PIA Connection—What Ever Happened to NARAB?

State Auto Receives PIA Company Award of Excellence

page 8

PIA CONNECTION 2021 V7

WHAT EVER HAPPENED TO NARAB? PAGE 10

PIA MEMBER BENEFIT SPOTLIGHT:

PIA Member Benefit Spotlight: Get Paid To Market Your Agency With PIA Member Reimbursements page 17

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)

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

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

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

AWARD WINNERS

iStockphoto

2021 V7

PAGES 8–9

CONTENTS NEWS BRIEF 6-7 Amazon to Offer Business Insurance in the UK…NAIC Reports Total Premiums Grew 6% in 2020…Most Consumers Unsure if They Have Enough Life Insurance…NFIP Extended Until Dec. 3…Two Decades On, TRIA Still Providing Stability…PIA Immediate Past President Inducted Into Arkansas Insurance Hall of Fame.

THE PIA NATIONAL FALL AWARDS – HONORING THE BEST State Auto Receives PIA Company Award of Excellence Gerald Ladner Named PIA Company Rep of the Year LG Insurance Receives Excellence in Social Media Award Jencap Named 2021 MGA of the Year

8-9

COVER STORY WHAT EVER HAPPENED TO NARAB? 10-11 Authorized by Congress years ago, the independent, nongovernmental, nonprofit membership association intended to streamline multi-state agent licensing has never been created. So, what does NARAB mean for independent agents? Lauren Pachman, Esq. has an update.

TONY CURTI, PIA OFFICERS INSTALLED FOR 2021-2022 Officers of PIA National were formally installed to their new positions during the annual fall meeting of the PIA National Board of Directors held in Detroit, Michigan.

13

HOW TO MAKE THE BEST TECHNOLOGY DECISIONS FOR YOUR AGENCY 14-15 Kevin Callahan looks at the considerations agency principals need to be aware of when planning and implementing their plans for technology.

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

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

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

PIA CONNECTION | 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.

Background cover image: watercolor by Laurel Prucha Moran

2021 V7 | 3

Technology is changing the way insurance agents do business - and RCIS offers advanced mobile capabilities, e-signature services, FarmMaps mapping service, SM

daily claims updates, robust quoting tools for DRP, LRP and LGM livestock products and much more. Each tool is designed to make it easier to serve your policyholders.

Whether you’re in the field, in your truck or working from home, RCIS is right there with you.

We’ve Got This To become an agent representing RCIS, contact an RCIS Business Development Representative or visit https://www.rcis.com/home/pages/agent/join-us today.

RCIS is a registered trade name of Rural Community Insurance Company. RCIC is an equal opportunity provider. © 2021 Rural Community Insurance Company. All rights reserved.

4 | 2021 V7

www.pianational.org | PIA CONNECTION

FROM THE PRESIDENT IT IS WITH A SENSE OF RESPONSIBILITY AND humility that I take my turn for the next year as president of PIA. Recent events have required PIA to respond to some new challenges. Starting early last year, PIA adapted quickly to changes in the business environment prompted by the coronavirus crisis. Fortunately, PIA had already invested in technology upgrades that allowed us to adjust seamlessly to the new circumstances.

We have greatly expanded our program offerings specifically to assist PIA member agencies continue to succeed in the newly evolving marketplace.

PIA’s aggressive advocacy continues to produce legislative and regulatory victories that have added to agencies’ bottom lines. PIA is a major player advocating for member interests in Congress, in state capitals, and at regulatory agencies. We work to ensure that lawmakers and regulators understand and support the independent agency system.

Our agency-company council, The PIA Partnership, is one of the crown jewels of PIA. The leading companies belonging to The PIA Partnership work together with PIA to develop and deliver a steady stream of hands-on tools for PIA members and agents appointed by Partnership carriers.

Our association has accomplished so much during such

crazy and difficult times. Our work is critical: to make the industry a better place while we strive to create value for our membership and stakeholders.

I am happy to report that our first in-person event, PIA’s fall Board and Governance meetings held in Detroit in October, went very well. We had an excellent attendance, both those who attended in person and those who opted to attend via Zoom. And our 90th anniversary video, debuted during these meetings, captured the essence of PIA and has already been shown by a number of PIA Affiliates.

As PIA celebrates its 90th Anniversary this year, our decades of accomplishment form the foundation upon which we build for the future. I will do my part to help PIA continue to move forward as what we are: the premiere association for all independent insurance agents.

Tony Curti President

FROM THE CEO RECENTLY, I HAD THE OPPORTUNITY TO

comment for an article in Insurance Journal that assesses the impact remote work is having on independent insurance agencies.

The start of the pandemic accelerated a move to remote work that was already underway. The continued development of technology in recent years made it increasingly possible for employees to work effectively from any location.

Flexible work schedules, greater autonomy, fewer office interruptions, a lack of commuting, and a greater concentration on work itself leading to increased productivity, all are cited as positives. Still, there are concerns on the part of some that team building, collaboration, shared purpose and the development of relationships may suffer.

The article quoted a Vertafore survey last March that reported that nearly two-thirds of agency employees prefer a mixture of working at home and the office. Only 15 percent of those surveyed said they want to go back to the office full-time.

In the most recent PIA/National Underwriter Independent Agent Survey, 79 percent of agents said they do not think the online environment is conducive to establishing trust with PIA CONNECTION | www.pianational.org

clients. This prompted PIA to develop The Agent Experience – Building Relationships in a Digital World.

You have to meet people where they want to be met. That’s certainly true for the agent/client relationship, but it is also true for agency staff.

While there’s a risk of undermining team culture if you eliminate in-office work altogether, the fact remains that remote work is here to stay. Going forward, some level of remote work will be a permanent feature to retain valued staff and attract top talent, ensuring that independent insurance agencies continue to be employers of choice.

The change in how we work is already underway. Agencies need to master that change and manage it to their best advantage.

Mike Becker CEO 2021 V7 | 5

!

NEWS BRIEF

AMAZON TO OFFER BUSINESS INSURANCE IN UK Amazon.com Inc is to start offering insurance to small and mediumsized UK business customers, the technology giant’s first foray into business insurance in the country, broker Superscript told Reuters.

Members of Amazon’s Business Prime program will be able to buy cover from Superscript such as contents insurance, cyber insurance and professional indemnity insurance, which a Superscript spokesperiStockphoto

son said would be underwritten by “major UK insurers.” They will be offered a discount of 20 percent to current rates as a way of enticing businesses over to them.

NAIC REPORT SHOWS TOTAL PREMIUMS GREW 6% IN 2020 The National Association of Insurance Commissioners (NAIC) said on Sept. 29 that it “released the second volume of the 34th edition

passed the bill 65-35 after

MOST CONSUMERS UNSURE IF THEY HAVE ENOUGH LIFE INSURANCE

amending it to strip out

A new survey from the

California was the leader

a provision to raise the

National Association of

among states in terms of

debt ceiling. The measure

Insurance Commission-

most premium.

included the NFIP exten-

ers (NAIC) found that 54

IDRR’s second volume

until December 3, 2021,

states that total premium

by a vote of 254 to 175.

collected nationally across

Hours earlier, the Senate

all lines of business was $2.7 trillion, an increase of 6 percent since 2019.

of the Insurance Department Resources Report (IDRR). The report includes

NFIP EXTENDED TO DECEMBER 3

sion. It was quickly signed

by President Biden.

percent of consumers surveyed lack confidence that their life insurance

“Once again, the flood

coverage will be sufficient

insurance program must

for their beneficiaries.

for the federal govern-

cope with another short-

However, most respon-

ment includes an exten-

term extension, rather than

dents agreed that if they

The first volume of the

sion of the National Flood

receiving the long-term

2020 IDRR was released

Insurance Program (NFIP)

extension it needs,” said

Sept. 8, 2021. This report

until December 3, as well.

includes information by

Without the congressional

Jon Gentile, vice president

state on the number of

action, the NFIP would

departmental staff and

have lapsed.

their functions, annual

On the afternoon of Sept.

budgets, revenue flows,

30, the House passed an

the number of insurers and

amended version of H.R.

premium volume by type and state and demonstrates a healthy state-based insurance market for 2020.

An agreement by Congress to extend funding

of government relations for the National Association of Professional Insurance Agents. “We will continue to work with Congress to

died within the next decade, their beneficiaries would require their payout from the life insurance policy to cover future living expenses.

Almost 90 percent of those surveyed said their beneficiaries are aware of the pol-

5305, the continuing reso-

advocate for a long-term

icies and 76 percent knew

the number of consumer

lution (CR) that will fund

reauthorization with needed

where the actual policies

complaints and inquires.”

the federal government

reforms to the program.”

are kept. In fact, about two-

insurance producers, and

6 | 2021 V7

www.pianational.org | PIA CONNECTION

!

NEWS BRIEF thirds of policyholders have

report, some questions

reviewed their policies with

remain.

beneficiaries a year ago or more recently, according to the survey results.

The Best’s Special Report, “TRIA Has Generally Been Credit-Positive for

PIA NATIONAL IMMEDIATE PAST PRESIDENT INDUCTED INTO ARKANSAS INSURANCE HALL OF FAME PIA National President Wayne White is among five individuals inducted into the

However, the NAIC also

Insurers,” notes that the

noted that tens of millions

terrorist attacks on Sept.

of dollars in death benefits

11 changed the world’s

go unclaimed each year.

perception of risk. The

The NAIC suggests that

insurance industry paid

campus of the University of Central Arkansas (UCA).

consumers who believe

claims amounting to more

The Arkansas Insurance Hall of Fame was created in

they are a beneficiary, but

than $30 billion in 2001

2015 to identify and honor distinguished insurance

lack the information they

dollars to individuals and

industry professionals with strong ties to Arkansas who

need to collect, should use

businesses affected by the

exemplify innovation, social responsibility, leadership

its Life Insurance Policy

attacks. Given the sever-

and professional excellence; have made broad encom-

Locator Service.

ity of the event, as well as

passing and lasting contributions to advance the role

uncertainty about evolving

of insurance in society; and have significantly impacted

losses and future attacks,

the lives of many Arkansans.

TWO DECADES ON, TRIA STILL PROVIDING STABILITY The federal insurance backstop created in the aftermath of the Sept. 11 attacks continues to be successful in its goal of stabilizing the U.S. insurance market; although, according to a new AM Best

2021 class of the Arkansas Insurance Hall of Fame. The five new inductees will be honored at the Induction Banquet on Thursday, Oct. 21, 2021 on the

severe shortages in the availability of terrorism insurance occurred at a time when it was much

call to insurers that they

and analytics, AM Best.

desired. After the Terrorism

needed to capture more

“Instead, insurers needed

Risk Insurance Program

than just a billing location

to capture the aggregation

(TRIP) was implemented in

or the total insured value of

of exposures across all

a policyholder’s buildings,”

lines of business at each

said Sridhar Manyem,

location for which they pro-

director, industry research

vided coverage.”

2002, reinsurers returned to the marketplace.

“Sept. 11 was a wake-up

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

PIA CONNECTION | www.pianational.org

2021 V7 | 7

PIA NATIONAL HONORS STATE AUTO WITH ITS 2021 COMPANY AWARD OF EXCELLENCE PIA NATIONAL HAS NAMED State Auto Insurance Companies (State Auto) as the recipient of its prestigious 2021 Company Award of Excellence. The presentation was made on September 23, 2021, during the annual fall meeting of the PIA National Board of Directors held in Detroit, Michigan and in hybrid format.

“This is our Association’s highest annual company honor,” said PIA National President Wayne F. White, in a statement. “On the day of State Auto’s founding in 1921, the company’s founder said State Auto would sell its products exclusively through independent agents because they ‘deliver the best and most efficient service to customers.’ That commitment to independent insurance

agents has remained firm throughout State Auto’s 100-year history.’”

“Thanks to State Auto’s long, high degree of engagement with PIA through participation and leadership in our company council, The PIA Partnership, PIA agents have benefited greatly from an energized portfolio of products and services,” White added. “Many PIA members have expressed appreciation for State Auto’s commitment to independent agents and the agency distribution system.

Gerald Ladner, State Auto’s Vice President of Strategic Agency Partnerships and External Relations, serves as the current chairman of the PIA Partnership, PIA’s agencycompany council. Previously, State Auto Senior Vice President of Agency Relations (retired) John

Petrucci served in the same capacity. Ladner was honored this year as PIA National’s 2021 Company Representative of the Year.

“It’s incredibly meaningful to receive this recognition from a group that is so important to us. On behalf of our 2,000 associates at State Auto, I thank PIA for this amazing honor,” said State Auto President & CEO Mike LaRocco. “Over the last 6 years, we’ve completely transformed a 100-year-old company. PIA has been a big part of our success, and the PIA agents have been behind us for many years. We look forward to a great future together.”

LG INSURANCE AGENCY RECEIVES 2021 EXCELLENCE IN SOCIAL MEDIA AWARD LG INSURANCE AGENCY OF West Long Branch, New Jersey has received the 2021 Excellence in Social Media Award from the National Association of Professional Insurance Agents (PIA National). The award was presented on September 23, 2021 during the annual fall meeting of the PIA National Board of Directors, held in Detroit, Michigan and in hybrid format.

“LG Insurance Agency has 4 pillars to its social media campaigns: educate, inform, motivate and entertain. The agency covers the gamut of

8 | 2021 V7

social media platforms,” said Gerald Hemphill, President-elect of PIA National, in presenting the award.

“I’m pleased to accept the Excellence in Social Media Award for 2021,” said agency owner Aaron Levine, who noted that views, likes, shares, comments and ultimately revenue are benchmarks for social media success. “When we receive positive feedback from our viewers, friends and guests, we feel that our job has been done and done well.”

The PIA National Excellence in Social Media Award is sponsored

again this year by the National Insurance Producer Registry (NIPR), a leader in insurance technology.

NIPR provides cost‐effective, streamlined and uniform licensing data and compliance services for insurance professionals nationwide.

www.pianational.org | PIA CONNECTION

GERALD LADNER NAMED 2021 PIA NATIONAL COMPANY REPRESENTATIVE OF THE YEAR PIA NATIONAL HAS NAMED Gerald Ladner its 2021 Company Representative of the Year. The presentation was made on September 23, 2021, during the annual fall meeting of the PIA National Board of Directors held in Detroit, Michigan and in hybrid format.

Ladner is Vice President of Strategic Agency Partnerships and External Relations for State Auto Insurance Companies (State Auto).

“Gerald has brought a rich mixture of experience in the insurance industry to The PIA Partnership, with extensive experience in sales, underwriting, product management, marketing and having served as an independent agent,” said PIA National

President-elect Gerald Hemphill, chairman of the awards task force, in announcing the award.

“As Chair of our company council, The PIA Partnership, Ladner regularly provides PIA with the benefit of the depth of his experience and wisdom as an industry leader,” Hemphill said. “Throughout his 40 years of professional experience, Gerald has demonstrated his dedication to the industry and his community at large by serving on the boards of directors of professional, educational and other nonprofit institutions.”

Ladner is currently serving his second term on the board of directors of the State of Texas Office of Risk

Management, appointed by Texas Gov. Greg Abbott.

“My thanks to PIA for this honor, it was a wonderful surprise,” said Ladner. “I’m honored to be a part of the PIA Partnership, which brings the best and the brightest company leaders together to collaborate and ensure our agents compete and compete effectively. The work we do today will yield dividends for PIA in the future.”.

On Sunday Aug. 15, 2021, State Auto celebrated 100 years of business and has supported PIA since its inception 90 years ago.

State Auto is also the recipient of the 2021 PIA National Company Award of Excellence.

JENCAP NAMED 2021 MGA OF THE YEAR PIA NATIONAL HAS NAMED Jencap Group as the recipient of its 2021 Managing General Agency (MGA) of the Year Award. The presentation was made on September 23, 2021 during the annual fall meeting of the PIA National Board of Directors held in Detroit, Michigan and in hybrid format.

“Jencap has demonstrated high ethical standards, fast response and has done an amazing job educating agents in coverages needed for clients,” said Gerald Hemphill, President-elect

PIA CONNECTION | www.pianational.org

of PIA National, in presenting the award.

The PIA National MGA of the Year Award recognizes outstanding achievement in furthering the interests of agents, a commitment to the agency system, and successful efforts to create a better business environment for professional independent insurance agents.

“Jencap is one of the largest wholesale intermediaries in the United States, and we are growing by the day,” said Joel Troisi, Senior Vice President of Jencap. “We have

industry-leading expertise in wholesale brokerage, binding authority and program management.”

“Our specialized divisions and affiliate companies provide PIA members with niche expertise, broad market access and nationwide influence,” Troisi said. “A huge thank you to the PIA for their ongoing partnership and for this incredible honor.”

2021 V7 | 9

PIA LEGAL ANALYSIS

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

WHAT EVER HAPPENED TO NARAB?

NOT MUCH. AUTHORIZED BY Congress years ago, the independent, nongovernmental, nonprofit membership association intended to streamline multi-state agent licensing has never been created. So, what does NARAB mean for independent agents? Here’s a status update.

WHAT IS NARAB? The National Association of Registered Agents and Brokers (NARAB) was initially established in the Gramm-Leach-Bliley Act (GLBA) of 1999. However, in the GLBA, the creation of NARAB was conditional; that is, NARAB would only be created if the states failed to enact legislation providing for uniformity and reciprocity in multi-state producer licensing.

The passage of this part of the GLBA prompted the National Association of Insurance Commissioners (NAIC) to develop the Producer Licensing Model Act (PLMA), which has since been adopted by at least 40 of the 50 states. Upon the widespread embrace of the PLMA, the NARAB provision of the GLBA was permitted to sunset.

Unfortunately, despite the popularity of the PLMA, uniformity in producer licensing remains elusive, largely because several large states continue to impose non-PLMA requirements.

The federal government decided to give uniform treatment of producer licensing another try in 2015. Congress included a provision creating NARAB II, as it is commonly known, in the law reauthorizing the terrorism risk insurance program (P.L. 114-1). As an entity, NARAB II, like its predecessor, is intended to be an independent, non-governmental, nonprofit membership association.

The purpose of NARAB II (hereafter referred to as “NARAB”) is to provide a mechanism through which uniform nonresident producer licensing requirements may be adopted and applied on a multi-state basis. Once created, NARAB 10 | 2021 V7

would facilitate agent and broker licensing reciprocity among states without creating a new federal insurance bureaucracy.

NARAB is expected to make the multi-state licensing process easier for agents, without undermining the vital role of state insurance regulation.

Agents who choose to join NARAB would be authorized to sell insurance in any state for which they pay the licensing fee set by the state for any lines of insurance they are licensed to sell in their home state.

WHEN WILL NARAB BEGIN ACCEPTING MEMBERS? This is difficult to predict; NARAB’s enabling legislation was passed almost seven years ago. However, its 13-member Board of Directors has never been established, even though the statute requires Board members to be appointed within 90 days of the law’s enactment. The Board is to be composed of eight current or former state insurance commissioners and five insurance industry representatives, all of whom are subject to presidential appointment and Senate confirmation. Without the creation of its Board, NARAB cannot begin operations, and agents cannot join it.

In the seven years since NARAB’s creation, the Senate has not confirmed any NARAB Board members. During the 114th Congress, in 2016, President Obama nominated prospective Board members whose confirmations were never considered by the Senate. That was as close to having a Board as NARAB has ever come; in 2017, when the first session of the 115th Congress began, pending nominations of the prior Congress lapsed. Since then, no presidential appointments to the NARAB Board have been publicly announced.

When a NARAB Board is appointed, it will have 45 days to hold an initial meeting and begin making the necessary financial and administrative decisions for NARAB to be operational. www.pianational.org | PIA CONNECTION

WHO CAN BECOME A MEMBER OF NARAB? Any agent can become a member of NARAB if they are licensed in their home state, do not have a revoked or suspended license in any state, successfully complete a criminal background check, and pay whatever fee is associated with NARAB membership.

NARAB has always been expected to establish additional membership criteria, potentially including educational and experience requirements. NARAB standards cannot be less protective of the consumer than the standards set forth in the NAIC’s PLMA. There will likely be a membership category for business entities as well as one for individual producers.

MUST I BECOME A MEMBER OF NARAB? While states will be required to participate in NARAB, agents will have a choice about whether to join NARAB. That said, individual state insurance departments could potentially require nonresident agents to be licensed through NARAB, and, of course, carriers could require membership in NARAB as a condition of employment or partnership.

HOW WILL NARAB AFFECT MY CURRENT LICENSE(S)?

NARAB, and your decision about joining it, should not affect your home state license. If you choose not to become a NARAB member, it should not affect your nonresident license.

If you opt to join NARAB, no state other than your home state can impose fees or other requirements on you that are different than criteria for NARAB membership.

HOW WILL NARAB AFFECT CONTINUING EDUCATION (CE) REQUIREMENTS? NARAB is not expected to change the CE requirements to which agents are subject in their home states. NARAB members will be subject to CE requirements comparable to those required in most states. NARAB cannot require its members to complete CE that is redundant with the CE required of its members’ home states. In other words, CE accepted for agents’ home state license must also be accepted by NARAB, and NARAB members cannot be required to complete CE requirements of any state other than their home state.

NARAB itself cannot offer CE. HOW WILL NARAB AFFECT MY CURRENT APPOINTMENTS? NARAB does not change state law regarding appointments. A state cannot require an appointment for a NARAB member who sells commercial P&C insurance to a business with risks located in more than one state if the agent is otherwise licensed to operate in the state where the business maintains its principal place of business and the insurance policy covers risks located in that state.

WHO WILL HAVE ACCESS TO THE PERSONAL INFORMATION AGENTS SUBMIT TO NARAB? NARAB will be permitted to share documents, materials, or other information, including confidential and privileged PIA CONNECTION | www.pianational.org

documents, with state, federal, and international governmental entities. NARAB may also share information with authorized non-governmental entities, like the NAIC, if the entity agrees to maintain any confidentiality or privilege status applicable to the information.

HOW MUCH WILL IT COST TO BECOME A MEMBER OF NARAB? The cost of membership in NARAB has not been established, but its cost cannot unfairly limit the ability of independent insurance agents to join. NARAB membership will need to be renewed every two years, and agents will be required to continue paying any licensing fees in the state(s) in which they operate, regardless of their NARAB membership status.

WHAT HAPPENS IF I AM DENIED MEMBERSHIP IN NARAB? An agent could be denied membership in NARAB based on information obtained during the background check, failure to meet established NARAB criteria, or for having a suspended or revoked license that has not been reinstated or otherwise adjudicated in favor of the agent. Agents whose membership in NARAB is denied will have the right to challenge the denial based on accuracy or completeness of information.

HOW WILL CONSUMER COMPLAINTS BE ADDRESSED

BY NARAB? NARAB will maintain a toll-free telephone number for consumer complaints and is likely to supply alternative methods of complaint submission, including a website. All consumer complaints received by NARAB will be referred to the appropriate state insurance department(s).

HOW WILL AGENT DISCIPLINE BE HANDLED UNDER NARAB? NARAB may put an agent on probation, suspend or revoke NARAB membership, and/or assess monetary fines, if the agent does not meet applicable NARAB standards, has been subject to disciplinary action in a final judgment issued by a state insurance regulator, has had their license suspended or revoked by a state insurance regulator, or has been convicted of a crime that would have resulted in denial of initial NARAB membership.

Agents subject to discipline by NARAB will receive a statement identifying the conduct at issue, the alleged violation(s), the sanction to be imposed, and the reasoning for the sanction. Members will have the opportunity to defend themselves against proposed disciplinary action.

The existence of NARAB does not change the authority of states in supervising and disciplining resident and nonresident agents, including nonresident agents licensed through NARAB. PIA continues its efforts to encourage policymakers to take the steps necessary to fully implement NARAB. Lauren G. Pachman, Esq. is counsel and director of regulatory affairs for PIA National.

2021 V7 | 11

Congratulations

NIPR ad

LG Insurance Agency

on receiving the PIA National Excellence in Social Media Award!

This award honors an agency that uses nontraditional communication tools to effectively further the goals of the organization. Agencies may use Facebook, YouTube, LinkedIn, blogs and other social media outlets to creatively promote programs, build upon an existing brand and introduce products and services to an expandable customer base.

The National Insurance Producer Registry (NIPR) is a proud sponsor of the PIA National Excellence in Social Media Award.

Aaron Levine Owner LG Insurance Agency NIPR is a unique public-private partnership that supports the work of the states and the NAIC in making the producer-licensing process more cost-effective, streamlined and uniform for the benefit of regulators, the insurance industry and the consumers they protect and serve.

855.674.NIPR nipr.com 12 | 2021 V7

www.pianational.org | PIA CONNECTION

TONY CURTI, PIA OFFICERS INSTALLED FOR 2021-2022

ANTHONY “TONY” CURTI, CIC, LIC, of Bloomfield Hills, Michigan has been installed as president of the National Association of Professional Insurance Agents during the organization’s September 23, 2021 board meeting in Detroit.

Curti was sworn in together with his four fellow national officers: Gerald F. Hemphill, CIC, LUTCF of Richmond, Virginia, President-elect; Richard A. Savino, CIC, CPIA, of Warwick, New York, Vice President/ Treasurer; Ariel Rivera of Puerto Rico, Secretary/Assistant Treasurer; and Wayne F. White, CPA, CPIA, PFMM of Conway, Arkansas, Immediate Past President. All the officers will serve one-year terms that begin on October 1, 2021 and run through September 30, 2022.

“Insurance agents plus technology is the winning combination in insurance distribution,” said Curti.

“Emotional intelligence and relationship-building are fundamental in our business. Today, these traits and others can be married with tech innovation to best serve clients. I am proud to carry the mantle for the industry as we progress.”

Curti pointed out that PIA adapted quickly to changes in the business environment prompted by the coronavirus crisis. “PIA was quick to adjust to COVID circumstances because we had already invested in technology and had strong prior knowledge to rely on. We adapted very well, which is what independent insurance agents are uniquely positioned to do.”

He added that PIA’s aggressive advocacy has produced legislative and regulatory victories that have added to agencies’ bottom lines.

“It is also important for all agents to remember that we are in the relationship business,” Curti added. “As has been demonstrated by the ongoing success of PIA’s agency-company council, The PIA Partnership, agencies and carriers are stakeholders with

an interdependence that drives our business. Each of us has a stake in our mutual success.”

Curti was elected to the executive committee of PIA in 2018 and has served as a board member for nine years. He also has completed three terms as president of the Michigan Association of Professional Insurance Agents and still serves on their board.

Tony began in insurance with Curti Insurance Agency, Inc., a family-owned firm. After the sale of the Curti Agency, he held senior insurance leadership positions at the U.S. insurance subsidiary for ABN Amro Bank, NV. In 2012, Tony joined fintech and top 10 global broker Acrisure as a shareholder/ Agency Partner where he today serves as an Operations executive. He’s held multiple senior positions, interfacing with Acrisure’s insurance agencies and brokers, as well as Home Office colleagues in Grand Rapids, Michigan.

Tony is an adjunct professor in Finance, at Walsh College, in Troy, MI. He has previously served on the faculty of the Society of Certified Insurance Counselors (CIC), involved with risk management and insurance studies.

PIA NATIONAL GOVERNANCE MEETINGS HELD DETROIT, MICHIGAN WAS THE SETTING FOR TWO DAYS OF PIA National Governance meetings, held on Sept. 22-23, 2021. The meetings were in hybrid format with both in-person and online attendees.

Meetings of The PIA Partnership, PIA Members, The PIA National Board of Directors were held along with numerous committees and task forces. In addition, the Fall 2021 PIA National Award recipients were announced. The PIA National 90th Anniversary video was premiered.

NEW PIA NATIONAL OFFICERS INSTALLED Officers of PIA National were formally installed to their new positions during the annual fall meeting of the PIA National Board of Directors held in Detroit, Michigan and in hybrid format on September 23, 2021. All the officers will serve one-year terms that begin on October 1, 2021 and run through September 30, 2022.

PIA CONNECTION | www.pianational.org

2021 V7 | 13

$

AGENCY MARKETING

By Kevin Callahan

HOW TO MAKE THE BEST TECHNOLOGY DECISIONS FOR YOUR AGENCY Are you daunted by all the tech tools available for your agency?

Are you confused about where to start, in making upgrades?

You’re not alone. Here’s how to confidently move forward.

IF YOU’RE AN AGENCY principal and you’re alienated by the idea of using new technology for your business, chances are you’ve been thinking about it the wrong way.

Let me explain.

As an agency leader, the first and most important thing you need to realize is that your ability to provide customers the best possible advice as a trusted advisor doesn’t change when new tech tools come into play. The counsel you provide is your business’ most fundamental value proposition—more so than the actual binding of coverage—and remains the most valuable thing you have to offer.

The right agency technology supports that primary skill set, and can empower you to provide better, more informed insights in addition to delivering efficiencies on the transactional side.

The process of discovering which tools are the best for your agency can seem daunting, and what works for some agencies might not fit your profile—or even your budget. However, there are several guiding principles every agency should follow in their search for achieving maximum efficiency—and growth.

14 | 2021 V7

DEFINING THE “RIGHT” TECH TOOLS Let’s establish something else, right off the bat: The technology your agency uses should always serve you—not the other way around.

Agency principals and technology aren’t always the closest of friends.

While there are several reasons for that, one of the biggest is that most people fear change, they can dread learning new systems, and are often afraid that a new system will end up taking over their lives and leave them in a worse situation than they were in before it was implemented.

Again, this is often because of the way agency principals, producers and

CSRs frame new technology in their minds: This is going to end up consuming all my time. This is too complicated.

All this paperwork isn’t really that bad—after all, I’ve done it this way for this long. The next owner can make the technology investments; let it be his problem.

I’m not suggesting that those fears are unfounded. The software agents are working with isn’t always welldesigned, carriers typically aren’t concerned with the agent experience, and many of the legacy software providers in the industry prioritize flexibility over ease of use.

The “right” technology solution for your business should be intuitive,

www.pianational.org | PIA CONNECTION

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

AC

L E PAR ER

PIA CONNECTION | www.pianational.org

WHY SOFTWARE DOESN’T HAVE TO BE HARD A word, here, about agency software.

The right insurance agency software tools can help streamline and improve processes, cut down costs, and drive sales. Your agency will benefit from better security, accessibility, better customer relationships, and retention.

Selecting the right software for your agency’s needs is essential, and those needs may differ from other agencies.

The solution you’re going to invest in should cater to your business’ specific requirements (remember—the tech should work for you, not the other way around).

However, once you’ve made a selection, here are five valuable pieces of advice when it comes to implementing that software: 1. Don’t overhaul everything all at once. Make changes slowly across departments.

2. Ensure that your employees understand what changes are being made to your software toolkit, why they’re happening, and how you’re going to be supporting them during the adoption process.

3. Put customer service first and train your staff accordingly.

4. Provide the necessary resources needed to make the transition. Do you need computer upgrades? Make provisions for that.

5. Appoint a key person to supervise and coordinate all of these changes.

FULFILLING YOUR VISION Regardless of the platforms you select or the tools you implement, however, one of the biggest goals for your agency should be achieving maximum efficiency.

It’s not just about eliminating mounds of paperwork (which, yes, having the right technology tools does), but also about seeing the bigger picture for your business. It’s important to crystallize your vision for what you want to see on the other end of a technology upgrade before you begin looking at options. Ask yourself: What do I want to achieve here, for my agency? What does that look like?

When it comes to agency technology solutions, you first have to have a destination in mind in order for your team to begin making informed decisions on how to get there.

Don’t think of agency technology as a necessary evil, or a means to an end. Think of it as a resource for you to draw upon to help the customer make smarter decisions, as well as a set of solutions that saves time and money for your staff to concentrate on revenue-driving activities instead of menial tasks and paperwork.

By the time that journey is done, you’ll wonder why you ever hesitated to take the first step.

TN

THE IMPORTANCE OF GOOD DATA HYGIENE Just as practicing good personal hygiene helps keep your body healthy, good data hygiene is essential for the health of your agency. But what does it mean to practice good data hygiene?

Essentially, practicing good data hygiene involves your staff inputting information on each of your customers that is as error-free as possible, updating that information regularly, and purging outdated information. That “good” data includes everything from the most recently updated contact information (including most current e-mail addresses) to the policies they hold and which carriers they’re insured by.

“Dirty” data is what you get when you have duplicate records, incomplete or outdated data in your systems.

These types of errors can be introduced at any stage as your CSRs enter, store and manage your clients’ information, so being consistently accurate is a good mindset for your staff to maintain as you go forward.

To ensure that your agency’s sales, marketing and customer materials are going to the right prospects and clients, your customer databases should be kept “clean” and free of errors. That starts with having an agency management system that captures all the information that can be gathered on the client in one central, reliable database.

Good data hygiene, however, involves more than just making sure you have the right information at hand when you need it and that you aren’t keeping old data you no longer need. It’s about creating a bigger process around how you manage that information.

What I mean by that is, your agency’s workflows should be anchored around that proprietary data, in order to allow you to “scroll through your

business” and more easily identify chances to sell. Often, this reveals opportunities for cross-selling that you hadn’t identified previously.

Knowing everything you possibly can about every one of your clients not only unlocks doors to new sales, but also helps you fulfill your basic, most valuable mission as an agent: your ability to serve customers as thoughtfully and insightfully as possible.

P I NN

simple to use, and provide you better data, which helps surface new selling opportunities and saves you time and energy that could be put to use on revenue-driving tasks.

Encompass Insurance Erie Insurance State Auto Insurance Companies

2021 V7 | 15

YOUR PIA MEMBER BENEFITS BUSINESS-BUILDING TOOLS

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

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

INSURANCE PRODUCTS

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

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

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

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

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

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

✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors and book transfer/rollover team plus great commissions for PIA members.

Call (860) 547-5006.

AVYST EFORMS WIZARD. Quickly and easily prepare ACORD, agency-specific, and carrier-unique applications and forms, entering data only once in an organized interview format. Get to market faster!

e rt’s

✦

✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive! ✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually. ✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label. ✦ AGENCY REVENUE TOOLS. Boost personal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates. ✦ AGENCY WEBSITES. Cutting-edge websites tailored specifically to insurance agents.

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

ob

le i c o tt e

i ’s p c k

pi

R

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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

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

✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees. ✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/ disability while creating a perpetuation plan for your agency. ✦ CYBER 101. Cyber education for you and your clients. ✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER. Stay ahead of online competition in commercial lines. ✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability.

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

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

AGENCY MANAGEMENT TOOLS ✦ PIA BLUEPRINT FOR AGENCY SUCCESS: A 3-part resource guide for business planning, growth strategies, and agency continuity. ✦ ACORD FORMS END USER LICENSES. Available for free to qualifying PIA members who access ACORD forms through agency management systems and other authorized distributors. Plus PIA member discounts on the ACORD Advantage Plus Program. ✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. ✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan. ✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. ✦ 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.pianational.org/advocacy/ contact-your-legislators ✦ PIA ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. www.pianational.org/ advocacy/pia-advocacy-day ✦ PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, probusiness perspective and who support our issues. www.pianational.org/ advocacy/pia-political-action-committee

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

N

PIA MEMBER BENEFIT SPOTLIGHT

GET PAID TO MARKET YOUR AGENCY WITH PIA MEMBER REIMBURSEMENTS LAST YEAR PIA LAUNCHED THE PIA MEMBER Reimbursement Program to put money back in the pockets of PIA members when they use specific PIA programs. PIA currently has two reimbursement programs to help PIA members get back to business. PIA members may participate in both, getting separate reimbursements for each.

The Marketing Program is the original reimbursement program that provides a $250 reimbursement for purchases made through the PIA DMV: PIA’s Direct Marketing Vault or PIA Design & Print Services. The PIA DMV program allows PIA members to launch hybrid print/digital marketing campaigns to households grouped together in USPS postal routes. The PIA Design & Print Services is specifically for PIA members who need marketing materials beyond the direct mail and digital campaigns.

The Partnership Program is PIA’s new reimbursement program that provides up to a $250 reimbursement for purchases through the PIA Partnership’s Agency Journey Mapping (perpetuation planning) and Winning@Talent (agency hiring) programs. The Agency Journey Mapping program will help PIA members understand the challenges and best practices of agency ownership transfer, so they can create a perpetuation/

succession plan their agency. The Winning@Talent program is a 3-part toolkit that features innovative tools to help with agency hiring. Winning@Talent reimbursements are available through purchases of the Omnia Profile behavioral assessments and the IdealTraits recruiting platform.

These programs are made available to PIA members through generous donations from the following PIA Partnership carriers: National General Insurance, Progressive Insurance, State Auto Insurance Companies and West Bend Mutual Insurance Company. PIA thanks these companies for their support of professional insurance agents.

To learn more about PIA Member Reimbursements, visit: https://www.pianational.org/agentsupport UPCOMING PIA WEBINARS Date:

Topic:

Time:

11/26

PIA & You: Overview of PIA National Member Benefits Webinar

2:00 PM ET

To register for an upcoming webinar, visit: www.pianational.org/events-webinars Questions? Contact ProductsandServices@pianational.org

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 PIAtoCONNECTION | www.pianational.org contact Robert Holt at rholt@pianational.org or 703-518-1353.

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

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

MICHIGAN

PUERTO RICO & CARIBBEAN

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

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

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

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

COLORADO

MINNESOTA

RHODE ISLAND

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

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

CONNECTICUT

MISSISSIPPI

SOUTH CAROLINA

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

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

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

DELAWARE

MISSOURI

SOUTH DAKOTA

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

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

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

MONTANA

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

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

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

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

NEBRASKA/IOWA

HAWAII

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

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

NEW HAMPSHIRE

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

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

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

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

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

NEW JERSEY

VERMONT

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

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

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

NORTH CAROLINA

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

NORTH DAKOTA

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

TENNESSEE

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

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

LOUISIANA

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

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

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

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

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

OHIO

WISCONSIN

MAINE

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

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

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

OKLAHOMA

18 | 2021 V7

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

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

www.pianational.org | PIA CONNECTION

Partner with Prime WITH US, YOU HAVE….

> Specialty Liability Solutions > Specialty Coverage offered in all 50 States 40+ Years of Experience

> Flexible Underwriting > Risk Management > Superior Claims Results > New Businesses, Start-ups, Emerging Markets > Customized Endorsements Including Communicable Disease

To learn more visit www.primeis.com Contact us at 1.800.257.5590 or info@primeis.com

For latest ratings, access www.ambest.com

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.