Overview
The Agency Management Course is designed to build strong, forward-looking agency leaders. It equips participants with practical skills to lead teams effectively, recruit and develop agents, build performance cultures, and implement strategic business plans that drive growth and sustainability. The program blends leadership development, operational excellence, and agency-building strategies to prepare professionals for real-world management responsibilities
Download BrochureLearning Outcomes
By the end of this course, learners will be able to:
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Explain the core principles of effective agency management and leadership;
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Apply strategic planning and goal-setting techniques to grow and sustain agency operations;
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Develop and implement recruitment, selection, and onboarding strategies for quality agents;
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Design structured training and performance management programs to drive results;
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Motivate, coach, and engage teams to build a high-performance agency culture;
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Implement retention strategies that strengthen persistency and business continuity; and
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Build sustainable agency models that align with professional ethics, values, and long-term growth.
Course Outline
- 1.1: Learning Outcomes
- 1.2: Learning Aids Contained in this Course
- 2.1: Basic Principles of Life / Takaful Financial Services Agency Management
- 2.2: The MDRT’S Whole-Person Concept
- 2.3: Change of Role: Agent to Agency Leader
- 3.1: New Developments and Transformation of the Financial Industry
- 3.2: Agency Management
- 3.3: Benefits and Challenges of being an Agency Leader
- 3.4: Tasks of an Agency Leader versus an Agent
- 3.5: Required Competencies of an Agency Leader
- 3.6: Support Structure for an Agency Leader
- 4.1: Good Leadership
- 4.2: Agent's Expectations
- 4.3: Agency Culture
- 4.4: Agency Culture and Performance
- 4.5: What Influences Agency Culture
- 4.6: Planning
- 4.7: Goal Setting
- 4.8: Action Planning
- 4.9: Agency Philosophy
- 5.1: Definition of Recruitment
- 5.2: Recruiting Philosophy
- 5.3: Why Recruit?
- 5.4: The Importance of Recruiting
- 5.5: The Recruiting Process
- 5.6: Recruiting Objectives
- 5.7: Developing the Agents Profile
- 5.8: Facts of Recruiting Activities and Selection Activities
- 5.9: Major Sources of Candidates
- 5.10: Candidates Guidelines
- 5.11: People who are Interested in this Industry
- 5.12: Recruiting through Personal Activity
- 5.13: Getting Help from Nominators
- 5.14: Recruiting Trends Today
- 6.1: Definition of Selection
- 6.2: The Importance of Selection
- 6.3: The Principles of Selection
- 6.4: The Selection Process
- 7.1: Definition of Training
- 7.2: The KASH Formula
- 7.3: The Principles of Adult Learning
- 7.4: Barriers to Learning
- 7.5: Preparing to Train
- 7.6: The PESOS Training Process
- 8.1: What is Performance Management?
- 8.2: Definition of Supervision
- 8.3: Why Performance Management and Supervision?
- 8.4: Why Agents Fail?
- 8.5: Good Performance Management and Supervision
- 8.6: Methods of Performance Management and Supervision
- 9.1: The Need for New Agents Retention
- 9.2: The Benefits of Retention
- 9.3: Factors Affecting Retention
- 9.4: Business Retention (Persistency)
- 10.1: Definition of Motivation
- 10.2: Source of Motivation
- 10.3: The Need to Motivate
- 10.4: Maslow's Hierarchy of Needs
- 10.5: Motivation Factors
- 10.6: Who Do New Leaders Turn to for Help?
- 11.1: The Future
- 11.2: Helping New and Established Agents
- 11.3: Motivating New Agents
- 11.4: Problems of Established Agents
- 11.5: Systems that Work
- 11.6: Your Own Agency Plan
Price: US$185
Course Features
- Modules 11
- Duration 4 Weeks
- Content Type Text & media
- Assessment Yes
- Pass Percentage 70%
- Certificate Yes
