| |
Joe Vincent Management Seminar
Jan. 29 - 31, 2012 • Renaissance Austin Hotel
Overview | Detailed Schedule | Schedule-at-a-Glance | Handouts
Online Registration | Brochure and Registration Form (pdf) | Hotel | Attendees | 2011 Photos
Detailed Schedule
Sunday, Jan. 29 |
| 2 – 4 p.m. |
Registration Coffee Service |
Ballroom Foyer |
|
| 3:15 – 5:15 p.m. |
2012 Industry Preview:
New Certificate Procedures
The IIAT staff will bring you the latest information on Texas and national issues affecting independent agents. Receive an update on the certificates bill that became effective on Jan. 1, 2012 and how TDI plans to enforce the new law, changes with TWIA, and updates on health insurance reform.
2 CE credits |
Ballroom B |
|
| 6 – 7 p.m. |
Welcome Reception |
Ballroom A |
|
Monday, Jan. 30 |
| 7 – 8:30 a.m. |
Breakfast |
Atrium |
|
| 8:30 – 10:15 a.m. |
Building a Digital Relationship With Your Clients and Prospects
 |
Terry Jones
Chairman of Kayak.com
Founder of Travelocity
www.tbjones.com
Terry Jones, founder and former CEO of Travelocity.com, has a proven track record of leading companies whose innovations have changed an industry. Through his consulting practice, as a board member, a venture capitalist and a speaker, Terry has been helping companies use the tools and techniques he's developed to keep up with this rapidly changing world. His programs on innovation, leadership, marketing and e-commerce are always thought provoking, entertaining and customized. |
Terry Jones founded Travelocity.com and led the company as president. Now, he is a highly-sought e-commerce consultant. How will your customer contact you today? Whether it's in your office, via the phone, on your website, via a tweet or a friend request on Facebook, there are so many ways to communicate with customers. In this session, Terry gives you the keys to unlock the mystery of how to connect with customers online. While face-to-face communication isn't going away, businesses that don't have an effective online relationship strategy are being left behind. Terry will share his expertise on all phases of the digital conversation from search to social media, using real-world examples drawn from his long experience in the online world.
No CE
|
Ballroom A&B |
|
| 10:15 – 10:45 a.m. |
Networking Break |
Ballroom Foyer |
|
| 10:45 – 11:45 a.m. |
How to Market to People Not Like You
 |
Kelly McDonald
McDonald Marketing
Dallas
Kelly McDonald is a marketing and advertising expert with more than 20 years of global advertising agency experience. She has deep experience in marketing to different generations, values, lifestyles, races and ethnicities. Her client experience includes brands such as Toyota, Budweiser, Harley-Davidson, Mattel, Ace Hardware and Nike. Kelly has been named one of the "26 Hottest Speakers" by Successful Meetings Magazine. Her company has twice been named one of the top ad agencies in the U.S. by Advertising Age. She has been featured on CNBC, in BusinessWeek, on CNNMoney.com and on XM Radio. Kelly is the author of "How to Market to People Not Like You: Know It or Blow It Rules for Reaching Diverse Customers." |
The best business opportunity in decades might be right in front of you. With more than 20 years of experience, Kelly McDonald is a national marketing and advertising agency expert who helps companies extend their marketing reach into new populations and market segments. Her clients have included Toyota, Sherwin-Williams, Budweiser, Harley-Davidson, Mattel, Ace Hardware and Nike.
No CE |
Ballroom A&B |
|
| 11:45 a.m. – 1 p.m. |
Lunch |
|
|
BREAKOUT SESSIONS
1 – 2:30 p.m. |
Cyber Security: Protecting Your Customer Data
 |
Steve Anderson
www.steveanderson.com
Tenn.
Steve Anderson provides information to insurance agents about how they can use technology to increase revenue and/or reduce expenses. He speaks professionally to hundreds of agents each year at National Alliance events and at many state association conventions and technology forums on the future of technology, the social web and how insurance agencies can establish their Internet presence. He has authored many articles that have appeared in virtually every insurance industry publication. Steve has more than 30 years of experience in the insurance community. |
One of the industry's top technology consultants, author and speaker, Steve Anderson discusses the sensitive and personal client information that agencies store on their systems, and how this confidential data needs to be secured and protected at all times for legal compliance.
1.5 CE credits |
Trinity (lower level) |
|
|
|
| |
You Can Hire a Successful Producer
 |
Brian Jenkins
The Jenkins Group
The Woodlands
Brian Jenkins is the founder and President of The Jenkins Group, a sales management consulting firm dedicated to improving the sales performance of insurance agencies. He is a published author and has spoken to groups of all sizes in both the company and agency ranks. Brian's expertise has enabled him to help countless organizations, specifically insurance agencies, to transform their culture to dramatically increase new business commissions. Prior to starting the Jenkins Group, Brian was a Senior Vice President with Marsh Berry and the Chief Operating Officer of The Wedge Group. Earlier in his career, Brian served as owner of a successful franchise business with more than 250 franchises. |
It's tough competing with other attractive industries for the best sales talent, but Brian Jenkins believes you can do it. Brian shows you how to identify the winners, sell them on your agency and validate their performance. Brian is recognized as one of the top producer coaches and sales trainers in the country.
1.5 CE credits
|
Wedgwood |
|
|
|
| |
Agency Morale Checkup: Maintaining a Positive Work Environment
|
Mary Newgard, AU
Capstone Search Group
Iowa
Mary Newgard began her insurance career in 2003 as a commercial insurance producer for a nationally recognized independent agency, Cottingham & Butler. In 2006, she joined Capstone Search Group as a Search Associate focused on building the firm’s national reputation in agency consulting. Over the past five years Capstone has become well known for its partnership with independent, retail agencies dedicated to effective sales recruiting. In fact, Capstone is one of the few insurance recruiting firms with a dedicated focus in producer recruiting amongst all three major product disciplines: property and casualty, life and health and high net worth personal lines. As a Senior Search Consultant, Mary works with agencies of varying size and ownership structure on enacting competitive, results driven sales and service recruiting. |
Don't let the early signs of poor employee morale go unchecked at your office. As a successful insurance producer for a nationally recognized independent insurance agency and an experienced agency consultant, Mary shares the three keys to strong employee morale that impact agency growth and employee retention.
1.5 CE credits |
Ballroom B |
|
|
|
| |
What's Your Agency Worth?: Practical Agency Valuation Methods
Panel Discussion
Moderator: Todd Kilkenny
IIAT, Austin
|
Panelists
Tom Braniff, Jd, CPCu
Texas Insurance Consulting, Houston
Robert Pryor
Pryor Consulting Group, Houston
Ken Davidson
Davidson, Stuart, Morelock, Dallas |
Agency mergers and acquisitions continue and recent data reflects that agency values overall are finally rebounding. Join a panel of agency consultants and agents as they review agency valuation methods, several case studies and the key lessons learned in having a successful buying and selling transaction.
1.5 CE credits |
Ballroom A |
|
| 2:30 – 3 p.m. |
Networking Break |
Ballroom Foyer |
|
BREAKOUT SESSIONS
3 – 4:30 p.m. |
Introducing the Independent Agent Portal
|
Scott Deetz
CEO, Consumer Agent Portal, LLC
Minn.
Scott Deetz is the CEO of Entrepreneurial Advantage and the CEO of the Consumer Agent Portal. Scott’s passion and dedication to entrepreneurial organizations began with his own company as the President and Chief Executive Officer of MI-Assistant Software. He led the growth of the organization from 90 customers and 6 employees to serving over 2,000 leading insurance agencies and carriers with a staff of seventy-five dedicated professionals. Scott successfully led the sale of MI-Assistant to Fiserv, Inc. (NASDAQ: FISV), a Fortune 500 company in 2003. He has taught hundreds of business owners how to leverage technology to achieve growth through his dynamic presentations and workshops. His passion is to help dynamic organizations achieve higher business success and create financial freedom. |
Scott Deetz introduces the Consumer Agent Portal (CAP) which will deliver digital marketing tools and services to increase the online market presence of independent agencies, brokers and carriers in personal lines insurance. Learn first-hand about CAP, an industry initiative driven by the leadership vision of key insurance carriers and IIABA, along with Trusted Choice and Big "I" state associations.
NO CE |
Ballroom B |
|
|
|
| |
Managing Market Relationships
Panel Discussion
Moderator: Bill Wade
IIAT, Austin
|
Panelists
Randy Reynolds, CPCU
Texas Associates Insurors, Austin
Rick Bondurant, CIC, CRM, CAE
Frost Insurance Agency, Inc., Austin
Ed Schreiber, CIC
GEM Insurance Agencies, LP, Houston
Von Breaux
Sleeper Sewell Insurance Services, Inc., Dallas
|
Juggling market commitments while maximizing your competitiveness is a challenge in many agencies today. In this panel discussion, experienced agency managers discuss their strategies for monitoring markets and placements, communicating with producers and service staff and maximizing profitability in a highly competitive commercial market.
1.5 CE credits
|
Ballroom A |
|
| 5 – 6 p.m. |
Reception |
Atrium |
|
Tuesday, Jan. 31 |
| 7 – 8:30 a.m. |
Breakfast |
Atrium |
|
BREAKOUT SESSIONS
8:30 – 10 a.m. |
Globalization of the Insurance Industry
 |
Shaun Hooper
CEO, Cooper Gay & Co., Ltd.
London
Shaun Hooper is CEO of Cooper Gay & Co Ltd, the Lloyd's of London market broker of Cooper Gay Swett & Crawford Ltd, the largest independent global wholesale and reinsurance broker. Shaun joined Cooper Gay in 2009 with responsibility for coordinating and developing global operations to enhance client service, and to support Cooper Gay’s growth strategy. In 2010, Shaun was appointed Group Head of Operations for the combined Cooper Gay Swett & Crawford Group. He was appointed as CEO of Cooper Gay in June 2011. Before joining Cooper Gay, Shaun was Chief Operating Officer of Bluefin Insurance Services. |
Shaun Hooper is CEO of Cooper Gay & Co Ltd, the Lloyd's of London
market broker of Cooper Gay Swett & Crawford Ltd, the largest
independent global wholesale and reinsurance broker. He joined Cooper
Gay in 2009 with responsibility for coordinating and developing global
operations to enhance client service, and to support Cooper Gay's growth
strategy. Join Shaun as he provides insight into how the industry has
changed as a result of globalization and what impact those changes will
have on markets and brokers in the days and years to come. He will use
the recent natural disasters in Texas and across the U.S. as examples of
how local issues can affect the industry worldwide.
1.5 CE credits |
Ballroom A |
|
|
|
| |
Designing Competitive Compensation Plans
|
|
Mary Newgard, AU
Capstone Search Group
Iowa |
As a successful insurance producer for a nationally recognized independent agency and now an accomplished consultant with national brokerages, regional firms and independent agencies, Mary discusses when it's time to change your compensation plans and how to design a plan
that is competitive and profitable for you and
your producers.
1.5 CE credits |
Wedgwood |
|
|
|
| |
Marketing Personal Lines in the Digital Age
|
Steve Anderson
www.steveanderson.com |
Showing up on a Google search results page is a key way to generate new business. Maximizing your Internet presence requires understanding how search engines work and then learning the specific steps that anyone can take to increase chances of being visible in a search. The good news is that it costs little to nothing to get started. In this presentation designed specifically for agencies marketing personal lines products, Steve Anderson details what's needed to launch and boost effective digital marketing.
No CE |
Ballroom B |
|
|
|
| |
Achieving a Balance Between Management and Leadership
 |
Lee Whittington, Ph.D.
University of Dallas
Lee Whittington is professor of management in the College of Business and Graduate School of Management at the University of Dallas. He focuses his teaching, research, and consulting in the areas of leadership, organizational behavior and spiritual leadership. As the president of The Bedford Consulting Group, his consulting experience includes engagements with Nokia, FedEx-Kinko’s, RadioShack, Penson Financial Services, Reynolds Metals, Ball Container, Camp Fire Boys and Girls, Valor Telecom, City of Arlington, US Army Corps of Engineers, City of Southlake, Martin Sprocket & Gear, Siemens ElectroCom, and American Medical Response |
As a consultant to major U.S. firms and a respected college professor, Dr. Whittington describes the roles of managers and leaders and how these two essential skill sets can strike a balance to pilot your agency to continued success.
1.5 CE credits |
San Antonio (lower level) |
|
| 10 – 10:30 a.m. |
Networking Break |
Ballroom Foyer |
|
| 10:30 – 11:15 a.m. |
Meet the New Commissioner
 |
Eleanor Kitzman, Commissioner
Texas Department of Insurance
Eleanor Kitzman was appointed the Texas Insurance Commissioner effective August 15, 2011 by Governor Rick Perry. She served as the executive director of the South Carolina Budget and Control Board and was the past director of the South Carolina Department of Insurance. She is a former clerk for the Texas Supreme Court. She previously held management positions with several insurers and reinsurers, and practiced law with the Austin office of Akin, Gump, Strauss, Hauer & Feld. She is a member of the State Bar of Texas and South Carolina Bar Association. |
Meet the new Texas Commissioner of Insurance Eleanor Kitzman and hear about her activities since taking the position in August and her vision for the Texas insurance industry.
No CE
|
Ballroom A |
|
|
