Ed Seminar Brochure

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15 Hours of Continuing Education for the Insurance Professional

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KNOWLEDGE IS GOLD

elcome to the Independent Insurance Agents of New Mexico’s 50th Annual Education Seminar! This seminar is designed to specifically meet the annual continuing education requirement for licensed NM insurance agents.

We encourage you and your staff to join us on March 10th & 11th, 2010 at The Hilton Hotel in Albuquerque.

This two-day program offers educational opportunities, a great Trade Show with over 30 exhibitors, and provides a venue for industry professionals, agents, CSRs and company representatives to network.

For those of you who have not attended before, this is how it works: We will be featuring 20 classes, taught by various instructors. Choosing your classes is much like making selections from a menu. You may choose to take all your classes within one track (i.e. commercial lines only) or you may choose to mix and match tracks so you can take advantage of the wide variety offered. The entire program is approved for both the P&C and L&H licenses, so you may attend any class you like.

If you have any questions about registering, instructors, hotel accommodations, or anything else, please call Jeff at (505) 999-5802 or (800) 621-3978. This is an event you don’t want to miss!

Seminar Tracks

8:00am - 12:00pm

1:00pm - 4:00pm

8:00am - 12:00pm

1:00pm - 4:00pm

4 Hours of CE

3 Hours of CE

4 Hours of CE

3 Hours of CE

Commercial Lines

Inland Marine Coverages

Implied Coverages

Big I’s Ask an Expert Commercial Lines

Employer Related Exposures

Jack Cleary

Paul Martin

March 10

Dan Myers

Young Agents / Professional Development

March 11

The Insurance Game

Big I’s Ask an Expert Personal Lines

Manny Mansour

Dan Myers

Paul Martin

Jack Cleary

Avoiding E&O Exposures

Agency Management in the Age of Technology

The State of the Insurance Industry

Application Fraud Awareness

Manny Mansour

Chris Burand

Dick Densch

Ed Budanauro

DI Insurance

Employee Benefits

Betsy Carlson

March 11

The Personal Auto Policy Dissected

A Renewed Look at the Personal Lines Homeowners Policy

Agency Management

March 10

James Coope

LTC Insurance Tiffini Arringon Carolyn Rossi

Managing Stress for Insurance Agents Teri Cross

Health Care Legislation Update

COBRA & FMLA Update

Employee Benefit Plan Design

Sue Bisbee

Genevieve Kluckman

The Dynamics of Change

Motivate Your Team

Teri Cross

Keri Stewart

Time & Priority Management

Steve Byrd Carole Henry

Ethics DVD: Either March 10th or 11th

4:00pm- 5:00pm

Keri Stewart

Commercial Lines “Inland Marine Coverages” Instructor: Dan Myers, with PIEI March 10, 8 to 12pm / 4 CE hours This seminar will take a look at the development of Inland Marine coverages and its purpose and uses. The discussion will include Builder’s Risk, Installation Floaters, Contractor’s Equipment, and Surface Carriers.

“Implied Coverages” Instructor: Betsy Carlson, CIC, RPLU, ASLI with Western Assurance Corp.

March 10, 1 to 4pm / 3 CE hours This class is designed to expose insurance agents to the potential of miscommunication and alleged misrepresentation of a product.

The result is that the courts are claiming that the agent represented the coverage and thus constituted coverage when the insurance company did not intend to cover such a loss.

“Big I’s Ask an Expert – Commercial Lines” Instructor: Jack Cleary, CPCU, ARM with Cleary & Associates March 11, 8 to 12pm / 4 CE hours Sometimes it seems in our industry that we encounter more questions than answers. The “Big ‘I’s Ask an Expert” have fielded a number of common commercial lines scenarios. By attending this class, you will learn the answers to the claims and coverage questions posed by insureds and other agents "Employer Related Exposures” Instructor: Paul Z. Martin, CPCU with IIAT March 11, 1 to 4pm / 3 CE hours This class is designed to provide students with a review of the key employer related exposures, other than workers’ compensation, including employee theft, employment practices, and fiduciary liability. After completing this seminar, students will: understand the key liability risks arising from employment of employees and how they can be managed; have reviewed why separate coverage for employee theft is valuable and necessary given how other policies respond to the exposure; have considered the employment practices exposures and how coverage forms respond with coverage; and understand what creates the need for fiduciary liability coverage and how the insurance would respond to employer breaches of their duties.

Personal Lines “A Renewed Look at the Homeowners Policy” Instructor: Manny Mansour, with Nationwide Insurance March 10, 8 to 12pm / 4 - CE hours The course is a basic approach to the ISO H/O 2000 policy and its impact in today’s society. It will review the changes made to the H/O policy and the creation of additional endorsements.

“The PAP Dissected” Instructor: Dan Myers, with PIEI March 10, 1 to 4pm / 3 CE hours In this class we will learn everything you ever wanted to know about the Personal Auto Policy and more. We will blow up (like KA_ BOOM) some myths about things like business use (pizza delivery), youthful operators, loaning your vehicle and renting a vehicle.

What if you don’t have a PAP and only vehicles you have are owned by the company you own and work for? What about the non-ISO policies? Is there much difference? Come and find out!

“The Insurance Game” Instructor: Paul Martin, CPCU with IIAT March 11, 8 to 12pm / 4 CE hours It is tough to play when you don’t understand the nature of the game. Using a game format, you will learn firsthand how the financial results of insurers can affect you and your customers. You will consider key ratios, market fluctuations, underwriting philosophies, and tolerance for risk. We will include reinsurance and investment components to give a deeper look at the challenges insurance companies face.

“Big I’s Ask an Expert – Personal Lines” Instructor: Jack Cleary, CPCU, ARM with Cleary & Associates March 11, 1 to 4pm / 3 CE hours Sometimes it seems in our industry that we encounter more questions than answers. The “Big ‘I’s Ask an Expert” have fielded a number common personal lines scenarios. By attending this class, you will learn the answers to the claims and coverage questions posed by insureds and other agents

Agency Management “Avoiding E&O Exposures” Instructor: Ed Budanauro, with the Iroquois Group March 10, 8 to 12pm / 4 CE hours This class is designed to assist agents identify and eliminate risky E&O exposures from the beginning of the client relationship cycle.

After completing this seminar, students will have an understanding of how to target Logical Enterprise Rationales (LERs) in determining potential business opportunities and ferret out potential risk exposures. Also, be able to define and determine the decision makers’ process for making business changes and if these changes have E&O consequences.

“Agency Management in the Age of Technology” Instructor: Manny Mansour, with Nationwide Insurance March 10, 1 to 4pm / 3 CE hours A fresh new look at managing an agency in the age of technology. Transform your office from file cabinets to scan cabinets. Managing staff to address today’s customer needs and exceeding customer expectations. Transitioning from what we did to what we need to do.

“The State of the Insurance Industry” Instructor: Chris Burand with Burand & Associates, LLC March 11, 8 to 12pm / 4 CE hours A simple fact of life: independent insurance agencies depend on insurance companies. With thousands of companies setting prices, cutting commissions, merging, and constantly changing; agents need to understand the facts and trends that shape the industry in which they must grow and prosper. This presentation helps agents learn facts about the state of their industry, how they are affected, and what they can do to build stronger company relationships.

“Application Fraud Awareness” Instructor: Dick Densch with Liberty Mutual March 11, 1 to 4pm / 3 CE hours To help agents recognize and counter fraud through indicators in the application process. It is estimated between 11 – 30 cents of every claim dollar is lost to fraud. This causes an increase in premiums which affects us all. Learn what can be done at the agency level to avoid potential fraud.

Employee Benefits “DI and LTC Insurance” Instructors: James Coope with Assurant Employee Benefits; Tiffini Arrington & Carolyn Rossi with MassMutual March 10, 8 to 12pm / 4 CE hours James will take the first 2 hours of the session to discuss Disability Income Insurance and Tiffini and Carolyn will review Long Term Care Insurance in the second 2 hours. Both discussions will give an overview of the product characteristics, what to look for when reviewing the contracts, and why these are important coverages to discuss with your customers. Based on your client’s needs, you will learn which is the best solution: individual vs. worksite vs. group.

“Health Care Legislation Update” Instructors: Steve Byrd with Manuel Lujan Insurance, & Carole Henry with Lovelace Health Plan March 10, 1 to 4pm / 3 CE hours Steve and Carole will be discussing the Legislative changes made by the 2010 New Mexico Legislative session and by the U.S. Congress. Their discussion will address the impact on the agent and the company by these changes.

“COBRA and FMLA Update” Instructor: Sue Bisbee with Infinisource March 11, 8 to 12pm / 4 CE hours Sue will bring us to date on changes to COBRA and FMLA due to the legislative activity in both Santa Fe and Washington. The class will cover: the COBRA law, American Recovery and Reinvestment Act 2009, TAMARA, FLMA strategies, employer options and lots more.

“Employee Benefit Plan Design” Instructor: Genevieve Kluckman with Benefits Solution, LLC March 11, 1 to 4pm / 3 CE hours The objectives of this class are to educate the members on the basics of plan design and strategic planning. This course will provide examples of how to apply these concepts when members are working with their employee benefit clients. Considering the current economic and political atmosphere combined with ever increasing healthcare premiums, applying the methods covered in this course will optimize the value of employer’s benefit plans. Attendees will learn how to evaluate plans and use existing products to customize the insurance for their client’s specific needs. The result will be a better client relationship, increased employee satisfaction, increased client retention, and seamless account management.

Young Agents Professional Development “Managing Stress for Insurance Agents” Instructor: Theresa M Cross, PhD with Theresa M. Cross, Ph.D. & Associates March 10, 8 to 12pm / 4 CE hours Stress is like the tension on a violin string. You need enough to make beautiful music, but not so much that the string snaps. Insurance professionals, in particular, experience the stress of job-related conditions caused by deadlines, rejections and fast-paced changes. This seminar helps the Insurance professional understand, identify and analyze specific causes of their job-related stress and develop (dependable) coping strategies that may keep them from "snapping".

Although traditional concepts of Stress Management are incorporated in this course, this new and exciting approach to stress management is based on a philosophy that recognizes that stress, regardless of its source, impacts all the dimensions of an individual's life. Therefore, it takes a holistic approach to stress management and uses appeals and techniques that are more realistic, more manageable and more effective than former "fear-inducing" appeals. Every Insurance professional can benefit from these strategies designed to specifically address the stress in their career and life style.

“The Dynamics of Change” Instructor: Theresa M Cross, PhD with Theresa M. Cross, Ph.D. & Associates March 10, 1 to 4pm / 3 CE hours Although Insurance professionals must deal with a continually changing environment, it is essential that they avoid being "victimized" by change. By learning how to successfully manage and control change, Insurance professionals can soften its impact and help others adapt to change with a minimum amount of disruption.

This seminar does not focus so much on how to avoid change, but rather how to create and use change constructively to achieve organizational objectives. It further identifies the major responses to change and attempts to differentiate between those styles that are productive and those that are destructive to human relations.

“Motivate Your Team” Instructor: Keri Stewart with Results for Business March 11, 8 to 12pm / 4 CE hours The first step in being able to motivate your team is being able to determine what motivates you and realizing not everyone is motivated in the same way. Through the application of techniques and practices, participants will have the opportunity to identify what motivates them as well as reviewing the other motivators that exist. Additionally, participants will develop a plan and mantra to stay motivated during the times when they really don’t feel motivated.

“Time and Priority Management” Instructor: Keri Stewart with Results for Business March 11, 1 to 4pm / 3 CE hours Making decisions about what to do and how to make it happen can be overwhelming. There can be days when it seems like not much is accomplished. In this session, participants will recognize how to be aware of their time and help them prepare their days. By assessing and maximizing the best use of their time, participants will identify the long term benefits.

Thank you for choosing IIANM to provide you with quality education for the year 2010.

Please fill out the form on the following page, and return it to the address below before classes fill up.

You can also fill out this form electronically, and email it back to jeff@iianm.org.

Complete a separate form for each registrant..

Please Return this Registration Form and Payment to:

IIANM, 1511 University Blvd. NE, Albuquerque, NM 87102 - Fax (505) 243-3367 or email back to jeff@iianm.org

Cancellation Policy: Cancellations received after Friday, February 29, 2010 will be assessed a $50 cancellation fee. Cancellations received on or after Friday, March 5, 2010 and ‘no shows’ will forfeit the registration fee altogether. A substitute is always welcome, with no extra fee, but prior notification would be appreciated.

th Annual Educ ation Se 0 5 s ’ M min ar IIAN Registration Form

15 Hours of Continuing Education for the Insurance Professional    

Non-Member

Member

$240 $140 $75 $45

$200 $105 $70 $35

Entire Seminar One Full Day One Half Day Ethics Only

Includes: Two Full Days One Full Day Four Hours Three Hours Ethics Only -

Ethics (15 hours of NM CE) Ethics (8 hours of NM CE) AM Class / PM Class - Ethics included after PM session (1 hour - either day)

Select a morning and afternoon class for both days of instruction to receive your full fifteen hours of continuing education. If you have any questions regarding the registration process, call Jeff Straight at (505) 999-5802 or (800) 621-3978.

Wednesday - March 10, 2010

Thursday - March 11, 2010

 AM Course :

 AM Course :

 PM Course :

 PM Course : Lunch is on your own

 Ethics

Lunch is on your own

 Ethics

Please note: The room temperature may vary, please bring a sweater

Method of Payment

Full Name:

(Please note that full payment must be received with Registration Form in order to secure class reservation)

First Name for Badge:

 Bill Our Agency (For Members Only)  Check Enclosed (Payable to IIANM)  Charge my credit card (VS, MC, AMEX, DISC):

Agency / Company: Address:

*All fees include sales tax.

City, State, Zip: Telephone: Fax:

(

(

Amount: $ ___________ (all prices include sales tax) Card No.: _____________________________________

)

Exp. Date: ______________

)

Authorized Signature:

E-Mail: Please Return this Registration Form and Payment to:

IIANM, 1511 University Blvd. NE, Albuquerque, NM 87102 - Fax (505) 243-3367 or email back to jeff@iianm.org Seminar Location & Accommodations:

The Albuquerque Hilton 1901 University Blvd. NE Albuquerque, NM 87102 Phone (505) 884-2500 or (800) 274-6835

Group Name:

Group Rate: Hotel Cut-off:

Independent Insurance Agents of New Mexico (IIANM) $100 - single / double February 9, 2010

Check-in time is 3:00pm, check-out time is 12:00 noon.

KNOWLEDGE IS GOLD