Overview
Insurance brokers play a critical role within modern insurance markets. Beyond arranging insurance coverage, today's brokers are expected to serve as trusted advisors, risk consultants, claims advocates, and strategic partners to individuals, businesses, and organisations navigating increasingly complex risk environments.
The Executive Certificate in Insurance Broking has been developed specifically to address the unique responsibilities and professional demands of insurance broking practice. Unlike general insurance programmes, this course focuses entirely on the broker's role across the full insurance lifecycle, from client engagement, risk profiling, market placement, and policy structuring to claims advocacy, regulatory compliance, operational management, digital transformation, and leadership.
The programme is African in design and application, with particular relevance to Kenya, East Africa, Southern Africa, and the broader African insurance market. At the same time, it incorporates internationally recognised broking principles, professional standards, and best practices that enable brokers to operate confidently within both regional and global insurance environments.
Through a practical and professionally structured learning experience, participants will develop the knowledge, skills, judgement, and leadership capabilities required to deliver exceptional client service, navigate insurance markets effectively, and contribute to the continued growth and professionalism of the insurance broking sector.
The programme is structured around 12 robust and interlinked modules that integrate foundational insurance understanding, advanced broking practice, operational excellence, digital transformation, risk-based advisory, and leadership development. Learners are deliberately equipped with the analytical and interpersonal competencies required to elevate broking into a respected advisory profession rather than a mere distribution function.
Learning Outcomes
Upon successful completion of this programme, you will be able to:
- Explain the role, responsibilities, and regulatory obligations of insurance brokers within African and international insurance markets;
- Conduct professional client engagement, needs analysis, risk profiling, and exposure identification for individuals, SMEs, and corporate clients;
- Assess risks and prepare professional insurer-ready broking submissions that support effective underwriting and placement decisions;
- Analyse insurance products, policy structures, insurer capabilities, and market conditions to support informed placement recommendations;
- Manage policy placement, documentation, servicing, renewals, and client relationships in accordance with professional and ethical standards;
- Provide effective claims advocacy, negotiation, and post-loss support while protecting client interests throughout the claims process; and
- Apply governance, compliance, operational management, digital transformation, and leadership principles to support successful insurance broking practice and brokerage growth.
Course Outline
- 1.1: Learning Outcomes
- 2.1: Purpose and Importance of Insurance
- 2.2: Core Principles of Insurance
- 2.3: Types of Insurance and Risk Classification
- 2.4: Global, African & Regional Market Structures
- 2.5: Role of Intermediaries in the Insurance Value Chain
- 2.6: Overview of East & Southern African Markets
- 2.7: Insurance and National Economic Development
- 3.1: Definition and Scope of Insurance Broking
- 3.2: Legal Status and Authority of Brokers
- 3.3: Broker vs Agent — Key Distinctions
- 3.4: Advisory Function of the Broker
- 3.5: Negotiation and Placement Function
- 3.6: Documentation Responsibilities
- 3.7: Claims Advisory and Advocacy
- 3.8: Ethical and Fiduciary Responsibilities
- 3.9: How Brokers Support Market Development
- 4.1: Client Engagement in Insurance Broking
- 4.2: Client Onboarding & Regulatory Compliance
- 4.3: Needs Analysis & Fact-Finding
- 4.4: Risk Profiling & Exposure Identification
- 4.5: Case Study: Corporate Client Onboarding
- 5.1: Understanding Risk Assessment in Insurance Broking
- 5.2: Objectives of Risk Assessment
- 5.3: Risk Identification and Evaluation
- 5.4: Risk Assessment Tools and Techniques
- 5.5: Risk Surveys and Site Inspections
- 5.6: Structure of a Professional Broking Risk Submission
- 5.7: Ethical Risk Presentation and Disclosure
- 5.8: Adapting Risk Submissions Across Client Segments
- 5.9: Link Between Risk Assessment and Claims Outcomes
- 6.1: Understanding Insurance Markets and Market Structures
- 6.2: The Broker’s Role in Insurance Market Research
- 6.3: Insurance Products and Policy Structures
- 6.4: Policy Wording Analysis and Interpretation
- 6.5: Comparing Insurance Products Across Insurers
- 6.6: Insurer Appetite and Underwriting Philosophy
- 6.7: Capacity, Line Size, and Risk Participation
- 6.8: Financial Strength and Solvency of Insurers
- 6.9: Reinsurance and Its Role in Insurer Selection
- 6.10: Claims Performance and Service Considerations
- 6.11: Balancing Price, Coverage, and Insurer Reliability
- 6.12: Ethical and Transparent Insurer Selection
- 6.13: Documenting Market Research and Recommendations
- 7.1: The Role of Negotiation in Insurance Broking
- 7.2: Negotiation Principles and Strategies for Brokers
- 7.3: Insurance Placement Workflows and Market Engagement
- 7.4: Pricing Structures, Deductibles, and Policy Terms
- 7.5: Structuring Insurance Programmes
- 7.6: Layered Programmes and Facultative Placements
- 7.7: Policy Documentation and Issuance Control
- 7.8: Regional Placement Practices and Regulatory Considerations
- 7.9: Professional Accountability in Negotiation and Placement
- 8.1: The Client Service Cycle in Insurance Broking
- 8.2: Policy Servicing and Mid-Term Adjustments
- 8.3: Practical Tool: Corporate Client Servicing Checklist
- 8.4: Practical Tool: Sample Corporate Service-Level Agreement (SLA) Structure
- 8.5: Renewal Management and Strategic Review
- 8.6: Service-Level Agreements and Communication Protocols
- 8.7: Handling Client Queries, Complaints, and Disputes
- 8.8: Client Relationship Management and Retention
- 8.9: Servicing SME and Retail Clients
- 8.10: Customer Experience in African Insurance Markets
- 8.11: Professional Accountability in Client Servicing
- 8.12: Case Study: Corporate Client Servicing, Renewal Management & Relationship Retention
- 8.13: Professional Significance of Client Servicing & Relationship Management
- 9.1: The Broker’s Role in Claims Advocacy
- 9.2: Understanding the Claims Lifecycle
- 9.3: Claims Notification, Documentation & Timelines
- 9.4: Working with Adjusters, Surveyors & Investigators
- 9.5: Claims Monitoring, Reporting & Governance
- 9.6: Claims Performance Measurement & KPIs
- 9.7: Corporate Claims Governance Framework
- 9.8: Regulatory & Consumer Protection Alignment in Claims
- 9.9: Fraud Risk Awareness & Ethical Handling
- 9.10: Claims Negotiation, Disputes & Escalation
- 9.11: Claims Experience in African Markets
- 9.12: Claims Handling Across Key Lines of Business
- 9.13: Customer Experience During Claims
- 9.14: Practical Tool: Claims Handling Checklist
- 9.15: Professional Accountability in Claims
- 9.16: Case Study: The Delayed Fire Claim – Testing Claims Advocacy & Professionalism
- 9.17: International Best Practice Lens in Claims Handling
- 10.1: Understanding the Role of Regulation in Insurance Broking
- 10.2: Licensing, Registration & Reporting Obligations
- 10.3: AML, KYC & Sanctions Compliance
- 10.4: Conduct of Business Rules
- 10.5: Treating Customers Fairly (TCF)
- 10.6: Ethical Responsibility & Professional Integrity
- 10.7: Conflicts of Interest & Broker Remuneration Transparency
- 10.8: Data Protection & Confidentiality
- 10.9: Governance: Building a Culture of Compliance
- 10.10: Professional Accountability & Personal Responsibility
- 10.11: Case Study — “When Compliance is Ignored”
- 10.12: Professional Meaning for Brokers
- 11.1: Brokerage Business Models & Operational Structures
- 11.2: Office Operations, Workflow & Documentation Management
- 11.3: Premium Handling, Trust Accounts & Financial Governance
- 11.4: Key Financial Documentation & Reporting
- 11.5: CRM, MIS & Digital Management Systems
- 11.6: Operational Risk Management in Broking Firms
- 11.7: Business Development & Operational Improvement Strategies
- 11.8: Case Study: Two Brokers — Two Very Different Outcomes
- 12.1: Insurtech & Digital Distribution Models
- 12.2: Mobile Insurance, USSD & WhatsApp Broking
- 12.3: Digital Onboarding, Verification & E-Policies
- 12.4: Automation: AI, Data Analytics & Chatbots
- 12.5: Cyber Insurance & Digital Risk Exposure
- 12.6: African Digital Ecosystems — Kenya, South Africa, Nigeria, Zambia
- 12.7: The Future of Broking — Skills, Role Evolution & Competitive Positioning
- 12.8: Case Study — “Digital Shift at AfriSure Brokers”
- 13.1: Leadership Principles in Insurance Broking
- 13.2: Communication, Team Management & Performance Leadership
- 13.3: Organisational Culture, Ethics & Professional Standards
- 13.4: Strategy Formulation & Execution in Broking Firms
- 13.5: Leading Corporate & Key Client Relationship Teams
- 13.6: Innovation, Change Management & Continuous Improvement
- 13.7: Governance, Accountability & Succession Planning
- 13.8: Leadership Challenges in African Brokerage Firms
- 13.9: The Leader’s Role in Building a Sustainable Brokerage
- 13.10: Case Study — “Leadership Turnaround at Continental Risk Brokers”
- 14.1: Capstone Components
- 14.2: Assessment Framework
