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Thank you very much for giving me the opportunity to present to you a Wonderful Career as a Life Insurance SALES MAN-GER
Grow beyond your limits R.RAVINDRA  KUMAR
Salesperson Diagnostic Analyst Information Provider Tactician Strategist Change Agent
Sales as career <ul><li>How to make it A  PROFESSION </li></ul>
This business is like agriculture <ul><li>What you sow is what you reap </li></ul>
Step  1 Become  a  thorough PROFESSIONAL
Goals for Financial Planning Continuous study Upgrading hi-fi/ car Home/ property buying/  Changing for a bigger flat  Bus...
The Personal Financial Planning Process <ul><li>Step 1:  Evaluate Your Financial Health </li></ul><ul><li>Step 2:  Define ...
Step 1:  Evaluate Your Financial Health <ul><li>Evaluate your current situation:  income, spending, wealth </li></ul><ul><...
2. Define Your Goals <ul><li>Make your goals SMART </li></ul><ul><ul><li>Specific (date, cost) </li></ul></ul><ul><ul><li>...
Step 3: Develop a Plan  <ul><li>Consider future needs: </li></ul><ul><ul><li>Create a budget </li></ul></ul><ul><ul><li>De...
THE BASIS OF FINANCIAL PLANNING Life Cycle Stage Phase I Phase III Phase II Birth & Education Earning Years 38 yrs 22 yrs ...
THE LONGER WE WAIT  THE LABOURIOUS, STEEPER & HARDER  TO CLIMB & ACCOMPLISH <ul><li>25 yrs  35 yrs  45 yrs  55 yrs  60 yrs...
Step 4:  Implement Your Plan <ul><li>Use common sense and moderation; don’t force yourself to track every penny. </li></ul...
Step 5:  Review and update Your Plan <ul><li>Periodically review your progress to see if any fine tuning needs to be done....
Retirement Check-Up form the day you start earning <ul><li>Estimate required annual income (% of pre-retirement income) </...
 
WHY  TO SAVE ?? According to a recent study by the Department of Health and Human Services, for every 100 people starting ...
Majority of them are depending or are compelled to work for their livelihood. <ul><li>54 are dependent </li></ul><ul><li>3...
 
WHY  WITH Life Insurance ?? <ul><li>It is a  bridge  from where you are today financially, to where you would like to be i...
…  and SOLUTIONS LIC offers the right balance between  P ROTECTION and  I NVESTMENT &  C ASH @ every stage  LIC gives  ult...
So how do YOU do it for them? It’s simple…a balancing act…between Protection Needs of the consumer - Protection against un...
Advantage - Protection <ul><li>Flexibility to  life cover </li></ul><ul><li>Health riders – protection at all times </li><...
Advantage - Investments <ul><li>Tax benefits  u/s 80C for premiums and u/s 10(10D) on maturity / death </li></ul><ul><li>P...
 
A FISH IS ALSO PLANNING FOR FOOD AND SAFETY ARE U ?
Sell with Full Mind Power <ul><li>DO IT  </li></ul><ul><li>ONLY YOU CAN DO IT </li></ul><ul><li>NOTHING IS IMPOSIBLE </li>...
TODAY’S MARKETING PROFESSIONAL IS <ul><li>MARKETING EXPERT </li></ul><ul><li>Prospector & Problem Solver </li></ul><ul><li...
 
<ul><li>No rule for success  </li></ul><ul><li>Only Rule is “FLEXIBILITY “ </li></ul>
How  to close  more Sales <ul><li>In today’s Market you can get more Sales </li></ul><ul><li>Being more skillful </li></ul...
YOUR JOB <ul><li>As TODAY’S Financial Planner is  </li></ul><ul><li>Selling Product and Services </li></ul><ul><li>Becomin...
Rules   <ul><li>To be Successful in Selling Life Insurance </li></ul><ul><li>To Be Skillful </li></ul><ul><li>To use lots ...
MIND PROCESS OF SALES <ul><li>THINKING </li></ul><ul><li>PROSPECTING </li></ul><ul><li>APPROCH </li></ul><ul><li>NEGOTIATI...
THINKING <ul><li>Preliminary fact finding </li></ul><ul><li>Normally based on personal observation </li></ul><ul><li>I hav...
PROSPECTING <ul><li>GET further details  about the suspect. </li></ul><ul><li>IDENTIFY (CASH , ATTITUDE, POWER ) </li></ul...
APPROACH <ul><li>Approach </li></ul><ul><li>Identify his needs Present and Future  Fix Price (Quote Premiums ) & Product s...
NEGOTIATION <ul><li>PRESENTATION </li></ul><ul><li>FACT/FEATURE  </li></ul><ul><li>Advantage </li></ul><ul><li>Benefits </...
CLOSING <ul><li>Close the Sale with  </li></ul><ul><li>Good note  </li></ul>
DELIVERY <ul><li>Send a Thanks note </li></ul><ul><li>Keep Relations with  clients and ask for the reference. </li></ul>
Lesson 2 <ul><li>LIFE INSURANCE MARKETING  is like Cricket 20/20 match </li></ul><ul><li>You are the bowler </li></ul><ul>...
LIFE Marketing is a  Mental Game-1 Ability to bounce back <ul><li>Toy Game </li></ul>
LIFE Marketing is a  Mental Game-2 Protect your mind well <ul><li>helmet </li></ul>
LIFE Marketing is a  Mental Game-3 Selective receptivity <ul><li>Toy Game </li></ul>
MAHATMA GANDHI’S 3 MONKEYS
Become BLIND TO NEGATIVES
Become DUMB TO NEGATIVES
Become DEAF TO NEGATIVES
LIFE Marketing is a  Mental Game-4 Commit for long term <ul><li>Toy Game </li></ul>
LIFE Marketing is a  Mental Game-5 Feed everyday <ul><li>Toy Game </li></ul>
LIFE Marketing is a  Mental Game-6 Remind yourself of the reason a 100 times a day <ul><li>Toy Game </li></ul>
LIC
You all have great potential
LIC
You all have immense power
LIC
You all have unbelievable energy
LIC
You all have  un imaginable courage
LIC
You all have un matched strength
 
LIC
If you just believe in yourself
LIC
LIC OF INDIA Presents LIC’ MARKET PLUS I(TABLE NO.191)
LIC
You can <ul><li>Break a board </li></ul><ul><li>Walk on fire </li></ul><ul><li>Eat fire </li></ul><ul><li>Walk on broken g...
LIC
” °p¡auV àgk àgp“ àgp“ “». 188 lief eºAyi[rºs ki[pi[<r[Sn ai[f e(ºDyi
You can <ul><li>Break a board </li></ul><ul><li>Walk on fire </li></ul><ul><li>Eat fire </li></ul><ul><li>Walk on broken g...
Today we all will be Walking upon broken Glass pieces
Why do we need to walk on these broken glasses <ul><li>The most major driving force of most our lives most of the times ha...
555 formulae <ul><ul><li>5 Appointments </li></ul></ul><ul><ul><li>5 New Meetings  </li></ul></ul><ul><ul><li>5 Follow ups...
What do people fear the most <ul><li>DEATH </li></ul>
555 formulae <ul><ul><li>5 Appointments </li></ul></ul><ul><ul><li>5 New Meetings  </li></ul></ul><ul><ul><li>5 Follow ups...
555 formulae <ul><li>5 Appointments </li></ul><ul><li>5 Meetings (new) </li></ul><ul><li>5 Follow ups   </li></ul>EVERYDAY
DEVELOP THE HABIT OF GETTING  REJECTED
REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE
LIFE INSURANCE Sales is a  Mental Game Lesson 6 Different kinds of customers <ul><li>Play cards </li></ul>
The Sales Process Prospecting/ Qualifying Preapproach/ Planning Presentation Handling Objections Closing the Sale Approach...
A Burning Desire  Along With Positive Emotions And  Positive Thinking, Creates the Power To  Convert A Goal Into  An Exter...
 
HELP HIM TO HELP YOU <ul><li>ANY QUESTION ??? </li></ul>
Prepared BY  R. Ravindra  Kumar   Regional Manager, LICI,  LAUTOKA -Fiji- ISLANDS Hello :  ISD CODE NO:( 679)l :6651923  6...
Have a  nice day!!! R. Ravindra  Kumar   CHIEF MANTOR   Just call on 0091 9427960310 Or send TEXT ON +919726351246 · Email...
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Career suraksha

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COME AND JOIN ME TO A GREAT CAREER
IF YOU WANT YOUR DREAMS TO
BECOME REALITY CONTACT
rravindrakumar@gmail.com

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  • Nice Presentation
    Very Usefull & attaractive one
    Pl mail me the PPT to licsundar@yahoo.com
    A.Sundarrajan
    Development officer
    Ambattur branch, Chennai D.o II
    +919841070080
       Reply 
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  • Rravindrakumarji, U have developed excellent ppt for All marketing personnel, Pl mail me the above ppt & oblize. I am working with LIC in Ahmedabad Div. as a Development Officer . My Email :nimism@gmail.com & My contact no.8401034134. Thanks
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  • Another diagnostic tool is financial goals. Unfortunately many people don’t have written financial goals. They might have an idea in their mind about what they are striving for but unfortunately many don’t write these goals down and make it into a workable plan. That is one of the main purposes of a comprehensive financial plan. When you have written financial goals, you can measure your progress against them. Financial goals should be SMART goals with a specific date and cost. They should be attainable and relevant to your personally. Goals have different time frames and should be considered when making investment decisions. Short-term goals less than a year Intermediate goals from 1 to 5 years Long Term Goals more than 5 years To reach goals, track spending, look for ways to increase income or decrease expenses to save money and reduce debt. This publication will provide tools to assess financial strengths and weaknesses and suggest ways to improve your financial health.
  • Assessing progress toward retirement goals is also important. The process for doing this is outlined on the slide. First, you estimate the amount of income required annually. Next, you subtract anticipated sources of income. Finally, you determine the amount of savings needed per year and per paycheck to reach your goal.
  • Transcript of "Career suraksha"

    1. 1. Thank you very much for giving me the opportunity to present to you a Wonderful Career as a Life Insurance SALES MAN-GER
    2. 2. Grow beyond your limits R.RAVINDRA KUMAR
    3. 3. Salesperson Diagnostic Analyst Information Provider Tactician Strategist Change Agent
    4. 4. Sales as career <ul><li>How to make it A PROFESSION </li></ul>
    5. 5. This business is like agriculture <ul><li>What you sow is what you reap </li></ul>
    6. 6. Step 1 Become a thorough PROFESSIONAL
    7. 7. Goals for Financial Planning Continuous study Upgrading hi-fi/ car Home/ property buying/ Changing for a bigger flat Business startup Kids’ education Well-off retirement life To achieve the goals, it can be done through Wealth Protection & Wealth Maximization Different life stages Job starters Parents Working Single Married w/o kids
    8. 8. The Personal Financial Planning Process <ul><li>Step 1: Evaluate Your Financial Health </li></ul><ul><li>Step 2: Define Your Financial Goals </li></ul><ul><li>Step 3: Develop a Plan of Action </li></ul><ul><ul><li>Flexibility, Liquidity, Protection, Minimization of Taxes </li></ul></ul><ul><ul><li>Consider Your Goals </li></ul></ul><ul><li>Step 4: Implement Your Plan </li></ul><ul><li>Step 5: Review Your Progress, Revaluate, and Revise Your Plan </li></ul>
    9. 9. Step 1: Evaluate Your Financial Health <ul><li>Evaluate your current situation: income, spending, wealth </li></ul><ul><li>Assess your whole financial picture </li></ul>
    10. 10. 2. Define Your Goals <ul><li>Make your goals SMART </li></ul><ul><ul><li>Specific (date, cost) </li></ul></ul><ul><ul><li>Measurable (progress) </li></ul></ul><ul><ul><li>Attainable </li></ul></ul><ul><ul><li>Relevant </li></ul></ul><ul><ul><li>Time-related (deadline) </li></ul></ul><ul><li>Short-, intermediate-, long-term (match investments to goal time frame) </li></ul>
    11. 11. Step 3: Develop a Plan <ul><li>Consider future needs: </li></ul><ul><ul><li>Create a budget </li></ul></ul><ul><ul><li>Determine investment strategies </li></ul></ul><ul><ul><li>Plan for big-ticket purchases </li></ul></ul><ul><ul><li>Plan for managing debt </li></ul></ul><ul><ul><li>Plan for insurance </li></ul></ul><ul><ul><li>Plan for the expense of children and college </li></ul></ul><ul><ul><li>Plan for retirement </li></ul></ul><ul><ul><li>Plan for estate transfer </li></ul></ul>
    12. 12. THE BASIS OF FINANCIAL PLANNING Life Cycle Stage Phase I Phase III Phase II Birth & Education Earning Years 38 yrs 22 yrs Over 25 - 30 yrs Housing Child Education Children’s Marriage Retirement Marriage Children Income 22 yrs 60 yrs Age Business Consolidation
    13. 13. THE LONGER WE WAIT THE LABOURIOUS, STEEPER & HARDER TO CLIMB & ACCOMPLISH <ul><li>25 yrs 35 yrs 45 yrs 55 yrs 60 yrs 65 yrs </li></ul>FINANCIAL GOAL
    14. 14. Step 4: Implement Your Plan <ul><li>Use common sense and moderation; don’t force yourself to track every penny. </li></ul><ul><li>Remain positive about your plan; use it as a roadmap. </li></ul><ul><li>Stay on track after the detours; rewards await you. </li></ul>
    15. 15. Step 5: Review and update Your Plan <ul><li>Periodically review your progress to see if any fine tuning needs to be done. </li></ul><ul><li>Make sure that your plan still matches your goals. </li></ul><ul><li>Be prepared to start over if your plan no longer meets your needs. </li></ul>
    16. 16. Retirement Check-Up form the day you start earning <ul><li>Estimate required annual income (% of pre-retirement income) </li></ul><ul><li>Annuity, Need of Feature earnings, etc. </li></ul><ul><li>Estimate life expectancy & retirement age </li></ul><ul><li>Determine total required savings </li></ul><ul><li>Add up value of existing retirement savings </li></ul><ul><li>Subtract future value of savings </li></ul><ul><li>Calculate total savings needed & annual (or per-paycheck) savings amount </li></ul>
    17. 18. WHY TO SAVE ?? According to a recent study by the Department of Health and Human Services, for every 100 people starting their careers at the age of 25 years, the following situation exists at age 65 years.
    18. 19. Majority of them are depending or are compelled to work for their livelihood. <ul><li>54 are dependent </li></ul><ul><li>36 have died </li></ul><ul><li>5 are still working </li></ul><ul><li>4 are independent </li></ul><ul><li>1 is wealthy </li></ul>
    19. 21. WHY WITH Life Insurance ?? <ul><li>It is a bridge from where you are today financially, to where you would like to be in future. </li></ul>
    20. 22. … and SOLUTIONS LIC offers the right balance between P ROTECTION and I NVESTMENT & C ASH @ every stage LIC gives ultimate solutions Start Business Marriage Children Education Retirement Child Wedding
    21. 23. So how do YOU do it for them? It’s simple…a balancing act…between Protection Needs of the consumer - Protection against untimely Death / Diseases & Investment Needs of the consumer - for creating wealth for children’s future, retirement, house, car, etc ... Provide Future Financial Protection to you and your family Save Tax
    22. 24. Advantage - Protection <ul><li>Flexibility to life cover </li></ul><ul><li>Health riders – protection at all times </li></ul><ul><li>Life protection against accidents </li></ul>
    23. 25. Advantage - Investments <ul><li>Tax benefits u/s 80C for premiums and u/s 10(10D) on maturity / death </li></ul><ul><li>Provides facility of withdrawal / premium holiday </li></ul><ul><li>Returns potential – 19% p.a. return from equities (in India) since 1978. </li></ul>
    24. 27. A FISH IS ALSO PLANNING FOR FOOD AND SAFETY ARE U ?
    25. 28. Sell with Full Mind Power <ul><li>DO IT </li></ul><ul><li>ONLY YOU CAN DO IT </li></ul><ul><li>NOTHING IS IMPOSIBLE </li></ul>
    26. 29. TODAY’S MARKETING PROFESSIONAL IS <ul><li>MARKETING EXPERT </li></ul><ul><li>Prospector & Problem Solver </li></ul><ul><li>Time Manager </li></ul><ul><li>Profit Centre </li></ul><ul><li>An Application Expert </li></ul><ul><li>A Consultant </li></ul>
    27. 31. <ul><li>No rule for success </li></ul><ul><li>Only Rule is “FLEXIBILITY “ </li></ul>
    28. 32. How to close more Sales <ul><li>In today’s Market you can get more Sales </li></ul><ul><li>Being more skillful </li></ul><ul><li>Sharing more information / Time with Prospects. </li></ul><ul><li>By Making Quality Presentation </li></ul>
    29. 33. YOUR JOB <ul><li>As TODAY’S Financial Planner is </li></ul><ul><li>Selling Product and Services </li></ul><ul><li>Becoming a Problem Solver </li></ul><ul><li>To be Consultant </li></ul><ul><li>A High Achiever </li></ul>
    30. 34. Rules <ul><li>To be Successful in Selling Life Insurance </li></ul><ul><li>To Be Skillful </li></ul><ul><li>To use lots of Techniques </li></ul><ul><li>To change our ATTITUDE </li></ul><ul><li>To be FLEXIBLE </li></ul>
    31. 35. MIND PROCESS OF SALES <ul><li>THINKING </li></ul><ul><li>PROSPECTING </li></ul><ul><li>APPROCH </li></ul><ul><li>NEGOTIATION </li></ul><ul><li>CLOSING </li></ul><ul><li>DELEVARY </li></ul>
    32. 36. THINKING <ul><li>Preliminary fact finding </li></ul><ul><li>Normally based on personal observation </li></ul><ul><li>I have decided that this company/ group / </li></ul><ul><li>Individual is worth spending the time with and Wish to process </li></ul><ul><li>Qualify him or her to be SUSPECT </li></ul>
    33. 37. PROSPECTING <ul><li>GET further details about the suspect. </li></ul><ul><li>IDENTIFY (CASH , ATTITUDE, POWER ) </li></ul><ul><li>If he is CAP Choose a Sales approach and gain an Appointment to see CAP </li></ul>
    34. 38. APPROACH <ul><li>Approach </li></ul><ul><li>Identify his needs Present and Future Fix Price (Quote Premiums ) & Product suitable to CAP </li></ul><ul><li>SUGGEST </li></ul><ul><li>So he / she can take decision. </li></ul>
    35. 39. NEGOTIATION <ul><li>PRESENTATION </li></ul><ul><li>FACT/FEATURE </li></ul><ul><li>Advantage </li></ul><ul><li>Benefits </li></ul><ul><li>Nail Down </li></ul>
    36. 40. CLOSING <ul><li>Close the Sale with </li></ul><ul><li>Good note </li></ul>
    37. 41. DELIVERY <ul><li>Send a Thanks note </li></ul><ul><li>Keep Relations with clients and ask for the reference. </li></ul>
    38. 42. Lesson 2 <ul><li>LIFE INSURANCE MARKETING is like Cricket 20/20 match </li></ul><ul><li>You are the bowler </li></ul><ul><li>Prospect is like a Batsman </li></ul>
    39. 43. LIFE Marketing is a Mental Game-1 Ability to bounce back <ul><li>Toy Game </li></ul>
    40. 44. LIFE Marketing is a Mental Game-2 Protect your mind well <ul><li>helmet </li></ul>
    41. 45. LIFE Marketing is a Mental Game-3 Selective receptivity <ul><li>Toy Game </li></ul>
    42. 46. MAHATMA GANDHI’S 3 MONKEYS
    43. 47. Become BLIND TO NEGATIVES
    44. 48. Become DUMB TO NEGATIVES
    45. 49. Become DEAF TO NEGATIVES
    46. 50. LIFE Marketing is a Mental Game-4 Commit for long term <ul><li>Toy Game </li></ul>
    47. 51. LIFE Marketing is a Mental Game-5 Feed everyday <ul><li>Toy Game </li></ul>
    48. 52. LIFE Marketing is a Mental Game-6 Remind yourself of the reason a 100 times a day <ul><li>Toy Game </li></ul>
    49. 53. LIC
    50. 54. You all have great potential
    51. 55. LIC
    52. 56. You all have immense power
    53. 57. LIC
    54. 58. You all have unbelievable energy
    55. 59. LIC
    56. 60. You all have un imaginable courage
    57. 61. LIC
    58. 62. You all have un matched strength
    59. 64. LIC
    60. 65. If you just believe in yourself
    61. 66. LIC
    62. 67. LIC OF INDIA Presents LIC’ MARKET PLUS I(TABLE NO.191)
    63. 68. LIC
    64. 69. You can <ul><li>Break a board </li></ul><ul><li>Walk on fire </li></ul><ul><li>Eat fire </li></ul><ul><li>Walk on broken glass pieces </li></ul><ul><li>Overcome Objections and </li></ul><ul><li>Charge professional fees </li></ul>
    65. 70. LIC
    66. 71. ” °p¡auV àgk àgp“ àgp“ “». 188 lief eºAyi[rºs ki[pi[<r[Sn ai[f e(ºDyi
    67. 72. You can <ul><li>Break a board </li></ul><ul><li>Walk on fire </li></ul><ul><li>Eat fire </li></ul><ul><li>Walk on broken glass pieces </li></ul><ul><li>Overcome rebate and </li></ul><ul><li>Charge professional fees </li></ul>
    68. 73. Today we all will be Walking upon broken Glass pieces
    69. 74. Why do we need to walk on these broken glasses <ul><li>The most major driving force of most our lives most of the times have been </li></ul><ul><li>FEAR </li></ul>
    70. 75. 555 formulae <ul><ul><li>5 Appointments </li></ul></ul><ul><ul><li>5 New Meetings </li></ul></ul><ul><ul><li>5 Follow ups </li></ul></ul>EVERYDAY
    71. 76. What do people fear the most <ul><li>DEATH </li></ul>
    72. 77. 555 formulae <ul><ul><li>5 Appointments </li></ul></ul><ul><ul><li>5 New Meetings </li></ul></ul><ul><ul><li>5 Follow ups </li></ul></ul>EVERYDAY
    73. 78. 555 formulae <ul><li>5 Appointments </li></ul><ul><li>5 Meetings (new) </li></ul><ul><li>5 Follow ups </li></ul>EVERYDAY
    74. 79. DEVELOP THE HABIT OF GETTING REJECTED
    75. 80. REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE REJECTION IS PART OF LIFE
    76. 81. LIFE INSURANCE Sales is a Mental Game Lesson 6 Different kinds of customers <ul><li>Play cards </li></ul>
    77. 82. The Sales Process Prospecting/ Qualifying Preapproach/ Planning Presentation Handling Objections Closing the Sale Approach Follow up Identifying Needs Identifying Needs
    78. 83. A Burning Desire Along With Positive Emotions And Positive Thinking, Creates the Power To Convert A Goal Into An External Reality.
    79. 85. HELP HIM TO HELP YOU <ul><li>ANY QUESTION ??? </li></ul>
    80. 86. Prepared BY R. Ravindra Kumar Regional Manager, LICI, LAUTOKA -Fiji- ISLANDS Hello : ISD CODE NO:( 679)l :6651923 6668023, 9992733 , Fax No: 651984 e-mail= rravindrakumar@ yahoo.com, rravindra [email_address] , rravindra [email_address] , rravindra [email_address] Thank you very much for providing me this opportunity Wish you good day!!!
    81. 87. Have a nice day!!! R. Ravindra Kumar CHIEF MANTOR Just call on 0091 9427960310 Or send TEXT ON +919726351246 · Email your response : r.ravindrakumar@licindia.com rravindrakumar@yahoo.com, rravindrakumar@rediffmail.com [email_address]

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