Training Objective

a. To coach an Agency Leaders to establish winning business planning and

direction for a period of not less than 6 months forward which meets

FY2015 Sales & Recruitment goal.

b. To guide an agency leader on how to realign agency strategic goals and

objectives by optimizing resources and guide decision-making to

accomplish priorities to improve productivity/outcomes.

c. To mentor Agency Leaders strategically invite ideas and stimulate

innovation to advance agency goals.

d. To guide Agency Leaders to prepare the new Strategic Plan by applying

information learned from the Winning Future of Agency Business.

Program.

Topics to be covered :

1. How to strategize & effectively create a WINNING SUCCESS CULTURE

SYSTEM

2. How to apply Blue Ocean Strategy in business as a Leader

3. How to penetrate higher market segment, big cases annual cases and

product mix

4. Importance of innovative, creative and strategic thinking Leader

5. How to Bring the BEST out of Your Unit Managers and agents

6. Intrinsic & Extrinsic Motivation for GEN – Y ( Recruitment)

7. Power of Hope & Belief

8. Practice the mind-set of everything is possible to achieve. : Achieve

targets even though it’s tough

At the end of the program, participants will be able:

a. To able to establish winning business planning and

direction for a period of not less than 6 months forward

which meets FY2015 Sales & Recruitment goal.

b. To execute the prepared new Strategic Plan

c. To strategically invite ideas and stimulate innovation to

advance agency business

d. To Bring the BEST out of Your Unit Managers and agents

e. To practice the mind-set of everything is possible to

achieve., Achieve targets even though it’s tough

f. To apply Blue Ocean Strategy in business as a Leader

FACILITATORS’ PROFILE

Mr NagarajanS, has a degree in Business Administration and

currently pursuing his Doctorate in Business Administration. He

has more than 15 years of working experience in Banking,

Insurance & Takaful Industry. He has started his career with the

banking industry as a Personal Financial Consultant (Wealth

Management, Maybank) and later ventured into training and

development, in the field of Insurance and Takaful.

During his tenure as a Personal Financial Consultant he has received many high achiever

awards and recognitions. He was a Senior Trainer and Head of Department in Etiqa, ING

and Syarikat Takaful Malaysia Berhad. He has conducted various sales, leadership,

management, business development, performance coaching, result transformation and

financial planning (conventional as well as shariah) trainings to Banking, Insurance and

Takaful Industry.

He is also a qualified Shariah Registered Financial Planner (Shariah RFP), Registered

Financial Planner (RFP), Chartered Investment Financial Practitioner (ChIFP), Certified

Financial Planner (CFP), Certified Professional Trainer, Certified Public Speaking and

Presentation Skill and Certified Registered Financial Planner Trainer (Conventional and

Shariah).

The Majority

The Minority

The Few

Agency Leader’s

Responsibility

Planning & Strategy

Recruiting & Selection

Training & Supervising

Coaching & Mentoring

Evaluated by:

Why

Leader’s Name: Evaluated by :

Leader’s Responsibility Rank

Planning & Strategy

Why :

Recruiting & Selection

Why :

Training & Supervising

Why :

Coaching & Mentoring

Why :

2 31 54

2 31 54

2 31 54

2 31 54

1=week, 2=poor, 3=average, 4=good and 5 = excellent (please shade)

0

1

2

3

4

5

6

Plan & Stra Recr& Sel Tra & Super Coaching &

Mentoring

Self

Buddy 1

Buddy 2

Buddy 3

Buddy 4

Supporting & Team Persuading & selling

Analytical Thinking Controlling & Leading

Ideal Agency Model Justification

1

2

3

4

5

6

Common Mistakes

1

2

3

4

5

Full Time Agent

Team work

Expect to succeed

Being an over-rider not agency builder

Never aim high

Poor leadership

Lack of will power to succeed

Lack of passion

Everyone makes mistakes, but leaders are accountable to a much

higher standard for theirs. Avoid the following 7 common mistakes

made by leaders.

Not providing feedback.

Not being clear about your vision.

Failing to understand true motivation

Not playing to the strengths and weaknesses of your team.

Lacking a goal structure.

Being impersonal

Trying to do everything yourself

TOP MISTAKES INSURANCE

AGENCIES MAKE WITH THEIR

MARKETING

LACK OF A STRONG AND CONSISTENT BRAND

NOT ENOUGH FOCUS ON DIGITAL

STOP SELLING AND START EDUCATING

CONTENT ISN'T UNIQUE

PUT A FACE TO THE BRAND

LEVERAGE SOCIAL MEDIA

Expect too much too soon

Lack of quality training/education

Focused on the wrong thing (money vs. people)

The Blue Ocean matrix can help you to redesign your

Agency Model and Agency Business to offer new value

The Blue Ocean matrix can help you to redesign your

Agency Model and Agency Business to offer new value

“Effective agency leader live in the present but

concentrate on the future” James L. Hayes

A strategy is a comprehensive action plan

that identifies long term direction and guides

resource utilization to accomplish

organization’s goal with sustainable

competitive advantage

Total FYP/AFYP

Total Agency

Manpower

RecruitingQuality

Business

Total Cases

Achievement, Success,

Income, Image, Lifestyle

FYP NEW AGENT EB

Pro

du

ctio

n

Re

cru

itmen

t

Pe

rsis

ten

cy

ACS SOURCE NB

Products, Services,

Training, Development, Coaching, Recognition, Rewards,

System, Support

1. Strategy

Business

Growth

Recruitment

&

Selection

Training

Objective

setting and

rewarding

Coaching

Market

CoveragePlanning &

Monitoring

Agents

Process & non

sales support

Structure &

Organization

Monitoring of

activity &

results

2. Manpower

Panning

3. Support

EXECUTION

Strategy

Customer

segmentation

Unit

management

Product

solution

Defining the

Key strategies

Key functions

PRODUCTION

KRA DURATION ACTION PLAN (WHAT)TIME LINE

(WHEN)

ACTIVITY

(HOW)

PIC

(WHOM)

TARGET

(RESULT)

PRODUCTION(FYP)

(APE)

(Business Mix RP

& SP)

(Business Mix TL

& IL)

(Productivity)

(Sales Activities)

(Product Focus)

(Market Focus)

July -

November

1

2

3

4

5

RECRUITMENT

KRA DURATION ACTION PLAN (WHAT)TIME LINE

(WHEN)

ACTIVITY

(HOW)

PIC

(WHOM)

TARGET

(RESULT)

RECRUITME

NT

-SOURCE

-PROFILE

July -

November

1

2

3

PERSISTENCY

KRA DURATION ACTION PLAN (WHAT)TIME LINE

(WHEN)

ACTIVITY

(HOW)

PIC

(WHOM)

TARGET

(RESULT)

PERSISTENC

Y

July -

November

1

2

AGENCY BUSINESS MANAGEMENT

KRA DURATION ACTION PLAN (WHAT)TIME LINE

(WHEN)

ACTIVITY

(HOW)

PIC

(WHOM)

TARGET

(RESULT)

AGENCY

BUSINESS

MANAGEMEN

T

Meeting

Training

Coaching

Agency

Incentive

Agency

Facilities

Agency

support

July -

November

1

2

3

4

5

Leader’s Name :

My Winning Future for PRODUCTION

Month AFYP (RM)

July

August

September

October

November

My Winning Future for RECRUITMENT

Month Number of New Recruit

July

August

September

October

November

My Winning Future for PERSISTENCY

FY 2015

Signed by : Date :

Leaders’

NameProduction Recruitment Persistency Signature

1.

2.

3.

4.

5.

Total

Group Leader Name :

T

H

A

N

K

Y

O

U

Address

Talent Keys Sdn. Bhd.

No. B3-2-06, Solaris Dutamas,

No. 1, Jalan Dutamas 1

50480 Kuala Lumpur

Telephone Number

+6012-3212664

E-mail Address

info.my@talentkeys.net

www.talentkeys.net

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