INSIDE PIA Call to Action: Crop Insurance Cuts Avoided » 6 Special Report: Medical Loss Ratios, Insurance Rates & Heavy Duty Criticism » 10 Prompt Policy Checking and Delivery are Musts » 14 ObamaCare: The Honeymoon is Over » 20
Cover Photo Credit: Jonathan Reyes Autumn on the MoPac trail (2), Lincoln, NE.
Professional Insurance Agents NE IA and The National Alliance held Nebraska’s 36th Annual Conferment Ceremony » 22
November 2015 | Published Monthly
Did you know that PIA’s company council, The PIA Partnership, has conducted nationwide research about the insurance buying preferences of small business owners? The research is encouraging because it found that small business owners strongly prefer independent insurance agents as they make choices in today’s online world. However, the results also serve as a wake-up call that agents must take steps to continue to demonstrate their value and also be more engaged online. PIA and the companies belonging to The PIA Partnership have created a public website that helps agents understand PIA’s findings. PIA members also have access to a private website containing a series of strategies and tools to help them stay ahead of online competition in commercial lines. To access the newest PIA Partnership project, Small Business Insurance & The Internet — The Voice of the Commercial Lines Customer, visit us at www.pianet.com/voiceoftheclcustomer. If you are not a PIA member and want to access all of the tools available through this program, contact us for a membership application or visit us online at www.pianet.com/joinpia.
National Association of Professional Insurance Agents 400 N. Washington St., Alexandria, VA 22314-2353 www.pianet.com | membership@pianet.org | (703) 836-9340
Top Stories PIA Call to Action: Crop Insurance Cuts Avoided | 6 Last week Congress made an agreement with the White House on a deal to raise the debt ceiling and set the budget for two years.
A Look at the Worker’s Comp Market | 16 A.M. Best released a special report last week on how carriers are doing with workers’ compensation premiums based on 2014 numbers.
Independent Agency Organic Growth | 7 Millennials are those who came to adulthood around the year 2000.
Cyber Insurance | 18 Wells Fargo did a study and found close to half of the businesses in the U.S. that have cyber insurance have used it.
Social Media & Producers: The Tool Bring the Most Profits | 8 Social media has its positives but a lot of insurance producers continue to wonder what the buzz is all about.
Senate Republicans Push ObamaCare Repeal & Democrat Cadillac Opposition Grows | 20 Senate Republicans are going to push for the repeal of the Affordable Care Act.
Special Report: Medical Loss Ratios, Insurance Rates & Heavy Duty Criticism | 10 The Urban Institute did a study on statistics provided by the National Association of Insurance Commissioners (NAIC).
ObamaCare: The Honeymoon is Over | 20 The Affordable Care Act is in trouble — and it’s not just from Republicans in Congress who continue to push for repeal.
Your Employees: A Perk Worth a Job Change | 13 Softchoice is a technology consultation firm. It just did a study on what employees want and like in a job and on what it will take to lure them away. Prompt Policy Checking and Delivery are Musts | 14 Ask most agencies where policy checking and delivery rank among daily duties and it is likely not high on the list. AIG — The Pressure Continues | 16 Billionaire investor Carl Ichan continues his push to radically change AIG’s business model.
PIA NEWS Professional Insurance Agents NE IA and The National Alliance held Nebraska’s 36th Annual Conferment Ceremony | 22
PIA NE IA Events PIA’s Annual Holiday Party | 26 Upcoming Events Calendar 2015 - 2016 | 27
Advertisements Contact us to place an ad. Cathy Klasi, Executive Director (402) 392-1611
November 2015 | Main Street Industry News | www.pianeia.com | 4
Insuring the Midlands Since 1891 Andy Kraus, CPCU Vice President of Agencies 800-742-7433 akraus@fmne.com
Top Stories
PIA Call to Action: Crop Insurance Cuts Avoided PIA for Nebraska and Iowa PIA Association for Nebraska and Iowa is committed to focusing its resources in ways that cast the most favorable light on its constituents. We are dedicated to providing the type of programs, the level of advocacy, and the dissemination of information that best supports the perpetuation and prosperity of our members. We pledge to always conduct ourselves in a manner that enhances the public image of PIA and adds real value to our members.
SUBSCRIBE or comment Professional Insurance Agents NE IA Attention: Editorial Main Street Industry News 920 S 107 Avenue, Ste. 305 Omaha, NE 68114 Email: office@pianeia.com Ph: 402-392-1611 www.pianeia.com The PIA NE IA, Main Street Industry News reserves the right to edit your comments to fit space available. We respectfully ask that you keep the comments to 200-300 words. Join Our Facebook Fan Page
Professional Insurance Agents of NE IA
Advertising Questions Cathy Klasi, Executive Director (402) 392-1611 This publication is designed by Strubel Studios.
Last week Congress made an agreement with the White House on a deal to raise the debt ceiling and set the budget for two years. Paying for the deal includes a $3 billion cut to the crop insurance program. The cuts were eventually dropped. You helped. PIA National issued an immediate call to action because the cuts are harmful to the private sector delivery system. In a release to members, PIA National said insurance is a successful public-private partnership. This proposal weakens that partnership and with it, the rural economy. PIA urged its members — via the grassroots effort — to contact members of Congress to ask them not to support the crop insurance cuts. The system has already sustained $12 billion in cuts since 2008. And the cuts make little sense considering we’re in one of the worst droughts in U.S. history. You responded and your hard work and response to the grassroots call helped charge the minds of those in Congress. Congressional leaders — including Iowa Republican Sen. Charles Grassley of Iowa — have pledged to remove them from the budget ceiling deal. “If people keep their word, presumably we’ll be able to keep our crop insurance,” he said. House Agriculture Committee Chairman Mike Conaway — a Texas Republican — said the cuts are now gone from the House version of the deal. “I want to thank my colleagues who have made it very clear over the last 24 hours that the attempt to gut crop insurance in the budget agreement was not acceptable. Our nation’s farmers and ranchers did their part in reining in our nation’s debt in the 2014 farm bill, saving an estimated $23 billion. It
is imperative that we do not undermine their trust by attacking the primary tool they use to manage the tremendous risks involved in producing food and fiber.” Rep. Collin Peterson — a Democrat from Minnesota — and the ranking member of the House Agriculture Committee agreed. “We have assurances that the cuts will be removed and the farm bill will not be raided. We produced a fiscally responsible and bipartisan farm bill in 2014 that saved $23 billion. We’ve done our part. I can now support the budget agreement with these assurances.” n
Stipe cited stats from the Council of Insurance Agents and Brokers (CIAB) on P&C rates. Those statistics show rates for commercial insurance falling in the last four quarters. And Stipe noted commercial insurance accounts for 60% to 70% of the revenue for the 130 large and mid-sized agencies in Reagan Consulting’s survey. Reagan’s report suggests the impacted agencies and brokerages adjust to market conditions until pricing stabilizes. n Source link: Insurance Business America
Source links: Cattlenetwork, Farmfutures
IS YOUR E&O X-DATE HERE?
Independent Agency Organic Growth
Considering a change?
Reagan Consulting took a look at third quarter results for independent insurance agents. The firm concluded something you’ve probably already noticed. Median organic growth and profitability for independent agents and agencies fell during the quarter. Organic growth dropped from 6.0% in the third quarter of 2014 to 4.4% in the same time period in 2015. Profits also fell from 22.4% in 2014 to 21.9% in the third quarter of 2015. Reagan Consulting President Kevin Stipe said this is the slowest organic growth rate since 2011 and for the first time in 14 straight quarters that agency growth has fallen below 5%. “Agent/broker organic growth is slowing — for privately-owned and public broker — because commercial property/casualty insurance rates are officially in a soft market. Profit margins tend to increase during times of strong organic growth and decrease when growth rates slow,” he said.
Let the PIA quote your E&O. Phil Fried (402) 392-1611 Phil@pianeia.com
E&O Coordinator Phil Fried
November 2015 | Main Street Industry News |www.pianeia.com| 7
Top Stories
Social media has its positives but a lot of insurance producers continue to wonder what the buzz is all about. You dutifully do Facebook and tweet on Twitter and even LinkedIn but — realistically, like most of us — you do it half-heartedly and sporadically. Putnam Investments checked in with 300 financial advisors and asked them about social media. It found the average social media user — in terms of using it for business — is a male, an independent business owner working for themselves, about age 40 and their total income is based on commissions and fees. They use all sorts of social media from Google+ to Facebook to Twitter to LinkedIn. It is LinkedIn that gives them the most success and the most return for the investment of time.
RESULTS • 49% report finding new business via social media. • For 29% that leads to new assets of $1 million or more. • 95% — including producers — use LinkedIn for business purposes. • It’s a referral network, a brand ID builder and is used to expand their professional network. • 66% say it is the “go to” tool for finding new clients. • That same 66% find their target clients are most active on LinkedIn than anywhere else. • 85% of financial advisors — including producers — let their staff access LinkedIn at work.
November 2015 | Main Street Industry News | www.pianeia.com | 8
Top Stories
The producers all report accepting and requesting connections on LinkedIn and getting firm names, group names and all said they post content updates. Putnam Investments did an even deeper focus on LinkedIn and found the five top reasons these investors use it: 1. The people I’m trying to reach are active on this network. 2. I now have a better understanding of how to best leverage this network for business. 3. It is more suitable for my needs than a different social network. 4. It has helped me achieve my desired results. 5. I have more of a business need to use it than before. This isn’t to say that those interviewed have abandoned other social media. Most report success with Facebook. It is good for cultivating and enhancing client relationships. Twitter also works for picking up new referrals. A good tweet — says 28% of those interviewed — helped gain clients. Google+ is at the bottom of the proverbial food chain. n
Source link: Insurance Business America Freepik.com: Social media network background image
November 2015 | Main Street Industry News |www.pianeia.com| 9
Top Stories
Special Report
Medical Loss Ratios, Insurance Rates & Heavy Duty Criticism The Urban Institute did a study on statistics provided by the National Association of Insurance Commissioners (NAIC). It found insurers spent an average of 92% of individual health plan premiums on patient care in 2014. That exceeds the thresholds set by the Affordable Care Act’s (ACA’s) medical loss ratio (MLR) requirements. Prior to the ACA’s 2010 implementation, the average MLR for all insurers in 29 states fell below the 80% figure. By 2014, every state had an average MLR at or above 80%. This is where insurance agents are critical of insurers and of the Obama administration and the Department of Health and Human Services (HHS). PIA National said the ACA requirement that insurance companies spend at least 80% or 85% on patient care was used by some insurers as an excuse to drastically cut agent commissions. Now that the average MLR has reached 92%, it is no longer necessary for the HHS to classify agent compensation as an “administrative expense” under the MLR. It is for that reason the PIA has endorsed the Access to Professional Health Insurance Advisors Act of 2015 (H.R. 815). It was introduced by Oregon Democrat Rep. Kurt Schrader and Missouri Republican Rep. Billy Long. The legislation clarifies that producer compensation will not be considered as part of medical loss ratio (MLR) calculations under the Affordable Care Act (ACA).
PIA National Executive Vice President Mike Becker said, “This is a major oversight that has caused significant, negative consequences. Congress needs to fix this. PIA expresses its appreciation to Reps. Long and Schrader for introducing legislation that addresses this problem.” The association’s Director of Federal Affairs Jon Gentile agrees. “PIA members are insurance professionals that provide personal support, advice, and counsel to their customers. It is critical that they continue to do so as the ACA makes significant changes to the healthcare market. It is imperative that consumers and employers understand the impact of these changes and have full access to licensed, trained, local insurance agents who can provide them with professional advice regarding all of the options available to them.” The American College of Emergency Physicians (ACEP) is also criticizing insurers over the
November 2015 | Main Street Industry News | www.pianeia.com | 10
Our Role in Your Office We’re specialists. �
� �
Targeting “Main Street” commercial accounts and more Workers’ Compensation “lead line” Complementary coverages in select states
We’re secure. � �
Part of the Berkshire Hathaway group A+ (”Superior”) A.M. Best Company rating
We’re growing. � � �
Direct written premium of over $600 million Doubled in size in recent years Active in 46 states (many with our BizGUARD Plus Businessowner’s Policy product)
Berkshire Hathaway GUARD Insurance Companies can be a key carrier resource in your office. We have a well-defined focus that has enhanced the income stream of countless agencies across the
We’re competitive. � � �
Accurate pricing (that can be sold!) Tiered Workers’ Comp rate structure Other standard and unique special discounts
country. Plus . . . our longer-range vision is to bring one-stop insurance shopping to business owners nationwide. We’re growing and hope you are interested in joining us! We currently have agency appointments available.
To learn more, visit: We’re fast and easy. �
� �
Same day (often samehour) turnaround on Workers’ Comp quotes On-line rating application Extensive Service Centers
Remember: We’re the quote you could come up against . . . so why not join us?
www.guard.com/apply
Berkshire Hathaway
GUARD
Insurance Companies
Top Stories medical loss ratios. However, it is for a different reason. ACEP president Dr. Jay Kaplan, MD doesn’t think insurers are doing enough for patients — and considering the MLR 80% to 85% requirement — he’s surprised. “Isn’t the goal of the ‘Affordable Care Act’ to make health care more affordable?” Kaplan said. An ACEP survey of emergency room doctors finds 70% of those belonging to ACEP contend an increasing number of us are putting off health care — and sometimes necessary health care — because of health insurance company cost-cutting measures. Here are the ACEP reasons why: • Excessive out-of-pocket expenses • High deductibles • High co-insurance payments And that’s just the tip of the iceberg. • 73% of emergency room physicians say narrow networks are disrupting necessary care. • 67% say primary care physicians are sending patients to emergency rooms to get medical tests and procedures because insurers won’t pay for them in an office setting. Kaplan said, “This is a scary environment for patients. Many patients are motivated by fear of costs and not by the seriousness of their medical conditions. The insurance companies are shifting costs onto patients and medical providers as they attempt to increase their bottom lines, and this threatens the foundation of our nation’s medical care system.” He says insurers call it cost-cutting. Kaplan contends it’s really profit-boosting.
The ACEP assessment gets even more dramatic: • 60% of doctors surveyed said they can’t find specialists for their own patients because of narrow network plans that limit the number of medical providers. • Over 80% said they have treated patients that can’t find specialists to care for them because of those same narrow networks. • 65% say they are seeing more and more people in emergency rooms because people can’t find primary physicians to treat them. • The physicians place the blame for that on insurers who will not provide an adequate number of physicians in their networks to serve communities. • 73% say they are seeing more Medicaid patients in emergency rooms because there aren’t enough primary care physicians who will see them. • 20% say they know doctors in emergency rooms who are opting out of health insurance networks and 90% say the reason is because health plans aren’t negotiating reasonable rates for their services. Dr. Kaplan continued his criticism. “Insurance industry claims about ‘surprise bills’ are disingenuous since they created the ‘heads I win, tails you lose’ environment. Balance billing would not even exist if health plans paid what is known as ‘usual and customary’ payment in the insurance industry — what is also known as ‘fair payment.’ Emergency patients are especially vulnerable because health plans know that emergency departments never turn anyone away. Health insurers have been taking gross advantage of patients and medical providers since the Affordable Care Act (ACA) took effect, arbitrarily slashing reimbursements
November 2015 | Main Street Industry News | www.pianeia.com | 12
Top Stories to physicians by as much as 70%. Patients and physicians should band together to fight these dangerous insurance industry practices.” At the same time, Kaplan was critical of the four largest insurance companies merging and wondered if they have the resources to merge why don’t they have the revenue to provide better services to the insured?
SoftChoice President and CEO David MacDonald said, “We found most people really value the freedom to customize their workday — to be able to run an errand, schedule an appointment, or pick up their kids from school, and catch up on work when it suits them. Organizations that enable that kind of flexibility have become highly desirable places to work,” he said.
Meanwhile, rates continue to rise for health insurance. Or at least they are for what are called “mid-level” health insurance policies. According to the HHS, premiums for ObamaCare’s second-lowest cost silver plans are going up an average of 7.5% in 2016. This will be for the 37 states that are using HealthCare.gov. n
The survey and its results are from interviews with 1,700 employees. Here are more results from the survey:
Source links: PIA National, Employee Benefit Advisor and Insurance Business America
• 62% of employees believe they’re more productive working outside the office. • 61% of employees prefer working the equivalent of an eight hour workday broken up over a longer day, rather than in a single 9-to-5 block. • 57% of employees work remotely on personal or sick days, and 44% of employees worked on their last vacation.
Your Employees
A Perk Worth a Job Change Softchoice is a technology consultation firm. It just did a study on what employees want and like in a job and on what it will take to lure them away. The number-one response is not that surprising. It’s a benefit and the benefit — says 74% of the North American employees polled — is letting them work remotely and work remotely as often as possible. Remotely — in this case — usually means at home.
And since many are working on personal days, sick days and on vacation, and in many cases after hours, MacDonald said modern technology makes the concept much more workable than in the past. As noted, an employee can connect to the workplace anytime and anywhere so more flexibility in work schedules makes sense. SoftChoice also found 59% of employees get some sort of device from their employer for just that reason — working from a remote location. But just 24% of those employers have rules or policies and expectations about work activities after business hours. n Source link: Insurance Business America
Even more scary for employers is 70% of those polled saying they’d quit their current job to pick up one that gives them that flexibility. November 2015 | Main Street Industry News |www.pianeia.com| 13
Top Stories
Prompt Policy Checking and Delivery are Musts by Curtis M. Pearsall, CPCU, AIAF, CPIA, President, Pearsall Associates Inc. Special Consultant to the Utica National Agents E&O program Ask most agencies where policy checking and delivery rank among daily duties and it is likely not high on the list. It’s not that agents think these are unimportant.
use a checklist that is completed and saved in the system. Break down the checklist by overall issues (named insured, address, effective and expiration dates, policy number, etc.) and by type of coverage. For:
Property coverage: verify correct
coverage/forms, locations insured, limits for each location, correct list of mortgagees/ loss payees, additional coverages or changes requested from the prior policy, etc.
Some agents believe policies are correct and, if they are not, it’s the carrier’s problem.
Liability insurance: review additional insureds, limits, requested coverage changes, etc.
Other agencies report the “quality ratio” is 95% or higher. This sounds impressive, but it means one out of 20 policies contains a mistake.
scheduled vehicles, limits, and any unique exclusions or coverage limitations that need to be brought to the customers attention, etc.
Many agencies believe the quality of the policy issuance has improved, but these same agencies will state that errors happen and some are significant e.g. missing locations or vehicles, incorrect named insureds, etc.
Umbrella: double-check that underlying
Whether the policies are provided in paper or electronic form, it is vital to promptly check for accuracy to ensure the coverage provided meets what the agency requested.
Identifying Policy Errors
Just giving policies a quick “once over” will not be detailed or comprehensive enough to identify errors in the policy. A best practice is to
Auto policies: check symbols, list of
insurance limits meet the minimum underlying limits required by the umbrella. Insufficient underlying limits is a major cause of E&O claims. The reviewer should complete, date and “sign” the checklist, which should then become part of the file. Other policy checking documentation methods include: A “policy checked” stamp indicating who checked it, when and what was noted. Requiring notes in the system with an activity code showing the policy was checked.
November 2015 | Main Street Industry News | www.pianeia.com | 14
Top Stories Check policies within 30 days of receipt. When some agencies get backed up in policy checking, they have mailed the policies with a message like, “Here is your policy. Please understand that we have not checked it.” This approach is not suggested.
Delivery Details
After the policies have been checked, it is equally important that they are promptly delivered to the customer, either electronically, in person, mailed, etc. In most states, the customer has a duty to read his or her policy. However, it will be difficult to hold them to that duty if the policies are still sitting on the producer’s desk. When the policies are mailed, include a cover letter encouraging the customer
to read the policy and to advise the agency of any areas needing correction, if there are questions, etc. The file should note when and how the policies were delivered. The promptness of policy issuance varies. If the agency receives the majority of the policies, but is awaiting a “straggler,” it is best to deliver the policies on hand. Tell the customer what policies are still pending and that these will be delivered shortly after the agency receives them. While many other tasks vie for priority, make the time for prompt policy review and delivery now to help prevent an errors-and-omissions problem later. n
®
November 2015 | Main Street Industry News |www.pianeia.com| 15
Top Stories
AIG:
The Pressure Continues Billionaire investor Carl Ichan continues his push to radically change AIG’s business model. His latest movie happened last week when Ichan — essentially — called for the ouster of current CEO Peter Hancock. His method for Hancock’s removal starts with the board of directors and how it communicates with its shareholders. Ichan wants shareholders to have direct communication with the board. He also wants a new director added to the board with an agreement that this particular director will — quoting — “agree in advance to succeed Mr. Hancock as CEO if asked by the board to do so.” Ichan’s push — and that of hedge fund honcho John Paulson — is the result of Hancock’s refusal to split the company into three divisions: • Property casualty • Life • Mortgage Once the split is made, Ichan and Paulson want the company to sell off the life and mortgage lines. With 42 million shares, Ichan owns 3.4% of AIG and is the firm’s fifth-largest investor. He says splitting up the company removes AIG from being designated as a significantly important financial institution — SIFI — and from deep regulation by the Federal Reserve. “In all of our discussions with Mr. Hancock it was abundantly clear to us that he is not willing to take the bold steps that we, and so many other shareholders, believe are long overdue. He failed to lay out any alternative strategic plan with the potential to unlock value for shareholders or to provide compelling reasons as to why these businesses belong together,” Ichan said.
It hasn’t helped that AIG — under Hancock’s leadership so far — has failed to meet return targets for investors. Case in point. The company lost $231 million in the third quarter. Ichan says it’s better to act now — and quickly — rather than wait until the next annual meeting. “AIG is too important, and the current situation is too time-sensitive, to wait years. In fact, we believe the current situation is too timesensitive to even wait until the company’s annual meeting next spring, especially when all of the stakeholders who have reached out to us believe management’s current plan (or lack thereof) is insufficient,” he said. Hancock didn’t react directly but more or less did so through a company statement: “AIG maintains an active dialogue with shareholders, including Carl Icahn. Management and the board have carefully reviewed a separation of AIG’s businesses on many occasions, including in the recent past, and have concluded it did not make financial sense.” n Source links: Carrier Management, Insurance Business America
A Look at the Worker’s Comp Market A.M. Best released a special report last week on how carriers are doing with workers’ compensation premiums based on 2014 numbers. While just some are doing alright and others not so good, Best said it’s the fourth straight year of improved results. Liberty Mutual and AIG are among the not so good and both saw their 2014 written
November 2015 | Main Street Industry News | www.pianeia.com | 16
Top Stories premiums fall from the 2013 figures. For Liberty Mutual the drop was 27.5%. AIG’s income fell 10.4%. Both hits are huge. Liberty Mutual’s numbers turned the company from the 2nd most productive workers’ compensation writer to the 5th. Upon receiving the A.M. Best report, Liberty Mutual issued a statement and explained the drop is no surprise. “Over the past several years, Liberty Mutual Insurance has strategically reduced its exposure to workers compensation by targeting underperforming accounts that were contributing to unacceptable results. As a leading provider of commercial insurance today, we continue to be a strong market for workers compensation insurance where our claims and loss prevention expertise and customer service focus provide value and superior outcomes to our customers.” While Liberty Mutual and AIG’s business slipped, most others saw business grow. Premium increases and a drop in claims frequency are the reason. The combined ratio
for work comp ended up at 101.5 for 2014. A combined ration under 100 is thought to be healthy so the 101.5 doesn’t seem that good. But it is. Compare the 101.5 to the 118.1 in 2010 and things look pretty good. So does the net written premium which hit $46.8 billion. It is also up from 2010 figures when the total was $34 billion. A.M. Best said the report is good and there is definite improvement but rate adequacy remains uncertain. “While the industry’s underwriting performance benefits from an overall positive rate environment in 2014, competitive market conditions and persistent low investment yields continue to compress operating margins. Improved fundamentals in recent years appear to indicate that further improvement in results may continue over the near term, given growth in premiums from rate increases and favorable claims frequency relative to claims severity.” n
TOP 5 Company
Travelers Group Hartford Insurance Group AIG State Insurance Fund Liberty Mutual Source link: Carrier Management
Net Written Premiums
Market Share
2014
2013
Y/Y % Change
2014
2013
$3.84 billion $3.01 billion $2.44 billion $2.37 billion $2.23 billion
$3.68 billion $2.97 billion $2.72 billion $2.28 billion $3.08 billion
+4.3% +1.4% -10.4% +4.0% -27.5%
8.2% 6.4% 5.2% 5.1% 4.8%
8.3% 6.7% 6.2% 5.1% 7.0%
PIA NEWS
Cyber Insurance
Wells Fargo did a study and found close to half of the businesses in the U.S. that have cyber insurance have used it. The study looked at 100 middle market firms and large corporations and found: • 85% of those responding had cyber and data policies. • 44% have already filed a claim because of a breach. These payouts — Wells Fargo suggests — are going to result in even higher cyber insurance rates than businesses have been experiencing:
• Rates rose an average of 32% for retailers in 2015. • Health care companies have seen rates triple. • For $100 million policies the deductibles have now hit $25 million on average. All of this — Wells Fargo continues — is problematic for insurance agents selling cyber insurance. It’s a hard sell because 42% of midsize corporations looking for that line cannot afford the cost.
November 2015 | Main Street Industry News | www.pianeia.com | 18
PIA NEWS And firms are becoming more choosy about who’ll they’ll insure and for how much. To write a policy many are requiring more proof that the company wanting insurance is doing all it can to keep from being compromised. It is being left to agents and brokers to explain what needed shored up before a policy can be written. Wells Fargo suggests agents and brokers take some steps so carriers know the business they want to write is secure. Here are some tips:
Make sure a data breach response plan is in place: • 35% of companies worry about data leaks and 25% are very concerned about hackers. • Yet just 10% have a response plan in place.
The data breach plan must be tested: • Just 10% of firms quizzed with a post- data breach plan in place tested that plan in advance. • 74% report having to revise the plan after a breach or hacking.
Employees must be trained: • A pitiful 27% of companies do not have an employee awareness training program in place.
Wells Fargo’s Dena Cusick heads the company’s insurance technology sector. She said, “While companies recognize the need for cyber security and data privacy insurance, purchasing coverage is not a complete solution. It’s also important to recognize that other factors, including testing incident response plans, employee awareness training and following established privacy policies, are all critical components of an overall risk management program.” High rates and troubles accessing insurance aside, insurance guru Robert Gordon of the Property Casualty Insurers Association of America (PCI) says the future is quite bright for the cyber line of insurance. He predicts business will quadruple in the next four years. “The market is innovating so rapidly in this area and it’s a great opportunity for insurers to bring a wealth … of protection when a loss happens, [and to encourage] companies to have the right sorts of standards to protect themselves and to mitigate losses,” he said. Munich Re’s Gerry Skalka agrees and said currently the premiums run $2.75 billion yearly with 90% of that written in the U.S. He predicts growth to $7.5 billion to $10 billion by 2020-2021. n Source links: Two from Insurance Business America — Link 1 and Link 2
Cyber Insurance
• That figure drops to 20% for companies with less than 2,000 employees.
November 2015 | Main Street Industry News |www.pianeia.com| 19
Top Stories
Senate Republicans Push
ObamaCare
Repeal & Democrat Cadillac Opposition Grows
Senate Republicans are going to push for the repeal of the Affordable Care Act. Under a Senate parliamentary maneuver the Byrd Rule, debate will be done without the threat of filibuster by the Democrats.
conversation is very much alive, and I don’t know if it will be done this year or next year.” Senate Finance Committee Chairman and Utah Republican Orin Hatch is pleased more Democrats are on board for repeal. “All I can say is there is support on both sides to get rid of the Cadillac tax. But the Democrats, of course, are the ones that hung us with it. Now that they’re finding that the unions are all upset about it, they want to change it.” The problem with repeal — Durbin said — is making up the $87 billion that will be lost over the next decade if the tax isn’t enacted. n Source links: Two stores from The Hill — Number 1 and Number 2
Not only that, but under the same ruling by the Senate parliamentarian, defunding Planned Parenthood can be a part of the repeal package. This question needed answering because the House repeal bill — which the Senate will have to reconcile — included no funding for Planned Parenthood. A yes vote on repeal is not a given. No Democrat is going to vote for it and some Republicans — Alaska Sen. Lisa Murkowski, Sen. Susan Collins of Maine and Illinois’ Sen. Mark Kirkal — aren’t so sure they want to defund Planned Parenthood. That may give Senate Majority Leader Mitch McConnell problems. There are 54 Republicans in the Senate and only three votes can be lost and still pass the repeal so he needs to be careful. If McConnell was to do away with the Planned Parenthood aspect and not tie it to the ObamaCare repeal, the repeal yes vote would be a certainty. Meanwhile, there is very little controversy over repealing ObamaCare’s Cadillac tax. More Democrats are piling onto the nay side of the equation. Sen. Dick Durbin of Illinois — the number two Senate Democrat — said, “The
ObamaCare:
The Honeymoon is Over The Affordable Care Act is in trouble — and it’s not just from Republicans in Congress who continue to push for repeal. Consumers are concerned, some insurers are talking about jumping ship and another co-op is shutting down.
November 2015 | Main Street Industry News | www.pianeia.com | 20
Top Stories On the consumer front, Health and Human Services (HHS) Secretary Sylvia Matthews Burwell is tweaking how it gets information to people on premium costs, what they get for what they spend and how to best pick a plan. Or to put it more succinctly, it’s premium costs added to out of pocket costs for — hopefully — a clearer picture. “Many people came into the system very focused on premium only, and then learned about total cost. We think total cost is important, and we’ve been driving the consumer to understand that,” Burwell said. Consumers are confused but insurers are not. UnitedHealth only has a little over 500,000 of the 9.9 million signed up for ObamaCare and it is looking at exiting the market. Losses are the reason says CEO Stephen Hemsley. He notes — and other health insurers do, too — that people signing up for insurance, having their health care needs met, and then dumping the insurance. Hemsley predicts $275 million in losses in the fourth quarter of this year alone and $500 million in losses for 2016. “We cannot sustain these losses. We can’t really subsidize a marketplace that doesn’t appear at the moment to be sustaining itself,” he said. Aetna’s CFO Shawn Guertin agrees. He said people are “staying for only a few months and then dropping again, and obviously getting service along the way.” However, both Aetna and Anthem say they’ll be patient and will continue to wait for the business promised by the Affordable Care Act — and the Obama administration — to materialize. Aetna CEO Mark Bertolini said, “It’s way too early to call it quits on the ACA and on the exchanges. We view it still as a big opportunity for the company.”
Yet, Aetna — like UnitedHealth — is dropping the number of states it serves in 2016 from 17 to 15. Here’s the bottom-line says Wells Fargo analyst Peter Costa: UnitedHealth, Aetna and Anthem are losing money on ObamaCare. “We believe UnitedHealth’s commentary that it would only participate in this market in 2017 if it expected to at least break even for the year is indicative of the mindset of many insurers. We expect that the experience of insurers will either improve in 2017 and beyond, or they will choose to no longer participate in the market.” America’s Health Insurance Plans president Marilyn Tavenner said the administration needs to address the problem — and address it now. Payouts for claims are 13% less than what the administration promised insurers so — she says — it’s no wonder there is concern. And the administration’s promise of making it up in the future isn’t setting well with insurers either. “We’ve been very clear with the administration about the serious challenges facing consumers and health plans in this exchange market. When health plans cannot rely on the government to meet its obligations, individuals and families are harmed as a result. The Administration must act to ensure this program works as intended and consumers are protected,” she said. Meanwhile, another ObamaCare co-op is closing its doors. Arizona’s Meritus Health Partners joins 12 others that have closed this year and the total closures is now 13 of the 23. And it leaves 59,000 Arizonans without health insurance. n Source links: Insurance Business America, MSN Money, Insurance Journal, Employee Benefit News
November 2015 | Main Street Industry News |www.pianeia.com| 21
PIA NEWS
Professional Insurance Agents NE IA and The National Alliance held Nebraska’s 36th Annual Conferment Ceremony Professional Insurance Agents NE IA along with The National Alliance held Nebraska’s 36th Annual Conferment Ceremony on November 12, 2015. The reception took place at the Embassy Suites La Vista/ Omaha Hotel in West Omaha and recognized those in Nebraska who earned their CIC & CRM designation within the past year. There were 16 CICís who earned their designation, making 293 CICs statewide. There are 10 CRM designees in Nebraska with the addition of one more conferred this year. The ceremony began with a welcome and introduction from PIA NE IA President, Michael Bowman of Omaha Insurance Services and CIC NE Education Committee member Mark Suhr, CIC, reading the conferee’s names. Five CICís along with one CRM were in attendance at the ceremony and received their pins from David Mathias, CIC, LUTCF, Education Consultant for the State of Nebraska. PIA NE IA is looking forward to another successful year of institutes and a new group of conferees for 2016. November 2015 | Main Street Industry News | www.pianeia.com | 22
PIA NEWS
36th Annual Nebraska CIC Conferment Ceremony
CIC Conferees Ms. Tracy J. Abbott, CIC, CISR Unico Group, Inc.
Mr. Ryan Hedden, CIC Ryan Hedden State Farm, LLC Omaha, NE Ms. Kelly Heithoff, CIC, CISR Silverstone Group Omaha, NE Ms. Amy Jo Mason, CIC
Lincoln, NE
Quinn Insurance
Ms. Deanne E. Gosda, CIC, CISR Ryder-Rosacker-McCue & Huston Grand Island, NE
Omaha, NE Mr. Jacob A. Millard, CIC Nationwide Insurance Lincoln, NE
Ms. Jessica E. Greenwald, CIC INSPRO Insurance Lincoln, NE Ms. Heather Hadenfeldt, CIC Pathway Insurance Cairo, NE
CIC & CRM Group Photo - Left to right: CIC NE Education Committee member Mark Suhr, CIC; Ms. Deanne E. Gosda, CIC, CISR; Amy Jo Mason, CIC; Julia Ann Richt, CIC; NE Education Consultant David Mathias, CIC, LUTCF; Burton Spivey, CIC; Cori Steinhoff, CIC, CISR; David G. Pincock, CIC, CRM; PIA NE IA President Michael Bowman
PIA NE IA President Mike Bowman welcomes conferee’s and guests.
November 2015 | Main Street Industry News |www.pianeia.com| 23
PIA NEWS Ms. Jessica L. Northrup, CIC, CISR Ellerbrock-Norris Insurance Hastings, NE Ms. Janel Lee Odenbach, CIC, CISR, FLMI Inspro Insurance Lincoln, NE Ms. Jami Renee Ortegren, CIC, CISR Ellerbrock-Norris Insurance Hastings, NE Mr. Samuel James Phillips, CIC Allied Lincoln, NE
Ms. Julia Ann Richt, CIC Inspro Insurance Lavista, NE Mr. Harold Burton Spivey, CIC Forsyth Insurance Lincoln, NE Ms. Cori Lyn Steinhoff, CIC, CISR Quinn Insurance, Inc. Omaha, NE Ms. Randi Wagner, CIC, CISR Silverstone Group Omaha, NE
Education
Register Online for PIA NE IA education: Click here or call (402) 392-1611 November 2015 | Main Street Industry News | www.pianeia.com | 24
PIA NEWS
CRM Conferees
National CIC Statistics Total Participants: 64,652 Total Designated: 30,405
Mr. David G. Pincock, CIC, CRM Union Pacific Railroad
Nebraska CIC Statistics
Omaha, NE
Total Participants: 718 Total Designated: 293
National CRM Statistics
CICs Conferred Today: 16
Total Participants: 20,323 Total Designated: 3,853
6th Annual Nebraska CRM Conferment Ceremony
Nebraska CRM Statistics Total Participants: 85 Total Designated: 10 CRMs Conferred Today: 1
As an insurance professional, answering questions and problem solving for
new clients your biggest client potential clients
is an important part of your profession. If a client asks about
rental car coverage business coverage in the home changes on insurance forms
would
you have the answers? You will. The most successful training program for insurance professionals Register at www.PIANEIA.com or call 402-392-1611
Prepares You.
3335 0311
November 2015 | Main Street Industry News |www.pianeia.com| 25
Please join us for…
PIA’s Annual Holiday Party! *Wednesday, December 9th, 2015 4:30PM – 8:00PM **Follows Holiday Board Meeting**
Champions Run 13800 Eagle Run Drive Please bring a new unwrapped gift. A Marine will be present to accept the gift for “Toys for Tots” and raffle off an Autographed Husker Football. ** Raffle Tickets 2/$10 or 5/$20.
--------------------------------------------------$20 member/non-member (Includes a drink ticket and heavy hors d’oeuvres) **Spouses, Guests & Office Staff are all invited. Please RSVP by December 2, 2015.
Name of Attendee(s) _____________________________________ Card Number ______________________ Expiration _________ Name on Card ___________________________________________ Signature _______________________________________________ 920 S 107th Ave, Ste 305, Omaha, NE 68114
www.pianeia.com - 402-392-1611 Contact Kate with questions: frontdesk@pianeia.com
PIA NE IA Events
Upcoming
Events Calendar 2014-2015 For information and to register Click Here or call (402) 392-1611. Date
Class/Webinar
Where
When
November 5, 2015
CISR: Agency Operations
Davenport
Saint Ambrose University
November 12, 2015
2015 Nebraska CIC, CRM, CSRM Conferment Lucheon
La Vista
Embassy Suites Omaha - La Vista
November 18, 2015
CISR: Insuring Personal Residential Property
Des Moines
Hilton Garden Inn Des Moines/Urbandale
November 19, 2015
Words Mean Things & Insurance is a Foreign Language
NE/IA
Webinar 12:00 PM - 3:00PM
December 3, 2015
Get in the Ring: A look at Property Claims, Fights, & Decisions
NE/IA
Webinar 12:00 PM - 3:00PM
December 7, 2015
The Ever-Evolving Affordable Health Care Act
NE/IA
Webinar 12:00 PM - 3:00PM
December 8, 2015
Ethics for Insurance Professinals
NE/IA
Webinar 1:00 PM - 4:00PM
December 10, 2015
Seven Ways to get Sued and How to Avoid Them
NE/IA
Webinar 12:00 PM - 3:00PM
December 15, 2015
CyberMaster: Recognizing & Insuring Digital Assets & Electronic Risk
NE/IA
Webinar 12:00 PM - 3:00PM
December 16, 2015
CHAOS: Contracts, Hold Harmless, Additional Insureds and Other Stuff
NE/IA
Webinar 12:00 PM - 3:00PM
December 17, 2015
Ethics: Taking it to the Streets
NE/IA
Webinar 3:00 PM - 6:00PM
Feb 24 - 26, 2016
CIC: Commercial Casualty Institute
Omaha
Double Tree
Feburary 11, 2016
CISR: Commercial Casualty 1
West Des Moines
LaMair - Mulock Condon Insurance (LMC)
Feburary 18, 2016
CISR: Commercial Casualty 1
Cedar Rapids
Kirkwood Continuing Education Training Center
November 2015 | Main Street Industry News |www.pianeia.com| 27
PIA NE IA Events
Feburary 25, 2016
CISR: Insuring Personal Auto Exposures
Des Moines
Hilton Garden Inn Des Moines/Urbandale
March 29, 2016
CPIA 1: Position for Success
TBA
TBA
March 30, 2016
CISR: William T. Hold: Advanced Learning Seminar
Des Moines
Hilton Garden Inn Des Moines/Urbandale
March 30 - April 1, 2016
CIC: Personal Lines Institute
West Des Moines
Holiday inn & Suites
April 13 - 15, 2016
CIC: Life & Health Institute
Lincoln
Marriott Courtyard
April 21, 2016
CISR: Agency Operations
Cedar Rapids
Kirkwood Continuing Education Training Center
April 26, 2016
CISR: Personal Lines Miscellaneous
Davenport
Saint Ambrose University
April 28, 2016
CPIA 1: Position for Success
Omaha
Hilton Garden Inn Omaha
May 17, 2016
CISR: Insuring Personal Auto Exposures
Cedar Rapids
Kirkwood Continuing Education Training Center
May 18 - 20, 2016
CIC: Commercial Casualty Institute
Cedar Rapids
Cedar Rapids Marriott
May 24, 2016
CISR: Commercial Casualty 2
Des Moines
Hilton Garden Inn Des Moines/Urbandale
June 16, 2016
CISR: Insuring Commercial Property
West Des Moines
LaMair - Mulock Condon Insurance (LMC)
June 22, 2016
CISR: Agency Operations
Davenport
Saint Ambrose University
July 20 - 22, 2016
CIC: Life & Health Institute
West Des Moines
Holiday inn & Suites
July 6 - 8, 2016
CIC: Agency Management Institute
Omaha
Double Tree
July 21, 2016
CISR: Personal Lines Miscellaneous
Des Moines
Hilton Garden Inn Des Moines/Urbandale
July 27, 2016
CPIA 2: Implement for Success
Omaha
Hilton Garden Inn Omaha
August 10, 2016
CISR: Insuring Commercial Property
Cedar Rapids
Kirkwood Continuing Education Training Center
August 23, 2016
CISR: Insuring Personal Auto Exposures
Davenport
Saint Ambrose University
November 2015 | Main Street Industry News | www.pianeia.com | 28
PIA NE IA Events
August 24 - 26, 2016
CIC: Commercial Property Institute
Lincoln
Marriott Courtyard
September 15, 2016
CISR: Insuring Personal Residential Property
West Des Moines
LaMair - Mulock Condon Insurance (LMC)
September 27, 2016
CISR: Commercial Casualty 2
Cedar Rapids
Kirkwood Continuing Education Training Center
September 28- 30, 2016
CIC: Agency Management Institute
Cedar Rapids
Cedar Rapids Marriott
October 6, 2016
CISR: Insuring Commercial Property
Davenport
Saint Ambrose University
October 11, 2016
CISR: Insuring Commercial Property
Des Moines
Hilton Garden Inn Des Moines/Urbandale
October 12, 2016
CPIA 3: Sustain Success
TBA
TBA
Oct 12 - 14, 2016
CIC: Personal Lines Institute
Omaha
Double Tree
October 13, 2016
CPIA 3: Sustain Success
Omaha
Hilton Garden Inn Omaha
November 16 - 18, 2016
CIC: Commercial Property Institute
West Des Moines
Holiday Inn Hotel & Suites
insurance | retirement | investments
we are Ameritas: Proud to say we’re in the business of fulfilling life. Ameritas Financial Center 6940 O Street, Suite 334 Lincoln, NE 68510 P: 402-436-2500 / P: 800-339-5413 440 Regency Parkway Dr., Suite 147 Omaha, NE 68114 P: 402-397-1952 / P: 877-397-1952 ssuhr@aicinvest.com
Securities and investment advisory services offered through Ameritas Investment Corp. (AIC), member FINRA/SIPC. Ameritas Financial Center is not affiliated with AIC. Additional products and services may be available through Ameritas Financial Center that are not offered through AIC. AD 432 3-14
Will it be easy? Nope.
Worth it? Absolutely.
Life-Changing Education The Certified Insurance Counselors (CIC) designation is the stamp of “expert� in the eyes of the industry. Having CIC after your name is interpreted as a full commitment to the profession. The CIC designation helps you swing the doors of opportunity wide open. In fact, studies published in the Producer Profile publication show CICs earn 30% more than their competitors.
Get started today at www.pianeia.com Get started today at www.TheNationalAlliance.com
November 2015 | Main Street Industry News | www.pianeia.com | 30
AGAINST ALL ODDS, TWO BROTHERS WERE ABLE TO DEFY GRAVITY BY THINKING DIFFERENTLY.
TAKING RISK PLACEMENT TO NEW HEIGHTS. #ElevateExpectations Workers’ Compensation • Personal Lines
For more information visit riskinnovationsllc.com/pianeia
Help Protect Your Most Valuable Asset - Your Income - With The PIA Trust
Long Term Disability Plan
LTD COVERAGE DESIGNED WITH LOCAL AGENTS IN MIND As a PIA Member* serving Main Street America, you and your employees** have access to a highquality, competitively priced LTD plan through the PIA Services Group Insurance Fund.
How would you manage if a long-term disability reduced your earning power? For many people, disability means an interruption in earnings that can put them financially at risk. With the PIA Trust Long Term Disability Income Insurance plan, PIA members and their employees** can get the coverage they need to help protect against that risk. With no medical underwriting necessary*** and additional flexible options available, each participant can easily customize a plan to suit their own specific needs.
PIA SERVICES GROUP INSURANCE FUND
For more information about the PIA Trust Long Term Disability Income Insurance plan, please contact your local PIA Affiliate 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 ** No minimum participation required *** Benefits subject to a pre-existing condition limitation
The policy or its provisions may vary or be unavailable in some states. The policy has exclusions and limitations which may affect any benefits payable. Underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, ME 04112-8828, under Policy Form ADI-4001-A (UIC). Insurance Program Administered by Lockton Risk Services.