The use of computers to provide instantaneous information on a wide variety of financial products has greatly improved agents' and brokers' efficiency and enabled them to devote more time to clients. All insurance agents and brokers must obtain a license in the States where they plan to sell insurance. In most States, licenses are issued only to applicants who complete specified courses and then pass written examinations covering insurance fundamentals and the State insurance laws. Agents and brokers who plan to sell mutual funds and other securities must also obtain a separate securities license. New agents usually receive training at the agencies where they work and, frequently, also at the insurance company's home office.
Beginners sometimes attend company-sponsored classes to prepare for examinations.
Others study on their own and accompany experienced agents when they call on prospective clients. As the diversity of financial products sold by insurance agents and brokers increases, employers are placing greater emphasis on continuing professional education. Agents and brokers can hone their practical selling skills and broaden their knowledge of insurance and other financial services and planning by taking courses at colleges and universities and attending institutes, conferences, and seminars sponsored by insurance organizations. A number of organizations offer professional designation programs which certify expertise in specialties such as life, health, or property and casualty insurance or financial consulting. Although voluntary, professional designation assures clients and employers that an agent has a thorough understanding of the relevant specialty.