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1. RETENTION & RECRUITMENT

2. RECRUITMENT
&
RETENTION

3. Why
Recruitment?

4. The making of
A Team

6. •Strategy of Sh Harish Gupta
?????

7. Recruitment
The process of attracting individuals on a timely basis, in sufficient
numbers, and with appropriate qualifications and encouraging them to
apply for jobs with an organization
Definition
Identifying, sourcing and
recruiting people for an
opportunity.

8. WHO AM I ?
Advisor,
Leader,
Coach,
Trainer,
Motivator,
Guide,
Friend.

9. AGENCY SIZE & AGENCY ORGANISATION
• FULL TIME
• PART TIME BUT REGULAR
• PART TIME AND SEASONAL
• OCCASIONAL

10. • GEOGRAPHICAL DATA OF AREA
• SOURCE DISTRICT CENSUS HANDBOOK
• INDUSTRIES OF THAT AREA
• EARNING PATTERN
• LIVING STANDARD
• OTHER PRIVATE INSURERS IN THAT AREA

11. •TYPES OF SELLING
•EMOTIONAL SELLING
•FORCE SELLING
•NEED BASE SELLING

12. New recruit !
What does he look for …
What is in it for him

13. 13
Young & the Old
• What they look for …
• Company Reputation
• Range of opportunities available
• Training facilities

15. PROSPECT REGISTER
• COLUMNS REFERAL/NATURAL/COLD MARKET
• CONTACT METHOD TELEPHONE/EMAIL/PERSONAL MEETING
• APPROACH TIME
• APPROACHES RESULTS YES/NO/POSTPONE

16. •QUESTIONS TO BE ASKED:
• GENERAL BACKGROUND QNS
• MOTIVATIONAL QNS
• CAPABILITY QNS

17. Do Not Recruit 12 cases agents.
But
Recruit MDRT agents.
As you sow.
So shall you reap.

18. Qualities Of Prospecting
Agents

19. 19
Qualities Of Prospecting Agents
Open to New Ideas
Good Listener
Energetic
Commitment to time
Financial Need/ Family Commitment

20. 20
Qualities Of Prospecting Agents
IDEAL AGE FOR PROSPECTING AGENT ?
MARRIED & HAVE DEPENDANTS
BELONGS TO MIDDLE CLASS
RESIDENT OF SAME LOCALITY SINCE > 2 YEARS

21. 21
Qualities Of Prospecting Agents
Range of Contacts and Social Mobility
Have Some Sales Experience
Education Level ?
Deal with People
Materialistic Dream of future Purchase

22. 22
Qualities Of Prospecting Agents
Wants Recognition
Curiosity
Prospecting Agents working Area profile

23. PROSPECTIVE
AGENTS SOURCE ?

25. PROSPECTIVE AGENTS
•Small Business Men [Provisional Store]
•Retired Ex-Servicemen
•Retired Employee of State and Central
Govt.
•Private School Teacher/Tutor

26. 26
PROSPECTIVE AGENTS
NSC/POSTAL/ GIC AGENTS
POLICYHOLDER/NOMINEE FAMILY
DIRECT SALES AGENT/BROKERS
OWNER OF CAR GARRAGE
MEMBER OF MILK SOCITIES

27. 8/1/2023 27
PROSPECTIVE AGENTS
•Tax consultant
•Gram Pardhan
•Beauticians
•Educated Housewives

28. 8/1/2023 28
PROSPECTIVE AGENTS
Cafeteria Holder
Cable Operator
Community Leaders
Member of Social Clubs

29. PROSPECTIVE AGENTS
•Shoping Mall Employees
•Retrenched Employee of Auto Industry
•Telemarketing Employees
•Sell the career to Medical Representative

30. 30
PROSPECTIVE AGENTS
Sell the Career to Private
Job Workers[Water Boy]
Event Managers
Receptionist Of Reputed Doctor

31. Training
Learning
Training
Mentorship
Coaching

32. Training
Presentation Skills
Joint Calls
Information Sharing
Role Play

33. Training
Early commission would develop
his trust
Offer flexible work option very
strongly
Live the Company Brand

34. Training
Working of different Department of
Branch Office.
Build Team.
Acceptance of Failure.

35. Cause of Termination
•Not Proper Selection
•Not understanding the agency Profession.
Give false picture.
•Offer help at every stage, for every thing
•Attention not given to week agents

36. Cause of Termination
•Lack of continue training
•Emotional Selling/Logical Selling
•Millennial Experience
•Rebate
•Have no Self Displine

37. Reinstatement
•Who can be reinstated ?
• Agent Whose agency has been
terminated for failure to bring M.B.G to
be secured by agent.
• Care should be taken for vigilance
enquiry, disciplinary action, early claim

38. Reinstatement
• Reinstatement can be done on Four occasions [Maximum] from date of
appointment, till the Agent becomes eligible for Renewal Commission.
• Once an agent become eligible for Renewal Commission, he/She can
be reinstated any number of times provided the reinstatement is done
within 24 months from the date of termination.

39. Reinstatement Agent is not ERC
•
No of occasions of Reinstatement Competent Authority
1st Occasion of Reinstatement is within 12 months
from the date of termination.
Branch Manager
1st Occasion of Reinstatement is beyond 12 months but
within 24 months from the date of termination
Marketing Manger
2nd Occasion of Rein is within 12 months from term or
beyond 12 months but within 24 months from date of
termination.
Marketing Manager

40. Reinstatement Agent is not ERC
• No of occasions of Reinstatement Competent Authority
• 3
rd
and 4
th
occasion of Rein is Sr.D.M In charge
• within 12 months from date of
• term or >12 and < 24 months
• from date of termination
• Any occasion of Reinstatement Sr.D.M In charge
• being considered within 24
• months from date of term which
• makes the agency for ERC
• .

41. Reinstatement Where Agent is ERC
•
No of occasions of
Reinstatement
Competent Authority
1st Occasion of Reinstatement is within 24
months from the date of termination.
Branch Manager
2nd and subsequent Occasion of
Reinstatement within 24 months from the
date of termination
Marketing Manger

42. THANKS