Overcoming My Fear Before Giving Product Presentation in AXA Financial Insurance from June 2013 to July 2013.
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TABLE OF CONTENTS
ABSTRACT …………………………………………………………………………………………………. i
DECLARATION OF ORIGINALITY ……………………………………………………………………. ii
ACKNOWLEDGEMENTS ……………………………………………………………………………… iii
TABLE OF CONTENTS
……………………………………………………………………………… iv
CHAPTER I INTRODUCTION
A.
B.
C.
D.
E.
F.
G.
…………………………………………………………………… 1
Background of the Study
Identification of the Problem
Objectives and Benefits of the Study
Description of the Institution
Method of the Study
Limitation of the Study
Organization of the Term Paper
CHAPTER II PROBLEM ANALUSIS
………………………………………………………….. 7
CHAPTER III POTENTIAL SOLUTION
………………………………………………………….. 10
CHAPTER IV CONCLUSION
BIOGRAPHY
APPENDICES
A. FLOWCHART
…………………………………………………………………… 14
CHAPTER I
INTRODUCTION
A. Background of the Study
People nowadays know about the importance of life insurance. Matt
Krantz, in his article, says, "While life insurance isn't fun to buy, it's a critical
part of many financial plans" (par. 3). Although there are some people who
think that it is not fun to buy life insurance, the fact is life insurance can
guarantee our family's life when something bad happen to us, for example
when we die. So it is clear enough that life insurance is needed, because it is
important for one’s financial plans.
The fact mentioned above makes me feel interested in learning more
about life insurance. Thus, I decided to do my internship program in AXA
Financial Indonesia - Bengawan branch. I got a position as an agent. My job
as an agent is to give a presentation about the product of AXA insurance
confidently. The purpose of giving a presentation is to tell clients about AXA's
specific product and to make them trust AXA for their life insurance. AXA
Maranatha Christian University
helped me with some presentation tools like brochures and presentation
slides. There were more than ten people that I prospected, but I could not
make any closing (a time when the client agree to join as a member of health
insurance in AXA). The real problem was not when I presented a product, but
the fear I had before I started the presentation.
I decided to take my difficulty in handling fear before starting a
presentation as the topic of this term paper. I am sure that this problem is
important to be analyzed because fear is one of the main factors of a poor
presentation, and unfortunately most people have experienced this. As Ron
Kurtus says, "A great fear that many people have is speaking before a group
or audience." I will analyze the problem critically and systematically, so that in
the end the solution of the problem can be found.
B. Identification of the Problem
The problem will be analyzed by answering the following questions.
1. Why was it difficult to handle fear before starting a product presentation to
a client?
2. How did the problem affect my presentation?
3. How can I overcome the fear of making an excellent product presentation?
Maranatha Christian University
C. Objectives and Benefits of the Study
There are three objectives of this research. The first objective is to
analyze the causes of my difficulty as an agent in AXA Financial Indonesia in
overcoming fear before starting a presentation to a client. The second
objective is to analyze the effects of the problem on my presentation. The last
objective is to find the best solution to overcome the problem.
There are some benefits of the research. The first benefit is for the
institution in which I did the internship, AXA Financial Indonesia, Bengawan
branch. I believe that the difficulty in overcoming fear is a problem
experienced by most agents, so this paper can enable AXA agents to reduce
or even eliminate their fear before starting a presentation. The second benefit
is for the readers of this term paper who experience fear and feel nervous
before starting a public speaking or any speech. The potential solution in this
term paper can help them overcome their fear. Last, this research is
beneficial for me because the potential solutions can help me to overcome
my fear before starting presentations in the future career.
Maranatha Christian University
D. Description of the Institution
Grade II Basic Training Product Knowledge published by AXA Sales
Academy states that Claude Bebear is the founder of AXA. In Indonesia, the
name of AXA was PT. MLC Life Indonesia, but it changed into PT. AXA
Financial Indonesia on 8th May 2006. In 2009, AXA Group served more than
90 countries and 5 continents, with the support of 216,000 professional
employees. AXA official site also states that in 2013, AXA launched a Lab in
Silicon Valley, entered the Colombian market, supported Research and
Social Entrepreneurship, and maintained the leadership of the Brand.
AXA financial is now operating in a lot of big cities in Indonesia, including
Ambon, Bali, Balikpapan, Banda Aceh, Bandung, Batam, Bengkulu, Blitar,
Cirebon, Kupang, Lampung, Lombok, Lokseumawe, Makassar, Malang,
Magelang, Manado, Medan, Palembang, Pekanbaru, Palu, Tangerang,
Jakarta, Jember, Samarinda, Semarang, Solo, Surabaya, Sorong, Tanjung
Pinang, Terempa, and Yogyakarta. AXA agents occupy the top ranks at both
national and international levels. AXA Financial now has four products:
Maestrolink Plus, Maestro Syariah, Maestro Elite Care, and Maestro Term.
E. Method of the Study
Maranatha Christian University
The data used for the analysis in this term paper came from field and
library research that I did. The data from the field research was taken from my
observation, which I kept in my internship journal. For the library research, I
collected the data from the Internet and printed sources.
F. Limitation of the Study
The subject of this research is me myself when I did my internship program
at AXA Financial Indonesia-Bengawan branch. The study focuses on my
difficulty in overcoming fear before doing a product presentation as an agent
in AXA Financial Indonesia from 17th June to 5th July 2013.
G. Organization of the Term Paper
This term paper consists of ten parts. The parts are Abstract, Declaration
of Originality, Acknowledgement, Table of Contents, Chapter I, Chapter II,
Chapter III, Chapter IV, Bibliography, and Appendices.
The first part is Abstract, a brief summary of all of the chapters in this
term paper in Indonesian. The second part is Declaration of Originality, which
contains my statement about the genuineness of my work. The third is
Acknowledgement, which contains my gratitude to all the people involved in
the process of writing and who helped me in the completion of this term
Maranatha Christian University
paper. The fourth part is Table of Contents, which contains details of the
contents and their page numbers.
Chapter I is the introduction. It consists of seven parts. They are
Background of the Study, Identification of the Problem, Objectives and
Benefits of the Study, Description of the Institution, Method of the Study,
Limitation of the Study, and Organization of the Term Paper. Chapter II
contains the causes and effects of my difficulty. Chapter III contains three
potential solutions, also with their potential positive and negative effects.
Chapter IV, Conclusion, contains the summary of Chapter II and Chapter III,
the solution chosen, and the reason for each option. Bibliography lists the
publication information of the references used in the term paper. The last part
is Appendices, which contains the flowchart.
Maranatha Christian University
CHAPTER IV
CONCLUSION
In this chapter, I will conclude the three chapters discussed earlier. In
the previous chapter, I have already explained the problem I experienced
during my internship. The problem is overcoming my fear before giving a
product presentation as an insurance financial agent. After doing some
analyses, I find three causes of the problem. The first cause is I always
thought negatively. The second cause is I lacked confidence. The last
cause is I did not want to make any mistakes. I also find three effects of
the problem. The first effect is I did not know what to say. The second
effect is it made me feel worry too much about the presentation. The third
effect is I became a pessimist.
My chosen solution is to combine the three potential solutions. I will
read motivational books, think positively, and also force myself to start
presenting the material. The reason I combine these three potential
solutions is to eliminate the causes of my problem. Reading motivational
books can help me to overcome my fear. Reading a book can motivate
and encourage me to overcome my fear. Additionaly, thinking positively
can help me to build my self-confidence, and deal with the situation better.
Maranatha Christian University
If my confidence is boosted up, I will be able to eliminate my fear.
Furthermore, forcing myself to start presenting the material can help me to
effectively overcome my fear and help me to reduce my fear in the next
presentation. Once I am able to force myself to start presenting the material, I
will also be able to eliminate my fear instantly. Later, when I face a similar
problem, I will be able to overcome it. By combining those three potential
solutions, I hope that my problem in overcoming fear can be solved.
Based on the theories provided in the previous chapter, I find that
overcoming fear before starting a presentation is important to determine the
success of the presentation. Hence, it is really good to boost my confidence
before doing a presentation. Reading a lot of motivational books is a good
way to boost confidence. Thinking positively is very helpful in reducing fear. It
is important to keep meaway from negative thoughts. And last but not least,
forcing ourselves to present the material is also a very effective way to
eliminate fear, because once a person can force her/himself to take action,
he/she is able to overcome his or her fear.
Maranatha Christian University
BIBLIOGRAPHY
Printed Sources
Academy, Agency. Grade I Foundation Training. AXA Financial, 2012.
Academy, Agency. Grade II Basic Training Product Knowledge. AXA
Sales Academy, 2012.
Schwartz, David. J. The Magic of Thinking Big - Berpikir dan Berjiwa
Besar. Tangerang Selatan: Karisma Publishing Group, 2011
Electronic Sources
“Anxiety Symptoms and Effects.” www.timberlineknolls.com. 8January
2014. < http://www.timberlineknolls.com/moodpersonality/anxiety/signs-effects>
Carr, Caroline. “Overcome Lack of Confidence with Hypnotherapy in
London & Dorset.” Carolinecarr.com. 15 November 2013.
.
Cherry, Kendra. “Benefits of Positive Thinking.” Psychology.about.com.
.
Maranatha Christian University
Ho, Erica. "When Positive Thinking Creates Unnecessary Stress."
Lifehacker.com. 4 August 2010. < http://lifehacker.com/5512562/whenpositive-thinking-creates-unnecessary-stress>
“How to Overcome Fear.” Wellbeingalignment.com. 1 January 2014.
.
J’aime. “2013 in Review.” www.axa.com. 30 December 2013.
.
Junttila, Henri. “33 Powerful Ways of Overcoming Fear … Right Now.”
Wakeupcloud.com. .
Knott, Laurence. “Obsessive-compulsive Disorder.” Patient.co.uk. 24 August
2012. .
Krantz, Matt. “Knowing When You Need Life Insurance.” Usatoday.com.
19 September 2013.
.
Kurtus, Ron. “Overcome the Fear of Speaking to Groups.” 22 December
2001. Schoolforchampions.com. 10 September 2013.
< http://www.school-forchampions.com/speaking/fear.htm#.UtClUfthURs>
Murad, Dina. “Spending Way Too Much Money to Read.” Thestar.com.
Monday September 30, 2013 MYT 10:22:09 AM
.
Murray, J.S., (Sept 30, 2010) "Moral Courage in Healthcare: Acting
Ethically Even in the Presence of Risk" OJIN: The Online Journal of
Issues in Nursing Vol. 15, No. 3, Manuscript 2.
.
“Presentation Tips.” Washington.edu. 15 November 2013.
.
Sasson, Remez. “How to Develop and Strenthen Your Self Control.”
Successconsciouness.com. 8 January 2014.
< http://www.successconsciousness.com/self_control.htm>.
Sorensen, J. Marilyn. “Emotional Symptoms & Consequences of Low SelfEsteem.” Getesteem.com. 10 November 2013.
.
“Thought Awareness, Rational Thinking & Positive Thinking (1).”
Mindtools.com. 8 January 2014.
.
Maranatha Christian University
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TABLE OF CONTENTS
ABSTRACT …………………………………………………………………………………………………. i
DECLARATION OF ORIGINALITY ……………………………………………………………………. ii
ACKNOWLEDGEMENTS ……………………………………………………………………………… iii
TABLE OF CONTENTS
……………………………………………………………………………… iv
CHAPTER I INTRODUCTION
A.
B.
C.
D.
E.
F.
G.
…………………………………………………………………… 1
Background of the Study
Identification of the Problem
Objectives and Benefits of the Study
Description of the Institution
Method of the Study
Limitation of the Study
Organization of the Term Paper
CHAPTER II PROBLEM ANALUSIS
………………………………………………………….. 7
CHAPTER III POTENTIAL SOLUTION
………………………………………………………….. 10
CHAPTER IV CONCLUSION
BIOGRAPHY
APPENDICES
A. FLOWCHART
…………………………………………………………………… 14
CHAPTER I
INTRODUCTION
A. Background of the Study
People nowadays know about the importance of life insurance. Matt
Krantz, in his article, says, "While life insurance isn't fun to buy, it's a critical
part of many financial plans" (par. 3). Although there are some people who
think that it is not fun to buy life insurance, the fact is life insurance can
guarantee our family's life when something bad happen to us, for example
when we die. So it is clear enough that life insurance is needed, because it is
important for one’s financial plans.
The fact mentioned above makes me feel interested in learning more
about life insurance. Thus, I decided to do my internship program in AXA
Financial Indonesia - Bengawan branch. I got a position as an agent. My job
as an agent is to give a presentation about the product of AXA insurance
confidently. The purpose of giving a presentation is to tell clients about AXA's
specific product and to make them trust AXA for their life insurance. AXA
Maranatha Christian University
helped me with some presentation tools like brochures and presentation
slides. There were more than ten people that I prospected, but I could not
make any closing (a time when the client agree to join as a member of health
insurance in AXA). The real problem was not when I presented a product, but
the fear I had before I started the presentation.
I decided to take my difficulty in handling fear before starting a
presentation as the topic of this term paper. I am sure that this problem is
important to be analyzed because fear is one of the main factors of a poor
presentation, and unfortunately most people have experienced this. As Ron
Kurtus says, "A great fear that many people have is speaking before a group
or audience." I will analyze the problem critically and systematically, so that in
the end the solution of the problem can be found.
B. Identification of the Problem
The problem will be analyzed by answering the following questions.
1. Why was it difficult to handle fear before starting a product presentation to
a client?
2. How did the problem affect my presentation?
3. How can I overcome the fear of making an excellent product presentation?
Maranatha Christian University
C. Objectives and Benefits of the Study
There are three objectives of this research. The first objective is to
analyze the causes of my difficulty as an agent in AXA Financial Indonesia in
overcoming fear before starting a presentation to a client. The second
objective is to analyze the effects of the problem on my presentation. The last
objective is to find the best solution to overcome the problem.
There are some benefits of the research. The first benefit is for the
institution in which I did the internship, AXA Financial Indonesia, Bengawan
branch. I believe that the difficulty in overcoming fear is a problem
experienced by most agents, so this paper can enable AXA agents to reduce
or even eliminate their fear before starting a presentation. The second benefit
is for the readers of this term paper who experience fear and feel nervous
before starting a public speaking or any speech. The potential solution in this
term paper can help them overcome their fear. Last, this research is
beneficial for me because the potential solutions can help me to overcome
my fear before starting presentations in the future career.
Maranatha Christian University
D. Description of the Institution
Grade II Basic Training Product Knowledge published by AXA Sales
Academy states that Claude Bebear is the founder of AXA. In Indonesia, the
name of AXA was PT. MLC Life Indonesia, but it changed into PT. AXA
Financial Indonesia on 8th May 2006. In 2009, AXA Group served more than
90 countries and 5 continents, with the support of 216,000 professional
employees. AXA official site also states that in 2013, AXA launched a Lab in
Silicon Valley, entered the Colombian market, supported Research and
Social Entrepreneurship, and maintained the leadership of the Brand.
AXA financial is now operating in a lot of big cities in Indonesia, including
Ambon, Bali, Balikpapan, Banda Aceh, Bandung, Batam, Bengkulu, Blitar,
Cirebon, Kupang, Lampung, Lombok, Lokseumawe, Makassar, Malang,
Magelang, Manado, Medan, Palembang, Pekanbaru, Palu, Tangerang,
Jakarta, Jember, Samarinda, Semarang, Solo, Surabaya, Sorong, Tanjung
Pinang, Terempa, and Yogyakarta. AXA agents occupy the top ranks at both
national and international levels. AXA Financial now has four products:
Maestrolink Plus, Maestro Syariah, Maestro Elite Care, and Maestro Term.
E. Method of the Study
Maranatha Christian University
The data used for the analysis in this term paper came from field and
library research that I did. The data from the field research was taken from my
observation, which I kept in my internship journal. For the library research, I
collected the data from the Internet and printed sources.
F. Limitation of the Study
The subject of this research is me myself when I did my internship program
at AXA Financial Indonesia-Bengawan branch. The study focuses on my
difficulty in overcoming fear before doing a product presentation as an agent
in AXA Financial Indonesia from 17th June to 5th July 2013.
G. Organization of the Term Paper
This term paper consists of ten parts. The parts are Abstract, Declaration
of Originality, Acknowledgement, Table of Contents, Chapter I, Chapter II,
Chapter III, Chapter IV, Bibliography, and Appendices.
The first part is Abstract, a brief summary of all of the chapters in this
term paper in Indonesian. The second part is Declaration of Originality, which
contains my statement about the genuineness of my work. The third is
Acknowledgement, which contains my gratitude to all the people involved in
the process of writing and who helped me in the completion of this term
Maranatha Christian University
paper. The fourth part is Table of Contents, which contains details of the
contents and their page numbers.
Chapter I is the introduction. It consists of seven parts. They are
Background of the Study, Identification of the Problem, Objectives and
Benefits of the Study, Description of the Institution, Method of the Study,
Limitation of the Study, and Organization of the Term Paper. Chapter II
contains the causes and effects of my difficulty. Chapter III contains three
potential solutions, also with their potential positive and negative effects.
Chapter IV, Conclusion, contains the summary of Chapter II and Chapter III,
the solution chosen, and the reason for each option. Bibliography lists the
publication information of the references used in the term paper. The last part
is Appendices, which contains the flowchart.
Maranatha Christian University
CHAPTER IV
CONCLUSION
In this chapter, I will conclude the three chapters discussed earlier. In
the previous chapter, I have already explained the problem I experienced
during my internship. The problem is overcoming my fear before giving a
product presentation as an insurance financial agent. After doing some
analyses, I find three causes of the problem. The first cause is I always
thought negatively. The second cause is I lacked confidence. The last
cause is I did not want to make any mistakes. I also find three effects of
the problem. The first effect is I did not know what to say. The second
effect is it made me feel worry too much about the presentation. The third
effect is I became a pessimist.
My chosen solution is to combine the three potential solutions. I will
read motivational books, think positively, and also force myself to start
presenting the material. The reason I combine these three potential
solutions is to eliminate the causes of my problem. Reading motivational
books can help me to overcome my fear. Reading a book can motivate
and encourage me to overcome my fear. Additionaly, thinking positively
can help me to build my self-confidence, and deal with the situation better.
Maranatha Christian University
If my confidence is boosted up, I will be able to eliminate my fear.
Furthermore, forcing myself to start presenting the material can help me to
effectively overcome my fear and help me to reduce my fear in the next
presentation. Once I am able to force myself to start presenting the material, I
will also be able to eliminate my fear instantly. Later, when I face a similar
problem, I will be able to overcome it. By combining those three potential
solutions, I hope that my problem in overcoming fear can be solved.
Based on the theories provided in the previous chapter, I find that
overcoming fear before starting a presentation is important to determine the
success of the presentation. Hence, it is really good to boost my confidence
before doing a presentation. Reading a lot of motivational books is a good
way to boost confidence. Thinking positively is very helpful in reducing fear. It
is important to keep meaway from negative thoughts. And last but not least,
forcing ourselves to present the material is also a very effective way to
eliminate fear, because once a person can force her/himself to take action,
he/she is able to overcome his or her fear.
Maranatha Christian University
BIBLIOGRAPHY
Printed Sources
Academy, Agency. Grade I Foundation Training. AXA Financial, 2012.
Academy, Agency. Grade II Basic Training Product Knowledge. AXA
Sales Academy, 2012.
Schwartz, David. J. The Magic of Thinking Big - Berpikir dan Berjiwa
Besar. Tangerang Selatan: Karisma Publishing Group, 2011
Electronic Sources
“Anxiety Symptoms and Effects.” www.timberlineknolls.com. 8January
2014. < http://www.timberlineknolls.com/moodpersonality/anxiety/signs-effects>
Carr, Caroline. “Overcome Lack of Confidence with Hypnotherapy in
London & Dorset.” Carolinecarr.com. 15 November 2013.
.
Cherry, Kendra. “Benefits of Positive Thinking.” Psychology.about.com.
.
Maranatha Christian University
Ho, Erica. "When Positive Thinking Creates Unnecessary Stress."
Lifehacker.com. 4 August 2010. < http://lifehacker.com/5512562/whenpositive-thinking-creates-unnecessary-stress>
“How to Overcome Fear.” Wellbeingalignment.com. 1 January 2014.
.
J’aime. “2013 in Review.” www.axa.com. 30 December 2013.
.
Junttila, Henri. “33 Powerful Ways of Overcoming Fear … Right Now.”
Wakeupcloud.com. .
Knott, Laurence. “Obsessive-compulsive Disorder.” Patient.co.uk. 24 August
2012. .
Krantz, Matt. “Knowing When You Need Life Insurance.” Usatoday.com.
19 September 2013.
.
Kurtus, Ron. “Overcome the Fear of Speaking to Groups.” 22 December
2001. Schoolforchampions.com. 10 September 2013.
< http://www.school-forchampions.com/speaking/fear.htm#.UtClUfthURs>
Murad, Dina. “Spending Way Too Much Money to Read.” Thestar.com.
Monday September 30, 2013 MYT 10:22:09 AM
.
Murray, J.S., (Sept 30, 2010) "Moral Courage in Healthcare: Acting
Ethically Even in the Presence of Risk" OJIN: The Online Journal of
Issues in Nursing Vol. 15, No. 3, Manuscript 2.
.
“Presentation Tips.” Washington.edu. 15 November 2013.
.
Sasson, Remez. “How to Develop and Strenthen Your Self Control.”
Successconsciouness.com. 8 January 2014.
< http://www.successconsciousness.com/self_control.htm>.
Sorensen, J. Marilyn. “Emotional Symptoms & Consequences of Low SelfEsteem.” Getesteem.com. 10 November 2013.
.
“Thought Awareness, Rational Thinking & Positive Thinking (1).”
Mindtools.com. 8 January 2014.
.
Maranatha Christian University