Main Street Industry News - May 2018 by Cathy Klasi

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PIA Federal Legislative Summit » 7 Medical Marijuana & Workers’ Compensation » 11 Phone Addicted Drivers Driving » 15 Arizona Makes English Official Insurance Language » 21

May 2018 | Published Monthly

Andy Kraus, CPCU | Vice President of Agencies | 800.742.7433 | akraus@fmne.com

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Did you know that PIA’s company council, The PIA Partnership, has conducted nationwide research about the insurance buying preferences of small business owners? The research is encouraging because it found that small business owners strongly prefer independent insurance agents as they make choices in today’s online world. However, the results also serve as a wake-up call that agents must take steps to continue to demonstrate their value and also be more engaged online. PIA and the companies belonging to The PIA Partnership have created a public website that helps agents understand PIA’s findings. PIA members also have access to a private website containing a series of strategies and tools to help them stay ahead of online competition in commercial lines. To access the newest PIA Partnership project, Small Business Insurance & The Internet — The Voice of the Commercial Lines Customer, visit us at www.pianet.com/voiceoftheclcustomer. If you are not a PIA member and want to access all of the tools available through this program, contact us for a membership application or visit us online at www.pianet.com/joinpia.

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

PIA Federal Legislative Summit | 7 Members of PIA from around the country came to Washington, D.C., on April 24-25 to participate in the time-honored tradition of petitioning their elected representatives. Millennials & Insurance | 8 We first answer a question that puzzles us all. What is a millennial? Your Clients — Average Income | 9 We all have different incomes and income levels. That’s life. Average income levels not only differ from person to person but they differ from state to state. In some states the small paycheck goes a long, long way. In others $100,000 or more isn’t enough.

Blockchain — A New Insurance Benefit? | 17 Blockchain may be a new panacea for insurance. First a definition. This one comes from Investopedia. Nationwide to Shift to Using Independent Agents | 20 Nationwide now uses exclusive agents and independent agents to sell its products. Arizona Makes English Official Insurance Language | 21 Arizona’s Legislature passed a law that says only the English language can be considered when there is an insurance policy dispute and a case ends up in court.

PIA NE IA EVENTS

Medical Marijuana & Workers’ Compensation | 11 Most states have legalized medical marijuana. It’s not something that has been a popular decision with federal authorities.

A Whole New Ballgame PIA NE IA 2018 Conference | 22

Flood Rates Rising — Look for an 8% Jump | 13 The Federal Emergency Management Agency (FEMA) has announced rate increases for the National Flood Insurance Program (NFIP) for the coming year.

Upcoming Events Calendar 2018 | 28

Professional Insurance Agents NE IA and The National Alliance Nebraska and Iowa CIC & CISR Designation | 26

TOP STORIES

PIA FEDERAL LEGISLATIVE SUMMIT Members of PIA from around the country came to Washington, D.C., on April 24-25 to participate in the time-honored tradition of petitioning their elected representatives. The agents took part in a successful 2018 PIA Federal Legislative Summit (FLS). PIA members advocated for members of Congress and their staffs to defend state regulation of insurance, abolish the FIO, provide a long-term reauthorization of the NFIP, protect a strong and stable crop insurance program as part of the 2018 Farm Bill, and reinstate fair and just compensation in healthcare. The FLS was capped off with a Congressional reception on Capitol Hill with several U.S. Representatives in attendance.

In conjunction with the FLS, PIA held several adjacent meetings and events, including two events at which FEMA leaders were featured guests. On April 24, the day before PIA agents descended on Capitol Hill, PIA held a plenary session that included a presentation by the Federal Insurance Mitigation Administration’s (FIMA) Deputy Assistant Administrator for Federal Insurance Paul Huang. His comments reflected FEMA’s ongoing expression of commitment to a “culture of preparedness” under new Administrator Brock Long, the FEMA goal of closing the “coverage gap” by increasing the take-up rate for both private and NFIP flood insurance policies, and the FEMA “moonshot” of doubling the number of policies in force by 2023. On April 26, PIA hosted a discussion during the Flood Insurance Advisory Board meeting with Federal Emergency Management Agency’s Deputy Associate Administrator for Insurance and Mitigation (Acting) David Maurstad. Maurstad addressed FEMA’s goals for the reauthorization of the NFIP, which include a multi-year reauthorization, addressing affordability issues, and accounting for the disincentives that are built into the program (i.e., assumptions that discourage people from buying flood insurance: that some geographic areas never flood, that FEMA will pay for rebuilding regardless of whether the property owner has flood insurance, etc.). In both meetings, PIA members expressed their concerns about cuts to the WYO expense reimbursement rate and explained how those cuts would likely be passed on to them.

May 2018 | Main Street Industry News | www.pianeia.com | 7

TOP STORIES

MILLENNIALS & INSURANCE We first answer a question that puzzles us all. What is a millennial? Pew Research Center said it has what may be the final say. The definition starts with Pew noting the oldest millennials are now 37. Pew says that puts 1996 as the last birth year for millennials and people born between 1981 and 1996 — people 22 to 37 this year — are millennials. Those born in 1997 are a different generation and — oddly — they haven’t been given a designated name yet. The firm’s president Michael Dimock put the decision in perspective and said this isn’t an exact science. It’s just a tool. So according to Pew the age group span will be 16 years: • Millennials are 1981 to 1996 • Generation X is 1965 to 1980 • Baby Boomers are 1946 to 1964 By the way, the Baby Boomers are the only generation titled that by the U.S. Census Bureau. “Unlike the boomers, there are no comparably definitive thresholds by which later generational boundaries are defined. But for analytical purposes, we believe 1996 is a meaningful cutoff between millennials and postmillennials for a number of reasons, including key political, economic and social factors that define the millennial generation’s formative years, Dimock said. The big question for the insurance industry is how to get the millennial age group — which is now the largest age group in the nation — to work in insurance. David Chipp — an assistant

VP at Brown & Riding — said the infusion of young blood is critical to the industry’s survival. He said a good place to start is the college campus. Chipp said he needed money to get through school and that’s how he ended up in the industry close to 20-years ago. A good place to start is with the first year of college. “I think it starts from the bottom with recruiting young people interested in insurance as they go into school, or also recruiting on campuses as people are graduating, and letting them know what opportunities are there in the insurance industry right out of college with just a bachelor’s degree,” he said. His company has been very successful with that kind of recruiting. “Exposing young professionals to the different sides of insurance is helpful in them making a decision on where they see their opportunity to be successful,” Chipp said. An especially effective technique is to approach those who are most interested in technology. “Attracting younger talent through technology is a good way to get their attention. There’s a lot of development right now with software and blockchain being implemented into insurance to provide better data that can be used for underwriting and pricing purposes and eliminate some redundancies in the data that may inflate costs to the clients,” he noted. What you can’t do — Chipp warns — is try to reach students without some kind of personal interaction. Emails, texts and other promotional tools are helpful but nothing beats a one-to-one conversation. “It still takes human interaction to get them to the point of, what is insurance and how can it be a career for me?” he said. Sources: PropertyCasualty360.com, Insurance Business America

May 2018 | Main Street Industry News | www.pianeia.com | 8

TOP STORIES

YOUR CLIENTS AVERAGE INCOME We all have different incomes and income levels. That’s life. Average income levels not only differ from person to person but they differ from state to state. In some states the small paycheck goes a long, long way. In others $100,000 or more isn’t enough. GOBankingRates took a look at average incomes around the country — including the District of Columbia — from data gathered by the U.S. Census Bureau and then dissected by the American Association of University Women. What they found is four states hit $100,000 or more for average incomes. They are Connecticut ($102,616), the District of Columbia ($110,614), Maryland ($100,071) and New Jersey ($101,634).

HERE’S HOW THE PIA NE IA STATES FARED IOWA: $70,708 (AVERAGE HOUSEHOLD INCOME)

Connecticut has the highest average household income at $102,616. The reason it is the highest and not the District of Columbia’s $110,614 is because the income isn’t as equally divided between women and men in the nation’s capital as it is in Connecticut.

Iowa has the 30th-highest average household income, despite only have the 38th-highest average hourly wage. But it has the 27th-highest per capita personal income.

The District of Columbia also has the nation’s highest average hourly wage at close to $40 per hour.

NEBRASKA: $71,166

The lowest average household income is Mississippi. It averages $56,358 and is the lowest per capita personal income, the lowest average hourly wage and the lowest female income. Plus, Mississippi has the third lowest male median income. On average the lowest household incomes by state are in the South and the Midwest. The highest incomes are in the Northeast and the West.

(AVERAGE HOUSEHOLD INCOME) Nebraska’s average household income falls just outside the top half of states at 28th, though the per capita personal income does better at 20th. It’s also middle of the pack in the gender gap, with the 23rd-largest difference.

Source: GoBankingRates.com

May 2018 | Main Street Industry News | www.pianeia.com | 9

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TOP STORIES

Most states have legalized medical marijuana. It’s not something that has been a popular decision with federal authorities. The Obama administration turned its head the other way and the Trump administration is making noise but did send out a message that prosecution is up to state and assistant district attorneys at the local level.

Allen noted the Controlled Substances Act doesn’t say an insurer can be prosecuted for reimbursing someone choosing medical marijuana as a health treatment. State courts aren’t likely to push the issue nor will they shove cases like this up to the federal level. Insurers could use it as an alternative that is often less expensive than other treatments.

No one thinks much is going to be done by those attorneys.

Pew said as it stands now medical marijuana reimbursement is being done on a volunteer basis because it’s one of three things:

One irony coming out of this issue is the use of marijuana as a workers’ compensation treatment that can — sometimes — take the place of opioids. As you remember, the Trump administration is cracking down on opioid use. Two advocates of the experiment to use medical marijuana as a treatment for work comp claims are Brian Allen and Mark Pew. Allen is the vice president of government affairs for Mitchell. Pew is the senior vice president of PRIUM. Both support the idea of reimbursement for medical marijuana in a workers’ compensation claim but Allen says there is confusion about compensation and what insurers can and should do in states where it is legal. “It creates a bit of a gray area or some ambiguity for workers’ comp insurers,” he said.

• It is reasonable • It is necessary • It is cheaper than other treatment options “The decision is really based on whether that patient is achieving benefit from it,” he said. That said, some states do forbid the use of medical marijuana and do not allow it to be used for treatment nor do those states allow insurer reimbursement. In the PIA Western Alliance state of Arizona legislation passed recently that does not require a work comp carrier or a self-insured employer to pay for medical marijuana. The PIA Western Alliance state of New Mexico gives employers and insurers the option of paying for medical marijuana.

May 2018 | Main Street Industry News | www.pianeia.com | 11

TOP STORIES

If there are laws involving medical marijuana Pew said, “I think any court is probably going to lean towards the anecdotal story of the individual patient and if its helping with their pain and it’s reasonable and necessary based on the advice of doctors in that state, I would assume that most states are going to come to that same conclusion.” Allen adds that courts are reluctant to get in between a doctor and a patient. “I think the courts are going to defer to the doctors every time,” he said.

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TOP STORIES

FLOOD RATES RISING LOOK FOR AN 8% JUMP The Federal Emergency Management Agency (FEMA) has announced rate increases for the National Flood Insurance Program (NFIP) for the coming year. On April 1st, the average premium jumped 8% and will go from $866 to $935. Add on some surcharges and the total average bill for renewals and new accounts will be $1,062. It still — FEMA says — won’t be enough to keep the NFIP from being flooded with debt. The surcharges are not part of the premium and are not subject to the cap limits. In some cases the premium jump could top 18%. A report by the Congressional Budget Office (CBO) called the National Flood Insurance Program Financial Soundness and Affordability said the hikes aren’t going to keep the NFIP from going deeper into debt. Part of the reason is because of subsidies for dwellings and businesses along the nation’s coasts. They account for 3/4 of the NFIP’s policies. The Associated Press (AP) said fewer of those living on coasts are buying flood insurance now than in the past five-years. The price hikes are causing the drop. It’s not something the NFIP wants to see. Doubling the number of people with flood insurance would be its wishes. Banks — says the AP — are also not insisting as many properties have insurance as they have in the past. The changes causing the flood insurance hikes are part of the Biggert Waters Flood Reform Act of 2012 and that were reaffirmed in the Homeowner Flood Insurance Affordability Act of 2014. This is what they include:

• Premium rates for four categories of PreFIRM subsidized policies — non-primary residential properties, business properties, Severe Repetitive Loss (SRL) properties (which includes cumulatively damaged properties), and substantially damaged/ substantially improved properties — must be increased 25 percent annually until they reach full-risk rates • The average annual premium rate increases for all other risk classes are limited to 15 percent while the individual premium rate increase for any individual policy is simultaneously limited to 18 percent • The average annual premium rate increase for all other Pre-FIRM subsidized policies not covered by the 25 percent category above must be at least 5 percent • There are some limited exceptions to the 18 percent cap on premium rate increases for individual policyholders. These include policies on the properties that are subject to 25 percent annual premium rate increases Sources: Insurance Journal, Carrier Management, APP.com

May 2018 | Main Street Industry News | www.pianeia.com | 13

TOP STORIES

THE HAIL YOU SAY? NEBRASKA & OTHER STATES PUMMELED ANNUALLY

Most of us look forward to the end of Winter and toward Spring and Summer. While Winter often causes a lot of damage to homes and businesses, so does Spring. Or so says the Seasonal Smarts Digest released each year by Farmers Insurance. Looking at five-years worth of claims, Farmers notes Spring is particularly hard on homes.

SPRING MONTHS CLAIMS

REASON

38%

Hail

20%

Wind

17%

Water

Hardest on homes — however — is hail. The PIA state of Iowa sees the seventh largest amount of damage in the nation to this kind of weather with Nebraska being the nation’s leader.

HAIL STATE

CLAIMS

Nebraska

80%

Montana

79%

Kansas

69%

Texas

62%

Oklahoma

61%

Missouri

57%

Colorado

57%

Iowa

53%

Arkansas

45%

Indiana

43%

Montana — fortunately — gives farmers an affordable option to protect them from hail damage. It’s the state’s 101-year old Montana Hail Insurance Program. It was established when private insurers began abandoning this kind of insurance. Program spokesman Walt Anseth said, “It helps farmers cover their cost of production in the event that they have a bad year, and they can recoup some of their costs even though they don’t have a commodity to take to the elevator to sell. We can’t control the weather, but we can help them minimize the risk to their operation.” Anseth said the reason Montana’s program is so successful is because it is one that has farmers protecting each other. “It’s their program; we just administer it. The producers pay premiums, and if they have a loss, it’s their money that goes back to them. We have a 100-year history of all claims always being paid,” he said. Source: PropertyCasualty360.com, Insurance Journal, Farm Flavor

May 2018 | Main Street Industry News | www.pianeia.com | 14

TOP STORIES

PHONE ADDICTED DRIVERS DRIVING We love our cell phones. We are addicted. A text arrives during an important discussion … most of us pause and look. The phone rings … we answer it. In some places — like meetings, visiting with friends and family or in other places — it is sometimes considered rude. While driving an automobile it is always considered dangerous. Zendrive is a firm that tracks data. It recently did a huge study of drivers and ride-sharing fleets. The number is 2.3 million and that 2.3

million drove 5.6 million miles. Of the 2.3 million, Zendrive said 12% are mobile phone addicts. The firm’s CEO and co-founder Jonathan Matus said they call, text and scroll through applications more than three-times the rate of the average driver. It’s a problem he says that cannot be fixed. “Without decisive action and a lot of education, it will be difficult to see the trend reverse. We’re just starting and I feel like it’s still an uphill battle,” he said.

May 2018 | Main Street Industry News | www.pianeia.com | 15

TOP STORIES Matus said laws to ban calling, texting, etc. in vehicles hasn’t dented the problem. He noted 15 states that have bans in place and those laws have only decreased such use by twopoints. So instead of 12% doing this, 10% are. “That’s an area of great concern to me. It means either the rules are not known, the enforcement is not effective or people are so addicted to their phones they’re willing to take the risk,” Matus said. Zendrive pointed out that highway deaths between 2014 and 2016 rose by 14.4%. Matus said no doubt the jump has a lot to do with using mobile phones and other devices while driving. Delving deeper into the percentage increase and one notes large increases in the deaths of pedestrians, cyclists and motorcyclists.

Zendrive may be providing the clearest view of the problem and paints a realistic picture of the driving habits of people in the U.S. • Less than 1/3 of drivers are considered risky • 71% show no risk at all • 8% are speeders and speed at 6x more than the average driver • 9% accelerate or brake excessively

All are easily missed by a distracted motorist. Matus and Zendrive said most police reports do not have a box to record mobile device distraction as a collision cause. The National Safety Council found the same thing. Just half the fatal crashes caused by distracted driving were tied to mobile phone use. Plus, prosecutors find it difficult to obtain mobile phone data so it’s easier to pursue charges for speeding or drinking.

“Unfortunately,” Matus said, “30 percent of 200 million (drivers) is a pretty large number.”

Zendrive seems to have a handle on the problem since its study includes a very large number of people.

The Pacific Northwest and New England have the lowest risk drivers. The higher risk drivers are found in the south in a swath running from New Mexico to Florida to Georgia.

A recent study by the National Safety Council, a nonprofit that partners with national regulators, found that only about half of fatal crashes tied to mobile phone use were coded as such in federal databases.

For cellphone use, the least distracted drivers are found in the Rocky Mountain states of Montana, Idaho and Wyoming. It might now — however — be for the reasons one thinks. Service is spotty in the mountains.

The highest percentages of high-risk drivers were found in a broad swath of the south.

Source: Insurance Business America

May 2018 | Main Street Industry News | www.pianeia.com | 16

TOP STORIES

BLOCKCHAIN A NEW INSURANCE BENEFIT?

Blockchain may be a new panacea for insurance. First a definition. This one comes from Investopedia. A blockchain is a digitized, decentralized, public ledger of all cryptocurrency transactions. Constantly growing as ‘completed’ blocks (the most recent transactions) are recorded May 2018 | Main Street Industry News | www.pianeia.com | 17

TOP STORIES and added to it in chronological order, it allows market participants to keep track of digital currency transactions without central recordkeeping. Each node (a computer connected to the network) gets a copy of the blockchain, which is downloaded automatically. Originally developed as the accounting method for the virtual currency Bitcoin, blockchains — which use what's known as distributed ledger technology (DLT) — are appearing in a variety of commercial applications today. Currently, the technology is primarily used to verify transactions, within digital currencies though it is possible to digitize, code and insert practically any document into the blockchain. Doing so creates an indelible record that cannot be changed; furthermore, the record’s authenticity can be verified by the entire community using the blockchain instead of a single centralized authority. So how does this A) impact insurance and B) help insurance. That question is answered by Allstate claims executive Dale Sherman. He said, “Blockchain has the potential to revolutionize underwriting.” He made the comment at the recent Claims and Litigation Management Alliance’s annual conference. Sherman then gave an example. He said having a policyholder’s financial, health and credit information in one, secure place means insurers can offer more personalized coverage. “Coverage could be just-in-time or on-demand. You can imagine mile-by-mile insurance for a specific individual based on their very specific, idiosyncratic risk profile that would change in value, and there could be a bidding marketplace. Blockchain could enable that in real time depending on where they are going,” Sherman said.

CenturyLink’s claims director Tara Action said the concept is also good for commercial insurers. It can be used to reduce costs and make transactions easier especially when considering catastrophe loss implications. “The ability to process those large catastrophic losses with one proof of loss that’s shared amongst everyone … we could dramatically reduce the administrative costs and friction for insureds in that space,” she said. She thinks efficiencies from Blockchain technology could eventually simplify claims. The main problem right now — she notes — is Blockchain will require insurers to share information and insurers are reluctant to share information with others. At a different event — the Casualty Actuarial Society’s 2018 Ratemaking and Product Management seminar — Willis Towers Watson’s senior economist Ramada Sarasola said the technology lets users that don’t know each other transfer money and other things of value without using an intermediary like a bank. “I can transfer value, I can transfer information, and I can transfer ownership. It can be delivered in a safe and secure way. It won’t be corrupted, and it will get to the right person,” she said. Blockchain can also execute contracts automatically. Sources: Investopedia, Business Insurance, Carrier Management

May 2018 | Main Street Industry News | www.pianeia.com | 18

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TOP STORIES

NATIONWIDE TO SHIFT TO USING INDEPENDENT AGENTS Nationwide now uses exclusive agents and independent agents to sell its products. Last month the company said it is going change that and shift entirely to an independent agency distribution model by July 1, 2020. The company is one of the nation’s largest carriers and already has relationships with more than 10,000 agents in the U.S. who work with the company as independent agents. However, Nationwide’s news release said it has approximately 2,000 agents operating under the Nationwide brand. PIA National President Timothy Russell said the association is thrilled with the decision. “This is another illustration of the fact that the independent agency system is the insurance distribution system of choice,” he noted. Nationwide Property & Casualty president and chief operating officer Mark Berven said, “We don’t anticipate any changes for members. Agents will continue to serve members as they have in the past and still have access to Nationwide’s broad range of insurance and financial services products.” The idea of making the announcement now is to give agents as much time as possible to look at their options and to plan for the transition and to “thrive and survive” as Berven noted in his news release. “Market dynamics, customer preferences and increased desire by exclusive agents for more flexibility make now the opportune time to move to a fully independent model. It will create a win-win for our distribution partners, and ultimately, our members,” Berven said.

The news release also stated: • Agents will maintain access to Nationwide’s breadth of products, while receiving more flexibility to use other carriers. • Agents will be better able to attract and retain commercial lines business — a segment predominantly served by independent agents. • Agents can access investment capital in their agencies over the long term and leverage it to drive growth. • Agent will receive control over succession planning and choice of what to do with policies at a future date. • Agents will enhance their long-term viability by diversifying their revenue streams and offering their clients access to industry expertise through multiple carriers. • Agents’ ability to acquire and integrate independent agencies will be near seamless. Nationwide will also continue offering direct-toconsumer options for members who choose to do business online or over the phone. In his statement, Russell said, “PIA would like to welcome all the Nationwide agents who will be moving to what we believe is the superior independent agent system. We encourage the agents who will be joining our ranks to take advantage of many business-building programs offered by PIA that help add to an agency’s bottom line. In addition, PIA advocates for you in Congress and throughout the industry. You can rest assured that, to paraphrase Nationwide’s slogan, PIA is also on your side.” Sources: PIA National, Insurance Business America, PropertyCasualty360.com

May 2018 | Main Street Industry News | www.pianeia.com | 20

TOP STORIES

ARIZONA MAKES ENGLISH OFFICIAL INSURANCE LANGUAGE

Arizona’s Legislature passed a law that says only the English language can be considered when there is an insurance policy dispute and a case ends up in court. Governor Doug Ducey — without comment — signed it into law. What the new law essentially says is no matter what language you speak, you best understand insurance documents in English. To the court it will not matter whether policy information says something different in another language.

ENGLISH WILL RULE. It is something insurance companies wanted and that was pushed by Peoria, Arizona Republican Rep. David Livingston. He said it sets insurers and agents free to explain coverage in the native language of an insured and not fear the mis-translation of a word, phrase or a concept will result in a lawsuit. While some won’t see it that way, Livingston said this will actually help the non-English speaking communities in Arizona. It gives them more opportunity to find coverage. While it is now law, Tempe, Arizona Rep. Isela Blanc doesn’t think Livingston’s bill — and

now law — helps at all. Her point is someone not familiar with English could end up buying insurance that doesn’t cover what they want covered and how, and won’t know the coverage they want isn’t in the policy. She’s joined by others who say it “sounds” like a good idea but in reality — as Tucson, Arizona Democrat Olivia Cajero Bedford puts it — “then they give the people the shaft.’’ Nationwide Mutual’s Marc Osborn disagrees and says consumer protections are still there that say insurers cannot deliberately mistranslate a version of an insurance policy to defraud consumers. Insurers still must use licensed translators who have been approved by the Department of Insurance. There are also laws prohibiting false advertising. Oro Valley, Arizona Republican Rep. Mark Finchem said this goes along with the vote in 2006 that declares English Arizona’s official language. The vote on that was three for to one against. So he says this goes along with what the citizens of the state want and that all have “agreed that it would be best to have a single official language.’’ The English language law goes into effect in the summer of this year. Source: Camp Verde Bugle

May 2018 | Main Street Industry News | www.pianeia.com | 21

PIA NE IA EVENTS

PROFESSIONAL INSURANCE AGENTS

Nebraska & Iowa

May 2018 | Main Street Industry News | www.pianeia.com | 22

PIA NE IA EVENTS

OMAHA MARRIOT 222 N 10th St., Omaha, NE 68102

Overlooking the Missouri River and downtown skyline, Omaha’s newest and only full-service luxury hotel features 333 guest rooms in a contemporary high-rise, glass structure. Anchoring the new Capitol District, this urban destination hotel is situated in a prime location with attractions just steps away in all directions. Reservations: 800-Marriott (Cutoff: May 11, 2018) Professional Insurance Agents Rate - PIA: $139

LET’S GOLF

Dodge Riverside Golf Club 2 Harrah’s Blvd., Council Bluffs, IA 51501

Trade your baseball bat for a golf club and hit the links at Dodge Riverside Golf Club, “Home of the Greater Omaha Golf Championships” and named by Golf Digest on the list of best places to play. This immaculate course and classic clubhouse on the banks of the Missouri River offer unparalleled views of the water and Omaha skyline. Golf Registration includes golf, cart, Bloody Mary Bar, lunch, hole sponsor contests, activities and prizes.

May 2018 | Main Street Industry News | www.pianeia.com | 23

PIA NE IA EVENTS

GOLF AGENDA Thursday, June 7, 2018 10:00 AM

Complimentary Shuttle Departs Marriott Capitol District for Dodge Riverside Golf Club. Bell staff will hold luggage for check-in.

10:00 AM

Registration and Bloody Mary Bar Open

11:00 AM

Shotgun Start at Dodge Riverside Golf Club

4:30 PM

Golf Awards and Prizes at Dodge Riverside Golf Club

5:00 PM

Complimentary Shuttle Returns to Marriott Capitol District

CONVENTION AGENDA Thursday, June 7, 2018 6:00 PM – 7:00 PM

7:00 PM – 10:00 PM

Welcome Hospitality Suite with the Past Presidents. All are invited to kick-off the 2018 PIANEIA. Convention with our Past Presidents. Annie’s Irish Pub Featuring Blazin’ Pianos Join President Jeff Brehmer as he welcomes everyone to the 2018 PIANEIA Convention. Annie’s Irish Pub is located a few steps from the Marriott in the new Capitol District. Two Blazin’ Pianos will be taking requests and belting tunes at what is sure to be a hot event. Complimentary beer and wine from 7 PM - 8 PM.

Friday, June 8, 2018 7:00 AM

7:30 AM – 8:30 AM

Breakfast

8:30 AM – 11:30 AM

How to Turn Your Technical Knowledge into Dollars! An overview of the 3-part Insurance Success Seminars which leads to the Certified Professional Insurance Agent designation. Presented by Sam Bennett, CIC, CPIA, AFIS. 3 P/C CE Hrs approved.

11:30 AM – Complimentary Professional Photo 1:30 PM Station Digital photos will be provided to you for use on resume, business and social media websites. 11:30 AM – Lunch & Awards 12:30 PM • High School Scholarship Recipient • Agent of the Year • Company of the Year • Installation of Officers 12:30 PM – 12:50 PM

Jim Scheer, Speaker of the Nebraska Legislature & PIA Member *tentative

12:55 PM – 1:10 PM

Jon Gentile, VP, Government Relations for National Association of Professional Insurance Agents. Get the most current industry updates from Capitol Hill.

1:15 PM – 4:15 PM

Personal Lines and the Sharing Economy – “I’m Gonna Uber To An Airbnb – What Can Possibly Go Wrong?” Explore how personal lines coverage forms respond to property and liability exposures for activities in which insureds share such property as homes, autos, watercraft and/ or recreational vehicles. Presented by Sam Bennett, CIC, CPIA, AFIS. 3 P/C CE Hrs approved.

2:30 PM – 2:45 PM

Gary Baumann Retirement Toast After 49 years in the insurance industry, Gary is retiring. Join us for a specialty beverage named in honor of Gary and toast this friend and gentleman.

Early Bird Morning Run-Walk Enjoy the fresh air along the scenic Missouri Riverfront and across the Bob PROFESSIONAL INSURANCE AGENTS Kerry Pedestrian Bridge into Iowa…and 4:15 PM back, of course.

Nebraska & IowaAdjourn

May 2018 | Main Street Industry News | www.pianeia.com | 24

PIA NE IA EVENTS

EXPERIENCE OMAHA

As excitement builds during the PIANEIA convention in the days leading up to the College World Series, TD Ameritrade Park stands ready to play ball two blocks north of the Marriott. Omahaâ€™s new entertainment destination, the Capitol District, features a modern twist on the town square. Watch the CWS play-offs on the outdoor screen. Explore the cobblestone streets of the Old Market District and Omaha Summer Arts Festival 2018â€Śall within a five-minute stroll.

JOIN US THIS JUNE

Register online at www.pianeia.com Registration Deadline: 06/01/2018 For more information, please call Lindsey at (40) 392-1611 or email frontdesk@pianeiacom.

May 2018 | Main Street Industry News | www.pianeia.com | 25

CONGRATULATIONS FOR YOUR EARNED DESIGNATION The Professional Insurance Agents NE IA would like to congratulate everyone who has earned a designation from The National Alliance in 2017.

2018 CIC Designation

CISR Designation

Ms. Angela Albrecht The Harry A Koch Co Omaha, NE

Ms. Chelsea Meleava Moss, CISR True North Companies Cedar Rapids, IA

Mr. Spencer J. Bowers, CIC Cottingham & Butler Dubuque, IA Mr. Paxton Thomas Farmer, CIC First Gabrielson Agency Clear Lake, IA Mr. Joseph Thomas Loring, CIC Walker Insurance Agency, Inc. Arnolds Park, IA Mr. Christopher Warren Rosacker, CIC Ryder Rosacker McCue & Huston Grand Island, NE

Ms. Shala Marie Smith, CISR The Accel Group LLC Cedar Rapids, IA

CISR Elite Designation Ms. Lara L. Burkhead, CISR Elite Nelson Brothers Agency Muscatine, IA

May 2018 | Main Street Industry News | www.pianeia.com | 26

2018

BE WORRY FREE WITH IMT

We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and hightouch customer service, we are there when we are needed most. Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.

imtins.com | west des moines, iowa

Can’t afford to order MVRs when quoting automobile insurance policies?

Reduce Your Agency’s MVR Expenses and Improve Your Customer Experience PIA has partnered with Drivers History to provide PIA members with access to traffic violation reports for as little as 75¢ per transaction. Their online service, DocIT for Agents, contains violation information on drivers sourced directly from court records (not the MVR). When referenced early in the applicant conversation, this information leads to a more accurate initial quote which greatly improves the customer experience. In addition, MVR expenses are reduced for those applicants who might otherwise drop after the policy is bound due to a subsequent premium increase when additional violations are discovered later in the process.

With DocIT for Agents you’ll only order MVRs once... when the applicant is ready to bind!

Learn More Contact Erin at Drivers History at 856.673.1286 or pia@drivershistory.com Visit www.pianet.com/ DocITforAgents to learn about an upcoming PIA member webinar

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9/3/14 9:19

May 2018 | Main Street Industry News | www.pianeia.com | 27

Can’t afford to order MVRs when quoting automobile insurance policies?

PIA NE IA EVENTS

Upcoming Events Calendar 2018 For information and to register Click Here or call (402) 392-1611. Date

Class/Webinar

Where

When

May 8, 2018

On Ethics: Data, Dilemmas and Knuckleheads

NE/IA

Webinar: 12:00PM - 3:00PM

May 8, 2018

New Technologies, New Risks - Drones, Home and Ride-Sharing

NE/IA

Webinar: 8:00AM - 11:00AM

May 8 - 9, 2018

Ruble: Graduate Seminar (IA)

West Des Moines

Holiday Inn Hotel & Suites

May 10, 2018

Excess and Umbrella Fundamentals Plus

NE/IA

Webinar: 12:00PM - 3:00PM

May 16, 2018

CISR: Agency Operations

Davenport

Saint Ambrose University

May 17, 2018

Your Agency Online: Communication Cure or E&O Plague?

NE/IA

Webinar: 12:00PM - 3:00PM

May 22, 2018

CISR: Personal Lines Miscellaneous

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

May 22, 2018

Contractors, Contractors, Contractors

NE/IA

Webinar: 12:00PM - 3:00PM

May 23, 2018

Commercial Property Claims that Cause Problems

NE/IA

Webinar: 12:00PM - 3:00PM

May 23, 2018

Certificates of Insurance and Additional Insureds: NE/IA Making Sense of It

Webinar: 8:00AM - 11:00AM

May 29, 2018

Home Business vs. Home Insurance

NE/IA

Webinar: 12:00PM - 3:00PM

May 30 - Jun 1, 2018

CIC: Commercial Property Institute

Omaha

Omaha Marriott Hotel

May 30, 2018

Finding and Fixing Commercial Lines Coverage Gaps

NE/IA

Webinar: 12:00PM - 3:00PM

June 5, 2018

Current Trends & Changes: The Homeowner & Auto Marketplace

NE/IA

Webinar: 12:00PM - 3:00PM

Jun 7 - 8, 2018

2018 Convention: A Whole New Ballgame Convention Registration

Omaha

Omaha Marriott - Capitol District

June 7, 2018

2018 Convention: A Whole New Ballgame Dodge Riverside Golf Registration

Council Bluffs

Dodge Riverside Golf Club

June 11 - July 27, 2018

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

Online

Online Course

June 13, 2018

A Walk Around the Farm Farm Property Considerations

NE/IA

Webinar: 12:00PM - 3:00PM

June 19, 2018

CISR: Agency Operations

Hiawatha

Kirkwood Linn Regional Center

May 2018 | Main Street Industry News | www.pianeia.com | 28

PIA NE IA EVENTS

June 20, 2018

Catastrophe: The Coverage Expertise You'll Need When It Matters Most

NE/IA

Webinar: 12:00PM - 3:00PM

June 20 - 22, 2018

CIC: Commercial Casualty Institute

Cedar Rapids

Cedar Rapids Marriott

June 21, 2018

Street Level Ethics

NE/IA

Webinar: 12:00PM - 3:00PM

June 26, 2018

E&O: Reasons and Solutions

NE/IA

Webinar: 8:00AM - 11:00AM

June 26, 2018

Tricks to Fix: Closing Coverage Gaps in Home, Work and Auto

NE/IA

Webinar: 12:00PM - 3:00PM

June 27, 2018

CISR: Elements of Risk Management

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

July 11, 2018

CISR: Commercial Casualty 2

Davenport

Saint Ambrose University

July 17, 2018

Cyber Liability - the 21st Century Peril

NE/IA

Webinar: 12:00PM - 3:00PM

July 17, 2018

Scary CGL Exclusions

NE/IA

Webinar: 8:00AM - 11:00AM

Jul 18 - 20, 2018

CIC: Commercial Property Institute

West Des Moines

Holiday Inn Hotel & Suites

July 18, 2018

CISR: William T. Hold: Advanced Learning Seminar

Des Moines

Hilton Garden Inn Des Moines/Urbandale

July 19, 2018

Additional Insureds: The Quandry

NE/IA

Webinar: 12:00PM - 3:00PM

July 23, 2018

Your Agency Online: Communication Cure or E&O Plague?

NE/IA

Webinar: 12:00PM - 3:00PM

July 25, 2018

Street Level Ethics

NE/IA

Webinar: 12:00PM - 3:00PM

July 25, 2018

New Technologies, New Risks - Drones, Home and Ride-Sharing

NE/IA

Webinar: 8:00AM - 11:00AM

July 26, 2018

Home Business vs. Home Insurance

NE/IA

Webinar: 12:00PM - 3:00PM

July 31, 2018

Commercial Property Claims that Cause Problems

NE/IA

Webinar: 12:00PM - 3:00PM

July 31, 2018

Insuring the Building Project - Builders & Risk Installation Coverage

NE/IA

Webinar: 8:00AM - 11:00AM

August 8, 2018

CPSR: Systems, Operations & Procedures

Omaha

Paul Davis Restoration

August 22 - 24, 2018

CIC: Agency Management Institute

Lincoln

Marriott Courtyard

August 22, 2018

CISR: Insuring Personal Residential Property

Hiawatha

Kirkwood Linn Regional Center

August 28, 2018

CISR: Commercial Casualty 2

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

September 12, 2018

CISR: Personal Lines Miscellaneous

Davenport

Saint Ambrose University

September 17, 2018

CPIA 2: Implement for Success

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

May 2018 | Main Street Industry News | www.pianeia.com | 29

PIA NE IA EVENTS

September 26, 2018

CISR: Personal Lines Miscellaneous

Hiawatha

Kirkwood Linn Regional Center

October 2, 2018

CISR: Insuring Commercial Property

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

October 3 - 5, 2018

CIC: Commercial Multiline Institute

Cedar Rapids

Cedar Rapids Marriott

October 16, 2018

CPIA 2: Implement for Success

Omaha

Paul Davis Restoration

October 17 - 19, 2018

CIC: Commercial Multiline Institute

Omaha

Omaha Marriott Hotel

October 25, 2018

CISR: Insuring Commercial Property

Davenport

Saint Ambrose University

November 6, 2018

CISR: Commercial Casualty 1

Hiawatha

Kirkwood Linn Regional Center

November 13, 2018

CPIA 3: Sustain Success

West Des Moines

LaMair - Mulock - Condon Insurance (LMC)

November 14, 2018

CISR: Dynamics of Service

Des Moines

Hilton Garden Inn Des Moines/Urbandale

November 14 - 16, 2018

CIC: Personal Lines Institute

West Des Moines

Holiday Inn Hotel & Suites

November 16, 2018

CPIA 3: Sustain Success

Omaha

Paul Davis Restoration

You Canâ€™t Always Prevent An Accident...But You Can Prepare For One With The PIA Trust

Accidental Death and Dismemberment Insurance Plan AD&D COVERAGE DESIGNED WITH LOCAL AGENTS IN MIND As a PIA Member* serving Main Street America, you and your employees** have access to a high-quality, competitively priced AD&D plan through the PIA Services Group Insurance Fund. Accidents can occur anytime, anywhere. With the PIA Trust Accidental Death & Dismemberment Insurance Plan, you and your qualified dependents can be covered in case of an accident 24 hours a day, anywhere in the world -- at home, at work, or on vacation.

PIA SERVICES GROUP INSURANCE FUND

*PIA National membership, when required, must be current at all times **No minimum participation required

For more information about the PIA Trust Accidental Death & Dismemberment Insurance Plan, please contact your local PIA Affiliate or call the Plan Administrator at 1-800-336-4759. Additional information is also available on-line at www.piatrust.com. The policy or its provisions may vary or be unavailable in some states. The policy has exclusions and limitations which may affect any benefits payable. Underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, ME 04112-8828, under Policy Form ADD-6001-A (UIC). Insurance Program Administered by Lockton Affinity, LLC.

May 2018 | Main Street Industry News | www.pianeia.com | 30

Helping farmers PROTECT their equity and PRESERVE their revenue. We are passionate about helping farmers manage their risk. Diversified Crop Insurance Services offers tools and programs to help make it easy! Our dedication to our purpose helps ensure the future of farmers, generation after generation.

Because your family deserves it! Call today to find out how you can start protecting your most important assets! Follow us on social media with #chooseDCIS to be registered to win an RTIC tumbler! Toll Free: (866) 669-3429 | Email: info@diversifiedservices.com |

Diversified Crop Insurance Services is a company of CGB Enterprises, Inc. and is an Equal Opportunity Provider. #9027_030718

THERE IS A RIGHT TIME AND A WRONG TIME FOR YOUR CLIENTS TO LEARN ABOUT FLOOD RISK.

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{right time} MAKE FLOOD INSURANCE SALES EASIER WITH FLOODBROKER.COM Brought to you by PIA and Floodbroker.

Floodbroker is available only to PIA members.

Contact Evan Spindelman at 855.442.4130 or evan.spindelman@floodbroker.com or visit

WWW.PIANET.COM/FLOODBROKER

May 2018 | Main Street Industry News | www.pianeia.com | 31

THE HARTFORD’S FLOOD PROGRAM

PIA MEMBERS - ACCESS THE TOOLS, TECHNOLOGY AND SUPPORT YOU NEED TO GROW YOUR FLOOD BUSINESS The Hartford and PIA have joined together to make it easier for PIA member agents to provide their clients with flood coverage through The Hartford. The program is available to PIA members and their policyholders in all 50 states and Puerto Rico. HELPING YOU MARKET • On demand training • Webinars • Marketing materials and newsletter • Dedicated Flood Sales Executive • Access to Transfer Consultant – we make moving your flood business to The Hartford easy • Access to Training Consultant – we help you build flood expertise ADVANCED TECHNOLOGY FOR EASE OF DOING BUSINESS • Flood zone determinations • SEMCAT and Vertafore integrated flood quote technology • Electronic application submission • Assistance in obtaining elevation certificates • Technological upgrades due to legislative changes MEASURING YOUR SUCCESS • Claims reporting • Policy database download and maintenance • Electronic movement of premium and commission funds • Increased revenue with competitive commissions • Reports on demand • Repetitive loss review

THE PIA ADVANTAGE When you participate in PIA National’s official flood insurance program from The Hartford, you have the power of PIA behind you. PIA’s dedicated staff is ready to help if you need assistance. And, you’ll have access to The Hartford’s Flood Insurance Marketing Support Center. CONTACT US For more information about The Hartford’s Flood Insurance program for PIA agents, contact your local Flood Sales Executive: Michele Battis Phone: 704-972-5918 Email: Michele.Battis@thehartford.com

LEARN MORE AT PIANET.COM/HARTFORDFLOODINSURANCE.

The Hartford® is The Hartford Financial Services Group, Inc. and its subsidiaries, including issuing companies, Hartford Fire Insurance Company, Hartford Insurance Company of the Midwest and Hartford Underwriters Insurance Company. Its headquarters is in Hartford, CT. All policies are written subject to the National Flood Insurance Program. Please note that this product is available in most states. Features and credits may vary by state. For simplicity, this brochure does not include all the features, exclusions and limitations of the policy. For full information, The Hartford suggests that you read your policy or consult with your independent agent. On all losses and claims, policy terms apply. All information and representations herein are as of March 2018 PLA245-1 © March 2018 The Hartford Financial Services Group, Inc. All rights reserved.

Cathy Klasi

Published on May 1, 2018

Main Street Industry News - May 2018

PIA of Nebraska and Iowa, Main Street Industry News

Main Street Industry News - May 2018

Published on May 1, 2018

PIA of Nebraska and Iowa, Main Street Industry News

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