The Independent Insurance Agents of Texas’ annual convention kicks off June 8-10 at the Wyndham Anatole Hotel in Dallas. The opening day will include a full lineup of innovative and practical workshops presented by nationally recognized experts. Young insurance professionals will find the lineup especially beneficial because it includes two workshops specifically addressing their needs.
Convention highlights like workshops on e-commerce, one-on-one consultation sessions, a huge trade show, and, of course, the always-popular golf tournament will round out this important weekend for independent agents.
For registration information, visit www.iiat.org.
Focus on your future
Young insurance professionals and others looking to boost their careers can choose from a jam-packed day of workshops on Thursday. The day begins at 9:45 a.m. with two concurrent workshops:
• “Wired to the Future: How Producers Are Using Technology to Make Money”: Rick Morgan of AllianceOne in Boulder, Colo., leading automation expert, will moderate a panel of young agents who are finding technological solutions to age-old agency problems.
• “E-Commerce: Dos and Don’ts for Insurance Agents”: Mary Eisenhart of Fuher & Associates, Inc., in Brea, Calif., will show agents how to position their agencies on the Internet without making costly mistakes.
Next up is the Thursday luncheon. Sales trainer Terri Sjodin, of Sjodin Communications in Fountain Valley, Calif., will explain how agents can learn from mentors in “Mentoring for Success” (11:30 a.m.-1:15 p.m.).
Following the luncheon, agents can attend two of three workshops tailored to their particular needs:
• “Young Insurance Professionals Workshop: Do You Have a Future in the Insurance Business (and Can You Make Money?)” (1:30-3 p.m.; 1.5 CE credits): Chris Amrhein, IIAA’s vice president of education and agency development, offers a thought-provoking look at the future of independent agencies.
• “Nine Deadly Presentation Mistakes and How to Avoid Them” (1:30-3 p.m.): Terri Sjodin draws on her vast experience as a sales trainer to examine how things like body language and proposal details can undermine a sales pitch.
• “Young Insurance Professionals Workshop: Preparing to Join the Management Team” (3:15 to 4:30 p.m.; 1.5 CE credits): A panel of experienced agents and moderator Chris Amrhein will explore how young agents can contribute to agency management or get ready to take the reins.
If you register for the entire convention, these workshops are included free with your registration. However, if you can only attend Thursday, the entire “Focus on Your Future” package is $90 for IIAT member agents ($130 for nonmembers). The fee includes all workshops, the luncheon, the trade show and the Welcome Party.
Leadership for the new century
One of the nation’s premier authorities on leadership will get the convention off to an inspiring start with “21st Century Leadership” (9-10:15 a.m. Friday). Keynote speaker Don Hutson of U.S. Learning, Inc., in Memphis, Tenn., is renowned for inspiring managerial excellence and adaptable leadership. With an emphasis on leadership style, teambuilding, communication and other tools, Hutson will give agents new ideas for creating a loyal, high-performance team.
Other workshops, sessions
“Executive Protection Coverages” (3:15-4:30 p.m. Thursday; 1 CE credit) You’ve insured the business, but have you really addressed the needs of the top officers and owners? Executive coverages, from employment practices to kidnap and ransom, are some of the fastest-growing lines of insurance. Jeff Klenk, a senior vice president with Travelers in Hartford, Conn., and a team of home office professionals will explain how coverages are written and claims adjusted for D&O, EPLI and K&R.
“Small Agency Round Tables: Best Practices” (1:30-3 p.m. Friday; 1.5 CE credits): Small and rural agents will get a chance to share solutions to problems unique to agencies of their size and location at round table discussions facilitated by members of IIAT’s Small and Rural Agencies Committee, using information from IIAA’s Best Practices Study.
“E-Commerce Liabilities and Insurance Coverages” (1:30-3 p.m. Friday; 1.5 CE credits): Leo Clarke, an attorney from La Conner, Wash., who specializes in information assets and liabilities, will bring agents up to date on how the law and the insurance industry are adapting to e-commerce exposures.
“Assisting Clients With Finance Needs” (3:15-4:30 p.m. Friday; 1 CE credit): Greg Boots of IIAT Finance Co. in Austin will introduce a new product for agents who work with clients needing financing for business growth and renewal.
“Insureds and Certificates: Finding the Balance” (3:15-4:30 p.m. Friday; 1 CE credit): Learn how to dodge bullets while serving the needs of your clients. IIAT’s Paul Martin will guide agents through the regulatory and legal requirements for safely handling additional insureds, waivers, contract requirements and cancellation rights.
“The Revolution in Insurance Distribution Options: Should Independent Agents Revolt or Join In?” (9-10:30 a.m. Saturday; 1 CE credit): Ever wondered what The Hartford’s deal with Ford means to independent agents?
What about Allstate’s and Progressive’s direct marketing efforts, not to mention insure.com’s Web site. Here’s a chance to find out by hearing what executives from those companies have to say about the future of independent agencies.
CSR Day is Friday
Friday is CSR Day. Starting at 10:15 a.m., CSRs can visit the convention’s trade show, where they can meet with more than 96 industry vendors. From noon-1:30 p.m., CSRs can enjoy a special luncheon featuring guest speaker Karen Flaherty of FIWT in Austin.
In “The Leader Within,” Flaherty will share her expertise in customer service and leadership with CSRs, inspiring CSRs to acquire the skills that will make them stand out in their agency and contribute to management.
A special registration fee of $40 will admit CSRs to the luncheon and the trade show; additional CSRs from the same agency can register for $35. For more information on CSR Day, call IIAT’s member services hotline at 800/880-7428.
Other convention highlights
Market Connection Round Tables (3-4:40 p.m. Friday): Market round tables present an opportunity for small and rural agents to connect with more companies. Agents may meet with up to five company representatives in a small-group format to learn what type of agent, mix of business and territories those companies are seeking. This session requires tickets, which will be distributed on a first-come, first-served basis starting at 7:30 a.m. Friday.
Ask the Experts (2-5 p.m. Thursday & 9-11:40 a.m. Friday) is always one of the convention’s most popular events. Agents can consult with an industry expert in a free 20-minute session with one of the following:
• Agency Valuation: Roy Phillips, King-Phillips, Houston
• Automation Management: Rick Morgan, AllianceOne, Boulder, Colo. (Thursday only)
• Options for Marketing with Banks: Karen Neeley, Independent Bankers Association of Texas, Austin
• Sales Management & Internal Organization: Mary Eisenhart, Fuher & Associates, Inc., Brea, Calif. (Friday only)
Because space is limited, “Ask the Experts” is open only to agents who register for the full convention by June 1. IIAT will fax sign-up information to all eligible agents in mid-May.
Trade Show
More than 96 insurance companies, agency automation vendors, adjusting firms, surplus lines agencies and premium finance companies will display the latest products and services at the convention’s trade show, one of the country’s largest shows for independent agents. It’s the perfect place to find new markets or services that will help your agency be as efficient and profitable as possible.
Trade show hours are 2 to 7 p.m. Thursday and 10:15 a.m. to noon Friday. For a preview of exhibiting companies, check out IIAT’s virtual trade show on the Web site at www.iiat.org.
Social events
The IIAT golf tournament returns to Bear Creek Golf Club, a soft-spike course near DFW Airport (8 a.m.-1:30 p.m. Thursday). The tournament fills up quickly, so register as soon as possible if you want to play.
Enjoy a fun-filled tour of the 96-booth trade show during the Exhibit Hall Welcome Party (5:15-7 p.m. Thursday). Continue your fun at company-sponsored hospitality suites. Many are open to all convention delegates; others are by invitation only.
Young Insurance Professionals can start their fun early Thursday with a special reception for young insurance professionals, first timers and small and rural agents. They can round out their evening with a challenging game of Whirlyball-lacrosse with bumper cars.
On Friday evening, delegates will want to enjoy the cocktail reception from 6 to 6:45 p.m., followed by an elegant dinner. Then it’s time to hit the dance floor to tunes by Calvacade, one of Dallas’ top bands. Top off the evening with a sweet treat at the Coffee and Cordials Party.
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