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Helping Make Bancassurance Successful at All Levels

For all bank tellers/parties who will be customer facing and likely to pass introductions to advisors. Participants learn:

  • Why bancassurance is critical to the bank
  • The part lead introducers play in generating business for the bank
  • How to establish leads
  • The sales process
  • Why regulation is important to lead generation

    Developing Successful Bancassurance Distribution — Senior Executives

  • By the end of this program the participant will understand:

    • The critical success factors to make bancassurance work
    • The various bancassurance models to help determine which model may be most appropriate for them
    • Which are the most appropriate products for distribution via the bancassurance model
    • The key factors that will affect the relationship between the bank and the life assurance company

    Leading Successful Bancassurance Distribution — Senior Team Manager/General Supervisor

  • By the end of this program the participant will be able to:

    • Enable the STM/GS to identify the key business drivers of a successful sales team operation and to explain how these apply to their role
    • Ensure that delegates demonstrate the importance of planning and organizing sales management activity, know how to effectively implement this, and are motivated to implement this in their day-to-day operation
    • Ensure that delegates can identify the power of goal setting in motivating performance improvement and driving sales success, demonstrate competence in goal setting, and are motivated to use this technique in their day-to-day operation
    • Ensure that delegates can run effective and motivational team meetings and are motivated to implement this practice
    • Ensure the managers can identify the key management issues associated with managing and maintaining relationships with bank branches, key sub-branches, and other key distribution channels and have them compile effective and practical plans


    Supervising the Sale — Team Manager

  • By the end of this program the participant will understand:

    • The importance of effective coaching in relation to the development of lead introducers and the improved performance of sales managers
    • The 12 coaching competencies required to deliver effective performance coaching
    • What motivates an individual through the necessary desires to perform effectively
    • The GROW model to observe and evaluate behaviors when assessing performance to bank standards using relevant observational tools and measuring  outcomes
    • The behavioral standards to measure the effectiveness of a lead introducer and/or advisor to company standards

    BancassuranceSelling — Sales Manager

  • By the end of this program the participant will understand how to:

    • Identify potential customers for the products sold
    • Approach potential customers
    • Establish customer needs
    • Present their products to satisfy the identified needs of the customer
    • Deal with customer questions, objections, and requests for information
    • Close the sale
    • Ask for referrals
    • The importance of compliance requirements involved in selling to bank customers
    • Develop long-term relationships with the customer