This course provides a rigorous foundation knowledge of the core principles and practices of insurance, an introduction to marketing and an understanding of effective sales skills.

Intended for

All insurance brokers and agents who want to better understand the industry they work in, and to improve business results through best practice marketing and sales.


Tutor input, quizzes, group exercises.

Course Content

  • Day 1

    • The role of risk management
    • Insurance as a risk transfer mechanism
    • Common insurance terminology
    • Types of insurable risks
    • How insurance functions
  • Day 2

    • Core principles of insurance
    • Regulation & the SISC Directives
    • The structure of the Insurance Market
    • The role of Reinsurance
    • Underwriting & Claims functions
  • Day 3

    • The role of the broker
    • Main Classes and packages of insurance
  • Day 4 - Critical Selling Skills

    • Relationship Building
    • Planning Sales calls
    • Questioning skills
    • Presentation skills
    • Gaining commitment & closing the sale
  • Day 5 - Marketing

    • Core marketing principles
    • Product Features and benefits
    • Buyer behavior
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