C&E Workshops

Thursday, September 26, 2013

2pm-4pm CE – 2 Units: Fiduciary Task Management – Part I [Part II on Friday at 8 am]

Chris Marinescu, P.E., President, Paulmar Group LLC | Course ID #: TBA ; Provider ID #: TBA Teach P&C insurance producers and staff the concept and practice of insurance fiduciary duty as mandated by California Insurance Code; fiduciary obligations of agency personnel; maintenance of premium fiduciary funds in separate trust bank accounts; commingling of personal funds in the trust account; violations of fiduciary duty and consequences as set forth by the Insurance Code.

3pm-5pm CE – 2 Units: California Earthquake Authority Agent Training (Repeated Saturday, 8 am)

Andrew Fawcett, Agent, and External Affairs Coordinator, California Earthquake Authority | Course ID #: TBA; Provider ID #: TBA The California Earthquake Authority (CEA) is offering two FREE CE credits for attending our agent training seminar that provides an in-depth review of our policy coverages and our new Homeowners-Choice policy. Upon completion of the seminar, agents will have a thorough knowledge of the CEA earthquake insurance policy that is sure to help increase sales. You will get an in-depth understanding of how deductibles are applied to losses; knowledge of types of government assistance that may or may not be available after a catastrophic earthquake, and ability to fully explain to clients the benefits of purchasing earthquake insurance.

4pm-5pm Workshop: How to Add Value to Your Insurance Agency

Stuart Ganis, Founder, CEO, Ganis Consulting You will learn the ten ways independent agents can add value to their agency and methods for valuations & best practices for growth.

4pm-6pm CE – 2 Units: Premium Finance Express

Karl Swanson, VP, Western Region Sales Manager, Imperial PFS Course ID #276668: Provider ID #: 226180 This fast-moving and informative class will give Insurance Professionals a brief overview of how Premium Finance can add significant value to the insurance transaction. The ability to finance insurance premiums enables insureds to purchase all the coverage they need and makes cash available to them for other opportunities. Agent/Brokers will also learn how different aspects of a policy such as a type, provisions, structure, etc. affect the exposure of a deal. Understanding how and when to use premium finance will aid the Agent/Broker in developing the best deal for his or her client and can be a valuable tool for speeding up and closing the transaction process.

5pm-6pm CE – 1 Unit: Driving Record Compliance for the Insurance Broker (Repeated Friday, 9 am)

David Alpizar, Strategic Account Manager, American Driving Records Course ID #: TBA; Provider ID #: TBA This course will teach you about the Driver’s Privacy Protection Act (DPPA). We will give you the valuable knowledge you need to maintain proper logs, supporting documentation and security procedures in order to be compliant and to survive a California DMV audit. Learn the Legislative history of DPPA and other laws and regulations that define CA MVR compliance; CA MVR compliance, including the requester code process, permissible use, and handling and storage of MVR data; Preparation for and surviving a CA DMV audit. Required documentation, including a detailed discussion of log files, common violations, and potential consequences.

5pm-6pm Workshop: Grow Your Business with Social Media

Josie Lopez, Marketing Manager & Christian Lopez, Business Development Manager, Webinsol Keep your agency up to date with social media by attending our "Let's increase retention with Social Media" class! The class will help brokers and agents learn how to engage with potential leads and their current book of business, things to consider with their online reputation, and gain value through Social Media tools. Topics that will be covered include: Understanding the importance of followers. Finding the right tools and methodologies to identify your followers. Learning some basic techniques for engaging your key followers. Focusing on growing your future followers. Take our tech meter survey and see how up to date you are with today's networking technologies! Come JOIN US and discover Social Media for your business!  

Friday, September 27, 2013

8am-9am Workshop: CPS Express…A Simple Way to Transact Life Insurance! (Repeated Saturday, 8 am)

Raymond McMannis, VP of Sales, CPS Insurance Services This workshop is designed to show you how to generate life sales revenue with or without a life license. The captive agency channel known as Allstate, State Farm, Farmers & AAA are doing just that with great success. By attending this workshop you will learn client events that trigger a need for life insurance, the compensation earned from life sales, and how CPS Express has simplified the life insurance process.

8am-10am CE- 2 Units: Fiduciary Task Management – Part II [Part I, Thursday, 2 pm]

Chris Marinescu, P.E., President, Paulmar Group LLC Course ID #: TBA; Provider ID #: TBA This class teaches the concept and practice of insurance trust account financial solvency management and explains how trust account financial solvency is defined and reported to meet Insurance Code requirements. The concept of financial solvency reporting system: Trust Account Balance Sheet and Statement of Receipts and Disbursements. Recordkeeping regulations conforming to Title 10, Article 7, Section 2190 of the California Code of Regulations.

8am-9am CE – 1 Unit: Making the FSC Auto Rater Work for You

Tyler Nicholson, Territory Account Executive, Vertafore Course ID #: TBA; Provider ID #: TBA This course is designed to educate producers on the proper use of the FSC Rating system for homeowner’s insurance. With this knowledge, the producer will be able to accurately provide quotes for clients and maximize the features of the program.

8am-11:00 am CE – Pending: Increasing the Size and Profitability of Your Agency

Jon Persky, CPA, CIC, PHR, President, Optimum Optimum Performance Solutions Course ID #: TBA; Provider ID #: TBA If you want to increase the size and profitability of your agency, you need to attend this 3-hour class. You will learn why strategic planning is critical to your success and how to plan, expense analysis, the cost and benefit of hiring employees, and how to improve retention. Learn about: The formal steps in the planning process Analysis of your Profit & Loss Statement (and how to improve it!) How to establish financial goals The cost (and benefit) of hiring an assistant Staff stratification The characteristics of a good CSR and how to test for them What clients are looking for (and why they leave an agency) 8am-12pm Workshop: Back to Basics Boot Camp Staff Training (Limited to first 20 attendees) Repeated Saturday from 8am-12pm Becky Lathrop, CIC, CPIA, Vice President, Optimum Optimum Performance Solutions Every agency is challenged with handling customer requests effectively every time the telephone rings. It is critical to meet customer expectations on a regular basis, but it is also important to utilize every customer contact to provide world class service and to ensure every client receives information for proper insurance protection. Our Back to Basics Boot Camp utilizes an “agency toolbox” to review different techniques and tools to assist with every customer interaction and cross-selling opportunities. We focus on the most efficient way to handle these contacts for a positive customer experience and time management for the agency. This session will help agency staff maximize operational effectiveness with all incoming phone calls and customer appointments, as well as teaching agency staff how to effectively cross/up sell these clients. Role-playing examples will allow everyone to capture the best way to handle customer objections and current challenges every agency and customer faces in our current environment.

9am-10am Workshop: Opportunities for P&C Agents in the Medicare Market

Bonnie Schultz, Regional Sales Manager, AGA Learn about value-added services and increased commissions for P&C agents, as well as new opportunities for health and life agents to expand their book of business. You will learn: Medicare basics – helping seniors find the right benefits; Why getting involved with Medicare makes sense for increasing your service for existing clients; Partnership options for P&C agents – we make the process simple – 10,000 seniors turn 65 years old every day – lifetime renewals.

9am-10am CE – 1 Unit: Driving Record Compliance for the Insurance Broker

David Alpizar, Strategic Account Manager, American Driving Records Course ID #: TBA; Provider ID #: TBA This course will teach you about the Driver’s Privacy Protection Act (DPPA). We will give you the valuable knowledge you need to maintain proper logs, supporting documentation and security procedures in order to be compliant and to survive a California DMV audit. Learn the Legislative history of DPPA and other laws and regulations that define CA MVR compliance; CA MVR compliance, including the requester code process, permissible use, and handling and storage of MVR data; Preparation for and surviving a CA DMV audit. Required documentation, including a detailed discussion of log files, common violations, and potential consequences.

10am-11am Workshop: Insurance Regulatory 2013 Update – Reducing E&O Exposure

Mark Robinson, Partner and Todd Stitt, Partner, Michelman & Robinson LLP This is a 2013 update on new insurance laws and regulations; broker fees and disclosure requirements; presumption of acting as a broker; and common areas of Department of Insurance enforcement reducing E&O exposure and the steps broker-agents can take to mitigate the likelihood of being sued by a customer.

10am-12pm CE – 2 Units: Workers' Compensation (Basic)

Rosanna Viveros-Amador, Marketing Manager, State Compensation Insurance Fund Course ID #: TBA; Provider ID #: TBA This is an introductory class on workers’ compensation. This course will cover the role of ownership and a review of the most common entities; how classification codes are determined; audit regulations; experience modification influences policy cost, etc.

10am-12pm Workshop: Healthcare Reform – What P&C Agents Need to Know (repeated Saturday, 10 am)

Neil Crosby, Director of Sales – Warner Pacific Insurance Services/CAHU – VP, Public Affairs/NAHU – Chair, Media Relations, Warner Pacific/ CA Association of Health Underwriters
Attendees will learn about many of the provisions of health care reform, as well as the timelines of when they will begin. Agents will learn how they will be able to interact with their employer and individual clients around health care reform and the upcoming changes.

11am-12pm Workshop: Government Wage Hour Audits in the Insurance Industry

Spencer Hamer, Esq., Partner, Michelman & Robinson, LLP Federal and state agencies have been aggressively targeting the insurance industry with wage-hour audits. Areas of focus include non-payment of overtime, misclassification of contractors, inadequate payroll records, and related violations and non-compliance creates the potential for substantial liability. This seminar will present a practical, insurance industry focused roadmap for reducing wage-hour audit risk.

11am-1pm CE – Pending: Hiring the Right People

Jon Persky, CPA, CIC, PHR, President, Optimum Optimum Performance Solutions Course ID #:TBA; Provider ID #: TBA Hiring the wrong person can be costly and disastrous. This two-hour class will address the need for job descriptions, the characteristics you need to look for in various positions, and how to test for the proper skills, knowledge, and behavior. You will also learn the proper interview techniques to hire the right person the first time. Learn: How to create a detailed job description The characteristics of a good manager What to look for in a producer How to review an application or resume What you can and cannot ask during the interview process How to check references  

SATURDAY, SEPTEMBER 28, 2013

8am-12pm CE – 4 Units: Ethics for Insurance Professionals

Robert Weidert, CIC, Regional Director of Business Development, The National Alliance for Insurance Education & Training Course ID #: TBA ; Provider ID #:TBA Agents and other insurance professionals will understand their 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 describe the difference between legal and ethical responsibilities, as well as the foundations of ethical behavior. Court cases dealing with the agent as a ''professional'' are reviewed along with the agent's duty to the customer, insurer, and peers. Unfair business and claims practices model act provisions are discussed. Finally, the use of ''ethical dilemmas'' will give students the opportunity to apply what they have learned.

8am-9am CE – 1 Unit: Making the FSC Property Rater Work for You

Tyler Nicholson, Territory Account Executive, Vertafore Course ID #: TBA; Provider ID #: TBA This course is designed to educate producers on the proper use of the FSC Rating system for automobile insurance. With this knowledge, the producer will be able to accurately provide quotes for the clients and maximize the features of the program.

8am-9am Workshop: CPS Express…A Simple Way to Transact Life Insurance!

Raymond McMannis, VP of Sales, CPS Insurance Services This workshop is designed to show you how to generate life sales revenue with or without a life license. The captive agency channel known as Allstate, State Farm, Farmers & AAA are doing just that with great success. By attending this workshop you will learn client events that trigger a need for life insurance, the compensation earned from life sales, and how CPS Express has simplified the life insurance process.

8am-12pm Workshop: (Limited to first 20 attendees – also presented Friday from 8am-12pm) Back to Basics Boot Camp Staff Training

Becky Lathrop, CIC, CPIA, Vice President, Optimum Optimum Performance Solutions Every agency is challenged with handling customer requests effectively every time the telephone rings. It is critical to meet customer expectations on a regular basis, but it is also important to utilize every customer contact to provide world class service and to ensure every client receives information for proper insurance protection. Our Back to Basics Boot Camp utilizes an “agency toolbox” to review different techniques and tools to assist with every customer interaction and cross-selling opportunities. We focus on the most efficient way to handle these contacts for a positive customer experience and time management for the agency. This session will help agency staff maximize operational effectiveness with all incoming phone calls and customer appointments, as well as teaching agency staff how to effectively cross/up sell these clients. Role-playing examples will allow everyone to capture the best way to handle customer objections and current challenges every agency and customer faces in our current environment.

8am-10am CE – 2 Units: California Earthquake Authority Agent Training

Andrew Fawcett, Agent, and External Affairs Coordinator, California Earthquake Authority Course ID #:TBA; Provider ID #: TBA The California Earthquake Authority (CEA) is offering two FREE CE credits for attending our agent training seminar that provides an in-depth review of our policy coverages and our new Homeowners-Choice policy. Upon completion of the seminar, agents will have a thorough knowledge of the CEA earthquake insurance policy that is sure to help increase sales. You will get an in-depth understanding of how deductibles are applied to losses; knowledge of types of government assistance that may or may not be available after a catastrophic earthquake, and ability to fully explain to clients the benefits of purchasing earthquake insurance.

9am-12pm CE (Pending) – 3 Units: Buying, Building and Selling an Agency

Carissa Newton, Chief Marketing Officer, Oak Street Funding Course ID #: TBA; Provider ID #: TBA The purpose of this three hour course will be to provide each attendee with actionable agency management tips that will help them buy an agency, build their existing agency, or position their agency for the ultimate sale. The course is designed to provide agency management insight to help any agency owner position their business for growth and the highest sale value possible. The session will be divided into three portions focused on each phase of the agency evolution including Buy, Build, and Sell. In each phase discussed, attendees will walk away with key tips to act upon, but will also cover a variety of supporting topics that will help them reach their agency growth and exit goals.

10am-12pm Workshop: Healthcare Reform – What P&C Agents Need to Know

Neil Crosby, Director of Sales – Warner Pacific Insurance Services/CAHU – VP, Public Affairs/NAHU – Chair, Media Relations, Warner Pacific/ CA Association of Health Underwriters
Attendees will learn about many of the provisions of health care reform, as well as the timelines of when they will begin. Agents will learn how they will be able to interact with their employer and individual clients around health care reform and the upcoming changes.

10am-12pm CE – 2 Units: Ownership and Entities in Workers' Compensation

Cynthia St. Jean, Senior Marketing Rep., State Compensation Insurance Fund Course ID #:TBA ; Provider ID #: TBA This course will cover definition of ownership, role of ownership in workers' compensation, premium computation, overview of Experience Rating, different types of legal entities, changes in ownership/status, and rules/circumstances where entities can and cannot be combined.

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