INS 225 - Sales Agency Management

3 Credit Hours

Sales Agency Management is designed to introduce those seeking a profession within insurance to the ideas and principles of insurance agency formation, organizational management within an agency, sales management as a primary business concern within the agency, and production planning. In this course, students will learn about the relationship between an agency and its principal, what goes into building an agency, tracking and monitoring production and the agency’s overall success, the different roles within an agency, the primacy of sales and the management of it, and creating a production plan as part of the agency’s overall business plan. Students will be introduced to basic concepts such as licensing, agency contracts, and legal organization along with planning, leading, and controlling the organization. Students will also learn the basics of structuring an agency including staffing, compensating, managing time, and creating production plans. This course will enhance understanding of managing an insurance agency, especially as it pertains to their work within one or their formation of an agency. For students seeking a career in becoming a trusted advisor to consumers seeking financial protection, their professional understanding of agency management will be an integral part of their career development.