We usually read articles in the newspapers that indicate how an investor should select his or her financial adviser. The usual tips given are the adviser should be qualified, should be from a trustworthy reference, should sell solutions and not products, should diversify their investments, etc. These are without doubt essential qualities of an adviser… Continue reading Who is a good financial adviser?
When one does a course in Marketing Management at a management institute, one of the things students are thought is product positioning. Product positioning is knowing where your category of product stands amongst all other competing products. It also gives an idea of the market segment where one should market one’s products and the strengths… Continue reading Explained: The Market for Traditional Endowment and ULIPs
In a sales interview, the interview goes through a process and in life insurance selling, the process is usually stretched over to more than one meeting. The stages in an interview can be classified as Stages in a Sales Interview The hand-shake Building professional trust Building emotional trust Conduct of a needs analysis Financial Planning… Continue reading Basics of Objection Handling – 5
We have so far read 2 articles on the Basics of Objection Handling – Basics of Objection Handling – 1 and Basics of Objection Handling – 2. We are approaching the subject of Objection Handling by first constructing the conceptual framework. The conceptual framework will give us the answers to all the objections we face.… Continue reading Basics of Objection Handling – 3
During the peak of mutual fund sales in 2017 and 2018, one of the arguments put forth by the advocates of shares and mutual funds was: If a person had invested Rs. 100 in 1979 in a SENSEX Fund, today with the SENSEX at nearly 40,000, Rs. 100 invested in 1979 would be worth Rs.… Continue reading The Senseless SENSEX
One of the main reasons for under performance in life insurance sales is the lack of adequate prospecting activity. It is quite common for the agent to wake up in the morning and wonder whom to visit during the day. All the motivation to be a top performer, to qualify for MDRT, etc., goes up… Continue reading Is Prospecting Your Problem?
