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Vol. 1 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 ⃝ About the Channel ⃝ Tips & Techniques to Maximize Goalsheet Achievement ⃝ Winning Customer Propositions & Sweet Spots ⃝ Best Practices across geographies ⃝ Tata AIA differentiators (u/w, EODB) ⃝ Business Case Studies ⃝ Customer Speak 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

About the Channel The channel is divided in 4 sub verticals depending on the customer category. This is primarily a Virtual Channel where the customers are connected through the phone banker and serviced on phone. PBG 100 lakh FD+CASA VRM Imperia 30 lakh FD+CASA or 10 lakh SA or 15 lakh CA Preferred 15 lakh FD+CASA or 2 lakh SA or 5 lakh CA COP 5 lakh FD+CASA or 1 lakh SA PRIME Classic Prime 0.7 lakh SA General Unmanaged base VRM PRIME COP Relationship (PBG / NR) Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

Business Sourcing Models Phone bankers Calls the Customers Customer opts for face Customer chooses to Customer wants to Pay to face meeting buy through through credit cards & Netbanking Tab Closure convert into EMI Netbanking LI Online Leads gets created & Tata RM/PB guides the Lead gets passed to aligned for Tab Closure Customers during the Tata callers for Net banking Process application form filling Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

TAB Login Journey PB Calls the customer Lead is received The Tata AIA RM and creates the lead on the tablet - initiates the journey Diginsure app with the customer on HDFC CRM (Sync.) Aadhar based eKYC - OTP Biometric Lead is pushed to the Tata AIA (This will be used only if the details from Benefit Profiler has to be the bank are altered) Illustration (SIS) filled (Policy No. is generated) (The product is recommended on the last screen of the Profiler) Video Application form Payment details Verification filling (Restricted to HDFC debit/credit Calling card / net banking) (optional) Final Submission SP details Document Upload (Sync.) verification Application moves for Issuance Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

Netbanking Login Journey Insurers on Floor Customer logs in Clicks to Life Customer has to RMs convince PB to Net banking Insurance mention RM Emp to Pitch their section Segment/Tata AIA code in case of Product based on assisted Journey. Customer Profile Policy no gets Customer Customer has to Customer Selects generated and generates the SIS. go through the Product Customer pays the Premium Suitability matrix Online Customer fills App Documents OTP Validation for App form form & does Web Upload App form Submission PSC through the link Application ECDF Submission Customer gets Customer gets moves for Via OTP ECDF Link ECDF Link Issuance Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

LI Online Journey HDFC Bank Tele The Customer agrees Gives Confirmation on caller / AV / SP calls to buy the product Call for Debiting the premium from his Credit the customer Card TATA AIA Team calls The Lead flows to the The Lead is created by the customer and LWC / TATA AIA Team the SP / AV by filling fills the application basic details form The data flows back The Bank debits the The application form to HDFC BANK premium from the moves to the Ops/ Underwriting team for credit card Issuance This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

CRM Lead Creation Process Step 1 Step 2 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

CRM Lead Creation Process Step 3 Step 4 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

CRM Lead Creation Process Step 5 Step 6 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 Additional Support (Click to know more) Tata AIA Best Practices Case Studies & Differentiators Customer Feedback 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 Relationship play a very important role in this channel. The better / stronger your relationship with the callers higher are your chances of getting more leads / call pull ups / closures Here is what I do… I have a diary in which I maintain All my mapped callers are I ensure that I have lunch records of all important dates my friends on all social with my callers, it helps me related to the callers mapped to platforms like Facebook etc. to get to know them me. personally and it Everyone updates their strengthens my relationship It helps me to wish them on their important life events on Birthdays, Anniversaries, and these platforms nowadays; other important social events. that’s another way to socially engage with them. It also helps me remain connected to them on a personal front. I also ensure that I conduct daily training session in the morning for the callers mapped to me. It helps them to refresh the product on a daily basis. I also help them with one line hook statement to being conversation with the customers I ensure that I document these trainings send details o the same to the floor Manager and my Supervisor on a daily basis. When I am on the floor I ensure that I do minimum 10 call pull ups everyday especially with the new Joinees. It helps me get them activated and also helps me build relationship with them Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 6

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 Get lumpsum on diagnosis cover till age 100 years. Enjoy upside of market of any of 40 critical illnesses A Legacy Creation Plan power play while the irrespective of your medical sticky wickets of life are bills 105% of Return of Premium in well guarded a term plan. Ours is the 1st in Convert any of your the industry Enjoy the benefits of insurance plan into a 360o equity markets while protection plan with A Term Plan that provides protecting the dreams comprehensive protection & protection for whole of Life and and aspirations of your health riders Income during your golden loved ones days Fortune Guarantee Plus Value Income Plan Guaranteed Return Insurance Plan (GRIP) A plan that offers you Tax Enjoy Growth and Guarantee Free Guaranteed Income for in a Single Plan. A traditional A Plan that pays you Tax Free as long as 45 years Plan with up to 30% Equity Guaranteed Income and to Exposure your spouse after your death Pay 1 Lac for 10 years, get and Return of Premium to 1.22 lacs for 35 yrs + Return A plan that gives you an the Nominee. An Absolute 3 of Premium. Total Benefit option to receive Income on Generation Plan 52.71 lacs your Birthday. Pay X Get 5 X Pay One time Get Income for Lifetime 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 Competition gives GST refund. We are the No income proof for Premium up only company to give upfront GST waiver to 50 lacs, for Imperia, PBG customers. In competition the limit is only 5 lacs Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 10

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 Best amongst the competitors. Your Partner likes faster Issuance. Faster you close a lead, the faster you get the next lead Age Band PBG & Imperia Preferred & Others Customers Classic Customers (age last Birthday in years) Non – Medical Limit allowed based on medical sum at risk in INR 0 – 40 - Graduate Only Graduate Non - Graduate 41 – 45 6 Crore 4 Crore 3 Crore 2 Crore 46 – 50 51 – 55 4 Crore 3 Crore 2 Crore 1 Crore 56 – 60 61 – 65 3 Crore 2.5 Crore 2 Crore 1 Crore Above 65 2 Crore 1.5 Crore 1 Crore 50 Lacs 1 Crore 75 Lacs 50 Lacs 25 Lacs 50 Lacs 25 Lacs 25 Lacs 10 Lacs Refer to Underwriting guidelines for more details Income Multiplier Age Band Income Multiplier to arrive at (Age Last Birthday) “Standard Financial Eligibility” 20 – 40 25 41 – 45 20 46 – 50 15 51 – 60 10 5 > 60 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 12

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 41-45 yrs Upto 1.5 Cr – Tele MER to 2.25 Crore Above 45 yrs Grid Medicals + FW [ If applicable upto 1 Cr] / to 55 yrs Standard Financials • Entry Age – 18 to 40 yrs Criteria for Param Rakshak Additional criteria for Param Rakshak Plus • Education – Graduate • Income/Education- No minimum qualifying conditions. • Income/Education- Min & above Income- 3L/ Min For eligibility HLV should get justified basis declared Education- HSC • Income – 7.5 Lakhs for salaried & 10 lacs for income • Student / Housewife / self employed • Location- No restrictions / Negative locations; For Retired :- Not allowed • Resident – Indian Only 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 25L (Declared income must be the one filed for income tax 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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 13

VMER Limits PR & PR Plus Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 13

Rider Underwriting Guidelines NML & Tele MER Limits Criticare Plus / inbuilt CI FG Plus Hospicare (option2) Age Band NML TMER NML TMER (MSAR) (MSAR) 18 – 40 (MSAR) (MSAR) 41 – 45 46 – 50 20L 50L 10L 40L 15L 20L 10L 15L 10L 15L 5L 10L (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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 14

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 within 3 months of being month of being Covid positive, then the Covid positive, then the application will be postponed application will be postponed. • If the application date is within 1 month to 6 months, then applicant will be required • If the application date is to undergo full grid medicals + chest Xray higher than 3 months, of being Covid positive, then • If the application date is more than 6 the applicant will be months, and the applicants age is 18 to 60 required to undergo full grid yrs, for SA upto 1 crore he/she will be medicals along with Chest X required to undergo full grid medicals. Ray and Complete follow up with blood tests, imaging • If the application date is more than 6 (CXR, HRCT Chest) etc. 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.

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 (Whole Life Income) Retirement Solution • Fortune Guarantee Plus Early Income • Guaranteed Return Insurance Plan (Whole Life Income) • Value Income Plan Investment Solutions • Param Rakshak & Param Rakshak Plus (Market Linked Returns) • Value Income Plan • Riders Additional Protection Click the Product for more details 16 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.

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

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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 18

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 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. Contd. 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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 21

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% INCOME 3.87% 9.86% 8.12% Period EQUITY MID CAP NIFTY Midcap 100 Last 1 yrs. TALIC WL MID 79.79% Last 3 yrs CAP EQ 13.79% Last 5 yrs 13.49% 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

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 5.84% 5.89% 45 82.83% 82,825 10,00,000 46,44,300 5.96% 50 84.56% 84,563 10,00,000 42,97,938 6.00% 55 1,00,000 10 86.89% 86,888 10,00,000 39,54,175 5.99% 60 89.20% 89,200 10,00,000 35,86,800 65 91.41% 91,413 10,00,000 31,93,900 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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 25

The best option for Retirees and Businessmen… One & Done Option III – Whole Life Income – Joint Life - Single Pay Age Annualized PPT Regular ROP on Total IRR Premium Income Death Age Benefit 99 45 70,205 10L 44.40 L 5.31% 50 70,535 10L 41.04 L 5.31% 55 10 Lakh SP 70,950 10L 37.67 L 5.30% 60 71,480 10L 34.30 L 5.28% 65 71,810 10L 30.82 L 5.22% 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 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.

Riders Comprehensive Comprehensive Protection Rider Health Rider Comprehensive Protection Comprehensive Rider Health Rider Benefit Option ADB ATPD CPB HCB Self Life Life Insured Event Event Covered Accidental Accidental Critical Hospitalization Illness Covered Death Disability 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 <= Rider Term base plan 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 callers that you are mapped to. I categorize the callers in multiple categories as per the following broad categories and approach each category differently RM Category Strategy to connect with them Active on Insurance but • Discuss the income Deficit Income Deficit • Conduct a product refresher • Focus on Non ULIP products Inactive on Insurance • Conduct a Product Refresher • Do Joint Calls / Call Pull Ups • Customer Portfolio Scoping Imperia RM (Active / Inactive) • Product Refresher • Involve TSM/CM for Joint Calls • Talk about Business Insurance Inactive with Tata AIA Product • Product Refresher • Product Elevator Pitches Do remember: The morning meeting is the best way to address all Callers in one go…never miss a morning 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 floor on time. I never miss the morning meeting. This gives me additional time to interact with my Callers. I do call pull ups I do Training I always keep my self everyday everyday updated on competition products as well I do 3 sales I always ensure that I am well calls every day groomed whenever I visit the I make at least 10 customer. phone calls everyday on promotional leads 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 LMS 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 Complete ownership: I take total ownership of my deliverables and ensure that all parameters are excelled at. I firmly believe in achieving excellence in all endeavors. This zeal of doing the best of my capabilities has helped me improve myself and my business. Daily improvement: Daily knowledge session with the partner Bank on products/process/sales techniques/current market trends has boosted partner confidence. I have found that daily improvement of 1% in knowledge and application of the same compounds exponentially. Solution based selling: I keep the needs of my customer as highest priority, after understanding the same I propose our products which gives the best solution to customer’s insurance/investments needs. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 34

Best Practices Imperia: Focused approach on HNI and Ultra HNI customers with Imperia RM’s helps expand the ATS. I have always believed that one case can change your month. I dedicate few hours each day with Imperia RM’s for activations and higher ticket size. This has greatly benefited me in over-achieving my targets and earning perks. Feedback loop: Instant feedback on leads, real time update sharing has given me more credibility with the partner. I understand I am accountable for all leads & timely feedback boosts partner confidence in me. Instant Issuance: I have always focused on FTR to reduce re-work. This approach has helped me in instant issuance. The partners are delighted by the instant revenue generated for them. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 34

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. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 35

Best Practices Imperia 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. 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 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 Imperia 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.

Customer Feedback Back to Index 44 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Follow up Callings Include the below points in your script during follow up calls Term Plans  The customer was not covered during the time between the 1st Call and the Follow up call. In case something was to happen to the customer….  Considering the current time, if the customer would have been diagnosed with C-19, the delay would have been much more than now….  Increase in age Increases the Premium….  Talk about the benefits of Hospicare and CI rider during the Covid times  Medix and Practo are unique services offer by Tata AIA. Explain the benefits of the same Guaranteed Plans  Talk about Interest Rates going down  Talk about no Insurance during the gap between 2 calls  Talk about riders along with the Base Plan….Need of the hour  Talk about the benefits of Hospicare and CI rider during the Covid times  Medix and Practo are unique services offer by Tata AIA. Explain the benefits of the same ULIPS  If the Markets have gone up since the last call, talk about the loss the customer has made….  If the Markets have gone down, create urgency to invest now to get more Units at the same cost….  Talk about the benefits of Hospicare and CI rider during the Covid times  Medix and Practo are unique services offer by Tata AIA. Explain the benefits of the same Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 45

Touchpoints Support required for Email ID SPOC name Login related issues - TAB [email protected] Amit/Sanket/Vinod Shweta/Mayur/Rohan/K Login related issues - Sellonline [email protected] haja/Vinay LG LF Mapping [email protected] Rahul Kadgonakar Code related issue in MIS [email protected] Rahul Kadgonakar Policy not reflecting in bank MIS [email protected] Rahul Kadgonakar Policy not reflecting in Insight [email protected] Vinayak Harmalkar Code Activation/ expiry / code [email protected] Ajinkya Kalu Ritesh Nehete Goalsheet [email protected] Ritesh Nehete Perks & RnR [email protected] Bank Region PST Support – For all other queries SPOC name Generic PST id East [email protected] Suhas Alhat/Rohit Chavan West 1 [email protected] Juliet Chettiar Central India [email protected] Prasad Patil [email protected] Sanskar Shirke North 1 [email protected] Nikhil Chavan North 2 [email protected] Ratneshwar Nautiyal South 3 [email protected] Vipasha Chovatia South 1 [email protected] Mustafa Turabi South 2 [email protected] Kailash Sawant Gujarat 1 [email protected] Ziyaulla Saibole West 2 Ratneshwar Nautiyal North 3 [email protected] 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.

Compliance Do’s & Don'ts Do the Right Things in the Right Way DOs: DON’Ts: Primary Underwriting before submitting Never commit returns for non-guaranteed business. products . Disclose all material facts (Age / Income / Do not inform returns higher than stated Occupation / Habits / Qualification) in illustrations. pertaining to the customer. Do not forge / copy customer signatures Complete due-diligence before on CDF form / customer request form / submission of application e.g. match declaration / NACH / NEFT, etc photo with KYC. Do not indulge in any kind of monetary Check Email ID / phone number, bank transactions / Compensations / Favors account and PAN number are correctly X with the customer / Bank Staff at policy captured in the application form. solicitation stage / Death claim settlement. Policy features such as PT, PPT and the maturity details are correctly informed. Do not answer PSC call on behalf of customer / lip sync during Web-Video Use Secure Life App to demonstrate the PSC. policy returns/ benefits. Do not circulate any unauthorized / Inform customers about eIA and how unapproved EDM in any Bank / Personal to access policy documents. group or share prints of any EDM. VPSC to be done for all cases with email Do not sell policies on the pretext of ID and age of customer below 60 yrs. promising bonus / discounts / loans / wrong commitment related to the policy features or any other false promise. Do not provide any incorrect information X on other Bank products. • Reach out to your Supervisor/ Trainer incase of doubt. • Any deviation found will be investigated and will lead to disciplinary actions including termination as per the penalty matrix Back to Index 49 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.