Due Diligence in Sales (Insurance)
Instructor
UIE Phone
(253) 846-1155 Email
mail@uiece.com |
Course Overview
Welcome
to the course titled “Due Diligence in Sales.” This course presents the due diligence
required of an insurance professional from first client contact through
policy delivery, if issued. There is
also a lengthy section (94 pages) relating to annuity and life insurance
products. The course discusses product suitability
determination, since due diligence cannot be part of the sales process if
products do not meet the goals and needs of the consumer. Too often insurance producers are given
lots of information on capturing the sale but too little information is
provided on communication skills, product knowledge, and listening well
enough to meet the needs and goals of the insurance applicant. The course begins with specific information
in chapter 1 on agent ethics. From
there it goes through the process of first consumer contact through
delivering the issued product. Chapter
7 is 94 pages on life and annuity products. Product suitability is the theme throughout the course. From the first consumer interview to policy delivery, the course stresses the procedures to ensure correct product placement. |
|
Chapter |
Subject |
Description |
|
Chapter 1 |
Agent Ethics |
What is the Scope of Ethics? |
|
Chapter 2 |
Client Contact |
Setting appointments & Policy Replacement |
|
Chapter 3 |
Product Selection |
Term verses Cash Value |
|
Chapter 4 |
Product Costs |
Adverse Selection, Risk |
|
Chapter 5 |
The Application |
Need for Insurance |
|
Chapter 6 |
Beneficiary Designations |
Beneficiaries, Insurable Interest |
|
Chapter 7 |
The Issued Product |
Underwriting, Annuities, Anti-money Laundering, Types of insurers |
|
Chapter 8 |
The Agent’s Role |
Policy Delivery and Renewal |
None.