GUIDELINE FOR COMPETENCY DEVELOPMENT OF INSURANCE AGENT IN DIGITAL DISRUPTION ERA

Abstract

This research aimed to study: 1. General conditions of Insurance Agents competencies 2. Specific insurance Agent’s competencies and 3. guideline for insurance Agent’s competencies in digital disruption era. The methodology was qualitative research by document from textbook, research and used research tools as follows: 1) documentary research 2) In-depth Interview with Semi-Structure with Key Informants by Snowball technique from organization executive, staffs totaling 15 persons in insurance companies. Data were analyzed by analytic synthesis from fact that indicated from key informants and find out common character in insurance Agents.

The research was found that general of Insurance Agents competencies were good personality and trust in insurance agents. While life insurance had tax right under limited condition of each insurance. Insurance Agents competencies were included from core competencies that product knowledge, sale ability and flexibility. Guidelines for insurance Agent’s competencies development in digital disruption era, the management system should be flexible, positive thinking and integrated technology for adding sale channel in case of not personal contact sale.