Agency Management

Seats Available
More Information
Instruction Hours 16
Topics Agency Management
Programs Certified Insurance Counselors Institutes (CIC)
Start Date Dec 11, 2019
End Date Dec 13, 2019
Learning Options Traditional Classroom

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Topics Covered:

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

Lansing, MI
December 11-13, 2019
7:30 AM Registration
Crowne Plaza Lansing West
925 S. Creyts Road
Lansing, MI 48917

This event is being conducted by the MAIA

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 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.

Faculty Name

William Toll

Bio Detail

Bill Toll is President of Bill Toll & Associates, Inc., an organization specializing in insurance and risk management education and professional development, located in Austin, Texas. He is a National Faculty member for the Society of CIC, and serves as educational consultant at CIC Institutes, CRM Courses and Ruble Seminars across the country. Prior to forming his own firm, Bill worked with The National Alliance for Insurance Education & Research, headquartered in Austin, Texas. There he was one of the developers of the Growth and Performance Standards (GPS) study which is now the leading source of benchmark agency performance data in the country. He continues to help with several areas of the work of The National Alliance, and the National Alliance Research Academy. Prior to joining Tthe National Alliance, Bill worked with Safeco and Fireman's Fund insurance companies, and through these two carriers, and the National Alliance, he has worked with hundreds of independent agencies throughout the United States in such areas as strategic planning, staff organization and stratification, producer compensation, workflow management, and general management. Both his agency and company experience provide unique perspectives to his present work in the field of education. He is proud to be developing and distributing information with immediate and practical value to insurance and risk management professionals. Bill earned a degree in finance and accounting, and received his CIC designation in 1984.