Sunday, October 21

 
1:30pm - 3:30pm Exhibitor Move-In/Registration   |   North Pre-Function Lobby

2:30pm - 3:30pm IIANC Annual Meeting & First Timers Reception   |   Oleander A (lower level)
Is this your first IIANC Annual Convention? Join us at an informal reception to meet and mingle with fellow “first timer” agents and members of the IIANC Board of Directors and staff. This a great opportunity to become familiar with the convention layout, learn what to expect and how to make the most of your time at the Annual Convention. 

During the IIANC Annual Meeting, we will review the business of the association for the past year, including PAC and finance reports. We will also recognize and remember those members we have lost in the past year during the Resolution of Respect. 

3:30pm Agent Registration/Networking Hall Opens   |   North Pre-Function Lobby & Atlantic Ballroom 5-8 & Tides 1 & 2

3:30pm - 6:00pm                                        Networking Reception with Exhibitors   |   Atlantic Ballroom 5-8 and Pre-Function
Let's kick off the convention in style with our exhibitors! Join us in the Networking Hall for drinks, refreshments and networking with vendors as it officially opens for business.

6:00pm Dinner on Your Own 

8:30pm - 10:00pm  Pickin' on the Patio   |   Marriott Courtyard
The networking doesn't stop with dinner! As you return to the hotel, make sure to stop by the Marriott Patio for a late-night snack, games, and an acoustic guitarist performance. It's the perfect spot for some informal networking with beautiful beach views!


Monday, October 22


6:00am  Group Fun Run/Walk 
Meet in the Marriott Lobby for a fun run/walk to get the day started right! 

7:30am - 12:45pm                        Registration Open   |   North Pre-Function Lobby 

7:30am - 8:30am Breakfast with Exhibitors   |   Atlantic Ballroom 5-8 and Pre-Function
Join exhibitors and colleagues for breakfast in the Networking Hall.

8:30am - 10:00am Opening Ceremony & General Session   |   Atlantic Ballroom 1-4 
The Digital Consumer: How Today's Buyer has Changed and What Your Business Must Do About It
Speaker: Marcus Sheridan, Marcus Sheridan International

More than any other time in the last 100 years, the buyer of today has made a dramatic shift in the way they make purchasing decisions. Unfortunately, many agencies haven’t adapted to this shift and are not prepared for the continual evolution of this “digital consumer.” In this talk, Marcus Sheridan brings clarity to the way buyers have changed and exactly what agencies must do to, not only align themselves with this shift in buyer patterns but take advantage of the digital age as well.  If you like to be engaged, challenged, and moved, you’ll love this keynote with Marcus Sheridan! 

Attendees will learn the shift that has happened with today’s buyer and what that means for sales and marketing departments going forward, discover exactly what types of content and messaging move the sales needle and truly get results, and find out how video and visual learning is impacting the buying process and what organizations must do to be seen as a “media” company.

10:00am - 10:30am Networking Break with Exhibitors   |   Atlantic Ballroom 5-8 and Pre-Function

10:30am - 11:45am General Session   |   Atlantic Ballroom 1-4 
The DNA of Success
Speaker: Stephen Harvill, Creative Ventures

In one of the latest strategic platforms from Stephen Harvill and the Creative Ventures team, we share the results of a  The DNA of Successstudy into the leadership teams of seven different industries, presented in a multimedia and interactive platform that will challenge your perception of impactful leadership!

The study resulted in a simple discovery – 11 shared behaviors that are directly connected to both individual and corporate success. These 11 behaviors cross-industry barriers, providing a menu driven model that creates a mechanism for success.

Key takeaways:
-Become Architects of Time
-Recognize the Power of Experimentation
-Transformation vs. Transition

This cutting edge data creates a key foundation for the development of your leadership model!

11:45am - 12:00pm
 
Networking Break with Exhibitors   |   Atlantic Ballroom 5-8 and Pre-Function
12:00pm - 1:00pm
 
Breakout Sessions   |   Atlantic Ballroom 1-4 and Tides Ballroom

Workshop - Deeper Dive into Today's Digital Consumer
Speaker: Marcus Sheridan, Marcus Sheridan International
Join Marcus Sheridan in a smaller, workshop setting where he will dive deeper into his keynote session, "The Digital Consumer: How Today's Buyer Has Changed and What Your Business Must Do About It." This workshop will leave you with actionable takeaways to transform the way your agency approaches today's digital consumer. 

21 Secrets of Million Dollar Sellers: America's Top Earners Reveal the Keys to Sales Success
Speaker: Stephen Harvill
Most organizations know the metrics used to judge the success of their sales force. What they don't know is a missing piece, it's what their sales force DOES. What actions or behaviors generated those sales and which, if any, can be repeated to generate the same success. 
-7 Different Industries
-175 Top Sales Producers Interviewed
-1,500 Answers

A simple pattern of success was discovered - The 21 Secrets of Million Dollar Sellers - 21 specific sales activities shared between industries, that can be repeated by anyone

1:00pm - 2:00pm Networking Lunch with Exhibitors   |   Atlantic Ballroom 5-8 and Pre-Function

2:00pm Exhibitor Teardown   |   Atlantic Ballroom 5-8 and Pre-Function

2:00pm - 3:30pm Pitchin' for Wishes Cornhole Tournament   |   Marriott Courtyard
Must pre-register to participate; space is limited
 
5:30pm - 6:15pm VIP IIANC PAC Contributor Reception
By Invitation Only 

6:15pm - 7:00pm Chairman's Reception   |   Atlantic Ballroom 6-8 

7:00pm - Until Night of Tribute: Awards Celebration & Board Installation   |   Atlantic Ballroom 1-5
Join us as we announce and celebrate the winners of the 2018 IIANC Annual Awards. We will also install the new officers and directors to the IIANC Board of Directors, followed by entertainment from Tim Gabrielson.  

   

Tuesday, October 23


8:00am - 10:00am               Registration Open   |   North Pre-Function Lobby 

8:00am - 8:45am Breakfast   |   Atlantic Ballroom 5

8:00am - 8:45am

VIP PAC Contributor Breakfast   |   Atlantic Ballroom 6-7
*By invitation only; this program is open to anyone who has contributed to IIANC PAC or InsurPac in 2018

Jonathan Kappler, Executive Director of the NC FreeEnterprise Foundation, will join IIANC Vice President of Governmental Affairs, Joe Stewart, for an overview of the 2018 elections, covering key legislative and congressional races to watch in North Carolina. They will also provide insights on how the state's political landscape will continue to change heading into the 2020 elections, when we will have races for president, U.S. Senate, Governor, and the entire Council of State, as well as select the legislators who will redraw every state legislative and congressional district using data from the 2020 Census. 

Want to attend this outstanding, exclusive presentation but aren't a current contributor to IIANC PAC and InsurPac? That's an easy fix. Click here to make a secure online contribution to both PACs. We ask that you make as generous a contribution as possible, but many first-time contributors start at the Founder Level at $180, paying monthly installments of just $15 charged to a personal credit card. 

Questions? Contact Joe Stewart, IIANC Vice President of Governmental Affairs, at jstewart@iianc.com
    
8:45am - 10:00am General Session   |   Atlantic Ballroom 1-4
Industry Update
Speaker: Doug Smith, Executive Vice President of Sales & Products, Erie Insurance Group
Tech innovation, ever-changing customer expectations and new competitors are reshaping our business. Understanding those forces – and the challenges and opportunities along for the ride – is key to taking your business into the future, equipped to compete. And win. 

Legislative Update
Speaker: Charles Symington, IIABA
We will welcome Charles Symington, Senior Vice President for External, Industry, and Governmental Affairs for the Independent Insurance Agents and Brokers of America, as he shares his insights into legislative matters in Washington, DC, that will impact us all. 
 
10:00am - 12:00pm Bonus Workshop    |   Tides 1 & 2
Generating Referrals Without Asking...5 Simple Steps to a Referral Explosion
Speaker: Stacey Brown Randall

Have you ever been told to receive referrals you just “have to ask?”  But what if you don’t want to ask?  Is there another way to build a business with new clients coming through referrals that you DON’T ask for and is consistent and reliable?  Join Stacey Randall of Growth By Referrals for a discussion on how to create a business strategy that can increase your business growth through referrals.  With more than 90% of her business coming through referrals she’s never asked for, Stacey will share the mindset, principles and strategies she teaches her online students and one-on-one clients on building a Referral Growth Model that can be executed, automated and measured.  There is a better way to generate referrals…you just need to learn how.  Let Stacey teach you. 
 
In this session, you will learn:
The Real Definition of a Referral  
Why the “Asking” Advice is All There Is 
The Referral Mindset and Who to Generate Referral From 
The Fit Between Your Client Experience and Referral Experience
The 5 Steps to Execute an Ongoing Referral Strategy in Your Business