The Chubb Group of Insurance Companies and the Aresty Institute of Executive Education at the Wharton School have created an educational program that will help select agents and brokers better understand the risk management and insurance needs of their high-net-worth clients.
Following successful completion of the one-year program — the first of its kind to focus on a specific customer segment in the personal insurance marketplace — agents and brokers will receive a professional certification.
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The Certified Advisor of Personal Insurance (CAPI) program leverages Chubb’s expertise in agent and broker education and high-net-worth risk management, as well as its longstanding relationship with Wharton, to offer a course of study that will help agents differentiate themselves to existing and prospective clients.
"It takes a very skilled agent to advise the affluent on managing a unique set of exposures created by their assets and often high-profile business, family and personal activities," said Kathleen Tierney, chief operating officer of Chubb Personal Insurance. "Chubb was the pioneer in focusing on serving the affluent community more than 30 years ago, and as a result, we have a deep understanding of the complex needs of this marketplace.
"By working with some of the world’s best business educators at the Wharton School, we plan to transfer some of that knowledge to agents and brokers. As Certified Advisors of Personal Insurance, these agents and brokers will demonstrate to their customers and peers that they possess a high level of skill, expertise and credibility in advising on high-net-worth risk management and insurance."
The curriculum for the 12-month certification program will include six modules: The high-net-worth mindset; customizing insurance solutions; building client relationships; selling; excelling in the high-net-worth arena; and sustaining excellence. Agents will complete a broad range of courses, including Collections (art, jewelry, antiques, wine, etc.); Family Security; Tapping Centers of Influence; and Promoting Your Personal Brand.
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By GlobalDataThe courses will be led by Wharton Adjunct Associate Professor of Finance Christopher Geczy, who is also academic director of the Wharton Wealth Management Initiative. He will be joined by other Wharton faculty, as well as experts in insuring fine arts, yachts, high-limit liability and other risks.
"The Wharton-Chubb CAPI program gives agents what they need to fully engage with high-net-worth clients and family offices," Geczy said. "The program is unique in the industry. It covers a diverse yet absolutely critical set of topics important for high-net-worth clients and their families, and it delivers key core content which draws on the research and practice of our faculty."
The program is intended for agents and brokers with at least three years of experience in personal insurance and a proven track record of high-net-worth sales, centers of influence management or account management expertise.
The first 12-month program will start in November 2014 with three days of classes on the Wharton campus at the University of Pennsylvania in Philadelphia. The program will conclude a year later with more on-campus training at Wharton. During the year, the agents will come together for classes at Chubb Personal Insurance headquarters in Whitehouse Station, NJ. Other instruction throughout the year will involve virtual classes, webcasts, reading assignments and other online activities.
To earn the CAPI certification, enrolled agents must successfully complete all six modules plus a capstone project. Those interested in the program should contact the personal insurance manager at the Chubb branch in their area to obtain more information and an application.
