NextGen Page 51 Process Learn about our best-in-class recruitment process to build a premier agency Strictly for internal circulation only
TALIC Recruitment Process Tata AIA Life recruitment process is based on Agile framework: 1 Recruitment Mandatory Plan Recommended Preferred profiles 1. Target Premier Agent Profiles A 2. Sourcing: Primary & Secondary Career Pitch Talent 2 1. Approaching Prospect Attraction 2. 1:1Recruitment Call B TATA AIA 3. BOP C D E 3 Standardized First level Job Panel Interview at branches Talent Selection Interview with Sampling Final Interview with senior Leader + P100 management F H Onboarding Licensing exams VIP Interview & Final Commitment G & Contract Interview Contract & 4 Onboarding Importance of Recruiting Premier Agents Premier Agents Have Contributed 81% Premier Agents Have Contributed 68% of The Total Business in H1 of 2021 of The Total Activation in H1 of 2021 Premier Agency Other Agency Premier Agency Other Agency Recruit the Right Agent who can get the Right Customer! Strictly for internal circulation only Page 52
An Ideal Candidate for Premier Agent Has a Is trainable & Has a dream positive attitude coachable for self towards life Wants and family events and recognition situations Has a large natural market (Reach) Has dedicated time to contribute towards the career An Example of Ideal Candidate WRahhiulel tSaalknsjeaebvoiustaTwaatraeAtIhAatanhde hisisecxapreeceter dastoacleaardryero.nHheisthfeamn eilyxpbluasininsetshse, chaerteeellrsoRfaahPurl ethmaitehreAadlvsiosor at dHTarisetaapmAarIsAeonLftistfreaa.rvSeeaflnlrionjemgeavAbsgreoreaamdansadnindttheberuierysietnexgtdeainnbditeghdgeefparrmhooipluyossreeitsfioidnrehasinsindpaiasnrcedunartriso.uHsnedtohtahksentocimwityem. oMonraehniaysbohofautnthdiets.m,Rmoaehweuntls a RtRlbSssfidomirhmuamaaatiayemshnhaoe.rinujunleefeltldelsdpobei’sPdieusavadseaostamechnneipnonvatldaoyerinsfnedstiiffeeycvisiiraxn,seoeotleaosrmStmrsshelaasepaaelnnaaanarlljldvetlyeediatwoscetepeph.nivarnpdaHeslaiorwkhtehfstsyiaiiyniph.tasmo.thamwfpgislTloryieitlafatenheietsdatantaudwhtnAeaieeiadrtItmlAlishliorshk,Sebninihpcaseoaerncqiwnulnjadueidnuttaea.rsalivtoHientshdfieseotoiuhgishfrscehahaatessicnesBdisdahtuptymtihesoos. eaibSsnfSsmiiaaettaiinptsovnbhjoseneyjeteO,eeartaevtnhpitvlntepiiastiaoAurctclgrhdugltteoeesouastinnrarogewainmrtmttydoauoewelPrfrhbardrsaiilyeiescsomsnhfafeaadailhnsmlrlsyeitkschaiaenlotysodtaituo,epmtoasnurrane.iren(tedmBa.AaOmbntgePdoarr)saosctt.thaohimenmednrpmeoxrottnant Click or tap on the arrows to view the slideshow Strictly for internal circulation only Page 53
Social Media for Prospecting Be an active user by posting Connect with regularly. people on social media Ask for referrals from Offer job connections opportunities through regular posts An Ideal LinkedIn Profile Strictly for internal circulation only Page 54
Digital Profiler for Prospecting LEADER NAME 000000000000 LEADER FIRM NAME Prospect's view this from WhatsApp Link shared. Strictly for internal circulation only Page 55
Approaching Prospects In this section, you will learn why and how to secure appointment from prospective candidates for recruitment. Why to use Script for taking appointment? How to use the Script for appointment? Greet & Seek Permission: • Mention about your role as Leader in Tata AIA Life and seek permission to speak. Power Statements: • State the purpose for the 30-minute appointment. Make the 3 Promises: • First, I will not sell you anything during these 30 minutes. • Second, If after the meeting, you do not find any value in the discussion, I will not bring it up again, unless you wish to do so. • Third, Only if you wish to discuss further, we will take it forward. Closing: • Agree on a date, time, and venue of the meeting and close cordially. Strictly for internal circulation only Page 56
Appointment Scripts Natural Market Script Greet and Introduce Hello <<Prospect name>>, as you are aware, I am working with Tata AIA Life as a <<Designation>> at the <<Branch Name>> and I would like to share an exciting career opportunity for you with our company. Power Statements We offer you a chance to set up your own business with a team under the TALIC brand at zero investment cost. I will provide you with the required training and support to set up your business. There are also some other career opportunities that I can share with you. You would be happy to know that lot of business professionals are working very successfully in our branch and earning lot of money. Closing To present these opportunities in detail, I would like to come and make a 30 minute presentation at a time convenient to you. Would 6:00 p.m. today or 10:00 a.m. tomorrow be more convenient? <<On receiving confirmation>> Thank you for your appointment. I will reach your <<home/office>> at <<time of appointment>>. Referral Market Script Greet and Introduce Hello <<Prospect’s name>>, I hope you remember me, I am <<Your name and relation with the referee>>. I am working with Tata AIA Life as a <<Designation with Tata AIA Life >> at the <<Branch Name>>. Is this a convenient time to speak to you? Power Statements I would like to share an exciting career opportunity for you with our company. We offer you a chance to join us as an independent insurance advisor, have flexible working hours and earn exciting rewards and recognitions, including foreign trips with your family. You would be happy to know that lot of my team members are working very successfully and earning lot of money and recognition. Closing To present these opportunities in detail, I would like to come and make a 30 minute presentation at a time convenient to you. Would 6:00 p.m. today or 10:00 a.m. tomorrow be more convenient? <<On receiving confirmation>> Thank you for your appointment. I will reach your <<home/office>> at <<time of appointment>>. Strictly for internal circulation only Page 57
Objection Handling using Feel-Felt-Found In this section, you will learn how to handle prospects objections during Common Objections An Example on how to handle objections Sure. TATA AIA Life Insurance is a joint venture between TATA and AIA. While TATA is regarded as India’s most trusted brand for over 140 years, AIA is a global expert in insurance business, with a legacy of over 100 years. The insurance joint venture in India started out in 2001. Today, TATA AIA Life has more than 200 offices spread across various cities in India. We have protected 60 Lacs+ families so far with a best-in-class claim settlement ratio of 99.06%. In the industry, we are considered as a Pre-eminent Protection Provider. You will be working with India’s most trusted household brand. How does that sound? Ma’am, just so that I can present all the details about the career opportunity, I would like to schedule a virtual meeting over Zoom or WhatsApp Video for 30-minute at a time convenient to you. Would 5:00 p.m. today suit you? Click or tap on the arrows to view the slideshow Strictly for internal circulation only Page 58
Meeting Prospective Candidates Face-to-Face In this section, you will learn how to meet prospective candidates during a face- to-face recruitment call. Steps you must follow during Recruitment Call Step 1 Seek information on prospect Step 2 Greet and Link to Approach conversation Step 3 Introduce Self & Company Step 4 For Work How long you have been at (company)? Ask about Family, Work, What is your most significant accomplishment? and Hobbies For Family Who all are there in your family? What is your most important personal goal? Step 5 Transition to 1:1 Business Opportunity Presentation Strictly for internal circulation only Page 59
Recruitment Call Script Hello Mr. XXX, it’s good to finally meet you in person. As spoken on the phone, Power Statement (1) Tata AIA Life Insurance Company is offering an exciting career opportunity to the individuals who enjoy working on their own, who are passionate about starting their own business and who are looking for work that allows them independence. This will take about 30 minutes of your time. Power Statement (2) In the survey about your career choice, you said you <pick the choice candidate made> wanted to work more independently are self-motivated work best at your own pace This will take about 30 minutes of your time. Power Statement (3) You were referred by a mutual friend <referred person’s name> As mentioned, Tata AIA Life Insurance Company is offering an exciting career opportunity to the individuals who enjoy working on their own, who are passionate about starting their own business and who are looking for work that allows them independence. This will take about 30 minutes of your time. Before we proceed, I would like to introduce myself. I’ve been working as an Insurance Wealth Manager for Tata AIA. As you are aware Tata is the most trusted company in India while AIA is the largest public listed pan-Asian life insurance group. I help people reach financial independence while staying protected for their loved ones, through insurance. So, Mr. XXX, Work How long have you been at (company)? What is your most significant accomplishment at work? Family Who are in your family? When you think about your family what’s the first thing that comes in mind? Strictly for internal circulation only Page 60
Business Opportunity Presentation Recruit Role of a Leader Develop Train Leader’s Income is dependent on Team Performance Hence, conducting BOPs helps to Prospect and Recruit the Right Agent which leads to Higher Income Strictly for internal circulation only Page 61
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State of Art Page 63 Digital Tools Learn about our digital tools and how they impact performance and sustainability. Strictly for internal circulation only
Strictly for internal circulation only Page 64
State of Art Digital Tools VYMO | Your Personal Assistant Plan your Calendar and Weekly Income Review update the day’s activities Schedule & Attend meetings Add Prospects and Access on MS Teams/ Zoom/ Engaging Leads WhatsApp Do your Goal Setting Attend Morning Huddle JFW – Sales & Recruitment Sales Verification Key Benefits of VYMO Access to Choreography Lead Performance & Training Morning Management Management Incentives assignment tracking huddle Strictly for internal circulation only Page 65
State of Art Digital Tools Raksha Connect | Sales Connect with your prospects better with personalised marketing material Strictly for internal circulation only Page 66
State of Art Digital Tools Raksha Connect | Recruitment Access and share Establish effective Connect with clients connects more meaningfully personalized marketing content Page 67 Strictly for internal circulation only
Wish you a successful career ahead! All the Best!
Disclaimer: This is a training material and must not be used for business solicitation purpose. Tata AIA Life Insurance Company Limited (IRDAI Regn. No.110) CIN: U66010MH2000PLC128403. Registered & Corporate Office: 14th Floor, Tower A, Peninsula Business Park, Senapati Bapat Marg, Lower Parel, Mumbai - 400013. Trade logo displayed above belongs to Tata Sons Ltd and AIA Group Ltd. and is used by Tata AIA Life Insurance Company Ltd under a license. For any information including cancellation, claims and complaints, please contact our Insurance Advisor / Intermediary or visit Tata AIA Life’s nearest branch of ce or call 1-860-266-9966 (local charges apply) or write to us at [email protected]. Visit us at: www.tataaia.com. BEWARE OF SPURIOUS IRDAI is not involved in activities like selling insurance policies, announcing bonus or / FRAUD PHONE CALLS investment of premiums. Public receiving such phone calls are requested to lodge a police complaint.
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