CUSTOMER DEMANDING FOR COMMISSION how to ex-cap

Dear Friend,



There is no clear cut formula to handle this objection. Only thing you can do to avoid this problem is create credibility in the market by:
Providing the best possible service by developing an good infrastructure from keeping staff to having a computuerized office & being up-to-date with latest technology (from reminding clients of different policy events to helping them in execution like collection, deposit, & delivery of cheques, papers etc).
Unbiased advice for new policy & old policies (done by other agents) by keeping in mind your clients benefits instead of your commission structure (which we mostly don’t do).
Taking time & establishing yourself in the market.
Going to new developing areas.
Approaching more youngsters instead of old people (they don’t know much about commission, don’t worry about what if they come to know tomorrow).
Learning to say “NO” in a very strong manner (we surrender to our clients demands very easily because we become weak there).
Not selling policies (for winning competitions or branch’s targets) but the providing Solutions (combinations of different policies or various financial products based on what you are dealing into). For this, you will need to improve your knowledge which most of the rebating unprofessional agents don’t do.
Do a lot of marketing activities on a regular basis so that everybody is aware that you are dealing in your particular product.
Attend paid trainings on a regular basis as it keeps you up-to-date.
Last but not the least, maintain touch with the people who asked for rebate by wishing them on occasions & providing them reminders for their policies / financial producs, because I have seen many of them coming back if we are able to maintain touch (sometimes it might take 3-5 years but many come back).

vinay mohanty