Generating Leads Thru FoA (PDF For Students)

GENERATING
LEADS THROUGH
FOA
Highly Confidential
© Copyright Allianz SE
COURSE 1. On time – Late more than 15 min. consider absent.
GROUND 守时 – 迟到超过15分钟当作缺席
RULES FOR 2. Turn hand phone to silent mode
VIRTUAL 把手机转去静止
3. Active participation and be open-minded- switch
on video and show face + interaction
踊跃参与和态度开明
4. Do not criticize and discourage other agents.
不可批评和劝阻其他的代理员。
5. Do not bad-mouth other agents / agencies
不可讲其他代理员或组织的坏话。
COURSE 6. Do not send representative to attend training
GROUND 不可派代表来上课
RULES FOR 7. Respect the trainer and the class – mute the mic
when you are not talking to the class
VIRTUAL 要尊重讲师和其他学员 - 把麦克风静音
8. No internal recruiting
不能内部增员
9. Proper and professional attire required
穿合适及专业的服饰
10. Must complete assignment before due date
要在期限前完成并呈交功课
© Copyright Allianz SE 20-Apr-19 4
© Copyright Allianz SE 20-Apr-19 5
COURSE
OBJECTIVE To equip agents with skills and practical
课程目的 methodology to generate leads through FoA.
让代理员学习实用技能和方法以通过 FoA 产生
潜在客户。
© Copyright Allianz SE 6
COURSE OBJECTIVE 课程目的
To equip agents with skills and practical methodology to generate
leads through FoA.
让代理员学习实用技能和方法以通过 FoA 产生潜在客户。
© Copyright Allianz SE 20-Apr-19

COURSE Why FoA?
1 为什么选择FoA?
AGENDA
课程议程 How to find FoA?
2 如何寻找FoA?
How to activate FoA?

3 如何启用FoA?
How to maintain relationship with FoA?

4 如何与FoA维持关系?
WHY FOA?
为什么选择FOA?
how
WHAT IS PROSPECTING 什么是寻找新客户
• Prospecting is a process in getting names, generating leads.
领取新名字是获取名单的一个过程。
• Prospecting is a very first step in the sales cycle which help to kick start your business,
without names your business will not continue.
获取名单是销售循环的第一个步骤, 它能帮助你开始你的生意。如果没有拿名单, 你的
生意将无法继续下去。
Name List 名单 Customers 客户

SO, JUST GET AS MANY NAMES AS POSSIBLE (LAW OF LARGE NUMBERS) 10
所以，尽量领取更多的新名字 (大数原则）
HOW TO DO WELL IN PROSPECTING
如何把寻找准客户的工作做好
1
Agents believe that life insurance is necessary for every family
代理员将保险视为家庭的必需品
2 Have enough prospecting activities 拥有充足的活动量
3
Have strong desire – Believe in law of large number, do not fear
of rejection 拥有强烈的欲望 – 相信大数原则, 不害怕拒绝
4 Build Emotional Bank Account – build rapport before build
business 建立感情户口 – 先建立关系, 后建立生意
5 Use different methods of prospecting 运用不同领取名单的方式
6
Have adequate skills & product knowledge
拥有适当的技巧和产品知识
FOA?
Days without FoA 没有FoA的情况:
Ms prospect, can I
I will come back to have three names
you later that also could benefit
我之后再给你 from insurance?
我可以跟你要你觉得
身边三个需要保险的
朋友吗？
What’s my
benefit if I give
name to you
如果我把名字给
你的话有什么好
处

FOA！
Days with FoA 有FoA的情况:
You can enjoy below benefits if become our FoA
成为FoA的话可以享有以下好处噢
I will give you my
contacts list now
1. Earn a referral fee equivalent to 50% of the
我现在就给你我的
联系簿😁 policy’s First Year Commission (FYC) upon
successful referral
成功转介绍的话将获得50%的保单第一年佣金
2. No qualifications, exams or commitments needed
无条件、考试或负担
3. No experience needed
无需经验
So Ms. Prospect, do you interested to become our FoA

and refer your friends to me?
你有兴趣成为我们的FoA并把朋友转介绍给我吗？

WHY JOIN FOA?
Unlimited Potential Income 无限的潜在收入
Simple, Flexible & Digitalised 简单、灵活和数码化
Attractive Referral Incentives 有吸引力的推荐奖励

WHY RECRUIT FOA?
Leverage FoA’s Time and cost Trust

social network saving 信任
借力于FoA的交际网节省时间和成本

MIND MAPPING 太阳线
Family 家人
People
Ex- 通过配
know
classmat 偶认识前同学
thru
e 的人
spouse
People 通过工
know
thru You Ex-
colleague
作认识
的人
你前同事
work
People People 通过孩通过爱

know know
子认识好认识
thru thru
children hobbies 的人的人
Neighbor
左邻右
舍
Parents
Siblings Aunties
People
Family
Ex- Spouse
Famil Uncles
know
thru
classmat
e
y
spouse
People
know Ex-
thru You colleague
work
In Laws Cousins
People People
know know
thru thru Children
children hobbies
Neighbor
父母
兄弟姐妹阿姨姑姑
家人
舅舅叔叔
通过配伴侣家人
偶认识前同学伯伯
的人
通过工
作认识你前同事
的人
表或堂兄
亲家
弟姐妹
通过孩通过爱
子认识好认识孩子
的人的人
左邻右
舍
HOW TO FIND FOA?
如何寻找FOA?
how
HOW TO FIND FOA? 如何寻找FOA?
Anyone is eligible to become FoA?

任何人都可以成为FoA吗？ = YES and NO
Why YES? Why NO?
1. Easy to enroll Individual listed below is not eligible
2. No qualifications, exams, to become FoA:
commitments and experience 1. < 18 years old
needed 2. Allianz agent
3. SDD staff (other Allianz employee are
allowed)
4. Individual under sanction list
5. Already enroll as another agents’
FoA
任何人都可以成为FoA吗？ = 是也不是
谁可以成为FoA? 谁不可以成为FoA?
1. 容易报名符合以下特征的人不能成为FoA:
2. 无资格要求、考试、负担和经验 1. < 18 岁
2. Allianz代理员
3. SDD职员 (其他部门的Allianz职员没
问题)
4. 名字列入制裁名单
5. 已是其他代理员的FoA

Think of anyone who is:
想想符合以下情况的人:
Your existing Being retrenched

customer 被裁员
是你的现有顾客
Unemployment
Planning to change career
失业
path
打算改行
Income reduced
收入减少

CHOOSE THE RIGHT FOA 选择对的人成为FOA
People with below hot button 有以下动力的人 :
收入使命认同改行
Income Mission Recognition Career
Change

Where can you find them 你可以去哪里找到他们：
Social media Refer by

Imagine/agent portal 社交媒体 others
(customers records)
客户资料别人介绍
Name card
Phone contact collected
电话联系人收集的名片

Once you know who can be your FoA, next, categorize them into following 6 groups
一旦你知道谁可以成为你的FoA, 根据以下六个组别将他们分类
Medical and Critical Illness 医药与恶疾基金

Income replacement 收入替代
Estate Planning 遗产规划
Emergency fund 储蓄 (紧急基金）
Retirement fund 储蓄（退休金）
Emergency roadside assistance 紧急道路救援服务
Transfer all names into different category by using below form :
将名字根据以下表格归类：
Contact Existing Customer Hot Button Category by Insurance Need
No. Name Change Income Estate Savings for Savings for Motor Remarks
Number Yes No Income Mission Recognition Medical & CI
Career Replacement Planning Emergency Retirement Insurance
1 Example: Alex 012-3456789 √ √ √ √ Father claimed CI last year
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
SAMPLE SCRIPT1 话术例子1
After listing down the name, start approaching the potential FoA.
把名字记录下来后，开始和他们接触。
Hi How are you?

I called you today cox I have a proposition and I don’t know if you are
interested. How would you like to earn some extra income and it does not
require any commitment? If you are interested, we can meet up and talk in
details.
嗨，你好。我今天打电话给你是因为我有一个提议，不知道你有没有兴
趣。你会不会想要没有负担地赚一些外快？有兴趣的话，我们可以出来见
面谈谈。

SAMPLE SCRIPT2 话术例子2
After listing down the name, start approaching the potential FoA.
把名字记录下来后，开始和他们接触。
Do you occasionally spending time having coffee, drinks or meal with friends or colleagues?
Or staying in touch with them using social media?
If you do, I can help you to turn all these leisure time into income. You just need to ask them
few questions and I will take over the rest and do the selling.
That’s easy, ask few questions and get paid. How does it sound?
你平常会不会约朋友或同事一起喝茶或吃饭？或在社交媒体上和他们保持联络？
如果有，我可以帮你在这些休闲的时间也能赚钱。你只需要问他们几个问题，其他的由我
来做。
就这么简单，问几个问题就能赚钱。你觉得怎么样？

Exercise : List out potential FoA
练习：列出有潜能成为FoA的人
By using the form provided, list down 20 names that could potentially be
your FoA and contact them by this week.
在提供的表格写下20个有潜能成为FoA的人，并在这个星期联络他们。
Scan and download the form

扫描并下载表格

HOW TO ACTIVATE FOA?
如何启用FOA?
how
HOW TO ACTIVATE FOA? 如何启用FOA?
Prepare Always
Increase Let them script for aware of
awareness understand them to company
on their role send to incentive
importance 让他们知道自 prospect and update
of insurance 己的角色为他们准备话 them
增强对保险重术范本以方便时常留意公司
要性的意识他们分享给潜的奖励并通知
在客户他们

Increase awareness on importance of insurance

增强对保险重要性的意识
Send shareable contents to them to let them

understand the role of insurance
把分享内容发给他们让他们了解保险作用
How? • Short insurance video prepared by company

公司准备的保险讯息短片
• Insurance related social news
和保险有关的社会新闻
• Real case
真实案例
Let them understand their role

让他们知道自己的角色
What should I do as a FoA?

成为FoA了之后我应该做什么？
Do I need to Do I need to
Do I need to understand attend the
sell products? every products? training? Etc…
我需要售卖产我需要了解每我需要出席培训
品吗？一份产品吗？吗？等等等等…
NO! FoA will only do the opening, sales process will be done by agents.
FoA只需负责开口，代理员会负责销售流程。
Let them understand their role

让他们知道自己的角色
How FoA can assist agent?

FoA可以怎么帮助代理员？
• Introduce agents to potential client

向潜在客户牵线介绍代理员
• Assist agents to get policy review from potential client (eg. capture the first page of
policy – summary of benefit and send to agent)
为代理员向潜在客户获取保单检阅 (eg. 拍摄保单的第一页summary of benefit发给代理
员)
Prepare script for them to send to prospect
为他们准备范本以方便他们分享给潜在客户
Opening script based on below 6 different categories (one at a time)
根据6种不同组别的开场话术 (一次会面只用一项)
Medical and Critical Illness 医药与恶疾基金

Income replacement 收入替代
Estate Planning 遗产规划
Emergency fund 储蓄 (紧急基金）
Retirement fund 储蓄（退休金）
Emergency roadside assistance 紧急道路救援服务
OPENING SCRIPT (MEDICAL AND CRITICAL ILLNESS)
开场话术 (医药和严重疾病)
1. Opening script - Medical and Critical Illness (not yet own medical insurance)
开场话术 – 医药和严重疾病 (未拥有医药保险)
Do you own any medical insurance? (No)
Lately one of my friend admitted to hospital and the bill came out to more than RM100k, the family
couldn’t afford to pay and they came to me for help. I could not lend all to them and reluctantly lend
RM10k, hope they managed. It is sad.
Friend, if my family come to you to borrow RM100k for my medical bill, will you lend to them?
My friend had proposed to help me to transfer the risk to insurance company and I did just that.
Now I feel more relax and knowing you, I think you should do the same, don’t pass the risk and
pain to our family.
I will ask my friend to give you a call, answer his call and listen to him. If you agreed with him, do
what I did. If you don’t find it useful, stop it there and you don’t have to do anything. I will give
him your number, he will call you.
1. Opening script - Medical and Critical Illness (not yet own medical insurance)
开场话术 – 医药和严重疾病 (未拥有医药保险)
你有医药卡吗？ (没有)
最近，我有一位朋友进院，医药费用高达RM100k, 他的家人不能负担，然后来找我帮
忙。我无法把总额借给他们，只能勉为其难的借了RM10k, 希望他们能够搞定。真的悲
哀
朋友，如果我的家人来跟你借RM100k 来付我的医药费，你会借给他们吗?
我的朋友向我建议，让我把风险转移给保险公司，我就照做了。现在我感觉到轻
松，安心。作为朋友，我想你应该也要这样做，不要把风险和痛苦留给我们的家人
我会叫我的朋友打个电话给你，请你接他的电话，听听他的分享。如果你同意他的
分享，你可以像我一样把风险转移给保险公司。如果你觉得没帮助，那你就什么都
不用做。我会把你的电话交给他，他之后会联络你。

1.1 Opening script - Medical and Critical Illness (own medical insurance)
开场话术 – 医药和严重疾病 (拥有医药保险)
Do you own any medical insurance? (Yes)
Great, lately one of my friend admitted to hospital and he thought his medical insurance was
sufficient and it ended up not the case, so the family needed to go around borrowing money and
they came to me. I reluctantly lent RM10k to them and immediately I asked my agent to check my
medical insurance and found out my situation quite similar to my friend. My agent help me to do
a review by doing some top up to meet the current need
你有医药卡吗？ (有)
很好。最近，我有一位朋友进院，他以为他的医药保险足够，后来才发现不够, 然后他
的家人来找我帮忙。我就勉为其难的借了RM10k。过后，我马上叫我的代理帮我检查
我的医药保险，发现我的情况和我的那位朋友相似。我的代理帮我做了检视，加了一
些保障来应付现在的需求
4 reasons why set up Medical and CI fund
准备医药基金的4大理由
1. You spend whole life in accumulating your wealth, and yet, doctor can use up all
your wealth within 5 minutes
2. The most expensive bed is the sickbed, the most expensive car is the ambulance,
the most expensive room is the ward in hospital.
3. No matter how much bank is going to give you on the interest rate, it is never be
higher than the inflation rate of medical treatment.
4. Sick with pride – Do not need to beg for donation/to borrow from others

4 reasons why set up Medical and CI fund
准备医药基金的4大理由
1. 保费再贵，也贵不过医疗费。你用一生累积财富，医生只须5分钟，就会耗尽了
你一生的积蓄
2. 世界最贵的床是病床，最贵的车是救护车，最贵的房是病房。
3. 银行给你储蓄的利率再高，也高不过医药费的通货膨胀率
4. 病得有尊严 – 不用乞求捐款或向人借贷

OPENING SCRIPT (INCOME REPLACEMENT)
开场话术 (收入替代)
2. Opening script – Income Replacement 开场话术 – 收入替代
Have you heard of this thing call Income And I thought about it, I couldn’t answer. Then he said,
Replacement? That day one of my friend you should think about and do about something. In case
asked me, what is the most important asset in your income stopped, you should have income
you, I told him it was my watch, my house, my replacement, you should have someone to come in to
car and he told me I was wrong. replace your income, so that your family can continue
living. After I gave a couple of minute of thought, I think
The most important asset that you have is he is right and asked him how, and he said he can help
me to do something about it. And I just did that.. Now I
your ability to earn income, I asked him why.
feel much more relax, knowing that if something
He said that everything you have, come from happened to me, my income will never stopped and my
the income that you earned, if one day your family can continue living.
income stopped, everything stopped. Your
family will lose a lot of money. So the Knowing you are in the same situation as me, and I think
question is, can you afford to have your you should the same thing. Now I have this friend who
income stopped. help me to do this, if you don’t mind, I will ask him to give
you a call.

2. Opening script – Income Replacement 开场话术 – 收入替代
我想了想，我不能回答。然后他说，你应该要想一
想，看看能做什么. 万一你的收入停止了，你应该
要能有人代替你的收入，让你的家人继续生活。
你有听说过收入代替吗？那天，我有一位朋友
问我，我最重要的资产是什么，我说是我的手我想了想，觉得他讲的有道理，然后就问他该怎么
表，我的车，我的屋子，他跟说说我错了。办？他说他可以帮我解决这个问题，我就做了一
份计划。现在，我轻松多了，知道即使我发生什么
我最重要的资产其实是我赚钱的能力。我问他事情，我的收入不会停止，家人还能继续生活.
为什么？他说你现在所拥有的，全都来自于你
所赚取的收入。如果有一天你的收入停止了，了解你和我的情况差不多，我想你也应该要做同样
所有的东西都停止了。你的家人会失去很多的准备。现在，如果你不介意，我把你的电话号码
钱。问题是，你有能力让你的收入停止吗？给我这个帮我的朋友，叫他打电话给你让你了解
多一点。

2 reasons why set up Income Replacement fund
准备收入替代基金的2大理由
1. To prepare income replacement is not because someone will leave, it is because

beloved family need to continue to live.
准备收入代替不是因为有人要离开，而是因为家人要继续生活
2. We protect most of our valuable asset, like car, houses, not mentioned of our most
valuable asset, which is our earning ability.
我们所有的财产，车，房子都有保障，更何况是我们的收入，更需要保障

OPENING SCRIPT (ESTATE PLANNING)
开场话术 (遗产规划)
3. Opening script – Estate Planning 开场话术 – 遗产规划
Have you heard of this thing called Insurance Trust? And I realized that I am in the same situation like his
You never? So did I. That day I was having coffee friend, so I asked him how, and he told that I should think
with my friend, he told me an incident when his about doing something called Insurance Trust, to make
friend passed away, and he left some estate to his sure that no matter what happened, no matter how much
family by writing a Will. Then what happened was debts you have out there, and not matter how much
the family ended up didn’t get anything. income tax you could potentially owed, your family would
always be guaranteed that they will get whatever you
I asked him why, he said the deceased thought that have built for them.
having a Will is good enough to make sure
whatever he had accumulated will be passed on to I really find this Insurance Trust to be interesting, and
his family. Then his family realized that according really useful for people like you and me and I have done
to Malaysia law, he has to pay off his debts, settled it. I think you should think about it and do same thing like
his income tax, after whatever leftover, very little this too. Now I have this friend who help me to do this, if
left to the family . you don’t mind, I will ask him to give you a call.

3. Opening script – Estate Planning 开场话术 – 遗产规划
我发现到我和他的情况相近，然后就问他我该怎么
你有听说过保险信托吗？你没有？我也没听办。他告诉我，我可以设立做一个份‘保险信托’以
确保不会遇到同样的情况，无论我发生什么事，欠
说过。那天，我和一位朋友喝茶，他和我提到
了多少的债务及可能欠的所得税，我的家人都保证
他的一位朋友刚刚去世。写了遗嘱，想把遗产
能得到我要留给他们的
留给家人。但是结果家人什么都没有拿到。
我真的觉得着个保险信托有意思，而且对像你和我
我问他为什么，他说死者以为写了遗嘱就足以
这样的状况的人有帮助，所以我就设立了。我想，
确保他所累积的财产可以留给家人。但后来，
你也应该要考虑同样的东西。现在，如果你不介
他的家人才发现到，根据马来西亚的法律，他
意，我会把你的电话号码给这位帮我的朋友，他将
需要清还所有的债务及所得税，剩下的才可以
会打电话给你让你知道更多详情。
给到家人，但扣除后，所剩无几.

2 reasons why set up Estate Planning fund
准备遗产规划基金的2大理由
1. When unfortunate event happened, we want to leave a legacy not debts to

family.
做好遗产规划，是当有事情发生时，我们要留爱，而不是留债
2. If you have prepared well, your family is your beneficiary, if you do nothing about
it, your family is the biggest victim.
你做好规划，你的家人是受益人，你没有做好规划，你的家人是受害人。

OPENING SCRIPT (RETIREMENT FUND)
开场话术 (退休基金)
4. Opening script – Retirement Fund 开场话术 – 退休基金
Hey friend, one day we all will retire, either we are 朋友，有一天我们都会退休，只是，是开心的退
going to retire happily, or we are going to retire
miserably, so what have you done for your
休，还是痛苦的退休。那你为你的退休做了什么准
retirement? 备？
Obviously, many people think that having EPF is 明显的，很多人觉得有公积金就足够了，但是很多

enough, but lot of reports showed that EPF is never 报告都说明光靠公积金是不足够的。.
sufficient.
上个星期，我的代理给了我一个不错的主意，能确
Last week, my agent came to give me a good idea, 保我们有个不错的退休。我接受了他的建议。我
how to make sure that we could have a very good
retirement life. I have a adopted his suggestion
想这对你也有帮助，而你也应该认真的考虑这个问
and I think is something good for you, and you 题。现在，如果你不介意，我把你的电话号码给我
should be seriously think about that. Now I have 这个帮我的朋友，他会联络你让你了解更多详
this friend who help me to do this, if you don’t mind, 情。
I will ask him to give you a call.

OPENING SCRIPT (RETIREMENT FUND)
开场话术 (退休基金)
2 reasons why set up Retirement fund
准备退休基金的2大理由
1. We can continue to enjoy our retirement, and not retired from enjoyment
我们可以享受退休生活，而不是从享受中退休
2. Longevity is no longer a blessing, instead it is the most serious punishment for the
poor !
长寿不再是福气，而是对穷人最严厉的惩罚！

OPENING SCRIPT (EMERGENCY FUND)
开场话术 (应急基金)
5. Opening script – Emergency Fund 开场话术 – 应急基金
Do you open any FD account in any bank? I think That day, one of my friend shared with me about a
lately the interest has been really low. Sometimes plan that they will ensure no matter what
the problem with FD is not how much of the return
happened, our goal of wanting to save some
you can get, is rather the discipline that whether
you will be able to make sure you will never outlive amount of money for emergency will always be
your FD. materialized. I adopted the suggestion and I think
you should do the same thing.
There is a shortcoming with putting money in the
bank, because sometime it is so easy to withdraw Now I have this friend who help me to do this, if you
the money, so at the end of the day, our goal of don’t mind, I will ask him to give you a call.
saving money for emergency is never realized. You
have tried few times but you never really succeed
because sometime in the middle , we tend to
withdraw the money for other purpose which is not
really important.

5. Opening script – Emergency Fund 开场话术 – 应急基金
你有在银行开定存户口吗？我想近期的
利息真的很低。有时，把钱存在定存的问那天，我的一位朋友和我分享一个计划，能确
题不是得到多少的回酬，而是我们有没有保不管发生什么事，我们要储蓄一笔钱的目的
纪律地去存款一定能实现。我接受了他的提议，我想你也应
该这样做。
把钱放在银行的坏处是因为，有时太容易
提钱了。因此到最后我们要储蓄紧急基金现在，如果你不介意，我把你的电话号码给我
这个帮我的朋友，他会联络你让你了解更多详
的目标一直不能实现。你试了几次，但是
情。
都没能成功，因为有时，存到一半，我们
就会以为一些不重要的事而提出来。

2 reasons why set up Emergency fund
准备应急基金的2大理由
1. We need guarantee a known sum at an unknown time.

在不确定的时刻，我们需要一笔确定而受保证的金额。
2. Insurance is a product that insert stability in your instability life

保险是一项能在你充满不确定性的生活中提供稳定性的产品

OPENING SCRIPT (EMERGENCY ROADSIDE ASSISTANCE )
开场话术 (紧急道路救援服务)
6. Opening script – Emergency Roadside Assistance 开场话术 – 紧急道路救援服务
Have you ever experience car breakdown or accident while These are all the things that bother us when our car
you are driving ? So what is the most painful experience breakdown or meet with an accident.
when you meet something like this?
My experience tells me that the worst thing can happened

Have you heard of Allianz ERW? For less than
is : RM0.30 a day, all the problems I mentioned above
will be solved.
Number 1, all these workshop people will come around you
and intimate you.
Number 2, making policy report is a very tedious process My whole family including my wife’s car and my
Number 3, sometimes when family is inside the car, you are daughter’s car are all with ERW. So that I can have
worry about to send them home safely and even that how peace of mind whenever I am driving or my family
can you reach home safely.
Number 4, process of claim can be quite complicated and
members are driving. I think you should consider
Lastly, how are we going to get our car back. of doing the same of having it. If you have not have
it, I will ask my agent to give you a call.

OPENING SCRIPT (EMERGENCY ROADSIDE ASSISTANCE)
6. Opening script – Emergency Roadside Assistance 开场话术 – 紧急道路救援服务
你有没有试过驾车时，车坏了，或遇到意
外？当你遇到这些事时，最痛苦的经验是什这些事情都是在当我们车坏在路上，或遇上意外会
么？面对的麻烦事.
我的经验告诉我，最糟糕的情况是 : 你有听过Allianz 的ERW? 每天少过RM0.30, 我刚才所

说的所有问题都可以解决了.
第一, 所有的拖车佬围绕着你，死缠着你
第二，上警局做报告是非常麻烦的过程我全家包括我太太及女儿的车，我都确保有ERW.
第三，有时家人在车上，你会担心怎样把他那当我们在驾车时，就能安心。我想你应该也要
们安全送回家，甚至自己怎样安全回家有。如果你没有，我会叫我的代理给你打电话.
第四，索赔的过程可以很复杂的，还有
最后，我们怎样拿回自己的车.

OPENING SCRIPT (EMERGENCY ROADSIDE ASSISTANCE)
5 reasons why set up Emergency fund
准备紧急道路救援服务的5大理由
1. When car broke down or met with an accident, there are professional towing service to assist.
遇到车坏在路上或意外，有专业拖车服务协助
2. There are expert to guide you in doing the police report
有专人指点如何完成警局报告
3. Your family and you can reach home safely even the car breakdown or meet accident in the
midnight.
即使事故发生在半夜，也能确保家人和自己安全到家
4. There are people to take care of claim process for you
有人会协助你处理索赔的事项
5. Once your car repaired, it will be sent to your house. 车修好后，
会直接送到你家

Always aware of company incentive and update them

时常留意公司的奖励并通知他们
motivation

LEARN AND APPLY 学习并应用
Role Play Session

All participants will be assigned to a breakout room.
In the breakout room, please assign Agent and Client roles
among group and role play by using the script provided.
所有参与者将会被分配至各自的分组讨论室。
在讨论室内，请分配角色为代理员和顾客并使用提供的话
术进行角色扮演。

HOW TO MAINTAIN
RELATIONSHIP WITH
FOA?
如何与FOA维持关系? how
MAINTAIN RELATIONSHIP WITH FOA 与FOA维持关系
Don't treat them as subordinates

不要把他们当下属对待

• Please do not piss off your FoAs /irritate the FoA by contacting them
too often
• 不要过分密切地跟进/联系FoA，这会让他们反感
• Continue building/strengthen relationship, not every time call them to

get name/business from them. Let them feel good with you – buy little
gifts to them, show your concern to them , greet them
• 持续与FoA建立/加强友好关系，不要每次和他们联系都在要求名单/生
意。要让他们对你感觉良好，如送些小礼物，打电话关心他们，问候他
们。

Keep close contact with FoA (biweekly)

和FoA保持紧密练习 (约两星期)
• Contact prospects that introduce by FoA soonest possible (not later than 3
days)
• 一旦FoA 介绍客户给你，一定要马上联系客户，不能超过3天
• Update FoA on the progress with the prospects he introduced

• 向FoA 汇报你与他介绍的客户的进展

Highly Confidential

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GENERATING

让代理员学习实用技能和方法以通过 FoA 产生潜在客户。

© Copyright Allianz SE 20-Apr-19

How to activate FoA?

How to maintain relationship with FoA?

Name List 名单 Customers 客户

© Copyright Allianz SE 20-Apr-19

So Ms. Prospect, do you interested to become our FoA

© Copyright Allianz SE 20-Apr-19

Unlimited Potential Income 无限的潜在收入

Simple, Flexible & Digitalised 简单、灵活和数码化

Attractive Referral Incentives 有吸引力的推荐奖励

© Copyright Allianz SE 20-Apr-19

Leverage FoA’s Time and cost Trust

© Copyright Allianz SE 20-Apr-19

People People 通过孩 通过爱

Anyone is eligible to become FoA?

© Copyright Allianz SE 20-Apr-19

Your existing Being retrenched

© Copyright Allianz SE 20-Apr-19

People with below hot button 有以下动力的人 :

© Copyright Allianz SE 20-Apr-19

Social media Refer by

© Copyright Allianz SE 20-Apr-19

Medical and Critical Illness 医药与恶疾基金

Hi How are you?

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

Scan and download the form

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

Increase awareness on importance of insurance

Send shareable contents to them to let them

How? • Short insurance video prepared by company

Let them understand their role

What should I do as a FoA?

Let them understand their role

How FoA can assist agent?

• Introduce agents to potential client

Medical and Critical Illness 医药与恶疾基金

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

1. To prepare income replacement is not because someone will leave, it is because

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

1. When unfortunate event happened, we want to leave a legacy not debts to

© Copyright Allianz SE 20-Apr-19

Obviously, many people think that having EPF is 明显的，很多人觉得有公积金就足够了，但是很多

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

© Copyright Allianz SE 20-Apr-19

1. We need guarantee a known sum at an unknown time.

2. Insurance is a product that insert stability in your instability life

© Copyright Allianz SE 20-Apr-19

People People 通过孩通过爱