Collateral Determination
Dram Shop Liability
Enterprise Risk Management
Excel for Insurance Professionals
Insurance to Value and Adequate Limits of Liability
Reinsurance Arbitration
Sales Skills for the Insurance Professional

Advanced Reinsurance Concepts

PROGRAM
This one day workshop is designed for individuals who possess a basic understanding of the forms of reinsurance and related industry practices.
Participants will learn advanced concepts with respect to premium application, the processing of experience adjustments, loss and expense distribution
methods, and how a hypothetical insurance company's complete reinsurance program may be designed. The financial implications of reinsurance collateral,
and the market and regulatory status of reinsurers are discussed at length. Periodic interactive exercises are utilized to help reinforce learned concepts.
 

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Collateral Determination

PROGRAM
This workshop will cover loss-sensitive programs, focusing on how a company's financial strength and underwriting risk are evaluated, and how
collateral requirements are established. It will focus on the purpose of collateral and the measurement of underwriting risk. This will take the form
of an exposure analysis, and a discussion of the various factors involved in the evaluation. There will also be a review of the principles of financial
statement analysis, and the methodology for combining the underwriting and financial risk parameters into a program collateral requirement. A
discussion of collateral alternatives will be presented, as well as the principle of collateral stacking.
 

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Dram Shop Liability

PROGRAM
An overview of and strategies for investigating and defending a dram shop case including a discussion of issues pertaining to standards of proof,
documentation, and recent developments.
 

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Enterprise Risk Management

PROGRAM
This course is designed to provide brokers, risk management professionals, regulators, academicians, and risk management consultants with the
current industry trends as they relate to Enterprise-wide Risk Management. Students will be provided with the background on Enterprise-Wide
Risk Management and the basics of building effective Enterprise-wide Risk Management framework and architecture through the implementation.
 

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Excel for Insurance Professionals
 

PROGRAM
The objective of this session is to show some basic features and functionalities of Excel including short-cuts to assist users become more familiar with
MS Excel. It will provide an overview of the application; discuss navigation options, show data manipulation techniques (selecting, deleting, adding,
hiding, filtering, sorting, subtotal, grouping), data formatting, handling worksheet and workbook, creating charts, using functions, and hyperlinks.
These topics will be discussed in the context of some practical uses of MS Excel, such as gathering data for a pro forma for example, organizing data
to extract meaningful information, summarize data such as premium, losses, and expense in chart format for trend analysis or high-level presentation,
and performing some basic calculation for ratio analysis.

TOPICS
• Creating Workbooks
• Formatting Worksheets
• Functions

• Links
• Creating Graphs

FACULTY           Reena Patel, MBA
                              ACE INA

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Insurance To Value and Adequate Liability Limits

PROGRAM
This class takes an in depth look at insuring for the "worse case scenario" for both personal and commercial clients. A recent study indicates
that 47% of your clients are at least 27% underinsured. This class takes a look at the problems and the advice clients are given.
 

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Reinsurance Arbitration
 

PROGRAM
This class reviews the reinsurance arbitration process from demand to final hearing and confirmation. In addition to learning what to expect in an
arbitration, the class will explore the impact of decisions during the process on business relationships and legal strategy. The class will begin with
an overview of the arbitration process and potential issues. The class will then run through a series of mock issues to experience how matters may
play out in an actual arbitration.
 

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Sales Skills for the Insurance Professional
 

PROGRAM
Selling is a process and successful sales people master the process with a combination of skills, knowledge and techniques to attain their sales
objectives. This course covers every aspect of the sales process from the development of a sales plan to closing techniques providing you with
the tools you need to be a success sales person.

TOPICS
• Developing a Sales Plan
• The Value of Customer Profiles
• Prospecting Sources and Techniques
• Understanding Customer Needs
• The Sales Call
• Presentation Tips
• Overcoming Objectives
• Closing the Sale
• Creating Customers for Life

FACULTY           John McDevitt, CPCU
                              ACE USA

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