Best Practices for New Managers: Up and Down

Author: Insurance Siku Quanshu Project Team
Publisher:
Publish Date: 2006-01-01
Features:
(First Part) Partially Successful Attracting Successful Recruit Concept Recruitment Process Chart Management Process for Customers/Prospective Customers Business Management Process Conditions for a Gold Standard Prospective Financial Advisor Conditions for a High-Potential Gold Standard Prospective Financial Advisor Finding Prospective Financial Advisors Ideal Recruitment Sources for Those Who Want to Change Jobs or Are Currently Changing Jobs Characteristics of Second Part Recruitment Interviews Introduction to Career Content Plan Interviews Interview Secrets Introduction to Compensation Plan Discussing with Spouse Third Part Recruitment System Establishing Automation Recruitment System Recruitment Performance Board Fourth Part Management Tools Team Management Income Goals – Activity Goals Weekly Activity Report (Sample) 200_ Year Q_ Quota Recruiters Statistics Table Recruitment 200_ Year Q_ Source Analysis 200_ Year Q_ Source Analysis (Sample) Monthly Recruitment Activity Report Contact Plan Table Second Part Choosing to Win Recruitment and Selection Are Also "Selling" Part Key Points of the Selection Process Selection Key Points of the Selection Process It Should Be Difficult to Join a Life Insurance Team The Rewards of Proper Selection Recruitment Procedures Principles of Effective Selection Successful Selection Concepts Four Methods for Finding Suitable Candidates Your Selection Process Second Part Selection Interviews Initial Interview Finding Information Interview Consultant Interview Work Experience Activity Interviewing Others in the Branch Career Preview Additional Selection Steps Post-Assessment Developing Your Selection Skills Ready for Third Part Interview Guide for Successful Selection Interviews Interview: Phone Call Interview Interview: Initial Meeting Interview Interview: Notes Interview Skills: Selection Assessment Interview: In-depth Interview Interview: Questions Used by Senior Financial Advisors Interview: Post-Interview Interview Pre-Signing Training Fourth Part Human Resources Planning and Increasing Retention Human Resources Planning How to Build a High-Retention Branch (Second Part)
Third Part Activity Management Part Establishing Goals Business Plan – An Overview It’s Time to Design Your Dreams Summary of the 9 Parts of the Business Plan Business Plan Process Flow Chart Business Plan Procedure Mission Statement Self-Assessment Personal Self-Assessment Business Assessment Balance Sheet Plan Required Income Plan Required Income Table Notes on the "Plan Required Income Table" Setting Goals 1-Year Goals 5-Year Goals Business Goals Market Plan Process Market Plan Focused Goals vs. Non-Focused Goals Market Plan Activities Short-Term Market Plan Activities Long-Term Market Plan Activities Relationship Between Income and Activity Time Management / Ideal Time Table Time Management Ideal Time Table Activity Tracking Report Summary Second Part Business Development Plan Manual Mission Statement My Personal Mission Statement Self-Assessment Business Assessment Personal Asset List My Financial Needs Sales Revenue Goals – Activity Goals Short-Term Business Plan Activity Table Long-Term Business Plan Activity Table Ideal Time Table Estimated 5-Year Income Medium- and Long-Term Goals Third Part Branch Manager Personal Plan Combination Manual The Two Basic Elements of Success: Goal Setting and Action Planning Branch Manager Self-Assessment Table Personal Self-Assessment Table Personal Financial Assessment Table My Dream List Annual Estimated Income Annual Performance Goals Branch Three-Year Performance Progress Guide Fourth Part Branch Manager Team Plan Combination Manual Mission Statement Goal Setting Team Five-Year Vision Planning Team Current Human Capacity Analysis A-Grade Agent Capacity Analysis Recruitment Pipeline Diagram Human Resources Planning Worksheet Team Market Strategy Agent Personal Market Strategy Training Plan Coaching Plan Ideal Weekly Time Schedule Company Annual Incentive Outline
Fourth Part Activity Management Introduction to Activity Management The Benefits of Performance Management Part Establishing Performance Standards Criteria for Good Goals "SMART" Equation New Financial Advisor’s Work Work Sheet Isolated List Business Plan Business Goals and Income Budget (Sample) Short-Term Market Plan Activity Table (Sample) Long-Term Market Plan Activity Table (Sample) Ideal Time Table (Sample) Conclusion and Commitment Second Part Activity Tracking and Supervision Activity Management Appendix: "A, B, C Agent Classification Method" A, B, C Agent High-Performance Management Action Plan (Sample) Sales Management Customer Source Management Financial Advisor (Sample) Natural Market Conditions Analysis – Main Clients Summary Daily Work Schedule and Progress Table (Sample) Weekly Work Schedule and Progress Table (Sample) Monthly Sales Planning and Execution Record (Sample) Branch Manager’s Work (Sample) Recruitment 200 (Sample) Recruitment Process (Sample) Monthly Summary (Sample) Third Part Performance Evaluation Evaluating Performance Through Observation Evaluating Performance Through Assessment Interviews Case Study Adam Branch Activity Record (Sample) Classroom Discussion Performance Evaluation Interview Preparation for Interviews Conducting Interviews Summary Interviews Financial Advisor Evaluation Form I Sales Skills and Abilities Financial Advisor Evaluation Document Review Financial Advisor Development Plan Individual Financial Advisor Performance Management Chart (Sample) Performance Management Improvement Table (Sample) Branch Branch Manager and Above (Sample) Fourth Part Case Study: Percent Card System Percent Card System Flow Chart Annual Income and Annual Plan Annual Management Office District Branch Annual Business Goals Planning (Sample) Annual Management Office District Branch Annual Education Plan Percent Card System Flow Chart Annual Management Office District Branch Annual Business Goals Planning (Sample) Q1 Category__ Money Demand Q1—Can Money Demand (Sample) Initial Year Commission Converted to Weekly Activity Table Initial Year Commission Converted to Weekly Activity Table (Sample) Performance Commitment Letter Performance Commitment Letter (Sample 1) Performance Commitment Letter (Sample 2) Percent Card System Flow Chart Monthly Schedule Weekly Schedule Daily Work Plan (Sample) Percent Card System Flow Chart Recruitment Information Card Training / Coaching Plan Training Topics New Agent Coaching Record Preparation Sheet Preparation Sheet (Sample) Activity is Key to Success New Agent Coaching Record (Sample) Percent Card System Flow Chart Annual Management Office District Branch Monthly Business Goals Execution Status Annual Management Office District Branch Annual Business Goals Execution Status Percent Card System Filling Time Schedule (Sample) Postscript Appendix: China Insurance Book Arsenal