If you thought that investing in mutual funds is risky only because they invest your money in risky investments, think again. There are risks involved with the manner in which the NAV is calculated and in the way in which the mutual fund organises its work. The risk that arises because of the way in… Continue reading Investment Risk Has Many Colours
The current recession in the economy will affect life insurance sales. But it also provides challenging opportunities to the life insurance salespersons. The article discusses the implication of recession for life insurance sector and provides insights on how to face the new challenges
We usually read articles in the newspapers that indicate how an investor should select his or her financial adviser. The usual tips given are the adviser should be qualified, should be from a trustworthy reference, should sell solutions and not products, should diversify their investments, etc. These are without doubt essential qualities of an adviser… Continue reading Who is a good financial adviser?
When one does a course in Marketing Management at a management institute, one of the things students are thought is product positioning. Product positioning is knowing where your category of product stands amongst all other competing products. It also gives an idea of the market segment where one should market one’s products and the strengths… Continue reading Explained: The Market for Traditional Endowment and ULIPs
There is a great debate on whether life insurance will be sold entirely on-line. Whether individual agents will lose their business to online marketing of insurance companies and the various web aggregators like Bima Online. Are the days of the classical agent in life insurance getting over? This is a question that is bothering many… Continue reading Internet does not take away your business – It can however increase your business
The world is going digital. Are you? We are used to the old methods of prospecting, which have their strengths. After all, the older methods brought you to where you are – a successful life insurance agent. But the business environment is changing. Just as many things are changing very fast in the world around… Continue reading Digital Prospecting
In a sales interview, the interview goes through a process and in life insurance selling, the process is usually stretched over to more than one meeting. The stages in an interview can be classified as Stages in a Sales Interview The hand-shake Building professional trust Building emotional trust Conduct of a needs analysis Financial Planning… Continue reading Basics of Objection Handling – 5
In Basics of Objection Handling – 3, we learnt the 6-step technique of handling genuine objections. In this article we learn how to apply the 6-step technique in practice. Let us recall the 6 steps first. Listen to the customer Ask the Customer to repeat his statement or question Repeat the customer’s question and get… Continue reading Basics of Objection Handling – 4
We have so far read 2 articles on the Basics of Objection Handling – Basics of Objection Handling – 1 and Basics of Objection Handling – 2. We are approaching the subject of Objection Handling by first constructing the conceptual framework. The conceptual framework will give us the answers to all the objections we face.… Continue reading Basics of Objection Handling – 3
The newspaper MINT (24 April 2019) published a news item on a the “Report The New Social Contract: A Blueprint for Retirement in the 21st Century”, published by the Aegon Centre for Longevity and Retirement based in Netherlands. There is very good news for life insurance marketing in India in that Report. India is No.… Continue reading Retirement Planning – Your Entry Ticket
