“Insurance agents play such an important role in people’s lives.”
Mike Skiados (pictured), as the new chief executive of the National Association of Professional Insurance Agents (PIA) organization, has a profound respect for the professionals he is set to lead.
Speaking to Insurance Business, Skiados was candid about the challenges and opportunities facing independent insurance agents, his vision for the organization, and how he plans to drive meaningful change.
“I think PIA is at an inflection point right now,” said Skiados, who stepped into the role last month. PIA, in partnership with its nationwide network of affiliates, provides services, education, advocacy, and support for independent insurance agents.
"Technology is reshaping the insurance profession. Agencies have heard about digital transformation for years, but generative artificial intelligence (AI) is a true game changer,” Skiados said. “Talent is another major challenge. There’s a gap, and agencies need strategies to attract and retain young prospects.
“We’re focused on helping agents navigate these challenges by providing resources to make informed decisions.”
According to Skiados, PIA’s current focus areas include education, digitization and modernization, technology integration, advocacy, and carrier partnerships.
“Our mission is to inform, educate, advocate, and protect,” said Skiados. “I’m focused on creating new programs, enhancing existing ones, and identifying unmet needs.”
Education, a pillar of Skiados’ strategy, is centred around PIA’s Certified Professional Insurance Agent (CPIA) designation, which provides independent agents with marketing and sales courses to help them grow their businesses. The designation aims to empower agents, improve their understanding of insurance, and enhance their sales skills.
Technology, naturally, is another focal point. Skiados highlighted the pivotal role of the PIA Technology Council in addressing what has become a fundamental aspect of every insurance agency’s operations.
The Council’s dual mission – providing agents with clear information about technological options and communicating agents’ needs back to tech companies – positions PIA as a crucial intermediary.
“Our Technology Council was created to advance the agents’ access to and adoption of technology,” Skiados said. “A key focus right now is AI, as agents seek guidance and education on its use. PIA is committed to being their go-to resource for AI insights and support.”
The broader partnership between agents and insurance carriers is also a key component of PIA’s agenda. Established in 1996, PIA’s partnership program aims to bridge the gap between these two interdependent groups.
Skiados pointed to initiatives like Winning@Talent, which offers strategies for recruiting and retaining staff, and Winning IT Virtual, which helps agencies assess and enhance their technology infrastructure. The newest program, Thinking Bigger, offers different discussions with agents who are using new and innovative techniques to grow their agency.
Even as Skiados works to strengthen these tools and relationships within the PIA, he remains clear-eyed about the challenges independent agents face.
The rapid pace of technological change, he said, has fundamentally altered the industry. At the same time, the human side of the profession needs to be nurtured.
Skiados noted that younger generations of professionals, particularly Gen Z and Millennials, are drawn to industries that offer flexibility, career advancement, and opportunities to make a difference.
“(Gen Z and Millennials) value flexibility, education, career advancement, and, above all, the chance to make a meaningful impact on clients,” he said. “Insurance isn’t just about selling policies; it’s about protecting people during their toughest times and helping them recover. That purpose is what keeps many agents committed.”
The CPIA designation, he noted, will play a critical role in helping agents tell their stories and to connect with clients in meaningful ways.
Advocacy, too, is a cornerstone of PIA’s mission. Insurance is a heavily regulated industry, and Skiados is determined to ensure agents’ voices are heard at both the state and federal levels.
"We amplify agents’ voices to lawmakers, ensuring their concerns are heard,” he said. “We’re committed to keeping that dialogue open.”
As Skiados considers the future, he envisions PIA as something that is not static but evolving, responsive, and forward-thinking.
But the work is as much about listening as it is about leading. He said he is working with PIA’s board of directors, led by Ariel Rivera, to craft a strategy that best supports independent insurance agents. “Right now, I am meeting with as many people as possible,” he said, underscoring efforts to understand the concerns of PIA members and leadership and identify areas for improvement.
Skiados is confident that the issues he’s tackling today – technology, talent, advocacy – will evolve, but the PIA will remain committed to being a vital resource for its members.
“We will be doing things differently five years from now,” he said. “But I fully expect that we will continue to deliver practical tools and education to advocate and make independent agents stronger.”
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