Agency Man­age­ment Train­ing That Pro­duces Re­sults

Insurance - - CONTENTS -

Launched in Septem­ber 2013, the Cer­ti­fied Agency Man­ager (CAM) pro­fes­sional des­ig­na­tion pro­gramme of­fered by Univer­sity of Malaya’s Cen­tre for Con­tin­u­ing Ed­u­ca­tion (UMCCed) has gained broad ac­cep­tance by life in­surance com­pa­nies in the re­gion. This Pro­gramme, de­vel­oped in col­lab­o­ra­tion with Fo­cal Point Man­age­ment Con­sul­tants Sdn Bhd, is de­signed with the needs of Asian agency man­agers’ in mind. The de­vel­op­ment com­mit­tee com­prises prac­tis­ing man­agers from Hong Kong, Sin­ga­pore and Malaysia.

Among spe­cial fea­tures of the CAM Pro­gramme:

1. Use of real case stud­ies from around Asia

2. Learn­ing of best prac­tices col­lated from around Asia

3. Heavy em­pha­sis on role-plays and ac­tion projects

4. Field ap­pli­ca­tion tools suitable for cur­rent en­vi­ron­ment are pro­vided

5. A 6-step 9-month de­liv­ery model helps to en­sure sus­tained ap­pli­ca­tion, there­fore achiev­ing real re­sults

The CAM Pro­gramme has at­tracted par­tic­i­pants from Malaysia, Hong Kong, In­done­sia and Philip­pines, and sus­tained ef­fort is be­ing made to cus­tomise the Pro­gramme for ma­jor mar­kets such as China and In­dia.

Among re­sults achieved by par­tic­i­pants as re­ported in their ac­tion projects:

Tar­geted Re­cruit­ing Sem­i­nar: out of 76 first-con­tact at­ten­dees, 30 com­pleted con­tract ap­pli­ca­tion forms with fees for li­cens­ing ex­am­i­na­tion

Re­cruit­ing through Mails: through a mail se­ries of 150 pe­ri­odic mails, 9 re­spon­dents were recorded end­ing with 4 con­tract agents

Re­cruit­ing through Emails: of 52 emails sent to re­ferred leads, 9 new agents were con­tracted

Gen-Y Re­cruit­ing: of 54 col­lege grad­u­ate/BPO em­ployee agents con­tracted, a 6-month re­ten­tion of 27% is recorded. Most im­por­tantly, a best-prac­tice les­son from among those re­tained!

Out­come-based New Agents Ori­en­ta­tion: of 28 newly con­tracted agents over a 6-month pe­riod, 20 of them achieved in ex­cess of 4 cases per month in their first 9 months in the busi­ness

Bi-weekly Di­a­logue: agent ac­tiv­ity su­per­vi­sion that forms healthy sales en­vi­ron­ment

New Lead­ers De­vel­op­ment: a sus­tained pro­gramme to con­tin­u­ously train new unit man­agers that pro­duce in ex­cess 2 times con­tract main­te­nance re­quire­ments

Of the first en­rol­ment of 79 par­tic­i­pants (from 7 com­pa­nies in Philip­pines, Hong Kong and Malaysia) in 2013, 75 com­pleted the Pro­gramme and were awarded their CAM des­ig­na­tion in an in­ter­na­tional grad­u­a­tion cer­e­mony in Kuala Lumpur in Jan­uary 2015. Cur­rently, there are also par­tic­i­pants from dif­fer­ent com­pa­nies in In­done­sia on the pro­gramme. The 2nd In­ter­na­tional Grad­u­a­tion Cer­e­mony is planned for Au­gust 2016.

The CAM Pro­fes­sional Des­ig­na­tion Pro­gram is now avail­able in Ba­hasa Malaysia, English or Man­darin.

The Malaysian In­surance In­sti­tute is sup­port­ing to make the CAM Pro­fes­sional Des­ig­na­tion pro­gramme avail­able to com­pa­nies on an open-en­rol­ment ba­sis. The next in­take is sched­uled for March 2016 in the MII City Cen­tre. De­tailed in­for­ma­tion such as fees struc­ture and 2016 sched­ule can be ob­tained from MII of­fice or email khorhh@fo­cal­point.com.my

Grad­u­ates at­tend­ing the cer­e­mony to­gether with dig­ni­taries

The vale­dic­to­rian of the In­ter­na­tional Grad­u­a­tion Cer­e­mony, Ms Venus Lo, from Hong Kong

Dato’ Prof. Dr. Man­sor Isa of Univer­sity of Malaya de­liv­er­ing his speech dur­ing the 1st In­ter­na­tional Grad­u­a­tion Cer­e­mony

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