differentiating myself

Differentiating Myselfby Gregory Fok

(Activity + Skill + Knowledge) x M = Success

Engineering background

Previous company, Singapore Oriental Motor – products are more expensive than competitors, but they have biggest market share – Why?

Introvert – people say I cannot succeed (Reflection - God says I listen more than I speak) - strength

Started at age 25, Min achievement – MDRT

3 YEARSwhere do you want to see yourself?

marketing

what’s your definition?

“The Sale Before The

Sale”

MARKETING

mindshareand

Trigger Points

systemof

Differentiating Yourself

Monthly emails since May 2006

Why do I send it out?

What do I send out?

Target market

Starting out, I knew only 1 lawyer, zero doctors, zero business owners

Line up appointments - who do you want to meet?

What you like about working with me?

Why should I give & send introductions to you? 80/20 rule

Referral script

Trust Referral System

How to introduce you with confidence?

upward referral

Mortgage loan advisors

Wills and Trusts

Property experts

Tax advisors

Accounting advisors

PIC : Government Grants experts

Council of Advisers

Favorable Impressionbefore First Meeting

www.gregfok.com

How to gain trust immediately

Respect each other

Your agenda

Story : Damien (look for someone else, ended up coming back)

What happens at the First Meeting

How to show professionalism?

Financial Ratios

Asset Allocation

Insurance Portfolio Structure

Role Play of Estate and Legacy Planning

Priorities of Financial Planning Considerations

What are Your Deliverables?

qualifywho do you work with?

how to getwhat you want?

help others get what they want and they’llfind ways to help you get what you want

personal portfolio

do you believe in what you do?

“Celebrate Progress,

not Success”- Samuel KohFounder of HeartzMail

Trust Referral System &Engiine MultiSite CMS

See myself as a business person who grows his practice to be like a doctor who specializes in High Net-worth Individuals.

See succession planning for myself and clients so they can be assured of continuity.

vision

meet only daytime and lesser nights and

weekends

daytime meeting

personaltouchpoints

Call reluctance - Happy calls – build confidenceStory : been wanting to call you

offer your expertise

mediaopportunities

slides available for download at

www.gregfok.com

thank you