PIA Connection -- Agents and the New Normal

PIA Presents: Ready for Everything

pages 12–13 2020 V8

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

Insurance Agency

Agents and the New Normal

PIA MEMBER BENEFIT SPOTLIGHT:

Personal Protection Equipment Now Available page 17

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2020 V8

PIA NATIONAL AWARDS

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PAGE 14-15

PRESIDENT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com PRESIDENT-ELECT Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com VICE PRESIDENT/TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com SECRETARY/ASSISTANT TREASURER Richard A. Savino, CIC, CPIA richs@broadfieldinsurance.com

CONTENTS

IMMEDIATE PAST PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com

NEWS BRIEF 6-7 Research Shows Middle Market Business Owners Rely on Their Insurance Agents…Alabama Leads with Hurricane-resistant Building Codes…AXA Survey Rates Pandemics As #1 Business Threat… ”Take Home” Lawsuits Over COVID a Threat to Businesses.

EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org

PIA AFFILIATES RECEIVE MEMBERSHIP GROWTH AWARDS For achieving net membership growth in latest reporting period.

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THE LEGISLATIVE ROAD AHEAD PIA National VP of Government Relations Jon Gentile with a Capitol Hill report.

9

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 September 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.

AGENTS AND THE “NEW NORMAL” 10-11 PIA National VP of Government Relations Jon Gentile on the Pandemic Risk Insurance Act (PRIA).

PIA PRESENTS: READY FOR EVERYTHING 12-13 The PIA Partnership unveils a crisis information hub to make it as easy as possible for insurance agencies to be more prepared—when the next crisis hits.

THE PIA NATIONAL AWARDS 14-15 PIA National presents its Company Award of Excellence along with MGA, Company Rep and Social Media awards.

DEPARTMENTS From the Immediate Past President . . . . . . . . 5 PIA National Member Benefits . . . . . . . . . . .16 PIA Member Benefit Spotlight . . . . . . . . . . .17 Upcoming PIA Webinars . . . . . . . . . . . . . .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: istockphoto / FingerMedium

2020 V8 | 3

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FROM THE IMMEDIATE PAST PRESIDENT As PIA National President this year, I was looking forward to getting out, attending your conferences and conventions, meeting officers and board members and interacting with the membership. Then the coronavirus hit and all of that immediately went away. I can’t say that it wasn’t disappointing.

But as the old saying goes, “When one door closes, another door opens.”

In taking inventory of what PIA was able to accomplish with an aggressive agenda outlined by our staff, the PIA Executive Committee and officers, it is clear that the innovation and involvement that our new circumstances demanded have been exceptional, and successful.

Several of our carrier partners made generous contributions which enabled creation of the PIA Member Reimbursement Program, which provides cash back to members who take advantage of certain business-building programs PIA offers.

Through the efforts of our company council, The PIA Partnership, PIA was able to offer solutions to the two largest issues agencies say are their biggest worries – perpetuation and adding new people. Agency Journey Mapping and Winning@ Talent address these concerns with strategies agencies can use to thrive in the new environment.

The pandemic prompted changes in Congress and as a result, it led to an expansion of PIA’s advocacy agenda. Jon Gentile and Lauren Pachman are working tirelessly on lobbying for the coronavirus-related issues important to our members and their clients, such as advocating for a small business-friendly Paycheck Protection Program (PPP) as well as supporting PRIA, the Pandemic Risk Insurance Act. All of this while continuing to focus on our regular slate of legislative and regulatory priorities.

PIA recently welcomed two new member carriers to The PIA Partnership: West Bend Mutual, a superregional, and The Travelers.

More agents are discovering all the benefits of PIA membership. We recently honored 14 PIA affiliates for achieving net growth in membership over the past year.

Earlier this year, hundreds of members of an association that had represented Nationwide agents became members of PIA, as Nationwide agents joined the ranks of independent agents.

As the needs of agents have grown, so too have PIA’s programs, products and services to meet those needs. We continue to expand our benefit base for our members. We have a lot in the pipeline.

I cannot say enough about the efforts of our National staff on behalf of our members. We appreciate all they do to make our organization the best in the industry.

It is my distinct pleasure to work with four fine officers this past year: Keith Savino from New Jersey, Wayne White from Arkansas, Tony Curti from Michigan and Gerald Hemphill from Virginia. PIA’s future is in good hands with these individuals, along with newly elected Rich Savino from New York.

As I continue over the next year as Immediate Past President, I could not be more proud of PIA and optimistic about our future. It is an honor and privilege to serve.

Dennis Kuhnke Immediate Past President

NEW PIA NATIONAL OFFICERS INSTALLED NEWLY ELECTED NATIONAL officers of the National Association of Professional Insurance Agents (PIA) were installed during the organization’s September 23, 2020 Board of Directors meeting. Each of the officers will serve one-year terms that begin on October 1, 2020 and

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run through September 30, 2021.

As of October 1, 2020, Wayne F. White, CPA, CPIA, PFMM of Conway, Arkansas becomes President; Anthony “Tony” Curti, CIC, LIC of Bloomfield Hills, Michigan becomes President-elect; Gerald F. Hemphill, CIC, LUTCF

of Richmond, Virginia becomes Vice President/Treasurer; Richard A. Savino, CIC, CPIA, of Warwick, New York becomes Secretary/ Assistant Treasurer; and Dennis D. Kuhnke, CIC, CPIA of Milwaukee, Wisconsin becomes Immediate Past President.

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!

NEWS BRIEF RESEARCH: MIDDLE MARKET BUSINESS OWNERS RELY ON THEIR INSURANCE AGENTS Nearly eight percent of middle market businesses in the United States are concerned about making it through the economic downturn caused by the COVID19 pandemic, and they’re looking to their insurance agents for more support, according to new Agent Authority research from Nationwide.

ALABAMA LEADS WITH HURRICANERESISTANT BUILDING CODES Alabama’s two Gulf Coast counties—Mobile and Baldwin—are the nation’s leading adopters of a nationally recognized building standard meant to keep storms from tear-

The research uncovered a num-

ing rooftops off of

ber of key themes for middle

houses. A program

market business owners and

established by the

commercial insurance agents.

state’s legislature

First and foremost, business

in 2011 and man-

owners are confident in their

aged by the Ala-

insurance agent’s ability to serve

bama Department

their protection needs, and

of Insurance allows

they trust their agent’s advice.

homeowners across

However, the results reveal that

Alabama to apply

many middle market business

for grants of up

owners struggle to understand

to $10,000 to help

the current coverage, thus pre-

defray the costs of

senting opportunities for agents

retrofitting a home

to provide personalized atten-

to meet the higher

tion and advice for clients.

standard.

“Middle market business owners

The design stan-

really do rely on their agents

dard, called

for advice and education,” said

“Fortified,” was

Linda Stueber, vice president

developed by the

of Nationwide’s middle market

Insurance Insti-

commercial team. “Now more

tute for Building &

than ever, it’s vital for agents

Home Safety (IBHS)

to help business owners fully

in 2012 and has

understand the coverage they

been adopted by

have in place, adapt to new or

homeowners form

changing risks, and be proac-

the Carolinas to

tive in addressing those risks or

Texas. Strengthen

gaps.”

Alabama Homes’ director, Brian

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!

NEWS BRIEF

Powell, says the program issues roughly 1,000 grants annually, and revenue is growing as insurers continue to supplement the fund with about $10 million per year. Those same insurers are also writing more policies in the region, he says.

“TAKE HOME” LAWSUITS OVER COVID A THREAT TO BUSINESSES Companies with coronavirus outbreaks are encountering an emerging legal threat from claims that employees brought the virus home and infected relatives. The cases borrow elements from “take home” asbestos litigation and avoid caps on liability for workplace injuries, exposing companies to expensive pain and suffering damages even though the plaintiff never set foot on their property. One risk analysis firm said that could cost employers billions of dollars.

AXA SURVEY RATES PANDEMICS AS #1 BUSINESS THREAT According to a new study published by AXA, pandemics are the top concern for insurance professionals this year as the COVID-19 crisis roils the industry worldwide, reports Reuters. Infectious diseases and pandemics were ranked as the most significant risks to society over the next five to 10 years, a rever-

Reuters reports that between seven

sal from last year when climate change was considered the biggest concern.

percent and nine percent of the roughly

AXA’s study found that 56 percent of the respondents consider pandemics

200,000 U.S. COVID-19 deaths so far are

one of the top five emerging risks, up from 23 percent in 2019.

believed to stem from take-home infec-

Climate change is now the second biggest worry overall, but the views vary

tions and the lawsuits could cost businesses up to $21 billion if the number of Americans fatalities reaches 300,000, according to Praedicat, a firm that evaluates risks for insurers.

geographically, as it remains the top priority in Europe but falls to the third place in the United States and Asia. AXA CEO Thomas Buberl said the reduced emphasis on climate change “is concerning, especially among our American and Asian respondents, as we believe that shorter-term issues around the pandemic should not completely overshadow longer-term threats.”

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

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PIA AFFILIATES RECEIVE MEMBERSHIP GROWTH AWARDS PIA AFFILIATES THAT ACHIEVED NET MEMBERSHIP GROWTH AS OF OUR last official count, which was completed earlier this year, were recognized during the September 23 PIA National Board meeting.

Congratulations to these PIA Affiliates: • • • • • •

PIA of Connecticut PIA of Indiana Kansas PIA PIA of Kentucky PIA of Louisiana Insurance Agents & Brokers of Maryland • Michigan PIA • PIA of New Hampshire

• • • • •

PIA of North Carolina PIA of South Carolina PIA Southern Alliance PIA of Tennessee Texas Professional Insurance Agents • Utah Independent Agents • PIA of Vermont

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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.

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CAPITOL HILL REPORT

By Jon Gentile Vice President, Government Relations PIA National

THE LEGISLATIVE ROAD AHEAD IT IS A TRUISM OF POLITICS on the national level that the closer one gets to an election, especially a hotly contested one, the less the likelihood that Congress will act on significant legislation. As this year’s election drew closer, legislative activity slowed.

Earlier this year, Congress acted to deal with the coronavirus crisis by passing a series of measures beginning with the $2 trillion Coronavirus Aid, Relief, and Economic Security (CARES) Act, which included the Paycheck Protection Program (PPP). As the COVID-19 emergency persisted, Congress added more funds to relief programs and refined their administration.

As the year went on and funding started to run out, attention shifted to proposals for another bill to provide additional relief to individuals or businesses suffering due to COVID-19. But the approach of the election undermined those efforts.

NFIP EXTENDED One of PIA’s major legislative priorities did manage to advance amidst the stasis on a coronavirus relief bill. The National Flood Insurance Program (NFIP) was extended for a full year to September 30, 2021 when it was included in a continuing resolution (CR) to fund the federal government through December 11, 2020.

Congress now has a year to work toward a long-term NFIP reauthorization. PIA looks forward to spending this time working with members of Congress to advocate for the reforms we helped develop during the 116th Congress. PIA National had been working throughout the summer with policymakers on extending the PIA CONNECTION | www.pianet.com

NFIP for as long as possible.

This result is good news for property owners, especially since 2020 has been one of the busiest hurricane seasons on record. PIA strongly support the NFIP reauthorization package that passed the House Financial Services Committee in 2019 as the right framework for reform and long-term reauthorization.

PIA ENDORSES PRIA The need to plan ahead and prepare for the eventuality of another pandemic similar to COVID-19 is the focus of an effort to put a national contingency plan in place. PIA National participated in a Congressional Roundtable concerning the Pandemic Risk Insurance Act (PRIA), H.R. 7011, introduced by Rep. Carolyn Maloney (D-NY). PIA has endorsed PRIA. “PIA National believes that keeping a future pandemic from causing economic disaster requires a public-private partnership, and the insurance community can be a part of that solution,” said PIA National President Wayne White in testimony to the roundtable.

White also made clear that a global pandemic and corresponding economic downturn present complex problems and may require multiple public policy solutions. So PIA National supports PRIA, and “we remain open to improving upon it so as to ensure that the economic uncertainty we are all experiencing today is, to the extent possible, prevented in the future. 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.”

A LOOK AHEAD As this report was compiled before the election, specific predictions about the legislative landscape as 2021 approaches would be premature. It is important to keep in mind, though, that PIA’s commitment to advancing the interests of professional, independent insurance agents will always remain unchanged, despite who in in control on Capitol Hill and who occupies the White House.

There are many issues, including those not directly related to COVID, that will remain as important priorities for PIA going forward. We need a long term reauthorization and significant reform of the National Flood Insurance Program (NFIP).

PIA strongly supports efforts to make permanent the 20 percent tax deduction for qualifying passthroughs, which will expire in 2025. We also are advocating for the Clarifying Law Around Insurance of Marijuana (CLAIM) Act (H.R. 4074/S. 2201), which prevents federal criminal prosecution of insurance agents and carriers for engaging in the business of insuring cannabis-related businesses in states where cannabis is legal in some form.

PIA is still pushing for the full repeal of the Federal Insurance Office (FIO) and we are opposed to proposed cuts to the federal crop insurance program.

And regarding future COVID relief legislation, PIA will continue to work with members of Congress to ensure that proposals provide true help to small businesses and do not disadvantage independent insurance agents.

Jon Gentile is Vice President of Government Relations of PIA National.

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AGENTS AND THE “NEW NORMAL” THE PANDEMIC HAS HIT everyone hard though PIA

agents have a way of seeing beyond the disruption to adapt to the new “normal.” Their thoughtful insights demonstrate both realism and resilience.

“The lockdown has amplified the need for us to deliver value-added risk management consulting beyond just the policy,” says Kurt Hetherington, President of James Greene & Associates of Sherwood, Arkansas. “We went from limited use of Zoom and Microsoft Teams to a thirty-fold increase. What has changed for us is the number of touches we can have with clients who are now used to online meetings where they were not before. And there is a benefit to being able share content on our screen with them.”

“I find Zoom to be a very effective way to communicate, and we will continue to offer that option in the future,” says Sam Evans of Evans Insurance in Grand Rapids, Minnesota.

“As soon as you get more than four people, though, it becomes a chaotic mess unless you have a well-set agenda, and someone is facilitating. It works well for small meetings, and for some it’s a lot more convenient than driving to our office or having us visit them in their home.”

A FEW DOWNSIDES Many see the benefits of online meetings but also recognize drawbacks, particularly in certain situations and with some clients.

“I DON’T WANT TO RETURN TO NORMAL. I WANT TO TAKE THIS OPPORTUNITY TO STREAMLINE OUR OPERATIONS AND DO MORE WITH LESS.” —BRIAN BERNTH OF LAVEN INSURANCE IN SOUTH BEND, INDIANA

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By Tom Wetzel

“It just doesn’t feel the same as sitting across from someone,” says Brian Bernth of Laven Insurance in South Bend, Indiana. “We do a lot of face-to-face meetings and prospecting, especially with Medicare season coming up. It’s going to be a challenge dealing with older folks who don’t use the internet.

Having said that, I don’t want to return to normal. I want to take this opportunity to streamline our operations and do more with less. Our staff working from home for three months proved we can do more with less.”

Hetherington adds “that online group meetings force a singular focus on a topic, which is not a bad thing, however with in-person meetings it’s easier to break away one-on-one to ask about the family or an unrelated business issue.”

Diana Moinot, Managing Partner of Houston-based Moinot Insurance Group says online meetings “are fine with established relationships. but what’s being lost are the handshakes, hugs, the additional reinforcement of the location of the meeting and the indirect activities associated with making the meeting, such as the smells and temperature. I will say, though, that going online enhances productivity time because it takes away drive time. I have hired a virtual assistant and implemented various automation tools to enhance productivity and am working on scaling at least half of my operations.”

To compensate for the weaknesses of online meetings, Moinot uses virtual backgrounds and being authentic saying “I am new at this” or “nobody is perfect at Zoom calls” to which many people can relate. Before calls, she raises her energy with deep breaths, jumping jacks or push-ups, then reminds herself on the purpose of the meeting and the outcome she wants.

NO CHANGES TO BOOKS Many agents said they were not making changes to their books because of the pandemic.

“If anything, the pandemic has provided more new business opportunities as people have had more time to look at their policies and come up with questions,” says Jeremy “Rit” MacDonald, of Mid-Michigan Agency in Alma. “Early on it was extremely busy, and then in June auto reform started front and center in our state so that has kept us extremely busy.”

One principal in Indiana who wished to remain anonymous

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said the agency is “rethinking the smaller monoline accounts and added that clients that need “hand holding” may not fit our mold moving forward,” adding that “we need to do better with use of tech tools already available.”

Bernth of Laven Insurance said that while the agency is not rethinking its book, “we are seeing loyal clients leaving over a few dollars savings. Price has never been such a factor as it is now.”

One fascinating insight on the convenience factor comes from Lynne McChristian, longtime consultant at the Insurance Information Institute and now the Director of Office of Risk Management & Insurance Research at the University of Illinois.

“We went to online learning in March and quickly learned that being effective online requires considerably more preparation. I miss the in-person interaction, but to my surprise, being available on Zoom appears to be a more encouraging environment for students to visit. They may not have trekked across campus to talk but they do not hesitate to drop by via Zoom call.”

WHAT’S NEXT? “I see many on our sales team returning to normal as quickly as possible,” says Andrew Campbell, President, Worldwide Insurance Network, Smart Choice. “We will have travel and meetings with carriers but in our corporate office, I believe we will not ever return completely to all in office. What this pandemic has taught us is that a lot of high quality work can be done from home and many employees view that as a nice perk when possible so we will allow much more of that remote work after 2020 than we did before.”

McDonald says he’s “seen a shift in people learning about our carrier’s websites and apps where they can conduct specific transactions. We always try to strike a balance between what’s there for the customer from a technological standpoint as well as what we can provide as a benefit to having an agent they can reach out to.

Steve “Woody” Woodworth, VP Southwest Region, Affordable American Insurance says that says that going forward, we need to ask ourselves honestly what more can we do to assist our current and prospective clients and at what cost?

Convenience for the client must be a top priority?”

PIA is also looking ahead. PIA created a series of programs to provide more assistance to PIA member agencies and is working with state and regional affiliates and industry partners to assist them in the new COVID environment. Industry partners have stepped up with funding, including Progressive Insurance, National General, State Auto, and West Bend Mutual, enabling individual PIA members to use PIA programs and receive up to $500 in reimbursements.

On Capitol Hill, PIA pushed for legislation to ensure emergency support for employees and businesses including independent insurance agencies. In a three-step initiative, PIA first supported bills to provide immediate relief, including the Families First Coronavirus Response Act (Families First) and the Coronavirus Aid, Relief, and Economic Security (CARES) Act. Second, the Association advocated the creation of a COVID-19 Recovery Fund, patterned on the September 11th Victim Compensation Fund, to provide increased liquidity to affected businesses. Finally, PIA is engaged in work on developing legislative proposals to guard against future pandemics.

Finally, the most accurate, heartfelt statement on what to expect post-pandemic comes from the anonymous Indiana principal.

“Normal is whatever we choose to be our new process.

Change is the only constant.”

Tom Wetzel is CEO of Thomas H. Wetzel & Associates, an insurance

“IF ANYTHING, THE PANDEMIC HAS PROVIDED MORE NEW BUSINESS OPPORTUNITIES AS PEOPLE HAVE HAD MORE TIME TO LOOK AT THEIR POLICIES AND COME UP WITH QUESTIONS.” —JEREMY “RIT” MACDONALD OF MID-MICHIGAN AGENCY IN ALMA

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marketing firm for independent agents whose signature services include a HIPAA-compliant agent owned text data center and messaging platform, the Wetzel Digital Roadmap©, website design and maintenance and content creation. He writes a regular column for agents in the Insurance Journal and serves on the faculty of the Academy of Insurance. Contact him at twetzel@wetzelandassociates.com for a free digital checklist.

2020 V8 | 11

READY FOR EVERYTHING A Crisis Resource Hub for Insurance Agents CAN A CRISIS MAKE YOUR AGENCY STRONGER? The answer is yes according to many who—during the Coronavirus—have found opportunities to connect with customers in new ways, stress test work-at-home capabilities, and build greater teamwork.

Insurance agencies are well-versed in all types of crises, regularly steering clients through the claims process after floods, fires, and storms to name a few. This pandemic is different in many ways, and similar in some. Good planning, flexibility, and work-from-anywhere technology are key to surviving— and thriving—during any crisis.

WHAT IS READY FOR EVERYTHING? When a crisis hits, it’s the planning and preparation that really counts. Ready For Everything is a crisis information hub brought to you by The PIA Partnership. The Ready For Everything toolkit gives agents resources on planning, remote working, and employee and customer communications. We’ve curated and organized a host of industry articles, videos, and podcasts, and provided key takeaways in an effort to make it as easy as possible for insurance agencies to be more prepared— when the next crisis hits.

expectations moving forward. When the crisis has prolonged for over 30 to 60 days, it’s important for agencies to have a temporary plan. This could include COVID-19 resources and or reaching out to clients. For long-term planning, agencies should look ahead to prepare new marketing strategies to build company revenue.

REMOTE SET-UP AND MANAGEMENT Does your agency have policies in place to take on a successful remote work environment? According to FlexJobs, remote work has grown by 159% over the last twelve years. Due to the current global crisis, remote work has become the new normal for many companies. Ready for Everything provides multiple resources to prepare insurance agents should their employees be displaced from the office over an extended period of time.

During a crisis, it is crucial to have a successful work from home environment to insure the smooth operation of business. Ready For Everything provides details on tools available to help teams collaborate, tips on how to manage employees remotely, and guidance on how to protect information when out of the office

CRISIS PLANNING Creating a plan in advance can help lessen the impact and speed up the path to recovery. Ready For Everything provides best practices for creating a plan, avenues for financial assistance, and technologies that can help.

According to PropertyCasualty360, agencies should begin creating crisis plans now to accelerate recovery and growth. In order to have a successful plan, leadership should start with an immediate response to employees and customers to set

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Prepare for crisis – all in one place.

COVID-19 SPECIFIC RESOURCES The pandemic and subsequent social distancing requirements required agencies to rapidly adapt work processes and accelerate digital transformation plans. Ready For Everything provides interviews with agency leaders on how COVID-19 impacted operations, suggestions on how to maintain community connections, and practices on how to navigate this crisis.

EMPLOYEE AND CUSTOMER COMMUNICATIONS When disaster strikes, it can create uncertainty amongst insurance clients. Many customers have questions concerning policies and employees want to know how their jobs will be impacted. Ready for Everything provides multiple resources to help insurance agents prepare for future disasters.

During a crisis, it is imperative to have an effective communication strategy to insure the smooth operation of business.

This hub brings credible information together for crisis planning such as ideas for maintaining constant communication, types of information to share, and technologies to ensure information gets out quickly

When a crisis hits, it’s the planning and preparation that really counts.

Our Ready For Everything crisis information hub – brought to you by the PIA Partnership – gives you resources on planning, remote working, and employee and customer communications.

We’ve curated a host of industry articles, videos and podcasts so that your agency can be more prepared – when the next crisis hits.

READY FOR EVERY THING

LEARN MORE To get started with Ready For Everything, PIA members should visit, www.getreadyforeverything.com/.

THANK YOU The PIA Partnership is a joint effort of leading insurance carriers and PIA. PIA and the companies belonging to The PIA Partnership work together to develop hands-on tools for PIA members and agents appointed by Partnership carriers, specifically addressing areas of opportunity in the agency-company partnership.

The PIA Partnership was established in 1996. PIA would like to thank the PIA Partnership companies that helped to develop Ready For Everything: Encompass Insurance, Erie Insurance, Liberty Mutual Insurance, MetLife Auto & Home, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group, Travelers and West Bend Mutual Insurance Company. Learn more about The PIA Partnership at www.ThePIAPartnership.com.

Brought to you by The PIA Partnership – PIA’s national carrier council. Partnership companies include:

Visit our crisis information hub today at getreadyforeverything.com

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2020 V8 | 13

THE PIA NATIONAL AWARDS The Hanover Insurance Group Receives the PIA National 2020 Company Award of Excellence PIA NATIONAL HAS NAMED The Hanover Insurance Group, Inc. as the recipient of its prestigious 2020 Company Award of Excellence. The presentation was made on September 23, 2020, during the annual fall meeting of the PIA National Board of Directors.

“This is our Association’s highest annual company honor,” said PIA National President Dennis Kuhnke, in presenting the award. “For nearly 170 years, The Hanover has been dedicated to independent agents as its exclusive source of distribution.”

“The Hanover has done a tremendous job partnering with agencies across the country to help solve the challenges of today, while also building for the future,” Kuhnke said. “Its focus and dedication have remained constant throughout the years, consistently reinforcing the value of the independent agent.”

The Hanover plays an important role

in helping independent agents navigate the ever-changing marketplace in multiple ways. Its analytics and data-based consultation are unmatched, identifying agency-customer vulnerabilities, and growth and efficiency opportunities, including improved customer experiences. In addition, the company continues to deliver new products and innovative digital solutions, automation and resources.

“Thank you for honoring our company with the PIA National Company Award of Excellence,” said Richard W. Lavey, President, Hanover Agency Markets. “Our company takes great pride in our select partnerships with the best independent insurance agents across the country, so this award is particularly meaningful to us. We’ve worked hard to foster mutually beneficial relationships with our agent partners and this award is a testament to our continued commitment to this channel.

In an acceptance video, Lavey said, “Here at The Hanover, helping the independent agent channel thrive is at the heart of the decisions we make, the programs we produce and the coverages we provide. We’re going to continue to focus our energies and our efforts on being one of the most innovative markets dedicated to the independent agent channel.”

ABOUT THE HANOVER The Hanover Insurance Group, Inc. is the holding company for several property and casualty insurance companies, which together constitute one of the largest insurance businesses in the United States.

The company provides exceptional insurance solutions through a select group of independent agents and brokers. Together with its agent partners, The Hanover offers standard and specialized insurance protection for small and mid-sized businesses, as well as for homes, automobiles, and other personal items. For more information, please visit hanover.com.

PIA National Names DeForest Group, Inc. 2020 Managing General Agency of the Year PIA National has named the DeForest Group, Inc. as the recipient of its 2020 Managing General Agency (MGA) of the Year Award. The presentation was made on September 23, 2020 during the annual fall meeting of the PIA National Board of Directors.

DeForest Group of Kingston, New York, through its Partnership Program, provides independent agents the opportunity to grow their books of business by accessing numerous 14 | 2020 V8

carriers on a favorable basis.

“I believe that the DeForest Group and its agents epitomizes the mission of PIA by empowering hometown, independent insurance agents serving Main Street America,” said Alan F. DeForest, president and founder of the DeForest Group. “Thank you PIA for your continued support on behalf of the independent agents in this country, and thank you for this great honor.”

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 insurance agents.

www.pianet.com | PIA CONNECTION

HONORING THE BEST Lynn M. Burkett Named 2020 PIA National Company Representative of the Year PIA NATIONAL HAS NAMED Lynn M. Burkett, CPCU, of Loudoun Mutual Insurance Company of Waterford, Virginia as its 2020 Company Representative of the Year. The presentation was made on September 23, 2020 during the annual fall meeting of the PIA National Board of Directors.

Burkett acts as liaison between Loudoun Mutual and its appointed independent agents at 80 agencies throughout her territory.

The criteria used to select the PIA National Company Representative

of the Year includes professional experience, assistance given to agents, technical knowledge and demonstrated awareness of industry problems and market conditions.

Their contributions to the industry through participation in PIA and other insurance organizations are also considered, as are their contributions to serving the public and their community.

“Working with independent agents shows me how important PIA is to them, how helpful you are as an organization to all the independent agents

in Virginia and across the country, whether it be through continuing education, offering classes on relevant subjects or advocating for legislation to benefit agents,” said Burkett.

“Thank you again for this wonderful honor.”

Ariel Rivera of Deer Insurance Agency Receives the 2020 PIA National Excellence in Social Media Award DEER INSURANCE AGENCY, LLC of Jacksonville, Florida and its founder and agency principal Ariel Rivera have received the 2020 Excellence in Social Media Award from the National Association of Professional Insurance Agents (PIA National). The award was presented on September 23, 2020 during the annual fall meeting of the PIA National Board of Directors.

Deer Insurance Agency, LLC uses social media as its #1 way of generating leads, communicating with customers, and providing them with valuable information while promoting the agency’s brand.

“For me, social media has played

PIA CONNECTION | www.pianet.com

a vital role in the growth and development of my agencies,” said Ariel Rivera, founder and agency principal. “There is so much good we can do through social media and if we integrate those platforms as part of our communications, our agencies will always have the potential of growth and scale.

“I encourage every independent insurance agency to not be afraid of engaging in social media,” Rivera said.

“Get out there and post. Add value to your agency and provide important, accurate information to your customers. Stay true to yourself and your message, and don’t be afraid to guide your clients to this wonderful and

interesting journey of insurance.”

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.

2020 V8 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ MARKETING REIMBURSEMENT PROGRAM. PIA is here to help with specific marketing tools PIA members Nicolette’s can use and a $250 reimbursement to pick 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 midsized businesses. Coverage with special PIA-only enhancements is available for PIA members to sell.

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

✦ REACHING GEN Y. Convert Gen Y age group insurance consumers into loyal agency customers.

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

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

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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL ✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents.

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

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.

AGENCY MANAGEMENT TOOLS ✦ 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.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.

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sk Equipment (PPE) for PIA members, their colleagues, and offices. The Nu Pr mb items currently available include face masks with the PIA logo on er ice of 20 0-5 ma s( them as well as pandemic-related signage for your office.

0 s 0 ks 50 m 0-1 in im ,00 The reusable face mask features a pleated design, bendable nose 1,0 0 0 r P more details, and to see examples For of the 0-2 wi en mb PE 2,5 bridge, elastic straps with an adjustable toggle, and an interior filter th theplaciners, w ,50 00 0 ,v Pr h P g pandemic-related signage you 5may for -5purchase i isi ,00 pocket. Please note: This mask is not a guarantee against infection or IA logoa PIA iDle ther ,00 t 0 : 0-1 p es e leoffice, please onyour visit: https://pianet.com/ppe ia 10 0,0 the ign arn ne ,00 transmission of viruses or disease. Not recommended for use by chil00 m & P ho 0+ t.c $ as rin w y t w * o o *N ell ord u dren 12 years or younger. m os as er can $ / 3 pp e .38 re an . Ite how To plearn back when pf e receivetu$250 de ms ceiv you can PIA member purchases made through PIA Design & Print are $2 ee mi cu e u .93 c-r rr p ela en toPIA Design & Print, please visit purchasing through eligible for up to $250 in reimbursements through the PIA Member $2 ted tly $2 .86 sig avai 50 i la n the PIA Member Program at: na Reimbursement $2 Reimbursement Program. That includes PPE as well as custom broge ble reim .

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Thank you! The reimbursement program described above is 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.

Page 28

UPCOMING PIA WEBINARS Date

Topic

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11/18

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2020 PIA NATIONAL PINNACLE PARTNERS Encompass Insurance Encova Insurance

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

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PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for 5 issues.

To learn more and get a contract,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 V8 | 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 V8

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

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