Protective Life Agents Get Beneficiary Sensitivity Training
Protective Life Insurance Company’s new producer association gives agents the opportunity to participate in specialized training sessions on how to better work with beneficiaries.
The beneficiary training program consists of a series of videos, workbooks, and a final examination, all of which are intended to help agents be more empathetic toward beneficiaries.
“This program is designed to make our agents better prepared when dealing with beneficiaries,” says John Brennecke, executive director of Protective’s producer association.
“Agents haven’t had this kind of training readily provided to them,” says Alan Watson, senior vice president of individual life at Protective Life, Birmingham, Ala. “But, this is the very heart and soul of the business we’re in.”
Watson feels that “the industry has for years stressed the need for service during the lifetime of the insured, but there’s been very little training on how to service the beneficiary at the time of death.”
Protective designed the producer association to “provide value-added services that producers would use every day in their business and personal lives,” says Watson.
Some of the other benefits that members of the association will receive include: discounts on office supplies, discounted E&O coverage, retail savings, professional development programs, and continuing education credits through WebCE.
Watson says, “The beneficiary program can enrich both [producers' business and personal lives], with the primary focus on how they can improve as professionals and give good service to policyholders.
“There are agents who have had few or no death claims,” he continues, “and this will help them prepare for the death claim situation–for understanding how the paperwork process flows.”
“We want to make sure our producers are very comfortable in this process,” says Brennecke. “We want to make sure we are providing the best service to our beneficiaries.”