2014 Professional Training Schedule

MAXIMIZE PRODUCTIVITY

WITH EFFICIENT AND EFFECTIVE

TRAINING FOR YOUR WHOLE

STAFF RIGHT IN YOUR AGENCY.

Reinforce your agency’s insurance knowledge consistently across your staff by bringing any IA&B course or seminar directly to your office. IA&B makes it easy for you to meet your staff training goals by delivering quality classroom education from one of our nationally recognized training experts directly to you.

Host an IA&B training program and discover these benefits:

• Elimination of mileage and travel expenses

• Less time out of the office

• Customized training to meet your

specific agency needs

• Improved teamwork through shared

learning experiences

• An expert instructor who will deliver

reliable and accurate knowledge to your staff

For more details call (800) 998-9644, option 1or e-mail [email protected].

1 IABforME.com | (800) 998-9644

Pages 2-3 Certified Insurance Counselors (CIC) Designation Program Page 2 Agency Management Commercial Casualty Commercial Property Life & Health Personal Lines Page 3 James K. Ruble Graduate Seminars

Pages 4-11 Certified Insurance Service Representatives (CISR) Designation Program Page 4 CISR Overview Agency Operations Page 5 Commercial Casualty I Commercial Casualty II Page 6 Insuring Commercial Property Insuring Personal Auto Exposures Page 7 Insuring Personal Residential Property Personal Lines Miscellaneous Page 8 Elements of Risk Management Page 9 Dynamics of Service Page 10 William T. Hold—The 3 Cs: Comp., Crime and Cyber Page 11 William T. Hold—Dealing with Disasters

Page 12 Sales & Marketing Training — Certified Professional Insurance Agent (CPIA)

Designation Program Insurance Success Seminars

Page 13 Licensing Exam Preparation Life & Health Property & Casualty

Page 14 Licensing Self-Study Packages Life & Health Property & Casualty

Page 15 E&O Risk Management Training E&O Risk Management: Meeting the Challenge of Change E&O Coverage Standards Ethical Behavior and E&O

Page 16 Online Programs Introductory Training New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics

Page 17 Other Coverage Training Certificates of Insurance Insuring e-Commerce Pollution Exposures and Coverages Compliance Pitfalls and Ethical Responsibilities Understanding the National Flood Insurance Program (NFIP) and the Biggert Waters Act ISO 2013 Commercial Property Changes ISO 2013 CGL Changes

Page 18 Registration Form

2014 Registration Form

4 Easy Ways to RegisterWeb:* IABforME.com/educationPhone:* (800) 998-9644 or (717) 795-9100Fax: (717) 795-8347Mail:* 5050 Ritter Road

Mechanicsburg, PA 17055-4879*Secure for credit/debit card payment.

THIS FORM MAY BE DUPLICATED.

REGISTRATION INFORMATIONFull registration fee must accompany registration form. All feesinclude instruction, materials, coffee breaks, lunch (except CICand JKR seminars) and Pennsylvania, Maryland and Delawarecontinuing education filing fees. The difference in member and non-member fees may be applied toward new member-ship if eligible. Registration fees are deductible as ordinarybusiness expenses but may not be deducted as charitablecontributions. Fees, dates and locations are subject to change.

REGISTRATION CHANGE POLICYRegistration changes received more than 10 days before the course are fully refundable or transferrable. After that, registration changes are subject to a 25% penalty. Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B MemberService Center regarding penalties for licensing changes.

CONTINUING EDUCATIONFull attendance is required for continuing education credit;partial credit will not be granted. Credit approval is subject tore-evaluation by the state insurance department.

PROGRAM CONFIRMATION Confirmation is e-mailed upon registration and includescourse agenda along with hotel information.

AMERICANS WITH DISABILITIES ACT In accordance with Title III of the Americans with DisabilitiesAct (ADA), program registrants with disabilities may requestspecial accommodations. Please submit requests to IA&B in advance.

Join IA&B and save! All employees of IA&B member agencies and company partners save up to 20% on every IA&B education program and have unlimited access to members-only tools and resources and information through a variety of services. For more information on IA&B membership, call(800) 998-9644 or (717) 795-9100, option 1.(Program discount excludes CISR and CIC programs.)

REGISTRATION INFORMATION

IAB Office Use Only:Date: _____________________ Amount: _____________________ Check#: ______________P or A Entered: ______________________ Code: _____________________ Source code: PDCAT14

First Name M.I. Last Name

Designations Earned Nickname for Badge

Agency/Company Name � Agency � Insurance Company � Other

Agency/Company Address* � Main Office � Branch Office � Home/Other*Physical shipping address required for licensing courses.

City State Zip + Four

Telephone Number Fax Number

Email Address (REQUIRED)

REQUIRED INFORMATION FOR CE FILING:Requesting CE credits? � Yes � No

State of Licensure

State License Number

Birth Date National Producer Number

METHOD OF PAYMENT:Total Registration Fee $___________Indicate registration fee from applicable course description page.Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.

� Check enclosed payable to IA&B.Returned checks may be assessed a $20 fee.

� Charge my: � Personal OR � Corporate credit/debit card (complete information below) � Visa � MasterCard � American Express � Discover

Credit/Debit Card #

Expiration Date

Name of Cardholder (PRINT)

Signature of CardholderCredit/Debit cards are processed upon arrival. Receipts mailed upon request.

Licensing Self-Study Packages: Choosethe line of authority and state in which youneed to get licensed:

� Life & Health � Property & Casualty� PA � MD � DE

On-Demand Registration: I understandthat I have 30 days to accessthe course. ________ initials

Program Date(s) Location (City, State)

/ /

Education Reg. form:Layout 1 11/6/13 12:25 PM Page 1

Don’t take your insurance knowledge for granted. Learn how coverageswork in the real world from nationally recognized instructors who’ve been there.

In today’s competitive marketplace, you need to deliver value through exceptional product knowledge and trusted advice. Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition byknowing innovative ways to maximize coverage for your clients.

The CIC curriculum expands your personal and commercial lines knowledge beyond the basics, developing a keen awareness of special coverage types and the ability to detect hidden exposures.

CIC Institutesn Agency Management n Life & Healthn Commercial Casualty n Personal Linesn Commercial Property

Earning the DesignationTo earn the CIC designation you must complete all institutes and pass each exam within five calendar years following the year you pass the first exam. Institutes may be taken in any order.

Retaining the DesignationCIC designees must attend one of the following programs annually for update credit:n Any one CIC institute (no exam required)n James K. Ruble Graduate Seminars **n Dynamics of Selling Program, Sales Management, Personal Insurance or

Company/Agency Relationships Programs***n Any Certified Risk Managers (CRM) course* 2014 Institute Dates & Locations

Agency Management* February 19-22 Harrisburg, PALife & Health March 3-6 Erie, PAPersonal Lines March 26-29 Newark, DELife & Health April 9-12 Lehigh Valley, PACommercial Property May 7-10 Hunt Valley, MDCommercial Property June 16-19 Erie, PACommercial Casualty June 23-26 Lancaster, PAPersonal Lines August 18-21 Philadelphia, PAPersonal Lines September 8-11 Erie, PACommercial Property September 15-18 Harrisburg, PAPersonal Lines October 8-11 Pittsburgh, PAPersonal Lines October 22-25 Hunt Valley, MDCommercial Casualty December 3-6 Philadelphia, PA

* Approved for Loss Control Credit for Utica policyholders.** You must be a dues-paid member of the Society to register.*** You must be a dues-paying member of the Society to receive annual designation update credit.

CE APPROVALSPA MD DE

AM 20 17 PC/LH3 ETH

21 GEN4 ETH

CC 20 20 PC 21 GEN3 ETH

CP 20 20 PC 21 GEN3 ETH

LH 18 GEN2 LTC

18 PC/LH2 LTC/LH

19 GEN2 LTC/3 ETH

PL* 20 20 PC 21 GEN4 ETH

* FLD Flood credits may be available in the PL Institutes. Review specific course agenda for more information.

Credit approval is subject to re-evaluation by state insurance departments.

AgendaDAY ONE REgistRAtiON: 12:00 – 1:00 p.m. sEmiNAR: 1:00 – 5:15 p.m.DAY tWO & tHREE sEmiNAR: 8:00 a.m. – 5:00 p.m.DAY FOUR (EXAm DAY) EXAm: 8:30 a.m. – 10:30 a.m.

Registration Fee $430Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

CERTIFIED INSURANCE COUNSELOR(CIC) DESIGNATION PROGRAM

2IABforME.com/CIC | (800) 998-9644

ED CONSULTANT: Jerry M. Milton, CIC

Jerry brings more than 30 years of working industry knowledge tohis role as education consultant for IA&B and instructor for the CIC Institute program. Dubbed an insurance coverages expert

by the legal profession, he frequently presents testimony in court proceedings. * Not all courses taught by this instructor.

ED CONSULTANT:James T. Harrison Jr.,CIC, CPCU, CLU, ChFCJim lends his experience toIA&B as both CIC education consultant and instructor. He

also presents continuing education seminars on topical insurance issues. Jim is also a national faculty member of the Society of CIC. * Not all courses taught by this instructor.

ED CONSULTANT:Clem J. Wandrisco Jr., CPCU, ARM, AIC, AAIClem specializes in instructionfor licensing study preparation courses for IA&B. He also serves as a CIC Institute

program education consultant.* Not all courses taught by this instructor.

CIC Designation Update Option

Gain specialized product knowledge on the topics you want in choice destinations throughout the mid-Atlantic region.

Learning doesn’t stop after you earn the CIC or CRM designation. Take your coverage knowledge to new heights and watch your earning potential grow by attending our two-day James K. Ruble Graduate seminars.

Ruble seminars go beyond the required curriculum provided in the CIC program. You can choose your own learning agenda based on topics that interest you. Concurrent sessions give you flexibility to focus your learning on more complex or specialized coverage types. There’s no pressure to pass an exam and you can use Ruble Graduate seminars to satisfy your annual CIC or CRM update requirement.

Strengthen your client relationships and increase your business with the knowledge gained in just two days at a Ruble Graduate Seminar.

* Must be a dues-paid member of the Society of CIC to be eligible for designation update. Must hold the CIC or CRM designations to be eligible for attendance.

2014 Locations & DatesEllicott City, MD March 10-11 Pittsburgh, PA April 14-15 Philadelphia, PA May 15-16 Annapolis, MD June 12-13 Lehigh Valley, PA July 9-10Ellicott City, MD July 21-22 Hershey, PA August 11-12 Ocean City, MD September 29-30 Lancaster, PA November 12-13

JAMES K. RUBLE GRADUATE SEMINARS

CE APPROVALSState continuing education credit varies by program agenda. Visit IABforME.com for details.


Agenda

REgistRAtiON: 7:00 a.m. sEmiNAR: 8:00 a.m. – 5:15 p.m.

Registration Fee $420Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

®

3 IABforME.com/Ruble | (800) 998-9644

ADDITIONAL CIC UPDATE PROGRAMS (NOT CONDUCTED BY IA&B)Update your CIC designation using other programs through the National Alliance. For more information or to register for the seminars below, visit www.thenationalalliance.com or call (800) 633-2165.

Certified Risk ManagerControl of Risk

March 19-22 – Philadelphia, PA

Certified Risk ManagerPrinciples of Risk

August 2-5 — Baltimore, MD

Certified Risk ManagerAnalysis of Risk

August 4-7 – Erie, PA

Certified Risk ManagerFinancing of Risk

October 22-25 — York, PA

New program structure provides flexibility with more focused training options.

Choice and flexibility is what CISR insurance courses are all about. CISR courses are designed to focus on your type of business. It still takes only five courses to earn the CISR designation, but now participants have the flexibility of nine course options. This allows CSRs and other front-line staff to focus on what’s important to them and the type of work they handle.

The CISR program builds knowledge of essential coverages and improves cross-selling ability. Eight topics are offered through IA&B classroom seminars in convenient locations across Pa., Md. and Del. A Life & Health Essentials course is also offered online. Participants learn how to analyze risks and exposures while guiding customers through various coverage scenarios. The education gained is key to advancement within an agency and a more fulfilling insurance career.

CISR Course Options (five required to earn designation)n Life & Heath Essentials (available online only) n Insuring Personal Residential Property n Commercial Casualty I* n Personal Lines Miscellaneous n Commercial Casualty II* n Agency Operationsn Insuring Commercial Property n Elements of Risk Managementn Insuring Personal Auto Exposures

* Commercial Casualty I is not required before taking Commercial Casualty II.

Earning the Designation To earn the CISR designation, you must complete five course options and pass the exam for each within three calendar years of passing the first exam. Courses may be taken in any order.

Retaining the DesignationTo retain the designation, you must attend one of the following programs annually (by end of birth month) for update credit:

n Any one CISR course (classroom or online) n Entire CIC institute or CRM course n Dynamics of Service Seminar (fulfills two years of update credit)n CIC institute for eight consecutive hours* n William T. Hold Seminar

*CE credit would not be available if attending only 8 hours.

Agency Operations NOTE: Approved for loss-control credit for Utica policyholders

Gain self-assurance and a greater understanding of the dynamics within insurance organizations. Also, understanding how agencies operate is essential training for both insurance agency and company personnel.

Topics:n Legal & Ethical Requirements n Agency Workflown The Insurance Agency n Account Managementn The Insurance Industry and Marketplace n Errors & Omissionsn Communication

2014 Locations & DatesPhiladelphia, PA May 8Baltimore, MD September 16Salisbury, MD September 17Mechanicsburg, PA October 15Hagerstown, MD November 5

AVAI

LABLE ONLINECERTIFIED INSURANCE

SERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM

IABforME.com/CISR | (800) 998-9644 4

CE APPROVALSAgency Operations

PA MD DESubmitted for 7


Agenda

REgistRAtiON: 7:30 a.m.sEmiNAR: 8:00 a.m. – 3:45 p.m.Q&A & REviEW: 3:45 – 4:15 p.m.EXAm: 4:15 – 5:15 p.m.Mandatory if earning a designation.

Registration Fee $195Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees areincluded. Dates, fees and locations are subjectto change.

Commercial Casualty IImprove your understanding of legal liability and what creates liability exposures. The focus of this course is the Commercial General Liability Coverage Form. It also addresses additional insured exposures and the coverage available to meet these needs.

Topics:n Essentials of Legal Liability n CGL Other Provisionsn CGL Introduction n Additional Insuredsn Commercial General Liability Coverage Parts

2014 Locations & DatesBaltimore, MD January 29Mechanicsburg, PA April 2Erie, PA April 9Dover, DE April 9Pittsburgh, PA April 10Reading, PA May 21Altoona, PA June 12Philadelphia, PA July 30Frederick, MD September 25Wilkes-Barre, PA November 18

Commercial Casualty IIThis course further strengthens your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages. The focus is on the Business Auto Policy, the Workers’ Compensation Policy and Excess Liability Policies.

Topics:n Business Auto Exposures and Coverages n Workers Compensation and Employers Liability Insurance Policy n Commercial Umbrella and Excess Liability Policies

2014 Locations & DatesWilkes-Barre, PA April 8Lancaster, PA May 20Hagerstown, MD June 11Mechanicsburg, PA August 12State College, PA August 13Philadelphia, PA October 2Pittsburgh, PA November 19

CERTIFIED INSURANCESERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM

CE APPROVALSCommercial Casualty I


Commercial Casualty II


5 IABforME.com/CISR | (800) 998-9644


Agenda


Registration Fee $195Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

AVAI

LABLE ONLINE


Insuring Commercial Property Improve your cross-selling abilities with up-to-date knowledge of commercial property coverage while reducing your agency’s E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

Topics:n Fundamentals of Commercial Property n Basics of Time Elementn Building and Personal Property Coverage Form n Basics of Commercial Inland Marinen Causes of Loss Forms

2014 Locations & DatesLehigh Valley, PA January 15York, PA April 30Pittsburgh, PA May 7Baltimore, MD May 13Philadelphia, PA August 6Mechanicsburg, PA October 28Newark, DE November 4

Insuring Personal Auto ExposuresAssist your clients in identifying their exposures and more effectively advise them in the processes of analyzing, obtaining, and modifying their personal automobile policies.

Topics:n Introduction to the Personal Auto Policy n Uninsured/Underinsured Motorists Coveragen Liability Coverages n Coverage for Damage to Your Auton Medical Payments Coverage n Provisions

2014 Locations & DatesPhiladelphia, PA January 22Mechanicsburg, PA January 28Lancaster, PA February 12Hagerstown, MD February 26Philadelphia, PA April 10Mechanicsburg, PA June 26Erie, PA August 26Pittsburgh, PA August 27Lehigh Valley, PA October 16Altoona, PA November 18

* Personal Auto course and examination are state specific. Participants are encouraged to attend in the state in which they write most of their business.

FACULTY:Linda A. McCann, CPCU, AAI, CPIW Linda has over 25 years experience working in the insurance industry. She is

the president of Bay Shore Insurance Inc.,located in Salisbury, MD. Linda teaches numerous continuing education programs for Insurance Agents & Brokers and currently serves on the Maryland Legislative Committee for Insurance Agents and Brokers of Maryland.* Not all courses taught by this instructor.

CE APPROVALSInsuring

Commercial Property


Insuring PersonalAuto Exposures



Agenda




CERTIFIED INSURANCESERVICE REPRESENTATIVE(CISR) DESIGNATION PROGRAM

Insuring Personal Residential Property Gain the expertise you need to guide your customers through the often complex and confusing process of purchasing homeowners insurance. Learn how to help them make decisions that insure their most valuable assets.

Topics:n Introduction to the Homeowners Policy n Homeowners Policy Section IIn Homeowners Policy Section I n Tenants, Unit-Owners, and the Dwelling Policy

2014 Locations & DatesYork, PA January 21Erie, PA February 4Mechanicsburg, PA June 3Pittsburgh, PA June 18Wilkes-Barre, PA July 23Philadelphia, PA September 25Lancaster, PA September 30Salisbury, MD December 11

Personal Lines Miscellaneous Because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coveragefor watercraft, RVs, and business activities, you will learn how to design and cross-sell the appropriate coverage for these exposures. The course also provides analysis of personal umbrella and excess liability policies.

Topics:n Watercraft Exposures & Coverages n Business Activities of Personal Lines Clientsn Recreational Vehicles n Personal Umbrella/Excess Liability

2014 Locations & DatesPittsburgh, PA February 5 Wilkes-Barre, PA February 11Philadelphia, PA March 6Lehigh Valley, PA July 9Baltimore, MD August 7Frederick, MD August 14Pittsburgh, PA October 22Mechanicsburg, PA December 2

CE APPROVALSInsuring Personal

Residential Property


Personal LinesMiscellaneous

PA MD DE

Submitted for 7


Agenda



AVAI

LABLE ONLINE


Elements of Risk ManagementInsurance is an integral part of any organization’s overall risk management program. Services provided by carriers, agencies and brokerages are often significant items associated with the cost of risk. This course covers the steps involved in protecting an organization’s assets, mission and its brand.

Topics:n The Risk Management Process & Risk Terms n Risk Controln Risk Identification n Risk Financen Risk Analysis n Risk Administration

2014 Locations & DatesLehigh Valley, PA June 25Reading, PA September 16Philadelphia, PA December 4

CE APPROVALSElements of

Risk Management

PA MD DE

Submitted for 7


Agenda



For me,IA&B is my go-to place

for continuing educationfor myself and my staff.

Shannon LipniskisPrincipal, Hutton-Blews Insurance


CISR Designation Update OptionsDynamics of Service

Boost your client retention with extraordinary customer service.

The hallmark of customer service is knowing how to skillfully handle people. This seminar highlights common behavioral styles and effective ways to communicate so CSRs can deliver service that satisfiesclients and builds customer loyalty.

This course offers valuable tips and tactics to meet clients’ needs. Attendees discover powerful people skills and gain the ability to turn unpleasant customer situations into positive experiences with improved communication skills.

2014 Locations & DatesPittsburgh, PA August 19Lehigh Valley, PA September 24Mechanicsburg, PA October 1Philadelphia, PA November 13

CERTIFIED INSURANCESERVICE REPRESENTATIVE(CISR) DESIGNATION UPDATE OPTIONS

IA&B Power HourThe IA&B Power Hour is a free member-only, hour-long webinar held every other month on topics of immediate concern to many member agents. These live webinars are led by industry topic experts who can speak to member concerns and offer valuable solutions.

For details on upcoming Power Hours, visit IABforME.com/PowerHour.

CE APPROVALSDynamics of Service



Agenda

REgistRAtiON: 7:30 a.m.sEmiNAR: 8:00 a.m. – 4:00 p.m.

Registration Fee $195Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

AVAI

LABLE ONLINE

IABforME.com/WTHold | (800) 998-9644 10

William T. Hold Seminars

The 3 Cs: Comp., Crime and Cyber Commercial coverage challenges

Workers CompensationYou will review four areas of importance: n A look at the fundamentals of workers’ compensationn A brief review of the problems encountered by insureds, insurance companies and agentsn A discussion of the importance of items 3A, 3B and 3C on the Information Pagen An examination of the policy and important endorsements

Commercial CrimeThis topic will provide you with an overview of the latest ISO Commercial Crime Coverage Form. You will review and understand several of the Insuring Agreements, including Employee Theft and Inside/Outside the Premises coverages.

CyberliabilityYou will gain an understanding of e-commerce opportunities and the issues of this market segment. You will examine third-party and first-party exposures and the insurance companies that provide coverage.

2014 Locations & DatesNewark, DE February 27Pittsburgh, PA March 18Mechanicsburg, PA April 23Frederick, MD April 24Salisbury, MD May 29Lancaster, PA June 10 Reading, PA July 9Dover, DE September 17Annapolis, MD October 29Lehigh Valley, PA November 12Pittsburgh, PA November 20

CE APPROVALSWilliam T. Hold Seminars

The 3 Cs: Comp., Crime and Cyber

PA MD DE

Submitted for 7


Agenda



FACULTY:Bettye D. Buffington, CIC, CRM, CPCU, AAI, ARM, CPIA Bettye teaches Certified Insurance Counselors (CIC)

institutes, Certified Insurance Service Representatives (CISR) courses, Dynamics of Service and topical seminars for IA&B. She currently serves on the Board of Governors for the Society of CIC and is a national faculty member of the Societies of CIC and CISR.* Not all courses taught by this instructor.

CISR DESIGNATION UPDATE OPTIONS

IABforME.com/WTHold | (800) 998-964411

William T. Hold Seminars (cont.)

Dealing with DisastersLessons learned about coverage and claims as a result of a disaster event

This course will review recent disaster events, such as Superstorm Sandy, the Texas fertilizer plant explosion and the Joplin, Missouri tornado. The discussion will center on the magnitude of the disaster and the challenges facing agents, companies, lenders and claims personnel. Incorporated in the discussion will be claims and coverage information. We will discuss issues with regard to Ordinance and Law coverage, business income and additional living expenses, the concurrent causation doctrine as well as other specialty coverages like terrorism and wind plans and flood. Claim issues such as working with lenders and community code officers can be explored. The program will wrap up with suggestions for pre-planning and mitigation of disaster events that can be offered to agents and their clients.

2014 Locations & DatesReading, PA January 16Mechanicsburg, PA March 4Lehigh Valley, PA March 5Altoona, PA April 1Baltimore, MD April 3Wilkes-Barre, PA May 6Lehigh Valley, PA May 7Philadelphia, PA July 8Mechanicsburg, PA August 5York, PA September 23Altoona, PA October 7Wilkes-Barre/Scranton, PA October 21Erie, PA October 23Mechanicsburg, PA November 19Reading, PA November 20Lancaster, PA December 3

CE APPROVALS

William T. Hold SeminarsDealing with Disasters

PA MD DE

Submitted for 7


Agenda



FACULTY:Mary R. “Rita” Hollada, CIC, CPCU, CPIA Rita presents programs for IA&B on topics of

communication and customer service and develops and presents special interest programs such as flood insurance. She also serves as a national faculty member of the Societies of Certified Insurance Counselors (CIC) and Certified Insurance Service Representatives (CISR). * Not all courses taught by this instructor.

FACULTY:Larry A. Hollada,CPCU, CIC, CPIA Larry develops and instructsinsurance and professionalcourses for various

organizations including IA&B. He is also a national faculty member of the Societies of Certified Insurance Service Representatives (CISR), Certified Insurance Counselors (CIC) and faculty member of Certified Professional Insurance Agents (CPIA). * Not all courses taught by this instructor.

AVAI

LABLE ONLINE

IABforME.com/CPIA | (800) 998-9644 12

SALES & MARKETING TRAINING

These seminars help producers, sales support staff and company personnel improve their sales techniques. Attendees learn to generate qualified sales leads that will translate into more sales and more commissions. Unlike general sales programs, Insurance Success Seminars are designed specifically for insurance agents.

Insurance Success Seminars NOTE: Approved for loss-control credit for Utica policyholders

n Position for Success (Module 1): Learn to develop business plans that generate sales leadsn Implement for Success (Module 2): Implement sales plans using marketing and sales tools to qualify new leadsn Sustain Success (Module 3): Retain clients with service that goes the extra mile

Earning the Designation To earn the CPIA designation, you must attend all seminars in any order.

Retaining the DesignationTo retain the designation, you must fulfill a biennial update by attending any of the following:

n Any one Insurance Success Seminarn An Advanced Insurance Success Seminarn AIMS Society’s annual Pro-to-Pro Executive Retreatn Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)

2014 Locations & DatesMechanicsburg, PAPosition for Success May 13Implement for Success May 14Sustain Success May 15

Philadelphia, PAPosition for Success September 9Implement for Success September 10Sustain Success September 11

Pittsburgh, PAPosition for Success November 4Implement for Success November 5Sustain Success November 6

This program is not affiliated with the CIC or CISR designation programs.


Day 1 7 7 5 GEN2 ETH




Agenda


Registration Fee Member: $199 Non-Member: $239

All SeminarsSame attendee for all seminars

Member: $580 Non-Member: $700

Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subjectto change.

FACULTY:Jim Back, CIC, CPIAJim has taught Certified Insurance Service Representatives (CISR) and Certified

Professional Insurance Agents (CPIA) courses for IA&B for nearly 10 years. He also serves as a faculty member of CPIA and the Society of CISR.* Not all courses taught bythis instructor.

IABforME.com/self-study | (800) 998-964413

LICENSING EXAM PREPARATION

IA&B takes the stress out of studying for the state licensing exam through two study preparation methods— traditional classroom instruction and self-study. Whether it’s a property & casualty or life & health license needed, students will feel more confident with newfound knowledge to successfully pass the exam.

New and improved—Pa. Licensing Exam PrepAspiring agents in the Keystone State now have a better chance of passing the Pennsylvania licensing exam on their first try with the new structure of IA&B’s Licensing Exam Preparation courses. The program features a sharper focus on content most likely to be on the test and also includes:

n additional study aids n mentoring guidelines n streamlined study manual

Licensing Study Course Classroom instruction breaks down study preparation in smaller, manageable components: pre-study assignments, class interaction and post-study mock exam testing. Students absorb what they learn in an organized, user-friendly format so they don’t cram content at the last minute. Attendees use this blended study method to remain focused on exam content.

Guaranteed to pass! If registered at least four weeks prior to the course, IA&B guarantees students will pass the exam. If they fail, they may attend another study course within one year at no charge. Updated course material fees may apply.

2014 Life & HealthPhiladelphia, PA February 25-27Mechanicsburg, PA June 10-12Pittsburgh, PA August 12-14Philadelphia, PA October 21-23

2014 Property & CasualtyMechanicsburg, PA January 14-16Lehigh Valley, PA February 4-6Mechanicsburg, PA March 25-27Philadelphia, PA April 22-24Mechanicsburg, PA May 6-8Pittsburgh, PA May 13-15Lehigh Valley, PA June 3-5Mechanicsburg, PA July 15-17Philadelphia, PA July 29-31Pittsburgh, PA September 9-11Mechanicsburg, PA September 23-25Philadelphia, PA October 14-16Mechanicsburg, PA November 4-6Lehigh Valley, PA November 11-13Pittsburgh, PA December 2-4

* Due to state-specific information, course participants must attend the Licensing Study Course offered in the state they intend to become licensed.

** State exam fee is not included

NOTE: Self-study packages for licensing exam preparation are also available. Learn more at IABforME.com/self-study.

State Pre-licensing Requirementsn Pennsylvania: Both the property & casualty and life & health licensing study courses and self-study

packages are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania.n Maryland: The three-day courses do not meet the Maryland pre-licensing requirementn Delaware: No pre-licensing requirement.

AgendaDAYs ONE, tWO & tHREE:REgistRAtiON: 7:30 a.m.sEmiNAR: 8:00 a.m. – 5:00 p.m.

Registration Fee Member: $395

Non-Member: $515

Course materials, instruction, coffee breaks, lunch and PA pre-licensing education fees are included. Dates, fees and locations are subject to change.

FACULTY:Betsy J. Tribendis, AAI, CIC, CPIW, GRIBetsy teaches various programs including pre-licensing education,

E&O prevention and insurance coverage topics for IA&B. * Not all courses taught bythis instructor.

FACULTY:Daniel E. Lawyer, CIC, CPCU, CSRM

Dan teaches Certified Insurance Counselors (CIC) institutes, Certified Insurance Service Representatives (CISR) courses and topical seminars for IA&B. He is a national faculty member of the Societies of CIC and CISR and serves on the Board of Governors for the Society of CISR.* Not all courses taught bythis instructor.

AVAI

LABLE ONLINE

IABforME.com/ExamPrep | (800) 998-9644 14

LICENSING SELF-STUDY PACKAGE

A self-study option is available for those who feel comfortable setting their own study agenda and prefer independent preparation. Self-study packages contain the same study content as the classroom course, only participants have the flexibility of learning on their own time at their own pace. Packages are available for both property & casualty and life & health lines.

Self-Study Packages include: n Study Guide n State Licensing Bulletin

n Licensing Text n Exam Simulator Online Access

n Chapter Quizzes n State-specific Law Information

Pre-Licensing Requirements and Approvals

Delaware n No pre-licensing requirement Maryland n Property & Casualty Pre-Licensing Requirements: 20 hours for each line of authority

(eg. Property/Casuality would require 40 hours). * The self-study package for MD meets this requirement.

n The Maryland Insurance Administration does grant pre-licensing education waivers for specific designations earned as well as consistent employment background. Go to http://www.IABforME.com/ education/programs/producer_licensing/md/ple.asp and access the criteria and application for an Insurance Education waiver.

Pennsylvania n Property & Casualty Pre-Licensing Requirements: 24 hours

n Life and Health Pre-Licensing Requirements: 24 hours

n Both the Property & Casualty and Life & Health Licensing Study courses and self-study products are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania. The PLE credits are valid for one year and you must pass the state licensing exam within that timeframe in order for the PLE credits to be applied. It is important, however, to remember that the Pennsylvania P&C self-study product is based on the Property & Casualty combined exam and the L&H self-study product is based on the Life, Accident & Health combined exam.

Property & Casualtyand

Life & HealthSelf-Study Packages

Member Non-Member

PAResidents

$179.14 $200.34

All Other States

$169 $189

IABforME.com/E&Oseminars | (800) 998-964415

E&O RISK MANAGEMENT TRAINING

E&O Risk Management: Meetingthe Challenge of ChangeThe ever-changing world of insurance includes new and evolving E&O exposures as well as emerging new ways to protect one’s agency. There are E&O exposures that exist today that were unimaginable 15 years ago, including those created by social media and data breaches. Following this six-hour seminar, you will walk away with greater knowledge of the following:

n The duties owed to clientsn Using claims statistics to focus risk management effortsn Why customer file documentation is so importantn Procedural steps that can reduce E&O exposuresn What constitutes private personal informationn Direct and indirect costs of data breaches

This seminar is approved for loss control credit for Westport and Fireman’s Fund policy holders in PA and DE and pending approval for Uticapolicy holders in PA, MD and DE.

E&O Coverage StandardsUnderstand and use coverage standards to prevent errors and omissions claims. You will learn standard questions to ask in the interview process that can be used to form guidelines for prevention.

2014 Locations & DatesBaltimore, MD April 9 Baltimore, MD September 9

Ethical Behavior and E&OJerry Milton, CIC, shows you how to stay out of hot water when it comes to errors and omissions in this online program. Jerry says, “E&O claims all come from the L-Syndrome; lack of knowledge, lack of consistency, lack of communication or lack of documentation.” With a full video presentation and supporting materials, you will learn how strengthen these “lacking” areas.

Attention Utica,Westport and

Fireman’s FundE&O Policyholders!

Attendance at loss-control seminars can provide additional

pricing considerations at renewal time. Each carrier has specific requirements

for loss-control credit application. For more information, go to

IABforME.com/LossControlCredit or e-mail [email protected].

2014 Locations & DatesPhiladelphia, PA February 18Lehigh Valley, PA April 22Mechanicsburg, PA April 29Erie, PA June 19Pittsburgh, PA July 9Newark, DE July 15Philadelphia, PA July 22Mechanicsburg, PA September 10Lehigh Valley, PA October 23Dover, DE November 11Pittsburgh, PA November 19

Also available in On-Demand format.

CE APPROVALS

Ethical Behavior and E&O

PA MD DE3 3 ETH 3 GEN

Registration FeeMember: $75 Non-Member: $105

Approved for loss-control credit for Utica policyholders.

On-Demand Agenda

At your convenience, for up to 30 days following registration.


CE APPROVALS

E&O Risk Management


On-Demand Version

PA MD DE6 GEN 6 LH/PC 6 ETH

Approved for loss-control credit for Westport (DE/PA only) and Utica policyholders.

E&O Coverage Standards


Approved for loss-control credit for Utica policyholders.

Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.

Classroom Agenda

REgistRAtiON: 7:30 – 8:00 a.m.sEmiNAR: 8:00 a.m. – 3:00 p.m.


Registration Fee: On-Demand Version of E&O Risk Mgmt.

Member: $150 Non-Member: $210

Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subjectto change.

AVAI

LABLE ONLINE

IABforME.com/OnlineTraining | (800) 998-9644 16

E&O RISK MANAGEMENT TRAINING

E&O Risk Management: Meetingthe Challenge of ChangeThe ever-changing world of insurance includes new and evolving E&O exposures as well as emerging new ways to protect one’s agency. There are E&O exposures that exist today that were unimaginable 15 years ago, including those created by social media and data breaches. Following this six-hour seminar, you will walk away with greater knowledge of the following:

n The duties owed to clientsn Using claims statistics to focus risk management effortsn Why customer file documentation is so importantn Procedural steps that can reduce E&O exposuresn What constitutes private personal informationn Direct and indirect costs of data breaches

This seminar is approved for loss control credit for Westport and Fireman’s Fund policy holders in PA and DE and pending approval for Uticapolicy holders in PA, MD and DE.

Attention Utica,Westport and

Fireman’s FundE&O Policyholders!

Attendance at loss-control seminars can provide additional

pricing considerations at renewal time. Each carrier has specific requirements

for loss-control credit application. For more information, go to

IABforME.com/LossControlCredit or e-mail [email protected].

ONLINE PROGRAMS

Introductory Training Set the stage for your insurance career with New Employee Training.

Whether you are new to the agency business or want to take your insurance career further, get to know the “nuts and bolts” of insurance through four online courses. You will learn the basics of E&O prevention and provisions of common personal and commercial lines policies to interact and serve clients better. Use these courses to position yourself to succeed in the insurance industry.

The courses

n New Employee Orientationn Delivering Quality Service n Personal Lines Basicsn Commercial Lines Basics

Getting Started 1. Register at IABforME.com — Courses may be taken independently in any order. Supplemental course

materials are included in the course registration fee and mailed prior to the scheduled program.

2. Online Navigation Instruction — You will receive instruction to acquaint yourself with network navigation and the overall course structure. You will also have a personal mailbox for communication with the instructor and other participants and have the option to receive a weekly progress report faxed to your employer. (This comes at no additional charge).

3. Seminar Instruction — Weekly reading assignments and activities will be posted on the website, which you work at your own pace to complete. You may e-mail questions to the instructor to be answered privately or shared with other participants.

4. Final Exam — To receive a completion certificate at the end of the course and for continuing education credit (for licensed individuals), you must complete all activities assigned and pass a final exam with a minimum grade of 70 percent.

AVAI

LABLE ONLINE

New Employee Orientation(NO EXPERIENCE NECESSARY)

January 13 - March 7February 10 - April 4March 10 - May 2April 14 - June 6May 12 - July 4June 9 - August 1July 14 - September 5August 11 - October 3September 8 - October 31October 13 - December 5November 10 - January 2, 2015

Delivering Quality Service (EXPERIENCE: TWO – SIX MONTHS)

February 10 - March 28June 9- July 25October 13 - November 28

Personal Lines Basics(EXPERIENCE: THREE – NINE MONTHS)

January 13 - February 28March 10 - April 25May 12 - June 27July 14 - August 29September 8 - October 24November 10 - December 26

Commercial Lines Basics(EXPERIENCE: SIX – TWELVE MONTHS)

February 10 - April 11April 14 - June 13June 9 - August 8August 11 - October 10October 13 - December 12

CE APPROVALS

New EmployeeOrientation

PA MD DE12 0 15 GEN



CE APPROVALS

Delivering Quality Service

PA MD DE12 0 15 GEN



CE APPROVALS

Personal Lines Basics

PA MD DE12 0 15 GEN



CE APPROVALS

Commercial Lines Basics

PA MD DE12 0 15 GEN



Learn at your own pace in your own place.

IA&B’s expanding selection of on-demand training courses offers more options to gain critical knowledge and earn CE credit. These Web-based seminars give you the flexibility and convenience of taking courses when and where it suits you. Following registration, users have up to 30 days to complete an on-demand course. Each award CE credits upon successful completion.

Certificates of InsuranceCertificates have become a major source of litigation between certificate holders, insureds, insurers and insurance agents. This course reviews the most frequently disputed and litigated certificate of insurance issues and offers risk management suggestions that should reduce some of these conflicts.This On-Demand program is presented by Jerry Milton, CIC.

Insuring e-CommerceE-commerce activities have created new exposures that are not adequately covered by traditional property and liability policies. Many insurers have developed policies to address acts of a hacker, theft of money or intellectual property, loss of income, extortion and third-party liability. This course reviews these exposures and the policies designed to provide coverage. This On-Demand program is presented by Jerry Milton, CIC.

Pollution Exposures and CoveragesBusinesses have become subject to increased environmental liability and financial loss exposures. These include site assessment, testing, upgrading facilities, cleanup, third-party damages or injuries, and fines or penalties. A separate Pollution Liability policy is often needed to address these and this course discusses the provisions of such policies. This On-Demand program is presented by Jerry Milton, CIC.

Compliance Pitfalls and Ethical Responsibilities*IA&B advocacy experts Jason Ernest, Esq. and Claire Pantaloni, CIC, CISR highlight the most violated insurance laws and regulations and show agents how to remain compliant. (Pa.- and Md.-specific editions available.) * Approved for loss-control credit for Utica policyholders

Understanding the National Flood Insurance Program (NFIP) and the Biggert Waters ActFlood insurance expert Rita Hollada, CIC, CPCU, CPIA leads this three-hour program which awards the CE credit agents need to sell NFIP policies. This program is presented by Rita Hollada, CIC, CPCU, CPIA.

ISO 2013 Commercial Property ChangesChanges discussed include modified coverage forms and causes of loss forms; changes to various endorsements; introduction of new endorsements; and the withdrawal of others. The changes range in scope from minor editorial changes clarifying language based on recent court decisions to major expansion or contraction of coverages.

ISO 2013 CGL ChangesBoth this and the course above were authored by coverages expert Jerry Milton, CIC, and are presented by national faculty member, Dan Lawyer, CIC, CPCU. This courses is designed to guide you through the commercial general liability changes, explain the rationale behind them and help you better understand their impact on coverage.

Visit IABforME.com/on-demand to read more and register.

OTHER COVERAGE TRAINING

IABforME.com/on-demand | (800) 998-964417


Certificates 1 GEN 1 PC 1 PC

e-Commerce 4 GEN 4 PC 4 PC

Pollution 4 GEN 4 PC 4 PC

Compliance 3 3 ETH 3 ETH

Flood 3 GEN/FLD

3 PC/FL

3 GEN/FLD

CP Changes 4 GEN 4 PC 4 PC

CGL Changes 4 GEN 4 PC 4 PC

Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.

Registration fees vary depending on program length.

NEWUPDATE

2014 Registration Form

4 Easy Ways to RegisterWeb:* IABforME.com/educationPhone:* (800) 998-9644 or (717) 795-9100Fax: (717) 795-8347Mail:* 5050 Ritter Road

Mechanicsburg, PA 17055-4879*Secure for credit/debit card payment.

THIS FORM MAY BE DUPLICATED.

REGISTRATION INFORMATIONFull registration fee must accompany registration form. All feesinclude instruction, materials, coffee breaks, lunch (except CICand JKR seminars) and Pennsylvania, Maryland and Delawarecontinuing education filing fees. The difference in member and non-member fees may be applied toward new member-ship if eligible. Registration fees are deductible as ordinarybusiness expenses but may not be deducted as charitablecontributions. Fees, dates and locations are subject to change.

REGISTRATION CHANGE POLICYRegistration changes received more than 10 days before the course are fully refundable or transferrable. After that, registration changes are subject to a 25% penalty. Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B MemberService Center regarding penalties for licensing changes.

CONTINUING EDUCATIONFull attendance is required for continuing education credit;partial credit will not be granted. Credit approval is subject tore-evaluation by the state insurance department.

PROGRAM CONFIRMATION Confirmation is e-mailed upon registration and includescourse agenda along with hotel information.

AMERICANS WITH DISABILITIES ACT In accordance with Title III of the Americans with DisabilitiesAct (ADA), program registrants with disabilities may requestspecial accommodations. Please submit requests to IA&B in advance.

Join IA&B and save! All employees of IA&B member agencies and company partners save up to 20% on every IA&B education program and have unlimited access to members-only tools and resources and information through a variety of services. For more information on IA&B membership, call(800) 998-9644 or (717) 795-9100, option 1.(Program discount excludes CISR and CIC programs.)

REGISTRATION INFORMATION

IAB Office Use Only:Date: _____________________ Amount: _____________________ Check#: ______________P or A Entered: ______________________ Code: _____________________ Source code: PDCAT14

First Name M.I. Last Name

Designations Earned Nickname for Badge

Agency/Company Name � Agency � Insurance Company � Other

Agency/Company Address* � Main Office � Branch Office � Home/Other*Physical shipping address required for licensing courses.

City State Zip + Four

Telephone Number Fax Number

Email Address (REQUIRED)

REQUIRED INFORMATION FOR CE FILING:Requesting CE credits? � Yes � No

State of Licensure

State License Number

Birth Date National Producer Number

METHOD OF PAYMENT:Total Registration Fee $___________Indicate registration fee from applicable course description page.Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.

� Check enclosed payable to IA&B.Returned checks may be assessed a $20 fee.

� Charge my: � Personal OR � Corporate credit/debit card (complete information below) � Visa � MasterCard � American Express � Discover

Credit/Debit Card #

Expiration Date

Name of Cardholder (PRINT)

Signature of CardholderCredit/Debit cards are processed upon arrival. Receipts mailed upon request.

Licensing Self-Study Packages: Choosethe line of authority and state in which youneed to get licensed:

� Life & Health � Property & Casualty� PA � MD � DE

On-Demand Registration: I understandthat I have 30 days to accessthe course. ________ initials

Program Date(s) Location (City, State)

/ /

Education Reg. form:Layout 1 11/6/13 12:25 PM Page 1

Listed below are those companies that strongly support the independent agencysystem and Insurance Agents & Brokers.

Thank you for your continued sponsorship.

PLATINUM LEVELACUITYBerkley Mid-Atlantic GroupDonegal Insurance GroupErie Insurance GroupHarleysville InsuranceHM Insurance GroupInsurance Agents & BrokersService Group IncLiberty Mutual InsuranceMMG Insurance CompanyMillers Mutual GroupMillville Mutual Insurance CoMutual Benefit GroupPenn National InsuranceSwiss ReThe Main Street America GroupUtica National Insurance Group

GOLD LEVELISU Insurance Agency NetworkProgressive Westfield Insurance

SILVER LEVELAccess Insurance Company Allied InsuranceAmerican Mining Insurance CoBurns & Wilcox Limited Cumberland Insurance GroupFarmers Mutual Insurance Companyof Western PennsylvaniaFrederick Mutual Insurance CoICW Group Insurance Companies Juniata Mutual Insurance CoPSBA Insurance TrustSelectiveThe Philadelphia Contributionship

BRONZE LEVELAegis Security Insurance Co

Agency Insurance Company

AmWINS Program Underwriters Inc

Auto-Owners Insurance Company

Briar Creek Mutual Insurance Company

Chubb Group of Insurance Companies

Conemaugh Valley Mutual Insurance Co

Countryway Insurance Company

Encompass Insurance

Foremost Insurance Group

GMI Insurance

Goodville Mutual Casualty Company

Guard Insurance Group

Hanover Fire & Casualty Insurance Company

Harford Mutual Insurance Co

Insurance Alliance of Central PA Inc

Insurance Placement Facility of PA

Keystone Insurers Group Inc

Lebanon Valley Insurance Company

Mercer Insurance Group

Merchants Insurance Group

Mercury Casualty

Mutual Aid Exchange

Penn PRIME Municipal Insurance

Reamstown Mutual Insurance Company

Rockwood Casualty Insurance

State Auto Mutual Insurance Company

TAPCO Underwriters Inc

The Brethren Mutual Insurance Company

The Motorists Insurance Group

The Mutual Service Office Inc

Travelers

Tuscarora Wayne Mutual Insurance Company

Zenith Insurance

Documents

2014 Professional Training Schedule