Sunday, Jan. 25 |
3:15 - 5:15 p.m. |
Preview 2009: Industry Update
IIAT Staff
2 CE credits |
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Find out the latest in legislative, regulatory and market news including TWIA funding, financial responsibility enforcement and a sneak peak at issues likely to be at the forefront of next year’s legislative session. |
| 6 - 7:30 p.m. |
Welcome Reception |
Monday, Jan. 26 |
| 8:30 - 10:15 a.m. |
Selling the Invisible
 |
Harry Beckwith •
Minneapolis, Minn.
Click here to view video clips. |
No CE credit |
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Harry Beckwith, one of the world’s most respected marketers, has advised 26 Fortune 200 companies, including Target, Wells Fargo, ABC and Microsoft. His first book, “Selling the Invisible: A Field Guide to Modern Marketing,” spent 36 months on Business Week’s bestseller list. An expert in the area of branding and positioning intangible services like insurance, Harry’s unconventional style garnered him the American Marketing Association’s highest award. |
| 10:45 - 11:45 a.m. |
Politics of Disaster
 |
George Dale •
Former Mississippi Insurance Commissioner,
Jackson, Miss. |
No CE credit |
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Former Mississippi Insurance Commissioner George Dale will share his unique post-Katrina insights on the regulatory challenges in the aftermath of large-scale disasters. Described by infamous trial lawyer (and current federal inmate) Dickie Scruggs as a “pig with lipstick,” the Commissioner was criticized for balancing the needs of consumers with a healthy insurance market. Refusing to compromise his principles, he narrowly lost reelection to a ninth term. |
| 1 - 2:30 p.m. |
Putting Customers First: Using Technology to Reclaim a Service Focus
Robert E. Dunn III, CIC, CRM •
Houston
1.5 CE credits |
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Find out why most successful agencies are not only changing the way they handle paper, but changing the way they work to put the focus back on the needs of internal and external customers. Robert Dunn, author of “The Paperless Agency, Transformation Through Innovation” will discuss how agencies can increase customer service and satisfaction through the effective use of advanced technology practices such as front-end scanning. He also will present keys to successful planning, implementation and change management with real-life examples of what challenges to expect and how to handle them. |
| 1 - 2:30 p.m. |
From Wishing and Hoping to
Leading and Selling
 |
Jim Bearden •
Bearden Resource Group,
Austin |
No CE credit |
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Jim Bearden draws on years of successful sales and sales management experience to help agency leaders understand how to enhance their influence and create a sustainable culture of sales and teamwork. With wit and enthusiasm, Jim will deliver a formula for dramatically improving the sales process. |
| 1 - 2:30 p.m. |
Tools of the Trade: Strategies for Marketing Your Agency Online
 |
James Omdahl • Denver, Colo. |
No CE credit |
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Online marketing expert James Omdahl will present the latest ideas about internet marketing and suggest how online strategies can help you market locally. While most marketers are struggling to figure out this whole “online thing,” James is well-schooled in the science and art of search-engine and online marketing. For five years, James helped insureme.com establish its online presence through search engine optimization, paid search marketing, blogging and affiliate marketing. |
| 1 - 2:30 p.m. |
The Value-Driven Hiring Process
Joe Sommers •
ZERORISK HR, Dallas
1.5 CE credits |
| |
Fostering employee commitment starts with hiring people whose values are consistent with the agency’s. Human resources consultant Joe Sommers will walk you through a Value-Driven Hiring Process model and show you how the values of future employees can be assessed. |
| 3 - 4:30 p.m. |
Agency Financing Options in the Current Credit Crunch
Dave Tralka &
Robert Pettinicchi •
InsurBanc, Farmington, Conn.
1.5 CE credits |
| |
Bankers from InsurBanc, the only bank founded by agents for agents, will tell you how the current financial crisis affects your ability to access credit when you need it, provide strategies to maximize your credit worthiness and present cash management techniques to help you increase your bottom line. |
| 3 - 4:30 p.m. |
Lessons From Ike and Dolly
Panel discussion
1.5 CE credits |
| |
With every new natural catastrophe comes circumstances that even the best pre-planning efforts can’t anticipate. Come hear a panel of agency hurricane survivors from this year’s record-setting storms discuss what worked and didn’t work this time around. |
| 3 - 4:30 p.m. |
Propelling Producers: The Asset Protection Model and Tiered Compensation
 |
Al Diamond •
Agency Consulting Group, Inc., Cherry Hill, N.J. |
No CE credit |
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Nationally recognized agency consultant and editor of IIABA Virtual University sales management content, Al Diamond, will show you how to acquire clients instead of selling insurance. In addition, he will outline a producer compensation concept that will invigorate producers of all experience levels. |
| 3 - 4:30 p.m. |
Using IIAT’s New Recruiting and
Hiring Tools
Colleen O’Sullivan •
IIAT, Austin
1.5 CE credits |
| |
IIAT Recruiting Manager Colleen O’Sullivan will discuss agency recruiting strategies and explain how you can use IIAT’s new hiring resources, including the new job board, to help find, hire and train new employees. |
Tuesday, Jan. 27 |
| 8 - 9:30 a.m. |
Meltdown on Wall Street: Exploring the Financial Crisis and What It Means for Insurance Markets
 |
Panel discussion led by
Greg Rubel •
Markel Southwest Underwriters, Scottsdale, Ariz. |
1.5 CE credits |
| |
Greg Rubel, president of Markel’s Mid-South Region, will moderate a panel of insurance industry veterans representing different segments of the distribution channel. The panelists will provide their thoughts and insights regarding the turmoil in the financial markets and how it may affect the insurance industry, particularly the property and casualty segment, on key areas such as capacity and pricing.
Sponsored by Texas Surplus Lines Association |
| 8 - 9:30 a.m. |
Golden Opportunity: Finding Untapped Revenues in Your Agency
Doug Traylor •
VIP Insurance, Austin
No CE credit |
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Americans are living and working longer. According to a study by the Life Insurance Marketing and Research Association, 60 percent claim they need more life insurance. In these uncertain financial times, it is likely they will look to trusted advisors like you for some financial security. VIP’s Doug Traylor will show you how to simply and effectively derive life and related revenues from existing clients. |
| 8 - 9:30 a.m. |
Incentive Compensation for
Non-Production Employees
|
Al Diamond •
Agency Consulting Group, Inc., Cherry Hill, N.J. |
1.5 CE credits |
| |
Al Diamond will present an incentive compensation program that can help you manage expenses and reward employees no matter what cycle the industry is experiencing. |
| 8 - 9:30 a.m. |
Harnessing the Power of
Collaborative Teams
Panel discussion
1.5 CE credits |
| |
Research shows that employee collaboration can dramatically increase productivity and enhance employee satisfaction. IIAT’s Rick Bondurant will identify the features and benefits of team collaboration and tap the wisdom of a diverse panel of agents representing small, medium and large agencies. |
Big I Legislative Day
Tuesday, Jan. 27 |
| 9:45 - 10:30 a.m. |
Briefing Session
(Renaissance Hotel) |
| |
IIAT’s governmental affairs team will brief you on the top insurance issues likely to be addressed during this year’s legislative session. After the briefing, buses will take you to the Capitol. Buses leave no later than 10:45 a.m. |
| 11:15 a.m. - 12:15 p.m. |
Meet Your Legislators
(Capitol) |
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Here’s your chance to meet face-to-face with your legislators and let them know where you stand on insurance-related issues. If possible, escort your legislator to lunch. Transportation from the Capitol to the AT&T Conference Center at UT and back to the Capitol will be provided. |
| 12:30 - 2 p.m. |
Luncheon
(AT&T Conference Center, UT Campus) |
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IIAT’s governmental affairs team will brief agents and legislators on issues of importance to independent agents. Invite your legislators to attend the luncheon as IIAT’s guests.
Buses to the Capitol and the Renaissance will be provided. |
| 2 - 4 p.m. |
Meet Your Legislators
(Capitol) |
| |
Continue face-to-face meetings with your legislators. Buses leave for the Renaissance at 4 p.m. |
