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If you need to train your staff and don't have the resources or time...Video Training can help! The following Video Training DVDs are available for purchase and they are intended for internal training purposes only (not to be duplicated). When you order a Training Video, you will receive a DVD and one copy of the handout material. Continuing Education (CE) will not be awarded through this offer.
Cost: $130.31/ DVD order for members and $183.44 /DVD order for non-members (includes MA Sales Tax and Shipping/Handling).
If you have any questions, please call Association Education at 800.222.2699 or email Heather Kramer, CIC, VP of Training at hkramer@massagent.com
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Additional Insureds
This is a 3-hour program will address the ISO General Liability “Additional Insureds” endorsements. We will discuss the reason that the endorsements are needed, where the basic policy is amended by the endorsement and in the case of the BAP where the endorsement does nothing to change or enhance the coverage automatically afforded in the basic form.
• ISO CGL policy – Two Categories of “insureds”
• The need for “Additional Insured” endorsements
• General Discussion of the “Additional Insured” status and benefits
• ISO and the “Additional Insured” Saga
• The Additional Insured Problem = “Arising out of”
• ISO’s Solution – Coverage based on Fault
• A review of the “new” ISO Additional Insured endorsements
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Business Income
This three-hour seminar is an intermediate course aimed at providing the participants with an in-depth look at the ISO “Business Income” Coverage Form. The program will include discussion of both the BII with Extra Expense and BII without Extra Expense forms.
• The BII Coverage Form: Insuring Agreement Definitions
• Court Case- “Continental Ins. vs. DNE Corp.”
• Extra Expense vs. Expense to Reduce Loss
• Cause of Loss
• Additional Limitation – Interruption of Computer Operations
• Additional Coverages
• Extension of Coverages
• Limits of Insurance
• Loss Conditions
• Duties in the Event of Loss
• Loss Determination
• Resumption of Operations
• Loss Payments
• Additional Conditions – Coinsurance
• Four Optional Coverages
• A BII example – Putting our Knowledge to Work
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CGL Under the Microscope
This 3-hour seminar is an intermediate course that provides an overview of the ISO Comprehensive General Liability contract provisions with an eye to the most current changes.
1. Brief introduction of the “concept of liability
2. Coverage A – Bodily Injury and Property Damage
3. Exclusions
4. Coverage B– Personal and Advertising Injury Liability
5. Coverage C– Medical Payments
6. Who is An Insured
7. Definitions
8. Other Forms Introduced With the 2004 Revisions |
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Commercial Crime
The Crime Program has undergone many revisions since it was first introduced in 1986. This course will review the current forms including the difference between the “discovery” basis and “loss sustained” basis and insuring agreements.
• Why the Need for Crime Insurance?
• Two Crime Forms: Comparing the “Loss Sustained” and “Discovery Basis” forms
• General Information
• Crime Coverage Definitions
• Eight Insuring Agreements
• Employee Dishonesty vs. Employee Theft
• Forgery and Alteration
• Inside the Premises – Theft of Money & Securities
• Inside the Premises – Robbery or Safe Burglary
• Outside the Premises
• Computer Fraud
• Funds Transfer Fraud
• Money Orders and Counterfeit Money
• Exclusions
• Unique Crime Conditions
• Special Crime Conditions |
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Commercial Property Traps
We’ll address the following and more…
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Debris Removal, the Vacancy Clause, “Property Not Covered” - What do we tell our insured when he has to pay $20,000, $30,000, $100,000 or more out of his own pocket because his Debris Removal Coverage isn’t enough? How do we explain that a vandalism claim is denied due to vacancy when the insured actually has two tenants in the building?!
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Tenant’s and Landlords…A match made in…??!! - How do I cover my building and what responsibility does my tenant have for damage to it?
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Time Element Insurance- Why don’t we sell more of it?! Are we doing our insureds a disservice by not suggesting it? Failure to recommend Time Element coverage is a leading cause of E&O claims…
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Coinsurance: We all know how it works … Or do we?!- Is it the same on the CP Form, the BOP and the Homeowners Policy? (Answer – No, it’s not!)
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Commercial Umbrella (Commercial Conundrums)
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Commercial Umbrella Policies - If you've seen one...you haven’t seen ‘em all!! A few years ago, IRMI (International Risk Management Institute) did a comparison of almost 200 different Umbrellas on the market!! … What are some of the differences and things to watch out for? … What is "concurrency" and why is it important? … What is a “self-insured retention” and when does it apply?
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Claims Made Policies - We never thought about them much on a day to day basis, but they are popping up everywhere - EPL, D&O, E&O, Pollution Liability, etc. … And they are not all the same! … What are some of the differences? … What if we cancel a claims made policy and move it to another carrier?? … What if we go from an occurrence policy to a claims made policy or a claims made policy to an occurrence policy?? BERPS, SERPS and Retro Dates … what does it all mean?
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How does the Business Auto Policy deal with autos not owned by the business? - Hired and Non-Owned Auto, Drive Other Car Coverage, Individual Named Insured …What are our insureds getting … and what are they not getting?? … Who is an insured and who is not?!
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Ordinance or Law - We told our insureds they had "Replacement Cost Coverage" … Suddenly their claim check is "a few dollars short" … What happened?? … What could we have done? … What coverage, if any, do our policies automatically provide? … A lot of insureds have had a rude awakening at claim time!
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Courts, History & Policy Language
This three hour course is an intermediate program. Every day insurance professionals face coverage questions from our clients. Unfortunately, the question may appear to be easy but the answers are complex. Participants will be given “questions” followed by an in-depth review, including background historical information, policy language, and court cases to provide the answers.
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Dealers Vs Non-Dealers
This three-hour seminar is an intermediate course. The program will provide a highlight and overview of the current ISO Business Automobile Policy (BAP) and the ISO Garage policy. Emphasis will be on the coverages provided to both dealers under the garage policy and non-dealers in the BAP and CGL combination.
1. ISO Coverage Eligibility- Garage form
2. ISO Garage Policy
3. ISO Commercial General Liability Policy: Non-Dealers Option
4. ISO Business Auto Policy: Non-Dealers Option
5. Wrap UP: Compare & Contrast the BAP, CGL and Garage Forms
6. Brief overview of ISO’ Segment Market “Auto Service Risk” program |
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EPL – A Slippery Slide of Business
This three-hour seminar will concentrate on the unique exposures of EPL and the insurance contract that answers the need for protection.
• Current Headlines
• Employment Law
• Key Legal Decisions
• Major Types of EPL Claims
• The EPL policy – a general discussion
• Legislative History – an in-depth review
• Current Developments |
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Essentials of Life
Course objective: The student after attending this class will get an understanding of life insurance terms, types of policies and riders that can be used for various situations. This would be a good pre-cursor class for the life insurance license.
• Contractual ingredients
• Underwriting process
• Types of Receipts
• Defining beneficiaries
• Types of Policies
• Provisions
• Riders
• Exclusions
• Tax issues |
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Ethics
Objectives:
• To review definitions of ethics
• To reflect on what is morally wrong and realize it should not be a dilemma
• To reflect on what would be considered ethical dilemmas not necessarily morally wrong situations
• To review ethical situations in the insurance environment
• To think about these ethical situations and discuss a process or set of values that can help bring light on them
• How to set up a code of ethics |
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Ethics in the Western World
This three hour course will provide an overview of ethical issues as they relate to the insurance industry and our working environment. We will explore the history of ethics and how our western world ideas of ethical behavior have been influenced by world history. |
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HO, Auto & Umbrella - How to Sell More Class
Course objective: Our main focus will be getting people acclimated to the insured’s needs by showing insurance personnel how to sell more coverage to more people and how to use to spin-off techniques from one policy to sell another.
• Understanding Risk Management Concepts
• Catastrophic losses and minor claims issues
• Insuring the homeowner key issues
• What about the tenant policy form?
• What items do we need for the condominium unit owner?
• How does the Scheduled Personal Property Endorsement work?
• How does the Replacement Cost on Contents Endorsement work?
• Key issues with the MA Auto Policy (MAP)
• What is and how does an Umbrella Liability policy work?
• Case studies to place the day in perspective
• Recommended MAIA classes to take next |
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HOMEOWNERS 2000 – Big Changes with Little Fanfare
This program is an intermediate course that reviews the HO 2000 contract including a side by side comparison of the differences between the HO ’00 and the HO ’91 contacts. Discussion will include HO ’91 court cases that effected changes in the HO ’00 edition.
1. Compare and Contrast the Definition changes in the HO ’00 and the HO ’91
2. Deductible Clause
3. Coverage B: Other Structures
4. Coverage C: Personal Property
5. Property Not Covered – Changes and Amendments
6. Section I – Additional Coverages – Changes and Amendments
7. Changes in the Peril exclusion - Changes and Amendments
8. Changes in the Section I – exclusions - Changes and Amendments
9. Section II – Exclusions - Changes and Amendments
10. Compare & Contrast ISO’s HO-3 and reintroduced HO-5 |
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Homeowners Coaching
Course Objective: This is a mentoring program designed for the customer service representative staff to get them up to speed facilitating customers from "I need a homeowners policy" to reviewing the completed policy.
• Getting prepared
• Rating the policy using an electronic rating program
• Preparing the application and reviewing with the customer |
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How Well Do You Know E&O
We’ll show you how to avoid E&O exposures and how to implement some "fast fixes" for important E&O considerations. |
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Insuring the Condominium
We’ll take an in-depth look at the Condominium Policy…
• What you need to consider when selling it;
• The differences between it and the HO policy;
• Master policy deductible as they apply to losses within units or to common property;
• Potential E&O problems. |
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Miscellaneous Personal Lines – Who, What, When, Where, Why!
This three hour training program is an intermediate course aimed at providing participants with a variety of topics that effect individual’s insurance coverage.
• Resident Relatives
• Personal Trusts
• Business Pursuits
• Volunteer Activities
• Significant Others |
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Personal Umbrella
Course Objective: This course will walk the novice through the parts of an umbrella liability policy, the information needed to write one and the issues in writing and renewing them. It may also be a good reminder to the experienced insurance professional as to why we should sell one to everyone. Hopefully each student will then see the need for all of their customers needing one.
• Explain Key Definitions
• Describe reasons for purchasing Personal Umbrella coverage
• Identify the steps in qualifying an insured for a Personal Umbrella policy
• How does a policy coordinate with underlying – case studies
• Describe reasons to sell a Personal Umbrella policy
• Describe key language found in ISO’s October 2006 Umbrella policy
• Excess and surplus lines |
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Personal Umbrella – Coverage, Scope & Features
Although personal umbrella contracts vary greatly, in this 3 hour seminar we will review ISO’s personal umbrella policy and compare the ISO contract with “generic” provisions found in a variety of umbrella policies in the market place.
• This program will describe personal umbrella liability insurance in a general sense with a review of the ISO personal umbrella as our basis of discussions.
• An attempt is made to describe the range of different provisions that may be found in a personal umbrella policy
• As a rule we will review the usual and typical provisions of personal umbrella policies. |
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Risk Management
This three hour course is an intermediate to advanced level program that provides an overview of the Risk Management function. The process can be applied to both personal and commercial risks. This program presents a variety of options for treating risk. Two case studies, one personal and one commercial, are included to allow student to put their studies to work. |
