Supreme Planners

Activity Planner
 The Activity Planner
The Activity planner is a Planning, Organisation and Self Appraisal Tool designed for
Life Planners of Supreme planners.

Index Contents Pages

1 My Needs 1

2 Formula for Success 2

3 Work Objectives 2

4 Plan for Continuous Professional Development 3

5 Weekly Work Schedule 3

6 1st Year Business Plan 4

7 5 Year Business Plan 4

8 Telemarketing Script 5

9 Financial Need Analysis 7

10 Monthly Prospecting Sheet 10

11 Prospecting Method 34

12 Referral Forms 35

13 Client Report Card 36

14 Self Tracking System 37

15 Sales Process Checklist 38

16 List of Courses 39

17 Career path and Higher Promotion Requirement 40

18 Schedule Of Commission 41

19 Year End Commission And Persistency Bonus Table 42

20 My Dreams 43

21 My Overall Goals 44

22 Promotion Requirement for Associate Manager 45

Copyright 2008 Supreme Planners 1

 My Needs
Estimate your needs for income during the next 12 months
Fixed Expenses
______________
______________
______________
______________
______________
Total: $_______
Living Expenses
______________
______________
______________
______________
______________
Total: $_______
Business Expenses
______________
______________
______________
______________
______________
Total: $_______
Saving & Accumulation
______________
______________
______________
______________
______________
Total: $_______
Miscellaneous
______________
______________
______________
______________
______________
Total: $_______

Total requirements for next 12 months $_______

First Year Commission required for the next 12 months $_______

Copyright 2008 Supreme Planners 2

 The Formula For Success
The prioritized basic daily job description for an planner in his/her first 3 years

Description Duration
30 calls to secure appointments 2 hours
3 face to face appointments 4.5 hours
3 new referrals collected
Study on financial/insurance related matter 1hour
Administrative Work 1.5 hours
Total 9 hours

Work Objectives For The Year

Note: Use weekly sales success formula to develop For The Year Each Month Each Week
your standards as required to generate the desire (based on 11 (based on 48
commission months) week)
First Year Commission Required
Premiums Required
Policies Required
Closing Interview Required
(Multiply applications required by the average
number of closing interview per sale. Caution:
don’t underestimate)
New Qualified Prospects
(Sufficient to replace those eliminated)
Use 48 weeks to allow for vacation, convention and a margin of safety.

Awards & Promotion Planning Types Requirements

Awards to be won (Achiever Club)
Awards to be won (MDRT)
Promotional Requirements
Please refer to the “Career Path” page for promotional requirements. For further discussion,
please speak to your mentor.

Professional Designations and Certificates to attain:

1) CFP or CLU/ChFC
2) CGI
3) FSA – Optional
4) Dip SCI (Life) – Optional

Associations and Clubs to have membership to:

1) MDRT
2) GEHC
3) LUA (Singapore)

Seminars to attend every year:

1) MDRT Convention
2) Great Eastern Annual Conference
3) LUA Annual Sales Congress
4) GEL Internal Seminars

Copyright 2008 Supreme Planners 3

 Plan for Continuous Professional Development for the year
Minimum 30 CPD hours per year for existing planners & 45 hours for new life planners in their 1st year of contact

Targeted
S/No. Training & Educational Programs Objectives Attendance Date

1
2
3
4
5
6
7
8
9
10
11
12
13
14
Please refer to the “Production Requirement” page to keep track of the courses that you are
required to attend for promotion

Weekly Work Schedule Framework for the year

Time/Day Monday Tuesday Wednesday Thursday Friday Saturday Sunday
08.30am
09.30am
10.30am
11.30am
12.30pm
01.30pm
02.30pm
03.30pm
04.30pm
05.30pm
06.30pm
07.30pm
08.30pm
09.30pm
10.30pm

Copyright 2008 Supreme Planners 4

 1st Year Business Plan to have $76,172.50 Income
Estimated Projected First Year Total Income in the
Plan Type Premium Number of Commission 1st Year
Per Case Cases Per Year Rate Exclude renewals made
nd
from 2 year & beyond

SHP $202 120 15% $3,636.00

Total Shield $315.60 100 15% $4,734.00

ACCP II $100 50 30% $1,500.00

GAP $1200 50 2% $1,200.00

Golden Protector $155 10 15% $232.50

Single Premium $10,000 50 2% $10,000.00

Regular Premium $1800 50 45% $40,500.00

Year End Bonus based on FYC of Regular Premium Cases $14,370.00

Total Income $76,172.50

5 Year Business Plan to have $609,040

Estimated Premium Projected Number of Long Term Renewal Commission
Per case Cases Per Case Renewal built up after 1 year
Plan Suggested Your Suggested Your Commission Suggested Your
Type Estimates Estimates Rate Targets

SHP $202 120 5% $1,212

TS $315.60 100 5% $1,578

ACCP II $100 50 30% $1,500

GAP $1200 50 2% $1,200

GP $155 10 15% $232.50

Total Life Time Income set up after 1 year $5722

Total Life Time Income set up after 5 year $28621

$28621 life time income annuity needs about $580,000 as purchase price
Copyright 2008 Supreme Planners 5
 Telemarketing Script
Hello, may I speak to Mr/Ms ________. (Yes) Mr/Ms ___________Are you free to talk on the
phone for a minutes?

Mr/Ms _____________ my name is ______________ calling from Supreme Planners of

Great Eastern.

General
The reason I’m calling is to share with you the benefits of our very exciting unit trust
plan/Idea on Financial planning/ Housewife Saving Plan / Life insurance programme.

I would like to have the opportunity to share with you how many people in your situation have
benefited from this.

Could I arrange to meet you on (day) ________, (time) _________ or would (day) ______,
(time) __________, be better for you.

Referral Lead
I’d like to discuss an idea with you. It’s an idea which many of my friends and client have
found valuable. In fact, I was discussing it with ___________ , and your name was
mentioned. I believe this idea can be valuable to you, and I ‘d like to discuss it with you in
person. May I see you_______________, or would ______________ be better?

Before you Call, Remember PROD and PRESS

Prepare Your Work
P – Prospect Cards. Select the prospect cards for those people you intend to contact. Make
sure that each card contains the prospect’s phone number

R – Reserve. Make sure that you have reserved a sufficient number of prospects to call
during the session (minimum of 20 people)

O – Office. Find a comfortable, quiet office from which to make your calls

D – Desk. Clear your desk of everything except your objection handling notes, prospect
cards and calendar

Prepare Yourself
P – Practice. Try your approach on another life planner. The important thing is actual practice
with the approach on the telephone

R – Relax. Speak as though the person were sitting across the desk from you

E – Enthusiasm and Confidence. With these two attitude you will be able to impress the
prospect that you are a competent professional offering a valuable service.

S – Smile. Your smile can be selling dynamite, so “smile” before you dial

S – Sell only the interview. The only purpose of the telephone approach is to make
appointments
Copyright 2008 Supreme Planners 6
Standard Reply from Prospect

No. I won’t be in
Mr/Ms Prospect, I probably suggested inconvenient times. May I see you……… or would…….. be better?

Just mail me the information

I ‘d be happy to do that, Mr/Ms prospect. But the idea I have in mind is useful only when tailored to fit your
individual needs. That’s why I’d like to talk to you in person. May I see you……. or would…… be better?

Well, What is it about?

Mr/Ms prospect, this idea may be very important to you. I want to be sure to explain it to you very clearly. In
order to do this, I need to show you some materials and discuss them with you in person. May I see you…. or
would…… be better?

I have a friend in the business

If your friend is your life planner, I’m sure that a capable job has been done for you. However I have no intention
of duplicating anything that this person has done. May I see you….or would….. be better?

I can’t afford anymore Life insurance

Mr/Ms prospect, you ‘re the best judge of that, but I would like to show you an idea which you may not have
seen before, so that you’ll have it in mind when you are in the market for insurance. May I see you….. or would
….be better?

You’ll only be wasting your time

Do you say that because you’re not interested in life insurance (move into reply below)

I’m not interested in life insurance

Mr/Ms prospect, I wouldn’t expect you to be interested in something you haven’t even had a chance of seeing
yet, that why I want to visit you, I want to outline the idea to you so you can decide whether it would be valuable
to you. Will you be in your office……. At ……..?

I’m too busy

That why I called before calling on you in person, Mr/Ms prospect, I wanted to make sure to see you at a
convenient time. May I see you on ……… or would ….. be better?

Previously Stated Objection

Frankly, Mr/Ms prospect, I think I do understand why you stress the fact that …. However, I feel that you’ll be
missing a good bet if you don’t consider this idea. It will only take a few minutes of your time. May I see you…..
or would …. Be better?

General Response
Mr/Ms prospect, by that do you mean…..? ( refer to a relevant category of objection for which you have a
prepared response)

Handle Objections(Face to Face)

NO MONEY
NOT INTERESTED
DON'T TALK TO ME ABOUT LIFE INSURANCE
NOT NOW
I DON'T BELIEVE IN LIFE INSURANCE
INFLATION OF MONEY
GE VERY EXPENSIVE
MY BROTHER / SISTER IS AN AGENT
I DON'T TRUST INSUANCE AGENT
I'M WORRY THAT INSURANCE COMPANY GO BANKRUPT.
I DON'T WANT TO TIE UP MY MONEY
NOTHING WILL HAPPEN TO ME
I HAVE ENOUGH INSURANCEE
I HAVE A GOOD AGENT TO SERVICE ME
I PREFER TO PUT MY MONEY IN THE BANK
Ans:
Well. I understand …….
Well, that is good. But before that, what policy are you having now. John?

Copyright 2008 Supreme Planners 7

 Financial Need Analysis on Major Long Term Illness
Name: DOB: Mtg date:

I am responsible for the medical expenses of following people beside myself

Name Relation Name Relation
1. 3.
2. 4.

A) Funding of major illnesses cost and expenses

Present in-placed major illness benefit by Insurer
Self: $ Spouse: $
Child: $ Child: $
Recommendation: Minimum $50,000 per child & $100,000 per adult
Basis: From cases reported in newspaper

B) Funding of hospitalization and related expenses

Present in-placed Hospital expenses waiver plan
Existing Medical plan Covered persons
Client’s CPFMA-MEI:
Spouse’s CPFMA-MEI
Cash-funded MEI
Recommendation
Capitalize on present health conditions upgrade CPFMA-MEI & Cash-funded MEI covering all stated person
Basis: Maximize Medisave and preserve saving and assets

C) Continue income during recovery

Present in-placed resources for recovery income
Paid leave by employer Months Total
Liquidity leave through savings Months No of
Monthly income benefit by Insurer Months months
Recommendation
Capitalize on present health condition to secure up to 75% of income during recovery from serious illness or
injury
Basis: Recover with peace of mind and avoid saving drained or indebtedness

Client’s comments / referral

_______________
Signature / date

Copyright 2008 Supreme Planners 8

Financial Need Analysis on Prolonged Old Age
Name: DoB: Date:

Setting retirement goal

Retirement age at the latest Yrs old
Number of years available to prepare Years
Monthly retirement income needed / wanted if you are at retirement age
today $
Considering the effect of inflation at rate of _____% pa throughout
Monthly income needed to have the same living standard when you are
at retirement age in future $
Assuming annuity price remains the same throughout
Capital needed for a lifetime monthly income when eventually retired in
future $
Assessing the projected value of present retirement assets

Capital needed for retirement at old age $

Rate Projected values New projections base on investing at 5% /
Present assets % pa with existing rates 6% / 7% pa
CPFOA balance
$
CPFOA Yearly inflow
$
CPFSA Balance
$
CPFOA Yearly inflow
$
Other capital assets
$
Other capital assets
$
Other saving assets
$
Other saving assets
$
Shortfall / Surplus

Recommendations:
Reposition for higher yield potential & or Saves $_____ per month long term
Client’s comments / referral

_______________
Signature / date

Copyright 2008 Supreme Planners 9

Financial Need Analysis on Pre-mature death
Name: DoB: Date:

Dependents Purposes for assessing income cont’d scenario

TOTAL NEEDED AMOUNT for dependents’decent living

Capital to provide continue income
(Number of years ____ × 12 × Monthly needed $________) $
Last expenses
(Final expense $__________)
(O/S loan $__________) $
(Estate clearance $__________)

University fund to complete education $

$50,000 to $100,000 × number of children

Total needed amount $

EXISTING RESOURCES to meet total needed amount
Insurance death benefit $
Total CPF balances
(OA$____________ + SA$____________ + MA$_____________) $
Other assets (Saving, property, investment etc) $
Total available $
Surplus / Shortfall $
Options & recommendations
1. No need to do anything because of surplus
2. Save monthly $60 & above ( $ ___________)- To reduce capital shortfall while saving for emergency and
retirement as well
3. Put aside a nominal mthly amount for low budget solution (From $10 onwards)
4. Not going to do anything about shortfall
Client’s comments / referral

______________
Signature / date

Copyright 2008 Supreme Planners 10

Memory Joggers
Who is related to … Dad, Mum, Grand Parents, Cousins…

Who sold you … your car, household appliances…..

Who belongs to … your club, religion group, social organization…

Who … did you study with, teaches your children…..

Who … is on your holiday card list , business card, address book…

Flip through the yellow pages, A to Z to refresh your memory.

S/N Qualified Prospects Telephone Remarks

1
2
3
4
5
6
7
8
9
10

S/N Referrals Telephone Remarks

1
2
3
4
5
6
7
8
9
10

Copyright 2008 Supreme Planners 11

 Monthly Action Plan

100 Presentations

1 2 3 4 5 6 7 8 9 10
1
2
3
4
5
6
7
8
9
10

Presentations Inforced Cases

Total FYC Per Presentation

Copyright 2008 Supreme Planners 12

 To Be
Continued
……

Copyright 2008 Supreme Planners 13