JOINT FIELD WORK (JFW) FEEDBACK FORM
Advisor
Name of Prospect
Date of Feedback Session
/
Month
/
Day
Year
Date
Date of JFW
/
Month
/
Day
Year
Date
About the Prospect
Referral
Natural Market
Other
About the Joint Sales Call
Advisor demonstrates, Manager observes
Manager demonstrates, Advisor observes
Advisor & Manager share the demonstration
Meeting with the Prospect is
1st Time
2nd Time
Other
Purpose of the Joint Field Work
Prospecting
Fact-Finding/Capital Needs Analysis
Presenting the Solution
Closing Interview
Result of the Meeting
Closed Sale
Prospect will review the proposal
Other
If Closed Sale, what product did the client purchase?
Traditional Life Insurance
Variable Universal Life
Mutual Funds
• Rehearse sales step script? (Drill sessions, Table training, Role-playing)
YES
NO
Greet and Introduce the prospect in a professional manner? (Handshake, Smile)• Rehearse sales step script? (Drill sessions, Table training, Role-playing)
YES
NO
• Appear confident and prepared?
YES
NO
• Try to make the prospect feel comfortable?
YES
NO
• Rehearse and learn the script well?
YES
NO
• Use probing questions to find out information about the prospect?
YES
NO
• Perform fact-finding / financial needs analysis?
YES
NO
• Determine needs and gaps based on the info gathered from fact-finding?
YES
NO
• Clarify on financial commitment?
YES
NO
• Use the Financial Needs Analysis (FNA)/Capital Needs Analysis (CNA) tool with ease?
YES
NO
• Prepare sales illustrations and needs analysis?
YES
NO
• Review and restate goals and priorities with the prospect?
YES
NO
• Present the recommendations in a clear and systematic manner?
YES
NO
• Answer questions about the recommended products confidently?
YES
NO
• Handle the objections in a professional and calm manner?
YES
NO
• Use the sales kit effectively?
YES
NO
Discuss the variability of Dividends (Traditional) and/ or Fund Value (VUL /MF)according to training?
YES
NO
Explain well the results/recommendations in the Client Profile Questionnaire (CPQ)according to training?
YES
NO
• Take notice of the closing signals?
YES
NO
• Ask for close?
YES
NO
Give the prospect time to consider and not pressure the prospect into buyingthe product?
YES
NO
• Disclose relevant information and policy revisions to the prospect?
YES
NO
• Collect premium from the prospect?
YES
NO
• Ask for referrals?
YES
NO
Overall Observation on Advisor’s demonstration
Excellent
Good
Needs Improvement
OVERALL COMMENTS
As a result of the Advisor’s overall performance in the Joint Field Work, we both agree that the Advisor will:
Printed Name & Signature
DATE OF SIGNING
/
Month
/
Day
Year
Date
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