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News from your focus group  leaders

 Hugo Erasmus

 

Newcomers Business:

Four months to go in 2015 and the heat is on.

Well done to the advisers in the Development space for continuing to increase the growth percentage on last year to 200%  and 107% of cumulative target at end of August production month. This shows that the team is still focusing on the right things. 

The focus for the rest of the year will remain on increasing the number of policies for each adviser and getting consistency throughout the month in order to prevent  80% of the business being submitted in the last week of the month.

We will continue our focus on preventing and saving lapses in order to increase the retention of the business. Retention plays a major role in the newcomer space as it not only negatively effects the pockets of the advisers but will cause some of the advisers to forfeit potential Falcon bonuses and be excluded from competitions.

There is a nice buzz going on in this space and advisers are joining hands with certain projects like the recently held Chocolate run, Maritime Motors Ride + Drive and Child and Baby Expo.

Please be vigilant and look for every opportunity that can result in business and give it your all every day in order for you to say I have lived today to the fullest.  

 

Marieta van Greunen

 

With only 3 production weeks in December, November is the last month you have to end the year on a high note and for those of you who qualify for performance bonus – go for gold!  This is also the month with the biggest target challenge for many of us.  This being said – all is not doom and gloom.  There are so many opportunities in your own client base and around you.  Be creative, change the way you look at your clients, make sure you understand the benefits of each product and which gap in the financial plan a particular product can fill and then talk to your client.  Give 120% for 5 weeks and ensure that December and January – the slower production months, do not cause you sleepless nights.  Please take note that 22 Jan 2016 is cut off. 

Good luck!!

Antonia Sawula

Look back at 2015 and give yourself a pat on the back for the hard work you have put in. If you haven’t put in as much work as you would have wanted to it’s not too late to act now. We ONLY have two "vervaltreks" to go for 2015 and what better time to push than now.

 

December bonuses are around  the corner, November production month is the last month to be considered for bonus purposes, don’t be left behind. Ask you SC or manager how far you are from your bonus. If you not sure how  to get to your  December bonus, just write risk business if it doesn’t qualify you for bonuses at least you stand a chance of winning the risk competition. The rules for the risk competition are simple the Adviser with the highest % of risk target and has to meet the minimum risk score of 7500 per month. Doing holistic financial planning with all your clients will give opportunities to write risk business.

 

Till next time focus on the key moves that you know will yield you results. All the best for the remainder of the year.

Chris Grimbeek

 

When asked the question:

Why some advisers have a much better conclusion rate of business with new clients then others?

 

The following principles are vital to make a good first impression:

 

  • Dress appropriately

  • Be presentable

  • Be on time

  • Be friendly

  • Be respectful

  • Be prepared

  • Be confident

  • Be sincere

  • Be positive

  • Always recognise the person before you start with the proposal

  • Be someone with a "I am here to help you" attitude

  • Be calm

  • Be open, because your client is unique

 

Adhering to the above principles, might just be what you need to make the shift from an average adviser to that of a highly successfull one. 

 

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