New Coverage and resources to reduce E&O exposure. See page 2.
YOUR KEY TO DISTINCTION
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Member Benefits Catalog
Driving members to distinction.
About Insurance Agents & Brokers
We’re listening! Part of IA&B’s mission is to develop offerings based on member feedback. Several items in this catalog were inspired by Member Agent Panels (MAPs), groups of independent agents that meet twice a year in their home region to share their experiences, views and ideas. Organized by IA&B, MAP meetings are an open forum for discussion and an opportunity to learn about issues of importance to members. To learn how you can help shape IA&B—your association—as a MAP member, visit iabgroup.com/get_involved. 5050 Ritter Road
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PO Box 2023
Mechanicsburg, PA 17055 Phone: (800) 998-9644 / (717) 795-9100 Fax: (717) 795-8347
Driving members to distinction. Getting the most out of your membership means taking full advantage of the many resources described in this catalog. Based on input from members and our vast industry knowledge, we are confident that we have developed a portfolio of products and services that will add significant value — and distinction — for independent agents. With many challenges presented by a weak economy and soft insurance market, there has never been a better time to take advantage of the many benefits provided by IA&B. We can help: • • • • • •
Reduce your E&O exposure Train your staff Increase your sales Influence legislation Streamline your business Keep you informed
Keep this catalog handy as a quick reference guide to the many resources available to you as a member. Then visit iabgroup.com for the most up-to-date and comprehensive information on these and other benefits to which you are entitled.
Email: iab@iabgroup.com iabgroup.com
Driving members to distinction.
Table of Contents Insurance Products ........................... 2 – 5 Errors & Omissions Program E&O Coverage for Property and Casualty Agents E&O Coverage for Life and Health Agents E&O Loss Control Seminars Rough Notes Producer Online Agent’s Umbrella Group Insurance Plans Market Options Personal Umbrella Policy Home Business Insurance Workers’ Compensation Excess Umbrella Liability Insurance Flood Insurance Warranty Solutions Premium Financing Political, Industry and Legal Affairs ................................ 6 – 7 Advocacy Political Action Legal Affairs Producer Agreement Toolkit Fiduciary Responsibility Agency Termination Contract Reviews
Education ............................................... 8 – 13 Executive Management Conference Designation Programs Certified Insurance Counselor (CIC) Certified Insurance Service Representative (CISR) Certified Professional Insurance Agent (CPIA) Errors & Omissions Loss Control Licensing Preparation Self-Study Package Online and On-demand Training Special Topic Seminars On-site Training Education Calendar
Agency Operations ....................... 14 – 16 Employee Management HR Solution© Employee Screening Employee Profiling Business Services PIA Credit Cards Benchmarking Marsh Berry Car Rental Licensing and Renewal Services Central Licensing Bureau Print Products Shipping Services Technology Online Data Backup & Recovery Data Protective Services Emergency and Business Continuity Planning Getting Started Start-up Agency Toolkit Carrier Relationships ...........................17 Company Satisfaction Index
Coverage Issues .......................................17 Marketing and Branding ...................18 e-Newsletters Brand Affiliation Local Agents Serving Main Street AmericaSM Consumer Brochures from IA&B
Publications and ......................... Communications .....................................19 Agent Headlines Capitol Connection IA&B Website Social Media Primary Agent Magazine PIA Connection
IA&B Partners ............................................20 IA&B Partners Program
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Insurance Products Protect your agency and your customers with insurance products available through
E&O Coverage for Life and Health Agents _______________________________
your membership in IA&B. Whether it’s errors and omissions (E&O) coverage for your agency, specialized market access or premium financing, IA&B helps safeguard your business and increases your value to clients by providing coverage programs from well-established carriers.
Icon Legend
Benefits found online at iabgroup.com
NB National Benefits available through IA&B’s affiliation with PIA National.
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Errors & Omissions Program An E&O lawsuit can devastate an agency. Beyond offering comprehensive coverage from the industry’s most stable carriers, IA&B has tools and resources to help you better understand potential exposures and how to limit them. Strong technical knowledge and solid operational practices will help you prevent unnecessary claims. More information on E&O resources described in this section can be found by logging onto iabgroup.com and clicking “Errors & Omissions.” For coverages, call the IA&B Sales Center at (800) 998-9644, option 2. For other inquiries, press option 0.
E&O Coverage for Property and Casualty Agents _______________________________
A sound E&O policy can protect your agency from the effects of costly lawsuits. Strong E&O coverage from highly rated carriers is available through your membership in IA&B. You will appreciate coverage features important to independent agents: ■ comprehensive coverage ■ range of deductibles ■ liability limits options ■ optional coverages ◗ employment-related practices liability ◗ contingent catastrophe claim extra expense Our E&O team of service-oriented professionals will guide you through important considerations for protecting your business.
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The description of this coverage herein is for illustration only and is subject to individual policy provisions.
Litigation can seem to come from nowhere, impacting even the best of agencies doing everything by the book. Protect your business with E&O coverage features for life and health agents: ■ ■ ■
optional first-dollar defense full prior acts defense costs in addition to limit of liability
Rest easy knowing you are protected. Turn to IA&B for coverage from stable carriers to safeguard your hard-earned assets. The description of this coverage herein is for illustration only and is subject to individual policy provisions.
E&O Loss Control Seminars _______________________________ Avoid claims by attending E&O seminars through IA&B. We offer programs that explore different angles — from understanding how and why agents are sued to learning best practices for preventing claims. Seminars are geared to agency staff that may have an impact on claims. NOTE: Utica and Westport E&O policyholders may be eligible for loss control credit when completing these courses.
NB Rough Notes Producer Online _______________________________ Increase productivity and professionalism while limiting E&O exposure with Producer OnLine from Rough Notes, available through PIA National. This unique risk evaluation and coverage resource helps identify hidden exposures, and provides greater understanding of the products you sell. Modules to assist with solicitations and e-marketing are also included. IA&B members can access this valuable resource at our deeply discounted price, with guaranteed renewal at the same rate for three years. For more information, visit iabgroup.com and click “Agency Operations” and “Discount Services,” or call The Rough Notes Company at (800) 428-4384.
Insurance Products Agent’s Umbrella _______________________________
When your agency’s earning potential and assets warrant more protection than your E&O and commercial coverage provides, turn to IA&B for additional umbrella insurance. We work with you to craft an umbrella program that extends your coverage limits and shields your agency from a potentially devastating loss. IA&B’s umbrella program provides excess coverage for the following underlying policies: ■ ■ ■ ■ ■
errors and omissions comprehensive general liability workers’ compensation commercial automobile liability optional employment practices liability (additional charge and subject to underwriting approval)
Agencies of all sizes can benefit from IA&B’s umbrella program, which includes: ■ ■ ■
comprehensive coverage competitive rate structure payment plans for any premium
To learn more, visit iabgroup.com and click “Insurance Products.” The description of this coverage herein is for illustration only and is subject to individual policy provisions.
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Group Insurance Plans
Protect yourself, your employees and families with insurance plans available through your membership in the National Association of Professional Insurance Agents (PIA). Plans are flexible and can be customized to meet your needs. Plans include: ■ ■ ■ ■ ■ ■ ■
Basic Term Life Insurance Long Term Disability Short Term Disability Accidental Death & Dismemberment Hospital Indemnity Voluntary and Dependent Term Life Insurance Business Overhead Expense
To learn more, visit iabgroup.com and click “Insurance Products,” then “Group Programs.”
Market Options Growing your business by selling more types of coverage is possible through IA&B’s Market Options. A robust portfolio of coverages is available to members who want to reach more insureds or to grow relationships with existing customers through product cross-selling. These programs provide competitive commissions, yet have no volume requirements or access fees. Visit iabgroup.com and click “Insurance Products” to learn more.
Personal Umbrella Policy _______________________________ With liability lawsuits leading to expensive jury awards, clients may not have the coverage they need with their current auto and homeowners’ policies. Protect your clients’ financial well being by offering Personal Umbrella Policies (PUP) through RLI. A PUP’s stand-alone capability eliminates the complications of complying with underlying coverages. Program highlights include: ■
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self-underwriting application ability to combine with another umbrella for additional coverage limits up to $5 million coverages above auto, home and rental properties broad underwriting guidelines
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Insurance Products Home Business Insurance _______________________________
Workers’ Compensation _______________________________
You can tap the home business market using RLI’s home business insurance, available through IA&B. Many entrepreneurs working out of their homes discover they are under insured only after suffering a loss. RLI helps you protect home business clients with coverages that are often excluded in homeowners’ and renters’ policies. With policies that are simple to rate and self-underwriting, you can quickly tell your clients if they qualify for coverage. Other advantages include:
Protect your business-owner clients from lawsuits resulting from work-related accidents. IA&B’s partnership with Agency Resources Inc. (ARI) gives you access to a small, mono-line workers’ comp program to expand your product offering and grow your business. Program highlights include:
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business property protection up to $100,000 (with a $250 deductible) liability limits up to $1 million policies written on a standard BOP form electronic data processing coverage loss-of-income coverage
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selection of carriers hundreds of business classes any size account multi-state availability same-day quotes pay-as-you-go option — clients pay premiums based on actual payrolls, not estimates
Excess Umbrella Liability Insurance _______________________________ Our increasingly litigious society has created new and complex exposures for individuals, especially those with substantial assets or high income. Anderson & Murison’s primary and excess umbrella liability insurance is designed to help mitigate the significant liability risks these clients face every day.
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Insurance Products NB Flood Insurance _______________________________
PIA National Flood Program Through The Hartford (a WYO company) and PIA National, IA&B members have the opportunity to offer flood insurance to their clients. The Hartford Flood program features an easy enrollment process, competitive commissions, advanced Internet services, plus a variety of programs and surplus lines.
NB Warranty Solutions _______________________________ Market a Vehicle Service Contract (VSC) product directly to auto dealerships using Warranty Solutions. Members can access this program and monitor sales, loss ratios and claims activity for their dealers through the Warranty Solutions website, warrantysolutions.com.
Premium Financing
Help your clients manage the cost of their insurance coverage with premium financing. Available for personal and commercial lines, you can offer an affordable solution to clients who need coverage and a way to pay for it. Highlights of the program include: ■ ■ ■ ■ ■
guaranteed interest rate online quoting and servicing easy Quick Loan technology flexible payment terms optional credit card down payment
Premium financing can add to your agency’s bottom line. With competitive interest rates, you can add another source of revenue* to invest in your business. For more information, visit iabgroup.com and click “Insurance Products,” then “Premium Financing.” *Maryland law strictly prohibits producers from collecting fees from either the premium finance company or the consumer as a result of placing an insurance contract with a premium finance company.
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Political, Industry and Legal Affairs Advocacy
Political Action _______________________________
IA&B serves as your advocate in the state
regulators to support the independent
Join the legions of independent insurance agents trying to affect positive change by participating in IA&B’s Grassroots Action Alerts and by making a contribution to AgentPAC — your state association’s political action committee. Donating to AgentPAC is how you can personally make a difference. Your contribution helps ensure that agent-friendly candidates are elected and representing your interests in the halls of political power. Making an online contribution is easy and secure when you log on at iabgroup.com and click “Political Action Center.”
agency system. We also offer resources to
Top issues for the current legislative session include:
Capitol and throughout the industry by striving to ensure that new laws, government regulations and industry trends are in your best interest (and helping you to navigate them, when they’re not). We also work on your behalf to elect likeminded legislators and to encourage
advise you on important legal matters. Stay informed through items in weekly Agent Headlines e-mails, periodic Capitol Connection updates and 24/7 resources at
Pennsylvania ■
seeking greater clarity and consistency with certificates of insurance
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increasing minimum auto limits to reflect today’s costs
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ensuring the role of agents in the implementation of health care reform
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expanding voluntary WC coverage to include partners of a partnership and officers of an LLC
iabgroup.com. More in-depth articles also appear on the pages of Primary Agent magazine each month.
Maryland
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seeking greater clarity and consistency with certificates of insurance
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pushing for a privately run health insurance exchange
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ensuring that agents – as business owners – don't get pinched in revenuegenerating proposals to address state budget deficits
Delaware ■
ensuring the role of agents in the implementation of health care reform
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making sure regulators and legislators are aware of the potential negative impacts of severe mandated rate cuts in the workers’ comp market
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ensuring that agents – as business owners – don’t get pinched in revenue-generating proposals to address state budget deficits
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Legal Affairs _______________________________ IA&B’s advocacy goes beyond lobbying lawmakers. We protect member interests in the legal system and explain what court decisions mean to them. Rely on IA&B to protect your position. For expert guidance on a legal question or situation, log onto iabgroup.com and click “Industry & Legal,” or refer to the specific resources described below.
Producer Agreement Toolkit Don’t let departing employees leave with your agency’s accounts. IA&B’s Producer Agreement Toolkit is a Web-based resource that walks member agency owners through necessary provisions in producer agreements and spells out the consequences of improperly drafted contracts. It also contains a sample producer agreement for employees and independent contractors. Members can access this resource at iabgroup.com/patoolkit.
Fiduciary Responsibility Ensure your fiduciary accounts are in proper order using IA&B’s Fiduciary Responsibility Resource. This online resource provides a solid foundation for you to thoroughly understand your legal requirements, how to manage those requirements and how to maximize FDIC protection on your accounts. To get your fiduciary duties in order, log on to iabgroup.com, and click “Agency Operations” then “Fiduciary Duties.”
Agency Termination When agencies and carriers part ways, contract laws, consumer rights as well as state laws come into play. This resource looks at the state agency termination statutes and answers frequently asked questions about the operation of that law.
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Contract Reviews IA&B provides reviews of and advocacy concerning carrier contracts. Advocacy on behalf of members is central to the mission of IA&B with an emphasis on the protection of agents’ ownership of expirations and other key components of agency-company contracts.
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Education Knowledge is power. With professional development programs from IA&B, you can gain the knowledge (and power) to succeed. Whether it's basic insurance training, sales or advanced designation courses, IA&B’s nationally acclaimed training programs distinguish you from
Designation Programs IA&B offers designation and certification programs to give your staff the knowledge they need to be a greater asset to your agency. Professional designation pays dividends for the agency, employees and clients.
Certified Insurance Counselor (CIC) _______________________________
the competition. IA&B programs help you: ■ ■ ■ ■
build your knowledge refine your skills manage your business serve your clients
Courses are offered in ways that work best for your agency: ■
traditional classroom settings in your region
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Agency Management
on-site training right in your office building
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Commercial Casualty
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Commercial Property
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online training through scheduled webinars
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Life and Health
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Personal Lines
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on-demand content at the time and place of your choosing
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Executive Management Conference (EMC) IA&B has designed programs exclusively for member agency owners to receive guidance on key management topics. These dynamic conferences focus on complex issues that requires careful attention, but often get overlooked in the daily operation of running a busy agency.
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This designation is recognized as the insurance industry’s highest sign of distinction. The curriculum goes beyond personal and commercial lines coverage basics to build a keen awareness of special policies while exploring innovative ways to maximize clients’ coverage. Relevant, practical content is taught through five institutes:
Topics are identified by members through various means, including Member Agent Panel meetings, surveys, evaluations and member inquiries to IA&B. Recent conferences have focused on agency perpetuation and technology utilization to increase productivity. By attending EMC agency owners will gain insight on the full scope of the issue and learn how to break it down into manageable components to implement. In addition, talking and collaborating with experts helps owners re-prioritize key initiatives that help keep their agency viable. The 2011 EMC will take place on October 4-5 at the Lancaster Eden Resort in Lancaster, Pa.
Certified Insurance Service Representative (CISR) _______________________________
This program coaches front-line employees — your CSRs, agents and agency managers — and lays the foundation for them to deliver exceptional customer service. It provides information on risks and exposures of personal and commercial lines while focusing on minimizing E&O claims and cross-selling coverages. The program is comprised of five courses that are offered in classrooms or online: ■
Agency Operations
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Insuring Commercial Casualty
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Insuring Commercial Property
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Insuring Personal Autos
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Insuring Residential Property
Education Certified Professional Insurance Agent (CPIA) _______________________________
This program teaches participants how to generate qualified leads and fine tune communication skills in order to sell to new prospects and retain existing clients. Three Insurance Success Seminars cover marketing and sales strategies that will maximize sales opportunities for producers and customer service representatives: ■
Position for Success
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Implement for Success
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Sustain Success
Errors & Omissions Loss Control Avoid errors and omissions (E&O) claims by attending E&O seminars through IA&B. We offer seminars that explore different angles — from understanding how and why agents are sued, to learning best practices for preventing claims. Seminars are geared to agency staff that may have an impact on claims. NOTE: Utica and Westport E&O policyholders may be eligible for pricing considerations when completing these courses.
Special Topic Seminars IA&B offers special-topic seminars that focus on key coverages. These are designed around all positions in the agency. Look for seminars coming throughout the year that will take you beyond the basics and into the complexity of different insurance coverages. Past topics have covered issues surrounding changes to condo laws and CGL coverage for faulty workmanship.
Licensing Preparation These programs are designed to take some of the anxiety out of taking licensing exams. IA&B offers traditional classroom and self-study options for both property & casualty and life & health lines.
Self-Study Package _______________________________ This option is an alternative to the classroom for those who prefer independent exam preparation. Packages include study schedules, checkpoint quizzes and online practice exams. This method offers the flexibility of learning on your own time and at your own pace.
Online and On-demand Training When the classroom offerings don’t fit your schedule, your area of interest or your learning style, you may be able to go online to obtain the professional development you need. IA&B’s schedule of webinars or on-demand programs (available anytime) can satisfy your training or CE requirements at your desk, at home, or wherever you have Web access. This training technology provides a convenient learning format that delivers the same quality instruction you expect from IA&B’s education curriculum. You learn relevant, timely information on various topics, including: ■
New Employee Orientation
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Delivering Quality Service
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Personal Lines Basics
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Commercial Lines Basics
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National Flood Insurance
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Ethics In the Insurance Industry
NOTE: Courses leading to CISR designation are also offered online.
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On-site Training Maximize your agency’s productivity and effectively train your staff right in your own office building. Meet your staff training goals without the travel expense and time spent out of the office by hosting any IA&B training program right on your premises. Contact the IA&B Member Service Center for more details on how you can bring on-site training to your agency.
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2011 Education Calendar CIC Institutes Seminar
Location
Dates
Agency Management
Ellicott City, MD
May 16 – 19
Agency Management
Erie, PA
May 23 – 26
Agency Management
Philadelphia, PA
August 3 – 6
Agency Management
Pittsburgh, PA
October 5 – 8
Commercial Casualty
Lancaster, PA
June 6 – 9
Commercial Casualty
Hunt Valley, MD
August 22 – 25
Commercial Casualty
Philadelphia, PA
November 9 – 12
Commercial Property
Pittsburgh, PA
February 23 – 26
Commercial Property
Erie, PA
March 28 – 31
Commercial Property
York, PA
May 11 – 14
Life & Health
Lehigh Valley, PA
April 6 – 9
Life & Health
Harrisburg, PA
September 14 – 17
Personal Lines
Newark, DE
March 23 – 26
Personal Lines
Lehigh Valley, PA
September 19 – 22
Personal Lines
Ellicott City, MD
November 2 – 5
Personal Lines
Erie, PA
November 14 – 17
James K. Ruble Graduate Seminars (CIC Designees Only) Location
Dates
Location
Dates
Ellicott City, MD
March 16 – 18
Hershey, PA
August 10 –12
Pittsburgh, PA
April 18 – 20
Ocean City, MD
October 3 – 5
Philadelphia, PA
May 18 – 20
Lancaster, PA
December 5 – 7
Annapolis, MD
June 15 – 17
CISR Agency Operations
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Location
Dates
Location
Dates
Lancaster, PA
March 9
Frederick, MD
September 28
Philadelphia, PA
March 16
Erie, PA
October 5
Baltimore, MD
April 7
Pittsburgh, PA
October 6
Reading, PA
May 17
Mechanicsburg, PA
October 20
Lehigh Valley, PA
June 15
Philadelphia, PA
November 2
Pittsburgh, PA
July 19
Salisbury, MD
November 3
Altoona, PA
July 20
Dover, DE
December 15
Mechanicsburg, PA
September 14
CISR Commercial Casualty Location
Dates
Location
Dates
Philadelphia, PA
March 18
Hagerstown, MD
July 26
York, PA
June 29
Baltimore, MD
July 27
Reading, PA
July 6
Lancaster, PA
August 9
State College, PA
July 7
Philadelphia, PA
August 10
Wilkes-Barre, PA
July 12
Mechanicsburg, PA
September 16
Lehigh Valley, PA
July 20
Pittsburgh, PA
September 28
Mechanicsburg, PA
July 21
Pittsburgh, PA
September 29
CISR Commercial Property Location
Dates
Location
Dates
Philadelphia, PA
March 17
Baltimore, MD
May 18
Altoona, PA
March 30
Mechanicsburg, PA
May 19
Erie, PA
April 12
Lehigh Valley, PA
May 25
Wilkes-Barre, PA
April 20
Salisbury, MD
June 1
Reading, PA
April 21
Pittsburgh, PA
June 15
York, PA
April 26
Lancaster, PA
June 16
Frederick, MD
April 27
Philadelphia, PA
June 28
Pittsburgh, PA
May 4
Mechanicsburg, PA
September 15
CISR Personal Auto* Location
Dates
Location
Dates
Philadelphia, PA
February 17
Reading, PA
March 22
Baltimore, MD
February 22
York, PA
March 23
Lehigh Valley, PA
February 23
Pittsburgh, PA
March 29
Pittsburgh, PA
March 8
Salisbury, MD
April 5
Altoona, PA
March 9
Mechanicsburg, PA
September 13
Philadelphia, PA
March 15
*State specific
Newark, DE
March 16 iabgroup.com
CISR Personal Residential
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Location
Dates
Location
Dates
Philadelphia, PA
March 14
York, PA
October 26
State College, PA
March 30
Mechanicsburg, PA
November 2
Mechanicsburg, PA
September 12
Lancaster, PA
November 10
Baltimore, MD
September 13
Pittsburgh, PA
November 15
Scranton, PA
October 11
Pittsburgh, PA
December 7
Reading, PA
October 12
Lehigh Valley, PA
December 13
Frederick, MD
October 13
Philadelphia, PA
December 14
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2011 Education Calendar Dynamics of Service Location
Dates
Location
Dates
Columbia, MD
April 20
Baltimore, MD
August 11
Mechanicsburg, PA
May 26
Pittsburgh, PA
October 19
Philadelphia, PA
June 7
Mechanicsburg, PA
December 8
William T. Hold Seminars Location
Dates
Location
Dates
Erie, PA
February 23
Philadelphia, PA
July 14
Lehigh Valley, PA
March 8
Salisbury, MD
August 3
Baltimore, MD
March 16
Lehigh Valley, PA
August 16
Pittsburgh, PA
April 13
Dover, DE
August 17
Mechanicsburg, PA
April 19
Altoona, PA
September 27
Newark, DE
May 18
Wilkes-Barre, PA
September 27
Baltimore, MD
June 30
Pittsburgh, PA
October 18
Lancaster, PA
July 13
Hagerstown, MD
November 1
Location
Dates
Location
Dates
Mechanicsburg, PA
April 12
Pittsburgh, PA
August 18
Mechanicsburg, PA
April 13
Philadelphia, PA
October 25
Mechanicsburg, PA
April 14
Philadelphia, PA
October 26
Pittsburgh, PA
August 16
Philadelphia, PA
October 27
Pittsburgh, PA
August 17
CPIA
E&O 10 Ways to Get Sued Location
Dates
Location
Dates
Baltimore, MD
March 15
Lehigh Valley, PA
November 8
Philadelphia, PA
March 22
Baltimore, MD
November 29
Pittsburgh, PA
April 21
Dover, DE
November 30
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Mechanicsburg, PA
November 1
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E&O Best Practices
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Location
Dates
Location
Dates
Newark, DE
February 24
Pittsburgh, PA
November 16
Philadelphia, PA
May 26
Erie, PA
December 6
Lehigh Valley, PA
August 24
Life & Health Licensing Study Course Location
Dates
Location
Dates
Mechanicsburg, PA
March 1 – 3
Mechanicsburg, PA
August 30 – 9/1/2011
Philadelphia, PA
May 3 – 5
Pittsburgh, PA
October 18 – 20
Property & Casualty Licensing Study Course Location
Dates
Location
Dates
Mechanicsburg, PA
February 15 – 17
Philadelphia, PA
August 23 – 25
Philadelphia, PA
April 5 – 7
Lehigh Valley, PA
September 20 – 22
Mechanicsburg, PA
April 26 – 28
Mechanicsburg, PA
October 4 – 6
Pittsburgh, PA
May 10 – 12
Lehigh Valley, PA
November 1 – 3
Lehigh Valley, PA
May 24 – 26
Pittsburgh, PA
November 8 – 10
Mechanicsburg, PA
June 7 – 9
Mechanicsburg, PA
November 29 – December 1
Pittsburgh, PA
August 2 – 4
Philadelphia, PA
December 6 – 8
Mechanicsburg, PA
August 9 – 11
New Employee Training (Online) Seminar
Dates
New Employee Orientation
March 14 – May 6
New Employee Orientation
April 11 – June 3
New Employee Orientation
May 9 – July 1
New Employee Orientation
June 13 – August 5
New Employee Orientation
July 11 – September 2
New Employee Orientation
August 8 – September 30
New Employee Orientation
September 12 – November 4
New Employee Orientation
October 10 – December 2
New Employee Orientation
November 14 – January 6
Delivering Quality Service
June 13 – July 29
Delivering Quality Service
October 10 – November 25
Commercial Lines Basics
April 11 – June 10
Commercial Lines Basics
June 13 – August 12
iabgroup.com
Commercial Lines Basics
August 8 – October 7
(800) 998-9644
Commercial Lines Basics
October 10 – December 9
Personal Lines Basics
March 14 – April 29
Personal Lines Basics
May 9 – June 24
Personal Lines Basics
July 11 – August 26
Personal Lines Basics
September 12 – October 28
Personal Lines Basics
January 14 – December 30
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Agency Operations Running an independent agency has never been more challenging. Fortunately, the following resources are available to help members effectively and efficiently manage
Employee Screening _______________________________ IA&B-endorsed ScreenNow® pre-employment screening services offer instant access to various background reports to help ensure new hires have a clean record. IA&B members receive a 15 percent discount on background screening products.
their business.
Employee Management Your staff may be your agency’s greatest asset, but without proper due diligence, bad apples can become a liability. IA&B provides tools to help you manage human resources while protecting the best interests of your business. These are briefly described in this section with more information available by logging onto iabgroup.com, and clicking “Agency Operations” then “Employee Management.” Note: Many of these resources are available only to individuals designated as your “Agency Administrator” with IA&B. Contact the Member Service Center for more information.
HR Solution© _______________________________ IA&B’s HR Solution© is revamped and more robust. This resource helps agency administrators manage employment practices and become legally compliant with federal and state employer laws. HR Solution© provides a solid foundation for setting proper employment practices through these base products:
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human resources audit survey
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employee handbook template
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administrative and compliance guide
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consultation services (call (610) 779-3870)
NB Employee Profiling _______________________________ Take the guesswork out of personnel decisions by using OMNIA employee profiling services. Whether you are hiring, deciding future roles for current employees, team building or creating a business succession plan, OMNIA can help.
Business Services IA&B members have access to products and services (some at discounted member rates) used in the daily operation of their businesses. Briefly described in this section, these are available through our alliances with nationally recognized companies. Learn more by logging onto iabgroup.com and clicking “Agency Operations” then “Discount Services,” or call our Member Service Center at (800) 998-9644.
Agency Operations NB Financial Services _______________________________ NB PIA Credit Cards Bank of America offers members PIA-branded personal (PIA Platinum Plus® MasterCard® with or without WorldPoints®) and business (PIA Business Card with WorldPoints®) credit cards. WorldPoints® allows you to earn points and get the rewards you want — cash, travel, merchandise and gift certificates. Apply at pianet.com/bankofamerica.
Benchmarking _______________________________ Marsh Berry Evaluate and improve your agency’s value using Marsh Berry resources. Learn innovative management techniques and benchmarking services in the areas of finance, operations, sales and marketing and strategy to position your agency for success. IA&B members save $100 off the annual basic subscription fee.
NB Car Rental _______________________________ PIA members get unlimited mileage and year-round discounts of up to 20 percent off Alamo’s rates. Book with your travel agent or directly through Alamo. Be sure to request ID number 93140 at the time of reservation. Call 1-800 GO ALAMO or book online.
NB Licensing and Renewal Services _______________________________ Producer licensing is a time-consuming and expensive process for agencies. PIA members can access discounted, Web-based licensing services from Sircon, an industry leader in providing compliance services.
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Agency Operations NB Central Licensing Bureau _______________________________
NB Data Protective Services _______________________________
Focus on selling insurance, not completing license applications. Central Licensing Bureau (CLB) takes the hassle out of licensing by supplying and completing all license applications and helping you obtain and maintain your licenses.
Handling your customer’s data with care is more critical than ever, and simply having a data security plan is not enough. You need to be able to continuously audit, monitor and enforce compliance with that plan. PIA has partnered with MobileSecure to provide insurance agents with a program that helps agencies take a proactive stance in managing their data security risk.
NB Print Products _______________________________ Communicate your agency’s brand with customized printed materials from Mines Press. An extensive selection of office supplies, business forms, stationery and promotional items is available at discounts ranging from 10-50 percent.
NB Shipping Services _______________________________ Receive special discounts on package shipping through UPS. For more information contact our Member Service Center or go to iabgroup.com and click “Agency Operations” then “Discount Services.”
Technology Technology tools can increase productivity and pay real dividends when used effectively. The “Technology” section of iabgroup.com offers a collection of resources to bring you up to speed with this ever-changing aspect of your business.
NB Online Data Backup and Recovery _______________________________
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Using online data backup and recovery offered by Courtesy Computers, Inc., PIA members can use their agency’s Internet connection to backup their agency’s critical files to a secure remote location, from anywhere in America.
Emergency and Business Continuity Planning Avoid financial loss and unnecessary downtime when disaster or emergency strikes. IA&B’s Emergency Planning Manual will help you bring order to chaos in recovering your agency from a natural disaster or any sudden emergency. This Web-based tool allows you to create your agency’s personalized plan, which you can access anywhere, anytime to act decisively and smoothly to restore your agency operations. To develop and implement your emergency plan, go to iabgroup.com and click “Agency Operations” then “Emergency Planning.”
Getting Started Start-up Agency Toolkit _______________________________ New agencies may need extra help in getting established, so we’ve developed “ABC’s for New Agencies,” a Web-based tool that covers the essentials of starting an insurance agency. This resource explains the American Agency System and the different corporate structures available. It covers licensing, business plans, E&O insurance and various compliance components – like privacy, handling client money and procedure manuals. Log on to iabgroup.com/start-up to access this new member benefit.
Carrier Relations IA&B leads the way in building positive
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Products, Pricing & Underwriting
relationships between agents and
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Policy Service & Claims
carriers. The “Carrier Relationships”
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Agency/Company Relationship
area of iabgroup.com offers contract
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Technology
analyses and other company-specific information, as well as the searchable results of IA&B’s Company Satisfaction
The new biennial report (released in 2010) differentiates the carriers based upon direct premium written and the number of states in their footprint.
Index, a biennial member survey that serves as a benchmarking tool for carrier satisfaction.
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Company Satisfaction Index IA&B’s Company Satisfaction Index (CSI) survey is a valuable tool for comparing your experiences with carriers to those of other agents. This information can be used when considering new carriers. The CSI report provides member feedback on four key areas:
Coverage Issues Make sure you are up to date on changing coverage issues to best serve your clients and maintain your agency’s reputation. In the “Coverages” area of iabgroup.com, you will find a collection of coverage resources authored by Jerry Milton, CIC, covering topics such as: ■ ■ ■ ■ ■ ■ ■ ■
Auto Business Owners’ Homeowners’ Workers’ Compensation Commercial General Liability Flood Life State-specific coverage issues
“
Most of our backyard toys are ‘attractive nuisances.’ They attract children – pure and simple! Remember, if we’re not properly insured for our toys, our ‘fun in the sun’ could prove to be very costly. Have you advised your clients?
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– Jerry Milton, CIC
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Marketing and Branding Effective branding and marketing distinguishes your agency from the competition, and the good news is that IA&B helps make it affordable. Whether it’s an e-newsletter service, consumer brochures or access to recognizable national brands, IA&B helps you project a professional image and compelling message. For more information on the resources mentioned below, log on to iabgroup.com, and click “Agency Operations” then “Marketing & Branding.”
e-Newsletters _______________________________ How do your clients and prospects want to receive information? If they prefer e-mail, IA&B offers an easy, affordable way to send them an informative, professional-looking electronic newsletter. A collection of professionally written articles and design templates that can be customized for your agency make effective e-mail communication and marketing manageable.
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NB Local Agents ServingSM Main Street America
Available exclusively through your PIA national membership (at no additional cost), this branding program helps set you apart from the competition by focusing on the main benefits of the independent agency system: personal support and service, and a choice of companies’ policies to best fit clients’ needs. Participants receive an advertising kit containing a series of print ads that can be customized with your agency’s logo and contact information. PIA radio ads can also be used on the stations of your choice with custom tags for your agency.
Consumer Brochures from IA&B _______________________________ Promote your agency while protecting your clients by using customizable consumer brochures from IA&B. Add your agency logo and contact information to keep your name in front of current and prospective clients as you help them make informed decisions. IA&B’s Family Risk Brochure comes in a self-mailing, questionnaire format that allows clients to provide you with details on their family activities so you can determine the right type of coverage to fit the liability.
Publications and Communications Keep up on important issues and industry trends with IA&B's print publications and electronic communications. These resources deliver information you need
Social Media The longer you put off joining the conversation, the more you're missing. IA&B is facilitating professional and informative exchanges on the social Web.
to make informed decisions essential
Discuss trends and network with colleagues by joining IA&B’s LinkedIn group.
to your business.
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Read timely updates on your association’s activities and breaking industry news by following IA&B on Twitter.
Agent Headlines This weekly electronic newsletter keeps you up to speed on the latest information you need. It covers industry and financial news, state-specific legislative activity, company ratings and announcements from IA&B. Special editions alert you to breaking industry news.
Capitol Connection Stay in touch with IA&B's legislative initiatives on both the state and federal level with this periodic e-newsletter. Sent at pivotal times in the legislature’s cycle, Capitol Connection gives you insider details about issues that impact you the most.
IA&B Website Whether you’re looking for a business solution or simply more information, look to iabgroup.com first. All the benefits and resources available to you as a member are just a few clicks away. Real-time capabilities make online registration for seminars and other services a snap. Members receive quick and unlimited access to state-specific, passwordprotected information not available to the general public.
PENNSYLVANIA
year, start
Primary Agent Magazine
Fresh fresh
Packed with news and information, Primary Agent magazine gives you an insightful look at issues affecting the workplace, industry and association. Each monthly issue includes state-specific news, commentaries on coverage and preventing errors and omissions, and other articles of interest to independent agents. Hard copies are mailed to agency principals while all agency employees receive access to digital editions at iabgroup.com. INTHISISSUE: ––––––––––––––– 11 resolutions for 2011
NB
PIA Connection
The official newsletter of the National Association of Professional Insurance Agents, PIA Connection focuses on legislative topics that affect independent agents, highlights PIA membership benefits and keeps members informed of industry developments and trends that impact the agency system. .
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IA&B Partners IA&B Partners are qualified companies who receive year-round exposure to key decision makers within independent insurance agencies. Partners can choose from four levels of sponsorship (Platinum, Gold, Silver or Bronze), depending on the level of exposure they desire.
What’s in it for Partners?
Why Become a Partner?
Membership as an IA&B Partner provides market exposure to 13,000 individual agents and staff working in more than 1,400 member agencies in Pennsylvania, Maryland and Delaware. Sponsors can choose from four levels of partnership with varying amounts of promotion. IA&B Partners also enjoy the benefits of IA&B membership (e.g. access to members-only communications, Web content, education programs, etc.).
Becoming a Partner enables you to reach agents — your core audience — who serve as the direct link to insurance-buying consumers. Through a mix of promotional media, you can enhance recognition of your brand and communicate your message. More importantly, you can stay connected to agents and the industry issues of importance to them by receiving some of the same member benefits. For more information, contact the IA&B Member Service Center at (800) 998-9644, option 0, or visit iabgroup.com/join/partners.
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Listed below are those companies that strongly support the independent agency system and Insurance Agents & Brokers. Thank you for your continued sponsorship.
Partners Program Partners Program WHAT IS IA&B PARTNERS? The IA&B Partners program gives company and allied businesses the opportunity to demonstrate their commitment of support to independent agents and receive maximum market exposure. As an IA&B Partner, you will also realize the benefits of IA&B membership to help you succeed in the insurance industry.
DO YOU SEE YOUR NAME? To become an IA&B Partner, choose the sponsorship package that matches your commitment of support. Contact the Member Sales Center at (800) 998-9644, (717) 795-9100 or visit us online at www.iabgroup.com to get started.
PLATINUM LEVEL
BRONZE LEVEL
ACUITY Berkley Mid-Atlantic Group Erie Insurance Group Harleysville Insurance Highmark Casualty Insurance Company Insurance Agents & Brokers Service Group Inc Millers Mutual Group Millville Mutual Insurance Co Mutual Benefit Group Ohio Casualty Penn National Insurance Selective Swiss Re The Main Street America Group Travelers Utica National Insurance Group
Aegis Security Insurance Co
GOLD LEVEL Allied Insurance MMG Insurance Progressive
SILVER LEVEL Access Insurance Company American Mining Insurance Co Cumberland Insurance Group Donegal Insurance Group Frederick Mutual Insurance Co Harford Mutual Insurance Co Juniata Mutual Insurance Co PSBA Insurance Trust The Motorists Insurance Group Westfield Insurance Zenith Insurance
Agency Insurance Company Auto-Owners Insurance Company Briar Creek Mutual Insurance Company Builders Insurance Group Chubb Group of Insurance Companies Encompass Insurance First General Services Foremost Insurance Group Goodville Mutual Casualty Company Grange Insurance Companies Hanover Fire & Casualty Insurance Company Insurance Alliance of Central PA Inc Insurance Placement Facility of PA Keystone Insurers Group Inc Lebanon Mutual Insurance Company Mercer Insurance Group Merchants Insurance Group Mercury Casualty Penn Millers Insurance Company Penn PRIME Municipal Insurance Reamstown Mutual Insurance Company Rockwood Casualty Insurance State Auto Mutual Insurance Company TAPCO Underwriters Inc The Brethren Mutual Insurance Company The Mutual Service Office Inc Tuscarora Wayne Insurance Company
Find help through IA&B’s Member Service Center
Driving members to distinction. Whether you need assistance using iabgroup.com, have a question about insurance coverage or are looking for information about a particular topic, call the IA&B Member Service Center. We're here to help you get the information you need and answer your questions. Call us anytime at (800) 998-9644, option 0 or e-mail iab@iabgroup.com. 5050 Ritter Road
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PO Box 2023
Mechanicsburg, PA 17055 iabgroup.com (800) 998-9644 Join our group Follow us
Driving members to distinction.