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 : Tan
HP : 0177800634

NAME : Ali
HP : 0187651751

NAME :Adwin
HP : 01136527758

NAME : Fatin
HP : 01162140064

NAME : Thivya
HP : 01172267001

NAME : Ananthi
HP : 0137186552

NAME : Lee
HP : 01163643641

NAME : Nur Aisyah

HP : 01129472151

NAME :Divisha
HP : 01111472151

NAME : Thilaga
HP : 0176637001
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 : Rhit
HP : 0179339224

NAME : Prakash
HP : 01163651406

NAME : Choo
HP :01111825417

NAME : Min
HP : 01124235602

NAME : Meera
HP : 0137910175

NAME :Arifah
HP : 0122074775

NAME : Tina
HP : 0149674456

NAME : Alex
HP : 0167713644

NAME : Raja
HP : 0189769336

NAME : Ajay
HP : 0124971815
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 : Fadzleen
HP : 01162514066

NAME :Iyah
HP : 0138150918

NAME : Dhanusha
HP : 0187899317

NAME :Deeviya
HP : 01126003762

NAME : Daniel
HP : 0126778588

NAME : Selvi
HP : 0183881318

NAME : Amir
HP : 0167700148

NAME : Ong
HP : 0187849405

NAME : Kok Weh

HP : 0149279892

NAME : Chen
HP : 0196687732
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 : Izzati
HP : 0198152606

NAME : Ira
HP : 01133539616

NAME : Ikmal
HP : 0145461057

NAME : Zahri
HP : 0172380195

NAME : Harene
HP : 0163659548

NAME : Ganesh
HP : 01163969356

NAME : Hajar
HP : 0188708433

NAME : Gobi
HP : 0149859879

NAME : Rekha
HP : 0149884281

NAME : Farid
HP : 01116056745
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 : Krithika
HP : 0176225262

NAME : Kirthana
HP : 0143324413

NAME : Kiran
HP : 0149811092

NAME : Karshini
HP : 01111489602

NAME : Kanmani
HP : 0167302710

NAME : Kanagaresh
HP : 0197746411

NAME : Kalaivani
HP : 0167927730

NAME : Zura
HP : 0126541059

NAME : Lasha
HP : 0193517278

NAME : Kaartic
HP : 0143229073
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 : Azreen
HP : 0169527096

NAME : Lakshana
HP : 0138780128

NAME : Mithrah
HP : 0177919086

NAME : Amirah
HP : 0138493447

NAME : Musalmah
HP : 0108214533

NAME :Sharvin
HP :0199106461

NAME : Syarifah
HP : 0126499389

NAME : Baizura
HP : 0143333454

NAME :
HP : 01823022177

NAME : Vani
HP : 0143428270
B. School Friend
C. Neighbors
D. Colleagues/Former Colleagues

Liana
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 : Pavithran
HP : 0143847514

NAME : Shruthi
HP : 0187893548

NAME : Vali
HP : 01139671017

NAME : Nurin
HP : 0177198980

NAME : Nivedha
HP : 01117254479

NAME : Nesh
HP : 0128010039

NAME : Isha
HP : 01172787670

NAME : Navin
HP : 0182113973

NAME : Naga
HP : 0149467894

NAME : Revathi
HP : 0166922749
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 : Vharshini
HP : 0143195331

NAME : Vemitra
HP : 01163765063

NAME : Tineshwary
HP : 0182483828

NAME : Thurka
HP : 0167231601

NAME : Thacthaa
HP : 01111204001

NAME : Sandya
HP : 01126627602

NAME : Saarvin
HP : 0177401512

NAME : Rashid
HP : 0166728793

NAME : Raju
HP : 0183224558

NAME : Ragavi
HP : 0182720305
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