Professional Training Schedule June-Dec 2014

For me, it's about

special topics like

'Insuring

Contractors’.

(See page 10.)

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

Page 2

Page 3

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

Pages 4-11

Page 4

Page 5

Page 6

Page 7

Page 8

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 9

Licensing Exam Preparation Life & Health Property & Casualty

Page 10

Insuring Contractors with Jerry Milton

Page 10

Licensing Self-Study Packages Life & Health Property & Casualty

Page 11 Sales & Marketing Training — Certified Professional Insurance Agent (CPIA) Designation Program Insurance Success Seminars Page 12

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

Page 13 Online Programs Introductory Training New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics Page 13

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

Page 14

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 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

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

* FLD 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.

Approved for Utica’s E&O Loss-Control credit.

2014 Locations & Dates 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.

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

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 Analysis of Risk August 4-7 – Erie, PA

Certified Risk Manager Financing of Risk October 22-25 — York, PA

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM

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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.

CE APPROVALS

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 Baltimore, MD Salisbury, MD Mechanicsburg, PA Hagerstown, MD

n n n

Agency Workflow Account Management Errors & Omissions

Agency Operations

PA

MD

DE

7

6 LH/PC 1 ETH

6 GEN/ 1 ETH

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.

September 16 September 17 October 15 November 5

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

7

7 PC

7 GEN

Commercial Casualty II

PA

MD

DE

7

7 PC 7 GEN Insuring Commercial Property

PA

MD

DE

7

7 PC

7 GEN

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 Altoona, PA Philadelphia, PA Frederick, MD Wilkes-Barre, PA

CGL Other Provisions Additional Insureds

June 12 July 30 September 25 November 18

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 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 Hagerstown, MD Mechanicsburg, PA State College, PA Philadelphia, PA Pittsburgh, PA

June 11 August 12 August 13 October 2 November 19

Insuring Commercial Property

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

Topics: n n n

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

2014 Locations & Dates Philadelphia, PA Mechanicsburg, PA Newark, DE

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

August 6 October 28 November 4

n Basics of Time Element n Basics of Commercial Inland Marine

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FACULTY:

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: n n n

Introduction to the Personal Auto Policy Liability Coverages Medical Payments Coverage

2014 Locations & Dates Mechanicsburg, PA Erie, PA Pittsburgh, PA Lehigh Valley, PA Altoona, PA

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

June 26 August 26 August 27 October 16 November 18

CE APPROVALS

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

Gain the expertise you need to guide your customers through the often complex and confusing process of purchasing homeowners insurance. Learn how to help them make decisions that insure their most valuable assets.

Topics: Introduction to the Homeowners Policy Homeowners Policy Section I

2014 Locations & Dates 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

June 3 June 18 July 23 September 25 September 30 December 11

MD

DE

7

7 PC

7 GEN

Insuring Personal Residential Property

PA

MD

DE

7

7 PC

7 GEN

Personal Lines Miscellaneous

PA

MD

DE

7

7 PC

7 GEN

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.

Topics:

2014 Locations & Dates Lehigh Valley, PA Baltimore, MD Frederick, MD Pittsburgh, PA Mechanicsburg, PA

PA

Agenda

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.

Watercraft Exposures & Coverages Recreational Vehicles

Insuring Personal Auto Exposures

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

Personal Lines Miscellaneous

n n

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 Residential Property

n n

Linda A. McCann, CPCU, AAI, CPIW

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

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.

July 9 August 7 August 14 October 22 December 2

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

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CE APPROVALS Elements of Risk Management

PA

MD

DE

7

7 LH/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.

Elements of Risk Management 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

n n n

Risk Control Risk Finance Risk Administration

June 25 September 16 December 4

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 CE APPROVALS Dynamics of Service

PA

MD

DE

1 GEN

1 PC/LH

6 GEN/1 ETH

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.

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

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FACULTY:

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

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 Lancaster, PA Reading, PA Dover, DE Annapolis, MD Lehigh Valley, PA Pittsburgh, PA

* Not all courses taught by this instructor.

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: June 10 July 9 September 17 October 29 November 12 November 20

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 Philadelphia, PA Mechanicsburg, PA York, PA Altoona, PA Wilkes-Barre/Scranton, PA Erie, PA Mechanicsburg, PA Reading, PA Lancaster, PA

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.

July 8 August 5 September 23 October 7 October 21 October 23 November 19 November 20 December 3

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 The 3 Cs: Comp., Crime and Cyber William T. Hold Seminars Dealing with Disasters

PA

MD

DE

7

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. – 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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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 Mechanicsburg, PA Pittsburgh, PA Philadelphia, PA

June 10-12 August 12-14 October 21-23

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

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

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INSURING CONTRACTORS WITH JERRY MILTON Insuring Contractors with Jerry Milton

It reviews property and liability exposures and discusses the policies needed.

It’s especially important for agents who have not taken specific education over the past two years on contractors coverage and, thus, are not up to speed on all the changes that have occurred.

AM

for ag UST ents contra writing c covera tor ge.

Why is this update so important?

This area of coverage is very much open to interpretation by the courts and has seen significant changes through rulings over the past several years (including cases like Kvaerner and Gambone) as well as updated ISO policy forms.

E&O exposure for your agency?

This program will help agents remain current on both CGL and Commercial Property coverages, including revisions brought forth by case law and ISO changes. Failure to remain up to date on these issues leaves agents and their agencies exposed to E&O claims due to lack of (or improper) coverage.

2014 Locations & Dates June 3 June 11 July 22 August 13 August 14

CE APPROVALS Insuring Contractors

PA

MD

DE

8

8

8

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

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 5:00 p.m.

Registration Fee

Member: $195 Non-Member: $235 Course materials, instruction, coffee breaks, and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Philadelphia, PA Baltimore, MD Pittsburgh, PA Mechanicsburg, PA Newark, DE

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

Pre-Licensing Requirements and Approvals Delaware n No pre-licensing requirement Maryland

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

NonMember

PA Residents

$179.14

$200.34

All Other States

$169

$189

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/self-study | (800) 998-9644

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SALES & MARKETING TRAINING 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.

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

Earning the Designation

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.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee

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 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

Member: $199 Non-Member: $239

All Seminars

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.

Recorded Power Hour Webinars:

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

w Time Element

w Digital Signatures

w Financial Ratios

w Lease Exposures

w Condo Coverage

w Concurrent Causation

w Many more

AVA

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 approved 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 Erie, PA Pittsburgh, PA Newark, DE Philadelphia, PA Mechanicsburg, PA Lehigh Valley, PA Dover, DE Pittsburgh, PA

E LIN

E&O RISK MANAGEMENT TRAINING

BLE ON ILA

CE APPROVALS E&O Risk Management

PA PA

6 GEN GEN 6

MD MD

DE DE

3 ETH/3 ETH/3 PC PC 6 LH/PC 3 6

Approved for loss-control credit for Westport & Fireman’s Fund (DE/PA only) and Utica policyholders.

On-Demand Version

June 19 July 9 July 15 July 22 September 10 October 23 November 11 November 19

PA

MD

DE

6 GEN

6 LH/PC

6 ETH

Approved for loss-control credit for Westport & Fireman’s Fund (DE/PA only) and Utica policyholders.

E&O Coverage Standards

PA

MD

DE

6 GEN

6

6 GEN

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 Also available in On-Demand format.

Registration: 7:30 – 8:00 a.m.

Seminar: 8:00 a.m. – 3:00 p.m.

E&O Coverage Standards

Member: $195 Non-Member: $235

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.

Registration Fee: On-Demand Version of E&O Risk Mgmt.

Member: $150 Non-Member: $210

Registration Fee

2014 Locations & Dates Baltimore, MD

September 9

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

CE APPROVALS Ethical Behavior and E&O

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.

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

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

12

AVA

E LIN

BLE ON ILA

ONLINE PROGRAMS CE APPROVALS

Introductory 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. n New Employee Orientation n Personal Lines Basics n Delivering Quality Service n Commercial Lines Basics

New Employee Orientation

PA

MD

DE

12

0

15 GEN

Getting Started

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

Registration Fee

Member: $265 Non-Member: $305

Delivering Quality Service

PA

MD

DE

12

0

15 GEN

Registration Fee

Member: $265 Non-Member: $305

Personal Lines Basics

PA

MD

DE

12

0

15 GEN

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

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

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

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

4. Final Exam — To receive a completion certificate at the end of the course and for continuing 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)

Registration Fee

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

Member: $285 Non-Member: $325

Commercial Lines Basics

PA

MD

DE

12

0

15 GEN

Registration Fee

Member: $295 Non-Member: $335

Delivering Quality Service

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

(EXPERIENCE: TWO – SIX MONTHS)

(EXPERIENCE: THREE – NINE MONTHS)

July 14 - August 29 September 8 - October 24 November 10 - December 26

Commercial Lines Basics

(EXPERIENCE: SIX – TWELVE MONTHS)

June 9 - August 8 August 11 - October 10 October 13 - December 12

June 9- July 25 October 13 - November 28

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.

On-Demand

– Learn at your own pace in your own place.

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.

Certificates of Insurance Insuring e-Commerce Pollution Exposures and Coverages Compliance Pitfalls and Ethical Responsibilities* (PA & MD) Understanding the (NFIP) and the Biggert Waters Act ISO 2013 Commercial Property Changes ISO 2013 CGL Changes Visit IABforME.com/on-demand for course descriptions and to register.

Registration fees vary depending on program length.

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Personal Lines Basics

IABforME.com/IntroTraining | (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

Program

Date(s)

Location (City, State)

Licensing Self-Study Packages: Choose the line of authority and state in which you need to get licensed: ■ Life & Health ■ Property & Casualty ■ PA ■ MD ■ DE

First Name

M.I.

Designations Earned

Nickname for Badge

On-Demand Registration: I understand

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

Last Name

REGISTRATION INFORMATION

Agency/Company Name

■ Agency

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

■ Insurance Company

■ Other

■ Branch Office

■ Home/Other

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

City

State

Telephone Number

Fax Number

Zip + Four

Email Address (REQUIRED)

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

CONTINUING EDUCATION

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

State of Licensure

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

State License Number

/

AMERICANS WITH DISABILITIES ACT

/

Birth Date

National Producer Number

METHOD OF PAYMENT: Total Registration Fee $___________ Indicate registration fee from applicable course description page.

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

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

■ Charge my:

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.

■ 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

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

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.)

IAB Office Use Only: Date: _________________________ Check#: __________________P or A Code: ____________________ _______ Amount: ______________________ Entered: _______________________ 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 Bailey Special Risks Inc 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 MAPFRE Insurance 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 Group of Companies United Fire Group Zenith Insurance