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IIC C130 Exam Syllabus Topics:

Section	Weight	Objectives
Insurance and the Intermediary	10%	- Roles of brokers and agents - Licensing and regulation - Legal duties and ethics
Sales and Client Needs	10%	- Insurance solutions - Risk identification - Client consultation
Claims Handling	8%	- Broker's role in claims - Settlement and subrogation - Claim reporting process
Automobile Insurance	10%	- Provincial variations - Rating and policy issues - Mandatory and optional coverages
From Quote to Policy	10%	- Policy structure and components - Policy issuance and delivery - Quotation and binding authority
Property Insurance Exposures	10%	- Personal property risks - Exposures and perils - Small commercial property risks
Property Insurance Wordings	12%	- Coverages and exclusions - Common policy forms - Valuation methods
The Application Process	10%	- Duty of disclosure - Underwriting considerations - Completing applications
Liability Insurance	12%	- Commercial general liability - Legal liability concepts - Personal liability coverages
Communication and Service Skills	8%	- Record keeping - Client communication - Policy changes and endorsements

IIC Essential Skills for the Insurance Broker and Agent Sample Questions:

Question #1

What should a broker do when selecting coverage for a client?

A. Overinsure the client to protect the broker from an errors and omissions claim
B. Place the policy with the insurer that has the most legally-worded policies
C. Ensure that only standard policy wordings are used
D. Compare wordings based on an analysis of the client's needs

Reveal Solution Discussion 0

Correct Answer: D 🗳️

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Question #2

Which item would be insured under a personal articles floater?

A. Antique table
B. Stamp collection
C. Leather sofa
D. Coffee machine

Reveal Solution Discussion 0

Correct Answer: B 🗳️

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Question #3

Lindy, a new producer, has a robust client list and has struggled to find time to acquire new customers. To meet her aggressive sales goals, she has decided to pivot to increasing revenues primarily from her current clients.
Discuss the TWO techniques that will allow Lindy to grow her business mainly from within.

Reveal Solution Discussion 0

Correct Answer:

See the solution in Explanation below:
Explanation:
The two techniques Lindy should use are cross-selling and upselling.
The first technique is cross-selling. Cross-selling means offering existing clients additional insurance products that meet needs they may not yet have insured through Lindy. For example, if a client already has automobile insurance with her, Lindy may review whether they also need homeowners, tenant, condominium, umbrella liability, travel, business, or recreational vehicle coverage. This allows Lindy to grow revenue from her existing client base without having to find completely new customers. It is also a strong service technique because it helps identify gaps in the client's insurance program. However, cross-selling must be based on a proper needs analysis, not pressure selling. Lindy should review the client's lifestyle, property, family situation, business activities, and liability exposures before recommending additional products. Cross-selling is specifically recognized as a sales/prospecting concept in the course question set.
The second technique is upselling. Upselling means encouraging an existing client to improve, broaden, or increase the coverage they already have. This may include higher liability limits, lower deductibles, broader policy forms, enhanced endorsements, guaranteed replacement cost, sewer backup, identity theft, scheduled personal articles, legal expense coverage, or umbrella liability. Upselling is different from cross-selling because Lindy is not necessarily selling a separate new policy; she is improving the quality or amount of coverage already in place. This can increase commission revenue while also improving client protection. Like cross-selling, it must be ethical and needs-based. Lindy should explain the benefit, cost, limitation, and risk of not purchasing the enhancement. She should document the recommendation and the client's decision, especially if the client declines broader coverage.

Question #4

An insurer issues a special clause on a property policy for a restaurant which denies coverage unless a sprinkler system is installed and active in the kitchen at the time of a fire loss. What type of clause has the insurer issued?