PIA Connection -- PRIA: A TRIA for Future Pandemics

Let’s Get Digital

pages 14–15 2020 V7

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PRIA: A TRIA for Future Pandemics page 9

“We must find a solution that makes economic survival as accessible to small business owners as it is to large ones.”

Main Street Store

Wayne White, PIA National President-elect

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NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Take Your Agency to New Heights and Grow Your Book of Business

PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com PRESIDENT-ELECT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com VICE PRESIDENT/TREASURER Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com SECRETARY/ASSISTANT TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com IMMEDIATE PAST PRESIDENT Keith A. Savino, CPIA (NJ) keiths@warwickresource.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org MARKETING EDITOR Nicolette Bowman | nicolettebo@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com July/August 2020 PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

419 North Lee Street Alexandria, Virginia 22314 ©2020 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.

PAGE 12-13

CONTENTS NEWS BRIEF 6-7 Realtor.com Now Lists Flood Scores for Properties…Moody’s: CA Wildfires Will Cost Billions…Texas Commissioner Sullivan Resigns…

Insurer Digital Interactions Double Since 2015: ACORD…Dr. Fauci Says Eye Protection Can Help Prevent Spread of Coronavirus.

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BE WARY OF PLACING UNDUE BURDENS ON INSURANCE SECTOR IN VIRUS ERA Commentary by former Senator and NAIC CEO Ben Nelson.

PIA PLAYS LEADING ROLE IN DISCUSSIONS ON FUTURE PANDEMICS PIA National VP of Government Relations Jon Gentile on the Pandemic Risk Insurance Act (PRIA).

PIA CYBER INSURANCE NOW AVAILABLE TO SELL BY PIA MEMBERS

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PIA MARKET ACCESS 12-13 Take your agency to new heights and grow your book of business.

LET’S GET DIGITAL Chris Paradiso says everything is digital. Everything.

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

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

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

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

Cover image: Laurel Prucha Moran, original watercolor.

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AN OPEN LETTER FROM AMERICA’S PROFESSIONAL INDEPENDENT AGENTS To Our Carrier Partners:

This is a time of challenge for both carriers and the independent agents who sell their insurance products. A unique and unprecedented crisis is forcing all of us to innovate solutions to problems we have not had to deal with before.

As 2020 began to unfold, the United States and the whole world were confronted with the effects of the coronavirus crisis. There was the initial surge of COVID-19 cases, followed by what appeared to be an easing, and then the most recent resurgence of the virus.

Agencies have faced economic uncertainty and potential hardship as we continue to serve our clients while doing the work needed to stabilize the market and be the representatives of carriers to make that happen. At the same time, we face growth challenges as a result of the new business landscape.

We are thankful for the various actions taken by a multitude of carriers to support us, their appointed agents, during this difficult time.

It is in the interest of all in our industry to do what we can to ensure financial stability going forward. In this challenging environment, a stable, profitable book is as important as reasonable expectations for growth, especially given the COVID impact.

It is important that we all adapt to the new challenges of an insurance marketplace that has changed significantly and will continue to change going forward. Some of what worked in 2019 will not necessarily be effective in 2020 and beyond. We will continue to look to our carrier partners to support our joint efforts to ensure our mutual success.

Signed,

Members of the National Association of Professional Insurance Agents

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FROM THE PRESIDENT THIS HAS BEEN A CHALLENGING YEAR—AND it’s not over yet!

Chances are that 2020 will be remembered as the year that the concept of “new normal” became familiar to all of us.

Ever since the coronavirus appeared, PIA has focused its efforts first on providing immediate relief to small businesses, including independent insurance agencies. We have created many programs to directly assist PIA member agencies and have targeted our advocacy toward more funding and vital reforms to provide immediate help.

At the same time, we recognize the need to also plan for future pandemics.

PIA National President-elect Wayne White recently participated in a congressional roundtable dedicated to planning for another viral disaster that might follow the current one.

As Wayne noted, “The insurance industry did not cause this economic catastrophe, but the insurance community can be part of the solution.”

Wayne pointed out that PIA favors a private-public partnership approach to guarding against economic losses as a result

of a future pandemic—whether one occurs in a few years, a few decades or a hundred years.

As a result, PIA supports H.R. 7011, the Pandemic Risk Insurance Act (PRIA) introduced

by Rep. Carolyn Maloney (D-NY) as a possible approach. The legislation would attempt to create a market for pandemic insurance the same way one was created following the September 11, 2001 terrorist attack with the Terrorism Risk Insurance Act (TRIA).

One thing is certain: while dealing effectively with the current crisis is imperative, neglecting to also prepare now for other pandemics is simply not a viable option.

Dennis Kuhnke President

FROM THE CEO IF YOU WERE TO ASK FIVE AGENTS, “WHY ARE you an agent,” you would likely get five different answers. But the one thing they would have in common is real, heartfelt passion.

People who choose to become independent insurance agents and run their own agencies are usually very enthusiastic about what they do. Not only is there passion, there’s often a true sense of joy, of being fortunate to be an agency owner who provides neighbors with the means to protect their property, finances and lives.

One area where I think we could see some improvement as an industry is in ‘how’ we do some things. If you ask five agencies ‘how’ they do things, you may also get five different answers. You don’t want to have cookie-cutter agents, but as a channel we owe it to each other to make sure that we are operating in a really forward-thinking way, meeting the needs and expectations of today’s customers – because those expectations today aren’t what they were five, ten or twenty years ago.

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I love the people in this industry. It has some of the most rewarding groups of people I’ve ever met and had the opportunity to work with. That’s what motivates me to move the PIA National organization forward, and to work with the incredible team at PIA at the state and the national level.

We owe it to our members, those independent agents across the country, to help them evolve so they are more profitable, more efficient and more successful. One way to do that is to make sure their ‘how’ is not the how of 1995 or 2000, but the one for 2020 – 2025.

Mike Becker Executive Vice President & CEO

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NEWS BRIEF

REALTOR.COM NOW LISTS FLOOD SCORES FOR PROPERTIES Home-buying website Realtor.com has become the first site to disclose information about a home’s flood risk, for every property in the U.S. in its online listings. Realtor. com says each of the approximately 110 million home listings on its site now includes both publicly and privately assembled flood risk information.

Properties now display a Flood Factor from First Street Foundation, a nonprofit research and technology group, which is a score between 1 and 10 that represents its cumulative risk of flooding over a 30-year mortgage. First Street Foundation launched an interactive website offering flood risk data on more than 142 million homes and properties across the country, and now Realtor.com uses those scores on all its listings.

MOODY’S: CA WILDFIRES WILL COST BILLIONS A new report from Moody’s Investors Service Inc. indicates that the ongoing California wildfires likely will result

Properties also display their Federal Emergency Manage-

in billions of dollars in insured losses following damage

ment Agency Flood Zone, providing users with a com-

to commercial and residential properties. Moody’s said

prehensive understanding of their flood risk. Users can

policyholders will face increased rates and non-renewals

also drill down for additional details on past, present, and

as severe wildfires are likely to continue, driven partly by

future risk, and explore the interactive flood map.

climate change.

Banks and insurers have been quietly building their own

As of Aug. 25, nearly 1,800 residential and commercial

databases or contracting with third-party companies to

properties were damaged or destroyed by the wildfires,

develop more detailed assessments of climate-driven

which have resulted in more than 1.5 million acres burned

risks like flooding and wildfires, but they rarely make that

and at least seven fatalities. Moody’s said insured losses

information public, according to Politico.

are around $1.5 billion so far, based on an average value of $826,000 per structure. Property and casualty insurers paid out $13 billion in losses due to California wildfires in 2018 and $12 billion in 2017.

TEXAS COMMISSIONER SULLIVAN RESIGNS Kent Sullivan, who took over as Texas insurance commissioner less than a month after the largest natural disaster in the state’s history, has announced his resignation. Sullivan took the helm in September 2017, just after Hurricane Harvey smashed into the state, causing an estimated $15.7 shutterstock

billion in incurred losses.

Sullivan notified Gov. Greg Abbott of his decision to step down in September to return to the private sector.

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NEWS BRIEF shutterstock

INSURER DIGITAL INTERACTIONS DOUBLE SINCE 2015: ACORD Since 2015, the percentage of global consumer buyers interacting with their insurers through digitized mechanisms has doubled, according to ACORD’s 2020 Insurance Digital Maturity Study. The study of the world’s top 130 insurers showed that 80 percent of such buyers interacted digitally in North America in 2020, compared with 40 percent in 2015.

In Latin America and Bermuda, the portion of those interacting digitally rose to 72 percent in 2020 from 35 percent in 2015. In Europe, the Middle East, and Africa, the percentage of those interacting digitally grew to 76 percent from 42 percent, and in the Asia-Pacific region, the portion grew to 77 percent from 42 percent, the study shows.

Chris Newman, ACORD’s Managing Director, says, “The pace of digitization continues to accelerate throughout the industry in the United States, London, and worldwide.” However, despite these gains, ACORD notes that “among the top 130 worldwide insurers, fewer than 30 percent have truly digitized the value chain, while 13 percent are not leveraging digital technologies within their current business processes.”

DR. FAUCI SAYS EYE PROTECTION CAN HELP PREVENT SPREAD OF CORONAVIRUS

due to the pandemic. “You know, it might,” Fauci said, not-

Dr. Anthony Fauci, the nation’s top infectious disease expert

“You have mucosa in the nose, mucosa in the mouth, but

and a key member of the White House coronavirus task

you also have mucosa in the eye,” he added. “Theoreti-

force, said that the U.S. could eventually reach a point

cally, you should protect all the mucosal surfaces.” Fauci

where it recommends the use of eye goggles to help pre-

went on to say that if you have “goggles or an eye shield,

vent the spread of COVID-19.

ing that it would offer an added layer of protection.

you should use it.” While it’s not universally recommended,

During an interview with ABC News, Fauci was asked

both goggles and a face covering would provide “complete”

whether the U.S. would one day recommend eye protection

protection from the coronavirus, he said.

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

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BE WARY OF PLACING UNDUE BURDENS ON INSURANCE SECTOR IN VIRUS ERA

By Ben Nelson

COVID-19 HAS UPENDED THE lives of millions of Americans over the past few months in ways no one could have predicted. Small businesses, in particular, have borne the brunt of the nationwide economic devastation.

For thousands of Nebraskans, this experience is deeply personal. During the April pandemic peak, unemployment claims in the state skyrocketed to more than 10 times pre-pandemic levels. And though Nebraska claimed the lowest unemployment rate in the U.S. amid the COVID-19 crisis in May, it saw its unemployment rate rise again in June, up 3.6% from the same month in 2019.

While Congress-enacted measures brought some initial relief, they simply have not done enough. Amid the blame game and finger pointing that have followed, insurance companies have been caught in a political crossfire that is distracting people from rallying around the one solution we need: government-backed relief for struggling businesses.

During my 12 years in Congress, my colleagues and I also dealt with our fair share of unforeseen crises. From the terror attacks of 9/11 to the 2008 financial crisis and other large-scale stimulus bills, I learned firsthand the kinds of policies that best support both consumers and businesses during economic downturns. That’s why I can say with confidence: forcing insurers to cover uninsured business interruption (BI) claims is not the answer.

Members of Congress and various industry groups have helped to move the needle by presenting several thoughtful proposals to address the real issue that is pandemic risk. And while they all differ, they all get at the same three fundamental principles: Only the federal government has the financial

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means to provide relief; support for businesses must be provided in a fast and efficient manner; and businesses must be protected from losses and incentivized to retain employees.

First, an event of this magnitude is impossible for the private sector to underwrite. The National Association of Insurance Commissioners (NAIC), where I served as chief executive until as recently as 2015, has made clear that BI policies were generally not designed or priced to provide coverage against communicable diseases, such as COVID-19. In fact, the NAIC has labeled swift action by Congress to directly address the needs of citizens and our economy as the “most effective and expedient means” to combat the devastating impact of the virus.

Pandemics are excluded from standard BI policies for good reason.

Insurance works by pooling risk. Since pandemics have the potential for unlimited impact, they are fundamentally different from insurable events.

When limited in terms of time and geography, costly events—such as hurricanes or wildfires—can be covered

by BI insurance. But if pandemics were to be included in coverage, a marketbased premium for a risk of this nature would be very expensive, and likely cost-prohibitive, for many small businesses. Therefore, only the federal government has the financial ability to provide relief needed during such unpredictable crises.

Additionally, when a pandemic hits, we must have a government program already in place to provide widely accessible relief payments to businesses in a quick and efficient manner and with minimal possibility of abuse.

Prioritizing transparency and accountability is key to ensuring all businesses that need immediate payments get them and are able to stay operational

in case of a prolonged disruption period. To this end, instead of an indemnity-based process, pandemic recovery payouts can be tied to business operating expenses.

Finally, proposed government policies must not only protect businesses from losses, but also incentivize them to keep their employees, without turning to litigation for coverage or jeopardizing existing insurer commitments, such as to auto and homeowners payouts. This is vital to economic stability. If insurers were forced to include pandemic coverage without having collected its costly risk-adjusted premiums, the industry—an important engine of our economy in Nebraska and across the country—could collapse.

With uncertainty growing by the day, and the increasing possibility of a virus resurgence in the fall that could once again force thousands of commercial establishments to close, we simply cannot afford to continue to allow our businesses—and our crucial American workforce—to suffer.

Congress must recognize, and act on the fact that a government-backed solution is the only fix that can provide reliable relief to business owners today and help to protect them from similar situations in the future without risking insurers’ existing commitments to policyholders. Nebraskans, and Americans everywhere, need their government to do more.

Ben Nelson is a former U.S. senator and governor for Nebraska and the former director of the Nebraska Department of Insurance. He also served as the chief executive officer of the National Association of Insurance Commissioners (NAIC) from 2013 through 2015. He is currently the CEO of Insurance Care Direct, a health insurance agency in Florida. Reprinted with permission from the Omaha World-Herald.

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CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

PIA PLAYS LEADING ROLE IN DISCUSSIONS ON FUTURE PANDEMICS THROUGHOUT THE SUMMER, PIA NATIONAL has focused on providing immediate relief to small businesses, enabling them to survive in the current economic climate. We have done this through sustained advocacy in favor of more funding and vital reforms to the Paycheck Protection Program, making it more workable for small businesses. In addition, PIA National has been actively engaged with a coalition of business groups urging the creation of a specific, temporary COVID-19 Recovery Fund that would provide businesses with liquidity and fewer restrictions on the use of the funds.

At the same time, we also recognize the need to be proactive in preparing for the possible economic consequences of a future pandemic. PIA National believes that keeping a future pandemic from causing economic disaster requires, in the near term, a private-public partnership.

PANDEMIC RISK INSURANCE ACT The insurance industry did not cause this economic catastrophe, but the insurance community can be part of the solution.

In the past, similar steps have been taken to create a market for flood insurance and terrorism risk insurance, and, while it will be challenging, we can do it again with pandemics.

PIA National supports an approach to a future pandemic by utilizing a private-public partnership program to guard against economic losses for future pandemics. To that end, PIA National supports H.R. 7011, the Pandemic Risk Insurance Act (PRIA) introduced by Rep. Carolyn Maloney (D-NY).

The PRIA program would not be retroactive but begin on January 1, 2021, in line with insurance renewals, and try to create a market for pandemic insurance the same way terrorism risk insurance was made available after the attacks of Sept.

11, 2001. Like the terrorism program, the federal government would serve as a backstop to maintain marketplace stability and to share the burden alongside private industry.

PRIA would permit insurers to voluntarily opt into a program whereby any business interruption (BI) provision offered by the participating carrier would include pandemic coverage, in exchange for the government covering 95% of losses incurred by a covered event (where “covered event” is defined as an outbreak of infectious disease or pandemic identified as a public health emergency according to the Secretary of Health and Human Services). The government coverage would be PIA CONNECTION | www.pianet.com

capped at $750 billion in losses per year.

The PRIA program proposed in Rep. Maloney’s legislation would be voluntary, but insurers that offer BI coverage would be required to include the risk of pandemics if they chose to participate. Insurers that chose not to participate would retain the option of a pandemic or virus exclusion in any BI coverage they offered. PIA National does not believe this legislation is perfect but serves as an important starting point for moving this conversation forward with policymakers and the industry.

CONGRESSIONAL PRIA ROUNDTABLE PIA National was part of a select group of business and insurance associations represented at a roundtable held by Rep. Maloney to discuss the idea of a public private partnership to address future pandemics.

Wayne White, PIA National President-elect, participated in the roundtable. During his remarks, President-elect White noted that while policymakers should offer businesses of all sizes a way to minimize the economic fallout a future pandemic could cause, it is also imperative that any proposed solution be affordable for small businesses. According to the Insurance Information Institute, as of earlier this year, only about one-third of all small businesses had business interruption coverage. We must find a solution that makes economic survival as accessible to small business owners as it is to large ones. Failing to do so would risk hurting, rather than helping, small businesses.

President-elect White also made clear that a global pandemic and corresponding economic downturn present complex problems and could require multiple public policy solutions.

GOING FORWARD The answer to the question of how to best move forward may be a combination of what is the in the PRIA legislation and other public-private partnership models. PIA National will continue to play a leading role in developing a solution to handling future pandemics as this conversation continues, likely into the next Congress.

One thing is certain: while dealing effectively with the current crisis is imperative, neglecting to also prepare now for other pandemics is simply not a viable option.

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

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PIA CYBER INSURANCE NOW AVAILABLE TO SELL

BY PIA MEMBERS Enhanced Cyber Coverage Tailored to Small and Mid-Sized Businesses PIA AND ABA INSURANCE Services (ABAIS) have worked together with Great American E&S Insurance Company (rated A+ by A.M. Best) to create a tailor-made, robust cyber insurance program that responds to the most common cyber threats facing small and mid-sized businesses. This coverage is now available for PIA members to sell to their clients and prospects.

The PIA enhanced cyber insurance policy covers both first- and thirdparty loss for those most common cyber risks that may affect small and mid-sized businesses. These include: 1. Fraudulent funds transfers 2. Extortion/ransomware 3. Social engineering 4. Business interruption 5. Data breach/privacy 6. Network security 7. Website media liability

In addition to the seven coverage parts provided under the PIA cyber insurance policy, the additional policy enhancements include: • Expanded definition of multimedia wrongful acts—unauthorized use of website links, frames, formats, fonts, style, characters, titles.

• Coverage for HIPAA fines.

• Extended notice of Data Compromise (data breach event) from 5 to 30 days.

• Extended notice of Claim from 60 to 90 days after the end of the Policy Period.

• Extended notice of NonRenewal from 60 to 90 days in advance of the Policy Expiration.

Agency owners and the carriers they represent increasingly recognize the need for agencies to put procedures in place to protect their agencies while also purchasing robust cyber coverage to protect themselves from computer, network, and internet-based risks.

In order to sell the PIA enhanced cyber product, PIA membership is required.

Agents who would like to protect their own agency can purchase PIA cyber insurance through their local PIA affiliate producers using a simplified, slot-rated quoting process.

The policy premium is significantly discounted from those rates found in the standard market and includes the enhancements noted above.

Agents interested in offering cyber insurance to their clients or learning more should visit www.pianet.com/sellcyber.

Is Your Agency For Sale?

W

e are looking to merge (or purchase) an agency or book of business that has $250,000 – $3 million of annual commission income with the hope that you would stay on for some time as we would prefer to keep your culture, your name and your employees in place with as little change as possible. We are very old fashioned that way. Our 36 year-old agency generates $11 million in annual commission revenues. We are profitable and debtfree and our staff turnover is under 10 percent. We can pay cash. We are members of PIA and the Big "I" and are a Trusted Choice agency. If interested, please write me at the address below.

I promise to promptly answer your inquiry and our conversations will remain totally private.

Agency Owner PO Box 3068 Oak Brook, IL 60522

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Protect Your Clients With PIA’s Cyber Insurance Program

Now PIA members can sell the same great PIA cyber insurance coverage that many have already purchased for their own agency.

Easy online quoting Special PIA enhancements and social engineering coverage Reduced rates

Start protecting your clients at www.pianet.com/sellcyber

In order to sell the PIA enhanced cyber product, PIA membership is required.

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PIA MARKET ACCESS

TAKE YOUR AGENCY TO NEW HEIGHTS AND GR PIA MARKET ACCESS, available through PIA’s partnership with InsureZone, Inc., is a wholesale market access program that gives PIA members access to over 50 national and specialty personal and commercial lines markets from a number of admitted “A” or better-rated companies. Agents submitting applications through the platform can receive quotes from most of these companies through a technologically advanced personal and commercial lines rater.

PIA Market Access can help agents gain access to desired companies while growing their book of business. By writing business through InsureZone’s contracts, agents enrolled in PIA Market Access may eventually qualify for their own carrier contracts. By enrolling in the PIA Market Access “Best of Both Worlds” program, PIA members can continue writing business through InsureZone’s contracts while retaining 100% of commissions earned through their own contracts— even though they rate both sets of business through the PIA Market Access online raters.

Agents who already have their own carrier appointments but are seeking a comparative rater may join the Best of Both Worlds program from the outset. This program gives agents the opportunity to rate c/l and p/l business from their existing carrier contracts and InsureZone contracts within the same platform. As noted above, agents

ACCESS OPTIONS Wholesale Market Access

Provides agents with wholesale access to multiple carriers along with a comparative rater and web-based client manager.

Wholesale Best of Both Worlds

Provides wholesale market access to multiple carriers and the ability to get quotes under your own contracts.

Includes comparative rater and web-based client manager

Monthly Cost

Notes

Personal Lines

$45 $45

For first 5 users Each Additional User

Commercial Lines

$45 $45

For first 5 users Each Additional User

Personal Lines

$45

Per user per month

Commercial Lines

$45

Per user per month

retain 100% of commission from business written through their own agency contracts.

“PIA is excited to offer members a market access program that helps agents in so many situations,” said Alexi Papandon, PIA National’s senior vice president of products and services. “Whether starting a scratch agency, replacing a market that’s been lost, or looking for comparative rater, PIA Market Access can be a good fit for many agencies.

“We are dedicated to helping agents grow their businesses. It’s exciting to think that going forward many PIA members will start writing business with the carriers on the PIA Market Access platform and eventually qualify to have their own contracts with those carriers.”

PIA has negotiated an exclusive low monthly rate for the use of InsureZone technology and market access and

agents can expect to see competitive commission rates. Agents who enroll in the PIA Market Access Program will receive the first two months free.

InsureZone is a full-service provider that is fully staffed with underwriters to answer agents’ questions and make the sales process as smooth as possible. The program provides insurance CSRs to make requested policy changes and the standard of service is to begin processing all requests the same business day.

For a current list of carriers available in each state, please refer to the Carrier page at www.PIAMarketAccess.com.

PIA Market Access is available to PIA members in all 50 states and the District of Columbia. Carrier availability varies by state.

To access the PIA Market Access Program, an agent must be a PIA member.

Learn more and get started at www.PIAMarketAccess.com.

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ROW YOUR BOOK OF BUSINESS

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$

AGENCY MARKETING

By Chris Paradiso

LET’S GET DIGITAL Editor’s Note: As professional insurance agents strive to prosper during the global pandemic, PIA turns to the PIA Agency Marketing Guide for advice on how agents can operate in an increasingly digital world.

HISTORICALLY, DIGITAL MARKETING HAS NOT been a focus for many independent agents, but in 2019 it’s become something that can no longer be ignored. Everything is digital. Everything. People want to read your reviews, see your team online beforehand, and start to build that relationship with you before they ever step foot into your agency.

Agents have to ensure that their digital presence can accommodate this new digital age.

BRAND GUIDELINES Before you do anything, and I mean anything—your website, social pages, SEO, google ads, etc.—establish your brand. Your brand tells the story of who you are and what you stand for.

This is the foundation that you will build your reputation on.

Unsure of where to start? We highly recommend consulting with experts—this is an investment that is definitely worth making.

The right team can help you establish your branded logo, fonts, colors, personas, and help you learn how to ensure that every message that leaves your agency abides by your brand guidelines.

If you are looking to see some working examples of agents who have an established brand guide, I would encourage you to check out Bradely Flowers at Portal Insurance, G&N Insurance, and Carlos Vargas with Vargas & Vargas. They each have a unique brand that speaks to who they are as an agency.

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PROFITABLE WEBSITE Once you have your brand guidelines established, it’s time to use them. I cannot stress enough how important it is to have an attractive, user-friendly website that not only catches your customer’s attention but leaves them wanting to work with you.

When someone comes to your website, it’s usually their very first picture of you, and you need to make a strong impression through videos, photos, and calls to action. But first, they have to get to your website, which means it’s also equally important to make sure that your site is SEO optimized. This can mean having the right title tags and meta tags, fast load speeds and the right keywords within your content. If you are investing in an outside company to create your website, which we highly recommend, they will take care of this process for you.

If this seems daunting, learn from those who are already doing it! Excalibur Insurance, out of Ontario Canada, is doing an amazing job with driving traffic to their website, www.excaliburinsurance.ca. As soon as it opens, you’re greeted by great visuals of Una Roy (agency owner) and Aiden (their chatbot). The look, feel, and interaction converts traffic to clients. Another great agency website is www.preferredcenter.com. Why does this website convert you ask? Well, they have organic pictures that are branded along with a very personal touch and they tell their story. These two

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sites are very well put together and very profitable. Your agency has a website, remember in most cases your website is the first impression—so invest in it!

COMMUNITY BASED MARKETING STRATEGY Something that we at Paradiso Insurance feel goes hand in hand with your digital strategy is community-based marketing. Giving back to your community does more than just help others—it’s what sets you apart from all the rest. At Paradiso Insurance, we are passionate about serving our community and hold many community-based events/programs such as our Flag Day celebration, Bikes for Reading Program, Pajama Donation Drive, Reverse Trick-or-Treat, and Easter Egg Hunt.

And don’t be bashful—spread the word about what you do for your community! It might not only attract new customers or retain current clients, but it can inspire others to do good for their communities, which is really what it’s all about.

Like before, let’s look at some agents and agencies who are doing a great job at community based marketing. Sava Insurance out of Waterford, CT has a dedicated brand of outreach and community involvement through Journey Found, breast cancer walks, a Flag Day event, and more. Once again, Carlos Vargas of Vargas & Vargas sets a great example with their community involvement (www.vargasinsurance.com). Look up Carlos on Facebook and you will see daily posts and videos on businesses in his community that he is promoting or supporting. He loves his community every chance he gets, and for that he has the community’s love and respect.

Another agent engaged in his community is Mike Stromsoe of Stromsoe Insurance (www.stromsoeinsurance.com). Mike is very involved with the Rotary Club and its Flag program along with the Boys and Girls Club and many other charities.

Another great agent who is killing it on Facebook is owner Daniel Seong of Great Park Insurance. Go to their Facebook Page and check out all of the amazing visual content that they produce with their community based marketing strategy.

What really separates these agents from others is that they utilize their community-spirit in the social world. This not only increases awareness but moves others to be involved as well. They take a charitable event and put a marketing strategy behind it. Then they execute it. We all have much to learn from agents like Daniel, Mike, and Carlos!

IN CONCLUSION Creating a brand guide, having an attractive, profitable website, and establishing a community-based marketing strategy is what will set you apart from everyone else. In today’s day and age, we cannot stress enough how important it is to have these three things well established in your agency. You can’t afford not to.

If you are intrigued by this article and are interested in learning more ways to improve your agency’s marketing strategy, I encourage you to visit paradisopresents.com. Paradiso Presents was established to help teach small agencies how to survive in today’s complex online marketing world and can provide you with more ways to build your online reputation.

Chris Paradiso is one of the most passionate and dynamic agency owners in the insurance industry today. His passion for digital marketing, a strong drive to improve efficiency, and his unwavering dedication to exemplary customer service has led Christopher to build and grow his own agency.

His clear vision has helped direct other insurance agencies to push the envelope and find their own success as well. In

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2020 PIA NATIONAL PINNACLE PARTNERS

ing world. His innovative

Encompass Insurance

and thrive in today’s

marketing solutions have been recognized and implemented into agencies nationwide.

PIA CONNECTION | www.pianet.com

Encova Insurance Erie Insurance State Auto Insurance Companies

2020 V7 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ MARKETING REIMBURSEMENT PROGRAM. PIA is here to help with specific marketing tools PIA members can use and a $250 reimbursement to help offset the cost! www.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. www.piadmv.com ✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com ✦ PIA MARKET ACCESS. Access to over 50 national and specialty carriers, realtime online rating, ownership of your book and no exit fees for a low monthly rate. www.piamarketaccess.com ✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors and book transfer/rollover team plus great commissions for PIA members.

Call (860) 547-5006. ✦ PIA CYBER INSURANCE: Robust coverage tailored to small and mid-sized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell. ✦ AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agency-specific, and Alexi’s carrier-unique applications and forms, pick entering data only once in an organized interview format. Get to market faster! ✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive! ✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates.

✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

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

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

AGENCY MANAGEMENT TOOLS

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

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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.

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✦ 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.

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

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

16 | 2020 V7

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PIA MEMBER BENEFIT SPOTLIGHT

TRANSFORM YOUR WORKFORCE WITH OMNIA employee or prospective employee. Additionally, if you buy a package with Omnia Profiles, you will also get one free added to your initial package purchase. Get started today by calling The Omnia Group at 800-525-7117 or email sales@omniagroup.com and be sure to tell them you are a PIA member to receive your free assessments. Visit: https://www.omniagroup.com/pia-members/

FOR OVER 30 YEARS, OMNIA HAS PROVIDED managers and agency owners with well informed assessment data to evolve their workforce. PIA has endorsed The Omnia Profile® to help PIA members find top talent. The Omnia Profile® is an essential tool for agency owners who plan to hire new agency personnel, but can also be used to promote current top performers.

The Omnia Profile provides behavioral and cognitive assessments which can be used to: • Answer the question “Can your producers really sell?”

• Learn if a CSR will fit with your team • Compare job candidates with top staff • Uncover management challenges • Maximize your employees’ potential

TAKE ADVANTAGE OF OMNIA’S FREE PIA MEMBER-ONLY WEBINARS PRODUCED FOR THOSE IN CUSTOMER SERVICE, SALES, HR AND LEADERSHIP ROLES. REGISTER TODAY:

https://www.omniagroup.com/pia-webinar-registration/ TO LEARN HOW YOU CAN RECEIVE $250 BACK FROM PIA ON YOUR OMNIA PROFILE PURCHASE, PLEASE VISIT THE

PIA members can try a complimentary online, instant assessment or a free custom assessment of an agency

PIA MEMBER REIMBURSEMENT PROGRAM AT:

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UPCOMING PIA WEBINARS Date

Topic

Time

9/29

How eForms Wizard is Helping Agents Address Remote Work Challenges

2:00 PM ET

10/14

Interoffice Dynamics: Sales vs. Service

2:00 PM ET

11/11

Learn How Floodbroker.com Can Help You Sell More Flood Insurance

2:00 PM ET

To register for an upcoming webinar, visit: Pianet.com/calendar

Questions? Contact ProductsandServices@pianet.org

Partnership | Solutions | Success Conquering E&S Risks One Risk At A Time

800.257.5590 quotes@primeis.com

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Specialty, Auto, Professional, P&C, E&S Lines Insurance

Photo by Josh King Photography

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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,1/6/20 5:17 PM SBP_PIAnewsletter_010619.indd 1 or to inquire about display advertising, please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

PIA CONNECTION | www.pianet.com 2020 V7 | 17

PIA AFFILIATES ALABAMA

MARYLAND

OREGON/IDAHO

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

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

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

MASSACHUSETTS

PENNSYLVANIA

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

NEBRASKA/IOWA

HAWAII

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

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

NEW HAMPSHIRE

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

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

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

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

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

NEW JERSEY

VERMONT

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

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

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

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

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

KENTUCKY

LOUISIANA

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

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

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

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

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

OHIO

WISCONSIN

MAINE

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

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

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

OKLAHOMA

18 | 2020 V7

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

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

www.pianet.com | PIA CONNECTION

AGENTS OF

A PREFERRED P A R T N E R T O R E LY O N When Hurricane Irma hit south Florida, independent agent José Arias was there.

And when his agency flooded, he set up a remote location out of his home so he could be there for his customers in their time of need. “Our Progressive rep was the only rep who reached out to us during the storm. He sent me a laptop and a box full of office supplies.”

It’s this strong partnership that lays the groundwork for a more certain future—for José and for us.

AgentsofProgressive.com

JOSÉ ARIAS, ARIAS-REINAS INSURANCE | FORT LAUDERDALE, FL

Vehicle insurance is provided by Progressive Casualty Ins. Co. & affiliates. Home and renters policies are provided and serviced by affiliated and third-party insurers who are solely responsible for claims.

Prices, coverages, and privacy policies vary among these insurers.

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

©2020 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.