Agency Management

Seats Available
More Information
Instruction Hours 16
Topics Agency Management
Programs Certified Insurance Counselors Institutes (CIC)
Start Date Jan 22, 2020
End Date Jan 24, 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

Rolling Meadows, IL
January 22-24, 2020
7:30 AM Registration
JC Restoration Training Center
3200 Squibb Avenue
Rolling Meadows, IL 60008
Contact IIA of Illinois at 800-628-6436 for overnight accommodations.

This event is being conducted by the IIA of Illinois

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

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

Mary LaPorte

Bio Detail

Mary is president of LaPorte Consulting, LLC which provides consulting services and education for the insurance industry. With over 30 years of agency experience, she has held positions of agency Claim Manager, Personal Lines Manager, Excess & Surplus Lines Manager and agency principal. She is licensed as a Property & Casualty Agent and Licensed Insurance Counselor in the State of Michigan. She attained the CPCU designation in 1987, the CIC designation in 1992 and the CPIA designation in 2010. Mary currently is on the national faculty for the Society of CIC and is an active member of the American Association of Insurance Management Consultants. She conducts a variety of continuing education classes and moderates CPIA and E&O loss control seminars. Mary acts as a consultant in the area of agency operations, workflow and Errors & Omissions loss control. She writes a column called "E&O Q&A" which is published in several association periodicals and has authored a book titled "Mission:EXCELLENCE - Creating an Internal E&O Loss Control Program".