Audio CD + Course Book

Negotiating Claims with Insurance Companies

Audio CD + Course Book

Copyright Date:

December, 2017

Product ID#:

77247CDRA

Audio + Course Book

Credit Information

Continuing education credit
is not available on this program.


  • For additional questions regarding
  • continuing education credits,
  • please contact us at 866-240-1890
  • or credit@nbi-sems.com
From Event: Negotiating Claims with Insurance Companies, held December 2017.

Program Description

In this practical and unique legal guide, experienced faculty will provide an inside look at the decision-making strategies and communication tactics used by veteran personal injury attorneys and insurance professionals in injury claim negotiations. It is jam-packed with inside tips and secrets every personal injury attorney can use to maximize their client's settlement in a shorter amount of time. Insurance adjusters will also benefit by being able to gain a better understanding of the plaintiff's perspective. Locate all potential sources of coverage and find out how to better communicate with insurance adjusters through sophisticated negotiation techniques - order today!

Course Content

  1. Investigating the Claim
  2. Get to Know Your Adjuster
  3. Drafting Demand Letters and Other Documents that Get Results
  4. Sophisticated Negotiation Styles: How and When to Use Them
  5. Negotiation Techniques that Really Work
  6. Ethical Considerations When Working with Insurance Companies

Continuing Education Credit

Continuing education credit is not available at this time.
For additional questions regarding continuing education credits please contact us at 866-240-1890 or credit@nbi-sems.com.

Agenda / Content Covered

  1. Investigating the Claim
    9:00 - 10:00, Written by Raymond W. Cobb and Christopher T. Logullo. Presented by Raymond W. Cobb in Dover and Christopher T. Logullo in Wilmington.
    1. Policy Examination: Locating all Potential Sources of Insurance Coverage
    2. Researching the Facts and Issues of the Case
    3. Incident Scene Investigation
    4. Photographs and Other Critical Evidence
    5. Witness and Client Interviews
    6. Requesting Documents
    7. Asset Searches
  2. Get to Know Your Adjuster
    10:15 - 11:15, Written by Patrick K. Gibson. Presented by Patrick K. Gibson in Dover and Wilmington.
    1. Learn the Negotiation Expectations of the Insurance Company
    2. Understanding Tactics Used by Insurance Adjusters to Reduce Claims
    3. Building Credibility with Your Adjuster
    4. How Adjusters Use Reserves in Negotiations
    5. Bad Faith? Secrets the Adjusters Don't Want You to Know
  3. Drafting Demand Letters and Other Documents that Get Results
    12:15 - 1:15, Written by Patrick K. Gibson. Presented by Patrick K. Gibson in Dover and Wilmington.
    1. Drafting a Notification Letter to Start Your Case Off Strong
      1. Providing Notification to all Relevant Parties
      2. What Not to Include in the Notification Letter
      3. Getting a Higher Reserve from the Insurance Company
    2. Key Elements of an Effective Demand Letter
    3. Length, Style, Tone, "Drama" Level
    4. What to Include in the Settlement Package - Documentation and Exhibits
      1. To Document the Claim
      2. To Incentivize the Claim - Enhance its Value
      3. To Enhance Credibility, Prevent Bottlenecks, Close Gaps
    5. Techniques for Countering the Adjuster's Initial Offer
  4. Sophisticated Negotiation Styles: How and When to Use Them
    1:15 - 2:15, Written by Patrick K. Gibson. Presented by Patrick K. Gibson in Dover and Wilmington.
    1. Making Things Easy
    2. Finding the Middle Ground
    3. The Aggressive Negotiator
    4. The Evading Technique
    5. The Collaborative Approach
    6. The "Walk Away" Strategy
  5. Negotiation Techniques that Really Work
    2:30 - 3:30, Written by Raymond W. Cobb and Christopher T. Logullo. Presented by Raymond W. Cobb in Dover and Christopher T. Logullo in Wilmington.
    1. How to Effectively Communicate with the Adjusters
    2. Understanding the Adjuster
    3. Recognizing Your Common Goals and Forming a Relationship
    4. Determining the Adjuster's Settlement Authority
    5. Using Documentation/Exhibits Effectively (Medical Reports and Studies, Photographs, etc.)
    6. Strategies for Direct Insured Negotiations to Prevent Litigation
    7. Building a Record of the Negotiations
    8. Addressing the Weak Points
    9. Timing Tips
    10. Obtaining (and Maximizing) the Adjuster's Settlement Authority
    11. Re-Starting Stalled Negotiations
    12. Negotiation Mistakes to Avoid
    13. What to do When the Negotiations Fail
    14. Making the Most of Mediation and Arbitration (Inside Tips and Strategies)
  6. Ethical Considerations When Working with Insurance Companies
    3:30 - 4:30, Written by Elwood T. Eveland Jr. and Reneta L. Green-Streett. Presented by Mary E. Sherlock in Dover and Elwood T. Eveland Jr. in Wilmington.
    1. Unethical Insurance Adjusters and Your Client's Claim - What You Can do About it
    2. Liens in Personal Injury Settlements: Ethical Considerations
    3. Malpractice Risks and Prevention

RAYMOND W. COBB is the founder of the Law Offices of Raymond W. Cobb, LLC, with its principal office located in Wilmington, Delaware. Mr. Cobb's practice focuses on the representation of self-insured and insurance carriers in the areas of toxic tort, premises liability, personal injury, and worker's compensation. He has lectured frequently at seminars on litigation related topics and techniques, the examination of expert witnesses, motor vehicle litigation, and workers' compensation. Mr. Cobb is admitted to practice law in Delaware, Pennsylvania, and New Jersey. He is a member of the Delaware State Bar Association, the Workers' Compensation Section of the Delaware State Bar Association, the Defense Research Institute, and the Pennsylvania Bar Association. Mr. Cobb earned his B.A. degree from the University of Delaware and his J.D. degree from the Villanova University School of Law. (Dover location)

ELWOOD T. EVELAND JR. is a sole practitioner in Wilmington at The Eveland Law Firm, where he practices primarily in the areas of personal injury, workers' compensation, contract law, and construction litigation. He frequently speaks on the topics of workers' compensation and litigation. He earned his B.A. degree from Rutgers University and his J.D. degree from Delaware Law School of Widener University. Mr. Eveland is a member of the Delaware State Bar Association, the Delaware Trial Lawyers Association and the American Association for Justice. (Wilmington location)

PATRICK K. GIBSON is an attorney with Gibson & Perkins, PC. Mr. Gibson is a litigator who focuses his practice on plaintiff's professional malpractice and personal injury claims. He received his B.A. degree, magna cum laude, from Temple University and his J.D. degree, magna cum laude, from Widener University School of Law. Mr. Gibson is licensed to practice in Pennsylvania, Delaware, and New Jersey. (Dover and Wilmington locations)

CHRISTOPHER T. LOGULLO is a senior trial attorney with the Wilmington law firm of Chrissinger & Baumberger, a firm that serves as in-house trial counsel for Liberty Mutual Insurance Company. He practices in the areas of personal injury and workers' compensation. He has argued before the Delaware Supreme Court, tried various jury trials to verdict before the Delaware Superior Court, and has extensive experience before the Delaware Industrial Accident Board. Mr. Logullo has also tried cases in the District Court of Maryland, Circuit Court of Maryland and also the Maryland Workers' Compensation Commission. He has lectured at seminars before the Delaware State Bar Association and to various insurance companies. Mr. Logullo earned his B.S. degree in business administration/finance from the University of Delaware and his J.D. degree, cum laude, from Widener University School of Law. He is admitted to practice law in Delaware, Maryland, New Jersey, and Pennsylvania. Mr. Logullo is a member of the Delaware State Bar Association. (Wilmington location)

MARY E. SHERLOCK is the managing partner of the Dover law firm of Weber Gallagher Simpson Stapleton Fires & Newby LLP. She focuses her practice on insurance defense litigation, first party and third party claims and subrogation matters. Ms. Sherlock has been a practicing trial lawyer for 31 years and has litigated in all of the Delaware courts. She is a member of the Delaware Chapter of the American Board of Trial Advocates; former president and past member of the Delaware State Bar Association Executive Committee; past board member of the Delaware Bar Foundation and past president of the Kent County Bar Association. Ms. Shelock is a member of the Delaware Bar Judiciary Committee, Terry-Carey American Inn of Court and the Elizabeth W. Murphy School Board of Directors. She also served as an attorney for the Delaware House of Representatives for four years. Ms. Sherlock earned her B.A. degree from LeMoyne College and her J.D. degree from Widener University School of Law. (Dover location)

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