Agency Management Training Course (AMTC)
The insurance
industry's premier skill-development program for field
managers.
a skill building course designed to improve skills in areas
critical to agency management.Moderated by local,
experienced, successful managers utilizing class discussion,
skill demonstrations, role-play, planning projects, and
action projects. Areas covered include planning, recruiting,
selection, training, and performance appraisal.
Who should enroll?
The AMTC is designed for field managers making the
transition from a position with production responsibility to
onewith managerial responsibility. It is also appropriate
for agency heads or functional managers, those having
specialized functions such as recruiting or training, and
those who need to develop their management skills to
increase performance. Even established agency managers find
AMTC valuable as a refresher of fundamental ideas and as a
source of new ideas from fellow students.
What makes AMTC
successful?
The AMTC is not a course that simply emphasizes the
acquistition of knowledge. The prime reason for AMTC's
continuing acceptance andsuccess is that it is a
skill-building course. AMTC students not only acquire the
information they need to be successful, but the course shows
them how to apply that information in the field and in their
offices where they work every day. The AMTC trains in 27
skills that LIMRA research has identified as critical to
successful field management and, through a unique classroom
environment, provides and experience that lasts a lifetime.
What happens in an
AMTC class?
The AMTC is 23 weeks long and consists of one three-hour
class each week. Different from many types of
educational experiences, and AMTC class emphasizes adult
learning techniques. There is much participation and
students are responsible for taking an active part in the
learning process. The first 30 minutes are spent reinforcing
skills learned inprevious sessions and from the field
projects. Action Projects and Planning Projects are an
integral part of the AMTC and allow the student to transfer
what is learned to the field. The next 60 minutes of the
class are devoted to presenting and discussing the new topic
for that day's class. Ideas, methods, and necessary skills
are discussed. Students will have prepared for the session
through assigned reading from the text. For the next 75
minutes, students are shown models of the new skill they
will learn. This modeling can be done through audio- or
video-tape or by themoderator. Students then role play and
practice
the new skill based on the model. The final 15 minutes are
spent summarizing the class and assigning new projects and
reading material to prepare for the next class.
The insurance industry's premier skill-development
program for field managers.
Who leads the AMTC class?
The AMTC is not a lecture course, so classes are led by
moderators who facilitate lively discussion. AMTC
moderators are accomplished field managers from your country
who deliver the course in your language. For classes
conducted in "your" company, mod rators are selected,
trained, and certified from your company.
What will i learn?
Throughout AMTC's 23 weeks of classes, you will acquire knowledge and develop skills in five critical areas of field management:b
Planning -- You will develop a mission statement and build an annual plan to achieve your specific goals and objectives. A keybproject of the AMTC will allow you to set plans and goals for the future.b
Recruiting --
You will be able to locate and talk to recruits with high
potential using proven techniques of agent referral, warm
nominators, and personal activity. You will develop
approaches to these sources and learn alternate methods as
well.
Selection -- You will discover proven selection
methods and develop a process that can help reduce agent
turnover.
Training -- You will learn training techniques that
effect a change in behavior in your agents. You will develop
skills in setting training objectives, role-playing,
fieldwork, training meetings, and clinics.
Performance Management -- Yor will develop key
supervisory skills and use a proven problem solving process.
You will
learn to manage activity and customize the development of
your agents.
AMTC improves recruiting selection, and production
The AMTC Impact Research Project
requested hard data from each enrollee concerning
recruiting, selection, and production prior to taking AMTC
and for one year after completing AMTC.
- Retention of
full-time agents, up 22%
- New premium written by new full-time agents, up 31%
- Number of new agents contracted, up 24%
- Number of potential recruits, up 13%
AMTC graduates are rated higher by their managers.
- Twenty-seven skills were identified and rated by the
managers of AMTC graduates. Among those skills are:
- Developing and using an annual plan, up 25%
- Conducting individual agent reviews, improved by 24%
- Making a career presentation, improved by 22%
- Analyzing agent activity records, up 22%