Convention Brochure - Independent Insurance Agents of Iowa, Inc.

TAKING
CHARGE!
107th Annual Convention,
Trade Show and EXPO
Taking Charge…the Independent Agents’
Educational and Networking Event of the Year!
September 18 & 19, 2013
Sheraton Hotel West Des Moines, Iowa
ACHIEVING
HIGH PERFORMANCE
FOR INDEPENDENT
AGENTS
SUPER REGISTRATION OFFER FOR MEMBERS. THIS AGENT EXTRAVAGANZA ONLY
COSTS IIAI MEMBERS $119.00 IF REGISTERED BY AUGUST 28, 2013!
EARN UP TO 12 HOURS OF CEC’S!!!

IIAI
Taking charge!
Iowa Independent
Insurance Agents
107th Annual
Convention, Trade
Show and Expo
Achieving High
Performance for
Independent
Agents
IIAI has completely redesigned our Convention and Trade Show for
2013! We have combined our EXPO event with this year’s Convention,
making 2013 extra special. We have jam-packed the two days with great
insurance speakers and an opportunity for you to earn up to 12 hours
of CEC’s too! We will feature the largest agent’s trade show we have
ever hosted (Trade Show is free to all IIAI Members), and offer a total of
12 different insurance programs.
Okay, while things are a bit different for 2013, we will still be hosting
our great agent/company golf event on Wednesday, September 18th at
Beaver Creek Golf Course. You can also choose to attend two continuing
education classes on Wednesday the 18th of September featuring
Bill Perkins from Florida, who will offer a three-hour Ethics program,
followed by Brian Tilden from North Carolina, who will conduct a
Workers’ Compensation workshop.
At 2:30 p.m. the Trade Show will open up. New, larger and all in one
giant room we will feature a who’s who of vendors, business partners
and interesting exhibits. For the first time ever, the Trade Show will
be open to all members for FREE…you read that correctly the Trade
Show requires no registration fee (all other events require registration
to attend). A reception will begin at 5:00 p.m. and run to 7:30 p.m. and
feature Pianist Scott Smith. The Trade Show will close at 7:30 p.m.
On Thursday, September 19th, you will be able to choose three different
topics and speakers, during 3 breakout sessions. Some programs offer
CEC and others do not. A total of 9 programs will be offered followed by a
company CEC panel, awards and special presentations that will conclude
the Convention.
We have reduced registration fees, added more speakers and programs,
and improved the Trade Show…we hope you agree this is a great event.
Show your approval by registering today. (No registration needed if you only
attend the Trade Show on Wednesday, September 18th).
Sincerely,
Paul Pohlson
IIAI President

SCHEDULE AT A GLANCE
WEDNESDAY, SEPTEMBER 18, 2013
Time Event Speaker
9:00 a.m. - 12:00 p.m. Ethics Seminar Bill Perkins
9:30 a.m. - 3:00 p.m. IIAI Annual Golf Tournament Additional Registration REQUIRED
Beaver Creek Golf Course
12:00 p.m. - 12:30 p.m. Box Lunches at the Sheraton Provided to Class Attendees
12:30 p.m. - 3:30 p.m. Workers’ Compensation Seminar Bryan Tilden
2:30 p.m. - 7:30 p.m. IIAI Trade Show Free to All IIAI Members
5:00 p.m. - 7:00 p.m. Reception Featuring Pianist Scott Smith
DINNER ON YOUR OWN
6:30 a.m. - 8:15 a.m. Group Buffet Breakfast
THURSDAY, SEPTEMBER 19, 2013
Taking Charge!
Agency Management Agency Automation Continuing Education
Time Track Track Track
8:30 a.m. - 10:10 a.m. Sales Success Harnessing Social Insurance Issues When
Media Marketing
Writing Accounts that do
Business in Other Countries
10:10 a.m. - 10:20 a.m. IIAI Annual Membership Meeting – Members Only
10:20 a.m. - 12:10 p.m. Agency Succession Email Marketing Certificates of Insurance
Planning
Update
12:10 p.m. - 1:00 p.m. Group Lunch - Atrium
1:00 p..m. - 2:40 p.m. Agency Tax Planning 2013 Future of Computing and Employment Practices
Cloud Technology
Liability Issues
2:40 p.m. - 3:00 p.m. Networking Break
3:00 p.m. - 4:20 p.m. General Session
4:20 p.m. Adjourn
Insurance Industry Leaders Panel - Featuring:
John Bykowski - President, Secura
Mike Conner - President, Continental Western
Larry Jansen - President, Grinnell Mutual
Nick Gerhart - Iowa Insurance Commissioner
IIAI President’s Report - State of Your Association - Paul Pohlson
Presidential Citations - Paul Pohlson
C. Daniel Fulwider Young Agent of the Year Award
H.H. Red Nelson Agent of the Year Award
Swearing in IIAI Officers
Drawing for Prizes

FULL SCHEDULE
Wednesday – September 18, 2013
Taking
Charge…
the
Independent
Agents’
Educational
and
Networking
Event
of
the
Year!
Insurance Education
9:00 a.m. - 12:00 p.m.
Ethics Seminar
Every agent is required to take a minimum of 3 hours of Ethics for each 3-year
license renewal cycle. Instructor Bill Perkins will be conducting a useful and fun
ethics seminar.
12:30 p.m. - 3:30 p.m.
Workers’ Compensation
Brian Tilden, CPCU, CLU, CIC, ChFC, ARM, ALCM will take a close look at the NCCI
workers’ compensation policy form, cover important coverage issues, life experience
modification, other states’ coverage and much more.
Reception
5:00 p.m. - 7:00 p.m.
Drinks & Hors d’oureuves
Featuring Scott Smith on the Piano
IIAI Annual Golf Tournament
9:30 a.m. - 3:00 p.m.
Always extremely popular is our Annual Best Ball Golf Tournament
Things get started at 9:30 a.m. with a shot gun start at Beaver Creek Golf Course.
Remember a separate registration form needs to be sent in with your convention
registration to play. Thousands of dollars of prizes and a good time is guaranteed!
Don’t worry we will put you in a group of fellow insurance professionals giving you
a great opportunity to network while playing golf.
IIAI Trade Show
2:30 p.m. - 7:30 p.m.
All new format – the largest insurance Trade Show we have ever hosted. NOTE: YOU
DO NOT NEED TO REGISTER FOR CONVENTION TO ATTEND THE TRADE SHOW!
This year you can attend the Trade Show for free (to attend the seminars, registration
is required)…so, if you can only squeeze an hour or two into your schedule and
want a chance to network with close to 90 vendors, feel free to drop by.

Thursday, September 19, 2013
Agency Management
Track
8:30 a.m. – 10:10 a.m.
Insurance Sales Success
Featuring fellow agent Dave Gregory.
Whether you are the producer or
the sales coach this workshop is for
you! It focuses on tips to increase
sales, develop skills and creates a
culture for success. Dave is a working
agent from Washington State, he
practices what he teaches.
10:20 a.m. – 12:10 p.m.
Agency Succession Planning
Featuring business transition advisor
Lars Peterson, CHP, CFBA. This
workshop will walk you through
how to plan for the succession of
your agency and help you to create
workable goals to achieve your plan.
1:00 p.m. – 2:40 p.m.
Agency Tax Planning 2013
CPAs Tom Ahlers and Mike Collins
will update you on changes to the
tax laws that impact your agency
and help you maximize tax strategies
to improve your bottom line.
They will also review issues every
agency owner, who is selling or buying
an agency, needs to consider.
Agency Automation
Track
8:30 a.m. – 10:10 a.m.
Harnessing Social Media
Marketing
Ryan Hanley, an independent agent
from New York, will share his
secrets on using social media. He
moved the agency he is in from a
brochure-style website to a content
marketing engine, generating new
inbound leads every day, and he will
show you how to do the same.
10:20 a.m. – 12:10 p.m.
Email Marketing
Internet insurance marketing expert,
Ryan Hanley, will show you how
your agency can develop an email or
electronic marketing plan. Including
how you will be able to provide
a better customer experience while
increasing retention.
1:00 p.m. – 2:40 p.m.
Future of Computing and Cloud
Technology
Technology entrepreneur, Doug
Mitchell, will walk you through the
difference between traditional users
– server relations and accessing
cloud base applications. Cloud solutions,
and disaster recovery, business
continuity will be covered.
Insurance Education
Track (CECs)
8:30 a.m. – 10:10 a.m.
Insurance Issues when writing
accounts doing business in
other countries
Bryan Tilden, CPCU, CLU, CIC, ChFC,
ARM, ALCM will cover insurance
issues you need to consider when
dealing with risks that do business
in other countries. Many Iowa
businesses are finding themselves
in a global economy and have risk
exposures that traditional insurance
policies may not cover. This
high-powered seminar will look at
those along with utilizing the international
insurance marketplace.
(2 hours of CECs)
10:20 a.m. – 12:10 p.m.
Certificates of Insurance
Commercial Lines expert, Bill
Perkins, will be our guest and will
cover the always important certificates
of insurance issues. Bill
will review the ACORD forms; and
review what you can and cannot
do. He’ll give you solid ideas on
how to avoid the legal minefield of
issues, and how to deal with problem
accounts. (2 hours of CECs)
1:00 p.m. – 2:40 p.m.
Employment Practices Liability
Issues
EPL legal expert Attorney, James
Gilliam, will join us for a must attend
workshop focusing on employment
practices issues. Hiring, firing,
employment laws, risk management
ideas and dealing with employment
issues will be covered. (2 hours of
CECs)

YOUR 2013
CONVENTION
TRACK SPEAKERS
TAKING CHARGE…
Tom Ahlers,
CPA
Agency
Management
Track
Tom Ahlers, CPA,
serves as the
partner-in-charge
of the professional
services group
with Denman &
Company, LLP,
CPAs.
As a consultant
for the past
30 years, Tom
has been helping
small and medium-sized
insurance
agencies achieve their goals of
greater profitability through operational
efficiencies.
Tom also assists agencies with
strategic issues including ownership
agreement, succession planning, tax
strategies, mergers and acquisitions.
Mike Collins,
CPA, graduated
from Iowa State
University in 1987
with a Bachelor
of Business Administration
degree
in Accounting.
Since joining
Mike Collins,
CPA Denman & Company
in 1995 Mike
Agency
has specialized in
Management
tax and accounting
services for
Track
companies in the medical, dental,
engineering, insurance, agribusiness,
real estate and interstate
transportation fields.
Mike serves as the partner-incharge
of the tax department and
also serves with the firm’s professional
services group.
James Gilliam,
JD
James Gilliam,
JD - has practiced
primarily in labor
and employment
litigation for over
30 years, representing
clients in
cases involving
discrimination
and wrongful
Insurance termination, covenants
not to
Education
Track (CECs) compete, unemployment
compensation,
wage and hour litigation
and workers’ compensation. He
continues to handle cases before
state and federal courts, administrative
agencies and arbitrators.
Jim speaks extensively in workshops
and seminars for human
resources professionals, and in
workshops and seminars held by
employers to educate employees.
He is a member and SPHR
certified by the Society for Human
Resource Management (SHRM). Jim
is also a member of the National
Association of Settlement Purchasers
(NASP). Jim has been selected
as a leader in Iowa for inclusion in
Chambers USA ® in the area of labor
and employment law, is listed in the
SuperLawyers ® listing in the area of
employment and labor law, and The
Best Lawyers in America.
In April of 2013, he formed Long
& Gilliam, an Association of Sole
Practitioners, with Scott Long. Previously
Jim was an associate and
member of the BrownWinick firm in
Des Moines for 25 years, where
he served as the chairman of the
firm’s Employment Practice committee.
Jim received his B.A. from
the University of Iowa in 1977 and
his J.D., with distinction, from the
University of Iowa in 1980.
Dave Gregory -
Owner of Positive
Impressions
Training & Development.
Dave has
been teaching insurance
seminars
and workshops
both locally and
Dave Gregory
nationally for
Agency over 27 years including
13 years
Management
Track with Dale Carnegie
training. He
has been an Independent Insurance
Agent for 26 years. In 1992, he was
young agent of the year in Washington
State. He started, owned and
operated Dave Gregory Insurance
for 18 years before joining Stonebraker
McQuary Insurance as the
Vice President of Benefits. He is
the Past President of the Independent
Insurance Agents of Spokane
and has been on their Board of
Directors for 15 years. Dave and his
family are very active in their community.
He has been married for
26 years to his wife Nancy and they
have a 19 year old son Ryan and a
16 year old daughter Wendy. He
graduated in 1984 from Eastern
Washington University and the EWU
Honors Program with a BA degree in
Management.
Ryan Hanley
is the Director
of Marketing for
Murray Group Insurance
Services,
Inc, which is located
in Albany,
NY. His job is
to find new and
Ryan Hanley
exciting ways to
Agency deliver the story
Automation of a 40 year
Track
old family owned
and operated independent agency
to the insurance consumers of New
York State.
Ryan is the author of a nationally
recognized digital marketing
blog located at www.RyanHanley.
com. Ryan uses this space to discuss
the inbound marketing tactics he

implements at the Murray Group to
help small businesses thrive online.
You can also listen to Ryan’s podcast,
The Content Warfare Podcast,
on iTunes or his blog and learn “How
to Win the Battle for Attention Online.”
Doug Mitchell –
Doug who is
originally from
Southern California
and has spent
his career in technology
sales and
development. He
formed his own
Doug Mitchell
company called
Agency createWOWmedia.
He pas-
Automation
Track
sionately helps
companies get found online, and
leverage multimedia to amplify
their online brands. He is
actively engaged in a variety of
different computing concepts like
Cloud Computing. He is about to
release his first book “Marketing
Director 3.0”.
Bill Perkins,
AAI, ARM,
CRIS
Insurance
Education
Track (CECs)
Bill Perkins, AAI,
ARM, CRIS -
Instructor, graduated
from Loyola
University of the
South and later
joined a familyowned
insurance
agency in Orlando,
Florida. After 12
years as a commercial
insurance
sales agent, Bill
was hired by
FAIA in 1993 as
a commercial
lines instructor
teaching the principal commercial
insurance disciplines of business
auto, commercial general liability,
property, and workers’ compensation,
with interests in longshore and
maritime employment coverage
issues.
Bill’s additional responsibilities
include membership on the National
Council on Compensation Insur-
ance (NCCI) Florida Appeals Board
and serving as staff liaison for FAIA’s
Good Works Fund. This endowed
fund promotes college based insurance
education in support of the
independent agency system. Bill
also serves on the Independent Insurance
Agents and Brokers Association’s
(IIABA) Technical Affairs
Committee and currently serves on
the Mid American Technical Conference.
Additionally, he is the Florida
coordinator of ABEN, the Agent and
Broker Education Network.
Bill has earned the Accredited
Advisor in Insurance (AAI), the
Associate in Risk Management
(ARM), and Construction Risk and
Insurance Specialist (CRIS) designations.
A frequent speaker at International
Risk Management Institute’s
Construction Risk Conference,
Perkins received IRMI’s Words of
Wisdom (WOW) award in 2001.
Lars Peterson
Agency
Management
Track
Lars Peterson is
a Business Advisor
for Transition
Point Business
Advisors. In this
role he works with
closely-held and
family business
clients on transition
issues. Lars’
experience includes
serving as
a senior manager
for manufacturing,
technology and university organizations,
advising family and closely-held
businesses and mediating
family and personal disputes. He
has consulted or presented on a
variety of topics including business
succession, family business organization,
leadership, communication,
marketing, conflict resolution, strategic
planning and organizational
development. Lars holds a “Certificate
in Family Business Advising” from
the Family Firm Institute, is a certified
“Heritage Planning Professional”
through the Heritage Institute and is
certified as a “Crucial Conversations”
trainer. Lars serves on the board of
Children and Families Urban Ministries.
Lars is currently a part-time
graduate student at the University
of Iowa.
Bryan Tilden,
CIC, CPCU,
CLU, ChFC,
ARM, ALCM
Insurance
Education
Track (CECs)
Bryan Tilden, CIC,
CPCU, CLU, ChFC,
ARM, ALCM -
Bryan is a National
Lecturer and Expert
Witness in
the field of insurance.
Prior
to starting his
own firm, he was
the Director of
Technical Affairs
and Director
of Education
for IIANC. Since
entering the insurance
business
in 1974 as an Account Executive,
he has worked for major
brokerage firms on Fortune 100
accounts around the nation. He specialized
in large retention programs,
utilizing the international insurance
marketplace. Tilden has been active
in insurance education as a grading
panel member for the Insurance
Institute of America and the American
Institute for Property Liability
Underwriters. He has served on
the Education and Technical Committees
for the IIANC and worked
with the State of North Carolina on
pre-licensing and continuing education.
In 1988, IIANC presented him
with the Ernest F. Young Education
Award, and in 1989 Agent of the Year.
He has taught in schools for both
the PIA and IIA, been a speaker at
RIMS and C.P.C.U. meetings, and has
spoken at various conventions. He
is a National Faculty Member for the
Society of Certified Insurance Counselors.
An active volunteer in the
fire and rescue services, Tilden is an
internationally certified technical
rescue instructor. He is a member
of the International Association of
Arson Investigators along with their
NC Chapter, and teaches arson investigation
courses.
Panel:
John Bykowski - Secura
Mike Connor - Continental Western
Larry Jansen - Grinnell Mutual
Nick Gerhart, J.D. - Iowa Insurance
Commissioner

HOTEL RESERVATIONS
Sheraton Hotel -
Convention Facility
1800 50th Street
West Des Moines, IA
$102.00 Double or King
$122.00 Suites One or Two Room
Cut-off date is August 27, 2013
Call 888-627-8043 to make
reservation or book online at:
107th Independent Insurance
Agents of Iowa Annual Convention
https://www.starwoodmeeting.com/
Book/iiai2013
Sterling Hotel
(formerly Chase Suites)
11428 Forest Avenue
Clive, IA
$89.00 Single Queen
$109.00 Double Queen Suite
Cut-off date is August 27, 2013
Call 515-223-7700 to
make reservation
Registration Information & Policies
GENERAL INSTRUCTIONS: Anyone can attend the Exhibit Hall for free
on Wednesday night. But to receive drink tickets and participate in the
meetings on Thursday you MUST register for the Convention. Early Bird
Registration ends August 28, 2013. (See registration brochure for fees.)
CANCELLATION & REFUND POLICY: Cancellation request must be
made prior to September 5, 2013. Cancellation prior to this date will
receive a full refund. If you cancel after that date NO REFUND will
be given.
Directions
North
Follow Interstate 35 South/Interstate 80 West to the University Avenue
Exit 124. Turn left onto University Avenue and the hotel is located on
the corner of 50th and University.
South
From the Des Moines International Airport take a right onto Fleur Drive
and head south to Highway 5 North. Follow Highway 5 North to
Interstate 35 North to University Avenue and take Exit 72C. The hotel
will be on the right hand side.
East
Follow Interstate 80 West/Interstate 35 South to the University Avenue
Exit (exit 124). Turn left onto University Avenue and The hotel is located
on the corner of 50th and University. Alternately, take Interstate 235
West to the 50th Street exit. Turn right off of the exit and the hotel is
on the left.
West
Follow Interstate 80 East to the University Avenue, Exit 124. Turn right
onto University Avenue the hotel is located on the corner of University
Avenue and 50th Street.