- Exam Code: C130
- Exam Name: Essential Skills for the Insurance Broker and Agent
- Updated: Oct 06, 2026
- Q & A: 79 Questions and Answers
IIC Essential Skills for the Insurance Broker and Agent : C130
PDF Version DemoAbout IIC C130 Exam
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IIC C130 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Property Insurance Exposures | 10% | - Personal property risks - Small commercial property risks - Exposures and perils |
| Topic 2: Insurance and the Intermediary | 10% | - Roles of brokers and agents - Licensing and regulation - Legal duties and ethics |
| Topic 3: Liability Insurance | 12% | - Legal liability concepts - Personal liability coverages - Commercial general liability |
| Topic 4: Property Insurance Wordings | 12% | - Coverages and exclusions - Common policy forms - Valuation methods |
| Topic 5: From Quote to Policy | 10% | - Quotation and binding authority - Policy structure and components - Policy issuance and delivery |
| Topic 6: Automobile Insurance | 10% | - Provincial variations - Rating and policy issues - Mandatory and optional coverages |
| Topic 7: Claims Handling | 8% | - Claim reporting process - Broker's role in claims - Settlement and subrogation |
| Topic 8: Sales and Client Needs | 10% | - Insurance solutions - Risk identification - Client consultation |
| Topic 9: Communication and Service Skills | 8% | - Client communication - Record keeping - Policy changes and endorsements |
| Topic 10: The Application Process | 10% | - Completing applications - Duty of disclosure - Underwriting considerations |
IIC Essential Skills for the Insurance Broker and Agent Sample Questions:
Question #1
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.
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 #2
The insured has a property policy on his cottage with a $120,000 limit of insurance. What is the amount of coverage available for loss or damage to his $12,000 cottage boathouse under a typical policy?
- A. $12,000, in addition to the $120,000 on the cottage
- B. $120,000, the limit of the cottage policy
- C. $0, boathouses are excluded under the policy
- D. $12,000, included in the limit on the cottage
Correct Answer: D 🗳️
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Question #3
An underwriter receives a submission for a restaurant. The base rate is $0.80 per $100. Due to the client's loss history, the underwriter decides on a $0.15 loading. What premium would the underwriter charge for a building valuation of $200,000?
- A. $1,900
- B. $1,750
- C. $1,600
- D. $1,300
Correct Answer: A 🗳️
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Question #4
Which action on the part of the insured would most likely result in a surcharge to the insurance policy?
- A. Trade-in of an existing vehicle for an eco-friendly vehicle
- B. Disclosure that his home has two mortgages
- C. Purchase of a new sports car for his teenage son to drive
- D. Installation of a high-end home security system
Correct Answer: C 🗳️
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Question #5
Which statement about the expiry dates of binders is correct?
- A. Binders must include the statement "valid for one year."
- B. The expiry date must automatically be 30 days from the effective date of the policy.
- C. To minimize the risk of overlooking an expiring binder, the expiry date should fall on a business day.
- D. An open expiry date should be used in case the delivery of the formal policy is delayed.
Correct Answer: C 🗳️
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