www.missionindiaconsultancy.com

1. Management Orientation School
Day6

2. Today’s Agenda
Test on previous day learning
Understanding & calculating –months
Compensation M Compensation
Right Ethical Practices and Market Conduct
Activity

3. TEST YOUR LEARNING
1. …………………….
2. …………………….
3. ……………………..
4. ………………………
5. ……………………….

4. Understanding Man Months

5. Purpose, Process, Payoff
Purpose: To understand the impact of regular
recruitment on building man- months and the
business
Process: Understand the impact regular hiring can
have on business and standards achievement
Payoff: 1. Regular and continuous recruitment by
the ADM
2.Be able to increase the prospects of
busting business goals at the end of the year

6. Man- months
It is the number of months an agent has worked in a
year
Man- months = beginning of period + contracting –
Terminations
YTD ( year to date) Man-months = Man-months of all
previous months added together

7. AGENT MAN-MONTHS –A KEY DRIVER
 Higher man-months indicate higher man power
 Regular recruitment is necessary to ensure quality of
A&As
 This will ensure that business plans are met by ensuring
good case rate and case size

8. AGENT MAN-MONTHS –A KEY DRIVER
Secret to increasing productivity and performance of year
Team:
Secret is Recruit, regularly Quality Agents
One Should start appointing from January as it makes a
difference at the end of the year.
Beginning late, you will be hard-pressed for time you panic
and compromise on quality. This affects the survival rate
agents

9. THREE- FOLD MANTRA TO MAXIMIZING MAN-MONTHS
 Recruit Regularly
 Recruit Quality
 Retain More
If you recruit nothing else matters; if you don’t recruit
nothing else matters !

10. BENEFITS OF HIGH MAN-MONTHS
Results of Maximizing Man-months from Quality &
Consistent Recruitment
 Higher AFYP
 Higher Earnings
 Higher Incentives

11. CHALLENGES IN BUILDING HIGHER MAN-MONTHS
 Lack of focus by ADM
 Lack of Names
 Late Recruitment
 Drop outs
 Low pass percentage

12. CHECK YOUR UNDERSTANDING
Solve the case studies given in the Participant Guide.
Man-months = Beginning of period + Contracting – Terminations
Year to Date Man-months = man-months of all previous montha
added together

13. M G

14. PURPOSE, PROCESS, PAYOFF
 Purpose: To better understand the GPS for an Manager
 Process: Identify The right different vectors which
constitute the ADM GPA and learn how to calculate GPA
 Payoff: Focus on the right parameters resulting in a
profitable agency. Be able to strategize and ensure
professional growth.

15. GOAL SHEETS
Associate
2013-2014

16. GPA
Parameter welghtage
50%
15%
10%
10%
15%
GOAL SHEET
Parameter welghtage
80%
20%

17. MISSION INDIA CONSULTANCY

18. GPA GRID

23. Minimum P
2013-2014

24. MINIMUM PERFORMANCE STANDARDS
(MPS)
 Quarterly
 of Less then 1.0 on both and. Of the is of 1 on either or
MFYP. He will not be a part of MPS
 The Development plan process to be initiated at Level
for. The development plan will be for 3 months
 Consequence management Process- List of falling info
MPS consecutively in two Quarterly evaluations. Bottom
10% in this list will be asked to leave

25. ADMS – CONFIRMATION CRITERIA
 For ADMs joining 1st of Jan 2013 onwards
 Evaluation at end of Months 6
 All ADMs with GPA of 1.0 or more on either QR or MFYP
standard will be confirmed
 ADMs not meeting the above criteria will be given a 3 month
extension
o Consequence management process – List of ADMs not
meeting above criteria in Month 9. Bottom 10% in this list
asked to leave

26. AGENT ADVISOR COMPENSATION

27. ADM COMPENSATION

28. CHECK YOUR UNDERSTANDING

29. RIGHT ETHICAL PRACTICES AND MARKET
CONDUCT

30. PURPOSE, PROCESS, PAYOFF
 Purpose: To understand the importance of right ethical
practices and market conduct of an agent in life
insurance selling
 Process: By understanding the role of an agent advisor in
conducting right practices
 Payoff: To sell life insurance products in an ethical to
keep customer benefits as top priority

31. ACTIVITY :
Role-plan-Present career opportunity to
Nominator and COI

32. THANK YOU