Assigned Class 2 Due Class 4

Transcription

1 ALLSTATE ExCEL COURSE SALES PLANNING PROJECTS 1. Sales Planning Project 1 Financial Needs and the Life Cycle Assigned Class 2 Due Class 4 Purpose The objective of this project is to provide some insight from the real world about the relationship between a person s customer segment in the life cycle and the customer s financial needs. Allstate Customer Segments 1. Emerging Adults Age New Households Age Established Households Age Mature Households Age Retirees Age 59+ Assignment 1. Go into isellfinancial and pick out your favorite life insurance approach piece. Use this year s Marketing Calendar in isellfinancial to help you select a life insurance approach piece that coordinates with national marketing initiatives. On the next page, write your favorite life insurance approach piece and be prepared to discuss in class why you like the piece and how you could use it. The Allstate marketing link, isellfinancial, is at: This year s Marketing Calendar is found on isellfinancial s home screen. A link to isellfinancial is also available on Gateway.

2 What is your favorite life insurance approach piece and why? How could you use it in the agency? 2. Select four Allstate customers and complete the report form for this project with a brief summary of your conversations with them. Select Allstate customers since they have some experience with Allstate and this will give you an opportunity to expand your relationship with them. Procedure 1. Select four Allstate customers to interview. You can tell them you are taking a course to improve your skills and you need to conduct a few surveys as an assignment to explore the relationship of financial needs and life cycle stages. Ask if they have 10 minutes to answer a few questions. 2. Ask the following questions and summarize your discussions on the report form. 3. Be prepared to discuss your findings in class.

3 Report Form Project 1 Customer 1 Ask the Allstate customers the following questions: 1. Please tell me about your family. 2. At this point in your life, what do you care about the most? Reaching retirement with confidence? Money available during retirement (financial resources outliving you) Money for emergencies/opportunities (new home, children s education) Obligations to loved ones (lifetime income, cost to replace your paycheck) 3. If you have children/grandchildren who will be going to college, will you or their grandparents be contributing to their college-funding plan? Explain. 4. Does your current income exceed your needs? Do you have discretionary income at the end of each month that you can commit to funding your dreams (objectives)?

4 5.What actions have you taken to date regarding your retirement? Does your company have a 401(k) and do you participate? Do you own IRAs and how are they invested? In addition to 401(k) plans and IRAs, are you setting aside any other funds dedicated to funding your retirement? If so, how are these funds invested? 6.What insurance and financial products do you own (with Allstate and other companies)? 7.What is your view of the Allstate brand and the company in general?

5 Customer 2 Ask the Allstate customers the following questions: 1. Please tell me about your family. 2. At this point in your life, what do you care about the most? Reaching retirement with confidence? Money available during retirement (financial resources outliving you) Money for emergencies/opportunities (new home, children s education) Obligations to loved ones (lifetime income, cost to replace your paycheck) 3. If you have children/grandchildren who will be going to college, will you or their grandparents be contributing to their college-funding plan? Explain. 4. Does your current income exceed your needs? Do you have discretionary income at the end of each month that you can commit to funding your dreams (objectives)?

6 5.What actions have you taken to date regarding your retirement? Does your company have a 401(k) and do you participate? Do you own IRAs and how are they invested? In addition to 401(k) plans and IRAs, are you setting aside any other funds dedicated to funding your retirement? If so, how are these funds invested? 6.What insurance and financial products do you own (with Allstate and other companies)? 7.What is your view of the Allstate brand and the company in general?

7 Customer 3 Ask the Allstate customers the following questions: 1. Please tell me about your family. 2. At this point in your life, what do you care about the most? Reaching retirement with confidence? Money available during retirement (financial resources outliving you) Money for emergencies/opportunities (new home, children s education) Obligations to loved ones (lifetime income, cost to replace your paycheck) 3. If you have children/grandchildren who will be going to college, will you or their grandparents be contributing to their college--funding plan? Explain. 4. Does your current income exceed your needs? Do you have discretionary income at the end of each month that you can commit to funding your dreams (objectives)?

8 5.What actions have you taken to date regarding your retirement? Does your company have a 401(k) and do you participate? Do you own IRAs and how are they invested? In addition to 401(k) plans and IRAs, are you setting aside any other funds dedicated to funding your retirement? If so, how are these funds invested? 6.What insurance and financial products do you own (with Allstate and other companies)? 7.What is your view of the Allstate brand and the company in general?

9 Customer 4 Ask the Allstate customers the following questions: 1. Please tell me about your family. 2. At this point in your life, what do you care about the most? Reaching retirement with confidence? Money available during retirement (financial resources outliving you) Money for emergencies/opportunities (new home, children s education) Obligations to loved ones (lifetime income, cost to replace your paycheck) 3. If you have children/grandchildren who will be going to college, will you or their grandparents be contributing to their college--funding plan? Explain. 4. Does your current income exceed your needs? Do you have discretionary income at the end of each month that you can commit to funding your dreams (objectives)?

10 5.What actions have you taken to date regarding your retirement? Does your company have a 401(k) and do you participate? Do you own IRAs and how are they invested? In addition to 401(k) plans and IRAs, are you setting aside any other funds dedicated to funding your retirement? If so, how are these funds invested? 6.What insurance and financial products do you own (with Allstate and other companies)? 7.What is your view of the Allstate brand and the company in general?