Agency Management Training That Produces Results
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 [email protected]calpoint.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