PIA Connection-- Facts Matter: independent Agents and The NFIP

FIO Is An Ongoing Threat to State Regulation

page 10 2021 V5

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

INDEPENDENT AGENTS AND THE NATIONAL FLOOD INSURANCE PROGRAM page 9

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

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

FOUR QUALITIES OF AN EXCELLENT MANAGER

PAGE 12

CONTENTS NEWS BRIEF 6-7 Florida Homeowners Flock to ‘Last Resort’ Insurer…Commercial Rate Increases Moderate…A High Bar for Digital Insurance Interactions…Cyber Premiums, Loss Ratio Up Sharply in 2020…Employers Can Require COVID Vaccinations Under Federal Law…Profits Continue Up for P&C Insurers…

Florida Governor Vetoes No-Fault Repeal.

COVER STORY FACTS MATTER: INDEPENDENT AGENTS AND THE NFIP PIA National President Wayne White comments on PIA’s campaign to advocate for a long-term reauthorization of the National Flood Insurance Program (NFIP) – and details the value that professional insurance agents bring to the program.

9

FEDERAL INSURANCE OFFICE AN 10 ONGOING THREAT TO STATE REGULATION PIA National Counsel and Director of Regulatory Affairs Lauren G. Pachman, Esq. on the continuing threat the FIO poses to state-based insurance regulation and why PIA is calling for the abolition of the FIO. CAPITOL HILL UPDATE PIA National vice president of government relations Jon Gentile on the second Senate hearing on reauthorization of the National Flood Insurance Program (NFIP).

FOUR QUALITIES OF AN EXCELLENT MANAGER Ted Januz looks at four qualities superior managers possess that can motivate employees to higher levels of success.

PIA ISSUES CALL FOR FALL 2021 AWARD NOMINATIONS Deadline: August 20, 2021 · Company Award of Excellence; · Company Representative of the Year; · Managing General Agency of the Year; and · Excellence in Social Media.

11

12-13

14

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

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

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

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2021 V5 | 3

iStockphoto

2021 V5

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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 V5

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FROM THE PRESIDENT THERE ARE MANY ISSUES THAT PIA WILL highlight throughout 2021 during our advocacy with Congress.

Let’s look at just a few: Crop insuranc: In recent years, Administrations from both parties have tried to cut crop insurance funding using the budget and appropriations process. PIA is working with industry allies to urge policymakers to protect the crop insurance program from cuts in the Fiscal Year 2022 budget and appropriations process.

Last year, the FY21 budget request recommended an eight percent cut to the U.S. Department of Agriculture, and crop insurance specifically would have been cut by $25 billion over the next decade. But this year, in a major victory for the advocacy of PIA and our allies, the budget released by the White House includes no proposed cuts to crop insurance. This is a welcome development as billions of dollars in cuts to crop insurance have been included in presidential budget requests for much of the last decade.

Repeal the Federal Insurance Office: The Federal Insurance Office (FIO), created by the 2010 Dodd-Frank Wall Street Reform and Consumer Protection Act (Dodd-Frank), is an ongoing threat to the state insurance regulatory system.

PIA opposed the creation of the FIO and then worked successfully with the NAIC to see that it was not granted regulatory authority. But the office remains a threat to the state insurance

regulatory system, which PIA steadfastly supports.

PIA came out in favor of repeal of the FIO in 2016. PIA led the effort to develop the Federal Insurance Office Abolishment Act (S. 524), which was introduced in the Senate in March 2021.

Reauthorize the NFIP: PIA is actively engaged with both the House and Senate on reauthorization of the National Flood Insurance Program (NFIP). Authorization for the NFIP is set to expire on Sept. 30, 2021.

Tax Deduction: PIA supports the Main Street Tax Certainty Act (H.R. 1381/S. 480), which would make permanent the 20 percent tax deduction available to some S corporations, also known as passthrough corporations.

Following the passage of the 2017 tax reform law, PIA successfully advocated for insurance agents to be eligible for the deduction. However, unlike the permanent tax benefits provided to C corporations by the law, the passthrough deduction is a temporary provision. It needs to be permanent.

Wayne White President

FROM THE CEO The success of an association made up of members with common goals is multi-faceted. It requires an ability to innovate, to think out of the box, to take the initiative and move forward in new ways. That is best accomplished when there is a solid foundation to build upon. PIA has one.

On December 12, 1931, our Association’s first board of directors unanimously adopted its founding principles, which are as valid today as they were 90 years ago: • Educate agency owners and staff about insurance concepts; • Keep agents informed about changing company offerings; • Allow agents to assist one another in proper underwriting of their business; • Increase cooperation between carriers and agents; • Encourage uniform policy writing and assist in proper form completion; • Advocate for agents in legislative matters; • Foster acquaintanceship among agents so they could support one another; • Protect the American Agency System.

PIA CONNECTION | www.pianational.org

Throughout the ensuing decades, our Association has been guided by our founding principles in everything we do.

PIA has expanded our mission and achieved many successes on behalf of its members over the years. Our accomplishments have been enabled at least in part by the fact that PIA was built on a firm foundation when it was created 90 years ago.

PIA continues to fearlessly create its own future by finding new ways to advance the interests of PIA members and work to enable their business success as professional independent insurance agents. Our Association always embraces innovation and change in pursuit of our goals, while always remaining mindful of the principles set out by our founders.

Mike Becker Executive Vice President & CEO

2021 V5 | 5

!

NEWS BRIEF

iStockphoto

FLORIDA HOMEOWNERS FLOCK TO ‘LAST RESORT’ INSURER

underwriting actions and

the 14th straight quarter.

rate increases. Indeed,

Property insurance also

rates increased signifi-

saw double-digit price

cantly in the second half of

increases for the eighth

2020 and have accelerated

straight quarter.

Florida’s state-

further in early 2021,”

owned “insurer of

the report said.

last resort” added more than 100,000 new policies between February and May 2021—a result, officials say, of an ongoing customer purge by privatemarket companies looking to shed policies that are most likely to generate costly claims. Citizens Property Insurance Corp., created to ensure Floridians can find insurance when no one else wants them, is becoming the only choice for customers whose prior insurers declined to renew their policies or hit them with premium increases steep enough that they became eligible to switch carriers.

COMMERCIAL RATE INCREASES MODERATE

A HIGH BAR FOR DIGITAL INSURANCE INTERACTIONS According to J.D. Power’s

A survey from Willis Tow-

2021 U.S. Insurance

ers Watson PLC (WTW)

Digital Experience Study,

found that commercial

online insurance cus-

insurance prices rose in

tomer satisfaction scores

the 2021 first quarter. That

have declined as certain

is an increase of nearly

tasks have become more

8 percent from the same

complex. Those tasks

time last year. However,

include requesting a quote,

WTW reports that the

researching policy infor-

The sharp policy growth, just as hurricane season gets

aggregate commercial

mation, adding a driver

underway, increases the risk that Citizens’ $6.4 billion

price increase moderated

or vehicle, and viewing

surplus will not be able to cover all claims if a major

from a 10 percent increase

policy-related information.

catastrophe strikes South Florida or other heavily popu-

in the fourth quarter of

Despite the decline, the

lated areas of the state.

2020.

study found that mobile

CYBER PREMIUMS, LOSS RATIO UP SHARPLY IN 2020

percent in 2019, according

According to Aon PLC’s annual market report on the U.S. cyber market, cyber premiums increased 21 percent in 2020 from 2019, but insurers’ loss ratio increased as well.

U.S. cyber direct written premiums increased to

to the report.

The survey also found that the rate of price increases

app usage rose 26 percent year over year.

for most lines was lower

“The real challenge for

The report’s data is based

than those reported in

insurers is pushing the

on the National Associa-

each of the past three

envelope on digital innova-

tion of Insurance Commis-

quarters. The largest price

tion,” said Tom Super,

sioners’ statutory filing

increases were seen in the

head of property and casu-

statement, and the report

excess/umbrella liability

alty insurance intelligence

warns it has an inherent

and directors and officers

at J.D. Power. “Customers’

lag of 15 to 18 months.

liability policies. However,

pace of expected change is

“While the sharp rise of

those lines of business

accelerating, and insurers

loss ratios is bad news,

also recorded the largest

must be able to take steps

there is some good news

decrease compared with

to go beyond the basics of

$2.74 billion in 2020, up

as well: Insurers have

the 2020 fourth quarter.

simply digitizing customer

from $2.26 billion in 2019.

already had considerable

Meanwhile, commercial

tasks. Those that can make

The direct incurred indus-

time to respond to the

car insurance reported

this leap will be poised to

try loss ratio was 67 per-

trends now through the

near or above double-

separate themselves from

cent, compared with 44.9

NAIC data, in the form of

digit price increases for

the pack.”

6 | 2021 V5

www.pianational.org | PIA CONNECTION

NEWS BRIEF

EMPLOYERS CAN REQUIRE COVID-19 VACCINES UNDER FEDERAL LAW The federal government said on May 28 that employers in the United States can require all workers physically entering a workplace to be vaccinated against COVID-19, reports

be offered to workers for voluntarily. taking the vaccine. Employers that administer vaccines to their employees also may offer incentives, but the incentives cannot be coercive.

PROFITS CONTINUE UP FOR P&C INSURERS

the Wall Street Journal. The Equal

According to a forecast by the Insur-

Employment Opportunity Commis-

ance Information Institute (Triple-I)

sion (EEOC) issued updated guid-

and Milliman, property and casualty

ance stating that federal laws don’t

insurance companies will continue

prevent an employer from requiring

to see minor underwriting profits

workers to be vaccinated. In some

this year. The companies also predict

circumstances, however, federal

the industry’s combined ratio will

laws may require the employer to

not change dramatically from 2020.

provide reasonable accommodations for employees who, because of a disability or a religious belief, aren’t vaccinated.

Shutterstock

!

FLORIDA GOVERNOR VETOES NO-FAULT REPEAL Florida Gov. Ron DeSantis has vetoed legislation that would have ended Florida’s system of no-fault auto insurance, saying the bill (SB 54) would

The industry is expected to have

result in “unintended consequences.”

a combined ratio of 99 percent for

Critics argued the bill would push up

2021. However, insurance premiums

rates for many drivers.

are expected to rise by 7.1 percent

The EEOC said a reasonable accom-

from 2020. This is said to be driven

modation for an unvaccinated

by the economic recovery and hard

employee could include wearing

market conditions that increase

a face mask, working at a social

exposures and rates. The forecast

distance, or having the option of

says this increase will slow into

teleworking. The new guidelines

2022 and 2023, but remain above

also say that federal laws don’t

5 percent for both years. Officials

prevent or limit incentives that can

also predict underwriting results will

“While the PIP system has flaws and Florida law regarding bad faith is deficient … SB 54 does not adequately address the current issues facing Florida drivers and may have unintended consequences that would negatively impact both the market and consumers,” DeSantis wrote in his veto letter.

begin to improve by 2022.

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

PIA CONNECTION | www.pianational.org

2021 V5 | 7

FACTS MATTER: INDEPENDENT AGENTS AND THE NFIP

By Wayne White

THE MAY 18 HEARING OF the Senate Committee on Banking, Housing and Urban Affairs signaled the beginning of a period of Congressional activity in anticipation of the fast-approaching expiration date of the National Flood Insurance Program (NFIP). Its current authority will end on September 30, 2021.

Since 2012, the program has only once been reauthorized for five years.

The last long-term reauthorization ended in 2017, ushering in a period of ongoing uncertainty for real estate markets and other economic sectors.

Numerous short-term extensions have been used as stopgaps, each lasting months, weeks, or days. Three brief lapses in the NFIP’s authorization exacerbated the economic uncertainty facing policyholders, lenders, and agents alike.

For decades, PIA has been a strong supporter of the NFIP, and we remain a champion of the NFIP because it provides property owners with critical flood insurance coverage that the private market, despite its growth, remains unable to adequately supply. The NFIP needs modifications.

However, previous attempts to address the program’s persistent, lingering debt by moving toward risk-based rates have met with considerable opposition. The NFIP’s newest changes to its rating methodology, known as Risk Rating 2.0, have already been subject to substantial resistance.

During the hearing last month, some frequently heard myths were repeated about the work agents do in delivering flood insurance to consumers and how much they and the insurance carriers involved in the NFIP, referred to as Write Your Own companies (WYOs), are compensated.

Specifically, the WYO reimbursement rate, which is the 29.9 percent of premium that carriers earn from the PIA CONNECTION | www.pianational.org

NFIP as compensation for the processing and servicing duties they perform, is often misunderstood as an NFIP agent’s commission. Independent agents are often inaccurately characterized as being the sole recipients of the entire 29.9 percent payment of premium made by the NFIP to WYO carriers. That is simply not true. While carriers compensate agents using reimbursement rate funds, agents receive a fraction of that sum; they do not receive 29 percent commission on NFIP policies.

Likewise, the work of NFIP agents is often the subject of skepticism; policymakers and members of the public alike question the demands placed on NFIP agents and can be dismissive of the value agents provide. These unfair depictions dismiss the level of expertise that agents offer to their customers and ignore the extensive learning curve agents new to the NFIP must navigate to achieve that level of expertise.

Another common misconception about NFIP agents is that the renewal process is effectively self-executing and requires little or no work by the agent.

Such statements are both incorrect and insulting.

VALUE OF THE FLOOD AGENT On the contrary, renewing an NFIP policy is a time-consuming process that requires extensive communication with the insured, particularly if FEMA has made regulatory changes since the policyholder’s last renewal or the policyholder has taken mitigation steps that require policy changes.

In considering those issues, among others, the agent must remain focused on hard deadlines, which vary by policyholder.

An agent’s work on behalf of an NFIP customer is far from automatic; it necessitates a great deal of organization, work, and expertise that continues

long after the initial policy is sold.

Independent agents often invest years of time and effort in the sale and maintenance of NFIP policies. They may not net any revenue at all until they have devoted several years to a single policy.

Reducing the commissions NFIP agents earn would discourage them from remaining in the program and disincentivize new agents considering the expansion of their businesses to include flood products.

For years, PIA has opposed any attempts to cut the WYO reimbursement rate because such a cut would unfairly reduce agent commission for selling NFIP products.

In 2017, legislation championed by then-House Financial Services Committee Chairman Jeb Hensarling (R-TX) would have cut the WYO rate by three percent. The cut in the 2017 bill would have been passed on to agents by WYOs because they could not have absorbed the cut and remained in the program. PIA stood firm during this debate and opposed the bill outright; we were the only national insurance trade association to do so. When it became clear that the bill would not pass, PIA worked with congressional offices to forestall similar attempts in the future by explaining why such a cut would be detrimental to both agents and consumers.

In 2019, our work paid off. The 116th Congress’s House Financial Services Committee was led by Chairwoman Maxine Waters (D-CA), who shepherded an NFIP reform bill through her committee that did not include a cut to the WYO rate.

Chairwoman Waters’s bill passed out of committee unanimously.

PIA encourages the 117th Congress to pass a bill like the bipartisan 2019 CONTINUED ON PAGE 15

2021 V5 | 9

PIA LEGAL ANALYSIS

By Lauren G. Pachman, Esq.

FEDERAL INSURANCE OFFICE AN ONGOING THREAT TO STATE REGULATION Biden Assigns New Duties to FIO THE FEDERAL INSURANCE Office (FIO), created by the 2010 Dodd-Frank Wall Street Reform and Consumer Protection Act (DoddFrank), is an ongoing threat to the state insurance regulatory system.

Back in 2016, PIA was the first national insurance association to advocate for the full repeal of the FIO. In pursuit of that work, PIA led the effort to develop the Federal Insurance Office Abolishment Act (S. 524), which was introduced in March 2021. This bill would eliminate the FIO and give the Treasury Department responsibility for the few legitimately federal, insurance-related duties currently assigned to the FIO. PIA opposed the creation of the FIO from its inception. In 2010, advocates of federal insurance regulation succeeded in having its creation included in the Wall Street Reform and Consumer Protection Act (DoddFrank)—but PIA successfully pushed back against attempts at the time to give the FIO broad authority.

Since then, though, the FIO has offered policymakers who are hostile to state-based regulation of insurance a vehicle by which they can extralegally assign insurance-related oversight to the federal government instead of state insurance departments.

State insurance regulation has been in place for 150 years, and it has created and sustained a thriving, competitive industry that protects consumers and gives businesses a chance to compete 10 | 2021 V5

for market share. The Government Accountability Office (GAO) even concluded that state-based insurance regulation helped mitigate the effects of the 2008 financial crisis on the insurance industry.

A MINDSET FOR MISSION CREEP Throughout the last decade, regulators have found new ways to expand the FIO’s mandate beyond the duties set forth in Dodd-Frank. Congress had deliberately imposed specific limits on the FIO’s authority. Undeterred by the scope of its statutory authority, the FIO called for federal regulation of mortgage insurance and for uniform national standards for state guaranty associations. It also sought to administer the National Association of Registered Agents and Brokers (NARAB). Each of these actions was an overreach.

The FIO’s penchant for trying to expand the scope of its power was initiated by its first Director, Michael McRaith, who once advocated for regulating insurance like banks and securities. “We need to get past the notion that the insurance sector in the United States should be treated separately than any other sector,” he said.

McRaith, who resigned the day former President Donald Trump took office, was not alone in championing the federal regulation of insurance.

There was and is a small corps of members of Congress who continue to support attempts to strip the states of their authority to regulate insurance and

reassign it to the federal government.

In 2017, Congress began work on a bill, the Financial CHOICE Act, that would have repealed parts of Dodd-Frank. The Republican-led House, under the stewardship of Rep. Jeb Hensarling (R-TX), then-chair of the powerful Financial Services Committee, inexplicably attempted to increase the power of the FIO by creating a new supersized insurance office, called the Office of the Independent Insurance Advocate, which would have had vast new authority and virtually no accountability.

The office would have been Senateconfirmable, not answerable to anyone, with its own budget and be the recipient of unprecedented power for an entity in the federal government. Thanks to PIA’s efforts, the bill ultimately died in the Senate.

BIDEN ASSIGNS FIO NEW DUTIES The Biden administration recently assigned new tasks to the FIO in an Executive Order on Climate-Related Financial Risk that issues climaterelated instructions to both the FIO and the Financial Stability Oversight Council (FSOC), another Dodd-Frank creation. Specifically, the Executive Order (EO) directs the Treasury secretary to have the FIO “assess climate-related issues or gaps in the supervision and regulation of insurers, including as part of the FSOC’s CONTINUED ON PAGE 14

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CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

RISK RATING 2.0 DOMINATES SECOND SENATE HEARING ON NFIP REAUTHORIZATION ON JUNE 17, THE U.S. SENATE Committee on Banking, Housing and Urban Affairs held a second hearing on the reauthorization of the National Flood Insurance Program (NFIP). The first hearing was held in May. The hearing featured the testimony of David I. Maurstad, the Deputy Associate Administrator of the Federal Insurance and Mitigation Administration (FIMA), which houses the NFIP within the Federal Emergency Management Agency (FEMA). Mr. Maurstad oversees the NFIP and the implementation of its new premium rating methodology, known as Risk Rating 2.0 (RR 2.0). The hearing mostly focused on the changes associated with RR 2.0, its rollout, and its anticipated effect on policyholders.

Over the past few years, FEMA has been updating the NFIP’s risk rating process using a new methodology known as Risk Rating 2.0 (RR 2.0).

This new rating system will assign a level of risk to each individual property in the program, providing more specific and accurate information about an NFIP property’s flood risk than the legacy rating methodology provided.

Materials released by FEMA show that RR 2.0 will provide about 23 percent of current NFIP policyholders with an average decrease in premium of $86 per month. At the other end of the spectrum, the four percent of current policyholders facing the highest premium increases will receive a premium increase of, on average, more than $20 per month. FEMA has said that the policyholders who will

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be subject to precipitous premium increases are largely owners of highvalue homes in high-risk areas.

RR 2.0 will be implemented as to all new policies beginning on October 1, 2021. In April, FEMA announced that some existing policies would also gain access to RR 2.0 rates at that time.

Specifically, FEMA will allow existing policyholders with renewal dates between Oct. 1, 2021, and April 1, 2022, to renew their policies using RR 2.0 rates, if doing so would be financially advantageous to them. Based on renewal date, then, among the policyholders for whom RR 2.0 will represent a decrease in premium, some policyholders will be offered RR 2.0 rates ahead of other policyholders.

During the hearing, several senators questioned FEMA’s readiness for the rollout of RR 2.0 and potentially precipitous premium increases for NFIP policyholders. FEMA has said that the new methodology will increase premiums for about 80 percent of policyholders and decrease premiums for about 20 percent of them. Senators on the Banking Committee expressed concern about how the increases will affect their constituents. One committee member, Senator John Kennedy (R-LA), has introduced legislation that would require Congress to approve RR 2.0 before it goes into effect.

PIA shares FEMA’s stated goal of providing policyholders with the best available risk-based price for their policies, and we are working with FEMA to ensure as smooth a rollout of RR 2.0 as possible. PIA believes the RR 2.0 methodology will improve the

NFIP’s financial stability and provide policyholders with a more accurate understanding of their risk. At the same time, we want to ensure FEMA implements the new rating system in a way that is workable for both agents and consumers.

WRITE-YOUR-OWN RATE TARGETED AGAIN A few senators during the hearing questioned the role of, and compensation provided to, insurance carriers, called Write-Your-Owns (WYOs), which administer the NFIP. PIA strongly opposes any proposal that would reduce the role of WYOs in the program and maintains our longstanding opposition to a reduction in the WYO reimbursement rate, which is the vehicle by which independent insurance agents are compensated for selling NFIP policies.

During the hearing, we were pleased to see several senators recognize the important role independent agents play in delivering the program. PIA shares Administrator Maurstad’s hope that the RR 2.0 rating system will be easier for agents to understand and will encourage agents to sell NFIP policies.

We have always shared FEMA’s goal of increasing the take-up rate of flood insurance, which would protect more properties against the risk of flood.

PIA is actively engaged with both the House and Senate on NFIP reauthorization, and we are in continued communication with FEMA regarding the rollout of RR 2.0.

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

2021 V5 | 11

$

AGENCY MANAGEMENT

By Ted Janusz

FOUR QUALITIES OF AN EXCELLENT MANAGER DO YOU DO A GREAT JOB managing your people?

Bet you do! It has been my experience that managers having outstanding technical knowledge and skill often mistakenly believe they are also gifted at guiding and motivating their employees. These managers forgo the possibility of new ideas. At the same time, they wonder why their agency is plagued with a high turnover of both employees and customers.

So, instead, as a superior manager, identify how many of these four qualities you possess.

The best managers …

1. MAKE THEIR EMPLOYEES FEEL IMPORTANT The number one desire of most people is the need to feel that their lives matter and that the world is a different and better place because they are in it. How often do you remind your employees that each of them is valuable to you and to your organization?

As an example, our family had just moved to town and our oldest daughter, Allison, was just starting high school.

The school was both new to us and new to the town. To become involved in the community, and because I have a face for radio, I had volunteered to be the public address announcer for the high school football games.

This particular evening I was wandering down the school’s hallway during the meet-the-teachers night when suddenly I heard a voice ring out from behind me, “Ted Janusz!”

I thought to myself, who would know me in our new town, let alone at the new high school?

12 | 2021 V5

I turned around to see someone who was smiling from ear-to-ear. He extended his hand to me and said, “Ted Janusz, Voice of the Hilliard Darby Panthers, how in the heck are you?”

He then introduced himself as Jeff, the principal of the new school.

Stunned, I shook his hand.

That encounter lasted twenty seconds and occurred over twenty years ago. But each time I recall it, I can easily remember my emotion. In that moment, as a parent in a new town and in a new school, Jeff made me feel as tall as the Empire State Building!

I later learned that Jeff took the time to personally get to know as many people in the school community as he could. When he transferred from his old school to our new school, most of his staff came along with him. Why? Because he uniquely made people feel important.

More recently, early this past Sunday morning, I was out for my daily run.

My iPhone rang. I wondered who would be calling me from a different time zone so early in the morning. I didn’t recognize the phone number and so I let the call roll over to voicemail.

I had recently published a book and had quoted a famous speaker in the book, so I sent him a copy of my book.

It was this speaker who was calling and who left a message. He told me that, in a moment of reflection, he was wondering if anyone were listening to the words he was saying and if his words were making any kind of an impact. He went on to say that, today, by reading his words in my book, he had received that assurance.

You would think that a speaker who

flies only first class would know that his words were important. But that exchange convinced me that we all sometimes need to be reminded.

2. MAKE THEIR EMPLOYEES FEEL APPRECIATED In taking worker satisfaction surveys over the last 75 years, employees’ number one complaint is neither wages nor benefits, but a lack of appreciation.

In my last corporate position, I had a co-worker, Amy, who always did a good job. But one particular time Amy went above and beyond what she needed to do. I wanted to recognize Amy’s efforts but times were tough and I wasn’t in a position to give her a raise or promotion. Instead, I went to the Hallmark store and designed a postcard that said at the top, “The Top 10 Reasons Why You Are Marvelous” and I then filled it in.

When I gave the postcard to her, Amy looked at the card, then looked up at me. There were tears in Amy’s eyes. Apparently no one had ever shown appreciation like that for Amy. Average managers say, “My employees are getting paid. That should be enough!” Excellent managers regularly demonstrate how glad they are to have their employees on the team.

3. GET TO KNOW THEIR EMPLOYEES AS PEOPLE Vince Lombardi, the legendary coach of the Green Bay Packers said, “Nothing is more unequal than the equal treatment of unequals.”

Translating the coach-speak: Even though your employees may be equal, to motivate them properly, you can’t www.pianational.org | PIA CONNECTION

iStockphoto

treat them all the same way.

For instance: • One of your employees is interested in taking on additional responsibilities so they can be promoted into management.

• Another employee desires to buy a house, so they want an opportunity to make more money.

• Yet another employee treasures time off, so they can spend that time with children or grandchildren.

The key to successful motivation is to reward your people the way that they want to be rewarded, not necessarily the way that you or I would like to be rewarded.

Realize that Bob or Alice, who works for you, is more than “just” a bookkeeper. He or she has a family and has plans and dreams just as you do.

How much do you know about Bob or Alice? Their favorite sports team?

Where they like to go out to eat? What they like to do on their free time?

Get to know your employees as PIA CONNECTION | www.pianational.org

people, and not just as “cogs in your machine.” Realize that people don’t work for companies; they work for (or leave) their bosses. But realize, too, that while some people like to share details of their lives in a work setting, others may consider it intrusive. Employees need to know that if they share, they will be accepted—not judged.

4. ARE ROLE MODELS FOR THE ORGANIZATION People are watching you!

As a speaker, I watch others in my industry. It makes me feel good when my role models act appropriately and it disappoints me when they don’t.

Similarly, whether you realize it or not, your employees are constantly watching you. They want to be sure that: • You don’t play favorites among your employees.

• You enforce the rules fairly.

• You have technical knowledge they know they can always come to you to help solve a complex issue.

• You have emotional intelligence and people skills—they know that you will help them through a challenge they may have with a customer or even with a fellow employee.

• No matter what happens, you will always have their back.

• You maintain an even keel, no matter how the economy or other external forces impact the business.

• Most importantly, you are in charge, and that knowledge frees them to do their jobs.

Your employees want to belong to something that is bigger than themselves. They want to look forward to coming to their job every day, to enjoy working with you and their fellow employees. Your employees want to feel proud when they tell people in the community that they work at your agency. As an excellent manager, you realize that you make all of that possible.

2021 V5 | 13

PIA MEMBERS: NOMINATIONS NOW BEING ACCEPTED FOR THE PIA NATIONAL 2021 FALL AWARDS PIA NATIONAL IS NOW ACCEPTING NOMINAtions for four prestigious awards: the Company Award of Excellence, Company Representative of the Year, Managing General Agency (MGA) of the Year, and Excellence in Social Media awards.

Nominations will be accepted until Friday, August 20, 2021. Nomination forms are now available on PIANational. org. To download Fall nomination forms, please visit https://www.pianational.org/awards The PIA National Company Award of Excellence honors an insurance company that demonstrates a commitment to the American Agency System and seeks to further the interests of professional, independent insurance agents by creating a better business environment. PIA places a very high value on its relationships with its carrier partners. PIA members as well as PIA state and regional affiliates make nominations for this award.

The PIA National Company Representative of the Year Award recognizes the professionalism and unique contributions of an outstanding company representative. Nominations for this award are made solely by PIA state and regional affiliates. However, in states that receive their services directly from the national headquarters of PIA, individual PIA members may submit nominations for the Company Representative of the Year Award.

The PIA National Managing General Agency (MGA) of the Year Award is given annually to recognize the outstanding achievement of a managing general agency in furthering

the interests of agents, along with a commitment to the agency system and successful efforts to create a better business environment for professional insurance agents. Nominations for this award are made by individual PIA members as well as PIA state and regional affiliates.

The PIA National Excellence in Social Media Award honors a PIA member agency that uses non-traditional communication tools to effectively further the goals of the organization.

An agency may use Facebook, Twitter, YouTube, LinkedIn, Instagram, blogs and other social media outlets to creatively promote programs, build upon an existing brand, and introduce products and services to an expandable customer base.

Nominations for this award are made by individual PIA members as well as PIA state and regional affiliates.

The 12th annual Excellence in Social Media Award is sponsored by the National Insurance Producer Registry (NIPR).

Winners of corresponding state-level PIA Awards within the past 12 months automatically advance to the PIA National Awards competition. PIA affiliates need only to complete the state-level winner nomination form, and may submit supporting materials, to advance a state-level winner to the national competition. When submitting the state-level winner form, please attach all relevant nomination materials and/or supplemental materials.

To submit all Fall 2021 award nominations, email award nomination forms to awards@pianational.org.

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

FEDERAL INSURANCE OFFICE AN ONGOING THREAT TO STATE REGULATION CONTINUED FROM PAGE 10

analysis of financial stability, and to further assess, in consultation with States, the potential for major disruptions of private insurance coverage in regions of the country particularly vulnerable to climate change impacts.”

The FSOC, whose members include the director of the FIO, is supposed to examine the possible effects of climate change on financial institutions and determine whether climate change could affect insurers’ financial stability. The FSOC is also expected to ask state insurance regulators what they are doing to mitigate climate-related 14 | 2021 V5

financial risk. The EO requires the FSOC to report its results to the president within 180 days.

In issuing this EO, the Biden administration has assumed the oversight role of state insurance regulators and improperly delegated the tasks associated with that role to the FIO and the FSOC. If an inquiry into the potential effects of climate change on the stability of the insurance industry is warranted, it should be undertaken at the state level by state insurance regulators, not the federal government. This EO is another example of

opponents of state insurance regulation using the FIO as a means of asserting federal authority over the insurance industry.

PIA is continuing to encourage support in Congress for the repeal of the FIO by seeking cosponsors for the Federal Insurance Office Abolishment Act and urging House members to introduce a companion bill.

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

www.pianational.org | PIA CONNECTION

National Association of Professional Insurance Agents 90th Annual Meeting of the Members of the Association Thursday, September 23, 2021 | 3:30 pm Crowne Plaza Detroit Downtown Riverfront Hotel, Detroit, MI AGENDA President Wayne F. White, Presiding 1.

2.

Call to Order Antitrust Statement

W. White R. Savino

As a prologue to our meeting, please keep in mind that there are numerous state and federal laws that absolutely prohibit the exchange of information among competitors regarding price, refusals to deal, or agreements to proceed in certain anti-competitive respects, and that no such exchange of this information is either sanctioned by PIA, nor will be tolerated, during our meeting. This is a very serious consideration, and no deviation from this policy will be allowed.

Your cooperation in this matter will be appreciated.

We ask you not to refer to any agency or company-specific names in the examples you may give as illustrations during your discussions. There will be no specific discussion concerning price, profits, commission, or any other cost components and elements. Staff liaisons have been instructed to keep you within acceptable bounds.

3.

4.

5.

6.

7.

8.

9.

Roll Call & Quorum Report Approval of September 23, 2020 Minutes (Virtual Format) President’s Report—State of the Association Treasurer’s Report Executive Vice President’s Report Matters Before the Floor Ratification of the Acts of the 2020-2021 Administration

R. Savino W. White W. White G. Hemphill M. Becker W. White W. White

On this day, Thursday, September 23, 2021, the voting members of PIA here and present, and constituting a lawful quorum, hereby accept and ratify the PIA National Board-adopted and -directed policies and actions and the authorized and lawful actions of PIA member officers, board members, and committee, advisory council and task force members, performed within the scope of their official capacities in carrying out such Board-adopted and -directed policies and actions, all in a manner consistent with the lawful purposes of PIA National and for the benefit of its membership. The voting members of PIA here and present and constituting a lawful quorum also accept and ratify the authorized and lawful actions of the PIA National staff, performed within the scope of staff members’ employment in carrying out such Board-adopted and -directed policies and actions, all in a manner consistent with the lawful purposes of PIA National and for the benefit of its membership.

W. White

House reform bill. We have been pleased that the initial drafts of NFIP reauthorization legislation keep the WYO reimbursement rate at its current level. PIA will continue to work with congressional offices to explain the value agents provide in delivering NFIP policies to consumers,

PIA CONNECTION | www.pianational.org

L E PAR ER

CONTINUED FROM PAGE 9

AC

TN

FACTS MATTER: INDEPENDENT AGENTS AND THE NFIP

P I NN

10. Adjournment

and we will oppose any bill that would reduce the WYO reimbursement rate.

Wayne White is President of the National Association of Professional Insurance Agents (PIA), based in Alexandria, Va. This article appears on PC 360.com.

Encompass Insurance Erie Insurance State Auto Insurance Companies 2021 V5 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL ✦ PIA MEMBER REIMBURSEMENT PROGRAM: Receive reimbursements on PIA marketing and PIA Partnership programs (up to $250 per program, for a total of up to $500). www.pianational.org/agentsupport

INSURANCE PRODUCTS

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

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

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

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

✦ PIA MARKET ACCESS. Access to over 50 national and specialty carriers, realtime online rating, ownership of your book and no exit fees for a low monthly rate. www.piamarketaccess.com

✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. ✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; and AD&D. www.piatrust.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.

✦ 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!

p

A l e xi’s

✦ PIA CYBER INSURANCE: Robust coverage tailored to small and midsized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell.

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦ 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.

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

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

✦ 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.

te

c o le t

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

Ni

BUSINESS-BUILDING TOOLS

’s p ic k ✦

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

✦ HIRE WITH IDEALTRAITS. The comprehensive, go-to hiring tool for agencies looking to hire top performers. www.idealtraits.com/pia ✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press. ✦ Free subscriptions to industry publications.

✦ 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. ✦ CYBER 101. Cyber education for you and your clients. ✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability.

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

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

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

PIA MEMBER BENEFIT SPOTLIGHT

TAKE CONTROL OF YOUR AGENCY’S FUTURE WITH A PERSONALIZED PLAN YOU MAKE DECISIONS EVERY DAY THAT SET THE stage for your options long-term. Agency Journey Mapping helps you see the impact of your actions today on your agency’s value, ability to respond to new opportunities, and preparation for the unexpected.

The program addresses succession and perpetuation planning. But it’s not only for agents headed for the exit. It’s so much more. It is designed to give agency owners—at every stage—control of their future by investing in a little planning today.

• Step 1: attend live or on-demand seminar • Step 2: access a library of resources • Step 3: develop a customized plan To access PIA’s Agency Journey Mapping, visit: www.agencyjourneymapping.com PIA Members: PIA has funds reserved to reimburse your purchase of the Agency Journey Mapping program.

Learn more at www.pianational.org/agentsupport

Thank you to The PIA Partnership for making all of this possible! PIA Partnership companies include: 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.

UPCOMING PIA WEBINARS Date:

Topic:

Time:

08/23

PIA & You: An Overview of PIA Member Benefits

2:00 PM ET

08/26

Omnia Webinar

2:00 PM ET

09/24

PIA & You: An Overview of PIA Member Benefits

2:00 PM ET

10/13

Cyber Webinar

2:00 PM ET

To register for an upcoming webinar, visit: www.pianational.org/events-webinars Questions? Contact ProductsandServices@pianational.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, or inquire about display advertising, please PIAtoCONNECTION | www.pianational.org contact Alexi Papandon at apapandon@pianational.org or 703-518-1353.

2021 V5 | 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@pianational.org | Web Site: www.pianational.org

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

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

KANSAS Kansas Association of Professional Insurance Agents 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@pianational.org | Web Site: www.pianational.org

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

OHIO

WISCONSIN

MAINE

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

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 V5

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

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

www.pianational.org | PIA CONNECTION

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