Agent Portal
—
—
—
Agent Portal
Resources, guides, and videos for Dream Planners Group agents.
Internal use only — Dream Planners Group · Great Eastern
From Roadshow Contact to Signed Client — The Complete Follow-Up Playbook.
Current conversion: 1 in 10 (10%) → Target: 3 in 10 (30%)
Most advisers treat the voucher follow-up as a second roadshow. The fix is a mindset shift — the follow-up meeting is a financial health consultation, not a sales appointment.
| What Advisers Do Now | What High Converters Do |
|---|---|
| Arrive and immediately start presenting products | Spend the first 10 minutes asking questions and listening |
| Present 2–3 products hoping one sticks | Recommend exactly one product tailored to what they heard |
| Use roadshow language: 'This plan gives you...' | Use consultation language: 'Based on what you told me...' |
| End with: 'So what do you think?' | End with: 'Based on what we've discussed, the next step is...' |
| Let 'I'll think about it' end the meeting | Always leave with a specific next action or date |
| Don't follow up after a no-show | Have a no-show recovery script ready and follow up within 1 hour |
The meeting starts before the meeting. A confirmed appointment reduces no-shows by 50%. Follow this exact sequence for every voucher booking.
No-shows happen. How you respond determines whether you lose that lead permanently or recover it. Always attempt recovery within 1 hour of a missed appointment.
Every follow-up meeting should follow this 6-phase structure. Total time: 30–45 minutes. Do not rush. The quality of this conversation determines whether they sign.
| Question to Ask | Why You Ask This |
|---|---|
| Are you currently working? What do you do? | Understand income, stability, and ability to pay premiums |
| Are you married? Do you have children or dependants? | Identifies protection needs and urgency |
| Do you own or rent your home? Any outstanding loans? | Reveals financial commitments and risk exposure |
| Do you have any existing insurance — life, health, or savings? | Avoids duplication and identifies gaps |
| What are your savings goals? Retirement? | Opens the door to savings and investment products |
| Children's education? | Opens education planning products |
| If you could not work for 6 months due to illness, would you be financially okay? | Creates awareness of income protection gap |
| What is your biggest financial worry right now? | Most powerful question — reveals the real concern driving their decisions |
| Have you thought about retirement planning yet? When do you hope to retire? | Opens long-term savings conversation |
If you sense hesitation, use this softer version before the direct close:
| Objection | Response |
|---|---|
| I need more time to think. | That's completely reasonable. Can I ask — is there a specific part you are unsure about? Sometimes there is just one small thing, and once I address it, everything else makes sense. What is on your mind? |
| My spouse needs to be involved. | Absolutely — that is the responsible approach. Let me prepare a simple one-page summary you can share with them tonight. And I would love to meet both of you together — I can answer any questions your spouse has directly. Would [Day] work for a short 20-minute call? |
| I am not sure if I can commit to the premium. | Let me show you the minimum entry point. Most clients are surprised at how affordable it is — and for savings plans, you can adjust contributions later. Would it help to see what the smallest commitment looks like? |
| I want to compare with other companies. | That is smart — you should. What I can tell you is that Great Eastern has been in Singapore for over 100 years and consistently ranks highly for claims payout. I am also here long-term as your adviser — not just for the sale. Please compare, and if you have questions about what you find, call me. I am happy to walk through any comparison with you. |
| The returns don't seem very high. | You're right that endowments are not designed for maximum growth — they are designed for certainty. You get a guaranteed payout on a fixed date. For clients who want higher potential returns, I have an investment-linked option as well. Would you like to see how they compare side by side? |
| I had a bad experience with insurance before. | I am really sorry to hear that. Can you tell me a bit about what happened? [Listen fully.] That must have been frustrating. What I can promise you is that my role is to be your long-term adviser — I am here for claims, reviews, and questions, not just the sale. Let me show you how we work differently. |
Not every first meeting results in a close. That is normal. What matters is that you always leave with a next step — never a vague 'I'll get back to you.'
The close is not the end — it is the beginning of the relationship. What you do in the 48 hours after a client signs determines whether they refer you to others.
Every adviser must track their voucher pipeline every week. Fill it in every Friday.
| Client Name | Voucher Date | Appt Date | Meeting Done? | Outcome | Next Step |
|---|---|---|---|---|---|
Full Operating Procedures · Roles & Responsibilities · Word-for-Word Scripts · Objection Handling
The roadshow is Dream Planners Group's primary lead generation channel — a high-volume, cost-effective way to meet prospects who have not yet upgraded their CareShield coverage and transition them into full financial planning clients. Every adviser must know this SOP. Every shift must follow it.
Every roadshow shift requires a minimum of 2 people. Larger shifts (3–4 advisers) should have clearly assigned roles before the shift begins.
Attract foot traffic using gift redemption offer. Qualify basic eligibility. Hand off warm leads to Presenter.
Sit down with prospect. Run the 5-step presentation. Attempt to close CareShield case on the spot. Offer voucher follow-up if no same-day close.
Manage application forms, gifts, vouchers. Assist with paperwork when a close happens. Track numbers on shift tracker sheet.
A disorganised setup loses leads before the shift even starts. Complete all of the following at least 20 minutes before the shift begins.
The Puller's job is not to sell. It is to get the right person to sit down. Use this script to engage, qualify, and hand off.
Use this when someone slows down near the table or makes eye contact:
Ask these 3 questions quickly while keeping energy high:
Bring the prospect to the Presenter. Physical movement to the table is critical. Do NOT leave them standing.
This is the core of the roadshow. Follow all 5 steps in order. Do not skip steps. The sequence is designed to build trust before asking for the sale. Target time: 10–15 minutes for a close. 5–8 minutes for a voucher booking.
Objections are not rejections. They are requests for more information or reassurance. Memorise these responses until they feel natural.
| Objection | Your Response (say this word for word until it feels natural) |
|---|---|
| I need to think about it. | That's completely fine. Most people feel the same way. Can I ask — is there a specific part you're unsure about? Sometimes it's just one small thing I can clarify right now, and then you can make a decision with full information. |
| I already have insurance. | Great — that's a good start. CareShield is actually a very specific type of coverage that most regular insurance policies don't fully address. It's about severe disability income. Can I take 2 minutes to show you how it's different? You might find it fills a gap you didn't know was there. |
| I'm still young, I don't need this yet. | I totally understand that feeling. The irony is — being young is exactly why today is the best time. Your premium is at its lowest, and you're healthy enough to qualify. Many of our clients who waited told me they wished they'd done it earlier. It literally costs less to start today. |
| I can't afford it. | I hear you. The good news is the premium is claimable from MediSave — it doesn't come from your wallet at all for most people. So it's not a question of affordability; it's just about whether you want the coverage. Shall I check your MediSave eligibility? |
| I need to ask my spouse/partner first. | Of course — that's a very responsible approach. What I'd suggest is this: let me prepare a simple summary for you to share with your spouse tonight. And if it makes sense to both of you, I can arrange for us to meet together this week to answer any questions. Would that work? |
| I'm not interested. | No problem at all, I appreciate your honesty. Before you go — can I just leave you with one quick fact? The average cost of long-term care in Singapore is over $2,500 a month. The government covers $600. That gap affects most families eventually. If you ever want to revisit this, here's my card. |
| I'll do it online myself. | Absolutely, you can do that. The only thing I'd flag is that doing it with an adviser means I can make sure you get the right coverage amount for your situation — not too little, not too much. And I'm here to help with any claims in future too. Takes the same time, but you get a lot more support. |
Not every prospect will close on the day. When they don't, the voucher follow-up is your second chance. This step is critical — it is the bridge between a roadshow contact and a full planning client.
What gets measured gets improved. Every adviser must log their numbers after every shift. No exceptions.
| Metric | Your Number |
|---|---|
| Number of prospects engaged (by Puller) | ___________ |
| Number of prospects who sat down for a presentation | ___________ |
| Number of presentations completed | ___________ |
| Number of close attempts made | ___________ |
| Number of CareShield cases closed | ___________ |
| Number of voucher follow-up appointments booked | ___________ |
| Top objection heard today | ___________ |
| One thing you will do differently next shift | ___________ |
Every adviser sends this message to the team group chat after every shift:
If 2 or more advisers were on the same shift, spend 10 minutes debriefing together before leaving:
Roadshows are expensive. Every shift must generate enough closed cases and follow-up pipeline to justify the cost.
| Cost Item | Estimated Cost | Notes |
|---|---|---|
| Booth/location rental | $300–$800 per shift | MRT/mall varies significantly |
| Puller / promoter fee | $80–$150 per shift | If using external puller |
| Gifts / redemption items | $100–$300 per shift | Depends on volume |
| Vouchers ($20 each) | $60–$150 per shift | For 3–8 voucher bookings |
| Total Cost | ~$600–$1,400 per shift | Varies by location |
Commission and income calculator for roadshow events.
The Roadshow calculator is currently in development and will be available here once ready.
Please wait.