2014 Professional Training Schedule

MAXIMIZE PRODUCTIVITY WITH EFFICIENT AND EFFECTIVE TRAINING FOR YOUR WHOLE STAFF RIGHT IN YOUR AGENCY. Reinforce your agency’s insurance knowledge consistently across your staff by bringing any IA&B course or seminar directly to your office.

IA&B makes it easy for you to meet your staff training goals by delivering quality classroom education from one of our nationally recognized training experts directly to you.

Host an IA&B training program and discover these benefits: • Elimination of mileage and travel expenses • Less time out of the office • Customized training to meet your

specific agency needs

• Improved teamwork through shared

learning experiences

• An expert instructor who will deliver

reliable and accurate knowledge to your staff

For more details call (800) 998-9644, option 1 or e-mail IAB@IABforME.com.

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IABforME.com | (800) 998-9644

Pages 2-3

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Certified Insurance Counselors (CIC) Designation Program Agency Management Commercial Casualty Commercial Property Life & Health Personal Lines James K. Ruble Graduate Seminars

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Page 5

Page 6

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Page 8 Page 9 Page 10 Page 11

Certified Insurance Service Representatives (CISR) Designation Program CISR Overview Agency Operations Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Elements of Risk Management Dynamics of Service William T. Hold—The 3 Cs: Comp., Crime and Cyber William T. Hold—Dealing with Disasters

Page 12 Sales & Marketing Training — Certified Professional Insurance Agent (CPIA) Designation Program Insurance Success Seminars Page 13

Licensing Exam Preparation Life & Health Property & Casualty

Page 14

Licensing Self-Study Packages Life & Health Property & Casualty

Page 15

E&O Risk Management Training E&O Risk Management: Meeting the Challenge of Change E&O Coverage Standards Ethical Behavior and E&O

Page 16 Online Programs Introductory Training New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics Page 17

Other Coverage Training Certificates of Insurance Insuring e-Commerce Pollution Exposures and Coverages Compliance Pitfalls and Ethical Responsibilities Understanding the National Flood Insurance Program (NFIP) and the Biggert Waters Act ISO 2013 Commercial Property Changes ISO 2013 CGL Changes

Page 18

Registration Form

CERTIFIED INSURANCE COUNSELOR (CIC) DESIGNATION PROGRAM Don’t take your insurance knowledge for granted. Learn how coverages work in the real world from nationally recognized instructors who’ve been there.

In today’s competitive marketplace, you need to deliver value through exceptional product knowledge and trusted advice. Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition 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 n n

Agency Management Commercial Casualty Commercial Property

n n

Life & Health Personal Lines

ED CONSULTANT: Jerry M. Milton, CIC

J erry brings more than 30 years of working industry knowledge to his role as education consultant for IA&B and instructor for the CIC Institute program. Dubbed an insurance coverages expert by the legal profession, he frequently presents testimony in court proceedings. * Not all courses taught by this instructor.

ED CONSULTANT: James T. Harrison Jr., CIC, CPCU, CLU, ChFC

Jim lends his experience to IA&B as both CIC education consultant and instructor. He also presents continuing education seminars on topical insurance issues. Jim is also a national faculty member of the Society of CIC. * Not all courses taught by this instructor.

Earning the Designation

ED CONSULTANT:

To earn the CIC designation you must complete all institutes and pass each exam within five calendar years following the year you pass the first exam. Institutes may be taken in any order.

Retaining the 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 Dynamics of Selling Program, Sales Management, Personal Insurance or Company/Agency Relationships Programs*** n Any Certified Risk Managers (CRM) course*

2014 Institute Dates & Locations Agency Management* February 19-22 Life & Health March 3-6 Personal Lines March 26-29 Life & Health April 9-12 Commercial Property May 7-10 Commercial Property June 16-19 Commercial Casualty June 23-26 Personal Lines August 18-21 Personal Lines September 8-11 Commercial Property September 15-18 Personal Lines October 8-11 Personal Lines October 22-25 Commercial Casualty December 3-6

Harrisburg, PA Erie, PA Newark, DE Lehigh Valley, PA Hunt Valley, MD Erie, PA Lancaster, PA Philadelphia, PA Erie, PA Harrisburg, PA Pittsburgh, PA Hunt Valley, MD Philadelphia, PA

* Approved for Loss Control Credit for Utica policyholders. ** You must be a dues-paid member of the Society to register. *** You must be a dues-paying member of the Society to receive annual designation update credit.

Clem J. Wandrisco Jr., CPCU, ARM, AIC, AAI

Clem specializes in instruction for licensing study preparation courses for IA&B. He also serves as a CIC Institute program education consultant. * Not all courses taught by this instructor.

CE APPROVALS PA MD DE AM

20

17 PC/LH 3 ETH

CC

20

20 PC

CP

20

20 PC

LH 18 GEN 18 PC/LH PL*

2 LTC

2 LTC/LH

20

20 PC

21 GEN 4 ETH 21 GEN 3 ETH 21 GEN 3 ETH 19 GEN 2 LTC/3 ETH 21 GEN 4 ETH

* F LD Flood credits may be available in the PL 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 $430 Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included.

Dates, fees and locations are subject to change.

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

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JAMES K. RUBLE GRADUATE SEMINARS CIC Designation Update Option Gain specialized product knowledge on the topics you want in choice destinations throughout the mid-Atlantic region.

®

Learning doesn’t stop after you earn the CIC or CRM designation. Take your coverage knowledge to new heights and watch your earning potential grow by attending our two-day James K. Ruble Graduate seminars.

Ruble seminars go beyond the required curriculum provided in the CIC program. You can choose your own learning agenda based on topics that interest you. Concurrent sessions give you flexibility to focus your learning on more complex or specialized coverage types. There’s no pressure to pass an exam and you can use Ruble Graduate seminars to satisfy your annual CIC or CRM update requirement.

Strengthen your client relationships and increase your business with the knowledge gained in just two days at a Ruble Graduate Seminar. * Must be a dues-paid member of the Society of CIC to be eligible for designation update.

Must hold the CIC or CRM designations to be eligible for attendance.

2014 Locations & Dates Ellicott City, MD Pittsburgh, PA Philadelphia, PA Annapolis, MD Lehigh Valley, PA Ellicott City, MD Hershey, PA Ocean City, MD Lancaster, PA

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 Registration: 7:00 a.m.

Seminar: 8:00 a.m. – 5:15 p.m.

Registration Fee $420 Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included.

Dates, fees and locations are subject to change.

March 10-11 April 14-15 May 15-16 June 12-13 July 9-10 July 21-22 August 11-12 September 29-30 November 12-13

ADDITIONAL CIC UPDATE PROGRAMS (NOT CONDUCTED BY IA&B) Update your CIC designation using other programs through the National Alliance.

For more information or to register for the seminars below, visit www.thenationalalliance.com or call (800) 633-2165.

Certified Risk Manager

Principles of Risk August 2-5 — Baltimore, MD

Certified Risk Manager

Certified Risk Manager

Analysis of Risk August 4-7 – Erie, PA

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Certified Risk Manager

Control of Risk March 19-22 – Philadelphia, PA

Financing of Risk October 22-25 — York, PA

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New program structure provides flexibility with more focused training options.

Choice and flexibility is what CISR insurance courses are all about. CISR courses are designed to focus on your type of business. It still takes only five courses to earn the CISR designation, but now participants have the flexibility of nine course options. This allows CSRs and other front-line staff to focus on what’s important to them and the type of work they handle.

The CISR program builds knowledge of essential coverages and improves cross-selling ability.

Eight topics are offered through IA&B classroom seminars in convenient locations across Pa., Md. and Del. A Life & Health Essentials course is also offered online. Participants learn how to analyze risks and exposures while guiding customers through various coverage scenarios. The education gained is key to advancement within an agency and a more fulfilling insurance career.

CISR Course Options (five required to earn designation) n n n n n

Life & Heath Essentials (available online only) Commercial Casualty I* Commercial Casualty II* Insuring Commercial Property Insuring Personal Auto Exposures

n n n n

Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management

* 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 n n

Any one CISR course (classroom or online) n Entire CIC institute or CRM course Dynamics of Service Seminar (fulfills two years of update credit) CIC institute for eight consecutive hours* n William T. Hold Seminar

*CE credit would not be available if attending only 8 hours.

Agency Operations NOTE: Approved for loss-control credit for Utica policyholders Gain self-assurance and a greater understanding of the dynamics within insurance organizations.

Also, understanding how agencies operate is essential training for both insurance agency and company personnel.

Topics: n Legal & Ethical Requirements n The Insurance Agency n The Insurance Industry and Marketplace n Communication

2014 Locations & Dates Philadelphia, PA Baltimore, MD Salisbury, MD Mechanicsburg, PA Hagerstown, MD

May 8 September 16 September 17 October 15 November 5

n n n

Agency Workflow Account Management Errors & Omissions

CE APPROVALS Agency Operations

PA

MD

DE

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. – 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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CE APPROVALS Commercial Casualty I

PA

MD

DE

Submitted for 7 Commercial Casualty II

PA

MD

DE

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. – 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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Commercial Casualty I Improve your understanding of legal liability and what creates liability exposures. The focus of this course is the Commercial General Liability Coverage Form. It also addresses additional insured exposures and the coverage available to meet these needs.

Topics: n n n

Essentials of Legal Liability n CGL Introduction n Commercial General Liability Coverage Parts

2014 Locations & Dates Baltimore, MD Mechanicsburg, PA Erie, PA Dover, DE Pittsburgh, PA Reading, PA Altoona, PA Philadelphia, PA Frederick, MD Wilkes-Barre, PA

CGL Other Provisions Additional Insureds

January 29 April 2 April 9 April 9 April 10 May 21 June 12 July 30 September 25 November 18

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 n n

Business Auto Exposures and Coverages Workers Compensation and Employers Liability Insurance Policy Commercial Umbrella and Excess Liability Policies

2014 Locations & Dates Wilkes-Barre, PA April 8 Lancaster, PA May 20 Hagerstown, MD June 11 Mechanicsburg, PA August 12 State College, PA August 13 Philadelphia, PA October 2 Pittsburgh, PA November 19

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Insuring Commercial Property

FACULTY:

Improve your cross-selling abilities with up-to-date knowledge of commercial property coverage while reducing your agency’s E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

Topics: n n n

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

2014 Locations & Dates Lehigh Valley, PA York, PA Pittsburgh, PA Baltimore, MD Philadelphia, PA Mechanicsburg, PA Newark, DE

n Basics of Time Element n Basics of Commercial Inland Marine

January 15 April 30 May 7 May 13 August 6 October 28 November 4

CE APPROVALS Insuring Commercial Property

PA

DE

Insuring Personal Auto Exposures

PA

Topics: Introduction to the Personal Auto Policy Liability Coverages Medical Payments Coverage

MD Submitted for 7

Assist your clients in identifying their exposures and more effectively advise them in the processes of analyzing, obtaining, and modifying their personal automobile policies.

2014 Locations & Dates Philadelphia, PA Mechanicsburg, PA Lancaster, PA Hagerstown, MD Philadelphia, PA Mechanicsburg, PA Erie, PA Pittsburgh, PA Lehigh Valley, PA Altoona, PA

L inda 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. * Not all courses taught by this instructor.

Insuring Personal Auto Exposures

n n n

Linda A. McCann, CPCU, AAI, CPIW

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

MD

DE

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

Agenda January 22 January 28 February 12 February 26 April 10 June 26 August 26 August 27 October 16 November 18

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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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

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

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CE APPROVALS Insuring Personal Residential Property

PA

MD

DE

Personal Lines Miscellaneous

MD

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:

Submitted for 7

PA

Insuring Personal Residential Property

DE

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. – 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.

n n

Introduction to the Homeowners Policy Homeowners Policy Section I

2014 Locations & Dates York, PA Erie, PA Mechanicsburg, PA Pittsburgh, PA Wilkes-Barre, PA Philadelphia, PA Lancaster, PA Salisbury, MD

n Homeowners Policy Section II n Tenants, Unit-Owners, and the Dwelling Policy

January 21 February 4 June 3 June 18 July 23 September 25 September 30 December 11

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Personal Lines Miscellaneous Because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coverage for watercraft, RVs, and business activities, you will learn how to design and cross-sell the appropriate coverage for these exposures. The course also provides analysis of personal umbrella and excess liability policies.

Topics: n n

Watercraft Exposures & Coverages Recreational Vehicles

2014 Locations & Dates Pittsburgh, PA Wilkes-Barre, PA Philadelphia, PA Lehigh Valley, PA Baltimore, MD Frederick, MD Pittsburgh, PA Mechanicsburg, PA

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

February 5 February 11 March 6 July 9 August 7 August 14 October 22 December 2

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

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Elements of Risk Management

CE APPROVALS

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.

Topics: n n n

The Risk Management Process & Risk Terms Risk Identification Risk Analysis

2014 Locations & Dates Lehigh Valley, PA Reading, PA Philadelphia, PA

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n n n

June 25 September 16 December 4

Risk Control Risk Finance Risk Administration

Elements of Risk Management

PA

MD

DE

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. – 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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

For me, IA&B is my go-to place for continuing education for myself and my staff.

Shannon Lipniskis Principal, Hutton-Blews Insurance

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

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION UPDATE OPTIONS CE APPROVALS Dynamics of Service

PA

MD

DE

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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

CISR Designation Update Options Dynamics of Service Boost your client retention with extraordinary customer service.

The hallmark of customer service is knowing how to skillfully handle people. This seminar highlights common behavioral styles and effective ways to communicate so CSRs can deliver service that satisfies clients and builds customer loyalty.

This course offers valuable tips and tactics to meet clients’ needs. Attendees discover powerful people skills and gain the ability to turn unpleasant customer situations into positive experiences with improved communication skills.

2014 Locations & Dates Pittsburgh, PA Lehigh Valley, PA Mechanicsburg, PA Philadelphia, PA

August 19 September 24 October 1 November 13

IA&B Power Hour The IA&B Power Hour is a free member-only, hour-long webinar held every other month on topics of immediate concern to many member agents. These live webinars are led by industry topic experts who can speak to member concerns and offer valuable solutions.

For details on upcoming Power Hours, visit IABforME.com/PowerHour.

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William T. Hold Seminars The 3 Cs: Comp., Crime and Cyber Commercial coverage challenges Workers Compensation You will review four areas of importance: n A look at the fundamentals of workers’ compensation n A brief review of the problems encountered by insureds, insurance companies and agents n A discussion of the importance of items 3A, 3B and 3C on the Information Page n An examination of the policy and important endorsements Commercial Crime This topic will provide you with an overview of the latest ISO Commercial Crime Coverage Form.

You will review and understand several of the Insuring Agreements, including Employee Theft and Inside/Outside the Premises coverages.

Cyberliability You will gain an understanding of e-commerce opportunities and the issues of this market segment.

You will examine third-party and first-party exposures and the insurance companies that provide coverage.

2014 Locations & Dates Newark, DE Pittsburgh, PA Mechanicsburg, PA Frederick, MD Salisbury, MD Lancaster, PA Reading, PA Dover, DE Annapolis, MD Lehigh Valley, PA Pittsburgh, PA

FACULTY:

Bettye D. Buffington, CIC, CRM, CPCU, AAI, ARM, CPIA

B ettye 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.

* Not all courses taught by this instructor.

CE APPROVALS William T. Hold Seminars The 3 Cs: Comp., Crime and Cyber

PA

MD

DE

Submitted for 7 February 27 March 18 April 23 April 24 May 29 June 10 July 9 September 17 October 29 November 12 November 20

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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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

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CISR DESIGNATION UPDATE OPTIONS FACULTY: Mary R. “Rita” Hollada, CIC, CPCU, CPIA

R ita presents programs for IA&B on topics of communication and customer service and develops and presents special interest programs such as flood insurance. She also serves as a national faculty member of the Societies of Certified Insurance Counselors (CIC) and Certified Insurance Service Representatives (CISR). * Not all courses taught by this instructor.

FACULTY:

Larry A. Hollada, CPCU, CIC, CPIA

L arry develops and instructs insurance and professional courses for various organizations including IA&B. He is also a national faculty member of the Societies of Certified Insurance Service Representatives (CISR), Certified Insurance Counselors (CIC) and faculty member of Certified Professional Insurance Agents (CPIA). * Not all courses taught by this instructor.

CE APPROVALS William T. Hold Seminars Dealing with Disasters

PA

MD

DE

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 $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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

William T. Hold Seminars (cont.)

Dealing with Disasters Lessons learned about coverage and claims as a result of a disaster event This course will review recent disaster events, such as Superstorm Sandy, the Texas fertilizer plant explosion and the Joplin, Missouri tornado. The discussion will center on the magnitude of the disaster and the challenges facing agents, companies, lenders and claims personnel. Incorporated in the discussion will be claims and coverage information. We will discuss issues with regard to Ordinance and Law coverage, business income and additional living expenses, the concurrent causation doctrine as well as other specialty coverages like terrorism and wind plans and flood. Claim issues such as working with lenders and community code officers can be explored. The program will wrap up with suggestions for pre-planning and mitigation of disaster events that can be offered to agents and their clients.

2014 Locations & Dates Reading, PA Mechanicsburg, PA Lehigh Valley, PA Altoona, PA Baltimore, MD Wilkes-Barre, PA Lehigh Valley, PA Philadelphia, PA Mechanicsburg, PA York, PA Altoona, PA Wilkes-Barre/Scranton, PA Erie, PA Mechanicsburg, PA Reading, PA Lancaster, PA

January 16 March 4 March 5 April 1 April 3 May 6 May 7 July 8 August 5 September 23 October 7 October 21 October 23 November 19 November 20 December 3

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SALES & MARKETING TRAINING 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 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

FACULTY:

Jim Back, CIC, CPIA

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. * Not all courses taught by this instructor.

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 Society’s annual Pro-to-Pro Executive Retreat Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)

2014 Locations & Dates Mechanicsburg, PA Position for Success Implement for Success Sustain Success

CE APPROVALS PA MD DE Day 1

7

7

Day 2

7

7

Day 3

7

7

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

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

May 13 May 14 May 15

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

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

All Seminars

Philadelphia, PA Position for Success Implement for Success Sustain Success

September 9 September 10 September 11

Pittsburgh, PA Position for Success Implement for Success Sustain Success

November 4 November 5 November 6

Same attendee for all seminars

Member: $580 Non-Member: $700 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

This program is not affiliated with the CIC or CISR designation programs.

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

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LICENSING EXAM PREPARATION Agenda Days One, Two & Three: Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 5:00 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.

FACULTY: Daniel E. Lawyer, CIC, CPCU, CSRM

Dan teaches Certified

Insurance Counselors

(CIC) institutes, Certified Insurance Service Representatives (CISR) courses and topical seminars for IA&B. He is a national faculty member of the Societies of CIC and CISR and serves on the Board of Governors for the Society of CISR. * Not all courses taught by this instructor.

FACULTY:

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. * Not all courses taught by this instructor.

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.

New and improved—Pa. Licensing Exam Prep

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

study aids

n mentoring guidelines

n streamlined study manual

Licensing Study Course Classroom instruction breaks down study preparation in smaller, manageable components: pre-study assignments, class interaction and post-study mock exam testing. Students absorb what they learn in an organized, user-friendly format so they don’t cram content at the last minute. Attendees use this blended study method to remain focused on exam content.

Guaranteed to pass! If registered at least four weeks prior to the course, IA&B guarantees

students 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.

2014 Life & Health Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Philadelphia, PA 2014 Property & Casualty Mechanicsburg, PA Lehigh Valley, PA Mechanicsburg, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Lehigh Valley, PA Mechanicsburg, PA Philadelphia, PA Pittsburgh, PA Mechanicsburg, PA Philadelphia, PA Mechanicsburg, PA Lehigh Valley, PA Pittsburgh, PA

February 25-27 June 10-12 August 12-14 October 21-23 January 14-16 February 4-6 March 25-27 April 22-24 May 6-8 May 13-15 June 3-5 July 15-17 July 29-31 September 9-11 September 23-25 October 14-16 November 4-6 November 11-13 December 2-4

* Due to state-specific information, course participants must attend the Licensing Study Course offered in the state they intend to become licensed. ** State exam fee is not included NOTE: Self-study packages for licensing exam preparation are also available. Learn more at IABforME.com/self-study.

State Pre-licensing Requirements n Pennsylvania:

Both the property & casualty and life & health licensing study courses and self-study packages are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania. n Maryland:

The three-day courses do not meet the Maryland pre-licensing requirement n Delaware: No pre-licensing requirement.

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LICENSING SELF-STUDY PACKAGE A self-study option is available for those who feel comfortable setting their own study agenda and prefer independent preparation. Self-study packages contain the same study content as the classroom course, only participants have the flexibility of learning on their own time at their own pace.

Packages are available for both property & casualty and life & health lines.

Self-Study Packages include:

n Study Guide

n State Licensing Bulletin

n Licensing Text

n Exam Simulator Online Access

n Chapter Quizzes

n State-specific Law Information

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

NonMember

PA Residents

$179.14

$200.34

All Other States

$169

$189

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/Casuality would require 40 hours). * The self-study package for MD 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 timeframe in order for the PLE credits to be applied. It is important, however, to remember that the Pennsylvania P&C self-study product is based on the Property & Casualty combined exam and the L&H self-study product is based on the Life, Accident & Health combined exam.

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

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E&O RISK MANAGEMENT TRAINING CE APPROVALS E&O Risk Management

PA

MD

DE

Submitted for 6 On-Demand Version

PA

MD

DE

6 GEN

6 LH/PC

6 ETH

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

E&O Coverage Standards

PA

MD

DE

Submitted for 6 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. – 3:00 p.m.

E&O Risk Management: Meeting the Challenge of Change 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 The duties owed to clients n Using claims statistics to focus risk

management efforts n Why customer file documentation

is so important n Procedural steps that can reduce

E&O exposures n What constitutes private personal information n Direct and indirect costs of data breaches 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.

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

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

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

2014 Locations & Dates Philadelphia, PA Lehigh Valley, PA Mechanicsburg, PA Erie, PA Pittsburgh, PA Newark, DE Philadelphia, PA Mechanicsburg, PA Lehigh Valley, PA Dover, DE Pittsburgh, PA

February 18 April 22 April 29 June 19 July 9 July 15 July 22 September 10 October 23 November 11 November 19

Also available in On-Demand format.

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 DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

E&O Coverage Standards Understand and use coverage standards to prevent errors and omissions claims. You will learn standard questions to ask in the interview process that can be used to form guidelines for prevention.

2014 Locations & Dates Baltimore, MD Baltimore, MD

April 9 September 9

CE APPROVALS Ethical Behavior and E&O

PA

MD

DE

3

3 ETH

3 GEN

Approved for loss-control credit for Registration Fee Utica policyholders.

Member: $75 Non-Member: $105

On-Demand Agenda

At your convenience, for up to 30 days following registration.

Registration Fee Member: $75 Non-Member: $105

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

Ethical Behavior and E&O Jerry Milton, CIC, shows you how to stay out of hot water when it comes to errors and omissions in this online 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 strengthen these “lacking” areas.

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ONLINE PROGRAMS Introductory Training

Set the stage for your insurance career with New Employee Training.

Whether you are new to the agency business or want to take your insurance career further, get to know the “nuts and bolts” of insurance through four online courses. You will learn the basics of E&O prevention and provisions of common personal and commercial lines policies to interact and serve clients better. Use these courses to position yourself to succeed in the insurance industry.

The courses n n n n

CE APPROVALS New Employee Orientation

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $265 Non-Member: $305

New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics

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

CE APPROVALS

Getting Started

1. Register at IABforME.com — Courses may be taken independently in any order. Supplemental course

Delivering Quality Service

materials are included in the course registration fee and mailed prior to the scheduled program.

PA

MD

DE

2. Online Navigation Instruction — You will receive instruction to acquaint yourself with network

12

0

15 GEN

navigation and the overall course structure. You will also have a personal mailbox for communication with the instructor and other participants and have the option to receive a weekly progress report faxed to your employer. (This comes at no additional charge).

3. Seminar Instruction — Weekly reading assignments and activities will be posted on the website, which you work at your own pace to complete. You may e-mail questions to the instructor to be answered privately or shared with other participants.

4. Final Exam — To receive a completion certificate at the end of the course and for continuing education credit (for licensed individuals), you must complete all activities assigned and pass a final exam with a minimum grade of 70 percent.

New Employee Orientation (NO EXPERIENCE NECESSARY)

January 13 - March 7 February 10 - April 4 March 10 - May 2 April 14 - June 6 May 12 - July 4 June 9 - August 1 July 14 - September 5 August 11 - October 3 September 8 - October 31 October 13 - December 5 November 10 - January 2, 2015

Delivering Quality Service (EXPERIENCE: TWO – SIX MONTHS)

Personal Lines Basics

(EXPERIENCE: THREE – NINE MONTHS)

January 13 - February 28 March 10 - April 25 May 12 - June 27 July 14 - August 29 September 8 - October 24 November 10 - December 26

Commercial Lines Basics

(EXPERIENCE: SIX – TWELVE MONTHS)

February 10 - April 11 April 14 - June 13 June 9 - August 8 August 11 - October 10 October 13 - December 12

Registration Fee Member: $265 Non-Member: $305 Credit approval is subject to re-evaluation by state insurance departments.

CE APPROVALS Personal Lines Basics

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $285 Non-Member: $325 Credit approval is subject to re-evaluation by state insurance departments.

CE APPROVALS Commercial Lines Basics

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $285 Non-Member: $325 Credit approval is subject to re-evaluation by state insurance departments.

February 10 - March 28 June 9- July 25 October 13 - November 28

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

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OTHER COVERAGE TRAINING Learn at your own pace in your own place.

IA&B’s expanding selection of on-demand training courses offers more options to gain critical knowledge and earn CE credit. These Web-based seminars 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.

Certificates of Insurance

CE APPROVALS PA

MD

DE

Certificates

1 GEN

1 PC

1 PC

e-Commerce

4 GEN

4 PC

4 PC

Pollution

4 GEN

4 PC

4 PC

Compliance

3

3 ETH

3 ETH

Flood

3 GEN/ FLD

3 PC/ FL

3 GEN/ FLD

CP Changes

4 GEN

4 PC

4 PC

CGL Changes

4 GEN

4 PC

4 PC

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.

NEW TE A D UP

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.

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) and the Biggert Waters Act

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.

ISO 2013 Commercial Property Changes

Changes discussed include modified coverage forms and causes of loss forms; changes to various endorsements; introduction of new endorsements; and the withdrawal of others. The changes range in scope from minor editorial changes clarifying language based on recent court decisions to major expansion or contraction of coverages.

ISO 2013 CGL Changes

Both this and the course above were authored by coverages expert Jerry Milton, CIC, and are presented by national faculty member, Dan Lawyer, CIC, CPCU. This courses is designed to guide you through the commercial general liability changes, explain the rationale behind them and help you better understand their impact on coverage.

Visit IABforME.com/on-demand to read more and register.

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IABforME.com/on-demand | (800) 998-9644

2014 Registration Form THIS FORM MAY BE DUPLICATED.

4 Easy Ways to Register Web:* Phone:* Fax: Mail:*

IABforME.com/education (800) 998-9644 or (717) 795-9100 (717) 795-8347 5050 Ritter Road Mechanicsburg, PA 17055-4879 *Secure for credit/debit card payment.

REGISTRATION INFORMATION

First Name

M.I.

Designations Earned

Nickname for Badge

Agency/Company Name

■ Agency

Agency/Company Address* ■ Main Office *Physical shipping address required for licensing courses.

Last Name

Program

■ Insurance Company

■ Other

■ Branch Office

■ Home/Other

City

State

Telephone Number

Fax Number

REQUIRED INFORMATION FOR CE FILING: Requesting CE credits? ■ Yes ■ No

State License Number National Producer Number

Indicate registration fee from applicable course description page.

Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.

■ Check enclosed payable to IA&B. Returned checks may be assessed a $20 fee.

■ Personal OR ■ Corporate credit/debit card (complete information below) ■ MasterCard ■ American Express ■ Discover ■ Visa

Credit/Debit Card # Expiration Date Name of Cardholder (PRINT) Signature of Cardholder

that I have 30 days to access the course. ________ initials

Full registration fee must accompany registration form. All fees include instruction, materials, coffee breaks, lunch (except CIC and JKR seminars) and Pennsylvania, Maryland and Delaware continuing education filing fees. The difference in member and non-member fees may be applied toward new membership if eligible. Registration fees are deductible as ordinary business expenses but may not be deducted as charitable contributions. Fees, dates and locations are subject to change.

REGISTRATION CHANGE POLICY

CONTINUING EDUCATION

/

METHOD OF PAYMENT: Total Registration Fee $___________

■ Charge my:

■ Life & Health ■ Property & Casualty ■ PA ■ MD ■ DE

On-Demand Registration: I understand

Registration changes received more than 10 days before the course are fully refundable or transferrable. After that, registration changes are subject to a 25% penalty.

Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B Member Service Center regarding penalties for licensing changes.

State of Licensure

Birth Date

Licensing Self-Study Packages: Choose the line of authority and state in which you need to get licensed:

Location (City, State)

REGISTRATION INFORMATION

Zip + Four

Email Address (REQUIRED)

/

Date(s)

Full attendance is required for continuing education credit; partial credit will not be granted. Credit approval is subject to re-evaluation by the state insurance department.

PROGRAM CONFIRMATION

Confirmation is e-mailed upon registration and includes course agenda along with hotel information.

AMERICANS WITH DISABILITIES ACT

In accordance with Title III of the Americans with Disabilities Act (ADA), program registrants with disabilities may request special accommodations. Please submit requests to IA&B in advance.

Join IA&B and save! All employees of IA&B member agencies and company partners save up to 20% on every IA&B education program and have unlimited access to members-only tools and resources and information through a variety of services.

For more information on IA&B membership, call (800) 998-9644 or (717) 795-9100, option 1.

(Program discount excludes CISR and CIC programs.)

Credit/Debit cards are processed upon arrival. Receipts mailed upon request.

IAB Office Use Only: Date: _____________________ Amount: _____________________ Check#: ______________P or A Entered: ______________________ Code: _____________________ Source code: PDCAT14

Listed below are those companies that strongly support the independent agency system and Insurance Agents & Brokers.

Thank you for your continued sponsorship.

PLATINUM LEVEL ACUITY Berkley Mid-Atlantic Group Donegal Insurance Group Erie Insurance Group Harleysville Insurance HM Insurance Group Insurance Agents & Brokers Service Group Inc Liberty Mutual Insurance MMG Insurance Company Millers Mutual Group Millville Mutual Insurance Co Mutual Benefit Group Penn National Insurance Swiss Re The Main Street America Group Utica National Insurance Group

GOLD LEVEL

ISU Insurance Agency Network Progressive Westfield Insurance

SILVER LEVEL

Access Insurance Company Allied Insurance American Mining Insurance Co Burns & Wilcox Limited Cumberland Insurance Group Farmers Mutual Insurance Company of Western Pennsylvania Frederick Mutual Insurance Co ICW Group Insurance Companies Juniata Mutual Insurance Co PSBA Insurance Trust Selective The Philadelphia Contributionship

BRONZE LEVEL Aegis Security Insurance Co Agency Insurance Company AmWINS Program Underwriters Inc Auto-Owners Insurance Company Briar Creek Mutual Insurance Company Chubb Group of Insurance Companies Conemaugh Valley Mutual Insurance Co Countryway Insurance Company Encompass Insurance Foremost Insurance Group GMI Insurance Goodville Mutual Casualty Company Guard Insurance Group Hanover Fire & Casualty Insurance Company Harford Mutual Insurance Co Insurance Alliance of Central PA Inc Insurance Placement Facility of PA Keystone Insurers Group Inc Lebanon Valley Insurance Company Mercer Insurance Group Merchants Insurance Group Mercury Casualty Mutual Aid Exchange 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 Motorists Insurance Group The Mutual Service Office Inc Travelers Tuscarora Wayne Mutual Insurance Company Zenith Insurance