ADM Playbook - FY'21 PDF
ADM Playbook - FY'21 PDF
ADM Playbook - FY'21 PDF
Agents
ADMs
AAP/AMs
OH
APM/Partners
MLD
AGENT ADVISOR SCHEMES (For APR’20)
2 . C A S E R AT E B O N U S 2 . A G E N T S TA R C L U B
3 . 9 - i n - 9 0 PAYO U T
Note
A) 4 days of training should include – 4 BCS/ICS/ACS/SSW sessions on Zoom call by MLD.
B) Provisions of Income Tax and GST will also be applicable under relevant sections
C) Agents joined in Dec’19 or later will be eligible for Special payout
Focus on MTD
Active and support
to New Agents
AGENT – EXISTING SCHEMES
2 . C A S E R AT E B O N U S 5. PERFORMANCE LINKED BONUS (M4 onwards)
# NOPs % of FYC
Fixed Payout (Rs.) Weighted FYP*
in the month Non-CEIP FYC CEIP FYC
<3 Nil 6,00,000 – 11,99,999 15% 18%
3 1500 12,00,000 – 19,99,999 30% 36%
4 2000 20,00,000 – 29,99,999 55% 66%
30,00,000 – 39,99,999 65% 78%
5 & above 2500
40,00,000 – 49,99,999 75% 90%
50,00,000+ 85% 100%
3 . 9 - i n - 9 0 PAYO U T
Time line 6 . A G E N T S TA R C L U B
Scheme
Criteria (Agent Payout (Rs)
Name
Vintage)
5% of Proactive FYC
For each Referred
Till M12 of Agent earned by the Referred
Agent
Agent
* For detailed T&C, kindly refer to the PMS document for Agent
AGENT MPS NORM FOR FY21
NOW
ANNUAL !
Applicable for Apr’20
Agents
ADMs
AAP/AMs
ADM INCENTIVES (For APR’20)
1 . M O N T H LY S A L E S B O N U S ( N e w ) 1 . Q U A R T E R LY P E R F O R M A N C E B O N U S
Agents
ADMs
AAP/AMs
A A P/A M S C H E M ES ( F o r A P R ’ 2 0 )
5 . C O L L E C T I O N M U LT I P L I E R
A A P/A M – N E W S C H E M ES F O R A P R ’ 2 0
1 . T E A M D E V E L O P M E N T A L L O W A N C E – M O N T H LY (M0 onwards)
WFYP (Monthly) Payout as a % of MTD FYC (Direct unit*)
New design to drive
0 - 74,999.99 Nil AAP/AM activation in
75,000 – 1,99,999.99 10% Apr’20 in place of R&D
2 . T E A M A C T I V AT I O N A L L O W A N C E – M O N T H LY
MTD Active Agents for the month
Payout Per Agent (Rs)
(Direct Unit)
<2 Nil • Scheme simplified
• MTD Active agent drive
2–3 1000
instead of YTD
4–5 1500 proactive Agent
6+ 2000
3 . M E N T O R S H I P A L L O W A N C E – M O N T H LY ( F O R A A P )
Direct Unit Indirect Unit
Payout as a % of MTD FYC Payout as % of FYC
WFYP (Monthly)
(Direct unit*) (on Indirect Unit)**
0 - 74,999.99 Nil Nil • Scheme simplified
75,000 – 149,999.99 10% Nil • Active contracting part
1,50,000 – 2,99,999.99 30% 6% removed
3,00,000 – 5,49,999.99 45% 8%
5,50,000 – 8,99,999.99 55% 10%
9,00,000 & above 60% 12%
* For detailed T&C, kindly refer to the PMS document
A A P/A M – E X I S T I N G S C H E M ES
4 . T E A M B U I L D I N G A L L O W A N C E - M O N T H LY 6 . C O L L E C T I O N M U LT I P L I E R
Collections Multiplier on
Time line (Agent Earning for the relevant period
Scheme Name Criteria Payout per Agent (Rs)
Vintage) MFYP and FRYP Collection Multiple
0% - 79.99% 0.50
9 Cases & 60K base FYC &
9 in 90 By end of M3 2,500 80% - 86.99%
2 SSW training 0.80
Payout per 87% - 89.99% 1.0
STAR Level
Agent
90% to 92.99% 1.10
1 1,000
2 2,000 93% and above 1.25
Promotion or Retention
STAR Promotion NA 3 3,000
into STAR Level 7 . L E A D E R S TA R C L U B
4 4,000
5 5,000
6 6,000
7 7,000
CANDIDATE SCREENING & MREC ADM to Show the Career Opportunity to Daily Screening / Career Presentation to Prospective ADM
CAREER PRESENTATION ON ZOOM Prospects in Target Market such as SME, candidate.
Active Housewife , VRS segment. Video Content, Conversation starters, Objection
Handling , Social Banners, EDMs (Digital Marketing
support) to engage with Prospects.
OH CAREER SEMINAR To Make Group Career Presentation and do Weekly. Career Seminar Presentation on Zoom / Webinar. OH
PRESENTATION Q&A with prospective candidates on Friday – 60 Minutes Bitley Link to go to Every CS Participant for Survey &
Webinar & Zoom. Follow ups.
CAREER INTERVIEW WITH Assessment of Market, Attitude and Profile Daily OH / APM to analyze and Review Give & Get OH / APM
PROSPECTIVE CANDIDATE TO Suitability. Progress Card –
Goal setting
URN & FCS ENROLLMENT ADM to Generate URN post Online IRDA Monthly Online URN Generation. ADM
Registration Fees
FCS – SELF LEARNING & IC38 MLD to Train the candidates on Zoom / 25 Hours IC-38 Module 25 Hours IRDA Training – Flipped Learning Module. MLD / RM L&D
EXAMINATION MODULE Webinar for 25 Hours RM L&D / ZH L&D to Dedicate support to every
Office – MLD
2 DAYS SSW POST IRDA Sales process Training with Role Plays on 2 Days SSW during M0 2 Days Digital Sales Process on Zoom by Batch MLD
CERTIFICATION IN M0 Digital Sales Process and Products / Sales captain, MLD & OH
Stories and Sales Ideas
AGENT DEVELOPMENT SYSTEM
Theme Based GO Meet to Excite , Engage and Inspire The Best FHI from across Agency, Industry and
GO MEET Agents with meaningful Information , Recognition and Twice a Month. World can be Invited on Webinar/Zoom . Eg. OH
FHI to Cross Learn Prospecting, Cross Sell & Upsell. MDRT , LIMRA, IQA etc for Motivational
Experience & New Learning in Digital Eco-
System.
NEW ORG. AGENTS
To Connect with New Org. Agents to Coach and OH to Engage , Skill and drive Digital
CONNECT MEET Every Tuesday – 90 Minutes
Skill How to do Digital Prospecting & Sales. Prospecting and Sales Activity – Best Practice OH
ESTABLISHED CLASS LPC Every Friday – 90 Minutes.
EC Agents Cross Sell Module Sharing / Cross Learning.
CONNECT MEET
Career School on Zoom for All Interested
Train and Skill on Digital Sales Module. Practice Role Agents. (Integrated career school )
CAREER SCHOOL Plays - How to do Digital Sales Presentation and Cross Every Tuesday – 90 Minutes Digital Sales Process Module /Cross Sell MLD / RM L&D / ZH L&D
Sell. Module. Best Practice Sharing by Practitioners
across Agency,
Daily - 3 to 4 Hours FODs to Support Agents Learn How to Prospect ADM, APM, MLD , OH
ADM – 2 Digital Sales FODs Right Star Profile ( Refined NOPP) & Digital
APM – 1 Digital Sales FOD Sales Meeting On-The –Job using Phone
ADM & Skip Level Supervisors to do FODs skilling –
MLD – 1 Digital Sales FOD Conference / Zoom / Watsapp /etc..
FOD How to do Prospecting , Digital Sales Presentation,
ARDM- 4 FODs daily ARDM, LPC,BDM AAP &
Cross Sell / Upsell on Whatsapp , Zoom
LPCs – 2 FODs Daily Regional Support Resources ARDMs, LPCs, BDM BDM NRI Regional
BDM AAP/AM – 2 FODs daily AAP and BDM NRI to Extend Support to Field Functional SPOC.
NRI BDM – 2 FOD daily daily
Agency ADM & AGENT MP2 SAMPLE
22
ADM & AGENT MP2 SAMPLE
AGENT MP2
Workplace Zoom , Watsapp
Digital Prospecting & Sales
Sample 4/1/2020 Webinar Training Planning & Review - Monthly & Weekly
calls with ADM / AAP/AM
Communication
Monday Tuesday Wednesday Thursday Friday Saturday
Work Place 1 Work Place 2 Work Place 3 Work Place 4
ADM - Connect DFT
Goal Setting by ADM ( P100) Prospecting Time - 60 min EC Engagement-OH / LPC 5 Phone Contacts
(20 - 30 Minutes Exercise) GO Meet - 90 Minutes Prospecting Time - 60 min ADM Unit GID
Digital Sales Call - 120 min Digital Sales Call - 120 min Digital Sales Call - 120 min
(Planned FOD support) (Planned FOD support) (FOD Support )
Work Place 6 Work Place 7 Work Place 8 Work Place 9 Work Place 10 OFF 11
ADM - Connect DFT ADM - Connect DFT
Prospecting Time - 60 min CC Engagement-OH Zoom BCS on ZOOM- 90mis. EC Engagement-OH / LPC
Digital Sales Call - 120 min BCS on ZOOM- 90mis. Prospecting Time - 60 min (Intergrated Career School) Prospecting Time - 60 min
(Planned FOD support) Prospecting Time - 60 min Digital Sales Call - 120 min Prospecting Time - 60 min Digital Sales Call - 120 min
Digital Sales Call - 120 min (Planned FOD support) Digital Sales Call - 120 min (Planned FOD support)
(Planned FOD support) (Planned FOD support)
Work Place 13 Work Place 14 Work Place 15 Work Place 16 Work Place 17 OFF 18
ADM - Connect DFT ADM - Connect DFT
Prospecting Time - 60 min CC Engagement-OH Zoom Mid Month GO Meet - 90 Mins. BCS on ZOOM- 90mis. EC Engagement-OH / LPC
Digital Sales Call - 120 min BCS on ZOOM- 90mis. Prospecting Time - 60 min Prospecting Time - 60 min Prospecting Time - 60 min
(FOD Support ADM) Prospecting Time - 60 min Digital Sales Call - 120 min Digital Sales Call - 120 min Digital Sales Call - 120 min 3rd Saturday
Digital Sales Call - 120 min (FOD Support ADM) (FOD Support ADM) (Planned FOD support)
(FOD Support ADM)
Work Place 20 Work Place 21 Work Place 22 Work Place 23 Work Place 24 Work Place 25
ADM - Connect DFT ADM - Connect DFT
Prospecting Time - 60 min CC Engagement-OH Zoom Prospecting Time - 60 min BCS on ZOOM- 90mis. EC Engagement-OH / LPC ADM Unit GID
Digital Sales Call - 120 min BCS on ZOOM- 90mis. Digital Sales Call - 120 min Prospecting Time - 60 min Prospecting Time - 60 min
(FOD Support ADM) Prospecting Time - 60 min (FOD Support ADM) Digital Sales Call - 120 min Digital Sales Call - 120 min Prospecting Time - 60 min
Digital Sales Call - 120 min (FOD Support ADM) (Planned FOD support) Digital Sales Call - 120 min
(FOD Support ADM) (FOD Support )
Work Place 27 Work Place 28 Work Place 29 Work Place 30
ADM - Connect DFT
Prospecting Time - 60 min CC Engagement-OH Zoom Prospecting Time - 60 min BCS on ZOOM- 90mis.
Digital Sales Call - 120 min BCS on ZOOM- 90mis. Digital Sales Call - 120 min Prospecting Time - 60 min
(FOD Support ADM) Prospecting Time - 60 min (FOD Support ADM) Digital Sales Call - 120 min
Digital Sales Call - 120 min (FOD Support ADM)
(FOD Support ADM)
ADM MP2
Sample 4/1/2020 Coaching & Skilling Planning & Review AA Engagament
Monday Tuesday Wednesday Thursday Friday Saturday
RM/ZVP Month Planning & OH Check-In Call ZOOM OH Check-In Call ZOOM OH Check-In Call ZOOM
Strategy Communication Agent Unit GID
GO Meet - 90 Minutes 2 Digital Sales FOD
Goal setting with Supervisor 2 Digital Sales FOD 1 Rec. Digital Call 2 Digital Sales FOD
Goal Setting with Agents 1 Rec. Digital Call Career Seminar - Webinar 1 Rec. Digital Call
Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle
OH Check-In Call ZOOM Skill Builder - Digital Skill Builder - Digital Skill Builder - Digital OH Check-In Call ZOOM
DFT - 2 Hours DFT - 2 Hours
PRP with Supervisor - 30 mins. 2 Digital Sales FOD 2 Digital Sales FOD 2 Digital Sales FOD
2 Digital Sales FOD 1 Rec. Digital Call 1 Rec. Digital Call 1 Rec. Digital Call 2nd Saturday
2 Digital Sales FOD 1 Rec. Digital Call
1 Rec. Digital Call Career Seminar - Webinar
Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle
OH Check-In Call ZOOM Skill Builder - Digital Skill Builder - Digital Skill Builder - Digital OH Check-In Call ZOOM
DFT - 2 Hours MMPM DFT - 2 Hours
PRP with Supervisor - 30 mins. Mid Month GO Meet ADM Funnel Review &
LPC Connect Meet Planning - OH/APM 2 Digital Sales FOD 3rd Saturday
2 Digital Sales FOD 2 Digital Sales FOD (Digital Cross sell) 1 Rec. Digital Call 1 Rec. Digital Call
1 Rec. Digital Call 1 Rec. Digital Call 2 Digital Sales FOD 2 Digital Sales FOD Career Seminar - Webinar
Check Out Zoom Huddle Check Out Zoom Huddle 1 Rec. Digital Call Check Out Zoom Huddle Check Out Zoom Huddle
OH Check-In Call ZOOM Skill Builder - Digital Skill Builder - Digital Skill Builder - Digital OH Check-In Call ZOOM OH Check-In Call ZOOM
DFT - 2 Hours DFT - 2 Hours Agent Unit GID
PRP with Supervisor - 30 mins. 2 Digital Sales FOD 2 Digital Sales FOD 2 Digital Sales FOD
2 Digital Sales FOD 1 Rec. Digital Call 1 Rec. Digital Call 1 Rec. Digital Call 2 Digital Sales FOD 2 Digital Sales FOD
1 Rec. Digital Call 1 Rec. Digital Call 1 Rec. Digital Call
Career Seminar - Webinar
Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle
OH Check-In Call ZOOM Skill Builder - Digital Skill Builder - Digital Skill Builder - Digital
DFT - 2 Hours
PRP with Supervisor - 30 mins. 2 Digital Sales FOD 2 Digital Sales FOD 2 Digital Sales FOD
1 Rec. Digital Call 1 Rec. Digital Call 1 Rec. Digital Call
2 Digital Sales FOD
1 Rec. Digital Call
Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle Check Out Zoom Huddle
• Digital Recruitment Process
Once a wise man said
Hey Alex,
I don’t know how to
work in situation like
this where
Nothing is working
Alex talking about Digital Recruitment Process
Dia,
This new process is
completely digital
All you need is
INTERNET
This sounds
interesting
Tell me more
about this
Digital Recruitment Process
Name Interest Invitation for Career Career URN Online IRDAI Code
Collection Generation Webinar Webinar Interview Generation Training Exam Issued
Dia,
You see this process Highlights -
here
o You can now collect names digitally
o You will be given a 2 min video which can be sent to prospect for interest generation
o You will be given invite card to call prospects for webinar
o Instead of classroom seminar there will be an Online Webinar
o Career Interview can be done on Video Call
o You can accept payment Online & generate URN Online
o Your candidate can complete Online Training Online
Alex talking about Building Funnel & E-Banners
These are so
beautiful, Thanks You will receive
Alex these via SMS
& you can send this
to anyone
Alex telling where can these banners be used
o FB
o LinkedIn
o WhatsApp
You can use these o Personal
SO Alex, banners on Message
Where will I be able These platforms
to use these
banners
This sounds
Interesting
Referral Collection – COI/Nominator
I hope you and your family is keeping safe in this difficult situation.
Uncle, as you know I am working with Max Life Insurance and my role is
to recruit deserving & experienced candidates as Agents and help them
earn additional income.
My purpose of calling is that I would request for your help in building
my team and giving me the references. If I have your permission I
would ask few triggers which would help you give me the references.
I hope you and your family is keeping safe in this difficult situation.
Sir, your contribution has taken me & my team to the greater heights.
To ensure that our team remains on top in performance it is equally
important for me to recruit successful Agents like you. I would request
for your help for the same.
If I have your permission I would ask few triggers which would help you
give me the references.
Alex, Alex,
What if I don’t Is there a script, I
receive it or my need to use?
number is incorrect? Alex,
This looks very
interesting, what do
I need to next
I hope you & your family are doing safe in this difficult times.
At Max Life we are celebrating our 20th Anniversary and on this occasion, we are
offering exciting business opportunity.
(Mr.XYZ) has recommended your name to share the lifetime Business opportunity
which can become your secondary additional income for the future; he also mentioned
that you would be the best suitable person for the same.
Thank you for your valuable time, we shall call you back shortly.
I hope you & your family are doing safe in this difficult times.
Thank you for being our valuable customer. I believe you had visited our office few
months back (if yes), I hope your purpose of visit was attended & serviced by our
staff to 100% of your satisfaction.
At Max Life we are celebrating our 20th Anniversary and on this occasion, we are
offering exciting business opportunity for our valued customer like you.
Okay great I am happy to invite you for business opportunity seminar this week via webinar
which is Online, the timings and online details we will share with you shortly.
Thank you for your valuable time, we shall call you back shortly.
At Max Life we are celebrating our 20th Anniversary and on this occasion, we
are offering exciting business opportunity which can become your secondary
additional income.
Uncle/Aunty etc would you like to know in detail about it (if yes).
I am happy to invite you for business opportunity seminar this week via
webinar which is Online, the timings and online details we will share with you
shortly. (If person expresses difficulty for webinar, then we need to tell them it
is very simple and easy; and will help them how to watch online)
Okay great
Thank you for your valuable time, we shall call you back shortly.
SO Alex,
What will I sent to
my candidate to
invite for Webinar
There is an invite
card which you can
send to your
prospects
WhatsApp scripts
Webinar Invitation text Sample
A gentle reminder
You also have a
reminder
Dear Sir/Madam,
WhatsApp text
This is a gentle reminder for your virtual
presence along with your family for the
webinar on ______at _______.
Details of the Webinar:
Zoom Id:
Pass code:
Looking forward for your presence.
Best Regards
XYZ
WhatsApp scripts
We Thank You
You have a Thank
You WhatsApp
text too Dear Sir/Madam,
Best Regards
XYZ
WhatsApp scripts
Alex, Dia,
Dia,
after that you need
while generating URN Will it send a link
to get user id and
you need to ensure for INR 1200 or INR
password generated
you select for Online 1500?
for candidate
training
Prospect Name URN No MOBILE NO. EMAILID CITY GO Code ADM ID ADM Name AADM Mob No ADM Email ID
5. Tick box the row & put a tick on IRDAI URN then generate Certificate
Dia,
I must say
You are a smart
Dia, ADM of Maxlife
Once Your candidate
has completed Online
training, s/he will go
for Exam
Yeah Right,
Then I need to proceed
mRec journey as usual
Am I correct?
Ha ha ha
Thanks Alex !!
One more thing,
Thanks a lot Alex
Where can I find
This was a wonderful
Digital Sales Process
discussion
Digital Office Rhythm
For that, It is my
You need to pleasure Dia
refer to Agent
Handbook See You…
Digital Sales Process
Underwriting Guidelines
Applicable for Apr’20