BUILDING SUCCESSFUL MDRT TEAM
INTRODUCTION
COURSE OUTLINE
OPENING SCHEDULE
REGISTER
INTRODUCTION
OVERVIEW:
The things that financial consultants love most in life insurance industry are the flexibility in working hours, being rewarded for achievements and being proactive in business. When candidates decide to look for a new job, referrals from acquaintances remain the number one search channel they use. A third of people say they have used social media to find a job. Therefore, to attract them, employers need to bring the values that they are looking for.
Once you join your team, a consultant sees their management as a guide and mentor with proven successes with experience and practical knowledge. But how can you effectively supervise, coach, and motivate your sales team? First, it’s important to understand what it takes to be an effective business manager.
- Effective managers focus on results but understand that there is not one way to achieve it. They know different business goals will require a different strategy.
- Effective leaders observe and research team members to find the strengths of each team member. They also know they need qualified consultants to build a strong team.
- An effective coach cares about each member of the team individually. They teach each member how to handle the problem through training and ongoing practice.
This course helps business managers understand how to attract and recruit elite teams, and help them influence and master the business system with planning, monitoring, and coaching skills and professional!
DELIVERY METHODS:
- Self-discovery and critique
- Group exploration and facilitator led discussions
- Practical exercises
- Best practice theory exploration
COURSE OBJECTIVES:
By the end of this training course participants will be able to:
- Realize the importance of building MDRT team
- Understand the factors affecting the choice of career of an elite candidate.
- Know how to position your personal brand and clearly visualize the target candidate’s portrait
- Master recruitment skills by giving opportunities and selling opportunities
- Master the skill of asking troubling questions and confidently respond to common rejections of candidates
- Master assessment and interviewing skills.
- Confidently expand recruiting sources from influencers.
- Be aware of the role of a sales team manager
- Deploy the first meeting with the new member to establish specific goals and action plans
- Implement weekly 1-1 meetings with 2 effective meeting methods 3i and PEP
- Master the principles of team coaching and practice 2 essential skills: Role-play and Joint Field Work
- Practice effective leadership skills and coaching skills
TARGET AUDIENCE:
- Head of Department, Team Leader need to approach and recruit more effectively the team in conquering the young customer segment
- Management levels in life insurance
DURATION:
- 02 days (8 hours per day)
COURSE OUTLINE
Module 1: Position yourself & Understand the target candidate
- Identifying the core values of personal nature
- 6 functions of the life insurance sales team leader. Self-measuring the level of “attractiveness” of the employer.
- Characteristics, recruitment criteria of potential candidates and popular sources of access
- 5 questions of candidates before deciding to join the life insurance consulting profession
Module 2: Skills to attract and expand the source of potential candidates
- 4 steps to build a brand communication plan
- Set SMART recruiting goals
- Identify potential candidates: 5 career needs and 6 candidate assessment questions
- Sell a career idea with a personal Successful Story
- Choosing the right communication channel to reach candidates
- Expand recruitment sources
- Who are the influence centers?
- 7 steps to ask influencers to refer potential candidates
- Ability to handle rejections from centers of influence (COI)
Module 3: Recruiting by Giving & Selling Opportunities
- 4 steps to recruiting by “giving” a chance
- Candidate Interview Process
- Scenario suggestions and interview questions
- 5 steps to recruiting by “selling” the opportunity
Module 4: Asking Worrying Questions & Responding to Rejection
- Approach to recruiting “strange” candidates
- The art of eliciting TOD (signs of discontent) and the “pull-push-pull” technique
- Asking troubling questions for subjects: Housewives, teachers, social workers, business people
- Actively Lead While Handling Rejection with the LEAD & 3F
- Suggestions for handling 5 common rejections of candidates
Module 5: The role of the sales team manager
- The role of the business manager & effective leadership model #DART (Direction-Appreciation-Respect-Tools)
- The 10-20-70 Principle & 3 Stages of Counselor Development
- 7 Team expectations for managers
- Effective management triangle
- 3 main business indicators: number of active finacial consultants, number of contracts/ financial consultant, and case size
Module 6: First meeting goal setting and action plan
- Method of determining sales goals based on financial need
- The 5-step process of implementing the first meeting
- Practice meeting with the “first meeting minutes” tool, with the commitment of the consultant and the manager.
- New consultant monitoring plan for the first 30 days
Module 7. Weekly business monitoring meeting (3i & PEP meeting)
- Steps to take Before-During-After the meeting
- 3i Team Meeting Process: Inform-Instruct-Inspire
- Meeting Process 1-1 PEP: Performance Evaluation & Planning
Module 8. Coaching Principles & Role-playing Skills
- The Core Elements of an Effective Coach
- New consultant training plan for the first 30 days
- Model of skills training PESOS
- Practice your skills to deal with customer objections.
Module 9. Practical Training – Joint Field Work (JFW)
- Steps to prepare before the consultation
- Points to note during the consultation
- Feedback after consultation
- Role-play practice
OPENING SCHEDULE
OPENING SCHEDULE: December 17-18
FEES: 2,997,000 VND
FORM OF TRAINING: Offline in HCMC
REGISTER