Principal Success Planner

Success
Planner
In alliance with
Producer Name
Producer Code
Producer Agency
Producer Branch
Principal Asset Management Berhad

(formerly known as CIMB-Principal Asset Management Berhad) (304078-K)
All rights reserved. No part of this material, presentation or publication may be distributed, re-produced, translated,
mechanical, photocopying and recording without the prior written permission of Principal Asset Management
Berhad ©2019 Principal Financial Services, Inc. (“Principal”).
Success Planner_V2_as at May 2019

Our Mission
We are a leader in helping individuals, growing businesses, and
institutional clients around the world achieve financial security
and success, resulting in excellent shareholder value.
Core Values
Customer Focus
Help customers reach their goals by providing understandable solutions,
guidance that inspires action, and communications and tools that measure
progress. Protect customer assets and privacy.
Talent Development
Enable consultants to reach their full potential, contribute to our shared
purpose and advance their careers. We accomplish this by investing in
learning and development, advancing a coaching culture, embracing diversity
and inclusion, encouraging collaboration, recognizing contributions, and
communicating openly.
Financial Strength
Deliver on our promises to customers and shareholders by balancing risks and
rewards, aligning expenses with revenues, and investing in our businesses to drive
sustainable profitable growth.
Operational Excellence
Continuously improve our operations by using technology, data, and agile
processes. Improve the speed of learning and innovation in our businesses.
Identify and eliminate inefficiency.
Integrity
Do what we say we will do. Conduct business not only compliantly but
importantly, in accordance with the highest ethical standards.
Agency Philosophy
An Agency Philosophy is a statement of belief that molds and develops the mission and culture of
your business. It is often used as a guide to the strategies and direction.
Vision
My agency in 3 to 5 years’ time.
Mission
What is the purpose of my business for my agency stakeholders?
Core Values
What is/are the core value/s that my team hold, which form the foundation of our conducts?
4
Goal Setting
Begin with
the End in Mind
“To start every endeavour with clearly
defined outcomes. It also means to
determine our own life’s purpose. It ensures
that as we are climbing the ladder of success,
it leaning against the right wall.”
- Stephen R. Covey
My Goal Setting
Goal Setting
W hy d o p e o p le set g o als? How do you create

ef fec tive goals?
Goals that pursue your passion really work.
Achieving goals is a creative process
It gives a SENSE OF DIRECTION in life,
instead of drifting aimlessly, not knowing
what to do each day
The first step in the creation of your
goals takes place in your conscious mind.
Through the aid of your senses and/or your
It gives you REASONS FOR LIVING imagination, build the picture of your goal in
rather than existing. You will realise the your mind
importance of self-discipline, personal and
time management
Having your goals written down with dates,

It gives you a DRIVE or PUSH in life. You really helps the manifestation process
will be motivated to put in the effort to
accomplish what you want in life
Goal setting encourages people to look

at themselves more clearly to see where
Goal setting provides a tool-set for you to they are and what they want. The first step
change and create the life YOU want to change is acknowledging that there is
something to change
“Planning is not everything, but everything needs a plan”

Five SMART ways when creating useful goals
Specific Describe what you want to accomplish with as much detail as possible.
Measurable Describe your goal in terms that can be clearly evaluated, eg. “...Achieve
RM2,000,000 Sales by 31st October...”
Achievable A practical action plan to achieve it. In your plan, indicate the methods to
achieve the goals.
Realistic Set a goal that you are capable of achieving.

Timeline Break longer term goals into smaller chunks and specify clearly target
completion dates.
6
Activity Management
Do you want to b e
Mi ll i on Doll ar Cons ultant
Yes! No!
Ca n you conduc t 4 p res entatio n s

pe r d ay?
No!
Yes!
5 days per week x 4 presentations = 20 presentations per week

48 weeks x 20 presentations = 960 presentations per year
Assuming 20% Closing Ratio...
960 presentations x 20% = 192 cases per year
Assuming average case size of RM8,000
192 cases x RM8,000 = RM 1,536,000!!!
Yes!
M i ll i on D oll a r Pro d u cer!!!

All you have to do is to conduct 4 presentations per day and
activity management will take care of the rest.
7
Success Road Map
I know what I WANT for myself, my business and my family
e a m s
M y d r
8
Success Road Map
Imagine with all your mind, believe with all your heart, achieve with all your might.
Today What to be By when
Myself
My Business
My Family
“A goal
A Dream is just a dream.
is a dream with plan and
a deadline.
”
- Harvey Mackey
9
Income Needs Analysis
The first step in planning for financial success is to find out how much income you need to support
your expenses and financial goals.
(A) Annual Expenses

Monthly (RM) Annual (RM)
Fixed Expenses
Rent / Mortgage repayments
Utilities (Electricity, Water, Telephone, Wi-fi)
Income tax
Insurance premium (Personal accident, Medical, Life, General)
Others
Total:
Living Expenses
Food
Clothing & Footwear
Home maintenance
Medical (Doctor, Dentist, Medicines)
Car expenses
Children expenses (Education / Child care etc)
Others
Total:
Business Expenses
Office rental
Telephone
Administrator / Clerk
Business entertainment
Stationaries and Office supplies
Business travel and Expenses
Others
Total:
Savings & Accumulation
Life Insurance / Pension
Saving / Fixed Deposit
Investment (Shares / Unit Trust / ASB / ASN)
Others
Total:
Miscellaneous
Zakat / Charities
Personal entertainment (Holiday expenses / Hobbies / Movies etc)
Club fees
Gifts
Others
Total:
Total Annual Expenses (A):
10
Income Needs Analysis
(B) Financial goals that I want to achieve

Monthly (RM) Annual (RM)
Saving & Accumulation
Personal
Spouse
Children
Investment
Others
Total:
Miscellaneous
Assets
Holiday expenses
Gifts & Entertainment
Others
Total:
Total Annual Expenses (B):
(C) Commision required

Total Annual Income required (A+B) RM
Less salary/Other income RM
Total Annual Commission required (C) RM
(D) My Success Formula
_____ Telephone /Seen Call _____ Appointments _____ Closing Interviews _____ Case
(D) (E) (F) (G)
(E) Work requirement to achieve financial objectives

Types of Sales Sales (RM) Average Case Size Total Cases
UT
PRS
Half
Yearly Quarterly Monthly Weekly Daily
Activity Yearly
UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS
Case (G)
Closing Interviews
(FxG)
Appointment
Secured (ExG)
Telephone / Seen
Call (DxG)
11
My Pledge
Production
2,000,000
1,500,000
1,000,000
950,000
900,000
850,000
800,000
750,000
700,000
650,000
600,000
550,000
500,000
450,000
400,000
350,000
300,000
250,000
200,000
150,000
100,000
50,000
25,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Million Dollar Consultant Other Awards Promotion / Maintenance

Sales (UT) RM Sales (UT) RM Sales (UT) RM
Sales (PRS) RM Sales (PRS) RM Sales (PRS) RM
Name and Signature of Challenger Name and Signature of Witness
Name and Signature of Witness Name and Signature of Witness

12
My Pledge
Production
2,000,000
1,500,000
1,000,000
950,000
900,000
850,000
800,000
750,000
700,000
650,000
600,000
550,000
500,000
450,000
400,000
350,000
300,000
250,000
200,000
150,000
100,000
50,000
25,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Million Dollar Consultant Other Awards Promotion / Maintenance

Sales (UT) RM Sales (UT) RM Sales (UT) RM
Sales (PRS) RM Sales (PRS) RM Sales (PRS) RM
Name and Signature of Challenger Name and Signature of Witness

13
Le ave Blan k
Monthly Performance
Improvement Formula (M.E.A)
This is one of the most powerful formula that can move me closer to my financial goal and ultimately
achieve it.
It is governed by three critical factors:
Market (M) Effectiveness (E) Activity (A)

Ave rag e c a se Closi ng ratio, Averag e n u mb er
s i ze expre sse d in of mo nth ly clo s in g
pe rce ntage inter view
M x E x A = Monthly Sales Indicator
M = RM 8000, E = 2 0 %, A = 8 0
M x E x A = RM 8000 x 20 % x 8 0 = RM1 2 8 ,0 0 0
If I can further improve my Effectiveness (E) to 30% (others remain unchanged), my Monthly
Production Indicator will increase to RM192,000. Hence, when I further improve each of these
factors, the impact on my results will be tremendous
15
Green Activity
The below activities that are critical in giving me my desired results:
Telephone / Seen Call - Telephone or face to face conversation to

secure an interview or arrange for an interview at a later date
Appointment Secured - A conversation to secure for an interview
Customer Fact Finding - A face to face approach to gather client’s

information, including identifying client’s risk profile
Closing Interview - A sales presentation whereby an attempt has been

carried out to ask prospect to invest
Case - Submission of Unit Trust or Private Retirement Scheme (PRS)

application with payment
Referral Lead - Number of new leads obtained from existing prospects /

Investors
16
January
Be Proactive
“As human beings, we are responsible for our
own lives. Our behaviour is a function of our
own conscious choice, based on principles,
rather than a product of our conditions,
based on feelings. We have the initiative and
the responsibility to make things happen.”
- Stephen R. Covey
Important Dates
January
Date Description Remark
Glory Moments
18
Model Week
Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

: Cases = __________________(UT)___________________(PRS)
Time Morning Afternoon Evening

Day/Date 6am-12pm 12pm-6pm 6pm-12am
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
20 Points a Day or 100 Points a Week Total/
Mon Tue Wed Thu Fri Sat Sun Week
Points
Activity
T P T P T P T P T P T P T P T P
Telephone / Seen Call 1
Appointment secured 2
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
Servicing / Follow-up 1
Total points per day
Total sales collected (RM) UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS
Total cases collected UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS
*Min. 3 leads per day to qualify for the points. T=Time, P=Point
19
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
20
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
21
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
22
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
23
Monthly Review
Week 1 Week 2 Week 3 Week 4 Week 5 Total/Month

Activity Points
T P T P T P T P T P T P
Customer Fact-Finding
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Total sales collected (RM) UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS
Total cases collected UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS
Performance Ratio
Appointment Ratio Closing Ratio
Telephone/
Appointment Secured Closing Total Cases
Seen Call: X 100 (%) Interview: X 100 (%)
Appointment Telephone/Seen call Closing Interview
Total Cases
Secured
M.E.A
Current Next Next Action
Month Month Plan
Total Sales (UT) (PRS) (UT) (PRS)
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Effectiveness Total Closing Interview
x (A) Activity Total Closing Interview
Monthly Sales / Commision Indicator
Committed and Signed by Producer: Reviewed and Signed by Leader:
Date: Date:
24
February
Put First Things First
“It is at the heart of effective self-
management. It is the ability to organise our
time around the most important things.”
- Stephen R. Covey
Important Dates

February
Glory Moments
26
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
27
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
28
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
29
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
30
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
31
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
32
March
Think Win-Win
“It is a frame of mind and heart that seeks
mutual benefit in all human interactions. It
is based on the paradigm that there’s plenty
for everyone- that one person’s success is not
achieved at the expense of others.”
- Stephen R. Covey
Important Dates

March
Glory Moments
34
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
35
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
36
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
37
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
38
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
39
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
40
Seek First to
Understand,
then to be
Understood
“We try to completely understand another
person before presenting our own point
of view. It means balancing courage and
consideration and expressing our views with
clarity and respect.”
- Stephen R. Covey
April
Important Dates

April
Glory Moments
42
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
43
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
44
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
45
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
46
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
47
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
48
Synergize
“Collaborating to create 3rd alternatives
rather than settling for compromise. When
we synergize, the whole is greater than the May
sum of its parts- one plus one equals three or
more.”
- Stephen R. Covey
Important Dates
Glory Moments
May
50
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
51
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
52
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
53
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
54
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
55
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
56
“Your greatness is revealed
not by the lights that shine
upon you, but by the light
that shines within you.”
- Ray Davis
June
Important Dates
Glory Moments
June
58
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
59
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
60
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
61
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
62
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
63
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
64
July
“When you are destined
for greatness, it shows
in everything you do. It
becomes you. Greatness
becomes you.”
- Lorii Myers
Important Dates
July
Glory Moments
66
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
67
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
68
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
69
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
70
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
71
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
72
“Be a King. Dare to be
August
different, dare to manifest
your greatness.”
- Jaachynma N.E. Agu
Important Dates

August
Glory Moments
74
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
75
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
76
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
77
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
78
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
79
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
80
September
“There will never be the
right time in your life
to do a great thing. You
must create that time and
greatness will follow.”
- John A. Passaro
Important Dates

September
Glory Moments
82
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
83
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
84
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
85
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
86
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
87
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
88
October
Great success is personal
ownership of a dream and
the responsibility for its
desired outcome.
- Johnnie Dent Jr.
Important Dates

October
Glory Moments
90
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
91
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
92
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
93
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
94
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
95
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
96
Nothing great will ever be
achieved without great men,
and men are great only if they
are determined to be so.
Charles de Gaulle
November
Important Dates
Glory Moments
November
98
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
99
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
100
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
101
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
102
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
103
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
104
“I’ve learned that people
will forget what you said,
people will forget what you
did, but people will never
forget how you made them
feel.”
- Maya Angelou
December
Important Dates
Glory Moments
December
106
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
107
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
108
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
109
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
110
Model Week

: Cases = __________________(UT)___________________(PRS)

Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Activities
Points
Activity
Customer Fact-
Finding with risk 2
profile
Closing Interview 3
Cases 4
Referral leads* 1
111
Monthly Review

Activity Points
2
with risk profile
Closing Interview 3
Cases 4
Referral leads 1
Total weekly points
Performance Ratio
Telephone/
Total Cases
Secured
M.E.A
Month Month Plan
(M) Market
Total Cases
x (E) Total Cases
X 100 (%)
Date: Date:
112
Whole Year Performance
Having a clear sense of direction is

important to know:
Wh ere I a m
in s ales p e r fo r m a nce !
Yearly Overall Performance

Wh at I wa nt a n d
where I wa nt to go!
Wh at I n e e d
to do to g et t h e re !
Wh i c h p a r t s of my ac ti vi ty
f ir st nee d to b e f i xe d!
Performance Review
Production target for financial year ________________
Annual Commission RM ________________
Annual Sales RM ________________(UT) _________________(PRS)
Number of Cases RM ________________(UT) _________________(PRS)
Unit Trust Private Retirement Scheme (PRS) My Commission
Mth Sales(RM) Cases YTD Sales(RM) Cases YTD
UT PRS Total
T A T A Sales Cases T A T A Sales Cases
Jan
Feb
Mar
Q1
Apr
May
Jun
Q2
Jul
Aug
Sep
Q3
Oct
Nov
Dec
Q4
Grand
Total
T = Target A = Actual
Yearly Overall Performance
Great Achievements
1 2 3 4 5 6 7 8 9 10
11 12 13 14 15 16 17 18 19 20
21 22 23 24 25 26 27 28 29 30
31 32 33 34 35 36 37 38 39 40
41 42 43 44 45 36 47 48 49 50
51 52 53 54 55 56 57 58 59 60
61 62 63 64 65 66 67 68 69 70
71 72 73 74 75 76 77 78 79 80
81 82 83 84 85 86 87 88 89 90
91 92 93 94 95 96 97 98 99 100
As you progress in your sales adventure:

1. Please colour left side of each numbered “Star” for each submission with payment.
2. Complete the other half of each numbered “Star” for each approved cases.
115
Sales Progress &
Investment Records
Presentation and
Telephone / Appointment
Client Name/Contact Fact-Finding with
No SeenCall secured
Number risk profile
1st 2nd 3rd 1st 2nd 3rd 1st 2nd 3rd
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
116
Sales Progress &
Investment Records
Follow-up before No of Type of
submission LS/ Collected New
No of Case and Investment Approved
RSP/ Sales Client
Referral Submission Fund (UT/ Date
EPF (RM) (√ )
1st 2nd 3rd Date PRS)
117
Sales Progress &
Investment Records
Presentation and
No SeenCall secured
Number risk profile
26.
27.
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
118
Sales Progress &
Investment Records
RSP/ Sales Client
EPF (RM) (√ )
119
Sales Progress &
Investment Records
Presentation and
No SeenCall secured
Number risk profile
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
62.
63.
64.
65.
66.
67.
68.
69.
70.
71.
72.
73.
74.
75.
120
Sales Progress &
Investment Records
RSP/ Sales Client
EPF (RM) (√ )
121
Sales Progress &
Investment Records
Presentation and
No SeenCall secured
Number risk profile
76.
77.
78.
79.
80.
81.
82.
83.
84.
85.
86.
87.
88.
89.
90.
91.
92.
93.
94.
95.
96.
97.
98.
99.
100.
122
Sales Progress &
Investment Records
RSP/ Sales Client
EPF (RM) (√ )
123
Sales Progress &
Investment Records
Quarter 1 Review:
1. What have I done well? 2. What can I do differently? 3. My next quarter strategies
Quarter 2 Review:
Quarter 3 Review:
Quarter 4 Review:
124
Sharpen
the Saw
“It is preserving and enhancing the greatest
asset we have- ourselves. It is regularly
renewing the four dimensions of our nature:
body, mind, heart and spirit.” New Recruit Supervision
- Stephen R. Covey
New Recruit Supervision
126
9.
8.
7.
6.
5.
4.
3.
2.
1.
No.
20.
19.
18.
17.
16.
15.
14.
13.
12.
11.
10.
Source
Consultant Code
Candidate
Contact
Number
Male/Female
Years of Working
and Training Checklist
Experience
Present
Occupation
Present Salary
Education
Initial Interview
Career Presetation
Profile Test
In-depth Interview
Job Sampling
CUTE
Date of Contract
New Agent Prgram
Joint Field Work 1
Joint Field Work 2
Joint Field Work 3

Joint Field Work 4

Case
Goal
Sales (UT)
(RM)
Case
Actual
Sales (UT)
(RM)
127
128
No.
40.
39.
38.
37.
36.
35.
34.
33.
32.
31.
30.
29.
28.
27.
26.
25.
24.
23.
22.
21.
Source
Consultant Code
Candidate
Contact
Number
Male/Female
Years of Working
Experience
Present
Occupation
Present Salary
Education
Initial Interview
Career Presetation
Profile Test
In-depth Interview
Job Sampling
CUTE
Date of Contract
New Agent Prgram
Joint Field Work 1
Joint Field Work 2
Joint Field Work 3

Joint Field Work 4

Case
Goal
Sales (UT)
(RM)
Case
Actual
Sales (UT)
(RM)
129
Notes
130
Notes

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Principal Success Planner

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Success

Principal Asset Management Berhad

Success Planner_V2_as at May 2019

W hy d o p e o p le set g o als? How do you create

Having your goals written down with dates,

Goal setting encourages people to look

“Planning is not everything, but everything needs a plan”

Realistic Set a goal that you are capable of achieving.

Ca n you conduc t 4 p res entatio n s

5 days per week x 4 presentations = 20 presentations per week

M i ll i on D oll a r Pro d u cer!!!

I know what I WANT for myself, my business and my family

Today What to be By when

(A) Annual Expenses

(B) Financial goals that I want to achieve

(C) Commision required

(D) My Success Formula

(E) Work requirement to achieve financial objectives

Million Dollar Consultant Other Awards Promotion / Maintenance

Name and Signature of Challenger Name and Signature of Witness

Name and Signature of Witness Name and Signature of Witness

Name and Signature of Witness Name and Signature of Witness

Million Dollar Consultant Other Awards Promotion / Maintenance

Name and Signature of Challenger Name and Signature of Witness

Name and Signature of Witness Name and Signature of Witness

Name and Signature of Witness Name and Signature of Witness

It is governed by three critical factors:

Market (M) Effectiveness (E) Activity (A)

M x E x A = Monthly Sales Indicator

The below activities that are critical in giving me my desired results:

Telephone / Seen Call - Telephone or face to face conversation to

Appointment Secured - A conversation to secure for an interview

Customer Fact Finding - A face to face approach to gather client’s

Closing Interview - A sales presentation whereby an attempt has been

Case - Submission of Unit Trust or Private Retirement Scheme (PRS)

Referral Lead - Number of new leads obtained from existing prospects /

Date Description Remark

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week 1 Week 2 Week 3 Week 4 Week 5 Total/Month

Total cases collected UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS

Committed and Signed by Producer: Reviewed and Signed by Leader:

Date Description Remark

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week : ___________ Target : Sales = __________________(UT)___________________(PRS)

Time Morning Afternoon Evening

Week 1 Week 2 Week 3 Week 4 Week 5 Total/Month

Total cases collected UT PRS UT PRS UT PRS UT PRS UT PRS UT PRS

Committed and Signed by Producer: Reviewed and Signed by Leader:

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)

Week : _ Target : Sales = (UT)___________(PRS)