2023 MEGA Seminar (for CIC, CRM and CPRM Designees)

Effective March 2022, the Insurance Services Office (ISO) revised the Personal Lines Homeowners Program. This course includes updates to the ISO Homeowners Program coverage, definitions, exclusions, conditions, and provisions, as well as new considerations for emerging issues like cannabis and home-sharing activities.

This course will unlock the hidden meanings behind the terms 'indemnification' and 'indemnitee.' The participants will have a clear understanding that indemnification and insurance are two separate things. They will gain a clearer understanding of how the CGL's insured contract really works and how it can and cannot be used to finance typical contractual risk transfer requests.

This session will examine the transportation exposures faced by agricultural risks. Agents will review mobile equipment coverages found in farm liability forms; coverage for owned and non-owned vehicles under the Personal Auto Policy (PAP); and auto coverages available under the Business Auto Policy (BAP).

Agents will compare and contrast the ISO Commercial General Liability (CGL) Policy with Excess or Umbrella policies that might sit over the top. Understanding the similarities and differences between the language within each form will enable agents to recognize where gaps may be created and have a more in-depth understanding of why those gaps exist.

After an overview of the history through a review of select impactful cases, participants will better understand and be able to explain how jury verdicts have gone from compensatory to “nuclear.” With that understanding as a basis, the course will conclude with an overview of risk management and mitigation strategies to avoid, or lessen, these “social indemnification” verdicts and their impact upon the insurance ecosystem.

Participants will analyze significant issues encountered when writing residential condominium coverage. They will examine coverages and exclusions provided in the latest edition of the Homeowners 6 – Unit-Owners Form. They will discuss key definitions and examine the differences between the HO 00 06 and HO 00 03 (Homeowners 3 – Special Form). They will discuss ways to close coverage gaps using HO endorsements and examine possible solutions to better serve their clients. They will discuss the challenges with providing insurance coverage for Transportation Network Companies (TNCs), electric bikes and scooters, and autonomous driving vehicles. They will review coverage issues, as to what is or is not covered by the PAP and explore potential solutions to fill the gaps to better serve their insureds.

A complete review of the NFIP Flood program including new Risk Rating 2.0 changes.

In this session, participants will understand ethical challenges that insurance professionals face, difference between legal and ethical responsibilities and their fiduciary duties and obligations to the customer, insurer, and peers.

In this session, agents will examine the risks associated with contractual relationships, especially as it relates to the operation of autos on company business. Agents will review the key exposures related to vehicles and drivers, as well as some of the risk control and risk transfer techniques available to their commercial clients.

By the end of this session, you will understand coverage areas of Workers Compensation and Employers Liability that are often overlooked. You will examine the impact of an aging workforce on the Workers Compensation marketplace. You will identify issues related to Waiver of Subrogation and the use of Independent Contractors. You will look at the Experience Modification system, its purpose, characteristics of the system, problems that can arise with the system, and discuss how these problems can be addressed.

The individuals and entities who are afforded protection under a commercial liability policy can be divided into three groups – Insured, Additional Insured, or Named Insured. The decision of whom to name on the policies declaration page is one of the most significant factors that determine the extent of protection for each insured. In this session, participants will discover factors that can influence the named insured description. They will analyze automatic insureds and learn the primary reasons for adding additional insureds, as well as the advantages and disadvantages. They will focus on named insured as it relates to Commercial General Liability, Business Auto, and Commercial Property. They will discuss potential problems along with possible solutions for coverage gaps.

This session provides an introduction to e-commerce issues and opportunities, including areas of agent concentration, technology E&O issues, and common cyber threats. Agents will identify possible solutions to the unique exposures and coverage gaps present in e-commerce risks.

Participants will learn how the Personal Automobile Policy relates to rental cars, use of company cars for personal use, and use of personal autos for business purposes. They will understand the unendorsed Personal Automobile Policy coverage limitations on electronic equipment, custom accessories, and vehicle valuation, and know how to address them. They will review exposures from catastrophic events and the loss issues that result. They will examine identity theft exposure and how the Homeowners Policy can be endorsed to provide protection. They will learn the proper way to insure condominiums, including adequate insurance limits, coverage, and protection from loss assessments.

In this session, agents will identify potential pitfalls that could create problems and examine ways to solve them. Topics will include valuation, debris removal, ordinance or law, and vacancy as they pertain to the Building and Personal Property Coverage Form, as well as the Legal Liability and Leasehold Interest Coverage Forms.

Three major issues for anyone planning for retirement are senior healthcare, long term care and generating retirement income. This program discusses in detail the important decisions that both retirees and those planning for retirement must make when developing a retirement plan.

After an overview of this important insurance product, participants will be able to describe the concepts of why it is needed. They will identify differences in the Garage Coverage Form, the Auto Dealer Coverage Form, and the GarageKeepers Endorsement, including general provisions and exclusions and the relationship to their eligible insureds.

Insurance certificates can be one of the more dangerous documents that float between insureds and insurers. In this session, participants will learn the importance of a certificate of insurance and how to use it properly to protect their clients from unexpected and unintended contractor exposures. They will examine the purpose of a certificate, critical details to consider before issuing a certificate, and typical contract requests for inclusion on certificates. They will identify common problems and mistakes when issuing certificates and discuss ways to avoid these common problems and errors.

Participants will take an in-depth look at the business income exposure. They will review business continuation plans, policy language and its effects on the insured, pros and cons of various endorsements, the use of the Extra Expense Coverage Form and the Leasehold Interest Coverage Form, and more.

Dealing with the Occupational Safety and Health Administration (OSHA) and other worker safety regulatory agencies is a day-to-day requirement for many organizations. It is important that risk managers and insurance agents understand these requirements and the potential impact on the organization’s overall cost of risk. In this session, you will better understand the key standards related to OSHA to better engage and assist organizations with workplace safety initiatives.

In this session, agents will identify construction exposures that could have a significant impact on their client’s business. They will discuss faulty workmanship, general contractors, subcontractors, defective work, insurance requirements common in construction contracts and why they are important, and exclusions. Using construction court cases, they will examine the exposures, coverage issues, gaps, and pitfalls with traditional property and casualty insurance policies and explore possible insurance solutions to these unique risks.

In this session, participants will understand ethical challenges that insurance professionals face, difference between legal and ethical responsibilities and their fiduciary duties and obligations to the customer, insurer, and peers.

Using a hypothetical insurance case study, participants will gain an understanding of the stages of the investigation and litigation including the importance of the insured’s participation in the process. Key policy terms that provide the insurance carrier with tools to successfully investigate and defend lawsuits against insureds will be examined and discussed.

Every insurance agency should establish coverage standards to better serve their clients. Coverage standards include needed coverages and endorsements and avoided endorsements. In this session, participants will review and examine the specific insurance provisions of the Commercial General Liability Policy, Business Auto Policy Coverage Form, Workers Compensation and Employers Liability Insurance Policy, Commercial Umbrella Liability Policy, Commercial Property Policy, and Commercial Crime Policy. They will discuss coverages provided in each policy, as well as endorsements that may be needed to further tailor coverages to the specific exposures.

Participants will examine information on trucking industry regulatory and compliance issues, insurance coverage forms, and endorsements. They will gain a better understanding of specialty carrier’s non-standard forms.

Participants will identify significant current commercial coverage issues and review the insurance coverage designed to address them. They will discuss coverage issues related to ordinance or law, valuation including agreed value versus agreed amount, major exposures when the insured has personal property of others in their care, and occurrence versus claims-made. They will learn about the problems and discuss possible insurance solutions to better serve their clients.

Participants will gain a better understanding of cyber risk exposures and why businesses need cyber liability coverage. They will examine first-party and third-party exposures related to cyber risks, coverage limitations in standard liability policies, and major provisions commonly found in cyber liability insurance policies. They will review solutions that include cyberspace specific products and risk management.

Participants will understand how healthcare risks differ from those of other industries and learn about the wide variety of healthcare-related operations. They will discuss how malpractice coverage functions for medical professionals, how underwriters evaluate and rate risks, and what coverages are most pertinent to healthcare providers and related entities.

Participants will examine the concerns that exist when clients offer property and/or use property of others via popular web-enabled services such as VRBO, Couchsurf, Airbnb, and similar platforms. They will explore the most commonly used Homeowners Coverage forms, Personal Auto Policy, Recreational Vehicle Coverage forms, Watercraft policies, and the endorsements that can be used to provide coverage for these unique exposures. They will better understand the coverage issues that may arise when these items are shared with others.

Participants will examine the systematic process of identification and coverage analysis when writing insurance to protect commercial clients who enter into contracts or who add additional insured endorsements to their insurance policies. They will analyze significant insurance coverage issues encountered when entering into hold-harmless agreements, indemnification agreements, leases, and construction contracts. They will evaluate the significant difference in contractual liability protection in the Commercial General Liability Policy and Business Auto Policy for a Named Insured, an insured identified in the Who Is An Insured section, and Additional Insured added by endorsement.

Participants will discuss new and current homeowner’s issues that insureds face today due to the changes in family dynamics. They will examine coverages and exclusions provided in the latest edition of the Homeowners Policy. Using real-life scenarios, they will learn how the Homeowners Policy provides or excludes coverage for exposures, such as: residence premises, tiny houses, persons living together, other structures on premises, homes rented to others, aircraft (drones), electric bikes and scooters, ordinance or law, and personal liability claims. They will discuss the exposures, whether the Homeowners Policy provides adequate coverage for the exposures, ways to close the coverage gaps using endorsements, and other possible solutions to better serve their clients.

This 4-hour session is designed to give participants a practical and better understanding of personal and commercial aviation insurance policies unique coverages, exclusions, and warranties. They will learn terminology associated with personal and commercial aircraft and discuss the basic underwriting criteria and market structure. They will identify the liability and property exposures, including an explanation of the policies available to handle these exposures. They will examine the differences between commercial and personal aviation insurance and the major underwriting issues.

Preparing for new and emerging risks can be a full-time job for the insurance professional. Technology, nature, terrorism, artificial intelligence, human and economic developments are rapidly changing the risk landscape and the insurance environment. In this session, you will identify those emerging risks that could have a significant impact on your client’s business, their agency or organization, or even their career. Using an interactive and breakout approach, you will learn how to prepare for what “will” happen rather than “what” happened.

Participants will examine how the healthcare industry has evolved from the 18th century to 2021 and COVID-19. They will take an in-depth look at the current state of affairs including employer-sponsored health insurance, Medicare and Medicare Advantage, Medicaid and individual health plans, consumer-driven health care coverage options, unique cost drivers, administrative healthcare costs, and other reasons for the increase in health care costs. Participants will learn how the healthcare delivery system has evolved from indemnity (no network) to managed care to integrated delivery systems. The session will end with a discussion on solutions to improving the quality of healthcare, and what the future hold may hold.

Participants will explore property valuation issues and discuss valuation problems with buildings, equipment, and inventory. They will review policy language and discuss the major valuation changes in the most recent Commercial Property filing. They will examine the alternative valuation options to change valuation to meet the client’s expectations and learn the proper way to handle reporting form issues.

Participants will be aware of the benefits afforded them of a Health Savings Account (HSA) and Long-Term Care (LTC) Insurance. They will understand the HSA and how it is created. They will also understand Medicare and Medicaid as they relate to LTC and LTC Insurance. They will learn what LTC insurance is, what it costs, what services it covers, and who should purchase it. They also learn the tax advantages of having an HSA and LTC Insurance. By explaining state partnership laws and the benefit of depositing LTC premiums into an HSA, they may also recognize the tax benefits of this process and how the programs work well when they are both purchased.

Participants will gain an understanding of the need for retirement planning. They will learn how qualified plans can best provide the most cost-efficient method of accumulating retirement dollars. They will analyze various types of retirement funding mechanisms, including 401(k) plans, Individual Retirement Accounts (IRA), Roth IRA, Simplified Employee Pension plans (SEP), Savings Incentive Match Plans for Employees (SIMPLE), and Annuities. They will discuss ways to bring the retirement plan together.

After an overview of the structure of the Business Auto Policy, participants will take an in-depth look at the coverages provided by the Business Auto Coverage Form (CA 00 01). They will review the important contract provisions including covered autos (symbols), liability, physical damage, and conditions. They will identify important BAP exclusions and their impact on the insured. They will examine specific BAP endorsements and discuss how they can amend policy provisions, add coverage, or restrict coverage.

In this session, agents will examine how to structure an insurance and risk management program for a large, complex, organization. They will learn ways to transfer risk with self-insurance, insurance, large/low deductible, self-insured retention, contractual risk transfer, and more. They will discuss ways to provide coverage for workers compensation, auto liability, general liability, marine liability, pollution liability, property, cargo, and international exposures.

Participants will examine the healthcare industry from the consumer to the insurance companies. They will look at the health insurance industry from the perspective of insurance brokers, employers that purchase health insurance on behalf of their employees, and the ultimate consumer end user. They will discuss the distribution system for employer-paid plans, consumer-paid plans, non-employer sponsored plans, and brokers and consultants. They will compare the strengths and weaknesses of the major players in the healthcare industry today. They will discuss funding options used by health insurance companies – fully insured, self insured, and self insured + stop loss. They will examine how dental insurance is similar and different from medical insurance. They will learn how pharmacy insurance works and the role of the Pharmacy Benefit Manager (PBM).

Using a case study approach, agents will take a closer look at Dependent Properties Time Element Coverage.  They will focus on determining what they currently know, how to identify the need for this coverage, and when changes in the program are required.

Mortality insurance coverage for animals, especially farm or agricultural animals, can take many forms. While there is some coverage available in the Farm Property coverage forms, insureds may be unhappy with the loss settlement limitations provided by those forms. Agents will review the ISO Farm Property forms and examine some Animal Mortality forms. They will review and compare what is covered, what is not covered, and what is excluded in each policy types.

While the core fundamentals of insurance have not changed over the centuries, the tools used by insurance agents certainly have. Today’s customer journey often starts online instead of contacting an agent to be their trusted advisor. InsurTech startups such as Lemonade, Pie Insurance, and Next Insurance have changed the way the insurance product is delivered, as well as the coverage clients receive. In this session, participants will explore how they can leverage the digital tools available to them to attract clients, meet their insurance needs, and minimize errors and omissions risk.

Arson is a crime, yet it happens every day. This course will take participants on a journey through the arson investigation and a discussion on how a property policy may or may not respond.

Employees get hurt while working, and employers get sued and often held responsible for those injuries. In this session, participants will look at two major policies protecting employers and their employees, Workers Compensation and Employment Practices Liability. They will learn why employers need both Workers Compensation coverage and EPLI.

Replacement Cost, Actual Cash Value (ACV), Market Value, Selling Price, Ordinance or Law, Depreciation, and Functional Replacement Cost are terms/phrases used in commercial property policies to describe methods of calculating property values at the time of underwriting and loss. In this 4-hour session, agents will learn what these terms/phrases mean and explore property valuation issues. They will discuss valuation problems with buildings, equipment, and inventory. They will review policy language and discuss the major valuation changes in the most recent Commercial Property filing. They will examine the alternative valuation options to change valuation to meet the client’s expectations. They will learn the proper way to handle reporting form issues.

Using a question and answer format, agents will discuss how the Personal Auto and Homeowners Policies provide or exclude coverage. Participants will discuss how the PAP provides or excludes coverage for exposures, such as: students away from school, persons living together without the benefits of marriage, personal vehicles purchased through a company owned by the insured, motorized vehicles, rental cars, and vehicles used for livery and/or delivery. They will look at how the Homeowners Policy provides or excludes coverage for identity theft, business in the home, homes put in the name of a trust, and more.

Using case scenarios, participants will learn how the CGL, Workers Compensation, and Commercial Property policies provide or exclude coverage. They will understand the CGL insuring agreement, contractual liability, additional insured issues, BI covered loss, BOP-valuable papers, workers compensation-international coverage, certificates of insurance and more. Agents will identify methods of covering the loss if it were excluded and review the outcome of each case.

In this 4-hour session, agents will explore the purposes of depositions and how to prepare themselves or their clients to successfully represent their position. Using a premises liability lawsuit case study, they will examine how lawsuits begin, the parties to a lawsuit, rules of civil procedure, and remedies to successful lawsuits.

Errors and Omissions occur regularly and some of these lead to claims against agents, brokers, agencies, and companies. In this session, participants will examine the leading causes of error and omission claims, identify potential exposures, discuss ways to minimize them, and explain what to do if a claim is made against them.

In this session, agents will identify emerging risks that could have a significant impact on their client’s business, their agency or organization, or even their career, such as: use of Bitcoin and other cryptocurrencies, medicinal and recreational marijuana, solar storms and falling satellites, autonomous vehicles, big data analytics, drones, nanotechnology, and ridesharing. They will discuss the exposures, coverage issues and gaps with traditional insurance policies, and explore possible insurance solutions to these unique risks.

Participants will examine the relationship between ethics and the choices insurance professionals make to protect their agencies against errors and omissions. They will discuss the ethical responsibilities of insurance producers, different approaches to decision making, and factors that determine the standard of care. Using real-life ethical dilemmas, they will look at some of the situations faced by insurance producers from ethical and E&O perspectives.

In this session, participants will understand ethical challenges that insurance professionals face, difference between legal and ethical responsibilities and their fiduciary duties and obligations to the customer, insurer, and peers.

This session is designed to give participants a practical understanding of yacht and boat insurance policies unique coverages, exclusions, and warranties. They will learn terminology associated with boats and understand the basic underwriting criteria, philosophy, and market structure. They will examine the differences between marine insurance and standard P&C coverages, the losses associated with boats, and risk management techniques with emphasis on Error & Omission risk management.

There are certain things every insurance producer should understand before writing commercial liability coverage for a client. What does bodily injury mean and does it include claims for emotional injury? What does the duty to defend in a CGL policy really mean and how does it work? What is the difference between subrogation and contribution, and how do our policies address waiver of subrogation? What are the possible coverage triggers under occurrence form policies, and how are costs allocated when multiple policy periods respond to a loss? How do claims made and claims made and reported policies work?

Participants will analyze significant issues encountered when writing residential condominium coverage. They will examine coverages and exclusions provided in the latest edition of the Homeowners 6 – Unit-Owners Form. They will discuss key definitions and examine the differences between the HO 00 06 and HO 00 03 (Homeowners 3 – Special Form). They will discuss ways to close coverage gaps using HO endorsements and examine possible solutions to better serve their clients. They will discuss the challenges with providing insurance coverage for Transportation Network Companies (TNCs), electric bikes and scooters, and autonomous driving vehicles. They will review coverage issues, as to what is or is not covered by the PAP and explore potential solutions to fill the gaps to better serve their insureds.

Participants will gain a better understanding of cyber risk exposures and why businesses need cyber liability coverage. They will examine first-party and third-party exposures related to cyber risks, coverage limitations in standard liability policies, and major provisions commonly found in cyber liability insurance policies. They will review solutions that include cyberspace specific products and risk management.

This course will unlock the hidden meanings behind the terms 'indemnification' and 'indemnitee.' The participants will have a clear understanding that indemnification and insurance are two separate things. They will gain a clearer understanding of how the CGL's insured contract really works and how it can and cannot be used to finance typical contractual risk transfer requests.

Participants will examine the status of Named Insureds, Automatic Insureds, and Non-Automatic Insureds in the Commercial General Liability and Business Auto Coverage Forms. They will learn the primary reasons for adding Additional Insureds, as well as the advantages and disadvantages. For each policy, a brief discussion of who is an insured is necessary to the understanding of why the additional insured endorsement may be needed and how it changes coverage.

In this session, agents will review the occurrence and claims-made forms and examine the difference in coverage triggers. They will be able to explain the difference between the pure claims made and the more common claims-made and reported forms of coverage. Using real-life examples and court cases, they will identify coverage gaps and discuss ways to avoid them. They will have a better understanding of the Commercial General Liability Occurrence and Claims-Made coverage forms, including the advantages and disadvantages of each.

Participants will discuss the opportunities for non-independent insurance agents to penetrate the life insurance marketplace. They will explore how to serve as the risk manager for clients by becoming more multi-line oriented. They will examine the specific tools the p/c agent can use to uncover life insurance needs for existing clients or prospects. They will better understand how various life and health concepts can be used with existing business owners. They will discuss the purpose of a Buy-Sell Agreement and Key Person Insurance. They will learn how to use life insurance to insure the key person, how a 162 Bonus Plan can benefit the key person and the employer, how a buy-sell agreement can protect the business and the business owners, and more.

Effective March 2022, the Insurance Services Office (ISO) revised the Personal Lines Homeowners Program. This course includes updates to the ISO Homeowners Program coverage, definitions, exclusions, conditions, and provisions, as well as new considerations for emerging issues like cannabis and home-sharing activities.

Participants will examine information on trucking industry regulatory and compliance issues, insurance coverage forms, and endorsements. They will gain a better understanding of specialty carrier’s non-standard forms.

This 4-hour course will provide participants with an overview of the Nationwide Marine Definition and the distinction between controlled and uncontrolled inland marine lines. They will identify and examine current coverage issues, problems, and trends associated with key commercial inland marine coverages. They will discuss property in transit, owners vs. carriers vs. transportation, warehouse legal liability, construction and installation exposures, and technology. They will learn how a typical inland marine policy is constructed including covered property, property not covered, common coverage extensions, covered causes of loss, and other provisions. They will examine key features in the transportation forms, contractors’ equipment policies, warehouse legal liability policy forms, and technology forms.

Individuals “sandwiched” between aging parents and their own children are referred to as the sandwich generation. In this session, participants will identify the challenges of taking care of an aging parent and what resources are available, focusing on insurance options. They will discuss the government-based health care coverage plans including Social Security, Medicare, and Medicaid as they relate to Long-Term Care and Long-Term Care Insurance. They will understand the need for LTC Insurance, what it is, what it costs, what services it covers, and who should purchase it. They will review the types of LTC Policies, common LTCI provisions and options, and issues designing the LTC Policy for their clients. They will examine the medical underwriting issues and LTC Policy alternatives.

How do insurance professionals appropriately insure Main Street America’s real property with 100+ year-old buildings that are purchased for a few hundred thousand dollars and have a multi-million-dollar replacement cost estimator? In this session, participants discuss the built-in moral hazard and contemplate the appropriate property coverage form choice (Replacement Cost, Functional Replacement Cost, Actual Cash Value) and its effect on the insured’s exposures and viability of their business. Using 4 catastrophic losses in a 4-year period, they will examine the reasons why insurance professionals must insure to the catastrophic loss exposure and not be lulled to sleep by satisfactory partial loss settlements.

What are the hidden issues of insuring 100+ year-old buildings bought for a fraction of what it would take to rebuild them? These buildings are often bought and insured by small business enterprises as a home to their business model and give little thought to the ramifications of sharing walls with their neighbors and the effect of their insurance choices (especially Replacement Cost vs Actual Cash Value) on their livelihood and business viability. Using 4 catastrophic losses in 4 years, participants will examine catastrophic preparedness and ancillary issues, such as: shared walls, OSHA involvement, line of sight, contractors, and weather after the weather event. They will discuss ancillary coverage considerations with debris removal, business income extra expense, ordinance and law, and more.

Insurance certificates can be one of the more dangerous documents that float between insureds and insurers. In this session, participants will learn the importance of a certificate of insurance and how to use it properly to protect their clients from unexpected and unintended contractor exposures. They will examine the purpose of a certificate, critical details to consider before issuing a certificate, and typical contract requests for inclusion on certificates. They will identify common problems and mistakes when issuing certificates and discuss ways to avoid these common problems and errors.

The trend toward mainstreaming and legitimizing marijuana is here and will continue to have a significant impact on the insurance industry. With that trend comes new regulations and a huge number of insurance questions and issues. Even today, there seems to be misunderstanding about the differences between hemp and cannabis. After a brief review of the history of cannabis in the U.S., participants will discuss the legal and regulatory issues. They will learn how the 2018 Farm Bill changed the landscape and what it effectively did. Using current ISO forms, they will examine insurance coverage considerations with farm, general liability, commercial property, as well as endorsements. They will discuss other associated issues and challenges with insuring hemp and cannabis risks including banking problems, transportation, medical marijuana and workers compensation, product liability, D&O, crime, E&O and medical professional, employment practices liability, and cyber.

**IMPORTANT** *NO CE PROVIDED* Insurance professionals will discuss the reasons why sales managers fail and reasons why sales managers need a selection and hiring process. Traditional hiring approaches don’t work. In this session, insurance professionals will learn the steps and methods necessary to effectively identify, hire, and select the right producer candidate. They will discuss specific skills required and critical sales traits of the candidate. They will discuss the costs of making a bad hiring decision and the benefits of a planned selection and hiring process.

Participants will examine the differences between the Personal Auto Policy (PAP) vs. the Business Auto Coverage Form (BAC/BAP), including “who is an insured,” eligibility, exclusions, and endorsements to provide the proper protection for the insured. They will learn how the PAP and BAP provide or exclude coverage for autos used in business and autos used for business and personal activities. Following this session, participants will be able to explain how coverage applies to individually owned autos used in business, autos owned by corporations and leased to employees, leased autos, and rented autos. They will examine personal auto liability coverage problems for vehicles used for livery and/or delivery and furnished autos. They will identify limitations and exclusions for electronic equipment and custom equipment. They will study problems associated with rental cars and other vehicles a person may have available for their use.

**IMPORTANT** *NO CE PROVIDED* The art of creating a compensation plan that is designed to your unique agency needs and balanced to provide the producer with both financial security and limitless rewards based on performance will be studied in this hands-on practical approach to one of the foundational elements of Agency Management.

Participants will learn about the qualifications, coverage, gaps, and limitations of Medicare and Medicaid. They will explore Long Term Care Insurance as to what it is, what it costs, what services it covers, and who should purchase it. They will gain a better understanding of LTC Partnership Programs and how they work. They will discuss the distribution of the estate, as well as life insurance.

Participants will discuss new and current homeowner’s issues that insureds face today due to the changes in family dynamics. They will examine coverages and exclusions provided in the latest edition of the Homeowners Policy. Using real-life scenarios, they will learn how the Homeowners Policy provides or excludes coverage for exposures, such as: residence premises, tiny houses, persons living together, other structures on premises, homes rented to others, aircraft (drones), electric bikes and scooters, ordinance or law, and personal liability claims. They will discuss the exposures, whether the Homeowners Policy provides adequate coverage for the exposures, ways to close the coverage gaps using endorsements, and other possible solutions to better serve their clients.

Using a hypothetical insurance case study, participants will gain an understanding of the stages of the investigation and litigation including the importance of the insured’s participation in the process. Key policy terms that provide the insurance carrier with tools to successfully investigate and defend lawsuits against insureds will be examined and discussed.