The Institute of Insurance Sales Training

Franchisee of National Insurance Academy’s School for Producer Development

Pioneers in Life Insurance Sales Training

Set up by successful Life Insurance Sales Trainers

Skills Habits Attitude and Knowledge Training Interventions

(SHAKTI)
For the First Time Ever
A Systematic Learning Process for Selling Life Insurance

Certification Courses from

The Institute of Insurance Sales Training
Recognized by National Insurance Academy, Pune

Certified Life Insurance Sales Professional (CLISP)

Certified Life Insurance Sales Manager (CLISM)
Certified Life Insurance Financial Advisor (CLIFA)

PROSPECTUS 2009

National Insurance Academy’s School for Producer

Development is accredited by the National Assessment and
Accreditation Council, (NAAC), University Grants Commission
(UGC), as a Grade A Institution

We understand Life Insurance Sales Training

 Contents

WHY SHOULD YOU TAKE IIST COURSES? 3

CERTIFICATION COURSES AT A GLANCE 4
ABOUT NATIONAL INSURANCE ACADEMY 5
ABOUT IIST 5
THE UNIQUE FEATURES OF IIST TRAINING 6
SAMPLE TESTIMONIALS RECEIVED 6
QUALITY ASSURANCE STATEMENT 8
PRINCIPAL’S MESSAGE 10
FOUNDATION COURSE IN LIFE INSURANCE 11
THE CERTIFIED LIFE INSURANCE SALES
PROFESSIONAL 13
THE CERTIFIED LIFE INSURANCE SALES MANAGER 14
THE CERTIFIED LIFE INSURANCE FINANCIAL
ADVISOR 15
ACADEMIC POLICY STATEMENT 16
PLACEMENTS 18
ADMISSION PROCEDURE 19
SAMPLE LIST OF SHORT DURATION COURSES
OFFERED 21
Why should you take IIST courses?
Will learn on-the-job skills and techniques that have made thousands of sales

Y persons successful the world over

Will be taught in a classroom and be mentored on the job – the only sales
training institution to do this
O Will enter an exciting career with confidence
Will have an opportunity to earn much more money than you can imagine at a
young age
U Will have an opportunity to set up your career along systematic lines for long-
term success

Have conduct training for more than 3000 sales persons with selling
W experience
Have created hundreds of successful sales persons in life insurance
E Have faculty known and respected in the industry

IIST is a part of the world-renowned National Insurance Academy, Pune offering

world-class training for life insurance sales persons

IIST is a recognized training institution with the top performing companies in India

Life Insurance Corporation of India

Bajaj Allianz Life Insurance Company Limited
Reliance Life Insurance Company Limited
Tata AIG Life Insurance Company Limited

Hundreds of agents, advisors, development officers, sales managers, unit managers,

branch managers, area managers, senior divisional managers, zonal managers of
these organisations have benefited.
Why not you?
Do not despair even if you have no experience. At IIST we have found a way to train
people with no experience and make them successful a very short time. Read this
Prospectus to find out the Course that suits you and get in touch with us today!

Join the fastest growing sector in the country today and position yourself for high
income earning possibilities. Remember the highest earners in life insurance sales are
earning more than Rs.1 crore!

We Are Not a Recruitment Agency

We Are An Educational Institution
 Certification Courses at a Glance
Check the Prospectus for details. This summary is provided only as a ready reference. Fees
stated below are for programs are conducted at NIA, Pune. For other venues contact IIST.

For those without experience

or qualifications in life
Foundation Course for all Certificate Course
insurance and fresh
graduates/post graduates
Course Principles of Life insurance Underwriting, Policy servicing,
Content life insurance, products, pricing, Proposal claims
Life insurance riders, options, Form
contracts policy conditions
Duration 15 days Course Fee Rs.15,000 Non-residential
The Foundation Course is compulsory for those without experience or adequate
qualifications wishing to undertake any of the three certification programs listed below

For those working as agents,

advisors, insurance sales
Certified Life Insurance Sales Professional (CLISP)
executives, engaged in
directly selling life insurance
Course Sales Process Working Habits Self
Content Skills Development
Duration 15 days Course Fee Rs.15,000 Non-residential
Suitable for all sales persons in all channels of distribution

For those working as

development officers, unit
Certified Life Insurance Sales Manager (CLISM)
managers, sales managers,
branch managers, etc
Course Sales Process Recruitment Coaching Performance
Content Skills Management
Duration 15 days Course Fee Rs.15,000 Non-residential
Suitable for executives in all channels of distribution

For working sales persons who want

Certified Life Insurance Financial Advisor
to learn investment management for
(CLIFA)
the purposes of selling
Course Risk, Return Financial How to sell life Building trust
Content and Yield Markets insurance as an
investment product
Duration 10 days Course Fee Rs.15,000 Non-residential
You can also enquire for distance learning mode for this course
Suitable for all life insurance sales persons in all channels of distribution
 About National Insurance Academy
NIA was established in 1980, primarily as a training institute for senior executives of
insurance industry by the Life Insurance and General Insurance Industry with the active
support of Government of India, Ministry of Finance. Over the years, Academy's
activities proliferated and now cover training, research, education, consultancy and
publications.

The Academy has been recognized as an Associate Member of the Federation of Afro
Asian Insurers and Reinsurers (F.A.I.R.) and also for imparting training under the
Technical Cooperation Scheme of Colombo Plan (TCS). This will further strengthen the
academy’s relations among the Afro-Asian Insurance Market.

The National Insurance Academy has received accreditation of the Institute for Global
Insurance Education (IGIE). This has made it to be the 25th Global accredited academy
and gives affiliation with CPCU, USA, CII, London and Canadian Institute of Insurance.

About IIST
The Institute of Insurance Sales Training (IIST) was set up for the training and
development of the agents and their supervisors. IIST is promoted by N. Ashok Kumar,
who was previously the Head of Sales Training at Bajaj Allianz Life Insurance Company
Limited. He has trained more than 2000 sales professionals at Bajaj Allianz. Ashok
Kumar has been in teaching and research for nearly 25 years and has previously worked
in Symbiosis Institute of Business Management, Symbiosis Centre for Management and
HRD, The Times Research Foundation and ICFAI Business School.

IIST specializes in training for skills and providing tools to the salesperson to succeed in
the market. It is the policy of IIST to provide only such training that can be implemented
in the market place. Using tried and tested methods, IIST offers training and coaching,
research and consultancy, designed to enhance the productivity of the sales force, through
improved sales techniques, and sales management techniques.

IIST has been conducting training for Agents and Development Officers of LIC of India
at National Insurance Academy, Pune, and at the Divisional Offices of LIC besides Bajaj
Allianz Life Insurance Company Limited. Through the National Insurance Academy,
IIST has also trained Senior Divisional Managers, Marketing Managers, Branch
Managers and other senior officers of LIC of India.
 The Unique Features of IIST Training
The IIST is the only sales training institution in the country that
Informs its trainees of the sales performance levels they can reach with every
training module.
Mentors its trainees, after classroom training is over, for higher sales
performance as compared to their performance prior to joining any of the training
modules.
Works closely with life offices to design sales management systems that are
congruous with the training inputs given to the trainees. This practice recognizes
the fact that training and sales management go hand in hand – whether the control
is exercised by the Company or by the trainee himself.
Customizes training inputs to sales management practices of the life office.
Has a highly successful training content for formation of good working habits
amongst sales persons.

Sample Testimonials Received

N. Krishnan, Senior Divisional Manager, Kolkata Metropolitan Division 1, LIC
I place on record my appreciation for your efforts and time taken by you in coming over
from Pune exclusively for us. I am also getting excellent feedback on the inputs provided
by you and the rewards that our Development Officers are going to get from now
onwards.

Stephen Ilango, Development Officer, Tanjavur Division, LIC

My team did 3585 Policies, 28 Cr SA and 3.75 cr FPI (including ULIP) for the financial
year 2006-07. Your training and motivation only helped me to get this much of good
business. I motivated my agents to do 10000 policies this year. Please guide me
continuously for my success.

Manohar Wagh, Branch Manager, Nandurbar, Bajaj Allianz Life Insurance

Now I am finding myself more confident and organised. Have started all the activities as
I learnt. I am finding very bright future of my branch.

Mukesh Mistry, Sr. Branch Manager, Pandesara Branch, Surat, Bajaj Allianz Life
It was a great learning session I had with you. I have started to implement so many things
what I learnt from you. Thank you very much Sir...

Gavai, Development Officer, LIC, Sholapur

I am very much thankful to you Sir. Your training opened my eyes and showed me what
a big market is waiting for me.
Santharam, Chairman Club member, LIC
The training program during the period 25-04-07 to 27-04-07 at Pune was exhaustive and
extremely helpful for me in many ways. Now I feel am really motivated to focus on the
new business adopted by your teachings. Thank you very much for the guidance,
hospitality and the affection shown towards me during my stay at Pune. Once again I take
the opportunity in thanking you for the support rendered to me.

Himanshu Sampat, Area Manager, Ahmedabad, Bajaj Allianz Life Insurance

Your training was of immense value as not only did it provide value addition but also
made us use our minds to create a lot of new thoughts. I assure you that not only did the
training help me in changing my management style but also it changed the outlook in my
life. Now I am very much more confident than before. As always I would be looking
forward for your valuable inputs from time to time.

You too can be like hundreds of insurance salesmen and managers trained at IIST

Successful, Powerful and Rich

IIST has trained more than 3000 sales persons in life insurance
sales.

Learn the secrets of the Sales Masters and become one

Don’t miss this opportunity. It’s your gateway to a successful life.

Choose from three courses as per your need

Placement assistance provided
 Pic_0073.jpg
Corporate Club members of LIC trained by N. Ashok Kumar, Principal IIST

Silvasa.jpg
Ashok Kumar (on the left), Principal IIST in a training program with a participant, Sunil
Mistry, Sr. Branch Manager, Bajaj Allianz Life Insurance

Faculty

• N. Ashok Kumar, previously worked with Bajaj Allianz Life Insurance Company
Limited as Head of Sales Training, Principal, IIST
• V. Natarajan, ex-LIC, and Chief Coach IIST, Trichy, Tamil Nadu
• T.R. Sundaram, ex-LIC also worked in Bajaj Allianz Life Insurance Company
and Metlife as a trainer, and Chief Coach, Thrissur, Kerala

Quality Assurance Statement

At the beginning of each training program you will be informed of
the exact skill or technique you will learn and the impact it is likely
to have on your sales performance
You will be trained on the specified skill and be given specific
directions on post-training practice and implementation
Post-training corrective action will be suggested depending on the
nature of problems faced and reported
 National
Insurance
Academy
Balewadi,
Pune 411 045
Phone 020-27204000,
020-27204444

TO WHOMSOEVER IT MAY CONCERN

National Insurance Academy has promoted the School for Producer Development (NIA-
SPD, for short). National Insurance Academy has entered into a franchisee arrangement
with N. Ashok Kumar, promoter of The Institute of Insurance Sales Training to
conduct the activities of the National Insurance Academy’s School For Producer
Development.

As a franchisee, N. Ashok Kumar (through The Institute of Insurance Sales Training)

shall be conducting education, training, research and consulting programs for
development officers/unit managers/agency managers/sales managers/ front office
managers, etc., and for agents in the insurance sector. In addition to short duration
training programs, the Institute conducts the following certification programs for sales
persons in the insurance sector:

1. Certified Life Insurance Sales Professional

2. Certified Life Insurance Sales Manager
3. Certified Life Insurance Financial Advisor

This is issued to inform parties contracting with N. Ashok Kumar or with The Institute
of Insurance Sales Training; and the general public; of the existence of the franchisee
arrangement between the National Insurance Academy and N. Ashok Kumar.

Sd/-
Director
 Principal’s Message

Thousands of life insurance sales persons have succeeded across the world using time
tested skills and techniques – things that can be learnt through self-discipline and
application. The Institute of Insurance Sales Training (IIST) brings you these tried and
tested techniques wholly customized for Indian conditions and markets. Persons who
have successfully trained hundreds of life insurance professionals for their betterment and
enhanced earnings have established IIST.

You have been hearing of the great opportunities in life insurance sales for a long time
and have always wondered how to make a career for yourself in these exciting times.
Have no doubt that a sales career in life insurance sales is the most exciting sales career a
salesman can aspire for.

Your wait is over. The IIST set up as a franchisee of the world-renowned National
Insurance Academy (the apex Insurance training institution in India) offers you a highly
specialized educational program to equip you to join life insurance companies as
thorough sales professionals.

Recession has not stopped life insurance companies from slowing down on recruitment of
sales professionals. In fact they have increased the numbers to be recruited.

In the next year alone more than 25000 unit manager positions are likely to be available.
A trained agency leader (called development officer in LIC) is one of the most sought
after resources amongst life insurance companies. Apart from this thousands of salaried
agents and commission agents are also going to be in demand this year. Position yourself
for these opportunities.

The IIST will train you in the skills, the techniques and the habits that open up the
floodgates to fame and fortune for a salesman determined to make it big and with a
willingness to learn and apply what is taught. The IIST will take you through classroom
training followed by faculty-supervised field training using the skills taught, and a 3-
month mentor-supported internship in a life insurance company or intermediary.

I invite you to read this prospectus and learn how you can gain from joining IIST at the
National Insurance Academy.

N. Ashok Kumar
Principal
Foundation Course in Life Insurance
The Foundation Course is a prerequisite to all the three certification courses in this
Prospectus – CLISP, CLISM, CLIFA. It is therefore a compulsory course.

Exemption criteria:
1. 12th standard (Higher Secondary Certificate examination) pass, and 3 years experience
in life insurance sales/sales management are exempted from the Foundation Course
or
2. MBA from National Insurance Academy, Associate-ship from the Insurance Institute
of India, and other qualifications evaluated on a case to case basis
or
3. Candidates sponsored by companies where the sponsoring company shows that the
candidates being sponsored have undergone training on the contents of the Foundation
Course

Candidates not meeting the exemption criteria shall be required to undertake the
Foundation Course in Life Insurance as a prerequisite to taking up any of the certification
courses. Candidates seeking exemption from the Foundation Course will be required to
submit all documents necessary to establish their claim to the exemption.

Course Content
Fundamentals: Risk and risk management, pooling and sharing, perils and hazards,
speculative risks and pure risks
The contract of life insurance: Types of contracts, bilateral contract, unilateral contract,
commutative contract, aleatory contract, bargaining contract, contract of adhesion,
contract of indemnity, valued contract, Provisions in a life insurance contract while the
insured lives, when he dies, when he stops premium payment, The Principle of Utmost
Good Faith – Its importance in a life insurance contract, material facts, non-disclosure of
material facts
Generic products: Term, whole life, endowment, money back, pensions, group, market
linked, with profits and without profits, riders, options
Product pricing: mortality, investment, expense and contingency, pricing strategies
Underwriting: Risk Appraisal & Selection Process,, Risk Appraisal & Selection Process,
Proposal Form - Age & Sex, Avocation, Medical History, Occupation
Inspection Report - Habits/Character, Financial Condition, Occupation/Business, Agent’s
Confidential Report, Financial Statements, Credit Reports, Medical Records, Medical
Information, Policy issuance procedures, MHR
Policy servicing and claims: Importance of policy servicing, changes nomination,
address, renewal premium, policy status, policy loans, maturity claims, death claims
surrenders, lapse, revival, additional risk cover
Unit linked Insurance: Concept of units, cost of insurance and unitization, basic
differences between unit linked insurance and conventional insurance, features of a unit
linked insurance plan, Net Asset Value, money markets, debt markets, share markets, risk
and return in investments, concept of yield, profiling a prospect’s willingness to take
risks.
Course Fees: Rs.15,000 (non-residential)

Course Duration: The duration of the Foundation Course is 15 days.

Evaluation: Candidates will be required to pass a written test of 2 hours duration in order
to be eligible for CLISP, CLISM or CLIFA, unless exempted as per the exemption
criteria specified above

Certification: The Institute does not issue certificates for the successful completion of
the Foundation Course. This is not a stand-alone course; it is a part of other courses.
The Certified Life Insurance Sales Professional
The first and only such course available to life insurance sales persons!!!

Meant essentially for those involved in direct selling of life insurance or

those intending to start selling life insurance. This includes fresh
graduates/undergraduates without work experience, sales persons with
experience in other industries, life insurance agents, life insurance
advisors, life insurance consultants, etc. working in tied individual agency
/corporate agency /bancassurance or with brokers. However those in
supervisory positions such as development officers, unit managers, branch
managers, etc and life insurance sales trainers seeking to enhance their
selling skills can also undertake this course.

Course Structure

Foundation Course
Fresh graduates, post-graduates and others with no experience in selling life insurance
will be required to complete the Foundation Course before being eligible for admission
for the Certified Life Insurance Sales Professional Course. All other candidates can get
direct entry to the course.

The CLISP Course

The Course consists of 10 modules that cover the subjects of Prospecting, Getting
Referrals, Getting Appointments, Fact Find Skills, Presenting a Product, Objection
Handling and Closing a Sale.

Duration: 15 Days

Certification Certification of the student will be based on

a. Satisfactory progress from one module to another
b. Demonstrated application of the skills and techniques taught
c. Demonstrated application of the working habits specified by the Institute
d. Strict adherence to the Code of Ethics of the Institute
e. Achieving sales performance norms set by the Institute
f. Maintenance of all records and regular submission of the same to the Institute
g. Feedback from the employer on work place behavior and performance

Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy

Requests for Other Venues

Requests for other venues will be considered on a case-to-case basis, after the Institute
satisfies itself on training standards of IIST being met at the requested city/venue. In all
cases only IIST certified trainers would conduct the training program. The Fee structure
will change at other venues, depending on the costs at the requested venue.
The Certified Life Insurance Sales Manager
The first and only such course available to life insurance sales supervisors!!!

Meant for those involved in managing sales of life insurance in supervisory

positions such as development officers, unit managers, branch managers, sales
trainers etc seeking to enhance their sales management skill. Those intending take
up jobs as unit managers, sales managers, agency managers, branch managers
etc, such as fresh graduates without work experience, sales persons with
experience in other industries can also take up this course. Life insurance agents,
life insurance advisors, life insurance consultants, etc. working in tied individual
agency /corporate agency /bancassurance or with brokers intending to take up
supervisory positions in life insurance can also apply.

Course Structure

Foundation Course
Fresh graduates, post-graduates and others with no experience in selling life insurance
will be required to complete the Foundation Course before being eligible for admission
for the Certified Life Insurance Sales Manager Course. All other candidates can get direct
entry to the course.

The CLISM Course

The Course consists of 7 modules that cover the subjects of coaching agents on sales
process skills, recruitment of new agents, managing agents for performance, sales activity
management, and recruitment activity management.

Duration: 15 Days

Certification: Certification of the student will be based on

h. Satisfactory progress from one module to another
i. Demonstrated application of the skills and techniques taught
j. Demonstrated application of the working habits specified by the Institute
k. Strict adherence to the Code of Ethics of the Institute
l. Achieving sales performance norms set by the Institute
m. Maintenance of all records and regular submission of the same to the Institute
n. Feedback from the employer on work place behavior and performance

Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy

Requests for Other Venues

Requests for other venues will be considered on a case-to-case basis, after the Institute
satisfies itself on training standards of IIST being met at the requested city/venue. In all
cases only IIST certified trainers would conduct the training program. The Fee structure
will change at other venues, depending on the costs at the requested venue.
The Certified Life Insurance Financial Advisor
The first and only such course available to life insurance sales persons!!!

Meant essentially all those involved in selling or wanting to sell unit

linked insurance. This includes development officers, unit managers,
agency leaders, sales managers, sales development managers, area
managers, branch managers, agents, insurance advisors and insurance
consultants.

Course Structure

Foundation Course
Fresh graduates, post-graduates and others with no experience in selling life insurance
will be required to complete the Foundation Course before being eligible for admission
for the Certified Life Insurance Financial Advisor Course. All other candidates can get
direct entry to the course.

The CLIFA Course

The Course consists of 5 modules that cover the subjects of Risk and Return, Yield and
IRR, Financial Markets, How to sell life insurance as an investment product, objection
handling, and developing the trust of customers.

Duration: 15 Days

Certification: Certification of the student will be based on

a. Satisfactory progress from one module to another
b. Demonstrated application of the skills and techniques taught
c. Demonstrated application of the working habits specified by the Institute
d. Strict adherence to the Code of Ethics of the Institute
e. Achieving sales performance norms set by the Institute
f. Maintenance of all records and regular submission of the same to the Institute
g. Feedback from the employer on work place behavior and performance

Fees: (non-residential): Rs.15,000; Venue: National Insurance Academy

Requests for Other Venues

Requests for other venues will be considered on a case-to-case basis, after the Institute
satisfies itself on training standards of IIST being met at the requested city/venue. In all
cases only IIST certified trainers would conduct the training program. The Fee structure
will change at other venues, depending on the costs at the requested venue.
Academic Policy Statement

Academic Objective
The objective of all courses at IIST is to provide practical working tools and techniques
through skill transfer, creating a consciousness for good working habits, and to provide a
path for ethical selling of life insurance.

Training for skills

The Institute offers courses that are designed to enhance skills and knowledge and to
form appropriate work habits and work attitudes. The Institute does not conduct
motivational programs. The stress is on sales and sales management techniques.

Training content
All training content for the training programs is developed internally at the IIST. The
training content for all courses is the copyright of IIST.

Language of instruction
The language of instruction will primarily be English, though attempts will be made to
supplement the instruction in other Indian languages such as Hindi, Tamil, Malyalam, etc
depending on the faculty’s ability to do so. It is the policy of IIST to help the trainee to
understand the skills taught. IIST has trained more than 2000 sales professionals and
language has not been a constraining factor.

Faculty
Primarily full-time trainers employed at the Institute shall provide training. As a policy
the IIST does not believe in part-time or visiting faculty. All trainers are experienced in
life insurance sales and/or in sales training. Practicing sales managers from life insurance
companies may also be engaged to provide an insight on the latest industry trends. All
faculty members will be IIST-certified trainers, who are proficient in IIST training
content, method and delivery.

Guest Lectures
Regular guest lectures by successful life insurance agents and life insurance sales
managers shall be arranged. These sessions will give useful selling and sales management
tips to students.

Trainees
The IIST specializes in providing education and training for development officers/unit
managers/agency leaders/sales managers/sales team managers, etc. and agents, for life
insurance companies, brokers, corporate agents, and other channels of distribution. With
a view to develop the insurance sector, IIST also trains those from outside the life
insurance sector to find jobs in the life insurance sector.

Batch size
The batch size for any single classroom course is restricted to 40.
Industry-Academics interface
One of the corner stones of IIST training is the strong industry-academics linkage in
which the Institute works. IIST provides numerous consulting assignments for life
insurance companies. This forms the basis for the Institute to impart the latest market
trends to its students.

Candidates recommended by companies

In many cases life companies or their intermediaries may recommend candidates to under
take courses at IIST. Such recommendations are welcome. All such candidates will have
to adhere to the minimum eligibility norms for each course, and also complete the
selected course as per the requirements of the course. Candidates recommended by
companies will not be permitted to participate in the placement procedure of the Institute.
They will necessarily be required to go back to the company that has recommended them.

Certification
On the successful completion of all necessary requirements and being eligible for the
award of certificates, the students will be given certificates. The certification of
participants at the training programs conducted at the IIST will carry the seals of NIA and
the IIST.

Residential Facilities
IIST does not have any residential facilities. The student is expected to search for suitable
accommodation at the town where the training is being conducted.

Training at places other than Pune

IIST will normally not conduct the courses at a location other than at NIA, Pune.
However specific requests received will be assessed in terms of the seriousness of the
requests and the participants, the assessment of IIST that training standards can be
maintained at the location of the intended training and the availability of IIST-certified
trainers. For all such training the fees specified in this Prospectus will be suitably
changed to reflect the costs of training at a location outside the campus of NIA, Pune.

Short-duration courses
A variety of short duration courses for practicing agents, development officers, unit
managers, branch managers, etc in the area of sales and sales management stretching
from 2 days to 6 days are conducted. Requests for such training are entertained and are
welcome.
Placements
Placement services are offered to fresh graduates or postgraduates or those entering the
industry of life insurance for the first time. This service is not available to persons who
are already working in the life insurance sector.

For fresh graduates or postgraduates or those entering the industry of life insurance for
the first time working in a company is a part of the Course. The Institute will do
everything it can to place students.

There are opportunities galore in sales in the life insurance sector. These opportunities are
in the form of commission agents to start your own business, salaried agents, agency
supervisors, unit managers, and many other positions.

The life companies will welcome trained persons to take positions as Unit Managers/
Sales Managers/ Agency Leaders/ Sales Development Managers. The life companies,
banks, corporate agents, brokers and others will also welcome trained persons to work as
commission agents, or salaried agents. The Institute has a fairly good idea of the
knowledge and skills required for such positions. The Institute’s courses are in the nature
of on-the job skills training. Over the past few years the Institute has developed a good
reputation amongst life companies, where hundreds of the persons trained by the Institute
are placed as Zonal Managers, Divisional Managers, State Managers, Branch Managers,
unit managers, commission agents and so on. Students joining IIST courses will get the
full benefit of all this goodwill.

Moreover it is the policy of the Institute to provide practical training as described in this
Prospectus, and this is part of the curriculum. Employers in the market recognize IIST for
this quality. Placements are the natural consequence of this policy.

In case an employer has recommended a candidate for admission to the course, the
candidate will not be allowed to participate in the placement procedure of IIST. Such
candidates will be required to join the company that has recommended him for the
course.
Admission Procedure
What have you to do to join this Course?
Your first step is to take our specially designed sales aptitude test. You can then decide to
meet us for a face-to-face meeting. These two steps will help you decide the suitability of
the Course and help you reach a more knowledgeable decision. The entire procedure is
designed to help both the Institute and you reach a decision on whether the course will
help you or not. As a policy we would not like to mislead candidates into a sales career in
life insurance. Our admission procedure will increase the probability of your taking the
right decision. Follow these steps to get on to the fast track of success:

1. Get the Application Form from the National Insurance Academy website by
clicking on the link SPD or from the IIST website www.insurancesales.in from
the office of The Institute of Insurance Sales Training located at National
Insurance Academy, Balewadi, Pune 411 045. Phone 020-272051/57.

For people working in life insurance sales

2. Submit the Application Form to the IIST office and get a date for training
3. Admission is not dependent on sales aptitude tests or on interviews

For fresh graduates/postgraduates/persons from outside the life insurance sector

4. Submit the Application Form to the IIST office and get a date for a sales aptitude
test
5. Depending on your sales aptitude test results you will be called for an interview
6. Selected candidates will be required to submit all necessary documents as
indicated in the Application Form along with the course fees in full within 5 days
of being intimated of the selection.

When is the next batch starting?

Admission is continuous activity. New batches are started at regular intervals. Hence
there is no last date for receiving applications or for the conduct of written tests. On
receipt of the application form IIST shall make arrangements for conduct of the written
test at a location at or near the town of residence of the candidate. Interviews shall be
held at a central location either at Pune or other towns.

Confirmation of Admission
At the end of the selection procedure the candidate shall be intimated of the result. A
selected candidate shall be given 5 days to submit the following:
• Educational qualification certificate and mark sheets
• Age proof
• Two passport size photographs
• Work experience certificates
• Proof and Declaration of good health to undertake the Course
• A pledge to follow the Institute’s Code of Ethics and adhere to the Institute’s
value system
 • A Demand Draft of the fees applicable for the course drawn in the name of The
Institute of Insurance Sales Training payable at Pune

Admission to the course will be confirmed only after receiving the above. Selected
candidates will be allotted the earliest available batch, subsequent to the confirmation of
admission.
Sample List of Short Duration Courses Offered
Conducted For Experienced Persons Only
1.0 For Development Officers and Unit Managers
a. Recruit 20 quality agents in one month
b. How do I activate my agents?
c. My role, responsibilities and accountabilities
d. Setting my income goals
e. My agent and me – the first two months
f. Taking my agent out of his natural market
g. Why recruit agents every month – and how
h. Basic Course on Objection Handling
i. Advanced Course on Objection Handling
j. Closing Techniques
k. Basic Course on Finance for unit linked products
l. Advanced Course on Finance for unit linked products
m. How to generate HNI leads
n. How approach HNI prospects
o. Financial Management of HNIs
p. Needs Analysis for HNIs
q. Dealing with HNI’s consultants/advisors

2.0 For agents and insurance consultants

a. Learn To Earn Rs.100,000 within 3 months
b. Basic Objection Handling Course
c. Graduate beyond your natural market
d. Double your per policy average premium
e. Present benefits to prospects – not product features
f. Increase your average per prospect premium booked
g. Advanced Objection Handling Course
h. Closing Techniques
i. Basic Course in Finance for unit linked products
j. Advanced Course in Finance for unit linked products