2022 Annual Convention Sessions

Upon completing this course, participants will be able to: Distinguish between risk management and insurance management, Define risk, Understand the tools available to treat risk, Adopt a risk management approach when dealing with farm and agribusiness clients, Apply the rules of risk management, Identify specific risk management issues and challenges for farms and agribusiness operations, Review the various 'side businesses' that our accounts get involved in and how those challenge our coverage options.

Errors and omissions by an insurance producer can be extremely costly and damaging to the producer's professional reputation. This course is designed to help you prevent many types of errors and omissions involving miscellaneous personal lines coverages. The verb 'prevent' is used here in the risk management sense. Loss prevention seeks to reduce the frequency or likelihood of claims. This course examines personal coverage gaps and insurance options in these four categories: Alternatives to the homeowners policy, specifically dwelling insurance, farm insurance and mobile home insurance Business and professional exposures, with emphasis on home-based businesses Motor vehicle exposures, including motorcycles, golf carts, motor homes and others Watercraft and aircraft, including discussions of hovercraft and drones

There is no question that change is happening at record pace, what are you doing to evolve and change with it as an organization? We will explore how other industries as well as some agencies have evolved given the rapid change we face in all aspects of our lives. Customers, carriers and our staff all have different expectations, and our organization need to continue to evolve to meet and exceed those expectations. Data, technology and relationships are the key to the agencies of today and tomorrow!

Farm/Ag accounts have coverage options that are available to other commercial insureds, but using a different set of forms. We review these ISO forms as they relate to Farm/Ag exposures and some of the endorsements available for coverage modification: Equipment Breakdown Protection Coverage Form EB 00 20 01 13, Equipment Breakdown Protection Coverage (endorsement) FP 05 60 04 16, Livestock Coverage Form FP 00 40 04 16, Mobile Agricultural Machinery & Equipment Coverage Form FP 00 30 04 16.

Business Income (BI) is the most important property coverage available. Businesses exist to make money; without income, the business ceases to exist. BI insures there is a flow of income until the business is once again operational. In this session attendees learn the key concepts surrounding business income; with these concepts, insurance practitioners are better prepared to advise their clients and develop the correct business income coverage plan. In this session students learn: • The Four KEY Business Income Concepts; • How to Complete the Business Income Worksheet; • Calculating Limits; • The Difference between Insurable and Compensable Business Income; • The Need for Extended Business Income Coverage; and • The Importance of Managing the Dependent Property Exposure

This course consists of 15 Personal Auto and Homeowners coverage questions. The questions are taken from actual claims situations. Students will answer the questions using the ISO Personal Auto Policy and the ISO Homeowners HO 00 03 Form and appropriate endorsements.

The topic of Hemp has been much talked about for the past three years or so. Some tout it as the 'next best crop' for our farm owners and producers...others see it as a gateway to cannabis production and related drug issues. Neither is probably true. So we will look at what it can do, can be used for, what it is and is not, and how it can affect the farmer...positively or not.

Insurance is simple in its purpose but complicated in its design because insurance and especially the insurance policy is based on the law of contracts. To understand insurance requires understanding contracts and the law of contracts. Reading a contract is a learned talent, either accidentally learned or purposely learned. The first part of this session guides students through a purposeful methodology designed to make insurance contract interpretation easier. Part two of this session focuses on the improper and proper method for extending insurance protection from the business auto policy (BAP) for a personally-owned auto. Although a personally-owned auto is more appropriately insured on a personal auto policy (PAP), there are situations where the BAP is acceptable. But certain steps must be taken from an insurance perspective to close unintended gaps. The final part of this session focuses on Part II of the workers’ compensation policy, Employers’ Liability coverage. Some agents ignore this coverage as a “throw in” to the work comp policy; nothing could be further from the truth. Employers’ liability is an extremely important, gap-filling coverage. When this is understood, you will never look at this coverage the same again.

This course will discuss some emerging issues which will change the way we look at our customers’ insurance programs. The topics will include drones (both personal and commercial exposures), the “sharing economy” (ride sharing, car sharing and home rental), the “where you reside” issue, and “host liquor” liability.

It happens to the best of Account Managers – you have every intention of getting all incoming work processed every day, but no matter how hard you try, you still get behind. And, unfortunately, once you fall behind you may get even further and further backlogged with each passing day. Well, it doesn’t have to be that way! Our simple, proven system of desk management will get you caught up and keep you caught up forever! In fact, we’re so confident that we even call it CaughtUP!

This class reviews the various renewable energy options available to our farm and ag accounts. We examine the benefits and challenges of the increased use of wind, methane, solar & biomass on the farm. What are the risk management considerations & insurance issues for these energy options. Finally, what are the potential losses arising from these new(er) technologies?

Without using hyperbole, thousands of certificates of insurance (COIs) are issued every day, and again without hyperbole, most of them are issued improperly. In fact, your agency may have issued an improper certificate as recently as this morning. What is it about COIs that can get an agency in trouble? If there were just one or two things, it would make your job a whole lot easier, but in reality, there are about 27 different ways a COI can get you in trouble. OK, so 27 isn't an exact number, but you get the idea. A 'simple' COI is a potentially dangerous weapon that can be used against your agency. This session digs into the possible dangers of COIs and answers questions such as: • What is the problem with issuing a COI with no holder? • Should the COI include all the requested Additional Insureds? • Who should produce the COI? • What wording should NEVER be used on a COI?

Who needs a personal umbrella policy? What limit should I write? What’s the difference between an umbrella and an excess policy? How can an umbrella provide “implied” coverage? The personal umbrella is a much-needed, and often undersold, policy. Learn why everyone needs an umbrella. This course will review personal umbrella policies and important items to consider.

We mean well. Every agency has institutionalized certain tasks that we believe truly add value for our agency’s clients. But in reality, many of these practices are inefficient at best and may even lead to increased E&O losses at worst. Discover what some of these “worst practices” are and how eliminating them will increase your agency’s productivity, reduce E&O exposures and provide better service to your customers.

Cyber is all around us...in the news, in our email inboxes, challenging our customers, the lead story in many publications. But what does an agent/broker need to understand so that they can educate their clients on the need for - and the reasons for - this vital insurance need.

This course will deal with rental car exposures. The discussion will include a review of rental contract terms, coverage on the ISO Personal Auto Policy, possible credit card coverage, and questions an agent should ask when customers ask coverage for renting a car.

Every independent agency provides excellent, reactive customer service. After all, that’s why we exist. But are we truly enhancing the customer experience by delivery outstanding, proactive service? By utilizing a Risk Management approach, we will discuss how we can reverse this process and get our customers saying “WOW” whenever they interact with our agency.