RNLI LPO Induction Booklet 201119

Service to Orphan Customers DAY18

• What are the components of service? Why is a Discontinued Policy a 2
loss to everyone (Customer, LPO, Company)?

• What are the types of objections? What is ACC ? How do you use it?

49

Call Closing DAY19
1
• How many types of Call Closing Techniques do you know? Please
write all the names here.

• Which Call Closing Technique do you like the most? Write the script to show how
you will use it. (1)

50

Call Closing DAY19

• Which Call Closing Technique do you like the most? Write the script to 2
show how you will use it. (2)

• Which Call Closing Technique do you like the most? Write the script to show how
you will use it. (3)

51

Underwriting DAY20
1
• What is Underwriting? What does an Underwriter do?

• How and why is an LPO also called the Primary Underwriter? Please explain.

52

Underwriting DAY20
2
• Why is Underwriting necessary? What will happen if there is no
Underwriter in the company?

• What do you understand by Medical and Non Medical limits? How does it affect
the customers’ interests?

53

Test 4 Tick the Correct Response DAY20

1. Types of Customers are: 6. Top 5 companies have …. Customer
Retention than the Global Average:
A. Own Acquired Customers
D. Orphan Customers A. Higher B. Lower
C. Existing Customers C. Equal D. None
D. All the Above
7. ……….. of customers leave
2. For any business to succeed, it is because they think you do not care
important to increase the number about them.
of…………….
A. 68% B. 14%
A. Customers C. 9% D. 5%
B. Advertisements
C. Investments 8. Service Component has Attitude as:
D. Employees
A. 80% B. 20%
C. 75% D. 25%

3. Acquiring a new customer is 9. ‘BEST’ Model is associated with:
…. times more costly than retaining
an old customer: A. Public Transport
B. Customer Service
A. 4 B. 5 C. Academic Performance
D. Athletics
C. 6 D. 7

4. The most successful people in 10. A Discontinued Policy is a loss to
history are those who did not focus the following:
on finding the gold, but on finding
the: A. Customer’s loss
B. Company’s loss
A. Gold mine B. Iron mine C. LPO’s loss
C. Silver mine D. Diamond mine D. Nation’s loss

5. Placement, Layering and Integration
are the stages of

A. Money Laundering B. Black Money
C. Gold Theft D. Land Acquisition

54

Financial Basics DAY21

• What are the types of Financial Market Instruments? Please explain. 1
How is Life Insurance superior to these Instruments?

• You have won a Lottery worth `20 Lakhs. You are thinking of investing it. Where
will you invest it and why? Please elaborate.

55

Field Drill DAY22
1
• What are the formats LPO should take care of before taking
appointments and moving into the field for customer meetings?

• What is Weekly Action Planning Diary? Why has it been designed and what
benefits may an LPO get, by using it sincerely?

56

Field Drill DAY23

• You have taken the 1st appointment today with a School Teacher 2
for 11.45 am. What precautions will you take before meeting her/him
face to face and what will be your approach?

• You have taken the 2nd appointment today with a Doctor for 3.45 pm.
What precautions will you take before meeting her/him face to face and what will
be your approach?

57

Field Drill DAY24
3
• Share your most fascinating Field Drill experience from the last two
days. Why have you liked it?

• It is always necessary to ask for references from a satisfied customer. What are
the important points you should take care of while seeking references?

58

Graduation Day DAY25
1
• Share your experiences from the last 24 days of this Induction
Program. What were the 5 most important things you remember,
which may change your destiny if practised sincerely?

1.

2.

3.

4.

5.

• Write the Roles and Responsibilities of an LPO.

59

Graduation Day DAY25

• EARNING POTENTIAL of an LPO: 2
You are Sarita, a very sincere and hardworking LPO of Surat Branch.
You do 3 NPOs every month with average premium of `30,000 and
PPT/PT 10/20. Calculate your Total Earnings for the next 10 years with
these policies.

(Total Earning = Salary + BAP + Incentives + GP Earning, Etc.)

60

Graduation Day DAY25

• Share your road map for the next one month and goals for the first 3
quarter (Appointments, Meetings, BAPs, Etc.). When do you think you
will get your first Promotion?

Best Wishes!!! 61

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