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Income Protection Solution Assessment Form

TOTAL SCORE
Presenter's Name Assessor Date

Start Time: _______ End Time: ________ Passing 34 points

Directions for Scoring: Each presenter will conduct the whole presentation in 30 minutes. Assessors must check if the
presenter did each step of the presentation and delivered the mandatory spiels for each step.

Description for Doing It: Presenter was able to deliver at least 70% of the script. May miss out a few words but shouldn’t
lose the essence of that part of the presentation. Sounded very excited / enthusiastic. Has few commentaries given to
client's questions or replies. Award one (1) point for doing it.
Description for Fair: Presenter was able to deliver at least 80% of the script. May miss out a few words but for most
part, was able to use the script completely. Sounded very excited / enthusiastic, was able to hold the client's interest
through his comments, and used additional questions to draw out more information from the client. Award two (2)
points for a fair presentation.
Description for Extremely Well: Presenter was able to deliver at least 90% of the script. Was able to use the script
verbatim. He / she may even inject additional information that is relevant to the presentation. Sounded enthusiastic and
was very confident. He / she were able to hold the client's interest by his comments, and used additional questions to
draw out more information. Was able to draw out from the client feeling of fear (the amount the client needed to prepare
for is huge; there is only small amount available as provision for any of the client needs, etc). Was able to draw out
from client commitment that he / she will not be part of the sad statistics (small % of children finishing college, small
percentage of retirees being rich and small percentage of Filipinos with savings, etc). Award three (3) points for doing
it extremely well.

There are 16 actual steps in the presentation. A presenter must obtain at least 34 points in order to earn a certification. A
presenter must obtain 38 points in order to earn a master designation.
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1. Landing Page: To introduce self, work and Instructions: Open AXA Solutions and recite the script below. (1) (2) (3)
the reason for investing a few minutes of
clients time. Good morning Mr. Prospect. My name is <full name> and I am a financial _________
<partner> of AXA Philippines. Here is my business card.

Thank you for meeting with me today.

Allow me to share with you some financial planning concepts, that will help you address
your most basic and important financial needs.

Shall we proceed?

Instructions: Click next

If client is willing, you can show video.

2. 4 Boxes Page: To introduce AXA, what we do, Instructions: Recite the script and point to specific boxes.
why and how plan for their financial your
future. Point to who we are box: AXA Philippines is a joint venture of Metrobank and the AXA
Group, a global leader in financial protection, based in Paris.

Point to why plan for your future box: As you know Mr. Prospect, we all go through
different stages in our lives. In each stage, we have different financial needs and priorities.

Point to what we can do box: AXA offers you professional advice to help you organize your
financial goals and means to ensure that you have the money when you need it.

Point to how to achieve financial security box: Achieving financial security can be as simple
as knowing what you want, knowing what you have and setting aside a budget to help you
build those funds that you need.

Do you agree with me, Mr. Prospect?

Instruction: Click next

If client is willing, you can show 2 videos and 2 info graphics
1. Who we are video – 2:32
2. Life stages

3. 4 Needs Page: To introduce the 4 needs and
disturb the client
4. Client Information Page: Gather
information about the prospect.
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3. DREAMS role
4. Financial Planning video – 2:24
Instructions: Recite the script and point to specific boxes
It is important to have a financial plan for expected events (point to expected) like
education and retirement and especially be prepared for unexpected events (point to
unexpected) like death and health emergencies
Did you know that;
 Point to education: Tuition fees increase by an average of 10% per year, so it would
cost around Php2.5M to send one child through college in 15 years.
 Point to retirement: 87% of Filipinos have no retirement plan and end up either
relying on their children or working through their golden years.
 Point to income protection: Only 15% of Filipinos have life insurance. If you don’t
have one yet, have you thought about who will take care of your family when you
leave them behind?
 Point to health: HMOs can cover roughly 25% only of the expenses needed to
recover from critical illness.
A lot of people provide so well in life but not so well in death. You can prepare for all these
events by making sure your savings and investments are working hard. And that is where I
can help you!
Instruction: Click next
If client didn’t attend any Failproof session yet, you can show 3 additional information per
need.
1. Video
2. Info graphic
3. Power point
Instructions: Recite the script and type in client information.
In order for you to get the best possible solution for your basic needs, please provide me
with some relevant information. This will assist me in analyzing your financial needs and
recommend the most appropriate solution. Trust that all information you provide will be
confidential.
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May I please have your full name? Your birthday, your email address and your mobile
number?

Instruction: Click next

4. Client Information Page: Gather income Instructions: Recite the script and type in client information.
of the prospect.
Sir/Mam, to be able to generate an assessment of your current financial situation, may I
know your estimated monthly income?

Instruction: Click next

4. Client Information Page: Gather Instructions: Recite the script and type in client information.
information re dependents
Do you have any dependent children? (Point to tool tip for more information re
dependents)

May I get their birthdates?

Thank you Mr. Prospect for the information you provided.

Instruction: Click next.

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5. Initial Assessment Page: Show the client Instructions: Recite the script and point to specific boxes.
how much each need would cost, and
disturb him more. In AXA, we take pride in being able to develop the best -in-market financial needs analysis
tool, that can readily assess your financial needs using the principles of financial planning.

Based on the information you provided, our initial assessment of your financial needs are
as follows:
 Point to retirement: A retirement fund worth Php <amount> to live comfortably
during your retirement years.
 Point to education: An education fund worth Php <amount> to pay for your child’s
tuition during his college years.
 Point to income protection: Php <amount> to cover for your family’s daily living
expenses and other basic necessities, in the event of your untimely demise; and
 Point to health: Php <amount> health fund to pay for your medical expenses in
case of critical illness.

Among these four needs, which one would be most important for you to address right
now?

Instruction: Click the box of selected need.

6. Specific Needs Page: To discuss and Instructions: Recite the script and adjust the amount base on client’s preference.
customize the specific need prioritized
by the client. Allow me sir/ma’am to discuss this need, which you can customize further if needed.

Mr. Prospect, as your family grows, your financial obligations also grow. Right now, can you
confidently say that you have prepared adequately to provide for your family’s needs if
you, as a breadwinner, suddenly pass away?

Based on the income you provided earlier, we calculated an income protection fund worth
Php <amount>. (Point the amount stated) This is to help your family cope with your loss as
a provider and take care of their basic needs, when you’re no longer around.

Do you feel that this is sufficient?

You have the option to change the monthly income amount, coverage period, and years
you intend to replace the lost income for your family. (Point the 3 options)

7. Proposed Solutions Page: To introduce
the best solution for the client’s chosen
need.
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Do you have existing savings that you have set aside exclusively for income protection?
(Type in provisions)
With Php <amount> there is still a gap of Php <amount> that you will need, to address
your preferred income protection fund.
We recommend that you set aside at least Php <amount> (Point to amount in the annually
box) annually to secure your income protection fund. This is only <amount> percent of
your annual income.
Let me show you our proposed solutions for this need.
Instruction: Click solutions
Instructions: Discuss the 2 options.
I am happy to share with you the product recommendations we have to address your
income protection need.
1. Our first option is Flexi Protect 5. Flexi Protect is an affordable financial plan that
guarantees your income protection fund of Php <amount> for 5 years for a very
minimal premium. Your coverage is renewable every 5 years hence.
2. Our second option is Assure. With Assure, you can enjoy whole-life protection
with a limited paying period of 10 or 20 years.
Which among these options would you prefer?
Instruction: Tick one option.

8. Proposal Page: To complete the
information required to complete the
product proposal.
8. Proposal Page: Basic information page.
8. Proposal Page: Rider information page.
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Instruction: Read the script and ask the client to agree.
All you need to do is set aside the amount of Php <amount> annually for the next __ years.
Your total coverage amounts to Php <amount>.
A portion of your premiums will be invested so we can maximize your protection.
Instruction: Click pencil icon under proposal status.
Instruction: Read the script complete the information required.
To continue Mr. Prospect, please allow me to input your basic information here, so that I
can generate a proposal for you.
(Note that information like title, name and birthday were gathered earlier, age would auto-
compute),
May I ask, do you smoke Mr. Prospect?
Instruction: Click next.
Instruction: Explain the riders using the tool tip and click next.
Optional Script: To help you enjoy a more comprehensive coverage, you may opt to
avail supplementary benefits like <following riders>. These riders can address your
other financial needs for a minimal amount.
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Which among these riders do you wish to include in your policy?

8. Proposal Page: Copy of the proposal. Instruction: Show the proposal and recap the benefits of the product selected.

Here is the copy of your <product> proposal.

Are you ready to proceed with the application?

Instruction: Tick approve proposal

9. Application Form Page: To complete Instruction: Read the script and complete all information required.
the electronic application form.
Let us start filling up the application form.

Note: Complete all details required in the application form, until signature.
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10. 4 Needs Page: To show again the 4 Congratulations for taking this step in securing your family’s income protection.
needs of the and glide to the next
need. In the beginning of our discussion, we showed your financial gaps in education, retirement,
income protection, and health.

We have covered your most important need, which is income protection. Let us look at
the four needs again, and identify which of them you would you want to address next.

11. Next Meeting – To glide to the next Our next meeting to review your financial plan is on <date>.
meeting with client and ask for
referrals. Can you give me 3 names of friends or family members whom you think will find this same
concept useful?

Thank you very much, Mr. Prospect.

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