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A training program is designed for development of the common good

whilst ensuring continuity direction, targets, goals and objectives

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Do you have the . . .Do you have the . . .

ABILITY DRIVE

AMBITION

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Your Your VISION,VISION,Your Your MISSION,MISSION,Your Your GOAL,GOAL,Your Your ROLEROLE

What is……..

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SUCCESSSUCCESS is to be is to be measured not by measured not by wealth, power or wealth, power or fame, but by the fame, but by the ratio between what ratio between what a man is and what a man is and what he might be.he might be.

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A SUCCESSFUL SALESMANA SUCCESSFUL SALESMAN

Prospecting 55%

Sales Presentation 10%

Service 20%

Administration 5%

Travel 10%

Self-Improvement 10%

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What type of What type of people climb people climb Mt. Everest?Mt. Everest?

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4 people were 4 people were blind and 1 was blind and 1 was had no legs but had no legs but was not disabled was not disabled

Last year ...Last year ...

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The quality of a person’s The quality of a person’s life is in direct proportion life is in direct proportion to their commitment to to their commitment to excellence, regardless of excellence, regardless of their chosen fieldtheir chosen fieldooff endeavor. endeavor.

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THE QUESTIONSTHE QUESTIONSAre we good enough Are we good enough Are we deserved Are we deserved Are we hard working Are we hard working Are we honorable Are we honorable Are we professional Are we professional Are we proudAre we proud Are we as we want to be Are we as we want to be

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The end goal is The end goal is not only not only to to have have a great career. a great career. It’s to have a It’s to have a great life.great life.

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What is the difference What is the difference between a target and between a target and a goal?a goal?

QUESTION:QUESTION:

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areare broken; broken;

ANSWER:ANSWER:

are achieved.are achieved.S

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. . . AND YOU THINK YOUR JOB STINKS. . . . AND YOU THINK YOUR JOB STINKS.

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Here’s the plan ...Here’s the plan ...

““When I was a child . . .” When I was a child . . .”

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DefiningDefiningYourYour

GoalsGoals. .

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BEGIN WITH BEGIN WITH THE END IN THE END IN MIND.MIND.

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Object is to pick Object is to pick

3 things and do 3 things and do

them better.them better.

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Assume responsibility Assume responsibility for the quality of your for the quality of your own life.own life.

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Make the most Make the most of yourself, for of yourself, for that is all there that is all there is for you.is for you.

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TWO TYPES OF PEOPLE TWO TYPES OF PEOPLE IN THE WORLDIN THE WORLD

1.1. Those that don’t know Those that don’t know what they don’t know.what they don’t know.

2.2. Those that know what Those that know what they don’t know.they don’t know.

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SETTING GOALS

Big Long-term Short-term In Writing

Goals should be:

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THE SIX BUYING MOTIVES

1. Desire to Gain

2. Fear of Loss

3. Comfort and Convenience

4. Security and Protection

5. Pride of Ownership

6. Satisfaction of Emotion

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PROFILE OF A QUALIFIED PROSPECT

Has a need

Has the authority to buy

Has the money to buy

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The sum of a man’s toil is not what he gets for it, but what he becomes by it.

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BEATING THE BEATING THE OPPOSITIONOPPOSITION

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Don’t Don’t bother just bother just to to be be better than your better than your contemporaries or contemporaries or predecessors. Try predecessors. Try to be better than to be better than yourself.yourself.

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RAnd one to get you started . . .A Four-Week Prospecting Campaign

MondayMonday TuesdayTuesday WednesdayWednesday ThursdayThursday FridayFriday

W E E K O N E

Select 5 people who said they wanted to think over a previous proposal and would let you know when they are ready to buy. Naturally, they didn’t let you know – so why not call on each of them today about the Kclub?

Go through your policy owner files. Pick 5 clients who have purchased any product from you and see them today about the Kclub. If they are interested, encourage them to put aside enough time to see you.

Check around and build up a list of young people who secured their first job this year. Pick promising younger clients who may someday become every thing you expect.

Spend an hour this morning compiling a list of prospects not contracted before. Call them today – some pleasant surprise may develop.

Whom do you know is “on the road” most of the week? Are there executives, you know who are back in town for the weekend? This may be the only time you can reach them. Send an age-change letter to 5 clients today and illustrate the advantages of the Kclub.

RAnd one to get you started . . .A Four-Week Prospecting Campaign

MondayMonday TuesdayTuesday WednesdayWednesday ThursdayThursday FridayFriday

W E E K T W O

Make a list of everyone you met this past weekend. What stores and shops did you stop in? Who were the salespeople who waited on you? Were they shop owners or store managers? Run into any old acquaintances over the weekend who are not already involved in the Kclub?

Contact friends in business about developing a corporate nest. Get from them the names of individuals recently promoted; also, try to secure a company phone directory and get on the mailing list for company programs.

Make a list of parents you know who are substandard risks. Talk to them about insurance for their children – they will appreciate the advantage of lower premiums for their children who are in good health.

Been so busy out in the field you’ve neglected other business people and professionals right around your own office location? Spend today checking them for possible involvement with the Kclub.

Have you called on your orphan clients recently? orphans are buyers who have kept their products or policies in force. It follows that additional sales you make with them have a good chance to persist. Don’t neglect your orphans – they may be ready to buy.

RAnd one to get you started . . .A Four-Week Prospecting Campaign

MondayMonday TuesdayTuesday WednesdayWednesday ThursdayThursday FridayFriday

W E E K T H R E E

Select three or four of your best friends and ask them for referred leads. Ask them about newlyweds, newcomers to town, and couples expecting their first child. Call on these leads today.

Go back through the records and pick out five of the almost-sold prospects and give them another chance to meet you. This might be just the day when the extra effort will make it a Kclub day.

Everyone dreams about a fruitful retirement, but few people actually take time to plan financially for retirement. Whom do you know who will retire within the next 20 to 25 years? Call on them today and offer them a review of their future retirement needs.

“I know a prospect but he (or she) is such an obnoxious individual, I’ve put off making the call.” However, this family needs the Kclub as much as yours does. Grit your teeth and call today.

Referred leads are quality leads. Build up your inventory to 50 names today by calling on centers, friends, and policy owners. See the really “hot tips” today.

RAnd one to get you started . . .A Four-Week Prospecting Campaign

MondayMonday TuesdayTuesday WednesdayWednesday ThursdayThursday FridayFriday

W E E K F O U R

Do you know that in the past two years only 1 out of 4 people in the over-40 age group has been asked to buy insurance? Chances are the over-40’s expenditures for furnishing a home are completed: income is near its peak – but still there are needs for insurance.

Get the names of at least five new homeowners and contact them about mortgage protection.

How long has it been since you’ve addressed a club or group about insurance? This is an excellent opportunity to build prestige and develop a real door-opener to future kclub clients Meanwhile, how long has it been since you’ve done any cold-canvass selling or searched for new business? Pick out a definite area today.

Review files of programmed clients to call back on. Fill next objective to be covered as outlined after the last meeting.

What new idea used these past weeks proved most productive? Try it again today and see whether it will produce even more business.

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The key to effectiveThe key to effectivePROSPECTINGPROSPECTING is the is the abilityability and and willingnesswillingness

to ask enough of theto ask enough of theright questionsright questions..

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The key to successful The key to successful CLOSINGCLOSING is is

effective prospecting.effective prospecting.

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WORKING AT WORKING AT

THE NEXT THE NEXT

LEVELLEVEL

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WHO DOES WHAT BY WHEN

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SMART WORKSMART WORK

NOTNOT

HARD WORKHARD WORK

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THE WHOLE kclub PERSONTHE WHOLE kclub PERSON

Proper AttitudeProper Attitude People SkillsPeople Skills Selling SkillsSelling Skills Professional KnowledgeProfessional Knowledge

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Planning

Study

Selling

Perso

nal

THE WHELL OF ACTIVITY

Service

Pro

spec

tin

g

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THE PYRAMID OF SUCCESS

Success

Method

Energy

Attitude

Interest

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The ability to The ability to introduce new introduce new members cash.members cash.

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When does the When does the close begin?close begin?

QUESTION:QUESTION:

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When you leave the house.

ANSWER:ANSWER:

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4 PHASES TO A SALES

T T E N T I O NT T E N T I O N

N T E R E S TN T E R E S T

E S I R EE S I R E

C T I O NC T I O N

AA

II

DD

AA

R7 STEPS TO A RESENTATION

INTRODUCTION

FACT-FIND

PRESENT PROBLEMS

PROVIDE SOLUTIONS

CLOSE

ADMINISTRATION

REFERRALS

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What is your What is your presentationpresentation like?like?

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Does it change Does it change with every with every client?client?

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INCOME

0 10 20 30 40 50 60

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THE THE 7-DAY PLAN7-DAY PLAN

FOR FOR SUCCESSSUCCESS

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» Plan to achieve» Persistence in the face

of obstacles» Positive self-image

The 3 P’s of Success

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Seven Conditions for SuccessSeven Conditions for Success

Conception of what we want.

Confidence that we can attain our goals.

Concentration on what it takes.

Consistency in what we do.

Commitment of emotional energy.

Character of high quality.

Capacity to enjoy the process along the way.

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A world incapable A world incapable

of change is a world of change is a world

without hope . . .without hope . . .

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A salesman A salesman

capable of capable of

hope . . .hope . . .

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. . . is a hopeful

salesman.

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Setting the Base for RecordsSetting the Base for Records

WORKING WORKING FLAT OUT FOR FLAT OUT FOR

A PURPOSEA PURPOSE

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IDEASIDEAS DO DO NOT WORK NOT WORK UNLESS YOU UNLESS YOU DO!DO!

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Investing Investing in in

yourselfyourself

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Perfect Planning

Prevents Poor

Performance

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THIS WEEK’S CALLS ARE

NEXT WEEK’S COMMISSION

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INCREASING INCREASING

OPPORTUNITYOPPORTUNITY

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THE ART OFTHE ART OF

SELF SELF

PROMOTIONPROMOTION

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Make sure your personal market is personal – that it really reflects you, the person as well as you the salesperson.

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A WIN-WINA WIN-WINSITUATIONSITUATION

THE SYSTEMTHE SYSTEM

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THE SYSTEM:

• Why?• What it achieves?• When to use it?• The Program• Monitoring• What if?

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What is a

SYSTEM?

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The answer lies in the difference between the two – in the existence, or lack of, a system for success.

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Knowing Knowing where you where you areare is half the battle is half the battle in achieving your in achieving your objectives.objectives.

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WWhy hy PPeople eople RRespond espond TTo o TThe he SSales ales SSystem?ystem?

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STAGES OF THE SALES PROCESS

GATHER NAMES &QUALIFY THEM

CONTACT THEM

SALES INTERVIEW I

Because you are known to the prospect in a favorable light.

Because you approach the prospect with an idea that fits his/her needs and establish the value of your service.

Because you are diligent in determining the facts about the prospect and the prospect’s motives.

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STAGES OF THE SALES PROCESS

PREPARERECOMMENDATIONS

SALES INTERVIEW II

Because you can pinpoint needs and solutions and concentrate on basic needs.

Because you can translate features into benefits, appeal to buying motives and make specific recommendations based on recognized needs/wants.

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STAGES OF THE SALES PROCESS

CLOSE THE SALE

SEAL THE SALE

Because you provide constructive information and tie benefits to buying motives.

Because you reinforce the sale and remind the buyer why he or she purchased the policy, you then give a future commitment to continuous service.

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If what you say is what If what you say is what you think, that’s you think, that’s honestyhonesty; ;

If what you say is what If what you say is what you feel, that’s you feel, that’s sinceritysincerity; ; If what you say is what If what you say is what you do, that’s you do, that’s integrityintegrity..