Commercial Lines Seminars

This interactive, technical seminar, complete with workshops, will teach you all aspects of the Gross Earnings and Profits forms. Learn what to look for on an ‘income statement’ in order to establish amounts of insurance, as well as the basics of loss settlements and all other important features of the wordings.

Effective communication is not just words, and it’s not just part of what insurance brokers do. It’s everything we do, from discussing submissions and quotes to coverages and claims matters. In this seminar, you will examine interpersonal communication styles in an in-depth manner, all while considering common communication pitfalls that might be faced when you discuss insurance product issues with clients, underwriters, adjusters and colleagues. Through this session, you’ll learn how to communicate insurance matters more effectively in all commercial lines scenarios.

Natural disasters and man-made catastrophes can happen at any time. From earthquakes and floods to infernos and terrorist attacks, they present insurance brokers with a number of potential challenges. Are your commercial clients prepared to handle such emergencies? And, is your brokerage ready to handle a sudden large-scale crisis, including having to respond to a significant increase in loss reports and other operational challenges? In this seminar, you will learn how to assist your commercial clients in assessing the risks and responsibilities attached to disaster scenarios, what coverages they need to respond to them, and how to help them create emergency plans. You will also receive highly practical and valuable tips for creating an emergency plan for your brokerage. Be sure to attend this seminar to ensure that you and your clients are in a better position to carry on in the aftermath of any disaster.

In this half-day seminar, you will learn how to provide your clients with better service - and avoid E&O claims in the process - by better understanding their own contractual obligations, and therefore the risks to which their businesses are exposed. You will review leases, construction and other agreements, examine covenants to insure, other client contractual obligations to other parties, and consider the very latest word from the B.C. Court of Appeal (Kruger Products Limited v. First Choice Logistics Inc., 2013 BCCA 3, January 9th). You will also review property and liability policies and examine exclusion clauses regarding compliance with your clients’ contractual obligations and coverage of both contract and tort risks inherent to their businesses. The liability policies to be reviewed will include E&O, D&O and other specialized coverages, as well as standard CGLs.

This half-day seminar will emphasize the effects of crime losses on businesses. You will learn to identify which crimes present the greatest exposures and which crime coverages are the most optimal for various operations. The topics discussed will range from common crimes and basic coverages to hidden exposures and the more complex 3D policy.

In this seminar, you will take an in-depth look at the specific risks and hazards associated with commercial buildings and, in particular, areas of concern that involve loss control. The topics to be discussed will include: descriptions of various occupancies, hazardous areas associated with these occupancies and loss control practices that should be initiated to help mitigate future losses. Along the way, you will review commercial building insurance coverage, learn about general housekeeping issues, storage of flammable and combustible liquids, interior and exterior hazards, the importance of inspection, testing and maintenance on fire suppression equipment, emergency equipment and alarm systems and more. As an added bonus, you will look at the importance of developing a fully documented inspection program, which you can adapt for use with your commercial clients and underwriters

In this seminar, you will learn that managing the financial risk of contractors and project owners extends beyond insurance coverages. The discussion will focus on the benefits of bonding, from bid bonds to maintenance bonds, and the process of qualifying the contractor for bonding acceptance.

In this half-day seminar, you will identify directors’ and officers’ liability exposures, examine the insuring agreement and triggers for coverage, compare alternate wordings, decide which clients need and don’t need directors’ and officers’ liability coverage, and learn how to decide which policy is best for the client.

Today, underwriting submissions are mainly prepared and transmitted electronically. Despite this, the primary purpose of submissions is unchanged – you are looking for quick and favourable responses from underwriters. Just because you are now largely doing electronic submissions does not mean that standards can or should be lowered. To the contrary, electronic submissions are much harder to get right. This seminar will help you evaluate your current efforts and assist you in developing new techniques for getting your submissions to stand out from the competition.

Take a close look at recent legislation and legal decisions that may alter the commercial lines landscape. The discussion will encompass developments in warranties, advertising injury coverage, pollution exclusions and the doctrine of reasonable expectations

For many businesses, crime, especially crime due to employee dishonesty, is a greater loss exposure than the potential of fire loss. Employee dishonesty may not be discovered for several years, which increases the risk of serious financial consequences for an organization. It is for this reason that brokers must discuss this exposure with their commercial clients towards offering the most appropriate insurance protection, in addition to other security measures. In this seminar, you will learn how to use tools to identify this risk and to determine the best coverage options. Along the way, you will be exposed to employee dishonesty statistics for Canadian businesses and you will analyze example risks for better comprehension.

This seminar goes beyond the basics to explore initial, front-line assessment of small to medium-sized manufacturing risks. Increase your comfort in dealing with manufacturing clients through insight into manufacturing processes, the property and liability hazards involved, plus a review of suitable coverages to manage the risks and satisfy clients. Along the way, you’ll look at the unique hazards and insurance needs of metal fabricators, wood working shops, fiber glassing operations, spray painting operations, food production and more. Discussion highlights will include: cutting and welding hazards; compressed gas storage; dust collection systems; general housekeeping practices; isolation of potential risks and hazards; electrical and ventilation requirements; and underwriting concerns.

This seminar goes beyond the basics to explore initial, front-line assessment of small to medium-sized retail risks. Increase your comfort in dealing with retail clients through insight into various retail operations, the property and liability hazards involved, plus a review of suitable coverages to manage the risks and satisfy clients. Along the way, you’ll look at the unique hazards and insurance needs of retail stores, bakeries, dry cleaners, restaurants, bars and pubs, you-brew-it wine and beer stores, and more. Discussion highlights will include: fire hazards and protection systems; fridge/freezer failure / consequential loss; water damage potential; general housekeeping practices; isolation of potential risks and hazards; plumbing, electrical and ventilation requirements; and underwriting concerns.

This seminar is of particular benefit to new commercial lines brokers. You will gain the information and skills needed to properly analyze commercial risks, request quotations from insurers and complete a commercial lines application form. In Part 1, through case studies, quizzes and interactive online discussions, you will receive an introduction to risk management, explore the methods of risk assessment and analysis, undertake a risk assessment case study, and be introduced to the CSIO Commercial Application form. In Part 2, you will learn in detail how to use the CSIO Commercial Application as a risk assessment tool, and obtain basic skills to assess the liability exposures presented by a commercial risk. Please note that Part 1 is required before taking Part 2.

This seminar is of particular benefit to new commercial lines brokers. You will gain the information and skills needed to properly analyze commercial risks, request quotations from insurers and complete a commercial lines application form. In Part 1, through case studies, quizzes and interactive online discussions, you will receive an introduction to risk management, explore the methods of risk assessment and analysis, undertake a risk assessment case study, and be introduced to the CSIO Commercial Application form. In Part 2, you will learn in detail how to use the CSIO Commercial Application as a risk assessment tool, and obtain basic skills to assess the liability exposures presented by a commercial risk. Please note that Part 1 is required before taking Part 2.

Have you recently moved to the commercial lines side of the business? Join us for this two-part, informative and interactive web broadcast. During this program, you will be introduced to commercial liability exposures and to the Commercial General Liability (CGL) policy wording. You will also learn about the unique liability insurance requirements of commercial clients. By completing this two-part seminar, you will acquire the knowledge and skills you need to start your commercial lines career out on the right foot.

Have you recently moved to the commercial lines side of the business? Join us for this two-part, informative and interactive web broadcast. During this program, you will be introduced to commercial liability exposures and to the Commercial General Liability (CGL) policy wording. You will also learn about the unique liability insurance requirements of commercial clients. By completing this two-part seminar, you will acquire the knowledge and skills you need to start your commercial lines career out on the right foot.

Building contractors and sub-trades need coverages beyond the basics of tools and equipment and liability. There’s more to insuring course of construction risks and contractors’ liability. In this seminar, you will learn the ins and outs of builder’s risk insurance and other essential coverages, including Commercial General Liability (CGL) in ‘Wrap-up’ form.

In this seminar, you will explore more advanced business interruption exposures and insurance. The risks discussed include: contingent business interruption and supply chain risk, extra expense, delay in start-up, income risks for public sector and non-profit organizations, service interruption coverage, extended indemnity periods, exacerbated delays due to environmental risks and shortage of skilled trades, and income risks related to catastrophes. You will also examine insurance and surety products, such as credit insurance and bonds. This seminar will equip you with a “toolkit” for identifying often-overlooked business interruption risks and coverage solutions for them.

In this seminar, you will take an in-depth look at specific liability and associated risk concerns located in condominiums, apartments, schools, community halls and other risks. The topics to be discussed will include: descriptions of various activities and hazardous areas associated with these occupancies, loss control practices that should be initiated to help mitigate future liability concerns, and a review of key liability insurance solutions for these areas. Along the way, you will take a close look at the hazards associated with interior and exterior walkway areas, hallways and means of egress, playground and sports fields, swimming pools and hot tubs, fitness rooms and more. As an added bonus, you will look at the importance of developing a fully documented inspection program, which you can adapt for use with your commercial clients and underwriters.

Many brokers decide on a daily basis which business should go to their directly contracted markets and which should go to one of many Managing General Agents (MGAs). There are advantages and disadvantages of going with either. In this seminar, you will explore those advantages and disadvantages plus the many concerns and influences that determine and flow from such placement decisions. The topics discussed will include: the important role of MGAs, relationships versus products, and the efficiencies, capacity, commissions and influences on long term stability of choosing MGAs over the regular market.

Most commercial lines brokers are familiar with how basic property claims are adjusted, but many are unfamiliar with the intricacies and challenges of commercial casualty claims. In this seminar, become a better claims advocate for your commercial clients by learning about these issues. Become skilled at differentiating between common types of casualty claims, including bodily injury, personal injury, third party property damage, professional liability, D&O and more. Also learn how casualty claims investigations are properly undertaken, including how the claims practitioner determines how and when the “Duty to Defend” is triggered, the timeline for the investigation, how the information gathered from the insured eventually becomes the meat of a “Statement of Defense” or basis of settlement negotiation, case precedent research and much more. And, for hands-on, in-depth learning, you’ll examine some real claims examples and invented scenarios for in-depth analysis and discussion.

Most commercial lines brokers are familiar with how basic property claims are adjusted, but many are unfamiliar with the intricacies and challenges of commercial casualty claims. In this seminar, become a better claims advocate for your commercial clients by learning about these issues. Become skilled at differentiating between common types of casualty claims, including bodily injury, personal injury, third party property damage, professional liability, D&O and more. Also learn how casualty claims investigations are properly undertaken, including how the claims practitioner determines how and when the “Duty to Defend” is triggered, the timeline for the investigation, how the information gathered from the insured eventually becomes the meat of a “Statement of Defense” or basis of settlement negotiation, case precedent research and much more. And, for hands-on, in-depth learning, you’ll examine some real claims examples and invented scenarios for in-depth analysis and discussion.

This half-day seminar will show you how to generate more revenue from existing commercial accounts and how to minimize errors and omissions exposures by enhancing coverage already carried by the client. You will discover options for additional coverage that you may not have considered previously. Topics to be discussed include: business interruption options, property insurance endorsements and special coverages, boiler and machinery coverage, environmental coverages, fidelity and surety bonds, umbrella liability, employment practices liability, employee benefit liability, directors and officers liability, fiduciary liability, and aircraft and watercraft coverage. Case studies will help you to design insurance programs that minimize risk to the client and maximize broker revenue.