eficert

European Certified Insurance Senior Intermediary - SQF 5

Overall job content

The overall role of the Senior European Insurance Intermediary is to build and maintain a profitable portfolio of customers within his/her given segment. This involves finding the right potential customers; analyzing complex risk situations and designing solutions that address the customers’ needs in a way that is also beneficial for the insurance company. The Senior European Insurance Intermediary deals with business customers and thus mainly negotiates with professionals with the responsibility to buy insurance for the entire business. He/she may also sell individual insurance to VIP’s at the customer company.

The European Certified Insurance Senior Intermediary should be placed at EQF 5:

  • The person has 2-3 years of education (some degree of theory but still with a more practical focus)
  • The person is a practicing sales person (rather than having more administrative/managerial tasks)
  • The person solves insurance problems for the customer (rather than developing new products or practices for the insurance company)

The primary difference between the EII and the Senior EII is:

  • An EII sells standard products to end-users. He/she works within boundaries set by the company and does not necessarily know the larger economic implications of the sale.
  • A Senior EII sets his/her own framework, i.e. he/she builds his/her own portfolio. He/she knows his/her market, and the economy of his/her company, so well that he/she can judge which customers to pursue and which not. His/her customers are mainly business customers (including the individual VIPs within the company in question).

The profile does not cover an agency manager.

Exams applying for accreditation of European Certified Insurance Senior Intermediary must meet the following criterias within knowledge, skills and competences.

Profile (PDF)

Knowledge

Skills

Competences

The country’s legal principles, regulations, directives and code of ethics which may have effect on the sales process.

Build customer relationship

  • Identify sales opportunities based on insurance needs of specific customer segments (life and/or non-life) and their risk
  • Establish first contact with customers and agree on a sales meeting
  • Explain to the customer his/her personal and professional background and situation (intermediary registration, company/companies represented and the types of services he/she offers)
  • Obtain the required releases for the Personal Data Protection Law and also the information and the documentation required by the Anti-Money Laundering Legislation.
  • Guide the customer (private and business) through the sales process autonomously and systematically
  • Handle the sales process appropriately, showing empathy for the customer situation and adapt own communication to the situation
 

Act in a professional and ethical way.

The overall structure, conditions and pratices of the national market.

Make a needs analysis

  • Identify relevant (risk) information to be gathered for the individual customer
  • Collect relevant information and data
  • Identify the needs and wishes of the customer
  • Identify the risks to be covered
  • Identify non-covered risks and inform the customer about them
  • Identify potential bad risks that are to be avoided or to be priced by an underwriter
  • Identify the economic possibilities of the customers
  • Identify cross-selling and up-selling possibilities
  • Get customers’ acceptance on the identified risks and needs
 

Working to build a profitable customer portfolio

The fiscal aspects of a contract

Identify possible fraud situations

Identify customer needs and develop complex insurance solutions and work with insurance company to develop the insurance solution if necessary

The concept of risk and risk management

Develop a solution

  • Offer a multiline solution that will cover all the customer’s insurance needs
  • Compare the insurance needs and wishes of the customer with the possible existing coverage
  • Develop possible solutions in order to cover the identified gap
  • Identify the most suitable solutions for both the customer and the insurance company
  • Ensure that the solution complies with relevant regulation
  • Handle complex products and/or risk situations
  • Cooperate with underwriters and other insurance partners in putting together the solution (specific cove-rages, clauses, conditions, price, etc.)
 

Develop a strategy to meet sales targets and  follow market developments and adapt sales strategy towards the customer

The economical aspects of  insurance contracts (e.g. profitability, combined ratio)

Propose solutions to the customer and explain obligations and benefits

  • Show the (possible) gap to the customer
  • Present and explain the benefits of each possible solution to the customer
  • Offer the appropriate product/s and explain fully and correctly the insurance conditions
  • Make sure that the customer understands the contract/s offered
  • Compare the solution offered to the competitors’ products
  • Explain how the solution meets the needs and wishes of the customer
  • Agree with the customer on the solution to be followed
  • Document / take note of the meeting/s
 

Create a balance between interests of customer and the company.

The policy cover, terms and conditions relevant to your work including standard extensions and/or limitations.

Complete sales process and finalize the signing of the contract

  • Initiate the tasks necessary to fulfill the contract as appropriate (i.e. surveys, medical examinations, certifications, ect.)
 

Support other sales persons on developing customer solutions

The components of premium calculation

Follow up the contract

  • Maintain the relationship with the customer and review the individual contracts
  • Take measures to manage customer portfolio
  • Assist the customer in case of a claim. Advice concerning claims process: stages, duration, ect.
 

Identify own need for continued education and learning

Insurance classes (e.g. household, car, liability, life) for private and/or business customers

Create and establish a professional advisor/advisee relationship with the customers

 

The customer (risk) profile and behavior

Offer solutions for complex insurance situations

 

General principles of psychological aspects of buying and selling

Guide colleagues, sub-agents and/or employees in finding solutions and managing customer relation

 

Communication principles

 

 

Sales software and support tools (e.g. databases)

  

Understand basic claims handling (company regulations, processes, customer obligations, regresses)

  

Working processes within the company / working organization