When you're finished changing, you're finished.

• Author: Ruchman, N. Stephen
• Position: [ON THE LEVEL]

When you're finished changing, you're finished.

--Ben Franklin

There's an abundance of quotes about the inevitability of change; against resisting change; and most appropriately about the value of change. The place I've heard most of them are at PIA. The organization is always at the forefront of our industry, and the visionaries who have led the organization call repeatedly for agents to be prepared.

Such was the case in Glenmont for the September meetings of the PIA of New York and PIA Management Services boards. (For those unfamiliar with the structure of PIA Glenmont, Management Services is the umbrella corporation that manages the Glenmont, N.Y.-based Professional Insurance Agents state affiliate associations of New York State; New Jersey; Connecticut; New Hampshire; and Vermont. PIANY, PIANJ and PIACT comprise the PIA Management Services partnership, which they formed in 1965.) I have had the honor of serving as president of PIANY and on the board of PIA Management Services for several years.

Mark LaLonde, CIC, CPIA, is CEO of Management Services. Because of my participation on the board, I know how we searched for the right leader of this organization when we hired Mark in 2011. We are fortunate he stepped up to the plate. When Mark became Management Services president and then CEO, we got one of us: A successful independent agent, who understands PIA members. He knows the challenges independent agents deal with every day. When he was named Agent of the Year about a decade ago, he demonstrated that understanding with an example: During a round of golf, one of his foursome taunted him about the pressure of trying to sink a putt. "This isn't pressure," Mark recounted. "Pressure is sitting at the kitchen table on Thursday night, trying to figure out how you are going to make payroll for you staff on Fridai." (FYI, he made the putt and covered payroll.)

Since Mark took over PIA Glenmont we have seen significant change in the industry and at the association level. Yet, employee morale at PIA is high. It's a fun place to work and staff loyalty is strong. PIA-member agents have responded to every call Mark has made to them. His knowledge of our industry is immense; and he knows how to call the shots. He has led the team during complicated times: I've watched him navigate a challenging economy and tough negotiations, always with the interest of the professional, independent agents at the top of his mind.

This week, the PIA Management...