"So goes January, so goes the year."

FORM THE HABITS THE PROS FORM

Start STRONG!
1. Wake up employed.
2. Believe in total preparation.
3. Become known as a problem solver.
4. Hone your probing and listening skills.
5. Give buyer something to say "yes" to.
6. Sell what you own.
7. Narrow your focus.
8. Leverage your key skill.
9. Never waste time with those who waste your time.
10. Be determined to be the best in your field.
11. Become influential.
12. Take 100% responsibility for your results.
First, we form our habits; then our habits form us.

Big January! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group

POCKET REMINDER #13
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #13 CLOSING THE SALE
• Your confidence, born of preparation, is the key.
• The sale must be closed; it seldom closes itself.
• Step 1 - Owner Benefits
• Step 2 - Final Look
• Step 3 - Strategic Move
• Step 4 - Prospect's Idea
• Step 5 - App with Check
Master your closing strategy.

Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com

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