Agency Management

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Available
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Instruction Hours 16
Topics Agency Management
Programs Certified Insurance Counselors Institutes (CIC)
Start Date Jan 15, 2020
End Date Jan 17, 2020
Learning Options Traditional Classroom

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Topics Covered:

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

St. Petersburg, FL
January 15-17, 2020
7:30 AM Registration
Hilton St. Petersburg Carillon Park
950 Lake Carillon Drive
St. Petersburg, FL 33716
727-540-0050

This event is being conducted by the Florida Association of Insurance Agents

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

Rebecca Lathrop

Bio Detail

Becky Lathrop is the Vice President of Optimum Performance Solutions, LLC, a company that provides management consulting on a nationwide basis to insurance agencies and carriers. Both her agency and corporate experiences provide unique perspectives when assisting her clients. Becky earned her CIC designation in 2004 and is a Certified Professional Insurance Agent. She has a degree in Risk Management and Insurance from Florida State University and has been working in the insurance industry for over 30 years. Becky has a diverse background in the insurance business, including positions such as Agency Business Consultant, Sales Manager, Underwriting Consultant, Financial/Market Analyst, Portfolio Manager, and Office Manager. Becky helps agencies throughout the United States grow profitably by counseling them in areas such as workflow management, staff stratification/organization and training, sales/ marketing business plans, client retention, strategic planning, and producer management and compensation. She has also developed and facilitates many agency and carrier training programs, including a sales/service training series to assist with cross-up selling growth; marketing/profitability workshops to help agencies manage their loss ratios, and assist them with capitalizing on contingency bonus opportunities.

Faculty Name

Jay Williams

Bio Detail

Jay Williams is a National Faculty Member and an Educational Consultant for The National Alliance for Insurance Education and Research. He earned his CIC designation in 1996 and his CRM designation in 2004. He is a veteran of the insurance industry, starting his career in 1979. His experience includes 21 years in the agency business, nine years at the Florida Association of Insurance Agents, and seven years as an insurance company and PEO executive. Jay also served as the interim CEO for Applied Client Network, the user-group association for agents using Applied Systems platforms. Jay has been teaching formal insurance classes for over 20 years, including both technical insurance and E&O loss control classes for FAIA. He was part of the IIABA Loss Control Working Group for 5 years and also served on the Professional Liability Committee. His experience on the agency, association, and company sides gives Jay a uniquely rounded perspective on the insurance industry. His most recent position was the CEO of a construction risk wholesale operation. In addition to his work as an insurance educator, Jay serves as an expert witness, a consultant to insurance companies, associations, agencies, and industry-related partners, and an E&O auditor.

Faculty Name

Bettye Buffington

Bio Detail

Bettye Buffington is President of Central Insurance Services, Inc. in Beltsville, Maryland, and former Vice President of Truckwriters of Colorado, Inc. in Lakewood, Colorado. After long years of "commuting" across the country on a regular basis, Bettye is taking a break from her ownership and leadership roles in the agency business and will focus on teaching and consulting. Bettye has a long list of accomplishments and contributions to The National Alliance and to the state associations for which she instructs. Bettye has served on the Board of Governors for the Society of CISR, as well as the Board of Governors for the Society of CIC. She is a member of Insurance Agents & Brokers of Pennsylvania, Maryland and Delaware and has been a long-standing instructor for the association. Bettye is a National Faculty member for the Society of CIC, teaching at CISR courses, William T. Hold Seminars, CIC institutes, Ruble Seminars, and CRM courses. She is an instructor for other risk management and insurance associations and companies. She has written several articles and develops educational material on Insurance and Risk Management. Rough Notes magazine has featured Bettye in their marketing agency of the month and awarded her the "Marketing Agency of the Year." Accomplishments and contributions like these have earned her a place as a Charter Member of the "Distinguished Faculty" of The National Alliance for Insurance Education & Research.