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What is a unit linked policy?

• Unit linked is a life insurance with an investment component • The specificity of this policy consists in a higher expected return • To benefit from this advantage, the insured accepts to assume the investment risk

How do I answer questions about the child savings plan?

• To be more convincing, before answering the client, you can ask him a question about what you have already explained • Involving the customer in the discussion will make them better understand the benefits of the insurance • Whatever the client asks, your answer must relate to two major aspects: - Death protection and - Guaranteed savings, including in the event of the parent's death

What stages does the customer go through in the awareness process?

• First stage - "I ignore the risk because I am sure that nothing can happen to me" • The second stage - "The risk exists, but I don't think I will suffer something myself" • The third stage - "The risk exists, but if it occurs, then I find a solution on the spot" • Fourth stage - "I am concerned about this risk and need to protect myself" • Most Romanians are in the first stage • Your role is to "push" the client to the fourth stage • This pathway is called awareness of insurance needs • Attention! • Protection needs exist, they are objective, regardless of the client's perception • Why? • Here is an example: • Everyone needs a home, right? • Yes • Is there a risk that the home will be destroyed? • Yes • If the home is destroyed, will the client and his family need a new home as soon as possible? • Yes • Other than insurance, where can you get a large amount quickly? • Out of nowhere • So does the client and his family need home insurance? • Yes

If I do the repairs myself, am I compensated?

• Yes, you can be compensated, provided you agree with the insurer in advance on the price of the repairs, and especially on the labor

How do you resolve the objection "I already have an agent" or "I already have insurance"?

• I understand you and I can only congratulate you • But... there's no way he's as good as me, your agent... (smiles) • But it's OK • It was a pleasure to meet you • Please keep my business card • You never know… • And anyway, if you have any questions that your agent doesn't have an answer to, please call me

Can cars be insured over 10 years?

• In general, no • There are exceptions, but the written consent of the insurer is required to offer and issue the policy

How do you find out the real objection by the "shut up and find out" method?

• The client nods implicitly; it is clear that something is bothering him • What the? • Shut up and wait • If you're patient, it's possible that at some point the customer will say something like: - "Who the hell can you trust anymore? Can't you see I'm going bankrupt one after another?" (so the objection is disbelief) - "Why should I spend money on insurance? This block is rubbish, it didn't even have an earthquake" (so the objection is the lack of need)

How can you search for customers?

• Searching for customers is a laborious process and should be constant • The period we are going through offers both advantages and disadvantages • Advantages: communication is greatly facilitated by the level of development of communications, the Internet is an inexhaustible source of information • Disadvantages: GDPR regulations impose restrictions on access to natural persons • Knowing these things you can build an effective personal prospecting strategy • What methods can you use to look for new customers?

What information do you require to offer the additional clauses?

• Start the discussion from protection needs, i.e. from the cost of treatment in serious situations and continue with medium risks • If you go with the average risks, the client will say that he will always find a few hundred lei for some medicine... • Avoid discussing price at this stage

Is casco insurance valid if the driver is drunk?

• Depends • If the car was stolen and the thief drove the car while drunk, the insurer will pay the compensation and take recourse against the thief • If the car was driven by a drunk driver, but with the consent of the insured, the policy will not produce effects

What fixed and additional costs will the insurer cover?

• The insurer will compensate: - The cost of cleaning and fitting out the damaged premises - Moving costs to and from the new premises - Utilities from the new headquarters - Dismantling the damaged machine - Transport, installation and testing of the new machine - Wages, including overtime - Bank installments, insurances • During the period of business decline, the expenses, fixed plus additional, were: - In the first 7 months, in which the company operated at the new headquarters, with the rented equipment, expenses were 45,000 Euros - In the last 2 months, in which the company operated at the old headquarters, after replacing the machine, expenses were 15,000 Euro

Why is it good to introduce the purpose of the discussion?

• Customers usually expect an insurance broker to start raving about their products - which are obviously the best - and their prices - which are obviously the lowest • To refuse him, for various reasons... • If you state the purpose of the discussion, you will surprise the client and at least he will become more curious to listen to you • Which means a step forward

What is the maximum age of the appliances that can be insured under the EEI policy?

• The maximum age is 5 years, when the first policy is issued • Some insurers accept policy renewals until the devices are 10 years old, if there has been no damage

How can you "warm up" the relationship through online communication?

• Alternatively, you can start sending with a reasonable frequency - for example once a month, and only with the client's consent: • BrainO may periodically provide you with messages to send to customers • Attention: • Don't forget the GDPR • To prevent complaints from difficult customers, ask for their consent before you start messaging them • But: • If you're the type who starts today and quits the day after tomorrow, there's no point in trying • One flower does not make spring • If you send one, two or three messages, you will not be able to "screw" it into the customers' minds • The combination of rhythmicity + interesting messages will get you what you want: every time a customer thinks about the idea of ​​insurance, the first thought will be of you • Remember: one message per month • Each month • Years from now

How much money can I lose?

• Please note that for the duration of the contract, you only lose money if you cancel the policy when the units are cheap • If you mean when the policy matures, there is no answer to this question • Only on the day the policy matures will you know how much money you have in your account

Can cumulative benefits be paid?

• Yes • If an event is covered by more than one clause, benefits will be paid based on each clause

What amount does the insurer pay in case of termination of the child savings plan?

• The surrender value is the amount received upon termination • The redemption value is a percentage of the guaranteed accumulated amount (mathematical reserve) • Terminating policies and obviously receiving a lower amount than what was paid is one of the main reasons for customer dissatisfaction • Be prepared to deal with this topic • Termination of the policy means breach of contract • In order to pay the client the money due, the insurer must liquidate some investments • This involves a cost, which is borne by the insured

What is compensated in case of damage?

• In case of damage, based on the business interruption clause, the following are compensated: - Fixed costs (salaries, installments, insurance premiums) - The additional costs necessary to restart or continue the activity (for example, moving, renting equipment, overtime, etc.) - Net profit

Who can you sell other policies to more easily?

• Customers who, in addition to the fact that they still do not have enough insurance, you have a very good relationship with them, so "warm" customers

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

• I understand that you have other priorities • 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 life insurance is discipline • Once you start saving, the insurer periodically reminds you to put money aside • And the final benefit is the family

Do allowances paid affect saving?

• Not • Protection and saving are independent of each other • No matter what allowances were paid to the insured during the contract period, if he is alive at the maturity of the policy he will receive the amount specified in the contract

What amount does the insurer pay in case of termination of the unit linked policy?

• In the event of policy termination, the insurer will sell all existing fund units in the customer's account • The penalty percentage specified in the contract will be applied to the resulting amount, and the resulting amount will be paid to the client • Instead of canceling the policy, a partial withdrawal can be made if the client's family urgently needs money • The worst time to cancel the policy is when the units are cheap • It is like selling the currency you have saved exactly when the Euro is the cheapest • You will obviously lose

What part of the insurance premium is invested?

• Part of the insurance premium is represented by the costs related to the policy (for example the risk premium, commissions, medical tests, FGA tax, correspondence, printing) • Part of the insurance premium is invested; this part is called investment premium • Little is invested in the early years because there are high expenses • For this reason, if the insured terminates the policy in the first years (for example in the first three years) he does not recover any of the money paid; it is good to tell the customer this, so that they do not confuse the savings plan with a bank deposit... • Starting from the fourth year, the investment premium represents an increasing percentage of the insurance premium, reaching values ​​of 90-95% in most of the contract • To the question "Well, isn't all my money invested, like at the bank?", the answer must be: • We are not talking about a deposit, but about insurance, and protection has a cost • Because the policy covers two risks – death and survival, the customer pays for each of them • And the money for the risk of death is not returned

What to do so that you don't lose sight of the "hooks" that the client offers you?

- To think and extract the really important information from everything the client tells you - To develop your ability to transform the client's ideas into insurance needs • Concretely, it means to constantly run the following question in the mind: • How can I convert this idea into an insurance need? • This skill develops through practice and concentration • That means talking to hundreds of customers • It means to have your mind there, at the customer, and not elsewhere • BrainO gives you examples of possible "hooks" that you can use to track down the actual "hooks" your customers are giving you

For a claim covered by the EEI policy do I have to present the invoices for the appliances?

• Yes

What documents and information are required to issue the casco policy?

- Identity card or CUI - Receipt (front / back) - Vehicle ID card (front / back) - License (front / back) - The number of kilometers on board - Risk inspection • For new vehicles: - The bill • For second-hand vehicles: - Proof of making RAR

Can I cover the repair with new parts?

• It depends on the option chosen as coverage • Each insurer has a different policy on this, but most insurers cover repair with new parts

How to behave to increase your reputation?

- Speak civilly - Dress decently - Be respectful - Listen - Keep your promises - Constantly analyze yourself and try to be a little better tomorrow than today

What is EEI insurance?

• EEI is an "all risk" insurance for electronic equipment

What can be the consequences of business interruption?

• Sudden loss of income due to cessation of production or cessation of services • Loss of strategic customers, especially in case of exceptional stock shortages • "Leakage" of key employees, respectively experts and singular specialists • Loss of image – a company "on the rocks" loses its attractiveness, both for customers and for partners or potential investors

If I suffer something serious and need to be hospitalized even after the policy expires, am I covered?

Yes, hospitalization expenses will be covered up to a maximum of 4-6 days, depending on the insurer. After the policy expires, the cost of transportation back to the country for an adult companion is also covered. If it is a minor.

How long is the compensation period?

• The compensation period begins with the occurrence of the insured event • The compensation period will end when the first of the following two situations occurs:

What is the role of additional clauses for a family?

• Additional clauses have several roles: - Provides additional protection to the family in case of premature death - Provides the insured with money for treatment in case of serious illnesses or in case of disability - Gives the insured money for treatment in case of less serious health problems

How is the content insured amount determined?

• The sums insured for contents are determined according to the type of heritage assets:

What types of vehicles can be insured through the casco policy?

- Wheeled self-propelled vehicles - Towed vehicles (trailers, semi-trailers, caravans, etc.)

How do you use the "golden questions"?

- Which of these risks worry you the most? - Why did you think of this one? - What consequences would it have on the family? - Do you have insurance for this risk? - If there was a solution to remove the consequences that worry you, would you be interested? • (if you say the right words, in the right tone, with the right look, and at the right time, you will see how the client's shirt collar starts to tighten... you have managed to put him on fire) • What will the client tell his wife after the discussion with you? • He will probably say something like: • This agent is really good • Made me realize some things • Know that I will make another insurance • Bingo! • These questions are called "golden questions" not by chance • They "twist the knife in the wound", i.e. they make the client aware of the major risks to which he is exposed

What medical expenses are covered?

• Medical tests • Drugs • Glasses • Prostheses and orthoses

How is account value calculated?

• The account value is calculated by multiplying the number of fund units by the value of one fund unit • At some point: • There are 2,705.11 fund units in the client's account • The value of a fund unit is 17.62 lei • The value of the account is: 2,705.11 x 17.62 = 47,664.03 lei • Explain to the client that with investments of this type fluctuations are natural and not to panic • "He who cannot control his emotions will not be able to control his money" (Warren Buffett) • The value of the account fluctuates daily, depending mainly on the fluctuation of the value of a fund unit

What total amount did the insured collect under the policy?

• Based on the insurance policy, the client received compensation from two sources: - 65,000 Euros, representing the value of the destroyed equipment and the cost of repairing the building affected by the fire; the insured would have received this amount even if he had bought the "empty" SME policy, without business interruption insurance - 74,250 Euros, representing the amounts needed to restart the business and reach the turnover before the occurrence of the insured risk, based on the business interruption clause • Total compensation paid to the insured = 139,250 Euros

What exclusions does the casco policy contain?

• Excluded risks differ between insurers, but there are common exclusions such as: - Damages incurred in circulation outside the validity of the ITP • Driving without a license or during the suspension period, under the influence of drugs or alcohol • Bad intent or gross negligence • Damage caused by simple combustion, not followed by fire • Simulated or exaggerated damages as well as intentional acts • Nuclear risks, war, trade sanctions or intentional acts • Pre-existing damage • Additional equipment brought to the vehicle that have not been declared and/or are not approved • Deductibles (cannot be insured with another insurer)

What other clauses can be attached to life insurance?

Ask what other events could lead to an unexpected increase in expenses and possibly even a loss of income.

What information do you require to offer SME insurance?

- the CUI of the company - Full address - Year of construction - The constructive structure, according to the insurer's specifications - The surface - Neighborhoods (N, S, E, W) - Field of activity - Protective means - Owner / tenant - Amount insured on the building - Amount insured for contents

What information do you require to offer the child savings plan?

- What is your salary? • Or the alternative: in which range are your incomes? - How old are you? - How old is the child? - At what age do you want the child to receive the money saved (18...25 years old)? - What amount do you want to save, annually (I recommend 5...8% of income)? • Try to propose a percentage of 7...8% of the income to begin with • After you have obtained a level of the available premium, you can add with the question: "Do you agree to put the allowance?" • Avoids the question "What amount do you want the child to receive at maturity?", because clients do not have the knowledge to correlate the insured amounts with the costs and may "jump" at exaggerated amounts

How do you present additional clauses that provide allowances?

• Additional clauses can compensate for the drop in family income if you die prematurely • Additional clauses also give you money for treatment and protect your savings

What does it mean to be solvent, i.e. to have no accidental payment obligations?

• It means having a sufficiently consistent source of money so that a possible payment obligation, even in the order of thousands or tens of thousands of Euros, is covered • Even if you have material comfort, even if you have a decent income, but if your family will be forced to pay large sums of money, the family's well-being will be seriously affected

What are the average risks?

• Less serious illnesses or accidents, followed by: - Surgery - Hospitalization - Fractures - Burns - Temporary incapacity for work

When does the sale need to be completed?

• When the customer is about to buy, but hesitates to say so • How do you know that the customer is about to buy? • The customer is one step closer to completing the sale when they send buy signals, ie… - ... ask concrete questions about the policy (what coverage it contains, how it is paid, how to proceed in case of damage, how to proceed with renewal, etc.) - ... browse the insurance offer and conditions and ask for explanations - So it's time to "push" the sale

If I run out of money on a clause, can I still be compensated?

• During the year in which your allowance was paid, no • But at the beginning of the next insurance year, the clause will be "refilled", so you will be able to be compensated again, if necessary • The exception is the insurance for serious illnesses, which, if you have used up, its effects cease

Is casco insurance valid without a license?

• Depends • If the car was stolen and the thief drove the car without a license, the insurer will pay the compensation and take recourse against the guilty party • If the car was driven by a driver without a license, but with the consent of the insured, the policy will not produce effects

Why do people with credit need life insurance?

• In case of premature death, the balance of the loan will be paid by the insurer • The beneficiary of the insurance is the creditor (e.g. the bank) • If the sum insured exceeds the balance, the family will receive the difference • In case of premature death, the balance of the loan will be paid by the insurer • The beneficiary of the insurance is the creditor (e.g. the bank) • If the sum insured exceeds the balance, the family will receive the difference

Am I refunded the VAT I paid if the stock is destroyed?

• Not • In case of destruction of the goods, you have the right to recover the VAT you paid

Under what conditions can the casco policy be terminated?

• There are two situations: - Termination (termination) is requested by the client • It can be unilateral, with a predetermined notice period • It can be through the alienation of the insured object • May be in case of total loss - Termination (termination) is requested by the insurer • It can be unilateral, with a predetermined notice period • By termination due to non-compliance with the obligations assumed by the contract (non-payment of premiums or essential change in the circumstances regarding the risk – for example switching from private use to taxi) • Note: according to the latest ASF regulations, the term "termination" has been replaced by "termination" and "cancellation" by "dissolution"

How is the insured period determined?

• The insured period is determined according to: - The existence of alternative headquarters for moving the activity - The existence of spare machinery - The time required to repair or replace production machinery - The existence of stocks of raw materials - Estimation of the time required for customer recovery

How do you answer the objection "I don't need joint life insurance"?

• Do you usually put money aside? • This special product ensures the payment of a certain amount, at a certain time; it can be a beautiful moment or it can be the worst moment in your family's life • There is no other financial product that offers this double benefit: whatever happens to you, good or bad, the same amount of money enters the family • With the other insurances, if there were no damages, the money is lost

How do you respond to the objection "I don't have money for accident 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 don't accept this small loss now, you may be forced to accept a loss thousands of times larger • Treatments are expensive • And your wages are priceless...

If I have several premises how can I insure them?

• Most insurers will require each premises to be insured under a separate policy

How do you deal with objections that never stop...?

- A: No... No... No... • Considering you are so vehemently opposed, education tells me to give up, but experience tells me to continue. How do we proceed? - R: Leave it, you don't care about me... you care about your commission • Frankly, I, with or without a policy, am neither richer nor poorer... but your family, without the right policy, can become very, very poor... (proposes meeting) - A: I said NO! • Is OK. I will give up, at least for now. Please tell me, do I have your consent to come back with a phone in 3 months? - Once a month I send clients interesting information in the field of risk. Would you like to receive them too? If you like them, you can also send them to your friends. If not, you can unsubscribe • A customer lost today is not necessarily a customer lost forever • The client who turned you down today may have an accident tomorrow... his neighbor may flood... he may find out about a colleague who has contracted leukemia... he may be hit by a driver without RCA... he may find out on TV about a calamity, about people suffering... there may be a fire near the home... etc. • Any information about a risk will be associated in the customer's mind with who you are and what you said on the phone • What did you say to him on the phone? • That risks can occur at any time and that it would be good to insure • On your next call he will accept the appointment • Or he will call you himself, earlier • An insurance intermediary must be present in the life of every family • Must have a discreet but constant presence • Because risks are also present throughout life - A: No... No... No... • Considering you are so vehemently opposed, education tells me to give up, but experience tells me to continue. How do we proceed? - R: Leave it, you don't care about me... you care about your commission • Frankly, I, with or without a policy, am neither richer nor poorer... but your family, without the right policy, can become very, very poor... (proposes meeting) - A: I said NO! • Is OK. I will give up, at least for now. Please tell me, do I have your consent to come back with a phone in 3 months? - Once a month I send clients interesting information in the field of risk. Would you like to receive them too? If you like them, you can also send them to your friends. If not, you can unsubscribe • A customer lost today is not necessarily a customer lost forever • The client who turned you down today may have an accident tomorrow... his neighbor may flood... he may find out about a colleague who has contracted leukemia... he may be hit by a driver without RCA... he may find out on TV about a calamity, about people suffering... there may be a fire near the home... etc. • Any information about a risk will be associated in the customer's mind with who you are and what you said on the phone • What did you say to him on the phone? • That risks can occur at any time and that it would be good to insure • On your next call he will accept the appointment • Or he will call you himself, earlier • An insurance intermediary must be present in the life of every family • Must have a discreet but constant presence • Because risks are also present throughout life

What is franchising and how does it work?

• The deductible is that part of the damage for which the insured remains his own insurer (in other words, he pays it out of pocket) • By introducing the deductible, the aim is to increase the insured's interest in the insured asset and the existence of a correct attitude towards risk • Plus the casco policy is not a vehicle maintenance policy... • There are mandatory deductibles (for example, in the case of insured natural persons under a certain age, those with a rich claims history, etc.) and optional deductibles, which can be avoided by paying an increased premium • Usually, in the case of partial damage, the excess is paid directly at the service, when the car is picked up

How do you introduce joint life insurance starting with protection?

• Throughout the duration of the policy, starting from the first day, your life is insured; if you die prematurely, your loved ones will immediately receive, in advance, your salaries for... years • If you will be with your loved ones when the policy matures, receive the sum assured and enjoy with them • It is important to remember that whatever happens to you, the same amount of money goes into the family

What role does death insurance policy play for a family?

Death insurance replaces the insured's income in the event of premature death. This amount is mostly received by the descendants.

How can you streamline claims assistance?

• First of all, each customer must know what rights and what obligations they have in case of damage • It will be inconvenient for the client and uncomfortable for you too if the client is asked for various documents, photographs, statements, minutes, etc., one after the other, instead of all these things being requested from the beginning • For this to happen, make lists of all the documents that are required for the claim, for each type of policy, at least for the usual risks (for example car accidents or damage to the water installations) • Then make some mockups yourself to send to customers who have had a claim, and text them a few minutes after you've been notified • Customers will appreciate your gesture • Remember: in order to sell the policy, you made some promises to your client, which he believed • After all, the time has come to honor your promises • A satisfied customer pays his installments • A satisfied customer renews his policy • A satisfied customer buys other policies • A satisfied customer recommends you • A satisfied customer puts money in your pocket, year after year

How can you use social media?

• Social media will not produce an explosion of sales • But if you post consistently, and the posts are quality, they will bring you customers • You will find something gratifying: the completion rate of requests on social networks is almost 100% • The explanation comes from the fact that those who contact you as a result of your posts trust you and appreciate you as a professional

What role does the SME policy have for the insured's family?

• The complex IMM policy, which covers property damage, business interruption, and civil liability, simultaneously protects the family's property, savings and income, in the event of an insured risk occurring • For a family that owns a business, especially if the family lives from the business, the SME policy is an important pillar of support for the family's well-being and material security

How do you get the information to quote accident insurance?

• I thought of a solution based on the income I know (or assume, as the case may be) you have and similar situations I've encountered • And, of course, the compensation that other customers have received • Tell me, is the amount of... in case of..., enough, or do you need more money, in case of an accident? (list all coverages in turn, starting with those that cover the major risks)

What impact does duration have on unit linked policy performance?

• Between 1925 and 2018, i.e. almost a century, whoever invested in the stock market for at least 20 years, obtained a maximum return of 19%, a minimum return of 3% and never lost

If I lose my documents during the trip. How does travel insurance help?

If a clause for theft, loss or destruction of documents is included in the policy, you will be covered for the cost of issuing new documents by the embassy or consulate of the country where the event took place, including the cost of transport, if applicable. A written document from the local authorities certifying the event will be required.

What is the well-being of a family based on?

• Think about your family • The well-being of any family living in a civilized society depends on three factors (pillars): • Whichever of the three factors is missing, family life is severely affected

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

• Insurance is like a parachute: if you don't have it with you at the right time, you'll never need it again • I could tell you several cases of families who came, destroyed, to open a claim... but they are too gloomy to ruin your day with them

How to proceed in the event of a risk covered by the policy.

The insured or another person must call the emergency number in the travel policy, which is operational 24/7, from where they will receive the necessary instructions depending on the event. If the event is not announced immediately, expenses will be covered up to 1,1500 euros, depending on the insurer. If the insured is unable to notify the assistance company, for example in the event of a serious accident, the event can be notified by another person, for example a relative or a doctor.

How do you deal with the objection "Insurance? Nooo...!"?

• I understand you • It's a reaction I expected • I wanted to propose that we get to know each other and tell you briefly what I do, and only if you are interested, then let's deepen the discussion • What do you say?

What are the main exclusions?

• The EEI policy does not insure: - Normal wear and tear - Consumables (eg fuses, batteries, filters, belts) - Various types of tools (eg knives, drills, cutters) - Electronic tubes - Gross fault, gross negligence or intentional risks

If I have another life insurance policy with similar terms, will I get money from both policies?

• Yes • You can have as many life insurances as you like, and you will be compensated by each one separately, if there are the same clauses in the policies • Human life cannot be valued, as is the case with goods or property

What are the additional risks covered by travel insurance?

Additional coverages may differ between insurers and have insurer-specific sums insured. The most common are the following. Travel cancellation cover. The reasons for cancellation can be the death or serious illness of the insured, his family or a first-degree relative or travel partner. A house fire. Summons in a lawsuit. Road accident. Before leaving for the trip. Dismissal, loss or theft of travel documents. Childhood diseases. Cover for travel delay of more than 6 12 hours, depending on the insurer. Cover for trip interruption or shortening. Cover for dental emergencies. Expenses caused by theft or loss of documents. Bodily injuries or material damage caused to third parties due to the fault of the tourist. Cancellation of travel tickets due to airline bankruptcy. Cover for refusal of entry or exit at the border. Covers for emergency medical expenses as a result of inadequate services on board the aircraft. Coverage for flight delays of more than 12 hours after leaving the territory of Romania. Baggage insurance in case of theft, loss, destruction or damage during land, air or sea transport. Baggage delay coverage of more than 12 hours. Roadside assistance coverage. Cover for sporting activities which includes reimbursement of costs for sporting activities not carried out. Costs for stolen, lost or damaged sports equipment. Costs for rental of replacement sports equipment and search and rescue costs. Accident cover covering death or permanent disability.

How can I secure the rest of the content?

• The rest of the contents - for example furniture, stock, electronic equipment older than 10 years - can be covered by a building and contents insurance policy, which can be an SME policy or another type of policy

I heard that someone had a travel policy, suffered something and was not compensated.

Every insurance policy contains exclusions. If the event that occurred was on the list of exclusions, it is natural that the client was not compensated. That's why it's very important that you listen to my advice now, as we build the right solution for you.

Are consequential damages covered under the EEI policy?

• Yes, certain consequential damages are covered • For example, if a part that has burned causes the failure of a module or the entire equipment, this risk is covered (consequential damage)

In conclusion, what does it mean for a family to have enough insurance?

• A family has enough insurance if: - Husband and wife have death insurance, with clauses for disability and critical illness - Housing is insured through a complex policy - The car is insured by RCA and casco, in that order, and not because the law requires it... - The business is insured (if applicable) • After the family already has enough insurance, if the family's income is above average, part of the savings can be placed in a savings life insurance • Any additional clauses covering minor risks increase family protection

How do you present travel insurance?

A second of inattention, an accident or illness can change the trip from pleasure to nightmare. And the nightmare will be even greater when you receive the bill from the hospital. For the more than reasonable sum insured, you insure that any accident or illness would occur during the trip. All emergency expenses will be covered by the insurer within the limit of the insured amount. Furthermore, the Support Company will manage your relationship with the hospital units where you will be treated. When you are in the country, you have friends, relatives, acquaintances to turn to abroad, you have only one friend you can turn to when needed 24/7. The insurer, through the assistance company.

What happens if I refuse to pay the insurance?

When asked this question, the first answer given must be If you stop paying the insurance, the family will be vulnerable again and that could mean trouble and suffering in addition to heartache.

What is the exception where you can mention a product over the phone?

• You can mention a product when you call for referral and you were told that the customer is interested in a certain type of insurance • Example of presenting the purpose: • I am from Mr. Popescu, our mutual acquaintance • Did Mr. Popescu inform you that I will call you? • All right • I know you are interested in insurance...is that true? • Perfect • To develop an insurance solution I need some information • Is it okay if I write you on WhatsApp and you reply like that? • You can mention a product when you call for referral and you were told that the customer is interested in a certain type of insurance • Example of presenting the purpose: • I am from Mr. Popescu, our mutual acquaintance • Did Mr. Popescu inform you that I will call you? • All right • I know you are interested in insurance...is that true? • Perfect • To develop an insurance solution I need some information • Is it okay if I write you on WhatsApp and you reply like that?

What types of funds can a customer invest in through the unit linked policy?

• A customer who buys a unit linked policy has three types of funds at his disposal • High risk fund: investing in shares • Medium risk fund: investments in shares and deposits • Low risk fund: investments in bonds and deposits • Fund allocation is determined by the client

Installments, food, gas, medicine, clothes, phone maintenance, cable TV, French lessons, car service, new tires, dog food. And this insurance agent is also bothering us. The husband said sullenly to his wife. Yes, you're right, yes, and the agent is when he says we can afford all this on our salaries, his wife replied, risking a family quarrel. However, he stopped eating and waved to his wife, indicating that he had gone mad. Do you know Violeta, my colleague from work? Did the wife dare to continue? Yes, what about Violeta? Remember her husband was electrocuted? She was left a widow to raise two children alone. Three years have already passed since then. I see her tired and sad all the time. I often hear her talking to her children on the phone and she keeps telling them that we can't do that, we can't afford that. We say to conclude once Do you want to buy the damn life insurance once? My dear, I'm going to the store to get some more bread and then I'm coming home. These were the husband's last words.

The next words that struck terror into the wife's soul were those of the police officer. Your husband had an accident. The answer he gave to the 3-year-old girl who asked But when is daddy coming home? He doesn't even remember, but he probably was. Daddy never comes again. The days that followed seemed unreal. All. She couldn't believe that the unimaginable had happened to her and that from a cheerful and caring wife, she suddenly became a widow. Years passed, the girl grew up. The drama she had gone through years before had marked her. She was more serious and mature than her peers. Just like before the tragedy, the mother made sure that the little girl did not lack anything. But when they bought more expensive things, he made sure to discreetly remind her. These are from Tavi. Daddy is no longer with us, but because you loved yourself so much, he took care and left some money especially for you. Obviously, it was the money from the father's life insurance.

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

• You recommend a unit linked investment policy to a client with a high risk tolerance • Life is priceless… • And then how can you size a life insurance? • Life insurance is money, paid out in hard times or good times • A customer with a high risk tolerance will buy the unit-linked policy for the mirage of profit • Emphasize this specificity as best as possible • You recommend a unit linked investment policy to a client with a high risk tolerance • Life is priceless… • And then how can you size a life insurance? • Life insurance is money, paid out in hard times or good times • A customer with a high risk tolerance will buy the unit-linked policy for the mirage of profit • Emphasize this specificity as best as possible

How does the child savings plan work?

• Can you sell the child savings plan without understanding how it works? • The truth is... yes • But, out of ignorance, you risk misinforming or deceiving the customer • Knowing how it works will give you security and help you logically answer questions and objections

What is the child savings plan?

• The child savings plan provides the child with a fixed amount at a fixed time, regardless of whether the insured - usually one of the parents - is alive or deceased during the term of the policy

How did sales evolve during the compensation period?

• During the compensation period, sales were: • In the first 7 months, in which the company operated at the new headquarters, and used the lower capacity machine, sales were 10,000 Euros • In the last 2 months, when the company returned to the old headquarters and used the new equipment, sales were 9,000 Euros

How can you approach a grouchy and emotional customer?

• Nothing is accidental • The fact that fate – or someone else – brought us face to face today may be a sign • It would be a shame to let the chance slip through your fingers to do something good for those for whom your heart beats • Many times I have thought that through me someone set out to help people • Do you know how insurance helps people who are hit by fate?

How do you answer the objection "I don't need business insurance"?

• Are you saying you don't need profit? • With the collapse of the business, in addition to profit, several other things disappear: - Credibility in front of business partners - Creditworthiness in investors' calculations - Employees, who go elsewhere - Customers, who choose other suppliers - Reputation, which you have built up over years, and which disappears in minutes - Your image as a successful man • You don't need, you really need insurance, is that true?

What risks do the additional clauses cover?

• Additional clauses cover two categories of risks: • Major risks, which can affect the financial stability of the family by depleting savings and/or reducing income • Average risks, which can affect family savings • Major risks, respectively medium risks, refer to the financial impact they can have, in terms of the cost of treatment to restore health • Sometimes average risks, such as a fracture or surgery of medium difficulty, could be covered from family savings • But major risks, which lead to the disappearance of income and / or the sudden increase in expenses, cannot be covered from family savings • For a family to overcome the financial problems generated by a major risk, a source of money is needed: and this is life insurance • It is important that the risks are covered in this order: major and then medium, especially if the client does not have the money to buy all the clauses

How do I know that the company will still exist in 20...30 years?

• You have no way of knowing • And no one has any way of knowing • Have you heard of Aviva, Axa, Eureko...? • These insurers were active in Romania, after which they withdrew • Today, the policies concluded with these insurers are administered by other insurers, by keeping the conditions of the insurance contract • An insurer exiting a market does so by selling its portfolio • The insurance conditions do not change by changing the insurer • So you have nothing to worry about

How do you present the benefits of insurance to your business?

• Comprehensive business insurance offers you three benefits: - Repair or replacement of damaged or destroyed goods - Coverage of damages caused to third parties, for which your company is responsible - Recovery of unrealized profit • For example in case of fire: - We pay for the repairs - We pay for damage caused to neighboring buildings or third parties affected - We pay the fixed costs for restarting the business - We pay the profit correlated with the achieved turnover • You wouldn't have expected that insurance could do so much for you, would you?

What is risk inspection and how is it performed?

• The risk inspection is an assessment of the physical and technical condition of the vehicle • It consists of taking a set of pictures, with a clean car, in daylight • As a rule, photos are taken showing the following: - Body integrity (pictures from the 4 corners) - The 4 rims and tires - Punched chassis series (or in the windshield) - Dashboard with the key in the ignition and the engine running - Mileage • If there are scratches, etc., a detailed photo is taken and the risk inspection report will be recorded in the policy • Attention: - Pre-existing damages will not be subject to compensation under the policy that will be issued - It is advisable that all these damages are repaired, the risk inspection is carried out again and an additional act is issued stating this

What story can you tell to open the conversation about a new policy?

• How do you choose the theme of the story? • Choose a story that will have an impact on the customer • If you have a true story, then tell it • The important thing is to say it naturally, without seeming to be pursuing a goal

What happens to clauses when premiums stop being paid?

• After the grace period, the additional clauses lose their validity • It is possible for the insurer to accept the reinstatement of the additional clauses, by paying the outstanding premiums and completing a new medical questionnaire • If the insured acquired an illness or suffered an accident in the meantime, the insurer may refuse to reinstate some of the clauses or reactivate them, but with exclusions

How can you answer customer questions?

• General insurance for the family - Home insurance - Helmet - Accident insurance - Health insurance • Life insurance - Death insurance - Mixed life insurance - The savings plan for the child - Unit linked • Business insurance - SME insurance - EEI insurance - RCT insurance - Business interruption insurance

What is casco insurance?

• Casco is an optional insurance aimed at owners of vehicles registered in Romania • On the basis of this insurance, damages suffered by your own vehicle are compensated (unlike RCA, whose effects benefit the damaged third parties)

If I have more claims during the policy, will they be covered in full?

• Depends • There are some insurers where the recovery of the insured amount is automatic, being included in the basic package • With other insurers, this clause is optional • In any case, the number of claims covered by the policy is limited (for example to a maximum of 3 claims per year)

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

• I mean... my wife is going to call me, you mean? • That you just have no way of knowing if and when a misfortune will happen, right? • We will be able to help your family, then, with a lot of money, if you do something today for your loved ones • Because we don't know what "then" means

What is the effect of buying a policy with the minimum staggered premium?

• The minimum tiered premium offers the advantage of minimizing expenses • The customer will be able to benefit from the flexibility of the unit linked policy, being able to make additional payments • Attention: • The disadvantage of this choice is the very low death protection, since the minimum installment premium corresponds to the minimum sum insured

When does the insurance policy start and end?

The validity of the travel policy begins on the day the policy comes into force. Upon leaving the country and ends on the day the policy expires upon returning to the country. As an exception, policies can be extended with a written request from the insured to the insurance company.