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In an Open Architecture, your success depends on many aspects including your domain knowledge & skillsThis document will help you in your journey of SuccessThe document highlights the following:a) Positioning the strengths of our propositions to overachieve your Goalsheetb) Using different product features to gain customer confidencec) Best Practices followed by top sales achieversd) Following Channel Philosophies & Discipline to ensure you are on the right track e) Big Ticket Sales Some Case Studies–f) What our customers say about usPurpose of this DocumentLet’s Go Ahead…

Meet our SuperheroesArjunKirti Territory Sales ManagerKaranKarishmaCorporate Account ManagerClick on the Designation

Hi, 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 startedCorporate Account Manager

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

RelationshipI have a diary in which I maintain records of all important dates related to the 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 like facebook etc.Everyone updates their important life events on these platforms nowadays; that’s another way to socially engage with them.VYMOis 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 dateand attend the scrum meeting.Hold on. What do you do when you are in the scrum? You can’t just be a spectator, you must participate. This is how I prepare.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.I speak to the BM one day before the visit and seek his permission to discuss our focus product in the branch.Here is what I did next…I 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.

RelationshipThere was an LG 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 choreographyand 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 branchInactive LG - A great opportunity to build a strong relationship.Here is how I Succeeded…Contd.Great Salespeople are relationship builderswho provide value and help their Customers & Partners win

RelationshipTin 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 scrum meeting and kept asking the LGs for Leads. Finally, seeing the persistent follow up One day 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 dayand the policy was issued in 4 hours. Yessss, you hear it right, issued in 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 StatusSome additional tips to help you maintain good relationship at the bank branch.Want some Elevator Pitches for your next Scrum… Click HereFTR is not only First Time Right, but also Form The RelationshipBack to IndexIt’s not about having the right opportunity, It’s about handling the opportunities right

Elevator PitchesSampoorna Raksha SupremeParam Raksha / Param Raksha PlusRidersA Term plan that provides life cover till age 100 years of age. A Legacy Creation PlanEnjoy upside of market power play while the sticky wickets of life are well guardedGet lumpsum on diagnosis of any of 40 critical illnesses irrespective of your medical bills105% of Return of Premium in a term plan. Ours is the 1 stin the industryEnjoy the benefits of equity markets while protecting the dreams and aspirations of your loved onesConvert any of your insurance plan into a 360oprotection plan with comprehensive protection & health ridersFortune Guarantee PlusValue Income PlanGuaranteed Return Insurance Plan (GRIP)A plan that offers you Tax Free Guaranteed Income for as long as 45 yearsEnjoy Growth and Guarantee in a Single Plan. A traditional Plan with up to 30% Equity ExposureA 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 Pay 1 Lac for 10 years, get 1.22 lacs for 35 yrs + Return of Premium. Total Benefit 52.71 lacsPay X Get 5 XA plan that gives you an option to receive Income on your Birthday. Pay One time Get Income for LifetimeBack to IndexIt’s critical to draw the attention of your customers to our key selling points

Tata AIA Differentiators0.08%Complaints Ratio86% 13 Month Persistency FY 21th69Net 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 ExperienceBack to Index

High Non-Medical LimitsNon-Term PlanAge Band(age last Birthday in years)PBG & Imperia CustomersPreferred & Classic CustomersOthersNon Medical Limit allowed based on medical sum at risk in INR–-Graduate 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 underwriting guideline for more detailsBest amongst the competitors. Your Partner likes faster Issuance.Faster you close a lead, the faster you get the next leadAge Band (Age Last Birthday)Income Multiplier to arrive at “Standard Financial Eligibility”20 40–*2541 45–2046 50–1551 60–10> 605Income MultiplierContd.

VMER LimitsPR & PR Plus & Term PlanSpecial Packages•Applicable for both Param Rakshak and Param Rakshak Plus•Base Plan TSAR* - <= 1 Crore•Entry Age PR up to 45 yrs–PR Plus up to 40 yrs•Education Graduate & above–•Income 5 Lakhs & above–•Occupation Salaried, –Professional, Self Employed*Upto 1 Crore•Applicable only for Param Rakshak•Base Plan TSAR* - up to 2.25 Crore•Entry Age 18 to 40 yrs–•Education Graduate & above–•Income 7.5 Lakhs for salaried & –10 lacs for self employed •Resident Indian Only–*1 Crore to 2.25 CroreVMER Limits & Eligibility CriteriaIncome MultiplierAge at Entry (years)Max Income Multiple 18 35–2536 40–2041 45–1546 50–1251 55–1056 - 655•*TERM TSAR = All issued Policies from April 21•Financial Waiver of up to 2.25 crores on all VMER cases•For all Physical Medical Cases were VPSC is done, VMER is not mandatoryContd.

COVID GuidelinesBack to Index•If the application is logged in within 3 months of being Covid positive,then the application will be postponed. •If the application date is higher than 3 months, of being Covid positive,then the applicant will be required to undergo full grid medicals along with Chest X Ray and Complete follow up with blood tests, imaging (CXR, HRCT Chest) etc.COVID 19 Positive with HospitalizationCOVID 19 Positive without Hospitalization (Quarantine/ Home Isolation)•If the application is logged in within 1 month of being Covid positive, then the application will be postponed •If the application date is within 1 monthto 6 months, then applicant will be required to undergo full grid medicals + chest Xray •If the application date is more than 6 months, and the applicants age is 18 to 60 yrs, for SA upto 1 crore he/she will be required to undergo full grid medicals.•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 Waiting Period •Minimum waiting period for issuanceis 7 days after 1 Dosest•Minimum waiting period for issuanceis 15 days after 2ndDose

Click the Product for more detailsBest in Class ProductsWhatever your need…We have a Solution for youMillennials / First JobbersJust MarriedMarried, with small kids / Single Parent / Working WomenMarried, with grown-up kids / Mature MiddlesNearing RetirementSpirited Seniors•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)Early Income •Value Income PlanInvestment Solutions (Market Linked Returns)•Param Rakshak & Param Rakshak Plus•Value Income PlanAdditional Protection•RidersBack to Index

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.

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 competitionCompetition BenchmarkingFeatureTalic SRSLife CoverInbuilt Terminal illnessLife Stage coverRiders ADB, CI–Rider - ATPDRider - HospiCareLife OptionFeatureTalic SRSLife CoverInbuilt Terminal illnessLife Stage cover105% ROPRiders ADB, CI–Rider ATPD–Rider HospiCare–Life Plus optionContd.Speak to your Trainer / Supervisor for more detailsFeatureTalic SRSLife CoverInbuilt Terminal illnessWhole Life IncomeRiders ADB, CI–Rider ATPD–Rider HospiCare–Life Income option

Competition BenchmarkingLife OptionAgePTPPTSum AssuredSRS 2540101 Crore21,9002 Crore37,000301 Crore 29,5002 Crore50,600351 Crore 40,7002 Crore71,200401 Crore58,2002 Crore1,04,000451 Crore90,4002 Crore1,64,000Life Plus OptionAgeCover tillPTPPTSum AssuredSRS451005551 Crore247,5005050328,600455510137,2005050185,200455552 Crore463,6005050616,000455510257,0005050347,200455555 Crore11,47,500505015,27,000455510636,0005050860,500Sweet SpotsOur premiums are the lowest Back to ProductsPartner CareWaiver of PremiumsReturn of Premium (ROP)CI, Hospicare, DisabilityLife Income optionAgeSA | Cover till758590100351 Crore66,247 81,848 93,561 125,6034092,640 106,050 126,926 150,99145117,644 144,411 167,444 208,558 352 Crore119,914 149,461171,994233,09640168,436 195,615 236,415 281,751 45214,133 266,896 310,795390,666 Note: Premiums are for Male| Nonsmoker| Income from 60 Yrs.| Offline ratesAgeMonthly IncomeCover till 75 Cover till 90 Cover till 100355K51,72378,5681,10,768455K88,9221,38,2051,81,8723510K66,24793,5611,25,6034510K1,17,6441,67,4442,08,5583515K80,7721,08,5541,40,4384515K1,46,3651,96,6822,35,243Life Income optionValues given above for income start age 60, PPT 10 and SA 1cr

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 competitionAgeTATAC1351.021.29452.182.88556.357.89FlexibilityChoice of PPT, Policy Term,Payment frequencyPartial withdrawalTop-upsMyth–Always buy a Term & ULIP separatelyFact PR & PR Plus offer more returns compared to a –ULIP + TermContd.

Premiums when broken down into Monthly premium cost less than the restaurant bill for a family dinner…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 3585,9407,200 p.m.95,9408,000 p.m.30.3 L61.1 L 89.1 L45154,259 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 3556,7054,800 p.m.68,9355,800 p.m.23.9 L62.5 L 1.16 Cr45152,128 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 L35100,0578,400 p.m. 118,1679,900 p.m.13.7 L36.3 L58.7 L45198,285 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 L3584,5307,100 p.m. 109,2509,100 p.m.10.3 L40.5 L96.6 L45161,659 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 yearsFeature rich ULIPsContd.

Back to ProductsFeature rich ULIPsTata AIA Funds Rated or4 5 StarsBy Morning Star (External Rating Agency - Ratings as a % of AUM on a 5 year basis as on July-21).(AUM Based) – July’21PeriodTata AIA TOP 50NIFTY 50Last 1 yrs.49.49%42.35%Last 3 yrs13.04%11.55%Last 5 yrs14.05%12.78%EQUITY LARGE CAPPeriodTALIC WL INCOME CRISIL COMP.BOND. INDLast 1 yrs.3.87%3.8%Last 3 yrs9.86%9.54%Last 5 yrs8.12%7.96%FIXED INCOMEEQUITY MID CAPPeriodTALIC WL MID CAP EQNIFTY Midcap 100Last 1 yrs.69.44%79.79%Last 3 yrs18.52%13.79%Last 5 yrs17.05%13.49%

45 years Income Term….Kaun deta hai aaj kedate mein and that too guaranteed and tax freeCompetitionFortune 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 Option

Best ReturnsComprehensive ridersPPTPTIncome termIncomeIRRIncome as a % of AP Total Benefits554060,5605.09%30.28%34,22,400665,0605.16%32.53%36,02,400769,9005.23%34.95%37,96,000875,1005.29%37.55%40,04,000980,6805.35%40.34%42,27,2001086,7005.41%43.35%44,68,0006678,7005.32%39.35%43,48,000784,5605.38%42.28%45,82,400890,8405.44%45.42%48,33,600997,6005.50%48.80%51,04,00010104,8605.56%52.43%53,94,4007799,8405.57%49.92%53,93,6008107,2605.62%53.63%56,90,4009115,2405.67%57.62%60,09,60010123,8205.73%61.91%63,52,80088122,9805.77%61.49%65,19,2009132,1405.82%66.07%68,85,60010141,9605.86%70.98%72,78,40099145,1205.84%72.56%76,04,80010155,9205.88%77.96%80,36,8001010171,2605.96%85.63%88,50,400Premium 2 lacs excl. taxesSweet SpotsThere is no Competition for 35, 40 and 45 year Income ….what are you waiting forBack to ProductsPartner CareWaiver of PremiumsReturn of Premium (ROP)CI, Hospicare, Disability

Single Life | Joint Life | Guaranteed Tax-Free Income for Whole of Life | Return of PremiumWhole Life Income (Single Life)AgeAnnualised PremiumPPT/PTRegular Income %(Annual Mode) (Annual Mode)Guaranteed Assuming ROP Annual Income on Death 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%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.Whole Life Income (Single Life)AgeAnnualised PremiumPPT/PTRegular Income %(Annual Mode) (Annual Mode)Guaranteed Assuming ROP Annual Income on Death 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%Contd.You name it and the plan has it !

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 Retirees 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 BenefitsCapitalize on your strengthsWe don’t start the income from first year, but we have a …5 Pay OptionBack to Products

Back to ProductsComprehensive Protection RiderComprehensive Health RiderRidersLife InsuredEvent CoveredAmount & PayoutPlease NotePremium RefundComprehensive Protection RiderComprehensive Health RiderBenefit OptionADBATPDCPBHCBSelf LifeEvent CoveredAccidental DeathAccidental DisabilityCritical IllnessHospitalizationOnly Lump sumLumpsum + IncomeNAOnly IncomeNAWOP*NANATax-free Annuity(Partner care)NAROPPPTAllowed with Regular/Limited /Single Pay (can be <= base plan subject to rider term)Rider TermCan 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

MappingMappingplays 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 differentlyRM CategoryStrategy to connect with themActive on Insurance but Income Deficit•Discuss the income Deficit•Conduct a product refresher•Focus on Non ULIP productsInactive on Insurance•Conduct a Product Refresher•Do Joint Calls•Customer Portfolio ScopingImperia RM (Active / Inactive)•Product Refresher•Involve TSM/CM for Joint Calls•Talk about Business InsuranceTeller•Product Elevator Pitches•Information on High Value TransactionCustomer Service Desk•Product Refresher•Information about customers looking for insurance, FD Maturity etc.Do remember: The SCRUM meeting is the best way to address all RMs in one go…never miss a scrum meetingBack 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 productsas 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

Integrity▪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:Integrity is what you do when no one is watching you Back to Index

CultureInculcate a winning culturein the team that you are a part ofShare 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 your colleaguesin team, speak to your supervisor stay , focused on the inputs..the results will happenWork as a team to win as teamMaintaining a cultureis like maintaining the soul of our organization. Back to IndexThe strength of the team is each individual member. The strength of each member is the team.

Ideas are yesterday, Executionis today, and Success will be your partner tomorrowExecutionFollow 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

Best PracticesIn one of my branch the 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 LG does not know our product 2)The LG does not have confidence in you for closure 3)Sufficient customer calls haven’t been done by youOnce 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 yourselfFor customer calls to happen, you need to be supremely confident of our product features and policies.You can also seek help from your TSM for JFWs to ensure closuresIn 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.Zero Wallet share?..don’tworry.. Try this…

Best PracticesWe are the only organization wherein GST is waived off for NRIs and not refundedThis ensures No follow up is needed for GST refunds by our customersPSC calling through Video PSC is another advantage for NRI customers Higher NML Limits & Financial WaiversPre-Underwritingdecision can be availed before submission6 different modes to access digital policy documentContd.The NRI Advantage

Best PracticesHere is one fact: If you get one Imperia RM active with 1 NOP, you can 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 RMsyou 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. This is where you should talk about the unique features offered by Tata AIA like Teleconsultationor you can talk about faster issuances, Financial waivers, Higher NMLsetc. 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 Imperia RMs.Imperia RMs hold the key for Success!Back 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 with 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 like 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 AIAContd.1The 100 Crore Case

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 Headand 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.22 NOPs of 50 Lacs eachContd.

Case StudyCustomer aged 42 is an employee of a competitor parent company.He approached the Branch Manager and asked for the quotation for a Term Plan from all the insurers. Once the quotation were provided; the customer compared the quotation and found the premiums competitive. He also asked the Branch Manager for a recommendation. Because our best-in-class service and strong relationship with the Branch Manager, he recommended the customer TATA AIA Sampoorna Raksha Supreme Life Plus Option with a 5-year premium paying term.Customer was also explained about the value-added services like Free Doctor Consultation, Personal Medical Case Management.The customer liked the recommendation andimmediately signed up for the plan. Conclusion: While the competition had an advantage of lower premium; our Relationship with the banker and our value-added services helped us close the sale.385% Wallet ShareContd.

Case StudyOne of the E category branch had never achieved the LI Target. Even the CH was finding it hard to get the branch to achieve the LI target. A new BM was transferred to this branch. The new BM had handled a similar situation in the past where getting the competition cases issued was a challenge. Team Tata AIA had supported this BM in the past as well. The Tata AIA CAM assigned to this branch had ensured that the cases logged in were issued the same day. The BM had confidence in our products which were easy to explain and processes which had the shortest TATs. As soon as he took charge of this new branch, he interacted with the Tata AIA CAM and started giving leads and taking the CAM on sales calls. Since the branch also had new staff, he got the CAM to conduct a product training for his entire team.He also insisted on lobby management and our CAM ensured that he was present in the branch everyday and was focused on Lobby Management as well.He also ensured that the BM is kept updated on every lead that is generated and closed. The BM and the entire branch staff is very happy with the support received from the Tata AIA team.4E Category Branch with 100% wallet share YTDContd.

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Territory 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 some top focus areas for success with you.Let’s get startedAre you ready?Here we go…Contd.Territory Sales Manager KirtiArjun

Supervisor is a role model for his/her teamSupervisorFollow these steps to ensure you and your team are aligned to the channel objectivesConduct / Attend the morning huddle every dayAttend Bank Scrum Meeting in a A or B category branchInteract with top SPs of the branch Do 3 Joint calls / Branch visits with your CAMsFollow up on Issuance-DailyUpdate VYMO-DailySchedule calls for the next day in advanceSend day end Dashboard to the partnerContd.

Hi…I have 5 CAMs; 1 is a M0 CAM, 1 is a M2 CAM and 3 are vintage CAMs Managing a TeamThis is what I do to ensure that my team achieves their GoalsheetBack to IndexMorning HuddleOne or more of the below topics are discussed during the morning Huddle•Product & Refresher Training with sales pitches and Mock Calls•U/W Guidelines Limits and –Competitive Advantage•Contests / Perks / EP Credits / RnR / Fast Track Promotions etc.•LG Activation•Objection Handling•Persistency•Rate CardPartner Interaction / Training / JFW•Attend Scrum Meeting prioritizing A and B Cat Branches•Product & Tata AIA differentiators training for LGs•Lobby Management with M0 M4 CAMs–•Discussion with BMs / LGs for Leads •Joint Field work with the CAMsReviews using VYMO•Partner Engagement tracking•Lead Funnel Tracking•If the leads are low, I plan a branch visit with the CAM and speak to the BM / LGs•If the Conversion is low, I plan for JFWs•Product Mix tracking•FTR review