Influencing And Enhancing

Positive Working Relationship

Working Relationship

2-10
 WHAT IS
RELATIONSHIP?

• Bondage of Emotions.
 Environment

Execution Vision

Relationships Communication

Power
Self-knowledge

Relationships

• Working through others

• Knowing your emotional intelligence
• Building networks
• Rewarding and celebrating
• Life balance
 Environment

Execution Vision

Relationships-Networks Communication

Power
Self-knowledge

Relationships

• Internal
– Securing and developing others
– Owning the work
– Motivation
• External
– Aligned with your vision and work
– Supports agents desires and ambitions
– Shares the success and rewards
 Environment

Execution Vision

Virtue Communication

Power
Self-knowledge

Relationships

• Heart – Have the emotional issues been

addressed?
• Head – Do you and agents understand what
is important?
• Hands – Do you and agents have the skills
to stay in the direction intended ?
Can Relationships be Lapsed
in Life Insurance ?

The No-Win Deal

 POSITIVE WORKING
RELATIONSHIP WHY?
To create , lead and manage a high
performing Team
HOW CAN a positive working
atmosphere be created ?
• Influencing and
• Enhancing the Team
Relationship.
 HOW TO INFLUENCE
• Close supervision.
• It is not just for checking.
• One to one personal approach.
• Success varies person to person –
identify the qualities.
• Leader has to understand the
actions and frustrations if any
faced by the teammates.
 HOW TO INFLUENCE
• Different people will have
different fears, different
challenges, different
accomplishments in different
times.
• Different people will have
different attitudes and habits.
• Understand all the above- you
need to know what is that
motivates them.
Work with the Agent until they
have developed confidence in
their Selling skills
 HOW TO INFLUENCE

The stronger the Bond , the better

the working relationship and the
harder the agent will work.
 HOW TO INFLUENCE

Provide support & energy

During the period of
Growth & challenges
HOW TO INFLUENCE

Provide the Inputs…….

• Product knowledge.
• Communication skills.
• Sales Presentation skills.
• Discipline.
• Prospecting.
 HOW TO INFLUENCE
• Encourage the Agent to join
some associations/social groups
• Involve the agent in creating
markets.
• Seminars, Newsletters,
Affiliations, alliances optimize
the agents ability.
• Train them to obtain quality
referrals. (Not mere referrals)
 MAKING ASSUMPTIONS
A PUZZLE NINE-DOT PUZZLE

EXERCISE:10 Mnts.
Pen : Marker to draw on
Paper.
Your task is to join all
nine dots using only
four (or less) straight
lines, without lifting
your pen from the
paper and without
retracing the lines.
 The Correct Answer.

SELF BELIEFS CONFINE RELATIONSHIP.

LATERAL THINKING HELPS BUILD POSITIVE WORKING RELATIONSHIP.
 11 WAYS TO DEVELOP YOUR LATERAL THINKING FOR
INFLUENCING POSITIVE WORKING RELATIOSHIP:
plan TO (✔) those you intend to use.

❑ 1. Play with crossword, and “brainteaser” puzzles.

❑ 2. Pay attention to small ideas—that’s where big ones start.
❑ 3. Experiment with different ways of expressing your creativity. (Cooking,
painting, photography, dancing, writing, playing tennis, inventing, hosting
parties, and so on.)
❑ 4. Notice when you do something creative and keep a “Creative Successes” file.
❑ 5. Imagine yourself five years into the future. See yourself having achieved a
major goal. Now go back in time and imagine how this achievement came about.
❑ 6. Play strategy games like chess, checkers, backgammon, or bridge.
❑ 7. Learn a foreign language (and force your brain to think in new patterns).
❑ 8. If you’re right-handed, try using your left hand to do things. If you’re left-handed,
switch to your right for a while.
❑ 9. Read three-quarters of a novel, stop, and write your own ending.
❑ 10. Stand on your head to get the blood really flowing to your brain.
❑ 11. When stuck for a creative solution, visit a shopping mall, the zoo, or a children’s
playground and see what new insights these visually stimulating surroundings
bring to mind.
Quality Supervision & Training
requires
Dedication & participation
 Organization Established :
but the Agents are
1. Fully developed.
2. Partly developed.
3. Under developed.
• Type of supervision required is
1. Periodical for Fully developed.
2. Routine for partly developed.
3. Mentoring for under developed.
 METHODS OF SUPERVISION
• Supervision through Meetings
Those require periodical
supervision. (Developed Agents) ---
Monthly.
1. Those require routine
Supervision. (Partly developed
Agents) --- Fortnight.
2. Those require Close supervision.
(Under developed Agents) ---
Weekly.
 Summary

Mentor Process = STRETCH Tools

• Set the Climate
(A Good Coach; Attitude of Gratitude; +/▲; 3 motivate steps)
• Target Needs and Goals
(Goal Planning Worksheets)
• Review Alternatives and Promote Discovery
(E+R=O)
• Explore Possible Solutions and Consequences
(Future Focused Questions)
• Talk and Agree on Parameters and Next Steps
(Measurable, Observable, Scope Bound, Written)
• Confirm Scope of Responsibility and Follow Up
(ACTION PLAN)
• Help Obtain Resources and Summarize
(Open Doors; Network Connections)
METHODS OF SUPERVISION
• Supervision through joint calls
and discussions.
1. In the 1st series : Getting leads, Getting
information from recommended
prospects. Conducting selling
interviews.
2. In the 2nd series : Agent should work
independently and D.O will intervene
where ever necessary.
3. In the 3rd series : Agent should do all
the activity and D.O will be observer.
 PRODUCTIVITY

• Higher productivity is the result of conscious

efforts…….
Ambitions Goals Involvement Motivation

Higher Productivity

High Earnings
Prestige
More self confidence
 BEST UTILIZATION OF TIME
By D.O
• Survey of market.
• Prospecting for agents.
• Selling agencies.
• Training of all agents.
• Joint calls.
• Liaison with office.
• Acquiring knowledge.
• Social & communal
activities.
• Recreation & exercises.
By Agent
• Prospecting.
• Interviews.
• Securing appointments.
• Sales interviews.
• Medicals/reports.
• Servicing to PHs.
• Movements.
• Acquiring knowledge.
• Community & social
activities.
• Recreation & exercises.
Tips for Positive Working Relationship

Meet people regularly for gaining attention. Then, find and congratulate
family achievements --for arousing interest . Exchange phone Numbers for
contacting, and find out suitable time for calling.

Find things you have in common with another person, and starting from that
baseline.

Have the meeting in a conducive atmosphere/ambience.

Let everyone talk. Let everyone express their views and opinions and allow
them to talk. Interrupt only when it is absolutely necessary.

And remember: talking louder or faster doesn’t make your idea any better.
Tips for Positive Working Relationship
• Leave your egos at the door. When you
discuss ideas, immediately label them and
write them down. The labels should be
descriptive of the idea.
• Find something nice to say, even if it’s a
stretch. Even the worst of ideas has a silver
lining, if you just look hard enough. Focus on
the good, praise it, and then raise any
objections or concerns you have about the
rest of it.
Tips for Positive Working Relationship

• Avoid conflict at all costs. When stress occurs and

tempers flare, take a short break.; the goal is to work
together, not start a legal battle over who was right
or wrong. It takes two to have an argument, so be
the peacemaker.

• Phrase alternatives as questions. Instead of “I think

we should do A, not B,” try “why not we do A instead
of B?” That allows people to offer comments, rather
than defend one choice.