2017 Schedule: Full Agenda

Sunday, May 21st 2017
5:30 p.m. – 7:30 p.m. Agent Summit Registration Open

Sponsored by:

5:30 p.m. – 7:30 p.m. Welcome Reception: Badge Pick-Up and Happy Hour

Sponsored by:

Monday, May 22nd 2017
8:00 a.m. – 6:30 p.m. Agent Summit Registration Open

Sponsored by:

ACE Review and Certification Test
8:30 a.m. – 12:00 p.m.
8:30 a.m. – 10:30 a.m. ACE Certification Review

Sponsored by:

10:30 a.m. – 12:00 p.m. ACE Certification Test

Sponsored by:

Pre-Conference: Reinsurance Symposium
12:00 p.m. – 3:30 p.m.
12:00 p.m. – 1:00 p.m. Lunch with Reinsurance Symposium Sponsors

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1:05 p.m. – 2:00 p.m. Panel Session

CFCs: Changes, Threats and the Regulatory Horizon

When Dealers ask about reinsurance, Agents must be armed with a working knowledge of the most common types. Join our panel of experts to break down the structure and benefits of Controlled Foreign Corporations (CFCs), also known as 953d companies.

Moderator

  • David Kaseff, CFO, MarksNelson LLC

Panelists

  • Bill Bigley, CFO, SouthwestRe
  • Matt Gibson, Vice President of Reinsurance Sales, Protective Asset Protection
  • Zack Matta, Vice President of Corporate Strategy, National Auto Care
  • Rhonda Pinkerton, Compliance Director, The Tribal Domicile
  • Andrew Weill, Principal, Weill & Mazer – A Professional Corporation
2:00 p.m. – 2:15 p.m. Networking Break with Reinsurance Symposium Sponsors

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2:20 p.m. – 3:15 p.m. Panel Session

NCFCs: Changes, Threats and the Regulatory Horizon

For our second reinsurance panel, our experts will tackle Non-Controlled Foreign Corporations. Learn how NCFCs work, how they compare to CFCs, and why each structure can be a better fit than the other.

Moderator

  • John Kerper, FSA, MAAA, Co-Owner, Kerper and Bowron LLC

Panelists

  • Brian Feldman, Executive Vice President, SpencerRe
  • John Luckett, Senior Vice President of Sales & Marketing, Resource Agent Group/First Extended
  • Jay Sharpnack, National Sales Manager, CNA National Warranty Corporation
  • Bruce Stricklin, Vice President of Operations and IT, GSFSGroup
3:15 p.m. – 3:30 p.m. Networking Break with Reinsurance Symposium Sponsors

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Agent Summit: Conference Begins
3:35 p.m. – 6:30 p.m.
3:35 p.m. – 3:45 p.m. Agent Summit Welcome Address

Speaker

  • Randy Crisorio, President and CEO, United Development Systems Inc. and Advisory Board Chair
3:45 p.m. – 5:00 p.m. Evening Keynote Address

Peak Performance: How to Increase Your Business By 80% in 8 Weeks

Research has shown that most salespeople engage in self-defeating behavior that severely limits production. You probably see this every day. Otherwise why would so many salespeople with so much talent end up in mediocrity? Almost 50% of businesses fail due to the owner’s fear of rejection. According to the Small Business Administration, 85% of the businesses started this year will fail within two years. Unfortunately, the same is true of most salespeople. It is rare for a salesperson to become a superstar. Managers only make a guess as to who will succeed and who will be looking for another job next year. But the truth is most salespeople have a working knowledge of how to sell. They just don’t sell well enough to the right people. One of the reasons for this self-sabotage is psychological fear.

In this program, you will learn how to get past the self-sabotaging fear which paralyzes most salespeople and turn it into a strength. You will learn ideas to help you set goals and use them by designing your own game plan. You will learn how to identify your sales activity and sales averages and incorporate them into a plan that will at least double your income. You will also learn a eight-week plan that will increase your production in a very short period of time.

Speaker

  • Dr. Kerry Johnson, MBA, Ph.D, “America’s Business Psychologist”

Sponsored by: EasyCare

5:00 p.m. – 6:30 p.m. Opening Reception in Exhibit Hall

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Tuesday, May 23rd 2017
8:00 a.m. – 7:30 p.m. Agent Summit Registration Open

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8:00 a.m. – 9:00 a.m. Exhibit Hall Open and Breakfast

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9:10 a.m. – 10:00 a.m. Keynote Address: Selling

No One Can Stop You But You!

Are you ready? Are you really ready to go to the next level? Are you ready to improve your life, your business and your relationships? Most people are looking for ways to make a difference. Most people are looking for ways to make an impact. Most people are ready to look themselves in the mirror and say, “I’m ready, right here and right now. I want to be more successful, more profitable, and more purposeful.” And that all starts within. Learn the tools to look within and begin the execution process today. This requires thinking differently, executing daily and dominating right where you are. That is what Walter Bond offers as your Chief Execution Officer: a catalyst for your organization to jump-start, to energize and to make your team get the passion and the know how to move forward in thinking, executing and dominating.

Speaker

  • Walter Bond, Chief Execution Officer
10:00 a.m. – 10:30 a.m. Networking Break and Book Signing

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10:35 a.m. – 11:20 a.m. Featured Tag-Team Presentation: Selling

Selling Dealers – What Prospects Want to Hear

This special tag team presentation by two seasoned and successful sales professionals seeks to break down and shed light on the key ingredients that will deliver more F&I partnerships. Methods of getting in front of prospects, building relationships through presentations and closing for the long run will be addressed. This is where the rubber meets the road!

Speakers

  • Jimmy Atkinson, COO and SVP, AUL Corp.
  • Eric “Frenchy” Melon, President of Sales, IAS
11:20 a.m. – 11:30 a.m. Networking Break

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11:35 a.m. – 12:20 p.m. Featured Presentation: Technology

Integrating the Digital F&I Process

This session is a takeoff from the obvious for those who attended NADA in New Orleans. Yes, the other name for NADA might as well been labeled “Digital.” Consumer demands for transparency and interactivity within the purchase experience will be discussed with visual displays of consumer research that command industry change. Mobile technology and relationship management tools provide the pathway to a new automotive product experience.

Speaker

  • Glen Tuscan, President, Dealer Commitment Services Inc.
12:20 p.m. – 1:30 p.m. Exhibit Hall Open and Lunch

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1:45 p.m. – 2:30 p.m. Panel Session: Technology

The Great Debate – F&I Products Online

Digital retailing is a hot topic at every automotive related conference today, and millions are being spent on research, surveys, trials and systems that might push the business we know to a new electronic frontier. We read about self-driving cars and self-selection of vehicles and F&I products online, but many are reluctant to push F&I online for fear that it will negatively impact the generation of F&I income which is so important today. Discussion and debate delivered by this panel will cross the divide! What side of the fence are you on?

Moderator

  • Brian Reed, President & CEO, F&I Expresss

Panelists

  • Phil Battista, CEO, Darwin Automotive
  • Brian Green, Vice President Corporate Business Development, Cox Automotive
  • Michelle Denogean, CMO, Roadster
  • Dylan Doran, President, Western Fidelity Insured Services, Inc.
  • Mark Thorpe, Founder & President, The Impact Group
2:30 p.m. – 2:45 p.m. Networking Break

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2:50 p.m. – 3:35 p.m. Featured Presentation: Staffing

How to Recruit, Hire and Train Agents

People are the lifeblood of any business, and the process of locating, attracting and training talent with expectations for high performance in our industry can be very challenging. This presentation will draw upon 30-plus years of experience in building successful enterprise by hiring winners with a business plan that cooks. Don’t miss the delivery of this detailed plan that may help you build your business both stronger and faster.

Speaker

  • John Braganini, Principal, Great Lakes Companies
3:35 p.m. – 4:05 p.m. Networking Break

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4:10 p.m. – 4:55 p.m. Featured Presentation: Compliance

Compliance of Today

The compliance arena is not to be underestimated. This session is critical to the Agent body keeping a Dealer and a Dealer’s staff out of the crosshairs of regulators. Expect to hear of the Agency role as a compliance monitor and not a compliance cop. A Dealer who has been burned by regulators will likely burn the violators and include the F&I provider in the process. No doubt you will hear new things in this session that will promote doing things the right way.

Speaker

  • Gil Van Over, President, gvo3 & Associates and Automotive Compliance Education (ACE)
4:55 p.m. – 5:10 p.m. Networking Break

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5:15 p.m. – 6:00 p.m. Panel Session: Protection Products

Capitalizing on Lease Opportunities

The growth of lease transactions in America can be described in a word: significant! Some markets are bigger than ever, but there are Agents missing the train that deliver hundreds of thousands of protection products each year. So, test yourself at the Summit by asking associates, “What is a good value for products per lease?” Jump on the many opportunities to cash in by adopting the ideas that come forth from this expert panel. Don’t get caught sleeping in the train station.

Moderator

  • Joshua Sonnier, Vice President of Product and Compliance, American Financial & Automotive Services, Inc.

Panelists

  • Bradford Blizzard, National Vice President of Sales, RoadVantage
  • Rick Meinke, National Sales Manager, ECP Inc.
  • Rick Roesel, Director of F&I Operations, Brown and Brown Insurance
6:00 p.m. – 7:30 p.m. Exhibit Hall Open and Evening Reception

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Wednesday, May 24th 2017
8:00 a.m. – 12:15 p.m. Agent Summit Registration Open

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8:00 a.m. – 9:00 a.m. Breakfast

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9:10 a.m. – 10:00 a.m. Featured Tag-Team Presentation: Training

Training Enrichments

Two prominent Trainers, one Agency and another independent, team up to deliver what is expected to be a memorable look under the hood at retail staff training for performance and compliance. Know that enrichment is gained as we learn from each other and the idea exchange offered by these two pros can only lead to greater sales and enhanced Agency revenue. Must attend if money is your favorite color, because there truly is NO LIMIT!

Speakers

  • Gerry Gould, Director of Training, United Development Systems, Inc.
  • Ron Reahard, President, Reahard & Associates
10:00 a.m. – 10:15 a.m. Networking Break

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10:20 a.m. – 11:05 a.m. Featured Presentation: Coaching & Development

Securing Business Through Coaching

Should you find yourself reacting to the retail chemistry in your stores, it is time to upgrade your game. This segment will define coaching and how to drive great results through F&I coaching methodology. Real-life strategies will be addressed that you can use to conduct more structured dialogue with your Dealers and their employees. The tools in this session will focus on the proactive approach to securing new business, growing existing Dealers’ production and keeping it for the long haul. Get on board the game of personal growth!

Speaker

  • Tony Troussov, Director of Training, Automotive Development Group LLC
11:05 a.m. – 11:15 a.m. Networking Break

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11:20 a.m. – 12:05 p.m. Featured Presentation: Agency Trends

M&A in the F&I Industry (Agency Principals Only)

In recent years, M&A activity for F&I administrators and agents has grown significantly.  Certain trends are driving this activity, including new money investment from private equity and consolidations to lock in distribution channels.  These deal trends present opportunities and challenges for owners, operators and investors.  In this session, there will be a discussion around the trends fueling M&A activity, how deals are valued and structured, the transaction process, and factors that may cause deals to fail to close.

Speaker

  • Gina Cocking, Managing Director, Colonnade Advisors

Sponsored by:

12:05 p.m. – 12:15 p.m. Closing Remarks

Speaker

  • Randy Crisorio, President and CEO, United Development Systems Inc. and Advisory Board Chair
2017 Advisory Board

Randy Crisorio
President & CEO
United Development Systems
and Advisory Board Chair

Tim Blochowiak
Vice President
Protective Asset Protection

Randy Pazik
President
Accelerated Profit Technologies

Kelly Price
President
National Automotive Experts (NAE)/NWAN

Brian Reed
President
F&I Express

Michael Tuno
President
World Class Dealer Services
ARMD Resource Group