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PRO-to-PRO 2017 Agenda

"The Relentless Pursuit of Sales Excellence"

Research shows that teams that win consistently have several traits in common:

  • A Clear Vision supported by team, and individual goals 
  • An Inspiring Leader, focused on continuous improvement
  • Cooperation and Coordination among the players
  • Constructive Communication between all team members
  • Appreciation for both small wins and big victories

Whether you are a team of one, or one thousand, if your team is not winning business as consistently as you would like, the 2017 PRO-to-PRO is the place to learn the skills you need to succeed whether you are the GM, the coach, the rookie player or the equipment manager.

During this high energy, interactive, peer-to-peer networking event you will learn:

  • How to Level the Playing Field  
  • How to Build a Winners Playbook
  • How to Recruit, Develop and Retain 5-Star Sales Talent
  • How to Equip Your Team to Compete
  • How to Emerge Victorious in your Pursuit of Sales Excellence


2017 PRO-to-PRO Agenda & Presentation Topics

Thursday, February 9, 2017

12 noon - PRO-to-PRO Welcome Luncheon & Kick Off

 The Playing Field Today - During this opening panel discussion, you will hear from high-performing agents, carrier executives and industry experts on the variety of forces impacting the insurance business - and more importantly sales success - today. These pros will share insights on what is impacting product pricing, underwriting, competition, market share, and mergers and acquisitions activity. You will take away strategies for what you can do to level the playing field and win! Moderator: Craig Most - Panelists: Tracy Duncan with Auto-Owners Insurance; Dulce Suarez-Resnick (LAAIA); Robert "Bob" Klinger (Klinger Insurance Group)



2:15 - 4:45 p.m. - The Winners Playbook - Dennis Templeton, CPIA, CIC, TRS, Chief Sales Officer for HUB International Transportation will provide you with a complete, proven blue print for building a sales program and routine that wins consistently. During this high-energy presentation, you will learn the importance of having an "OPA" to drive sales success, how to "Sell Without Quoting" and "The 10 Best" that lead to a high-performing sales organization.

5:00 - 6:30 p.m. - PRO-to-PRO Networking Reception - PRO-to-PRO Retreat attendees routinely comment that they learn more "after hours" chatting with their peers over a cocktail than they do in any classroom. Use this time to connect and debrief of the topics of the day while enjoying your favorite libation.

Evening - Open to continue networking with peers - There are a variety of dining options in Downtown Celebration with world-class restaurants and specialty food stores offering a variety of international cuisines perfect for any occasion. Reservation assistance is available from the AIMS Society staff, or hotel concierge.

Friday, February 10, 2017

8:30 - 10:00 a.m. - Leading a Winning Team - Tonya DeVane of The Omnia Group - Great teams have an inspiring leader who knows how to effectively recruit talent, turn raw talent into measurable results, all in alignment with a clear vision of success. During this discussion, you will learn the keys to recruiting, developing, and retaining top sales talent for your organization.


10:15 - 11:45 a.m. - It Must Be the Shoes! - 
Winners often attribute their success to the "equipment" they use to compete. In your pursuit of sales excellence and winning performance, do you take time to ensure the team has the right equipment? During this discussion, hear about a variety of tools that can help shorten the sales cycle, increase retention of existing business, and mitigate E&O concerns.

12 Noon - 1:15 p.m. - President's Luncheon - Continue discussions during this casual luncheon which will also include some Special Recognition of AIMS Society members.

1:30 - 3:00 p.m. - If You Build It, They Will Come - Why Mobile is Vital to Your Agency's FutureMatt Aaron — If someone had told Matt he'd be working in the insurance industry he would have said they were crazy. A near-miss life-threatening accident (and the need to contact his agent) caused him to re-think that. The problem was that he could not remember the name of his agent, or the name of his agency! That's an unfortunate truth for a lot of agencies, and why it's so important for agencies to understand how building a mobile platform can transform client engagement and dramatically affect retention, referrals, and policy rounding. You'll leave this session with a crystal clear understanding of what agencies must do to engage clients and prospects on the mobile platform.

3:15 - 4:30 p.m. - Victory Formation - John Fear — In your relentless pursuit of sales excellence, understanding what you have to work with, what you need to work on, and what defines success are paramount to victory. Do you have a personal action plan that helps you stay focused on the outcomes you desire for your own personal production, and that of your organization? This closing session, led by one of the industry's premier success coaches, will ensure you have all that you need to achieve the sweet spoils of victory!

5:30 - 9:00 p.m. - "Friday Fun!" - Cocktails, Dinner and Entertainment

Saturday, February 11 and Sunday, February 12
The Pursuit of Relaxation and Re-creation

Earl Nightingale, "The Dean of Personal Development", points out that the word "recreation" actually means re-creation. We hope you'll take the weekend to enjoy the area around Celebration, Florida and "re-create" before returning home to begin implementing all that you learned during PRO-to-PRO.

Celebration, Florida is a master-planned community originally developed by The Walt Disney Company in 1994. Celebration provides an escape form Orlando's ordinary yet is minutes from the attractions. Enjoy Florida elegance blended with sophisticated style and the convenience of nearby shops and restaurants.


Golf Outing is scheduled for Saturday, February 11th!

Celebration Gold Club is co-designed by the renowned masters of golf course architecture, Robert Trent Jones Senior and Junior. In designing Celebration Golf Club, their combined talents created a course unlike any other in the nation. It's lush, almost like a natural park with undulating swells and topography, a course reflective of the very best of every course they have created around the world. If you would like to register for golf, please contact Donna Gray at for more information. 

ABOUT PRO-to-PRO - The PRO-to-PRO is an event, hosted in an intimate and unique setting, guaranteed to provide insurance agency principals / managers / sales managers / top producers / insurance company executives with timely and practical ideas for growing and improving marketing and sales skills and tactics. High energy, interactive discussions and panel sessions provide proven solutions to today's business challenges.