Date post: | 03-Jan-2016 |
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Differentiating Myselfby Gregory Fok
(Activity + Skill + Knowledge) x M = Success
Engineering background
Previous company, Singapore Oriental Motor – products are more expensive than competitors, but they have biggest market share – Why?
Introvert – people say I cannot succeed (Reflection - God says I listen more than I speak) - strength
Started at age 25, Min achievement – MDRT
3 YEARSwhere do you want to see yourself?
marketing
what’s your definition?
“The Sale Before The
Sale”
MARKETING
mindshareand
Trigger Points
systemof
Differentiating Yourself
Monthly emails since May 2006
Why do I send it out?
What do I send out?
Target market
Starting out, I knew only 1 lawyer, zero doctors, zero business owners
Line up appointments - who do you want to meet?
What you like about working with me?
Why should I give & send introductions to you? 80/20 rule
Referral script
Trust Referral System
How to introduce you with confidence?
upward referral
Mortgage loan advisors
Wills and Trusts
Property experts
Tax advisors
Accounting advisors
PIC : Government Grants experts
Council of Advisers
Favorable Impressionbefore First Meeting
www.gregfok.com
How to gain trust immediately
Respect each other
Your agenda
Story : Damien (look for someone else, ended up coming back)
What happens at the First Meeting
How to show professionalism?
Financial Ratios
Asset Allocation
Insurance Portfolio Structure
Role Play of Estate and Legacy Planning
Priorities of Financial Planning Considerations
What are Your Deliverables?
qualifywho do you work with?
how to getwhat you want?
help others get what they want and they’llfind ways to help you get what you want
personal portfolio
do you believe in what you do?
“Celebrate Progress,
not Success”- Samuel KohFounder of HeartzMail
Trust Referral System &Engiine MultiSite CMS
See myself as a business person who grows his practice to be like a doctor who specializes in High Net-worth Individuals.
See succession planning for myself and clients so they can be assured of continuity.
vision
meet only daytime and lesser nights and
weekends
daytime meeting
personaltouchpoints
Call reluctance - Happy calls – build confidenceStory : been wanting to call you
offer your expertise
mediaopportunities
slides available for download at
www.gregfok.com
thank you