Corporate Agents
Traditionally Insurance has been sold by agents and almost 90% business was done by Individual agents. Agents were preferred because they were working in their natural market hence there was less chances of mis-selling and fraud.
However, agency was not able to increase Insurance Penetration which was necessary for any thriving economy. That is why alternative channels were opened . Brokers represent customers and segmented the market into Retail and Bulk. Another alternate channel is Corporate Agents. Even Banks also work as Corporate Agents under a model called Bancassurance.
Unlike Brokers, Corporate Agents represent Insurance Company. A Corporate Agent can represent:
Corporate Agents can only Represent below mentioned Profiles
- 3 Life Insurance Company
- 3 Health Insurance Company
- 3 General Insurance Company
Corporate Agents need to work under strict guidelines through a trained and qualified Principal Officer. They also need to follow all regulations like maintaining grievance data, having trained sales force, IRDA has a complete guidelines from Corporate Agents. So here’s a question raising how many Activities can Corporate Agent Perform?
Corporate Agents can Only Perform on these Activities:
- Prospecting
- Soliciting Business
- Quality check
- Business logging
- Customer feedback
- Grievance Management
Each Insurer work out a compensation model with hope of increasing the penetration. However , there are some challenges which is faced by public :
Challenges faced by Insurer during Compensation
- Mis-selling due to aggressive targets and pitching
- To achieve targets, sales agents offer various incentives which is not allowed by IRDA because Insurance is subject matter of solicitation.
- Large dependence on lead generation through tele-calling
- Low emphasis on training.
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