Course Highlights
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Introduction to the E and S Industry
- How changes in ‘60’s and ‘70’s American culture created the need for Excess & Surplus Lines that still exist today.
- How relationships between retailers, wholesalers and carriers are created, nurtured and implemented to develop business opportunities.
- How E&S works from all points of view - retailer, wholesaler and carrier, and how it fits into the current insurance market.
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Emerging Exposures
- Understand the importance of new exposures - both the opportunities as well as the challenges as well as how to evaluate and manage the insurance implications of emerging risks.
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Creating Career Success
- The qualities and values of career success
- How to set goals and create a game plan to accomplish them
- Strategies to set yourself apart
- The practices of a true team player
- Leadership skills to apply even without position or title
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Effective Selling - Strategies to Grow Your Business
- The qualities of an effective sales organization
- Questions to assess your agency sales culture
- How to overcome staff resistance to change
- Methods to profile and evaluate retailers to determine growth potential
- Selling strategies to grow retail agent business
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General Liability 12-Hour Workshop
- 2007 ISO GL changes
- 2007 ISO GL endorsement changes
- Additional Insured issues, and problems caused by the ISO
- GL additional insured endorsements
- Contractual liability issues
- Certificates of insurance
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Cyber Liability
- Understand the legal and regulatory exposures arising out of businesses increasing reliance on information technology
- Articulate gaps in current coverage to retail agents and customers
- Provide solutions based on an understanding of the available cyber liability and data security forms
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Multi-Generations
- Increased awareness of generational diversity
(expectations & attributes)
- Improved communication & team effectiveness
(productivity = increased revenues)
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Insurance Buffet
- Industry results and trends
- Tort reform initiatives
- Latest on hold harmless agreements and duty to defend
- Insurance fraud
- Regulatory and legislative updates
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Executive Panel
Facilitated by AAMGA President-Elect Mark Rothert of Ron Rothert Insurance Services, will include:
- Beth Leicht, RPS Leicht General
- Mike Miller, Scottsdale Insurance Company
- Matthew Scott, Penn-America Insurance Group
- Tripp Duesenberg, Southern Insurance Underwriters, will represent our “Under Forty” perspective
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Street Level Ethics
- Satisfies all state Ethics CE requirements
- Thought provoking case studies built around situations you face every day
- Learn the value of a code of ethics
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Dealing with Ambiguity and Increasing Personal Resilience
- Learn the 5 characteristics of personal resilience
- Manage yourself and your reactions during times of change
- Maintain balance during uncertain times
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Behavioral Interviewing
- What is behavioral based interviewing?
- How can behavioral based interviewing help you avoid the “wrong” hire?
- Learn about it, and practice your skills, as well
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Commercial Policy Changes
- Learn how ISO’s change to the Truckers Coverage Form will affect you
- Learn how the Garage Policy will change in May 2010
- Don’t let business suffer: join us to stay ahead of the curve on these and more important changes
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Cargo and Inland Marine Considerations
- Join us for a focus on the transportation industry: policy wording, pricing and underwriting discussion
- How will government regulations and recent changes affect your bottom line?
- Learn more about builder’s risk, contractor’s equipment and installation floater
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Insurance Trends
- Join us for an update on the state of our industry
- Discuss the credit crisis, pricing capital capacity, catastrophe loss management, and the tort system
- This interactive session will include an opportunity for you to join the discussion
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HR Roundtable
- Join us for an open discussion on recruiting, selection, motivation, performance management, and whatever other topics you want to talk about
- Share best practices with your peers
- Go back to your organization with new ideas for managing your human resources in this challenging economy
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Business Income
- Identification of the time and financial elements of the business income exposure.
- Comprehension of the basic business income and extra expense coverage provided by most coverage forms.
- Knowledge of various optional business income coverages available.
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GL Classifying and Rating
- Explanation of Classification Tables – set-up, abbreviations and footnotes.
- Knowledge of ISO classification rules.
- Knowledge of ISO general liability premium calculation rules.
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Underwriting Panel Discussion
Kathy Suhm, VP Underwriting Training at Nautilus, will lead panelists Chris Behymer, Markel Corporation, Rosemarie Marshall, Colemont Insurance Brokers, Gary Peterson, Chris-Leef General Agency, and Rich Shemitis, Nautilus Insurance Group through an interactive group discussion on:
- Company/Agency Incentive Programs - Pros and Cons
- Mitigating the Impact of Mid-Term Account Exposure Decreases and Cancellations
- Maintaining Loyalty to Carriers in the Soft Market
- How to Make the Buying Decision About Something Other Than Price
- When Losses Don't Matter
- How Low is Too Low? How do you determine your walk-away point?
- Quoting an Account with Minimal Information
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Meeting Materials
2009 University West Brochure (PDF)
2009 University West / General Liability Registration Form (PDF)
2009 University West Attendee List 08/07/09 (PDF)
General Liability Attendee List 08/07/09 (PDF)
Click here for online registration
Hotel Information
The Scottsdale Plaza Resort
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University West Highlights