PURPOSE

This survey will help you identify the type of market in which you may be prospecting and selling should
you enter the Sun Life Financial Group of Companies.

It will also aid management in estimating your sales potential and in determining the type of training
that would be most beneficial to you.

The names you enter represent people you know today. Should you enter the business of selling life
insurance or pre-need, you will learn proven ways to meet new people and expand these markets.

While many of those you list are presently prospects for life insurance or pre-need, do not make an
interest for life insurance or pre-need a requirement for adding their names. Do not list names by any
predetermined selection rating, Simply list the first 1 00 names of those who come to mind most
readily.

Complete all of the information requested for each name. Your Christmas card list, personal telephone
list, alumni directory, club membership roster, and other similar sources may be used to help you
complete the list.

INSTRUCTIONS

Use the sample on page 3 as a guide for completing the 10 pages (duplicate) accurately.

Follow the instructions carefully:

1. Read the sources listed on the upper left-hand corner of the page. Select one source that
suggests many names of people you know and begin listing their names across the top of the
page. Above each name, write the letter to indicate the source that suggested the name to you.

Continue writing the names of people you know from that source until you have exhausted
the source.

2. When you have listed all the names from one source, return to the first name and indicate with
an X below each name your best estimate of the information requested.

Example: Under the category Yearly Income, you have four choices. Select what you consider to be the
most accurate choice and place an X in the box.

When you have completed the information for the first name, go to the next name and follow the same
procedure.

REMEMBER:You are making duplicates. Use the carbon paper provided. Bear down as you print the
needed data to make legible duplication.

1
SOURCES OF NAMES Source Letter H H H H H H H H A A

A. School Fam ily

itted

ez

riguez
n

ual
F. Known through hobbies

ng
Palawa

z
odrigu

Zamor

ela Cru
s Su b m

io Pasc
umulo
G. Known through church

ntos

od
Diaz
uiz
H. Known through social groups

Willie R

Pedro R
Ernesto

Ramon

Zeta Sa
Dina R
I. Known through com m unity activities

Jose D

Anton
Juan S
Name

Jesus
J. Known from past em ploym ent
K. People with whom you do business
Under Ps.75,000 x
Ps.75,000 – Ps.150,000 x
YEARLY INCOME
Ps.150,000 – Ps.375,000 x x x x x x
over Ps.375,000 x x
25 – 34 years old x x x x
AGE 35 – 44 years old x x x
over 45 years old x x x
Professional, Technical x x x x x
OCCUPATION
Proprietor, Manager, Executive x x x x x
Landowner x
ADDITIONAL STATUS Self-Em ployed x x x x
None of the above x x x x x
Single x x x
CIVIL STATUS
Married x x x x x x x
0 – 5 years old x x x x x x x x
NO. OF CHILDREN/ 6 – 12 years old x x x x x x x x x x
AGES OF CHILDREN 13 – 16 years old x x x x x x x x x x x x
17 – 23 years old x x x x x x
More than 5 years x x x x x x
LENGTH OF TIME
2 – 5 years x x
KNOWN
Less than 2 years x x
Close Friend x x x
HOW WELL KNOWN Casual Friend x x
Speaking Acquaintance x x x x x
More than 5 tim es x x x
HOW OFTEN SEEN IN 3 – 5 tim es x x x x
LAST YEAR 1 – 2 tim es x x x
Not at all
Easily x x x x
COULD APPROACH Fairly Easy x x x
ON BUSINESS With Difficulty x x x
Probably Not
Excellent x x x
ABILITY TO PROVIDE Good x x
REFERRALS Fair x x x
Poor x x

3
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6-A
7
7-A
8
8-A
9
9-A
10
10-A
11
11-A
12
12-A
13
13-A
14
14-A
NOTES