Insurance Training

Insurance training is in demand because insurance is one of the key parts of the financial system. Both individuals and companies use insurance services, and insurers expect their staff to be highly qualified.

An insurance specialist concludes contracts with individuals and legal entities and checks that they are executed correctly, documents insurance transactions, monitors the transfer of premiums by intermediaries, and takes part in accounting, reporting and business planning at the insurance company.

Program goals and objectives

• give participants comprehensive knowledge of insurance operations;
• explain the economic substance of insurance;
• teach how to calculate insurance rates and premiums;
• provide an overview of the legal regulation of insurance and reinsurance in Russia.

Training formats

1. “Beginner” program
2. “Practitioner” program
3. “Specialist” program
4. “Professional” program
5. Product line
6. Master class
7. Colloquium
8. Conferences on client support programs and discount cards
9. Assessment seminars
10. Post-training support

School of Insurance

1. “Beginner” program

For new employees with no experience or knowledge of insurance.

Duration: 7 days.

The program covers:

• introduction to insurance: what it is and the role it plays in modern society
• insurance terminology
• insurance rules
• calculating the OSAGO (compulsory motor third-party liability) premium
• completing the policy and supporting documents
• colloquium
• motor hull insurance (KASKO)
• premium calculation
• preparing insurance documentation
• pre-insurance inspection: theory
• pre-insurance inspection: practical session
• telephone communication
• seminar on voluntary health insurance, accident insurance and property insurance
• effective sales of insurance products

2. “Practitioner” program

For employees who have worked in sales units for one to three months.

Duration: 2 days.

The program covers:

• colloquium (questions and answers)
• handling objections
• review of common mistakes
• psychological preparation of the salesperson
• cold calling
• sales training
• role-plays: handling objections, cold calling

3. “Specialist” program

For employees who have worked in sales units for three to six months.

Duration: 3 days.

The program covers:

• colloquium (questions, answers, sharing experience)
• managing objections
• a systematic approach to selling insurance products to individuals
• managing client contact
• role-plays: face-to-face client meetings (“contact sales”)

4. “Professional” program

For employees who have been with the company for six months or more.

Duration: 3 days.

The program covers:

• colloquium (sharing experience and sales techniques, questions and answers)
• growing sales volumes
• active sales of insurance products at the point of sale
• actively finding corporate clients
• maximum sales training
• managing client contact
• 15 principles of successful selling
• role-plays: a professional approach to the client

5. Product line

A program for current company specialists who need broader product knowledge to increase sales, expand the client base and sell the full product line. Participants gain a complete picture of the company’s insurance products and learn how to work with each of them properly.

Duration: 2 to 5 days.

The program covers:

• voluntary health insurance (VHI)
• accident insurance
• property insurance (classic products)
• property insurance (packaged products)
• travel insurance
• preparing insurance documentation and policies
• active sales of insurance products
• managing client contact
• master classes
• role-plays
• handling objections

6. Master class

Held at the request of sales unit specialists.

Duration: 1 day.

The program covers:

• colloquium (sharing experience, questions and answers)
• sales techniques
• working with clients
• closing the deal

7. Colloquium

Held at the request of sales units when questions about work and operational processes have accumulated.

Duration: 1 day.

8. Conferences on client support programs and discount cards

The conferences explain to sales unit specialists how client support programs and discount cards work, and teach them to use these as a competitive advantage when selling insurance products.

Duration: 2 days.

9. Assessment seminars

Held at the request of sales unit managers to assess specialists’ competence in specific lines of insurance and identify training needs.

Duration: 1 day.

10. Post-training support

Sessions are held once a month for sales staff. The aim is to identify the difficulties new specialists have faced, answer accumulated questions, help them overcome psychological barriers in working with clients, and decide whether the employee is ready to move on to the next stage of training.

Duration: 1 day.

On completion, participants will be able to:

• understand the role and place of insurance in modern business;
• use insurance terminology with confidence;
• prepare, calculate and conclude insurance contracts;
• navigate insurance documentation, legislation, rules and rates;
• build client-focused work as an insurance agent;
• establish and maintain contact with clients;
• develop effective sales skills.

A specialist should be able to:

• use various retail sales channels in insurance: agency, brokerage, bancassurance, intermediary networks, in-office, telephone and personal sales
• sell policies at clients’ workplaces
• use direct marketing as a direct sales technique
• apply online marketing in retail sales
• plan retail sales at the strategic and operational levels
• analyze the performance of each sales channel for an insurance product
• conclude and service insurance contracts for individuals and legal entities
• document insurance transactions
• keep records of insurance contracts
• register and handle insured events
• advise clients on what to do when an insured event occurs
• inspect damaged property and assess losses
• prepare claim payment decisions and issue claim reports
• maintain loss registers and prepare loss reports and statistics