The Value Difference Series

What Is The Value Difference?

A cooperative project by the National Association of Professional Insurance Agents and the PIA-CCEO, The Value Difference is a comprehensive educational program that helps independent insurance agents develop realistic and detailed plans of the business strategies for their agencies. It also provides the tools agency principals need to determine their agency's philosophy, define goals, develop unique plans and successfully implement, maintain and evolve them.  

"The Value Difference is not a 'one-size-fits-all' plan, it is a process that enables agency owners to develop and implement their own unique plan," said PIA-CCEO Co-Chairman Scott Kuczmarski, vice president of independent agent sales and marketing for MetLife Auto and Home. "The program is structured into a series of three easy-to-complete half-day modules that agents can use separately or together. That is a key difference about The Value Difference that sets it apart from other programs that take a generic approach, and makes it more valuable."

Your Value Difference

PIA National Vice President Ray Peretti of Renton, Washington has been involved with the PIA-CCEO since its inception in 1996, has participated in the development of The Value Difference since it was first conceived, and uses the tools in his agency. "The strength of the program is that it does not attempt to present any one business plan or series of plans as pre-packaged solutions to an agency's planning needs." Peretti said. "Instead, the agency owner is in the driver's seat from start to finish, assessing the agency's current status based upon what is actually going on, then developing and implementing a plan that is truly unique to that agency."

Think You Know The Value Difference?

The Value Difference is the outgrowth of a series of focus groups involving PIA member agents, state affiliate executives and senior executives of national and regional carriers. Beginning in 2001, it was introduced to agents in a series of presentations conducted through various PIA state affiliate organizations. During this period, the program material was refined, field-tested and additional research was conducted. Evaluations by several hundred agents, PIA affiliate executives and carrier field representatives have been overwhelmingly positive. Now, in response to requests by PIA affiliates, the program content has been fashioned into a format that is easier for affiliates to offer and allows them to directly facilitate delivery of the series.

Where Is The Value Difference Offered?

PIA state and regional affiliates work in conjunction with PIA National to facilitate local distribution of The Value Difference with the continued support of the PIA-CCEO.

The program is offered on an ongoing basis, with participating PIA members first attending an introductory presentation with the option to the participate in follow-up programs. PIA-CCEO participating carriers also incorporate The Value Difference into their field operations, in conjunction with PIA affiliate organizations.
 
PIA National conducts "train-the-trainer" sessions for local PIA educational staff, periodically updates program content to keep all materials current, and maintains a section of Value Difference resource materials on this website to enable participants to continue a course of self-directed study, augmenting their participation in the in-person sessions.

Still Not Sure if The Value Difference Is for You?

"The PIA-CCEO deserves our thanks for developing this program and bringing it to the PIA affiliates," said Richard "Richie" Clements, past president of PIA of Louisiana. "PIA of Louisiana put on a Value Difference program at our state convention. We did it because we knew our members would benefit tremendously from it. The program was very well attended, by both agency owners and carriers. I highly recommend The Value Difference to all my fellow PIA members around the country. It has worked well for me."

"PIA, in partnership with the PIA-CCEO, has researched why some agencies are more successful than others and what can be done to help all agencies reach their potential," noted Ron Silverman, past president of PIA of Florida, which conducted a series of Value Difference programs throughout the state. "The result of this effort is The Value Difference program. We believe it provides real value to our members."

"PIA would like to congratulate the PIA-CCEO for this great achievement," said PIA National President Carl G. Stoecklin. "The projects the PIA-CCEO undertakes are cutting-edge, and critical to the success of both the companies that market their products through the American Agency System and the PIA agents who represent those companies. PIA's support with the PIA-CCEO offers a unique opportunity for agents and their company partners to come together, roll up our sleeves and solve common problems."

Start the Journey

To embark on The Value Difference, contact your local PIA association or PIA National Senior Vice President Patricia A. Borowski at patbo@pianet.org or (703) 518-1360.