Financial Services Associate

Role & responsibilities

• Closely monitor the respective HL data basis below point:
• Pre sanction customers not to be targeted
• Post sanction customers- Tele-call & fix the appointment to meet all the customers mapped with the help of HLEs.
• Please refer to the tele-calling pitch before contacting
• Build a good rapport with HLEs and ensure 100% joint call with HLEs.
• Basis HL data, FSAs to meet 4-5 customers.
• Before the meeting, executive needs to fill in the below details in PFR so that time is saved
• Customer details like Name, DOB, and Contact Details.
• Home loan account no, amount & HL cover required
• Spouse & Childrens name & age.
• Ensure PFR on every call. If 1st call is a Joint Call with HLE, then either do PFR once HLE has left or do PFR in the next call.
• Below points to be taken care while doing PFR (please refer the PFR script for your reference)
• Meeting opening & rapport building
• Tax implication- 24B, 80C, 80D, 80CCF etc.
• Liability Calculation- HL Liability, Household Expenses, Childs Education & Marriage Liability
• Saving needs/ Future Value- Childs Education/ Marriage, Retirement
• Collect data for selling Motor Insurance, Health Insurance & FD.
• Take References
• Ensure that PFR 1 pager is properly filled and documented & filed, till LMS is live. Post that PFR to be recorded in LMS.
• Basis PFR, FSA to understand the needs of the customer and recommend investment / Insurance options for the same. Try ensuring sale of combo plan i.e. a loan protection funded plan to cover home loan and a ULIP plan to build corpus and fulfill future savings needs.
• Login at least one SLIC, HSP & Deposit policy in 1st seven days of the month (to get active)
• Be updated on product knowledge and market information.
• Attend regular product trainings arranged by Location head & HDFC Life & Ergo.
• Meet/ exceed the targets allocated to him.
• Penetration target of 25% each in HSP and HDFC Life
• Deposit target based on tier wise target (Please refer the target sheet) &
• Open market target. (Please refer the target sheet)
• Clear the IRDA SP certification for SLIC, Ergo & AMFI.
• To generate minimum 4 times of G salary.
• To ensure that all the renewal cases are renewed.

Grooming:

A FSA should always be well groomed and his kit should be organized and complete. The HR manual defines the grooming guidelines.

Diary:

Maintain the Diary for the following:

• Appointments for the day
• Pipeline for the month
• At the beginning of the month plan calls for the month in advance &note the same in the diary.
• Record follow-up dates with customers, enabling keeping of promises.

Training:

Every FSA should know the product completely. Must be aware of the competitor’s product and should be able to handle common objections from customers.

For any new recruit joining, the following training schedule will apply:

There are five phases of training, which are spread over the first month i.e. 25 working days:

Phase I:

Every FSA should ensure that within 6 days of joining, he has read & understood all products including life, non life- motor, health, HSP, Deposit & MF.

Location head to provide the training with the help of SLIC, Ergo and various AMC’s.

Phase II:

In the next 6 working days he should fully understand the PFR. Location Head to give training on PFR with help from Shilpa. FSA to clear the audit test conducted by Auditor, by the 6th day.

Phase III:

In the next 6 days, he should do minimum18 joint calls with FSA’s. These will be observation calls where he will understand the usage of PFR & how closures are done.

Phase IV:

In the next 5 days, he will do joint calls with CAM, TM & Location Head. These will be first demonstration calls & then observation calls. The FSA will be certified as trained & capable of doing closures himself both by the CAM & the Location Head.

Phase V:

In the balance 2 days our training team will conduct the common induction program with mortgage team and will also conduct product tests.