2010 Convention
May 13-14, 2010 
Hilton Indianapolis North
Interested in exhibiting, advertising and/or sponsoring an event?
Contact
Kelly Lause today at (800) 555-9742.
Download the Annual Convention brochure.
Agenda
Thursday, May 13
*Interested in attending the CISR Dynamics of Service seminar this day?
Click here for more information.
Friday, May 14
All seminars are intermediate level
No exam is required for CE credit
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Instructors
Kenneth L. Fields, CIC, CPCU, CLU, ChFC
Ken's 40-year-insurance career includes experience in sales, sales management and training. He began his career as a sales representative for one of the industry's largest multi-line direct writers. Later, as sales manager, he recruited and trained new agents who frequently became company sales leaders.
Ken joined State Auto in 1982 as manager of sales training. Later, he assumed responsibility for all training, companywide, when he became manager of corporate training. Currently, assistant vice president, manager of sales development, Ken is co-developer of the PaceSetter program and has coached nearly 500 new producers over the past 10 years.
He is a faculty member of The National Alliance and regularly teaches CIC Ruble seminars. Ken's wealth of experience and education, combined with outstanding platform presentation skills, earn him high marks from insurance audiences throughout the country.
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Betty Graham, CPCU, CIC, CRM, API, PLCS, CISR, AIS, CPIA, MSC
A senior staff underwriter in the personal lines division with The Motorists Insurance Group, located in Columbus, Ohio, Betty has more than 20 years experience in the insurance industry. She has earned degrees in both economics and marketing from The Ohio State University and has been a licensed property and casualty agent for more than 18 years.
Betty has taught insurance classes for 12 years, including PIA classes in both Indiana and Ohio for the past eight years. She is also a member of the Ohio Exam Review Committee for the agents’ license exam, and she is part of the underwriting audit team for the Ohio Fair Plan. Betty enjoys working with personal lines, both as a staff underwriter and as an instructor.
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Rosemarie L. Gross, CPCU, AIS
Rosemarie is a senior training consultant with The Motorists Insurance Group. She joined the organization in 2003, working as a commercial lines underwriter and district sales manager before assuming her current position in the training and development department. Prior to Motorists, Rosemarie had nearly 15 years experience in property and casualty insurance. She entered the industry as a claims representative for Prudential Property & Casualty Company, but spent most of her career in underwriting positions with several major carriers. Rosemarie is a member of the local and national chapters of the CPCU Society and serves on the Education Committee for the Ohio Insurance Institute.
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Katie Herbst
A graduate of Ohio University’s E.W. Scripps School of Journalism, Katie has spent the past nine years with Westfield Insurance managing their corporate Web site and spearheading the development of social media strategy and policy at the company.
Holding the Certified Insurance Counselor (CIC) and Certified Insurance Service Representative (CISR) designations, Katie works to educate independent agents about how social media is changing the insurance industry.
She is focused on helping insurance agents deliver value and build relationships with customers through the Web and speaks on this topic at local and national events.
In her local community, Katie is active in the YWCA of Greater Cleveland’s Women’s Leadership Initiatives and is co-chair of the YWCA of Greater Cleveland Alumnae Association. In 2009, she received the Athena Young Professional Award.
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Kirstin Simonson
Kirstin has more than 23 years of insurance experience, currently serving as underwriting director with Travelers Global Technology division. She manages the information technology segment within Global Technology where is responsible for the development of underwriting appetite and practices, and review of over-authority submissions within the IT segment.
Her primary expertise is professional liability and errors and omissions coverage. As part of the Travelers technology team, she is involved in product development and implementation of technology's specialty coverages (technology E&O and cyber-related coverages). Kirstin is also responsible for development and enhancement of field expertise on the specialty coverages.
Kirstin received her undergraduate degree from the University of North Dakota where she majored in Psychology and Political Science.
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Seminar Descriptions
Social Media Savvy: Innovative Customer Service Strategies. From a sales standpoint, social networking is nothing new to agents, who have been making connections and building relationships their entire careers – the only difference is now it’s happening online, more often and with more people through outlets such as Facebook, LinkedIn and Twitter. Learn how, as an insurance agent, you can use social networks to generate new ways to improve client retention by staying connected with customers between renewals. This seminar focuses on specific ways agents can use social media to improve sales and customer service, along with action steps to prepare for an effective online presence, such as creating a social media policy for your agency. Note: approved for E&O credit by Utica.
Solving the Mystery of CGL Exclusions. This seminar is designed to give you a chance to review and discuss the fine print of the Comprehensive General Liability policy (CGL). You will benefit from examples of how exclusions apply and learn where to look for hidden coverage in exceptions to the exclusions. Uncovering the mystery of the CGL will give you a better understanding of the policy language and coverage intent. You’ll be better prepared to protect your clients’ interests and ensure that important coverage is in place at the time of loss and will not disappear because of policy exclusions they did not anticipate. Note: approved for E&O credit by Utica.
Effective Agency Training: The Competitive Advantage. One of the critical aspects in the operation of any insurance agency is finding the right producer to provide for the needs of the client. This course will walk you through the process of recruiting, hiring and training high-quality producers. Learn about the expense that comes with making the wrong hiring decision, and learn how to avoid these costly mistakes by utilizing situational analysis to recruit to the market. Find out how a SWOT analysis can help you hire a producer with the background, skills and contacts necessary to work in a specific market available in your agency’s marketing territory – and be successful. This course will also cover where to find quality producer candidates, the defining characteristics to look for in a super producer, and how to conduct a successful interview with potential candidates. You will then learn how to develop a comprehensive training plan for new producers.
Personal Lines Update: Unique and Current Coverage Issues. In today’s economy, more people are starting in-home businesses either full time or as a supplement to their income. Currently, more than 43 million people work from their home, and it is anticipated that approximately 60 percent of these businesses are not properly insured. This seminar will help you identify and properly advise your customers on business exposures in the personal lines market. You will also have the opportunity to discuss topics such as some non-owned auto issues, all-terrain vehicles and coverage for three-wheel vehicles. Note: approved for E&O credit by Utica.
Managing Super Producers: Performance, Productivity, Profitability. Once you’ve hired a new producer, learn how to get the sales results you desire from your producers, or discover new ways you can improve your sales as a producer. This class will go beyond teaching you how to develop a sales plan and will educate you on how to implement and structure an effective sales plan. The reason why most people buy is often not about coverage or price, but about the relationship they develop with a producer. This class will discuss the importance of developing and cultivating relationships with customers, and effective ways to do so, to achieve your desired sales results.
Cyber Liability - Internet Exposures and Solutions. Cyber liability insurance has become a much discussed and widespread type of coverage for commercial businesses over the past 10 years. This seminar will teach you how to counsel commercial business clients and help protect themselves and their electronic data with a cyber liability policy by reviewing the coverage available and offering practical advice. You will learn how to identify what key data liability exposures are out there and how they are created. These data liability exposures come from a number of sources, such as an increasing amount of regulation and public awareness of data security considerations, that have been happening throughout the past several years.
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Registration Information
| Agencies |
 If you are a PIA gold member agency, click here |
| If you are a PIA silver member agency, click here |
| If you are a PIA bronze member agency or non-member agency, click here |
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| Companies |
| If you are an associate member company, click here |
| If you are a non-member company, click here |
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| A La Carte/Miscellaneous |
If you only plan to attend PIA's Annual Business Meeting Luncheon and Awards Ceremony
and/or the Exhibit Hall, click here and fill out the "a la carte events" portion
under "Payment Info." |
Interested in attending the CISR Dynamics of Service seminar that will be on Thursday,
May 13? Click here to download a registration form. |
|
Don't remember or know your membership category?
Contact
Becky Pearce at (800) 555-9742.
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Hotel Information and Room Rates
To make your hotel reservation, call (317) 849-6668 or (800) HILTONS. Special room rates for this event are available until April 12 for $109 a night. Reserve your room today!
Hilton Indianapolis North is located at 8181 North Shadeland Avenue. From I-465, take I-69 North to the 82nd Street exit. Follow the signs to Shadeland Avenue. The hotel is located at the intersection of 82nd Street and Shadeland Avenue. For more information about the hotel, click here.
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Annual Business Meeting Luncheon and Awards Ceremony
Come hear the president's address and others talk about the state of the association. Several prestigious industry awards will also be handed out at this luncheon to recognize standouts for their contributions to state, regional and national organizations; the American Agency System; and community affairs. There's still time to nominate an individual or company for an award. Deadline is March 1. Download a nomination form now.
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Exhibit Hall
Come see the top companies and vendors in the industry. Establish new relationships and reconnect with your existing insurance companies. Spin your luck and walk away with great door prizes!
Interested in exhibiting? Contact Kelly Lause today at (800) 555-9742.
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