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Introducing the IIABA Consumers Portal
David VanDelinder, CPCU, AAI – IIAT Executive Director

Come hear all about IIABA’s new multi-million dollar tool for members, the new consumers’ portal. A national website and phone number will allow potential personal lines customers to access IIABA members across the country. IIAT members signing up will be able to hook up with these potential personal lines prospects.

Ethics – What would a Cowboy do?
Rusty Deaton, CIC – Deaton Insurance Agency

For 28 years, Rusty Deaton has been the owner and principal of Deaton Insurance Agency, a multi-line property and casualty agency, which he founded in 1985. He is a national faculty member for the Society of CIC, and is the personal lines mentor for CISR Online. Join Deaton in a lively discussion of ethics. Explore values from the client's perspective and examine numerous case studies and their outcomes. Take a closer look at agents' duties and responsibilities as laid out in the insurance code.

Emerging Issues Facing Texas Agents
Jim Gavin – Director of Education, IIAT
Lee Loftis – Director of Governmental Affairs, IIAT

The IIAT staff will bring you the latest on Texas and national issues affecting independent agents. Learn about the new certificates bill, TWIA changes and recent regulatory and forms changes. Plus, get an insightful review of the recent legislative session.

Maximizing Your IIAT Membership – Website Navigation, Benefits and More
David VanDelinder, CPCU, AAI – Executive Director, IIAT
Todd Kilkenny – Director of IIAT Agency Management Resources

Learn how IIAT can help your agency grow. Join IIAT staff for a tour of IIAT’s website. Discover helpful tools and core content that can help you and your agency succeed. Learn more about your benefits as an IIAT member.

What’s Your Agency Worth?
Tom Braniff, JD, CPCU – Texas Insurance Consulting
Robert K. Nitsche – Insurance Network of Texas
Bob Pryor – Pryor Consulting
Bill Wade – IIAT

Recent data suggests that agency acquisition activity is heating up. Join a panel of agency consultants and agents as they discuss key elements of what sellers are looking for and what’s driving buyers. Learn how to establish agency value and prepare your agency to be sold. The panel will offer proven strategies that will enable you to improve overall agency worth and increase your selling price. Not ready to sell or buy right now? Learn how to take the right steps to perpetuate your agency into the future.

Selling in the New Economy – Revenue Development
Adam Boyd – Market Sense/Sandler Training

Adam Boyd is an associate with Market Sense Revenue Development Experts and a licensee of Sandler Training. Adam brings a common sense approach to business development and sales. He works to develop sales capabilities by implementing the right processes, using the right tools, and addressing hidden weaknesses. He works across a variety of industries including landscaping, construction, insurance and financial services including software and web development and e-commerce companies to name a few. He regularly speaks to businesses and organizations around the central Texas area.

Being Successful Means Being Different
Adam Boyd – Market Sense/Sandler Training

Price is the only selling point if you and your agency are no different than the competition. Learn how a disciplined sales strategy can help you stand out from your competitors and win new business. Discover unique sales tips that can help you secure even the toughest client and learn when to cut your losses with a prospect.

Personal Lines Issues for Today
Patrick Deem, CIC – Risk Management and Insurance Education Services

Participate in a lively discussion of current issues facing agency staffs today. Examine in-home business exposures and dwellings owned by trusts. Not quite sure how to advise your clients concerning car rental coverages? Learn more about this tricky topic as well as how to handle other vehicles in the household. You'll also examine the need and coverage provided by today's personal umbrella policies.

Lunch Session

How to Be Small But Play Large
Jon Schallert – President, The Schallert Group, Inc.

Jon Schallert, a member of the national Speakers Association (NSA) and the National Speakers Association Colorado-Chapter, conducts inspirational and motivational keynote speeches and workshops for thousands annually. Learn Jon’s insight into how to capture customers in the first seven seconds of coming in contact with them, and find out how to come out on top even in this still-recovering economy. Jon will demonstrate how his 14-step destination business strategy can turn any struggling business into a success.

View video samples of Jon speaking.

Business Reinvention: The New Normal on Main Street and Every Street
Jon Schallert
www.jonschallert.com

In this session, Schallert will discuss his strategic business principles, including what he calls customer "time zones." He will emphasize the need for business reinvention and tell you how to establish your agency's unique position in the insurance industry. Leave the session with indispensable insight into how to maximize your resources and compete with the big boys.

Contractual Liability and Additional Insureds
Patrick Deem, CIC – Risk Management and Insurance Education Services

Review the basics of contractual liability and examine the types of contracts your clients enter including hold harmless agreements. Identify some of the myths surrounding these agreements and explore insurance requirements of contracts. Discuss insurance coverage and the gaps between it and contractually assumed liability. Finally, learn how commercial general liability policies deal with the naming of additional insureds.

Marketing Don’ts That Most Businesses Do
Jon Schallert
www.jonschallert.com

In his final sessions at the conference, Schallert will lead you through an energetic discussion of how to develop an annual marketing plan that will get results and target top consumers. Learn how to create a consumer hook and how to indentify and use new media choices. You will not want to miss Schallert's insights and tips you can implement as soon as you get back to the office.

A Case for Fee-Based Services
Rusty Deaton, CIC – Principal, Deaton Insurance Agency

How can you generate more revenue for your agency? Join Deaton as he covers risk management and value-added consulting services. Explore premium finance opportunities, office administrative services and adjusting. Learn what the law has to say about disclosure and how to charge for your services. Deaton will also provide some helpful resources you can use at the office.