schedule at a glance - american agents alliance program o… · leverage technology to give your...

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Schedule at a Glance .........................................................................................................................................4

President’s Message..........................................................................................................................................7

CE Courses & Workshop Information.................................................................................................................8

General Session Keynote with OutSell Consulting & G.A. Bartick...................................................................13

Prize Donations & Giveaways..........................................................................................................................16

Sunday Brunch: Unlock the Technology Secrets to Becoming a Powerhouse Agency....................................21

Sponsor Recognition.......................................................................................................................................22

Board of Directors...........................................................................................................................................26

Exhibitors........................................................................................................................................................30

Hotel Map and Floor Plan ...............................................................................................................................31

TABLE OF CONTENTS

Wright Flood, the nation’s largest flood insurance provider.

• Endorsed flood provider of American Agents Alliance• Experienced Regional Sales Managers to assist in sales & marketing• Flood CE classes and webinars offered to agents• Excellent claims handling• User friendly website• Experienced Underwriter & Customer Service that exceeds your expectations

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THURSDAY, SEPTEMBER 24, 2015Golf Tournament / Golf Awards Luncheon / CE & Workshops / Hospitality Reception

FRIDAY, SEPTEMBER 25, 2015CE & Workshops / Tradeshow / Strolling Lunch / Cash & Prize Giveaways / Hospitality Reception / Casino Night Live Music / Late-Night Dessert Reception

6:00am Golf Registration ...........................................................................................................................Golf Course7:00am Golf Tournament Tee - Off ...........................................................................................................Golf Course7:30am–6:00pm Convention Registration...........................................................................................................North Counter8:00am–4:00pm Exhibitor Set-Up.....................................................................................................................Desert Ballroom12:00pm–1:00pm Golfers' Awards Luncheon (Tournament Registrants only)...........................................................San Jacinto2:00pm–4:00pm CE: Workers' Compensation(Basic)......................................................................................................Salon E3:45pm–4:45pm Workshop: Online Marketing for Independent Agents .......................................................................Salon A4:00pm–6:00pm CE: Data Compromise and Cyber Insurance.........................................................................................Salon C 4:00pm–5:00pm CE: Living in Earthquake Country...the Risk is Real!.............................................................................Salon D5:00pm–6:00pm Workshop: Earthquake Coverage - Increasing Agency Value ..............................................................Salon A5:00pm–6:00pm Workshop: New Customer Onboarding - Building a User Journey.......................................................Salon E5:15pm–6:00pm Workshop: Community Outreach in a Digital Age...............................................................................Salon D 6:00pm–7:30pm Hospitality Reception w/Live Music Sponsored by American Agents Alliance (Ticketed Event)....Santa Rosa Meet Deputy Insurance Commissioner Chris Shultz and join us for food and drinks while you makenewconnectionsandreacquaintwitholdfriends.Thisisagreattimetomeetfellowagentsand vendorsinarelaxedsocialenvironment.

7:30am–5:00pm Convention Registration ..........................................................................................................North Counter7:45am–9:45am CE: Premium Finance Express..............................................................................................................Salon A7:45am–8:45am CE: California's Low Cost Auto Insurance Program - Expanded Eligibility & Changes for 2015! Insurance for Uber, Lyft & Sidecar Drivers .................................................................................................................Salon C8:00am–12:00pm CE: Writing Small Commercial Accounts..............................................................................................Salon B8:00am–11:00am CE: Ignoring Flood - An E&O Exposure! ...............................................................................................Salon D8:00am–9:00am CE: Personal Automobile Insurance in Mexico.....................................................................................Salon E8:00am–9:00am Workshop: Navigating New Waters: Transitioning to the Online, Connected World............Directors Suite 18:55am–9:55am Workshop: Agency Financing, Acquisitions and Valuations.................................................................Salon C9:00am–10:00am CE: Homeowners Insurance in Mexico.................................................................................................Salon E9:00am–10:00am Workshop: Put the Relationship Back in Selling Insurance ...................................................Directors Suite 110:00am–3:15pm CE: Starting an Insurance Agency from Scratch (Lunch Break from 12pm–1pm)............Santa Rosa Ballroom10:00am–11:00am CE: LyteSpeed - FSC Auto Rater............................................................................................................Salon A10:00am–12:00pm CE: Ownership and Entities in Workers' Compensation.......................................................................Salon C10:00am–12:00pm CE: Handling Commercial Lines Exposure in Mexico............................................................................Salon E10:00am–11:00am Workshop: Cyberliability, Loopholes and Vulnerabilities in Data Security ............................Directors Suite 111:00am–12:00pm Workshop: Legal Pitfalls Arising from Broker-Agent Transactions .......................................................Salon A11:00am–12:00pm Workshop: Master of Your Domain: Creating Content to Compete......................................Directors Suite 111:15am–12:00pm Workshop: Converting More Online Leads Into Revenue....................................................................Salon D12:00pm–5:00pm Trade Show Floor Opens........................................................................................................Desert Ballroom12:00pm–1:00pm Strolling Lunch on the Expo Floor Sponsored by American Agents Alliance .........................Desert Ballroom4:30pm–5:00pm Drawings & $2,500 CASH Giveaway on Tradeshow Floor (Must Be Present to Win)............Desert Ballroom5:00pm Trade Show Floor Closes6:00pm–7:30pm Hospitality Reception w/Live Music Sponsored by Velocify (Ticketed Event)......................................Salon F Joinusforfoodanddrinkswhileyoumakenewconnectionsandreacquaintwitholdfriends.This isagreattimetomeetfellowagentsandvendorsinarelaxedsocialenvironment.7:30pm -10:30pm Casino Night + Entertainment + Late Night Dessert Sponsored by One, Inc. (Open to Everyone)......Salon F Thecasinonightkicksoffat7:30pm.Withnobuy-in,it’safun-filled,casualeventforeveryoneto participatein.Collectyourchipsandenjoyblackjack,poker,rouletteandcraps.We’llhavelivemusic throughoutthenightandoureveningwindsdownwithanafter-glowdessertpartyforalate-night treatbeforewecallitanight.

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SATURDAY, SEPTEMBER 26, 2015CE & Workshops / General Session Keynote / Tradeshow / Strolling Lunch / Cash & Prize Giveaways

Member Meeting / Pre-Dinner Social Hour / Saturday Night Dinner / Entertainment / Dancing

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7:30am–5:00pm Convention Registration .........................................................................................................North Counter7:45am–8:30am Workshop: Personal Branding Clinic ...................................................................................................Salon D8:00am–10:00am CE: Agency Perpetuation Considerations & Issues..............................................................................Salon A8:00am–10:00am CE: CEA Agent Training ........................................................................................................................Salon B8:00am–10:00am CE: Wholesale Distribution..................................................................................................................Salon C8:00am–9:00am Workshop: Navigating New Waters: Transitioning to the Online, Connected World ...........Directors Suite 19:00am–10:00am CE: Healthcare Reform Act - 5 Years Later...........................................................................................Salon D 9:00am–10:00am CE: Driving Record Compliance for the Insurance Broker....................................................................Salon E9:00am–10:00am Workshop: Cyberliability, Loopholes and Vulnerabilities in Data Security............................Directors Suite 110:00am–12:00pm General Session Keynote with OutSell Consulting & G.A. Bartick Sponsored by Michelman & Robinson, LLP (Open to Everyone) .............................................................................................................................Salon F11:45am Progressive $5,000 CASH Giveaway (Full Producer Pass Registrants Only Eligible) Must Be Present to Win.......................................................................................................................Salon F12:00pm–5:00pm Trade Show Floor Opens.......................................................................................................Desert Ballroom12:00pm–1:00pm Strolling Lunch on the Expo Floor Sponsored by American Agents Alliance...........................Desert Ballroom1:00pm–4:00pm CE: Ethics & Ethical Behavior.................................................................................................Directors Suite 22:30pm–4:00pm Desserts Sponsored by ITC.....................................................................................................Desert Ballroom4:30pm Drawings & $2,500 CASH Giveaway on Tradeshow Floor (Must Be Present to Win).............Desert Ballroom5:01pm–9:00pm Exhibitor Booth Breakdown6:00pm–6:45pm VIP Members Only Cocktail Reception & Meeting................................................................Directors Suite 5 JoinusforaspecialVIPAmericanAgentsAlliancemembersonlyhostedcocktailreception&brief meetingwiththeboardofdirectors.6:45pm–7:30pm Pre-Dinner Social Hour (Ticketed Event).........................................................................................The Grove JoinuspriortotheSaturdayNightDinnerUndertheStarsforano-hostsocialhourinTheGrove.7:30pm–9:00pm Saturday Night Dinner Under the Stars Sponsored by Alliance United (Ticketed Event)...............The Grove Joinusfordinnerunderthestarsandtheexcitement,astonishmentandlaughterofcomedyhypnotist JeffMarcus.Thisfast-pacedshowwillhaveyoulaughingandfeelinggreatandleaveyouwiththe memoryofalifetime.9:00pm–12:00am Masquerade Dance Party & Social Event Sponsored by Alliance United (Open to Everyone)............Salon F ContinuetheeveningwithusatourmasqueradedancepartywhereaDJspinstunestogetyou movingonthedancefloor.Wearyourfavoritemaskorpickoneupatthedoorandjoinusforafestive evening!

9:00am–10:30am Unlock the Technology Secrets to Becoming a Powerhouse Agency (Ticketed Event).........................Salon F Don'tmissthisgeneralsessionQ&AwithinsurancetechnologyexpertBradRuben.Learnhowto leveragetechnologytogiveyouragencyacompetitiveadvantage,improveyourclosingratioby30%, increaseyourprofitabilityby50%,usereal-timeinformationtoprovidetargetedsolutions&write morebusiness,andplanforthefutureusingdatatrendsfromyourexistingcustomerbase.

Name badges must be worn at all times to gain entry to CE courses, workshops, meals, hospitality receptions and the tradeshow floor. Some meal events require tickets.

SUNDAY, SEPTEMBER 27, 2015Sunday Brunch

SCHEDULE AT A GLANCE

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Well, we're back in the desert for another working vacation jammed with education, networking and, most important of all, seeing old friends.

I wrote last year about the many changes occurring in the insurance industry, especially among independent agents. We discussed our changing compensation, digital marketing, search engine optimization, the fat marketing budgets of the direct writers and the cultural shift of the insurance-buying public brought on by technology.

Have things calmed down for you? Has the massive wave of change fizzled out? Not really, but I would venture to say most independent agents are making the necessary changes to ride the wave. We have been smart, nimble, and willing to make the necessary changes to enable us to not only survive, but to thrive!

Last year’s keynote speaker, Brian Sullivan, predicted that the smart independent agents would grow their agencies while the agents who were unwilling to embrace change or shed their old ways would wither away.

Nobody said it would be easy. It takes work. It takes time. It takes intelligence. And, it takes the help of others (more on that later.)

My job within my own agency has certainly changed. My marketing efforts alone have been dramatic. I attend events put on by the Carlsbad Chamber of Commerce, which I joined last year shortly before the convention. I’m on the chamber technology committee (somebody has to lower the curve among the eggheads.) We belong to the North San Diego County Association of Realtors (NSDCAR.) Each and every week, I attend three NSDCAR meetings as an affiliate member, which enables me to network with over one hundred real estate agents, mortgage brokers and other real estate professionals. And I personally visit local mortgage brokers. This has really given me a new appreciation for our company marketing reps.

I belong to a group of insurance agency owners on Facebook and although I don’t present information as much as I should, I certainly listen to what these amazing people from across the country have to say. They ask questions, voice frustrations and get the feedback that they (and all of us) need to run a better agency. I am most impressed with their indomitable spirit and everyone’s willingness to share and help their fellow agency owners. These are the best attributes that the Alliance has embraced for over fifty years.

Filling the lead pipeline with quality leads is more difficult than ever. With all of the work that I am doing to get quality leads, I am extremely sensitive to our sales processes. It doesn’t help to get leads if you don’t know how to properly work them and close them.

Our approach has changed to where we are getting many more home leads than auto leads. But with proper cross-selling and up-selling, leading with the home isn’t a bad idea because it results in a better quality client base

and increased agency value.

I mentioned earlier about independent agents needing the help of others. What better place to get that help than the American Agents Alliance Convention? We have over 35 hours of CE available, as well as numerous workshops. There are hundreds of seasoned agents that are more than happy to answer any questions you may have about running a better agency. There is a plethora of networking opportunities at the hospitality parties, CE classes or workshops and on the trade show floor.

Our keynote speaker on Saturday will be G.A. Bartick from OutSell Consulting. He will be giving us much needed sales training including handouts. This is an event that no insurance agent or CSR should miss.

On Sunday, technology savant Brad Ruben of Archway Computer will speak and lead an interactive discussion around technology. Brad works with hundreds of insurance agencies and has a thorough understanding of the technologies needed to run an efficient agency in today’s marketplace. And, Brad isn’t afraid to give opinions and feedback about anything or anybody in our world of technology and insurance. Sunday should be a romping good time and a fitting exclamation point to our convention.

The help is there for the taking, but you have to ask for it. This is an event where there are hundreds of people in our industry with the same questions and the same goals as yours. This is the greatest investment into your agency that you will make all year. Enjoy yourself and take advantage of it.

KenKen May, President & CEO American Agents Alliance

FROM THE PRESIDENT

®™

MVP.EarthquakeAuthority.com

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CE: Workers' Compensation (Basic)Rosanna Viveros-Amador, Assistant Marketing Manager, State Compensation Insurance Fund

This presentation will cover why workers compensation is required in California; which employers are required to provide coverage; what benefits are associated with workers compensation insurance; and how premiums are determined and what effect do losses have on an employer’s policy.

Online Marketing for Independent AgentsTom Hammond, EVP, Superior Access Insurance Services

This presentation showcases foundational online marketing activities done by large organizations and how to achieve a similar effect on a fraction of the budget. We will cover practical best practices on online marketing tactics, public relations, social media, video production and distribution, search engine marketing, email marketing, and especially program measurements. We will show examples of practical applications and how they produced results. Learning objectives: Online marketing key areas of concentration; how big business sets best practices; agent alternatives in each category and how to implement in an affordable way for any agent.

CE: Data Compromise and Cyber InsuranceLaidis Derosier, Mapfre in conjunction with The Hartford Steam Boiler Inspection and Insurance

The program will introduce the basic concepts of data breaches and outline ways to reduce the risk of breaches of personal identifying information and will also introduce the basic concepts of Cyber insurance and outline ways to reduce the risk of computer system attacks. The presenter will share statistics about breaches of personal identifying information, explain the monetary and non-monetary damages caused by such breaches and the legislation in place that requires proper notification in the event of a breach. The program will address the insurability of data breaches and the insurability of third party vendors and describe key features of coverage forms currently available in the market for data breach exposures and computer system attacks. Finally, the program will discuss the special needs of a commercial entity of providing appropriate services to affected individuals.

CE: Living in Earthquake Country…the Risk is Real!Craig L. Justice, CPCU, President & CEO, TriCoast Insurance Services

Review of earthquake risk and exposures in California including risk management and insurance solutions to help agents/producers protect their customers and property.

Earthquake Coverage - Increasing Agency ValueRichard Martinez, Regional Sales Manager, ICAT

An interactive session to help agencies become more successful writers of residential earthquake coverage. In this session, we will cover the basics of earthquake science, earthquake coverage options and forms, and how to unlock agency value with a robust earthquake sales program.

New Customer Onboarding - Building a User Journey Jeff Bair, Head of Merchandising and Business Development - IA Operations, Foremost Insurance Company

This workshop will discuss the basic elements of building a customer persona and then utilize an agreed upon persona to build a user journey. The user journey will focus on new customer onboarding. You will learn how to modify the user journey of new customers in order to increase cross selling opportunities, enhance retention and mitigate E&O.

Community Outreach in a Digital AgeSara Rassi, Team Lead, FloodSmart

Nearly 3 out of every 4 online adults use social media. This workshop will show you real examples of how social media can be utilized to promote yourself and your agency, as well as provide tips on how to incorporate FloodSmart tools and resources into your outreach.

2:00pm - 4:00pmSalon E2 Units

3:45pm - 4:45pmSalon A

5:00pm - 6:00pmSalon E

5:15pm - 6:00pmSalon D

4:00pm - 5:00pmSalon D1 Unit

4:00pm - 6:00pmSalon C2 Units

5:00pm - 6:00pmSalon A

Life/HealthPersonal LinesSales & Marketing New Agents (1-2 years)

Commercial Lines TechnologyAgency Management/Operations

Educational Tracks by Color Codes

SEE KEY LISTED BELOW

THURSDAY CE & WORKSHOPS

OVER 37 CE UNITS

20+ products & more at ArrowheadGrp.com

Personal & Commercial Auto

Residential Earthquake

Personal Property Be a Part of the Winning Line-Up

9www.access.com |dba Access General Insurance Company CDI# 0C21630

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CE: Premium Finance ExpressKarl Swanson, VP, Western Regional Sales Manager, Imperial PFS

This fast-moving and informative class will give Insurance Professionals a brief overview of how Premium Finance can add significant value to the insurance transaction. The ability to finance insurance premiums enables insureds to purchase all the coverage they need, and makes cash available to them for other opportunities. Agent/Brokers will also learn how different aspects of a policy such as type, provisions, structure, etc. affect the exposure of a deal. Understanding how and when to use premium finance will aid the Agent/Broker in developing the best deal for his or her client and can be a valuable tool for speeding up and closing the transaction process.

CE: California’s Low Cost Auto Insurance Program – Expanded Eligibility & Changes for 2015! Insurance for Uber, Lyft & Sidecar DriversChris Shultz, Deputy Commissioner – Community Programs, CA Department of Insurance

Updated for 2015, this important program now accepts drivers with AB 60 licenses, relaxed eligibility requirements for all drivers, and increased commissions for agents and brokers. Also learn about insurance products for drivers partnered with Uber and Lyft.

CE: Writing Small Commercial AccountsLynn DellaCroce, CIC, CISR, CPIW, The National Alliance for Insurance Education & Research

Agents will be able to explain the various ways to insure small businesses. Many times commercial coverages are overlooked because of the small size of the insured operations, but many accounts have the same significant exposures as large corporations. Agents will review the property, liability, automobile, workers compensation, umbrella/excess, and equipment breakdown coverages that small business owners need to consider.

CE: Ignoring Flood - An E&O Exposure!John Gelrud, Regional Sales Manager, Wright Flood

This class provides agents and customer service employees a fundamental working knowledge of the Federal Flood Program. The class meets the Federal requirement for 3 hours of CE to transact Federal Flood insurance with the NFIP direct or one of their WYO carriers. The overall objective of this class is to provide attendees with the most current rules and regulations of the Federal Flood program and provide the knowledge and tools needed to write this product with understanding and confidence.

CE: Personal Automobile Insurance in MexicoJorge Cacho-Sousa, Chairman & CEO, MexiPass International Insurance Services, LLC

This course is designed to inform the insurance agent of the differences in coverage and conditions between the Mexican auto policy and the U.S. auto policy in order to be properly prepared to advise their clients in how to protect their vehicle exposures outside of the U.S.

Navigating New Waters: Transitioning to the Online, Connected WorldLaird Rixford, President, Insurance Technologies Corporation

Consumers today want to make purchase decisions on their own terms. Attend this session to learn how to transition from the old, offline world to the current world that is connected and online. Learn how consumer behavior has changed. Learn about responsive service and how to create a good experience and how technology can help your agency meet the needs of your clients.

Agency Financing, Acquisitions and Valuations Wally Hayes, Sr. Vice President, Fundation

This class will educate buyers on agency financing programs available to agency owners, agency valuation & perpetuation planning.

CE: Homeowners Insurance in MexicoJorge Cacho-Sousa, Chairman & CEO, MexiPass International Insurance Services, LLC

This course is designed to inform the insurance agent of the differences in coverage and conditions between the Mexican homeowner’s policy and the U.S. homeowner's policy in order to be properly prepared to advise their clients in how to protect their assets outside of the U.S.

7:45am - 9:45amSalon A2 Units

7:45am - 8:45amSalon C1 Unit

8:00am - 12:00pmSalon B4 Units

8:00am - 11:00amSalon D3 Units

8:00am - 9:00amSalon E1 Unit

8:00am - 9:00amDirectors Suite 1

8:55am - 9:55amSalon C

9:00am - 10:00amSalon E1 Unit


FRIDAY CE & WORKSHOPS




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Put the Relationship Back in Selling InsuranceDon Hobdy, Jr., VP Sales, Insurance Technologies Corporation

Since the beginning of the internet, service and support are often the only contact points with the consumer. Are you making your point of contact an important one? Are you building a relationship with your clients? Or are you acting like a robot? Learn how to put the relationship back into selling insurance. Don’t be a robot.

CE: Starting an Agency from ScratchJon Persky, CPA, CIC, PHR, President, Optimum Performance Solutions

Are you thinking about starting an insurance agency or have you recently started one? If so, you can’t miss this class! This four-hour session will help you:

• Determine what issues you need to consider BEFORE starting an agency such as cost, agency focus, location and type of legal entity

• Develop a strategic plan to make your agency successful• Decide how to best access carriers and generate business• Manage your revenues, expenses, employee and technology

Thisclasshaslimitedavailabilitysomakesureyoucomeearly.Seatingislimited.Thisisa4-hourclass.Youmuststaythefull4hourstoreceiveCEcredit.

CE: LyteSpeed - FSC Auto RaterBrad Blair, Territory Account Executive, Vertafore

This course is designed to educate producers and managers on the proper use of FSC Rater while quoting and processing automobile policies. With this knowledge the producer will be able to accurately provide quotes for the clients and maximize the features of the program. Managers will be able to track production and sales from anywhere. Participants of this class will learn how to secure data and monitor their agency efficiently.

CE: Ownership and Entities in Workers' CompensationCynthia St. Jean, Senior Marketing Representative, State Compensation Insurance Fund

The presentation will go over the various types of ownership and entities in California and how ownership and entities affects premium. We will cover the importance of accuracy of ownership information and how ownership can affect an employer’s experience modifications.

CE: Handling Commercial Lines Exposure in MexicoJorge Cacho-Sousa, Chairman & CEO, MexiPass International Insurance Services, LLC

This two-hour course is designed to provide students with a practical overview of important aspects involved in handling commercial lines insurance exposures for clients in Mexico. You will gain an understanding of the differences between Mexican and U.S. insurance and legal systems.

Cyberliabilty, Loopholes and Vulnerabilities in Data SecurityLaird Rixford, President, Insurance Technologies Corporation

You need to take the security of your data seriously. As an insurance agent, you hold critical personally identifiable information about your clients. Learn how to protect your agency and your clients’ data from someone who wants to protect you from hackers. Learn what constitutes personally identifiable information, points of entry into your client data and how to mitigate threat.

Legal Pitfalls Arising from Broker-Agent TransactionsMark Robinson, Partner, Todd Stitt, Partner, & Jeff Farrow, Partner, Michelman & Robinson, LLP

This presentation will give a narrative examination of legal issues that arise in a typical transaction where a broker-agent sells a policy to a business. Through the use of entertaining hypothetical transactions (that are all too common), they will highlight typical employment, trade secrets, E&O and regulatory claims that may arise. They will also offer practical suggestions on how to approach the sale of insurance by a broker-agent and avoid common missteps.

Master of Your Domain: Creating Content to CompeteDon Hobdy, Jr., VP Sales, Insurance Technologies Corporation

Having a pretty website is not enough today. In this session we will discover how you can create content on your insurance agency website, improve your visibility, and why it is important in today’s market. Learn how to set a content strategy, and how to create and promote your content.

Converting More Online Leads Into RevenueChris Backe, Director of Business Development, Velocify

Success isn’t a given when it comes to converting online leads. Anyone that has worked with inquiries can attest to the challenges faced in turning prospects into customers. While no magic answer exists, if you are struggling to turn online inquiries into customers, this is a session not to miss. We’ll dive into the secrets of turning more leads into revenue by taking a few pages out of a top-performing super agent’s playbook.


10:00am - 3:15pm(Lunch Break 12-1)Santa Rosa Ballroom4 Units

10:00am - 11:00amSalon A1 Unit

10:00am - 12:00pmSalon C 2 Units

10:00am - 12:00pmSalon E 2 Units


11:00am - 12:00pmSalon A

11:00am - 12:00pmDirectors Suite 1

11:15am - 12:00pmSalon D

FRIDAY CE & WORKSHOPS

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Personal Branding ClinicTrevor Niarchos, President, 220 Marketing

Learn industry specific marketing tactics to improve branding and client retention, drive traffic to your site and gain quality referrals.

CE: Agency Perpetuation Considerations & IssuesJon Persky, CPA, CIC, PHR, President, Optimum Performance Solutions

Whether you are the sole owner of your agency or have a partner, you must attend this class! All agency owners need to consider what will happen to the agency in the event of their death, disability or retirement. Should you sell it to a family member, an employee, your partner or someone else? How much should you expect to be paid? What’s the process and when should you get started? Do you have a comprehensive Shareholders’ Agreement? If you are thinking about buying an agency, you need to understand the seller’s perspective, the items you should consider in making an offer and what data you need to collect. All these issues and more will be addressed in this informative two-hour session.

CE: CEA Agent TrainingAndrew Fawcett, Agent and External Affairs Coordinator, California Earthquake Authority

The California Earthquake Authority (CEA) is offering two FREE CE credits for attending our earthquake seminar. Upon completion of the course, agents will have an in-depth understanding of our policies, including Homeowners-Choice, and will learn about the upcoming enhancements to our policies. In addition, agents will qualify for FREE marketing support.

CE: Wholesale DistributionRon Abram, President, LDC Insurance Education

Designed to help you differentiate between Wholesale, MGA, MGU and Surplus Lines Broker, this class will assist you in better understanding the Lloyd’s of London marketplace and learn what takes place within the Wholesale distribution channel, understand terminology and receive the tools necessary to clarify and evaluate your current wholesale relationships.

Navigating New Waters: Transitioning to the Online, Connected WorldDon Hobdy, Jr., VP Sales, Insurance Technologies Corporation

Consumers today want to make purchase decisions on their own terms. Attend this session to learn how to transition from the old, offline world to the current world that is connected and online. Learn how consumer behavior has changed. Learn about responsive service and how to create a good experience and how technology can help your agency meet the needs of your clients.

CE: Healthcare Reform Act - 5 Years LaterNeil Crosby, Director of Sales, Warner Pacific

The Affordable Care Act is not going away. Property & Casualty agents are taking advantage of the interest and the turmoil circulating among employers that are desperately seeking information. Come and hear how you can build your business and grow your revenue using the interest employers have in the health insurance industry today!

Driving Record Compliance for the Insurance BrokerDavid Alpizar, Strategic Account Manager, American Driving Records

This course will review the history of MVR Compliance up to and including the Driver’s Privacy Protection Act (DPPA), focusing on CA where compliance procedures are among the strictest in the country. The class will review the Requester Code process, with particular attention to maintaining proper logs, supporting documentation and security procedures in order to be compliant and survive a CA DMV Audit.

Cyberliabilty, Loopholes and Vulnerabilities in Data SecurityLaird Rixford, President, Insurance Technologies Corporation

You need to take the security of your data seriously. As an insurance agent, you hold critical personally identifiable information about your clients. Learn how to protect your agency and your clients’ data from someone who wants to protect you from hackers. Learn what constitutes personally identifiable information, points of entry into your client data and how to mitigate threat.

CE: Ethics & Ethical BehaviorLynn DellaCroce, CIC, CISR, CPIW, The National Allliance for Insurance Education & Research

Agents will learn the ethical behavior and standards in dealing with the day-to-day realities of the complex, ethical issues of the insurance industry. They will discuss reasons for unethical actions and examine the guidelines for ethical decision-making. Using real-life scenarios, agents will be able to identify what constitutes an ethical dilemma and recommend an approach to choosing a valid ethical solution.

7:45am - 8:30amSalon D

8:00am - 10:00amSalon A2 Units

8:00am - 10:00amSalon B2 Units

8:00am - 10:00amSalon C2 Units


9:00am - 10:00amSalon D1 Unit

9:00am - 10:00amSalon E


1:00pm - 4:00pmDirectors Suite 23 Units


SATURDAY CE & WORKSHOPS




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Keynote Speaker G.A. Bartick, OutSell Consulting

Saturday, September 26, 2015 / 10am-12pm in Salon F (Everyone Welcome)

Feel Like It's David Vs. Goliath Out There?

• Learn How to Outsell the Big Direct Writers• Discover the Secrets to Converting Leads to Sales• Differentiate Your Agency & Make More Sales• Surefire Ways to Become a Trusted Advisor for Your Best Clients

About OutSell Consulting & G.A. Bartick

OutSell Consulting was founded in 1996 with the belief that they could deliver customized sales training that is more effective than the off-the-shelf sales training solutions available. Their focus is building a sales consulting company where they spend their time and energy solving issues for clients and creating long lasting sustainable change that drive results.

G.A. Bartick is a national speaker and facilitator at conventions and meetings around the world. He has been in sales his entire career and uses his experience, knowledge, enthusiasm and personal style to connect with his audience and inspire improved performance. G.A. has implemented hundreds of consultative sales and customer service programs for clients such as Google, Cox Communications, Time Warner, City National Bank, and Merrill Lynch, Morgan Stanley and Expedia.com.

G.A.’s experience with insurance clients include MetLife, Lincoln Financial, CPS, Crump, Aviva and Mass Mutual. G.A. has worked with Million Dollar Round Table, captive and independent agents. He is also the author of National Bestseller, Silver Bullet Selling: Six Critical Steps to Opening More Relationships and Closing More Sales which is published by John Wiley & Sons.

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All Web Leads / Booth #219......................................................(2) $200 In Free Live Transfers with 100% Contact Rate, Guaranteed

Alliance United Insurance Company / Booth #513 ...................................... Bose Sound Link Mini Blue Tooth Speaker ($199 Value)

American Specialty Insurance & Risk Services, Inc. / Booth #214 .........................................................................$100 Visa Gift Card

Brownyard Group / Booth #605..........................................................................................................$100 American Express Gift Card

Century National Insurance Company / Booth #314 ...............................................................................................$100 Visa Gift Card

Datalot / Booth #304 .......................................................................................................................................$300 in FREE Datalot calls

Deans & Homer / Booth #118.......................................................................................................................(2) $100 Amazon Gift Cards

DYL / Booth #215...........................................................................................................................................32-Inch LCD TV ($250 value)

EverQuote / Booth #712 .............................................................................................................................................$100 Visa Gift Card

EZLynx / Booth #412 ........................................................................................................................................Apple Watch ($350 value)

GlobalOne Advisors, Inc. / Booth #717..............................................................................................$100 American Express Gift Card

Kemper Specialty CA / Booth #706 ...............................................................................Go Pro Hero 3 Action Camcorder ($299 value)

Licensing Professionals / Booth #614 ...............................Bose QuiteComfort Acoustic Noise Cancelling Headphones ($300 value)

Mexipass International Insurance, LLC / Booth #319 ...............................................Jose Cuervo Reserva De La Familia ($125 value)

Nation Safe Drivers / Booth #217......3-day/2-night hotel stay at the signature MGM Grand Resort in Las Vegas, NV ($650 value)

National Insurance Producer Registry (NIPR) / Booth #106 ...................................................................................$100 Visa Gift Card

Pacific Specialty Insurance Company / Booth #709 ........................................................................................................$100 Gift Card

Penguin Insurance / Booth #619 .........................................................................................................................$100 Amazon Gift Card

RIC Insurance General Agency / Booth #602............................................................................................Kindle Fire HD 7 ($160 value)

Richmont General Insurance Services / Booth #704..........................................................................................Mini ipad ($300 value)

Selective Insurance / Booth #617...............................................................................................................................$100 Visa Gift Card

Shield Commercial Insurance Services / Booth #209.........................................................................................Mini ipad ($300 value)

Stonemark, Inc. / Booth #618 ....................................................................................................................................$200 Visa Gift Card

Vacant Express / Booth #105 .....................................................................................................................................$100 Visa Gift Card

Vertafore / Booth #509.........................................................................................Dell Venue 8 Pro Tablet with FSC Rater ($150 value)

ZipQuote Powered by Underground Elephant / Booth #604 ...............................................................................iPad Air ($200 value)

THANK YOU TO THE FOLLOWING COMPANIES WHO HAVE GENEROUSLY DONATED PRIzES VALUED

AT $100 OR MORE!

PRIzES & GIVEAWAYS

Up to 100% Insurance Agency Financing from a national lender who understands insurance lending.

Visit with CapitalSource at booth #807 during the Alliance Convention & Expo.

CapitalSource is a division of Paci�c Western Bank, Member FDIC

John Batt | [email protected] capitalsource.com/aaa15

SBAPrefer

red

Lender

18 GetITC.com | (800) 383-3482

One Company.One Goal.Yours.

Our goal is to help you reach your goal, Our goal is to help you reach your goal,

whatever that may be. Whether you are

looking for a website, agency marketing

help, a comparative rater or agency

management system, ITC can help. Like how

wine and cheese work well together, you

and ITC make a great team as we provide

you with the technology you need to you with the technology you need to

succeed.

A Successful Pair

You+ITC

Visit ITC in Booth 301

MARKETING

RATING

MANAGEMENT

19GetITC.com | (800) 383-3482

One Company.One Goal.Yours.

Our goal is to help you reach your goal, Our goal is to help you reach your goal,

whatever that may be. Whether you are

looking for a website, agency marketing

help, a comparative rater or agency

management system, ITC can help. Like how

wine and cheese work well together, you

and ITC make a great team as we provide

you with the technology you need to you with the technology you need to

succeed.

A Successful Pair

You+ITC

Visit ITC in Booth 301

MARKETING

RATING

MANAGEMENT

20

Professional Convenient

EducationWe bring the education to you, online or in-house.

Learn more at www.TheNationalAlliance.com or 800-633-2165

21

SUNDAY BRUNCHSpeaker Brad Ruben, Archway Computer

Sunday, September 27, 2015 / 9am-10:30amLocated in Salon F (Ticketed Event)

Unlock the Secrets to Becoming a Powerhouse Agency

• Learn How to Leverage Technology to Give Your Agency a Competitive Advantage

• Improve Your Closing Ratio by 30%• Increase Your Profitability by 50%• Use Real-Time Information to Provide Targeted Solutions & Write More Business• Plan for the Future Using Data Trends From Your Existing Customer Base

About Brad Ruben

Brad is the founder and President of Archway Computer. He has over 30 years of experience in the field of insurance computer technology, and has remained a strong proponent of its ultimate potential since his roots building and selling customized machines for insurance agents as a student at UCLA in 1985, the dawn of the modern computing age. After developing his company Pacific NetCom into one of the leading service providers in Southern California, Brad founded Archway in 2009 after identifying a fundamental flaw in the standard approach to IT services in that potential issues were allowed to manifest themselves within the system before being addressed. He implemented a new strategy centered on preventive maintenance known as Managed Services, and continues to focus his work with Archway on providing stability and security solutions as well as other tangible benefits in IT to his nationwide clientele of insurance agents.

800.788.8984 | www.explorer-insurance.com

Join us at BOOTH 803 for a chance to win an amazing prize!

VISIT US AT BOOTH 509

FSC Rater® Quotes in the Cloud

AVAILABLE NOW

22

SPONSOR THANKS

This convention would not be possible without the generous support of each of you!

PLATINUMSPONSOR

GOLDSPONSOR

SILVERSPONSOR

BRONzESPONSOR

ELITESPONSOR

23

SPONSOR THANKS

This convention would not be possible without the generous support of each of you!

PREMIERSPONSOR

ANNUALSPONSOR

26

Vice President: Brady Harrigan is President of Ludwig & Fawcett, Inc., a family-owned agency in Mountain View, CA. Brady began his insurance career in 1981 by working at his parents’ business during summer breaks from Chico State University. In 1984 he obtained his insurance license and joined the agency full-time, alongside his step father, mother, and later his younger brother. Over the years Ludwig & Fawcett has grown both in volume and in scope. Brady, his wife, and two teenage daughters live in Mountain View, where they are active in the local community. When not busy with work & his daughters’ sports & activities, he enjoys running & traveling.

President: Ken May is the principal of Ken May Insurance Services located in North San Diego County. A graduate of the University of San Diego, he started in the insurance business in 1982, joined the American Agents Alliance and soon after joined the board of directors in the mid-1980s. He now serves as the President & CEO of the American Agents Alliance. Before getting into the insurance business, Ken worked as a marine mammal trainer at Sea World of San Diego for eight years, which included working with Shamu, the famed killer whale.

Chief Financial Officer: Charlie Garrison has 40 years of experience as an agency principal and along with his wife, Judy, co-owns Garrison Insurance Agency, Inc. and Garrison Family Insurance Agency, Inc. located in Chula Vista, CA. Charlie is a CIC and has been an Alliance board member for many years having recently accepted the position as Chief Financial Officer. After graduating with a degree in accounting from San Diego State University, Charlie served 24 years in the Naval Reserves from which he retired as a Captain (O-6).

BOARD OF DIRECTORS

Secretary: Toni Damberger, along with her sister Wendy, is the owner of Damberger's Insurance Agency located in Mountain View, CA. Toni has been in the insurance business for more than 30 years. Before becoming an agent she worked in accounting for Memorex and Varian. Toni enjoys being a member of the Alliance board and being active in her local neighborhood association. In her free time she enjoys traveling, entertaining, cooking and wine.

MICHELMAN & ROBINSON LLPis proud to support AMERICAN AGENTS ALLIANCEand its 2015 CONVENTION & EXPO

LOS ANGELES10880 WILSHIRE BLVD., 19th FL| LOS ANGELES, CA 90024 | 310.564.2670 | WWW.MRLLP.COM

LOS ANGELES | NEW YORK | ORANGE COUNTY | SACRAMENTO | SAN FRANCISCO

27

Board Member: Brandon Strausbaugh began his career in the insurance industry at Pauma/Valley Insurance Agency, Inc. in 2007. In 2012, he earned the Certified Insurance Counselors “CIC” & Commercial Lines Coverage Specialist “CLCS” professional designations and also completed the Commercial Lines Producer Development Program. In his community, Brandon is an active member of Rotary and has served as an Ambassador, Vice President and President of the Valley Center Chamber of Commerce. In his spare time Brandon loves to snowboard and root on his two favorite sports teams, the San Diego Padres & Chargers!

Immediate Past President: Debra Jackson is President and CEO of The Trident Agency, Inc. located in Woodland Hills. She began her insurance career in 1984 when she left the banking industry to join her father’s agency. Debra is sitting past President of The Alliance and has served on the board of directors since 2005. Her hobbies include ballroom dancing, entertaining friends & family, traveling and attending LA Lakers games.

Board Member: Roger Stone originated out of Detroit, Michigan and grew up spending time between Orange County and Omaha, Nebraska. He is the owner of the Roger Stone Insurance Agency in Newport Beach, which was established in 1984 and currently employs about 25 people. He owns 2 commercial office buildings and serves on 2 real estate association boards. His hobbies include bowling and running and he is a fan of track & field and British rock and roll. Roger lives in Orange, California with his wife Shirleen, daughter Amanda, foster daughter Janielle, and shares ownership in 1 dog and 6 cats.

Board Member: Alexander Eddy is the President of AEIFS, Inc. DBA: Alexander Eddy Insurance and Financial Services, in Los Angeles. He is a graduate of Temple University in Philadelphia and a veteran of the industry, establishing his agency in 1993. He has been an Alliance board member since 2011. In his scarce free time he plays tennis and golf and serves on the board of directors of his tennis club.

Board Member: Mary Ganis is the principal at Ganis Insurance Services, Inc. She has over 30 years of experience in the insurance industry working all aspects of the business including the carrier side, independent agent arena, management, sales, underwriting and more.

BOARD OF DIRECTORS

29

Rates. Service. Support. Our business is your business.

www.safewayins.com

Competitive Rates and Generous Compensation Plans

Browser-Based Rating and Application Submission

Straight-Through Issuance

Named One of “America’s Most Trustworthy Companies” by Forbes

Rated A+ by A.M. Best for Financial Strength

Visit us at booth 410, or online at MercuryInsurance.com

IN THE RACE TO CLOSE LEADS, YOU NOW HAVE A COMPETITIVE ADVANTAGE.

Insurance agents are in a constant race against the clock.

Today’s consumers are initiating more purchases online,

often getting quotes from multiple insurance carriers at once.

And they make decisions quickly.

As an Agent, you need more than fast feet to win this race.

You need an automated sales process, a disciplined contact

strategy and the right tools to push the needle on conversion

rates. With Velocify you’ll gain the horsepower and performance

advantage you need to turn more sales leads into policies.

Learn how to accelerate sales performance at velocify.com/agentsalliance

©2015 Velocify, Inc. All rights reserved.

Visit us inBOOTH

#207

Experience Matters

Not sure which partneris right for you?

Come see us at Booth #308

Providing non-standard personal auto programs for Independant Producers & Brokers since 1974

30

220 MarketingAbram Interstate Insurance Services, Inc.Access Insurance CompanyAcclivity WestAegis General Insurance AgencyAgency MatrixAIP - Affluent Insurance ProgramAll Web LeadsAlliance United Insurance CompanyAmerican Driving Records, Inc.American Specialty Insurance & Risk Services, Inc.Amigo Mexico InsuranceAnchor General Insurance Agency, Inc.Applied UnderwritersArrowhead General Insurance Agency, Inc.Atlas General Insurance ServicesAuto International InsuranceBankrate InsuranceBlitz Lead ManagerBrownyard GroupBTISCabrillo Pacific Insurance Services, LLCCalifornia Department of InsuranceCalifornia Earthquake AuthorityCapital Premium FinancingCapitalSource Small Business LendingCentury-National Insurance CompanyCPS InsuranceCrusader Insurance CompanyCSE Insurance GroupDairylandDatalotDealey, Renton & AssociatesDeans & HomerDYLEverQuoteExplorer InsuranceEZLynxFirst American Specialty Insurance CompanyFloodSmartForemost Insurance GroupFrancis L. Dean & Associates of California, LLCFundation Group LLCGeneral Agents Acceptance CorporationGlobalOne Advisors, Inc.Golden Bear Insurance CompanyGreenpath InsuranceHawkSoft, Inc.HCC Casualty Insurance Services, Inc.ICATImperial PFSInfinity Insurance CompanyInsurance Technologies CorporationInterWeb Insurance JR Olsen Bonds & Insurance Brokers, Inc.

Kemper Specialty CaliforniaLicensing ProfessionalsMacAfee and Edwards Inc.MAPFRE InsuranceMart PlanMercury Insurance CompanyMexiPass International Insurance Services, LLCMulti-State Insurance ServicesNation Safe DriversNational General InsuranceNational Insurance Producer Registry (NIPR)Nations Insurance CompanyNetworked Insurance AgentsNew York Life Insurance CompanyOasis OutsourcingONE, INC.Pacific Specialty Insurance Co.Penguin Insurance ServicesPersonable General Insurance AgencyProgressive Insurance AutoQQ SolutionsQuomation Insurance ServicesRecord Guardian Technologies, Inc.RIC Insurance General Agency, Inc.Richmont General Insurance ServicesSafeway Insurance CompanySCJ Insurance ServicesSelective Insurance Company of AmericaSES Insurance Brokerage Services, Inc.Shield Commercial Insurance ServicesSIS Insurance ServicesSouth Coast SuretyStonemark, INC.Super G FundingSuperior Access Insurance ServicesTapco Insurance ServicesThe National Alliance for Insurance Education and ResearchThomas V. HumphreysTime Warner Cable Business ClassTranzpayTriCoast Insurance ServicesVacant ExpressVelocifyVertaforeWarner PacificWestern General Insurance CompanyWizard Lizard, Inc.Workmen's Auto Insurance CompanyWorldwide FacilitiesWright Flood InsuranceXDimensional Technologies, Inc.ZipQuote Powered by Underground Elephant

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2015 EXHIBITORS

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