Start a conversation ↗

Description

Insurance Distribution: Applying the Duty to Advise, Documenting and Tracing the Sales Process

Turning conduct-of-business requirements into sales practices that hold up day after day

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

Insurance distribution rules have changed the way a policy is sold. Capturing the client's demands and needs, justifying the advice given and handing over pre-contractual information must all be formalised and retained. In practice, documents are signed without being used and verbal advice leaves no usable trail.

These two days focus on application rather than commentary on the regulations. Participants rework their own fact-find, then build a suitability rationale genuinely aligned with the client's situation. Conflicts of interest, product oversight and continuing professional development are addressed from the angle of the controls expected by reviewers and regulators.

Learning objectives

  • Conduct a usable fact-find covering the client's demands and needs
  • Draft a suitability rationale consistent with the information collected
  • Provide the pre-contractual information required for each product type
  • Identify and handle a conflict-of-interest situation
  • Apply product oversight and governance rules within your own scope
  • Build a client file that stands up to scrutiny in the event of a complaint

What makes this programme different

Real client files audited and then corrected during the session
A full sales interview role-played from fact-find to written suitability rationale
A client file review checklist ready for use by a network manager

Programme

1What the distribution rules change

Obligations translated into professional practice

  • Scope of participants subject to insurance distribution requirements
  • Disclosure obligations on status and remuneration
  • Continuing professional development requirements and hours tracking
  • Complaints and sanctions as indicators of shortcomings

2Capturing demands and needs

Asking the questions on which advice is built

  • Information to be collected according to the type of policy
  • Questioning techniques on the client's situation and objectives
  • Handling a client who declines to answer
  • Updating the fact-find when a new policy is taken out

3Advice and pre-contractual information

Writing advice that can be defended

  • Linking the stated need to the product recommended
  • Drafting the suitability rationale
  • Documents to be provided before subscription
  • The case of a client choosing an option against the advice given

4Compliance and control

Sustaining the framework over time

  • Preventing and managing conflicts of interest
  • Governance and oversight of the products distributed
  • File reviews and escalation of anomalies
  • Complaint handling and lessons learned

Who is it for

Insurance advisers and client relationship managers, as well as brokers, agents and compliance officers within distribution networks.

Prerequisites

Be involved in the distribution of insurance products or manage a distribution network.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.