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Tuesday, August 6th, 2019

Stuart Miller
Partner, Wilson Elser

Paul Marshall
Managing Director, McGowan Program Administrators

This session will explore employment risks from Sexual Harassment to Active Shooter and how it directly relates to commercial insurance.  Now that several States including California have passed strict employment training laws, leaving most businesses in violation of employment laws and more so increasing the liability and financial responsibility the company will face. In the end, we will explore how the modern-day insurance professional can mitigate some of the liability burdens by embracing the new employment requirements and technology.

9:50 to 10:25 a.m.

California FAIR Plan: Agents & Brokers Overview

Mindy L. Cruz
Operations Manager, California FAIR Plan Association

Justin Pierce
Underwriting & Operations Manager, California FAIR Plan Association

A review of the California FAIR Plan and submitting business as a broker, this session will cover how to register as a broker, and basic navigation of the FAIR Plan website.  Information about the FAIR Plan, coverages, and exclusions will also be included.

10:30 to 11:00 a.m.

Why InsurBanc For The Independent Agent?

Scott Freiday
Vice President & Commercial Loan Officer, InsurBanc

Patricia Smith
Vice President & Client Service Manager, InsurBanc

InsurBanc has established itself as the bank of choice for independent insurance agents, demonstrating a deep understanding of the agency business and delivering the financing and banking services required to help agencies expand and prosper.  Learn how we have assisted agencies reach the next level.

Wednesday, August 7th, 2019

9:00 to 9:20 a.m.

Tech Talk:
Broker Buddha: How to Market Effectively Online For Insurance Agencies

Jason Keck
Chief Executive Officer & Founder
Broker Buddha

In this session, A 20-year technology executive will give an introduction to online marketing for Insurance Agencies.  Topics will include: How to think about online marketing, How to develop an online campaign, and How to create a highly personalized online customer experience. 

Tech Talk:
Exdion: Reimagining The Agency

Sandeep Deva
Vice President of Consulting & Product Development, Exdion

In this session Exdion will present the challenges and how incumbent insurance brokers can adopt AI/Machine learning to enjoy improved productivity, operational efficiency and customer delight. Sandeep Deva will showcase how policy life cycle management can employ automation tools, and how brokers can roll out AI programs.  

9:40 to 10:00 a.m.

Tech Talk:
miEdge: The Ultimate Unfair Advantage

Darin Vick
Chief Sales Officer, miEdge

miEdge is a one of kind lead generation and research tool designed specifically for the insurance professionals. miEdge aggregates multiple data sources and then assembles that data to create an insurance profile. This allows Insurance agents and brokers as well as Insurance carriers, to filter the data for fast efficient queries, which saves valuable time and resources.

10:00 to 10:20 a.m.

Tech Talk:
ePayPolicy: Servicing Digital Clients and Their Expectations

Looking for the best InsurTech solutions for your agency, ones that take minimal time to deploy (60 minutes or less) but yield the greatest return and impact? In this session, we’ll highlight how the expectations of the digital consumer have evolved and explain how these affordable solutions across sales, operations, and marketing will not just allow you to meet your client expectations but crush them.

10:20 to 10:40 a.m.

Tech Talk:
Patra: Drive Growth by Leveraging Process Technology

Emily Jonas
Business Development Specialist, Patra

The surest way to growth is spending time with customers and prospects, but with so much of an insurance professional’s time devoted to servicing customers, where can you find the time to grow? Patra leverages people and technology to help you get the most out of your time, reducing workloads and giving you back the time you need to focus on growth. With years of experience helping agencies find efficiency and value, this presentation will highlight some of the most commonly streamlined back-office processes.

10:40 to 11:00 a.m.

Tech Talk:
ABEN: The Future of Insurance Education For Independent Agents

Sally Smith
ABEN Network Manager, Business Professionals' Network, Inc.

Let Sally explain how ABEN can help independent insurance agents not only fulfill their educational requirements but improve their ability to serve their clients. ABEN delivers education with the greatest of ease. Sally will review the benefits associated with this highly respected educational platform and share some information that may surprise you!

Thursday, August 8th, 2019

9:00 to 9:30 a.m.

Key Developments in California Insurance Regulations

Steve Young
Senior Vice President & General Counsel, IIABCal

A fast and furious update on measures in the California Legislature and California Department of Insurance to improve the Homeowners Insurance marketplace, resolve legal uncertainty over independent contractor status, and address the new normal of wildfire liabilities.

9:35 to 10:00 a.m.

Personal Safety in an Era of Active Shooters

Jerry McCormick
Chief Safety Officer, Personal Safety at Work

This session starts with a look at what active shooter is and isn't.   We’ll review the real impact of active shooter from a standpoint of what are the true cost.  This is important to know from a business perspective and those that write policies to insure against Active Shooter Incidents.  We will look at how often Active Shooter actually occurs compared to the myriad of threats in the world every day.  There is a wide variety of viewpoints about Active Shooter that simply are not supported by facts, and worst scare employee into believing that Active Shooter is likely going to happen to them. We will share facts learned through researching Active Shooter for 20 years, looking at more than 327 cases of Active Shooter, and briefly review an interview with an Active Shooter who is imprisoned in North Carolina following an Active Shooter incident he carried out.  

10:05 to 10:30 a.m.

WCIRB: The Agent & Broker Toolkit

Cheena Malicki
Director, Outreach & Education, WCIRB

The California Workers' Compensation Insurance Rating Bureau (WCIRB) will walk you through the worker’s comp tools you need to provide the answers clients are looking for, including classification, experience rating, and preparing for final audit.

10:35 to 11:00 a.m.

21 Secrets of Million Dollar Sellers: W.A.I.T

Steve Harvill
President, Creative Ventures

Great sales success is all about the application of skills.  What skill sets do you bring to the job and how often are you working on getting better?  Great producers are great listeners. I found this somewhat counter-intuitive. Most salespeople are taught to sell and in order to sell, they are taught to present features, strengths and a wide variety of other pieces that make their product or service superior to all the rest. They speak the language. They talk SALES. But the pinnacle salespeople in our book have found the space to LISTEN. They have developed acute listening skills and don’t fill every gap in a conversation with “pitch”.