PLAN ADVISOR TOOL KIT PROSPECTING Finding Potential Leads Prospecting Tools The First Steps Plan Design - The Basics Sample Plan Design Ideas Underwriting Considerations The Quotation Process Closing the Sale Manulife Sales Support Implementation BENEFIT SOLUTIONS FOR YOUR CLIENTS	. Plan Advisor Tool Kit - Prospecting Finding leads for group prospects can be easier than you think - and Manulife has the tools and resources to make it simple for you! Just select a topic from the side tool bar for ideas on how to: find good leads set up an effective plan design to meet your client's needs turn a prospect into a valued client It's all here - with a click of your mouse! First, some tips on effective prospecting: The Ground Rules of Prospecting Always deal with the decision-maker. Until you are able to obtain employee data, you have only a "suspect". A quick way to qualify a "prospect" is to ask for and obtain information about the employees: age, gender, occupation, dates of hire, dependent status. If they have a current plan, ask for a copy of an employee booklet outlining their current plan design. Ask the prospect to sign an Agent of Record letter or Letter of Authorization – this will ensure carriers recognize you as dealing on behalf of the prospect and will allow you to obtain quotations. Focus on the benefits to the buyer – the employer - not arithmetic. Reinforce the win-win scenario in the prospect's mind. If asked about price, emphasize the need for the employee data to prepare an exact cost of the benefits program, with no obligation. The prospect has nothing to lose by allowing you to do a free review of their group insurance plan. Demonstrate your competence by focusing on your client and understanding their needs – and the group insurance sale will take care of itself. Use effective marketing material to capture your prospect's attention. Talk to your existing group clients about potential referrals.