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How can you sell the client one of the insurances he is missing? |
• It is a matter of presenting the client with the benefits of one of the insurances he lacks
• You can use this method when you feel more comfortable discussing products instead of asking questions |
How is child policy inflation protected? |
• The insurer annually increases the insured amount by the percentage of inflation
• In exchange for increasing the insured amount, the insurer requests an increased premium, correlated with the increase in the insured amount |
Do I have to declare it if I have pre-existing diseases? |
not. But you should know that events that may arise from your illness are covered with a limited amount, which depends on the insurer. |
How can you make productive activities more efficient? |
• The productive activities are the following:
- Increasing the number of customers
- Development of the policy portfolio
- Indirectly, training is also a productive activity, because if you are better prepared, you will be more efficient; that's only if you apply what you learn...
• Your efforts towards the two produ... |
How can you streamline the notification of due dates, for installments and renewals? |
• Here's a way of working that can save you good hours, or even days if you have a lot of clients, and gives you just as many hours - or days - for productive activities in return
• Instead of calling customers, to inform them that they have to pay an installment or renew a policy (it takes 3...5 minutes for a custome... |
How do you communicate insurance solutions to the client? |
• We are in the 21st century, in the midst of the era of digitization
• You can take advantage of digitization to deliver insurance solutions online
• Or you can choose the usual method of presenting solutions to clients in a face-to-face discussion
• Each method has both advantages and disadvantages |
What rules are important in the awareness stage? |
- Listen carefully to what the client says or answers; that's the only way you'll understand it
- Look for "hooks" and fructify them; they will help guide the discussion to completion
- Look at the interlocutor; you will also notice what he thinks but avoids saying
- Speaks in the client's way; you are not there to im... |
Who should you choose as a role model? |
• Someone who makes money in a way that you can too
• If you will choose as your model an intermediary who earns well, but sells, for example, CAR policies worth tens of thousands of Euros, because he has relations at the mayor's office or in a party, and you do not have high-level relations either town hall, nor to a... |
What rules are important when presenting solutions? |
- Insists on covering major risks (death, disability, serious illness, home destruction, business destruction, damage caused to third parties), as the case may be
- If the client is concerned about certain risks, major or minor, mention them; it is what "hurts" him and pushes him to insure himself
- Speak clearly, bri... |
How do you capture interest in life insurance? |
• I think that every day I hear, several times, the sirens of the ambulance... and every time I wonder what happened to her...
• Would the car have hit someone, would a bottle have exploded, would there have been a fire?
• In any case, it doesn't work for someone who is healthy and happy...it works for someone who is ... |
How do you deal with customers who resent your insistence? |
• Sometimes clients react badly to the intermediary's insistence
• Why?
• Because Romanians are not used to taking care of themselves and perceive your good intentions as something contrary to their personal interests
• In this context, how much should you insist?
• As in everything, you have to find a balance:
- If y... |
What are the critical elements of a service business? |
• A service business is usually conducted in an office, practice, salon or laboratory, so the critical elements are:
- The building
- Equipment used (eg medical equipment or computers)
- Key people (professionals on whom the business is based) |
How do you get the information to bid on joint life insurance? |
• As for duration, I recommend a period as long as possible, of 25...30 years, because in this way the total amount received at maturity increases
• Regarding the insurance premium, we recommend the range of 5...8% of the income, in order to be able to carry the policy to the end |
How do you present business insurance? |
• The SME policy ensures the reduction of losses in the event of a risk, by compensating for damage to the building or its contents: stocks, machinery, etc.
• The business interruption clause provides you with the financial support for restarting the business, by covering fixed costs, including additional ones, as wel... |
What are the term limits of death insurance? |
Life insurance term limits. Duration limits differ between insurers. The usual ones are the following minimum contract duration 5 years. The maximum duration of the contract is 30 years. |
What are the advantages of unit linked compared to other investment instruments? |
- The ease of investing; once you've taken out the policy, you essentially have to pay the premiums, and that's it
- Death protection
- Investment discipline; the insurer communicates the due dates to you, which prompts you to invest rhythmically as recommended by the specialists
- Continuity of the investment, includ... |
What targeted questions can you use to open the discussion about a new policy? |
• You can use questions like:
- I would like to ask you something... why did you buy the RCA policy?
- One question... do you know why people buy insurance?
- I would like to ask if your wife is aware of...
- May I ask you for what purpose you started the business?
- You have the policy of..., but it is insufficient..... |
When is the right time to approach old customers? |
• In the case of "warm" customers - TODAY!
• In the case of "cold" customers, the next due installment or policy renewal |
How can you make policy changes more efficient? |
• If the policies are well concluded from the outset, so they contain actual sums insured and contain the coverages the client needs, policy changes are rare
• For example, changes occur when the customer makes extensions or purchases and the sums insured change or when they take out a loan and the assignment of the p... |
What is an asset? |
• Assets are resources accumulated in the past with the purpose of obtaining profit in the future
• The most common assets are:
- Bank deposits
- State titles
- The bonds
- ETFs
- Actions
- Real estate
- Precious metals |
How do you get the information to offer the child savings plan? |
• As for duration, I recommend until the child is 18 years old, or at most until the age of 25
• The longer the capitalization period, the more money will be raised at the end
• Regarding the insurance premium, we recommend the range of 5...8% of the income, in order to be able to carry the policy to the end |
How do you get the name of a professional to help someone? |
• If you get the phone number, you call and discuss a pro-professional topic, you write down the client's details in your workbook and after a time interval you call to discuss insurance |
How do you present the savings plan for the child? |
• The child will receive the amount of... lei at maturity, no matter what happens to you:
• May you be with him, and celebrate together
• Whether a misfortune took you away from your family
• In this tragic situation, your wife will receive, immediately, once again, the same amount that the child will receive at matur... |
How can you approach a cold customer when you are face to face with them? |
• If you have customers who are in a hurry, and a bit stingy, and quite uncommunicative, and also grumpy, you can combine and develop these ideas to create your own approach scenarios
• How unlucky for you, to come across such customers... |
How is life insurance inflation protected? |
Here is an example of a mechanism used by insurers. The insured amount increases annually with the inflation index. The insurance premium increases with a percentage communicated by the insurer. |
What happens to the child's policy if I stop paying it? |
• Your child will receive less money when the policy matures
• Specifically, he will receive a reduced sum assured, specified in the contract, plus additional earnings |
What information do I require to offer EEI? |
• The following information and documents are required for bidding:
- Brand, type and serial number of the devices
- Manufacturing year
- The new (catalogue) value of the devices, ideally to obtain the purchase invoices
- Details of the building where the devices are located (similar information to that for SMEs) |
Why is it necessary to ask awareness questions? |
• An insurance, of any kind, produces its effects only when a risk has occurred
• For the client to imagine the consequences of producing that risk, and especially to imagine how he will feel then, awareness questions are needed
• The role of awareness questions is to make the client feel what he will feel in reality ... |
How do you recognize an objection? |
• An objection can be transmitted directly, i.e. verbally, or indirectly, i.e. through tone or non-verbal language, i.e. through facial expressions or gestures
• To ensure that you resolve the real objection, you need to get the customer to say what's wrong with them, not just imply that they have a grievance |
What return can I get? |
• You can go to the website of insurer X, where you will find the evolution of each fund, from its creation to the present
• Please keep in mind that the past is no guarantee of the future
• In the field of investments, we are talking about forecasts, not certainties |
If something happens abroad and I don't have travel insurance, will I be treated or not? |
you will be treated, but you will bear all the costs. |
If something happens to me and I can't go, can I get my money back on my travel insurance? |
It depends on why you can't leave anymore. Trip cancellation due to personal reasons such as death of a family member or first degree relative, house fire, subpoena in a lawsuit and more is covered by the cancellation clause in the insurance policy. |
It's too short a trip to experience anything, it's less than a second. |
That's how long an accident lasts. |
How do you present the unit inked policy? |
• If you are willing to take a risk, you can invest some of your savings in the unit linked policy
• The insurer will invest your money in the funds you choose - riskier or less risky - and at the maturity of the policy you will receive the amount resulting from the investments
• You can reduce the investment risk thr... |
Why do I need life insurance? |
in the event of a tragedy, what you can no longer provide to the family, the insurer provides. It's about money, a lot of money. |
How do you get the information to quote your business insurance? |
• I need information about key elements of the business, such as:
- Building and stocks
- Machinery and equipment
- Neighbors and flow of people, both in the company and in the vicinity
• That is, about those elements that, if affected, can lead to the decrease of the business or even its disappearance
• I have a ques... |
How is the amount of compensation determined? |
• If the repair costs do not exceed the new value of the insured property, the repair value will be paid
• If the repair costs exceed the new value of the insured item, the new value of the device, written in the insurance policy, will be paid |
Where can you get your motivation from? |
• From your dream
• Yes, your dream of having lots of money and time to spend it can come true in insurance
• Think about it this way: what are the highest paying professions in our time?
• IT scientists, lawyers, doctors, notaries...
• Can you do ITst?
• Can you become a lawyer?
• Or doctor?
• Most likely not; if it ... |
How is the sum insured for fixed assets determined? |
• The insured amount for fixed assets represents their real value, so it represents the cost of replacing the goods with others of the same type, configuration and quality |
How do you recommend life insurance with savings? |
• You will recommend life insurance with savings based on:
• Don't forget the "formula" of satisfaction: Satisfaction = Expectations - Reality
• Even if the company also has unit linked for children in its portfolio, it recommends a guaranteed savings plan for the client's child
• Otherwise, it will be difficult for h... |
How do you respond to objections about SME insurance? |
• How do you respond to objections with the substrate… |
How do I present the EEI insurance? |
• The EEI policy covers virtually any risk that can damage or destroy the equipment on which your business relies
• In addition to the risks usually covered by insurance policies - fire, calamity, theft, etc., the EEI policy covers many other risks such as human errors, technology breakdowns, voltage fluctuations or i... |
Travel insurance is expensive! |
If travel insurance seems expensive, see how expensive it is to not have it. How would you feel if you had an accident? Are you suffering? Your holiday has been compromised and you receive a bill worth several thousand or tens of thousands of euros. |
What are consequential damages? |
• Consequential damages represent indirect damage, arising as a result of the occurrence of an insured event, and consisting of:
- Increase in specific costs
- Decrease in profit
• Consequential damages are usually exclusions on property insurance policies
• Business interruption may result in greater losses than dest... |
How can you make the collection of installments more efficient? |
• Here's a way of working that can save you good hours, or even days if you have a lot of clients, and gives you just as many hours - or days - for productive activities in return
• Instead of collecting installments in cash like 20 years ago, teach customers to pay online |
In which service should I repair my car? |
• It depends on the insurer and the option chosen
• In general, it is advisable to go to a service in the network with which the insurer has a partnership |
What is risk tolerance? |
• Risk tolerance is the client's willingness to assume a potential loss in the hope of obtaining a high gain
• A customer who has a high risk tolerance is willing to lose money, that is, to receive at the maturity of the policy less than he paid
• Avoid the question "Which profit do you want, more or less?"
• All peop... |
What actions can you take to increase your reputation? |
- Learn the role and mechanics of insurance to master it
- Learn sales techniques so you can approach any customer
- Work organized so that you can use your time as efficiently as possible
- Serve customers so they feel compelled to recommend you
- Build a network of specialists to consult with and to quickly issue yo... |
How can you approach uncommunicative customers? |
• I greet a lucky gentleman
• I tried to reach you by phone, on WhatsApp... nothing
• You know that you always hear only good things from me
• Now we are face to face and you can no longer refuse me
• Can we talk, price of a coffee? |
What is "all risk" insurance? |
• An "all risk" insurance is a policy that covers all risks, except exceptions
• By comparison, a "named risks" insurance, such as, for example, the SME policy, covers exclusively the risks named in the policy |
What child clauses can be attached to the child's policy? |
- Surgery insurance
- Hospitalization insurance
- Insurance for burns
- Insurance for fractures
- Medical expenses
• The types of clauses differ by insurer |
How do you answer the objection "I don't need accident insurance"? |
• What about the ambulance service you might need?
• What about SMURD...?
• Why?
• Because… it can happen, right?
• You know the saying "Trouble never comes alone"
• You probably have some money in the bank, which today is there, tomorrow you take it out, enjoy it...
• ... and the accident always comes when we least e... |
How is the money paid for the child's policy an investment? |
• In order to obtain the guaranteed sum at the maturity of the policy, in any economic conditions, insurers invest the life insurance capital mainly in safe instruments
• At the level of the entire life insurance market in Romania, the structure of investments is as follows:
• ≈ 85% in bonds
• ≈ 15% in deposits, share... |
If I am treated in a state hospital, how will I be compensated? |
• No matter which type of hospital you are treated in, you will be compensated the same
• For reimbursement of hospitalization or surgical interventions, you will not be asked for invoices, but the discharge ticket and other medical documents |
How do you capture interest in compound life insurance? |
• There are some very interesting products, even unique, if we think about the benefits
• It is a "2 in 1" type product,
• Specifically, it is about life insurance with savings
• Do you want me to tell you more about this exceptional product? |
How do you respond to the objection "I'm not buying the child savings plan now"? |
• You see... you can say "I'm not saving for today, but for next month"
• But you can't say "I won't have an accident tomorrow, but only in 3 months"
• If you like the idea of raising money to make your child's dreams come true, you could sign the contract with that thought in mind
• Gradually, you will integrate th... |
How is supplementary clauses inflation protected? |
• The inflation protection of additional clauses is done in the same way as for the basic insurance, to which the clauses are attached |
How do you find out the real objection? |
• You can find out about the real objection in two ways: |
What risks does the child savings plan cover? |
• The actual policy covers two risks:
- Death of the insured, by taking over the payment of the premiums
- Survival of the beneficiary (child), by paying the guaranteed insured sum
• Recommendation:
• Complements the protection with death insurance and exemption from payment of premiums in case of invalidity of the in... |
Who are "warm" customers? |
• Warm customers are:
- Those with whom you interact frequently - at least 3-4 times a year
- He pays his policies on time
- Listen to your advice |
How do you recommend the right life insurance? |
• Who needs life insurance?
• How do you recommend life insurance with savings?
• How do you size a life insurance?
• If the customer stubbornly asks you for a different solution than the one you recommend, send them an email with your reasoning
• He will never be able to say that he was not well advised
• Insist on s... |
What role does the EEI policy have for the insured's family? |
• Because it offers complete protection for electronic equipment, the EEI policy ensures the reduction of losses in the event of a risk
• The EEI policy represents an important pillar of support for a family whose well-being is given by a business based on electronic equipment |
How do you present the benefits of accident insurance? |
• Receive money in case of operations or hospitalization
• You receive a lot of money in case of disability
• And in case of a serious accident, you leave the family the sum of... lei
• "Hello" is said a little; this insurance is exceptional, especially since you can bring her and other family members under her umbrel... |
Are pre-existing illnesses covered by travel insurance? |
Acute illness or emergency medical expenses are covered, within certain limits much lower than the basic sum assured. Depending on the insurer. |
What amount does the insurer pay in case of termination of the policy on death? |
Being risk insurance, death insurance has no cash value. In case of termination of the policy, the insured receives nothing. |
What happens to the savings plan if the child dies? |
• In the event of this tragedy, the insured, who is usually the parent, has two options:
- To collect the amount accumulated on the policy, without any penalty (so to receive the mathematical reserve and not the surrender value), plus the additional profit
- To convert the savings plan for the child into a mixed life ... |
What risks are excluded from death insurance? |
War, revolution, civil unrest, insurrection, state of siege, nuclear risks, suicide attempt. Intentionally committing acts criminalized by the Criminal Code, mental illness, AIDS infection, practicing extreme sports, participating in medical experiments, infectious diseases and pandemics. Medical services without a wr... |
Particular case companies that send employees to work abroad. Is there a specific insurance option for companies that frequently send a large number of employees to work abroad? |
Specific to this policy is the fact that an insurance premium is calculated per employee per day. Four parameters are taken into account for issuing the policy. The field of activity of the company. The total estimated number of days of travel abroad of the entire group. The maximum number of days spent abroad per per... |
What exclusions does travel insurance contain? |
Exclusions may differ between insurers. The most common are the following. Pre-existing and chronic diseases. However, the acute phase of the disease, the acute pustule, is covered. Services that do not involve a medical emergency or that have been requested by the insured for prevention purposes. Alternative or natur... |
What is a fund unit? |
• The fund unit is the unit of measure for the performance of an investment fund
• The fund units in the account of a contract represent the holdings of the contractor in the investment fund, based on the premiums paid
• Fund units change their value from day to day, depending on the value of the fund |
If I have several claims in one year will they all be compensated? |
• Yes
• But after each claim you will have to make up the sum insured, to avoid underinsurance
• Replenishment of the insured amount is done by paying a difference in premium proportional to the amount of the compensation and the rest of the remaining period of the contract |
What are the advantages of using the "three-legged table" method? |
• Using this technique helps the client to be aware of most, or sometimes even all, of the risks they are exposed to, and not just the ones they suspect, such as crashing your car or being flooded by your neighbor
• The client understands the risks to which he and his family are exposed, and subsequently chooses the o... |
What is the child savings package? |
• The optimal savings option for the child is the package composed of:
- The savings plan for the child
• Life insurance of the insured (usually the parent)
• The insured's permanent disability insurance due to the accident
• Exemption from payment of premiums in case of invalidity of the insured
• If the insured brin... |
What to avoid posting on social media? |
• Vulgar messages and images
• Messages written incorrectly grammatically
• Băscalie
• Pictures from family life |
How do you plan your daily activity? |
• "Fill" your day with Prospecting + Phones + Meetings + Bidding + Learning
- Start using a personal database
• Write in it all your knowledge - yes, all -, without making assumptions about who will be insured and who will not; over time, experience will confirm that surprises can arise
• Then write down, daily, all t... |
What does SME mean? |
• Each insurer has its own definition of what small and medium-sized enterprises (SMEs) mean
• In general, trade, service or production companies are included, where the total insured amount does not exceed a certain limit (for example 1, 2, or 3 million Euros)
• Firms in agriculture, wood processing, chemical industr... |
What do you aim for by "warming up" cold customers? |
- "Warming up" cold customers is primarily aimed at making them trust you more and accept your advice
- Obviously, the ultimate goal is to sell them as many policies as possible, until they end up with enough insurance
• Concretely, you will be able to say that you are on the right track if:
• More and more customers ... |
Can the travel policy be issued if I am already abroad? |
Yes, but only with the written consent of the insurer and under certain conditions. A waiting period that differs between insurers, for example 8 days. Proof of non-existence of damages. The period since the customer is abroad. Not to exceed a certain number of days. |
What mistakes to avoid? |
• It's very easy for a 10-minute break to turn into 15, then 30, and then 60 minutes...
• You can use the Internet to do prospecting or to waste time...
• You can start the working day at 8, 10 or 12...
• You can end the working day at 6 pm or 12 noon...
• You can work 5 days a week or 1 day a week...
• Freedom can be... |
What risks can the SME policy cover? |
• The SME policy can cover two types of risks: |
How do you capture interest in the child savings plan? |
• You have a small child and therefore I really want to introduce you to something very special
• There are some very interesting products, even unique, if we think about the benefits
• It is a "2 in 1" type product,
• Specifically, it is a savings plan for your child
• Do you want me to tell you more about this excep... |
How do I proceed in case of partial damage? |
• It would be ideal for the client to call his intermediary, so that he, depending on the insurer and the type of damage, tells him the steps to follow
• But, always, the insurer must be notified as soon as possible (usually within 72 hours maximum), without exceeding the term provided for in the insurance conditions,... |
What is a decent income? |
• It means that the family's income covers current expenses and at the same time there is the possibility of saving some sums of money for emergencies or for distant goals
• Without an income you will have to resort to savings - if there are any, and if you don't have "white money for dark days", you will have to sell... |
How do you respond to "I'm not buying home insurance right now"? |
• Insurance is like a parachute: if you don't have it with you at the right time, you'll never need it again
• In Romania, approximately 7,000 homes burn every year
• Every year several thousand families stay on the road because one of the spouses said the same: "Not now"
• Do you know how many people come and ask - a... |
What is the role of the insurance intermediary, from the customer's perspective? |
• The role of the intermediary is to convince each customer to buy as many of the policies as possible that provide him and his family with enough insurance
• An intermediary is really good when his clients have financial security, so they are at least protected against major risks
• To fulfill your role you have to i... |
How can you increase your reputation? |
• Everything you do, good or bad, affects your reputation
• Building reputation is an ongoing process, which you can influence by the actions you take and the way you behave |
If I am sick, can I get life insurance? |
Before you answer, you can ask. Would you lend 10,000 euros to a sick person? |
Can I change the investment option? |
• Yes
• You can change the way your money is invested, or the allocation to funds, at any time
• You are entitled to one or two free changes each year
• This depends on the insurer |
What does capitalization mean? |
• Capitalization (in popular terms "interest on interest" or "snowball effect") means the annual, repeated reinvestment of the amount existing at the end of the previous year
• It is important to remember that the guaranteed capitalization mechanism, specific to traditional life insurance, guarantees the client that h... |
How do you ask for customer consent to send them messages? |
• Here are three options:
- Do you agree that I send you, once a month, an interesting message on the topic of protection?
- I use to send my clients monthly very useful messages about risk and family protection. Do you agree with my inclusion in the list?
- I periodically send - once a month - informative messages ab... |
What risks does travel insurance cover? |
Travel insurance covers two categories of risks basic risks and additional risks. |
How much money does the child get at the end? |
• When the policy matures, the child receives the insured amount plus the additional earnings
• That is, he receives at least the sum insured, which is guaranteed by the contract |
What is an objection? |
• An objection is a way of expressing dissatisfaction or concern
• Some customers, when they have a doubt, ask
• Others, when they have a concern, prefer to object, so as not to appear ignorant...
• If there were no objections, agents would probably sell many more policies….
• ... but the commissions would be much low... |
How much money do I get back if I cancel the death insurance policy? |
How much money do I get back if I cancel the policy? If you cancel the policy, you get nothing. This type of risk insurance policies without savings component. |
Which are the most profitable and which are the safest assets? |
• The assets that can bring the highest return are also those that can generate the biggest loss
• Show the client this chart so they can set realistic expectations
• High gain and safety at the same time,... not yet invented
• In the "low risk - low gain" area are the assets in which traditional insurance capitals ar... |
Do I pay and get settled later in case of a health problem abroad? |
Or does the insurer pay directly? Depends. It is recommended that you call the support company for guidance and determine which of the two methods works best for you. Beware if you don't call, although you can! Insurers have a limit beyond which they will not pay unless notified in advance. |
How are the sums insured on the IMM policy determined? |
• The insured sums are determined according to the type of heritage assets: |
How do you determine risk tolerance? |
• You can ask the client the following two questions:
- Would you borrow 3,000 Euros to invest them? (Yes No)
- If the investment made a loss, would you leave the money there? (Yes No)
• Conclusion:
- If the client offered at least a "No", then it means that he has low risk tolerance
- If the client offered two "Yes",... |
How do you respond to the objection "I don't need home insurance"? |
• But why do you need RCA?
• Because… it can happen, right?
• If you find a ruin in the place where your home is, what will you do?
• Where will you live?
• How will you look your wife and children in the eyes, knowing you could have protected them, but didn't because...?
• After "because" what will follow?
• If you n... |
How can you approach strangers? |
• With the conviction that you are doing them a favor
• And that good must be done as quickly as possible
• So that you don't get sick before...
• Because risk is a certainty
• In anyone's life |
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