MDRT sales idea 25 - Walk About
From time to time, when you find you’re are hitting a wall and getting nowhere in your sales results and spending too much time in the office, schedule a walk about.
Perform a walk about, lined up several business clients in proximate geographic areas. Most importantly don’t carry your brief case or an application. Simply go from client to client and greet them with” How are you?”
The response has been amazing. Most often, they ask what you have for them today, simply respond:” I just came by to say hello and to see how you were doing”
The most unusual response came from a client who said “Well what about accidental coverage or disability insurance, do you do them?”
These walk about have enabled you to meet your client on their turf without any expectation in the most relaxed manner. I am sure this will build relationships and solidify your position with your clients and their business partners.
Schedules walk about and do it. It will change the way your clients relate to you.
Thursday, May 14, 2009
Thursday, May 7, 2009
6 ways to achieve Sales Success
6 ways to achieve Sales Success
Here are 6 ways to stay on track and achieve sales goals
1. Use a journal or dream book
Write down what you want to accomplish in your business and personal life. Refer to it weekly and continue adding to it. List everything, however big or small, that you want to achieve. Over the years, you will be surprised how many items on that list has been checked off
2. Read a wide range of material
Read not only books and articles that pertain to our industry, but make time to read books and magazines in other areas. Include books and periodicals that are new and different from your usual reading routine
3. Use your commute wisely
Your MP3 is your personal university. Listen to learning CD, inspirational materials that help you stay motivated. Down load MDRT talks, you’re training classes that you have recorded. Make it a habit to record all the seminar and training that you attend and listen to it again to catch something that you might have missed
4. Connect with others
Connect with fellow MDRT members or your elite clubs friends, get close to them and you will be motivated and pick up good habits and sales activity. Join local toast master clubs or business man meetings. Be active in your local community. Volunteer to help in any way you can, in service the local community
5. Get assistance from Mentor or coach
Seek out a mentor or coach; Join the mentoring program that your agency is organizing.
These mentors can challenge your comfort zone and stretch you to do better in your business and personal life. These are high flyers and achievers with big dreams and you can get really motivated to act like them
6. Start or join a study group
By joining other serious minded advisors, you formalize your desire to grow and be inspired to lead others.
This will bring the best out of you especially so when you make public commitment and do everything to achieve it.
You can seek out other MDRT members to develop a small study group. There’s nothing like being a member of a group of highly skilled and motivated individuals who share the same levels of passion about the selling profession
Here are 6 ways to stay on track and achieve sales goals
1. Use a journal or dream book
Write down what you want to accomplish in your business and personal life. Refer to it weekly and continue adding to it. List everything, however big or small, that you want to achieve. Over the years, you will be surprised how many items on that list has been checked off
2. Read a wide range of material
Read not only books and articles that pertain to our industry, but make time to read books and magazines in other areas. Include books and periodicals that are new and different from your usual reading routine
3. Use your commute wisely
Your MP3 is your personal university. Listen to learning CD, inspirational materials that help you stay motivated. Down load MDRT talks, you’re training classes that you have recorded. Make it a habit to record all the seminar and training that you attend and listen to it again to catch something that you might have missed
4. Connect with others
Connect with fellow MDRT members or your elite clubs friends, get close to them and you will be motivated and pick up good habits and sales activity. Join local toast master clubs or business man meetings. Be active in your local community. Volunteer to help in any way you can, in service the local community
5. Get assistance from Mentor or coach
Seek out a mentor or coach; Join the mentoring program that your agency is organizing.
These mentors can challenge your comfort zone and stretch you to do better in your business and personal life. These are high flyers and achievers with big dreams and you can get really motivated to act like them
6. Start or join a study group
By joining other serious minded advisors, you formalize your desire to grow and be inspired to lead others.
This will bring the best out of you especially so when you make public commitment and do everything to achieve it.
You can seek out other MDRT members to develop a small study group. There’s nothing like being a member of a group of highly skilled and motivated individuals who share the same levels of passion about the selling profession
Standby Credit
Standby Credit
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
Sunday, April 26, 2009
Emotions: Know Them,Manage and Chose
Emotions: Know Them, Manage Them, Choose Them
Emotional Intelligence is recognizing, understanding and choosing how we think, feel, and act. Emotional Intelligence has five components:
1) Know Your Emotions
What upsets you, and how are you handling it? Think about your emotional triggers. Is it being in a traffic jam, or maybe your teenager rolling her eyes? When you figure out what your emotional triggers are, you can become proactive and use your Emotional Intelligence.
2) Manage Your Emotions
We speak to ourselves between 600-800 words per minute, and 75 percent of these words are usually negative. Unfortunately, your brain believes what you say. You need to replace those negative thoughts with positive thoughts; a positive mantra. What does your body do when you get emotional? Many times, when we get emotional, we stop talking, or we don’t realize what’s coming out of our mouths or we explode in anger! You need to be aware of how you react to certain emotions so you can be proactive.
3) Recognize Emotions in Others
Seven percent of your communication is verbal, our words. Thirty-eight percent is pitch and tone, the way we say things. Fifty-five percent is our body language. It’s often the way we say things that get us in trouble. Be aware of the emotions reflected in your pitch and tone, and be aware of other’s pitch and tone. Listen for how you say things to your employees, peers and family. We have to constantly be aware of what our body language could be saying and what others could be telling us. Our body language can redefine our message with a simple gesture. You might say nicely, “Can I help you?” But your body language might indicate, “I don’t care,” because your eyes have slightly rolled. You may have your arms crossed, which can mean, “I don’t care what you have to say” or “I am not going to agree to this change.” Hands on the hips can mean, “I’m right and you’re wrong” or “I am better than you.” Being aware of body language is the quickest way to gauge others’ emotions; just look at them.
4) Choosing Your Emotions
What is the number-one obstacle that is stopping you from choosing? You! You choose to be mad, you choose to be glad, and you choose to be sad. No one else can choose for you.
5) Handling Your Emotions In Relationships
People are not difficult, they are just different. We seem to get emotional over these differences, and we define people as difficult. The Myers Briggs Personality Indicator, the D-I-S-C profile and many others provide insight into others, as well as yourself. By understanding differences and emotional characteristics, you can get more of what you want from you relationship with others.
Candy Whirley is a professional speaker and leadership and team-building expert who has been addressing audiences for 20 years and consulting companies for eight years. She has co-authored several books, including Ordinary Women . . . Extraordinary Success and Magnetic Leadership. Her entire 2008 Annual Meeting presentation is available at www.mdrtpowercenter.org.
Emotional Intelligence is recognizing, understanding and choosing how we think, feel, and act. Emotional Intelligence has five components:
1) Know Your Emotions
What upsets you, and how are you handling it? Think about your emotional triggers. Is it being in a traffic jam, or maybe your teenager rolling her eyes? When you figure out what your emotional triggers are, you can become proactive and use your Emotional Intelligence.
2) Manage Your Emotions
We speak to ourselves between 600-800 words per minute, and 75 percent of these words are usually negative. Unfortunately, your brain believes what you say. You need to replace those negative thoughts with positive thoughts; a positive mantra. What does your body do when you get emotional? Many times, when we get emotional, we stop talking, or we don’t realize what’s coming out of our mouths or we explode in anger! You need to be aware of how you react to certain emotions so you can be proactive.
3) Recognize Emotions in Others
Seven percent of your communication is verbal, our words. Thirty-eight percent is pitch and tone, the way we say things. Fifty-five percent is our body language. It’s often the way we say things that get us in trouble. Be aware of the emotions reflected in your pitch and tone, and be aware of other’s pitch and tone. Listen for how you say things to your employees, peers and family. We have to constantly be aware of what our body language could be saying and what others could be telling us. Our body language can redefine our message with a simple gesture. You might say nicely, “Can I help you?” But your body language might indicate, “I don’t care,” because your eyes have slightly rolled. You may have your arms crossed, which can mean, “I don’t care what you have to say” or “I am not going to agree to this change.” Hands on the hips can mean, “I’m right and you’re wrong” or “I am better than you.” Being aware of body language is the quickest way to gauge others’ emotions; just look at them.
4) Choosing Your Emotions
What is the number-one obstacle that is stopping you from choosing? You! You choose to be mad, you choose to be glad, and you choose to be sad. No one else can choose for you.
5) Handling Your Emotions In Relationships
People are not difficult, they are just different. We seem to get emotional over these differences, and we define people as difficult. The Myers Briggs Personality Indicator, the D-I-S-C profile and many others provide insight into others, as well as yourself. By understanding differences and emotional characteristics, you can get more of what you want from you relationship with others.
Candy Whirley is a professional speaker and leadership and team-building expert who has been addressing audiences for 20 years and consulting companies for eight years. She has co-authored several books, including Ordinary Women . . . Extraordinary Success and Magnetic Leadership. Her entire 2008 Annual Meeting presentation is available at www.mdrtpowercenter.org.
Standby Credit
MDRT sales idea 23 Standby Credit
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
Sincere Appreciation,
Richaard Wong, Assistant Vice President
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Your Marketing Tips
Your Marketing Tips
Simple yet effective, marketing initiatives can help your business
1. Customized business cards
Customize your business card can leave a lasting impression with potential clients.
By adding a photo and listing the services offered would be a great opener to prospective clients.
A recommendation by a 6 years MDRT from Jamaica,” I have a very affable, smiling photo that puts my best face forward placed on my card and on the inside, I carefully lay out all the services I offer. This is followed by all my qualifications. Lastly, the MDRT logo.
On the back, I use a photograph of a family sheltering under a large umbrella, which covers them from the pouring rain. This indicates the excellent coverage of my services offer”
2. Postcard
10 years MDRT, Caroline Kheng of Singapore uses postcards to let clients know she’s thinking of them.
Before leaving to attend the annual MDRT meeting, she sends a letter to her clients; explaining her attendance. While there she buys postcards and mails them from the annual meeting location. Her clients love receiving the postcards because they know upon her return; she will have greater knowledge to help them meet their financial goals.
3. Public speaking
An18 years MDRT member from Bahamas, love to speak in churches, associations, unions, and colleges “It is widely shard view that public speaking is one of man’s greatest fears”
He said” perhaps this is why giving speeches as a means of prospecting is such an underutilized technique”
Public speaking is a great way to market yourself because everyone in the audience sees you as the expert. With effective follow up, 25% to as many as 50% will become qualified prospects
4. Marketing tools and products
MDRT’s web site, www.mdrt.org, offers free marketing tools to help members promote their business and market their services to current and prospective clients. Find the following tools under Members section
- Marketing 101. Creating a Plan for your Business
- Power point presentation to explain the value of MDRT membership to clients
- Newspaper/ congratulatory ad
- Logos to use in promoting your membership
- Customized brochures, press releases, address labels
- Content for client newsletters
- Public relations tips and guidelines
- Client communication tips
Richaard Wong
Best Practices, Training & Development
Simple yet effective, marketing initiatives can help your business
1. Customized business cards
Customize your business card can leave a lasting impression with potential clients.
By adding a photo and listing the services offered would be a great opener to prospective clients.
A recommendation by a 6 years MDRT from Jamaica,” I have a very affable, smiling photo that puts my best face forward placed on my card and on the inside, I carefully lay out all the services I offer. This is followed by all my qualifications. Lastly, the MDRT logo.
On the back, I use a photograph of a family sheltering under a large umbrella, which covers them from the pouring rain. This indicates the excellent coverage of my services offer”
2. Postcard
10 years MDRT, Caroline Kheng of Singapore uses postcards to let clients know she’s thinking of them.
Before leaving to attend the annual MDRT meeting, she sends a letter to her clients; explaining her attendance. While there she buys postcards and mails them from the annual meeting location. Her clients love receiving the postcards because they know upon her return; she will have greater knowledge to help them meet their financial goals.
3. Public speaking
An18 years MDRT member from Bahamas, love to speak in churches, associations, unions, and colleges “It is widely shard view that public speaking is one of man’s greatest fears”
He said” perhaps this is why giving speeches as a means of prospecting is such an underutilized technique”
Public speaking is a great way to market yourself because everyone in the audience sees you as the expert. With effective follow up, 25% to as many as 50% will become qualified prospects
4. Marketing tools and products
MDRT’s web site, www.mdrt.org, offers free marketing tools to help members promote their business and market their services to current and prospective clients. Find the following tools under Members section
- Marketing 101. Creating a Plan for your Business
- Power point presentation to explain the value of MDRT membership to clients
- Newspaper/ congratulatory ad
- Logos to use in promoting your membership
- Customized brochures, press releases, address labels
- Content for client newsletters
- Public relations tips and guidelines
- Client communication tips
Richaard Wong
Best Practices, Training & Development
Set daily goals
MDRT sales idea 21 - Set daily goals
- Set daily sales goals
- Sales to complete
- Help with closing
What do you expect to achieve in a year?
- All the top producers have a daily budget for their personal value and set daily sales goals
- Many sales people are afraid to visualize the income they‘ll earn if they close the sale
- Set meaningful; personal goals
- People run for their own reasons, you’re no different
Keep a list of all potential income
-This sale to complete list is like a “work In progress” List. It shows you your current inventory and ensures you accurately address the income potential available to you
The add on sale - having sold, sell again
- Market research shows that people who have bought recently are very often happy to buy again immediate.
So identify your last 20 clients and see how to offer them more of the same
- Keep your own records track your own results personally, every week. don’t delegate it, don’t compute it, calculate it personally with a pen
- What you write you own, you’ll be truly aware of your shortfall if you track your own results
Detailed agenda
Have a detailed agenda of a personal goals and a definite chief aim in life, through your own personal goals gives you the drive the motivation.
Anything is possible; decide what it is you really want
Keep those goals clearly on hand so that you are driven by them daily, that way your daily sales goals will fuel your long term goals
Richaard Wong
Assistant Vice President
- Set daily sales goals
- Sales to complete
- Help with closing
What do you expect to achieve in a year?
- All the top producers have a daily budget for their personal value and set daily sales goals
- Many sales people are afraid to visualize the income they‘ll earn if they close the sale
- Set meaningful; personal goals
- People run for their own reasons, you’re no different
Keep a list of all potential income
-This sale to complete list is like a “work In progress” List. It shows you your current inventory and ensures you accurately address the income potential available to you
The add on sale - having sold, sell again
- Market research shows that people who have bought recently are very often happy to buy again immediate.
So identify your last 20 clients and see how to offer them more of the same
- Keep your own records track your own results personally, every week. don’t delegate it, don’t compute it, calculate it personally with a pen
- What you write you own, you’ll be truly aware of your shortfall if you track your own results
Detailed agenda
Have a detailed agenda of a personal goals and a definite chief aim in life, through your own personal goals gives you the drive the motivation.
Anything is possible; decide what it is you really want
Keep those goals clearly on hand so that you are driven by them daily, that way your daily sales goals will fuel your long term goals
Richaard Wong
Assistant Vice President
Client relationship
MDRT sales idea 20- Client relationship
Client is always thinking” what have you done for me lately?”
How do you create a win –win?
You listen
You decide what they are saying
You communicate acceptance
The key to listening is to accept what the other person has to say
- You do not have to like it
- You do not have to understand it
- You do not have to agree with it
- You do not have to know what to do about it
You just have to accept that, that is their point of view and they are entitled to it
You then communicate that you accept their need and that you care about them being able to get that need met
Show them you’ll work to solve their problem
People don’t buy our services, products or ideas. They buy how they imagine themselves owning it and how using it will make them feel
We should be thinking about what clients need us to do for them and how they feel after we’ve done it
See and serve clients looking at their world through the eyes of our business
Richaard Wong
Assistant Vice President
Client is always thinking” what have you done for me lately?”
How do you create a win –win?
You listen
You decide what they are saying
You communicate acceptance
The key to listening is to accept what the other person has to say
- You do not have to like it
- You do not have to understand it
- You do not have to agree with it
- You do not have to know what to do about it
You just have to accept that, that is their point of view and they are entitled to it
You then communicate that you accept their need and that you care about them being able to get that need met
Show them you’ll work to solve their problem
People don’t buy our services, products or ideas. They buy how they imagine themselves owning it and how using it will make them feel
We should be thinking about what clients need us to do for them and how they feel after we’ve done it
See and serve clients looking at their world through the eyes of our business
Richaard Wong
Assistant Vice President
TELEPHONING
MDRT sales idea 19 – Telephoning
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
Thursday, April 9, 2009
11 Powerful Methods Of Sales Lead Generation
By Jim Klein
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article.If you answered Yes, then you're going to be very excited to read this article on sales lead generation.
Here are the 11 most profitable methods I've found for sales lead generation that have turned hundreds of sales people into 6-figure sales people.
- Sphere of Influence.
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.
- Cold calling.
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!- Knocking on doorsThis method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?
- Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of in regards to your product or service.
- Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
- Mass mailing
Also known as direct marketing. Successful used of this method requires mailing a well written sales letter to a targeted mailing list.
- Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.
- Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.
- Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. When ever I'm in the chair the conversation covers a variety of topics.Offer them a $1 for every card they pass out or motivate them even more by offering a percentage of the sale that result from their referral.I've even picked up business myself while getting my haircut. Keep your ears and eyes open at all times.
- Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That's twenty cards times five work days. If you're really ambitious, do it on Saturday and Sunday also.When you're looking to generate lots of quality sales leads the more lines you have in the water the more fish you're apt to catch.These are all effective methods of sales lead generation and should be used regularly.
By Jim Klein
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article.If you answered Yes, then you're going to be very excited to read this article on sales lead generation.
Here are the 11 most profitable methods I've found for sales lead generation that have turned hundreds of sales people into 6-figure sales people.
- Sphere of Influence.
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.
- Cold calling.
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!- Knocking on doorsThis method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?
- Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of in regards to your product or service.
- Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
- Mass mailing
Also known as direct marketing. Successful used of this method requires mailing a well written sales letter to a targeted mailing list.
- Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.
- Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.
- Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. When ever I'm in the chair the conversation covers a variety of topics.Offer them a $1 for every card they pass out or motivate them even more by offering a percentage of the sale that result from their referral.I've even picked up business myself while getting my haircut. Keep your ears and eyes open at all times.
- Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That's twenty cards times five work days. If you're really ambitious, do it on Saturday and Sunday also.When you're looking to generate lots of quality sales leads the more lines you have in the water the more fish you're apt to catch.These are all effective methods of sales lead generation and should be used regularly.
Wednesday, March 25, 2009
Email as a sales tool
Simple Steps to Using Email as a Sales Tool
E-mailing is now undoubtedly the main means of communication between businesses and business people. It is important to note, that e-mailing remains a limiting form of communication in that: - It may not be read by the prospect.- It may only partially be read by the prospect.- It remains one-way communication unless the prospect decides to e-mail you back.- You cannot see or hear the prospect’s initial reaction to the e-mail.So the first important consideration for a salesperson is when to use e-mail?In sales, e-mails work well as a secondary means of communication, for instance to recap on what was said at a sales meeting, or to confirm actions that will take place between conversations.Remember; even when using e-mails in this way, it is always prudent to first ask the prospect how they would prefer to be contacted. The way and methods that you use to communicate with an individual prospect should very much depend on the person.E-mails work much less well as a primary means of communication, and it is here that the majority of salespeople struggle with e-mails. E-mails should only be used as a primary means of communication, where traditional means are impossible or will take too long.While the following tips are intended to help with creating e-mails as primary communications/introductions, 1 and 3 will also work well with e-mails used as a secondary communication.1. Subject Line/Title is critically important.The subject line is of critical importance as to whether or not the recipient decides to open the e-mail. Marketing type e-mails that make claims and promises rarely get opened. The key points here are to create a title that stands out from the crowd and is personal, so knowing and putting the prospect’s name in the title will help in this regard. Telling the prospect why you are e-mailing is also important, so the title might read something like this:Example“Hi Joe - Peter, our mutual friend, asked that I Speak to You Directly”It also a good idea to at least customize the first paragraph of the e-mail as many prospects may only read the first few lines.2. Keep the Text Short, Simple and to the Point.Introductory e-mails are just that, an introduction so don’t go in to great detail about your products. The objective here is to create the opportunity where you can speak to the prospect in more detail.Example“Hi Joe, My name is ……, I’m a sales consultant with ABC………..We at ABC provide highly customized sales consultation with full planned wealth management.Peter though we would be a great opportunity for us to meet, specifically around………:3. Include a Call to ActionAlways include a call to action but structure this in a way that is not dependent on this request.Example“I was planning to call you this Friday at 3pm to discuss further, if you would prefer a different time, just let me know. Should you require any further info at this stage, you can get me on this (number) or by e-mail”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
E-mailing is now undoubtedly the main means of communication between businesses and business people. It is important to note, that e-mailing remains a limiting form of communication in that: - It may not be read by the prospect.- It may only partially be read by the prospect.- It remains one-way communication unless the prospect decides to e-mail you back.- You cannot see or hear the prospect’s initial reaction to the e-mail.So the first important consideration for a salesperson is when to use e-mail?In sales, e-mails work well as a secondary means of communication, for instance to recap on what was said at a sales meeting, or to confirm actions that will take place between conversations.Remember; even when using e-mails in this way, it is always prudent to first ask the prospect how they would prefer to be contacted. The way and methods that you use to communicate with an individual prospect should very much depend on the person.E-mails work much less well as a primary means of communication, and it is here that the majority of salespeople struggle with e-mails. E-mails should only be used as a primary means of communication, where traditional means are impossible or will take too long.While the following tips are intended to help with creating e-mails as primary communications/introductions, 1 and 3 will also work well with e-mails used as a secondary communication.1. Subject Line/Title is critically important.The subject line is of critical importance as to whether or not the recipient decides to open the e-mail. Marketing type e-mails that make claims and promises rarely get opened. The key points here are to create a title that stands out from the crowd and is personal, so knowing and putting the prospect’s name in the title will help in this regard. Telling the prospect why you are e-mailing is also important, so the title might read something like this:Example“Hi Joe - Peter, our mutual friend, asked that I Speak to You Directly”It also a good idea to at least customize the first paragraph of the e-mail as many prospects may only read the first few lines.2. Keep the Text Short, Simple and to the Point.Introductory e-mails are just that, an introduction so don’t go in to great detail about your products. The objective here is to create the opportunity where you can speak to the prospect in more detail.Example“Hi Joe, My name is ……, I’m a sales consultant with ABC………..We at ABC provide highly customized sales consultation with full planned wealth management.Peter though we would be a great opportunity for us to meet, specifically around………:3. Include a Call to ActionAlways include a call to action but structure this in a way that is not dependent on this request.Example“I was planning to call you this Friday at 3pm to discuss further, if you would prefer a different time, just let me know. Should you require any further info at this stage, you can get me on this (number) or by e-mail”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
Wednesday, March 11, 2009
Idea Sales 19- Telephoning
Idea Sales 19 – Telephoning
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 18- Referrals
MDRT sales idea 18 – Referrals
To create an environment where asking for referrals is easy
1. Be on time
2. Do what you say you are going to do
3. Finish what you start
4. Say “please and thank you”
On obtaining referrals
1. Confirm your client’s confidence in you
2. ASK FOR HELP
3. Describe your ideal client
4. Help your client identify potential prospects for you
5. Qualify your prospects
6. Ask them to introduce you ( usually by phone)
7. Thank your client
8. Keep client informed
Relieve the pressure
John is the referral and David is the referrer
When calling a referral an optional phrase that takes the pressure off the referral is
“John, David did not assume you would want to meet me…”
The phrase relieves pressure in two ways
1. The pressure some people feel whenever a salesperson calls them
2. The pressure they feel because they know the referral source( David ) and don’t want to damage their relationship with them
Not getting the refferals
Reasons why we might not get referral
1. They don’t like or trust you enough
2. They don’t want to impose a sales person on a friend or colleague
3. They aren’t clear on what you do or how you could benefit their friend
4. They are afraid of upsetting their relationships
5. They don’t want to be seen to be talking about someone behind that person’s back
6. They may believe in the product but don’t like the salesperson
7. They cant think of anyone
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
To create an environment where asking for referrals is easy
1. Be on time
2. Do what you say you are going to do
3. Finish what you start
4. Say “please and thank you”
On obtaining referrals
1. Confirm your client’s confidence in you
2. ASK FOR HELP
3. Describe your ideal client
4. Help your client identify potential prospects for you
5. Qualify your prospects
6. Ask them to introduce you ( usually by phone)
7. Thank your client
8. Keep client informed
Relieve the pressure
John is the referral and David is the referrer
When calling a referral an optional phrase that takes the pressure off the referral is
“John, David did not assume you would want to meet me…”
The phrase relieves pressure in two ways
1. The pressure some people feel whenever a salesperson calls them
2. The pressure they feel because they know the referral source( David ) and don’t want to damage their relationship with them
Not getting the refferals
Reasons why we might not get referral
1. They don’t like or trust you enough
2. They don’t want to impose a sales person on a friend or colleague
3. They aren’t clear on what you do or how you could benefit their friend
4. They are afraid of upsetting their relationships
5. They don’t want to be seen to be talking about someone behind that person’s back
6. They may believe in the product but don’t like the salesperson
7. They cant think of anyone
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 16- Securing the Sale
MDRT sales idea 16- Securing the sale
People buy on emotion and justify with logic
The process
Disturb the prospect
Present alternative situations’
Focus on the best solutions and take some actions
The questions
Where are you now?
Where do you want to be?
How do you get there?
Closing
Is there any other solutions?
Can you see another way of solving this problem?
If I can show you a way at a price you can afford to get what you want
Will you do it?
Will you do it now?
Will you do it with me?
Price is not the issue, feeling satisfied is
The client’s perception of the value you offer determines whether they’ll do it
All decision is Value based, confidence based and risk based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
People buy on emotion and justify with logic
The process
Disturb the prospect
Present alternative situations’
Focus on the best solutions and take some actions
The questions
Where are you now?
Where do you want to be?
How do you get there?
Closing
Is there any other solutions?
Can you see another way of solving this problem?
If I can show you a way at a price you can afford to get what you want
Will you do it?
Will you do it now?
Will you do it with me?
Price is not the issue, feeling satisfied is
The client’s perception of the value you offer determines whether they’ll do it
All decision is Value based, confidence based and risk based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 15- effective fact find
MDRT sales idea 15 - Effective fact find
When you say nothing
When you talk, you can only say something that you already know.
When you listen, you may learn what someone else knows
When you have nothing to say, say nothing, let them talk
If there is one secret of success, it is in the ability to get the other person’s point of view and see things from his own angle as well as your own
Don’t go to a client filled with your assumptions about his situation, go as a receptacle for their dreams and let him or her explain their dreams to you
If this was your last day on earth what would you want to offer your family?
Some of you are going to leave your business. It’ll happen in one of the five ways, they are
1. On your death
2. Because of critical illness
3. On your retirement
4. The sale of your business
5. The bankruptcy of the your business
Can I show you how to do any one of these profitably?
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
When you say nothing
When you talk, you can only say something that you already know.
When you listen, you may learn what someone else knows
When you have nothing to say, say nothing, let them talk
If there is one secret of success, it is in the ability to get the other person’s point of view and see things from his own angle as well as your own
Don’t go to a client filled with your assumptions about his situation, go as a receptacle for their dreams and let him or her explain their dreams to you
If this was your last day on earth what would you want to offer your family?
Some of you are going to leave your business. It’ll happen in one of the five ways, they are
1. On your death
2. Because of critical illness
3. On your retirement
4. The sale of your business
5. The bankruptcy of the your business
Can I show you how to do any one of these profitably?
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 14- I don't want to spend that much on Life insurance
MDRT sales idea 14 - I don’t want to spend that much on Life Assurance
You’re not spending money. You‘re saving it.
This policy accumulates a cash value so you’re just moving money from one pocket to the other pocket.
It’s not really leaving you; it’s just being moved from one type of bank account to another
The best investment is the one that provides you with the most money when you need it most.
On these criteria wouldn’t you agree that Life Assurance has to be a sound investment?
Remember it changes the face value into cash value when the family needs it most
I’d rather buy term Assurance
With term assurance most people end up having paid a lot for nothing. Ultimately, you will stop paying because the premium just keeps going up
- Permanent life is an increasing asset because your premiums are invested. Which would you rather prefer- an increasing asset of liability?
- Death is a permanent problem. Less than 20% of people die before age 65. Use Life Assurance and let 1% of your salary protect the other 99%
- Somebody always pays whether or not, either you pay for it now or your family pays for you not having it when you’re gone
Most people insure their houses, their motorbikes, cars and computers, all of which are improbable. Death on the other hand is inevitable
If it makes sense to insure an improbable loss, doesn’t it make sense to insure an inevitable loss?
The future is always purchased in the present. You have to set aside money now to secure your future
Why not let the event that causes the problem also create the solution
Most people leave a mess behind at their death; why not let the event of your death trigger the solution which is the payment of a lump sum outside of your estate
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
You’re not spending money. You‘re saving it.
This policy accumulates a cash value so you’re just moving money from one pocket to the other pocket.
It’s not really leaving you; it’s just being moved from one type of bank account to another
The best investment is the one that provides you with the most money when you need it most.
On these criteria wouldn’t you agree that Life Assurance has to be a sound investment?
Remember it changes the face value into cash value when the family needs it most
I’d rather buy term Assurance
With term assurance most people end up having paid a lot for nothing. Ultimately, you will stop paying because the premium just keeps going up
- Permanent life is an increasing asset because your premiums are invested. Which would you rather prefer- an increasing asset of liability?
- Death is a permanent problem. Less than 20% of people die before age 65. Use Life Assurance and let 1% of your salary protect the other 99%
- Somebody always pays whether or not, either you pay for it now or your family pays for you not having it when you’re gone
Most people insure their houses, their motorbikes, cars and computers, all of which are improbable. Death on the other hand is inevitable
If it makes sense to insure an improbable loss, doesn’t it make sense to insure an inevitable loss?
The future is always purchased in the present. You have to set aside money now to secure your future
Why not let the event that causes the problem also create the solution
Most people leave a mess behind at their death; why not let the event of your death trigger the solution which is the payment of a lump sum outside of your estate
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 13- Why should I buy Life insurance?
MDRT Sales idea 13 - Why should I buy Life insurance?
“If death will create an economic loss for your family, your business estate or your community, you probably need some more life insurance”
I’ll be dead anyway
“Are you saying that because you really mean it or because you want to avoid the purchase of life Assurance? You probably don’t really mean it.
Caring, responsible people just don’t think that way “
My spouse can always remarry
“What if you died in a car accident and your spouse was totally disabled?”
“Would you want your spouse‘s entire future to depend on her ability to remarry?”
My spouse can sell the house and buy a smaller one
“If your spouse had died a month ago, would you sell your house and move into a smaller one?”
“I believe the answer you’d never expect is probably not. It’ll be enough of a crisis without having to move house as well?”
I’ll worth more dead than alive
“Just how much are all your tomorrows worth?”
“If you are 40 now, earning USD 50,000 a year each year for the next 20 years your potential earnings”
“Power is USD 1,000,000 regardless of any increase in your earnings”
“Surely you are worth far more alive than dead and that assumes your earnings will never rise.”
“And if you died now would the family find that earning power there?”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“If death will create an economic loss for your family, your business estate or your community, you probably need some more life insurance”
I’ll be dead anyway
“Are you saying that because you really mean it or because you want to avoid the purchase of life Assurance? You probably don’t really mean it.
Caring, responsible people just don’t think that way “
My spouse can always remarry
“What if you died in a car accident and your spouse was totally disabled?”
“Would you want your spouse‘s entire future to depend on her ability to remarry?”
My spouse can sell the house and buy a smaller one
“If your spouse had died a month ago, would you sell your house and move into a smaller one?”
“I believe the answer you’d never expect is probably not. It’ll be enough of a crisis without having to move house as well?”
I’ll worth more dead than alive
“Just how much are all your tomorrows worth?”
“If you are 40 now, earning USD 50,000 a year each year for the next 20 years your potential earnings”
“Power is USD 1,000,000 regardless of any increase in your earnings”
“Surely you are worth far more alive than dead and that assumes your earnings will never rise.”
“And if you died now would the family find that earning power there?”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
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Tuesday, January 13, 2009
MDRT sales idea 12- A Conceptual overview of a systematic savings plan
GOALS: $1 MILLION CASH
Annual Savings
Net Rate %
Years
$20,000
0%
50.00
$20,000
20%
13.15
$20,000
15%
15.31
$20,000
12%
17.17
$20,000
10%
18.80
$20,000
8%
20.91
$20,000
5%
25.68
“MORE PEOPLE SHOULD LEARN TO TELL THEIR MONEY WHERE TO GO INSTEAD OF ASKING IT WHERE THEY WANT”
“I AM MORE CONCERNED FOR THE RETURN OF MY MONEY THAT THE RETURN ON MY MONEY”
- Will Rogers
Could you be “comfortable” with an 8% to 10% return and alleviate all worry, frustration and doubt?
Would you be willing to wait one to two more years to become a MILLIONARE?
“IF” you could have a safe, conservative, no risk investment that was liquid, tax sheltered and gave you life insurance at little “COST”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
GOALS: $1 MILLION CASH
Annual Savings
Net Rate %
Years
$20,000
0%
50.00
$20,000
20%
13.15
$20,000
15%
15.31
$20,000
12%
17.17
$20,000
10%
18.80
$20,000
8%
20.91
$20,000
5%
25.68
“MORE PEOPLE SHOULD LEARN TO TELL THEIR MONEY WHERE TO GO INSTEAD OF ASKING IT WHERE THEY WANT”
“I AM MORE CONCERNED FOR THE RETURN OF MY MONEY THAT THE RETURN ON MY MONEY”
- Will Rogers
Could you be “comfortable” with an 8% to 10% return and alleviate all worry, frustration and doubt?
Would you be willing to wait one to two more years to become a MILLIONARE?
“IF” you could have a safe, conservative, no risk investment that was liquid, tax sheltered and gave you life insurance at little “COST”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT sales Ideas 11- Overlooked Markets
According to the LIMRA studies, 53 % of middle income workers have never had a personal insurance agent.
Further more 51% report that they have absolutely no individual life insurance. The only insurance protection is their group term life insurance, which cover them while they work with their current employer.
Therefore more than half of the population, their base of financial security will retire when they do, as group term life is not portable for the most part. Practically no one converts their group term to permanent insurance in their mid 60s due to the cost
Why not offer a plan for regular employees to purchase through payroll deduction.
Experience has shown that participation will range from 40 % to 70%.
It’s easy to see that a 100 life employer would produce 50 participants.
All you have to do is to convince the decision maker that the employees would be interested in this benefit and that there is value in offering such a program
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
According to the LIMRA studies, 53 % of middle income workers have never had a personal insurance agent.
Further more 51% report that they have absolutely no individual life insurance. The only insurance protection is their group term life insurance, which cover them while they work with their current employer.
Therefore more than half of the population, their base of financial security will retire when they do, as group term life is not portable for the most part. Practically no one converts their group term to permanent insurance in their mid 60s due to the cost
Why not offer a plan for regular employees to purchase through payroll deduction.
Experience has shown that participation will range from 40 % to 70%.
It’s easy to see that a 100 life employer would produce 50 participants.
All you have to do is to convince the decision maker that the employees would be interested in this benefit and that there is value in offering such a program
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT sales 10 – Presentation and “the NO- Close CLOSE”
In fact finding discovery, ask about what client feels are the biggest risks they face,
what opportunities they want to take advantage of and
where they feel their strengths is.
So, your presentation starts by reflecting those things.
Dan Sullivan’s Strategy Circle is a great presentation selling too.
It uses such a great combination of emotion and logic
You state the goals on one side of the page and note the current date.
Next, you list the outcomes or what benefits will accrue in 10 years on the opposite side and the future date.
Then you list the obstacles to reaching the goals – the risk factors given in fact finding discovery.
And finally, list a solution for each obstacle – often a product or service you can provide.
Have this prepared in advance and then use solid sheet of paper to uncover each segment as you go through it.
You can do it on the spot, creating the circle on a blank sheet of paper with the clients
This Strategy Circle has become a no close CLOSE;
It takes what the client has told and their concerns about – emotion –
and, Allows you to present a logical solution in the form of a financial product.
They have in fact solved their own problem, and you act merely as the medium for accomplishing this.
Objections that may arise are actually opportunities to further cement the logic of the solutions
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
In fact finding discovery, ask about what client feels are the biggest risks they face,
what opportunities they want to take advantage of and
where they feel their strengths is.
So, your presentation starts by reflecting those things.
Dan Sullivan’s Strategy Circle is a great presentation selling too.
It uses such a great combination of emotion and logic
You state the goals on one side of the page and note the current date.
Next, you list the outcomes or what benefits will accrue in 10 years on the opposite side and the future date.
Then you list the obstacles to reaching the goals – the risk factors given in fact finding discovery.
And finally, list a solution for each obstacle – often a product or service you can provide.
Have this prepared in advance and then use solid sheet of paper to uncover each segment as you go through it.
You can do it on the spot, creating the circle on a blank sheet of paper with the clients
This Strategy Circle has become a no close CLOSE;
It takes what the client has told and their concerns about – emotion –
and, Allows you to present a logical solution in the form of a financial product.
They have in fact solved their own problem, and you act merely as the medium for accomplishing this.
Objections that may arise are actually opportunities to further cement the logic of the solutions
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT sales idea no 9 - Elevator speech
Group benefit: - “We provide quality and affordable health plans for business, self – employed and the uninsured”
Voluntary Benefits: - “We provide benefits including life, disability and official illness insurance for employees with little or no cost to the employer”
Retirement Planning: - “We design investment strategies for business and individuals so they can succeed in their goals for retirement”
Estate Planning: - “We design a plan that provides you with the ability to pass the maximum assets to your loved ones”
Senior services:-” We provide planning solutions that enable seniors to pay for extended care at home or in nursing homes”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Group benefit: - “We provide quality and affordable health plans for business, self – employed and the uninsured”
Voluntary Benefits: - “We provide benefits including life, disability and official illness insurance for employees with little or no cost to the employer”
Retirement Planning: - “We design investment strategies for business and individuals so they can succeed in their goals for retirement”
Estate Planning: - “We design a plan that provides you with the ability to pass the maximum assets to your loved ones”
Senior services:-” We provide planning solutions that enable seniors to pay for extended care at home or in nursing homes”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT Sales Idea 8 – Writing on your name card
On your business card please hand writes some catchy phrase in red ink
- I buy life insurance
- I am the person (Man/ Woman) who your children will love
- I will buy your house at any price
- Living in style and comfort
- Etc
On meeting new people and after presenting your card and remember to always ask for their name and contact.
After obtaining this information start using their names
Bring to their attention what you have written.
Usually they will ask what it means; it will be a great ice breaker and provide you with the chance to ask them what is important to them.
As you explain, they are going to discover they have some financial problem left unattended.
Assure them “Mr. / Ms Prospect, Don’t worry, I have the solution that you are looking for “
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
On your business card please hand writes some catchy phrase in red ink
- I buy life insurance
- I am the person (Man/ Woman) who your children will love
- I will buy your house at any price
- Living in style and comfort
- Etc
On meeting new people and after presenting your card and remember to always ask for their name and contact.
After obtaining this information start using their names
Bring to their attention what you have written.
Usually they will ask what it means; it will be a great ice breaker and provide you with the chance to ask them what is important to them.
As you explain, they are going to discover they have some financial problem left unattended.
Assure them “Mr. / Ms Prospect, Don’t worry, I have the solution that you are looking for “
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT Sales Idea 7 - Life is for the Living
Talk to your clients about the reality of life insurance and pension plans
- For years I always said to my prospects:
“Well. Mr. /Ms Prospect, suppose you are dead tomorrow.”
“What amount of money do you want us to pay your spouse and kids for their support?”
MY clients didn’t want to buy. They were dead anyway tomorrow, so why buy today?
- Then, one day I got it and started saying
“Well, Mr. /Ms Prospect suppose you would have died yesterday” (Which you luckily did not do happen)
- “What amount of money do you want us to pay today to your spouse and kids for their support?”
And Suddenly, yes, they understood.
They still had a chance. Life is for the Living, so they bought our life insurance and pension plan policies!
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Talk to your clients about the reality of life insurance and pension plans
- For years I always said to my prospects:
“Well. Mr. /Ms Prospect, suppose you are dead tomorrow.”
“What amount of money do you want us to pay your spouse and kids for their support?”
MY clients didn’t want to buy. They were dead anyway tomorrow, so why buy today?
- Then, one day I got it and started saying
“Well, Mr. /Ms Prospect suppose you would have died yesterday” (Which you luckily did not do happen)
- “What amount of money do you want us to pay today to your spouse and kids for their support?”
And Suddenly, yes, they understood.
They still had a chance. Life is for the Living, so they bought our life insurance and pension plan policies!
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT Sales Idea 6 –“IRR on a death claim”
Virtually all life insurance presentation have focused on the internal rate of return (IRR)
Try another approach; compile some death benefit claims and premium monies paid by policy owners.
By doing this you can calculate the exact IRR paid at the time of death.
This one page illustration has proved to be very “enlightening” to many fiduciaries to whom a life insurance proceeds check has been delivered.
It is also very helpful in explaining to a family the actual results of the life insurance policy purchased by their father /spouse.
In all cases, people have expressed surprise at the strong rates of return and, further, have indicated that they were not aware that these types of results could possibly be achieved with a life insurance policy
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Virtually all life insurance presentation have focused on the internal rate of return (IRR)
Try another approach; compile some death benefit claims and premium monies paid by policy owners.
By doing this you can calculate the exact IRR paid at the time of death.
This one page illustration has proved to be very “enlightening” to many fiduciaries to whom a life insurance proceeds check has been delivered.
It is also very helpful in explaining to a family the actual results of the life insurance policy purchased by their father /spouse.
In all cases, people have expressed surprise at the strong rates of return and, further, have indicated that they were not aware that these types of results could possibly be achieved with a life insurance policy
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
MDRT Sales Idea 5 - Focus on Open, Not the Close
What has worked is to focus on the OPENING at the very first meeting, that’s where the SALE is made.
- Do you position yourself as a sales person trying to CLOSE a deal on your initial appointment?
- Or are you positioning yourself as the trusted advisor who sits on the same side of the table as your prospects?
What are the things you can do so that your prospects will see you as the trusted advisor?
And not someone who may be trying to sell them something?
Try these steps:
Initial Meeting:
Strictly gather information and establish objectives.
Do not mention any products at this meeting.
The only thing you are selling is yourself and your services
Develop a Plan or Strategies:
Do this between the initial and the second meeting
Focus on solution to satisfy a need and sell a want
Create a plan and strategies
Second meeting:
Discuss strategies and solution to an agreed need.
And if the situation is ripe secure the sale.
Third meeting:
This cements the case and reinforces the policy benefits.
Lock in the review meeting either in the next 3 or 6 months.
Sell your continued service and ask for referrals
Review Meeting:
This is an ongoing process. You cannot sell and forget about them
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
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
What has worked is to focus on the OPENING at the very first meeting, that’s where the SALE is made.
- Do you position yourself as a sales person trying to CLOSE a deal on your initial appointment?
- Or are you positioning yourself as the trusted advisor who sits on the same side of the table as your prospects?
What are the things you can do so that your prospects will see you as the trusted advisor?
And not someone who may be trying to sell them something?
Try these steps:
Initial Meeting:
Strictly gather information and establish objectives.
Do not mention any products at this meeting.
The only thing you are selling is yourself and your services
Develop a Plan or Strategies:
Do this between the initial and the second meeting
Focus on solution to satisfy a need and sell a want
Create a plan and strategies
Second meeting:
Discuss strategies and solution to an agreed need.
And if the situation is ripe secure the sale.
Third meeting:
This cements the case and reinforces the policy benefits.
Lock in the review meeting either in the next 3 or 6 months.
Sell your continued service and ask for referrals
Review Meeting:
This is an ongoing process. You cannot sell and forget about them
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
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
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
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
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 Idea - Tuesday morning meeting
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
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
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
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
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