Insurance Industry Services

 

INSURANCE INDUSTRY SPECIALIZATION

(Life, Non-Life & Bancassurance Sectors)

We have extensive and wide ranging international experience in the insurance industry  which has been significantly increased as a result of the following business cooperation arrangements:-

INSURANCE INSTITUTE FOR ASIA AND THE PACIFIC (IIAP), an international insurance testing center which as a result of its outstanding training and education structure also represents and is the examination center for international programs of the Insurance Institute of America (ILA), Chartered Property & Casualty Underwriters of USA (CPCU), Academy of Life Underwriting (ALU), Society of Actuaries (SOA), and Institute for Risk Management of UK (IRM), Casualty Actuarial Society of USA and the Chartered Insurance Institute (CII) of UK.  IIAP is also the permanent secretariat of the Association of Insurers & Reinsurers of Developing Countries (AIRDC) as well as the Association of Insurance Supervisory Authorities of Developing Countries (AISADC).

TALENT ASIA TRAINING & CONSULTING (TATC), is a Singapore based company providing training and consulting services, mainly to the insurance industry. Their training services are focused mainly on the Non-Life sector, especially in respect to engineering and construction risks. They have mainly been servicing the Singapore, Kuala Lumpur and Jakarta markets; but are now planning to grow and expand their training business in across Asia with Indo-China and Vietnam being specifically targeted.  Besides training, the they also undertake risk surveys, loss investigation, damage assessment and claim evaluations.

Accordingly, and together with the above associates we can provide an extensive range of services to the insurance industry covering Life, Non-Life and the Bancassurance sectors, including:-

  • Training & Development – Our most popular insurance industry courses are outlined below, but you will also find others in the separate “Training for Success” section of the website.
  • Best Practice Agent Recruitment & Selection – refer special feature in this section
  • Coaching & Mentoring, Consulting and HR Management – as featured in separate sections of the website.

INSURANCE INDUSTRY TRAINING

 

BEHAVIOURAL CORE COMPETENCY PERSONNEL DEVELOPMENT PROGRAM – 1 day

This course provides a proven method of evaluation at all or any level for training and development needs, position advancement and/or succession planning.  Ideal for Leaders at any level and also HR and Training Leaders who want to better understand how to motivate their staff to maximize performance.

BOND INSURANCE – 1 day 

This course will provide an overview of Bond insurance and related issues. It is often used in procurement and construction contracts. Claims handling of bond insurance and recovery will also be covered. Appropriate case studies will be used to enlighten this product application in the insurance industry. 

CERTIFIED PROFESSIONAL AGENCY LEADER (CPAL) 4 X 2 Days Program 

This program has been developed to assist in the establishment of a high standard of agency leadership and management, and is subject to a pledge of professional conduct prior to certification.  The overall objective is to improve the productivity, performance, market conduct and professionalism, of agency leaders, and successful completion involves eight days of interactive training sessions, plus field assignments between each of the four training sessions.  This is followed by the completion of a report on an approved subject together with a proposed Action Plan. 

CIVIL ENGINEERING COMPLETED RISKS (CECR) INSURANCE – 1 day 

This CECR cover is an operational cover for "live" infrastructure or facilities (excluding buildings).  Various coverage and claims issues will be addressed during the session. Case studies will be used to educate learners on how this policy is arranged.

CONSULTATIVE NEEDS BASED SELLING  FOR MARKET GROWTH & DEVELOPMENT – 2 days

To motivate participants to maximize sales results through professional consultative selling skills and ideally suited for the financial services sector. 

This course has been specially designed and developed from proven sales success data and can be customized to suit any of the following situations:-

  1. To launch a successful sales career for new and inexperienced agents & salespersons, or
  2. Re-launch a successful sales career for existing agents & sales personnel who have failed to maximize their sales potential, or
  3. To further grow and develop the sales career of successful agents & salespersons.

Agency leaders, Sales supervisors, leaders and managers should also attend this course in order to further assist their team members to maximize their sales potential and develop successful sales careers.

CONTRACTOR’S ALL RISKS (CAR) INSURANCE – 2 days

The course will highlight the two sections of the CAR policy and how coverage is afforded for construction losses.  Application of the operative clause and related endorsements, warranties will be expanded further. Case studies will be used to illustrate how the policy responds and discussions will also cater on related topics like recovery and risk management.

CUSTOMER CENTRIC SERVICE TO GAIN & RETAIN CLIENTS – 2 days

This course can be customized for staff at all levels, positions and departments  with the objective to inspire and motivate employees to provide quality customer centric service both externally and internally in order to develop a customer centric corporate culture, with the prime objective of retaining existing customers and gaining new ones.  The course can significantly contribute to the progressive building of a corporate culture in the provision of quality customer centric service and thereby contribute to the development and growth of the business.

BASIC CONSTRUCTION TECHNOLOGY & TECHNIQUES AND HOW THE CAR POLICY APPLIES  TO SUCH RISKS – 2 days
This course will give an overview of on-going projects and address technical aspects of construction. This will include materials used, stages of work, types of construction and related risks involved. Note - An option to include a visit to a project site can be arranged if required (1/2 day).

EFFECTIVE REPORT WRITING FOR INSURANCE PERSONNEL – 2 days

Producing reports is quite a normal practice in the insurance industry. This can be for many different purposes, including for example an accounting report or a risk survey for underwriting.. For the report to be effective, proper presentation and formats have to be used. In this course, the facilitator will cover well practiced report writing concepts, and report enhancing tips will be shared to improve the participants' report writing skills.

FIRE INSURANCE & INDUSTRIAL ALL RISKS INSURANCE (Case Study Approach & Comparison) – 1 day

The difference in coverage afforded by the Fire and IAR policies will be presented in this course. Specific perils - "all risks" compared with basic fire will be discussed. Common market practice for these two products will also be highlighted to enable participants to consider and understand the differences.

HOW TO IMPROVE PEOPLE COMMUNICATION FOR EFFECIVE CONFLICT RESOLUTION – 1 day

Communication is an important feature in our daily lives.  In business, good communication becomes crucial as we need to speak, discuss and communicate with clients, colleagues and management personnel.  Conflicts can occur and this course is planned to guide participants on how to avoid such "difficult" encounters. Effective communication can be used as a tool to bring about conflict resolution.  Role  plays will be used to portray some of the conflicting situations and how to resolve them effectively.

IIAP  NON-LIFE TRAINING:

An extensive range is available of which the following are the most popular:-

1)     Accident & Health Insurance – Advanced 

2)     Basic Non-Life Insurance 

3)     Business Interruption Insurance 

4)     Claims Technician Course 

5)     Condominium Insurance 

6)     Engineering Insurance – Advanced 

7)     Fire (Property) Insurance – Intermediate & Advanced 

8)     Loss Adjustment – Advanced 

9)     Marine Insurance – Intermediate & Advanced

10)   Miscellaneous Casualty Insurance – Intermediate

11)   Motor Insurance -  Advanced

12)   Principles & Practice of Non-Life Insurance Accounting

13)   Reinsurance Accounting 

14)   Reinsurance – Intermediate & Advanced 

15)   Surety-ship – Advanced

INDUSTRIAL ALL RISKS (IAR) INSURANCE – 1 day

In this course, the coverage and applications of the IAR will be presented. Consideration will be given to the different wordings and formats of the operative clause. Claims examples will be used to expand on the available endorsements and clauses in the market.

INSURANCE OPPORTUNITIES IN RELATION TO NEW & UPCOMING BUILDING & INFRASTRUCTURE PROJECTS IN VIETNAM/ASIA – 1 Day

This course will provide an overview of on-going and planned projects in Vietnam and /or Indo China/ Asia. Special attention will be given to required insurance coverage and opportunities for business due to this. Besides the client and main contractors, other related parties such as subcontractors and suppliers will also be a source for insurance.

IZONEN SALES COACHING & TRAINING – Annual Contract

An outstanding program with Bruce King of “How to Double Your Sales” fame who was also featured in a leading article by “The Times” newspaper titled “King of the UK Salesman”.  This program provides  the perfect service for those insurance companies who want to develop their sales personnel and teams in order to maximize results and profits.

IZONEN includes 130 + high impact sales coaching and motivational videos and much more. The videos are short (maximum 4 minutes), focusing on just one subject at a time.  It’s bite size learning that sticks. They cover every aspect of the sales process, including - Self-Motivation - Prospecting - Referrals - Cold  Calling  - Voicemail - Networking - Social Media - Communication Skills - Time Management  - The Sales  Process - Presentation Skills – Handling Objections, Concerns and  Stalls - Negotiating Skills & Closing the Sale

MACHINERY BREAKDOWN (MB) INSURANCE – 1 day

The coverage of the MB policy will be presented during this course. Type of plants and machinery that are covered will be addressed. Claims handling procedures will be looked into. Case studies will be used to illustrate how this works. 

MARKET CONDUCT PROFESSIONAL SALES & SERVICE (MCPSS) – 4 X 1 Day Program

This course if ideal for full time career agents or those part-time agents who want to develop their career and business into a full time activity.  However, all agents will derive great benefit from attending this course. and similar to the CPAL program is subject to a pledge of professional conduct prior to certification

PARADOXICAL LEADERSHIP – 1 Day

For leaders and managers at any level who want to be more effective in achieving better results for themselves and their team using a very practical, unique and proven method.  The outcome is more effective leaders focused on results and the achievement of objectives.

RESULT FOCUSED PERFORMANCE MANAGEMENT  – 1 Day

A course designed and delivered to improve staff performance at (team, group, department, division, or company) level for both results and the achievement of objectives. A must for companies, leaders and managers who want to bring about changes designed to increase results and achieve objectives thus resulting in a more inspired and motivated workforce.

RISK SURVEYS FOR NON ENGINEERS – 1 day

A risk survey report is often required by underwriters when evaluating large/ complex risks. In this course, some of the basic features or points that are crucial in the survey will be highlighted. Concepts like Probable Maximum Loss (PML) will be discussed to enlighten participants of the various steps involved.

STRATEGIC PLANNING & EXECUTION FOR ASIAN INSURANCE COMPANIES – 2 days

Specially designed and delivered for insurance companies, this workshop focuses on good strategic business thinking and planning practices, and how to develop a team based approach to implement and execute strategies in a manner which achieves targeted results and objectives. Research shows that 70% of organizations with a formal strategy management process, who recognize the importance of effective implementation and execution, report performance results greater than those without such a process.

TRAIN THE TRAINER - 2 Days

This training course has been specifically designed to assist trainers to prepare and deliver training courses and programs in an efficient, effective and result producing manner.

Our TRAINING for SUCCESS is based on the following principles:-

  1. To maximize training outcomes there must be an identified and measurable objective;
  2. That the training must be practical, understandable & enjoyable;
  3. The focus must be on transferring the new or revised competencies, knowledge and skills to the workplace.
  4. There must be an evaluation process to review the training outcomes and results.

Please contact us – refer the Contact Us section - for further information or to arrange a meeting to discuss your specific training requirements.

BEST PRACTICE AGENT RECRUITMENT & SELECTION

 

This program has been designed, developed and proven to assist insurance companies to predict the sales potential of their new agents and salespersons. Furthermore, it places them in the best position to make the right selections of people for their sales force. It also provides information and assistance in:-

  • Attracting predictably good performers to join the sales team;
  • The conduct of interviews of potential agent/advisor candidates;
  • The career path management and development of selected candidates.

Why is this important? Companies in the Asian life insurance industry spend a very significant amount of time and money in recruiting, selecting and training new agents. Research indicates that at best as few as 10% to 20% of these progress to becoming successful or long term career agents/advisors/salespersons, whether on a full or part time basis.

The hidden cost of recruiting, selection, inducting and training these under-performing agents is enormous.  This particularly applies in Vietnam and other developing and emerging Asian markets.  Even worse is the number of inappropriate sales made by these under-performers, and the bad reputation this lack of professionalism creates for the insurance industry.

 The retention rate is likewise relatively poor thus adding to costs, particularly as lapsed policies and low persistency issues can normally be identified against these and the below average performing agents. Accordingly, there is a major advantage in selection being based on good sales potential predictability – and with this system you have the best predictor available.

The highly sophisticated technology ensures a fast turnaround of information.  Furthermore, this program has been tested and proven with a top ranked insurance agency channel company, and has produced sales predictions which are in excess of 600% more accurate than the most internationally used assessment tool in the insurance industry.

The key question - can you afford not to spend between US$3.75 and US$10.00 for the recruitment and selection of new Agents, Advisors, Salespersons to predict their first year sales – the key indicator of career potential and sales success???

Please contact us – refer the Contact Us section - for further information or to arrange a meeting to discuss your specific requirements.

 Maximize Performance & Professionalism – Inspire Excellence & Achieve Success