Education by FSMA
Courses
CIAM & CMFA
The Chartered Insurance Agency Manager (CIAM) designation is an international educational achievement for managers in the financial services industry. Today, as never before, there is much emphasis placed on the competency of field managers, to be fully equipped to meet the challenges of their role as leaders distributing life insurance and financial services. LIMRA created the CIAM designation to provide a track for professional development and a benchmark by which managers can be measured and recognized. The candidate for CIAM makes a personal commitment to growth and development as a field manager.
The Certified Manager of Financial Advisor (CMFA) designation symbolized management excellence and is the mark of high-quality, professional advice in financial services asset accumulation. CMFA is an international designation, recognizing commitment to professional excellence. Managers are
continually challenged by changes in the economy, staffing, profitability, activity management, products, and business transition. They must stay on the cutting edge Of new developments to manage their enterprises effectively. The CMFA course of study makes this possible.
HOW DO I QUALIFY?
CIAM or CMFA candidates must complete seven steps of qualification to attain the designations.
Step A:
Orientation to Management
Requires successful completion of Pacesetter
(4 and half days programme)
Step B:
Basic Skills Development
Requires successful completion of Agency Management Training Course
(23 weeks programme)
Step C:
Operational and Growth Skills
Requires successful completion of three Agency Enhancement Series
(3 days programme)
Step D:
Advanced Management Development
CIAM – Requires successful completion Of Managing Agency Profitability Seminar (4 and half days programme)
CMFA – Requires successful completion of Managing Financial Advisors (3-5 days programme)
Step E:
Final Paper/Thesis
Candidates describe how they have applied their acquired skills, theories and concepts in their careers.
Step F:
Certificate of Professionalism
Company verifies that the candidate has met the required standards for service, professional conduct and ethical behaviour.
Step G:
Eligible Service
Candidate must have at least five years as a field manager.
Eligible service is defined as:
1) Serving as an agency head, or
2) Spending at least of the time in field management activities and supervising two or more agents recruited during the previous 12 months.
PACESETTER
The four-and-a-half day programme is designed for both aspiring young leaders as well as senior agency leaders. The subject matter focuses on improving manager performance and developing critical management skills in planning recruiting. selecting agents, performance appraisal, training, motivation, and time-management.
SCOPE OF THE COURSE
– Management Job Activities
– Current Costs and Capital Investment
– Planning and Problem Solving
– Problem Solving Exercise
– Market penetration
– Defining What A Sales Representative Must Do
– Recruiting
– Manpower and production Planning
– Selection Tools and Concepts
– Interviewing Techniques
– Coaching and Improving Performance
– Communications Exercise
– Principles Of Learning and Training
– Anytown Agency Simulation
– Developing a Training program
– Motivation and Job Performance
– Controlling
– Time Management
AMTC
Are you making the transition to managing a team of agents? Are you specialising in recruiting or training?
Do you need to develop your management skills to improve you agency growth?
The Agency Management Training Course (AMTC) is a 25-week course, consisting of one three-hour class each. It is however not a lecture course.
What makes the AMTC successful is the fact that it is a skill building course designed to improve skills in areas critical to agency management.
Moderated by experienced/successful managers in the industry utilizing class discussion, skills demonstrations, role play, project planning and
action projects, students learn how to apply these skills in day-day agency management. The AMTC trains in 27 skills LIMRA research has identified as critical to successful field management. These are included in the five modules in AMTC: Planning, Recruiting, Selection, Training and Performance Appraisal.
LIMRA’s renown Agency Management Training Course (AMTC) is a skills-based programme designed to help a field manager fully develop and sharpen 28 specific management skills in the areas of planning and goal setting, recruiting and selection, training, and activity management.
AMTC has been successfully awarded The Institute of Banking and Finance Singapore (IBF) Level 3 Accreditation. Successful graduates of AMTC may apply for IBF Certification and Funding under the IBF Standards.
apply. Find out more on www.ibf.org.sg
AES
It is a three day course where field managers have the opportunity to sharpen and refined their management skills through intensive, peer-oriented training consisting of discussions, workshops, and audio and video.
SOME OF THE TOPICS INCLUDE:
– Creating & managing a new agent activity system
– Developing systems for tacking agent activity
– Discussing and analyzing the process used by success practitioners for setting and communicating realistic expectations for new agents
– Exploring the manager’s role in increasing the productivity on increased agent productivity
– Selecting the coachable agent and discussing the importance of how managers recruit
– Creating and implementing a “fast start’ environment to coach new agents
MANAGING AGENCY PROFITABILITY SEMINAR (MAPS)
The four-and-a-half day programme in an advanced course for managers who have completed AMTC or LIMRA
basic management training course. It addresses further skill building in planning, leadership, team building,
problem solving, and management, among other major topics.
SALES BUILDER
This Sales Builder Study Group concept began in late 1960s when Harold Gardiner, CLU, and others, helped developed this case study approach to sales performance evaluation – a group solution to a problem. Sales Builder is a fascinating sales support system which gives every associate the fundamentals of a sales career and the tools with which to be successful in any environment, selling any product. It helps ingrain the discipline that is necessary for a professional sales career. A group consists of 6-12 associates with similar levels of production or time in the career or leadership. When they participate n the study group, they
The Sales Builder programme is a study group, and the study being made is of one another’s activity – and how activity relates to results. It enables group members to predict scientifically in advance what the results will be of certain activity levels. Sales Builder thus helps individuals indentify and understand why they are good at what they do At the heart of Sales Builder is discipline. The process requires the beginning agent to work a minimum of 225 hours per month, make at least 100 selling calls per month, and ask people to buy insurance (close) at least 25 cases per month. Beginning agents see these ‘target goals’ presented and supported on an ongoing basis, repeated over and over, enough to see it works. Sales Builder focuses on monthly activity; a successful month is made of 20-22 days. So planning a day’s work in advance is an essential stepping stone to a successful month. |