Coaching

1. David Margetts

2.  What are Your critical Business Objectives this
Year?
 To be #1 in your Market Place?
 To be the ‘Provider of Choice’?
 Grow Your Market Share?
 Drive Up Top Line Revenue?
 Reduce Bottom Line Operational Expenses?
 Build Distribution Capacity?
 Build Human Capital & Capability?

3.  What are the Critical Performance areas that
will enable Your Business to achieve it’s
objectives this year?
 Excellent Customer Relationships?
 Higher Productivity?
 Attracting & Selecting the ‘best’?
 Retaining & Developing Your Sales People?
 Maximising Executive & Field Leadership
Capability?
 Embracing a Quality Culture?
 Implementing a new business model for F2F?

4.  What are the Critical Development Needs that
will deliver Performance?
 Coaching & Leading to Success?
 Managing Activity for Results?
 Managing Performance and Standards?
 Effective ‘Active’ Recruitment & Selection?
 Superior New starter Induction and retention?
 New Customer Acquisition – Prospecting?
 Relationship Selling – an end to end sales process?
 Sustaining an Profitable Customer Experience?
 Change Management and Changing Behaviours?

5. “Activate Coaching for Performance” has been set up to help
Individuals, Teams and Businesses to Maximise their Potential in exceeding
their Goals.
As Performance Coaches we take full responsibility for building tailored
programs to address Your identified and agreed Business, Performance
and Development Needs.
It provides an holistic approach to raising Performance levels through
effective operational reviews, solution development & implementation, up
to the all important Results delivery.
It combines diagnostic, training, performance coaching and strong ‘follow
through’ in order to have the greatest impact on sustainable Performance.
Crucially we always put ‘skin in the game’ and assume full
‘partnership accountability’.

6. A Senior Business Leader with extensive Global experience operating in both mature and
emerging markets, David can boast an excellent track record in consistently delivering
‘turnaround’ results.
He has scored notable successes in relation to in raising Sales Productivity, building Distribution,
delivering Manpower Growth, and in developing top Executives.
A committed and energetic Leader, David is passionate about Coaching teams and individuals to
‘superior performance’, combining both strong business awareness and results orientation, with
an effective coaching style and excellent relationship management skills.
In 1981 he joined the insurance industry with Friends Provident working in Home Office prior to
building a career in Sales and Sales Management with Prudential UK.
During a successful period with Prudential UK spanning 18 years, David enjoyed a variety of
sales and sales leadership roles, starting as a District Agent in 1983 and progressively rising to
Regional Manager. Consistently he exceeded set targets and was a perennial Top Quartile
performer.
The last 12 years with MetLife (Alico) has given David the opportunity to continue to utilise and
develop his skills and experience to deliver incremental ‘top and bottom line’ results, and
measurable improvements in operational efficiency, across a wide variety of different markets
and locations. These include, living in 6, and operating across more than 25 different countries,
spanning Europe, Latin America, Middle East, Africa, and Asia.

7. The results below provide a ‘snapshot’ of ‘what has been delivered through a
selection of tailored ‘Performance Improvement Coaching Programs’
 Greece DSF 2012
 Productivity +36%
 Active Agents + 48%
 Spain 2013
 Productivity +82%
 Active Agents + 61%
 Lebanon 2011
 Monthly Production Average +60%
 Monthly Recruitment Average +53%
 Colombia 2011
 Active Agents +25%
 New Contracted Agents +21%
 Turkey 2010
 Productivity +43%
 Average Premium per Agent +44%
* Source AMP Results. Based on 6 months before vs after performance comparison

8.  Operational Diagnostics
 Performance Management
 Manpower Development
 Coaching
 Specialised Workshops
We can offer one or a combination of the above ‘tailored’ products or
bespoke solutions depending upon the identified and agreed Business
/ Performance and Development needs.

9. The Operational Diagnostic consists of a ‘deep
dive’ into a selected part of an operation to review
and understand current results, activities and
processes, compared to planned objectives and
best practices.
The review will determine the Business,
Performance and Development needs in order to
propose implementable solutions that will deliver
enhanced Performance.

10. The Performance Management Program (PMP) will
develop Field Managers and Executives to be able to
proactively manage performance through Sales
Activity Management.
The program will coach teams and individuals on
how to evaluate and manage activity, to increase their
team’s Activity and Productivity levels.
It will provide the approach and the tools to enable
the Field Manager and Executives to segment their
teams, identify the people who need most help and
implement the methods they should use to create a
Performance Management culture.

12. The Manpower Development Program (MDP) has been designed to
support the development of F2F distribution. The program utilises
F2F best practices that have worked successfully across the World to
‘drive up’ New Agent Recruitment, Productivity &
Retention.
It includes;
 Development in recruiting, selection and coaching of new Agents.
 Active recruitment, selection and retention of agents to targets
under supervision.
 Development in the supervision, monitoring and measuring of
New Agents.
The Manpower Development Program can be adapted to support:
 New Agency Distribution development.
 Existing Agency Growth development

14. The Executive Coaching Program (ECP) will
enable selected high potential executives to
enhance their leadership effectiveness,
performance and career progression.
Executive Coaching is aimed at the individual to
achieve their full career potential while
implementing their improved competencies to
deliver tangible Results through an agreed
Performance Improvement Project, as well as
transferring skills and knowledge to their direct
reports.

16. A number of ‘Specialised’ Workshops are available and
can be tailored for Agents and Field Managers to support
business improvement, including;
 Customer Centric Relationship Selling, designed to
deliver a ‘positive’ customer experience and improve
activity ratios
 Living a Life of Significance; designed to create Belief,
Confidence and Value in the ‘Good that We do’
 Maximising Our Unlimited Potential; designed to
support high achievers move to the next level
 Building and Retaining high value Customer Portfolio;
designed to provide tools and methods for agents to
Actively Prospect and Service their clients

18.  “It was not like any other "courses" .. what made the difference was not only the content, but the delivery style,
the commitment, resourceful analysis, and the close follow up by David. made all the participants passionate
and convinced that this is not "another management course" but a "must-apply" modus operandi “
- S Halawi Agency Director Lebanon
 “David has definitely done it and you can tell from the way he trains. It has a different approach , tone , it is
more assertive , to the point , it is real , it shows you the way.,actually the best part of it is that it works.”
J C Noujaim CEO Lebanon
 “David is a world class coach for any sales person as well as for managers. He perfectly knows the agency
insurance business, provides very high level trainings with tips and highly operational key success factors.”
C Garnier WE Mkting Manager F2F
 “David is a no-nonsense executive who gets down to work and effectively gets the job done. He's an agency
expert who's also easy to work with.” D Costello CEO Korea
 “David is one of the few trainers who came up the ladder from the agents position through Agency Manager
position. He can relate to the problem and analyse it and help with the right advice.”
I Horsky Senior Agency Manager Slovakia
 “David had provided an invaluable service by consulting on agency development in Russia. The substantial
hands-on experience in life insurance industry, great training and coaching skills as well as great character and
cross-cultural sensitivity had become factors to his mission's success.” M Ryzhkov Dist Head Russia
 “he is a thoroughly professional, articulate, thoughtful and energetic leader with the rare ability to get things
done to a high standard all the time. He is a good strategist and knows business inside out, but allies this
strength to great people skills. A top guy! “L Forrest Regional Head F2F Asia

20.  Operational Diagnostic – 3-4 Days
 Performance Management Program – 3 days
Workshop + 20 hrs Coaching – Total 6 days
 Manpower Development Program - 3 days
Workshop + 20 hrs Coaching – Total 6 days
 Coaching Program 4 days F2F + 20 hrs Coaching –
Total 7 days
 Specialised Workshops – 1-2 day events
* Programs will be ‘tailored’ t0 the individual needs
of the Operation

21. The Investment in Your Business is uniquely based on Our Measurable
Results Delivery.
 There is a notional per diem Performance bonus of
£ 725 payable at the end of the assignment and calculated in the following
way;
 Assignment days x £ 725 bonus x % of Agreed Performance Objective (KPI) (min
80% max 125%)
 There is No Performance Bonus for Results < 80%
 Expenses for travel and accommodation to be met by the host
organisation.
 There is no cost for admin’, preparation or travel time
We seek to provide ‘Top Class International’ experience
and expertise, and without the ‘middle men’ and
‘infrastructure costs’, we can do this at ‘Local’ levels, and
with a unique ‘Variable’ element based on results delivery
– ‘skin in the game’.

23. 1. Book an exploratory discussion;
 Is there potentially a ‘match’ between Your Business
Needs and Our Results based Program?
2. Request an Operational Diagnostic;
 Is there an opportunity to improve Operational
Effective & Efficiency?
 What are the priority Performance Areas which can
‘Move the Needle’?
3. Select an ‘off the shelf’ Solution for an
identified need
 Test us with an initial ‘pilot program’

24. ACP
 Office +44 1454 312844
 Mobile + 44 7585 900 518
 E-mail davidmargetts@Hotmail.com
 Office Address;
9 Old Mill Close
Westerleigh
Bristol
BS37 8QD
UK