The document discusses the factors that attract individuals to the insurance industry, including emotional and social wants, rather than purely financial motivations. It highlights the importance of belief in the organization, leadership, and recognition for retention and productivity among advisors. Additionally, it identifies common pitfalls in implementation, such as ineffective team dynamics and unclear goals, emphasizing that success relies on enthusiasm, energy, and effective training.

1. Back to Basics Evolving from ourselves

2. Who do we attract ? Lower / Middle / Higher class of people Why people get attracted to Insurance ? Financial wants Social wants Inspirational wants Spare time

3. How simple is our Message ? People join because it is fun People do not calculate exact income and join People join emotionally but not logically

4. How easy is the career/business to understand ? How believable is it ? How do we treat people ? Amateur business run in an amateur way by amateur people

5. Why do people become unproductive? Because uninspired Because not lead properly Not because unmotivated Because not trained Negativity from prospects / friends

6. Why do people stay? Belief in the organization Belief in the leadership Recognition – Feel good factor Growth – their business is growing Money – saw the money

7. How is customer base built? By the Advisor but not by the Co., By just gut feel but not by training / public speaking Emotional but not logical Multiplicity duplicating multiplicity Customer base builds customer base We can only inspire them They can motivate themselves

8. Who are the most successful Those with real life experience Those who apply themselves and achieve good results Those with high energy Those with enthusiasm Those with activity Those with natural ability

9. How can we inspire them ? Recognition Field involvement Conferences Tools Structure Leadership Advertising Creativity Enthusiasm

10. What is our Objective? Have more activity within our customer base Assist them in building their customer base Retain them in our customer base Ensure Activity Consistently Constructively Cost Effectively All of the above

11. 78% of advisors do nothing 22% do something 79% join only as part time/ onlookers People join for side income and is rs.1000/- Avg life of a advisor to start is 11 weeks Greater the no. of people who do nothing - Greater the no. of people who do something Diamonds come from Coal Dust

12. Insurance business is based on belief and excitement The minute excitement goes, business fades and dies Consultants sell policies ‘cause we told them to sell Are we chasing Wealth or Status Are we trying to create lives or build our own empires Worry about the ones that stay but not the ones that leave Competition is not any Company but the people who are Advisors of other Co.,s Resources are not Money/Budgets/Advertisements/Schemes but Advisors It is not SMP but your belief would make or break your business

13. Ten Classic Implementation Pitfalls Weak Screening & Recruitment Underestimate the Time, Amount and Duration Ineffective Team Work Lack of Widespread Involvement Unclear Goals and Expectations

14. Ten Classic Implementation Pitfalls Failure to Listen to Complaints (Resistance Goes Underground) Failure to Monitor Changing External Environment Inadequate Capabilities and Skills of Employees Shifting Priorities or Competing Distractions Failure to Manage Interdependencies

15. If you sow sparingly, you reap sparingly. If you generously, you reap generously - Corinthians