PIA Connection--V9

2020 Hurricane Season Was The Most Active Ever

page 15 2020 V9

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

UPDATE: BUSINESS INTERRUPTION LEGAL ISSUES page 10–11

PIA MEMBER BENEFIT SPOTLIGHT:

Create Interactive Campaigns with Informed Delivery page 17

AGILE. AGENT-CENTRIC. INNOVATIVE.

THANK YOU The Hanover is honored to have been named a 2020 Company of the Year by PIA. We couldn’t have done it without you. We work hard to be your carrier of choice for preferred account business, and we’re proud to be recognized for our dedication to independent agents like you.

Thank you for partnering with us to build a better insurance experience.

701-10561 (11/20)

hanover.com

istockphoto/ ©Elijah-Lovkoff

2020 V9

PIA CONNECTION NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS PRESIDENT Wayne F. White, CPA, CPIA, PFMM (AR) wwhite1948@aol.com

2020 HURRICANE SEASON WAS THE MOST ACTIVE EVER PAGE 15

PRESIDENT-ELECT Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com VICE PRESIDENT/TREASURER Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com SECRETARY/ASSISTANT TREASURER Richard A. Savino, CIC, CPIA richs@broadfieldinsurance.com IMMEDIATE PAST PRESIDENT Dennis D. Kuhnke, CIC, CPIA (WI) dkuhnke@robertsonryan.com EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mikebe@pianet.org PUBLISHER/EDITOR-IN-CHIEF Ted Besesparis | tedbe@pianet.org MANAGING EDITOR Sade Hale | sadeha@pianet.org ADVERTISING DIRECTOR Alexi Papandon, CAE | alexipa@pianet.org GOVERNMENT AFFAIRS EDITOR Jon Gentile | jonge@pianet.org REGULATORY AFFAIRS EDITOR Lauren Pachman, Esq. | laurenpa@pianet.org MARKETING EDITOR Nicolette Bowman | nicolettebo@pianet.org CONTRIBUTING EDITOR Patricia A. Borowski, CPIW PRODUCTION EDITOR Laurel Prucha Moran | laurelpm@blueroomstudio.com

CONTENTS NEWS BRIEF 6-7 2020 Hurricane Season Busiest Ever…Moody’s: Pandemic, Cat Losses Push Up Commercial Prices…GM to Offer Auto Insurance Through OnStar…Supreme Court Appears Wary of Striking Down ACA… Industry, Agency Employment Tic Up…Diversity in Insurance Grows Slowly…Insurance Commissioner Election Results…InsurTech Funding Hits $2.5 Billion in Q3..

CAPITOL HILL UPDATE The outlines of 2021 legislative activity start to come into focus. Jon Gentile takes a look at the issues.

9

COVER STORY UPDATE: BUSINESS INTERRUPTION LEGAL ISSUES 10-11 A Look at burgeoning litigation regarding denials of BI claims.

CONTROL YOUR FUTURE AND PLAN FOR THE UNEXPECTED WITH AGENCY JOURNEY MAPPING A PIA Partnership program.

2020 HURRICANE SEASON WAS THE MOST ACTIVE EVER With 30 named storms, 12 of which made landfall in the continental United States.

12-13 15

October 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.

DEPARTMENTS From the President . . . . . . . . . . . . . . . . . 5 From the CEO . . . . . . . . . . . . . . . . . . . . 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: shutterstock / Seahorse Vector

2020 V9 | 3

AGENTS OF

FORWARD THINKING, FORWARD MOVING Staying ahead in a rapidly changing tech environment—that’s what independent agent Jeromy Huerta is all about. He appreciates Progressive for “always trying to stay relevant, making changes and adjusting to the times.” As a member of Progressive’s Tech Advisory board, Jeromy engages with teams who are shaping prototypes and identifying new ways to make Progressive’s quoting and servicing technology even faster and more intuitive.

Because he knows, the smarter we work, the further we’ll move forward, together.

AgentsofProgressive.com

JEROMY HUERTA HUERTA, HERITAGE INSURANCE | KENT, WA

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

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

4 | 2020 V9

www.pianet.com | PIA CONNECTION

FROM THE PRESIDENT ASK ALMOST ANYONE WHAT THEY THINK OF the year 2020 and chances are you will hear expressions of angst that are quite justified. The pandemic has touched all of our lives and those of our families, either directly or, for those more fortunate, indirectly.

The good news is that as bad as things are now, and will be for months ahead, we have real reason to hope. The arrival of vaccines promises a time, not too far away, when our country will no longer experience a level of COVID deaths that exceed the death toll of September 11, 2001—every day.

Throughout 2020, PIA has continued to bring innovative programs to PIA members across the country. For example, thanks to the PIA DMV: PIA’s Direct Marketing Vault, PIA members can now provide the best of traditional and digital marketing to get more clients.

PIA’s advocacy has continued unabated, notching legislative

and regulatory victories for agents. For example, PIA National ensured tax relief that has resulted in millions of dollars benefitting passthrough entities specifically included independent insurance agencies.

As the country slowly extricates itself from the pandemic, we must take steps to ensure that we are prepared financially for the next one, whenever it might occur.

That’s why earlier this year, I was pleased to testify before a special congressional panel in support of using the Pandemic Risk Insurance Act (PRIA) as a vehicle to prepare.

Wayne White President

FROM THE CEO ONE OF THE BEST WAYS TO MAKE SURE PIA IS doing what it should to assist PIA members is to periodically ask ourselves the question, “What Has PIA National Done for Me Lately?”

This year, it’s been a lot. The pandemic, which arrived in earnest shortly after the year began, prompted PIA to greatly increase its innovation of a wide range of programs to assist agents in meeting this unique challenge. One of these is the PIA Member Reimbursement Program, which provides PIA members with cash back when they take advantage of certain business-building programs PIA offers. Several of our carrier partners made generous contributions during 2020 which enabled creation of this effort.

We greatly increased and expanded our engagement with PIA members, PIA affiliates and our industry partners to assist them in the new COVID environment. We targeted advocacy efforts toward getting more funding for agents and enacting vital reforms to provide immediate help.

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

PIA CONNECTION | www.pianet.com

All of our additional actions were undertaken while our noncrisis related activities continued unabated. As we moved from in-person to virtual meetings and staff worked from home, we had an advantage: PIA previously had the foresight to invest in critical technology upgrades before the crisis began.

Throughout this year, we have faced challenges we could not have anticipated as the result of the coronavirus crisis, which regrettably will continue for a while. But also this year, we have seen an example of the best in professionalism and dedication on the part of the PIA National staff, and leadership by the PIA National officers, board and members.

I could not be more proud of PIA, and optimistic about our future.

Mike Becker Executive Vice President & CEO

2020 V9 | 5

!

NEWS BRIEF

2020 HURRICANE SEASON BUSIEST EVER The 2020 Hurricane season was a record-breaker, featur-

the 1886 and 1985 seasons that had six each – as well as

ing a record 30 named storms, including a near-record

six U.S. landfalling tropical storms (Bertha, Cristobal, Fay,

13 hurricanes.

Marco, Beta and Eta). Due to the high amount of tropical

Six storms were major hurricanes, achieving at least a Category 3 rating. Of the 30 named storms, which broke

activity, the National Hurricane Center used Greek letters to name storms for only the second time ever.

the record of 28 established during the 2005 season,12

Roy Wright, CEO of the Insurance Institute for Business

made landfall in the continental United States, breaking

& Home Safety, observes, “It’s mid-intensity storms that

the record of nine set in 1916.

park for long durations that are being really the facilita-

Six of the 12 storms making a U.S. landfall were hurricanes (Hanna, Isaias, Laura, Sally, Delta and Zeta) – tying

MOODY’S: PANDEMIC, CAT LOSSES PUSH UP COMMERCIAL PRICES According to Moody’s Investors Service Inc., commercial insurance prices are rising as property and casualty insurers continue to be challenged by the coronavirus pandemic and catastrophes. A Moody’s report says rates are rising by 10 percent on average, and 83 percent of the commercial lines sector is experiencing increases.

tors of the most catastrophic losses.” The Federal Emergency Management Agency estimates that one inch of floodwater can cause up to $25,000 in damage.

interest rates.” Despite

Andrew Rose, president of

Congress’s move in 2017 to

the challenging business

OnStar Insurance Services,

kill the individual mandate

conditions and rising rates,

declined to disclose earn-

did not make the rest of the

Moody’s says the outlook

ings projections for the

law unconstitutional.

for the property and casu-

new insurance business

alty commercial insurance

but said the “opportunity

sector remains stable for

is enormous.” Rose is an

2021.

auto insurance veteran who joined the company in

GM TO OFFER AUTO INSURANCE THROUGH ONSTAR

January.

General Motors is

to generate new revenue

The ratings agency noted that commercial insurance pricing was already on the rise before the pandemic.

The increases were particularly pronounced in the general liability, commercial property, professional liability, and commercial auto sectors. Moody’s says, “We expect price increases to continue into 2021 based

using data from its growing numbers of connected vehicles in the U.S. The new business unit will be under the automaker’s OnStar connectivity brand.

the three liberal justices on the court would make a majority to leave the ACA in place, though a decision isn’t expected until the first

GM previously offered its

half of 2021. President-

own auto insurance from

Elect Joe Biden criticized

1925 to 2008.

the Trump administration’s

relaunching an auto insurance division as a way

Roberts, Kavanaugh and

efforts to strike down a

SUPREME COURT APPEARS WARY OF STRIKING DOWN ACA A majority of the Supreme Court signaled on November 10 that they are inclined to uphold the Affordable Care Act’s (ACA) essential

law that covers 20 million Americans in the middle of the COVID-19 pandemic.

INDUSTRY EMPLOYMENT UP IN OCTOBER, UP FOR AGENCIES IN SEPTEMBER

Starting November 25, cov-

components in a legal chal-

erage was offered to about

lenge brought by Republi-

The insurance indus-

1,000 GM employees in Ari-

can states and the Trump

try added 6,700 jobs in

zona before rolling out to

administration. Both Chief

October as the unemploy-

its 85,100 U.S. employees

Justice John Roberts and

ment rate dropped to

on continuing adverse loss

and to the general public

Justice Brett Kavanaugh

6.9 percent, according to

cost trends and low market

by the end of next year.

said during arguments that

figures reported by the

6 | 2020 V9

www.pianet.com | PIA CONNECTION

!

NEWS BRIEF

U.S. Department of Labor

examine levels of diversity

expected to be held by the

InsurTech firms raised a

Bureau of Labor Statistics

in the industry and come

same party.

total of $2.5 billion across

(BLS). For the insurance

up with recommendations.

· North Carolina: Incum-

104 deals during the third

industry, jobs grew by 0.24

The NAIC also hired Evelyn

bent Republican Mike

quarter of 2020. The total

percent over September’s

Boswell as its Director of

Causey wins.

value raised was 63 percent

numbers.

Diversity, Equity, and Inclu-

Data by industry segment

sion (DE&I).

are available only on an

The percentage of non-

unadjusted basis for the

white employees in the

prior month. For Septem-

insurance workforce stood

ber compared to August,

at 21.4 percent in 2019, an

the BLS reports employ-

increase from 19.8 percent

ment in insurance agencies

the prior year according to

and brokerages was up 0.57

data S&P Global Market

percent with 859,600 jobs.

Intelligence compiled from the U.S. Bureau of Labor

DIVERSITY IN INSURANCE INDUSTRY GROWS SLOWLY With growing calls for diversity, the U.S. insurance industry has made some progress in adding more

· Delaware: Incumbent

higher than in the previ-

Democrat Trinidad

ous quarter, while the

Navarro wins.

number of deals increased

· Montana: Republican

by 41 percent, accord-

Troy Downing wins.

ing to the new Quarterly

· North Dakota: Republi-

InsurTech Briefing. WTW

can Jon Godfread wins

observed solid investor

(ran unopposed).

appetite for both new and

· Washington: Incumbent Democrat Mike Kreidler wins.

mature opportunities in the InsurTech sector.

Early-stage deal share

Statistics. The percentage

Nationwide, a total of 12

grew to 57 percent,

of nonwhite insurance

insurance commissioner

bolstered by property

workers was just 15.3 per-

positions are directly

and casualty startups,

cent in 2010.

elected. Posts in California,

and more than half of

Georgia, Kansas, Loui-

InsurTechs with a Q3

siana, Mississippi, Okla-

Series A round were rais-

homa, and the U.S. Virgin

ing capital for the first

Islands were not on the

time, raising on average

ballot this year.

$10.9 million. WTW also

INSURANCE COMMISSIONER ELECTION RESULTS

people of color to its ranks

The five elected state

over the last decade. Insur-

insurance commissioner

ance regulators have also

positions on the ballot

taken up the cause, with the

this year were filled as

NAIC moving earlier this

expected, with four incum-

year to launch a committee

bents retaining their posi-

Willis Towers Watson

on Race and Insurance to

tions and the one vacancy

(WTW) reported that

found that property and

INSURTECH FUNDING HITS $2.5 BILLION IN Q3

casualty sector investments predominated in Q3, but the share of life and health sector investments still rose three points to 30 percent.

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

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2020 V9 | 7

Receive up to $500 back on purchases of PIA’s marketing services and PIA Partnership programs!

PIA has two programs to help PIA members get back to business in the wake of the global COVID-19 pandemic. PIA members may participate in both, getting separate reimbursements for each.

Want to learn more? Visit: pianet.com/agentsupport 8 | 2020 V9

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CAPITOL HILL UPDATE

By Jon Gentile Vice President, Government Relations PIA National

A LOOK AHEAD TO 2021 PIA HAS ACTIVELY ADVOcated throughout 2020 on legislative and regulatory initiatives related to the coronavirus, particularly in helping small businesses navigate this unprecedented time. PIA’s advocacy team is advocating on a variety of items to include in the next coronavirus relief package, including a second draw for Paycheck Protection Program (PPP) loans; rejecting the imposition of a surprise tax on PPP loan recipients; and including provisions that would simplify the PPP loan forgiveness process for small business owners.

At the same time, we have continued to advocate on other aspects of our legislative agenda. Below is a look ahead to these vital issues as a new Congress and administration begins in January: Flood Insurance: PIA supports the long-term reauthorization of the National Flood Insurance Program (NFIP) and has endorsed a legislative package that unanimously passed the House Financial Services Committee (H.R. 3167/H.R. 3111).

Unfortunately, since its passage in committee this legislation – which includes the 5-year reauthorization of the program and provisions PIA has championed such as a continuous coverage protection for policyholders who leave the NFIP to purchase a private flood policy—has not received a vote on the House floor. In addition, the Senate remains stagnant in moving forward with an NFIP reauthorization plan of its own.

In large part due to the advocacy of PIA and our allies, the NFIP was extended for a year and will now PIA CONNECTION | www.pianet.com

expire Sept. 30, 2021. PIA will continue to advocate for the passage of the House NFIP package out of the House and Senate without major changes.

Crop Insurance: With the federal government’s debt at unprecedented levels there may be attempts to cut existing programs through the appropriations process. PIA will remain vigilant against any effort to cut the crop insurance program as we have done in the past.

In addition, there will be big changes coming to the leadership of the U.S. House and Senate Agriculture Committees. Although the next Farm bill is not up for reauthorization until 2023, the 117th Congress that begins in January will start the process of reauthorizing it.

Rep. David Scott (D-GA) has been selected by the Democratic caucus to serve as chairman of the House Agriculture Committee. Rep. Scott will succeed outgoing committee chairman Collin Peterson (D-MN), who lost his re-election race. In addition, Rep. G.T. Thompson (R-PA) has been selected by the Republican caucus to be the Ranking Member beginning in January.

Rep. Thompson takes over for the longtime crop insurance champion Rep. Mike Conaway (R-TX), who is retiring and as chairman in 2018 shepherded the 2018 Farm bill into law.

While the Georgia runoff elections taking place January 5th will determine which party controls the U.S. Senate, there will be a new Chairman of the Senate Agriculture Committee either way, due to the retirement of Kansas Senator Pat Roberts (R), who has played a critical

role in reauthorizing past Farm bills and been a strong supporter of the crop insurance program. Arkansas Senator John Boozman is expected to take the lead for Republicans on the Senate Agriculture Committee in the next Congress. Michigan Sen. Debbie Stabenow (D) is the senior Democrat on the Senate Agriculture Committee.

Senator Stabenow will be the only one of the top four agriculture committee leaders returning to their positions next year.

Tax Deduction: PIA supports the Main Street Tax Certainty Act (H.R. 216/S. 1149 in 116th Congress), which would make permanent the 20 percent deduction available to some passthrough (S) corporations that PIA strongly advocated for in the 2017 tax reform law. However, unlike the tax benefits provided to C corporations, the passthrough deduction is a temporary provision of the tax law. As a result, the benefit available to some PIA members whose agencies are organized as passthroughs will end on December 31, 2025, unless Congress acts.

With small businesses facing one of the most severe economic challenges in recent memory, and 2025 growing nearer, PIA will redouble its efforts in 2021 to ensure that this tax deduction is made permanent.

Cannabis Safe Harbor: PIA strongly supports the Clarifying Law Around Insurance of Marijuana (CLAIM) Act (H.R. 4074/S. 2201 in 116th Congress), which prevents federal criminal prosecution of insurance agents and carriers for engaging in the business of CONTINUED ON PAGE 14

2020 V9 | 9

PIA LEGAL ANALYSIS

By Lauren G. Pachman, Esq.

UPDATE: BUSINESS INTERRUPTION (BI) COVERAGE, EXCLUSIONS, AND LEGAL ISSUES THE COLLISION OF THE COVID-19 PANDEMIC, state-based insurance regulation, and American capitalism has resulted in a complex legal pileup from which neither policyholders nor carriers have been easily extricated. The two groups have been butting heads since the pandemic first prompted many state and local governments to order businesses to close, to slow the virus’s spread in the spring of 2020.

Commercial insurance claims, many over losses resulting from “business interruption,” have sprung up like weeds, and their lifecycles, like that of the pandemic itself, have persisted. At the time of this writing, over 1300 lawsuits had been filed because of the pandemic and ensuing government-issued businessoperation orders.

WHAT IS BUSINESS INTERRUPTION COVERAGE? Business interruption (BI) coverage is typically a provision in a commercial property policy that provides coverage for a business when it loses income because it is forced to temporarily close. Usually, if a business has BI coverage, a claim is filed and paid out when commercial property is physically damaged by a hurricane, tornado, earthquake, or another natural disaster that results in the business being unable to use the physical space it typically occupies. BI provisions could cover a business’s lost income, rent for a temporary alternative location, payroll, taxes, and loan payments, among other expenses, if the business property cannot be used.

BI coverage can be purchased as part of a commercial policy or as an endorsement, but most small businesses don’t have BI coverage, and a lot of the current discussion around BI has skipped over the fact that many small businesses won’t file a BI claim and learn whether coverage exists, because their policies don’t include a BI provision to begin with. But for those businesses with BI provisions, there are many situations in which a carrier will conclude that the BI provision doesn’t apply.

Now seems a good time for small businesses without BI provisions to examine their policies and see whether their business may be a good candidate for a BI endorsement. That said, the environment surrounding BI endorsements is rapidly changing, and many small businesses may find themselves priced out of the market for such an endorsement.

10 | 2020 V9

WHAT BUSINESS INTERRUPTION EXCLUSIONS EXIST? Virus Exclusion. Many BI provisions exclude “viruses” in a list of named exclusions. The virus exclusion was developed by insurers as a response to the last widespread, mysterious viral outbreak, the SARS epidemic, which had a greater effect on Asia than on North America.

However, in the context of COVID-19, some businesses are arguing that their closures weren’t caused by the virus itself but by the governmental response to the virus. Around the country, state and local officials issued orders—many without end dates—instructing businesses to close and providing strict rules about when and under what conditions they may reopen.

And carriers whose BI provisions include viral exclusions may still find coverage for civil authority-related shutdowns.

Requirement of Direct Physical Damage. While a small business’s human resources—its employees—could be decimated by COVID-19, the virus is far less likely to cause damage to the walls, floors, or other structural features of the commercial property. Often the determination of BI coverage availability comes down to whether the covered property sustained direct physical damage. In cases where the covered property did not sustain physical damage, the carrier may deny coverage. However, in some jurisdictions, when business was interrupted because of the discovery of the presence of an airborne contaminant, like mold, for example, some courts have found that coverage did exist, despite carriers’ arguments that mold did not constitute the sort of physical damage intended to be covered by BI.1 So, while viruses and lack of direct physical damage are common BI exclusions, it may make more sense for a businessowner to file a BI claim regardless and wait for the carrier to deny the claim than for the businessowner to decide themselves that a certain exclusion applies in the case of COVID-19.

For their part, carriers generally are continuing to maintain their position that the usual BI exclusions apply to COVID19-related business interruptions. However, it may make sense

1

Courts are split on whether BI coverage applies in situations where a property becomes uninhabitable because of an airborne contaminant.

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for businessowners to proceed on the expectation that their BI claim will be denied. Once the claim is denied, the businessowner can determine whether they want to take additional steps, like appealing the denial, filing a lawsuit, etc.

From the agent perspective, it’s useful to remember that an agent’s job is not to grant or deny a claim; if a client asks an agent to file a claim, the agent’s job is simply to file the claim, not to try to dissuade the client from filing. On the other hand, an agent may find their relationship with their client strengthened if they can provide the client with an honest assessment of the claim’s likelihood of success, if the client asks for that input, so that the client can make an informed decision about how to proceed.

WHAT LITIGATION TRENDS ARE EMERGING? Challenges to BI Coverage Denials. Already, litigation has begun regarding carrier denials of BI claims. As of earlier this fall, the trend seemed to favor insurers. However, given the sheer volume of complaints that have been filed in state and federal courts across the country, consistent outcomes across jurisdictions seem unlikely.

Some suits are already class actions with many similarly situated plaintiffs. Some of the suits simply claim that COVID-19 should be treated more like an airborne contaminant and less like a “virus,” for purposes of applying the BI virus exclusion.

Other suits rely on a part of some BI provisions that provide BI coverage in cases in which the business interruption is the result of an act of civil authority, like a local or state government mandate to close a retail establishment or other facility, like a restaurant or drycleaners. Some of the plaintiffs have sought to avoid the imposition of a virus exclusion by providing evidence that the virus is not present in their business location, while others have tried to demonstrate its presence as evidence of physical loss or damage.

Earlier this fall, policyholders received the first dispositive ruling in their favor when a judge in North Carolina concluded that the closure order of several restaurants in the RaleighDurham region amounted to a “direct physical loss” covered by a business interruption provision of a commercial property policy. Notably, though, the restaurants’ business interruption coverage did not include a virus exclusion. The carrier is appealing the decision. In a similar case in New Jersey, a court found in favor of the policyholder on the basis that COVID particles were not required to be present under New Jersey law to show physical damage and thereby state a claim for business interruption coverage.

Pushes for Consolidation. Because insurance law varies by state, litigation outcomes similarly vary. Litigants hope to avoid the possibility of a patchwork of legal decisions that apply the virus exclusion in parts of the country and override it in others. That concern has resulted in a mostly unsuccessful push

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to seek consolidation by the courts. If the cases were consolidated, they would all be heard in one courtroom by one judge, and one decision would apply to everyone involved in all the COVID-related BI litigation across the country.

Back in August, the Judicial Panel on Multidistrict Litigation denied a request by some policyholders to have the federal COVID-19 cases consolidated, saying that, while the cases were nominally similar, they involved different regulations, different businesses, different policies, different exclusions, and different state laws. However, the Panel did agree to consolidate more than 30 lawsuits against a single regional insurer though, because those cases only involve six states’ laws. That group of suits is being heard in a federal court in the Northern District of Illinois. At the same time, new COVIDrelated BI cases are continuing to be filed, and, for now, most are proceeding individually, at varying paces, in courthouses across America.

At the time of this writing, the first trial of a COVID business interruption case had begun in Louisiana.

Errors and Omissions (E&O) Claims Against Agents. There are already a handful of cases in which a business challenging its carrier’s BI coverage denial included a claim against its insurance agency for its part in denying the claim. As insurance claim denials have increased, policyholders have sought to be made whole by their agents; in some cases, they may view the agent as responsible for their lack of BI coverage.

In part, the success of such suits will depend on the state whose laws apply because state law varies in interpreting the agent-client relationship. States with laws that treat the agent as having a more substantial obligation to the client will be more likely to find an agent liable for an error or omission.

Another factor will be the array of products available to the plaintiff. If they could have purchased a policy that did not have BI exclusions, or if they could have paid an additional premium to have an exclusion eliminated, the agent could be found liable for failing to advise the client of other available options. These issues are going to be extremely factspecific and can turn on details like what specifically the client requested of the agent, what the agent offered the client, and what sort of discussion, if any, the two engaged in during the insurance purchasing process.

In general, communication between agent and policyholder is key, and, for the agent, documenting that communication could make all the difference. When a client declines to purchase coverage after the agent makes it available, the agent is best served by obtaining a signed statement from the client acknowledging the client’s decision not to purchase the coverage.

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

2020 V9 | 11

CONTROL YOUR FUTURE AND PLAN FOR THE UNEXPECTED WITH AGENCY JOURNEY MAPPING WHETHER YOU ARE PLANNING FOR THE eventual sale of your agency, planning for the unexpected, or simply want to value your agency, PIA’s Agency Journey Mapping program will put you on the right path. We’ll help you understand the challenges and best practices of agency ownership transfer, so you can create a perpetuation/ succession plan for your agency. And you’ll receive access to dozens of tools to help you do it.

The program addresses succession and perpetuation planning. But it’s not only for agents headed for the exit. It’s so much more. It is designed to give agency owners—at every stage— control of their future by investing in a little planning today. · Step 1: attend live or on-demand seminar · Step 2: access a library of resources · Step 3: develop a customized plan “SADLY, MANY NEVER PLAN FOR A CRISIS REQUIRING IMMEDIATE PERPETUATION— THE VERY THING THAT THEY COUNSEL THEIR OWN CLIENTS TO AVOID.”

—Al Diamond, president of Agency Consulting Group, Inc., The PIA Partnership’s content partner for the Agency Journey Mapping program.

WHERE CAN I ACCESS AGENCY JOURNEY MAPPING? Agency Journey Mapping began as a series of live seminars held in cities across the country. That live program has been recorded and is now available on-demand for $99 per agency.

Access recordings of the full 4-hour seminar and a resource library that you can use to create a perpetuation plan that is personalized for you and your agency.

Attendees of live seminars also receive access to the ondemand website so that they can share the information with partners and potential successors while creating their personalized perpetuation plan. Our live seminars generally qualify for 4-hours of continuing education credits—the on-demand seminar does not—so attendees can take that off their To Do list as well. Live seminars also include a 30-minute private consultation with PIA’s perpetuation partner, Al Diamond of Agency Consulting Group, Inc. Because live seminars have been postponed during the pandemic, Al is currently providing on-demand students with private consultations so that they can get answers to their questions about perpetuation planning and their individual ownership situations.

12 | 2020 V9

“THE PIA PARTNERSHIP HAS LONG IDENTIFIED AGENCY PERPETUATION AS IMPORTANT TO THE CONTINUED VIABILITY OF THE INDEPENDENT AGENCY SYSTEM.” — 2019 PIA Partnership Chair Tom Hamilton, CLU, ChFC, from the Sales Division of Erie Insurance.

BUT I’M NOT READY TO SELL MY AGENCY! You make decisions every day that set the stage for your options long-term. Agency Journey Mapping helps you see the impact of your actions today on your agency’s value, ability to respond to new opportunities, and preparation for the unexpected. The program addresses succession and perpetuation planning. But it’s not only for agents headed for the exit. It’s so much more. It is designed to give agency owners—at every stage—control of their future by investing in a little planning today.

“EVERY AGENCY WILL EVENTUALLY PERPETUATE… YET FEW AGENCY OWNERS ADEQUATELY PREPARE.”

—PIA National Immediate Past President Dennis Kuhnke, CIC, CPIA, of Milwaukee, Wisconsin.

LEARN MORE To get started with Agency Journey Mapping, PIA members should visit www.agencyjourneymapping.com.

To learn how you can receive $250 back from PIA when purchasing Agency Journey Mapping, please visit the PIA Member Reimbursement Program at: https://pianet.com/agentsupport 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. www.pianet.com | PIA CONNECTION

Control Your Agency’s Future AGENCYJOURNEYMAPPING

You make decisions every day that set the stage for your options long-term.

Agency Journey Mapping helps you see the impact of your actions today on your: • agency’s value • ability to respond to new opportunities • preparation for the unexpected The program addresses succession and perpetuation planning. But it’s not only for agents headed for the exit. It’s so much more. It is designed to give agency owners – at every stage – control of their future by investing in a little planning today.

Agency Journey Mapping is brought to you by The PIA Partnership – PIA’s national carrier council.

Partnership companies include:

STEP 1: attend live or on-demand seminar STEP 2: access a library of resources STEP 3: develop a customized plan

Start today at agencyjourneymapping.com

PIA Members: PIA has funds reserved to reimburse your purchase of the Agency Journey Mapping program.

Learn more at pianet.com/agentsupport.

PIA CONNECTION | www.pianet.com

2020 V9 | 13

A LOOK AHEAD TO 2021 CONTINUED FROM PAGE 9

insuring cannabis-related businesses in states where cannabis is legal in some form. PIA views its position as respectful of state insurance laws and protective of independent agents who are at risk of criminal penalty for following state laws.

The 2020 national elections increased the number of states that allow marijuana use in some form. In total, 15 states have now either enacted or have voted to enact adult-use legalization laws, while 36 states have either enacted or have voted to enact medical

marijuana access laws. As a result, the need for a safe harbor for the insurance industry, including agents, is even more important. PIA members will advocate to ensure that the provisions protecting insurance agents in the CLAIM Act are included in any legislation considered by the Senate and any final product that passes Congress.

Repeal the Federal Insurance Office (FIO): PIA supports the full repeal of the Federal Insurance Office (FIO) and has led efforts to develop the

Federal Insurance Office Abolishment Act (H.R. 1862/S. 1586 in 116th Congress). The FIO was created by the Dodd-Frank Wall Street Reform and Consumer Protection Act and is an ongoing threat to the successful state insurance regulatory system.

PIA members will continue to build support in Congress for the repeal of the FIO. Jon Gentile is Vice President of Government Relations of PIA National.

Is Your Agency For Sale?

W

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

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

Agency Owner PO Box 3068 Oak Brook, IL 60522

14 | 2020 V9

www.pianet.com | PIA CONNECTION

istockphoto/ ©Elijah-Lovkoff

2020 HURRICANE SEASON WAS THE MOST ACTIVE EVER THE 2020 ATLANTIC HURRIcane Season was one for the record books.

Of the total 30 named storms, which broke the record of 28 established during the 2005 season,12 made landfall in the continental United States, breaking the record of nine set in 1916. Six storms were major hurricanes during 2020, achieving at least a Category 3 rating.

This season featured six U.S. landfalling hurricanes (Hanna, Isaias, Laura, Sally, Delta and Zeta)—tying the 1886 and 1985 seasons that had six each—as well as six U.S. landfalling tropical storms (Bertha, Cristobal, Fay, Marco, Beta and Eta). Due to the high amount of tropical activity, the National Hurricane Center used Greek letters to name storms for only the second time ever.

Of the 30 named storms, which broke the record of 28 established during the 2005 season, the 12 that made landfall in the continental United States broke the record of nine set in 1916.

The six U.S. landfalling hurricanes (Hanna, Isaias, Laura, Sally, Delta and Zeta) tied the 1886 and 1985 seasons that had six each, as well as six U.S. landfalling tropical storms (Bertha,

PIA CONNECTION | www.pianet.com

Cristobal, Fay, Marco, Beta and Eta).

Due to the high amount of tropical activity, the National Hurricane Center used Greek letters to name storms for only the second time ever.

A typical Atlantic hurricane season, which starts on June 1 and ends on November 30, sees 12 named storms, six hurricanes and three major hurricanes.

STRONGEST STORMS OF 2020 The strongest hurricane to strike the U.S. in 2020 was Hurricane Laura, a Category 4 storm with maximum sustained winds of 150 mph when it made landfall at Cameron Parish, La., on Aug. 27 and caused catastrophic damage in Lake Charles. Six weeks later, Hurricane Delta struck only 13 miles east of where Laura came ashore.

Hurricane Zeta and tropical storms Cristobal and Marco also made landfall in Louisiana this year, the most storms to ever strike the state in a single season.

Another significant Gulf Coast weather event was Hurricane Sally. It made landfall near Gulf Shores, Ala., on Sept. 16 as a Category 2 storm with maximum sustained winds of 105 mph.

Sally caused extensive damage in

Alabama and Florida. Hurricane Isaias, which made landfall near Ocean Island Beach, N.C. on Aug. 4 as a Category 1 (85 mph) storm, was the most significant storm to impact the East Coast.

“As we anticipated, the 2020 Atlantic hurricane season had an anomalously warm tropical Atlantic as well as La Niña conditions, which helped fuel the extremely active season that occurred,” said Triple-I nonresident scholar Phil Klotzbach, PhD, a research scientist in the Department of Atmospheric Science at Colorado State University (CSU).

“Twenty-seven of the 30 named storms broke the record for earliest formation by storm number,” Klotzbach said. “And we had two Category 4 hurricanes (Eta and Iota) strike Nicaragua in November.

Prior to 2020, no hurricane stronger than a Category 3 had made landfall in Nicaragua in November. Iota also became the latest calendar year Category 5 hurricane in the Atlantic on record.” Iota was the strongest Atlantic hurricane of 2020, reaching maximum sustained winds of 160 mph.

2020 V9 | 15

YOUR MEMBER BENEFITS FROM PIA NATIONAL BUSINESS-BUILDING TOOLS ✦ 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.pianet.com/agentsupport ✦ PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns.

Nicolette’s Turn-key yet highly customizable. pick 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

✦ 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.

✦ 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 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

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

✦ Discounts on producer licensing, car rentals, shipping with UPS and calendars from Mines Press.

✦ WINNING@TALENT. Your guide to hiring, motivating and retaining the best agency employees.

✦ Free subscriptions to industry publications.

✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected Alexi’s death/disability while creating a pick perpetuation plan for your agency.

✦ PIA AGENCY MARKETING GUIDE. Hands-on marketing tips from industry experts. Published annually.

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

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

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

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

✦ FLOODBROKER.COM. Sell more flood insurance with a flood quoting Web portal. A PIA member exclusive!

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

✦ 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!

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

✦ 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.

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.

PIA MEMBER BENEFIT SPOTLIGHT

CREATE INTERACTIVE CAMPAIGNS WITH INFORMED DELIVERY PIA RECENTLY ADDED “INFORMED DELIVERY”

AC

Through the PIA DMV, PIA members access a marketing portal through which they can select the types of people they would like to market to. They can then customize postcard designs PIA has created for members or oversee the creation of their own postcard designs. These designs can then be extended to digital advertising as well. One Brand, PIA’s partner for the PIA DMV, then prints and mails the postcards and places your agency’s digital advertising for you. All you need to do is handle the incoming leads.

To learn more about the PIA Direct Marketing Vault and start creating your agency’s next marketing campaign, please visit: https://pianet.com/PIADMV To learn how you can receive $250 back when using the PIA DMV, please visit the PIA Member Reimbursement Program at: https://pianet.com/agentsupport

L E PAR

TN ER

P I NN

as a delivery option for direct mail campaigns that PIA members create through the PIA Direct Marketing Vault, aka the PIA DMV. Informed delivery allows mail recipients to receive digital previews of scanned images of mail, engaging them through an integrated mail and digital marketing campaign. This new feature was created due to the demand of consumers who prefer digital interaction.

According to the January 2020 Informed Delivery User Survey, consumers stated the feature provided them with numerous benefits that include: · Convenience & Early Action · Visibility & Security · Access While Away

2020 PIA NATIONAL PINNACLE PARTNERS

UPCOMING PIA WEBINARS Date

Topic

Time

Encompass Insurance

02/10

AVYST eForms Wizard Webinar

2:00 PM ET

Encova Insurance

02/25

Omnia Webinar

2:00 PM ET

Erie Insurance

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

State Auto Insurance Companies

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

800.257.5590 quotes@primeis.com

www.auw.com

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

Photo by Josh King Photography

PIA CONNECTION MARKETPLACE

www.primeis.com *For latest ratings, please access www.ambest.com.

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 V9 | 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 V9

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

Congratulations Deer Insurance Agency, LLC

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. An agency 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.

Ariel Rivera Founder & Agency Principal 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

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

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