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Day 2 Schedule

Thursday, June 23rd
JW Marriott San Antonio Hill Country

Full registration: Members $375 | Non-Members $475


Book Your Room
IIAT's special group rate is $259 USD/night. Reserve yours by May 31, 2022.


June 23

8 - 10 a.m.

Continental Breakfast

8 a.m. - 2 p.m.


Golf Day at the TPC San Antonio

Register to play golf

  • Concurrent activities TBD

8:45 - 9:45 a.m.

Professional Growth & Goal Setting Workshop
Marit Peters - President & Executive Director, IIAT

10 a.m. - 12 p.m.

The Ethics of Life 2 CE
Ross W. Pearce CLU, ChFC, CIC, LUTCF - Agency Trainer

In this session, you’ll learn the basics of ethics, including the differences between what’s ethical and what’s illegal. To help you spot unethical behavior, we’ll all cover common unethical practices seen in the insurance industry. Throughout the course, you’ll have the opportunity to participate in interactive scenarios to help you identify unethical practices and learn how to avoid making unethical decisions.

10 a.m. - 12 p.m.

IIAT Office Hours
Questions about your membership benefits or the services IIAT provides? Stop by to visit with an IIAT employee.

12 - 2 p.m.

Boxed Lunch

2 - 3 p.m.

Growth Is a Team Sport
Jeff Wodicka - Chairman/CEO, Casswood Insurance Agency, Ltd.
Program Director, National Alliance for Insurance Education & Research

A sales culture takes all roles in an agency to play their part. Jeff will talk about the importance of building a growth mindset and how to bring it alive throughout your agency.

Concurrent Activities

3:15 - 5:15 p.m.

ELITExas Talks
The Ethics of Life 2 CE - Repeat of earlier session
Ross W. Pearce CLU, ChFC, CIC, LUTCF - Agency Trainer
Agents-Only Learning Lounge
RSVP for appointments in June

Concurrent Education Sessions

3:15 - 4:15 p.m. and again at 4:30 - 5:30 p.m.

These 1-hour sessions repeat back-to-back with a 15-minute break in between.

Highlights from the 'Dynamics of Selling'

Jeff Wodicka - Chairman/CEO, Casswood Insurance Agency, Ltd.

How to Market, Sell to and Serve People Not Like You

Kelly McDonald - Best-Selling Author and Founder, McDonald Marketing

If you could grow your business simply by marketing to your existing clients and raking in more referrals, making money would be a cakewalk. But to generate new revenue, you have to win over the customers and clients you’re not getting, but could be. Now, more than ever, it’s important to reach new prospects in different ways to grow your business.

This session will show how marketing to people’s values is the way to greater sales profits and customer loyalty.

  • The do’s and don’ts of marketing to different customer segments and their values
  • How to tweak your service or sales approach to be relevant to a new customer group
  • How to communicate in a relevant manner to stand out from your competition
  • How to close the sale by tapping into what your clients and prospects value
Inspiring Your Team in Today's Workplace
Marit Peters - President & Executive Director, IIAT
A Healthy E&O Program = A Healthy Agency filed for 1 CE
Cari Senefsky - Director of Professional Liability, IIAT Advantage E&O
Gunnar Kephart - E&O Advocate, IIAT Advantage E&O

You can't have a healthy insurance agency without a good E&O risk management program. In these sessions, you'll learn specific risk management techniques that reduce exposures to E&O claims and increase the financial strength of an agency. Also, discover how a continuous improvement mindset in both E&O risk management and agency operations can have a positive impact on an agency’s future growth.
Surplus Lines: Assisting You in a Complex Market filed for 1 CE

Susan Dearborn, CIC, CISR, Property & Casualty Senior Underwriter
Litchfield Special Risks, Inc.

Hosted by TSLA

Learn all about the Surplus Lines market, including definitions, licensing and bond requirements, surplus lines carriers and their financial solvency and ratings. Find out how to select a wholesaler to place business with and learn the differences in pricing and availability of surplus lines coverage. Discover helpful resources to assist with the complexities of the surplus lines market.

7 - 10 p.m.

125th Anniversary Celebration!

Enjoy a fun-filled evening with dueling pianos by HOWL2GO. Drinks and heavy hors d'oeuvres will be served.

Thank You to Our Lead Underwriters

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