A project report on Training & Recruitment of Life Insurance Agent. Guwahati branch.

A PROJECT REPORT ON “TRAINING & RECRUITMENT OF LIFE INSURANCE AGENT” AT BHARTI AXA LIFE INSURANCE COMPANY LIMITED GUWAHATI BRANCH Submitted By MD. RIYAJ SHAH Roll No. 059/MFW Batch No. 2010-2012 (MBA 2nd Sem.) 1450848118999 In the partial fulfillment of the Degree of Master of Business Administration Session (2010-2012), Darwin School of Business, Guwahati, Assam. PREFACE Practical training is an important part of management courses. Theoretical studies are not sufficient to get into corporate world and understand the complexities of large-scale organizations. Practical training exposes us to real practices of management in the organization. It also exposes students to the treasures of experience, knowledge and leaning which prerequisites of making a successful career are. I deem it privilege to have undergone this project. I acknowledge that the practical training that I got from this cannot be gained otherwise. I found my project very interesting and challenging. (Md. Riyaj Shah) Roll No. 59 MBA 2nd Semester STUDENT DECLARATION I hereby declare that study of “training and recruitment of life insurance agent” has been exclusively done by me for the degree of MASTERS OF BUSINESS ADMINISTRATION and not for any other degree, Diploma or fellowship. This is my own study done under the guidance of Mrs. Gul Mohan Sharma, Agency Development Managers of the company. I hereby declare that the contents of this report are true and best to my knowledge. (Md. Riyaj Shah) Roll No. 59 MBA 2nd Semester Declaration This is to certify that the project report entitled “training and recruitment of life insurance agent” submitted for the degree of MBA for Darwin School of Business, Affiliated to Punjab Technical University – from (21st May, 2011 to 24th June, 2011)” is a benefited research work carried by Md. Riyaj Shah, student of Darwin School of Business. This assistance and help received during the course of investigation have been fully acknowledged. Project Co-coordinator Brief summary Introduction: A general term ‘insurance’ is related to service sector. Insurance is concerned with the protection of economic value of assets. For example in case of a factory or a cow, the product generated by it is sold and income is generated. In this project the Bharti AXA Life Insurance Company is undertaken which is one of the popular sector insurance sectors. The analysis of “Bharti AXA Life Insurance” is taken from different sectors. For creating strong relationship and for a success full business every insurance company required financial planner. Objective of the study: ,[object Object]

To introduce Bharti AXA to those people who don’t have any knowledge about Bharti AXA and its products and services.

To understand the process of recruitment and selection of agent in life insurance.

Why people are not willing to work as an agent in life insurance sector especially with private companies.Need of the study: The study is undertaken to know how many people are interested to work as life insurance agent in Bharti AXA and their thinking about the Bharti AXA Life Insurance Company or about private insurance company. Conclusion: In India, there is throat cut competition in the market of life insurance that brand service which adopt new strategies for sales. I concluding the whole story it can be said that people are much more aware about the aspects of life insurance and also have knowledge about the role and act of agent but mostly people unwilling to work as life insurance agent and mostly people prefer to work with LIC because it is a semi government corporation. Table of Contents CHAPTER NO.PARTICULARSPAGE NO.CHAPTER 1INDUSTRY PROFILE7-15CHAPTER 2COMPANY PROFILE16-30CHAPTER 3INTRODUCTION OF RECRUITMENT AND SELECTION PROCESS OF AGENT31-45CHAPTER 4RESEARCH METHODOLOGY OBJECTIVES OF THE STUDY46-48CHAPTER 5DATA PRESENTATION AND INTERPRETATION48-53CHAPTER 6LIMITATIONS AND FINDINGS53-54CHAPTER 7CONCLUSION AND SUGGESTIONS54-55CHAPTER 8 BIBLIOGRAPHY 56 Industry Profile WHAT IS INSURANCE The business of insurance is related to the protection of the ECONOMIC VALUES OF ASSETS. Every asset has a value. The asset would have been created through the efforts of the owner. The asset would have been created through the efforts of the owner. The asset is valuable to the owner, because he expects to get some benefits form it. It is a benefit because it meets some of his needs. The benefit may be an income or in some other form. In the case of a factory or a cow, the product generated by it is sold and income is generated. In the case of a motor car, it provides comfort and convenience in transportation. There is no direct income. Both are assets and provide benefits. Every asset is expected to last for a certain period of time during which it will provide the benefits. After that, the benefit may not be available. There is a life-time for a machine in factory or a cow or a motor car. None of them will last forever. The owner is aware of this and he can so manage his affairs that by the end of that period or life-time, a substitute is made available. Thus he makes sure that the benefit is not lost. However, the asset may get lost earlier. An accident or some other unfortunate event may destroy it or make it incapable of giving the benefits. An epidemic may kill the cow suddenly. In that case, the owner and those enjoying the benefits therefore, would be deprived of the benefits. The planned substitute would not have been ready. There is an adverse or unpleasant situation. Insurance is a mechanism that helps to reduce the effects of such adverse situations. It promises to pay to the owner or beneficiary of the asset, a certain sum if the loss occurs. HISTORY OF INSURANCE Insurance has been known to exist in some form or other since 3000 BC. The Chinese traders, traveling treacherous river rapids would distribute their goods among several vessels, so that the loss from any one vessel being lost, would be partial and shared, and not total. The Babylonian traders would agree to pay additional sums to lenders, as the price for writing off the loans, in case of the shipment being stolen. The inhabitants of Rhodes adopted the principle of general average of ‘general average’, whereby, if goods are shipped together, the owners would bear the losses in proportion, if loss occurs, due to jettisoning during distress. {Captains of ships caught in storms, would throw away some of the cargo to reduce the weight and restore balance. Such throwing away is called jettisoning} The Greeks had started benevolent societies in the late 7 th century AD, to take care of the funeral and families of members who died. The great fire of London in 1666,in which more than 13000 house were lost, gave a boost to insurance and the first fire insurance company, called the fire office, was started in 1680. The origins of insurance business as in vogue at present, is traced to the Lloyd’s Coffee House in London. Traders, who used to gather in the Lloyd’s coffee house in London, agreed to share the losses to their goods while being carried by ships. The losses used to occur because of pirates who robbed on the high seas of because of bad weather spoiling the goods or sinking the ship. In India, insurance began in 1818 with life insurance being transacted by an English company, the Oriental Life Insurance Co. in 1870 in Mumbai. This was followed by the Bharat Insurance co. in 1896 in Delhi, the Empire of India in 1897 in Mumbai, The United India in Chennai, the National, the National Indian and Hindustan Cooperative in Kolkata. Later, were established the cooperative Assurance in Lahore, the Bombay Life (originally called the swadeshi life), the India Mercantile, the new India and the Jupiter in Mumbai and the Lakshmi in New Delhi. These were all Indian companies started as a result of the swadeshi movement in the early 1900s. By the year 1956, when life insurance business was nationalized and the life Insurance Corporation of India (LIC) was formed on1st September 1956, there were 170 companies and 75 provident fund societies transacting life business in India. After the amendments to the relevant laws in 1999, the L.I.C. did not have the exclusive privilege of doing life insurance business in India. By 31.8.2007, sixteen new life insurers had been registered and were transacting life insurance business in India. The History of Insurance in India Some of the important milestones in the life insurance business in India are: ,[object Object]

1928 - The Indian Insurance Companies Act enacted to enable the government to collect statistical information about both life and non-life insurance businesses.

1938 - Earlier legislation consolidated and amended to by the Insurance Act with the objective of protecting the interests of the insuring public.

1956 - 245 Indian and foreign insurers and provident societies taken over by the central government and nationalized. LIC formed by an Act of Parliament, viz. LIC Act, 1956, with a capital contribution of Rs. 5 crore from the Government of India. The General insurance business in India, on the other hand, can trace its roots to the Triton Insurance Company Ltd., the first general insurance company established in the year 1850 in Calcutta by the British. Life Insurance a Basic Need Life insurance is a contract providing for payment of a sum of money to the person assured or, failing him, to the person entitled to receive the same, on the happening of certain event. A family is generally dependent for its food, clothing and shelter on the income brought in at regular intervals by the bread winner of the family. So long as the he lives and the income is received steadily, that family is secure; but should death suddenly intervene the family may be left in a very difficult situation and sometimes, in stark poverty. Uncertainty of death is inherent in human life. It is this uncertainty that is risk, which gives rise to the necessity for some form of protection against the financial loss arising from death; insurance substitutes this uncertainty by certainty. Few Advantages of Life Insurance 1. It is superior to an ordinary savings plans: This is so because unlike other saving plans, it affords full protection against risk of death. In case of death, the full sum assured is made available under a life assurance policy; whereas under other savings schemes the total accumulated savings alone will be available. The latter will be considerably less than the sum assured, if death occurs during early years. 2. Insurance encourages and forces thrift: A savings deposit can be too easily withdrawn. Many may not be able to resist the temptation of using the balance for some less worthy purpose. On the other hand, the payment of life insurance premiums becomes a habit and comes to be viewed wit the same seriousness as the payment of interest on a mortgage. Thus insurance, in effect brings about compulsory saving. 3. Easy settlement and protection against creditors: The life assured can name a person or persons to whom the policy moneys would be payable in the event of his death. The proceeds of a life insurance policy can be protected against. The claims of the creditors of the life are assured by effecting a valid assignment of the policy. A married women’s property act policy constitutes a trust in favor of the wife and children and no separate assignment is necessary. The beneficiaries are fully protected from creditors except to the extent of any interest in the policy retained by the assured. 4. Administering the legacy for beneficiaries: It often happens that a provision which a husband or father has made through insurance is quickly lost through speculative or unwise investment or by unnecessary expenditure on luxuries. These contingencies can be provided against in the case of insurance. The policyholder can arrange that in the in the event of his death the beneficiary should receive, instead of a single sum (a). payment of the net claim amount by equal installments over a specified period of years, or (b).payment of the claim amount by smaller monthly installments over the selected period followed by a lump sum at the end thereof. 5. Ready marketability and suitability for quick borrowings: After an initial period, if the policy holder finds him unable to continue payment of premiums he can surrender the policy for a cash sum. Alternatively he can tide over a temporary difficulty by taking loan on the sole security of the policy without delay. Further a life insurance policy is sometimes acceptable as security for a commercial loan. 6. Tax relief: For computing income tax (especially in India the Indian income tax act) follows deduction from income tax payable, a certain percentage of a portion of the taxable income of individuals which is diverted to payment of insurance premiums. When this tax relief is taken into account it will be found that the assured is n effect paying a lower premium for his insurance. How Insurance Works The mechanism of insurance is very simple. People who are exposed to the same risks come together and agree that, if any one of the members suffers a loss, the others will share the loss and make good to the person who lost. All people who send goods by ship are exposed to the same risk related to water damage, ship sinking, piracy, etc. those owning factories are not exposed to these risks, but they are exposed to different kinds of risks like, fire, hailstorms, earthquakes, lightening, burglary, etc. like this, different kinds of risks can be identified and separate groups, made including those exposed to such risks. By this method, the risk is spread among the community and the likely big impact on one is reduced to smaller manageable impacts on all. If a Jumbo Jet with more than 350 passenger’s crashes, the loss would run into several crores of rupees. No airline would be able to bear such a loss. It is unlikely that many Jumbo Jets will crash at the same time. If 100 airline companies flying Jumbo Jets, come together into an insurance pool, whenever one of the jumbo jets in the pool crashes, the loss to be borne by each airline would come down to a few lakhs of rupees. Thus, insurance is a business ‘sharing’. Role of Insurance in Economic Development ,[object Object]

An insurance company’s strength lies in the fact that huge amounts come by way of premiums. Every premium represents a risk that is covered by that premium. In effect, therefore, these vast amounts represent pooling of risks. The funds are collected and held in trust for the benefit of the policyholders.

The management of insurance companies is required to keep this aspect in mind and make all its decisions in ways that benefit the community. This applies also to its investments. This is why successful insurance companies would not be found investing in speculative ventures. Their investments benefit the society at large.

The system of insurance provides numerous direct and indirect benefits to the individual and his family as well as to industry and commerce and to the community and the nation as a whole. Those who insure, both individuals and corporate, are directly benefited because they are protected from the consequences of the loss that may be caused by the accident or fortuitous event. Insurance, thus, in a sense protects the capital in industry and releases the capital for further expansion and development of business and industry.

The very existence of risk that is, uncertainty concerning the future, is a severe handicaps in economic activities. Insurance removes the fear, worry and anxiety associated with this future uncertainty and thus encourages free investment of capital in business enterprises and promotes efficient use of existing resources.

Thus insurance encourages commercial and industrial development and there by contributes to a vigorous economy and increased national productivity.

Present day organization of industry, commerce and trade depend entirely on insurance for their operation, banks and financial institutions lend money to industrial and commercial undertakings only on the basis of the collateral security of insurance. No bank or financial institution would advance loans on property unless it is insured against loss or damage by insurable perils.

Insurers are closely associated with several agencies and institutions engaged in fire loss prevention, cargo loss prevention, cargo loss prevention, industrial safety and road safety. Before acceptance of a risk, insurers arrange survey and inspection of the property to be insured, by qualified engineers and other experts.

The object of these surveys is not only to assess the risk for rating purposes but also to suggest and recommend to the insured, various improvements in the risk, which will attract lower rates of premium and what is more important , reduce the loss potential. For example, burglary surveyors make recommendation in regard to security measures such as better locking system, appointment of Watchman, etc. Engineering surveys play a most useful part in accident prevention as valuable technical advice is provided in respect of plant and machinery.

Insurance ranks with export trade, shipping and banking services as earner of foreign exchange to the country. It helps to earn foreign exchange and represent invisible exports. List of Insurance Companies Listed in Different Years List of Life Insurance CompaniesS.No.RegistrationNumberDate of Reg.Name of the Company110123.10.2000HDFC Standard Life Insurance Company Ltd. 210415.11.2000Max New York Life Insurance Co. Ltd. 310524.11.2000ICICI Prudential Life Insurance Company Ltd. 410710.01.2001Kotak Mahindra Old Mutual Life Insurance Limited 510931.01.2001Birla Sun Life Insurance Company Ltd. 611012.02.2001Tata AIG Life Insurance Company Ltd. 711130.03.2001SBI Life Insurance Company Limited .811402.08.2001ING Vysya Life Insurance Company Private Limited 911603.08.2001Bajaj Allianz Life Insurance Company Limited 1011706.08.2001Metlife India Insurance Company Ltd. 1113304.09.2007Future Generali India Life Insurance Company Limited 1213519.12.2007IDBI Fortis Life Insurance Company Ltd. 1310223.10.2000Royal Sundaram Alliance Insurance Company Limited 1410323.10.2000Reliance General Insurance Company Limited.1510604.12.2000IFFCO Tokio General Insurance Co. Ltd1610822.01.2001TATA AIG General Insurance Company Ltd.1711302.05.2001Bajaj Allianz General Insurance Company Limited 1811503.08.2001ICICI Lombard General Insurance Company Limited.1913103.08.2007Apollo DKV Insurance Company Limited 2013204.09.2007Future Generali India Insurance Company Limited 2113416.11.2007Universal Sompo General Insurance Company Ltd. 2212103.01.2002Reliance Life Insurance company Ltd.2312214.05.2002Aviva Life Insurance Co. India Pvt. Ltd.2412706.02.2004Sahara India Insurance Company Ltd.2512817.11.2005Shriram Life Insurance Company Ltd.2613014.07.2006 Bharti AXA Life Insurance Company Ltd.2713304.09.2007Future general Indai life Insurance Co.Ltd2813519.12.2007IDBI Fortis Life Insurance Company Ltd.2913608.05.2008 HYPERLINK quot;
http://www.canarahsbclife.com/quot;
Canara HSBC Oriental Bank of Commerce Life Insurance Company Ltd.3013827.06.2008Aegon Religare Life Insurance Company Ltd.3114027.06.2008DLF Pramerica Life Insurance Company Ltd. List of General Insurance Companies112315.07.2002Cholamandalam General Insurance Company Ltd.2.12427.08.2002Export Credit Guarantee Corporation Ltd.3.12527.08.2002HDFC-Chubb General Insurance Co. Ltd.113927.06.2008Bharti Axa General Insurance Company Ltd.214115.12.2008Raheja QBE General Insurance Co. Ltd Company Profile History of Bharti AXA Life Insurance Bharti AXA Life Insurance is a joint venture between Bharti, one of India’s leading business groups with interests in telecom, agri-business and retail, and AXA, world leader in financial protection and wealth management. The joint venture company has a 74% stake from Bharti and 26%stake of AXA. The company launched national operations in December 2006. Today, company have over 8000 employees across over 12 states in the country and a national footprint of distributors trained to provide quality financial advice and insurance solutions to the large Indian customer base. Open first branch office in Hyderabad. Introduces 2 unit linked products- “future confident’ and ‘wealth confident’ As we further expand our presence across the country with a large network of distributors, we continue to provide innovative product and service offerings to cater to specific insurance and wealth management needs of customers. Whatever your plans in life, you can be confident that Bharti AXA Life will offer the right financial solutions to help you achieve them. Bharti-AXA perform over following cities Hyderabad Mumbai Delhi Bangalore Kolkata Chennai Ahmedabad Ludhiana Lucknow Surat Kochi Indoor Chandigarh Vadodra Bhubneshwar Jaipur Mohali Guwahati Vision To be a leader and the preferred company for financial protection and wealth management in India Professionalism Team SpiritInnovation Values Integrity Pragmatism Strategy ,[object Object]

To adapt AXA's best practice blueprints as a sound platform for profitable growth

To leverage Bharti's local knowledge, infrastructure and customer base

To deliver high levels of shareholder return

To build long term value with our business partners by enhancing the proposition to their customers

To be the employer of choice to attract and retain the best talent in India

To be recognized as being close and qualified by our customers Bharti Group Bharti Airtel Ltd Bharti Airtel Ltd is one of Asia's leading telecommunications service providers. The Company is India’s largest integrated telecom company in terms of customer base and offers Mobile Services, Fixed Line services, Broadband & IPTV, DTH, Long Distance and Enterprise services. Airtel also offers mobile services in Sri Lanka on a state-of-the art 3.5 G network. Bharti TeleTech Ltd Bharti Teletech is India’s leading telecom & allied Products Company. It is one of the largest manufacturers of landline telephones in the world. With a strong distribution network across the country, the company is also the primary distributor of IT and Telecom products from international brands such as Motorola, Blackberry, Thomson, Polycom, Transcend, and Logitech. Telecom Seychelles Ltd A subsidiary of Bharti, Telecom Seychelles Ltd provides comprehensive telecom services including 3G mobile services in Seychelles, under the ‘Airtel’ brand. Comviva Technologies Ltd Comviva is the leading provider of integrated VAS solutions for mobile operators in emerging markets. Among the top 3 global providers of integrated VAS solutions in rapidly growing markets, Comviva has deployed solutions for over 100 mobile operator customers in over 80 countries worldwide. FieldFresh Foods Pvt. Ltd. FieldFresh Foods Pvt. Ltd., is a venture between Bharti Enterprises and Del Monte Pacific Limited, to offer fresh and processed fruits and vegetables in the domestic as well as international markets, including Europe and the Middle East. Bharti Retail Pvt Ltd Bharti Retail is a wholly owned subsidiary of Bharti Enterprises. Bharti Retail operates a chain of multiple format stores that offer consumers affordable prices, great quality and wider choice. The company’s neighbourhood format stores operate under the quot;
Easydayquot;
brand and the compact hypermarket format under the “Easyday market” brand. Bharti AXA General Insurance Company Bharti AXA General Insurance is a joint venture between Bharti Enterprises and AXA, world leader in financial protection and wealth management. The company was incorporated in July 2007 and offers a full suite of general insurance solutions to meet the needs of businesses and individuals alike. Bharti AXA Life Insurance Company Bharti AXA Life Insurance Company Ltd is a joint venture between Bharti Enterprises and AXA, world leader in financial protection and wealth management. The company offers a range of life insurance and wealth management products with an endeavour to help customers lead a confident life. Bharti AXA Investment Managers Pvt. Ltd. Bharti AXA Investment Managers Pvt. Ltd., an asset management company in India, is a joint venture between Bharti Enterprises, AXA Investment Managers (AXA IM) and AXA Asia Pacific Holdings (AXA APH). Centum Learning Limited Centum Learning Limited provides end-to-end learning and skill-building solutions to several large corporate. It provides solutions that impact business performance through enhanced employee productivity, customer profitability and effective talent transformation. Jersey Airtel Ltd Jersey Airtel, a subsidiary of Bharti, offers world-class mobile services in Jersey (Channel Islands) over its full 2G, 3G and HSDPA enhanced network. The Company brings market-leading products and services to its customers under Airtel-Vodafone brand. Bharti Foundation Bharti Foundation was set up in 2000, with the vision, “To help underprivileged children and young people of our country realize their potential”. It aims to create and support programs that bring about sustainable changes through education and the use of technology and information. Bharti Realty Bharti Realty Limited is a young, vibrant and dynamic realty company with expanding interests in commercial, retail and residential real estate. Bharti Realty aims to be amongst the most admired real estate players in India and aspires to attain highest degree of customer trust through superior product design and maintaining an uncompromising stand towards environmental responsibility, ethics and safety Bharti Infratel Bharti Infratel, a wholly owned subsidiary of Bharti Airtel, provides passive infrastructure services on a non-discriminatory basis to all telecom operators in India. Bharti Infratel also holds approximately 42% stake in Indus Towers, a joint venture between Bharti, Vodafone and Idea to offer passive infrastructure services. Bharti Enterprises ,[object Object], Bharti Airtel Ltd is India’s leading provider of telecommunications service. The company has 4 distinct Business divisions- mobile and telephone services, broadband services, long distance services and enterprise services, ,[object Object], Bharti Teletech Ltd manufactures and exports world-class telecom equipment under the brand ‘Beetel’. ,[object Object], Telecom Seychelles ltd provides telecom services in Seychelles, under the brand ‘Airtel’. ,[object Object], Bharti AXA Life Insurance is a joint venture between Bharti, one of India’s leading business groups with interests in telecom, agri business and retail, and AXA, world leader in financial protection and wealth management. The joint venture company has a 74% stake from Bharti and 26%stake of AXA. ,[object Object], Bharti Telesoft Ltd delivers best-in-class, Revenue-critical Vas products and service to telecom carriers, ,[object Object], Tele Tech Service (India) Ltd is Joint venture with Tele Tech Inc., U.S.A. It offers a range of Customer Management Services. ,[object Object], Field Fresh Foods Pvt Ltd is Bharti’s Venture with EL Rothschild Group owned ELRO holding India Ltd., to export fresh Agricultural products exclusively to markets in Europe and USA. ,[object Object], AXA Group is a worldwide leader in Financial Protection. AXA's operations are diverse geographically, with major operations in Western Europe, North America and the Asia/Pacific area. AXA had Euro 1,315 billion in assets under management as of December 31, 2006. For full year 2006, IFRS revenues amounted to Euro 79 billion, IFRS underlying earnings amounted to Euro 4,010 million and IFRS adjusted earnings to Euro 5,140 million. The AXA ordinary share is listed and trades under the symbol AXA on the Paris Stock Exchange. The AXA American Depository Share is also listed on the NYSE under the ticker symbol AXA. ,[object Object], AXA Asia Pacific Holdings Ltd (AXA APH) is listed on the Australian stock exchange and is 52.3% owned by AXA SA. AXA APH is responsible for AXA SA’s life insurance and wealth management businesses in the Asia-Pacific region. It has operations in Australia, New Zealand, Hong Kong, Singapore, Indonesia, Philippines, Thailand, China, India and Malaysia. AXA APH had A$106.4 billion in total funds under management and administration at 30 June 2007 and reported a profit after tax before non-recurring items of A$374.0 million for the six months ended 30 June 2007. Products of Bharti-AXA Life Insurance Bright stars ,[object Object]

As a caring parent, you want only the best for your child. As your child grows, his aspirations will grow too and so will your responsibilities. Whether it’s higher studies abroad, a grand wedding or a comfortable home … you can now ensure that your child is always one step ahead

You can fulfill all the dreams you have for your child, and give him what he deserves. A bright future!

The plan also offers the flexibility to make modifications, depending on the changing needs of your child. As his dreams grow, the plan will grow too… so financial hurdles will never come in the way of his growing dreams! With Bharti AXA Life Bright Stars,ParameterEligibilityMinimum age at entry18 yearsMaximum age at entry70 years minus policy benefit period chosen.E.G: for policy benefit period of 17 years, the maximum age at entry is 53 years.Maximum age at maturity70 yearsMinimum premiumRs.15,000 p.a. for annual & semi-annual modes Rs18,000 p.a. for monthly modePremium modesAnnual, semi-annual and monthlyPolicy benefit periods available7 years,10 years,15 years, 17 years and 20 yearsMinimum top-up premiumRs. 2,500 Spot Suraksha Introduction Spot Suraksha is a unit liked insurance product, which offers you an instant insurance protection and benefit of wealth creation in the long-term. Main Advantages of Spot Suraksha ,[object Object]

Answering the simple health related questions, Sign up the simple application form, submit photograph, proofs for identity, address and age.

A cover note is issued to policy holder and insurance cover starts instantly.

100% allocation of premium- Full allocation of premium to the Investment Fund, according to policy holder choice from 2nd year onwards.

A guaranteed special addition equal to 130% of annualized premium in the first policy year is added in the policy fund at maturity or death, which is earlier.PARAMETERELIGIBILITYMinimum age at entry5 yearsMaximum age at entry55 yearsMaximum age at maturity70 yearsMinimum premiumRs. 12,000 p.aPremium ModesAnnual, Semi-annual and monthlyPolicy term15 yearsMinimum top up premiumRs. 5,000 Dream life pension Let you live your retired life king-size This plan is made for old persons and to make them self independent and live a life of dignity and self-respect. Today you are busy climbing the ladder of success and realizing your dreams. Today, time is with you. Just take a moment and think. The Bharti AXA Life Dream life pension gives you: A post retirement income for life. Policy holder choose the age at which he/she would like to retire (vesting age), which determines your premium paying term. Alternatively you can opt for single premium payment. PARAMETERELIGIBILITYMinimum age at entry18 yearsMaximum age at entry70 yearsMinimum age at vestingMaximum age at vesting45 years80 yearsPremium modesSingle pay, yearly, Half-yearly ,Quarterly and monthlyMinimum premiumAnnual Regular Premium: Rs.12, 000 p.a.Minimum policy term10 yearsMinimum top-up premiumRs.2, 500 and no maximum limit on top-up premium and top up allowed only after first policy year. MERIT PLUS This is a regular premium unit-linked insurance policy which offers you the twin benefits of protection against financial loss in the unfortunate event of the death and helping you to create wealth systematically over the long-term. Hence this product is suitable for your long-term objective like retirement planning, children’s future and giving a total protection to you and your family. PARAMETERELIGIBILITYMinimum age at entry0 yearMaximum age at entry60 years (For death benefit option A)55 years (For death benefit option b)Maturity age80 years (for death benefit option A)75 years (for death benefit option B)Policy benefit period80 year less age at entry (for death benefit option A)75 years less age at entry (For death benefit option B)Premium payable periodYearly, Half-Yearly And MonthlyMinimum premiumRs.10,000Minimum Top-up premium500 Benefits of Bharti AXA Life merit plus In merit plus the policy holder must have to choice one option out of the two. ,[object Object]

The sum of sum assured and the policy fund value as on the date of intimation of death will be paid.Future confident Future confident is a suitable product for you, if your objective is long-term targeted wealth creation over 15-20 year, either for your own retirement or for your children’s future, while at the same time providing your family enhance financial protection. PARAMETERELIGIBILITYMinimum age at entry0 yearMaximum age at entry60 years Maturity age70 years Policy benefit period70 year less age at entry Premium payable periodYearly, Half-Yearly, quarterly and MonthlyMinimum premiumRs.10,000 for yearly, 5,000 for half-yearly 2,500 for quarterly and Rs.834 for monthly premiumMinimum Top-up premium500 Secure Confidence Provide complete financial protection to your family, even when you are not there. Secure confident is suitable to you if your objective is to protect your family against any financial loss caused due to unfortunate death, disability due to an accident or critical illnesses which may deprive them of a secured future. ParameterEligibilityMinimum age at entry18 yearsMaximum age at entry55 years Minimum sum assuredRs.5 ,00,000Minimum premiumRS.1,500 for yearly,Rs.780 for half-yearly, Rs.405 for quarterly and Rs.135 for monthly premiumPolicy benefit period5,10,15,20 and 25 yearsMaximum age at maturity.60 yearsPremium paying termEqual to the policy benefit period.On deathOn survival A sum assured is paid to the policy holder or nominee and the policy shall be terminated. The policy shall be terminated and no monies shall be payable to the policy holder. Introduction of the process of recruitment and selection of agent Objectives of the study To understand the process of recruitment and selection of agent in Bharti AXA life insurance. On The project gave a practical exposure and helps in acquiring the on road skills. How to recruits agent for Bharti-AXA life insurance To know about the view of general public about the job of agent Why people are not willing to work with as an agent, especially with private player. To introduce Bharti AXA to those people who don’t have any knowledge about Bharti AXA and its products and services. Meaning of Recruitment Finding the right people is a make-or-break factor for success in business today. Recruiting the top talent for a job takes time and you have to attract quality candidates who have the knowledge and skills needed to help your company grow. The fact is, your success with recruitment depends on how well you prepare your job ad, and use source of recruitment, and your interviewing skills. Prepare a job ad that works to start, you want to be sure that your potential candidate truly understands the job. The clearer you are with the task description, working conditions and advantages, the less time you will waste examining and rejecting applications The essentials of any job description are: A brief description of your company Detailed outline of the tasks involved Qualifications and experience required Equipment and resources used to do the work Skills required using them. However, you should also include work benefits (e.g., vacation, travel and perks), general working conditions (e.g., scheduling, outside work) and the specific traits required (e.g. Team Building and Communications skills). Ultimately, you want to be perceived as an attractive employer in a competitive market. Find the right recruitment vehicle choose the vehicle that best works for your company, depending on your budget and resources. Word of mouth, or simply telling your employees, friends and colleagues about a job opening, is a less expensive strategy but generates fewer candidates. The advantage is that you already know something about your recruiters and their skills, knowledge and achievements. This is a preferred method with companies that have a finder's fee program for their employees. Advertising is a toss of the dice. If it goes well, it can help you find ideal candidates in a regional, national, or international pool. If not, it's a costly investment yielding few results. Make sure to factor in the time it takes to go through a large number of resumes. Employment agencies cost more but generally provide a good range of candidates. The employment advisors look at your needs, screen a number of candidates, and only send you the applications that meet your requirements. Bear in mind that the largest employment agencies do not necessarily offer the best choice of candidates. There are numerous agencies that specialize in recruitment in specific sectors. Recruiting online such as monster.ca, workopolis.com and jobboom.com. These can provide inexpensive, worldwide access to employees. In fact, 65% of job seekers now have access to these types of services. Using the Internet for recruiting usually involves regular visits to specialized recruitment sites, joining newsgroups, and posting your job openings on recruitment sites, electronic publications and on your own Web site. After recruitment the next part is selection of best candidates. Make the interview deliver Since the purpose of an interview is to identify and verify the candidate's potential, it should be structured to bring out all the desired competencies and aptitudes. Remember that you have to decide between the candidates: you could create a point system or analysis grid for comparing their strengths and weaknesses. Here are a few points to consider when structuring an interview: Make a list in advance of the points for discussion and corresponding questions. Present the candidates with a situation they could face on the job and ask them how they would react. This will enable you to evaluate the candidates' knowledge, skills and work methods. Ask the candidates to describe some difficult situations encountered in previous jobs and to explain the way in which they were resolved. This will give you the chance to gauge the candidates' self-confidence, creativity and problem-solving skills. Ask the candidates to describe a difficult situation involving colleagues and how it was resolved. This will enable you to test their aptitude for teamwork. Ask the candidates about their ambitions and plans to ensure they fit your company profile. Beware of asking questions about personal interests. They can get the interview off track or annoy people who want to keep their work and private lives separate. Definition of Agent According to section 182 of Indian contracts Act, an “agent” is a person employed to do any act for another or to represent another in dealing with a third person. In the insurance industry, the term “agent” is ordinarily applied to a person engaged by the insurer to procure new business. The insurance Act definers and insurance agent as one who is licensed under Section 42 of that Act and is paid by way of commission or otherwise, in consideration of his soliciting of procuring insurance business, including business relating to the continuance, renewal or revival of policies of insurance. He is, for all purposes, an authorized salesman for insurance and needs a license. An agent is one who acts on behalf of another. The “another” on whose behalf the agent acts, is called the principal in this case. The insurance company is the principal in this case. The lawyer is the agent of the client, when he argues the case in court. An ambassador is an agent of his country. The agent represents the principal and acts on his behalf. Some insurers designate their agents as ‘advisers”,” consultants” etc. as if they are independent advisor or consultant would not be appointed by an insurance company. He would be knowledgeable enough as a person to be approached for advice or consultation. Some insurance agents may acquire that status. All insurance agents should strive to attain that status. Procedure for becoming an Agent ,[object Object],In terms of the Insurance Act, a license will not be given if the person is minor, found to be of unsound mind, found guilty of criminal misappropriation or criminal misappropriation or criminal breach of trust or cheating or forgery or an abetment of or attempt to commit any such offence found guilty of or knowingly participation in or conniving at any fraud, dishonesty or misrepresentation against an insurer or an insured, not possessing the requisite qualifications and specified training, Found violating the code of conduct as specified in the regulations. The fee for a license is Rs.825 for individual. A license is granted for 3 years. It may be renewed after 3 years and again valid for 3 years. ,[object Object],The Qualifications necessary before a license can be given are that the person must be Not a minor. Have passed at least the 12th standard or equivalent examination, if he is to be appointed in a place with a population of 5,000 or more. (10th standard otherwise.) Have undergone practical training for at least 50 hours in life or general insurance business, as the case may be, form an institution, approved and notified by the IRDA. IN the case of a person wanting to become a composite insurance agent, the applicant should have completed at least 75 hours practical training in life and general insurance business, which may be spread over six to eight weeks. d) Have passed the pre-recruitment examination conducted by the insurance institute of India or any other examination body authorized by the IRDA. The license once issued, can be cancelled whenever the person acquires a disqualification. Applications for renewal have to make at least thirty days before the expiry of the license, along either the renewal fee of Rs.250. If the application is not made at least thirty days before the expiry, but is made before the date of expiry of license, an additional fee of Rs.100 is payable . If the application is made after the date of expiry, it would be normally being refused. Prior to renewal of the license, the agent should have completed at least 25 hours practical training in life or general insurance business or at least 50 hours practical training in life and general insurance business in the case of a composite insurance agent. Insures who select agents for appointment, make arrangements for training, for appearing in the prescribed examinations, and obtaining the license. NOTE The insurance Act provides, In Section 44, for payment of commission on renewal premium even after termination of the agency. The commission will be limited to a rate not exceeding 4%, to be eligible for this; the agent should have been an agent with that insurer for at least five years and policies for at least Rs50,000 are in force one year before termination of agency or, 10 year. This commission will be payable to the heirs of the agent after the agent’s death. FUNCTION OF AN AGENT Understanding the prospect’s needs and persuade him to buy a plan of life insurance that suits his interests best. Complete the formalities:- paper work, medical examination, which are necessary to get the policy expeditiously. Keep in touch to ensure that changing circumstances are reflected in the arrangements relating to premium payments, nomination and other necessary alterations. Facilitate quick settlement of claims. Be totally honest with both the prospect and the insurer. Not to induce prospects to submit wrong information. Career with Bharti AXA Opportunity to earn unlimited income. Career Growth. Be your own boss. High quality training & Support to improve productivity. Compensation amongst the best. Club member benefits. Payout structured to facilitate your cash flows better. Best in class & competitive products. Pension for life. Recruitment Process Develop a Profile Develop sources of recruitment Approaching the Targeted recruits Initial screening and Interviews Reality check Sources of Recruitment UncontrolledControlled Job Ads/InsertsNatural Market Placement Consultants Central of Influence Presentation / SeminarAgent gets Agents Cold Prospecting Data Base SecondaryPrimary Controlled Market Natural market Your family Your friends People at job/business Neighbors Extended Natural market The following are sources of names: People know through children. People know through spouse. People know through hobbies/ games. People known through social groups People known through public service. People you do business with. Friends of friends. CENTRE OF INFLUNCE People with influence and prestige, other member of society believe and faith on them. People who have a big circle of relationships: like secretary in societies, president of an association. People who are known to you and are willing to help you. People who have contacts with the class of people you want to deals with. People who have faith in your leadership. A centre of influence is a person who is in contact with many people through social, political, religious or business angulations Usually a respected individual with influence over the people with him/her is in contact. Uncontrolled Sources Job Ads/Inserts This program should be on regular long range basis. Example: Gul Mohan Sharma who is a relationship officer in Bhrati AXA Life Insurance company put an ad in the newspaper, in which he called for the reader to phone him during a specified 2 to 4 hours period on Monday or Sunday morning From those who called Gul Mohan Sharma was able to eliminate more misfits (who are not qualified) and arrange for two to six personal visits. Placement consultants MOA can recruit a placement consultant or register himself in internet job search sites to get list of prospects. Seminars/job fairs Manager of agency can also organized seminars at Management Institutions and Colleges. OR Bharti AXA Life Insurance Company participate in the job fairs and then short list Prospects and then look for further opportunities for them. Cold Prospecting MOA can use the telephone directory. MOA and Telecaller can use the directories of various business and social organizations. Database Primary data: Direct collection of data of from the source of information, technology including personal interviewing, survey etc. Secondary Data: Indirect collection of data from sources can be purchased from the open market and various kind of database are available such as telephone databases of various surveys. Point to be noted while recruiting the Agents Mature and responsible family person. Ambitious, hungry for recognition, challenges. Occupation. Experience and current designation. For how many years he is living in the city. Greedy person. Occupation of parent. Family income. Any experience in life insurance sector. Leadership qualities. Social and amiable. Sources for Recruitment and Selection of Agent Used during Training Natural MarketMarket Survey Secondary Data (Telephone Directory) Telephone Script Hello sir, I am Md. Riyaj Shah from Bharti AXA. I want your few minute to speak. Sir, Bharti AXA is going to expend the Business by recruiting quality people and offering them the potential of a very rewarding career opportunity. We have acquired your business card and we are aware of the company you work for and you are one of the selective person with whom our company want to concern. So I would like to meet you for coffee to explain the exciting and rewarding opportunity. It may have for you in terms of career compensation and support. (Excellent I look forward to meeting you please May I have your address and I will confirm our meeting in writing) OR (According to your convenience will you please tell me when and where we can meet?) Thank You Sir. Step 1.Documents Required Age proof. Address proof. Photo – 8. Education proof. Q score sheet. Agency application. Form V A. Fill NAAF. Step 2.Interview section During the interview the senior manager/MOA asked following question to the candidate to judge his ability and knowledge. Qualification. Present occupation. Knowledge or experience in insurance sector Tenor of stay in the town. Number of family member. Household income. Occupation of parent. If selected then the senior manager/MOA approve the application. The managers take the help of scoring Mechanism. Scoring Mechanism was filled at the time of apply. AgeBelow 25 yearsBetween 25-40More than 40ScoreScoring mechanism021Marital statusUnmarriedmarried12Education10th standard or 12th standardgraduatePost graduate122Tenor of stay in city/townLess than 3 years3-5 yearsMore than 5 years012Household incomeLess than 2 lakhs2-5 lakhsMore than 5 lakhsTotal score Q Score: Acceptable Range of Score Greater than or equal to 7 Additional Approvals 5 or 6 Rejected application if 4 or less If the Q score is less than 7 then BSM/ARSM comments and signatures are required. Step 3.Training 50 Hours Training and also provide a text book (IC-33 life insurance) for pre-recruitment Examination for Life Insurance Agents, which is based on syllabus prescribed by insurance Regulatory & Development Authority. IRDA for short, has laid down that those who wish to become insurance agents will be given licenses only after they complete a course of study, training and pass an examination prescribed by it. During this training the knowledge about the entire essential concept related to life insurance is provided to agent. Insurers will have different practices and offer different benefits in their plans. All of them will be based on these concepts. The details of the practices and the plans of each insurer will have to be learnt from the respective insures. Step 4.During training following things will be teaches. What is insurance Principles of life Assurance Premiums and Bonuses Life Insurance products Underwriting Insurance Documents Policy conditions Claims Linked life insurance products Insurance agency Laws and Regulations IRDA Regulation 2000. IRDA Regulation 2002. Step 5.Examination and Code Examination is the second last part of the recruitment and selection process. It include one hour test under, which contain 50 objective questions, one marks each, Pass marks are 25. There are two method of examination. Online Manual In case of online the result is declared on the spot and in the case of manual result is declared within one month. After clearing the exam, ULIP training of two days will be given to the advisor about the product of company and then agency code is generated. OBJECTIVES AND RESEARCH METHODOLGY Objectives of the study To understand the process of recruitment and selection of agent in Bharti AXA life insurance. On The project gave a practical exposure and helps in acquiring the on road skills. How to recruits agent for Bharti-AXA life insurance. To know about the view of general public about the job of agent. Why people are not willing to work with as an agent, especially with private player. To introduce Bharti AXA to those people who don’t have any knowledge about Bharti AXA and its products and services. Research Methodology Research Methodology is the investigation of specific problem in detail. At first problem is defined carefully for conducting research. There should be a good research plan for conducting research. No research can be done without data collection. After all this analyze is made for getting solution for problem. Defining the problem Defining the sampling plan Collection of data Analyze and interpretation Defining the problem Defining the research problem is first necessary step for any research. This work should be done carefully. Here research problem is to know wiliness of general public to work as an agent with private player or Bharti-AXA life insurance. Sampling plan The sampling plan calls for three decisions. A) Sampling Unit: I have completed my survey in GUWAHATI. B) Sample Size: The selection of 20 respondents. The sample was drawn from College students. The selection of the respondent was done on the basis of simple random sampling. C) Contract methods I have conducted the respondent through personal interviews. Research Instrument A close friend questionnaire was constructed for my survey. Questionnaire consisting of a set of questions made to filled by various respondents. Collecting the Information After this, I have collected the information from the respondent with the help of questionnaire. Analyze the Information The next step is to extract the pertinent finding from the collected data. I have tabulated the collected data & developed frequency distributions. Thus the whole data was grouped aspect wise and was presented in tabular from. Thus, frequencies & percentages were to render impact of the study. Presentations of Findings This was the last stop of the survey. Data Presentation and Interpretation Name: -Address:-Location:-Mobile no.Shop Type: - (Mobile stores, General store, Chemist etc. Please specify Script Bharti has expanded into new territories of business and they now offer the best in class insurance products. This new venture is named Bharti-AXA. Mr. Sunil Bharti Mittal is introducing insurance to Punjab and Chandigarh retailers and would like to give you an opportunity to earn and setup a new income which can give you 15-20% margin on an average. In this business you only have to contact your known people or regular customers and their references to introduce Bharti’s product and get an appointment. Post this, manager form Bharti-AXA will go, explain the product & close he sale for you. You will in turn receive 15-20 % margin on sale. E.g. if a policy is sold by Bharti-AXA manager for 10,000 you will receive 2,000. We are here to understand your interest in this proposal specially designed by Mr. Sunil Bharti Mittal for Punjab and Chandigar ,[object Object], YesNo ,[object Object]

How much time can you dedicate per day for this activity? (For getting Appointments)½ hr1-2 hrs3-h hrs5 hrs or more ,[object Object]

2 said that they can spend ½ to 2 hours for this activity. 3) Do you have any knowledge of or experience in Insurance? YesNo ,[object Object]

20% of students said that they have no knowledge about insurance.

Do you have Experience as an agent?Yes No ,[object Object]

85% of students have no experience in the field of life insurance.If yes, then please specify the name of the company. ,[object Object],33% (2) of students working with HDFC Standard Life insurance 33% (1) of students working with ICICI Prudential Life Insurance Co. Ltd. ,[object Object], Yes NO 10 % of students were interesting to spare 1/2 day on training to understand to product. Name: -Address:-Location:-Mobile no.Shop Type:- (Mobile stores, General store, Chemist etc. Please specify QUESTIONNAIRE ,[object Object], Yes No ,[object Object], Appointments) ½ hr 1-2 hrs 3-h hrs ,[object Object]

Do you have any knowledge of or experience in Insurance?Knowledge Yes No Experience Yes No If yes, then please specify the name of the company. ,[object Object], Yes No ,[object Object], Under 50 51-100 101-300 301-600 Above 600 Limitation I didn’t get complete feed from the students about the question as they are busy in their work and had less time to fill questioned. Sincerity of answering the questions cannot be judged. Time was the major constraint for me to understand the long process of recruitment and selection. No money available for project ( My pocket expenditure ) Finding Why people are not ready to work with private players in life insurance? Or Why people are not ready to work as an agent in any company? ,[object Object]

During the training period we felt that most of people who are already working in insurance sector think that it is easy to sell the product of LIC than to sell the product of other life insurance company.

Most of people say that this job affects upon their social relation with other and also effect upon their business.

Most of people believe that private insurance companies carried out fraud activity that’s why they never believe upon the private players.

People think that it is a time consuming activity and also required huge market skills.

Some people said that only greedy people like to work in insurance sector.Conclusion In India, there is throat cut competition in the market of life insurance that brand service which adopt new strategies for sales. I concluding the whole story it can be said that people are much more aware about the aspects of life insurance and also have knowledge about the role and act of agent but mostly people unwilling to work as life insurance agent and mostly people prefer to work with LIC because it is a semi government corporation. Suggestions ,[object Object]

An insurance company must work with honesty to win the confident of its agent and general public.

Duration of training must be reducing as in these day people have no extra time.

Training hours should be made choice of their preference timing.

Fees charged by companies from candidate for IRDA exam and training should reduce.

Many other extra facilities must be provide to agent to attract them such local and foreign trips, special price on achieving a target, open bank account at free of cost.

Bharti-AXA Life Insurance Company must organize more and more seminars and also participate in the job trade fairs to find out more candidates.

Increase the commission of agents.

Company must relic to candidate or other people that they are doing a social service for the welfare of society.

Better career opportunity must be provided to an adviser, such as on role job, promotion etc.

A special function must organize time to time in which the special prizes distribute among those agent who perform well.

Reduce the minimum premium amount it will help company to attract the agent of other company, as it increases the scope of market of its agent.BIBLIOGRAPHY IC-33 Life Insurance, Shri S.J Gidwani Publishers, Mumbai www.irdaindia.org www.bhart-axalife.com www.wikipedia.org www.ibef.org 90079359599 The opportunity About 2/3 of the Indian population is ‘insurable” High % of population is uninsured or underinsurance. We Indian are “natural savers” Indians save the maximum in the world. Those ‘insured’ are ‘underinsured’.

A project report on Training & Recruitment of Life Insurance Agent. Guwahati branch.

A project report on Training & Recruitment of Life Insurance Agent. Guwahati branch.

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A project report on Training & Recruitment of Life Insurance Agent. Guwahati branch.