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Ethics course

E & O course

Surplus Lines course

Workers Comp
& the Law in SC

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IIABSC Inclement Weather policy

For all education seminars except CIC institutes: 

If the public schools in the town where the IIABSC seminar is being held are only on a delay, then the IIABSC seminar will proceed with NO CHANGE in the time.

If the public schools are not open on that particular day, then IIABSC will notify the facility where the seminar is being conducted by 6:30 a.m. and let them know the status of the seminar.

PLEASE do not attempt to drive to a seminar if you feel the conditions are unsafe. IIABSC will refund your registration fee or transfer it to another seminar with no penalty, any time there is an inclement weather situation even if the seminar continues as planned.

For CIC institutes: In the event of inclement weather, a decision will be made regarding a scheduled CIC institute by 6:30 am on the morning of class. Information will be posted on the IIABSC web site, or participants can contact the hotel facility for updated information.

Course Descriptions:

AIAM - Associate in Insurance Account Management
Most of our designations focus on the importance of understanding the policy coverage we are offering our clients, but it is just as important in running a successful independent agency that agents know how to properly manage and service their books of business. Without proper account management, an agency’s retention level will decrease, their profits will decrease, and their E&O exposure will increase. Designed for account managers/executive, customer service representative and office staff, the Associate in Insurance Account Management (AIAM) designation is a comprehensive program that deals in the non-technical aspects of an insurance professional’s responsibilities. 

Designed for account managers/executive, customer service representative and office staff, to earn the AIAM designation candidates must attend six days of instruction, followed by a single open-book exam after all classes are taken. There is no time limit for completing the six days of study and classes may be taken in any order. Classes are currently offered in Columbia, Charleston and Greenville, see Education Calendar for details.

Day One
AIAM 110 – Understanding Insurance Consumer Needs
Examine how personalities affect the office, how to recognize your co-workers' and customers' personality and communications styles so that you can increase effectiveness in the service provided. 3 hrs. P&C

AIAM 120 – Best Practices in Customer Service  
Determine why service matters, and why it is never enough. Participants will learn how to build and maintain efficient and effective levels of service. 4 hrs. P&C

Day Two
AIAM 210 – Mastering Time   
Most of us need better control of your time. It is our most precious resource, but one that is often wasted. Participants will complete an in-depth time management profile and learn how to take better control of their time in order to be more productive both professionally and personally.  4 hrs. P&C

AIAM 220 – Organizational Workflow  
Organized and efficient workflow is essential to an agency's survival. Good workflows will protect against E&O, provide better service to insureds, and streamline processes. 2 hrs. P&C

Day Three
AIAM 310 – Negotiating Conflict  
Learn how to negotiate well with clients and co-workers. Determine how to prevent conflict before it starts, work well with others, and understand both sides of the story.  3 hrs. P&C

AIAM 320 – Professional Relationships in the Insurance Agency  
As an insurance professional, you make a difference to your clients, underwriters and co-workers. Learn how to develop relationships and how they improve the effectiveness and success of the agency.  3 hrs. P&C

Day Four
AIAM 410 – How Not to Get in Trouble With Your Mouth  
Errors and Omissions claims are on the rise, and often a claim occurs because an agency staff member said something, or explained something incorrectly. Learn how to reduce the chance of an E&O claim by analyzing the causes of loss and implementing changes to prevent loss.  4 hrs. P&C

AIAM 420 – The Write Stuff    
Proper grammar and style in the written (including emailed) is essential. Not only does it reflect the overall professionalism of the agency, but one wrong word or misplaced comma may give a written statement an entirely different meaning that the author intended. Hands-on work will help you write letters you can take back to the office and use. 2 hrs. P&C

Day Five
AIAM 510 – Regulation, Politics and Polish   
Our industry is one of the most regulated around, and many agents are not familiar with the laws that affect their very livelihood. Grassroots involvement in the political arena is also essential for today's insurance producers. Learn why involvement in political action is important and what the association does to advocate on your behalf. Also learn some of the important business etiquette skills that are crucial for today's professionals.  4 hrs. P&C

AIAM 520 – Leadership is Everyone’s Job   
Everyone needs to have basic leadership skills. Learn how the Best Practices materials go beyond supervision to show you how leadership can make a difference every day.  2 hrs. P&C

Day Six
AIAM 610 – Ethics: Yesterday, Today and Tomorrow   
Ancient philosophers like Aristotle and Socrates devoted much of their lives to the study of ethics. Today, we share these same philosophies and study ethics to enhance our lives both personally and professionally. This course will discuss not only where the study of ethics originated, but will review our current ethical situations, specifically what affects us as insurance professionals. We will review state and federal laws affecting our industry's ethical behavior, the costs of unethical behavior and the various approaches to ethical behavior. New case studies on current and relevant ethical issues will also be included. 3 hrs. Ethics.

AIAM 620 – Changing Attitudes/Creating Opportunities  
Learn how to keep your work fun and reduce stress while building your personal approach to account management. We will examine the various approaches to stress and how to determine which approach to use in each situation to reduce overall conflict.
2 hrs. P&C

Go to Education>Designation Certification for more information on AIAM
View Education Calendar for upcoming classes

Personal Lines Institute - CIC
Address the unique needs of individuals and their families and tackle the complexities of state-specific personal lines forms. Topics covered in this session include Personal Residential Coverages, Personal Automobile Coverages and Personal Umbrella/ Excess Coverages. Additional topics may include Watercraft Coverages, Rental Car Coverages, Flood, Home-based Business, Condominiums, Mobile Home Coverages, Personal Lines Case Study, No-fault Auto, Personal Lines Catastrophe Coverages, Wind Pools and Specific State Exposures/ Innovations/ Coverages.

Commercial Casualty Institute - CIC
Explore casualty exposures and become familiar with important coverages. Topics covered in the session include Commercial General Liability, Excess Liability/ Commercial Umbrella Coverages, Workers Compensation and Business Automobile Coverages. Additional topics may include Professional Liability Concepts, Employment-Related Practices Coverages, Garage Insurance, Additional Insureds, Fiduciary Liability, Cyberliability and Specific State Exposures/ Innovations/ Special Coverages.

Commercial Property Institute - CIC
Innovative ways to maximize coverage for various types of commercial property accounts. Topics covered include Commercial Property Coverages, Commercial Property Endorsements, Commercial Property Causes of Loss Forms, Commercial Inland Marine Coverages, Time Element Coverages and Businessowners Policies. Additional topics may include Difference in Conditions, Crime, Commercial Property Case Study/ Risk Management, Equipment Breakdown, Flood, EDP Coverages, Other Inland Marine, Construction Occupancy Protection Exposures (COPE) and Specific State Exposures/ Innovations/ Special Coverages.

Life & Health Institute - CIC
The institute will provide the basic, essential background, knowledge and confidence to succeed in this market. Topics covered include Life Insurance Concepts, Health Insurance Concepts, Disability Income and Long-Term Care Insurance, Applications of life and disability income insurance to business needs, Planning for Personal Needs and Annuities. Additional topics may include Retirement Planning, Medicare/ Medicare Supplement/ Medicaid, Financial Planning, Estate Planning, Retirement Planning, Implementing Life and Health in an agency and Specific State Exposures/ Innovations/ Special Coverages.

Agency Management Institute - CIC
This institute covers the important internal operations necessary to successfully run an agency in today's business world. Topics covered may include Agency as an Organization, Financial Analysis and Agency Value, Managing an Agency's Book of Business I - New Business, Managing an Agency's Book of Business II - Retention, Human Resources, Agency Productivity and Effectiveness and Legal & Ethical responsibilities. Includes 4 hours of SC Ethics CE credit, which fulfills the biennial Ethics requirements for South Carolina licensed agents. 

Go to Education>Designation Certification for more information on CIC
National Alliance for Insurance Education & Research web site  
View Education Calendar for upcoming classes

CISR - Certified Insurance Service Representative
The CISR programs focus on detailed policy analysis and understanding of coverages. Join the many thousands of insurance professionals who have already experienced the benefits, such as:

• Current, practical up-to-date information you can apply immediately in your day-to-day interactions with customers.
• Complete knowledge of risks, coverages and exposures that helps to make you a truly superior insurance service professional
• Cross-selling and account rounding skills to complement your core understanding of risks and exposures.
• One-day classroom agendas or self-paced online agendas for a convenient, cost-effective way to meet your ongoing CE needs.
• An affordable registration fee that includes the course outlines and policy forms.

These excellent programs will enrich your career, extend your knowledge and immeasurably increase the satisfaction that comes from doing a great job. For today's customer service representative, it's an exceptionally rewarding opportunity.


To get your designation, complete and pass the final exam of any five of the nine course offerings:

Commercial Lines Courses

COMMERCIAL CASUALTY I

• Essentials of Legal Liability
• CGL Introduction
• Commercial General Liability Coverage Parts
• CGL Other Provisions
• Additional Insureds

COMMERCIAL CASUALTY II

• Business Auto Exposures and Coverages
• Workers Compensation & Employers Liability Insurance Policy
• Commercial Umbrella and Excess Liability Policies

INSURING COMMERCIAL PROPERTY

• Fundamentals of Commercial Property Insurance
• Building and Personal Property Coverage Form
• Causes of Loss Forms
• Basics of Time Element Insurance
• Basics of Commercial Inland Marine Insurance

Personal Lines

INSURING PERSONAL AUTO EXPOSURES

• Introduction to the Personal Auto Policy
• Liability Coverages
• Medical Payments Coverage
• Uninsured/Underinsured Motorists Coverage
• Coverage for Damage to Your Auto
• Provisions

INSURING PERSONAL RESIDENTIAL PROPERTY

• Introduction to the Homeowners Policy
• Homeowners Policy Section I
• Homeowners Policy Section II
• Tenants, Unit-Owners, and the Dwelling Policy

PERSONAL LINES MISCELLANEOUS

• Watercraft Exposures & Coverages
• Recreational Vehicles
• Business Activities of Personal Lines Clients
• Personal Umbrella/Excess Liability

  Related Professional Topics  

AGENCY OPERATIONS

• Legal & Ethical Requirements
• The Insurance Agency
• The Insurance Industry and Marketplace
• Communication
• Agency Workflow
• Account Management
• Errors & Omissions

LIFE & HEALTH ESSENTIALS

• Introduction to Life Insurance
• Term Insurance
• Permanent Life Insurance
• Health Insurance Concepts
• Regulation & Consumer Driven Plans

ELEMENTS OF RISK MANAGEMENT

• The Risk Management Process
• Risk Terms
• Risk Identification
• Risk Analysis
• Risk Control
• Risk Finance
• Risk Administration

Go to Education>Designation Certification for more information on CISR
National Alliance for Insurance Education & Research web site
View Education Calendar for upcoming classes

CISR Updates:



Agency Management-Based Ethics 

This is not your usual E&O and Ethics course.  Rather than focusing on what you're doing wrong, this program deals with structuring your agency in a way that will reduce the likelihood of having an E&O claim while firmly establishing proper ethical standards.  We will address some issues every organization needs to face such as: Agency Culture, Management Styles, Policy and Decision Making, Team Building and Ethics Through Transparency.


By establishing a proper culture within the agency, managing E&O exposures and setting professional ethical standards becomes much more efficient and effective.  

This course will meet the required 3 hours of Ethics CE required by the SC Department of Insurance for all agents who are required to complete continuing education. 

View Education Calendar for upcoming classes. Also available as a webinar in 2012.

Errors & Omissions - Risk Management: a Practical Guide
This is an updated course from Westport. The E&O Risk Management seminar, free to all IIABSC members, examines the main causes of E&O losses and offers practical steps agency employees can take to prevent them. The duties of insurance agents and applicable state laws will be discussed, along with the client life cycle, documentation recommendations and pitfalls of specific coverage types.  Required course for Westport 10% loss control credit. 8 hours P&C or L&H credit.

View Education Calendar for upcoming classes

Surplus Lines Markets & Practices in SC (Brokers Exam Review)

This class is a great way to prepare to take the SC Brokers License exam, but it is also a valuable course for anyone who works with surplus lines. It will discuss the licensing and regulation requirements in SC, the authority of brokers, surplus lines coverage characteristics, unfair trade practices, non-admitted markets, fee and tax requirements and common E&O pitfalls in dealing with surplus lines. Filed for 6 hours of CE credit.

All individuals must pass a licensing exam to obtain their Brokers license. This course is designed to help you prepare for the exam.  You must register with the exam administrator in order to take the exam. Instructions will be given during class.

View Education Calendar for upcoming classes

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS
Jerry is CEO of Insurance Litigation Counselors and Ed Trak Insurance Seminars, providing litigation support, expert witness services, consulting in agency management, marketing, training and errors and omissions management.  He is considered one of the industry's most dynamic and creative marketers.  He is a strong advocate of continuing education and earned his CIC designation in 1983 and has been a member of the The National Faculty for the Society of Certified Insurance Counselors since 1986.  He earned his Bachelor of Science degree from Brennau University in Gainesville , Ga and a Doctor of Jurisprudence from John Marshall University School of Law.

Jerry has addressed insurance groups in all 50 states, Puerto Rico and the Virgin Islands. He received his Certified Insurance Counselor designation in 1982.

In addition to teaching, consulting and working with the legal profession, Jerry is currently the Education Consultant for Insurance Agents & Brokers.  He works with the CISR, CIC and Continuing Education programs.

Contact IIABSC's Education Department for more information on any of these courses.
information@iiabsc.com