Youth Unplugged:
Decoding the New-Age Insurance Buyer
The Youth Mindset: quick to explore, sharp to decide. They deserve smart, flexible plans that fit right into their world- fast, digital, and future-ready!
Hallmarks of the Indian Youth
Works at entry-level / midlevel positions
Just started to work (aged 21-27 years) or has been working for 5-10 years (aged 27 -35 year)
Looks for secondary income to manage expenses
Source: https://www.business-standard.com/india-news/77-of-young-indians-now-spend-the-most-on?phones-apparels-report-123040200254_1.html
Hallmarks of the Indian Youth
Has witnessed the COVID-19 pandemic at the beginning of their professional journey and is wary of financial and health emergencies
They swipe for groceries, stream for knowledge, and scroll for choices including financial ones.
Source: https://www.business-standard.com/india-news/77-of-young-indians-now-spend-the-most-on?phones-apparels-report-123040200254_1.html
Strictly for internal circulation only. Solely for training and/or education of employees/agents/intermediaries and should not be further used for presentation/solicitation to a prospect or general public at large.
Youth’s Philosophy of Life
Believe in “You Only Live
Once” – chasing dreams, not just paychecks
Thinks “What if I fall behind?” – Comes under the pressure to keep up
YOLO FOMO
What does the Youth Need?
The youth is constantly exploring to improve their standard of living
Youth’s Underline Demand is
Consumption Focused
They prioritize short to mid term goals, targeting towards consumption:
How does the Youth fulfill
Consumption Goals?
Tendency:
Youth consumes more, saves less
Outcome:
Don’t have investible surplus
Consequence: Takes loan to fulfil consumption goals
Youth Must Have Life Protection Cover
Goal: To safeguard their dependents from any uncertainty
to
Our Value Proposition Presenting
Annual Income
>=3L to <=7.5L (Mass)
<=35 years
S1 Mass Young
S3
Mass affluent Young >7.5L to 25L (Mass affluent)
S6A Affluent Young >=25L (Affluent)
Less surplus Context
• Pure Protection Value proposition
Have investible surplus + Long term goals with liquidity Can afford PNG, however, requires high sum assured
• Protect N Gain (PNG)
• More likely to go for Pure Protection
Let’s look at the each segment in detail
S1 & S6A Customer Segment
Annual Income
>=3L to <=7.5L (Mass)
<=35 years
S1 Mass Young
Less surplus Context
• Pure Protection Value proposition
>7.5L to 25L (Mass affluent)
S3
Mass affluent Young
S6A Affluent Young >=25L (Affluent)
Have investible surplus + Long term goals with liquidity
Can afford PNG, however, requires high sum assured
• Protect N Gain (PNG)
• More likely to go for Pure Protection
Meet Mr. Uday Meet Mr. Pankaj
(S1 segment)
Profile: Mr.Uday is a 35 yr. old businessman. His annual income is 5 lakhs. He is married and lives with his dependent parents.
Goal: Mr. Uday is looking for a basic protection plan to secure his family from any uncertainties
(S6A segment)
Profile: Mr.Pankaj is a 32 yr. old businessman. His annual income is 25 lakhs. He is married and lives with his dependent parents.
Goal: Mr.Pankaj is looking for protection plan with adequate life cover to secure his family from any uncertainties
iProtect Smart Plus
Conversation Starters
Protection comes first
Just like a security question helps you recover your mail account when something goes wrong, who is the answer to your family’s recovery plan in case of any uncertainty? A term insurance plan helps your family recover financially when life takes an unexpected turn.
How much money would you leave?
When you are away from home for a month how much money would you leave at home? God forbid if you are away from your home forever, have you ever thought how much money would you leave?
Sales Story: Term plan as
Income Replacement
Guard you and your family during uncertainties with..
The goals of the family are met.
Their lifestyle is sustained.
The loans / liabilities are paid off
Life insurance is meant to provide income replacement to the family in the breadwinner’s absence!
So, let’s calculate HLV for S1 Segment
Human Life value of Mr. Uday (35 years)
Total income earned in 20 years: 1 Cr
If he plans to retire by 55 years age, he will earn for next 20 years
Ideal Life cover should be between 75L-1Cr Life coverage should ideally be up to: 60 years
So, let’s calculate HLV for S6A Segment
Human Life value of Mr. Pankaj (32 years)
Total income earned in 30 years: 7 Cr approx.
If he plans to retires by 60 years age, he will earn for next 28-30 years
Ideal Life cover should be between 5Cr-7.5Cr Life coverage should ideally be up to: 60 years
To check
However, youth segment has few concerns
While Deciding To Buy Term Plan
“I
already have employer insurance, I don’t need to buy more term insurance cover”
“I
am too young to buy term insurance”
“I will buy term insurance later when I get married or earn more”
Tackle these concerns? What do we offer to
“I am too young to buy term insurance”
“I will buy term insurance later when I get married or earn more”
“I already have employer insurance, I don’t need to buy more term insurance cover”
Important to buy now; cost of delay can be much higher
Life stage protection plan as life-stage advances becomes more relevant
Get comprehensive cover against accidents and illnesses
Solution to the concern
“I will buy term insurance later when I get married or earn more”
“I am too young to buy term insurance”
“I already have employer insurance, I don’t need to buy more term insurance cover”
It
Get comprehensive cover against accidents and illnesses
I am too young to buy term insurance Objection:
Acknowledge
I completely understand concern sir, infact many of our young customers felt the same.
Counter
However, buying young is the smartest time- as your premiums are lowest now, and your health is strongest.
Close
So, instead of waiting, you can lock in a lower premium today, and increase your protection cover later when life demands it
Let’s understand in detail
Procrastination
Product: IPS Plus
Profile: Male, Non-Smoker, Self-employed, DOB: 1st August,1995
Male: 29 year old,
Policy Term: 36 Years
Yearly Premium –
₹14,600/-
5 years delay costs
Approx ₹40k more
Male: 34 year old, Policy Term: 31 Years
Yearly Premium –
₹18,175/-
While, Term plan is the need of the hour for family, Delay of term plan is not recommended from cost perspective as well
Detailed video to know more
“You don’t buy life insurance because you are going to die, but because those you love are going to live”
Kal Kare so Aaj Kar
Moreover, salaried profile gets
Available from sum assured: SA >= ₹50L
What
Let’s see
Solution to the concern
do we offer to Life stage protection plan as life-stage advances becomes more relevant
“I
already have employer insurance, I don’t need to buy more term insurance cover”
“I will buy term insurance later when I get married or earn more”
comprehensive cover against accidents and illnesses
Objection:
I will buy term plan later when I get married
Acknowledge I completely understand concern sir, infact many of our young customers felt the same.
Counter
However, buying young is the smartest time- as your premiums are lowest now. Plus, our plan will allow you to increase your cover in future as and when your responsibilities grow- like, when you get married/have children.
Close
So, instead of waiting, you can lock in a lower premium today, and increase your protection cover later when life demands it
Let’s understand in detail
Meet the
Young India!!
Just got into first job
Just got married
Just had his/her first child
With life stage advancement, need for protection of family becomes more relevant
iProtect Smart Plus
1 2 3 4
At key lifestages Marriage Birth of 1st child Birth of 2nd child Disbursement of home loan
Let’s see
Solution to the concern
“I
am too young to buy term insurance”
“I already have
“I
employer insurance,
will buy term insurance later when I get married or earn more”
I
don’t need to buy more term insurance cover”
Employer’s insurance cover may not be enough to sustain for family in case of any uncertainty. Having adequate insurance cover is important for entire working age, not just till one is employed in current workplace
Life stage protection plan as life-stage advances becomes more relevant
Moreover, comprehensive cover against accidents and illnesses is important
Important to buy now; cost of delay can be much higher
Objection:
I already have life insurance from my employer
Counter
Acknowledge
That’s great, having a life cover provided by employer is a great start to your financial protection journey
However, it’s important to have adequate life insurance cover to protect your family financially at every milestone, not just while you are employed! Especially with uncertainties around health, road accidents, having a comprehensive plan with riders like accidental death benefit rider & critical illness rider, ensures you are protected.
Close
Would you be open to a more detailed discussion on comprehensive protection with riders for 360 degree protection?
Let’s understand riders in detail
Road fatalities are
Prevalent Amongst Youth
Over 1.78 lakh die annually in road accidents
Top causes: Over speeding, non-usage of helmet/seatbelt, distracted driving, bad infrastructure
• Most impacted states: Uttar Pradesh, Tamil Nadu, Karnataka, Madhya Pradesh
Source: https://www.hindustantimes.com/india-news/around-60-roadaccident-victims-in-18-34-age-group-min-101734029422301.html
Youth’s Lifestyle Choices
As per the latest report and survey, 1 in 5 heart attack patients are now under 40. This big concern trend emerged after cases of cardiac problems in younger individuals were found in hospitals across India between 2020 and 2023, indicating that 50% of heart attack patients are below the age of 40
Source: https://www.guardian.in/blogs/livewell/youth-in-danger-1-in-5-heart-attack-patients-nowunder-40
Source: https://www.newindianexpress.com/xplore/2025/Feb/24/50-of-heart-attack-cases-since2020-among-adults-below-40
Thus, just having a
Base Life Cover is not enough…
…Additional cover against CI and accidents is crucial
Ensure 360 degree financial protection for your family
Financial goals are achieved
There is no financial burden on family in case something unfortunate happens
Peace of mind as family and their future is protected
Add ADB rider For extra protection
Up to double the protection by paying a little extra
• Get additional protection against Accidental Death with up to double the life cover
• Quite affordable and no hassle of underwriting due to ADB
Pay less than ₹ 20 per day for a double protection
Age : 35 years |Sum assured :1crore|
ADB sum assured: 1crore |PPT : Regular Pay| PT: 30 years
Base premium ₹ 19,001 ADB ₹7,080
Total premium ₹ 26,081
Add Comprehensive coverage with
Critical illness Cover
Cover of 20 or 60 critical illnesses
Get additional payout on diagnosis of any of the covered critical illnesses, without any impact on base sum assured
Covers illnesses like cancer, heart attack, kidney failure, and so on Premium guarantee of 20 years
USP’s of our flagship protection plan
iProtect Smart Plus Key Benefits
Comprehensive coverage with additional payout on illness
Premium Break:
Option to defer premium payment by 1 year
Option to increase life cover at key milestones
Instant payout on claim intimation
Option to convert Regular Pay policies into Limited Pay
Enhanced discount offering to salaried individuals
Detailed video to know more
Boundary conditions of
iProtect Smart Plus
Pay premiums for 5, 7, 10, 15 years or till age 60 or regularly or just once Life Cover for Min: 5 years; Max: Till age 85 or till age 99
Min entry age : 18 years
Max Age at entry : 60 years
Min / Max Sum Assured
50L/ Subject to underwriting
Financial eligibility grid
Claims Efficiently
Let’s see
S3 Customer segment
Annual Income
>=3L to <=7.5L (Mass)
<=35 years
S1 Mass Young
Less surplus Context
• Pure Protection Value proposition
>7.5L to 25L (Mass affluent)
S3
Mass affluent Young
S6A Affluent Young >=25L (Affluent)
Have investible surplus + Long term goals with liquidity
Can afford PNG, however, requires high sum assured
• Protect N Gain (PNG)
• More likely to go for Pure Protection
Meet Mr. Sahil (S3 Segment)
Profile: Mr. Sahil is a 35 yr. old businessman. His annual income is Rs.14 lakhs. He is married and has 3 year old daughter.
Goal: Mr. Sahil wants to create wealth for his mid to long term goals with liquidity. However, he also wants to financially protect his family in case of any uncertainty
Conversation Starter
Best of both the worlds
There’s a saying – “Killing two birds with one stone”. we have something similar providing life cover like that of a term plan and returns like investment plans
Time for a Pro Tip!
This is a generation that will warm up to insurance if it promises more than just protection—like wealth creation, tax savings, or loan eligibility
Pro Tip: Pitch insurance as a multi tool—security + savings + tax edge.
PNG Life Alpha
Market-linked wealth creation with up to 125X life cover + ADB cover + Accidental disability cover
Protection like a term plan and returns like of investment plans
Cost-efficient plan that returns 2x-4x of mortality charges and 2x of premium allocation charges
Enhanced maturity value with addition of 20% of fund value as booster payout
Choice of portfolio strategies and wide range of 25 funds
Unlimited switches to capitalize market situations
Detailed video to know more
Boundary Conditions
S3 & S6A Customer Segment
Goals of Youth Fixed Consumption Goals
Sporadic Goals
Bike Ride to Leh – Ladakh/
Going on cruise
Purchasing gaming gadgets
Buying jewellery for mother
Buying luxury/branded items
Repaying parent’s loan
Meet Mr. Sanjay…
Profile: Mr. Sanjay is a 30 yr. old businessman. His annual income is 9 lakhs. He is married & has a 2 year old daughter, Samira. He already has a term insurance policy with adequate sum assured.
Goal: Mr. Sanjay is thinking of buying his own house some years down the lane.
Lifetime Classic
Conversation Starter
Invest today, Thrive tomorrow
Embrace a long-term wealth-building journey with our market linked plan. As you are young, you can capitalize on market trends by staying invested for long term, diversify your portfolio with 25 funds available across equity/debt/balanced funds, and enjoy the peace of mind that comes with a life cover.
How to plan for down payment of
A Decent 2BHK House?
For house loan, the maximum you can borrow is capped at 80% of the property value. Remaining 20% has to paid as down payment. For a property costing Rs.50 Lakhs today, a down payment of Rs.10 Lakhs has to be planned. Considering inflation over period of 15 years, it’s suggested to invest in markets for capital growth
Source:
https://economictimes.indiatimes.com/howto-plan-the-down-payment-on-your-firsthouse/tomorrowmakersshow/70670452.cms
With Lifetime Classic..
Mr.Sanjay will get tax free Lump-sum amount of ₹20L after 17 years by paying ₹75K every year, along with Life insurance during entire policy term. Benefits of Investing in LTC: ✓ Tax free returns with scope of beating inflation ✓ Life cover during entire PT
Pay 75K for 15 yrs Get Rs.20 Lakhs tax free return For down payment of
Regarding Investment Concerns of Youth
“Investing for long term right now will delay my lifestyle goals, like traveling, buying gadgets”
“I want higher returns by investing only in small regular installments, like SIP
Tackle These Concerns? What do we offer to
“I want higher returns by investing only in small regular installments, like SIP”
Our ULIP plan offers SIP oriented tax efficient, market linked returns
“Investing for long term right now will delay my lifestyle goals, like traveling, buying gadgets”
Sporadic goals can be fulfilled through partial withdrawal feature in ULIPs
Lifetime Classic Presenting our ULIP proposition
Create wealth with market linked returns to beat inflation Choice of 4 portfolio strategies and wide range of 25 funds
Partial Withdrawal option to withdraw money for sporadic goals after 5th policy year
Free unlimited switches between the funds depending on your financial priorities
Enjoy tax benefits U/S 80C on premiums paid and 10(10d) on benefits received, as per prevailing tax laws
Death Benefit (For entry age<50 years): Sum assured + Fund Value
Boundary Conditions
Get additional protection in
LTC Through Rider
Accidental Death Rider cover as high as 3X of basic Sum Assured
Tackle Objections Like A Pro
Objection: I don’t want to
Get Locked in For Long Term
Acknowledge I understand your point of view, Sir/ Ma’am
Counter
The simple and most effective rule for investments is to stay invested for a longer period and earn more. Also many important financial life goals – such as building a strong financial base, providing for children’s education, retirement planning etc. are also long term. Life insurance is the only long term investment tool which also offers the much needed financial protection
Close
Thus it helps in achieving the long term financial goals of a family
Let’s hear from our expert
Benefits of investing regularly for long term
Objection: I invest in Mutual funds,
Why should I invest in ULIP?
Acknowledge I completely understand your preference for mutual funds; they are a popular choice for many investors.
Counter
However, life insurance forms a solid foundation to your financial planning. ULIP not only offers potential returns from market, but also provides protection for your loved ones with tax advantages. It complements your existing investments, adding a layer of security.
Close
Would you be open to a more detailed discussion on how life insurance can enhance your overall financial portfolio?
Let’s watch a video
To understand benefits of investing in ULIP
DID YOU KNOW?
of working millennials (aged 25-35) start saving without any clear financial goal or investment plan
Source: ET Money GenZ & Millenial Financial Habits Report, 2023
Your Role as Financial Advisor for Youth!
Hence your role as a financial advisor is not just about investments- it’s about helping turn money into a plan , and plan into a purpose to achieve peace of mind!
Time for a Pro Tip!
The youth buys into “why”, not just “what”.