The document discusses challenges with recruiting and retaining insurance agents. It notes that prospects are often unwilling to meet, pay fees, or complete exams required to become licensed agents. Both new and existing agents are unproductive and do not invest in training. It provides tips for keeping new agents productive such as daily targets and messaging. The document advocates recruiting agents from diverse backgrounds and income levels. It also outlines challenges with high net worth agents and the importance of proper expectation management.

1.  Century of Agents

2.  Recruitment of new agents
 Lesser prospects
 Negative response of prospect
 Prospects not willing to meet
 Prospects not willing to take up lic agency
 Prospects not paying fees
 Prospects not turning up after initial discussion
 Prospects skipping the exam
 Prospects not clearing the exam
 New agent not being productive
 Existing agents not performing
 Agents not investing in training

3.  VUCA world ?
 Volatile
 Uncertain
 Complex
 Ambiguous
 What worked earlier , may not work now.
 Kodak, Nokia, Pager,Typewriters
 Car without drivers , wearable computing etc

4.  GOD
 Bramha,Vishnu , Mahesh
 Generator
 Operator
 Destroyer

5.  Get URN
 Get 12 tikka forms filled
 Clear exam
 P100
 FOD
 30:10:30
 Target MDRT
 Decide the expenses / Goals ( Bedroom )
 Report to DO daily
 Meet min 1 pd ( PT) & min 3 pd (FT)
 Service is a responsibility & self job (DCP)

6.  How to keep new agent productive ?
 FOD
 Daily targets
 DFR
 Daily sms linking his goals to business

7.  Sincere
 Recruit 1, get 6 more free
 Father, Mother, Brother, Husband, Kids (2)
 Self worth missing ( HinglishVinglish)

8.  Agents from all communities
 Agents from all professions like real estate
agent , MF sellers, portfolio managers, HR
heads, purchase managers, bank managers,
political activists, media professionals, Police,
Lawyers,Teachers, shop owners etc
 No lean time for us ( festivals etc)
 Agents from all income brackets
 <3 L, 3 to 5 L, 5-10 L & 10 L plus
 Get Needy & Greedy agents

9.  What challenges we face with HNI agents ?
 WHY ?
 Expectation management
 Over commitment at enrolment stage
 DO is not sub agent
 But he is bigger than sub ( Hindi) agents

10.  Lack of prospecting
 FEAR
 False Evidence Appearing Real
 Desperation to get agent
 Desperate follow up
 Oversell
 Not getting the fees
 Projecting rose only
 Not knowing the prospect ( Listen : Hot button )
 Not allowing the prospect to earn the agency

11.  I have 100 agents by 31st Dec 2020.
 POA :

12.  2 agency interviews per day
 12 interviews in a week = 2 agency pw= 80
 6:1 formula
 Mama’s lab
 Payment for URN ( Baburao Apte )
 Chart mechanism for 12 policies before exam
 Training progression of new agent
 Junior to Senior

13.  BL
 Body lifting
 EA
 Existing agents

14.  Vision board
 Quantum physics

15.  City population ?
 Today agents in city ?
 % ????

16.  Prashant Sawant ( BE Electronics)
www.prashantsawant.com
GlobalTraining Group
 prashant@prashantsawant.com
9820 40 8795