Gideon du Plessis failed in the 10th standard and never went to college. He
is today the highest earning insurance agent in the world, with annual
commissions amounting to Rs 7 crore (Rs 70 million) plus. ( as on 2003 )
A record he has maintained over the last 12-14 years, selling 700 policies
yearly. Labelled by the Million Dollar Round Table -- an international
association of leading life insurance and financial services professionals
-- as "the most productive agent in the world",
Plessis' efforts means an average daily accretion of two risk covers for his
insurance company Old Mutual Plc.
So what is Plessis' secret of success?
He lives by 12 mantras that have taken him so far since he got into the
insurance selling profession 23 years back.
Based in Cape Town (South Africa Plessis starts his week Monday morning at
5:30. He flies 2,000 km to meet his clients in various parts of South Africa
works 17 hours at a stretch -- doing business across office desks and/or
over a cup of tea in the comfort of clients' homes, encounters at least six
to eight persons daily, and then relaxes over the weekends playing golf.
But ask Plessis as to how he sells insurance? And he'll tell you he does not
"People buy people, not policies," he told Business Standard in an
exclusive interview.
Insurance continues to be sold and not bought. So the idea is to ask
questions and more questions, collect all the information about the client
and then go back to him/her with a solution. You are not selling anything to
anybody ever, but rather providing a solution to meet his/her needs, said
Plessis.
"It is important to pay attention to detail. Flowers on your client's
birthday, condolences when the secretary's distant relative passes away. The
personal touch matters and goes a long way," he advised local agents, who
were more keen to learn if he sat on the chair or on the sofa when doing
business.
Since the age of 10, Plessis wanted to earn money with his mouth. Aiming to
be a teacher, but having failed in English, Plessis decided that
salesmanship was where his talent lies. Plessis started out as a postman,
then became a bank clerk visiting farms to sell products, before he was
picked up by Old Mutual to sell insurance policies. Since then, Plessis has
never looked back.
Plessis does not only target the high networth individual. Rather, 60 per
cent of his clients are from the middle class.
Plessis' mantras
See at least 6-8 people daily
Selling is not telling: ask a lot of questions & go back with a solution.
Attend to details
Go soft in life
Delegate staff
People buy people, not policies
Educate yourself properly
Time management
Wake up to achieve what you want
Elephants don't bite, mosquitoes do
Desire
Enthusiasm
thanku
My advance Independence day wishes to all
is today the highest earning insurance agent in the world, with annual
commissions amounting to Rs 7 crore (Rs 70 million) plus. ( as on 2003 )
A record he has maintained over the last 12-14 years, selling 700 policies
yearly. Labelled by the Million Dollar Round Table -- an international
association of leading life insurance and financial services professionals
-- as "the most productive agent in the world",
Plessis' efforts means an average daily accretion of two risk covers for his
insurance company Old Mutual Plc.
So what is Plessis' secret of success?
He lives by 12 mantras that have taken him so far since he got into the
insurance selling profession 23 years back.
Based in Cape Town (South Africa Plessis starts his week Monday morning at
5:30. He flies 2,000 km to meet his clients in various parts of South Africa
works 17 hours at a stretch -- doing business across office desks and/or
over a cup of tea in the comfort of clients' homes, encounters at least six
to eight persons daily, and then relaxes over the weekends playing golf.
But ask Plessis as to how he sells insurance? And he'll tell you he does not
"People buy people, not policies," he told Business Standard in an
exclusive interview.
Insurance continues to be sold and not bought. So the idea is to ask
questions and more questions, collect all the information about the client
and then go back to him/her with a solution. You are not selling anything to
anybody ever, but rather providing a solution to meet his/her needs, said
Plessis.
"It is important to pay attention to detail. Flowers on your client's
birthday, condolences when the secretary's distant relative passes away. The
personal touch matters and goes a long way," he advised local agents, who
were more keen to learn if he sat on the chair or on the sofa when doing
business.
Since the age of 10, Plessis wanted to earn money with his mouth. Aiming to
be a teacher, but having failed in English, Plessis decided that
salesmanship was where his talent lies. Plessis started out as a postman,
then became a bank clerk visiting farms to sell products, before he was
picked up by Old Mutual to sell insurance policies. Since then, Plessis has
never looked back.
Plessis does not only target the high networth individual. Rather, 60 per
cent of his clients are from the middle class.
Plessis' mantras
See at least 6-8 people daily
Selling is not telling: ask a lot of questions & go back with a solution.
Attend to details
Go soft in life
Delegate staff
People buy people, not policies
Educate yourself properly
Time management
Wake up to achieve what you want
Elephants don't bite, mosquitoes do
Desire
Enthusiasm
thanku
My advance Independence day wishes to all
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