LSM MARKETING PLAN
2021

ProcessOnce the referral is received, the following procedure is followed:-Referral is registered on ZOHO and a task is inputted for Les to contact the prospect to introduce LSM ServicesA introduction meeting is set up for prospect and their partner is requested to attend and an email confirmation is sent on the date of the meetingPrior to the meeting, a confirmation call is made to confirm that the client will be on time for the meeting and if they have viewed the websiteAfter the meeting, a follow up email is sent with a generic questionnaire and dates for the 2 follow up meetings are also suggested. Notes are updated on ZOHOPrior to the LP Meeting, a confirmation call is made to the prospects to confirm the meetingA report and recommendation project is done and presented to the client to close the dealOnce the prospect accepts the deal, the application is put forward and necessary procedures according to the institution are followed

ProcessList to be prepared at the beginning of the year and divided into quarterly basis for those who are due to be metA questionnaire is sent out to all the clients due and request if they could fill the same out and advise of their availability during the quarterAfter the questionnaire is received an analysis is prepared and sent to the client and are asked if they wish to meet with Les* information for pension is sent if necessary. i.e. letter of authority and questionnaireOnce the client acknowledges the analysis a meeting is set up for LesIf a client has been with the company for over 2 years, a revised LP is arranged to evaluate their status

ProcessMonthly valuations of all lumpsum clients are collected monthly to check that all is in order with their investmentsQuarterly updates are then sent out to the clients as follows:-If a client policy has picked up, the client is informed of the same If there's need for a fund change, the client is informed of the sameA generic summary is sent to the clients with their valuations

ProcessOnce the clients fills in the review questionnaire and mentions that they have pensions, this information is forwarded to Jim to confirm it it is DB or DC Scheme.If the scheme is a DC, questions are sent to the client which will enable us to know if we can be of help to the client.Jim analyses the information that has been sent and determine if we can assist the client.*A flow chart has been provided for this

Step by step Process for COI 1.   Send COI Initial Inmail on LinkedIn either from Les’ or Jim’s account. Choose between option 1 or 2 which are on folder Ba.   Option 1 – Initial Inmail from Jimb.   Option 2 – Inmail edited by Les 2.   After COI replies to the Inmail, we contact them back and ask for an email address and contact number and (ask for corporate brochure – consult Les & Jim on this before sending)Les won’t to ask though????? 3.   Once we have the email address, an email* is then sent out with LSM Brochure and Reputation Risk document setting up a Zoom meeting and request to acknowledge receipt. This can be found on folder C *Option 1: The 1st edition made by Jim           Option 2: - Recent edited version - Two days after the above email has been sent and we have not received a response, we follow up the COI either by telephone or follow up email 4.   Once we get a response from the COI and Zoom Meeting has been confirmed, Zoom is scheduled and the link is sent to the COI and request to acknowledge receipt 5.   Before the Zoom Meeting, Diana makes a call to the COI to confirm the Zoom and that he received the Zoom link and has checked Les’ and Jim’s LinkedIn profile and also the website. 6.   After the Zoom Meeting, an email is sent out with the partnership overview document (which we request for it to be filled and sent back in 5 days) which on folder D. 7.   Follow up with COI after 5 days if we have not received the partnership overview document by telephone (1st), WhatsApp (2nd) and Email (last) 8.   Once COI accept to work with LSM, legal agreement is sent out which is on folder E (This will depend on International or Kenyan based LSM) Note:-9.   If the COI was not sourced through LinkedIn, the following will be sent Send out the email on folder C saved as Email to COI Prospect not sourced from LinkedIn and attach the brochure and reputation risk document or Email to COI Prospect not sourced from LinkedIn and attach the brochure and partnership overview document with reputation risk Inside (Seek Les’ or Jim’s approval)

ProcessWhen a client wants a will, the following procedure is followed:-We send or ask the client to download the will checklist from the websiteOnce they complete the checklist, a draft is made and sent to clients until they are satisfied.The clients are asked to have 2 executors and 2 witnesses who are based in Kenya and an email is sent to them to inform them of their roles...that way we get their contactsA physical meeting is arranged at the lawyers office to get will(s) signed with the executors present