1. C AREER A S LIC A GENT Kamlesh Gurbuxani, CFP CM Development Officer LIC of India

2. We groom Ordinary People to earn Extraordinary Wealth and make them STAND OUT FROM THE CROWD

3. Why Career as LIC Agent? Do you want to work for a Company? OR Do you want to work for Yourself?

4. Why Career as LIC Agent? Working for someone else really sucks. You sacrifice your health, sleep, family time and best years of your life for a company that doesn’t appreciate you. This doesn’t seem like a winning strategy at all.

5. Why Career as LIC Agent? As per Dr S Ramadorai, adviser to the prime minister in the national council on skill development, Government of India: We are a young economy and we are only growing younger. In 2020, the average Indian will be only 29 years old – compare that with 37 in China and the US, 45 in West Europe and 48 in Japan. 65 per cent of our people will be in the working age group, and this age advantage for India is expected to continue for at least three decades till 2040.

6. Why Career as LIC Agent? ACCORDING to an estimate, we need to create around 1 to 1.5 crore jobs per year for the next decade to provide gainful employment to India’s young population. Large businesses in India, both in the public and private sector, will not be able to generate employment at such a large scale. There is a need to actively focus on being entrepreneur, which can help in creating sufficient jobs to absorb our large young population.

7. Why Career as LIC Agent? So how do you get started to work for yourself? We provide you a Business Idea that guarantees your success from the very start. i.e. “Career as LIC Agent”. This is not an ordinary LIC Agency offer. Through our meticulous training and guidance we make ordinary people earn extraordinary wealth. For that we want people who are not looking for where a path may lead, but who are looking for where there is no path, so that they can leave a trail.

8. Introduction LIC agent is the person who provides advice on Life Insurance Planning to people to protect their family from unexpected events of death, disability and retirement of the bread winner. It is a noble profession indeed. LIC agent also contributes to economic development of the country. As the money collected towards life insurance premium goes towards Nation Building Activities e.g: Roads, Railways, Ports, Bridges, Water supply, Electricity, Housing etc.

9. Introduction Top LIC agents earn between ` 3 crores to ` 4 crores per annum. The average gross income of top 20% of LIC agents is above ` 12 lakhs per annum. You will be trained in such a way that you will be among top 20% of agents within 3 years’ time, the onl y pre- requisites are Passion and Hard work.

10. Job Profile of LIC Agent The main job of LIC Agent involves: Prospecting: Identifying the prospective customers and fixing appointment. Need Analysis: Identifying the needs and getting the prospect agree that need exists. (i.e. Family Income Provision, Children Education and Marriage Provision or Retirement Income Provision.)

11. Plan Presentation: Suggesting suitable plans that fulfil the needs as agreed by the prospect. Closing the Sale: Convincing the prospect that you have suggested the best possible solution for his needs and ask for the order. After Sales Service: Provide efficient after sales service and claims settlement.

12. Attributes You Should Possess To become Successful LIC Agent: You should be outgoing and love to meet people. You should be ambitious to start your own Business. You should have Good Communication Skills. You should have lot of Perseverance. You should be willing to work hard with lot of Dedication and Devotion. You should be prepared to accept rejections as stepping stone.

13. Benefits of LIC Agency as a Career LIC agency is considered today as the highest paid profession in the world. It also provides you with the Royalty Income. You can start your own Business with less Capital Investment. You have freedom to set your own working hours. You have the opportunity to earn as per your potential. Your work gets easier and less demanding as your business grows.

14. Market Potential 1.Indian Insurance Market: It is one of the least Insured Market in the world. Out of total insurable population only 40% are covered till today. These 40% also are also not adequately covered. Only 20% of total agency force is working as Professionals, and these 20% brings 80% of total life Insurance business. We will help build your career as a professional agent and make sure that you will be among these top 20% agents.

15. Market Potential 2.Growth Opportunities: a.Low Insurance Penetration. b.Low Insurance Density. c.Low share of world premium. d.High per capita Savings. e.Increase in working population. f.Growth in personal Income. g.High Consumer Awareness. h.Strong LIC brand.

16. Market Potential a.Low Insurance Penetration: Insurance penetration is measured by Premium as a percentage of GDP. We will come to know about the potential when we compare the difference in penetration level in India with other countries of the world.

17. Source: Swiss Re, Sigma 03/2012 CountryPenetration (%) Taiwan13.90 South Africa10.20 Hong Kong10.10 Japan8.80 United Kingdom8.70 Finland7.70 South Korea7.00 France6.20 Switzerland5.50 Singapore4.30 India3.40 The penetration level in India for the year 2011- 12 is about 24% of Taiwan, 33% of South Africa and 34% of Hong Kong. The above figures show that there is tremendous potential available in India to match the figures of Asian and other countries of the world.

18. Market Potential b.Low Insurance Density: Insurance Density is the ratio of premium to total Population. We will come to know about the potential when we compare the difference in Insurance Density in India with that of other countries of the world.

19. Source: Swiss Re, Sigma 03/2012 CountryDensity in USD Switzerland4421 Japan4138 Hong Kong3442 United Kingdom3347 Taiwan2757 France2638 Singapore2296 United States1716 South Korea1615 India49 World Average229 Insurance Density for the year 2011-12 in India is just 21% of the world average and only 1.11% of Switzerland. There is huge potential available just to reach the world average and to reach the figures of Asian and other countries the scope is phenomenal.

20. Looking at the very low volume of life insurance premium of India, we can assess the available potential of Indian Life Insurance Market. Source: Swiss Re, Sigma 03/2012 Market Potential c.Low Volume of Life Insurance Premium: RankCountry Market Shar e 1.USA20.46% 2.Japan19.97% 3.UK8.00% 4.France6.65% 5.China5.12% 6.Germany4.33% 7.Italy4.00% 8.South Korea3.01% 9.Taiwan2.44% 10.India2.30%

21. Market Potential d.High per capita Savings: Indian household saving in financial sector is 32% of gross domestic savings for the year 2007-08. The share of life Insurance premium was 17.9% of gross house hold savings. Indian house holds saves more than those in other emerging markets like China and Brazil. The corresponding house hold savings in Brazil are 5%, China-15%, UK-2%, USA-1% of gross domestic savings. (Source: “National Income Statistics,” July 2010, CMIE).

22. e. Increase in working population: India has about 40% of young population at present i.e. age group 20 to 49 years. This is expected to grow to 45% by the year 2020. The income level of this group is rising and with increasing life expectancy and concept of nuclear family the need for life insurance will also increase. Research by Morgan Stanley shows that India’s working-age population will increase by 136 million by 2020. (China’s working-age population, by comparison, will grow by 23 million.) The expected increase in young working population shows the potential available in India for Life Insurance Business.

23. Market Potential f.Growth in personal Income: As per report of National Council of Applied Economic Research (NCAER) 2009-10, There are 28.4 million families with incomes between Rs 2 lakh and Rs 10 lakh per annum. (This is as per the World Bank definition of middle class.) The number of such households was 4.5 million in 1995-96 and 10.7 million in 2001-02. These households are expected to grow 4 times in next 10 years. The report said that two thirds of the Indian middle class is to be found in urban India.

24. Market Potential f.Growth in personal Income: Report on the savings pattern states that: 83% save for emergencies, 81% for Children’s education, 69% for old age, 63% to meet future expenses towards marriages, birth and social ceremonies. The above pattern indicates tremendous scope for life Insurance products.

25. Market Potential f.Growth in personal Income: As per report of Confederation of Indian Industry (CII) and Ernst and Young in September 2010, The projected per capita GDP of India is expected to increase from ` 18,280 in FY 2001 to ` 1,00,680 in FY 2026, which is indicative of rising disposable incomes. A recent study by McKinsey also predicts that India’s economy will grow fivefold in the next 20 years. The demand for insurance products is expected to increase in light of the increase in purchasing power.

26. Market Potential g.High Consumer Awareness: Splitting of joint families, absence of social security scheme and opening up of Insurance sector has contributed to increased awareness about life Insurance. Rigorous advertisement by 23 life Insurance companies has made people realize about importance of Life Insurance. The total First year Premium of life insurance industry has increased from 9,707 Crores in the year 2000-2001 to 1,25,826 Crores in the year 2010-11, showing a compounded annual growth of 29.20%.

27. Market Potential g. High Consumer Awareness: As per report of BCG (Boston consulting group) and FICCI of April 2011 “India Insurance: Turning 10, Going on 20”, it is estimated that life insurance sector will grow at the rate of 20% to 22% during the next 10 years i.e the estimated premium during the year 2020-2021 will be in the range of ` 15 lakh crores to ` 20 lakhs crores. At present India is ranked 10 th in global life insurance industry with market share of 2.30%. By the year 2020 it is likely to be one of top three life insurance markets behind China and USA, it will overtake the Japan, British, France and Germany markets.

28. Market Potential h.Strong LIC Brand: You will be associated with one of the leading Life Insurance Company of the world. The brand image of LIC of India is huge, people in India identifies life Insurance as LIC only. Thus selling life Insurance policies for LIC of India is much easier.

29. Market Potential Market Share of LIC of India as on 31/03/2012 is as under: The above figures shows dominance of LIC of India even after 12 years of opening of the Insurance sector to private companies. First Year Premium in Crores Market Share Number of Policies Market Share LIC of India81,51371.36%3,57,50,76380.90% All 23 Private Companies32,71728.64%84,42,02119.10% Total1,14,2304,41,92,784

30. Market Potential Summary The least Insured life Insurance Population, Paucity of Professional Agents, Low Insurance Penetration and Density, Low Volume of Life Insurance Premium, High rate of personal savings, Young working population, Burgeoning Middle and Higher income class, Rising Insurance awareness and Strong Brand image of LIC of India All these positive aspects provide you with tremendous opportunity to build your career as a Professional LIC agent.

31. Remuneration The remuneration will be paid to you in the form of Commission as percentage of premium collected through the policies sold by you. It is not a one time commission on a sale made by you. It provides you the royalty income through out the term of policy. As long as policyholder pays the Premium you will get the commission. Moreover this commission is hereditary i.e. it will be paid to your nominees even after your death.

32. The Commission rates on regular premium policies are as under: First year Commission: 4% to 25% depending up on the type & term of the policy. Bonus Commission: 40% of first year commission. Renewal Commission: 2nd and 3rd Year of Policy: 2% to 10% depending up on the type & term of the policy. 4th year onwards: 2% to 6% depending up on the type & term of the policy.

33. Example of Commission on Endowment type of policy of Term 15 years and above: 1st Year Commission: 25% of Premium. Bonus Commission: 40% of first year Commission (i.e. 10% of Premium) Total 1st Year Commission: 35% of Premium Renewal Commission: 2nd & 3rd Year of policy: 7.5% of Premium 4th Year onwards: 5% of Premium

34. Your Expected Commission for Next 5 years: Expected Premium Expected Commission 1 st year2 nd year3 rd year4 th year5 th year 12,00,0004,20,00090,000 60,000 24,00,0008,40,0001,80,000 1,20,000 36,00,00012,60,0002,70,000 48,00,00016,80,0003,60,000 60,00,00021,00,000 TOTAL4,20,0009,30,00015,30,00021,90,00029,10,000 As Years pass by your Renewal Commission keeps on increasing thereby assuring you a pension for the next 20 to 25 years when you stop working OR to your family in event of your death.

35. Remuneration We will make sure through our meticulous training that your earnings should be as per the chart shown, but that requires willingness on your part to take lot of physical pain.

36. Club Memberships Club Membership is the recognition bestowed upon the agents to increase their status in the society and in the Corporation.

37. Following are the levels of club membership depending up on the Business performance: Distinguished Club Member. Branch Manager’s Club Member. Divisional Manager’s Club Member. Zonal Manager’s Club Member. Chairman’s Club Member. Corporate Club Member.

38. Following additional benefits are given over and above the commissions’ payable: 1.Office Allowance to maintain your own office. 2.Telephone/Mobile bill reimbursement. 3.Reimbursement of Sales Promotional Gift items. 4.Interest free advance for purchase of Car/Motorbike. 5.Interest free advance for purchase of office equipment. 6.Interest free advance for Training.

39. Club Memberships 7.Interest free Festival Advance. 8.Housing loan at concessional rate of interest. 9.Term Insurance and Mediclaim benefits. 10.Guest house facility throughout India at concessional rates as applicable to employees. 11.Annual Convention. 12.Attestation authority.

40. Club Memberships The total monetary equivalent of all above benefits ranges from ` 5,500 to ` 5,50,000, depending up on level of Club Membership.

41. Gratuity Agents are entitled to get the gratuity at age 60/65 years after serving for minimum 15 years. At present the Maximum Gratuity amount payable is 2,00,000 depending up on the amount of renewal commission paid during last 15 years before age 60.

42. International Recognition from MDRT Founded in 1927, the Million Dollar Round Table (MDRT), The Premier Association of Financial Professionals, is an international, independent association of nearly 36,000 of the world's leading life insurance and financial services professionals from more than 430 companies in 78 countries. MDRT members demonstrate exceptional professional knowledge, strict ethical conduct and outstanding client service. MDRT membership is recognized internationally as the standard of sales excellence in the life insurance and financial services business.

43. To qualify for the membership of MDRT agents have to earn the prescribed First Year Commission excluding the Bonus Commission OR brings prescribed First Year Premium during the Calendar year.

44. There are three levels of Membership with criteria for MDRT 2014: International Recognition from MDRT Sr. No. MembershipCriteria First Year Commission First Year Premium 1.MDRTBasic` 8,36,100` 33,44,400 2.Court of the Table- COT 3 Times MDRT ` 25,08,300 ` 1, 00,33,200 3.Top of the Table -TOT 6 Times MDRT ` 50,16,600` 2,00,66,400

45. Through our training process we will make sure that you will qualify for Basic MDRT by the end of 3rd year of your agency. International Recognition from MDRT

46. First Year Commission of Top 10 TOT-2013 Qualifiers from LIC RankNameBranch First Year Commission Excl. Bonus Commission 1.Shri BHARAT V PAREKHNagpur1,64,59,383 2.Shri RAVINDAR JETHANIMumbai1,28,52,004 3.Smt HEENA HITESH SHAHMumbai1,22,86,595 4.Shri RAJESH K BHONSALEMumbai95,34,779 5.Smt SANGEETA P PODDARMumbai79,56,912 6.Smt SHYAMLATA S PODDARMumbai71,20,811 7.DR. BALWANT SINGH CHIRANADelhi70,64,505 8.Shri AUTI DATTATRAY JAYRAMMumbai70,14,830 9.Smt REENA GUPTABhopal66,55,529 10.Smt SANGEETA MAHESHWARIIndore59,29,266

47. Profile of LIC of India Reach: Central Office: Mumbai 8 Zonal Offices: Mumbai, Delhi, Kolkatta, Chennai, Bhopal, Kanpur, Hyderabad and Patna. 113 Divisional Offices throughout country. 2048 Branch Offices at various places. 1202 Satellite Sampark Branches. All the branches are connected by wide area network, this ensures payment of Premiums anywhere across the country.

48. Vide Range of Products: We have more than 50 different products catering to the differing needs of all segments of the society. These are basic insurance plans (whole life, endowment and money back), Term Assurance Plans, Unit linked plans, Pension Plans, Health plan, Variable Insurance Products etc.

49. Awards won by LIC of India during 2011-12: 1.Readers Digest Trusted Brand – Platinum Category 2.Business Super brands 2010-11 3.Asian Leadership Awards – Asia’s Most Preferred Brand in Insurance 4. CNBC TV 18 India’s Best Bank and Financial Institution Award – Best Insurance Company 5.Most Trusted Brand in Insurance Category by ET Brand Equity 6. CNBC AWAAZ Storyboard Consumer Awards- Consumer’s Trusted Choice Award 7.CNBC AWAAZ Storyboard Consumer Awards- Most Recommended Financial Services Brand of the Year ( Non Banking) 8.Dainik Bhaskar Group- India Pride Award

50. Profile of LIC of India Awards won by LIC of India during 2011-12: 9.Bombay Chamber of Commerce & Industry – Good Corporate Citizen Award 10.ABCI Award for House Magazine in Magazine Category 11.Preferred Brand of Life Insurances by Dainik Purvoday NE Consumer Awards 2011 12.Star News Brand Excellence Award- Customer Centric Band Award 13.Outlook Money - Best Life Insurer Award 14.Global Award for Brand Excellence 2011 by World Band Congress 15.Bengal’s Best 2011 in Insurance Category – Anandbazar Patrika’s Brand Watch 16.Organization of the Year – Top Ranker’s Management Consultants

51. Profile of LIC of India Awards won by LIC of India during 2011-12: 17.Best BFSI Life Insurance Company 2011 by Business & Economy ICMR-BFM 18.Most Successful Pioneer in Micro Insurance by Amity School of Insurance, Banking & Actuarial Science 19.Golden Peacock Innovative Product Award for Jeevan Arogya 20. Middle East Insurance Forum (MEIF) Institutional Excellence Award to LIC International (BSC Bahrain) 21.My FM Stars of the Industry Award for Business Leadership Award 22.Special Award for Consumer Service ( Corporate) by Consumer Association of India 23.Indy’s Award for Best Corporate Film of the Year, Campaign for Change, Women’s Insurance TVC 24.Indy’s Award for Most Creative Ad (Print) in BFSI 25.Indy’s Award for Best in house magazine ‘Yogakshema’.

52. Profile of LIC of India Our social responsibility: LIC offers life insurance protection under group policies to various groups such as employer- employee, co-operatives, weaker sections of society etc. and insurance coverage to people below poverty line at subsidized rates under social security group schemes like ‘Janashree Bima Yojana’ & ‘Aam Aadmi Bima Yojana’. The scheme ‘Shiksha Sahayog Yojana’ is a free add-on scholarship benefit that is available for the children of the members who are covered under Janashree Bima Yojana.

53. Golden Jubilee Foundation: LIC, as a part of its Corporate Social Responsibility, formed a Trust - ‘LIC Golden Jubilee Foundation’ in the year 2006, with the objective of promoting education, health, relief of poverty or distress and advancement of other objects of general public utility. As on date LIC has put in a Corpus of Rs. 90 Crores towards LIC Golden Jubilee Foundation and interest is distributed for various Charitable Purposes. So far it has sanctioned projects worth of Rs. 22.35 crore. LIC Golden Jubilee Scholarship Scheme provides scholarship to economically weaker sections of the society to pursue higher education at the rate of Rs. 100000/- per year for 10 students per Division till they complete their graduation / professional course. Approximately 2650 students have benefited from the Scheme so far.

54. Valuation Results of LIC For the year 2011-12 Valuation Surplus after Tax Govt. Share @ 5% 95% to be distributed to Policy Holders (Investment by Govt in LIC in 1956 is ` 5.00 crores only) : ` 25,624Crores : ` 1,281Crores : ` 24,343 Crores Total Number of Policies in force (More than Population of Many Countries) : 29.16 Crores Total Premium Income (The daily collection of Corporation is ` 555Crores) : ` 2,02,802 Crores Total Gross Income for the year (Four Times the income of leading Bank in India) : ` 2,87,315 Crores

55. Valuation Results of LIC For the year 2011-12 Total Number of Claims Settled: 1,85,70,000 Total Amount paid towards claims: ` 66,023Crores Outstanding Death Claims (94.34% of Non Early Death Claims settled within 15 days) Outstanding Maturity + Survival Benefit Claims (93.19% of Maturity/SB claims settled before due date) : 1.22% only : 0.50% only First Year Premium Income (More than the total amount of claims paid) : ` 81,514Crores

56. Valuation Results of LIC For the year 2011-12 Total Life Fund: ` 12,83,990 Crores Total Assets of Corporation: ` 14,17,891 Crores Investment in Govt/Infra/Social Sector: ` 8,19,835 Crores LIC’s Market Share as on 31/03/2012 (Remaining 23 private companies Market share: 28.64%) : 71.36% on Premium : 80.90% on Policies

57. Govt. Guarantee for LIC Policyholders The sum assured of all policies issued by LIC of India including any bonuses declared in respect thereof and, subject to the provisions contained in section 14 the amounts assured by all policies issued by any insurer the liabilities of which have vested in the LIC of India under this Act, and all bonuses declared in respect thereof, whether before of after the appointed day, shall be guaranteed as to payment in cash by the Central Government. Under -Section 37 of LIC ACT, 1956

58. Advantages of Association with LIC You will be associated with number one life Insurance of India and one of the leading life Insurance companies of the world. With above financial position and Govt Guarantee selling policies of LIC will be much easier. Barring five companies all other 18 private life Insurance companies are in losses as on 31.03.2012. The death claim settlement of private companies is also now where near the standards of LIC of India.

59. Profit & Loss and Death Claim Analysis of All Life Insurers for the Year 2011-12 Profit/Loss (in Crores) Company Death Claims For the year 2011-12 Total Carried forward as on 31/03/2012 % of Claim Amount Paid % of Claim Amount Rejected % of Claim Amount Pending -57.04-100.73Aegon Religare59.7437.962.30 73.57-1404.94Aviva74.8021.204.00 1311.202349.94Bajaj Allianz83.969.846.19 -189.84-1748.30Bharati71.7319.398.88 460.73-1376.23Birla Sunlife80.4118.920.67 -89.07-757.48Canara HSBC80.1715.704.14 -128.25-375.56DLF Pramerica21.8014.6363.57 -29.23 Edelweiss Tokio--- -129.65-1096.20Future Generali62.6828.029.30 271.02-1294.48HDFC Standard90.438.431.14 1384.17-1946.70ICICI Prudential94.384.441.17 -69.86-432.35IDBI Federal63.5829.566.86 -72.58-189.37First74.8325.170.00 -31.15-1150.14Vysya80.259.969.36

60. Profit & Loss and Death Claim Analysis of All Life Insurers for the Year 2011-12 Profit/Loss (in Crores) Company Death Claims For the year 2011-12 Total Carried forward as on 31/03/2012 % of Claim Amount Paid % of Claim Amount Rejected % of Claim Amount Pending 203.2550.61Kotak Mahindra71.8418.879.28 459.83-369.78Max83.8912.413.70 33.17-46.17Met Life72.6513.5313.32 372.57-2486.20Reliance Life71.4319.169.41 29.4864.90Sahara76.329.0913.89 555.821118.93SBI Life95.631.353.01 56.1880.79Shriram58.2818.2423.48 -25.60-94.95 Star Union Dai-ichi 73.253.7523.00 260.31-1297.76Tata AIA72.0525.752.21 4649.03-12531.40Private Total80.9513.705.32 25624.60*LIC of India95.432.011.21 *Out of total surplus generated for the year 95% ( ` 24,343.37 crores) is distributed among the policyholders and balance 5% ( ` 1281.23 crores) is Govt of India share. Source: IRDA Annual Report 2011-12. Available at www.irda.gov.in

61. Procedure to become LIC Agent: Education Qualification: Graduate ( HSC pass will be considered for exceptional Candidates) Mandatory Class room Training for 50 hours. ( About 10 days) OR Online Training. Passing of IRDA Examination. Issue of License by IRDA.

62. Fees: ` 150 Registration Fees. ` 300 Online Training Fees. No Charges for Classroom training. ` 200 IC -33 Study Material. ` 350 IRDA Examination Fee. ` 250 IRDA License Fee for 3 years. Total: ` 1250 for Online Training OR ` 950 for Classroom Training.

63. Support from our side After getting IRDA license you will be trained by Shri Kamlesh Gurbuxani, Development officer, popularly known as GURU in LIC of India. He is Associate of Insurance Institute of India and first Development officer in the country to complete Certified Financial Planner (CFP) certification. Training of agents is his main forte. He has compiled two books namely “PRERANA” and “DISHA” exclusively for LIC agents.

64. He is on a mission to “Pay Back to LIC” and decided to develop a community of Competent, Committed and Ethical LIC Agents of international repute. To begin with he will train only 20 selected agents.

65. You will be trained at our own training facilities at Corporate Centre, Nirmal Lifestyle, Mulund (w), equipped with well stocked library of Books, Audio and Video CDs on life Insurance and self development. You will be trained on Need Based Selling techniques.

66. Your activities will be monitored regularly to insure that you achieve your desired target on time. Our training program is designed in such a way that you will qualify for MDRT and Chairman Club Membership within 3 years of your agency. That means your income will be at least ` 1,00,000 per month within 3 years time.

67. Your activities will be monitored regularly to insure that you achieve your desired target on time. Our training program is designed in such a way that you will qualify for MDRT and Chairman Club Membership within 3 years of your agency. That means your income will be at least ` 1,00,000 per month within 3 years time.

68. T HANK YOU