PROFESSIONAL TRAINING SCHEDULE ______________ 2013 New CISR format offers more choice and flexibility A supplement to Primary Agent magazine. ADVISE your clients with competence a nd confidence. INCREASE your job security and earning potential. DISTINGUISH yourself with a n esteemed professional designation. PROTECT your agency from E&O exposures. WHATEVER YOUR REASONS FOR PURSUING PROFESSIONAL DEVELOPMENT, QUALITY CLASSROOM AND ONLINE EDUCATION FROM IA&B WILL HELP YOU ACHIEVE YOUR GOALS. CISR 4 SEE PAGE JUNE–DECEMBER SCHEDULE
Transcript
PROFESSIONALT R A I N I N GS C H E D U L E______________
2013
New CISR format offersmore choice and flexibility
A supplement to Primary Agent magazine.
ADVISEyour clients with
competence and confidence.
INCREASEyour job security
and earning potential.
DISTINGUISHyourself with an esteemedprofessional designation.
PROTECTyour agency from E&O exposures.
WHATEVER YOUR REASONS FOR PURSUING
PROFESSIONAL DEVELOPMENT, QUALITY
CLASSROOM AND ONLINE EDUCATION FROM
IA&B WILL HELP YOU ACHIEVE YOUR GOALS.
CISR4
SEE PAGE
JUNE–DECEMBER SCHEDULE
2013.Cover:Covers 5/13/13 2:40 PM Page 2
MAXIMIZE PRODUCTIVITY
WITH EFFICIENT AND EFFECTIVE
TRAINING FOR YOUR WHOLE
STAFF RIGHT IN YOUR AGENCY.
Reinforce your agency's insurance knowledge consistently across your staff by bringing any IA&B course or seminar directly to your office. IA&B makes it easy for you to meet your staff training goals by delivering quality classroom education from one of our nationally recognized training experts directly to you.
Host an IA&B training program and discover these benefits:
• Elimination of mileage and travel expenses
• Less time out of the office
• Customized training to meet your
specific agency needs
• Improved teamwork through shared
learning experiences
• An expert instructor who will deliver
reliable and accurate knowledge to your staff
For more details call (800) 998-9644, option 1or e-mail [email protected].
1 iabgroup.com | (800) 998-9644
Pages 2-3 Certified Insurance Counselors (CIC)Designation Program
Page 15 E&O and Coverage SeminarsE&O Risk Management: Meeting the Challenge of Change10 Ways to Get Sued (Sources of E&O Claims)
Page 16 Online ProgramsNew Employee Training
New Employee OrientationDelivering Quality ServicePersonal Lines BasicsCommercial Lines Basics
Page 17 On-Demand TrainingCertificates of InsuranceInsuring e-CommercePollution Exposures and CoveragesCompliance Pitfalls and Ethical ResponsibilitiesEthical Behavior and E&OUnderstanding the National Flood Insurance Program
Page 18 Registration Form
REGISTRATION INFORMATION
Program Date(s) Location (City, State)
First Name M.I. Last Name
Designations Earned Nickname for Badge
Agency/Company Name � Agency � Insurance Company � Other
Agency/Company Address* � Main Office � Branch Office � Home/Other*Physical shipping address required for licensing courses.
City State Zip + Four
Telephone Number Fax Number
Email Address (REQUIRED)
REQUIRED INFORMATION FOR CE FILING:Requesting CE credits? � Yes � No
State of Licensure
State of License Number
Birth Date National Producer Number
METHOD OF PAYMENTTotal Registration Fee $___________Indicate registration fee from applicable course description page.Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.
� Check enclosed payable to IA&B.Returned checks may be assessed a $20 fee.
� Charge my: � Personal OR � Corporate credit/debit card (complete information below) � Visa � MasterCard � American Express
Credit/Debit Card #
Expiration Date
Name of Cardholder (PRINT)
Signature of Cardholder
Credit/Debit cards are processed upon arrival. Receipts mailed upon request.
2013 Registration Form THIS FORM MAY BE DUPLICATED. 4 Easy Ways to Register
Web: iabgroup.com/education Phone: (800) 998-9644 or (717) 795-9100
Fax: (717) 795-8347
Mail: 5050 Ritter RoadMechanicsburg, PA 17055-4879
Secure for credit/debit card payment.
Join IA&B and save! All employees of IA&Bmember agencies and company partners save up to20% on every IA&B education program and have un-limited access to members-only tools and resourcesand information through a variety of services. For more information on IA&B membership, call (800) 998-9644 or (717) 795-9100, option 1.(Program discount excludes CISR and CIC programs.)
Registration InformationFull registration fee must accompany registration form. All fees include instruction, materials, coffee breaks, lunch (except CIC and JKR seminars) and Pennsylvania, Maryland and Delaware continuing education filing fees.The difference in member and non-member fees may be applied toward newmembership if eligible. Registration fees are deductible as ordinary businessexpenses but, may not be deducted as charitable contributions. Fees, datesand locations are subject to change.
Registration Change PolicyRegistration changes received more than 10 days before the course are fullyrefundable or transferrable. After that, registration changes are subject to a 25% penalty. Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B Member Service Center regarding penalties for licensing changes.
Continuing Education Full attendance is required for continuing education credit; partial creditwill not be granted. Credit approval is subject to re-evaluation by the state insurance department.
Program Confirmation Confirmation is e-mailed upon registration and includes course agenda along with hotel information.
Americans with Disabilities ActIn accordance with Title III of the Americans with Disabilities Act (ADA), program registrants with disabilities may request special accommodations.Please submit requests to IA&B in advance.
IA&B Office UseDate: _____________ Amount:___________Check #:___________P or A Entered:___________Code: ___________
Source code: PDCAT13
Licensing Self-Study Packages: Choose the line ofauthority and state in which you need to get licensed:
� Life & Health � Property & Casualty� PA � MD � DE
On-Demand Registration: I understand that I have 30 days to access the course. ________ initials
/ /
2013.Cover:Covers 5/13/13 2:05 PM Page 3
Don’t take your insurance knowledge for granted. Learn how coverageswork in the real world from nationally recognized instructors who’ve been there.
In today's competitive marketplace, you need to deliver value through exceptional product knowledge and trusted advice. Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition byknowing innovative ways to maximize coverage for your clients.
The CIC curriculum expands your personal and commercial lines knowledge beyond the basics, developing a keen awareness of special coverage types and the ability to detect hidden exposures.
CIC Institutes� Agency Management � Life & Health� Commercial Casualty � Personal Lines� Commercial Property
Earning the DesignationTo earn the CIC designation you must complete all institutes and pass each exam within five calendar years following the year you pass the first exam. Institutes may be taken in any order.
Retaining the DesignationCIC designees must attend one of the following programs annually for update credit:� Any one CIC institute (no exam required)� James K. Ruble Graduate Seminars � Dynamics of Selling Program*� Any Certified Risk Managers (CRM) course*
2013 Institute Dates & LocationsAgency Management* June 17-20 Erie, PALife & Health June 17-20 Lancaster, PAAgency Management* July 22-25 King of Prussia, PALife & Health September 18-21 Mars, PACommercial Casualty September 25-28 Harrisburg, PACommercial Casualty October 7-10 Erie, PACommercial Property October 23-26 King of Prussia, PACommercial Casualty November 20-23 Ellicott City, MD
* Approved for loss control credit for Utica policyholders.
CE APPROVALSPA MD DE
AM 20 17 PC/LH3 ETH
21 GEN4 ETH
CC 20 20 PC 21 GEN4 ETH
CP 20 20 PC 21 GEN4 ETH
LH 18 GEN2 LTC
18 PC/LH2 LTC/LH
19 GEN2 LTC/3 ETH
PL 20 20 PC 21 GEN4 ETH
Credit approval is subject to re-evaluation by state insurance departments.
Agenda
DAY ONEREGISTRATION: 12:00 – 1:00 p.m.SEMINAR: 1:00 – 5:15 p.m.
DAY TWO & THREESEMINAR: 8:00 a.m. – 5:00 p.m.
DAY FOUR (EXAM DAY)EXAM: 8:30 a.m. – 10:30 a.m.
Registration Fee $425Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.
CERTIFIED INSURANCE COUNSELOR(CIC) DESIGNATION PROGRAM
2iabgroup.com/CIC | (800) 998-9644
ED CONSULTANT:Jerry M. Milton, CICJerry brings more than 30 years of working industry knowledge tohis role as education consultant for IA&B and instructor for the CIC Institute program. Dubbed an insurance coverages expert
by the legal profession, he frequently presents testimony in court proceedings. * Not all courses taught by this instructor.
ED CONSULTANT:James T. Harrison Jr.,CIC, CPCU, CLU, ChFCJim lends his experience toIA&B as both CIC education consultant and instructor. He
also presents continuing education seminars on topical insurance issues. Jim is also a national faculty member of the Society of CIC. * Not all courses taught by this instructor.
ED CONSULTANT:Clem J. Wandrisco Jr.,CPCU, ARM, AIC, AAIClem specializes in instructionfor licensing study preparationcourses for IA&B. He also serves as a CIC Institute
program education consultant.* Not all courses taught by this instructor.
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 1
CIC Designation Update Option
Gain specialized product knowledge on the topics you want in choice destinations throughout the mid-Atlantic region.
Learning doesn’t stop after you earn the CIC or CRM designation. Take your coverage knowledge to new heights and watch your earning potential grow by attending our two-day James K. Ruble Graduate seminars.
Ruble seminars go beyond the required curriculum provided in the CIC program. You can choose your own learning agenda based on topics that interest you. Concurrent sessions give you flexibility to focus your learning on more complex or specialized coverage types. There’s no pressure to pass an exam and you can use Ruble Graduate seminars to satisfy your annual CIC or CRM update requirement.
Strengthen your client relationships and increase your business with the knowledge gained in just two days at a Ruble Graduate Seminar.
* Must be a dues-paid member of the Society of CIC to be eligible for designation update. Must hold the CIC or CRM designations to be eligible for attendance.
2013 Locations & DatesAnnapolis, MD June 3-4Allentown, PA July 11-12 Hershey, PA August 12-13 Hunt Valley, MD August 19-20 Ocean City, MD September 30-October 1 Lancaster, PA December 3-4
JAMES K. RUBLE GRADUATE SEMINARS
CE APPROVALSState continuing education credit varies by program agenda. Visit iabgroup.com for details.
Credit approval is subject to re-evaluation by stateinsurance departments.
Registration Fee $420Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.
®
3 iabgroup.com/Ruble | (800) 998-9644
ADDITIONAL CIC UPDATE PROGRAMS (NOT CONDUCTED BY IA&B)Update your CIC designation using other programs through the National Alliance. For more information or to register for the seminars below, visit www.thenationalalliance.com or call (800) 633-2165.
Certified Risk ManagerControl of Risk
October 23-26 – Baltimore, MD
Certified Risk ManagerFinancing of Risk
August 5-8 — Erie, PA
Certified Risk ManagerPrinciples of Risk ManagementNovember 20-23 — York, PA
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New program structure provides flexibility with more focused training options.
Choice and flexibility is what CISR insurance courses are all about. CISR courses are designed to focus on your type of business. It still takes only five courses to earn the CISR designation, but now participants have the flexibility of nine course options. This allows CSRs and other front-line staff to focus on what’s important to them and the type of work they handle.
The CISR program builds knowledge of essential coverages and improves cross-selling ability. Eight topics are offered through IA&B classroom seminars in convenient locations across Pa., Md. and Del. A Life & Health Essentials course is also offered online. Participants learn how to analyze risks and exposures while guiding customers through various coverage scenarios. The education gained is key to advancement within an agency and a more fulfilling insurance career.
CISR Course Options (five required to earn designation)� Life & Health Essentials (available online only) � Insuring Personal Residential Property � Commercial Casualty I* � Personal Lines Miscellaneous � Commercial Casualty II* � Agency Operations� Insuring Commercial Property � Elements of Risk Management� Insuring Personal Auto Exposures
* Commercial Casualty I is not required before taking Commercial Casualty II.
Earning the Designation To earn the CISR designation, you must complete five course options and pass the exam for each within three calendar years of passing the first exam. Courses may be taken in any order.
Retaining the DesignationTo retain the designation, you must attend one of the following programs annually (by end of birth month) for update credit:
� Any one CISR course (classroom or online) � Entire CIC institute or CRM course � Dynamics of Service Seminar (fulfills two years of update credit)� CIC institute for eight consecutive hours* � William T. Hold Seminar
*CE credit would not be available if attending only 8 hours.
AVAI
LABLE ONLINECERTIFIED INSURANCE
SERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM
AVAI
LABLE ONLINE
iabgroup.com/CISR | (800) 998-96444
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 3
Commercial Casualty IImprove your understanding of legal liability and what creates liability exposures. The focus of this course is the Commercial General Liability Coverage Form. It also addresses additional insured exposures and the coverage available to meet these needs.
Topics:� Essentials of Legal Liability � CGL Other Provisions� CGL Introduction � Additional Insureds� Commercial General Liability Coverage Parts
2013 Locations & DatesYork, PA August 14 Hagerstown, MD August 21 Philadelphia, PA August 27 Pittsburgh, PA September 17
Commercial Casualty IIThis course further strengthens your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages. The focus is on the Business Auto Policy, the Workers’ Compensation Policy and Excess Liability Policies.
Topics:� Business Auto Exposures and Coverages � Workers Compensation and Employers Liability Insurance Policy � Commercial Umbrella and Excess Liability Policies
2013 Locations & DatesLehigh Valley, PA August 13 Mechanicsburg, PA September 24 Pittsburgh, PA October 30 Reading, PA November 21 Philadelphia, PA December 18
CERTIFIED INSURANCESERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM
Commercial Casualty II
PA MD DE8 8 PC 8 GEN
Credit approval is subject to re-evaluation by state insurance departments 8
Registration Fee $189Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.
5 iabgroup.com/CISR | (800) 998-9644
CE APPROVALSCommercial Casualty I
PA MD DE8 8 PC 8 GEN
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AVAI
LABLE ONLINE
iabgroup.com/CISR | (800) 998-96446
Insuring Commercial Property Improve your cross-selling abilities with up-to-date knowledge of commercial property coverage while reducing your agency’s E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.
Topics:� Fundamentals of Commercial Property � Basics of Time Element� Building and Personal Property Coverage Form � Basics of Commercial Inland Marine� Causes of Loss Forms
2013 Locations & DatesLancaster, PA June 26Erie, PA July 24 Wilkes-Barre, PA November 20 Pittsburgh, PA December 5 Mechanicsburg, PA December 17
Insuring Personal Auto ExposuresAssist your clients in identifying their exposures and more effectively advise them in the processes of analyzing, obtaining, and modifying their personal automobile policies.
Topics:� Introduction to the Personal Auto Policy � Uninsured/Underinsured Motorists Coverage� Liability Coverages � Coverage for Damage to Your Auto� Medical Payments Coverage � Provisions
2013 Locations & DatesState College, PA September 25 Allentown, PA October 30
* Personal Auto course and examination are state specific. Participants are encouraged to attend in the state in which they write most of their business.
FACULTY:Linda A. McCann, CPCU, AAI, CPIWLinda has over 25 years experience working in the insurance industry. She is
the president of Bay Shore Insurance Inc.,located in Salisbury, MD. Linda teaches numerous continuing education programs for Insurance Agents & Brokers and currently serves on the Maryland Legislative Committee for Insurance Agents and Brokers of Maryland and the IA&B Board of Directors.* Not all courses taught by this instructor.
InsuringCommercial Property
PA MD DE
8 8 PC 8 GEN
Insuring PersonalAuto Exposures
PA MD DE
8 8 PC 8 GEN
Credit approval is subject to re-evaluation by state insurance departments.
Registration Fee $189Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.
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7 iabgroup.com/CISR | (800) 998-9644
CERTIFIED INSURANCESERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM
Insuring Personal Residential Property Gain the expertise you need to guide your customers through the often complex and confusing process of purchasing homeowners insurance. Learn how to help them make decisions that insure their most valuable assets.
Topics:� Introduction to the Homeowners Policy � Homeowners Policy Section II� Homeowners Policy Section I � Tenants, Unit-Owners, and the Dwelling Policy
2013 Locations & DatesWilkes-Barre, PA June 18 Philadelphia, PA June 19 Pittsburgh, PA July 9 Reading, PA August 20 Baltimore, MD October 8 Mechanicsburg, PA November 12
Personal Lines Miscellaneous Because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coveragefor watercraft, RVs, and business activities, you will learn how to design and cross-sell the appropriate coverage for these exposures. The course also provides analysis of personal umbrella and excess liability policies.
Topics:� Watercraft Exposures & Coverages � Business Activities of Personal Lines Clients� Recreational Vehicles � Personal Umbrella/Excess Liability
2013 Locations & DatesMechanicsburg, PA August 29 Newark, DE October 9 Salisbury, MD October 10
CE APPROVALSInsuring Personal
Residential Property
PA MD DE
8 8 PC 8 GEN
Personal LinesMiscellaneous
PA MD DE
8 Submitted for 8
Credit approval is subject to re-evaluation by state insurance departments.
Registration Fee $189Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.
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AVAI
LABLE ONLINE
iabgroup.com/CISR | (800) 998-96448
Agency Operations NOTE: Approved for loss-control credit for Utica policyholders
Gain self-assurance and a greater understanding of the dynamics within insurance organizations. Also, understanding how agencies operate is essential training for both insurance agency and company personnel.
Topics:� Legal & Ethical Requirements � Agency Workflow� The Insurance Agency � Account Management� The Insurance Industry and Marketplace � Errors & Omissions� Communication
2013 Locations & DatesMechanicsburg, PA July 10 Pittsburgh, PA August 14 Lancaster, PA October 1 Wilkes-Barre, PA October 2 Frederick, MD October 2 Philadelphia, PA October 3
Elements of Risk ManagementInsurance is an integral part of any organization’s overall risk management program. Services provided by carriers, agencies and brokerages are often significant items associated with the cost of risk. This course covers the steps involved in protecting an organization's assets, mission and its brand.
Registration Fee $189Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.
FACULTY:Kitty Ambers, CIC, CISR, CPIA, CPIW, CRMCSKitty is the presenter forIA&B’s Insurance Success
Seminars, the program\series thatmakes up the Certified Professional Insurance Agent (CPIA) designation.She also provides training and consulting for agencies and serves asthe Executive Director for the AmericanInsurance Marketing and Sales Society. * Not all courses taught by this instructor.
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 7
9 iabgroup.com/CISR | (800) 998-9644
CISR Designation Update OptionsDynamics of Service
Boost your client retention with extraordinary customer service.
The hallmark of customer service is knowing how to skillfully handle people. This seminar highlights common behavioral styles and effective ways to communicate so CSRs can deliver service that satisfiesclients and builds customer loyalty.
This course offers valuable tips and tactics to meet clients' needs. Attendees discover powerful people skills and gain the ability to turn unpleasant customer situations into positive experiences with improved communication skills.
2013 Locations & DatesAllentown, PA June 25Philadelphia, PA July 9Pittsburgh, PA August 15 Mechanicsburg, PA October 23
Due to continuing education approvals, please attend a course date and location inthe state where you hold your resident license.
CE APPROVALSDynamics of Service
PA MD DE
8 8 PC 6 GEN1 ETH
Credit approval is subject to re-evaluation by state insurance departments.
Registration Fee $189Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included.Dates, fees and locations are subject to change.
IA&B Power HourThe IA&B Power Hour is a free member-only, hour-long webinar held every other month on topics of immediate concern to many memberagents. These live webinars are led by industrytopic experts who can speak to member concernsand offer valuable solutions. For details of upcom-ing Power Hours, visit iabgroup.com/PowerHour.
For details on upcoming Power Hours, visit iabgroup.com/PowerHour.
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AVAI
LABLE ONLINE
iabgroup.com/WTHold | (800) 998-964410
William T. Hold SeminarsWilliam T. Hold Seminars dig deeper into topics that were briefly covered or not covered at all in the CISR course curriculum to build your knowledge of insurance coverage. This year’s two program options are described below. Use William T. Hold seminars to fulfill the CISR annual update requirement.
Commercial Lines Collection of Coverages
This program is broken into the following four parts:
Directors & OfficersAn overview of the various forms of business entities, their background, and the legal duties and standards of care required to address various exposures. Gain knowledge of indemnification provisions, non-profit immunity, policies which provide D&O coverage, types of insuring agreements, coverage triggers, exclusions, limits of liability, loss prevention, and underwriting and premium considerations.
Employment Related Practices, Exposures & CoveragesAn examination of issues related to Employment Practices Liability. Agents will learn the basic exposures clients face and analyze the coverages found in many Employment Related Practices Policies.
Environmental Impairment Coverages A review of the scope of the pollution problem and important environmental statutes. Agents will examine the pollution exclusions in various liability policies and discuss how to provide coverage in the environmental insurance marketplace.
Professional Liability Coverage and SolutionsA discussion of the importance of protecting professionals from liability suits. Agents will examine the claims made versus occurrence issues commonly found and review some of the basic Professional Liability Form Provisions.
2013 Locations & DatesMechanicsburg, PA June 4 Hagerstown, MD June 5 Salisbury, MD July 25 Lehigh Valley, PA September 10 Mechanicsburg, PA September 11 Frederick, MD September 12 Reading, PA September 25
CE APPROVALSWilliam T. Hold Seminars
Commercial LinesCollection of Coverages
PA MD DE
8 8 PC 8
Credit approval is subject to re-evaluation by state insurance departments.
institutes, Certified Insurance Service Representatives (CISR) courses, Dynamics ofService and topical seminars for IA&B. She currently serves on the Board of Governors for the Society of CIC and is a national facultymember of the Societies of CIC and CISR.* Not all courses taught by this instructor.
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CISR DESIGNATION UPDATE OPTIONS
iabgroup.com/WTHold | (800) 998-964411
William T. Hold Seminars (cont.)
Learning from Losses — the Magic of “20-20 Hindsight”
Far too often insurance agents are made aware of loss exposures when there’s a claim and it’s too late to secure coverage. Uncovered claims generally result in unhappy customers,lost clients, damaged reputations and litigation alleging errors and omissions by the agent.
This course will look into past losses that others have suffered and develop solutions before there’s a crisis. It will explore various practices that agencies may consider to help clients identify important changes in their lives. But identifying and evaluating changes in exposures is only the beginning of the solution.
This program will then review specific aspects of business and personal policies to see if and how situations are covered. Participants will also review endorsements and specialty coverage that help fill any gaps.
Participants should be able to return to the office and consider implementing practices and procedures as well as coverage recommendations that will help avoid future unhappy customers.
2013 Locations & DatesWilkes-Barre, PA July 23 Lancaster, PA July 24 Dover, DE August 21 Baltimore, MD August 28 Philadelphia, PA October 24 Erie, PA October 29Altoona, PA November 20 Pittsburgh, PA November 21 CE APPROVALS
William T. Hold SeminarsLearning from Losses –
the Magic of“20-20 Hindsight”
PA MD DE
8 8 PC 8 GEN
Credit approval is subject to re-evaluation by state insurance departments.
Registration Fee $189Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.
FACULTY:Mary R. “Rita” Hollada, CIC, CPCU, CPIARita presents programs for IA&B on topics of
communication and customer service anddevelops and presents special interest programs such as flood insurance. She also serves as a national faculty member of the Societies of Certified InsuranceCounselors (CIC) and Certified InsuranceService Representatives (CISR). * Not all courses taught by this instructor.
FACULTY:Larry A. Hollada,CPCU, CIC, CPIALarry develops and instructsinsurance and professionalcourses for various
organizations including IA&B. He is also a national faculty member of the Societies of Certified Insurance Service Representatives(CISR), Certified Insurance Counselors (CIC) and faculty member of Certified Professional Insurance Agents (CPIA). * Not all courses taught by this instructor.
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AVAI
LABLE ONLINE
iabgroup.com/CPIA | (800) 998-964412
CERTIFIED PROFESSIONAL INSURANCE AGENT (CPIA) DESIGNATION PROGRAM
These seminars help producers, sales support staff and company personnel to improve their sales techniques.Attendees learn to generate qualified sales leads that will translate into more sales and more commissions. Unlike more general sales programs, Insurance Success Seminars are designed specifically for insurance agents.
Insurance Success Seminars NOTE: Approved for loss-control credit for Utica policyholders
� Position for Success (Module 1): Learn to develop business plans that generate sales leads� Implement for Success (Module 2): Implement sales plans using marketing and
sales tools to qualify new leads� Sustain Success (Module 3): Retain clients with service that goes the extra mile
Earning the Designation To earn the CPIA designation, you must attend all seminars in any order.
Retaining the DesignationTo retain the designation, you must fulfill a biennial update by attending any of the following:
� Any one Insurance Success Seminar� An Advanced Insurance Success Seminar� AIMS Society's annual Pro-to-Pro Executive Retreat� Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)
Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees are included. Dates, fees and locations are subjectto change.
FACULTY:Jim Back, CIC, CPIAJim has taught CertifiedInsurance Service Representatives (CISR) and Certified
Professional Insurance Agents (CPIA)courses for IA&B for nearly 10 years. He also serves as a faculty member of CPIA and the Society of CISR.* Not all courses taught bythis instructor.
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iabgroup.com/self-study | (800) 998-964413
LICENSING SELF-STUDY PACKAGE
A self-study option is available for those who feel comfortable setting their own study agenda and prefer independent preparation. Self-study packages contain the same study content as the classroom course, only participants have the flexibility of learning on their own time at their own pace. Packages are available forboth property & casualty and life & health lines.
Self-Study Packages include:� Study Guide � State Licensing Bulletin
� Licensing Text � Exam Simulator Online Access
� Chapter Quizzes � State-specific Law Information
Registration FeePrices are based on resident state and where you plan to take the exam. Use the grid below to identify the applicable fees for a particular self-study package:
* The self-study package for MD meets this requirement.
� Life and Health Pre-Licensing Requirements: 60 hours* The self-study package for MD meets this requirement.
� The Maryland Insurance Administration does grant pre-licensing education waivers for specific designations earned as well as consistent employment background. Go tohttp://www.iabgroup.com/education/programs/producer_licensing/md/ple.asp and access the criteria and application for an Insurance Education waiver.
� Life and Health Pre-Licensing Requirements: 24 hours
� Both the Property & Casualty and Life & Health Licensing Study courses and self-study products are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania. The PLE credits are valid for one year and you must pass the state licensing exam within that timeframe in order for the PLE credits to be applied. It is important, however, to remember that the Pennsylvania P&C self-study product is based on the Property & Casualty combined exam and the L&H self-study product is based on the Life, Accident & Health combined exam.
Property & Casualtyand
Life & HealthSelf-Study Packages
Member Non-Member
PAResidents
$179.14 $200.34
All OtherStates
$169 $189
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 12
Course materials, instruction, coffee breaks, lunchand PA pre-licensing education fees are included.Dates, fees and locations are subject to change.
iabgroup.com/ExamPrep | (800) 998-964414
LICENSING EXAM PREPARATION
IA&B takes the stress out of studying for the state licensing exam through two study preparation methods—traditional classroom instruction and self-study. Whether it's a property & casualty or life & health licenseneeded, students will feel more confident with newfound knowledge to successfully pass the exam.
Licensing Study Course Classroom instruction breaks down study preparation in smaller, manageable components: pre-study assignments, class interaction and post-study mock exam testing. Students absorb what they learn in an organized, user-friendly format so they don't cram content at the last minute. Attendees use this blended study method to remain focused on exam content.
Guaranteed to pass! If registered at least four weeks prior to the course, IA&B guarantees students willpass the exam. If they fail, they may attend another study course within one year at no charge. Updated coursematerial fees may apply.
2013 Life & HealthJune 11-13 Mechanicsburg, PAAugust 6-8 Pittsburgh, PADecember 10-12 Mechanicsburg, PA
* Due to state-specific information, course participants must attend the Licensing Study Course offered in the state they intend to become licensed.
** State exam fee is not included
NOTE: Self-study packages for licensing exam preparation are also available. Learn more at iabgroup.com/self-study.
State Pre-licensing Requirements� Pennsylvania: Both the property & casualty and life & health licensing study courses and self-study
packages are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania.
� Maryland: Licensing study course does not meet the Maryland 96-hour pre-licensing requirement for P&C or the 60-hour pre-licensing requirement for L&H.
� Delaware: No pre-licensing requirement.
FACULTY:Betsy J. Tribendis,AAI, CIC, CPIW, GRIBetsy teaches variousprograms including pre-licensing education,
E&O prevention and insurance coverage topics for IA&B. * Not all courses taught bythis instructor.
Insurance Service Representatives (CISR)courses and topical seminars for IA&B.He is a national faculty member of theSocieties of CIC and CISR and serves on the Board of Governors for the Society of CISR.* Not all courses taught bythis instructor.
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 13
iabgroup.com/E&Oseminars | (800) 998-964415
E&O AND COVERAGESEMINARS
E&O Risk Management: Meetingthe Challenge of ChangeThe ever-changing world of insurance includes new andevolving E&O exposures as well as emerging new waysto protect one’s agency. There are E&O exposures thatexist today that were unimaginable 15 years ago, including those created by social media and databreaches. Following this six-hour seminar, you will walk away with greater knowledge of the following:
� The duties owed to clients� Using claims statistics to focus risk
information� Direct and indirect costs of data breaches
This seminar is approved for loss control creditfor Westport and Fireman’s Fund policyholdersin PA and DE and pending approval for Uticapolicyholders in PA, MD and DE.
CE APPROVALS
E&O Risk Management:Meeting the
Challenge of Change
PA MD DE
6 6 PC 3 GEN3 ETH
Approved for Utica (PA, MD & DE) and Westport &Fireman's Fund (PA & DE) loss control credit.
Filed for continuing education credit by IA&B only inthe states of Pennsylvania, Maryland and Delaware.Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliatedwith any designation program.
Course materials, instruction, coffee breaks, lunchand DE, MD & PA continuing education fees are included. Dates, fees and locations are subjectto change.
Attention Utica,Westport andFireman’s Fund
E&O Policyholders!Attendance at loss-control
seminars can provide additionalpricing considerations at renewal time. Each carrier has specific requirements
for loss-control credit application.For more information, go to
2013 Locations & DatesErie, PA June 5Newark, DE July 9Pittsburgh, PA July 23Philadelphia, PA July 31Mechanicsburg, PA October 2Lehigh Valley, PA October 3Dover, DE November 6Pittsburgh, PA November 12
10 Ways to Get Sued(Sources of E&O Claims)
PA MD DE
6 6 PC 6 Gen
Approved for Utica (PA, MD & DE) loss control credit.
10 Ways to Get Sued(Sources of E&O Claims)This one-day program focuses on major sources of E&O claims against agents that can easily be avoided by adhering to basic duties in the agent-client relationship. Claims from insurers often allege breach of contract by the agent – that she/he failed to explain the coverages, failed to recommend a specific coverage, or misrepresented what was covered. You will spend time learning common origins of E&O claims agents face. You will also discuss the duties you have in your relationship with your clients; how those duties can be breached and their potential outcome. If your agency role has an impact on E&O exposures, this seminar is a MUST for you to attend.
2013 Locations & DatesOwings Mills, MD July 30Bowie, MD November 19
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 14
AVAI
LABLE ONLINE
iabgroup.com/OnlineTraining | (800) 998-964416
ONLINE PROGRAMS
New Employee Training Set the stage for your insurance career with New Employee Training.
Whether you are new to the agency business or want to take your insurance career further, get to know the"nuts and bolts" of insurance through four online courses. You will learn the basics of E&O prevention and provisions of common personal and commercial lines policies to interact and serve clients better. Use thesecourses to position yourself to succeed in the insurance industry.
The courses
� New Employee Orientation� Delivering Quality Service � Personal Lines Basics� Commercial Lines Basics
Getting Started 1. Register at iabgroup.com — Courses may be taken independently in any order. Supplemental course
materials are included in the course registration fee and mailed prior to the scheduled program.
2. Online Navigation Instruction — You will receive instruction to acquaint yourself with network navigation and the overall course structure. You will also have a personal mailbox for communication with the instructor and other participants and have the option to receive a weekly progress report faxed to your employer. (This comes at no additional charge).
3. Seminar Instruction — Weekly reading assignments and activities will be posted on the website, which you work at your own pace to complete. You may e-mail questions to the instructor to be answered privately or shared with other participants.
4. Final Exam — To receive a completion certificate at the end of the course and for continuing educationcredit (for licensed individuals), you must complete all activities assigned and pass a final exam witha minimum grade of 70 percent.
AVAI
LABLE ONLINE
New Employee Orientation(NO EXPERIENCE NECESSARY)
July 8 - August 30August 12 - October 4September 9 - November 2October 7 - November 29November 11 - January 3, 2014
Delivering Quality Service (EXPERIENCE: TWO – SIX MONTHS)
June 10 - July 26October 7 - November 22
Personal Lines Basics(EXPERIENCE: THREE – NINE MONTHS)
July 8 - August 23September 9 - October 25November 11 - December 27
Commercial Lines Basics(EXPERIENCE: SIX – TWELVE MONTHS)
June 10 - August 9August 12 - October 11October 7 - December 6
CE APPROVALS
New EmployeeOrientation
PA MD DE12 0 15 GEN
Registration FeeMember: $245 Non-Member: $285
Credit approval is subject to re-evaluation by stateinsurance departments.
CE APPROVALS
Delivering Quality Service
PA MD DE12 0 15 GEN
Registration FeeMember: $245 Non-Member: $285
Credit approval is subject to re-evaluation by stateinsurance departments.
CE APPROVALS
Personal Lines Basics
PA MD DE12 0 15 GEN
Registration FeeMember: $265 Non-Member: $305
Credit approval is subject to re-evaluation by stateinsurance departments.
CE APPROVALS
Commercial Lines Basics
PA MD DE12 0 15 GEN
Registration FeeMember: $265 Non-Member: $305
Credit approval is subject to re-evaluation by stateinsurance departments.
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ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 15
Learn at your own pace in your own place
IA&B’s expanding selection of on-demand training courses offers more options to gain critical knowledge and earn CE credit. These Web-based seminars gives you the flexibility and convenience of taking courses when and where it suits you. No more travel time or expense. No waiting for a course to come to your area. You can start and stop the course anytime, anywhere there’s a Web connection. Following registration, users have up to 30 days to complete an on-demand course. Each award CE credits upon successful completion. Some (*) are also approved for Utica loss-control credit.
New for 2013The following are presented by IA&B coverages expert Jerry Milton, CIC.
New! Certificates of InsuranceCertificates have become a major source of litigation between certificate holders, insureds, insurers and insurance agents. This course reviews the most frequently disputed and litigated certificate ofinsurance issues and offers risk management suggestions that should reduce some of these conflicts.
New! Insuring e-CommerceE-commerce activities have created new exposures that are not adequately covered by traditional property and liability policies. Many insurers have developed policies to address acts of a hacker, theft of money or intellectual property, loss of income, extortion and third-party liability. This course reviews these exposures and the policies designed to provide coverage.
New! Pollution Exposures and CoveragesBusinesses have become subject to increased environmental liability and financial loss exposures. These include site assessment, testing, upgrading facilities, cleanup, third-party damages or injuries, and fines or penalties. A separate Pollution Liability policy is often needed to address these, and this course discusses the provisions of such policies.
Other programs available on demand:Compliance Pitfalls and Ethical Responsibilities*IA&B advocacy experts Jason Ernest, Esq. and Claire Pantaloni, CIC, CISR highlight the most violated insurance laws and regulations and show agents how to remain compliant. (Pa.- and Md.-specific editions available.)
Ethical Behavior and E&O*Jerry Milton also lends his unique folksy style to this serious discussion of ethical considerations and E&O implications.
Understanding the National Flood Insurance Program (NFIP)Flood insurance expert Rita Hollada, CIC, CPCU, CPIA leads this three-hour program which awards the CE credit agents need to sell NFIP policies.
* Approved for loss-control credit for Utica policyholders
Visit iabgroup.com/on-demand to read more and register.
ON-DEMAND TRAINING
iabgroup.com/on-demand | (800) 998-964417
CE APPROVALSPA MD DE
Flood 3 Gen/Fld
3 PC/FL
3 Gen/Fld
Ethics 3 Gen 3 Eth 3 Eth
Compliance 3 3 Eth 3 Eth
Certificates 1 1 PC 1
e-Commerce 4 4 PC 4 GEN
Pollution 4 4 PC 4Credit approval is subject to re-evaluation by state insurance departments.
Filed for continuing education credit by IA&B only in the states ofPennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.
Registration Fees
Member Non-Member
Certificates $25 $55
Compliance $75 Member Only
All Others $75 $105
ProfessionalDev.July-Dec2013:Layout 1 5/8/13 10:26 AM Page 16
MAXIMIZE PRODUCTIVITY
WITH EFFICIENT AND EFFECTIVE
TRAINING FOR YOUR WHOLE
STAFF RIGHT IN YOUR AGENCY.
Reinforce your agency's insurance knowledge consistently across your staff by bringing any IA&B course or seminar directly to your office. IA&B makes it easy for you to meet your staff training goals by delivering quality classroom education from one of our nationally recognized training experts directly to you.
Host an IA&B training program and discover these benefits:
• Elimination of mileage and travel expenses
• Less time out of the office
• Customized training to meet your
specific agency needs
• Improved teamwork through shared
learning experiences
• An expert instructor who will deliver
reliable and accurate knowledge to your staff
For more details call (800) 998-9644, option 1or e-mail [email protected].
1 iabgroup.com | (800) 998-9644
Pages 2-3 Certified Insurance Counselors (CIC)Designation Program
Page 15 E&O and Coverage SeminarsE&O Risk Management: Meeting the Challenge of Change10 Ways to Get Sued (Sources of E&O Claims)
Page 16 Online ProgramsNew Employee Training
New Employee OrientationDelivering Quality ServicePersonal Lines BasicsCommercial Lines Basics
Page 17 On-Demand TrainingCertificates of InsuranceInsuring e-CommercePollution Exposures and CoveragesCompliance Pitfalls and Ethical ResponsibilitiesEthical Behavior and E&OUnderstanding the National Flood Insurance Program
Page 18 Registration Form
REGISTRATION INFORMATION
Program Date(s) Location (City, State)
First Name M.I. Last Name
Designations Earned Nickname for Badge
Agency/Company Name � Agency � Insurance Company � Other
Agency/Company Address* � Main Office � Branch Office � Home/Other*Physical shipping address required for licensing courses.
City State Zip + Four
Telephone Number Fax Number
Email Address (REQUIRED)
REQUIRED INFORMATION FOR CE FILING:Requesting CE credits? � Yes � No
State of Licensure
State of License Number
Birth Date National Producer Number
METHOD OF PAYMENTTotal Registration Fee $___________Indicate registration fee from applicable course description page.Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.
� Check enclosed payable to IA&B.Returned checks may be assessed a $20 fee.
� Charge my: � Personal OR � Corporate credit/debit card (complete information below) � Visa � MasterCard � American Express
Credit/Debit Card #
Expiration Date
Name of Cardholder (PRINT)
Signature of Cardholder
Credit/Debit cards are processed upon arrival. Receipts mailed upon request.
2013 Registration Form THIS FORM MAY BE DUPLICATED. 4 Easy Ways to Register
Web: iabgroup.com/education Phone: (800) 998-9644 or (717) 795-9100
Fax: (717) 795-8347
Mail: 5050 Ritter RoadMechanicsburg, PA 17055-4879
Secure for credit/debit card payment.
Join IA&B and save! All employees of IA&Bmember agencies and company partners save up to20% on every IA&B education program and have un-limited access to members-only tools and resourcesand information through a variety of services. For more information on IA&B membership, call (800) 998-9644 or (717) 795-9100, option 1.(Program discount excludes CISR and CIC programs.)
Registration InformationFull registration fee must accompany registration form. All fees include instruction, materials, coffee breaks, lunch (except CIC and JKR seminars) and Pennsylvania, Maryland and Delaware continuing education filing fees.The difference in member and non-member fees may be applied toward newmembership if eligible. Registration fees are deductible as ordinary businessexpenses but, may not be deducted as charitable contributions. Fees, datesand locations are subject to change.
Registration Change PolicyRegistration changes received more than 10 days before the course are fullyrefundable or transferrable. After that, registration changes are subject to a 25% penalty. Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B Member Service Center regarding penalties for licensing changes.
Continuing Education Full attendance is required for continuing education credit; partial creditwill not be granted. Credit approval is subject to re-evaluation by the state insurance department.
Program Confirmation Confirmation is e-mailed upon registration and includes course agenda along with hotel information.
Americans with Disabilities ActIn accordance with Title III of the Americans with Disabilities Act (ADA), program registrants with disabilities may request special accommodations.Please submit requests to IA&B in advance.
IA&B Office UseDate: _____________ Amount:___________Check #:___________P or A Entered:___________Code: ___________
Source code: PDCAT13
Licensing Self-Study Packages: Choose the line ofauthority and state in which you need to get licensed:
� Life & Health � Property & Casualty� PA � MD � DE
On-Demand Registration: I understand that I have 30 days to access the course. ________ initials
/ /
2013.Cover:Covers 5/13/13 2:05 PM Page 3
PROFESSIONALT R A I N I N GS C H E D U L E______________
Listed below are those companies that strongly support the independent agency
system and Insurance Agents & Brokers.Thank you for your continued sponsorship.
PLATINUM LEVELACUITYBerkley Mid-Atlantic GroupDonegal Insurance GroupErie Insurance GroupHarleysville InsuranceHM Insurance GroupInsurance Agents & BrokersService Group IncMMG Insurance CompanyMillers Mutual GroupMillville Mutual Insurance CoMutual Benefit GroupOhio CasualtyPenn National InsuranceSwiss ReThe Main Street America GroupUtica National Insurance Group
