PIA Connection — Agent Advocacy!

PIA Testifies Before House Financial Services Committee

page 8

PIA CONNECTION 2022 V5

Agent Advocacy!

PIA MEMBERS ON CAPITOL HILL

Hire Better with IdealTraits page 19

AGENTS OF

Infinit e Possibili ties All the products you need to protect your customers As an agent, the more you have to offer, the more opportunities you have to customize coverage for your customers. That’s why we equip you with a full suite of products—including auto, home, motorcycle, boat, RV, and more—so you can give your customers peace of mind knowing that whatever they need, you’ve got it covered.

Plus, as a Progressive agent, you have access to our industry-leading commercial coverage to round out your offerings and meet all your customers’ needs.

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

21A00108.IP01 (06/21)

ACTIVE 2022 HURRICANE page 17

2022 V5

shutterstock

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

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

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

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

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.

CONTENTS NEWS BRIEF 6-7 72% of Homeowners Don’t Understand Homeowners Insurance…

Most Homeowners Underinsured for Inflation…Insurance Bills Enacted in Florida Special Session…Prepare for Hurricane Season By Packing a ‘Go Bag”…NAIC President Warns of Excessive Regulation…Cyber Insurers Raise Rates…Industry Posts Diversity Gains in 2021.

COVER STORY AGENT ADVOCACY! PIA’S ARIEL RIVERA TESTIFIES BEFORE CONGRESS Expresses support for renewal of National Flood Insurance Program, Urges More Transparency.

8-9

CAPITOL HILL UPDATE PIA’s Jon Gentile reports on PIA members advocating for NFIP flood insurance renewal and reform.

11

THE PIA NATIONAL AWARDS – HONORING THE BEST 12 Awards presented to the 2022 PIA Agent, Young Insurance Professional and CSR of the Year.

OFFERING CYBER COVERAGE PROTECTS BOTH YOU AND YOUR CLIENTS 13-15 Columnist Kevin Callahan with an overview on the importance of cyber coverage.

ACTIVE HURRICANE SEASON PREDICTED Forecasters say there may be as many as 21 named Atlantic storms in 2022. If the predictions hold up, this year will be the seventh consecutive above-average hurricane season.

17

PIA’S AGENCY RECRIUTING PROGRAM Through PIA’s partnership with IdealTraits, PIA members and agents appointed by carriers belonging to The PIA Partnership can access IdealTraits’ hiring platform to hire top performing sales and service staff for their agencies.

19

DEPARTMENTS From the President . . . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . . 5 PIA Member Benefits . . . . . . . . . . . . . . . . 20 PIA Member Benefit Spotlight . . . . . . . . . . . 21 PIA Connection Marketplace . . . . . . . . . . . . 21 PIA Affiliate Listings . . . . . . . . . . . . . . . . 22 2022 V5 | 3

Partner with Prime SPECIALTY LIABILITY SOLUTIONS, PRIMARY & EXCESS

WITH US, YOU HAVE….

To learn more visit www.primeis.com

> Specialty Liability Solutions, Primary & Excess

Contact us at 1.800.257.5590 or info@primeis.com

> Specialty Coverage offered in all 50 States, with same date quotes when needed > General Liability including Professional Liability & Completed Operations/Products > Directors & Officers Liability > Commercial Auto, including Trucking > Property Coverage

Scan the QR code to learn more

40+ Years of Experience

> Risk Management & Superior Claims Results

For latest ratings, access www.ambest.com

4 | 2022 V5

Prime Insurance Company (“PIC”) is an excess and surplus lines insurance company, which is domiciled in the State of Illinois and has its principal place of business in Sandy, UT. Full disclaimer at www.primeis.com/legal.

www.pianational.org | PIA CONNECTION

FROM THE PRESIDENT IN RECENT YEARS, HEADLINES ABOUT CYBER issues have become common. But since the pandemic, it seems like you can’t pick up a newspaper, watch television, or read your favorite news website and not find extensive coverage of this topic. Cyber risk is more rampant in the new age of working remotely than ever before. Nearly every company, large and small, has a cyber threat, and businesses need to protect themselves.

In late March, the White House issued a statement urging American companies to “harden your cyber defenses immediately.”

“The more [Vladimir] Putin’s back is against the wall, the greater the severity of the tactics he may employ … one of the tools he’s most likely to use in my view, in our view, is cyberattacks,” said President Biden. “The magnitude of Russia’s cyber capacity is fairly consequential and it’s coming.”

Industry leaders also warn of a “clear and present danger” of malicious cyber activity against U.S. businesses.

Further, according to a recent PwC survey and other

sources, CEOs named cyber risk the top threat facing businesses in 2022. Cyber-attacks have surged over the last two years, with corporate systems seeing 50% more attacks per week than in 2021. The negative impacts from these attacks can be long lasting and affect businesses’ ability to sell products, innovate, and be profitable.

PIA is making timely investments in resources that can help! We are participating at several levels to provide solutions for our members and help them protect their organizations.

Unfortunately, bad actors that create evil cyber attacks are in our world. PIA is working hard to prevent misfortunes.

I think you will agree: PIA is once again leading the way!

Tony Curti President

FROM THE CEO THERE ARE MANY REASONS THAT PROFESsional independent insurance agents choose to be members of PIA. The reasons run the gamut, from access to a wide array of business building programs and services, to tools agencies can use to increase efficiency and build profitability. Many of these tools are developed in close collaboration with our carrier partners of The PIA Partnership.

Professional education and networking opportunities are other reasons people join PIA. And yes, there are many agents who belong to PIA for altruistic reasons: they simply want to give back to the industry that has provided them with so many opportunities to succeed.

One of the most important things PIA provides is advocacy.

PIA members are acutely aware of how the actions – or inaction – by government at both national and local levels can have either a positive or a negative effect on their businesses.

That’s why advocacy is such an integral part of PIA’s activities. Every day, PIA’s government relations professionals engage with lawmakers and their staff, making the case for PIA’s key issues of focus.

A few of our issues: PIA supports the long-term

PIA CONNECTION | www.pianational.org

reauthorization of the National Flood Insurance Program (NFIP); PIA aggressively works to protect the crop insurance program from budget cuts; 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; PIA also backs legislation to repeal the Federal Insurance Office, which threatens state-based insurance regulation, which PIA strongly supports.

Some members decide to do even more by volunteering to contribute to the PIA Political Action Committee, PIAPAC. This extra level of engagement paves the way for our advocacy.

You can learn more about PIA’s political action committee by visiting www.piapac.com.

Mike Becker CEO

2022 V5 | 5

!

NEWS BRIEF

72% OF HOMEOWNERS DON’T UNDERSTAND HOMEOWNERS INSURANCE According to a Forbes Advisor and OnePoll survey of 2,000 homeowners, 72 percent of homeowners do not understand how homeowners liability insurance works.

Thirty-nine percent of respondents mistakenly believed dog bite incidents were not covered by their homeowners insurance policy. Meanwhile, 71 percent of homeowners don’t understand that homeowners insurance does not pay for vehicle damage due to a house fire. Forty percent of homeowners believe earthquake damage is covered by standard homeowners insurance, and 36 percent istockphoto

believe it covers flood-related damage, which can be costly misconceptions.

This online survey of 2,000 U.S. homeowners was commissioned by Forbes Advisor and conducted by market research company OnePoll. The margin of error is +/- 2.2 points with 95% confidence.

MOST HOMEOWNERS UNDERINSURED FOR INFLATION According to a survey of more than 1,000 U.S. homeowners by the American Property Casualty Insurance Association (APCIA), just 30 percent of respondents who carry insurance have responded

age (63 percent), extended

other things. The legisla-

engineer when the build-

replacement cost coverage

tion was produced during

ing becomes 30 years old.

(67 percent), or ordinance

a special legislative ses-

Inspections must then

coverage for new energy

sion convened May 23 at

be performed every ten

or building code upgrades

DeSantis’ behest.

years thereafter. How-

(69 percent). The survey also found that one-quarter of insured respondents have never completed a home inventory.

“Across the state, Floridians are feeling the burden of skyrocketing property insurance premiums. To provide relief as quickly as possible, this legislation

ever, for buildings within three miles of a coastline, an inspection must be performed 25 years after the structure is erected and then every 10 years.

erage or boosting cover-

INSURANCE BILLS ENACTED IN FLORIDA SPECIAL SESSION

age limits.

Florida Governor Ron

gram in 2022 are required

The survey also found

DeSantis signed into law

to pass the savings onto

With the start of the hur-

that 64 percent of insured

bills to provide additional

consumers in a rate filing

ricane season, officials are

homeowners either were

funding for Floridians

by June 30,” Senate Presi-

advising people to pack a

unsure or believe their cov-

to harden their homes

dent Wilton Simpson said.

“Go Bag.”

erage limits are based on

through the My Safe

DeSantis also signed Sen-

Go Bag contents should

their home’s market value

Florida Home Program,

ate Bill 4D, which requires

include cash, medications,

instead of the rebuilding

prevent insurers from

condos and cooperative

a battery-powered radio,

cost. Further, a majority of

denying coverage based

association buildings that

and copies of important

insured homeowners have

on the age of a roof, and

are three or more stories

documents such as insur-

not added or were unsure

restrict the assignment of

high to have structural

ance cards and Social

if they had added annual

attorney’s fees in property

integrity inspections per-

Security cards in a water-

inflation adjustment cover-

insurance cases, among

formed by an architect or

proof container or digitally

to rising building costs by purchasing additional cov-

6 | 2022 V5

enhances insurer access to reinsurance, and insurers who participate in the pro-

PREPARE FOR HURRICANE SEASON BY PACKING A ‘GO BAG’

www.pianational.org | PIA CONNECTION

!

NEWS BRIEF saved online, among other

and compiled by ratings

things. You also should

firms shows a 92 percent

take stock of your posses-

year-over-year jump in

sions and document those

direct written premiums

items. The National Asso-

collected by the largest

ciation of Insurance Com-

U.S. insurance carriers

missioners (NAIC) offers a

last year, which analysts

free Home Inventory App,

attribute to higher rates

which can be downloaded

rather than expanded cov-

from the App Store and

erage limits. Following the

Google Play.

price increases, the U.S.

“Don’t forget to review your insurance coverage and make sure you are familiar with your policies,” advises Mississippi Insurance Commissioner Mike Chaney. “If you have questions, contact your insurance agent or insurer.”

cyber insurance industry’s direct loss ratio was pared back to 65.4 percent from a record 72.5 percent in 2020. Meanwhile, many carriers are requiring evidence from potential

NAIC PRESIDENT WARNS OF EXCESSIVE REGULATION At the annual Insurance Europe conference in Prague, National Association of Insurance Commissioners (NAIC) President Dean Cameron, director of the Idaho Insurance Department, was a panelist

of technology and ways to attract younger people into the industry, we have to look at how we say things and make it so it’s easier to follow and understand,” he added.

INDUSTRY POSTS DIVERSITY GAINS IN 2021

discussing “regulation on

In 2021, the insurance

top of regulation,” which

industry recorded a

looked at the current regu-

year-over-year gain in

latory environment and its

its S&P Global gender

impact on the protection

diversity score, and U.S.

gap.

Department of Labor data

clients that they practice

“We have confusing

basic cyber hygiene in

archaic, duplicative words

order to obtain coverage.

and regulations that almost

CYBER INSURERS RAISE RATES

“If we’re looking at the use

compete at times. If we want our products, and our industry, to be more appro-

show that the industry’s workforce also was more racially diverse. The National Association of Insurance Commissioners (NAIC) is working to help regulators and insurers

In 2021, insurers boosted

priately regulated, it’s time

cyber insurance premiums

to clean [the] house every

after several high-profile

once in a while,” Cameron

“It’s not just words. We’re

attacks, reports the Wall

said. In Idaho, “We cut

putting action behind

Street Journal. Information

about 40 percent of rules

those words,” said Evelyn

submitted to the National

and regulations. We did not

Boswell, NAIC Director of

Association of Insurance

change one drop of how we

Diversity, Equity and Inclu-

Commissioners (NAIC)

regulate the industry.”

sion (DEI).

improve industry diversity.

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

PIA CONNECTION | www.pianational.org

2022 V5 | 7

PIA’S ARIEL RIVERA TESTIFIES BEFORE CONGRESS Expresses Support for NFIP, Urges More Transparency THE NATIONAL FLOOD Insurance Program (NFIP) needs a long-term reauthorization and key reforms, according to testimony provided on May 25 before the House Financial Services Committee by the National Association of Professional Insurance Agents (PIA).

Testifying on behalf of PIA was Ariel Rivera, founder and agency principal of Deer Insurance Agency, an independent insurance agency located in Jacksonville, Florida. Born and raised in Puerto Rico, Rivera has over 18 years of experience in the industry and currently sells flood insurance both through the NFIP and the private market. He also serves as Secretary of the national PIA. Rivera addressed a broad range of issues regarding the flood program, including PIA’s support of Risk Rating (RR) 2.0; the NFIP’s need for a longterm reauthorization; the importance of a continuous coverage provision; the benefits of creating an affordability framework; and the need for greater rate transparency.

8 | 2022 V5

RISK RATING 2.0 PIA strongly supports RR 2.0 because it will make the NFIP more solvent while also providing policyholders with more accurate information about their properties’ flood risk. With better information, we hope property owners will learn more about their risk of flood, engage in mitigation efforts where needed, and, ultimately, purchase flood insurance that matches their risk.

However, Rivera said, the RR 2.0 system lacks sufficient transparency.

“The rating engine was designed to take in data from agents and produce a rate, so the system does not show how it arrives at a particular rate,” he said. “Agents cannot see what effect any single data point has, making it nearly impossible for them to walk policyholders through the system’s process of building an increased rate.

Policyholders deserve to understand how their data is being used to calculate their premiums, whether mitigation efforts could change those premiums, and how existing mitigation efforts are accounted for in the new system.

“Independent agents are the face of the NFIP, and our expertise and personal attention to our clients are vital assets to the program. The lack of transparency in the rating engine makes our work harder because it leaves us

with frustrated clients and incomplete information. Better information about how rates are produced would help us maintain the level of service we are accustomed to providing and would improve the customer experience.

Increased transparency will lead to an increase in the flood insurance take-up rate all over the country, which will further strengthen the NFIP.” LONG-TERM REAUTHORIZATION The program’s most recent five-year reauthorization expired on September 30, 2017, nearly five years ago. Leading up to that deadline, 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 around 20 extensions of varying lengths, and its current extension will expire on September 30, 2022.

“The series of short-term extensions over the last five years has been extremely disruptive for everyone associated with the NFIP, including policyholders,” Rivera said. “Even if the program does not lapse, the federal government and every facet of the insurance industry incurs costs associated with preparing for a lapse as the NFIP’s next expiration date approaches.”

www.pianational.org | PIA CONNECTION

CONTINUOUS COVERAGE Rivera noted that the inclusion of a continuous coverage provision in any reauthorization is one of PIA’s top priorities. Continuous coverage would allow policyholders to move between the private market and the NFIP without penalty. “We were gratified to witness the bipartisan support this provision garnered in the 2019 committee vote and appreciate its inclusion in the draft legislative text associated with today’s hearing.”

“THE SERIES OF SHORTTERM EXTENSIONS OVER THE LAST FIVE YEARS HAS BEEN EXTREMELY DISRUPTIVE FOR EVERYONE ASSOCIATED WITH THE NFIP, INCLUDING POLICYHOLDERS.” A ROBUST AFFORDABILITY FRAMEWORK PIA stated that, to increase the take-up rate, particularly in high-risk areas, the NFIP needs an affordability framework with means testing to ensure that flood insurance is not out of reach for those who need it most. PIA is committed to the creation of an affordability framework to ensure that existing NFIP policyholders are not priced out of their homes as their rates increase along the glide path toward full risk.

“Because agents are in regular communication with existing and prospective policyholders, they are already seeing the effects of RR 2.0 increases in some of the communities they serve,” Rivera testified.

GREATER RATE TRANSPARENCY Consumers and agents need more information about how the new methodology’s rating factors combine to calculate NFIP premiums, especially in the context of mitigation efforts. Reauthorization should include provisions demanding greater rate transparency from FEMA, including

PIA CONNECTION | www.pianational.org

information about how the rating engine builds a rate and how rating factors may be used to increase or decrease a rate. Everyone invested in the future of the NFIP would benefit from understanding how the system is intended to work.

Rep. Nydia Velázquez’s National Flood Insurance Program Administrative Reform Act of 2022 includes provisions that would strengthen disclosure requirements for NFIP policies, and PIA supports these provisions.

AGENT ADVISORY COUNCIL PIA also advocated for the creation of an Agent Advisory Council housed within FEMA, but independent of the agency, which could provide FEMA with agents’ recommendations to enhance the customer experience.

In conclusion, PIA’s Rivera urged Congress to work toward a long-term NFIP reauthorization that will attract and retain policyholders and provide

“INDEPENDENT AGENTS ARE THE FACE OF THE NFIP, AND OUR EXPERTISE AND PERSONAL ATTENTION TO OUR CLIENTS ARE VITAL ASSETS TO THE PROGRAM.” everyone associated with the program the certainty they need to remain in the business of flood insurance.

“We support the NFIP because it provides critical flood coverage to residential and commercial property owners, and we support Risk Rating 2.0 because it provides property owners with a more accurate estimate of their flood risk than was previously available to them,” said Rivera. “This additional information will help property owners make sound decisions about how to protect their investments. Plus, the progress toward risk-based rates will enable the NFIP to rebuild its longterm financial stability for the first time in nearly twenty years.”

Testimony (excerpt) Ariel Rivera-Miranda, Founder & Agency Principal Deer Insurance Agency On behalf of the National Association of Professional Insurance Agents (PIA) “Reauthorization and Reform of the National Flood Insurance Program” Subcommittee on Housing, Community Development and Insurance Committee on Financial Services United States House of Representatives May 25, 2022 “We support the NFIP because it provides critical flood coverage to residential and commercial property owners, and we support Risk Rating 2.0 because it provides property owners with a more accurate estimate of their flood risk than was previously available to them. This additional information will help property owners make sound decisions about how to protect their investments. Plus, the progress towards risk-based rates will enable the NFIP to rebuild its long-term financial stability for the first time in nearly twenty years.

“We would like to see more transparency in the rates produced by RR 2.0, particularly when those rates are at odds with the expectations of knowledgeable flood experts, and we are committed to the creation of an affordability framework to ensure that existing NFIP policyholders are not priced out of their homes as their rates increase along the glide path toward full risk.

“We urge Congress to work toward a long-term NFIP reauthorization that will attract and retain policyholders and provide everyone associated with the program the certainty needed to remain in the business of flood insurance. We look forward to continuing to work with you all on this critical issue.”

2022 V5 | 9

Empowering producers at the point of sale AVYST eForms Wizard

streamlines data input—on or offline—reducing E&O exposure and simplifying submissions.

At AVYST, we connect industry stakeholders—agents, brokers, carriers, MGAs, wholesalers, and other technology vendors—by transacting business securely and efficiently.

AVYST eForms Wizard Bronze is included as a PIA member benefit.

Get started! avyst.com/mypia | (877) 204-0704

CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

PIA MEMBERS ADVOCATE FOR FLOOD RENEWAL AND REFORM THROUGHOUT 2022, PIA members from across the country are spending their 2022 Advocacy Days engaging with lawmakers on PIA’s 2022 Issues of Focus. They are participating in a series of year-round, statespecific advocacy events that offer agents the chance to meet with federal policymakers on the issues that matter most to them.

One of the issues at the top of PIA’s priority list is flood insurance.

Recently, PIA of New Jersey, PIA of New Hampshire and PIA of Connecticut met with their respective congressional offices, with much of the discussion centered on the need for long-term reauthorization of the National Flood Insurance Program (NFIP), along with key reforms.

PIA members noted the recent history of stalled efforts to reauthorize the NFIP on a long-term basis. On September 30, 2017, with the NFIP about to expire and no agreement in Congress on a long-term reauthorization, Congress had to extend the program on a short-term basis to prevent a lapse. The NFIP is now on its 20th short-term extension since September 30, 2017.

Its most recent short-term extension means the program will expire again on September 30, 2022. PIA has continuously worked with Congress to urge passage of stopgap measures to prevent a lapse in the program.

PIA members have been asking policymakers to include important reforms in long-term extension legislation, such PIA CONNECTION | www.pianational.org

as continuous coverage protection for policyholders who move their flood coverage from the NFIP to the private market and later seek to return to the NFIP; the continuation of progress toward full-risk rates to keep the program solvent; the creation of an affordability framework to minimize potential attrition from the program; the creation of an agent-specific advisory council within FEMA so that agents have a voice during the regulatory process; and investments in mapping and mitigation.

PREVENTING A CUT IN AGENT NFIP COMMISSIONS Of particular concern to PIA is preventing a cut in agent NFIP commissions. PIA members have been discussing the need to maintain the Write Your Own Reimbursement rate at its current level of 29.9 percent.

The WYO reimbursement rate is the vehicle by which independent agents are compensated for selling NFIP policies. Carriers pay agent commissions out of their WYO reimbursement rate proceeds; any cut to the WYO reimbursement rate would force carriers to pass these cuts on to agents.

Cutting independent agent commissions would lead this vital sales force to stop selling NFIP policies and will discourage future agents from starting. The combination would result in a decrease in the number of flood policies in force at a time when increasing the flood insurance take-up rate should be a universal priority. PIA

will oppose any NFIP reauthorization effort that cuts the WYO reimbursement rate; we were pleased that there was no cut included in the recent 2019 bill that passed the House Financial Services Committee.

RISK RATING 2.0 PIA members have also provided onthe-ground reports of Risk Rating 2.0, which PIA supports, and its impact on consumers.

We have been emphasizing how the lack of transparency in the rating engine makes agents’ work harder because it leaves clients frustrated with incomplete information. Better information about how rates are produced would help agents maintain the level of service and improve the customer experience. Increased transparency will lead to an increase in the flood insurance take-up rate all over the country, which will further strengthen the NFIP. PIA also supports affordability efforts for certain flood consumers to alleviate some of the effects of increased rates. PIA believes RR 2.0 will in the long term ensure a fiscally healthier and improved NFIP program, but an affordability effort must be part of the solution.

We were pleased that PIA’s Ariel Riviera was chosen to give testimony at a hearing on the NFIP held by the House Financial Services Committee (see page 8), addressing a broad range of issues regarding the flood program.

Jon Gentile jgentile@pianational.org is PIA vice president of government relations.

2022 V5 | 11

THE 2022 PIA NATIONAL AWARDS – HONORING THE BEST KILGO NAMED PIA AGENT OF THE YEAR Jason Kilgo, CPIA, Founder of Kilgo Insurance of Midlothian, Virginia, has been named the 2022 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.

“Jason exhibits the utmost professionalism,” Hemphill said.

“He makes extensive use of technology in his agency marketing, including blogs and videos on his YouTube channel. He was Agent of the Year from PIA of Virginia/DC in 2021 and was Erie branch winner for personal lines in 2017.”

Rep. Ben Cline Named PIA Legislator of the Year Congressman Ben Cline (R-VA) was presented with the 2022 PIA Legislator of the Year Award

by PIA. Leaders of the insurance agents association joined President Tony Curti in the presentation made May 10, 2022 on Capitol Hill.

Rep. Cline was chosen to receive PIA National President Tony Curti (left) , Rep. Ben Cline the award due to his steadfast leadership in defending the state insurance regulatory system.

Rep. Cline introduced legislation to repeal the Federal Insurance Office (FIO). FIO repeal is a PIA top priority.

Rep. Cline introduced H.R. 4866, the Federal Insurance Office Elimination Act of 2021.

“Rep. Cline’s leadership in putting forward a bill to repeal the FIO brings needed action in support of a key issue for independent insurance agents and their customers. We are proud to honor him,” said PIA President Tony Curti.

12 | 2022 V5

PIA NATIONAL NAMES ALYSSA DELANEY 2022 YOUNG INSURANCE PROFESSIONAL OF THE YEAR Alyssa Delaney, Director, Marketing & Communications for Agency Network Exchange, LLC of Monmouth Junction, New Jersey has been named the 2022 National Young Insurance Professional (YIP) of the Year by the National Association of Professional Insurance Agents (PIA).

Alyssa Delaney The PIA National Young Insurance Professional of the Year award recognizes outstanding achievement by a young insurance professional. It was sponsored for the 17th year in a row by The Rough Notes Company.

“Alyssa has been a member of the New Jersey Young Insurance Professionals from 2017 to the present and has served as the group’s Treasurer, First Vice President and President,” said PIA National President-elect Gerald F. Hemphill, chair of the awards task force. “She has also served as a Board member of PIA of New Jersey since 2021.”

Delaney received recommendations from industry colleagues, one of whom noted, “I feel privileged to have hired, mentored, and worked with Alyssa. She is thoughtful, talented, and exceptional in her ability to build relationships.”

NICK OLENICZAK NAMED 2022 PIA CUSTOMER SERVICE REPRESENTATIVE OF THE YEAR Nick Oleniczak of M3 Insurance in Wauwatosa, Wisconsin has been named the 2022 Customer Service Representative (CSR) of the Year by PIA. 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. The award recognizes a CSR who has improved operations of the Nick Oleniczak agency, served their clients in a unique or extraordinary way, and engaged in community involvement and activities to advance the betterment of the insurance industry.

“Nick’s ability to connect with others and foster a team environment has been essential in keeping team members engaged while working remotely during the pandemic,” said PIA National President-elect Gerald F. Hemphill, chair of the awards task force. “He has gone from intern to a leadership role in just 4 years.”

www.pianational.org | PIA CONNECTION

$

AGENCY MARKETING

By Kevin Callahan

OFFERING CYBER COVERAGE PROTECTS BOTH YOU AND YOUR CLIENTS. HERE’S WHY. Getting comfortable with selling cyber is not only good for business, but it also protects your agency from potential E&O exposure.

WHEN WE TALK ABOUT THE

istockphoto

need for cyber insurance, there are two things that both independent agents and their clients should know: Cybercrime in 2022 is a multibilliondollar business, and 43 percent of all cyber attacks are directed at small businesses.

Another staggering statistic: IBM found in a study last year that 60 percent of businesses with fewer than 500 employees go out of business within six months of a cyber attack.

Now that I have your attention, it’s time to make a practice of communicating that same sense of urgency to your customers, while taking steps to strengthen your agency’s

PIA CONNECTION | www.pianational.org

cybersecurity defenses.

There are a variety of reasons why agents often don’t make a point of selling cyber coverage to their clients.

For one thing, many agencies lack the resources to even cross-sell auto and homeowners, much less cyber. Others will tell you that if they’re going to reach out to an existing policyholder, it would likely be at renewal time – simply because they often don’t have the bandwidth to do so otherwise.

Perhaps the biggest reason more agents don’t actively push cyber, though, is this: They don’t fully comprehend the scope of the exposures, and they’re not well versed in the finer points of the coverage or the

tightening underwriting requirements.

To be fair, this isn’t an easy task.

Cyber risks are continuously evolving, and the protections (as well as the policy limits) available will vary from carrier to carrier. However, when it comes to cyber insurance, not having the knowledge base to educate your clients on their exposures can put their business – as well as your ownership of those accounts – at risk.

DEBUNKING THE MYTHS It’s terribly ironic that the commercial clients at greatest risk of loss from a cyber breach – small to midsized businesses – are the ones who are convinced it will never happen to them.

This is an argument heard by many agents who attempt to sell cyber to their existing clients.

Michael Sabbagh Jr., Renaissance Alliance’s Director, Commercial Lines Marketing & Placement Strategies, draws a strong parallel between cyber coverage and Employment Practices Liability (EPLI). Once upon a time, he says, “no employer thought any of their employees would ever sue them.

They would always say, ‘It’s not going to happen to me.’ Well, we saw how that changed, and now EPLI is essentially a standard buy. It’s very much the same with cyber.”

Other prospects will assert that cyber cover is too expensive for them

2022 V5 | 13

“INDEPENDENT AGENTS MUST NOT ONLY UNDERSTAND CYBER COVERAGES BUT ALSO HOW TO HELP CLIENTS FIGHT CYBERCRIME IN ORDER TO EFFECTIVELY SELL IT.” —PIA CYBER EXPERT TOM WETZEL

– and they’d be wrong.

“Cyber rates are rising, there’s no question about that,” says Tom Wetzel, an agency consultant on cybersecurity. “There are two persistent myths, however, about how to deal with it.

One is that there is little an agent can do beyond shopping carriers. Insurers want policyholders to do more to thwart cybercrime and agents can guide them to in that process. Second, deploying strong cybersecurity defenses are affordable, even for the smallest clients.”

Wetzel, whose firm Thomas H. Wetzel & Associates is partnering with PIA National to offer its exclusive cyber risk assessment to independent insurance agents, agreed that agents often neglect to offer cyber to their clients because agents understandably like to lead with their strengths – and cyber isn’t always one of them.

“Agents don’t fully understand how complicated cyber can be, and they can be intimidated by it. I’ve had agents tell me, ‘I bring it up only if they ask,’” he says. “Cyber should always be top of mind for every agent, even if they don’t sell a lot of it. It should be in their arsenal.

“Independent agents must not only understand cyber coverages but also how to help clients fight cybercrime in order to effectively sell it,” adds Wetzel, “because then they can sell the urgency in obtaining it – and what a policyholder needs to qualify for it.”

Getting comfortable with selling cyber starts with having the

14 | 2022 V5

right knowledge base, and it’s a wise investment in your own professional development as an independent agent.

Agents can start with their appointed carriers to take advantage of training classes offered, or inquire with their state-based or other associations to learn what education resources are available.

Wholesalers also offer training courses in cyber, and there are a variety of independent seminars in which agents can enroll to gain the expertise they need. Wetzel also offers cybersecurity courses with CE credit.

For those who question whether the time and effort required to develop such specialization is worth it, Wetzel has one thing to say: “The number of cyber attacks and their rate of success grows every year. Cybersecurity is now a core business-survival challenge, not just an ‘IT’ issue for all businesses, regardless of size. Every business and every consumer depends on a digital ecosystem in which the cybersecurity weaknesses of one business can spill over to others.”

“CYBER SHOULD ALWAYS BE TOP OF MIND FOR EVERY AGENT, EVEN IF THEY DON’T SELL A LOT OF IT. IT SHOULD BE IN THEIR ARSENAL.” --PIA CYBER EXPERT TOM WETZEL

CRAFTING THE PERFECT PITCH Once an agent becomes savvy enough to identify their clients’ potential for loss, the ins and outs of cyber policies, and the types of information that underwriters will need, only then can they make an expert pitch to see that their customers are protected.

Like any other peril, the threat of loss from a cyber attack has to be made “real” for the client. The agent must paint a picture of the broader exposures; real-life examples of cyber

events taken from the headlines are useful, such as the January 2022 breach suffered by the Red Cross in which more than half a million records were compromised – including documents that the Red Cross classed as “highly vulnerable.” Or the 2020 breach suffered by an insurance software provider in which a third party accessed the names, dates of birth, addresses, and license numbers of 27.7 million drivers.

The point you’re driving home to the client is that you don’t need to be a Target or a Microsoft to get hacked. It happens to small businesses throughout the U.S. every year: According to the Verizon 2021 Data Breach Investigations Report, companies with fewer than 1,000 employees saw 1,037 cyber incidents in 2021 – and in 263 of those incidents, sensitive data was stolen.

It’s not an exaggeration to say that if a small to midsized business gets locked out of its system as the result of a data breach, the ensuing financial damage suffered could be the difference between staying in business and shutting down for good.

Once a basic understanding of the wider threat is presented, the gravity of the exposure can be laid bare for the client. Does the business handle payment data? Does the state in which the business is based require notification to customers if their information is compromised? If it does (and many do), those notification costs alone could prove costly – to say nothing of the business’ reputational loss.

Putting the potential loss in dollars and cents for the client, versus the cost of having the right coverage in place, can go a long way in making the sale.

Demonstrating to your carrier partners that the client is a good risk is paramount, particularly when trying to keep the cost of coverage affordable.

Underwriters will want to know what steps the insured has already taken to protect themselves, such as using multi-factor authentication (MFA),

www.pianational.org | PIA CONNECTION

coverage (as many of them might assume), that client can then rightfully demand to know why they weren’t presented with an option to protect themselves. At best, the agency might lose the client; at worst, they can be sued.

The ace in the hole for cyber-selling agents, however, is being a cyberinsurance policyholder. This is something that many agents also lack, much to their detriment.

“Agents will say, ‘I don’t need cyber because I’m already protected by my IT service provider, they address that,’” says Wetzel. “Well, IT service providers are not always equipped to handle cybersecurity challenges. Some are, and that’s a good thing. But it goes way beyond having a good firewall.”

It’s equally naïve for agents to believe that they’re immune to a cyber breach. All it takes is for one employee to open a phishing e-mail, click on a link they think is legitimate, and bam – their agency’s system is infected with malware. Imagine getting locked out of your agency’s computer system for at

LIKE ANY OTHER PERIL, THE THREAT OF LOSS FROM A CYBER-ATTACK HAS TO BE MADE “REAL” FOR THE CLIENT. endpoint detection and response (EDR) tools to detect and mitigate cyber threats, and backups held in a separate, secure location which require MFA for access.

PRACTICE WHAT YOU PREACH If the client still insists on foregoing cyber cover once the agent has made their case, the insured should be asked to sign a document that states the coverage was offered, but the customer is opting to remain uninsured against a cyber loss. Not only can this change the mind of a cautious businessowner, but it also protects the agent against possible Errors & Omissions exposure.

If a commercial client suffers a breach and finds out that they’re not covered for a cyber loss under their General Liability policy or their BOP

least a week or two while a ransom is negotiated with the perpetrator, on top of the expense and hassle of securing a firm to do that for you.

Whether you’re selling cyber or buying it yourself – and you most definitely should – it’s smart to think of cyber exposure as “the great equalizer,” because all of us, whether it be individuals or businesses, are potential targets. As Wetzel puts it, “Cyber exposure is different from other perils in that it affects everyone. We’re all vulnerable in the digital ecosystem.

“Cyber security has to be a topic that’s discussed all the time. It has to be a primary business function,” he adds. “If you’re going to bill yourself as a trusted advisor and fulfill that duty, you have to guide them in protecting themselves. Make the strongest possible case for it.”

Especially when it comes to cyber insurance, an ounce of prevention is well worth a pound of cure.

Kevin Callahan is Chairman and CEO of Renaissance Alliance (kcallahan@renaissanceins.com).

National Association of Professional Insurance Agents 91st Annual Meeting of the Members of the Association Thursday, September 22, 2022 3:30 pm, PT Kona Kai Resort, San Diego, CA AGENDA President Anthony “Tony” Curti, Presiding 1. Call to Order T. Curti 2. Antitrust Statement A. Rivera 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. Roll Call & Quorum Report A. Rivera 4. Approval of September 23, 2021 Minutes (Hybrid Format) T. Curti 5. President’s Report – State of the Association T. Curti 6. Treasurer’s Report R. Savino

PIA CONNECTION | www.pianational.org

7. Chief Executive Officer’s Report M. Becker 8. Matters Before the Floor T. Curti 9. Ratification of the Acts of the 2021-2022 Administration T. Curti On this day, Thursday, September 22, 2022, 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.

10. Adjournment T. Curti

2022 V5 | 15

MEMBER

reimbursement PROGRAM

PIA is now providing members reimbursements who use select PIA programs.

PIA members may request reimbursements totaling up to $500 on a first-come, first-served basis!

16 | 2022 V5

LE ARN MORE AT

pianational.org/moneyformembers www.pianational.org | PIA CONNECTION © Copyright 2022 National Association of Professional Insurance Agents

Shutterstock

ACTIVE 2022 HURRICANE SEASON PREDICTED THE 2022 ATLANTIC Hurricane Season is underway. The season runs from June 1 through November 30. The early line: forecasters are predicting another above-average year for storms this year, but not as active as 2020.

Colorado State University’s (CSU) Department of Atmospheric Science is predicting 20 named storms in 2022. Of those, researchers expect 10 to become hurricanes and five to reach major hurricane strength (Saffir/ Simpson category 3-4-5) with sustained winds of 111 miles per hour or greater. This forecast is an increase from the early April outlook which predicted 19 named storms, nine hurricanes and four major hurricanes.

Forecasters at NOAA’s Climate Prediction Center, a division of the National Weather Service, are also predicting above-average hurricane activity this year. NOAA is forecasting a likely range of 14 to 21 named storms (winds of 39 mph or higher), of which 6 to 10 could become hurricanes (winds of 74 mph or higher), including 3 to 6 major hurricanes (category

PIA CONNECTION | www.pianational.org

3, 4 or 5; with winds of 111 mph or higher). NOAA provides these ranges with a 70% confidence.

HOW THIS YEAR’S PREDICTIONS STACK UP Both forecasts would make 2022 the seventh consecutive above-average hurricane season.

This year is poised to eclipse the seasonal average of 14 storms, though it will have two fewer tropical systems than last year and be well under the record-setting 30 storms of 2020, the university said. A typical season has 14 named storms, seven hurricanes, and three major hurricanes.

The 2021 Atlantic hurricane season produced the third-most named storms on record. Seven of last year’s 21 named storms were hurricanes, with four reaching major hurricane intensity. Major hurricanes are defined as those with wind speeds reaching Category 3, 4 or 5 on the SaffirSimpson Hurricane Wind Scale.

Eight named storms made U.S. landfall last year, including Category 4 Hurricane Ida which battered the central Gulf Coast and then brought

devastating flooding to the MidAtlantic and Northeast. 2021 was also the seventh consecutive year where at least one named storm formed in either April or May. “Again, an above-normal hurricane season in 2022,” said Phil Klotzbach, head of Colorado State’s hurricane season forecasting team and also a non-resident scholar at the Insurance Information Institute (Triple-I).

Klotzbach said that the low probability of a significant El Niño in the Pacific, indicates another active Atlantic hurricane season is likely on the horizon, and there is an “aboveaverage probability” for major hurricanes making landfall along the continental U.S. coastlines and in the Caribbean.

Of course, the best time to review insurance coverages with your professional insurance agent is before the hurricane warning flags fly. Your agent will help you make sure that you have sufficient coverage. It is also a good idea to consider a flood insurance policy, which is not part of a standard homeowners, condo, renters or business insurance policy.

2022 V5 | 17

IdealTraits may be the best solution for you. IdealTraits is the go-to hiring tool for insurance agencies across America. The PIA program ensures PIA members can use this comprehensive tool to hire top performers for their agencies.

Want to learn more? Visit pianational.org/idealtraits.

PIA’S AGENCY RECRUITING PROGRAM IDEALTRAITS A Robust Platform Enabling Independent Insurance Agencies to Hire Top Talent THROUGH PIA’S PARTNERSHIP WITH IDEALTRAITS, PIA members and agents appointed by carriers belonging to The PIA Partnership can access IdealTraits’ hiring platform to hire top performing sales and service staff for their agencies.

Using the IdealTraits online platform, agencies ready to hire can post jobs on numerous websites, such as ZipRecruiter, Google for Jobs, Indeed, Glassdoor and 100 others; track applicants in one place; pre-screen candidates to predict job performance and ultimately identify the right candidate and make an offer. Compared to a traditional hiring process, agency management will find IdealTraits to be more efficient and effective.

“Hiring good people is always a challenge,” said PIA National Past President Dennis Kuhnke, CIC, CPIA, of Milwaukee, Wisconsin. “But hiring good people into an insurance agency can be even more difficult because of the competition from other parts of our industry, such as insurance companies who admittedly have a lot to offer job seekers. Old stereotypes about insurance agents and a lack of understanding about the many great aspects of working in an insurance agency only compound the problem. Thankfully, tools like those offered by IdealTraits as well as PIA’s Winning@Talent program help to level the playing field.”

Winning@Talent is a comprehensive hiring program created by PIA’s carrier council, The PIA Partnership, and launched earlier this year. That program looks at agency recruitment beyond the lens of the hiring process. It starts by helping agency owners position their agency as an employer

of choice in their community, continues through the hiring process, and ultimately helps agencies retain their new talent.

“IdealTraits is excited to have the opportunity to work with PIA members and those agents connected with The PIA Partnership,” said Kevin Mlynarek, an IdealTraits partner and CEO. “We make hiring personnel for insurance agencies much easier and, most important, we dramatically increase the odds that you’ll hire a home run. No one can afford a bad hire; using our platform you shouldn’t have to.”

IdealTraits is available to PIA members at pianational.org/idealtraits.

READY TO HIRE BETTER WITH IDEALTRAITS? Step 1 - Post Jobs: Build the best job postings with versatile templates for ZipRecruiter, Google for Jobs, Indeed, Glassdoor, and 100+ job boards.

Step 2 - Applicant Tracking: View resumes, comment, rate, organize, and move your candidates through hiring stages.

Step 3 - Send Pre-Hire Assessments: Pre-screen candidates to predict job performance.

Step 4 - Identify and Hire: Use assessment results to identify strengths and weaknesses and hire the best candidate.

PIA/IdealTraits: pianational.org/idealtraits Winning@Talent: www.winningattalent.com

IN CASE YOU MISSED IT! View the IdealTraits hiring tool member benefit webinar at: pianational.org/idealtraits

PIA CONNECTION | www.pianational.org

2022 V5 | 19

YOUR PIA MEMBER BENEFITS BUSINESS-BUILDING TOOLS

✦ MARKETING SUPPORT FOR PIA MEMBERS. 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, real-time 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 mid-sized businesses. Coverage with special PIAonly enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agency-specific, and carrier-unique applications and forms, entering data only once in an organized interview format. Get to market faster! ✦ PIA Agency Marketing Guide. Hands-on marketing tips from industry experts.

Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384.

Use your PIA member ID# above name on mailing label.

l e i n e’s

pi

✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates.

ck

✦

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

ob

e rt’s

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

R

✦ 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

ck pi ✦

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

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

AGENCY MANAGEMENT TOOLS ✦ THE PIA 401(K) PLAN is easy to administer, offers minimal fiduciary responsibility, is low-fee and low-cost. It has PIA members covered by performing over 90% of administrative tasks and becoming your retirement department support team. ✦ THE AGENT EXPERIENCE. Practical information and resources about how to develop and grow customer relationships online. ✦ 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.

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

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

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

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

✦ 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. ✦ SMALL COMMERCIAL and the DIGITAL OPPORTUNITY. A variety of resources that help agents increase their digital capabilities and improve the digital experience for their customers. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability. Includes tools for improving retention, sales and account-rounding. ✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want. ✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers. ✦ PRACTICAL GUIDE TO SUCCESSFUL PLANNING. Plan for success within your own agency.

✦ PIA member discounts on licensing and more.

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/grassroots ✦ PIA ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. www.pianational.org/advocacyday ✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, pro-business perspective and who support our issues. www.pianational.org/piapac

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

M ade

PIA MEMBER BENEFIT SPOTLIGHT

PIA HARTFORD FLOOD INSURANCE ACCORDING TO THE HARTFORD, 20% OF FLOOD claims come from properties beyond high-risk flood zones. Are your clients aware of the risks they face? Unfortunately, many customers believe that floods are covered by their homeowner’s insurance or commercial lines property policies. Other customers believe that a flood could never happen where they live or do business or that the government will aid in their time of need.

The misconceptions of flood insurance can provide you with the opportunity to have informative discussions with your insureds before the next hurricane.

The Hartford “PIA STRONGLY SUPPORTS THE provides agents FLOOD INSURANCE PRICING with extraordinary customer TRANSPARENCY ACT.” service, especially when helping agents rollover their flood book. In addition to being a leading carrier for FEMA’s National Flood Insurance Program, The Hartford has been PIA’s nationally endorsed flood provider since 2004. During that time, they have proven to be a great partner to PIA members from coast-to-coast.

They offer PIA members preferred commission rates for new, renewal and transfer business as well as dedicated flood

“PIA OBSERVED THAT THE MATERIAL PURPORTING TO EXPLAIN THE RATING METHODOLOGY DOES NOT DO SO EFFECTIVELY FOR INDEPENDENT AGENTS OR THE PUBLIC.”

marketing representatives to aid. The Hartford provides a host of new tools to their flood agents as well as an improved transfer program sure to increase revenue to participating agents.

As part of PIA’s ongoing partnership with The Hartford’s flood insurance program, PIA members have access to monthly eNewsletter’s produced by The Hartford for its flood insurance agents. PIA members visiting PIA’s Flood Insurance Marketing Support Center can download flyers to help their personal lines and commercial lines clients prepare for floods, deal with the aftermath of flooding, and prepare for a visit by an adjuster. The Hartford also provides a vast library of marketing materials to help your agency market flood insurance effectively.

The Hartford Flood program is available to PIA members and their policyholders in all 50 states, the District of Columbia and Puerto Rico.

Learn more about this member benefit at:

pianational.org/hartfordfloodinsurance

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

Become an agent at REInsurePro.com/PIAMarketplace

www.auw.com

AGENCY E&O

SBP_PIAnewsletter_010619.indd 1

Contact your local PIA E&O producer today!

PIAMarketAccess.com

WWW.PIANATIONAL.ORG/EANDO

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, or inquire about display advertising, please contact Robert Holt at rholt@pianational.org or 703-518-1353.

PIAtoCONNECTION | www.pianational.org 2022 V5 | 21

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

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

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

NEBRASKA/IOWA

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

NEW HAMPSHIRE

UTAH

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

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

NEW JERSEY

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

NEW YORK

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

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

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

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

22 | 2022 V5

TEXAS

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

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

KANSAS

TENNESSEE

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

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

VIRGINIA/DC

NORTH CAROLINA

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

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

WASHINGTON/ALASKA

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

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

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

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

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

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

WYOMING 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

Is your agency ready for a better

401(k)

PLAN? PIA 401(k) Retirement Plan is a turn-key, low-cost solution for agency owners and their employees.

• outsources functions to third parties for less fiduciary strain on the company • lower cost • payroll integrations and year-end data • less error

L E A R N M O R E AT

pianational.org/401k © Copyright 2022 National Association of Professional Insurance Agents

MORE IMAGINATION.

MORE TO LOVE FROM APPLIED.® Workers’ Compensation • Transportation – Liability & Physical Damage • Construction – Primary & Excess Liability Homeowners – Including California Wildfire & Gulf Region Hurricane • Fine Art & Collections • Structured Insurance Financial Lines • Environmental & Pollution Liability • Shared & Layered Property • Fronting & Program Business • Reinsurance

...And More To Come.

It Pays To Get A Quote From Applied.® Learn more at auw.com/MoreToLove or call sales (877) 234-4450 ©2021 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.