1. INTRODUCTION ABOUT LIC Nature of business History of the Corporation Total Income: 2,99,273 Cr Total Premium Income: 2,03,358 Cr Total Life Fund: 11,51,200 Cr Total Surplus:Rs.23,890 Cr Total Assets 13,17,416 Cr. Total payments Rs.57,558 Cr(MC+DC)(SV – 49,792 Cr)

5. . Claims settled: 1.90 Cr Maturity Claims settled before date: 96.21% O/S claims ratio : 1.18% (Amount) O/S claims ratio : 0.40% (Number) LIC settles 70,000 claims every day i.e., 2.77claims per sec World No.1 in No. of Policies & Claims settlement 8 Zones, 113 divisions and 3,500 BO/SO/Customer zones connected through MAN,WAN 28.6 Cr. Policy holders (Only 4countries in the world has the population more than 28cr).

6. ABOUT AGENCY CAREER:- Benefits, Commission, Club benefits & rules clubrules.pptclubrules.ppt ABOUT MARKET:- Other financial products Competitor’s products. etc.,

7. SUCCESS TRIANGLE

8. PROSPECTS LIST BASIS FOR PREPARING LIST RELATIVES :- Father,Mother,Wife, Brothers,Sisters,Sons & Daughters. FRIENDS:- Classmates from childhood, co-workers(present & past) & other friends CLIENTS if already engaged in business or proffession PERMANENT LIST: Village wise, Segment wise, Income group wise. DAY LIST(extracted from Permanent list for that day) UPDATING THE PERMANENT LIST ON A DAY TO DAY BASIS

9. GOLD MINE..\DT\Welcome SBM\Gold Mine.doc..\DT\Welcome SBM\Gold Mine.doc

10. Types of Prospects & Their Mentalities

11. Only the Last 44%-Give up on 1 st Objection 22%-Give up on 2 nd Objection 16%-Give up on 3 rd Objection 10%-Give up on 4 th Objection 92%- Give up by 4 th Objection 8%- Get the Order

12. 73% customer put a minimum of 4 objection before buying anything from a salesmen Including you and me

13. Objections Handling I am already insured I don’t need insurance. Let me consult my CA/Wife. I don’t have money Rebate.

14. EKMK

15. POPULAR QUESTIONS WHY LIFE INSURANCE? HOW MUCH INSURANCE? WHICH IS THE BEST POLICY

16. WHY LIFE INSURANCE? ADAM SMITH THEORY: CREATION CONSUMPTION CONSERVATION and CONTINUATION of Income

17. HOW MUCH INSURANCE ? CAPITAL NEED ANALYSIS HUMAN LIFE VALUE NET WORTH

18. CAPITAL NEED ANALYSIS SALARY Rs 12,000/- SPENT ON SELF=Rs.2,000/- TO FAMILY=Rs.10,000/-

19. C.N.A. Contd.. UPON DEATH, FAMILY LOSES: LOVE AFFECTION LEADERSHIP AND RUPEES 10,000/-

20. Arrange for Cash15,00,000 today Arrange for Property15,00,000 today Arrange for Gold Jewelry 15,00,000 today Shares/bonds/NSC, PPF 15,00,000 today Own a LIC Policy2,000 p.m.

21. HUMAN LIFE VALUE BALANCE EARNING SPAN IS 20 YEARS @10,00,000/PA. FUTURE EARNINGS WILL BE Rs.2,00,00,000/-

22. NET WORTH = -65 LIABILITIES EDUCATION = 60 MARRIAGE =60 EMERGENCY = 10 LOANS =20 PENSION =50 TOTAL =200 ASSETS LAND& REAL ESTATE =60 SHARES,DEBs =10 HOUSE =20 SUNDRYASSETS =10 TOTAL =100

23. WHICH IS THE BEST POLICY NEW JEEVAN ANAND NEW MONEY BACK NEW ENDOWMENT NEW JEEVAN AKSHAY NEW BIMA BACHATH RETIRE & ENJOY - ! & 2…etc.