Thursday, Sept. 24
9 a.m. Registration
11 a.m. Annual Business Meeting Luncheon and Awards and Conferment Ceremony
1:15 - 5 p.m. Concurrent Education Sessions:
Producer/Sales Track
Agency Value Proposition:
Optimize Your Sales Success
Ray Eng - approved for 3.5 hours CE credit
Most individuals have a personal preference in terms of how they would like to be treated in a sales interaction. This session will provide a simple model for understanding the various social styles of clients as well as optimizing sales success and enhancing the service experience. Learn how to increase your sales success by aligning your sales approach with your agency’s value proposition by treating clients the way they want to be treated and allowing them to voice their protection needs.
Management Track
Client Retention:
The Business Boomerang
Dana Falardeau - approved for 3.5 hours CE credit
It can be difficult to place a tangible description on an oftentimes intangible concept, such as outstanding service. It is measurable, it is doable and it most certainly affects your bottom line. Your agency support staff carrying out this responsibility each day needs to be recognized as a profit center which can make or break the bottom line of your agency. This course can teach you how to accomplish this goal by identifying your customer base, defining customer service, understanding the importance of a mission statement, and selecting and retaining the right people for the right job.
5 p.m. Cocktail Reception
5:30 - 7:30 p.m. Marketplace Exhibit Hall
Friday, Sept. 25
7:30 a.m. Breakfast Buffet
8:30 a.m. - Noon Concurrent Education Sessions:
Producer/Sales Track
Pipeline to Bottom Line:
The Book of Business Lifeline
Dana Falardeau - approved for 3.5 hours CE credit
Arming yourself with the proper tools and procedures can help you tend to your book of business and regain control of results in a somewhat uncertain financial environment. This is accomplished by understanding organizational, situational and customers’ needs. This unique presentation will revolve around situational analysis, pipelines, collaboration and incentives. It’s all about the customer’s needs, organization, realigning responsibilities, maintenance and communication to staff.
Management Track
The Philosophy Pyramid:
Harmonized Procedures that Support Growth
Ray Eng - approved for 3.5 hours CE credit
This session will provide you with an overview of various agency philosophies and key components of business planning to help with the growth of your agency. Review a series of diagnostic tools that can be used to evaluate your agency’s current and future ability to meet established goals. Learn three best practices among growth agencies, along with examples of how a variety of different agencies have exercised them. This course will outline a number of compensation methods to help you align your staff to your established goals.
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Instructors
Ray Eng currently leads the agency development unit at Travelers, which consults with more than 1,300 agents a year on topics such as business planning, agency diagnostics, staff compensation, marketing programs and CSR/producer sales training. He has more than 20 years of sales and marketing experience in multiple industries, and has been published in various trade publications including Insurance Journal and SmartChoice Magazine.
Dana Falardeau, CIC, has a diverse background in property and casualty insurance and more than 35 years in the industry. Falardeau has been on the national faculty for the Society of CIC for many years. As founder of One-on-One Concepts, Falardeau provides training and consulting services to insurance agencies in the United States, Canada and the Caribbean.
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Pricing
Event Registration:
| $175 - |
PIA Member |
| $225 - |
Non-Member |
Al La Carte Registration:
| $30 - |
Luncheon with Annual Business Meeting and Awards and Conferment Ceremony ONLY |
| $20 - |
Marketplace Exhibit Hall Only |
Pre-registration deadline is Sept. 18, 2009. After Sept. 18, you may register onsite at the conference. Pre-registration is recommended if you plan to attend education sessions. Space cannot be guaranteed for onsite registration.
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Hotel Reservation Information
Hilton Columbus Polaris is located at 8700 Lyra Drive, Columbus, Ohio 43240. Reserve your room before Aug. 24 to get the discounted room rate of $139 for King/Queens; Triples and Quads are $149. PIA cannot guarantee room availability after Aug. 24, and the price may increase after this date.
Phone Reservation. Call (800) HILTONS to make your reservation by phone. Be sure to mention you are with PIA.
Online Reservation. Click here to make your reservation online.
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Cancellation Policy
Registrations canceled on or before Sept. 4 are fully refundable. Registrations canceled between Sept. 5 and Sept. 11 will be refunded, minus a $50 processing fee. No refunds will be granted for cancellations after Sept. 11 or for no-shows.
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