Agent Name:

Agent Code:

IC No.:
ACTION PROJECT: M2

AGENCY PHILOSOPHY

OBJECTIVE: To create awareness and appreciation of the value of Agency Philosophy.

1. ESTABLISHING THE VISION.

Vision answers the question “What?”

What is it that you want to achieve?
Describe the general picture of yourself in your agency business in five years’ time.

2. ESTABLISHING THE MISSION.

Mission answers the question “Why?”

Mission helps you to understand why you want to achieve the vision you have
decided upon. Write your reasons for wanting to achieve what you want

40
ACTION PROJECT: M2.1
Business Self - Assessment
This proficiency check list is to serve as a self – inventory of your skill and abilities.
Itspurpose is to determine the performance / potential gap in your selling job.

(1 = low : 5 = high.)

1. Displaying professional presence 1 2 3 4 5

2. Setting reachable goals with established deadlines 1 2 3 4 5
3. Planning time and activities for the next day 1 2 3 4 5
4. Prospecting in nests 1 2 3 4 5
5. Pre-approach effectiveness 1 2 3 4 5
6. Skill in fact-finding and probing 1 2 3 4 5
7. Sales presentation persuasiveness 1 2 3 4 5
8. Meeting objections 1 2 3 4 5
9. Closing skill and strategy 1 2 3 4 5
10. Obtaining referred lead introductions 1 2 3 4 5
11. Use of weekly report to determine the 1 2 3 4 5
“dollar value” of each selling activity and
the progress being made towards my goals
12. Involvement of specialists in joint selling 1 2 3 4 5
13. Efficient office administration 1 2 3 4 5
14. Secretarial, telephone, and mail services 1 2 3 4 5
15. MDRT qualification, Insurance Association participation 1 2 3 4 5
16. Staying active in business, and charitable activities 1 2 3 4 5
17. Reading and CD listening 1 2 3 4 5
18. Physical fitness program 1 2 3 4 5
19. Managing personal financial affairs 1 2 3 4 5
20. Personal planned self-improvement program 1 2 3 4 5

Total possible score 100

My score
Performance/Potential Gap in My Sales Job

(Source : Adapted from ‘Your combination to Success Workbook’ by The Kinder Brothers
International Group Insurance, Dallas, Texas)

41
ACTION PROJECT: M2.2
Income Needs for 2 ___
TOTAL
MONTHLY MONTHLY ANNUAL
FIXED EXPENSES
Rent or Mortgage Payments RM
Utilities - Phone, Water
Fire and General Insurance
Income Taxes
Others RM RM

LIVING EXPENSES
Food RM
Clothing
Children’s Education
Laundry and Tailoring
Non-business Lunches
Auto Expenses, Non-business
Medical - Doctor, Dentist, Drugs
Domestic Help
Others RM RM

BUSINESS EXPENSES
Sales Promotion, Advertising and
Direct-mail, Professional Association
Dues RM
Telephone, Stationery, Postage, Supplies
Business Entertainment
Professional Course Enrolment
Others RM RM

SAVINGS AND ACCUMULATION

Life Insurance RM
Savings Account
Debt Reduction (other than Mortgage)
Investments
Others RM RM

MISCELLANEOUS
Club Dues RM
Gifts and Services
Vacation/Travels
Others RM RM

TOTAL ANNUAL REQUIREMENT

(Source : Adapted from ‘Your combination to Success Workbook’ by The Kinder Brothers
International Group Insurance, Dallas, Texas)

42
ACTION PROJECT: M3

Key Task Area : Recruitment Agency Name : ______________

Our Belief/s in Recruitment:

58
 ACTION PROJECT: M3.1
OBJECTIVE

Actual Results

No. of Monthly Total

Candidates Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec for
Objective
obtained from Year
C.O.I
Centre of
Influence

Advertisements

Policyholders

Recruiting
Letters

Personal
Observations

Referrals from
Agents/Clerical
Staff

Friends/
Relatives

College Mates

59
ACTION PROJECT: M4

Key Task Area : Selection

Our Belief/s in Selection:

77
ACTION PROJECT: M5

Key Task Area : Training

Our Belief/s in Training:

93
ACTION PROJECT: M6
Key Task Area : Supervision

Our Belief/s in Supervision:

o
o

108
ACTION PROJECT: M9

AGENCY LEADER’S GOAL

1. MANPOWER DEVELOPMENT

a) Current number of agents (1/1/2 _____) : __________________________

b) New recruits : __________________________

c) Number of agents to be terminated : __________________________

d) Net number of agents (31/12/2 ______) : __________________________

2. PRODUCTION

For the gross profit required, the following amount of production is needed:

a) Existing agents :- RM’000

(Annually)
i) ______________ x 150,000 =

ii) ______________ x 100,000 =

iii) ______________ x 80,000 =

iv) ______________ x 50,000 =

v) ______________ x 30,000 = ______________

b) Existing agents :-

i) ______________ x 100,000 =

ii) ______________ x 40,000 =

iii) ______________ x 40,000 =

iv) ______________ x 20,000 = ______________

*
Grand total
__________________
__________________

Total overriding from *______________ is RM _______________(Gross Profit)

*(less persistency and estimated non-collection)

149
3. EXPENSES RM’000 RM’000

a) Recruitment aids : i) Advertisement : ______________

ii) Printing : ______________

iii) Others : ______________ ____________

b) Training & i) Self : ______________

Development :
ii) Agents : ______________ ____________

c) Office/Overheads : i) Stationery : ______________

ii) Equipment : ______________

iii) Staff Salary : ______________

iv) Rental : ______________

v) Utilities : ______________

vi) Others : ______________ ____________

d) Incentives : i) 1st Quarter : ______________

ii) 2nd Quarter : ______________

iii) 3rd Quarter : ______________

iv) 4th Quarter : ______________ ____________

e) Entertainment : i) Agents : ______________

ii) Peers : ______________

iii) Others : ______________ ____________

f) Transportation : : ______________ ____________

g) Miscellaneous : : ______________ ____________

Total Expenses _______________

_______________

3. Gross Profit - Total Expenses = Net Profit

150
ACTION PROJECT: M9.1

A REGULAR CHECK OF YOUR AGENCY PRODUCTION

Monthly Objective for Year Actual Production Increase (I) or

completions list to Date Year to Date Decrease (D) over
for Objective
RM RM RM
January

February

March

April

May

June

July

August

September

October

November

December

Total

151