Overview
Effective insurance advisory begins with a clear understanding of a client’s financial protection needs. Needs analysis enables insurance professionals to identify potential risks, evaluate financial exposures, and recommend appropriate insurance solutions that match the client’s circumstances and objectives.
This course provides practical knowledge of the principles and techniques used in conducting insurance needs analysis. Participants will develop an understanding of how to assess client risks, identify protection gaps, and align insurance products with individual and business financial needs.
The programme emphasises a professional advisory approach that supports informed decision-making and helps clients build appropriate financial protection strategies.
Who Should Enrol
This course is designed for professionals involved in insurance advisory and client relationship management, including:
- Insurance agents and financial advisers
- Life insurance sales professionals
- Bancassurance officers
- Insurance brokers and intermediaries
- Customer relationship managers in financial institutions
- Professionals seeking to strengthen their client advisory capability
What You Will Learn
Participants will gain practical knowledge and understanding of:
• The role of needs analysis in insurance advisory
• Techniques for identifying client risks and financial exposures
• Assessing protection gaps in personal and business insurance planning
• Aligning insurance solutions with client financial objectives
• Communicating recommendations effectively to clients
• Best practices for delivering professional insurance advisory services
Learning Pathway
This course forms part of the IIEA E-Academy Learning Pathway Framework™ for Insurance Agents, designed to strengthen foundational knowledge and advisory capability in insurance distribution.
Certification
Participants who successfully complete the course requirements will receive a Certificate of Achievement recognising their successful completion of the programme.
This course complements other life insurance advisory programmes such as:
- Understand Life Insurance
- Selling Life Insurance
- Selling Disability Income Insurance
and helps develop strong client advisory capability in financial protection planning.
Download BrochureLearning Outcomes
What you'll learn
On completion of this course, you will be able to accomplish the following:-
- Compare needs selling with product selling;
- Recognize the importance of needs selling;
- Define and enumerate the steps to a successful sale;
- Describe the fact-finding function in needs selling;
- Use an effective case analysis methodology;
- Prepare effective solutions and complete the sale;
- Recognize the process of building lifetime clientele.
Course Outline
- 1.1: Course Objectives
- 2.1: The Road to Success
- 2.2: The Need for Life Insurance
- 2.3: Needs Selling vs. Product Selling
