Insurance Broking Training Course

Duration 5 days 10 modules · 33 contact hours
Level Intermediate Certificate on completion
Who attends Insurance Brokers, Account Executives and others
Fee from USD 1,100 KSh 95,000 for Kenyan organisations
Where 52 cities + online See dates by city
Next start 9 Nov 2026 Course code SD-BI-076

Before you join: Participants should have basic familiarity with insurance products, common commercial or personal lines terminology, and the purpose of premiums, deductibles and policy limits.

Dates & prices

Two start dates a month in every city, and live online on weekdays or weekends. Fees are per participant; classroom fees include tuition, materials, lunch and refreshments, and the certificate.

Suggest a date or city

Showing the next six months. Later dates, other cities and private deliveries for your team are available on request.

Course overview

Insurance brokers must convert incomplete client information into accurate risk presentations, obtain suitable terms from insurers, explain cover clearly and maintain files that stand up to audit, complaint review and claim scrutiny. Poor fact finding, unclear disclosure, weak market submissions or missed policy conditions can leave clients uninsured, create errors and omissions exposure, and damage insurer relationships. This course addresses the practical work that sits between a client’s risk profile and an effective insurance placement.

Participants examine the full broking cycle: client onboarding, risk identification, policy analysis, market selection, underwriting presentations, quotations, binding, premium handling, renewals and claims support. They learn to interpret common policy clauses, compare insurer terms beyond price, document demands and needs, manage conflicts, handle client money controls and identify conduct risks. The course also covers commercial account management, specialty placements, reinsurance fundamentals and quality assurance.

Teaching combines focused instructor briefings with insurer and broker case material, policy wording reviews, placement simulations, quotation comparisons, claims scenarios and small-group analysis. Participants work with realistic documents such as statements of fact, schedules, policy wordings, insurer quotations, claims bordereaux and renewal files. They leave with a practical broking file structure, placement and renewal tools, policy comparison methods and an individual application plan for improving work on live accounts.

The course suits intermediaries working with commercial or personal lines business, as well as insurance personnel who need a clearer understanding of the broker’s role. It is particularly relevant to staff moving from administrative, customer service, underwriting support or claims roles into client-facing broking responsibilities.

What you will be able to do

  • Conduct structured client fact-finding interviews and identify material insurance exposures
  • Build a risk register using cause, event, consequence and control analysis
  • Interpret policy wordings, exclusions, conditions and notification requirements
  • Prepare underwriting presentations that support insurer assessment and negotiation
  • Compare quotations using a coverage, limits, exclusions and cost matrix
  • Document demands-and-needs assessments, conflicts disclosures and client recommendations
  • Manage premium, client money, credit control and renewal administration processes
  • Develop a claims support and account improvement plan for a live client portfolio

Benefits of attending

For you

  • Produce clearer client fact finds and risk presentations
  • Identify coverage gaps before placement or renewal
  • Compare insurer quotations beyond headline premium
  • Handle broker documentation with greater regulatory confidence
  • Contribute more effectively to claims and renewal meetings

For your organisation

  • Fewer placement errors caused by incomplete client information
  • Better insurer submissions and more defensible terms negotiations
  • Improved client retention through informed renewal recommendations
  • Stronger evidence of conduct, disclosure and file controls
  • More consistent claims support and post-loss account reviews

Course modules

10 modules over 5 days

Participants can explain the broker’s role, revenue model, duties and core operating controls.

  • Broker roles, agency relationships and the duties owed to clients
  • Insurance distribution chain: insurers, MGAs, wholesalers, reinsurers and clients
  • Revenue models: commission, fees, contingent income and disclosure requirements
  • Segregation of client money and insurer money under trust arrangements
  • End-to-end broking workflow from prospecting through renewal and claims support
  • Professional indemnity exposures arising from advice, placement and documentation failures

Participants can gather risk information and translate it into a structured insurance requirement.

  • Fact-finding interviews that distinguish material facts, exposures, controls and priorities
  • Risk register construction using cause, event, consequence and existing controls
  • ISO 31000 treatment options: avoid, reduce, transfer, retain and finance
  • Total cost of risk calculations covering premiums, deductibles and uninsured losses
  • Risk appetite statements translated into retention, limit and coverage decisions
  • Exposure schedules for property, liability, motor, cyber and business interruption

Participants can read policy wordings and identify key coverage, condition and exclusion issues.

  • Utmost good faith, fair presentation and remedies for non-disclosure
  • Insurance Act 2015 duties of fair presentation and reasonable search
  • Policy structure: insuring clauses, definitions, conditions, exclusions and endorsements
  • Coverage analysis matching client exposures to triggers, limits and sublimits
  • Claims-made, occurrence and aggregate wording differences affecting coverage periods
  • Reading warranties, conditions precedent and notification clauses for coverage gaps

Participants can prepare a market submission, approach insurers and evaluate placement options.

  • Market presentation packs built from exposure data, loss history and controls
  • Underwriting submission narratives that explain risk quality without unsupported assurances
  • Market selection using appetite, capacity, financial strength and service criteria
  • Quote comparison matrices covering premium, limits, exclusions, deductibles and clauses
  • Negotiating terms through evidence, risk improvements, alternatives and insurer feedback
  • Binding authority checks before confirming cover, amendments or insurer instructions

Participants can apply core premium, remuneration, client money and credit control procedures.

  • Premium calculations using rate, exposure basis, minimum premium and adjustments
  • Broker remuneration structures: commission, fees, overrides and disclosure controls
  • Client money reconciliation between cash received, insurer settlements and ledger balances
  • Credit control procedures for instalments, overdue premiums and cancellation notices
  • Tax and duty treatment, including IPT, VAT and jurisdictional charges
  • Premium finance arrangements, disclosure requirements and default risk indicators

Participants can document advice and manage principal conduct risks in broker files.

  • Needs-based advice documented through demands-and-needs statements and suitability rationale
  • ICOBS conduct rules governing information, disclosure, advice and post-sale service
  • Customer vulnerability indicators and reasonable adjustments during broking communications
  • Conflicts-of-interest register entries, controls, disclosure and escalation decisions
  • GDPR lawful basis, data minimisation and retention for client records
  • Complaint handling under DISP: acknowledgement, investigation, redress and root-cause analysis
  • Financial crime controls: KYC, sanctions screening and suspicious activity escalation

Participants can run structured renewal and service processes for broker clients.

  • Renewal timetables that sequence data collection, marketing, recommendation and binding
  • Account segmentation using revenue, risk complexity, retention and service requirements
  • Client review agendas linking incidents, exposures, claims trends and recommendations
  • Cross-selling needs analysis without unsuitable product recommendations or pressure
  • Service-level agreements defining responsibilities, response times, escalation and reporting
  • Pipeline management through qualification, opportunity stages, probability and next actions

Participants can support clients through notification, coverage review and post-loss improvement.

  • First-notice-of-loss protocols capturing facts, mitigation actions and policy information
  • Claims advocacy roles between insured, insurer, loss adjuster and legal advisers
  • Coverage position analysis against policy triggers, exclusions and notification requirements
  • Reserve monitoring, claims bordereaux and escalation of deteriorating loss estimates
  • Business interruption claim evidence: turnover, saved costs and increased working costs
  • Post-loss reviews converting claim lessons into risk-control and renewal actions

Participants can identify placement considerations for specialty risks and reinsurance arrangements.

  • Reinsurance fundamentals: facultative placements, treaty structures and broker responsibilities
  • Proportional and non-proportional structures: quota share, surplus and excess-of-loss
  • Layering programmes using attachments, limits, reinstatements and aggregate protection
  • Cyber insurance scoping: security controls, incident response and systemic exclusions
  • Marine, construction and financial lines placement considerations and documentation
  • Delegated authority controls for bordereaux, underwriting limits and insurer reporting

Participants can assess broking file quality and plan targeted improvements to their work.

  • File audit checklist covering fact find, presentation, terms and client confirmation
  • Quality assurance sampling based on risk, revenue, complaints and regulatory exposure
  • Key performance indicators for retention, placement conversion, claims and receivables
  • Conduct risk indicators drawn from complaints, cancellations, errors and vulnerable customers
  • Personal development plan identifying technical gaps, supervision and measurable actions
  • Application plan for improving one live account, process or control

Exercises and examples are adapted to each cohort's sectors and roles.

What you take back to work

  1. Client fact-find and risk register template
  2. Underwriting presentation checklist
  3. Policy wording comparison matrix
  4. Quotation and recommendation template
  5. Broker file audit checklist
  6. Claims and renewal action plan

Who should attend

  • Insurance Brokers — improve placement quality, documentation and client advice
  • Account Executives — manage commercial clients through renewal and claims activity
  • Broker Support Staff — understand the controls behind accurate broking administration
  • Assistant Underwriters — assess broker submissions and negotiate terms more effectively
  • Claims Handlers — support insured clients using policy and placement knowledge
  • Insurance Relationship Managers — discuss cover, risk and service requirements credibly

Skills and tools covered

Risk fact findingPolicy wording analysisMarket placementConduct complianceClaims advocacyAccount management

Tools and standards

ISO 31000, Insurance Act 2015, FCA ICOBS, GDPR

How the course runs

Training methodology

The course uses short instructor briefings to establish broking methods, followed by policy wording reviews, account-file analysis, market placement cases and group decision work. Participants assess risk information, prepare insurer submissions, compare quotations and work through claims and renewal scenarios. Simulations focus on client conversations, insurer negotiations and documentation choices. Facilitated discussion draws out differences between personal lines, commercial accounts and specialty business. Each participant completes an application plan linked to a current account, process or control issue.

Requirements and prerequisites

Participants should have basic familiarity with insurance products, common commercial or personal lines terminology, and the purpose of premiums, deductibles and policy limits. At least six months of experience in insurance administration, customer service, underwriting support, claims, sales or broking is helpful. Participants should be comfortable reading business documents and performing straightforward percentage calculations. Prior broking authority, advanced legal knowledge, underwriting qualifications or accounting expertise are not required. The course explains regulatory concepts through practical broker responsibilities rather than assuming specialist compliance experience.

A typical training day

08:30 – 10:30First session
10:30 – 10:45Refreshment break
10:45 – 12:30Second session
12:30 – 13:30Lunch and networking
13:30 – 15:00Third session
15:00 – 15:15Refreshment break
15:15 – 16:30Workshop and daily review

Live online deliveries follow the same structure in East Africa Time, with shorter screen blocks and longer breaks.

What the fee includes

  • Instruction by a practitioner facilitator
  • Full course workbook and materials
  • Exercise files, templates and case studies
  • Refreshments and lunch on classroom deliveries
  • Certificate of completion
  • Post-course application plan

Frequently asked questions

Basic familiarity with insurance terminology and some exposure to insurance, customer service, claims, underwriting support or account administration are expected. You do not need prior broking authority or an insurance qualification.

Bring a laptop if possible, along with non-confidential examples of policy schedules, renewal documentation or client process issues you want to improve. Course materials and case documents are provided.

It is designed for insurance brokers, account executives, broker support staff, assistant underwriters, claims personnel and relationship managers. It is most valuable for staff taking on broader client-facing or placement responsibilities.

Underwriting training focuses on assessing, pricing and accepting insurer risk. This course focuses on the intermediary role: understanding client needs, presenting risks to markets, comparing terms, documenting advice and supporting claims.

Participants can use the fact-find, quotation comparison, file audit and renewal planning tools on current accounts. The final application plan identifies one practical improvement to implement after the course.

Training runs from 08:30 to 16:30 each day, with about 6.5 contact hours daily. Time is distributed across ten modules covering broking operations, risk assessment, placement, compliance, claims, specialty business and quality assurance.

Questions about this course?

Ask about dates, fees, group bookings or running it for your team. Our training team replies by email.

Ask on WhatsApp info@skillsetdevelopment.com

Related courses in Banking & Insurance