This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 1
Table of Contents ⃝ Tips & Techniques to Maximize Goalsheet Achievement ⃝ Winning Customer Propositions & Sweet Spots ⃝ Best Practices across geographies ⃝ Tata AIA differentiators (u/w, EODB) Let’s Go Ahead… This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 2
Meet our Superheroes Sara Sameer Mohan Mahi Area Manager Relationship Manager 3 Click on the Designation This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Let’s get started Hi, I am a Relationship Manager (RM) with IndusInd Bank vertical. I achieve 100% of my Goalsheet every month and today I am going to share my secret with you. Are you ready? Here we go… Relationship Manager This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4
Our Success Mantra I follow these two very important techniques laid down by the channel - R.P.M. and D.I.C.E. Click on each of these to know more R – Relationship D - Discipline P – Product I - Integrity M – Mapping C - Culture E - Execution Tata AIA Additional Support Medix Differentiators (Click to know more) Tele Consultation services Underwriting Touchpoints Compliance DO’s & DON’Ts This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 5
Relationship I was introduced to my branch manager and my RMs by my Supervisor. This is part of the New Vijaypath Induction process and is the most important step towards getting to know the branch and its employees. Here is what I did next… I have a diary in which I maintain All my mapped bank VYMO is an amazing tool, records of all important dates employees are my friends on and it helps me track my related to the Branch employees all social platforms like branch visits. mapped to me. LinkedIn, Facebook etc. Remember, “Jo Dikhta Hai It helps me to wish them on their Everyone updates their Vo Bikta Hai.” Birthdays, Anniversaries, and important life events on other important social events. these platforms nowadays; I ensure that I visit the that’s another way to branch on scheduled date It also helps me remain socially engage with them. and attend the morning connected to them on a personal huddle. front. Hold on. What do you do when you are in the morning huddle? You can’t just be a spectator, you must participate. This is how I prepare. I speak to the BM one day before the visit and I ensure that I prepare my sales pitch about the seek his permission to discuss our focus product I want to discuss. Remember you will product in the branch. get only 5 minutes to present in the morning huddle. Send the minutes of the morning huddle to the BM, your supervisor, the Zone Head and all other relevant stakeholders. This is a great opportunity to connect with the Zone head which shall be immensely useful in the future. Here are some more tips that I used to build my relationship Contd. 6 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Relationship Great Salespeople are relationship builders who provide value and help their Customers & Partners win Inactive Bank RMs - A great opportunity to build a strong relationship. Here is how I Succeeded… There was a Bank RM in the branch who was not active for a long time. He was not focusing much on LI Business. I was new to the branch and was looking for an opportunity to create visibility. I followed the channel choreography and was fortunate to close a case through Lobby Management. I gave the lead to this Bank RMs. He got active and was very happy. I did a product refresher with this Bank RMs on Tata AIA products and shared some pitches that can be used to generate leads. This Bank RMs is now one of the top performer of the branch Contd. 7 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Relationship It’s not about having the right opportunity, It’s about handling the opportunities right FTR is not only First Time Right, but also Form The Relationship In one of the branches mapped to me, I did not get a single lead for one month. But I ensured that I visit the branch everyday, attend the morning huddle meeting and kept asking the Bank RMs for Leads. Finally, seeing the persistent follow up finally I got a lead. That was a test, and here is the secret to pass such tests: I ensured that the lead was closed the same day and the policy was issued in 4 hours. Yes, you heard it right, issued in 4 hours!! The customer was very happy with Bank RM So, before submission I checked for KYC documents, identified customer’s profile, checked underwriting guidelines & other general submission requirements . So, this is one of our key differentiators! Our process is 100% digital and hassle free. I passed the test and the news spread like wildfire in the branch that Tata AIA issues policies on the same day, subsequently Leads started flowing in & apart from Bank RMs delight the customer was happy and satisfied with TATA AIAs prompt service . Some additional tips to help you maintain good relationship at the bank branch Helping Bank RMs with Getting them leads for DMAT and Quick Issuance with Opening Accounts servicing through Lobby Management 100% FTR Going on Calls with them for Keeping them informed on the Insurance as well as Non-Insurance Lead Status Want some Elevator Pitches for your next morning huddle… Click Here Back to Index 8 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Elevator Pitches It’s critical to draw the attention of your customers to our key selling points Sampoorna Raksha Supreme Param Rakshak / Param Riders Rakshak Plus A Term plan that provides life Enjoy upside of market power Get lumpsum on diagnosis of cover till age 100 years. play while the sticky wickets of any of 40 critical illnesses A Legacy Creation Plan life are well guarded irrespective of your medical bills 105% of Return of Premium in a Pay 1.03 Lacs for 10 yrs and get: Convert any of your insurance term plan. Ours is the 1st in the 15 Lacs HospiCare Benefit plan into a 360o protection industry 20 Lacs Criticare Plus Benefit plan with comprehensive 25 Lacs Maturity Benefit @ 8% protection & health riders A Term Plan that provides 50 Lacs Life Cover, ABD and protection for whole of Life and ATPD Rider benefit Income during your golden days Fortune Guarantee Plus Value Income Plan Guaranteed Return Insurance Plan (GRIP) A plan that offers you Tax Free Enjoy Growth and A Plan that pays you Tax Free Guaranteed Income for as long as 45 Guarantee in a Single Guaranteed Income and to your years Plan. A traditional Plan spouse after your death and with up to 30% Equity Return of Premium to the Pay 1 Lacs for 10 yrs, Get 10 Benefits Exposure Nominee. An Absolute 3 (Guaranteed Income, ROP, Life Cover, Generation Plan ADB, ATPD, CPB, HCB, Tax Benefits, PMCM, Commutation Option ) Pay 1 Lac for 10 years, get 1.22 lacs for A plan that gives you an Pay One time Get Income for 35 yrs + Return of Premium. Total option to receive Income Lifetime Benefit 52.71 lacs on your Birthday. Pay X Get 5 X SIS Combo High Returns | Capital Protection | Liquidity | Life Cover – All in a Single Plan Leverage the benefits of the equity market with Capital Guarantee to build a corpus to enjoy your Golden years Back to Index 9 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Tata AIA Differentiators 0.08% 86% 69 Complaints Ratio 13th Month Persistency FY 21 Net Promoter Score (NPS) 1 Day 75% Average Servicing TAT WhatsApp Opt-In Ease of Doing Business Best in Class Products Tele MER & Video MER options for 100% Digital Process Medicals Personal Medical Case Management Teleconsultation Differentiated Service for NRIs Exclusive Business Insurance Desk Process Differentiators GST Waiver for NRIs Income Proof Waiver We are the only company to give upfront ▪ No income proof for TSAR up to 1.5 Cr GST waiver (LA’s relationship with IBL > 6 months ) ▪ Financial waiver upto TSAR of 2 Cr, provided: ✓ Min Income of > = 3lacs ✓ LA to be graduate & above ✓ Credit score: CRIF: >=650 EXPERIAN: >=750 Contd. 10 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Claims Experience Back to Index 11 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
High Non-Medical Limits Non-Term Plan Age band (in Group 1 years) / MSAR (in Up to 11 times (SA to death benefit >11 – 20 times and whole life (SA to death INR) ratio) benefit ratio) Up to 45 Graduate Non - Graduate Graduate Non - Graduate 46 – 60 61 – 65 4.5 Crore 2.5 Crore 3 Crore 1.5 Crore 3 Crore 1.5 Crore 2 Crore 1 Crore 1.5 Crore 75 Lacs 1 Crore 50 Lac Age band (in years) / MSAR (in INR) Group 2 (Includes all other IBL bank customers not covered 0 – 35 36 – 45 under group 1) 46 – 50 1 Crore 51 - 55 50 Lacs 56 – 60 30 Lacs 61 – 65 20 Lacs 10 Lacs 10 Lacs Income Multiplier Age Band Income Multiplier to arrive at (Age Last Birthday) “Standard Financial Eligibility” 18 – 40 25 41 – 45 20 46 – 50 15 51 – 60 10 5 > 60 Contd. 12 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
VMER Limits PR & PR Plus & Term Plan Tele / VMER Limits & Eligibility Criteria Age Band Term TSAR* *1 Crore to 2.25 Crore 18-40 yrs Upto 2.25 Cr - Tele MER • Base Plan TSAR* - up to 41-45 yrs Upto 1.5 Cr – Tele MER 2.25 Crore Above 45 yrs to 55 Grid Medicals + FW [ If applicable upto 1 Cr] / Standard Financials yrs • Entry Age – 18 to 40 yrs • Education – Graduate & Criteria for Param Rakshak Additional criteria for Param Rakshak Plus above • Income/Education- No minimum qualifying conditions. • Income/Education- Min • Income – 7.5 Lakhs for Income- 3L/ Min For eligibility HLV should get justified basis declared Education- HSC salaried & 10 lacs for self employed income • Student / Housewife / • Resident – Indian Only • Location- No restrictions / Negative locations; For Retired :- Not allowed NRI/OCI/PIO- NRI guidelines with Residential loading • For NRI/OCI/PIO : PR+ will not be offered will apply • Max Age limits- Upto 45 years only • NML/Tele MER limits as • IIB checks only for non-HLV reasons per table below • VPSC -Mandatory for all policies. • Financial UW- Based on Declared income only • Financial underwriting:- No document required till (Declared income must be the one filed for income tax 25L of Rider Sum Assured (Above 25L SA of Rider SA, purpose) ; HLV should get justified basis declared Financial documents required as per regular income Term UW Guidelines) • Medical UW- • Short Tele MER only • Direct Loading (no reflex medicals) on select conditions • In any scenario, if medicals are triggered/done case will follow regular UW guidelines applicable for regular Term products • *TERM TSAR = All issued Policies from April 21 • For PR/PR Plus TSAR above 2.25 CR regular Term UW guidelines will apply • Financial Waiver of up to 2.25 crores on all VMER cases • For all Physical Medical Cases were VPSC is done, VMER is not mandatory Income Multiplier Age at Entry (years) Max Income Multiple 18 – 35 25 36 – 40 20 41 – 45 15 46 – 50 12 51 – 55 10 56 - 65 5 Contd. 13 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Rider Underwriting Guidelines NML & Tele MER Limits Age Band Criticare Plus / inbuilt CI FG Plus Hospicare (option2) NML (MSAR) TMER (MSAR) NML (MSAR) TMER (MSAR) 18 – 40 20L 50L 10L 40L 15L 41 – 45 15L 20L 10L 10L 46 – 50 10L 15L 5L (Above is applicable irrespective of the base plan they are attached to) (Highlighted portion reflects changes in NML/Tele limits that are yet to be implemented (WIP) in system) WOP on Criticare Plus Grid for Proposer Age Band NML (MSAR) Tele-MER (MSAR) 18-40 25L 50L NA 41-65 25L (Above grid is derived basis WOP on Criticare Plus Medical Sum at risk.) Underwriting/Product Guidelines – Partner Care Benefit Standard Age proof is mandatory. Partner Age should be within 45-90 years Relationships Allowed:- Parents, Siblings, Spouse, Children, Father-in-Law, Mother-in-Law Underwriting/Product Guidelines - Waiver of Premium Benefit on CPB/ATPD Health Annexure of proposer is required in Non-self policy Rider guidelines applicable for the proposer Contd. 14 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
COVID Guidelines Waiting Period • Minimum waiting period for issuance is 7 days after 1st Dose • Minimum waiting period for issuance is 15 days after 2nd Dose COVID 19 Positive with COVID 19 Positive without Hospitalization Hospitalization (Quarantine/ Home Isolation) • If the application is logged in • If the application is logged in within 1 month within 3 months of being Covid of being Covid positive, then the application positive, then the application will be postponed will be postponed. • If the application date is within 1 month to 6 • If the application date is higher months, then applicant will be required to than 3 months, of being Covid undergo full grid medicals + chest Xray positive, then the applicant will be required to undergo full grid • If the application date is more than 6 months, medicals along with Chest X Ray and the applicants age is 18 to 60 yrs, for SA and Complete follow up with upto 1 crore he/she will be required to blood tests, imaging (CXR, HRCT undergo full grid medicals. Chest) etc. • If the application date is more than 6 months, and SA is greater than 1 crore he/she will be required to undergo full grid medicals + chest Xray Back to Index 15 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
COVID Guidelines –NRI 1) All applicants (Non-resident Indians) currently residing outside of India: a. Singapore, Hong Kong, China, UAE, Mandatory Medicals + Video MER For all other Oman,Qatar, Saudi Arabia, Sri Lanka, criteria’s pls refer to Term UW guidelines Maldives,New Zealand, & Australia, Papua section of NRI New, Guinea, Fiji, Brunei, Thailand, Taiwan, Vietnam, Mauritius, South Korea, Bahrain, Kuwait b. All other countries not specified above All other countries not specified above Not Vaccinated: Postpone for Term plan only for countries not specified above irrespective of age and SA criteria. 1. Post Vaccination after 15 days - Mandatory Medicals + Video MER. 3. Residential Guidelines Apply. 2. For all other criteria’s Pls refer to Term UW guidelines section of NRI. 3.Residential Guidelines Apply 4. Max SA: Upto 5 Cr 2) All applicants with history of foreign travel/ Non-resident Indian currently residing in India Applications can be made after 15 days of Minimum requirement COVID19 Q, Video MER Foreign Travel in addition to other mandatory medical requirements. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Best in Class Products Whatever your need… We have a Solution for you Spirited Seniors Millennials / First Nearing Retirement Jobbers Married, with Just Married Married, with grown-up kids / small kids / Single Mature Middles Parent / Working Women Age 18 -25 yrs Age 50 - 60 yrs Age 60 yrs & above • Protection for • Liability cover • Provision for dependents • Provision for life retired life • Savings for partner or • Estate and legacy possessions, dependent kin planning travel and higher • Saving for education Age 25 -30 yrs Age 30 - 35 yrs Age 35 - 50 yrs retirement • Tax benefits • Protection for new • Protection for • Protection for life partner Family Family and • Savings for home, • Savings for child • liability cover car and travel education and • Saving for Kids marriage • Tax benefits higher education • Tax benefits • Preparing for retirement • Tax benefits Need Plan Name Protection Solution • Sampoorna Raksha Supreme • Param Rakshak & Param Rakshak Plus Long Term Guaranteed Income • Fortune Guarantee Plus • Guaranteed Return Insurance Plan Retirement Solution • Fortune Guarantee Plus Early Income • Guaranteed Return Insurance Plan • Value Income Plan Investment Solutions • Param Rakshak & Param Rakshak Plus (Market Linked Returns) • Value Income Plan • Secure Insurance Solution Additional Protection • Riders Click the Product for more details Back to Index 16 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Life Income Income start age – 55,60 and 65 yrs Option Income Rate – 0.01% to 0.15% of the Base Sum assured per month in increments of 0.01% PPT – 5 & 10 yrs Payor Accelerator Benefit – 50% SA paid on terminal Illness Comprehensive Riders – ADB / ATPD / CI / HCB Life Option Payor Accelerator Benefit – 50% SA paid on terminal Illness Multiple PPT/ Term options Systematic cover increase option (Life Stage Option) Comprehensive Riders – ADB / ATPD / CI / HCB No maturity Benefit Life Plus Term Plan with Return of Premium (105% of Option total premiums paid excl. loading & discount) Payor Accelerator Benefit – 50% SA paid on terminal Illness Flexible PPT/ Term options (PPT – Regular, 5, 10,12 and SP, PT – 10 to 40 Systematic cover increase option (Life Stage Option) Comprehensive Riders – ADB / ATPD / CI / HCB *Min Maturity age is 70 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 17
Life Income Option Premium Paying Minimum Minimum Maximum Minimum Maximum Income Start Maximum Term (PPT) PPT Policy Term Policy Term Entry Age Entry Age Ages Maturity Limited Pay 5 & 10 yrs (PT) (PT) 30 Age 20* 70 50 55, 60, 65 100 Yrs Income will be available in LSPO is not available in *Minimum Maturity Monthly mode only Life Income Option age is 70 Life Option Premium Paying Minimum Maximum Minimum Policy Maximum Maximum Income Maximum Term (PPT) PPT PPT Term (PT) Policy Term Entry Age Start Ages Maturity Limited Pay (PT) Age Regular Pay Single Pay 5 yrs 80 100 Yrs 10 82 10 82 18 65 Single Pay Life Plus Option Premium Paying Term Minimum Policy Maximum Policy Maximum Income Start Maximum (PPT) Term (PT) Term (PT) Entry Age Ages Maturity Age Single Pay 10 40 (Subject to 18 65 100 Regular Pay (10 to 40 yrs) 10 max maturity 10 Limited Pay 5 years 15 age 100) Limited Pay 10 years 15 Limited Pay 12 years *Min Maturity age is 70 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 17
Competition Benchmarking There is always something more than the Price to compare We are the only organization that offers Hospicare Benefit in a Term plan. 105% ROP is our biggest advantage over competition Life Option Life Plus option Feature Talic SRS Feature Talic SRS Life Cover Life Cover Inbuilt Terminal illness Inbuilt Terminal illness Life Stage cover Life Stage cover Riders – ADB, CI 105% ROP Rider - ATPD Riders – ADB, CI Rider - HospiCare Rider – ATPD Rider – HospiCare Life Income option Feature Talic SRS Speak to your Trainer / Life Cover Supervisor for more details Inbuilt Terminal illness Whole Life Income Riders – ADB, CI Rider – ATPD Rider – HospiCare Contd. 18 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Competition Benchmarking Sweet Spots Our premiums are the lowest Life Option Life Income option Age Cover till PT PPT Sum Assured SRS Age SA | 75 85 90 100 Cover till 45 55 247,500 5 328,600 50 50 10 1 Crore 137,200 35 66,247 81,848 93,561 125,603 185,200 45 55 50 50 40 1 Crore 92,640 106,050 126,926 150,991 45 55 5 463,600 10 616,000 50 100 50 2 Crore 257,000 45 117,644 144,411 167,444 208,558 45 55 347,200 50 50 35 119,914 149,461 171,994 233,096 45 55 5 11,47,500 10 15,27,000 50 50 5 Crore 636,000 40 2 Crore 168,436 195,615 236,415 281,751 860,500 45 55 45 214,133 266,896 310,795 390,666 50 50 Note: Premiums are for Male| Nonsmoker| Income from 60 Yrs.| Income rate 0.10% |PPT – 10 yrs Life Plus Option Life Income option Age PT PPT Sum Assured SRS 25 Age Monthly Income Cover till 75 Cover till 90 Cover till 100 30 1 Crore 21,900 35 40 37,000 35 5K 51,723 78,568 1,10,768 40 2 Crore 29,500 45 50,600 1 Crore 40,700 45 5K 88,922 1,38,205 1,81,872 71,200 2 Crore 58,200 35 10K 66,247 93,561 1,25,603 1,04,000 10 1 Crore 90,400 2 Crore 1,64,000 45 10K 1,17,644 1,67,444 2,08,558 1 Crore 2 Crore 35 15K 80,772 1,08,554 1,40,438 1 Crore 45 15K 1,46,365 1,96,682 2,35,243 2 Crore Values given above for income start age 60, PPT 10 and SA 1cr Partner Waiver of Return of CI, Hospicare, Care Premiums Premium (ROP) Disability Back to Products 19 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Feature rich ULIPs Myth – Always buy a Term & ULIP separately Fact – PR & PR Plus offer more returns compared to a ULIP + Term Return of 2X Return of 2X 11 benchmark Premium mortality beating funds to Allocation charges Charges Starting choose from from In years 10, 11, 12 FMC lower than and 13, units are 11th policy year competition added in the policy Cover continuance Mortality rate Flexibility boosters to ensure lower than Choice of PPT, policy continuance competition Policy Term, Payment frequency Right from first Age TATA C1 Partial withdrawal month if FV drops 35 1.02 1.29 45 2.18 2.88 Top-ups below 10% of 55 6.35 7.89 instalment premium Contd. 20 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Plan at a Glance Eligibility Criteria Minimum Issue Age 18 years (age last birthday) Maximum Issue Age 60 years (age last birthday) Minimum Age at Maturity 48 years (age last birthday) Base Plan - Age 100 years Maximum Age at Maturity ADB / ATPD – Age 85 years (age last birthday) HCB / Criticare Plus – Age 75 Years Riders will cease at their max maturity age or at the end of package Package Term term, whichever is earlier Premium Payment Period 30 and 40 years (subject to Max maturity age, as described above) Minimum Premium Premium Modes Limited Pay – 5 / 10 / 12 years | Regular Pay – 30 / 40 years Rider PPT will be the same as the base plan PPT Note: The riders are premium paying and not unit deducting Base : - 5 Pay – Rs.60,000 p.a., Others – Rs.18,000 p.a., Base and Rider premium subject to minimum SA Annual, Half Yearly, Quarterly or Monthly Minimum Basic Sum Assured Sum Assured Provision Maximum Basic Sum Assured Base Plan – 50,00,000 ADB and ATPD – same as Basic Sum Assured Criticare Benefit – 20,00,000 HCB – 10,00,000 Base Plan - No Limit ADB and ATPD – 2 Cr Criticare Benefit – 1Cr HCB – 40,00,000 Rider SA cannot exceed the base Plan Increase /Decrease in Basic SA Not Allowed Contd.This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 20
Feature rich ULIPs Premiums when broken down into Monthly premium cost less than the restaurant bill for a family dinner… SA: 1 Crore, Regular Pay Age PT PR premium PR+ premium 4% 8% 25 37,781 3,200 p.m. 41,781 3,500 p.m. 10.7 L 21.4 L 35 30 85,940 7,200 p.m. 95,940 8,000 p.m. 30.3 L 61.1 L 45 154,259 13,000 p.m. 178,059 14,900 p.m. 56.8 L 1.19 Cr 25 28,431 2,400 p.m. 33,701 2,800 p.m. 8.5 L 21.4 L 35 40 56,705 4,800 p.m. 68,935 5,800 p.m. 23.9 L 62.5 L 45 152,128 13,000 p.m. 175,928 14,700 p.m. 94.3 L 2.51 Cr SA: 1 Crore, 12 Pay Age PT PR premium PR+ premium 4% 8% 25 53,423 4,500 p.m. 60,673 5,100 p.m. 6 L 15.8 L 35 30 100,057 8,400 p.m. 118,167 9,900 p.m. 13.7 L 36.3 L 45 198,285 16,500 p.m. 241,395 20,100 p.m. 29.7 L 85.3 L 25 49,688 4,200 p.m. 60,348 5,000 p.m. 4.8 L 18.8 L 35 40 84,530 7,100 p.m. 109,250 9,100 p.m. 10.3 L 40.5 L 45 161,659 13,500 p.m. 204,769 17,000 p.m. 22.4 L 1.22 Cr PPT available: RP, 12 Pay, 10 Pay, 5 Pay Policy terms: 30 years, 40 years Contd. 21 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Feature rich ULIPs Tata AIA Funds Rated 4 or 5 Stars By Morning Star (External Rating Agency - Ratings as a % of AUM on a 5 year basis as on July-21). (AUM Based) – July’21 Period EQUITY LARGE CAP NIFTY 50 Last 1 yrs. 42.35% Last 3 yrs Tata AIA TOP 50 11.55% Last 5 yrs 49.49% 12.78% 13.04% Period 14.05% CRISIL COMP. Last 1 yrs. BOND. IND Last 3 yrs FIXED INCOME 3.8% Last 5 yrs 9.54% TALIC WL 7.96% Period INCOME Last 1 yrs. NIFTY Midcap 100 Last 3 yrs 3.87% 79.79% Last 5 yrs 9.86% 13.79% 8.12% 13.49% EQUITY MID CAP TALIC WL MID CAP EQ 69.44% 18.52% 17.05% Back to Products 22 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
45 years Income Term….Kaun deta hai aaj ke date mein and that too guaranteed and tax free Parameter Competition Fortune Guarantee Plus Plan Option Regular Income Regular Income | Regular Income with Inbuilt CI Income Term Joint Life 25 or 30 years Regular Income : 20 to 45 years (in Multiple of 5 years) Single Premium Not Available Regular Income with Inbuilt CI: 30 years for 5 Entry Age Not Available Pay and 25 years for 10 Pay PPT Min 5 Years 5, 6, 10, 12 Available Riders Accidental Disability Rider Available Return of Premium Critical Illness Plus Commutation Option Rider Min 1 Year for Regular Income Option Available SP, RP/LP - 5, 6, 7, 8, 9, 10, 11, 12 Available @ higher rate - Inbuilt Waiver of Premium on CI under Option 2 - Option to attach 4 riders (HCB, CPB, ADB, ATPD) Available Available @ lower rate This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 23
Eligibility Criteria Option 1 Option 2 Plan Option Regular Income Regular Income with an inbuilt (Option can be chosen only at Critical Illness benefit the inception of the Policy) Min Entry Age 1 year (subject to a minimum 18 years maturity age of 18 years) Max Entry Age 60 years 60 years Min Age at Maturity 18 years 23 years Max Age at Maturity 77 years 70 years Premium Payment Term (PPT)/ Single Pay: 5 years only Regular Pay: 5 and 10 years Policy Term (PT) Limited Pay 5 to 12 years: 6 to only 17 (PPT + 1 to 5 years) Regular Pay: 5 to 12 years Income Period 20 to 45 years (in multiples of 5 30 years for 5 pay and 25 years years). The Policy Term + for 10 pay Income Mode Income period is within the Coverage range of 25 years to 50 years Min Premium Max Premium Annual & Monthly Single Life & Joint Life (Joint Life for Single Pay option only) Single Pay - Rs. 5,000 Limited Pay /Regular Pay – Rs. 24,000 p.a. No Limit This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 23
Best Returns Sweet Spots There is no Competition for 35-, 40- and 45-year Income ….what are you waiting for? PPT PT Income Income IRR Income as a % of AP Total Benefits term 60,560 5.09% 5 65,060 5.16% 30.28% 34,22,400 69,900 5.23% 32.53% 36,02,400 6 75,100 5.29% 34.95% 37,96,000 80,680 5.35% 37.55% 40,04,000 5 7 86,700 5.41% 40.34% 42,27,200 8 78,700 5.32% 43.35% 44,68,000 84,560 5.38% 39.35% 43,48,000 9 90,840 5.44% 42.28% 45,82,400 10 97,600 5.50% 45.42% 48,33,600 104,860 5.56% 48.80% 51,04,000 6 99,840 5.57% 52.43% 53,94,400 107,260 5.62% 49.92% 53,93,600 7 115,240 5.67% 53.63% 56,90,400 68 123,820 5.73% 57.62% 60,09,600 122,980 5.77% 61.91% 63,52,800 9 132,140 5.82% 61.49% 65,19,200 141,960 5.86% 66.07% 68,85,600 10 40 145,120 5.84% 70.98% 72,78,400 7 155,920 5.88% 72.56% 76,04,800 171,260 5.96% 77.96% 80,36,800 7 8 85.63% 88,50,400 9 10 8 89 10 9 9 10 10 10 Premium 2 lacs excl. taxes Comprehensive riders Partner Waiver of Return of CI, Hospicare, Care Premiums Premium (ROP) Disability Back to Products 24 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Single Life | Joint Life | Guaranteed Tax-Free Income for Whole of Life | Return of Premium You name it and the plan has it ! Whole Life Income (Single Life) Age Annualised PPT/PT Regular Income Guaranteed Assuming ROP Total IRR Premium % Annual Income on Death at Benefit 5.01% (Annual Mode) (Annual Mode) Age 99 5.05% 5.07% 45 5 29.47% 29,475 5,00,000 19,44,275 5.08% 50 29.86% 29,863 5,00,000 18,13,950 5.08% 55 1,00,000 30.18% 30,175 5,00,000 16,76,825 60 30.49% 30,488 5,00,000 15,36,575 65 30.85% 30,850 5,00,000 13,94,650 Whole Life Income (Single Life) Annualise Regular Income Guaranteed Assuming ROP Total Benefit Age d PPT/PT % Annual Income on Death at IRR Premium (Annual Mode) (Annual Mode) Age 99 45 82.83% 82,825 10,00,000 46,44,300 5.84% 50 84.56% 84,563 10,00,000 42,97,938 5.89% 55 1,00,000 10 86.89% 86,888 10,00,000 39,54,175 5.96% 60 89.20% 89,200 10,00,000 35,86,800 6.00% 65 91.41% 91,413 10,00,000 31,93,900 5.99% Have you tried the GRIP Whole Life Income with an Employer Employee Scheme, it’s an awesome combination. Connect with your trainer to know more. Contd. 25 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Option III – Whole Life Income – Joint Life - Single Pay Age Annualized PPT Regular ROP on Total IRR Premium Income Death Age Benefit 5.31% 99 5.31% 5.30% 45 70,205 10L 44.40 L 5.28% 5.22% 50 70,535 10L 41.04 L 55 10 Lakh SP 70,950 10L 37.67 L 60 71,480 10L 34.30 L 65 71,810 10L 30.82 L The above figures are exclusive of GST, Cess and other taxes for Joint Life Cover (A male and a female life of same age) NML of up to 10 Crores Endowment Option Age Premium PPT / PT Total Premium Total Maturity IRR Benefit 5.48% 30 23,15,000 35 1,00,000 10/20 10,00,000 23,15,000 40 23,15,000 23,15,000 45 Regular Income Option Age Premium PPT / PT Total Premium Annual Income Income Period IRR 10 / 11 1000000 195250 10 5.73% 35 100000 1200000 213250 12 5.56% 12 / 13 Contd. 26 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Contd. 25 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Plan at a Glance Whole Life Income Option Premium Payment Term (in Single Premium 5 10 years) 5 5 10 Policy Term (in years) 45 Minimum Entry Age (for Both Life Assureds in JL) (in years) 65 Maximum Entry Age for Both Life Assureds (in years) 70 75 Maximum Age at Maturity Joint Life (5 Pay / 10 Pay) 24,000 Minimum Premium (Rs.) No limit, subject to underwriting Maximum Premium Income Payout Frequency Monthly / Annually Single Life (5 Pay / 10 Pay) Joint Life (Single Premium) Death During Policy Term 1st Death 2nd Death 1st Death 2nd Death Benefit 7 times 11 times 11 times of AP 1.25 times 10 times Waiver of Premium on Joint Life Under 5 Pay/ 10 Pay Option on 1st Death there is no Premium Waiver applicable for the on 1st Death surviving Life Assured. Endowment Option Premium Payment Term (in years) 5 6 10 Policy Term (in years) 10 12 20 Minimum Entry Age (in years) 8 60 60 60 55 Maximum Entry Age (in years) Maximum Age at Maturity 70 72 75 Death Benefit Multiple Up to Age 55 10 to 23.50 of AP (Age dependent) Above Age 55 9 to 9.80 of AP (Age dependent) NA Minimum Annualized Premium (Rs.) 50,000 Maximum Annualized Premium No limit, subject to board approved underwriting policy Premium Payment mode Annual/ Half Yearly/ Quarterly/ Monthly Optional Riders WOPP Rider Regular Income Option Back to Products 26 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
We don’t start the income from first year, but we have a … 5 Pay Option Capitalize on your strengths Up to 30% Option of Bonus on Equity Exposure Birthday Age 40 Male, Premium 1 Lakh Cash Bonus Option Accumulated Cash Bonus PPT PT Cash Bonus from Maturity Total Benefit Maturity Benefit 2nd Policy Benefit @8% till Maturity @8% IRR IRR Anniversary @8% @8% 5 40 17,500 21,77,500 28,42,500 6.10% 51,20,627 6.30% 6 40 21,519 23,44,302 31,62,024 6.07% 61,20,117 6.37% 8 40 28,319 25,15,045 35,91,167 5.87% 77,40,588 6.39% 10 40 34,066 26,49,450 39,43,956 5.67% 91,48,787 6.39% 12 40 35,632 33,68,965 47,22,987 5.61% 1,03,51,029 6.37% PPT – 5 to 15 yrs Income or Lump Extended Life Cover Optional riders Tax Benefits PT – 10 to 40 years Sum Benefit (ELC) till Age 100 WOPP / ADDL Back to Products 27 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Min Entry Age (Age as on last birthday) 30 days (Subject to age at maturity of 18 years) Max Entry Age (Age as on last birthday) 55 years for 5 PPT | 58 years for 6 PPT | 62 years for 7 PPT | 65 years for 8 to 15 PPT Min/ Max Maturity Age (Age as on last birthday) Min: 18 years | Max: 80 years Policy Term (PT) / Premium Payment Term (PPT) PT: 10 to 40 years | PPT: 5 to 15 years (Minimum Policy term:PPT+5 years) Optional Rider ADDL and WOPP Rider Min premium Min: PPT- 5 to 8: 50,000/- p.a. | PPT- 9 to 15: 24,000/- p.a. Max: No Limit, subject to underwriting. Min / Max Sum assured Min: Corresponding to min premium | Max: No Limit, subject to underwriting Plan Options Option 1 – Endowment Option 2 – Endowment with Extended Life Cover (ELC) till age 100 Underwriting Conditions Standard and non- standard lives allowed Non- Standard Age Proof Allowed Loading for Sub Standard Life and NSAP are allowed Back to Products This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 27
Leverage the benefits of the equity market with Capital Guarantee to build a corpus Plan Parameters Minimum Maximum Combination Products Fortune Pro / Maxima/ Wealth Pro / Maxima in combination with Smart Age at Entry (years)* Income Plus Premium Payment Term (PPT) 18 50 (years) Policy Term (years) 7 Years / 10 Years Premium (`) (Premium in multiples of 1000) 15 21/ Whole Life Premium Payment Mode `100000 for 10 Pay and No Limit, subject to Board approved 150000 for 7 Pay underwriting guidelines Annual Back to Products This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 27
Riders Comprehensive Comprehensive Protection Rider Health Rider Life Insured Benefit Option Comprehensive Protection Rider Comprehensive Self Life ADB ATPD CPB Health Rider HCB Event Event Covered Accidental Accidental Critical Hospitalization Death Disability Illness Covered Amount & Only Lump sum NA NA NA Payout Lumpsum + Income NA NA Only Income WOP* Tax-free Annuity (Partner care) Premium ROP Refund Please Note PPT Allowed with Regular/Limited /Single Pay (can be <= base plan Rider Term subject to rider term) Can be < = base plan term subject to max maturity age (for WOP = PPT subject to max maturity age) *WOP can be taken on Proposer if policy is non self Back to Products 28 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Mapping Mapping plays a very important role in your success. You must aspire to activate ALL the SPs in the branch that you are mapped in. I categorize the RMs in multiple categories as per the following broad categories and approach each category differently RM Category Strategy to connect with them Active sourcers but revenue deficit • Discuss the revenue Deficit • Conduct a product refresher Inactive sourcers • Focus on Non ULIP products Active sourcers but WAPI • Conduct a Product Refresher deficit • Do Joint Calls • Customer Portfolio Scoping • Product Refresher • Involve RM/AM for Joint Calls • Talk about Business Insurance Do remember: The morning huddle meeting is the best way to address all RMs in one go…never miss a morning huddle meeting Back to Index 29 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Discipline Discipline is the most important factor for your success. I follow the below routine which has helped me to be successful in this channel I always reach the branch before I never miss the the branch opens officially for morning huddle customers. meeting. This gives me additional time to interact with my Bank RMs. I always keep my self updated on I do lobby management competition products as well everyday I do 3 sales I always ensure that I am well calls every day groomed whenever I visit the I make at least 10 branch. phone calls everyday on promotional leads The Bank RMs prefer to take well behaved and well- dressed CAMs on customer calls Are you doing all of these? If Not, START TODAY Back to Index 30 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Integrity Integrity is what you do when no one is watching you Never: ▪ Provide false information to the customer or partner about your product or service ▪ Offer cash or gifts to the Bank Employees to get leads ▪ Never forge documents or customer signatures ▪ Never attend PSC / VPSC calls on behalf of your customers Ensure: ✓ You complete the compliance, AML, IT Infosec, KYC declarations on time ✓ The Channel code of conduct is adhered to with utmost sincerity ✓ You maintain a professional relationship with the bank employees ✓ You are transparent in your communication with the bank employees and the customer Back to Index 31 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Culture Maintaining a culture is like maintaining the soul of our organization. Inculcate a winning culture in the team that you are a part of Share your success stories for the day during the morning huddle, your winning strategy will help others in the team If you are having a bad day…don’t worry..talk to your colleagues in team, speak to your supervisor, stay focused on the inputs..the results will happen Work as a team to win as team The strength of the team is each individual member. The strength of each member is the team. Back to Index 32 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Execution Ideas are yesterday, Execution is today, and Success will be your partner tomorrow Follow the channel sales choreography Update all activities on VYMO daily without fail Complete your trainings & validations on Vacademy Track and Review your Goalsheet performance on a daily basis Back to Index 33 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Best Practices Zero Wallet share?..don’t worry.. Try this… In one of my branches Tata AIA wallet share was zero. While the branch did business for others, Tata AIA wallet share was a concern. Firstly, find the reason why the leads are not given to you. There can be 3 primary reasons: 1) The Bank RMs does not know our product 2) The Bank RMs does not have confidence in you for closure 3) Sufficient customer calls haven’t been done by you Once you have identified the reasons, it will become easier for you to handle the situation If the Bank RMs does not If the Bank RMs does not For customer calls to know your product, arrange have confidence in you, happen, you need to be for a product refresher, seek generate a lead from supremely confident of help from the training team, Lobby Management or our product features discuss product benefits, Promotional campaign and and policies. You can Tata AIA value added prove yourself also seek help from your features, Claims Settlement TSM for JFWs to ensure Ratio, Rate Card, IRR, etc. closures In my case it was (2). I closed 2 leads from Lobby Management and gained the trust of all the Bank RMs. Now the wallet share in my branch is 100% Contd. 34 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Best Practices The NRI Advantage We are the only organization wherein GST is waived off for NRIs unlike others where it is refunded This ensures No follow up is needed for GST refunds by our customers PSC calling through Video PSC is another advantage for NRI customers Higher NML Limits & Financial Waivers Pre-Underwriting decision can be availed before submission 6 different modes to access digital policy document Contd. 35 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Best Practices Affluent RMs hold the key for Success! Here is one fact: If you get one Imperia RM active with 1 NOP, you can achieve 30% to 40% of your Goalsheet. Affluent RMs handle HNI customers and their ticket size is always 10 Lacs Plus. Affluent RMs are number driven and hence whenever you interact with them you must ensure that you are fully aware of your products and their IRRs. There can be a possibility where the IRR of your product is slightly lesser than that that of the competition. You need to focus on the sweet spots. This is where you should also talk about the unique features offered by Tata AIA like Teleconsultation or you can talk about faster issuances, Financial waivers, Higher NMLs etc. This will give you an advantage! Support them in portfolio scoping and identifying potential customers from their customer base. Share one pagers and ready reckoners for easy reference. You might also need support of your supervisor for joint calls with the Affluent RMs. Back to Index 36 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Let’s get started Sara Sameer Hi, I am a Area Manager with IndusInd Bank Vertical. I have a team that achieves 100% of their Goalsheet every month and today I am going to share some top focus areas for success with you. TerritoArryeSaaMleasnMagaenrager Are you ready? Here we go… This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 45
Supervisor Supervisor is a role model for his/her team Follow these steps to ensure you and your team are aligned to the channel objectives Conduct / Attend the morning huddle every day Attend Bank morning huddle Meetings Interact with top SPs of the branch Do 3 Joint calls / Branch visits with your RMs Follow up on Issuance-Daily Schedule calls for the next day in advance Send day end Dashboard to the partner Contd. 46 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Managing a Team This is what I do to ensure that my team achieves their Goalsheet Morning Huddle Partner Interaction Reviews using / Training / JFW VYMO One or more of the below • Attend morning huddle • Partner Engagement topics are discussed during Meeting prioritizing low tracking the morning Huddle wallet share branches • Lead Funnel Tracking • Product & Refresher • Product & Tata AIA Training with sales pitches differentiators training for • If the leads are low, I and Mock Calls Bank RMs plan a branch visit with the RM and speak to the • U/W Guidelines – Limits and • Lobby Management BM / Bank RMs Competitive Advantage • Discussion with BMs / Bank • If the Conversion is • Contests / Perks / EP Credits RMs for Leads low, I plan for JFWs / RnR / Fast Track Promotions etc. • Joint Field work with the • Product Mix tracking CAMs • Bank RMs Activation • FTR review • Objection Handling • Persistency • Rate Card Back to Index 47 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Tele -consultation Services Practo Tele- COVID consultation Assessment 4 Specialist tele- Get yourself consultations per assessed in case of month. 48 COVID-19 consultations per symptoms. year. Health Articles On Call & Webinars Support Unlimited Access Connect with to Health Articles, support team 24x7 Doctor Q&A and Webinars. Tele-consultation feature will be available with Sampoorna Raksha Supreme (SRS) & Fortune Guarantee Plus Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Medix It is offered as a COMPLEMENTARY* service to eligible customers of Tata AIA Life Insurance. Personal Medical Case Management support in reassessment of the medical case, planning, implementation and on-going supervision to ensure best quality care. Conditions Cancer managed Cardiac Disease Which include the following disease groups: by medix a. Ischemic heart disease. b. Valvular diseases (aortic stenosis, aortic insufficiency, mitral stenosis, mitral insufficiency, mitral valve prolapse.) c. Heart failure (congestive heart failure, Diastolic heart failure, right heart failure) d. Arrhythmia (Atrial fibrillation, atrial flutter, ventricular tachycardia, etc) e. Congenital anomalies (vsd, pfo*). f. Hyperyrophic Cardiomyopathy. g. Right ventricular dysplasia. h. Heart malignancy (Myxoma, etc). Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
Touchpoints Support required for Email ID Login related issues – Good Connect /TAB [email protected] Login related issues - Sellonline [email protected] SP coding [email protected] Vacademy [email protected] Vymo related queries [email protected] PST Support – For all other queries Bank Region Generic PST id SPOC name East 1 [email protected] Sabeeta Santwani East 2 [email protected] Sabeeta Santwani West 1 West 3 [email protected] Jayesh Koli West 2 [email protected] Jayesh Koli South 1 [email protected] Divya Bharathi Pradhan South 2 [email protected] Shital Kole North 1 [email protected] Shweta More North 2 [email protected] Vishal Nachare North 3 [email protected] Vishal Nachare Affluent [email protected] Sandeep Tiwari [email protected] Sandeep Tiwari Back to Index 48 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.
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