Chunk the rubbish and keep the apples.

Selling tips...

An intelligent and beautiful agent asked this question. I had a female prospect, 51 years old and still remain single. She is over-weight at 100 kgs with height at 5 feet. Currently on medication for high blood and diabetes. How can i get the company to insure her? Shall i reveal all her medical history to our underwriter?

Another soft spoken lady agent asked. When i meet prospects who don't respect me and take me for granted, what are the best ways to overcome this situation?

Most frequent question asked by the male agents... my clients are irresponsible. They always miss paying their premium, ending with high lapses over my sales. Though appointments were fixed, they aren't punctual or sometimes they failed to remain in their office to meet us.

To answer all the above questions, firstly i have to remind all my fellow colleagues. Being intelligent alone isn't enough in our work, we have to be smart to overcome all the uncertainties. Intelligence to learn the trade and smartness keeps us longer in this challenging business.

A friendly advice to that intelligent lady agent who had a case in hand. The fat female prospect could be your friend but she should not be your client. As an agent, you have to protect our principle company first and second to take care the interest for all your clients. As this prospect has very high risk with her health, the chances for her to be insured with a favourable cover is tough. You have to disclose all medical information to be fair to both parties concern. If i were you, i won't be wasting too much hope and effort on cases which i consider bad and risky. My principle in selling, "Buy insurance when you need it, coz when you need it, you can't buy."

In order to sell effectively and successfully, and to be able to remain permanently in our career, the first important golden rule is to screen, select and qualify all our prospects before making them our clients for the future. I have to be comfortable with my prospects first before i allow them to be my clients. Meaning.. prospects have to respect who i am and also i could feel they are equally comfortable with me. As long as they respect me, i believe with my skill and knowledge, i could change their attitude of mind from bad to good, or negative to positive or even irresponsible to be more responsible in person. Without the respect, i don't think trust and value could be developed within the both clients and agent relationship.

Next, do you have this special skill to feel with their presence whether the prospects have the potential to grow? The face could reveal much about a person value. The eyes tell all about his heart and mind. His words and thinking reflect his dreams and desire to live. I prefer to deal with clients who could grow and be successful in the long run. Their success helps me to grow stronger as well.

Our country has 27 million population and within our city, Kuala Lumpur we have 3 million people. I know very well, i cannot be serving all 27 or 3 million people but i am sure i could do a good job by serving only 1000 clients. However i make certain these 1000 customers are the best who like and love me a lot. Today each year on average 100 of them make me happy by taking new policies with me. You think i am lucky! Yes! Because i selected the ideal clients many years ago. I chunk the rubbish and keep the apples.

To that intelligent and beautiful agent i say...yes you are intelligent but you are not smart. You are too hunger for sale when you have forgotten there are still many apples for you to pick. If you continue to add more rubbish into your sales, in no time stress and pressure would overule you with problems. Selling life insurance is a long term career which requires fun and pleasure. Unless you take my advice as to follow the golden rule, selling would be tougher and more diffcult soon. I wish you best of luck.

Food for thought - "Wisdom is meaningless until your own experience has given it meaning and there is wisdom in the selection of wisdom." - Bergen Evans quotes

Simplicity sells.

Selling tips....

Linn, one of our customer support executive was kind enough to call my mobile phone. She knew i was trying to make a quotation for 10 million life insurance cover, and our system in my office could not cater my need. I had to give all the necessary details to her before she could assist me to get the exact premium and layout from Singapore. What a joke was that!!!

Twenty five years ago without computer, all our quotations were calculated manually. We could get to the exact amount immediately with our rate book which we carried all the time. Today everyone is so dependable with the computer, we have forgotten how to compute ourselves. What a shame! That's including myself. Things change so fast and rapid, we hardly have time to cope up and understand all the benefits and plans. I guess most of our agents are merely guessing their work because even the management staffs are also not sure of all the changes happening at this moment of change.

I told Linn, selling to strong and wealthy prospects is different from wage earners' buyers. Rich prospects are always busy and they seldom allow us much time to present our proposals. They are intelligence and sharp in mind. In order to sell a bigger plan to them, the plan has to be as simple as possible. If one could present with just one page presentation, they would take you as smart and efficient as well. So sad! Today the smart Alex in the company created all sort of options and fanciful benefits to try and make thing marketable and attractive.

Comparing to wage earners' prospects, they have more time to discuss business. They are prepared to sit down with our agents to go in details. However with so much to explain and so many pages from the quotation, i wonder whether they really understand in full. More so if the agents are relatively new in this profession.

Linn had time to listen. We spoke for half an hour over the phone without hesitation to share and learn. I told Linn before she put down her call. I could speak long enough with you because you are only an employee of our company, when you know i have the confidence and attraction. If you were the CEO, you might not allow me to speak this very long. Right? Unless i could be precise and straight to the point to benefit this important person. Selling life insurance is to the same. Either you make the plan simple or you try to confuse by being too comprehensive. I still prefer the simple plan. What say you there?

To my fellow colleagues in our industry - “Everything should be made as simple as possible, but not simpler.” - Albert Einstein quotes.

Unbelievable but true

I could not stop laughing when Ranjit forwarded this cartoon to me. Not too long ago, i was introduced to an unique man who was born with a double barrel. No joke! The day his mother gave birth to him, she realised her baby had two little penis instead of the normal one. Both parents were surprised and wondering whether the child should keep two or to remove one away by operation. The attending doctor wasn't sure which organ was the real or the functional one, suggested to delay the correction until when the child is older. Amazingly both organs were growing well to be usable. The lucky child was allowed to keep his double barrel for forty years until today.

According to him, he could not get marry because he has too many lovers who refused to let him sticks to only one official woman as wife. They can't resist not to have his special tools, especially after trying once with him. All men has only one but he has two which makes the great different. Now you know why i laughed over the above cartoon, an alien who has four. U say i am naughty! Well my story is true and i am sure you are also laughing as well.

My belief - "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." - Maya Angelou quotes

Too much or no sex is also a problem.

Are you in love? Good! I hope you won't fall into such unpleasant occurrences like these following two couples.

FS and WI were madly in love. FS is a simple and unambitious man, whereas WI is loving and a passionate lady. To FS sex is his top priority, and WI being her partner obliged willingly at the beginning of their romance. However FS with little understanding of love, did not spend enough time to care and provide the affection for her. He didn't know she wanted more of his attention, a bit of his financial support, and to have more time to accompany her. What FS did was a good sex maker for the lady only. Everything has a limit, including too much of sex. WI wasn't happy and FS didn't even know. Out of frustration, WI disappeared from FS recently. I think the man had lost a loving woman.

Next! RT and CP were equally crazy for each other. RT is a caring and responsible man, whereas CP is a ambition and sociable lady. RT with his understanding, provided and gave the best to CP. He tried in every way to make his woman happy. His time and attention was always ever ready for her. However CP with her ambitious dreams was constantly needed by many. She is a lady who likes to please and oblige those she encounter. With her tight schedules and appointments, she had forgotten to spend time to make love with RT. She did not even know the man was unhappy and unsatisfied, because everything has a limit. Including no sex! Out of frustration, RT locked his mobile phone and disappeared too. I think the woman had lost a caring man.

For those who are still in love, please don't take love for granted. Understand the behaviour of man and woman. "Man has only One important need, whereas woman has Ninety Nine". To love your man, please fulfill his urgent need first and he would be too happy to provide your ninety nine other needs. To love your woman, don't forget what she likes best and in turn she would give what you like most. Unless you could accept these as facts of life, falling in love and holding it there won't be easy for sure.

Ninety-Nine Quotes - "Genius is one percent inspiration and ninety-nine percent perspiration" - Thomas A. Edison

OSHO on comparison.

With permission from this reader, the comment is worth sharing................

DengDeng has left a new comment on your post "Offer sincere compliments.":

Agreed.

Some girls do not know how to appreciate men's admiration due to they lack of wisdom, self-confidence and self-esteem. This is the most 'ugly' woman/girl from my point of view.

Many people like to compare themselves with others. I like the teaching of OSHO on the comparison.

Comparison
Comparison brings inferiority, superiority. When you don't compare, all inferiority, all superiority, disappears. Then you are, you are simply there. A small bush or a big high tree--it doesn't matter; you are yourself. You are needed. A grass leaf is needed as much as the biggest star. Without the grass leaf God will be less than he is. This sound of the cuckoo is needed as much as any Buddha; the world will be less, will be less rich if this cuckoo disappears. Just look around. All is needed, and everything fits together. It is an organic unity: nobody is higher and nobody is lower, nobody superior, nobody inferior. Everybody is incomparably unique.
Osho The Sun Rises in the Evening Chapter 4

Commentary:
Who ever told you that the bamboo is more beautiful than the oak, or the oak more valuable than the bamboo? Do you think the oak wishes it had a hollow trunk like this bamboo? Does the bamboo feel jealous of the oak because it is bigger and its leaves change color in the fall? The very idea of the two trees comparing themselves to each other seems ridiculous, but we humans seem to find this habit very hard to break. Let's face it, there is always going to be somebody who is more beautiful, more talented, stronger, more intelligent, or apparently happier than you are. And conversely, there will always be those who are less than you in all these ways. The way to find out who you are is not by comparing yourself with others, but by looking to see whether you are fulfilling your own potential in the best way you know how.

^_^

Thank you DengDeng.

Can't be asking for more.

Are you complaining the car you are driving is uncomfortable? Oh Yes! This reminded me that one of my dear who is driving a Kia Rio currently is unhappy with the model. Though is only three years old, she said the car is small and difficult to get in. Then another honey who is driving a Nissan is planning to buy a sport car of her fancy. Yes! Talk to any lady agents, they would have their dreams to possess expensive cars. They would never be satisfied of what they have at the moment.

To those who are not contented of what they have now, please look at the picture posted again. You are demn lucky to have a car to move around. Not this poor lady who rides on this train journey home. Do you still want to ask for more?

Food for thought - "We tend to forget that happiness doesn't come as a result of getting something we don't have, but rather of recognizing and appreciating what we do have."
Frederick Keonig quotes

Adultery.

Weekend laugh....

A young man went to his father one day to tell him that he wanted to get married.

His father was happy for him. He asked his son who the girl was, and he told him that it was Samantha, a girl from the neighborhood.

With a sad face the old man said to his son, ''I'm sorry to say this son but I have to. The girl you want to marry is your sister, but please don't tell your mother.''

The young man again brought three more names to his father but ended up frustrated because the response was still the same.

So he decides to go to his mother. ''Mom I want to get married but all the girls that I love, dad said they are my sisters and I mustn't tell you.''

His mother smiling said to him, ''Don't worry my son, you can marry any of those girls. You're not his son."

Do you know - "Women react differently: a French woman who sees herself betrayed by her husband will kill his mistress; an Italian will kill her husband; a Spaniard will kill both; and a German will kill herself." - Bernard Le Bovier Fontenelle quotes