Metlife Training Bangalore 18 Dec.2006 Mon

DRAMATIS PERSONAE :
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TEAM MATES : Durgacharan Chatterjee from Bubaneswar. From Tata AIG Alt channels. 6.5 years exp in I.T. solutions and banking. Praveen Sambyal : punjabi working at Jammu. 11 years in Pharma sales and 1.5 years in training. Ratnottama Chatterjee : Journo. strayed into training.

OTHERS : Julmin Christian ;: Automobile Engineer. 41. 2 years as a sales manager in Metlife. Priyanka Sharma : Kolkotta : In house advisor for Max New York Life. Tata AIG Gen Insur training exp. MBA from Symbiosis , HR.

Nalin Suchak : Decade and above in printing industry and out door advertising. ICICI Pru advisor. Consultant trainer. Bajaj Allianz sales manager. 2 kids.

Priyanka Ganguly : Beautician. From TaTA AIG insu, as a trainer. Trip to U.K. on her own.

Sanjay Tyagi : Delhi : MBA from Holland. ( self acclaimed ) spiritual trainer.

Room mate Manish Bhayani : 16 years exp in Tata Finance. He had a business. DSA for financial services. Not running well. Came to job.

Sanjeev Dass Delhi : from Birla Sun life and met life as a sales manager.

Sandeep Chowdhury, Gurgaon : from Amity business school. Teaching background. Teaching to MBA students.

Vikram Kanwar : 25 years experience, from : Eureka Forbes -> Om Kotak ->Bajaj Allianz sales manager -> 8 months into met life.

Naresh Narulla : from Delhi. Pharma , tobacco , cellular telephony, sales.

All in all, the group reminded me of an excerpt from " Les Miserables " by Victor Hugo :

" They belonged to that bastard class formed of low people who has risen, and intelligent people who have fallen, which lies between the classes called middle and lower, and which unites some of the faults of the latter with nearly all the vices of the former, without possessing the generous impulses of the workman, or the respectability of the bourgeois. " ( that included yours truly )

18 dec 2006 mon ; SANYOG JAIN :
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" Training is like utility ( like gas / power ). A Thankless job. No one thanks when every thing goes well. But everyone tends to blame when things to wrong or get caught up by Murphy's law.

OUR JOB PROFILE : (1) F.A. Training. (2) C.S.T. (3) Field Management training ( that is s.m. induction school ) (4) T.P.D. advisor training. (5) Employee benefit group training ( what ever this is !!! )

BELIEVE THAT : Good training improves : a) Confidance (b) Productivity ( c) Retention (d) Culture (e) Reduce future training and marketing costs (f) Can attract the best talent .

OPERATING MANTRA : Trainer is also like an entrepreneur. Within the company, on salary basis.

" No one will get up in the morning, and thinks, ' I'll buy insurance today'. No one will get up in the morning, and say to himself ' I will sell insurance '. Similarly, no one will get up in the morning and say to him / herself " I'm going to attened a training in insurance !! " , you have to make it happen.

Attract follower ship. Plan. Execute. Review.

" Adults learn in small increments ". Learing is a recurring process. Repetition is the mother of all learning. "

" The only biggest room in the world is - the room for improvement " .

" Strong induction leads to high retention. "

" Sales and training are the sides of the same coin "

" 80 % of the learning take s place in the field "

" Give more role plays "

" Develop people can apply in a dynamic environment "

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This is one success table which you need to show to every F.A. during their induction program.
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Agents' Survival Rate and its relation to their business in the first 6 months :

policies in first 6 months % Surviving in the first policies / agent after 3 Y
3 years
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0-9 / 30 % / 24

10-19 / 31 % / 51

20-29 / 46 % / 67

30 - 39 / 52 % / 76

40 + / 68 / 103
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POST LUNCH : COMMON DENOMINATOR OF SUCCESS ; ALBERT E.N.GRAY . SANYOG JAIN
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Hard work is no more a ' secret'. #

18 DEC 2006 ------------------- ( SANYOG JAIN)

5 Skills a training manager is expected to have :

(1) Activity ( 100 hours training delivery per month )
2) Selling skills ( to demonstrate in training room ; and to go and teach in joint sales calls
(3) Marketing skills ( to market your training programs to your internal customers ; to FA s and sales managers ; product training, pinwheel 1 & 2 etc)
(4) Business Organisation skills ( to keep lapt top projector etc ready ; to keep the trainng room and other tools ready ; feed back forms ; attendance forms etc ready ; post training documentation etc)
(5) Business Management skills
( to keep the Advisor activization ratios above company's expected standards ; keep talking to them for 90 days after training )

----------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Who do you get attracted to

? A : you get attracted to people who can take you TO THE NEXT level. Do you , as a trainer, have it in you to take your advisors to their next level ? To take them to MDRT etc ?

" All over the world, propsects have most resistance to buying life insurance. But , once they buy, they end up buying 6 to 7 times during their life times. That is the reason why, LIfe Insurance is one of the biggest industries all over the world " .

" Make friendship with the leading advisors in your branch. Invite them to talk in your training programs.Ask them to share their success, their set backs, their achievements, problems they undewent etc - the the new set of advisors you are training. For, The best way to sharpen a piece of iron is to rub it with another piece of iron ! "

For the first 90 days, F.A. is your baby. The trainer's baby. Those trainers whose training halls are full of people - are professionals. Those whose hall is empty, are APPRENTICES !!

" If you need to call people ( for your training program ) for 5 hours, or if you need to make a 100 phone calls, PLEASE DO !! " " You are an entrepreneur and you have to market your training programs. Do not push the blame / responsibiity on sales managers alone. They have enough problems without you ! "

" Repeadly call people and attract them to the class. "

ACTION PLAN FOR TRAINING MANAGER ------------------------------------------------------------------------------------------------------------------------------
1.MIS - of advisors ; concerned sales managers ; licensing ; business done etc ; activization ratios ; attendance etc.
2.Putting the ' Training Calender' on display.
3.Calling the target audience at least TWICE before training date. Follow up the same with concerned sales managers.
4.Taking part with the sales managers' unit meetings.
5.Joint sales calls - at least 8 a month.
6. Marketing the ' Pinwheel 1' and ' Pinwheel 2' in the same fashion.
7.Ensuring the maximum audience for all our training programs - taking responsiblity for the same and without passing the buck on sales dept.
8.Reading telugu / english regular papers / financial papers - givning relevant paper cuttings to sales managers and advisors - giving them the most updated TOOLS to fight market competition.
9.Telling the advisors in the training - the COLLECTIVE PREMIUM mopped up by PRIVATE PLAYERS - to give them the idea of vast market potential for insurance market.

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