Dream Team

Welcome to DREAM TEAM rravindrakumar@gmail.com

BUILDING A DREAM TEAM RECRUITMENT RETENTION& TRAINING OF AGENTS & MOTIVATION rravindrakumar@gmail.com

WHAT IS DREAM ? • VIRTUALLY ALL PEAK PERFORMERS ARE VISUALISERS. THEY SEE IT; THEY FACE IT; THEY EXPERIENCE IT BEFORE THEY ACTUALLY DO IT. • IN ORDER TO GROW- BECOME ALL THAT WE ARE CAPABLE OF BEING TO REACH OUR GOALS, TO REACH OUR POTENTIALS, WHICHEVER UNCOMFORTABLE FOR A WHILE- EVENTUALLY IT WILL BE COMFORTABLE. rravindrakumar@gmail.com

• FOLLOW THOURGH WE ALL FAIL. WE ALL FALL DOWN. IT IS NOT HOW MANY TIMES YOU FALL DOWN; IT IS HOW MANY TIMES YOU GET UP. ALWAYS TAKE TWO STEPS FORWARD, ONE STEP BACKWARD. JUST DON’T MARK TIME. JUST DO IT. • DON’T BE AFRAID OF THE SPACE BETWEEN YOUR DREAMS AND REALITIES. IF YOU CAN DREAM IT, YOU CAN MAKE IT. • SO, WHEN YOU DREAM, DREAM BIG. • TOGETHER EACH ACHIEVES MORE rravindrakumar@gmail.com

DEVELOPMENT OFFICER • D- DISTINCT • E- ENTHUSIASTIC • V- VIRTUOUS • E- ENERGETIC • L - LASTING • O- OPTIMISTIC • P- PROMPT • M- MODEST • E- ESTABLISHED • N- NOTEWORTHY • T- TOUGH rravindrakumar@gmail.com

OFFICER • O - ORIGINAL • F - FINE • F - FAMOUS • I - INTELLIGENT • C - CLEAR • E - EXCELLENT • R - RESPONSIVE rravindrakumar@gmail.com

FUNCTION OF DEV. OFFICERS • BRAMHA • VISHNU • MAHESH • To recruit, train & retain the agents. • No distraction !!! Only Creation !!! rravindrakumar@gmail.com

AGENCY RECRUITMENT WHERE THE VISION IS ONE YEAR- CULTIVATE FLOWERS WHERE THE VISION IS TEN YEARS- CULTIVATE TREES WHEN THE VISION IS ETERNITY- CULTIVATE PEOPLE • AN AGENT IS A LINK BETWEEN THE INDUSTRY & MARKET. • YOUR BUSINESS IS DEPENDENT ON HIS MOVEMENT AND WILLINGNESS TO CONTACT MORE PEOPLE. rravindrakumar@gmail.com

• CONTD. • RECRUITMENT IS THE ACQUISITION OF NEW MANPOWER. • CONTINUOUS RECRUITMENT IS NECESSARY AS THE CONTINUOUS SUPPLY OF LIFE SUSTAINING BLOOD TO THE HUMAN BODY. • THAT’S WHY YOU SHOULD SELECT ONLY THE BEST NEEDY MEN- THE MEN WHO HAVE A REASONABLE CHANCES OF SUCCESS. rravindrakumar@gmail.com

WHAT QUALIFICATIONS SHALL YOU LOOK FOR AN AGENT • 1. GOOD PERSONALITY • 2. SOUND PHYSIQUE • 3. WELL CULTURED • 4. INITIATIVE & INNOVATIVE • 5. TACTFUL WITH PLEASING MANNERS • 6. HIGH MORALE rravindrakumar@gmail.com

Contd. 7. RESPONSIVE & SOCIAL 8. KNOWLEDGE OF HUMAN PSYCHOLOGY 9. RELIABILITY 10. SELF-DISCIPLINE 11. SINCERITY 12. NEED FOR FULL TIMERS. rravindrakumar@gmail.com

Recruitment (contd) • Agent Referral Program: The strong relationship between DO & agent allows for a large no. of referrals on an ongoing basis. It stimulates the flow of growth of sales force. Agents refer candidates because they help grow the sales force, & also because they enjoy the recognition that comes from helping others find a rewarding career. • Internet recruiting:Candidates are to be identified from various career related sites. rravindrakumar@gmail.com

contd • There is a lack of talented, skilled manpower for agency. You must use a variety of different sources to recruit the best candidates because there is no single large pool of talent at any one source these days. rravindrakumar@gmail.com

HOW TO CONVINCE MACDONALDS DEV. OFFICERS • MORE OUTLETS MORE AGENTS • MORE PROFITS MORE SUCCESS • TALK PEOPLE FOR TAKING UP LIC AGENCY. • WORLD’S HIGHEST PAID PROFESSION. rravindrakumar@gmail.com

INCOME ACTIVE Contd: PASSIVE • YOUR PROFESSION FDS • MY PROFESSION RENT • FACULTY ROYALTY MEMBERS’ PROFESSSION PENSION RENEWAL COMMISSION rravindrakumar@gmail.com

Training • Definition of Guru: • A teacher & leader, considered by disciples to have absolute authority. A teacher & guide in philosophical matters;a trusted counsellor and advisor ; a mentor ; a recognised leader in the field. • Training is above all about knowledge.It helps in valuing & sharing existing knowledge & in creating new knowledge. rravindrakumar@gmail.com

Training(contd.) • Training offers a wealth of cultural,institutional & recreational opportunities for social interaction,leadership & personal development. • Your agents will be challenged to extend themselves intellectually & creatively, so that they are prepared for the 21st Century with the help of proper training. rravindrakumar@gmail.com

Training (Contd.) • Much of agents’ reaction depends on their own behaviour also. This can be improved by proper training. • A better trained sales force is one that is more productive and knowledgeable. In addition to the positive effect on productivity, having more knowledgeable sales force lessens the level of risk as to regulatory and compliance issues. rravindrakumar@gmail.com

Training (contd.) • You are in a place who plays a large role in helping agents to learn & to understand technical aspects of their work, including product knowledge & the use of lap-top computer. rravindrakumar@gmail.com

Training (contd.) • Training efforts for the marketing team need to be focused on development of marketing skills and a professional approach. Genuine marketing efforts would lead to the creation of demand for the LIC’s products, its distribution and services for customers who purchase the products. Skill development would lead to trend, experienced representatives in the market.Customers would be encouraged to retain their LIC policies and use the valuable life insurance protection & savings. rravindrakumar@gmail.com

Training aids retention • One of the best tools to recruit and retain insurance agents is an effective training program. • An initial training program, coupled with an on-going training commitment, can be an effective means of luring young, inexperienced agents. • Money spent on training lets agents see how their DO invests in their professional career growth and development. rravindrakumar@gmail.com

continued • Give them the opportunity to learn and they will stay with you. • Training can be huge carrot for hiring. If agents can learn a whole new skill set as soon as they start work at a particular company, they will choose that company over another that may be offering a higher compensation. rravindrakumar@gmail.com

Retention Strategies • On-going training and personal career development. • Competitions and reward programs • Lifestyle advantages. • Agents completely understand LIC’s business goals and the important role they have in helping to achieve those goals. • Unit meetings. rravindrakumar@gmail.com

continued • Another very important relationship which contributes tremendously to the training, development and overall success of a sales agent, is the relationship that is built with other agents. These relationships can either be formal or informal. rravindrakumar@gmail.com

continued • Informal relationship is quite beneficial as there is nothing more valuable for an agent to hear, first hand, the experiences of another successful agent. The sharing of the wealth of knowledge that they have; their ideas, their values, their victories, as well as their defeats, contributes greatly to a new agents’ confidence, motivation and knowledge skill set. rravindrakumar@gmail.com

•Mentoring: • Couples new recruits with experienced agents. This will lead to renewed enthusiasm and to higher production levels. The new agents will also experience a higher level of productivity and retention. • Multi-Agent organisation: Made up of several members, characterised by agents who complement each other. For eg. Some of the complementing factors could be experience, area of specialisation or skill set. This type of structure creates synergy between agents and also serves as an ideal vehicle for business succession planning. rravindrakumar@gmail.com

continued • Radical steps to improve the quality of agents recruited, as better agents alone can bring in better business. The retention of agents will have to be a priority for sustained business growth. The exit to recruitment ratio has to be changed dramatically. • Need for full timers : Life insurance as a service can be rendered more effectively by a full timer. A full timer is a stable and dependable person in the organization. You have to try & enlist as many full timers as possible. rravindrakumar@gmail.com

Contd • “ The people who succeed in this world are the people who get up and find the circumstances they want - and if they can’t find them, they make them.” • Training would not be complete without input from top - performing agents who attend, and they had plenty of great ideas to share. rravindrakumar@gmail.com

PRODUCTIVITY : GOALS + (ACTIVITIES X SKILLS) • GOALS:Have to be SMART SPECIFIC MEASURABLE ACHIEVABLE REALISTIC TIME-BOUND • SHOULD BE A PART OF YOUR PERSONAL PLAN. rravindrakumar@gmail.com

ACTIVITIES : • ACTIONS NECESSARY TO FULFIL GOALS. YOUR AGENT SHOULD FOLLOW SALES CYCLE: • A) PROSPECTING • B) CONTACT/APPROACH • C) FACT FINDING/DISCOVERY • D) ANALYSE FACTS • E) SALES PRESENTATION • F) DECISION- ACTION • G) REFERRALS rravindrakumar@gmail.com

SKILL: SPECIFIC TALENT THAT EACH SALES PERSON USES IN THE PROCESS i) COMMUNICATION/SALESMANSHIP ii)PEOPLE- ALL PERSONALITY STYLES iii) MANAGEMENT OF : TIME SYSTEMS-DAY/WK/MTH/YR BUSINESS (KNOW YOUR BOTTOM LINE) iv) PRODUCT KNOWLEDGE- KNOW YOUR PRODUCTS V) EDUCATION: TAX LAW CHANGES/ OTHER CHANGES. rravindrakumar@gmail.com

WHAT IS IMPORTANT ? A) MAKE A COMMITMENT TO DO SO. B)IDENTIFY YOUR STRENGTHS AND ALSO AREAS IN WHICH YOU CAN IMPROVE. rravindrakumar@gmail.com

Conclusion • DO WHAT YOU DO SO WELL THAT WHEN OTHER PEOPLE SEE WHAT IT IS YOU DO, THEY WANT TO SEE YOU DO IT AGAIN AND WILL BRING OTHERS WITH THEM TO SHOW THEM WHAT IT IS YOU DO. rravindrakumar@gmail.com

TO QUOTE DOUGLAS MALLOCK “IF YOU CAN’T BE A PINE ON THE TOP OF THE TREE, BE A SCRUB IN THE VALLEY- BUT BE THE BEST LITTLE SCRUB BY THE SIDE OF THE HILL. BE A BUSH IF YOU CAN NOT BE A TREE. IF YOU CAN NOT BE A HIGHWAY, JUST BE A TRAIL. IF YOU CAN NOT BE THE SUN, BE A STAR. IT IS NOT BY SIZE THAT YOU WIN OR FAIL.BE THE BEST OF WHATEVER YOU ARE.” rravindrakumar@gmail.com

TOGETHER WE MEET TOGETHER WE GROW THINK GUIDE & PROSPER rravindrakumar@gmail.com

rravindrakumar@gmail.com

Thank you very much for providing me this opportunity Wish you good day!!! R. Ravindra Kumar Chief Mentor Ahmedabad Just call on 9726351246 · Email : r.ravindrakumar@licindia.com rravindrakumar@gmail.com

Thank you very much for providing me this opportunity Wish you good day!!! Prepared BY R. Ravindra Kumar Regional Manager e-mail= rravindrakumar@yahoo.com, LICI, LAUTOKA -Fiji- ISLANDS rravindrakumar@hotmail.com, Hello : ISD CODE NO:( 679)l : rravindrakumar@india.com, rravindrakumar@gmail.com 6651923 6668023, 9992733, 9992733 Fax No: 651984 rravindrakumar@gmail.com

Dream Team

by RRAVINDRA KUMAR

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