Workbook - ET Workways For MCBM - Aug 2019

CBM 2.
0
ET Work-ways for MCBM
Researched and prepared by

Maxires Training and Consulting Pvt. Ltd., Chennai
www.maxires.com
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Strictly Confidential v 1st August 2019 Prepared exclusively for CBM 2.0 ET Work-Ways
FIRST thing First!!
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Contents
1. Recruitment of BMs
a. BM recruitment funnel
b. BM profile and team constitution
c. Geographies and demographics
d. Elevator Pitch
e. ET Mitra- An introduction
f. Scripts and Trigger Qs for ET Mitra
2. Development of BMs
a. Development needs of BMs
3. Business Traction
a. Business Progress Dialogue with BMs (Fortnightly)
4. Annexure:
a. Controllable and Uncontrollable
b. MCBM’s day at a glance
c. Monthly calendar template
d. Demo assessment template
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Recruitment of BMs
a. BM recruitment funnel
b. BM profile and team constitution
c. Geographies and demographics
d. Elevator Pitch
e. ET Mitra- An introduction
f. Scripts and Trigger Qs for ET Mitra
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BM recruitment funnel
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CBM 2.0 BM Profile & team constitution
Ideal BM Profile
In CBM 2.0, MCBMs must recruit his team from diversified and time tested market segments like –
 Wonder Women: Women on sabbatical, looking forward to join workforce either on full time basis
or partially for 4-5 hours a day.
 Sharp Shooters/Warriors: People who have proved themselves in recruitment, development &
coaching of PFA type entrepreneur profiles in other companies (competition) or other industries.
 Stalwarts: Businessmen, Self-employed doing really good for themselves and have hunger for
more.
 Young Turks: Professionals with good network and are looking forward to be on their own due to
their high pressurised jobs or toxic work culture.
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MCBMs must keep in mind mentioned traits while prospecting for BM Profile –
 Successful in current business or profession

 Established business running profitably
 Has ‘threat of discontent’ / vulnerability in industry (E.g.: Auto, Plastic, Cash dependent, long
credit periods, respect in community, etc.)
 In current business for minimum of 5 years
 Age Group: 35 – 45 years
 Owner of 4 wheeler, preferably
 Women on sabbatical and belonging to a financially settled family
 Willing & able to take few hours a day for ETLI
 Strong belief in Life Insurance
 Driven by strong purpose – Money / Recognition / Position / Rewards
 Living in same city for minimum of 5 years
 Socially respected in his network
 Good people management skills
 With little handholding / grooming can fit the role of being a coach / mentor
These profiles could be discovered with personal observations and through ET Mitra network. Some
of the areas you must explore are as under:
 Segment: Government official – Centre / State / Municipal

 Industry: Different industries – Paper, Telecom, Pharma, Hotel, Education etc.
 Scale: Whole sellers and Retailers of various products
 B2C: DSA of Banks, Stock brokers, Health Insurers, General Insurers,
 Transaction: FMCG distributors, Cloth merchant, Small manufacturer, Car dealers
 BFSI Experience: Banking/NBFC experience
 Need: Traders and merchants, Small turnover merchants / shop owners, Women on sabbatical
 Profile: Professionals, enterprising working persons in high pressure job roles
 Network: Housewives with high social networking skills (E.g.: Gurgaon Moms)
 Underserved: Personnel/people having defence and security background
 Influence: Wives of CAs, Accountants, CXOs and people at good levels
 Time at hand: Owners of Banquets, Party hall, Luxury Car rentals and Gaming clubs
MCBMs must also keep ethnic background of his team in mind and it is advisable to have a team with
diversified ethnic background for diversification and wide coverage.
Understanding traits of BM Profile
 Successful in current business
Success breeds success! Anyone who has tasted success in current line of business would have proved
his fighting spirit and people around him would have noticed the same. When a successful person
approaches someone with a business proposal, people take it in a very different & positive light. When
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you hire successful BM you only ensure the chances of his natural or referral market respecting him
enough and consider his proposal seriously.
 Established business running profitably
Person who has been running his business profitably would certainly have certain level of business
acumen and would know what it takes to take business to a profitable stage. People with such
background would have different way of handing situation or attacking problems. When you add people
with this background in your team you increase entire team’s chances of being successful and earn lots
of incentives (profits).
 In current business for minimum of 5 years
We all know that it business demands commitment both in terms of money and more importantly time,
anyone who has spent minimum of 5 years in current business would have proved his commitment.
Having people with such backgrounds in your team would only bring maturity w.r.t. understanding that
business demands time and they have to do the ground work before actually start to expect instant
returns/profits.
 Age Group 35 – 45 years
People from this age group would have settled in their life and are looking forward to creating some
assets or achieving some goal for their family members or children. When it comes to clear goal for their
loved ones, performance of individual is set to take new heights.
 Owner of 4 wheeler, preferably
This by default would mean having some status in society and ease of movement when it comes to
visiting all kinds of customers/prospects. This also ensures having team member from varied
background, age groups and gender.
 Willing & able to take few hours in a day for ETLI
There is no point in hiring a successful person in team unless he is able to devote minimum of 3 hours
per day for ETLI. Getting into this role requires regular efforts and constant follow-ups. As they say your
customer will forget you if you are not in touch with him, constant efforts in this line of business would
require 2-3 hour on a daily basis.
 Strong belief in Life Insurance
Life insurance business is way too different than any business where the item of sale is tangible. Here
other than understanding need of Insurance you need to have strong belief in same. Especially when
there is no real tangible item that exchange hands and what customer gets in return is a promise. Selling
and canvassing career in insurance sales certainly requires self-conviction.
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 Driven by strong purpose – Money / Recognition / Position / Rewards
Any successful person would have strong purpose behind his success. Different people get motivated by
different reasons, strong purpose keeps guiding a person towards his goal/objective. Hence, identifying
the purpose and motivation of a prospect BM is important and helpful in driving him/her towards higher
business goals.
 Living in same city for minimum of 7 years*
Person with good foothold in the city would have a fairly decent circle to operate in and would know the
city & its culture better. Person who is barely new to city having spent < 2 years would struggle to create
an impact on his team members.
 Socially respected in his network
Persons with social respect in their own network are the ones who are well listened to or to whom
generally people from various background approach for seeking help. Since they are well respected,
they stand better chance to be quickly accepted by their network.
 Good people management skill
Any business would require dealing with people – internal or external. It is imperative for success in any
business that the people management skills are superior. For a person joining in BM role, it will give him
an upper edge if his people management skills are good and will also ensure his growth and career
progression in ETLI.
 With little handholding / grooming can fit the role of being a coach / mentor
Self-motivated person doesn’t require any kind of constant watch. A person who is self-motivated will
be clearly interested in his own development and would need less time in handholding. With little
investment of time and efforts people with this category can be guided to meet next level criteria and
easily slipped into the role of a coach / mentor or Sr. BM which is an essential requirement in CBM
channel.
*living in same city for consecutively past 7 years or at least 5 years in last 10 years
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Target Geographies for prospecting BM Profile
MCBMs must keep in mind mentioned Demography and Geographies while creating a team of
successful BMs –
Demography
 Gender – females preferred
 Age 35 – 45 yrs. preferred
 High Income groups
 Middle Income groups
 Individuals with different ethnic groups/background
Geographies
 Areas having high possibility of number of Wonder Women (E.g.: near reputed play schools,
crèches or immunization facility).
 Areas having famous Cafes, Quick bite joints and Co-working spaces, which attracts Sharp
Shooters/Warriors, Young Turks or Stalwarts equally for discussion or meetings.
 Areas with concentration of business families (E.g.: Delhi-Lajpat Nagar, Rajouri Garden)
 Service class majority localities (E.g.: Delhi- RK Puram, Munirka)
 Preferred locations for High Net worth class (E.g.: Delhi- Defence Colony, GK, South Ex)
 Concentration of retired and community living (E.g.: Delhi-CR Park, Janak Puri)
 Areas having armed forces personnel (E.g.: Delhi- Dwarka, Rohini, Vasant Kunj)
 Popular residential areas for medical practitioners, doctors, nurses (E.g.: Delhi-New Friends
Colony, Kalka ji)
 Areas with influential personalities – high on socialising, celebrities, regular Page 3 (E.g.: Delhi-
Vasant Vihar, Hauz Khas, Siri Fort, Mehrauli)
 Areas with professionals, entrepreneurs in majority (E.g.: Delhi-Saket, Sarita Vihar)
Target Demography & Geographies: Why?
 Wonder Women
Women who took sabbatical and are looking forward to join the workforce can help bring in gender
neutrality and balance. We need more women to join workforce as BM in CBM 2.0. Needless to add they
bring a different perspective to any situation and really are an asset for an organisation, irrespective of
the role they play. In Life Insurance Industry women have proved to be better performer than their
counterparts.
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 Stalwarts
Businessmen or Self-employed with High Incomes would definitely have same kind of circle. As per
Maslow’s hierarchy once individual’s basic needs are taken care of, they start to think about their future
in savings or investments. Individuals from High Income groups are as it is looking for someone who can
help them invest or offer suitable financial advice and when they find this advice from anyone who
belongs to their type of background it is even better.
 Sharp Shooters
People who have proved to be a top performer when it comes to recruitment, development & coaching
of profiles equivalent to PFA in competition can be approached for the role of BM. Unique product
offering by ETLI and attractive Incentive structure will remain the focal point of attraction for them.
 Young Turks
Professionals who have spent anywhere between 2 to 12 years working as salaried person and are
desperate to be on their own either due to limitation of earning in current set up or due to work culture
or office environment. ETLI unique offering with Variable agency model, attractive Incentive structure
and great support throughout will be the key factors to attract this group in BM role.
 High Income groups

Individuals with High Incomes would definitely have same kind of circle. As per Maslow’s hierarchy once
individual’s basic needs are taken care of they start to think about their future in savings or investments.
Individuals from High Income groups are as it is looking for someone who can help them invest or offer
suitable financial advice and when they find this advice from anyone who belongs to their type of
background it is all the more good.
 Middle Income groups
This group comprises of our max population in cities, towns and metros. They are the people who are
looking forward to invest or save for their children future and their own retirement. This huge mass of
people can’t be ignored. When someone who belongs to M.I.G offers his advice to people with similar
background it is accepted easily and respected as well.
 Individuals with different ethnic groups/background
India is land of different religion, caste, creed and various other types of background. It is simply superb
to have representation of each ethnic group in your team for the simple reason that different people
from different type of backgrounds connect better within their own circle and are accepted well.
Important
As far as geographies are concerned, every area having congregation of certain class, group, social or
financial background should ideally have some or the other representation in the team. This not only
helps people connect better but helps them to place their trust factor in case they are dealing with
someone who belongs to same class, group, social or financial background.
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CBM 2.0 Elevator Pitch
Why Elevator Pitch
Today every business is trying their best to grab the attention of their prospective customers. It will be
fair to say that any person can be successful if he is able to hold the attention of his prospect and also
able to do the same with existing customers for long time to be able to do repeat business.
Elevator pitch is a concept which helps the MCBM to catch someone’s attention in a very short span of
time and is able to communicate effectively what he wanted to communicate. It becomes more
imperative as not all prospective customers will give MCBM a formal appointment and then discuss this
in a designated time frame. With the help of elevator pitch if MCBM is able to sow a seed of
inquisitiveness in the mind of his prospect he will happily block some time to discuss the proposal in
detail. This is very relevant in current times and all businesses – big or small are engaged in this practice.
Self employed
Mr Prospect, if you get an opportunity to earn an extra income from your social network, without
making any capital investment, but just by putting in few hours in a day, would you be interested?
Would 4 PM on Monday is good to meet and discuss this opportunity or you would be comfortable at 11
am on Tuesday?
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Stalwarts
Mr Prospect what if I give you an opportunity to earn extra income from your existing set of
customers/contacts by investing only few hours in a day, would you be interested?
am on Tuesday?
Wonder Women
Ms Prospect what if I show you an opportunity to be gainfully engaged and be financially independent
by spending few hours in a day, without impacting your responsibilities at home.
am on Tuesday?
Young Turks
Ms. Prospect, if you get an opportunity to earn regular income from your network, without any
requirement of going to office every day and by putting in few hours in a day, would you be interested?
am on Tuesday?
OR
Ms. Prospect, if you get an opportunity to earn regular income from your network, with flexibility of
working from anywhere and by putting in few hours in a day, would you be interested?
am on Tuesday?
OR
Ms. Prospect, if you get an opportunity to earn regular income from your network, without any typical
Boss - subordinate environment, having flexibility to choose your place of work and working hours,
would you be interested?
am on Tuesday?
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ET Mitra
‘Mitra’ is a word derived from Sanskrit. It means, ‘Friend’ or ‘Dost’ in Hindi
Dictionary meaning of Friend: “A friend is a person with whom one has a bond of mutual affection,
someone you respect and who respects you, someone whom you trust and who trusts you.”
Who is ET Mitra?
“Someone who respects me and my work, someone who can be trusted and is interested in my
growth”
MCBM in his role is on continuous look out for right kind of people e.g., profiles like Wonder Women,
Young Turks, Stalwarts, Sharp Shooters, to be associated with and who can be appointed as BM. Having
12 to 15 ET Mitra who are socially well accepted, can be a big boost for MCBM in his/her career as
these ‘friends’ can become continuous source of names for BM recruitment.
Developing ET Mitra…….
It is similar to developing friend circle:

 Be socially active, approachable and helpful
 Connect with people who are socially active and are respectable in their circle
 Show genuine interest in your Mitra and the work they do, engage with them regularly
 Have mutual respect, let your Mitra know that he is an important person for you
 Offer help wherever possible or help them connect with people relevant for their business interest
 Keep them abreast on your both professional and personal life, especially positive sides
 Engaging/Inviting them in your personal or professional success celebration
 Offering genuine respect, gratitude if they are the reason for your success or success of people
referred by them
 Whatever possible in your capacity, help them achieve their goals in life
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Script to connect with ET Mitra for gathering name for BMs:
Dear ______, as you know I am working with ET life insurance and my job is to recruit Business Managers
who are interested in earning extra income. Could you please share details of people from your circle
who are -?
 Between age group 35 – 45 years
 Driven by strong purpose – Money / Recognition / Position
 Socially respected in their network
OR
Dear ______, as you know I am working with ET life insurance, currently we are in process of expanding
our base. My job is to recruit Business Managers who are interested in earning extra income. Could you
please share details of people, who are –?
Trigger questions
Do you know any lady (Wonder Women profile) who has taken a break or sabbatical from work and is
now looking forward to joining the work force on full time basis or for 4-5 hours a day?
Do you know any professional (Young Turk profile) who is looking forward to changing his job and be on
his own due to current salary limitation or work environment?
Do you know any businessman or self-employed professional (Stalwart profile) who is very successful
and respected in his business/profession and is looking forward to enhancing his income?
Do you know any successful professional who is required to recruit and appoint people in their team for
business and is doing very well?
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Additional Trigger Questions to generate names of BMs
Who is the most dynamic male/female in your known contacts?
Do you know any business family, where there are 2-3 sons and all of them are in the same family business? Maybe
one of them would like to diversify?
Which name comes to your mind when you think of a "Housewife" who is very socializing and enterprising by
nature?
Which 2 couples you would surely call if you had a function or puja at your house?
Which male/female do you know who is working with a networking company? (Amway, etc.)
Who is the most socialising couple you know at your club/community?
Which name comes to your mind when we talk about the most aggressive sales person you know who sells mutual
funds? Car insurance? Business Loans?
Who comes to your mind when we talk about the most aggressive sales person you know who sells mobile
phones/TV/appliances/durables?
Whose name comes to your mind when we talk about the most aggressive sales person you know who sells credit
cards?
Which male/female do you know who sells NSC, PPF, Post office deposits, etc.?
Which male/female do you know who sells Non-Life Insurance products?
Any person you know who is a sub-broker with the stock market? Would like to earn more money?
Do you know anybody who works with an advertising or event management company who is very presentable and
enterprising by nature?
Do you know anyone who has just been retired or taken VRS at young age?
Do you know someone who has taken sabbatical and is now ready to join work force?
Do you know someone who are in half day jobs or work on short term projects like – tutors, content writers,
teachers etc.?
 Practice all and identify 5-7 favourite triggers to gather names

 Capture names and numbers of collected names
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CBM 2.0 Professional Scripts
Why Scripts
Scripts not only provide us with scientific structured frame to initiate

conversation with our prospects or customers but also work very well as A-C-R Concept
a tool to fall back on in case BM/CBM gets stuck somewhere during
conversation with customers. 1. Acknowledge-
concern of the
These are scientifically designed keeping how human mind reacts in a prospect
particular situation or to a question.
2. Clarify- Purpose
Besides these are time tested scripts and have worked in different of meeting
industries & sectors. BM/MCBM to have conviction in these scripts and
must initiate conversation basis these structured scripts. 3. Resolve-Meeting
time for discussion
Scripts (Please feel free to translate and use vernacular/local language)
1. Introduction
Gathering name for BMs from various sources:
2. Prospecting for
Dear ______, as you know I am working with ET life insurance and my job is people (BM) who
to recruit Business Managers who are interested in earning extra income.
are interested in
Could you please share details of people from your circle who are -?
 Between age group 35 – 45 years earning extra
 Willing & able to take few hours in a day for ETLI income
3. Traits of Ideal
 Socially respected in their network BM profile
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OR
Dear ______, as you know I am working with ET life insurance, currently we are in process of expanding our
base. My job is to recruit Business Managers who are interested in earning extra income. Could you please
share details of people from your circle who are –?
1. Self-Introduction with reference
2. Purpose of call
3. Meeting time for discussion
4. Propose 2 alternate meeting time
5. Thanks & reconfirm meeting slot
Trigger questions
Do you know any lady (Wonder Women profile) who has taken a break or sabbatical from work and is
now looking forward to join the work force on full time basis or for 4-5 hours a day?
Do you know any professional (Young Turk profile) who is looking forward to chang his job and be on his
own due to current salary limitation or work environment?
Do you know any businessman or self-employed professional (Stalwart profile) who is very successful
and respected in his business/profession and is looking forward to enhance his income?
Do you know any successful professional who is required to recruit and appoint people in their team for
business and is doing very well?
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Additional Trigger Questions to generate names of BMs
Who is the most dynamic male/female in your known contacts?
Do you know any business family, where there are 2-3 sons and all of them are in the same family business? Maybe
one of them would like to diversify?
Which name comes to your mind when you think of a "Housewife" who is very socializing and enterprising by
nature?
Which 2 couples you would surely call if you had a function or puja at your house?
Which male/female do you know who is working with a networking company? (Amway, etc.)
Who is the most socialising couple you know at your club/community?
Which name comes to your mind when we talk about the most aggressive sales person you know who sells mutual
funds? Car insurance? Business Loans?
Who comes to your mind when we talk about the most aggressive sales person you know who sells mobile
phones/TV/appliances/durables?
Whose name comes to your mind when we talk about the most aggressive sales person you know who sells credit
cards?
Which male/female do you know who sells NSC, PPF, Post office deposits, etc.?
Which male/female do you know who sells Non-Life Insurance products?
Any person you know who is a sub-broker with the stock market? Would like to earn more money?
Do you know anybody who works with an advertising or event management company who is very presentable and
enterprising by nature?
Do you know anyone who has just been retired or taken VRS at young age?
Do you know someone who has taken sabbatical and is now ready to join work force?
Do you know someone who are in half day jobs or work on short term projects like – tutors, content writers,
teachers etc.?
 Practice all and identify 5-7 favourite triggers to gather names
 Capture names and numbers of collected names
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Tele script to book appointment calls with prospective BM:
Good Morning Mr _______, my name is _______ and I am calling you with

reference from <Referee name>, is it good time to speak with you for 5 minutes?
I represent ET life insurance and I am looking for people who are

successful and socially well connected like you and are interested in 1. Greeting, Referred
earning an additional income. by
I wanted to meet you to discuss this exciting opportunity which will 2. Setting tone for
help you earn extra income without making any investment and discussion (successful
impacting your current business/profession.
& socially well
connected people like
Sir, would you be comfortable to meet on Tuesday at 4 pm or
Thursday at 12 noon. you)
3. BoP / CoP
Thank you, I will see you on ________.
4. Meeting time
options
5. Thanks and
reconfirm meeting
time
Objections:
Objection1: I haven’t heard about Edelweiss Tokio Company?

OR 1. Acknowledge -
I have low interest in private life insurance companies/ETLI. The concern of the
prospect
Script: Sir, I can understand your concern. ET is one of the fastest
growing, young and new age company in India with over Rs2000 crores 2. Clarify -highlight
of working capital commitment., We take pride in our best in class positive points of
product suites that provides financial protection to over 1.3 million ET
policy holders & their families. <Further, talk about both partners as
part of BoP> 3. Resolve - Ask for
Sir, would you be comfortable to meet on Tuesday at 4 pm or Thursday Meeting time
at 12 noon. giving options, for
discussion
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Objection2: I don’t think people invest in Life Insurance.
OR
People don’t spend money to buy life Insurance plan.
1. Acknowledge-
Script: Sir, I understand people might have different priorities in life, in concern of the
fact key purpose of our visit is not to sell insurance but to help our prospect
prospects understand different requirements as per life stages. We can
help you plan for family securities or children education and your 2. Clarify-key
retirement. purpose of
Sir, would you be comfortable to meet on Tuesday at 4 pm or Thursday meeting is not to
at 12 noon. sell insurance but
to help understand
various
requirements as
per different life
stages.
3. Resolve-Ask for
meeting time, with
Objection3: I am very busy this week/month and unable to meet you. options for further
discussion
Script: I can understand Sir, in fact busy people are the ones who find it difficult to take out time and
miss few opportunities that are right there in front of them. I am glad to
share that in the past I have been able to help people from your profile
1. Acknowledge-
the most.
Sir, would you be comfortable to meet on Tuesday at 4 pm or Thursday at concern of the
12 noon. prospect
2. Clarify-able to
help people with
similar profile
3. Resolve-Ask for
meeting time,
with options for
further discussion
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Objection4: I will not be able to take out time from my existing business.
OR
How will I manage it along with my existing business?
OR
I don’t have time for any other business than my own. 1. Greetings
Script: Mr Prospect, I understand your concern here. Many of my 2. Setting tone for
current successful team members who were running successful discussion
businesses had similar concern when they joined.
You will not be required to close or have to neglect your existing 3. Share
business at all. In-fact this opportunity will strengthen your opportunity
relationship with existing set of customers and will help you to through BoP / CoP
expand
Your new customer base too.
Sir, would you be comfortable to meet on Tuesday at 4 pm or Thursday at 12 noon.
First meeting-F2F with prospective BM:
Hello Sir, __________ from ET life insurance. How are you doing today? 1. Greetings
Mr _________ as discussed I represent ET life insurance. Today I wanted 2. Setting tone for
to discuss with you a unique opportunity that ET life insurance is offering discussion
for successful individuals like you.
3. Share
<Share co details as per BOP/COP and proceed towards closure>. opportunity
through BoP / CoP
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Development of BMs
a. Development needs of BMs
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BMs’ Development needs on various topics (to be identified by MCBM in his/her team)
List of topics as development needs:
A: Joint field work – end to end, Recruitment of PFAs, activation of PFAs
B: Identifying and Nurturing ET Mitra
C: Business planning using tools like Goal setting
D: Business Progress Dialogue - Measuring input and managing output
E: ETLI – as a Brand, BoP presentations to Prospect PFAs, product, Vijay Path-Sales Process, Objection handling
F: Presentation, Demonstration skills and leveraging tech tools – Zoom, Skype, etc.
G: Entrepreneurship approach to business: BM value proposition
No. BM Name Development topics
sample Suresh Kumar A B F G
1
2
3
4
5
6
7
8
9
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You are advised and encouraged to leverage existing modules to develop and skill the team. Current
list of ‘Friday Gurukul’ modules is as under:
 Brand orientation
 Products
 Recruitment
o Prospecting
o Approaching with objection handling
o Meeting with objection handling
o Licensing and on-boarding
 BOP
 COP
More topics are under development and will be released in due course. Please feel free to connect,
engage and collaborate with mapped RTM for monthly calendar and new initiatives.
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Business Traction
a. Business Progress Dialogue with BMs (Fortnightly)
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Business Progress Dialogue with BMs (Recommended Fortnightly)
BM Name & Location: Month & Date:
PFA recruitment
Q1. What is the Count of PFAs to be recruited as per business plan?
Plan no._______________
Q2. What is MTD Actual and YTD Actual numbers on PFA recruitment?
MTD actual_____________ YTD actual__________ Shortfall__________
Q3. What all measures you have planned to cover the shortfall in PFA Recruitment?
1.
2.
3.
PFA Knowledge and Skill development

 Knowledge areas: Top selling 3 ETLI products/Financial market knowledge
 Skill areas: Prospecting/ Vijay Path sales process/Objection handling/Closing skills/Collecting references
Rating scale: 1 to 5 (1: Least---- 5: Highest)
Q4. Names of PFAs in your team who are on 4 & above on key areas of Knowledge & Skill mentioned above?
Q5. By when would you be able to bring 75% of PFAs in the team on 4 & above in all areas? Any help items.
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Q6. What measures you have planned to Develop PFAs who are currently below 4?
Development Key initiatives/measures

Knowledge areas: 1.
 Top selling 3 ETLI products
 Financial market knowledge 2.
3.
Skill areas: 1.
 Prospecting
 Vijay Path sales process 2.
 Objection handling
 Closing skills 3.
 Collecting references
Business Achievement
Q7. What is the PFA wise Plan/Goal & Actual (MTD & YTD) on NoP & APE in the team and what all measures
you have planned to cover the shortfall on both NoP and APE for each PFA?
Team NoP (in nos.) Premium (in Rs. Lakhs)
Goal Actual Shortfall Goal Actual Shortfall
PFA1
PFA2
PFA3
PFA4
PFA5
PFA6
PFA7
PFA8
Action plan to support 1.

and plug gaps:
2.
3.
27
PFA activation
Q8. What is the MTD/YTD goal on PFA activation in the unit? What is the current status and how do you plan to
plug the gap?
Goal Current Status Gap (if any)

PFA activation
Reward & Recognition
Incentives
Please list down help items required from MCBM and other support teams (like RTM, Ops, etc.) to help you
achieve your and team plan/goals?
1.
2.
3.
---------------------------- ---------------------------
Name & Sign: BM Name & Sign: MCBM
28
Notes
29
Notes
30
Notes
31
Annexure:
a. Controllable and Uncontrollable
b. MCBM’s day at a glance
c. Monthly calendar template
d. Demo assessment template
32
Controllable and Uncontrollable
Actions – Professional C UC
1. Knowing product specs thoroughly
2. Market update & awareness
3. Regulatory changes
4. Joining of new BMs
5. No. of phone calls for meeting
6. No. of appointments fixed
7. No. of face to face meetings
8. Handling objections
9. Closing a sale
10. Prospecting/Asking for Referred leads
11. Business Progress Dialogue as planned
12. Earning recruitment incentive
13. Sick leave
14. Knowledge & skill development of team
15. Policy Cancellation by client
16. Supervisor's concall
17. Launching BM
18. Reaching office in time
19. Approaching desired BM profiles
20. Having good profile mix of BMs in a team
33
MCBM’s day at a glance
R: Recruitment D: Development B: Business P: Planning

34
Monthly calendar template
35
Demo assessment of ______________________(presenter's name) on _____________(topic)
Please tick as appropriate
Needs Meets Exceeds

Observation Points
Improvement expectations expectations
1. Understanding of topic
2. Ability to explain the topic with examples, case studies etc.
3. Clarity on value proposition, R&R, incentives associated with the topic
4. Effective handling of objections / questions on the topic
5. Clarity on inter linkages of the topic with other areas (if any)
Overall rating
Glad Sad Mad
Remarks (if any)
36

Workbook - ET Workways For MCBM - Aug 2019

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CBM 2.

Researched and prepared by

 Successful in current business or profession

 Segment: Government official – Centre / State / Municipal

Understanding traits of BM Profile

 Successful in current business

 Established business running profitably

 In current business for minimum of 5 years

 Age Group 35 – 45 years

 Owner of 4 wheeler, preferably

 Willing & able to take few hours in a day for ETLI

 Strong belief in Life Insurance

 Living in same city for minimum of 7 years*

 Socially respected in his network

 Good people management skill

Target Demography & Geographies: Why?

 High Income groups

 Middle Income groups

 Individuals with different ethnic groups/background

Why Elevator Pitch

‘Mitra’ is a word derived from Sanskrit. It means, ‘Friend’ or ‘Dost’ in Hindi

It is similar to developing friend circle:

 Practice all and identify 5-7 favourite triggers to gather names

Scripts not only provide us with scientific structured frame to initiate

Scripts (Please feel free to translate and use vernacular/local language)

1. Self-Introduction with reference

3. Meeting time for discussion

4. Propose 2 alternate meeting time

5. Thanks & reconfirm meeting slot

Good Morning Mr _______, my name is _______ and I am calling you with

I represent ET life insurance and I am looking for people who are

Objection1: I haven’t heard about Edelweiss Tokio Company?

First meeting-F2F with prospective BM:

MTD actual_____________ YTD actual__________ Shortfall__________

PFA Knowledge and Skill development

Development Key initiatives/measures

Action plan to support 1.

Goal Current Status Gap (if any)

Reward & Recognition

Name & Sign: BM Name & Sign: MCBM

R: Recruitment D: Development B: Business P: Planning

Needs Meets Exceeds

Remarks (if any)

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Good Morning Mr _, my name is _ and I am calling you with

MTD actual_ YTD actual Shortfall