Bharat Parekh inspirational speech....
Do you know who definitely has to be the Number One all time genius in the salesman’s Hall of Fame??? NO? Well I do. He is the man who 200 years ago thought of calling Death Insurance… Life Insurance!!! Is he not? Can you imagine if we had to call up people and say… Good Morning, this is Bharat Parekh calling from Death Insurance Corporation of India . A client would feel as if he has received a direct call from Yamraj, the God of death, and as if he is sending a dooth at his doorstep!!! Imagine, when a client receives the original policy and the headline reads as… DEATH INSURANCE CORPORATION OF INDIA.
So, if you think its tough selling life insurance just think how difficult it would have been if the name of our Corporation would have been the Death Insurance Corporation of India. Here as we are going in our Golden Jubilee on 1st September, I would like to remember our then Finance Minister, Mr. Chintamani Deshmukh, who gave our Corporation this name… LIFE INSURANCE CORPORATION OF INDIA.
I joined LIC of India 20 years ago, on September 14, 1985, at the tender age of 18. Did any of you find too many millionaires coming into this business? Neither did me. I came from a middle class family as the youngest son, in a family of 5 sisters and two brothers. When I joined college, my father was already retired from Tata’s Empress Mills, but still working out of compulsion in a private firm.
My elder brother was in New India Assurance Company. I was doing my graduation in Commerce. In the meanwhile I was desperately looking out for a part time job to support the family. Daily I would pick up the newspapers to find a part-time accounts job, as I was free for the whole day after attending my morning college. One fine morning, I came across an advertisement of LIC of India, as a career agent with 300 Rs. p.m. stipend. Immediately, I got interested to try my luck in this field. Unfortunately, the corporation refused to recruit me as a career agent as the minimum age required was 21 and a graduate. In sheer desperation I went to my brother Shri. Ashok Parekh, who was into New India Assurance Company, to guide me. He then introduced me to the right man, ??? Shri L.T. Mulchandani, a legend in the Insurance Industry. I have immense respect for such development Officers and their role as mentors to the Insurance agents. To name a few, I mention, M/s. Satish Manjure, Milind Mane, Ashok Gokaran, and Madhu Bhai Shah. They are the CREATORS. I am proud to say that I am a product of Shri. L.T.Mulchandani.
Top
When we come into this profession, two things are told to us –
I:
FREEDOM OF ACTION: YOU ARE YOUR OWN BOSS, YOU ARE A FREE BIRD.
II:
UNLIMITED FINANCIAL OPPORTUNITY, THAT TOO WITHOUT INVESTEMENTS.
Let’s deal with it one by one.
I:
FREEDOM OF ACTION:, YOU ARE YOUR OWN BOSS AND A FREE BIRD.
I’ll tell you that many people join this industry because of the liberty they get in this profession. THE SAME FREEDOM OF ACTION is the reason why people fail in this industry. Unless a salesman can discipline himself to handle this freedom of action he will surely fail. It can be linked to the freedom of college as compared to the school.
When I went to College after completing my tenth in a Convent School, I was very excited, that henceforth I need not be in uniform, a white shirt tucked in a dark trouser, black shoes and white socks. In college I could wear colorful shirts, T-shirts, jeans, and just be a free bird. No compulsory attendance, with full Freedom of Action.
When I joined LIC I was told the same that I need not come daily, I could work part time and be my own boss. Therein lies the problem and here, the role of a development officer comes in. Mr. Mulchandani monitored me like a school teacher. As a young person in the school is spoon fed, in the sense that he is given assignments, study period, and a time-table to follow, he did the same with me. I strictly followed his instructions, and do so till date, by wearing a light colored shirt, dark trousers, and leather shoes and then I am out of the house early in the morning. I am monitored on my daily routine, i.e. on the number of calls I make to people, the way I greet people.
I have concentrated on my activity and I have disciplined myself to make regular calls. Discipline is the difference between the successful and the less successful people. Successful people discipline themselves to do the things the less successful don’t like to do. HONESTLY SPEAKING… Even I don’t like all these things, all this discipline, getting up early in the morning, making calls to unknown people and facing rejection on a daily basis. Who likes this? None. But we have to discipline ourselves to do this; to achieve something extraordinary. So, Freedom of action is the reason we fail and we have to control it.
UNLIMITED FINANCE: I LOVE THIS !!! YOU CAN EARN AS MUCH AS YOU WANT.
This is something unique about this profession. When we take Life Insurance agency, LIC gives us a bundle of Cheque books containing Cheques, with our name engraved on it that is payable to you, which is duly signed by the Branch Manager.
We have to write only two things:-
One is the date and the other is the amount. We can withdraw as much as we want and as and when we want. Is this not something unique??? Is it not available to all of us?? Don’t you have that Cheque book with you ??? Yes, everybody has!!! Some people withdraw less and some withdraw more. It all depends on how much you want. I always want more. Like the PEPSI AD … YEH DIL MAANGE MORE !!!!! In the current year, on 31st July 2006, I have completed my 2nd TOT. (12 MDRT’S). People in this Insurance industry know what two TOTs mean to them. It means UNLIMITED INCOME.
But before we go ahead…
The first thing to remember is that everyone in this meet is already a success. So whatever you see, whatever great ideas you think will revolutionize your business, remember you are already successful. Don’t stop doing what got you here in the first place. Change a little. ADAPT… Try new ideas. But, they should be in addition to what you know already works.
The most important word in what I have just said is CHANGE. If we have come to this meeting hoping to pick up some secret formula for greater success, here it is… SUCCESS IS NOT A MATTER OF CHANCE, SUCCESS IS A MATTER OF CHOICE. If you want it… you will get it !!! The good news is that we can all choose the level of success we want for ourselves. The bad news is, if we want our financial positions to change, we have to do something differently.
When we go back to our homes and offices at the end of this session, if we continue to do what we have always done, we will continue to earn what we have always earned. IF WE WANT GROWTH, WE MUST FACE CHANGE.
CHANGE IS THE FACT OF LIFE. I believe this. We have to change from time to time. Hey… I have changed. I have always gone with the flow, I have learnt. Not much, its how much I can learn in the future, how WILLING AND ADAPTABLE I am to change that will determine my level of success in the future. We HAVE to keep on learning. WE MUST… It’s not that we will be unimportant to the society, if we don’t change ourselves, we will be irrelevant to the society we exist in. Is this not frightening? A little challenging? YES… IT IS!! So, we have to change to ADAPT the new ideas.
It took me 19 years to be No. 1. This was not planned. I don’t think this is something great. 19 years to be No. 1??? 19 years to reach at this position??? YEH TOH HONA HI THA. The one who is in the industry for the last 19 years and not doing anything else except calling on people, can’t help himself than to be successful. I always compete with MY OWN SELF and I break my own records by doing the same amount of work in a lesser time. When I did my 1 Crore of business, the next year I have repeated that NOT in 12 months but in 9 months.
When I did my 1 MDRT in 12 months, I was working day and night till the last date of completion, i.e. till 31st December. After this I would sit for long hours to complete each and every case. In the very next year I have done two MDRT and then 3, then 4 and so on…and in the current year I have done 12 MDRTS so far. So we have to COMPETE WITH OURSELVES by breaking our own records from time to time.
My last year business figure is 64 cr sum assured, 8 cr. Premium, and 531 policies with 253 lives. What does this 253 lives mean to me? Its 253 successful days. I work everyday and I believe success has to be practiced on a daily basis. What do I have to do now, today, which if I repeat it day after day, will bring my goals to reality. It’s what we do each day that determines our failure or success. Success is something to be practiced on a daily basis and I believe.
You will find people with great knowledge, but more important, great enthusiasm. It was Einstein who said, “Knowledge is important, but for success, “enthusiasm is essential”. Enthusiasm is contagious. If our clients see us full of enthusiasm, they will welcome us back year after year. I work on a daily basis and still have endless enthusiasm.
This regularity and enthusiasm comes to me by my very simple philosophy of –
•
S T P
•
SEE THE PEOPLE
•
SOLVE THE PROBLEM
•
SELL THE POLICY.
About seeing people, I MAKE THE CALLS…either they will say yes…or say no and I keep on doing this because I believe that the Commission which we get from LIC is not for the one YES but for the four or nine rejections we face daily.
Solve the problem, if you give the choice of paying the premium and not paying the premium, a client won’t pay. But if given a choice of having a problem and not having one, he will pay the premiums religiously.
Sell the policy which goes hand in hand with… do it NOW. DO IT NOW…
THE GREATEST SALE: The greatest sale I ever made was on May 19th, 10 years ago, the day Babita and I got married. It was not a pure insurance, instead, it was a whole life marriage contract. It was not even a limited payment but it has been a permanent commitment. She has been my greatest motivation to succeed. Babita and my two kids, Priyanka and Lipika, have always treated my career as a true family partnership and they have added quality to my life. Quality that I look forward to sharing with you.
While my goal in life has always been big, my objective in life has always been very simple. I wanted to be a good husband, a good father, a good friend and a good businessman. THAT’S IT… Everything I think, everything I do, revolves around these objectives. It just seems that the more balanced I can keep those objectives, the more successful I am in all of them. Five years back, when I was going on a trip to Chicago to attend a special training given by MR. DAN SULLIVAN, on STRATEGIC COACH, ON HOW TO FOCUS ON OUR ACTIVITY AND CREATE MORE FREE DAYS FOR A VACATION, my daughters would tell me… why do you go so far??? Instead, you stay with us and we will teach you how to take more holidays and go for picnics and to fun world. You can pay us instead of paying them, and believe me… that was not a bad idea at all. The more I work… the more I enjoy.
THE MORE I WORK THE MORE I GO ON VACATIONS…I go out daily in the evening with my family for a round, even if it is around 10:00 or 11:00 in the evening. It may be just to sit at a lakeside or have some refreshing coconut water. Apart from this, every month I go on a short vacation of two or may be five days. I pick up the best places to visit, the best hotels to stay in. In the current year I had been to Mahableshwar and thereafter to Sri Lanka, then on to Bangkok and Phuket. I shall be going to Dubai after that then on to Europe. This is all possible because of the competitions that the LIC floats from time to time. I make it a point to qualify at the top level for all of them, be it on the sum assured basis or policy or premium basis. Thanks to LIC who takes care of my vacations.
Top
When the late Walt Disney was asked about his philosophy of life. He had this to reply-
THINK
:
Think about who you are and what you want to be.
BELIEVE
:
Believe in yourself for you , you are the BEST YOU that God could create.
DREAM
:
Dream about the person whom you think and believe you can become. DREAM BIG DREAMS.
DARE
:
DARE TO DO IT. Think, believe, dream and dare. How simple is the philosophy of the world’s richest man.
I follow this and in keeping in mind I DELEGATE EVERYTHING.
My organization consists of 19 support staff members, with me and my wife working along with them and I believe in them. I know this is very high ration for one insurance agent in our industry. But, not for the image we want to project for our clients.
I always want to give the best to my clients. I believe that WE ALL ARE THE PRODUCT for the CORPORATION TO SELL. So, we the Insurance agents have to project ourselves as a product like the HALDIRAM IS IN QUALITY AND THE TAJ STANDS FOR ITS SERVICES. THEY ARE THE ICONS AND I INCORPORATE THIS PHILOSOPHY BY GIVING THE VERY BEST TO MY CLIENTS.
I am not different from you all. I sell the same product which you all do, but it is the process which makes all the difference.
I have a peon who knows what I want and gives it to me instantly always with a smile. I have two drivers who work round the clock, making sure I reach to my clients at the given time. Three persons looking after the branch work, running from pillar to post, making sure there is no pending work. Four Marketing people take care of the new business and premiums. They meet the new clients and are constantly in touch with the existing ones, ready to answer their queries. I have a data operator who makes the correct entries daily, which is a tasking job.
A past employee of mine still takes care to see that my clients get a card and a bouquet, first thing in the morning on their birthdays and anniversaries and reminds me to wish my clients early in the morning for the same.
Two secretaries, who go through the newspapers and my mails and who keep me updated with the latest happenings. They are always ready to rush off a letter to my clients. I have an accountant taking care of the nitty gritty of daily accounts.
I have a PHS manager who takes care of the policy services.
I have a youngest manager in the office. She is new and assists in the New Business Department, A Manager who delegates the work to all the rest and follows up with the office staff on a daily basis.
My Cheque books are signed by my wife, who is always motivating me to be on the move.
So, please remember, that spending money on your staff is an investment and not a expense. I have delegated all my activity to my staff so that my clients get the best services.
I also invest regularly in Technology. I have a fully automated office with 6 computers, a scanner, a fax machine, a laser printer, and two lap tops. My whole staff is provided with a personal mobile so that they can be in constant touch with me and my office. This enables me to be in touch not only with my clients but also my staff at the click of a button.
I INVEST A LOT IN MYSELF: I invest a lot of time in myself. The best investment a insurance agent can make is in himself by attending National and International seminars. I buy a lot of books, CDs, tapes and DVDs. Recently I had been to New Orleans and I bought a lot of books, CDs and DVDs worth more than a lac. I believe the more we invest in ourselves the better it is. It’s a worthy investment. All of these things help us to keep ourselves updated with the changing scenario.
SHOULDN’T WE BE PROUD OF WHAT WE DO??? YOU BET, WE SHOULD BE AND WE ARE. SHOULD I TELL YOU WHY????? RECENTLY ONE OF MY CLIENTS EXPIRED EVERYONE GIVES KIND WORDS WE ARE THE ONLY ONES WHO BRING CASH.
WE CREATE IT AND WE DELIVER IT. WE GET PAID FOR DELIVERING PROCEEDS
SURVIVORS TURN TO US FOR SECURITY AFTER A LOVED ONE PASSES AWAY. TO US… TO YOU AND ME! THE ARCHITECTS OF HUMAN HAPPINESS, WHO LIKE NOAH, BUILD THE ARKS BEFORE THE FLOODS. BEFORE THE FINANCIAL HAVOC, BEFORE THE WIVES BECOME WIDOWS… WE WORK DESIGN AND PLANS TO PRESERVE THE HUMAN DIGNITY.
WE LAY THE FOUNDATION FOR HOMES WITH HAPPY TOMORROWS AND BUILD THE BRIDEGES TO FINANCIAL FREEDOM.
We, the architects of human happiness who have earned the right to be remembered not among those who make a better living from the world,… but- among those who ARE BUILDING A WORLD THAT IS A BETTER PLACE TO LIVE IN.
So, if you think its tough selling life insurance just think how difficult it would have been if the name of our Corporation would have been the Death Insurance Corporation of India. Here as we are going in our Golden Jubilee on 1st September, I would like to remember our then Finance Minister, Mr. Chintamani Deshmukh, who gave our Corporation this name… LIFE INSURANCE CORPORATION OF INDIA.
I joined LIC of India 20 years ago, on September 14, 1985, at the tender age of 18. Did any of you find too many millionaires coming into this business? Neither did me. I came from a middle class family as the youngest son, in a family of 5 sisters and two brothers. When I joined college, my father was already retired from Tata’s Empress Mills, but still working out of compulsion in a private firm.
My elder brother was in New India Assurance Company. I was doing my graduation in Commerce. In the meanwhile I was desperately looking out for a part time job to support the family. Daily I would pick up the newspapers to find a part-time accounts job, as I was free for the whole day after attending my morning college. One fine morning, I came across an advertisement of LIC of India, as a career agent with 300 Rs. p.m. stipend. Immediately, I got interested to try my luck in this field. Unfortunately, the corporation refused to recruit me as a career agent as the minimum age required was 21 and a graduate. In sheer desperation I went to my brother Shri. Ashok Parekh, who was into New India Assurance Company, to guide me. He then introduced me to the right man, ??? Shri L.T. Mulchandani, a legend in the Insurance Industry. I have immense respect for such development Officers and their role as mentors to the Insurance agents. To name a few, I mention, M/s. Satish Manjure, Milind Mane, Ashok Gokaran, and Madhu Bhai Shah. They are the CREATORS. I am proud to say that I am a product of Shri. L.T.Mulchandani.
Top
When we come into this profession, two things are told to us –
I:
FREEDOM OF ACTION: YOU ARE YOUR OWN BOSS, YOU ARE A FREE BIRD.
II:
UNLIMITED FINANCIAL OPPORTUNITY, THAT TOO WITHOUT INVESTEMENTS.
Let’s deal with it one by one.
I:
FREEDOM OF ACTION:, YOU ARE YOUR OWN BOSS AND A FREE BIRD.
I’ll tell you that many people join this industry because of the liberty they get in this profession. THE SAME FREEDOM OF ACTION is the reason why people fail in this industry. Unless a salesman can discipline himself to handle this freedom of action he will surely fail. It can be linked to the freedom of college as compared to the school.
When I went to College after completing my tenth in a Convent School, I was very excited, that henceforth I need not be in uniform, a white shirt tucked in a dark trouser, black shoes and white socks. In college I could wear colorful shirts, T-shirts, jeans, and just be a free bird. No compulsory attendance, with full Freedom of Action.
When I joined LIC I was told the same that I need not come daily, I could work part time and be my own boss. Therein lies the problem and here, the role of a development officer comes in. Mr. Mulchandani monitored me like a school teacher. As a young person in the school is spoon fed, in the sense that he is given assignments, study period, and a time-table to follow, he did the same with me. I strictly followed his instructions, and do so till date, by wearing a light colored shirt, dark trousers, and leather shoes and then I am out of the house early in the morning. I am monitored on my daily routine, i.e. on the number of calls I make to people, the way I greet people.
I have concentrated on my activity and I have disciplined myself to make regular calls. Discipline is the difference between the successful and the less successful people. Successful people discipline themselves to do the things the less successful don’t like to do. HONESTLY SPEAKING… Even I don’t like all these things, all this discipline, getting up early in the morning, making calls to unknown people and facing rejection on a daily basis. Who likes this? None. But we have to discipline ourselves to do this; to achieve something extraordinary. So, Freedom of action is the reason we fail and we have to control it.
UNLIMITED FINANCE: I LOVE THIS !!! YOU CAN EARN AS MUCH AS YOU WANT.
This is something unique about this profession. When we take Life Insurance agency, LIC gives us a bundle of Cheque books containing Cheques, with our name engraved on it that is payable to you, which is duly signed by the Branch Manager.
We have to write only two things:-
One is the date and the other is the amount. We can withdraw as much as we want and as and when we want. Is this not something unique??? Is it not available to all of us?? Don’t you have that Cheque book with you ??? Yes, everybody has!!! Some people withdraw less and some withdraw more. It all depends on how much you want. I always want more. Like the PEPSI AD … YEH DIL MAANGE MORE !!!!! In the current year, on 31st July 2006, I have completed my 2nd TOT. (12 MDRT’S). People in this Insurance industry know what two TOTs mean to them. It means UNLIMITED INCOME.
But before we go ahead…
The first thing to remember is that everyone in this meet is already a success. So whatever you see, whatever great ideas you think will revolutionize your business, remember you are already successful. Don’t stop doing what got you here in the first place. Change a little. ADAPT… Try new ideas. But, they should be in addition to what you know already works.
The most important word in what I have just said is CHANGE. If we have come to this meeting hoping to pick up some secret formula for greater success, here it is… SUCCESS IS NOT A MATTER OF CHANCE, SUCCESS IS A MATTER OF CHOICE. If you want it… you will get it !!! The good news is that we can all choose the level of success we want for ourselves. The bad news is, if we want our financial positions to change, we have to do something differently.
When we go back to our homes and offices at the end of this session, if we continue to do what we have always done, we will continue to earn what we have always earned. IF WE WANT GROWTH, WE MUST FACE CHANGE.
CHANGE IS THE FACT OF LIFE. I believe this. We have to change from time to time. Hey… I have changed. I have always gone with the flow, I have learnt. Not much, its how much I can learn in the future, how WILLING AND ADAPTABLE I am to change that will determine my level of success in the future. We HAVE to keep on learning. WE MUST… It’s not that we will be unimportant to the society, if we don’t change ourselves, we will be irrelevant to the society we exist in. Is this not frightening? A little challenging? YES… IT IS!! So, we have to change to ADAPT the new ideas.
It took me 19 years to be No. 1. This was not planned. I don’t think this is something great. 19 years to be No. 1??? 19 years to reach at this position??? YEH TOH HONA HI THA. The one who is in the industry for the last 19 years and not doing anything else except calling on people, can’t help himself than to be successful. I always compete with MY OWN SELF and I break my own records by doing the same amount of work in a lesser time. When I did my 1 Crore of business, the next year I have repeated that NOT in 12 months but in 9 months.
When I did my 1 MDRT in 12 months, I was working day and night till the last date of completion, i.e. till 31st December. After this I would sit for long hours to complete each and every case. In the very next year I have done two MDRT and then 3, then 4 and so on…and in the current year I have done 12 MDRTS so far. So we have to COMPETE WITH OURSELVES by breaking our own records from time to time.
My last year business figure is 64 cr sum assured, 8 cr. Premium, and 531 policies with 253 lives. What does this 253 lives mean to me? Its 253 successful days. I work everyday and I believe success has to be practiced on a daily basis. What do I have to do now, today, which if I repeat it day after day, will bring my goals to reality. It’s what we do each day that determines our failure or success. Success is something to be practiced on a daily basis and I believe.
You will find people with great knowledge, but more important, great enthusiasm. It was Einstein who said, “Knowledge is important, but for success, “enthusiasm is essential”. Enthusiasm is contagious. If our clients see us full of enthusiasm, they will welcome us back year after year. I work on a daily basis and still have endless enthusiasm.
This regularity and enthusiasm comes to me by my very simple philosophy of –
•
S T P
•
SEE THE PEOPLE
•
SOLVE THE PROBLEM
•
SELL THE POLICY.
About seeing people, I MAKE THE CALLS…either they will say yes…or say no and I keep on doing this because I believe that the Commission which we get from LIC is not for the one YES but for the four or nine rejections we face daily.
Solve the problem, if you give the choice of paying the premium and not paying the premium, a client won’t pay. But if given a choice of having a problem and not having one, he will pay the premiums religiously.
Sell the policy which goes hand in hand with… do it NOW. DO IT NOW…
THE GREATEST SALE: The greatest sale I ever made was on May 19th, 10 years ago, the day Babita and I got married. It was not a pure insurance, instead, it was a whole life marriage contract. It was not even a limited payment but it has been a permanent commitment. She has been my greatest motivation to succeed. Babita and my two kids, Priyanka and Lipika, have always treated my career as a true family partnership and they have added quality to my life. Quality that I look forward to sharing with you.
While my goal in life has always been big, my objective in life has always been very simple. I wanted to be a good husband, a good father, a good friend and a good businessman. THAT’S IT… Everything I think, everything I do, revolves around these objectives. It just seems that the more balanced I can keep those objectives, the more successful I am in all of them. Five years back, when I was going on a trip to Chicago to attend a special training given by MR. DAN SULLIVAN, on STRATEGIC COACH, ON HOW TO FOCUS ON OUR ACTIVITY AND CREATE MORE FREE DAYS FOR A VACATION, my daughters would tell me… why do you go so far??? Instead, you stay with us and we will teach you how to take more holidays and go for picnics and to fun world. You can pay us instead of paying them, and believe me… that was not a bad idea at all. The more I work… the more I enjoy.
THE MORE I WORK THE MORE I GO ON VACATIONS…I go out daily in the evening with my family for a round, even if it is around 10:00 or 11:00 in the evening. It may be just to sit at a lakeside or have some refreshing coconut water. Apart from this, every month I go on a short vacation of two or may be five days. I pick up the best places to visit, the best hotels to stay in. In the current year I had been to Mahableshwar and thereafter to Sri Lanka, then on to Bangkok and Phuket. I shall be going to Dubai after that then on to Europe. This is all possible because of the competitions that the LIC floats from time to time. I make it a point to qualify at the top level for all of them, be it on the sum assured basis or policy or premium basis. Thanks to LIC who takes care of my vacations.
Top
When the late Walt Disney was asked about his philosophy of life. He had this to reply-
THINK
:
Think about who you are and what you want to be.
BELIEVE
:
Believe in yourself for you , you are the BEST YOU that God could create.
DREAM
:
Dream about the person whom you think and believe you can become. DREAM BIG DREAMS.
DARE
:
DARE TO DO IT. Think, believe, dream and dare. How simple is the philosophy of the world’s richest man.
I follow this and in keeping in mind I DELEGATE EVERYTHING.
My organization consists of 19 support staff members, with me and my wife working along with them and I believe in them. I know this is very high ration for one insurance agent in our industry. But, not for the image we want to project for our clients.
I always want to give the best to my clients. I believe that WE ALL ARE THE PRODUCT for the CORPORATION TO SELL. So, we the Insurance agents have to project ourselves as a product like the HALDIRAM IS IN QUALITY AND THE TAJ STANDS FOR ITS SERVICES. THEY ARE THE ICONS AND I INCORPORATE THIS PHILOSOPHY BY GIVING THE VERY BEST TO MY CLIENTS.
I am not different from you all. I sell the same product which you all do, but it is the process which makes all the difference.
I have a peon who knows what I want and gives it to me instantly always with a smile. I have two drivers who work round the clock, making sure I reach to my clients at the given time. Three persons looking after the branch work, running from pillar to post, making sure there is no pending work. Four Marketing people take care of the new business and premiums. They meet the new clients and are constantly in touch with the existing ones, ready to answer their queries. I have a data operator who makes the correct entries daily, which is a tasking job.
A past employee of mine still takes care to see that my clients get a card and a bouquet, first thing in the morning on their birthdays and anniversaries and reminds me to wish my clients early in the morning for the same.
Two secretaries, who go through the newspapers and my mails and who keep me updated with the latest happenings. They are always ready to rush off a letter to my clients. I have an accountant taking care of the nitty gritty of daily accounts.
I have a PHS manager who takes care of the policy services.
I have a youngest manager in the office. She is new and assists in the New Business Department, A Manager who delegates the work to all the rest and follows up with the office staff on a daily basis.
My Cheque books are signed by my wife, who is always motivating me to be on the move.
So, please remember, that spending money on your staff is an investment and not a expense. I have delegated all my activity to my staff so that my clients get the best services.
I also invest regularly in Technology. I have a fully automated office with 6 computers, a scanner, a fax machine, a laser printer, and two lap tops. My whole staff is provided with a personal mobile so that they can be in constant touch with me and my office. This enables me to be in touch not only with my clients but also my staff at the click of a button.
I INVEST A LOT IN MYSELF: I invest a lot of time in myself. The best investment a insurance agent can make is in himself by attending National and International seminars. I buy a lot of books, CDs, tapes and DVDs. Recently I had been to New Orleans and I bought a lot of books, CDs and DVDs worth more than a lac. I believe the more we invest in ourselves the better it is. It’s a worthy investment. All of these things help us to keep ourselves updated with the changing scenario.
SHOULDN’T WE BE PROUD OF WHAT WE DO??? YOU BET, WE SHOULD BE AND WE ARE. SHOULD I TELL YOU WHY????? RECENTLY ONE OF MY CLIENTS EXPIRED EVERYONE GIVES KIND WORDS WE ARE THE ONLY ONES WHO BRING CASH.
WE CREATE IT AND WE DELIVER IT. WE GET PAID FOR DELIVERING PROCEEDS
SURVIVORS TURN TO US FOR SECURITY AFTER A LOVED ONE PASSES AWAY. TO US… TO YOU AND ME! THE ARCHITECTS OF HUMAN HAPPINESS, WHO LIKE NOAH, BUILD THE ARKS BEFORE THE FLOODS. BEFORE THE FINANCIAL HAVOC, BEFORE THE WIVES BECOME WIDOWS… WE WORK DESIGN AND PLANS TO PRESERVE THE HUMAN DIGNITY.
WE LAY THE FOUNDATION FOR HOMES WITH HAPPY TOMORROWS AND BUILD THE BRIDEGES TO FINANCIAL FREEDOM.
We, the architects of human happiness who have earned the right to be remembered not among those who make a better living from the world,… but- among those who ARE BUILDING A WORLD THAT IS A BETTER PLACE TO LIVE IN.
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