Approaching a Client
What is an Approach ?
Approach means meeting the prospect for the first time.
Approach involves self preparation as well as
understanding the prospect as much as possible before
meeting him.
It also involves making right preparation every time to
come out as a winner.
It also means knowing your exact starters.
Importance of Approach
The purpose of Approach is to:
 Create a great IMPRESSION.
 Make the prospect ACCEPT you.
 Gain his interest and open the client to start you
SALES STORY.
In Fact it is about convincing the client that you are the
BEST.
Success of Approach
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You must like yourself.
You must like people.
You must be right in your appearance, Great
attitude, Good Mannerism.
Sell your self first then the product.
You should interest creating stories.
You should have practice of delivering them
interestingly.
Process to approach
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Grab his full attention with some attention grabbing
story.
Impact = Effect :- Have great impact to create fullon effect.
Start the sales story at the earliest.
Don’t be JAMES BOND(don’t try to create too much
suspense) or SOCIAL WORKER (don’t try to create
an image of social worker) – Be Professional.
Be convinced that you are doing great deed for
him.
Approach No: 1
My Job to help people…… If I help you….
Step 1: Hello Sir, my name is Upendra and I am a Financial Planner, I
work with a company called as Life Insurance Corporation of India.
Step 2: Sir, My job is to help
people to…..
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Save money.
Build Security.
Secure Family.
Attain objectives.
Set & Achieve Goals.
Fulfill Dreams.
Step 3: Will you be angry if I help
you to
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Save money.
Build Security.
Secure Family.
Attain objectives.
Set & Achieve Goals.
Fulfill Dreams.
Approach No: 2
If you leave only House…..its a problem
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: Sir, You are having a house which is mortgaged with a
bank. Also bank has given you property insurance.
Step 3: In case anything happens to you or your property Bank will
recover their loan through insurance claim
Step 4: It means If you leave only house for your family, and
something happens to you then they will have to sell the house or
mortgage it in order to survive, But if you leave your family a
house and a Insurance policy – it will serve the purpose.
Step 5: Sir, please insure yourself as per your HLV as it is the right
of your family.
Approach No: 3
Please take good care of your car ……..Your car has more value
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: What is the value of your car – 10 lacs
Have you insured your car – yes
Step 3: How much you will get if car gets stolen – 9 lacs.
Step 4:
Approach 1- Means you will get 90% of your car value, Similarly As per your HLV
Income of 5 lacs PA, you should also have insurance of 1 crore which your family
will get if something happens to you.
OR
Approach 2 - You are having Insurance of only 5 lacs it means your car is having
more value than you.
Step 5: Sir, please insure yourself as per your HLV as it is the right of your family.
Approach No: 4
3 people who will provide like you
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step2: Sir, I’m sure you know at least 500 people (your friends, relatives,
neighbors, office colleagues, etc)
Step 3: In case something happens to you can me tell me three names which will
take care of your family in the same way you are taking.
Step 4: only a father can take care of his family as he loves them more than
himself.
Step 5: Sir, I can tell you one name which will take care of your family in the
same way you do, and that name if LIC.
LIC has last year provided claim amount of 249000 crores and has
supported the dreams of many families.
Step 6: Sir, please insure yourself as per your HLV as it is the right of your family.
Approach No: 5
What is your human life Value- 1?
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: The total money which you can earn in your lifetime is
your HLV.
Ex: if you are 30 and your income is 5 lacs. If you work for
another 20 yrs you will surely earn atleast 20*5=1 crores.
Step 3: This money will be used for
Monthly household expenditure,
school fees, home loan EMI –
car loan, Holiday exp, medical exp,
parents medicals, and investments
Step 6: Sir, please insure yourself as per your HLV as it is the right of your family.
Approach No: 6
Human life Value = Protection for your family dreams
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: If the breadwinner is no more than his family requires a cover
for themselves for protection.
Step 3: You require 20 times of your annual income is an ideal cover
more for your family, the more the better.
Step 4: This amount of cover will
cost you infact less than
100 Rs. Per day, we spend
more than this on our
hoteling in the month.
Step 5: This protection is the most IMPORTANT and URGENT thing for
your family, please insure now.
Approach No: 7
Working in MNC/ Private company
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: I’m very happy to see that you work for day
and night for your family.
Step 3: But you are the only earning member
Step 4: If I’m the only earning member and not
covered my family will suffer in my absence
Step 5: Let us buy a good plan for your family
protection
Approach No: 8
Physical protection and Financial Protection
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: Many times we eat outside food for snacks and breakfast,
we know its not healthy, the best food for our physical protection is
Home made food.
Step 3: similarly the best tool to protect your financial dreams is
Insurance.
Pizza/ Chips
Stock Market
Fast Food/ Snacks
Mutual Funds
Breakfast
Bank/ PO
Home made food
Insurance/ Real Estate
Approach No: 9
It is already late, take quick decision
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: I’m very happy to see that you have worked for
last 10 years for fulfilling the family dreams and I’m sure
that you will work for more 10 yrs for them
Step 3: But sir, it means you are already late, If you are
not saving and do not have sufficient cover this might lead
to failure of all your family dreams
Step 4: Let us buy a good plan for your child, which will
provide sufficient maturity, and very high risk cover with
PWB option
Approach No: 10
How many tyres does a car have
Step 1:
Hello Sir, my name is Upendra and I am a Financial Planner,
I work with a company called as Life Insurance Corporation of India.
Step 2: Sir, how many tyres does your car have, the
answer is 5 tyres, 4 regular tyres + 1 Stepny,
Step 3: Like car our life also has 5 tyres:
1 – Food
2 – Shelter
3 – Clothing
4 – Luxury.
5 – Stepny – Risk cover
Step 4: What will happen if something happens to me, my
wife will have to drive the car, then it is my responsibility
to keep the car as safe as possible, More than a car our
life requires Stepny