One of the homework given today for training I’ve attended 6-Nov-08 (Aggressive Sales Professional) conducted by Azizah Saad and Lizaimi is to recap what we have learnt for today and present it to them tomorrow morning. Our group members are Arif (me), Rozita, Hana, Hasliza and Khalil.

The training is about how we can be a better unit trust consultant. How to move from a lousy behaviour to an Extra-Ordinary behaviour. Many people join unit trust industry and they come from a wide range of background. Many of the time their previous experience does not equip them with necessary values to be a successful a unit trust consultant. Fortunately these values are all learnable.

In summary what we’ve learned (by the way our group name during the training is BOLOS) on the first day are:

1. 5 key patterns of the Aggressive Sales Professional (SUGBeK)
2. 4 arrows of power communication (SHET)
3. 7 steps of selling skills (CINYSAP)
4. 6 rules of selling (NTPESF)
5. how to build rapport (how to get kum cheng)
6. 4 types of salesman
7. Labor of love (Do what u love and love what u do by Che Det)
8. Star Wars Yoda Wisdom - try not. Either do or do not. All is in your MIND. Look at the ENERGY. If we don’t do, somebody else will.
9. The seminar is high-energy action-packed seminar which emphasise in audience participation, games, stories, example, team work, focus, alert, creative, read posters etc

5 key patterns of the Aggressive Sales Professional (SUGBeK)

1. S stand for Selling Strategies and Method
2. U  for Uncomfortable
3. G for Giver
4. Be for Best
5. K for Know what people want

4 arrows of power communication (SHET)

1. S for Strategy
2. H for High Energy
3. E for Eye Contact
4. T for Transfer of Feelings

7 steps of selling skills (CINYSAP)

1. C for Connection
2. I for Interview
3. N for Need (agreement on need)
4. Y for You (promote you & your com)
5. S for Solution
6. A for Action
7. P for Pour Cement

6 Rules of Selling (NTPESF)

1. Client love to say No
2. When he is Talking he is buying
3. If client ask the Price. Don’t answer on the spot
4. Check our Energy.Money is form of energy
5. After u finished your presentation, Shut up!
6. Ask Feeling questions

How to build rapport (how to get kum cheng)

1. re-use his word
2. friendly, smiling face
3. ask question to encourage them to talk
4. use sound to support
5. say his name 5 times
6. say thank you 3 times

Rapport does not need to be long.

4 types of salesman

1. machine gun
2. boring tape
3. malu-malu
4. jual murah

It doesn’t matter where you are coming from, if you were machine gun - you need to know that now is to change to better salesman (an XO consultant).

Besides the points above, all participants need to recite and memorise all posters pasted on the walls. Whenever there is a break, we recite it in front of the facilitator to get points.

Among posters that I remember:

1. No failure, wrong result, change strategy
2. I am a mental warrior
3. You are your energy
4. For things to change, I must change first
5. I know I can be better
6. No rapport no right to sell

Games that we learnt:

1. change shoes (right to left and left to right)
2. throw the poker cards into a bowl
3. 3 types of hearts (S, M and L)
4. change place
5. change partner
6. chair exact location
7. time keeper
8. point (RM) keeper
9. find 5 people
10. team cheers

Video watched:

1. Che Det Labor of love
2. Yoda Master Wisdom
3. Tom Hanks rapport building

Audio:

1. Gemuruh
2. Fikirkan boleh
3. Exercise

Other things we learn is the interpretation of market share that Public Mutual holds roughly 40% of unit trust market share within Malaysian private unit trust companies. When we meet our prospect client, we may say out of 100 people that invested in unit trust, 40 will choose public mutual. How about you…

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Arif and his team are conducting a FREE one-hour Saturday morning
seminar on how they can help you shift from Employees Mentality to
Business Owner Mindset. FREE yourself from 9-5 job and listen to the
huge opportunity to grow as an entrepreneur. Register NOW at www.myUnitTrust.com/seminar.

Our Client and Agents Management System (CAMS) has been updated for Oct 08 sales results. We have analysed the top performance of myUnit Trust Consultants for this month.

Congratulations!!! to ALL … especially the new unit trust consultants like KhairulDathran, Rozita, Akhtar, Hj Hishamudin, Jaja (NorAfzanizam), Defri, Khairi, Mazzura, Helmi, Nurasyikin, Ahmad Zainie & Maizatun.

Tak lupa juga org2 lama (tapi muda) seperti Nazri, Intan, Zam, Zaidy, Ajumain, Malinda (dah gi UK), Yusof, Ibrahim, Hj Rozi, Anugerah, Akif, Sawal, Kamarul, Syed Ali, Najib, Al-Adzha, Khairudin, Faishal, Fauzi, Firdaus Sukki, Firdaus Ibarahim, Raihan, Muna, Shahar, Raimy, Rosita, Yuzrah, Kak Asma, Yang Fatimah, Haridan, Abd Manaf, Syairin, Shahran, Shahrinizam, Fakhrul, Hazlan (Hasan), Hazrul, Hj Safri, Wan Azli, Sukor, Hafsah, Nazrudin, Shahrim, Siti Hawa, Hafiz UUM, Farah Hanum, Suhailla, Arni, Indra, Farhana, Yusri Abdullah, Aideel, Aqlima, Yusri Yusof, Rushdy, Humaizi, Mazwin, Hamidah,Hj Markum, Iswan, Sarimah, Al-Amin, Elmi, Mohd Zain, Erlinda, Khairil, Al-Hafizh, Pial, Adli Azlil dll.

Sesiapa yang nak jadik unit trust consultant can contact any of the top performers below:

I’ve attended a seminar by Brian Tracy at KL Convention Centre last Sunday. On the afternoon session Brian Tracy discussed the 21 Success Secret of Self-Made millionaire that based on his 15 years research. Below are the summary.
1. Dream Big Dreams - How to visualize, imagine and create an exciting picture of personal wealth and prosperity;

2. Develop a Clear Sense of Direction - Learn a powerful, proven goal-setting exercise that can change your life;

3. See Yourself As Self-Employed - How to take complete control of your career and your financial life;

4. Do What You Love To Do - Identify the ideal work for you and then get paid well for doing it;

5. Commit to Excellence - How to move into the top 10% in your field and be paid more than ever before;

6. Work Longer and Harder - How to organize your time so you get more done and contribute more value;

7. Dedicate Yourself to Lifelong Learning - How to continually upgrade your talents and abilities to earn more money;

8. Pay Yourself First - The most powerful process of wealth accumulation ever discovered and how you can use it;

9. Learn Every Detail of the Business - How to become an expert in your chosen field and double your income;

10. Dedicate Yourself to Serving Others - The starting point of all personal fortunes and how to begin;

11. Be Absolutely Honest With Yourself and Others - How and why personal integrity goes hand in hand with financial success;

12. Set Priorities and Concentrate Single-mindedly - The importance of focusing on your most important tasks all day long;

13. Develop a Reputation for Speed and Dependability - How to give yourself the winning edge in everything you do;

14. Be Prepared to Climb From Peak to Peak - Learn how to recognize the cycles and trends that can make you rich;

15. Practice Self-Discipline In All Things - Develop the most important quality for financial success;

16. Unlock Your Inborn Creativity - Learn how to solve any problem, overcome any obstacle, achieve any goal;

17. Get Around The Right People - The important of surrounding yourself with winners at each stage of your career;

18. Take Excellent Care of Your Physical Health - How to develop and maintain high levels of energy and fitness;

19. Be Decisive and Action Oriented - How to identify the most important action steps you can take immediately;

20. Never Allow Failure To Be An Option - How to overcome the fears that hold most people back;

21. Pass the “Persistence Test” - Learn how to bounce back from defeat and never, never give up.

I spoke to the owner of dSolution program this morning. For those who are new to unit trust industry or never heard of dSolution program, dSolution is a very useful program to monitor your unit trust portfolio from any Malaysian Unit Trust Companies. Unlike your company-proprietary unit trust monitoring sotware which can only monitor their company’s unit trust funds, dSolution can monitor all funds for all major unit trust companies. Wow..kalau Mei Chin tau ni mesti dia bagi sikit komisen for promoting the software.

The best thing about dSolution is, it can compress all your or your clients investment portfolios in a page with chart. Your client will love it. My clients do.

So how if we have 2 notebooks (one that you use and the other one is your assitant use it) that have dSolution program and we would like to synchronise the data between them. The steps are:
1. During exit from dSolution program of your master (main) notebook, you make a backup to your thumb drive
2. Plug the thumb drive in to your assistant notebook. open folder dsbackup. Double click the data and extract to C:\dSolution\database
3. Done and open dSolution as usual

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Arif and his team are conducting a FREE one-hour Saturday morning
seminar on how they can help you shift from Employees Mentality to
Business Owner Mindset. FREE yourself from 9-5 job and listen to the
huge opportunity to grow as an entrepreneur. Register at www.myUnitTrust.com/seminar.
Remember that, because we are able to coach only a few people at one
time, we limit our participants to maximum of 10 per session. First
come first serve basis. Call Azah 013 - 397 05 88.

From yesterday 14-Oct-08 The Star newspaper “Bank Negara raided four companies in Kuala Lumpur, Selangor and Negeri Sembilan
on Monday on suspicion of illegal deposit taking and money laundering activities. The central bank said in a statement on Monday that it raided Buluhmas Enterprise Sdn Bhd, Jazmeen (M) Sdn Bhd, Noradz Travel & Services Sdn Bhd
and Eastana Farm Industries Sdn Bhd.”

What lesson can we learn here? Many people would love to become rich quickly and easily. They lose their rational when making decision to join any investment that can give them quick return.

During Hari Raya, one of my relatives also invite me to join the Bul.h… program. You invest approximately RM9k, you will get RM1.4k every month sampai bila2. Imagine you will get between 10% to 16% monthly escpecially when the economy is volatile globally.

My common sense, it might as well we ask all GLCs like TM, Petronas , TNB etc to stop their yearly investment (billions of RM yearly) in future projects and pump their money into this scheme. So that their staff don’t need to go to work and still get salaries sampai bila2. Good isn’t it. But this is far from truth.

Why is still many people believe in this type of scheme?

1. Lack of Knowledge

2. Greed

3. Short-cut, easy, quick

The scheme will come and go and there will be many to be trapped again in such scheme in the future. So beware and help educate your family and friends not to join those get-rich-quick program.

—————————————————————————————————————

Arif and his team are conducting a FREE one-hour Saturday morning seminar on how they can help you shift from Employees Mentality to Business Owner Mindset. FREE yourself from 9-5 job and listen to the huge opportunity to grow as an entrepreneur. Register at www.myUnitTrust.com/seminar. Remember that, because we are able to coach only a few people at one time, we limit our participants to maximum of 10 per session. First come first serve basis. Call Azah 013 - 397 05 88.