PIA Connection: Wayne White: A Life of Industry Leadership

Evolve Your Sales & Service With Winning@Virtual

pages 10-11 2021 V3

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Wayne White: A LIFE OF INDUSTRY LEADERSHIP

PIA MEMBER BENEFIT SPOTLIGHT:

Essential Information You and Your Clients Need to Know About Cyber page 17

AGENTS OF

Resilience

Leading the way—and growing—together Thanks to you, our hardworking agent partners, we’ve long been the #1 personal auto carrier in the independent agency channel.

Even more exciting, we’re now the #1 overall personal auto insurer in seven states and we hold the #2 spot in more.* Your commitment to our mutual customers, especially during these challenging times, is truly remarkable, and we’re incredibly proud to keep growing with you.

As we strive to become both consumers’ and agents’ #1 choice for auto, home, and other insurance, we’ll continue to provide you with the tools, resources, and services that you need to grow your business and your bottom line. Because strong partnerships are the best way to an even stronger future.

To learn more, search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.

*No. 1 by written premium from NAIC’s 2019 P&C Ins. Market Share Report. 20A00781.AD (12/20)

2021 V3

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PAGE 14

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

CONTENTS NEWS BRIEF 6-7 Traffic Deaths Up 8 Percent Despite Less Miles Travelled…PIA Supports Tax Certainty Act…Hartford Rejects Chubb Buyout Offer…

Concerns About BI Claims Across the Pond…COVID-19 Travel Insurance Becoming More Popular…Forecasters Mull Starting Hurricane Season Earlier…

CAPITOL HILL UPDATE Employment Status of Agents Threatened, FIO Repeal Bill Introduced; COVID Rescue Plan Approved; 2020 PIAPAC Chairman’s Challenge.

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EVOLVE YOUR SALES & SERVICE WITH WINNING@VIRTUAL 10–11 A Pia Partnership Program.

COVER STORY A LIFE OF INDUSTRY LEADERSHIP A Profile of PIA National President Wayne White.

13, 15

PIA SUPPORTS CANNABIS SAFE HARBOR LEGISLATION To protect insurance agents who do business with cannabis-related enterprises in states in which such businesses are legal.

14

CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com March 2021 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2021 All rights reserved.

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

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

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

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

PIA CONNECTION | www.pianet.com

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

Cover image: iStockphoto

2021 V3 | 3

iStockphoto

PIA CONNECTION

PIA SUPPORTS CANNABIS SAFE HARBOR LEGISLATION

Good Business Decisions Help An Agency Succeed and Secure Its Future.

PIA membership gives you access to resources, products, and services designed to make it easy for you to run your business—not only day-to-day but with strategic planning for the future.

OVERALL VALUE

$25,000+

$5,200+

Business-building tools - Numerous tools to build your business and

grow from PIA Market Access to eForms Wizard to the PIA Member Reimbursement Program, and more!

$7,500+

Agency Management Tools - Manage with efficiency using resources like

$1,000+

Advocacy - PIA fights for agents in state capitals around the country and in

the PIA Blueprint for Agency Success, hiring tools, and more. And, let PIA take care of your ACORD End User License fees!

Washington, D.C. PIA’s daily vigilance has achieved tax relief for agencies, permanent repeal of the Cadillac Tax, introduction of bill to repeal the Federal Insurance Office, and more.

PIA

MEMBERS

EARN MORE PIA members can

$300+

Education - Ample opportunities to earn designations and stay current with

CE and licensing requirements.

EARN

1,000+

$

PER MONTH

$11,000+

$$$

PIA Member Exclusives! - Access to PIA Connection magazine,

the PIA Advocacy Blog, tools from The PIA Partnership, discounts, community and networking opportunities, and more!

Credibility - PIA covers the insurance industry through articles and commentary

PRICELESS

to make sure the views of independent agents are accurately represented.

more in commissions when they write business with PIA Market Access, PIA’s flood program with The Hartford, and PIA Cyber Insurance.*

The above is a snapshot of the many PIA member benefits available through a PIA membership to help you save money, maximize commissions, and grow your agency.

MAKE A GOOD

DECISION TODAY

JOIN PIA!

AND

For more information about PIA membership, or to join now, visit: www.pianational.org *The availability and effectiveness of any of the named programs depend on each agent’s individual circumstances. Many features, including applicable state law and regulation, may cause individual results to differ from those of this hypothetical PIA member, and these results are not necessarily indicative of future commission earnings. Results will vary by agent, location, regional market variations, and other factors. This example is for informational, illustrative, and educational purposes only. Members or prospective members should not assume their commissions will equal or exceed those in the example shown above. The specific products listed in the example may not be available to all PIA members and do not represent all PIA products. The market for and availability of each product may vary among and even within states.

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www.pianet.com | PIA CONNECTION

FROM THE PRESIDENT AS IT HAS ALWAYS BEEN, PIA’S ADVOCACY IS unabashed, aggressive and effective. Our top priority is supporting legislation and regulation that benefits PIA members and opposing measures that would disadvantage us. It’s that simple.

PIA’s advocacy has directly led to key wins for agents over the past several years, including but not limited to: the introduction for the first time of legislation to repeal the Federal Insurance Office (FIO); keeping cuts to agent commissions out of legislation to reauthorize the National Flood Insurance Program (NFIP); defending crop insurance against attempts to cut the program; laying the groundwork that led to the 2019 repeal of the 40 percent health excise tax, the socalled “Cadillac Tax,” on employer sponsored healthcare; and securing a 20 percent tax deduction for the many independent insurance agencies organized as sole proprietorships, partnerships, or Subchapter S corporations.

Looking ahead, PIA supports: the long-term reauthorization of the National Flood Insurance Program (NFIP); the Secure

And Fair Enforcement Banking Act (SAFE); the Main Street Tax Certainty Act (H.R. 1381/S. 480), which would make permanent the 20 percent deduction available to some passthrough (S) corporations; the full repeal of the Federal Insurance Office (FIO); and protecting crop insurance from funding cuts in the Fiscal Year 2022 (FY22) budget and appropriations process.

Successful advocacy isn’t easy. It takes commitment, dedication and expertise, which PIA members and our staff have in abundance. When it comes to standing up for our agencies, our clients and our industry, PIA has no rival.

Wayne F. White President

FROM THE CEO THE 2021 NATIONAL UNDERWRITER/PIA Independent Insurance Agent Survey found that during the coronavirus crisis there was a marginal increase in the acceptance of digitalization of agency marketing and operations, and a small reduction in the resistance to it. Although this is good news, the survey also found that a larger challenge remains.

There’s still a clear disconnect with how the majority of agencies view the online opportunity, considering it as an efficiency/transactional play versus an opportunity to build and grow relationships—79 percent of agents say they do not believe they can establish trust with customers and prospects online. This is significant.

It means that agents’ views about the digital opportunity have not evolved much from when we raised the subject prepandemic in 2020. It’s a problem when such a clear majority of agencies do not view the opportunity to build and grow trust relationships online as doable.

PIA CONNECTION | www.pianet.com

The PIA Insurance Technology Leadership Advisory Board (PIA IT-LAB) is currently developing a program to address this challenge.

The new program will show the value that agents, well known for providing the best for their customers in a physical world, can match this in the digital environment as part of their overall strategy. This campaign will seek to inform, motivate and move the needle on convincing agents they need to build relationships online as well as in person.

Mike Becker| Executive Vice President & CEO PIA National

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!

NEWS BRIEF

TRAFFIC DEATHS UP 8 PERCENT DESPITE LESS MILES TRAVELLED U.S. auto crashes resulted in an estimated 42,060 deaths last year, up eight percent compared with 2019, while the fatality rate per 100 million miles driven was up 24 percent, according to the National Safety Council. Federal data shows reckless behavior such as speeding and the use of alcohol, marijuana, and opioids are contributing factors to the increase in traffic deaths, said Ken Kolosh, the nonprofit’s manager of statistics. “The pandemic appears to be taking our eyes off the ball when it comes istockphoto gorodenkoff

to traffic safety,” Kolosh said.

“It’s kind of terrifying what we’re seeing on our roads,” said Michael Hanson, director of the Minnesota Public Safety Department’s Office of Traffic Safety. “We’re seeing a huge increase in the amount of risk-taking behavior.”

PIA SUPPORTS TAX CERTAINTY ACT PIA National has applauded Reps. Jason Smith (R-Mo.), Henry Cuellar (D-Texas), and Senator Steve Daines

The law includes a tax

ment said its board, after

Thomas Caldecot Chubb

deduction for owners

consultation with its finan-

and his son Percy opened

of small businesses,

cial and legal advisers, had

their marine underwriting

reducing the potential

determined that entering

business in New York City.

tax burden on insurance

into talks about a deal

agencies that organize as

would not be in the best

passthroughs. Many PIA

interests of the company

members own indepen-

and its shareholders.

CONCERN ABOUT BI CLAIMS ACROSS THE POND

Analysts called The Hart-

Insurance executives

(R-Mont.) for introduc-

dent insurance agencies

ing the “Main Street Tax

that are organized as S

Certainty Act of 2021,”

corporations.

ford’s small-business insur-

around the world are

ance franchise the main

keeping an eye on how

HARTFORD REJECTS CHUBB’S $23.2 BILLION BUYOUT OFFER

draw for Chubb; it focuses

the United Kingdom (UK)

on coverage for workers’

is handling the issue of

compensation, manage-

Business Interruption (BI)

ment and professional

claims related to the pan-

liability, and other special-

demic.

which would make permanent the 20% tax deduction currently available to some passthrough entities. PIA successfully advocated for the passage of the tax bill signed into law at the end of 2017 because it provided subchapter S corporations, also known

Hartford Financial Services Inc. has rejected a $23.24 billion takeover offer from larger rival Chubb Ltd.

ized areas, including flood and political risk.

Britain’s highest court has ordered the U.K.’s leading

derailing what would have

Founded in 1810, The

insurance companies to

been the largest deal in the

Hartford insured the only

pay millions of pounds to

as “passthrough” corpora-

property/casualty insur-

home Abraham Lincoln

thousands of small busi-

tions, with more favorable

ance sector since 2016.

ever owned. Chubb traces

nesses that filed claims

tax treatment.

Hartford in a short state-

its roots to 1882, when

for the disruption of their

6 | 2021 V3

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF

COVID-19 TRAVEL INSURANCE BECOMING MORE POPULAR COVID-19 travel insurance policies are becoming more popular as more people are growing comfortable with flying.

Several countries are also requiring tourists and visitors to obtain COVID-19 coverage.

The market for all types of COVID-19 travel coverage is estimated to be between $30 billion to $40 billion a year, according to Robyn Ingle, a travel insurance consultant. COVID-19 travel insurance typically covers up to $100,000. The policies may also include coronavirus testing costs and services like evacuation or local burial or cremation. Insurers introduced these benefits in mid-2020, and they are sold either as add-ons or as separate policies with coverage for illness or quarantine.

Jeremy Murchland, president of travel insurance company Seven Corners, says a travel insurance plan that includes trip protection, medical expense coverage for COVID-19, and protection for baggage and personal effects typically costs 4% to 8% of the dollar value of the trip.

operations during the coro-

how Britain is handling

navirus pandemic. Industry

the issue because many

sources say that the court’s

disputes between insurers

decision will lead to wide-

and businesses over pan-

spread disputes between

demic claims worldwide

insurers and reinsurers

are yet to be resolved.

about who should cover

In the United States, for

the cost of the claims. One

example, pandemic-hit

senior insurance executive

businesses have filed

said that the court left it

nearly 1,500 individual

up to the industry to fight

lawsuits. Insurers have

it out.

won a large chunk of

Investors around the

cases so far.

world are closely watching

FORECASTERS MULL STARTING HURRICANE SEASON EARLIER Meteorologists at the National Oceanic and Atmospheric (NOAA) are discussing whether to move the start date of the Atlantic hurricane season from June 1 to May 15 due to surges in May storms.

Colorado State University researcher Phil Klotzbach worries about moving the start date to May 15 since the most dangerous storms typically don’t occur until the height of the season from late August through mid-October. Most May storms have been benign.

Storms have formed in

The official start of the

May in each of the past six

2021 Atlantic hurricane

years, according to NOAA.

season will still be June 1.

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

PIA CONNECTION | www.pianet.com

2021 V3 | 7

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

F R O M L O N G -T E R M R E L AT I O N S H I P S T O I N N O VAT I V E T E C H N O L O G Y

W E’V E

GOT

T HI S.

R C I S i s h e re t o h e l p b u i l d yo u r b u s i n e s s . A s a n R C I S a g e n t , yo u w i l l h a ve s u p p o r t f ro m a n ex p e r i e n c e d t e a m , f e d e ra l a n d p r i va t e c ove ra g e o p t i o n s , a n d , o f c o u r s e , o u r t e a m a p p ro a c h t o p rov i d i n g o u t s t a n d i n g c l a i m s s e r v i c e t o yo u r p o l i c y h o l d e r s . M o s t o f a l l , yo u h ave a re l a t i o n s h i p yo u c a n c o u n t o n f o r ye a r s t o c o m e .

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

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

CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

EMPLOYMENT STATUS OF AGENTS THREATENED EARLY IN MARCH, THE U.S. House passed H.R. 842, the Protecting the Right to Organize (PRO) Act, mostly along party lines, as expected.

The PRO Act’s intention is to reform current labor law in a variety of areas.

For PIA members, the bill’s most significant provision would amend the National Labor Relations Act (29 U.S.C. 152(3)) by expanding the definition of “independent contractor” by replacing the existing definition with an “ABC” test to define an “employee.”

This provision would negatively affect the relationship between independent insurance agents and the insurance industry, and it could force independent agents to work as employees, regardless of their preference. Passage of the ABC test set forth in the PRO Act would upend the employment classification of independent agents and, by imposing federal law on our state-based insurance regulatory system, threaten the very existence of that system. The bill, which PIA opposes, is now awaiting action in the Senate, where it would require 60 votes to pass.

PIA is working with our allies to add a carveout exempting independent agents from the ABC test if and when the bill is considered in the Senate.

CONGRESS EXTENDS PPP PIA is continuing to work on business liability protections and reforms to the PPP, including PPP loans and addressing the issues that would face businesses in a future pandemic.

The Paycheck Protection Program (PPP) Extension Act of 2021 was passed the House by a vote of 415-3 PIA CONNECTION | www.pianet.com

on March 16 and the Senate by a 92-7 vote on March 25. PIA supported this bipartisan legislation and has been advocating for its passage along with a coalition of business groups. The PPP Extension Act will delay the PPP loan application deadline by two months, creating a new end date of May 31, 2021, and it would provide an additional 30 days beyond May 31 for the Small Business Administration (SBA) to process loans that were submitted prior to the new deadline.

COVID RESCUE PLAN APPROVED On March 10, the House passed a $1.9 trillion COVID relief bill on a largely party line vote of 220-211 less than a week after the Senate passed the measure on a 50-49 party-line vote in a Saturday session. President Biden signed the bill into law on March 11.

The package is one of the largest in U.S. history and includes billions of dollars designated for a variety of uses.

Some key aspects are: Small businesses: The bill provides another $7 billion for the Paycheck Protection Program (PPP) and $15 billion for the Economic Injury Disaster Loan (EIDL) program.

Stimulus checks: The bill provides direct payments of up to $1,400 per person, depending on income.

Individuals earning $75,000 or less per year and couples earning $150,000 or less per year would each receive $1,400.

The payments are capped, and they phase out quickly for individuals earning between $75,000 and $80,000 and couples earning between $150,000 and $160,000 annually. Individuals earning more than $80,000 annually and

couples earning more than $160,000 annually are not eligible for payments.

FIO REPEAL BILL INTRODUCED IN SENATE PIA has long led the effort to repeal the Federal Insurance Office (FIO).

On March 2nd, the “Federal Insurance Office Abolishment Act of 2021” (S. 524) was reintroduced with our strong support. The bill was introduced by Sen. Ted Cruz (R-TX) and cosponsored by senators Jim Inhofe (R-OK), Mike Braun (R-IN), and Cynthia Lummis (R-WY). The FIO Abolishment Act will protect the successful state insurance regulatory system by repealing the FIO, a federal bureaucracy created under the 2010 Dodd-Frank Wall Street Reform and Consumer Protection Act. In November 2016, PIA became the first national insurance association to publicly call for the repeal of the FIO. The FIO Abolishment Act would protect our strong state regulatory structure by fully repealing the office. PIA is also working to have the legislation reintroduced in the U.S. House.

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

PIAPAC CHAIRMAN’S CHALLENGE Every year, PIA National holds the PIAPAC Chairman’s Challenge for affiliates and states. If everyone on their Board of Directors has contributed money to PIAPAC or Advocacy Fund, then they reach the challenge. Here is a list of states that completed the challenge for 2020: Kansas • Wisconsin • New York New Jersey • Connecticut Michigan • Florida • Minnesota North Dakota

2021 V3 | 9

“Winning@Virtual includes a recommended set of nine digital tools for agencies, grouped into basic and advanced technologies. It describes these in layman’s terms, so agency owners can easily envision how each technology will benefit their agency.”

- PIA National President Wayne F. White, CPA, CPIA, PFMM, of Little Rock, Arkansas

EVOLVE YOUR SALES & SERVICE WITH WINNIN A PIA PARTNERSHIP PROGRAM TECHNOLOGY CAN ESTABLISH AND Strengthen your agency’s customer relationships—if you have the right people and processes in place.

Our 3-part toolkit will help you make the most of today’s digital solutions. You can use it to: assess your virtual readiness; decide which technologies are right for you; calculate ROI on the solutions you choose; select vendors; apply best practices for maximum results; and learn from other agencies.

PART 1: TECHNOLOGY STACK Would you like to know the most important technologies that PIA members use in their agencies? Would you like to see a list of vendors that work with these technologies and get assistance in selecting the vendor that is right for your agency? If so, Part 1: Technology Stack of our Winning@Virtual toolkit has you covered.

In Part 1 of Winning@Virtual, PIA has identified the top technologies that can have the most impact on your customers’ experience and grouped them into basic and advanced. Our goal is to help you evaluate which technologies make sense for you and to help you choose vendors that are right for your agency. The basic technologies include voice over IP, email marketing, video conferencing, and live chat. The advanced

Access Winning@Virtual at www.winningatvirtual.com.

10 | 2021 V3

technologies include social media and search advertising, virtual assistants, collaboration tools, chat bots, and net promoter scores and referrals.

PART 2: PUTTING IT INTO PRACTICE Are you looking to have a better understanding of how to use the technology tools you’ve invested in? Maybe you are considering making a technology investment, but want to ensure your agency gets the most out of it. If so, Part 2: Putting it into Practice of the Winning@Virtual toolkit can help.

Part 2 of PIA’s Winning@Virtual program provides access to ideas and training to make the most of the technology tools you’ve invested in. We’ve created a number of resources for you to improve your skills. From virtual presentations to email marketing to collaborating online, leverage our videos and toolkits to begin mastering these digital tools. And for those who may want more support, there are options for additional training and services.

PART 3: LEARNING FROM AGENTS Are you looking to learn how other professional insurance agents use technology in their agencies? If so, Part 3: Learning from Agents of PIA’s Winning@Virual toolkit will provide you with the best methods.

In Part 3 of Winning@Virtual, you’ll find best practices and stories of real agents who are using digital technology to build and grow customer relationships as well as enhance employee communications and engagement. We’ve conducted interviews with agents who are taking advantage of some of the

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“Many agents find it difficult to determine which technologies are right for their agency and will have the biggest impact on their success.

Winning@Virtual solves that problem and actually helps agents implement digital tools in their agencies.”

- 2021 PIA Partnership Chair Gerald Ladner of State Auto Insurance Companies

NG@VIRTUAL, technologies highlighted in Part 1 of this toolkit, the insurance agency technology stack. Watch their videos and you’ll learn about the benefits they are experiencing, the business results these agencies are realizing, and pitfalls to avoid.

LEARN MORE There’s a big shift taking place in insurance. Visit www.winningatvirtual.com and discover how you can not only get prepared, but win.

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@Virtual: Encompass Insurance, Erie Insurance, Liberty Mutual Insurance, MetLife Auto & Home, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group, Travelers and West Bend Mutual Insurance Company. Learn more about The PIA Partnership at www.ThePIAPartnership.com.

PIA CONNECTION | www.pianet.com

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2021 V3 | 11

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A LIFE OF INDUSTRY LEADERSHIP

By Lindsay Robison

WAYNE WHITE’S INSURANCE INDUSTRY RESUME LOOKS SIMILAR TO MANY OF HIS PEERS’. WHAT MAKES HIS UNIQUE, THOUGH, IS HIS LEADERSHIP ROLES IN TWO PRESTIGIOUS INDUSTRY ASSOCIATIONS.

WAYNE WHITE’S JOURNEY into the insurance industry isn’t unique. In fact, it may well be similar to your own. When asked how he got his start in the industry, he’ll tell you, “it certainly was by accident”—a phrase uttered in one form or another by so many of the people working in the property/casualty insurance industry.

What does make White unique is the breadth of his experience and the fact that he’s not only represented carriers on a national level, he’s representing independent insurance agents in the same capacity. The born-and-bred Arkansan served as the 2004-2005 NAMIC chair and is the 2020-2021 national board president of the National Association of Professional Insurance Agents. He’s the only person in history to serve both associations in this way.

How did he go from accidentally building a career in the insurance industry to presiding over two of the most prominent industry associations in the nation? Well, after pursuing an education in accouring and becoming a certified public accountant, White figured out the public-company life wasn’t for him. After a few months of self-employment, a friend of White’s—who was general counsel for a life insurance company—mentioned how his employer was experiencing some trouble in the accounting department and wanted to know if White was interested in helping the company right itself.

Not one to shy away from a challenge, White accepted. The small accounting issue turned out to be much deeper rooted. White says nothing beyond a miracle could save the organization from the largest rehabilitation of an America life insurance company at the time. Luckily for White, the company was part of a holding company PIA CONNECTION | www.pianet.com

Wayne and Mary White.

structure that also owned a property/ casualty company in Arkansas—that wasn’t in financial straits.

“It was very small, but [the holding company executives] said ‘How would you like to run a property/casualty company?’’ White recalls. “I replied, ‘That would be great, but I don’t know much about it other than I pay my premiums once a year.’ They told me there wasn’t much to it other than to keep agents pursuing business.”

While he discovered there was much more to running an insurance company, White’s gumption helped build the company to a point where it was an attractive acquisition for larger companies. Remaining on the company’s payroll would have meant a move to Indianapolis, which wasn’t part of White’s life plan. So, he set out on his own, which is where he gained mutual property/casualty insurance experience.

“I got my license and applied for a limited private placement to start my own property/casualty company,” White recalls. “We just couldn’t get over the hump, but it gave me another opportunity to take over the

management of a farm mutual here in Arkansas.

“There, I learned a lot more about working with independent agents and insureds,” he continues. “We were a small company, three employees counting me, so, I was engaged in everything—adjusting claims, underwriting, regulatory aspects, the whole bit. That’s where my interest in the industry really deepened.

“That experience allowed me to develop relationships with regulators and with agents,” he continues.

“Particularly with agents across the state, learning how they ran their businesses and why our product was a good fit for them.”

White’s experience as a manager in the mutual insurance industry led to logical membership in NAMIC. He participated in just about every board or committee available to him, ultimately leading to his journey through the chairs of the NAMIC board and an even deeper understanding of and love for the mutual insurance industry.

CONTINUED ON PAGE 15

2021 V3 | 13

for a legislative protection from federal prosecution for insurance agents who do business with cannabis-related enterprises in states in which such businesses are legal. In recent years, an increasing number of states have legalized either medical or recreational use of marijuana, or both.

“PIA does not take a position on the legalization of cannabis and views this issue strictly as a matter of respecting state insurance laws,” said Jon Gentile, PIA vice president of government relations. “Due to the evolution of state law on this issue, PIA is dedicated to ensuring that insurance agents who work with businesses that comply with state laws are not prosecuted by the federal government.”

To that end, PIA helped develop and supports two bills, both of which were reintroduced on March 18, 2021 , which could provide a legal safe harbor for independent agents that engage

in insurance-related transactions associated with cannabis businesses that are otherwise legal under state law.

The Clarifying Law Around Insurance of Marijuana Act (CLAIM) Act is an insurance-specific bill introduced by Rep. Nydia Velazquez (D-NY) and Sen. Bob Menendez (D-NJ). The bill provides protections that allow members of the insurance industry to work with cannabis-related businesses in states in which such businesses are legal.

The second bill is the Secure And Fair Enforcement (SAFE) Banking Act of 2021, introduced in the House

by Reps. Ed Perlmutter (D-CO), Nydia Velazquez (D-NY), Steve Stivers (R-OH), and Warren Davidson (R-OH). A Senate companion bill is expected to be introduced soon.

The SAFE Banking Act was initially conceived of as a banking-focused bill designed to address the same concerns for the banking industry that the

P I NN

L E PAR ER

PIA HAS BEEN ADVOCATING

AC

TN

PIA SUPPORTS CANNABIS SAFE HARBOR LEGISLATION

Encompass Insurance Erie Insurance State Auto Insurance Companies

CLAIM Act was intended to address for the insurance industry. In the last Congress, PIA and our coalition partners worked to incorporate key pieces of the insurance-specific CLAIM Act in the SAFE Banking Act before it was considered on the House floor, where it passed in 2019. However, the SAFE Banking Act later stalled in the Senate.

“PIA is pleased that the SAFE Banking Act was reintroduced this week and that several key insurance pieces of the CLAIM Act have been included from the start,” Gentile said.

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A LIFE OF INDUSTRY LEADERSHIP CONTINUED FROM PAGE 13

This industry-wide experience led PIA’s Arkansas affiliate to request White’s participation on its board to provide the carrier perspective. “I’ll be honest, I didn’t know much about PIA at the time, but I knew about independent agents, so I said ‘Yes,’” White says.

“Next thing you know, I’m the treasurer. The next thing from that, maybe ten or twelve years ago, I was asked to be a national director. I had been to a couple of national board meetings as an observer, so I agreed.”

Because NAMIC and PIA operate similarly and align on several issues, White was able to take everything he learned in his time as an active member and leader of NAMIC and apply it to his roles as part of PIA. ”NAMIC gave me such good exposure to all parts of the industry, including the legislative process,” he comments. “The experience I gained will probably not be available to anybody else going forward.”

As an example, White points to his work as co-chair of NAMIC’s International Accounting Standards Task Force when Solvency II was a hotbutton issue. The knowledge he gained regarding the European Union’s quest for equivalency and what that could mean for American insurers came in handy when he and other PIA members had discussions about the COVID-19 pandemic, its potential impacts on the insurance industry worldwide, and how that trickles down to agents.

“I was able to say, ‘Look, Solvency II is still going on in Europe, they are still trying to get that in place. Companies in Europe are being pushed by the EU to pay [pandemic-related] business interruption claims,’” White says. “‘Now think about reinsurers; your reinsurers are being pushed by the EU to be sure their contracts pay these claims.’

PIA CONNECTION | www.pianet.com

Wayne White with other past NAMIC chairs.

“Had I not been in the room when they were talking about the pandemic, the EU would not have been brought up,” he continues. “They look to me not only as the oldest guy in the room but the one with the largest breadth of industry experience. My service will probably point [PIA] in a direction of a greater understanding of how agencies fit into this worldwide industry. If nothing else, I’m bringing them the view from the thirty-thousand-foot level. In the past, they’d been more concerned with bonus plans, commission rates, and those other kinds of things.”

While bonuses and commissions are essential to agents’ bottom lines and should be talked about, White believes that when agents can better understand the carrier perspective—and vice versa—it gives everyone involved a better understanding of the give and take that must take place.

Once again, the COVID-19 pandemic demonstrated how a level of understanding of both sides can help the industry as a whole succeed.

Carriers providing auto insurance discounts, rebates, credits, and the like to policyholders for the driving reductions because of the pandemic was a logical move, but less premium

translated into less production for agents and the possibility of not meeting the requirements needed to qualify for bonuses. White wanted to make sure carriers knew how that action impacted their agent partners and asked them to take that into consideration when looking at year-end numbers.

Under White’s leadership, PIA sent letters to carrier partners, sharing this information and asking them to consider changing or suspending their bonus qualifications for the year based on the circumstances.

“Guess what,” White says, “they responded. Most of the companies said they weren’t going to have a requirement or were going to change the level of production required for agents to receive their bonuses. Those are the kinds of things that when you get into the weeds, it helps to have someone in the room who understands both sides of this. And when you can have those discussions, everybody wins.”

Lindsay Robison is managing editor of IN Magazine, the quarterly publication of the National Association of Mutual Insurance Companies (NAMIC). Reprinted by permission, the article appeared in the spring 2021 issue of IN Magazine.

2021 V3 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ PIA MEMBER REIMBURSEMENT PROGRAM: Receive reimbursements on PIA marketing and PIA Partnership programs (up to $250 per program, for a total of up to $500). www.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.com ✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com ✦ PIA MARKET ACCESS. Access to over 50 national and specialty carriers, realtime online rating, ownership of your book and no exit fees for a low monthly rate. www.piamarketaccess.com ✦ 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.

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

INSURANCE PRODUCTS ✦ E&O INSURANCE. With access to admitted and non-admitted markets with differing appetites chances are we can find the coverage and price that’s right for you. www.pianet.com/eando ✦ PIA AGENTS UMBRELLA PROGRAM. Excess insurance protection includes E&O and business liability coverage, with available endorsements for EPL and personal coverage. ✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. ✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; and AD&D. www.piatrust.com

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

AGENCY MANAGEMENT TOOLS ✦ PIA BLUEPRINT FOR AGENCY SUCCESS: A 3-part resource guide for business planning, growth strategies, and agency continuity. ✦ ACORD FORMS END USER LICENSES. Available for free to qualifying PIA members who access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program. ✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. ✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan.

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

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✦ 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!

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✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for Nicolette’s unexpected death/disability while pick creating a perpetuation plan for ✦ PIA AGENCY MARKETING GUIDE. your agency.

Hands-on marketing tips from industry experts. Published annually. ✦ CYBER 101. Cyber education ✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive!

✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates. ✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

for you and your clients. ✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability.

Includes tools for improving retention, sales and account-rounding. ✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want. ✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers.

✦ Free subscriptions to industry publications.

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

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

PIA MEMBER BENEFIT SPOTLIGHT

CYBER 101: ESSENTIAL INFORMATION YOU AND YOUR CLIENTS NEED TO KNOW CYBER 101 IS AN EDUCATIONAL RESOURCE created by PIA and The PIA Partnership to help educate agents and their clients about the most common cyber risks faced by small and mid-sized businesses as well as the business practices and insurance coverages that can reduce those risks. Producers and CSRs using the Cyber 101 resources will gain the confidence they need to talk to their clients about cyber risks and coverages.

Cyber 101 focuses on seven key areas of risk: fraudulent funds transfer, extortion/ransomware, social engineering, business interruption, data breach/privacy, network security, and website media liability.

Agents can learn more about each risk and share information with their clients by using the Cyber 101 toolbox of resources which includes: · 30-minute educational webinars on each risk · Topic-specific interactive claims example that demonstrates loss risks to clients · 1-page topic-specific PDFs explaining the risk · General educational resources that can be personalized and provided to clients, as well as general resources just for agents

Cyber 101 is brought to you by The PIA Partnership, a joint effort of leading insurance companies and PIA. Thank you to the members of The PIA Partnership: Encompass Insurance, Erie Insurance, Liberty Mutual, Met Life Auto & Home, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group, Travelers, and West Bend Mutual Insurance Company.

For more information and updates on this PIA member benefit, please visit: www.pianet.com/cyber101 For additional information about The PIA Partnership, please visit: www.ThePIAPartnership.com UPCOMING PIA WEBINARS Date: Topic:

Time:

04/23 PIA & You: An Overview of PIA Member Benefits 2:00 PM ET 04/29 Floodbroker Webinar

2:00 PM ET

05/05 AVYST Webinar

2:00 PM ET

05/12 Hartford Flood Webinar

11:00 AM ET

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

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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, to inquire about |display advertising, PIAorCONNECTION www.pianet.com please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

2021 V3 | 17

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

NEBRASKA/IOWA

HAWAII

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

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

NEW HAMPSHIRE

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

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

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

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

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

NEW JERSEY

VERMONT

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

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

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

NORTH CAROLINA

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

NORTH DAKOTA

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

TENNESSEE

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

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

LOUISIANA

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

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

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

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

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

OHIO

WISCONSIN

MAINE

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

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

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

OKLAHOMA

18 | 2021 V3

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

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

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