1. Approaching a Client

2. 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.

3. 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.

4. Success of Approach  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.

5. Process to approach  Grab his full attention with some attention grabbing story.  Impact = Effect :- Have great impact to create full- on 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.

6. Approach No: 1 My Job to help people…… If I help you….  Save money.  Build Security.  Secure Family.  Attain objectives.  Set & Achieve Goals.  Fulfill Dreams.  Save money.  Build Security.  Secure Family.  Attain objectives.  Set & Achieve Goals.  Fulfill Dreams. Step 2: Sir, My job is to help people to….. Step 3: Will you be angry if I help you to 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.

7. 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. Hello Sir, my name is Upendra and I am a Financial Planner, I work with a company called as Life Insurance Corporation of India. Approach No: 2 If you leave only House…..its a problem Step 1:

8. 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. Step 1: Approach No: 3 Please take good care of your car ……..Your car has more value Hello Sir, my name is Upendra and I am a Financial Planner, I work with a company called as Life Insurance Corporation of India.

9. 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: 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.

10. 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: 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.

11. 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: 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.

12. 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: 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.

13. 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. 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. Pizza/ ChipsFast Food/ SnacksBreakfastHome made food Stock MarketMutual FundsBank/ POInsurance/ Real Estate

14. 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: 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.

15. 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 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.