The Institute Of Insurance Sales Training

The Institute of Insurance Sales Training Franchisee of National Insurance Academy’s School for Producer Development

Pioneers in Life Insurance Sales Training Set up by successful Life Insurance Sales Trainers

Skills Habits Attitude and Knowledge Training Interventions

(SHAKTI) For the First Time Ever A Systematic Learning Process for Selling Life Insurance

Certification Courses from The Institute of Insurance Sales Training Recognized by National Insurance Academy, Pune Certified Life Insurance Sales Professional (CLISP) Certified Life Insurance Sales Manager (CLISM) Certified Life Insurance Financial Advisor (CLIFA) PROSPECTUS 2009 National Insurance Academy’s School for Producer Development is accredited by the National Assessment and Accreditation Council, (NAAC), University Grants Commission (UGC), as a Grade A Institution

We understand Life Insurance Sales Training

Contents WHY SHOULD YOU TAKE IIST COURSES? CERTIFICATION COURSES AT A GLANCE ABOUT NATIONAL INSURANCE ACADEMY ABOUT IIST THE UNIQUE FEATURES OF IIST TRAINING SAMPLE TESTIMONIALS RECEIVED QUALITY ASSURANCE STATEMENT PRINCIPAL’S MESSAGE FOUNDATION COURSE IN LIFE INSURANCE

3 4 5 5 6 6 8 10 11

THE CERTIFIED LIFE INSURANCE SALES 13 PROFESSIONAL THE CERTIFIED LIFE INSURANCE SALES MANAGER 14 THE CERTIFIED LIFE INSURANCE FINANCIAL 15 ADVISOR ACADEMIC POLICY STATEMENT PLACEMENTS ADMISSION PROCEDURE

16 18 19

SAMPLE LIST OF SHORT DURATION COURSES OFFERED

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Why should you take IIST courses?

Y O U

Will learn on-the-job skills and techniques that have made thousands of sales persons successful the world over Will be taught in a classroom and be mentored on the job – the only sales training institution to do this Will enter an exciting career with confidence Will have an opportunity to earn much more money than you can imagine at a young age Will have an opportunity to set up your career along systematic lines for longterm success

W E

Have conduct training for more than 3000 sales persons with selling experience Have created hundreds of successful sales persons in life insurance Have faculty known and respected in the industry

IIST is a part of the world-renowned National Insurance Academy, Pune offering world-class training for life insurance sales persons IIST is a recognized training institution with the top performing companies in India Life Insurance Corporation of India Bajaj Allianz Life Insurance Company Limited Reliance Life Insurance Company Limited Tata AIG Life Insurance Company Limited Hundreds of agents, advisors, development officers, sales managers, unit managers, branch managers, area managers, senior divisional managers, zonal managers of these organisations have benefited.

Why not you? Do not despair even if you have no experience. At IIST we have found a way to train people with no experience and make them successful a very short time. Read this Prospectus to find out the Course that suits you and get in touch with us today! Join the fastest growing sector in the country today and position yourself for high income earning possibilities. Remember the highest earners in life insurance sales are earning more than Rs.1 crore!

We Are Not a Recruitment Agency We Are An Educational Institution

Certification Courses at a Glance Check the Prospectus for details. This summary is provided only as a ready reference. Fees stated below are for programs are conducted at NIA, Pune. For other venues contact IIST.

For those without experience or qualifications in life insurance and fresh graduates/post graduates

Foundation Course for all Certificate Course

Principles of Life insurance Underwriting, Policy servicing, life insurance, products, pricing, Proposal claims Life insurance riders, options, Form contracts policy conditions 15 days Rs.15,000 Non-residential Duration Course Fee The Foundation Course is compulsory for those without experience or adequate qualifications wishing to undertake any of the three certification programs listed below Course Content

Certified Life Insurance Sales Professional (CLISP) Course Content Duration

Sales Process Skills 15 days

Working Habits Course Fee

For those working as agents, advisors, insurance sales executives, engaged in directly selling life insurance Self Development Rs.15,000 Non-residential

Suitable for all sales persons in all channels of distribution

For those working as development officers, unit Certified Life Insurance Sales Manager (CLISM) managers, sales managers, branch managers, etc Course Content Duration

Sales Process Skills 15 days

Recruitment

Coaching

Course Fee

Rs.15,000

Performance Management Non-residential

Suitable for executives in all channels of distribution For working sales persons who want

Certified Life Insurance Financial Advisor to learn investment management for (CLIFA)

the purposes of selling

Course Content

Risk, Return and Yield

Financial Markets

Duration

10 days

Course Fee

How to sell life insurance as an investment product Rs.15,000

Building trust

Non-residential

You can also enquire for distance learning mode for this course

Suitable for all life insurance sales persons in all channels of distribution

About National Insurance Academy NIA was established in 1980, primarily as a training institute for senior executives of insurance industry by the Life Insurance and General Insurance Industry with the active support of Government of India, Ministry of Finance. Over the years, Academy's activities proliferated and now cover training, research, education, consultancy and publications. The Academy has been recognized as an Associate Member of the Federation of Afro Asian Insurers and Reinsurers (F.A.I.R.) and also for imparting training under the Technical Cooperation Scheme of Colombo Plan (TCS). This will further strengthen the academy’s relations among the Afro-Asian Insurance Market. The National Insurance Academy has received accreditation of the Institute for Global Insurance Education (IGIE). This has made it to be the 25th Global accredited academy and gives affiliation with CPCU, USA, CII, London and Canadian Institute of Insurance.

About IIST The Institute of Insurance Sales Training (IIST) was set up for the training and development of the agents and their supervisors. IIST is promoted by N. Ashok Kumar, who was previously the Head of Sales Training at Bajaj Allianz Life Insurance Company Limited. He has trained more than 2000 sales professionals at Bajaj Allianz. Ashok Kumar has been in teaching and research for nearly 25 years and has previously worked in Symbiosis Institute of Business Management, Symbiosis Centre for Management and HRD, The Times Research Foundation and ICFAI Business School. IIST specializes in training for skills and providing tools to the salesperson to succeed in the market. It is the policy of IIST to provide only such training that can be implemented in the market place. Using tried and tested methods, IIST offers training and coaching, research and consultancy, designed to enhance the productivity of the sales force, through improved sales techniques, and sales management techniques. IIST has been conducting training for Agents and Development Officers of LIC of India at National Insurance Academy, Pune, and at the Divisional Offices of LIC besides Bajaj Allianz Life Insurance Company Limited. Through the National Insurance Academy, IIST has also trained Senior Divisional Managers, Marketing Managers, Branch Managers and other senior officers of LIC of India.

The Unique Features of IIST Training The IIST is the only sales training institution in the country that Informs its trainees of the sales performance levels they can reach with every training module. Mentors its trainees, after classroom training is over, for higher sales performance as compared to their performance prior to joining any of the training modules. Works closely with life offices to design sales management systems that are congruous with the training inputs given to the trainees. This practice recognizes the fact that training and sales management go hand in hand – whether the control is exercised by the Company or by the trainee himself. Customizes training inputs to sales management practices of the life office. Has a highly successful training content for formation of good working habits amongst sales persons.

Sample Testimonials Received N. Krishnan, Senior Divisional Manager, Kolkata Metropolitan Division 1, LIC I place on record my appreciation for your efforts and time taken by you in coming over from Pune exclusively for us. I am also getting excellent feedback on the inputs provided by you and the rewards that our Development Officers are going to get from now onwards. Stephen Ilango, Development Officer, Tanjavur Division, LIC My team did 3585 Policies, 28 Cr SA and 3.75 cr FPI (including ULIP) for the financial year 2006-07. Your training and motivation only helped me to get this much of good business. I motivated my agents to do 10000 policies this year. Please guide me continuously for my success. Manohar Wagh, Branch Manager, Nandurbar, Bajaj Allianz Life Insurance Now I am finding myself more confident and organised. Have started all the activities as I learnt. I am finding very bright future of my branch. Mukesh Mistry, Sr. Branch Manager, Pandesara Branch, Surat, Bajaj Allianz Life It was a great learning session I had with you. I have started to implement so many things what I learnt from you. Thank you very much Sir... Gavai, Development Officer, LIC, Sholapur I am very much thankful to you Sir. Your training opened my eyes and showed me what a big market is waiting for me.

Santharam, Chairman Club member, LIC The training program during the period 25-04-07 to 27-04-07 at Pune was exhaustive and extremely helpful for me in many ways. Now I feel am really motivated to focus on the new business adopted by your teachings. Thank you very much for the guidance, hospitality and the affection shown towards me during my stay at Pune. Once again I take the opportunity in thanking you for the support rendered to me. Himanshu Sampat, Area Manager, Ahmedabad, Bajaj Allianz Life Insurance Your training was of immense value as not only did it provide value addition but also made us use our minds to create a lot of new thoughts. I assure you that not only did the training help me in changing my management style but also it changed the outlook in my life. Now I am very much more confident than before. As always I would be looking forward for your valuable inputs from time to time.

You too can be like hundreds of insurance salesmen and managers trained at IIST

Successful, Powerful and Rich

IIST has trained more than 3000 sales persons in life insurance sales.

Learn the secrets of the Sales Masters and become one Don’t miss this opportunity. It’s your gateway to a successful life.

Choose from three courses as per your need Placement assistance provided

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Corporate Club members of LIC trained by N. Ashok Kumar, Principal IIST

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Ashok Kumar (on the left), Principal IIST in a training program with a participant, Sunil Mistry, Sr. Branch Manager, Bajaj Allianz Life Insurance

Faculty • • •

N. Ashok Kumar, previously worked with Bajaj Allianz Life Insurance Company Limited as Head of Sales Training, Principal, IIST V. Natarajan, ex-LIC, and Chief Coach IIST, Trichy, Tamil Nadu T.R. Sundaram, ex-LIC also worked in Bajaj Allianz Life Insurance Company and Metlife as a trainer, and Chief Coach, Thrissur, Kerala

Quality Assurance Statement At the beginning of each training program you will be informed of the exact skill or technique you will learn and the impact it is likely to have on your sales performance You will be trained on the specified skill and be given specific directions on post-training practice and implementation Post-training corrective action will be suggested depending on the nature of problems faced and reported

National Insurance Academy Balewadi, Pune 411 045 Phone 020-27204000, 020-27204444

TO WHOMSOEVER IT MAY CONCERN National Insurance Academy has promoted the School for Producer Development (NIASPD, for short). National Insurance Academy has entered into a franchisee arrangement with N. Ashok Kumar, promoter of The Institute of Insurance Sales Training to conduct the activities of the National Insurance Academy’s School For Producer Development. As a franchisee, N. Ashok Kumar (through The Institute of Insurance Sales Training) shall be conducting education, training, research and consulting programs for development officers/unit managers/agency managers/sales managers/ front office managers, etc., and for agents in the insurance sector. In addition to short duration training programs, the Institute conducts the following certification programs for sales persons in the insurance sector: 1. Certified Life Insurance Sales Professional 2. Certified Life Insurance Sales Manager 3. Certified Life Insurance Financial Advisor This is issued to inform parties contracting with N. Ashok Kumar or with The Institute of Insurance Sales Training; and the general public; of the existence of the franchisee arrangement between the National Insurance Academy and N. Ashok Kumar.

Sd/Director

Principal’s Message Thousands of life insurance sales persons have succeeded across the world using time tested skills and techniques – things that can be learnt through self-discipline and application. The Institute of Insurance Sales Training (IIST) brings you these tried and tested techniques wholly customized for Indian conditions and markets. Persons who have successfully trained hundreds of life insurance professionals for their betterment and enhanced earnings have established IIST. You have been hearing of the great opportunities in life insurance sales for a long time and have always wondered how to make a career for yourself in these exciting times. Have no doubt that a sales career in life insurance sales is the most exciting sales career a salesman can aspire for. Your wait is over. The IIST set up as a franchisee of the world-renowned National Insurance Academy (the apex Insurance training institution in India) offers you a highly specialized educational program to equip you to join life insurance companies as thorough sales professionals. Recession has not stopped life insurance companies from slowing down on recruitment of sales professionals. In fact they have increased the numbers to be recruited. In the next year alone more than 25000 unit manager positions are likely to be available. A trained agency leader (called development officer in LIC) is one of the most sought after resources amongst life insurance companies. Apart from this thousands of salaried agents and commission agents are also going to be in demand this year. Position yourself for these opportunities. The IIST will train you in the skills, the techniques and the habits that open up the floodgates to fame and fortune for a salesman determined to make it big and with a willingness to learn and apply what is taught. The IIST will take you through classroom training followed by faculty-supervised field training using the skills taught, and a 3month mentor-supported internship in a life insurance company or intermediary. I invite you to read this prospectus and learn how you can gain from joining IIST at the National Insurance Academy. N. Ashok Kumar Principal

Foundation Course in Life Insurance The Foundation Course is a prerequisite to all the three certification courses in this Prospectus – CLISP, CLISM, CLIFA. It is therefore a compulsory course. Exemption criteria: 1. 12th standard (Higher Secondary Certificate examination) pass, and 3 years experience in life insurance sales/sales management are exempted from the Foundation Course or 2. MBA from National Insurance Academy, Associate-ship from the Insurance Institute of India, and other qualifications evaluated on a case to case basis or 3. Candidates sponsored by companies where the sponsoring company shows that the candidates being sponsored have undergone training on the contents of the Foundation Course Candidates not meeting the exemption criteria shall be required to undertake the Foundation Course in Life Insurance as a prerequisite to taking up any of the certification courses. Candidates seeking exemption from the Foundation Course will be required to submit all documents necessary to establish their claim to the exemption. Course Content Fundamentals: Risk and risk management, pooling and sharing, perils and hazards, speculative risks and pure risks The contract of life insurance: Types of contracts, bilateral contract, unilateral contract, commutative contract, aleatory contract, bargaining contract, contract of adhesion, contract of indemnity, valued contract, Provisions in a life insurance contract while the insured lives, when he dies, when he stops premium payment, The Principle of Utmost Good Faith – Its importance in a life insurance contract, material facts, non-disclosure of material facts Generic products: Term, whole life, endowment, money back, pensions, group, market linked, with profits and without profits, riders, options Product pricing: mortality, investment, expense and contingency, pricing strategies Underwriting: Risk Appraisal & Selection Process,, Risk Appraisal & Selection Process, Proposal Form - Age & Sex, Avocation, Medical History, Occupation Inspection Report - Habits/Character, Financial Condition, Occupation/Business, Agent’s Confidential Report, Financial Statements, Credit Reports, Medical Records, Medical Information, Policy issuance procedures, MHR Policy servicing and claims: Importance of policy servicing, changes nomination, address, renewal premium, policy status, policy loans, maturity claims, death claims surrenders, lapse, revival, additional risk cover Unit linked Insurance: Concept of units, cost of insurance and unitization, basic differences between unit linked insurance and conventional insurance, features of a unit linked insurance plan, Net Asset Value, money markets, debt markets, share markets, risk and return in investments, concept of yield, profiling a prospect’s willingness to take risks.

Course Fees: Rs.15,000 (non-residential) Course Duration: The duration of the Foundation Course is 15 days. Evaluation: Candidates will be required to pass a written test of 2 hours duration in order to be eligible for CLISP, CLISM or CLIFA, unless exempted as per the exemption criteria specified above Certification: The Institute does not issue certificates for the successful completion of the Foundation Course. This is not a stand-alone course; it is a part of other courses.

The Certified Life Insurance Sales Professional The first and only such course available to life insurance sales persons!!! Meant essentially for those involved in direct selling of life insurance or those intending to start selling life insurance. This includes fresh graduates/undergraduates without work experience, sales persons with experience in other industries, life insurance agents, life insurance advisors, life insurance consultants, etc. working in tied individual agency /corporate agency /bancassurance or with brokers. However those in supervisory positions such as development officers, unit managers, branch managers, etc and life insurance sales trainers seeking to enhance their selling skills can also undertake this course.

Course Structure Foundation Course Fresh graduates, post-graduates and others with no experience in selling life insurance will be required to complete the Foundation Course before being eligible for admission for the Certified Life Insurance Sales Professional Course. All other candidates can get direct entry to the course. The CLISP Course The Course consists of 10 modules that cover the subjects of Prospecting, Getting Referrals, Getting Appointments, Fact Find Skills, Presenting a Product, Objection Handling and Closing a Sale. Duration: 15 Days Certification Certification of the student will be based on a. Satisfactory progress from one module to another b. Demonstrated application of the skills and techniques taught c. Demonstrated application of the working habits specified by the Institute d. Strict adherence to the Code of Ethics of the Institute e. Achieving sales performance norms set by the Institute f. Maintenance of all records and regular submission of the same to the Institute g. Feedback from the employer on work place behavior and performance Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy Requests for Other Venues Requests for other venues will be considered on a case-to-case basis, after the Institute satisfies itself on training standards of IIST being met at the requested city/venue. In all cases only IIST certified trainers would conduct the training program. The Fee structure will change at other venues, depending on the costs at the requested venue.

The Certified Life Insurance Sales Manager The first and only such course available to life insurance sales supervisors!!! Meant for those involved in managing sales of life insurance in supervisory positions such as development officers, unit managers, branch managers, sales trainers etc seeking to enhance their sales management skill. Those intending take up jobs as unit managers, sales managers, agency managers, branch managers etc, such as fresh graduates without work experience, sales persons with experience in other industries can also take up this course. Life insurance agents, life insurance advisors, life insurance consultants, etc. working in tied individual agency /corporate agency /bancassurance or with brokers intending to take up supervisory positions in life insurance can also apply.

Course Structure Foundation Course Fresh graduates, post-graduates and others with no experience in selling life insurance will be required to complete the Foundation Course before being eligible for admission for the Certified Life Insurance Sales Manager Course. All other candidates can get direct entry to the course. The CLISM Course The Course consists of 7 modules that cover the subjects of coaching agents on sales process skills, recruitment of new agents, managing agents for performance, sales activity management, and recruitment activity management. Duration: 15 Days Certification: Certification of the student will be based on h. Satisfactory progress from one module to another i. Demonstrated application of the skills and techniques taught j. Demonstrated application of the working habits specified by the Institute k. Strict adherence to the Code of Ethics of the Institute l. Achieving sales performance norms set by the Institute m. Maintenance of all records and regular submission of the same to the Institute n. Feedback from the employer on work place behavior and performance Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy Requests for Other Venues Requests for other venues will be considered on a case-to-case basis, after the Institute satisfies itself on training standards of IIST being met at the requested city/venue. In all cases only IIST certified trainers would conduct the training program. The Fee structure will change at other venues, depending on the costs at the requested venue.

The Certified Life Insurance Financial Advisor The first and only such course available to life insurance sales persons!!! Meant essentially all those involved in selling or wanting to sell unit linked insurance. This includes development officers, unit managers, agency leaders, sales managers, sales development managers, area managers, branch managers, agents, insurance advisors and insurance consultants.

Course Structure Foundation Course Fresh graduates, post-graduates and others with no experience in selling life insurance will be required to complete the Foundation Course before being eligible for admission for the Certified Life Insurance Financial Advisor Course. All other candidates can get direct entry to the course. The CLIFA Course The Course consists of 5 modules that cover the subjects of Risk and Return, Yield and IRR, Financial Markets, How to sell life insurance as an investment product, objection handling, and developing the trust of customers. Duration: 15 Days Certification: Certification of the student will be based on a. Satisfactory progress from one module to another b. Demonstrated application of the skills and techniques taught c. Demonstrated application of the working habits specified by the Institute d. Strict adherence to the Code of Ethics of the Institute e. Achieving sales performance norms set by the Institute f. Maintenance of all records and regular submission of the same to the Institute g. Feedback from the employer on work place behavior and performance Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy Requests for Other Venues Requests for other venues will be considered on a case-to-case basis, after the Institute satisfies itself on training standards of IIST being met at the requested city/venue. In all cases only IIST certified trainers would conduct the training program. The Fee structure will change at other venues, depending on the costs at the requested venue.

Academic Policy Statement Academic Objective The objective of all courses at IIST is to provide practical working tools and techniques through skill transfer, creating a consciousness for good working habits, and to provide a path for ethical selling of life insurance. Training for skills The Institute offers courses that are designed to enhance skills and knowledge and to form appropriate work habits and work attitudes. The Institute does not conduct motivational programs. The stress is on sales and sales management techniques. Training content All training content for the training programs is developed internally at the IIST. The training content for all courses is the copyright of IIST. Language of instruction The language of instruction will primarily be English, though attempts will be made to supplement the instruction in other Indian languages such as Hindi, Tamil, Malyalam, etc depending on the faculty’s ability to do so. It is the policy of IIST to help the trainee to understand the skills taught. IIST has trained more than 2000 sales professionals and language has not been a constraining factor. Faculty Primarily full-time trainers employed at the Institute shall provide training. As a policy the IIST does not believe in part-time or visiting faculty. All trainers are experienced in life insurance sales and/or in sales training. Practicing sales managers from life insurance companies may also be engaged to provide an insight on the latest industry trends. All faculty members will be IIST-certified trainers, who are proficient in IIST training content, method and delivery. Guest Lectures Regular guest lectures by successful life insurance agents and life insurance sales managers shall be arranged. These sessions will give useful selling and sales management tips to students. Trainees The IIST specializes in providing education and training for development officers/unit managers/agency leaders/sales managers/sales team managers, etc. and agents, for life insurance companies, brokers, corporate agents, and other channels of distribution. With a view to develop the insurance sector, IIST also trains those from outside the life insurance sector to find jobs in the life insurance sector. Batch size The batch size for any single classroom course is restricted to 40.

Industry-Academics interface One of the corner stones of IIST training is the strong industry-academics linkage in which the Institute works. IIST provides numerous consulting assignments for life insurance companies. This forms the basis for the Institute to impart the latest market trends to its students. Candidates recommended by companies In many cases life companies or their intermediaries may recommend candidates to under take courses at IIST. Such recommendations are welcome. All such candidates will have to adhere to the minimum eligibility norms for each course, and also complete the selected course as per the requirements of the course. Candidates recommended by companies will not be permitted to participate in the placement procedure of the Institute. They will necessarily be required to go back to the company that has recommended them. Certification On the successful completion of all necessary requirements and being eligible for the award of certificates, the students will be given certificates. The certification of participants at the training programs conducted at the IIST will carry the seals of NIA and the IIST. Residential Facilities IIST does not have any residential facilities. The student is expected to search for suitable accommodation at the town where the training is being conducted. Training at places other than Pune IIST will normally not conduct the courses at a location other than at NIA, Pune. However specific requests received will be assessed in terms of the seriousness of the requests and the participants, the assessment of IIST that training standards can be maintained at the location of the intended training and the availability of IIST-certified trainers. For all such training the fees specified in this Prospectus will be suitably changed to reflect the costs of training at a location outside the campus of NIA, Pune. Short-duration courses A variety of short duration courses for practicing agents, development officers, unit managers, branch managers, etc in the area of sales and sales management stretching from 2 days to 6 days are conducted. Requests for such training are entertained and are welcome.

Placements Placement services are offered to fresh graduates or postgraduates or those entering the industry of life insurance for the first time. This service is not available to persons who are already working in the life insurance sector. For fresh graduates or postgraduates or those entering the industry of life insurance for the first time working in a company is a part of the Course. The Institute will do everything it can to place students. There are opportunities galore in sales in the life insurance sector. These opportunities are in the form of commission agents to start your own business, salaried agents, agency supervisors, unit managers, and many other positions. The life companies will welcome trained persons to take positions as Unit Managers/ Sales Managers/ Agency Leaders/ Sales Development Managers. The life companies, banks, corporate agents, brokers and others will also welcome trained persons to work as commission agents, or salaried agents. The Institute has a fairly good idea of the knowledge and skills required for such positions. The Institute’s courses are in the nature of on-the job skills training. Over the past few years the Institute has developed a good reputation amongst life companies, where hundreds of the persons trained by the Institute are placed as Zonal Managers, Divisional Managers, State Managers, Branch Managers, unit managers, commission agents and so on. Students joining IIST courses will get the full benefit of all this goodwill. Moreover it is the policy of the Institute to provide practical training as described in this Prospectus, and this is part of the curriculum. Employers in the market recognize IIST for this quality. Placements are the natural consequence of this policy. In case an employer has recommended a candidate for admission to the course, the candidate will not be allowed to participate in the placement procedure of IIST. Such candidates will be required to join the company that has recommended him for the course.

Admission Procedure What have you to do to join this Course? Your first step is to take our specially designed sales aptitude test. You can then decide to meet us for a face-to-face meeting. These two steps will help you decide the suitability of the Course and help you reach a more knowledgeable decision. The entire procedure is designed to help both the Institute and you reach a decision on whether the course will help you or not. As a policy we would not like to mislead candidates into a sales career in life insurance. Our admission procedure will increase the probability of your taking the right decision. Follow these steps to get on to the fast track of success: 1. Get the Application Form from the National Insurance Academy website by clicking on the link SPD or from the IIST website www.insurancesales.in from the office of The Institute of Insurance Sales Training located at National Insurance Academy, Balewadi, Pune 411 045. Phone 020-272051/57. For people working in life insurance sales 2. Submit the Application Form to the IIST office and get a date for training 3. Admission is not dependent on sales aptitude tests or on interviews For fresh graduates/postgraduates/persons from outside the life insurance sector 4. Submit the Application Form to the IIST office and get a date for a sales aptitude test 5. Depending on your sales aptitude test results you will be called for an interview 6. Selected candidates will be required to submit all necessary documents as indicated in the Application Form along with the course fees in full within 5 days of being intimated of the selection. When is the next batch starting? Admission is continuous activity. New batches are started at regular intervals. Hence there is no last date for receiving applications or for the conduct of written tests. On receipt of the application form IIST shall make arrangements for conduct of the written test at a location at or near the town of residence of the candidate. Interviews shall be held at a central location either at Pune or other towns. Confirmation of Admission At the end of the selection procedure the candidate shall be intimated of the result. A selected candidate shall be given 5 days to submit the following: • Educational qualification certificate and mark sheets • Age proof • Two passport size photographs • Work experience certificates • Proof and Declaration of good health to undertake the Course • A pledge to follow the Institute’s Code of Ethics and adhere to the Institute’s value system

•

A Demand Draft of the fees applicable for the course drawn in the name of The Institute of Insurance Sales Training payable at Pune

Admission to the course will be confirmed only after receiving the above. Selected candidates will be allotted the earliest available batch, subsequent to the confirmation of admission.

Sample List of Short Duration Courses Offered Conducted For Experienced Persons Only 1.0 For Development Officers and Unit Managers a. Recruit 20 quality agents in one month b. How do I activate my agents? c. My role, responsibilities and accountabilities d. Setting my income goals e. My agent and me – the first two months f. Taking my agent out of his natural market g. Why recruit agents every month – and how h. Basic Course on Objection Handling i. Advanced Course on Objection Handling j. Closing Techniques k. Basic Course on Finance for unit linked products l. Advanced Course on Finance for unit linked products m. How to generate HNI leads n. How approach HNI prospects o. Financial Management of HNIs p. Needs Analysis for HNIs q. Dealing with HNI’s consultants/advisors 2.0 For agents and insurance consultants a. Learn To Earn Rs.100,000 within 3 months b. Basic Objection Handling Course c. Graduate beyond your natural market d. Double your per policy average premium e. Present benefits to prospects – not product features f. Increase your average per prospect premium booked g. Advanced Objection Handling Course h. Closing Techniques i. Basic Course in Finance for unit linked products j. Advanced Course in Finance for unit linked products