You have to be transformed to be more valuable; self improvement is paramount

PAGSASANAY SA TAGUMPAY

Why self improvement is paramount?

Are you improving yourself, and consequently, your value  to others:   employer, society, economy?  You cant just be an ordinary Juan, a raw piece of metal or an ore.  You have to be transformed into something/someone of greater value:

Neutralizing objections/alibis on not being able to sell because price issues

Rizal Philippines
April 3, 2018

ABE on objections excuses for not meeting sales target for First Quarter

        Objectives:

        1.  To reach sales target of 4,800 for 2Q for 2018

        2.  To make up for backlog for 1Q  of 4,700 plots

        3.  To level up fix the mindsets of CMO, CSS  sellers (especially of new ones)

         WHY: 

             1.  We do not want to see the face of failure, of hardship, of shame knocking, peering
                   at our door;
             2.  We should be happy that we are able to touch and improve the lives of many customers
                   and agents with their livelihood;
             3.  The life stories of people need to to be made more beautiful and happier and we make
                   happen for many.

       REALITY:

       1. The entire group sold only 84 plots out of 4,800 target or measly 1%

       2.  While we are incurring huge salary expenses incurred from:

             1. Bumping up salaries of CMO at Pangasinan, La Union and Oton,

             2. Bumping up of hiring rate for Region IV and other regions

             3  Cap ex of nearly 70 million php,

            we reached 60% of our collection target only in 1Q putting us on brink of cash shortage

      3.  Yet we sold P350,000,000 in 2017

      4.  May collection incentives, sales achievement incentives, rapid delivery of documents incentive
           may patsikot na promo

   WHAT ELSE DO WE NEED?  What else is wrong?  What do we need to be fixed?


Solutions :  WHAT TO TO DO NEXT?

    1.  ABE

         Regarding alibis:

          1.  May produkto tayong mura.  Ang PIS PMS (prepaid for CMCS and IS) are priced at around
                30k with MA of P500 to P600 monthly

                Ang Calapan at La Union ay nagsubmit ng PDCA for low priced plots.   Effective ba bakit
                84 lang ang sales achievement?  Parang inconsistent sa logic na ang tao ay di bumibili dahil
                mahal.  Minurahan nga eh.

                Sa Malasiqui, finally approved na 400 plots zero interest

         2. PALAGI TAYONG MAY ZERO INTEREST sa mga producto natin.  Always and ever.

             PAG ANNUAL PAYMENTS, Zero interest. Alam ba nalimutan natin?

             Advantages:

             1. Nakukuha ng agents ang com asap;

             2.  Tipid tayo sa collection efforts, tipid sa resibo at follow up

             NB.  Dapat submitted within 7 days ang OR (duplicate hard copy) at PPA within 7 days after
                      reference date.  Many SBUS are not complying with this standards.  Bakit naging
                      corrupt ang standards.

        3.  Motivational attitudinal change: 

             1.  PAG GUSTO MAY PARAAN, PAG AYAW MARAMING DAHILAN

Product lines, cost, with SRP, basic definition

For your guidance:

Proposed names

Ash crypts   -  Gems

Body crypts -   Flowers

Funeral service  -  Saints

Combo package - Fragrances

1.  Product categories

    1.1.  Basic Stand alone

           IS 

           Cremation

           BC

    1.2   Combos Packages

    1.3  Low end products  (pang masa)  (anything below 50t

    1.4  Classy  (anything above 100t)

2.  Mark ups 

    20% for pang masa to cover OH and commissions;  and discounts if any

   40% for all others

3.  Universal:

    Plans will cover only regular plots, services and upper and lower tier of BC crypts;  special location will require premium upgrades.

   Plans are not covered by Sundays and holidays restrictions, but not subject to to OSCA discounts

4.  Insurance and installment protection  (built in)  one year contestability period

    1.   Installment deemed paid upon natural death;   however, failure in age restriction (18 to 60)  and adverse health conditions denies them the coverage

    2.  ADD - balance deemed paid  upon accidental death

    3.  Total disability -  loss of eye and limb exempts the buyer from further installments

    4. The insurance is built in the payments;  no further payments required

    5. Ceases upon transfer or missed payments

5. Return of payments

    In case the customer is still alive, and is still between the age of 18 to 20, there will be return of payments on the end of 21st until 25th year, 20% of the principal until fully paid.

   Such benefits end in case of transfer or death...

6.  Manner of payments and interest straight line, discount

    Cash, Annual (without interest)  Semi annual  (10% interest)    Quarterly (12%) and monthly  (15%)

    8% spot cash discount

    5% 30 days payment

    2% for 60 days payment

7.  Products:    CGS and  MA

   7.1  Basic:

         7.1.1 Interment service

CGS              SRP           A               SA            Qtrly            Monthly

17,000          23,800        4,760        2,618       1332.80         456.16

        7.1.2   Funeral service

             Features: 

             Product Name  -    Name

             Wooden casket, with full body viewing, elegant interior, 2 nights 3 days viewing  +  embalming and cosmetics

 Cost:          casket   -                                20,000

  Chapel use 2 nights (non aircon)              5,000

                                                                   25.000

CGS           SRP                A             SA            Qtrly            Monthly

25,000        29,965       5,993.20     3,299        1,678.10        574.32   

Product name   -   Name?

Metal -   local, full glass, elegant interior, with lighting, imported interior. double cover.

Cost      

Metal Casket  plus embalming      - 40,000.00

Chapel use   3.5 x 3                        10,500.00

 Hearse                                              5,000.00

                                                        -------------

                                                       55,500.00

SRP   -    77,777.00

Cost           SRP                   Annual              SA           Qtrly          Monthly

 55,000       77777.00          15,540.00        8,555.50   4,335.51       1,490.72

Product Name:      Name?

Imported metal casket

Full body view, double cover elegant interior

Casket cost                           - P80,000

Embalming                            -     5,000

Hearse                                        5,000

Chapel use                               10,500

                                                ________

                                                100,500

Cost               SRP               Annual          SA          Qtrly          Monthly

100,500        140,700.00      28,140      15,477       7,879.20      2,696,75

7.1.3  Cremation

Cremation                       18,000

Urn                                    3,000

                                         21,000

Name?

Cost             SRP               Annual          SA         Qtrly            Monthly

21,000         25,200            5,040

7.1.4     Body crypts

            Body crypt (apartment  5 year lease)                16,000 

            A and D only

            Service  - tent + 24 chairs + tent  + marker        3,000

                                                 Cost                              19,000

                                                  SRP                             22,800

2. Combo packages

     Core  -  Plots

2.1 Plot plus interment service

Name (Suggested)

Plot         -   P45,000.00 universal

IS                  17,000.00

Total             62,000.00  (MU of 20% for this combo

Cost           SRP      Annual        Semi Annual     Qtrly       Monthly

62, 000      74,400    14,880         8,184.00          4,166.40     1,426.00

2.2.   Plot plus chapel use +  interment service

  Plot                                45,000

 Chapel use                    10,500

Interment service            17,000

                                       ________

                                        72,000

SRP    -                           89,500    (introductory price 20% mu only)

2.3  Plot plus chapel +  interment  + funeral service  (wood)

Plot                                 45,000

Chapel  use                   10,500

Interment service           17,000

Wood casket                  20,000

                                    _________

                           Cost   92.500

                           SRP  111,000

2.4  Plot + chapel use + IS  + metal casket

Plot                                45,000

Interment service          17,000

Chapel use                    10,500

Metal casket (local)                 50,000

                        Cost      122,500

                        SRP      147,000

2.5  Plot + Chapel use +  IS + Metal Casket

Plot                                 45,000

Interment service           17,000

Chapel    use                  10,500

Imported metal casket     80,000

                         Cost       152,000

                         SRP       183,000

Core    -  Ash crypts

2.2  Ash crypts  + cremation  + urn

Ash crypt   (upper 2 and lower 2 only)                 35,000

Cremation                                                              18,000

Urn (basic)                                                                         3,000

                                                                      Cost   56,000

                                                                      SRP   78,400    MU 40%

2.3  Ash Crypt  + cremation + Urn + Chapel use

Ash crypt (upper 2 and lower 2 only )                35,000

Cremation                                                            18,000

Urn                                (basic)                             3,000

Chapel use                                                         10,500

                                                             Cost        66,500

                                                            SRP         93,100

Core:     BC

1.  Body crypts   + IS   +   Chapel  use   (20% MU only)                  

    Body crypt  (5 year lease)                             16,000

   Service                                                             3,000

    Chapel use                                                    10,500

                                  Cost                                 29,500

                                  SRP                                35,400

2.  Body crypt +  IS +  CU + Wood Casket

     Body crypt                                                   16,000

     Service                                                          3,000

    Chapel use                                                   10,500

     Wood casket                                               20,000

                             Cost                                    49,500

                

                             SRP                                    59,400

3.   Body crypt +  CU + Metal Casket   +  Chapel Use

       BC                                                           16,000

       IS                                                              3,000

      Metal casket                                             40,000

      Chapel Use                                               10,500

                              Cost                                  69,500

                             SRP                                   83,400

Some restrictions:

1.  Chapel use is subject to availability

2. Refund for unrendered service in case of chapel unavailability

3.  Radius of service is 25 km.  Those beyond the 25 km;  those beyond shall be charged extra for every km in excess

4.  The plans shall emphasize plan value rather than the service;  prices for assets can be fixed but not for services

Refer to Terms and Conditions of SPLP Terms of Life Plan Contract.

Increasing Your Value - Repost from Brian Tracy

Your education, knowledge skills, adds value to your work and increases your value to your company and workplace and add up to your job security.

You always ask what can you contribute to your job/team.  You must be able to earn 10x your salary. If that is not the case, then you have no value to your team.  You must be willing and ready to give more than you receive.

There are three strategies for which we had TED post earlier:

l.  Know more (hence the required journal and visit to the blogs

2.  Read faster  (acquire a speed reading book)  But you must learn to focus.  One of the techniques to learn how to speed read is to recite/pray the rosary often.

3.  Remember more (the book of Harry Lorrayne helps) and that of TED

---------- Forwarded message ----------
From: Brian Tracy <newsletter@briantracyintl.com>
Date: Mon, Aug 19, 2013 at 9:54 PM
Subject: Increasing Your Value

Brian Tracy's Success Newsletter For Personal Achievement and Time Management

Home Personal Development Sales Training Business Training Time Management Leadership

Dear Jorge,
Your goal is to organize your life in such a way that you enjoy a good income, a high standard of living, and that you are the master of your economic destiny rather than a victim of changing economic times. Does this sound consistent with your goals?

Contribution Is the Key

Your job is an opportunity to contribute a value to your company in excess of your cost. In its simplest terms, your job is as secure as your ability to render value in excess of what it costs to keep you on the payroll. If you want to earn more money at your current job, you have to increase your value, your contribution to the enterprise.

Add Value Every Day

If you want to get a new job, you have to find a way to contribute value to that enterprise. If you want any kind of job security, you must continually work at maintaining and increasing your value in the competitive marketplace.
And here's a key point. Your education, knowledge, skills and experience all are investments in your ability to contribute a value for which you can be paid. But they are like any other investments. They are highly speculative.
And here's a key point. Your education, knowledge, skills and experience all are investments in your ability to contribute a value for which you can be paid. But they are like any other investments. They are highly speculative.
Once you have learned a subject or developed a skill, it is a sunk cost. It is time and money spent that you cannot get back. No employer in the marketplace has any obligation to pay you for it, unless he can use your skill to produce a product or service that people are ready to buy, today.

Prepare For Your Next Job

Whatever job you are doing, you should be preparing for your next job. And the key question is always: Where are the customers? Which businesses and industries are growing in this economy, and which ones are declining?

Where Is The Future?

I continually meet people who ask me how they can increase their income when their entire industry is shrinking. I tell them that there are jobs with futures and there are jobs without futures, and they need to get into a field that is expanding, not contracting.

Never Be Without A Job

There are three forms of unemployment in America: voluntary, involuntary, and frictional. Voluntary employment exists when a person decides not to work for a certain period of time, or not to accept a particular type of job, hoping that something better will come along. Involuntary unemployment exists when a person is willing and able to work but cannot find a job anywhere. Frictional unemployment is the natural level; this includes the approximately 4 or 5 percent of the working population who are between jobs at any given time.

Three Keys to Lifelong Employment

However, there are always jobs for the creative minority. You never have to be unemployed if you will do one of three things: change the work that you are offering to do, change the place where you are offering to work, or change the amount that you are asking for your services. You should consider one or more of these three strategies whenever you are dissatisfied with your current work situation.

"Learn Faster. Read Faster. Remember More." Do you forget things you read last week...even things you read last night? How would you like to learn faster and remember more? Learn to harness the amazing mental powers within you, now YOU can accomplish any goal, overcome any obstacles and solve any problem you face. Includes 3 incredible bonuses! Click for more >>

Action Exercises

Here are two things you can do immediately to put these ideas into action.
First, look around you at your current job and find ways to create added value every day. There’s always something more you can do.
Second, identify the kind of work you want to be doing in the future and then make a plan to develop the knowledge and skills you will require to do it well.

Brian Tracy

Home Personal Development Sales Training Business Training Time Management Leadership

Change Your Email Update your email address. Share With A Friend Know someone who might be interested in receiving this email? Why not share it with them! Get Involved! Follow me on Twitter. Become a fan on Facebook. Connect with me on LinkedIn Watch me on Youtube. Go Mobile! Brian Tracy Success Library: When you buy a product from my website, you'll get immediate access via the FREE Brian Tracy Success Library iPhone app. Contact Brian Tracy International 462 Stevens Ave Suite 305 Solana Beach, CA 92075 To order by phone or for customer support, call 1-858-436-7300 or email us at: support@briantracy.com. Customer Support Hours are 9:00 AM to 5:00 PM PST Monday through Friday Brian Tracy has been empowering business professionals by sharing his knowledge all over the world. His techniques will allow you to reach your goals and achieve the unthinkable. Unsubscribe | Privacy Policy © 2000-2013, Brian Tracy International. All Rights Reserved. For questions, concerns, or to order by telephone call (858) 436-7300 or send an email to support@briantracy.com

--
Jorge U. SaguinsinTo "be the best, do your best, expect the best" always