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How to Increase CC Activisation 

Building Capability & Engagement of CC Agency

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Objective

Build Platinum Agency

Knowledgeable

Productive

Engaged

Retention of Agency

Current Class

First Prior 

Second Prior 

Build Self Sufficient Trainers & Field Sales Force

Enable through K ASHHelp Offices meet their Goals & Business Plan

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Enables in

 ±Building healthy & productive Agency

 ±Penetrating New Market

 ±Maximizing Earning Opportunity for everyone in Office

 ±Retaining New ADM¶s: Early Success is key ±Improving ³Case Rate´ for Office

 ±Fastening the path for MNYL¶s Profitability

If we work on CC Activisation, Agent Proactivity; Retention; Attendance in Training Sessions; 9 in 90 

automatically falls in place!!! 

Why CC  Activisation is Important

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Current Challenges

Agency

Trainers

Overall Gaps on :

Knowledge

Attitude

Skills

Habit

Career: Not seen as Long Term

Launch : Adhoc

Goal Setting : Output Driven

Skill Development: Transactional

Lack of emotional connect and

handholding

More focus on Sales Calls and FOD

More focus on ³Closures´ than on

³creating needs and handle objection

Less focus on input and Enabling,

Coaching and Development

WIIFME: not positioned rightly- juice out

strategy in first 90 days

Too much to drive

Input/ Skills Development missing

Low Attendance of Agency

Non Alignment on Complianceissues

Being Pushed for driving ³Output´

No Coaching/Time Investment

WIIFME/Recognition Missing

Limited Habit Formation/Traction

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Enable OH to Hire Quality AA: preferably >12 pointers

Show the long term Career in Career Seminar>12 pointers agent has better capability of giving doubleperformance on 9 in 90, case rate.

Sales Team has more opportunity to earn Incentives

Agent stay longer with us

Persistency is better 

Constructive Goal Setting of the AA

Re-enforce the Career & Cause of the Profession in FCS: Career for Life

Proactivity, 9 in 90 is important in initial month

s &h

ow can th

ey reach

th

ereHelp them Create their Goals & Milestone

Re-empathizeWIIFME: Earning Potential, Skilling, Career & Rewards Potential for AA

Enabling the Agent: Create Simple Content & Reference Sheet on:-Rule 1072

Focus on Approach Talk and make them memorize Scripts

Habit to use Agent Sales Folders and other tools

SOL & How to Create Needs

How to create & Pitch for Referral Leads

How to handle Objections

Conduct FOD and value add in making him acquire right skills

Build Emotional Connect & RespectBuild Confidence by Coaching & Mentoring AA

Should come to Office because of connect & bonding

How can we improve

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Engagement & Capability Building : Model

Knowledge- On Industry,

Cause, Products & Process

 Attitude- To build confidence

to win & repeat success

Skills- To build capability on behavior &

manage market dynamics

Habit- To build right work habits to

become successful & Engaged

1.Our Team will help the GO trainers/OH on Training Need Identifications & Training Need

 Analysis of the different prior agents & design/create the programs, including delivery of 

training, TTT, Measure of Success & Roll out plans in consultation with OH/RSDM & ZTH.

2.Similar activity will be carried out for GO trainers in consultation with RSDM/ZTH

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Our Approach : Knowledge

Initiatives by Agents Engagement Team Impact

Provide Simple scripts on ³Insurance as Sector  Live Examples on ³what it has done to community´

Scripts on ³Career and Success Story

Develop & Design various interactive methods to connect up

with all class of trainers to help them gain knowledge around

process, products and Industry practices

Create Ready Reckoners (For updates on Company/ Career 

Selling/ FOD¶s/ Products)

Provide traction of data on Input & Output, measures to control

the numbers, MIS and dashboard with Training Calendar on

Knowledge sharing

Provide knowledge & skills through Role Plays & My Dev. Dose

on :-

Products + AML + ULIP Certifications

FTS

Sales Process & Scripts: Reinforcement Need Creation & Objection Handling: Role Plays/FOD

Goal Setting: Ten a monther, Premier & Platinum

Compliance Issues: What, Why, How & consequences

Incentive Opportunity: Show them how to makemoney for self & Agents

Competition Practices: Latest Update

Regulatory Changes: Latest Update & Preparedness

³Confidence in Industry´³Trust in Industry´

³Belief in ³Profession´

³Up skill the knowledge and keeping

 Agents and Trainers informed´

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Our Approach : Attitude

Initiatives by Agents Engagement Team Impact

Create customized Training modules on building ³Right Behavior 

and Attitude´ for Trainers & prior-wise Agency.

Develop & Implement various interactive methods to engage with

the senior agents/ Trainers and help them pick up ³best habits¶

which can make them successful

Boosting positive attitude via activities (like trash the negative

label, Glass Half full or Half Empty) in FCS, BCS

³Transform Agents and Trainers to a

well rounded & confident professionals´

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Our Approach : Skills

Initiatives by Agents Engagement Team Impact

Conduct the TNA on skill gap for all GO trainers on set

competencies and identify Training & Intervention need.

Conduct the TNA on skill gap with help from GO trainers for 

prior vise Agency (EC/MDRT probable) and design customized

program to up skill.

Randomly Pick bottom offices and Conduct FOD/Role Plays to

show and share best practices.

Rope in Best Performing Agents/Trainers and conduct FHI/

TTT for making them extended arm on turning around bottom

offices.

Develop and execute study plans/personal development

programs for Agents and Trainers for various certification for 

professional enrichment.

³Renewed Skill Sets leading to

confidence and Enhancement of 

Productivity and Office Plan´

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Our Approach : Habit

Initiatives by Agents Engagement Team Impact

Foster, create & track month 0 activities and report variations

to ZTH/RSDM

Inculcate habit of using sales tools- Sales cycle, scripts, RULE

1072, IRP, SOL, and other activities like Dreams Painting

Design & create programs revolving around right & successful

habits and implement through the GO trainers.

Implement MOS and Roll out Plans.

Provide inputs/ materials to Trainers for acquiring Value added

Skills through Refresher classes e.g.:-

- Demonstration & Role Plays

- Presentation & Business Communication

- Reading MIS & Analytics

- PRP & Goal Setting

³Right Habit Formation´

³Traction & reporting of efficacy of 

corporate initiatives around habit´

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D aily 

Quarterly Monthly 

Weekly 

Goal Setting with at least 1 AADFT of AA on work habits- Activizor, FOD/ Calls

Input Activity Tracking- current class

Commitment Calls/Workshop

Follow through

BCSProduct Clinics

TCPM

Development of AA ±IID, Recall Session

Agent wise activity planning with ADM/AP & OH

10 a Monther Drive

Get Set GO

Gurudakshina Day/ Big Day MMPM

1 Value added session for ADM

Client Portfolio Management

Recognition for AA & ADM in GO Meet

Home Visit to build Connect

MPower 

Goal Setting self with OH/ RSDM

Trainer·s Action Plan & Strategy ( with office) 

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Help to OH/RSDM & ZTH

Provide Smart Analytics & MIS to OH/RSDM/ZTH on:-

³What¶s going Right & Not so Right´

Trends on CC, first Prior & second Prior Retention, Productivity & Engagement

Provide Solutions, Scripts & Ideas to ³move up´ the trends of their Office/Patch & Zone

Best Practice Sharing with Cross Zone/Patch Offices ± To share success stories

around Agent Engagement & Performance

Provide Insights & MIS on :-Probable EC/MDRT & Solutions to make them reach to ³desired level´

Help Trainers on coaching on ³Ways to Win´

Suggest Development Intervention for Agents & Trainers to take them to next level on :-

Up skill

Taking Performance to next level

 Assessment on Training Effectiveness

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Outcome Expected from Agent Engagement Team

Enable Zones & Country to meet :-

Current Class Activisation target

CC Productivity

Prior-wise Productivity Targets

Prior-wise Agency Retention Targets

Skilled & Knowledgeable Agency

Council Qualifier Targets

Trainer Development & Retention

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OH

ADM

AA

TM

Drive ³One Office One Mission´

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OH

ADM

AA

TM

Together we will«

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