PIA CONNECTIONNATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

SEPTEMBER 2017

THE 2017 HURRICANE

TRIFECTA –EVERYBODY

LOSESPAGE 13

for choosing Auto-Owners!THANK YOU

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2017 PIA NATIONAL COMPANY AWARD OF EXCELLENCE

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PIA CONNECTION | www.pianet.com September 2017 | 3

PresidentGareth W. Blackwell, Jr., CPCU (ME) gary@blackwellinsagency.com

President-Elect Timothy G. Russell, CPCU (CT) trussell@therussellagency.com

Vice President/Treasurer Keith A. Savino, CPIA (NJ) keiths@warwickresource.com

Secretary/Assistant Treasurer Dennis D. Kuhnke, CIC, CPIA (WI)dkuhnke@robertsonryan.com

Immediate Past PresidentRobert W. Hansen, Jr., LUTCF, CPIA (NE/IA) rhansen@npdodge.com

Executive Vice President/CEO Mike Becker (PIA National) mikebe@pianet.org

Publisher/Editor-in-Chief Ted Besesparis tedbe@pianet.org

Managing Editor Sade Hale sadeha@pianet.org

Advertising Director Alexi Papandon, CAE alexipa@pianet.org

Government/Regulatory Affairs Executive Editor Patricia A. Borowski, CPIW patbo@pianet.org

Contributing Editors Jon Gentile jonge@pianet.org

Production Editor Laurel Prucha Moran laurelpm@blueroomstudio.com

PIA Connection is published ten times yearly by the National Association of Professional Insurance Agents.

400 North Washington Street,Alexandria, Virginia 22314©2016 All rights reserved.

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

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

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

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

PIA CONNECTIONNATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

SEPTEMBER 2017

CONTENTS

NEWS BRIEF 6-7Independent Agents Sill Lead Captives in Life…Crackdown on Storm Fraud…Insurers Can Absorb Storm, Quake Losses…California Earthquake Policies Up 7.4%...New Hurricane Deductibles in Florida…PIA’s Keith Savino Receives AUGIE Award…

COVER STORY: THE 2017 HURRICANE TRIFECTA 13Everybody Loses as a Trio of Catastrophic Hurricanes Devastate the U.S.

LONGTIME PIA LEADER DON FLANDERS DIES 8

FINALLY, A PROPOSAL TO REIN IN THE FEDERAL 9 INSURANCE OFFICEPIA National VP of Government Relations on a New Bill to Curb the FIO

THE PIA NATIONAL AWARDS – HONORING THE BEST 10-12

SMARKETING AND WHY YOUR AGENCY NEEDS IT 16-17Kelly Donahue-Piro on Marrying Sales with Marketing

DEPARTMENTSFrom the President . . . . . . . . . . . . . . . . 5From the CEO . . . . . . . . . . . . . . . . . . . 5PIA Member Benefits . . . . . . . . . . . . . . 20PIA Product Spotlight . . . . . . . . . . . . . . 21PIA Marketplace . . . . . . . . . . . . . . . . 21PIA Affiliate Listings . . . . . . . . . . . . . . 22

Cover image: © Getty Images/Justin Sullivan

PIA NATIONAL AWARDS PAGES 10-12

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FROM THE PRESIDENT

FROM THE CEO

THERE ARE MANY GOOD REASONS WHY THOSE of us who have chosen careers as independent insurance agents did so. One reason I believe is shared by every agent is the fact that we really enjoy being in a people business.

Over the past year, as I visited with many of you across our great country, I was reminded just how much people mean to our business, and to our Association. What I found was that agents everywhere share a common set of values and aspirations.

We believe in our country and our local communities. We are in the business of helping our neighbors protect their property, their assets and their lives. When disasters happen, we are there because we truly care.

PIA members never hesitate to “fight the good fight,” whether it be for better coverage options for our clients, or against any of the many bad proposals that seem to surface with regularity. We will continue to advocate for our agent members and guard against those who would legislate or regulate our agencies and our carrier partners out of business.

At our recent PIA National board meeting in Minneapolis, I

presented several presidential citations to individuals for their out-standing efforts in support of PIA. I honestly wish I could have given almost everyone such recognition, because PIA is strong and success-ful thanks to all of its people: The members from around the country who care about each other and our profession, and make it all pos-sible; the PIA affiliates who are the building blocks of our Association; the National Board of Directors giving guidance and direction; and the PIA National staff whose dedication and professionalism helps to ensure our success.

Thank you for allowing me the privilege of serving our Association as your president for the past year. The many wonderful memories will be with me always. And I’ll still be around!

Gary BlackwellPresident

ONE THING THAT INDEPENDENT INSURANCE agents have plenty of experience with is dealing with the unexpected. If there is anything that will characterize our memories of 2017, it is the unexpected, especially hurricanes.

Ever since Hurricanes Katrina and Rita in 2005, hurricane seasons have been relatively quiet, with only Superstorm Sandy in 2012 doing widespread damage, in the Northeast. The weather phenom-enon known as El Niño had in recent years discouraged hurricane formation. But this year, El Niño failed to materialize, leading to a big upsurge in tropical storm activity.

Unfortunately, the United States was hit by three hurricanes in rapid succession that peaked at Category 5. First, Hurricane Harvey, largely a flooding event, parked itself over Houston, Texas for days, dumping over 40 inches of rain, then moved over southwestern Louisiana. Next, Hurricane Irma pummeled Florida, especially the Florida Keys. Then Hurricane Maria devastated the U.S. Virgin Islands as a Category 5 storm, before making a direct hit on Puerto Rico as a powerful Category 4.

In each case, Main Street insur-ance agents have been quick to come to the aid of their clients and their communities. PIA National reactivated the PIA Disaster Relief Fund, to solicit both contributions and make grants to Main Street businesses that may be facing gaps in the insurance coverages or other assistance available to them.

The situation in Puerto Rico is especially dire. PIA Puerto Rico’s board member tells us that Puerto Rico needs supplies more than money right now. The PIA Disaster Relief Fund will be using funds to purchase many of the needed supplies. If you haven’t contributed to the fund yet, I strongly recommend you consider doing so by emailing IFDisasterReliefFund@pianet.org.

Mike BeckerExecutive Vice President & CEO

6 | September 2017 www.pianet.com | PIA CONNECTION

NEWS BRIEF!CRACKDOWN ON STORM FRAUDIn a recent memo, U.S. Justice Department Deputy Attorney General Rod Rosenstein directed each U.S. attorney’s office across the country to log and track all disaster fraud cases related to major national disasters, directed all complaints to the Justice Department’s National Center for Disaster Fraud, and asked for additional staffing if needed. The department aims to improve disaster-relief fraud prevention, and the Center has already received numer-ous complaints following recent hurricanes.

Earlier in September, U.S. attorney’s offices in Puerto Rico and Florida formed task forces with state and local agencies to combat fraud in cleanup operations, fake charities claiming to be providing relief to victims, and other fraudulent activity.

REPORT: INSURERS CAN ABSORB STORM, QUAKE LOSSESMorgan Stanley said in a report released on Sept. 26 that insured losses of about $100 billion could make the third quarter of 2017 one of the costliest in history for the insur-ance industry. The invest-ment bank believes the sector has the resources to take such a hit, though it remains unclear whether the losses will lead to higher insurance and reinsurance costs. Total insured losses from the recent hurricanes and earthquakes could range from $83 billion to $165 billion, according to Mor-gan Stanley.

However, it said the U.S. property and casualty insurance industry has more than $700 billion in capital, and global rein-surance capital exceeds $300 billion, including around $60 billion in alternative capital. The

INDEPENDENT AGENTS STILL LEAD CAPTIVES IN LIFE

In 2016, independent agents held 49 percent of the new individual life insurance sales market, followed by affiliated (i.e., captive) agents with 39 percent, direct marketers with 7 percent and others accounting for the remaining 5 percent, according to LIMRA, a life insurance trade association.

John Branch Editorial Cartoon used with the permission of John Branch, King Features Syndicate and the Cartoonist Group. All rights reserved.

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PIA CONNECTION | www.pianet.com September 2017 | 7

NEWS BRIEF!report noted that the sec-tor can withstand losses of more than $100 billion in the third quarter, “but the losses will signifi-cantly impact (insurers’ and reinsurers’) earn-ings and excess capital positions.” Meanwhile, a new report by Fitch Ratings Inc. indicates that the storms will cut into insurers’ and reinsurers’ capital and has hit third-quarter results.

FLORIDA CONSUMERS FACE NEW HURRICANE DEDUCTIBLESIn the aftermath of recent storms, hurricane deduct-ibles are rising in Florida. Such deductibles can

range from $500 up to 10 percent of a Florida home’s value. When a storm hits, the full effect of this cost-shifting to

consumers becomes apparent.

“We are pleased to see complaint figures low at this stage of our state’s

recovery,” says Ashley Carr, spokesperson for the state’s Department of Financial Services. “It generally will take a few weeks for consum-ers to file a claim and then reach a point, for any number of reasons, where a complaint may be the direction a con-sumer chooses to take.”

Statewide, more than 496,000 Irma claims had been filed as of Sept. 21. About 7.2 percent of resi-dential claims have been closed, but nearly as many have been closed without payment (15,003) as have been closed with payment (15,928), accord-ing to records from the Florida Office of Insur-ance Regulation.

CALIFORNIA EARTHQUAKE POLICIES UP 7.4%More people in California are buying earthquake insurance. California Earthquake Authority insurance policies in force increased 7.4% over 18 months to 950,393. Last year’s net gain of more than 52,000 compared with a 10-year average of 7,200, the authority said in a statement.

PIA’S KEITH SAVINO RECEIVES AUGIE AWARDPIA National incoming President-elect and insurance technology leader Keith Savino has received an award from AUGIE, the Associations & User Groups Informa-tion Exchange. Savino, along with former ACORD board member Andy Fogarty, were both recognized for their efforts in the creation of AUGIE many years ago, and their uninterrupted support of the industry group.

The award was presented by Jim Armitage, current chair of AUGIE, and Mike Skeele, current vice chair (and Past PIA of New York President).

Savino is a current AUGIE Executive Council Board Member, representing PIA National. PIA has been an active participant in this important industry group since its inception, and is the driver of the Buy Button campaign, which AUGIE supports.

8 | September 2017 www.pianet.com | PIA CONNECTION

LONGTIME PIA LEADER DON FLANDERS DIES

LONGTIME PIA OF NEW HAMPSHIRE NATIONAL Director Donald “Don” Haven Flanders, 82, passed away on Thursday, September 28, 2017, surrounded by his loving family.

Don joined PIA (then the National Association of Mutual Insurance Agents – NAMIA) in 1960, shortly after he graduated from Bentley College with a degree in accounting and started his insurance career at the Byse Agency in 1952. Don became owner of the Byse Agency Inc. of Laconia in 1976 and served as chairman of its board until his passing. He held the CIC, CPCU and CPIA designations.

Active as a PIA volunteer for well over half a century, he held nearly every volunteer position in the association. Don was a Board member of PIA National from 1988 until his passing, serving with distinction in numerous positions of responsibility.

A member of the New Hampshire House of Representatives since 2000, he was also a member of National Conference of Insurance Legislators (NCOIL) from 2003, both until his death. He was also a member of the New Hampshire Reinsurance Facility board and a member of New Hampshire Auto Assigned Risk Plan board, both from 1982 until his passing.

Don was active until just before his death, representing PIA of New Hampshire during the recent PIA National Board and committee meetings in Minneapolis, Minnesota Sept. 13-16, 2017.

“Don was a genuine gentle-man,” said PIA National President-elect Keith Savino. “I am honored to have been able to work with him on a national level for about 15 years. PIA was only one portion of the life of a very giving man. His presence was always welcome, his opinions professional and respected. He was someone to admire, a truly great man.”

“My heart aches to hear this news,” said PIA National Past President Donna Pile. “Don was such an integral part of PIA when I was serving. Blessings to his family as he passes the torch to the next generation. He will be well remembered in our hearts at PIA.”

For those who wish, the family suggests memorial contributions may be made to Holy Trinity Catholic School, 50 Church Street, Laconia, NH 03246, or a charity of one’s choice. To view an online memorial please visit www.wilkinsonbeane.com

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CAPITOL HILL REPORT By Jon GentileVice President, Government Relations

National Association of Professional Insurance Agents

A FIRST STEP ON THE ROAD TO REINING IN THE FEDERAL INSURANCE OFFICE

LAST NOVEMBER, PIA became the first association to publicly call for the repeal of the Federal Insur-ance Office (FIO). Over the last year, we’ve been joined by other stakeholders seeking to dismantle what can only be described as a temporary lapse in judgement in the aftermath of the Great Recession.

In 2010, advocates of federal insurance regulation succeeded in getting the Federal Insurance Office (FIO) established as part of the Dodd–Frank Wall Street Reform and Consumer Protection Act (Pub.L. 111–203) (Dodd-Frank). PIA National opposed the creation of the FIO from the outset. For over 150 years, the state-based system of insurance regulation had suc-cessfully protected consumers and created a competitive and diverse U.S. insurance market that has been enormously success-ful over the years. There was no need to jeopardize the state system of regulation. But there are times when policymakers panic and act rashly; the aftermath of the recession was such a time, and policymak-ers overreacted in creating the FIO.

Like most Federal offices, once created, it sought to consolidate its power. This happened even though the FIO shouldn’t have been formed in the first place. Over the last seven-plus years of its existence, the FIO has called for federal regulation of mortgage insurance; for its inclusion in supervisory colleges with state regulators; and for uniform national standards for state guaranty associations. It also issued a report on consumer protections that was far beyond the scope of its authority. Every one of these things was an overreach, all well outside its mandate.

The FIO also undervalued the insur-ance industry by rejecting its expertise in concurring with Systemically Important Financial Institutions (SIFI) designations (which have since been questioned) for

nonbank insurance institutions under Dodd-Frank. What’s more, the FIO made a bad deal with the European Union on an international covered agreement that could open the door for Europe to impose its standards on U.S. insurance markets.

Earlier this year, Congress missed an opportunity to address the improper exercise of the FIO’s authority when the House passed the Financial Creating Hope and Opportunity for Investors, Consumers and Entrepreneurs (CHOICE) Act. In fact, the CHOICE Act would make the problem worse by folding the FIO into a newly-created mega insurance office called the Independent Insurance Advocate, which would have vast new authority and virtu-ally no accountability.

THE FIO REFORM ACTWith the CHOICE Act dead on arrival

in the Senate, however, a bipartisan bill has been proposed by Congressmen Sean Duffy (R-WI) and Denny Heck (D-WA) called the Federal Insurance Office Reform Act of 2017 (FIO Reform). While PIA National has advocated for and continues to seek the full repeal of this office, we sup-port this legislation, as it will begin to scale back the FIO’s authority, particularly on some domestic matters.

Importantly, the bill moves the FIO from an independent realm of the Treasury Department into the Department’s Office of International Affairs; this will properly subordinate the office to the Treasury. The office will also be limited to five staff mem-bers. Since its creation, FIO has gradually expanded its authority, so these changes are important steps.

The FIO Reform Act also removes FIO’s improper assumption of certain duties, like its advisory role to the Financial Stability Oversight Council. FIO will no longer have subpoena power, and its power to issue

reports will be somewhat curtailed. FIO will continue to have a role in negotiating international covered agreements, but the bill requires state insurance commissioners to be consulted and involved throughout such negotiations. Consistent state regula-tory involvement will provide an important check on FIO’s power.

However, the bill should have gone fur-ther in scaling back the power of the FIO. To that end, and short of full repeal, PIA views this legislation as a stepping stone to advo-cate for the FIO’s disentanglement in the process of designating systemically impor-tant financial institutions. In keeping with its move to the International Affairs Office, FIO should not retain authority to monitor gaps in U.S. insurance regulation or monitor the access and affordability of insurance. Such duties give the FIO the opportunity to expand the scope of its power in the future.

While the FIO Reform Act is a step in the right direction to rein in this nascent federal entity, the goal should remain the full elimination of the Federal Insurance Office, once and for all. We look forward to the FIO of today being a distant memory.

P INNAC L E PARTNER

Bankers Insurance Group Encompass Insurance

Erie Insurance Nationwide Independent

Progressive Insurance State Auto Insurance Companies

The Motorists Insurance GroupWright Flood

2017 PIA NATIONAL PINNACLE PARTNERS

10 | September 2017 www.pianet.com | PIA CONNECTION

PIA HAS NAMED AUTO- Owners Insurance Company as the recipient of its prestigious 2017 Company Award of Excellence. The presentation was made on September 15, 2017 at a gala ceremony held in conjunction with PIA’s Board of Directors meeting in Minneapolis, Minnesota.

“Auto-Owners is highly deserving of this, our association’s highest company honor,” said PIA National President Gary Blackwell, in presenting the award. “For independent agents, Auto-Owners is a true partner. Many of us have placed Auto-Owners Insurance high among the carriers we represent. There are many good reasons for this: Financial strength and stability. Excellent service. Superior products. Unparalleled quality. And ease of doing business.”

“Perhaps the most important reason we are so loyal to Auto-Owners, is that Auto-Owners is loyal to independent agents,” Blackwell said. “It’s a perfect match!”

The PIA National Company Award of Excellence honors a company for its

commitment to PIA, to the American Agency System and to furthering the inter-ests of professional insurance agents by creating a better business environment.

“We are honored and humbly accept this award on behalf of the associates of Auto-Owners that make such awards pos-sible,” said Chairman & CEO Jeff Harrold, who along with Mary Pierce, senior vice president, marketing & sales, was on hand for the presentation.

“In our 101-year history, we have marketed exclusively through the inde-pendent agency system and see no reason to change. Like the PIA, whose focus is on enhancing the capabilities and skills of their members, we have found the better we serve our agents, the mutually stronger we become.”

Established in 1916 and headquar-tered in Lansing, Michigan, Auto-Owners Insurance Group is the 17th-largest property/casualty insurance group in the nation, based on written premium of over

$6.3 billion. The company also ranks 398th on the Fortune 500 list.

Auto-Owners, which employs 4,900 associates in the 26 states in which it oper-ates, is one of 12 insurance carrier groups in the U.S. to receive the highest rating possible, A++ Superior, by A.M. Best, which is a nationally recognized rating agency for insurance companies.

AUTO-OWNERS INSURANCE NAMED PIA 2017 COMPANY OF THE YEAR

THE KLINGER INSURANCE Group of Germantown, Maryland has received the 2017 PIA National Excellence in Social Media Award.

“One of the first groups to recognize the importance of social media in insur-ance agency marketing was PIA,” said PIA National Vice President/Treasurer Keith Savino, in presenting the award. “In fact, PIA National was one of the first groups anywhere to bestow an award for excel-lence in social media, beginning in 2010.”

“This year, we recognize the Klinger Insurance Group for its mastery of social media marketing and brand-building,” Savino said. Their social media strategy allows the firm to connect with individu-als whose interests and hobbies can be insured through their agency. It demon-strates community involvement, support of small businesses, their diversity and their

commitment to amazing customer service.”That strategy connects the agency with

individuals whose interests and hobbies can be insured through their agency. The technique produces results. Within the past year, $740,000 in premium has been gener-ated as a result of social media engagement.

“Social media is all about building a community and fostering relationships” states Robert Klinger, LUTCF, CPIA, President and CEO of Klinger Insurance Group. “Today, it is easier than ever for independent insurance agents to market to their communities informally, and on a daily basis. A modern marketing plan is not complete unless it places a high importance on social media outreach and advertising.”

“Our Social Media presence allows us to build our brand on a daily basis by show-ing our community who we are, what we do, and what they can expect from working

with our agency.” Robert states. “We share our community involvement, our support of small businesses, our diversity, and our commitment to provide amazing service to our customers. The organizations that we follow, engage with, and share content from on social media are just as important as the content that we create and share. When our followers see who we interact with on a regu-lar basis, they get a better idea of who we are and what organizations are important to us.”

The 2017 PIA National Excellence in Social Media Award was sponsored by the National Insurance Producer Registry (NIPR).

KLINGER INSURANCE GROUP RECEIVES SOCIAL MEDIA AWARD

The PIA National Awards—Honoring the Best

PIA CONNECTION | www.pianet.com September 2017 | 11

PIA NATIONAL HAS NAMED Burns & Wilcox as the recipient of its 2017 Managing General Agency (MGA) of the Year Award. The presentation was made on September 15, 2017 at a gala ceremony held in conjunction with PIA’s Board of Directors meeting in Minneapolis, Minnesota.

“Burns & Wilcox—a flagship of H.W. Kaufman Group—is a leading global wholesale insurance broker and underwrit-ing manager and has been a pillar of the insurance community for many years,” said PIA National Secretary and Assistant Treasurer Dennis Kuhnke, in presenting the award. “Burns & Wilcox serves retail brokers and agents of all sizes—and with no retail operations, it never competes against brokers and agents. Importantly,

Burns & Wilcox is a privately-owned com-pany that does not have to answer to Wall Street or private equity firms.”

“Its standards of service, speed, depth of market relationships, and outstanding talent are unsurpassed in the specialty insurance sector,” Kuhnke said.

The PIA National MGA of the Year Award recognizes outstanding achievement in furthering the interests of agents, a com-mitment to the agency system, and successful efforts to create a better business environ-ment for professional insurance agents.

“For nearly 50 years, Burns & Wilcox has consistently grown year-over-year based on a strategic mindset that relation-ships and service are the most important elements of insurance,” said Alan Jay

Kaufman, Chairman, President, and CEO, Burns & Wilcox, a subsidiary of H.W. Kaufman Group. “The excellent service standards, expertise, competitive drive, and leadership of each member of our team is invigorating, and it is a point of pride to have these talents recognized by The National Association of Professional Insurance Agents.”

For additional background on Burns & Wilcox visit them at www.burnsandwilcox.com.

PIA NATIONAL NAMED DON-ALD Bragg of Henrico, Virginia as its 2017 Company Representative of the Year. The presentation was made on September 15, 2017 at a gala ceremony held in conjunction with PIA’s Board of Directors meeting in Minneapo-lis, Minnesota.

“Company Representatives are the vital link between insurance agents and the companies they represent,” said PIA National President-elect Tim Russell. “A good company representative provides his company’s appointed independent agents with the expertise, support and resources that they need to serve their agency’s clients well.”

“This year’s PIA National Company Representative of the Year is Donald Bragg, who has had wide company experience that includes auto and home underwriting as well as marketing for both personal and small commercial lines,” Russell said. “Don has been a member of PIA for 30 years and has always promoted the association and PIA’s educational efforts, including new classes he is now teaching for PIA of Virginia & D.C.”

The criteria used to select the PIA National Company Representative of the Year includes professional experience, assistance given to agents, tech-nical knowledge and demonstrated awareness of industry problems and market conditions. Their contributions to the industry through participa-tion in PIA and other insurance organizations are also considered, as are their contributions to serving the public and their community.

BURNS & WILCOX 2017 NAMED 2017 PIA MGA OF THE YEAR

DONALD W. BRAGG NAMED 2017 PIA NATIONAL COMPANY REPRESENTATIVE OF THE YEAR

RECOGNIZING GROWTH IN PIA MEMBERSHIPThe following PIA affiliates received PIA Membership Growth Awards. This award recognizes net membership growth as of our last official count by a PIA affiliate association.

Here are the recipients of the 2017 PIA Membership Growth Award: • Kansas PIA• Maine Insurance Agents Association• Michigan PIA• PIA of Minnesota• PIA of Nebraska and Iowa• Ohio Insurance Agents Association• PIA of Puerto Rico & the Caribbean• PIA of South Carolina• PIA Southern Alliance• PIA of Tennessee• Texas PIA• Utah Association of Independent Insurance Agents• PIA of VA & DC• PIA Western Alliance• PIA of Wisconsin

Congratulations to those PIA affiliates with new member growth!

The PIA National Awards—Honoring the Best

New PIA National Officers Elected

NEWLY-ELECTED OFFICERS OF PIA National were installed during the group’s September 16, 2017 board of directors meeting held in Minneapolis, Minnesota. Each of the officers will serve one-year terms that begin on October 1, 2017, and run through September 30, 2018.

As of October 1, 2017, Timothy G. Russell, CPCU, of Southport, Connecticut will become President; Keith A. Savino, CPIA, of Mahwah, New Jersey will become President-elect; Dennis D. Kuhnke, CIC, CPIA, of Milwaukee, Wisconsin will become Vice President/Treasurer; Wayne F. White, CPA, CPIA, PFMM, of Little Rock, Arkansas will become Secretary/Assistant Treasurer; and Gareth W. Blackwell, Jr., CPCU, of Corinth, Maine will become Immediate Past President.

PIA CONNECTION | www.pianet.com September 2017 | 13

By Ted Besesparis Counsel & Director of Regulatory Affairs

PIA National

THE 2017 HURRICANE TRIFECTA – EVERYBODY LOSES

FOR YEARS, RESIDENTS OF the east and Gulf coasts of the United States were blessed by the general absence of hurricanes. After Katrina, Rita and Wilma in 2005, all was relatively calm with one big exception: Superstorm Sandy in 2012.

Suddenly this year, our collective luck ran out.

The 2017 Hurricane Trifecta—Harvey, Irma and Maria—was a triple jackpot, but the kind in which everyone was a big loser. The three extremely destructive hur-ricanes of unusual ferocity brought death and widespread devastation to the United States and its territories Puerto Rico and the Virgin Islands.

HARVEY – A FLOODING EVENTFirst was Hurricane Harvey in late

August, which became the first major hur-ricane to make landfall in the United States since Wilma in 2005. That ended a record 12-year drought in which no hurricanes made landfall at such an intensity in the country.

Over a four-day period, many areas received more than 40 inches of rain as the system meandered over eastern Texas and adjacent waters, causing catastrophic flooding.

The torrential rains from Harvey inundated Houston, which received the brunt of Harvey’s wrath, and surrounding communities.

PIA National Director for Texas Jimmy Beathard considers himself lucky in the grand scheme of things. His lake house in Conroe, Texas was surrounded by a foot and-a-half of water, but because he sealed his doors and the gaps in the bricks with silicon, not a drop of water got into his house. His boat came loose during the storm; now it’s just a matter of retrieving it. 

“Those are minor things compared to house flooding. It was incredible, and I wouldn’t wish it on anyone,” says Beathard, agency principal of Beathard Insurance. “Where I live, in a 72-hour period we received about 32 inches of rain. That’s a heck of a lot of rain.”

On Friday, Aug. 25, days of relentless rain and high-powered winds sent numer-ous areas reeling in the Lone Star State. On Monday, Aug. 28, Beathard says noth-ing was moving, everything was flooded and no one was getting out except for emergency vehicles; on Tuesday, the rain continued to pour and people from in and out of state began to help the displaced. By Aug. 30, despite it all, the sun was out, the water had started to recede, and people were finally beginning to move around.

“The flood didn’t discriminate,” says Beathard. “It didn’t matter if you were wealthy, middle-class, poor, it didn’t matter.”

On August 28, Harvey would finally leave Texas and creep back out into the Gulf of Mexico, but only briefly. It strength-ened slightly before made a final landfall in Louisiana on August 29. As Harvey drifted inland again, it quickly weakened and became extratropical on September 1, before dissipating two days later.

HURRICANE IRMAHarvey was only the beginning. Next

to make our acquaintance two weeks later was another unwanted visitor, Hurricane Irma. This time, the Caribbean along with Florida was the focus of destruction.

Hurricane Irma was an extremely powerful storm that reached Category 5 status, becoming the most intense Atlantic hurricane to strike the United States since Katrina in 2005. It caused catastrophic damage as a Category 5 hurricane in the U.S. Virgin Islands and surrounding islands. It weakened back to a Category 4 hurricane, but the storm attained Category 5 status for a second time while making landfall in Cuba.

Irma made landfall in the Florida Keys on September 10 as a Category 4, causing extensive damage. It then made a second

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PIA CONNECTION | www.pianet.com September 2017 | 15

PIA SUPPORTS INTERNATIONAL INSURANCE STANDARDS ACT (H.R. 3762)PIA HAS SENT A LETTER thank-ing Rep. Sean Duffy (R-Wisc.) for introduc-ing the International Insurance Standards Act of 2017 (H.R. 3762). The bill requires that any international agreements must reflect the U.S. state-based insurance system. In addition, if changes need to be made to any international insurance agreements, those changes must be enacted in the United States first before being ratified in international forums. Also, the bill would ensure state insurance regulators are part of any U.S. team negotiating interna-tional agreements.

“Your legislation would require consulta-tion with Congress, involve state insurance commissioners in the negotiations process, and include a mechanism for Congress to stop an agreement from being enforced,”

states the PIA letter, signed by Executive Vice President & CEO Mike Becker.

“H.R. 3762 would also prevent negotia-tors from agreeing to any agreement that is inconsistent with or does not recognize any federal or state regulators, laws, and policies on the regulation of insurance. This legislation will finally offer protection for the U.S. insurance industry as these negotiations take place.”

Duffy’s introduction of H.R. 3762 comes as the United States entered into a covered agreement with the European Union on insurance and reinsurance measures. In September, the U.S. and the European Union signed a bilateral agreement on prudential insurance and reinsurance measures. The agreement

involves three areas of insurance over-sight: reinsurance, group supervision, and the exchange of insurance information between supervisors.

The agreement will eliminate collateral and local presence requirements for EU and U.S. reinsurers operating in both mar-kets. As for group supervision, U.S. and EU insurers operating in the other’s markets will be subject only to insurance group oversight by supervisors in their home jurisdiction. The agreement encourages insurance supervisors in the U.S. and the EU to continue exchanging information on insurers and reinsurance that operate in both markets and includes provisions that allow the sharing of information from models.

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16 | September 2017 www.pianet.com | PIA CONNECTION

AGENCY MARKETING$ By Kelly Donahue-Piro

WHAT? ANOTHER MARKETING term to learn? You barely have time as it is to keep up! Learning about Smarketing is well worth your time though. With a well-run Smarketing strategy you can maxi-mize every opportunity. Smarketing is the perfect marriage between sales and marketing. When sales and marketing get married we see ridiculously amazing results. Let us show you how!

Agencies generally fall into three marketing categories:1. They have achieved a size where they can afford a marketing

person or department. This team is generally on the other side of the building and no one really knows what they do and they have low engagement in sales.

2. Agencies don’t have an established marketing team. They spon-sor a few things, have business cards and an average website.

3. You are a growing agency where the owner is in charge of most sales and using online and offline platforms to grow your agency.

The challenge is that neither one of these models are reaching their true performance potential. If you are going to do something, make it awesome. You need to practice Smarketing. Smarketing is something that a growing entrepreneurial agency generally practices but doesn’t know it. Let’s see if you are Smarketing with this quick test:

• When you attend networking events you often check in on social media and post pictures

• Every new business card you obtain goes into a CRM tool for drip email marketing

• You routinely blog about your community and culture of the agency as well as share these items on social media

• Your prospects and clients are connected to you via social media channels

• On a monthly basis you share freemium content created by the agency (freemium content is free value added content that people can receive in exchange for contact information)

• Your brand is likeable, relatable and about the client, not youWhen marketing and sales work together you can drive the highest

results. Smarketing starts by taking into account a true strategy. A great marketing strategy includes the following:

SMARKETING AND WHY YOUR AGENCY NEEDS IT

• Start and End Date• Budget• Goal-Website Visits• Goal-Contacts• Goal-Customers• Email• Calls to Action• Blogs

• Social Media Messages

• Sales Process• Calls: # and time

frame• Email: # and time

frame

PIA CONNECTION | www.pianet.com September 2017 | 17

GOAL OF THE PROCESS:• To utilize our resources effectively and efficiently at every net-

working event so we can:• Obtain at least 4 new business cards per person• Identify 2 workable leads• Close at least 1 piece of new business

REASON THIS PROCESS IS IMPORTANT:GENERAL:

• To make sure our time is spent wisely• To create a seamless process that is efficient on the organizer • To maximize each engagement and generate the highest ROI• To utilize the engagement as opportunity generation both

immediately and post event FOR REPORTING:

• To track ROI and lead generation from each event• To identify events we want to attend in the future• To track sales follow up efforts • To track our ability to hit the goal

FOR MANAGEMENT:• We have a proactive strategy that is powered and tracking

through Insightly (i.e. CRM)FOR THE TEAM:

• A consistent process that is efficient and effective• A clear plan to maximize every opportunity • We can work to remedy any issues prior to renewal

PRE-EVENT PROCESS• Identify the opportunities—ask for a list of attendees• Connect with the contact on LinkedIn, Facebook, Twitter and

add them to MailChimp (i.e. email program)• Connect with the organization on LinkedIn, Facebook, Twitter,

Instagram• Check LinkedIn on who you may know that is a member of the

organization to reach out to them to say a good word• Add the date to your calendar• Write a blog that you will be attending an event and share it on

social media

2 WEEKS PRIOR TO EVENT• Confirm time of the event• Reach out to any people you want to target to let them know

you are attending• Prepare marketing materials (brochures, giveaways, etc.)• Research to see if there are any other prospects in the area you

can book a meeting with • Make sure you have plenty of business cards• Have a hit list of five people you want to meet

DURING EVENT• Work the room • Take cards and write notes on the back of them • Provide a gift for the organizers (Starbucks gift cards, pen and

sticky notes)• Have your business cards handy• Wear something memorable so you easily stick out

POST EVENT• Send a follow up email to the coordinators• Email the people who had requested information

• Add them to LinkedIn, email and or sales systems and Facebook

• Upload the list of attendees• Start follow up sequence • Send information and a small gift to high value targets• Make 3-5 follow up calls to book appointments with targetsYou can see in this strategy how sales and marketing

can come together to yield the highest results! Feel free to view our video on Smarketing to dive deeper into this topic: https://www.agencyperformancepartners.com/blog/ smarketing-training-video/

Also, you can download our Smarketing Infographic to help you get started: https://www.agencyperformancepartners.com/ sales-based-marketing/

Kelly Donahue-Piro, founder and president of Agency Performance Partners, is a no-nonsense effectiveness expert who has helped hundreds of insurance agencies identify and capitalize on sustainable improvement opportunities. Her specialties include agency culture assessment and change; management and supervisory coaching and benchmarking; customer retention strategy development; digital marketing strategy, planning and implementation; and sales plan-ning, management and skill-building. The centerpiece of Agency Performance Partners’ transformational work is its Agency Performance AssessmentTM, a comprehensive survey tool Kelly created to zero in on organization-wide improvement opportunities and provide the foundation for a customized agency action plan.

Kelly is an engaging speaker who is available to conduct in-person and online agency success presentations that complement her firm’s one-on-one on-site and virtual consulting practice. Connect with her on social platforms, via email at kelly@agencyperformancepartners.com or by phone at 401-415-6205.

LIKE THIS ARTICLE? WANT MORE LIKE IT?If so, then you should read all of the marketing tips in past and present issues of the annual PIA Agency Marketing Guide. Read them all at www.PIAAgencyMarketingGuide.com.

PIA wishes to thank the sponsors of the most recent issue of the PIA Agency Marketing Guide: EZLynx, Progressive Insurance and Smart Choice.

PIA’s Agency Marketing Guide is published as part of the PIA Branding Program, PIA’s agency marketing program (www.piabrandingprogram.com). Funding for the PIA Branding Program is provided in part by PIA’s Pinnacle Partners: Bankers Insurance Group, Encompass Insurance, Erie Insurance, Nationwide Independent, Progressive Insurance, State Auto Insurance Companies, The Motorists Insurance Group, and Wright Flood.

Brought to you by these sponsors:

Strategies to Help Your Agency

Grow

PIAAgency Marketing Guide

A product of the PIA Branding Program

Klinger Insurance Groupon receiving the PIA National Excellence in Social Media Award!

Congratulations to

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

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

NIPR is a unique public-private partnership that supports the work of the states and the NAIC in making the producer-licensing process more cost-effective, streamlined and uniform for the benefit of regulators, the insurance industry and the consumers they protect and serve.

816.783.8467 | nipr.com/pia

PIA CONNECTION | www.pianet.com September 2017 | 19

THE 2017 HURRICANE TRIFECTA – EVERYBODY LOSES

Florida landfall on Marco Island on Florida’s southwest coast the same day. Irma then weakened below major hurricane status for the first time in over a week, travelling as a tropical storm up the rest of Florida and through the southeastern United States, los-ing strength before eventually dissipating off the coast of New England.

HURRICANE MARIAThere’s an old song, “They Call the

Wind Maria.” Although the name is pronounced differently, the message is the same. Hurricane Maria, which peaked as a Category 5 storm, had winds that tore apart Puerto Rico.

Maria came ashore in Puerto Rico early Sept. 20 as a powerful Category 4 hurricane with 155 mph winds -- the first Category 4 to hit the island since 1932. The storm wiped out the island’s power grid and dumped 20 to 30 inches of rain in 24 hours, with some areas seeing 40 inches locally.

Puerto Rico’s emergency management agency confirmed that 100 percent of the island had lost power, more than 12,000 people were in shelters, and hospitals were running on generators. A major dam is failing, threatening even more flooding. Meanwhile, telecommunications through-out the island have “collapsed,” according to a spokesman for the Puerto Rico governor’s office, who described the storm as unprec-edented. Puerto Rico narrowly missed landfall by Hurricane Irma two weeks prior.

Jenniffer Gonzalez, Puerto Rico’s resident commissioner who is a nonvoting member of the U.S. House, said that bil-lions of dollars would be needed to repair the damage to Puerto Rico from the recent storms. Hurricane Maria caused an esti-mated $40 billion to $85 billion in insured losses in the Caribbean, with Puerto Rico alone accounting for more than 85% of the loss, according to catastrophe modeler AIR Worldwide.

“Islands in the Caribbean devastated by the storm, and by Hurricane Irma two weeks earlier are in the early stages of what will inevitably be a very lengthy recovery period.  It is abundantly clear that this has been a major catastrophe for the region,” stated AIR. “More than three million people in Puerto Rico, for example, remain without electricity, drinking water, and gas; other essentials are in short supply. Communications are challenging, with 95 percent of cell phone towers reportedly toppled. Many towns have been cut off by landslides, floods, or torrents of muddy water; widespread damage is reported.” 

ADIOS EL NIÑO, HELLO HURRICANES

Warm water in the Eastern and Central Pacific—and the moisture and energy it gives up to the atmosphere—fuels nascent tropical storms, enabling them to develop into hurricanes, according to NASA. There is greater wind shear over the Atlantic Ocean and Caribbean Sea during an El Niño, which inhibits hurricane formation by dissipating the upward motion of heat.

The presence of El Niño in recent years had discouraged hurricane formation. The absence of El Niño in 2017 led to more favorable conditions for the forma-tion of Atlantic hurricanes. As the year progressed, forecasters at NOAA and at Colorado State University increased the predicted number of hurricanes several times. The forecast for storm activity inched up mainly because an El Niño that can dampen Atlantic systems failed to emerge in the Pacific.

“Without an El Niño in the Pacific, wind shear across the Atlantic that can tear apart tropical storms and hurricanes will not be as severe,” said Phil Klotzbach, lead researcher at Colorado State University. “As a result, storms fueled by abnormally warm water in the Atlantic may have more time to develop and strengthen.”

That’s exactly what happened—three times. So far.

Ted Besesparis is senior vice president of communications of PIA National.

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(CONTINUED FROM PAGE 13)

20 | September 2017 www.pianet.com | PIA CONNECTION

BUSINESS-BUILDING TOOLS

✦ PIA BRANDING PROGRAM. Print ads, radio commercials, consumer-oriented flyers and social media support for PIA members. www.piabrandingprogram.com

✦ HARTFORD FLOOD INSURANCE. PIA’s endorsed flood provider since 2004. Dedicated local sales directors and book transfer/rollover team plus great commissions for PIA members. Call (860) 547-5006.

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

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

✦ ROUGH NOTES - ADVANTAGE PLUS. Identifies risk exposures. Provides detailed coverage analysis. PIA member price $600 annually (reg. $700). Call 800-428-4384. Use your PIA member ID# above name on mailing label.

✦ DOCIT FOR AGENTS. Align applicants with the right carrier early in the auto quoting process with DocIT for Agents’ online database of driver violation data.

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

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

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

✦ CONSUMER BROCHURES. Answer your customers’ questions with PIA’s attractive brochures.

INSURANCE PRODUCTS

✦ E&O INSURANCE. With access to admitted and non-admitted markets with differing appetites chances are we can find the coverage and price that’s right for you. www.pianet.com/eando

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

✦ CYBER LIABILITY INSURANCE. Coverage and pricing tailored to small and mid-sized businesses.

✦ INDIVIDUAL AND GROUP INSURANCE PRODUCTS. Basic, voluntary and dependent term life; long/short term disability; AD&D; business overhead expense; and hospital income protection. www.piatrust.com

TOOLS FROM THE PIA PARTNERSHIP, PIA’S COMPANY COUNCIL

✦ SMALL BUSINESS INSURANCE & THE INTERNET—THE VOICE OF THE CL CUSTOMER: Stay ahead of online competition in commercial lines.

✦ CLOSING THE GAP—GROWTH & PROFIT. Plan for growth and profitability. Includes tools for improving retention, sales and account-rounding.

✦ AGENCY TOUCH POINTS—THE VOICE OF THE CUSTOMER. Give personal lines customers what they really want.

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

✦ PERPETUATION CENTRAL. Guidance through the many phases of your agency’s lifecycle.

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

AGENCY MANAGEMENT TOOLS

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

✦ AGENCY PREPAREDNESS AND RECOVERY PLAN. The PIA guide to creating an agency-specific business contingency plan.

✦ EMPLOYEE PROFILING. Hire the right people with skills and personality testing from OMNIA.

✦ PRESCRIPTION DISCOUNTS. Save money on prescriptions not covered by insurance. Available to PIA members and their clients.

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

✦ Free subscriptions to industry publications.

LEGISLATIVE & REGULATORY OUTREACH

✦ GRASSROOTS ALERTS. Send pre-written, fully-editable letters directly to your elected officials. www.piagrassroots.com

✦ PIA FEDERAL LEGISLATIVE SUMMIT. Every spring, PIA members visit Capitol Hill to meet with their elected representatives. www.piafls.com

✦ DISTRICT LOBBYING DAY…CAPITOL HILL IN YOUR BACKYARD. Every August, PIA members meet with Members of Congress in their district offices. www.piadld.com

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

YOUR MEMBER BENEFITS FROM PIA NATIONAL

Learn more about these PIA National member benefits at www.pianet.com.

20 | September 2017 www.pianet.com | PIA CONNECTION

PIA CONNECTION | www.pianet.com September 2017 | 21

PIA Connection Marketplace rates: $95/issue for 10 issues; $120/issue for 5 issues. To learn more and get a contract, or to inquire about display advertising, please contact Alexi Papandon at alexipa@pianet.org or 703-518-1353.

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PIA CONNECTION MARKETPLACE

PIA’S MEMBER-ONLY program with DocIT for Agents is changing the way PIA members quote auto insurance.

DocIT for Agents is an online service that contains violation information on drivers sourced directly from court records (not the MVR). This alternative service can help agents place auto insurance applicants with the right insurance carrier earlier in the quoting process, making for a more efficient process which saves staff time in

your agency. If you are currently pulling MVRs to

better understand auto insurance applicants, you can probably use DocIT for Agents instead (although the selected carrier may ultimately require an MVR in order to bind coverage). These traffic violation reports are available for as little as 75 cents per transac-tion with a monthly subscription.

Join PIA for an informative online demonstration webinar on November 2 at

2:00 p.m. ET to learn how DocIt for Agents can help you reduce the occurrence of rate changes on subsequent quotes and improve your overall customer experience with prospective clients.

To learn more and register for the webinar, visit: www.pianet.com/DocITforAgents.

DocIT for Agents is available exclusively to PIA members and is not available in all states.

LEARN FIRST-HAND HOW DOCIT FOR AGENTS CAN IMPROVE YOUR AUTO QUOTING PROCESS

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22 | September 2017 www.pianet.com | PIA CONNECTION

ALABAMAPIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096PHONE: (770) 921-7585 | FAX: (770) 921-7590e-mail: info@piasouth.com | Web Site: piasouth.com

ARKANSASPIA of Arkansas Inc. 10801 Executive Center Drive, Suite 207, Little Rock, AR 72211PHONE: (501) 225-1645 | FAX: (501) 225-2550e-mail: evp@piaar.com | Web Site: www.piaar.com

CA/NV/AZ/NMPIA Western Alliance, 3205 Northeast 78th St #104, Vancouver, WA 98665PHONE: (888) 246-4466 | FAX: (360) 571-7600e-mail: piawest@piawest.com | Web Site: www.piawest.com

COLORADOPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

CONNECTICUTPIA of Connecticut, P.O. Box 997, Glenmont, NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: pia@pia.org | Web Site: www.pia.org

DELAWAREPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

FLORIDAPIA of Florida, Inc., 1390 Timberlane Road, Tallahassee, FL 32312-1766PHONE: (850) 893-8245 | (800) 277-1171 FL only | FAX: (850) 893-8316e-mail: piafl@piafl.org | Web Site: www.piafl.org

GEORGIAPIA Southern Alliance, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096PHONE: (770) 921-7585 | FAX: (770) 921-7590e-mail: info@piasouth.com | Web Site: piasouth.com

HAWAIIPIA of Hawaii, 1247 Kelewina St. Kailua, HI 96734PHONE: (808) 261-9460 | FAX: (808) 262-5355e-mail: piahi@hawaiiantel.net | Web Site: www.piahawaii.com

ILLINOISPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

INDIANAPIA of Indiana, 50 E. 91 Street Ste. 207 Indianapolis, IN 46240PHONE: (317) 899-9200 | FAX: (317) 493-0408e-mail: info@piaindiana.com | Web Site: www.piaindiana.com

KANSASKansas Association of Professional Insurance Agents216 SW 7th Ave, Topeka, KS 66603PHONE: (785) 232-4143 | FAX: (785) 232-0272e-mail: pia@pia.kscoxmail.com | Web Site: www.kansaspia.org

KENTUCKYPIA of Kentucky, P.O. Box 4205, Frankfort, KY 40604-4205PHONE: (502) 875-3888 | FAX: (502) 227-0839e-mail: clemay@piaky.org | Web Site: www.piaky.org

LOUISIANAPIA of Louisiana Inc. 4021 W. E. Heck Ct., Building K, Baton Rouge, LA 70816PHONE: (225) 766-7770 | (800) 349-3434 LA only | FAX: (225) 766-1601e-mail: jody@piaoflouisiana.com | Web Site: www.piaoflouisiana.com

MAINEMaine Insurance Agents Association 17 Carriage Lane, Hallowell, ME 04347PHONE: (207) 623-1875 | FAX: (207) 626-0275e-mail: lisa@maineagents.net | Web Site: www.meiaa.com

MARYLANDInsurance Agents & Brokers of Maryland 5050 Ritter Rd, Mechanicsburg, PA 17055-0763PHONE: (717) 795-9100 | FAX: (717) 795-8347e-mail: iab@iabforme.com | Web Site: www.iabforme.com

MASSACHUSETTSPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

MICHIGANMichigan PIA, P.O. Box 99579 Troy, Michigan, 48099PHONE: (616) 454-4461 | FAX: (616) 454-4491e-mail: inquiry@mipia.com | Web Site: www.mipia.com

MINNESOTAPIA of Minnesota, 8646 Eagle Creek Circle, Suite 202, Savage, MN 55378PHONE: (866) 694-7070 | FAX: (866) 749-8678e-mail: info@piamn.com | Web Site: www.piamn.com

MISSISSIPPIPIA Southern Alliance, 3805 Crestwood Pkwy. NW, Ste. 140, Duluth, GA 30096PHONE: (770) 921-7585 | FAX: (770) 921-7590e-mail: info@piasouth.com | Web Site: piasouth.com

MISSOURIMissouri Association of Insurance AgentsP.O. Box 1785, Jefferson City, MO 65102-1785PHONE: 573-893-4301 | FAX: 573-893-3708e-mail: lcase@moagent.org | Web Site: www.missouriagent.org

MONTANAPIA Western Alliance, 3205 NE 78th St Ste 104, Vancouver, WA 98665-0697PHONE: (888) 246-4466 | FAX: (360) 571-7600e-mail: piawest@piawest.com | Web Site: www.piawest.com

NEBRASKA/IOWAPIA of Nebraska/Iowa, 920 South 107th Avenue, Suite 305, Omaha, NE 68114PHONE: (402) 392-1611 | FAX: (402) 392-2228e-mail: cathy@pianeia.com | Web Site: www.pianeia.com

NEW HAMPSHIREPIA of New Hampshire, P.O. Box 997, Glenmont NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: pia@pia.org | Web Site: www.pia.org

NEW JERSEYPIA New Jersey, P.O. Box 997, Glenmont NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: pia@pia.org | Web Site: www.pia.org

NEW YORKPIA New York, P.O. Box 997, Glenmont NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: pia@pia.org | Web Site: www.pia.org

NORTH CAROLINAPIANC, PO Box 1387 Davidson, NC 28036PHONE: (704) 534-2338e-mail: jim@pianc.net | Web Site: www.pianc.net

NORTH DAKOTAPIA of North Dakota1211 Memorial Hwy Holiday Park Office #6, Bismarck, ND 58504-5213PHONE: (701) 223-5025 | (800) 733-1050 ND&MN onlyFAX: (701) 223-9456 | e-mail: info@piand.comWeb Site: www.piand.com

OHIOOhio Insurance Agents Association, Inc., 600 Cross Pointe Road, Gahanna, OH 43230PHONE: (614) 552-8000 | (800) 555-1742 | FAX: (614) 552-0115e-mail: OIA@ohioinsuranceagents.com | Web Site: www.ohioinsuranceagents.com

OKLAHOMAPHONE: 703-836-9340 | FAX: 703-836-1279e-mail: membership@pianet.org | Web Site: www.pianet.org

OREGON/IDAHOPIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665PHONE: (888) 246-4466 | FAX: (360) 571-7600e-mail: piawest@piawest.com | Web Site: www.piawest.com

PENNSYLVANIAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

PUERTO RICO & CARIBBEANPIA of Puerto Rico and the Caribbean IncKOI Building, Urb. Muñoz Rivera, Acuarela Street, 3A, Office G – 10,Guaynabo, PR 00969PHONE: (787) 792-7849 | FAX: (787) 792-4745e-mail: administration@piaofpr.org | Web Site: www.piaofpr.org

RHODE ISLANDPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

SOUTH CAROLINAPIA of South Carolina, PO Box 21367, Columbia, SC 29221-1367PHONE: (803) 772-0557 | (888) 742-6372 | FAX: (803) 772-0846e-mail: PIASC@piasc.net | Web Site: www.piasc.net

SOUTH DAKOTAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

TENNESSEEPIA of Tennessee Inc 504 Autumn Springs Court Suite A-2, Franklin, TN 37067PHONE: (615) 771-1177 | FAX: (615) 771-3456e-mail: piatn@piatn.com | Web Site: www.piatn.com

TEXASPIA of Texas PO Box 700877, Dallas, TX 75370PHONE: (972) 862-3333 | FAX: (972) 307-7888e-mail: vicki@piatx.org | Web Site: www.piatx.org

UTAHUtah Association of Independent Insurance Agents4885 S. 900 E., Suite 302, Salt Lake City, UT 84117PHONE: (801) 269-1200 | FAX: (801) 269-1265e-mail: cheryllyman@uaiia.org | Web Site: www.uaiia.org

VERMONTPIA of VermontP.O. Box 997, Glenmont NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: pia@pia.org | Web Site: www.pia.org

VIRGINIA/DCPIA Assn of Virginia & DC 8751 Park Central Dr., Ste 140, Richmond, VA 23227PHONE: (804) 264-2582 | FAX: (804) 266-1075e-mail: kevin@piavadc.com | Web Site: www.piavadc.com

WASHINGTON/ALASKAPIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665PHONE: (360) 571-7100 | FAX: (360) 571-7600e-mail: piawest@piawest.com | Web Site: www.piawest.com

WEST VIRGINIAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: membership@pianet.org | Web Site: www.pianet.com

WISCONSINPIA of Wisconsin, Inc., 6401 Odana Road, Madison, WI 53719-1126PHONE: (608) 274-8188 | (800) 261-7429 | FAX: (608) 274-8195e-mail: rvonhaden@piaw.org | Web Site: www.piaw.org

WYOMINGAssoc. of Wyoming Ins. Agents, 197 Pine Haven Road, Pine Haven, WY 82721PHONE: (307) 201-4801 | FAX: (775) 796-3122e-mail: awia@vcn.com | Web Site: www.awia.com

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