E Material PDF BSC - Maximising Opportunity Through Fact Finding 2.0

“BSC: Maximising Opportunity
Through Fact Finding”

Strategies of today to build your tomorrow
A Program For Financial Service Professionals,

Who Aspires to Propel to the Next Level of
Sustainable & Profitable Income
1
q Overcoming Buying Resistance, Why People Buy?
q Recap From Part 1,
q Art & Science in Sales, Warisan Plus Product Features & Benefits,
q Sales Preparation & Presentation – Income Replacement Time Line,
q Advantages of CFF Time-Line,
q Planning Opportunities: Warisan Plus
q Art & Science in Sales, Aspirasi Product Features & Benefits
q Financial Analysis – Retirement Planning,
q Retirement Planning – Time Line
q Planning Opportunities: Aspirasi
q Into The Future – Financial Calculator
q Q&A
2
Resistance
Highest
Recognition of Needs & Sales q Likeability
Presentation
Resistance
(CHINA, CFF & Time Line) q Need Up to 80%
Responding to q Budget Closing Ratio
Objection &
Rejection
q Trust
Level of Trust
(TA, Company &
Product)
Budget To Lower NLEIP

Resistance Level
towards Buying Questioning
Decision Technique
Threshold
Buying Decision
& Sales Closing
Time
Shortest Possible Time
3
Recap From Morning
Session
4
Family Needs & Priorities
hibah 1
pampasan 3
medicl crd 4
2
saving 6
5
For internal use only. Strictly confidential. 5

Option 1
Option 2
Option 3
6
7
8
9
Features & Benefits
10
11
12
13
1
3
4
2
6
5

1. Pre-Qualifying Quality Prospect
Pra-Kelayakan: Prospek Yang Berkualiti, (CHINA),
2. Script: To Secure Your Sales Appointment

Skrip Untuk Mendapatkan Temu Janji, (3 perjanjian)
3. Script: Self Introduction & the kind of Services that you provide
Skrip Memperkenalkan Diri & Khidmat Yang Anda Berikan,
4. Opening Sales Script in your Sales Appointment

Skrip Pembukaan Dalam Temu Janji, (20 minit)
5. Sales Presentation Script

Skrip Penyampaian Jualan, (7 YES)
6. Script in Overcoming Objections & Rejections

Skrip Untuk Menanggani Bantahan & Tolakan, (3 key pointers)
7. Script for Asking the Budget

Skrip Untuk Mendapatkan Budget,
8. Sales Closing Script

Skrip Untuk Tutupan Jualan (3 YES)
9. Script to Secure Referrals/Introduction/Testimonies

Skrip Untuk Mendapakan Rujukan/Perkenalan/Testimoni
15
Financial Analysis/Analisis Kewangan
50,000
(60 – 40) 20
0
RM50K x 20 thn 1,000,000
RM Perlindungan Pendapatan – Time Line Male, Age 42, NS, Class 1,

20yrs CPP & CT, Warisan Plus
Death Disability Dread Disease Divorce RM 1.0J Need Amount Budget
n
5 0K x 20 th
RM 100% RM1.0M RM3,780
RM50K Options: 75% RM750K RM2,868
1. Do Nothing 50% RM500K RM1,944
2. Do Something
___ %
Time
40 (60 – 40) = 20 thn ke usia Persaraan 60 16
Financial Analysis/Analisis Kewangan
RM Income Protection – Time Line

Need Amount Budget
100%
75%
50%
___ %
Time
17 17
Pra-Kelayakan: Prospek Yang Berkualiti, (CHINA),







18
Resistance
Highest Recognition of Needs & Sales q Likeability

Resistance Presentation (CHINA, CFF &
Time Line)
q Need Up to 80%
Responding to q Budget Closing Ratio
Objection &
Rejection q Trust
Level of Trust
(TA, Company &
Product)
Budget
Lower Resistance NLEIP
Level towards Questioning
Buying Decision
Threshold Technique
Buying Decision
& Sales Closing
Time
Shortest Possible Time
19
20
PUBLISHED JAN 14, 2016
21
o Income Protection Plan,
o Hibah Takaful,
o Legacy Planning,
o Islamic Estate Planning,
o Shareholders’/Directors’: Buy Sell Agreement,
o Joint Tenancy/Tenancy In Common: Buy Out Plan,
o Keyman,
o Mortgage Insurance Planning,
o Tax Planning
22
q Overcoming Buying Resistance, Why People Buy?
q Recap From Part 1,
q Art & Science in Sales, Warisan Plus Product Features & Benefits,
q Sales Preparation & Presentation – Income Replacement Time Line,
q Advantages of CFF Time-Line,
q Planning Opportunities: Warisan Plus
q Art & Science in Sales, Aspirasi Product Features & Benefits
q Financial Analysis – Retirement Planning,
q Retirement Planning – Time Line,
q Planning Opportunities: Aspirasi
q Into The Future – Financial Calculator
q Q&A
23
Features & Benefits
24
25
26
27
28
1
3
4
2
6
5

Pra-Kelayakan: Prospek Yang Berkualiti, (FORM, CHINA),







30
Retirement Income – Time Line
20
RM50,000
(80 – 60) 20
(KWSP-RM200K, ASB-RM200K, TH-RM100K, $ Tunai-RM100K) 600,000

(RM50K x 20) – RM600K 400,000
RM 0
Male, Age 42, NS, Class 1,
RM IGAs 10yrs CPT, 20yrs CT, Aspirasi
Need Contribution Shortfall
e nt I ncome RM 1.0mil Amount
r e d Retirem ears
Requi M50K x 20 y RM400K RM9,034 (RM0)
=R RM 400K RM300K RM6,777 (RM100K)
RM50K
Options: RM200K RM4,520 (RM200K)
1. Do Nothing
RM 600K
2. Do Something
Time
40 (60 – 40) = 20 years to retirement 60 (80 – 60) = 20 years to retirement age 80

32
age
Retirement Income – Time Line
Need Contribution Shortfall

RM Amount
RM____
RM____
RM____
Time 33
o Retirement Planning,
o Tertiary Education Funding,
o Golden Handcuff Plan,
o Gratuity Plan,
o Islamic Estate Planning,
o Housing Loan Redemption Plan,
o Tax Planning
34
Financial calculators:
are specialized tools for businesses and
finance, and it is a typical calculator that
will make life much easier when you
want to calculate the rate of return on an
investment or loan payments
App Store & Download
36
37
Education Plan for Children - Time Line
Options:
1. Do Nothing
Future Cost For Each Child: 2. Do Something
d
RM
i on Adjuste FV1 = ______
Inflat eturns ____ FV2 = ______
fR Child’s Name Amount(FV) Payment
Rate o % pa FV3 = ______
Cost of FV4 = ______
Education:
PV1= _______
PV2= _______
PV3= _______
PV4= _______
Time(N)
Tertiary Education Age:
Your Age: ___ yrs Number of Years Funds Are ___ yrs
Spouse Age: ___ yrs Needed: ___ yrs
C1: _________ ___ yrs ___ yrs Child’s Name Budget FV
N1= ___ yrs, N2= ___ yrs
C2: _________ ___ yrs N3= ___ yrs, N4= ___ yrs ___ yrs
C3: _________ ___ yrs ___ yrs
C4: _________ ___ yrs ___ yrs
How Much You Need To Save For Each Child:

I = _____%
PMT1= _____, PMT2= _______
PMT3= _____, PMT4= _______ 38
Zainuden Hashim
39
40
40

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“BSC: Maximising Opportunity

Through Fact Finding”

A Program For Financial Service Professionals,

Budget To Lower NLEIP

For internal use only. Strictly confidential. 5

For internal use only. Strictly confidential. 14

2. Script: To Secure Your Sales Appointment

4. Opening Sales Script in your Sales Appointment

5. Sales Presentation Script

6. Script in Overcoming Objections & Rejections

7. Script for Asking the Budget

8. Sales Closing Script

9. Script to Secure Referrals/Introduction/Testimonies

RM Perlindungan Pendapatan – Time Line Male, Age 42, NS, Class 1,

RM Income Protection – Time Line

2. Script: To Secure Your Sales Appointment

4. Opening Sales Script in your Sales Appointment

5. Sales Presentation Script

6. Script in Overcoming Objections & Rejections

7. Script for Asking the Budget

8. Sales Closing Script

9. Script to Secure Referrals/Introduction/Testimonies

Highest Recognition of Needs & Sales q Likeability

For internal use only. Strictly confidential. 29

2. Script: To Secure Your Sales Appointment

4. Opening Sales Script in your Sales Appointment

5. Sales Presentation Script

6. Script in Overcoming Objections & Rejections

7. Script for Asking the Budget

8. Sales Closing Script

9. Script to Secure Referrals/Introduction/Testimonies

(KWSP-RM200K, ASB-RM200K, TH-RM100K, $ Tunai-RM100K) 600,000

40 (60 – 40) = 20 years to retirement 60 (80 – 60) = 20 years to retirement age 80

Need Contribution Shortfall

How Much You Need To Save For Each Child:

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