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TRANSCRIPT
June 2015 | Published Monthly
Technology Use Critical for the Independent Agent & Agency » 15
Cyber Attacks Frequency Staggering » 18
Congratulations Bernie » 7
Millennials: Moving Out of Parents’ Homes » 10
INSIDE
Cover Photo Credit: Tumbling Run, Summer Beauties
Connect, Grow, Learn:Golf and Education Day
Photo Gallery » 21
National Association of Professional Insurance Agents400 N. Washington St., Alexandria, VA 22314-2353www.pianet.com | [email protected] | (703) 836-9340
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These ads are made available to PIA members through the PIA Branding Program. PIA members can preview the ads and download the ad files at www.piabrandingprogram.com.
As with previous ads made available through the PIA Branding Program, the new ads contain space for PIA members to add their agency contact information.
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June 2015 | Main Street Industry News | www.pianeia.com | 4
government and 14 million federal employees are impacted.
House Votes to Repeal ObamaCareMedical Device Tax | 20The final vote was 280 to 140. In all 46 Democrats agreed with the Republicans who voted yes.
NFIP Head: Flood & Insurer Disconnect | 9Brad Kieserman headed the National Flood Insurance Program (NFIP) for four months.
Millennials: Moving Out ofParents’ Homes | 10Over the last few months Weekly Industry News has been featuring stories about Millennials.
AIG & Greenberg’s Federal Suit –Wins it All, Gains Nothing | 11Former AIG Chairman and company founder — and its largest stockholder — Maurice “Hank” Greenberg got his decision.
Rates: Sitting in a Holding Pattern | 14MarketScout CEO Richard Kerr said commercial rates for all P&C lines are in what he calls a “holding pattern.”
Technology Use Critical forthe Independent Agent & Agency | 15Velocify sells automation software. While not exactly unbiased, Velocify does have some experience in the matter of the use of technology in getting insurance sales results.
Working from Home: 12 Struggles | 17hese days a lot of us telecommute. That’s a fancy term for work from home. For some of us it’s all the time.
Cyber Attacks Frequency Staggering | 18We read about cyber attacks every day. A couple of weeks ago it was the federal
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Congratulations Bernie | 7On June 11, 2015, Professional Insurance Agents NE IA and the Iowa CIC Education Committee honored Bernie Neff, CIC, CPCU for his 40-year service as a National Alliance Faculty Member.
Connect, Grow, Learn:Golf and Education Day Photo Gallery | 21
CPIA Classes | 28
Upcoming Events Calendar 2015 | 30
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On June 11, 2015, Professional Insurance Agents NE IA and the Iowa CIC Education Committee honored Bernie Neff, CIC, CPCU for his 40-year service as a National Alliance Faculty Member. Neff is the current Iowa Education Consultant for the PIA NE IA.
LeaAnn Carlson, CIC, CRM, CISR, AU, Cerie Garton, CIC, CRM, CPCU, AU, and Wade Sheeler, CIC, CRM, CPCU from the Iowa CIC Education Committee, regaled the audience with fun facts about Neff and recounted stories of working with him throughout the years.
All of the guests enjoyed refreshments and cupcakes from Scratch bakery in Des Moines, IA. What a wonderful way to celebrate such a tremendous achievement. The PIA and its course participants look forward to many more years with Neff in the CIC program.
Congratulations Bernie!
Bernie Fun Facts page 8
June 2015 | Main Street Industry News | www.pianeia.com | 8
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Fun facts about Bernie Neff
40 Number of years Bernie has been a CIC faculty member.
June 9, 1990 Date Bernie earned his CIC designation.
June 9, 2015 Date Bernie earned his tenured status as a CIC and can now update every other year!
March 5-7, 2008 Life & Health Institute – Bernie’s first class in IA as Ed Consultant
451 Number of 1st time participants that have attended under Bernie in Iowa
39Number of CIC tests Bernie has written in Iowa
1539 Number of CIC test takers Bernie has presided over in Iowa
175 Number of participants who have earned their CIC designation in IA under Bernie
1774 Number of participants who have updated their CIC designation in IA under Bernie
3752 Number of participants Bernie has shooed back into the room after breaks
“OK Folks!”18,773 Number of pages Bernie has turned to write the
39 IA tests since March of 2008!
June 2015 | Main Street Industry News |www.pianeia.com| 9
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Brad Kieserman headed the National Flood Insurance Program (NFIP) for four months. He decided to take a better position at the Red Cross. Last week Kieserman took some parting shots as he leaves the NFIP.
And those shots are aimed squarely at the Write Your Own (WYO) program.
The criticism is not surprising since Kieserman has headed up the investigation of the insurance companies that are administering the flood policies — and not administering them that well since accusations are flying that insurers are underpaying on claims.
He calls the NFIP a “melting iceberg” and says the insurers administering WYO are “increasingly disconnected from real customers, flood survivors.”
The Federal Emergency Management Agency (FEMA) manages the NFIP and Kieserman took shots at his soon to be former boss, too. He said FEMA has failed to place tight constraints on the WYO program and especially on private insurers that delegate engineering and other work.
Kieserman’s criticisms echo those of New York Sen. Charles Schumer and others who want major reforms of the nation’s flood insurance program. n
Source link: Insurance Business America
NFIP HeadFlood & Insurer Disconnect
Brad Kieserman
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MillennialsMoving Out of Parents’ Homes
Over the last few months Weekly Industry News has been featuring stories about Millennials. They’re those born after 1980. Right now they’re a growing workforce and a growing consumer base and are important — no, make that critical — to the future financial success of insurance agencies and insurers.
The U.S. Census Bureau tracks a lot of population statistics. An important one is the number of households in the country at any one time. The bureau released information last
week that says in the first quarter of 2015, the number of U.S. households grew by 1.48 million over the first quarter of last year.
Here’s more
interesting news.In the last three months of 2014, the household numbers grew by 1.66 million. And it’s the best back-to-back gain since the last six-months of 2005.
Most are renters. And while the bureau can’t specifically pinpoint where the growth is coming from, conjecture by experts is that it’s Millennials. That tends to make sense. Reports from sources other than the Census Bureau say the housing decline of the last few years is because Millennials have been moving back in with parents.
So who else could be
driving the increase?And we go back to renters. Renter households rose by 1.87 million compared to the first quarter of 2015. And as further proof, owner-occupied homes lost ground by 386,000 units. n
Source link: PropertyCasualty360.com
June 2015 | Main Street Industry News |www.pianeia.com| 11
AIG & Greenberg’s Federal SuitWins it All, Gains Nothing
Former AIG Chairman and company founder — and its largest stockholder — Maurice “Hank” Greenberg got his decision. And he’s not happy. Greenberg sued the federal government for taking over AIG in 2008 when it was close to collapse.
Greenberg said it cost the shareholders over $25 billion. Damages — if awarded — could have topped $40 billion.
During the trial U.S. Court of Claims Judge Thomas Wheeler heard months of testimony from the who’s who of finance in 2008 like Ben Bernanke, Hank Paulson and Timothy Geithner. In the end Wheeler ended up agreeing with Greenberg and Starr International. The bailout was onerous and the federal government was wrong.
“The government’s unduly harsh treatment of AIG in comparison to other institutions seemingly was misguided and had no legitimate purpose. The question is not whether this treatment was inequitable or unfair, but whether the government’s actions created a legal right of recovery for AIG’s shareholders,” Wheeler wrote.
However, Wheeler refused to award any damages to Greenberg, Starr and the others because he noted the investors — without the bailout — would have ended up with nothing anyway.
“In the end, the Achilles’ heel of Starr’s case is that, if not for the government’s intervention, AIG would have filed for bankruptcy. AIG’s shareholders would most likely have lost 100 percent of their stock value,” Wheeler wrote in his decision.
Greenberg and Starr filed the suit in 2011 and said the government’s insistence on taking 80% of the stock for the loan and then requiring a 14% interest rate was out of line. The judge agreed and said the Federal Reserve had the right to make an emergency loan to AIG, it did not have the right to take shares in exchange for the money.
No doubt both sides will appeal. n
Source link: PropertyCasualty360.com
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Maurice “Hank” Greenberg
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MarketScout CEO Richard Kerr said commercial rates for all P&C lines are in what he calls a “holding pattern.” Personal lines are doing a bit better and averaged a 1% jump in May and matched the April 1% rise.
He said May is a significant month because it’s when a lot of businesses do their renewals. Here are the numbers:
BY COVERAGE CLASSCommercial Auto Up 2%
Commercial Property Rose 1%
BOP Plus 1%
Business Interruption Flat
Inland Marine Flat
General Liability Flat
Umbrella/Excess Flat
Workers’ Compensation Flat
Professional Liability Flat
D&O Liability Flat
EPLI Flat
Fiduciary Flat
Crime Flat
Surety Flat
As noted earlier, personal lines saw an overall increase in May of 1% and Kerr says they’re holding steady. He said there is just one change and that’s in the rate for homeowners with Coverage A values under $1 million. “The reduction in pricing for homes under $1,000,000 is not surprising. This is a much sought after market with literally dozens of insurers trying to gain market share," Kerr added. n
Source link: PropertyCasualty360.com
RatesSitting in aHolding Pattern
BY ACCOUNT SIZESmall Accounts Up to $25,000 Rose 1%
Medium Accounts $25,001 to $250,000 Up 1%
Large Accounts $250,001 to $1 million Flat
Jumbo Accounts Over $1 million Down 2%
BY INDUSTRY CLASSContracting Rose 1%
Habitational Up 1%
Transportation Plus 1%
Manufacturing, Service, Public Entity, Energy Flat
PERSONAL LINES NUMBERSHomeowners over $1,000,000 value Up 1%
Homeowners under $1,000,000 value Flat
Automobile Up 2%
Personal Articles Flat
June 2015 | Main Street Industry News |www.pianeia.com| 15
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Technology Use Critical for the Independent Agent & AgencyVelocify sells automation software. While not exactly unbiased, Velocify does have some experience in the matter of the use of technology in getting insurance sales results.
The conclusion of a recent study by Velocify goes something like this: if you’re not using technology to its full potential, you are not close to as successful as possible. Don’t feel alone if you’re not. Velocify director of research Jorge Jeffrey said a huge percentage of independent agents are in the not category.
His conclusion comes from a 20-question survey called The State of Techsurance 2015. Over 1,000 agents and agencies were quizzed and asked if they are using one of these technologies:
Marketing automation•
Lead management•
Automated dialers•
Comparative raters•
Agency management systems•
Customer relationship management • software
Jeffrey said using these technologies to do business is critical. “One of our major findings when looking at insurance policies per producer was that agencies using at least one of six technologies were seeing 43% more sales than their counterparts.
He added that larger agencies are 93% more likely to use the technologies just listed than smaller agencies with 10 to 12 employees or less. Direct to consumer companies were 26% more likely to employ technology than the small agency.
“Another thing we found that we didn’t expect was the widening tech gap. Directs are not only the heaviest users of technology, but they also reported the most plans for investing in technology over the next year. They’re already leaders in tech adoption and if they’re planning to invest the most as well, the gap will widen even further,” Jeffrey said.
He also noted the biggest advantage to using technology and using it correctly, is follow-up. “A lot of agencies leave it up to the agent to follow up with leads, but in many cases, they fall through the cracks or get lost in the system. Research has found, however, that there’s effective ways to follow-up with somebody in terms of number of calls, emails, and the timing of those, and having everyone follow the same process makes a significant difference in results.”
June 2015 | Main Street Industry News | www.pianeia.com | 16
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Jeffrey concluded that smaller agencies have huge advantages over larger firms and direct sales outlets. Using technology correctly can increase that advantage. “These agencies offer a lot of different services and products that directs and captives can’t compete with, so if they were to adopt technology and take advantage of those benefits, it could make a big impact on the industry as a whole,” Jeffery said. n
Success — the study notes
— is a boost in sales of 43%
per producer and 13% more
policies sold per household. Source links: Two from Insurance Business America — link 1 and link 2
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Working from HomeTWELVEStruggleSThese days a lot of us telecommute. That’s a fancy term for work from home. For some of us it’s all the time. Others get to play with others and will split time between the home office and the business office.
For others there is a third office. It’s called a golf course but that’s a topic for another day.
Those of us who work from home and strictly from home know it’s not the panacea those stuck 8 to 5 in an office think. The genesis of this article comes from an article from Playboy. Yes, sometimes — laughing here — people actually do read the articles.
These are the struggles the magazine’s author says he deals with while working from home.
ONEJust putting on pants feels like you’re dressing up. There is no dress code when working from home. Those who work from home will tell you at first you shower — and in the case of guys, shave — and get dressed everyday. The longer you work from home, the less of a habit that becomes. Pretty soon you’re working in your bathrobe all day, every day.
TWOYou forget what it’s like to actually interact with people. Co-workers can be a royal pain
sometimes. But there is a certain isolation that comes from working from home.
ThrEETo combat not interacting with people you start talking to your pets like they’re people. With no one to talk to about the trials of the day you expect your cat or dog, or bird — and if it’s a parrot it may talk back —- to take up the slack.
fOurMeal schedule? What’s that? If you work in an office there is structure. Lunch is generally around noon. Working from home is a timeless existence. You go from laptop to the fridge and back to the laptop and on it goes until you crash and burn and go to bed with — yes — your laptop.
fIVEHappy hour? There is no happy hour. Grabbing a drink after work is — again —
June 2015 | Main Street Industry News | www.pianeia.com | 18
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walking from the laptop to the fridge or your in-house bar and back to the laptop. The good news is you won’t drink and drive. The bad news? You may drink too much, too often.
SIXYour neighbors worry that you never leave your house. You’re known as the mysterious person who shuffles out of the hovel once a day or so to get the mail.
SEVENYour social life is Facebook and that’s about it. At the office you can pop into someone’s cubicle or office and gossip a bit or tell a joke or two. Working from home can be a lonely experience.
EIghT, NINE & TENStruggles eight through ten: There’s no such thing as a snow day and no such thing as an office party. Sometimes you don’t leave the house for days on end and actually forget what the sun looks like.That leads us to two of the more serious troubles with working from home and our work from home pet peeves:
ELEVENYou never really stop working. There is time structure in the office. An office has a start and stop time. Working from home — and you’re starting to see a theme here — has you slinking from you home office to the living room laptop in hand and back to the office and finally to bed with your laptop in hand.
TWELVEPeople assume you’re not busy. Need a ride? Ask the person who works from home. After all, they set their own schedule and they’re not busy. People working from home sleep in and go to bed early. Relatives or friends pop in and stay with you and assume you have all kinds of time to entertain them. n
Source link: playboy.com
Cybe
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We read about cyber attacks every day. A couple of weeks ago it was the federal government and 14 million federal employees are impacted. Before that Anthem was hacked. And before that a dozen other businesses.
The Hartford Steam Boiler Inspection and Insurance Company is a Munich Re company. It recently checked and found that last year 70% of businesses were hacked at least one time.
That’s a huge number. What’s odd about the number of businesses being attacked is with the number of products available to battle them, the numbers ought to be going down and not up.
And — worse — 55% of the risk managers polled don’t think their company invests enough money into data security. Munich Re’s Eric Cernak said they also don’t think their companies have enough trained personnel — and more importantly — experienced personnel in the latest hacking to battle an attack.
“Hackers have evolved and so have their methods of attack. Businesses are on high alert, but they can do a lot better. Simply reacting to new threats is not enough. Businesses of all sizes need to anticipate hacking trends and deploy the resources necessary to protect their private or sensitive information,” he said.
Here are survey’s risk manager numbers:
63% are from large businesses•
30% are from mid-size businesses•
7% are from small businesses•
The survey also gathered more important information:
Risk managers worry about the use of • cloud technology.
Loss of confidential information is a worry • by 76% of those polled.
The type of information lost is a huge • concern.
Personally identifiable information got a • 53%.
Sensitive corporate information was • second at 33%.
Financial information was third at 14%.•
Risk managers also want to find ways to combat the attacks:
32% want to use intrusion detection or • penetration testing.
25% think employee education would be • the best way to combat attacks.
25% say encryption does the trick. •
Polls of this kind always include discussion of insurance:
46% of the risk managers said their • business has either purchased or increased its level of cyber insurance.
36% say they have no cyber insurance • at all. n
Source link: PropertyCasualty360.com
June 2015 | Main Street Industry News | www.pianeia.com | 20
The final vote was 280 to 140. In all 46 Democrats agreed with the Republicans who voted yes. The place is the U.S. House of Representatives and the issue is the ObamaCare tax on medical devices.
The tax is 2.3% and it affects 7,000 manufacturers who build things like ventilators or X-ray machines. Critics say the tax holds back innovation. Or so thinks Minnesota Republican Rep. Eric Paulson who introduced the bill. “Only in Washington would you impose a tax on life-saving medical technology and think you will actually reduce healthcare costs.”
House Votes to repeal ObamaCare Medical Device tax
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Actually this is the second time the House has voted to repeal. It also got an up vote in 2012.
What it doesn’t do is replace the $25 billion in lost revenue that helps subsidize the Affordable Care Act. That’s why President Obama — if it manages to pass the Senate — will likely veto. However, the repeal has some powerful allies in the Senate including Massachusetts Sen. Elizabeth Warren and a Senate Majority Leader in Mitch McConnell who’ll bring it up for a vote.
Source link: The Hill
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Connect, Grow & LearnGolf, Entertainment and Education
TRADEFAIR
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SPECIAL PRESENTATION BY SPORTSCASTER SEAN CALLAHAN.
INCOMING PIA NATIONAL PRESIDENT ROBERT HANSEN
JR., CPIA, LUTCF AND 1983 PAST PIA NATIONAL
PRESIDENT WAYNE BOWMAN
ANNUAL PIA PAST PRESIDENT BREAKFAST
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22 THROUGH 23 – E&O MOCK TRIAL
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PIA NATIONAL CEO & EXECUTIVE VICE PRESIDENT MIKE
BECKER UPDATED MEMBERS ON THE
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26 – MIKE BOWMAN PRESENTED RILEY TONKIN CIC, CPCU, AIM, AU WITH
EMC – PIA MARKETING REP OF THE YEAR
2014 PIA AGENT OF THE YEAR CHARLES MICEK PRESENTING JOE
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CRALE BAUER, CPIA PRESENTS TYMBER LONG WITH THE 2015
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2015-16 PIA NE IA PRESIDENT MIKE BOWMAN GIVING HIS
INAUGURAL ADDRESS
BOB FORD, CIC, CISR, CPIA, CLCS FROM DEVILS LAKE, ND TEACHING
CYBERLIABILITY
PIA NATIONAL INCOMING PRESIDENT SWEARING IN MARK SUHR CIC, PATRICK WEHLING CIC, CPIA AND MIKE BOWMAN TO THE PIA NE IA BOARD OF DIRECTORS
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Date Class/Webinar Where When
July 6, 2015Get in the Ring: A look at Property Claims, Fights, & Decisions
NE/IAWebinar12:00 PM - 3:00PM
July 9, 2015 Food Borne Illness & Insurance Coverage NE/IAWebinar12:00 PM - 3:00PM
July 9, 2015 CISR: Insuring Commercial Property DavenportSaint Ambrose University
July 14, 2015Personal Lines Complications: Because Simple is just too darn Easy
NE/IAWebinar3:00 PM - 6:00 PM
July 16, 2015 Ethics: Taking it to the Streets NE/IAWebinar12:00 PM - 3:00PM
July 15 - 17, 2015 CIC: Life & Health Institute OmahaHilton Garden Inn- Omaha
July 20, 2015Life Insurance Concepts for the Property & Casualty Agent
NE/IAWebinar12:00 PM - 3:00PM
July 21, 2015Contractors: Insuring the Property Exposures
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July 23, 2015 CISR: Insuring Personal Auto ExposuresWest Des Moines
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UpcomingEvents Calendar 2014-2015
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August 6, 2015CISR: William T. Hold: Advanced Learning Seminar
Cedar Rapids
Kirkwood Continuing Education Training Center
August 11 - 12, 2015 Ruble: Graduate Seminar (NE) La VistaEmbassy Suites Omaha - La Vista
August 19, 2015 CISR: Agency OperationsDes Moines
Hilton Garden Inn Des Moines/Urbandale
August 26 - 28, 2015 CIC: Life & Health InstituteCedar Rapids
Cedar Rapids Marriott
September 2, 2015 CISR: Insuring Personal Residential Property DavenportSaint Ambrose University
September 17, 2015 CISR: Agency OperationsWest Des Moines
LaMair - Mulock - Condon Insurance (LMC)
September 22, 2015 CPIA 3: Sustain Success Lincoln Marriott Courtyard
September 23 - 25, 2015 CIC: Agency Management Institute Lincoln Marriott Courtyard
October 7, 2015 CISR: Insuring Commercial PropertyCedar Rapids
Kirkwood Continuing Education Training Center
October 13, 2015 CPIA 3: Sustain SuccessDes Moines
Hilton Garden Inn Des Moines/Urbandale
October 14 - 16, 2015 CIC: Agency Management InstituteWest Des Moines
Holiday Inn Hotel & Suites
October 15, 2015 CISR: Personal Lines MiscellaneousDes Moines
Hilton Garden Inn Des Moines/Urbandale
October 20, 2015 CPSR: Residential Property PierceTown & Country Insurance
November 5, 2015 CISR: Agency Operations DavenportSaint Ambrose University
November 11 - 13, 2015 CIC: Commercial Property Institute La VistaEmbassy Suites Omaha - La Vista
November 16 - 17, 2015 Ruble: Graduate Seminar (IA)West Des Moines
Holiday Inn Hotel & Suites
November 18, 2015 CISR: Insuring Personal Residential PropertyDes Moines
Hilton Garden Inn Des Moines/Urbandale
piA Ne iA eveNTS
Name ____________________________________________________________________________________________________________
Agency/Company Name _________________________________________________________________________________________________________
Address ________________________________________________ City ___________________________ State ____ Zip_______________
Phone ________________________________ Fax _________________________________ E-mail _________________________________
Please put me in a foursome with:
1.____________________________________2._____________________________________ 3.____________________________________
Mail check and Reservation Form to:Professional Insurance Agents of NE IA, 920 S 107th Ave, Ste 305, Omaha, NE 68114
Questions??? - Please contact Jenn at [email protected] or 402-392-1611
Cost: $95 Member $100 Non Member (Includes green fees, cart, refreshments on the course, prizes and dinner)
Total enclosed $_____ Pay by: Check Visa MasterCard
Credit Card Number _______________________________________________________Exp. _________VCode ____________
Name on card (print) ______________________________________________________________________________________
DINNER ONLY RESERVATIONS ON REVERSE SIDE OF SHEET
Thursday, September 10, 2015Ashland, NE
Help us Insure the Future Agent by Attending!
11:00amRegistration
12:00pm Shotgun4 person scramble
402-392-1611www.pianeia.com
Mulligan’s For Sale - See Other Side
Policies or provisions may vary or be unavailable in some states. Policies have exclusions and limitations which may aff ect any benefi ts payable.Underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, Maine 04112-8828, under Policy Form ALI-3001-A (UIC).
Insurance Program Administered by Lockton Risk Services.
Mortgage payments, education, healthcare and daily living expenses continue for your family if something happens to you or another family member. That’s why it makes sense to seek fi nancial protection with PIA Trust’s Term Life insurance plans. Term Life coverage available through the plans includes:
Help Protect Your Family’s Financial Security With The PIA Trust
Basic, Voluntary &Dependent Term Life Plans
As a PIA Member* serving Main Street
America, you and your employees
have access to high-quality,
competitively priced Term Life
plans through the PIA Services
Group Insurance Fund.
TERM LIFE COVERAGE DESIGNED WITH LOCAL AGENTS IN MIND
PIA SERVICES GROUPINSURANCE FUND
For more information about PIA Trust Term Life insurance plans, please contact your local PIA Affi liate or call
the Plan Administrator at (800) 336-4759. Additional information is also available on-line at www.piatrust.com.
* PIA National membership, when required, must be current at all times.
Basic Term Life - no medical underwriting necessary up to guaranteed issue limits(only available with 100% group participation & employer paid premiums)
Voluntary Term Life - fl exible face amounts of up to $300,000 for you and your employeesDependent Term Life - coverage amounts up to $100,00 for spouses and $3,000 for children