PROSPECTING SERIES 1:

MAXIMIZING SOCIAL MEDIA

Date:
Trainer:
AIA confidential and proprietary information. Not for distribution.
WHERE DO I POST?

AIA confidential and proprietary information. Not for distribution. 2

 SOCIAL MEDIA POSTING BEST PRACTICES

Be CLEAR Keep it Make use of Tag our FB or Use our

before SHORT and VISUALS IG Pages hashtags
you be clever SIMPLE
People’s attention Whether that’s
While we like being With so many
spans are getting #LiveBetter or
creative with our content going Tagging the AIA
shorter by the #PhilamVitality, we
content, we have to through their feeds, Philam Life official
second. Let’s make want to make sure
make sure first that we have to grab pages gives more
sure we’re able to we are consistent
our customers are their attention with credibility to your
provide snackable with all our
able to understand thumb-stopping posts.
information for communications
what we’re posting. visuals.
them. with our customers.

AIA confidential and proprietary information. Not for distribution. 3

Sample Social Media Post

AIA confidential and proprietary information. Not for distribution. 4

Social Media Prospecting Tools & References

https://www.philamlife.com/en/live-better.html

AIA confidential and proprietary information. Not for distribution. 5

Social Media Prospecting Tools & References

AIA confidential and proprietary information. Not for distribution. 6

 Social Media Prospecting Tools & References
Available Digital Content as of March 18, 2020
Last February 2020, we launched the Live Better content hub, which aims to house all helpful
content about protection for all customers (prospects and existing), financial advisors, and other
partners. This is a mix of articles, infographics, and interactive quizzes. It’s all for free, mobile-
friendly, and perfect for social media sharing. Stay tuned! More articles will be published this year.
PhilamLife.com Live Better Content Hub: Solenn, Nico, Mond, and Wil had an exclusive interview with David Beckham, AIA’s Global
https://www.philamlife.com/en/live-better.html Ambassador, when he visited last year. You can watch and share his health tips, fitness
# Content Title URL suggestions, and sleep hacks from our snackable Fast Talk videos. You can also use the Little
1 Do you know what protection you’re getting with https://www.philamlife.com/en/live-better/protection/do-you-know-what- Changes Challenge chatbot to encourage your customers to start living healthier, longer, and better
an insurance plan? youre-getting-with-an-insurance-plan.html
lives.
2 #Walangforever sa career: 4 steps to take https://www.philamlife.com/en/live-better/protection/walangforever-sa- AIA Philam Life’s Facebook Page
before retirement career-4-steps-to-take-before-retirement.html
David Beckham and Little Changes Challenge Content
3 Financial planning: your roadmap to financial https://www.philamlife.com/en/live-better/protection/financial-planning- https://facebook.com/AIAPhilamLife/
freedom your-roadmap-to-financial-freedom.html
# Content Title URL
4 How AIA Philam Life protection benefits your https://www.philamlife.com/en/live-better/protection/how-aia-philam-life-
1 Fast Talk: On Kid's Diet https://facebook.com/watch/?v=176292483679997
family insurance-benefits-your-family.html
5 4 financial blind spots AIA Philam Life can solve https://www.philamlife.com/en/live-better/protection/4-gaps-in- 2 Fast Talk: On Relaxation https://facebook.com/watch/?v=1012026122503706
insurance-coverage-that-philam-life-can-solve.html 3 Fast Talk: On Keeping the Family Close https://facebook.com/watch/?v=2464433117142474
6 How to secure your family's financial future: an https://www.philamlife.com/en/live-better/protection/how-to-secure- 4 Fast Talk: On Knowing David https://facebook.com/watch/?v=491402735120918
OFW guide and tips your-familys-financial-future.html 5 Fast Talk: On Having Kids https://facebook.com/watch/?v=790742834775092
7 Buying life insurance? Look for these 4 things https://www.philamlife.com/en/live-better/protection/5-things-to-look-for-
6 Fast Talk: Sleep Regimen https://facebook.com/watch/?v=588429711889672
first when-buying-an-insurance-policy.html
8 How to handle medical bills without getting help https://www.philamlife.com/en/live-better/health/how-to-handle-medical- 7 Fast Talk: Fitness Journey https://facebook.com/watch/?v=833224857131726
from relatives or stopping from school bills-without-getting-help-from-relatives.html 8 Fast Talk: Maintaining a Balanced Diet https://facebook.com/watch/?v=473280180258319
9 Fast Talk: Sleep https://facebook.com/watch/?v=2444907522441592
9 How dengue-proof is your family? https://www.philamlife.com/en/live-better/health/how-protected-are-
your-family-against-dengue.html 10 Fast Talk: Healthy Routine https://facebook.com/watch/?v=781693938960512
10 Life and health insurance vs HMO: which https://www.philamlife.com/en/live-better/health/health-insurance-vs- 11 What’s Your Why from the Live Better Expo https://facebook.com/watch/?v=198565937944395
protection is more beneficial for you? hmo-know-the-difference-and-similarity.html 12 Little Changes Challenge: Sugar-Free Dreams https://facebook.com/watch/?v=599060594240763
11 5 easy ways to save for your kids' dream https://www.philamlife.com/en/live-better/education/5-easy-ways-to-
college save-for-your-kids-dream-college.html 13 Little Changes Challenge: Book over Gadgets https://facebook.com/watch/?v=1231850100345610
12 4 ways educational plans can benefit your https://www.philamlife.com/en/live-better/education/how-educational-
family’s future plans-can-benefit-your-familys-future.html 14 Little Changes Challenge: Go to bed an hour https://facebook.com/229382577171716/posts/25040623163703
13 How to give your child the college education https://www.philamlife.com/en/live-better/education/tips-for-choosing- earlier 86/
they deserve the-best-college-school-for-your-child.html
14 How to save money for future family goals https://www.philamlife.com/en/live-better/savings/the-best-way-to-save- 15 Little Changes Challenge: Greens are great for you https://facebook.com/229382577171716/posts/25040567463709
money-for-your-familys-future.html 43/
15 4 simple ways to plan for a successful future https://www.philamlife.com/en/live-better/savings/4-simple-ways-to- 16 Little Changes: Tiny Challenges Giant Gains https://facebook.com/229382577171716/posts/24471352120630
plan-for-a-successful-future.html 97/
16 Grow your savings: how to start saving money https://www.philamlife.com/en/live-better/savings/how-to-start-saving-
17 Little Changes: Make Little Changes and Exercise https://facebook.com/watch/?v=497623337763366
for retirement now money-for-retirement-now.html
17 Three answers to OFWs’ shockingly low https://www.philamlife.com/en/live-better/savings/ofw-investment-tips-
savings and-opportunities-you-can-start-now.html 18 Little Changes: Try a new sport! https://facebook.com/watch/?v=567476507420616

AIA confidential and proprietary information. Not for distribution. 7

Social Media Prospecting Tools & References
Gamified Surveys

AIA confidential and proprietary information. Not for distribution. 8

How do I start a
conversation with
cold prospects
on Social Media?

AIA confidential and proprietary information. Not for distribution. 9

Common Messaging Pitfalls

Going directly to your sales pitch

in the first message
Never start your conversation with a sales pitch.
People generally like buying things, but dislike being sold to.

Sending “copy & paste” messages

Recipients can easily distinguish a copy pasted
message from a personalized message.

It’s okay to have a template, but ALWAYS customize!

Source: Tanya Aliza Social Media Prospecting

AIA confidential and proprietary information. Not for distribution. 10

Elements of a Message When Starting
A Conversation with a Cold Prospect

Genuine Relate or Ask a

Compliment connect with question
your prospect

How does this look like?

Source: Tanya Aliza Social Media Prospecting

AIA confidential and proprietary information. Not for distribution. 11

Elements of a Message When Starting
A Conversation with a Cold Prospect

Hi Mark, long time no

see! You know last time
we went there, sa Super worth it for the
I saw your recent photos ABC Resort din kami price, noh?
from your Palawan trip. nag check in.
Ang ganda ng mga
kuha, pro na pro!

AIA confidential and proprietary information. Not for distribution. 12

Elements of a Message When Starting
A Conversation with a Cold Prospect

Hi Jackie, just messaging Alam mo talagang

you because I saw your nakakatulong yung
post regarding the ginagawa niyo. Sabi Dine-derecho niyo ba
donation drive you are ng kapatid kong sa hospital mismo
doing for our frontliners. nurse talagang yung donations?
What you are doing is nagkakaubusan na
great! Hanga ako sa ngayon ng PPEs.
inyo!

AIA confidential and proprietary information. Not for distribution. 13

Let’s Try It!

Write down a sample

conversation starter
that contains the three
elements below, and
send it in our chat
box.

Genuine Relate or connect Ask a question

Compliment with your prospect
AIA confidential and proprietary information. Not for distribution. 14
AIA confidential and proprietary information. Not for distribution. 15
What’s Next?

There are only 2 results once you press

that “send” button:
Scenario 1: Scenario 2:

Your prospect Your message

replies gets ignored

AIA confidential and proprietary information. Not for distribution. 16

Scenario 1: Your Prospect Replies

Go with the flow. Don’t get too excited and talk

business right away! The last thing you’d want them to
feel is that you only messaged them because you’re
selling something.

If your prospect replies, let’s break your next steps in

the form of these three main objectives:

Break the Pique Set an

ice interest appointment

AIA confidential and proprietary information. Not for distribution. 17

Scenario 1: Your Prospect Replies

Remember that your primary goal

Break the
is NOT to arouse interest or to set
ice
an appointment at this point.
PRO TIP: Before breaking the ice, you may want to visit
your prospect’s social media page to do a little “research”

Some topics you may talk about:

1. The last time you two saw each other – “Last time natin nagkita
sa debut pa ng anak ni Jojo, ah!”
2. A common hobby – “Madalas ka pa rin ba maglaro ng basketball?”
3. Blast from the past – “Naaalala mo yung prof natin sa calculus?”
4. A common friend – “Uy, pare Nakita ko sa mutual friends natin
friend mo pala si Maria. Paano kayo nagkakilala?”

AIA confidential and proprietary information. Not for distribution. 18

Your Ticket to the Next Step

• Your prospect asks about what you do or the

company you’re affiliated with.

• Somewhere in your ice breaker conversation,

you get to talk about something related to
health, insurance, or money.

These are examples of segue topics!

AIA confidential and proprietary information. Not for distribution. 19

Scenario 1: Your Prospect Replies

At this point, you are testing the

Pique waters. If your prospect does not
Interest know that you are a financial advisor,
now is the time to re-introduce
yourself as one.
Some topics you may talk about:
1. What you do for a living - “Saan ka na nga ngayon?”
2. Cost of getting sick (especially in this pandemic) – “Grabe, ang
mahal na talaga magkasakit ngayon, ‘no?”
3. Basic financial planning concepts – “Alam mo, the rule of thumb
is your critical illness coverage should be 5x your annual income”
4. Business expansion – “Pang ilang branch mo na ‘yan?”
5. Retirement plans – “Ano balak mong gawin pag nag retire ka na?”

AIA confidential and proprietary information. Not for distribution. 20

How This May Look Like
Nakakausap mo pa ba mga kaklase natin nung
Ice breaker topic
college?

Hindi na nga eh. Kailangan na nating mag-reunion,

Segue
ang tagal na nating ‘di nagkikita! Saan ka na ngayon
opportunity
nagwwork, bro?

Oo nga eh! I’m with AIA Philam Life now as a

Segue statement financial advisor. Got my license in 2015 ☺
Ikaw, san ka na ngayon?

I recently put up my own architecture firm. Ahh nasa

Philam ka na pala!

Oh wow, big time ka na talaga! Yes, never ko

Start of second pala nasabi sa’yo na nasa Philam na ako.
stage: Piquing the Actually, yung ibang batchmates natin, clients
prospect’s interest ko na. I help them with their life and health
insurance needs.
AIA confidential and proprietary information. Not for distribution. 21
Scenario 1: Your Prospect Replies

Set an This is it! You’ve managed to pique

appointment your prospect’s interest. Now it’s time
to set an appointment.

You may set the appointment to be either:

1. Face-to-Face – the conventional way

2. Digital – via video conferencing apps like Skype

AIA confidential and proprietary information. Not for distribution. 22

How This May Look Like
Oh wow, big time ka na talaga! Yes, never ko
pala nasabi sa’yo na nasa Philam na ako.
Actually, yung ibang batchmates natin, clients
ko na. I help them with their life and health
insurance needs.

Ah talaga? Alam mo, ang daming nag-ooffer sa akin

pero hindi ko talaga maharap dahil busy ako.
Minsan nga pati yung bangko inaalok ako!

Ganun talaga kapag lumalaki ang negosyo,

lalong nagiging busy! Pero alam mo bro lalong
mas kailangan mo ang proper financial panning
and risk management dahil lumalaki na yung
negosyo mo. I’d be more than willing to sit
down and share some concepts with you on
your most convenient time.

AIA confidential and proprietary information. Not for distribution. 23

How This May Look Like
Tingnan natin, subukan ko isingit sa sched ko this
month.

Sure. Bakante pa yung last week of the month

ko. How does Friday, the 30th,look for you?
Puntahan na lang kita sa office mo ng mga after
lunch para hindi ka na magtravel.

OR
Sure. You know bro, pwede rin tayo mag meet via
online platforms like Skype or Zoom. Hi-tech na
tayo ngayon, eh! How does Saturday morning
sound? Para relaxed ka lang sa bahay.

AIA confidential and proprietary information. Not for distribution. 24

Scenario 2: Your Message Gets Ignored

Don’t take it personally! Your prospect ignored your

message, NOT you! Besides, you haven’t been talking in
a long time!
At this point, DO NOT resend the message or send a
different one. It’s time to message your next cold
prospect ☺

AIA confidential and proprietary information. Not for distribution. 25

 Let’s Do Some Quick Activities!

AIA confidential and proprietary information. Not for distribution. 26

Activity #1: Secret Agent No More

Part I: 5 minutes
1 Quickly go over your Facebook friend list.

2 Identify 10 Facebook friends

whom you can classify as “long
time no see / hear”
3 Among the 10 “long time no see / hear”
FB friends, choose 1 friend you can
approach (preferably one who doesn’t
know that you’re a financial advisor)

AIA confidential and proprietary information. Not for distribution. 27

Activity #1: Secret Agent No More

Part II: 5 minutes

4 Compose your 3-part message.
Genuine Relate / Ask a
Compliment Connect question

5 Message that person!

If that person replies, don’t get too excited!

Remember, the purpose of the message is just

to break the ice. You may just ask them how
they are doing during the ECQ.

The right timing of bringing up business is

crucial ☺

AIA confidential and proprietary information. Not for distribution. 28

Activity #1: Secret Agent No More

6 After breaking the ice (not necessarily during

the first conversation), your goal is to re-
introduce yourself as a financial advisor.
Once appropriately warmed up, you may swing
the conversation to talk about career by asking:
“Where are you affiliated now?”
“Ano na nga pala ginagawa mo ngayon?”

Create your own re-introduction spiel.

I’m currently with AIA Philam Life now. I just realized that I never
got the chance to introduce myself to you as a financial advisor.
I got my license in 2015, and I have been helping people with their
insurance and risk management needs ever since.

AIA confidential and proprietary information. Not for distribution. 29

Activity #1: Secret Agent No More
Name of How You Genuine Relate /
# Question
Prospect Met Compliment Connect

AIA confidential and proprietary information. Not for distribution. 30

Activity #1: Secret Agent No More
Name of How You Genuine Relate /
# Question
Prospect Met Compliment Connect

10

AIA confidential and proprietary information. Not for distribution. 31

Activity #2: Social Media Content Planning
▪ Plan your social media activities for the next seven days.
▪ Include all the learnings you gained in this webinar.
▪ Have targeted approach for your warm, lukewarm, and cold markets.
▪ After 5 minutes, take a screenshot or hold your calendar up the
screen for everyone to see.

▪ Be specific about:
▪ Posting Time
▪ Content
▪ Specific Resource
▪ Caption/Message
▪ Friends to Tag (if any)

AIA confidential and proprietary information. Not for distribution. 32

 Activity #2: Social Media Content Planning

Update my
Existing clients

Send messages to
my cold Friends
Share Philam Life posts Share Vitality video

Share lifestyle
photo on Instagram
Send messages to my Update Linkedin
lukewarm Friends Share AMA video

Like my Friends’ Share financial article

lifestyle posts on Facebook

AIA confidential and proprietary information. Not for distribution. 33

Activity #2: Social Media Content Planning

MON TUE WED THU FRI SAT SUN

Time of
Day

Content
Visual

Topic

Platform

Caption /
Messaging

AIA confidential and proprietary information. Not for distribution. 34

The Internet and Social Media

The internet and Social Media keep us close when

the whole world is observing social distancing.
Be productive and always remember to:

CREATE OPPORTUNITIES VIA INTERNET DAILY!

AIA confidential and proprietary information. Not for distribution. 35
PROSPECTING SERIES 1:
MAXIMIZING SOCIAL MEDIA

Date:
Trainer:
AIA confidential and proprietary information. Not for distribution.