AGENT AS THE “EYE OF THE UNDERWRITER” AND “INSURANCE RISK ADVISOR” TO CLIENTS

COURSE TITLE


AGENT AS THE “EYE OF THE UNDERWRITER” AND “INSURANCE RISK ADVISOR” TO CLIENTS
COURSE BENEFITS


• Enhances the Agent’s image as a Professional GIA
• Helps client to manage risk to avoid interruption of business caused by controllable hazards
• Provides good communication channel between the Client and the Insurer
• Promotes good business working relationship between the client, the Insurer and the Agent


COURSE CONTENTS

Part 1

• Dual roles of Agent as (1) the “Eye of the Underwriter” and (2) “Insurance Risk Advisor” to clients
Part 2

• Why the need for a survey or inspection to be carried out at the risk premise from the underwriting perspective
• What risk assessment information that Agent needs to obtain from the client and furnish to Underwriter for decision making

• Risk Identification tools (what information can be extracted from the survey questionnaires, photographs of risk, check list, process flow chart, fault trees, annual financial report etc)

• Risk reporting format for use by Agents (Pro-Forma Report or Narrative Report)

Part 3

• Understand the meaning of “risk” and the “exposure hazards” from the underwriting perspective and what advise can be given to the client to minimize an accident from happening
• Identify the assets and liabilities of the Insured and the total value at risk for PML assessment purpose (PML)


Part 4
• Simple Step by step processes in conducting an inspection/survey of the Insured’s premises

o Research
o Preparation
o Approach
o Introduction
o Interview (What to ask)*
o Inspection (What to look for)**
o Exit Interview (Highlights of Hazards identified)
o Follow Up (Risk Improvement & Loss Control Measures)***
*Simulation Exercise on “interviewing” using the Insurer’s prescribed survey questionnaires for effective learning
**Case Study using copies of existing fire or burglary survey report and photographs of the risk for effective learning
***Group discussion on the hazards identified and the risk improvement or loss control measures to be adopted by the Insured


Part 5

• Completing the survey report (can be Narrative and pro-forma) supported by the Agent’s strong recommendation why the risk proposed for insurance should be accepted

Part 6

• Negotiating with the Underwriter for a win-win situation in terms of underwriting decisions, terms of acceptance and conditions etc.


METHODOLOGY

• Power Point Presentation, Questions & Answers, Group Presentation


COURSE DURATION


• 2 Days

FOR WHOM

• General Insurance Agents Who are interested to enhance their technical know how on risk management


FOR ENQUIRIES

Email to enquiry@csh.com.my