Agency Management

image
Available
Seats Available
More Information
Instruction Hours 16
Topics Agency Management
Programs Certified Insurance Counselors Institutes (CIC)
Start Date Mar 17, 2020
End Date Mar 19, 2020
Learning Options Traditional Classroom

Download Agenda

Register
Topics Covered:

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

Wichita, KS
March 17-19, 2020
7:30 AM Registration
ServiceMaster
4821 North Hydraulic
Wichita, KS 67212
316-858-2088

This event is being conducted by the The Kansas 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

Emily Huling

Bio Detail

Emily Huling is founder and president of Selling Strategies, Inc. in Terrell, North Carolina, a consulting, speaking, and people development firm specializing in sales, service, and leadership excellence in the insurance industry. Her clients include agencies, standard and excess surplus lines insurance companies, MGAs, associations, and industry vendors. Emily's experience in the insurance industry includes underwriting, marketing, and consulting activities for Aetna Life and Casualty, and The Hartford. She was also sales manager at a large multi-location independent agency. She founded Selling Strategies, Inc. in 1994. Emily is a Certified Insurance Counselor (CIC) and a Certified Management Consultant (CMC). She is the author of more than a dozen books and audio programs including Kick Your 'But'- 18 Steps to Removing the Obstacles to Sales Success, Selling from the Inside, Service Selling Supercharge and Great Service Sells: How Great CSRs Turn Service into Sales.

Faculty Name

Joseph Sherrill

Bio Detail

Karl Sherrill is a Consultant with Marsh & McLennan Agency (MMA) in their High Point, NC office. Karl serves as the Leader for the National Manufacturing Practice Group at MMA and manages their Private Education and Tuition Insurance programs. Prior to joining MMA, Karl worked over 20 years in manufacturing with specific experience in textiles, automotive, furniture, plastics, food and beverage, distribution/supply chain, and heavy machinery. He has specific training in team building, ISO Standards, OSHA Voluntary Courses, and Kaizen Continuous Improvement Instruction. His background provides unique insights into the risk that companies face and allows him to build innovative and forward thinking risk management strategies for his clients. Karl is a respected lecturer having taught undergraduate and graduate courses in professional sales, sales management, business communication, and fundamentals of management. He enjoys speaking to various business groups regarding ethics, leadership, interpersonal relationship dynamics, and professional network building. Karl earned his CIC and CRM designations in 2013. Karl is a graduate of North Carolina State University with a Bachelors and Masters degree in Textile Management. He also earned his MBA from Elon University, where he received the Richard H. Behrman Most Outstanding MBA Graduate award. Karl was also inducted into the International Business School Honor Society of Beta Gamma Sigma. He served on the board for the Elon School of Business and was a founding member of both the Elon Chandler Professional Sales Center Board of Advisors and the Elon MBA Student-Alumni Board. Karl serves as a District Director on the Board of the Independent Insurance Agents of North Carolina (IIANC) and is a past Chairperson for the NC Young Agents Committee of the IIANC. In 2011, Karl was selected as the North Carolina Young Agent of the Year. He also serves on the Legislative Committee for the IIANC where he spends time in Washington, DC meeting with legislators regarding insurance and business legislation. In the community, Karl serves on the advisory board for a local bank, held leadership roles in church and civic organizations. As an Eagle Scout, he remains active in his local troop.