Conversation Guide Sales Reference  ·  Client Meeting Prep
Sales Reference · Internal

Walk in prepared.

A pre-meeting checklist — what to bring, what to ask, what to listen for, and what to leave behind for the client.

Section01Before the meeting

Twenty minutes of preparation.

Materials to bring

Market Snapshot.Today's KLIBOR, FD rates, inflation. Print or pull up live.
Quick Pitch sheet.One-page summary of all 6 structured products.
2–3 product printouts.Pre-print the ones matching the client's likely profile.
Objection Handling.Pre-read the top 3 likely objections for this client type.
Calculator access.FD Calculator, Loan Calculator, Goal Planner ready to demo.

Pre-meeting review

Client file.Last meeting notes, existing holdings, FD maturity dates, family status.
Risk profile.Most recent suitability assessment. Conservative / Moderate / Aggressive.
Cash flow signals.Recent inflows, FD maturities, large transactions.
Outstanding actions.What was promised at the last meeting? Close those first.
Section02Discovery

The five questions that matter.

QuestionWhat it reveals
How is your current FD/cash positioned?Anchor rate, maturity dates, idle cash sitting in savings.
What's the next 12 months looking like?Cash flow needs, big purchases, school fees, retirement timing.
What worried you most about your portfolio this year?Genuine risk concerns. Frames every recommendation that follows.
If a deposit could earn more without losing principal, what's holding you back?Surfaces the unstated objection (lock-up? complexity? counterparty trust?).
Where would you put RM 100k tomorrow if you had to decide today?Reveals default thinking — defends the next 60 minutes of conversation.
Section03Listen for

Signals that change the pitch.

Buy signals

"FD rate is so low now…"→ Range Accrual or Inverse Floater pitch.
"I want some income."→ Step Down EKI or Basket Quanto.
"I'm tired of the market."→ Sharkfin (capital safe + equity upside).
"I think rates will fall."→ Inverse Floater.
"I have spare cash sitting."→ Any matching tenor.

Warning signals

"I need this in 6 months."→ Liquidity mismatch. Stick to short FD.
"I lost money in [other product] before."→ Trust issue. Lead with principal-protected.
"My spouse handles this."→ Joint session needed. Don't push.
"How much commission do you make?"→ Trust issue. Be transparent.
Section04Close

Five ways to wrap a meeting well.

Summarise the agreement."So we'd ladder RM 200k across FD and Range Accrual, with the 18-month Sharkfin slot earmarked for your bonus." Say it out loud, write it down.
Set the next action.One concrete next step with a date. "I'll send the term sheet on Wednesday. Trade date is Friday."
Leave material behind.Print 2 product summaries (Quick Pitch + matching product page). One for them, one for their spouse.
Anchor the maturity date.Even if they don't trade today, mark the FD maturity date in your calendar and theirs. Follow up 2 weeks before.
Send the recap that evening.Email by 6pm: what we discussed, what's next, agreed dates. Establishes follow-through.

Internal RM preparation guide. Not for client distribution.

Conversation GuideSales Reference · Meeting Prep
Sales Reference · Internal

Client meeting prep — checklist.

Pre-meeting, discovery, listening signals, and close. One page to scan before walking in.

01.Before the meeting

Materials

  • Market Snapshot — today's rates.
  • Quick Pitch sheet — all 6 products on one page.
  • 2–3 product printouts matching client profile.
  • Objection Handling — top 3 likely objections.
  • Calculators ready — FD / Loan / Goal Planner.

Pre-meeting review

  • Client file — last notes, holdings, FD maturities.
  • Risk profile — Conservative / Moderate / Aggressive.
  • Cash flow signals — recent inflows, FD maturities.
  • Outstanding actions from last meeting — close first.

02.Five discovery questions

  • How is your current FD/cash positioned? Anchor rate, maturity, idle cash.
  • What's the next 12 months looking like? Cash flow needs, big purchases, retirement.
  • What worried you most about your portfolio this year? Genuine concerns.
  • If a deposit could earn more without losing principal — what's holding you back? Unstated objection.
  • Where would you put RM 100k tomorrow if you had to decide today? Default thinking.

03.Listen for

Buy signals

  • "FD rate is so low…" → Range Accrual / Inverse Floater.
  • "I want some income." → Step Down EKI / Basket Quanto.
  • "Tired of the market." → Sharkfin.
  • "Rates will fall." → Inverse Floater.
  • "Spare cash sitting." → Match tenor.

Warning signals

  • "Need this in 6 months." → Liquidity mismatch.
  • "Lost money before." → Trust. Lead PP.
  • "Spouse handles this." → Joint session needed.
  • "How much commission?" → Be transparent.

04.Close well

  • Summarise the agreement out loud.
  • Set the next action with a date.
  • Leave 2 product summaries behind.
  • Anchor the FD maturity date in both calendars.
  • Send the recap email the same evening.
Internal RM preparation guide. Not for client distribution.
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