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Overview
Unlock Insurance Insights to Sharpen Your Negotiation Skills
How much do you know about the inner workings of insurance companies? What can you do to move the needle on claim value? In this program, dive deep into the world of adjusters with insights that will empower you to negotiate better settlements for your clients. Learn the secrets that every personal injury attorney should know in order to be an effective advocate - register today!
- Learn how reserves are set and how you can raise them.
- Discover how you should adapt your approach when negotiating first-party vs. third-party claims.
- Know bad faith practices when you see them.
- Understand what your client's claim is worth and learn how to get the adjuster closer to your figure.
- Review key questions you should always ask adjusters and the insights they can glean.
- Optimize your timing and find out how to get things moving without appearing too desperate to settle.
- Tailor your negotiation approach to different insurers and types of adjusters.
This program was designed in conjunction with NBI's esteemed 2023-2026 Content Advisory Committee Member Robert J. Kasieta.
Abbreviated Agenda
- Reserves, Adjuster Authority, and Other Key Concepts to Know
- Building Bad Faith Into Your Personal Injury Cases
- First- vs. Third-Party Claims: Adapting Your Negotiation Strategy
- Negotiating With the Insurer on the Insurer's Terms: What Works and What Doesn't
- Different Insurers, Different Adjusters, Different Negotiation Strategies
- It All Comes Down to Numbers: Claim Valuation and Economics
- Dealing With Speed Bumps and Roadblocks in Negotiations
- Unknown Agendas: Playing the Information Game
- Negotiation Tempo, Demands, and Unspoken Messages
Credit Details
Credits Available
| Credit | Status | Total | Until |
|---|---|---|---|
| Alaska CLE |
|
6 Total | 12-03-2027 |
| Alabama CLE |
|
6 Total | 12-31-2025 |
| Arkansas CLE |
|
6 Total | 06-30-2026 |
| Arizona CLE |
|
6 Total | 12-03-2027 |
| California CLE |
|
6 Total | 12-03-2027 |
| Colorado CLE |
|
7 Total | 12-31-2027 |
| Connecticut CLE |
|
6 Total | 12-03-2027 |
| Delaware CLE |
|
6 Total | 12-03-2027 |
| Florida CLE |
|
7 Total | 06-30-2027 |
| Georgia CLE |
|
6 Total | 12-31-2025 |
| Hawaii CLE |
|
6 Total | 12-03-2027 |
| Iowa CLE |
|
6 Total | 12-03-2026 |
| Idaho CLE |
|
6 Total | 12-03-2030 |
| Illinois CLE |
|
6 Total | 12-02-2027 |
| Indiana CLE |
|
6 Total | 12-03-2026 |
| Kansas CLE |
|
7 Total | 12-02-2026 |
| Kentucky CLE |
|
6 Total | 06-30-2026 |
| Louisiana CLE |
|
6 Total | 12-03-2026 |
| Maine CLE |
|
6 Total | 12-02-2027 |
| Minnesota CLE |
|
6 Total | 12-03-2027 |
| Missouri CLE |
|
6 Total | 12-03-2027 |
| Northern Mariana Islands CLE |
|
6 Total | 12-03-2027 |
| Mississippi CLE |
|
6 Total | 07-31-2026 |
| Montana CLE |
|
6 Total | 12-03-2028 |
| North Carolina CLE |
|
6 Total | 02-28-2026 |
| North Dakota CLE |
|
6 Total | 12-03-2028 |
| Nebraska CLE |
|
6 Total | 12-03-2027 |
| New Hampshire CLE |
|
6 Total | 12-03-2028 |
| New Jersey CLE |
|
7.2 Total | 08-19-2026 |
| New Mexico CLE |
|
6 Total | 12-03-2027 |
| Nevada CLE |
|
6 Total | 12-03-2028 |
| New York CLE |
|
7 Total | 12-03-2028 |
| Ohio CLE |
|
6 Total | 12-31-2025 |
| Oklahoma CLE |
|
7 Total | 12-03-2027 |
| Oregon CLE |
|
6 Total | 12-03-2028 |
| Pennsylvania CLE |
|
6 Total | 12-03-2027 |
| Rhode Island CLE |
|
6 Total | 06-30-2026 |
| South Carolina CLE |
|
6 Total | 12-31-2025 |
| Tennessee CLE |
|
6 Total | 12-02-2027 |
| Texas CLE |
|
6 Total | 11-30-2026 |
| Utah CLE |
|
6 Total | 12-31-2026 |
| Virginia CLE |
|
6 Total | 10-31-2026 |
| Vermont CLE |
|
6 Total | 12-03-2027 |
| Washington CLE |
|
6 Total | 12-02-2030 |
| Wisconsin CLE |
|
7 Total | 12-31-2026 |
| West Virginia CLE |
|
7.2 Total | 12-03-2027 |
| Wyoming CLE |
|
6 Total | 08-20-2026 |
Select Jurisdiction
CLE
Agenda
-
Reserves, Adjuster Authority, and Other Key Concepts to Know
- Reserve Philosophy
- Role of Adjuster vs. Claim Supervisor vs. Defense Counsel
- Function of a Claim Committee
- Policy Limits (UM/UIM/Liability)
- Interplay Between the Insurer's Financial Health and Claims Management Flexibility
- Adjuster Authority
-
Building Bad Faith Into Your Personal Injury Cases
- What to Look for and Where to Find it
- Time and Policy Limits Demands
- Discovery and Other Opportunities to Lay the Groundwork for a Bad Faith Claim
-
First- vs. Third-Party Claims: Adapting Your Negotiation Strategy
- Insurer Obligations in First-Party vs. Third-Party Claims
- Nuances of Negotiating Med Pay, UM/UIM, and Other First-Party Claims
- Tips for Negotiating Third-Party Claims
-
Negotiating With the Insurer on the Insurer's Terms: What Works and What Doesn't
-
Different Insurers, Different Adjusters, Different Negotiation Strategies
- Tips for Dealing With State Farm vs. Allstate vs. Geico vs. Progressive vs. Other Insurers
- Handling New vs. Veteran Adjusters
- Quick Tips for Dealing With Difficult Adjusters
-
It All Comes Down to Numbers: Claim Valuation and Economics
- Understand What You Have - How Much is the Claim Worth?
- How Insurers Assess Claims and Determine Settlement Offers
- Key Factors Adjusters Consider
- Valuation by Internal Pressure
- Colossus/Claim Valuation Software
- Case Evaluation and Economics
-
Dealing With Speed Bumps and Roadblocks in Negotiations
- Breaking Through Impasse
- Unmanageable Clients
- Pre-Existing Injuries and Conditions
- Complex Regional Pain Syndrome
- Traumatic Brain Injuries
-
Unknown Agendas: Playing the Information Game
- Claim Investigation Insights
- Learning Information From the Adjuster - Questions You Should Ask
- How to Respond to Adjuster Requests for Information and Documents
- Independent Medical Examinations (IMEs) and Examinations Under Oath (EUOs)
-
Negotiation Tempo, Demands, and Unspoken Messages
- Timing of Negotiations - Why it Matters
- Options and Implications
- How to Get the Ball Rolling Without Appearing Too Eager to Settle
- Demand Letter Checklist and Pointers
Who Should Attend
This program is designed for plaintiff's personal injury attorneys.
Speakers
Speaker bio
J. Wesley Hisaw
is a shareholder with Holland & Hisaw, where his practice areas include domestic law, personal injury, product liability, corporate law, civil rights lawsuits, estate law, and employment law. He was named one of the Top 40 Under 40 litigation lawyers for the state of Mississippi by the American Society of Legal Advocates and the National Trial Lawyer's Association. Mr. Hisaw was also named a Top Ten Attorney for the state of Mississippi in the area of personal injury by the National Association of Personal Injury Attorneys, and listed as a Premier 100 Attorney by the American Academy of Trial Attorneys. He is licensed to practice in Mississippi and Tennessee, and before the U.S. Court of Appeals for the Fifth and Sixth circuits, Northern and Southern districts of Mississippi, and the Western District of Tennessee. Mr. Hisaw is also listed as a Rising Star with Super Lawyers. He earned his undergraduate degree and his J.D. degree from the University of Mississippi.
Speaker bio
Bradley D. Moyer
is an attorney with the Pisanchyn Law Firm in Pennsylvania. Mr. Moyer has over a decade of experience practicing in Pennsylvania on all aspects of a case for injured plaintiffs including trials where he has been both lead chair, and also second chair. Mr. Moyer has handled cases that include: million dollar cases, medical malpractice, wrongful death, product liability, bad faith, catastrophic injury, group home abuse/neglect, tractor trailer incidents, car accidents, and premises liability cases among others. During trials Mr. Moyer has personally conducted, among other aspects: voir dire, presented openings, conducted direct and cross examination, presented closing arguments, presented at arbitration hearings, have been primary counsel in mediations, qualified experts at trial, prepared and presented arguments for dispositive motions, and conducted numerous discovery depositions along with pre-trial matters. Mr. Moyer earned his Bachelor of Arts degree in political science and history, with concentrations in international relations and world affairs from West Chester University of Pennsylvania, and his Juris Doctorate from Florida Coastal School of Law.
Speaker bio
Judith Conway
earned her J.D. degree from the University of Michigan Law School. While attending Michigan Law, she was elected president of the Law School Student Senate. After graduation, Ms. Conway co-founded the Michigan Law Alumni Club of Chicago, which currently numbers over 400 attorney-alumni members. She earned her Bachelor of Arts degree from the University of Notre Dame, where she completed a triple major in political science, Spanish, and sociology. Ms. Conway was a recipient of the Notre Dame Outstanding Student Leader Award for her service as off-campus student body president, secretary of the Junior Class, and president of Breen Phillips Hall. Before beginning law school, she worked in Little Village, located on the southwest side of Chicago. Ms. Conway was employed at St. Agnes of Bohemia, a neighborhood grade school as director of development. She also volunteered as a coach, substitute teacher, and tutor. Upon returning to Chicago after graduating from law school, Ms. Conway accepted a seat on the Board of St. Agnes of Bohemia School. She joined Cooney & Conway in 2014 as a law clerk. Ms. Conway was named an associate after passing the Illinois bar exam. She represents victims of serious personal injury and wrongful death, from the initial client introduction through trial and appeal. Ms. Conway focuses on representing victims of mesothelioma, asbestosis, and other asbestos related diseases. In one of her first cases, she represented a former Heisman trophy winner who was exposed to asbestos as a young man who was subsequently diagnosed with mesothelioma.
Speaker bio
Jay E. Heit
is a shareholder with Herrick & Hart, S.C. in Eau Claire, Wisconsin. He focuses his practice in the areas of personal injury, car collisions, slip and fall, medical malpractice, catastrophic injuries, criminal defense, dog bites, and farm accidents. Mr. Heit has tried over 75 cases to verdict. He is a former federal law clerk who served for the Honorable John B. Jones of the District of South Dakota. Mr. Heit is a member of Eau Claire Bar Association (past president) and Wisconsin Association of Justice (Board of Directors). He earned his B.A. degree, magna cum laude, from the University of St. Thomas and his J.D. degree from the University of South Dakota School of Law.
Speaker bio
Ecleynne Mercy
is a highly accomplished attorney the proud owner and operator of Mercy Law P.C. She has also established Legal Upgrade, a company that offers various services and products related to legal guidance, instruction and wellness-based frameworks. The primary focus of Legal Upgrade is to assist individuals, businesses and communities in integrating wellness-based strategies into their daily legal lives and infrastructure. One of the key services provided by Legal Upgrade is an extensive workshop specifically designed to help students maximize their scores on the essay portion of the Georgia Bar Exam. Ms. Mercy has years of experience in helping repeat bar takers pass the bar, and she utilizes her expertise to provide valuable guidance and instruction to aspiring lawyers. Additionally, she oversees and directs various activities within Legal Upgrade. This includes training and supervising paralegal/support staff, conducting bar compliance reviews, providing case management training, monitoring deadlines, and performing firm audits. Ms. Mercy offers staff training programs in areas such as PI case management, family law case management, criminal defense case management, bar compliance, and system assessments. Furthermore, she conducts attorney trainings on a range of legal topics, including bar compliance, family law, criminal defense, general civil litigation, automobile and motorcycle accidents, slip and falls, dog bites, pedestrian impact cases, premises liability cases, and negligent security cases. Ms. Mercy's expertise in these areas allows her to provide comprehensive and specialized training to attorneys and law students. She is also actively involved in promoting legal awareness and civil rights. Ms. Mercy trains attorneys and law students to become legal observers, enabling them to monitor legal proceedings and ensure fairness. She conducts "Know Your Rights" seminars across the country, educating citizens about their constitutional rights when dealing with law enforcement. Additionally, Ms. Mercy serves as a legal commentator for Court TV, where she shares her insights and expertise on various legal matters. Her educational background includes a B.A. degree from Howard University and a J.D. degree from Western Michigan University Cooley Law School. Ms. Mercy holds memberships in several professional organizations, including the DeKalb Bar Association, State Bar of Georgia, Georgia Association of Black Women Attorneys, Haitian American Lawyers Association of Georgia, and Sister Care Alliance. These affiliations demonstrate her commitment to professional development, networking, and community engagement within the legal field.
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