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/
Tuesday, January 13, 2009
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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