Difference Between Insurance Agent & Point of Sale Person (PoSP)

Looking for a prudent way to safeguard your financial future? Don’t forget to include medical insurance as part of your financial strategy. Medical insurance companies offer assistance during medical emergencies by sharing the burden of related bills. This allows you to avail timely treatment without worrying about the impact on your budget.

When on the lookout for a suitable medical plan, you might encounter two key professionals: insurance agents and PoSPs (Point of Sale Persons). While both deal with insurance, their roles and expertise differ significantly.

This article delves into the key differences between insurance agents and PoSPs, empowering you to make informed decisions when seeking insurance solutions.

The Core Distinction: Product Complexity and Customisation

The primary difference lies in the type of insurance products these professionals can sell and the level of customisation they can offer.

• Insurance agents cater to a wider spectrum of insurance needs. They can sell a variety of products, including simple and complex ones. Agents have the expertise to assess your individual needs and risk profile. They can then tailor policies with specific coverage amounts, deductibles, and exclusions to provide a personalised fit. This is particularly valuable for those requiring unique or high-value coverage.

• PoSPs (Point of Sale Persons) focus on selling pre-designed, standardised insurance products. The products are pre-underwritten, meaning the terms and conditions are pre-determined by the insurance company. PoSPs primarily act as facilitators, collecting information and processing applications for pre-approved plans. The level of customisation is limited, making them suitable for straightforward insurance needs.

   

Training and Expertise: Equipping You with the Right Knowledge

The training requirements for insurance agents and PoSPs differ, reflecting the complexity of the products they handle.

• Insurance agents undergo comprehensive training programmes mandated by regulatory bodies. These programmes cover insurance principles, product knowledge, risk assessment, underwriting guidelines, and legal aspects. They must also pass licensing exams to demonstrate their competence in selling insurance. This in-depth training equips them with the knowledge to analyse your needs, explain complex policy features, and recommend suitable options.

• PoSPs require less extensive training compared to agents. POSP insurance agents typically complete shorter programmes focusing on specific insurance products they are authorised to sell. The training focuses primarily on understanding the product features and processing applications. While POSP insurance agents can answer basic questions about pre-designed policies, their knowledge might be limited to complex scenarios or customisation inquiries.

Scope of Service: Beyond Selling Policies

The service scope offered by insurance agents and PoSPs goes beyond just selling policies.

• Insurance agents provide a wider range of services. They can conduct needs assessments, identify potential risks, compare quotes from different insurers, and guide you through the application process. Furthermore, they can assist with renewals, claims processing, and policy reviews.  Agents act as your long-term insurance advisor, ensuring your coverage remains relevant as your needs evolve.

• PoSPs primarily focus on assisting with the application process for pre-defined policies. They may answer basic questions about the product but might not be equipped to handle complex situations. Their role is more transactional, facilitating the initial purchase of the insurance policy.

Compensation Structure: Aligning Incentives with Expertise

The way insurance agents and PoSPs are compensated also differs.

• Insurance agents usually earn commissions based on the total premium value of the policies they sell. This incentivises them to find a good fit for your needs, as a satisfied customer with a comprehensive policy translates to higher commissions. Additionally, some agents may receive bonuses for achieving sales targets or customer retention goals.

• PoSPs typically receive a flat fee or commission per policy sold, regardless of the premium amount. This structure doesn't necessarily incentivise an insurance POSP to delve deep into understanding your specific needs. Their focus might be on completing the sale quickly rather than ensuring the product aligns perfectly with your requirements.

Choosing the Right Expert for Your Insurance Needs

• If you need basic, standardised insurance, a POSP insurance agent can be a suitable option. They offer a convenient way to purchase straightforward policies.

• If you require more complex coverage or a customised solution, an insurance agent is the ideal choice. Their expertise can help you navigate risk assessment, select the right coverage amounts, and ensure the policy aligns with your evolving needs.

Read More: Ultimate Guide to POSP Insurance Agent Registration

Wrapping Up

Understanding the differences between insurance agents and PoSPs empowers you to make informed decisions regarding insurance. POSP insurance agents offer a convenient option for basic needs,  but for complex situations or long-term planning, an insurance agent is an invaluable asset. We, at Niva Bupa, also recognise the importance of these professionals. You can contact our agents for an in-depth analysis of our comprehensive policies, enrolment under the most suitable plan according to our guidelines, and file claims successfully.