This document outlines an agenda for a managers training program to be held on January 5, 2015. The training will be facilitated by Shiraz S. Khoja and will cover topics such as the definition of an effective manager, the roles and responsibilities of a manager, planning, recruitment and selection, training and coaching, recording daily activities, counseling, and business production. The agenda also provides details on the contents of each training session, with an emphasis on the importance of managers developing plans, properly training and developing their team, and closely monitoring activities in order to successfully achieve goals and drive business results.

1. IGI Life Insurance Company Limited
Managers Training Program
Scheduled on January 5, 2015
Facilitated by
Shiraz S. Khoja
IGI|Life

2. Tilawat-e-Quran-e-Pak
and
Introduction

3. Pre-Training
Questionnaire

4. Manager Manages
Team for Results

5. Training Contents
1. Tilawat-e-Quran-e-Pak.
2. Introduction of Participants andTraining Program.
3. Definition of a term “MANAGER”.
4. Who is an “EFFECTIVE MANAGER”.
5. What are the “Role of a Manager”.
6. Managers working effectively in Insurance andTakaful
Industry.
7. PLANING FOR MANAGERS
8. Manager must plan their Career, their Consultants Career,
theirYearly, Quarterly and MonthlyTeam and Individual
Consultants Business Figures for Career.
9. RECRUITMENT AND SELECTION Process.
10.How can a Manager establish their desireTeam.

6. Training Contents
11. TRAINING AND COACHING.
12. How can a Manager develop minimum 3 to 4 core producers
into their team.
13. RECORDING OF DAILY ACTIVITY.
14. How can Consultant and Manager improving himself for
personal growth.
15. COUNSELING.
16. How can we motivating Consultants and developing extra
skills in Consultants.
17. BUSINESS PRODUCTION by follow Plan A or change new
direction with Plan B and Execution for producing Results.
18. Daily Managerial Activity.
19. KeyTo Success

7. Who is
Manager?

8. Who is Manager?
1. Manager who manages the process.
2. Manager who achieve their goal.
3. Manager must follow the Organizational
given targets.
4. Manager who consistently achieve their
monthly, quarterly and yearly targets.
5. Manager who select Consultants with Eagle
eye approach.
6. Manager is a best Planner
7. Manager is a best Executer.
8. Manager is a very effective counselor.

9. Definition of a “Manager”
Placement of right person, at
right time to execute his plan for
the achievement of desire
Organizational goals and
Objectives, are called
MANAGER

10. Who is the Effective Manager
Manager who select the proper
person for their team at right time
and producing results for
Consultant’s career, which fulfill all
Organizational desire goals &
Objective are called
EFFECTIVE MANAGER

11. Role of a Manager
1 Planning
2 Recruitment & Selection
3 Training and Coaching
4 Recording of Daily Activities
5 Counseling
6 Business Production

12. ShortcuttoProject_management_plan.lnk
Manager Must Do Planning

13. Planning (First Role Of Manager)
No Planning is the Planning to fail
Without Planning Manager will always fail to
achieve the desire goals & objectives. To
achieve all desire goals & objective, Manager
must have to the following PLANS:
1. Recruitment Plan.
2. Daily, Weekly, Monthly, Quarterly and
monthly Activity Plan.
3. Consultants and Manager Promotion Plan.
4. Business Production Plan.

14. Thumb Rule for Success
Recruitment Plan, Activity Plan,
Promotions Plan or Business
Production Plan, without any
one of these Plans, Manager is
just like Horse without Jockey.

15. Merits Of Planning
1 Manager is aware of, which type of
Consultants required;
2 After Recruitment, Manager aware which
type of Training required ;
3 Manager understands that how much daily
Activity required;
4 Manager is intentionally active to get focus
their Consultant’s benefits of Promotion; &
5 Manager can able to calculate on daily basis,
how much efforts to put in;
To achieve the desire goals and objectives.

16. Recruitment
Is Essential
For Manager
More People
More Ideas,
Efforts and
Force in a
Team

17. Recruitment & Selection (2nd Role Of Manager)
Proper Selection and Proper Placement of
staff is a vital act towards success
Recruitment Process:
1. Selection of Channels of Recruitment
2. Calling for Interviews
3. Conduction of Interviews
4. Selection Criteria
5. Selection Method
6. Finalization of Candidates for Consultant
Position

18. Recruitment & Selection Must Have:
1. Manager must cover maximum Channels of
Recruitment. At-least attempt 1 Channel per day.
2. Manager must Conduct minimum 2 Interviews per
day.
3. Manager must have to design first, the Selection
Criteria, on which each Interview will be examined.
4. Manager must have Effective Selection Method, to
figure out the Selection results, immediately.
5. Manager must select such person, either he or she,
trainable.
6. Area-wise or Organizational wise recruitment will be
more effective for results.

19. Manager Can Develop Their Desire Team as:
1. Manager’s Team must be in age mix between 24-40
age Consultants, which are more energetic for
efficient work, normally.
2. Manager hire Consultants from every profession,
specially Religious Education or fresh Consultant or
Employ of the same industry are very effective.
3. Fresh Consultants are very easy to mold, as per
requirement of Organization, towards the Consultant
daily activities routine.
4. Hire different Organizational Employee to cover
corporate business selling.
5. Hire reputable family person, who get all family
references and cash them for business.

20. Manager Can Develop Their Desire Team as:
6. Manager must focus on making Introducer to their
individual Consultant, which makes lower chances of non
producer in a month.
7. Manager must conduct regular training sessions and
coaching session for the development of Consultants.
8. Manager must focus on the Consultant Promotions for
motivation of Consultants.
9. Daily one to one, sittings and counseling for the
development of Consultant.
10.Al-least one sitting at out side place for sharing views of
Consultants and guidance.
11.Regularly Appreciation Sessions are very important.
12.Regularly Motivational Programs lounging for Consultant
to make them motivated for work.

21. Training & Coaching (3rd Role of a Manager)
1. Training and Coaching is a very sensitive and vital
role of a Manager.
2. If Manager able to conduct Training Sessions, can
able to develop Smart and Core Consultants.
3. Regular Training and Coaching Sessions are very
important and regular activity of a Manager.
4. If Manager is unable to conduct such session, than
development process close to zero.
5. If Manager is unable to display a Role Play of Sales
Interview, the prime and required results will be
not possible.

22. What is Training in Takaful Industry?
Immediately after selection of Consultants, Pre-
Course Training (at Branch level) or Foundation
Training Course (at Head Office level) are
Considered as TRAINING
Training Program includes:
1. Introduction and Concept of Takaful.
2. Company Introduction.
3. Sale Distribution Cycle.
4. How to sale takaful product? Factfind Methods.
5. Daily Consultant routine activities

23. What is Coaching in Takaful Industry?
During daily Counseling Process with
Consultants, Manager identified, about the lack
of skills by Consultants. That should be plan a
training session called COACHING
Coaching Program includes:
1. Introduction of Sales Interviews.
2. Introduction of Takaful and Company.
3. Not following any Sale Distribution Step.
4. Weak in Factfind Methods.
5. Low activities
6. Weak in Closing Attempt. (Must have to kill Ego)

24. Recording of Daily Activities
(4th Role of a Manager)
If a Manager is not Recording the
Activities of Consultants and the Unit,
than he is unable to provide the exact
picture of their Unit like, Daily, Weekly,
Monthly and Quarterly: Appointments,
Qualified Visits, No. of Solution Design,
No. of Closing Attempts, How much
submitted TODAY, in this week and in this
crucial MONTH.

25. Most Important Role for a Manager
Manager Must do:
1. Recording of daily Consultants Activity like:
a) Daily Referrals.
b) Daily Appointment made.
c) Daily Appointment attended.
d) Daily No. of Qualified Appointment
e) Daily No. of Fact Find/Painting the Picture.
f) Daily No. of Solution Submission.
g) Daily No. of Closing Attempts.
2. These records will help the Manager to get the
exact picture of Consultant daily, weekly and
monthly performance.

26. Most Important Role for a Manager
Manager Must do:
3. Performance records of each and every Consultant
makes easy for Managers to conduct Counseling
sessions.
4. Daily records is the mirror of all the Consultants
performance, which also identified that in which
area, where Consultant required Coaching.
5. And Finally, these records will also very helpful for
the Manager to change the direction of work and
action to achieve the desire goals and objectives on
weekly, monthly and Quarterly basis.

27. Symptoms of Successful Manager
1. Successful Manager must follow the manger’s daily
routine of activities and roles.
2. Manager distributes their daily time to cover all
the six roles of a Manager.
3. Manager must conduct Morning Sessions, Coaching
session, Daily Activity Recording, at-least 2
Interviews, 2 Counseling Sessions with Team
Consultants & Personal Selling if required.
4. Manager always ready to provide each and every
Consultant’s performance sheet and the Unit
performance, personally.
5. Manager must produced results, to achieve their
validation and promotion targets

28. Counseling (5th Role of a Manager)
Without Counseling Process, Manager is
Unable prepare the new action plan to
Improve performance.
Manager must do:
1. Conducting counseling session on daily basis
at least 2 per day.
2. Through counseling, Manager identified
weaknesses of a Consultant.
3. Preparing Coaching session as per weakness
indentified

29. Why Counseling is important?
1. Counseling will help, Manager to prepare Plan B,
for the remaining days of the months.
2. Through Counseling, a Manager knows very well
about the Weaknesses and Strength of the
Consultants and the team.
3. Counseling gives Manager, a direction towards
the preparation of Coaching Session which work
directly on Weaknesses of a Consultant.
4. Counseling is that much important, that effect
directly on performance and results.

30. Business Production (6th Role of a Manager)
Business Production plays a vital role in
Developing Consultants and Managers Careers
Managers Development Process
1. Managerial Career develops through Business
Production figures.
2. By following every role of a Manager, one can
develop their career by Business figures.
3. These Business figures can achieve through
Planning, Recruitment, Training, Activity
Recording ,Counseling and strongly execution
of these managerial six roles.

31. Business Production (6th Role of a Manager)
Managers Development Process - Continue
4. Manager can never consistent in Business
Production without following any of the
Managerial Role.
5. To understand and follow all six roles of a
Manager, they develop their career, as much as
they expand their develop consultant strength
and setups.
6. A Takaful Manager can easily reach to the
position of BM or SBM within a span of 2 years,
by strictly following these Managerial Roles

32. Managerial Comforts
Normally, Managers do not follow the
planning process, they also do not preparing
their monthly, quarterly and yearly
Recruitment Plan for the development of
their career in this Industry.
Another managerial comfort is not working
on Activity Plan and Training & Coaching Plan
as per their Business targets

33. Managerial Comforts
The worst managerial comfort is that they
are committing targets to their Senior Managers
but they do not act their role as per
given business figures to the Management.
This is one of the managerial comfort, they
do recruitment as per plan but they are
fail in producing results with higher
number of Sales Team.

34. Managerial Comforts
The another very complicated comfort of a
Manager is that he feels, I know everything.
Even though their Unit is not producing
Consistently. That is Negative Elution.
Managers are not emphasizing, their staff
for training and coaching. Even though every
Training will improves the skills of a Consultant,
Which creates very productive results.

35. As a Manager why I am fail in
Business Production
1. Because failure in Recruiting sales staff.
2. Because there is no Training/Coaching sessions
conducting in a month.
3. Because there is no Counseling Procedures and
Session Conducting in a month.
4. Because even though, Manager is aware about
the Weaknesses of their sales staff.
5. Manager is always love sit in comfort zone and
internally convince himself, I will do it.

36. Routine of Successful Manager
1. Manager must follow the Time Management aspect.
2. Manager must prepared himself before conducting
Morning meetings.
3. Manager must record their all Consultants daily
Referrals, Appointment Made, Appointment
Attended, No. of Qualified Meetings, No. of Solution
designing, No. of Closing Attempts and Submissions.
4. Manager must do their Consultant to follow:
2 Fresh Meeting daily.
2 Follow-up Meeting daily.
1 Solution Designing Presentation daily.
1 Closing Attempt daily

37. Routine of Successful Manager
5. Manager must focus their weekly and monthly
target at least to keep their eyes very sharp towards
achievement of targets.
6. Manager must do at least 2 Selection Interviews per
day to cover up their Recruitment Plan.
7. Manager must be very conscious while selection of a
Consultant for the team.
8. Manager must conducting pre course training
sessions, to develop their new sales staff.
9. Manager must conducting at least 2 Counseling
Session per day, to identify the Weaknesses of a
Consultants.

38. Routine of Successful Manager
10. Manager must conducting Coaching Session for the
Consultants to improve their selling skills.
11. Manager must develop potential managers to
expand their team in all directions.
12. Manager should spend some time on regularize the
new techniques of Referral and Customer Approach,
within the team
13. Manager must be initiator, in all aspects of team
development.
14. Manager must delegate authorities to their potential
managers and develop the same skills what he
possess.

39. What is the
Success Formula

40. Success Formula
1. Must reach office by 8:45 am.
2. Take 5 minutes to read TO DO LIST OF TODAYS ACTIVITY.
3. Attend Manager’s Meeting 9:15 – 9:30 am.
4. Conducting Morning Session at 9:30 – 9:50am.
5. Start One-to-One Daily Monitoring of Activities 10:00-
10:30am.
6. Sales Team disbursed from office by 11:00am
7. Conducting two recruitment interviews 11:15-12:00 noon.
8. Leaving office for personal selling by 12:00 noon.
9. Back in office by 2:30pm.
10. Conducting 2 Counseling Sessions daily.
11. Preparing daily, weekly and monthly activity reports.
12. Preparing Coaching Sessions for Consultants.

41. Manager
Must
Appreciate
the Good
Work

42. Success Formula
13. Conducting these Coaching Sessions for Consultants.
14. Conducting at least 1 Training Session and 1 Refresher Session
per month.
15. Manager must very agile in Submission and must have
knowledge about the Issuance of Submitted Proposals.
16. Manager must focus their activities, as per weekly, monthly
and Quarterly Recruitment, Training, Activity and Business
Plans.
17. The most important part is Manager must appreciate the
good performance of Consultants.
18. Manager must be Career focus for their Consultants as well as
for himself.

43. Thanks for the
Co-operation