TATIL Life’s acting Chief Executive Officer – Mr. Ronald Lai Fang (left) chats with Pastor Clive Dottin (right) following the insurance company’s 2015 inaugural sales meeting at Radisson Hotel last week. Looking on is Mr. Herman Creque, TATIL’s superintendent of agencies. Photo: KRISTIAN DE SILVA
Life agents of the T&T Insurance Limited (TATIL) got the jumpstart they needed for the new year at the company’s inaugural sales meeting or “blast off” as it is more commonly known on Wednesday, January 7. Themed, The Best Year Ever!, the agents were treated to an inspiration-packed programme set to get them on their best sales footing for the coming year.
TATIL Life’s acting CEO, Ronald Lai Fang said the theme was chosen with agent’s performance in the last quarter of 2014 in mind.
“It became evident that they applied themselves beyond what we expected them to for the Christmas campaign and, based on how they performed, we felt that if we were to challenge them even more deeply or even more greatly, then we would have the kind of result the company expects.”
The TATIL Life Executive said the two main areas of focus for 2015 would be increasing the company’s annual premium income and applications. The programme was not only meant to challenge the agents to aim higher this year, but also to treat potential trouble spots.
One of the event’s presenters, veteran insurance salesman Carlyle Fletcher demonstrated how agents can deal with a particular area of concern,that of cancellation of second interviews through an entertaining and revealing programme.
Fletcher, a member of the Lifetime Million Dollar Round Table, told the agents gathered that the way to increase their sales numbers was by keeping their financial needs analysis process simple, the number of potential client interviews down to one and accurately assessing their needs the first time.
The Sunday BG and Lai Fang discussed other potential troubles agents could face, especially in the current low interest rate environment which has been affecting the financial services sector and which Lai Fang admitted had caused TATIL problems last year.
“This is where the needs-based selling comes in,” said Lai Fang “This is what Mr Fletcher’s address would bring out. The whole question of the low interest rates now, I expect and I think I’ve already seen the shift away from, you know you just mentioned the young people are more interested in living benefits policies, there will have to be a shift away from that because the low interest rates cannot support it.”
Asked if TATIL intended to introduce any new products over the coming year to treat with the realities of the market, Lai Fang said the company currently had a suite of living and death benefit products and had no intention of introducing new ones in 2015, though he said that products were tweaked from time to time.
Pastor Clive Dottin also made an appearance at the event to exhort agents to behave in an ethical manner that brought pride to the industry. Dottin also urged the company to become more involved in solving the society’s problems by starting its own community programme and told the agents to surround themselves with positive influences.
Article Source: Sunday Business Guardian