apply online at: contact: kamlesh gurbuxani on 98696 24991 career as lic agent kamlesh gurbuxani,...

Apply online at: www.licguru.in Contact: Kamlesh Gurbuxani on 98696 24991

Career as LIC Agent

Kamlesh Gurbuxani, CFPCM

Development Officer

LIC of India

By


STAND OUT FROM THE CROWD

This Career Opportunity is

Not for Everybody,

It is only for those who

Want to be Somebody.


Job Profile of LIC Agent

The main job of LIC Agent involves: • Prospecting: Identifying the

prospective customers and fixing appointment.

• Need Analysis: Identifying the needs and getting the prospect agree that need exists. (i.e. Family Income Provision, Children Education and Marriage Provision or Retirement Income Provision.)


Job Profile of LIC Agent

• Plan Presentation: Suggesting suitable plans that fulfil the needs as agreed by the prospect.

• Closing the Sale: Convincing the prospect that you have suggested the best possible solution for his needs and ask for the order.

• After Sales Service: Provide efficient after sales service and claims settlement.


Attributes you should possess

To become Successful LIC Agent:• You should be outgoing and love to meet

people.• You should be ambitious to start your own

Business.• You should have Good Communication

Skills.• You should have lot of Perseverance. • You should be willing to work hard with lot of

Dedication and Devotion.


Benefits of LIC Agency as a Career

• LIC agency is considered today as the highest paid profession in the world.

• It also provides you with the Royalty Income. • You can start your own Business with less

Capital Investment. • You have freedom to set your own working

hours.• You have the opportunity to earn as per your

potential.• Your work gets easier and less demanding

as your business grows.


Market Potential

1. Indian Insurance Market:• It is one of the least Insured Market in the world. • Out of total insurable population only 40% are

covered till today.• These 40% also are also not adequately covered. • Only 20% of total agency force is working as

Professionals, and these 20% brings 80% of total life Insurance business.

• We will help build your career as a professional agent and make sure that you will be among these top 20% agents.


Market Potential

2. Growth Opportunities: a. Low Insurance Penetration.b. Low Insurance Density.c. Low share of world premium.d. High per capita Savings.e. Increase in working population.f. Growth in personal Income.g. High Consumer Awareness. h. Strong LIC brand.


Market Potential

a. Low Insurance Penetration:• Insurance penetration is measured by

Premium as a percentage of GDP.

• We will come to know about the potential when we compare the difference in penetration level in India with other countries of the world.


Country Penetration (%)

Taiwan 15.40

South Africa 12.00

Hong Kong 10.10

United Kingdom 9.50

Japan 8.00

Finland 7.50

France 7.40

South Korea 7.00

Switzerland 5.50

Singapore 4.60

India 4.40

Source: Swiss Re, Sigma 02/2011

The penetration level in India for the year 2010-11 is about 28% of Taiwan, 37% of South Africa and 44% of Hong Kong. The above figures show that there is tremendous potential available in India to match the figures of Asian and other countries of the world.


Market Potential

b. Low Insurance Density: • Insurance Density is the ratio of

premium to total Population.

• We will come to know about the potential when we compare the difference in Insurance Density in India with that of other countries of the world.


Country Density in USD

Switzerland 3666.80

Japan 3472.80

United Kingdom 3436.30

Hong Kong 3197.30

France 2937.50

Taiwan 2756.80

Singapore 2101.40

United States 1631.80

South Korea 1454.30

India 55.70

World Average 364.30


Insurance Density for the year 2010-11 in India is just 15% of the world average and only 1.5% of Switzerland. There is huge potential available just to reach the world average and to reach the figures of Asian and other countries of the world the scope is phenomenal.


Market Potentialc. Low Volume of Life Insurance Premium:

Rank CountryMarket

Share

1. USA 20.09%

2. Japan 17.50%

3. UK 8.49%

4. France 7.64%

5. China 5.67%

6. Italy 4.84%

7. Germany 4.56%

8. South Korea 2.82%

9. India 2.69%

Looking at the very low volume of life insurance premium of India, we can assess the available potential of Indian Life Insurance Market.



Market Potential

d. High per capita Savings:• Indian household saving in financial sector

is 32% of gross domestic savings for the year 2007-08. The share of life Insurance premium was 17.9% of gross house hold savings.

• Indian house holds saves more than those in other emerging markets like China and Brazil. The corresponding house hold savings in Brazil are 5%, China-15%, UK-2%, USA-1% of gross domestic savings.

(Source: “National Income Statistics,” July 2010, CMIE).


Market Potential

e. Increase in working population: • 56% of Indians were under age 15 or over

age 64 in 2010. Research by Morgan Stanley shows that India’s working-age population will increase by 136 million by 2020. (China’s working-age population, by comparison, will grow by 23 million.)

• The expected increase in young working population shows the potential available in India for Life Insurance Business.


Market Potential

f. Growth in personal Income:As per report of National Council of Applied Economic Research (NCAER) 2009-10, there are 28.4 million families with incomes between Rs 2 lakh and Rs 10 lakh per annum. (This is as per the World Bank definition of middle class.) The number of such households was 4.5 million in 1995-96 and 10.7 million in 2001-02. The report said that two thirds of the Indian middle class is to be found in urban India.


Market Potential

f. Growth in personal Income:Report on the savings pattern states that:

83% save for emergencies,

81% for Children’s education

69% for old age,

63% to meet future expenses towards marriages, birth and social ceremonies.

The above pattern indicates tremendous scope for life Insurance products.


Market Potential

f. Growth in personal Income:As per report of Confederation of Indian Industry (CII) and Ernst and Young in September 2010, The projected per capita GDP of India is expected to increase from `18,280 in FY 2001 to `1,00,680 in FY 2026, which is indicative of rising disposable incomes. A recent study by McKinsey also predicts that India’s economy will grow fivefold in the next 20 years.The demand for insurance products is expected to increase in light of the increase in purchasing power.


Market Potential

g. High Consumer Awareness:• Splitting of joint families, absence of social

security scheme and opening up of Insurance sector has contributed to increased awareness about life Insurance.

• Rigorous advertisement by 23 life Insurance companies has made people realize about importance of Life Insurance.

• The total First year Premium of life insurance industry has increased from `9,707 crores in the year 2000-2001 to `1,25,826 Crores in the year 2010-11, showing a compounded annual growth of 29.20%.


Market Potential

h. Strong LIC Brand: You will be associated with one of the leading Life Insurance Company of the world. The brand image of LIC of India is huge, people in India identifies life Insurance as LIC only.

Thus selling life Insurance policies for LIC of India is much easier.


Market Potential

First Year Premium in Crores

Market Share

Number of Policies

Market Share

LIC of India 86,445 68.70% 3,70,12,277 76.91%

All 22 Private Companies 39,381 31.30% 1,11,09,013 23.09%

Total 1,25,826 4,81,21,291

Market Share of LIC of India as on 31/03/2011 is as under:

The above figures shows dominance of LIC of India even after 10 years of opening of the Insurance sector to private companies.

For the current year LIC market share under First Year Premium has increased to 76%.


Market Potential• The least Insured life Insurance Population, • Paucity of Professional Agents, • Low Insurance Penetration and Density, • Low Volume of Life Insurance Premium, • High rate of personal savings, • Young working population, • Burgeoning Middle and Higher income class, • Rising Insurance awareness and • Strong Brand image of LIC of India

All these positive aspects provide you with tremendous opportunity to build your career as a Professional LIC agent.


Remuneration • The remuneration will be paid to you in the

form of Commission as percentage of premium collected through the policies sold by you.

• It is not a one time commission on a sale made by you.

• It provides you the royalty income through out the term of policy. As long as policyholder pays the Premium you will get the commission.

• Moreover this commission is hereditary i.e. it will be paid to your nominees even after your death.


Remuneration

The Commission rates on regular premium policies are as under:

• First year Commission : 4% to 25% depending up on the type & term of the policy.

• Bonus Commission : 40% of first year commission.

• Renewal Commission:2nd and 3rd Year of Policy : 2% to 7.5% depending

up on the type & term of the policy.4th year onwards : 2% to 5% depending

up on the type & term of the policy.


Remuneration

Example of Commission on Endowment type of policy of Term 15 years and above:

• 1st Year Commission: 25% of Premium.

Bonus Commission : 40% of first year Commission (i.e. 10% of Premium)

Total 1st Year Commission: 35% of Premium• Renewal Commission:

2nd & 3rd Year of policy : 7.5% of Premium

4th Year onwards : 5% of Premium


Expected Premium

Expected Commission

1st year 2nd year 3rd year 4th year 5th year

12,00,000 4,20,000 90,000 90,000 60,000 60,000

24,00,000 8,40,000 1,80,000 1,80,000 1,20,000

36,00,000 12,60,000 2,70,000 2,70,000

48,00,000 16,80,000 3,60,000

60,00,000 21,00,000

TOTAL 4,20,000 9,30,000 15,30,000 21,90,000 29,10,000

Your Expected Commission for Next 5 years:

As Years pass by your Renewal Commission keeps on increasing thereby assuring you a pension for the next 20 to 25 years when you stop working ORto your family in event of your death.


Remuneration

We will make sure through our meticulous training that your earnings should be as per the chart shown, but that requires willingness on your part to take lot of physical pain.


Club Memberships

Club Membership is the recognition bestowed upon the agents to increase their status in the society and in the Corporation.


Club Memberships

Following are the levels of club membership depending up on the Business performance:

• Distinguished Club Member.• Branch Manager’s Club Member.• Divisional Manager’s Club Member.• Zonal Manager’s Club Member.• Chairman’s Club Member.• Corporate Club Member.


Club Memberships

Following additional benefits are given over and above the commissions’ payable:

1. Office Allowance to maintain your own office.

2. Telephone/Mobile bill reimbursement.3. Reimbursement of Sales Promotional Gift

items.4. Interest free advance for purchase of

Car/Motorbike.5. Interest free advance for purchase of office

equipments.6. Interest free advance for Training.


Club Memberships

7. Interest free Festival Advance.8. Housing loan at concessional rate of

interest.9. Term Insurance and Mediclaim benefits. 10. Guest house facility throughout India at

concessional rates as applicable to employees.

11. Annual Convention.12. Attestation authority.


Club Memberships

The total monetary equivalent of all above benefits ranges from `5,500 to `5,50,000, depending up on level of Club Membership.


Gratuity

Agents are entitled to get the gratuity at age 60/65 years after serving for minimum 15 years.

At present the Maximum Gratuity amount payable is `2,00,000 depending up on the amount of renewal commission paid during last 15 years before age 60.


International Recognition from MDRT

• Founded in 1927, the Million Dollar Round Table (MDRT), The Premier Association of Financial Professionals, is an international, independent association of nearly 36,000 of the world's leading life insurance and financial services professionals from more than 430 companies in 78 countries.

• MDRT members demonstrate exceptional professional knowledge, strict ethical conduct and outstanding client service.

• MDRT membership is recognized internationally as the standard of sales excellence in the life insurance and financial services business.



• To qualify for the membership of MDRT agents have to earn the prescribed First Year Commission excluding the Bonus Commission OR brings prescribed First Year Premium during the Calendar year.

• Total 6114 agents from LIC of India qualified for MDRT 2011.


Sr. No.

Membership CriteriaFirst Year

CommissionFirst Year Premium

1. MDRT Basic ` 7,89,100 ` 31,56,400

2. Court of the Table- COT 3 Times MDRT

` 23,67,300 ` 94,69,200

3. Top of the Table -TOT6 Times MDRT

` 47,34,600 ` 1,89,38,400

There are three levels of Membership with criteria for MDRT 2012:




Through our training process we will make sure that you will qualify for Basic MDRT by the end of 3rd year of your agency.


First Year Commission of Top 10 TOT-2011 Qualifiers from LIC

Rank Name Branch

First Year Commission Excl. Bonus Commission

1. Smt SANGITA MAHESHWARI Indore 1,39,08,873

2. Shri RAVINDAR JETHANI Mumbai 1,12,32,336

3. Smt HEENA HITESH SHAH Mumbai 1,00,80,553

4. Shri BHARAT V PAREKH Nagpur 89,63,842

5. Shri SHAILESHKUMAR S PATEL Ahmedabad 63,89,630

6. Smt JAYA KISHORE NAGARMAT Mumbai 52,65,208

7. Shri HITESH M SHAH Mumbai 48,48,036

8. Shri DILEEP KUMAR GUPTA Bhopal 48,45,431

9. Shri SATISH S ZANWAR Parbhani 48,45,327

10. Shri DEEPAK J DHABALIA Mumbai 48,17,661


Profile of LIC of India

Reach:• Central Office: Mumbai• 8 Zonal Offices: Mumbai, Delhi, Kolkatta,

Chennai, Bhopal, Kanpur, Hyderabad and Patna.

• 113 Divisional Offices throughout country.• 2048 Branch Offices at various places.• 1202 Satellite Sampark Branches.

All the branches are connected by wide area network, this ensures payment of Premiums anywhere across the country.



Vide Range of Products:We have more than 50 different products catering to the differing needs of all segments of the society. These are basic insurance plans (whole life, endowment and money back), Term Assurance Plans, Unit linked plans, Pension Plans, Health plan, Variable Insurance Products etc.



Awards won by LIC of India during 2010-11:

1. CNBC Awaaz Consumer Award- Most Preferred Brand of Life Insurance Policies.

2. Readers Digest Trusted Brand – Platinum category3. Most Trusted Brand in Insurance Category by ET Brand

Equity4. Outlook Money - Best Life Insurer Award5. AIMA- R K Swamy - High Performance Brand6. Golden Peacock Award for Excellence in Corporate

Governance7. Global Award for Brand Excellence in the Finance and

Banking Category by World Brand Congress8. Power Brand Award- India’s Most Powerful Brand chosen

by consumers



Awards won by LIC of India during 2010-11:

9. Most Preferred Brand of Life Insurances by Dainik Purvoday NE Consumer awards 2010

10. Most Preferred Life Insurance Co. by Global Youth Marketing

11. MYFM Stars of Industry Award for Excellence in Life Insurance

12. Shoppers and Consumer Insights Award for Excellence in Educating the Consumers for Consumer driven campaign “Why Go Anywhere Else?”

13. World HRD Congress for Innovative HR Practices14. INDY’s Gold Award for Best House Magazine15. ABCI Award for best photofeature & best illustrations in

‘Yogakshema’ House Magazine



Our social responsibility:

LIC offers life insurance protection under group policies to various groups such as employer-employee, co-operatives, weaker sections of society etc. and insurance coverage to people below poverty line at subsidized rates under social security group schemes like ‘Janashree Bima Yojana’ & ‘Aam Aadmi Bima Yojana’.The scheme ‘Shiksha Sahayog Yojana’ is a free add-on scholarship benefit that is available for the children of the members who are covered under Janashree Bima Yojana.



Golden Jubilee Foundation: LIC, as a part of its Corporate Social Responsibility, formed a Trust - ‘LIC Golden Jubilee Foundation’ in the year 2006, with the objective of promoting education, health, relief of poverty or distress and advancement of other objects of general public utility. As on date LIC has put in a Corpus of Rs. 90 Crores towards LIC Golden Jubilee Foundation and interest is distributed for various Charitable Purposes. So far it has sanctioned projects worth of Rs. 22.35 crore. LIC Golden Jubilee Scholarship Scheme provides scholarship to economically weaker sections of the society to pursue higher education at the rate of Rs. 100000/- per year for 10 students per Division till they complete their graduation/ professional course. Approximately 2650 students have benefited from the Scheme so far.


Valuation Results of LICFor the year 2010-11

Valuation Surplus after TaxGovt. Share @ 5%95% to be distributed to Policy Holders(Investment by Govt in LIC in 1956 is ` 5.00 crores only)

: ` 22,716 Crores: ` 1,136 Crores: ` 21,580 Crores

Total Number of Policies in force(More than Population of Many Countries)

: 28.59 Crores

Total Premium Income(The daily collection of Corporation is ` 678 Crores)

: ` 2,03,358 Crores

Total Gross Income for the year(Four Times the income of leading Bank in India)

: ` 2,99,272 Crores



Total Number of Claims Settled : 1,83,00,000

Total Amount paid towards claims : ` 52,160 Crores

Outstanding Death Claims(95.78% of Non Early Death Claims settled within 15 days)

Outstanding Maturity + Survival Benefit Claims(96.21% of Maturity/SB claims settled before due date)

: 1.47% only

: 0.37% only

First Year Premium Income(More than the total amount of claims paid)

: ` 86,444 Crores



Total Life Fund : ` 11,51,200 Crores

Total Assets of Corporation : ` 13,17,416 Crores

Investment in Govt/Infra/Social Sector : ` 7,49,150 Crores

LIC’s Market Share as on 31/03/2011(Remaining 22 private companies Market share: 31.30%)

: 68.70% on FYPI: 76.91% on Policies


Govt. Guarantee for LIC Policyholders

The sum assured of all policies issued by LIC of India including any bonuses declared in respect thereof and, subject to the provisions contained in section 14 the amounts assured by all policies issued by any insurer the liabilities of which have vested in the LIC of India under this Act, and all bonuses declared in respect thereof, whether before of after the appointed day, shall be guaranteed as to payment in cash by the Central Government. Under -Section 37 of LIC ACT, 1956


Advantages of Association with LIC

• You will be associated with number one life Insurance of India and one of the leading life Insurance companies of the world.

• With above financial position and Govt Guarantee selling policies of LIC will be much easier.

• Barring three companies all other 19 private life Insurance companies are in losses as on 31.03.2010.

• The death claim settlement of private companies is also now where near the standards of LIC of India.


Profit & Loss and Death Claim Analysis of All Life Insurers for the Year 2009-10

Profit/Loss (in Crores)

Company

Death Claims

For the year 2009-10

Total Carried forward as on

31/03/2010

% of Claim Amount Paid

% of Claim Amount Rejected

% of Claim Amount Pending

3.82 -19.97 Aegon Religare 41.86 43.80 14.34

-344.72 -1507.26 Aviva 80.01 14.41 5.58

542.29 -18.30 Bajaj Allianz 83.52 7.30 9.18

-478.17 -1218.07 Bharati AXA 68.44 31.56 0.00

-435.50 -2027.50 Birla Sunlife 78.92 20.32 0.51

-246.16 -477.03 Canara HSBC 24.21 10.11 65.68

-93.29 -137.75 DLF Pramerica 68.57 1.43 30.00

-356.86 -646.42 Future Generali 30.78 34.53 34.70

-275.18 -1466.50 HDFC Standard 83.49 7.39 9.13

257.97 -3518.49 ICICI Prudential 87.74 4.42 7.85

-104.95 -240.71 IDBI Federal 31.11 18.55 50.35

-44.79 -52.04 India First 41.18 5.88 52.94

-136.76 -1048.92 ING Vysya 83.93 7.39 9.13


Profit & Loss and Death Claim Analysis of All Life Insurers for the Year 2009-10

Profit/Loss (in Crores)

Company

Death Claims

For the year 2009-10

Total Carried forward as on

31/03/2010

% of Claim Amount Paid

% of Claim Amount Rejected

% of Claim Amount Pending

69.22 -255.12 Kotak Mahindra 82.26 5.31 12.43

-20.91 -1023.67 Max New York 61.69 14.35 23.96

25.06 -104.62 Met Life 52.85 24.12 22.90

-283.79 -2673.87 Reliance Life 76.94 15.27 7.75

36.21 7.47 Sahara 66.62 3.52 29.86

276.46 254.87 SBI Life 89.44 5.74 4.82

-18.06 7.30 Shriram 31.40 23.54 45.06

-21.40 -41.06 Star Union Dai-ichi 67.03 0.00 32.97

-400.01 -1609.86 Tata AIG 68.82 15.92 15.26

-2049.52 -17817.50 Private Total 77.67 11.02 11.25

20618.45 * LIC of India 95.05 1.59 2.35

*Out of total surplus generated 95% (`19,588 crores) is distributed among the policyholders and balance 5% (`1030 crores) is Govt of India share. Source: IRDA Annual Report 2009-10, www.irda.gov.in


Procedure to become LIC Agent:

• Education Qualification: Graduate ( HSC pass will be considered for exceptional Candidates)

• Appear for Aptitude Test.• Personal Interview after passing Aptitude

Test.• Mandatory Class room Training for 50 hours.

( About 10 days)• Passing of IRDA Examination.• Issue of License by IRDA.


Procedure to become LIC Agent:

• Fees: • ` 500 for Aptitude Test.

• ` 150 Training Fees.

• ` 350 IRDA Examination Fee.

• ` 250 IRDA License Fee for 3 years.


Support from our side

After getting IRDA license you will be trained by Shri Kamlesh Gurbuxani, Development officer, popularly known as GURU in LIC of India.He is Associate of Insurance Institute of India and first Development officer in the country to complete Certified Financial Planner (CFP) certification. Training of agents is his main forte. He has compiled two books namely “PRERANA” and “DISHA” exclusively for LIC agents.



He is on a mission to “Pay Back to LIC” and decided to develop a community of Competent, Committed and Ethical LIC Agents of international repute.

To begin with he will train only 20 selected agents.



• You will be trained at our own training facilities at Corporate Centre, Nirmal Lifestyle, Mulund (w), equipped with well stocked library of Books, Audio and Video CDs on life Insurance and self development.

• You will be trained on Need Based Selling techniques.



• Your activities will be monitored regularly to insure that you achieve your desired target on time.

• Our training program is designed in such a way that you will qualify for MDRT and Chairman Club Membership within 3 years of your agency. That means your income will be at least `1,00,000 per month within 3 years time.

apply online at: contact: kamlesh gurbuxani on 98696 24991 career as lic agent kamlesh gurbuxani,...

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