SDM PRESENTATION
SURAT DIVISION
Segment :- Term Insurance
PPT & F. Y. Commission
6 th Year
2nd to 5th 7 th year
Insurance Company Commissio
PPT PPT 15 & year Onwards
n
5-9 10 -14 Above
LIC ( J. Amar) 21 32.20 39.90 10 6 6
HDFC Standard (Click 2 15-27 30-35 35 3 3 3
Protect)
SBI Life 10 15 20 5 5 5
ICICI Pru. 15-24 30 30 5 5 5
TATA AIA 12-25 25-30 35 5 5 5
Max Life 17.50 28 28 5 5 5
( Max Renewal comm. upto 10 yrs)
Bajaj Allianz 28 28 28 3 2 2
Reliance Nippon 15.75 24.50 24.50 4% 2&3 2 2
Segment :- Saving Insurance
PPT & F. Y. Commission
2nd to 5th 6 th Year 7 th year
Insurance Company
PPT PPT 15 & year Comm. Onwards
5-9 10 -14 Above
LIC 14 21 28 7.5 7 5
HDFC Standard 12 18 24 3 3 3
SBI Life 10-15 20 25 7.5 for 2&3 5 5
ICICI Pru. *Now ICICI 6.5 for 2&3 8 (Total Cap for
Commission Structure Totally 6 6 6 7 for 3&4 7.5 Entire Term 100)
Changed (see Next Slide)
TATA AIA 12 20 27 2 2 2
Max Life 12-16.80 21 -24.50 24.50 4 4 4
( Max Renewal comm.upto 10 yrs)
Bajaj Allianz 8 to 13 16.2-18.9 18.90 8.3 for 2&3 2 2
Reliance Nippon 13.12 16.40 16.40 2 2 2
Segment :- ULIP
PPT & F. Y. Commission
6 th Year
2nd to 5th 7 th year
Insurance Company Commissio
PPT PPT 15 & year Onwards
n
5-9 10 -14 Above
LIC - 8% 8% 4.50% 4.50% 4.50%
HDFC Standard 6 6 6 3 3 3
SBI Life - 7.5 7.5 2 2 2
ICICI Pru. 2 5 5 1 1 1
TATA AIA 2
Max Life 5.6 5.6 5.6 1 1 1
( Max Renewal comm.upto 10 yrs)
Bajaj Allianz
2 up to 9yrs
Reliance Nippon 3.85 4.9 4.9 2 2 Then 1%
The issues with Private Players
• SP Commission 1.40%
• Claw Back operative
• HDFC : FP Commission only partly paid. Balance after Renewal Premium
received within 90 Days, else treated as Single Premium policy
• Banca assurance of Private players criticised by IRDAI and Finance Minister for
mis selling
• Complaints from bank customers. IRDAI and Finance ministry express concern
over cross selling
• HDFC,SBI, MAX more than 65 % share through banca
• SBI more than 75 % through Banca
• Maximum complaints in health by Star Health Insurance
From : 01.10.2024 New Plans for all Segments
Sr No Name of Plan Sr No Name of Plan
1 867 Pension Plus 14 760 Bima Jyoti
2 873 Index Plus 15 774 Amrit baal
3 749 Nivesh Plus 16 732 Children’s Money Back
4 752 SIIP 17 734 Jeevan Tarun
5 735 Endowment Plus 18 857 Jeevan Akshay-VII
6 714 Endowment Plan 19 758 Jeevan Shanti
7 715 Jeevan Anand 20 875 Yuva Term
8 717 SP endowment 21 877 Yuva Credit Life
9 733 Jeevan Lakshya 22 955 Jeevan Amar
10 736 Jeevan Labh 23 751 Micro Bachat
11 745 Jeevan Umang 24 720 Money Back : 20 (15 )
12 768 Jeevan Azad 25 721 Money Back : 25 (20 )
13 771 Jeevan Utsav
25
The Other Benefits Offered by LIC to Agents
• 1. Club membership benefits
• 2. Interest free advances
• 3. Group Medi claim
• 4. group term insurance for all agents
• 5. Housing loan at a preferred rate of interest
• 6. Group accident policy.
• 7. Gratuity to agents
• 8. Hereditary commission
• 9. Renewal commission on closure of agency.
• 10. Exemption from mini business guarantee.
• 11. Renewal commission pay out without any preconditions.
• 12. car loan Up to 30 lakhs interest free
GDP
GDP : It is monetary value of all finished goods & services
made within a country during the year
It provides an economic snapshots of a country , size of
economy & Growth rate
India is among Top 5 countries in the world (3.94 Trillion
Dollar) @ growth rate of 7.00 % (3,385,090,000,000)
GDP
What happens when GDP is high and growing , what happens ?
1. Repo rate goes down
2. F D rate goes down
3. Loan rate goes down
4. Pension rate goes down
5. Inflation rate goes down
• Best investment will be the one which offers Guaranteed Returns
GDP
GDP : India is Developing country & is behind 12 to 15 years behind Developed
countries.
The expected interest rates will be around 3 % to 4 %
Under the prevailing economic scenario anything that can guarantee 5 % plus return will
be prudent investment.
All our Guaranteed Plans like Anuuities, Utsav, Amrut baal will be excellent investment.
We have proven history od Jeevan Dhara with 12 % return.
THE MARKET
1. GDP & Insurance premium share
2. GDP and Surat
3. MF Aum & Surat
4. SIIP & Surat
5. Textile to Lab grown diamond
6. Medical equipments 65 % share of Gujarat in Orthopaedic implants, 65
% share in Cardiac stents , 50% share in intraocular lens
7. Exports to 140 countries
8. IPOs
9. Financial frauds in Surat, Navsari, Vapi
GDP
• HNI visits
• Claim Recycle visits (2500 Lowest SIIP)
• PMVVY clients visits
• Products Mix
• Big Protection Gap
• Big Pension Market
• Young Populations
• Competitions
PMVVY Customer Base: Source of Big Premium
Branch
code FY 20-21 FY 21-22 FY 22-23 Total Policies
NOP FYPI NOP FYPI NOP FYPI NOP FYPI CR
862 395 2,478.55 443 214 1,325.27 1052
2,770.98 6,574.80
863 439 2,509.61 483 198 1,163.64 1120
2,819.51 6,492.76
861 498 2,752.95 525 200 1,164.12 1223
2,873.48 6,790.55
86F 367 2,170.28 410 178 1,221.67 955
2,472.11 5,864.06
86R 320 2,056.00 391 172 1,239.94 883
2,598.21 5,894.15
865 409 2,217.21 365 171 1,020.34 945
2,405.70 5,643.25
86A 310 2,104.29 427 170 1,117.45 907
2,863.98 6,085.72
870 500 3,418.70 488 154 1,392.16 1142
3,810.39 8,621.25
866 260 1,477.03 234 133 627
1,613.41 879.93 3,970.37
867 310 1,911.41 267 126 1,039.14 703
1,762.58 4,713.13
860 273 1,723.19 293 122 688
PMVVY Customers : Source of Big Premium
Branch
FY 20-21 FY 21-22 FY 22-23 Total Policies
code
NOP FYPI NOP FYPI NOP FYPI NOP FYPI CR
86H 218 296 1,786.31 120 634 3,838.57
1,255.25 797.01
868 228 204 2,000.67 111 543 4,998.27
2,020.99 976.61
86G 295 317 2,046.12 111 723 4,770.05
2,010.46 713.47
86P 161 215 1,729.70 106 482 3,801.59
1,201.44 870.45
86E 188 221 1,170.34 99 508 2,588.36
888.76 529.26
86N 261 233 1,347.55 80 574 3,147.16
1,364.84 434.77
86M 112 142 904.70 74 328 1,987.97
666.14 417.13
864 161 138 1,019.28 71 370 2,604.09
1,098.57 486.24
86C 71 61 565.99 62 194 1,867.33
598.43 702.91
86K 121 117 900.05 58 296 2,049.55
791.99 357.51
DIS CONNECTED IN LAST 5 YEARS
CUSTOMERS NOT % CUSTOMERS NOT
BRANCH INFORCE POLS TAKEN POLS IN LAST CONNECTED DURING
5 YEARS 5 YRS
NAVSARI I 95835 61469 64.14%
BILIMORA 90625 57401 63.34%
BARDOLI 71646 41829 58.38%
VAPI 251996 143441 56.92%
VYARA 98785 56049 56.74%
CBO-12 136810 73096 53.43%
CBO-1 163797 82005 50.07%
CBO-2 108495 53310 49.14%
CBO-3 108495 51533 47.5%
CHIKHLI 108069 51256 47.43%
CBO-9 295979 140190 47.36%
DIS CONNECTED IN LAST 5 YEARS
USTOMER CONNECT CAMPAIGN (C.C.C.)
CUSTOMERS NOT % CUSTOMERS NOT
BRANCH INFORCE POLS TAKEN POLS IN LAST CONNECTED DURING
5 YEARS 5 YRS
CBO-4 81339 38144 46.90%
CBO-11 120832 53883 44.59%
CBO-6 162531 70095 43.13%
VALSAD-I 142257 61228 43.04%
CBO-5 220717 94580 42.85%
NAVSARI II 106786 44874 42.02%
VALSAD II 126132 52774 41.84%
CBO-10 173109 67331 38.90%
CBO-7 107745 40362 37.46%
CBO-8 140449 37875 26.97%
TOTAL 2912429 1372725 47.13%
IN SUFFICIENT INSURANCE
CUSTOMERS WITH % CUSTOMERS WITH
BRANCH INFORCE POLS
ONLY ONE POLICY ONLY ONE POLICY
VYARA 98785 56308 57.00%
BARDOLI 71646 40574 56.63%
VAPI 251996 139380 55.31%
NAVSARI I 95835 50222 52.40%
CHIKHLI 108069 54221 50.17%
CBO-12 136810 67870 49.96%
CBO-11 120832 58254 48.21%
CBO-3 108495 49064 45.22%
CBO-2 108495 47694 43.96%
CBO-9 295979 129375 43.71%
CBO-6 162531 70095 43.12%
INSUFFICIENT INSURANCE
CUSTOMERS WITH % CUSTOMERS WITH
BRANCH INFORCE POLS
ONLY ONE POLICY ONLY ONE POLICY
CBO-5 220717 94580 42.84%
BILIMORA 90625 38126 42.07%
NAVSARI II 106786 44727 41.88%
CBO-4 81339 33381 41.00%
CBO-1 163797 65068 39.72%
CBO-10 173109 67331 38.89%
VALSAD II 135826 48919 36.05%
VALSAD-I 142257 51157 35.96%
CBO-7 107745 36173 33.50%
CBO-8 140449 46449 33.08%
TOTAL 2912429 1288968 44.26%
R R R
Fin Year Op Bal
Recruitment Reinstatement Termination Balance
2023-24 13528 1691 3067 4180 14106
2022-23 13242 1309 2559 3582 13528
2021-22 12953 1684 1807 3202 13242
2020-21 11718 2145 836 1746 12953
2019-20 11964 1594 780 2620 11718
Division
8423 9049 15330
ACTIVISATION : 2023-24 vs 2024-25
MONTH LY CY CY
% ACTIVE Active Agents % ACTIVE
April 18 % 2829 23 %
May 21 % 3363 27 %
June 23 % 3318 26 %
July 30 % 3395 27 %
August 30 % 3471 28 %
September 27 % 4372 35 %
October 26 % 2498 20 %
November 25 % 2302 18 %
December 27 % 2818 22 %
January 30 % 1000 8%
February 29 %
March 41 %
W I I F M : The Reality Check : Commission earnings
Less Than 50,000 to 1,00,001 to 2,00,001 to 5,00,001 to More than
Range
50,000 1,00,000 2,00,000 5,00,000 10,00,000 10,00,000
Branch No. Of Agent No. Of Agent No. of Agent No.of Agents No. of Agents No. of Agent
860 214 65 37 37 13 2
861 265 79 69 50 16 6
862 298 77 52 53 13 8
863 285 68 58 55 22 8
864 248 36 42 28 12 5
865 194 52 45 35 6 6
866 129 39 24 21 9 0
867
238 40 48 42 12 3
868 801 165 136 115 35 18
870 304 90 78 72 34 16
86A 391 118 89 66 31 9
W I I F M : The Reality Check : Commission earnings
Less Than 50,000 to 1,00,001 to 2,00,001 to 5,00,001 to More than
Range
50,000 1,00,000 2,00,000 5,00,000 10,00,000 10,00,000
Branch No. Of Agent No. Of Agent No. of Agent No.of Agents No. of Agents No. of Agent
86C 203 44 44 21 6 5
86E 285 75 64 64 33 9
86F 216 47 28 44 17 6
86G 329 60 50 51 11 7
86H 443 104 91 94 46 30
86K 254 70 51 41 8 4
86M 286 86 61 47 8 8
86N 214 60 53 42 16 4
86P 299 62 47 42 6 1
86R 324 89 66 54 26 7
DIVISION 6221 1526 1233 1074 380 162
POWER OF SINGLE PREMIUM – 2023-24
AGENTS SELLING NO OF
AGENTS NOP SGL PREM NON SGL TFPI
SGL PREM + NSP 4114 81040 398.48 120.29 518.77
Only NON SGL 6558 69383 0 80.57 80.57
AVERAGE PRODUCTIVITY
AVERAGE SELLING Average NSP per Agent Average NOP per Agent
SP + NSP AGENTS 2,92,396 19.70
ONLY NSP AGENTS 1,22,857 10.58
POWER OF SINGLE PREMIUM – 2023-24 (MDRT )
AGENTS SELLING NO OF
AGENTS NOP SGL PREM NON SGL TFPI
SGL PREM + NSP 245 12593 72.53 31.65 104.18
Only NON SGL 121 4333 0 12.95 12.95
Total 366 16926 72.53 44.96 117.49
AVERAGE PRODUCTIVITY
AVERAGE SELLING Average NSP per Agent Average NOP per Agent
SP + NSP AGENTS 12,91,836 51.40
ONLY NSP AGENTS 10,70,247 35.80
MONEY IN THE MARKET : STUDY OF IPO
YEAR AMT RAISED THROUGH SUBSCRIBED AMOUNT AMOUNT
IPO ( In Crore ) REFUNDED
( Rs in Crore ) (in Crore)
2019 17,473 3,92,401 3,74,928
2020 46,128 10,19,,971 9,73,843
2021 1,31,416 39,01,516 37,70,100
2022 62,462 5,51,599 4,89,137
2023 73,082 19,87,281 19,14,199
Total 3,30,561 78,52,768 75,22,207
Where this money is going ?
INDIAN GROWTH STORY…
GOLD AAUM MF MF SIP FYP/POL
YEAR SENSEX NIFTY
10gms Rs. Rs. In Lac Crs Rs Crs Rs
Mar 2019 35,220 38,672 11,624 24.50 8,055 23,837
Mar 2020
48,720 49,509 14,811 32.10 9,182 26,949
Mar 2021
52,670 58,568 17,559 38.40 12,328 25,275
Mar 2022
59,512 58,991 17,359 40.50 14,276 28,756
Mar 2023
74,015 73,878 22,327 54.10 19,271 28,233
Jan -25
Claim Reinvestment : 2023-24
Claims Paid Claims Claims Paid Claims
% Recycled % Recycled
Recycled Recycled
212621 1936 0.88 % 138305 1013 0.78 %
2066.61 20.66 CR 0.97 % 1393.27 9.55 0.69 %
Claims payable in 2024 - 25
Br SB SB Maturity Maturity TMC TMC
Code Nos Amt Nos Amt Nos Amt
860 3118 1844.61 3043 4272.81 6161 6117.42
861 6484 3779.91 6548 9732.82 13032 13512.73
862 4034 2226.10 3691 4918.13 7725 7144.23
863 4637 2848.24 4214 5292.97 8851 8141.21
864 4435 2544.10 3597 4849.64 8032 7393.74
865 4163 2414.90 4933 6029.73 9096 8444.63
866 3755 1442.23 2867 2985.79 6622 4428.02
867 5635 2067.68 5963 5824.25 11598 7891.93
868 13801 6087.52 11706 13439.15 25507 19526.67
86A 7723 4296.05 7406 11306.09 15129 15602.14
86C 4022 1403.40 3319 3388.33 7341 4791.72
Claims payable in 2024 - 25
Br SB SB Maturity Maturity TMC TMC
Code Nos Amt Nos Amt Nos Amt
86E 7324 4048.34 6793 7817.86 14117 11866.20
86F 3593 2594.99 3581 6651.18 7174 9246.17
86G 6756 2689.33 6618 7569.27 13374 10258.60
86H 7643 4010.12 6445 8147.76 14088 12157.88
86K 5730 1916.69 3916 4629.91 9646 6546.60
86M 2737 1204.86 2650 2967.66 5387 4172.51
86N 4138 1708.28 3062 2824.46 7200 4532.73
86P 4649 1867.27 4044 4333.91 8693 6201.18
86R 4614 2847.12 4299 5318.96 8913 8166.08
870 5443 2643.05 3738 4831.28 9181 7474.33
Total 114434 56484.77 102433 127131.95 216867 183616.73
Marketing Business Analytics
– Last 67 years around 30 % insurable population
covered, 70 % of the population is still untapped
– 48 % of our existing policy holders have not taken
policy in last 5 years with us.
– 47 % of the existing policy holders have only one policy
– 53% of the existing policy holders have life cover upto
1 Lac SA, 73 % of the existing policy holders have life
cover up to 2 Lac SA.
– Rural coverage only 5 %
– Pension coverage only 6 %
– Immense potential for life insurance
3 Key issues
– Availability of the products ?
– Affordability of the products ?
– Accessibility of the products ?
Happy Selling
