Case Study: Zack Ng Jian Kun
Went From PA Plan To First MDRT In 7 Months
Company: Prudential
Industry Experience (First joined) : 4 years
Background
Zack came across us through instagram and reached out after watching some of our content. - He is a seasoned advisor and he did great, grossing slightly over $150,000 Premiums the previous year.
The biggest challenge however, was that he lacked a predictable and systematic method of attracting and getting new clients. As a result, there was a lot of uncertainty in appointments, income and cash flow.
When the covid situation happened, alongside with two months locked down, he struggled and only managed to close a personal accident plan in the first four months of the year.
The biggest challenge however, was that he lacked a predictable and systematic method of attracting and getting new clients. As a result, there was a lot of uncertainty in appointments, income and cash flow.
When the covid situation happened, alongside with two months locked down, he struggled and only managed to close a personal accident plan in the first four months of the year.
The Process
After attending a few coaching calls, we identified that Zack’s advisory business needed structure and processes to give more clarity on:
1. Who are his natural clients that he attracts
2. His marketing positioning as an advisor
3. Sales processes and presentation.
Once we narrowed down his natural clients, we then modularised his sales process and presentation (word-for-word), which enabled him to close bigger cases and face minimal objections. Moreover, we expanded his product line, enabling him to close more than $30,000 of wealth accumulation plans in a matter of 2 months.
His new marketing position has also changed, and it allowed him to have a stream of passive enquiries and referrals. This greatly reduced the need for him to always hunt for leads, and thereby lowering the feeling of, “not knowing where the next prospect is going to come from.”
1. Who are his natural clients that he attracts
2. His marketing positioning as an advisor
3. Sales processes and presentation.
Once we narrowed down his natural clients, we then modularised his sales process and presentation (word-for-word), which enabled him to close bigger cases and face minimal objections. Moreover, we expanded his product line, enabling him to close more than $30,000 of wealth accumulation plans in a matter of 2 months.
His new marketing position has also changed, and it allowed him to have a stream of passive enquiries and referrals. This greatly reduced the need for him to always hunt for leads, and thereby lowering the feeling of, “not knowing where the next prospect is going to come from.”
The Results
He went from a personal accident plan to $75,000 premiums in four months and hit his MDRT for the first time after 5 years.
Because of the processes and systems established, he is working even lesser hours but getting more production. His confidence grew and 4x his investments with us.
Zack has now focused on delivering top notch financial planning services to his existing clients whilst using our systems, scripts and processes to attract more passive leads, referrals for his advisory business.
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