The Big I Maryland Annual Conference is scheduled for November 18th at the Maritime Conference Center in Linthicum Heights, MD. Mark your calendars and join us for our one day conference full of forward-thinking and tactical sessions designed to help you gain the knowledge and skills you need to better serve customers and differentiate your agency. Find additional information regarding our upcoming event below!

Friday, November 18th

7:30amRegistration Desk Opens

10 Ways We Hurt Our Sales Process (1hr CE - pending)

Speaker: Kelly Donahue-Piro, Agency Performance Partners

9:30am-9:45amBREAK (Network w/ Exhibitors)

Navigating the Resistance to Change - For Insurance Professionals (1hr CE - pending)

Speaker: David Dillon, Watney Insights Network

10:45am-11:00amBREAK (Network w/ Exhibitors)

Time Management: Are You Sick of Hearing the Word Busy In Your Insurance Agency? (1hr CE - pending)

Speaker: Kelly Donahue-Piro, Agency Performance Partners

12:00pm-1:00pmLunch Break 
1:00pm - 1:30pmNetwork w/ Exhibitors

Weathering the Disaster: A Step-by-Step Interactive Presentation on How to Handle a Data Breach (1hr CE - pending)

Speakers: Spencer S. Pollock, McDonald Hopkins Law Firm & Chris Loehr, Solis Security


BREAK (Network w/ Exhibitors)


Insurance Data Security Model Laws (1hr CE - pending)

Speakers: Kelly Campbell, McDonald Hopkins Law Firm

3:45pm - 4:00pmDoor Prize Drawings

#BigIMD #MDBigIAnnual


Session & Speaker Information

10 Ways We Hurt Our Sales Process

44% of salespeople give up after 1 follow up and 80% of sales require 5 follow ups. Knowing the statistic, who do we need to do to overcome it? The answer is spend time sharpening your sales process through training and execution. We will explore the best strategies for prospecting, vetting a deal, account rounding at the point of sale and asking for the business. In addition, we will work through how to combine marketing, referrals and a personal brand into your very own ridiculously amazing sales process. Everyone has to buy insurance and this process will show you how to get them to buy it from you!

Time Management: Are You Sick of Hearing the Word Busy In Your Insurance Agency?

There will never be more time in the day, but we can make more of our time. 5 Minutes saved every day equals more than 20 hours saved per year. However, many agencies are spending the bulk of their time on clients who are not profitable. We couple that with inconsistent processes and workflows that are holding back your team's time. In this session, we review the top time management strategies your agency can embrace today to better manage their time. When there is more time your follow ups, cross sales and team stress level gets reduced!

Navigating the Resistance to Change - For Insurance Professionals 

We have all had to navigate significant change the past two years, and there is more to come. This affects us both personally and professionally.

The Insurance business has been strong, but the agency team has worked through significant change. Let's face it, at times the support has not been what we would all like it to be. 

To help navigate the natural resistance to change we will introduce a proven tool anyone on the team can start using immediately, regardless of the role in the agency. The tool is great for change challenges in your personal life also. This will be an interactive session, so come prepared to work through exercises so you can gain actionable insights. 

Weathering the Disaster - A Step-by-Step Interactive Presentation on How To Handle A Data Breach

Hackers know our mentality: “it won’t happen to us,” “we don’t need to spend time preparing,” “we don’t have the information they want.” Unfortunately, organizations hold the keys to the vault containing the new currency: information. Hackers know this, have the tools to penetrate your systems and seek to cause havoc. Once inside, hackers will take your client and employee information to drain bank accounts, put people in collection, release sensitive medical information, seek to exploit your organization, hold it, hostage, and destroy its reputation.

This presentation will provide the tools to implement a proactive, decisive, and aggressive approach to dealing with cyber threats to prevent and mitigate the harm after a data breach. The speakers will use a breach specific scenario that injects facts as the talk progresses, highlighting the critical steps to take during a data breach. The presentation will be interactive and involve audience members split into small groups to discuss specific fact scenarios of real-world data breach examples. 

Key takeaways from the presentation:

  • Experiencing a mock breach simulation to gain a deeper understanding of how a data breach response works;
  • Insight from experienced legal and cybersecurity specialists for key considerations and mistakes during a data breach; and
  • Taking the practical steps gained back to your organization to prevent and mitigate the harms of a potential data breach.

Insurance Data Security Model Laws

This presentation will address the legal and technical requirements in the various Insurance Data Security Model laws along with providing a current legislative update about additional states enacting similar laws.

Key takeaways from the presentation:

  • Understanding the legal requirements, the timeline for implementation, and financial and reputational fallout for noncompliance;
  • Insight on the technical aspects of complying with these laws, potentially catastrophic effects of not taking cybersecurity seriously, and simple steps to better protect your company; and
  • Learning about the additional states aiming to pass their own insurance data security model laws.

Our Mission

To ensure the success of independent insurance producers and agency staff throughout Maryland by providing access to a suite of top tier products and services.

     2408 Peppermill Dr., Ste A Glen Burnie, MD 21061

     (410)-766-0600


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