C132: Practical Issues in Broker Management


Please note that the final examination for this course is a computer-based exam.

An essential course for all professional insurance brokers, especially the senior broker or account executive, Practical Issues in Broker Management widens the focus of C130 and C131 to the broader managerial considerations of insurance brokerage management and organization. After an overview of the types of brokerage organization, the legal environment, insurer contract analysis and licence requirements, the course analyzes the basic process of strategic and operational planning.

Practical Issues in Broker Management covers daily brokerage topics of marketing, insurance market selection, sales management and staffing, followed by the more general business topics of finance and growth management. Next, technology and continuity planning are considered from the unique perspective of the insurance broker.

Finally, the course concludes with an examination of professional liability risks, together with a review of appropriate risk management techniques and the insurance coverage available to protect the professional insurance broker.

Course Note: Before you take C132: Practical Issues in Broker Management, we recommend that you have taken the following:C11: Principles and Practice of Insurance, C12: Insurance on Property, C13: Insurance Against Liability—Part 1, C14: Automobile Insurance—Part 1C130: Essential Skills for the Insurance Broker and AgentandC131: Advanced Skills for the Insurance Broker and Agent.

Course Outline

  • Legal Environment and Licensing
  • Ethics and Professionalism
  • Planning and Managing the Brokerage
  • Financial Management
  • Recruiting, Retaining, and Leading People
  • Technology
  • Marketing
  • Markets
  • Sales Management
  • Growth
  • Continuity and Succession Planning

Who Should Register

All insurance courses offered by The Insurance Institute are designed for individuals who want to attain a highly recognized and respected professional designation in the p&c industry. The professional designation Chartered Insurance Professional (CIP) is recognized across Canada and elsewhere around the world as the benchmark of insurance professionalism.

Practical Issues in Broker Management is for industry professionals, including brokers and agents, underwriters and adjusters, who want a comprehensive p&c education and the skills and knowledge required to advance their careers.