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CPIB Courses - Chapter Objectives

Law & Ethics
Claims Management & Administration
Advanced Personal Lines
Advanced Commercial Lines

Law & Ethics

Chapter 1 - Basic Law Business Law

  • Understand the role of law in society and business
  • Understand the forms pf business organization recognized at law
  • Develop a basic understanding of contract law
  • Develop an understanding of tort law

Chapter 2 - Professional Ethics I

  • Recognition of the fact that many business decision, especially at managerial levels, involve ethical consideration
  • Realization that decisions made by employees will contribute to an organization's ethical environment internally, and its reputation externally, and that these factors have a powerful impact on business success
  • Understand various approaches to ethics
  • Discern appropriate responses or actions
  • Accept responsibility for the consequences of choices

Chapter 3 - Professional Ethics II

  • Identify competing ethical models within a single brokerage
  • Identify personal values and ethics
  • Learn transition management skills
  • Understand the importance of self-leadership
  • Realize that decisions made by employees will contribute to an organization's ethical environment
  • Utilize intuitive, imaginative, and emphatic skills to think more vigorously about these ethical dilemmas
  • Identify moral values and clarify priorities
  • Discern appropriate responses or actions

Chapter 4 - Insurance Brokers as Professional at Common Law

  • Examine and understand the extensive common law position concerning the broker's duties, responsibilities and obligations throughout the insurance transaction
  • Identify the broker's potential legal liability and ethical obligations throughout the insurance transaction
  • Demonstrate how the effective use or risk management methods, designed to avoid error and omissions claims and ethical dilemmas, result in good customer service and enhance customer loyalty and retention

Chapter 5 - Developing a Risk Management Strategy for Professional Liability

  • Analyze a broker's duties and legal obligation in the claims process; to insurers; to third parties
  • Review the concept of broker liability and consider defenses to it
  • Examine 'errors and omissions' prevention tips and illustrate the pitfalls of inadequate 'errors and omissions' practices
  • Review the role of professional development and leadership as a risk management strategy
  • Introduce a general overview of the litigation process
  • Learn how to provide input and become involved in developing the brokerage's ethical values
  • Demonstrate how the effective use of risk management methods results in good customer service and enhances customer loyalty and retention

Chapter 6 - Corporate Law

  • Understand the legal existence and nature of the corporation
  • Understand the role of directors, officers and shareholders
  • Appreciate the liabilities and obligations of directors, officers and shareholders
  • Deal effectively with corporations vis-├áis ethical and legal obligations

Chapter 7 - Brokerage in Business Insurance Brokerages and Business Contracts

  • Identify the main contracts in the brokerage
  • Understand the main elements of commercial leases
  • Understand from a legal point of view the relationship between insurers and brokerages
  • Identify ethical issues arising from business contracts

Chapter 8 - E-Commerce, Privacy Rights, Legislation and Practice

  • Consider the implications of e-commerce in the brokerage and society in general
  • Review the Canadian Statute and common law relating to privacy issues
  • Identify the implications of technology on evolving privacy issues
  • Review the legitimate information needs of brokers and insurers
  • Identify privacy issues and solutions in the workplace
  • Demonstrate the need for the development of a brokerage email policy
  • Review the broker's duty of client confidentiality

Chapter 9 - Employments Contracts: The Employment Relationship

  • Understand important employment contract terms and conditions
  • Identifying the legal and ethical obligations of employers and employees
  • Review the duties and obligations of departing employees
  • Review the legal issued associated with non-solicitation, confidentiality, and non-competition covenants
  • Analyze and understand fiduciary duties and obligations

Chapter 10 - The Employment Relationship and Termination

  • Identify the legal and ethical obligations of employers and employees
  • Highlight the significance of employments standards legislation
  • Identify the legal and ethical issues associated with sexual harassment in the workplace
  • Review the concept of vicarious liability and its relevance on the employment relationship
  • Analyze the employer's and employee's ethical and legal duties once the employment relationship ends

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Claims Management & Administration

Chapter 1 - The Brokerage and Claims Management

  • Understand the legal and practical responsibilities of the broker in claims management
  • Appreciate the impact of good claims management
  • Understand the procedures of brokerage claims management
  • Discover how to add value through the claims process
  • To understand the proper use of technology in claims

Chapter 2 - The Human Experience of Claims and Communication

  • Develop greater insight and corresponding skills for active listening
  • Understand the role and implementation of empathy
  • Develop an appreciation of the psychology of loss
  • Appreciate the complexities for the sources and explanations for human behavior
  • Implement cognitive methods in dealing with claims

Chapter 3 - Responsibilities and Rights of the Insured

  • Learn client advocacy role where the insurer has denied coverage
  • Explain to a client the limitations of coverage at the point of sale
  • Understand insurer approaches in interpreting coverage for claims and explain rationale to client
  • Influence the expectations of the insured in respect to recovery under the insurance contract
  • Advise the insured on reporting of claims to appropriate insurers
  • Avoid potential Errors and Omissions claims

Chapter 4 - Responsibilities and Rights of the Insurer

  • Demonstrate an understanding of insurers rights and duties in first party losses
  • Review the principles of policy interpretation
  • Understand valuation issues in the claims process
  • Identify and understand the insurers right to subrogation and salvage
  • Understanding of insurer's rights and duties in third party losses

Chapter 5 - Responsibilities and Rights of the Public

  • Review the public obligation to report fraudulent claims
  • Assess the impact of fraudulent claims on the industry and society
  • Understand the responsibilities and rights of company and independent claims adjusters
  • Review the professional accountability of claims adjusters
  • Follow the role of the professional broker in this aspect of the claims process

Chapter 6 - Claims by Assignees and Third Parties The Claims Process and the Legal System

  • Understand the legal issues on assignments of contracts
  • Appreciate the policy considerations on assignment of insurance contracts
  • Decipher common types of assignments
  • Understand issues governing insurable interest
  • Understand how multiple insurers deal with claims
  • Appreciate the role of judgment creditors

Chapter 7 - Bad Faith and Punitive Damages

  • Understand the nature and scope of punitive damages in the insurance context
  • Review the doctrine of Good Faith
  • Learn to distinguish the concept of waiver from estoppel
  • Understand the connection between proof of loss forms, forfeiture, waiver and estoppel

Chapter 8 - The Legal System and Claims

  • Understand how a civil action is conducted
  • Appreciate the role of courts in developing insurance law
  • Understand the sue of judicial discretion in claims
  • Review judicial discretion in property-casualty claims
  • Review judicial discretion in automobile insurance claims

Chapter 9 - Alternative Dispute Resolution and Claims: A Broker's Perspective

  • Demonstrate an understanding of ADR principles
  • Understand how brokers can use an ADR framework to advance their client's interest in the claims process
  • Identify the key features of an effective dispute resolution system
  • Review industry dispute resolution models
  • Identify the need for reform in dispute resolution methods and systems

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Advanced Personal Lines

Chapter 1 - Building Self-Confidence

  • Outline the history of insurance
  • Explain the impact of a positive attitude on sales and customer service
  • Explain how to use time management to enhance customer relations
  • Construct a time management program for his/her use
  • Explain the impact that first impressions can have on customer service

Chapter 2 - Selling to Your Prospect Profile

  • Outline the difference between selling and buying
  • Explain how demographic and geographic criteria may be used to profile clients
  • Outline the steps in the selling process
  • Distinguish the difference in questioning techniques
  • Explain the impact that continued customer service can have on sales

Chapter 3 - Beyond the Insurance Bureau of Canada (IBC) Residential Forms

  • Compare the definitions between insurance companies using the IBC wordings and those insurance companies who use their own wordings
  • Explain how insurance companies modify various IBC Residential Forms
  • Produce a chart to illustrate the similarities and differences in the Special Limits of Insurance among difference insurance companies in a broker's office
  • Paraphrase the various Extensions of Coverage available in the marketplace
  • Design a residential policy best suited for a client's requirements
  • Prepare an underwriting guide to be used in a broker's office

Chapter 4 - Beyond the IBC Residential Liability Forms

  • Compare the definitions between insurance companies using the IBC #1154 wording and those insurance companies who use their own wordings
  • Explain how insurance companies modify the IBC #1164 wording to either broaden or limit the coverage provided
  • Compare the insurance agreement of the primary policies and that of an umbrella liability policy
  • Explain the relationship of primary policies to umbrella policies

Chapter 5 - Seasonal and Secondary Residences

  • Compare the coverage between insurance companies using the IBC seasonal wording and those of insurance companies who use their own wordings
  • Explain the different ways insurance companies modify the IBC seasonal wording
  • Explain the various wordings available to insure secondary residences
  • Explain how insurance companies avoid duplication of coverage when using a broader residence wording

Chapter 6 - A Home Based Business

  • Identify the extent of coverage for property and the restrictions in residential wordings for home-based businesses
  • Identify the extent of coverage for liability and the restrictions in residential wordings for home-based businesses
  • Outline the base coverage provided on most home-based extensions
  • Prepare an underwriting guide for home-based business to be used in a broker's office

Chapter 7 - Travel Insurance

  • Explain the importance of why clients should carry travel insurance policies when they travel in Canada or abroad
  • Compare the coverage between insurance companies using different insurance wordings for travel insurance policies
  • Explain the various unique terms used in travel insurance policies
  • Explain how insurance companies avoid paying duplication for benefits when other insurance plans are in effect
  • Explain to a client why some activities are not covered by travel insurance policies

Chapter 8 - Section 1 - Risk Management in Personal Lines

  • Explain the function of the Risk Management process
  • Explain various methods to identify and analyze loss exposures
  • Produce a chart to compare the frequency and severity of various losses faced by a client
  • Produce a flowchart to identify a particular loss exposure that may be faced by a client
  • Explain the alternative techniques available for treating loss exposures
  • Distinguish between risk control and risk financing

Chapter 8 - Section 2 - Underwriting

  • Explain the concept of homogeneous exposures
  • Explain what is meant when a market is inelastic
  • Explain the role and goal of an underwriter
  • Outline the different residential classifications
  • Outline how different perils impact on an underwriter

Chapter 9 - Case Studies

  • Apply the information studied in the previous chapters to real life situations

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Advanced Commercial Lines

Chapter 1 - Property

  • Assess the level of exposure for various types of property risk
  • Evaluate the risk from an underwriting viewpoint
  • Assist the customer in understanding the risk
  • Add perspectives on loss prevention and risk management
  • Advise the client about methods to determine insured values

Chapter 2 - Liability

  • Understand the coverage provided in the General Liability policies currently in use by various insurers
  • Assess the level of exposure for various types of liability risks
  • Evaluate risk from an underwriting viewpoint
  • States what exposures and operations are excluded from General Liability policies
  • Relate what coverages are available be extension or through other forms of liability insurance
  • Assist customers in understanding their liability risk exposures
  • Add perspectives on loss prevention and risk management
  • Present the risk to underwriters

Chapter 3 - Miscellaneous Coverages

  • Assess the risks associated with Equipment Breakdown and make appropriate coverage recommendations for various types of clients
  • Understand the need for Errors and Omissions Insurance and advise clients of the terms and conditions of this coverage
  • Consider the affect a pollution or environmental accident can have on a client, and make recommendations for the ongoing management of those risks

Chapter 4 - Financial Analysis

  • Recognize the set of reports that comprise financial statements
  • Understand the components of the various financial statements
  • Gain an understanding of the value and meaning of ratios in determining the financial health of a business

Chapter 5 - Financial Applications

  • Apply financial analysis concepts with respect to the various coverages
  • Understand the critical elements of each type of coverage
  • Present coverage features to clients and prospects
  • Prepare effective underwriting submissions

Chapter 6 - Emerging Coverages

  • Assist clients with identifying and reducing risk exposures
  • Review coverages and identify coverage gaps . particularly with respect to pertinent clauses

Chapter 7 - Risk Management

  • Assess a risk
  • Design and present a risk management program, including risk identification, loss prevention and risk transfer

Chapter 8 - Proposals and Presentations

  • Write a proposal
  • Prepare and deliver and oral presentation
  • Produce an underwriting submission

Chapter 9 - Sales

  • Understand the sales process
  • Appreciate the importance of building a relationship with your clients
  • Negotiate with underwriters, clients and prospects with confidence
  • Utilize various types of questions effectively
  • Know when and how to seek commitment from your clients and prospects

Chapter 10 - Account Management

  • Understand different relationship levels and what it takes to progress through them
  • Differentiate between those accounts worth quoting and those that are not
  • Recognize sales beliefs, consider their affects and move beyond the influence
  • Make more effective use of client meetings
  • Understand where time is best spent

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