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INSURANCE: It is nothing but the risk cover in part of monitory to your family if any uncertainty happens. KINDS OF INSURANCE:1.

LIFE INSURANCE 2. NON-LIFE INSURANCE LIFE ASSURED:The person whose life is assured by the company. POLICY:The policy is an agreement or a document, which consists of the contract between the life assured and the company. SUM ASSURED:It is the amount, which is assured to the family in case life assured. TERM:It is the period for which the company takes the risk of life. AGE:It is the age of life assured at the time of buying a policy. PREMIUM:It is the contribution paid by the assured for the sum assured. It also depends on age & gender.

DEATH BENEFIT:It is a benefit paid if the life assured died during the term. MATURITY BENEFIT:The life assured services the benefit is paid on the cover term. SURVIVAL BENEFIT:It is the benefit one gets on survival. TERM PLAN:In this there are no maturity benefits but there is only death benefit. So person can buy high sum assured at every low premium. ENDOWNMENT PLAN:It this we give both death benefit and maturity benefit. Most popular of Life Insurance. ANTICIPATED ENDOWNMENT PLAN:In this, it is an endowment plan where the additional feature is extended life cover, where the life assured gets a 5 years extension where half of the death benefit is given in case of the death of the life assured, no premium has to be paid. RIDDERS:These are the extra benefits which are optional and which can be opt by paying extra premium. 1. CRITICAL ILLNESS BENEFIT RIDDER [C.I.B.R.] 2. MAJOR SURGICAL ASSISTANCE RIDDER [M.S.A.R.] 3. ACCIDENTAL N DISABILITY RIDDER [A.D.B.R.] 4. ACCIDENT BENEFIT RIDDER [A.B.R.] 5. WAVER OF PREMIUM [W.O.P.]

6. INCOME BENEFIT RIDDER [I.B.R.]

TERMINOLOGY

1. UNIQUE PROSPECTIVE [UPS]: - Every person walking in here is called as clients. Every client is unique with different likes N dislikes, family backgrounds N family status. But one thing is common that all are prospective buyers called as Ups. 2. TAKE OVER MANAGER: - Whenever your Ups comes with queries over any objection you have to call your T.O. Manager so he will takeover your table and handle back to you table after queries are solved so call the T.O. Manager till maximum times. 3. WAVE: walking on. 4. TOUR: tour. 5. BUZZ: - The noise created in the venue during the wave. Always remember higher the noise the more the sales. 6. PITCH: Pitch is the script given to the sales consultant. The consultant Tour is the presentation it consists of information about the The Time at which the presentation starts and the people start

company, its various activities and plans, and you are acting as guide in that

uses the pitch everyday to get sale. 7. CANNED PITCH: Builds confidence and shows professionalism.

8. PITCH MATERIAL: -The printed material used during the presentation. 9. 10. PITCH ROOM: KISS: The section of the office where the presentation is given.

It stands for keep it simple and stupid.

TOOLS OF THE TRADE


1.TRIALCLOSE:A Trial close is a statement converted into a question. It is nothing but a verbal thermometer to check whether the Ups are listening us or not (After putting trial close we have to wait for response because the person who speaks Ist he is a looser.) There are three types of trial close a. Open ended trial close to get a normal answer b. Close ended trial close to get a right answer c. Negative ended trial close to get a positive answer 2. THIRD PARTY STORY [T.P.S.]: It is very big tool n important one.

The ingredients of T.P.S. are {name, reason, place and time and trial close.} It is given to make realize the clients indirectly. Use more no. of T.P.S. {More no. of T.P.S. is directly proportional to volume of deal.} contains the facts, the benefits, the real advantage, the trial close. The ingredients of a F.B.S. are: A) B) C) Name. Place.. Time It

D) E)

Reason. Trial Close.. Its contains the facts, the benefit, the

3. FACT BENEFITS SELLING [F.B.S.]: -

real advantage and trial close. So What Syndrome. The ingredients of a T.P.S. are: A) B) C) D) 4. GRABBERS of Ups. 5. TAKE AWAY: exclusivity. 6. CONTROL: It is the most important thing for getting a sale. Always It is always followed by a grabber and is used to create The Fact is The Benefit is The Real Benefit is Trial Close It is used to create curiosity in the mind

remember this is YOUR office. You are the king here. 7. ENTHUSIASUM: 8. SIZZLE: Be like soda bottles remember.

Create a desire by making them understand their mood. You

should always have a relaxed body language. 9. BODY LANGUAGE: - Actions speak louder than words. Understand their mood. You should always have a relaxed body language. 10. THINKING ON THE FEET: Always follow your canned pitch but applying

the art is your skill. Use your brains. 11. FAMILY: Wife and children are your best tools. Utilize their emotional

bonds. After all who doesnt love their family? 12. YOU: - You are the most important person and 80% in the sale.

BUYERS ARE LIARS AND NON

BUYERS ARE BIGGER LIARS.

A TO Z PRESENTATION
1. MEET & GREET 2. SEATING ARRANGEMENT 3. WARM UP 4. COMPANY CREDIBILTY 5. BRIDGE IN TO CLIENT PROFILE 6. CLIENT PROFILE
7. BRIDGE OUT OF CLIENT PROFILE

8. RULES OF THE GAME 9. PENCIL PITCH

10. MARKETING POLICY


11.

CHALK BOARD PITCH CORPORATE SERVICE PACKAGE ISOLATES AND COMMITMENT HANDOVER DEAL {TRUST EXCLUSIVITY YOU COMPANY PLANS DESIRE URGENCY}

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13.

14.

15.

CORPORATE

1. MEET AND GREET: - Good Morning, Mr. & Mrs. .., I represent India Info Line Ltd., Today, I shall be taking care of you as this evening, so please come with me.

2. SEATING ARRANGEMENT: -

YOU

KIDS

OTHERS

UPS

3. WARM UP: - Warm up is done to make the client comfortable. It helps to create a friendly environment and helps break the eye between you the ups. You can ask them information about their FAMILY, OCCUPATION and RECREATION AND MOTIVATION. You have to share information with them so that the warm-up doesnt sound like interrogation. Cracking jokes, giving compliments, sharing secrets are few of the things which make you, create trust between you and the ups. Warm-up should last as long as it takes. a. To make him feel at ease b. Once you feel that he is at ease you can now start to build rapport with him c. Use F.O.R.M. d. Try to come on a common ground with him (Something that is common between both of you) e. Go on to build trust (Try doing it by sharing a secret) f. Make them feel good about themselves, when they feel good about themselves they will feel good g. LAUGHTER: - Laughter is the best tranquilizer. It is the best way to relax people. When you make people laugh you can take them do things they normally wouldnt do things they normally wouldnt do. Learn 10 good jokes. h. COMPLIMENTS: - Join the smile and compliment club. Smile a lot. Observe them and give them genuine compliments. When you give them a compliment they would know if it is genuine or not and they would thank you for it and they would feel obliged to listen to you with an open mind.

4. COMPANY CREDIBILTY: - Let me tell you are something about my company. The name of my company is India Info Line Insurance Services Ltd. Founded in 1995 which is an I.R.D.A. [Insurance Regulatory Development Authority] approved insurance broker and we are the part of India Info Line

Group. Our group was formed by our Chairman Mr. Nirmal Jain in the year 1995 and since then we have been leaders in the field of Financial Advisory Services. We have been instructed by Mr. Nirmal Jain to treat the money of our clients as money of our retired parents and whatever advice we give to them should be of the same standards as we would give to our closest of family members. Our mission is to help you protect and grow your wealth and to secure you and families future. We offer products of like Life Insurance, General Insurance, Bonds, Mutual Funds, Pension Schemes, F.D.s, I.P.O.s, Home Loans & Post Office schemes which will help you achieve your lifes financial goals all under one roof. One role is really to understand yours needs, provide an unbiased advice and prompt services to fulfill those financial needs. Our commitment is to guide you towards a better future for yourself and your family. Our well trained professional team of expert searches the market to find the best investment for you and you can be doubly sure that the advice we give to you. The company has a network of 1250 business locations (Branches and sub-brokers) spread across 500 cities and towns. We have more than 12 Lake Customers. We offer E-broking (buying and selling of shares) services through some of the investors points & online through some of the investors points & online through some of the investors points & online through www.5paisa.com We are the members of both NSE & BSE of India. Our internationally acclaimed website is www.indiainfoline.com which was chosen by the famous Forbes magazines as the Asias best website under investment category. The single focus of our organization is to be the most useful, reliable and efficient provider of financial services. It is our continuous Endeavour to be a trustworthy advisor to our clients, helping them achieves their financial goals. Do you have any questions about the company?

So Mr. & Mrs..how impartment is it for a deal with a reputed organization with a long history fulfilling customers need? 5. BRIDGE INTO CLIENT PROFILE: Mr. & Mrs.., every

person would like to secure the future of themselves and their family. Today I am going to show you can secure your familys future in a better way. But this system is not meant for everyone. It is meant for only those people who give importance to the security of their familys future. So before I start with the system I would like to discuss with you a few things which would help us give you a better solution to plan your familys future. All this information will be completely confidential.

6. CLIENT PROFILE: interrogation.

Do a mini Warm-up. Try not a make it sound like an

7. BRIDGE OUT OF CLIENT PROFILE: -

Thank you for patiently answering

these questions. Looking at your profile we definitely have plans to minimize the risk in achieving your goals that you have just mentioned. My Sales manager would be the best person to help us achieve this goal. We an insurance specialist and an exclusive license of I.R.D.A. He would go through your profile and suggest solutions that would be personalized for you so let me invite him over here.

8. RULES OF THE GAME: -

Rules of the Game / Pre-marketing Mr. & Mrs.

, now I shall be explaining the two plan of insurance and also show how you can secure your family. If you like any of these plans we will discuss the premium. If the premium suits your budget you can insure yourself or else we shall call it a day. I shall hand you over the accident policy that was promised to you on the phone. Is that fair enough? Mr. & Mrs., at the end of this presentation. I shall ask you what you have understood the plans we have discussed tonight. What

do you think that this plan is worth while for your familys future? Whatever the premium suits your budget. If the answer on all this questioning is yes. I shall ask you to insure your family with us today itself.

9. PENCIL PITCH: -

Mr. & Mrs., let me show you how you

can secure your future today. Each individual has his or her own planning to achieve these goals. We have done a survey of the public in general and have found that these ways of financial planning can be broadly classified in three distinct models. The first model is where people spend from whatever income they get and save the remaining amount. The second model is where the people set aside a certain amount from their income and save it. They manage their regular expenses from the remaining amount. The third model is where the people save a certain amount from their income. And invest that saved amount. In the first model the people are not assured of any savings since the expenses would be increasing and the might not increase at the same rate. That is the reason people might find it difficult to save money. Wouldnt you agree with me Mr. Customer? This kind of financial planning would end up in financial failure. Isnt it? In the second model, compulsory saving does take place. This makes it a better model. But would this take care of sudden unexpected expense coming up / (wait for response) also, would this way increase the value of savings? This means the value of savings would decrease due to inflation isnt it? This would lead to financial dependency. Isnt it? In the third model, due to investment the value of savings will increase and it would take care of inflation. So it looks the best option and would give financial independence to the family. Wouldnt it? Which way of financial planning would you like to follow Mr. Customer? (Come back to the X-Y sheet of pry presenter) Mr. Customer in this journey from X to Y do you see any obstacles coming in the path of achieving these goals? (Wait for response, write down the obstacles that he mentions.) Well, Mr. Customer, We have done a survey of general public and have asked the same question. According to this survey of general public and have asked the same question. According to this survey we have listed down the general goals that people set for them and the obstacles that they think would come in

their path. (Go on to he next slide LIFE STYLE CHANGES) So, as you see from this picture any person would be going through these lifestyle changes. Isnt it? (Go to next Slide, MY ROLE) Mr. and Mrs. Customer what can you see in this picture? (Wait for Response). This picture is of a happy family where the earning member has reached the retirement age. Wouldnt you like to have a similar happy picture of your family when you reach the retirement age? Our role is to help you in this by smoothing out the changes in the lifestyle of a family. We dont criminate the risks that you and your family might get exposed to, but we minimize the damage. How do we do it? We have certain areas of specialization, which I shall now discuss with you. (Go to the next slide AREAS OF SPECIALIZATION) Mr. Customer this is the picture of your family. Isnt it? I am sure that you would like to keep them happy throughouti. Isnt it? (Refer to the house). What do you see here Mr. Customer? You are right this is a house. The wealth creation is its foundation. Untimely death of the breadwinner or living too long can make he pillars of this house weak. The Education and marriage of children forms the roof and the whole family might get disturbed emotionally and financially if the and the whole family might get disturbed emotionally and financially if the breadwinner becomes permanently disabled or critically ill. Let us discuss these possibilities and my companys role in it. (Go to the next slide PREMATURE DEATH) {Discuss the next five slides with them using T.P.S when ever appropriate. Stress on those points, which he had mentioned as the obstacles in the X-Y ROLE.} {Come to the slide PRIORITIES} Mr. and Mrs. Customer of these obstacles that we have discussed till now, if you were to give an order to them from 1 to 5 how would you rank them? (Give them the slide to rank) {Come back to the pencil pitch} Mr. Customer if you would have a look at these panning models, they are totally dependent upon the income i.e. the incomeearning member. If the breadwinner were to be affected by one of these calamities

that we discussed, the income would stop. In these circumstances do you think any of these ways that we have discussed, can give the protection to the family? If there were a way, which could not only prove as an effective way of achieving your goals, but could also provide your family the necessary protection in case of the unforeseen situations, wouldnt you like to have a look at it? {End of the First part of the pencil pitch} This way is none but Life Insurance. It is brought to you by MAX NEWYORK LIFE INSURANCE, the fastest growing Life Insurance Company in India. Insurance helps you creating wealth by creating returns on your investment. It also gives security to your family in case of unforeseen circumstances. Along with this, it gives you certain additional benefits. Let us see how this is possible. (End of Part 2) We have two insurance plans with us, which would suit your requirement. The first plan is called save and protect. This Plan helps you to plan for a long-term financial goal. (For e.g. house, retirement etc.) You have to decide a period and how much amount you would require at the end of that period. The amount decided is called Sum Assured and the period is called the term. You have to pay a certain amount every year during the term in order to receive the sum assured. This amount is your contribution and it is called Premium. At the end of the term you get the S.A. But along with that you also get something extra which is the bonus. To tell you more about the bonus I shall call my Manager. (Raise your hand and call the Manager.) Move on to the next plans (either SMARTKID OR CASH BAK. Explain the plan after both the plans is explained turnaround the pencil pitch.) Mr. Customer have you understood both the plans that I have explained to you. Both these plans have different functions and help to achieve different financial goals. Some people require both the plans and others think one of them suits their requirement. What do you think Mr. Customer? (END OF PART 3)

This is the way_______Plan would help you achieve your financial goals. But that is not the reason why every 3 minutes one person in India is buying Insurance plan from MAX LIFE INSURANCE. We give your family protection in case of tragic events happening. In case of the untimely death of the person insured, during the term, the company immediately pays the entire S.A. along with the G.A. and the VB accrued till that time to the family. This can help the family recover from the financial loss till that time to the family. This can help the family recover from the financial loss although we cant recover the financial loss. (You can give a T.P.S. over here of how the Death benefit paid helped the family service.) This is called the Death Benefit. Dont you think this could assure that your family would maintain their Lifestyle whether you are there or not there? Mr. Customer, with the increasing population of the vehicles on the roads, dont you think that the risk of accidents has increased? Every Day we read in the newspaper about the accident or the other. So our company is has decided to give additional protection to the family incase of accidental death. The worst hit people in the accident are those who get permanently disabled. It is like living death. Our company has also provided certain additional protection to such unfortunate people. These additional benefits are at a nominal additional premium and are optional. Another major incident, which can devastate a family, is the critical illness of the breadwinner. We have given additional protection to the family in such case, which is optional. Today, India is said to be the country having bypass surgeries in the world. Do you know Mr. Customer how much would be cost to perform a bypass operation? We provide additional cover for major surgeries. This again is optional. All these optional benefits are called Riders. Manager will explain these. (Call the manager) Other than these Riders every plan gives certain additional benefits, which are exclusive to the plan. (Explain Ups Loan Facility, Cash back 120%, S.A., Smart kid, Waiver of premium, Survival benefits even after the death benefits, Income benefits rider) All the plans also give tax benefits. Whatever premium you pay, you would get tax rebate under section 88 of Income Tax Act 1961. Also whatever returns you

would get from insurance plans would be tax exempted under sec. 10(10) D of the Income Tax Act 1961. (Again open the represented and show we are here and my Commitment.) So, now dont you think that with your family secured even in the worst possibility, you can have 100% Peace of Mind. (Go to your priorities now) After looking at this plan do you think any of these priorities are not covered? {End of the Pencil Pitch}

INDIA INFOLINE INSURANCE BROKING LIMITED


Financial advisory 1995 leaders Services

Mr. Nirmal Jain

H.O. - Mumbai [Goregaon] S.O. Lucknow [Gomati Nagar] 1250 Branches in All over India

8 Lake Customers in 350 cities

One Stop Shop [www. Indiainfoline.com]

Approved by I.R.D.A. [Insurance Regulatory Development Authority]

Tata Birla L.I.C. Reliance Kotak Plan

Max N.Y.

Met Life

Bhartiya AXA

Financial Products Financial Advices Bonds Planning General Insurance Planning Life Insurance Tax Planning Mutual Funds Savings Planning House Education Marriage Vehicle Retirement Retirement Children Savings Investment

Illness Medicals A FAMILY INCOM - 9K SPEND 9K

Accident

Job loss

Handicap

Death

B FAMILY INCOM - 9K SPEND 6.5K SAVE 2.5K Financial Dependent SAVINGS

C FAMILY INCOM 9K SPEND 5K SAVE 2K INVEST 2K Financial In Dependent

SAVE NOTHING Financial Failure

LIQUIDIT Y PLAN 1

INDIA INFOLINE FAMILY SECURITY

GROWTH

PLAN 2

10.

MARKETING POLICY: - Every successful company has a marketing policy. We also have a marketing policy. We are committed to give maximum benefits at the same cost. That is the reason we can see you only once. What

would happen if we see you more than once? Naturally the marketing overheads will shoot up. Then we cannot give you extra benefits. That is the reason we can see you only once. Today we are offering you 2 purchase programs. First is the ordinary insurance plan which I have explained to you which you can take through us or any other agent any time other than today i.e. tomorrow, day after, next week, next month or anytime other than today. However, if you join today, you shall get more benefits at the same premium. Today we are offering you corporate service package, which has got certain exclusive benefits available to only the list of our yesterday corporate service members.

11.

CHALK BOARD PITCH: - This is the list of all the corporate service members who joined us yesterday. They attended the same presentation yesterday and decided to join us yesterday itself.

They have chosen different plans for different premiums and had different reasons to join the plan. But there was on thing common to all of them. Can you tiiell me what that is? Let me tell you Mr. and Mrs. ..? They have made sure that their family will maintain its lifestyle whether in the good times or even in bad times. They have secured their familys future. Mr. and Mrs.dont you think they have taken a wise decision? If the premium suits your budget wouldnt you like to make a similar decision and secure yours familys tomorrow today itself?

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CORPORATE SERVICE PACKAGE:-

13.

ISOLATORS

COMMITMENT:-

Mr.

&

Mrs.

..have

you

understood the plans that we have discussed for your family?

Do you think it is a worth wide investment for your familys future?

Other than money is there anything that stops you from taking the plan today?

So what you are trying to say that other than money there is nothing else that can stop you from taking the plan today itself? Isnt that right Mr. & Mrs. Customer?

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HANDOVER: - Fine, I shall my Manager and tell him what you have told me.

He will discuss the premium with you. (Call the Manager) Sir, You have already met Mr. & Mrs. .., What they are saying is that they like the _________plan and they would like to join us today if the premium is comfortable. Arent that right Mr. & Mrs. ? 15. DEAL:-

HAPPY SELLING

This Script made by (Amit khurana B. M.) for India Info Line Broking Ltd.

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