Insurance Producer Training
An insurance producer (agent) has three types of expected training---classes that are required by the state for licensing, training required by the agency or insurance line that is represented, and training that is done for personal benefit.
The training starts at the very beginning of an insurance career and continues for as long as a producer keeps a licenses. Agencies expect a producer to use a combination of the three types to grow into a well-rounded, knowledgeable and professional sales representative.
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State Mandated Training
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While each state is different in the particulars, each state requires that a new agent take a specific number of class hours and passing with a required score prior to taking the test for an agent license. These courses may be in a class room setting, or with many states, over the internet. They are offered by training centers that are themselves licensed with the state.
The classes go over the history of insurance, the laws regulating it, contract writing and enforcement, and the state's role. Life and health, and property and casualty classes focus on their respective specialties.
Continued State Mandated Training
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Licenses renewal requires a certain amount of further certified training depending upon the state requirements. Depending upon the length of the license, these may be done in one to several years. These classes normally focus on a much more technical concerns such as COBRA plans or variable annuities.
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Agency Training
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Producers contracted with an agency generally have further classes to go through to learn about the agency-specific rules and regulations. The agency almost always provides it's agents sales training ranging from basic up to advanced techniques. This may be on a daily basis for beginners, and monthly or even quarterly for experienced agents.
Training is often comprised of both classroom time and on the job training by a sales manager.
Product Training
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Each insurance company and line has it's own training for it's insurance products. Two policies may be similar in nature, yet have a specific feature to it that requires specialized knowledge. If the producer is a captive agent, or one that is contracted to sell only for on exclusive company, the bulk of that training will come from that company. A broker or agent that handles multiple lines will receive training from a variety of companies concerning their products.
Independent training
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Workshops for personal growth and training in sales are available on a regular basis in most larger cities. The costs range from free admission up to several hundred dollars. Normally featuring a well known sales trainer, these workshops are usually full of productive ideas. The sales trainer is often attempting to sell a training system to the participants that can result in a greater dollar investment down the road.
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