2017 Convention Class Descriptions

Katie Linder from Safeco

Enhancing the Insurance Conversation

Objectives:

-Recognize opportunities to cross sell

- Define the difference between value and price

-Recognize how to become an advocate of “Value”

-Name the steps in the objections resolution process

-Describe the Millennial generation and its challenges

-Identify your personal communication style and the style of others

-Define the four types of communication styles

Description:

This is a great course for those that know insurance, but have never stopped to think about the mechanics of a sales transaction. Kathryn Linder, Liberty Mutual marketing GURU is here to give you the tools you need to compliment your expert insurance knowledge - with expert sales techniques. This unique sales course introduces a5 Step program thatgives you the skills to identifying your communication style, and that of your clientsand use this to help you solve sales objections. You’ll master the UPSALE and Value vs. price selling, and there’s even a study on sellingto the Millennial Generation.

Manuel Barbosa from Safeco

Online Technology and Workplace Considerations in the Millennial Era

Objectives:

-Understand why secure websites are good for business

-Know how to reduce website E&O exposures

-Be prepared to avoid pitfalls with today’s many communications platforms

-Have information to craft an effective agency social media policy

-Be able to handle online reviews

Description:

Do you miss the easy old days- when having a giant yellow page advertisement amounted to an entire marketing campaign? Today- agency marketing starts with the internet. Understanding the purpose and possibilities of your web page and social media platforms is important. Do you have the tools to craft an effective social media policy for your agency? Do you know the best ways to avoid E&O exposure from your web presence, or the best way to handle online reviews? Manuel Barbosa from Safeco is here to tell you how to avoid the pitfalls of, and flourish in the digital age of agency marketing. This class will knowledge you up. Don’t miss it.

Margaret Varlamos with Insurance Consultants of Alaska

Ethics

-Be prepared for ethical dilemmas

-Provide examples of ethical lapses

-Fulfill the 3 hour Ethics requirement in order to maintain an insurance license

-Engagement of participants in hypothetical ethical situations and review responses

-Have a good time while doing it!

Jazmin Smith- The Business Boutique

Entities Class

-Basics of Limited Liability Companies

-Basics of Corporations

-Comparison of these types of Entities

-Tax benefits and applications

Mark Hewitt with Western National Insurance Group

An Introduction to Commercial and Contract Surety Underwriting

Objectives:

-Introduction and Surety Basics

-Surety in Today’s Society

-Surety versus Insurance

-Types of Commercial Surety Bonds

-Major Elements of a Bond Form, Hazards and Additional Causes (Fixed Penalty versus Open Penalty Bonds), Continuous versus Term, Cancelable, Claims Trials, Cumulative Liability, Forfeiture Clauses, Third Party Liability

-License and Permit (Compliance, Public Safety, Public Protection, Financial Guarantee)

-Miscellaneous Bonds

- Public Official

-Federal Bond Forms

-Court Bonds- Part I- Judicial Bond Forms and Underwriting

-Court Bonds – Part II- Fiduciary Bond Forms and Underwriting

-Introduction to Bid, Performance and Payment Bonds

-Introduction to Underwriting Character, Capacity, Capital and The Contract

Description:

This course is designed as an introductory course to commercial and contract surety bonds in Alaska for insurance agents, C.S.R.’s and other agency personnel interested in learning about commercial and contract surety bond forms and underwriting techniques. This course will describe the various types of commercial surety bonds including license and permit, miscellaneous, public official, court, probate and various federal bonds. The course will also give a brief overview on Bid, Performance and Payment Bonds and the 4 “C”S of underwriting character, capacity, capital and the contract. Throughout the course we will study various bonds common to Alaska as examples of the types of surety bonds.