PPt outline: Power Selling for Prepaid Memorial and Interment Service and Plans for Destiny Plans

Refernece is Philplans

Some important points:

1.  We use the Holy Gardens brand;  mas click at kilala kaysa sa Destiny Plans (nilalangaw at walang recall)

2.  We adjust the com from 10,9, 7 to 10, 8.5 and 7  Insurance companies though pay only 5% at the first year.

                      SD     -                  50% of MA less 11.6 and wt

                      Sales Manager     42.5%

                      Sales Exect          35.0%

Title Page:   Power Selling for Pre paid Pre need Chapel Memoirial and other Services at Holy Gardens.

1.  We are missionries

     We are merchants of hope

2.  We are bearer of good news

     Tagapagdala ng magandang balita

3.  Of hope and prosperity

       "seguridad at hanap buhay"

4.  Ano ang segurado sa buhay:

     Ating pagsilang,

     Ating pananagutan sa pamilya - anak at asawa

     Ating pagtanda

     Ating pagyao/paglisan sa buhay.

5.  But nobody wants to die

    " Even those who want to go to heaven"

6.   Sapagkat ito ay puno ng di kasigurahan

      Sigurado ang ating pagyao (at iyan ay nasusulat;  ang buhay na pahiram

      ng Diyos ay puwede niyang bawiin ano mang oras

7.  Subalit sa ating pagyao, dalawang hindi sigurado:

     1.  Emotional  at physical (pag sasaayos ng paglilibing

     2.  Financial  (sino magbabayad sa funerarai at iba pang serbisyo)

8.  (Copy paste mga detalye ng libing)

9.  Sino asikaso nito kung ikaw/tayo ay wala na

10  Magkano ang halaga ng sebisyo

    (Copy paste at need prices ng CMS)

11.  Meron ka bang:

       P37,000 sa pinakamurang service 

       o P144,000 para sa pinakamagandang ordinaring service

12.  Eh paano kung naubos ang pera ng pamilya sa hospital bills (na ang sabi sila ay humanitarian, at service to sa public)

13.  Saan ka kukuha ng pondo?

14. 1.  UUtang

      2.  Abuloy

     3. Pasugal

     4.  Mamalimos sa mga kababayan sa barangay o munisipyo

         Loss of dignity and pride for the above 4

15.  Ano ang mga approach sa mga seguradong darating na problema sa buhay natin

16   Being proactive -  pag hahandaan

      Being reactive  bahala na, we cross the bridge when we are there

17.  Ventaje (Advantage) of being proactive:

      1.  You can decide on your own (unlike in a crisis situation every one wants to be the boss)

     2.  You can decide correctly

     3.  You are not in a hurry

     4.  You are secured

     5.  You are not under pressure

18.  When you are reactive (you are not ready)

    1.  There are parties who want to take advantage of you (funeral agents and funeraria who are unscrupulous)

    2.  There are many decision makers like relatives of the wife, uncles nieces.  Many wise guys

    3.  There is a lot tension and emotional tension

    4.  You are not secured.  You may not be financially able to pay for the services.

18.  Role of a Memorai Plan, Pre paid service sellers

      To provide to the buyers/prospect

        P   -  eace of Mind

        I    -  nvestment

        P     rotection

        A     ssurance

19.  When you buy prepaid service:

       1.  You show your pananagutan (responsibility) to your self and family

       2.  Love for your family  (you show that you care by doing this)

       3   Comfort and convenience  (service is but one call away)

       4.  Financial security  (no need to beg or borrow)

20.  Only for a small amount monthly;  you do not notice that you have to be ready.

21.  I am ready

22.  Are you ready?

       ADVANTAGE OF BUYING A PRE PAID SERVICE/PLAN

     22.1   The uncertain becomes certain

                You are assured of a price.  When you are troubled, the funeraria will take advantage of you

    22.2.   You get a lower price for service (pre need price is lower)

    22.3   You can select the type of service that you need

      

23.  What are the benefits of a prepaid memorial service/plan

     1.GUARANTEED MEMORIAL BENEFIT;

        1.  First call

        2.   Pick up and Transport

        3.  Embalming and preparing the body of the beloved

        4.  Viewing

        5.  Interment 

     2.  Other amenities  (list the freebies)

     3.   Assistance from the Family Grief Counselor (and the operations /call center who will assist the family with funeral details:  death certificate, transport, interment date, tribute, registry book, mass cards etc)

24.  Term insurance:  (triple the benefit)

       1.  Amortization deemed paid if the planholder dies between age 18 and 65 and beyond contest ability period of one year and is insureable

       2. Cash assistance - return of principal payment to the designated benefits

       3.  Rendering of the  mortuary service

25.   For the future: product development (within 2017)

       DOUBLE THE BENEFIT FOR HEALTHY INVESTORS

      

       New plan: (return of payment or pamana benefit)

       For metal caskets:  (from 60t up)

       If after 20 years the planholder still survives, the company will provide a new plan for the beneficiary if still between the age of 18 to 65

       If however the beneficiary is no longer insureable, the new plan shall be amortized for a period of 5 years without insurance.

26  Why sell the Holy Gardens (Destiny) Life Plans

      Holy Gardens Group which owns the Destiny Financial Plans Inc)

      1.  Is in the business of memorial for the last 34 years 

           A MEMORIAL EXPERT

      2.  is well known for unique interment service at its park with tributes, ceremonies, motifs, eulogy, music balloons epitaphs (link to old video on HGMP)

smoke machine

     3.   Has 11 memorial parks nationwide:

          Holy Gardens La Union

          Holy Gardens Pangasinan

          Holy Gardens Calamba

          Holy Gardens Calapan

          Holy Gardens Oton

          Holy Gardens Angono

          Holy Gardens Taytay

          Holy Gardens Antipolo

          Holy Gardens Batangas

          Holy Gardens Polomolok

          Holy Angels Memorial park

4.   Memorial chapels at:

       Holy Gardens Calamba

       Holy Gardens Pangasinan

       Holy Gardens La Union

       Holy Angels Memorial Park

5.  Will build crematorium (has purchase the machine ready for construction)

       Pangasinan

       Calamba

6.  Has ash crypts at:

     At Holy Gardens Calamba

         Holy Gardens Pangasinan

         Holy Gardens La Union

     (for installation) Holy Angels Memorial Park

        800 units ash crypts

 7.  Future expansion:

      3 chapels and 3 crematorium at Antipolo Batangas and Polomolok

8.  Inventories

     Pangasinan                P250,000,000

     La Union                       120,000,000

     Calamba                     250,000,000

     Oton                            150,000,000

     Calapan                     300,000,000

               Total                1,070,000,000

9.  Future inventories of Holy Calamba for construction:

         P1,400,000,000 covering 10 hectares at phase 2

What do these suggest:

     A financially stable company owner behind this product with 34 year of experience

27.  Disadvantage with other pre need companies:

     1.  A leading provider  is notorious for:

          1.  upgrading

          2. not providing the minimum guaranteed benefits

          3.  being stingy with its mortuary provider (sometimes paying only 30% of the Total Contract Price

     2.  Another leading provider:

         1.  is well known to be expert in accumulating and disbursing fund

         2. total disconnect with mortuary and bereavement practices

28.  What are the benefits for the sellers

29.  Com structure:

       Up to 50% of the MA for the first year (up to 8 - 9 months) as com

                Sales Directors      -   50%       10%

                Sales Manager         42.5%     8.5

               Sales Execs                30%         7.0%

30  How are these positions attained:

              Entry level is sales exec.  Our rate of 7% is higher than than of insurance companies of only 5%

              These are determined by sales performance and  number of downlines:

31.   Number of downlines: (organization)

       Sales Director   -     10 sales manager

       Sales Manager        10  sales execs

32.  Performance:   

       Sales Manager    -  P500,000 Total cash received

       Sales Director        P1,000,000 total cash received.

33. How are com received,?

      Out right to be deducted and paid upon proof of depositing the rest of the cash received.  

34.  Computation:

     For sales director

      

P1,000,000 cash sales  

      less discount:     100,000

                                  900,000

         less 11.6%      111,600

       for vat and ins   884,000

         x  10%              88,400

         less 10%wt       13,260

     Net com               75,340

35.  Example if this is  Sales amortization  TCR (Total Cash Received)

             Assume no interest and they are annual payments:

                                 Say P1,000,000 again

           less 11.6                    116,000

       Net commissionable      884,000

      Com for sales director    442,000  (Wt to be deducted)

       Wow

      Com for sales man        375.700

      Com for sales exec       309,400

36.  Thus is pays that look for customers who pays annually so that you can get all your com and lessen  the collection efforts.   you get huge coms at once.

37.  This is a numbers game;

      It pays and make sense:

     Either:

     1.  Sell the high end packages (Chrysanthemum)

     2.  Sell plenty (by the dozen the social or wood packages)

38.  Go for annual payments

39.  Other incentives and come ons for the sellers:

      1.  Ice breaker award of P1,000 for the first one to sell in the branch based on signed contract and OR

      2.  1% incentive for cash sales

      3.  P300.00 prize (to be awarded by check) and not outright  for annual or 20% downpayment

     

40.  Philhealth for total NCR of P150,000 for the year.  (only for one year while this volume is being maintained.

41.  NCR volume award for sales director.

42.  Directors are encouraged to maintain their portfolio of customers, make sure that :

      1. The agency generate sales every month to generate cash inflows for the company

      2.  Ensure that early customers continue paying (even if TA re not paid) and that there is continuing business

43. The office staff and or the agency/sales director are encouraged to list down their customers and monitor and collect from them: with SOA,  text or email.

44.   The award:

        This based on percentage of targetted NCR and it can range from 0.75% of the NCR amount, up to 2%

        Computed monthly and awarded  quarterly to the agency which can be had for:

        travel

       food

       gadgets

      outing and hotel accommodation

45. NCR -  Total cash received less VAT, insurance, com

      It consist of net cash from previous accounts that are paying and current new sales

46.  How to achieve this:

      Encourage more annual or spot payments;   Doble panalo (for spot cash prize and higher com collected at once)

     Encourage those who went on 60 months to pay more or pay in advance

47.  Sample computation:

       Say:  NCR

       Month             1                    2                       3

                       2,000,000     3,500,000            4,000,000

     Total     P9,500,000 x 2%

   Prize for the agency:      P190,000 wow!

48.  Organizing for higher sales and income

       Recruitment 

           Who to recruit?

           Quality recruitment

           Only those who are motivated

           Helping those who need jobs and income the most

49.  Training:

        Filtering device

        Following IC standard

        Exams and accreditation

50.  Coverage:

       1.  Pre need industry

       2.  Pre need code of the Philippines

       3. Product knowledge

       4. How to sell and motivation

       5. Sales policy and code of ethics

       6.  Insurance primer

       7.  Computation

       8. Goal setting how much do you want to earn

              

51.  Effective selling

      1.  Numbers game -  having more prospects

      2.  Being ready with materials and qualifying the prospect

      3.  Emotional selling appealing to the senses rather than to logic

      4.  Using the emotion of fear, shortage, being shamed undignified or helpless to sell

52.  Trust selling:    keep your word;  deliver the docs on time;   give the receipts be sure your office staff support you.  Be sure what is guaranteed is delivered.  Do no forget schedule especially of date of interment

53.  Getting referrals if they trust you.

54. Pareto selling.  Those who have lots or plots tend to recommend you to friends and relatives.  They also tend to buy more

55.  Success begets success.  If you sell more you sell more.

56.  Being positive.  Look at the bright side of life.  Be enthusiastic always

57.    Large market despite SPLP and PPlans

       2/10

58.  Only 2 out of ten households have prepaid memorial plans (but 8 out of 10 homes have cell phones -  you cant sell that to buy you a service or casket)

59. Our goal is to make that say 3 out of 10  (30%)

60.  That means  100,000,000/5  =   40,000,000 households

     The current buyers of 20% means that only 8,000,000 homes have prepaid service or plans. We still have 32,000,000 households in need of prepaid serviice life plans

     32,000,0000 x say 50t   = 1.5 trillion  sales

     with potential commission of P15 B. 

      Shall we let go of that opportunity

61.  Other opportunities:

      Tie up with a company with 14 crematorium and ash crypts

       Tie up jv with existing memorial parks to package services to their customers as with Philplans (and to customize)  

62.  Lot of opportunities to sell as we exhaust our market here.   and for advancement

63. Welcome to Holy Gardens Prepaid Memorial Services 

      Welcome to a wonderful of opportunities for more income and jobs

      as we sell and as we help others

        

    

  

       

        

   

Jorge  U. Saguinsin

The Holy Gardens Group - "THE MEMORIAL EXPERTS"

Holy Gardens Plus  - about sales of services as addition to the plots bought

Destiny Financial Plans Inc  - about duly licensed memorial plan for sales

Griefshare   -  free obit posting

Holy Gardens Best  - best pictures

Landscaping ideas - gorgeous landscaping ideas

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