A PRESENTATION BY
A.SUDHAKAR REDDY
9948214342(DEVELOPMENT
Wednesday, April 08,OFFICER LIC OF INDIA )
2015
Slow down…
• Slow down is a very popular topic…
• How do companies respond to slow
down ?
• Powerful response to slow down is
not slowing down…
• But adapt to the situation…
• You have to be innovator…
Formula-1 Car race…
•Overtake at
Turn- Curve
Planning…
•
•
•
•
•
Planning is Good
But…
Execution is LOUSY…
Then…
Even planning is also LOUSY…
•
•
•
•
•
•
MDRT- Boss ne bola hai to karna hai…
You are not involved…
Your hands are involved…
Your Heart is not involved…
Then it will become compliance…
Or else it will become Boss’s priority
alone…
Human beings are creation of
GOD !
No one is Useless…
BUT…
They are USED LESS …
• Car headlight : You can see
only 10 Ft.
• BUT…
• The same car travels 10000
Kms.
• HOW…. ?
• Because of VISION…
• All successful people are doing
same thing twice in their life.
• Once in their Dream and once in
real Life…
• Will power is the game of “INSIDE”
•Its not your LAPTOP
•Its your TOP…Mind
that makes
difference
4 “D”s
•Dream
•Desire
•Determination
•Dedication
• Crazy people create
History…
• Wise people normally
read History..
Wednesday, April 08,
2015
YOUR
ATTITUDE
WILL
DETERMINE
YOUR
ALTITUDE
Wednesday, April 08,
2015
MILLION DOLLAR
ROUND TABLE
WHAT IS MDRT ?
• Million Dollar Round Table is an International
Independent
Association
of
Financial
Professionals.
• Founded in 1927 by 32 Agents in Memphis,
USA to share Sales Ideas.
• The Founders sought a forum dedicated to
fostering High Standard of Professional
approach to Life Insurance Sales and
Service.
• MDRT International Headquarters located
in Park Ridge, Illinois, USA.
• Supported by a Professional Staff of 70 for
MDRT Members.
• Annual operating budget is $ 24 Million
(about Rs. 132 Crores)
Purposes Include
• To provide incentive for all Insurance and
Financial Services Professionals and Advisors
to reach their full potential in professional
development, technical competence and sales
performance.
• To elevate professional standards and prestige
of Insurance and Financial Services
Professionals and Advisors.
MDRT’s SET-UP
• 14 Zones worldwide
• India, Sri Lanka, Bangla Desh & Nepal
Zone # 4
• 79 Nations & Territories
• 438 Life Insurance Companies
• 35,908 Members
• Less than 1% of worlds Life Advisors
• Over 6000 attend Annual Meetings every year
2007 TOP 5 COMPANIES
R
. ank
Company
Country
Members
1.
Samsung Life Insurance
Korea
2638
2.
New York Life
USA
2453
3.
North Western
USA
1483
4.
ING Life Insurance
Korea
1053
5.
SBI Life Insurance
India
801
21.
Life Insurance Corporation of
India
India
345
2008 TOP 5 COMPANIES
.Rank
Company
Country
Members
1.
Samsung Life Insurance
Korea
2486
2.
New York Life
USA
2167
3.
SBI Life Insurance
India
1662
4.
North Western
USA
1411
5.
AIA – Hong Kong
HK
1159
11.
Life Insurance Corporation of
India
India
595
2009 TOP 5 COMPANIES
.Rank
Company
Country
Members
1.
SBI Life Insurance
India
2677
2.
New York Life
USA
2013
3.
Samsung Life Insurance Co.
Korea
1828
4.
North West Mutual
USA
1291
5.
Prudential Life
Japan
693
18.
Life Insurance Corporation of India
India
345
2010 TOP 5 COMPANIES
Rank
Company
1.
SBI Life Insurance
India
2904
2.
New York Life
USA
1995
3.
Samsung Life Insurance Co.
Korea
1862
4.
Life Insurance
Corporation of India
India
1218
USA
1215
5.
North West Mutual
* Total Membership – 31,142
Country Members
2010 MEMBERSHIP BY COUNTRY
1. USA
-
10244
2. India - 5034
3. Korea
- 4182
4. Japan
- 3059
5. Hong Kong - 1863
2010 Annual Meeting Attendees
by Company
RANK
COMPANY
COUNTRY
TOTAL
1.
LIC of India
India
237
2.
Prudential Life Insurance
Japan
179
3.
MetLife Mexico
Mexico
132
4.
New York Life
USA
129
5.
Prudential Financial
USA
120
SBI Life Insurance
India
4
* Total Meeting Attendees – 4,889
2010 Annual Meeting Attendees
by Country
1.
USA
-
1296
2.
India - 532
3.
4.
5.
Japan Canada Korea -
463
397
348
Membership Breakdown for India 2009
Rank
Company
Members
1.
SBI Life
2677 (1662)
2.
HDFC Standard Life
373 (536)
3.
LIC OF INDIA
345 (595)
4.
Max New York Life
218 (343)
5.
ICICI Prudential
78 (125)
6.
Birla Sun Life
77 (124)
7.
Tata AIG Life
61 (45)
8
Met Life India
35 (53)
9.
Unidentified Companies
20 (43)
10.
Reliance Life
13 (3)
11.
Future Generali India
7 (0)
12.
Bajaj Allianz Life
6 (12)
13.
Kotak Mahindra Life
5 (13)
14.
ING Vysya Life
4 (8)
15.
Aviva
1 (1)
.
Membership Breakdown for India 2010
Sr. No.
Company
Members
1.
SBI Life Insurance Company Ltd
2904
2.
Life Insurance Corporation of India
1218
3.
HDFC Standard Life Insurance Company Ltd
200
4.
Max/New York Life
191
5.
Tata AIG Life Insurance
187
6.
ICICI Prudential Life Insurance Co Ltd
117
7.
MetLife India Insurance
61
8.
Birla Sun Life Insurance Company Ltd
55
9.
Aviva Life Insurance Company-India
26
10.
Future Generali India Life Ins Co Ltd
10
11.
Bajaj Allianz Life Insurance Co Ltd
8
12.
AEGON Religare Life Ins Co Ltd
7
13.
Reliance Life Insurance Company Ltd
5
14.
DLF Pramerica Life Insurance Co Ltd
2
15.
ING Vysya Life Insurance Company
1
16.
Kotak Mahindra Old Mutual Life Insurance
1
2011 ATLANTA MEETING ATTENDANCE
(Total 5571)
•
USA
:
1567
•
INDIA
:
570
•
KOREA
:
422
•
JAPAN
:
405
•
MEXICO
:
310
MEBERSHIP BY COUNTRY - 2011
• USA
:
10252 (10244)
• INDIA
:
6126
• KOREA
:
4513
(4182)
• JAPAN
:
3368
(3054)
• HONG KONG
:
2301
(1863)
(5034)
TOP COMPANY IN MEMBERSHIP - 2011
(WORLDWIDE)
• SBI LIFE, INDIA
:
2661
• NEW YORK LIFE, USA
:
2067
• SAMSUNG LIFE, KOREA
:
2052
• LIC OF INDIA
:
1993
• NORTH WESTERN, USA
:
1260
(1980)
2011 Membership by Indian Company
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
SBI LIFE
LIC OF INDIA
HDFC LIFE
ICIC PRU- LIFE
TATA AIG LIF
MAX NEW YORK LIFE
AVIVA LIFE
METLIFE INDIA
BIRLA SUNLIFE
AEGON RELIGARE
BLF PRAMERICA LIFE
BAJAJ ALINZ LIFE
KOTAK MAHINDRA
RELIANCE LIFE
ING VYSYA LIFE
BHARTI AKSA LIFE
:
:
:
:
:
:
:
:
:
:
:
:
:
:
:
:
2661
1993
489
341
207
203
79
36
29
18
8
4
4
3
2
1
ANNUAL MEETING ATTENDANCE 2011 BY
COMPANY (INDIA)
•
•
•
•
•
•
•
•
•
•
•
•
LIC OF INDIA
TATA AIG LIFE
MAX NEW YORK LIFE
AVIVA LIFE
METLIFE INDIA
ICICI PRU-LIFE
HDFC LIFE
BIRLA SUNLIFE
AEGON RELIGARE
SBI LIFE
DLF PRAMERICA LIFE
ING VYSYA LIFE
:
:
:
:
:
:
:
:
:
:
:
:
290
166
24
19
16
11
10
9
9
5
2
1
• India is on the global map of
MDRT
• We are No. 1, in
Membership growth.
terms
of
MDRT Annual Meetings
•
•
•
•
•
2012 - June 10-14 Anaheim, California
2013 - June 9-12
Philadelphia, USA
2014 – June 8-11
Toronto, Ontario, Canada
2015 – June 14-17 New Orleans, USA
2016 – June 12-15 San Diego, California, USA
Top of Table Meeting
• 2012 – October 10-13
• 2013 – October 9-12
Amelia Island, Florida, USA
Scottsdale, Arizona, USA
MDRT TABLE 2013
(Production Year 2012)
Commission Basis
MDRT
COT
TOT
-
Rs. 8,18,600
Rs. 24,55,800
Rs. 49,11,600
Premium Basis
MDRT
COT
TOT
-
Rs. 32,74,000
Rs. 98,23,200
Rs. 196,46,400
Income Basis
MDRT
COT
TOT
-
Rs. 14,00,700
Rs. 42,00,750
Rs. 84,04,200
NEW QUALIFICATION METHOD
- Commission Method
- Premium Method
- Income-Qualification Method
INCOME METHOD :
MDRT : Rs. 14,00,700
COT : Rs. 42,00,750
TOT : Rs. 84,04,200
Minimum : Rs. 4,09,300 Income must
come from New Life Insurance Policies.
ELIGIBLE GROSS INCOME
 First year, trail and renewal Commission
 All kind of Fees
 Bonus, Salary, Compensation
 Income from Sale of General Insurance
Policies.
Not Eligible :
- Training Bonus/Allowance (CLIA)
- Income from Property, Casualty, Fire, Auto, Home etc.
Insurance
…………… etc……….etc………..
QUALIFICATION SIMPLIFIED
MDRT – Commission/Premium/Income
MEMBER TYPE
CERTIFYING LETTER
1st Timer
Required
2 to 10 years
Required
10+ Years
Not Required
- MDRT’s desire is to be
prestigious to qualify for,
And, easy to join.
- MDRT believes in maintaining
the relevance and prestige of
Membership.
WHY MDRT ?
• To achieve excellence
• To raise professional standard
• To share Sales Ideas
• To achieve higher level of growth
MDRT is ……….
A
A
A
A
A
A
Place
Place
Place
Place
Place
Place
of Excellence
of Ethics
for Sharing
for Growth
for Ideas
filled with Magic
• MDRT is all about celebrating the past,
and creating the future.
MDRT also means :
M : Motivation
D : Determination
R : Relationship
T : Trust
PURPOSE
• To foster a high standard of
professional
approach
to
Life
Insurance Sales and Service.
• To share and exchange Sales Ideas.
• The concept : to receive, individuals
must give.
Membership in MDRT is about :

PRESTIGE

PROFESSIONAL GROWTH

PERSONAL GROWTH
BENEFITS OF MEMBERSHIP
•
•
•
•
•
•
•
•
•
Increase in income & Production
Prestige, Self-esteem & Confidence
Personality Development
Professional Development
Networking opportunity with the Best
Validation of credentials as a Top Producer
Achieving personal goals
Leadership opportunities within MDRT
Receive recognition
BENEFITS Contd……
• Political and
opportunities.
Charitable
involvement
• Increase in production through exchange
of ideas with peers.
• Adhering to MDRT Code of Ethics
• Increased Quality of Life
• Make your family and customers proud
• Above all, you
satisfaction.
derive
a
sense
of
MDRT STATUS DESIGNATIONS
- Qualifying Member
- Qualifying & Life Member
- Life Member
MDRT STATUS DESIGNATIONS
- Qualifying Member
- Qualifying & Life Member
- Life Member
MEMBERS RECEIVE
•
•
•
•
Membership Certificate
Invitation to MDRT Annual Meeting
Round the Table Magazine
MDRT Proceeding of Annual Meeting, either
in a book or CD-ROM
• MDRT Products and Services
• Acknowledged industry recognition
• Login MDRT Website through Member
Password
What is in it for me ?
INCREASE INCOME LEVEL
F.Y. Premium income
Rs. 32,74,000
F.Y.C. (MDRT)
Bonus Commission
Rs. 8,18,600
Rs. 3,27,400
2nd & 3rd Year at 7.5%
4th Year onwards
Rs. 4,91,100
Rs. 1,63,700
5 YEARS - MDRT
Year
FYC
BC
7.5% RC
5% RC
Total
1.
8,18,600
3,27,400
--
--
11,46,000
2.
8,18,600
3,27,400
2,45,550
--
13,91,550
3.
8,18,600
3,27,400
4,91,100
--
16,37,100
4.
8,18,600
3,27,400
4,91,100
1,63,700
18,00,800
5.
8,18,600
3,27,400
4,91,100
3,27,400
19,64,500
6.
--
--
4,91,100
4,91,100
9,82,200
7.
--
--
2,45,550
6,54,800
9,00,350
8.
Onwards
--
--
8,18,500
8,18,500
LIC Promotes – MDRT – BIG WAY
 Reimburse Membership Regn. Fee
 Interest Free Advance for
Attending Convention
 For COTs – Reimbursement
 For TOTs Reimbursement
 Corporate Club Members (MDRT)
Reimbursement
Out of Pocket Expenses
: USD 550
Rs. 25,000
: Rs. 80,000
: Rs. 40,000
: Rs. 80,000
: Rs. 80,000
: Rs. 15,000
 Interest Free Advance for Laptop
: Rs. 80,000
 COTs/TOTs for 2 years
Laptop Advance
: Rs. 1,00,000
 For COTs (Out of Pocket)
: Rs. 25,000
 For TOTs (Out of Pocket)
: Rs. 50,000
 2 - 3 Pre – MDRT Meetings
 Felicitation by Z.M.
 Brouchure of MDRT Qualifier
YET, ….. Situation is !!
LIC Agents
:
13,00,000
MDRT Qualifiers
:
6,200
Membership Regn.
:
1993
Annual Meeting
Attendance(Atlanta,USA):
290
BIG PREMIUM
BIG MONEY ………. !!
MDRT is a gathering of Best
minds in the Business.
We learn from each other, and
this will benefit you, your
clients, and will strengthen our
Profession.
BURNING DESIRE
………… is the starting point for any
achievement.
ASPIRE
ACT
ACHIEVE …………………..MDRT………!
Aspirations are Important.
More Important is the courage to Act.
To Achieve your Aspirations.
ELIGIBILITY FOR MDRT-2013
• PRODUCTION YEAR- 01.01.2012 TO
31.12.2012
• F.Y. COMMISSION: (EXCLUDING
BONUS COMM. DURING THE
PRODUCTION YEAR OR
• F.Y. PREM. DURING THE PRODUCTION
YEAR
Wednesday, April 08,
2015
F.Y. COMMISSION
CONDITION
• MDRT QUALIFIERS : Rs.8,18,600
• C.O.T. QUALIFIER
: Rs.24,55,800
• T.O.T. QUALIFIER
: Rs.49,11,600
Wednesday, April 08,
2015
F.Y.PREM. CONDITION
• MDRT QUALIFIERS : Rs.32,74,400
• C.O.T.QUALIFIER
: Rs.98,23,200
• T.O.T.QUALIFIER
: Rs.1,96,46,400
Wednesday, April 08,
2015
M DRT
•
1.
2.
3.
4.
5.
6.
7.
HOW ?
GOAL SETTING
ATTITUDE
THINK BIG
ASPIRATION
PERSPIRATION
RELATIONSHIP
TIME MANAGEMENT
Wednesday, April 08,
2015
MDRT
• HOW ?
AGE 35 YRS
PPT – 21 YRS
JEEVAN ANAND
SA
PREM
COMM.
RQD. NOP
2 lacs
11,106
2776
273
3 lacs
16,360
4090
185
5 lacs
27,106
6754
112
Wednesday, April 08,
2015
JEEVAN PRAMUKH
PPT – 5 YRS, TERM – 25 YRS, AGE- 35 YRS
SA
PREM.
10 LACS 1,17,992
COMM.
11,799
REQD.NOP
64
JEEVAN SHREE(25-16)
SA
5 Lacs
Wednesday, April 08,
2015
PREM.
25911
COMM.
6477
REQD.NOP
117
JEEVAN TARANG
TERM – 15 YRS, AGE- 35 YRS
SA
5 Lacs
PREM.
34,361
KOMAL JEEVAN
SA
5 Lacs
Wednesday, April 08,
2015
PREM.
44,114
COMM.
8590
REQD.NOP
88
AGE-35 YRS
COMM.
11028
REQD.NOP
69
JEEVAN ANURAG
SA
PREM.
AGE-21 YRS
COMM.
REQD.NOP
2 Lacs
10727
2681
283
5 Lacs
26,870
6718
113
Wednesday, April 08,
2015
TERM – 21 YRS, AGE- 35 YRS
SARAL… SARAS… SARVOTTAM…
SA
5 Lac
Wednesday, April 08,
2015
PREM.
24,000
COMM.
6000
REQD.NOP
127
CASE STUDY OF MDRT AGENT
SMT. SNEHA R. DESHPANDE
Plan-wise Analysis
Plan No.
14
102
149
165
175
178
802
804
TOTAL
Wednesday, April 08,
2015
Policies
1
5
71
27
2
1
4
13
124
CASE STUDY OF MDRT AGENT
SMT. SNEHA R. DESHPANDE
Mode-wise Analysis
MODE
Half Yrly
Qtly.
Single
Yearly
TOTAL
Wednesday, April 08,
2015
Policies
2
21
16
85
124
CASE STUDY OF MDRT AGENT
SMT. SNEHA R. DESHPANDE
Sex-wise Analysis
Sex Policies
Female 33
Male 91
TOTAL 124
Wednesday, April 08,
2015
CASE STUDY OF MDRT AGENT
SMT. SNEHA R. DESHPANDE
Plan-wise Premium Analysis
Plan No.
14
102
149
165
175
178
802
804
TOTAL
Wednesday, April 08,
2015
Policies
1
5
71
27
2
1
4
13
124
Average SA
5.25 Lacs
3.50 Lacs
1.54 Lacs
12 Lacs
0.40 Lacs
5 Lacs
1.8 Lacs
1.6 Lacs
31 Lacs
WHOM TO CONTACT
Doctors
Contractors
CA’s
Formers
Young Executives
NRI’s
Wednesday, April 08,
2015
Hotel Owners
Petrol Pump Owners
Call Centre Owners
I T Sector
Politicians
Senior Officers
Retired People
ALL INDIANS
ACTIVITIES
• Customer Meet
• Presentation in Chamber of Commerce,
Lions Club Meet, Rotary Club Meet,
Community Meet.
• Focus on Existing Customers (i.e.
Subsequent Insurance)
• Claim Payments – monitoring
• Claims settled but Outstanding
• Children Camp in Schools.
• Bima Gram & Schools
Wednesday, April 08,
2015
WHEN YOU AIM FOR THE STARS,
YOU MAY NOT QUITE GET THEM,
BUT
YOU WON’T COME UP WITH
A HANDFUL OF MUD EITHER
Leo Burneet
Wednesday, April 08,
2015
Wednesday, April 08,
2015