes in technology. pianational.org/winningatvirtual

Ready For Everything. This hub brings together resources for crisis planning and preparation, so that you can survive any crisis. pianational.org/readyforeverything

Winning@Talent. Your guide to hiring, motivating, and retaining the best agency employees. pianational.org/winningattalent

Agency Journey Mapping. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. pianational.org/agencyjourneymapping

Small Commercial — the Digital Opportunity. A variety of resources that help you increase your digital capabilities and improve the digital experience for your customers. pianational.org/digital

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

Agency Management Tools

PIA 401(k). The PIA 401(k) plan is easy to administer,offers minimal fiduciary responsibility, is low-fee and lowcost. It has you covered by performing over 90% of administrative tasks and becoming your retirement department support team. pianational.org/401k

PIA Ascend. Simplifying payments to increase customer retention and team efficiency - improving your agency’s bottom line. pianational.org/ascend

PIA Blueprint for Agency Success. Your 3-part resource guide for business planning, growth strategies, and agency continuity. pianational.org/blueprint

ACORD Forms End User Licenses. Available for free if you qualify and access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program. pianational.org/acord

Agency Agreement Review Service. Free to you and carriers, PIA recommends changes to carriers and highlights concerns for members so you can make informed decisions about the agreements you sign. pianational.org/agreementreview

Hire with IdealTraits. The comprehensive, go-to hiring tool to help you hire top performers. pianational.org/idealtraits

Employee Profiling. Hire the right people with skills and personality testing from OMNIA. pianational.org/omnia

The Agent Experience. Practical information and resources to help you develop and grow customer relationships online. pianational.org/agentexperience

Free subscriptions to industry publications.

Top Tier Education.

PIA members have access to and receive discounts on pre-licensing courses, designation classes, including Certified Professional Insurance Agent (CPIA), and continuing education courses.

Legislative & Regulatory Outreach

PIA National represents members’ interests in state capitals and in Washington, D.C. to ensure that lawmakers and regulators understand and support the independent agency system. That’s why PIA actively works with Congress and the Executive branch to ensure that your voice is heard when policymakers make decisions that impact you.

PIA has one common strategy: always put the interests of agents first! Whether it’s fighting overreach by the Federal Insurance Office, standing up for agent commissions, protecting the vital role that independent agents play in delivering federally-backed crop and flood insurance, protecting small business owners against tax increases, and opposing a ban for noncompete clauses, PIA is your advocate in the halls of Congress, with regulators, and throughout our industry.

In addition, PIA works with Congress on other priority issues like cybersecurity, data security legislation and the Terrorism Risk Insurance Act (TRIA).

PIA National’s advocacy also extends to important organizations like the National Association of Insurance Commissioners(NAIC), state lawmakers through the National Council of Insurance Legislators (NCOIL) and InsureTech standards groups like the Association for Cooperative Operations Research and Development (ACORD), and others — to ensure that the concerns of independent agents are addressed.

Here are some ways you can get involved:

PIA Advocacy Blog. The PIA Advocacy blog is your one-stop shop for timely updates on what’s happening on Capitol Hill and on state and federal regulatory issues. Follow the blog by visiting: PIAAdvocacy.com

PIA Advocacy Day (formerly the Federal Legislative Summit). Every year PIA members gather in the nation’s capital to meet with their elected representatives to discuss issues that are important to independent insurance agents. PIA Advocacy Day gives policymakers and their staffs a chance to hear directly from you, their constituents. Learn more by visiting: PIAAdvocacyDay.com

Grassroots Alerts. To ensure legislators hear the concerns of their constituents, PIA occasionally organizes grassroots campaigns in which PIA members can easily send prewritten, fully-editable letters directly to their elected officials. Send one now by visiting: piagrassroots.com

CONTACT US

Have a question? Not sure how to access a particular program?

That’s what your staff at PIA is for.

Please contact us using the information to the right.

Connect with PIA National facebook.com/PIANational

@PIANational

linkedin.com/company/pianational instagram.com/pia_national

Connect with other PIA members

PIA Political Action Committee (PIAPAC). PIAPAC is the Professional Insurance Agents Political Action Committee. The PAC contributes to the campaigns of candidates to federal office who share our pro-insurance, pro-business perspective and who support our issues. PIAPAC is funded by the contributions of individual PIA members. To learn more visit: piapac.com

PIA Insurance Foundation

The Professional Insurance Agents Insurance Foundation (501(c)(3)) strives to further the insurance knowledge and education of those engaged in the independent insurance agency system. It is also home to the PIA Disaster Relief Fund which solicits charitable contributions and, in turn, provides relief grants to businesses following catastrophic events.

Join the PIA Peers group on Facebook National Association of Professional Insurance Agents 419

membership@pianational.org

pianational.org/contactus

Second Session of 118th Congress a Busy One for PIA Priorities

2024 ushered in the second session of the 118th Congress and it promised to be a busy year on Capitol Hill. It hasn’t disappointed. PIA is working diligently on moving forward key priorities, such as Cannabis Safe Habor for independent agents and ensuring a permanent extension of the 20 percent tax deduction for passthrough entities.

We are also urging the Department of Agriculture to reinstate a badly needed inflation adjustment for crop insurance agents. In addition to these issues, below are some other highlights of legislative activity so far this year.

PIA Urges Clarification of Insurance’s Exemption from CFPB Regulation

PIA, along with other insurance industry stakeholders, sent a letter to congressional leaders in support of legislation to amend the Consumer Financial Protection Act of 2010 to clarify the Consumer Financial Protection Bureau’s (CFPB) regulatory authority within the business of insurance. CFPB was created in 2011 to protect consumers in the financial sector, and its jurisdiction includes banks, credit unions, and other financial institutions and companies operating in the United States.

Title X of the Dodd-Frank Wall Street Reform and Consumer Protection Act (Dodd-Frank) exempted the business of insurance from the authority of the CFPB’s regulatory jurisdiction, underscoring the role of states as the primary regulator of the insurance industry. Legislation to further clarify insurance’s exemption from CFPB regulation would prevent potential future attempts by the CFPB to involve themselves in the regulation of insurance and protect our state-based regulatory system.

PIA is committed to preserving the state regulation of insurance, which has benefited consumers and the industry for over a century. PIA strongly supports legislation that clarifies the exemption of the business of insurance from CFPB regulation and reaffirms the primacy of the statebased regulation of insurance.

PIA Submits Testimony on Flood Insurance for Senate Banking Committee Hearing

The Senate Banking, Housing and Urban Affairs Committee held a hearing on January 25 entitled, “Reauthorization of the National Flood Insurance Program: Local Perspectives on Challenges and Solutions.” PIA submitted written

testimony for the record for the hearing, noting our support for the NFIP because it provides critical flood insurance coverage and post-disaster relief to residential and commercial policyholders.

In its written testimony, PIA noted that property owners rely on the NFIP for essential flood coverage, particularly in high-risk areas, and that the role of the agent is key in delivering the NFIP to consumers. Our testimony also highlighted our ongoing concerns with FEMA’s plans to create its own online sales model and reviewed the reforms we believe are crucial to a successful, long-term extension of the NFIP.

PIA urges Congress to work toward a long-term NFIP reauthorization that will attract and retain policyholders, and in the meantime for Congress to prevent a lapse of the program.

PIA Supports 529 Plan Expansion

PIA supports the bipartisan Freedom to Invest in Tomorrow’s Workforce Act (H.R.1477/S.722), sponsored by Sen. Amy Klobuchar (D-MN) and Rep. Rob Wittman (R-VA). This bill would help American workers access the training and credentials necessary to pursue fulfilling careers, including a career as an independent insurance agent.

The Freedom to Invest in Tomorrow’s Workforce Act would expand expenses covered by flexible education investment accounts, called 529 plans, that are exempt from federal taxes if used to pay for certain educational expenses. This expansion would include coverage of professional training and credentialing programs, such as licenses and certifications necessary to enter and grow within the independent insurance agent industry. It would also provide expanded flexibility for the use of 529 plans, easing the ability to pursue career changes or other preferred career pathways.

PIA strongly supports the Freedom to Invest in Tomorrow’s Workforce Act to make postsecondary training and credentialing programs, including those required in the insurance industry, more accessible.

Jon Gentile is Vice President of Government Relations of PIA National

In PIA Victory, FIO Cancels Climate Data Collection Plan

PIAcontinues to advocate for independent agents’ interests before federal regulatory agencies and state insurance departments. Here are some of our regulatory highlights from the year so far.

NAIC Prevails in Struggle with FIO Over Climate Risk Data Call

In a win for PIA, consumers, and supporters of state-based regulation, the Federal Insurance Office (FIO) announced that it was abandoning its effort to collect data on climaterelated risks from property and casualty carriers. Instead, the NAIC will lead this data collection.

For the past three years, the FIO has pursued this data call as part of the Biden administration’s climate-related financial risk agenda, beginning with its 2021 Executive Order directing the FIO to assess climate risks to carriers and identify possible sources of coverage disruption in areas prone to climate change. More recently, the FIO issued a Notice of Information Collection and Request for Comment on its planned data collection of climate-related financial risk information associated with homeowners’ insurance underwriting.

State insurance regulators are in the best position to know what data to collect and how to collect it. The FIO’s plan would have burdened insurers; collected data poorly designed for nationwide analysis; duplicated state regulatory efforts to gather similar, more usable data; and demonstrated a misunderstanding of carrier reporting requirements. Plus, the FIO’s efforts did not comply with existing federal law, which requires the FIO to request data from state regulators before demanding it directly from insurers.

Replacing the FIO’s plan is a novel arrangement between the FIO, state insurance regulators, and the NAIC, which had previously been pursuing a separate data collection. The FIO will now partner with the NAIC, which will lead the data collection and begin sharing its results with the FIO later this year. The FIO’s overdue acknowledgement that the NAIC is better suited to collect carrier data validates PIA’s concerns about the FIO’s intent to conduct this data call. The NAIC, which routinely engages in industry data collection, is likely to do so in a way that minimizes the burden on insurers and gathers valid, usable data.

FEMA’s NPN Mandate for NFIP Policies Presents Challenge in Five States

The Federal Emergency Management Agency (FEMA) recently announced its intent to begin enforcing a requirement that every National Flood Insurance Program (NFIP) policy—both new and renewing—include both an agent and an agency National Producer Number (NPN). The announcement came via Bulletin W-23005 and applies to all NFIP policies with an effective date after January 1, 2024.

Five states—Iowa, Rhode Island, Tennessee, Vermont, and Wisconsin—do not require domiciliary agencies to obtain business entity (BE) licenses and thus do not require them to have agency NPNs. The five insurance departments offer optional BE licenses, but none require them. As a result, agencies domiciled in those states are less likely to have an agency NPN, particularly if they are not engaged in the sale, solicitation, or negotiation of insurance policies outside their home states.

PIA members selling NFIP policies in the affected states are encouraged to:

1. Reach out to your Write-Your-Own (WYO) partner(s) to ensure that their systems are able to accommodate both types of NPNs

2. Ask your WYO partner(s) how they are handling policies in states where agency NPNs are not required

3. Contact your domiciliary insurance department to begin the process of obtaining a BE license/ agency NPN

According to FEMA, this year, NFIP policies without agency NPNs will not be invalidated or non-renewed. However, we cannot predict when FEMA will begin enforcing this requirement. Plus, agencies requesting BE licenses for the first time are likely inundating regulators in the affected states, which may lead to a slowdown in those states’ issuance of BE licenses.

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

Your PIA Member Benefits

BUSINESS-BUILDING TOOLS

✦ 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. pianational.org/hartford

✦ PROPELLER. The completely automated way to sell surety bonds. pianational.org/propeller

✦ DISABILITY INSURANCE. With instant quotes, an online application process, and case management done for you, Breeze makes it easy to earn competitive commissions and grow revenue by offering top-rated disability insurance to clients. pianational.org/breeze

✦ 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). pianational.org/moneyformembers

✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. pianational.org/cyberinsurance

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦ THINKING BIGGER. From sentiment analysis to getting the most out of your data, The PIA Partnership’s new Thinking Bigger program connects agency leaders to others who are using innovative approaches to grow their businesses. pianational.org/thinkingbigger

✦ WINNING@CUSTOMER RETENTION. Designed to help you improve customer service and retention with resources to track client retention rates, segment, and communicate with your customers. pianational.org/customerretention

AGENCY MANAGEMENT TOOLS

✦ ASCEND. Simplifying payment to increase customer retention and team efficiency - improving your agency’s bottom line. pianational.org/ascend

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

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

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

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

M

✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. pianational.org/dmv

✦ MARKETING SUPPORT FOR PIA MEMBERS. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. Plus a guide with tips from industry experts. pianational.org/marketingsupport

✦ 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! pianational.org/avyst

✦ ROUGH NOTES - ADVANTAGE PLUS. Helps identify risk exposures and provides detailed coverage analysis for C/L and P/L. Save $200/year with PIA member discount. pianational.org/roughnotes

INSURANCE PRODUCTS

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

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

✦ WINNING@CYBERSECURITY DEFENSE. An action oriented educational resource created to teach you and your 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. pianational.org/cybersecurity

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

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

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

✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. pianational.org/agencyjourneymapping

✦ SMALL COMMERCIAL and the DIGITAL OPPORTUNITY. A variety of resources that help agents increase their digital capabilities and improve the digital experience for their customers. pianational.org/voiceofthecustomer

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

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

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

EDUCATION

✦ TOP TIER EDUCATION. PIA members have access to and receive discounts on prelicensing courses, designation classes, and continuing education courses.

LEGISLATIVE & REGULATORY OUTREACH

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

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

✦ PIA ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. pianational.org/advocacyday

✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, pro-business perspective and who support our issues. pianational.org/piapac

By offering a white-labeled surety bond platform backed by “A” rated carriers, Propeller makes it easy to search for, purchase, and distribute bonds while earning a competitive commission and growing your surety revenue through a lead generation-based model.

Agency Perks:

• 30% Commission on all bonds, new and renewal: Contract, Commercial and Fidelity.

• Performance Plus Program offering up to $1MM in credit-based underwriting for Contract Bonds.

• Book Roll Bonus Program providing agents a large bonus in addition to the 30% commission on bond purchases for rolled books of business.

• A library of 7,000 bonds available with dozens more being added each month.

• Free access to technology, surety markets, and surety experts allowing your agency to become a great bonding resource overnight

• An MGA licensed in all 50 states.

Propeller Bonds is an insurtech MGA/MGU equipped with a proprietary instant issue surety bond platform. The platform currently houses 7,000 Contract, Commercial and

Fidelity surety bonds, with hundreds (potentially thousands) more anticipated to be added by the end of 2023. Propeller private labels the platform for insurance agencies, allowing agents to either purchase bonds for clients or by empowering clients to purchase bonds directly. Agents are compensated for all purchases via their unique site link. The company partners with highly respected “A” rated carriers.

Propeller’s partnership model focuses on delivering its proprietary, white-labeled technology to agencies which will automate the entire surety bond process, a process which is historically maligned by paper-intensive and time-consuming activities. In addition to the technology, partner agencies also receive market access to over two dozen sureties and a full-time surety staff, making Propeller a bolt-on surety department for the insurance agency, all at no cost. Agents who purchase bonds through their agency URL receive a 30% commission on all bonds, have zero credit check/credit card fees associated, and can have bonds issued in minutes, not hours.

PIA Affiliates

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

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

ARIZONA 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

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

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

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

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

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

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

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

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

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

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

KANSAS Kansas Association of Professional Insurance Agents, 5200 SW Huntoon Street, Ste B | Topeka KS 66604 | PHONE: (785) 232-4143 | FAX: (785) 232-0272 e-mail: office@kansaspia.org | Web Site: www.kansaspia.org

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

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

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

MARYLAND Insurance Agents & Brokers of Maryland, 650 Wilson Lane, Suite 200, Mechanicsburg, PA 17055-4440 | PHONE: (717) 795-9100 | FAX: (717) 795-8347 | e-mail: iab@iabforme.com

Web Site: www.iabforme.com

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

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

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

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

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

Web Site: www.moagent.org

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

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

NEVADA 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

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

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

NEW MEXICO 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

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

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

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

Web Site: www.piand.com

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

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

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

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

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

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

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

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

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

TEXAS | PIA of Texas 5605 N. MacArthur Blvd. Suite 1000, Irving, TX 75038 | PHONE: (972) 862-3333 | FAX: (972) 307-7888 | e-mail: vicki@piatx.org | Web Site: www.piatx.org

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

Web Site: www.uaiia.org

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

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

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

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

WISCONSIN PIA of Wisconsin, Inc., 725 Heartland Trl Ste 108, Madison, WI 53717-1976 | PHONE: (608) 274-8188 | (800) 261-7429 | FAX: (608) 274-8195 | e-mail: phanson@piaw.org | Web Site: www.piaw.org

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

Working From Home? Here Are Five Security Tips

The PIA Partnership Program—Winning@Cybersecurity Defense (pianational.org/ cybersecurity)—helps educate your agency about cybersecurity.

Working from home has been an adjustment for everyone. Many of us have not only shifted our work environments, but we also have to make sure we’re working securely. In your agency’s office, you are operating on a secure network that has firewalls to prevent hackers from getting in. But at home, you and your devices are more vulnerable–and bad actors are aware of it. Ransomware has grown 600% since 2015 and nearly half of all organizations have been hit.

Here are five ways to avoid an attack when you’re working from home:

1. Be on alert for phishing scams that seek to infiltrate your computer

Phishing scams are one of the most common forms of attack. These can come via email or text asking you to open a tainted attachment or click a virus-laden link or via phone asking you to divulge personal information. Hackers have also gotten very good at making these messages appear like they are coming from legit sources. Top items to watch out for include:

• Generic language, such as Mr. or Ms., Sir or Madame

• Bad grammar, language, or punctuation

• A sense of urgency

• Requests for sensitive information, especially via email or text

Keep a reminder of these warning signs by your computer. If you ever are unsure if an email is legit, before clicking a link or opening an

attachment double check. Find an actual person from the organization that supposedly sent the message and confirm that they did in fact send the note. If you do uncover a scam email, let others at your agency know so they can be on the lookout.

2. Separate work devices from personal devices

Keep your work devices and personal devices separate. Ask your agency if they will provide you with a phone to use while at home. A number of agencies us VoIP (Voice over Internet Protocol) which allows you to receive calls no matter where you are. These systems usually come with designated phones. For more information on VoIP services visit Winning@Virtual (pianational.org/ winningatvirtual)

Make sure your work computer is only used for work. Don’t allow your kids to use it for schoolwork. Any leisurely internet browsing, online shopping or social media activity should be done on personal devices.

3. Avoid public Wi-Fi.

If you need a change of scenery and want to go down to the local coffee shop to do some work, don’t log onto the public Wi-Fi. These networks are unsecure and data shared on them can be accessed by others. If operating outside of your home or agency office, use your phone as a personal hotspot – but make sure it has a strong password and select WPA2 network security.

4. Update your devices.

Don’t ignore software updates on your computer or your smartphone.

As software developers uncover security flaws in their programs, they create patches to fix them which they deliver to users via system updates. Whenever a device prompts you to update, accept them. If you are in the middle of something and aren’t able to do the update immediately, reschedule it for that evening. Most updates will give you an option to postpone.

5. Make sure video conferences are secure.

We have all become so comfortable with videoconferences, and they are great ways to maintain face-to-face interactions when being remote. But these can also be susceptible to hackers. For example, during the pandemic, Zoombombing, became a trend, as uninvited participants found ways to access and disrupt meetings.

Require participants to enter a password to enter a meeting. If your program has a waiting room capability activate it, so the host has the final say in who is allowed to participate in the meeting.

Learn more and how PIA can help with Winning@CyberSecurity Defense at: pianational.org/ cybersecurity

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