The Training and Competence of Life Assurance Representatives: Research Report

Abstract

Discusses an extensive research project relating to the quality and quantity of training available to life assurance representatives. The research was undertaken for LAUTRO, the industry′s self‐regulatory body, and provided background information prior to the issue of training and competence standards which will operate industry‐wide from April 1993. Based on data relating to over 140,000 life assurance representatives, pinpoints the extensive variety in training and recruitment practices between companies in the industry and between categories of representatives, even within one company. Outlines the arguments in favour of providing comprehensive training for life assurance representatives, while concluding that there may need to be flexible forms of training to take account of the differing characteristics of representatives and their companies.