EDUCATIO N REGISTER ONLINE HERE A ggressive competition, consumer demand for more professionalism and competence, the impact of technology, and the increasing complexity of insurance products make education a key component of any professional agent's success. PIA Association for Nebraska & Iowa provides a variety of continuing education and professional development programs throughout the calendar year. Benefits of PIA's Exceptional Education Programs Greater knowledge, confidence and image Increased sales and renewals Decreased exposure to E&O Better-trained staff on your frontline PIA also offers ethics courses that will meet your continuing education requirement and may earn a discount on your E&O insurance. Utica Policy Holders Professional Training & Development of Your Staff Earn a 5% Credit if 60% or more of the agency staff achieve recognized designations, including CIC, CISR, CPIA, ACSR, and CPCU. Find out more ways to earn credits toward your Utica E&O premium!

Your Bridge to Deeper Trust, Stronger Relationships, & Better Outcomes Register Online Take Your Credibility to the Next Level. The Trusted Risk Advisor™ Certification Program from Beyond Insurance gives agents and brokers an enterprise risk management skill-set through a logical, disciplined, and results-oriented framework. While participating agents and brokers may enter the program with a proven track record of success, the TRA empowers them to sharpen arrows in their quiver, confirm that they have a "growth mindset," and consider additional tools and tactics to significantly improve performance. Immersive, cohort-based microlearning modules facilitated by subject experts Collaborate with peers, experts, and coaches in an online environment Earn the Trusted Risk Advisor™ designation in four months—no tests or annual update And all of this is at a discounted rate, courtesy of your PIA membership. The Trusted Risk Advisor™ Certification is comprised of four online courses, which range from 30-45 minutes per day. Watch Video View Brochure Benefits You’ll garner a distinguished brand and competitive advantage through formal training in consultative, diagnostic sales, and risk-advisory skills from top-tier coaches. Certification gives you established credibility in successfully identifying, analyzing, and mitigating risks and exposures on your clients’ behalf. Your clients will trust you to reduce the frequency and severity of claims—regardless of market conditions. Use of the Trusted Risk Advisor™ mark—articulate that you are skilled at reducing claim frequency and severity. Course Information To earn the TRA certification, you must complete the TRA 1-4 courses in order, within 18 months. Each course ranges from 30 to 45 minutes per day, over the span of two weeks, with a live webinar review to close out the course. Access the course anywhere, any time, on any device. Daily assignments don't have to be completed in one sitting - complete activities when it works for you! Interact online with a community of peers and experts in robust discussion groups Enhance your learning through expert videos, case studies, articles, and thought-provoking exercises Once the TRA is earned, the only requirement for maintaining the certification is to hold a current insurance license. Please note: to earn this certification, agents and brokers must complete all four sessions entirely. Trusted Risk Advisor Courses TRA Course #1: Goodbye, Agent & Broker. Hello Trusted Risk Advisor Clarify your WHY and shape your unique value proposition Discover Your Why...Your Purpose for Existence Your Path to Trusted Risk Advisor Status Differentiation, Commoditization, and the Traps Developing a Unique Message - Your TRA Value Proposition Risk, Risk Management, and the TRA Decision Matrix TRA Course #2: The Art and Science of Discovery... Leading to Strategy Use the I³ System to connect issues, implications, and interventions The I³ System The Five Stages in the Initial Prospect Interview Walk Away Power The Employee Interview...a Strategy to Position You as the Undercover Boss! Case Study: Hospitality Industry The TRA Prospect Trigger...Emotion Active Listening The Prospect Qualification Filter TRA Course #3: The Risk Advisor... Moving Away from the Transactional Sales Master negotiation, research, and executive-level conversation The Underwriter's Response to the TRA Process The Art of Negotiation Prospect Research Evaluation Program (PREP) Filling the Prospect Pipeline The World of the CFO TRA Course #4: Creating a Differentiated Customer Experience Journey Through the TRA Process Design experiences that build trust and loyalty that lasts The Customer Experience Journey Monitoring Risk and Risk Management within the TRA Framework Building Relationships that Last Creativity and Innovation...the One-Two Punch of the TRA The Art of Goal-Setting Living Each Day as a Servant Leader!

< Back The Profile Package The Profile Package—Save $20 when you buy all three! When you need in-depth studies that set the standard for agency productivity, producer compensation and responsibilities, and experienced service professionals, these three volumes belong in every agency... Previous Next

CONTACT YOUR STATE REPRESENTATIVE TO BECOME A MEMBER PIA National 419 North Lee Street Alexandria, Virginia 22314 Phone: (703) 836-9340 E Mail: Web Site: www.pianet.com Alabama Jerry W. Duke 3805 Crestwood Pkwy NW, Suite 140 Duluth, GA 30096 Phone: (770) 921-7585E Mail: info@piasouth.com Web Site: www. piasouth.com Alaska Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (888) 246-4466 Fax: (360) 571-7600 E Mail: kimlegato@piawest.com Web Site: www.piawest.com Arizona Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (888) 246-4466 Mail: kimlegato@piawest.com Web Site: www.piawest.com Arkansas Staci Shearon 102 Country Club Parkway, Ste. 201 Maumelle, AR 72113 Phone: (501) 225-1645 E Mail: staci@piaar.com Web Site: www.piaar.com California Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (703) 518-1382 Mail: kimlegato@piawest.com Web Site: www.piawest.com Colorado Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.pianational.org Connecticut Jeff Parmenter 25 Chamberlain St Glenmont, NY 12077-0997 Phone: (800) 424-4244 E Mail: pia@pia.org Web Site: www.pia.org District of Columbia Sheryl Chasse 1059 Technology Park Dr Glen Allen, VA 23059 Phone: (804) 264-2582 E Mail: sheryl@piavadc.com Web Site: www.piavadc.com Florida Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.piafl.org Georgia Jerry W. Duke 3805 Crestwood Pkwy NW, Suite 140 Duluth, GA 30096 Phone: (770) 921-7585 E Mail: info@piasouth.com Web Site: www.piasouth.com Hawaii Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (703) 518-1382 Mail: kimlegato@piawest.com Web Site: www.piawest.com Illinois Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Indiana Libby Gardner 50 E. 91st Street, Suite 207 Indianapolis, IN 46240 Phone: (317) 899-9200 E Mail: Libby@PIAIndiana.com Web Site: www.piaindiana.com/ Kansas Robbi Langton PO Box 1241 Manhattan, KS 66505 Phone: (785) 232-4143 E Mail: Office@kansaspia.org Web Site: www.kansaspia.org Kentucky Matt Niehaus 107 Consumer Lane Frankfort, KY 40601 Phone: (502) 875-3888 E Mail: Matt@piaky.org Web Site: www.piaky.org Louisiana Jody Boudreaux 4021 W. E. Heck Ct., Building K Baton Rouge, LA 70816 Phone: (225) 766-7770E Mail: info@piaoflouisiana.com Web Site: www.piaoflouisiana.com Maine Lisa Veregge 17 Carriage Lane Hallowell, ME 04347 Phone: (207) 6231875 E Mail: isa@maineagents.net Web Site: www.maineagents.com Maryland PO Box 2023 Mechanicsburg, PA 17055 Phone: (717) 795-9100 Fax: (717) 795-8347 E Mail: rickr@iabgroup.com Web Site: www.piapmd.com Massachusetts Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.pianational.org Michigan Lynn Szefi PO Box 99579 Troy, MI 48099 Phone: (616) 454-4461 E Mail: lszefi@mipia.com Web Site: www.mipia.com Minnesota Gregory Sather 8646 Eagle Creek Circle, Suite 202 Savage, MN 55378-1571 Phone: (866) 694-7070 Fax: (800) 546-3428 E Mail: info@piamn.com Web Site: www.piamn.com Mississippi Jerry W. Duke 3805 Crestwood Pkwy NW, Suite 140 Duluth, GA 30096 Phone: (770) 921-7585E Mail: info@piasouth.com Web Site: www. piasouth.com Missouri Mathew Barton 3315 Emerald Lane Jefferson City, MO 65109-6878 Phone: (573) 893-4301 E Mail: maia@moagent.org Web Site: www.missouriagent.org Montana Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (703) 518-1382 Mail: kimlegato@piawest.com Web Site: www.piawest.com Nebraska/Iowa Cathy Klasi 11932 Arbor Street, Ste. 100 Omaha, NE 68144 Phone: (402) 392-1611 Fax: (402) 392-2228 E Mail: cathy@pianeia.com Web Site: www.pianeia.com Nevada Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (703) 518-1382 Mail: kimlegato@piawest.com Web Site: www.piawest.com New Hampshire Jeff Parmenter 25 Chamberlain St Glenmont, NY 12077-0997 Phone: (800) 424-4244 E Mail: pia@pia.org Web Site: www.pia.org New Jersey Jeff Parmenter 25 Chamberlain St Glenmont, NY 12077-0997 Phone: (800) 424-4244 E Mail: pia@pia.org Web Site: www.pia.org New Mexico Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (703) 518-1382 Mail: kimlegato@piawest.com Web Site: www.piawest.com New York Jeff Parmenter 25 Chamberlain St Glenmont, NY 12077-0997 Phone: (800) 424-4244 E Mail: pia@pia.org Web Site: www.pia.org North Carolina Sheryl Chasse1059 Technology Park Dr Glen Allen, VA 23059 Phone: (804) 264-2582 E Mail: sheryl@piavadc.com Web Site: www.piavadc.com North Dakota Steve Becher 827 28th Street South, Suite C-2 Fargo, ND 58103 Phone: (701) 936-6766 E Mail: steve@piand.com Ohio Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.pianational.org Oklahoma Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.pianational.org Oregon/Idaho Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (888) 246-4466 Mail: kimlegato@piawest.com Web Site: www.piawest.com Puerto Rico & the Caribbean Ariel Rivera PO Box 192389 San Juan, PR 00919-2389 Phone: (787) 792-7849 Fax: (787) 792-4745 E Mail: piapuertorico@pianational.org Web Site: www.piapuertorico.org South Carolina Tom Ellis PO Box 6167 Columbia, SC 29260 Phone: (803) 772-0557 E Mail: tom@piasc.net Web Site: www.piasc.com South Dakota Steve Becher 827 28th Street South, Suite C-2 Fargo, ND 58103 Phone: (701) 936-6766 Fax: (701) 223-9456 E Mail: steve@piand.com Tennessee Sue Grosskopf 504 Autumn Springs Court Suite A-2 Franklin, TN 37067 Phone: (615) 771-1177 E Mail: sue@piatn.com Web Site: www.piatn.com Texas Vicki Reece PO Box 700877 Dallas, TX 75370 Phone: (972) 862-3333 E Mail: vicki@piatx.org Web Site: www.piatx.org Utah Matt Child 4885 S 900 E #302 Salt Lake City, UT 84117 Phone: (801) 269-1200 E Mail: mattchild@uaiia.org Vermont Jeff Parmenter 25 Chamberlain St Glenmont, NY 12077-0997 Phone: (800) 424-4244 E Mail: pia@pia.org Web Site: www.pia.org Virginia, D.C. Dist. of Colombia Sheryl Chasse 1059 Technology Park Dr Glen Allen, VA 23059 Phone: (804) 264-2582 E Mail: sheryl@piavadc.com Web Site: www.piavadc.com Washington Kim Legato 3205 NE 78th St., Ste. 104 Vancouver, WA 98665 Phone: (888) 246-4466 Mail: kimlegato@piawest.com Web Site: www.piawest.com West Virginia PIA National 400 N Washington St Alexandria, VA 22314 Phone: (703) 836-9340 Fax: (703) 836-1279 E Mail: ellenbo@pianet.org Web Site: www.pianet.com Wisconsin Pete Hanson 725 Heartland Trail Ste. 108 Madison, WI 53717 Phone: (608) 274-8188 E Mail: phanson@piaw.org Web Site: www.piaw.org Wyoming Dana Anaman 419 N Lee Street Alexandria, VA 22314 Phone: (800) 424-4244 E Mail: danaman@pianational.org Web Site: www.pianational.org

ANNOUNCEMENTS TYSON JORDENING INSTALLED AS PRESIDENT OF PROFESSIONAL INSURANCE AGENTS OF NEBRASKA AND IOWA Professional Insurance Agents of Nebraska and Iowa (PIA of NE/IA) is pleased to announce the recent installation of our 2020-2021 Officers and Board of Directors led by President Tyson Jordening of GTA Insurance Group in Blue Hill, NE. Other officers installed were President-Elect Josh Marshall, CIC of Grinnell Mutual in Lincoln, NE, Treasurer Tyler Lichty of Suhr & Lichty Insurance in Seward, NE and Immediate Past President, R.J. Gall, CIC, CPIA of Agri-City in Norfolk, NE. Board of Directors include: Steven Alder, CIC, of INSPRO in O'Neill, NE, Robyn Geiser, CPIA of Arnold Insurance in Cozad, NE, Amy Kotas, CIC, CPIA, CPSR of Loup City, NE, and Patrick Wehling, CIC, CPIA of Wehling Insurance Agency in Nebraska City, NE. Mark Suhr, CIC of Suhr & Lichty in Seward, NE continues to serve as a PIA National Director. President's Welcome Date: 10/30/2020 To: Members of Professional Insurance Agents of NE & IA From: Tyson Jordening, PIA of NE/IA President, 2020-2021 Thank you for the confidence you have instilled in me as your President of Professional Insurance Agents of Nebraska and Iowa for the 2020-2021 term. After being on the PIA board for many years, it is clear to me that Nebraska and Iowa have a great group of independent agents who are passionate about our industry. The most important asset any organization can have are its members. The members of PIA are some of the finest insurance industry professionals who continue to collaborate to enhance the quality and viability of our industry. I would encourage you to get involved in PIA through your participation in events, CE courses, committees, and convention. Although Covid-19 has made our networking events much more challenging, we encourage you to continue to be involved. Encourage other agents you know to join PIA. Younger agents, especially, need to be involved & active in the association to help perpetuate the industry for many generations to come. The PIA continues to be "your voice" and advocate for you in Washington & also at the state level. I'm glad I made the decision to be an active member of PIA. The people I've met by being involved has been the best choice yet as an insurance professional. I've grown as an individual on the educational side as well, not only through the many education courses offered by PIA of NE/IA, but from my peers that have been faced with many of the same challenges that we deal with day-to-day in insurance. Knowledge is key and vital to being a professional insurance agent. Please let us know at PIA of NE/IA how we can help you in the growth and prosperity of your agency. Hope to see you soon at a PIA event! Sincerely, Tyson Jordening GTA Insurance Group Blue Hill, NE tysonj@gtagroup.com Tyson Jordening is a 2011 Hastings College graduate. He has nearly 10 years of insurance experience and understanding and is employed as a Location Manager/Shareholder with GTA Insurance Group, managing their Blue Hill, NE location. Tyson currently serves on the PIA Board of Directors and is the President of the Blue Hill Community Foundation. In his free time, he enjoys the outdoors, playing and watching sporting events, and spending time with his family. Tyson resides in Blue Hill with his wife, Nikki, daughter, Rykan, and two sons, Beckham and Brooks. READ Full Press Release HERE . Date: 6/29/2020 To: Members of Professional Insurance Agents of NE & IA From: R.J. Gall, PIA of NE/IA President, 2019-2020 Today in a ZOOM meeting we installed our new PIA of NE/IA Officers for the 2020-2021 year. Please help us thank and congratulate our outgoing President, RJ Gall of Agri-City. RJ would like to convey his thanks to PIA members as well. "Serving as your 2019-2020 President of Professional Insurance Agents of NE & IA has been a pleasure and a privilege. Although we never dreamed at the start of my Presidency in June of 2019 the types of challenges we now face today, we are steadily getting through it and rising to the challenge. Your association is still working strong behind the scenes to ensure you have the resources and education you need as an Independent insurance agent. I will now serve as immediate Past President of PIA NE/IA for the 2020-2021 year and will continue to support PIA. I am pleased to pass the torch into the very capable hands of Tyson Jordening as your new President, along with all of our officers and Board of Directors of PIA." Date: April 9, 2020 To: Members of Professional Insurance Agents of NE & IA From: R.J. Gall, PIA of NE/IA President, 2019-2020 These past few weeks have been a trying time on all of us. The progressively serious situation of COVID-19 has impacted every part of our lives, including our opportunities to learn and grow as an association of Insurance agents in Nebraska and Iowa. On behalf of the Board of Directors of Professional Insurance Agents (PIA) of Nebraska and Iowa we have made the difficult decision to cancel our annual convention and the accompanying golf outing for June 3rd & 4th of 2020 that was to be held in Lincoln, NE. The health and safety of our members and key partners to our association is always foremost in our mind. This decision was particularly difficult as 2020 marked our 70th year as an Association for Insurance Agents in Nebraska and Iowa. For 70 years, PIA has served the local agent who has served Main Street America. Now, more than ever before, we are critically needed in our community as leaders and supporters for their needs. Despite the cancellation of our convention we still have multiple opportunities for you to learn with your peers and make important connections. Please take advantage of the following events for our PIA of NE/IA members and partners: Free Webinars for Members Only on June 4th and August 5th – Approved by Utica for Loss Control Discount and 3 Ethics CE hours! Scholarship Golf Outing on Sept 10th in Ashland, NE – Support our scholarship fund for youth entering the insurance industry Farm Seminar on Oct. 20th in Columbus NE – Registration opening on May 1, 2020 Some other benefits as members you should be aware of: PIA’s Market Access – access up to 50 carriers all while retaining your book of business PIA’s Direct Marketing Vault – gain new clients through traditional and digital advertising Hartford Flood Insurance – Easy enrollment & PIA member commissions regardless of volume. Winning @ Talent – NEW – Your guide to hiring, motivating and retaining the best talent Cyber Liability Insurance – PIA members may sell and/or purchase your own Cyber Insurance AVAST eForms Tool – Quickly prepare ACORD specific forms to get to market faster E&O Insurance – Competitive pricing to limit your exposure More Member Benefits Finally, PIA is your advocate at the state level and on Capitol Hill. We have your best interest at heart for all thing’s government related. Please take a moment to read how PIA National is actively involved in the efforts to provide emergency support for employees and business during the Coronavirus pandemic. Don’t forget to proudly display the PIA logo on your website, letterhead, and business cards to show your clients that YOU are a PROFESSIONAL INSURANCE AGENT who abides by the ethics and protocols your clients deserve and expect. As always, we wish you good health as we navigate through our new normal of living with this pervasive virus in our midst. Sincerely, R.J. Gall, CIC PIA of NE/IA President 2019-2020 Agri-City Insurance

PIA Insurance Trust/ PIA Services Group Insurance Fund What is the Trust? The PIA Services Group Insurance Fund was established in 1969 by the PIA Services, Inc. and is commonly known as the PIA Trust . The Trust is an independent entity designated with the responsibility of providing insurance benefits to the members of the National Association of Professional Insurance Agents. Trustees are volunteers appointed for three-year terms by the PIA Services, Inc. However, they are responsible to the participants within the Trust. The Trustees are independent agents, members of PIA National and have a working knowledge and experience in the field of accident, health and disability products, both individual and groups. The Trustees elect their own officers, chairman, vice chairman and treasurer. The income generated by the sales to the members of the PIA National is used for the benefit of the participants of the Trust. The intent and goal is to offer products to PIA members at rates not available on the open market and provide products unlike those offered in the open market. The Trust has one full time paid employee, a Trust Manager. Email: info@piatrust.com | Phone: 1-800-336-4759 | Fax: 913-652-7599 The PIA Group Trust offers: Term Life Insurance Short Term Disability Long Term Disability Hospital Income Business Overhead Expense Accidental Death & Dismemberment Protect Your Family's Financial Future Help build and protect your family's financial future with PIA's group insurance plans. As a PIA member, you can choose from several high quality, competitively priced insurance plans to help protect you, your employees and families. Customize your protection to best suit your needs. Employees are eligible to apply for all plans (except Basic Life), even without their employer's participation! More Information PIA Trust Insurance Plans (800) 336-4759 www.piatrust.com Frequently Asked Questions Must I be a Member of the National Association of Professional Insurance Agents to participate in a Trust insurance plan? The Trust plans require that at least one individual in the Agency maintain a current membership status in the National Association of Professional Insurance Agents for continued coverage eligibility. What types of insurance plans are available? The Trust offers Long Term Disability Income, Short Term Disability, Business Overhead Expense, Accidental Death & Dismemberment and Hospital Income and various Term Life Plans (see question # 5). Who may apply for coverage in the Trust plans? Members and their employees may apply for coverage in all plans. Employees may apply irrespective of whether their employer participates in the plan or contributes to the cost of the coverage with the exception of the Basic Term Life Plan. The guaranteed issue Basic Term Life Plan requires that 100% of all eligible individuals in a Member Agency participate and the employer must pay 100% of the premium. Does the Trust offer a Term Life Insurance Plan for my agency? Yes, the Trust offers three Group Term Life insurance plans. *The Basic Group Term Life Plan is available to members and their employees. All eligible employees must participate and the employer must pay 100% of the premium. Eligible members and employees will be insured for a level benefit based on their occupation classification as follows: - $50,000 for Owners, Partners, Officers and Agency Managers - $30,000 for Agents, Brokers and Licensed Employees - $20,000 for all other positions Medical underwriting is not required for eligible applicants enrolling in the Basic Term Life Plan. *Under the Voluntary Term Life Plan, members and employees may purchase Group Term Life Insurance in amounts up to $300,000. Participation in the Basic Group Term Life Plan is not required. This plan is medically underwritten. *The Dependent Life Insurance Plan is available for members and employees to insure their spouse (up to $100,000) and children in the amount of $3,000. The member/employee must be insured in the Life plan to apply for Dependent coverage. How many hours per week must I work in order to be eligible for coverage in the Trust plans? The Trust’s Long Term Disability plan requires that the individual work at least 30 hours per week and be continuously employed for one month to be eligible for participation. The Short Term Disability, Basic and Voluntary Life, Hospital Income and Accidental Death & Dismemberment plans require that the individual work at least 20 hours per week and be continuously employed for one month to be eligible for participation in these plans. Is underwriting approval required for acceptance into a Trust plan? Depending upon the plan for which you apply, medical underwriting will be required and coverage may be denied. Medical underwriting is not required for the Guaranteed Issue Basic Term Life, Hospital Income and Accidental Death & Dismemberment Plans. The Long Term Disability is also not medically underwritten but is subject to a pre-existing condition limitation. Contact the Plan Administrator at 800-336-4759 for plan specific information. How often will my premium rate change? Assuming that your coverage and benefit amounts do not change, your premium rate will change in five-year age increments with the exception of the Accidental Death & Dismemberment Plan. The premium rate for the AD&D Plan will not change until the insured has attained age 70. The insurer reserves the right to adjust the premium rates on any plan’s policy renewal date. Participants will be provided with 30 days notice prior to a rate change. At what age will my benefits start to reduce and by how much will they reduce? The age at which benefits start to reduce and by how much varies from plan to plan. Contact the Plan Administrator at 800-336-4759 for plan specific information. Who administers the Trust Plans? Lockton Risk Services (LRS) is the Plan Administrator for the PIA Services Group Insurance Fund plans. Their focus is specifically for the purpose of providing program administration services. Please call 800-336-4759 for questions about the PIA Services Group Insurance Fund plans. Fax number: 913-652-7599 Email: info@piatrust.com Lockton Risk Services PO Box 410679, Kansas City, MO 64141-0679. Please call 800-336-4759 for questions about the PIA Services Group Insurance Fund plans. Fax number: 913-652-7599 Email: info@piatrust.com Lockton Risk Services PO Box 410679, Kansas City, MO 64141-0679.

Officers This information is provided for the express use of members of PIA Association for Nebraska & Iowa for their ease of contacting our PIA leadership. Providing this information is in no way meant to be construed as permission for its use by anyone not expressly authorized by PIA Association for Nebraska & Iowa. President Jon W. Sostad Insurance Connection Kearney, NE Immediate Past President Josh Marshall, CIC, CPCU, ARM Grinnell Mutual Lincoln, NE Treasurer Tyler Lichty Suhr & Lichty Insurance Agency Seward, NE PIA National Asst. Treasurer & National Director Mark Suhr, CIC, CPIA Suhr & Lichty Insurance Agency Seward, NE Board of Directors Steven Alder, CIC, SCLA INSPRO, Inc. Atkins, NE Britney Davis First State Ins. Agency Lincoln, NE Sara Buchholz, CPIA, CISR Arnold Financial Services Arnold, NE RJ Gall, CIC Agri-City Insurance Agency Norfolk, NE

< Back Risk Management Essentials Risk Management Essentials is a comprehensive guide that discusses the basics of risk management. This guide covers a wide breadth of information to form the fundamental understanding of risk management principles and issues... Available in E-Book! Previous Next

PROFESSIONAL INSURANCE AGENTS OF NEBRASKA & IOWA Local Agents Serving Main Street America PIA Association for Nebraska and Iowa is committed to focusing its resources in ways that cast the most favorable light on its constituents. We are dedicated to providing the type of programs, the level of advocacy, and the dissemination of information that best supports the perpetuation and prosperity of our members. We pledge to always conduct ourselves in a manner that enhances the public image of PIA and adds real value to our members. Learn More Classes & Events Calendar SCIC Login Five Star We thank our Sponsor Members for their support! CRDN IAT Specialty Insurance Marketplace Midlands Claims Service Paul Davis Restoration - Lincoln Paul Davis Restoration - Omaha Service Master of Sarpy (SOS) New for 2022! CPIA Advanced Seminar Register Now The Professional Insurance Agent's source for E&O Insurance Today, over 11,000 agents and brokers recognize Utica Mutual's program for the quality that it is. Utica Mutual views Errors and Omissions as a business partnership with agent/broker-policyholders. Utica Mutual cares about their customers and pledges to provide exceptional customer service in the industry. Get an Estimate Read More Education Take a look at the training and certifications we offer. View Your Options Check out the PIA Magazine This Month's Issue Archives

E&O Loss Control Stand-Alone Policy Or Endorsement? 2/14/2011 By Curtis M. Pearsall, CPIA, CPCU, AIAF As Spring hopefully approaches (even in Utica), many of your customers are going to be stopping in to have you insure their toys, whether new or old. Whether that toy is an ATV, boat or a camper, insurance is needed for both liability and physical damage. Question for the agency personnel - when one of your customers stops in for insurance, are you going to add the exposure to the auto or homeowners policy (based on the exposure) or are you going to recommend a separate policy? In probably all circumstances, there is a premium differential and in some cases the difference may be substantial. The fact that there is a premium difference should imply that there is probably (yes there is) a significant difference in the coverage being afforded based on which approach you pursue. Thus, let's take a minute and look at some of the differences. The differences may vary based on the carrier used so a comparison involving your markets is needed. Take an ATV exposure. These would either be covered by a separate policy or by the homeowners policy. In virtually all of the areas, liability or physical damage, a separate policy is broader. In the case of liability, you can buy what limit you want on a separate policy however when the ATV is insured on the homeowners policy, the homeowners limit will apply. Also, the scope of coverage is broader as the separate policy covers for recreational use on or away from the insured's residence while the endorsement in many cases only covers losses if the ATV is used solely to service the insured's residence. Injuries do occur on ATV's so the issue of Med Pay needs to be factored in. On a separate policy, limits are available, normally up to $10,000 while on the homeowners policy, it is the limit on the homeowners policy and once again, only at the insured's residence. Uninsured/Underinsured Motorist coverage is available on a separate policy; it is not part of a homeowners form. Coverage for customization of the ATV is also broader on a separate policy. Now that we have covered a common land exposure, let's turn to the water. Is there a big difference between a separate policy and an endorsement to the homeowners policy? Homeowners policies have limitations on size and horsepower (normally 26' in length and 25 horsepower). Stand alone policies are written based on the actual exposure so a watercraft 50' in length with a 500 horsepower single engine, valued at $250,000, is definitely more appropriately insured on a separate policy. Med Pay is afforded on a separate policy while most homeowners do not cover Med Pay. Separate policies offer more options for the valuation for physical damage (homeowners policies are usually only available on an ACV basis). Also, separate coverages such as fuel spill liability, wreckage removal, roadside assistance, and on water towing are not part of too many, if any at all, homeowners policies. So with watercraft, as with the ATV, while separate policies carry a higher premium, the coverage is much, much broader. From an E&O perspective, do I suggest that the separate policy? Definitely! For the 16 years that I have been involved in the E&O program, the # 1 cause of claims is Failure to provide the proper coverage. So what would happen if you insured a boat for one of your customers on a homeowners policy and they had a fuel spill loss? When the homeowners carrier denies the claim, there is the potential that your customer would bring some type of action against your agency for Failure to provide the proper coverage. Having said that, I will also tell you that if you advise your customer of the significant differences between a separate policy and an endorsement and they select the endorsement, that may be okay on one condition. That not only did you document that you explained the differences but you also get them to sign a statement for your file that the differences were explained. If you don't do that, you have a potential E&O nightmare on your hands. The summer is a season to he enjoyed. Let's make it enjoyable by doing the right thing for your customers and your agency.

Reading Material Zoom In On Sales: Target Marketing, Prospecting, and Sales Centers Zoom In On Sales focuses in how agencies are using sales centers. Agency sales centers are a way to generate new business sales by having an organized approach to generate leads for the producers... Call PIA office for material Insurance Essentials Property and Casualty Insurance Essentials is a comprehensive guide that teaches the basics of property and casualty insurance. This guide supplies you with basic knowledge, yet it covers a wide breadth of information... Available in E-Book! Call PIA office for material Growth & Performance Standards The Growth & Performance Standards study provides benchmarks for comparing independent agency performance. Independent insurance agency owners use the results to compare their agency's performance against their agency peer group... Call PIA office for material Dynamics Package The Dynamics Package—Save $20 when you buy both! When you need practical sales reinforcement or just need to brush up on what you learned in your Dynamics of Selling course, we have the package for you. This package will help you refresh, review, and reinforce your selling skills... Call PIA office for material Dynamics of Selling: The Diagnostic Appointment (DVD) Dynamics of Selling: The Diagnostic Appointment (DVD) was designed to help you implement the training you received while attending the Dynamics of Selling program. The DVD is a great sales-meeting and producer coaching tool... Call PIA office for material Understanding the Wholesale Insurance Market This study provides a better understanding of the additional facilities and/or markets available to the retail agent through the wholesale agent or broker. Managing general agents, excess and surplus market, surplus lines broker... Call PIA office for material The Profile Package The Profile Package—Save $20 when you buy all three! When you need in-depth studies that set the standard for agency productivity, producer compensation and responsibilities, and experienced service professionals, these three volumes belong in every agency... Call PIA office for material The Paperless Agency: Transformation through Innovation The Paperless Agency: Transformation through Innovation helps agencies that are just beginning to embrace imaging technology as well as agencies that are more experienced and technology savvy, with a need to fine tune their agency... Call PIA office for material The Essentials Package The Essentials Series Package—Save $20 when you buy all three! When you need specific and practical information about exposures, exclusions, and coverages, there’s an Academy publication in this series that will give it to you—clearly, definitively, and in the most applicable manner... Call PIA office for material Street Smart Selling: Beliefs, Strategies, and Management Ideas of Successful Insurance Professionals Street Smart Selling helps producers improve their sales results with practical sales tips and strategies. The author, Edwin L. Lamont, CIC, CRM, used his years of experience and know-how to produce a book that presents advanced sales topics... Call PIA office for material 3 Page 1

E&O Loss Control Agency Automation: Friend or Foe? 2/14/2011 By Curtis M. Pearsall, CPIA, CPCU, AIAF Most agency owners and staff would agree that advances in automation have greatly increased our dependence on technology. The benefits of automation are easily identified, however, with increased efficiency at the top of the list. But has automation increased or decreased E&O exposures in your office? This is definitely a hot topic among our 11,000-plus agent- customers and the answer is not a simple one. In order to help you gauge the impact of automation on your agency, I will devote the next six or so installments to this issue and how it impacts your risk exposure. Overall, most carriers that interface with their agent-customers require you to sign an online Terms of Use agreement, which is similar in nature to paper contracts. As with any contract, whether electronic or paper, the Terms of Use agreement should be carefully reviewed by agency management and, if need be, by legal counsel before signing. A few items contained in most agreements that you must comply with are: hold harmless provisions use of information from the carrier's website may not be copied, reproduced, etc., without the permission of the carrier retention of records in the event of termination of the agreement retention of signed documents and by whom One of the more common types of agency automation is a process known as download, which takes place when a company sends data to you electronically. In many respects, download replaces what is fast becoming the antiquated system of mailing hard-copy documents. Download is used more predominately in personal lines, but there is no doubt that its use with commercial files, as well as billing and loss information, is rapidly increasing. A download file is typically sent each night to the agent's mailbox. In order to ensure that you are dealing with accurate data when communicating with your customers, be sure to accept downloads on a daily basis, preferably first thing in the morning. Doing so will minimize, if not eliminate, any E&O claims resulting from inaccurate data. Typically, the carrier will provide a transaction listing of those items that have been modified, or you can review the download listing in your system. This will make it easier to know which endorsement requests have been handled and which ones you should retain on diary. With this new technology, it is recommended that one member of your staff assume responsibility for managing the nightly data downloads from carriers. Don't forget to designate a backup person, however, who can take over this responsibility when necessary. Based on the agency input I receive, accuracy is the biggest concern associated with downloading data. Think for a minute about the accuracy of the paper documents you receive from carriers. Is it 100 percent? I doubt it. So, it certainly stands to reason that electronic transmission of data is not going to be any more accurate. Therefore, don't assume downloaded information is error-free. Proofread and review it as carefully as you would a paper copy. Most companies you interact with will assign passwords that enable agents to access, review, and retrieve data. Make sure you consider the likelihood of security breaches should an employee leave your agency. Could he or she retain access to significant data regarding your clients? If this possibility exists, make sure you either change your agency password or notify the carrier that this person is no longer employed by you and should be removed from the access list. Designating one employee to handle agency/company interface is helpful in this case, as well, since he or she can assume responsibility for notifying carriers of such situations. Lastly, most carriers will perform a "test" prior to implementing your download process. This is intended to help you become accustomed to using the system, and taking part in the test process will ensure everything is functioning properly before you begin using downloaded information. Don't wait until you encounter a problem to acquaint yourself with this increasingly popular method of accessing data.