Sales in 6 steps
Step1. Annual review with clients
- Ask them why they bought insurance coverage
- What are their expectations of existing policies now?
- What are their dreams and worries right now?
Step2. Ask for referrals
- Have your client help you get the right clients but be specific ( identify your niche market i.e. age, marital status, occupational,)
- Request your client to sign a pre- designed refundable card / referral letter
- Bring this signed referral letter / card to the prospect during the first meeting.
Step 3 Have your own marketing campaign
- Don’t rely solely on your company’s campaign. Select quality client
- Send leaflet or pamphlet to them
- Select existing clients with age group 35-50 to promote annuity retirement
Step 4. Never let your client forget you
- Send birthday cards, anniversary cards
- Thinking of you cards
- Use a newsletter to send information about yourself or any new ideas /products
Step 5 Time management
Try organizing your activities into one of the following categories
- Do it
- Delay it
- Delegate it
- Destroy it
Step 6. Staff
Hire the most highly qualified staff you can afford to help in the office
Sincere Appreciation,
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
Check out previous articles at: http://salesmgt.blogspot.com
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Sunday, November 23, 2008
Tuesday, November 11, 2008
Sales Idea 3 - A Classic MDRT sales Idea- Nov 08
A Classic MDRT Sales Idea
This MDRT sales idea has been working for years.
Draw the following line and divide it as you see into 10, 20, 30,40,50,60 and 70.
You can explain that, according to the Bible, “three score year and 10” is considered a good life, and that equates to 70. Everything else is a bonus. If we take each decade and relate it to a day in the week …
So if you can explain….
· 0-10 was Monday and you were a child
· 10-20 was Tuesday and you were in full time education
· 20-30 was Wednesday and you started to work…
· Are you planning to work Thursday?
· Are you planning to work Friday?
· Are you planning to work Saturday?
- Having established the age of your client, you amend your questions.
- Having established their age and marking it on the line and establishing when they want to retire and marking that, then work out how many months there are between the two ages.
Then you say:” If you save just $100 per month, then…”
Now take the number of months you calculated and add two zeroes.
You will show them how much they will have to save and established with them if that would be enough to retire on. . It usually isn’t.
Foe example, Sally is 35 years old and has never saved, so she is already halfway through Thursday and says she wants to retire at 55 years of age in 20 years’ time.
She has 240 months to go. If she saves just $100 per month, that is $24,000. Is that enough to retire on?
What income does she need? Let her stat the amount ……..
(You can work with her amount other wise you can suggest any amount)
Take for example $ 20,000 a year, and for the next 20years she will need about $400,000
Divide $ 400,000 240 months is $1,666 per month.
Of course we hope to get some growth (But miracles can’t work it)
She needs to start saving now, and $ 00 won’t be enough. Would it?
.
What can she afford to put aside?
And we can review it for Sally again on her next pay raise
If she doesn’t have enough, it may just mean that she will have to work a little longer
Happy selling
Richaard Wong
MDRT Regional Coordinator, CTI
This MDRT sales idea has been working for years.
Draw the following line and divide it as you see into 10, 20, 30,40,50,60 and 70.
You can explain that, according to the Bible, “three score year and 10” is considered a good life, and that equates to 70. Everything else is a bonus. If we take each decade and relate it to a day in the week …
So if you can explain….
· 0-10 was Monday and you were a child
· 10-20 was Tuesday and you were in full time education
· 20-30 was Wednesday and you started to work…
· Are you planning to work Thursday?
· Are you planning to work Friday?
· Are you planning to work Saturday?
- Having established the age of your client, you amend your questions.
- Having established their age and marking it on the line and establishing when they want to retire and marking that, then work out how many months there are between the two ages.
Then you say:” If you save just $100 per month, then…”
Now take the number of months you calculated and add two zeroes.
You will show them how much they will have to save and established with them if that would be enough to retire on. . It usually isn’t.
Foe example, Sally is 35 years old and has never saved, so she is already halfway through Thursday and says she wants to retire at 55 years of age in 20 years’ time.
She has 240 months to go. If she saves just $100 per month, that is $24,000. Is that enough to retire on?
What income does she need? Let her stat the amount ……..
(You can work with her amount other wise you can suggest any amount)
Take for example $ 20,000 a year, and for the next 20years she will need about $400,000
Divide $ 400,000 240 months is $1,666 per month.
Of course we hope to get some growth (But miracles can’t work it)
She needs to start saving now, and $ 00 won’t be enough. Would it?
.
What can she afford to put aside?
And we can review it for Sally again on her next pay raise
If she doesn’t have enough, it may just mean that she will have to work a little longer
Happy selling
Richaard Wong
MDRT Regional Coordinator, CTI
Sales Idea2.- Tuesday Morning Meeting-Nov08
Sales Idea
The Tuesday Morning Meeting (segmented to target potential MDRT qualifiers)
Often, we’re so busy taking care of our business that we fail to see the opportunities around us. One of the most successful tools we have implemented in our office is the Tuesday morning meeting. At 0800 am, the full time producers and staff meet for 20-30 minutes
We use a standard agenda:
1. Schedule – will anyone be out of office during the coming week?
2. Office management issues – any concerns that affects the office or changes in procedures that all need to know about ?
3. Business Opportunity – what cases are you working on that have potential for someone else in the office to provide additional services or products? ( Thinking about cases in this manner has generated much new business)
4. Expenses and Income vs. budget – one per month. This review gives everyone financial responsibility and alerts us to how we are progressing towards goals
This meeting has improved the working relationship among everyone in the office, created new business opportunities and alerted us to problems before they become a crisis
Sincere Appreciation,
Richaard Wong
Best Practice, Training and Development
American International Assurance Co, Ltd
20/F AIA building, 1 Stubbs Road
Hong Kong
Tel (852) 2832 6762
Fax (852) 2572 1792
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
The Tuesday Morning Meeting (segmented to target potential MDRT qualifiers)
Often, we’re so busy taking care of our business that we fail to see the opportunities around us. One of the most successful tools we have implemented in our office is the Tuesday morning meeting. At 0800 am, the full time producers and staff meet for 20-30 minutes
We use a standard agenda:
1. Schedule – will anyone be out of office during the coming week?
2. Office management issues – any concerns that affects the office or changes in procedures that all need to know about ?
3. Business Opportunity – what cases are you working on that have potential for someone else in the office to provide additional services or products? ( Thinking about cases in this manner has generated much new business)
4. Expenses and Income vs. budget – one per month. This review gives everyone financial responsibility and alerts us to how we are progressing towards goals
This meeting has improved the working relationship among everyone in the office, created new business opportunities and alerted us to problems before they become a crisis
Sincere Appreciation,
Richaard Wong
Best Practice, Training and Development
American International Assurance Co, Ltd
20/F AIA building, 1 Stubbs Road
Hong Kong
Tel (852) 2832 6762
Fax (852) 2572 1792
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
MDRT sales idea1- Set the agenda- Oct 08
Sales Idea #1 Set the Agenda
Never enter a sales situation without a written agenda. Make a copy for yourself and a copy for your clients. The most overriding reason to do this is CONTROL.
Think about it. When you go to a meeting, you want to know,” What’s the agenda?”
When we set agenda, we control the interview- what we’re going to talk about, in what order, for how long – and what we’re going to do when we’re done.
An Agenda:
- Keeps you organized before you even leave the office because you have written out all you’re going to talk about
- Reminds you of any forms you may need to have with you
- Demonstrate professionalism
- Empowers others in the room
Sincere Appreciation,
Richaard Wong
Best Practice, Training and Development
American International Assurance Co, Ltd
20/F AIA building, 1 Stubbs Road
Hong Kong
Tel (852) 2832 6762
Fax (852) 2572 1792
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
Never enter a sales situation without a written agenda. Make a copy for yourself and a copy for your clients. The most overriding reason to do this is CONTROL.
Think about it. When you go to a meeting, you want to know,” What’s the agenda?”
When we set agenda, we control the interview- what we’re going to talk about, in what order, for how long – and what we’re going to do when we’re done.
An Agenda:
- Keeps you organized before you even leave the office because you have written out all you’re going to talk about
- Reminds you of any forms you may need to have with you
- Demonstrate professionalism
- Empowers others in the room
Sincere Appreciation,
Richaard Wong
Best Practice, Training and Development
American International Assurance Co, Ltd
20/F AIA building, 1 Stubbs Road
Hong Kong
Tel (852) 2832 6762
Fax (852) 2572 1792
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
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