Breakout Sessions

Astonishing the Client with Your Personal Lines Knowledge

with Jeff Odom, AAI, AIP, AIAM, CCSR, Insurance Analyst

A recent study found that 60 percent of policyholders had no idea what their home or auto policy fully covers. Because there is no guidance for proper coverage, most people are only buying it because they are required to either by law or by their financial institution. In this session, Jeff Odom will discuss personal lines coverages that the client may not know they have as well as coverages they thought they had.

CE Pending.

Advanced Investigative & Anti-Fraud Techniques for Insurance Agents

with Stacey Giulianti, Chief Legal Officer, Florida Peninsula

In this session, Stacey Giulianti will review the extent of the problem of property insurance fraud in Florida, including statistics on fraud; fraud indicators for a variety of peril types; legal elements of each crime; and an agent’s role in anti-fraud assistance.

CE Pending.

Risk Rating 2.0? Ian Flood Claims? How Do I Cover Policyholders from Citizens Now?

with Butch Kinerney, chief of Marketing & Outreach, FEMA and Sarah Devaney-Ice, chief, Industry Management Branch, FEMA

The flood insurance world has certainly been evolving and growing over the last few years. Join experts from FEMA’s National Flood Insurance Program to explore the program and answer your questions in detail. The session kicks off with a “NFIP 201” for agents who know the basics but want to go deeper in their knowledge of the Federal flood insurance program. Then, in the second half, the NFIP’s Marketing & Outreach Chief, Butch Kinerney, and Industry Management Chief, Sarah Ice, will moderate a panel discussion of decision makers who can answer your specific underwriting, claims, Risk Rating 2.0, and other specific questions. It’ll be a power-packed session full of expert-level information on the NFIP you won’t find anywhere else. Serving on the panel will be John Hintermister, chief of Underwriting, Leesa Tomsett, chief of Claims, Doug Iannarelli, Risk Rating 2.0 expert, and Chris Heidrick, CPCU, CFP, ANFI, agency principal, Heidrick & Company Insurance and Risk Management Services.

CE Pending.

Coverage Concerns for App/Web-Based Services

with Kevin Amrhein, CIC, CBIA, Florida Insurance School & the CE Partnership

In this session, Kevin Amrhein will review a variety of exposures presented by app-based services that deliver your groceries, bring your dinner, drive you places, find work, and many others. Kevin will also discuss the coverage (or lack thereof) contained within common personal lines policies as well as that offered through the app/web-based service.

CE Pending.

2023 Citizens’ Agent Roadshow

with Scott Mathis, Citizens’ Supervisor of Learning and Development

A day in the life of a Citizens-appointed agent can be challenging. In this session, Scott Mathis will provide new and veteran agents with the tools and resources needed to keep pace with Citizens in 2023. The course will review major changes to your daily Citizens’ workflow; correct common errors in the new business submission process; explain the importance of remarketing Citizens’ policyholders; provide tools and resources to set yourself up for success; and offer the opportunity for live Q&A with Citizens’ experts.

CE Pending.

Four Hour P&C Update 2023

with Jeff Odom, AAI, AIP, AIAM, CCSR, Insurance Analyst; Laura Pearce, Esq., AAI, Vice President & General Counsel; BG Murphy, Director of Government Affairs

Every licensed P&C agent and customer representative must take this course during each two-year compliance period. This session, led by Jeff Odom, Laura Pearce, and BG Murphy, will cover recent legislation, ethics, insurance law and regulations, and wind mitigation.

CE Pending.

Walking Risk Management Tour

with Scott Holt , Philadelphia Insurance Companies

Join Scott Holt for an in-depth look at general liability exposures for hotels, including: life safety; slips, trips, and falls; food and beverage issues; emergency egress; and active shooter/violet intruder precautions. The session will also cover auto exposures due to valet parking operations, parking garages, and shuttle service. This session will also include a walking tour, which will highlight property exposures concentrating on construction materials, proper statement of values, sprinkler systems, maintenance programs, and inspection processes. Class is limited to 25 participants.

CE Pending.

Workers’ Compensation in 2023: Rates May Be Down, But Risks are Escalating

with Frank Pennachio, Practice Leader, Growth Solutions, U.S., Resource Pro

Workers’ Compensation insurance rates have declined by 41.2 percent over the past five years. Although this is good news for employers, the rate decreases have caused many, both agents and employers, to be lulled into complacency. As a result, significant risks, far greater than the cost of premiums, are not being addressed. In this session, Frank Pennachio will discuss the current state of the workers' compensation market in Florida, how the “can I get you a quote” approach is even more flawed and ineffective during a rate declining market, and what agents can do to differentiate from the competition and capture market share.

CE Pending.

State of the Industry

(Principals only session)

with Phil Trem, MarshBerry’s President of Financial Advisory

Join Phil Trem for a principal's only session that will provide a thought-provoking look at the challenges and opportunities facing independently owned agents and brokers in the upcoming year. In the session, Phil will offer his industry perspective on why valuations for insurance brokerages continue to perform better than expected, merger and acquisition trends in the marketplace, keys to perpetuating your business, and organic growth best practices.

Difficult Coverage Determinations

with David Gagnon, Taylor Day Law Firm

The automobile insurance industry is always evolving, with issues such as residency in a telecommuting world, ride-share exclusions, and rental car coverages provoking new case law. Florida as a venue has its challenges, with a high number of tourists, an ever-increasing population, people with unique residential situations, and mandatory minimum coverages that many out-of-state policies might not fully contemplate. This dynamic presents often difficult coverage determinations relating to complicated sets of facts. Early investigation is key, but even with a complete view of the facts, determining coverage can be challenging. In this session, David Gagnon will address these topics and attempt to help navigate the wild rapids of Florida PIP.

CE Pending.

Managing the Ups and Downs: Tips … Topics … and Must Dos

with Keith Jones, CPCU, CLU, ChFC, CASL, AAI, Commercial Account Executive, Earl Bacon Agency

Join Keith Jones as he discusses tips, topics, and must-dos in our annual four-hour errors and omissions class. The session will examine the last five years of actual claims data and trends. The session will also offer an examination of current trends and legal concepts will lead to reexamining the usage of disclaimers and checklists, along with reminders on common problems and proper agency procedures. Then, Keith will look at internal and external considerations, the need to reevaluate limits, how to handle potential problem issues before they mature into a claim and some sage, real-time advice from a defense attorney will follow. The final portion of the session will be a review of some real E&O claims from around the county, with you helping decide what was the mistake and how could it have been prevented.

This session is approved for four hours of CE credits. CE #124184 2-20 — General Lines (Property & Casualty)

Cyber Exposures and Coverages

with Tim McClendon, CIC, CWCA, Hertel McClendon

With cybercrime expanding both in frequency and severity, how can agents keep up with changes in products, underwriting requirements, and pricing? This session, led by Tim McClendon, will look at what’s happening with cyber insurance and offer ideas on how to assist both agents and clients working through these issues. The session will also examine some current loss exposures and provide tools that can be used to help.

CE Pending.

Set Goals All the Time

with Jeremy Wall, co-founder and CEO of GoalMakers

Do you come to work, every day, knowing what your personal goals are? Do you or others at your office know what the agency’s goals are for this year? Effective managers and leaders use goals to align the entire team around a shared vision of the future, and as a tool to empower those around them to focus on the daily actions and decisions that move the entire agency toward defining and achieving success. In this session, Jeremy Wall discuss several techniques to help you continually improve your own goal-setting process. In this session attendees will: refine your long-term goal, aka your vision, that moves everyone together toward a shared future; establish the frameworks that must be in place to create ‘good goals’ for the agency, departments, and individuals; and understand the three fundamental types of agency-wide goals and how to measure and manage your progress to achievement.

CE Pending.