Business Income
Demystifying Business Income to Uncover Coverage and Risk Management Opportunities

Without proper protection, your client faces fiscal disaster following a covered property loss. Property coverage can replace the building and contents, but the bills don’t stop while waiting for the client’s facility to be rebuilt. The income however does stop! Without proper Business Income coverage, your client faces long odds in recovering.

Due to its complex nature, Business Income is a great place to start your coverage analysis. While the premium is relatively inexpensive compared to other coverage, the financial impact of an error can be devastating to a business. You’ll learn skills to identify Business Income shortfalls quickly.

If you identify a problem with a prospect’s Business Income coverage, you will likely find other insurance and risk management mistakes as well. This will help you gain your client’s trust and be perceived as a valued insurance advisor.

The following are just a few of the topics covered in this one-day workshop:

• Business Income and Extra Expense Overview
• Business Income Coverage Review
• Establishing Adequate Annual Limits
• Business Income Worksheets – The Core Components
• Cyberflex Coverages

Employment Practices Liability Insurance

Employment Practices Liability and Fiduciary Liability – How Insurance Fits In

Has your client ever had an employee that left disgruntled? Today’s economy is putting plenty of economic strain on employers to cut expenses (and possibly payrolls). When this occurs, relationships with their employees may become strained.

Does your client have the proper protection in place if employment mistakes happen and lawsuits arise?

By relating today’s employment environment to the possibilities of loss, you can help your client weigh the expenses of premium for Employment Practices Liability and Fiduciary Liability coverage to the expenses of defending and paying dollars out of pocket.

This one-day workshop is designed to help you:

• Round out management liability coverages, which will increase your position as a trusted advisor for your clients – increasing your renewal and retention levels, and offering additional opportunities for premium revenue.
• Understand the intricacies of Claims Made coverage, which will give you additional confidence to analyze policy language and find coverage gaps.
• Your gap analysis skills can win you business! You will be able to bring the value of your expertise to your clients.

Commercial General Liability
What happens when an Insured is sued and is found at fault to a third party? Will the General Liability policy respond or not? Our country's litigious behaviors have changed over time which complicates the situation. These rather simple questions should force you to go back to basics and review the General Liability coverage form before a loss occurs. The process is easy…start with the end in mind, firstly knowing what's not covered, secondly identifying any gaps and finally securing the appropriate coverage to protect those gaps.

This program will reacquaint you with how to properly cover your Insured's Liability exposures. Topics include:

• General Liability Risk Exposure IdentificationPremises/Operations Exposures
  - Products Completed Operations Exposures
  - Named Insured's vs. Additional Insured's - Who is really covered?
• Review of the Three Coverage Parts of the GL Contract
• What's Not Covered - understanding the Exclusions
• GL Coverage Enhancements

Workers Compensation
Workers Compensation is meant to be the sole exclusive remedy for work related injury. The coverage is based on individual state laws and can be rather confusing. It's typically the line of business that generates the largest premium for your insured's and they dislike paying it the most, especially if they've never suffered a loss. A key component in the Workers Compensation premium is the experience modification and many insured are curious to how this factor works. It is something with good loss containment measures that an Insured can control. In this one day workshop you will find ways to assist your insured in controlling the destiny of their premium. Just of few of the days topics include:

• Workers Compensation and Employer's Liability coverage overview
• WC Marketplace and Impact of WC Losses
• Key Steps in Risk Selection Process
  - Exposure Review
  - Past Performance/Loss Review
  - Control Review
  - Risk Evaluation
• Experience Mods - How are they calculated? A complete analysis and review of interesting information contained in the experience mod worksheet
• Identifying Trends in the Mod worksheet
• Loss Analysis in conjunction with Experience Mod

Commercial Property

Property policies today contain many coverage enhancements geared at broadening the scope of coverage for your insured’s business, but do they adequately cover all the needs of your insured? Just one uncovered loss could cause a small business to go out of business or worse cause an E&O claim against your agency. This one day workshop will teach you how to assess if your insured is adequately covered under their Property policy. Workshop agenda topics include:

• Underwriting and Rating Components of the Property policy - What's COPE?
• Highlight of the Recent Coverage Changes within the Property Policy – Will they affect your insured’s?
• Review of Key Exclusions within the Property form - Learn how to properly address them
• Blanket Options Available - How to Handle Fluctuating Values
  

Consultative Selling for Producers
Sharpening a producer's sales skills can be the difference between success and failure. This workshop is designed to increase the effectiveness of sales professionals by providing hands-on, line of business specific instruction and role-playing to:

• Utilize a sales process, framework, and skills to expand customer relationships,
• Effectively overcome objections and move the sales process forward,
• Develop a client-focused approach and support tools for preparing, pursuing, following up and closing opportunities,
• Develop an awareness of current sales approach, and obtain feedback on strengths and areas for improvement,
• Leverage sales skills to enable a greater influence over outcome of sales process and results.

Consultative Service to Selling for CSRs
Most service professionals have good interpersonal skills and like to help people.  This unique workshop is designed to help CSRs see how Consultative Selling can leverage the skills they use everyday.

• Develop new skills and techniques to effectively conduct sales dialogues creating increased opportunities for the agency,
• Leverage existing skills towards enhancing customer satisfaction and client retention,
• Effectively overcome objections and facilitate greater customer understanding,
• Utilize a sales process, framework and skills to develop and expand customer relationships to increase account rounding and up-selling results.

Workshop Schedule