PROJECT 100

*Please bring along this Project 100 together for your AIA ELITE Academy Panel Interview.
 PROJECT 100
A Market Identification Guide

PURPOSE
This Project 100 guide will help you identify the type of market in which you may be prospecting and selling
should you enter the life insurance business.

It will also aid management in estimating your sales potential and in determining the type of training that would
be most beneficial to you.

The names you enter represent people you know today. Should you enter the business of selling life
insurance, you will learn proved ways to meet new people and to expand your natural markets.

While many of those you list are presently prospects for life insurance and others are not, do not make the
need for life insurance a requirement for adding their names. Do not list names by any predetermined selection
rating. Simply list the names of those who come to mind most readily.

There is space for 100 names. Please fill in all 100 spaces — no more, no less.

Also, complete all of the information requested for each name. Your Christmas card list, personal telephone
list, alumni directory, club membership roster, and other similar sources may be used to help you complete
this list.

INSTRUCTIONS
Use the sample on page 3 as a guide for completing the 10 pages accurately. Follow these instructions
carefully:

1. Read the sources listed on the upper left-hand corner of the page. Select one source that suggests
many names of people you know, and begin listing their names across the top of the page. Above each
name, write the letter to indicate the source that suggested the name to you. Continue writing the names of
people you known from that source until you have exhausted the source.

2. When you have listed all of the names from one source (8, 10, 25, 50, or even 100), return to the first
name and indicate with an X in the boxes below each name your best estimate of the information
requested.

Example: Under the category Yearly Income, you have five choices. Select what you consider to be the most
accurate choice and place an X in that box.

When you have completed the information for the first name, go to the next name and follow the same
procedure.
3. Occupation: Project 100 purposely has no catchall “other” category. When defining occupation, you must
place the person’s occupation in one of the following groups:

Student
Housewife
Professional Doctor, Lawyer, Accountant,
Engineer, Author, Professor,
Lecturer, Teacher

Businessman Sole proprietor, Business consultant,

Contractor, Business partner
Salesman
Service Worker Technician, Mechanic, Electrician,
Driver, Printer, Plumber
Military Service

4. When you have completed the information for each name listed from one source, enter the total
number of names from the source in parentheses () under the last name. The list in the column under each
name the totals, also in parentheses, for each selection in the specific category.

For Example: On the sample page your will note that (8) has been entered under Nancy Wong to show eight
names from source B. The items checked in each information category are totaled and entered in parentheses
in the Nancy Wong column.

When you have completed your list from one source and have entered the totals, select another source and
repeat the procedure. Continue this procedure until you have completed the book.

Should an additional name in a category already listed come to mind while an individual is working on another
category, merely repeat that category to list the additional name.

It is possible for a prospect’s name to be rooted in more than one source. For example, you may know Nicholas
Teo through your church (H), and Nicholas Teo may also be a new homeowner (M). When such occasions
arise, use the first source that comes to mind. Do not repeat a name.

When you have listed all names and entered the individual totals for each source, transfer the totals for each
source to the summary page.

Then total these figures so that you have a complete summary of the names included.
Source of Names Source Letter B B B B B B B B D D
A. Relatives

NAME Lee Yi Ping

HP::010-123 4567

NAME :Yvonne
HP: 010-123 4567

NAME: Farah
HP:010-123 4567

NAME: Sit
HP010-123 4567 :

NAME: Ali
HP: 010-123 4567

Muhammad
HP: 010-123 4567 NAME:

NAME: Raja
HP: 010-123 4567

NAME: Nancy Wong(8)

HP: 010-123 4567

NAME: Abdullah
HP: 010-123 4567

NAME: Devi
HP: 010-123 4567
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000 X
RM 50,000 - RM 75,000 X X X

RM 75,001 - RM 100,000 X X X

RM 100,001 - RM125,000 X

Above RM 125,000 X

Below 25 X

25 - 34 X X X X X X X
Age
35 - 44 X X

45 & Above
Student
Housewife
Professionals, Technical X X

Proprietor, Manager, Executive X X X

Secretarial/ Clerical Worker X X

Occupation
Sales Workers
Crafts, Operatives, Laborers X

Military Service X

Retired
Businessman X

Single X

Divorce / Widowed with Kids

Marital Status
Married without Kids X X X X

Married with Kids X X X X

Less than 2 years X X

Length Of Time X X X X X
2—5 years
Known
More than 5 years X X X

Close Friend X X X X
How Well X X X X X X
Casual Friend
Known
Speaking acquaintance
Not at all X X X X X

1-2 times X X X
How Often
Seen In A Year 3-5 times X X

More than 5 times

Probably not X X
Could With difficulty X X X X X X
Approach On
Business Fairly easily X

Easily X

Poor X X
Ability To Fair X X X
Provide
Referrals Good X X X X

Excellent X
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executives
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Craft s, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Craft s, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Source of Names Source Letter
A. Relatives

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :

NAME :
HP :
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues
E. Known through spouse
F. Known through children
G. Known through hobbies/games
H. Known through church/temple
I. Known through social groups
J. Known through public service
K. Newly married couples
L. New job or promotion
M. New homeowners
N. People with whom you do business
Annual Income Below RM 50,000
RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Craft s, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2-5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Note
 Summary by Source from page 4 -13
Source of Names A B C D E F G H I J K L M N TOTAL

Total names listed in each source 100

Annual Income Below RM 50,000

RM 50,000 - RM 75,000
RM 75,001 - RM 100,000
RM 100,001 - RM125,000
Above RM 125,000
Below 25
25 - 34
Age
35 - 44
45 & Above
Student
Housewife
Professionals, Technical
Proprietor, Manager, Executive
Clerical, Kindred Workers
Occupation
Sales Workers
Crafts, Operatives, Laborers
Military Service
Retired
Service, Farmers
Single
Divorce / Widowed with Kids
Marital Status
Married without Kids
Married with Kids
Less than 2 years
Length Of Time
2- 5 years
Known
More than 5 years
Close Friend
How Well
Casual Friend
Known
Speaking acquaintance
Not at all

How Often 1-2 times

Seen In A Year 3-5 times
More than 5 times
Probably not
Could With difficulty
Approach On
Business Fairly easily
Easily
Poor
Ability To Fair
Provide
Referrals Good
Excellent
Note