Pregatirea profesionala in
brokerajul de asigurari
Florian Gaba
FIAR 2012
Situatia actuala din piata
Agenda
Eficientizarea procesului de invatare
Perspective de dezvoltare
Situatia actuala din piata
Pregatire profesionala conform normelor CSA
Grafic cursanti/cursuri absolvite
Grafic cursanti trimisi de brokeri/ cursanti trimisi de asiguratori
Grafic piata furnizori.
Situatia actuala din piata
Alte cursuri de pregatire profesionala cerute de brokerii de asigurare din piata
Produse de asigurare (CMR, Bunuri, Riscuri financiare)
Managementul riscului
Constatarea daunelor auto
Tehnici de interactiune cu clientii in brokerajul de asigurari
Cursuri de vanzari
Cursuri de formatori
Eficientizarea procesului de invatare
1. Continut (Cum arata un curs pentru intermediari in Marea Britanie)
2. Prezentarea continutului
- la sala
- E-learning (peste 90 % din cei care au luat examenul de autorizare
IMA/CSA)
General Insurance
Training Course
Module 1
Personal Lines
6
The Principle of Insurance
The accumulation of a
fund, made up of
premiums paid by the
many, from which the
unfortunate few, who
suffer losses, are paid.
7
The principle of Insurance
depends on the fact
that …
• Not all members of the
fund will have claims
• Those that do will not
have total losses
8
The
Concept of
Risk
All human activity is a
venture in uncertainty
9
Risk is …..
• the possibility of an unfortunate
occurrence
• unpredictable
• uncertain as to the extent of loss
• the possibility of loss
The possible happening of a fortuitous
event which may produce a loss
10
Reinsurance
The insurer insures part of the risk with a
reinsurance company
The insurer’s insurable interest is the financial loss they
will suffer in
the event of a claim by the insured
Reinsurance enables the insurer to
accept a larger amount of a risk than
would otherwise be prudent
The insured is usually unaware of the existence of
reinsurance
11
Insurable Interest
The legal right to insure
arising out of a
financial relationship
recognised in law,
between the insured
and the subject matter
of the insurance
12
Indemnity
The promise to place the insured in the
same financial position after the loss as
he/she enjoyed immediately before its
occurrence
No better No worse
13
The Insurance Market
The Intermediary
Insurance Broker
Agents
The
Insurance
Intermediary
Tied Agents
Lloyds Brokers
14
The Broker
Insurance Intermediaries
Insurance Broker
Agent
Tied Agent
Must have more than
5 agencies
Must have no more
than 4 agencies
Represents one
insurer only
May be either
May be either
May be either
Authorised
Adviser
Multi Agency
Intermediary
Self-employed
or
or
Restricted
Activity
Investment
Product
Intermediary
Employed by
insurer
Multi Agency
Intermediary
or
Restricted Activity
Investment
Product Intermediary
or
Cash Handler
15
or
The AnRole
of
the
Broker
independent professional adviser
operating legally as an agent
Agent of the Insured
Duties of an Agent
•Giving advice
•Arranging insurances
•Claims assistance
Obedience
Personal Performance
Due Care & Skill
Good Faith
Accountability
Agent of the Insurer
Handling proposals
Confirming cover
Survey & Risk
Management
Collection of premiums
Duties of a Principal
Remuneration
Indemnity
16
The Motor Car Proposal 1
Details of the Vehicle
•
•
•
•
•
• Address where
vehicle is kept
• Is proposer owner?
• Has vehicle been
altered
• Details of trailers
• Hire purchase
Registration number
Make, model, type
Engine size
Year of manufacture
Value
17
The Motor Car Proposal 2
Details of the Drivers
• Full names of
drivers
• Dates of birth
• Occupations
• Full or provisional
licence?
• Any disease or
physical infirmity
• Actual or pending
convictions
• Details of accidents
18
Driving Other Cars Extension
Allows driving by the
insured of a vehicle
owned by another person
N.B.
BUT the cover is
Third Party Only
Irrespective of the cover provided by the policy
19
N.B.
Travel Insurance
Lesson 1 – Introduction
Personal
Accident
Repatriation
costs
Additional
Expenses
Medical
Expenses
Hospitalisation
Dental costs
Money
Homecare
Personal Liability
Curtailment
Pecuniary
cover
Baggage
Property
cover
Accident
Benefits
Cancellation
Delay
Personal
Effects
Missed
Departure
Hijack
Abandonment
Catastrophe
Liability
cover
Legal Expenses
20
Insurance is about
paying
claims
Best tell the
broker
Without claims the insurer wouldn’t be in business
21
E-learning in domeniul asigurarilor
Costuri de accesare mici(pentru un numar
mare de cursanti)
Abilitati de utilizare a computerului
Flexibilitate (oricand/oriunde)
Relativa "dezumanizare" a cursurilor.
(Lipsa interactiunii cursant/lector)
Solutie
“Blended learning”
Model E-learning
Film de 3 minute (inserat direct in prezentare).
Colegii mei lucreaza la el. Ideea e sa aratam cum se foloseste elearning-ul pas cu pas. Nu vom da nume de produse, de companii
etc. Se va baza exclusiv pe ideea de model, asa cum apare la nivel
international.
Acest filmulet va avea si sonor. In acest context credeti ca este viabil
sa-l punem?
Perspective de dezvoltare
Care este trendul european cu privire la pregatirea
brokerilor de asigurare?
Care vor fi temele abordate in perioada de dupa
“primul val” de pregatire?
Care sunt programele de pregatire profesionala de
interes pentru brokerii de asigurare?
Multumesc!