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Independent Insurance Agents of Virginia, Inc.
Independent Insurance Agents of Virginia, Inc.
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Friday, 04/18/2014email print

AIAO - Associate in Insurance Agency Operations


Attend all eight days (2 days a month) to earn the AIAO designation or attend the day topic that appeals to you!

9 am - 4 pm


This dynamic program is designed to provide insurance agency owners, producers and managers with the planning, sales and service expertise necessary to build successful independent agency operations.  Position your agency for continued growth and success.  This comprehensive curriculum is designed for those who seek the tools and strategies that will allow their agencies to be attractive business partners for top national and regional agency carriers.



 -- Create vision & strategic business plan for your agency

 -- Learn how to motivate your staff and create a “team” environment

 -- Create a sales culture & customer focused employees within your agency.



Member/ Non-Member


AIAO Day 1 (6 P&C/L&H)
 Edgar J. Higgins Jr. CPCU  

 - Strategic Planning Process Steps
 - Vision–different marketing strategies for different audiences
 - Planning & Goal Setting
 - Integrating technology
 - Agency Business Development
 - Strategic Planning for Paperless Environment

 $150/ $300


AIAO Day 2 - Strategic Planning (6 P&C/L&H)  
 Robert Lieblein

 - Effective Strategic Planning Techniques
 - Organizational & Compensation Strategies to Increase Shareholder Value
 - How to Use Valuation as a Management Tool
 - How to Price & Structure Acquisitions

In today’s quickly changing insurance market, the ability of independent agencies to not only survive but to prosper is often tied to the ability of an agency to effectively execute and implement a business plan that incorporates four key objectives: strategic, operational, organizational and financial objectives. During Day 2 of the seminar we will focus on key topics that are designed to enhance shareholder value and provide detailed information on how agency owners can more effectively grow their agencies under any market conditions.

 $100/ $300


AIAO Day 3
Business Management Group - Hartford School
Marie Alvarado    Christopher Hornak 

    Trust is the foundation of all successful professional relationships.  By beginning with establishing trust and rapport, you can develop relationships that will enable you to meet your career goals. Attend this seminar to change your approach to gain different results.     
     Most of you work in settings where your managers have high expectations of you, and where your organizations require that you do more, better, faster, with less. The best way to meet those challenges is by creating strong teams, supportive relationships, and a cooperative work environment. By beginning with establishing trust and rapport, you can develop relationships that will
enable you to meet your career goals.

Change your approach to gain different results
 - Apply principles for building trust and rapport in relationships

 $100/ $300


AIAO Day 4 (5 P&C/L&H)
 Elvin Taylor Jr. AAI, AIP & Sam Revenson  

 Consultative relationships & sales
 - Risk management consulting
 - Seven phases of personal sales planning
 - Cost to quote and the numbers game
 - Target marketing

 $100/ $300


AIAO Day 5  (3 P&C/L&H)
  Elvin Taylor Jr. AAI, AIP  

 - Discovering your clients needs
 - Successful presentations
 - Great negotiators

 $100/ $300


AIAO Day 6 (1 P&C/L&H)
 Lisa Harrington 

 Managing the sales process
 - Creating a sales culture in your agency
 - To close or not to close - getting past objections

 $150/ $300


AIAO Day 7 (1 L&R, 2 P&C)
 Charlyne Meinhard  

 Creating customer focused employees and a service environment
 - Understanding & satisfying customer expectations
 - Improve customer feedback & problem solving

 $100/ $300


AIAO Day 8 (2 P&C/L&H)
 Charlyne Meinhard   

 Design competency model for excellent CSR
 - Interview guide to how to select the best employee
 - Setting goals and expectations for your staff
 - Resolving performance problems
 - Motivating your staff

 $150/ $300




Richmond Recommended Hotel  

Includes Complimentary Hot Buffet Breakfast and  Welcome Home Entrée Dinner Buffet each Monday-Thursday evening. 

IIAV reduced rate $99


Independent Insurance Agents of Virginia, Inc.

8600 Mayland Drive
Richmond, VA 23294
1-800-288-4428 / 804-747-9300

804-747-6557 (fax)

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