Voluntary Benefits Mainstream Market Voluntary Supplemental Benefits Insurance

Voluntary Benefits Mainstream Market Voluntary Supplemental Benefits Insurance Community University

Welcome to your Insurance Community University Audio • All of you are currently on mute – Un-mute your own system – Telephone Option • Select Telephone on your screen • Dial in the PIN number so that your number becomes active – Microphone and/or Speaker Option • You can use this option if you have a headset Insurance Community University 2 that you use with your computer

Participation & Chat Window • You will receive information from the monitor via the ‘Chat’ window. – Please locate window in the control panel • Q & A is welcomed during the presentation and at the end of the presentation • You will find the question box on your control panel – Write your question in that box and send it to the presenter/organizer • The presenter will take those • questions in the order submitted Insurance Community University 3

DOI Requirements • When you see a slide with the hand up symbol, touch the “hand” icon on your control panel – Click ONCE only • If you do not raise your hand, the monitor will be in contact with you in the chat box • If you are in a group, the designated proctor is responsible to make certain you are all in attendance at all times = Hand is down Insurance Community University 4

Polling • Throughout the class we will be conducting periodic polls • We need 100% participation on the polls • The polls are intended to check participation but also to create discussion topics throughout the presentation Insurance Community University 5

Forms To Complete for CE • After class ends – Return attendance form – Proctors – return your form to email address • Email address is in chat window or in email sent to you today Insurance Community University 6

DOI Requirements • We will file your hours with the DOI after the completion of this webinar and we have received the attendance form. • You have 48 hours to return the form • You will be sent a Certificate of Attendance/Completion by email. Please retain this for your records for five years. Insurance Community University 7

Internet Disruption • If the presenter looses internet connection STAY ON THE LINE • The administrators will communicate with you Insurance Community University

Internet Failure • If the internet fails and all participants are kicked off line by Go To Training or other source then the seminar will be terminated • You will receive instructions by email as to how we will proceed • This is a precautionary notice, only Insurance Community University 9

This class is being recorded • Available in the University • This course is approved for CE in CA Only Insurance Community University

Disclaimer Insurance forms and endorsements vary based on insurance company; changes in edition dates; regulations; court decisions; and state jurisdiction. This instructional materials provided by Insight is intended as a general guideline and any interpretations provided by the instructor or the creator(s) of this material do not modify or revise insurance policy language. In providing these materials, the authors assume neither liability nor responsibility to any person or business with respect to any loss that is alleged to be caused directly or indirectly as a result of the instructional materials provided. Copyright 2010 – 2013 All Rights Reserved www. insurancecommunitycenter. com Insurance Community University 11

Disclaimer: • All of the following material is for educational purposes only. The Contractual Risk Management area of liability and coverage is in a constant state of change. What is current today can be outdated tomorrow. • This information is to be understood from a risk management perspective only. It is not intended as a • substitute for competent legal advice. You should check with your legal adviser to determine suitability, if any, to your specific circumstances. Insurance Community University 12

Sponsored and Presented By: Presented by: Joe Quintana Voluntary Benefits Practice Leader The Guardian Life Insurance Company of America FOR AGENT/BROKER USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC. 201311574 The Guardian Life Insurance Company of America 7 Hanover Square, New York, NY 10004 Insurance Community University

Polling Question #1 • Do you currently sell or are involved in the promotion of voluntary benefits to your clients? • For those of you who typed, “Yes”, please type in your chat box the percentage of firms that actually purchased voluntary benefits (use percentage) Insurance Community University

Polling Question #2 • Have you ever sold voluntary Benefits? • For those of you who typed, “Yes”, please type in your chat box the percentage of firms that actually purchased voluntary benefits (use percentage) Insurance Community University

Session Description • By the end of this session, you will understand: – – – – the viability of the VB marketplace the buyers’ knowledge of VB plans the trends in the VB marketplace the advantages of VB to employers, employees, & brokers the various VB delivery methods why you need to be growing your revenue stream with VB why you need to be involved with VB to protect your client relationships Insurance Community University

Current Situation • The brokers’ world looks a little different these days • Brokers are looking for ways to increase revenue • Employers are starting to hire again • Voluntary Supplemental Benefits are a powerful solution Insurance Community University

Current Situation LIMRA Study, August 2011: 30% of US employers(10 +) said they are considering adding new voluntary options in the next 2 yrs. 57% of US employers offer voluntary benefits, & the rate rises as employer size increases Cancer, Life Insurance, and Short Term Disability are the most commonly offered voluntary benefits Almost 1/3 rd of all employers are considering offering new voluntary benefits to replace existing employer-paid &contributory benefits Insurance Community University

Current Consumers Top 5 Challenges Facing HR Representatives u Controlling Health Insurance Costs u Controlling Cost of Overall Benefits u Controlling Compensation Costs u Increasing Employee Productivity u Complying with Regulations Insurance Community University

Top Trends & Challenges in Post-Recession Recovery Economic pressures Rising health care costs and slow economic recovery Health care reform Legal mandates and tax implications Employee engagement Decreased worker satisfaction/productivity Insurance Community University Administrative demands Absence management and employee benefits data Employees at risk High expense of illness or injury

Voluntary Benefits Market History 1950 s Early market elements • Employer-sponsored benefits • Insurance & investment products • Payroll deduction or salary savings plans • Employee-pay-all • Offered by individual brokers & agents 1990 s Marketplace changes • Broader product range • Worksite marketing • Payroll deduction • Offered by several group market carriers Today New benefits trends ● Financial crisis & economic environment • Escalating healthcare costs • Increasingly diverse workforce • Decision making & cost shifting to employee Insurance Community University

Market Trends Worksite Market Trends Rising Cost of Healthcare Employer Disengagement Increased Consumerism New Distribution Outlets Insurance Community University Widening gap between upper & middle income markets Fewer Traditional Insurance Agents Low Personal Savings / Unmet needs

A Solution That Works In Today’s Marketplace Indemnity-based plans • • Indemnity benefits — what you see is what you get Doesn’t coordinate with major medical or affect utilization Rapid claims payment Rate stability — less susceptible to trends These are NOT “expense-based” plans • Sometimes called gap or wrap plans • Coordinate with core health insurance • Reliant on claims adjudication process before payment is made Insurance Community University

Worksite Market Trends Source: Eastbridge U. S. Worksite/Voluntary Sales Report – Carrier Results for 2011 (April 2012) Insurance Community University

Significant Growth Opportunities for Voluntary Benefits To meet diverse needs and control costs, employers are turning to voluntary benefits. Industry in force premium – worksite products 1 Average $ in billions 25 20 15 $11. 7 10 5 0 $8. 0 2000 $13. 2 $14. 6 $15. 6 $17. 2 $20. 2 $21. 8 $21. 6 2008 2009 2010 $18. 2 $9. 4 2001 2002 2003 2004 2005 2006 2007 1 “U. S. Worksite Sales Report Carrier Results for 2010, ” Eastbridge Consulting Group, Inc. , May 2011. . Insurance Community University

Growth of Voluntary Market Continues u 2011 showed good voluntary sales momentum YTD 3 Q 2011 Industry Sales Growth 24% 21% u Heath care reform continued to influence VB growth 5% u 77% of employers (with 10+employees) now offer at least one voluntary benefit Insurance Community University LIMRA’s Worksite Marketing of Voluntary Products, Quarterly U. S. Sales Survey, 3 Q 2011

2011 Voluntary Sales by Product ($M) Accident market is larger than the Dental market! Source: Eastbridge 2011 U. S. Worksite/Voluntary Sales Report Insurance Community University

Needs for Voluntary Benefits Fills Benefit Gaps Increasing exposure to Medical Costs Non. Medical Costs Broker Needs Employee Needs Cost & Risk Shifting

Voluntary can help solve HR challenges Reducing administrative costs Controlling healthcare costs Retaining critical skills Offering a full range of benefits Voluntary solutions Helps employer subsidize core benefit education while communicating all benefits and services at one event Helps offset the impact of medical insurance cost-sharing, which can increase employees’ deductibles, co-pays, premiums and coinsurance Helps to enrich benefit offering, improving workplace satisfaction, employee engagement and loyalty Helps to add valuable benefits for employees at little or no direct cost to the employer Unum, “Employee Education and Enrollment Survey, ” January 2009. Insurance Community University

Value to Employer • Increase benefits with little or no cost to the employer • Increased Tax Savings • Less Administration • One Bill • Cost containment Strategies • Reduce benefit Gaps • Employee Attraction Retention • Improved Morale Insurance Community University What’s in it for me?

Value To Broker/Agency • Increased revenue • Client solutions • Client retention • Enrollment options • Reduced administration • Isolate from competition Insurance Community University What’s in it for me?

Fills Gaps in Medical Coverage – Covers expenses that aren’t usually covered by medical – Pays benefits no matter what other coverage is in force – Provides payments directly to the employee – and can be used in any manner the employee chooses – Employee medical out-of-pocket (deductible, coinsurance, copays) expenses continue to increase – Accident and Cancer benefits can be used to pay these out-of-pocket expenses Insurance Community University

How Do VB Plans Work? Expenses Covered by Medical Insurance Employe e Out of Pocket Expense s Insurance Community University Helps pay Employee Out-of. Pocket Costs • Co-Pays • Deductibles • Over-the. Counter • Non-Medical • Lost Wages

“Gap” Insurance Community University

Coverage for Uninsured Expenses Insurance Community University

Evolving Voluntary Portfolio Insurance Community University

Voluntary Benefits Accident, Cancer, and Critical Illness u Available to 16+ life groups u Complementary coverage that meets evolving demands for clients’ benefits offering u Offsets out-of-pocket costs from Medical Insurance and income gap with Disability Insurance u Flexibility to create multiple options so to properly address various employee needs and affordability u Benefits paid directly to the insured Insurance Community University

Why should employers and employees be interested in accident and cancer products? Ø Fills Gaps in Medical Coverage Ø Flexible options for an employee to financially protect their family Ø Inability to purchase these benefits outside of the workplace Ø More competitive benefits package = happy workforce • Insurance Community University

Cancer Insurance Community University

Cancer – The Pocket Pains! Insurance Community University

And Cancer Costs Are High • Average out of pocket cost for cancer $1, 266 per month* • Overall cost of cancer in 2010 was $263. 8 billion** • 20% of people with health insurance still can’t afford cancer therapy. In fact, a year of treatment for blood cancers such as leukemia reached $1 million in 2008, which would max out the limits of most health insurance policies** *American Journal of Medicine, 2009 **Duke University Medical Center, 2011 *** American Cancer Society and Kaiser Family Foundation study, 2008 Insurance Community University

Cancer Costs? ⅔ of the costs of cancer are not covered by medical u u u Time off for a spouse or family member to help out Travel to and from treatment centers Additional child care support Ongoing household bills on decreased income Can’t forget coinsurance, deductibles, Rx, etc Over 1. 6 million new cancer cases were expected to be diagnosed in 2011* *American Cancer Society, Cancer Facts & Figures 2011 Insurance Community University

Cancer Insurance Working for You • Lump sum benefits paid directly to you for Cancer treatment • Helps with costs not covered by medical insurance such as: • • • loss of wages deductibles coinsurance alternative care travel to treatment centers • • Insurance Community University experimental treatment lodging meals childcare

Critical Illness Insurance Community University

Critical Illness (CI) How it can protect u Lump sum benefit upon diagnosis of covered illness u Heart attack, stroke, major organ transplants, bypass surgery, kidney failure, with optional cancer & carcinoma in situ 1 covered u Hospital Admission Benefit pays when admitted to the hospital for any reason besides the covered conditions Product options u Benefit range $5 k-$50 k u Preventive care encouraged by Who’s at risk? 2 The estimated probability of developing cancer during a lifetime 1 /2 1 /3 of men of women optional benefit for health screenings u Available for spouse and children 1 Please see policy definitions for complete details about these covered conditions. 2 American Cancer Society, “Who Gets Cancer, ” February 24, 2009. Insurance Community University

Critical Illness Case Study The Solution $20, 000 Critical Illness policy Total medical costs: $41, 000 The Situation Total Health Benefit Cost Per Active Employee, 1994 51 year old male -2004 Light manufacturing company Heart attack PPO Medical Plan Expenses not covered by major medical plan: Emergency care co-pay: $100 Deductible: $1, 000 Co-insurance: $2, 000 Specialist visit co-pay: $240 Lost wages: $1, 540 Total out-of-pocket: $4, 880 Insurance Community University Lump sum payment provided to the employee upon diagnosis Benefit can be used to help cover expenses that may not be covered by major medical insurance and replace lost or reduced income. Other possible uses: • • • Mortgage or car payment Monthly bills Transportation Dependent care Household expenses

Life Cycle of An Accident Transportation Follow-Up Family Doctor Accident Hospitalization Imaging Diagnosis Treatment Insurance Community University

Provide Choice Different People Different Ages Different Life Styles Just Different Needs Insurance Community University

How Does It Work? Insurance Community University

How Do Accident and Cancer Work? Pay scheduled amounts for covered items regardless of other medical insurance Accident • Emergency treatment • Ambulance • Burns • Dislocations • Fractures • Hospital Confinement • Surgery • AD&D Benefits 4 -Tier Rates – No Age bands No E of I No Pre-x Minimum 5 enrolled (no %) Fully portable On-and-off Job or Off-Job only No Benefit Waiting period Cancer • • Early detection tests Diagnosis (like CI) Surgery Radiation Chemotherapy Prosthesis Hospital confinement 4 -Tier Rates One Yes/No question 12/12 pre-x Minimum 5 enrolled (no %) Age-banded (offer both attained-age and issue-age rates) Fully portable Benefit Waiting period on Initial Diagnosis Insurance Community University

Levels of Coverage Value…………Advantage…………Premier – Both products will have three levels of coverage: Value, Advantage, or Premier – Critical Illness has GI for groups 50+ lives (up to certain amounts) – 3 -5 health questions when applying for over the GI – Employer can choose to offer one, two, or three levels of coverage – Enrollment materials will display side by side Insurance Community University

Underwriting Accident • No Medical questions………ever • Some industry restrictions, similar to AD&D Cancer • One conditional issue question on the enrollment form • • • “Yes” answer is an automatic decline, no further underwriting performed Late entrants must complete the conditional issue question No full E of I form is used Critical Illness • GI available for groups 50+ lives • 3 – 5 health questions for amounts over GI Insurance Community University

Available Accident Riders Accident • AD&D Benefits • Available on Employee, Spouse, & Child • Benefits include: Dismemberment, Common Carrier, Common Disaster, Seatbelt & Airbag, Catastrophic Loss, Reasonable Accommodation • Benefit can be removed if quoting stand alone AD&D alongside Accident Value Advantage Premier $10, 000 EE $ 5, 000 SP & CH $25, 000 EE $12, 500 SP $ 5, 000 CH $50, 000 EE $25, 000 SP $ 5, 000 CH • Wellness Benefit • Benefit applies to Employee, Spouse & Child • Options from $50 to $150 (in $25 increments) per year Insurance Community University

Available Accident Riders Accident • • Disability Rider Available on Employee and Spouse Off Job only or On & Off Job Sickness may be included Employee Total definition of disability Spouse ADL definition of disability Pre-x applies Value Advantage Premier $125/week up to 26 weeks, 30 day EP acc & sick $250/week up to 26 weeks, 0 day EP acc/30 day EP sick $350/week up to 52 weeks, 0 day EP acc/30 day EP sick • Hospital Confinement Sickness • Available on Employee, Spouse & Child • Pre-x applies Value Advantage Premier $50 per day up to 10 days, 3 day EP $50 per day up to 10 days, 0 day EP Insurance Community University

Accident Insurance Community University

Accident - Kids’ Organized Sports Kicker All accident benefits otherwise paid for a child (age 18 and under) being injured playing organized sports – increased by 20% Insurance Community University

Accident - Claim in Action Here’s the breakdown of what Jarrett’s claim would look like if his parents had the Advantage Accident plan with Guardian. Benefit Additional Child Organized Sport benefit Ambulance ride $150 $30 Emergency Room visit $175 $35 $1, 000 $200 MRI $150 $30 Concussion $75 $15 $50 X 2 = $100 $20 $1, 650 $330 Procedure Hospital admission (his stay was over 20 hours) 2 Follow up doctor visits TOTAL BENEFIT GRAND TOTAL $1, 980 Annual premium for Full Family ≈ $600 Insurance Community University

Available Cancer Riders Initial Diagnosis Benefit Lump sum benefit received upon diagnosis of Cancer 30 day benefit waiting period Benefit can be removed if quoting CI with Cancer alongside the stand alone Cancer product – First ever while insured – – Value Advantage Premier No benefit $2, 500 $5, 000 Cancer Screening Benefit • Benefit applies to Employee, Spouse & Child • Options from $50 to $150 (in $25 increments) per year Pricing preliminary and subject to change. Insurance Community University

Cancer Claim in Action Example of Diagnosed Kidney Cancer in October 2008. Treatment spans over two years since the cancer metastasized to the brain and required additional treatment. Below breaks down how the claim would be handled under Guardian’s Cancer coverage. What Happened? Kidney Cancer diagnosed Travel by train to NJ for radiation therapy, 60 miles each way Date & Benefit Amount 10/2008 Kidney Cancer Diagnosed $5, 000 10/2008 Kidney Nephrectomy (simple) $2, 888 – including 25% extra for anesthesia 10/2008 Hospital Confinement $400/day X 7 days = $2, 800 10/2008 Attending Doctor Visits $25/day x 7 days = $175 10/2008 MRI $200 11/2008 4 weeks of chemotherapy $1000/week x 4 = $4000 12/2008 4 weeks of radiation therapy $600/week x 4 = $2400 12/2008 Transportation Benefit for George and friend $0. 50/mile X 120 miles = $60 X 30 treatments = $1, 800 x 2 people = $3600 11 & 12/2008 2 months of antinausea meds $250/month x 2 = $500 Insurance Community University

Cancer Claim in Action - continued Treatment Cancer metastasized to the brain Date & Benefit Amount 2/2009 Ambulance to hospital $250 2/2009 MRI $200 2/2009 Brain – Excision brain tumor $4813 including 25% extra for anesthesia 2/2009 Hospital Confinement $400/day X 12 days = $4, 800 2/2009 Attending doctor visits $25 x 12 days = $300 3/2009 Extended Care Facility $150 day x 30 days = $4500 4/2009 Hospice Care $100 day x 20 days= $2000 Yearly Family Premium = $609 Insurance Community University TOTAL = $38, 426

Critical Illness Lump sum payment of $2 k- $50 k upon the first ever or second ever diagnosis of each covered Critical Illness. $5, 000 minimum lump sum for Voluntary plans. 16+ eligible lives. * 150% lifetime limit. Schedule excluding Cancer coverage is available. Insurance Community University

Complement to Other Coverages Medical Plan Coverage for medical services, as defined by a company’s plan Accident and Cancer and CI Help with medical and non-medical expenses when a serious illness strikes. Medical Examples: • Deductibles • Out-of-network costs • Experimental treatments Non-medical Examples: • Time off taken by spouse • Travel to treatment centers • Ongoing household bills on decreased income Life Normally a benefit to a beneficiary (may feature an Accelerated Life benefit but person must be diagnosed with a terminal condition) Insurance Community University Disability Plan Replacement of a portion of income

Timing is Right for VB to Grow “ 51% of brokers expect to make changes in the VB products they sell because of Health Care Reform. More than half expect to sell additional accident, critical illness, short term disability, cancer and term life VB benefits. ” – Eastbridge Consulting, Oct. 2010 Insurance Community University

Typical Benefit Plan Offerings • Major Medical Plan • Dental & Vision Plans • Flexible Spending Accounts (FSA’s) • Short and/or Long Term Disability Plans • Employer Paid Life • Section 125 Pre-Taxing of Premiums Insurance Community University

Additional Benefits • • • Long Term Care Employee Credit Unions Gym Memberships 401(k) or 403(b) Retirement Plans Safety Awards Service Awards Vacation Holidays Sick Days Leaves of Absence Uniform Program Holiday Parties, Movie & Sports Event Tickets Insurance Community University

VB Plans in the Market • Individually Underwritten VB plans are: – – – Individually owned Paid for by employee Portable Guaranteed Renewable Usually no price increases Usually no minimum participation requirements • Some VB plans are Group plans – – – Master policy held by the employer Many are portable or convertible May offer levels of GI May have minimum participation requirements May offer simplified administration Insurance Community University

Polling Question #3 Does major medical cover employee’s lost income during a disability? Insurance Community University

Compare Two Employers Without VB • • Major Medical Dental Vision Employer Paid Life With VB • • • Insurance Community University Major Medical Dental Vision Employer Paid Life Short Term Disability Accident Insurance Cancer Insurance Critical Illness Insurance Hospital Indemnity Insurance Term Life, Universal Life, Whole Life Insurance Flexible Spending Account

Questions • Which employer is more attractive to current employees? – Why? • Which employer is more attractive to prospective employees? – Why? • Which employer has a lower overall turnover rate? – Why? • Which employer has a more expensive benefit plan offering? – Why? Insurance Community University

Employee Benefits Choices Can Add Value % 8. 5 e s a e cr In 5 Unum, “Employee Education and Enrollment Survey, ” January 2009. Insurance Community University 1 % 3. 1 e r c n I e s a

VB Plan Carriers (partial list) • • • • Guardian Colonial Life Aflac ING Unum Hartford Lincoln Worksite Benefits Humana Assurant Cigna Conseco Jefferson Pilot • • • • Insurance Community University Transamerica SSI Chimente Boston Mutual Combined Insurance American Fidelity American General Reliance Standard Allstate Trustmark Safeco Provident Life More….

How Do Employees Make Choices? • Different methods, styles, processes, & requirements of enrollment • Available methods: – – – – One-on-One Meetings Group Meetings Co-Browsing Telephone Self Service Printed Materials Intranet HR Benefits Websites Census Insurance Community University

Section 125 Cafeteria Plan Saves Taxes • Governed by the IRS • Allows you to pre-tax qualified premiums such as medical, dental, disability, cancer, vision, FSA’s etc. • No cost to you to use this plan • Changes can only be made at re-enrollment time each year unless there is a family status change Insurance Community University

Flexible Spending Accounts What if you could buy your prescription and OTC drugs at a discount(if prescribed by a doctor? ) Insurance Community University

Flexible Spending Accounts What if you could pay for dependent care tax free? Insurance Community University

Section 125 Cafeteria Plan Saves Taxes After Tax Plan $1, 000 Income 250 750 Taxable Gross Taxes $650 $1, 000 Taxable Gross Income Flex dollars or 100 Insurance Premiums After Taxes 900 New Taxable Income 100 Pre-Tax Plan 225 Taxes Insurance premiums Net Spendable $675 Net Spendable Employees can save 15% - 45% of employee-paid benefits! Insurance Community University

Flexible Spending Accounts Health Care Flexible Spending Account You can use this money to be reimbursed for eligible medical expenses not covered by your major medical insurance plan • Prescriptions and over-the-counter medications prescribed by a Doctor • Deductibles, co-insurance and co-payments • Eyeglasses, contact lenses or LASIK • Dental and orthodontia expenses Effective with next years, 1/1/2011 HCR rules disallow overthe-counter meds as reimbursable items unless prescribed by a Doctor. Insurance Community University

Polling Question 4 Can employee FSA payroll deductions be managed inside an employer’s payroll system with a TPA (Third Party Administrator)? Insurance Community University

How are we responding to Worksite? How does Worksite fit into their business? Reactive Strategic Enrollment Insurance Community University Revenue

Prospecting: Where to Start Additions to Portfolio Not all at Once Takeovers Prospecting Medical Carrier Changing Fill HDHP Gaps Promote Benefit Education

Are your clients well protected? Insurance Community University

Effective Discovery Insurance Community University

Employers need benefits to drive business recovery • Benefits are a vital business strategy for attracting & retaining quality workers • Even after companies have recovered, competition for quality employees will continue • Robust & cost-effective benefit plans will continue to feed corporate strategies for maintaining a healthy company • This means “Opportunity” for Brokers Insurance Community University

Key Advantages to Employers • Better management of their benefit costs • Lower payroll taxes • Time and money savings • Employee satisfaction Insurance Community University

Other Financial Incentives for Employers • Lower Worker’s Comp premiums through reduced claims (can vary state-by-state depending upon the level of SDI and Worker’s Comp available to the employee) • Drives down the experience mod over time • Occurs because of the higher disability benefits available Insurance Community University

Recap • • • The marketplace has been ready for VB Advantages of having VB in the plan design vs. not having them Important to “properly educate & communicate” Understand the different VB plans & how they work Advantages of Section 125 pre-taxing of premiums Insurance Community University

Please hold up your hand Insurance Community University

Upcoming Classes Upcoming University/Paid CE FREE to University Members Classes $50. 00/charge for non university members 10/17 Agricultural Equipment Breakdown 10/24 Homeowners Problems and Solutions 10/31 Earthquake and DIC Coverage Upcoming Community Classes FREE to University Members $25. 00/charge for non university members 10/22 Cyber Liability and the Personal Lines Account Join the University TODAY. www. insurancecommunitycenter. com Click Join University at the top of the bar Insurance Community University 88