Meet the Experts...
Forum Members have the unique opportunity to attend presentations given by top experts in the industry. The Forum's line-up of speakers includes the following:
Burand & Associates, LLC 215 S. Victoria Ave., Suite E |
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Chris Burand is president and owner of Burand & Associates, LLC, a management consulting firm specializing in the property-casualty insurance industry. Chris is recognized as a leading consultant for agency valuations, cost of sales studies, producer compensation plans, expert witness services, E&O carrier approved E&O procedure reviews, and agency operation reviews. He also provides the acclaimed Contingency Contract Analysis® service and has the largest database and knowledge of contingency contracts in the insurance industry.
After working with hundreds of agencies, as a company representative and as a consultant, Chris has broad experience and a wealth of knowledge which he brings with him into every agency. His insight enables him to create specific solutions that meet each individual agent’s needs. Chris focuses on helping agents possessing a strong desire to be the best reach their goals.
Chris established Burand & Associates in 1992 (originally known as Growth Planning). Since then, he has been a featured speaker across the continent at more than 170 seminars and educational programs. He has also been published more than 150 times. He is a columnist for American Agent & Broker and his articles have appeared in Rough Notes, The National Underwriter, A.M. Best, and many regional insurance publications. He also publishes Burand’s Insurance Agency Adviser for independent insurance agents.
Sound Marketing, Inc. 205 Spring Lane |
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A marketing, customer service and communications specialist, author and speaker, Jack Burke is the president of Sound Marketing, Inc., based in Branson, Missouri.
Jack Burke is the published author of Relationship Aspect Marketing (Silver Lake), Creating Customer Connections (Merritt/Silver Lake), Get What You Want (Silver Lake) and contributing author to Best of Class (Executive Excellence). He also writes the monthly "Connections" column for The Automated Agency Report, hosts and produces the monthly Audio Insurance Outlook, and serves as the editor of ProgramBusinessNews, a tri-monthly electronic newsletter to 50,000 insurance executives through the marketing search engine ProgramBusiness.com.
As a marketing and communications expert, Jack has been featured on CNBC News, Los Angeles KTLA-5's Making It show, Los Angeles KCAL-9 News, Automotive Satellite Television News, Microsoft Partner Webcasts and the electronic Small Business University (Digivent.com).
Jack's credentials over 30 years of successful corporate experience include: President and founder of Sound Marketing, Inc.; Director, Hertz Corporation's North American Retail Car Sales; National Sales Manager of National Coach Corporation, Radio & Television News Broadcaster; and award-winning sales and sales management. As the founder of Sound Marketing, he has been acknowledged as the developer of such innovative programs as California's Audio Ballot Pamphlet, Delivery Tapes for the automobile industry and a "Talk-Radio" style of audio marketing programs for business. Sound Marketing has also specialized in the insurance industry, producing thousands of audio and video programs for insurance associations, companies and agencies.
Behavioral Sciences Research Press
12803 Demetra Drive
Dallas, TX 75234
972/243-8543
www.bsrpinc.com
jacqueline_calder@bsrpinc.com
Why do so many talented, capable agents fail to deliver on what they promise in the interview? Join Jacqueline Calder for a lively introduction to the dimly lit world of sales call reluctance. You will learn how to see and hear call reluctance during your pre-hire interview.
Based on 30 years of mainstream, psychological research, Calder’s presentation features “inside information” about what modern research has revealed about what really separates high-level producers from performance misfires. Proven, practical, and authoritative, Calder’s presentation enables you to spot hidden production-limiting barriers holding your sales production hostage and what’s hiding behind those never-ending requests for more sales supports and much more.
Jacqueline Calder is senior sales specialist at Behavioral Sciences Research Press, publisher of the pioneering psychological sales assessments used by more organizations world-wide to manage sales call reluctance than any other procedures.
Educated in psychology, and experienced as a consultant, Australian-born Calder brings a unique perspective and a passion for the sales profession to the obstacles agents and their managers must overcome to reach the next level.
C.R. Ekern & Company 3104 East Camelback Road, Suite 544 |
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With over 23 years of experience as an Insurance Agent/Broker, Rob Ekern provides clients with a unique perspective. He started a Midwestern based Independent Insurance Agency from scratch at the age of 24. One of the first CNA High Performance Agents, Rob served on various agency advisory panels. He was also active in State Big I and PIA activities.
After selling his agency, Rob joined Corroon & Black in Phoenix as an Account Executive responsible for new business development. Later he was appointed a Managing Director for a newly formed unit, Corroon & Black National Resources Division. His responsibilities included working with offices and production people across the United States in the development of consultative revenues.
With the merger of Corroon & Black with Willis Faber, the National Resources Division was disbanded. Rob returned to the Phoenix Willis Corroon office, in the role of Major Accounts Development. During a three year period he produced over $600,000 in new revenues, earning the Willis Corroon Exceptional Producer Designation. His best production year developed over $350,000 of new middle market commissions and fees.
An accomplished speaker and published author, Rob is considered an industry expert in the area of Consultative Brokerage™ Production. His firm provides clients with the tools necessary to differentiate themselves outside the commodity environment. This is critical to the future success of agents and brokers as buyer expectations continue to increase.
Applied Records Management
P.O. Box 93923
Albuquerque, NM 87199
505/249-4407
www.appliedrecords.com
mark@appliedrecords.com
Mark Fidel is the owner of Applied Records Management. He is dedicated to keeping businesses safe and legal through effective and efficient information management. Mark works with a company's owners and staff to review and establish the company's record retention and destruction policies and procedures. If a hardware and software solution is required in order to implement such policies and procedures, he helps his clients acquire the best system for their needs. Additionally, ARM provides litigation support and discovery management to law firms by managing records and documents in cases dealing with large quantities of discovery and potential discovery.
Prior to starting ARM, Mark was an associate attorney with the Modrall Sperling law firm of Albuquerque, New Mexico. He became a licensed attorney in New Mexico after earning his law degree from the University of Denver College of Law. Prior to becoming an attorney, Mark earned his M.B.A. degree from the University of New Mexico and a B.B.A. degree in finance from New Mexico State University.
Before attending law school, Mark was a senior financial analyst for Intel Corporation in Rio Rancho, New Mexico and Portland, Oregon. In his last assignment at Intel, Mark managed the controller's $80 million budget which included 800 employees based in the United States, England, Ireland, Israel, the Philippines, Hong Kong and Malaysia.
Mark currently serves in the following roles:
- a voting member of the State of New Mexico’s Judicial Information Systems Council;
- a voting member of the Technology Utilization Committee of the State Bar of New Mexico;
- Secretary and Founding Member of the St. Teresa of Avila School Foundation;
- Board Member of the Osuna Park Neighborhood Association;
- Member of the Leadership Board of the Rio Grande Division of the National Multiple Sclerosis Society; and
- Board member of Law Access New Mexico.
Employer Advisors Network, Inc. 5713 Corporate Way, Suite 101 |
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Don Phin is the President of the Employer Advisors Network, Inc. and the author of the HR That Works! series of compliance and management products. Starting in 1983, Don specialized in the litigation of employment and business cases. He represented hundreds of employees, partners and companies in that time. Don litigated wrongful termination, race and age discrimination, sexual harassment, whistle-blower, trade-secret theft, fraud, partnership dissolution and many other cases to a successful conclusion. In 1997, Don quit playing win/lose games. Completely! He realized even "victorious" employees and companies seldom win after the litigation process. He also realized blame and justification games are a poor substitute for the taking of personal and organizational responsibility. Seven years later, Don is now one of the top speakers and business authors in the country.
Don is the editor of Employment Practices Liability Consultant (EPLIC) published by IRMI and authors a monthly e-zine "Compliance and Culture" which appears on many human resource, insurance and risk management web sites. He is the author of "Lawsuit Free! How to Prevent Employee Lawsuits" and "Building Powerful Employment Relationships!". Don has co-authored with Loy Young, "Victims, Villains and Heroes: Managing Emotions in The Workplace".
Don's seminars and workshops have been delivered nationwide to such groups as the International Risk Management Institute, Insurance Marketing and Management Services, The Executive Committee, The CEO Club, The Society for Human Resource Management, Foundation of Enterprise Development, The National Human Resource Association, Moore Stephens, Financial Executives Institute, The Leadership Network, UCSD Medical Center and The National Association of Professional Consultants to Management. He frequently speaks for Insurance Agencies and their clients as part of the HR That Works! program.
Benefits of Membership
Network with executives from the nation's top agencies and brokerages. This is a rare opportunity few agents and brokers ever experience.
Learn how to run your agency more smoothly and profitably. Efficient managers spend fewer hour managing (and more time selling!).
First-hand access to the industry's most comprehensive 15-year benchmarking study.
Experience presentations by the industry's leading experts.
Share ideas freely with exclusive geographic market protection.
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