I am still pondering and rambling about the issues of one’s Happiness Index. I tried to understand the variables and factors that can make us happy and I strongly believe in the formulae that

Happy = combination {love, health, wealth, time, passion and more…..}.

Recently, I realized that for some people, the factor SECURITY can be added to the equation. I began pondering what is “Security” or “sense of feeling secured”. Is it money terms ? Is it protection, guarantee, or perhaps simply “a sense of hope” ?

And when someone suggested that “Woman marries for security reasons”, the statement bugs me and to a certain extend, annoys me. Why does  one marry another for security ?

Is there a trade off ? To receive some, one must give some, sooner or later. Even winning a lottery or jackpot requires time and some money to purchase or play the game. And off course, lots of luck at the right time, right place. Ans sometimes – easy get, easy go !

se·cu·ri·ty (some definition)

• The state of being free from danger or threat.
• Emotional security – safe, stable, and free from fear or anxiety
• Defense against financial failure
• Degree of protection against danger, damage, loss, and criminal activity.
• Form of protection

So, when one marry another, giving up freedom of time & decision making, love for someone (love yourself or others) for another, sometimes money and perhaps one’s sanity, comfort and personal space – does that person feel more secured after the marriage ? Or feel more vulnerable now that there are new sets of situations, rules, way of doing things and persons to consider ?

What about time – does one need more security over time ? Or does it reduce over time ? Can we actually capture and quantify how much security one needs ? factors change over time, does security change too ?

Marriage is not the purchase of insurance plans or takaful plans, which insures and almost guarantee against financial losses stipulated upfront.

I urge woman who marry for security (monetary) reasons to purchase insurance or takaful plans, NOT purchase husbands if they want financial security ! Coverage encompass – medical (hospitalization & critical illness), life (buy term), personal accident, traveling, loss of income and more. Also make sure you have reliable alarm system, cctv, grills and the like placed at homes. Do regular backups of computer, laptops, handphones and electronic gadgets. Do regular excercise, eat healthy food, sleep 8 hours daily and no, no, no smoking (or second-hand smoking) or take alcoholic drinks (or be with someone who drinks and doesn’t know how much drinks they can handle and then drives you home) !

I urge woman who lead a professional life and are able to manage their finances well, if not better than their other half, to SECURE themselves with investment plans. Call me for investment plans tailored for woman needs – retirement, security during old-age, traveling or holidays, pilgrimage (haj & umrah) and purchase of assets. Let’s talk money, and be empowered by how secured you can be and feel. Be smart and wise.

There are things than we can plan and strategize. As the saying goes – only death and taxes are certain.

So SECURITY is a feeling – the feeling of having enough or more. The feeling if something bad happens, then there’s backup. The feeling that one does not feel threatened financially, physically and mentally. Can we have all three ingredients of security ? A woman marrying a rich man, has insecurities and may feel mentally and financially threatened if the husband is a womaniser. A man married to a beautiful woman, may feel mentally threatened and “physically challenged”. A woman with a good husband may feel financially threatened if the good husband ventures into risky business or takes up risky sports. A wealthy person may feel physically threatened when faced with critical and chronic diseases. A beautiful and young woman may feel her mental security (her sanity) may reduce over time, waking up every morning to an old but filthy rich husband. Hell ! There’s no security but we just hope and pray things will be ok. And in order to have that “sense of security” one must first learn “to trust”. Give your trust and you may receive that “sense of hope” that things will work out fine.

My point is security cannot be bought as there are millions of possibilities and outcome from our every decision in life. Countries and nations spent billions to feel secured. But are they ? Go google a certain country called Costa Rica who don’t even have an army and believe in education and human well-being as the best form of security and natural defense. So, we must learn, we must just have faith after executing our plans and listening to both our head and heart. Having faith that the outcome (hopefully) is in our favor. This is qadha and qadar where every action has a fated outcome.

Everyone deserves to be happy. So everyone must plan and strategize their life to lead a happy life. And happiness is just not here but also hereafter. Many a time we focus to much on “here” but plan less for the “hereafter” which is more eternal (I too need reminders every now and then). Too often we focus on material happiness here at the expense of happiness hereafter. We forget our “being here” is temporary and that all that we have here are lent and entrusted to us, to be used wisely and meaningfully here. But we shall someday be made to answer in the hereafter, how wisely or meaningfully did we utilize these resources during our lifetime. How are we to answer ?

Ponder my friends…

“Labour Day is an annual holiday to celebrate the economic and social achievements of workers. Labour Day has its origins in the labour unionmovement, specifically the eight-hour day movement, which advocated eight hours for work, eight hours for recreation, and eight hours for rest”– according to http://en.wikipedia.org/wiki/Labour_Day.

Yeah right ! 8 work + 8 recreation + 8 rest ? Mana ada !

These days most work beyond 10 hours a day, not to mention and hour or two travelling to and fro home-work-home. And yes, some do bring back homework !

What’s wrong with these peeps ? Inefficient to finish work in 8 hours or they do not delegate enough ? Even with organizer and fantastic gadgets to keep us organized, we still feel disorganised and seem to accumulate more. Loading on virtual junk information. Thanks to invisible storage. Some we don’t even remember we have.

Well anyway, let’s talk what happens when we don’t work ? Have we accumulated enough for our post retirement days ? You do know that mortality for man around 70 and women 72 in Malaysia ? I somehow feel its much longer than these.

How does one PACK to travel for 25 years (age 55 to 80) assuming almost zero guaranteed income ? Yes, we’d have to pack enough food, clothing, medication, books, money and maybe a good partner to bring along this journey. We’d want to be healthy to enjoy this journey. We’d want enough money, so that we’re not caught stranded. We’d want to enjoy that journey and be happy during these years.

What’s happiness in retirement years ? Am sure first on almost everyone’s list is – ENOUGH MONEY. Next maybe, good health and maybe followed by lots of love from family and friends. As for me personally, its health, love then money. (If you love someone, given permissible health condition, you’ll find that money, somehow). So, its health-love-money for me. What about you ?

So it can be concluded that,

HAPPY = subset of variables {health, wealth, love, time, passion……}

And I believe almost 99% of the world’s 7 billion population wants to be happy, in some ways or another. It’s the circumstances and ways-to-be happy which we choose differs from each other. Yes ?

Which brings me to sometimes feel sandwich-ed. Yes, the Gen X, Y and Z issues. Typically, a Gen X is sandwich-ed to care for their elders (usually parents – due to old ways of single bread-winner and less long-term ability for their retirement financial planning) and care for their children (usually 4 or less per family and rising cost of raising kids, average KL kids need RM1,000 per month).

Recap, who are these Gen X, Y and Z ?

Gen X – includes people born early 1960s through early 1980s.

Gen Y – the “Millenial generation”; reflects births from 1980s to 2000 and generally marked by higher use of communications, media, and digital technologies.

Gen Z – also known as “Generation M” (multitasking) or “Gen C” (Connected) or “Net Gen” (Internet) are mostly born from mid 1990s to 2010. Gen Z are typically children of Gen X.

Back to quest for prolonged HAPPINESS (go google Gross Happiness Index). Remember that…

HAPPY = subset of variables {health, wealth, love, time, passion……}

Yes, TIME is a subset of being happy. Let’s talk time as “Time is Money” and “Money is also Wealth”. But do note that Wealth is NOT Money only. My question is “How much Money do you earn ?”. How can we compute Money earned – Net Worth (asset versus liability) or Cashflow (cash inflow versus cash outflow). These are the best ways to analyse how much we have and whether money earned (Cashflow) is channelled to increase Networth (Assets more than Liability).

A simpler way is – How much are you paid hourly ?

The Malaysian Government just declared a minimum wage of RM900 per month or RM4.33 per hour. Yaba da ba doo for the 3 million lower income earners (there are negative impact but we are not discussing this today). And in the near future a monthly wage of RM3,000 is considered “Miskin”. So we are moving our Malaysia into a developed country status. These economies will see movement from commodity and manufacturing based industries to services, technology and more brain power resources. A good example is South Korea – merdeka same-same as Malaysia but has evolved into one of those Asia little tigers associated with fastest internet speed. Synonymus with brands such as Samsung, Kia, …………

So, how much is your hourly gaji ? Jom kira…

A Clerk earning RM900 (Starting pay) will earn minimum RM4.33 per hour. I don’t know what’s the “pembawah” but it should be RM900/RM4.33 = 207.69. Let’s assume it’s 207.69 lah !

So, checkout table below.

So, where are you ?

Honestly the range or the pay scale – you decide. What I do know if you stay the course and be true to your business and put in 70% effort (berbanding kerja makan gaji dan kena report kat boss) the gaji moves VERY FAST and you should reach a CEO’s pay in 5 years (average). So if you are not there yet, buck up and keep on track. Do not derail too long or too far off. If you are those makan gaj ones, and keen on this business, call me at 017-3104 171. Yes you can be a CEO in 5 years or less, not 20 years or more !

So, Unit Trust Consultant kat mana ?

Honestly the range or the pay scale – you decide. What I do know if you stay the course and be true to your business and put in 70% effort (berbanding kerja makan gaji dan kena report kat boss) the gaji moves VERY FAST and you should reach a CEO’s pay in 5 years (average). So if you are not there yet, buck up and keep on track. Do not derail too long or too far off. If you are those makan gaj ones, and keen on this business, call me at 017-3104 171. Yes you can be a CEO in 5 years or less, not 20 years or more !

Why 70% ? Sebab less time to ampu boss, less time for office gossips, less time for time-wasters-activities and purposely taking MC… ye tak ?

So kepada yang bekerja “Selamat Hari Pekerja” Semoga anda mendapat pendapatan yang berkat, yang berbaloi dengan kemahiran, kelayakkan dan komitmen anda…

Apa itu kebahagiaan ?

Dimanakah Gross Happiness Index anda ?

Happiness bukan dari segi material tapi juga non-material – health, positive attitude, faith (iman dan kepercayaan), ilmu dan wealth. Happiness is about having a beautiful family, love and being able to pursue one’s passion. Happiness is about having wonderful children with promising future as adults. Happiness is not about having a lot, because many rich people don’t find happiness “Money does not buy long-lasting happiness” ?

Happiness is perhaps about having enough, sufficient and knowing there’s hope for a better future.

I met with a Mr H and Puan R today – both parents to 3 boys ages 5, 10 and 15. As with most parents, their professional career and business is about providing enough for the family and ensuring good education for their 3 boys. I applaud Mr H and Puan R for taking a step in the right direction. A good financial plan starts with acknowledging the need and being aware of how much education cost these days. They wanted their boys to each have enough to pursue an education in Australia which presently cost RM200,000 over 4 years. The fact that these cost are on the rise and that given enough time (3 to 5 years), the money is able to grow over time if investments are made as early possible. And that unit trust investment may be the solution in generating decent returns of 12% per year, at an acceptable level of risk and cost of investment of 3% to 5%.

As with most parents, juggling household expenses and savings can be quite challenging, especially for those living in big cities. A child easily needs RM1,000 a month for school expenses, tuition fees, hobbies, medical & vitamins, clothing’s etc. So they wanted a financial plan, and that’s exactly what I am happy to provide. In PMB there are tools – FP Adviser (Financial Planning software) and stand-alone software’s (in CD) for retirement and education cost planning. In addition there’s worksheets for those preferring to compute step-by-step, manually. I chose to punch figures into my financial calculator for answers and start drawing diagrams and time lines to aid understanding. Pn R, an accountant by qualification is able to appreciate the figure crunching process. Whilst Mr H, a businessman was more than happy to have his wife audit the figures and plan proposed.

Interested to see these figures ?

First, understand that RM100 monthly over 17 years has potential to grow to RM66,792 at 12% returns (and potentially RM171,639 if grow at 20% returns as with most PMB funds). Refer Table 1 in Sample Case [download here].

Now, come back to En H & Pn R case – for child age 5, the proposed plan is illustrated here [download here]. Where for child age 5, to achieve FUTURE VALUE of RM200,00 which is RM293,700 in 13 years from now (when child attain age 18) – parents have to invest a lumpsum of RM67,308 or monthly RM781 over 13 years. These figures sure looks affordable right ?

Hmmm… not ? If nak cheaper budget, the child kena study in our local universities. Average cost for 4 years is a mere RM20,000. So using same case study computation as above, parents to invest lump sum RM6,730 or monthly RM78 only. Boleh ? I am sure you love your kids, and am even sure RM78 invested in your child’s future is so berbaloi. And I am even more certain than our local universities do provide good higher learning education opportunities. So, start planning !

Peliknya kenapa anak-anak jadi mangsa when parents fail to plan for their children’s future. Kata sayang anak ? Investing in education is investing in future anak-anak and the well-being of keturunan  sesebuah keluarga. The abolishment of PTPTN is not the answer ! Parents should be given more education to understand and be more savvy about investment and incorporate wise ways to budget for enough money. Jangan ambil mudah, lead your life BY DESIGN not BY DEFAULT.

“Rare Sight. Awesome Experience”

Seeing is believing. Doing and loving what we do, now that’s AWESOME experience.

Alhamdulillah and I felt so fortunate to be amongst those crazy few who quest and hunger for such physical and mentally rewarding experience. Yes ! recently saya berpeluang mendaki Gunung Kinabalu – puncak ke-20 tertinggi di dunia. Yes ! Saya sanggup mendaki naik, more than 8 jam untuk sampai ke puncak Kinabalu at Low’s Peak (4,095.2 metres).

Perjalanan bermula dari 2jam lebih drive from Bandar Kota Kinabalu ke Mersilau, base camp di KK Park. Bermalam di Mersilau (20’C sejuk dan good food), mula mendaki jam 9pagi menuju ke Laban Rata – jarak pendakian sekitar 8km (5 jam lebih perjalanan). Seterusnya bermalam di Laban Rata (3,272.7 metres ,less than 20’C sejuk, tanpa air panas) and ascend pagi berikutnya to Low’s Peak bermula jam 3 pagi. Sempat solat subuh dan tiba di puncak jam 6pagi selepas 3jam pendakian. Di puncak, its truly a ‘Rare Sight’ and as I said ‘Awesome Experience’ at 4,095.2m and around 10’C (pagi) menggigil……

To me this was the highest level (above sea level) yang pernah saya bersolat and the feeling is indescribable. Maybe terharu and bersyukur are the closest feeling. The opportunity and the strength given by the Almighty to witness His creation is overwhelming.

Similarly, in kehidupan kita, we face many opportunities and challenges. Kekadang kita tak perasan pun and at times it has been staring in front of us, all this life. My dear friends, its important to have a feel of what’s in us. Naluri or gut feel, will guide us in life. Sebab itu kita perlu hati yang bersih, so that we can “hear” and “feel” our naluri clearly. Naluri is also instinct or gerak hati.

What about our minds ? Apa guna ada otak ? Sebenarnya, saya fikir naluri, instinct, gerak hati and gut feel semuanya dari otak kita. All this programs are not in the heart ! Its in the mind. So don’t worry next time you follow the heart (program in otak) it doesn’t mean “you tak pakai otak”. It just means you follow a different program placed in a different location in our otak. [otak terbahagi kepada pelbagai compartment, each carries programs berbeza. Otak kiri tak sama fungsi dengan otak kanan. Program yang mana nak pakai, bergantung kepada situasi keadaan, pengalaman lalu dan kecenderungan seseorang].

So sepanjang perjalanan mendaki 5jam (Mersilau to Laban Rata) dan 3jam (Laban Rata to Low’s Peak) saya melakukan sedikit self discovery dan saya berkesempatan relate pendakian Gunung Kinabalu to “pendakian business unit trust” saya. And I’d really like to share them with my readers and followers.

Lessons from Mount Kinabalu

Lesson 1

Healthy mind, body and soul.

Tanamkan positive attitude (mental), equip diri dengan skill and preparation (physical) and tawakal (soul is open to embrace and appreciate experience).

Lesson 2

Clear Mission & Vision (objective)

Focus on the objective or destination (sales target, promotion, awards, vision) and embrace the mission. Mission is “cara laku” and action driven.

During Kinabalu hike, there was 3 routes – melalui Mersilau (lebih panjang perjalanan with beautiful scenary) or melalui Timpohon (shorter by 2km but steeper) and Via Ferata (oooh ! macam Cliffhanger experience) and probably many more routes yang kurang commercial.

Similar in unit trust business, do you go through Fast Track, or Standard ? Do you focus on corporate investments or retail (individual) investments ? Are you more comfortable with KWSP type of investments or regular monthly investmets, or nak yang lump sum amounts sahaja ? You decide…

Lesson 3

Strategies for each Mission

Each perjalanan requires different strategies. Do you break them down – chunking of Sales Target ? Or do you telan bulat-bulat ? Are you a Personal Sales Producer (100% on getting more investors – increase number of investors or increase quality investor with larger investible amounts) or are you an Agency Builder (less personal sales but more than 70% effort in recruitment and developing of unit trust consultants). Each route requires different preparation and strategies. The point is we have to know which route to take. Susah tukar route, bila dah tengah perjalanan.

Lesson 4

Solo or Beramai-ramai

Do you hike alone or do you need support dari kawan-kawan ? For me, I am a self-starter, I am able to focus on my vision (to a certain extend). But once I start to recruit, I need their support and encouragement to build the team and carry the team to greater heights. Occasionally saya juga perlu consult pendapat, perlu “mandi” motivasi dan perlu belajar dari kekurangan diri. Perlu perbaiki diri dan observe and sometimes imitate what successful Unit trust consultants do.

[Thanks to Anum, Aswad, Nazlyn and the members of the organizing commitee}

Lesson 5

The Guide, The Porter and The Friend

During the hike, Porters are available (RM9/kg weight) to carry our barang-barang to Laban Rata. It this means, i can hike faster (kurang berat) and less tired, and off course can afford – why not hire an office assistant or clerk to help you with your routine administrative work ?

During the hike, Guides are also available to assit direction of the hike and sometime to remind our mission and how far we had or how far more we have to hike. These Guides are like our “upline” or senior partners – constantly there to guide, assist and remind us. Guides can be orang or things. Semasa pendakian there were tangga, tali dan various checkpoints to make the hike more comfortable. Sometime taking the tali, may not be the best route, so kita perlu deviate sikit, sekejap but eventually kembali pegang tali tersebut. The checkpoints and many penanda “Kilometer” remind us and track our distance, very much like our sales target, promotion requirements and monthly performance by top unit trust consultants.

During the hike, its important to be with like-minded companions. Kawan-kawan yang berfikiran yang similar. These are your buddies in unit trust business. Appreciate their input and feedback but stay away from gossip, complaints and negative talks. Always think and talk “how to be better”.

There you go ! I can write 10 more lessons, but enough for now. I’ll be leaving for Alor Setar Branch Annual Dinner shortly. Where we will celebrate our Career UTC Manager Siti Salehatun for her promotion and fantastic performance. This is one super woman+mommy+wife+consultant all wrap in one small but hot package ! very enthusiastic, positive and definitely a survivor ! Congrats Siti, proud to have you in our team.

Esok (7 April) – I’ll be talking at Sales Workshop in Butterworth and next Monday (9 April) at Penang Branch.

HAPPY APRIL FOOL’S DAY

Who are you ? A Full-time or Fool-time Consultant ?

Stop Fooling your time and making a Fool out of your Full-time business.

To be or not to be…

To be successful and efficient, one must have not quite enough time, not quite enough resources (seperti masa, wealth, knowledge).

Too much time – makes one lazy and procrastinate (lengah masa).

Too much wealth – makes one complacent (selesa).

Too much knowledge – makes one think and over analyze, thus delay action and decision.

My question to us all (yes, including myself) “Are we fools ? Are we fooling ourselves with time ?”. Resam manusia, bila dapat sesuatu secara FREE, kita tak value pemberian itu. Thus, when Allah gave us time (for free) we waste them. When school gave us knowledge (for free) we waste them. When Allah gave us health (for free) we abuse them – stuffing our tummies and over indulge with food. So, are we a bunch of wasteful, inefficient and inconsiderate fools or what ?

Sedarlah, there’s NO FREE LUNCH. Semua yang free ada tempoh hayat and shelf-life. So we have to learn to use our resources carefully and efficiently before they expire ! And believe that everything is finite except the Almighty.

In “The 7 Habits of Highly Effective People” by Stephen R. Covey, habit ketiga is “Put First Things First” (PFTF). Huh, what’s PFTF ?

Effective people deal with things that are NOT URGENT but are IMPORTANT. This habit – focusing on things yang PENTING (walaupun TIDAK SEGERA) such as planning, preventive activities and strategies, building long-term relationship and being clear in vision and mission, will guide us to be OPPORTUNITY-oriented berbanding problem-minded. Remember the Pareto Principle – 80% of results come from 20% activities ? Ini sebabnya hanya 20% effort kita yang berhasil. Obviously, kita buang masa and Fool-our-time 80% of the time !

Well, HABIT is what we get when we intersect knowledge (what to do and why), skill (how to do) and desire (motivation or want to do). So, to start with wanting to be effective people. We must know “what to and why”, we must know “how to” and lastly “do”. It all starts with adanya kesedaran dan kemahuan. Then cari jalan and lakukan. And guess what, successful people are successful sebab they have the habit of doing things that failures tak suka buat.

Now, “Put First Things First” maksudnya how we manage ourselves, not how we manage time. And PFTF focus on Quadrant 2 “Important and Not Urgent”.

In Unit Trust biz, I often see time wasted and Unit Trust Consultants “foolling” with their time. Sometimes pelik, when kita bekerja untuk orang lain, kita terlalu takut dan cuba log in waktu kerja for gaji yang limited. But bila berniaga sendiri, you become your own boss (majikan), you break these rules. Why ? Kenapa we take ourselves for granted. Itu tipu diri namanya.

Dosa jika kita tipu orang lain. Dosa tak if kita menipu diri kita sendiri  ?

Bukankah bila kita bekerja sendiri, kita perlu kerja lebih komited dan disiplin sebab segala hasil usaha tersebut kita yang punya ?

Ask your self – can you be honest, true and trust yourself with time ? We expect a lot from our children – we want more A’s in exam, we want them to excel in sports, we want them to be anak-anak yang rajin dan soleh. But what about the parent ? Why don’t we “walk our talk” ? So be honest with ourselves, perbaiki diri, be “A better us”.

Kaji kelemahan diri, cultivate new good and positive habits, one that can make us better – “Be a first-rated us”.

Be an awesome you !

SELAMAT MAJU JAYA..

What is Unit Trust ?

Also known as Mutual Funds, Unit Amanah. It is an investment mechanism to achieve medium to long-term financial goals. Just today I met an investor who invested sometime in year 2005/2006 in our moderate Islamic fund (Dividend) and aggressive Islamic fund (small capital) – profits are 89% and 117%. Awesome kan ? (Well, don’t ask me what happened to the Unit Trust Agent)

Memang benar Unit Trust is designed for investments beyond 3 years. But don’t overlook Unit Trust potential of short-term untung. Highest I’ve seen is around 40% for 1 year investment. And 360% profit over 10 years (with Dollar Cost averaging strategies). Peliknya, most investor and some unit trust consultants “Believe” such high profits are forever and one of the best features of unit trust investment ! Come on, be real… mana ada investment yang realistically, legitimately able to generate such high returns every year ? (Investments yang ada high profit usually untuk tempoh jangkamasa yang pendek, and can be taken advantage. But perlu bertindak segera). Sebab itu, ramai investors terjebak in scheme and scams ! Sebab itu juga, ramai unit trust consultants (or rather AGENTS) sell the PROMISE of “High Returns”. Why ? Sebabnya investor tamak untung, whilst unit trust AGENTS tamak commission !

Soalnya sekarang – where is the TRUST in unit trust if each party tamak and fikir kepentingan diri sendiri. Both investor and unit trust CONSULTANT must have a win-win attitude. Sama-sama untung dan berjaya. Apa pula beza agent and consultant ? I like to believe consultants provide need-based solutions, upon diagnosing and analysing each investor’s circumstances. Thereafter, consultants provide quality and professional after-sales services with the objective of long-term relationship. Agent ? Hampeh… mata duitan, product pushing and kaki klentong.

The crux in unit trust investment or plans lies in the TRUST itself. Unit Trust Consultant transfer believe in the investment to investors. Investors will embrace the believe by putting trust in the consultant. So one party transfer believe, whilst the other party accepts the believe/faith by giving trust. So what actually are we selling ? As unit trust consultants, we sell BELIEVE in unit trust investment. That’s the product and that’s why I say, everyone can sell unit trust (with some guidance on features, financial plans off course).

A recent radio show I heard, equate TRUST like a bank account. If there’s deep trust in the account, means balance positive yang besar – its easy to drawdown and give trust to another. But what happens when there’s negative or marginal balance in your trust account. Tu yang jadi susah !

To build a relationship, requires huge, large positive balance in your Trust account. And in that Trust account, mesti ada sincerity, openness and menyeluruh. Have you had experience selling unit trust plans to a highly intelligent prospect investor ? Such investors are usually labelled as “difficult” as they may appear to be very resilient to new ideas, they are more careful, knowledgeable and resourceful.

What is the Unit Trust Consultant’s strategy here ? Approach such investor by acknowledging his/her intelligence, keep an open mind and perhaps learn from the investor. Do not try to proof you are better than them, but be a good listener. When there are issues, be empathetic (simpati & faham) and address these issues sincerely. Do not argue ! Perhaps talk less and listen more to such prospect investors.

If prospect investor have invested, do not say you have something better, but say “Great ! Lets explore and see if we can make it better”.

What about facing an investor with bad experience, whereby his trust in unit trust is misplaced ? Hmmm… memang ramai. Sebab tu tag line “Unit Trust, I don’t Trust” is common. Salah siapa ?

What is the unit trust consultant’s strategy here ? Approach the prospect (with bad unit trust or investment experience) by ACCEPTING the issue. Biar prospect lepas geram and luahkan dissatisfaction and mistrust dia. A clever unit trust consultants will accept and acknowledge the frustration. Then fikir apa yang kita nak achieve – nak investment or tak nak ? If nak investment prospect tersebut, kita perlu “Level” with investor. Ask for a second chance, the peluang to rekindle. Empathize and be sincere “I am very thankful and I understand…… you feel …… and hope that we can …….” Dont push aside the investor’s frustration.

So ingatlah kawan-kawan, TRUST in selling unit Trust is the main ingredient why investors invest with you. It is the baja for lasting and growing relationship. Off course it cannot be achieved overnite but it can start anytime – be it new or old relationships.

Peluang ada dimana-mana. Kalau tak dipecah ruyung manakan dapat sagunya ?

Melihat peluang dimana-mana umpama melihat ikan-ikan berenang dalam kolam pancing, tanpa memiliki pancing ! Jika kita positif dan yakin, kita boleh menarik peluang. Soalnya sekarang mana nak dapatkan pancing ? Joran ?

Dan bagaimana cara untuk memancing ? Skill memancing perlu kesabaran, perlu masa dan perlu peralatan yang baik, untuk mendapat hasil yang baik. Bak pepatah “Practice makes perfect”. Betul ke ?

Nope. The reality is “Practice PERFECT, to be PERFECT”. That’s why athletes like Jeremy Lin (under dock turn instant basketball star), Tiger Woods, Lionel Messi, Rafael Nadal, Datok Lee Chong Wei practice, practice and practice everyday to be sports legend and superstars. To maintain their world ranking. To be dependable to perform well at any given time. Yes, sometimes even superstar “kantoi” but that’s part of being human. We are not perfect but strive to be the best we can.

A lesson from recent stunt from Jeremy Lin – a Chinese  graduate from Harvard turned New York Knicks NBA basketball hero. Lin believes in practicing hard and punya daya saing and resilience, each time he falls. Its not how bad you fall, but how you bounce back from that fall ! Lin was so ready when peluang to play due to the main team players’ injury. He was mentally and physically ready. Lin proved himself and seized the opportunity. Become instant celebrity ! And he got immediate stardom !

Andakah anda juga begitu ? Are you READY when OPPORTUNITY knocks on your door ?

I always believe each person ada THRESHOLD – suatu titik lonjakan, Its like a tahap dimana jika seseorang tahan dan berusaha menembusi tahap “titik lonjatan” tersebut, dia akan berjaya serta merta. Isu nya sekarang setiap orang punyai THRESHOLD berbeza-beza. Dan ramai yang tak tahan go through and go beyond titik lonjakan mereka. Sebab itu kita tak boleh putus asa di dalam mengusahakan sesuatu yang diidamkan. Kadang-kadang people give up bila terlalu hampir untuk berjaya.

My personal experience in unit trust business is when I got my first RM1 million investment by an investor – the moment of truth. From that point onwards, it boosted my confidence, it gave me sense of significance and off course the money was good ! Sejak itu, unit trust business never look mundane and biasa, I fell in love with unit trust business and found my sense of purpose. Very much like falling in love with a person, found your purpose and life became so significant thereon. Am sure you’ve been there, done that and know what I am talking about. How did it felt ? AWESOME ? Oh yes…

Look at the graph kat atas – PELUANG (Opportunity) versus Usaha (Hasil Practice). Peluang (opportunity) sentiasa ada dimana-mana – kadang-kadang peluang cantik adakala peluang kurang menarik – well that’s life. Soalnya adakah anda bersedia bila peluang itu didepan mata ? Sebab itu, kita perlu sentiasa bersedia – practice the right skill set, equip diri dengan ilmu dan sentiasa carry that positive confidence.

Do you know that kesusahan itu membina character seseorang ? Charachter tersebut akan membuahkan harapan dan impian. Teruskan impian anda, usah putus asa dan mudah selesa dengan pencapaian yang kecil. Sentiasa cuba perbaiki diri dan gerakkan MILESTONE anda ke depan setiap kali anda mencapai sesuatu yang diidamkan.

Soalnya sekarang bagaiman bina daya saing dan tidak mudah putus asa ?

1. Tanamkan minat – passion dan interest yang mendalam didalam sesuatu usaha yang dikerjakan.

2. Fokus dan kurangkan distraction.

3. Bayang dan visualise kejayaan tersebut. Bayangkan hasil dari kejayaan tersebut.

4. Percaya pada diri sendiri. Walaupun kadang-kadang kita perlu mentor dan bantuan atau sokongan tambahan.

So, never give up before giving sufficient time and effort when pursuing a project, a dream, a purpose. Anda mungkin terlalu hampir kepada KEJAYAAN ANDA.

Stay Awesome !

“It’s not what you say, its what they hear that matters”

Apa yang kita kata, tak penting. Yang utama, apa yang mereka dengar dan faham. Thats  why communication skills and listening skills are very important to be successful in life.

To be successful kita perlu listen. To be successful kita perlu faham sebelum boleh bertindak efficiently and effectively. And since minda kita process 10 times faster than we talk, we are always in a hurry to act before understanding the situation. Yes, to be pro-active is good, but to be pro-active for the wrong reason is so un-pro ! Avoid jadi kalut, avoid gelojoh, slow down and jangan terlalu terburu-buru..

When one talks, another listens. Is it so ?

HEAR is what we dengar. LISTEN is hearing and understand.

Talking is what we say, communicating is what we say meaningfully (bermakna). And words are best spoken when we mean them, genuinely embraced and its a promise to deliver something. Communicate well with the following :

1. choose the right words – POWER WORDS.

These are words (best as K.I.S.S – keep it short and simple) yang boleh difahami, suka didengari oleh our selected audience. Sometimes we need to repeat these words several times and other times we write them down (to reinforce the repeatations).

Many times I see Consultants using bombastic words and jargon, some copy-paste words, pronounced poorly ! If pinjam words, please check them first. One that I clearly remember was one of my seniors from previous company, she uses “STIMULATION” when its suppose to be “SIMULATION”… jauh makna tu !

2. Fact and figures

When these words are FACTS, best to write them down (on paper, on presentation board etc). Many time I see Unit Trust Consultants mumbling figures and facts and the target person don’t acknowledge these facts at all. Why ? Because we just “say it”. Yes, we understand these facts by hard but does it mean anything to the audience ? So, when we also “write it”, it shows that these facts are indeed important.

3. Say it CLEARLY

Avoid mumbling and swallow your words. Sit confidently and breath, so that your voice and words are heard clearly.

Many time I see, Unit Trust consultants are late for their appointment, bila sampai, jadi kalut, tergopoh gapah to do sales pitch. So un-pro !

4. Tone of VOICE

How do you mengaji AL-Qur’an ? Mengapa ada tajwid ?
Why we listen to so many genre of music and each has its melody, tune, and requires different voice to sing them. So that what is said and spoken, has depth and adds more meaning.

Many times i see Unit Trust Consultant buat sales presentation so so boring. Suara mendatar, tak show enthusiasm. Add some “life” into your sales presentation.

5. Non-verbal words spoken

Oh yes ! Your body speaks too. Body language – facial expression, body movement and appearance will all speak YOU. They reveal your confidence, your keikhlasan, your status, your preferance etc.

Many times I see Unit Trust consultants tak reti nak duduk pun – senget-senget and kepala kekadang lentuk ala-ala manja. PLEEEEEEeeeease !

Enough said. Now how to listen. Yes, Unit Trust Consultants must acquire listening skills. Meaning understand what you hear. Kalau lah the other party speaking terlalu boring, or perhaps speaks subject yang too confusing, what to do ?

1. Ask

Ask relating to the very “last item” the speaker said. Or ask to just “go back” a bit and elaborate.

2. NO DAYDREAMING

Dream is good but do it at your own time. Not at other peoples time. Avoid berkhayal and being distratcted.

3. Set your antenna

To get best results, set your aerial and antenna high. Set your little robot (sub conscious mind) to open and receive ideas.

4. Body language

Respond to the words you hear and listen – nod your head, show interest and smile genuinely. If possible, do not interrupt. Be empathetic -FEEL what the speaker says.

Mudah ?

Yup, go practice theses skills. “You can be perfect,only if you practice PERFECT”

I call this The “You Had Me at HELLO” Technique.

In Article “Sell Peti Ais to Eskimo” http://justunittrust.com/1326/jual-produk-kepada-kawan-kawan saya share bagaimana dapat SUSPECTS yang berpotensi menjadi PROSPECTS. Eventually these Prospects become Customers, CLIENT and our INVESTORS. Teknik ini memerlukan kita sentiasa aware, peka kepada orang di keliling kita dan sentiasa mencari peluang-peluang keemasan. Adakalanya agak penat bukan ?

Nak teknik yang lebih mudah ? Teknik ini bermula dengan appresiasi diri kita. Sayangi diri anda dahulu. Seterusnya gunalah daya tarikan anda untuk ATTRACT clients and investors. Jadilah seperti magnet dengan daya tarikan yang hebat dan aura yang sangat menarik. Mahukah anda perolehi daya tarikan yang AWESOME ini dan menjadi seperti magnet, dengan mudah menarik dan attract peluang, rakan-rakan dan INVESTORS ?

Pernahkah anda bertemu dengan seseorang dengan daya PESONA yang sangat menarik sehingga anda terlalu tertarik ? Hmmm seperti lagu “menarik, tertarik, kau memang the BOMB” (Tak semestinya dari segi paras rupa sahaja). PESONA atau PERSONALITY adalah kombinasi kelakuan, tingkah laku (tahap sedar dan separuh sedar) dan visual seseorang (appearance – pemakaian, warna, bau dsb). PESONA seseorang akan mencetus dan “connect” kepada deria orang di persekitaraan. It’s the power to connect with others and “law of attraction” in action, tanpa mereka sedar.

Apa respons kita apabila dirapati oleh orang yang berupa seperti samseng ? Kita berasa takut melihat seseorang yang berpakaian seperti orang jahat. Manakala, kita suka melihat kanak-kanak dan baby sebab happy bila tengok baby yang comel dan wangi. Kita tertarik dengan wanita cantik dan jejaka handsome kerana ……… ? Immediate response – sedar atau tidak !

Jadi teknik mudah “YOU HAD ME AT HELLO” [movie Jerry Mc Guire – Tom Cruise dan Renee Zelwegger] bila tertarik pada pandangan pertama. Mat Sallleh kata FIRST IMPRESSION COUNTS. Ia akan membuka peluang keemasan dan menarik banyak opportunity kepad diri kita.

Teknik-teknik “YOU HAD ME AT HELLO”

1. SAYANGI diri anda. Jaga kesihatan, pakaian, kebersihan, pemakanan diri kita. PHYSICAL APPEARANCE kita.
2. Clear your mind of perasaan negative – dendam, hasad dengki, sedih. Lihat dunia anda dari kaca mata ABUNDANCE, KEBAHAGIAAN, ENAK, TENANG dan penuh KESYUKURAN. Selalulah bersangka baik. Santapan MINDA kita.
3. Pancarkan kebahagiaan, niat berkongsi dan generousity. Pancarkan enthusiasm yang AWESOME supaya tenaga ini berjangkit dan menggembirakan orang lain. http://justunittrust.com/1383/penyakit-berjangkit-gembira
4. Jadilah orang yang berperikemanusiaan dan prihatin. Pancarkan rasa kasih saying yang ikhlas.
5. Carilah seorang MENTOR – contoh orang yang kita admire dan hormati sebab kehebatan mereka. Contoh visual. [bolehkah kita gunakan Rasullallah sebagai mentor ?]
6. Mengaku kesalahan dan akui kesilapan diri dengan ikhlas. Kita perlu jujur sekiranya tersilap atau membuat kesalahan.
7. Gunakan WORD POWER – gunakan perkataan-perkataan yang kita suka “CANTIK” “SENYUM” “WEALTHY” “LUCK”…… ulang perkataan-perkataan ini lebih dari 10 minit, 2 kali setiap hari. [ini doa kita]. Boleh juga ditulis selalu. Cara mudah ini akan menusuk masuk minda sub conscious (separa sedar) atau LITTLE ROBOT kita http://justunittrust.com/1399/little-robot .Seterusnya tingkah laku, pertuturan dan minda conscious kita akan berjalan seperti program “cantik, senyum, wealthy, luck….”.

Amalkanlah …

KNOWING is one thing, DOING is something else.

Be AWESOME !

How do we plan when we want to take a vacation ? How do we pack our bags, our clothings, shopping money to bring ? Some Malaysians pack rending, sambal ikan bilis and even their favourite chile padi and maggi !

My point is – If you know where you are going, you’re able to plan how to get there and focus your time, energy and emotion towards that destination. Its like having a compass or map which help us to stay on track.

It all starts with having hope and DREAMS. Remember its never too late to dream. Dreams with strong sense or have purpose become GOALS. Each GOAL nourished with action plans + determination + deep believe and conviction leads to NEW SUCCESSES and REALITY ?

Wallah !

Remember its not how smart, handsome/pretty or rich a person is – its DETERMINATION propelled long enough that brings success. And each of us have a SECRET WEAPON – our SUB-CONSCIOUS mind (our believe system). Our Sub-conscious mind have power in shaping our habits. Our Sub-conscious mind (little robot) will respond according to our visualization. It doesn’t differentiate negative from positive, its not gender bias and it has the energy to attract what you want !

Persistently and always visualize the RESULTS you desire to keep you enthusiastic, energized and happy. No one can take away “Virtual Happiness” from us. That is the “Virtual Destination” and  “Special Place” we go each time and every time we can. Its sacred and it makes us happy. (Senyum sikit ?)

Focus my friend. Plant these seeds into your Little Robot :

1. Clear Goals
2. Inspiring Goals – ones that give you goose bumps.
3. Measurable Goals – can be quantified and has a timeline.
4. Action based Goals – your creative thinking ability will generate action plans.
5. Write Goals down – book, board just write them somewhere you can frequently see them.
6. Share these Goals with close friends and families –the energy and affirmation of more people makes it stronger. (like when we berdoa beramai-ramai)
7. Some Goals may hafta be flexible especially when circumstances change. This is so that kita tak depressed or disappointed when keadaan memaksa kita ubah hala tuju atau beranjak sikit ke kanan atau kiri. So that kita redha dengan ketentuan ilahi.

Seeing is believing – If you can see it, you can achieve it !

SERONOK. GEMBIRA. BEST nye!

sumber gambar http://www.glamquotes.com/quote/smile-quotes/

Tahukah anda perasaan GEMBIRA itu berjangkit ? Yes ! ENTHUSIASM is contagious.

Tahukah anda perasaan GEMBIRA itu sangat original ? Ya benar, ENTHUSIASM sukar dibuat-buat sebab datangnya dari dalam diri kita. Sukar seseorang boleh tipu diri dan fake jadi gembira kiranya dia tak benar-benar syok dengan persekitaran, dengan keadaan diri sendiri, dengan pekerjaan, dengan kawan-kawan. Only pornstars and actors, actresses can fake it ! (Sebab they fake it, till they make it…)

Tahukah anda GEMBIRA itu suatu daya tenaga dan boleh dilipat-gandakan menjadi sesuatu yang positive ? GEMBIRA dapat attract energy yang bagus.

Gembira juga boleh jadi negative bila ia menjurus kepada akibat dan kesan yang memudharatkan.

Tahukah anda GEMBIRA itu boleh dicetuskan ? Macam FIREWORKS. Di serata dunia terdapat kelab dan persatuan “GELAK” dimana kebanyakan golongan professional akan berkumpul diwaktu pagi, biasanya dilokasi yang tenang seperti taman. Apa mereka buat ? Mereka akan GELAK dan KETAWA kuat-kuat, beramai-ramai supaya tenaga GEMBIRA tersebut akan dapat dirasai setiap peserta dan memberi kesan positif kepada tindak tanduk ahli dalam aktiviti-aktiviti seharian dan persekitaraan mereka. Menarik kan !

Jadi bagaiman kita nak cetuskan KEGEMBIRAAN ? Cara paling simple adalah

1.   SENYUM

…tak perlu kata apa-apa… Sebab itu banyak lagu-lagu bertema SENYUM dimainkan di tv dan radio. Indahnya lirik lagu Malique & Najwa….

Kacak luar
Kacak dalam
Kacak dengar sini
Kalau saya senyum
Awak mesti senyum sekali
Kalau kita senyum
Semua orang berjangkit
Bila semua orang senyum
Dunia tiada penyakit

2. PASSIONATE atau KASIH, PERCAYA

…dengan apa yang kita lakukan, dengan keluarga dan ahli. Kadang-kadang seorang yang GEMBIRA mampu merubah sekumpulan orang yang tengah bad mood.

3. VISUALIZATION & AFFIRMATION

Spark your ENTHUSIASM dengan daya visualization – gambarkan dalam minda, your dreams and goals. Bayangkan betapa anda akan GEMBIRA tatkala achieve dreams tersebut. IMAGINE anda telah capai DREAM anda, amalkan setiap hari dan ia bakal drive momentum badan dan minda anda to reality. BEST kan ! “I am happy, healthy, wealthy everyday of my life” “I am awesome” “I inspire, and radiate positiveness” “Aku yakin boleh”… Ini semua doa benar ?

4. PERSEKITARAN

Berkawanlah dengan rakan taulan yang positive dan dapat manjadikan anda “seorang anda-yang-hebat”. Usah sugul dengan saudara-mara yang jealous, busuk hati dan berniat menjahanamkan. Usah be bothered dengan so called friends yang negative dan “Energy Vampires” or suckers. Ah Bad, Mr Cold Water and Ah Loose. Kerana GEMBIRA itu fragile.

Usah sabotage diri anda. Selalu tanamkan program dan positive thoughts. Sebab itu tema saya tahun ini “AWESOME !!!” . And saya harap KEGEMBIRAAN saya contagious dan berjangkit, sekaligus mencetuskan KEGEMBIRAAN kepada diri anda. May the FORCE be with you and me… Sentiasa berhati baik and senyum, sayang

Salam February.

Bulan yang dikatakan penuh kasih sayang dan romantik. Bulan yang bunga-bunga melalui kadar inflasi yang mendadak. Bulan yang pasangan kekasih pening kepala fikir nak beli present apa (Apa kata tahun ini beri present Unit Trust Investment kepada pasangan anda ? Minima pelaburan permulaan hanya RM1,000. Dan setiap tahun tatkala Valentine menjelma, buatlah tambahan seminima RM100 sahaja). Menariknya setiap pelaburan – boleh buat “JOIN AKAUN” milik bersama, bolehlah buat tabungan untuk belanja perkahwinan, sambut anniversary dll.

Apa-apa pun, sekiranya kasihkan diri anda dan pasangan anda, silalah segera buat pelaburan dan simpanan agar hari tua anda dan pasangan bahagia dan kurang stress !

Kelmarin saya conduct workshop “Sweet Spot – EPF Sales”

Sepertimana yang kita lihat (download diagram 1 disini dan diagram 2 disni) EPF-Unit Trust Investment sebahagian dari pelan persaraan. Indahnya disini, tak perlu keluarkan duit cash – gunalah wang tabungan KWSP yang sedia ada. Mengikut kiraan dan terma EPF, habis-habis tinggi pun dalam sekitar 30% yang dilaburkan. Inilah pelaburan yang meraih melebihi 50% untuk 3 tahun. Selebhnya akaun 1 dan 2 memang tinggal di KWSP meraih pulangan 6% setahun (lebih kurang 18% lebih 3 tahun).

Lihat disini – if invest RM10,000 pada pulangan 12% Unit Trust —> dalam 20 years amount pelaburan hampir RM100,000 !

If biar di KWSP pada pulangan 6% —> amaun jadi lebih sikit dari RM20,000.

[lain-lain forecast disertakan – FD (deposit bank) dan ASB

Pengiraan amaun yang layak invest di Unit Trust seperti pengiraan dibawah.

Amnya, lihat umur sekarang dan amaun simpanan asas (perlu dibiar di KWSP).

Amaun KWSP Akaun 1  TOLAK simpanan asas = amaun yang boleh labur (dalam 5 ansuran).

Perlu tahu lebih ?

Contact Jas +017-3104 171 dan attend lah workshop-workshop kami di Cheras dan Shah Alam. Marilah melabur dengan bijak ! Melaburlah untuk hari-hari akan datang anda…

..

..

Super sales consultants can sell almost any product to almost everyone. So, how does Unit Trust Consultant generate fantastic income from the abundance of people seeking investment plans and solutions ? The key, I believe is “Educate and provide solutions” never hard sell or pressure or corner prospects to buy.

Many times, a prospect is “cornered” to buy, thereafter dia tak repeat investing sebab tak rasa or feel the “real” need to invest.

Recently, a Unit Trust Consultant asked me “How do I sell Unit Trust Plans to my friends”. Saya tak mahu hilang kawan.

My answer, sebenarnya unit trust consultants are helping, membantu provode solution kewangan. Why do we feel macam seolah-olah kita take advantage kawan-kawan kita bila kita promote Unit Trust Plans ? Remember, ilmu yang kita kongsi dengan orang lain is Fardhu Kifayah – unit trust consultants can never rugi when doing this. Walau tak dapat jual Unit Trust Plans, ilmu yang kita kongsi secara ikhlas insyaAllah Allah balas dengna pulangan pahala. Betul ?

So, here are 4 approaches “How to sell to friends and families “ :

1. Let me share with you…

Kongsi ilmu dan peluang yang baik. Jangan nak makan seorang sahaja.

2. Who’s the COI  (Center of Influence)…

Dalam ramai-ramai kawan atau saudara taulan, siapakah yang menjadi ikutan, contoh baik dan “leader of the pact”? Promote to COI, if Berjaya, yang lain-lain akan turut serta. Better still if the COI can hebah dan promote what you do. Sangat-sangat power cara ini. Kita kurang penat.

3. Help me…

Bukan minta bantuan untuk beli Unit Trust Plans but bantu saya membina skils presentation and build confidence. Setiap hari, carilah seorang “date” kawan untuk kita practice sales presentation. Minta jasa baik “kawan” untuk faham, bertanya dan feedback bagaimana nak perbaiki presentation anda. Product yang bagus tentu akan “trigger” kawan untuk bertanya dan faham more detail. Juga cara ini tak akan rugikan anda. Anda akan lebih mahir after each simulasi presentation and potentially, kawan anda akan suka dan invest in your plans !

4. Saya seronok dengan bisnes ini… saya telah Berjaya “bercuti luar negara, secara PERCUMA”, “beli kereta baru”, “ubah lifestyle” dan share inilah progress saya…

Hmmm… cara ini, makan masa. Bila anda telah Berjaya atau sebarang experience yang menggembirakan anda, sila kongsi perasan tersebut dengan kawan-kawan. Promote di facebook, chatrooms dan semasa sembang-sembang kopi. Cerita anda akan inspire kawan-kawan invest dengan anda and better still join you in your bisnes !

Wallah !

Bestnye bisness Unit Trust ini…

Salam kembali.

Ramai kawan-kawan pulang dengan panggilan Hajjah dan Haji, surely tenang di hati, dapat laksanakan tuntutan Rukun Islam kelima. Saya ucapkan tahniah to Haji Arif Ismail, Hajjah Norhazah Ibrahim, Hajjah Hasimah Muhammad dan Haji Salihodin. InsyaAllah kita semua akan juga rasa ketenangan itu, hopefully dalam masa yang terdekat.

But before that – syarat “Mampu mengerjakan Haji” includes financial aspect, apart from berkeupayaan (fizikal dan mental). Syarat wajib lain – Islam, berakal, baligh, merdeka, termasuk juga “mahram” bagi wanita. Most often syarat “mampu” terbatas due to sebab-sebab quota (daftar tahun 2011, dijangka pergi haji selepas tahun 2040). Jadi, yang tak sabar-sabar menunaikan Haji akan mengambil jalan alternatif melalui pakej-pakej swasta yang dianggarkan minimum RM20,000 seorang jemaah sehingga RM120,00 (apa salahnya kalau memang mampu).

Duit shopping tak termasuk tau ! Sebab inilah kita sebagai orang Islam perlu kekayaan (halal, berkat) agar dapat menunaikan ibadat untuk diri sendiri dan menderma untuk yang kurang mampu. “Tangan yang memberi lebih baik dari tangan yang menerima”.

So, we will use RM20,000 as our starting point untuk diskusi “Financial Planning for Haji”. Boleh ?

LANGKAH-LANGKAH

1. Anggarkan kos haji – minima RM20,000 seorang dan diandaikan naik setiap tahun mengikut kadar inflasi semasa, sekitar 3% setahun.

2. Congak duit yang sedia; ditabung untuk tujuan haji.

Nota : Sebanyak RM1,300 boleh dikeluarkan dari Akaun 2 di EPF untuk ditabung di Tabung Haji; bagi melayakkan seseorang berdaftar untuk menunaikan haji melalui giliran, dengan Tabung Haji.

3. Berapa wang yang tak cukup ? (amaun 1. tolak amaun 2.)

4. Sebarang kekurangan or shortfall, perlu ad “Pelan Kewangan Haj”. Beberapa alternatif disarankan dalam diskusi kali ini.

Sample Kes

Aminah berumur 35 dan ingin menunaikan Haji pada umur 45 tahun. Aminah belum pernah menabung untuk Haji.

1. Amaun yang diperlukan = RM27,000

Nota : Lihat TABLE 1 untuk pengiraan – setiap RM10,000 akan jadi RM13,439 [kenaikan harga 3% setahun (inflasi) selama 10 tahun]. Oleh itu RM20,000 jadi RM26,878 atau sekitar RM27,000.

2. Amaun wang sedia ada = RM 0

3. Amaun wang tak cukup = RM27,000 – RM 0 = RM27,000 (seorang jemaah)

Nota : Aminah mungkin perlu gandakan RM27,000 jika merancang untuk “mahram” i.e RM27,000 x 2 = RM54,000.

4. Rangka “Pelan Kewangan Haji” Aminah. Beberapa alternatif disarankan seperti berikut.

Pelan A – simpanan sekali gus dari RM8,693 ke RM16,575

Rujuk Table 1

Aminah boleh menabung dengan sumber wang lain yang dia ada (mungkin bonus hujung tahun, wang VSS atau jualan aset ?). Jawapannya adalah tabungan sekali gus sebanyak RM16,575 nilai sekarang dalam tabungan dengan pulangan 5% setahun (Tabung Haji). Atau tabungan sekali gus RM8,693 nilai sekarang dalam tabungan dengan pulangan 12% setahun (Unit Amanah Syariah).

TABLE 1

Pengiraannya seperti berikut :

Di Tabung Haji (pulangan 5% setahun), setiap RM10,000 dianggar menjadi RM16,289. Jadi untuk ada RM27,000 Aminah hanya perlu menabung

= ( RM27,000 / RM16,289 ) x RM10,000 = RM16,575 sekarang

Sekiranya Aminah menabung di dalam unit amanah syariah dengan pulangan 12% setahun, Aminah hanya perlu menabung sekarang sebanyak

= ( RM27,000 / RM31, 058 ) x RM10,000 = RM8,693 sekarang

Menariknya tabungan amaun RM16,575 di Tabung Haji, sekiranya ditabung dalam Unit Amanah (Syariah) dianggarkan dapat menampung hampir 2 jemaah haji. Jadi perlu bijak memilih.

Pelan B – simpanan bulanan dari RM116 ke RM173 sebulan

Bagi “bakal” jemaah yang tidak mampu laksanakan Pelan A, mungkin sebab komitmen-komitmen yang tinggi, boleh menabung secara Pelan B “sedikit-sedikit, lama-lama jadi bukit”.

Rujuk Table 2

Aminah boleh menabung setiap bulan. Digalakkan potongan gaji atau auto-debit bank terus ke akaun Tabung Haji atau Akaun Unit Amanah. Mesti disiplin dan benar-benar mahu menunaikan Haji. Jawapannya adalah tabungan bulanan sebanyak RM173 setiap bulan dalam tabungan dengan pulangan 5% setahun (Tabung Haji). Atau tabungan bulanan RM116 dalam tabungan dengan pulangan 12% setahun (Unit Amanah Syariah). Lebih baik lagi jika tingkatkan ke RM200 (Tabung Haji) dan RM120(Unit Amanah) sebulan agar lebih cepat capai objektif RM27,000.

TABLE 2

Pengiraannya seperti berikut :

Di Tabung Haji (pulangan 5% setahun), RM100 setiap bulan selama 10 tahun dianggar menjadi RM15,593. Jadi untuk ada RM27,000 Aminah hanya perlu menabung

= ( RM27,000 / RM15,593 ) x RM100 = RM173 sebulan

Sekiranya Aminah menabung di dalam unit amanah syariah dengan pulangan 12% setahun, Aminah hanya perlu menabung sekarang sebanyak

= ( RM27,000 / RM23,234 ) x RM100 = RM116 sebulan

Pelan C – simpanan secara “tangga” ikut kemampuan bulanan

Masih mengeluh ? Tak mampu Pelan B ?

Cubalah Pelan C – alternatif dimana sekiranya mampu hanya RM50 sebulan, maka lakukan auto-debit dan mulakan tabungan di Tabung Haji. Bermula dengan RM50 sebulan selama 3 tahun di Tabung Haji. Tambah tabungan setiap tahun sebanyak RM25 sebulan. (Tahun 1 RM50 sebulan, Tahun 2 RM75 sebulan, Tahun 3 RM 100 sebulan dan seterusnya hingga Tahun 10 RM275).

Dihujung tahun ketiga, amaun tersebut menghampiri RM3,000. Sebanyak RM1,000 dikeluarkan untuk modal pelaburan pokok di Unit Amanah dan tabungan bulanan akan diteruskan di akaun Unit Amanah pula.

Melalui cara “tangga” di atas, objektif RM27,000 akan tercapai dalam tahun ke 10.

So, bagaimana rasanya – boleh menabung tak ? Konsep yang sama boleh diubahsuai untuk apa-apa Pelan Kewangan (belian aset, pelajaran anak-anak dsb). Sekiranya keliru – call saya di 017-3104171 untuk diskusi lanjut. or e-mail JustSynergySolutions@ymail.com.

Sekian buat kali ini, semoga diskusi kali ini dapat membuka minda dan memanfaatkan kita semua. InsyaAllah.

+Selamat tahun baru 2012 dengan azam-azam yang AWESOME !

Hadiri sessi “Goal Setting” J.U.S.T pada 14 January di Pejabat Cheras kami – tempah tempat anda segera…

Don’t force me to buy. Just show me why I should buy.

Jangan over-sell your product as if its the best money can buy.

I have been cheated many times before, now I don’t trust “salesman”.

Don’t just lip-service (janji manis), prove to me you’re different.

Arghhh ! Too much information and facts. This is too much to understand, better tak payah fikir sekarang. After all, I have other better things to do.

Muka macam boleh percaya, gaya macam dah berjaya, tapi…

Betul jugak, kalau tak bagus, macam mana boleh dapat nombor 1.

Takpe kasi chan budak ni, I bukan nak invest pun, saja nak teman berbual.

Tahukah anda, all the above are excuses and some reasons why prospect tak invest with or through us. When promoting a product, don’t hard sell. Be a solution provider – “show them the solution”. Pastikan “the solution” meets the prospects needs and wants. Don’t sell, show them how to buy.

“Needs” apa yang kita perlu. “Wants” apa yang kita mahu. So, selalunya “need” lebih kuat dari “want”. Although good sales consultant can package their product-solution until prospect yang tidak ada “need” tetapi “want” it. Bezakan keperluan kereta untuk tujuan kenderaan balik kampong untuk Hari Raya Haji – kenderaan is “need” . Tapi ikut hati, sure nak or “want” pandu kereta selesa lagi bergaya ? (Nak kereta BMW ? Call 017-3104 171, kita share macam mana nak mampu berkereta BMW).

Soalnya bagaimana nak jual package solution to fulfil need seseorang ? Do you know, everyone is a sales person. You sell to your kids, so that they eat their greens and fruits. You sell to your husband, so that he buys you that beatiful handbag (although dah ada more than 10 buah dalam almari). You also sell to your boss, that you’re on MC (although baru kebah-kebah sikit je, tapi semalam Deepavali, so today malas kerja). Ask yourself, how did you do it ? “Now everyone can sell” if they want to !

Nak tips handle objections ? JUST Consultants will be conducting “RM400,000 sales every month by just telephone cold calls” this Sabtu 29 October 2011 at Seminar Room, Public Mutual Cheras Branch 10am – 12pm. Seats confirm penuh but this is privilege for JUST agency only. Nak attend ? Kenalah jadi ahli keluarga kami, call 017-3104 171 segera !

Sikit prebiu….

7  Objections you must answer.

1) Unspoken objection – body gestures (nod but no feedback)

. ask open-ended questions, lean forward & listen to his response.

2) Criticize your product or you (maybe bad past experience)

. stay calm, remember you’re not the target, use Feel-Felt-Found tactic (also known as the “verbal taichi”)

3) banyak excuses & less serious

. nod, smile, agree, then ask questions.

. divert or shift focus to how other people (with same excuses) are now happy customers.

4) Ask for more information

. welcome objection (yang sahih) – welcome such objection, compliment and answer completely, then ask whether they understand now.

5)Show-off objections

. acknowledge them (briefly), and ask smart questions to show your interest and to fact-find.

6)  Factual objections

. show testimonials and proof

7) General sales objections – usually at beginning

. neutralize them dulu, build rapport so prospect warm-up to you.

So join us this Sabtu for more hands-on hot tips !