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WHO SAYS INSURANCE IS BORING?NOT MILLENNIALS

PIA CONNECTIONNATIONAL ASSOCIATION OF PROFESSIONAL INSURANCE AGENTS

OCTOBER 2016

West Bend Mutual

Insurance Company

is proud to be honored

with the 2016 Company Award

of Excellence from the

National Association of

Professional Insurance Agents!

We extend a sincere thank you

to the PIA for their recognition

and to our agent partners for

their trust, respect, and

valued relationships.

AT WEST BEND, IT’S ALL ABOUT AGENT RELATIONSHIPS.

PIA CONNECTION | www.pianet.com October 2016 | 3

PresidentGareth W. Blackwell, Jr., CPCU (ME) [email protected]

President-Elect Timothy G. Russell, CPCU (CT) [email protected]

Vice President/Treasurer Keith A. Savino, CPIA (NJ) [email protected]

Secretary/Assistant Treasurer Dennis D. Kuhnke, CIC, CPIA (WI)[email protected]

Immediate Past PresidentRobert W. Hansen, Jr., LUTCF, CPIA (NE/IA) [email protected]

Executive Vice President/CEO Mike Becker (PIA National) [email protected]

Publisher/Editor-in-Chief Ted Besesparis [email protected]

Managing Editor Sade Hale [email protected]

Advertising Director Alexi Papandon, CAE [email protected]

Government/Regulatory Affairs Executive Editor Patricia A. Borowski, CPIW [email protected]

Contributing Editors Jon Gentile [email protected]

Production Editor Laurel Prucha Moran [email protected]

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

OCTOBER 2016

CONTENTSNEWS BRIEF 6-7MetLife Says Goodbye to Snoopy and the Gang… NJ Bill Would Create a State-run Health Plan…Consumer Watchdog Rebuffed by Court……Much of New Orleans Removed from Flood Zone…Foo Fighters Settle Terrorism Insurance Lawsuit…

DOL OVERTIME RULE LOOMS 9Jon Gentile on Efforts to Stop, Delay or Slow the Impact of the DOL Rule

KEYS TO PROGRESS 10-11Progressive Insurance Hosts Its 4th Annual Vehicle Giveaway Event for Veterans and Their Families

WEST BEND MUTUAL INSURANCE CO. NAMED 12 2016 PIA NATIONAL COMPANY OF THE YEAR

NEW PIA NATIONAL OFFICERS INSTALLED 12

HENRY FURTICK NAMED 2016 PIA NATIONAL 13 COMPANY REPRESENTATIVE OF THE YEAR

RYAN AGENCY WINS SOCIAL MEDIA AWARD 13

JOHNSON & JOHNSON NAMED MGA OF THE YEAR 13

COVER STORY: WHO SAYS INSURANCE IS BORING? 14-15 NOT MILLENNIALS

A SOCIAL MEDIA TAKE ON COMMUNITY SERVICE 16-17The Watkins Insurance Group Expands Its Engagement

PIA AFFILIATES RECEIVE MEMBERSHIP 18 GROWTH AWARD

DEPARTMENTSFrom the President . . . . . . . . . . . . . . . . 5From the CEO . . . . . . . . . . . . . . . . . . . 5PIA Product Spotlight . . . . . . . . . . . . . . 19PIA Marketplace . . . . . . . . . . . . . . . . 19PIA Affiliate Listings . . . . . . . . . . . . . . 20Member Benefits . . . . . . . . . . . . . . . . 21The Last Word. . . . . . . . . . . . . . . . . . 22

Cover image: ©Daniel Laflor; iStockphoto.com

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PIA PARTNERSHIP TOOLSDesigned for agency success.Created by agents for agents.

How can you make the most of your opportunities with Gen Y customers? We can help you answer that question!

Our national survey listens to “the voice of the customer.” You may be surprised by what they have to say.

Use the calculators to examine your agency,decide what you’d like to change and the approach that’s right for you.

Our unique research examines business owners’ preference for agents vs. online insurance.

Perpetuation Central helps you determine your needs, create a working plan and find the resources you need.

Successful Planning can help you make decisions to create and implement plans tailored to your agency.

PIA volunteer leaders work alongside our company partners to conduct research and develop tools PIA member agencies can use to help them be more successful.

PIA members have access to Partnership research and tools on the PIA National Website at: pianet.com/partnership.

PIA Partnership Companies

Central EncompassErieHanoverLiberty MutualMetLife Auto & HomeMotorists

National GeneralNationwide IndependentProgressiveSelectiveState AutoThe Hartford

&The Internet

SmallBusinessInsurance


FROM THE PRESIDENT

FROM THE CEO

IT IS WITH A GREAT SENSE OF PRIDE COMBINED with the humility of a Mainer that I begin my year of service to PIA as national president.

As a longtime member of PIA, I’m particularly excited about what we’ll be accomplishing this year to help you be more successful as an independent agent and increase your stake and role in the industry.

Just this year, we initiated the ongoing, industry-wide dialogue on our concept of a Buy Button for agents. The Buy Button would allow agents to bind a policy in a once-and-done fashion without bridging over to a carrier’s system. Back in the era of manual rating, agents had the ability to bind on the spot. Ironically, technology has slowed that process down and placed independent agents at a competitive disadvantage. A Buy Button would help turn the advantage back to the agent.

And to keep our focus on helping agents succeed, we have joined with industry colleagues to organize the Insurance Digital Revolution (IDR), an industry initiative to accelerate the adoption of digital technologies by independent insurance agents. You’ll be hearing more about the IDR initiative as the year moves on.

Our focus won’t stop at technol-ogy. The PIA Partnership has become the signature agency-carrier council. The Partnership is currently engaged in two projects. One will make resources and expertise on agency perpetuation available to PIA mem-bers; the other will focus on cyber liability risk. We’ll be providing you with solutions to help you plan for your own agency perpetuation, as well as protect your agency and assets from cyber attacks.

We’ll continue to offer our outstanding array of products for agen-cies, such as a broad selection of E&O, outstanding services, as well as products for agents to sell.

There is so much more we can accomplish. I will also be shar-ing ideas about things we can do to give back to our communities. I look forward to visiting with as many of you as I can. Let’s all work together to make it a great year!

Gary BlackwellPresident

SOMETIMES, WHEN OFFICIAL WASHINGTON, D.C. makes a mess of things, it’s up to us to attempt to help our mem-bers cope and also try to restore a little common sense.

Such is the case with a rule issued by the Department of Labor (DOL) to raise the salary threshold below which most salaried work-ers are entitled overtime by at least 100 percent, and to automatically update the threshold every three years without taking into account economic circumstances or stakeholder input.

When the DOL first proposed this change, PIA filed formal comments expressing our opposition. Since then, we have endorsed several bills in Congress that would nullify the rule, delay it, or slow its impact. This new rule will have significant negative repercussions for many of our member insurance agencies and their business clients.

As of this writing, the DOL overtime rule is still set to go into effect on December 1, 2016, barring favorable action in Congress. While PIA’s lobbyists are still advocating against it on Capitol Hill,

the reality is that PIA members may shortly be required to comply with the new rule. As a result, PIA National is distributing informa-tional pieces and is presenting a webinar to address what agents and their clients must do to be in compli-ance. You can access more informa-tion on www.pianet.com.

Meanwhile, our efforts to bring to lawmakers the perspective of small business owners about the onerous nature of this rule—and the need to fix it—will continue.

Mike BeckerExecutive Vice President & CEO

PIA PARTNERSHIP TOOLSDesigned for agency success.Created by agents for agents.

How can you make the most of your opportunities with Gen Y customers? We can help you answer that question!

Our national survey listens to “the voice of the customer.” You may be surprised by what they have to say.

Use the calculators to examine your agency,decide what you’d like to change and the approach that’s right for you.

Our unique research examines business owners’ preference for agents vs. online insurance.

Perpetuation Central helps you determine your needs, create a working plan and find the resources you need.

Successful Planning can help you make decisions to create and implement plans tailored to your agency.

PIA volunteer leaders work alongside our company partners to conduct research and develop tools PIA member agencies can use to help them be more successful.

PIA members have access to Partnership research and tools on the PIA National Website at: pianet.com/partnership.

PIA Partnership Companies

Central EncompassErieHanoverLiberty MutualMetLife Auto & HomeMotorists

National GeneralNationwide IndependentProgressiveSelectiveState AutoThe Hartford

&The Internet

SmallBusinessInsurance

6 | October 2016 www.pianet.com | PIA CONNECTION

NEWS BRIEF!

NEW JERSEY BILL WOULD CREATE STATE-RUN HEALTH PLAN

A New Jersey Assembly-man has introduced a bill which would create a state government-oper-ated health insurance plan that would compete with private health plans.

The New Jersey Public Option Health Care Act (A 4211) is sponsored by Democratic Assembly-man Reed Gusciora, who dubbed it JerseyCare. Gusciora said his pro-posal would not replace the traditional health insurance structure, it would create an afford-able alternative within the existing system. “It would be the ultimate Medicare expansion,” he said.

FOO FIGHTERS SETTLE TERRORISM INSURANCE LAWSUIT

American rock band Foo Fighters has resolved its lawsuit against various Lloyd’s of London insur-ers for their failure to cover losses due to can-celled shows in the wake of the Paris terror attacks.

The Foo Fighters filed their complaint in June, alleging that their insur-ers did not pay them for shows that were called off in Turin, Italy; Paris and Lyon in France; and Barcelona.

The cancelled shows were scheduled to be held right after the ISIS terrorist attacks in Paris in November 13. Expect-ing coverage from their terrorism policy, the band notified insurers that the shows would not be held. However, Lloyd’s insurers “have not paid or offered to pay a single penny of Foo Fighters’ terrorism cover-age claim,” the band’s complaint read.

US District Judge Manuel Real approved the case dismissal with prejudice, which means that Foo Fighters cannot refile the lawsuit based on the same claim. Terms of the parties’ settlement were not disclosed.

CONSUMER WATCHDOG REBUFFED BY COURT

A federal appeals court ruled that the unusual independent structure of the Consumer Financial

METLIFE SAYS GOODBYE TO SNOOPY AND THE PEANUTS GANG

After more than three decades of loyal service, Snoopy and the rest of the Peanuts gang are being laid off by MetLife. MetLife has long featured the Peanuts gang in print, television and online ads. According to the The Wall Street Journal, MetLife recently notified the company that licenses the char-acters, Iconix, of its decision, which will be effective at the end of the year. MetLife pays between $10 million and $15 million annually in licensing fees, the newspaper reported.

“We brought in Snoopy over 30 years ago to make our company more friendly and approachable during a time when insurance companies were seen as cold and distant,” Chief Marketing Officer Esther Lee said in a statement. “As we focus on our future, it’s important that we associate our brand directly with the work we do and the partnership we have with our customers.”

The company plans to roll out its new logo, featuring a green and blue letter M, through next year.

New Jersey Assemblyman Reed Gusciora


NEWS BRIEF!Protection Bureau (CFPB) is unconstitutional, calling it a “gross depar-ture” from the checks and balances normally imposed on regulatory agencies. The ruling by a three-judge panel of the U.S. Court of Appeals for the District of Columbia Circuit allowed the CFPB to continue operating, but ordered a restructur-ing that would put the agency under the author-ity of the White House and give the president the power to remove the agency’s director.

MUCH OF NEW ORLEANS REMOVED FROM FLOOD ZONE

Eleven years to the day that Hurricane Katrina devastated New Orleans, the city received new flood maps from the Federal Emergency Management Agency (FEMA) that overnight moved more than half the population out of the so-called high-risk zone.

FEMA’s new online tool shows that 53 percent of the city’s properties (in green) are no longer in a so-called high-risk zone and do not need to carry flood insurance. Areas in gray have no change in their flood zone. Areas in red (roughly 5 per-cent) are now in a “higher risk” zone. FEMA insists the maps are insurance rating tools and should not be interpreted as life and safety flood maps.

The Ryan Agencyon receiving the the PIA National Excellence in Social Media Award!

This award honors an agency that uses non-traditional communication tools to effectively further the goals of the organization. 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

Congratulations to


CAPITOL HILL REPORT By Jon GentileVice President,

Government RelationsPIA National

DOL OVERTIME RULE LOOMSPIA Works to Stop, Delay or Slow the Impact of the Rule

THE FAIR LABOR STANDARDS Act (FLSA) requires salaried employees who are paid more than $23,660 annually and conduct specific job duties (profes-sional, management, etc.) to be exempt from receiving overtime pay for working more than 40 hours per week. Periodically, the Department of Labor (DOL) revisits the overtime rule.

In 2015, the U.S. Department of Labor (DOL) proposed that the annual salary trigger for exemption be raised. As part of the rulemaking process, PIA filed formal comments with the DOL expressing our opposition to the change.

PIA members are small business owners, the majority of whom employ primarily exempt employees. Because our members operate in small towns and large cities, and because the experience and skill levels of employees vary, the salaries of currently-exempt employees vary. This change will necessitate decreased flex-ibility among employers and employees; salaried, exempt employees may become hourly, non-exempt employees; increased administrative attention will be paid to the overtime hours worked by each non-exempt employee; and employee autonomy, and likely morale, will be diminished.

The rule was finalized May 18, 2016, despite objections from small businesses, nonprofits, educational institutions, and municipal governments. The final rule doubles the salary threshold for exemption from overtime from $23,660 annually to $47,476 annually—higher than minimums set under any state law. The rule also automatically updates the threshold every three years without taking into account

economic circumstances or stakeholder input. PIA developed a Frequently Asked Questions document addressing the new DOL overtime rule: [http://pianet.com/ docs/2016/faqonthedepartment oflabornewovertimerule053116/view].

LEGISLATIVE EFFORTS TO STOP RULE

As soon as the rule was finalized, PIA continued to advocate for legisla-tion to stop the rule from going into effect, delay it, or slow its impact. In this effort, PIA National has participated with the Partnership to Protect Workplace Opportunity, comprised of over 100 other organizations representing small businesses across the country opposed to the rule.

PIA supports legislation such as the Protecting Workplace Advancement and Opportunity Act (S. 2707 and H.R. 4773), which would nullify this rule. PIA National also actively supports a bill that has passed the full House of Representatives, H.R. 6094, the Regulatory Relief for Small Businesses, Schools, and Nonprofits Act, that would provide a six-month delay in the implementation. Unfortunately, President Obama has said he would veto both of these bills.

PIA is also actively supporting a bill that would phase in the rule over a period of time, S. 3464, the Overtime Reform and Review Act. This bill addresses concerns about the rule by phasing in the DOL’s new salary threshold in four stages over five years, starting with a substantial sal-ary threshold increase to approximately $36,000 on December 1, 2016, followed by a “pause year” in 2017 to allow employers

to review and adjust for the consequences of this new rule. Further increases to the salary level would occur annually there-after, until reaching the final rule’s new threshold of $47,476 on December 1, 2020.

Equally important is that the bill pro-hibits the final rule’s automatic increases to the salary threshold, yet allows the DOL to propose changes to overtime regulations in the future through the customary notice and comment process.

While PIA National opposes what the DOL is attempting to do with its overtime rule, we support efforts to minimize its impact. Sen. Lamar Alexander (R-TN), author of S. 3464, highlighted a few orga-nizations supporting his bill, including PIA, in a press release his office issued on Oct. 18. We believe Senator Alexander’s approach of phasing in rule changes and making them less onerous has the best chance of passage.

NEXT STEPSWhile PIA National will continue to

focus on reversing the rule and, short of that, delaying it, the political reality is that President Obama will not sign into law a bill to reverse his own rule. He has stated he will veto such legislation, were it to pass.

However, with the December 1 effective date for the changes quickly approach-ing, PIA National is continuing to provide resources for our members and small busi-ness owners on how to abide by the rule, assuming it is implemented this year.

Jon Gentile is Vice President of Government Relations for PIA National

#KeysToProgress

KEYS TO PROGRESS ®KEYS TO PROGRESS ®


HELPING VETERANS RIDE WITH CONFIDENCE

ON NOVEMBER 10TH, PROGRESSIVE INSURANCE will host its 4th annual Keys To Progress Event®. The one-day vehicle giveaway event gifts more than 100 refurbished vehicles to veterans and their families.

Since 2013, we’ve donated more than 300 vehicles to former military members and veteran organizations.

Progressive recognizes and reveres our military men and women. We saw the need in our communities to provide transpor-tation help veterans in need get back on their feet and back on the road. When they return home, some veterans face tough circum-stances that include but aren’t limited to:

• Personal and family health needs• Excessive rent burdens• Unemployment• Homelessness

The annual vehicle giveaways take place primarily at Progressive Service Centers throughout the country and recipients are expected to live in or near those communities.

PROVIDING INDEPENDENCE FOR THOSE WHO PROTECT IT

Retired U.S. Air Force veteran Francine Morgan received a car on Veteran’s Day in 2014. Her daughter, Brittany, has Down syndrome, sleep apnea, and a number of ailments that require constant medical treatment.

“It’s really taken a lot of stress off of me,” said Morgan. “It’s like a load has been taken off my shoulders and owning a car is the greatest feeling in the world.”

For most of us, a working automobile is something we take for granted every day. We only find an appreciation for them when they’re not working or when we don’t have one.

Think back to when you were 16 and got behind the wheel. The feeling is indescribable. A jolt of confidence runs through you and when you were in the hallways at high school, you walked a little taller knowing you had a working car waiting for you.

Keys To Progress® puts gratitude in another gear. Helping veterans get back on their feet starts with getting them back on the road. Some Keys To Progress veteran recipients have extended their gratitude after receiving a vehicle through the program by paying it forward, helping other former military personnel in their communities.

PROGRESS IN PAYING IT FORWARDAfter serving in the military for nine years, former Air Force

Sergeant Edwin Sostre returned home unemployed and feeling help-less. With the support of his then fiancée and fellow veteran, Louise, Edwin became a 2015 Keys to Progress recipient. Edwin was chosen as a recipient for his willingness to give back to other veterans, even as he struggled.

Since receiving his Keys To Progress vehicle last year, Edwin has landed back on his feet and is now helping other veterans.

He volunteers for the Veterans Leadership Program in Western Pennsylvania, where he specializes in aiding homeless veterans. He also mentors children as a part of the 100 Black Men Organization, and is currently studying for his Bachelors in Computer Science.

Two of Progressive’s core values include Integrity and the Golden Rule. Our former military members represent these pillars better than anyone and a working vehicle helps veterans with:

• Gaining independence• Building confidence• Reliable transportation• Giving back to other veterans

The freedom that veterans like Francine Morgan and Edwin Sostre protect for their fellow Americans is a great feeling as well. A car is just a small thank you.

To learn more about Keys To Progress, visit progressive.com/KeysToProgress.

advertorial

KEYS TO PROGRESS ®


2016 AWARD WINNERS

PIA NATIONAL HAS NAMED Johnson & Johnson as the recipient of its 2016 Managing General Agency (MGA) of the Year Award. The presentation was made on September 23, 2016 at a gala ceremony held in conjunction with PIA’s Board of Directors meeting in Omaha, Nebraska.

“Johnson & Johnson is a family owned and operated business that is built on a foundation of long-term relationships with their agents and companies,” said PIA National President-elect Gareth W. Blackwell, Jr., in presenting the award. “Johnson & Johnson works directly with independent insurance agents through a dedicated mar-keting force in all of their states. ”

The PIA National Managing General Agency of the Year Award rec-ognizes outstanding achievement in furthering the interests of agents,

a commitment to the agency system and successful efforts to create a better business environment for professional insurance agents.

PIA NATIONAL HAS NAMED West Bend Mutual Insur-ance Company as the recipient of its prestigious 2016 Company Award of Excellence. The presentation was made on September 23, 2016 at a gala ceremony held in conjunction with PIA’s Board of Directors meeting in Omaha, Nebraska.

“This is our Association’s highest company honor,” said PIA National President Robert W. Hansen, Jr., in presenting the award. “West Bend has done much to further the interests of their profes-sional independent agent partners. Their underwriters have spent years working with their agents, cultivating relationships based on mutual trust and understanding.”

“West Bend has always demonstrated a strong commitment to agent education—providing their independent agent partners with profes-sional development and continuing education opportunities,” Hansen said. “West Bend is a stalwart supporter of professional independent insurance agents and of PIA,” Hansen said. “They are truly our partners.”

The PIA National Company Award of Excellence honors a com-pany for its commitment to PIA, to the independent agency insurance distribution system, and to furthering the interests of professional insurance agents by creating a better business environment.

“We’re honored to receive the Company Award of Excellence from PIA National,” said Kevin Steiner, West Bend president and CEO. “All of us at West Bend firmly believe in the value of the independent agency system. Nothing happens until an agent sells a policy so we’ve always done our best to provide them with the products and resources they need to serve their valued customers. In addition, we pride our-selves on the quality relationships we share with our agent partners at every level. This award confirms our agents value those relationships as much as we do.”

West Bend Mutual Insurance Company, founded in 1894 and

headquartered in West Bend, Wisconsin, provides property/casualty insurance products throughout the Midwest. The company offers a broad personal lines coverage package, a full range of commercial products and services, insurance for specialty lines, and a surety division.

West Bend employs more than 1,200 associates and is represented by approximately 2,000 independent insurance agencies through-out Wisconsin, Illinois, Iowa, Minnesota, Indiana, Ohio, Michigan, Missouri, Kansas, Kentucky, and Nebraska and has grown to more than $1.5 billion in assets and over $1 billion in annual revenue. The company has been rated A (Excellent) or better by A.M. Best since 1971 and is consistently ranked at the top of a nationwide ease-of-doing business survey.

PIA NATIONAL NAMES JOHNSON & JOHNSON 2016 MANAGING GENERAL AGENCY OF THE YEAR

(left to right) PIA National outgoing President Robert W. Hansen, Jr.; Johnson & Johnson Regional Marketing Representative Grayson D. King; PIA National incoming President Gary Blackwell.

(left to right) West Bend Mutual’s David Nicholas, senior regional sales manager – Iowa; Mike Shippen, director of sales; Jim Schwalen, VP of personal lines and marketing.

PIA NATIONAL NAMES WEST BEND MUTUAL INSURANCE CO. 2016 COMPANY OF THE YEAR


2016 AWARD WINNERS

PIA NATIONAL HAS NAMED Henry Furtick of Travelers as its 2016 Company Representative of the Year. Furtick is Regional President for Travelers Southern Region. The presentation was made on September 24, 2016, during PIA’s Board of Directors meeting in Omaha, Nebraska.

“PIA is very well represented by Travelers agents and Henry is a tireless supporter of those agents,” said PIA National President Robert W. Hansen, Jr., in presenting the award. “He devotes much time to the development of young people who express a desire to enter the insurance industry. He serves as a role model for those who might not think of a career in insurance and an advocate for a diverse and robust new generation of insurance professionals.”

“Henry Furtick is a leader in our industry,” Hansen said. “He is very well respected by his peers and he has been a tireless supporter of PIA and its efforts to provide quality, industry specific education to insurance professionals.”

“I am honored to receive this award, and grateful for the oppor-tunity to work with some of the best in the business,” said Furtick. “Thank you to everyone at the PIA for their ongoing support and

dedication to helping Travelers deliver world class products and ser-vices to agents and customers.”

The Travelers Companies, Inc. (NYSE: TRV) is a leading provider of property casualty insurance for auto, home, and business.

The Ryan Agency of Hornell, New York is the recipient of the 2016 PIA National Excellence in Social Media Award, which is sponsored by the National Insurance Producer Registry (NIPR).

“Social media is one of the most potent weapons in the arsenal of the independent insurance agent, in the pitched battle against the direct writers,” said PIA National Vice President/Treasurer Timothy G. Russell. “In fact, one of the first groups to embrace social media was independent insurance agents.”

Agency owner Jeff Ryan tells us Hornell is a small city of 8,000 people, with a large percentage of residents still relying on dial-up internet access.” Russell said. “It was into this community that The Ryan Agency has made inroads online.”

NIPR is proud to bring attention to the fact that it now offers indi-vidual non-resident licensing and renewals for all 50 states.

N ewly elected PIA National officers were installed during the group’s September 24, 2016 board of directors meeting held in

Omaha, Nebraska. Each of the officers will serve one-year terms that begin on October 1, 2016, and run through September 30, 2017.

As of October 1, 2016, Gareth W. Blackwell, Jr., CPCU, of Corinth, Maine becomes President; Timothy G. Russell, CPCU, of Southport, Connecticut becomes President-elect; Keith A. Savino, CPIA, of Mahwah, New Jersey becomes Vice President/Treasurer; Dennis D. Kuhnke, CIC, CPIA of Milwaukee, Wisconsin becomes Secretary/Assistant Treasurer; and Robert W. Hansen, Jr., LUTCF, CPIA, of Omaha, Nebraska becomes Immediate Past President.

NEW PIA NATIONAL OFFICERS INSTALLED

THE RYAN AGENCY OF HORNELL, NEW YORK WINS PIA SOCIAL MEDIA AWARD

(left to right) PIA of Georgia/Alabama Executive VP Jerry W. Duke; PIA of Georgia/Alabama Executive Director Carolyn B. Dodd; Regional President for Travelers Southern Region Henry L. Furtick; PIA Georgia National Director Victor M. Hamby.

New Officers as of October 1: (left to right) Immediate Past President Robert W. Hansen, Jr.; Secretary/Assistant Treasurer Dennis D. Kuhnke; Vice President/Treasurer Keith A. Savino; President-elect Timothy G. Russell; and President Gareth W. Blackwell, Jr.

HENRY FURTICK NAMED 2016 PIA NATIONAL COMPANY REPRESENTATIVE OF THE YEAR


FOUR OUT OF FIVE millennials are “optimistic” or “very optimistic” that the insurance industry will evolve to attract the next generation of insurance talent, due to productivity and efficiency gains from technology adoption, according to Vertafore’s second annual “Millennial Revolution” study.

According to U.S. Census data, mil-lennials outnumber baby boomers and are expected to make up half of the global workforce by 2020. However, insurance needs to find a way to make the industry attractive and leverage this talent.

WORK/LIFE BALANCE IS NO. 1 REASON WHY MILLENNIALS STAY IN INSURANCE

Year-over-year comparisons show that work/life balance is the No. 1 reason why millennials stay in this industry, according to Vertafore. Millennials also name com-pensation and enjoyment of work as reasons for staying in the industry. They also value decision-making, with three-quarters iden-tifying it is “important” or “very important” to influence change in their companies.

Nine out of 10 millennials also iden-tify their company’s use of technology,

particularly mobile and social media, as key elements contributing toward job satis-faction. More than 70% of millennials use their smartphone at work, compared to just less than 60% of baby boomers.

Correspondingly, 18% of veteran work-ers say that the use of technology is a detri-ment to productivity, the survey reports, while 82% of millennials say technology increases efficiency and the ability to stay competitive.

“Phones and tablets are the last thing millennials check before bed and the first thing they check in the morning. There’s no

Millennials say that insurance jobs are fulfilling and offer long-term careers, according to a Vertafore survey of 4,000 insurance professionals between the ages of 19 and 35.

More than 90% of respondents say that insurance careers meet important criteria essential for job satisfaction, including work/life balance, career development opportunities and financial stability. Because of these factors, 81% of respondents say they plan to remain in the insurance industry for as long as possible, an increase from 77% in 2015. In addition, 70% of

respondents say they would recommend an insurance career to their friends.

The survey reports that millennials are optimistic about the future of the industry and its ability to adopt technology. Despite the industry’s reputation as laggard, millennials (86%) say that technology in the insurance workplace is increasing and “enabling them with tools to compete,” Vertafore says. Two-thirds of respondents say they are satisfied with their company’s use of technology. The full survey is available at http://www.vertafore.com/

VERTAFORE STUDY FINDS MILLENNIALS BULLISH ON INSURANCE CAREERS

WHO SAYS INSURANCE IS BORING? NOT MILLENNIALS By Melissa Hillebrand

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question they’re able to increase the pro-ductivity and throughput of employees, but there is a corollary—customers are also connected,” says Anthony Gomes, Vertafore’s senior corporate commu-nications manager. “The skyrocketing use of mobile technology should serve notice to leaders in companies that consumers expect access to companies on their own terms in timelines they define for themselves, and that millen-nials are always connected, looking for ways to drive new business through that technology.”

POSITIVE OUTLOOK ABOUT THE INSURANCE INDUSTRY

Year-over-year comparisons also show that millennials have maintained a positive outlook regarding the insur-ance industry, with 82% “optimistic” or “very optimistic” that insurance will evolve to attract young talent.

“This understanding of next-gener-ation business technologies is definitely a key driver for this industry optimism and their desire to stay in the industry longer than other age groups,” Gomes says. “While those in more mature gen-erations see these new technologies as a deterrent for remaining in the industry, because they are less familiar with how to utilize the capabilities to drive more business efficiencies, the millennial generation grew up with this technol-ogy and can see untapped opportunities for how it can be used to improve the overall business and create solid, long term success for their business.”

In addition, 77% of millennials plan on staying in the insurance industry for as long as possible. These millen-nials hold a variety of positions within the independent agency channel:

• Producer (25% millennials, 20% baby boomers)

• CSR (27% millennials, 25% baby boomers)

• Account manager (27% millen-nials, 26% baby boomers).

This article also appeared in PC360.Resources/Blog/2016-Millennial- Insights-Survey-Debunks-Myth- That-Insurance-is-Boring.

8 WAYS TO ATTRACT MILLENNIALS TO INSURANCE

By Lynette Gil

T he millennials of today are young and ambitious, have a thirst for knowledge and are looking for ways to help those around them. They are already becoming your clients and employees. If you

aren’t reaching out to this generation, your business might be in trouble soon.Below are some tips that insurance and financial services companies can use to attract more young

professionals to these fields, as well as some tips for all millennials out there looking to excel in these industries.

These tips were compiled from interviews with industry experts Lindsey Pollak, The Hartford’s millennial workplace expert; Amy McIlwain, vice president of social and digital strategy at Denver-based Moore Communications Group; Samuel Rad, a millennial advisor based in Beverly Hills, California; Matt Wallaert, behavioral scientist at Microsoft; and Breana Macken and Emily Tracey, LIMRA analysts.

FOR COMPANIES:1. Mentoring

This is going to be key for new advisors’ success in the field. Real world training is more impor-tant than being in the classroom. Having a mentorship program helps millennials understand the relationship-building experience that advisors constantly practice with their clients.

2. InternshipsAs a company, you should provide opportunities such as internships for students. Internships look great on a résumé and are a great way to get a foot in the door at a company.

3. Approach college campuses near your areaYou can offer talks in which you discuss the different career possibilities within the industry, including your own career.

4. RecruitingCompanies need to be proactive when it comes to recruiting and not wait for millennials to come to them. For example, look to what banks and investment firms are doing on college campuses as an example of how to recruit the next generation.

5. Social mediaPost pictures and video of the young people in your company on your website and social networks. Millennials like to get a sense of what your company is about and your corporate culture. You can have your millennials tell their stories.

6. Are you talking to the millennials within your own organization?Evaluate how you are communicating with them and reach out to them. They represent a resource you have right at your fingertips.

7. Provide training and professional development programs for millennials and let them know that these programs are available for them.

8. Retaining millennialsProvide a fun, flexible work environment with unique benefits.

FOR MILLENNIALS1. Log in to your LinkedIn profile and find those second and third connections

in your networks. Connect with them and ask what they do and what opportunities they know of.

2. Tap into your own personal network of friends, friends’ parents, family and other people that you know. Ask them if they are in insurance and what they do.

3. Reverse mentoringLeaders in the insurance industry are interested in listening to millennials’ views and opinions. Make yourself open and available for that by connecting with them via LinkedIn, a young profes-sionals group or a trade organization.

This article also appeared on LifeHealthPro.



AGENCY MARKETING$ By Katie Peet

A SOCIAL MEDIA TAKE ON COMMUNITY SERVICE

THE WATKINS INSURANCE Group team, based in Austin, Texas, has always held a high regard for being involved in the community. The team has embraced the agency’s tagline, “We’re here to help,” both when providing service to insurance customers and in the local areas surrounding their seven branch locations. This service-oriented culture naturally led Watkins to use social media to expand its engagement in the com-munity, beginning with a Facebook page (https://www.facebook.com/ Watkins.Insurance) in 2011.

“We use social for promoting our agen-cy’s volunteer efforts, but we also promote other organizations in our community helping people,” according to Hanna Ogle, vice president of personal lines and direc-tor of agency automation. “Even if we’re not involved in it, we’re sharing it to help. We’re living up to our tagline.”

The Watkins team is a leading example

of putting social media to use in an agency. Their success is partly due to their unique approach that they call “ShareWatkins”—a modern take on a long tradition of com-munity service.

THE “SHAREWATKINS” APPROACH

The “ShareWatkins” idea came after the agency got involved with social media, as they realized the opportunity they had to share their culture of helping people with the outside world. Many of the agency’s producers were already participating in local non-profit organizations in which they felt personally vested, and the Watkins Aware program led monthly community service projects. The team looking to market Watkins more broadly wanted to get people from each of the seven branch locations to share what they were doing on an ongoing basis.

“We had people raise their hand to be

involved and we needed a formal approach to keep the pipeline of information flow-ing,” Ogle said. “It wasn’t just about mar-keting and sales; it’s about who we are and how we’re trying to help people.”

What began as a marketing committee was transformed into “ShareWatkins,” a name for their group but also for a process that they could embed into the agency culture.

The “ShareWatkins” committee sets the example for others in the agency, and works with them to create and share content. The team also looks for ways to connect content and social posts with business goals. For example, producer Chris Heinchon wrote a blog post about business insurance for breweries. The post was designed to build Heinchon’s network and create positive buzz on his LinkedIn account.

“We want Chris’s clients to be impressed by what they see posted on his LinkedIn profile. He knows his stuff, and the blog post proves it,” Ogle added.

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MAKING IT HAPPEN“ShareWatkins” is a committee by

design. Involving other employees was a practical way to share the work load but also a natural way for the people at Watkins to operate.

“We could have just done this and not involved anyone, but that’s not how we normally do things at Watkins,” said Ogle. “We like to involve everybody.”

“Everybody” includes a mix of roles from commercial lines and personal lines, from producers to upper management. The committee meets once a quarter to discuss metrics and plans for the next quarter.

“We’ve had a natural growth over the past few years, and now we feel comfort-able with the content we’re generating on Facebook and Twitter,” according to Communications Administrator Dshanya Reese, who manages the day-to-day pub-lishing and engagement for Watkins.

“Our focus for 2016 is effectively using tools, such as HootSuite, in conjunction with a marketing calendar, to push content relevant to our clients and prospects in a timely manner to the appropriate social networks,” Reese added.

Committee members are encouraged to write content about their areas of expertise. Knowing that their team members might be wary of writing something that will be published, Ogle and Reese purposefully include them in discussions about what content will be most useful and who is the best person to write it. The committee also provides coaching and feedback to help tal-ented sales professionals craft articles based on storytelling and personal anecdotes.

“We could write it, but that’s not the same as someone with specific expertise on that topic telling the story,” Ogle said. “It’s about pulling our talent together in our agency and helping them to be involved.”

In addition to educational articles, “ShareWatkins” posts about new hires, office activities and personal interests of the agency staff. They get the best results from posts that relate to their team mem-bers on a personal level. This works for Watkins, because they want people to get

to know them.“We want them to like us and to know

us, because those people are going to be more likely to call us and buy from us,” Ogle said.

Reese added: “If Watkins has a place in someone’s life due to a 30-second post, we’re doing the right thing. It’s one more customer touch.”

Katie Peet has been the social media direc-tor at State Auto since January 2012. Prior to that, she held similar leadership positions with Westfield Insurance in Westfield, Ohio. She is an expert in corporate and web marketing and leveraging social media and is an in-demand speaker on the subject at industry meetings nationwide. She is a graduate of Ohio University with a bach-elor’s degree in journalism.

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, ITC, Rough Notes 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, Harleysville Insurance, State Auto Insurance Companies, The Hartford, The Motorists Insurance Group, and Wright Flood.

Brought to you by these sponsors:

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The “ShareWatkins” committee from left: Amanda Sasser, Dshanya Reese, Sheila Noxon, John Aoueille, Hanna Ogle, Kelly Lyttle


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ALABAMAPIA of Alabama, 3805 Crestwood Pkwy NW #140, Duluth, GA 30096PHONE: (770) 921-7585 | FAX: (770) 921-7590e-mail: [email protected] | Web Site: www.piaga.com

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

COLORADOPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | Web Site: www.pianet.com

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

DELAWAREPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | 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: [email protected] | Web Site: www.piafl.org

GEORGIAThe PIA of Georgia, Inc. 3805 Crestwood Pkwy NW #140, Duluth, GA 30096PHONE: (770) 921-7585 | FAX: (770) 921-7590e-mail: [email protected] | Web Site: www.piaga.com

HAWAIIPIA of Hawaii, 1247 Kelewina St. Kailua, HI 96734PHONE: (808) 261-9460 | FAX: (808) 262-5355e-mail: [email protected] | Web Site: www.piahawaii.com

ILLINOISPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | 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: [email protected] | 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: [email protected] | Web Site: www.kansaspia.org

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

LOUISIANAPIA of Louisiana Inc., 8064 Summa Avenue, Suite C, Baton Rouge, LA 70809PHONE: (225) 766-7770 | (800) 349-3434 LA only | FAX: (225) 766-1601e-mail: [email protected] | Web Site: www.piaoflouisiana.com

MAINEMaine Insurance Agents Association 17 Carriage Lane, Hallowell, ME 04347PHONE: (207) 623-1875 | FAX: (207) 626-0275e-mail: [email protected] | Web Site: www.maineagents.com

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

MASSACHUSETTSPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | Web Site: www.pianet.com

MICHIGANMichigan PIA, P.O. Box 99579 Troy, Michigan, 48099PHONE: (616) 454-4461 | FAX: (616) 454-4491e-mail: [email protected] | 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: [email protected] | Web Site: www.piamn.com

MISSISSIPPIPIA Association of Mississippi, 4744 I-55 North, Jackson, MS 39211PHONE: (601) 984-8855 | FAX: (601) 984-9008 | (800) 898-0136 MS onlye-mail: [email protected] | Web Site: www.piams.com

MISSOURIMissouri Association of Insurance AgentsP.O. Box 1785, Jefferson City, MO 65102-1785PHONE: 573-893-4301 | FAX: 573-893-3708e-mail: [email protected] | 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: [email protected] | 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: [email protected] | 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: [email protected] | 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: [email protected] | 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: [email protected] | Web Site: www.pia.org

NORTH CAROLINAPIANC, PO Box 1387 Davidson, NC 28036PHONE: (704) 534-2338e-mail: [email protected] | 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: [email protected] 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: [email protected] | Web Site: www.ohioinsuranceagents.com

OKLAHOMAPHONE: 703-836-9340 | FAX: 703-836-1279e-mail: [email protected] | Web Site: www.pianet.org

OREGON/IDAHOPIA Western Alliance 3205 Northeast 78th Street, #104, Vancouver, WA 98665PHONE: (503) 287-7570 | FAX: (360) 571-7600e-mail: [email protected] | Web Site: www.piawest.com

PENNSYLVANIAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | Web Site: www.pianet.com

PUERTO RICO & CARIBBEANPIA of Puerto Rico and the Caribbean IncPO Box 192389, San Juan, PR 00919-2389PHONE: (787) 792-7849 | FAX: (787) 792-4745e-mail: [email protected] | Web Site: www.piaofpr.com

RHODE ISLANDPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | 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: [email protected] | Web Site: www.piasc.net

SOUTH DAKOTAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | 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: [email protected] | Web Site: www.piatn.com

TEXASPIA of Texas PO Box 700877, Dallas, TX 75370PHONE: (972) 862-3333 | FAX: (972) 307-7888e-mail: [email protected] | 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: [email protected] | Web Site: www.uaiia.org

VERMONTPIA of VermontP.O. Box 997, Glenmont NY 12077-0997PHONE: (800) 424-4244 | FAX: (518) 434-2342e-mail: [email protected] | 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: [email protected] | 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: [email protected] | Web Site: www.piawest.com

WEST VIRGINIAPHONE: (703) 836-9340 | FAX: (703) 836-1279e-mail: [email protected] | 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: [email protected] | 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: [email protected] | Web Site: www.awia.com

PIA AFFILIATES

BUSINESS-BUILDING TOOLS

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

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

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✦ E&O INSURANCE. E&O coverage from PIAPRO (the PIA Professional Liability Insurance Company) and additional admitted and non-admitted markets with differing appetites. www.pianet.com/eando

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✦ CYBER AND PRIVACY INSURANCE. PIA and U.S. Risk Brokers have introduced a robust program exclusively for PIA members.

✦ 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

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

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

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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

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THE LAST WORD

REMEMBERING ARNOLD PALMER

By Tom Adderhold

THE WORLD HAS LOST ONE OF THE TRUE LEGENDS OF the game of golf, business and life. Arnold Palmer and television turned a game into a mega-million enterprise and influenced the lives of so many people, both in golf as well as the non-golfer. Mr. Palmer established a Legacy to live by: ‘Be a person of prin-ciple.’ He liked to say, ‘Success depends less on strength of body than upon strength of mind and character. Winning isn’t everything, but wanting it is.’

Mr. Palmer always had time for the fans, the kids and the volunteers. He gave back in so many ways, such as hospitals and scholarships. He was a ferocious competitor, but always a gentleman. He personally answered his own mail and autographed mil-lions of items with a signature that is legible. I hope we all in the insurance world will adopt his legacy and strive to be the best agents in servicing our customers and our industry.

Mr. Palmer was a physically strong person, but he also was very strong mentally. He used his mental toughness to achieve things in golf that will be remembered for-ever in the history of the sport. He also used his mental strength to build a business empire. But beneath that toughness was the heart of a true gentleman. There are thousands of people whose lives were touched and changed by the caring nature of his foundations and hospitals, and personal help. His hope is that the examples he set by his giving back will make us all strive to be better agents and people in our lives.

When someone like Arnold Palmer leaves us, it creates such a big void. I know he would want his fans, friends and future generations to embrace the principles he lived by in golf, business and life. Embrace the void and fill it with the positive, warm, com-petitive nature that made Mr. Palmer such a special person.

Thomas C. Adderhold is a past president of PIA National and was General Chairman of the PGA Championship in 2011. He was a friend of Arnold Palmer.

“BENEATH THAT

TOUGHNESS

WAS THE HEART

OF A TRUE

GENTLEMAN.”

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