Main Street Industry News - May 2014

INSIDE Finally: Bills Changing Fed Oversight of Insurance »8 The Fed — 15 Firms with Extra Supervision »10 Two Big Insurers P&L — More L than P »13 ObamaCare — Who Enrolled & Who Paid »15

Register today for the Agent Convention! »16 2014 Agent Convention

Cover Photo Credit: Veterans Memorial Bridge in HDR in Sioux City, Iowa. Some Rights Reserved by Edvydas Cicenas, EMCStudios

May 2014 | Published Monthly

Insuring the Midlands Since 1891 Andy Kraus, CPCU Regional Director of Agencies 800-742-7433 akraus@fmne.com

Did you know that PIA works with some of America’s largest carriers to create sales tools for PIA members? It’s true. We create new tools every year and we just created one of our best yet. Best of all it doesn’t cost PIA members a dime.

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PIA members, get started at http://agency-growth-profit.com.

If you are not yet a PIA member, please consider joining today. Contact us for a membership application or visit us online at www.pianet.com/joinpia.

Closing the Gap – Growth & Profit is brought to you by PIA and The PIA Partnership companies: Encompass Insurance; Erie Insurance; Harleysville Insurance; Liberty Mutual Insurance; MetLife Auto & Home; Progressive Insurance; Selective Insurance Group; State Auto Group; The Central Insurance Companies; The Hanover Insurance Group; The Hartford; The Motorists Insurance Group; and Travelers.

National Association of Professional Insurance Agents 400 N. Washington St., Alexandria, VA 22314-2353 www.pianet.com | membership@pianet.org | (703) 836-9340

Top Stories ACORD LOMA — Grading Insurers on Trends & First Four Grades | 7 The world is changing. Rapidly. Like most industries, insurance is trying to keep up.

Finally: Bills Changing Fed Oversight of Insurance | 8 When it was passed the Dodd-Frank Act inserted language that requires the Federal Reserve to apply bank capital standards to insurance companies.

Financial Stability Oversight Council — New Transparency Rules | 9 The Financial Stability Oversight Council was created by the Dodd-Frank Act to determine which large financial institutions posed the greatest risk to the nation’s economy.

Two Big Insurers P&L — More L than P | 13 Two economic giants one an insurer and one with huge ties to insurance did not have a good first quarter.

California Legislator Proposes Tax Per Driving Mile | 13 Forget the gas tax.

TRIA Renewal — It’s TRIA in the Senate, TRIM in the House | 14 It may be about to get really ugly.

ObamaCare — Who Enrolled & Who Paid | 15 On May 1st the Obama administration finally released its final report on Affordable Care Act enrollment.

The Fed — 15 Firms with Extra Supervision | 10 The Federal Reserve is adding more companies to its watch list.

Mom’s You are More Valuable than Ever — Up from a Year Ago | 15 First of all, happy Mother’s Day to all who fit the description.

Attention Walmart Shoppers — PIA Agents are a Better Insurance Pick | 10 As soon as Walmart announced it will promote online auto insurance to its customers, PIA issued a press release advising consumers that it is better to deal with a professional, independent insurance agent.

JUST FOR FUN – Animals on the Golf Course | 20

overstock.com — Insurance Offering Claims Exaggerated | 11 Both Walmart and overstock.com started insurance buying services in the last couple of weeks.

Upcoming Events Calendar 2014 | 17

Rating Rates — Rate Downturn Trending | 12 MarketScout’s April stats are out.

PIA NE IA Events Branch Out With PIA - Agent Convention | 16

Advertisements Wanted, For Sale and Opportunities | 20 Contact us to place a classified ad.

May 2014 | Main Street Industry News | www.pianeia.com | 4

Education

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Top Stories

First Four Grades 1. Digitization – Grade: C+

Kimberly Harris-Ferrante VP, Distinguished Analyst for Gartner Research

ACORD LOMA

Grading Insurers on Trends The world is changing. Rapidly.

Like most industries, insurance is trying to keep up. And like most other industries, it’s not keeping up very well and is only doing an average job.

Or so says imberly Harris-Ferrante of Gartner Research who came to that conclusion at a presentation she made at the ACORD LOMA 2014 a couple of weeks ago.

She said the transformation for insurers has been difficult because of the number of people involved, the time it takes to catch up and to master new and emerging technologies and legacy modernization.

Harris-Ferrante graded the industry in eight key areas and prefaced her remarks with, “In two, three or four years from now, the world is going to be different Tradition is really holding us back.”

After giving a grade HarrisFerrante then said how insurers can improve by using best practices to get through the needed transformation.

She said to get where we need to be will take five to sevenyears. New digital concepts must be melded with existing practices like e-forms. New data, content, output and products must be developed. They involve standards, processes and analytics.

Her conclusion is that 72% of insurance companies have a digital strategy in place but it’s coming from the IT department of any particular insurer.

Harris-Ferrante suggests that companies hire a chief digital officer to oversee this transformation. And companies need to stop monitoring the return on investment for digital process by improving efficiency. Instead monitor it by business growth.

2. Customer experience management – Grade: D

Focus on customers and create a business where the customer comes first. Master lifestyles and life events. Create communication processes to better understand the customer.

Our problem — she says — is being system-centered and products-centered and not customer centered. And we haven’t even mastered today’s customer much less the customer of the future.

3. Product innovation and expansion: Grade: C+

Harris-Ferrante says company

execs have three priorities and lots of sub-priorities. They are: • New customer segments — niche and affinity products and online products • Product creativity — new products for small businesses, leveraging the Internet of things, crowdsourcing • Product standardization — creation of product chassis and simplification of product portfolios She says business innovation is slow. “Bring your customers into the dialogue and ask what is your vision of insurance.”

4. Distribution growth: Grade: B-

How do you get in front of the customer? Think of the relationships customers — from A to Z — have and get in front of them. Learn to manage new channels, to improve agent portals and customerfacing portals.

And stop making investments in these on a piecemeal basis.

Our websites lack advanced capability like social media integration, chat and video support and more. “In other industries when you buy online, you can take it back to the store” she said.

Insurance can’t. So we must join other industries and offer multichannel integration. n

Read next month’s Main Street Industry News as we finish Harris-Ferrante’s insurance industry grades.

May 2014 | Main Street Industry News |www.pianeia.com| 7

Top Stories

Finally: Bill Changing Fed Oversight of Insurance When it was passed the Dodd-Frank Act inserted language that requires the Federal Reserve to apply bank capital standards to insurance companies. The industry has been lobbying since to change that since banks and insurance companies are very different financial entities.

In the Senate Republicans Sen. Susan Collins of Maine and Sen. Mike Johanns of Nebraska and Democrat Sen. Sherrod Brown of Ohio are expected to attach their bill to upcoming Terrorism Risk Insurance Act Senate Republicans Sen. (TRIA) legislation.

Susan Collins of Maine The TRIA extension will be presented to the Senate Banking Committee sometime this month.

The House bill is titled The Insurance Capital Standards Clarification Act of 2014.

It is sponsored by California Republican Rep. Gary Miller and New York Democrat Rep. Carolyn McCarthy.

The bills have much support within the industry.

Upon introduction the the National Association of Mutual Insurance Companies (NAMIC), the Property Casualty Insurers Association of America (PCI) and the American Insurance Association (AIA) urged that it be passed immediately.

S. 2270 and H.R. 4510 clarify Dodd-Frank’s Sec. 171. It is a section originally introduced

by Sen. Collins. Sec. 171 requires the Federal Reserve to apply bank centric capital rules to to the insurance companies it supervises.

The two bills require the Fed to separate banks and insurers.

It also stops the Fed from requiring mutual insurance companies from doing financial statements with generally accepted accounting principals when they are already preparing such statements in accordance with accounting principles put into place by states.

In a statement on the Miller-McCarthy bill, Rep. Miller said, “There is no question that robust capital standards for all of our nation’s financial institutions are essential to protecting our economy. However, if not properly applied, these standards can be detrimental to the economy. Capital standards need to be calibrated appropriately so that they can preserve the safety and soundness of various types of financial institutions.”

Rep. McCarthy agrees. She said, “The Insurance Capital Standards Clarifications Act will help keep insurance products affordable by applying the correct capital standards to insurance companies that fall under the supervision of the Federal Reserve. This legislation will give the Federal Reserve more flexibility and help clarify the difference between the business of insurance and the business of banking.”

PCI senior vice president Nat Wiencke says his association is thrilled that the legislation has been introduced in both houses of Congress.

“PCI has long been advocating against the one-size-fits-all model for regulation and we are pleased that there is broad, bipartisan agreement to clarify that any capital standards for insurance holding companies with depository institution affiliates are appropriately tailored to insurance.

May 2014 | Main Street Industry News | www.pianeia.com | 8

Top Stories NAMIC’s Jimi Grande is also pleased. “With the introduction of this legislation, Congress is making it clear that one size does not fit all when it comes to financial services regulation.

Banking and insurance are two very different industries,

and trying to regulate one under the same rules as the other would only lead to chaos for companies and increased costs for consumers,” Grande said.

AIA’s Leigh Ann Pusey agrees. She likes that the bill will allow the Fed to differentiate between banks and insurers. “Prudential standards for holding companies and nonbank financial companies should be applied to companies engaged in the business of insurance in a manner consistent with the Dodd-Frank Act’s intent.” n Jimi Grande, Senior Vice President - Federal and Political Affairs

Financial Stability Oversight Council New Transparency Rules The Financial Stability Oversight Council was created by the Dodd-Frank Act to determine which large financial institutions posed the greatest risk to the nation’s economy.

Once designated financially risky the FSOC puts strict financial rules in place for that particular company.

Critics of the FSOC say the council — as chaired by the U.S. Treasury Secretary — has been too secretive about how decisions are made. The Government Accountability Office (GAO) has — in two reports — urged the FSOC to be more transparent. It wants

more detailed records on the closed-door meetings and more communication on meeting dates and all for the public.

After a couple of years of pushing by those critics, the FSOC has finally decided it needs to be more transparent.

So Treasury Secretary Jack Lew said new rules are in place to placate those critics: • Meetings and agenda items will be posted 7-days in advance.

• Readouts will be published from closed-door sessions.

That may not be enough. Who gets to attend closed-door sessions and policy-making sessions is decided by the council members. Some members of Congress and several SEC commissioners — some who are Republicans —

Jack Lew, Treasury Secretary are complaining that they are not allowed to attend.

New Jersey Republican Rep. Scott Garrett has introduced legislation in the House to let certain members of Congress and other regulators who are not allowed to attend to be able to attend those sessions. n

May 2014 | Main Street Industry News |www.pianeia.com| 9

Top Stories

The Fed 15 Firms with Extra Supervision The Federal Reserve is adding more companies to its watch list. The list of 15 is of those firms posing system risk to the entire U.S. economy. The Fed says they’ll need an “extra layer” of supervision and they “may pose elevated risks to U.S. financial stability.”

Four are the nation’s biggest lenders. Another four are large financial firms headquartered in Europe. AIG is one and so is GE. Here’s the list: • JPMorgan Chase • Bank of America • Bank of New York Mellon • Goldman Sachs • Morgan Stanley • AIG • General Electric Capital • Citigroup • Wells Fargo • State Street • Prudential Financial • Barclays Plc • Credit Suisse Group AG • Deutsche Bank AG • UBS AG The Fed’s Large Institution Supervision Coordinating Committee (LISCC) will examine them. That committee is a “cross-disciplinary” group made up of economists, supervisors, lawyers and payments systems experts. n

Attention Walmart Shoppers PIA Agents are a Better Insurance Pick

As soon as Walmart announced it will promote online auto insurance to its customers, PIA issued a press release advising consumers that it is better to deal with a professional, independent insurance agent.

In the news release PIA National Executive Vice President, Mike Becker expressed skepticism about a claim by Walmart that customers in a pilot of the program experienced average savings of more than $1,100 a year on auto insurance purchased through its online service.

“As an average saving, that figure sounds unrealistic.

Walmart says that the system it is using compares rates on an existing policy with rates on policies with the same coverage. If that is the case, we are skeptical that the average price difference for the same level of coverage can be that large,” Becker said.

Walmart said it’s finally bringing “one-stop shopping to the insurance industry.”

Really?

Mike Becker, PIA National Executive Vice President

PIA’s press release points out consulting a Main Street professional insurance agent is a one-stop affair. That agent

May 2014 | Main Street Industry News | www.pianeia.com | 10

Top Stories will offer advice along with choices of coverage and price from among many carriers and for different types of insurance.

program by Jeff Chesky — the CEO of Insuritas, the company handling agency and policy details for overstock.com — who said, “Consumers don’t want a relationship with an agent or even a carrier.”

This is what PIA National says this means to you:

Really?

“Competition will always be a feature of the insurance business, as it is in every business. If agents focus solely on price, they will shortchange their strong competitive advantages: expert advice, a broad range of choices and personal relationships with clients.” n

overstock.com Insurance Offering Claims Exaggerated Both Walmart and overstock. com started insurance buying services in the last couple of weeks. The reaction of PIA National has been immediate and strong.

PIA National started with statements made during the rollout of the Overstock.com

And it gets worse. Chesky went on to say he believes the sales model of customers sitting down with an agent and discussing policies is dying.

Dying? Really? PIA National Executive Vice President Mike Becker completely disagrees and can prove that Chesky is wrong — very, very wrong. And it also shows a complete lack of understanding of the insurance industry. That — at the very least — is bad for consumers.

“Insurance is not a cheap commodity that can be stocked on the shelves of any discount retailer. Insurance is a contract to protect people and their property in the event of a loss. Insurance is serious business,” Becker said.

Our press release went on to detail research by The PIA Partnership. It found that insurance consumers want what PIA’s professional insurance agents have to offer.

Readers of Insurance Business and Insurance Journal were quick to comment. Here are a few of them: “I had much rather deal with my agent personally than have to go online to get a quote, make

a change, make a payment, delete or add a vehicle, file a claim myself, guide myself through the claims process, or have questions about my policy, etc. I prefer the personal touch rather than quote my policies and make changes myself or guide myself through a claim and issues with a claim. Low quality customer service online.

No loyal customer service or personal relationship.”

“This is nothing new. Consumers soon discover after time with the direct companies that dealing with an agent vs. a call center the agent wins in the end... though it takes sometimes years or bad claims experience for them to discover this.”

“The best agents’ clients stay for the agent; not the price…

Make your clients stick for the reasons they can’t find anywhere else. Let’s send these ‘knick knacks and insurance’ clowns packin’.”

“Well, at least it sounds like the personal lines opportunities we’ll be missing can be replaced by opportunities in the E&O world!”

Finally, one PIA member sent in this message to PIA headquarters: “I have a very strong statement and gesture I would like to give.”

We doubt you need a visual. n

May 2014 | Main Street Industry News |www.pianeia.com| 11

Top Stories

Rating Rates

Rate Downturn Trending MarketScout’s April stats are out. They’re down on average from March’s 3% rise but still up. The company’s CEO Richard Kerr put it in perspective.

“The April composite commercial rate remained in positive territory at plus-2%, but we may see rate reductions by year end if the current trend continues. If you are in the market on a daily basis, you can almost feel a change in the wind.

No reasonable insurer wants rate reductions.

However, everyone seems to feel they are coming,” Kerr said.

Kerr said insurers are now fighting over business and the competition is fierce and is leading to fluctuations. That said, no lines saw reductions in April. EPLI, work comp and commercial auto all had 3% jumps. Business interruption, inland marine, fiduciary, crime and surety all were up just 1%.

By account size:

insurers are actually requiring a balanced book if agents want to access their cat capacity. This is good news for those agents with widespread operations because they can offer an insurer business in the central US to balance their catexposed book. Those who are, for instance, only in Florida, will find themselves getting paid less commission and having access to less capacity.”

MarketScout is predicting a downturn. Marsh says it’s already here. The Marsh Risk Management Global Insurance Index for the first quarter shows a worldwide drop in property insurance rates. The decline is the fourth straight quarterly global drop. Rates are now at the lowest level since the third quarter of 2012.

The first quarter — the Marsh report notes — is the first drop in U.S rates since the second quarter of 2012. “Falling property insurance rates were a familiar story globally in the first quarter thanks to ample capacity and a scarcity of major events,” the report said.

Small

Up 3%

Medium

Up 2%

Large

Up 1%

Renewal in the United States

Jumbo

Up 1%

Renewal in the United Kingdom Down 5%

Personal lines saw things remain as they were in March with a 3% overall rise. Homeowners rates for all rose 3%. Auto rates saw a 3% jump, too. Personal articles were also unchanged from March’s 2%.

Kerr said, “Spread of risk is extremely important for personal lines insurers. Those that are heavily burdened with catastrophe-exposed business are taking a big chance. We are noting

Property rates dropped: Down 2.5%

Renewal in Latin America

Down 7.6%

Asia-Pacific Accounts

Up 20%

The drop was a bit more moderate in the casualty markets. There were “slight” increases in the U.S. and in Continental Europe. It dropped just a dash in the United Kingdom, Asia-Pacific markets and in Latin America.

General liability and work comp rates were flat to single-digit increases in the U.S. n

May 2014 | Main Street Industry News | www.pianeia.com | 12

Top Stories

California Legislator Proposes Tax Per Driving Mile

Two Big Insurers P&L More L than P Two economic giants one an insurer and one with huge ties to insurance did not have a good first quarter. They are AIG and Berkshire Hathaway.

AIG — who is still the largest commercial insurer in the U.S. and Canada — saw profits in the first quarter drop 27%. Claims costs are the cited reason.

Net income fell to $1.61 billion from $2.21 billion. That’s a drop to $1.09 per share.

Operating profit fell 26% to $1.16 billion for the firm’s P&C business.

AIG CEO Robert Benmosche reacted and said he’ll be cutting jobs and shifting the business mix to improve P&C profits.

Berkshire Hathaway had a bad first quarter, too.

Not as bad as AIG but still not positive. The firm reported a 3.8% drop in profit because of poor underwriting results and a drop from Warren Buffett’s derivatives.

Net income hit $4.71 billion — or $2,862 per share. That’s down from $4.89 billion — or $2,977 per share last year.

This is the first profit drop since 2012. n

Sen. Mark DeSaulnier, Democrat from Concord

Forget the gas tax. A bill introduced in the California Legislature — if passed — will change that forever. It proposes to replace the gas tax with a tax per mile driven. The idea is the brainchild of Sen. Mark DeSaulnier — a Democrat from Concord.

He said, “We’ve got to figure out how to pay for infrastructure. One philosophy is, if you use it, you should pay for it.”

California’s gas tax is 52.9 cents per gallon.

State engineers say with new and more fuel efficient vehicles, it doesn’t raise enough money to pay for new roads, road repair or any road infrastructures like bridges.

DeSaulnier wants to swap it for 5-cents per mile or something close to that. If passed it will begin in January of 2017. The longer the commute, the higher the charge. That — some believe — will have the state’s transportation budget swimming in money. It would add up to about $100 billion a year in some areas.

Some complain it would cause them huge financial problems to have to pay that much for a commute to work and back and will give them no money for recreation and other transportation. n

May 2014 | Main Street Industry News |www.pianeia.com| 13

Top Stories

TRIA Renewal It’s TRIA in the Senate, TRIM in the House It may be about to get really ugly. The subject is the reauthorization of the Terrorism Risk Insurance Act (TRIA). The Senate recently held a hearing on reauthorizing TRIA and the House Financial Services Committee is expected to begin work on the issue soon.

PIA likes and supports a long-term reauthorization of TRIA. So do a bunch of other insurance industry and business groups.

A bipartisan Senate TRIA reauthorization bill (S. 2244) introduced several weeks ago calls for a 7-year reauthorization and makes other changes that put more financial onus on insurance carriers. The changes — however — are measured and gradual and will be phased in over five years.

In the House PIA has endorsed Rep. Michael Grimm’s House bill — TRIA Reauthorization ACT (H.R. 508) — that extends TRIA for an additional five-years. It has a bipartisan support and 89 co-sponsors — this in spite of Grimm’s grim legal income tax issues.

This is where things get tricky.

The head of the House Financial Services Subcommittee on Housing and Insurance Chair Randy Neugebauer — a Texas Republican — is circulating a draft proposal he calls TRIM. He’s wanting to reauthorize the program for just three years.

And Neugebauer wants a host of significant changes.

He wants to phase-in a new program trigger for all non-nuclear, biological, radiological, and or

chemical (NBCR) events. It will go from $100 million to $500 million by 2017.

This proposal does not appear to be in agreement with PIA’s position on TRIA reauthorization.

It also does not appear to be popular with other insurance and business groups.

Randy Neugebauer — Texas Republican, Head of the House Financial Services Subcommittee on Housing and Insurance Chair

What It Means to Agents: PIA has serious concerns about the draft Neugebauer proposal. It has the potential to do more harm than good. As PIA members across the country can attest, the looming sunset of the current Terrorism Risk Insurance Program (TRIP) has led many carriers to issue contingent renewals for terrorism coverage or withdraw from the market totally.

By only re-authorizing TRIA for a period of three years, TRIM does little to provide market stability. Producers and carriers will almost immediately be faced with the same uncertainty they are experiencing now.

TRIA has been successful due to widespread industry participation. This will be undermined by the Neugebauer proposal and has the potential to drive many small to mid-sized carriers out of the market.

PIA will continue to advocate for a TRIA reauthorization that is straightforward and is consistent with our position. n

May 2014 | Main Street Industry News | www.pianeia.com | 14

Top Stories

ObamaCare

Who Enrolled & Who Paid

Mom’s You are More Valuable than Ever Up from a Year Ago

On May 1st the Obama administration finally released its final report on Affordable Care Act enrollment. More than eight million people signed up for private insurance in federal and state exchanges during the initial enrollment period. That way exceeded the administration’s original goal of seven million.

The period officially ran from Oct. 1 to March 31, but the figures also include those who signed up in a special enrollment period through April 19.

The report has just 2.2 million — or 28% — of the more than 8-million purchasing insurance on the federal and state exchanges between the ages of 18 and 34.

Racial and ethnic background information was voluntarily provided by 3.8 million enrollees. Of those 63% were white, 17% were black, 11% were Hispanic, and 8% were Asian.

Among states California reported the highest number of enrollees at 1.4 million, followed by Florida’s 983,775. Texas was third at 733,757, New York is fourth at 370,451. North Carolina hit 357,584, Pennsylvania had 318,077 and Georgia enrolled 316,543.

The report included people who finished their applications after the March 31 deadline, but it does not indicate how many people were previously uninsured or how many paid their initial premiums.

On this point Republicans are attacking.

But insurers are — via payment figures — telling them to relax. WellPoint says 90% of their enrollees have paid. Others report payments from that figure down to 80%. n

First of all, happy Mother’s Day to all who fit the description. Your children love you. And you continue to be valuable to them on an emotional level and now on a physical level.

After two years of declines, the value of mom rose 5% in 2014 and is the job is now worth $62,985 a year.

Or so says the annual insure.com study.

The firm checked with the Bureau of Labor Statistics and found common household work like doing dishes, cooking, cleaning and keeping kids health and entertained is worth that amount of money. It’s a nice raise from 2013’s low of $59,862. insure.com’s consumer analyst Penny Gusner said mom’s pay raise is a sign of a growing economy. “Wages typical for Mom tasks took a big hit during the recession. This year, nearly all of them increased.”

Here are some stats comparing what mom makes in some jobs compared to dad: Cooking — Men $411 per week on average.

Women $382 per week.

Homework — Men as teachers make $1,055 per week. Women make $729 on average.

Clean up — Men make an average of $467 per week. Women $401.

Family finances — A man doing accounting or auditing makes an average of $1,268 per week.

Women bring in $1,029. n

May 2014 | Main Street Industry News |www.pianeia.com| 15

Education Session and Achiever’s Luncheon Past President’s Breakfast – 7:00am

Everyone is welcome to join us to Honor Past Presidents!

Golf & Entertainment Day – Tuesday, June 3rd

The morning starts out with …

Golf Outing at ArborLinks Golf Course: www.arborlinks.com ArborLinks Golf Course

6038 H Road, Nebraska City, NE 68410 (866) 272-7453 ArborLinks is an exclusive private destination golf club featuring an 18-hole championship course designed by Arnold Palmer. Native grasses have been used to define and separate the golf holes, while bunkers and other hazards have been sculpted to create an old world look and feel. Greens and fairways are expansive, providing unequaled challenges and stimulated creative strategy, while remaining simple and natural. Throughout its history, ArborLinks has been hailed as one of the best courses in Nebraska.

Registration begins at 10:00 am Shot Gun Start: 11:00 am Lunch/Beverages on your own.

The evening brings …

Trade Fair & Evening Entertainment at Lied Lodge & Conference Center Lied Lodge & Conference Center – Nebraska City 2700 Sylvan Road, Nebraska City, NE 68410 (402) 873-8733

Trade Fair begins at 5:30 pm **Golf Prizes will be awarded at 6:00 pm

Representatives of numerous businesses that support our association are eager to visit with you. Refreshments and hors d’oeurves will be available as you mingle with the crowd and make the rounds of the exhibit booths. Be sure to bring plenty of business cards and make the most of this opportunity to make new contacts and strengthen established relationships.

Evening Entertainment begins at 7:00 pm

Coach Tim Miles, the only active coach who has taken teams to the postseason at the Division I, Division II and NAIA ranks, overachieved with the Huskers in his first season at Nebraska. He took a team that returned one starter and two of its top nine scorers, and improved the Huskers’ win total from 12 to 15 despite facing one of the nation’s toughest schedules, including a school-record 10 ranked teams.

Education Day – Wednesday, June 4th

Registration begins at 8:00 am ** 3 P/C hrs applied for NE & IA

How to Turn Your Technical Knowledge into Dollars! – 8:30 am

Learn valuable tips on creating risk profiles, consumer expectations, account development and retention, and interpersonal communication skills in an interactive and fun atmosphere. Agency sales managers, account managers, producers, internal support staff and company marketing personnel all benefit greatly from this program.

Becky Lathrop, CIC, CPIA – Lake Worth, FL Becky Lathrop is the Vice President of Optimum Performance Solutions, LLC, a company that provides management consulting on a nationwide basis to insurance agencies and carriers.

Becky helps agencies throughout the United States grow profitably by counseling them in areas such as workflow management, staff stratification/organization and training, sales/ marketing business plans, client retention, strategic planning, and producer management and compensation.

She has also developed and facilitates many agency and carrier training programs, including Marketing/profitability workshops to help agencies grow, manage their loss ratios, and assist them with capitalizing on contingency bonus opportunities. **Becky was voted the 2012 AIMS Society/ CPIA Instructor of the Year!

Achievers Luncheon - 12:15 pm – 1:45 pm

Find out who is “Agent of the Year,” “Marketing Rep of the Year,” and “Company of the Year!”

Meet the winner of the $1000 PIA Scholarship!

Event Attire Tuesday’s Golf Outing: appropriate golf attire please.

Tuesday Evening & Wednesday: Business Casual Hotel Information

Lied Lodge & Conference Center, Nebraska City NE

You are responsible for making your own hotel reservation by contacting the Lied Lodge & Conference Center at (402) 8738733 and requesting the group name “Professional Insurance Agents” for our special rate of $119.00. A block of rooms have been reserved for June 3-4, 2014. The special room rate will be available until May 7th or until the group block is sold-out.

Be sure to get an Arbor Day Tree; Don’t leaf without one!

Be sure to get an Arbor Day Tree; Don’t leaf without one!

Convention Hotel Facility (you must register yourself for accommodations)

LIED LODGE & CONFERENCE CENTER 2700 Sylvan Road Nebraska City NE 68410 (402) 873-8733 Convention Hotel Facility (you must register yourself for accommodations)

Name:________________________________________ Company Name:_ ___________________________ Address: _____________________________________ City/State/Zip:_ _____________________________ Phone:_______________________________________ E-mail:_____________________________________ Golf Outing at ArborLinks: No. of Players: _____ Name(s) of Players:______________________________________________________________ __________________________________________________________________________________________________ Evening with Coach Tim Miles & Trade Fair: Past President’s Breakfast: Morning Seminar: Achiever’s Luncheon:

$35/Members $15/Members FREE/Members $25/Members

Total for all Events/Classes you plan to attend:

$____________________________________

$45/Non-Members $25/Non-Members $35/Non-Members $25/Non-Members

Cancellations received 5-10 calendar days before convention will incur a $25 non-transferable fee. Cancellations received 2-5 calendar days before will incur a $75 non-transferable fee. If you cancel the day before or fail to show up for any events, registration fee is forfeited; No Exceptions.

Payment Information:

Amount Enclosed: $_ __________________________ I’m Sending a Check: o Credit Card No: ___________________________________________ Exp. Date:______________________ Approval Signature:________________________________________________________________________ Return with payment to: PIA NE IA – 920 S 107th Ave., Ste. 305, Omaha, NE 68114 • FAX: (402) 392-2228 Questions? Email Jenn at frontdesk@pianeia.com (REGISTER ONLINE at www.pianeia.com)

PIA NE IA Events

Upcoming

Events Calendar 2014 For information and to register Click Here or call (402) 392-1611.

Date

Event

State

Time

May 6, 2014

CISR: William T. Hold: Advanced Learning Seminar

Marion

Kirkwood Training Center

May 7, 2014

CISR: Personal Lines Miscellaneous

Des Moines

Hilton Garden Inn Des Moines/Urbandale

May 8, 2014

CPIA 1: Position for Success

Des Moines

Hilton Garden Inn Des Moines/Urbandale

May 12, 2014

E&O and the Legal & Ethical Duties of Agents/Brokers

NE

Webinar: 8:00AM - 11:00AM

May 15, 2014

Waivers of Subrogation/Indemnity/ Certificates

NE/IA

Webinar: 8:00AM - 11:00AM

May 19 - July 4, 2014

MERG: New Agency Employee Orientation

Online

Online Course

May 19 - June 27, 2014

MERG: Personal Lines Coverage Basics

Online

Online Course

May 19, 2014

Ethics for Insurance Professionals

NE/IA

Webinar: 12:00PM - 3:00PM

May 20, 2014

National Health Care Reform

NE/IA

Webinar: 12:00PM - 3:00PM

May 21, 2014

CISR: Insuring Commercial Property

Davenport Saint Ambrose University

May 21, 2014

Social Networking: OMG or E&O?

NE/IA

Webinar: 12:00PM - 3:00PM

May 27, 2014

Business Income - How Much is Enough?

NE/IA

Webinar: 10:00AM - 12:00PM

May 29, 2014

It's Personal: Home and Auto Exposures your Insured Won't Tell You

NE/IA

Webinar: 8:00AM - 11:00AM

June 3, 2014

CPIA 2: Implement for Success

Omaha

Omaha Marriott Hotel

June 12, 2014

CISR: Insuring Commercial Property

West Des Moines

LaMair - Mulock Condon Insurance (LMC)

June 16 - August 1, 2014

MERG: New Agency Employee Orientation

Online

Online Course

June 16 - August 8, 2014

MERG: Commercial Lines Coverage Basics

Online

Online Course

June 16 - July 25, 2014

MERG: Delivering Quality Service (to the Customer and the Employer)

Online

Online Course

June 18 - 20, 2014

CIC: Commercial Property Institute

Cedar Rapids

DoubleTree Hilton

May 2014 | Main Street Industry News | www.pianeia.com | 18

PIA NE IA Events June 26, 2014

CISR: Agency Operations

Marion

Kirkwood Training Center

July 9 - 11, 2014

CIC: Commercial Casualty Institute

Omaha

Omaha Marriott Hotel

July 10, 2014

CISR: Insuring Personal Auto Exposures

Des Moines

Hilton Garden Inn Des Moines/Urbandale

July 17, 2014

CISR: Personal Lines Miscellaneous

Davenport Saint Ambrose University

July 21 - August 29, 2014

MERG: Personal Lines Coverage Basics

Online

Online Course

July 21 - September 5, 2014

MERG: New Agency Employee Orientation

Online

Online Course

July 22, 2014

CPSR: Residential Property

Columbus

Dusters

July 30 - August 1, 2014

CIC: Personal Lines Institute

West Des Moines

Holiday Inn Hotel & Suites

August 6, 2014

CISR: Commercial Casualty 2

Marion

Kirkwood Training Center

August 12, 2014

CPIA 2: Implement for Success

Des Moines

Hilton Garden Inn Des Moines/Urbandale

August 13, 2014

CPIA 3: Sustain Success

Omaha

Omaha Marriott Hotel

August 18 - October 10, 2014

MERG: Commercial Lines Coverage Basics

Online

Online Course

August 18 - October 3, 2014

MERG: New Agency Employee Orientation

Online

Online Course

August 21, 2014

CISR: William T. Hold: Advanced Learning Seminar

Des Moines

Hilton Garden Inn Des Moines/Urbandale

September 5 - October 31, 2014

MERG: New Agency Employee Orientation

Online

Online Course

September 10 - 12, 2014

CIC: Life & Health Institute

Lincoln

Holiday Inn Lincoln Downtown

September 10, 2014

CISR: Insuring Personal Residential Property

Des Moines

Hilton Garden Inn Des Moines/Urbandale

September 15 - October 24, 2014 MERG: Personal Lines Coverage Basics

Online

Online Course

September 17 - 19, 2014

CIC: Commercial Casualty Institute

Cedar Rapids

DoubleTree Hilton

September 24, 2014

CISR: Agency Operations

Davenport Saint Ambrose University

September 25, 2014

CISR: Personal Lines Miscellaneous

Marion

Kirkwood Training Center

October 9, 2014

CISR: Commercial Casualty 2

Des Moines

Hilton Garden Inn Des Moines/Urbandale

October 15 - 17, 2014

CIC: Agency Management Institute

Omaha

Omaha Marriott Hotel

October 20 - November 28, 2014

MERG: Delivering Quality Service (to the Customer and the Employer)

Online

Online Course

October 20 - December 12, 2014 MERG: Commercial Lines Coverage Basics

Online

Online Course

October 20 - December 5, 2014

MERG: New Agency Employee Orientation

Online

Online Course

October 23, 2014

CISR: Dynamics of Service

Marion

Kirkwood Training Center

October 29, 2014

CISR: Insuring Personal Residential Property Davenport Saint Ambrose University

November 5, 2014

CISR: Insuring Commercial Property

West Des Moines

LaMair - Mulock Condon Insurance (LMC)

November 6, 2014

CISR: Commercial Casualty 1

Marion

Kirkwood Training Center

May 2014 | Main Street Industry News |www.pianeia.com| 19

PIA NE IA Events

November 11, 2014

CPIA 3: Sustain Success

Des Moines

Hilton Garden Inn Des Moines/Urbandale

November 12 - 14, 2014

CIC: Life & Health Institute

West Des Moines

Holiday Inn Hotel & Suites

November 17 December 26, 2014

MERG: Personal Lines Coverage Basics

Online

Online Course

November 17 - January 2, 2015

MERG: New Agency Employee Orientation

Online

Online Course

November 18, 2014

CPSR: Commercial Casualty

Omaha

Omaha Marriott Hotel

Post a classified ad!

Your ad will stand out! Main Street Industry News is issued electronically to over 8,000 Professional Insurance Agents throughout NE & IA, PIA state and national associations and other organizations that provide products or services to insurance agencies.

To advertise contact PIA of Nebraska and Iowa – Executive Director, Cathy Klasi at (402) 392-1611.

JUST FOR FUN!

Animals on the Golf Course A huge percentage of insurance agents and insurance company personnel are golfers. Those who are may have experienced things like you’ll see in this video. Many have not. All — however — golfers or not will enjoy the humor of animals on the golf course as shot at PGA tournaments. n

Animals on the golf course video top 10 PGA http://www.chonday.com/Videos/animalspga2

May 2014 | Main Street Industry News | www.pianeia.com | 20

The 1752 Club

12TH ANNUAL GOLF OUTING

Tuesday, June 24th Yankee Hill Country Club 10:00 am - Shotgun start $75 PER PLAYER

(Includes green fees, cart, burger lunch, drink ticket, flag & flight prizes and more.)

We will be playing a Scramble format.

Put together your own foursome or register as a single and we will arrange the group.

The more the merrier, (agents, clients, company people, etc.)

Field is limited to the first 100 golfers!

Please register the following for the 1752 Club outing on June 24th at the Yankee Hill Country Club.

Name ___________________________

Email ________________________________________

Name ___________________________

Email ________________________________________

Name ___________________________

Email ________________________________________

Name ___________________________

Email ________________________________________

Team Contact Phone No. ___________________________________________________________

Mail this registration form along with the $75 per person fee to: Make checks payable to: 1752 Club of Nebraska Andy Kraus PO Box 81529 Lincoln, NE 68501 If you have any questions please contact Andy at (402) 437-9263 or akraus@fmne.com

Help Protect Your Family’s Financial Security With The PIA Trust

Basic, Voluntary & Dependent Term Life Plans TERM LIFE COVERAGE DESIGNED WITH LOCAL AGENTS IN MIND As a PIA Member* serving Main Street America, you and your employees have access to high-quality, competitively priced Term Life plans through the PIA Services Group Insurance Fund.

Mortgage payments, education, healthcare and daily living expenses continue for your family if something happens to you or another family member. That’s why it makes sense to seek financial protection with PIA Trust’s Term Life insurance plans. Term Life coverage available through the plans includes: Basic Term Life - no medical underwriting necessary up to guaranteed issue limits (only available with 100% group participation & employer paid premiums)

Voluntary Term Life - flexible face amounts of up to $300,000 for you and your employees Dependent Term Life - coverage amounts up to $100,00 for spouses and $3,000 for children

For more information about PIA Trust Term Life insurance plans, please contact your local PIA Affiliate or call the Plan Administrator at (800) 336-4759. Additional information is also available on-line at www.piatrust.com.

PIA SERVICES GROUP INSURANCE FUND

* PIA National membership, when required, must be current at all times.

Policies or provisions may vary or be unavailable in some states. Policies have exclusions and limitations which may affect any benefits payable.

Underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, Maine 04112-8828, under Policy Form ALI-3001-A (UIC).

Insurance Program Administered by Lockton Risk Services.