January 27 - 29, 2008 • Renaissance Austin Hotel
Detailed Schedule | Schedule-at-a-Glance | Brochure (pdf) | Hotel | Attendees | Photos | Handouts
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Sunday, Jan. 27
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| 3:15 – 5:15 p.m. | Preview 2008: Industry Update  Paul Martin, CPCU IIAT, Austin  Jim Gavin IIAT, Austin  Lee Loftis IIAT, Austin 2 CE credits |
Find out the latest in legislative, regulatory and market news including recent supreme court decisions, financial responsibility enforcement and get a sneak peak at issues at the forefront of next year’s legislative session. Sponsored by Progressive Insurance |
| 6 – 7:30 p.m. | Welcome Reception |
Sponsored by Service Lloyds Insurance Co. |
Monday, Jan. 28 |
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| 7 – 8 a.m. | Breakfast | Sponsored by The Republic Group |
| 8:30 – 10:15 a.m. | Full Speed Ahead Vincent Poscente Be Invincible Group No CE credit |
Prepare to hold on to your seats as former Olympic speed skier Vince Poscente, founder of Be Invincible Group, details proven strategies for harnessing the power of speed to achieve long-term peak performance and top-to-bottom alignment. Combining lessons from his Olympic experience with leadership insights learned from his highly successful business career, Vince will show you how to ignite your vision, execute your strategies and eclipse your competition. Sponsored by F.W. (Bill) Purmort Jr. Memorial Fund and Central Insurance Cos. |
| 10:15 – 10:45 a.m. | Networking Break | Sponsored by American Country Insurance |
| 10:45 – 11:45 a.m. | Acquisition Hysteria John Wepler Marsh Berry & Co., Inc. Concord, Ohio 1 CE credit |
No one has done more merger and acquisition deals than the national consulting firm Marsh Berry and no one is in a better position to explain the factors fueling the acquisition frenzy than Marsh Berry President, John Wepler. How are carriers responding? What is the trickle-down effect to main street agencies? In this session, John will provide an update on the market and describe the strategies and the struggles of the most active buyers and why it matters even if you are not in or on the market right now. Sponsored by Travelers |
| 11:45 a.m. – 12:45 p.m. | Networking Luncheon |
Sponsored by State Auto Insurance Co. |
| 1 – 2:15 p.m. | Fighting Consolidation:
How to Stay Independent John Wepler Marsh Berry & Co., Inc., Concord, Ohio 1 CE credit |
John Wepler drills down into the key factors agencies must address to not only survive the onslaught of increasingly formidable competitors but to thrive and remain independent over the long term. Sponsored by America First Insurance |
| 1 – 2:15 p.m. | Breaking Out of the Sophomore Slump Paul Martin, CPCU IIAT, Austin Jim Gavin IIAT, Austin No CE credit |
Learn how to reinvigorate producers who are struggling to validate or have plateaued at a level short of their full potential. IIAT’s Producer Development Program instructors Paul Martin and Jim Gavin will discuss how to diagnose the root causes for disappointing results, and offer tried and true tactics that will get your producers back on track. Sponsored by IIAT Advantage and IIAT Insurance Agency |
| 1 – 2:15 p.m. | Top 10 Human Resource Mistakes Employers Make Jim Schulist Schulist Interests, Inc., Houston 1 CE credit |
The number of lawsuits filed by employees against their employers is rising and no company is immune. Add to that the need to comply with a myriad of labor laws and regulations and it’s a wonder anyone has time to sell insurance. Human resources consultant Jim Schulist will simplify the issue by describing the most common areas that get employers into trouble. From hiring the wrong person to not having the right written procedures in place, Jim will cover the key exposures in this fast-paced session. Sponsored by IIAT Advantage and IIAT Insurance Agency |
| 2:15 – 2:45 p.m. | Networking Break | Sponsored by South & Western and Travelers Agribusiness |
| 2:45 – 4 p.m. | Targeting Agency Time Wasters Pat Alexandar Fort Worth 1 CE credit |
Are there processes in your agency that waste
time and money? Many agencies do not use the right tools available to eliminate
time-consuming processes such as multiple entry of the same data, logging into
carrier web sites, not fully using the agency management system, etc. Workflow
improvement expert Pat Alexander will provide practical, cost-effective solutions
for better productivity and reduction of processing costs. You will also receive
tips on planning and implementing new technologies and processes. Sponsored by Specialty Insurance Managers |
| 2:45 – 4 p.m. | Supercharge Your Personal Lines Marketing George Cunningham The Supercharged Agency, Fort Worth No CE credit |
Nationally, the independent agency system has increased its market share in personal lines by more than 20 percent in the last 10 years. Don’t wait on the sidelines while others take advantage of the robust Texas personal lines market. Join agency sales and marketing expert George Cunningham as he explains how to create profitable personal lines sales without expensive ads or x-dating. George will explain seven marketing principles and share five proven…but rarely used…marketing methods. Sponsored by McClelland & Hine, Inc. |
| 2:45 – 4 p.m. | Anatomy of an Employment Contract Tom Braniff Texas Insurance Consulting, Houston  Rick Bondurant, CIC IIAT, Austin 1 CE credit |
Employment contracts, especially with producers, can be an important mechanism for protecting the equity value of your agency. At the same time, the legal nature of the document can become a source of conflict between parties. Attorney and agency consultant Tom Braniff will join IIAT’s Rick Bondurant for a discussion of practical aspects of contractual relationships with employees and producers. Sponsored by IIAT Advantage and IIAT Insurance Agency |
| 4 – 4:30 p.m. | Special Bonus Session |
Customize your day of learning with an additional 30 minutes of open questions featuring many of Monday’s speakers. |
| 4:45 – 6 p.m. | Reception | Sponsored by Myron Steves, Safeco Insurance and Utica Insurance |
Tuesday, Jan. 29 |
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| 7 – 8 a.m. | Continental Breakfast | Sponsored by CNA Insurance, Hanover Insurance, Texas Mutual Insurance Co. and Union Standard Insurance Group |
| 8 – 9:30 a.m. | Tips From the Legal Trenches |
Austin attorney Gary Schumann regularly defends clients from the consequences of poor management decisions. Gary will reveal the most common agency office management pitfalls that can make the difference between winning and losing a case and present his “wish-list” of
the procedures you should implement to make winning any future lawsuit more of
a sure thing. Sponsored by Texas Surplus Lines Association |
| 8 – 9:30 a.m. | Presentation Skills for Sales People David Brooks Public Speaking World Champion, Austin No CE credit |
How we present ourselves and our messages
can have a powerful impact on how well we are perceived and how well we perform.
Presentation skills matter. The ability to present clearly, credibly and confidently
to 1 or 100 is as important as the expertise you bring to the table to begin
with. World Champion speaker and author David Brooks will zero in on the essentials
you need to capture and hold the attention of today’s increasingly impatient
listeners. Sponsored by IIAT Advantage and IIAT Insurance Agency |
| 8 – 9:30 a.m. | Performance Management:
From Pain to Gain  Jeff Gaines Author of The Human Blueprint, Cohoes, N.Y. 1.5 CE credits |
Job descriptions, performance reviews, raises and discipline meetings are for most managers and employees right up there with death and taxes. What if you could dispense with traditional performance management methods and contribute to both happier employees and a better bottom line? With humor and an engaging presentation style, Jeff Gaines will show you how to boost your team’s productivity and have them singing your praises. Sponsored by IIAT Advantage and IIAT Insurance Agency |
| 9:30– 10 a.m. | Networking Break | Sponsored by Texas Mutual Insurance Co. |
| 10 – 11 a.m. | Turning the Corner: How Long Can the Good Times Last in Texas? Robert Hartwig, PhD, CPCU Insurance Information Institute New York, N.Y. 1 CE credit |
Bob Hartwig, President of III, offers a lively and penetrating picture of Texas markets, past, present and future. From industry return on earnings to reinsurance profitability, you will get inside information to share with companies and clients, and to anticipate market turns. Sponsored by Insurors Indemnity Cos. |
