1SDI - Accelerating Consumer Engagement

Introducing the Sales Digital Insurer programme from TDI

Accelerating Consumer Engagement

www.the-digital-insurer.com

July 15, 2021

2SDI - Accelerating Consumer Engagement

Alarm bells are ringing for traditional sales agents as new

models take over

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Next level advisor sales performance for the digital age

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Unique, time-bound

opportunity existsLeadership teams need to act fast

5

TDI Academy offers

world-class L&Don digital insurance sales and

consumer engagement

6

SDI Programme

accelerates performance to next-level, digitally - enabled

Sales for insurance advisors

3

Most consumers now

prefer blend of digital with human touch

2

Consumer adoption of

digital is accelerating and, expectations are rising

Future is bright for

insurance advisorswilling and able to make the change to new

models, but help is needed

48

“SDI Inside”

Programme Customisation

options keep insurers firmly in control

whilst further enriching current L&D plans

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1. Alarm bells are ringing for traditional

sales agents as new models take over

“Blue Ocean”

Transform

“Red Ocean”

Evolve

Model

Maturity

Channel

Performance

TRADITIONAL

Sales Agent

DIGITALLY-ENABLED

OMNI AdvisorDIGITALLY PRESENT

KEYSales Agent : traditional face to face sales-focused, limited use of tech

Quality Agent (digitally-enabled) : still face-to-face sales-focused, but using typical

digital tools such as PoS

Quality Agent (digitally-present) : using typical digital tools such as PoS, and also

extensively using social media platforms & tools to create an always-on presence

OMNI Advisor : digital-enabled advisor empowered through tech to provide

marketing, sales, and servicing as primary point of contact for all client interactions

with the insurer

DIGITALLY-ENABLED

Quality Agent

DIGITALLY-PRESENT

Quality Agent

TDI POV: Agency alarm bells are ringing as consumer adoption of digital accelerates beyond Tipping Point

Insurers, and their agents, need to urgently transform from ‘traditional sales’ to an ‘OMNI advisor’ model - not only to stay relevant, but also to generate significant growth in the years ahead

Source: https://www.the-digital-insurer.com/tdi_pov_papers/tdi-pov-future-of-insurance-advisors-in-a-digital-world/

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2. Consumer adoption of digital is

accelerating, and expectations are rising

Source: https://www.the-digital-insurer.com/tdi_pov_papers/tdi-pov-industry-warning-digital-tipping-point-is-approaching-insurers-faster-than-expected/

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3. Most consumers now prefer a blend of

digital with human touch

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4. Future is bright for advisors willing and

able to make the change, but help is needed

Source: Axell – human touch in a digital world

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5. TDI Academy offers world-leading L&D on

digital sales and consumer engagement

Accelerating Consumer

Engagement

SDI programme details available at: https://www.the-digital-insurer.com/tdi-academy/SDI/

Digital Sales Professional Designation

The SDI programme is a fast track for Insurance Sales Professionals who want to be part of the digital future.Lifelong learning in a globally connected community.

4 Seasons (courses) each with 5 x 1-hour Episodes (lessons)

Company based cohorts with focus on outcomes

100% virtual – suggested 3 weeks per Season (12 weeks in total)

Monthly webinars/ podcast for each

Season

Practical Digital sales planning tool

Multiple ChoiceQuestions for each Season

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6. SDI Programme accelerates performance

to next-level with digitally-enabled sales

The SDI programme is for insurance advisors who want to be

better equipped to sell insurance in the digital age

Use digital tools

and Social Media

to engage with

prospects and

build relationships

Develop an online

digital presence to

identify new leads

and establish a

professional

reputation

Create a system to

build and maintain an

Advisory business in

a digital world

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6. SDI Programme accelerates next-level

digitally-enabled advisor sales performance

Season 1

ADAPTINGin a Digital Environment

(Digitally Enabled) An overview of the digital

revolution and the benefits for advisors who are digitally-enabled

and develop a business plan

Season 4

THRIVING in a Virtual World

(Digitally Skilled)A focus on virtual sales

communication and presentation skills that result in satisfied clients

and improved performance

Season 3

ENGAGING through Social Media

(Digitally Active) Proven methods to identify

prospects, generate leads, & effectively engage on

social media platforms

Season 2

DEVELOPING a Digital Presence

(Digitally Present)A guide to developing a digital

sales presence in target consumer groups by using available digital

tools and resources4 Seasons (Courses) with 5 x 1-hr on-demand

Episodes (Lessons)

Monthly Podcasts & Life-long access

to SDI materials

A Digital Sales Plan (DSP) to set goals and objectives (1 hour per Season)

Multiple ChoiceQuestions each

Season

Episode 1.1

Digital Acceleration

Episode 1.3

Digital Advisors

Episode 2.1

Digital Identity

Episode 1.4

Digital Strategy

Episode 1.2

Consumer BehaviourEpisode 2.2

Target Consumers

Episode 2.3

Effective Content

Episode 3.2

Social Platforms Part 1

Episode 2.4

Influencers & Testimonials

Episode 3.1

Paid, Dark, & Live

Episode 3.3

Social Platforms Part 2

Episode 3.4

Views, Likes & Shares

Episode 4.1

Working Virtually

Episode 4.2

Approaching Leads

Episode 4. 3

Prioritising Needs

Episode 4.4

Presenting Solutions

Episode 1.5 The S1 Digital Sales Plan

Adapting to capture the opportunity with the

design of a basic strategy

Episode 2.5 The S2 Digital Sales Plan

Developing a digital presence to engage with

target consumers

Episode 3.5 The S3 Digital Sales Plan

Engaging with prospects and clients through

social media

Episode 4.5 The S4 Digital Sales Plan

Thriving in a virtual world with skills to improve

performance

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TDI Academy Faculty & Partners lessons created & delivered by Industry Experts

Malini Nagaria

SDI Industry expertHead of TDI Academy, The Digital Insurer

Simon Phipps

SDI Industry expertFounder, The Digital Insurer

Mark Stephen Wallis

SDI Industry expertProgramme Director, The Digital Insurer

Eliza Yeung

Regional Marketing Executive

Matthias de Ferrieres

SDI Industry expertCEO, Wellnex My-insurer

Paul Brenchley

SDI Industry expert

Partner, Insurance Advisory at KPMG Singapore

Bianca Smith

SDI Industry expertLead Advisor, ANZ, Axell

Benjamin Ang

SDI Industry expertHead of Financial Literacy and Advisory Advocacy,

GoalsMapper

Gordon Tay

SDI Industry expertCo-Founder, Surer

Harish Agarwal

SDI Industry expertHead of Customer Experience Strategy, Qualtrics

Gavin Gollogley

SDI Industry expert

Chief Client Experience & Marketing Officer, Asia, Sun Life

Andy Jemieson

SDI Industry expert

Founder & CEO, Advisr

Hugh Terry

SDI Industry expertFounder, The Digital Insurer

SDI

Learning Partners

in Singapore

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7. Unique, time-bound opportunity exists,

but leadership teams need to act fast

MAS Extends Training Support Measures to Foster Skills Development in New Growth Areas June 28, 2021

We refer to MAS' and IBF's announcement on 25 June 2021 on the extension of the enhanced training support measures to build

capabilities and strengthen employability of the local workforce.

The course fee subsidies under both IBF-Standards Training Scheme (IBF-STS) and Financial Training Scheme (FTS) will be extended

by 6 months to 30 June 2022, with 80% of course fees subsidised. This will apply to courses that commence on or after 1 January

2022, up to 30 June 2022, and must be completed no later than 30 September 2022. To help mature workers acquire industry

relevant skills as the industry transform, Singapore citizens aged 40 and above will continue to receive the enhanced subsidy at 90%

from 1 January 2022, for training under IBF-STS and FTS.

The Training Allowance Grant (TAG) will also be extended for employees sponsored by eligible financial institutions and FinTech

firms by one year to 30 June 2022 at a rate of $10 per training hour. This will apply to IBF recognised courses that commence on or

after 1 July 2021 till, up to 30 June 2022, and must be completed no later than 30 September 2022.

For details on the funding support and the updated FAQs, please refer to:

https://www.ibf.org.sg/programmes/Pages/IBF-FTS.aspx

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8. “SDI Inside” Programme Customisation

TDI understands that Agency learning and

development already commands significant

management time and effort

…so our SDI digital sales programme needs to fit in

with this, and supplement these activities in the most

appropriate way/s

We also understand the sensitivities around Agency

recruitment & retention

…if positioned correctly, being seen to invest in

forward-looking L&D which supports an agent’s

development, and drive further sales, can be

immensely valuable to your employer brand

It is for these reasons that our “SDI Inside”

philosophy and approach has been hard-wired

into SDI implementation planning from day 1

Agency L&D Framework

On-boarding

Compliance

Product Sales

Service

Soft-skills

CPDDigital

Co-branded SDI

plaques &

Certificates for

recognition by

Company

leadership

Weekly & Monthly

Progress Reports

to manage

performance

Internal Discussion Groups in which Co. executives can participate / lead

Supplementary recordings to provide company-specific messages & context

to curriculum

Internal launch

event/s and / or

live webinars to

customise &

reinforce

learning

Bespoke Surveys

& Participant

completion

Feedback

Agents Managers

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Example Programme implementation

Season 1

Sept ’21

Objectives of Phase 1

- 30 people to be Pathfinders

- Validate impact with advisors – allow time to collect additional feedback

- Test and refine rollout approach – kick off launch and team follow up as a

minimum

- Identify areas for further customisation to enhance impact

Phase 1 – Pathfinder

Phase 2 – Scale quickly to use IBF FTS grants

Oct ’21

Season 2 Season 3

Nov’21 Dec’21

Season 4

Approach to Phase 2

- Rollout to as many advisors as possible with commencement before end of June ’22 to get best possible grant terms

- In this example 4 waves – one every two months. Each wave lasts 12 weeks (1 season every 3 weeks)

- Wave size could be from 50-250+ depending on the workshops and webinars held to support

Nov’21

Programme

launch Wave 1

Jan’21 Mar ’21 May ’21

Programme

launch Wave 2Programme

launch Wave 4Programme

launch Wave 3