MANAGEMENT ORIENTATION SCHOOL

DAY 8

TODAY’S AGENDA Participant's recognition NALP and agent’s fast start Training value proposition How to run the skill building Hard work pays- creating a vision 100 days action planning Feedback and close

PARTICIPANTS RECOGNITION

NALP AND CANDIDATE GOAL SETTING

NAPL AND CANDIDATE FAST STARTPurpose: to understand the importance and

process of new candidate launch

Process: Identify the activities and task required to be undertaken during NALP and its benefits for ADM

Payoff: Planned launch leading agents to success in their role.

IMPORTANCE OF NAPLLIMRA Study: candidate survival statistics

candidate in their first 90 day:o 0-8 cases- 4%o 9-15 cases-27%o 16-21 cases- 60%o 22-30 cases- 85%o 31+ cases- 94%

NAPL STAKEHOLDERS The candidate The ADM The TM The AP The office head The company

NAPL BENEFITS TO STAKEHOLDERS The candidate: Well defined action plan for

higher earnings The ADM: Candidates ready to act with set

goals The TM: Higher New agency productivity The AP: candidates and ADMs aligned to

team goals The office head: All AP Teams aligned to

office goals The company: Higher per capita

productivity and flawless process execution

NAPL-ADM ACTIVITIES AND ITS BENEFIT Candidate goal setting:

1. Higher new candidate productivity (NAP)2. Higher ADM GAP3. Higher candidate retention4. Higher ADM earnings

Explaining usage of AG sets:1. Access candidate’s future business potential2. Design future business developmental plan3. Track candidate FYC and goals4. Costumer's market segmentation

NAPL-ADM ACTIVITIES AND ITS BENEFITExplaining the use of while books:

Building candidate work habits from day one

Systematic and well organized candidate

Keeping track of candidate daily activity

NAPL-DAY WISE AGENDA

NAPL-DAY WISE AGENDADay Time Activity Owner

Day 8 of NALP 3 to 4 hours

Gorudakshina day/Big day: Participate- OH/TM/AP/ADM/Candidate with their family membersStep 1- great with mauli/ TikaStep 2- OH to open the session, with his past experience in his industry.Step 3- OH to ask their experience of last 7 days.Step 4- candidate to share their experience & the number of polices they have picked up.Step 5- OH to take the commitments from the candidate for the month end business & launch the R&Rs like jaldi 5/ early 7/ ten- dul kar trophy.Step 6- ADM to do the input-output mapping

Office Head & TM

CANDIDATE TRAINING VALUE PROPOSITION

PURPOSE, PROCESS, PAYOFF Purpose: State the candidate value proposition and

training opportunities for an candidate advisor

Process: Identify the various training and development platforms available to mission India consultancy candidate advisor

Payoff: Build conviction in sharing the value proposition with a prospection to ensure ‘pull’ for the prospect.

CANDIDATE GLIDE PATH

PRE-LICENSING TRAINING AND FCS

Sales process and product training

IC 33 training

IC 33 training IC 33 training Exam

FCS CURRICULUM

CANDIDATE DEVELOPMENT AND ITS IMPACT

Candidate Vintage Business Vector Behavior

CANDIDATE DEVELOPMENT JOURNEY: M1-M24 6 Months 6 Months

12 MonthsM1 M6 M7 M12 M13

M24BCS – 24 session 4

session/ month clinic Product refresher

ICS– 24 session 4 session/ month clinic

Product refresher

ACS– 24 session 4 session/ month clinic

Product refresher

•Regular footfall•Product diversification•Independent career candidates•Consistent performance

SalesTraining

MO-M12

M12-M24 Mantra: Continuity of rhythm and engagementM13 Career sessions -4 sessions month

M24

Training interventions Behavior outcome

•ACS (M13-M24)•Long term career •Building selling skills•Increasing activity level•compensation

•MTD case active•Proactive•Product•diversification

OTHER CANDIDATE – M25 AND ABOVE Clinic

Approach (Telephone) Fact Finder Referral Objection Handling

Training interventions Behavior outcome

•Product Training•Clinics

•Teasing activates level •Regular look tall

•MTD case active •Product diversification

OTHER PROGRAMS Journey 2 Excellence (J2E) HNI portfolio management CLISP (Level 5,6 & 7)* NRI Selling skill workshop Business Insurance

* Subject to star Achiever Club qualification

HOW TO RUN THE SKILL BUILDERS

PURPOSE, PROCESS, PAYOFF Purpose: To understand the importance of morning

skill builders for candidate advisors

Process: To identify the importance steps of conducting morning skill builders for candidate advisors, effectively

Payoff: To build candidate’s knowledge and skill by conducting morning skill building effectively

THE OPEN SECRETS OF SUCCESS !!!

Nothing succeeds Like success !

PURPOSE, PROCESS, PAYOFF Purpose: To understand the attributes of successful

jobs given people

Process: By identifying the necessary steps to successes and impact career growth

Payoff: To build a long term successful career in

jobs given.

WHAT DOSE IT TAKE TO BUILD A CAREER?

Career

WHAT OPTION DO YOU HAVE?

Professio

n

Industry

Company

CAREER OPTION: PROFESSION

SalesTraining

AdminOperation

WHY DID YOU JOIN SALES?

Want to

Earn

wealth

Love

meeting

people

Enjoy

Challenge

of Rejectio

n

Didn’t Get

Any Other

Job

CAREER OPTION: INDUSTRY

Jobs

CAREER OPTION: COMPANY

Brand name & value

Compensation & lifestyle

Growth & respect Learning & Development

MISSION INDIA CONSULTANCY

HAVE YOU SUCCEEDED

success

IndustryProfessio

n

Company

TWO OPTION…

Suck @

sales

Succeed @ sales

A SUCCESSFUL ADM

Discipline PersonCommunicat

eCommitment

Hard working

initiativePeople skill

Role model

Persevera

nceEthical

Knowledg

e

Mentor

CASE: 1-2-3

The case of the three ADMs

MEET YOUR ADMS

Smarty•Intelligent•Short cuts•Big sales focus

Hardy•Regular•Daily habits•Follows each case

Lucky•Irregular•Not planned•Reactive

WHO WILL BE SUCCESSFUL?

Smarty Hardy Lucky

CASE: PAPA KEHTE HAIN…My son is in mission India consultancy

COMPARATIVE CAREERS

Doctor Engineer MIC ADM

NOTHING SUCCEEDS LIKE HARD WORK!

But what about luck!!!

WHERE WOULD YOU PLACE LUCK?

Circle of Concern

Luck! Circle of control

HARD WORK BRINGS LUCK!!!

Even god only helps those who help themselves.

SELF MISSION AND ACTION PLANNING

PURPOSE, PROCESS, PAYOFF Purpose: TO identify the self mission and conduct

business planning for next 100 days

Process: To identify and plan the critical action steps to achieve the sales planning

Payoff: To achieve self mission by surpassing the planned sales objective through effective and time bound actions

ACTION PLANNINGPlanning without Action is futile, Action without planning is fatal.

I am dedicating my first 100 days to -MY MISSION FOR 2013-14

MY GOAL FOR 2013-14 -

PARTIULAR MY TARGETQUALITY RECRUITMENT Adj. MFYPINCENTIVEGPA

MY COMMITMENT TO YOU BECAUSE I LOVE YOU_________________________,______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

MY GOAL

MY PRODUCTION GOAL FOR THIS YEAR

GOAL of the year

Challenges expected

Helping hands

Benefit

Variable learning goalMFYP GoalQuality recruitment GoalGPA

FIRST 30 DAYS ACTION PLANTarget- Recruitment

Month Total

New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting

Week 1

Week 2

Week 3

Week 4

Week 5

Target- Production

Month Total

Ref Leads New Sales callPaid Cases MFYP

Week 1

Week 2

Week 3

Week 4

Week 5

31-60 DAYS ACTION PLANTarget- Recruitment

Month Total

New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting

Week 1

Week 2

Week 3

Week 4

Week 5

Target- Production

Month Total

Ref Leads New Sales callPaid Cases MFYP

Week 1

Week 2

Week 3

Week 4

Week 5

61-100 DAYS ACTION PLANTarget- Recruitment

Month Total

New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting

Week 1

Week 2

Week 3

Week 4

Week 5

Target- Production

Month Total

Ref Leads New Sales callPaid Cases MFYP

Week 1

Week 2

Week 3

Week 4

Week 5

FEEDBACK AND SELF NOMINATION

Thank you