Select Your Sessions After Registration

CIC, CRM & CPRMs: Select 4 - 5 sessions.

CISR & CSRMs: Select 2 - 3 sessions.

Click below to see the monthly schedule for 2021

Date Faculty  Length (hours) Title Description
9/2/21 Allen Messer 4 Ethical Issues Agents will learn the professional, legal, and ethical responsibilities in dealing with the day-to-day realities of the complex, ethical issues of the insurance industry. They will be able to compare the difference between legal and ethical responsibilities and discuss the foundations of ethical behavior.  By reviewing court cases dealing with the agent as a “professional,” agents will understand their duty to the customer, insurer, and peers. They will also understand unfair business and claims practices model act provisions.
9/10/21 Cathy Trischan 4 Commercial Liability Endorsement to Watch Out For Agents will examine some of the endorsements that can severely restrict coverage under the Commercial General Liability (CGL) Policy.  They will review several ISO endorsements and see examples of non-standard endorsements often used by insurers.  In each case, they will discuss the effect that the endorsement has on the coverage that would otherwise have been afforded by the CGL Policy.
9/14/21 Tim McClendon 4 Cyber Risk – Exposures and Products This session provides an introduction to e-commerce issues and opportunities, including areas of agent concentration, technology E&O issues, and common cyber threats.  Agents will identify property insurance e-commerce coverage gaps and possible solutions.  They will learn about third-party and first-party exposures and the different approaches insurance companies use to provide coverage.
9/20/21 Chris Christian 4 Is Your Insured Driving a State-of-the-Art EPL Policy?  In this session, agents will learn the differences between EPL policies and the practical effects of those differences on various exposures and classes of business.  They will discuss the basic covered causes of loss that must be included in any policy as a minimum standard, i.e., discrimination, harassment, wrongful termination, and retaliation.  They will be able to identify areas of exposures for independent contractors, leased employees, temporary employees, officers and directors, and volunteers.  They will discuss Third Party Coverage, exclusions to avoid, and recent coverage enhancements including immigration investigation, OFCCP Coverage, and FLSA.   They will learn how to manage these exposures and how to provide proper coverage for their clients.
9/24/21 Craig Stanovich 4 Risk Implications for Commercial Real Estate Leases Agents will learn to identify and explain the major risks found in commercial real estate leases, either created by terms of the lease or found in common law.  They will examine select portions of a typical, but hypothetical, commercial real estate lease.  They will also review in detail the property, time element, and liability risks that may be created by the lease, as viewed from the perspective of the landlord and the tenant.  Agents will identify the risk transfer and insurance solutions that should be considered for clients who are commercial landlords and/or tenants.  They will review sample policies and forms and understand the benefits and limitations to each insurance solution.
9/30/21 Neil Kaplan 4 Protecting Wine Collections – An Insurance Prospective Agents will identify the reasons for providing the necessary insurance coverage for their high net worth client’s prized possessions and collections.  They will discuss the similarities and differences with wine and other collectibles and recognize when a wine collection constitutes a significant asset.  They will understand valuation issues and appraisal practices.  Using actual case scenarios, they will examine the damage assessment process.  They will discuss the types of insurance policies, blanket versus scheduled.  They will identify the challenges to insuring wine and discuss ways to deal with this unique exposure using insurance and risk management.
Date  Faculty  Length (hours) Title Description
10/4/21 Cathy Trischan 4 Certificates of Insurance and Additional Insureds: Navigating the Maze Certificates of Insurance and the related issue of Additional Insureds are often sources of frustration, confusion, and E&O claims for the insurance producer.  In this session, agents will review critical things to consider before issuing a certificate and identify ways to avoid some of the common problems and errors.  They will discuss Additional Insureds in-depth, how they work, and how coverage is limited, as well as some common problems that can arise.  The course will review the most commonly used Additional Insured Endorsements and examine requests frequently made of agents that may be problematic.
10/11/21 Lance Ewing  4 Rules of Engagement in Workplace Violence Workplace violence is the second leading cause of workplace deaths, behind transportation incidents.  It is a significant issue for employers, insurance companies, brokers/agents, and risk managers.  Agents will examine the various facets of insurance that come into play for workplace violence.  They will identify the types of workplace violence, categories for violence risks, and the industries affected by it.  They will examine the insurance response for workplace violence and review the policies and coverages, such as:  Workers Compensation, General Liability, Directors & Officers, Errors & Omissions, Employment Practices Liability, Crime, and Cyber.
10/15/21 Keith Wilts 4 Solving the Mysteries of Business Income Coverage and Claims The purpose of this session is to provide a comprehensive analysis of Business Interruption (Time Element) Insurance including loss of business income and extra expense (BI/EE).  Agents will examine the BI/EE insurance risk analysis process, application and worksheet considerations, important coverage issues, and unique aspects of a BI/EE claim.  They will be able to explain the important differences between what triggers coverage in business income compared to the Building and Personal Property Coverage Form.  They will determine the financial information needed to complete the business income worksheet and calculating limits and a loss.  They will analyze endorsements and coverage options, including agreed value, extended business income, and dependent property coverage.  They will discuss key differences in writing manufacturing and non-manufacturing risks.  Agents will work through a BI/EE loss from start to finish and will better understand the process, documentation and calculations required to fulfill contractual requirements and receive adequate compensation for the covered loss.
10/18/21 Casey Roberts
(10a – 12p)
2 Animal Mortality: When Bad Things Happen to Our Good Animals Mortality insurance coverage for animals, especially farm or agricultural animals, can take many forms.  While there is some coverage available in the Farm Property coverage forms, insureds may be unhappy with the loss settlement limitations provided by those forms.  In this session, agents will review the ISO Farm Property forms and examine some Animal Mortality forms, such as:  Horse (Equine) Mortality Insurance policies, Animal Mortality Insurance policies, and Livestock Insurance policies.  They will review and compare what is covered, what  is not covered, and what is excluded in each policy types.  They will also discuss possible endorsements to use to modify coverages and provide far better outcomes for their insureds.
10/18/21 Chris Bunbury
(2p – 4p) 
2 Environmental Insurance Play Book For Agricultural Operations  Every agricultural operation is impacted by environmental exposures.  In this session, agents will better understand environmental liability issues affecting commercial farmers, livestock operations, dairy and cattle operations, vineyards and wineries, commercial and botanical gardens, fruit farmers, and more.  They will review Federal and State environmental laws and learn how they impact their insureds.  They will identify common environmental exposures, discuss the overlooked benefits of Environmental Liability Insurance, and review coverages provided in various EIL insurance policies.  They will examine how environmental liability insurance can fill gaps in standard property and casualty insurance to cover these environmental exposures.
10/22/21 Steve Lyon 4 What’s New CGL? A Review of the 2019 CGL Policy Changes Agents will learn about significant coverage changes in the latest multistate revision of the ISO Commercial General Liability Coverage Form and discuss how these changes impact their insureds.  Changes include new and revised endorsements related to additional insureds, exclusions, specific risks, policy conditions, and coverage form definitions.  They will review revisions to existing endorsements and examine new multistate endorsements.  They will learn how specific endorsements can amend policy provisions, add coverage, increase or decrease coverage limits, or restrict coverage.
10/26/21 Allen Messer 4 Ethical Issues Agents will learn the professional, legal, and ethical responsibilities in dealing with the day-to-day realities of the complex, ethical issues of the insurance industry. They will be able to compare the difference between legal and ethical responsibilities and discuss the foundations of ethical behavior.  By reviewing court cases dealing with the agent as a “professional,” agents will understand their duty to the customer, insurer, and peers. They will also understand unfair business and claims practices model act provisions.
Date  Faculty  Length (hours) Title Description
11/5/21 Bob Ford 4 An Exploration of the Property Casualty Side of Farming Things are changing quickly in how farms are operated.  Farming is turning more everyday into an ongoing commercial lines business.  In this session, agents will look at what these changes mean to the farm operator, examine the new farm exposures, and determine how to put together an insurance program that fits the farm operator’s needs.  They will discuss Who Is An Insured and What is an Insured Location.  They will explore farmers liability issues when an injury occurs to a farm employee and when an injury occurs when driving or towing a farm implement.  They will look at farming and contractual issues for operations other than traditional farming.  Agents will look at coverages provided for farm operations in the most recent edition of the ISO Business Automobile Coverage Form, Personal Auto Policy, Farm Liability Coverage Form, and AAIS farm forms, as well as endorsements that may modify coverages.
11/8/21 Chris Christian 4 Cyber Exposures: Resistance Is Futile In today’s highly-automated, web-connected world, nearly all businesses are at risk of harm due to the loss, misuse, or corruption of their data or systems.  Unless your insured keeps all critical information in his or her head and never uses a computer, phone, fax or the mail, there is no avoiding the exposure to loss related to that information.  Even conversation carries some risk.  Luckily, products have evolved in the last few years that can cover many exposures.  These products are often categorized as “cyber-insurance” coverages, and they address a broad and variable range of causes of loss from data reconstruction to business interruption to extortion threats, to regulatory investigations, liability to third parties and more.  These coverages are complex and are changing and expanding rapidly.  However, no agent can afford to neglect them.  In this session, agents will gain a basic working knowledge of the terminology and concepts specific to “cyber-insurance”.  In addition, they will better understand the bases of “cyber” exposures.  Agents will be able to identify and apply the solutions available to address these exposures, including critical coverage elements and common mistakes made when placing this insurance.
11/16/21 Bob Ray 4 Confessions of an Insurance Expert Witness: Where Insurance Policy Provisions Meet the Law In this session, agents will learn how insurance really plays to real-world situations.  They will discuss the impact that international, federal, state, and local laws and regulations have on the interpretation and legality of insurance policy language.  They will identify parts of an insurance contract and learn how to effectively read it.  They will discuss how policies limit, restrict, and exclude coverage.  They will examine how law suits begin, the parties to a law suit, rules of civil procedure, remedies to successful law suits, Bad Faith, outside contractual obligations, and excess policy limits.  They will look at insurance provisions from Employment Practices Liability, Health Insurance, Automobile Insurance, and Workers Compensation policies.
11/19/21 Bob Ford 4 Financial Death by Business Auto Almost every operating business entity has auto liability exposures from non-owned autos, and frequently from hired autos, as well.  Things are easy to understand when the client owns the auto, but the pieces of the puzzle are harder to put together when dealing with a non-owned auto exposure.  Agents will learn about these liability exposures and the insurance coverage designed to address these specific concerns.  They will also take an in-depth look at Who Is an Insured, Garagekeepers Coverage, and how to properly insure leased autos.  They will examine specific BAP endorsements and discuss how these endorsements amend policy provisions, add coverage, or restrict coverage.
11/23/21 Steve Lyon 4 Diagnosing Issues in the CGL Policy Agents will learn about a variety of liability exposures and the insurance coverage designed to address these specific concerns.  They will be able to explain the difference between occurrence and claims-made triggers.  They will review the types of insureds.  They will learn about the horizontal and vertical exhaustion theories of allocation when an insured carries primary and excess policies.  They will discuss how losses are paid that span multiple policies and/or policy periods.  They will discuss potential coverage pitfalls, such as the liquor liability exclusion and the auto/aircraft (drones)/watercraft exclusion in the CGL policy.  They will explore methods to remedy these pitfalls.
11/29/21 Rich Rudolph 4 Insuring the Uninsurable What is an uninsurable risk or exposure?  Some risks or exposures are considered uninsurable by the commercial insurance industry.  In this session, agents will examine several options organizations can consider using to solve these kinds of “uninsurable” losses.  They will look at traditional approaches to covering these unique exposures, such as self-insurance, pools, and captive insurance companies including the specialized captive.  They will learn about Finite Risk Insurance – what it is, special characteristics, common features, types, and how it works.
Date  Faculty  Length (hours) Title Description
12/6/21 Daniel Fink 4 Hospitality Insurance – Insuring Hotels, Restaurants & Taverns Hotels, restaurants, resorts, taverns, and other hospitality properties are susceptible to significant loss exposures.  No industry was hit harder by COVID-19 than the hospitality industry.  Agents will examine the property risks including real and intangible property, owned and leased space, business income, and extra expense.  They will discuss liability risks from guests, entertainers, general public, owners, franchisors, and employees.  They will learn about the use of technology in the hospitality industry and the resulting exposures.  They will identify the issues encountered when insuring hospitality risks – property, liability, employment practices liability, cyber, pollution, and more.  They will learn how to address these issues and understand the coverage enhancements important to any hospitality type risk.
12/15/21 Ted Kinney 4 Finding Answers to Personal Auto Questions The Personal Auto Policy is one of the fundamental policies in a client’s personal insurance portfolio.  It is an insurance contract with conditions, exclusions, and insuring agreements that can be confusing to the client.  They get many coverage questions from clients, but often don’t know where to find the answers.  In this session, agents will take an in-depth look at the current ISO Personal Auto Policy and endorsements and develop a template for analyzing coverage.  They will examine each part of the policy – insuring agreement, definitions, exclusions, limit of liability out of state coverage, financial responsibility, other insurance, arbitration, payment of loss, no benefit to bailee, other sources of recovery, etc.
12/17/21 Craig Stanovich 4 Risk Implications for Commercial Real Estate Leases Agents will learn to identify and explain the major risks found in commercial real estate leases, either created by terms of the lease or found in common law.  They will examine select portions of a typical, but hypothetical, commercial real estate lease.  They will also review in detail the property, time element, and liability risks that may be created by the lease, as viewed from the perspective of the landlord and the tenant.  Agents will identify the risk transfer and insurance solutions that should be considered for clients who are commercial landlords and/or tenants.  They will review sample policies and forms and understand the benefits and limitations to each insurance solution.
12/20/21 David Hershey  4 Managing the Nuts & Bolts of a Diverse Risk Management Program In this session, agents will examine how to structure an insurance and risk management program for a large, complex, organization.  They will learn ways to transfer risk with self-insurance, insurance, large/low deductible, self-insured retention, contractual risk transfer, and more.  They will discuss ways to provide coverage for workers compensation, auto liability, general liability, marine liability, pollution liability, property, cargo, and international exposures.
12/21/21 Chris Christian 4 Peeking Behind the Curtain – What Makes Professional Liability Tick This is an intermediate course of instruction regarding traditional and non-traditional professionals, their exposures, and coverages.  Agents will advance their knowledge regarding the purpose and structure of professional liability coverage and policies, as well as, gain an increased technical understanding of exposures and coverages pertinent to both traditional professionals and non-traditional classes of business.

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