Ed Seminar Brochure

IIANM’s 50th Annual Education Seminar15 Hours of Continuing Education for the Insurance Professional

Welcome to the Independent Insurance Agents of New Mexico’s 50th Annual Education Seminar! This seminar is designed to specifically meet the annual continuing education requirement for licensed NM insurance agents. We encourage you and your staff to join us on March 10th & 11th, 2010 at The Hilton Hotel in Albuquerque. This two-day program offers educational opportunities, a great Trade Show with over 30 exhibitors, and provides a venue for industry professionals, agents, CSRs and company representatives to network.

For those of you who have not attended before, this is how it works: We will be featuring 20 classes, taught by various instructors. Choosing your classes is much like making selections from a menu. You may choose to take all your classes within one track (i.e. commercial lines only) or you may choose to mix and match tracks so you can take advantage of the wide variety offered. The entire program is approved for both the P&C and L&H licenses, so you may attend any class you like.

If you have any questions about registering, instructors, hotel accommodations, or anything else, please call Jeff at (505) 999-5802 or (800) 621-3978. This is an event you don’t want to miss!

Personal Lines

Commercial Lines

Young Agents / ProfessionalDevelopment

EmployeeBenefits

AgencyManagement

Inland MarineCoverages Dan Myers

The Personal AutoPolicy Dissected

Dan Myers

A Renewed Look at the Homeowners Policy

Manny Mansour

Implied CoveragesBetsy Carlson

Big I’s Ask an ExpertCommercial Lines

Jack Cleary

The Insurance Game

Paul Martin

Big I’s Ask an ExpertPersonal Lines

Jack Cleary

Agency Management in the Age of Technology

Manny Mansour

Avoiding E&O ExposuresEd Budanauro

Application Fraud Awareness

Dick Densch

The State of the Insurance Industry

Chris Burand

Health Care LegislationUpdate

Steve Byrd Carole Henry

DI InsuranceJames Coope

LTC InsuranceTiffini Arringon Carolyn Rossi

Time & Priority Management

Keri Stewart

Motivate Your TeamKeri Stewart

COBRA & FMLAUpdate

Sue Bisbee

Employee Benefit Plan Design

Genevieve Kluckman

Managing Stress forInsurance Agents

Teri Cross

The Dynamics of ChangeTeri Cross

Ethics DVD: Either March 10th or 11th 4:00pm- 5:00pm

Employer Related Exposures

Paul Martin

Seminar Tracks

March 108:00am - 12:00pm

4 Hours of CE

March 101:00pm - 4:00pm

3 Hours of CE

March 118:00am - 12:00pm

4 Hours of CE

March 111:00pm - 4:00pm

3 Hours of CE

KNOWLEDGE IS GOLD

Commercial Lines

Personal Lines

“Inland Marine Coverages” Instructor: Dan Myers, with PIEIMarch 10, 8 to 12pm / 4 CE hours

This seminar will take a look at the development of Inland Marine coverages and its purpose and uses. The discussion will include Builder’s Risk, Installation Floaters, Contractor’s Equipment, and Surface Carriers.

“Implied Coverages” Instructor: Betsy Carlson, CIC, RPLU, ASLI with Western Assurance Corp.March 10, 1 to 4pm / 3 CE hours

This class is designed to expose insurance agents to the potential of miscommunication and alleged misrepresentation of a product. The result is that the courts are claiming that the agent represented the coverage and thus constituted coverage when the insurance company did not intend to cover such a loss.

“Big I’s Ask an Expert – Commercial Lines” Instructor: Jack Cleary, CPCU, ARM with Cleary & AssociatesMarch 11, 8 to 12pm / 4 CE hours

Sometimes it seems in our industry that we encounter more questions than answers. The “Big ‘I’s Ask an Expert” have fielded a number of common commercial lines scenarios. By attending this class, you will learn the answers to the claims and coverage questions posed by insureds and other agents "Employer Related Exposures” Instructor: Paul Z. Martin, CPCU with IIAT March 11, 1 to 4pm / 3 CE hours

This class is designed to provide students with a review of the key employer related exposures, other than workers’ compensation, including employee theft, employment practices, and fiduciary liability. After completing this seminar, students will: understand the key liability risks arising from employment of employees and how they can be managed; have reviewed why separate coverage for em-ployee theft is valuable and necessary given how other policies respond to the exposure; have considered the employment practices exposures and how coverage forms respond with coverage; and understand what creates the need for fiduciary liability coverage and how the insurance would respond to employer breaches of their duties.

“A Renewed Look at the Homeowners Policy” Instructor: Manny Mansour, with Nationwide Insurance March 10, 8 to 12pm / 4 - CE hours

The course is a basic approach to the ISO H/O 2000 policy and its impact in today’s society. It will review the changes made to the H/O policy and the creation of additional endorsements.

“The PAP Dissected” Instructor: Dan Myers, with PIEIMarch 10, 1 to 4pm / 3 CE hours

In this class we will learn everything you ever wanted to know about the Personal Auto Policy and more. We will blow up (like KA_BOOM) some myths about things like business use (pizza delivery), youthful operators, loaning your vehicle and renting a vehicle. What if you don’t have a PAP and only vehicles you have are owned by the company you own and work for? What about the non-ISO policies? Is there much difference? Come and find out!

“The Insurance Game” Instructor: Paul Martin, CPCU with IIATMarch 11, 8 to 12pm / 4 CE hours

It is tough to play when you don’t understand the nature of the game. Using a game format, you will learn firsthand how the financial results of insurers can affect you and your customers. You will consider key ratios, market fluctuations, underwriting philosophies, and tolerance for risk. We will include reinsurance and investment components to give a deeper look at the challenges insurance compa-nies face.

“Big I’s Ask an Expert – Personal Lines” Instructor: Jack Cleary, CPCU, ARM with Cleary & AssociatesMarch 11, 1 to 4pm / 3 CE hours

Sometimes it seems in our industry that we encounter more questions than answers. The “Big ‘I’s Ask an Expert” have fielded a num-ber common personal lines scenarios. By attending this class, you will learn the answers to the claims and coverage questions posed by insureds and other agents

Agency Management

Employee Benefits

“Avoiding E&O Exposures” Instructor: Ed Budanauro, with the Iroquois GroupMarch 10, 8 to 12pm / 4 CE hours

This class is designed to assist agents identify and eliminate risky E&O exposures from the beginning of the client relationship cycle. After completing this seminar, students will have an understanding of how to target Logical Enterprise Rationales (LERs) in determin-ing potential business opportunities and ferret out potential risk exposures. Also, be able to define and determine the decision makers’ process for making business changes and if these changes have E&O consequences.

“Agency Management in the Age of Technology” Instructor: Manny Mansour, with Nationwide Insurance March 10, 1 to 4pm / 3 CE hours

A fresh new look at managing an agency in the age of technology. Transform your office from file cabinets to scan cabinets. Managing staff to address today’s customer needs and exceeding customer expectations. Transitioning from what we did to what we need to do.

“The State of the Insurance Industry” Instructor: Chris Burand with Burand & Associates, LLC March 11, 8 to 12pm / 4 CE hours

A simple fact of life: independent insurance agencies depend on insurance companies. With thousands of companies setting prices, cutting commissions, merging, and constantly changing; agents need to understand the facts and trends that shape the industry in which they must grow and prosper. This presentation helps agents learn facts about the state of their industry, how they are affected, and what they can do to build stronger company relationships.

“Application Fraud Awareness” Instructor: Dick Densch with Liberty MutualMarch 11, 1 to 4pm / 3 CE hours

To help agents recognize and counter fraud through indicators in the application process. It is estimated between 11 – 30 cents of every claim dollar is lost to fraud. This causes an increase in premiums which affects us all. Learn what can be done at the agency level to avoid potential fraud.

“DI and LTC Insurance” Instructors: James Coope with Assurant Employee Benefits; Tiffini Arrington & Carolyn Rossi with MassMutualMarch 10, 8 to 12pm / 4 CE hours

James will take the first 2 hours of the session to discuss Disability Income Insurance and Tiffini and Carolyn will review Long Term Care Insurance in the second 2 hours. Both discussions will give an overview of the product characteristics, what to look for when reviewing the contracts, and why these are important coverages to discuss with your customers. Based on your client’s needs, you will learn which is the best solution: individual vs. worksite vs. group.

“Health Care Legislation Update” Instructors: Steve Byrd with Manuel Lujan Insurance, & Carole Henry with Lovelace Health PlanMarch 10, 1 to 4pm / 3 CE hours

Steve and Carole will be discussing the Legislative changes made by the 2010 New Mexico Legislative session and by the U.S. Congress. Their discussion will address the impact on the agent and the company by these changes. “COBRA and FMLA Update” Instructor: Sue Bisbee with Infinisource March 11, 8 to 12pm / 4 CE hours

Sue will bring us to date on changes to COBRA and FMLA due to the legislative activity in both Santa Fe and Washington. The class will cover: the COBRA law, American Recovery and Reinvestment Act 2009, TAMARA, FLMA strategies, employer options and lots more.

“Employee Benefit Plan Design” Instructor: Genevieve Kluckman with Benefits Solution, LLCMarch 11, 1 to 4pm / 3 CE hours

The objectives of this class are to educate the members on the basics of plan design and strategic planning. This course will provide examples of how to apply these concepts when members are working with their employee benefit clients. Considering the current economic and political atmosphere combined with ever increasing healthcare premiums, applying the methods covered in this course will optimize the value of employer’s benefit plans. Attendees will learn how to evaluate plans and use existing products to custom-ize the insurance for their client’s specific needs. The result will be a better client relationship, increased employee satisfaction, increased client retention, and seamless account management.

Young Agents Professional Development “Managing Stress for Insurance Agents” Instructor: Theresa M Cross, PhD with Theresa M. Cross, Ph.D. & AssociatesMarch 10, 8 to 12pm / 4 CE hours

Stress is like the tension on a violin string. You need enough to make beautiful music, but not so much that the string snaps. Insur-ance professionals, in particular, experience the stress of job-related conditions caused by deadlines, rejections and fast-paced changes. This seminar helps the Insurance professional understand, identify and analyze specific causes of their job-related stress and develop (dependable) coping strategies that may keep them from "snapping".

Although traditional concepts of Stress Management are incorporated in this course, this new and exciting approach to stress man-agement is based on a philosophy that recognizes that stress, regardless of its source, impacts all the dimensions of an individual's life. Therefore, it takes a holistic approach to stress management and uses appeals and techniques that are more realistic, more manageable and more effective than former "fear-inducing" appeals. Every Insurance professional can benefit from these strategies designed to specifically address the stress in their career and life style.

“The Dynamics of Change” Instructor: Theresa M Cross, PhD with Theresa M. Cross, Ph.D. & AssociatesMarch 10, 1 to 4pm / 3 CE hours

Although Insurance professionals must deal with a continually changing environment, it is essential that they avoid being "victimized" by change. By learning how to successfully manage and control change, Insurance professionals can soften its impact and help oth-ers adapt to change with a minimum amount of disruption.

This seminar does not focus so much on how to avoid change, but rather how to create and use change constructively to achieve organizational objectives. It further identifies the major responses to change and attempts to differentiate between those styles that are productive and those that are destructive to human relations.

“Motivate Your Team” Instructor: Keri Stewart with Results for Business March 11, 8 to 12pm / 4 CE hours

The first step in being able to motivate your team is being able to determine what motivates you and realizing not everyone is mo-tivated in the same way. Through the application of techniques and practices, participants will have the opportunity to identify what motivates them as well as reviewing the other motivators that exist. Additionally, participants will develop a plan and mantra to stay motivated during the times when they really don’t feel motivated.

“Time and Priority Management” Instructor: Keri Stewart with Results for Business March 11, 1 to 4pm / 3 CE hours

Making decisions about what to do and how to make it happen can be overwhelming. There can be days when it seems like not much is accomplished. In this session, participants will recognize how to be aware of their time and help them prepare their days. By as-sessing and maximizing the best use of their time, participants will identify the long term benefits.

Thank you for choosing IIANM to provide you with quality education for the year 2010.

Please fill out the form on the following page, and return it to the address below before classes fill up.

You can also fill out this form electronically, and email it back to [email protected].

Complete a separate form for each registrant..

Cancellation Policy: Cancellations received after Friday, February 29, 2010 will be assessed a $50 cancellation fee. Cancellations received on or after Friday, March 5, 2010 and ‘no shows’ will forfeit the registration fee altogether. A substitute is always welcome,

with no extra fee, but prior notification would be appreciated.

PLEASE RETURN THIS REGISTRATION FORM AND PAYMENT TO: IIANM, 1511 UNIVERSITY BLVD. NE, ALBUqUERqUE, NM 87102 - FAx (505) 243-3367 or email back to [email protected]

15 Hours of Continuing Education for the Insurance Professional

*All fees include sAles tAx.

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Full Name:

First Name for Badge:

Agency / Company:

Address:

City, State, Zip:

Telephone:

Method of Payment

(Please note that full payment must be received with Registration Form in order to secure class reservation)

Bill Our Agency (For Members Only)

Check Enclosed (Payable to IIANM)

Charge my credit card (VS, MC, AMEx, DISC):

Amount: $ ___________ (all prices include sales tax)

Card No.: _____________________________________

Exp. Date: ______________

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Please note: The room temperature may vary, please bring a sweater

Group Name: Independent Insurance Agents of New Mexico (IIANM)Group Rate: $100 - single / doubleHotel Cut-off: February 9, 2010 Check-in time is 3:00pm, check-out time is 12:00 noon.

Two Full Days - Ethics (15 hours of NM CE)One Full Day - Ethics (8 hours of NM CE)Four Hours - AM Class / Three Hours - PM Class - Ethics included after PM session Ethics Only - (1 hour - either day)

INCLUDES:

MEMBERNON-MEMBER

Entire SeminarOne Full DayOne Half DayEthics Only

$240$140$75$45

$200 $105$70$35

Albuquerque, NM 87102Phone (505) 884-2500 or (800) 274-6835

Seminar Location & Accommodations:

The Albuquerque Hilton1901 University Blvd. NE

Registration Form

AM Course : PM Course : Ethics

Wednesday - March 10, 2010 Thursday - March 11, 2010

AM Course : PM Course : Ethics

PLEASE RETURN THIS REGISTRATION FORM AND PAYMENT TO: IIANM, 1511 UNIVERSITY BLVD. NE, ALBUqUERqUE, NM 87102 - FAx (505) 243-3367 or email back to [email protected]

Select a morning and afternoon class for both days of instruction to receive your full fifteen hours of continuing education. If you have any questions regarding the registration process,

call Jeff Straight at (505) 999-5802 or (800) 621-3978.

KNOWLEDGE IS GOLD

IIANM’s 50th Annual Education Seminar

Lunch is on your own Lunch is on your own