The BIG Event 2017: MAIA's Annual Convention and Trade Show
Exhibit Hall
Industry Partners
Mobile App


Who You'll See

Ed Manuals

CEU Listing

Stream with Irene
$111 Deal

Great Central

ALL Sessions

Exhibit Hall
Licensing Program
Sales & Marketing Track
Personal Lines
Commercial Lines
Personal & Commercial Lines
Personal & Career
Receptions/Food Functions

Thursday, Oct 26
Friday, Oct 27
Saturday, Oct 28
Sunday, Oct 29

 Saturday, Oct 27th
3:15 pm - 4:15 pm

Get Set Up for Success for Personal & Commercial Lines
CEUs: 1

Speaker(s): Marshall Katz, MS, CIC, LIA, AAI, LUTC

Course description:

  • We will explore the items of daily living at the agency with a focus on making better revenues while eliminating URA’s.

Who should attend:

  • Anyone that sells, works in claims, owns an insurance agency, is a manager or supervisor, works for an insurance carrier and wants to look at some things from a monetary, budgetary or commission and salary perspective.

Topics include:

  • Excess and surplus or not or to keep the customer
  • Certificates can be a nightmare unless we make money at it
  • Managing URL’s, user names and passwords
  • Personal lines customers need commercial insurance
  • Commercial lines customers need personal insurance
  • Need a personal production plan
  • Why explain coverage…to make money
  • Customers can come from where
  • Fact finding for the agency and the customer
  • Closing the prospect to customer
  • Goal setting for the customer and the agency
  • Eliminate time wasters

Marshall currently teaches full-time for MAIA on a variety of subjects from personal lines licensing to CISR & CIC designation programs. Marshall started in the industry working for a direct writer in their personal lines sales department and after many years with them opened his own independent agency. The agency wrote personal and commercial lines as well as life and health products. He juggled agency duties with teaching classes for 24 years and has since sold the agency to be able to concentrate on facilitating classes. All though he is now back writing insurance for select accounts through a local agency.

Marshall has a Bachelors degree from Clark University with a major in accounting and a Masters degree also from Clark with a major in Marketing Communications. He is a licensed producer in MA and CT and a licensed insurance advisor in MA and an avid golfer and woodworker.

Marshall’s classes employ the use of PowerPoint visuals and he gladly shares those with his classes as support to the material being presented. If you desire a course PowerPoint that I might have, feel free to email me your request:

State Mandated Training: Fraud 2018
State Mandated Training: Ethics 2018
MAP vs PAP vs BAP for Liability Coverage
MAP vs PAP vs BAP for Physical Damage Coverage
MAP vs. PAP vs BAP - Who's and Insured
MAP vs. PAP vs. BAP - Use of an Auto
Does my Home or Umbrella Policy Cover my Firearm or Use Thereof?
I Have A Drone, So…..
E&O Examples - Commercial Lines
E&O Examples - Personal Lines
Game Day 2018!

Contact Sheron to sponsor
this session.