Session List


Sessions are designed to be discussions focused on the future of insurance and the challenges we currently face – while exploring new ideas and innovations that can help us meet those challenges.  We will be paying close attention to key insights, lessons learned from past experience, and actions you can take to position your business for long-term success.

No lectures – just open sharing of ideas, facilitated by subject experts.

The program is organized into three themes Growth, Efficiency, and Talent. Each session will have a particular focus within the theme. The list of session topics is listed below. Each theme has its own tab.

We invite you to join us  for these exciting discussions about the direction of the insurance industry and how we can move forward together. Hope to see you there!

 

GROWTH

Personal Brand 101

Session 1: Monday, November 14 – 9:30 – 10:45 a.m.
Focus: Organic

Why should you invest in your personal brand? A bunch of reasons but mainly, its the lowest cost, highest impact channel you probably aren't using. We are going to break down where you should be spending your time, how to optimize your profile and what engagement should look like in order to drive real business impact.

  • Benefits the company brand
  • Creates awareness and familiarity
  • Establishes you as an ""expert"" and ""helpful"" to your ideal customers
  • You can take it anywhere
  • It's not as hard to get started as you might think

Discussion Facilitator(s)
Zoe Hartsfield, Spekit


Taking advantage of data to drive growth
Monday, November 14: 11:00 a.m. – 12:15 p.m.
Focus: Organic


Taking advantage of data allows for:
  • Growing sales
  • Identifying new business opportunities
  • Improving processes
  • Creating a first-mover advantage
  • Providing better service to customers

Discussion Facilitator(s)
Chad Langford, Vertafore
Joyce Sigler, SeibertKeck Insurance Partners



Finding, evaluating and funding the right acquisition candidate

Monday, November 14: 1:15 – 2:30 p.m.

Focus: Acquisition

 


The Merger & Acquisition appetite for independently owned insurance agents and brokers continues to move at a dramatic pace. During this session, MarshBerry will provide an overview of the market, offer an overview of buyers and sellers in the marketplace, and provide insight into executing an effective acquisition strategy.  Live Oak Bank will provide insights on funding insurance agency acquisitions, the process to successfully secure financing and critical considerations when evaluating options.

Key Takeaways

  • Understand insurance agency issues driving consolidation
  • What makes a firm an attractive candidate for acquisition
  • Understand average deal structure, return on investment projections and impact on acquiring an agency’s value
  • Outlining the nine steps to a successful acquisition strategy
  • How to prepare and secure financing for acquisitions

Discussion Facilitator(s)
Brian Ambrosia, MarshBerry
Kristen San Marco, MarshBerry
Michael C. Strakhov, Live Oak Bank



It's a team effort: renew relationships, not just policies
Monday, November 14: 2:45 – 4:00 p.m.
Focus: Organic


Is your service team owning the renewal process, or is that responsibility solely on your producers? Join us in this session to talk through how to move from renewing just policies to renewing relationships, and sharing that responsibility so producers can get out and do what they do best: sell new business!


Discussion Facilitator(s)
Jessica Jeffress, Peel & Holland


Determining the Right Path
Tuesday, November 15: 9:00 – 10:15 a.m.
Focus: Acquisition


For firms who are looking to carve their own path – there are more options than just buying or selling your firm. During this session, MarshBerry will lead an exploration of the paths available to firms in today’s marketplace and provide guidance on how you can stay competitive.

Key Takeaways

  • Understand the five paths currently available to firm owners when looking at the future of their firm.
  • Learn about key market dynamics that are driving firm value.
  • Discuss keys to strategic planning for 2023 to see if your firm is set to grow organically.

Discussion Facilitator(s)
Brian Ambrosia, MarshBerry
Kristen San Marco, MarshBerry


High-touch and high quality maketing makes customer sticky and makes you the agency of choice
Tuesday, November 15: 9:00 – 10:15 a.m.
Focus: Organic


We will guide the agency-focused discussion around high-touch, high-quality communications. Come and share your success stories and mistakes. From manual activities to marketing automation, technology, and incentivizing staff , learn what is being used to build effective and long-lasting relationships with clients across our industry.

Discussion Facilitator(s)
Torey Maerz, ClientCircle 
Katherine Ternes, Indium

 

Sharpen your sales leadership skills to build a winning sales organization
Tuesday, November 15: 10:30 – 11:45 a.m.
Focus: Organic

Strong sales organizations require strong sales leaders.  However, most sales leaders don't have the time or capacity to pour into their sales teams.  This causes them to lose opportunities, sales personnel and growth potential. 

In our session we will review what it takes to find good sales people and coach them up, so that they are able to capitalize on the right opportunities and achieve your desired growth.
Participants will take away the following items:
  1. Be able to identifying what makes a good sales person for your organization.
  2. Know the Seven Essential elements needed to win business and increase hit ratios
  3. How to manage the four states of a pipeline with a sales team
  4. Four Rules for running a Successful Sales meeting

Discussion Facilitator(s)
Bob Paskins, Bob Paskins Enterprises

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