PIA Connection--The "End of an Era" That Never Came

The PIA National Awards — Honoring the Best

pages 10-11 2021 V4

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PIA Thanks Our 2021 Advocacy Day Sponsors PLATINUM LEVEL

THE “END OF AN ERA” THAT NEVER CAME pages 12-13

GOLD LEVEL

PIA MEMBER BENEFIT SPOTLIGHT:

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

LAST 5 YEARS OF HURRICANES COSTLIEST ON RECORD PAGE 14 CONTENTS NEWS BRIEF 6-7 Warren Buffett Names Non-insurance Exec As Likely Successor…

Pandemic Insurers of Last Resort…Colorado Bill Prohibits Insurer Use of “Discriminatory” Data…Florida Legislature Approves End to No-Fault Auto Insurance…Bill Adds State Regulator to Federal Insurance Body…Pet Insurance Premiums Up 24 Percent.

9

CAPITOL HILL UPDATE PIA Advocacy Day; NFIP Reauthorization Kicks Off in the Senate

THE PIA NATIONAL AWARDS – HONORING THE BEST 10-11 Agent of the Year, Young Insurance Professional of the Year, CSR of the Year COVER STORY THE “END OF AN ERA” THAT NEVER CAME 12-13 Tom Wetzel and PIA Members Around the Country Look Back At a Report That Predicted the Demise of the Local Agent—why it was so wrong.

PAYCHECK PROTECTION PROGRAM LARGELY DEPLETED As the program winds down, the PPP has disbursed $780 billion in forgivable loans in response to 10.7 million applications.

15

PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com April 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.

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

Cover image: Shutterstock

2021 V4 | 3

iStockphoto

PIA CONNECTION

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

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

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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.

4 | 2021 V4

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FROM THE PRESIDENT PIA ADVOCACY DAY, 2021, WHILE NOT OUR normal in-person event, was very successful.

Restrictions on in-person meetings as a result of the pandemic are still fully in place on Capitol Hill along with ongoing security concerns. We got a good “lay of the land” in advance when our CEO Mike Becker interviewed CNN Congressional Correspondent Ryan Nobles.

While we may have experienced some uncertainty about how a virtual PIA Advocacy Day would work, the process proved to be not only easy to navigate, but also effective.

For our Arkansas group, the most important role was played

by PIA National staff. The staff played the role of middleman—communicating information between us and Capitol Hill to establish meeting times, subject matter and participants.

We took full advantage of the virtual preparation meetings offered by PIA staff to explore both the background of our topics as well as the current status before we engaged our elected representatives and their staff. We felt very well prepared as we approached our Advocacy Day. The importance of our advocacy efforts at the national level

was certainly reinforced by the comments we received during our meetings. As a valuable member benefit, advocating for federal policies and legislation can be best accomplished by presenting a united PIA front. The phrase “E Pluribus Unum,” out of many, one, aptly describes the efforts of our association to act in a forwardlooking manner to protect and enhance the importance of our members and their place of importance in our industry.

Hopefully one day, not long away, we will be back to meeting with our elected representatives up-close-and-personal, sealing things with a handshake. Until then, it is heartening to know that we are getting the job done just as well. Mission accomplished.

Wayne White President

FROM THE CEO PIA’S TOP PRIORITY IS ALWAYS WORKING TO support legislative and regulatory initiatives that respond to the needs of professional independent agents, and actively oppose ill-advised proposals that would undermine the ability of independent agencies to succeed.

In the last year and a half, small business relief has of necessity become a top priority for PIA in both legislative advocacy and program development. The coronavirus crisis has tested business perhaps more than any in recent memory. Although we still don’t know how this chapter in our history will conclude, we know that professional independent insurance agents have again proven they are resilient, adaptable and up to the most daunting of challenges.

Looking at the past several years in the evolution of PIA, we see a very dynamic, resilient organization that has rapidly

PIA CONNECTION | www.pianet.com

advanced and evolved—and continues to do so—so we can meet our mission of advancing the interests of independent agents.

Our vision is clear, our commitment is strong, and we are moving expeditiously toward well-defined goals. We look forward to even greater accomplishments as we celebrate our 90th anniversary of serving independent agents this year.

Mike Becker Executive Vice President & CEO

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!

NEWS BRIEF COLORADO BILL PROHIBITS INSURER USE OF ‘DISCRIMINATORY’ DATA Colorado lawmakers are considering legislation

Shutterstock

to prohibit insurers from

last resort” to lessen the enormous protection gap that resulted from the coronavirus pandemic. The

to charge higher insurance

only global association of

premiums based on race,

insurance companies.

national or ethnic origin,

The report concludes that

WARREN BUFFETT NAMES NON-INSURANCE EXEC AS LIKELY SUCCESSOR

The bill would specifically

Warren Buffett said Greg Abel, Berkshire Hathaway

information gathered from

step down.

and become “insurers of

Geneva Association is the

orientation, or disability.

would be his likely successor if the billionaire were to

the insurance industry

using third-party site data

religion, gender, sexual

Inc.’s vice chairman of non-insurance businesses,

the world to work with

prevent insurance companies from using consumer external sources such as social media, court records, or homeowner-

business interruption risk is uninsurable by insurers alone, citing data indicating that projected global output losses related to the pandemic totaled more than $4 trillion in 2020, while the annual premiums collected by the world’s property/

The board agrees that Abel, 58, would take over if

ship records to determine

anything were to happen to the 90-year-old chief

insurance rates. Such

executive officer, Buffett, chairman and CEO of Berk-

data also would include a

shire, told CNBC. Abel had been seen as the most

consumer’s credit score,

likely candidate.

purchasing habits, and

premiums are for business

level of education.

interruption policies.

secret at the conglomerate, even while the firm

In addition, the bill applies

Around the same time,

assured investors that it had a detailed plan in place.

to discriminatory data in

another report came out.

Abel has long been seen as the most likely candidate

algorithms and predictive

A survey from Goldman

to replace Buffett, given his age and his wide remit

modeling, which are used

Sachs Group Inc. found

overseeing all the non-insurance businesses at the

by insurers to assess risk-

that insurance executives

conglomerate. remains a huge topic for Berkshire,

based characteristics that

responsible for investing

given the ages of Buffett and Berkshire Vice Chairman

affect a customer’s pro-

more than $13 trillion in

Charlie Munger and their importance in building the

posed rate.

assets worldwide plan to

Succession decisions had been a closely guarded

company into the more than $630 billion conglomerate it is today. Munger is 97 years old.

“The directors are in agreement that if something

PANDEMIC INSURERS OF LAST RESORT

casualty insurers totaled $1.6 trillion. Only an estimated $30 billion of those

take on more risk. Of 286 chief investment officers and chief financial offi-

were to happen to me tonight, it would be Greg

A new report by the

cers polled, 34 percent

who’d take over tomorrow morning,” Buffett told

Geneva Association,

said they plan to increase

CNBC. “We’ve always at Berkshire had basically a

“Public-Private Solutions

portfolio risk, compared

unanimous agreement as to who should take over

to Pandemic Risk,” urges

with 8 percent planning a

the next day.”

governments around

decrease.

6 | 2021 V4

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF

FLORIDA LEGISLATURE APPROVES END TO NO-FAULT AUTO INSURANCE After years of debating the issue, lawmakers approved ending Florida’s no-fault auto insurance system. The Florida House and Senate signed off on a heavily negotiated bill (SB 54) in the closing hours of the 2021 legislative session. Under the bill, motorists would no longer be required to carry personal-injury protection, or PIP, coverage. They would have to carry Shutterstock

bodily-injury coverage. Provided there are no successful court challenges to overturn this, the law will be effective January 1, 2022.

The American Property Casualty Insurance Association quickly called on Gov. Ron DeSantis to veto the legislation.

BILL ADDS STATE REGULATOR TO FEDERAL INSURANCE BODY

PET INSURANCE PREMIUMS UP 24 PERCENT The North American Pet Health Insurance Association reported that the pet health insurance sector for the United States posted gross written premiums of $1.56 billion in 2019, up 24

U.S. Reps. John Garamendi (D-Calif.) and Barry Lou-

percent from $1.25 billion in 2018. The market has been rising

dermilk (R-Ga.) introduced the Primary Regulators of

at an average annual growth rate of almost 23 percent from

Insurance Act to add a dedicated voting seat for state

2015 to 2019.

insurance commissioners on the federal Financial

The total number of pets insured reached 2.52 million at

Stability Oversight Council (FSOC). This bipartisan bill would ensure that the expertise of the nation’s primary insurance regulators, state commissioners, has equal weight in the FSOC’s decision-making and risk-monitoring activities.

year-end 2019. Sixty-seven percent of U.S. households, or about 85 million families, own a pet, according to the 20192020 National Pet Owners Survey conducted by the American Pet Products Association. This is up from 56 percent of U.S. households in 1988, the first year the survey was conducted.

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

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2021 V4 | 7

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CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

PIA ADVOCACY DAY, NFIP REAUTHORIZATION KICKS OFF IN SENATE PIA MEMBERS FROM around the country took action virtually to present their concerns to Members of Congress and their staff about issues of importance to the PIA independent agent community. Your engagement helps PIA make progress toward achieving its legislative goals this Congress, and we can’t thank you enough for taking the time out of your busy schedules to take action.

During the event Mike Becker, CEO of PIA National, interviewed CNN Congressional Correspondent Ryan Nobles about how the pandemic has changed Capitol Hill.

Rep. Jason Smith (R-MO) also spoke to attendees. Rep. Smith is the sponsor of the Main Street Tax Certainty Act, one of the issues of focus for PIA Advocacy Day. Congressman Smith spoke about the importance of having permanent tax relief for small businessowners and praised PIA’s engagement on the issue.

The experience of our 2021 Virtual Advocacy Day was a departure from our typical in-person Advocacy Day in many ways, but PIA’s members continued to add to their long track record of meaningful and resultsfocused advocacy. The impact of PIA Advocacy Day had immediate effect with increased cosponsors for legislation we support, as well as increasing support for our other goals of reauthorization the National Flood Insurance Program, protecting crop insurance from cuts, opposing the PRO Act, supporting Cannabis Safe Harbor for Agents and repealing the Federal Insurance Office.

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NFIP HEARING IN SENATE On May 18, the U.S. Senate Committee on Banking, Housing and Urban Affairs held a hearing on reauthorization of the National Flood Insurance Program (NFIP). PIA submitted testimony for the hearing, where we highlighted several reforms that we want made to the program in a longterm reauthorization.

The NFIP’s most recent five-year reauthorization expired on September 30, 2017. Leading up to that deadline, the 115th Congress was unable to agree on reforms to the program. As a result, the NFIP briefly lapsed three times within a three-week period in early 2018. Since the 2017 deadline, the NFIP has been subject to a total of 16 extensions of varying lengths, none longer than its current one-year extension, which will expire on September 30, 2021.

PIA supports the NFIP because it provides critical flood coverage to residential and commercial property owners that the private market is presently unable to adequately supply. PIA remains concerned that delaying the implementation of risk-based rates, while providing needed economic relief for many homeowners, just prolongs the underlying long-term financial instability that continues to plague the program.

CORRECTING THE RECORD In written and oral testimony before the Senate Committee on Banking, Housing and Urban Affairs on May 18, Rebecca Kagan Sternhell, the Director of Federal Affairs for the City

of New York, incorrectly stated that agents receive a 30 percent commission each year on flood insurance policies backed by the National Flood Insurance Program (NFIP). PIA submitted supplemental testimony for the committee record correcting these misstatements.

Ms. Sternhell apparently conflated two different entities, both of which contribute to the value policyholders receive when they purchase an NFIP policy. The first is the Write-Your-Own (WYO) insurance carrier, which earns approximately a 30 percent reimbursement from the federal government for performing a wide range of tasks. The second is the independent insurance agent, whose commission is paid by the WYO out of the reimbursement it receives. Neither the WYO nor the agent receives commission of 30 percent—not in the year the policy is initially issued and not in any subsequent year.

PIA National issued a press release and filed supplemental testimony with CONTINUED ON PAGE 15

THANK YOU TO PIA’S 2021 PIA ADVOCACY DAY SPONSORS: Platinum sponsors Progressive Insurance The PIA Partnership Gold: Crop Risk Services Silver: Liberty Mutual Insurance NAU Country Insurance Company Bronze: Encova Insurance

2021 V4 | 9

THE 2021 PIA NATIONAL AWARDS JOHN POTTHAST NAMED 2021 PIA NATIONAL PROFESSIONAL AGENT OF THE YEAR JOHN POTTHAST, FOUNDER & PRESIDENT OF Foundation Insurance Group in Falls Church, Virginia, has been named the 2021 Professional Agent of the Year by the National Association of Professional Insurance Agents (PIA).

“This award is PIA’s highest honor,” said PIA National Vice President/Treasurer Gerald F. Hemphill, chair of the awards task force. “John started his agency in 1994 as a ‘scratch agent’ for Erie Insurance. He started in the basement of his home and has since grown to be the largest Erie agent in Virginia, and the fifth largest in the company. The agency currently has a staff of 50 people.”

“I am truly grateful to the PIA for this special honor. This recognition would not have been possible without the hard work and dedication of my entire staff, our customers and our carrier partners,” said Potthast. “Our affiliation with the PIA has made us a more professional and successful agency. I consider this award to be a highlight of my career and I am very grateful.”

Foundation Insurance Group has also been named the threetime winner of Erie’s most prestigious award, the Quality Agent of the Year Award, for exemplary sales performance, profitability and commitment to client services, and it is considered extremely rare for an agency to be recognized more than once, let alone three times. The agency was also named to Insurance Business America (IBA) magazine’s Hot 100.

“OUR AFFILIATION WITH THE PIA HAS MADE US A MORE PROFESSIONAL AND SUCCESSFUL AGENCY.” —JOHN POTTHAST

DAWN BRYANT-SMITH NAMED PIA NATIO DAWN BRYANT-SMITH OF SHEPHERD INSURANCE IN CARMEL, Indiana has been named the 2021 PIA National Customer Service Representative (CSR) of the Year.

The PIA National CSR of the Year award is given annually to an outstanding customer service representative who works for a PIA member insurance agency. Nominations for this award are made by PIA members. The award recognizes a CSR who has improved operations of the agency, served their clients in a unique or extraordinary way, and

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— HONORING THE BEST PIA NATIONAL NAMES ANDREW SKAGGS 2021 YOUNG INSURANCE PROFESSIONAL OF THE YEAR ANDREW SKAGGS, OWNER/AGENT OF SKAGGS INSURANCE Agencies of Indianapolis, Indiana, has been named the 2021 PIA National Young Insurance Professional (YIP) of the Year.

The PIA National Young Insurance Professional of the Year award recognizes outstanding achievement by a young insurance professional. It was sponsored for the 16th year in a row by The Rough Notes Company.

“Andrew Skaggs always does what’s best for the client. He is selfless and gives back to the community,” said PIA National Vice President/Treasurer Gerald F. Hemphill, chair of the awards task force. “He is committed to helping grow interest in the insurance industry and PIA. Andrew provides the utmost quality of service to his clients. He is very knowledgeable, friendly and helpful to his clients and staff.”

“When I left teaching, I wanted to make sure that I was still making a difference and helping others,” said Skaggs. “I believe that this is possible in insurance. I approach every day with the mindset to help clients, prospects, and my employees. I want to go to bed each night knowing that I helped someone.”

“I APPROACH EVERY DAY WITH THE MINDSET TO HELP CLIENTS, PROSPECTS, AND MY EMPLOYEES.” —ANDREW SKAGGS

ONAL 2021 CSR OF THE YEAR engaged in community involvement and activities to advance the betterment of the insurance industry.

“Dawn’s ability to simply treat others as she would want to be treated is probably one of the finest points about her,” said PIA National Vice President/Treasurer Gerald F. Hemphill, chair of the awards task force. “She is a leader, a trainer, and she is compassionate. Dawn improves the agency because she improves the agency environment.”

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“DAWN’S ABILITY TO SIMPLY TREAT OTHERS AS SHE WOULD WANT TO BE TREATED IS PROBABLY ONE OF THE FINEST POINTS ABOUT HER.” —GERALD F. HEMPHILL

2021 V4 | 11

THE “END OF AN ERA” THAT NEVER CAME

By Tom Wetzel

McKinsey Wasn’t Entirely Wrong Yet Missed the Mark.

The incorrect assumption: that independent agents don’t change.

IT HAS BEEN ALMOST EIGHT YEARS SINCE A McKinsey report came out proclaiming the “end of an era for the local agent.” The report, entitled “Agents of the Future: The Evolution of Property and Casualty Insurance Distribution,” was roundly panned by agents at the time. Its proclamation was inexact at best, and while the report did identify the need for increased digitalization and specialization, it also dismissed the resiliency of agents in adapting to changing conditions.

“McKinsey’s biggest error was that they made an assumption that independent agents don’t change,” said Andrew Harris, CEO and Partner of Liberty Insurance Associates of Millstone Township, NJ, and a past President of the National PIA. “I am reminded by Darwin’s survival of the fittest­—agents are highly competitive. We adapt.”

“I think McKinsey underestimated agencies’ ability to adapt because everyone’s crystal ball is broken,” says Bill Prentiss, Senior Vice President of Sales for Anaheim. CA-based Prentiss Insurance Services.

Prentiss, who also serves as president of the PIA Western Alliance Board of Directors, says “many are quick to assume that everything will go 100% digital, when in fact there will always be room for professional agents, just as there is for a trusted attorney or CPA. That said, most agencies have learned to be more nimble to react to the tremendous changes in the market. Those that aren’t will fall by the wayside.”

“WE NEED TO EMBRACE ANALYTICS, SOCIAL MEDIA, AND VIDEO CHAT MEETINGS. THE REST WILL TAKE CARE OF ITSELF. WE ARE EVOLVING AS TRENDS ARE EVOLVING.” — Andrew Harris, CEO and Partner of Liberty Insurance Associates of Millstone Township, NJ, and a past President of PIA National.

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DIGITAL TRANSITION The McKinsey report correctly predicted, of course, the rapid transition to digital engagement, the need to respond more quickly to consumer needs, and for agents to identify niches they can best serve.

“Agents can’t be the second person to tell a client what coverages they need,” says Harris. “Agencies need to have the passing of the torch to the next generation. Our generation relies on the handshake and the lunch meeting to build client relationships. Some older clients prefer that; however, the next generation operates differently. We need to embrace analytics, social media, and video chat meetings. The rest will take care of itself. We are evolving as trends are evolving.”

Adapting to the digital market does pose obstacles.

“The one we’re always trying to navigate is ‘round the clock service,” says Jeremy “Rit” MacDonald of the Mid-Michigan Agency in Alma. “With so many online options, the smalltown independents need to have an outlet for being available.

While we still see most folks understand the hours we are closed, the next generation does not always get that.”

“This product is too important to buy exclusively online,” MacDonald continues. “I wish the online presence would not cheapen the product by some of their slogans, because they’re nearly always giving terrible advice. Online carriers continue to commoditize the insurance product, as if it’s that simple.

To counter, however, agents need to continue to be active in their communities and to be someone people can reach out to in a time of need. Above all, agents need to continually

“MANY ARE QUICK TO ASSUME THAT EVERYTHING WILL GO 100% DIGITAL, WHEN IN FACT THERE WILL ALWAYS BE ROOM FOR PROFESSIONAL AGENTS, JUST AS THERE IS FOR A TRUSTED ATTORNEY OR CPA.” — Bill Prentiss, Senior Vice President of Sales for Anaheim CA-based Prentiss Insurance Services.

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demonstrate knowledge of their products that go well beyond what you get online.”

AGENTS ARE WINNING Bill Richards of Community Insurance in Greenville, Tennessee embraces the digital challenge and remains optimistic about the future.

“We’re doing more of what clients want,” says Richards.

“There certainly is tremendous pressure on agencies but I genuinely believe we are winning. I welcome the digital changes.

We can do more business—it has expanded our footprint. We can serve clients a hundred miles away—not just locally.”

MacDonald, however, raises another critical issue that he thinks has received too little attention.

“Eight years ago, not many people were thinking about selling or merging, but today not a week or month goes by that you don’t hear ‘I couldn’t pass up what they were offering!’” We may have the same amount of store fronts, but far less owners. What happens down the line when the people who owned the agency are no longer working there? In urban areas, that problem may be easier to solve, but what about the small-town agency that loses their veteran agent. Who fills that gap?

CYBERSECURITY CONCERNS The one big issue that the McKinsey report did not address is cybersecurity and how it affects both agencies and clients.

Based on the 2021 PIA/National Underwriter Insurance Agency Survey, data security/privacy compliance is a top issue. In addition to meeting state regulations and insurer

“I WELCOME THE DIGITAL CHANGES. WE CAN DO MORE BUSINESS—IT HAS EXPANDED OUR FOOTPRINT.” — Bill Richards of Community Insurance in Greenville, Tennessee.

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requirements, agents need to understand cyber risks in greater detail, how to mitigate them, expanding coverage options, and likely E&O claims from cyber losses.

“There are two types of businesses—the type that’s been hacked and the type who don’t know they have been hacked,” says MacDonald. “It is frustrating as a business owner to see large entities like Target get compromised, or a large bank but the threat to smaller businesses is just as real. That’s why security must be taken more seriously. A home security system does not make your home impenetrable, but it may make the hacker/criminal move on to the next/easier target.”

“No question, cybersecurity must be top-of-mind, says Harris. “In the next ten years, agencies will function increasingly like insurers—and data will drive this evolution. Vendors will enable it. Analytics will grow more sophisticated. Those agencies which make the investments in technology and function as a risk manager will succeed. Those who do not will struggle.”

“What gives me hope are the young agents doing amazing things,” says Richards. “Automation helps on the service side. In this business, though, you need to be an entrepreneur.

Otherwise, you’re in the wrong business.”

Tom Wetzel is CEO of Thomas H. Wetzel & Associates, an insurance marketing firm for independent agents whose signature services include a HIPAA-compliant messaging platform, the Wetzel Digital Roadmap©, website design and maintenance and content creation.

He writes a regular column for agents in the Insurance Journal and serves on the faculty of the Academy of Insurance. Contact him at twetzel@wetzelandassociates.com for a free digital checklist.

“ABOVE ALL, AGENTS NEED TO CONTINUALLY DEMONSTRATE KNOWLEDGE OF THEIR PRODUCTS THAT GO WELL BEYOND WHAT YOU GET ONLINE.” — Jeremy “Rit” MacDonald of the Mid-Michigan Agency in Alma.

2021 V4 | 13

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14 | 2021 V4

www.pianet.com | PIA CONNECTION

PAYCHECK PROTECTION PROGRAM LARGELY DEPLETED EVEN THOUGH THE PROGRAM IS SLATED TO continue through the end of this month, the Paycheck Protection Program (PPP) is largely out of money and has stopped accepting most new loan applications. Congress allocated $292 billion to fund the PPP’s most recent round of loans, but the Small Business Administration (SBA) informed lenders and trade groups that nearly all that money is now gone.

The PPP was key piece of the CARES Act, one of the first COVID relief laws passed last spring, now over a year ago. It offers forgivable loans to small businesses facing economic peril because of the COVID pandemic. SBA officials said that some money is still available for lenders to fund applications that were already pending when the PPP was exhausted.

However, those whose applications had not been submitted to SBA for approval by then are at risk of being shut out. To date, the PPP has disbursed $780 billion in forgivable loans in response to 10.7 million PPP applications.

SBA has no experience with the PPP running out of funds before the loan application deadline; when the program

expired temporarily last August, approximately $130 billion remained outstanding. However, when the PPP was resurrected earlier this year, the rate of loans made clear that the program could run out of money before it ran out of time.

With COVID vaccination rates on the rise and states around the country lifting many pandemic restrictions, Congress is expected to have little appetite to allocate additional funds to the PPP. That reticence is likely exacerbated by the availability of financial support via other SBA programs, including the preexisting Economic Injury Disaster Loan program, the Shuttered Venue Operators Grant Program, and the Restaurant Revitalization Fund, which began accepting applications last week.

PIA Lauds House Passage of Cannabis Safe Harbor Legislation

CAPITOL HILL UPDATE

PIA HAS PRAISED HOUSE PASSAGE OF LEGISLATIVE

the Senate Banking Committee to correct the erroneous testimony by the New York City official.

The early action by the Senate Banking Committee is a positive sign that this Congress will try to move a long-term reauthorization.

PIA strongly supported legislation that passed the U.S. House Financial Services Committee last Congress in 2019, and we’re supportive of a draft legislative package that the committee has circulated in 2021 based on that earlier effort but has not yet been introduced.

PIA urges Congress to work toward a longterm NFIP reauthorization that will provide needed certainty to policyholders and help to attract and retain independent agents, new policyholders, and private insurers. PIA and its members look forward to continuing to work with policymakers on this critical issue.

ER

P I NN

TN

protection from federal prosecution for insurance agents who do business with cannabis-related enterprises in states in which such businesses are legal. H.R. 1996, the Secure and Fair Enforcement (SAFE) Banking Act, passed the U.S. House 321-101 on April 19.

In addition to protecting insurance agents, the SAFE Banking Act also makes it easier for banks to offer financial services to the cannabis industry. PIA has been working with a coalition of industry allies in support of this legislation, and we successfully advocated for key insurance specific protections L E PAR AC to be included in the bill. Last week PIA reiterated our support for the legislation, and we’re pleased it passed with such bipartisan support.

“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. “PIA will advocate for the prompt Encompass Insurance Senate passage of cannabis safe harbor legislaErie Insurance tion that protects insurance agents, and we are State Auto Insurance making the passage of the SAFE Banking Act Companies one of our top priorities.”

PIA CONNECTION | www.pianet.com

(CONTINUED FROM PAGE 9)

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

2021 V4 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦

Alexi’s pick

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

✦ 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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL ✦ WINNING@VIRTUAL. Your guide to evolving your sales and service in a digital world. ✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents. ✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees. ✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/ disability while creating a perpetuation plan for your agency.

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

Nicolette’s pick

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

✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press. ✦ Free subscriptions to industry publications.

LEGISLATIVE & REGULATORY OUTREACH

✦ CYBER 101. Cyber education for you and your clients.

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

✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines.

✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. www.piagrassroots.com

✦ 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.

✦ 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

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

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

Most recently, The Hartford moved to the Torrent Flood platform which provides innovative tools to their flood agents along with an enhanced transfer program sure to increase revenue to participating agents. The Torrent Flood platform will simplify the process for building quotes, managing renewals, and processing endorsements.

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

The Hartford Flood Program benefits include: · Dedicated transfer specialist along with hands-on service from your local sales director. · Easy online quoting.

· · · ·

Fast flood zone determinations.

Online claims reporting.

On-demand webinars and training.

Special PIA member preferred commission levels for new, renewal, and transfer business regardless of volume.

To learn more about the PIA/Hartford Flood program, visit: www.pianet.com/hartfordfloodinsurance The Hartford Flood program is available to PIA members and their policyholders in all 50 states, the District of Columbia and Puerto Rico.

UPCOMING PIA WEBINARS Date:

Topic:

Time:

06/25 PIA & You: An Overview of PIA Member Benefits

2:00 PM ET

07/14 Cyber Webinar

2:00 PM ET

07/22 Floodbroker Webinar

2:00 PM ET

07/23 PIA & You: An Overview of PIA Member Benefits

2:00 PM ET

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

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

Become an agent at REInsurePro.com/PIAMarketplace

www.auw.com

Free ACORD Forms Licenses for PIA Members Learn more at https://pianet.com/acord

SBP_PIAnewsletter_010619.indd 1

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

1/6/20 5:17 PM

For latest ratings, access www.ambest.com

Learn more at primeis.com Contact us at 1.800.257.5590 or info@primeis.com

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 V4 | 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 V4

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

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

www.pianet.com | PIA CONNECTION

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)

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

©2021 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.