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What risks does joint life insurance cover?

• Mixed life insurance covers the two complementary risks that may occur during the policy: • Death • Survival • Usually, with this type of policy, the sum assured on death is equal to the sum assured on survival • Since there is certainty of occurrence of one of the insured risks, there is also certainty of payment of the insured sum • If you feel like you have someone, you can seriously joke: • With this policy, you are worth as much to your family, whatever happens to you • Highlights the unique and unbeatable advantage of this product: whatever happens to the insured, the money goes back to the family

What happens to the joint life insurance 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 recover the surrender value, from the contract

How is the money paid for joint life insurance an investment?

• In order to obtain the guaranteed amount at the maturity of the policy, in any economic conditions, insurers invest the life insurance capital mainly in safe instruments: • ≈ 85% in bonds • ≈ 15% in deposits, shares, etc

What information do you require to offer joint life insurance?

• The minimum information for bidding is as follows: • What is your salary? • Or the alternative: in what range are your incomes? • How old are you? • At what age do you want to receive the money saved? • How much do you want to save, annually (I recommend 5...8% of income)?

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 client this, so that they do not confuse mixed life insurance 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 is an additional payment?

• The additional payment consists in buying some fund units at a given time • It is recommended that this operation be performed when the fund unit is cheap (has a small value) • Making an additional payment is an advantage specific to investment products • Additional payment, in the client's language: • If you want to buy Euros, when is it good to do it, when is the price low or high? • It is the same with additional payments • The best thing the customer can do when the unit is cheap is to make an additional payment • And the worst thing is to panic and withdraw your money

Who and how determines the value of the fund unit?

• The daily value of the fund unit is set by the investment manager of the insurance company (can be internal or external) • The value of a fund unit is obtained by dividing the value of the managed fund by the total number of fund units, related to the entire client portfolio • The daily value of a fund unit is posted on the investment manager's website and the insurer's website

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 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

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 on death and the account value on the date of death

How do you present the unit inked 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, unforeseen savings that appear during the contract • To the question "What do you advise me to do?" reply: • I cannot decide on your money • I present you the advantages and disadvantages of the product, but the decision is yours • Present the product in such a way that the customer understands its advantages but at the same time can never blame you for having misinformed him • Send him an e-mail with the conclusions; and then archive the email

What return can I get?

• You can access the website of insurer X, where you will find the evolution of each fund, from its creation to the present • Please keep in mind that the past is no guarantee of the future • In the field of investments, we are talking about forecasts, not certainties

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

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

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

What information do you require to offer unit linked?

• The minimum information for bidding is as follows: • What is your salary? • Or the alternative: in what range are your incomes? • How old are you? • What amount would the family need in case of death? • How much do you want to invest, annually? • Or the alternative: what amount are you willing to risk, annually, placing the money in an investment? • Pay attention to the following aspect: • Your interest – a high regular premium, which generates a high commission, and the client's interest – a low regular premium and additional payments – can collide • What do you choose? • Explain to the client that the triple "term of over 20 years - minimum staggered premium - additional payments" can optimize the return on investment

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

What does superior expected return mean?

• A policy with a higher expected return refers to the fact that the customer expects, for the same money paid and over the same period of time, to receive a larger amount of money at the maturity of the policy than if he had bought a traditional policy, so guaranteed • If you are an honest man, do not present simulation predictions as guarantees, but as what they are: predictions • The reality can be more beautiful or uglier than the predictions (see the crisis of 2008-2010...) • Attention: this is the expected return, and not guaranteed! • Replace "you will receive" with "you may receive"

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

How is account value calculated?

• The account value is calculated by multiplying the number of fund units by the value of one fund unit • 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 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 value, 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 are the advantages of unit linked compared to other investment instruments?

• Ease of investing; once you've taken out the policy, you essentially have to pay the premiums, and that's it • Death protection • Investment discipline; the insurer communicates the due dates to you, which prompts you to invest rhythmically as recommended by the specialists • Continuity of the investment, including in case of disability, if you have purchased the exemption clause from paying premiums in case of disability

Which are the most profitable and which are the safest assets?

• The assets that can bring the highest return are also those that can generate the biggest loss • Show the client this chart so they can set realistic expectations • High gain and safety at the same time,... not yet invented • In the "low risk - low gain" area are the assets in which traditional insurance capitals are invested • That is why traditional insurance returns are low

What is an asset?

• Assets are resources accumulated in the past with the purpose of obtaining profit in the future • The most common assets are: • Bank deposits • State titles • Bonds • ETFs • Actions • Real estate • Precious metals

What is an investment fund?

• An investment fund is an institution in which people jointly invest their savings • Accumulated funds are used to purchase assets • Depending on the assets in which capital is invested, there are three types of funds

What impact does duration have on unit linked policy performance?

• Between 1925 and 2018, so 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

What clauses can be attached to the unit linked policy?

• Clauses can be attached to the unit linked policy to increase death protection and clauses to provide you with money for treatment in the event of an accident or illness • Some of the clauses may also cover other family members (depends on the insurer)

What is a fund unit?

• The fund unit is the unit of measure for the performance of an investment fund • The fund units in the account of a contract represent the holdings of the contractor in the investment fund, based on the premiums paid • Fund units change their value from day to day, depending on the value of the fund

Can I change the investment option?

• Yes • You can always change the way your money is invested, namely the fund allocation • You are entitled to one or two free changes each year • This depends on the insurer

How much money do I get if I cancel the unit linked policy?

• Termination of the policy actually means selling the fund units and collecting the resulting amount • The insurer will sell the fund units in your account at the price on the day of registration of the request and pay you the account value • A penalty may apply

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

What happens to the unit linked policy if premiums are waived?

• Risk premiums and policy administration costs will continue to be deducted from the account value • The number of fund units will decrease over time • And during the period in which the payment of premiums was waived, the client can make additional payments • It is an advantage worth considering • With a traditional insurance, in the case of waiving the payment of premiums, the insured sums decrease • With unit linked, in the case of waiving the payment of premiums, the sum assured on death remains the same

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

How is the death benefit calculated on a unit linked policy?

• The insured amount in case of death is 5,000 lei • On the date of death, the value of the account is 38,467.82 lei • Beneficiaries upon death will receive a total allowance in the amount of: • In the "sum" option: 5,000 + 38,467.82 = 43,467.82 lei • In the "maximum" version: 38,467.82 lei

What is the assumption of investment risk?

• By assuming the investment risk, the client understands and accepts the fact that it is possible that at the maturity of the policy he will receive less money than he paid

What happens to the unit linked policy if I stop paying premiums?

• The policy will continue, including death protection, as long as you have fund units in the account • The cost of life insurance and administration costs will be deducted from the number of fund units • When the number of fund units reaches 0, the policy will terminate • The insurer will notify you of the imminent termination of the policy

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 run • Investment specialists give the following advice: • Only invest as much as you can afford to lose

What happens to my money if the insurer goes bankrupt?

• In this case you may lose some of your money • But I would like to ask you something… • How many serious insurers have you heard of going bankrupt?

Can additional clauses be added or removed?

• Yes • This can usually be done on the policy anniversary, on application, and obviously with the insurer's agreement • If the addition of clauses is requested, the insurer will request the completion of a medical questionnaire • If he notices a deterioration in health, he will most likely refuse to add new clauses

Can cumulative benefits be paid?

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

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

What medical expenses are covered?

• Medical tests • Drugs • Glasses • Prostheses and orthoses

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

How is supplementary clauses inflation protected?

• The inflation protection of additional clauses is done in the same way as for the basic insurance, to which the clauses are attached

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

• During the year in which your benefit 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

If I am treated in a state hospital, how will I be compensated?

• No matter which type of hospital you are treated in, you will be compensated the same • For reimbursement of hospitalization or surgical interventions, you will not be asked for invoices, but for the discharge ticket and other medical documents

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

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

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

How do you present the exemption 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?

Can the insured sums be changed in the additional clauses?

• In some clauses, the insured amounts can be changed • This can usually be done on the policy anniversary, on application, and obviously with the insurer's agreement • If an increase in the insured sums is requested, the insurer will request the completion of a medical questionnaire • If he notices a deterioration in his health, the insurer will most likely refuse to increase the sums insured

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 price discussion at this stage

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

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

What are the average risks?

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

What is the role of additional clauses for a family?

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

What are additional clauses?

• Additional clauses are sickness and accident insurance, which can be attached to the basic insurance • Some of the clauses may also cover other family members (depends on the insurer)

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 the major risks, which lead to the disappearance of income and / or the sudden increase in expenses, cannot be covered from the family's 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 in the situation where the client does not have the money to buy all the clauses

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

How do you capture interest in home insurance?

• An accident can occur in the home... a short circuit... a spark... a gas leak, at your place or at your neighbor's... it's possible, isn't it? • A fire may occur...or an explosion...or an earthquake • And in a few minutes it is gone... where in the morning your dwelling was, in the evening you may find a smoking ruin • There is a solution to this problem and it is called home insurance

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!

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 can you approach uncommunicative customers?

• I greet a lucky gentleman • I tried to reach you by phone, on WhatsApp... nothing • You know that you always hear only good things from me • Now we are face to face and you can no longer refuse me • Can we talk, price of a coffee?

How can you deal with stingy customers?

• I understand that you have no money • I mean... money to throw away • Since you paid money on the car policy (example), you realize that the risk exists, don't you? • This is the most important • If you don't have a few hundred lei for the insurance you lack, where will the family get a few tens of thousands of Euros to replace what may disappear? • For example housing • Or your income • Or the business

How can you approach customers always on the run?

• 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 is 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 • Does the family deserve 10 minutes of your time?

How do you respond to "I'm not buying home insurance right now"?

• Insurance is like a parachute: if you don't have it with you at the right time, you'll never need it again • In Romania, approximately 7,000 homes burn every year • Every year several thousand families stay on the road because one of the spouses said the same: "Not now" • Do you know how many people come and ask - after - "And tell me, now nothing can be done"? • And the answer is tough • And unique • Yes; after that, nothing can be done

How do you respond to the objection "I don't need home insurance"?

• But why do you need RCA? • Because… it can happen, right? • If you find a ruin in the place where your home is, what will you do? • Where will you live? • How will you look your wife and children in the eyes, knowing you could have protected them, but didn't because...? • After "because" what will follow? • If you need housing, you also need insurance • Because insurance means housing

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 do you respond to the objection "I'm looking for you when I want to insure my home"

• When you urgently need a new home, i.e. after a fire or an earthquake, call me for nothing • Then you will call 112 • I can help you today, when the home is available • For the insurer to help you when the home no longer exists

How do you answer the question "How much does home insurance cost?"

• It depends on the type and value of the home • In the case of regular homes, usually somewhere in the range of 100...150 Euros per year • I want to make a clarification • In case of total damage, the house costs 100 Euros if you bought the insurance today and the same house costs 100,000 Euros if you didn't buy the insurance today

What types of group health insurance are there?

• Group health insurance can be particularly complex, with multiple insurance clauses • Insurers usually offer insurance packages of varying complexity • At the same time, in the case of important customers - for example companies with many employees and / or that pay high premiums - special packages can be designed, adapted to customer requirements

Is the insured's death covered?

• No, this clause is the subject of another type of insurance, which can complement the group health insurance

How to proceed in case of an event (accident or illness)?

• The employee calls the insurer's call center, which will inform him of the steps to follow

What documents are required to open a claim file?

• All related medical and fiscal documents: referrals, consultations, medical letters, results of analyzes and investigations, medical records

What documents and information do you require to offer group health insurance?

• Complete the specific questionnaire that includes the names and data of the employees and their dependents, as well as the desired coverages • Details of medical history may be requested in certain situations

How do you present group health insurance?

• For a maximum amount of 165 lei / month (400 Euro / year) for each employee, they will be satisfied that they did not take a lot of money out of their pocket to restore their health • Employees will be able to return to work faster and feel appreciated • Employees will have access to clinics and hospitals at the insurer's expense, not theirs or yours • Due to the specific taxation there will be much higher costs if you have to increase their salaries to have the necessary money for possible treatments

What is the legal regime of group health insurance?

• It is an insurance regulated by a special law, Law no. 212 of May 27, 2004, with all subsequent amendments and additions • Premiums are deductible up to the amount of 400 Euro / year / person, so health insurance is a good method of employee loyalty

How to proceed if employees enter or leave?

• Since, on the one hand, there is a dynamic regarding employees, and on the other hand, only people employed at the time of the occurrence of the event are insured, you must notify the insurer how many times an employee enters or leaves

If we have claims, how do we renew the policy?

• An assessment of the claims situation for the previous year is made and the insurer decides the conditions, namely: • Renewal under the same conditions as the previous year • Renewal, but with encumbrances and/or exclusions • Non-renewal of the policy

What risks does group health insurance cover?

• Insurance has many clauses, which are grouped differently and have different sums insured, depending on each insurer • An enumeration of the most important coverages would be: • Consultations • Laboratory tests • Investigations / imaging • Preventive control • Hospitalization for one day • Telemedicine • Pregnancy monitoring • Hospitalization • Surgery • Second medical opinion • Serious diseases

Why would I take out group health insurance?

• Because, for a maximum of 165 lei / month, deductible, your employees will be able to benefit from medical services that would otherwise be very difficult or even impossible to access • Because the private insurance is complementary to the state one, for which 10% of the gross salary is paid, month by month, i.e. at least 330 lei / month (the minimum salary is 3,300 lei)

What role does group health insurance play for a business?

• Periodic maintenance and overhauls keep equipment and machinery functional • Regular check-ups and treatments keep employees fit for work • With a favorable impact on the business • And implicitly the profit • A group health insurance: • Builds employee loyalty • Optimizes company costs

Why take out the health insurance, if some clauses overlap with those of the subscription, which is cheaper?

• Because the subscription only covers expenses for basic medical services[ (consultations, analyses, partial imaging[), while private health insurance covers much more complex services (complex investigations, imaging, surgical interventions, hospitalization, complex procedures, etc.) • Also, through the subscription you are limited to a single medical operator, while in the case of group insurance you can call any medical unit, depending on the doctor you are looking for and the existing medical facilities, including abroad

What is group health insurance?

• It is an optional system, in addition to the mandatory health insurance, which covers the medical services that the insured can benefit from • It is concluded by the employer for its employees and, optionally, for their dependents • Dependents can be husband/wife, children • In the case of children, the age is between 0-25 years • The policy has coverage in Romania, but can be extended abroad • There may be different packages for employee groups (for example, a package for company conditioning, a package for TESA, a package for production personnel, etc.) • There are insurers that conclude the policy with the completion of a medical questionnaire for each employee / dependent, but also insurers that do not require an individual medical questionnaire • Insurers have a minimum number of people required to take out the policy (5, 10 or coverage options for 5-10 employees, for 10-50 employees, for 51-100 employees, etc.)

Can the policy be concluded for several years?

• No, because an assessment is made of the number and size of damages, according to which the renewal conditions are offered

What general exclusions does group health insurance contain?

• The most common exclusions are the following: • Alternative medicine (eg detoxification treatments, acupuncture, reflexology, podiatry, osteopathy, aromatherapy) • Epidemics or pandemics

Can pre-existing illnesses be covered?

• Yes, on this type of insurance they can be covered, but this involves an additional cost and is covered under conditions clearly specified in the policy

What is the importance of group health insurance for the intermediary?

• Due to the increasing interest of employers in offering benefits to employees, other than strictly salary ones, due to the increase in costs related to the restoration of health, as well as the deductibility, more and more employers are looking for alternative solutions, affordable and of interest to their employees • Therefore, group health insurance is an important source of income for intermediaries • In addition, the intermediary obtains a list of tens or hundreds of people - that is, insured employees, and possibly dependents, whom he can approach to sell other types of policies, with the aim that each employee's family has enough insurance • A group health insurance is an important source of income and also a very good source of prospects

What related services does group health insurance cover?

• The development of medical services and digitization have given insurers leverage to create systems for the easiest and most convenient use of health insurance • Specifically, they created several facilities, such as: • Call center 24/7 • Insurer network direct settlement, which is a default service on any policy, with insurers working to continually expand their own healthcare provider networks • Dedicated mobile and web applications • Using a bank card powered by the insurer for advance payments • Accepting subsequent billing when using out-of-network providers

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 to avoid posting on social media?

• Vulgar messages and images • Messages written incorrectly grammatically • Băscalie • Pictures from family life

What types of messages can you post on social media?

• Interesting things • Educational messages • Beautiful things • Quality humor

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 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 steps to obtain a database from a specialized site (example: termene.ro)?

• You choose the localities • Select the companies in operation • Select the companies that have contact details (phone / website) • Segment the database (CAEN) • Download the database • You copy the information into your database (for example a CRM or Inteligenda) • Segment the database (CAEN), as follows: • You choose the field of activity you want to tackle • Find out the corresponding CAEN code on Google • Filter the database by CAEN code • Download the database

How can you use databases?

• There are sites where you can get complex databases, with commercial companies in your area • There are free databases and fee-based databases • In addition to the fact that you instantly get all the information you need about commercial companies, using databases also has an important advantage: there are no restrictions imposed by the GDPR!

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 the restrictions imposed by the GDPR • Attention: in the initial approach to the client, refer exclusively to business insurance

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 actions can you take to increase your reputation?

• Learn the role and mechanics of insurance so you can master it • Learn sales techniques so you can approach any customer • Work in an organized way so that you can use your time as efficiently as possible • Serve customers so they feel compelled to recommend you • Build a network of specialists to consult with and to quickly issue your offers and policies (eg product managers, possibly risk inspectors) • Attend meetings • Build an interesting social media profile • Learn to use digitization: databases, applications, online search, BrainO

How can you increase your reputation?

• Everything you do, good or bad, affects your reputation • Building reputation is an ongoing process, which you can influence through the actions you take and the way you behave

How can the number of customers increase?

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