ING Presentation by Datacomp

A Brief about Datacomp

1000+ personnel (Datacomp and allied Channel partners) on ground supporting the technological and training needs of its customers.

100000+ Life Insurance Advisors use Datacomp’s various Pre-sales and CRM applications on Desktop, Web and Mobile platform.

A private limited company; it is headquartered in Mumbai with offices in New Delhi, Bangalore, Chennai and Kolkata.

Pan-India presence with over 150 channel partners across the length and breath of the country

27-year-old established & well-known player in the Insurance automation software sector

Specializes in developing software solutions for the insurance sector with an emphasis on solutions for intermediaries of Life Insurance companies

Biggest Training Academy Dedicated to Insurance Agents

1000+ Seminars Across India

Over 1 Lakh Insurance Agents Trained

Our Training Profile

Strength of 50+ Trainers

Sales Channel Network of 200+ Partners

Our Portfolio Overview

Skills Transformation-

Concept Selling -

Advance Courses

- First Level- Next Level- Mission MDRT

- Human Life Value- Combination Magic- Financial Goals Planner

- Social Media Marketing- Fire them…Up!!- Know the Big Boys Game - Operate like a Corporate- Excel-lence

Why Datacomp?

Our Mantra to Success

Learning Style Calibration

Extensive Training Quality Program

Courses for All Levels

Complete customization possible

Learning Style Calibration

Visual

Audio

Kinesthetic

Training Content

TTT Trainer Evaluation

Extensive Training Quality Program

Selection

TTT

Fish bowling

Certification

Continuous Evaluation

• Presentation• Logical• Industry Exp

• Product • Grooming• Presentation

• Observing other trainers

• Evaluation• Calibration

• Random Audit & feedback

Retention - 70% of advisors attrite from 0-6 Months bucket due to lack of hand holding and right input.

Challenges faced by ING

Productivity - 20% advisors survive till 24 Months but they become demotivated due to failure in the market and Competition.

Stagnation - 10% advisors survive till the end but they become stagnant due to lack of new ideas, new thoughts, lack of goal setting and motivation.

Roadmap to ING SuccessFirst Level

The First level program addresses the first need of ING that is Retention of advisors in 0-6 Months

It is a complete empowerment program which aims at setting you on a path to a flourishing career.

Instills belief to adopt the ING agency as a career of choice.

Provides product knowledge to effectively address need of the customer.

Trains on customer behavior and improve the customer management skills.

Develops the Prospecting, Sales, Marketing skills to generate higher commission.

Helps you broaden the vision of about the insurance industry.

Ensure the higher motivation to overcome all the obstacles.

Methodology – First Level

There are 8 modules of 4 hours each which are conducted in this level after every 15 days.

Every module has a element of Motivation, Knowledge and Skills.

In each module we also track the performance of the advisors where we use the business tracking sheet. It helps us in identifying their problem areas and also motivate them to achieve their targets.

Business Tracking Sheet - Sample

Content – First Level

Life Insurance Agency – A Goldmine Career

Opportunity Landscape – Sky is the Limit

7 Great reasons why people buy insurance

Sales Cycle

Art of prospecting and making appointments

Handling top 5 Customer Objections

Preparing for meeting the customer

How to create a strong case for insurance

Human Life Value

Content – First Level

Do’s and Don'ts during the meeting

Time Management

Importance of Presentation

Potentials in Child Segment

How to do prospecting in Child Segment

Combination of plans – Child Segment

Fundamentals of underwriting

How to make good proposal

Goal Setting Techniques

Content – First Level

Action plan to achieve short term and long tern goals

Customizing the insurance plans using Riders

Techniques to get Referrals

3 Types of Advisors

Selling techniques of all plans

Think Big to Earn Big – Way Forward

Roadmap to SuccessNext Level

The Next Level program addresses the 2nd Need of ING that is Productivity of Advisors from 6-24 Months.

It aims to enable and empower the aspiring agents to leapfrog their career to the Next Level of Success.

Prospecting Effectively

Increase the strike rate

Indentifying customer insurance needs significantly

Getting Repeat business from the customers

Selling big Premiums

Selling insurance to varied age groups – Child to Grandfather

Methodology – Next Level

There are 12 modules of 4 hours each which are conducted once in every Month.

Every module has an element of Motivation, Knowledge and Skills.

In each module we also track the performance of the advisors where we use the business tracking sheet. It helps us in identifying their problem areas and also motivate them to achieve their targets.

Business Tracking Sheet - Sample

Content – Next Level

Shaping a Big Vision

Art of Prospecting – Bulk Marketing

Seasonal Marketing – A Different Prospective

Communicate the way your customers want to listen

Innovative ideas for making customer approach

Plan Selling Vs Financial Planning

Unleash the potentials of Retirement Segment

How to give Customized Retirement solutions using plan combinations.

8 top reasons for retirement planning

Content – Next Level

Objections handling in Retirement Segment

4 Proven Sales Ideas.

The unlimited goldmine of Child Protection Segment

Prospecting ideas for Children Segment

Most successful sales pitches for Children Insurance

Health Insurance – East entry to new Family

Sales stories for selling Health Insurance

10 off beat Winning ideas that can change the game

Business Insurance Selling

Content – Next Level

How to beat Competition

Positioning of ING against the Competition

How to win Proposals against the Competition

How to indentify the HNI and making appointments

Preparation needed before Meeting HNI

Creating a case for insurance with HNI

Closing Techniques

Converting NO to YES

Mission MDRT (MDRT Aspirants)

This program has been designed to cater the 3rd need of ING that is to focus on MDRT aspirants who misses the target due to lack of new ideas.

The aim of the session is to renew the energy and passion in the working of the advisor and also explore the unlimited opportunities through a number of sales ideas.

Roadmap to Success

Methodology – Mission MDRT

It is a 2 days workshop focusing on MDRT, COT and TOT.

It has a clear Roadmap to become MDRT, COT and TOT.

Content – Mission MDRT

Why MDRT, COT and TOT

Calculated Roadmap to MDRT

What to sell and Whom to Sell

Creating your brand and recall value

Power of Social Networking

Using Face book, linked-in and Twitter for Insurance

How to achieve MDRT in JFM

Selling Right Combinations

Summing Up

Problem Areas Solution Suggested

Retention of Advisors - 70% of advisors attrite from 0-6 Months.

First Level Program which focuses on converting part timers to full timers.

Productivity of Advisors – Only 20% advisors survive till 24 Months.

The Next Level Program is a specialized training program targeted on ING Agents who want to break the barriers of growth in their profession.

Stagnation – Only 10% advisors survive till the end but they become stagnant.

Mission MDRT is a 2 days workshop focuses on roadmap to become MDRT, COT and TOT.

Thank You