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Ketterman

ELKINS — Lindsay L Ketterman, Customer Service Agent of Pioneer Insurance Agency, Inc of Elkins recently was awarded the designation of Certified Professional Insurance Agent (CPIA), a professional designation conferred by the CPIA Program Office.

Lindsay successfully completed three CPIA Seminars as well as the course review required for each. The CPIA designation stands for professionalism, commitment to sales training and results, and technical knowledge.

The designation does require an annual continuing education update.CPIA Seminars have been rated very highly by both insurance agency sales support staff who have taken them and by participating company representatives. The interactive one-day format and affordable cost to attend each module has made these Seminars particularly useful and popular.Position for Success (CPIA 1) participants focus on internal and external factors affecting the creation of effective business development goals.

Factors discussed include:

• current state of the insurance marketplace;

• competitive pressures;

• insurance carrier underwriting criteria; and

• consumer expectations.Implement for Success (CPIA 2) During this workshop, participants learn:

• specific tools for analyzing consumer need;

• how to utilize risk identification techniques to gather pertinent prospect information;

• skills necessary to assimilate information gathered into customized coverage recommendations;

• how to prepare a complete submission; and

• tips for preparing and presenting a comprehensive insurance proposal. Sustain Success (CPIA 3) This workshop focuses on fulfilling the implied promises contained in the insuring agreement.

Participants will:

• review methods of providing evidence of insurance coverage;

• discuss policies and procedures for controlling errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints; and

• learn how to calculate the lifetime value of a client and techniques for generating referrals.

The CPIA Designation Program is the only program dedicated solely to recognizing training and service quality among property and casualty insurance personnel. The mission of the CPIA Program is to improve the selling skills and insurance knowledge of its members by upgrading professionalism through information and education, which will result in providing better service to the insurance-buying public.