(Programs range between 2 – 5 days each)

Program Title	Contents	No. of Days
The Most Closely Guarded Secret of Highly Successful Agents	Prospecting and Getting Appointments	2
Take the Big Leap to Professionalism	Fact Find, Needs Analysis,	3
Present Benefits not Features	Product Presentation	2
The Challenge of Selling Life Insurance	Objection Handling	3
Selling Traditional Products in the Modern Market	Positioning life insurance products in the total basket of financial products	2
Graduate Beyond Your Natural Market	Getting References	1
Relationship Marketing	Relationship with existing customers	2
Foundations of Wealth Management	Investment risk, return, yield, asset allocation/portfolio management	3
Financial Markets and Products	Normal savings avenues, life insurance, ULIPs, money markets, debt markets, and share markets	3
Financial Designing	Planning for children, retirement planning NRI & HNI wealth management, planning for youth	3
Selling Traditional Products in the Modern Market	Positioning life insurance products in the total basket of financial products	3

The short duration programs are regularly conducted at Pune. Enquire with IIST today for more details on the programs scheduled at Pune.

Customized and tailor made programcs for agents and direct marketing executives can be designed using the training design expertise of IIST.

The Short Duration Programs can be conducted at any location subject to a minimum of 35 participants