Before you do any selling, you must know the product. However many made mistakes that think that they have to know everything, after that then they can do the selling.
No. No. No. If we were to wait till we know everything then, our competitor will eat our portion. Last Saturday, I conducted a training on unit trust product knowledge. At the time of the training we have 22 unit trust funds. Can you imagine a new unit trust consultant has to know the whole 22 unit trust funds. Tiring right.
So our approach then is we tell the new unit trust consultant the three categories of unit trust. And we must focus only a few funds in the beginning so that the new unit trust consultant don’t get confused. For each category of unit trust we recommend the new unit trust consultant read the report of Public Mutual Quarterly Fund Review.
The main ideas to learn about the funds are not to memorise the facts and figures. The main idea is how you paint a clear picture in front of your client so that they feel they must invest in unit trust NOW. And they buy it from Public Mutual. And they buy it from you the new unit trust consultant.
You can click here to download the training material.
Disclaimer: the training is provided for our JUST-Caliph-HC agencies and thus our opinion is of personal opinion and not coming from Public Mutual. You can use it or you can throw it.