Pregatirea profesionala in brokerajul de

asigurariFlorian GabaFIAR 2012

AgendaSituatia actuala din piata

Eficientizarea procesului de invatare

Perspective de dezvoltare

Situatia actuala din piataPregatire profesionala conform normelor CSA

Grafic cursanti/cursuri absolvite

Grafic cursanti trimisi de brokeri/ cursanti trimisi de asiguratori

Grafic piata furnizori.

Situatia actuala din piataAlte 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

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)

Eficientizarea procesului de invatare

6

Module 1Personal Lines

General Insurance Training Course

7

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.

8

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

9

The Concept of Risk

All human activity is a venture in uncertainty

10

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

11

ReinsuranceThe insurer insures part of the risk with a

reinsurance companyThe 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 prudentThe insured is usually unaware of the existence of

reinsurance

12

Insurable InterestThe legal right to insure

arising out of a financial relationship

recognised in law, between the insured

and the subject matter of the insurance

13

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

Indemnity

14

The Insurance MarketThe Intermediary

Lloyds Brokers

Tied Agents

Agents

Insurance BrokerThe

Insurance Intermediary

15

Multi Agency Intermediary

The Broker

Authorised Adviser

Tied AgentAgentInsurance Broker

Cash Handler

Multi Agency Intermediary

Must have more than 5 agencies

Must have no more than 4 agencies

Represents one insurer only

Self-employed

Employed by insurer

May be either

or

May be eitherMay be either

Restricted Activity Investment

Product Intermediary

Restricted Activity

Investment Product

Intermediary

Insurance Intermediaries

or

or

oror

16

The Role of the Broker

Agent of the Insured•Giving advice•Arranging insurances•Claims assistance

An independent professional adviser operating legally as an agent

Agent of the InsurerHandling proposalsConfirming coverSurvey & Risk ManagementCollection of premiums

Duties of an AgentObediencePersonal PerformanceDue Care & SkillGood FaithAccountability

Duties of a PrincipalRemunerationIndemnity

17

The Motor Car Proposal 1

• Registration number• Make, model, type• Engine size• Year of manufacture• Value

• Address where vehicle is kept

• Is proposer owner?• Has vehicle been

altered• Details of trailers• Hire purchase

Details of the Vehicle

18

The Motor Car Proposal 2

• Full names of drivers

• Dates of birth• Occupations• Full or provisional

licence?

• Any disease or physical infirmity

• Actual or pending convictions

• Details of accidents

Details of the Drivers

19

Driving Other Cars Extension

Allows driving by the insured of a vehicle

owned by another person

BUT the cover is Third Party Only

Irrespective of the cover provided by the policy

N.B. N.B.

20

Lesson 1 – Introduction

Accident Benefits

Property cover

Pecuniary cover

Liability cover

Cancellation Curtailment

Delay

HijackAbandonment

Missed Departure

Catastrophe

Medical ExpensesRepatriation

costs

Hospitalisation

Personal Accident

Additional Expenses

Dental costsHomecare

Baggage

Money

Personal Effects

Personal Liability

Legal Expenses

Travel Insurance

21

Insurance is about paying claims

Best tell the broker

Without claims the insurer wouldn’t be in business

E-learning in domeniul asigurarilor

Costuri de accesare mici(pentru un numar mare de cursanti)

Flexibilitate (oricand/oriunde)

Abilitati de utilizare a computerului

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 e-learning-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!