Striv­ing for Ex­cel­lence

Fu Cheh Shiun, Zurich Me­laka

Insurance - - MDRT -

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.

Newspapers in English

Newspapers from Malaysia

© PressReader. All rights reserved.