InsurEXPO22
September 27 to 28, 2022
Benton Convention Center, 301 W 5th Street, Winston-Salem, NC
About
Speakers
Schedule
Registration
Exhibitor Information
Hotel Information
About the Event
**Note: online registration is now closed. If you'd like to attend InsurEXPO, you may register on-site at the Benton Convention Center.**
Join a community of independent insurance agents eager to come together to advance their industry knowledge and expertise, sharpen their skills, expand their networks, and pursue innovation to transform ideas into action.
InsurEXPO22 is an event brimming with opportunities. Whether you're looking to connect with 125+ exhibiting companies and vendors in our Networking Hall, or you want to learn from both well-known and emerging industry experts, there is something for everyone at North Carolina's largest and most highly-anticipated insurance industry event.
Contact Information
Allyson Knott, CMP
Event Speakers
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Mark CritesReagan Consulting
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April Sunshine HawkinsStoryBrand
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Jason Sabo, TRADirector of Agency Development, IIANC
Cary, NC
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Randy SchwantzThe Wedge Group
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Sheldon Snodgrass, MBAOwner, SteadySales.com
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Crystal Washington, CSP -
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Roy Williams -
Eugene StarksImmediate Past-President, NAHU
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David SaltzmanFounder/CEO, The Saltzman Group
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Don HildBlue Moon Benefit Group
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George Robertson, CISRTechnology Consultant, IIANC
Cary, NC
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Corey FurmanPresident, Boone Drugs, Inc.
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Courtney HerringLead Director, Government Affairs, CVS Health
Schedule
Explore the schedule by expanding the dates below.
Tuesday, September 27, 2022
8:00am – 9:00am
Exhibitor Setup
9:00am - 5:00pm
Agent Registration Open
9:00am
Networking Hall Opens to Agents
9:30am – 10:15am
New Member Meet & Greet (by invitation only)
9:30am - 10:30am
NCAHU (North Carolina Association of Health Underwriters) Sessions*
Why Leadership Matters* (Speaker: Eugene Starks)
The concept of Leadership is challenging for most of us. But volunteer leadership can be (and is) one of the most challenging AND rewarding thing many of us will ever do. Eugene will discuss why "Leadership" is more important in our jobs, our industry and in our communities, now more than ever before.
Your Brand Is Not the Hero* (Speaker: David Saltzman)
The classic mistake brands make is positioning themselves as the hero of their clients’ stories. Doing that is one of the best ways to confuse prospects and clients and lose sales. In this session, you will learn how successful marketers and salespeople use a 38,000-year-old, 7-point strategy to craft explicit, compelling stories where the client is the hero, and is drawn to a plan that helps them achieve success.
10:45am – 12:00pm
Opening General Session: Clarify Your Message So Customers Will Listen: How the Power of Story Can Grow Your Business
Speaker: April Sunshine Hawkins
Most leaders, marketers, salespeople and managers struggle to explain what they do. It's not because they aren't smart, hard-working or likable, it's because they aren't communicating clearly. StoryBrand helps companies understand what customers are looking for so they can tell their story in such a way people listen. The human brain is drawn to CLARITY and away from confusion. If customers are confused about what you offer, they'll look past you for somebody who can say it clearly. Once you clarify your message, your company will begin to grow.
12:00pm – 1:30pm
Networking Lunch with Exhibitors
1:30pm – 2:30pm
Breakout Sessions (choose one)
Option #1: Creating a Captivating One-Liner
Speaker: April Sunshine Hawkins
When you're networking and somebody asks, 'So, what do you do?' are you confident your answer is simple and easy to understand? Or do you feel like you could be oversimplifying or overcomplicating things with your response?
In this session, you will create a one-liner. It's just a few simple, clear sentences that help you explain what you do in a way that potential customers will be inspired to take action.
Being clear and concise takes time and effort. The time you spend making things simple and easy for your potential customers means they spend less time trying to figure out how you can help make their life better. Come craft your one-liner and make it easy for potential customers to start doing business with you.
Option #2: The Future of the Insurance Distribution System
Speaker: Mark Crites
The insurance distribution industry continues to undergo massive changes – (1) valuations are at all-time highs, (2) more agencies are considering a partnership with a larger strategic partner than ever before, (3) investments in insurance technology are accelerating and (4) the demand for value-added resources from customers are increasing. In this session, we will provide (a) an update on current industry trends, (b) a peek inside a third-party sale, and (c) the advantages and keys to remaining privately-held.
Option #3: Seven Steps to Seven Figures - What It Takes to Build a Million Dollar Book
Speaker: Randy Schwantz
1:30pm - 3:30pm
NCAHU Sessions*
- The Medication Difference Between Medicare Supplement & Medicare Advantage Plans - A closer look at the costs of a key benefit: Medications* (1 GEN CE Credit)
Speaker: Don Hild
Industry professionals that specialize in Medicare understand the key differences between Medicare Supplement and Medicare Advantage plans but if you don't sell these products do you know the basic components of these plans? Moreover, understand some of the industry drivers of these programs and how pharmacy impacts this market as much as group plans? This session will delve into these topics and help you understand why this market segment is important to our industry.
- Protecting Your Business: How to Guard Against Cyber Attacks* (1 GEN CE Credit)
Speaker: George Robertson
A 2021 study by Critical Insight using HHS info found that from 2018 to 2021, there was an 84% increase in the number of data breaches against healthcare organizations. When it came to the number of total victims, the figure jumped from 14 million in 2018 to 44.9 million in 2021. When surveyed more than 90 percent of patients reported believing that privacy is a right and that their health data should not be available for purchase. But only 20 percent of patients indicated that they understood which individuals and companies had access to their health data, and how they were using that data. Data has become a valuable commodity and as agents/brokers HIPAA is at the core of what we do but as technology advances and becomes more porous do you know how to protect yourself, your systems and most importantly client data?
2:30pm – 3:30pm
Networking Break with Exhibitors
2:45pm – 3:15pm
Speed Date Your Master Class Sales Skills
Facilitators: Sheldon Snodgrass and Jason Sabo
This power-half-hour will be extremely surprising, uplifting, entertaining, educational, and practical. When it comes to boosting sales outcomes while you serve, what would you guess are the Big-5 skills that show up repeatedly in every office, large or small, across the country? More importantly, how do you master them?
Join us for a rousing thirty-minute speed dating session to meet the most potent sales skills for any service team and leave with a cheat-sheet and enough fuel to launch a 90-day sprint to mastery with your entire team.
3:45pm – 5:00pm
General Session
Speaker: Coach Roy Williams
No matter where your sports allegiance lies in North Carolina, you won't want to miss this unique opportunity to hear from the one and only Coach Roy Williams. The former coach of the UNC Tarheels, Roy Williams retired in 2021 with the third-most wins by a Division I head coach and the sixth-highest winning percentage in college basketball history. Inducted into the Naismith Memorial Basketball Hall of Fame in 2007, Williams was a college head coach for 33 seasons at two of the three winningest programs in the sport’s history. ESPN, Sports Illustrated, Sporting News and Fox Sports named Williams the Coach of the Decade for 2000-09.
Following Coach Williams, we will install the 2022-23 IIANC Officers and Directors, as well as recognize this year's award winners.
5:00pm – 6:00pm
Networking Reception with Exhibitors
5:30pm – 7:30pm
iPAC & InsurPac Contributor Reception (by invitation only)
Location: Foothills Brewery (634 West 4th St, Winston-Salem)
All current contributors to iPAC, InsurPAC and the IIANC Action Fund, our programs that support issue advocacy and the state and federal candidates aligned with us on issues important to the independent insurance agency business model, are invited to a reception with our six IIANC member state legislators and Chief Deputy Insurance Commissioner Jackie Obusek at Foothills Brewery, just a short walk from the Benton Convention Center. Not an iPAC, InsurPAC or Action Fund contributor? Click HERE to make your contribution!
6:00pm
Exhibit Hall Closed / Dinner on Your Own
*Denotes Life & Health-related sessions presented by the North Carolina Association of Health Underwriters
Wednesday, September 28, 2022
7:30am - 11:00am
Registration Open
7:30am – 8:45am
Breakfast with Exhibitors
7:30am – 8:45am
WIN Program Breakfast (by invitation only): Looking Back, Looking Forward
Speaker: Joe Stewart
Joe Stewart, IIANC's Vice President of Government Affairs, will provide a recap of 2022 Legislative Session, look ahead to the issue likely to be discussed and debated in the 2023 Legislative Session that starts in January, and offers insights on the 2022 Elections here in North Carolina.
9:00am – 10:15am
General Session: Relationships 2.0 - Tech Tools and Strategies to Get More Business
Speaker: Crystal Washington
How do you win over prospects when they don't know, like, and trust you...yet?
And technology is all you've got to gain their confidence? In an increasingly digital world, professionals can easily fall into the trap of being technology-efficient, relationship-deficient. But not you. Not anymore. Get ready to blow your competition out of the water!
In this session, you will discover:
How to deliver high-tech, high-touch proposals that generate a high score with your prospects.
Ways to transform conference calls and 'Zoom Rooms of Gloom' into relationship-building vibrant, virtual marketplaces.
Fun tools to make you memorable in the eyes and ears of your clients.
9:00am - 10:15am
NCAHU Session: PBM Roundtable & Legislative Update* (1 GEN CE Credit)
Speaker: Courtney Herring, CVS Health & Corey Furman, Boone Drugs
Pharmacy benefit managers (PBMs) have an impact on the health care industry and to healthcare itself. This roundtable will help you gain a better understanding of the complex pharmacy infrastructure, the role of the PBM, how the current system is impacting community pharmacies and how to best protect consumers and payers in terms of competition and cost. This roundtable offers a perspective of two key participants in this system: the PBM and the pharmacy.
10:15am – 11:00am
Networking Break with Exhibitors
11:00am
Exhibitor Teardown
11:00am – 12:00pm
Breakout Sessions (choose one)
Option #1: Boost Your Inbound, New Business Closing Rate and Handle Customer Objections Without Sounding Pushy
Speaker: Sheldon Snodgrass
Back by popular demand, join the Steady Sales Coach, J. Sheldon Snodgrass for a skill sharpening session drawing on two lessons from his signature program, The Insurance CSR Sales Master Class.
You will listen to actual inbound customer call recordings to help Boost Your Inbound, New Business Closing Rate and Handle Customer Objections Without Sounding Pushy
This session explores how CSRs can quickly and diplomatically disqualify low probability prospects, connect more deeply with the remainder, and close more of those who are right for the agency. Participants will leave with simple ways to handle customer resistance, including price objections, by tapping their deep source of power as an advisor in service to others.
Option #2: Utilizing Technology to Solve Your Staffing Needs
Speaker: Jason Sabo
We are all in the midst of an unprecedented hiring and recruiting crisis. It is extremely difficult to find the right people and put them in the right seats. In this session, IIANC Business Consultant Jason Sabo will give insight into the many tools available to IIANC members to recruit local talent. We will review how to create your agency value proposition in order to stand out from the competition. Jason will also show you how incorporating Virtual Assistants (VAs) into your agency staff will boost productivity and better service your clients.
Option #3: Running Sales Meetings That Prepare Producers to Win, Not Quote
Speaker: Randy Schwantz
Option #4: Health Insurance Carrier Roundtables* (1 GEN CE Credit)
Representatives from: BCBSNC / Aetna / Cigna / United Healthcare
Join us for an insightful conversation and update from NCAHU health insurance carrier partners about all of today's hot button topics including: how the carriers are responding to new and impactful legislation around price transparency, surprise billing and pharmacy, as well as a look Into the long term impacts of COVID-19 on health plans and how aggressive M&A activity from private equity companies is altering the healthcare landscape.
*Denotes Life & Health-related sessions presented by the North Carolina Association of Health Underwriters
Registration
Pricing (Agents):
Agents are classified as those who are employed by independent insurance agencies in the state of North Carolina. Company representatives, vendors, and exhibitors are not eligible to register for these functions/pricing (even if they are licensed agents).
| IIANC Member Agents | Non-Member Agents | |
| Full Conference Registration | FREE* | $250 |
| Full Conference Registration (NCAHU Members) | $175 | $250 |
| Tuesday Day Pass | FREE* | $150 |
| Wednesday Day Pass | FREE* | $150 |
*All IIANC member agents can attend InsurEXPO22 for FREE! You will be charged a nominal fee of $25 upon registering. After attending the event, you will receive a $25 Amazon gift card to offset the cost of registration. This is being done in an effort to reduce the number of "no shows" at the event - if you register and do not show up or do not cancel at least 10 business days before the event, you will forfeit the $25 fee that was initially paid.
Pricing (Company Representatives):
| PARTNERS | Non-PARTNERS | |
| Networking Pass | $400 ($425 after 9/2; $450 on-site) | $800 ($850 after 9/2; $900 on-site) |
| Additional Company Rep. | $225 ($250 after 9/2; $275 on-site) | $450 ($500 after 9/2; $550 on-site) |
| Exhibit Booth | $800 (SOLD OUT) | $1600 (SOLD OUT) |
Cancellation Policy
Notice of cancellation for individual registrations for IIANC's InsurEXPO event must be submitted in writing to acruickshank@iianc.com. Refunds will only be given to cancellation requests received by close of business 10 business days prior to the event. Substitutions of attendees may be made in writing until five business days prior to the event. Any changes (including substitutions) made to an existing registration will incur a $25 processing fee. This cancellation policy will remain in effect in cases of inclement weather as long as the event/conference is not cancelled.
Exhibitor Information
*The Networking Hall is currently SOLD OUT. To be placed on a wait list for an exhibit space, please click here and complete the requested information.
IIANC's InsurEXPO is the state's largest insurance industry event and features one of the southeast's largest industry trade shows with 100+ insurance companies and vendors showcasing their latest products and services. Exhibiting at InsurEXPO22 will help connect your company with 400+ IIANC member agents from across the state - more than any other industry event in North Carolina. Even if your company isn't actively searching for agencies to appoint, exhibiting is a great way to visit with your current clients, strengthen those relationships, and show your support for them and the independent agency system.
In addition to exhibit booths in our Networking Hall, IIANC also offers Networking Passes for company representatives as another way to connect with our agent attendees. If your company is not exhibiting, you must purchase a Networking Pass in order to attend the event (any subsequent attendees from your company can register as "additional company representatives" at a reduced rate).
Click here to find out more information about becoming an IIANC PARTNER and receiving priority booth selection, significant registration fee discounts, access to IIANC's online member directory, and much more!
About the Networking Hall
Booth assignments are based on receipt of registration with payment and will be assigned based on availability of preferred space. IIANC will make every effort to assign companies to one of their preferred choices, but we reserve the right to make assignments or reassignments as necessary. Companies participating in the 2022 IIANC PARTNERS Program receive priority placement and the opportunity to select space before general registration opens to the public.
Exhibit space (8'x10') will include:
- 8' high back wall drape
- 3' high side divider drape
- One 6' skirted table
- One 7"x44" booth identification sign
- Two chairs
- One wastebasket
- Preliminary attendee roster sent approximately two weeks prior to the event containing names, agency/company names, and mailing addresses
- Registration for one representative (paid registrations are required for all additional company representatives, regardless of how much or little of the event they plan to attend)
Restrictions:
- All materials must be displayed within the space outlined above (no oversized booths will be permitted unless purchasing multiple spaces)
Trade Show Hours:
The Networking Hall will be open during the following timeframes. For security purposes, the Networking Hall will be CLOSED at all other times not explicitly listed below (i.e. during educational sessions, the Networking Hall will close and the doors will be shut).
Monday, September 26
3:00pm-5:00pm - EXHIBITOR SETUP ONLY
Tuesday, September 27
8:00am-9:00am - EXHIBITOR SETUP ONLY
9:00am-10:30am
12:00pm-1:30pm
2:30pm-3:30pm
5:00pm-6:00pm
Wednesday, September 28
7:30am-8:45am
10:15am-11:00am
11:00am - EXHIBITOR TEARDOWN
Additional Important Details:
COVID-19 Disclaimer
By attending this meeting, I acknowledge that an inherent risk of exposure to COVID-19 exists in any place where people are present. I voluntarily assume all risk of exposure to COVID-19 and agree not to hold IIANC liable for any illness or injury.
HOLLINS Exposition Services is pleased to have been selected as the Official Service Contractor for the InsurEXPO. We recognize that your participation in this event is a vital part of your firm’s marketing program. Be assured we will do everything possible to insure a profitable and rewarding experience. Click here to access an Exhibitor Kit which contains important information about your booth, move-in and move-out schedule, shipping of booth materials, and much more.
Set-Up and Breakdown
Exhibitor move-in will be from 3:00pm - 5:00pm on Monday, September 26 and 8:00am - 9:00am on Tuesday, September 27. You may not enter the exhibit hall before this time to begin setting up your booth. Breakdown begins after the Networking Hall officially closes at 11:00am on Wednesday, September 28. All exhibitors must be torn down and cleared out by 3:00pm. Any exhibitor who tears down their booth before the listed time without pre-approval from IIANC may not be approved to attend future IIANC events.
Security
Insurance of booth contents and personnel is recommended. IIANC does not insure exhibitor property. Neither IIANC nor the Benton Convention Center will be responsible for the safety of exhibits from theft, fire damage, or other causes. Exhibitors are responsible for their own equipment at all times, including when the Networking Lounge is closed.
Outside Exhibits / Hospitality Suites
Exhibitor/Company is prohibited, without express written approval from IIANC, from displaying products/services and/or other advertising material in areas outside its booth space such as, but not limited to, parking lots, hotel lobbies, lounges, corridors, sleeping rooms, etc. Exhibitor/Company also agrees not to operate hospitality suites or host any hospitality functions during official conference hours or when any IIANC-sponsored activities are being held. Hospitality functions are permitted only upon payment by the Exhibitor/Company of all fees due hereunder, in addition to participation in IIANC’s PARTNERS Program. All requests for a hospitality suite or public function space must be made through Allyson Knott/IIANC. If Exhibitor/Company cancels or fails to occupy the exhibit space during official show hours, IIANC reserves the right to notify the hotel to cancel any hospitality space and/or hotel guest rooms under Exhibitor’s/Company's name. Exhibitor/Company shall remain liable for the payments made to the hotel.
Restrictions
IIANC reserves the right to decline and prohibit any company's participation, exhibit or any part of an exhibit which, in its opinion, is not proper. This reservation extends to company, persons, conduct, printed matter, souvenirs, or anything which, at the sole discretion of management, may adversely affect the character of the event.
Cancellations
Exhibitors may cancel, in writing, up to the close of business on August 30, 2022 and receive a refund of their payment minus a 50 percent processing fee, after which date fees are non-refundable. All cancellation requests must be emailed to Allyson Knott at aknott@iianc.com.
Our group room blocks at the Marriott and Embassy Suites are sold out as of 8/29/22. However, there are several hotels within walking distance of the Benton Convention Center. We have included a list of hotels below - please contact them directly for availability and current rates.