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Best Practices

Improve your brokerage's bottom line, expand your market, and/or improve efficiency! 

Course Objectives

Measure and improve your operations with this IBAC course designed for Canadian brokerages. The five one-day seminars run over the course of a year so that you have time to assess, plan, and revise properly. The seminar format also allows principals and managers to get away from their offices in order to make strategic choices about the future of their brokerage. Upon completion of the entire program, a certificate is awarded stating that the brokerage is a "best practices" operation.

Although the modules can be taken individually, to obtain the best results, we recommend that all five modules be taken.

Course Description

5 modules—16.0 CE credits per module for General, Life, and Accident & Sickness licenses

This hands-on program leads brokers through a diagnosis of their brokerage involving benchmarking, strategic planning, sales and marketing, human resources, operations, and financial management.

Benchmarking your operations against that of the 150 top-performing brokerages in North America identifies the characteristics of leading agencies and brokerages so you can develop an in-depth financial analysis of your brokerage, comparing figures such as net revenue, profit percentage, growth rates, and average commission per employee.


IIBA's ground-breaking The Five Practices of Highly Effective Leaders
IBAC's text and workbook Best Practices: Enhancing Brokerage Performance

Setting the Framework for Change
Do a complete situational analysis of your brokerage to identify the strengths, weaknesses, opportunities, and threats.
  • Assess brokerage options for change.
  • Develop a framework for a strategic plan.
  • Develop an action plan.
  • Develop a plan to involve brokerage staff in the Best Practices process.
Sales and Marketing
Develop your brokerage's overall sales management strategy.
  • Develop a “big picture” approach to sales and marketing.
  • Review producer programs and consider options for change.
  • Assess and set goals for carrier relationships.
  • Define and set customer service standards.
Human Resources Management
Develop strategies to manage the brokerage's most important tool: its human resources.
  • Define roles and responsibilities with job descriptions.
  • Hire and orient new employees.
  • Position your brokerage with respect to employment laws and regulations.
  • Develop a training and development plan and human resources manual.
Operations and Financial Management
Develop an integrated approach for technology, sales and marketing, and personnel.
  • Identify office-operational and financial goals.
  • Develop approaches for effectively dealing with technology issues.
  • Compare income, expense, and cash flow management strategies.
  • Develop an operations manual.
Action Planning
Put everything together: your strategic plan, your mission, vision, and values, and your business plan.
  • Plan for succession.
  • Make use of the business plan.
  • Fine-tune the brokerage action plan.
  • Finalize the strategic plan and next steps.

Who Should Attend?

New and experienced brokerage principals, managers, and key personnel—even the whole management team so you can create your business plan together

Facilitator: Glenn R. White, CAIB, CSP, AIPC

With decades of experience as a broker, a brokerage partner, an association chair, an advocate on many industry and government committees, and a facilitator, Glenn has the background to offer a well-grounded, practical, and informative course. He was recently appointed Champion of IBAC's National Best Practices Commission and Dean of IBAC's Elite Force—Best Practices Producer Academy. Having earned both the CSP (Certified Sales Professional) and the AIPC (Associate in Insurance Production Canada), he is certified by the Canadian Professional Sales Association (CPSA) to instruct Professional Selling for Insurance Brokers and by the Independent Insurance Agents & Brokers of America (IIABA) to instruct Elite Force—Best Practices Producer Academy.

Not currently offered other than in-house

Questions? Comments? Suggestions? In-House Requests?

Contact us.

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