Your Roadmap to grow MFA MFAS A compilation of street-smart knowledge & experience from Successful Mutual Fund Consultants Version 1.3

Congratulations… • Register as a consultant • Attend Class – C.U.T.E • Passed Exam “A thousand miles journey begins with a first step in the right direction” “Kalau tak dipecahkan ruyung manakan dapat sagunya”

Challenges for New Agents • • • • • • • •

No confident to see client No guidance from upline Afraid of rejection Tak tahu nak jumpa siapa Tak tahu nak mulakan Tak tahu nak build rapport Malas lah Tak de energy nak boost kita

Solutions • • • • • • • • •

Where Am I Going Why I Join This Business How to Produce Sales How to Provide Good Customer Service How to Do Marketing How to Manage Your Own Time How to Get Organize How to Boost Energy How to Attract People To Buy from You

JumpStart Now ! What you will discover • Understand why (min) RM50,000 sales in FIRST month • Prepare Sales Kit • Understand the Sales Cycle • Understand Sales Skills (basic) • Understand how to present and handle sales objections • Understand how to do after-sales follow-up • Understand Unit Trust Funds (Syariah) • Prepare sales forms (for submission)

Your Attitude is Your Altitude • Super Sales Consultants are made, not born. • Yes ! You can inherit the Super Sales Consultants’ D.N.A. Be Friendly Be Different Be An Expert Be Curious Be Optimistic Law of Numbers Be Pro-active Be Strategic (thinking & approach)

• Remember - you become who you spend time with the most. So,hang around people who motivate, support & grow with you.

Why do you join PMB & us ? Write 5 or more reasons you join this business [think of your personal, family, community and the business]:

1. Income per month = RM ?

. 2. ____________________________ 3. ____________________________ 4. ____________________________ 5. ____________________________

PRODUCT BASIC

About Public Mutual Berhad

About Public Mutual Berhad

Market Share • Total 44.85% as at 31 March 2011 • Source Lipper Fund Table, The Edge, April 18, 2011 public mutual

aminvestment

44.85% public mutual

aminvestment

13.81%

cimb group

13.66% 4.98% 4.60%

hwang-dbs cimb group

osk-uob

hwang-dbs

hong leong asset mgmt

osk-uob others

pacific mutual prudential fund mgmt maakl mutual rhb investment others

7.32%

Perancangan Kewangan & Anda Pengurusan Aliran Tunai

Will & Trust Wasiat & Hibah

Belanjawan & Bajet

Pengagihan Harta

Pengurusan Risiko

Kekayaan Kekayaan

Insuran,Takaful

Wang Wang & & Aset Aset Simpanan & Pelaburan

Fokus Deposit Bank, Unit Amanah & ASB Simpanan Wadiah Bank, Unit Amanah & Hartanah

Pembersihan Harta

Cukai, Zakat

12

Unit Amanah Syariah – Mod Operasi AMANAH

PENGURU S DANA

PEMEGANG AMANAH

PEMEGANG UNIT

RM $ Diurus oleh PENASIHAT SYARIAH

Dana-dana Unit Amanah

Dalam jagaan

Pelbagai Potfolio di dalam Pelaburan yang diluluskan Keuntungan Modal

Pengagihan (Dividen) PULANGAN (RM)

Product Knowledge

MASTER PROPECTUS

PUBLIC MUTUAL - ALL SYARIAH FUNDS

PITGF

PIOF

PIA40GF PIALEF PAIF

Funds Closed

PIEF

PITTIKAL PI BOND

PISTF PISEF

PITTIKAL

PISSF

PIDF

PIADF

more Foreign equity/bonds

PIATF*

PIOGF more aggressive

PCIF

more Malaysia equity/bonds

PI INCOME PI MIX ASSET*

PIMMF *PIABF  PIATF *PIBF  PI MIX ASSET

PISTBF PISKF

PIEBF PISBF

PI BOND PIINFBF

24 Funds Islamic Money Market Sukuk (Islamic Bonds) Syariah Equity (Stocks)

As at 1 August 2011

PMB Syariah Funds • Various risk-return profile (PIMMF  PIDF  PISTF  PITTIKAL) due to different investment strategies & instruments (money, sukuk, syariah equity) • Different financial year-end (dividend declaration) PIDF – 30 Apr, PISTF – 31 May, PITTIKAL – 31 May • WAJIB endorsed by Syariah Advisor – ZI Shariah Advisory Services Sdn Bhd (Prospectus pg 154 – international experience) – regulated further by Securities Commission.

PUBLIC MUTUAL SYARIAH EQUITY FUNDS Launch (FYE) Fund

Investment Strategy

1997 (31 May) PIITIKAL • Steady CG via stocks (70-98%) in domestic & foreign markets 2003 (31 May) PIEF

• CG via domestic stocks (min 80%)

2005 (31 July) PIOF

• High CG via stocks (70-98%) of small companies with market cap up to RM1.25bil & also bottom 15% of cumulative market cap, & foreign stocks

2006 (30 Apr)

PIDF

• Inc via stocks (75-98%) with attractive dividend yields in domestic & foreign markets (max 30% NAV)

2006 (31 Oct)

PAIF

• CG via stocks (75-98%) in domestic & regional markets (max 98% NAV)

2007 (30 Apr)

PIADF

• Inc via stocks (75-98%) with attractive dividend yields in domestic & foreign markets

2007 (31 Oct)

PIABF

• Steady inc & CG via investments in domestic & regional markets

2007 (30 Nov) PISSF

• Cap growth via stocks (75-98%) from 3 to 6 market sectors in domestic market

2007 (30 Nov) PCIF

• CG via stocks (75-98%) Greater China (min 70%) & domestic market. (Greater

China = HK, China & Taiwan); up to 98% NAV in selected foreign markets 2008 (31 May) PISTF 2008 (31 Jan)

PIOGF

2008 (31 Jul)

PISEF

2010 (30 Nov) PIALEF

• CG via stocks (75-98%) of companies with market cap of up to RM6bil in domestic market • Inc & CG via stocks (75-98%) in domestic markets; 50% attractive div & 50%

growth stocks

2010 (30 Nov) PIA40GF • CG via primarily 50 largest (market cap) domestic stocks (75-98%) 2011 (31 Aug)

PITGF

• CG via stocks (75-98%) with market cap USD1bil or above in domestic & regional

PUBLIC MUTUAL - SYARIAH NON-EQUITY FUNDS Launch (FYE) Fund 2001 (31 Oct)

PI BOND

2005 (30 Nov) PIBF 2006 (31 Dec) PIEBF

Investment Strategy • Annual income via sukuk • Steady Inc & long-term CG via balanced domestic portfolio of stocks (40-60%) & sukuk • Annual income & modest capital growth via portfolio of sukuk, largely private

2007 (30 June) PIMMF

sukuk & stocks (0-20%)

2007 (31 Jul)

PISBF

• Liquidity, current income & stability via Islamic money market instruments

2007 (30 Oct)

PIABF

• Income via sukuk with remaining maturity of 7 years & below

2008 (31 Jul)

• Steady Inc & long-term CG via balanced portfolio of stocks (40-60%) & sukuk; PI INCOME up to 60% in regional markets

2010 (31 Dec) PIINFBF

• Annual inc via domestic sukuk (max 60%) & Islamic money market instruments

2010 (31 Dec) PISTBF

• Annual inc via domestic & foreign sukuk, of companies in infrastructure sector; up to 25% NAV in foreign sukuk

2011 (31 Aug)

PSKF

• Annual inc via 75% NAV in sukuk (sovereign, corporate & foreign sukuk) & balance Islamic money market.

Funds Closed

PUBLIC MUTUAL - ALL PEF NON-SYARIAH PSA30F PRSEC P SmallCap PGSF FUNDS PNRE

more Foreign equity/bonds

PSEA SF PAUEF

PTAF

more aggressive

F PFES PFETIF PFECT PDSF F PFEPR F PCTF PFEDF PCSF

PGF

PSF

PIX

P BOND

PAGF PFSF

PIF PRSF

PSSF

more Malaysia equity/bonds

PBF P BOND PEBF PMMF PFEBF PSBF PCPSP PSTBF F

33 Funds Money Market Bonds Equity (Stocks)

As at 1 August 2011

Best Selling Funds Refer to QFR/MFR for fund performance : • PIDF – Public Islamic Dividend Fund • PISSF - Public Islamic Sector Select Fund • PISEF – Public Islamic Select Enterprise Fund • PITTIKAL – Public Ittikal Fund now closed wef 16 June 2011 (less than 20% exposure in Far-East equity markets) • PIMMF - Public Islamic Money Market Fund (for parking/switching only)

Public Mutual 2011 Awards • The most awarded unit trust fund manager in Malaysia with 178 awards received to date (Sept 2011) • The most awarded unit trust fund manager in the Islamic unit trust fund sector – 52 Islamic fund awards (Sept 2011) • The Best Malaysia Onshore Fund House at the AsianInvestor 2010 Investment Performance Awards for third consecutive year

Public Mutual 2011 Awards • Reader’s Digest Trusted Brands Platinum Award for the Investment Fund Company category in Malaysia for the first time. • NINE out of 32 awards presented at The Edge-Lipper Malaysia Fund Awards 2011, including Best Overall Fund Group. • The Best Retail House – Malaysia and Best House for Offshore Funds – Malaysia, at the 2009 Asia Asset Management (AAM) Best of the Best Country Awards. • The BrandLaureate 2010 for brand excellence in the Financial Services – Unit Trust Category for the fourth consecutive year. • The most awarded UT Fund Manager in Malaysia at the 6th Amanie-Failaka Symposium (17 April 2011).

BUSINESS GROWTH & INCOME

Business Income MF Agent

MF GAM MF AS

MF AM

What’s Next After Exam Register your UTC Connect

MF Agent

MF GAM MF AS

1. PMB Training (AS promotion requirement) • Quickstart (selling skill) • Success 101 (product) • Other 5 points (recommend ENPro & UTIPPS)

MF AM

What’s Next After Exam 2. Agency Coaching & Brainstorming (weekly 10am – 12pm) • JumpStart Now ! • Saturday Coaching (hands-on skill & knowledge) • Monday Brainstorming (discussion, updates, motivation, issues)

Download coaching & brainstorming materials @

www.JustUnitTrust.com 3. Recruitment Preview (weekly Saturday 12 - 1pm) 4. Subscribe to PMB Software • UTC Connect (PMB online information for UTC) • CAMs (portfolio monitoring and sales tracking) • FP Advisor (financial planning software) • Adept (presentation slides)

What’s Next After Exam • FIMM will be implementing CPD Points (continuous learning). Year 1 : 8 points Year 2 onwards : 16 points Easy - 4 points automatic from PMB magz subscription Balance from attending PMB Trainings, Agency Coaching & Brainstorming sessions, be speaker/trainer, subscribe related magz. (Implementation date to be confirmed)

What’s Next After Exam • Participate in yearly  Overseas trip  National Sales Convention, Annual Awards Night  Sales Kickoff • Ad Hoc activities  Booth & exhibition  Joint Fieldwork

Where the road leads to ?

• The UT business in PMB gives opportunity to all Consultants to be successful in generating a viable & growing business – fast ! Objective of Jumpstart !

MF Agent

MF Agency Supervisor

MF Agency Manager

MF Group Agency Manager

Why Minimum RM50,000 What you will achieve with RM50,000 in the first month you join us ? • Commission at least RM1,000 • “New UTC Campaign” – training vouchers……….. • ASP (probation) allows recruitment • …………… • ………… • ……………

5 Pillars of Biz Your focus in this business.

Cash sales

DDI sales Recruitment

Epf sales

Motivation

Training by PMB CUTE Tutorial Success 101 Quick Start Need-Based Selling Customer Retention & Upselling DISC Recruitment For Growth Essential of Agency Management Training of Sales Team Coaching for Performance Self-Leadership for Quantum Growth Pembangunan Kepimpinan Usahawan Speak Up Fundamental of Unit Trust Investment Fund Information & Financial Report Understanding of Econ Indicator & Quarterly Fund Review Financial Planning Advisor CAMS & ADePT Investment Link Insurance & Other Investments Products Trust Nomination Etc.

MASTER PROPECTUS

How to calculate EPF case

Compare UT, EPF, ASB, TH & FD FD

EPF

Pocket Calculator Lump Sum

ASB TH

RM 140k

UT

Your RM100 can become RM1.5mill

To insert pocket calculator rm100

Pocket Calculator Regular Savings

PROSPECTING

Sales Cycle • Understand Sales Cycle – to identify skills to acquire & polish Prospecting

Customer Service

Appointment

Learn to communicate & make Presentation Referral complete sense Closing

Handling Objections

Transfer the belief Show that you belief. Show genuine enthusiasm (language & expression) – then BELIEF is easily transferred to prospects !

Finding Prospect Suspects Warm Market

Directory (Office, Newspaper, Alumni, Trade Website Directories) E-media

Friends Relatives

Referrals & Introducers

Acquaintances Good Prospects from : • Referral • Centre of Influence • Creative nest market

Cold Market

Prospects

Getting Your Appointments

“Just do it !”

• Telephone – Cold calling or warm calling – Most popular method – Cost savings • Face-to-Face – Fastest method – Immediate response • Internet – blogs, forums, etc

Steps in Telephone Technique 5 Steps Create Rapport Reason for Calling

Book Appointment

 Your main objective

Handle Objection

Short & simple – just enough to get appointment

Thank You

Scripts (guide) – Telephone (Cold Call) Rapport

• Assalamualaikum En. Ahmad, ini Ali dari Caliph Advisors. Boleh bercakap sebentar? (Tunggu respon dulu dan call lain kali kalau dia tak free) • Assalamualaikum. May I speak to En Ahmad please. Saya Ali dari Caliph Advisor. Is it convenient to talk now?

Reason for Calling

• En Ahmad, I have something exciting ideas to share with you regarding investment in unit trust and how to maximize your money. • En Ahmad, saya ada idea menakjubkan berkenaan cara untuk memaksimakan wang En Ahmad melalui pelaburan unit amanah • The reason that I’m calling today is to share ideas, specially designed to help you achieve financial goals. It also comes with free Wasiat writing services. • Tujuan saya call adalah untuk berkongsi satu kaedah yang special untuk dapat mempercepatkan En Ahmad mencapai target –target kewangan seperti plan nak pergi Haji, plan pendidikan , plan persaraan dan juga untuk penulisan Wasiat secara percuma

Scripts (guide) – Telephone (referral) Through Referral Reason for Calling

Saya call ni kerana dicadangkan oleh kawan En Ahmad, En Saiful dari syarikat TM. Dia sangat gembira mempunyai kawan seperti En Ahmad, Untuk pengetahuan En Ahmad, En Saiful dah dapat lebih dari 40% keuntungan dari pelaburan dia

Book Appointment

Can I see you 10 am this morning or 2pm today to see how we can help you plan for your Haj, retirement and your children education plan

Handle Objection 1

That’s all right En Ahmad. I understand how you feel and I assure you I will keep that in mind when we meet. On that basis, can we meet on 2pm at your office today.

Handle Objection 2

I can certainly appreciate and understand that. Frankly many people I talk to feel the same way. It only take 10 to 15 minutes pf your time. I just want to share some ideas, which can be beneficial to you. So can we meet 2pm today at your office.

Scripts (guide) – Telephone (Objection) Handle Objection 3

That’s OK En Ahmad. We find that , that is the case with most people even before we call. I would like to make these 2 promises to you. 1. I will not sell you anything during our first appointment, and 2. I will come back to you for a second appointment ONLY with your permission Does this sound fair to you? How about meeting you today 2 pm or tomorrow 9am.

Handle Objection 4

Okay En Ahmad. I may have caught you in a bad time. Thank you.

Thank you

Thank you En Ahmad.

When faced with immediate objection – always go back to “rapport”

Cold Calling Scripts (fresh investor) Short, simple and interesting enough to get appointment Who

Talk

Ali

Assalamualaikum En Ahmad. Saya Ali dari Caliph Advisors

Ahmad

Ada apa. Dari mana tadi…

Ali

Saya Ali dari Caliph Advisors. Boleh ke saya jumpa En Ahmad pagi ini jam 10 atau petang ni jam 2.

Ahmad

Kenapa?

Ali

Kita nak bantu buat penilaian simpanan dan pelaburan En Ahmad dalam Public Mutual

Ahmad

Apa tu Public Mutual?

Ali

Cold Calling Scripts (seasoned PM investor) Who

Talk

Ali

Assalamualaikum En Ahmad.Saya Ali dari Caliph Advisors

Ahmad

Ada apa. Dari mana tadi…

Ali

Saya Ali dari Caliph Advisors. Boleh ke saya jumpa En Ahmad pagi ini jam 10 atau petang ni jam 2.

Ahmad

Kenapa?

Ali

Kita nak bantu buat penilaian simpanan dan pelaburan En Ahmad dalam Public Mutual

Ahmad

Saya dah banyak dah invest kat Public

Ali

Cold Calling Scripts

(seasoned CIMB/MAAKL etc investor) Who

Talk

Ali

Assalamualaikum En Ahmad.Saya Ali dari Caliph Advisors

Ahmad

Ada apa. Dari mana tadi…

Ali

Saya Ali dari Caliph Advisors. Boleh ke saya jumpa En Ahmad pagi ini jam 10 atau petang ni jam 2.

Ahmad

Kenapa?

Ali

Kita nak bantu buat penilaian simpanan dan pelaburan En Ahmad dalam Public Mutual

Ahmad

Saya dah banyak dah invest kat CIMB

Cold Calling Scripts (warm market)

Who

Talk

Ali

Assalamualaikum Ahmad. Ali ni kawan sekaolah kau.

Ahmad

Apa cerita Ali.

Ali

Aku sekarang jadi Penasihat

Ahmad

OK. Penasihat apa?

Ali

Penasihat supaya kawan-kawan kita dapat jadi lebih kaya dari sekarang

Ahmad

Cakap la betul-betul

Ali

Boleh aku jumpa kau jam 10 pagi ni atau ptg jam 3 hari ni

Creative Tips Pushing

Pembuka Ayat

Product

En Ahmad dah buka akaun Public Mutual?

Product

En Ahmad pernah dengar Ittikal yang untung 220% selama 10 tahun?

Product

En Ahmad nak dapat FREE takaful menggunakan duit EPF

Services

En Ahmad kita ada plan special - pendidikan untuk anak-anak En Ahmad supaya nanti umur mereka 18 tahun, tak perlu pinjam duit sedara mara nak masuk universiti

Services

En Ahmad kita ada plan untuk mempercepatkan orang-orang KL pergi Haji En Ahmad saya ada idea untuk dikongsi. Jika saya dapat tunjukkan bagaimana En Ahmad boleh dapatkan RM1 juta dengan hanya melabur RM100 sebulan. En Ahmad berminat tak? If I can show how you can retire with RM2mill. Are you interested

Creative Tips Objection

How to handle

Agen dah ramai call I

I can offer you one stop solution

I dah invest

Bila last sekali invest. Fund apa?

Duit tak cukup la bro…

Kita perlu RM100 untuk jadikan Rm1.5mill

Busy

I know you are VIP. Just 10 mins to share with you. No obligation

Effective ways to cold call • • • • • • •

Correct environment Stand up to raise your energy Your voice reflect you – smile Talk smoothly, pace your words (speed) Build rapport Check your face through mirror in front of you May have a script as a guide

Effective ways to cold call (2) • • • • • •

Not necessarily all English language Don’t speak too long over the phone Cut it short – save your phone bill You control the conversation Don’t sell your product over the phone Maximum 1 hour phone call (various prospects) – go out and meet them in person

Prospecting - Redah Face-to-Face (F2F) • Cheapest way to close your sale and how I get my 230 clients (Arif’s experience) • High chance immediate closing • Prospecting is narrowed – qualify Money-AuthorityNeed • NO MONEY involve • High chances of meeting clients being left by agent • Everybody knows unit trust ? • Prospect doesn’t have much time. • Blue Ocean - many people out there with lots of money to invest.

Why Redah F2F • • • • • •

Build your Client List Build Your Confident Create active activity See many type of people Build Rapport before seeing them for an appointment Easy to collect name card

Steps in Redah F2F 4 Steps Create Rapport

Exchange Biz Cards Qualify Prospect Book Appointment

Money Authority Need

Scripts for Redah F2F Steps

Talk

Rapport

Greet & introduce yourself and company Give a little compliments

Exchange cards

Boleh saya nak exchange card Boleh saya dapatkan kad tuan/puan

Qualify

•Can prospect invest thru EPF or he has money for cash investment •Can he make a decision •Does he want a better retirement, education for children, lifestyle. Better rate of return thsn he is investing now

Book Appointment

I will be in your area …….? May I make an appointment to see you on …………….. or on ………… I have looked in my diary and I am free this ……….. or do you prefer ,,,,,,,

Rapport

Assalamualaikum, I am from Public Mutual I am sure you have heard about us

Rapport

How much have you lost? (ask casually and very professional) Or I am sure you have benefited from Public Mutual before

Tools for Redah F2F • • • • • •

Remarkable Business Card Pocket Calculator QFR Personal Money Magazine Flyer Survey Questionnaire Form

Prospecting - Booth F2F • Discount 50% from the booth rental (max RM5,000) if ask 2 weeks earlier from PMB • Dedicated place for PM, so people already set their mind and consultant won’t have problem of “kena marah” • Practical learning from the senior UTC - hands-on experience for new UTC • Approach skills similar to “Redah face-to-face” • Forms to open booth is available at the branch or you can download at _________________

SALES PRESENTATION

Sales Presentation • 7 Steps of Presentation Skills • Handling Objection – Verbal Taichi

7 Steps Presentation

“People decide emotionally and then justify logically.”

• Refer to handouts for script guide

Verbal Tai Chi Your Professional Tools for Handling Objection.

• Refer to handouts for script guide

Individual or Corporate Individual • Normally can close on the spot • Easier and faster

Corporate • Normally you do a few presentation to the Committee and the BoD • Waiting for BoD approval • Bonus

MANAGING YOUR ACTIVITIES

How to Market You & Your Biz • • • • •

Brand “yourself” as a pro unit trust consultant (expert) You are your brand (be different – create an identity) Consistent Email and online marketing Offline marketing – biz card, flyer etc

How to Manage Your Time

Champion Box for Full-Time UTC

Champion Box for Part-Time UTC

How to Manage Your Time The 4 Quadrants of Time Management (7 Habits of Effective People) URGENT

NOT URGENT

Important Not Important

I

II Effective People

Activities : Crises Pressing problems Deadline-driven projects

Activities : Prevention Relationship building Recognizing new opportunities Planning, recreation & innovate

III

IV

Activities : Interruptions, some calls Some mail, reports Some Meetings

Activities : Some mails, phone calls Time wasters Pleasant activities

People tend to focus & react to Urgent Matters (important or not)

How to Manage Your Time The 4 Quadrants of Time Management (7 Habits of Effective People) URGENT I Important

Learn to organise effectively by reducing activities in I, II and IV  increase activities in Quadrant II

NOT URGENT II Effective People Activities : Prevention Relationship building Recognizing new opportunities Planning, recreation & innovate

Not Important

III

IV

The 40 Points Card – focus on sales activities (Quadrant II) Focus : 40 points a day

How to be Organize 1. Plan your day the night before. Every minute counts !

2. Prioritize the list - number them and do the nasty job first 3. Stick to your list - tick off each item as u get it done. Make an agreement to yourself to check for messages every 2 hours or so 4. 3Ds - do it, delegate to your own PA or dump it Handle each piece of paper only once. Either do something about it, delegate it to someone else (your staff/PA) or dump it in trash. Remember, only do it if you can do it! 5. Don't procrastinate - don't wait, do it now 6. Plan your leisure time - take up activities that need you to be at a certain place at a certain time 7. Be honest with yourself "Is what I'm doing now getting me to where I want to get to"

How to Dress For Success

How to Boost Energy • • • •

Activity – sales and recruitment Visualize your dreams Read books Attend Coaching (Training) and Brainstorming (Meeting) • Sales Tracking buddy

How to Attract People to Buy from You or to Join You • Marketing • Excellence Customer Service • Smile

Macamana nak sedut duit ASB • Kenapa dia orang boleh simpan sampai max RM200k – Guaranteed by the government

• • • •

Testimony keuntungan Syariah panel – rujuk zaharuddin.net Don’t put all your egg in one basket – an alternative Pergi Bank Islam, cuba ambil loan untuk invest ASB, sure tak diluluskan.

Macamana nak sedut duit EPF • Compare return using Rule 72 illustration, QFR and Pocket Calculator • Testimony investors (better own investment)

FORMS & SUBMISSION

Your Sales Kit A4 blank paper (presentation) File

Transaction forms (organised)

“Pathway to Success” and

“Service Delivery Guide” Survey Form Awards MFR/QFR KLCI chart Ledgers (profit) Prospectus Articles (current)

Laptop Financial Calculator

Black pen (coloured)

Pocket Calculator (paper) Biz Card Thumbprint Pad (black) Tissue

Sales Tools • • • • • • •

Pocket Calculator QFR Fund Chart KLCI Chart Testimony from Past Clients Comparison Chart Rule 72 – compare doubling effect of EPF vs UT

Testimony from Existing Clients

51.62%

29.96%

39.96%

Compare Funds among Unit Trust Companies

79%-62% = 17% difference

• Which fund is leading?

Market Analysis

Other Professional Tools

Marketing Tools

HOW TO FILL UP EPF – UT INVESTMENT FORMS

HOW TO FILL UP CASH FORMS

CUSTOMER SERVICE

How to Provide Good Customer Service • • • • • •

Customer Service Hotline 03-62075000 Public Mutual Online Services Under promise, over deliver Email them bulletin or newsletter Email them their investment updates Give your client a special gifts like cake or pen etc

Sample Report, Bulletin and email to clients

Psychology of Redemption to your Clients • Continuous repeat sales • Fulfill profit promised • Investor need funds (retirement, purchase asset, education need, emergency)

Summary of JumpStart Now ! Attitude, Skill, Knowledge (A.S.K.) • Understand why (min) RM50,000 sales in FIRST month • Prepare Sales Kit • Understand the Sales Cycle • Understand Sales Skills (basic) • Understand how to present and handle sales objections • Understand how to do after-sales follow-up • Understand Unit Trust Funds (Syariah) • Prepare sales forms (for submission)