How to Negotiate with Your Carriers, Chris Burand
By understanding the carriers’ business situation, you can craft win-win negotiations. To understand their situation, agents must possess a deep understanding of the carrier, especially their financials so you can learn what is important to that specific company. Understanding, learning and practicing how to negotiate with the individual representing the carrier, specific to their personal situation and their company’s overall situation, are also important to successful negotiations. In this presentation, Chris will cover how the exact conversations and actions should be scripted and examples of what those scripts are.
Buy or Die: Businesses Without Cyber and D&O are Dead Meat, Kevin Amrhein
An uncovered cyber or D&O liability claim can kill a small business…easily. Yet, many small business insureds have little understanding of these insurance products. This course provides tons of examples designed to assist agents with overcoming common objections from insureds. (Approved for 2 p-c CE credits in Mo. & Kan.)
Contractual Risk Transfer, Additional Insureds and Certificates of Insurance, Chris Boggs
Your construction insureds enter into contracts almost daily. Do the contractual risk transfer (CRT) and additional insured (AI) requirements generally found in those contracts create a fair and equitable business relationship between the upper tier contractor and your lower-tier insured? What are the goals of CRT and AI status? Should you push back against these requirements or go on about your day and not worry about what you just gave up? (Approved for 2 p-c CE credits in Mo. & Kan.)
Producer Hiring and Management, Chris Burand
Given that producers are the number one cost to an agency and the only way most independent agencies can materially grow excluding what is now extremely expensive acquisitions, producers are the most expensive investment agencies make. This presentation covers how to hire, develop, train and manage producers if an agency’s goal is true business success. Attendees learn about producer contracts, compensation, compliance, hiring, and expectations.
Named Insureds: Who Should Be, Who Can Be and Who Shouldn't Be, Chris Boggs
Before any claim is paid, status as an “insured” must exist. Is the person or entity suffering or causing loss, injury or damage an insured? If the answer is “no,” there is no need to go any further. If “insured” status does not exist, all your hard work is wasted; no one will ever find out how good you are at designing coverage – because you messed up at the beginning. If you mess this up, you will have a ticked off insured and maybe an E&O claim you never expected. You have to get this one detail – the named insured – correct. (Approved for 2 p-c CE credits in Mo. & Kan.)
Welcome Reception Honoring First-Time Attendees (Casual)
All attendees are invited to this reception honoring first-time attendees. Members of the board and committees will be there to greet first-time attendees, introduce them to other attendees and make them feel welcome.
Optional Cornhole Tournament (Casual)
Optional cornhole tournament hosted by the Young Agents at Margaritaville (includes beer and pizza). Teams of two (if you do not have a pairing request, we will pair you with someone). Limited space available, first-come, first-served.
9 am - 2 pm
Optional Golf Tournament
Our optional golf tournament includes box lunches and will be held at The Oaks, one of Margaritaville’s signature courses. The 18-hole, par 71 championship course boasts tree-lined fairways, rolling hills and breathtaking vistas of the Lake of the Ozarks. All registrants can compete in the tournament, which is an 18-hole scramble.
Partner Mixer (Semiformal)
An opportunity for agents to socialize with MAIA’s partners and gain knowledge about their products. Appetizers and drinks will be available during the two-hour mixer showcasing MAIA’s many valued partners.
Awards and Installation Banquet (Semiformal)
7:30 - 8 am
Eggs & Issues Legislative Panel
This is your chance to get information right from the source. This Q&A session gives you access to a panel of Missouri legislators and MAIA CEO Matt Barton. They will address questions on regulatory and legislative issues affecting the insurance industry today. (Filed/pending for 1 ethics CE credits in Mo. & Kan.)
2021 Trends: Management & Operations
Join us for in-depth conversations with industry leaders discussing how operations and management has changed and adapted in 2021.