PIANJ President to agents: “Overcome challenges”

	PIANJ President Gary C. Rygiel, CIC, CPCU, ARM, CRM, AIS.

The Monday night gala banquet also featured an inaugural speech by newly elected PIANJ President Gary C. Rygiel, CIC, CPCU, ARM, CRM, AIS, who said despite the most competitive market in recent memories, agents have allies to help them survive as well as responsibilities to be professional. Citing statistics from a recent industry report by Marsh Berry, Rygiel noted extreme competition in the current market; a trend of consolidation resulting in a divergence of success for agencies depending on size; and an aging workforce as challenges to the independent agency system's survival. “In the short span of just five years, we have gone from a high of more than 14 percent premium growth to negative growth,” Rygiel said. “Every independent agent now faces a fork in the road that can take them either to success or a dead end.”

The new PIANJ president said he is optimistic, however, about agents' ability to meet the challenges. “Here's some good news: We have allies in our battle to sell and retain our business,” Rygiel said, referring to technology, company partners and resources offered by PIA, which give the association's members an advantage.

Rygiel said independent agents' connection to their local communities also gives them a competitive advantage. “Every successful independent agent knows his or her community ties are more than a benefit to their business—it demonstrates to their clients that they care. No ‘800-number' or Internet direct writer contributes a dime to the local community. They don't coach little league teams, they don't serve on community boards, they don't attend local religious services, they don't give anything back to their local communities, they simply take. We (independent agents) are the fabric of the community!”

Rygiel also reminded agents that they have responsibilities, for which they could turn to their association for assistance. “I urge you to get involved,” he told the audience. “Network with your colleagues. Meet with your legislators. Stay on top of technology. Take continuing education courses to be a better professional, not just for the CE credits. Educate your clients. Encourage a young insurance professional in your office to become a YIP (PIA's affiliate organization for young professionals). And, when in doubt: Think PIA first.”