Overview
The Agency Management Course is a skills-based program designed to help a field manager fully develop and sharpen specific management skills in the areas of planning and goal setting, recruiting and selection, training, and activity management. Focuses on building agency managers’ skills to succeed in today’s competitive business environment.
The course is designed to provide the basic and intensive field management skills to the new and experienced managers. Upon completion of the course, candidates are expected to be able to establish an agency and guide the future generation to perform well in the insurance industry.
Download BrochureLearning Outcomes
Those who successfuly complete this course will demonstrate ability to improve key agency-success metrics, including:
- Retention of full-time agents
- New premium written by new full-time agents
- Number of new agents contracted and retained
- Number of potential recruits
Course Outline
- 1.1: Learning Outcomes
- 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
