1. 2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia Island Plantation Resort Amelia Island, Florida

2. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines

3. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines  In this session, insurance company executives share their perspectives on being approached, maintaining relationships, buying trends, and effective ways to approach selling solutions in this industry. This session provides first-hand insights from the minds of your typical prospects.  With the economy stabilizing, capturing new business is both a priority and realistic goal. This session is designed as an open forum Q&A, giving you direct access to decision makers. It will deliver valuable information you can use in planning your relationship management and selling strategy.  Is your approach effective? Do you know how to navigate a company’s buying process? Are you talking to the right people, and do you know the decision authority map? What obstacles are standing in the way of a successful sale? Attend this session to fine-tune your relationship selling approach.

4. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines  Panelist introductions  Interactive Q&A Provisional Agenda

5. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines Guiding Principles for Vendors/Sellers  Bring value – give to get  Industry insights  Competitive insights  Mini deliverables  Networking  Hire the right people  Mix business with some fun

6. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines Guiding Principles for Buying Executives  Tell it like it is  Opportunity or not  Decision authority  Perceived suitability of vendor / product  What you’ve heard  An open mind can help you benefit from the value that vendors can bring, even if you aren’t buying anything right now

7. Progress Though Sharing Knowledge Buying Decisions & Bad Pick-Up Lines

8. Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Steve BoydRod Travers President, Commercial LinesEVP Arrowhead Insurance GroupThe Robert E. Nolan Co. sboyd@arrowheadgrp.comrod_travers@renolan.com Thank you for your time and attention. Now, back to Mark Roth for the day’s closing comments. Reception, right? The Insurance Buying Process Hour

9. 2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia Island Plantation Resort Amelia Island, Florida