Have you come across situations where a few of your prospects readily agree to your recommendations and Life insurance policies from you immediately, but some others go on postponing their buying decisions, and yet others outright reject your recommendations? Confused or dejected by this? Don’t worry, this happens to every Life insurance agent, says Mr R Gopinath in his monthly column.

Of late I am constantly faced with questions related to one specific area from the audience, and that is “uncertainty”. The wordings of these questions are different, but they all mean the same. “Sir, what is the future of Life insurance industry in India? What will happen to us? Will the regulations kill us? One [...]

Time is More Than Money Brushing Teeth Jobs Prospecting and Developing R Gopinath Prospecting: a process of identifying and qualifying likely buyers Developing: a process of identifying new markets Prospecting Need, affordability and accessibility Prospecting is the activity of identifying people who have the need for our product or services and then qualifying them in [...]

Brushing Teeth Jobs Socialising for Prospecting R Gopinath Getting back to our Rainbow of pros pecting, we will have a look at the last remaining colour which is RED. In this issue we will look at that – in the form of “Social Activities” Human beings can feel the pain of others, and that is [...]

Desire – the Mother of Achievements As we step into a new financial year, I wish that our first step is a very strong one. A step that becomes a harbinger for a great year ahead, a step that will bring us closest to our dreams, a step that will make the year 2010- 2011 [...]

Everyone you know is a Prospect Let us continue our journey in the area of prospecting from where we left off at the end of the previous issue. The orange colour in the Rainbow of prospecting is based on our existing contacts. Let us make four lists of our contacts based on four different sources [...]

In this issue, Mr Gopinath elaborates on the yellow of the VIBGYOR of prospecting. This is the survey method. It is suggested that mass surveys are taken where crowds gather. To help in this easy to understand and fill questionnaires should be designed. In return for the information, freebies can be offered.

As a seminar is a live presentation, preparedness is all-important. In this issue, the author deals with the three stages of a seminar, the ‘Before’ the ‘During’ and the ‘After.’ Some of the points highlighted in the three stages are briefing the speaker about what audience to expect, timing the seminar well and sending a properly designed thanks to the guests.

In the green of the VIBGYOR of prospecting, the author looks at seminars, and how to make them attractive at the initial stage itself, that is at the time of deciding the title, content and the design of the invitation for the seminar.

In this issue, Mr R Gopinath deals with the Indigo of VIBGYOR. About sending mails to prospects not with the intention of selling them policies but to get them interested in investing time. Mr Gopinath elaborates on how the mail should reflect the personality of the agent and the importance of follow-up to the mail.