education schedule

PROFESSIONAL TRAINING SCHEDULEJune-December 2011

Affiliated with

Driving members to distinction.

Delivering distinction througheducation.

A supplement to Primary Agent magazine.

ON-DEMANDCE NOW ONLINE!

17SEE PAGE

MAXIMIZE YOUR AGENCY’S PRODUCTIVITYAND EFFECTIVELY TRAIN YOUR STAFF

WITH ON-SITE TRAINING.


That’s how we deliver distinction.

MULTIPLY YOUR AGENCY’S EFFECTIVENESSAND REINFORCE KNOWLEDGE CONSISTENCYAMONG YOUR STAFF BY BRINGING ANYIA&B COURSE OR SEMINAR DIRECTLYTO YOUR AGENCY. IA&B makes it easy for you to meet your staff training goals withon-site training. A well educated staff delivers the satisfaction yourclients deserve!

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

w More money in your budget by eliminating mileage and travel expenses

w Increased productivity with staff spending less time out of the office

w Customized training to meet your specific agency needs

w Improved teamwork through shared learning experiences

w An expert instructor who will deliver reliable and accurateknowledge to your staff

Save money, operate efficiently, produce results — bring IA&B on-site training to your agency today.

FOR MORE DETAILS CALL (800) 998-9644 OPTION 0OR E-MAIL [email protected] OR VISIT IABGROUP.COM.

Pages 3-4 Certified Insurance Counselors (CIC) Designation Program Agency Management Commercial Casualty Commercial Property Life & Health Personal Lines Page 4 James K. Ruble Graduate Seminars

Pages 5-10 Certified Insurance Service Representatives (CISR) Designation Program Page 5 Agency Operations Page 6 Insuring Commercial Casualty Exposures Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Page 7 CISR Marathon Week Page 8 William T. Hold Seminar — Coordinating Personal and Commercial Insurance: Avoiding Gaps and Overlaps Page 9 Dynamics of Service

Page 10 Certified Professional Insurance Agent (CPIA) Designation Program Insurance Success Seminars Position for Success Implement for Success Sustain Success

Page 11-12 Licensing Preparation (Property & Casualty and Life & Health) Licensing Study Course Licensing Self-Study Packages

Page 13 Specialty Topics Navigating Contractual Liability and Certificates of Insurance Insuring Contractors

Pages 14 E&O Seminars Best Practices of E&O Loss Control 10 Ways to Get Sued

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

Page 17 On-Demand Programs Understanding the National Flood Insurance Program Ethics

2011 PROFESSIONAL TRAINING SCHEDULE

1iabgroup.com | (800) 998-9644 | (717) 795-9100

ONLINE

CE QUICK GUIDE Course Title Pennsylvania Maryland Delaware

Gen = General Credit, Eth = Ethics, PLE = Pre-Licensing Education, FL=Flood

Credits listed are current as of the printing of this catalog. State insurance departments routinely review and update credit hours. Visit iabgroup.com for current CE credit status for Pennsylvania, Maryland and Delaware.

2 iabgroup.com | (800) 998-9644 | (717) 795-9100

Certified Insurance Counselors (CIC)

Agency Management 20 17 LH / PC / 3 Eth 21 Gen / 4 Eth

Commercial Casualty 20 20 PC 21 Gen / 4 Eth

Commercial Property 20 20 PC 21 Gen / 4 Eth

Life & Health 20 20 LH 21 Gen / 4 Eth

Personal Lines 20 20 PC 21 Gen / 4 Eth

James K. Ruble Graduate Seminars Visit iabgroup.com for state CE credit status by program location

Certified Insurance Service Representatives (CISR) Agency Operations 8 7 PC / LH / 1 Eth 7 Gen / 1 Eth

Insuring Commercial Casualty Exposures 8 8 PC 8 Gen

Insuring Commercial Property 8 8 PC 8 Gen

Insuring Personal Auto Exposures 8 8 PC 8 Gen

Insuring Personal Residential Property 8 8 PC 7 Gen / 1 Eth

William T. Hold Seminar — Coordinating Personal & Commercial Insurance 8 8 PC 8 Gen

Dynamics of Service 8 8 PC/LH 6 Gen / 1 Eth

Certified Professional Insurance Agents (CPIA) Day 1-Position for Success 7 7 5 Gen / 2 Eth

Day 2-Implement for Success 7 7 5 Gen / 2 Eth

Day 3-Sustain Success 7 7 6 Gen / 2 Eth

Licensing Preparation Licensing Study Course (P&C and L&H concentrations) 24 PLE 0 N/A

Licensing Self-Study Packages (P&C concentration only) 24 PLE 0 N/A

Specialty Topics Navigating Contractual Liability and Certificates of Insurance 8 8 PC 8 Gen

Insuring Contractors 8 8 PC 8 Gen

E&O Seminars Best Practices of E&O Loss Control 6 6 PC 6 Gen

10 Ways to Get Sued 6 6 PC 6 Gen

Online Programs — New Employee Training Commercial Lines Basics 12 0 15 Gen

Delivering Quality Service 12 0 15 Gen

New Employee Orientation 12 0 15 Gen

Personal Lines Basics 12 0 15 Gen

On-Demand Training Understanding the National Flood Insurance Program 3 FLD 3 PC/FL 3Gen/FLD

Credit approval is subject to re-evaluation by state insurancedepartments.

AGENDADAY ONE

Registration: 12:00 – 1:00 p.m.Seminar: 1:00 – 5:15 p.m.

DAY TWO & THREESeminar: 8:00 a.m. – 5:00 p.m.

DAY FOUR (EXAM DAY)Exam: 8:30 - 10:30 a.m.

REGISTRATION FEE$425

Course materials, instruction, coffeebreaks and DE, MD & PA continuing education fees are included. Dates, feesand locations are subject to change.

CERTIFIED INSURANCE COUNSELORS (CIC)DESIGNATION PROGRAM Outsmart the competition and increase your earning potentialwith the CIC designation

In today’s competitive marketplace, you have to offer more than just the best price to sell insurance. You have to deliver value through exceptional product knowledge. Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition by knowing innovative ways to maximize coverage for your clients.

The CIC curriculum expands your personal and commercial lines knowledge beyond the basics developing akeen awareness of special coverage types and the ability to detect hidden exposures. The comprehension yougain will build client trust, strengthen your relationships, and generate increased earnings.

Give yourself an edge over the competition and maximize your earning capacity with a CIC designation. Register for CIC institutes today!

CIC Institutes| Agency Management | Commercial Casualty| Commercial Property | Life & Health| Personal Lines

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

Retaining the DesignationTo retain the CIC designation you must attend one of the following programs annually for update credit:

| Any one CIC institute (no exam required)| James K. Ruble Graduate Seminars* | Dynamics of Selling Program**| Any Certified Risk Managers (CRM) course**

* Must be a dues-paid member of CIC or CRM to attend** Must be a dues-paid member of CIC or CRM to receive CIC update credit

2011 Dates & LocationsCommercial Casualty Lancaster PA June 6-9Agency Management* Philadelphia PA August 3-6Commercial Casualty Hunt Valley MD August 22-25Life & Health Harrisburg PA September 14-17Personal Lines Lehigh Valley PA September 19-22Agency Management* Pittsburgh PA October 5-8Personal Lines Ellicott City MD November 2-5Commercial Casualty Philadelphia PA November 9-12Personal Lines Erie PA November 14-17

* Approved for loss control credit for Utica policyholders.

3iabgroup.com | (800) 998-9644 | (717) 795-9100

CE APPROVALSPA MD DE

AM 20 17 PC/LH 21 GEN3 ETH 4 ETH

CC 20 20 PC 21 GEN4 ETH

CP 20 20 PC 21 GEN4 ETH

LH 20 20 LH 21 GEN4 ETH

PL 20 20 PC 21 GEN4 ETH

JAMES K. RUBLE GRADUATE SEMINARS Certified Insurance Counselors (CIC) Designation Update Option

Raise your product knowledge to specialized heights and maximize your earning capacity with James K. Ruble Graduate Seminars

Learning doesn’t stop after you earn the CIC designation. Take your coverage knowledge to advanced heightsand watch your earning potential grow by attending James K. Ruble Graduate seminars.

James K. Ruble Graduate seminars give you personal pride that you are delivering value to your clients through specialized product knowledge. You will go beyond a required curriculum set in the CIC program tochoosing your own learning agenda based on topics that interest you. Concurrent sessions give you flexibility to focus your attention to develop a keen awareness of complex coverage types. Best of all, you don’t have the pressure of passing an exam and you can use James K. Ruble Graduate seminars to satisfy the CIC annual update requirement.

Strengthen your client relationships and increase your business with the knowledge gained at a James K.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.

2011 Dates & LocationsAnnapolis MD June 15-17Hershey PA August 10-12Ocean City MD October 3-5Lancaster PA December 5-7

4 iabgroup.com | (800) 998-9644 | (717) 795-9100

AGENDADAY ONE & TWO

Registration: 7:00 a.m.Seminar: 8:00 a.m. – 5:15 p.m.

DAY THREESeminar: 8:00 a.m. –12:00 p.m.


Course materials, instruction, coffeebreaks and DE, MD & PA continuing education fees are included. Dates, feesand locations are subject to change.

®

CE APPROVALSState continuing educationcredit varies by program agenda. Visitiabgroup.com for details.


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 CRM or Exclusive Advanced Seminars, visit thenationalalliance.com or call (800) 633-2165.

Certified Risk Manager

Executive Risk Practice of Risk Management July 13-15 — Philadelphia, PA September 14-17 — Baltimore, MD

Analysis of Risk Principles of Risk Management August 24-27 — York, PA October 3-6 — Erie, PA

CERTIFIED INSURANCE SERVICE REPRESENTATIVES (CISR) DESIGNATION PROGRAMTake charge of your career and strengthen your service with the CISR designation

The CISR program builds your insurance policy knowledge of essential coverages and improves your cross-selling abilities so you feel confident serving your clients. The five-course curriculum, offered in variouslocations and online, coaches front-line service professionals like you to analyze risks and exposures andsharpens your account rounding skills to guide customers through complex coverage scenarios. The educationyou gain through the CISR program strengthens your potential to take your career to the next level.

Go beyond just serving your clients existing policies to recommending additional coverage at renewal time thatinsures their valuable assets. You will learn to help clients pinpoint risks that can be covered by an opposing lineof insurance. The skills you develop will make you indispensable to your client and your employer.

Take your career further with a CISR designation. Register for online or classroom courses.

CISR Courses| Agency Operations | Insuring Commercial Casualty Exposures| Insuring Commercial Property | Insuring Personal Auto Exposures| Insuring Personal Residential Property

Earning the Designation To earn the CISR designation, you must complete all courses and pass each exam within three calendar yearsfollowing the year you pass 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:| Any one CISR course| Dynamics of Service Seminar*| CIC Institute for eight consecutive hours (fulfills one year of update credit)*| Entire CIC Institute or CRM course (fulfills two years of update credit)| William T. Hold Seminar**

*Must be a dues-paid CISR member to receive update credit** Must be a dues-paid member of CISR, CRM or CIC to attend

Agency Operations Approved for loss control credit for Utica policyholders.2011 Dates & LocationsLehigh Valley PA June 15Pittsburgh PA July 19Altoona PA July 20Mechanicsburg PA September 14*

Frederick MD September 28Erie PA October 5Pittsburgh PA October 6Mechanicsburg PA October 20Philadelphia PA November 2Salisbury MD November 3Dover DE December 15

*Marathon Week

5iabgroup.com | (800) 998-9644 | (717) 795-9100


AGENDAREGISTRATION: 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 the designation.


Course materials, instruction, coffeebreaks, lunch and DE, MD & PA continuing education fees are included.Dates, fees and locations are subject to change.

CE APPROVALSAGENCY OPERATIONS

PA MD DE

8 7 PC/LH 7 GEN1 ETH 1 ETH

AVAI

LABLE ONLINE

CERTIFIED INSURANCE SERVICE REPRESENTATIVES (CISR) DESIGNATION PROGRAMInsuring Commercial Casualty Exposures 2011 Dates & LocationsYork PA June 29Reading PA July 6State College PA July 7Wilkes-Barre/Scranton PA July 12Lehigh Valley PA July 20Mechanicsburg PA July 21Hagerstown MD July 26Baltimore MD July 27Lancaster PA August 9Philadelphia PA August 10Mechanicsburg PA September 16*

Pittsburgh PA September 28Pittsburgh PA September 29

*Marathon Week

Insuring Commercial Property 2011 Dates & LocationsPittsburgh PA June 15Lancaster PA June 16Philadelphia PA June 28Mechanicsburg PA September 15*

*Marathon Week

Insuring Personal Auto Exposures2011 Dates & LocationsMechanicsburg PA September 13*

This course is state-specific. It is recommended you attend the course in the state you write the most business.

*Marathon Week

Insuring Personal Residential Property 2011 Dates & LocationsMechanicsburg PA September 12*

Baltimore MD September 13Wilkes-Barre/Scranton PA October 11Reading PA October 12Frederick MD October 13York PA October 26Mechanicsburg PA November 2Lancaster PA November 10Pittsburgh PA November 15Pittsburgh PA December 7Lehigh Valley PA December 13Philadelphia PA December 14

*Marathon Week

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SEMINAR: 8:00 a.m. – 3:45 p.m.

Q&A & REVIEW: 3:45 – 4:15 p.m.




CE APPROVALSCOMMERCIAL CASUALTY

PA MD DE8 8 PC 8 GEN

COMMERCIAL PROPERTY


AVAI

LABLE ONLINE

PERSONAL AUTO


PERSONAL RESIDENTIALPA MD DE

8 8 PC 7 GEN1 ETH

7iabgroup.com | (800) 998-9644 | (717) 795-9100

CERTIFIED INSURANCE SERVICE REPRESENTATIVES (CISR) DESIGNATION PROGRAMCISR Marathon Week Earn, update or finish your CISR designation in one week — Marathon Week. Eliminate the hassle of travelingto different locations to attend a CISR course. Marathon week gives you the convenience of all five courses offered back-to-back at the same location. Take one, two or all five!

2011 Dates & LocationsMechanicsburg, PA

Personal Residential September 12Personal Auto* September 13Agency Operations September 14Commercial Property September 15Commercial Casualty September 16

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



SEMINAR: 8:00 a.m. – 3:45 p.m.

Q&A & REVIEW: 3:45 – 4:15 p.m.


REGISTRATION FEESingle Course $189Full Week $920Same attendee for all courses

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

CE APPROVALSAGENCY OPERATIONS

PA MD DE

8 8 7 GENPC/LH 1 ETH

PERSONAL AUTO


PERSONAL RESIDENTIAL

PA MD DE

8 8 PC 7 GEN1 ETH

COMMERCIAL CASUALTY


COMMERCIAL PROPERTY


Add graphic

8 iabgroup.com | (800) 998-9644 | (717) 795-9100

WILLIAM T. HOLD SEMINARSCertified Insurance Service Representatives (CISR) Designation Update Option

William T. Hold Seminars dig deeper into topics that were briefly covered or not covered at all in the CISRcourse curriculum to build your knowledge of insurance coverage.

Register for this year’s topic: Coordinating Personal and Commercial Insurance: Avoiding Gaps and Overlaps.

The dictionary defines “coordinate” as to bring into a common action or condition. This year’s William T. HoldSeminar will emphasize the need to meld personal and commercial insurance to both avoid gaps in coverageas well as the expense and confusion of overlapping and duplicating insurance coverage unnecessarily. The participant in this seminar will take away an understanding of issues facing both business owners and employees. The discussion will include:

| Personal automobiles used for business and when the PAP is not enough

| Commercial automobiles used personally and the suggested endorsements

| Endorsements to stretch the homeowners policy to cover business exposures

| When to recommend business insurance coverage for home business

| Review of forgotten business exposures that affect home business

| Who pays in various situations - workers compensation coverage, automobile personal injury or health insurance

| Some real claim examples, including E&O claims against agents resulting from gaps and overlap

2011 Dates & LocationsBaltimore MD June 30Lancaster PA July 13Philadelphia PA July 14Salisbury MD August 3Lehigh Valley PA August 16Dover DE August 17Altoona PA September 27Wilkes-Barre/Scranton PA September 27Pittsburgh PA October 18Hagerstown MD November 1



SEMINAR: 8:00 a.m. – 5:00 p.m.

REGISTRATION FEE$189Course materials, instruction, coffeebreaks, lunch and DE, MD & PA continuing education fees are included.Dates, fees and locations are subjectto change.

WILLIAM T. HOLD SEMINAR

PA MD DE

8 8 PC 8 GEN

9iabgroup.com | (800) 998-9644 | (717) 795-9100



SEMINAR: 8:00 a.m. – 5:00 p.m.




8 8 6 GENPC/LH 1 ETH

DYNAMICS OF SERVICE Certified Insurance Service Representatives (CISR) DesignationUpdate Option

Boost your client retention with extraordinary customer service

The hallmark of customer service is knowing how to handle people and how to skillfully communicate withthem. Dynamics of Service seminar highlights common behavioral styles and effective ways to communicate so you can deliver exemplary service that satisfies clients and builds customer loyalty.

Gain valuable tips and priceless service tactics to meet your clients’ needs with one-stop service. You will discover powerful people skills that have a positive impact. And, you’ll be capable of turning unpleasant customer situations into amiable ones with improved communication skills. Keep your clients happy with incredible service and watch your retention rate soar!

Use the Dynamics of Service seminar to satisfy the CISR annual update requirement.

2011 Dates & LocationsPhiladelphia PA June 7Baltimore MD August 11Pittsburgh PA October 19Mechanicsburg PA December 8

Due to continuing education approvals, please attend a course date and location in the state where you hold your resident license.

Jerry Milton S EM INAR S E R I E S

Navigating Contractual Liabilityand Certificates of InsuranceHagerstown, MD ........ August 9Pittsburgh, PA............. August 18

Insuring ContractorsMechanicsburg, PA .... July 26

Philadelphia, PA......... July 27

Pittsburgh, PA............. September 28

Baltimore, MD............ October 6

For more details, see page 13.

10 iabgroup.com | (800) 998-9644 | (717) 795-9100

CERTIFIED PROFESSIONAL INSURANCE AGENT(CPIA) DESIGNATION PROGRAMInsurance Success Seminars

Improve your sales techniques and watch your commissions grow

Insurance Success Seminars will help you plan and improve your sales techniques to convert your prospectsinto clients. Learn to generate qualified sales leads that will translate into more sales and more commissions.

These interactive seminars will help you achieve your sales goals. Learn to use marketing and sales tools to qualify prospects, spending your energy on leads that count. Fine tune your communication and sales techniques to keep that hard-earned business.

Insurance Success SeminarsApproved for loss control credit for Utica policyholders.

| Position for Success: Learn to develop business plans that generate sales leads| Implement for Success: Implement your sales plans using marketing and sales tools to qualify new leads| Sustain Success: 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 Designation

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

| Any one Insurance Success Seminar

| An Advanced Insurance Success Seminar

| AIMS Society’s annual Pro-to-Pro Executive Retreat

| Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)

2011 Dates & Locations

Module 1 Pittsburgh PA August 16Module 2 Pittsburgh PA August 17Module 3 Pittsburgh PA August 18

Module 1 Philadelphia PA October 25Module 2 Philadelphia PA October 26Module 3 Philadelphia PA October 27

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



SEMINAR: 8:30 a.m. – 4:30 p.m.

REGISTRATION FEEMember $199Non-Member $239

All SeminarsSame attendee for all seminars

Member $580Non-Member $700



Day 1 7 7 5 GEN2 ETH



11iabgroup.com | (800) 998-9644 | (717) 795-9100

AGENDADAYS ONE, TWO & THREE:

REGISTRATION: 7:30 a.m.

SEMINAR: 8:00 a.m. – 5:00 p.m.

REGISTRATION FEEMember $395Non-Member $515

Course materials, instruction, coffee breaks, lunch and PA pre-licensing education fees areincluded. Dates, fees and locationsare subject to change.

LICENSING PREPARATION Calm your licensing exam anxiety by turning to IA&B

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

Licensing Study CourseClassroom instruction breaks down study preparation in smaller, manageable components: pre-study assignments, class interaction and post-study mock exam testing. You will absorb what you learn in an organized, user-friendly format so you don’t cram content at the last minute. Use this blended studymethod to keep focused on exam content.

*If registered at least four (4) weeks prior to the course, IA&B guarantees you will pass the exam. If you are unsuccessful on the exam, you may attend another study course within one year at no charge. Updated course material fees may apply.

2011 Dates & LocationsLife & HealthMechanicsburg PA August 30-September 1Pittsburgh PA October 18-20

Property & Casualty Mechanicsburg PA June 7-9Pittsburgh PA August 2-4Mechanicsburg PA August 9-11Philadelphia PA August 23-25Lehigh Valley PA September 20-22Mechanicsburg PA October 4-6Lehigh Valley PA November 1-3Pittsburgh PA November 8-10Mechanicsburg PA November 29-December 1Philadelphia PA December 6-8

*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

State Pre-licensing Requirements| 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.

| Maryland: Licensing study course does not meet the Maryland 96-hour pre-licensing requirement for P&C or the 60-hour pre-licensing requirement for L&H.

| Delaware: No pre-licensing requirement.

12 iabgroup.com | (800) 998-9644 | (717) 795-9100

Resident State Resident State Delaware Maryland Pennsylvania Delaware Maryland Pennsylvania (includes tax) (includes tax)

Self Study Materials for Delaware Exam Self Study Materials for Maryland Exam Self Study Materials for Pennsylvania Exam

Property & Casualty Package Life & Health Package

Fees are subject to change.

Member: $169Non-Member: $189


Member: $179.14Non-Member: $200.34
















LICENSING SELF-STUDY PACKAGES Use the self-study option if you feel comfortable setting your own study agenda and prefer independent preparation. Self-study packages contain the same study content as the classroom only you have the flexibilityof learning it on your time at your own pace. Packages are available for both property & casualty and life &health lines.

Registration FeePrices are based on resident state and where you plan to take the exam. Use the grid below to identify the applicable fees for a particular self-study package.

The Self-Study Package includes:| Licensing Text | Study Guide

| Chapter Quizzes | Exam Simulator Online Access

| State Licensing Bulletin | State-specific Law Information

Pre-Licensing Requirements and ApprovalsDelaware

| No pre-licensing requirement

Maryland| Property & Casualty Pre-Licensing Requirements: 96 hours

| Life and Health Pre-Licensing Requirements: 60 hours

| IA&B Licensing Study Courses do not qualify for pre-licensing credit in Maryland. However, the MD Insurance Administration provides a list of approved Life & Health and Property & Casualty courses.

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

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

| Life and Health Pre-Licensing Requirements: 24 hours

| 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 andyou 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.

13iabgroup.com | (800) 998-9644 | (717) 795-9100

JERRY MILTON SEMINAR SERIES IA&B has matched the most talked about topics withour most requested expert. That’s how we deliver distinction

Navigating Contractual Liability and Certificates of InsuranceContracts are contractual... Certificates are certifiable... You’ve got it in writing so it’s all black and white…right? WRONG!!!

Indemnitees require indemnitors to purchase and maintain certain policies of insurance and provide proof of the required insurance. Certificates of insurance have become a source of controversy, litigation, rising E&O claims, and a burden on an agency’s time and resources. Demands by certificate requestors have causedthe certificate to become a tug-of war.

In this course, Jerry Milton, CIC, will review and discuss in detail the usual contractual indemnification provisions and insurance requirements, plus the problems and issues with certificates of insurance.

2011 Dates & LocationsHagerstown MD August 9Pittsburgh PA August 18

Insuring ContractorsMost contractors are good at what they do, but since their focus is on their core competency, they mayoverlook liabilities that come with the job.

In this course, Jerry Milton, CIC, will examine contractors’ various exposures and how the CGL, Contractors’ Equipment, and Builders’ Risk policies will respond.

Jerry will highlight special features, including:

| owned, leased and borrowed equipment

| contractual obligations

| liability exposures for acts of employees and subcontractors

| covered property

| endorsements needed to satisfy the construction agreement

| who is an insured

Last, but not least, the course will incorporate the recent court cases (Kvaerner Metals and Gambone Brothers) that have all but removed Completed Operations for contractors, and will offer suggestions on how to restore some coverage to the policy.

2011 Dates & LocationsMechanicsburg PA July 26Philadelphia PA July 27Pittsburgh PA September 28Baltimore MD October 6



SEMINAR: 8:00 a.m. – 5:00 p.m.

REGISTRATION FEEIAB Member $189Non-member $229Course materials, instruction, coffeebreaks, lunch and DE, MD & PA continuing education fees are included.Dates, fees and locations are subjectto change.

CE APPROVALS

INSURING CONTRACTORSPA MD DE8 8 PC 8 GEN

PA MD DE 8 8 PC 8 GEN

NAVIGATING CONTRACTUALLIABILITY AND

CERTIFICATES OF INSURANCE

SPECIAL TOPIC SEMINARSErrors & Omissions Seminars

Keep your job and pride. Avoid errors & omissions claims by attending E&O seminars. As an agent, nothingcan kill your confidence like getting sued. And, it’s even worse if it could have easily been avoided. In our litigious world, no one is safe from the possibility of being sued. Protect yourself and your employer by understanding how and why agents are sued and find out what you can do to bring about processes and procedures to minimize your exposure.

IA&B offers two seminars that explore E&O from different angles to help you prevent errors & omissions claims from happening. Sign up for one or both to keep your pride and your job in tact!

Best Practices of E&O Loss Control Understand current industry and agency management issues that can impact E&O claims and master the risk management approach to E&O.

Approved for Utica (PA, MD & DE) and Westport (PA & DE) loss control credit.

2011 Dates & LocationsLehigh Valley PA August 24Pittsburgh PA November 16Erie PA December 6

10 Ways to Get Sued (Sources of E&O Claims)Learn common sources of agency E&O claims so your agency doesn't become another law suit statistic. This one-day program focuses on major sources of E&O claims against agents that can easily be avoided byadhering to basic duties in the agent-client relationship.

Claims from insurers often allege breach of contract by the agent--that she/he failed to explain the coverages,failed to recommend a specific coverage, or misrepresented what was covered. You will spend time learningcommon origins of E&O claims agents face, including:

| Exceeding the authority granted by the insurer

| Underinsurance

| Failure to inspect

| Lack of knowledge of the policy coverages and exclusions

| Issuance of binders and certificates of insurance

You will also discuss the duties you have in your relationship with your clients; how those duties can bebreached and their potential outcome. If your agency role has an impact on E&O exposures, this seminar is aMUST for you to attend.

Approved for Utica (PA, MD & DE) and Westport (PA & DE) loss control credit.

2011 Dates & LocationsMechanicsburg PA November 1Lehigh Valley PA November 8Baltimore MD November 29Dover DE November 30

14 iabgroup.com | (800) 998-9644 | (717) 795-9100

Filed for continuing educationcredit by IA&B only in the states of Pennsylvania, Maryland andDelaware. Credit approval is subject to re-evaluation by stateinsurance departments. Seminars are not affiliated withany designation program.

AGENDAREGISTRATION: 7:30 – 8:00 a.m.

SEMINAR: 8:00 a.m. – 3:00 p.m.

REGISTRATION FEEMember &IA&B E&OPolicyholder $189Non-member $229


CE APPROVALSBEST PRACTICES

PA MD DE6 6 PC 6 Gen

BEST PRACTICES

PA MD DE6 6 PC 6 Gen

Approved for Utica (PA, MD & DE) & Westport (PA & DE) loss control credit.

10 WAYS TO GET SUEDPA MD DE6 6 PC 6 Gen

Approved for Utica (PA, MD & DE) & Westport (PA & DE) loss control credit.

ATTENTION UTICA & WESTPORT E&O POLICYHOLDERS! Attendance at loss control seminars can provide additional pricing considerations under your Utica or Westport E&O policy. Each carrier has specific requirements for credit application.

UticaThe seminars must have quality salient points addressing loss prevention of insurance agencies. Proof of attendanceis required by Utica and must be taken within the first 30 days after inception date or within the last 15 months.

Staff attendance requirement:

Staff Size Attendees

1-3 1 principal/office manager or CSR

4-10 1 principal/office manager and 1 CSR

11-20 1 principal/office manager and 2 CSRs

21+ 20% of staff

WestportTo qualify for the loss control credit, the insured must be an IA&B member with current dues paid and the loss controlseminar must be approved by Westport Insurance Corporation.

Staff attendance requirement:

Staff Size Attendees

1 1 Active Agency Principal, Owner, Partner or Officer

2-7 1 Active Agency Principal, Owner, Partner or Officer and 1 Producer or CSR (2 total)

8-20 1 Active Agency Principal, Owner, Partner or Officer and 1 Active Agency Principal, Owner, Partner, Officer, Operations Manager or Producerand 2 Producers or CSRs (4 total)

21-50 1 Active Agency Principal, Owner, Partner or Officer and 1 Active Agency Principal, Owner, Partner, Officer, Operations Manager or Producer and 4 Producers or CSRs (6 total)

50+ 1 Active Agency Principal, Owner, Partner or Officer and2 Active Agency Principal, Owner, Partner, Officer, Operations Manager or Producer and 7 Producers or CSRs (10 total)

These are general requirements. Additional conditions may apply. For information specific to your policy, contact your Sales Representative at 1-800-998-9644, option 2 or e-mail us at [email protected].

15iabgroup.com | (800) 998-9644 | (717) 795-9100

16 iabgroup.com | (800) 998-9644 | (717) 795-9100

ONLINE PROGRAMS

New Employee 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 andprovisions of common personal and commercial lines policies to interact and serve clients better. Use thesecourses to position yourself to succeed in the insurance industry.

The courses| New Employee Orientation | Delivering Quality Service

| Personal Lines Basics | Commercial Lines Basics

Getting Started

1. Register at iabgroup.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 navigationand 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 educationcredit (for licensed individuals), you must complete all activities assigned and pass a final exam with a minimum grade of 70 percent.

AVAI

LABLE ONLINE

CE APPROVALSNEW EMPLOYEE ORIENTATION

PA MD DE12 0 15 GEN

REGISTRATION FEEMember $235Non-member $275

DELIVERING QUALITY SERVICEPA MD DE12 0 15 GEN


PERSONAL LINES BASICS

PA MD DE12 0 15 GEN


COMMERCIAL LINES BASICS

PA MD DE12 0 15 GEN



New Employee Orientation(NO EXPERIENCE NECESSARY)

June 13 - August 5July 11 - September 2August 8 - September 30September 12 - November 4October 10 - December 2November 14 - January 6, 2012

Delivering Quality Service (EXPERIENCE: TWO – SIX MONTHS)

June 13 - July 29October 10 - November 25

Personal Lines Basics(EXPERIENCE: THREE – NINE MONTHS)

July 11 - August 26September 12 - October 28November 14 - December 30

Commercial Lines Basics(EXPERIENCE: SIX – TWELVE MONTHS)

June 13 - August 12August 8 - October 7October 10 - December 9

ON-DEMAND TRAININGLearn and earn CE on your schedule with on-demand training

Your CE requirement sneaks up on you. You need to know more about a specific coverage, but there isn’t a classroom course available. Use on-demand programs to satisfy training or CE requirements that accommodate your schedule.

IA&B invests in this technology to give you flexibility and convenience of taking courses when it suits you. No more travel time or patience spent waiting for a course to come to your area. You take them anytime, anywhere — from your office, at home or on business travel.

Understanding the National Flood Insurance ProgramIA&B’s new on-demand flood training will make it even easier for you to earn the specialized CE credits youneed. Following our very successful live flood webinars with flood insurance expert, Rita Hollada, it continuesto be evident that producers need this training consistently throughout the year and need the flexibility to takethe training when their schedule allows. This is the driving force for the development of the new On-Demand“Understanding the National Flood Insurance Program.”

This 3-hour flood program brings together audio, video and in-depth information to provide you with an interactive program that can be accessed via the web and paced for your individual schedule. This is not a typical online program requiring you to read information screen by screen. This program will mimic the classroom; you will hear the instructor, see the instructor and have the opportunity to ask questions of our industry expert!

Ethics — Coming Summer 2011! Understand the relationship ethics plays in the insurance industry and the effect it has over laws, businessesand professionals. You will learn the basic approaches to ethical decision making and understand how ethicsand professional responsibility are the basis for insurance laws.

17iabgroup.com | (800) 998-9644 | (717) 795-9100

FLOOD ON-DEMANDREGISTRATION FEEMember $75Non-Member $105

IA&B CEWHEN AND WHERE YOU WANT IT!On your desk or on the

go, you can now get

IA&B education

anywhere you have

Internet access.

Classroom-quality

seminars with AV

integration, available 24/7.iabgroup.com/on-demand

Now featuring:

Understanding the NationalFlood Insurance Program

18 iabgroup.com | (800) 998-9644 | (717) 795-9100

IA&B FACULTY MEMBERS

Kitty Ambers, CIC, CISR, CPIA, CPIW, CRMCSKitty is the presenter for IA&B’s Insurance Success Seminars, the program series that makes up the Certified Professional Insurance Agent (CPIA) designation. She also provides training and consultingfor agencies and serves as the Executive Director forthe American Insurance Marketing and Sales Society.

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.

Bettye D. Buffington, CIC, CRM, CPCU, AAI, ARM, CPIABettye 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 nationalfaculty member of the Societies of CIC and CISR.

James T. Harrison Jr., CIC, CPCU, CLU, ChFCJim lends his experience to IA&B as both CIC education consultant and instructor. He also presents continuing education seminars on topical insurance issues. Jim is also a national faculty memberof the Society of Certified Insurance Counselors (CIC).

Larry A. Hollada, CPCU, CIC, CPIALarry develops and instructs insurance and professional courses 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).

Mary R. “Rita” Hollada, CIC, CPCU, CPIARita presents programs for IA&B on topics of communication and customer service and developsand 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).

Daniel E. Lawyer, CIC, CPCUDan teaches Certified Insurance Counselors (CIC) institutes, Certified Insurance Service Representatives(CISR) courses and topical seminars for IA&B. He is anational faculty member of the Societies of CIC andCISR and serves on the Board of Governors for the Society of CISR.

Jerry M. Milton, CICJerry brings more than 30 years of working industryknowledge to his role as education consultant for IA&B and instructor for the CIC Institute program.Dubbed an insurance coverages expert by the legalprofession, he frequently presents testimony in court proceedings. Jerry instructs continuing educationprograms throughout the U.S., Puerto Rico and the U.S. Virgin Islands.

Betsy J. Tribendis, AAI, CIC, CPIW, GRIBetsy teaches various programs including pre-licensing education, E&O prevention and insurancecoverage topics for IA&B.

Clem J. Wandrisco Jr., CPCU, ARM, AIC, AAIClem specializes in instruction for licensing studypreparation courses for IA&B. He also serves as a CIC Institute program education consultant.

Gary J. Wilson, CIC, CPCU, ARM, CPIAGary has taught courses for Certified Insurance ServiceRepresentatives (CISR), Certified Professional InsuranceAgents (CPIA) and other IA&B continuing educationprograms for nearly 20 years.

REGISTRATION INFORMATION

Program Date(s) Location (City, State)

First Name M.I. Last Name

Designations Earned Nickname

Agency/Company Name n Agency n Insurance Company n Other

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

City State Zip + Four

Telephone Number Fax Number

Email Address (REQUIRED)

Birth Date

Requesting CE credits? n Yes n No State of Licensure ______

State License #_____________________ National Producer #_____________________

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.

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

n Charge my: n Personal OR n Corporate credit card (complete information below)

n Visa n MasterCard n American Express

Credit Card #

Expiration Date

Name of Cardholder (PRINT)

Signature of Cardholder

Credit cards are processed upon arrival. Receipts mailed upon request.

IA&B Office UseDate: _____________ Amount:___________ Check #:___________P or AEntered:___________ Code: ___________

Source code: PDCAT11

2011 Registration Form THIS FORM MAY BE DUPLICATED.

P&C and L&H Licensing Study Coursen Member $395* n Non-Member $515*

_______________________________________Date/Location of Course

Self-Study PackagesProperty & CasualtyPennsylvania PackageMember: n PA Resident $179.14* (includes 6% sales tax)

n All other states $169*Non-Member: n PA Resident $200.34* (includes 6% sales tax)

n All Other States $189* Maryland and Delaware PackagesMember: n PA Resident $179.14* (includes 6% sales tax)

n All Other States $169*Non-Member: n PA Resident $200.34* (includes 6% sales tax)

n All Other States $189*

Life & Health Pennsylvania PackageMember: n PA Resident $179.14* (includes 6% sales tax)

n All other states $169*Non-Member: n PA Resident $200.34* (includes 6% sales tax)

n All Other States $189* Maryland and Delaware PackageMember: n PA Resident $179.14* (includes 6% sales tax)

n All other states $169.00*Non-Member: n PA Resident $200.34* (includes 6% sales tax)

n All Other States $189* * All rates are for Licensing Study Courses

& Products ONLY.

5 Easy Ways to Register

Mail: 5050 Ritter RoadMechanicsburg, PA 17055-4879

Phone: (800) 998-9644 or (717) 795-9100

Fax: (717) 795-8347

eMail: [email protected]

Web: iabgroup.com

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Licensing Study Courses & Products ONLY

Lic

ensin

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Join IA&B! All employees of IA&B member agencies and company partners save up to 20% onevery 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) 998-9644or (717) 795-9100, option 0. (Program discount excludesCISR and CIC programs.)

Registration InformationFull registration fee must accompany registration form. All fees include instruction, materials, coffee breaks, lunch (except CIC and JKR seminars) and Pennsylvania and Marylandcontinuing education filing fees. The difference in member andnon-member fees may be applied toward new membership ifeligible. Registration fees are deductible as ordinary businessexpenses but, may not be deducted as charitable contributions.Fees, dates and locations are subject to change.

Registration Change PolicyRegistration changes received more than 10 days before thecourse are fully refundable or transferrable. After that, registration changes are subject to a 25% penalty. Substitutionsare honored any time. No shows result in registration fee forfeiture. Please contact the IA&B Member Service Center regarding penalties for licensing changes.

Continuing Education Full attendance is required for continuing education credit; partial credit will not be granted. Credit approval is subject to re-evaluation by the state insurance department. Contact the IA&B Member Service Center specific course continuing education approvals.

Program Confirmation Confirmation is e-mailed upon registration and includes course agenda along with hotel information.

Americans with Disabilities ActIn accordance with Title III of the Americans with Disabilities Act (ADA), program registrants with disabilities may requestspecial accommodations. Please submit requests to IA&Bin advance.

2011 R

egis

trati

on F

orm

IA&B Program Registration Fees Member Non-MemberLicensing Study Course $395 $515Licensing Self-Study Packages *See page 12 for pricing.New Employee Orientation $235 $275Delivering Quality Service $235 $275Personal Lines Coverage Basics $255 $295Commercial Lines Coverage Basics $255 $295CPIA Day 1 — Position for Success $199 $239CPIA Day 2 — Implement for Success $199 $239CPIA Day 3 — Sustain Success $199 $239CPIA Seminar Series (Same attendee for all seminars) $580 $700Best Practices of E&O Loss Control $189 $22910 Ways to Get Sued $189 $229

On-Demand: Understanding the National Flood Insurance Program $75 $105Navigating Contractual Liability and Certificates of Insurance $189 $229Insuring Contractors $189 $229

Member / Non-member registration fees do not apply for the following programs:CISR — Agency Operations $189CISR — Insuring Commercial Casualty Exposures $189CISR — Insuring Commercial Property $189CISR — Insuring Personal Auto Exposures $189CISR — Insuring Personal Residential Property $189CISR — Marathon Week $920 (same attendee for all courses)CISR — William T. Hold Seminar — Coordinating Personal and Commercial Insurance $189CISR — Dynamics of Service $189CIC — Agency Management $425CIC — Commercial Casualty $425CIC — Commercial Property $425CIC — Life & Health $425CIC — Personal Lines $425CIC — James K. Ruble Graduate Seminars $420

REGISTRATION POLICIES

Listed below are those companies that strongly support the independent agencysystem and Insurance Agents & Brokers.Thank you for your continued sponsorship.

Partners Program

WHAT IS IA&BPARTNERS?The IA&B Partners

program gives company

and allied businesses

the opportunity to

demonstrate their

commitment of support

to independent agents

and receive maximum

market exposure. As an

IA&B Partner, you will

also realize the benefits

of IA&B membership to

help you succeed in

the insurance industry.

DO YOU SEEYOUR NAME?To become an IA&B Partner,

choose the sponsorship

package that matches your

commitment of support.

Contact the Member Sales

Center at (800) 998-9644,

(717) 795-9100 or visit us

online at iabgroup.com

to get started.

PLATINUM LEVELACUITYBerkley Mid-Atlantic GroupDonegal Insurance GroupErie Insurance GroupHarleysville InsuranceHighmark Casualty Insurance CoInsurance Agents & BrokersService Group IncMillers Mutual GroupMillville Mutual Insurance CoMMG Insurance CompanyMutual Benefit GroupOhio CasualtyPenn National InsuranceSelective Swiss ReThe Main Street America GroupTravelersUtica National Insurance Group

GOLD LEVELAllied InsuranceProgressive

SILVER LEVELAccess Insurance Company American Mining Insurance CoCumberland Insurance GroupFrederick Mutual Insurance CoHarford Mutual Insurance CoJuniata Mutual Insurance CoPSBA Insurance TrustThe Motorists Insurance GroupThe Philadelphia ContributionshipWestfield InsuranceZenith Insurance

BRONZE LEVELAegis Security Insurance Co

Agency Insurance Company

AmWINS Program Underwriters Inc

Auto-Owners Insurance Company

Briar Creek Mutual Insurance Company

Builders Insurance Group

Chubb Group of Insurance Companies

Encompass Insurance

First General Services

Foremost Insurance Group

Goodville Mutual Casualty Company

Grange Insurance Companies

Guard Insurance Group

Hanover Fire & Casualty Insurance Company

Insurance Alliance of Central PA Inc

Insurance Placement Facility of PA

Keystone Insurers Group Inc

Lebanon Mutual Insurance Company

Mercer Insurance Group

Merchants Insurance Group

Mercury Casualty

Penn Millers Insurance Company

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 Mutual Service Office Inc

Tuscarora Wayne Insurance Company

iabgroup.com/on-demand

IA&B

WHEN AND WHERE YOU WANT IT!

Learn at your own pace in yourown place. On your desk or on the go,you can now get IA&B education

anywhere you have Internet access.Classroom-quality seminars withAV integration, available 24/7.

Now featuring:

Understanding the NationalFlood Insurance Program

CE


education schedule

Documents

commercial insurance

eth commercial property

eth commercial casualty

iab training program

agency operations page

iab onsite training

overlaps page

staffwith onsite training