Convention Brochure
Thursday's Opening Night Party | Company Hospitality Functions | Registration | Orlando World Center Marriott
Schedule | Sponsors
The all-clear has been given and FAIA's 106th Anniversary Convention & Education Symposium, June 24–26, 2010, at the Orlando World Center Marriott is ready for action. This year's strategic plan is to bring you the industry's best speakers, the largest Exhibit Hall, more networking opportunities, and great entertainment. As a business leader, your mission is to keep your organization focused. FAIA's Convention can help you meet that challenge in today's competitive and ever-changing environment. When our times are difficult and perplexing, so are they challenging and filled with opportunity. Victory is yours! Carry on soldiers...register with FAIA and reserve your room at the Orlando World Center Marriott.
All of the details are not complete just yet, but we know some of you are anxious to know what's planned so far. You have the all-clear to register early and book your room at the Orlando World Center Marriott.
There are no enemy lines here you have to worry about. You'll learn from others' ideas throughout the Convention. You'll gain insights from strategic communication that will help you become more valuable to your agency or company and better prepare you for the future on the insurance battlefield.
In An Instant with Bob Woodruff, anchor and reporter, ABC News. 
Normally one reporting the stories from the Middle East, Bob Woodruff suddenly and violently became the story. In January of 2006, while reporting on U.S. and Iraqi security forces, Woodruff was seriously injured by a roadside bomb that struck his vehicle near Taji, Iraq. The long and arduous journey back included numerous surgeries and months of rehabilitation. In his presentation, based on his best-selling memoir In An Instant, Bob recounts the events preceding and following this awful event, how it completely altered his perspective on career and family, how he coped and overcame these circumstances, and what audiences can learn to recover from shattering events in their own lives. Special thanks to Zenith Insurance Company for sponsoring Bob Woodruff.
Challenges Facing the Insurance Industry with Leigh Ann Pusey, president and CEO of the American Insurance Association (AIA). 
Leigh Ann Pusey began her professional career in Washington D.C. working in politics, ultimately serving as deputy assistant to President George H.W. Bush for Public Liaison and as director of communications for the Speaker of the House of Representatives. In 1996, she began her tenure with AIA and has drawn upon her extensive experience in both the insurance industry and the political arena in representing America's preeminent property-casualty companies. In February, 2009, Ms. Pusey assumed the position of president and CEO of AIA. In this seminar, Ms. Pusey will highlight the current challenges facing the property-casualty industry at both the state and federal levels of government and share her views on the preservation of the free enterprise system, competitive markets, and why the interests of Wall Street and Main Street might be more similar than what is portrayed..
Florida's Property Market with Scott Johnson, AAI, CAE, executive vice president of FAIA. 
Florida has implemented virtually every imaginable government fix to solve Florida's property puzzle—finally resorting to rate freezes for Citizens, more premium suppression for carriers, and higher mandated credits for everyone. The result? More undercapitalized carriers and, after four years of no storms, premiums are back on the rise again anyway. Scott will make sense of it all with a candid look back and forward. After 36 years at FAIA, he's seen it all. Now it's time for you to hear his thoughts on what's needed to regain sanity in the nation's fourth largest property market.
The Choice of Turning Stress into Strategy with Dr. Charles Lowery, president and CEO of Lowery Institute for Excellence, Inc. 
Success with stress is a prerequisite for career excellence. Every day our lives are filled with stressful situations that cause frustration and irritation. Today's business environment is more competitive and challenging than it ever has been. To merely survive in today's market place, you must be above average. Unfortunately, many people end up all stressed up with nowhere to blow. Join Dr. Lowery for this opportunity to learn practical and tactical approaches to handle the stress in your life. He will show you how making a successful living and living a successful life go hand in hand.
Land Mines in Personal Lines with FAIA Instructor David Thompson, CPCU, AAI, API. 
Good soldiers know that land mines can be deadly. They lurk out of view, seldom seen until the wrong time...when that seemingly innocent small device explodes. While personal lines policies don't literally explode, there are dangers hidden away deep in the forms that can have drastic affects on the customer and agency. In this class, FAIA's own Captain David Thompson, U.S. Army, Field Artillery (Separated), will be "the point man" to navigate you through the minefield of personal lines issues that can "explode" within your agency. Some of the classic land mines are kid's cars, watercraft liability, and flood insurance issues, but many more lurk below the surface. Come and allow the captain to guide you along a safe path. No explosions, we promise! This session has been approved by the DFS for three (3) hours of continuing education credits (intermediate) CE #70394, CE0220&ndashGeneral Lines Property & Casualty; Adjuster Optional CE #70449, CE0324C.
Doing the Right Thing with FAIA Instructor Bill Perkins, AAI. 
It could be said that ethics is the pursuit of the "right thing." But how do you know its right? Are there criteria...and, if so, what are they? This three hour ethics course is meant to explore the issue of doing the right thing. Join us...it may be just the right thing to do. This session has been approved by the DFS for three (3) hours of continuing education credits (intermediate) CE #71157, CE9908—Ethics for Agents; Adjuster Ethics #71158, CE0324b.
Errors and Omissions: What We've Learned with FAIA Marketing/Member Benefits Specialist & Instructor Dawn Korzen, LUTCF, AIP, AIAM. 
Every year you take a four-hour E&O class. The great news is you get a 10 percent credit off your E&O premium. But, what have we learned? Our first two hours will examine if we've gotten better. Do we still make mistakes? What are these mistakes and can we learn from them? What are we saying to customers, carriers, attorneys, or prospects that might be misconstrued? Join us as we "talk" you through the TOP 10 Things Not To Say! As Barney Fife always seemed to say, "You Gotta Nip It In The Bud, Andy! Just Nip It!" Well, that's what we're going to do. Our second two hours will examine real experiences and ideas gathered this past year from the agents of Florida who shared with me good procedures they already had in place as well as those that need improvement. Most "nipped it in the bud," and we'll share how they did it! This session has been approved by the DFS for four (4) hours of continuing education credits (intermediate) CE #71608, CE9901—Generic Life and General Lines; Adjuster Optional CE #71609, CE0324.
Execution or Extinction with John Wepler, president of MarshBerry. 
The combined impact of the economy and the insurance market has wreaked havoc on insurance agencies in Florida. While many agencies will face extinction, countless others are turning risk into opportunity by executing a carefully crafted business plan founded on achieving predictable, profitable organic growth. This session will provide attendees with a comprehensive overview of the best practices of high growth agencies, including new business comparables, producer book expectations, accountability, producer recruiting, differentiation and service management processes to ensure customer retention. The presentation will also provide an update on the value of insurance agencies and how performance correlates to agency value. Be sure to attend this session as attendees will be provided with tools and metrics critical to ensure long term viability and the maximization of agency value. This session is sponsored by United Property & Casualty Insurance Company.
Joint Agency/Company Planning: Basic Training for Agents and Companies
Develop stronger partnerships with your carriers and make more money this year! This course will explain the use of the Best Practices Joint Agency/Company Planning Tool and how it can help independent agencies and their company partners develop stronger, more profitable relationships. Learn about the Agency Forecasting Calculator and Producer Projection Calculations, plus how to facilitate mutual problem solving, improve client service, increase retention, and more! This program was developed jointly by agents and companies and was the first product in IIABA's Best Practices series. This session has been approved by the DFS for two (2) hours of continuing education credits (intermediate) CE # 52347,CE9902—Generic–Life, General Lines, and Title. This session is sponsored by CNA Insurance Company.Business Interruption Made Simple with Robert Swift, CPCU, CIPA, CBCP, a business interruption specialist.
Business Interruption insurance is the most complicated and misunderstood coverage. As a result, most risk mangers do not know how to accurately calculate their exposures and receive an education after the loss. This creates hard feelings and lawsuits. According to a study by Dunn & Bradstreet, more than 75 percent of businesses with major property damage go out of business because they lack a contingency plan or the proper financing to carry them through the recovery period. By the time they repair or rebuild their facilities, they have lost their customers, employees, and suppliers. At the end of this session, you will be able to close the gaps and avoid the traps of the Business Income insurance policy, outline a contingency plan to establish the recovery period and determine the amount of extra expenses, accurately complete the business income worksheets, and even simplify the claim process. Included are lessons from Katrina. This is consistently ranked by attendees as the best and most useful seminar they have attended. Be prepared and keep your clients out of the bull's eye of the next catastrophe. This session has been approved by the DFS for two (2) hours of continuing education credits (intermediate) CE # 70957, CE0220—General Lines Property & Casualty, Adjuster Optional CE #71042, CE0324C. Identity Theft and the Need for More Boots on the Ground with Michael McCoy, co-director of The Identity Theft Institute.
Identity theft is the fastest growing crime in America. It is a vicious crime that breaks the spirits of those who become victims. As a licensed insurance agent, Michael is familiar with the specific identity theft issues related to the agent and the responsibility for protecting this indispensable yet fragile personal asset. Michael will use risk management techniques to prepare you for maximum performance in managing confidential customer identity data. This session is the product of five years of research; two books; many print, radio, and television appearances; an on-going ID theft awareness blog; numerous field-tested workshops; and two major National Science Foundation grants. Michael is the Co-Author of two books on Identity Theft, The Silent Crime (2008) and Who Is You: The Coming Epidemic of Identity Theft (2005). He is the recipient of the 2007 and 2008 National Science Foundation (NSF) and Iowa State University Center for Information Protection (CIP) grant to study the effects of identity theft on corporations as it relates to the behavior of the individual employee.
Serving and Communicating to Your Customers in the New Millennium with Laurie Donohue, executive director, Agency Marketing and Branding Management. 
Remember when the phone and a typewriter were pretty much all you needed to best serve your customers? Times sure have changed. Now with the Internet, email, agency management systems, customer relationship management systems, Facebook, blogging, and more, it's hard to know how best to meet your customers needs. This presentation will review the changes in our society and the new expectations of today's and tomorrow's customers. Then we'll discuss how to best take advantage of both new and old technologies to initiate and continue communications as well as improve your service to your clients and prospects. Laurie has more than 25 years of experience in sales, branding, and marketing. The last 12 have been exclusively in the insurance field. Laurie currently works with independent insurance agents helping them develop and implement effective marketing and branding programs. This session has been approved by the DFS for one (1) hour of continuing education credit (intermediate) CE # 71244, CE9901—Generic Life and General Lines.
How Wholesalers Can Help Retail Agents Place Specialty Lines Insurance in Today's Changing Market with Michael Franzese, CPCU, CIC, CRM, ASLI, AU, CPA. 
The impact of the current U.S. financial crisis and potential P&C market changes present retail agents and brokers with uncertainties when placing specialty insurance. In this environment, agents and brokers need to know that the specialty lines insurance market is strong and solvent, that they are getting access to the markets they need, and they are getting the best deals for their insureds. Michael, vice president of Burns & Wilcox, will discuss how wholesale brokers can provide value to retail agents when placing specialty lines coverage in this type of environment. This session has been approved by the DFS for two (2) hours of continuing education credits (intermediate) CE # 72208, CE0220—General Lines (Property & Casualty); Adjuster Optional CE #72209, CE0324C.
Position Yourself as an Insurance Expert with Ed Lamont, CIC, CRM, president of Lamont Consulting Group, Inc. 
It's discouraging to be lumped in as no different than any other agent. So, too, are negotiations where prospects set price as primary when selecting protection plans. The result? Sickeningly low closing ratios, wasted time, and diminished respect for yourself as well as the value you and your team provide. When you POSITION YOURSELF AS AN INSURANCE EXPERT, everything changes. You prove value instead of sell price. You eliminate price-only buyers. You deal with prospects who understand the worth of doing business with a leader in the field of insurance. With POSITION YOURSELF AS AN INSURANCE EXPERT training, you'll learn:
- Ways to create topics that display your insurance expertise
- How to find venues to present your insurance expertise
- Specific techniques to speak to inform and sell
- Proven ways to write and publish your ideas as an insurance expert
- Specific resources to maximize speaking and writing effectiveness that POSITION YOURSELF AS AN INSURANCE EXPERT
Think about it, insurance agent or "insurance expert" who are your buyers more likely to trust to protect business operations, assets, families, and lifestyles? If you said insurance expert, then what can you do to prove you are, in fact, an expert? Master specific strategies that position you as an insurance expert. Discover ways to draw prospects and clients to you because of your recognized expertise. Learn how to separate yourself from your competitors when you...POSITION YOURSELF AS AN INSURANCE EXPERT! This session has been approved by the DFS for two (2) hours of continuing education credits (intermediate) CE #51810, CE9902—Generic—Life, General Lines, and Title.
Confidence with Tom Freeland, vice president of Marketing, Infinity Insurance Company. 
For the past three years we have studied the keys to agency growth midst many dynamic challenges. When agents face a tough economy that they can not control and direct writers who seem to have infinite advertising budgets, it's easy to get discouraged. It's hard to grow. It's hard not to worry what the future holds. It's hard to stay positive and cheery when you are just trying to persevere until something changes for the better. In these times it's easy for an agent to question his or her value and tactics. That's understandable. Yet, we also believe that an agent who acts without confidence will face an even bleaker future. This session shows how it looks for an agent to approach the market with confidence. We will discuss how agents can act without compromise, despite barriers, and how they can leverage their knowledge, integrity, and service to jump start their future success.
Cybersecurity with Jeffrey Portis and Kelly Johnson, Chubb Insurance. Organizations are increasingly dependent on their e-business services and are vulnerable to service disruptions. These failures or disruptions to e-services can cost real money. Organizations need to select appropriate loss prevention management countermeasures as part of an overall e-risk management strategy. The cost of risk analysis should identify obvious "gaps" in traditional insurance coverages and provide opportunities to transfer large uninsured, infrequent and unexpected e-risk exposures.
Citizens Agent Certification Program (ACP) with Michele Ortiz and Brenda Porada.
This Citizens-specific three-hour certification course provides a general overview of Citizens as well as a synopsis of the product lines offered. While designed and mandatory for agents, CSRs and support staff are encouraged to complete this training. The Citizens Agent Certification Program (ACP) was developed to ensure that agents and support staff are knowledgeable of Citizens' general rules, coverage, and compliance requirements. Topic modules—Compliance, Personal Residential, Commercial Residential, and Commercial Nonresidential. Agents must complete ACP every two years. See IE#023-09 for more information regarding ACP and renewal requirements.
Avoiding Agency Liability and Personal Liability for Wage-Hour Claims with Michael Casey, Richard Tuschman, and Kevin Vance of Epstein Becker Green Law Firm. 
Employees and former employees file more wage-hour lawsuits against their employers and managers in Florida than in any other state in the United States. Many of these lawsuits are against insurance agencies and the senior managers/owners as individuals. These lawsuits are often collective actions, in which groups of employees seek substantial damages as well as injunctive relief. In addition, the United States Department of Labor (DOL) under the Obama Administration has hired hundreds more investigators to investigate potential violations of the wage and hour laws. Michael, Richard, and Kevin of Epstein Becker Green are experts in the defense of wage and hour litigation. They will provide you with an overview of federal and state wage and hour laws, and will then focus on wage and hour issues unique to insurance agencies. They will explain the "Best Practices" for avoiding wage and hour violations, and how to best position you and your agency to minimize the risk of liability.This session has been approved by the DFS for two (2) hours of continuing education credits (intermediate) CE #72608, CE0220—General Lines (Property & Casualty); Adjuster Optional #72610, CE0324.
2010 Legislative Roundup with FAIA Instructor Bill Perkins, AAI, FAIA Director of Governmental Affairs and General Counsel Laura Pearce, and FAIA Director of Political Affairs Kyle Ulrich, CAE. 
The purpose of this four-hour CE approved class is to provide you with an understanding of the 2010 legislative efforts that impact the Florida insurance industry. Information will be provided to describe what laws were passed, what legislation was defeated, and what the future may hold for upcoming legislative initiatives. Discussions will include how the legislation will affect you, your clients, and your agency.
YAC ATTACK
. Ready, Aim, Fire…Combat boots are not needed for this training exercise. Lace up your golf shoes to participate in the YAC Golf Tournament, Wednesday, June 23 at Hawk's Landing, Orlando World Center Marriott. This year's scramble tournament will be in full military dress with guest Major Ed Pulido, executive director of the Folds of Honor Foundation, participating. The YAC tournament is supporting the Folds of Honor Foundation, a legacy foundation with a mission to empower deserving military families with educational support and opportunities. Folds of Honor provides generation-impacting scholarships to spouses and children of service members disabled or killed as a result of their military service to our nation. Founded by Major Dan Rooney, an Air National Guard pilot who has served three tours in Iraq, Rooney set out to prove to America's heroes—our military personnel—that their sacrifices would never go unappreciated or unrewarded. From that sincere and simple wish, a foundation was born. Your participation will help support an ongoing tribute to our brave men and women who have given so much for us.
Major Ed Pulido is the executive director of the Folds of Honor Foundation and is considered to be one of Oklahoma's most inspiring and well decorated military heroes. Ed's presentation focuses on his near death experience after being struck by a roadside bomb in Baquoba, Iraq on the August 17, 2004. The bomb would lead to the amputation of his left leg, but would be the building block for the passion he has for his work on behalf of the Foundation. The Folds of Honor Foundation is a veteran's organization started by Major Dan Rooney, an F-16 fighter pilot, PGA Golf Professional, USGA Member, and real-life hero. In collaboration with the PGA and USGA, the Foundation has a primary mission to provide educational scholarships to the spouses and children of the fallen and wounded. In his presentation, Ed will focus on his family and the importance of getting a second chance in life to be the father that he is today. In addition Ed speaks about his passion to help others and why it is important for all of us to make personal sacrifices in our lives in order make our country the best it can be for those who have sacrificed so much.
March into the largest tradeshow in FAIA history! The Exhibit Hall sold out early last year, so we have more booths than ever in 2010! The Exhibit Hall will showcase all of the insurance industry's best by bringing together more than 250 exhibitors, displaying the products and services you need to perform more efficiently and effectively. This face-to-face encounter is an opportunity to bring you up to date on the latest trends and developments in the insurance industry. And you'll have fun, too, with lots of food, including a complimentary lunch on Thursday, an ice cream break, a beverage break, plus lots of entertainment! We'll once again feature the Demo Area where exhibitors will demonstrate the products and services you want to learn more about.
THURSDAY's OPENING NIGHT PARTY
Our fun and entertaining USO party will bring the audience back to that era focusing on the style, music, and historic moments that defined the decade—beginning with the 1940s, right through today! Each decade will begin with a video segment revealing dynamic and colorful events; then the band and performers will perform music and dance routines. It will be an enjoyable evening for all!
- 1940s: An Andrew Sisters based routine, with a swingin' band, and high energy!
- Jitterbug dancing!
- 1950s: The Sock Hop and the sounds of 50s Rock and Roll!
- 1960s: The Music of the Beatles!—Sponsored by The Main Street America Group/Old Dominion Insurance.
- 1970s: The Disco Era, feature the sounds of Donna Summer—Sponsored by Florida Peninsula Insurance Company.
- 1980s: Big Hair Rock set to the music of KISS, complete with indoor Pyrotechnics!—Sponsored by Bankers Insurance Group.
- 1990s: Country Music fills the stage, and our dancers kick up their boots!
- 2000s: Hip Hop music, and outrageous dance moves—Sponsored by Progressive Insurance Company.
Companies are on the front lines booking hospitality rooms for our 2010 event. Hospitality functions are a chief ingredient in the success of FAIA Conventions. Many are already planning spectacular functions you don't want to miss!
ORLANDO WORLD CENTER MARRIOTT. A good battle plan is to act today and reserve your room at the Orlando World Center Marriott. Reserve your room by March 31, 2010, and receive the special rate of $189 (plus applicable taxes). Go to FAIA.com to reserve your room online or call the Orlando World Center Marriott at 1-800-228-9290 (mention FAIA, discount code FLI to receive the special group rate). Room rate includes daily self-parking. Rooms reserved after March 31 will be at the rate of $213.00 (plus applicable taxes). The room cut-off date is May 24, or until all rooms in the FAIA block have been filled.
The legendary Orlando World Center Marriott Resort. As the world's largest Marriott, this Orlando golf and spa resort offers endless experiences. From creating lasting family memories to spectacularly executed meetings and events, this is a "World Beyond Compare."
The Marriott World Center Resort Orlando towers above more than 200 prime Central Florida acres - lush, green and beautifully landscaped, with devotion to native tropical plant life. In this magnificent locale, close to all of the area's major attractions, is a resort that offers everything you could possibly want.
The Marriott World Center Resort in Orlando, Florida—Boredom is simply not in the vocabulary at the Marriott World Center Resort in Orlando with championship golf right outside the front door, a full-service spa treating mind and body with loving care, and a well-equipped fitness center treating the same with somewhat tougher love. And with dozens of activities to keep kids occupied. The tropical pools can be described as the "First Wonder of our World," an amazing complex in a lagoon-like setting with six pools, waterfalls, waterslide, and whirlpools.
With all that's going on in the insurance industry, with all the present day challenges and distractions, it's near impossible for agents to focus on the future as they should. By attending FAIA's 106th Anniversary Convention & Education Symposium, you'll have the edge over your peers with a myriad of opportunities and tools to help you succeed! Don't miss this opportunity, click here to register today!
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12:00 Noon Registration Desk Opens (closes 6:00 p.m.)
2:00 p.m. Exhibitor Registration Desk Opens (closes 6:00 p.m.) 7:00 a.m. Registration Desk Opens (closes 6:00 p.m.)
8:00 a.m.–12:00 noon Breakout Sessions
10:30 a.m.–12:30 noon Breakout Sessions
12:30 p.m. EXHIBITS Open (close at 6:00 p.m.)—Cypress 1&2 7:15 a.m. Continental Breakfast—Palms Foyer 11:00 a.m. Exhibitor Registration Desk Opens (closes 5:00 p.m.) 1:30–4:30 p.m. Breakout Sessions EVENING FREE TO VISIT WITH AGENT AND COMPANY FRIENDS 8:00 a.m. Registration Desk Opens (closes 11:00 a.m.) 10:45 a.m. Business & Awards Brunch—Palms Ballroom * Young Agents Council Function |
AequiCap
AFCO/Prime Rate*
American Integrity Insurance Group
Bankers Insurance Group**
Capitol Preferred Insurance Company, Inc.**
Cincinnati Insurance Company
CNA Insurance Company**
FAIA Member Services, Inc.
FCCI Insurance Group
First Home Insurance Company
Florida Family Insurance Company
Florida Peninsula Insurance Company
Frontline Homeowners Insurance
GMAC Insurance*
Gulfstream*
Insurance Licensing Services of America
The Main Street America Group/Old Dominion Insurance Company
Montgomery/Safeco*
National Risk Solutions
Nationwide Insurance
Progressive Insurance Company**
Socius Insurance Services
Southern Fidelity Insurance Company, Inc.**
Summit Holdings, Inc.
Sunshine State*
Tower Hill Insurance Group
Travelers
Troy Randolph—PFS*
United Property & Casualty Insurance Company**
Westfield Insurance Group
Westport/SwissRe
Zenith Insurance
** Convention and Young Agents Council Sponsors
*Young Agents Sponsors Only
Now...at ease soldiers. When our times are difficult and perplexing, so are they challenging and filled with opportunity. All of the details are not mapped out just yet, but we know some of you are ready for this mission. Man the battle station. Victory is yours!
Go to FAIA.com and register today!
That's an order soldier!!!
