Course Description

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Long Term Care – 8hrs

How has LTC and its need changed over the years.  How has home health care and assisted living affected the need?

What is the primary reasons for offering LTC protection?  Do we really understand the total problem and how it affects finances, care and family?

This class will first explore the need for LTC.  We will look at the current numbers and statistics that affect this issue.  We will also look at how the issue affects the family and caregivers.  We will then look at how the LTC product can assist the consumer by looking at the different products used and exploring different recommendations for different clients.  This class looks at the newer hybrid life products as well as the traditional LTC policy.  The class meets the 8-hour as well as the 5-hour CE requirements, in Indiana, to sell LTC.

Professional Liability – 8hrs

What does it mean to be a “Professional?”  How do we live up to our responsibilities to our client while at the same time representing our companies appropriately?  Do we understand the responsibility and the liability we have as professional?  We will explore topics like: agent responsibility, duties of the agent to his company as well as the client, how ethics and a professional attitude can help protect against a liability issue.  We will look at the E&O policy and how the policy protects the agent.

Professional Liability: Medical Malpractice – 8hrs

Doctors, hospitals, nurses, dentists, nursing home and the list goes on. Medical Malpractice is applicable to just about anybody that is working on a body. This class will look at the medical malpractice policy and how the insurance companies are doing with this risk. To what degree does malpractice affect our health care industry? What do studies show us about the frequency and types of claims. We will look at the Occurrence and Claims Made forms and how a typical policy will respond to this need.

Indiana LTC Partnership Program – 7hrs

How does this option fit into the variety of choices that clients have today?  “Dollar for dollar” coverage is becoming a more viable consideration.  Do we understand the advantages of both “dollar for dollar” as well as “total asset disregard?”

Indiana requires that all agents selling the ILTCP take a 7-hour course prior to presenting the product.  This class will meet the 7-hour CE requirement.  It can also be used to meet the 5-hour CE requirement to maintain your right to sell LTC.  The class is designed to explain how the Indiana LTCP works.  We will look at Medicaid and how it is involved.  We will look at the policy and see how it is designed to work with the state to provide advantages to the consumer. The class will also look at current events and how our plan works with other states.

Long Term Care II – 5hrs

What is the best recommendation for the client?  How does the traditional LTC policy compare with the hybrid life products?  Which is the best recommendation for my client?  Is there a place for a minimal policy?  Who should be selling this product?  These questions and more will be explored in this 5-hour advanced class.  We will look at several different case examples and discuss the different recommendations.  We will discuss how can we present this product effectively along with all the other responsibilities that the agent is faced with.  The state of Indiana requires that agents take a 5-hour CE class every renewal period to maintain their ability to sell LTC.  This class will meet that requirement.

Fraud Awareness – 4hrs

Did you know that according to the FBI, fraud cost the average consumer between $400 - $700 in additional premium per year?

Unfortunately, fraud is a major factor in the insurance industry.  There are four types of fraud that affect our industry.  Fraud by the customer, the agent, the insurance companies and the service providers.

In this class we will take a close look at fraud.  We will define the different types of fraud and its’ consequences.  We will look at fraud primarily from three different perspectives.  First we will discuss fraud initiated by the customer; what to look for and how to respond to it.  We will also discuss fraud perpetrated by the agent.  We will look at the traps to avoid and discuss the importance of meeting the responsibilities of the industry in a professional and ethical manner.  Last, is fraud from the service providers; contractors, medical, auto, etc.  Throughout the class we will explore multiple “red flags” of fraud.  The more aware the agent is, the more the agent can be on guard.

Catastrophic Events: Are You Ready? – 4hrs

What happens after a catastrophic event occurs among our policyholders?  What if you, your employees and your office were involved?  Do you have an emergency plan in place? What events should we be aware of in our geographical area.  Has the agent adequately prepared them by recommending and discussing the coverages that may be needed.  This class looks at events that we hope will never happen in our area.  But if they do, are we prepared?  What products need to be discussed with our customers?  What recommendations should we make?  We will look at Business Interruption coverage, earthquake, flood and tornadoes.  If a catastrophic event occurs, is the agent prepared to continue operations and assist his/her clients in their time of need?

Personal Auto Policy: Future Industry Trends – 4hrs

How will the future changes in the auto industry affect the Personal Auto Policy that we are selling today? This class looks at where our industry in heading. How will companies, products and agents be affected by these changes? The class will also look at how our client is changing. How does the millennial view the auto policy and the agency system? Agents must get back to the basics of customer service and professional expectations to maintain the business of tomorrow.

Business Owners Policy (Property) – 4hrs

Over 84% of all business in Indiana employ under 20 employees.

129,000 employ 1-20 people with 379,813 non-employee establishments

There are many small businesses throughout the state of Indiana.  The BOP is designed to meet the needs of the small, low risk business.  Understanding the BOP is important for the personal lines agent as well as the commercial agent.  Many small business owners do not know who to turn to for advice and assistance.  Some will seek out a commercial agent and some will seek out their personal lines agent.  All agents need to have a good understanding of how this product works.  We will look at the policy itself to see what coverages are available and what is not.  The more you know, the better job you can do for your clients.

Homeowners Claims and Coverages – 4hrs

Joe and Lisa Client have a major kitchen fire.  Are they adequately covered?  Do they have the right limits and endorsements?  What are the possible concerns that may come up now that they have a claim?  Agents are spending less time working the claim today, but what happens come claim time is directly related to what the agent has sold.  It is critical that the agent understands this product so that they can make the best recommendation for the client.  We will explore this claim and what the agent could have done to avoid different issues that may come up at this time.

Estate Planning – 4hrs

What happens to ones’ estate upon death?  Most people spend their whole lives accumulating and building an estate for themselves and their loved ones.  How important is it to protect and conserve what we have worked so hard for?  Topics that will be explored in this class include: probate, wills, trusts, lining wills, gifting, LTC and taxes.  The class covers a wide variety of topics that affects every client and agent at some time or another.  The time to prepare is while the individual can make the decisions themselves.  Money can have a devastating effect on survivors if it has not been properly planned for in advance.

Understanding the Retirement Puzzle – 4hrs

Retirement is becoming more and more of a challenge in today’s society.  People are being told that it will take well over a million dollars to retire.  More are waiting to retire and more are having to work in retirement.  How stable is Social Security?  What will we be able to count on?  What if your client doesn’t have a million?  Is there a viable plan?  These and many more issues will be discussed in the first half of this class.  In the second half we will explore what the federal government has provided to encourage people to save.  We will look at IRA’s, SEP’s, SIMPLE’s and 401k’s.  How these plans work and what are the IRS rules applying to them?

Supplements and Advantages – 4hrs

Supplements or Advantage Plan, which is the best choice for your client?  What are the current issues with Medicare and how do they affect the public?  If an agent is working with this market, it is imperative that he/she stay current on the different plans available to their prospects.   Understanding Medicare is the key to understanding the Supplements, Advantage plans, drug plans and other programs available to today’s senior.  We will compare different options available to the consumer and how each is designed to meet their needs.

Medicare Supplements and Advantages – 4hrs

Supplements or Advantage Plan, which is the best choice for your client?  What are the current issues with Medicare and how do they affect the public?  If an agent is working with this market, it is imperative that he/she stay current on the different plans available to their prospects.   Understanding Medicare is the key to understanding the Supplements, Advantage plans, drug plans and other programs available to today’s senior.  We will compare different options available to the consumer and how each is designed to meet their needs.

How Much Life Insurance – 4hrs

Life insurance is an important product that allows an individual to meet their financial responsibilities in the event of premature death.  We will look at what is happening in the life insurance industries.  What is the clients’ mindset towards life insurance and what is the need for the product?  We will also look at how does an agent come up with a recommendation that is right for the client.  How much is appropriate and what type of product.

Annuity Compliance Course – 4hrs

This class meets the States Annuity Compliance requirement.  The Equity Index Annuity is still considered a relatively new product in the history of insurance.  It has become a popular product among agents and their conservative clients.  With the many varieties on the market, how well is this product understood?  What dangers do the agents need to be aware of when presenting this product?  The better we understand the product, the better recommendation and explanation we can make.

Being Ethical in a Business Environment – 3hrs

Ethics are actions based upon the values that we hold important.  How strong are our values?  How do these values affect us in business?  What part do they play in our decisions with our clients, companies and the agencies that we represent?  The class will look at making ethical decisions and establishing an ethical work place as well as work procedures.

All Risk & What is Not Covered – 3hrs

“All Risk” is a very misleading term.  Does this Homeowners form provide for coverage on everything?  How does the client perceive this coverage?  Obviously a better term would be “Open Peril.”  But, what does this mean?  We will explore the coverages provided under the Special forms.  Most importantly we will look at the exclusions to see what is not covered.

Life Insurance Needs – 3hrs

The most important part of the life insurance sale is the beneficiaries.  Establishing the right designations and submitting it properly avoids future conflict and problems.  The agent needs to be aware of the different options available when assisting the client in submitting the proper wording.  We will look at the issues and concerns centered around establishing proper beneficiary designations.

Umbrella and Excess Liability Coverage – 3hrs

What is the importance of the “umbrella policy” to the client of the agent.  How do products on the market differ from one another?  What will the product cover and what will it not cover?  How do we best meet the underlying requirements of the umbrella policy?

IN Law and Regulations – 4hrs

To review some aspects of the licensing laws.  Understanding the licensing rules and responsibilities of the agent and agency towards those rules are critical to meeting the agents’ responsibility to the state, to their industry and mostly to their client.  Who should be licensed and when do they need to be licensed are questions that every agency faces at one time or another.  What is appropriate and what is not in the splitting of commissions and rebates.  Agents should have a clear understanding of their responsibilities and the potential consequences of not living up to their obligations to the industry.