Agency Management

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$420.00
Available
Seats Available
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Instruction Hours 16
Topics Agency Management
Programs Certified Insurance Counselors Institutes (CIC)
Start Date Nov 05, 2019
End Date Nov 26, 2019
Learning Options Online Instructor-Led

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Topics Covered:

  • Strategic Planning
  • Talent Acquisition and Development
  • Client Retention and Acquisition
  • Technology Utilization
  • Ethical Responsibility

Accommodations not applicable for Online Courses.

As we all know, our industry is constantly changing with new or revised coverage forms, rating plans, and organizational structures. Whether or not your organization focuses on commercial lines, personal lines, benefits, or a combination of things, the big issue is always how well the firm’s resources are managed. The better managed an organization is, the more successful it will be. The Agency Management Institute is designed to be relevant to the broad range of industry professionals who attend. Each subject is presented in a way that agency owners, producers, account executives, customer service representatives, and insurance company personnel see the value and how it relates to their position within the organization.

Topics Covered: Covered:

  • Strategic Planning
  • Talent Acquisition and Development
  • Client Retention and Acquisition
  • Technology Utilization
  • Ethical Responsibility

Participants will:

  • Discuss the types of agency organizational structures, the importance of licensing, and the role of state and federal regulation. This will include understanding the agency contractual relationship with the Insurance Company and how to create the best possible relationship.
  • Understand the financial aspects of an agency and how financial performance affects both clients and agency employees. The basics of Cash Flow, Income Statements, Balance Sheets, and the importance of effective collection procedures are included.
  • Learn the fundamentals of agency planning, including questions to consider and how to conduct the proper agency analysis. Participants will understand the benefits of succession planning and the methods they can use to perpetuate the agency organization as a successful viable entity.
  • Understand the process of managing personnel, including legal guidelines, establishing job descriptions, interviewing techniques, performance appraisals/evaluations, and termination procedures and be able to apply what they have learned.
  • Learn what motivates ethical behavior and examine the leading causes of errors and omissions claims made against agents, and the control methods to implement to reduce or prevent risk.
Faculty

Faculty Name

David Walker

Bio Detail

David A. Walker was elected to the Independent Insurance Agents & Brokers of America (IIABA or the Big "I") executive committee at the association's Leadership Conference in New Orleans September 2009. David began his insurance career in 1979 as an agent with Guarantee Mutual Life Insurance Co. In 1981, he joined Hartland Insurance Agency as a producer, rose through the ranks, and currently serves as president and principal of the agency. Throughout his career, David has been an active association leader at the state and national level. He has served on the Michigan Young Agents Council, the National Young Agents Council, the Michigan Association of Insurance Agents (MAIA) Education Committee (including three years as chairman), MAIA Legislative Affairs Committee and MAIA Agency-Company Relations Committee. In 2014-15 he served as the Chairman of the Independent Insurance Agent & Brokers of America (IIABA). At the national level, David served for five years, 2004-09, as the director representing Michigan on the Big "I" National Board of Directors. He has served on many and varied committees at the IIABA level during his service on the board and executive committee. David has taught many classes nationally for CIC, CISR and numerous conventions. David has received numerous MAIA awards including the Young Charger Award in 1986, the Aschom Education Award in 1997 and 2000, the Forsetlund Award (Agent of the Year) in 2000 and 2003, and the W.O. Hilderbrand Award in 2006 for his lifetime service and achievement in the insurance industry and MAIA, and in 2019 received the Capitol Award for his active work on legislative affairs in Michigan.

Faculty Name

Brian Bartosh

Bio Detail

Brian Bartosh is President of Top O' Michigan Insurance Agency, Inc., based in Alpena, Michigan. The agency provides Property and Casualty Services along with Financial Services to its clients through a network of branch sales offices throughout Northern Michigan. Brian has over 35 years of experience in the industry. He began his career in 1979 as an agent with his father's agency. In 1980, he installed the agency's first computer system for rating and marketing. In 1984, Brian implemented The Agency Manager from Applied Systems as their agency management system. From the start, they have used the system to its fullest and have continued to implement the most current technologies available. Top O' Michigan Insurance is currently using TAM 2015 and hosts its entire operations in a Private Cloud. The agency is in a select group of clients of Applied Systems that participate in Controlled Release process. Using Automation, the agency has fully implemented their management system to manage data for marketing and servicing their clients. They have been instrumental in using Real Time processes with the partner carriers. This has resulted in full inquiry capability, claims handling and policy rating and issuance. In addition, the agency is completely paperless using their document management workflows they have implemented with their agency management system. Brian has served as chair of the users group for Applied Systems (ASCnet) and also previously as President in the late 1990's. He has primarily focused on product development and implementation of interface between agents and companies. He currently participates and leads many working groups in the industry to focus on enhancing the client experiences. He serves as Secretary of the ID Federation (Sign On Once) and serves as the industry liaison to ACORD for the ACORD Users Group Information Exchange (AUGIE). He also participates on the Agent's Council on Technology (ACT) committee and other industry organizations such as ACORD, IVANS and others. Brian has received both his Life Underwriters Training Council Fellowship (LUTCF) and Certified Insurance Counselor (CIC) designations. He has also serves as a National Faculty Member of The National Alliance and presents on the topic of Agency Management. In addition to Agency Management, Brian is a frequent speaker on the issues of automation, implementation of improved workflows and marketing to clients and prospects. He is especially fluent on the topic of Real Time and how agencies can use this technology to not only serve their clients better, but reduce their overall costs. He has spoken to groups throughout the United States, Canada and the United Kingdom on these topics. In addition to speaking to groups, he has also authored many articles on these subjects, which have appeared in various national publications. Although much time is spent on supporting the industry, Brian also participates in his community. He is married to his wife Julie and they have five children.