the next goldmine of life insurance market - save or create
TRANSCRIPT
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储蓄储蓄 或 创造创造 ?马来西亚寿险平台的下一个金矿
19th May 2012Uni Argrow
Training CentreKuala Lumpur
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他是谁 ?
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他是谁 ?
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他是谁 ?
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他是谁 ?
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他是谁 ?
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他是谁 ?
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他是谁 ?
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他是谁 ?
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是什么造成他们这么成功与富有 ?
Bill Gates :我站在巨人的肩膀上运用望远镜来看待这个世界!
看到未来
掌握
机会
财富实现局势局势
掌握
愿景愿景
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当今寿险市场状况80,000 保险代理员80,000 保险代理员
12,000,000 保客12,000,000 保客
总储蓄额 1 千 800亿总储蓄额 1 千 800亿
储蓄或创造?储蓄或创造?
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愿景愿景 看见未来
是什么造成他们有能力看到未来愿愿景景 ?
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发问•世上所有成功与富有的人都不断地发问。
•他们能够发问是因为他们看到愿愿景景。
•只有通过不断地发问,他们才能够识别局势局势。
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发问 将得到
答案
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我该如何让印度的家庭从摩托车上移进一辆他们负担得起的汽车里 ?
问…
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Hewlett-Packard
问…
“我要如何才能拥有低价位的市场而又不会破坏高价位的市场。”
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问…
“我要如何才能让乘搭巴士者转搭航空。”
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人寿保险专业人士人寿保险专业人士问什么?问什么?
“我要如何在有经济效应之下帮助我的保客完成他们的保单梦想。”
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寿险代理员应该问保客:寿险代理员应该问保客:“ 我要如何帮助您完成缴付保单
的梦想?” 谁能够有效问这问题,谁就是
赢家。
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为什么这样问?为什么这样问?
让我们来看看国家银行的统计数据
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结束保单的理由(於保费方面)
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结束保单的理由(於保额方面)
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为什么会这样?为什么会这样?1. 保险代理员的教育水平?2. 保单的种类?3. 其他财务产品的竞争?4. 国行的成本控制指南?5. 寿险代理员的专业水平?6. 保客们的缴交能力?
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做为一名尽责的保险代理员,我做为一名尽责的保险代理员,我们该做些什么?们该做些什么?
1. 不当一回事,假设什么都没发生。2. 掩盖整个事故,不让保客们知道。3. 叫客户继续储蓄,让问题继续发生。4. 对整个行业失望,最终离开。5. 通过创造的过程,从而减低保客们弃保率、不断保贷款率及断保率。
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愿景愿景就是问:“ 我要如何在有经济效应之下帮助我的保客完成他们的保单梦想?”
创造创造就是局势局势。除了储蓄,创造创造会带给你
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通过通过创造创造,,储蓄储蓄更多。更多。
寿险平台的下一个金矿寿险平台的下一个金矿
创造保费计划
解决保费的问题
新的销售机会
继续储蓄
无销售的销售
80,000 保险代理员80,000 保险代理员
12,000,000 保客12,000,000 保客
总储蓄额 1 千 800亿总储蓄额 1 千 800亿
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是什么造成他们这么成功与富有 ?
Bill Gates :我站在巨人的肩膀上运用望远镜来看待这个世界!
看到未来
掌握
机会
财富实现局势局势
掌握
愿景愿景
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财务规划( 储蓄 )
创造保费( 创造 )
销售保单( 储蓄 )
马来西亚寿险平台的下一个马来西亚寿险平台的下一个金矿金矿
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保客会相信我吗?保客会相信我吗?他们肯定相信你…
但你的创造计划
1. 对他们的保单提供真正的好处。2. 帮助他们减轻负担。3. 提供一个额外收入来源的机会。
必须。。。
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有什么证明我可以?有什么证明我可以?如何去证明我可以?如何去证明我可以?
你必须了解你目前自己的状况!你必须了解你目前自己的状况!
40 45 50 55 60 65
上岭路
你脚步慢了下来
收入 下跌
外面世界快速转变
条例增加
消费提高
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40 45 50 55 60 65
上岭路
你脚步慢了下来
收入 下跌
快速转变
条例增加
消费提高
下岭路你
1)朋友群与网络越来越大2)有着更多人对你的信任
但实际上。。。但实际上。。。外面世界
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创造的商业模式:
马来西亚寿险平台的下一个金矿金矿
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1.1. 高佣金。个人销售佣金提供高佣金。个人销售佣金提供 6%6% 至至 12%12%。。2.2. 高达高达 15%15%的组织佣金。的组织佣金。3.3. 高达高达 20%20%的招募奖金。的招募奖金。4.4. 每日可赚取高达每日可赚取高达 11 万万 55千美金的收入。千美金的收入。5.5. 永无脱队。永无脱队。6.6. 全新平台,吸引更多其他寿险专才加入。全新平台,吸引更多其他寿险专才加入。
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我们我们应用的策略是专注于解决应用的策略是专注于解决保险代理社所面对的问题与为保险代理社所面对的问题与为保客们创造更大的价值。保客们创造更大的价值。
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不容易招募不容易招募
不容易销售不容易销售
不容易保持不容易保持
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你的问题将会消失你的问题将会消失……
F4 F4 方程式方程式
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F4 F4 方程式方程式的秘密的秘密……
询问你的保客询问你的保客……
““ 如果我可以展现一个方法如如果我可以展现一个方法如何让你拥有一个何让你拥有一个免费投资免费投资,领取,领取免费现金免费现金,累计,累计免费资产免费资产与创造与创造 免费商机免费商机。。 你想知道吗?”你想知道吗?”
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怎样怎样……免费投资免费投资将允许你将允许你新的销售机会新的销售机会于你的现有保客。于你的现有保客。
免费现金免费现金将允许你的保客对你将允许你的保客对你更大的信心更大的信心。。
免费资产免费资产将允许你的保客对你将允许你的保客对你投保得更多投保得更多。。
免费商机免费商机将允许你更快的将允许你更快的重建重建你的组织你的组织。。
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成功成功的魔力的魔力……
你的保客将很容易接受,你的保客将很容易接受,
因为这创意行销策略包含了:因为这创意行销策略包含了:
1.1.要的市场要的市场2.2.免费的概念免费的概念3.3.包赢的策略包赢的策略
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包赢的策略包赢的策略肯定赢是因为应用了:
STP STP 营销与营销技巧营销与营销技巧Segmenting, Targeting, Positioning.Segmenting, Targeting, Positioning.
“ 如果不细分市场就必将在市场中消亡如果不细分市场就必将在市场中消亡。”— 菲利浦•科勒
区分,区分, 目标,目标, 定位定位
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应用 STP, 我们充分了解:S-谁是客户和生意伙伴?T-钱在那里?P-独一无二的市场与产品定位
亲爱的朋友,你同意吗?亲爱的朋友,你同意吗?这就是马来西亚寿险平台的下一个金矿!这就是马来西亚寿险平台的下一个金矿!
包赢的策略包赢的策略
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美国黑人领袖的话
胆小者问 :这是否安全?投机主义者问:这是政治吗?虚荣心者问 :这是否出名?良知者却问 :这样做对吗?
最终,我们必须表态一个立场:最终,我们必须表态一个立场:不因是否安全、不因是否政治、不因是否安全、不因是否政治、不因是否出名,而因它是对的!不因是否出名,而因它是对的!
— 马丁•路德•金
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网上购买Online Purchase
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Wish to know more?
• Contact:
• Dr. Tan Ting Tiam
• 60123284099 or 60147897658