Consultants must understand the importance of this Sales Career. He or She must learn all four basic things which includes, Complete Knowledge of Takaful System, Develop Attitude to Conduct 3 face to face Sales Interviews, Improving their Skill like, Customer Presentation and Closing Attempts and finally Make them Habbit to do regularly and these activities of daily routine should become the part of their personality.

1. Dawood Family Takaful Limited
Consultant Refresher Program
Prepare by
Shiraz S. Khoja

2. Tilawat-e-Quran-e-Pak
&
Introduction of
Consultants

3. Contents
1. Career Planning
2. Introduction of Takaful Concept
3. Difference b/w Takaful and Insurance
4. Introduction of Dawood Family Takaful Limited
5. Who is a Consultant?
6. Sales Distribution Cycle
7. Paint the Picture or Fact Find of Customer
8. Solution Presentation
9. Closing Shots
10. Recording of Daily Activities
11. Daily Routine of a Successful Consultant

4. Career
Planning

5. Career Planning
There are three Opportunities of
jobs, available for Fresh Graduates
in the market:
1.Fixed Salary Job.
2.Business Operations
3.Effort Base Earnings

6. Career Planning - Continue
The Fixed Salary Jobs available for fresh graduates in
the market are:
1. Office Assistant Salary Rs. 8,000/-
2. Assistant Accountant Salary Rs.12,000/-
3. Assistant Admin Officer Salary Rs.10,000/-
4. Sr. Receptionist Salary Rs.10,000/-
5. Admin Assistant Salary Rs.12,000/-
Lets take an example, I join as Assistant Accountant
and my Salary is Rs. 12,000
1. Fixed Salary Job

7. What is the future of this kind of Job?
Initially, I am happy because I was Jobless.
There is Rs. 12,000/month earning produces.
But after 6 months, my Approach become change
because I am fed up with my fixed earning due to:
1. My expense on daily transport Rs. 1,500
2. My expense on daily food Rs. 1,000
3. My household expense Rs. 8,000
4. My personal expenditures Rs. 1,500
5. Total Salary Rs.12,000

8. What are demerits of Fixed Salary Job?
The thinking of fixed salary job person is limited,
as his monthly income. He or she never thinking
that next month I am going to change my room
split AC or change TV with LED, Following are the
demerits of fixed salary:
1. Thinking approach is very limited.
2. Limited resources for resolving financial issues.
3. Rare chances of Promotions.
4. Very slow financial growth
5. No challenges in the job as well as in the life

9. Career Planning - Continue
For Business, a person required 2
essential things:
1.Required Capital for Business; and
2.Business Expertise
Any one of the above missing, will
not possible to start a new
business
2. Business Operation

10. Career Planning - Continue
If a person avail a Bank Loan for New
Business, then what is essential:
1. Right place and right market
2. Business Expertise is very important
3. Right Customer targeting
Research Conducted by Financial Analyst,
about the success and failure of New
Business Operation by availing Bank
Loans
2. Business Operation - Continue

11. Career Planning - Continue
As per research conducted by financial
analyst and they declared:
1. 70% of such Business are closed in 1st year.
2. Out of remaining 30%, another 15% are
closed in the 2nd year.
3. Only success percentage is 15%.
I am going to ask you, a question that
do you attempt such type of
Business, where success % is 15%
2. Business Operation - Continue

12. Career Planning - Continue
If a person facing business loss and
windup business, following are the
demerits:
1. Recovery department behind to clear loan.
2. Relative and friends, hide themselves.
3. No income to cover their monthly
expenses.
4. No challenges in life, beside this life is
miserable due to loss in business.
2. Business Operation - Continue

13. Career Planning - Continue
This type of income has an element of more
efforts more earnings. Common Organization
are:
1. Banks
2. Leasing Companies
3. Life and General Insurance Companies
4. Family and General Takaful Companies
In this type of career, a person grow their
income till Rs. 90,000/- within a span of 2
years
3. Effort Base Earnings

14. Merits Of Effort Base Earnings
1. More Efforts more Income.
2. This is a business for which, no capital required.
3. Quick personal growth in form of Promotions.
4. Quick financial growth of a Sales Consultant.
5. Standard of living improving very quickly.
6. A welfare feelings, while providing protection to the
families.
7. A Concrete Career development opportunity.
8. Consultant improving their communication skills
9. Consultant finds Career path for him or herself
10. Consultant become BM or SBM, within span of 2 to
3 years.

15. Why I join
Dawood Family
Takaful Limited?

16. Because, Dawood
Family Takaful is a
Shariah Compliant
Company & Working on
Takaful (An Islamic
System)

17. Our Associated Companies Under F.D.G.
Pakistan’s Sixth Full-fledged Islamic bank with AA Rating for
Shariah Compliance in 2009, spreading network of branches in all
parts of Pakistan
BRR Guardian Modaraba
BRR Group Started Modaraba Operations in 1985, and since then
became one of the best with Highest paid –up Capital in Pakistan
of Rs. 780 Million!
Capital Management Limited
Under FDG and its collaboration with Asian Development bank, It
offers Asset management opportunities - assets risen over Rs. 5.12
Billion
First Dawood Investment Bank Ltd.
Incorporated in 1994, listed on KSE 100 Index, achieved a balance
sheet sixe of Rs. 12.22 billion by 2007- with profits of Rs. 180 in same
year!
Given as a gift by Registrar Modaraba to BRR Modaraba
Management in 2006, upon its default, which has been recovering
from losses rapidly – a proof of financial credibility and belief in
expertise of FDG group!

18. Beside Shariah
Compliant Company,
What are the
Features of DFTL?

19. FEATURES OF DAWOOD FAMILY TAKAFUL
v SPONSORED BY FIRST DAWOOD GROUP.
v QUALITY LITERATURE.
v BEST PRODUCT IN THE MARKET.
v RE-TAKAFUL WITH MUNICH - Re.
v PARTICIPANT TAKAFUL FUND IN Billions.
v 750 MILLION PAID-UP CAPITAL OF DFTL .
v MANAGEMENT EXPERTISE IN DFTL ARE
MULTINATIONAL.
v MERIT BASED ORGANIZATION
v CLEARLY DESCRIBED CAREER PATH
v RECOGNITION AND REWARD SYSTEM
v HIGH STANDARDS OF INCOME & JOB SATISFACTION
v AMONGST THE POINEER COMPANIES INTRODUCED
TAKAFUL IN PAKISTAN.

20. Career Path in
Dawood Family
Takaful Limited

21. Job Description

22. Career Path in DFTL
Consultant
Career
Takaful
Consultant
Takaful Executive
Consultant
Development
Manager
Sr Development
Manager
Takaful
Manager
Assistant
Branch Manager
Branch
Manager
Senior
Branch Manager
Regional
Manager
National
Sales Director
Sales Career Management Career

23. How Consultant
Average Monthly
Income becomes
Rs. 90,000/month?

24. Quick Growth in Consultancy Job
An Average Consultant Progress
• Consultant Produces Only 3 Cases/month in 1st 6 months = 3x6 = 18
• And produce 5 Cases/month in next 6 months = 5x6 = 30
• Total Cases produced in first year = 48
• 48 Cases with the Case Average of Rs.25,000, (48x25000) =Rs. 1,200,000
• Consultant earnings in the 1st year is = (1,200,000 x 50%) =Rs. 600,000
• Average Earning Per Month in 1st year (600,000/12) =Rs.50,000
• In the 2nd year Consultant selling again 50 new policies with Case
Average of Rs. 35,000 (50 x 35,000) =Rs. 1,750,000
• In 2nd year Commission on fresh policies (1,750,000x50%) =Rs. 875,000
• In 2nd year Commission on Renewals (1,200,000x10%) =Rs. 120,000
• Due to promotion at TEC, 5% Bonus avail by Consultant =Rs. 87,500
• Total earnings in the 2nd year (875,000 + 120,000) =Rs. 1,082,500
• Average earning/month in the 2nd year (1,082,000/12) = Rs. 90,206

25. Current
Employment
Situation in the
Market

26. Current Employment Situation
Every sector is cutting the employment e.g.
Why .................................. ?
1.Bad Economic Climate
2.Over Staffing
3.Increasing competition in employment
sector(More Qualified People)
4.Political Decision
Which Sector is Growing ......................... ?
Family Takaful ........................................... ?
Business increase 300% every year.

27. I don’t know about
Takaful?
How I start my
Work?

28. We Start Work By Learning?
TRAINING
1.Three days pre-course Training.
2.Three days Foundation Training.
3.Three Days in-house Marketing skills Training.
4.Field training.
Training & Motivation
1.Advance training
2.Weekly Branch Meeting (Skills & motivation Training)
3.Non Producer Clinic to help individual to achieve their targets.
4.Work shops

29. Standard Day
of a Takaful
Consultant

30. Standard Day
Standard Day FOR Takaful Consultants
Minimum Daily Activity Objectives for Consultant
3 Appointments Pre-Qualified Approaches
1 Fact Find Appointment : Fact Find
3 : 1
1 Service Call At Least 1 Service Call
6 Referrals (0r 20 Pre-qualified names)
Daily 6 Referral CardsReferral Cards

31. Financial
Opportunities
and
Rewards

32. Financial Opportunities & Rewards
$
Above Average Income
There is no limit to your income. It
depends directly on your efforts and
commitment.
Other financial rewards :
First Year Commission
Renewal Commission
Pension second year onwards
Year End Bonus
Monthly Incentives
Achiever’s Awards
Company Maintained Car
And many many more…….

33. Why I join
Takaful Industry?
Why not
Insurance?

34. What Takaful Is?
The word Takaful is derived from
the Arabic verb Kafala, which
means to guarantee; to help; to
take care of one’s needs. This
concept has been practiced in
various forms for over 1400 years.

35. What Takaful Is?
Takaful comes from an Arabic
word “Kafala” or “Kafalat”,
which means “guaranteeing
each other” or joint guarantee.
Takaful is a tool to mitigate a
loss which is provided by a fund
created by the participating
members who contributed and
agreed to assist each other.

36. How Old
Takaful System
is?

37. How Old Takaful System Is?
Takaful is not a new invented System.
This is a mandatory system of the
period Prophet Muhammad (PBUH),
used by the tribe of Al-Bani Ashr.
They used this system through Bait-
ul-maal (Waqf Pool) and normally
using while traders travelling long
journeys b/w city to city or b/w
country to country.

38. How Takaful
System
Operates?

39. How Takaful Operates in the
Ancient Time?
Due to long Journey of number of months,
b/w cities, while travelling between
countries, time costing more than a year,
vice-versa. The traders died normally, due to
long journey, the problem of Family
Breading occurred.
To resolve this problem, they formed “Bait ul
maal”, with this system, every trader of the
troop will pay donations from their goods to
the Bait ul maal before going to trade
journey.

40. How Takaful Operates in the
Ancient Time? (Continue)
The objective of this donation was that,
from start of the journey till come back,
if any body caught by any accidental or
incidental mishap during the journey or
took loss in this trading journey, will pay
claim through “Bait ul maal” to their
families and to them, respectively.
All traders were the participants of
these Claims, such System are called
TAKAFUL System.

41. History of
Takaful System

42. History Of Takaful
1. In 1961, first time Takaful Act passed in
parliament of Damishk.
2. Within 3 to 4 years, Takaful System
introduced in Malaysia, Indonesia and
Sudan.
3. In 1970s, Takaful introduced in Arab
Countries, firstly in Saudi Arabia and
then in all Middle East Countries.
4. Onwards, this Islamic System followed
by all Muslim Countries.
5. Unfortunately, in Pakistan Takaful Act
passed in the parliament in 2005.

43. History Of Takaful (Continue)
6. In 2006, the first investment came in
Pakistan from Qatar with the name of
Pak Qatar Family Takaful Limited.
7. In 2007, Dawood Family Takaful Limited
got the license from SECP for Takaful.
8. There are four more General Takaful
Companies got their Family Takaful
licenses in this Takaful System.
9. These Takaful Companies are working as
a alternative to the Conventional
Insurance, as a Shariah Compliant
Businesses in Pakistan and the rest of
the World.

44. What DFTL is?

45. What DFTL is?
1. Dawood Family Takaful Limited, a
subsidiary part of First Dawood Group.
2. First Dawood Group already in the
various businesses in Pakistan, with the
name of First Dawood Investment
Bank, Dawood Mudarbah Bank,
Dawlance Pakistan, Burj Islami Bank,
Dawood Group of Companies, Nagina
Group of Companies, Sarena Group of
Companies, Yamaha Motorcycle and
many other sectors of Businesses in
Pakistan.

46. What DFTL is?
3. Other than Takaful Company, First
Dawood Group are mainly do business
in the sectors, which includes Islamic
Banking, Cotton Spinning, Textile,
Garments, Electronics, Motor Vehicles,
Chemicals and many other sectors.
4. The first Company of Dawood family
started in the year 1917, with the
name of Dawood Cotton Factory in
Gujrat, India before partition.
5. An authentic group which are in
businesses since last more than 9
decades in Sub Continents.

47. Wakala Waqf
Fund Model

48. Wakala Waqf Fund Model

49. Shariah Board
of DFTL

50. Shariah Board of DFTL
There are three members in the
Shariah Board of DFTL:
1. Mufti Muneeb ur Rehman
Chairman
2. Mufti Syed Sabir Hussain
Member
3. Mufti Syed Zahid Siraj
Member

51. Role of
Shariah Board
in DFTL

52. Role of Shariah Board
Role of Shariah Board in Dawood
Family Takaful Limited are:
1. All decisions of Claims;
2. All investments decisions;
3. All Waqf Pool decisions;
4. All Compliance decisions; and
5. Following all Shariah
Regulations, owned by Shariah
Board.

53. Difference Between
Takaful and
Insurance System

54. Difference Between Takaful and
Conventional Insurance
1. Shariah Board : Takaful System never
works without Shariah Board, while in
Insurance, there is no Shariah Board
exist.
2. Claim Payments : In Takaful, Claims
paid through Waqf Pool and Waqf Pool
owned by Allah Subhan’w Tallah. While
in Insurance, Claims paid from
Company’s own pocket.
3. Claim’s Decision : Shariah Board is
only, who take decisions of Claim in
Takaful System, vice-versa in Insurance,
Company herself take decisions.

55. Difference Between Takaful and Conventional
Insurance (Continue)
4. Nature of Contract : In Takaful System
Contract called “Aqd-e-Tabbaru”, while in
Insurance, Contract called Sales/Purchase
Contract or “Aqd-e-Muawza”.
5. Distribution of Surplus : In Takaful, Surplus
distributes among Takaful Members, vice-
versa in Insurance Surplus owned by the
Company.
6. Investment Portfolio : Shariah Board never
allow to do Investments in the business, other
then Shariah Compliant businesses, while in
Insurance, its depends on Company’s
discretion, either in stocks or in short term or
long term bank deposits.

56. Merits of
Takaful System

57. Merits Of Takaful System
1. Takaful is a pure Shariah Compliant
Business.
2. Claims belongs to Waqf Pool & Waqf
Pool owned by Allah Subhan’w Tallah.
3. Claims decision taking by Shariah
Supervisory Board.
4. Either any Participant received claim
amount or not, there is no discretion
of Takaful Company.
5. Surplus distributes among Takaful
Member.
6. Investments of Participants fund, only
in Shariah Compliant Businesses.

58. Demerits of
Insurance
System

59. Demerits Of Conventional Insurance
1. Insurance is not a Shariah Compliant
Business.
2. No Shariah Board exist in Insurance
Companies.
3. Decision of Claims, taken by Company
herself. When Claim paid, Company
face losses and when claim disqualify,
Company is in profits.
4. Surplus owned by the Company in
Insurance System.
5. In Insurance, the Investments are
depend upon the Company’s
discretion.

60. Who is a Consultant?
And
Who is a Takaful
Consultant?

61. Who is a Consultant?
When we use term ‘CONSULTANT’, normally we
understands, this Consultant is a medical
Practitioner. May be he or she is a Pediatrician, an
Ophthalmologist, a Cardiologist, an
Otolaryngologist or Obstetric/Gaynecologist.
CONSULTANT means a person providing their best
possible advice, relate to their own field. Either he
or she is Physician, Advocate, Architecture, Dress
Designer, Interior Decorator or Any specialist of
any other field.
(All providing CONSULTANCY)

62. Who is a Takaful Consultant?
A person who is expert in the field of
Takaful Advisories, Who
are capable to identify the need
Of a takaful prospects and
Provide them, a best possible
solution for the future losses, are
called TAKAFUL CONSULTANT.

63. Sales
Distribution
Cycle

64. Sales Distribution Cycle
1
2
3
4
5
6
10
9
8
7
Closing
Preparation of
Appointment
Sales Interview
Need Establishment
Need Assessment
Financial Commitment
Solution Designing
Solution
Presentation
Sales
Distribution
Cycle
After Sales Meeting
Prospecting

65. 12 Steps of
Sales
Interview

66. 12 Steps of Sales Interview
1. Entrance
2. Self Introduction
3. Rapport Building
4. Clarify the Purpose
5. Setting Arrangement
6. Introduction of
Takaful
7. Company
Introduction
8. Painting the Picture
9. Financial
Commitment
10.Solution Designing
11.Solution Presentation
12.Closing

67. Painting the
Picture

68. Painting the Picture
Information required for Painting the
Picture:
1. Family Structure
2. Human Life Expenses
3. Need Establishment
4. Need Assessment
5. Closing Attempt

69. Family Structure
Name: ____________
DOB:______________
Father
Mother
Wife
C1 C2 C3 C4 C5 C6
Prospect Data
Objective of Probing
1. Resided in Joint Family or in Separate Family System
2. Monthly Home and Business Expenses
3. Any Life Insurance Policy

70. Human Life Expenses
Human Life Expense
Short
Term
Middle
Life
Long
Term
Monthly Expenses
1. Rent
2. Utilities
3. Food
4. Education
5. Transportation
6. Medical
7. Miscellaneous
Middle Life Expenses
1. Higher Education
2. Marriages
3. Purchase New
House
4. Purchase Land
5. New Business
6. Purchase Gold
Long Run Expenses
1. Retirement Fund
2. Savings for
Children behind
3. Land for Family
4. Business for
Family

71. Need Establishment
Today, Higher Education cost on BE = 600,000
After 10 years fund required for the same= 1,200,000
After 12 years fund required for the same= 1,400,000
Total Higher Education fund required = 2,600,000
Fund reqd for daughter marriage, today = 800,000
After 16 years fund required for the same= 2,400,000
After 18 years fund required for the same= 3,000,000
Total daughter marriage fund required = 5,400,000
TOTAL FUND REQD FOR ALL EXPENSES = 8,000,000
=========

72. Need Assessment
Mr. X set the fixed installment to save in Bank:
- Required Fund is Rs. 8,000,000
- 20 equal installments of Rs. 400,000
Submission of Installments in Bank
1st Installment Rs. 400,000
2nd Installment Rs. 400,000
3rd Installment Rs. 400,000
4th Installment Rs. 400,000
Before 5th Installment Mr. X died, how much
family availed from Bank? Rs. 1,600,000

73. Result
Objective of Saving
will not be fulfill

74. What He Required?
He required that kind of saving,
if he died in future before
Marriages, the Objective
Of the saving will going to be
fulfilled, Automatically

75. On Spot Plan
Designing

76. How Can I Give Solution, On Spot?
Total Need is Rs. 8,000,000 in 20 years
Formula for Total Investment = Total Need/2.3
= 8,000,000/2.3
= 3,500,000 (aprox)
Formula for Annual Contribution = 3,500,000/20
Annual Contribution = 175,000

77. On Spot Plan Designing for
Commitment
Annual Contribution = Rs. 175,000/-
Accidental Death Cover = Rs. 3,500,000/-
Family Income Benefit = Rs. 175,000/-
Plan Continuation Benefit = Rs. 175,000/-
Amount at Maturity = Rs. 8,052,494/-
plus Surplus

78. Financial
Commitment

79. Financial Commitment to Close
If I prepared a proposal, what we
Discussing today for your family and
If proposal accepted by you,
YOU WILL GIVE ME CHEQUE THEN AND THERE?
Repeat this question again and again, until
Mr.XYZ not replying that,
Ok, If proposal accepted by me,
I WILL DELIVERED CHEQUE, THEN AND THERE

80. Closing Shots

81. Closing Shots
Closing shots are the techniques to get close
your participant on spot. There are five major
closing shots are using by expert Consultants:
1. Draw a picture of disturb home.
2. Make a family environment
3. Family feelings After Death of Bread Earner
4. Re Constructing Needs
5. Do for others, Allah Subhan’w Tallah do for
you.

82. Closing
Activities of a
Consultant

83. Closing Activity
1. Once you get financial commitment, the first act
of Consultant is start filling proposal form.
2. Secondly, demand for the Copy of CNIC.
3. Thirdly, demand for the job visiting card or proof.
4. Than start probing Addresses home and Office
5. Start probing medical and family history.
6. Get signature of the participant on proposal
form.
7. Finally, put every thing in the form and demand
for the Cross Cheque in favor of ‘Dawood Family
Takaful Limited”.

84. Daily Activity
Recording

85. Recording of Daily Activities
of a Consultant
1. Referrals record in Project 250.
2. Transfer these records into Prospecting Cards.
3. Do evaluation of Prospecting Cards with your
reporting manager.
4. Your Manager is responsible to guide, which
Prospect is more valuable.
5. Make Appointments and each Appointment
with the gap of 90 minutes.
6. Conduct Sales Interview.

86. Standard Day
Standard Day FOR Takaful Consultants
Minimum Daily Activity Objectives for Consultant
3 Appointments Pre-Qualified Approaches
1 Fact Find Appointment : Fact Find
3 : 1
1 Service Call At Least 1 Service Call
6 Referrals (0r 20 Pre-qualified names)
Daily 6 Referral CardsReferral Cards

87. Activity
Formats for
Consultant &
Manager

88. Activity Formats for Consultant
1. Desire Income Report (DIR) Once a month
2. Daily Referral Sheet (DRS) Daily Report
3. Daily Appointment Sheet Daily Report
4. Monthly Activity Report Daily Report
_______________________________________
Manager Maintaining Formats of Consultant
1. All 1-4 plus Consultant Counseling Sheet
2. Consultant Strength and Weaknesses Sheet
3. Non Producers Clinic Activity Sheet

89. Life time
Golden
Quotation

90. Bring a person, who is willing
to meet Only 3 fresh faces
daily and convey our
Company’s message to them.
I will make them top
salesperson of the Company
of 10 Consultants list.

91. Endorsement
by Shakespeare

92. It is so simple to make
things difficult, but it is
very very difficult to
makes things easy.
(Shakespeare)

93. Thanks
for the
Cooperation