Session 'How to Become TOT' held in Delhi

This exclusive session was held in Delhi on 22 Sept,10. Due to heavy rain, only 6 participants could join, by paying Rs.3000 each. These agents were:

CA M.L.Mutneja, MDRT-SBI Life n Reliance Life
Mr.Sunil Mehta, MDRT n Chairman Club Member-LIC
Mr.Manu Dhawan, COT n CEO Club Member, Birla Sun Life
Mr.Ajay Gupta, MDRT n Chairman Club Member-LIC
Mr.Yogesh Goyal, Chairman Club Member-LIC
Mr.Ravi Batra-LIC

LIC Agents Session at Sirsa, Haryana on 6-7 Sep,10

July n August Calendar

6 July: Session held for LIC Agents
11 July: Team Building Session for Sales Managers
14 July: Session held for LIC Agents
26 July: Session held at Kaithal for Agents of Mr.N.D.Goyal, Top Development Officer of Haryana.

2 Aug: Team Building Session for Sales Managers, attended by highly successful Business Partners of Birla Sun Life, among others
11 Aug: Selling Skill Training for Advisors at Faridabad

16 Aug: Session for Development Officers at Hisar
18-19 Aug: 2 Days Training Session for LIC Agents at Hisar
20 Aug: Session for Development Officers at Sirsa
24 Aug: Sessions for Development Officers at Patiala n Amballa
25 Aug: Session for Development Officers at Karnal
26 Aug: Session for Development Officers at Sonipat

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.

Training Schedule of July First Week

2 July : Sales Manager Session on Recruitment n Activisation
5 July : Selling Skill Workshop Level 1, for Advisors n Managers of Pvt. Sector ( All seats booked)
6 July : Selling Skill Workshop Level 1, exclusively for LIC Agents
7 July : Selling Skill Workshop Level 1, for Advisors and Managers
11 July : Sales Manager Session on Recruitment n Activisation

Timing: 9.30 a.m. to 4 p.m.
Fee: Rs.1100 per person, including Lunch


10 July : Workshop for Branch Managers on Effective Supervision, Activisation and Objection Handling
Fee : Rs.2000 per person
Those interested, should deposit fee, by cheque only, in HDFC Bank Saving A/c. of Ashok Goyal, No. 00031050074650, and intimate by mail or phone.

Exclusive Session for Sales Managers on Recruitment n Activisation

COURSE CONTENTS:

First Half

* Is a Manger's job tough?
* Unique strength of SM profile
* Is this your job or business
* Are you a Manager or an Executive
* Are you in right job
* How to command respect in the market
* Do you enjoy your job
* Meet a Role Model here
* Changes in insurance industry
* Need to update yourself
* What are the growth options
* Are you ready for the next role
* How to command respect from agents
* Not satisfied with your organisation or product?
* What is your agent comparing agency with?
* How to maintain records of your activity?

Second Half

* How to enhance activisation
* How to enhance early activisation
* Unique incentive feature in insurance industry
* Can you sell equal to your team
* What should be your team size
* Whom should your prospective advisor meet, after first meeting with you
* What type of persons to recruit
* Can you find MDRTs in the market
* What and how to plan with prospective advisor
* How to bring his conviction for this profession
* When to start selling policies
* How to pass the exam
* How to bring him to Point of No Return
Timings: 9.3o to 3.30 Participation Fee : Rs.1100/- per person

Contents of Selling Skill Workshop-Level1 (For Agents n Managers)

-Is job of insurance agent tough?
-Do you enjoy you job?
-Changes in Life Insurance industry
-Need to grow for survival
-How to grow
-Nature of this profession- knowledge based or activity based
-How to command respect in the market
- First one minute decides the sale
-what you need to sell-Yourself, Organisation and Product
-It pays to be genuine
-Learn to say No
-Every Sales Call is a Project
-Where to meet the client
-You think you are not in best Company?
-What to compare your policy with
-Your approach to the client
-How to deal with existing policies
-What are you selling
-How to enhance premium in the same efforts
-What to comment on? Company, Agent or Product
-Tools in your hands

Objection Handling
-It covers many objections faced by sales persons while sitting with the client.