Virginia

GROWTH Revenue Strategy Series
2026-07-09 12:00 - 13:30, 2026-06-11 12:00 - 13:30, 2026-05-14 12:00 - 13:30 UTC
GROWTH Revenue Strategy Series
Revenue Strategy, Pipeline Discipline, and Market Positioning for Producers and Agency Leaders
The GROWTH Revenue Strategy Series is a six-part virtual program designed specifically for insurance producers and agency leaders who are committed to building sustainable, profitable growth in today’s competitive market. Over six consecutive months, participants will move through a structured progression—from generating new opportunities and strengthening prospecting discipline to maximizing revenue through cross-selling, winning and retaining clients in a hard market, sharpening niche positioning, improving pipeline accountability, and leveraging technology to accelerate performance. Each session combines practical strategy with real-world application, equipping attendees with the frameworks, metrics, and leadership discipline needed to drive consistent revenue growth and long-term market differentiation.
G – Generate Opportunities: Prospecting Strategies for Independent Agents in 2026
R – Retain & Round: Cross-Selling & Account Rounding to Maximize Revenue
O – Own Your Value: Winning & Retaining Clients in a Hard Market
W – Win Your Niche: Positioning Your Agency as a Specialist
T – Track the Pipeline: Managing Producer Activity, Metrics & Accountability
H – Harness Innovation: Using Automation and Digital Tools to Accelerate Sales Growth
Other Sessions:

May 14
June 11
July 9
August 13
September 10
October 15

Hosted by Jen E. Miller, CEO of POWER Sales & Strategy

E&O Risk Management: Coverage Essentials: Understanding Commercial Property Gaps and Knowing How to Fill Them (Webinar) 07/08/2026
2026-07-08 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
PLEASE NOTE – THIS CLASS IS APPROVED FOR PREMIUM DISCOUNTS WITH SWISS RE. IF YOUR STATE HAS AN ACTION ITEM FOR YOU AFTER COMPLETING THE CLASS, IT WILL BE INCLUDED IN THE HANDOUTS/MATERIALS SECTION! Commercial Property is one of the largest lines of commercial insurance in the insurance industry. Although commercial property may not grab the headlines like other lines of business, it is the “backbone” of the insurance industry. Property was one of the first types of coverage ever written.

But, the Commercial Property Policy, whether it is ISO’s or any other form, has coverage gaps. Some gaps can be “filled,” and some cannot. Regardless, every insurance professional must know the gaps, how to fill them and why those that can’t be filled, cannot be filled.
Don’t assume that just because it’s “boring old property coverage” that there aren’t major errors & omissions (E&O) issues within this coverage. And not all commercial property E&O claims are the result of improper values, many are caused by the agent’s lack of understanding of the coverages provided.
In this session we focus on the coverage gaps in the ISO Building and Personal Property Coverage Form (CP 00 10) and the Causes of Loss – Special Form (CP 10 30). Along the way we highlight the gaps and introduce the “fixes” for the gaps (where they exist). We also cover the problem with the concept of Replacement Cost and why it is not what we explain to insureds.

Course #229196 | 3 OGI | Instructor: Brian Ross

Flood Basic - FEMA (Webinar) 6/17/2026
2026-06-17 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
Flood Insurance for Agents brings participants the latest information on flood reform legislation impacting the NFIP. We will review the key elements that agents need to know about the NFIP and how it works. You will gain a better understanding of this ever-changing program. By attending, you will gain the following: 1. Basic knowledge of the three types of flood forms and what is included and excluded in the policy. 2. Claims handling process. 3. E&O exposure and marketing considerations to help your agency grow your flood book of business.
Course #227660| 3 Flood | Instructor: Curtis Bryan

E&O Risk Management: E&O Coverage Essentials: Certificates of Insurance (COIs) and Evidences of Commercial Property Insurance (ECPIs) (Webinar) 06/10/2026
2026-06-10 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
PLEASE NOTE – THIS CLASS IS APPROVED FOR PREMIUM DISCOUNTS WITH SWISS RE. IF YOUR STATE HAS AN ACTION ITEM FOR YOU AFTER COMPLETING THE CLASS, IT WILL BE INCLUDED IN THE HANDOUTS/MATERIALS SECTION! Certificates of Insurance (COIs) and Evidences of Commercial Property Insurance (ECPIs) are intended to be nothing more than proof that certain types of insurance coverages exist. In theoretical terms, COIs and ECPIs do nothing to alter or even effectuate coverage – but neither lawyers nor risk managers seem to believe or accept this reality. •Agents face pressure from these third-party holders and their clients to possibly commit fraud simply to allow the holder to check a box and the client to get paid. Third party certificate holders want to force wording on certificates that may or may not be supported by the policy language. Obviously, the “easy way” is to insert information that isn’t true simply to avoid the fight and the pressure – just to make the demand “go away.” This is where errors and omissions (E&O) claims are born. •Never, never put information on either a COI or ECPI that is not and cannot be supported by policy language. Because these documents are nothing more than single-page evidence that a policy exists, no information contained within them should be forced by an outside party.

Never tire of doing what is right. The problems that appear to be caused by COI and ECPI requests are functionally the result of flaws and gaps in the insurance program placed for the insured.
In reality, what the COI and ECPI holder want is for their contractor or sub-contractor to have specific insurance coverages evidenced by these documents. If the coverages can be placed, no problem; if the coverages cannot be placed DO NOT say they exist on the COI or ECPI.
But even though some COI and ECPI issues can be “fixed” with changes to the insurance program, there are some wording requests that can NEVER be honored. This session focuses on both sides; what can be fixed, what may not be fixable, and what should NEVER be stated on a COI or ECPI.
Buckle up! This is a “fun” ride.

Course #227934| 3 OGI | Instructor: Brian Ross

Property & Casualty Pre-Licensing (Classroom) 06/09/2026-06/11/2026
2026-06-09 08:30 - 2026-06-11 16:30 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
The insurance licensing exam consists of complex information, technical details, and legal and regulatory information. During this course you will take a deep dive into all aspects of the exam. Additionally, materials include practice tests and opportunities to assess your understanding of the material throughout the course. This course will leave you feeling not only informed but well-prepared for the state licensing exam. Success tip: Get the book prior to the class, read through it, make notes, and jot down questions. This will enable you to use your time in class as a review and ask questions of the instructor, giving you additional preparation time and a better understanding of the content. Just select “Book Shipping” on the registration form and we’ll take care of the rest! Instructor: Scott McKee

Flood Advance - FEMA (Hybrid Course) 5/20/2026
2026-05-20 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States

CRIS: Contractual Risk Transfer in Construction (Classroom Off-Site) 05/20/2026
2026-05-20 08:30 - 16:30 | Kinsale Insurance Company, 2025 Staples Mill Road, Richmond, United States
This course—Contractual Risk Transfer in Construction—provides a general overview of contractual risk transfer in construction contracts and subcontracts, with specific attention to those provisions that present risk and insurance implications for contractors. It reviews the structure of construction contracting relationships and the key provisions in which responsibilities and liabilities are allocated to the contracting parties, and suggests methods to equitably allocate these liabilities. It also examines processes for ensuring the effectiveness of contractual risk transfers, and identifies problems that may arise if contracts are not properly reviewed and their risks managed.
Course #228982 | 7 P&C | Instructor: Carlton Gill
IIAV Partners with Kinsale Insurance Company to host these events at their local office.
Their office is located at 2025 Staples Mill Road, Richmond, VA.

E&O Risk Management: Coverage Essentials: Business Income (Webinar) 05/13/2026
2026-05-13 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
PLEASE NOTE – THIS CLASS IS APPROVED FOR PREMIUM DISCOUNTS WITH SWISS RE. IF YOUR STATE HAS AN ACTION ITEM FOR YOU AFTER COMPLETING THE CLASS, IT WILL BE INCLUDED IN THE HANDOUTS/MATERIALS SECTION! Few insurance products provoke as much fear or visceral reactions as business income protection (a.k.a. time element coverage). Without being overly convincing, business income concepts are actually simple to understand and explain. The reason such “fear” exists is because the coverage has long been shrouded in mystery and taught (and understood) incorrectly. Grasping and properly applying business income coverage requires little more than an understanding of time – because business income is almost entirely based on time. The amount of business income coverage and the coinsurance calculation are almost of secondary importance. In fact, determining the correct coinsurance percentage and coverage limit is the direct result of accurately estimating the time needed for a business to return to full operational capability. Contrary to popular belief, an intimate understanding of financial documents (income statements, balance sheets, etc.) is not necessary to construct a proper business income program. This session explores the key business income concepts necessary to conquer any fear of this most important coverage.
Course #227933| 3 OGI | Instructor: Brian Ross

Life & Health Pre-Licensing (Classroom) 05/13/2026-05/15/2026
2026-05-13 08:30 - 2026-05-15 16:30 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
The insurance licensing exam consists of complex information, technical details, and legal and regulatory information. During this course you will take a deep dive into all aspects of the exam. Additionally, materials include practice tests and opportunities to assess your understanding of the material throughout the course. This course will leave you feeling not only informed but well-prepared for the state licensing exam. Instructor: Rod Powell Success tip: Get the book prior to the class, read through it, make notes, and jot down questions. This will enable you to use your time in class as a review and ask questions of the instructor, giving you additional preparation time and a better understanding of the content. Just select “Book Shipping” on the registration form and we’ll take care of the rest!

Flood Basics - FEMA (Hybrid Course) 4/29/2026
2026-04-29 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
Flood Insurance for Agents brings participants the latest information on flood reform legislation impacting the NFIP. We will review the key elements that agents need to know about the NFIP and how it works. You will gain a better understanding of this ever-changing program. By attending, you will gain the following: 1. Basic knowledge of the three types of flood forms and what is included and excluded in the policy. 2. Claims handling process. 3. E&O exposure and marketing considerations to help your agency grow your flood book of business.
Course #227661| 3 Flood | Instructor: Curtis Bryan

CRIS: Workers Compensation (Classroom Off-Site) 04/22/2026
2026-04-22 08:30 - 16:30 | Kinsale Insurance Company, 2025 Staples Mill Road, Richmond, United States
The interaction of workers compensation insurance with state workers compensation and federal workers compensation laws is unique in the insurance industry, and changes in these acts or the regulations implementing them have profound effects on the insurance line. Since this is the most costly property and casualty insurance coverage for most contractors, the insurance products and methods of handling this risk have evolved and grown accordingly. This course, Workers Compensation for Contractors, is designed to provide detailed information on workers compensation and employers liability insurance. It begins with an introduction to workers compensation, reviews the workers compensation policy itself, provides an overview of the various ways workers compensation insurance is purchased and alternatives to insurance, explains WC rating, and reviews the various steps of the WC experience rating process. This is an intermediate-level course. Upon completion of this course, you will be prepared to: recognize how the workers compensation system evolved and how its laws and regulations apply to the construction industry recognize the scope of coverage provided under the workers compensation policy and utilize this information to select appropriate recommendations for coverages needed by a given contractor analyze the various endorsements available for attachment and identify specific coverage enhancements valuable to a given contractor recognize the mechanics of the workers compensation marketplace and identify the options open to a given contractor to fulfill the requirements of the workers compensation laws recognize how workers compensation risks are rated, and identify the factors that can influence the final and long-term price that contractors pay for guaranteed cost programs compare and contrast incurred loss and paid loss retrospective plans, select the appropriate plan to a contractor contemplating the use of a retro plan, and evaluate both small and large deductible programs to determine if either program is a viable option for a given construction risk recognize how an experience modifier is calculated and consequently be able to recognize how experience rating affects a contractor’s premium Prerequisites: a basic understanding of the workers compensation system and coverage.
Course #228821 | 7 P&C | Instructor: Carlton Gill
IIAV Partners with Kinsale Insurance Company to host these events at their local office.
Their office is located at 2025 Staples Mill Road, Richmond, VA.

E&O Risk Management: Coverage Essentials: HO Part II (Webinar) 04/08/2026
2026-04-08 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
PLEASE NOTE – THIS CLASS IS APPROVED FOR PREMIUM DISCOUNTS WITH SWISS RE. IF YOUR STATE HAS AN ACTION ITEM FOR YOU AFTER COMPLETING THE CLASS, IT WILL BE INCLUDED IN THE HANDOUTS/MATERIALS SECTION! Coverage Essentials: Homeowners Coverage Part II is now available! This new course provides learners with a solid start in evaluating the need and placing this important coverage. Additionally, some claims examples and E&O avoidance tips are covered in the course and course guide. The Homeowners Coverage Part I module covers these and other objectives:

Explain the importance of correct valuation of property
Be able to explain the difference between replacement cost and actual cash value
Understand how Section I Condition “Loss Settlement” provisions can affect loss
Understand the endorsements available to modify valuation provisions in the policy

Course #227932| 3 OGI | Instructor: Brian Ross

Property & Casualty Pre-Licensing (Classroom) 04/07/2026-04/09/2026
2026-04-07 08:30 - 2026-04-09 16:30 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States

CRIS: Property Insurance for Contractors (Classroom Off-Site) 03/26/2026
2026-03-26 08:30 - 16:30 | Kinsale Insurance Company, 2025 Staples Mill Road, Richmond, United States
This course—Property Insurance for Contractors—examines the coverage provided by three types of property insurance policies: commercial property policies, builders risk policies, and contractors equipment policies. Commercial property policies provide insurance on existing buildings and their contents. The contractor purchases this type of policy to respond to loss or damage in connection with its own facilities. Builders risk policies provide insurance on property being constructed, installed, altered, or repaired. The builders risk policy for each project may be purchased by either the contractor or the project owner. Contractors equipment policies provide insurance on the mobile equipment that is used in construction activities. They are purchased by the contractor as the owner (or lessor) of the equipment. The course also briefly overviews two other types of property insurance policies that contractors may need: commercial crime policy and equipment breakdown policy. This is an intermediate course. Prerequisites: a basic understanding of property insurance is required. Upon completion of this course, you will be prepared to: recognize the key property loss exposures that contractors face and identify the type of insurance policy that addresses each of these loss exposures; recognize the types of property that are covered and excluded from coverage, what locations are covered, and other key direct damage policy provisions under a commercial property policy; recognize the various time element loss exposures that contractors face, the type of time element coverage that addresses each of these loss exposures, and a given contractor’s time element loss exposures; distinguish between commercial property insurance and builders risk insurance and identify the advantages of insuring property under construction under a builders risk policy; recognize the locations and types of property that typically are covered under a builders risk policy, the exclusions found in a typical builders risk policy, and other key direct damage builders risk policy provisions; recognize the types of property that are typically covered and excluded from coverage under a contractors equipment policy, distinguish between blanket and scheduled contractors equipment, and identify the exclusions and limitations that are found in most all risks contractors equipment policies; identify the most important commercial crime coverages for contractors; and recognize why a contractor might want to purchase equipment breakdown insurance and what types of equipment are covered by this type of insurance.
Course #228820 | 7 P&C | Instructor: Carlton Gill
IIAV Partners with Kinsale Insurance Company to host these events at their local office.
Their office is located at 2025 Staples Mill Road, Richmond, VA.

E&O Risk Management: Coverage Essentials: Homeowners Coverage Part I (Webinar) 03/11/202
2026-03-11 09:00 - 12:00 | Independent Insurance Agents of Virginia, 8600 Mayland Drive, Richmond, VA, 23294, United States
PLEASE NOTE – THIS CLASS IS APPROVED FOR PREMIUM DISCOUNTS WITH SWISS RE. IF YOUR STATE HAS AN ACTION ITEM FOR YOU AFTER COMPLETING THE CLASS, IT WILL BE INCLUDED IN THE HANDOUTS/MATERIALS SECTION! Coverage Essentials: Homeowners Coverage Part I is now available! This new course provides learners with a solid start in evaluating the need and placing this important coverage. Additionally, some claims examples and E&O avoidance tips are covered in the course and course guide. The Homeowners Coverage Part I module covers these and other objectives: Understanding the difference between the Homeowners coverage forms Able to explain the basic eligibility rules which apply to each Homeowners form Able to explain the importance of accuracy with writing new Homeowners policies Learn to recognize situations that require additional interests to be named in the policy Course
#227550 | 3 OGI | Instructor: Brian Ross
