Certificate Course in Comprehensive Insurance Marketing Course

Course Overview

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This 150-hour course, spread over four months, equips professionals with graduate degrees to excel as entry-level insurance marketing executives and IRDA-certified agents in India’s dynamic insurance industry.

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Designed for private sector employment aspirants and aspiring IRDA agents (including part-time professionals like housewives), the course covers market analysis, regulatory compliance, branding, digital marketing, and persuasive sales techniques, with targeted preparation for the IRDA IC38 exam to secure agent certification.

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Taught by senior insurance professionals, top HR experts, and communications/marketing specialists, participants gain practical skills through 60 hours of fieldwork, in-person sessions, and a capstone project, ensuring readiness for private and government insurance roles.

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Learning Outcomes:

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• Master insurance marketing principles and persuasive sales techniques.

• Gain in-depth knowledge of insurance products and IRDA IC38 exam syllabus.

• Develop professional communication skills in English and native languages.

• Apply compliant marketing practices aligned with IRDA standards.

• Create effective marketing strategies and pass the IC38 exam through fieldwork and training.

Course Structure

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Module 1: Introduction to Insurance Marketing (18 Hours, Weeks 1-2)

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Objective: Understand the insurance industry and marketing fundamentals.

Topics:

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• Overview of the Indian and global insurance industry (life, health, general).

• Stakeholders: regulators (IRDA), policyholders, agents, insurers.

• Marketing strategies for private and government insurance companies.

• Role of solicitation: Leveraging “Insurance is a matter of solicitation” for compliant sales.

Activities:

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• Day 1 In-Person Session (6 hours): Faculty (senior insurance professionals) and a distinguished guest faculty (e.g., IRDA official, insurance executive) introduce course objectives, industry trends, and solicitation strategies.

• Fieldwork: Interview a local insurance professional about marketing approaches (report due in-person).

• Quiz on industry stakeholders and strategies.

Hours: 6 hours in-person, 9 hours online lectures/readings, 4 hours fieldwork.

 

Module 2: Professional Communication Skills (21 Hours, Weeks 3-4)

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Objective: Enhance English and native language communication for insurance marketing and IRDA exam success.

Topics:

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• Effective business communication: clarity, tone, persuasion (led by HR/communications experts).

• English for insurance: crafting sales pitches, emails, and proposals.

• Native language skills: tailoring pitches for regional markets (e.g., Hindi, Tamil, Marathi) for IRDA agents.

• Presentation skills for client and stakeholder engagement, including IC38 mock scenarios.

Activities:

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• Assignment: Write a sales email and pitch in English and a native language, aligned with IC38 scenarios.

• In-person: Practice presentations to faculty (mock client pitch and IRDA-style Q&A).

Hours: 15 hours online lectures/readings, 5 hours assignments, 4 hours in-person practice.

 

Module 3: Insurance Products and Underwriting Basics (4 Hours, Week 5)

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Objective: Gain concise familiarity with insurance products for marketing and IC38 exam context.

 

Topics:

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• Types of insurance: Life, health, general (e.g., motor, property).

• Underwriting basics: Risk assessment and policy design.

• Product features: Benefits, premiums, and coverage for marketing narratives.

Activities:

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• Fieldwork: Analyze an insurance product’s features for marketing (report, integrated into Module 4).

• In-person: Discuss findings with faculty.

Hours: 2 hours online lectures/readings, 1 hour fieldwork, 1 hour in-person discussion.

 

Module 4: Regulatory Environment and IRDA IC38 Certification (12 Hours, Weeks 6-7)

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Objective: Master insurance regulations and prepare for the IRDA IC38 exam.

Topics:

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• IRDA regulations: Licensing, compliance, and IC38 exam syllabus (life, health, general insurance).

• Insurance principles: Utmost good faith, insurable interest, indemnity, subrogation, proximate cause.

• Ethical sales practices: Avoiding misrepresentation and mis-selling.

• IC38 exam preparation: Mock tests, scenario-based questions, numerical problems (e.g., premium calculations).

Activities:

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• Fieldwork: Study a compliant insurance campaign and prepare IC38 practice questions (report).

• In-person: Practice IC38 mock tests in English and regional languages (e.g., Hindi, Tamil).

• Quiz on IRDA regulations and IC38 syllabus.

Hours: 6 hours online lectures/readings, 3 hours fieldwork, 3 hours in-person exam practice.

Midcourse In-Person Session (12 Hours, Week 8)

Objective: Assess fieldwork and IC38 prep progress, address gaps, and provide course corrections.

Activities:

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• Faculty (senior insurance professionals) review fieldwork reports and IC38 practice performance.

• One-on-one feedback for 30-40 students to improve communication, sales, or exam readiness.

• Group discussions on industry trends and IC38 strategies.

Hours: 12 hours in-person (2 days).

 

Module 5: Sales Techniques and Customer Engagement (12 Hours, Weeks 9-10)

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Objective: Master persuasive sales and customer engagement for insurance marketing.

Topics:

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• Sales funnel: Lead generation, nurturing, and closing (emphasizing solicitation).

• Customer profiling: Understanding policyholder needs and demographics.

• Handling objections: Addressing price, coverage, or trust concerns.

• Role-playing real-world sales scenarios aligned with IC38 case studies.

Activities:

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• Fieldwork: Conduct a mock sales pitch to a potential client (report).

• In-person: Present pitch to faculty with feedback.

Hours: 6 hours online lectures/readings, 3 hours fieldwork, 3 hours in-person presentation.

 

Module 6: Compliance and Ethics in Insurance Marketing (20 Hours, Weeks 11-12)

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Objective: Master compliance and instill ethical marketing practices.

Topics:

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• IRDA, RBI, and SEBI guidelines for insurance marketing.

• Ethics Session 1: Avoiding unethical practices (e.g., mis-selling, false claims).

• Ethics Session 2: Case studies on compliance dilemmas in India’s insurance industry.

• Building trust through transparent solicitation, aligned with IC38 principles.

Activities:

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• Fieldwork: Analyze a compliant insurance campaign (report).

• In-person: Debate compliance scenarios with faculty and peers.

 

Hours: 10 hours online lectures/readings, 5 hours fieldwork, 5 hours in-person discussion.

 

Module 7: Branding and Digital Marketing in Insurance (26 Hours, Weeks 13-14)

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Objective: Develop branding and digital marketing strategies for insurance products.

Topics:

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• Market segmentation: Policyholders, agents, and corporate clients in India.

• Brand development: Messaging, trust-building, and differentiation (led by marketing experts).

• Digital channels: Social media, websites, analytics (IRDA-compliant).

• Emerging trends: AI-driven marketing, chatbot customer service, and data analytics.

Activities:

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• Fieldwork: Create a digital campaign for a hypothetical insurance product (report).

• In-person: Present campaign to faculty with stakeholder feedback simulation.

Hours: 14 hours online lectures/readings, 6 hours fieldwork, 6 hours in-person presentation.

 

Module 8: Capstone Project and Final Assessment (33 Hours, Weeks 15-16)

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Objective: Synthesize learning through a client engagement project and final evaluation.

Topics:

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• Integrating product knowledge, compliance, and marketing insights into sales strategies.

• Developing a 360-degree marketing plan via real-world fieldwork.

• Presentation skills for client pitches and IRDA-compliant solicitation.

Activities:

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• Fieldwork: Promote a partnered company’s insurance product to 3-4 potential clients, using persuasive, compliant messaging (report).

• Report Writing: Draft a 1,500-2,000-word report per provided template.

• 2-Day In-Person Final Assessment (12 hours): Present capstone project to faculty and peers (30-40 students), including Q&A and faculty evaluation.

Hours: 15 hours fieldwork, 6 hours report writing, 12 hours in-person assessment.

 

Assessment and Certification

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• Quizzes: 10% (one per module, testing core concepts and IC38 topics).

• Fieldwork Reports: 50% (reports from Modules 1, 3-7, and capstone).

• In-Person Presentations: 20% (evaluated during module sessions and final assessment).

• Capstone Project: 20% (report and final presentation).

• Certification: Awarded upon successful completion, with a minimum score of 70%. Participants are prepared to pass the IRDA IC38 exam, enabling agent licensing.

 

Learning Resources

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• Online: Recorded lectures, slides, case studies, IC38 study guides, and mock tests (course platform).

• In-Person: Faculty-led sessions (Day 1, midcourse, final assessment), guest faculty (e.g., IRDA expert) on Day 1, discussion forums (30-40 students).

• Industry reports, IRDA guidelines, and IC38 syllabus materials.

 

Why Choose This Course?

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Designed for India’s dynamic insurance industry, this course equips professionals with graduate degrees with practical marketing skills, persuasive solicitation techniques, and comprehensive IRDA IC38 exam preparation. Taught by senior insurance professionals, top HR experts, and communications/marketing specialists, it includes 60 hours of fieldwork, a 6-hour Day 1 in-person session with guest faculty, a 2-day midcourse review, and a 2-day final assessment, ensuring participants excel in private sector roles and achieve IRDA agent certification, aligned with T-SOC’s industry-focused approach.