TROY UNIVERSITY
MASTER SYLLABUS
SORRELL COLLEGE OF BUSINESS
RMI 4460
Agency Management
Prerequisites
RMI 3335 or permission of the Department Chair or Program Coordinator.
Description
The Agency Management course is designed to teach the fundamentals of establishing and
operating an insurance agency or brokerage. This is a project-oriented class wherein students
develop mission statements, strategic plans, marketing plans, operating plans and time charts in
the areas of forming the corporation, licensing, choosing a product mix, developing markets,
planning technology, staffing, training, sales, handling claims, and other administrative
functions. Prerequisite: RMI 3335 or permission of department chair.
Objectives
On completion of the course, the student should be able to:
1. List and describe the essential steps in forming an insurance agency.
2. Compare and contrast centralized and decentralized organizational structures in insurance
operations.
3. Compare and contrast specialized and multi-line product structures in insurance operations.
4. Explain how insurance regulation constrains management thinking and agency choices.
5. List and describe the typical methods of measuring and controlling insurance company
performance, including performance-based compensation and performance benchmarking.
6. Discuss methods of strategic thinking and planning in the context of the insurance agency.
Purpose
To provide the essential tools for running an insurance company and to offer insights into the
challenges of agency management, particularly strategic management. BABA/BSBA Risk
Management and Insurance major requirement.
Approved Texts
Bruckenstein, J. P., & Drucker, D. J. (2004). Tools & techniques of practice management.
Cincinnati, OH: The National Underwriter Company.
Master Syllabi are developed by the senior faculty in each business discipline. This Master Syllabus must be used as the basis for developing the
instructor syllabus for this course, which must also comply with the content specifications outlined in the Troy University Faculty Handbook.
The objectives included on this Master Syllabus must be included among the objectives on the instructor’s syllabus, which may expand upon the
same as the instructor sees fit. The statement of purpose seeks to position the course properly within the curriculum and should be consulted by
faculty as a source of advisement guidance. Specific choice of text and other details are further subject to Program Coordinator guidance.
1 August 2005
Master Syllabus: RMI 4460
2
Supplements
Kinder, J., Kinder, G. D., & Ivanov, V. (2002). Building the master agency: The system is the
solution. Cincinnati, OH: The National Underwriter Company.
Korsgaden, T. (1998). Power position your agency: A guide to insurance agency success.
Visalia, CA: Troy Korsgaden Systems.
Tibergien, M. C., & Pomering, R. (2005). Practice made perfect: The discipline of business
management for financial advisers. Princeton, NJ: Bloomberg Press.
Troy State University Faculty Handbook (2001): Section 3.8.2.8 [extract]—22 essential elements of the syllabus (somewhat modified for space):
a.
b.
c.
d.
e.
f.
g.
Course title
Course number
Term
Instructor
Prerequisites
Office hours
Class days, times
h.
i.
j.
k.
Classroom location n. Grading methods,
Office location
criterion weights,
Office telephone
make-up policy,
Course description,
mid-term grade
objectives
reports
l. Text(s)
o. Procedure, course
m. Other materials
requirements
p. General supports
r. Additional services u. Cheating policy
(computer works,
(Americans with
v. Specialization
writing center)
Disabilities Act,
requirements
q. Daily assignments,
other statements)
(certification,
holidays, add/drop s. Absence policy
licensure, teacher
& open dates, dead t. Incomplete-work
competencies)
day, final exam
policy