Course Content for 2 Day Workshop for LIC Agents

Day 1
General
• Is an Agent’s job tough
• Do you enjoy your job
• Changes in Life Insurance Industry-threats and opportunities
• Need to Grow & How to Grow
• Nature of this profession- Knowledge based or Activity based
• How to command respect in the market
• First One Minute concept
• What you need to sell
• How it pays to be genuine
• Are you a Yes man
• Every sales call is a project
• Are you in best position to sell
• What are you comparing your products with
• Your approach to the client
• How to deal with existing policies
• What are you selling-Relationship, Returns, Tax Benefits?
• How to enhance 15% premium in the same efforts
• How to talk tactfully about the competition
• Your selling tools
Objection Handling
• I don’t need insurance
• I don’t believe in insurance at all
• Give me a very small policy
• I am covered by my company
• What happens after my death, not bothered
• Explain other companies’ product and then compare yours
• Give me plan exactly similar to the competitor
• I have good business income, so don’t need insurance
• Agent of other company is offering more discount
• Markets are falling, so wait
• Markets are unstable, so I don’t want to invest now
• I invest directly in equity, so why ULIP
• How much return will your product give

Activity

How to get one policy TODAY



Day 2

General
• Experience of getting one policy yesterday
• Review of learning of Day 1
• Products are not always competitive
• Are you having a very strong ego
• If some other agent is sitting with the client
• How to handle medical requirements
• How to handle financial underwriting
• How to handle extra loading in the premium
• How to handle if a policy is declined
• What is use of telephone in selling insurance
• TIME MANAGEMENT
• How to sell as per client’s capacity
• BUSINESS PLANNING
• PROSPECTING
• REFERENCES-How to take and how to use
• When to meet the client for a new policy
• How to calculate sum assured a client needs
• How to use Technology to serve your clients

Objections
• I am too young to buy insurance policy
• Your product is fine, but my nephew is LIC agent
• My CA is an insurance agent, I shall buy from him
• You convince my insurance agent
• My CA, who is not an insurance agent, takes these decisions for me
• Insurance is an expensive product
• I want maturity after three years only
• I need only term plan
• I am not going to retire
• I already have insurance plans
• I don’t have money to invest
• Mutual funds give higher returns
• I have good rental income
• Give me a Child Policy, though I don’t have mine
• Give me your Best Product

Selling Skill Workshop for LIC Agents is now for 2 days

Namaskar.

Now our workshop for LIC agents will be for two days, instead of one day. It has been make more comprehensive in terms of contents and result oriented. Participation fee is Rs.2500 per person, including Lunch and Tea. The next session is on 10-11 Aug,2010, at Connaught Place. Those interested in participation, should book by depositing Rs.1000 in HDFC Saving A/c.00031050074650, Ashok Goyal.

Those who have already attended one day programme, can join on day 2, by paying Rs.1100, as a special price. For them, booking amount is Rs.500.

Looking forward to have your co-operation.

Ashok Goyal

Schedule for second week of July

11 July,2010 Sun: Team Building Session for Sales Managers(Fee Rs.1100)
14 July,2010 Wed: Selling Skill Training for LIC Agents(Fee Rs.1100)
16 July,2010 Fri: How to Become TOT (only for MDRTs)(Fee Rs.3000)

Training Report of 6th July session of LIC Agents

The session was attended, among others, by Development Officers, Sh.Vinod Sanduja(12H), Sh.Sanjay Gilani and Sh.Anil Sharma(12N). They were highly satisfied with the contents, and booked seats for their Agents in the next session.

Mr.Rajiv Bali, MDRT Agent of Mr.Y.K.Agrawal(11K) termed this training as better than most of the training sessions attended by him in Delhi and Mumbai.