This training programme is designed to motivate and to increase the knowledge of agents to the extent that they will be able to handle themselves more professionally and more confidently which will ultimately lead to an increased in sales and premium. Consistent with the high standards set by your company, I can assure you that this training programme will be a success as it is specially designed for agents. As an experienced trainer, having trained thousands of agents, I can draw upon my vast practical experience to communicate to the agents in their own language.

In short, I know what their needs are and the problems which they faced in selling and the handling of insurance. I am one of the best if not the top general insurance trainer in the market and have successfully conducted courses on product knowledge, marketing and selling of the major classes of general insurances.

This programme will help the Agents deal with problems in selling and understanding the product which they are selling and developed them into a positive and knowledgeable force in the competitive world of insurance. I believe that the training of agents should focus more on the application and practicality rather on the technical and theoretical aspects of insurance. Which is why we have developed workshops rather than classroom types of lectures, practical case studies will be presented and the Agents will be trained to apply what they learn in this programme.

Furthermore, I am able to package my training programme to meet your company=s objectives. We can easily incorporate and promote your company=s vision mission statement and or corporate culture. We can train your new agents on how to complete proposal forms and or to issue cover notes and more importantly on cover note control. In addition we can also train them on the need to conduct simple risk assessment exercise and on risk improvement which will benefit the Agents, the Insureds and as well as your Company.

As far as the training of agents are concerned, it should be an ongoing exercise as there is a tremendous gap between the quality of agents and the professional broker. Brokers based their strength on product knowledge and sometimes ride on their strong corporate image to influence their customers. On the other hand, the agents can only depend upon their personal capabilities.

This training programme focuses on bridging this gap, by developing the personal capabilities of the agents. Armed with the necessary skills and knowledge your agents will not only increase their production but will also promote the professional image of your Company. As agents are the frontliners, the image which they project will ultimately reflects on the image of their principal.

The need is therefore to upgrade the agents into a more potent, effective and professional selling force. The benefits of having a team of well trained professional agents are many such as :

- a powerful selling tool, production and premiums will increase
 

- reflects the professional image and
 

- your Company can also recruit agents more easily because the agents will know

  that they will have the full backing and be provided with training and the essential

  tools to sell
 

Course Objectives
There was a time when a training programme is only measured by the amount of enjoyment which the participants derived from it. However, expectations has changed, now the criteria as to whether a training programme is effective must be capable of being quantified in real and measurable objectives, like production, customer feedbacks and of course the agents own evaluation.

Training must now be treated and evaluated like any expenditure or investment, in that there must be a positive return on this investment. By developing these agents, your Company would have invested towards a better future, as this training programme focuses on results and not on some abstract or unquantifiable objectives.

In corporate terms, increase in production of quality agency business is in line with the Company=s objectives together with the promotion of a strong professional image and as a recognised leader in the insurance industry. This will also project a favourable image with the requirements of Bank Negara towards training and development of professional agents.

The overall course objectives are then to provide the agents not only with the necessary product knowledge, but also the ability to sell. In short, the agents will know insurance and how to sell it. Most courses, if not all, only focuses on product knowledge and fails to recognise the fact that agents are marketing orientated. The product knowledge which the agents learned is fast forgotten as it is seldom utilised simply because of the lack of sale or that having the product knowledge alone will not ensure a sale.

However, this course not only teaches the agents on the importance of product knowledge, it also trains your agents to effectively close the deal, utilising among other factors, the essential selling skills. Therefore, product knowledge coupled with the essential selling skills, provide an effective combination that will produce results.

Course Summaries

This programme is in two phases.

Phase I - Essentials of Risk and Insurance

See Appendix P1 (PDF Format) for the Course Contents.

As there are no short cuts to success, the same applies in the training of effective agents. Training must start from the ground up, a strong and unshakable foundation of basic insurance knowledge is the key to the development of Agents. Once they have established a strong platform on the Essentials of Insurance, then only can they be successful. From my experience as a Trainer, almost all Agents have only a very weak foundation on the fundamentals and legal aspects of insurance, and yet they go forth to sell insurance.

Phase I is all set to address this situation, as it is about the legal aspects of insurance, starting with the relevant sections of the New Insurance Act 1996 to the application, meaning and the effects of conditions and warranties. The legal application of the cover note, the proposal form and the insurance policy and its implied conditions. In essence, the agents will know why insurers do not pay claims by understanding the application of the legal principles of insurance like breaches of the Duty of Disclosure and the application of the Proximate Cause.

This will put them in a better position to explain to their clients the need to purchase a proper insurance policy, with full perils, that will then operate, in the event of a loss.

By understanding the applications of the principles of Indemnity, Subrogation and Contribution the agents will be in a better position to explain to their clients the basis of claims settlement, the application of average and the need to insure for the full value of their properties. Which will relate to greater premiums and better commissions.


Phase II - Maximising Product Knowledge
 

See Appendix P2 (PDF Format) for the Course Contents.

Most, if not all agents, do not have full confidence to sell general insurance. Ask any life agents and they will tell you that they fear selling general insurance because they are afraid that the policy will not activate and pay the claim in the event of a loss. Most agents that sell both Life and General insurances will always state that they possess full confidence in selling Life Policies and they believe that their products will operate and pay, in the event of a claim. Whereas, these same Life agents do not have the same confidence in general insurance, in that, they dare not tell their clients that the general insurance policies will pay in the event of a claim!

Therefore this phase will deal with policy coverage, applications of exclusions and breaches of policy conditions, for each class of insurance. These are the main reasons why Insurers repudiate claims. At the end of each particular course, the important selling points of each major class of insurance will be highlighted and discussed. Other areas will be the need for each particular class of insurance and we will also discuss the claims procedures.


Course Duration and Course Title

Module Course Title Course Duration
Phase I
1. The Essential Elements of Risk and Insurance                              1 day
2. Preparing Effective Quotations                                                     1 day
 

Phase II
3. Fire Insurance Workshop                                                            1 day
4. Fire Consequential Loss Insurance                                              1 day
5. Miscellaneous Accident Insurances                                             1 day
6. Property Claims                                                                         1 day
7. Liability Insurances Workshop                                                     1 day
8. Motor Insurance Workshop                                                         1 day
9. Health and Personal Accident Insurance                                      1 day
10. Engineering Insurances                                                             1 day
11. Risk Management for Agents                                                     1 day

 

Methodology
 DVDs if Available
 Lectures and Discussions
 Lecture Notes
 Practical Case studies

 

Course Duration

All modules : 1 day or 2 days - Depending upon the Insurer=s Requirements

 

Course Fees

As arranged.

 

Ancillary Charges For Outstation Courses to be Borne by the Insurer

a) Transportation expenses either in the form of
    Economy class airfare plus airport transfers or
    Mileage claim at RM0.70 per kilometre and toll charges
 

b) Full Hotel accommodation expenses for 2 paxes including breakfasts


Terms of Payment

No deposit required, but full payment should be remitted within 15 days upon receipt of billing for the completion of each respective module.

 

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