Publications:
You Are the Modern Financial Advisor by N. Ashok Kumar, 2008, Price Rs.475
This is a very popular book. The first print order got sold out even before the book wa printed. Now only a few copies remain for sale. You can place orders for the book by ending an email to iistcoaching@gmail.com
In this Book you will learn how to sell ULIPs and also how to sell traditional insurance in market that is becoming increasingly investment oriented.
Why ULIPs have become popular?
Learn why ULIPs have become popular, and the importance of your role as a life insurance agent to sell insurance and not investment so that you offer sound and prudent advice to your customers.
What are units?
Learn the difference between conventional insurance and ULIP, understand a simplified model of NAV calculation that you can explain to your customers and also learn the latest guidelines of IRDA on unit-linked products.
IRDA Guidelines on ULIPs
What is risk?
Learn the basics of financial risk in investments, why all investments are risky and how the degrees of risks are different for different investments.
What is the risk behaviour of individuals?
Learn the basics of financial risk in investments, why all investments are risky and how the degrees of risks are different for different investments.
What are returns ?
Learn the meaning of returns, how they are calculated. Also understand the concept of yield .
How do we calculate yield?
Learn the use of discounting techniques to calculate yield.
Where are premiums invested?
Learn about the financial markets in which the premiums that are collected by insurance companies are invested. Also learn the basic characteristics of those financial markets and the risks associated with such investments.
What are the basics of investment analysis?
Learn a how the general economy, and the performance of the company should be studied in order to make knowledgeable investments in the financial sectors.
How do we advice prospects?
Learn the Dos and Don’ts to advice customers in an ethical and technically correct manner.
How do people buy?
Learn the psychology of buying decisions in investments and wealth management. In the process learn how to achieve professional trust with your prospects, how to handle objections and the steps in selling in today’s markets.
Steps for Happy Selling?
This chapter provides you with a summary of the steps that were described in detail in the earlier chapters. The purpose of this chapter is to bring the perspective back to sales skills from all the knowledge we have gained through this book. It will also help you to prepare your own sales tool kit.
