Usually feared, sometimes ignored, objections are going to come your way. If you’re properly trained on handling objections the RIGHT way, you’ll know longer have an issue with them.
The Two Ways to Beat Objections!
There are two fundamental strategies to deal with or ‘beat’ objections: 1) “Pre-beating” the objection(s) or 2) “Post-beating” the objection(s)
Pre-Beating Objections
Without a doubt, the BEST way to handle objections any EVERY CASE is to bring the potential or ‘most likely’ objections up FIRST in your presentation. Most sales people will tell you that they normally receive the same types of objections, and our sales cycle automatically is built to deal with the Qualifying and Procrastination which will usually surface in EVERY sales presentation.
The psychology of bringing up the objection first is that through my experience, WHOEVER BRINGS UP THE OBJECTION FIRST USUALLY WINS! I can’t honestly say why this is true, but IT WORKS time and time again. Let’s use a non-sales related example. If you’re on a trip with your spouse or a friend, and you know he or she doesn’t necessarily like talk shows on the radio, then you can handle this two ways. First, you can go ahead and dial the Rush Limbaugh show and watch as your partner starts to exhibit disgruntlement, or two, you can ‘pre-beat’ this disgruntlement or objection by bringing it up first by saying, “I know you might be in the mood for music, but if you don’t mind, I’d really appreciate it if you could find it in your heart of hearts to let me listen to Rush for a little while. It will help keep me awake. You could even take a nap if you want, then I PROMISE, later, you can have complete control of the dial!” Now, by bringing it up first, what’s your partner going to say! Unless his or her ‘will’ is so great that they steam-roll you, you have a GREAT chance of proceeding to listen to Rush without meeting much or any resistance!
This is EXACTLY how it works in sales too!
If your product is high-priced, BRING IT UP FIRST! “Joe, I know we’re not the cheapest out there! But like Terry was telling me at ABC company, you know there are obvious reasons why you wouldn’t want to settle on the cheapest thing in the world! You get what you pay for!”
If the economy is bad, “You know Joe, I was talking to Terry about how the economy’s been sluggish, which is why she chose to move forward with this now, since interest rates are flexible and she thought that having the XYZ product would give her a competitive edge while all her competitors have slithered into their ‘safety cave.’!
Whatever the common objections you normally receive, don’t be hesitate to BRING THEM UP FIRST! In fact, at our company, we even built a ‘mini-sales talk’ to handle about 10 of the most common objections within a 45 to 60 second timeinterval- for example:
“You know Joe, there are probably five or six reasons Terry, Bob, and Mike all went forward with our XYZ product. First of all, they all wanted to invest in a product that would last, and that was backed up with by a great company! So sure, we’re not the cheapest, but hey, you get what you pay for! Especially in these tougher economic times- Terry was telling me how now was probably the best time to move forward while rates are low. And she felt now was the time to move forward while all her competitors were living in fear! Another reason I’m doing well is that the XYZ is built for small to medium sized companies! I guess the larger company’s sometime miss out on great products like this! Then there’s always the fact that companies like Terry’s really enjoy investing in products now to save them a ton of time later, even though it might mean an investment in time and training. And finally, everyone’s telling me that their customers will really enjoy having the benefit of utilizing a product like XYZ, especially in smaller communities like yours!
In the above example, I just ‘pre-beat 4 or 5 major objections!
The two biggest objections that our sales cycle automatically attempts to pre-beat are the two BIGGEST SALES KILLERS OF ALL TIME: 1) Qualifying your decision maker, and 2) pre-beating the procrastination objection or ‘de-procrastinating your decision maker.’ If you don’t MAKE SURE you deal with these upfront, they almost ALWAYS come back to get you! (see Presentation- Qualifying and Procrastination.)
You can even ‘pre-beat’ small objections on the fly like, “I know your busy Ted, but…” or “I know you just purchased a similar item like this last year but…” or to the secretary, “I know Mr. Smith never sees sales people, but….”
Now everyone gets ‘burnt’ by objections brought up ‘after the fact,’ and nobody’s perfect enough to ‘pre-beat’ EVERY objection in EVERY presentation. So when someone brings up an objection that you weren’t expecting, you still have a shot!
Post-Beating Objections
When someone brings up an objection that you hadn’t previously covered, all you have to do is use ‘Feel, Felt, Found’ to give you a shot at ‘post-beating the objection
Feel, Felt, Found
Here’s how it works. Once someone brings up the objection, use third-person selling to ‘post-beat’ it! Using our radio example from earlier, say you go ahead and put Rush Limbaugh on the radio and your friend says, “Come on, you know I don’t like talk radio.” Instead of saying, “O.K.,” try this: “Well Mike, I know how you FEEL, another friend of mine, Terry, doesn’t really like talk radio either. But what Terry found was by letting me listen to my show, it really helped me stay awake, and besides- she actually started to not mind the talk show stuff so much!”
Another example. Say your prospect brings up the price objection after the fact and says, “Bill, I really like the XYZ, but it seems to be a pretty expensive item.” You can then say, “ Mike, I know how you feel. Terry over at ABC FELT the same way. But when she really started thinking about it, she FOUND that in the long run, it more than paid for itself when you consider ‘down-time,’ replacement parts for CHEAP units, and the possibility of working with a company that sells cheaper stuff- ARE THEY REALLY GOING TO BACK UP THEIR PRODUCTS? Like Terry said, I guess you get what you pay for!”
Now, obviously the feel, felt, found method is not as strong as pre-beating the objections to begin with, and you have to make certain that you have name-based rapport that makes sense to your prospect. And NEVER mislead or lie to your prospect. (We also discuss in other parts of this manual the issue of confidentiality- use your head!)
But at least now you know about the two standard ways to handle objections, all you have to do is give them a try. YOU’LL DEFINITELY LIKE THE RESULTS!

*CONGRATULATIONS SUMESH CHANDRAN

Christmas is celebrated the world over and people exchange gifts and wishes too. We present you a list of how to wish to your friends, neighbors, colleagues and loved ones, 'Merry Christmas' or 'Happy New Year' or both in more than 100 languages!

By the time you read through this YOU WILL UNDERSTAND "TANJOOBERRYMUTTS"...and be ready for China .

In order to continue getting-by in China , we need to learn English the way it is spoken....................... Practice by reading the following conversation until you are able to understand the term "TANJOOBERRYMUTTS".

With a little patience, you'll be able to fit right in. Now, here you go...

The following is a telephone exchange between a hotel guest and room-service in the morning

Room Service : "Morrin. Roon sirbees." (morning, room service)
Guest : "Sorry, I thought I dialed room-service.
"Room Service: " Rye . Roon sirbees...morrin! Joowish to oddor sunteen???" (right, room service..morning! You wish to order something?)
Guest: "Uh..... Yes, I'd like to order bacon and eggs."
Room Service: "Ow ulai den?" (how you like them?)
Guest: ".....What??"
Room Service: "Ow ulai den?!?... Pryed, boyud, pochd?" (how you like them?......fried, boiled, porched?))
Guest: "Oh, the eggs! How do I like them? Sorry.. Scrambled, please."
Room Service: "Ow ulai dee bayken ? Creepse?" (how you like the backen? Crispi?)
Guest: "Crisp will be fine."
Room Service: "Hokay. An sahn toes?" (ok, and some toast?)
Guest: "What?"
Room Service: "An toes. ulai sahn toes?" (toast. you like some toast)
Guest: "I.... Don't think so.."
RoomService: "No? Udo wan sahn toes???" (No? you do want some toast?)
Guest: "I feel really bad about this, but I don't know what 'udo wan sahn toes' means." RoomService: "Toes! Toes!...Why Uoo don wan toes? Ow bow Anglish moppin we botter?"
(toast! toast!....why you don't want toast? how about english muffin with butter?)
Guest: "Oh, English muffin! !! I've got it! You were saying 'toast'... Fine...Yes, an English muffin will be fine."
RoomService: "We botter?" (with butter?)
Guest: "No, just put the botter on the side."
RoomService: "Wad?!?" (what?)
Guest: "I mean butter... Just put the butter on the side."
RoomService: "Copy?" (coffee?)
Guest: "Excuse me?"
RoomService: "Copy...tea..meel?" (coffee, tea, milk?)
Guest: "Yes. Coffee, please... And that's everything."
RoomService: "One Minnie. Scramah egg, creepse bayken , Anglish moppin, we botter on sigh and copy ... Rye ??"
Guest: "Whatever you say."
RoomService: "Tanjooberrymutts."
Guest: "You're welcome"

Remember I said "By the time you read through this YOU WILL UNDERSTAND 'TANJOOBERRYMUTTS' ......and you do, don't you!

Thank u very much.............:________________________________________

A sales career can be challenging, but even more so if all of your sales activity is accomplished over the telephone! Here are a few tips to ensure your phone sales presence is strong and effective so that you can stay ahead of your revenue objective every month:

The employment interview is one of the most important events in a person's experience, because the thirty minutes to one hour spent with the interviewer may determine the entire future course of one's life.
Interviewers are continually amazed at the number of candidates who come to job interviews without any apparent preparation and only the vaguest idea of what they are going to say. Other candidates create an impression of indifference by acting too casually. At the other extreme, a few candidates work themselves into such a state of mind that they seem to be in the last stages of nervous fright.
These marks of inexperience can be avoided by knowing a little of what is actually expected of you and by making a few simple preparations before the interview.
The following information, combined with the guidance provided by your Account Executive will provide you with in-depth information on how to conduct yourself during your employer interview.
PREPARING FOR THE INTERVIEW

Preparation is the first essential step toward a successful interview. Thus, it is important to:
1. Know the exact place and time of the interview, the interviewer's full name, the correct pronunciation and the interviewer's title.
2. Do some research on the company interviewing you. It will be helpful to know how old the company is, what its products or services are, where its plants, offices or stores are located, what its growth has been and what its growth potential is for the future. There are a number of publications which provide information about prospective employers. Most of them can be found in any college or public library. A brokerage office or your bank may also be able to supply you with pertinent information.
3. Prepare the questions you will ask during the interview. Remember that an interview is a "two-way street". The employer will try to determine through questioning if you have the qualifications necessary to do the job. You must determine through questioning whether the company will give you the opportunity for the growth and development you seek.
4. Some probing questions you might ask. . . . (a) A detailed description of the position? (b) Reason the position is available? (c) Anticipated indoctrination and training program? (d) Advanced training programs available for those who demonstrate outstanding ability? (e) Earnings of those successful people in their third to fifth year? (f) Company growth plans? (g) The next step in the hiring process?
5. Men should dress in a business suit (NO SPORT CLOTHES), white or soft pastel shirt, conservative tie, dark socks, shoes well shined and a neat haircut.. Women should dress very tailored and conservative (NO PANTSUITS).

THE INTERVIEW
You are being interviewed because the employer wants to hire people-not because he wants to trip you up or embarrass you. Through the interaction which will take place during the interview the employer will be searching out your strong and weak points, evaluating you on your qualifications, skills and intellectual qualities, and the employer will probably probe deeply to determine your attitudes, aptitudes, stability, motivation and maturity.
Some "do's" and "don'ts" concerning the interview:
1. DO plan to arrive on time or a few minutes early. Late arrival for a job interview is never excusable.
2. If the employer presents you with an application to complete, DO fill it out neatly and completely. DON'T relax and rely on your application or resume to do your selling for you. Most employers will want you to speak for yourself.
3. DO greet the employer by his surname if you are sure of the pronunciation. If you are not, ask him to repeat his name. Give the appearance of energy as you walk. Smile! Shake his hand firmly. Be genuinely glad to meet the employer and the prospects are excellent you'll find him an interesting person.
4. DO wait until you are offered a chair before sitting. Sit upright in your chair. Look alert and interested at all times. Be a good listener as well as a good talker. Smile.
5. DON'T smoke even if the employer smokes and offers you a cigarette. DON'T chew gum.
6. DO look a prospective employer in the eye while you talk to him.
7. DO follow the employer's leads, but try to get the employer to describe the position and the duties to you early in the interview so that you can relate your background, skills and accomplishments to the position.
8. DON'T answer questions with a simple "yes" or "no". Explain wherever possible. Tell those things about yourself which relate to the situation.
9. DO make sure that your good points get across to the interviewer in a factual, logical, sincere manner. Stress achievements. For example: sales records, processes developed, savings achieved, systems installed, etc.
10. DON'T lie. Answer questions truthfully, frankly and as "to the point" as possible.
11. DON'T ever make derogatory remarks about your present or former employers or companies.
12. DON'T "over answer" questions. The interviewer may steer the conversation into politics or economics. Since this is a ticklish situation it is best to answer the questions honestly, trying not to say any more than is necessary.
13. DON'T inquire about SALARY, VACATIONS, BONUSES, RETIREMENT, etc. on the initial interview unless you are positive the employer is interested in hiring you. If the interviewer asks what salary you want, indicate what you've earned but that you're more interested in opportunity than in a specific salary amount at the present.
14. DO always conduct yourself as if you are determined to get the job you are discussing. Never close the door on an opportunity. It is better to be in a position where you can choose from a number of positions--rather than only one.

BE PREPARED TO ANSWER QUESTIONS LIKE . . .
1. Why did you choose this particular vocation?
2. Why did you think you might like to work for our company?
3. What do you know about our company?
4. What qualifications do you have that make you feel that you will be successful in your field?
5. What do you think determines a person's progress in a good company?
6. Can you get recommendations from previous employers?
7. What contributions to profits have you made in your present or former position to justify your salary level there?
8. Can you take instructions without feeling upset?
9. What is your major weakness?
10. Are you willing to relocate?
11. How do you spend your spare time? What are your hobbies?
12. What type of books do you read? How many books per year?
13. Have you saved any money? Do you have any debts?
14. What job in our company do you want to work toward?
15. What jobs have you enjoyed the most? The least? Why?
16. What are your own special abilities?
17. What types of people seem to rub you the wrong way?
18. Define cooperation.
19. Do you like regular hours?
20. What have you done which shows initiative and willingness to work?

NEGATIVE FACTORS EVALUATED BY AN EMPLOYER
During the course of the interview, the employer will be evaluating your negative factors as well as your positive factors. Listed below are negative factors frequently evaluated during the course of the interview and those which most often lead to the rejection of the candidate.
1. Poor personal appearance.
2. Overbearing--overaggressive--conceited "superiority complex"--"know-it -all".
3. Inability to express thoughts clearly--poor poise, diction, or grammar.
4. Lack of planning for career--no purpose or goals.
5. Lack of interest and enthusiasm--passive and indifferent.
6. Lack of confidence and poise--nervousness.
7. Overemphasis on money--interested only in the best dollar offer.
8. Evasive--makes excuses for unfavorable factors in record.
9. Lack of tack--maturity--courtesy.
10. Condemnation of past employers.Important! -
11. Failure to look employer in the eye.
12. Limp, fishy handshake.
13. Lack of appreciation of the value of experience.
14. Failure to ask questions about the job.
15. Persistent attitude of "What can you do for me?"
16. Lack of preparation for the interview--failure to get information about the company resulting in inability to ask intelligent questions.

CLOSING THE INTERVIEW FOR THE JOB OFFER
1. If you are interested in the position, ask for it, or ask for the next interview if the situation demands. If you feel the job is worth your efforts and you want to receive an offer, be a good sales person and say something like this: "Mr. Employer, I'm very impressed with your company, its products, and the people I've met. I am confident I could do an excellent job in the position you have described to me. How soon will I be able to start?" The employer will be impressed with your enthusiasm. If the employer makes the offer then, accept it if you're ready, but you don't have to accept it on the spot.
2. Don't be too discouraged if no definite offer is made or specific salary is discussed. The employer will probably want to communicate with his office first, or interview more candidates, before making a decision.
3. If you get the impression that the interview is not going well and that you have already been rejected, don't let your discouragement show. Once in a while an employer who is genuinely interested in your possibilities may seem to discourage you in order to test your reaction.
4. Thank the employer for his time and his consideration of you. If you have answered the two questions uppermost in the employer's mind: (a) Why are you interested in his company? and (b) What can you offer? - you have done all you can.
5. If you are interested enough in the position to want an offer, right after the interview write the employer a letter expressing your thanks for the interview and expressing an interest in the company. Restate briefly why you think you can make an exceptionally strong contribution on the job.
Last and most important, if you are working with a recruiting firm, call your recruiter immediately after each interview and them what happened.

1. Toyota Corolla
Since 1966, when Toyota first launched the Corolla, the car has been an unprecedented success. After nine ‘generations’ (or revisions), the car remains the most popular car in the world. Reports indicate that more than 35 million (3.5 crore) Toyota Corollas have been sold to date, and has been voted as the bestselling car of all time. According to Wikipedia, a Corolla is sold every 40 seconds.
2. Ford F Series
The Ford F Series has, by a wide margin, been the American auto giant’s biggest success ever. Ford F Series, a pick-up truck, has been the largest selling vehicle in the United States for 23 years. In 11 generations of changes and improvements, the vehicle has sold more than 29 million (2.9 crore) units in the 50 years of being around.
3. Volkswagen Golf
A bestseller from the time it hit the markets in 1974, the Volkswagen Golf is the world’s third bestselling car ever. It has gone through some five revisions and has managed to outsell its more famous cousin, the Volkswagen Beetle. Volkswagen Golf is said to have sold more than 25 million (2.5 crore) units till date.
4. Volkswagen Beetle
Volkswagen Beetle, which took the world by a storm since 1945, has sold more than 21.5 million (2.15 crore) units till 2003. Commonly known as the Bug, the Beetle traces its history to 1945 and is one of the most successful models that Volkswagen has produced. Though critics had predicted a complete failure for Beetle because of its peculiar styling, underpowered motor, rough ride, and high noise levels initially compared to modern vehicles, the car went on to make history. Wikipedia says that the Bug is also the bestselling single design car in history.
5. Ford Escort
The Ford Escort made its debut in 1967 as a family car. By the end of 1968, the car was already one of the best selling cars in the United States and the United Kingdom. From 1967 to 2003, the car sold over 20 million (2 crore) vehicles globally. Ford continued to broaden the Escort range with the introduction of four-door saloons, estates, vans. . . Escort was then given a host of revisions to improve appearance, performance and comfort. When the spruced up Ford Escort debuted in 1981, the US automaker called it the World Car. The car went through a series of improvements till it started to drop off people’s radar. In 2003, finally its manufacture was halted.
6. Honda Civic
The first generation Honda Civic arrived in July 1972 as a short backed 2-door, followed by a 3-door hatchback in November 1972. The Civic has since then gone through seven more revisions and has turned out to be a huge hit amongst car lovers. The car has till date sold over 16.5 million (1.65 crore) units. Honda Civic is available in India too and is perhaps the best looking car on India roads currently. Its 1800cc engine that makes 130 bhp at a rather high 6300 rpm, and torque at 17.9 kgm at 4300 rpm is higher than that of the Toyota Corolla.
7. Ford Model T
Ford Model T is a 100 years old. It is this iconic vehicle that put the world on wheels. October 1, 1908 was when the first Ford Model T was made for sale. It was the first low-priced, mass-produced automobile with standard, interchangeable parts. It had a 20-horsepower, four-cylinder engine with a top speed of about 45 miles per hour. The moving assembly line for the Model T revolutionized manufacturing in 1913. Henry Ford called the Model T ‘the universal car.’ On December 18, 1999, the Ford Model T was named ‘Car of the Century.’ Since 1908 to 1927, the car sold 16.5 million (1.65 crore) units. Painted black because it was the color that dried the fastest on the assembly lines, Henry Ford told his customers this – Any customer can have a car painted in any color that he wants so long as it is black.
8. Nissan Sunny/Sentra/Pulsar
The Nissan Sunny/Sentra/Pulsar/Tsuru was a bestseller from the Nissan stable and still continues to be available as the Sentra. It began life in 1966 as the Datsun 1000 and soon became a major rage around the globe. The car has sold more than 16 million (1.6 crore) units having gone through 10 improvements since its debut.
9. Volkswagen Passat
The Volkswagen Passat has sold over 15 million (1.5 crore) units since 1973 to make it the 9th bestselling car ever. Volkswagen, Europe’s largest car manufacturer, has also debuted in India with the Passat which is loaded with an incredible array of features that are not available in cars that are substantially more expensive. Each little aspect of the car is thought out and the car is built to standards that are seen only in luxury models. Besides this, the 140 bhp 2.0-litre diesel motor mated to the state-of-the-art DSG gearbox means this is a fantastic car to drive as well.
10. Lada Riva
Lada Riva was a very unlikely bestseller. It has attained almost cult status and is a very a popular car in Russia and Egypt. In 1966, an agreement between Fiat and the Soviet government was signed to set up a car factory near Moscow. The car to be manufactured here was named the Lada. The Lada 1200 saloon was first seen in Britain at the 1973 Motor Show and stunned Europe with its low price. Then came various versions and versions of a car that rage amongst buyers. For the record, the car has sold over 13.5 million (1.35 crore) units till date, although its exports to Europe were stopped in 1997.

Once Mathai asked Kuttappan, "What is the secret behind your happy married
life?"

Kuttappan said, "You should share responsibilities with due love and respect
to each other. Then absolutely there will be no problems."

"Can you explain?" asked Mathai.

Kuttappan said, "In my house, I take decisions on bigger issues where as my
wife decides on smaller issues. We do not interfere in each other's
decisions."

Still not convinced, Mathai asked Kuttappan "Give me some examples."

Kuttappan said, "Smaller issues like which car we should buy, how much
amount to save, when to visit home town, which Sofa, air conditioner,
refrigerator to buy, monthly expenses, whether to keep a maid or not etc are
decided by my wife. I just agree to it."

Mathai asked, "Then what is your role?"

Kuttappan said, "My decisions are only for very big issues ..... Like
whether America should attack Iraq, whether Britain should lift sanction
over Zimbabwe, whether to widen African economy, whether Sachin Tendulkar
should retire etc. Do you know one thing, my wife NEVER objects to any of
these.....

That is the secret of my happy married life....."

INSURANCE SELLING MYTH # 1 - "Sales is a numbers game." But, sales is only a numbers game when all you know is traditional insurance selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your insurance selling approach you'll make FEWER CALLS and MORE SALES.
INSURANCE SELLING MYTH # 2 - "Use a sales script." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.
INSURANCE SELLING MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your insurance selling techniques? - If you are, you could end up killing your deal instead. Old insurance selling techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is YOU! By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the insurance sales process forward to get the result you want.

Courtesy:Ari Galper

your unique approach on your prospecting follow up impresses your prospective client into thinking you are a true professional. People like to buy insurance from professionals. Next, you gave something, without asking for anything in return. Only a sincere, trusted sales person would do this. In addition, the prospect is impressed and actually looking forward for your phone call. Especially if he or she was a winner big or small. Therefore, you are locking in likeability. Getting the appointment, with this added pre-approach should be easy. See how the sale will come without objections. If not, you had a suspect and not a real prospect lead to begin with.
Don't just believe my insurance selling tips. Every successful insurance sales person will tell you that it is no secret that to be better you have to do what no one has tried or is unwilling to do.

For rUrAlMaMa

.mannjit

I read and understood from Veda that Human life and Male Human life is most great in all janmas...it come only after 500-1000 years of Life cycle... Before go to graveyard..i need to contribute something different to the world - SAJU K P, RM, Birla Sunlife.
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The myth in Indians are that(incl. recruiting managers)insurance advisor society and eligible population are financially and educationally backward and in order to prove it otherwise ,certain amount of hype is important. - Madhu Nair, RM Health, ICICI Prudential, Kerala.

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Hard work with Knowledge ways pays. Always aspire and Dream big and it becomes a reality in a funny manner. - Ajit Nalinakshan, Area Manager, ICICI Prudential, Kothamangalam.

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When we drive ourselves to excel and to be the topnotcher,everyday is a challenge. The kind of passion and ownership we undertake on every action we do will help us to rule out these routine challenges. - Thrideep, Area Manager, ICICI Prudential, Attingal.

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Monetary benefits are like the 'Economics of Marriage... you get paid big time for a life time of...’ - Pleasy Philip, BM, Birla Sunlife, Mavelikkara.

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Life is how you take it .... U decide how to live your life ....I Enjoy my Life so Iam BE JOY !!!! - Bejoy Raj, BIC, ICICI Prudential, Kollam

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Suppose your life shortened to a day. Can you imagine how precious each seconds..? That is the key of advertisement. - Manjith Sivaraman, AM, ICICI Prudential, Harippad.

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An ideal Manager is the one who works with passion & dedication towards himself, his family & his company & not having a cheating mentality.- Padmanand P, AM, ICICI Prudential, Kollam.

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I became more famous as knowing as Atlas Ramachandran, which I feel is a good reputation to make him my role model, when compared to others nicknames. - Sumesh Chandran, UM, ICICIPrudential, Kollam.

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Sales performance is not LUCK; it’s the returns of what we have done. - Anil Nadakkal, SAM, ICICI Prudential, Harippad.

Sanjeev Sinha
The Economic Times

While everyone may advise you today to ‘get insured’, few will actually tell you how to get adequately covered. Have you, however, ever wondered how much cover is actually good enough for you? For instance, you might have several insurance policies, but are you also adequately insured? You need to know this, not only as an individual but as a consumer too – particularly in view of the fact that the majority of Indians are still either uninsured or underinsured.

For, “while too little life cover could result in the family not being financially self-sufficient in the event of the unfortunate death of the policyholder and chief wage earner, too much insurance would mean higher outgo of premiums at the cost of other necessary life-stage and lifestyle spends,” says Shyamal Saxena, chief distribution and marketing officer, Bharti AXA Life Insurance Company.

But getting adequately covered is also not easy as “there is no one single formula for deciding the amount of life insurance one needs,” says a senior executive of Tata AIG Life Insurance.

There are, however, certain thumb rules, which could be used to determine the life insurance needs. A very rudimentary method is 10-12 times your annual earnings.

“This is a thumb rule used to calculate the amount of insurance required by an individual. The sum insured basically should be equal to an amount, which, if invested, should fetch a regular income for the dependants of the insured so that they are able to maintain a lifestyle, which they are used to. In case there are any liabilities, such amounts should be added to the amount of insurance required,” informs Rajesh Relan, MD, MetLife India Insurance. The optional approach to ascertain life insurance need is the financial need analysis approach. This is an approach, which can take care of specific needs of an individual. Here the basic objective is that the insurance coverage should be sufficient to provide for the dependents’ needs in case the breadwinner should die early.

“The needs should include the client’s financial liabilities such as home loans, car loans etc and the funds required to support the dependants for the desired period. It may also include money required for specific family needs such as son’s/daughter’s education or marriage,” says the Tata AIG Life executive.

For example, if A has a housing loan of Rs 5 lakh, a car loan of Rs 4 lakh and his family requires Rs 15,000 per month if he is no more, the life insurance cover should be equal to the amount which will earn Rs 15,000 per month for the family and liquidate his outstanding home loan and car loan.

According to another view, while choosing a cover for a person with dependants, the sequencing should be ‘risk cover’ first and then ‘savings’. “The amount of cover is a factor of income and consequently the paying capacity, the nature of job, expected earning period, and amount of liabilities (personal loans, housing loans etc) reduced by any estate already existing (savings & investments),” says a top executive of Birla Sun Life Insurance.

To begin with, he says, an assessment of one’s own financial needs taking into account the life stage, risk profile, dependants, disposable income and liabilities has to be undertaken. This will help identify the protection and savings needs for the person. The protection should provide for all the liabilities and future earning potential of the person insured. This will at a minimum ensure that the lifestyle of the dependants is not significantly altered if anything unfortunate were to happen to the person. The savings portion will be determined by the financial goals of the individual.

“Needless to say, the key to any financial planning is to start early as the contributions required are lower and the power of compounding ensures large savings,” advises the Birla Sun Life executive. Another method used is the Human Life Value (HLV) method. According to this method, the amount of insurance one should buy is directly dependent on his/her economic value, otherwise known as the 'Human Life Value'. This varies from person to person. Human Life Value’ is the capitalized value of the net earning of an individual for the rest of his working span.

Under yet another approach, usually called ‘Underwriters Thumb Rule,’ life insurance need is a multiple of annual income depending on the age (see below). As an indicative rule, for instance, individuals between 20 and 30 years of age should have life insurance worth 15 times their annual income, while those above 56 years of age can have 6 times their annual income.

Once you know how much life insurance coverage you need and for how long, it’s important to analyse your needs. Need analysis is fundamental to choosing the right insurance product. “Typically you would have any/all of the following needs – protection, wealth accumulation, wealth maintenance, and retirement,” says Rajesh Relan, MD, MetLife India Insurance.

Protection needs include protection against death, disability and dreaded diseases. Products, which are suitable for this need, are term or whole life insurance with riders like critical illness, waiver of premium (WOP) or accidental death benefit (ADB).

Once you have understood your need and the suitable products for that need, you have to choose whether to buy a unit-linked or a traditional policy. Unit linked or traditional are two mechanisms to achieve your protection or wealth management goals. Traditional plans generally would have guarantees over the long term and hence are unique in the entire spectrum of financial products. Unit linked plans are also an effective mechanism to plan for your financial freedom as they give you the option to decide where you want to invest your money – equity or debt. However, they generally do not have any significant guarantees.

One significant point to note is that while choosing a cover for a person with dependants, the sequencing should be ‘risk cover’ first and then ‘savings’. However, if possible, the investment part should also be factored in.

“Insurance as an asset class is emerging not only as a means of protection for dying too young but against the risk of living too long. In that sense, the right insurance must have not just protection element but an investment portion too. This is possible if people look at life insurance as a long-term financial plan and allocate at least 20 percent of their monthly savings to this important asset class,” says P Nandagopal, CEO, Reliance Life Insurance.

Denmark is a big shame. The sea is stained in red and it’s not because of the climate effects of nature. It's because of the cruelty that the human beings (civilized human) kill hundreds of the famous and intelligent Calderon dolphins.
This happens every year in Feroe island in Denmark . In this slaughter the main participants are young teens. WHY? To show that they are adults and mature. BULLLLshittttt

In this big celebration, nothing is missing for the fun. Everyone is participating in one way or the other, killing or looking at the cruelty “supporting like a spectator”. Is it necessary to mention that the dolphin calderon, like all the other species of dolphins, it’s near instinction and they get near men to play and interact in a way of PURE friendship. They don’t die instantly; they are cut 1, 2 or 3 times with thick hocks. And at that time the dolphins produce a grim extremely compatible with the cry of a new born child. But he suffers and there’s no compassion till this sweet being slowly dies in its own blood. It is enough! We will make people to read until this arrives in any association defending the animals, we won’t only read. Take care of the world, it is your home!

Manjith Sivaraman
Agency Manager, ICICI Prudential

Antony: Whenever I think about you Manjith, I remember about your Team coming together for the meetings in a bus like the Indian Cricket Team. It simply reminds everybody about your Team Management, and how well you Care your Advisors. What is that special thing in you making you different from others?

Manjith: All my advisors were far away from the office .So I took all the pains in gathering them together. There wasn’t any other possible means to bring them in time. But, I always remember the quote “Teaching to catch fish is better than giving a fish in charity”. So I am now trying to make them self dependent.
There is nothing making me a difference from others.
[“Bear no envy. Commit no slander. Speak no falsehood. Practice no deceit. Harbor no malice. You will be ever joyful, happy and peaceful”. I sincerely follow my level best to be so. But Tony, still I am a Human….!]

Antony: You have performed some great Innings when we all were together. How is your life with Insurance as a Career?

Manjith: Insurance field is a Gold mine. I agree with the fact that
Right recruitment is the raw material. I believe in myself and there is a bright “present” in my career and Of course a Future too.

[“Live in the present. Forget the past. Give up hopes of the future.”]

Antony: Many times you have told me that your interest is not Insurance but in the Advertising Field. What makes you more interested in Advertisement Films?

Manjith: Suppose your life shortened to a day. Can you imagine how precious each seconds..? That is the key of advertisement.

KISS but It Kills. [ads] Keep It Short and Simple But [idea] Keep It Large and Legible.

Our customers don't really want our product or service. But they want the benefit produced by using it. Here our role as agents, advisors, managers and advertisers…! Tony, there is no question of “more interest”.

Insurance field is my life and advertisement Film is my passion.

One for living and other for intend to living.
[just like “Manjith and .mannjit !”]

Antony: Thank God for giving you interest in advertisements & designing. Rural Mama is designed by you. The Site looks very beautiful. What are your feelings towards it?

Manjith: It’s my tribute to my friends who lead by heart and not with Brain. Their tears and smiles not from eyes & mouth but from the innermost. Ruralmama is the beats of our Supreme relationship.

Antony: Where do you find yourself after 5 years?



Manjith : Possibly in earth if sensex and GOD allow me to so.

To Become a BM Before 26th june 2011 is the target.

Then…Tony please… I may not be able to find myself anywhere in KERALA.]

Antony: What is your biggest Aim in Life?



Manjith: To became a Good Son, Good Brother, Good Husband, Good Father and a Good Friend. If your question is in a materialistic way , then the answer is MY Own Advertisement Film Company.

Antony: Any Unforgettable Incidents in Life?

Manjith: Accident and the sad demise of my father. Transition of younger son to a responsible “Grihanathan” in a fraction of second.

Antony: Who is your Biggest Inspiration and Role Model in Life? Why?

Manjith: Biggest Inspiration is cricket

Cricket is always an extract of life itself.
Targets, Time Barrier, Restrictions, boundaries, downfall, go ups, Laws…..

Favorite writers N.S.Madhavan, Methil Radhakrishnan and Anand influenced me a lot. The person really inspires me is Swami Vivekananda.

And my role model, Bill Gate…why not?

Antony: About you’re Family?

Manjith: Amma, Me & My wife Ambily. She is working In registration department. I Have a Sister, Manjusha, working as Finger Print Expert of Alappuzha.
She is married and has a son Achu.

Antony: What is your Message to All Rural Mama Members?

Manjith: "Happiness is not by chance, but by choice." Similarly ruralmama is a choice of happiness. Take it as a relaxation tool and the way of exploring ourselves. As a platform for sharing thoughts, sorrows and happiness. Please update and browse it regularly .Remember…ruralmama…is the one & only blog Of this Kind. Be proud of it.

Thankyou very much Manjith for your Valuable Time with Rural Mama.May Almighty Shower blessings upon you and your family.

For Rural Mama
Antony Rebeiro.