Overview
Effective agency management is critical to the growth, productivity, and sustainability of insurance distribution operations. Agency leaders play a central role in recruiting, developing, supervising, motivating, and retaining agents while creating a culture that supports performance, professionalism, and long-term business success.
This programme provides a practical and structured introduction to agency leadership and management. You will explore the responsibilities of an agency leader, leadership and planning principles, recruitment and selection processes, agent training and development, performance management, supervision, motivation, retention strategies, and agency-building techniques. The programme is designed to equip both new and experienced agency managers with the skills required to establish, grow, and sustain high-performing insurance agencies in an increasingly competitive business environment.
Download BrochureLearning Outcomes
On successful completion of this programme, you will be able to:
- Explain the principles, responsibilities, and competencies required for effective agency leadership and management;
- Apply leadership, planning, goal-setting, and agency culture development techniques to improve agency performance;
- Implement effective recruitment and selection processes to attract, assess, and develop suitable agency candidates;
- Apply training and coaching techniques to support agent development and improve productivity;
- Evaluate and implement performance management and supervision practices that enhance agency effectiveness and accountability;
- Apply motivation, retention, and business persistency strategies to improve agent engagement and long-term agency success; and
- Develop practical agency-building plans that support sustainable growth, succession development, and long-term business performance.
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
