Channel Development at Max New York Life

CHANNEL DEVELOPMENT AT MAX NEW YORK LIFE
“CHANNEL DEVELOPMENT AT MAX NEW YORK LIFE”
BY – PANKAJ KHERAJ SHAH

TABLE OF CONTENTS.
SECTION A: INTRODUCTION
A.1 ABOUT INSURANCE INDUSTRY
A.2 ABOUT MAX NEW YORK LIFE
A.3 ABOUT PROJECT
SECTION B: CHANNEL DEVELOPMENT STRATEGIES
B.1 ELIGIBILITY MODEL
B.2 DEVELOPMENT STRATEGIES
B.3 SCRIPTS AND OBJECTION HANDLING
SECTION C: CHANNEL DEVELOPMENT PROCESS
C.1 NAME GATHERING IN-P200
C.2 SHORTLISTING
C.3 APPROACHING
C.4 INITIAL SCREENING
C.5 NAT
C.6 CAREER SEMINAR
C.7 CAREER INTERVIEW
C.8 FCS
C.9 CONTRACT
SECTION D: STATUS REPORT

D.1 ACTIVITIY CHART
SECTION E: CONCLUSION
E.1 EXPERIENCE
E.2 SUMMARY
E.3 RECOMMENDATION
E.4 BIBLIOGRAPHY
 Personal observation: - Personal Observation can be defined as: a

face to face contact made on an important basis in order to secure an
appointment for recruitment interview.

 Nominator: - Nominators can be defined as: people with whom you

have no previous business relationship.
 COI: - Centers of influence can be defined as: people with whom you
already have an established relationship for referrals as an agent.
About the Insurance Sector in India
 Insurance sector is an opportunity for India.
 This business is growing at the rate of 18-22 per cent annually.
 Presently it covers market of RS.450 billion.
 Together with banking sector it contributes about 7% to GDP.
 Gross premium collection is about 2% of GDP.
 Still 80% of Indian population is without life insurance.
 This is an indicator that growth potential for the insurance sector is immense.
 Insurance sector contribute a lot in economic development.
 It provides long term fund for infrastructure development.
 It is estimated that over the next ten years India would require investments of the
order of one trillion US dollar.
 The Insurance sector, to some extent, can enable investments in infrastructure

development to sustain economic growth of the country.

There are two legislations that govern the sector-
The Insurance Act- 1938 the IRDA Act- 1999.
Historical Perspective
 In 1818 it was conceived as a means to provide for English Widows.
 The Bombay Mutual Life Insurance Society started its business in 1870.
 It was the first company to charge same premium for both Indian and non-Indian
lives.
 The Oriental Assurance Company was established in 1880.
 Till the end of nineteenth century insurance business was almost entirely in the
hands of overseas companies.
 Insurance regulation formally began in India with the passing of the Life Insurance
Companies Act of 1912 and the provident fund Act of 1912.
 Several frauds during 20's and 30's sullied insurance business in India.
 By 1938 there were 176 insurance companies.
 The first comprehensive legislation was introduced with the Insurance Act of 1938
that provided strict State Control over insurance business.

 The insurance business grew at a faster pace after independence.
 The Government of India in 1956, brought together over 240 private life insurers
and provident societies under one nationalized monopoly corporation and Life
Insurance Corporation (LIC) was born.
 Nationalization was justified on the grounds that it would create much needed funds
for rapid industrialization.
Important milestones in the life insurance business in India:
1912 The Indian Life Assurance Companies Act enacted as the first statute to regulate the life
insurance business.
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 nationalised. LIC formed by an Act of Parliament- LIC Act 1956- with a
capital contribution of Rs. 5 crore from the Government of India.
Insurance Sector Reforms
In 1993, Malhotra Committee- headed by former Finance Secretary and RBI Governor R.N.
Malhotra- was formed to evaluate the Indian insurance industry and recommend its future
direction. The Malhotra committee was aimed at creating a more efficient and competitive
financial system suitable for the requirements of the economy keeping in mind the
structural changes currently underway and recognising that insurance is an important part
of the overall financial system where it was necessary to address the need for similar
reforms. In 1994, the committee submitted the report and some of the key
recommendations included:

I. Structure: Government stake in the insurance Companies to be brought down to

50%. Government should take over the holdings of GIC and its subsidiaries so that
these subsidiaries can act as independent corporations. All the insurance companies
should be given greater freedom to operate.
II. Competition: Private Companies with a minimum paid up capital of Rs.1bn should
be allowed to enter the sector. No Company should deal in both Life and General
Insurance through a single entity. Foreign companies may be allowed to enter the
industry in collaboration with the domestic companies. Postal Life Insurance should
be allowed to operate in the rural market. Only one State Level Life Insurance
Company should be allowed to operate in each state.
III. Regulatory Body: The Insurance Act should be changed. An Insurance Regulatory
body should be set up. Controller of Insurance- a part of the Finance Ministry-
should be made independent
IV. Investments: Mandatory Investments of LIC Life Fund in government securities to

be reduced from 75% to 50%. GIC and its subsidiaries are not to hold more than 5%
in any company (there current holdings to be brought down to this level over a
period of time)
V. Customer Service: LIC should pay interest on delays in payments beyond 30 days.
Insurance companies must be encouraged to set up unit linked pension plans.
Computerization of operations and updating of technology to be carried out in the
insurance industry.
The committee felt the need to provide greater autonomy to insurance companies in order
to improve their performance and enable them to act as independent companies with
economic motives. For this purpose, it had proposed setting up an independent regulatory

body- The Insurance Regulatory and Development Authority. Reforms in the Insurance
sector were initiated with the passage of the IRDA Bill in Parliament in December 1999.
The IRDA since its incorporation as a statutory body in April 2000 has fastidiously stuck to
its schedule of framing regulations and registering the private sector insurance companies.
Since being set up as an independent statutory body the IRDA has put in a framework of
globally compatible regulations. The other decision taken simultaneously to provide the
supporting systems to the insurance sector and in particular the life insurance companies
was the launch of the IRDA online service for issue and renewal of licenses to agents. The
approval of institutions for imparting training to agents has also ensured that the insurance
companies would have a trained workforce of insurance agents in place to sell their
products.
Present Scenario:-
The Government of India liberalised the insurance sector in March 2000 with the passage
of the Insurance Regulatory and Development Authority (IRDA) Bill, lifting all entry
restrictions for private players and allowing foreign players to enter the market with some
limits on direct foreign ownership. Under the current guidelines, there is a 26 percent
equity cap for foreign partners in an insurance company. There is a proposal to increase
this limit to 49 percent.
The opening up of the sector is likely to lead to greater spread and deepening of insurance
in India and this may also include restructuring and revitalizing of the public sector
companies. In the private sector 15 life insurance companies have been registered. A host
of private Insurance companies operating in life segments have started selling their
insurance policies since 2001. Table shows the current market players in the life Insurance
Industry

INSURANCE COMPANIES IN INDIA
Sr. No. Name of the Company

1 Bajaj Allianz Life Insurance Co. Limited
2 Birla Sun Life Insurance Co. Ltd
3 HDFC Standard Life Insurance Co. Ltd
4 ICICI Prudential Life Insurance Co. Ltd
5 ING Vysya Life Insurance Co. Ltd.
6 Life Insurance Corporation of India
7 Max New York Life Insurance Co. Ltd
8 Met Life India Insurance Co. Pvt. Ltd.
9 Kotak Mahindra Old Mutual Life Insurance Ltd.
10 SBI Life Insurance Co. Ltd.
11 Tata AIG Life Insurance Co. Ltd.
12 Reliance Life Insurance Co. Ltd.
13 Aviva Life Insurance Co. India Pvt. Ltd.
14 Sahara India Life Insurance Co. Ltd.
15 Shriram Life Insurance Co. Ltd.
16 Bharti AXA Life Insurance Co. Ltd.

Life Insurance Market Growth
The Life Insurance market in India is an underdeveloped market that was only tapped by
the state owned LIC till the entry of private insurers. The penetration of life insurance
products was 22 percent of the total 400 million of the insurable population. Most
customers were under- insured with no flexibility or transparency in the products. With
the entry of the private insurers the rules of the game have changed.
Life insurance business in terms of first year premium has shown a growth of more than
95% over the previous year and non life, or general insurance, is not far behind either,
growing at 22% during 2006-07.The 15 private insurers in the life insurance market have
already grabbed nearly 24 percent of the market in terms of premium income. The new
business premium of the 15 private players has tripled over last year. Meanwhile, state
owned LIC's new premium business has fallen. Figure shows comparison between
premiums being collected by private and public limited players in year 2006 and 2007.

30000
25002.45
25000 20431.82
20000 16285.51
14997.09
15000
8716.94
10000 Gross Premium in Rs. Crore Private
5434.73
Total
5000 Gross Premium in Rs. Crore Public
Total
0 Gross Premium in Rs. Crore Total
07 06
20 20
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ar ar
l m l m
til til
d d
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Innovative products, smart marketing and aggressive distribution. That's the triple
whammy combination that has enabled fledgling private insurance companies to sign up
Indian customers faster than anyone ever expected. Indians, who have always seen life
insurance as a tax saving device, are now suddenly turning to the private sector and
snapping up the new innovative products on offer.
The growing popularity of the private insurers shows in other ways. They are COIning
money in new niches that they have introduced. The state owned companies still dominate
segments like endowments and money back policies. But in the annuity or pension
products business, the private insurers have already wrested over 33 percent of the
market. And in the popular unit-linked insurance schemes they have a virtual monopoly,
with over 90 percent of the customers.
The private insurers also seem to be scoring big in other ways- they are persuading people
to take out bigger policies. For instance, the average size of a life insurance policy before
privatisation was around Rs 50,000. That has risen to about Rs 80,000. But a rejuvenated
LIC is also trying to fight back to persuade new customers.

ABOUT MAX NEW YORK LIFE
Max New York Life Insurance Company Ltd. is a joint venture between New York Life and
Max India Limited. New York Life is a Fortune 100 company and Max India Limited is one
of India's leading multi-business corporations. The company has positioned itself on the
quality platform. It has developed a strong corporate governance model based on the core
values of excellence, honesty, knowledge, caring, integrity and teamwork. The strategy is to
establish itself as a trusted life insurance specialist through a quality approach to business.
In line with its values of financial responsibility, Max New York Life has adopted prudent
financial practices to ensure safety of policyholder's funds. The Company's paid up capital
is Rs. 657 crore, which is more than the norm laid down by IRDA. Max New York Life has
identified individual agents as its primary channel of distribution. The Company places a
lot of emphasis on its selection process, which comprises four stages –
Screening,
Psychometric test,
Career seminar
Final interview.
The agent advisors are trained in-house to ensure optimal control on quality of training.
Max New York Life invests significantly in its training programme. Each agent is trained
for 152 hours as opposed to the mandatory 100 hours stipulated by the IRDA before
beginning to sell in the marketplace. Training is a continuous process for agents at Max
New York Life and ensures development of skills and knowledge through a structured
programme spread over 500 hours in two years. This focus on continuous quality
training has resulted in the company having amongst the highest agent pass rate in
IRDA examinations and the agents have the highest productivity among private life
insurers. 201 agent advisors have qualified for the Million Dollar Round Table (MDRT)
membership in 2005. MDRT is an exclusive congregation of the world’s top selling

insurance agents and is internationally recognized as the standard of excellence in the

life insurance business. Having set a best in class agency distribution model in place, the
company is spearheading a major thrust into additional distribution channels to further
grow its business. The company is using a five-pronged strategy to pursue alternative
channels of distribution. These include the franchisee model, rural business, direct sales
force involving group insurance and telemarketing opportunities and corporate
alliances. Max New York Life offers a suite of flexible products. It now has 26 life
insurance products and 8 riders that can be customized to have more than 400
products.
REWARD AND RECOGNITION

1) Premium Leader: - Qualifying Criteria- Rs. 1 Lakh AFYP in a month; Reward and
Recognition- Mention in leaders Report, Lunch.
2) Ten-A-Monther :- Qualifying Criteria-10 applications in a month and Rs. 30,000
AFYP; Reward and Recognition- MNYL Crystal Glass, mention in Leaders Report,
Lunch
3) Hi-Flier:- Qualifying Criteria- 20 applications in a month; Reward and
Recognition- MNYL Silver Medal, MNYL Crystal Glass, Mention
In leaders Report, Lunch
4) Career Success Award:- Qualifying Criteria-15 paid cases & Rs. 40,000 FYC at
the end of month 3; Reward and Recognition- Recognition Award
5) Career Producer Award:- Qualifying Criteria- 25 paid cases & Rs. 80,000 FYC
at the end of month 6; Reward and Recognition- Recognition Award

6) Career Foundation Club:- Qualifying Criteria- 50 paid cases & Rs. 1.8 lakhs
FYC in July- June for Recruits during this period. Reward and Recognition- Attend
CFC meeting to be held at Zone level
7) Paid Case, FYC, Persistency, rider, Referral and CEIP Leader:-
Qualifying Criteria- Top Agent in each category in each GO; Reward and
Recognition- Recognition Plaque
8) Agent of the Year:- Qualifying Criteria- Highest Points in each GO; Reward and
Recognition- Recognition Award
9) Centurion:- Qualifying Criteria-100 net paid cases in a year; Reward and
Recognition- Centurion Trophy
10)Paul Colgan Trophy:- Qualifying Criteria- Highest FYC with 100 or more paid
cases and 95% Or more 13th month persistency; Reward and Recognition-
Recognition Trophy
11)Executive Council:- Qualifying Criteria- July 2006 to June 2007: 4,30,000
Council Credits January 07 to June 07: 1,60,000 Council Credits
40 paid cases in the Council Period; Reward and Recognition- Trip to Malaysia to
attend the Executive Council Meeting.
12)MDRT (Million Dollar Round Table):- Qualifying Criteria- MDRT FYC Rs. 7,
19,800 Premium Rs.14, 39,600; Reward and Recognition- MDRT dues for all
qualifiers. Top 35 by FYC will bear domestic travel and visa costs, registration fees,
International airfare.

REWARD AND RECOGNITION

Paid Cases,
Premiu
Career
Car
Paul eerFYC,
Centu
Pr
Hi-
Agent C
Ten-A-
Persis
Ex. tency,
Success
oducer
Colgan
Foundati
m
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Rider,
MDRT Referral
Monther
the
and
Year
CEIP Leader
Award
Council
Trophy
Flier
onrionE
LeaderClub
PRODUCTS OF MNYL
 Whole Life Plans

 Unit Linked Insurance Plans
 Endowment Plans
 Children Plan
 Money Back Plans
 Pension Plans
 Health & Accident Related Riders
Vision: - To become the most admired life Insurance Company in India.
Mission: - To become one of the top quartile life Insurance companies in India. Be a
national player. Be the brand of the first Choice. Be the Employer of the Choice. Become
principal of choice for agents.
Values: - This vision to become India's most admired life insurance company will be
realized through our unique set of values.
Achievements
 First life insurance Company in India to have IS0 9001:2000 certifications.
 Top five most respected private life insurance in India according to Business World
survey.
 Continuous presence in Top 50 MDRT global list.
CSR

Max New York Life has been instrumental in changing the paradigm of life insurance in
India. It is the first life insurance company in India to introduce cause related marketing.
Children are at the very heart of Max New York Life's strategy. SOS Children's Villages of
India is internationally recognized for its work in giving underprivileged children a
wholesome life. The mission of SOS is "to help orphaned and abandoned children, by
providing them with a family, a permanent home, education and strong foundation for an
independent life." It's mission ties in with Max New York Life's philosophy of helping
people secure the future of their near and dear ones.
ABOUT PROJECT

The main objective of the “Channel Development” is to recruit quality Agent Advisors
(AA) for the company for providing life Insurance solutions to the customers. AA plays a
vital role in the growth of company with respect of company’s earnings as well as they
create value for the organization after achieving some milestones. AA are integral part of
the team and sales manager assigned to them help them to groom them in terms of
personality development, selling skills and handling objections of customers. The company
donates a part of the total money collected on all policies sold, to SOS Children's Villages of
India at the end of the year.
Benefits of Becoming AA for MNYL:
Rewarding Career Help others to realize their financial goals. Changing life
is more rewarding and satisfying.
A Successful Team Countries Finest Agent Advisor Team. Maximum MDRT
insurance Agents.
Attractive Remuneration Best remuneration system in the industry
Independence Be your Entrepreneur.
World-Class Training In House training session from professional Trainers.
Commitment to Career Agency Commitment to grow your career from AA to top
System Management
Infrastructure Support Easy Access to IT tools and use of Technology in order to
support stakeholders.
Full Range of Products and Customised product and flexible option for choosing
Services product.
Sales and Marketing Support The Sales, Promotions and Marketing collaterals which
provide you to take your business to new heights.
Financial Strength Higher paid up capital of 587 crore more than the IRDA
norms.
Company’s Expectation from AA:
 Regular input activity.

 Follow the sales process.
 Achieve sales targets.
 Attend training programme.
 Participate in weekly reviews.
 Follow the MNYL ethics and business standards policy.
Section B
CHANNEL DEVELOPMENT STRATEGIES.

ELIGIBILTY MODEL: - From this eligibility model company judge prospective person.
The company follows unique eligibility criteria for AA selection by which company is able is
to always justify its mission. The basic objective of having an eligibility model for
recruitment is to have good retention and greater effectiveness in the delivery of service.
Four criteria’s for AA selection
1. 25 plus years of age: This age shows attainment of maturity and responsibility. People
are more consistent in this age.
2. Married: Married people have more eager to earn money. Family pressures increase
responsibility and secondly customers are convinced more by the stability of a married AA.
3. Staying in the same city for more than 5 years: Person who stays more than 5 year
has huge natural market which helps him to get more business in short period.
4. Graduate: Graduate people have basic skills like communication skills, numerical ability,
I.P relation, convincing abilities etc. so it is easy to teach them further.
Other criteria for AA selection:

1. Financial stability: MNYL is focuses on classes and not on masses thus they select
strong agent advisors.
2. To have a rich and active social circle: It helps to get higher case rate and case size.
Also the chances of policy lapsing can be less and renewals can be more.
3. Greed for money: Firm selects advisors who understand the language of commission.
Because people who want fix amount as their earnings are not suitable for this business.
4. Independent: MNYL select people who want to be entrepreneur. Housewives or brokers

who want flexible hours for work are prospective person for this business.
5. Persuasion: He should be persuasive in nature because the AA needs to follow up on

regular basis with prospective and new clients without being a nuisance value.
6. Excellent interpersonal skills: Because developing and maintaining good relations can
get policies. Secondly since most of the insurance companies provide a plethora of similar
products, sales depend on the convincing ability of the AA and the rapport the AA is bale to
build. Also results in C of I’s.
7. Excellent communication skills: Since AA needs to communicate about the

organization, products, career as AA, about why insurance is important, which product will
suit his requirement etc.
Desirable Candidates

1. Housewives.
2. Employees having VRS.
3. CA’s.
4. Mutual fund brokers.
5. NSC brokers
6. Tax consultants
7. Businessman.
8. Doctors
9. Travel agents
10. Lawyers
11. Diamond merchants
12. Social workers
DEVELOPMENT STRATEGIES

Management team has developed certain strategies in order to expand channel distribution
network. These model are followed across the country uniformly and top management
feels that these rules are the building block of MNYL’s success in India as well as across the
world. There are two basic principles that are required in order to execute these
strategies such as
1) Prospecting: Identify the right person who fits in the eligibility model.
2) Selection: Select them for further plan of actions.
RULE OF 31:- Rule of 31 is associated with the daily activities which is follow to
recruit quality advisors. It says that everyday collect at least 3 names of the prospective AA
and do one screening every day.

Ways of Name Gathering
There are several ways for gathering names in order to follow rule of 31.
Natural Market: A natural market consist of people to whom you know well from your
family, friend circle, relative can be a good prospect. The most admired way for recruitment
in MNYL is through natural market. Natural market persons are easily approachable and
most of the successful recruitment in MNYL is from natural market.
Personal Observation: It means identify the right person through observation. For e.g.
a person residing in your locality and very famous in taking initiative in social activities can
be a good prospect.
Nominator Call: A nominator is a person who is very much influential in the market as
well as in societies. Name gathering and identification is easy in this case, but these people
are highly unapproachable. These people can be very productive in giving references of the
prospect. They are not prospect by default.
Centre of Influence (COI) Call: A centre of influence person is people who are
influential and you know them personally. They are approached for giving references of the
client.
Prospect Call: Prospects itself are approached. They can be anyone from natural market,
Nominator’s reference, COI‘s reference or by other means.
Activities: Doing activities such as brand awareness in Public places such as mall,
multiplexes can be a good strategy for name gathering. We can have a questionnaire format
to fill by applicant for the lucky draw at Phoenix mill; Nakshatra mall; Hirra Panna;
Siddhivinayak temple; Nirmal life style; BSE.

COLD/ WARM/ HOT
This is another method that helps the management trainee and the sales managers keep a
track of the names he has from his natural market as well as through name gathering ,
 Cold
Cold is like what u are having. In this column we include all the names which we
have as a prospect. It includes C o I names, references, nominators, PO names and so
on. It is a list of all the names that we wish to contact in future.
 Warm
Once the names mentioned in the cold column are contacted and if any
appointments scheduled at the office wherein initial screening is then conducted the
candidate is then entered in the warm list.
 Hot
After being entered in the warm list if any candidate has attended any of the
seminars held at Max New York Life after the initial screening done and if the
candidate has been given P200 (project 200) then the prospective agent is then said
to be entered in the hot list.

COLD. WARM. HOT.
70 20 10
Sales
1st Qtr
2nd Qtr
3rd Qtr

SCRIPTS AND HANDLING OBJECTIONS
MNYL has its own scientifically handled script they use worldwide for approaching the
future AA for the Company. The company periodically modifies the versions of the scripts if
needed as per requirement. All the mangers are required to follow the scripts. There are
several kinds of scripts. The classification of scripts is follows:
1) Nominator Script: Nominator is a person who is not prospect for firm but he gives
reference to firm. The main objective of this script is to fix an appointment with the
nominator.
2) COI Script: Centre of influence is a people whom you know. The main objective of this
script is to fix an appointment with the COI or to collect the references from them.
3) Prospect Call Script: With the help of this script, firm tries to motivate people to visit
MNYL office. The main objective of this script is to call the prospect in MNYL for the initial
screening.
4) In person Nominator Script: This script includes many questions which help to get
references quickly. This script is used to entertain Nominators and influence them to
collect references from them.
5) COI in person Nominator Script: This script is used to collect references from COI’s.
All the scripts are also contained with expected objections from the
prospects/COI/nominators. These objections are based on the rich experiences and have
adequate strategy to avoid objection. In any Case, an objection is found to be unlisted it is
responsibility of SM to bring back in the spirit of original script provided them.

Section C
CHANNEL DEVELOPMENT PROCESS.

Flow Based approach to Channel Development Process
Start
Name Gathering in P200
Short listing
Contacting
NO
Interested?
End
YES
Initial Screening
NAT
Career Seminar & P200
NO
Interested?
End
YES
Career interview
FCS
IC-33 NOT CLEARED

Reappear
CLEARED
Contract with MNYL End

NAME GATHERING IN P200
Name gathering in P200 consists of people whom you know from natural market and
references you get from their sources. As a management trainee were given a task to gather
200 names. Figure shows the P200 format in which the database is created.
1. Name of the prospective Agent.

2. Address of contact.
3. Age.
4. Marital Status.
5. Qualification.
6. No. of years in city.
7. Financial status.
8. Profession
9. Annual Income.
10.Natural market.
11.Comments.
SHORT LISTING: - Candidates are shortlisted from the P200 as per the eligibility criteria
laid down by the company. Only eligible candidates are considered for the next process.
CONTACTING: - Candidates are called either as nominator, COI, Prospective Agents and a
meeting is fixed with them according to the convenience of both the party. Here script plays
very important role in fixing appointment with the prospect.

INITIAL SCREENING: - Initial screening is taken if candidate is found eligible using 4 point
model. In initial screening, a sales manager first gives the introduction about the company.
Then several questions such as his family background, his natural market, traits for a sales
person, and his present and past experiences of his jobs are questioned. Every candidate is
required to get at least 3 points in eligibility model the company. The eligibility standards
for AA selection are as follows. In case of score less than 3, special zonal head approval is
required.
Five Point System:-
NAT: - Numerical Ability test is taken. Passing Score is 50%.
CAREER SEMINAR AND P200:- All the prospects are required to attend career seminar at
MNYL which provides broader aspects of growth as an Agent Advisor. P200 is a worksheet
which is given to each prospect to judge his natural market. The prospects are required to
mention at least 100 contacts from their natural market.
CAREER INTERVIEW:- P200 is evaluated in Career Interview. If candidate’s market is

found worth, he is selected to attend training and Development programme.
FCS: - All the selected candidates are required to attend 22 day training session for
receiving the license from IRDA to become an Agent Advisor.
CONTRACT: - All the successful candidates having legal license of IRDA are contracted with
MNYL.

In this firm has its own statistic. That means if we will contact 60 person in a month.
Then we can convert 2 people for a batch as an AA.
60 Cold prospects.
20 Initial screening.
16 Test.
08 Seminar.
04 Career Interview.
02 FCS Batch.

Section D
STATUS REPORT.
Activity Chart
Particulars Status
1. Initial screening 30
2. Nat 6
3. Carrier seminar 8
4. P200 8
5. Career Interview 5
6. FCS -
7. Total Recruitment -
8. Contracted -
The above activity chart represents the work done by me in accordance with the channel
development process. The P200 sheet will be attached with this project where name and
contact numbers are stored in format prescribed by the MNYL.

QUESTIONNAIRE
Hello. This is PANKAJ K SHAH from Max New York Life, working here as a management
trainee. I would appreciate it if you could lend me just 2 minutes of your time for my
project on Insurance Industry. I would like to assess if you are interested in taking a
business opportunity available in the insurance sector which requires no investment of
yours.
1. Where do you invest your Money?

a. Stock Markets
b. Mutual Funds
c. Life Insurance
d. Property
2. Name any 3 Insurance Companies you are aware of?
a. _____________________________________
b. _____________________________________
c. _____________________________________
3. In a year how much money do you invest? (approx)

______________________________________
4. Are you aware of any Insurance products?

a. ____________________________________
b. ____________________________________
c. ____________________________________

5. Which among the following products do you own?

a. Whole Life/ Endowment
b. Money Back
c. Unit Linked Insurance Plan
d. Term Plan
e. Education/ Child Plan
6. What is the reason of having the above cover?

a. Security
b. Investment
c. Tax Benefits
7. Are you aware of the earning potential in insurance sector?

a. Rs.20,000 to 30,000
b. Rs.30,000 to 50,000
c. Rs.50,000 to 75,000
d. Rs.75000 to 1,00,000
8. Would you like to add a business to your current profile?

a. Yes
b. No
9. Which is the quality according to you that would be required for

Being successful in business?
a. Communication
b. Networking
c. Both

NAME: ______________________________________
ADDRESS: ______________________________________
______________________________________
CONTACT NO.: ______________________________________
ANNUAL SALARY: ______________________________________

PRODUCTS OF MNYL
 Whole Life Plans
 Unit Linked Insurance Plans
 Endowment Plans
 Children Plan
 Money Back Plans
 Pension Plans
 Health & Accident Related Riders

Vision
To become the most admired life Insurance Company in India.
Mission
To become one of the top quartile life Insurance companies in India.
Be a national player.
Be the brand of the first Choice.
Be the Employer of the Choice.
Become principal of choice for agents.
Values
This vision to become India's most admired life insurance company will be realized
through our unique set of values, which are as follows:
 Knowledge: - knowledge leads to expertise; and our expertise is in helping people

to protect themselves. Perfectly combining Global expertise with local knowledge,
we are India’s Life Insurance specialist. Max New York Life belives that for
knowledge to be of value.
 Caring: - Max New York Life is redefining the Life Insurance paradigm by focusing
on customers first. The service process is responsive, personalized, humane and
empathetic.
 Honesty: - Honesty is the heart of the Life Insurance business. It is all about trust.
Transparency, integrity and dependability form the cornerstones of the MNYL
experiences. The company ensures that everyone who represents the brand carries
a promise.
 Excellence: - Excellence at MNYL implies the ability to perform at a consistently
high level. Focused on the value of continuous improvement in people, processes
and the organization, the company strives for the highest standards of quality in
every aspect of its business.

Achievements
 First life insurance Company in India to have IS0 9001:2000 certifications.
 Top five most respected private life insurance in India according to Business World
survey.
 Continuous presence in Top 50 MDRT global list.
CSR
 Max New York Life has been instrumental in changing the paradigm of life insurance
in India. It is the first life insurance company in India to introduce cause related
marketing.
 Children are at the very heart of Max New York Life's strategy. SOS Children's
Villages of India is internationally recognized for its work in giving underprivileged
children a wholesome life. The mission of SOS is "to help orphaned and abandoned
children, by providing them with a family, a permanent home, education and strong
foundation for an independent life." It's mission ties in with Max New York Life's
philosophy of helping people secure the future of their near and dear ones.
 The company donates a part of the total money collected on all policies sold, to SOS
Children's Villages of India at the end of the year.

Channel Development at Max New York Life

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CHANNEL DEVELOPMENT AT MAX NEW YORK LIFE

“CHANNEL DEVELOPMENT AT MAX NEW YORK LIFE”

BY – PANKAJ KHERAJ SHAH

A.1 ABOUT INSURANCE INDUSTRY

A.2 ABOUT MAX NEW YORK LIFE

A.3 ABOUT PROJECT

SECTION B: CHANNEL DEVELOPMENT STRATEGIES

B.1 ELIGIBILITY MODEL

B.2 DEVELOPMENT STRATEGIES

B.3 SCRIPTS AND OBJECTION HANDLING

SECTION C: CHANNEL DEVELOPMENT PROCESS

C.1 NAME GATHERING IN-P200

C.4 INITIAL SCREENING

C.6 CAREER SEMINAR

C.7 CAREER INTERVIEW

SECTION D: STATUS REPORT

BY – PANKAJ KHERAJ SHAH

D.1 ACTIVITIY CHART

 Personal observation: - Personal Observation can be defined as: a

BY – PANKAJ KHERAJ SHAH

 Nominator: - Nominators can be defined as: people with whom you

About the Insurance Sector in India

 Insurance sector is an opportunity for India.

 This business is growing at the rate of 18-22 per cent annually.

 Presently it covers market of RS.450 billion.

 Together with banking sector it contributes about 7% to GDP.

 Gross premium collection is about 2% of GDP.

 Still 80% of Indian population is without life insurance.

 Insurance sector contribute a lot in economic development.

 It provides long term fund for infrastructure development.

 The Insurance sector, to some extent, can enable investments in infrastructure

BY – PANKAJ KHERAJ SHAH

There are two legislations that govern the sector-

The Insurance Act- 1938 the IRDA Act- 1999.

 In 1818 it was conceived as a means to provide for English Widows.

 The Oriental Assurance Company was established in 1880.

 By 1938 there were 176 insurance companies.

BY – PANKAJ KHERAJ SHAH

 The insurance business grew at a faster pace after independence.

Important milestones in the life insurance business in India:

Insurance Sector Reforms

BY – PANKAJ KHERAJ SHAH

I. Structure: Government stake in the insurance Companies to be brought down to

IV. Investments: Mandatory Investments of LIC Life Fund in government securities to

BY – PANKAJ KHERAJ SHAH

BY – PANKAJ KHERAJ SHAH

INSURANCE COMPANIES IN INDIA

Sr. No. Name of the Company

BY – PANKAJ KHERAJ SHAH

Life Insurance Market Growth

BY – PANKAJ KHERAJ SHAH

BY – PANKAJ KHERAJ SHAH

ABOUT MAX NEW YORK LIFE

BY – PANKAJ KHERAJ SHAH

insurance agents and is internationally recognized as the standard of excellence in the

REWARD AND RECOGNITION

BY – PANKAJ KHERAJ SHAH

BY – PANKAJ KHERAJ SHAH

REWARD AND RECOGNITION

BY – PANKAJ KHERAJ SHAH

 Whole Life Plans

 First life insurance Company in India to have IS0 9001:2000 certifications.

 Continuous presence in Top 50 MDRT global list.