Sellathon - Sell 365

• 1. First of allcongratulations

2. Welcome toSellathon 3. Its LikeMarathon 4. Sellathon meansSelling everyday 5. Sellathon meansSelling non-stop 6. Sellathon meansSelling continuously 7. Sellathon meansSelling without stopping 8. Sellathon meansSelling innovatively 9. SellAthon meansSelling proudly 10. Sellathon meansSelling throughout the year 11. Sellathon meansSelling long term 12. Sellathon meansSelling vigorously 13. Sellathon meansSelling without Fear 14. Understand PARADIGM HAS SHIFTED 15. ALL AREEQUAL 16. ALL ARESAME 17. ALL HAVE TO STARTNEW 18. NO ONE CAN GIVEMORE 19. ALL THE PRODUCTS OF ALL THE COMPANIES ARE REDESINED AGAIN ACCORDING TO THE NEW NORMS OF IRDA 20. THE FIELD ISLEVELLED 21. THE REAL RACEBEGINS NOW 22. earlierBIG KILLS THE SMALL 23. NOWFAST KILLS THE SLOW 24. EXPECTTHE UNEXPECTED 25. PREDICTTHE UNPREDICTABLE 26. DOTHE UN-DOABLE 27. THINKTHE UNTHINKABLE 28. BELIEVETHE UNBELIEVABLE 29. OUR 4 NEW PRODUCTS ARE 30. 4Money maxima 31. 3MAHALIFE SUPREME 32. 2MAHALIFE MAGIC 33. 1SECURE 7 34. all the products are different34 35. Haw many squares do you find in this square 36. What is a square? Length=width 37. Can this be a square? 38. Can this be a square? 39. Can this be a square? 40. 16 small 41. +4 squares = 20 42. 21 43. 22 44. 23 45. 24 46. 25 47. 26 48. 27 49. 28 50. 29 51. 30 52. You are the BREAD WINNER This is your current phase of life!! You are satisfying the needs of your family and giving them the best lifestyle. They are dependent on the continuity of your income tosustain this quality of life52 53. Key Assumptions Your Age35Bonus consideredYield at 8%Terminal BonusIncluded in BonusIncome TaxSec. 80 CCE limit available Rs. 100000 Premiums will save tax @30.9%Disclaimer Insurance is subject matter of solicitation. This illustration does not exhibit the benefits of any single product of TATA AIA. It is based on the benefits visualized by combining multiple plans of TATA AIA to provide solution to your specific needs. The benefit calculation is based on the age herein indicated and as applicable for healthy individual. The Survival/Death Benefit amount are derived on the assumption that the policies are in "full force". The benefits illustrated in this presentation are based on the key assumptions listed above. The purpose of this illustration is to give you a fair view of the benefits that may arise out of purchasing the insurance proposed by the presenter. In no way is the insurer or the presenter providing a guarantee of the benefits enumerated herein. The actual results of investments may vary depending upon the future performance of TATA AIA with respect to the plans purchased by you for the purpose of the benefits illustrated in this presentation 54. 54 55. 1SECURE 7 56. Estate Creation 57. What is Estate Planning People want to Create Wealth in the form of:Real EstateGoldEquity/Debt-instrumentsMost of the assets are meant as Investments The idea behind the investments is to sell off the assets in the retirement years or in case of Death it automatically gets transferred to family 58. Purpose of Real Estate Investment Real Estate InvestmentEstate For LivingInvestment for NecessityEstate for Selling in futureInvestment for Rental IncomeInvestment for Future needs 59. Estate Planning is also done to Liquidate for special occasions likedaughters marriage,Emergencieseducation orbuying bigger homeHospitalizationbusiness Losses 60. Liquidity Challenges Most people find it difficult to sell their property at the need of the hour because 1. Cant get the right price 2. Emotional attachment 3. Family members approval 4. Timing may not be correct 5. Cant get any buyer at the need of the hour 6. Demand Supply challenges 7. Litigation issues 61. Survey saysMost people, who want to invest in Real estate but have several challenges like 62. I want to create a Big EstateI dont have lump sum moneyBank EMIs are costly to go for big estate 63. I dont want to commit for a long term obligation.. 64. I can not afford to buy my dream Real Estate, which I want. 65. NOW CREATE YOUR VIRTUALESTATE BY BUYINGSecure 7 66. Estate planning in the form of Secure 7 Life Insurance Policy Virtual Estate Planning can be done in the form of Life Insurance also. The advantage is with small amount of premiums big estate can get created & estate value keeps on increasing as age progresses. On sudden demise estate gets transferred to family members. Also good returns are given at the time of maturity 67. Buying the Secure 7 insurance policy from TATA AIA LIFE is like buying a Virtual Estate for your Family 68. Benefits of Real Estate v/s Virtual Estate Real EstateVirtual Estate Maintenance Costs Litigation Problems Appreciation not guaranteed Government taxes like stamp duty & registration and maintenance Danger of Encroachment Burglary, Fire and threats from natural disasters No maintenance Costs No Litigation Problems Guaranteed Appreciation No other government taxes like stamp duty & registration Safe and secure investment Complete safe and protected investment 69. TOTAL GURANTEED RETURNS ON MATURITY = 872150TOTAL NON GURANTEED INCOME= RENTAL INCOME + ESTATE SALE AMOUNT 70. Your total tax free Returns in last 7 years =11,35,000 Your total premium in 1st 7 years= 700,0001 0 0 0 0 01 0 0 0 0 01 0 0 0 0 00 10 20 31 0 0 0 0 0 0 41 0 0 0 0 0 0 51 0 0 0 0 0 0 61 0 0 0 0 5 0 0 0 77 0 0 0 00 80 99 0 0 0 01 0 0 0 0 01 01 11 1 0 0 0 0 1 21 3 0 0 0 01 34 3 5 0 0 0 1 4 71. SECURE-7-2 72. Congratulationsonbecoming parents 73. As The baby starts growing the needs also would start to grow 74. Parenting is a greatResponsibility and privilege 75. Its important to spend a few minutes aboutthe childs future 76. Plan for all the needs of childsfuture until the age of 21-22 77. 1b i r t h234S C H O O L5678 910111213141 516171819202110 ST A N D A R DC O L L E G EC O L L E G EC O L L E G EC O L L E G ES T U D I E SS T U D I E SS T U D I E SRealize that the economic years are the first 10 ears and demanding years are the next 11 78. Once the child reaches the age of 21-22, a Final Lump sum would be needed for Shaadi-Vaadi Noukari etc. 79. Any-time during the period any eventuality happens to the parent, puts the childs future in danger. 80. PresentsSecure7 for protecting your child future 81. Secure7 lets you invest only for 7 years Gives returns for the next 7 years and protects your child for the entire duration 82. Secure7 can also you invest only for 10 years Gives returns for the next 11 years and protects your child for the entire duration of 21 years choice is yours 83. Your total tax free Returns in last 7 years =11,35,000 Your total premium in 1st 7 years= 700,0001 0 0 0 0 01 0 0 0 0 01 0 0 0 0 00 10 20 31 0 0 0 0 0 0 41 0 0 0 0 0 0 51 0 0 0 0 0 0 61 0 0 0 0 5 0 0 0 77 0 0 0 00 80 99 0 0 0 01 0 0 0 0 01 01 11 1 0 0 0 0 1 21 3 0 0 0 01 34 3 5 0 0 0 1 4 84. SECURE-7-3 85. Adults situation is different than, that of youngsters 86. They have maturity and experience but their body has aged, 87. Their children have grown and would settle within the next decade 88. They have already performed most of their basic duties as parents 89. The challenge is to live with dignity after retirement 90. They want to live without any dependence on anyone 91. They dont want to be burden on anyone 92. They want to make sufficient arrangements for their life after retirement 93. They cant afford to commit for so many years of making payment now 94. Their hands have always given.. They dont want to ask 95. They dont want a medical scrutiny for the sake of an insurance policy now 96. PresentsSecure7 So that you can enjoy your life WHILE performing your duties now 97. Secure7 lets you invest only for 7 years Gives returns for the next 7 years and protects your child for the entire duration 98. Secure7 can also you invest only for 10 years Gives returns for the next 11 years and protects your Family for the entire duration of 21 years choice is yours 99. Your total tax free Returns in last 7 years =11,35,000 Your total premium in 1st 7 years= 700,0001 0 0 0 0 01 0 0 0 0 01 0 0 0 0 00 10 20 31 0 0 0 0 0 0 41 0 0 0 0 0 0 51 0 0 0 0 0 0 61 0 0 0 0 5 0 0 0 77 0 0 0 00 80 99 0 0 0 01 0 0 0 0 01 01 11 1 0 0 0 0 1 21 3 0 0 0 01 34 3 5 0 0 0 1 4 100. Your total tax free Returns in last 10 years =14,35,000 Your total premium in 1st 10 years= 790,0001 0 0 0 0 01 0 0 0 0 01 0 0 0 0 00 10 20 31 0 0 0 0 0 0 41 0 0 0 0 0 0 51 0 0 0 0 0 0 61 0 0 0 0 5 0 0 0 730 80 91 1 1 0 11 1 233 3 5 0 0 01 31 45 0 0 1 57 0 0 0 0 1 69 0 0 0 01 0 0 0 0 01 71 81 1 0 0 0 0 1 91 3 0 0 0 02 04 3 5 0 0 0 2 1 101. Jeevan Surabhi, Age 30, Term 15 AgeCRisk CoverPremiums3010,34,0001067083110,68,0001067083211,02,0001067083311,36,0001067083411,70,0001067083517,04,0001067083617,38,0001067083717,72,0001067083818,06,0001067083918,40,0001067084023,74,0001067084124,08,0001067084224,42,0004324,76,0004425,40,0003,00,0003,00,0004,00,00045 TotalReturns5,40,000 128061615,40,000 102. AgeRisk Cover Premium Returns Jeevan Surabhi, Age 40, Term 154010,34,0001143334110,68,0001143334211,02,0001143334311,36,0001143334411,70,0001143334517,04,0001143334617,38,0001143334717,72,0001143334818,06,0001143334918,40,0001143335023,74,0001143335124,08,0001143335224,42,0005324,76,0005425,40,0003,00,0004,00,00055Total3,00,0005,40,000137199615,40,000 103. Age 50Risk CoverPremiumReturnsJeevan Surabhi, Age 50, Term 15 132181 10,34,0005110,68,0001321815211,02,0001321815311,36,0001321815411,70,0001321815517,04,0001321815617,38,0001321815717,72,0001321815818,06,0001321815918,40,0001321816023,74,0001321816124,08,0001321816224,42,0006324,76,0006425,40,0003,00,0004,00,0005,40,00065 Total3,00,000158617215,40,000 104. 107/15/20 Annual premium for age 40 Total premium paid is-10279015,32,850 Return 10,00,000+ 11,00 000 Total 21, 00 000107 105. 107/18/25 for 10,00,000 policy Annual premium for age 40 Total premium paid is-9687317,43,714 Return 10,00,000+ 16,00 000 Total 26, 00 000108 106. Inn this case maximum entry age is 47 Because if you give after 48 than the 2nd policy cant be given before 55109 107. Benjamin Franklyn balance sheet The benefits of buying Secure 7 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15Short term payment commitment No medical compulsion Guaranteed Returns Guaranteed profits Lower premium Return of the entire premium Insurance Protection for 14 years Ideal children plan Best for youngsters Ultimate for people beyond 40 Protection to Family Returns enjoyable by self Plan to fulfill several needs Virtual Estate Dream FulfillmentThe Losses of buying Secure 7 108. Benjamin Franklyn balance sheet The benefits of buying Secure 7 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30Children education & protection Best in the industry Most competitive Need of any hour Can be taken by anybody, any age Hassle-free Limited time commitment Ideal to take every year Both wife and husband can buy Much better returns than NSC Much better returns than PPF Much better than a term plan Peace of mind Tension free life Options of surrenderThe Losses of buying Secure 7 109. Benjamin Franklyn balance sheet The benefits of buying Secure 7 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45Great plan for Big Sum assured Easy settlement Least chances of lapsasion Most innovative by TATA-AIA No tension Best way to create Big Estate Better than bank loan Great for daughters wedding Great for Sons Education Cheaper than bank loan Better than Jeevan Surabhi policy Guaranteed appreciation Free protection for 14 years No obligation of documentation Secured optimum savingsThe Losses of buying Secure 7 110. 113 111. Economic Protection for you and your Family 112. Welcome to the presentation on Economic Protection for you and your Family 113. In India most of the family decisions are taken by the family head 114. Family completely depends on him and his abilities for its finances, Investment wisdom, Courage, Future and planning. 115. All other members lack understanding and insightfulness about future and continuous income. 116. As a result Family head is the only leader in the family who has to take wise decisions about familys future 117. Family Economic Planning consists of Children Education ChildrenDaughters marriageEducationEstateDaughtersPlanningmarriageFamilyFinance Insurance CoverageFuture Regular Flow of moneyEstate Planning Insurance CoverageRetirement ProvisionRegular Flow of money Retirement Provision 118. PresentsONE NEW PLAN SOLUTIONS for All your Family Financial 119. Your top priorities Since you have an ability to generate income and keep your dependents happy, at this time it is critical that you:Adequately insure yourself to protect your loved ones Simultaneously make provisions for important family GoalsStart Savings for your happy and independent retired life And also ensure continuous flow of income in a planned manner 120. NEW PLAN Total premium paid from pocket= 28,50,192 Less tax benefits= 3,70,800 Effective premium in 12 years= 24,79,392 Total tax free returns =12642436 th th Returns receivable from 13 year to 30 year 121. Your action plan To start with, your life will be covered for Rs. 3055000 To keep your family protected against ever increasing costs, your life over will keep increasing every year to reach Rs. 7123157 by the 12th year START SAVING NOW!! You are 35 now. I propose that you save Rs. 237516 annually for next 12 years in this solution which is less than Rs. 20,000 p.m. 124 122. Great benefits planned for your retired life In this phase of your life your savings obligation will stopHowever, considering the protection needs for your spouse your life cover will continueFor the next 17 years you will receive annual income increasing to counter the impact of inflation At age 47 you will get an estimated annual income of Rs. 258000 Unlike normal pension plan the income received here will be TAX-FREE125 123. Summary of Solution You pay annual premium of Rs. 237516 for 12 years and save tax of Rs. 30900 each year In this period your life will be covered from Rs. 3055000 at age 35 to Rs. 7123157 at age 46 In 12 years you will pay a total of Rs. 2850192 From age 47 you will receive annual tax-free income every year starting at Rs. 39364 and increasing every year. In 19 years you will receive a total of Rs12642436 In the income period too you can save tax despite no premium contribution from your own fund. 126 124. Year by Year benefits in the Savings Phase Policy YearRisk Cover AgeNormalAnnual PremiumTax SavedNet Premium201435305500023751630900201536329940023751630900206916 20691620163735633522375163090020691620173838484202375163090020691620183941562942375163090020691620194044887972375163090020691620204148479012375163090020691620214252357332375163090020691620224356545922375163090020691620234461069592375163090020691620244565955162375163090020691620254671231572375163090020691628501923708002479392 127 125. Year by Year benefits in the Income Phase Policy YearAgeSum Assured + BonusGuaranteed Loyalty AdditionRisk Cover2026472580006300224936202748284000715021273420284933100084002003132029503710009750187663203051422000112001747722031524470001190016250920325350800013500149951203354557000147251374942034556120001600012510020355667300017325112735203657740000187001003692037588180002012587972203859898000216007551620396099000023125629772040611090000247005032520416212050002632537535204263131500027300249072043641408000282751240620446515200002925014443700335650Premium LiabilityNet Income 39364 78416 139087 193087 248428 296391 371549 434231 502900 577590 658331 750153 844084 950148 1064375 1193790 1317393 1423869 1549250214021412642436Normal 6490516 6899757 6227777 5599555 5011590 4470663 3963010 3490969 30516922642556 2261152 1905260 1572839 1262012 971050 698366 447497 216697128 126. WHICH IS THE NEW PLAN ANY GUESS Total premium paid from pocket= 28,50,192 Less tax benefits= 3,70,800 Effective premium in 12 years= 24,79,392 Total tax free returns =12642436 127. IT ISMoney maxima 128. Age : 35Term Age of the which Premium client matures Per Year 47 12 12580 48 13 12202 49 14 12421 50 15 12650 51 16 12891 52 17 12263 53 18 12558 54 19 12457 55 20 12394 56 21 12365 57 22 12366 58 23 12397 59 24 12456 60 25 12539 61 26 12652 62 27 12790 63 28 12628 64 29 12501 64 30 12406 237516Maturity at Reducing S.A bonus( maturity - S.A) 8% G.L.A Premiums 105000 153000 258000 6300 110000 174000 284000 7150 224936 120000 211000 331000 8400 212734 130000 241000 371000 9750 200313 140000 282000 422000 11200 187663 140000 307000 447000 11900 174772 150000 358000 508000 13500 162509 155000 402000 557000 14725 149951 160000 452000 612000 16000 137494 165000 508000 673000 17325 125100 170000 570000 740000 18700 112735 175000 643000 818000 20125 100369 180000 718000 898000 21600 87972 185000 805000 990000 23125 75516 190000 900000 1090000 24700 62977 195000 1010000 1205000 26325 50325 195000 1120000 1315000 27300 37535 195000 1213000 1408000 28275 24907 195000 1325000 1520000 29250 12406 3055000 129. 4Money maxima 130. 3MAHALIFE SUPREME 131. How MahaLife Supreme works like Reverse Mortgage Take 15 Years MahaLife Supreme policy Whatever premium is paid in Instalment goes towards buying the Estate The Estate starts giving Yearly Instalments from the 16th year onwards. On the demise of the proposer the estate value gets transferred to nominee After 20 years of yearly installments the estate gets matured with a good maturity amount 136 132. Benefits of MahaLife Supreme in comparison to Reverse Mortgage Reverse Mortgage of MahaLife Supreme can be done at any age Person need not wait till 60 years of age Certain Income Amount can be guaranteed today itself while in case of reverse mortgage amount it is known only after the property is mortgaged On the demise of the proposer the estate value goes to family whereas in Bank it goes to Bank if the outstanding loan amount is not paid 137 133. MahaLife Supreme Illustration for PPT 15 years Age Policy at Term entryPremium Paying termSurvival Benefits received For 20000 premium @ 9.8% of S.AGuaranteed Lump sum Maturity at 35th yearBasic Sum Assured30351516th year- 35th year137% of S.A10 times of AP40351516th year- 35th year136% of S.A10 times of AP50351516th year- 35th year135% of S.A10 times of AP 134. MahaLife Supreme Illustration for PPT 12 years Age Policy at Term entryPremium Paying termSurvival Benefits received For 20000 premium @ 6% of S.AGuaranteed Lump sum Maturity at 35th yearBasic Sum Assured30301213th year- 30th year117% of S.A10 times of AP40301213th year- 30th year116% of S.A10 times of AP50301213th year- 30th year115% of S.A10 times of AP 135. 2MAHALIFE MAGIC 136. I want to go for Shorter Premium Paying TermI want to go for longer life expectanciesWhy does a youngster think like this? 137. Our Research says 90% of Youngsters are not sure of their future Job They are not aware of their coming Liabilities They are unable to identify which needs are important for them when it comes to Investment 138. He is the most important member of your family. His continuous ability to earn Increasing Income provides comfort, happiness& Security to your family. 139. And right now, He is in a position to be most productive income earner too. Hence, it is very critical that you get a long term protection, together with a flexibility of stopping your premium liability after a short term. 140. Presenting MahaLife Magic an insurance proposition for yourself, which will enable you to get covered for a long period of 18 years. To make your life easier, you are required to pay high premium only for the first 9 years the period when you can afford the most. Thereafter the premium is stopped to ease your responsibility of maintaining the policy and ensure that you get the Happiness, which you deserve the most.Pay for 9 YEARS and receive a lump sum amount at maturity after 18 YEARS 141. MahaLife Magic Illustration Age Basic S.AAnnual Total Reversionary Premium Premium Bonus(RB) for 9 years Paid for 9 @8% yearsTerminal Bonus (TB)@8%Maturity Benefit S.A+ RB +TB2510,00,0001220701098630102581725645422822713510,00,000123750111375010258172564542282271 142. 44% OF ALL SALES PEOPLE GIVE UP ON THE 1st REJECTION /refusal/objection22% OF ALL SALES PEOPLE GIVE UP ON THE 2nd REJECTION /refusal/objection 143. 16% OF ALL SALES PEOPLE GIVE UP ON THE 3rd REJECTION /refusal/objection10% OF ALL SALES PEOPLE GIVE UP ON THE 4th REJECTION /refusal/objection 144. 8% LEFT73% OF ALL GENUINE CUSTOMERS ONLY BUY OR TAKE UP OR JOINAFTER RAISING A MINIMUM OF 4 OBJECTIONS, REJECTIONS Two balls game 145. But the prospects always sayNox 146. They REJECT US 147. WRONG, WRONG, WRONG! 148. Before understanding how to sell these products let us157 149. Understand Professional Selling 150. Basic understanding of PROFESSIONAL Selling 151. Sell me this pen? 152. The regular answer is This is a special pen This writes better than others This writes longer than other pens This doesnt bleed This is season resistant Its cover is better Flow if writing is smoother 153. Professional answer is Not in terms of writing the specialty of the pen But asking the right questions In the right way 154. For example A specially worded introduction Do you have people working in your company How many people work here Do you ever write anything Do your people write Do you carry any writing instruments Do your people carry any writing instruments 155. The questions can continue Do you have a unique identity in terms of any writing instruments that your people carry What about your customers do they ever write anything Do you gift anything to your customers during Diwali or new year? Do you give visiting cards whenever you meet any of your customer? 156. Now once you know enough You can present a solution 157. Similarly while selling insurance You need to ask a minimum of 17 questions