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What can I do if I see that I'm losing money?

• You are probably referring to the fact that the value of the units decreases, correct? • In this case you don't have to do anything; simply • On the contrary, if you have an amount of money available, this is the right time to invest • Please note that you only lose money if you cancel the policy when the units are cheap • Panic is the number 1 enemy of investors

What policy do you recommend to a client with a low risk tolerance?

• To a client with a low risk tolerance, you recommend a guaranteed policy, ie mixed life insurance • If you attach the exemption clause from paying premiums in case of disability, the policy becomes the ideal long-term savings tool • If the insured becomes disabled, the insurer will save in his place • A customer with low risk tolerance will buy life insurance for the sum assured • Emphasize this advantage as best as possible • To a client with a low risk tolerance, you recommend a guaranteed policy, ie mixed life insurance • If you attach the exemption clause from paying premiums in case of disability, the policy becomes the ideal long-term savings tool • If the insured becomes disabled, the insurer will save in his place • A customer with low risk tolerance will buy life insurance for the sum assured • Emphasize this advantage as best as possible

How can you use specialized sites?

- Determine a field you want to focus on - for example "PSI equipment distributor", "installations" or "general trade" - Search the internet for the field of activity you have chosen - Corroborate the information obtained (company + administrator + telephone) - Write the information in your personal database (for example CRM or Inteligenda) - Sounds! • Important: because you obtained the information from a website, you can call the contact without being exposed to GDPR restrictions • Caution: in the initial approach to the client, refer exclusively to business insurance

Are pregnancy complications covered by travel insurance?

Only pregnancy complications occurring in the first 26 to 30 weeks of pregnancy are covered. Depending on the insurer.

How can the number of customers increase?

• The number of customers can increase in two ways: • The two methods influence each other: the more customers you find, the more customers will look for you

How do you present the benefits of death insurance?

• Life insurance gives your wife and children what disappeared with you: your wages • So that the shock is not doubled by privations and falling living standards, good life insurance replaces wages for 4-5 years in advance • In your case, how much would the wages be for 5 years? • Would this amount be enough for the wife, or would she need a larger amount?

How do you respond to the objection "I'm looking for you to buy a savings plan for the child"?

• Not bad either • From the point of view of saving • But delaying presents a great risk, for the future of your son / daughter • This is the risk of having an accident, and at that moment not having started the savings plan yet • If misfortune occurs when the savings plan is in place, the parent is gone from the child's life, but the savings continue • Who is still saving? • "The third parent": the insurer • Tomorrow may be too late…

What if the insurer goes bankrupt?

• How many insurers have you heard of going bankrupt? • If you mean Astra, Carpatica, Euroins and City, these companies had a common denominator: they practiced dumping prices in RCA • And three of them had Romanian shareholders • To reduce this risk, choose a strong insurer • Some of the strongest and most experienced insurers in Europe operate in Romania

What clauses can be attached to the policy for the child?

• The savings plan for the child can be attached... • Additional clauses for the parent • Additional clauses for the child

What are the critical elements of a trading business?

• A trading business is usually conducted in a shop or warehouse, so the critical elements are: - The building - Merchandise stock - The means of transporting the goods

How can you present the purpose of the discussion?

• The purpose of our discussion is to help you understand the risks you and your family (and possibly your business) are exposed to, so that you can make the best decision for your family's safety • The optimal decision means that whatever risk occurs, your family is protected • Will the life of the family after the occurrence of the risk be the same as the life now...? • Some clients follow my advice, and others postpone or refuse, and then take unnecessary risks • No one ever suffered because they had "too much" insurance, but many have suffered because they lacked the right insurance

Why don't I get anything back if I cancel the death insurance?

If I terminate CASCO or home insurance. Get something back.

How do you handle the "No thanks" objection?

• All right • I realize that my approach took you completely by surprise • I can give you my business card • Thank you and I apologize once again for bothering you

What policies protect family income?

• Family income can come from salaried work (or commission, honorarium, royalties, etc.) or from dividends • The insured's income can be protected by: - Temporary work incapacity insurance - Business interruption insurance - Unemployment insurance • The income of the insured's family (wife, children, etc.) can be protected by: - Death insurance

How do you solve the "I don't have money" objection?

• Most often it is also a form of expressing the objection "I don't need" • A customer who is aware that the risk exists and can occur at any time will find resources to buy insurance, especially for the most serious risks (death, disability, destruction of property) - A: I have no money • How to tell you ... If today, when you are healthy, earn money, have a home, you say you have no money, then after a tragedy what will it be like? (propose the meeting) - A: I have no money • I understand you don't have money to throw away. Which is very good, because it means you know the value of the penny. And this is exactly what I propose to talk about, how to protect what you have – house, income, savings. (propose the meeting) • Don't fall into the trap of saying "But I don't want to sell you anything"; of course you want to sell! • Forget expressions like "I just want to get to know each other", "I just want to see what policies you have"; don't start the relationship with lies... • Don't make the mistake of saying - from the phone - "Well, I can offer you cheap insurance, the cheapest on the market"... • In this way you will compromise yourself in the eyes of the client, who will automatically put in your mind the label "Another who wants to fool me. I don't need him!"... • ... or, if you come across a customer with a toupee, you risk hearing: "Oh, yes? Do you have cheap insurance? That's great! Send me one for 100 lei" • What are you doing then...? • Most often it is also a form of expressing the objection "I don't need" • A customer who is aware that the risk exists and can occur at any time will find resources to buy insurance, especially for the most serious risks (death, disability, destruction of property) - A: I have no money • How to tell you ... If today, when you are healthy, earn money, have a home, you say you have no money, then after a tragedy what will it be like? (propose the meeting) - A: I have no money • I understand you don't have money to throw away. Which is very good, because it means you know the value of the penny. And this is exactly what I propose to talk about, how to protect what you have – house, income, savings. (propose the meeting) • Don't fall into the trap of saying "But I don't want to sell you anything"; of course you want to sell! • Forget expressions like "I just want to get to know each other", "I just want to see what policies you have"; don't start the relationship with lies... • Don't make the mistake of saying - from the phone - "Well, I can offer you cheap insurance, the cheapest on the market"... • In this way you will compromise yourself in the eyes of the client, who will automatically put in your mind the label "Another who wants to fool me. I don't need him!"... • ... or, if you come across a customer with a toupee, you risk hearing: "Oh, yes? Do you have cheap insurance? That's great! Send me one for 100 lei" • What are you doing then...? • Is it a real objection? • Yes (1%) and no (99%) • There may be temporary, transient situations in which the family has few financial resources: for example in the days preceding the salary or in the case of illness of a family member • Most of the time, however, it is a false objection, which actually masks distrust

How do you capture interest in accident insurance?

• I often think that every day I hear the ambulance sirens several times... and each time I wonder what happened to her... • Would the car have hit someone, would a bottle have exploded, would there have been a fire? • In any case, it doesn't work for someone who is healthy and happy...it works for someone who is experiencing misfortune, don't you agree? • I want to tell you a few things about accident insurance

What risks does the unit linked policy cover?

• The unit linked policy covers the risk of death from any cause • There are two ways of calculating the allowance paid in case of death: - The sum between the sum assured at death and the account value at the date of death - The maximum between the sum assured at death and the account value at the date of death

How do customers express their dissatisfaction?

• Verbal: They make negative statements or ask mean questions • Paraverbal: phrases are spoken in an ironic or aggressive tone; or, on the contrary, the client is silent • Nonverbal: I make gestures with my hand or shake my head in disbelief, look askance or sneer implicitly, with the meaning "Let me know..."

What are the rules of the telephone approach?

- Respect the stages of the approach scenario; each stage has its purpose and if you skip it, the chances of success decrease - Build a universal approach scenario; use Braino's recommendations and prepare a scenario that suits you - Be prepared for objections; prepare a set of your own responses to each objection - After answering the objection, propose the meeting; otherwise you give the client the time to come up with another objection - Speak loudly, clearly, with intonation, use pauses; voice is the only weapon you have in the telephone approach - Fit in 1-2 minutes; if the client initiates debates, suggest that you continue the discussion at the meeting - Finds a balance between politeness and insistence; one without the other has no effectiveness - Requests feed-back; ask a colleague to listen to you and tell you what you are doing well and what you are not doing, in his opinion - Immediately after the conversation, write the result in the work diary, preferably in electronic format (Braino can offer you a powerful tool - Inteligenda); otherwise you will forget the result of the discussion • The result contains the name, phone number, date and time of the meeting, other specific details - Respect the stages of the approach scenario; each stage has its purpose and if you skip it, the chances of success decrease - Build a universal approach scenario; use Braino's recommendations and prepare a scenario that suits you - Be prepared for objections; prepare a set of your own responses to each objection - After answering the objection, propose the meeting; otherwise you give the client the time to come up with another objection - Speak loudly, clearly, with intonation, use pauses; voice is the only weapon you have in the telephone approach - Fit in 1-2 minutes; if the client initiates debates, suggest that you continue the discussion at the meeting - Finds a balance between politeness and insistence; one without the other has no effectiveness - Requests feed-back; ask a colleague to listen to you and tell you what you are doing well and what you are not doing, in his opinion - Immediately after the conversation, write the result in the work diary, preferably in electronic format (Braino can offer you a powerful tool - Inteligenda); otherwise you will forget the result of the discussion • The result contains the name, phone number, date and time of the meeting, other specific details

How do you list death insurance?

• No one can replace either the spouse or the parent • Unfortunately, the disappearance from family life brings with it another trouble - the disappearance of income • No one cares what happens to their loved ones • Every adult who loves his family makes sure that they are well, even in good times, but also in case of... • You think and feel the same way • That's why you want to buy a death insurance, by which you leave the family the sum of... lei • In this way, in case of premature death, your wife will receive, immediately, in advance, the equivalent of your salaries for... years • Make this gesture knowing that you, personally, will never benefit from this policy • But it will mean invaluable help and brighten the days of loved ones, if a tragedy occurs

How do you capture interest in business insurance?

• I know you have a business...and I'd like to ask you something • For what purpose did you start the business? • Any business, small or large, has a clear goal: profit • You definitely do everything you can to make the business run as smoothly as possible • Are the business and the profit from the business insured? • Concretely, today, do you have complex insurance for your business? • Let me show you how you can insure your business against insurable risks that could destroy your business!

I prefer to get a European health card.

It's more than nothing, but before you decide, it's good to know the limitations of the European Health Insurance Card. It is valid exclusively in the European Union, Switzerland, Norway, Lichtenstein and Iceland. It is valid exclusively in state hospitals. The coverages are according to the legislation of the country where the event occurs. Now that you know all these limitations, you agree that the best protection is provided by travel insurance.

What information do you require for the Travel Insurance offer?

The following documents and information are required for the Travel Insurance offer. The bulletin if the trip is in Europe, respectively the passport in all other cases, both for the insured and for family members. If they leave together. The exact duration of the trip from day to day Purpose of the trip study, work or business trip. If dangerous or seasonal sports will be practiced, if the insured wants to insure for other risks besides the standard ones, namely accident or illness.

How does the travel policy differ from the European Health Insurance Card?

The European card is free, while the travel insurance policy has a price. The European card is only for Chase payers, while the travel insurance policy is issued to anyone who pays. The European card is issued in 7 days, while the travel insurance policy is issued on the spot. The European card is only valid in the European Union, Switzerland, Norway, Lichtenstein and Iceland, while the travel insurance policy can be valid worldwide. The European card is only valid in state hospitals, while the travel insurance policy is valid in any hospital. In the case of the European card, the coverages depend on the legislation of the country where the accident or illness occurred, while in the case of the travel insurance policy the coverages are much more complex and are the same worldwide.

How much money do I get back if I cancel the casco policy?

• Depends - If there were no claims on the policy, the insurer pays an amount proportional to the number of days remaining until the end of the policy (pro rata principle) - If there were damages on the policy, the insurer pays nothing

How can you present your work strategy?

• In order to be able to recommend the right solutions, I need to understand your family's situation as well as possible • That's why I'm going to ask you some special questions that I ask all my clients • You can draw a parallel with a medical consultation; and the doctor, before prescribing your treatment, asks you about your health status • I will do the same, only we will discuss the financial security of your family • Please ask me whatever you feel the need and whenever you feel the need • Is OK?

How should you work if you are a part-time agent?

• If you carry out another activity, but the schedule is not rigid, so you have "windows" often enough, you can combine the two activities • But if you also have a job that requires a fixed schedule, from the hour... to the hour..., then things get complicated • What are the new premises in this case? - First of all, your financial objective is moving away, by some years; you need to set realistic expectations so you don't get disappointed - Secondly, the possibility of having sales meetings is significantly reduced; realistically speaking, how many meetings can you have in the evening, after 6pm...?

What are the criteria for determining the insurance premium for the casco policy?

• Criteria differ by insurer and depend on each individual's policy • The most important criteria are: - Age of the vehicle - Natural or legal person - Vehicle type (make, model, cylinder capacity, power, maximum authorized mass) - Destination (private use, commercial, taxi, rentals, etc.) - Age of the insured - Age of the license - Number of owners - One or more drivers - Damage history

Why is it good to make a personal introduction?

• Self-presentation isn't about saying your name, it's about confidently and confidently stating who you are as a professional • Asserting, from the very beginning of the conversation, your status will place you on the same level of power as the interlocutor, even if you are talking to a rich, influential and full of himself businessman • Your interlocutor will understand from the start: in his field he is the specialist, but in the field of insurance you are the specialist • Otherwise you risk feeling small and humble in front of a client with a strong personality

How do you become aware of the idea of ​​risk?

• Some people understand that there are risks, independent of our will • Responsible people buy insurance to protect their families • The others think they are safe and unconsciously take unnecessary risks • Do you agree that no matter what we do, we cannot eliminate risk from our lives? • If you get the client's agreement that the risks exist, you've won an extremely important battle • If he tries to object, you will remind him that he has agreed that the risk exists • So implicitly there is also the need for insurance protection • If you manage to get the customer to "change the handle", that is, to move the discussion from the product - which can be contested - to the need - which cannot be contested, you have taken a huge step forward • By educating the client, you managed to make him aware and prepare your ground to sell him other policies in the future • Until his family gets enough insurance

How do you respond to the objection "I don't have money for death insurance"?

• With all due respect... do you allow me to disbelieve you? • It is impossible not to be without the amount of... lei • Because if you do not accept this small loss now, those who are so dear to you may be forced to accept a loss hundreds of times greater • Treatments are expensive • And your wages are priceless...

How do you respond to the objection "I don't have money for a savings plan for the child"?

• I understand that in the short term you have other priorities • But in the long run, the child's future is the number 1 priority, is that true? • How do you usually go about it, spend and then save if there is anything left, or do you save regularly? • Because another indirect advantage of saving through this policy for the child is discipline • Once you start saving, the insurer periodically reminds you to put money aside for your child • The final benefit is your son / daughter's

How is the amount of compensation determined on the IMM policy?

• The determination of the amount of compensation is determined according to the type of insurance:

How do you size death insurance?

• A client has "enough" death insurance if the insured amount represents the equivalent of his income over a period of 3...5 years • Mortgages, if any, must be added to this amount • A client has "enough" death insurance if the insured amount represents the equivalent of his income over a period of 3...5 years • Mortgages, if any, must be added to this amount

What type of appliances can be insured through the EEI policy?

• Any type of static electronic devices, used in fields such as trade, industry, research-development or education, with a maximum age of 5 years can be insured • Under certain conditions, some insurers also accept the insurance of mobile electronic devices, i.e. which are also used outside the premises (for example measuring devices)

What kind of travel policy should I buy if I go abroad often as a tourist?

It really depends on how often you go and how long the journeys are. You need to be aware of the maximum period of continuous coverage that the insurer offers, which can be between 30 and 180 days per year. Policies valid for 365 days can also be issued for multiple trips, but the condition is that the total number of days spent abroad does not exceed the maximum number of consecutive days covered by the policy.

How am I compensated if the sum insured is less than the expenses?

• The maximum compensation you can receive is the sum insured • That's why I recommend you buy "enough" insurance from the beginning • On the other hand, you will be compensated even if you have not paid a single lei, because the insurer compensates you based on medical documents, and not on invoices

How do I know the insurer will compensate me correctly?

• The insurer concludes a contract with you • That contract must be respected • Since Romanian insurers pay almost 4 million Euro per day in the form of indemnities and compensations, it means that they respect their contracts

How do you present additional life insurance clauses?

• Additional clauses can compensate for the drop in family income if you die prematurely • Additional clauses give you money for treatment and protect your savings • Next you use the "domino principle" to explain the benefits of the exemption clause from paying premiums in case of disability • From what source will you pay the premiums? • Do you work for a salary, or do you receive it as a gift? • In order to work, the first condition is to be able to work, agree? • If there were an accident that would make you unable to work, the salary would disappear, but so would the insurance, wouldn't it? • If the insurance continued, unchanged, being paid by the insurer, what would you say?

How to avoid presenting products prematurely?

• Premature presentation of products creates the impression of haste, superficiality and lack of professionalism • The client deduces that you make the same presentation in front of all clients, so the products are on the first plan, and he, as a person, as a family member, as a businessman, is on the second plan • And the natural reaction will be to look for your "knot in the rush"... this product is not necessary for him... he does not trust this product... he heard about this product that it is expensive... etc. • You yourself generated exactly what you wanted to avoid: objections • Specifically, avoid statements like: - We have everything, whatever insurance you want, you can find it with us (if the client wanted one of these policies, he came to the office himself...) - I can provide you with an insurance of... what do you say, are you interested? (if the client wanted this policy, he came to the office himself...) - Don't you want a policy of...? (induce the answer "I don't want to") • However, there is an exception to the rule, namely the situation where the customer has told you on the phone that he is interested in a certain type of insurance • Then you can discuss that insurance, ask for the information for the quote, but also try to do a complete risk analysis of the client's family and business • If you succeed, good; if not, that's for another time • Either way, the customer is better protected with that policy than before

What types of messages can you post on social media?

- Interesting things - Educational messages - Beautiful things - Quality humor

Digitization: an ally or a foe for insurance intermediaries?

• Digitization is much more of an ally than an enemy • Why enemy? • Because, gradually, some of the compulsory policies and some of the popular policies will be easy to buy on the Internet • And more and more customers will • Why ally? • First of all, because Romanians are not used to taking care of themselves; or in other words, there are few Romanians willing to buy insurance, other than RCA, casco and housing • We are after 30 years of private insurance and only 1 in 5 Romanians have their home insured, and their number has been stagnant for years • And only 1 in 7 Romanians have life insurance • Yes, they will find insurance on the Internet, but only those who will search for insurance on the Internet • There will still be a lot of people who won't go online, and will wait for someone to convince them to get insured • Who? • For example, you • The job of prospecting and approaching customers still remains the responsibility of intermediaries • Second, complex policies, which have a laborious underwriting and issuing process, require and will continue to require the input of a professional consultant • And here come dozens of types of policies and clauses, such as business insurance, i.e. corporate policies, civil liability insurance or life insurance • Remember the nuance: clients will need professional consultants, who can justify their commission by the added value they bring to the client

Where does the insurer get the money to pay the death benefits?

A part of the insurance premium, respectively the risk premium, is used by the insurer to establish the risk fund from which the indemnities are paid. Since the risk of death increases with age, the risk premium also increases. For commercial reasons. Insurers calculate a constant level insurance premium throughout the life of the policy. In the first part, the insured pays more than the statistically calculated risk, and in the second part less.

How much money do I get at the end of the death insurance?

When the policy expires you get nothing. This type of policy is risk insurance with no savings component, just like property and property insurance.

How is EEI insurance better than property insurance?

• In addition to the risks covered by property insurance - for example fire, explosion, natural calamities or theft, EEI insurance also covers human error, technological problems or malicious intent by third parties

Why not give up the death insurance?

That would actually mean something like, my dear, if I die, you and our baby manage as best you can.

What clauses should the customer have in the life insurance?

Every customer should be encouraged to buy enough life insurance to cover the other major risks and then the minor risks.

Can I insure goods that do not belong to me (goods in custody)?

• Yes, provided you have a supporting document attesting to the presence of those goods in your company's premises

Who needs life insurance?

• People need death insurance... • People need death insurance... • To sell life insurance you can appeal to feelings of care, affection and even shame • For example, you can ask: • What will relatives and friends say about you if you leave your family without money? • In fact, the need for protection, i.e. life insurance, is not the client's, but those who, in one way or another, depend on him • That's why you'll often hear “Why do I need life insurance? If they die, that's…” • Life insurance is not for selfish people • To sell life insurance you can appeal to feelings of care, affection and even shame • For example, you can ask: • What will relatives and friends say about you if you leave your family without money? • In fact, the need for protection, i.e. life insurance, is not the client's, but those who, in one way or another, depend on him • That's why you'll often hear “Why do I need life insurance? If they die, that's…” • Life insurance is not for selfish people • People need death insurance... • People need death insurance... • To sell life insurance you can appeal to feelings of care, affection and even shame • For example, you can ask: • What will relatives and friends say about you if you leave your family without money? • In fact, the need for protection, i.e. life insurance, is not the client's, but those who, in one way or another, depend on him • That's why you'll often hear “Why do I need life insurance? If they die, that's…” • Life insurance is not for selfish people • To sell life insurance you can appeal to feelings of care, affection and even shame • For example, you can ask: • What will relatives and friends say about you if you leave your family without money? • In fact, the need for protection, i.e. life insurance, is not the client's, but those who, in one way or another, depend on him • That's why you'll often hear “Why do I need life insurance? If they die, that's…” • Life insurance is not for selfish people

What do you think you do well (what works for you)?

• Tell, in 30-40 seconds, what are the things you consider you do well

How do you deal with the "I don't need it" objection?

- A: I don't need it • You, today, have alternatives. My role is to help you have alternatives even after a possible tragedy. (propose the meeting) - A: I don't need it • Now you are leading a good life, because you have a comfortable home, a salary and you are probably healthy. Or exactly these are the topics we will address. (propose the meeting) - A: I have insurance • Is OK. I expected you to have insurance. Many of my clients had insurance when we met, but found they were underinsured. In this case our discussion will be shorter and you will only gain from it. (propose the meeting) - A: I have an agent • Is OK. If we deduce that you have enough insurance, you will congratulate him. And if not, I will propose solutions that he did not propose. (propose the meeting) - R: What the Lord will give, with good and bad... • That's right... God gives us everything, both good and bad, as you say... And then it means that God also sent me to you today (proposes the meeting) - A: I don't need it • You, today, have alternatives. My role is to help you have alternatives even after a possible tragedy. (propose the meeting) - A: I don't need it • Now you are leading a good life, because you have a comfortable home, a salary and you are probably healthy. Or exactly these are the topics we will address. (propose the meeting) - A: I have insurance • Is OK. I expected you to have insurance. Many of my clients had insurance when we met, but found they were underinsured. In this case our discussion will be shorter and you will only gain from it. (propose the meeting) - A: I have an agent • Is OK. If we deduce that you have enough insurance, you will congratulate him. And if not, I will propose solutions that he did not propose. (propose the meeting) - R: What the Lord will give, with good and bad... • That's right... God gives us everything, both good and bad, as you say... And then it means that God also sent me to you today (proposes the meeting) • Is it a real objection? • Obviously not - Do you need a house to live in? - Do you need income? - Do you need a car to get around? - Do you need a source from which to cover unexpected payment obligations? - Is risk a certainty in the life of each of us? - Could producing a risk result in the destruction of the home, loss of income, destruction of the car, the appearance of payment obligations? • The answer to each of these questions is "Yes" • And then it is obvious that every man needs insurance • Not one policy, but several, which would provide him and his family with enough insurance • So the objection "I don't need insurance" is a false objection • It usually masks the objection of distrust

Why is awareness of protection needs needed?

• Awareness of protection needs is needed because Romanians are not used to taking care of themselves • If his home is destroyed, the Romanian expects the "state" to offer him another... • In order to have a decent pension, the Romanian expects the "state" to offer it, without asking other questions, for example where the money comes from... • And to escape from any trouble, the Romanian knocks on wood or says "God forbid" and considers himself protected • The Romanian is not aware that risk is a certainty in our lives

How can you present the savings plan for the child?

• The child will receive the amount of... lei at maturity, no matter what happens to you: • May you be with him, and celebrate together • Whether a misfortune took you away from your family • In this tragic situation, your wife will receive, immediately, once again, the same amount that the child will receive at maturity (if the insured's death clause was attached)

How do you respond to the objection "I'm not buying business insurance now"?

• Do you agree that the risk exists? • And that it is unpredictable? • Imagine that it remains "No" • And that something is happening • How will you justify this "No" in front of associates, partners, clients, investors, employees, wife, children? • Last but not least, how will you look in the mirror the day after...?

How do you respond to the objection "I'm looking for you to buy mixed life insurance"?

• Not bad either • From the point of view of saving • But delaying presents a risk; a very big risk • Do you know what I mean? • It is about the risk of having an accident, and at that moment not having insurance • Savings can start a little later as protection should start today • Tomorrow may be too late…

What is fund allocation?

• Fund allocation consists in determining the percentages of investment premium allocation in each of the three funds • Example: - 50% in the high risk fund - 30% in the medium risk fund - 20% in the low risk fund • Fund allocation can change at any time • Each insurer offers 1 or 2 free fund allocation changes each year

How can unit linked policy performance be optimized?

• There are four methods of optimizing unit linked policy performance: - Choosing a contract duration of at least 20 years, to reduce the investment risk - Making additional payments when fund units are cheap - Changing the fund allocation - Buying a policy with the minimum staggered premium accepted by the insurer • Making additional payments and changing the allocation of funds presuppose that the client is "in phase" for the entire duration of the contract • Through these levers he can manage his investment • Choosing a long term and a small premium are choices that are made only once, when the policy is issued

Is the second claim on the EEI policy covered in full?

• The second damage can be compensated in full, if the insured has paid the premium difference requested by the insurer in order to complete the insured amount

Where will the insurers get millions of Euros to pay after an earthquake?

• Where do insurers get money from, since their inception, centuries ago: from reserves • And from reinsurance, especially in the case of large claims • The insurance system is very well set up • The proof is the fact that traditional insurers have been able to successfully overcome world wars, economic crises, natural calamities and others • The insurer is your most loyal ally when trouble strikes you • Please note this

Who buys life insurance?

Life insurance is bought by responsible and altruistic people. A selfish person only cares about himself. From an adult who has a family, but who is selfish. Will you hear if they die, do they manage?

What mistakes to avoid in the awareness stage?

• The need awareness stage is critical, especially with new customers • Being, often, the first discussion with the client, he is curious, if not suspicious, regarding the intermediary • The client tries to read you and realize, first of all, if you are a serious and reliable person • Mistakes made at this stage have a high price: the future of the customer relationship • If he assumes that you are not a trustworthy person, he will not buy from you; he won't give you his money - Examples of common mistakes: - You talk too much - You listen too little - Get rid of the "hooks" that the client offers you - Present the products prematurely • You fall into the trap of prematurely discussing price • If the first conversation with the client is also the last, without having managed to sell him a policy, you have probably committed - and you - at least one of the above mistakes...

How do you present the benefits of the child savings plan?

• When the policy matures, your child will receive the sum insured plus an additional gain • You know better than anyone that raising and educating your child means money • Money that now mostly comes from your take home paycheck every month, is that true? • Throughout the duration of the contract, the child's growth and education, which are so important, are financially protected by the insurer • How? • If you disappear prematurely from the family life, the wife will receive in a few days the same amount of money that the child will receive when the policy matures • This policy is extraordinary in that it insures both the present and the future of your child

How do you present the 3 risk categories?

• The material stability of a family is based on three pillars: - What he has: house, car, savings, business - What they earn: salaries (or, as the case may be, dividends) - Solvency, so not having to pay, accidentally, very large sums • Do you agree? • Do you agree that if you lose what you have, if you lose your source of income or if you end up with huge amounts of debt, family life will not be the same as it is now, but much harder? (persist until you get the client's agreement on this idea) • This is probably the first time your client is being told about the risks and their consequences first, and not directly about the policies • Whatever he thought of you before, after this talk he will definitely appreciate you • If the customer will understand this concept, you have opened the way to sell them any of the insurances they need, but did not understand the point of until then • Until then, there were probably only mandatory insurances and cheap insurances for the customer... • From now on there will be necessary insurances • Obligation and price will be on the second plan

How can you approach a whiny and analytical customer?

• Some people understand that there are risks, independent of their will • And responsible people buy various types of insurance to protect their families • Others think they are safe and unconsciously take unnecessary risks • Do you agree that no matter how much we want to, and no matter what we do, we cannot eliminate risk from our lives? • Let's discuss the solutions I can offer you to keep your family safe!

What are "hooks"?

• "Hooks" are keywords from which you can deduce what the customer is concerned about • "Hooks", uttered unconsciously, often express whatever is really important to the client • If you link these "hooks" to the idea of ​​risk, the client will be much more willing to protect himself with insurance • Your mastery will be to detect and take the "hook" and get close to a risk that worries the client

How do you plan your activity if you can also work during the day?

• Take advantage of the "windows" you have at work to...: - Calling prospects - You prepare offers - Issue policies - Learn • Be careful when meeting with clients; tuck them in between tasks at work or put them on in the evening • It is mandatory to call customers with the agenda in front of you, to see when you have the "windows" • In the telephone approach, when you propose the meeting, you can say like this: • "I have a window today between 10 and 11; is that okay with you?" • If the answer is "No", then be prepared to continue: • "Then I could tomorrow at 2pm; is that all right?" • It will help you a lot to specialize in online communication; online you can communicate anytime and from anywhere • Braino provides you with online communication templates for all stages of the sales process

How can you ask for referrals?

• Recommendations are a good source of customers, because they present two advantages: - You have access to people who would otherwise be practically impossible to reach - It relies on reliable transfer • If you feel uncomfortable asking for referrals, you probably don't have enough confidence in yourself yet - so here's your work • Like enough assurance, enough confidence is gained over time, and you have to move in that direction with small, sure and steady steps

The building is made of concrete and iron; what will happen to him?

• Have you heard about the Grenfell Tower fire in London? • What about the fire at the Prosper complex in Bucharest? • What about the fire at the Frigoglass factory in Timiș? • Concrete and iron buildings turned into ruins due to fires • Continue with the aftermath of the earthquake? • No human construction can withstand calamities • But humans have invented an ingenious solution to get them out of the impasse • And this solution is called "insurance" • And it is intended for wise and prudent people

What to answer when the client says that he prefers to put the money in the bank?

How much money do you have in the bank today? So, after years of work, if you have an accident, leave your wife and children the amount of this much lei. This is true. If you take out death insurance from the day the policy comes into force, the insurer sets aside the sum assured specifically for your wife and children.

What types of buildings are there?

• The typology of the building is established according to the resistance structure and the material of the walls - Reinforced concrete structure, brick walls - Reinforced concrete structure, sandwich walls - Metal structure, sandwich walls

What are the major risks?

• Death • Total permanent disability • Serious illnesses • If you insist on medium risks, you risk hearing an objection like "Let it go, I'll find 2-300 lei there for a hospital stay..." • To sell additional clauses, highlight the major risks, which can generate expenses of thousands or tens of thousands of Euros

Why are customers looking for you?

• Customers look for you because of your reputation • This is the ideal of every intermediary: to be sought by so many customers that he earns well enough and does not have to prospect • If you observe the middlemen who earn a lot of money, you will find that most of their time is spent talking to clients and issuing policies, and not looking for clients • Some of these intermediaries hire a personal assistant to take care of routine work such as issuing compulsory and popular policies and collecting installments

Why would I buy travel insurance if I can get the European card for free?

Travel insurance offers you much better protection because it has more complex coverages and higher sums insured. It can be valid worldwide, it is valid in both public and private hospitals. The European card only covers medical emergencies In state hospitals, where waiting times are long and often settlement is made with a co-payment. That is, the insured must pay part of the medical services.

If the insurer leaves the country?

• If an insurer leaves the country - as has happened in a few cases - it sells its portfolio to another insurer • The new owner of the company keeps the terms of the insurance contracts in force

I don't think I will suffer anything abroad.

Honestly, I don't think so either. Even the people I compensated didn't believe it until it happened to me, and then they couldn't believe how lucky they were to have insurance.

What is the role of the unit linked policy for a family?

• The unit linked policy has a double role: - Family protection in case of premature death - Making a profit, in the long term • Investment specialists give the following advice: • Only invest as much as you can afford to lose

For what risks can electronic devices be insured?

• Examples of risks covered by the EEI policy: - Fire or explosion - Damage caused by water coming from installations or from nature - Natural calamities - Natural phenomena (eg storm, hail, avalanche) - Theft • plus the following specific risks: - Acts of people (eg negligence, incorrect handling) - Bad intent on the part of third parties - Technology (eg material defects or overvoltages)

What happens to the money paid by the customer for the unit linked policy?

• Part of the insurance premium is spent (risk fund, commissions, medical tests, correspondence, prints, FGA tax), and part is invested in investment funds • The investment premium is used to buy fund units

What can you post on social media?

• Something to represent you • Which outline your personality • To convince someone who doesn't know you yet to want to know you

How do you present your home insurance?

• This policy allows you to buy a new home, with comparable parameters and the same level of comfort, if the current one is destroyed • It also gives you money to repair or replace damaged or stolen goods • Moreover, any damage caused to your neighbors – for example, if you flood them – will be paid by the insurer, instead of you

What are the basic risks covered by travel insurance?

Emergency medical expenses in case of accident or acute illness, including for Covic infection for consultations, medicines, prostheses, orthoses, glasses, hospitalization, surgical interventions, dental emergencies, transport by road ambulance. Taking over of the insured by the first aid services, medical repatriation expenses or in case of death.

How do you size life insurance with savings?

• A life insurance with savings is sustainable in the long term if the insurance premium falls within the range of 5...8% of income • If the client asks you why it is "so expensive", explain that, whatever happens to him, the money goes back to the family • What is not known is only the moment… • When sizing life insurance with savings, you start from the available premium, because at the same insured amount. the policy is more expensive than the death policy • Not everyone can afford to save • A life insurance with savings is sustainable in the long term if the insurance premium falls within the range of 5...8% of income • If the client asks you why it is "so expensive", explain that, whatever happens to him, the money goes back to the family • What is not known is only the moment… • When sizing life insurance with savings, you start from the available premium, because at the same insured amount. the policy is more expensive than the death policy • Not everyone can afford to save

What happens to the child's policy if the insurer goes bankrupt?

• Bankruptcy of a serious insurer is unlikely • If, however, it does, then you are paid the surrender value on the date of bankruptcy • The redemption value is paid... - From the insurer's reserves, if they are sufficient - From the Insured's Guarantee Fund, if the insurer's reserves are insufficient • So whatever happens, you get back the surrender value, specified in the contract

How do you present the unit linked policy?

• If you are willing to take a risk, you can invest some of your savings in the unit linked policy • The insurer will invest your money in the funds you choose - riskier or less risky - and at the maturity of the policy you will receive the amount resulting from the investments • You can reduce the investment risk through a long investment duration of over 20 years • You will also be able to invest any additional savings that occur during the contract • I recommend making additional payments when fund units are cheap

What are fixed expenses?

- Utilities (partly) • Fixed expenses from those expenses that must be carried out in any conditions and are not related to the level of production: - Wages - Depreciation - Bank rates - Insurance premiums

What is the role of the savings plan for the child?

• The policy guarantees the child that he will receive the insured amount at maturity, either if the parent is with him, or if a tragedy snatched him from the family life prematurely

How do you present the benefits of home insurance?

• This policy allows you to buy a new home, with comparable parameters and the same level of comfort, if the current one is destroyed • The policy gives you money to repair or replace damaged or stolen property • Damage to your neighbors – for example, if you flood them – will be paid by the insurer instead of you • If a disaster occurs and you are insured, a new home costs you 100 Euros • Without insurance, a new home costs you 100 thousand Euros • With approximately 2 lei per day you insure your home • And dignity in the eyes of the family, if a tragedy occurs

Can the death policy be amended?

Yes. Most insurers accept anniversary policy changes. If you want to increase the insured amount, the insurer will ask you to complete a new medical questionnaire.

How does the purpose of the trip influence the insurance conditions in terms of the purpose of the trip?

There are the following categories, according to which the insurance premium is calculated. Tourist for business work or for studies.

How can you handle customers in a hurry?

• Always on the run... always with the phone in hand... always between two meetings • You have car insurance (example), but neither your home nor your income are insured (and neither is your business, as the case may be) • 10 minutes of conversation can make the difference between a good life and a life full of problems • Is the family worth 10 minutes of your time?

What does material comfort mean?

• It primarily means that the family has a sufficiently spacious and well-equipped home so that the family members feel comfortable in their home • For most families, material comfort also means a personal car • Any family wants to put money aside and use the savings to purchase goods, for trips, for home renovation or for medical treatments • Even if you have a decent income, even if you have no payment obligations, but if your home was destroyed, which can be worth tens of thousands of Euros, the well-being of the family will be seriously affected

How much money do I get in the event of a claim?

• If you take out the policy correctly, based on my recommendations, then in the event of a claim you will receive the amount necessary to remedy the damage, so that your situation after compensation is as close as possible to the situation before the occurrence of the risk

What does it mean for a family to be financially secure?

• A family is financially secure if: - There is material comfort (housing, car, savings) - There is a decent and stable income, from salary, commission, or from a business - The family is solvent • Whatever may befall

How do you handle objections to the telephone approach?

• The telephone conversation is a stage prone to objections; why? - Romanians disregard insurance - The client doesn't know you - Your call may drop at an inopportune moment • Developing the ability to resolve telephone objections is vital; if this link is weak, the entire sales chain breaks • "You don't make spring with a flower", and you don't make a portfolio with a phone... • The development of the ability to solve telephone objections is strongly influenced by the volume of approaches; only hundreds of approaches will make you master this activity • BrainO is a good trainer, but he can't play for you • The telephone conversation is a stage prone to objections; why? - Romanians disregard insurance - The client doesn't know you - Your call may drop at an inopportune moment • Developing the ability to resolve telephone objections is vital; if this link is weak, the entire sales chain breaks • "You don't make spring with a flower", and you don't make a portfolio with a phone... • The development of the ability to solve telephone objections is strongly influenced by the volume of approaches; only hundreds of approaches will make you master this activity • BrainO is a good trainer, but he can't play for you

What happens to the savings plan in the event of the insured's death?

• The savings plan for the child includes the clause of exemption from the payment of premiums in the event of the death of the insured • This means that, in the event of the death of the insured, the insurer takes over the payment of the premiums, and when the policy matures, the child receives the same amount of money • The automatic inclusion of the exemption clause from the payment of premiums in the event of the death of the insured is a major advantage of the savings plan for the child • However, optimal protection is offered to the child by the policy which contains, in addition to the savings plan for the child, two additional clauses: - Death of the insured - Exemption clauses from the payment of premiums in case of invalidity of the insured • In the modules of BrainO, you will find this set of covers under the generic name "saving package for the child" • The savings package for the child is the ideal tool for ensuring the future of the child, from a financial point of view, both in good times - the insured lives, is healthy and earns money - and in bad times - the insured person dies or becomes disabled and unable to work • Theoretically, every parent who has a child of preschool age, and average income or above, should buy a savings package for the child • A better performing financial instrument, for the child, does not (yet) exist, at least in Romania

What is the difficulty of approaching strangers?

• You have to know how to do it • That is, to be able to conquer a stranger and then "tear" a policy from him

How do you get the information to quote your home insurance?

• How much money would you need today to build or buy a home like yours? • How much are the goods in your home worth? (recommendation: 3,000...3,500 Euro per room; for example, with three rooms, the contents are worth around 10,000 Euro)

How can you make the client aware through "360° risk analysis"?

• It is about asking the client the awareness questions specific to the "three-legged table" concept • Through this method you can make him aware of all the risks to which he is exposed, both the client and his family • You can use this method when you master the questioning technique • If you want to learn to use the questioning technique, you must - yes, you must... - ... to learn the questions by heart - ... to understand the purpose of each one - ... to practice them - And only then use them • You will find that, slowly, over time, the number of policies per client increases significantly • Your customers will be better insured • You will earn more and more money • The roots of work are bitter, but its fruits are sweet • Why is it harder to ask than to tell...? • When you tell a story, repeat what you already know • When you ask, you have to think… • That's why consultative selling, based on awareness through questioning, is a tool for true consultants

How can you use public meetings?

• Meetings are great opportunities to make yourself known and get new names • Various exhibitions, conferences, symposia, congresses, seminars, job fairs, etc. are organized in the cities • The organizers are the Association of Business People, the Chamber of Commerce, the College of Doctors, the Union of Architects, ANEVAR, the Union of Public Notaries, the town hall, universities, various youth associations, various NGOs and many others • Try to join as many professional and business organizations as possible and follow the calendar of activities • Try to give and especially get as many business cards, leaflets, brochures, presentation folders and any other materials from which you can get information. • Try, especially in the case of professional meetings (e.g. doctors, architects, notaries, accountants) or businessmen, to make a short thematic presentation • For example, if you attend a meeting of business people, you can make a presentation on the topic "Why insure your business?" • The actual presentation can be made on slides and should not last more than 5...10 minutes • At the end you can organize a question session, which also must be within a maximum of 10 minutes • You can also use a personal presentation roll-up, which you can place next to you, in front of the audience • BrainO can help you prepare short thematic presentations • Keep in mind a major advantage of this way of prospecting: there are no constraints given by the GDPR!

What are the critical elements of a manufacturing business?

• A manufacturing business usually takes place in a factory, hall or workshop, so the critical elements are: - The building - The means of production (machinery, equipment) - Stocks of raw materials and finished products