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)