Japan Tsunami

Who can predict the next second or minute? No one.... The recent Japan Tsunami once again aroused human's awareness of uncertainties ahead of us. We do not know what will be coming next time. We all wish that there is always harmony in this world we love. BUT... Sorry, it won't be happening... What we can do is only get prepared! Love people around us, treasure the time together!

U know about Coronary Artery Block?

Recently, one of my clients got diagnosed of his 3 main arteries being blocked 99%, 90% & 50%. He wanted to claim for 36 critical illness. So, i helped him to claim under coronary artery-by-pass surgery, but since he go to General Hospital for performing the operation, he need to wait quite a long time earliest by July or later.

He told me how bad his condition is. He said every time he walked a short distance, his heart started feel uneased and aching. So, he need to take a short rest every short distance walk. And at around 1am everday, his heart felt aching again since the circulation of the blood through heart during that period, so he had to suffer it around every 1am.

And even more, everyday, he can only drink 1litres of water at maximum only. If over, then his whole body will get inflated by water. Then, he has to be hospitalised for a few days to get rid of the water.

He said to himself sometimes, what is there any meaning for him to continue living under this situation, not able to be live as a normal person?

So bad for him everyday!

Hope he can quickly got the operation done to have a normal living again...

New Zealand Christchurch EarthQuake

Christchurch Eqrthquake in 22nd Feb 2011 hurt people's heart deeply.

Christchurch, my place of teenage memory, being destroyed badly after the earthquake.

Nobody knew it came again after 2010 September Earthquake last year.
And nobody knew that it came around noon time.
Nobody can predict the future.

Just like we cannot predict that we won't get sick, won't meet accident.

That is why we all need insurance, though we all do not want it.

But we need it!

With a few pennies a day, we can own some $50,000 of protection.

Christchurch Earthquake

A deep condolence to those fatality in this Christchurch Earthquake!!! Take care, Christchurch people!!!

The Year of Tiger

10 years ago, people were worried about Y2K. Companies were afraid that their businesses would be impacted by the Y2K bugs, and consumers were worried about the saftey issues in life such as travelling by air.

But they worried in vain since it had no impact at all. Instead the Y2K crisis became business opportunity for many.

Hence it is our view of the situation, and how we can see opportunity while others only see fear, and take advantage of it by acting upon it.

What is the crisis you face right now?

BOP talk

Last night, my father & I held a Business Opportunity Presentation (BOP) Talk in our main office, by publishing news in local newspapers.

This is the first time we did this kind of public recruitment talk. What we are most anxious about is the no. of attendants. And last night, there were altogether 10 people attending i.e.4 new persons and 6 agents. 2 persons see through newspapers, and 2 persons are my father's friend's daughters.

What i learnt from it is that we should make our BOP talk known to public as far as possible through means of distributing advertisement papers to public, publishing news on local newpapers.

The talk is indeed successful, though with newcomers of 4 persons. A good start!!!

Words to Ponder

"People failed to achieve in anything is not due to their level of hardworking,

BUT.....

Due to their not CONCENTRATING in doing one thing wholeheartedly."

"Sales is spreading of faith, affection of emotion."

When we talk to our potential clients regarding our plans, do we talk enthusiastically? or in dull?

When we talk with enthusiasm, we can let them feel our faith and love in our plans. So, before we talked, we should make sure that we do indeed like and fall in love with our company products. By then, we will be filled with power and enthusiasm to talk to our potential clients to make them love our products too.

Is your desire strong enough?

We dream of achieving MDRT, no doubt. But do we have strong DESIRE or just a dream only?

Let us ask ourselves...

And let us encourage each other in going towards MDRT direction!

A new year 2010 for achieving our dream.

Year 2010 New Year!!!

A story to share!

My client's sister, age 40, become a friend of mine in few years ago.

I usually helped her to book for the promotion air ticket to travelling. On 19th of Nov,2009, i helped her family, and her sisters' families booking very cheap air ticket to West Malaysia for a total number of 19 persons.

They went back on 27th of Nov, 2009. But then, since i am busy with my year end target, so i did not go to her shop and had chit-chat as usual. Suddenly, today this afternoon around 3pm, her sister called me up and told me that she had just passed away.

I was shocked at that moment, and wondered if it was a trick. Then, i quickly went to the mortuary centre where her body was put and i saw her sisters and their families and many friends there. I found that she passed away due to mosquito illness( sort of like dengue fever). And they said she caught it during the trip and came back without going to see doctors for curing as she thought it was nothing.

I felt that life is just some moment only, really short and sudden, unpredictable.

I can recall that most of the time, i went to her fertiliser shop and have a chit chat with her and her husband, she will order a drink for me from cafe nearby. Although she had not buy any insurance from me, she is still very supportive of me and tried to refer her clients to me. And not long ago just before the trip, she said she will buy her son's medical insurance from me next year as she saw my professionalism.

All i can say is that life is quick, really quick gone. Must cherish what we have now.

Time Flies....

Tweety Bird is 60 years old!

Batman and Robin

BARBIE DOLL has her 50th birthday this year..

One Great Agent story

Joe Gundolfo remembered deep in his heart what his father told him:" To be independent, be your own boss!"

So, he joined in insurance. At the start, many doors slapped and closed in front of him. But he kept persevering in his work. Everyday, he still works 19 hours, 7 days a week, and at the end there is indeed return. In his first week of work, his premium collected reached $92,000.

There is indeed a great effort put in for every great success!

Words to Ponder!

A prominent salesman will not only persuade people to accept his products,

and to accept his ideas or view of point as well.

A message from agent!

" Hi, ..... . I am tension for doing insurance. I want to maintain the target, and maintain my agency status... I want to prove to my friends who rejected me before that i can do insurance for a long long time... that make me feel tension. My family members wish to support me but they are lack of money. I don't know what can i do now?" - Frustrated Agent

This is a message from one of my agents who is struggling to survive in this industry. She has been in this field for 2 years, being part-time and she is a teacher. Her main problem is that all the prospects she had talked to do have insurance already which makes her feel frustrating. And she is still not yet meeting her maintenance quota by a far range of $10,000 as at November 2009.

She is like a "child" of mine, and i am being her "father". I have the responsibility to nurture and teach her how to grow up and stand up in this business.

Someone got any comments/suggestions/encouragements to her & to me as well?

Extra service!

Now most of the things require high tech, even booking air tickets require online booking.

But most of the elderly one are new to it.

We can provide extra service of helping the elderly ones to book their favourite tickets, or those youngsters who have not got any credit cards to pay for the online air ticket.

We can even inform them whenever there are offers and discounts of the airlines promotion period.

That will help your relationship with them getting closer and closer.

Most importantly, through helping their families and friend and relatives booking the tickets, you got the chance to get known to them and close a sale with them.

Words to Ponder

Never find an EXCUSE for a FAILURE!

Always find a WAY to achieve!

A good way to promote insurance

A good way to promote insurance:

Invite those clients who had claimed insurance before or the beneficiaries of the insurance

to share with your group colleagues to have them encouraged and inspired

and

with the prospects and clients to have them realised the importance of insurance and its true meaning.

Most of all, they will appreciate what you did.

Words to Ponder!

First 3 years in life insurance, there is no SUNDAYs at all.

After 3 years later, everyday becomes SUNDAY.


Do you get the meaning?

Why do agents leaving insurance industry?

This is a question faced by many group managers indeed.

For my personal point of view, agents leave because of the failure of the battle of their own mind.

They themselves first failed in mind battlefield, so they persuade themselves to leave this industry.

Giving up is easy indeed. So, that is why only minority of 5% differ from other majority 95%.

Words to Ponder!

When You SAVE today,

You & your family will be SAFE tomorrow!

We are Businessman!

Please remember that we are businessman, not merely salesman.

A businessman is profit-orientated, not only based on commission.

What does businessmen do?

They will put in every of their effort to push up their business volume and hence higher profit.

So do we!

Who are you?

BUSINESSMAN!

Objection

When a person said to you that he got 3 policies already, what is your response?

You should reply to him that you don't care how many policies he had got.

What you care is whether he got enough insurance protection.

Words to Ponder!

In every field,

only those who are DEDICATED to their MISSION

will reach GREAT height!

Telephone Sales Techniques

A new agent should be required to make 100 cold calls every week.

So that one should get 10 appointments on average and hence close 2 cases on it.

It is even better that one concentrates on a targeted level of prospects e.g. businessman.

As a matter of fact, believe it or not, there may be no one calling to them.

Recall the old story that a beauty stayed at home, watching TV alone on weekend nights as nobody dared to invite her out as they think of she being busy dating guys.

So, have courage to make the calls now.

Buying Insurance

Actually, we are not buying insurance.

We are just transferring some of our money from our bank to
another SPECIAL BANK,
to keep saving there and that SPECIAL BANK offers extra benefit
i.e. insurance protection.

Words to Ponder!

What you hear may be forgotten,

What you say may be remembered,

BUT only

What you do may be fully specialised in.

Badminton Competition vs Insurance Selling

I like to play badminton as my hobby.

About a month ago, i registered for a club badminton competition.

While playing, i can noticed that my competitor is not actually as good as i am, but at the end, he managed to win over me.

I figured out that it is because of my play-play attitude, not wanting to win actually.

I realised that i have the same attitude in my insurance career.

I just talk to the prospects of the benefits of my company's plans, but i did not sell to them, not seriously asking for a case closed. So that they just keep pondering and pondering, without any actions.

So, i need to bear in mind that in order to get a sales, i need to eagerly wanting first and then doing all my best to help them own the plan.

Words to Ponder!

The thing that makes us feel suffering & painful
is not the happening itself,

but

the way we look at it!

No need to be scared of nos

When you got the response, no matter it is a no or yes, at least you got a conversation starting already. It is no more your own presentation.

It is a conversation between you and the prospect. That is what you wished for.

Rejection is part of conversation, and it gives you chance of finding out the solutions to his/her problems.

You yourself have to figure out, the reason he said no to you.

NO....No....no....

The more nos you get, the more achievement you should have.

If you didnt get nos, that means you did not see any people.

Whereas,

when you see people, there must always be someone saying nos to you.

May be a lot more nos.

They may dislike your hairstyle.

They may dislike your wearing.

They may dislike your looking.

They may dislike your insurance plans proposed.

They may dislike your presentation.

They may even dislike your personality.

There will be a lot of people dislike you, saying nos to you.

So,

just take a break and get used to it,

and most importantly, keep going on.

4 Things You Cannot Recover

So, bear these in our Mind!

Words to Ponder

No matter what, at anytime,

you should not let others deny you,

especially YOURSELF!

Advertisement

A statistic study shows that 50% of the advertising will bring in 90% of the business.

But unfortunately, no one can find out which 50% of it is working.

We, agents, are advertising ourselves to the public, to people around us. We advertise through namecards, through referral, through getting in touch with people, through newspapers and even through internet.

But we do not know which % of it will help bring in new businesses.

We just have to do our best, not missing up any chances to advertise ourselves.

"Must Win" attitude!

When we own the "must win" attitude, we will get rid of the "will fail" feelings.

It will helps us moving ahead.

Success vs Failure

What is the difference between success & failure?

Merely by action difference!

MUST!!!

"I want success" is not good enough to make you really succeed.

"I MUST succeed, no matter what."

Only "Want" will get you drifted away easily by some obstacles ahead.

BUT,

"MUST" will get you be firm on what you head for.

Belief!

When a person BELIEVES in himself, that he can achieve his GOAL,

MIRACLE will fall upon him indeed!

The Best Way to Prepare for Tomorrow is ...

To gather all your thoughts,
all your enthusiasm,
to do today's works with full capacity!

Tell yourself everyday...

that

I treasure my work!

Friendship with your clients

How is your relationship with your clients?

Not seeing them at all after case closed?

To keep in touch with your clients is really important.

Just like you will automatically call out your good friends to have drinks & chit chat.

Why not do the same for your clients?

They can be your good friends and teachers too.

Words to Ponder!

LIFE is

.
..
...


OPPORTUNITY !!!!

Love what you do!

If you LOVE what you do,

you will certainly feel no pressures at all,

and

success is not far from you anymore.

Car Accident of a client

This afternoon, around 1pm, i got a call from my client saying that his wife got car accident and was now in hospital.

I quickly then went to pay a visit to her. When i arrived and went into her room, i saw her right face was swollen with her right eye cant being opened. She said she rode a motorbike and was turned upside down while her motorbike got strangled with a wire on the ground.

She was truly hurt with her head. She got medical insurance with another insurance company, which she had not been paying premium for some years. Fortunately, the policy was still inforced, so her hospitalisation & surgical fees will be taken care of by medical insurance.

So, she do not have to worry for the medical fees.

I had get known her for around 5 years. I felt sorry for her mishap. Hope she will get well soon.

And i suddenly realise that nothing is more valuable than human life and their relationships.

Take care, everyone!

Reminder

Whenever you see a prospect,

Keep In Mind that,

you just want to make friends with them, to listen to their stories & life experiences,

NOT wanting to earn commissions from them.

Heaven?

"Many people dreamt of the far-away heaven.

Why don't they enjoy the present moments they got (Given by God) in earth?"





~ Be thankful!

Do you have 100 clients?

"Do you have 100 clients?

Please leave aside those 99 people, and grab the top 1 person who got the higest value. Spend more time with him/her to excavate more potential clients from him/her."

Remember that the top 1% of your clients is the way to success.

Treat it as a RPG game!

Treat our insurance sales as RPG game! That is a good way to enjoy fun of our job.

Our role is to get the information of people around us, solve their problems and we will get the rewards from them.

Goal!

We should set our short term & long term goal. If we only had long term goal without short term goal, then long term goal will seem far away, and even can be unattainable, so make us frustrating & giving up.

So, some examples of our short term goals should be daily goal or weekly goals. These short term goals will make me easily achieving them and thus achieving long term goals too.

One practical example is:

Now is July. If i wanted to achieve MDRT, it requires $390,900 of first year collected premium.

Then take it for 5 months to do it, it will require me to get $78,180 monthly.

And breaking it down to weekly, it will require me to get 19,545.

ANd breaking it down to daily (with 5 days of work per week), it will require me to get $3,909.

So, everyday my goal is to get at least a case of $3,909(or you can even break it down to 2 cases per day), so that i would achieve my long term goal of MDRT.

Dare To....!!!

Be dare to do anything!

Dare to talk to strangers.

Dare to make friends with strangers.

Dare to introduce your products to the strangers.

Dare to ask them questions to help them find out their problems.

Dare to ACT!

Life is Fun!

Take a break! Life is fun!

An inspiration!

Last few weeks ago, i went to join a badminton competition for young people group at a stadium.

Inside, i saw many youngsters of around age 13-17. They played so well that i could not believe my eye. I even doubted their real age. But later i realised that they got a training coach, who train them eveyday on the skills and staminas. And that is why they become so good in playing badminton.

I realised that a person need to be trained to be an expert in something. No one started from the best. If we wanted to be good at something, we need a good trainer to help us, or a good coach, who can guide us everyday. So, even youngsters can become expert if they were trained closely too.

BE the 1st!!!

Being successful?

One thing i learnt is:

" No matter how successful you are, remember that somebody helped you!"

We become successful not due to our greatness, but due to the supports of all our families, friends, clients or people around us. So, we have nothing to be boastful of ourselves.

Be thankful!

Sales idea!!

"Hi, Mr Prospect. If you owned a SPECIAL MACHINE which print out CASH monthly of $5,000(if it is legal in reality),

are you willing to insure for it?"


Wait for the prospects to answer

& say

"You are that cash-printing machine!"

Words to Ponder!

There is no such things as " CAN'T ",

only you WANT it or NOT!

Beware!!! & Take Care!!!

DO take care in this CRITICAL period!

Shock of Michael Jackson's Passing Away??

No Surprise! Everyone should face it someday at certain times!!

So, TREASURE what we have right now, without complaining for what we don't have!

Be THANKFUL for what we OWN!

A Top Agent Sharing of her secret!

She is still young, at age 38.

She qualified for COTT in year 2006 & 2007, apart from many years of MDRT.

She is from Johor, Malaysia.

For her personal sales secret, she won the success through her "daring-to-fail" attitude. She started in this career with cold calling through yellow pages namelists. And she dared to speak directly to the bosses.

For her recruiting of agents secret, she will give the new agents a probationary period of 3 to 6 months, and afterthat he/she must become full time agents, or else he/she should decide whether to leave or stay. If stayed part-time, then no more supports from her.

Questions for us to ponder

Every single agent learn from the same training, selling the similar products.

BUT....

How come there is a huge difference or gap of the production among all the agents?

WHY???

There are many factors, of course!

Let us ponder for it carefully & we will discover the secrets!!

Have you played basketball before?

For those who played basketball, how often do you fail to throw into the basket?

And did Michael Jordan got more failure than you do or vice versa?

Your answer would be Michael for sure!

See! Success belongs to those who face most failures than anyone else in their life! They persevere through the failures!

Only will we become successful too after we faced lots of failures than anyone else!

Get the Idea???

Dream of Impossible!

This is impossible for us right now at this moment,

BUT who knows......

Some years or decades or even centuries later it will come into reality!

Words to Ponder

Laziness & timidity would never make it to enjoy the joy of success.

Most people fall in either or both of these categories, which make them hard to achieve what they want in life.

Life is Fun!

Take a break! Have fun!

Words to Ponder

"If you DO what other people are DOING,

you will ....

GET what everyone else is GETTING!"

Sharing of A Top Producer

She is from Malaysia, slightly 40 yrs old. And her education level is up to Form 3 only. She was from a rather poor family background.

Her first job was a sales promoter at a supermarket. And she put in all her effort to do her best and won the heart of her managers & colleagues. Her income was roughly $800 per month in year 1991, but she still not satisfied with it as she thought of having her own dream house, instead of living in an apartment sharing among friends.

And she knew that her English standard is very poor, and her education level is low as well. So, when she heard of insurance career as a high income earning one, she immediately joined in without any hesitation in year 1992.

But things did not go smooth. She met a lot of rejection and she even started of giving up this insurance job. One day when she came back to her living place, she looked at her place, being shared among some Malay, Hindu, Philippines roommates and this was so far away from her own dream house. She then decided to not giving up. If she gave up, she would live in this place forever. But if she persevered in it, she might have chance of change of her destiny.

From that day onwards, she achieved her first MDRT in year 1997. And she got pregnant in year 1997 as well, but she still made no excuses, and continue to strive for MDRT the second year, third year onwards till 2009.

Her point of view:
- We are our own architect.

- To earn, first we must learn.

- How much does a building worth? And how much does a match worth? But a match can easily burnt up a building. And this match is what we called "RIGHT ATTITUDE". With right attitude, anything seems impossible can be done.

Did you know? Time for a break!

A Top Agent Sharing of his success!

He is from Malaysia. He joined in this industry since year 1995. He had achieved MDRT for more than 5 years. He is Mr. Melvin Chong Hsien Loong, with age of less than 40.

He started with his first 2 years as being unproductive years with a "playing" attitude, as he reasoned it to a LACK of DISCIPLINE.

A turning point for him while he met the accidental death of his client, with his policy not inforced yet due to no premium collected. And the prospect's mother scolded him for not being a responsible agent.

Since then, he CHANGED! He become one of the top in his company. And he create a customer presentation system through using FLASH software.

His mission is to convert people to the "religion of life insurance".

Handling Objection!

No MONEY?

It's not a question of affordability. It is a priority issue.

If you cannot save $250 a month, how can you pay $20,000 later for surgical operation then?

If you cannot save $250 a month, then you are telling me that you cannot afford to fall sick.

And that is why you need insurance.

REMEMBER Priority first!

Education System

Mission Done Process: To "Educate" rathen than to "sell".

Sell is for salesman's benefit. But educate is for client's benefit.

Words to Ponder

DO or DO NOT, there is NO TRY!

State of Mind

Whether you are happy or not, you still have to live, still have to face the problems ahead. It is our attitude that determines how we react to a situation.

If a prospect simply rejected you, will you become disappointed and be unhappy for the whole day then? Or will you take a smile at it and continue on with next one on your prospect list?

Take note that the situation is the same, but the reaction will be different for every agent. Anyway, you still have to live. So, what? What's the big deal with this rejection?

Go on! Keep going!

Motives!

A new car or a new house can makes us feel motivated to work even harder.

This is a good motive to have! It usually occurs when you got something preciously new.

We strive for it through our hard work and we treasure it.

What's your motive then?

No Pain, No Gain!

Indeed in this world, this philosophy of "No Pain, No Gain" stood firmly upon the earth.

No shortcut, only back to basics!

In order to win, you must first start the race. Though fail, you still win the health, win the experience.

Simply don't take anything for granted! Be thankful for every single thing or event happening upon us whether good or bad or frustrated.

As the chinese saying goes, God will send trials, tribulations, frustration, pressures, poverty and even hungry upon a person before he was granted a mission to enact on.

What is Life Insurance?

- Life insurance is simply cash to be paid to somebody, someday.

- Life insurance is to protect what you have.

- Life insurance is saving if nothing happened and insurance if something happened.

- Life insurance is cash when you need it most.

Words to Ponder

If you don't dare to run, you won't have the slightest chance of winning.
If you don't dare to fight, you won't have a smallest chance to win the battle.

Did you know? Tips for our body

So, we can imagine that if a person got high blood pressure, it will cause the hardness for the heart to pump the blood around our body every second, every minute, every hour, every day, every month and every year. So, everntually you will know what will happen to the person.... heart attack.

Happy Mother's Day!

The adversities agents faced

To share with you all, normally agents face the following adversities:

1. No prospects to see.

2. Being fooled by prospects (not keeping their word to come to appointment date).

3. All kind of rejections.

As for me personally, my current situation is fall under 2. I feel the untrustworthiness of the people, and i felt disappointed too with these people. But what i can do is to continue on, do what i do, to do my best in my career with persistency. I firmly believe that it is not that i have did my best, but that the timing for me has not come yet. When it come, i will get all i should deserved.

So does everyone of you! Hold your faith, warriors!

Words to Ponder!

“Our greatest glory is not in never falling,

BUT....

in rising every time we fall.”

~ Conficius(One of China's Most Influential Person)

Take Care while this H1N1 disease spread out around the World!

New Movie Review

Recently, i had watched a funny movie called "Pall Blart:Mall Cop".

It's about an divorced man, who is a fatty guy with no talents at all and whose job is shopping mall's security guard. He could hardly find any other girls to get marry with him ever after divorce. On one day for executing his daily routines, he fell in love with a woman inside the mall.

He got self low esteem in front of the woman, but he brought up the gut and start to woo after her. And at the end, he successfully manage to marry her after a shopping mall robbery case shows his bravery to rescue her.

From this movie, i can see that actually many new agents will feel yourself quite low in front of your prospects, especially at times when in down mood. They feel that they might not be able to "sell themselves out " to the prospects with their many weaknesses. But if you at least gave it a try, you might see a change & a turning point for you may appear.

So, do not give up easily. Have faith in yourself! Believe in yourself that you are unique! You got your own special gift by God!

Big Inheritance?

Many people say they don't want to buy insurance to leave big inheritance to their children or else they will be not hardworking anymore.

To give children a big inheritance is not suitable and only through insurance will leave a suitable amount to the children for future needs.

Can afford or not?

Insurance is affordable for everyone to own,even though it is just a protection plan, you own the protection for your family.

Happy Labour Day!

Did you know? Time for a break!

5 don'ts to note for achieving MDRT!

5 don'ts for achieving MDRT:

1. Don't make any excuses.

2. Don't complain for anything.

3. Don't worry about anything.

4. Don't lack of self confidence.

5.Don't just talk & no action.

How to achieve MDRT???

MDRT = The Code of Success!

To achieve MDRT,
we have to adjust our daily activities.

1. We need to get up earlier.

2. We need to be keen on seeing prospects.

3. We need to give up some activities that are not vital to our business.

4. We need to keep exercising and playing sports each day.

5. We need to be on bed on a fixed time, maintaining our good condition.

Make Clients Our Friends!

Prospects are not only sales target, they can be our good friends too.

Their success story, full of experience and vast perspective of life, can be our great spirit treasures.

Treasure it! Make good use of your clients & prospects!

The Charisma of Superior Service!

Being professional, it does not matter in what field, we can win the trust and respect from our clients if we get the job well done, and we can even make our clients unwilling to set apart from us with our superior service, though it could cost them much more.

That's the power of the Superior SERVICE!!!

What for we got 2 ears, 1 mouth?

2 ears, 1 mouth is what we should have got, God-given gift. It is meant for us to listen more than talk, listen what our prospects say and what message they want to express.

If not, we will be parallel with our prospects and can never meet at a point.

Ask Yourself 3 Qs before seeing the prospect

Before seeing the prospect to talk insurance to him/her, we should ask ourselves 3 questions:

1. Why should he/she buy it?

2. Why should he/she buy from me?

3. Why should he/she buy from me today?

If we could not answer them, we got little chance of success. If he did not have the need, or had not enough realisation & understanding, then he is not an ideal prospect. If he did not have faith in me, then he would not buy from me. And if he did not have that sense of urgency, of course, he would not make the decision to buy at the point.

Performance!

A famous singer's mother once said to her,"I can't believe that these fans are so crazy that they are willing to pay you $20million patent fee just for one song." She replied," It is not merely a song, it is all of my life & soul in it." She demanded that for every performance should be totally perfect, not minding for the costs. That is why all those fans are so crazy of her.

We too, should demand our best performance everytime when meeting prospects, though it may be a 15 minute talk, but that is an instilment of our several years knowledge & experience, so that our prospects would like us too.

New file uploaded! FOR FREE!

Ben Feldman's famous sales idea of Magic Bill.

Try it, use it to make it your style!

Shhh!!! Listen

"Shhh! Don't talk, listen!"

We used to hear it often when we were child. I would like to say the same thing to you again "Shhh! Don't talk much, listen!" when you are meeting your prospects.


It is more important to listen than say in sales!

Busy! Busy!

We have heard a lot from our prospects that they are busy with their work, they have no time to see us.

So, it looks like that it is one of our job to "create" a free timespace for them among their times schedule.

Take initiative to help them "create" one, if they said got no time.

Timing again!

In face of rejection, what we can do is waiting. Waiting for the right timing to come! Wait for their circumstances changing, their mindset thinking changing, a willing-to-accept-me heart. Then i can be of service to them, playing an important role in their life.

As long as we hold the hope everyday, our life will be meaningful indeed.

How to make a cat afraid of a mouse?

Easy! Just being bigger size than the cat! So, next time, when we think of a mouse, do not have the mindset that it is smaller than the cat anymore.

Mindset controls our thinking, so be positive then. Everything is possible!

Words to Ponder

Yesterday is an used cheque.
Tomorrow is a credit card.
Only TODAY is CASH, should make full use of it!

The value of Insurance

If you ask a housewife the value of the insurance, she probably cannot feel it.

BUT if you ask a widow, she will definitely knows its value!

Did you know? Tips for our body

No wonder it is told in the Bible that the cause of the disasters is due to our tongue. So, be self-control to "use" our tongue wisely, especially with our family members, friends etc.

A nice point of view

A businessman said" No matter how we see, the cost of precaution is the lowest among all the other business cost. And that precaution taken is insurance."

What a marvellous viewpoint from accounting view.

Great News!

Now you can download files that may be of help to you. Take note for its continuous updating starting today onwards!

Thanksgiving!

Being thankful is at a particular high level, a level that can easily discover and enjoy the wonders around us, no matter how bad the condition is.

A writer said she loves all kind of weather, whether it's wet, scorching hot or freezing cold, she is thankful for all.

A thought - courage

To have courage does not mean that we do not have fear anymore. We still have fear. But it means that we can control our own fear, overcome our fear by being brave, be courageous to say out what we think, and act out what we think suit for us.

Write your own biography

One famous Chinese writer Mr. Ling Yu Tang once said"To get to know your own ideas, experiences, thinking, mindset, the best way is to write it down."

I suggest that everyone should write down sometimes, about your own stories, own problems faced and how to handle it. So that later on in your life, we can calm ourselves down and take a rest and look back at our own stories to get more knowledge of ourself, and then think for the future path.

Sweat plus inspiration!

We all know the well known inventor Mr. Thomas Alva Edison's famous saying"Success is made up of 99% perspiration + 1% inspiration."

So, we can see that there is no shortcut to success. Everyone must go through the process of hardworking, spending lots of your sweat out and include a small little idea on helping you towards success.

Agents can feel the trueliness of this saying, as we spent most of our time sowing seeds, watering and caring. Then at the end, we will finally get the fruits reaping from our efforts.

Trapper!

I have mentioned in last blog regarding a trapper vs a hunter.

And here is a good example of being a trapper - by advertising on newspaper. It will attract those who are interested and will use less of our effort & time, costing a few hundreds only. But when you got several clients or potential agents from here, you get much much bigger returns.

Think of being a trapper!

Selling Insurance is like fall in love!

When we first met a person, we fell in love with him/her, but we would not tell him/her straight away," I want to marry you, please be my husband or wife!" They will be scared away.

We should get to know him/her more, to let him/her feel that you are a trustworthy person and they believe that you got good personality and last but not least, take good care of him/her so that you will win his/her heart.

Selling insurance is just like that too!

So, everytime talking to people, imagine that you are falling in love with him/her.

Use of talent!

As talked last time, in the Three Kingdom Period of China, while facing military problems, Prime Minister Cao Cao would held a meeting & discussion with all his generals, talents, let them express their ideas, opinions, and use them for the success of the battles.

He showed to be indecisive, but in fact, he was providing a platform for his talents to show off their talents, to build up their confidence and to combine all their intelligence into a highly effective intelligence group, which is proved to be powerful indeed.

Let us learn from Cao Cao to apply into our agency force as well.

Sales Talk!

To ask a question for your prospects to realise their own problems.

Show the back of your namecard and ask:
"Mr Prospect, Can you think of writing down anyone names who can give you $200,000 cash when they heard that you were diagnosed of critical illness & became unable to work, to help settle your family expenses and your children education expenses?"

Normally, they would not think of anyone. And then, it is your chance to just turn your namecard to the front to show your name and said:" Mr Prospect, this person can do it if you took up my plan for you as little as $400 per month?"

Simple, Effective, Duplicable!

Think & Grow Rich

This famous book"Think & Grow Rich" is written by well known writer Napoleon Hill. I believe in it. When i kept thinking in how to do well in my insurance business, i will grow rich sooner or later.

And i also believe in "You are what you think". If i kept thinking insurance, i will be an insuranceman(profession) & become successful with it.

So, what you think is important! What are you thinking about most of the time?

A Way to get rid of economic crisis!

At this moment, we can see that everday talking about the economic crisis, which also cause insecurity among people. In this very critical moment, we should expose ourselves more to our prospects, clients in quantity and quality.

This is the finest moment to be with them, so that they can see that you are not coming to sell them something, and then gone. But we can meet with them to share with them some of our ideas and opinions.

Study of talent person!!!

Recently, i am thinking & studying of how(where) to find & use talented person, though this is not easy task. I try to read and study through China's over 5000 yrs of history with its many dynasties conversion and lots of heroes in using the talented persons successfully.

And i think in terms of how it could be applied to our business too, in recruiting talented persons as our agents to maximise our productivity & effectiveness.

The one specific period in China history is the Three Kingdom Dynasty. I found out that many many talented persons appeared in this period due to that period conditions in war and chaos, and also due to the brilliant recognition of the talented persons and leadership of the Masters of the 3 kingdoms.

Here i share with you all one idea i found. We cannot simply deny a talented person with his defect, but to use his special given talent in helping us to success.

Make them laugh!

As we all know, laughter is the best medicine.

But do we know that laughter is the door to business too?

When we make our prospects laugh, their heart are being opened & so are their money pockets.
So, we can easily make business.

Try to make our prospects laugh, to make them happy to be with us!

Learn from everything!

We need to keep learning, of the world economy, the celebrity news, the financial products, travelling around the world etc. As we deal with different kinds of prospects all the time, they got their own profession, have their own interests & hobbies, so in order to get closer to them, we should be talking to what they are interested in.

Learn from everyday living news, happenings, books.

Reference website!

For those who are interested to be in the "blue sea ocean", you can refer to the following websites:
www.mmts.com.my
www.wretch.cc/blog/supercoach

Be careful! Accidents are everywhere!

Beware! Buy enough insurance to protect your family lah!

Have a break for your brain~

World is getting worse? Financial Crisis?

Nope! Take a break! Have a laugh!

Managers! Take note!

As managers, we all have at least several agents or even few hundreds. So, what should we do with them?

To guide them towards success, in income, in time, in career. We do not just leave them to survive their own after recruiting them in. We have to treat them like our children, our babies - new to everything & hence we need to guide & lead & take good care of them to make sure that they will become grown up & independent one day.

So, who are we as managers?

"Parents" of agents, Papa & Mamas!

Take care of our "children"!

Trial makes one talent

One of the Great Scholars of China,Mencius said,"For God to assign an important task to a person, he should be tested with trials for his will, his labouring, his hunger and his body strength hardly."

So, only those who sustain through it will finally make their own achievement.

We agents too, will face lots of trials that normal people won't face or can't face. Only by sustaining through them will we finally achieve our goals, dreams and become "man" of men.

Managers win market by talented people

In the Three Kingdom Period of China, the well-known Prime Minister of Wei Country, Cao Cao said,"I win the world by using the talented people, not by my talent, troops alone."

So, we better eager for talented people instead of other advantages.

Yes Man!

I had just watched a movie by Jim Carrey " YesMan". It is about a guy being lifeless, recommended by a friend to attend a motivation course. From it, he started to try to say "yes" to everything, and he changed through it.

Indeed, we should say yes to everything, except those that are not moral, ethical. Saying yes means that we are ready to accept the challenge, we want to make a contribution to this world and many opportunities will come upon you through it, only you decide you want to grab it or not.

Say yes is having an attitude of optimism.

I highly recommend you all to have a watch on this movie & learn from it the "yes" idea.

We are farmers?

We are like farmers indeed!

First, farmers got a good attitude - they know who they are, they know that they have to work or else won't survive.

Second, they know that at the beginning of every new year spring season, they start from zero. And at the end of every year, they will make an account on the result attained consecutively.

Third, they are persisted in one purpose only, i.e. sow the seeds, ploughing, harvesting. They know where they are up to every single month.

We should learn from them, the attitude, and the rhythm of their work.

Sharing by Ben. Feldman

Ben. Feldman once said, "What we do is beautiful because we help people help themselves in spite of the fact that they resist us."

Selling insurace is a truly noble calling because, while other professionals do help people, they don't do it in spite of the fact that people resist them.

Recruitment ideas!

To recruit, first we must use the law of large numbers i.e. find lots of potential agents to join in this career, and from there, we can find out those who are the quality ones. So, in order to have quality agents, we must first find enough quantity of people.

Just like in a war aftermath, there should be lesser numbers of soldiers left, so they need to fill up the shortage of soldiers.

And what is leadership?

Leadership is the ability to gain the followers. And the measurement of its standard is by the gaining of the number of followers.

Sharing by John F. Savage

John F. Savage, one of the legendary producer in US life insurance industry, shared some of his viewpoints.

"You can no longer by a hunter. In the past, agents were taught to pick up the newspaper, see who had a new kid, who was getting married, who got engaged, and who got a pay raise. Amateur night in the arena! You can't operate like that anymore."

"You've got to grow, you must change. You must be a trapper. I've always taught people that hunter goes up and down the stream, in and out of the woods, and by the end of the day has one rabbit or one bird."

"What does a trapper do? He sets up the traps, goes back into the log cabin, and pretty soon, Bingo! Got one! Bingo! Got another one! At the end of the day he goes out and picks up the game from the traps (the point being that the trapper doesn't have to seek out the game, the game comes to the trapper)."


In action term, it should means that we have to promote or advertise ourselves & our products through newspaper, through internet, through media. And we can recruit agents in different areas, so that we are not alone by ourself, we can borrow other people's time & effort, to help us in our business.

Effective Sales Talk

The ideas in your talk should intensify your prospect's problems, lighting a fire under the prospect that will create a pressure to buy.

E.g. We can say "When you own this policy, it will do this for you." & Also make a comparison with the situation if he did not own it, then he will figure out the difference himself.

Potential of every prospect!

Every prospect is the pivot of at least 4 circles:

1. Family circle - get chance to know his family members too.
2. In-law circle - get to know his relatives.
3. Leisure-time circle - get together to play sports with his friends, or leisure time with
his group.
4. Job circle - get to know his colleagues, or even his boss.

So, you can have more sources of knowing more prospects just through his 4 circles.

Try it & you will see!

More Activity!

If there is any one thing that a new salesperson needs, i can say that it is activity.

Everyday you must share life insurance with someone. The more times you do, the more successful you will be. Go see anyone. Go see everyone.

Don't wait to be an expert on every subject before you talk to prospects.

Get moving! Activity! More activity!

Everyday is another opportunity to learn something from someone

We should have this kind of mindset everyday. We can learn something everyday, through people we meet, through things we see, through hardship we go through, through other people's sorrow we see.

Every new day is being wonderful!

Enthusiasm

Imagine that there are 2 agents, sharing to the prospect, one being enthusiastic, the other being slow motion. Which one would you think got higher chance of closing the sale? Of course the one being enthusiastic!

Enthusiasm is needed for every single agent who want to do well in this business. We need to learn & practice enthusiasm. It will easily trigger every cell of your prospect to get excited and hence your prospect will be excited about your product too.

Use phrase such as "I think you'll be excited about this idea".

Shared Attributes of Successful Agents & Failing Agents

For Successful Agents,

1. They understand the law of large numbers - the more you see, the higher chances of sales you would make. Thus, they are not afraid to fail occasionally.
2. They learn the basics first, then develop their own styles.
3. They set their short and long-term goals, far beyond agency expectations and they have specific dates for accomplishing these goals.
4. They have a willingness to learn from others.
5. They share the benefits of insurance everyday with everyone, and are ready to solve problems for them.
6. They are eager to be successful.
7. They are not opposed to working long hours.
8. They believe firmly in insurance benefits and hence are adequately insured.
9. They do not let negative people & minds sway them from their direction.
10. They were active in civic, political and religious circles, as they felt that community involvement helped their self-image.

On the other hand, for Failing Agents,

1. They have a negative mindset, " I can't do it".
2. They do not have the desire to build a business for themselves.

Best Choice!

Life insurance career is the best choice that help you and me to make our superior lifestyle come true at earliest stage.

Though we also have a contract each with our company, but it is the performance contract. The better we did, the higher our income will be.

And because of this career, we tend to learn different areas of knowledge, apart for our insurance knowledge, so that we can talk whatever topics our prospects are interested in & hence have close relationship with them. So, it makes us half-genius as well.

It is Terms & Conditions that counts!

For last passage, timing is mentioned. Actually, timing could also means "terms & conditions".

When the timing is right, that means that your prospects' "terms & conditions" are fulfilled, so that he will definitely buy from you.

So, in order to make a prospect becoming your client, you should think about what are their "terms & conditions". Is it your appearance, or your professionalism, or he sees you as untrustful, or your product not meeting their real needs etc...?

So, everytime go seeing prospects, keep in mind to find out what are their "terms & conditions" and fulfill it, and you will make the sale then.

A Manager's Sharing of recruiting

He is one of the top recruiter in Malaysia. He was an Accounting graduate, Former Education Officer. And he has been in this industry more than 15 years. Now his direct group got 12 officers, total group manpower got 100 agents.

How long would i be engaged in this industry? Not more than 3 years? 30 years? Or a lifetime? Your answer will determine how bright your future are.

Agent should be taken care of as a child to be loved, cared, and you will feel no regrets!

Looking for potential agents - first two hours interview, a comprehensive understanding of him and I know what sort of person they are. Are they look pleasing to my eye? Have a sense of responsibility? Then you will decide whether to recruit him or not.

4 great reasons to join:
1. In order to increase revenue.
2. In order to help people.
3. Autonomy (time, income).
4. Sure that (recognition) e.g. public applause.

To recruit young people, can be through:
1. Shopping Mall - promoters (their attitude must be positive )
2. Referral - customers kids

When an new agent come in, we have to advocate them to aim for managers goal. So that they will be managers one day and will understand the painstaking efforts made by the managers!

A Deep Condolence for an Insurance Industry Warrior

A friend of us in this industry had just passed away yesterday, due to car accident. His age is around 50. A kind, smiling face man to do this business, though not the top producers, but a responsible, caring agent.

I respect and like him, so are many other agents.

This passage is dedicated to him, who had just left us.

He is Wong Kii Heng, from Sibu,Malaysia.

Everyday Work

Remember, our daily work is just to share the plan with our prospects.

We should say to them, " I will not force you to buy it, only to share with you the idea to see if you like it or not, and of course you can make your own decision."

No forced selling, only lead selling.

Sharing of Sales Experience

One morning, i went to pay a visit to a businessman referred by one of his staff, who is my friend. I am thinking of sharing the saving plan idea with him as my friend told me that he got 4 children, and he is having a partnership with the government in the education business.

But it took me about 6 months to take up courage to go to see him that day, as i am quite afraid of seeing bosses, the high status people.

When i went into his office, greeted him and passed him my namecard and said" I am Shariff's friend. And he told me that you are being a successful businessman at young age. And he referred me to you and thought that you may have interest in our company saving plan for your children."

To my surprise, he is a kind, cheerful businessman and welcomed me to have a sit. And he revealed to me that he is thinking about his 4 children's saving at the moment too, as he saw that quite a lot of his friends, who were rich some years back, but now become poor due to no saving and kept spending without self-control.

So, i introduced to him our company saving plan and he is satisfied with it and said that he will discuss with his wife first and then call me again.

From this case, i learn an important lesson to be brave to see prospects, no matter how rich they are which you may feel scary of. Overcome your fear by facing it, seeing them and you will be surprised at the result.

Ways to Improve Your Sales Performance

There are some ways to improve our sales performance, as suggested by LIMRA:

1. Resell to existing clients.

2. Build up acquaintances- become good friends with them.

3. Make a good first impression.

4. Make your true identify and purpose clear - do not hide our identity from our prospects.

5. Have an idea in mind that fits the prospect's needs.

Don't give up that quick!

At age of around 4, we all were in the situation of wanting some stuffs like teddy bears, barbie dolls, goodies, toys, and our mums would said no to us. But we kept asking for it, and some might even cry, or lay down on the ground and said if don't get it, you would not leave that place. So at the end, mum finally bought us one and we won.

Ponder over it for some minutes, for that kind of steadfastness, must-get-it attitude you had got.

But now, back to our life, we easily give up by others' simple word "No".

We should continue to hold that kind of attitude of your youth for your whole life, not just in your youth.

Do we give up so quick?

What things should we be more striving to get it done or achieved?

Can't!

Many people say that they can't do this, can't do that.
They can't sell insurance, can't become successful etc...

But have they ever think back since their birth;
they can't walk, but then can walk and even run,
can't talk, then can talk, and even has a debate with each other,
can't write, then can write well, and some even keep publishing books and achieved New York Best Seller Book Awards,
can't wear clothes, then can wear nice clothes and run after fashion styles,
can't ride bikes & drive cars, but now drive good cars, some even have car racing
..........

So many can'ts, but now we can.

So now, can we still able to say that we can't do it now and forever?

2 areas to focus

There are 2 areas agents can focus in:

1. In Breadth

2. In Depth

Agents tend to focus on first one only. They keep finding new prospects, which would be tired to them.

Those smart agents or top producers will focus on second one more. They will keep excavate prospects from their clients' families group, friends etc, instead of keep finding for new prospects the hard way.

Just like a small tree, if it want to be a big & strong tree, it need to have its roots going widely(in breadth), and going deeply(in depth) as well. Then, it will become a big, mighty tree one day.

This applies to the agents as well.

It is Timing that counts!

Usually, agents will face the problem of seeing the prospects and share the insurance ideas with them, but they don't accept it. Some would even say they would not ever buy insurance in their lifetime. This is what i called TIMING not right. Time has not come yet for them to accept it. We must still pay visit to them sometimes continuously, so that one day, when the TIMING is right, they will finally accept it.

Timing could means either time or opportunity.

Sometimes the prospect does not buy from you because you come to visit him at his busy time. And sometimes he does not buy from you yet because he has not come to a realisation of his problem & need. We should not give up, one day, the timing will be right to us & to him.

So, next time, when you are rejected by a prospect, just say to yourself, TIMING is not right now, will be anytime later. So, still got chance.

Don't think about possible rejection

Think about possible rejection will make us nervous, which cause ue avoid making calls. So, when we are prospecting, set a specific goal and don't stop until we have reached it.

We must try to view our prospecting as a challenge instead of a trial. What's the worst that could happen that our prospects say no to us?

And don't be intimidated by social status. Normally, we will be afraid of seeing high social status people. We should overcome the fear by thinking of ourselves as high earner(even if you have not been at this time).

Call reluctance

One of the major problem faced by life insurance agents is call reluctance, that agents feel do not want to go out to see prospects, feel safe in their "comfort zone". One obvious sign of call reluctance is having most of the time spent in the office dealing with paperwork & computer.

It can be for new agents, even 10 yrs or 20 yrs old agent.

We need to be alert of it and confront it.

Call reluctance is also viewed as "fear of self-promotion". Some salespeople see self-promotion as unprofessional hustling. We have a responsibility to offer our services to as many people as possible. If we have confidence in our company's products, we can say,"They lack of interest is their loss."

Another Young Boy of age 25

There is another young boy, age 25, just joined in insurance in May 2008 and achieved company overseas trip by October 2008.

How he did it?

Well, he said we, as agents, need to have INFLUENCE/ENTHUSIASM to be successful in anything.

When we went to see our prospects & talked to them enthusiastically, they can feel it and being influenced by us easily. And imagine one agent went to see his prospect with a down mood, and talked softly, the prospect will be distracted by what you said and no sales made.

Tips: He tends to buy gifts to the prospects before sales, to build up a good relationship with them first and then they will easily listen to what you said.

Have the reason to achieve it no matter what!

A bus full of passengers is going down the hill slope at full speed, and a person kept running after it even he was still quite a distance away from the bus.

A pedestrian by his side said to him:"Hey, Buddy! Forget it! You would never make it!"

But he said:"I must get onto it, as i am the driver of this bus."

People need to have a good reason to be able to go beyond their limits and achieve the impossibles.

If we have a good reason in our career too, we will definitely achieve our goals and dreams.

Ideas for increasing your productivity

Here's a collection of ideas for boosting your productivity:

1. Identify a new market and penetrate it.

2. If your agency has an in-house specialist, use him or her.

3.Review your market.  Consider moving into other markets when you decide you cannot move up    economically in your present market(s).

4. Aim for larger sales: Upsells.

5. Delegate non-income-producing chores.

Life is all about love!

What is life all about?
It's about how much fortunate you have made?Your achievement?
NO!!!
Life is all about love. Love people around you.
Bible quoted" Love the Lord your God", and "Love your neighbours as yourself".
It's all about love!
So, in our life, be sure to focus on love only. That should be our main purpose on earth.
But doing in action is not easy. We can only keep learning to show love to one another.
And love shows sacrifice without any conditions.

So does life insurance!
Insurance is about love too!
It exists due to love in this world!
If not, there should be no existence of insurance ever.

Success is actually simple!

To be successful is actually simple. It is a matter of habit.

Success is "doing simple things continuously, non-stopping".

In our case, if we can form the habit of seeing prospects everyday, non-stopping, our achievement will be bigger.

Our " simple things" is just to see prospects & share with them insurance ideas.

So, we do it everyday, so that gradually, it becomes part of our life. If we stopped one day, we would feel something missing, something have not done yet.

But how many agents can do as what was told above? A small percentage only!

Learn from the young

Last time, a young boy's achievement of MDRT is mentioned.

Here, let us read through "history".

When he was in Form Six in year 2007, he managed to set aside whole Wednesday night, Saturday & Sunday whole day for insurance business, with his mum as his guide & referral, week by week, non-stopping for whole year. And that's how he managed to get qualified for his MDRT.

And for year 2008, since he got STPM exam, so he only can use Saturday & Sunday to do business, to meet people. And he achieved company overseas trip award.

He said that " It is your attitude that is the most important factor which determines whether you can achieve the impossible."

So, he learns to be positive everyday, everywhere. And he is keen to ask questions to the successful agents to get the answers.

He said we should be BRAVE indeed! Brave in what then?

Brave to think big!
Brave to see prospects!
Brave to share insurance concepts to them!

He likes to bring his mum to travel, as his mum enjoys travelling. So his target is to achieve the company overseas trip award as a minimum requirement.

Above all, he firmly believes in life insurance. As at young age of 5, his father had passed away, and leaving his mum and 2 children. Fortunately his father left them $1million insurance cash, so that his mum can take care of the children easily without any worries and don't have to be a beggar. The insurance cash can support both his brother & himself to continue their studies till their graduation of university. It is through life insurance. And he is thankful to it.

So, my friend, be proud of being in this business.

Take note: Use your family members advantages to help you in this business. Like himself, he work together with his mum to visit his mum's friends, to work closely together and make the impossible.

Happy Valentine's Day!

May all couples be blessed & be protected under insurance love letter!!~~

More common sales mistake

Agents tend to focus on the product or job too much and forgetting that they are dealing with another human being.

Prospects may not interested in the product, they may interested in their family security, child education fund, retirement planning, donations. These are the topics we should discuss with them for their interests.

Spending too much time talking?

One common sales mistake that agents normally make is they spend too much time talking and not asking questions.

They talk a lot, but do prospects like it? Definitely not!! They want people to be able to listen to them, to express their views.

And what agents need to do is just ask them questions, leading them to realise what are their problems and their needs.

Ask critical questions. Talk less, listen more!

Services

Have you informed all your clients or even prospects to nominate someone as their policies' beneficiary? Or else it will cause a lot of problems when passed away.

And did your clients know well about the tax benefits available for the insurance premium paid? Since different countries got different tax laws, i would leave it to you to check out yourself in your area.

Are you boss?

As insurance agents, do we view ourselves as staffs only or really boss?

Many agents view themselves as staffs, so leaving them putting less effort in it. Just like an employee would do only what is required by managers, and that's it. Nothing more, nothing less. They would not want to get beyond the expectation of themselves.

Only a few agents would view themselves as their own boss, or even entrepreneurs. They actively expand their business, looking for prospects, meeting productions. They would do exceeding what they had done as employees in a company. They would hire employees such as clerk, insurance staffs to help themselves concentrating time more on productive works.

How about you then?

Where are the prospects?

For new agents, normally they got the same problems i.e. where to find the clients?

Here are some tips:
1. Your Family members & relatives - these have the higher possibility of buying rate.

2. Friends, classmates, colleagues.

3. associations, church, social activities.

4. referral, cold calling/canvassing

In the long run, those who can last are those who got lots of referrals from clients, friends.

Services

Everyone knows about After-Sales Service. It means services provided such as collecting premium, claim of insurance.

But do we know there is one more service? It is Before-Sales Service.

That means before prospects became our clients, we service them by helping them in some ways to deal with problems they faced in everyday living. This would become a relatively inexpensive but effective way of advertising yourself or selling yourself.

Insurance agents can be billionaires!

Do you know that even insurance agents can become billionaires? It is true.

In the life insurance industry, among the top is Mr. Ben Feldman, one of the industry's legendary producers, became a billionaire in the 1970's. In his lifetime, his total production volume is more than 80% of the total US life insurance companies in the 1970's.

If you think big, you will get bigger achievement too.

Learn to sell yourself!

Before we want to sell something, we must first learn to sell ourselves, or to promote ourselves, so that people will like us.

People buy from you not just because of the product, they buy it because it is you who are selling it that is more important.

If you can sell yourself out successfully, people will like you and will too like your products and services.

So, we must be ready to sell ourselves everyday to everyone we meet.

He did it! Can We?

A young boy just joined in life insurance in July 2007 at age 18 and he managed to achieve MDRT (Million Dollar Round Table) while he is still studying STPM.

How can he possibly do it? By managing his time well is his secret.

Normally we should see it as almost impossible, but somebody did it already!

Can we still say we can't do it? No excuse!

Think the impossible! Do the impossible! Achieve the impossible!

Likening

Life insurance is like an umbrella. When it is raining heavily, you wish your umbrella to be the bigger, the better.

If you do not have one umbrella, it is too late to go home and get it then. Too many people carry a small umbrella which is only large enough to protect some part, leaving their own family out in the thunderstorm.

Think about it carefully. Raining without umbrella is a much better situation, compared to breadwinner passing away leaving spouse & children debts & expenses without insurance.

Life insurance is like a parachute. When you need it, and you don't have it, you will never need it again.

Sales Tip!

Usually when prospects are hard to make decision whether to buy the insurance or not,
we can suggest to them by saying that
"A thing worth doing at all is worth doing promptly, isn't it correct?"

5 Main Criterias for a prospect

There are 5 main criterias for a prospect to be qualified as your client:

1. Healthy. The person must be healthy so that he is insurable.

2. Age. The person should be within the insurable age, normally between age 1 - age 65.

3. Money. The person must be financially stable in order to be able to pay for premium in
long term commitment.

4. Approachable. You should be able to find & talk with him easily so that as to tell him the
importance of insurance.

5. Needs. Does the person got any needs which you are aware of?

What is life insurance?

Have your client ever asked you,"What is life insurance?" How would you answer it?

Well, insurance is like an example of 100 people together, but only 99 persons got bread. So, how about the one that doesn't have one? Would they be willing to see him/her get starved? NO!! They will each take off a small portion of their own bread & give it to him/her. So that everyone will have something to eat and will not get starved.

This is the concept of life insurance in simplest term.

Being successful

Do you want to know the secret of being successful?

All successful people have something in common i.e. they like what they are doing and certainly feel good about it.

Their attitude is positive and they transmit that attitude while doing their jobs.

Enjoy what you do, do what you enjoy!

Special tips on Sales Ideas

This is an idea from someone else. Here i share it with all of you.

When our clients or friends got new born babies, we as agents would first likely to congratulate them, then would try to ask them to buy one insurance from you then.

But we can try in another approach, which is more effective.

That is, by giving a $50 note to the parents to ask them to open up a saving account and save $50 monthly for the baby from our company. We would be the starter to put the first $50 into this account then. The parents would be delighted and said that they would continue to put in $50 every month for the child. So here, we help started them on a good habit of saving money for their child's future education.

I would say that rarely anyone use this type of method before.

Have a go then!

Have a grateful heart!

No matter what, we should have a grateful heart, for everything happening in daily living. When we actually start to be thankful, we would not complain anymore. We will start to look at the positive side.

A good example for us as agents would be in rainy days. When it's raining, usually a lot of agents will complaint about it. But for those agents showing a thankful heart, they would thank God for it and say that it would help their clients to be confirmed at homes or office, as it makes the clients hard to go out.

Be thankful for everyday. We would have a happier living then. And by the way, we just got a few 30 years, haven't we?

How much insurance do you own?

Do you own insurance protection more than your clients? Or you got far lot less than theirs？
It shows whether we ourselves believe in our own products or not.

If you do not have insurance yourself, how can you convince people to get one then?

We should own enough insurance that suited ourselves too.

Words to Ponder!

Happy Chinese New Year!!!

New Year, New Beginning!

We won't be like this!

A lot of people are in this type of situation. They try to avoid to work, but boss will have a watch on them during working hours. They don't like their jobs.

Do you like your work?

Each person for 3 possible areas!

When we go out to meet people, we should view them as either potential agents, potential prospects or potential centre of influence.

In that case, if he/she is not qualified as a prospect, we can see whether we can recruit him/her or ask him/her to be our referral agent.

Don't ever turn away a friend just because he doesn't fit to be a prospect. May be he will be your agent one day!

Regular visits

It is good to pay regular visits to our clients just to keep in touch with them. A good time will be to go at premium collection . Sometimes we may actually have an opportunity to meet some other relatives or friends or business associates and it may open the door to new business if you are dare to take action.

Many new businesses are come out from here.

No work, no reward!

We know that if a knife is not sharpened quite often, it will get blunt one day.

Same for us.

If we do not go out seeing prospects day by day, we will get so unfamiliar with our skills. We should keep seeing prospects no matter what. Only through seeing prospects each day will we sharpen our thinking, talking, skills, techniques. Then we got high rate of success.

So, let's go seeing our prospects no matter what, no matter how, even just one prospect is better than none. As a saying goes like this, " If we do not improve by a bit, that means we regress by a bit actually."

A Lifetime career?

Have you ever thinking of being in this business for your whole life? There are a lot of predecessors who have been in this business for more than 10 years, 20 years, 30 years, 40 years or even 50 years.

This business can be our lifetime career. We should be proud of it. The longer you are in, it means that you have helped more families too for their protection and make a big contribution to the economy of your country.