Importance of Recruitmentand

Corporate Sales

Presented by :

Mustaniz Bin Mohd YunosUnit Trust ConsultantPublic Mutual Berhad

Mobile: +60129136983E-mail: mustaniz@gmail.com

Who is author?

•Mustaniz Bin Mohd Yunos•Graduate of UniKL MIMET•Unit Trust Consultant (Full-Time) certified

by FIMM employed under Public Mutual Berhad

•Proactive member of SMART Consultant Team

•Personal info on Facebook, search ‘mustaniz’

Should YOU be reading this?• If you wish to succeed further upwards in selling your

investment products .. then YES!

• This presentation is initially aimed for group discussion within SMART Consultant Team, consists of UTCs under Public Mutual Berhad. However, readers may share it with others deemed hungry for valuable knowledge.

• Take note that author is not responsible for inaccurate information stated in presentation. Please discuss among peers for confirmation.

• Thanks in advance to Branch Manager of PMB Ipoh for teaching author the fundamentals of key topics to be discussed.

1.0 - [Importance of Recruitment]

Mr.Sun : Recruitment is a MUST to build your business!

Ms.Moon : What business? I’m already selling product easily on my own.

Mr. Sun : Yes, I agree with you. However, wouldn’t you like to earn passive income other than your own active personal sales?

Ms.Moon : You mean.. override commissions?Mr.Sun : Yes! By recruiting agents, you will be given

extra commission by their success in sales.Ms.Moon : That sounds great, how do I achieve that?Mr.Sun : Just follow the steps on next slides!

1.1 – Where to recruit agents? • Friends & relatives• Business & personal contacts• Clubs & associations• Direct selling companies• Community projects• Reunion dinners• Newspaper advertisements• Name cards• Jobstreet.com• Anywhere that you could approach.. Go for it!

1.2 – Mustaniz’ 3G recruit stepsGIVE small talk

regarding opportuni

ty for them to

earn extra

income.

GIVE your

business card and insist to

call up for them to grab the golden

opportunity.

GIVE new

agent form upon their

interest to sign

up.

1.3 – Recruit Agent Cycle You

recruit new

agents

Company provides training (Mutual Ace programs) to

new agents

REPEAT THE

CYCLE!

1.4.1 – Upgrading to MFAS (Normal Condition)

• MFA (Agent)• Not allowed to recruit• Not allowed for override commission

Personal sales = RM100,000

1.4.2 – Upgrading to MFAS (Special Campaign)“28th Dec’2010 – 27th Dec’2011 : Upgrade MFA to MFASP with Personal sales of RM20,000”

• MFA (Agent)• Not allowed to recruit• Not allowed for override commission

Personal sales = RM20,000

*Applicable only by Public Mutual Berhad

1.5 – Overriding commission?

• Imagine you are UTC-AS(MFAS), you have recruited 10 agents, each of them made sales RM80,000 this month.

Your passive income : 10 x 80,000 x 0.57% => RM4,560• Not enough? Recruit up to 49 agents (50, including yourself) and encourage them to make more sales!

1.6 – Business brings better income!

“The rich buy assets. The poor only have expenses. The middle class buys liabilities they think are assets. The poor and the middle class work for money. The rich have money work for them.” – Robert Kiyosaki

[ End ]

Importance of Recruitment

15 minute break•Coffee & Tea

•Small talk with author cum speaker

[ Start ] Corpora

te Sale

2.0 – [Corporate Sales]Mr.Sun : I see you have made quite encouraging

individual sales. Have you made any corporate sales yet?

Ms.Moon : Corporate sales? Do I have to close millions of ringgit sales with companies?

Mr. Sun : No, actually it is sales with non-individuals such as sole proprietor or partnership business, even if they invest the minimum investment amount.

Ms.Moon : I do feel companies would like to invest too.. But I’m afraid to approach them.

Mr.Sun : Don’t worry, just follow the simple steps on next slides!

2.1 – Who are your corporate sales?

•Government agencies•Cooperatives & corporations•Clubs, associations & societies•Temples, churches & mosques•Companies with Fixed Deposit funds in

banks (highly recommend to target this! Compare FD’s low return rate to Public Mutual’s funds)

•In short, any non-individual sale

2.2 – Mustaniz’ I.S.P Corporate Success!

Identify key people of companies that would recommend you for meeting with board of directors

Slowly (but surely) build relationship with key person on common interest, hobbies, etc. Try to avoid direct hard selling as key person might lose interest.

Prepare to give rebates (if needed). Work out personal mutual benefit with key person if sale is successful.

2.3 – Steps for Corporate Sales

2.3.1 - MFA contact company (key person or secretary)

2.3.2 - Corporate letter by Public Mutual

2.3.3 - Set up presentation

2.3.4- Board meeting

2.3.5 – Investment deal

2.3.1 - MFA contact company• Once the key person has recommended MFA for

meeting with top management of company, MFA should acquire details of company (from key person or secretary) to pass to nearest PMB branch office to make official corporate letter.

• The details to inform PMB are:▫Company name, contact number, address▫Names and designation attending presentation▫Particulars:

Proposed fund name Intended investment horizon Intended investment horizon

2.3.2 - Corporate letter by Public Mutual

Request Public Mutual to send corporate letter to intended company. Its contents are as follows:

Refer to meeting / conversation

between prospect’s representative &

Public Mutual’s MFA

Brief introduction about Public Mutual

Set appointment details

2.3.3 Submit proposal• After company received corporate letter from

Public Mutual. Submit your proposal to prospect company with the following information and/or documents :▫Public Mutual’s Corporate Profile Booklet (cost is

RM1, acquire from HQ or branch)▫Prospectus & Unit Trust brochures▫Proposals for the fund (bind it together if possible)

PMB Profile, Understanding UT, Fund objectives, Fund performance, Asset Allocation of the fund, Top 5 invested companies, etc.

▫Quarterly Fund Review (QFR)

Extract of prospectus

Extract of QFR

2.3.4 - Board meeting• You might be given a short limited time for your

presentation (think of 15 to 30 minute). Thus, it is recommended to practice and edit usage of materials as not to be too lengthy.

• Do not forget to mention risks of investing in unit trust but at the same time assure them of the lowered level of risk as fund manager practices diversification of fund.

• Also, your recommendation the company’s investment could initially start out like 30% equity : 30% moderate : 40% bond. The end result might differ upon company’s decision later.

2.3.5 – Investment deal• After the company has contacted MFA and/or PMB office to inform the

good news, prepare the following completed documents to close the deal :

▫ Send to PB (authorized person from company with/without MFA) Investment Application Form for Non- individual with the cheque

and/or cash (“IMPORTANT! Confirm first whether they want annual distribution to be reinvested or paid out”)

FIMM form is not needed as this is non-individual deal, but need draft agreement form to send to PMB (refer bottom page)

If RM1,000,000 or more is expected to be paid in single investment form, MFA must obtain prior approval from branch before bank-in (“due to fund must create enough units before closing market”). However, this could be skipped if reduced the RM1,000,000 limit by splitting the amount to multiple investment forms. If unsure, contact PMB office for best solution possible.

▫ Send to PMB (only MFA) Company’s documents (depends on type of company):

Return Giving Particulars In Register Of Directors, Managers And Secretaries And Changes Of Particulars (Form 49)

Board of Resolution Certification of Incorporation Of Private Company (Form 9) Agreement form with corporate letterhead stating investment is medium to

long term and understand switching terms & conditions

Example of Form 9

[ The End ]

Any questions & inquiries, do send it to any of these channels :

•Author (contact on first page)•Author’s Upline, Mrs.Diba @

www.pelaburmuda.com•Team leader and members of

SMART Consultant Team

“ Have a nice day! ”