Striving for Excellence
Fu Cheh Shiun, Zurich Melaka
What are some common traits of an insurance agent always on the move?
An insurance agent is a person who works on a system and follows the system closely. This requires self-discipline and selfmotivation. He or she needs to be driven to excel in his or her career.
How can an insurance agent ensure that he/she makes the most of his/her day?
In my opinion, this refers to prospecting, closing case and servicing on a daily basis. For example, an insurance agent should schedule his or her time to meet up with three new prospects, be available to do one presentation and pay one visitation with existing client.
What is a key challenge faced by insurance agents?
The key challenges faced by insurance agents are lack of system, low/no goalsetting and lack of knowledge. The system here refers to the system that helps them to increase new prospects and skill of servicing.
How does one overcome this challenge?
One must have a mentor who can guide him/her accordingly and have a system that can increase new prospects list. One must have regular trainings as well so that he/she is able to have self-development or increase self-motivation. Besides that, reading or attending courses would also be able to help one to obtain knowledge in order to improve oneself.
What are some effective practices an insurance agent can follow?
Some effective practices including making telephone calls and sending out referral letter or e-mails. Besides that, an insurance agent has to develop a habit of visitations to clients. Visitations here is not limited to agent-client visit but it refers to a “friend” visit as well. Generally, clients do not like visitation on purpose; for example, to collect premium and try to introduce new product to them.
Do you have any advice for young agents wishing to enter the workforce?
They have to be truthful and serious in building their career.
What are some of the benefits of being an insurance agent and why?
Excellent prospects. Statistics have shown that the life insurance industry in Malaysia has grown many folds over the years. Growth in the industry is expected to continue. Therefore one should look at it as a long-term career rather than just seeking a job. Training will be provided which include: a) Coaching and support from sales managers and associates b) Structured learning on products, services and technology
c) Grooming agents to be top producers d) On-going learning on career planning, self-development and self-motivation
Statistics have shown that the life insurance industry in Malaysia has grown many folds over the years. Growth in the industry is expected to continue.