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