8:00 a.m. – 11:15 a.m.
Concurrent Programs

The VU Top 10 Countdown
Bill Wilson, Jr. CPCU, ARM, AIM, AAM, Director, Independent Insurance Agents & Brokers Virtual University
Join Bill as he counts down the most popular “ask the expert” questions submitted to the Big “I” Virtual University. Approved for 3 hours P/C Michigan CE credit, Course Code: 58382, Provider #0007.
Sponsored by Grange Insurance

Agency Financial Management – Critical Components
Mary Eisenhart, CPCU, ARM, ARe, RPLU, CIC, CPIW Eisenhart Consulting Group, Lincoln, Nebraska
Protecting your financial investment/asset and assuring top agency value today and in the future, hold the key to your success. The financial management of your agency can provide a very real competitive advantage because so few agencies do what is necessary to maximize their profitability. In today’s economy, understanding the true “cost of sale” and how it determines the profitability of your accounts and, ultimately, your agency, is critical. This knowledge helps take the emotion out of the “hard” questions and decisions – what accounts should we write; who should handle them; defining performance and measuring it; and establishing standards, rewards and consequences. Approved for 3 hours Any Line Michigan CE credit, Course Code: 58492, Provider #0007.
Sponsored by Progressive Insurance

8:00 a.m. – 4:15 p.m.  (full-day session)

Insurance Agency E&O Risk Management
Phil Davis, Portage, Michigan
Independent agents are in the risk management business, and that includes our own E&O exposure. Phil will share with you the leading causes of E&O claims in Michigan, including coverage traps and tricks, as well as spending time on risk analysis and exposure identification, and how this all impacts the agency automation today. Approved for 3 hours Any Line and 3 hours Ethics Michigan CE credit, Course Code: 58380, Provider #0007.
Sponsored by Citizens Insurance Company

11:30 a.m. – 1:15 p.m.
Conferment Lunch
Join us as we honor those who have earned CIC, CRM, CSRM and CISR distinction! We’ll also recognize AAI graduates and college students for their achievements through MAIA and other industry-sponsored scholarships. Sponsored by Auto-Owners Insurance Company

No-Frills Box Lunch
Network and relax while enjoying a boxed lunch.
Sponsored by Arlington/Roe & Company

1:30 p.m. – 4:45 p.m.
Concurrent Programs

The Adventures of ACE Insura, Claims Detective
Bill Wilson, Jr. CPCU, ARM, AIM, AAM, Director, Independent Insurance Agents & Brokers Virtual University
Solving Insurance claims that have baffled adjusters for years, ACE Insura is a legendary claims detective – part Sherlock Holmes, part Inspector Clouseau! ACE will uncover how to research and make a case for a claim being covered as he solves The Case of the Holey Insurance, The Case of the Cement Shoes, The Case of Something or Somebody Stinks, and more! Approved for 3 hours P/C Michigan CE credit, Course Code: 58381, Provider #0007. Sponsored by AAA Michigan

Expanding Scope of Agency Operations – Tips for Keeping Up

It’s not just “office management” anymore! Technology has pushed agency operations into the forefront in scope and complexity; yet it is almost never handled by an owner, and rarely does one individual with real authority have a complete grasp or the ability to coordinate all agency operations components. This is affecting the profitability and effectiveness of most agencies. We’ll identify the scope and components; the criteria for hiring/developing an operations manager; and effective ways smaller agencies can best address operations issues and remain competitive. Approved for 3 hours Any Line Michigan CE credit, , Course Code: 58491, Provider #0007.
Sponsored by Frankenmuth Insurance

Afternoon Coffee/Class Break
Sponsored by Accident Fund Insurance Company of America

5:00 p.m. – 6:00 p.m.
PAC Reception  Sponsored by Enterprise Rent-A-Car

5:45 p.m. – 6:30 p.m.
President’s Reception
An annual tradition, the President’s Reception provides a cordial networking opportunity and a chance to mingle with friends and associates.
Sponsored by Progressive

Convention Photographer
Sponsored by Hastings Mutual Insurance Company

Consumers and Insurance in a Digital World
Dave Walker, AAI, CIC, LIC, Hartland Insurance Agency, Hartland, Michigan
The internet is changing the buying habits of insurance consumers from the “Greatest Generation” to Millennials. Learn what current market research tells us about how consumers shop, the roles search engine optimization and internet marketing play and how your agency can compete in this changing insurance marketplace. Approved for 2 hours P/C Michigan CE credit.
Sponsored by SMART I.T. Services, Inc.

Michigan Legislative Update
Scott Hummel, MAIA VP Government Affairs/Membership and Bob Pierce, MAIA CEO
No-Fault Reform/PIP Choice…Health Care Reform: Navigators vs. Producers…Credit Scoring Consumer Protections…Pilot Low-Cost Auto Insurance Policy…Motorcycle Helmet Mandate Repeal…and more will be covered in this fast-paced update on key Michigan legislative insurance issues. Learn how these would impact your agency and your insureds. Approved for 2 hours Any Line CE, Course Code: 58490, Provider #0007. Sponsored by The Motorists Insurance Group

Practical Insurance Ethics
Phil Davis, Portage, Michigan
Spending time examining ethical behavior from both the viewpoint of the consumer as well as within the insurance industry is time well spent. Is ethical behavior black and white, or shades of gray? What are your “money-ethics? Using various studies and surveys, Phil will examine insurance fraud with emphasis on consumer attitudes toward the industry, and the effect of that attitude on the commission of fraud. Approved for 3 hours Ethics Michigan CE credit, Course Code: 57474, Provider #0007.
Sponsored by Citizens Insurance Company

Afternoon Coffee/Class Break Sponsored by Allied Insurance

4:30 p.m. – 6:30 p.m.
Exhibitors’ Reception
Come back and visit with those vendors you missed at lunch – and claim your prizes!
Sponsored by Paul Davis Restoration and Remodeling
Exhibitors Bar Sponsored by PREMCO Premium Finance Corporation

7:00 p.m.
Hospitality Suites
Please note: your Convention badge is required for entrance into all Hospitality Suites.