Creating A Fact Finding Experience

C E S
A R
E Philam Life Premier Academy
I ND
EM
R Attendance
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Commitment
Be committed during the session.
100% Mind, Body and Soul.
Engagement
Engage with your colleagues and participate.
PHILAMLIFE.COM
Philam Life confidential and proprietary information. Not for distribution.

ACTIVITY REVIEW

DEFINITION OF TERMS
Telephone Approach (TA) : Number of prospects contacted to ask for an

appointment
Appointments Made (AM) : Number of appointments set after calling the

prospects
Seen Calls (SC): Number of appointments that pushed through
Know Your Customer (KYC) : Number of KYC (fact-finding) done
Solutions Presented (SP): Number of Presentations made using

FAB/proposal
Referrals (REF): Number of new referred names
New Business Closed (NB) : Number of lives saved (application plus premium
payment)

TEAM’S WEEKLY ACTIVITY REPORT
NAME TEL TEL SEEN KNOW SOLNS REF CLOSED BUSINESS ISSUED BUSINESS
APPCH APPTS CALLS YOUR PRSNTD (SUBMITTED WITH (APPROVED CASES)
(TA) MADE (FACE CUSTOMER (SP) PAYMENT)
(AM) TO (KYC)
FACE) LIVES FYPI LIVES FYPI
BENCHMARK TA
50 : AM 20AM: SC
10 SC: KYC
5 KYC : 3SP SP
20: CLOSE
1
2.5 : 1 2:1 2:1 1.7 : 1 3:1
HEALTHY RATIOS

ADVISOR’S SHARING GUIDE
A Look at My Week’s Activities
• What are you most proud of in the activities you did last
week? Why?
• What activity goals are you setting for next week?
• What specific learning – possibly a client case/client

question did you have last week that you want to share
with your colleagues? How did you address it?
3 minutes
Team Support
1 Question and Answer
2 Peer Recognition
3 Peer Coaching
10 minutes
Summary
Self
• Based on your activity goals for next week, which

suggestion would you want to apply to help you achieve
your activity goals next week?
Facilitator
2 minutes
THANK YOU
FOR SHARING!

TEAM’S WEEKLY ACTIVITY REPORT
NAME TEL TEL SEEN KNOW SOLNS REF CLOSED BUSINESS ISSUED BUSINESS
APPCH APPTS CALLS YOUR PRSNTD (SUBMITTED WITH (APPROVED CASES)
(TA) MADE (FACE CUSTOMER (SP) PAYMENT)
(AM) TO (KYC)
FACE) LIVES FYPI LIVES FYPI
BENCHMARK TA
50 : AM 20AM: SC
10 SC: KYC
5 KYC : 3SP SP
20: CLOSE
1
2.5 : 1 2:1 2:1 1.7 : 1 3:1
CRITICAL RATIOS
10 minutes
Class Discussion
NEW! LET’S LOG OUR ACTIVITIES!
Let’s take 2 minutes and get an

opportunity to be recognized for your
conversion ratios and activity numbers!
You may use any of the following:
https://tinyurl.com/Phila
mSalesBuilderActivityLog
Type the link on your
QR Code internet page.
NE W ! LET’S LOG OUR ACTIVITIES!
https://tinyurl.com/PhilamSalesBuilderActivityLog
Philam Life confidential and proprietary information. Not for distribution. 11

1 GOAL
Creating A Fact Finding
Experience
By: Leo Tucker, Managing Partner (HPN University)

offer the best
but a lot of people still go for

16
Source:
PhilamHPN University
Life confidential (Creating
and proprietary A Fact
information. Not forFinding
distribution. Experience by Leo Tucker)
Why do you think so?
17
Source:
It’s not about the coffee.
It’s the experience.
People want the experience.
18
Source:
In life insurance, FACT-FINDING is the experience.
19
Source:
FACT-FINDING differentiates you from
the ordinary Financial Advisor.

What do you think is the biggest fact-
finding mistake you can make?
21
Source:
BIGGEST FACT FINDING MISTAKE
spending more time on the data

rather than the emotions
Fact finding sheets are important tools used in the process.
What really pushes people to buy life insurance

is how they feel about certain things.
22
Source:
LET’S LOOK AT AN EXAMPLE
Imagine a father who finished grade 2 and built a business to

ensure that his son and the next generation will make their
dreams come true by being educated and living a certain life.
He will go through a brick wall to provide education for his
children.
23
Source:
What are the questions you may ask to uncover his
feelings about education?
24
Source:
SAMPLE POINTS FOR DISCUSSION
 Tell me about your education experience.

 How did you fund it?
 Did you like that particular situation?
 How important is education to you?
25
Source:
If you were given the opportunity to see today what
will happen to your child’s education in the future,
what would you be willing to do to hit the play
button on that dream?

OTHER WAYS TO UNCOVER FEELINGS
VISION ACHIEVED:
Let’s imagine that today is the day your son graduates from college.
 How will your day go?

 What will you do today?
 Will there be a celebration?
 How would you feel?

THE OPPOSITE OF VISION ACHIEVED
Let’s imagine that today is the day you have to enrol your child to college
and you don’t have enough money:
 What would you do?

 How would your child feel?

QUESTIONS TO ASK FOR RETIREMENT
VISION ACHIEVED:
Let’s imagine that today is the day you retire.
 How will your day go?

 What will you do today?
 What would you like to do in the coming days?
 Describe your ideal retirement.

THE OPPOSITE OF VISION ACHIEVED
Let’s imagine that today is the day you retire and you don’t have enough
money:
 What would you do?


CONCLUSION
• You must have a deep sense of responsibility

when you do fact finding.
• It’s not just about getting information to get them
to get a product
• It’s about finding out what’s most important to
them.
• If they’re giving you their time, you owe it to them
to deliver them an experience that causes them
to go deep so they can talk about what’s
important to them
31
Source:
DOWNLOAD YOUR LEADS

DOWNLOAD YOUR LEADS
Access your iPOS App. Make sure you have Log-in to iPoS using your Advisor code
the latest version (v7.4). and password.

AIA confidential and proprietary information. Not for distribution.
DOWNLOAD YOUR LEADS
Click “SYNC NOW” or the “SYNC” button to Once done, click “OK” then click the “LEADS &
download your leads. An internet connection is CAMPAIGNS” button to view your leads.
required.
Don’t exit until SYNC is finished.

Else, your leads will not be
downloaded.

AIA confidential and proprietary information. Not for distribution.
IT’S TIME TO TAKE ACTION!

ACTIVITY: PROSPECTING
• Think of the 10 new names (or

even ones you want to follow-
up).
• List them down and prioritize
who you will call this week so
you can close at least 2 sales
this week.

ACTIVITY: TELETHON
• Open your iMO Leads and

Campaign module or bring out
the list you have made.
• Use your telephone approach
scripts.
• Pick up the phone and call them
now to set up appointments with
them.

OUR WEEKLY ACE SESSIONS HELP US
GAIN CONFIDENCE.
AIM FOR THE DAILY BENCHMARK.

THANK YOU

Creating A Fact Finding Experience

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C E S

Philam Life confidential and proprietary information. Not for distribution.

Philam Life confidential and proprietary information. Not for distribution.

Telephone Approach (TA) : Number of prospects contacted to ask for an

Appointments Made (AM) : Number of appointments set after calling the

Seen Calls (SC): Number of appointments that pushed through

Know Your Customer (KYC) : Number of KYC (fact-finding) done

Solutions Presented (SP): Number of Presentations made using

Referrals (REF): Number of new referred names

Philam Life confidential and proprietary information. Not for distribution.

Philam Life confidential and proprietary information. Not for distribution.

A Look at My Week’s Activities

• What activity goals are you setting for next week?

• What specific learning – possibly a client case/client

1 Question and Answer

• Based on your activity goals for next week, which

Philam Life confidential and proprietary information. Not for distribution.

Let’s take 2 minutes and get an

You may use any of the following:

Philam Life confidential and proprietary information. Not for distribution. 11

Philam Life confidential and proprietary information. Not for distribution.

but a lot of people still go for

People want the experience.

Philam Life confidential and proprietary information. Not for distribution. 20

spending more time on the data

Fact finding sheets are important tools used in the process.

What really pushes people to buy life insurance

Imagine a father who finished grade 2 and built a business to

 Tell me about your education experience.

Philam Life confidential and proprietary information. Not for distribution. 26

 How will your day go?

Philam Life confidential and proprietary information. Not for distribution. 27

THE OPPOSITE OF VISION ACHIEVED

 What would you do?

Philam Life confidential and proprietary information. Not for distribution. 28

Let’s imagine that today is the day you retire.

 How will your day go?

Philam Life confidential and proprietary information. Not for distribution. 29

THE OPPOSITE OF VISION ACHIEVED

 What would you do?

Philam Life confidential and proprietary information. Not for distribution. 30

• You must have a deep sense of responsibility

Philam Life confidential and proprietary information. Not for distribution.

Philam Life confidential and proprietary information. Not for distribution. 33

Don’t exit until SYNC is finished.

Philam Life confidential and proprietary information. Not for distribution. 34

Philam Life confidential and proprietary information. Not for distribution.

• Think of the 10 new names (or

Philam Life confidential and proprietary information. Not for distribution. 36

• Open your iMO Leads and

Philam Life confidential and proprietary information. Not for distribution. 37

AIM FOR THE DAILY BENCHMARK.

Philam Life confidential and proprietary information. Not for distribution.

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