Sunday, Jan. 31 |
|
Early-Bird Bonus Session:
The Soft Market Solution |
2 - 3 p.m. |
| Learn how being an IIAT member can help you increase new business sales
by developing aggressive business development plans. Join Gary Heiligman
and Brett Sutch of your national Big "I "office as they discuss the new
Member Marketing Activity Center. Learn how to prospect using internet
leads, direct mail and referral marketing. |
|
2010: Industry Preview |
3:15 – 5:15 p.m. |
| IIAT Staff: Paul Martin, CPCU, Lee Loftis, Jim Gavin, Rick Bondurant, CIC, CRM |
2 CE credits |
| The IIAT staff will bring you the latest information on Texas and national issues affecting independent agents. A review of industry financial results will be discussed, along with the most recent regulatory and legislative changes and a preview of topics for the next legislative session. |
|
Monday, Feb. 1 |
|
Is the Economy Headed Higher – or Off a Cliff? |
8:45 – 10:15 a.m. |
 |
Todd Buchholz, Former White House Economic Advisor |
No CE credit |
| Former White House advisor Todd Buchholz, one of the country’s leading experts on financial markets, politics and the economy, will “connect the dots” on the current economic turmoil and provide insights on how your agency can survive and thrive. Tom is a regular guest on programs from ABC, CBS and CNN and is a regular commentator on PBS. |
 |
Presentation of Independent Leadership Award
to Speaker of the Texas
House of Representatives,
Joe Straus |
10:45 a.m. |
Real World Safety Through Innovative Technologies |
10:45 – 11:45 a.m. |
 |
Stephen Oesch, Senior Vice President, Institute for Highway Safety |
1 CE Credit |
| Stephen Oesch, Senior Vice President at the Institute for Highway Safety, will take a fascinating look at the progress being made in automobile and highway safety, from license restriction laws to the latest in auto technology. |
Implementing Marketing Campaigns |
1 – 2 p.m. |
Gary Heiligman, Assistant Vice President, IIABA |
Brett Sutch, Marketing Manager
IIABA |
No CE credit |
| This session will introduce IIABA’s new Member Marketing Activity Center, a one-stop, multi-faceted business builder tool that can help you accelerate new business growth through the use of internet leads, direct mail and referral-based marketing. |
Supreme Confusion: Making Sense of Legal Standards |
1 – 2:30 p.m. |
 |
Tom Culpepper, Thompson Coe |
1.5 CE credits |
| Agency defense attorney Tom Culpepper explains what you should know before 12 licensed drivers decide your fate. His discussion will center on the significance of legal standards set by juries and the difficulty in applying them to agency operations. Tom will highlight recent key Supreme Court decisions. |
Manage, Lead or Both: What’s the Difference, Why It Matters |
1 – 2:30 p.m. |
 |
J. Lee Whittington, PhD, University of Dallas, College of Business |
1.5 CE credits |
| Consultant to such firms as Nokia, Radio Shack and FedEx, Dr. Whittington will explain how you can balance two often contradictory skill sets, which are both necessary for your agency’s survival: leadership and management. |
|
The Performance Management Challenge |
1 – 2:30 p.m. |
 |
Rosemary Maellaro, PhD, University of Dallas, College of Business |
1.5 CE credits |
| Dr. Maellaro brings her 25 years of human resource management experience to introduce coaching techniques for improving individual performance and steps for conducting meaningful appraisal sessions. |
Ensuring Success: Using Profiles and the Emotional Quotient for Better Hiring, Training and Development |
3 – 4 p.m. |
 |
Mike Poskey, Vice President, ZeroRisk HR, Inc. |
1 CE credit |
| Emotional Intelligence Quotient, or EQ, is now widely accepted to be correlated with workplace success. But EQ is not the same as personality type. Mike Poskey will explain why EQ is so important, how it differs from personality and why you need to be able to measure it. |
Effective Commercial Account Placement and Management |
3 – 4:30 p.m. |
 |
G. Kellum Plasket, CPCU, Operations Management Consulting |
1.5 CE credits |
| Learn how to implement the most effective submission process for middle markets to larger commercial accounts, address remarketing challenges and define the most productive roles enabling the agency to support and exceed its new business and retention objectives. |
Legacy Leadership: Creating Leader-full Organizations |
3 – 4:30 p.m. |
| J. Lee Whittington, PhD, University of Dallas, College of Business |
1.5 CE credits |
| If your agency is going to grow and meet the challenges of a dynamic market in the future, you must develop leadership throughout the agency. In this presentation, Dr. Whittington will share the principles and practices of leaders who develop others and create leader-full organizations. |
Turning Social Media Into Social Business |
3 – 4:30 p.m. |
 |
Pat Alexander, CIC |
No CE credit |
| Don’t understand what your agency could possibly gain from using social media? Overwhelmed about the possibilities? Pat Alexander will explain various social media tools and show you how to use them to market your agency. |
|
Tuesday, Feb. 2 |
|
What We’ve Learned in 10 Years of Training Producers |
8 – 9 a.m. |
| IIAT Staff: Paul Martin, CPCU, Jim Gavin |
No CE credit |
| IIAT Producer Development School instructors share what it takes to foster a successful commercial producer: what works, what doesn’t. |
Maximizing Growth, Retention and Productivity for Small Commercial and Personal Lines |
8 – 9:30 a.m. |
| G. Kellum Plasket, CPCU, Operations Management Consulting |
1.5 CE credits |
| This session will focus on the optimum handling of small commercial and personal lines accounts. Learn how to effectively manage the 80/20 rule and preview an integrated small business/personal lines sales and service model. |
Anatomy of a Matchmaker Deal |
8 – 9:30 a.m. |
| Panel discussion: Ron McGuire, Apple Insurance Specialists; Ken Davidson, Davidson Stewart Morelock Independent Insurance Group, LLC; Jeff Goodman, Goodman Insurance Agency, Inc.; Ray Thigpen, Goodman Insurance Agency, Inc. |
1.5 CE credits |
| A panel featuring parties from both sides of two different agency acquisitions describe the process and what they learned about buying and selling. |
Compensation Programs That Motivate Top Performers |
8 – 9:30 a.m. |
 |
Suzy Hammett, President, Hammett Consulting, Inc. |
1.5 CE credits |
| Suzy Hammett, who conducted IIAT’s 2009 Non-Producer Compensation and Benefits Study, will discuss compensation trends that owners need to understand. She’ll also discuss how to effectively design and implement programs that will retain and attract the best employees and drive performance. |
CLOSING GENERAL SESSION
Straight From the Top: Pricing, Product and Capacity in Surplus Lines |
10 – 11:30 a.m. |
Michael Warfield
President, Colony Insurance Company |
Bill Reynolds
President, Atlantic Casualty Insurance Company |
Jeff Lamb, CPCU
Managing Director of Underwriting,
Mid South Region
Markel Corp. |
Tim Martin
Vice President, Contract Binding, Burlington Insurance Company |
1.5 CE Credits |
| Sponsored by Texas Surplus Lines Association |
|
| National surplus lines carrier executives will discuss the financial issues companies face in the current economic environment and what this might mean to pricing and product availability in the short and long term. |
