Playbook_August

This is a competitive environment. Your success depends on many attributes including your domain knowledge & skillsThis document will help you in your journey of SuccessThe document highlights the following:a)Positioning the strengths of your organization to win over competitionb)Using different product attributes to gain customer confidencec)Best Practices followed by your colleagues to gain wallet shared)Following Channel Philosophies & Discipline to ensure you are on the right track e)Big Ticket Sales Case Studies–f)What our customers say about usPurpose of this DocumentLet’s Go Ahead

AbhayPooja Territory Sales ManagerMeet our Superhero'sMohithManaliCorporate Account ManagerClick on the Designation

KaranKiranCorporate Account ManagerHi, I am a Corporate Account Manager (CAM) with HDFC Branch Banking. I achieve100% of my Goalsheet every month and today I am going to share my secret with you.Are you ready?Here we go…Let’s get started

Click on each of these to know moreOur Success MantraI follow these 2 very important philosophies laid down by the channelR Relationship D - Discipline–P Product–M Mapping –I - IntegrityC - CultureE - ExecutionAdditional Support(Click to know more)Tata AIA DifferentiatorsBest PracticesCase Studies & Customer Feedback

RelationshipI was introduced to my branch manager and my LGs /RMs by my Supervisor. This is part of the New Manager Introduction 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 records of all important dates in the lives of Branch employees mapped to me. It helps me to wish them on their Birthdays, Anniversaries, and other important social events. It also helps me remain connected to them on a personal front.All my mapped bank employees are my friends on all social platforms. Everyone updates their important life events on these platforms nowadays; that’s another way to socially engage with them.VYMO is an amazing tool, and it helps me track my branch visits. Remember, “Jo Dikhta Hai Vo Bikta Hai.” I ensure that I visit the branch on scheduled date and attend the scrum meeting.Hold on. What do you do when you are in the scrum? You can’t just sit and talk, you must prepare. This is how I prepare.I speak to the BM one day before the visit and seek his permission to discuss our focus product in the branch.I ensure that I prepare my sales pitch about the product I want to discuss. Remember you will get only 5 minutes to present in the scrum.Send the minutes of the scrum to the BM, your supervisor, the Cluster Head and all other relevant stakeholders. This is a great opportunity to register your name with the Cluster Head. You might need the CH support on some bad daysHere are some more tips that I used to build my relationshipContd.

RelationshipInactive LG - A great opportunity to build a strong relationship.Here is how I did…There was an LG in the branch who was struggling to get active, and he was under huge pressure to source LI Business. I happened to be at the branch and was fortunate to close a case through Lobby Management.I gave the lead to this LG. He got active and was very happy. I did a product refresher with this LG on Tata AIA products and shared some pitches that can be used to generate leads.This LG is now one of the top performer of the branchThere was one more branch where the competition had an upper hand. I did not get a single lead for one month. But I ensured that I visit the branch everyday, attend the scrum and ask the LGs for Leads. One day I got a lead.That was a test, and here is the secret to pass the test.I ensured that the lead was closed the same day and the policy was issued in 4 hours. Yessss, you hear it right, it’s 4 hours. 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. Leads started flowing in like the tap water.Helping LGs with Opening AccountsGetting them leads for DMAT and Loans through Lobby ManagementQuick Issuance with 100% FTRGoing on Calls with them for Insurance as well as Non-InsuranceKeeping them informed on the Lead StatusAll of these help you to maintain good relationship at the bank branch.Want some Elevator Pitches for your next Scrum…Click HereBack to Index

Elevator PitchesFortune Guarantee PlusGuaranteed Return Insurance Plan (GRIP)Value Income PlanA plan that offers you Tax Free Guaranteed Income for as long as 45 yearsA Plan that pays you Tax Free Guaranteed Income and to your spouse after your death and Return of Premium to the Nominee. An Absolute 3 Generation Plan Enjoy Growth and Guarantee in a Single Plan. A traditional Plan with up to 30% Equity ExposurePay 1 Lac for 10 years, get 1.22 lacs for 35 yrs + Return of Premium. Total Benefit 52.71 lacsPay X Get 5 XPay One time Get Income for LifetimeA plan that gives you an option to receive Income on your Birthday. A Birthday Special PlanSampoorna Raksha SupremeParam Raksha / Param Raksha PlusA Term plan that provide life cover till age 100 years of age. A Legacy Creation PlanProtection | Health | Wealth all in a single planNever heard of feature that offers 105% of Return of Premium in a term plan. Ours is 1stin the industryEnjoy the benefits of equity markets while protecting the dreams and aspirations of your loved onesBack to Index

Tata AIA Differentiators0.08%Complaints Ratio86% 13 Month Persistency FY 21th51Net Promoter Score (NPS)1 DayAverage Servicing TAT75% WhatsApp Opt-InEase of Doing BusinessTele MER & Video MER options for MedicalsDifferentiated Service for NRIsExclusive Business Insurance DeskProcess DifferentiatorsGST Waiver for NRIsManual PSC in Proposer LA CaseIncome Proof WaiverCompetition gives GST refund. We are the only company to give upfront GST waiverIn Manual PSC process where the Proposer is 60+, the competition does PSC calling for both Proposer and Life Assured. We call only the proposerNo income proof for Premium up to 50 lacs, for Imperia, PBG customers. In competition the limit is only 5 lacsBest in Class Products100% Digital ProcessPersonal Medical Case ManagementTeleconsultationContd.

Claims ExperienceContd.

Higher Non-Medical LimitsAge Band(age last Birthday in years)PBG & Imperia CustomersPreferred & Classic CustomersOthersNon Medical Limit allowed based on medical sum at risk in INR–NAGraduate OnlyGraduateNon - Graduate0 40–6 Crore4 Crore3 Crore2 Crore41 45–4 Crore3 Crore2 Crore1 Crore46 50–3 Crore2.5 Crore2 Crore1 Crore51 55–2 Crore1.5 Crore1 Crore50 Lacs56 60–1 Crore75 Lacs50 Lacs25 Lacs61 65–50 Lacs25 Lacs25 Lacs10 LacsAbove 65Refer to General Non Medical SchemeBest amongst the competitors. Your Partner likes faster Issuance.Faster you close a lead, the faster you get the next leadBack to Index

Click the Product for more detailsBest in Class ProductsWhatever your need…We have a Solution for youYoung andSingleJust MarriedMarried, with small kidsMarried, with grown-up kidsNearing RetirementRetired•Protection for dependents•Savings for possessions, travel and higher education•Tax benefits•Protection for new life partner•Savings for home, car and travel•Tax benefits•Protection for Family•Savings for child education and marriage•Tax benefits•Protection for Family and •liability cover•Saving for Kids higher education•Preparing for retirement•Tax benefits•Liability cover•Provision for life partner or dependent kin•Saving for retirement•Provision for retired life•Estate and legacy planningAge 18 -25 yrsAge 25 -30 yrsAge 30 - 35 yrsAge 35 - 50 yrsAge 50 - 60 yrsAge 50 - 60 yrsNeedPlan NameProtection Solution•Sampoorna Raksha Supreme•Param Rakshak & Param Rakshak PlusLong Term Guaranteed Income •Fortune Guarantee Plus•Guaranteed Return Insurance Plan (Whole Life Income)Retirement Solution•Fortune Guarantee Plus•Guaranteed Return Insurance Plan (Whole Life Income)•Smart Annuity Plan•Saral PensionEarly Income •Value Income PlanInvestment Solutions (Market Linked Returns)•Param Rakshak & Param Rakshak Plus•Value Income Plan

Life Income OptionIncome start age 55,60 and 65 yrs–Income Rate 0.01% to 0.15% of the Base Sum –assured per month in increments of 0.01%Payor Accelerator Benefit 50% SA paid on –terminal Illness Comprehensive Riders ADB / ATPD / CI / HCB–PPT 5 & 10 yrs–Life OptionPayor Accelerator Benefit 50% SA paid on –terminal Illness Multiple PPT/ Term optionsComprehensive Riders ADB / ATPD / CI / HCB–No maturity BenefitSystematic cover increase option (Life Stage Option)Life Plus OptionTerm Plan with Return of Premium (105% of total premiums paid excl. loading & discount)Payor Accelerator Benefit 50% SA paid on –terminal Illness Systematic cover increase option (Life Stage Option)Comprehensive Riders ADB / ATPD / CI / HCB–Flexible PPT/ Term options (PPT Regular, 5, 10,12 –and SP, PT 10 to 40 –*Min Maturity age is 70 Contd.

Competition BenchmarkingFeatureTalic SRSComp HComp MComp ILife CoverInbuilt Terminal illnessXXLife Stage coverXRiders ADB, CI–Rider - ATPDXRider - HospiCareXXXLife OptionFeatureTalic SRSComp HComp MComp ILife CoverNotAvailableInbuilt Terminal illnessXXLife Stage coverX105% ROPXXRiders ADB, CI–Rider ATPD–Rider HospiCare–XXLife Plus optionThere 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 competitionContd.

Competition BenchmarkingLife OptionAgePTPPTSAHDFC OnlineSRS 2540101,00,00,000 24,265 21,9002540102,00,00,000 42,416 37,0003040101,00,00,000 32,058 29,5003040102,00,00,000 57,903 50,6003540101,00,00,000 45,026 40,7003540102,00,00,000 82,799 71,2004040101,00,00,000 63,336 58,2004040102,00,00,000 1,18,955 1,04,0004540101,00,00,000 99,663 90,4004540102,00,00,000 1,78,546 1,64,000Life Plus OptionPartner CareWaiver of PremiumsReturn of Premium (ROP)CI, Hospicare, DisabilitySweet SpotsOur premiums are lesser compared to the competitionBack to ProductsAgeCover tillPTPPTPPTSACompetition H Offline PremiumCompetition H Online PremiumSRS4510055551,00,00,000374,774371,026247,5005010050551,00,00,000467,037462,367328,600451005510101,00,00,000207,925205,846137,200501005010101,00,00,000259,113256,521185,2004510055552,00,00,000686,526679,661463,6005010050552,00,00,000843,419834,986616,000451005510102,00,00,000380,885377,076257,000501005010102,00,00,000467,930463,250347,2004510055555,00,00,00015,60,81415,45,20511,47,5005010050555,00,00,00019,72,56919,52,84315,27,000451005510105,00,00,000865,941857,281636,000501005010105,00,00,00010,94,38110,83,436860,500

Feature rich ULIPsReturn of 2X Premium Allocation chargesIn years 10, 11, 12 and 13, units are added in the policyReturn of 2X mortality Charges Starting from 11th policy year11 benchmark beating funds to choose fromFMC lower than competitionCover continuance boosters to ensure policy continuanceRight from first month if FV drops below 10% of instalment premiumMortality rate lower than competitionAgeTATAIPRU351.021.29452.182.88556.357.89FlexibilityChoice of PPT, Policy Term,Payment frequencyPartial withdrawalTop-upsMyth Always buy a Term & ULIP separately–Fact PR & PR Plus offer more returns compared to a ULIP + –Term

SA: 1 Crore, Regular PaySA: 1 Crore, 12 PayAgePTPR premiumPR+ premium4%8%10%253037,7813,200 p.m.41,7813,500 p.m.10.7 L21.4 L 31.2 L 353085,9407,200 p.m.95,9408,000 p.m.30.3 L61.1 L 89.1 L4530154,259 13,000 p.m. 178,05914,900 p.m.56.8 L 1.19 Cr 1.72 Cr 254028,4312,400 p.m.33,7012,800 p.m.8.5 L21.4 L 39.9 L 354056,7054,800 p.m.68,9355,800 p.m.23.9 L62.5 L 1.16 Cr4540152,128 13,000 p.m. 175,92814,700 p.m.94.3 L2.51 Cr 4.08 CrAgePTPR premiumPR+ premium4%8%10%253053,4234,500 p.m.60,6735,100 p.m.6 L15.8 L25.6 L3530100,0578,400 p.m. 118,1679,900 p.m.13.7 L36.3 L58.7 L4530198,285 16,500 p.m. 241,39520,100 p.m.29.7 L85.3 L1.43 Cr254049,6884,200 p.m.60,3485,000 p.m.4.8 L18.8 L42.1 L354084,5307,100 p.m. 109,2509,100 p.m.10.3 L40.5 L96.6 L4540161,659 13,500 p.m. 204,76917,000 p.m.22.4 L1.22 Cr2.45 CrPPT available: RP, 12 Pay, 10 Pay, 5 Pay Policy terms: 30 years, 40 yearsPremiums when broken down into Monthly premium cost less than the restaurant bill for a family dinner…Back to Products

CompetitionFortune Guarantee PlusRegular IncomeRegular Income | Regular Income with Inbuilt CI25 or 30 yearsRegular Income : 20 to 45 years (in Multiple of 5 years)Regular Income with Inbuilt CI: 30 years for 5 Pay and 25 years for 10 PayNot AvailableAvailableNot AvailableAvailableMin 5 YearsMin 1 Year for Regular Income Option5, 6, 10, 12 SP, RP/LP - 5, 6, 7, 8, 9, 10, 11, 12Accidental Disability RiderCritical Illness Plus Rider- Inbuilt Waiver of Premium on CI under Option 2 - Option to attach 4 riders (HCB, CPB, ADB, ATPD)AvailableAvailableAvailableAvailableParameterPlan OptionIncome TermJoint LifeSingle PremiumEntry AgePPTRidersReturn of PremiumCommutation Option45 years Income Term….Kaun deta hai aaj ke date mein and that too guaranteed and tax free

Best ReturnsPartner CareWaiver of PremiumsReturn of Premium (ROP)CI, Hospicare, DisabilityComprehensive ridersSweet SpotsThere is no Competition for 35, 40 and 45 year Income ….what are you waiting forBack to ProductsPPTPTIncome termIncomeIRRIncome as a % of APTotal Benefits554060,5605.09%30.28%34,22,400564065,0605.16%32.53%36,02,400574069,9005.23%34.95%37,96,000584075,1005.29%37.55%40,04,000594080,6805.35%40.34%42,27,2005104086,7005.41%43.35%44,68,000664078,7005.32%39.35%43,48,000674084,5605.38%42.28%45,82,400684090,8405.44%45.42%48,33,600694097,6005.50%48.80%51,04,00061040104,8605.56%52.43%53,94,400774099,8405.57%49.92%53,93,6007840107,2605.62%53.63%56,90,4007940115,2405.67%57.62%60,09,60071040123,8205.73%61.91%63,52,8008840122,9805.77%61.49%65,19,2008940132,1405.82%66.07%68,85,60081040141,9605.86%70.98%72,78,4009940145,1205.84%72.56%76,04,80091040155,9205.88%77.96%80,36,800101040171,2605.96%85.63%88,50,400Premium 2 lacs excl. taxes

Whole Life Income (Single Life)AgeAnnualised PremiumPPT/PTRegular Income Guaranteed %(Annual Mode) (Annual Mode)Annual Income ROP on Death Assuming at Age 99Total BenefitIRR451,00,000529.47%29,4755,00,00019,44,2755.01%5029.86%29,8635,00,00018,13,9505.05%5530.18%30,1755,00,00016,76,8255.07%6030.49%30,4885,00,00015,36,5755.08%6530.85%30,8505,00,00013,94,6505.08%Whole Life Income (Single Life)AgeAnnualised PremiumPPT/PTRegular Income Guaranteed %(Annual Mode) (Annual Mode)Annual Income ROP on Death Assuming at Age 99Total BenefitIRR451,00,0001082.83%82,82510,00,00046,44,300 5.84%5084.56%84,56310,00,00042,97,938 5.89%5586.89%86,88810,00,00039,54,1755.96%6089.20%89,20010,00,00035,86,800 6.00%6591.41%91,41310,00,00031,93,900 5.99%Why go for a taxable annuity plan when you can get Guaranteed Tax-Free Whole Life Income with ROP 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.

The above figures are exclusive of GST, Cess and other taxes for Joint Life Cover (A male and a female life of same age)Option III Whole Life Income Joint Life - Single Pay––AgeAnnualized PremiumPPTRegular IncomeROP on Death Age 99Total BenefitIRR4510 LakhSP70,20510L44.40 L5.31%5070,53510L41.04 L5.31%5570,95010L37.67 L5.30%6071,48010L34.30 L5.28%6571,81010L30.82 L5.22%The best option for Retiree and Businessmen…One & DoneBack to Products

Age 40 Male, Premium 1 LakhPPTPTCash Bonus OptionAccumulated Cash BonusCash Bonus from 2nd Policy Anniversary @8%Maturity Benefit @8%Total Benefit till Maturity @8%IRRMaturity Benefit@8%IRR54017,50021,77,50028,42,5006.10%51,20,6276.30%64021,51923,44,30231,62,0246.07%61,20,1176.37%84028,31925,15,04535,91,1675.87%77,40,5886.39%104034,06626,49,45039,43,956 5.67%91,48,7876.39%124035,63233,68,96547,22,987 5.61%1,03,51,0296.37%Up to 30%Equity ExposureBirthdayOption of Bonus onPPT 5 to 15 yrs–PT 10 to 40 years –Income or Lump Sum BenefitExtended Life Cover Optional riders (ELC) till Age 100WOPP / ADDLTax BenefitsWe don’t start the income from first year, but we have a …5 Pay OptionCapitalize on your strengthsBack to Products

MappingMappingplays a very important role in your success. While you will be mapped to the branches, you must map yourself to the RMs in the Bank.I categorize the RMs in multiple categories and create a different strategy to approach each categoryRM CategoryStrategy to connect with themActive on Insurance but Income DeficitDiscuss the income DeficitConduct a product refresherDo Joint CallsInactive on InsuranceConduct a Product RefresherDo Joint CallsPortfolio ScopingImperia RM (Active / Inactive)Product RefresherPortfolio ScopingTalk about Business InsuranceTellerProduct Elevator PitchesInformation on High Value TransactionCustomer Service DeskProduct RefresherInformation about customers looking for insurance, FD Maturity etc.If you have tried your way and it has not worked, try the above strategyBack to Index

DisciplineDisciplineis the most important factor for your success. I follow the below routine which has helped me to be successful in this channelI always reach the branch before the branch opens officially for customers. This gives me additional time to interact with my LGs. I never miss the scrum meeting.I always keep my self updated on competition products as wellI always ensure that I am well groomed whenever I visit the branch. The LGs prefer to take well behaved and well-dressed CAMs on customer callsI do 3 sales calls every dayI do lobby management everydayI make at least 10 phone calls everyday on promotional leads I do ATM activity once a weekAre you doing all of these? If Not, START TODAYBack to Index

IntegrityIntegrity is all about what you do when no one is watching you ❑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 customersEnsure:❖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 customerNever:Back to Index

CultureMaintaining a culture is like maintaining the soul of our organization. Inculcate a winning culture in the teamShare your success stories for the day during the morning huddle, your winning strategy will help others in the teamIf you are having a bad day…don’t worry..talk to you colleagues in team, speak to your supervisor, stay focused on the inputsWork as a team to win as teamBack to Index

ExecutionIdeas are yesterday, Executionis today, and Success will be your partner tomorrowFollow the channel sales choreographyUpdate all activities on VYMO daily without failComplete your trainings & assessments on VacademyTrack and Review your Goalsheet performance on a daily basisBack to Index

I always stand at the Helpdesk counter near the entrance. Hence, I am always be the first person to speak to the customer.I ask customer for the purpose of his visit. This helps me in 2 ways: (a) The customer service staff feels happy that someone is helping them. Hence, my relationship is strengthened.(b) I know the purpose of customer visits. Hence, I am able to identify opportunities for Insurance sales.I guide the customer to the right counterBest PracticesThis is my style of Effective Lobby ManagementIf the customer is a Prospect for Insurance, for e.g., he has come to access the locker or take a gold loan or any other loan or has come or break a FD, I ensure that I personally assist him during the service.I look for opportunities to give an elevator Pitch for Insurance. For e.g. A customer comes to the branch to make a FD. I take him to the RM closely associated with me. I explain the advantages of diversification; give examples of product that give returns higher than FDs and then push the RM to propose TATA AIA ProductLobby Management is an effective tool to sharpen your product / Process knowledge. The more customers you pitch to, the better you become everyday.Contd.

Best PracticesThis is what I did when one of my branches was on Zero Wallet Share…The branch wallet share was zero. While the branch did business for the competitor, Tata AIA wallet share was a concern.This is the approach that I took to bring the wallet share to 50%Firstly, I tried to find out the reason why the leads were always given to the competitor. There can be multiple reasons in your case 1) The LG does not know our product (2) The LG does not have confidence in you for closure (3) The LG is favors the competitor CAM.Once you have identified the reason, it will become easier for you to handle the situationIf the LG does not know your product, arrange for a product refresher, seek help from the training team, discuss product benefits, Tata AIA value added features, Claims Settlement Ratio, Rate Card, IRR, etc.If the LG does not have confidence in you, generate a lead from Lobby Management or Promotional campaign and prove yourselfIf the LG favors the competition, seek help from your Supervisor, Branch Manger, and the cluster head, if needed.Use the Tata AIA differentiators to engage with the LGsIn my case it was (2). I closed 2 leads from Lobby Management and gained the trust of all the LGs. Now the wallet share in my branch is 50%Contd.

Best PracticesThe NRI AdvantageWe are the only organization where GST is waived off for NRIs. The competition takes the complete premium including the GST and then refunds it. GST waiver is our biggest competitive advantagePSC calling through Video PSC is another advantage is another advantage for NRI customers Contd.Higher NML Limits & Financial WaiversPre-Underwriting before submission6 different modes to access digital policy document

Best PracticesHere is one startling fact. If your get one Imperia RM active with 1 NOP, you can easily achieve 30% to 40% of your Goalsheet.Imperia RMs handle HNI customers and their ticket size is always 10 Lacs Plus.Imperia RMs are number driven and hence whenever you interact with Imperia RMs 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 that that of the competition. This is where you should talk about the unique features offered by Tata AIA like Medix and Practo or you can talk about faster issuances. Financial waivers, Higher NMLs etc. This will give you an advantage over the competitionSupport 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 Imperia RMs.Want to go from 100% to 200%; Imperia RM will help you…How do you get them ActiveBack to Index

Case StudyThe customer is a Super HNI and director of Petrochemical company. The customer used to visit the bank only on Saturdays for high value transaction. He only used to interact will the teller, complete the transaction and leave. The teller was conscious of the balance in his account and one day approached him for investment option. The customer said no for investment; but the teller was persistent and immediately switched the conversation to term insurance.The customer was keen to hear the proposal.The teller contacted the Tata AIA RM as Tata AIA conversion ratio and Turn Around Time (TAT) was very good. The customer was presented with 2 quotes of 5 crores and 10 crores. The customer asked for 2 more quotes of 15 crores and 25 croresThe Tata AIA team proactively took all details from the customer and proceeded with pre-underwriting. Based on the customer’s profile Keyman proposal was discussed. The customer was explained the benefits of taking the policy under Keyman. This was also supported with benefits of tax saving and opportunity of High cover if the cover was taken using company financials. Legacy option was also discussed using the Whole Life Cover option.More details line Time value of money and inflation helped the Tata AIA team to arrive at a 100 Crore Life Insurance Cover.The customer had assets worth 100 Cr to 150 Cr in terms of properties, Car and other metals. Team Tata AIA used this as an opportunity to convince the customer to have a life insurance cover of 100 crores as it would have been impossible for the family to liquidate the assets in case of emergency. The customer was very happy with the proposal. He had 2 sons, and this was a very good method of asset equalization. The case was closed, and the policy was issued by team Tata AIAThe 100 Crore CaseContd.

Case StudyCustomer is a 74-year-old industrialist. He had received a lumpsum amount from a property sale and was planning to invest in a Regular Income PlanBefore we presented the solution to the customer, we had a discussion with the Cluster Head and 2 products were identified as per customers requirement; Smart Annuity Plan and Fortune Guarantee Plus. The customer has 2 daughters and files an ITR of more than a crore.The customer was presented with both the solutions. As a recommendation we proposed 1 crore FG plus instead of a lumpsum 10 crores Smart Annuity plan.Tax Implications, FD Comparison, Long Term Guaranteed Returns and Legacy was the pitch used to promote FG Plus.The customer was pleased with the FG Plus proposition and the bought 2 NOPs of 50 lacs each for his daughters.We also tracked the case till the issuance.2 NOPs of 50 Lacs eachContd.

Customer FeedbackBack to Index

KirtiArjunTerritory Sales ManagerHi, I am a Territory Sales Manager (TSM) with HDFC Branch Banking. I have a team that achieves 100% of their Goalsheet every month and today I am going to share my secret with you.Are you ready?Here we go…Let’s get startedContd.

SupervisorSupervisor is a role model for his teamFollow these steps to ensure you and your team is aligned to the channel objectivesComplete the morning huddle every dayAttend Scrum Meeting primarily in a A or B category branchInteract with top contributors of the branch Do 3 Joint calls / Branch visits with your CAMsFollow up on IssuanceUpdate VYMOSchedule calls for the next daySend day end Dashboard to the BankerEvening Huddle with the team on updatesBack to Index