Agenda Features Insurance Sales, Marketing, Tech and Management Topics

Host Hotel: Embassy Suites - Tampa - USF/near Busch Gardens

The American Insurance Marketing & Sales (AIMS) Society’s (aimssociety.org) will address timely sales, marketing and management topics at its 25th Annual PRO-to-PRO Executive Retreat in Tampa later this month. A full day of the event, themed “Turning Technology Into Dollars,” will be co-hosted by AUGIE, the ACORD-Users Group Information Exchange, an industry-wide group of agency management system users group leaders and their business partners.

On that day, Friday, February 17, attendees will take part in a series of interactive sessions that feature:

• An overview of revisions to Real Time Makes Real $$$$$, a tool designed to help agents and brokers refocus service professionals on sales and account rounding activities, followed by a panel discussion featuring agency professionals who have used the guide and its concepts to drive growth;
• A look at AUGIE’s updated Productive Agency Visits guide, which helps agents, brokers and their business partners focus on areas that help drive sales success, growth, and increased efficiency and profitability, followed by an exchange between agents and carrier marketing reps about practical uses for the guide; and
• An afternoon-long session, Sales Success through Workforce Optimization, that will explore staffing alternatives, job aptitude testing and placement, and management strategies that agencies and brokerages can use as they work to increase efficiency, sales and marketing effectiveness, and transformation to an organization-wide sales culture.

PRO-to-PRO opens on Thursday, February 16, with the AIMS Society annual meeting, a conferment ceremony for new Certified Professional Insurance Agent (CPIA) designees, and an afternoon of sessions that will teach how to turn an Internet presence into a moneymaker, employ digital tools to enhance and accelerate sales, and use analytics to improve electronic marketing and sales effectiveness.

For more information, visit bit.ly/PTP2012 or contact AIMS Society Executive Director Kitty Ambers, CPIA, CIC, CISR, CPIW, at (877) 674-CPIA or kitty@AIMSSociety.org.

Digital Marketing, Cutting-Edge Sales Tools, Analytics to be Examined

Opening-day sessions at the American Insurance Marketing & Sales (AIMS) Society’s (aimssociety.org) 25th Annual PRO-to-PRO Executive Retreat will offer a practical game-plan for agents, brokers and others interested in growing their business and improving profitability. The event, which takes place February 16-18 in Tampa, is themed, “Turning Technology Into Dollars.”

This year’s PRO-to-PRO will open with a welcome luncheon that includes the AIMS Society’s annual meeting of members, a special 25th Anniversary recognition and a ceremony for new Certified Professional Insurance Agent (CPIA) designees. Immediately following the luncheon, an afternoon session addressing digital marketing in today’s agency will feature presentations and panel discussions, including:

• Opening remarks by a PIA state association president designed to dispel the notion that technology is just about bits and bytes, but rather represents a tool set insurance professionals can use to strengthen relationships, streamline communication, capture and respond to leads-while they’re hot-and answer questions in real time, exactly how clients and prospects want;
• Presentations and a discussion led by industry marketing experts exploring digital marketing issues, including a look at cultural and demographic shifts, generational differences, keyword and link-building strategies, website optimization, social media marketing, mobile technology, local search, lead capture and conversion, drip marketing, pipeline management and “responsible marketing;” and
• Case studies and an agent panel that will showcase actual implementation of social media, text messaging, local search and other digital marketing techniques, to build strong Twitter followings, engage thousands of Facebook fans, drive targeted client communications, cross-sell to existing customers, attract new prospects, generate leads and sell insurance.  ”These sessions focus on timely issues that forward-thinking agents and brokers are grappling with in their own offices,” says AIMS Society President Curt Pearsall, CPCU, CPIA, AU, ARM, AIAF, founder and principal of Pearsall Associates, an agency E&O consultancy. “They will offer a wealth of practical advice that can be used right away to increase sales. In a matter of two hours, they’ll lay the groundwork for other relevant sessions to follow.”

The rest of the afternoon will feature back-to-back sessions, including:

• “Tools that Enhance and Accelerate Sales,” in which agents will explain and demonstrate how new tools-including e-signatures, mobile devices and apps, streamlined policy submission processes and more-have enhanced the new business and renewal sales processes, leading agents to close more deals faster; and
• “Know Your Numbers and Get to the Next Level,” in which an IIABA business partner and independent agents will explain and demonstrate the use of digital analytics, dashboards and other tools to understand the role of social media, web enhancement, keyword, blogging and other digital marketing initiatives in boosting website traffic and generating more leads and sales.

The first day of PRO-to-PRO will conclude with a networking event, awards dinner and special entertainment by JoKeR, a band made up of insurance industry professionals. Session details for the second day, which is being held in conjunction with agency management system users group leaders that are part of AUGIE, the ACORD -Users Group Information Exchange, will be released shortly. For more details, visit bit.ly/PTP2012.

A limited number of sponsorship opportunities remain. For more information, contact AIMS Society Executive Director Kitty Ambers, CPIA, CIC, CISR, CPIW, at (877) 674-CPIA or kitty@AIMSSociety.org.

Host Hotel: Embassy Suites - Tampa - USF/near Busch Gardens

RICHMOND, Va. (January 10, 2012) — The American Insurance Marketing and Sales (AIMS) Society will hold its 25th Annual PRO-to-PRO Executive Retreat February 15-18, 2012 in Tampa. The event, themed “Turning Technology Into Dollars,” provides insurance agency owners, sales managers, top producers, account executives, and company leaders an opportunity to discuss ideas they can use to help boost sales success and increase revenue.

The event agenda is designed to offer insights that will help attendees build organization-wide sales cultures, refine and deploy traditional sales and marketing techniques, and successfully implement new marketing and sales tools and techniques.

“Each year, we attract professionals who are passionate about revenue growth and are looking for ways to take their organizations to the next level,” says AIMS Society President Curtis Pearsall, CPCU, CPIA, AU, ARM, AIAF, founder and principal of Pearsall Associates, an agency E&O consultancy. “The retreat allows attendees to step back, review and re-energize their organizations’ sales and marketing activities.”

The PRO-to-PRO retreat provides an intimate setting in which principals, producers and their business partners can share effective marketing and sales practices. Interactive round-table discussions and panel sessions highlight proven solutions to today’s agency challenges. A few of the topics on the agenda for this year’s event are:

• Turning an agency Internet presence into a money-maker;
• Tools that boost sales and renewals; and
• The use of analytics to increase hit ratios.

During the retreat, the AIMS Society will recognize an insurance carrier partner and an insurance agency producer for outstanding performance and achievement. The event also will feature the annual conferment exercises for insurance professionals who have earned the Certified Professional Insurance Agent (CPIA) professional designation.  For awards nomination forms or more information about the CPIA designation program, visit www.aimssociety.org.

According to AIMS Society Executive Director Kitty Ambers, CPIA, CIC, CISR, CPIW, a limited number of sponsorship opportunities remain. “PRO-to-PRO provides a way to engage top-level decision-makers who are committed to supporting the sales and marketing effectiveness of their agency plant,” she says. For more information, contact her at (877) 674-CPIA or kitty@aimssociety.org.

Producer, Carrier to be Recognized at 25th Anniversary Event in Tampa

RICHMOND, VA, January 4, 2012 — The American Insurance Marketing & Sales (AIMS) Society is accepting nominations for its annual sales and marketing achievement awards, which will be presented during the organization’s 25th Annual PRO-to-PRO Executive Retreat in Tampa on February 16. The deadline for nominations is January 16, 2011.

The AIMS Society’s Producer of the Year Award recognizes members for outstanding sales achievement, retention, service, education, and industry involvement. “This award acknowledges the achievements of one individual who clearly embodies the principles taught in the CPIA professional designation program seminars,” says Kitty Ambers, CPIA, CIC, CISR, CPIW, AIMS Society executive director.

The AIMS Society’s Company Partner of the Year Award honors an Independent Agency System insurance company that delivers extraordinary support that helps independent agents and brokers sell and market insurance better. Such support could be in the form of new marketing programs, educational initiatives or innovative product offerings, Ambers notes.

The AIMS Society’s PRO-to-PRO Executive Retreat is an informal gathering of top insurance sales and marketing professionals. The 2012 event, themed “Turning Technology Into Dollars,” will be held February 15-18, 2012 at the Embassy Suites Tampa-USF, located on the University of South Florida campus. This year’s PRO-to-PRO will take place in conjunction with the ACORD-User Groups Information Exchange (AUGIE) and the Agents Council for Technology (ACT,) and will feature presentations by industry thought leaders along with interactive roundtable discussions and panel sessions.

For more information on the AIMS Society Producer of the Year and Company Partner of the Year awards, visit aimssociety.org/awards.html. To learn more about the AIMS Society PRO-to-PRO Executive Retreat, including information on sponsorship opportunities, visit aimssociety.org/protopro.html or contact Kitty Ambers at 804-674-6466.

Kitty and sons Corey, and Jordan, a 3rd generation Hokie

Many of you who know me – personally or as part of my social network – know that I’m a graduate of Virginia Tech and a die-hard Hokie. Well, if you watched last night’s Sugar Bowl game, you know it’s a sad day in the Ambers’ household. Our beloved Hokies couldn’t get the job done.

As I pondered what happened, the answer I came up with was pretty simple: the very thing that Frank Beamer’s teams have been known for – productive Special Teams play – came up short, and even cost us.

As I am prone to do, I began to think about how this translates into insurance agency management, sales, and operations. How often does a single facet of our game, fall short or cost us? Why??

This morning I had the opportunity to meet with several incredible marketing and sales professionals to plan out the opening session of the 2012 PRO-to-PRO. This session is entitled “Turning Your Internet Presence Into a Money-Maker” and will feature several well known digital marketing gurus: Larry Neilson, Michael Jans and Jason Cass. These individuals have experienced tremendous success with various elements of digital marketing, and this session will teach us all how to integrate all of these into a well-organized, strategic game plan for reaching agency growth and retention goals.

The way to overcome reliance upon a single dimension for ultimate success, whether it be Special Teams or hoping someone finds your ad in the yellow pages, is to have a multi-faceted strategy that involves several different areas. This year’s PRO-to-PRO is designed to help you do just that: expand your success strategy to incorporate new ideas, make better use of the tools you may already have, and leverage the talents of all the people involved.

Don’t let a single facet of your game make or break your success! Join us in Tampa on February 16-17 and you’ll leave with a fresh perspective and a powerful network of PROs to help you enhance your results in 2012!

To see the full agenda as it stands to-date, CLICK HERE.

Thus far, our SPONSORS include:

Platinum Level
The Travelers

Bronze Level
Bogle Agency Insurance
Chubb & Son, Inc.
Glatfelter Insurance Group
The Rough Notes Company

Other Contributors:
Capacity Coverage Group

For more information about the benefits of Sponsorship, CLICK HERE.

Have questions? Give me a call!

I look forward to seeing you in Tampa!

Kitty Ambers, CPIA, CIC, CISR
Executive Director
AIMS Society
www.aimssociety.org
877-674-2742(CPIA)

Each year, during the annual PRO-to-PRO, the AIMS Society recognizes an insurance carrier partner and an insurance agency producer for outstanding performance and achievement.  AIMS Society Members and CPIA Seminar Participants are encouraged to submit … nominations according to established guidelines.  The AIMS Society Awards Committee reviews all nominations.  Presentations are made during the annual PRO-to-PRO Awards Banquet.

Recognize a property/casualty insurance company for innovative sales and marketing programs! The relationship between agents and their companies is a unique partnership. The nature of that relationship can significantly impact the success of an agent. The AIMS Society’s Company Partner of the Year Award honors companies that create revolutionary and exciting programs that provide agents with tools for success. This award recognizes effective and unprecedented sales and marketing programs insurance companies provide for agents.  CLICK HERE for the 2011 Company Partner of the Year nomination form.  Nominations are due by Monday, January 16, 2012.

Insurance Agency Producers:  Get National Recognition for your Sales Achivements!  The AIMS Society’s Producer of the Year Award is designed to recognize members of the AIMS Society for outstanding sales achievement, retention, and overall client development.  The AIMS Society is proud to recognize nominees who embody the principles taught in the CPIA Designation Program Seminars.  Take a moment to nominate yourself or a fellow AIMS member for this prestigious recognition.  CLICK HERE for the Nomination Form, due Monday, January 16, 2012.

Zurich Small Business has been named Commercial Lines Company Partner of the Year by the American Insurance Marketing & Sales (AIMS) Society. The award, presented during the 2011 AIMS Society’s Annual PRO-to-PRO Executive Retreat in Tampa, recognizes extraordinary support the company provides to help agents sell and market better.

Zurich Small Business was nominated for the award by Rick Dygve, CPIA, executive vice president of Johnson & Strachan Insurance Agency in Fairfax, Va., because of its overall marketing support, including the introduction of a new, innovative restaurant program last year. “Our agency insures a major national fast-food chain but had been unsuccessful in getting a large, national carrier to take part in the program,” Dygve says. “Zurich Small Business agreed to write all of the coverages for the account—workers comp, GL, auto and umbrella—at a competitive rate and with excellent coverage benefits.”

In presenting the award to Zurich Small Business President Carl Hackling and company Field Executive Patti Davidson, Dygve added, “We quickly got comfortable with the program on one account and have been able to expand it to other chain-type accounts we write.”

Hackling said, “We are honored to receive this recognition from the AIMS Society because it comes directly from our customers, our agents. The award validates the journey we began two years ago to turn our business around through the hard work and commitment of our employees. We are most appreciative.”

“Helping our agents grow their businesses by expanding our appetite, improving competitiveness and ease of doing business, and having employees who are relentless about solving agents’ problems are our key priorities,” he added. “We believe Zurich Small Business provides a partnership approach to growth, for our agents and the company.”

AIMS Society President Jim Gosselink, CPIA, CIC, LUTCF, president of Pella, Iowa-based Tulip City Agency, Ltd., notes, “Companies and agents have a unique partnership—one that can significantly impact agency success. We’re pleased to recognize Zurich Small Business as a carrier that goes the extra mile to help agents grow—something our members find to be especially valuable in today’s competitive marketplace.”

Travelers Insurance has been named Personal Lines Company Partner of the Year by The American Insurance Marketing & Sales (AIMS) Society. The award, presented during The AIMS Society’s Annual PRO-to-PRO Executive Retreat in Tampa in February 2011, was based on extraordinary support the company provides agents to help them sell and market better.

Phil Bogle, CPIAL, president of The Bogle Agency in Lyndhurst, N.J., nominated Travelers based on the support and tools the company and its people provide independent agents. “Travelers has made great strides in becoming a significant force in the personal lines arena,” Bogle says. “Their electronic tools allow agencies to easily quote, bind and submit new business electronically, without the need for paper submissions—saving time and money, and helping agents sell more and serve clients better.”

Bogle recognized Travelers Personal Lines Marketing Representative Martin Taylor, CPIA, who received the award on behalf of the company. “Martin goes out of his way to bring new ideas and suggestions to monthly meetings with me and my staff,” Bogle said. “By sharing ideas that help us increase production and improve retention, Martin truly represents the ideals fostered by The AIMS Society: professionalism and sales excellence.”

“Being named Personal Lines Company Partner of the Year was both a surprise and an honor,” Taylor said. “As a long-time AIMS Society member and as someone who holds the CPIA designation, I value the organization’s support of sales and marketing expertise within the industry. The Society is a source of ideas I use every day as I work with agents in the field,”

In addition to practical agency-company interface and good agency-company relationships, Bogle cited other factors that help agents and brokers. “Travelers’ innovative use of Facebook for local marketing and prospecting has provided quite a few leads to our agency,” he said. “Their Concierge Claim Service allows for high-tech, high-touch claims management, which reduces time spent by staff on claims handling and results in enhanced customer service.”

Taylor added, “I’m proud of the culture at Travelers, which really stresses teamwork among our various business units. By working together, we’re able to develop and deliver agent-focused sales and service solutions that help our agents grow their business and serve clients better.”

“Strong partnerships between companies and agencies definitely contribute to agency success,” says Jim Gosselink, CPIA, CIC, LUTCF, president of The AIMS Society and of Pella, Iowa-based Tulip City Agency, Ltd. “We’re pleased to recognize Travelers Personal Insurance for its local and national efforts to help our members and other agents thrive in today’s fiercely competitive market.”