2. A Brief about Datacomp
A private limited company; it is headquartered in Mumbai with
offices in New Delhi, Bangalore, Chennai and Kolkata.
Pan-India presence with over 150 channel partners across the
length and breath of the country
27-year-old established & well-known player in the Insurance
automation software sector
Specializes in developing software solutions for the insurance
sector with an emphasis on solutions for intermediaries of Life
Insurance companies
100000+ Life Insurance Advisors use Datacomp’s various Pre-sales
and CRM applications on Desktop, Web and Mobile platform.
1000+ personnel (Datacomp and allied Channel partners) on
ground supporting the technological and training needs of its
customers.

3. Our Training Profile
Biggest Training Academy Dedicated to
Insurance Agents
1000+ Seminars Across India
Over 1 Lakh Insurance Agents Trained
Strength of 50+ Trainers
Sales Channel Network of 200+ Partners

4. Our Portfolio Overview

5. Why Datacomp?

6. Our Mantra to Success
Learning Style Calibration
Extensive Training Quality Program
Courses for All Levels
Complete customization possible

7. Learning Style Calibration
Audio
Visual Kinesthetic
Training TTT Trainer
Content Evaluation

8. Extensive Training Quality Program
• Presentation • Observing • Random Audit
• Logical other trainers & feedback
• Industry Exp
Continuous
Selection Fish bowling Evaluation
TTT Certification
• Product • Evaluation
• Grooming • Calibration
• Presentation

9. Challenges faced by ING
Retention - 70% of advisors attrite from 0-6 Months bucket due to
lack of hand holding and right input.
Productivity - 20% advisors survive till 24 Months but they become
demotivated due to failure in the market and Competition.
Stagnation - 10% advisors survive till the end but they become
stagnant due to lack of new ideas, new thoughts, lack of goal
setting and motivation.

10. Roadmap to ING Success
First Level
 The First level program addresses the first need of ING that is Retention of
advisors in 0-6 Months
 It is a complete empowerment program which aims at setting you on
a path to a flourishing career.
 Instills belief to adopt the ING agency as a career of choice.
 Provides product knowledge to effectively address need of the customer.
 Trains on customer behavior and improve the customer management skills.
 Develops the Prospecting, Sales, Marketing skills to generate higher
commission.
 Helps you broaden the vision of about the insurance industry.
 Ensure the higher motivation to overcome all the obstacles.

11. Methodology – First Level
 There are 8 modules of 4 hours each which are conducted in
this level after every 15 days.
 Every module has a element of Motivation, Knowledge and
Skills.
 In each module we also track the performance of the advisors
where we use the business tracking sheet. It helps us in
identifying their problem areas and also motivate them to
achieve their targets.
Business Tracking Sheet - Sample

12. Content – First Level
 Life Insurance Agency – A Goldmine Career
 Opportunity Landscape – Sky is the Limit
 7 Great reasons why people buy insurance
 Sales Cycle
 Art of prospecting and making appointments
 Handling top 5 Customer Objections
 Preparing for meeting the customer
 How to create a strong case for insurance
 Human Life Value

13. Content – First Level
 Do’s and Don'ts during the meeting
 Time Management
 Importance of Presentation
 Potentials in Child Segment
 How to do prospecting in Child Segment
 Combination of plans – Child Segment
 Fundamentals of underwriting
 How to make good proposal
 Goal Setting Techniques

14. Content – First Level
 Action plan to achieve short term and long tern goals
 Customizing the insurance plans using Riders
 Techniques to get Referrals
 3 Types of Advisors
 Selling techniques of all plans
 Think Big to Earn Big – Way Forward

15. Roadmap to Success
Next Level
 The Next Level program addresses the 2nd Need of ING that is Productivity of
Advisors from 6-24 Months.
 It aims to enable and empower the aspiring agents to leapfrog their
career to the Next Level of Success.
 Prospecting Effectively
 Increase the strike rate
 Indentifying customer insurance needs significantly
 Getting Repeat business from the customers
 Selling big Premiums
 Selling insurance to varied age groups – Child to Grandfather

16. Methodology – Next Level
 There are 12 modules of 4 hours each which are conducted
once in every Month.
 Every module has an element of Motivation, Knowledge and
Skills.
 In each module we also track the performance of the advisors
where we use the business tracking sheet. It helps us in
identifying their problem areas and also motivate them to
achieve their targets.
Business Tracking Sheet - Sample

17. Content – Next Level
 Shaping a Big Vision
 Art of Prospecting – Bulk Marketing
 Seasonal Marketing – A Different Prospective
 Communicate the way your customers want to listen
 Innovative ideas for making customer approach
 Plan Selling Vs Financial Planning
 Unleash the potentials of Retirement Segment
 How to give Customized Retirement solutions using plan
combinations.
 8 top reasons for retirement planning

18. Content – Next Level
 Objections handling in Retirement Segment
 4 Proven Sales Ideas.
 The unlimited goldmine of Child Protection Segment
 Prospecting ideas for Children Segment
 Most successful sales pitches for Children Insurance
 Health Insurance – East entry to new Family
 Sales stories for selling Health Insurance
 10 off beat Winning ideas that can change the game
 Business Insurance Selling

19. Content – Next Level
 How to beat Competition
 Positioning of ING against the Competition
 How to win Proposals against the Competition
 How to indentify the HNI and making appointments
 Preparation needed before Meeting HNI
 Creating a case for insurance with HNI
 Closing Techniques
 Converting NO to YES

20. Roadmap to Success
Mission MDRT (MDRT Aspirants)
 This program has been designed to cater the 3rd need of ING that is to
focus on MDRT aspirants who misses the target due to lack of new
ideas.
 The aim of the session is to renew the energy and passion in the
working of the advisor and also explore the unlimited opportunities
through a number of sales ideas.

21. Methodology – Mission MDRT
 It is a 2 days workshop focusing on MDRT, COT and TOT.
 It has a clear Roadmap to become MDRT, COT and TOT.

22. Content – Mission MDRT
 Why MDRT, COT and TOT
 Calculated Roadmap to MDRT
 What to sell and Whom to Sell
 Creating your brand and recall value
 Power of Social Networking
 Using Face book, linked-in and Twitter for Insurance
 How to achieve MDRT in JFM
 Selling Right Combinations

23. Summing Up
Problem Areas Solution Suggested
Retention of Advisors - 70% of First Level Program which focuses on
advisors attrite from 0-6 Months. converting part timers to full timers.
Productivity of Advisors – Only 20% The Next Level Program is a
advisors survive till 24 Months. specialized training program
targeted on ING Agents who want
to break the barriers of growth in
their profession.
Stagnation – Only 10% advisors Mission MDRT is a 2 days workshop
survive till the end but they become focuses on roadmap to become
stagnant. MDRT, COT and TOT.

24. Thank You