Live Seminar

Negotiating Claims with Insurance Companies



Friday, April 13, 2018


9:00 AM - 4:30 PM

Product ID#:



Hilton Garden Inn Fairfax

3950 Fair Ridge Dr.

Fairfax, VA 22033


$349 / Each Additional

Registration Includes Course Book

Credit Information

Continuing Legal Education

  • VA CLE - 6.00


  • PACE - 7.00

Program Description

Avoid Costly Litigation with Sophisticated Negotiation Strategies

In this practical and unique legal course, 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. You'll learn 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 - register today!

  • Resolve insurance claims quickly and efficiently with time-tested negotiating strategies.
  • Find the most productive balance between hardball tactics and building a relationship with the insurance company.
  • Write demand letters that spur cooperation and get the important documents you need in a shorter amount of time.
  • Analyze different negotiation styles, find out which style is best for each situation and learn how to use them effectively.
  • Recognize when the negotiations are likely to fail and quickly and accurately determine your next course of action, including how to effectively go beyond the adjuster's settlement authority if need be.
  • Learn secrets for how adjusters investigate the incident scene.
  • Uncover what to include in the settlement package to incentivize the claim and enhance its value.

Who Should Attend

This basic-to-intermediate level seminar examines insurance claim negotiation tactics that will benefit attorneys. It will also be of interest to insurance adjusters, claims managers, presidents, vice-presidents, and paralegals.

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 *

Professional Achievement in Continuing Education – PACE: 7.00 *

* 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, Richard Mayberry
    1. Competency of Counsel
    2. Referrals, Sharing Fees
    3. Frivolous, meritorious claims
    4. Truthfulness in Negotiations
    5. Loyalty to Client
    6. Trust funds

RICHARD MAYBERRY is of counsel to Mioirni Law, PLLC, Vienna, Virginia. His litigation practice spanned some 20 years and has included both plaintiffs and insurance defense cases. Mr. Mayberry is a regular CLE instructor on ethics in the D.C metropolitan area. He graduated from the George Washington University Law School.

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.

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 Includes - Ethics: 1.00
This course has been approved by the Virginia Mandatory Continuing Legal Education Board for 6.0 hours of credit, which includes 1.0 hour of ethics.

Professional Achievement in Continuing Education

N PACE: 7.00 Includes - Chartered Life Underwriter: 7.00, Registered Health Underwriter: 7.00
This seminar qualifies for 7.0 PACE (Professional Achievement in Continuing Education) credit hours for CLU, RHU.

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How To Order

Web: Order Now
Call: 800.930.6182
Fax: 715.835.1405
Mail: NBI
P.O. Box 3067
Eau Claire, WI 54702