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 -

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