Insurance Sales Representative Fundamentals

Name: Insurance Sales Representative Fundamentals
Rating: 5.0 (7 reviews)

New Entrant Fundamentals

Created byPhezulu Dhlodhlo

Last updated 5/2026

English

English [Auto],

What you'll learn

Understand the language of sales, including key terms, emotional cues, and trust-building phrases used by top sales professionals.
Apply the concept of sales as a value exchange, helping clients understand the benefits and “currency” of your conversations.
Identify and confidently address the most common reasons clients hesitate or do not buy financial products.
Build a strong ethical foundation aligned to FAIS, Treating Customers Fairly (TCF), and professional industry standards.

Course content

1 section • 13 lectures • 59m total length

Introduction4:17
Competitive Intelligence4:39
Analyze competitive intelligence by researching publicly available information to understand why funeral cover premiums attract clients, including a six-month paid-up benefit, and demonstrate how informed advice reveals long-term value.
Social Intelligence3:48
Develop social intelligence to stay aware of current events and use that knowledge to engage clients as a financial representative with relevant topics, filler topics, and products.
Cultural Intelligence2:31
Ethics3:40
Act with honesty and integrity to serve clients and the employer's best interests, avoiding unethical actions. Recognize that unethical behavior can lead to job loss or legal consequences.
Legislative environment2:45
Reasons Clients do not buy financial products5:04
Prospecting4:49
Master prospecting for insurance sales by planning weekly appointments, maintaining an electronic diary, and executing disciplined daily routines to generate consistent prospects, meet targets, and earn bonuses.
Target Clients2:53
Identify your target clients by clear minimum salary thresholds and age criteria, and create personas to ensure affordability and relevance, avoiding burnout and cancellations.
Financial Needs analysis6:44
Conduct a financial needs analysis to assess a client's personal circumstances, life stage, and financial position; then tailor life and funeral covers via a consultative selling process.
Product basket3:50
Know your product basket, including life cover, funeral cover, disability covers, and investments. Explain differences, purposes, and client benefits through consultative engagement.
Insurance quotation and Advice9:57
This video details how the insurance quotation can be used as a source of advice. Customising the quotation can actually make the financial product more affordable to the client in situations where affordability is a concern.
This new module strengthens the course by helping Representatives understand how to:
✔️ Customise an insurance quotation for affordability for the client
✔️ Prepare and explain quotations clearly
✔️ Deliver compliant, client-centred financial advice
✔️ Improve client trust and conversion rates
If you’re in insurance or planning to join the industry this update is designed to help you improve your professionalism, compliance, and sales effectiveness.
Claims underwriting5:02
Explore claims underwriting and the role of disclosing material risks under utmost good faith to prevent repudiation. Emphasize keeping conversation records for years after policy termination.

Requirements

No prior experience required.
This course is intended for new or aspiring insurance sales representatives

Description

Stepping into the world of financial services sales can feel overwhelming—but it doesn’t have to be. This foundational course is designed specifically for new entrant financial representatives who want to build strong, ethical, and client-focused selling skills from day one. I have made it conversational rather than focusing it on slides because l am tapping on my lived experiences as opposed to theory.

In this practical and engaging program, you will learn the core principles of professional selling, with a strong emphasis on communication, ethical conduct, behavioural understanding, value of advice, acting with honesty, integrity and in an ethical manner at all times and the fundamentals that drive consistent success in the financial sector. I explore how to apply the concept of sales as a value exchange, helping clients understand the benefits and “currency” of your conversations. I also touch on how to build a strong ethical foundation aligned to FAIS, Treating Customers Fairly (TCF), and professional industry standards.

Whether you are entering insurance sales, banking, investments, or advisory work, this course equips you with the essential knowledge and mindset required to build trust, convert prospects, and maintain long-term client relationships. This is ultimately the basis of your success as a representative in the financial services.

Who this course is for:

New or aspiring insurance sales representatives