Audio CD + Course Book

Negotiating Claims with Insurance Companies

Audio CD + Course Book

Copyright Date:

April, 2018

Product ID#:


Audio + Course Book

Credit Information

Continuing Legal Education

  • VA CLE - 6.00
From Event: Negotiating Claims with Insurance Companies, held April 2018.

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 - An Adjuster's Perspective
  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 (Adjuster and Plaintiff Perspectives)
  5. Negotiation Techniques that Really Work
  6. Ethical Considerations When Working with Insurance Companies

Continuing Education Credit

Continuing Legal Education – CLE: 6.00 VA - Credit Approval Expiration 10/31/2018 *

* denotes specialty credits

Agenda / Content Covered

  1. Investigating the Claim - An Adjuster's Perspective
    9:00 - 10:00, Larry A. Peters
    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
    10:00 - 10:45, Eric S. Wiener
    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
    11:00 - 12:00, Stephanie S. Ryan
    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 (Adjuster and Plaintiff Perspectives)
    1:00 - 2:15, Eric S. Wiener
    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, Stephanie S. Ryan
    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, Stephen H. Ratliff
    1. Competency of Counsel
    2. Referrals, Sharing Fees
    3. Frivolous, meritorious claims
    4. Truthfulness in Negotiations
    5. Loyalty to Client
    6. Trust funds

LARRY A. PETERS is the president of Larry A. Peters Inc. He has worked as an insurance adjuster and private investigator in Virginia and West Virginia since 1968. Mr. Peters is a member of the Washington (past president), Virginia and Mid Valley Claims Association. He is a graduate of the USAFE Criminology and Sociology at the University of Maryland.

STEPHEN H. RATLIFF is an attorney/mediator/arbitrator with an active civil litigation practice in Virginia, Maryland and the District of Columbia with more than 30 years of experience. His practice includes personal injury, employment, business and commercial issues, wills and estates and professional negligence. In addition, he has been a speaker and instructor on topics including trial advocacy skills, litigation and ethics. He served in the Virginia State Bar disciplinary system for 13 years as a member and chair of the 5th District Disciplinary Committee and a member and co-chair of the Standing Committee on Lawyer Discipline. He obtained his J.D. degree from the University of Tennessee.

STEPHANIE S. RYAN is the principal attorney of Ryan Law PLLC. She practices in the areas of defense of personal injury, workers’ compensation claims, transportation and trucking companies, employment litigation, and professional liability defense. Ms. Ryan represents clients in jury trials, bench trials, arbitrations and mediations, and other administrative proceedings in Virginia and the District of Columbia, and has on occasion defended clients in jury trial in Maryland, North Carolina, South Carolina, and Florida. She is a member of the Virginia and District of Columbia bars. She earned her B.A. degree from the University of Nevada and her J.D. degree from Pepperdine University School of Law.

ERIC S. WIENER is a sole practitioner in Arlington, Virginia, where he focuses in the areas of workers' compensation and personal injury. He has spoken previously on workers' compensation, auto claims, and a variety of other topics. Mr. Wiener is admitted to practice in Virginia, the District of Columbia, the U.S. Court of Appeals for the District of Columbia Circuit, the U.S. Court of Appeals for the 4th Circuit and the Eastern District of Virginia. He is a member of the Arlington County and Virginia bar associations, as well as the District of Columbia Bar. Mr. Wiener earned his B.A. degree from the College of William & Mary and his J.D. degree from George Mason University School of Law.

Please refer to Continuing Education Credit FAQ for general information about seeking credit for your participation in one of our continuing education programs.

Additionally, our team of credit specialists are here to answer your specific credit-related questions weekdays 7am - 5pm Central:

Phone: 866-240-1890


Accreditation Details:

Continuing Legal Education

VA CLE: 6.00 Credit Approval Exp
Includes - Ethics: 1.00
This course has been approved by the Virginia Mandatory Continuing Legal Education Board for 6.0 hours of pre-recorded credit, which includes 1.0 hour of ethics. Attorneys may earn a maximum of 8.0 credit hours annually using pre-recorded programs.

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How To Order

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Mail: NBI
P.O. Box 3067
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