Influencing Positive Working Relationship2-1

8/8/2019 Influencing Positive Working Relationship2-1

1/30

Influencing And EnhancingPositive Working Relationship


2/30

2-10

Working Relationship


3/30

What do these hands speak ?


4/30

WHAT ISRELATIONSHIP?

Bondage of

Emotions.


5/30

RelationshipsRelationships

Working through others

Knowing your emotional intelligence

Building networks

Rewarding and celebrating

Life balance

ENVIRONMENT

VISION

SELF-KNOWLEDGE

RELATIONSHIPSPOWER

COMMUNICATION

EXECUTION


6/30

RelationshipsRelationships--NetworksNetworks Internal

Securing and developing others

Owning the work

Motivation

External

Aligned with your vision and work

Supports agents desires and ambitions

Shares the success and rewards

ENVIRONMENT

VISION

SELF-KNOWLEDGE

RELATIONSHIPSPOWER

COMMUNICATION

EXECUTION


7/30


8/30

Can

Relationships be

Lapsedin Life Insurance ?

The No-Win Deal


9/30

POSITIVE WORKINGPOSITIVE WORKING

RELATIONSHIPRELATIONSHIP WHY?WHY?

Influencing andInfluencing and

Enhancing the TeamEnhancing the Team

Relationship.Relationship.

To create , lead and manage a high

performing Team

HOW CAN a positive working

atmosphere be created ?


10/30

HOW TO INFLUENCEHOW TO INFLUENCE

Close supervision.Close supervision.

It is not just for checking.It is not just for checking.

One to one personal approach.One to one personal approach. Success varies person to personSuccess varies person to person

identify the qualities.identify the qualities.

Leader has to understand theLeader has to understand the

actions and frustrations if anyactions and frustrations if anyfaced by the teammatesfaced by the teammates..


11/30

HOW TO INFLUENCEHOW TO INFLUENCE Different people will haveDifferent people will have

different fears, differentdifferent fears, differentchallenges, differentchallenges, different

accomplishments in differentaccomplishments in differenttimes.times.

Different people will haveDifferent people will havedifferent attitudes and habits.different attitudes and habits.

Understand all the aboveUnderstand all the above-- youyouneed to know what is thatneed to know what is thatmotivates them.motivates them.


12/30

Work with the AgentWork with the Agent

until they haveuntil they havedevelopeddeveloped

confidence in theirconfidence in their

Selling skillsSelling skills


13/30


The stronger the Bond , the betterThe stronger the Bond , the better

the working relationship and thethe working relationship and the

harder the agent will workharder the agent will work..


14/30


Provide support & energyDuring the period of

Growth & challenges


15/30


Provide the Inputs.Provide the Inputs.

Product knowledge.Product knowledge.

Communication skills.Communication skills.

Sales Presentation skills.Sales Presentation skills.

Discipline.Discipline.

Prospecting.Prospecting.


16/30


Encourage the Agent to joinEncourage the Agent to joinsomesome associations/social groupsassociations/social groups

Involve the agent in creatingInvolve the agent in creatingmarkets.markets.

Seminars, NewslettersSeminars, Newsletters,,Affiliations, alliances optimizeAffiliations, alliances optimizethe agents ability.the agents ability.

Train them to obtain qualityTrain them to obtain qualityreferrals. (Not mere referrals)referrals. (Not mere referrals)


17/30

EXERCISE:10 Mnts.

Pen : Marker to draw on

Paper.

Yourtask is to join allnine dots using only

four (or less) straight

lines, without lifting

your pen from the

paper and without

retracing the lines.

MAKING ASSUMPTIONS

A PUZZLE NINE-DOT PUZZLE


18/30

The Correct Answer.

SELF BELIEFS CONFINE RELATIONSHIP.

LATERAL THINKING HELPS BUILD POSITIVE WORKING RELATIONSHIP.


19/30

11 WAYS TO DEVELOP YOURLATERALTHINKING FOR11 WAYS TO DEVELOP YOURLATERALTHINKING FOR

INFLUENCING POSITIVE WORKING RELATIOSHIP:INFLUENCING POSITIVE WORKING RELATIOSHIP:

plan TO (plan TO () those you intend to use.) those you intend to use.

1. Play with crossword, and brainteaser puzzles.

2. Pay attention to small ideasthats where big ones start.

3. Experiment with different ways of expressing your creativity. (Cooking,

painting, photography, dancing, writing, playing tennis, inventing, hosting

parties, and so on.)

4. Notice when you do something creative and keep a Creative Successes file. 5. Imagine yourself five years into the future. See yourself having achieved a

major goal. Now go back in time and imagine how this achievement came about.

6. Play strategy games like chess, checkers, backgammon, or bridge.

7. Learn a foreign language (and force your brain to think in new patterns).

8. If youre right-handed, try using your left hand to do things. If youre left-handed,

switch to your right for a while.

9. Read three-quarters of a novel, stop, and write your own ending.

10. Stand on your head to get the blood really flowing to your brain.

11. When stuck for a creative solution, visit a shopping mall, the zoo, or a childrens

playground and see what new insights these visually stimulating surroundings

bring to mind.


20/30

Quality Supervision & Training

requires

Dedication & participation


21/30

Organization Established :Organization Established :

but the Agents arebut the Agents are

1.1. Fully developed.Fully developed.

2.2. Partly developed.Partly developed.

3.3. Under developed.Under developed.

Type of supervision required isType of supervision required is

1.1. Periodical for Fully developed.Periodical for Fully developed.

2.2. Routine for partly developed.Routine for partly developed.3.3. Mentoring for under developed.Mentoring for under developed.


22/30

METHODS OF SUPERVISIONMETHODS OF SUPERVISION Supervision through MeetingsSupervision through Meetings

Those require periodicalThose require periodicalsupervision. (Developed Agents)supervision. (Developed Agents) ------Monthly.Monthly.

1.1. Those require routineThose require routineSupervision. (Partly developedSupervision. (Partly developedAgents)Agents) ------ Fortnight.Fortnight.

2.2. Those require Close supervision.Those require Close supervision.

(Under developed Agents)(Under developed Agents) ------Weekly.Weekly.


23/30

ummary

Mentor Process = STRETCHTools Set the Climate

(A Good Coach; Attitude of Gratitude; +/; 3 motivatesteps)

Target Needs and Goals

(Goal Planning Worksheets)

Review Alternatives and Promote Discovery

(E+R=O)

Explore Possible Solutions and Consequences

(Future Focused Questions)

Talk and Agree on Parameters and Next Steps

(Measurable, Observable, Scope Bound, Written)

Confirm Scope ofResponsibility and Follow Up

(ACTION PLAN)


24/30

METHODS OF SUPERVISIONMETHODS OF SUPERVISION

Supervision through joint callsSupervision through joint callsand discussions.and discussions.

1.1. In the 1In the 1stst seriesseries : Getting leads, Getting: Getting leads, Getting

information from recommendedinformation from recommendedprospects. Conducting sellingprospects. Conducting sellinginterviews.interviews.

2.2. In the 2In the 2ndnd seriesseries : Agent should work: Agent should workindependently and D.O will interveneindependently and D.O will intervene

where ever necessary.where ever necessary.3.3. In the 3In the 3rdrd seriesseries : Agent should do all: Agent should do all

the activity and D.O will be observer.the activity and D.O will be observer.


25/30

PRODUCTIVITYPRODUCTIVITY

Higher productivity is the result of consciousHigher productivity is the result of conscious

efforts.efforts.

Ambitions Goals Involvement Motivation

Higher Productivity

High Earnings

More self confidencePrestige


26/30

BEST UTILIZATION OF TIMEBEST UTILIZATION OF TIME

By D.OBy D.O

Survey of market.Survey of market.

Prospecting for agents.Prospecting for agents.

Selling agencies.Selling agencies. Training of all agents.Training of all agents.

Joint calls.Joint calls.

Liaison with office.Liaison with office.

Acquiring knowledge.Acquiring knowledge.

Social & communalSocial & communalactivities.activities.

Recreation & exercisesRecreation & exercises..

By AgentBy Agent

Prospecting.Prospecting.

Interviews.Interviews.

Securing appointments.Securing appointments.

Sales interviews.Sales interviews.

Medicals/reports.Medicals/reports.

Servicing to PHs.Servicing to PHs.

Movements.Movements.

Acquiring knowledge.Acquiring knowledge.

Community & socialCommunity & socialactivities.activities.

Recreation & exercises.Recreation & exercises.


27/30

Meet people regularly for gaining attention. Then, find and congratulate

family achievements --for arousing interest . Exchange phone Numbers for

contacting, and find outsuitabletime for calling.

Find things you have in common with another person, and starting from thatbaseline.

Havethe meeting in a conducive atmosphere/ambience.

Leteveryonetalk. Leteveryoneexpresstheir views and opinions and allow

them totalk. Interruptonly when it is absolutely necessary.

And remember: talking louder or faster doesnt make your idea any better.

Tips for Positive Working Relationship


28/30

Leave your egos atthe door. When youdiscuss ideas, immediately label them and

writethem down. The labelsshould be

descriptiveofthe idea. Find something nicetosay, even if its a

stretch. Even the worstof ideas has a

silver lining, if you just look hard enough.

Focuson thegood, praise it, and then

raise any objectionsor concerns you have

aboutthe restof it.



29/30

Avoid conflict at all costs. When stressoccurs

and tempers flare, take a short break.; thegoal

isto worktogether, notstart a legal battleoverwho was rightor wrong. Ittakestwoto have

an argument, so bethe peacemaker.

Phrase alternatives as questions. Instead of I

think weshould do A, not B, try why not we

do A instead of B? That allows peopletooffer

comments, rather than defend one choice.



30/30

Influencing Positive Working Relationship2-1

Documents