Professional Training Schedule 2018 by Insurance Agents & Brokers Service Group Inc

DIAMOND EXCELLENCE AWARD WE STRIVE FOR EXCELLENCE IN PLANNING, PROMOTING AND PRESENTING OUR EDUCATION PROGRAMS THROUGHOUT OUR TRI-STATE FOOTPRINT, AND I AM PROUD TO SAY THAT WE HAVE BEEN RECOGNIZED FOR ACHIEVING THAT GOAL.

President & CEO Jason Ernest with Professional Training & Education Director Jess McWilliams.

Our national association (for Pennsylvania and Delaware) Independent Insurance Agents & Brokers of America, otherwise known as the Big “I”, celebrates and recognizes state associations and staff who make significant contributions to education for their members and the industry. At Big I’s annual Education Convocation in Chicago, Insurance Agents & Brokers (IA&B) joined the cream of the crop when our staff received a Diamond Excellence Award.

Our Director of Professional Training and Education Jess McWilliams and I were on hand to receive IA&B’s Excellence in Insurance Education Awards. This award recognizes that IA&B has reached the pinnacle of performance in the key areas of class offerings, continuing education, professionalism, designation offerings, industry collaboration and more. As satisfying as earning this distinction is, knowing that our award-winning programs are contributing to the success of agents throughout our region is more gratifying. I admire and applaud agents who pursue greater knowledge to better serve agencies and customers. We are pleased to be a partner in your educational journey. All the best,

President & CEO Insurance Agents & Brokers (IA&B)

JasonE@IABforME.com I P: 800-998-9644 or 717-795-9100 ext. 415

IA&B EDUCATION STAFF Jess McWilliams Professional Training & Education Director JessicaM@IABforME.com P: 800-998-9644 or 717-795-9100 ext. 503

Alane Fagan Events Manager AlaneF@ IABforME.com P: 800-998-9644 or 717-795-9100 ext. 512

Blair Aylward Events Manager BlairA@IABforME.com P: 800-998-9644 or 717-795-9100 ext. 510

TABLE OF CONTENTS Certified Insurance Counselors (CIC) Designation Program Page 1 Agency Management Commercial Casualty Commercial Multiline Commercial Property Life & Health Personal Lines Page 2 James K. Ruble Graduate Seminars Certified Insurance Service Representatives (CISR) Designation Program Page 3 CISR Overview CISR Elite Page 4 Agency Operations Commercial Casualty I Page 5 Commercial Casualty II Insuring Commercial Property Page 6 Insuring Personal Auto Exposures Insuring Personal Residential Property Page 7 CISR Personal Lines â&#x20AC;&#x201C; Miscellaneous Elements of Risk Management Life & Health Essentials Page 8/9 William T. Hold Seminars Licensing Exam Preparations Page 10 Life & Health Property & Casualty Licensing Self-Study Packages Page 11 Life & Health Property & Casualty Sales & Marketing Training Page 12 Certified Professional Insurance Agent (CPIA) Designation Program Insurance Success Seminars

E&O Risk Management Training Page 13 E&O Risk Management: Meeting the Challenge of Change Mistakes that Lead to E&O Claims Other Coverage Training Page 14 Grilled Cheese, Beer and Insurance: Covering the Business of Food-and-Drink I Screwed Up and My Insured is Toast: Personal Lines Understanding the Insurance Requirements Page 15 Live CE Webinars My E-Training Center Page 16 Introductory Training Page 17 On-Demand Training Options HR Pitfalls for Independent Agencies Certificates of Insurance Insuring e-Commerce Pollution Exposures and Coverages Compliance Pitfalls and Ethical Responsibilities Understanding thal Flood Insurance Program (NFIP) Ethical Behavior and E&O

Career & Training Paths

Page 18 Sales Path Service Path Agency Management Path Page 19 Registration Form

EDUCATION CONSULTANTS

FACULTY Kevin Amrhein, CIC Kevin joins us from his home state of Florida where he runs his own insurance education school. Kevin teaches in the CIC and CISR programs. This year, he will also be presenting some of our â&#x20AC;&#x153;other coveragesâ&#x20AC;? courses as well as live webinars.

Jim Back, CIC, CPIA

Daniel E.Lawyer CIC, CPCU, CSRM

Jim has taught Certified Insurance 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. Bettye D. Buffington, CIC, CRM, CPCU, AAI, ARM, CPIA Bettye teaches Certified Insurance Counselors (CIC) institutes, Certified Insurance Service Representatives (CISR) courses, Dynamics of Service and topical seminars for IA&B. She currently serves on the Board of Governors for the Society of CIC and is a national faculty member of the Societies of CIC and CISR.

Jerry M. Milton, CIC

Linda A. McCann, CPCU, AAI, CPIW Linda 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. Bob Rembecki, CIC, CRM, CPCU, ARM Bob has been an insurance instructor in the mid-Atlantic region for 30 years. He teaches CISR and CPIA programs for IA&B and is a member of the National Alliance National Faculty.

Clem J. Wandrisco Jr. CPCU, ARM, AIC, AAI Tom Sanders, CIC, CPIA Tom has over 40 years of experience in insurance and teaches Life & Health topics in the CIC Institutes, James K Ruble Graduate Seminars and in the pre-licensing courses.

Jay Williams CIC, CRM, AAI, ACSR, CRIS, MLIS, AIP

Scott Treen, CIC Scot is President of Treen Insurance Agency in Jefferson, OH. He teaches in both the CIC and CISR programs.

Betsy J. Tribendis, AAI, CIC, CPIW, GRI Betsy teaches various programs including pre-licensing education, E&O prevention and insurance coverage topics for IA&B.

CERTIFIED INSURANCE COUNSELOR (CIC) DESIGNATION PROGRAM Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition by knowing 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 n Agency Management n Commercial Casualty n Commercial Multiline

n n n

Commercial Property Life & Health Personal Lines

Earning the Designation To earn the CIC designation, you must complete five 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 Designation CIC designees must attend one of the following programs annually for update credit: n Any one CIC institute (no exam required) n James K. Ruble Graduate Seminars * n PROFocus Series n Any Certified Risk Managers (CRM) course 2018 Institute Dates & Locations Personal Lines February 14-17 Commercial Multiline March 21-24 Commercial Casualty March 26-29 Commercial Property April 18-21 Commercial Casualty May 9-12 Life and Health June 4-7 Agency Management June 19-22 Commercial Multiline July 9-12 Personal Lines July 25-28 Commercial Casualty August 1-4 Commercial Multiline September 11-14 Agency Management October 29-Nov 1 Commercial Property November 7-10 Personal Lines December 3-6

Harrisburg, PA Wilmington, DE Erie, PA Allentown, PA Baltimore, MD Erie, PA Lancaster, PA Erie, PA Pittsburgh, PA Philadelphia, PA Harrisburg, PA Erie, PA Ellicott City, MD Philadelphia, PA

* You must be a dues-paid member of the Society to register. Note: Agency Management is approved for loss control credit for Utica Policyholders. All other institutes are approved for Utica loss control credit only for National Alliance designees.

“I have always said that if you can get at least one new idea or piece of information that you can take back to the office and use on Monday morning, it’s worth the price of admission. After being a CIC for over 30 years, I continue to be amazed with the knowledge I return with after each class.” Philip J. Marcus, CIC

CE APPROVALS PA MD DE AM 20 GEN

17 PC/3 ETH or 17 LH/3 ETH

CC 20 GEN

20 PC

CM 20 GEN

20 PC

CP 20 GEN

20 PC

LH 18 GEN

18 LH 2 LTC

2 LTC

PL* 20 GEN

21 GEN 4 ETH 21 GEN 3 ETH 17 GEN 3 ETH 20 GEN

19 GEN 2 LTC/3 ETH 21 GEN 20 PC 3 ETH

* Flood credits may be available in the PL and CP Institutes. Review specific course agenda for more information. Credit approval is subject to re-evaluation by state insurance departments.

Agenda DAY ONE Registration: 12:00 – 1:00 p.m. Seminar: 1:00 – 5:15 p.m. DAY TWO & THREE Seminar: 8:00 a.m. – 5:00 p.m. DAY FOUR (EXAM DAY) Exam: 8:30 a.m. – 10:30 a.m.

Registration Fee $440 Course materials, instruction, coffee breaks and continuing education fees are included. Dates, fees and locations are subject to change.

IABforME.com/CIC | (800) 998-9644

JAMES K. RUBLE GRADUATE SEMINARS Designation Update Option Strengthen your client relationships and increase your business with the knowledge gained in just two days at a Ruble Graduate Seminar. 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. Some of the agendas include concurrent sessions giving you flexibility to focus your learning on specialized coverage types or specific lines of continuing education. There’s no pressure to pass an exam and you can use Ruble Graduate Seminars to satisfy your annual CIC or CRM update requirement. * Must be a dues-paid member of the National Alliance to register. Must hold the CIC, CRM, CPRM, CISR or CSRM designation to attend. Approved for Utica’s E&O Loss-Control credit.

CE APPROVALS State continuing education credit varies by program agenda. Visit IABforME.com for details. Credit approval is subject to re-evaluation by state insurance departments.

Agenda

2018 Dates & Locations March 12-13 April 9-10 May 7-8 June 5-6 July 9-10 August 6-7 August 14-15 August 15-16 October 1-2 October 16-17 November 12-13

Ellicott City, MD Pittsburgh, PA Philadelphia, PA Annapolis, MD Allentown, PA Hershey, PA Erie, PA Ellicott City, MD Ocean City, MD Pittsburgh, PA Lancaster, PA

Registration: 7:00 a.m. Seminar: 8:00 a.m. – 5:15 p.m.

Registration Fee $430 Course materials, instruction, coffee breaks and continuing education fees are included. Dates, fees and locations are subject to change. Approved for loss-control credit for Utica policyholders.

IABforME.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.

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM

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This CISR Program offers an ever-expanding array of practical, skill-building opportunities. The curriculum is tailored to your role and region. Choice and flexibility is what CISR insurance courses are all about. CISR courses are designed to focus on your type of business. It takes only five courses to earn the CISR designation, but participants have the flexibility of nine course options. This allows CSRs and other front-line staff to focus on whatâ&#x20AC;&#x2122;s important to them and the type of work they handle. R

The CISR program builds knowledge of essential coverages and improves cross-selling ability. Nine topics are offered through IA&B classroom seminars in convenient locations across Pa., Md. and Del. 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) n Life & Heath Essentials n Insuring Personal Residential Property n Commercial Casualty I* n Personal Lines Miscellaneous n Commercial Casualty II* n Agency Operations n Insuring Commercial Property n Elements of Risk Management n 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 Designation To retain the designation, you must attend one of the following programs annually (by end of birth month) for update credit: n Any one CISR course (classroom or online) n CIC Institute, CRM Course or n Dynamics of Service Seminar James K. Ruble Graduate Seminar n William T. Hold Seminar

CISR ELITE DESIGNATION The National Alliance for Insurance Education and Research created CISR Elite status to signify a commitment to broader insurance knowledge, to present additional CISR update options and to create a higher goal for agency staff in their pursuit of customer service excellence.

Earning the CISR Elite credential Anyone passing five CISR courses within three years (thus earning the standard CISR designation) AND THEN successfully completing the remaining four seminars within an additional three-year time period will be awarded CISR Elite status. If advancing to the Certified Insurance Counselor (CIC) designation (see page 1) is not something youâ&#x20AC;&#x2122;re prepared for or interested in, CISR Elite will take you to a higher level of knowledge and skill and award a credential that symbolizes your ongoing commitment to professional development.

IABforME.com/CISR | (800) 998-9644

CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM Agency Operations Gain a greater understanding of the dynamics within insurance organizations. Also, understanding how agencies operate is essential training for both insurance agency and company personnel. This course helps make you an indispensable team player in any insurance agency. NOTE: Approved for loss-control credit for Utica E&O policyholders R

CE APPROVALS Agency Operations*

6 PC/1 ETH or 6 LH/1 ETH

6 GEN/ 7 GEN 1 ETH Commercial Casualty I**

7 GEN

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Topics: n Legal and Ethical Requirements n The Insurance Agency n The Insurance Industry and Marketplace n Communication 2018 Dates & Locations February 13 February 22 April 25 April 26 May 22 August 2

n Agency Workflow n Account Management n Errors & Omissions

Pittsburgh, PA Philadelphia, PA Lancaster, PA Frederick, MD Salisbury, MD Mechanicsburg, PA

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 3:45 p.m. Q&A & Review: 3:45 – 4:15 p.m. Exam: 4:15 – 5:15 p.m. Mandatory if earning a designation.

Registration Fee $200 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. * A pproved for loss-control credit for Utica policyholders. ** A pproved for loss-control credit for Utica policyholders for CIC, CRM or CISR designees only.

IABforME.com/CISR | (800) 998-9644

Commercial Casualty I This course strengthens your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages. You will improve your understanding of legal liability and what creates liability exposures. The focus of this course is the Commercial General Liability Coverage Form. This course also addresses additional insured exposures and the coverage available to meet these needs.

Topics: n Essentials of Legal Liability n CGL Introduction n Commercial General Liability Coverage Parts 2018 Dates & Locations April 24 May 31 September 6 September 6 September 19 October 2 October 3 November 15

Erie, PA Altoona, PA Philadelphia, PA Pittsburgh, PA Waldorf, MD Lancaster, PA Frederick, MD Mechanicsburg, PA

n CGL Other Provisions n Additional Insureds

CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM Commercial Casualty II This 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: n Business Auto Exposures and Coverages n Workers Compensation and Employers Liability Insurance Policy n Commercial Umbrella and Excess Liability Policies 2018 Dates & Locations May 30 August 8 September 18 September 19 October 23 November 29

CE APPROVALS Commercial Casualty II**

Hagerstown, MD Baltimore, MD Allentown, PA Mechanicsburg, PA Philadelphia, PA Pittsburgh, PA

Dover, DE State College, PA Philadelphia, PA Allentown, PA Pittsburgh, PA Baltimore, MD York, PA Mechanicsburg, PA

7 PC 7 GEN Insuring Commercial Property**

7 GEN

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

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 knowledge and confidence.

Topics: n Fundamentals of Commercial Property n Building and Personal Property Coverage Form n Causes of Loss Forms

7 GEN

Insuring Commercial Property

2018 Dates & Locations April 10 May 2 May 17 May 23 May 30 June 12 June 13 December 12

n Basics of Time Element n Basics of Commercial Inland Marine

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 3:45 p.m. Q&A & Review: 3:45 – 4:15 p.m. Exam: 4:15 – 5:15 p.m. Mandatory if earning a designation.

Registration Fee $200 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. ** A pproved for loss-control credit for Utica policyholders for CIC, CRM or CISR designees only.

IABforME.com/CISR | (800) 998-9644

CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM Insuring Personal Auto Exposures Assist your clients in identifying their exposures and more effectively advise them in the processes of analyzing, obtaining, and modifying their personal automobile policies.

Topics:

CE APPROVALS Insuring Personal Auto Exposures**

7 GEN

7 PC

7 GEN

Insuring Personal Residential Property**

7 GEN

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 3:45 p.m. Q&A & Review: 3:45 – 4:15 p.m. Exam: 4:15 – 5:15 p.m. Mandatory if earning a designation.

IABforME.com/CISR | (800) 998-9644

n Introduction to the Personal Auto Policy n Liability Coverages n Medical Payments Coverage

2018 Dates & Locations February 15 March 27 July 11 October 31 November 14 November 28 December 5 December 6

n Uninsured/Underinsured Motorists Coverage n Coverage for Damage to Your Auto n Provisions

Reading, PA Pittsburgh, PA Mechancisburg, PA Erie, PA Allentown, PA Altoona, PA Baltimore, MD Philadelphia, PA

* Personal Auto course and examination are state specific. Participants are encouraged to attend in the state in which they write most of their business.

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: n Introduction to the Homeowners Policy n Homeowners Policy Section II n Homeowners Policy Section I n Tenants, Unit-Owners, and the Dwelling Policy 2018 Dates & Locations February 14 Mechanicsburg, PA April 11 Philadelphia, PA April 12 Wilkes-Barre, PA August 1 Allentown, PA October 11 Pittsburgh, PA October 16 York, PA October 17 Newark, DE November 7 Salisbury, MD

CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CISR Personal Lines – Miscellaneous Prompt your personal line client to identify the crucial exposures created by watercraft, recreational vehicle and business activities. ISO Homeowners and ISP Personal Auto Programs provide limited coverage. This course will help you design the appropriate coverage for these exposures and provide an analysis of coverage offered through personal umbrella or excess liability policies. n Watercraft Exposures & Coverages n Recreational Vehicles

2018 Dates & Locations March 14 March 15 April 5 June 26 July 12 October 10 December 4

n Business Activities of Personal Lines Clients n Personal Umbrella/Excess Liability

Mechanicsburg, PA Philadelphia, PA Waldorf, MD Reading, PA Wilkes-Barre, PA Indiana, PA Pittsburgh, PA

Insurance 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. n The Risk Management Process & Risk Terms n Risk Control n Risk Identification n Risk Finance n Risk Analysis n Risk Administration

Allentown, PA Mechanicsburg, PA Pittsburgh, PA Indiana, PA Lancaster, PA Philadelphia, PA

Be better prepared to answer question about the need for life insurance, and explore delivery systems and health plans designed to manage the high cost of care.

2018 Dates & Locations February 23 June 7 July12 August 15 October 16 October 17

Personal Lines Miscellaneous**

7 GEN

7 PC

7 GEN

7 PC

7 GEN

Life & Health Essentials**

7 GEN

7 LH

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 3:45 p.m. Q&A & Review: 3:45 – 4:15 p.m. Exam: 4:15 – 5:15 p.m. Mandatory if earning a designation.

Registration Fee $200

Life & Health Essentials n Introduction to Life Insurance n Permanent Life Insurance n Regulation

CE APPROVALS

Elements of Risk Management**

Elements of Risk Management

2018 Dates & Locations February 21 April 18 April 25 May 3 July 17 July 18

n Term Insurance n Health Insurance Concepts n Consumer Driven Plans

Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. ** A pproved for loss-control credit for Utica policyholders for CIC, CRM or CISR designees only.

Lancaster, PA Mechanicsburg, PA Pittsburgh, PA Hagerstown, MD Wilkes-Barre, PA Reading, PA

IABforME.com/CISR | (800) 998-9644

WILLIAM T. HOLD SEMINARS

CE APPROVALS William T. Hold Seminar Contracts & Leases**

Submitted for 7 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee $200 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. ** Approved for loss-control credit for Utica policyholders for CIC, CRM or CISR designees only.

William T. Hold Seminars are an option for CISR designees who need to fulfill their annual designation update requirement. They give CISRs the opportunity to dig deeper into the coverages that may have been touched on only briefly in the regular CISR classes.

Contracts & Leases: Understanding the Insurance Requirements Agents must navigate a sea of paperwork that assigns financial responsibility in the event of a loss. This course will examine terms of agreement found in contracts and leases that must be understood in order to effectively advise customers of their insurance needs. Contracts and leases are binding agreements in which two or more parties agree to do (or not do) something. Contracts can also be used to transfer the obligation to pay for certain losses from one party (indemnitee) to another (indemnitor). This is an indemnification agreement, and for the transfer to be successful, the indemnitor must have the ability to pay. Such agreements often create questions like: Are the liabilities assumed under the agreement covered by the indemnitor’s liability policies? Do additional insureds create unintended liabilities? Who’s responsible for damage to leased property? What are the insurance requirements and can they be satisfied? Coverages expert Jerry Milton, CIC, will discuss the answers as he offers real-world claim scenarios from his vast industry experience. n n n n

Contractual liability Indemnification agreements Insurance requirements Additional insured problems

2018 Dates & Locations March 28 March 29 April 4 April 17 May 24 June 12 June 13 July 26 October 30 December 11 December 13

IABforME.com/WTHold | (800) 998-9644

n Requirements of leases n Auto rental agreements n Certificates of insurance

Allentown, PA York, PA Baltimore, MD Altoona, PA Lancaster, PA Mechanicsburg, PA Philadelphia, PA Pittsburgh, PA Wilkes-Barre, PA Reading, PA Hagerstown, MD

WILLIAM T. HOLD SEMINARS

The Good Life: P&C Coverage Concerns for the Financially Sound So maybe your insured doesn’t have a private jet, Manhattan penthouse or other luxury enjoyed only by the absurdly wealthy. But your insured has worked hard, done pretty darn well, and wants to enjoy the fruits of the labor. This course dives into the roll that you- the P&C agent- play in helping to protect your insured’s future from a damaging loss that could quickly turn the good life into one that’s absolutely no fun at all.

Issues to be discussed: n n n n n n n n n

Insuring second homes Concerns with condos Insuring Time Shares The growing exposure of vacation rentals Coverage concerns with rental cars Golf carts- covered or not? Use of watercraft “Beer money” aka income-producing activities Coverage for volunteer services

2018 Dates & Locations March 13 May 1 July 25 September 20 October 9 October 10 October 11 October 18 October 31 November 1 November 14 November 15

CE APPROVALS William T. Hold Seminar The Good Life: P&C Coverage Concerns for the Financially Sound**

Submitted for 7 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee $200 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. ** Approved for loss-control credit for Utica policyholders for CIC, CRM or CISR designees only.

Newark, DE Reading, PA Erie, PA Altoona, PA Allentown, PA Mechanicsburg, PA Baltimore, MD Salisbury, MD Philadelphia, PA Pittsburgh, PA Dover, DE Lancaster, PA

IABforME.com/ WTHold | (800) 998-9644

LICENSING EXAM PREPARATION

PLE APPROVAL PA - 24 PLE Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 4:45 p.m.

Registration Fee Member: $395 Non-Member: $515 Course materials, instruction, coffee breaks, lunch and PA pre-licensing education fees are included. Dates, fees and locations are subject to change.

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 license needed, students will feel more confident with newfound knowledge to successfully pass the exam.

Pa. Licensing Exam Prep — Classroom Instruction Aspiring agents in the Keystone State have a better chance of passing the Pennsylvania licensing exam on their first try with the structure of IA&B’s Licensing Exam Preparation courses. The program features a sharp focus on content most likely to be on the test and also includes: n additional study aids

n mentoring guidelines

n streamlined study manual

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 will pass the exam. If they fail, they may attend another study course within one year at no charge. Updated course material fees may apply.

2018 Life & Health February 20-22 April 24-26 August 28-30 October 2-4 2018 Property & Casualty February 6-8 February 27-March 1 March 20-22 April 3-5 April 17-19 May 22-24 June 19-21 July 17-19 August 7-9 August 21-23 September 25-27 October 9-11 October 23-25 November 13-15 December 11-13

Mechanicsburg, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA

Mechanicsburg, PA Allentown, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Allentown, PA Mechanicsburg, PA Philadelphia, PA Mechancisburg, PA Pittsburgh, PA Mechanicsburg, PA Allentown, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, 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

IABforME.com/ExamPrep | (800) 998-9644

LICENSING SELF-STUDY PACKAGES

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 for both property & casualty and life & health lines.

Self-Study Packages include:

n Study Guide n Licensing Text n Chapter Quizzes

n State Licensing Bulletin n Exam Simulator Online Access n State-specific Law Information

Pre-Licensing Self-study Guides IA&B has literally written the book on insurance licensing exam preparation in Pennsylvania and Maryland. Our Property & Casualty Pre-licensing Manual is a tool that aspiring agents can use to significantly improve their chances of passing their stateâ&#x20AC;&#x2122;s P&C licensing exam on the FIRST try.

Property & Casualty and Life & Health Self-Study Packages Member

NonMember

PA Residents

$179.14

$200.34

All Other States

$169

$189

Our state-specific pre-licensing guides give would-be agents insight into questions they should be prepared to answer when taking the exam. The manuals explain the entire test process (from registration to test-taking tips), provides a study schedule and encourages working with a mentor.

Mentor program Included in the cost of the pre-licensing package is a mentoring guide that can greatly contribute to the exam prep experience and increase the likelihood of success on the test. We urge students to work with a mentor in their agency and our mentor guide facilitates this with strategies, schedules and sample questions.

Pre-Licensing Requirements and Approvals Delaware n No pre-licensing requirement Maryland n Property & Casualty Pre-Licensing Requirements: 20 hours for each line of authority (eg. Property/Casualty would require 40 hours). * The self-study package for MDâ&#x20AC;&#x2C6;meets this requirement.

n The Maryland Insurance Administration does grant pre-licensing education waivers for specific designations earned as well as consistent employment background. Go to http://www.IABforME.com/ education/programs/producer_licensing/md/ple.asp and access the criteria and application for an Insurance Education waiver.

Pennsylvania n Property & Casualty Pre-Licensing Requirements: 24 hours

n Life and Health Pre-Licensing Requirements: 24 hours

n 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 time frame 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.

IABforME.com/Self-study | (800) 998-9644

SALES & MARKETING TRAINING

CE APPROVALS PA MD DE Day 1 7 GEN 7 PC Day 2 7 GEN 7 PC Day 3 7 GEN 7 PC

5 GEN 2 ETH 5 GEN 2 ETH 6 GEN 2 ETH

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. â&#x20AC;&#x201C; 4:00 p.m.

Registration Fee Member: $199 Non-Member: $239

All Seminars

Same attendee for all seminars

Member: $580 Non-Member: $700 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change. Approved for loss control credit for Utica policyholders.

These seminars help producers, sales support staff and company personnel improve their sales techniques. Attendees learn to generate qualified sales leads that will translate into more sales and more commissions. Unlike general sales programs, Insurance Success Seminars are designed specifically for insurance agents.

Insurance Success Seminars NOTE: Approved for loss-control credit for Utica E&O policyholders

n n n

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 Designation To retain the designation, you must fulfill a biennial update by attending any of the following: n n n n

Any one Insurance Success Seminar An Advanced Insurance Success Seminar AIMS Societyâ&#x20AC;&#x2122;s annual Pro-to-Pro Executive Retreat Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)

2018 Locations & Dates Mechanicsburg, PA Position for Success Implement for Success Sustain Success

IABforME.com/CPIA | (800) 998-9644

May 8 May 9 May 10

Philadelphia, PA Position for Success Implement for Success Sustain Success

September 18 September 19 September 20

Pittsburgh, PA Position for Success Implement for Success Sustain Success

November 6 November 7 November 8

E&O RISK MANAGEMENT TRAINING E&O Risk Management: Meeting the Challenge of Change

Attention Utica, Westport and Fireman’s Fund E&O Policyholders!

The ever-changing world of insurance includes new and evolving E&O exposures as well as emerging new ways to protect one’s agency. There are E&O exposures that exist today that were unimaginable 15 years ago, including those created by social media and data breaches. Following this six-hour seminar, you will walk away with greater knowledge of the following: n n n n n n

Attendance at loss-control seminars can provide additional pricing considerations at renewal time. Each carrier has specific requirements for loss-control credit application. For more information, go to

The duties owed to clients Using claims statistics to focus risk management efforts Why customer file documentation is so important Procedural steps that can reduce E&O exposures What constitutes private personal information Direct and indirect costs of data breaches

2018 Dates & Locations April 18 April 26 May 16 May 31 August 16 September 12 October 4 November 8 November 13 November 28

IABforME.com/LossControlCredit or e-mail iab@IABforME.com.

Philadelphia, PA Dover, DE Mechanicsburg, PA Pittsburgh, PA Erie, PA Mechancisburg, PA Philadelphia, PA Newark, DE Pittsburgh, PA Allentown, PA

CE APPROVALS E&O Risk Management*

We will highlight common mistakes involved in E&O claims by describing the milestones in the “life” of an account. From the proposal and application process to policy issuance and certificates of insurance, to claims processing, and lastly, to renewal or cancellation. You will also learn the importance of documentation and standard practices throughout the entire transaction. This seminar is for producers and CSRs, both of whom play a vital role in preventing E&O claims. Failure to inspect Lack of knowledge of the policy coverages and exclusions

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. This seminar is approved for Loss Control Credit for UTICA policyholders in Pennsylvania, Maryland and Delaware.

Baltimore, MD Baltimore, MD

6 GEN

6 PC

6 GEN

6 PC

6 ETH

Mistakes that Lead to E&O Claims**

Learn how to head-off mistakes that often result in E&O claims. There are numerous steps in securing insurance for clients, and many are taken over the phone, in person, by e-mail and/or fax. Each transaction carries the potential for error, even when guided by a procedures manual.

June 7 November 7

* Approved for loss-control credit for Westport (DE/PA only) and Utica policyholders.

Mistakes that Lead to E&O Claims

2018 Dates & Locations

On-Demand Version*

This seminar is approved for loss control credit for Westport and Fireman’s Fund policy holders in PA and DE and pending approval for Utica policy holders in PA, MD and DE. Also available in On-Demand format.

n Exceeding the authority granted by the insurer n n Underinsurance n n Issuance of binders and certificates of insurance

6 GEN

6 PC

3 GEN 4 ETH

**Approved for loss-control credit for Utica policyholders. Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.

Classroom Agenda Registration: 7:30 – 8:00 a.m. Seminar: 8:00 a.m. – 2:45 p.m.

Registration Fee Member: $195 Non-Member: $235 Registration Fee: On-Demand Version of E&O Risk Mgmt. Member: $150 Non-Member: $210 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change.

IABforME.com/E&Oseminars | (800) 998-9644

OTHER COVERAGE TRAINING

CE APPROVALS Grilled Cheese, Beer and Insurance: Covering the Business of Food-and-Drink

Submitted for 8 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 4:45 p.m.

Grilled Cheese, Beer and Insurance: Covering the Business of Food-and-Drink Belly up for this tasty course inspired by the rapid growth and creative distribution within the business of food-and-drink. Bars, restaurants, caterers, food trucks, food delivery, craft-brewing, entertainment and other exposures are all on the menu. Issues to be discussed: n n n n n n n

Bars — legal liability and other exposures Restaurants — legal liability and other exposures Catering — where, what and how Food Trucks — auto and business liability Food Delivery — auto and business liability Craft-Brewing — manufacturing and distribution coverage Special Events and Entertainment — what and how

New for 2018. Watch for more details.

Registration Fee Member: $195 Non-Member: $235 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change.

CE APPROVALS I Screwed Up and My Insured is Toast: Personal Lines Understanding the Insurance Requirements

Submitted for 8 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m. Seminar: 8:00 a.m. – 4:45 p.m.

Registration Fee Member: $195 Non-Member: $235 Course materials, instruction, coffee breaks, lunch and continuing education fees are included. Dates, fees and locations are subject to change.

IABforME.com | (800) 998-9644

I Screwed Up and My Insured is Toast: Personal Lines Understanding the Insurance Requirements

Hello, I’m an agent. I screwed up and my insured is toast. It started when I assured him that all was well with his personal insurance, only to learn that he flies drones, rents out his house, is self-employed, drives for a ride-sharing service, has kids, hosts parties, and a slew of other things. This course is my story… please don’t be like me. Coverages expert Jerry Milton, CIC, will discuss the answers as he offers real-world claim scenarios from his vast industry experience. n n n n n n n n n n n

Drones — liability concerns Home rental coverage and endorsements Self-employment — what and who? Hosting parties — what’s the plan? Indemnification agreements Having kids and several not-so-kid-friendly exposures Who is an “insured” Driving for a ride-sharing company Renting your vehicle to others Vehicles owned by “family members” Vehicles available for regular use

New for 2018. Watch for more details.

LIVE CE WEBINARS

Live CE Webinars A continuing education alternative to our classroom or on-demand programs are our live CE webinars. Dozens of timely topics like Personal Lines Complications and Certificates and Additional Insureds are presented on a regular basis via the web. Our three-hour programs are led by recognized faculty that will engage you with relevant discussions of issues facing producers and service staff alike. Each program is approved for three CE credits and costs $75 for members ($105 for non-members). Multiple people within an office can view any given program, but we can only award CE credit to the person who registers for the webinar. No need to worry about a test because there wonâ&#x20AC;&#x2122;t be one. Paying attention to the presenter is all that matters as it will be checked.

See our current list of upcoming live webinars at IABforMe.com/webinars

Benefits of our live CE webinars:

n More topics in a greater variety of subject areas

n More dates and times to fit your busy schedule

n More convenience with no travel or time away

n More ways to earn CE credit without taking an exam

IABforME.com/OtherCoverages | (800) 998-9644

MY E-TRAINING CENTER Introductory Training For anyone new to insurance or an agency: These non-credit courses are a great addition to your agency’s onboarding process. They may also be beneficial for individuals who have worked in Commercial Lines and are now being cross-trained in Personal Lines (or vice versa). General Insurance Concepts—Gain a basic understanding of the insurance industry and risk management. (7 courses for $80) Commercial Lines Basics—Intro to business auto, property, liability, workers’ comp, umbrellas and BOPs. (23 courses + 7 general courses above for $275) Personal Lines Basics— Learn the essentials of homeowners’ property and liability as well as personal auto insurance. (14 courses + 7 general courses above for $175) Commercial/Personal Lines Combo—Combines all of the above (44 total courses) in one discounted package ($350). Other topics available:

n Business Communication Fundamentals ($80)

n Client Management Essentials ($80)

n Emerging Leader’s Series ($245)

Read more at IABforMe.com/IntroTraining For newly licensed agents: Our “Quoting, Writing and Servicing” on-demand series is designed for agents who’ve recently earned their license and are now seeking greater knowledge to help them assess risks, propose coverages and manage policies. These are approved to award CE credit to those who successfully complete a 25-question exam following each course. Topics available: (member/non-member price) n Commercial Casualty ($25/$65)

n Commercial Property ($25/$65)

n Homeowners ($50/$90)

n Personal Auto ($50/$90)

n Personal Umbrella ($25/$65)

See course agenda, CE and cost information at IABforMe.com/NewLicensee

IABforME.com/IntroTraining | (800) 998-9644

MY E-TRAINING CENTER On-Demand Training Options

Learn at your own pace in your own place.

HR Pitfalls for Independent Agencies This course targets common HR pitfalls that impact the independent agency and is designed to help principals and owners better manage their agency by improving their skills in recruiting, training & managing employees. Led by IA&B Deputy CEO and Counsel Jason Ernest, Esq. and Industry Affairs Director Claire Pantaloni, CIC, CISR, this course covers management practices that help with agency stability and perpetuation as well as remaining compliant with state and federal laws. Key areas discussed include:

n n

hiring of employees position descriptions

n n

producer agreements evaluating & terminating employees

Certificates of Insurance

Certificates 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 of insurance issues and offers risk management suggestions that should reduce some of these conflicts. This On-Demand program is presented by Jerry Milton, CIC.

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 give you the flexibility and convenience of taking courses when and where it suits you. Following registration, users have up to 30 days to complete an on-demand course. Each award CE credits upon successful completion.

Insuring e-Commerce

E-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. This On-Demand program is presented by Jerry Milton, CIC.

Pollution Exposures and Coverages

Businesses 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. This On-Demand program is presented by Jerry Milton, CIC.

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.) * Approved for loss-control credit for Utica policyholders

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. This program is presented by Rita Hollada, CIC, CPCU, CPIA.

Ethical Behavior and E&O

Jerry Milton, CIC, shows you how to avoid errors and omissions in this three-hour program. Jerry says, “E&O claims all come from the L-Syndrome: lack of knowledge, lack of consistency, lack of communication or lack of documentation.” With a full video presentation and supporting materials, you will learn how to strengthen knowledge and accountability in many important areas.

CE APPROVALS PA

HR Pitfalls

Certificates

1 GEN

1 PC

1 GEN

e-Commerce

4 GEN

3 PC

4 GEN

Pollution

4 GEN

3 PC

4 GEN

Compliance

3 GEN

3 ETH

Flood

3 GEN/ FLD

3 PC/ FL

3 GEN/ FLD

E&O/Ethics

3 GEN

3 PC

3 GEN

Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.

Registration fees vary depending on program length.

Visit IABforME.com/e-Training to read more and register.

IABforME.com/e-Training | (800) 998-9644

CAREER & TRAINING PATHS IA&B is the leader in quality professional development for independent insurance agents. Our Career & Training Paths are highlighted below and are designed to provide more structure for insurance agencies preparing current employees for new duties or for anyone wishing to track professional development within their current job. The paths can also be followed when integrating new employees. These paths are a starting point and are often supplemented by agency-specific training.

Sales Path

Producers (the sales force) are the drivers of revenue for an agency, but they must be licensed and current in their knowledge of risks and coverages. The Sales Path helps agencies guide new producers through an agency orientation, initial licensing, proper procedures and a review of agency standards and products. It helps all producers to maintain a more in-depth knowledge of coverages, sales skills, marketing strategy and more.

Service Path

Customer Service Representatives are on the front line of claims and other interactions with insureds. They need to remain up to speed on service skills, agency procedures and policy specifics. The Service Path helps agencies orient CSRs with office protocols, licensing requirements, the basics of various lines of coverage and more.

Agency Management Path

Agency managers must maintain a high-level vision for the agency, strategic awareness of its markets and varying degrees of operational knowledge to run the business. The Agency Management Path seeks to develop a wide range of business management skills, maintain a broad knowledge of coverages and develop a keen awareness of compliance and legal issues.