8–9 a.m.

Networking continental breakfast

9 a.m.–
Noon

CONCURRENT EDUCATION SESSIONS

Ethics: The Choices You Make (#475976)            

Sheldon D. Hansen, CIC, CRM, CPIA • CE: 3 Ethics PROD

Don't miss this insightful program with expert Sheldon D. Hansen, CIC, CRM, CPIA. This workshop is designed to help professional insurance agents recognize appropriate ethical behavior. It explores the origins of ethics and develops a full understanding of the need for ethical behavior in our industry. Personal focus of our feelings and beliefs helps us equate value to ethics in the professional services marketplace. It’s a basic course and a great lead into future ethical training.

Cross-selling & Business Development

John Fear, CPIA, CISR
• NOT APPLICABLE for CE credit; qualifies for ½ CPIA update requirement*

“It’s New to You!” When most agents think about new business growth for their business, they often overlook the additional lines of business available from their current clients. Even though this business is typically easier to close, has a significantly lower acquisition cost and can have a long-term positive impact on overall retention, it is almost universally overlooked when establishing agency growth goals. During this session, not only will we quantify the revenue available from this opportunity, we will also review tools and techniques to successfully write those lines during each interaction with your clients. By designing a strategic plan for your agency and then developing tactical behaviors for your staff, you will be able to fully develop the business available to your agency.

*Attention CPIA designees: This class has been approved by the AIMS Society to satisfy ½ of your CPIA update requirement.

Lunch & Panel Discussion: Best Practices of Successful Agents

Moderated by John Fear, CPIA, CISR

Running an agency is more challenging than ever. If you’ve wondered what other agents are doing to step ahead of the competition, this session will put you in the know. Innovative marketing; social media savvy, and good, old-fashioned customer service are just a few of the techniques our panel employs to achieve successful, growth-oriented agencies.  Don’t be the agency that misses out on these benchmark ideas, or worse; find out your competitors are using tips from this session to pull ahead of you.

Panelists include:

Cheryl Belair
President
The Insurance Source, Inc.

Keith Maglia
President
Insurance Solutions Corporation

Phillip (PJ) Cistulli
Principal
Able Insurance Agency, LLC

John Royer
Principal
Integrity Solutions, LLC

Advanced Data Breach & Cyber Liability Forms (#475975)
Sheldon D. Hansen, CIC, CRM, CPIA • CE: 3 Gen Ins Prin PROD

The Insurance Industry has begun to address the need to provide coverage for business data breach and/or cyber liability losses. This type of coverage has been eliminated in most property and liability policies and few endorsements truly address the exposures as needed. This class explores the new policy forms after illustrating the eCommerce problems, new legislation and some court cases. Both first party and third party exposures and the necessary coverage options are examined in detail. We will review two cyber liability policies in detail.