Quick Reference on
Prospecting | Presentation | Sales Closing
Practice and Techniques
Life Insurance Agent | Business Manager
KVL.MANOHAR - Author
Visakhapatnam, Andhra Pradesh, India
Copyright © 2014
All rights Reserved
About this eBook.
With ever greetings & my best wishes to you & all,
Insurance is an ever green service industry to every individual’s life, where it offers services in 3 ways (General Insurance, Life Insurance, and Health Insurance). Life Insurance agency is one of professional and promotional channel, who can serve with utmost satisfaction directly to his customers and organization. As a life insurance agent (LIA) / business manager, one’s job is lucrative until his service towards his customer is justified. And also side by side one has to face more rejections than acceptance, which means
% of NO higher than YES.
According to views of our senior market experts, an ordinary or new IA has
to give at least 10 prospective presentations for 2 sales close for that day.
Main problem arises during prospecting customer, proper preparation for sales presentation, and important step is closing / asking a sale.
Now let us try to find out the simple solutions to this number game, and increase our sales closing ratio with practice and techniques.
In this material, I concluded all the information through my personnel experience acquired, and knowledge from attending meetings, discussions
and other modes of information, right before approaching a suspect to after sales service. After brief introduction on life insurance, eligibility for IAs, and their role, we start from marketing strategies.
KVL.MANOHAR - Author
1. Life Insurance.
a. What is life insurance?
b. Who need life insurance?
Types of life insurance Products.
d. Channels of promotion.
2. Life Insurance Agency Channel.
a. Who is an Agent?
b. Life Insurance Agent.
Life Insurance Agent Role.
d. Activities of an LIA / Business Manager:
3. Prospecting, Sales Presentation & Closing
a. Who is a prospect?
b. How to understand needs of a
Preparations for presentation.
d. Sales closing
e. After sales service.
g. Self Management Qualities
When an individual/joint’s life is assured for paying a
sum of money to beneficiary/nominee/appointee
under insurance act, with complete policies and
procedures laid by law, on unforeseen risk occurs to
policy holder’s life like death / disability / accident /
retirement etc. and to protect the insured’s family
against financial loss for paying off debts & future
agreement/financial cover offered by an insurer to
an insure, where insurer promises/agrees to pay
compensation / sum assured, against the unforeseen
risk happens to insured’s life, depending on the
contract and other events as according to wordings
in policy principles. )
Who needs life insurance?
Any individual/joint wants to secure their future
financial needs against unexpected happenings to
one’s life, and who want to compensate huge
financial loss/shift financial burden, occurs to their
family during the life absence, terminal illness, or
accident, total permanent disability of an insured in
To ensure immediate financial support to their
family on their demise.
To finance their children’s future education and
To save for regular/extra income in retirement
To save for income tax & get exemptions under
different applicable sections.
Types of life insurance Products:
Generally insurance companies offers
A. Endowment plans
B. Pure Protection Plans
C. ULIP / Variable insurance plans
D. Health insurance plan
E. Group Life Insurance plans.
Endowment plans are saving plans for a chosen fixed
term with life cover. When proposer needs this plan,
he/she has to understand terms and conditions
properly. Premiums have to pay trough out the
chosen term. Policy holder can get money when an
unexpected happens to life, disability, on completion
of policy term.
These plans are safe with good and guaranteed
returns based on sum assure or on paid premiums.
Who can get this policy?
Any individual who can pay for longer term, and will
to get safe returns on his investments with life cover.