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Agency Sales Position - Training Path

The checklist provided here is designed to guide a new employee's training in the area of Sales, i.e. as an insurance producer.

In order to effectively train a new agency employee, that employee's supervisor can use:

  • The downloadable Word document as a personal checklist to follow the training completed,

  • The links provided in the table below to find relevant resources.  We will update the resources below as they become available.

As a supervisor, you may choose to assign some tasks to a mentor (co-worker with a good performance standing and a positive point of view) or to another supervisor for the specific areas listed below.

Training to be completedResources

Introduction to the agency and policies:

[ ] Job descriptions

[ ] Agency handbook

[ ] Agency policies and procedures manual

[ ] E&O basics introduction to the agency & its policies

Develop agency-specific documents using:

  • HR Solution (Index page)
  • HR Solution - Administrative Guide (including job descriptions)

E&O Risk Management Seminars

E&O Prevention tips and tools

Initial Licensure

[ ] Register for licensing prep class or purchase prep materials

[ ] Assign mentor to assist with the licensing process

[ ] Take and pass the exam


How to become a licensed insurance agent:


Maintaining an Insurance License

[ ] Know state continuing education requirements

[ ] Tracking your continuing education credits

[ ] Renewing license

State continuing education (CE) requirements

Available courses

Duties and responsibilities

[ ] New business development

[ ] Account retention

[ ] Relationships with Service Position

[ ] Carrier relationships

CIC - Agency Management Institute

Agency & Company Relations

  • Company Satisfaction Index
  • Agency termination, FAQ

Agency's computer applications

[ ] General applications (Word, Excel, Outlook, Powerpoint, etc.)

[ ] If/how they integrate with carrier system

[ ] Reference Connect (old Silver Plume)

[ ] Agency management system




Technology - ACT on Agency Management Systems

Schedule time to meet insurance company representatives regarding:

[ ] Binding authority

[ ] Marketing

[ ] Underwriting

[ ] Claims

Agency & Company Relations:

Company Satisfaction Index - Benchmarking tool

Agency Agreement Analysis - Understand the extent of the authority granted

Review Brokered Business

[ ] Products sold by your agency

[ ] Wholesaler's binding authority

[ ] Companies represented by your agency

[ ] Marketing

[ ] Underwriting

[ ] Claims

Wholesaler agreements (including MGAs or E&S markets) -- Important considerations

Assign a Mentor

[ ] Underwriting guidelines

[ ] Rating systems

[ ] Company submissions

[ ] Forms used by the agency

  • Survey and risk analysis
  • Policy checklists
  • Applications
  • New business proposals
  • Binders
  • Certificates of insurance
  • Form letters used to confirm/advise changes in coverage

Discounted products: Virtual Risk Consultant (PA & DE members)/Producer Online (MD members) include risk survey, checklists, form letters, policy forms and manual analysis, proposal language, narratives tailored to customer risk classification, marketing material, etc.

Sample disclaimers (proposals, use of replacement cost estimators, other)

Certificates of insurance

Coverage -- Agency standards

[ ] Coverage forms

[ ] Endorsements

[ ] Limits

[ ] Acceptable risk

Discounted products: Virtual Risk Consultant (PA & DE members)/Producer Online (MD members) include risk survey, checklists, form letters, policy forms and manual analysis, proposal language, narratives tailored to customer risk classification, marketing material, etc.

E&O prevention (including setting limits)

E&O Training (including loss-control credits)

Role of an Agent/Producer

[ ] Agent v. Broker

[ ] Duties of agents

[ ] Producer legal compliance

[ ] Ethics

Broker v. Agent and use of Broker Agreements

Legal Compliance (reviews the most common questions arising for producers and how to comply)

Compliance Pitfalls & Ethical Responsibilities (currently available in Md and Pa) -- the top violations in the state and how to be compliant (also available as a guide)

Duty to read policy (Pa.) - Legal memorandum

General Training

[ ] Errors & Omissions

[ ] Documentation

[ ] Do's and Don'ts in the event an E&O claim is filed

E&O Training (including loss-control credits)

Record retention (in coordination with agency's record retention policy)

Additional General Training

[ ] Importance of relationship in the sales transaction

[ ] Sales v. marketing

Sales & Marketing Training (CPIA)

Commercial Lines Training

[ ] Commercial Auto

[ ] Commercial Property

[ ] CGL

[ ] Businessowners

[ ] Professional Liability

[ ] Commercial Crime

[ ] Employment Practices Liability (EPLI)

[ ] Internet (E-Commerce, privacy, data breach)

[ ] Employee Benefits

CISR (Commercial Property, Casualty I and II, Life & Health Essentials, Elements of Risk Management)

CIC (Commercial Property, Commercial Casualty, and Life & Health Institutes)

Other Coverage Training (including Insuring Contractors, ISO 2013 Commercial Property Changes, ISO 2013 CGL Changes, Insuring E-Commerce and Internet Exposures, Certificates of Insurance, Pollution Exposures & Coverages)

Coverage Issues

Personal Lines Training

[ ] Personal Auto

[ ] Personal Residential

[ ] Umbrella

[ ] Condo/unit owners

[ ] Flood

[ ] Dwelling

[ ] Recreational Vehicles

[ ] Watercraft

CISR (Personal Auto Exposures, Personal Residential Property, Personal Lines - Miscellaneous)

CIC (Personal Lines Institute)

Other Coverage Training (including flood)

Coverage Issues

Flood resources (including notification & rejection of coverage form, flood insurance checklist, etc.)

Sales Goal Setting and Monitoring

[ ] Determine type of market to be solicited

[ ] Build a capabilities presentation

[ ] Solicitation plan for new business

[ ] Projected income for written business

[ ] Agency assigns a book of business

[ ] Agency assigns a CSR to producers's account

[ ] Present at agency meetings regarding the current state of accounts

[ ] Producer Agreement(s)

CIC (Agency Management Institute)

Producer Agreement Toolkit

Strategic Planning

[ ] Your agency's mission statement

[ ] Your agency's vision statement

[ ] Your agency's values statement

[ ] Your agency's long-term strategic objectives

[ ] Your agency's short-term goals


IA&B Introduction

[ ] Website tour

[ ] Professional training offerings

[ ] Products & Services

[ ] Agency Support Services


Products & Services

Resource Center

For all other inquiries, call the Member Service Center at 800-998-9644, option 0.