NEW PRODUCER / ACCOUNT MANAGER
Two-Week
Commercial Lines
This is how we learn Middle Market and Large Commercial insurance.
Build the judgment to read policy language, work through coverage questions, and make recommendations you can explain.
Available in person or live online.
Explore the coverage journey View tuitionLive, instructor-led learning
One assessment each week
Podcasts and flashcards
Relevant examples and application
A FOUNDATION YOU CAN USE
More than knowing a definition.
For new Commercial Lines producers and account managers who need a connected understanding of coverage and the confidence to apply it.
Read with purpose.
Understand how coverage forms, definitions, exclusions, conditions, and endorsements work together.
Ask better questions.
Connect the client’s operations and exposures to the information needed for sound coverage analysis.
Explain the recommendation.
Move from a coverage conclusion to a clear conversation about what it means for the client.
YOUR TWO-WEEK COVERAGE JOURNEY · IN-PERSON SCHEDULE
Every day adds another layer.
This ten-day roadmap shows our full-day, in-person schedule. The program is also available live online, with virtual scheduling arranged separately. Private-group delivery can be adapted to your team’s needs.
Foundations & Auto Architecture
Carrier profitability, market cycles, submissions, loss runs, first- and third-party Auto coverage, and Covered Auto Symbols 1–9 and 19.
TABLE CASE · Submission & Loss-Run Analysis
Business Auto Coverage Form
Covered autos, insured status, liability, Auto versus mobile equipment, key exclusions, physical damage, conditions, and enhancements.
TABLE CASE · Auto vs. Mobile Equipment
CGL Structure, Limits & Insureds
Coverages A, B, and C; premises/operations and products/completed operations; limits, aggregates, and insured status.
TABLE CASE · CGL Limits & Insured Status
CGL Analysis & Umbrella/Excess
Definitions, exclusions, insured contracts, host liquor, damage-to-property concepts, underlying limits, drop-down, and self-insured retentions.
TABLE CASE · CGL Exclusions & Excess Response
Claims-Made, EPLI & Week 1 Exam
Claims-made triggers, retroactive dates, reporting periods, and EPLI wrongful acts. Week 1 assessment follows instruction.
TABLE CASE · Claims-Made Trigger & EPLI
Workers Compensation Policy
Compensability, statutory benefits, Parts One, Two, and Three, Employers Liability, states, and endorsements.
TABLE CASE · WC & Multistate Scenarios
Experience Rating & WC Pricing
Experience period, rating worksheet, primary and excess losses, expected and actual losses, classifications, payroll, and loss strategy.
TABLE CASE · Experience Mod & Loss Runs
Commercial Property Coverage
COPE, valuation, coinsurance, specific and blanket coverage, Building and Business Personal Property, Property Not Covered, and extensions.
TABLE CASE · Valuation & Coverage Design
Causes of Loss & Business Income
Special-form exclusions and limitations, additional coverages and extensions, Business Income, and complete claim analysis.
TABLE CASE · Property & Business Income Determination
Week 2 Final Exam
Assess understanding of Workers Compensation, Commercial Property, and Business Income.
ASSESSMENT · Apply the reasoning developed throughout Week 2
Two-week program PDF · coming soon
HERE IS WHAT CLASS LOOKS LIKE
A scenario. A policy. A reasoned answer.
Consider a catering company.
The business owns a delivery van. Employees also use personal vehicles to make deliveries. Which autos need to be addressed, who qualifies as an insured, and which coverage symbols fit the exposure?
Participants work through ownership, use, policy language, and insured status before explaining their recommendations.
Our analysis cycle
Exposure → Language → Analysis → Recommendation
Who is covered? What is covered? When and where does coverage apply? What changes it? How much protection is available?
The work continues between sessions. Daily homework reinforces the live instruction and prepares participants for the next discussion. Two online multiple-choice exams assess understanding, one each week.
Included in tuition
The class ends.
The learning keeps going.
Twelve months of access to virtual flashcards and the Mack and Mia Deep Dive Podcasts, beginning two months before the first day of class.
Build familiarity.
Start exploring terminology and coverage concepts with the flashcards before live instruction begins. Practice is encouraged; prior mastery is not expected.
Connect the ideas.
Bring your questions to class. Use live discussion, policy analysis, daily homework, and case studies to turn familiar words into practical understanding.
Revisit. Reinforce. Apply.
Return to the flashcards and listen to Deep Dive conversations as you encounter coverage questions back at the agency. Your access continues through the remainder of the 12-month period.
A second way to learn
Meet Mack and Mia.
The Deep Dive Podcasts bring policy language, underwriting, and claim scenarios into clear, engaging conversations. Erik develops and shapes the content from his insurance and classroom experience.
Use an episode to revisit a class topic or approach a difficult concept from a different angle.
Explore the Deep Dive Podcasts ↗Practice in smaller steps
Make room for repetition.
The PIF Commercial Lines Primer uses interactive flashcards to help participants revisit commercial insurance concepts before, during, and after class.
Try the PIF Commercial Lines Primer. Explore 10 sample questions, no password required.
Try the Demo ↗A core program. Your agency’s context.
Keep the foundation.
Make the application yours.
These are substantive core programs, fully customizable to the agency’s needs. We can adjust the emphasis, pace, cases, and selected topics around your people and the accounts they serve.
Bring your industries.
Build exercises around the operations, contracts, property, vehicles, and coverage questions that matter to your book of business.
Bring your client situations.
For a private group, we can develop examples around specific agency client situations using appropriately anonymized facts. The curriculum becomes relevant to the work waiting back at the office.
Our target class size is 10–25 participants. Smaller private groups may be accommodated based on calendar availability. Contact PIF to discuss your group size, delivery format, and preferred dates.
TUITION PER PARTICIPANT
Invest in the class. Keep building afterward.
PIF Certificate of Achievement: Commercial Lines Coverage Professional
$2,895
The two-week class, required assessments, and 12 months of flashcard and Mack and Mia Deep Dive Podcast access beginning two months before class.
Recipients of this PIF Certificate of Achievement have demonstrated Commercial Lines coverage knowledge by completing the course and earning at least 75% on each of the two required online multiple-choice exams. The program develops disciplined policy analysis, recognition of coverage gaps, and the ability to explain recommendations for Middle Market and Large Commercial accounts.
Interested in earning your CLCS or SBCS designation?
Contact us to learn more.
Let’s talk about designationsExperience behind every class
Erik teaches every PIF program.
Erik Leeming brings more than 30 years of insurance experience, including eight years with Hartford School of Insurance (HSI), where he was part of the instructional team that developed and delivered training for a broad cross-section of the nation’s Top 100 insurance brokerages.
Today, he carries that commitment to exceptional instruction forward at the Professional Insurance Foundation through personalized teaching, rigorous coverage analysis, and learning that continues beyond the classroom.
Explore the teaching approach and participant expectations → · Meet Erik →LET’S BUILD YOUR COHORT
Bring the learning back to your agency.
Tell Erik about your participants, priorities, and preferred timing.
Discuss your team’s trainingTRAINING OPTIONS
Our training is not pulled from a public course calendar. Each program is selected, adapted, or built around the participants, their roles, and the coverage challenges they encounter on the job.
Designed for the Way Your Team Works
CUSTOMIZED TEAM TRAINING
Built around your organization’s roles, experience levels, accounts, and objectives. Programs can support onboarding, skill development, or an entire team initiative.
IMMERSIVE COMMERCIAL LINES PROGRAMS
Multi-day training that builds practical policy knowledge through ISO and NCCI forms, realistic claim scenarios, collaborative exercises, and knowledge checks.
FOCUSED COURSES & WORKSHOPS
Targeted instruction addressing a particular coverage line, technical challenge, or development need without requiring a full-length program.
A TWO-WEEK PROGRAM, AT A GLANCE
See How the Learning Comes Together
This sample Commercial Lines program shows how PIF moves participants from policy structure and coverage fundamentals to disciplined analysis, stronger recommendations, and more confident client conversations.
The subject matter, sequence, exercises, and assessments can be adapted to the organization and the people participating.
POLICY LANGUAGE COMES FIRST
Learn the Structure. Read Any Policy.
The foundation of every PIF class is understanding how an insurance policy is built. Participants learn how declarations, insuring agreements, definitions, exclusions, conditions, endorsements, limits, and coverage forms work together to determine whether and how coverage applies.
We begin with ISO and NCCI policy language because these forms provide the essential framework for understanding commercial insurance. Participants then use those same analytical skills to navigate carrier-specific and proprietary forms.
The goal is not to memorize one policy. It is to develop the confidence and discipline to read, interpret, compare, and apply any policy placed in front of them.
That is what it means to Know The Policy™.
READY TO START A CONVERSATION?
Let’s Build the Right Training for Your Team
Tell us who you are developing, where the knowledge gaps are, and what stronger performance should look like. PIF will work with you to shape live, instructor-led training that connects policy language to the decisions your people make every day.
Email - erik@knowthepolicy.com
Phone - 480.360.0325