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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

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)