STEP 1 - PROSPECTING

Name:
Agent Code:

5-STEP SUCCESS FORMULA IN SALES

 HOW DO YOU
EFFECTIVELY

GROW
YOUR
BUSINESS?

GROW
MY ______

5 ________________
3 ________________
2 ________________
1 ________________

1
 PROSPECTING IS
____________________________________________________

MAIN OBJECTIVE
__________________________
__________________________

2
3 WAYS TO QUALIFY A PROSPECT

C A N
______ ______ ______

COMMON FINANCIAL NEEDS

______ ______ ______ ______

3
 POSITIVE ENERGY
ATTRACTS
_________THINGS

MY AFFIRMATIONS
1.____________________________________________
2.____________________________________________
3.____________________________________________

4
 PROSPECTING
STEPS

1 2 3 4

3H FORMULA
WHAT DO I DO?
WHO DO I HELP?
HOW DO I HELP?

I specialise in helping
........... to ............. via
investing in ...........

5
Additional Notes

6
 MAGIC NUMBER 200
LIST DOWN AT LEAST POTENTIAL PROSPECTS LIST.

NO. NAME CONTACT CATEGORY* REMARK

1
2
3
4
5
6
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9
10
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12
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20
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*Category :

1 FAMILY
2 FRIENDS
3 COLLEAGUES
4 EX-COLLEAGUES
5 NEIGHBOURS
6 OTHERS
STEP 2 - Securing
Appointments

Name:
Agent Code:

5-STEP SUCCESS FORMULA IN SALES

 Before making a call:

A - _______________________
T- _______________________
T- _______________________
S- _______________________
S- _______________________

_____ _____

THE FOUR STEPS IN SECURING APPOINTMENTS

1.___________________________________
2.____________________________________
3. ___________________________________
4. ___________________________________

1
 Step 1 - Small talk

Step 2 - Hook

Step 3 - Offer Options

Step 4 - Reconfirm

2
 Tool #1

Notes:
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________

3
 Tool #2

Notes:
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________

4
Additional Notes

6
NEEDS ANALYSIS
& SOLUTIONS
NAME:
AGENT CODE:
BRANCH
 VISUALISE
SUCCESS

SKILLS NEEDED

ACTIVE LISTENING
_______________________________
_______________________________

ASKING QUESTIONS
_______________________________
_______________________________
 BUILDING
RAPPORT

Personal USP
________________________________
________________________________
________________________________

HIGHLIGHT YOUR VALUE

What Do You Do?
___________________________________________
___________________________________________
Who Do You Help?
___________________________________________
___________________________________________

How do you help?

___________________________________________
___________________________________________
 THE BRIDGE
STRATEGY
Function:
CONNECTING RAPPORT BUILDING & NEEDS ANALYSIS

STEP 3
______________________________________________
______________________________________________

STEP 2
______________________________________________
______________________________________________

STEP 1
______________________________________________
______________________________________________
 FINDING NEEDS
by asking questions

HAPPY KIRA-KIRA TOOL

1. Circumstance 2. Concern

4. Choice 3. Consequence
 CALL FOR ORDER
FUNCTION:
_____________________________________________________________

Let's proceed ____________________

_____________________________________
____________________________________
__________________________________
________________________________

Let's proceed ____________________

_____________________________________
____________________________________
__________________________________
________________________________
 COMFORTING
PROSPECTS &
CLOSING
NAME:
AGENT CODE:
BRANCH:
 CONCERNS ARE
________ SIGNALS!

ALIGNMENT

Making sure both you and your

prospect connect, are on the same
page.

Mirroring Matching
_______________ _______________
_______________ _______________
_______________ _______________
_______________ _______________
_______________ _______________
The 4 Steps in 1. ACKNOWLEDGE 2. ASK

Comforting Show you

____________the
Ask to _______ if

Prospects
there any other
prospect's reason that is
situation. Never ___________ the
__________your prospect from
prospect. deciding.
Packaged with the rapport
* you have been building.

USP
Mi rro in g & 3. RESPOND 4. SUMMARISE
Ma tc hi ng

Respond
Requires practice - Summarise
* ___________ and
prospect's
_________ the steps carefully.
potential ________

Closing Techniques
___________________________________________________
1 Assumptive ___________________________________________________
___________________________________________________

___________________________________________________
2 Urgency
___________________________________________________
___________________________________________________

___________________________________________________
3 Summary
___________________________________________________
___________________________________________________
___________________________________________________
4 YES
___________________________________________________
___________________________________________________
 REFERRALS

___________________________________________________
___________________________________________________
__________________________________________________
___________________________________________________
____________________________________________________
____________________________________________________
____________________________________________________

“Closing the deal is not just selling,

it is MOVING people from where
they are to where they should be;
helping them make the right choices
and take action toward their
financial freedom, peace of mind,
and legacy.”

Fars had ASL

 REVIEW &
UPSELLING
NAME:
AGENT CODE:
BRANCH:
 WHY DO WE REVIEW?
1. ____________________________________
2. ____________________________________
3. ____________________________________

WHAT DO WE REVIEW?
-PERSONAL REVIEW-

1. ____________________________________
2. ____________________________________
3. ____________________________________
4. ____________________________________

WHAT DO WE REVIEW?
-FINANCIAL REVIEW-

1. ____________________________________
2. ____________________________________
3. ____________________________________
4. ____________________________________
 UPSELLING

___________________________________________________
___________________________________________________
__________________________________________________

BENEFITS
Increases _________ performance
Builds long term business relationship (Grow your AUM)
Discourages ________
Balances _______between new and existing
customers

POTENTIAL SCENARIO

_____________GOALS DIVERSIFICATION

INFLATION SPECIAL EVENTS

 POTENTIAL SCENARIO
ACCELERATE GOALS

EXISTING EPF INVESTOR

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________

TIME HORIZON
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________

INFLATION

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__________________________________________________________________
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 POTENTIAL SCENARIO
SPECIAL EVENTS

NEW INHERITANCE

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________

NEW PROMOTION/ BONUS

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________

DUIT RAYA/ ANGPOW

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
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 POTENTIAL SCENARIO
DIVERSIFICATION

FOR EPF INVESTOR ONLY

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
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FOR SINGLE-TYPE FUND INVESTOR ONLY

__________________________________________________________________
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__________________________________________________________________
__________________________________________________________________
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FOR BOND INVESTOR ONLY

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
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 POTENTIAL SCENARIO
INFLATION

DELAYED GOAL

__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________

ADDITIONAL NOTES

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