direct marketing insurance success stories

8/7/2019 Direct Marketing Insurance success stories

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DIRECT MARKETING

Success Strategies


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Our Team

ME channel

ADM/ BDM

LSC Heads


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i. Recruitment

ii. Training

iii. Development

iv. Leads Generation & Managementv. Brainstorming with team

vi. Cross selling

vii. Cold Calling

viii. Focus Industry wise, Segment and Season wiseix. Support from SBU heads and Managers

x. Service, Direct policy issuance at POS, Reference generation.

xi. Guidance for claims

Steps To Success


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RECRUITMENT

The candidates are identified internally, employee

references and other insurance companies and brokers.

The Interview will be done by the mentor, then by the

Manager and finally by the SBU head. Main criterion that

is looked into is attitude, aggressiveness, knowledge,

presentability.

The background verification will be done thoroughly.


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TRAINING

The product training will be done thoroughly about

all the products by the underwriter.

Tests will be conducted after the training. Sales pitch

for each product will be done by the mentor.

Daily the underwriting manuals will be discussed

inclusions, exclusions, conditions, warranties.


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DEVELOPMENT

Presentations need to be given by them on

products.

Role plays with different scenarios and

products. Stress on reading the IRDA journals

and News papers for knowledge updation.


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Leads Generation & Management

Leads will be initially given by the team members

who include CCAs, RAs, DEOs, LSC heads and ITGI

employees.

DART - Daily activity report Tracker is maintained by

them and the review about them takes place daily by

the mentor/LSC head.

Each ME has to do at least 6 calls in a day and the

daily score is monitored and continuous nil scores will

be analyzed and suitable action taken.


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Leads Generation & Management

Complacence will not be allowed and just meeting

targets is not enough. They should aim for Fast Track.

Daily scores are sent by mail to every ME marking toall LSC heads, ITGI Staff.


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Brainstorming with team

There will be daily meeting with mentor of city MEs

and a monthly meeting of upcountry MEs.

The success stories, challenges, issues will be

discussed thread bare and a reward given to the best

performer.

Targets and prospective clients will be reviewed.


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CROSS SELLING

Renewals of premium segment cars, company ownedvehicles will be given to MEs by the renewal team.The Premium will be logged in to the respective

agent ID but the other potential business will befollowed up including health, Fire, Travel and loggedin to ME code.

ME is instrumental in promoting the Brand Imageand a good example of word of mouth Publicity.


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COLDCALLING

The ME has to do cold calling in Industrial Areas and

Commercial areas, Software Parks, Lorry & Auto

stands.

They will gain entry by doing the two wheeler policies

of the lower level staff of the company.

Relationship has to be developed with the lower and

middle management as they are the ones who give

inside information about competitors quotes.


12/19

Focus Industry wise, Segment and

Season wise The Geography is analyzed and the lists of major

companies in sectors like Construction, Pharma,Manufacturing and Software are made, also the cityis divided in to bits and allotment is done by thementor.

There are seasons where some companies placemost of their business like educational institutions do

in the months of April, May and June.

Big contractors and Fleet owners are the major focusas they are more focused on lowest quotes.


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Support from SBU heads and Managers

SBU head and Managers do joint calls to instillconfidence for the large corporate clients.

They also pass on personal leads to the ME.

Approvals, discounts, policy issuance for ME

are taken up by Managers and priority is givenby operations staff.


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Service, Direct policy issuance at POS,

Reference generation The cheque pickup, policy issuance and delivery will

be done sincerely with out any delay with in the

promised time frame.

The policy will be thoroughly checked for accuracyand mistakes will be rectified.

If possible policies are issued directly through CRM at

client place itself a unique practice no other insurance

company provides.

References will be asked after the delivery of policy

and wishes are given during important festivals.


15/19

Guidance for claims

Client has to be guided about the claims process and

ME has to take a proactive role by speeding up the

process by talking to surveyors, CSC and claim

cheque to be given before the TAT.


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Persistence, Perseverance, Reliability,

Relationship Building.

Areas of Focus

Educational Institutions

Small & medium corporate's

Individual contractors and

industrialists


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THANK YOU

direct marketing insurance success stories

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