iti 4 April 2025
Insurance Agent

ITI Insurance Agent Trade Syllabus (English)

The ITI "Insurance Agent" trade is a one-year vocational training program under the Craftsman Training Scheme (CTS), governed by the National Council for Vocational Training (NCVT). This course equips trainees with skills in understanding insurance products, marketing, customer relationship management, and compliance with insurance regulations to facilitate policy sales and client servicing. The syllabus integrates theoretical knowledge, practical sales techniques, and employability skills to prepare students for roles such as insurance agents, sales executives, or customer service representatives in insurance companies, brokerage firms, or banks, or as self-employed insurance advisors.

Course Overview

  • Duration: 1 year (2 semesters, each 6 months)
  • NSQF Level: Level 4
  • Eligibility: Minimum 10th grade pass (or equivalent)
  • Objective: To train individuals in insurance product sales, client management, and regulatory compliance to contribute to the insurance sector and provide financial security solutions to clients.

Detailed Syllabus Breakdown (English)

1. Trade Theory (Theoretical Knowledge)

Covers foundational concepts in insurance, sales, and regulatory frameworks.

  • Semester 1
    • Introduction to Insurance
      • Overview of insurance: definition, purpose, types (life, general, health).
      • Importance: risk management, financial security, economic stability.
      • Insurance industry: history, scope, career opportunities in India.
    • Insurance Products
      • Life insurance: term, endowment, ULIP, pension plans.
      • General insurance: motor, property, marine, fire, liability.
      • Health insurance: individual, family floater, critical illness plans.
    • Principles of Insurance
      • Key principles: insurable interest, utmost good faith, indemnity, contribution.
      • Risk assessment: underwriting, premium calculation, claim settlement.
      • Policy documents: proposal forms, policy bonds, endorsements.
    • Sales and Marketing
      • Sales techniques: identifying client needs, pitching products.
      • Marketing strategies: telemarketing, digital marketing, referrals.
      • Customer segmentation: targeting individuals, businesses, rural markets.
    • Regulatory Framework
      • IRDAI: role, functions, guidelines for agents.
      • Licensing: eligibility, training, examination for insurance agents.
      • Consumer protection: grievance redressal, ombudsman, mis-selling prevention.
    • Customer Relationship Management
      • Building trust: communication, transparency, follow-ups.
      • Handling objections: addressing client concerns, myths about insurance.
      • After-sales service: policy renewals, claim assistance, updates.
  • Semester 2
    • Advanced Insurance Products
      • Micro-insurance: products for low-income groups, rural areas.
      • Reinsurance: concepts, importance in risk mitigation.
      • Emerging products: cyber insurance, travel insurance, pet insurance.
    • Financial Planning
      • Role of insurance in financial planning: savings, investment, protection.
      • Assessing client needs: income, liabilities, life stages.
      • Portfolio diversification: combining insurance with mutual funds, fixed deposits.
    • Claim Management
      • Claim process: documentation, verification, settlement procedures.
      • Types of claims: maturity, death, partial withdrawal, damage claims.
      • Dispute resolution: handling rejections, delays, fraud detection.
    • Digital Tools in Insurance
      • Online platforms: policy issuance, premium payment, claim tracking.
      • CRM software: managing leads, client data, follow-ups.
      • Data analytics: understanding client behavior, market trends.
    • Ethics and Professionalism
      • Ethical practices: honesty, avoiding mis-selling, client confidentiality.
      • Code of conduct: IRDAI guidelines, company policies.
      • Professional development: certifications, continuous learning, networking.
    • Professional Skills
      • Entrepreneurship: starting an insurance agency or consultancy.
      • Business communication: presentations, proposals, client meetings.
      • Industry trends: InsurTech, AI in underwriting, customer-centric models.

2. Trade Practical (Hands-On Skills)

Focuses on practical sales, client servicing, and documentation in simulated insurance scenarios.

  • Semester 1
    • Product Presentation
      • Explaining policies: presenting life, health, general insurance plans.
      • Creating pitches: tailoring solutions for different client profiles.
      • Demonstrating benefits: using brochures, charts, calculators in mock setups.
    • Sales Practice
      • Role-playing: simulating client interactions, need analysis.
      • Cold calling: practicing telemarketing scripts, handling rejections.
      • Closing deals: negotiating premiums, addressing objections in labs.
    • Documentation
      • Filling forms: proposal forms, KYC documents, medical declarations.
      • Verifying details: checking client eligibility, policy terms.
      • Issuing policies: preparing mock policy bonds, endorsements.
    • Customer Interaction
      • Conducting meetings: greeting clients, explaining products in simulations.
      • Handling queries: resolving doubts about premiums, coverage, claims.
      • Follow-ups: scheduling calls, sending reminders for renewals.
    • Compliance Practice
      • Reviewing regulations: studying IRDAI guidelines, agent code of conduct.
      • Preparing for licensing: practicing mock exams for IRDAI certification.
      • Maintaining records: logging client interactions, sales data in labs.
    • Project Work
      • Simulating a sales campaign: targeting a specific client group (e.g., farmers, professionals).
      • Documenting process: preparing sales reports, client feedback forms.
  • Semester 2
    • Advanced Sales Techniques
      • Cross-selling: offering health plans with life insurance in mock scenarios.
      • Upselling: pitching higher coverage, add-ons to existing clients.
      • Digital marketing: creating social media posts, email campaigns in labs.
    • Claim Assistance
      • Filing claims: preparing mock documents for death, accident, property claims.
      • Coordinating with insurers: simulating claim verification, follow-ups.
      • Resolving disputes: practicing mediation for claim rejections in simulations.
    • Financial Planning Practice
      • Assessing needs: analyzing mock client profiles (income, dependents).
      • Recommending plans: suggesting insurance products for financial goals.
      • Creating portfolios: combining insurance with savings, investments in labs.
    • Digital Tools
      • Using portals: issuing policies, tracking claims in mock platforms.
      • Managing CRM: entering leads, scheduling tasks in software.
      • Analyzing data: studying mock sales trends, client retention rates.
    • Professional Conduct
      • Ethical selling: practicing transparency, avoiding mis-selling in role-plays.
      • Client servicing: handling complaints, providing claim support in simulations.
      • Networking: simulating interactions with banks, brokers, insurers.
    • Project Work
      • Developing an insurance sales plan: targeting a niche market (e.g., rural, SMEs).
      • Presenting a portfolio: including sales pitches, client testimonials, compliance reports.

3. Workshop Calculation and Science

Provides mathematical and analytical support for insurance tasks.

  • Semester 1
    • Arithmetic: calculating premiums, sum assured, commissions.
    • Percentages: computing bonuses, taxes, claim settlements.
    • Science: basics of risk analysis, probability in underwriting.
  • Semester 2
    • Calculations: estimating policy returns, surrender values, loan eligibility.
    • Statistics: analyzing sales data, client retention rates.
    • Science: behavioral psychology, decision-making in insurance purchases.

4. Engineering Drawing

Minimal focus, used for diagrammatic representation of processes.

  • Semester 1: Sketching sales process flowcharts, client interaction maps.
  • Semester 2: Designing claim process diagrams, marketing funnels.

5. Employability Skills

Enhances job readiness and soft skills.

  • Semester 1
    • Communication skills: presenting policies, negotiating with clients.
    • Time management: prioritizing sales calls, client follow-ups.
    • Basic IT skills: using MS Office, insurance portals for documentation.
  • Semester 2
    • Entrepreneurship: planning an insurance advisory business.
    • Teamwork: collaborating with underwriters, claim officers.
    • Problem-solving: addressing client complaints, regulatory issues.

Assessment and Certification

  • Examinations: Conducted semester-wise with theoretical and practical components.
  • Certification: Successful candidates receive the National Trade Certificate (NTC) from NCVT, recognized nationally. Note: To work as an insurance agent, trainees must also pass the IRDAI licensing exam, which is separate from the ITI certification.
  • Evaluation: Based on product knowledge, sales proficiency, customer service skills, and project work.

Career Opportunities

  • Employment: Insurance agent, sales executive, customer service representative in insurance companies, banks, or brokerage firms.
  • Self-Employment: Starting an insurance advisory, agency, or consultancy.
  • Further Studies: Diploma in Insurance Management, certifications like LICentiate (IRDAI), or B.Com in Banking and Insurance.

Note

  • This syllabus aligns with the latest NCVT guidelines and may vary slightly based on institutional or state-specific requirements.
  • For the most current version, refer to the Directorate General of Training (DGT) or consult your local ITI.
  • The course prepares trainees for the IRDAI licensing exam, but passing it is mandatory to practice as an insurance agent.

Trade Type

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