Insurance Agencies in a New Era. The Campbell House, A Curio Hotel, Lexington, KY. June 5-6, 2017 PRESIDENT S MESSAGE

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1 Insurance Agencies in a New Era June 5-6, 2017 The Campbell House, A Curio Hotel, Lexington, KY TRANSITION a movement, development, or evolution from one form, stage, or style to another Meeting Highlights: Welcome reception at Red Mile Morning trackside event at Keeneland 7 1/2 hours of CE credit Ethics in a digital age Working lunch: Industry in Transition The PIA Partnership and your agency Perpetuating your agency Opportunity for free private session with consultant Al Diamond PRESIDENT S MESSAGE Our industry is changing. Long time agents are retiring, large agents are buying, and the traditional small town independent agent seems destined for extinction. The millennials are coming of age and don t have the same value system as the baby boomers. PIA of KY is not immune as we work to increase the value we offer our members; agency owners and employees. This year s annual meeting is the hub to connect with your peers and companies, hear from nationally recognized speakers and consultants and learn about our membership changes and unlimited CE product, CE Pass. See you in Lexington. I promise this will not be a typical annual meeting!

2 Monday, June 5 th, 2017 Time Event 3:30 PM Board Meeting at the Hotel 5:30 PM Welcome Networking Reception & Company Mixer at Red Mile A Night at Red Mile 5:30 PM 1200 Red Mile Rd, Lexington, KY Our welcome event, the networking reception combines a chance to meet up with your colleagues from all over the state, talk one-on-one with experts in tech and other fields and to see what companies have on offer for PIA members. A short distance from The Campbell House, join us in the beautiful atrium area, which is located close to all the action, including the casino. If you haven t been to Red Mile recently, then you ll be impressed! Red Mile is the oldest harness track in Kentucky and home to simulcast wagering. The all-new Red Mile now offers 900 Instant Racing terminals. Pairing video with the excitement of horse racing, Instant Racing provides an immersive pari-mutuel wagering experience.

3 Tuesday, June 6 th, 2017 Time Event Speaker CE Credits 6:30 AM 7:30 AM Track Side at Keeneland Host: David Thornton, CIC 9:00 AM 12:00 PM Ethical Challenges in the Digital Age Mark Reilly, CPCU, CIC, CRM, Sales Director, Instructor and Consultant at inbuzz Group 3 KY CE credits Working Lunch/Annual Meeting Jared Morgan, CIC, CRM, President PIA of Kentucky Industry in Transition 12:00 PM 1:00 PM Maximize Your Agency s Success through PIA National Benefits Alexi Papandon, CAE, Senior Vice President, Products & Services, National Association of Professional Insurance Agents AFTERNOON SESSIONS: AGENCY MAPPING JOURNEY 1:00 PM 4:00 PM Perpetuation and Succession Planning for Agencies Al Diamond, President, Agency Consulting Group, Inc 3 KY CE credits 4:00 PM 5:30 PM Internal Perpetuation Methods for the Independent Agent Al Diamond, President, Agency Consulting Group, Inc. 1.5 KY CE credits Track Side at Keeneland 6:30 AM 7:30 AM 4201 Versailles Rd, Lexington, KY Want to know what it really takes to be in thoroughbred racing? Our own David Thornton will host this special early-morning event, as we see what s involved with a Kentucky thoroughbred work out. Get an inside perspective from the trainers, jockeys and owners.

4 The Campbell House, Curio Collection by Hilton Call or visit thecampbellhouse.com for reservations South Broadway Road, Lexington, KY Nestled in the heart of horse country, The Campbell House Lexington, Curio Collection by Hilton combines exceptional service, modern amenities and rich history with a classic elegance. Our hotel was built in 1951 but has recently undergone a multi-million dollar renovation creating an updated property with plenty of new features. Touted as one of the finest hotels in Kentucky, The Campbell House offers award-winning dining, an indoor heated pool and impeccable southern charm. Networking attendees will enjoy discovering Kentucky bourbons while listening to live music at Bogart's Lounge. Ethical Challenges in the Digital Age 9:00 AM 12:00 PM 3 KY CE Hours Mark Reilly, CPCU, CIC, CRM This three hour course will discuss the challenges that agencies and their staff face in this era of Digital Darwinism. The class will cover consumer behavior and agency responsibility in the virtual and physical marketplace. What are the ethical challenges that agents and agencies face in this new economy. Case studies will explore: The challenges of ethically and professionally communicating our complex solutions with mediums that only allows 144 words; Looking at the issues that arise personally and professionally from the social media society that we live in; How does technology affect the way we deal with and protect our clients and agency? Mark Reilly, CPCU, CIC, CRM, is Sales Director, Instructor and Consultant at inbuzz Group. Mark has been the owner of an independent insurance agency for nearly 30 years. He is a well sought-after speaker and teacher in the insurance industry. His first adapter approach to technology has made him a thought leader in insurance digital marketing and an expert in sales.

5 Working Lunch/Annual Meeting 12:00 PM 1:00 PM Industry in Transition Jared Morgan, CIC, CRM, President PIA of Kentucky Hear about some of the exciting changes coming to PIAK, as our expanded offerings provide more options for agents and agencies to thrive in Kentucky now and in the future. Jared Morgan, CIC, CRM, is President of American Church Group of KY located at 621 Broadway, Paducah, KY He is currently serving as President of PIA of Kentucky. Jared is an early tech adapter. He is passionate about implementing technology to be more productive and to better serve clients. Maximize Your Agency s Success through PIA National Benefits. Alexi Papandon, CAE, Senior Vice President, Products & Services, National Association of Professional Insurance Agents Your Kentucky PIA membership gives you full access to all PIA national benefits. As Senior Vice President, Products & Services for PIA, Alexi will give you a deeper understanding of not only what is available, but how to use these powerful tools to put your insurance career on the fast track to success. Alexi will also give us the latest news on PIA s recommendation to abolish the Federal Office of Insurance, and how that will benefit agencies and their clients. Alexi Papandon, CAE, is Senior Vice President, Products & Services, National Association of Professional Insurance Agents. In his current position, Alexi creates member benefit programs for PIA members and oversees PIA National s marketing and insurance sales operations. He spearheads PIA s sponsorship and advertising sales program. Alexi continues to run the PIA Branding Program and every spring he puts together the annual PIA Agency Marketing Guide.

6 Special Two-Part Afternoon Session: AGENCY MAPPING JOURNEY Al Diamond, President, Agency Consulting Group, Inc. Brought to you by: Perpetuation and Succession Planning for Agencies 1:00 PM 4:00 PM Transitioning an agency from one generation of owners to another is something that most agents do only once in their career. This session will explain the various methods of perpetuating agencies internally and externally to provide the best results to both the successors and to the perpetuators. It will also explain the purpose and methods of Contingency Buy/Sell Agreements, unilateral and bi-lateral to protect agents from crisis-controlled agency perpetuation. Internal Perpetuation Methods for the Independent Agent 4:00 PM 5:30 PM Learn strategies for identifying training and implementing agency succession and developing contingency buy/sell agreements to remedy crisis situations in the event of the death or disability of an agency owner. Al Diamond, President, is President of Agency Consulting Group, Inc., a national consulting firm for insurance agencies since 1985 A consultant for over 35 years, Al has spent over 45 years in the insurance industry. He is the author of THE PIPELINE, a national newsletter for agency principals and industry executives. He has been a professional speaker for hundreds of agency groups, and has a long-term contract with PIA to provide Succession and Perpetuation seminars and to provide subsequent support for agents.

7 Explore Lexington! We ve given you a pretty full schedule, but we hope you can come early and/or stay late in the Horse Capital of the World. As locals know, Lexington is a vibrant city nestled in the heart of Kentucky's famed scenic Bluegrass Region. Just minutes from the center of town are acres and acres of manicured pastureland, miles of white fences, magnificent barns, dozens of ways to see horses, the 1,200 acre Kentucky Horse Park, the Thoroughbred Training Center, Keeneland Race Course and more. NEARBY ATTRACTIONS: Commonwealth Stadium Keeneland Race Track Kentucky Basketball Academy Red Mile Harness Race Track Sullivan University, Lexington The Arboretum University of Kentucky Woodford Reserve Bourbon Distillery Kentucky Horse Park When you re in the Horse Capital it only makes sense to visit the Kentucky Horse Park. Tickets include admission to the worldrenowned International Museum of the Horse, an affiliate of the Smithsonian Institution, the American Saddlebred Museum - the Showplace for Saddlebreds, and our beautiful grounds year-round. During the summer and shoulder seasons, guests will also enjoy our Horse-Drawn Tour and equine presentations throughout the day. Kentucky Bourbon Trail Take the legendary Kentucky Bourbon Trail road trip and stop in on ten of the state s distilleries including Maker s Mark, Jim Beam, Bulleit, Four Roses, Town Branch, Wild Turkey, Evan Williams, Heaven Hill and Woodford Reserve (don t forget to pick up a Kentucky Bourbon Trail Passport). The Kentucky Bourbon Trail is a journey that lets you experience the bourbon making process, learn about the recipes, view the facilities, amazingly Download the Kentucky Visitor s Guide for more!

8 Thank You to Our Partners! PLATINUM GOLD SILVER BRONZE