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Differentiating Myself

Differentiating Myself. by Gregory Fok. (Activity + Skill + Knowledge) x M = Success. Engineering background Previous company, Singapore Oriental Motor – products are more expensive than competitors, but they have biggest market share – Why?

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Differentiating Myself

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  1. Differentiating Myself • by Gregory Fok

  2. (Activity + Skill + Knowledge) x M = Success

  3. Engineering background • Previous company, Singapore Oriental Motor – products are more expensive than competitors, but they have biggest market share – Why? • Introvert – people say I cannot succeed (Reflection - God says I listen more than I speak) - strength • Started at age 25, Min achievement – MDRT

  4. 3 YEARS where do you want to see yourself?

  5. marketing what’s your definition?

  6. MARKETING “The Sale Before The Sale”

  7. mindshare and Trigger Points

  8. system of Differentiating Yourself

  9. Monthly emails since May 2006 • Why do I send it out? • What do I send out? • Target market

  10. Starting out, I knew only 1 lawyer, zero doctors, zero business owners • Line up appointments - who do you want to meet? • What you like about working with me? • Why should I give & send introductions to you? 80/20 rule • Referral script Trust Referral System

  11. upward referral How to introduce you with confidence?

  12. Mortgage loan advisors • Wills and Trusts • Property experts • Tax advisors • Accounting advisors • PIC : Government Grants experts Council of Advisers

  13. Favorable Impression before First Meeting www.gregfok.com

  14. How to gain trust immediately • Respect each other • Your agenda • Story : Damien (look for someone else, ended up coming back) What happens at the First Meeting

  15. How to show professionalism? • Financial Ratios • Asset Allocation • Insurance Portfolio Structure • Role Play of Estate and Legacy Planning • Priorities of Financial Planning Considerations What are Your Deliverables?

  16. qualify who do you work with?

  17. how to get what you want? help others get what they want and they’ll find ways to help you get what you want

  18. personal portfolio do you believe in what you do?

  19. “Celebrate Progress, not Success” - Samuel KohFounder of HeartzMailTrust Referral System & Engiine MultiSite CMS

  20. See myself as a business person who grows his practice to be like a doctor who specializes in High Net-worth Individuals. • See succession planning for myself and clients so they can be assured of continuity. vision

  21. daytime meeting meet only daytime and lesser nights and weekends

  22. personal touchpoints • Call reluctance - Happy calls – build confidenceStory : been wanting to call you

  23. media opportunities offer your expertise

  24. thank you slides available for download at www.gregfok.com

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