Friends FirstFriends FirstFriends First Life Assurance Company is pFriends First Life Assurance Company is part of the Friends First Group, a wholly owned art of the Friends First Group, a wholly owned subsidiary of Eureko B.V.subsidiary of Eureko B.V.

Eureko B.V. is a privately-owned financial services group, registered in The Netherlands, whose Eureko B.V. is a privately-owned financial services group, registered in The Netherlands, whose core business is insurance. It has operations in 13 countries and has more than 25,000 core business is insurance. It has operations in 13 countries and has more than 25,000 employeesemployees

Within Ireland we have 450 staff and Within Ireland we have 450 staff and we provide financial service products to over 250,000 we provide financial service products to over 250,000 customers. The vast majority of our sales are through brokers and distribution partners.customers. The vast majority of our sales are through brokers and distribution partners.

Our range of products includes:Our range of products includes:

Life protection (Individual, Group, others)Life protection (Individual, Group, others)

Income Protection (Individual, Group, Executive, Short-term)Income Protection (Individual, Group, Executive, Short-term)

Pensions (Executive, Personal, PRSA, Group DC, Group DB, Self-directed)Pensions (Executive, Personal, PRSA, Group DC, Group DB, Self-directed)

Investments (Single Premium, Regular Savings)Investments (Single Premium, Regular Savings)

We are considered the ‘Protection Specialists’ and are market leaders in the provision of We are considered the ‘Protection Specialists’ and are market leaders in the provision of Income Protection with over 80% of this market in Ireland. Income Protection with over 80% of this market in Ireland.

Its not easy……Its not easy……

From your perspective :From your perspective : Tough time to be selling anything…..Tough time to be selling anything….. Hard to get peoples timeHard to get peoples time Budgets slashedBudgets slashed Everyone looking for a bargainEveryone looking for a bargain Discretionary spends are an anachronism Discretionary spends are an anachronism

From my perspective :From my perspective : Reduced headcount and increased workload – non-revenue generatingReduced headcount and increased workload – non-revenue generating Understandably demanding customers and agentsUnderstandably demanding customers and agents Significant pressures on margins / sales / expensesSignificant pressures on margins / sales / expenses No time or money to make things betterNo time or money to make things better You’ve been trained to sellYou’ve been trained to sell

What I do wantWhat I do want A mutually beneficial relationship :A mutually beneficial relationship : To beat my budgetTo beat my budget To feel that I can trust the person/company/service/productTo feel that I can trust the person/company/service/product To work with someone who has gone to the effort of researching To work with someone who has gone to the effort of researching

my company and knows what we are aboutmy company and knows what we are about To be happy that there is enough meat in the deal for you so that To be happy that there is enough meat in the deal for you so that

the ongoing relationship is productive i.e win/winthe ongoing relationship is productive i.e win/win To look for mutual opportunities To look for mutual opportunities Transparency and honestyTransparency and honesty To work with people who are easy to do business with – sounds To work with people who are easy to do business with – sounds

logical, but its rarelogical, but its rare

What I don’t wantWhat I don’t want

Short-termism (aka short-terminal)Short-termism (aka short-terminal) To get a call from my CEO inviting me to a meeting I turned To get a call from my CEO inviting me to a meeting I turned

down 30 minutes earlierdown 30 minutes earlier To find out that you are in at a meeting with one of my people To find out that you are in at a meeting with one of my people

who has no influence over the decision, having already told you who has no influence over the decision, having already told you that I’m not interestedthat I’m not interested

To have 5 messages on my phone from the same guy - if you To have 5 messages on my phone from the same guy - if you don’t get a call back – take the hintdon’t get a call back – take the hint

To agree to a meeting/presentation only to have someone To agree to a meeting/presentation only to have someone different turn up on the daydifferent turn up on the day

To have a lengthy introduction to the company, their strategy, To have a lengthy introduction to the company, their strategy, how brilliant you are – keep it short and to the pointhow brilliant you are – keep it short and to the point

Research the prospect before the meeting…..not during the Research the prospect before the meeting…..not during the meetingmeeting

To be ‘account managed’To be ‘account managed’

If I was doing your Job I Would…If I was doing your Job I Would…

Build a relationship, not make a saleBuild a relationship, not make a saleTry and get introduced through common connections – use your networkTry and get introduced through common connections – use your networkUse vehicles such as SII or other conferences/seminars to make your Use vehicles such as SII or other conferences/seminars to make your connections. connections. Not bother cold-calling as its likely to be a waste of time and money – Not bother cold-calling as its likely to be a waste of time and money – especially at the momentespecially at the moment

Find common ground rapidly in the conversationFind common ground rapidly in the conversationTake care of the basics (and its hard to believe I have to say this) Take care of the basics (and its hard to believe I have to say this)

Typos and spelling errors in responses to RFPsTypos and spelling errors in responses to RFPs Show your best face – bring out the brass when doing presentations. It shows Show your best face – bring out the brass when doing presentations. It shows

you are seriousyou are seriousBe honest – brutally honest, you might lose business in the short term, but I Be honest – brutally honest, you might lose business in the short term, but I will use your product/service some time in the futurewill use your product/service some time in the futureMake the prospect feel secure about selecting your company, its not ALL Make the prospect feel secure about selecting your company, its not ALL about priceabout price

One or two StoriesOne or two Stories

I left my presentation in the OfficeI left my presentation in the Office Cable GuyCable Guy I’m sorry you can’t come to our conference, I’m sorry you can’t come to our conference,

you’ll be hearing from our solicitor…..you’ll be hearing from our solicitor….. Anger Management – if you lose the battle, Anger Management – if you lose the battle,

don’t throw away the wardon’t throw away the war Nice to meet you, this is my solicitorNice to meet you, this is my solicitor

Character is the salesman’s stock in trade. It is he who must first sell himself. The product itself is secondary.... Truthfulness, enthusiasm, and patience are great assets to every salesman. Without them he could not go far. Courage

and courtesy are essential equipment. Leave your prospective customer with a smile and they will welcome you on your next visit…..

-- George Matthew Adams

Once you have sold a customer, make sure he is satisfied with your goods. Stay with him until the goods are used up or worn out. Your

product may be of such long life that you will never sell to him again, but he will sell you and your product to his friends.

-- William Feather

Some Quotes……..Some Quotes……..