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21 Success Principles

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TRILOK PATTNAIK
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16 views53 pages

21 Success Principles

Uploaded by

TRILOK PATTNAIK
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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What is Principle

• It is the basic idea or rule that explains or controls


how something happen or work

• A moral rule or standard of good behavior or fair


dealing for SUCCESS

• A compressive fundamental Rules For Success


Some Examples to Understand

• She don't have any principle


• He is a man of Principle
• Anyway I can’t deceive (mislead) him , it is against
my principle
• I never gamble as a matter of my principle
• Principal / principle ( Most Important )
Running fast is not
Important

97 % IS RUNNING
Running fast in Right Direction is
Important

STAR HEALTH AGENCY


21 Success Principles

Sales
Managers
SUCCESS
Principle
Rule No 1
Develop the Professional Recruitment
Mind-Set (1)
• Which means decide that you will not allow
people to take you casually.

• If you produce result you are paid

• If you don’t produce results you don’t get any


payment
SUCCESS
Principle
Rule No 2
Giving Agency and Selling agency (2)

• Most of the insurance companies are not trained


about selling agency.

• Most of sales managers don’t even try to perform


any recruitment activity for more than 330 days in
365 days in a year.

• Because they don’t know how to do this.


SUCCESS
Principle
Rule No 3
Who is a Right agent (3)

• Insurance agency is not for jobless people

• Insurance agency is not for unsuccessful people

• Insurance agency is not for less qualified people

• Right agent is Heaven & wrong agent is Hell


SUCCESS
Principle
Rule No 4
Kinds of Approach (4)
• Reject-able approach

• Receivable approach

• Referable approach
SUCCESS
Principle
Rule No 5
The Interview (5)
• Remember the first purpose of the interview is to
find out whether the person is right candidate for
your opportunity or not

• Would he be worth investing all your time, money


& efforts ?

• It is your responsibility to insure that you are


worth his time
SUCCESS
Principle
Rule No 6
Understand the Different Between
Business & Insurance Agency (6)
In Business
• Invest money
• Invest time
• Invest efforts
• Manpower
• Expertise
• Advertising
• Tax compliance
• distribution
Understand the different business &
insurance agency (6)

In Agency
 Willing to learn and
 Invest time and sell
SUCCESS
Principle
Rule No 7
Recruitment Starts after Recruitment (7)
• What you do after to recruitment influences your
recruitment
• How well you nurture your agent
• How well you develop your agent
• How well you manage your agent
• How well you support your agent
• How well you train your agent
• Determines how successful your future
recruitment would become
SUCCESS
Principle
Rule No 8
Part timer & Full Timer (8)

• To offer any one part time agency

• Therefore every one starts as a part time attitude

• It becomes difficult later to convert them from part


time mind-set to full time mind-set.
SUCCESS
Principle
Rule No 9
Creating Right Agency (9)

 No one ever wants to do an inferior job

 Normal agent

 Club agent
SUCCESS
Principle
Rule No 10
Proposing Agency in right way (10)

Five Trap
 Two minute brief trap
 Mai hoon na ( Don’t worry, I will take care)
 Avoiding daily education lifeline trap
 Employee mind set trap
 I know everything trap
SUCCESS
Principle
Rule No 11
Introduction Your Company (11)
• Must have one demo copy company profile
• Minimum you take 15 minutes to understudy in
which company we belongs to
• What was our last year business
• How many office we have in India
• How many employ we have
• What is our position in PAN India
SUCCESS
Principle
Rule No 12
Continuous Recruitment (12)

• Call Them
• Wright them
• Send a mail
• Send on whatsapp
• Wright on facebook account
• Write on their twitter account
• fix an appointment for interview
SUCCESS
Principle
Rule No 13
Information documents with visuals (13)

 List down different benefits of your company


 Club membership offers
 Extra benefits by your company
 Learn about different criteria’s
 Information about certificate process
SUCCESS
Principle
Rule No 14
The follow up letter (14)

 Follow up letter starts immediately complete


the interview.
 A physical copy of the follow letter on your
letter head on his/her postal address within
24 hours.
 Also send one email preferably between 8pm
to 10 pm next day.
 By then he would already received the
SUCCESS
Principle
Rule No 15
BASIC BUSINESS TRAINING (15)

 Where the new agent should learn all the basics of


getting business.

 Ideally it should be a 5 days training program

 You would teach them everything about selling


health insurance
BASIC BUSINESS TRAINING TOPICS (15)
• Fundamental health insurance
• Plans over view
• Inclusions and exclusions
• Fixing appointment over telephone
• Asking right kind of question
• Objection handling
• Objection prevention
• Closing technique
• Prospects base creation
SUCCESS
Principle
Rule No 16
JOINT CALL (16)

 It is a special subject
 Some sales manager should go for joint call
 Some feel it is not there job
PURPOSE OF JOINT CALL (16)

• Is to coach him
• To nurture him
• To guide him
• To teach him
• And to observe him
SUCCESS
Principle
Rule No 17
BUSINESS TOOL KIT (17)
• Tell the new agent when you join a school or
college you purchase all academic text and note
books for your education for the whole year
• This exactly like that. You are about to start a new
journey and these martial are going to require for
whole year.
• The cost of kit must be borne by agent or you give
them option for buying all with installment basic
A BUSINESS TOOL KIT CONSIST OF (17)
• Material of establishing credibility of company
• Material and clarity on prospecting
• Material on concept presentation
• Material on selling and servicing
• Material on objection handling
• Telephone appointment scripts
• Sales support literature, calculator
• Height weight chart
• Questionnaire for selling health insurance
SUCCESS
Principle
Rule No 18
INTIAL GOAL SETTING (18)
• Tell them that you would take charge of managing
their professional and financial goals.

• Give them examples and encourage them to write


goals.

• Advise them write goals and come to you for final


approval cum discussion.
SUCCESS
Principle
Rule No 19
THREE YEAR’S PLANNING (19)

• You have a three planning for every agent

• You should be very clear about what you


want your agent to become in three year

• You should make him to reach a level of


doing 555 everyday in this three year time
SUCCESS
Principle
Rule No 20
TRAINING SCHEDULE FOR ONE YEAR (20)
• Create a training calendar and give the new agent

• It has the designed intelligently by keeping agents


interest levels

• There are many subjects the agent needs to learn


SUCCESS
Principle
Rule No 20
TEACH THEM PROSPECTS BASE CREATION
(21)
• Each of your agent is potentially and worthy
• But their worthy is zero without prospects

• You are their Mentor


• You are their Couch
• You are their guide
• You are their teacher
• You are their GURU
YOU ARE THE THIRD EYE OPENER OF
YOUR AGENTS
NEXT CLASS
COMING SUNDAY
THIS TIME
Topic

Selling Agency

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