PIA Connection—How Smart Agencies Are Combatting Client Insurance Inflation Worries

PIA CONNECTION

NATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

PRESIDENT

Gerald F. Hemphill, CIC, LUTCF (VA/DC) ghemphill@gfhinsurance.com

PRESIDENT-ELECT

Richard A. Savino, CIC, CPIA richs@broadfieldinsurance.com

VICE PRESIDENT/TREASURER

Ariel Rivera, CIC (PR) ariel@deerinsurance.com

SECRETARY/ASSISTANT TREASURER

Mark A. Suhr, CIC, CPIA (NE) msuhr@suhrlichty.com

IMMEDIATE PAST PRESIDENT

Anthony Curti, CIC, LIC (MI) tcurti@acrisure.com

EXECUTIVE VICE PRESIDENT/CEO Mike Becker (PIA National) mbecker@pianational.org

PUBLISHER/EDITOR-IN-CHIEF

Ted Besesparis | tbesesparis@pianational.org

MANAGING EDITOR Sade Hale | shale@pianational.org

ADVERTISING DIRECTOR

Robert Holt, CLU, ChFC, CASL | rholt@pianational.org

GOVERNMENT AFFAIRS EDITOR

Jon Gentile | jgentile@pianational.org

REGULATORY AFFAIRS EDITOR

Lauren Pachman, Esq. | lpachman@pianational.org

MARKETING EDITOR Madeleine Stern | mstern@pianational.org

CONTRIBUTING EDITOR

Patricia A. Borowski, CPIW

November–December 2022

PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents. 419 North Lee Street Alexandria, Virginia 22314

©2022 All rights reserved.

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

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

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

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

| www.pianational.org

CONTENTS

NEWS BRIEF 6-7

GOP Wins Control of House; Senate Stays Democratic…NAIC: FIO Failed to Demonstrate Good Faith…S&P: P/C Combined Ratio in Q3 Deteriorates…FHA Lenders to Begin Accepting Private Flood…Amazon to Launch UK Insurance Comparison Site…New Agent Requirements in California.

COVER STORY

HOW SMART AGENCIES ARE COMBATTING 8-9 CLIENT INSURANCE INFLATION WORRIES

When it comes to insurance inflation, independent agents are sitting at the center of a particularly challenging environment. A look at how agents can meet that challenge.

INSURANCE AND THE FEDERAL AGENCIES 10

PIA Counsel and Director of Regulatory Affairs Lauren G. Pachman, Esq. with an update on the actions of federal agencies and their potential impact on professional independent insurance agents.

CAPITOL HILL UPDATE 11

PIA agents from North Dakota, Nebraska, Kansas, and Minnesota fly in to Washington, D.C. to advocate for crop insurance with their elected representatives on Capitol Hill and with Department of Agriculture officials. PIA Vice President of Government Relations Jon Gentile reports.

THE PIA NATIONAL AWARDS – HONORING THE BEST 13-15

PIA National presents the Company Award of Excellence, MGA of the Year, Company Rep of the Year and the Excellence in Technology and Social Media Award. DEPARTMENTS

From the President 5

From the CEO 5

PIA Member Benefits 16 PIA Member Benefit Spotlight 17 PIA Connection Marketplace 17

PIA Affiliate Listings 18

THERE WHEN IT MATTERS MOST

Our team is here to support you & your policyholders

At RCIS, we’re here to support you and the important job you do. The critical task of providing risk management planning and options for America’s farmers. We’re here to be in your corner. Here to back you with a dedicated team of industry experts. Here to offer responsive claims service. So, together, we can be there when it matters most. Not an RCIS agent but interested in becoming one? Contact an RCIS Business Development Representative or visit RCIS.com/JoinUs.

FROM THE PRESIDENT

AS AN INDEPENDENT AGENT AND AGENCY

owner, I see and feel the effects of the post pandemic insurance landscape on a daily basis. Rising premiums, claims expense increases, rising construction costs, and ongoing chain delays continue to have an impact on the business of insurance in which we are engaged.

Today’s environment is challenging for agents and their customers. The fact that insureds understand this doesn’t make it any easier. Many independent agents say their phones are ringing regularly with stressed out clients looking for ways to save money on their insurance.

This provides us with additional opportunities to demonstrate our unique value to our clients.

Clients turn to their PIA agents, and PIA agents rely on PIA, for insight and advocacy along with education, insurance expertise and all the other resources PIA provides.

Just one example: Recently, we announced that PIA has combined forces with the American Insurance Marketing and Sales Society (AIMS Society). Our organizations will build upon the CPIA designation to expand program offerings for the benefit of independent insurance agents and the entire

FROM THE CEO

THIS WAS QUITE THE YEAR FOR PIA MEMBERS!

The association unveiled a number of new programs and services to enhance your membership. Here are just a few highlights:

We announced that the AIMS Society, home of the CPIA— or Certified Professional Insurance Agent designation—will be merging into PIA. This is a big win for PIA, the AIMS Society, and the insurance industry.

In March, PIA introduced the PIA 401(k) program, a turnkey solution for agency owners and their employees. Later, we announced a partnership with Breeze, a disability product that provides instant quotes, an online application process, case management, and competitive commissions.

Our carrier council, The PIA Partnership, launched Winning@CyberSecurity Defense, a 4-part education resource to help agents and their clients understand the most common cyber dangers faced by small and mid-sized businesses, as well as best practices and coverages to reduce these risks. The PIA Partnership added three new carriers—Goodville Mutual, Hastings Mutual, and Mercury Insurance—to the group.

PIA’s advocacy on Capitol Hill and with regulators remained a top priority. While Congress was in session, PIA members participated in near weekly virtual advocacy events. Most

insurance industry.

Since taking office in September, I have had the great opportunity to travel and visit some of our PIA affiliates and members, and was treated to a hospitable welcome in Michigan, Wisconsin, and Texas, all of which had well-attended conferences. I left encouraged and energized by the passion and commitment to our organization. It stood as a reminder of the reach and positive impact we have on our industry.

As we say goodbye to 2022 and usher in a new year, we stand together by staying the course focused on our core values, while being nimble to members’ needs and supporting one another through our many tools and resources. I look forward to seeing you with continued affiliate travel in 2023 and wish you good health and prosperity in 2023.

Gerald F. Hemphill President

recently, a number of crop insurance agent members flew into Washington to meet with top legislators and regulators on behalf of all of our members. And earlier this year, PIA testified before Congress on the importance of flood insurance, making sure that agents have a voice in the renewal of the National Flood Insurance Program.

For the sixth year, PIA has partnered with the National Underwriter to produce the 2023 independent agent survey.

This is just some of the work that PIA has done this year to best serve you, our members. While PIA has 91 years of experience, in many ways, our journey has just begun. See why so many thousands of agents are members of PIA, and why agents continue to join every day.

We look forward to serving all of our members—new and old—in 2023. And if you aren’t a member, come see what you’re missing. It’s our privilege to work on your behalf each and every day. Thank you for being part of PIA.

Mike Becker CEO

NEWS BRIEF

GOP WINS CONTROL OF HOUSE; SENATE REMAINS DEMOCRATIC

More than a week after Election Day, House Republicans reached the 218 seats needed to control the chamber in the next Congress. Republicans will have a narrow majority, in the single digits. In the Senate, Democratic control will continue. Democrats now have 51 seats and Republicans have 49.

The Senate contest in Georgia went to a runoff, with incumbent Sen. Raphael G. Warnock (D) the winner over Herschel Walker (R). The 51-49 split gives the Democrats full control, without having to rely on Vice President Kamala Harris to break ties as they did when the split was 50-50.

The new 118th Congress begins on January 3rd, 2023, and PIA stands ready to advocate on behalf of independent agents when it convenes.

NAIC: FIO FAILED TO DEMONSTRATE GOOD FAITH

The National Association of Insurance Commissioners has sent a letter to the Treasury Department that is highly critical of the Federal Insurance Office’s methods of attempting to gather climate risk data.

“FIO has failed to demonstrate a good faith effort to engage with state regulators and has exhibited their intention to forgo a collaborative effort to identify and collect accurate and useful data,” the letter states.

“We are disappointed and concerned that Treasury chose not to engage insurance regulators in a

credible exercise to identify data elements gathered by either the industry or the regulatory community indicative of climate risk. The unilateral process Treasury employed thus far is a missed opportunity to work collaboratively with regulators on an issue we have both identified as a priority.”

“We believe FIO should honor the time-tested and well-settled fact that regulation of the insurance industry is best performed at the state level,” the NAIC letter says.

PIA has a long history of supporting the state regulation of insurance and opposing federal insurance

oversight. Since 2016, one of our annual top legislative priorities has been the repeal of the FIO. Our advocacy was vital to the introduction of repeal bills in both chambers of Congress earlier this year.

S&P: P/C COMBINED RATIO IN Q3 DETERIORATES

Standard & Poor’s Global Market Intelligence reported that the combined ratio for the U.S. property and casualty industry worsened in the third quarter, rising from 103.7% in the second quarter to approximately 106.6%. That marks the highest level since 2017 and takes place amid rising

inflation and Hurricane Ianrelated losses.

Additionally, S&P’s preliminary estimate reported that net underwriting losses for the industry hit a 20-quarter high of $15 billion. The analysis did indicate that losses were limited by robust growth in written and earned premiums and favorable calendar-year results in the workers’ compensation sector.

FHA LENDERS TO BEGIN ACCEPTING PRIVATE FLOOD

Homeowners who live in for properties located in Special Flood Hazard Areas and have mortgages insured by the Federal

NEWS BRIEF

Housing Administration can carry private flood insurance starting Dec. 21, the Department of Housing and Urban Development said. The change expands FHA borrowers’ options beyond the National Flood Insurance Program (NFIP), and it comes after a HUD inspector general report from March indicated that no flood coverage was in place for 31,500 of the 200,000 FHA-insured mortgages in high-flood-risk areas.

AMAZON TO LAUNCH UK INSURANCE COMPARISON SITE

Amazon has announced it will start selling home insurance in the UK through partnerships with three local insurers, further expanding the e-commerce titan’s push into financial services.

The company announced it is opening a new service in the UK called Amazon Insurance Store. The product will show shoppers quotes for policies from three insurance providers.

Customers fill out a questionnaire, which asks them questions on their home insurance needs. They’re then shown a list of quotes from Amazon’s insurance partners, along with reviews and star ratings from other customers. Once a user decides on which policy they want to go with, they pay for it using Amazon’s own online checkout. The service is initially rolling out to a few select customers but will be available across the UK by the end of 2022.

Google failed in a similar effort. Google Compare, a tool for comparing car

insurance, credit cards and mortgages, was shut down in 2016 after operating for several years in the UK and a year in the US. “Google discovered what independent insurance agents have always known,” Mike Becker, CEO of PIA said at the time. “When it comes to insurance, customers appreciate that it is a complex transaction that requires professional advice.”

PIA Article: Why Google Couldn’t ‘Compare’ with Local Agents (PIA Article 2015): https://www.propertycasualty 360.com/2016/02/25/whygoogle-couldnt-comparewith-local-agents/

NEW AGENT REQUIREMENTS IN CALIFORNIA

California Gov. Gavin Newsom signed an omnibus insurance bill, S.B. 1242,

into law, requiring agents and brokers to report suspected fraud to the California Department of Insurance within 60 days. The measure strengthens fraud prevention regulations, which required insurance carriers to make fraud determinations before agents and brokers could send the information to the insurance department.

As of Jan. 1, agents and brokers will have access to a form via the Fraud Division’s Consumer Fraud Reporting Portal to report potential fraud. If reporting suspected fraud in good faith, agents and brokers will be protected from civil liability under the new law. License applicants also must complete an hour of insurance fraud training as part of their mandated 12 hours of ethics training.

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

By Ted Besesparis Senior Vice President, Communications PIA National

HOW SMART AGENCIES ARE COMBATTING CLIENT INSURANCE INFLATION WORRIES

JUST ASK ANY INSURANCE

agent. Inflation is a story clients understand. After all, it impacts everyone, some more than others. Consider the price of chicken. In September 2020, a pound of chicken cost $1.54*. Today it’s $1.86, a 17.2% increase. Instead of chicken, you can insert eggs, milk, bacon, gas, electricity, or anything else and see an increase due to inflation. And that includes insurance.

But the fact that insureds understand what’s happening doesn’t make it any easier. When it comes to insurance inflation, independent agents are sitting at the center of a particularly challenging environment. Many say their phones are ringing regularly with stressed out clients looking for ways to save money on their insurance.

“These are tough conversations. When someone calls and they’re already upset, you need to deal with that stress and show them that you get it,” explained Vonda Copeland, VP of Operations and Co-Owner of Copeland Insurance Agency in Manhattan, KS. “When we first started to see this happening, we began preparing our teams to have these conversations so that the wording they needed was already in their heads.”

INSURANCE 101

It often starts with the basics. Some agencies began to educate clients early on, talking about fundamental things like how insurance works and

what’s causing prices to rise. They featured articles in their newsletters, sent emails, and trained CSRs to share information about supply chain shortages, used vehicle pricing and rentals, and labor challenges. Many relied on material produced by carriers to help.

Others have used videos to explain the ways inflation impacts insurance. One agent makes lists of actual customer questions and uses that information to create new short videos each week. According to Copeland, “Videos are an important tool to connect with customers. For example, we have a video, ‘The Lifecycle of a 2X4’ about how the price of a piece of wood contributes to higher house replacement costs. People respond to these. They can identify with them.”

“Education has always been a big part of what we do for clients. That strategy is more important than ever today,” said Jared Morgan, Managing Partner of Paducah Insurance and American Church Group of Kentucky in Paducah, KY. “Consider renewal notices. Right on the notice, we show the year-over-year comparison of the total insured value on the property as a dollar amount and as a percentage. And we show the same for the premium.”

“Some clients are actually seeing more value now. The amount they’re paying may be going up, but the risk that’s covered is increasing,” Morgan explained. “The idea of rising costs is

still a tough message, but when they’re seeing the value right on the notice, it changes the focus of the conversation.”

And the good news is that many people are getting smarter about insurance overall, with greater understanding about the value of agents, the carriers they represent, the meaning of cash value and replacement value, and, even, reinsurance.

PROACTIVE PROBLEM-SOLVING

Agents recognize that it’s important to be talking to clients long before their renewals. Proactive outreach is critical, especially in times of heightened uncertainty.

“We’re asking clients how much risk they want to absorb. We explain that we can protect their budget or we can protect their properties, but not both,” said Morgan. “We ask them to think about various scenarios. After a disaster, do they want full replacement cost? Do they want to build something cheaper? Do they want to walk away? The answers to those questions determine what we recommend.”

If a client is looking to reduce the bill, the agent can raise deductibles or change coverage. “But I’ve been pleasantly surprised by the number of clients who are far more interested in ensuring a stable relationship than trying to take their accounts to market,” Morgan said.

Copeland cautions against using long-term actions to solve short-term

*Source: https://www.bls.gov/charts/consumer-price-index/consumer-price-index-average-price-data.htm, Bureau of Labor Statistics

problems. “Even though inflation is likely to last for a while, it’s still a temporary situation. We want to make sure our clients aren’t making permanent decisions that will impact them negatively in the long-term. That includes reducing coverage,” she said.

She works with her team to help clients reduce costs in other ways, including taking advantage of bundling, paperless discounts, EFT payments, and paying in full. “It’s an important discussion because the savings can be significant. Even if the clients didn’t want to do these things in the past, they have a different mindset now and may be more open. It’s critical to explain the options and in an out-of-control environment, put control back into the insureds’ hands,” she explained. She also noted that when customers sign up for things like EFT or payment in full, it reduces the service requirements for both the agency and carrier.

Telematics is another area where customers can find savings. “Telematics originally got kind of a bad rep when it first came into the market—like big brother is watching. But it’s a real opportunity where companies have offered significant discounts. At minimum, it’s a conversation to have because it’s often underutilized,” said Copeland.

WORKING SMARTER

One thing is clear. Agency workloads— from clients asking for accounts to be shopped to handling new opportunities, resolving claims, and answering inbound calls—have increased significantly. Inflation has put a spotlight on the benefits of technology to handle the increased workload.

“We’ve seen a massive increase in web leads and quote requests. But the quality has dropped substantially,” said Morgan. “We

have to do a really good job of qualifying the accounts.”

Copeland explained, “We’ve had a lot of new business that I’m sure is related to people shopping. We make sure that when they call, we do a full review. It’s an opportunity but we need to have answers to every question to quote the account. We need to do that with our own customers as well. If we end up remarketing the account, it doesn’t make sense to do that with old information.”

Technology tools are helping agencies contact customers en masse. For example, there are solutions that drop voicemails directly into client cell phones. Messages can address everything from what to do when a storm is coming to asking them to contact the office for an account review. Agencies record the same message which is sent to large numbers of clients. And agencies say clients are responding.

Others are using artificial intelligence to identify cross-selling opportunities—such as insureds with homeowners but no flood insurance— and they’re sending automated emails inviting them to webinars. And rather than spending time on the phone with individual prospects and clients, some agencies are using technology to create user-friendly forms for better qualified lead generation and service reviews.

Other agencies are focused on finding opportunities to provide auto insurance for homeowners, bundling opportunities, and other products, such as life insurance.

But during this high intensity environment, it’s important to be aware of which clients are the best fit for the agency. According to Copeland, “Every agency should be taking a hard look: are they a client you should be retaining? Do they require too much service? It’s time to have an honest look at your book to see if they’re someone you should keep. The more mature an agency gets, the more it can have these conversations.”

No one knows how long inflation is going to last, or what may be in store for the environment in 2023. But agencies are clear that it’s important not to surprise their clients. They’re letting customers know that it may be several years of price increases before things begin to stabilize.

Today’s environment is challenging for agents and the customers. But a big dose of communication, education, and creativity can help to calm clients’ insurance inflation worries.

By Lauren G. Pachman, Esq.

INSURANCE AND THE FEDERAL AGENCIES

THE FEDERAL INSURANCE Office (FIO), which is housed within the Treasury Department, issued a request for comment on the potential creation of a federal insurance response to catastrophic cyberattacks several weeks ago. The request seeks public feedback on whether risks to critical infrastructure resulting from catastrophic cyberattacks “warrant a federal insurance response” and was issued after a Government Accountability Office (GAO) report recommended that FIO and the Department of Homeland Security’s Cybersecurity and Infrastructure Security Agency (CISA) jointly consider the issue and obtain public feedback on it.

In its request, FIO cited the increasing frequency of cyberattacks that affect critical infrastructure and noted that the impact of such attacks can spread from an initial target to large firms, where the disruption of business can ultimately upset the entire national economy. Additionally, FIO notes, the private cybersecurity market has a limited ability to absorb a catastrophic loss. The strain these losses place on the private cybersecurity market is arguably like the strain felt in the terrorism risk insurance market following the attacks of September 11, 2001.

Back then, just as demand for terrorism insurance surged, many insurers began to exclude terrorism-related losses from their policies, making it increasingly costly and, ultimately, nearly impossible to insure commercial properties against losses resulting from terrorist attacks. At the time, the federal government responded by creating the Terrorism Risk Insurance Program (TRIP), which provides a federal

government backstop to cover insured losses over a certain threshold for certified attacks. Even though it was established in 2002, no terrorist attacks have triggered the program in the twenty years since. Terror attacks that occurred during that time either resulted in losses that were lower than the then-current trigger amount, or they were insufficiently connected to a specific ideology espoused by the perpetrator(s).

ELSEWHERE IN THE ADMINistrative state, the Department of Labor (DOL) issued a Notice of Proposed Rulemaking (NPRM) intended to help employers determine whether a worker is an “employee” or an “independent contractor” for the purposes of applying the Fair Labor Standards Act (FLSA). The NPRM seeks to minimize instances of employee misclassification and reinforce existing FLSA standards. The framework outlined in the NPRM is designed to align the regulation with established judicial precedent, on which employers have historically relied, potentially making compliance easier for regulated businesses. It would also restore the multifactor analysis previously used to identify independent contractors for FLSA purposes and rescind the 2021 Independent Contractor rule, which the Biden administration unsuccessfully sought to repeal last year, in part because it deviated from historical precedent.

FINALLY, THE PROCUREMENT office of the Federal Emergency Management Agency (FEMA) quietly issued a request for information (RFI) earlier this fall regarding a proposal to offer consumers the option of

online purchasing of a National Flood Insurance Program (NFIP) policy. The RFI subjectively described the structure of the Write-Your-Own (WYO) program and the NFIP Direct and incorrectly suggested the program could easily be modified to allow consumers to use an online platform to purchase NFIP policies, potentially without the participation of carriers and/or independent agents.

The “Direct to Consumer” (D2C) initiative, as FEMA describes it, would likely diminish the information available to consumers as they consider whether to purchase flood insurance. Second, Risk Rating 2.0 (RR 2.0) has revealed the NFIP’s existing affordability problem; many property owners at risk of flood remain uninsured because they cannot afford flood insurance premiums. Those uninsured property owners may be least able to pay for the broadband or smartphone that could provide them with access to a D2C system.

Of course, the biggest risk to selling NFIP policies online is that consumers will make choices that are not in their own best interests because they lack the knowledge to understand their risks and how to protect themselves. Without the expert advice of independent agents, consumers are liable to miscalculate their level of risk and make uninformed decisions.

PIA will continue to offer updates on these and other regulatory developments as they become available. For the most updated information, please check out our advocacy blog at www.piaadvocacy.com

Lauren G. Pachman, Esq. is Counsel and Directory of Regulatory Affairs of PIA National.

By Jon Gentile Vice President, Government Relations PIA National

PIA AGENTS FLY IN TO ADVOCATE FOR CROP INSURANCE

CROP INSURANCE AGENTS FROM PIA AFFILIATES

in North Dakota, Nebraska, Kansas, and Minnesota came to Washington, D.C. in November 2022 to advocate on a variety of issues related to the federal crop insurance program.

Crop insurance provides our nation’s farmers with the ability to manage their risk while providing Americans with a safe, strong, and dependable food supply. While the Farm Bill, which authorizes the federal crop insurance program, does not expire until December 2023, PIA is currently engaged with Congress on several time-sensitive, important issues.

To ensure Congress hears agents’ views on these matters, PIA members met with Senators; House members; staff with the House and Senate Agriculture and Appropriations committees; and the administrator of the United States Department of Agriculture’s (USDA) Risk Management Agency (RMA), Marcia Bunger and members of her staff, to discuss the following issues:

INFLATION RELIEF FOR CROP INSURANCE AGENTS

PIA is working with allies to encourage Congress to include provisions in House and Senate appropriations reports that would begin to address the inflation adjustment issue. The House Agriculture Appropriations Bill includes report language explicitly providing monetary relief for specialty crops, and the Senate Agriculture Appropriations Bill includes report language confirming that the USDA has the legal authority to reinstate the inflation adjustment and provide equitable relief for specialty crops.

While they were in Washington, D.C., PIA members encouraged Congress to adopt these two provisions to provide some inflation relief for crop insurance agents. If these two provisions are adopted, it will make clear Congress’s view that the RMA has the legal authority to provide administrative and operating (A&O) inflation adjustment relief for all crop agents. It will also provide some immediate relief to the specialty crop market, because that market’s inherent characteristics mean its circumstances, especially now when the nation is in a period of substantial inflation, are severe and urgent.

PROVIDE CROP AGENTS WITH A SEAT AT THE TABLE

The federal crop insurance program is a highly technical program that relies on the expertise of independent insurance agents. However, despite the pivotal role agents play

in delivering this federal food safety net, agents effectively have no voice in regulatory decision-making. The Standard Reinsurance Agreement (SRA), for example, is negotiated by the RMA and Approved Insurance Producers (AIPs), and the results of those negotiations are only conveyed to agents once final. For years, regulatory decisions have negatively affected agents without their having an opportunity to even voice their concerns. Agents have earned a seat at the table.

Throughout their meetings, PIA members discussed a variety of ways agents could continue to cultivate their relationship with RMA and serve as resources for the agency in a more formal, ongoing advisory capacity. They particularly noted the need for RMA and AIPs to consult with agents when the SRA is renegotiated. RMA, AIPs, and agents will be better served if the agent perspective is factored in during the negotiations because agents are so comprehensively affected by the outcome of those negotiations.

During their visits, PIA agents encouraged Congressional offices to support the creation of such a mechanism during the renegotiation of the Farm Bill. In the meantime, PIA will continue to engage with Congress and the RMA on issues that affect crop agents and farmers.

SAVE THE DATE: 2023 PIA ADVOCACY DAY!

The crop insurance fly-in was the final event in PIA’s 2022 series of year-long advocacy events, which gave agents the chance to meet with federal policymakers on the issues that matter most to them. The year’s rolling fly-ins were critical in advancing the interests of PIA members on our most pressing issues of focus, and we thank all the participants for their advocacy and generous contributions of time and expertise.

PIA members should save the dates for our 2023 in-person Advocacy Day events, which are scheduled for Tuesday, May 9 and Wednesday, May 10. While 2023 returns us to our large, multi-issue congressional fly-in, rest assured: PIA’s advocacy— on crop issues and elsewhere—is year-round.

Jon Gentile is vice president of government relations for PIA.

THE PIA NATIONAL AWARDS – HONORING THE BEST

THE HANOVER RECEIVES THE PIA NATIONAL 2022 COMPANY AWARD OF EXCELLENCE

PIA National) has named The Hanover Insurance Group, Inc. as the recipient of its prestigious 2022 Company Award of Excellence. The award was announced on September 22, 2022, during the annual fall meeting of the PIA National Board of Directors held in San Diego, California.

“This is our Association’s highest annual company honor,” said PIA National President-elect Gerald Hemphill. “The Hanover is a stalwart supporter of the independent agency distribution system.”

“We are so humbled to be honored with the PIA National Company Award of Excellence for a second time,” said Dan Halsey, Senior Vice President, President of Personal Lines at The Hanover. “We believe independent agents provide value to customers no other channel can match. That’s why we’ve worked with independent agents for more than 170 years –and that’s also why we’re relentlessly dedicated to helping our partners thrive and succeed.”

It is with great appreciation that PIA recognizes our partner, The Hanover, with the 2022 Company Award of Excellence.

WILLIAM “BILL” DESKO NAMED 2022 PIA NATIONAL COMPANY REPRESENTATIVE OF THE YEAR

PIA National named William “Bill” Desko its 2022 Company Representative of the Year. The presentation was made on September 22, 2022, during the annual fall meeting of the PIA National Board of Directors held in San Diego, California.

Desko is a Senior Territory Manager with Penn National Insurance.

Nominated by PIA of Virginia/DC, Desko has served eight years on the Convention Committee at PIA VA/DC, helping to bring speakers from outside Virginia to speak at the convention. He also served for more than five years on the PIA Young Agents Committee. Desko was named the 2021 Outstanding Committee Member.

“Thank you for the honor of being selected as the PIA Company Representative of the Year. It’s a great honor,” said Desko.

PIA NATIONAL NAMES ARLINGTON/ROE 2022 MANAGING GENERAL AGENCY OF THE YEAR

PIA National) has named Arlington/Roe as the recipient of its 2022 Managing General Agency (MGA) of the Year Award. The presentation was made on September 22, 2022 during the annual fall meeting of the PIA National Board of Directors in San Diego, California.

“Arlington/Roe continues to further the interests of independent agents by providing resources, education, technology and product lines,” said PIA President-elect Gerald Hemphill. “They provide access to applications, online rating for recreational lines, personal lines, cyber insurance, professional liability, and transportation.”

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

“On behalf of our 200-plus associates, I am honored to accept the national MGA of the Year Award,” said Andy Roe, chief operating officer and executive vice president. “I’d like to thank the board of directors and all members of PIA for their support.” Headquartered in Indianapolis, Indiana, Arlington/ Roe is licensed in all 50 states and operates primarily in the Midwest with a nationwide Aviation Practice, and is in its third generation of family ownership.

IEUTER INSURANCE GROUP RECEIVES THE 2022 PIA NATIONAL EXCELLENCE IN TECHNOLOGY AND SOCIAL MEDIA AWARD

Ieuter Insurance Group of Midland, Michigan has received the 2022 Excellence in Technology and Social Media Award from

Congratulations Ieuter Insurance Group

on receiving the PIA National Excellence in Social Media Award!

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

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

NIPR is a unique public-private partnership that supports the work of the states and the NAIC in making the producerlicensing 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

PIA National. he award was presented on September 22, 2022 during the annual fall meeting of the PIA National Board of Directors, held in San Diego, California.

“Ieuter Insurance Group’s motto and mission—‘Your friends in the insurance business’—truly comes alive through its mastery of social media,” said PIA National President-elect Gerald Hemphill. “The primary goal of Ieuter’s social media coverage is to celebrate the agency’s staff and connect meaningfully with the communities it serves.”

“Being part of the PIA means a lot to us, and it’s a great honor to accept this national award,” said Cal Ieuter, President of Ieuter Insurance Group.

“This is our goal,” said social media manager Beth Clark. “To humanize the field of insurance for our customers, to celebrate the personal and professional successes of our team members, to meaningfully give back to our community, and to make it easier for our followers to understand the many coverage options we can connect them with as independent agents.”

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.

PIA MEMBERS SAVE EVERY TIME THEY SHIP WITH THE PIA UPS PROGRAM!

LOWER YOUR SHIPPING COSTS. NOT YOUR expectations. Get the flexibility you need to capture the full benefit of growth opportunities: UPS’ logistics expertise and tools can help optimize your supply chain and let you react quickly to shifting market needs.

Members-Only Savings Include:

• 10%* on UPS Next Day Air® Early

• 50% on Domestic Next Day / Deferred

• 30% on Ground Commercial / Residential

• International: 50% on Export / 40% on Import / 25% Canada Standard

• Savings begin at 75%* on UPS Freight® shipments over 150 lbs.

• In addition, members can take advantage of UPS Smart Pickup® service for free.

Open a new account, or if you are already taking advantage of our UPS savings program, re-enroll and apply the new discounts to your existing account by visiting: www.savewithups. com/pia or call 1-800-MEMBERS (1-800-636-2377), M-F 8 a.m. – 5 p.m., ET.

*Visit www.savewithups.com/pia for specific services and discounts.

RECEIVE ENHANCED PROTECTION.

Let UPS help you discover the brighter side of your supply chain by protecting your shipments and your bottom line. Choose when you want to protect your shipments and for how much by simply entering the value of your shipment in the declared value of your UPS® approved shipping system and you are on your way to the brighter side.

Visit: www.1800member.com/ups-capital-group-3 for additional information.

PRINT AND PRODUCE A WIDE VARIETY OF MARKETING MATERIALS ONLINE.

The UPS Store® provides members with quick, affordable, and effortless digital printing solutions with easy online ordering and expert customer service.

Visit: 1800members.upsstoreprintshop.com

YOUR PIA MEMBER BENEFITS

BUSINESS-BUILDING TOOLS

DISABILITY INSURANCE. With instant quotes, an online application process, and case management done for you, Breeze makes it easy to earn competitive commissions and grow revenue by offering toprated disability insurance to clients. pianational.org/breeze

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. pianational.org/hartford

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

✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses. pianational.org/cyberinsurance

✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; and AD&D. piatrust.com

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦

PIA BLUEPRINT FOR AGENCY SUCCESS. A 3-part resource guide for business planning, growth strategies, and agency continuity. pianational.org/blueprint

✦ 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. pianational.org/acord

✦ AGENCY AGREEMENT REVIEW SERVICE. Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members. pianational.org/agreementreview

✦

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). pianational.org/moneyformembers

✦ WINNING@CYBERSECURITY DEFENSE. A four-part educational resource created to teach you and your clients about the most common cyber dangers faced by small and mid-sized businesses as well as the best business practices and insurance coverages that can reduce these risks. pianational.org/cybersecurity

✦

PIA DMV: PIA’S DIRECT MARKETING VAULT. Targeted direct mail and digital advertising campaigns. Turn-key yet highly customizable. pianational.org/dmv

✦ MARKETING SUPPORT FOR PIA MEMBERS. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. pianational.org/marketingsupport

✦

PIA MARKET ACCESS. Access to over 50 national and specialty carriers, real-time online rating, ownership of your book and no exit fees for a low monthly rate. pianational.org/marketaccess

✦ 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! pianational.org/avyst

✦

PIA AGENCY MARKETING GUIDE

Hands-on marketing tips from industry experts. Published annually. pianational.org/memberbenefits

✦ 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. pianational.org/roughnotes

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. pianational.org/eando

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

✦ READY FOR EVERYTHING. The online crisis resource hub for insurance agents. pianational.org/readyforeverything

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

✦ AGENCY JOURNEY MAPPING. Value your agency, maximize your retirement income, and plan for unexpected death/disability while creating a perpetuation plan for your agency. pianational.org/agencyjourneymapping

✦ SMALL COMMERCIAL and the DIGITAL OPPORTUNITY. A variety of resources that help agents increase their digital capabilities and improve the digital experience for their customers. pianational.org/digitalopportunity

✦ CLASSIC PIA PARTNERSHIP PROGRAMS: Less recent (but still relevant) programs including Reaching Gen Y, Closing the Gap, Agency Touchpoints and Practical Guide to Succession Planning. pianational.org/classicprograms

AGENCY MANAGEMENT TOOLS

✦ PIA 401(K). The PIA 401(k) plan has you covered by performing over 90% of administrative tasks and becoming your retirement department support team. pianational.org/401k

✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA. pianational.org/omnia

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

✦

CYBER RISK ASSESSMENT. A low cost cyber risk assessment designed specifically for you. This delivers a one-two-three punch that identifies your unique risks, how to mitigate them, AND guidance/tools to turn the recommendations into action. pianational.org/cyberassessment

✦ THE AGENT EXPERIENCE. Practical information and resources to help you develop and grow customer relationships online. pianational.org/agentexperience

✦

PIA member discounts on licensing and more.

LEGISLATIVE & REGULATORY OUTREACH

✦

PIA ADVOCACY BLOG. Timely updates about what’s happening on Capitol Hill and on state and federal regulatory issues. PIAAdvocacy.com.

✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. pianational.org/grassroots

✦

PIA ADVOCACY DAY. Every spring, PIA members visit Capitol Hill to talk with their elected representatives about issues that are important to independent insurance agents. pianational.org/advocacyday

✦

PIA POLITICAL ACTION COMMITTEE (PIAPAC). PIAPAC contributes to the campaigns of candidates to federal office who share our pro-insurance, pro-business perspective and who support our issues. pianational.org/piapac

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

www.pianational.org | PIA

WITH INSTANT QUOTES, AN ONLINE APPLICATION process, and case management done for you, Breeze makes it easy to earn competitive commissions and grow revenue by offering top-rated disability insurance to your clients. DI fits in perfectly with the other insurance products and financial planning services you’re already providing. The basic sales principals are still in play but a successful DI salesperson also helps clients understand how income protection boosts their overall financial plan.

According to the Federal Reserve, only 48% of American adults have enough savings to cover three months of living expenses in the event they’re not earning an income. Meaning 48% of Americans would benefit from a disability insurance policy. That’s where you can make a difference with the help of these three pro tips.

PRO TIP #1: KNOW WHAT IDEAL DI BUYERS LOOK LIKE Start with your current clients. They know you, trust you, and value your advice. Most consumers have never been approached about the need for disability insurance. That means you have many opportunities to simply start the conversation and help clients think about protecting their most valuable asset — their ability to earn an income.

White collar workers typically understand the value of disability insurance — especially doctors and other medical professionals. White collar workers also can normally afford DI easily, which makes them a no brainer.

Middle market workers are frequently overlooked when it comes to income protection. Middle market folks can afford DI but they typically don’t understand the value. For many advisors, your middle market clients are an untapped resource.

PRO TIP #2: CLEARLY ILLUSTRATE THE PROBLEM DI SOLVES

This is the most important but often overlooked part of the pitch. Be sure to talk about the need for disability insurance before jumping to the solution. Talk about what’s at stake for them personally if their income suddenly stopped.

PRO TIP #3: MAKE THE SOLUTION INCREDIBLY SIMPLE

Help your clients consider how soon they would need benefits to begin and how long they’d like to be covered. Elimination and benefit periods for disability insurance policies affect the premium.

It’s important for clients to feel they have coverage that meets their need and fits their budget. LEARN MORE AT PIANATIONAL.ORG/BREEZE

PIA CONNECTION MARKETPLACE

INSURANCE PLANS DESIGNED WITH LOCAL AGENTS IN MIND

Since 1969, independent insurance agents have been enjoying the advantage of products offered by the PIA Services Group Insurance Fund (also known as the PIA Trust). PIA members and their employees can choose from high-quality, competitively-priced insurance plans to help protect themselves and their families. All of the insurance products can be customized to match the insured’s individual needs. Your employees may apply for all of the plans without your participation (except for Basic Life). These plans are administered by Lockton Affinity.

Term Life Insurance

Expenses continue for your family if something happens to you. You can help protect their financial future with life insurance.

Basic Life Insurance

$50,000 of Basic Life Insurance is available to Agency Owners/Managers. This Basic Life coverage is also available for employees (up to $30,000 with 100% participation of eligible employees and employer pays 100% of the premium.) There is no medical underwriting.

If you have Basic Life coverage, you can add your Dependent Spouse for the same coverage level as you have purchased. You also can purchase Basic Life coverage for your children. Both of these coverages are not medically underwritten.

Member agencies are not responsible for the cost of Spouse and/or Dependent Basic Life Plans.

Supplemental Life Insurance

Additional term life insurance up to $500,000 is available through the Supplemental Life Insurance Program (medically underwritten). If you have Basic or Supplemental Life, Dependent Term Life Insurance is also available up to $100,000 for spouses (medically underwritten) and $10,000 for children (not medically underwritten).

*PIA National membership, when requred, must be current at all times. Policies or provisions may vary or be unavailable in some states. Policies have exclusions or limitations which may affect any benefits payable.

PIA SERVICES GROUP INSURANCE FUND

Accidental Death & Dismemberment

If you suffer an injury which results in a loss of life or limb, the coverage will pay the sum as outlined in the policy for the Loss provided the accident that caused the Loss occurred while covered under this benefit; and except for loss of life, the Loss occurs within the 365 day period immediately after the date of the accident.

Your acceptance is guaranteed! There is no medical exam and no medical questions.

Short Term Disability

“If you are unable to perform the material and substantial duties of your occupation, this coverage can help fill the income gap before your long term disability benefits begin. You may choose up to $1500 per month for a period of 9 or 22 weeks to create a seamless transition from Short Term Disability to Long Term Disability benefits. This plan is medically underwritten.

Long Term Disability

Consider how you would manage if a long-term disability reduced your earning power. If you become disabled this plan can help replace up to 60% of your lost income on the base plan and up to 100% in the event of a catastrophic disability. The base plan offers monthly benefit amounts to $8,000. There is no medical underwriting up to $4,000, however disability income benefits are subject to a preexisting condition limitation.

PIA Trust insurance plans, administered by Lockton Affinity, for PIA members and their employees.

AGENTS OF Infinite Possibilities

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

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

TO LEARN MORE

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

All the products you need to protect your customers