Get a Practical Education

To be an effective professional in the insurance and risk management industry, you need a practical education. Clients who buy insurance and risk management services and products are literally entrusting the agent and service staff with the fiscal and physical well-being of themselves, their families, and their businesses. This is a great responsibility, and it takes years of practice and education to develop the knowledge and skills needed to deliver this high standard of care.

The National Alliance provides the insurance and risk management knowledge foundation for all levels of experience. To learn more about our designations, courses, and seminars, see the table below.

If you are a veteran and you are looking for industry-specific education opportunities, please see Careers for Life.

Courses and Designations

0-2 Years of Industry Experience Recommended

Designations/Courses

Coverage

Risk Mgmt Process

Sales Process

Service

Business Process

People Management

Total Hours

CL = Classroom
OIL = Online Instor Led
OSD = Online Self-Dir

Introductory Series

 

 

OSD

Certified Insurance Service Representative (CISR)

Elements of Risk

   

Agency Operations

 

35

CL, OIL, OSD

Certified Insurance Service Representative Elite (CISR Elite)

       

63

CL, OIL, OSD

Dynamics of Service

     

   

7

CL

William T. Hold Seminars

       

7

CL, OSD

Certified School Risk Managers (CSRM)

   

 

35

CL, OSD

Producer School

 

 

Module for Sales Managers

86

CL

Dynamics of Employee Benefits

   

 

 

20

CL

Dynamics of Selling

   

     

20

CL

2+ Years of Industry Experience Recommended

Designations/Courses

Coverage

Risk Mgmt Process

Sales Process

Service

Business Process

People Management

Total Hours

CL = Classroom
OIL = Online Instor Led
OSD = Online Self-Dir

Certified Personal Risk Manager (CPRM)

 

80

CL

Certified Insurance Counselor (CIC)

Risk Mgmt Option

     

Agency Management

100

CL, OIL

Certified Risk Managers (CRM)

 

     

100

CL, OIL

Dynamics of Sales Management

   

   

20

CL

Dynamics of Company Agency Relationships

   

 

20

CL

James K. Ruble Seminars

 

16

CL

Certified Insurance Service Representative (CISR)

An inspiring professional faculty, nine ONE-DAY courses to choose from, a curriculum that's tailored to your region--all these benefits make the CISR Program a truly superior education opportunity. To earn the CISR designation, you must complete any five of the nine courses and pass the five exams within three years.

All CISR courses are approved for state CE credit and are available in the classroom and online. An optional exam is given at the end of each course, in classroom or online, for those seeking the designation.

CISR courses - Available in the classroom and online:

  • Commercial Casualty I – CGL, Additional Insureds
  • Commercial Casualty II – BAP, WC, Excess Liability
  • Insuring Commercial Property
  • Insuring Personal Residential Property
  • Insuring Personal Auto Exposures
  • Personal Lines - Miscellaneous
  • Agency Operations
  • Life & Health Essentials
  • Elements of Risk Management

Please Note: If you completed the Insuring Commercial Casualty Exposures course (available prior to Commercial Casualty I and Commercial Casualty II), you may earn the CISR designation or CISR Elite status by passing either Commercial Casualty I or Commercial Casualty II, but not both.

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Certified Insurance Service Representative Elite (CISR Elite)

What is CISR Elite?
By attending annual updates, a current CISR can earn update credit, state CE credit, and credit towards the CISR Elite distinction. A CISR must attend and pass all nine CISR courses—in class or online, to earn the status of CISR Elite.

Is there a time limit for earning the CISR Elite distinction?
Yes. A CISR must successfully complete the additional four CISR courses and pass the exams within three calendar years.

Once I earn the designation, am I a CISR for life?
No. The insurance industry changes at a rapid pace. To remain current, it is necessary that you update your knowledge on a regular basis. That is why we ask that you take at least one continuing education session every year to maintain your CISR designation. No exams for classroom courses are required for update credit or CE credit. However, you must take and pass the exam if you choose to update with CISR Online and/or would like to earn the status of CISR Elite.

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Dynamics of Service

Dynamics of Service is the best supplement to give your personnel the tools they need to succeed! In a competitive marketplace, an agency’s or company's most important asset is...its people.

At this one-day classroom course, you will discover what makes superior customer service representatives effective—and what keeps their customers loyal. Participants repeatedly tell us how this one-day course transformed their lives when back on the job. The success of Dynamics of Service is a direct result of an energetic and knowledgeable faculty. These instructors have lived and practiced what they teach; they know what works in the “real world.”

When you attend Dynamics of Service, you will:

  • Improve your people skills dramatically.
  • Tune up your professional competence.
  • Acquire a wealth of tools and techniques for dealing with customers effectively.

All these skills serve to make an employee more valuable, more productive, and more satisfied on the job.

*Dynamics of Service satisfies the update requirement for CISRs and CSRMs.

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William T. Hold Seminars

The William T. Hold Seminar contains new and advanced topics that expand and enhance the CISR program curriculum. These advanced topics are combined into a one-day course format. The agenda for classroom William T. Hold Seminars is created from more than 40 topics, including personal lines, commercial lines, life and health, and risk management.

Hold Seminars provide excellent workbook materials and offer Q&A with the faculty who are experienced insurance industry professionals.

Benefits:

  • Satisfies the annual CISR and CSRM CE update requirements.
  • Generous CE credit in most states
  • Expert instruction
  • State-specific topics and in-depth discussions
  • Networking opportunities in a relaxed atmosphere - AND NO TEST!

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Certified School Risk Managers (CSRM)

The Certified School Risk Managers Program (CSRM) is a career-building, five-part designation program for school personnel responsible for the risk management function. The CSRM faculty is represented by the field's top practitioners and leaders. Five intensive courses guide participants through the risk management process, emphasizing practice over theory. Each one-day course includes an optional multiple-choice examination.

The five courses are reasonably priced and locally convenient. They are available in the classroom or through CSRM Online. And, arrangements can be made to offer CSRM courses in-house. Just contact us at 800-633-2165 for more information.

  • Fundamentals of Risk Management
  • Handling School Risks
  • Measuring School Risks
  • Funding School Risks
  • Administering School Risks

Not sure if CSRM is right for you? Read this article about real life application and listen to the School Risk... Too Risky to Ignore webinar conducted with District Administration.

The CSRM Designation - A Professional Statement
To earn the prestigious CSRM designation, you must complete all five courses and pass the exams within three years. An optional exam is given at the end of each classroom course. The exam is mandatory for CSRM Online. Then, to keep the designation, you must update each year with additional continuing education courses offered by The National Alliance.

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Producer School

The National Alliance Producer School is ready to help you jump-start your producers' careers. Are you doing the most important thing you can do to help your producers succeed in their careers? The National Alliance Producer School delivers on the promise of a fast start and a rewarding finish for producers committed to high performance. The Producer School's many practical benefits include:

  • The combination of intense study of technical insurance material with the highly successful methods of the Dynamics of Selling program.
  • Interaction with peers, as well as faculty members who have proven themselves as practicing agents and producer coaches for 25+ years.
  • Follow-through, well-beyond the Producer School itself.
  • The program also includes training for the sales manager and three online courses

*The $2500 tuition fee covers materials, instruction, three online courses, and two days of training for sales managers. We provide breakfast and lunch for students on weekdays, but dinners, weekend meals, travel costs, and accommodations are not included in the tuition fee.

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Dynamics of Employee Benefits

Producers, agents, and brokers with a benefits focus will maximize their sales skills taught by highly accomplished faculty, sharing the practical strategies and techniques that have made them so successful.

This unique course will cover:

  • Implementing a winning benefits-specific sales process
  • How to super-qualify your prospects and when to walk away
  • Demonstrating value and avoiding the price-driven sale
  • Closing the sale
  • Overcoming objections
  • Goal-setting as a tool for action
  • Competitor-proofing your relationships

Role-plays and practice drills will reinforce winning sales techniques and increase your earning potential from the first day back in the office.

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Dynamics of Selling

Maximize your potential with street-tested sales skills. It is taught by lively, vigorous pros who are eager to share the practical applications, strategies, and techniques that made them so successful.

From Dynamics of Selling, you will take away a world of benefits -- beginning with heightened sales revenues. The advantages accrue from the moment you start the program. In just 20 hours, you learn how to:

  • Implement a winning insurance-specific sales process.
  • Super-qualify your prospects. That takes knowing exactly when you are moving toward a close, when you need to change tactics, and when to walk away from a deal.
  • Demonstrate value and avoid the price-driven sale.
  • Close the sale - by using active listening to discover the customer's true needs.
  • Overcome objections, a process of turning "no" to "YES."
  • Use goal setting as a tool for action, rather than a tool for measurement.
  • Cultivate "competitor-proof" relationships that help you win - every time.

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Certified Personal Risk Manager (CPRM)

CPRM is the newest designation program of The National Alliance with a purpose of training the insurance and risk management communities to better serve the high net worth and affluent client. The program will contain a unique combination of risk management, technical expertise, and account development. The elaboration and support of the program includes leading carriers such as AIG, Fireman’s Fund, Ironshore, Lexington, and Lloyds Underwriters – Hiscox, Britt, and Amtrust, along with top agencies and brokers writing high net worth and affluent clients.

Created in collaboration with the Council for Insuring Private Clients (CIPC), the five CPRM courses include:

  • Personal Client Risk Management
  • Understanding Coverage Differences: The Affluent and High Net Worth Client
  • Evaluating and Protecting the Lifestyle
  • Practical Application of Personal Risk Management
  • Winning the Business: The Art of Presentation – Present or Perish

Inaugural CPRM courses will be scheduled for Fall 2014, with the roll out being concluded in the second quarter of 2015. Each course is 16-hours of instruction and is followed by a 2-hour essay exam. The examination is optional unless you wish to earn the CPRM designation.

Helpful Considerations
Individuals should have at a minimum a full understanding of standard personal lines insurance exposures and coverages. CISR and CIC Personal Lines courses/institutes are recommended to gain or reinforce this knowledge.

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Certified Insurance Counselor (CIC)

The Certified Insurance Counselors (CIC) Program has been the insurance industry's premier, proven source for practical, real-world education since 1969. According to the Producer Profile publication, commercial lines producers with the CIC designation earn 30% more than those without the designation. Approved for state continuing education credit across the nation, the five CIC institutes are:

  • Personal Lines
  • Commercial Casualty
  • Commercial Property
  • Life & Health*
  • Agency Management*

Want to customize your education? You can substitute one of the above institutes with a risk management course from the CRM Program.

CIC institutes are available in major cities throughout the U.S. and Puerto Rico. Each institute includes 20 hours of instruction and is designed to cover important aspects of the insurance industry. An optional exam is given at the end of each institute for those seeking the designation.

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Certified Risk Managers (CRM)

The Certified Risk Managers (CRM) designation demonstrates that you are knowledgeable in all areas of managing risks, hazards, and exposures.

Available in the classroom and online, the courses provide you with an in-depth knowledge about today’s highest priorities – identifying, analyzing, controlling, financing, and administering operational risks – as well as political risks, catastrophic loss exposures, third-party exposures, fiduciary exposures, employee injury exposures, juridical risks, legal risks, and more – whether insurable or not. The skills you learn will make you more proactive and valuable to your organization in discovering how risks can interrupt the flow of earnings and how to protect against it.

The five CRM courses are:

  • Principles of Risk Management
  • Analysis of Risk
  • Control of Risk
  • Financing of Risk
  • Practice of Risk Management

Each course is 2-½ days of instruction, followed by an optional exam. Any eligible individual may attend classes without taking the examinations or working toward the designation.

CRM courses cover all areas of risk management and feature:

  • Highly experienced instructors, skilled at making the most sophisticated subjects interesting and directly applicable.
  • Curricula developed by leading risk management practitioners and recognized as the most practical in the industry.
  • Curricula advisory committees made up of risk management professionals and educators, who regularly review the course content to ensure the CRM Program’s ongoing integrity and practicality.

To Earn the Designation, You Must:

Take all five CRM courses and pass all five CRM exams within five calendar years after you complete your first CRM exam.

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Dynamics of Sales Management

When it comes to insurance sales force performance, management expertise is a critically important factor. The Dynamics of Sales Management program is the way to acquire that expertise. This leading-edge, interactive course gives you knowledge that is simply not attainable elsewhere. With Dynamics of Sales Management behind you, you acquire the organizational skills, analytical prowess, and management insight to lead an insurance sales team to sustained success.

Sales management is one of the toughest jobs out there. And it's getting tougher all the time. Directing property and casualty insurance sales means you take on a great many tasks other than selling: attracting and retaining the right talent, training and developing new hires, creating territory sales plans. In this 20-hour program, you develop mastery over these crucial elements - and much, much more.

In this unique program, you explore:

  • Traits of today's successful sales manager - How to make decisions that have a direct, positive impact on your bottom line.
  • Agency culture - The ins and outs of creating and managing a team that's motivated - and that wins.
  • Selection and hiring - Recruitment, retention, hiring, and firing techniques that maximize your team's production.
  • Resolving contract and equity issues - How to create win-win situations out of employment and commission agreements.
  • Goal setting and monitoring - Proven ways to help your sales team break old habits and learn positive new ones.
  • Compensation strategies - Elements of a compensation plan, and how a successful plan is developed.
  • Managing the sales process - Strategies for evaluating your staff, driving an effective sales process, and ensuring great sales calls.

Get a fresh perspective on yourself as mentor, coach, friend, leader, and sales manager and learn to develop a sharp, productive, highly skilled sales force at Dynamics of Sales Management.

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Dynamics of Company Agency Relationships

Dynamics of Company/ Agency Relationships was developed exclusively for insurance companies. It is highly beneficial for underwriters, marketing representatives, supervisors, claims adjusters, loss control, and management.

This interactive course helps company associates better understand the world of the agent in order to become more effective business partners. In 2 ½ days, we’ll bring a proactive, insurance-specific approach to relationship building, to create an atmosphere of cooperation between companies and the agencies they do business with.

The curricula is enhanced by role-playing and the facilitation of instructors who are actively, successfully, involved in the industry.

You'll learn how to:

  • Begin new business relationships and enhance existing ones.
  • Develop communication and negotiation skills.
  • Communicate with different personality styles.
  • Improve relationships within company ranks.
  • Adapt to the changing marketplace.
  • Determine what is most important from your agent's perspective.
  • Recognize different agency cultures and adapt the sales culture accordingly.
  • Develop a system of pre-qualifying agency submitted accounts

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James K. Ruble Seminars

Advanced and specialty topics, camaraderie among a network of CICs and CRMs nationwide, and some terrific vacation destinations combine to make James K. Ruble Seminars* higher education at its best. Along with instruction by expert faculty and a chance to tackle the hottest topics, you can fulfill your CIC and CRM update requirement and earn CE credit for most seminars in all CE states.

We have a full schedule of 2 day, classroom seminars in key locations across the country. Get away from your day-to-day routine and meet your colleagues in a stimulating educational forum, at a top recreational vacation spot or right in your own backyard.

Select the destination and topic that is just right for you. The instructors are among the finest in the country, noted for their expertise and dynamic presentation styles. The James K. Ruble Seminars exemplify quality education, unique and relevant topics, and compelling destinations.

You'll return from a James K. Ruble Seminar refreshed and full of ideas you can implement immediately.

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University Associate Program

One of the primary goals of The National Alliance Research Academy is to introduce young professionals to the insurance and risk management industry. To assist in this effort, The Academy has worked diligently to pioneer new relationships with universities across America.

In a short span of time, The Academy has developed important relationships with universities offering coursework pertaining to the insurance and risk management industry. By working with these universities, The Academy helps develop insurance and risk management programs while also working to ensure their continued success. In addition to the development of insurance and risk management programs, The Academy also conducts cooperative research with higher education institutions to help educate and inform the insurance and risk management industry.

University Coursework

Currently, The Academy offers aspiring young professionals the opportunity to use approved university insurance and risk management coursework to obtain credit toward the distinguished Certified Insurance Counselor (CIC) or Certified Risk Manager (CRM) designations.

Depending on the course, students whom successfully complete approved university coursework will receive credit for one part of either the CIC or CRM designation. Participating students are then given the opportunity to receive an additional part of the CIC or CRM by studying and using their knowledge to complete and pass a proctored exam. Upon passing the approved coursework and proctored exam, students will have achieved two parts of the corresponding designation.

At this point, participants will also obtain a uniquely different designation that The National Alliance has to offer. Depending on the coursework chosen, the participant will receive either the University Associate Certified Insurance Counselor (UACIC) or University Associate Certified Risk Manager (UACRM) designation. These two designations were created to give young professionals recognition for their hard work while also giving them a distinct advantage when entering the insurance and risk management workforce.

State Licensing

Alabama
Alaska
Arizona
Arkansas
California
Colorado
Connecticut
Delaware
Florida
Georgia
Hawaii
Idaho
Illinois
Indiana
Iowa
Kansas
Kentucky
Louisiana
Maine
Maryland
Massachusetts
Michigan
Minnesota
Mississippi
Missouri
Montana
Nebraska
Nevada
New Hampshire
New Jersey
New Mexico
New York
North Carolina
North Dakota
Ohio
Oklahoma
Oregon
Pennsylvania
Rhode Island
South Carolina
South Dakota
Tennessee
Texas
Utah
Vermont
Virginia
Washington
West Virginia
Wisconsin
Wyoming

Careers for Life

The Careers for Life Program is administered through Florida State University and is open to anyone interested in a career in the risk management and insurance industry. Careers for Life focuses on practical education of military members, veterans, and their families for careers in this industry. Courses accommodate the schedules of active-duty military members, including those anticipating separation, as well as Reservists and National Guard members.

Careers for Life participants may earn one or more of the following designations: Certified Insurance Counselor (CIC), Certified Risk Manager (CRM), and Certified Insurance Service Representative (CISR). These professional designations are recognized and respected across the industry thus providing greater career opportunities and higher earnings.