Back to BasicsBack to Basics

Evolving from ourselvesEvolving from ourselves

Who do we attract ?Who do we attract ? Lower / Middle / Higher class of peopleLower / Middle / Higher class of people

Why people get attracted to Insurance ?Why people get attracted to Insurance ? Financial wantsFinancial wants Social wantsSocial wants Inspirational wantsInspirational wants Spare timeSpare time

How simple is our Message ?How simple is our Message ?

People join because it is funPeople join because it is fun

People do not calculate exact income and joinPeople do not calculate exact income and join

People join emotionally but not logicallyPeople join emotionally but not logically

How easy is the career/business to understand ?How easy is the career/business to understand ?

How believable is it ? How believable is it ?

How do we treat people ?How do we treat people ?

Amateur business run in an amateur way by amateur peopleAmateur business run in an amateur way by amateur people

Why do people become unproductive?Why do people become unproductive?

Because uninspiredBecause uninspired

Because not lead properlyBecause not lead properly

Not because unmotivatedNot because unmotivated

Because not trainedBecause not trained

Negativity from prospects / friendsNegativity from prospects / friends

Why do people stay?Why do people stay?

Belief in the organizationBelief in the organization

Belief in the leadershipBelief in the leadership

Recognition – Feel good factorRecognition – Feel good factor

Growth – their business is growingGrowth – their business is growing

Money – saw the moneyMoney – saw the money

How is customer base built?How is customer base built?

By the Advisor but not by the Co., By the Advisor but not by the Co.,

By just gut feel but not by training / public speakingBy just gut feel but not by training / public speaking

Emotional but not logicalEmotional but not logical

Multiplicity duplicating multiplicityMultiplicity duplicating multiplicity

Customer base builds customer baseCustomer base builds customer base

We can only inspire themWe can only inspire them

They can motivate themselvesThey can motivate themselves

Who are the most successfulWho are the most successful

Those with real life experienceThose with real life experience

Those who apply themselves and achieve good resultsThose who apply themselves and achieve good results

Those with high energyThose with high energy

Those with enthusiasmThose with enthusiasm

Those with activityThose with activity

Those with natural abilityThose with natural ability

How can we inspire them ?How can we inspire them ? RecognitionRecognition

Field involvementField involvement

ConferencesConferences

ToolsTools

StructureStructure

LeadershipLeadership

AdvertisingAdvertising

CreativityCreativity

EnthusiasmEnthusiasm

What is our Objective?What is our Objective? Have more activity within our customer baseHave more activity within our customer base

Assist them in building their customer baseAssist them in building their customer base

Retain them in our customer baseRetain them in our customer base

Ensure ActivityEnsure Activity ConsistentlyConsistently ConstructivelyConstructively Cost EffectivelyCost Effectively

All of the aboveAll of the above

78% of advisors do nothing78% of advisors do nothing 22% do something22% do something 79% join only as part time/ onlookers79% join only as part time/ onlookers People join for side income and is rs.1000/-People join for side income and is rs.1000/- Avg life of a advisor to start is 11 weeksAvg life of a advisor to start is 11 weeks Greater the no. of people who do nothing - Greater the no. of people who do nothing -

Greater the no. of people who do somethingGreater the no. of people who do something Diamonds come from Coal DustDiamonds come from Coal Dust

Insurance business is based on belief and excitementInsurance business is based on belief and excitement

The minute excitement goes, business fades and diesThe minute excitement goes, business fades and dies

Consultants sell policies ‘cause we told them to sellConsultants sell policies ‘cause we told them to sell Are we chasing Wealth or Status Are we chasing Wealth or Status Are we trying to create lives or build our own empiresAre we trying to create lives or build our own empires

Worry about the ones that stay but not the ones that leaveWorry about the ones that stay but not the ones that leave

Competition is not any Company but the people who are Advisors of Competition is not any Company but the people who are Advisors of other Co.,sother Co.,s

Resources are not Money/Budgets/Advertisements/Schemes but Resources are not Money/Budgets/Advertisements/Schemes but AdvisorsAdvisors

It is not SMP but your belief would make or break your businessIt is not SMP but your belief would make or break your business

Ten Classic Implementation PitfallsTen Classic Implementation Pitfalls

Weak Screening & Recruitment

Underestimate the Time, Amount and Duration

Ineffective Team Work

Lack of Widespread Involvement

Unclear Goals and Expectations

Ten Classic Implementation PitfallsTen 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

If you sow sparingly, you reap If you sow sparingly, you reap sparingly. If you generously, you sparingly. If you generously, you reap generouslyreap generously

- Corinthians- Corinthians