Workshops and Classes

It is impossible to determine an appropriate limit to insure for business income and extra expense if you do not understand financial statements. In this session you will learn how to understand the principles of finance and accounting. Segments Include:

• How to read financial statements (balance sheets & income statements)
• How to understand and use the language of financial statements
• Clearing up the most common misconceptions non-financial managers have about “the numbers”
• How to apply ratios and percentages and what they mean
• How to work with your client to provide the best financial picture and/or explanations to the underwriter about their financial statements

Business Income is one of the most misunderstood and intimidating coverages handled by agents. Although the concept of Business Income and Extra Expense is not difficult to understand, determining the correct limit and coverage is a challenge for most agents. In this session you will learn:

• Overview of Business Income and Extra Expense
• How to determine the correct limit needed for business income
• The additional coverages needed for varying businesses
• How to resolve business income loss disputes
• How to complete the dreaded business income worksheet

This class is an engaging, powerful roadmap designed to transcend commodity by sharpening and accelerating a producer’s skill set. Honing your Edge was initially designed for “tweener” producers, which are those producers that have been in the business one to three years. Usually the producer has attended a carrier or independent producer school to learn the basic coverages and insurance sales skills. In addition, they have been selling long enough to experience the difficulties of securing new and retaining existing accounts. These are not new agents but not seasoned professionals. They are in between newbies and veterans; hence, “tweeners”. Over time, many seasoned producers have attended this class to get their “mojo” back and up their game.

This class will take a producer from ordinary to extraordinary…on the path to being in the top two percent. The class is part technical and part insurance life guide.

There are certain Best Practices and/or often overlooked nuances in each line of coverage that can be added at minimal or no cost to broaden and protect a business. This course will explain the value of having this broadened coverage and how to negotiate for it.  There are many common misunderstandings of how coverages work. This course will clarify and provide examples of how to explain in layman’s terms how the coverage works and why a business needs it.

In a simple and concise way we show how to provide a detailed coverage analysis. In addition you will learn the most salient points of each coverage from a practical standpoint.  Coverages discussed include property, automobile, crime, ERISA, fiduciary, employee benefits liability, directors & officers liability, employment practice liability, general liability, equipment breakdown, network security, foreign liability, kidnap and extortion, professional liability, environmental liability and workers compensation.

Our job as agents is to reduce the hassle (there is almost always a hassle…especially in large losses) in the event of a loss.  This course will show you how to clarify intent and modify the policy or obtain documentation in writing from your underwriters/auditors, etc. to reflect your agreement.  In addition, we cover common claims problems and how an agent can effectively prevent, minimize or eliminate these issues.

• The Golden Triangle of Success
• Being of service
• Dating versus Commitment
• Why language is important and using a sales vocabulary
• Dressing for success and other lost arts
• Powerful proposals
• Taking it to the street
• Tying it all together – Success Factors

This seminar will cover mechanics, differences, advantages and disadvantages to various funding programs (captives, retrospective rating, high deductibles, self insurance, retentions, dividends and guaranteed cost).  We will break down the programs and costs not readily transparent that can increase an employer’s administrative cost significantly.  We will also review a comparative analysis of workers compensation loss sensitive programs. This evaluation simplifies how to choose the best program to choose by taking into consideration on claims data, staffing and financial resources, long term liability considerations and appetite for risk.

Workers compensation is a fairly reliable barometer of what is working well and not so well in a company. Overlooked cultural issues often impact workers compensation experience and costs to a much greater extent than what the insurance industry and businesses have traditionally focused on to control costs.  The presentation will examine how fostering an atmosphere of trust and cooperation is extremely effective in reducing workers compensation costs and avoiding many problems associated with workers compensation injuries.

We will discuss small medical claims and when it makes sense for the employer to pay.

Layoffs and terminations and their effect on workers compensation are covered.

Poor claims management is the major reason so many claims become problematic. This presentation will provide an understanding of basic claims handling realities.  Having a more complete and thorough understanding of how the workers compensation system works generally results in better claims handling and decisions which reduces costs.  What seems logical to an employer is not always the way the workers compensation system works.  We will outline the aspects of workers compensation you can control and how to implement processes to keep your team focused on what they can do to reduce costs.

There is strong evidence linking wellness and organizational success sparking interest among managers and executives.  This presentation explores wellness issues and the effect of obesity and other co-morbidities on workers compensation.

The experience modification has a significant impact on the cost of workers compensation insurance. Therefore having a thorough understanding of the underlying theory, formula and data that determines an employer’s modification factor is important. We will walk you through the experience modification worksheet, the rating formula and the computation of the factor. We perform several experience modification analysis and outline specific ways you can control the modification factor to achieve in significant cost savings.

Perhaps more so than in many other fields, insurance demands accurate communications that conveys clear meaning and intent while eliminating opportunities for misinterpretation. This seminar helps insurance professionals achieve this objective through the following:

• Tips for making writing relevant, organized, clear and concise
• How to avoid common usage and style errors
• Navigating email pitfalls
• How to write persuasive proposals
• Presentations: The art of the bullet point

In addition, this course will focus on effective sales communication including:

• The benefits of active listening in a sales situation
• Presentation of solutions
• Objections and the close
• Errors to avoid
• Recognizing buying signals
• Capabilities presentations
• Identifying the individuals buying styles

This course covers:

• Overview of Hiring & Recruiting
• Determining the Agency’s needs
• Sample Job Description
• Recruiting Talent to Your Firm
• Resume Screening
• Phone Screening
• Employment Selection Tools
• Interviewing – Staying out of Trouble
• Potentially Discriminatory Topics
• Interviewing – Uncovering Skills and Behaviors
• Interviewing Red Flags
• Final Selection – Background Checks
• Final Selection – Reference Checks
• The Offer
• Performance Appraisals – What is and isn’t a Performance Appraisal
• Employee Plans
• Fierce Conversations – Identifying an issue and preparing for a one-on-one
• Common mistakes made during one-on-ones
• Sample Employee Plan –Including Goals and Action Plan