1. Differentiating Myself by Gregory Fok

2. (Activity + Skill + Knowledge) x M = Success

3. Engineering background Previous company, Singapore Oriental Motor – products are more expensive than competitors, but they have biggest market share – Why? Introvert – people say I cannot succeed (Reflection - God says I listen more than I speak) - strength Started at age 25, Min achievement – MDRT

4. 3 YEARS where do you want to see yourself?

5. marketing what’s your definition?

6. “The Sale Before The Sale” MARKETING

7. mindshare and Trigger Points

8. system of Differentiating Yourself

9. Monthly emails since May 2006 Why do I send it out? What do I send out? Target market

10. Starting out, I knew only 1 lawyer, zero doctors, zero business owners Line up appointments - who do you want to meet? What you like about working with me? Why should I give & send introductions to you? 80/20 rule Referral script Trust Referral System

11. How to introduce you with confidence? upward referral

13. Mortgage loan advisors Wills and Trusts Property experts Tax advisors Accounting advisors PIC : Government Grants experts Council of Advisers

14. Favorable Impression before First Meeting www.gregfok.com

15. How to gain trust immediately Respect each other Your agenda Story : Damien (look for someone else, ended up coming back) What happens at the First Meeting

16. How to show professionalism? Financial Ratios Asset Allocation Insurance Portfolio Structure Role Play of Estate and Legacy Planning Priorities of Financial Planning Considerations What are Your Deliverables?

17. qualify who do you work with?

18. how to get what you want? help others get what they want and they’ll find ways to help you get what you want

19. personal portfolio do you believe in what you do?

20. “Celebrate Progress, not Success” - Samuel Koh Founder of HeartzMail Trust Referral System & Engiine MultiSite CMS

21. See myself as a business person who grows his practice to be like a doctor who specializes in High Net-worth Individuals. See succession planning for myself and clients so they can be assured of continuity. vision

22. meet only daytime and lesser nights and weekends daytime meeting

23. personal touchpoints Call reluctance - Happy calls – build confidenceStory : been wanting to call you

24. offer your expertise media opportunities

25. slides available for download at www.gregfok.com thank you