Professional Insurance Agents Association of Virginia & the District of Columbia, Inc. 8751 Park Central Drive, Suite 140

Richmond Virginia, 23227 Web: www.piavadc.com - E-mail: pia@piavadc.com

May 31, 2014 Volume 78, No. 5

PIA VA Beach Convention: education, networking mixed with fun PIA Convention means different things to different agents, but one thing is fairly constant. At the beach, there’s always time set aside for PIAVA/DC member-agents to relax and socialize with family and friends. Of course, PIA offers the CE classes that agents require: three hours of Ethics via our VA Laws and Regulations class on June 24, and for those seeking up to 10% discount on their Agents’ E&O renewal, there’s the E&O Loss Preven-tion Mock Trial on June 23 which also offers three hours of OGI CE. This year, at the remodeled Sheraton Virginia Beach Oceanfront hotel, PIA offers lots of relaxation opportunities, including the free Trade Fair from 2-6 p.m. on June 22; the Wave Warriors’ Corn Hole Tournament at beach-side for Special Olympics of Virginia from 2-5 p.m. on June 23; the Evening at Chick’s Oyster Bar from 6:30 - 9:30 p.m. June 23, and a free afternoon on June 24 prior to the Installation and Awards Banquet from 6:30 - 9:30 p.m. PIA’s discounted room block at the Sheraton has been sold out for some time, but rooms may still be available because the hotel is not yet totally sold out for that period. Call the hotel direct at 757-425-9000. The early discounted expired May 16, but you can still register for PIA Convention conveniently at www.piavadc.com. The most important benefit for most members at PIA Convention is the intangible benefit of professional net-working; sharing ideas and concepts for solving agency problems, and building and growing relationships with com-pany marketing representatives. You should be part of this annual event again this year. See you in Virginia Beach.

All your biennial P&C CE requirements for Virginia - 16 hours - available over two days for just $199/member. PIAVA/DC has created a new Education ExPO patterned after the original SWVA Education ExPO with agent focus on CE; low cost and time-saving format. This new PIA ExPO is conveniently located in Manassas for Northern Virginia agents and concentrates on CE topics that NOVA agents specifically requested that PIAVA/DC provide. Register online now at www.piavadc.com. Mark your calendars for September 9 & 10, 2014, at Manassas for the PIAVA/DC NOVA Education ExPO. PIA member-agents can get 16 hours of P&C credit locally, including the required 3-hour Virginia Laws & Regulations (Ethics) class and a 3-hour E&O (3 OGI) Loss Control seminar (with specific focus on digital media risk), in two days - for only $199/member; non-member: $320. Alternatively, five hours of L&H CE is also available in concurrent sessions. Call 804-264-2582 for details. Topics include: Cyber Liability; EPLI & D&O: Executive Protection; Gov’t contractor/Intn’l Risks; Insuring high net worth individuals, plus L&H topics: Obamacare update and Financial instruments for Funding Agency Succession.

PIA’s new NOVA Education ExPO is Sept 9-10, 2014, Manassas

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 2

PIA’s CE classes available at your local location - saves money, saves time. Since 2004, your agents association - PIAVA/DC - has made low-cost continuing education classes available to PIA members at their agency locations. This money-saving PIA member benefit is particularly significant now as we enter a new CE biennium in Virginia and the license laws changes take effect. Requirements for “in-house” classes are that your agency provide a location that can accommo-date 25 people in classroom style seating; plus modest food and beverage service. All participants must be paid in advance - no refunds, and participants can include agents from your agency and from other agencies, to make up a class of at least 25 persons. PIA will provide an instructor, a class coordinator and all instructional materials and equipment for any of its own CE classes (Agents’ E&O Loss Control (3-OGI), Laws and Regulations (3-L&R), etc., plus PIA’s CISR and CPIA designa-tion programs at your location. For more information, contact Sheryl@piavadc.com. Schedule PIA’s money- and time-saving in-house classes now. It will be December 31, 2014, before you know it.

PIA brings CE classes to your agency location; schedule now

Don’t delay getting your required CE completed before year-end Be forewarned - again. The 2013-2014 VA CE biennium ends December 31, 2014. Virginia’s insurance continuing education laws have changed. The former biennial requirement for a two-hour Laws & Regulations class has changed to a three-hour requirement for Ethics content. Although the Virginia Laws & Regulations topic is accepted for the Eth-ics credit, it must be an approved three-hour class; not just two hours. A combination of Laws and Ethics credits is allowed if they equal 3 hours total. The most significant change for the 2013-2014 biennium concerns insurance license revocation. There is no longer a seven-month “grace period” at the end of this biennium. If you fail to have all your CE completed; fail to register online to claim your CE credits and pay your biennial $15 fee by November 30, 2014, you may receive a communication from the BOI advising you that your license may be terminated January 1, 2015. So don’t put off getting in compliance with all your Virginia CE requirements. In January 2015, there won’t be any ex-cuses good enough for you to keep your license if you don’t have your CE or have not paid your paid you continuance fee. Check www.VirginiaInsuranceCE.com now to see if you are compliant. Get your Virginia CE completed now.

PIA hosts Executive Risk Seminar in May at Sheraton VA Beach PIAVA/DC hosts a National Alliance Executive Risk Seminar, May 29-30, 2014, at Sheraton Virginia Beach Oceanfront Hotel, 3501 Atlantic Avenue, Virginia Beach, VA 23451, 800-325-3535, Single $139 Cutoff 04/28/2014; Double $139 Cutoff 04/28/2014; Hotel provides complimentary parking and internet access. 7:30 AM Registration; Registration: When making your hotel reservation, refer to The National Alliance to get our group rate. National Faculty instructors are Rich-ard Clark, Jerry Hargrove, and Allen Messer. Register Online $420 at https://www.scic.com/courses/ruble/executive_risk/20140530VARER This Executive Risk Seminar devotes two days to the exposures, insurance coverages and risk management tech-niques for handling the specific risks faced by top executives for their organizations. Topics: Executive risk exposures; D&O coverages and endorsements; Fiduciary and employee benefits liability; Employment practices, and Operational management risks. If your book of business includes these special risk executives from government or private corpora-tions, you need to know how to adequately protect these high net worth individuals and their property. Register today.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 3

Need to hire? Need a job? Job seekers, employers are here

PIAVA/DC dates to remember... 2014 PIAVA/DC Convention - June 22-24, Sheraton Virginia Beach Oceanfront; 2014 PIA NOVA Education ExPO, Sept 9-10, Manassas; 2015 PIAVA/DC Convention - June 28 -July 1, Sheraton Virginia Beach Ocean-front; 2016 PIA SWVA Education ExPO - March; 2016 PIAVA/DC Con-vention - June 26-28, Williamsburg Lodge; 2017 PIAVA/DC Convention - June 25-27, Sheraton Virginia Beach Oceanfront; 2018 PIAVA/DC Conven-tion - June 24 - 26, Skelton Center at Virginia Tech, Blacksburg, VA.

Got an agency to sell? 1) Agent buying agencies in Southwest VA as far East as Bedford. Con-tact 540-493-3913. 2) Buying agencies; Contact Wm. Boseman. Call 252-537-8338 or 252-532-1931 cell, e-mail jack@bosemaninsurance.com. 3) Buying agencies for cash. Rob Wagner, Brown & Brown - 804-627-1002, 804/433-6379.

Every agency wants to save money. When you meet any one of the criteria listed below, a 5% credit is applied to your premium – up to a maximum of 10% credit. There is no minimum premium threshold for an account to be eligible for the credit, which will be applied after the application of any schedule rating modifiers. The criteria must be met every year for the credit to be continued. The criteria are: 1) Enactment of an annual exposure analysis program. 2) At least 60% of agency staff achieve recognized designations: CIC, CISR, CPIA, CPSR, ACSR, CPCU. 3) Attendance at an approved E&O seminar within the last 15 months or within the first 30 days after inception date… including CIC Agency Management; CISR Agency Operations; Dynamics of Service, PIA Insurance Services E&O Loss Prevention Seminar or one CPIA class. 4) All required* staff attend a PIAVA/DC-conducted in-house E&O/Loss Prevention Seminar including all internal CSR employees as well as the principle or office manager of the agency.

Qualification by agency size 1-3 staff size 1 principle/office manager or CSR 4-10 staff size 1 principle/office manager and 1 CSR 11-20 staff size 1 principle/office manager and 2 CSR 21+ 20% of staff Call PIA Insurance Services, 804-264-2582 or e-mail Debbie@piavadc.com

P&C/Life agent needed in Richm’d; send cover letter, resume, salary req. to nicole@bacon-insurance.com; PL CSR for Christiansburg agency. Send resume to klawson@burch-hodges-stone.com by Dec 20; Mrktg Analyst needed Midlothian, cover letter, salary, resume to Cari Fessler at cfessler@profrisk.com; CL CSR needed Richmond, min 3 yr agcy exp; Applied, also Richm’d Producer needed PL&CL, all lines, motivated, reply in confidence to owner: 804-240-1189; CL CSR needed F’Burg, licensed, email to rankins@leecurtis.com or fax to 540-371-6766. CSR Asst, part-time in Richmond, resume to PO Box 9640, Richmond, VA 23228; CL Acct Mgr needed in Richmond, P&C li-censed or licensed in 3 mos; min 2 yrs ins exp; send resume to jobs@atlanticspecial.com Undrwrtg Mgr needed at NNIns, send resume to cbragg@nnins.com;Peninsula agy needs CL CSR; call 757-725-7664; P&C CSR needed, Chesapeake, call Keith @ 420-0006; P&C Licensed CSR/Producers sought by agencies in: Appomattox, Stafford, Danville, Roanoke. Ltd exp Ok; training provided. Contact Don Meincke (800) 468-1127, Ext 158; PL CSR needed, NOVA, 3 yrs exp, Applied exp’d, contact twilliams.langfordinsurance@verizon.net; CL producer needed Richmond min 5yr exp, (804) 675-4300 x202 or email: kperry@dyecoins.com; NOVA CSR seeks work: 703-304-1987, CL CSR seeks job, 18 yr exp. NOVA: 703-860-4212; CSR needed Hampton, (757) 722-2889; CL producer needed -Richmond re-ply at mkoehler@midsouthassurance.com or PO Box 4332, Glen Allen, VA 23958-4332; P&C producer wanted Metlife FinSer, Richmond, 804-582-5880; CL CSR seeks job, 26 yrs exp, Richmond: 804-615-1502; CL CSR needed in DC agency. Contact Ken at (202) 638-2498; Leesburg CSR, TAM exp’d, send resume to aengle@ephinsurance.com;

Affordable, Insightful & Timely AGENCY EVALUATIONS &

APPRAISALS are just a phone call away: call 757-486-9610. E-mail ecurry1012@gmail.com Target Marketing Management

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The great comedian Groucho Marx once said, “The secret of life is honesty and fair dealing. If you can fake that, you've got it made.” As interesting as it may sound, it is probably fair to say that Groucho was not an insurance producer. If he had been, he may have been involved in an E&O claim or two. In the daily operation of an insurance agency, producers and customer service representatives will be “tested” on their levels of integrity and honesty. How those tests are handled can lead to significant consequences. Imagine facing the following scenario: As a producer/account executive/customer service representative, you are looking to write a specific account that, in the company's eyes, may not be a “perfect match.” Perhaps the account had a loss or two (or three). Maybe it’s a prop-erty account, with a significant amount of the building vacant. Quite possibly, the account was non-renewed by the pre-vious carrier. The list of possibilities is virtually endless. As you complete the application, you arrive at the questions addressing these exposures. What are you thinking? Pos-sibly, if you “bend the truth,” who will ever know? What could possibly happen if someone did find out? This issue has been the central focus of more than a handful of E&O claims. In practically all of these cases, the odds are stacked heavily against the agency. In most of these E&O cases, somehow the carrier did find out the truth and, when this happened, the agent caught the full brunt of the carrier's consternation. Agency staff interacts with carriers and wholesalers on a variety of application issues. The scenario could involve when the application was initially submitted or when the carrier underwriter contacted the agency with additional ques-tions. Lying on an application to get an account written is wrong, dead wrong. If lying on applications is how you will conduct yourself, it’s advisable to find another occupation. There are thousands of honest, truthful producers who present the carrier with an accurate assessment of the risk and stand by the carrier's decision. Doing anything to the contrary gives the noble insurance industry a bad name. The best practice is to complete an application with the customer’s input. Ask all of the questions and don't presume to know the answer to any of them. Where possible, visit the risk you are trying to insure. This enables you to speak with some degree of credibility on any subsequent conversations. Upon the completion of the application, require the customer to review it, and then require his or her signature, thereby attesting to the accuracy of the information. Don't presume that you know the answers when handling follow-up questions from carriers. Take down the questions, and then contact the customer to secure the answers. If the customer answers your questions over the phone or in person, document those discussions in the agency file. Send a letter or e-mail back to the customer that me-morializes the discussion and the responses, and include a copy in your file. Customers often ask questions try to understand insurance and how it works. How the producer chooses to answer those questions is extremely important. Providing the customer with incorrect information is wrong. Suppose a producer thinks, “The only way the customer will know I was wrong is if they have a claim. What are the chances of that?” The producer is wrong. An anonymous quote summed it up best: “I’d rather be honest than impressive.” Should honesty be the basis of your carrier relationship? Yes! The consequences can otherwise be significant. While losing one’s license is a definite possibility, the carrier/wholesaler could decide to terminate its relationship with you. Don’t expect any carrier to be too understanding and accommodating if it finds out there has been a breach of hon-esty. Agency management should make it a goal to ensure that all sales staff knows honesty is the only way and anything outside of that will not be tolerated. Lying to your carriers has many significant consequences, including the damage done to the relationship between the agency and the carrier. In addition, if the carrier suffers a loss and believes it was misled into writing the account, it could rescind the policy, essentially leaving your agency as the “insurance carrier.” That’s definitely a position you do not want to find yourself in!

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 4

Agents’ E&O: Faking honesty is not a good E&O tool by Curtis M. Pearsall, CPCU, AIAF, CPIA, President, Pearsall Associates Inc., Special Consultant to the Utica National E&O Insurance Program - Blog: agentseotips.com

For five years, PIA carrier-members have generously arranged to pay for PIAVA/DC members to attend PIA continuing education classes thanks to PIA’s members-only service, called the Carrier Education Assistance Program. Scholar-ships and other assistance is provided through PIA’s insurance carrier partners on the Company Executive Advisory Council (CEAC). Participating carriers include GMAC Insurance, Grange Mutual, Rockingham Group, Southern Insurance of Virginia and Progressive Insurance. If any of your carriers are not on this list, ask your carrier rep about it. The PIAVA/DC Carrier Education Assistance Program, , provides PIA member-agents with education assistance funding to pay tuition, lodging, travel-related expenses, registration fees, etc. for PIA’s exclusive CIC, CISR, and CPIA designation programs; the PIA Annual Convention, and PIA’s Education ExPOs. Only PIA company members, and only PIA member-agencies, in good standing, may participate. Contact Sheryl@piavadc.com for more details and to sign up your com-pany or call PIA at 804-264-2582.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 5

PIA 3,000 sq. ft. classroom space available to Company members

Free CE tuition for PIA members with Carrier scholarships

Take note - there are two exhibit areas for PIA Convention, June 22-24, 2014, at Sheraton Virginia Beach Oceanfront. Both exhibit areas are across from each other in the Sheraton Ballroom area; one smaller area overlooks the beach and one larger area does not. This is a big change to your PIAVA/DC Trade Fair set-up for 2014. PIA has more than 20 trade show spaces overlooking the beach (see photo below) out of a total of 70 exhibit spaces. Located in the Ocean Grand Ballroom Foyer, these limited beach overlook spaces will be table top spaces only and will be available first come, first served. Sheraton is taking room reservations now: Oceanfront - $219; Partial Oceanview - $189. For PIA’s discount rate, agents must mention PIAVADC when making their reservation. Call the hotel directly at 757-425-9000 or Sheraton Central Reservation - 800-325-3535 to reserve. Individuals may also reserve a room online at http://tinyurl.com/lbw6ja5. Mark your calendars now for June 22-24, 2014, and plan to relax with friends at PIA’s Convention at Sheraton Oceanfront Virginia Beach. For details, call Carol at PIA 804-264-2582. Online Convention registration available soon. Table top spaces in the Ocean Grand Foyer are limited to the first 22 companies that re-serve them. We recommend you reserve your spaces early. Remember, summer in Virginia Beach means when the PIA room block sells out, there are no more rooms. The Sheraton hotel has sold out PIA’s discounted room block. The hotel is not yet completely sold out for this time period, so check out www.sheratonvirginiabeach.com if you are seeking a hotel room for PIA Convention. PIA Trade Fair exhibits are nearly sold out, so do not wait to make your reservation. While a few both spaces remain.

Don’t forget PIA Trade Fair changes at Sheraton - Virginia Beach

PIAVA/DC Company members are always welcome at PIAVA/DC’s office, and many carriers routinely reserve space at low member rates in the PIA office for their agency meetings and various training programs in Richmond. PIA Member Company’s can conduct agents meetings at a deep discount compared to renting space in local hotel ball-rooms and paying skyrocketing hotel food and beverage costs. Over 3,000 sq ft. of comfortable Class A meeting space is available at PIA, as well as a full galley for catering meals, plus A-V equipment, wireless broadband service, and a friendly staff. The PIA classroom can easily be divided to accommodate groups of 60 or 45 for concurrent sessions or separate meal functions. Several excellent local caterers are available to provide total food and beverage service as it PIA. Contact Carol at PIAVA/DC call 804-264-2582 or e-mail Carol@piavadc.com to schedule your dates now.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 7

Don’t forget: Virginia insurance CE laws changed to require The 2013-2014 Virginia CE biennium ends December 31, 2014. Virginia’s insurance continuing education laws have changed. The former biennial requirement for a two-hour Laws & Regulations class has changed to a three-hour requirement for Ethics content. Although the Virginia Laws & Regulations topic is accepted for the Ethics credit, it must be an approved three-hour class; not just two hours. A combination of Laws and Ethics credits is allowed if they equal 3 hours total. The most significant change for the 2013-2014 CE biennium concerns insurance license revocation. There is no longer a seven-month “grace period” after December 31. If you fail to have all your CE completed; fail to register online to claim your CE credits, and pay your biennial $15 fee by November 30, 2014, you may re-ceive a communication from the BOI advising you that your license may be terminated January 1, 2015. Trying to get your CE reported and confirmed in December 2014 will be a nightmare for agents, so don’t chance losing your license. Don’t put off getting in compliance with all your Virginia CE requirements any longer. In January 2015, there won’t be any excuses good enough for you to keep your license if you don’t have your CE or have not paid your continuance fee. Regulators are very well aware that agents will have had 23 months to attain their proper amounts of CE and to become compliant with the new laws. Check www.VirginiaInsuranceCE.com now to see if you are compliant. Get your Virginia CE completed now. Ques-tions? Go to www.piavadc.com for help and use the hot links to check your CE totals.

Utica Agents’ E&O Policy Holder Discount

The following PIAVA/DC educational classes are approved for Utica’s premium discount at your next E&O renewal. Contact Debbie Batkins at PIA Insurance Services for details - call 804-264-2582 or Debbie@piavadc.com. Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • CPIA seminars • PIAIS E&O Seminars. Any of these classes are eligible to meet the Utica requirement which is spelled out on page 3 of this newsletter. A combination of classes for the appropriate number of your agents plus other compliance can equal a 10% premium discount.

He's just been named PIA National's 2014 Professional Agent of the Year, and was hon-ored as PIA of Virginia and DC's Agent of the Year in 2013. So why does Cole Tucker feel like he's just doing his job?

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 8

The Road to PIA Cole Tucker's grandmother, who worked for an independent agency in Richmond that wrote the workers’ comp and business owner's policies for the PIA of Virginia, set him on the path to association membership, a move he says he's still thankful for making. “It was not my decision,” Tucker says. “She gave me the dues to join PIA and said, ‘You go talk to Elsie (Reamy, the late executive vice president of PIA of Virginia & DC); she’ll tell you what to do. “I called PIA's office, I told them who I was and I’d like to be a member,” he continues. “I sent the check to them. I think the check hadn't reached PIA before I received a fax back from Elsie that said, ‘Welcome. Which com-mittee would you like to serve on?’ Not ‘Would you like,’ it's ‘Which one? Circle it and send it back to me.’” Tucker started serving on the Finance Committee in 1998 and chaired the committee just a few years later. He's been involved with PIA ever since.

Emperor of Virginia

At first blush, Cole Tucker cuts an unassuming figure. But if this life teaches you anything, it's that looks are often deceiving.

The president and owner of Tucker-Franklin Insurance Group Inc. in Mechan-icsville, VA, Tucker spends his days overseeing his agency, working with the Professional Insurance Agents Association of Virginia and DC (PIAVA/DC), meeting with clients, teaching, and maintaining a well-balanced personal life with his wife of 20 years and teenaged son and daughter. His is a successful life, his agency generating more than $3 million in premium—with about 85% to 90% personal lines and the rest small commercial and life & health.

Yet when he talks about his own accomplishments, Tucker's humility is at once genuine and disarming. Why him, he asks? Of course he works hard to give of himself to all that he can. Doesn't everyone?

It is the fact that a longtime agent like Tucker does not consider himself ex-ceptional—along with a complete lack of self-aggrandizement and his willing-ness to go the distance for everyone in his life—that makes him exceptional.

His contemporaries, by comparison, are aware of this. Last year, Tucker was named PIAVA/DC’s Outstanding Agent of the Year. Then in March, he was honored as the PIA National's 2014 Professional Agent of the Year. Not bad, for a 46-year old insurance pro who built his business up from an empty room with no prospects to a local institution that's still going strong, 16 years later. “We’ve developed a very loyal clientele, and what I’m most proud of is that the people that we’ve dealt with for years and years send their friends, send their children now to see us,” he says.

He's proud of his work, to be sure, but Tucker can't seem to discern why oth-ers deem him worthy of distinction.

“I quite honestly didn't see myself as really being worthy” of the PIA's honor, he says, turning charmingly uncomfortable when the subject is brought up. “I see the National Agent of the Year as [honoring] a large agency doing lots of big stuff. Why is an agent in Podunk, Virginia, going to be honored with such an award? We’re a very small agency.”

Size, however, is no measure of greatness—but commitment to an ideal is. And that's something Tucker has understood since his formative years in the insurance industry. “We do business face to face,” he stresses. “I have a website, but you cannot go on my site and get a rate. You can fill out a quote sheet online, but I’m going to talk to every single person that we write. That's something that I’ve believed in, I was trained that way.”

Tucker relishes being in the business of building relationships, something es-pecially important in a town with a population of about 37,000. For him, maintaining a solid reputation for client service is paramount.

His best days, he says, are the ones “when we’ve had a challenge in a claim situation and we’re able to work with the carrier and the insured to bring that customer back from the ledge—and make it all work out to where the situa-tion is agreeable to everyone.”

YOU CAN READ THE ENTIRE 4 PAGE ARTICLE ON COLE TUCKER IN THE JUNE 2014 ISSUE OF NATIONAL UNDERWRITER PROP-ERTY & CASUALTY...By Shawn Moynihan, PropertyCasualty360.com,

Register for the CISR professional designation today at www.piavadc.com. Call PIAVA/DC at 804-264-2582 or e-mail Sheryl at Sheryl@piavadc.com for details.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 10

Business questions? PIA members get free consulting advice Got a problem and need real professional help? As a PIAVA/DC member, free help is yours as a member benefit. That’s right, nearly $1,500 worth of professional consulting time is yours each year. Maybe you need tax advice or have a regula-tory issue with the BOI? What about an appraisal for a book of business or a tough employee contract problem? Free help for PIA members is a simple call away...call PIAVA/DC at 804-264-2582. These services are provided to you exclusively as a PIA member through PIAVA/DC Agency Assist ™ , a suite of PIA consultative resources designed to help PIA member-agents solve everyday agency and personal problems, preparing to buy, sell, perpetuate, merge, appraise and/or transfer ownership of an agency business, with the help of a cadre of experienced professionals in a variety of business pursuits. PIA’s team of experts provides advice and you’re not obligated to buy anything. PIAVA/DC Agency Assist ™ offers PIA members a one-hour free consultation per year with an experienced local at-torney and with other experienced professional practitioners. In addition to legal direction, PIAVA/DC offers additional free one hour/year consults from any of our professional services providers, including CPA and tax consultation; agency per-petuation, agency management and workflow analysis; producer compensation and productivity analysis; relationship bro-kerage between agency purchasers and sellers; financing resources for agency purchases; agency human relations consult-ing; business planning; and agency valuation services. PIA’s team of practitioners includes Attorneys Jo Nolte, Martha McQuade, Marni Byrum, Daniel Caldwell, Julie Cillo and Consultants Victoria V. Lewis, Al Diamond, Edward Curry, Jon Per-sky, Becky Lathrop, Brandi Hinen of PurePRM and Sheri Winesett from ActionCOACH. All are true experts in their fields, and they are a phone call away at 804-264-2582. For legal challenges, PIA’s panel of veteran local attorneys is available by phone, e-mail or in person to evaluate agent issues (business or personal) and to give direction on corporate law, elder care, domestic, regulatory, insurance coverage, employment and litigation. Your one-hour per year local attorney consultation is a $250+ value - yours free as another value-added benefit of PIAVA/DC membership. In addition, PIA’s seven professional business consultants – valued at $200/hour – can provide you with up to another free $1,400 of consulting help over 12 months - for PIA members only. For help, call PIAVA/DC at 804-264-2682 or e-mail pia@piavadc.com for information on these useful business and insurance consult-ing services available to PIA members only.

Need help? Call PIAVA/DC first - personal service is always free What do you get for your PIA dues? Aside from 50% discount on 1st year and 25% discount on 2nd year dues for start-up agencies, PIA provides members a lot for their dues investment. Here’s some of what you get today: • The best professional designation programs (CIC, CISR, CPIA) in the nation and tuition discounts on PIA in-house programs, like the 3-hour Laws & Regs class, and PIA’s new webinar series on timely topics, like Obamacare • PIA lobbyists fighting for agents at the General Assembly in Richmond; weekly Legislative Update e-newsletter during session; • 3-hour E&O seminar which counts toward a 10% premium discount with Utica • Tuition grants/loans from the PIA-CEAC Carrier Education Assistance Program • PIA Education Foundation’s Semi-annual scholarships to CIC, CISR, CPIA and Convention/SWVA Education ExPO registrations • Discounts on day-long L&H and P&C CE classes • Member-only Agents’ E&O insurance products through PIAIS from agent-owned PIAPRO E&O Captive • Opportunities as board leader, committee chair or active member on one of 14 committees • Opportunities to network/learn from/share with peers at committee and board meetings, and at Conventions • Free admis-sion to Carrier Trade Fair at Annual Convention • Member-agent use of the PIA classrooms; • PIAVA/DC Agency As-sist™ program offering $1,400 of legal and professional consulting free to members annually • PIA Insider e-newsletter, including VA Regulatory Hot Tips created by PIAIS attorney • Agency & agent employment ads in publications • Access to PIAIS’s 4 market access programs for P&C Admitted and Life & Health markets • Personal advice and counsel from PIA Ambassadors • Access to association-endorsed discount premium financing services • PIA website with the following: news & announcements of new PIA member services; licensing and CE transcript data, fast OnLine registration with ACH/EFT payment for classes and conferences; regulatory bulletins, model agreements, Business Links on PIA’s modern website for agents seeking company appointments, PIA Career Center with free ads and free resume postings, agency tips, and archives of all PIA publications, such as the Agency Procedures Manual, privacy policies and technical security policies; • PIA Na-tional Membership benefits worth at least $1500 for each company contract that you have reviewed for free by National’s regulatory attorneys; Federal legislative representation on Capitol Hill; free national branding program with radio print and TVA ads of “Local agents serving Main Street America”; Omnia discounted employee screening; Agency Perpetuation Central; Generation Y micro website; Guide to Successful Agency Planning & Agency Disaster Recovery Manual • A friendly, profes-sional staff - all of whom are P&C licensed and who members can call - FOR FREE - when you need advice on a question, a problem or if you need a straw man to ask the BOI a “what if” question • Multiple business networking opportunities to engage, talk, learn, and associate with other agents, in a non-competitive environment.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 11

PIA discount rooms almost sold out at Sheraton Virginia Beach

Learn about Agent Teleworking at 2014 PIA Convention, VA Beach Teleworking has become more main stream as an employment practice with independent agents who sometimes struggle to cope with agency staffing issues and shortages of experienced in-surance agency personnel. Teleworking has unique challenges that may Vir-ginia professional agents have already faced and overcome. Learn the chal-lenges and rewards of teleworking from your colleagues on June 23 at the Sheraton Virginia Beach Oceanfront, where PIAVA/DC presents its 2-hour Agent Teleworking (2P&C) panel discussion, featuring: Moderator Bob Reilly of Ashcraft Associates, Arlington, VA; Jeff Brown of Brown’s Insurance, Manas-sas; Kenneth Daveler of Alliance Insurance Services, Washington, DC.; Scott Harwood, Jr, of Harwood and Son, Farmville; 2013 PIAVA/DC and PIA Na-tional Company Representative of the Year Connie Boyd of Southern Insur-ance, and Scott Chidester of Kinex, Farmville, VA. At PIA’s Teleworking presentastion on June 23, you can learn about successfully telework training; determining em-ployee eligibility; assessing employee needs; crafting signed, written telework agreements; communicate expectations; performance management; decisions about equipment; safety and security responsibilities, and unique practices and pro-cedures that impact your agency teleworkers. Get the facts from agents who know at PIA’s Convention and Trade Fair, June 22-24 Virginia Beach. Register online now at www.piavadc.com

Don’t be left out. Warm ocean breezes, soft sand, cool beverages and fun group of people to hang with. PIAVA/DC’s 78th Annual Convention and Trade Fair, June 22-24, 2014, is at Sheraton Virginia Beach Ocean-front. The Sheraton’s block of discounted PIA rooms has been sold out. Also the early registration discount has ex-pired and Convention registration increased by $40 per person after May 16. Beachside corn hole bag toss tourna-ment to benefit Special Olympics will be held Monday af-ternoon beachside near PIA’s hospitality suites. A few Sheraton rooms were still available at rack rates. Call the hotel directly at 757-425-9000 or 800-325-3535 to make a reservation. Plan to vacation with PIA family friends at PIA’s Con-vention at Sheraton Oceanfront Virginia Beach, June 22-24, 2014. For details, call Carol at PIA 804-264-2582. COMPANY EXHIBIOR REMINDER: There is a significant change for your 2014 PIA Trade Fair. PIA has more than 20 of its 70 trade show spaces overlooking the beach in a unique agent gathering area that many will find ap-pealing. These Ocean Grand Ballroom Foyer spaces are tabletop spaces only; available first come, first served. Call Carol - 804-264-2582 - to reserve one of the remain-ing Trade Fair Exhibit spaces now - you’ll be glad you did. Be sure to attend the free Trade Fair from 2-6 p.m. on June 22; the Evening at Chick’s Oyster Bar from 6:30 - 9:30 p.m. June 23, and a free afternoon on June 24 prior to the Installation and Awards Banquet from 6:30 - 9:30 p.m. Don’t be left out. Register today.

PIAVA/DC MEMBER BENEFITS NEWS - May 31, 2014 Page 15

EDUCATION - I will attend the following courses: (please mark even if registered as a Full attendee)

Full Convention Attendee

A La Carte Member

A La Carte Non-Member

Monday (CHOOSE ONLY ONE) 9:00am-Noon Mock Trial: E&O Loss Prevention (3 OGI pending) 9:00-11:00am Panel: Agent Teleworking (2 PC pending) Monday 11:15am-12:15pm Insider’s View of Glass Breakage (1 PC) Tuesday (CHOOSE ONLY ONE) 9:00am-Noon Laws & Regulations [Ethics] (3 ETH) 9:00-11:00am P&C Loss Control (2 PC pending) Tuesday 11:15am-12:15pm ACA Update (1 LH pending)

Included Included

Included

Included Included

Included

$75

$105

$50

$75 $105

$50

$175 $165

$75

$175 $165

$75

“Ride the Waves with PIA” PIA VA/DC Convention and Trade Fair

June 22 - 24, 2014 Sheraton VA Beach Oceanfront ~ VA Beach, VA

A t t e n d e e R e g i s t r a t i o n F o r m

Name: Badge Name (first only):

I am: an Agent a Company Rep a Spouse/Guest

Agency/Company: Email:

Address: City:

State: Zip: Phone: Fax:

If Applicable: NPN #: State (ie: VA): License #:

THIS IS MY FIRST PIA CONVENTION Be sure to add your Special Olympics Donation on the back of this form.

PIA Member Non-Member Additional Staff from Same Agency/Company First Time Attendee (Agent) YPC Track (Must be PIA member; age 45 or under. Reg. incl. all

activities listed above PLUS Chick’s Oyster Bar for no add’l. fee.) Exhibitor Delegate (Exhibitor attending full convention) Spouse/Guest (not a licensed agent)

Full Name Mr. / Mrs. / Ms.

$415 $485 $365 $325 $310

$370 $299

$455 $535 $390 $395 $405

$400 $325

FULL REGISTRATION PACKAGES (* Includes Trade Fair, entertainment, Education courses and

all meal functions (except Monday Chick’s Oyster Bar).

Early Bird

May 16 & After

Trade Fair — Must complete registration form for entry. Sunday Prof. Desig. Conferment / New Members / 1st Timers Lunch

Conferee is free. Guest of conferee: ____ @ $25/each Exhibitors invited to join Prof. Desig. Lunch Monday Breakfast Monday Beachside Corn Hole Tourney for Special Olympics Monday Dinner - Chick’s Oyster Bar

(Anyone can attend, regardless of age. This dinner is included for those reg. as Full “YPC Track”. Advanced reg. is reqd. Seating limit - 100)

Tuesday Awards Breakfast, PIA Annual Business Meeting Tuesday Reception & Dinner

FREE $35

$35 $35

$50/team of 2 $99

$35 $110

FREE $45

$45 $45

$50/team of 2 $125

$45 $135

A LA CARTE ITEMS Early Bird May 16 & After Early Bird

FREE $45

$45 $45

$50/team of 2 $115

$45 $125

May 16 & After

FREE $55

$55 $55

$50/team of 2 $125

$55 $150

Non- Member PIA Member

A c c o m m o d a t i o n s , f u r t h e r d e t a i l s a n d p a y m e n t i n f o r m a t i o n o f t h e b a c k s i d e o f t h i s f o r m .

Mon Breakfast Me Spouse

Tues Awards Breakfast Me Spouse

Tues Reception/Dinner Me Spouse

Chick’s Oyster Bar Yes No

YPC Track Regs. Only:

Sun Trade Fair Reception Me Spouse

Prof Desig Conferment Lunch Yes No

Full Registration—Please Complete

I plan to attend the following meals functions:

Registration Instructions: • If you are a company rep or licensed agent and plan on attending the entire convention (Sunday Trade Fair through Tuesday Dinner), you should

register as a FULL Convention Attendee. The only activities not included in a FULL registration would be Sunday lunch at the Professional Designation Conferee Event and Monday dinner at Chick’s Oyster Bar. Please note, if you register using the YPC Track, the Monday night dinner is already included.

• Full Spouse/Guest Registration – If your spouse or guest (not a licensed agent) plans on attending the entire convention with you, register them under the “Full Registration Packages” section. This includes all breakfasts, Tuesday dinner (NOT Mon dinner) and Sunday Trade Fair Reception. If your spouse is only planning on attending a few of the convention events, the A La Carte Registration may be a better option.

• All FULL Convention attendees (& their spouse, if applicable) are required to mark which meal functions they will be attending. This helps PIA plan according to how many attendees will be present at each meal function.

• ALL REGISTRANTS (Full and A La Carte) should complete the “Education” section. This insures that we will have a seat for you. Some of the sessions have limited seating. If you do not denote in advance, which sessions you plan to attend, you risk not having a seat at your desired session.

Accommodations: Sheraton Virginia Beach Oceanfront, 3501 Atlantic Avenue, Virginia Beach, VA 23451 Register for hotels rooms early—PIA’s room block always sells out early at Virginia Beach. Call Sheraton at (800) 325-3535 or (757) 425-9000 or register online at http://tinyurl.com/lbw6ja5. Mention PIAVADC when calling to receive the discounted rates: $219 Oceanfront; $189 Partial Ocean View. Rates do not include applicable taxes, resort and services fees. Hotel reservations must be made by May 16th in order to receive group discount. If the PIA room block sells out prior to May 16th, then normal hotel rates will apply. Attire: For the most part, our convention is casual. It is recommended that you bring a sweater or jacket in case some rooms are cooler than you desire. Tuesday evening’s dinner is the only time semi-formal attire is recommended.

Payment: Please refer to cancellation policy included on this form. • FULL Registration $

• Spouse Registration $

• A La Carte Registration $

• Education Registration $

• Special Olympics $

• TOTAL $

Invoice Me Credit Card (Amex, Visa, Master Card) A $10 fee will be added to all credit card transactions.

Card # Expires Security Code

Name on Card Card Billing Address City, State, Zip

All invoices must be paid in full by June 20th. Any balance due upon conference check-in must be paid in full in order to receive convention / registration materials. Cancellation Policy: Registration cancellations are fully refundable if cancelled through May 31, 2014. Registrations cancelled June 1 through June 13, 2014 are subject to $50 cancellation fee. No refunds will be given for cancellations made after June 13, 2014. No refund for no-shows. Substitutions are allowed. Written notice of cancellation is required.

Return completed form & payment to: PIA VA/DC, 8751 Park Central Drive, Suite 140, Richmond, VA 23227 Attn: Carol Throckmorton Fax (804) 266-1075 OR Email: carol@piavadc.com Questions? Call (804) 264-2582

Children: The following children will be in attendance: # Under 3 yrs. (Names) # Age 3-8 (Names) # Age 9 & up (Names) __ Children’s meals are offered ONLY for Tuesday night dinner. Pre-registration required. # of Children’s Meals requested: _________ @ $15 ea. Dietary Restrictions: Note any food allergies or medical conditions that require special meals. Special Needs: Note any special needs that will help us or the hotel staff serve you &/or your spouse/guest better. (ie Wheelchair; room near elevator)

Attention Trade Fair Exhibitors

How would you like a 50% discounted booth at the 2015 PIA VA/DC Convention in VA Beach? All you have to do is have the best decorated booth at the 2014 Conven-tion. This year’s theme is “Ride the Waves with PIA”. A winner will be chosen from both inside the Ballroom and the Ocean Grand Ballroom Foyer. Trade Fair attendees will vote for their favorite booths and the winner will be announced at the end of the Trade Fair during the Trade Fair Reception.

A NOTE ABOUT SPECIAL OLYMPICS OF VIRGINIA - There will NOT be a Silent

Auction this year as in years past. Please continue to support the Special Olympics

through PIA by adding your donation here. Diamond, Gold and Silver contribu-tors will receive a ribbon on their name badge recognizing their donation. Please write in the $ amount you would like to contribute.

Diamond ($250 & up)

Gold ($100—$249)

Silver ($50—$99)

Bronze ($49 & below)

2014 PIA VA/DC Annual ConventionBeachside Cornhole Tournament between the Boardwalk & Sheraton Pool

Monday - June 23rdTournament begins at 2:00 pm Cost: $50/team of 2

All Proceeds go toSpecial Olympics VA

CASH

PRIZES

& Trophies

1st Place Team $2002nd Place Team $100

Come out and have some fun!! No experience necessary!