Course Discription

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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.

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.

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?

Personal Auto Policy: Future Industry Trends – 4hrs

The PAP is used more than any other policy sold in our industry.  Yet, with all the internet companies and crazy commercials, the consumer views it as a product that must be bought just to satisfy the state.  Consumers want to spend less and less time understanding their product and will not allow the agent to spend the time needed to explain the coverage.  Agents are making more decisions for the consumer and because of this, the agent must understand the coverage and its limitations.  Making good recommendations are critical with this product.  That means understanding the policy and the coverages provided.

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.

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.

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.

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.

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?

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.