introducing the sales digital insurer programme from tdi
Post on 06-Nov-2021
6 Views
Preview:
TRANSCRIPT
1SDI - Accelerating Consumer Engagement
Introducing the Sales Digital Insurer programme from TDI
Accelerating Consumer Engagement
www.the-digital-insurer.com
July 15, 2021
2SDI - Accelerating Consumer Engagement
Alarm bells are ringing for traditional sales agents as new
models take over
1
Next level advisor sales performance for the digital age
7
Unique, time-bound
opportunity existsLeadership teams need to act fast
5
TDI Academy offers
world-class L&Don digital insurance sales and
consumer engagement
6
SDI Programme
accelerates performance to next-level, digitally - enabled
Sales for insurance advisors
3
Most consumers now
prefer blend of digital with human touch
2
Consumer adoption of
digital is accelerating and, expectations are rising
Future is bright for
insurance advisorswilling and able to make the change to new
models, but help is needed
48
“SDI Inside”
Programme Customisation
options keep insurers firmly in control
whilst further enriching current L&D plans
3SDI - Accelerating Consumer Engagement
1. Alarm bells are ringing for traditional
sales agents as new models take over
“Blue Ocean”
Transform
“Red Ocean”
Evolve
Model
Maturity
Channel
Performance
TRADITIONAL
Sales Agent
DIGITALLY-ENABLED
OMNI AdvisorDIGITALLY PRESENT
KEYSales Agent : traditional face to face sales-focused, limited use of tech
Quality Agent (digitally-enabled) : still face-to-face sales-focused, but using typical
digital tools such as PoS
Quality Agent (digitally-present) : using typical digital tools such as PoS, and also
extensively using social media platforms & tools to create an always-on presence
OMNI Advisor : digital-enabled advisor empowered through tech to provide
marketing, sales, and servicing as primary point of contact for all client interactions
with the insurer
DIGITALLY-ENABLED
Quality Agent
DIGITALLY-PRESENT
Quality Agent
TDI POV: Agency alarm bells are ringing as consumer adoption of digital accelerates beyond Tipping Point
Insurers, and their agents, need to urgently transform from ‘traditional sales’ to an ‘OMNI advisor’ model - not only to stay relevant, but also to generate significant growth in the years ahead
Source: https://www.the-digital-insurer.com/tdi_pov_papers/tdi-pov-future-of-insurance-advisors-in-a-digital-world/
4SDI - Accelerating Consumer Engagement
2. Consumer adoption of digital is
accelerating, and expectations are rising
Source: https://www.the-digital-insurer.com/tdi_pov_papers/tdi-pov-industry-warning-digital-tipping-point-is-approaching-insurers-faster-than-expected/
5SDI - Accelerating Consumer Engagement
3. Most consumers now prefer a blend of
digital with human touch
6SDI - Accelerating Consumer Engagement
4. Future is bright for advisors willing and
able to make the change, but help is needed
Source: Axell – human touch in a digital world
7SDI - Accelerating Consumer Engagement
5. TDI Academy offers world-leading L&D on
digital sales and consumer engagement
Accelerating Consumer
Engagement
SDI programme details available at: https://www.the-digital-insurer.com/tdi-academy/SDI/
Digital Sales Professional Designation
The SDI programme is a fast track for Insurance Sales Professionals who want to be part of the digital future.Lifelong learning in a globally connected community.
4 Seasons (courses) each with 5 x 1-hour Episodes (lessons)
Company based cohorts with focus on outcomes
100% virtual – suggested 3 weeks per Season (12 weeks in total)
Monthly webinars/ podcast for each
Season
Practical Digital sales planning tool
Multiple ChoiceQuestions for each Season
8SDI - Accelerating Consumer Engagement
6. SDI Programme accelerates performance
to next-level with digitally-enabled sales
The SDI programme is for insurance advisors who want to be
better equipped to sell insurance in the digital age
Use digital tools
and Social Media
to engage with
prospects and
build relationships
Develop an online
digital presence to
identify new leads
and establish a
professional
reputation
Create a system to
build and maintain an
Advisory business in
a digital world
9SDI - Accelerating Consumer Engagement
6. SDI Programme accelerates next-level
digitally-enabled advisor sales performance
Season 1
ADAPTINGin a Digital Environment
(Digitally Enabled) An overview of the digital
revolution and the benefits for advisors who are digitally-enabled
and develop a business plan
Season 4
THRIVING in a Virtual World
(Digitally Skilled)A focus on virtual sales
communication and presentation skills that result in satisfied clients
and improved performance
Season 3
ENGAGING through Social Media
(Digitally Active) Proven methods to identify
prospects, generate leads, & effectively engage on
social media platforms
Season 2
DEVELOPING a Digital Presence
(Digitally Present)A guide to developing a digital
sales presence in target consumer groups by using available digital
tools and resources4 Seasons (Courses) with 5 x 1-hr on-demand
Episodes (Lessons)
Monthly Podcasts & Life-long access
to SDI materials
A Digital Sales Plan (DSP) to set goals and objectives (1 hour per Season)
Multiple ChoiceQuestions each
Season
Episode 1.1
Digital Acceleration
Episode 1.3
Digital Advisors
Episode 2.1
Digital Identity
Episode 1.4
Digital Strategy
Episode 1.2
Consumer BehaviourEpisode 2.2
Target Consumers
Episode 2.3
Effective Content
Episode 3.2
Social Platforms Part 1
Episode 2.4
Influencers & Testimonials
Episode 3.1
Paid, Dark, & Live
Episode 3.3
Social Platforms Part 2
Episode 3.4
Views, Likes & Shares
Episode 4.1
Working Virtually
Episode 4.2
Approaching Leads
Episode 4. 3
Prioritising Needs
Episode 4.4
Presenting Solutions
Episode 1.5 The S1 Digital Sales Plan
Adapting to capture the opportunity with the
design of a basic strategy
Episode 2.5 The S2 Digital Sales Plan
Developing a digital presence to engage with
target consumers
Episode 3.5 The S3 Digital Sales Plan
Engaging with prospects and clients through
social media
Episode 4.5 The S4 Digital Sales Plan
Thriving in a virtual world with skills to improve
performance
SDI - Accelerating Consumer Engagement 10
TDI Academy Faculty & Partners lessons created & delivered by Industry Experts
Malini Nagaria
SDI Industry expertHead of TDI Academy, The Digital Insurer
Simon Phipps
SDI Industry expertFounder, The Digital Insurer
Mark Stephen Wallis
SDI Industry expertProgramme Director, The Digital Insurer
Eliza Yeung
Regional Marketing Executive
Matthias de Ferrieres
SDI Industry expertCEO, Wellnex My-insurer
Paul Brenchley
SDI Industry expert
Partner, Insurance Advisory at KPMG Singapore
Bianca Smith
SDI Industry expertLead Advisor, ANZ, Axell
Benjamin Ang
SDI Industry expertHead of Financial Literacy and Advisory Advocacy,
GoalsMapper
Gordon Tay
SDI Industry expertCo-Founder, Surer
Harish Agarwal
SDI Industry expertHead of Customer Experience Strategy, Qualtrics
Gavin Gollogley
SDI Industry expert
Chief Client Experience & Marketing Officer, Asia, Sun Life
Andy Jemieson
SDI Industry expert
Founder & CEO, Advisr
Hugh Terry
SDI Industry expertFounder, The Digital Insurer
SDI
Learning Partners
in Singapore
11SDI - Accelerating Consumer Engagement
7. Unique, time-bound opportunity exists,
but leadership teams need to act fast
MAS Extends Training Support Measures to Foster Skills Development in New Growth Areas June 28, 2021
We refer to MAS' and IBF's announcement on 25 June 2021 on the extension of the enhanced training support measures to build
capabilities and strengthen employability of the local workforce.
The course fee subsidies under both IBF-Standards Training Scheme (IBF-STS) and Financial Training Scheme (FTS) will be extended
by 6 months to 30 June 2022, with 80% of course fees subsidised. This will apply to courses that commence on or after 1 January
2022, up to 30 June 2022, and must be completed no later than 30 September 2022. To help mature workers acquire industry
relevant skills as the industry transform, Singapore citizens aged 40 and above will continue to receive the enhanced subsidy at 90%
from 1 January 2022, for training under IBF-STS and FTS.
The Training Allowance Grant (TAG) will also be extended for employees sponsored by eligible financial institutions and FinTech
firms by one year to 30 June 2022 at a rate of $10 per training hour. This will apply to IBF recognised courses that commence on or
after 1 July 2021 till, up to 30 June 2022, and must be completed no later than 30 September 2022.
For details on the funding support and the updated FAQs, please refer to:
https://www.ibf.org.sg/programmes/Pages/IBF-FTS.aspx
12SDI - Accelerating Consumer Engagement
8. “SDI Inside” Programme Customisation
TDI understands that Agency learning and
development already commands significant
management time and effort
…so our SDI digital sales programme needs to fit in
with this, and supplement these activities in the most
appropriate way/s
We also understand the sensitivities around Agency
recruitment & retention
…if positioned correctly, being seen to invest in
forward-looking L&D which supports an agent’s
development, and drive further sales, can be
immensely valuable to your employer brand
It is for these reasons that our “SDI Inside”
philosophy and approach has been hard-wired
into SDI implementation planning from day 1
Agency L&D Framework
On-boarding
Compliance
Product Sales
Service
Soft-skills
CPDDigital
Co-branded SDI
plaques &
Certificates for
recognition by
Company
leadership
Weekly & Monthly
Progress Reports
to manage
performance
Internal Discussion Groups in which Co. executives can participate / lead
Supplementary recordings to provide company-specific messages & context
to curriculum
Internal launch
event/s and / or
live webinars to
customise &
reinforce
learning
Bespoke Surveys
& Participant
completion
Feedback
Agents Managers
13SDI - Accelerating Consumer Engagement
Example Programme implementation
Season 1
Sept ’21
Objectives of Phase 1
- 30 people to be Pathfinders
- Validate impact with advisors – allow time to collect additional feedback
- Test and refine rollout approach – kick off launch and team follow up as a
minimum
- Identify areas for further customisation to enhance impact
Phase 1 – Pathfinder
Phase 2 – Scale quickly to use IBF FTS grants
Oct ’21
Season 2 Season 3
Nov’21 Dec’21
Season 4
Approach to Phase 2
- Rollout to as many advisors as possible with commencement before end of June ’22 to get best possible grant terms
- In this example 4 waves – one every two months. Each wave lasts 12 weeks (1 season every 3 weeks)
- Wave size could be from 50-250+ depending on the workshops and webinars held to support
Nov’21
Programme
launch Wave 1
Jan’21 Mar ’21 May ’21
Programme
launch Wave 2Programme
launch Wave 4Programme
launch Wave 3
top related