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FOR IMMEDIATE RELEASE CONTACT: Ted Besesparis January 31, 2012 703-518-1352 Main Street Insurance Agents to Converge On Capitol Hill for 2012 PIA Federal Legislative Summit

WASHINGTON — Members of the National Association of Professional Insurance Agents (PIA) will bring Main Street to Capitol Hill when they convene March 21-22 in Washington, D.C. for their 2012 PIA Federal Legislative Summit.

“We all know that 2012 is a critical election year, both for the future of our country and the interests of professional insurance agents,” said PIA National President Thomas C. Adderhold. “Our summit this year occurs as many issues with the potential to affect agents’ bottom lines remain in focus on Capitol Hill. That’s why this is no time for agents to sit on the sidelines.”

PIA members participating in the summit remain unalterably opposed to federal encroachment on insurance, and instead support modernization of the nation’s state-based system of insurance regulation which has served consumers well. In addition, the insurance agents will urge lawmakers to pass a bill to reform the National Flood Insurance Program (NFIP) and extend it for five years.

“It is crucial that Congress finally pass the flood insurance reform and extension bill,” said Richie Clements, secretary/assistant treasurer of PIA National, vice chair of the PIA National Natural Catastrophe Working Group and PIA National’s representative to the Flood Insurance Producers National Committee (FIPNC). “The current authorization runs until May 31, 2012, which should be plenty of time for Congress to finish work to extend the National Flood Insurance Program (NFIP) for a full five years and enact key reforms to put the program on a firm financial footing.”

“The House already passed the Flood Insurance Reform Act of 2011 (H.R. 1309) on an overwhelming, bipartisan vote of 406-22,” Clements said. “The Senate Banking Committee has approved it. All that remains is for the full Senate to pass it. Our message to lawmakers is simple: Just get it done!”

Health, Crop, FIO

Main Street insurance agents who sell health insurance are reeling from a decision by the federal Department of Health and Human Services (HHS) to include agent compensation in the calculation of medical loss ratios (MLR). As a result, the compensation of many licensed health insurance agents and brokers has been cut by as much as 50%. PIA members will urge that Congress enact legislation to clarify that producer compensation will not be considered as part of MLR calculations, taking that determination out of the hands of HHS.

“Our members who sell health insurance want to continue doing so – but the Department of Health and Human Services doesn’t seem to value the participation of producers. They think the government can sell and service health insurance by building a website,” said PIA National Executive Vice President & CEO Leonard C. Brevik. “Congress already mandated in the 2010 law that licensed agents were to be full participants under the new healthcare law, but HHS has acted against clear congressional intent in an effort to push agents out. Congress needs to reassert its authority over HHS.”

PIA members will also advocate for a 2012 Farm Bill that’s fair and against caps on agent compensation in crop insurance under the Standard Reinsurance Agreement (SRA).

In addition, the insurance agents will advise lawmakers they oppose any recommendation that may be forthcoming from the Federal Insurance Office (FIO) to grant the federal government or the FIO any measure of regulatory authority over the business of insurance.

Schedule of Events

The 2012 PIA Federal Legislative Summit will begin on March 21 with a legislative briefing for participants, held at the Marriott Crystal City in Arlington, Virginia, PIA’s headquarters hotel. FLS attendees will have the opportunity to become knowledgeable on a host of issues important to agents during this critical legislative and election year.

The following morning, March 22, participants will begin their day with a breakfast program featuring remarks by PIA leaders and Members of Congress. Following breakfast, PIA members will spend a full day of scheduled meetings with lawmakers in their Capitol Hill offices. At day’s end, a reception will be held, followed by the annual fundraising and awards dinner of the PIA Political Action Committee (PIAPAC).

“Issues that are very important to insurance agents, the insurance industry and insurance customers are being debated every day in Washington, D.C.,” said PIA National President-elect Andrew C. Harris. “These issues run the gamut, but what they have in common is the potential – depending on how they are decided – to help or hurt professional insurance agents and our customers. For our voices to be heard above the clamor of those that would gain from our loss, we need to be present in the decision making process and highly visible in Washington. Not being involved is simply not an option.”

For more information and to register for the 2012 PIA Federal Legislative Summit, visit: www.piafls.com. For questions, contact Mike Becker, PIA National Assistant Vice President of Federal Affairs at mikebe@pianet.org.

Founded in 1931, PIA is a national trade association that represents member insurance agents and their employees who sell and service all kinds of insurance, but specialize in coverage of automobiles, homes and businesses. PIA members are Local Agents Serving Main Street America SM. PIA’s web address is www.pianet.com.

This press release online at: http://www.pianet.com/NewsCenter/PressReleases/01-31-12.htm


FOR IMMEDIATE RELEASE : December 5, 2011

CONTACT: Ted Besesparis 703-518-1352

The Department of Health and Human Services (HHS) rejected the NAIC request by adopting a final rule on December 2 implementing the medical loss ratio (MLR) provision of the Patient Protection and Affordable Care Act (PPACA). HHS acted despite an NAIC resolution adopted Nov. 22 asking HHS to take “whatever immediate actions are available to mitigate the adverse effects the MLR rule” is having on health insurance agents.

“PIA is disappointed that HHS failed to take action to ensure that consumers will have access to licensed health insurance agents and brokers,” said PIA National Executive Vice President & CEO Leonard C. Brevik. “Our members who sell health insurance want to continue doing so, but the Department of Health and Human Services doesn’t seem to value the participation of producers. As a result, Congress must act.”

At issue are regulations by HHS which lumped agent and broker compensation into medical loss ratios (MLR) set at 80 percent to 85 percent under the Affordable Care Act. As a result, many agents report that their compensation was cut by as much as 50 percent.

“Congress mandated in the healthcare law that agents and brokers be full participants under the new healthcare law, but HHS is trying to undo that provision through the regulatory process,” Brevik said. “That’s why PIA supports the Professional Health Insurance Advisors Act of 2011 (H.R. 1206), a bill that would clarify that producer compensation will not be considered as part of the MLR and would take that decision completely out of the hands of HHS. Congress needs to fix what HHS has just broken.”

The MLR rules took effect on an interim basis January 1, 2011. HHS said the final rules, announced December 2, provide certainty as to how the MLR is calculated.

PIA believes that many consumers who would be most negatively affected by not being able to readily access licensed, trained health insurance professionals are the poor, the elderly and small business owners who may not fully understand all the complex coverage options available to them. “Making it more difficult to utilize licensed insurance professionals with a restrictive MLR rule and then sending consumers to a government website is like telling them to fend for themselves. It is anti-consumer,” Brevik said.

“Congress and HHS have consistently turned to the NAIC as the experts in the implementation of PPACA,” said PIA National Assistant Vice President for Regulatory Affairs David Eppstein. “In fact, the law specifically charges the NAIC with the task of defining the terms used in the medical loss ratio formula and establishing the methodology used for computing it. And HHS Secretary Kathleen Sebelius specifically requested the assistance of the NAIC in defining what is included in medical loss ratios, in a letter to the NAIC on April 12, 2010. That’s why we find it inexplicable that HHS has chosen to ignore and dismiss the input of the NAIC.”

Founded in 1931, PIA is a national trade association that represents member insurance agents and their employees who sell and service all kinds of insurance, but specialize in coverage of automobiles, homes and businesses. PIA members are Local Agents Serving Main Street America SM. PIA’s web address is www.pianet.com.

This press release online at: http://www.pianet.com/NewsCenter/PressReleases/12-05-11.htm

Now is the time to donate to CAPIA PAC! See article below.


With CAPIA PAC, you now have a way to fight back! CAPIA PAC is asking for minimum contribution of $100 per insurance agent to reach its goal of $10,000 by November 2012. Please consider mailing your PERSONAL CHECK, cannot take agency check due to IRS rules, made payable to CAPIA PAC. Mail to PIANC, PO Box B, Henderson, NC 27536. A hundred agents giving $100 each to CAPIA PAC would truly let us start the new year with our voices being heard; and, it is tax deductible!!

Many agents have asked PIANC about having a PAC; so, PIANC has now established CAPIA PAC, a 501-c-6 under the IRS rules for tax deductible contributions for NC. Important elections are coming up in 2012, and CAPIA PAC has set this goal of contributing $10,000 for 2012 for conservative causes. Now, for all of you who have commented about not being able to fight back against those that are against the American Independent Agency System (your agency) and against certain NCDOI rules and regulations that help their interests, not agents, do have a way to be heard. Funds of CAPIA PAC will be dispersed by PIANC Board.


by Patrice Winovich

You have heard it before. “if you continue doing things the same old way, you will continue to get the same old results.”

  • How are your results in Sales? In Retention? In Profits?
  • Do you need to make some changes to get different results?
  • Are you willing to make those changes?


  • Unfortunately, the property and casualty insurance industry has not had adequate sales training for many years. Most agencies will say they have a training program, but it consists of coverage and agency management systems; with very little focus on sales training. Many new producers will shadow an older producer on a few sales calls. Sadly, the success rate for newer producers and some veterans is miserable and leads to dissatisfaction and frustration.

    PIA of North Carolina has partnered with Essential Training Solutions, the North Carolina sponsor and American Insurance Marketing and Sales Society to bring our agents the Certified Professional Insurance Agents (CPIA) designation. This program can help your sales force, new and old, become focused and productive.

    The CPIA program is a series of 3, one day, Success Seminars that will give you practical techniques to use, before, during and after the sale. The program has been so successful that we guarantee if you implement the principals covered in these three seminars you can increase your personal production by 20% within just six months.

    These are not boring lecture classes or a pump you up and send you out the door program. It is taught by a licensed agent, in an interactive environment to help you achieve long term sales success and retention.

    There are no tests to pass and you only have to attend an update class once every two years to maintain this national designation. In addition, you can earn up to 18 hours of CE in North Carolina. That’s sales and marketing training, a designation and CE credit. You can take the three programs in any order.

    Essential Training Solutions will be offering the CPIA program at the annual PIA conference in High Point, North Carolina.

    What’s the cost……..only $160.00 for PIA members. You can get more information and register on-line at www.patricespeaks.com or contact Patrice Winovich at 704-728-5571.

    Couldn’t you use more sales success?


    PIA of NC and Utica National E&O announce their new exclusive partnership with SIA of NC. SIA of NC is an alliance member of SIAA, a national organization writing over $5 Billion in P&C written premium with a national membership of more than 3500 Independent Agents. SIA Group and SIA of NC were named by the Insurance Journal as #52 on their Top 100 Independently Owned Insurance Agents nationwide. Their total written premium is in excess of $184 Million with revenue of $24 Million. SIAA and SIA of NC utilize their size and profitability through traditional and alternative market channels for the purpose of providing insurance agents with competitive choices in addition to providing significant profit and equity appreciation for Member Agencies.


    An Associated Press item recently reported that in 2007 the federal government paid $1.1 billion in subsidies to dead farmers. BUT follow up by USDA found NO fraud and determined that nearly all subsidies paid on behalf of dead farmers in recent years were proper. Despite the bad publicity and erroneous information, the federal government was legally obligated to make payments to farmers’ survivors [wife—children—next of kin], estates, partnerships and other farm entities involved in the farm operation. If the farmers were qualifying BEFORE they died, the benefits were due and owing and legal. Crop agents, farmers and ag sector participants need to stomp on these rumors.


    • Maintain their independence.
    • Access more than 50 carriers.
    • Gain individual company appointments.
    • Negotiate preferred contracts with enhanced commissions and bonuses with carriers and vendors.
    • Earn profit sharing with no minimum premium requirement.
    • Perpetuate their agency.
    • Automate with preferred vendors at reduced pricing.
    • Attract quality producers.
    • Increase the estate value of their agency.
    • Increase their sales time.
    For more information please visit: www.siagroup.net, www.siaofnc.com, www.siaa.net.


    For those agents that use ISO Manuals, if you are a member of PIANC, you can get a discount off your ISO Manuals when you order from ISO. Another member benefit


    NC Congressional Delegation addresses, Click Here

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    Professional Insurance Agents of North Carolina   PO Box B, Henderson, NC  27536

    877.401.6822   Penny.Rose@piaofnc.com    or    877.987.4262  Jim.Kennedy@piaofnc.com