Thursday, August 8th, 2019
9:00 to 9:30 a.m.
Key Developments in California Insurance Regulations
Senior Vice President & General Counsel, IIABCal
A fast and furious update on measures in the California Legislature and California Department of Insurance to improve the Homeowners Insurance marketplace, resolve legal uncertainty over independent contractor status, and address the new normal of wildfire liabilities.
9:35 to 10:00 a.m.
Personal Safety in an Era of Active Shooters
Chief Safety Officer, Personal Safety at Work
This session starts with a look at what active shooter is and isn't. We’ll review the real impact of active shooter from a standpoint of what are the true cost. This is important to know from a business perspective and those that write policies to insure against Active Shooter Incidents. We will look at how often Active Shooter actually occurs compared to the myriad of threats in the world every day. There is a wide variety of viewpoints about Active Shooter that simply are not supported by facts, and worst scare employee into believing that Active Shooter is likely going to happen to them. We will share facts learned through researching Active Shooter for 20 years, looking at more than 327 cases of Active Shooter, and briefly review an interview with an Active Shooter who is imprisoned in North Carolina following an Active Shooter incident he carried out.
10:05 to 10:30 a.m.
The Agent & Broker Toolkit
Director, Outreach & Education, WCIRB
The California Workers' Compensation Insurance Rating Bureau (WCIRB) will walk you through the worker’s comp tools you need to provide the answers clients are looking for, including classification, experience rating, and preparing for final audit.
10:35 to 11:00 a.m.
21 Secrets of Million Dollar Sellers: W.A.I.T
President, Creative Ventures
Great sales success is all about the application of skills. What skill sets do you bring to the job and how often are you working on getting better? Great producers are great listeners. I found this somewhat counter-intuitive. Most salespeople are taught to sell and in order to sell, they are taught to present features, strengths and a wide variety of other pieces that make their product or service superior to all the rest. They speak the language. They talk SALES. But the pinnacle salespeople in our book have found the space to LISTEN. They have developed acute listening skills and don’t fill every gap in a conversation with “pitch”.