Post on 29-May-2018
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Influencing And EnhancingPositive Working Relationship
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Working Relationship
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What do these hands speak ?
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WHAT ISRELATIONSHIP?
Bondage of
Emotions.
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RelationshipsRelationships
Working through others
Knowing your emotional intelligence
Building networks
Rewarding and celebrating
Life balance
ENVIRONMENT
VISION
SELF-KNOWLEDGE
RELATIONSHIPSPOWER
COMMUNICATION
EXECUTION
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RelationshipsRelationships--NetworksNetworks 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
VISION
SELF-KNOWLEDGE
RELATIONSHIPSPOWER
COMMUNICATION
EXECUTION
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Can
Relationships be
Lapsedin Life Insurance ?
The No-Win Deal
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POSITIVE WORKINGPOSITIVE WORKING
RELATIONSHIPRELATIONSHIP WHY?WHY?
Influencing andInfluencing and
Enhancing the TeamEnhancing the Team
Relationship.Relationship.
To create , lead and manage a high
performing Team
HOW CAN a positive working
atmosphere be created ?
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HOW TO INFLUENCEHOW TO INFLUENCE
Close supervision.Close supervision.
It is not just for checking.It is not just for checking.
One to one personal approach.One to one personal approach. Success varies person to personSuccess varies person to person
identify the qualities.identify the qualities.
Leader has to understand theLeader has to understand the
actions and frustrations if anyactions and frustrations if anyfaced by the teammatesfaced by the teammates..
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HOW TO INFLUENCEHOW TO INFLUENCE Different people will haveDifferent people will have
different fears, differentdifferent fears, differentchallenges, differentchallenges, different
accomplishments in differentaccomplishments in differenttimes.times.
Different people will haveDifferent people will havedifferent attitudes and habits.different attitudes and habits.
Understand all the aboveUnderstand all the above-- youyouneed to know what is thatneed to know what is thatmotivates them.motivates them.
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Work with the AgentWork with the Agent
until they haveuntil they havedevelopeddeveloped
confidence in theirconfidence in their
Selling skillsSelling skills
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HOW TO INFLUENCEHOW TO INFLUENCE
The stronger the Bond , the betterThe stronger the Bond , the better
the working relationship and thethe working relationship and the
harder the agent will workharder the agent will work..
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HOW TO INFLUENCEHOW TO INFLUENCE
Provide support & energyDuring the period of
Growth & challenges
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HOW TO INFLUENCEHOW TO INFLUENCE
Provide the Inputs.Provide the Inputs.
Product knowledge.Product knowledge.
Communication skills.Communication skills.
Sales Presentation skills.Sales Presentation skills.
Discipline.Discipline.
Prospecting.Prospecting.
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HOW TO INFLUENCEHOW TO INFLUENCE
Encourage the Agent to joinEncourage the Agent to joinsomesome associations/social groupsassociations/social groups
Involve the agent in creatingInvolve the agent in creatingmarkets.markets.
Seminars, NewslettersSeminars, Newsletters,,Affiliations, alliances optimizeAffiliations, alliances optimizethe agents ability.the agents ability.
Train them to obtain qualityTrain them to obtain qualityreferrals. (Not mere referrals)referrals. (Not mere referrals)
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EXERCISE:10 Mnts.
Pen : Marker to draw on
Paper.
Yourtask is to join allnine dots using only
four (or less) straight
lines, without lifting
your pen from the
paper and without
retracing the lines.
MAKING ASSUMPTIONS
A PUZZLE NINE-DOT PUZZLE
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The Correct Answer.
SELF BELIEFS CONFINE RELATIONSHIP.
LATERAL THINKING HELPS BUILD POSITIVE WORKING RELATIONSHIP.
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11 WAYS TO DEVELOP YOURLATERALTHINKING FOR11 WAYS TO DEVELOP YOURLATERALTHINKING FOR
INFLUENCING POSITIVE WORKING RELATIOSHIP:INFLUENCING POSITIVE WORKING RELATIOSHIP:
plan TO (plan TO () those you intend to use.) those you intend to use.
1. Play with crossword, and brainteaser puzzles.
2. Pay attention to small ideasthats 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 youre right-handed, try using your left hand to do things. If youre 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 childrens
playground and see what new insights these visually stimulating surroundings
bring to mind.
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Quality Supervision & Training
requires
Dedication & participation
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Organization Established :Organization Established :
but the Agents arebut the Agents are
1.1. Fully developed.Fully developed.
2.2. Partly developed.Partly developed.
3.3. Under developed.Under developed.
Type of supervision required isType of supervision required is
1.1. Periodical for Fully developed.Periodical for Fully developed.
2.2. Routine for partly developed.Routine for partly developed.3.3. Mentoring for under developed.Mentoring for under developed.
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METHODS OF SUPERVISIONMETHODS OF SUPERVISION Supervision through MeetingsSupervision through Meetings
Those require periodicalThose require periodicalsupervision. (Developed Agents)supervision. (Developed Agents) ------Monthly.Monthly.
1.1. Those require routineThose require routineSupervision. (Partly developedSupervision. (Partly developedAgents)Agents) ------ Fortnight.Fortnight.
2.2. Those require Close supervision.Those require Close supervision.
(Under developed Agents)(Under developed Agents) ------Weekly.Weekly.
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ummary
Mentor Process = STRETCHTools Set the Climate
(A Good Coach; Attitude of Gratitude; +/; 3 motivatesteps)
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 ofResponsibility and Follow Up
(ACTION PLAN)
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METHODS OF SUPERVISIONMETHODS OF SUPERVISION
Supervision through joint callsSupervision through joint callsand discussions.and discussions.
1.1. In the 1In the 1stst seriesseries : Getting leads, Getting: Getting leads, Getting
information from recommendedinformation from recommendedprospects. Conducting sellingprospects. Conducting sellinginterviews.interviews.
2.2. In the 2In the 2ndnd seriesseries : Agent should work: Agent should workindependently and D.O will interveneindependently and D.O will intervene
where ever necessary.where ever necessary.3.3. In the 3In the 3rdrd seriesseries : Agent should do all: Agent should do all
the activity and D.O will be observer.the activity and D.O will be observer.
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PRODUCTIVITYPRODUCTIVITY
Higher productivity is the result of consciousHigher productivity is the result of conscious
efforts.efforts.
Ambitions Goals Involvement Motivation
Higher Productivity
High Earnings
More self confidencePrestige
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BEST UTILIZATION OF TIMEBEST UTILIZATION OF TIME
By D.OBy D.O
Survey of market.Survey of market.
Prospecting for agents.Prospecting for agents.
Selling agencies.Selling agencies. Training of all agents.Training of all agents.
Joint calls.Joint calls.
Liaison with office.Liaison with office.
Acquiring knowledge.Acquiring knowledge.
Social & communalSocial & communalactivities.activities.
Recreation & exercisesRecreation & exercises..
By AgentBy Agent
Prospecting.Prospecting.
Interviews.Interviews.
Securing appointments.Securing appointments.
Sales interviews.Sales interviews.
Medicals/reports.Medicals/reports.
Servicing to PHs.Servicing to PHs.
Movements.Movements.
Acquiring knowledge.Acquiring knowledge.
Community & socialCommunity & socialactivities.activities.
Recreation & exercises.Recreation & exercises.
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Meet people regularly for gaining attention. Then, find and congratulate
family achievements --for arousing interest . Exchange phone Numbers for
contacting, and find outsuitabletime for calling.
Find things you have in common with another person, and starting from thatbaseline.
Havethe meeting in a conducive atmosphere/ambience.
Leteveryonetalk. Leteveryoneexpresstheir views and opinions and allow
them totalk. Interruptonly when it is absolutely necessary.
And remember: talking louder or faster doesnt make your idea any better.
Tips for Positive Working Relationship
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Leave your egos atthe door. When youdiscuss ideas, immediately label them and
writethem down. The labelsshould be
descriptiveofthe idea. Find something nicetosay, even if its a
stretch. Even the worstof ideas has a
silver lining, if you just look hard enough.
Focuson thegood, praise it, and then
raise any objectionsor concerns you have
aboutthe restof it.
Tips for Positive Working Relationship
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Avoid conflict at all costs. When stressoccurs
and tempers flare, take a short break.; thegoal
isto worktogether, notstart a legal battleoverwho was rightor wrong. Ittakestwoto have
an argument, so bethe peacemaker.
Phrase alternatives as questions. Instead of I
think weshould do A, not B, try why not we
do A instead of B? That allows peopletooffer
comments, rather than defend one choice.
Tips for Positive Working Relationship
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