Wednesday, 30 November 2011

end of the financial year

today is the last day in the financial year for those in the insurance industry. 1st December marks the beginning of a whole new set of targets; a chance to erase the bad memories of the previous year, start on a new plate and build up a whole new base of clientele.

this year, there's a build up to the major convention 2013 in South Africa. For 2012, we're going to Melbourne! (for those that hit those targets of course). My district is heading to Hong Kong in March. and I? need to clear my head of any negative thoughts, and push forward to hit some of my personal goals.

I'd just like to share a few with you in hope that you would know what your support means to me, in hopes that you will support me harder knowing that i'm working towards these:
  • get married
  • buy a house
  • buy a car to get to my appointments
  • help my mum have a worry-free retirement
  • help my brother if should need any support in his ventures
  • prove to everyone that i don't give up, that i'm made of stronger stuff, and that i CAN create a name for myself
to a Glorious New Year,
Jessica

Tuesday, 29 November 2011

i don't know what to say..

"is there anything you want to talk about today?"

"umm...."

luckily (or maybe obliviously) of me, i've not really come across this situation unless i've brought it up first. maybe i'm just lucky to have been born a chatterbox, to want to talk about myself a lot more than listening to others.

talking is the first skill that a sales person (whether in my line or not) needs to pick up, or more accurately, to keep SOMEONE talking about something (whether that someone is you or not). creating rapport with someone you've not met before is not easy for many people.

this includes most singaporeans: we scowl as we commute in the morning and evening, we avert our eyes if we cross glances with someone walking in the opposite direction, we keep out heads buried in our smartphones as we wait for a more exciting event to happen; we barely smile if we're out on our own, much less make an effort to have a conversation with a stranger.

i've not really had a problem finding something to talk about, but what i've realized lately, is that my stories seem to be recycled - i hear something from someone and make use of it as if it were my own. i was urging my boyfriend today to tell a story about a secondary school friend of his and it dawned on me that it's not the first time i told him to repeat it to a different person.

getting on to the point - it's important to have an arsenal of questions at the ready in order to keep save a conversation from awkward silence.

but sometimes, pure listening works too.

people love talking about themselves (personal experience) and sometimes, that's the easiest way to find out more about the person that you're talking to. pay attention to the small details - what is that person talking about when he gets all excited, what subjects seem to be the most interesting? note the expressions, hear the change in pitch and speed of conversation, what areas of their lives are they the most concerned with.

sometimes it doesn't help to have just purely product knowledge - yes it helps, but ultimately, clients want something that best suit their needs and solves their problems.

in insurance, as i've mentioned before as one of my learning points, i want to learn to discern problems intrinsically and create effective solutions to these problems from my clients. as much as i'd like to talk about myself, it's important to know what's important to your clients, especially in comparison to  your own problems. and that is my job, in essence, to help people with their problems as they open themselves up to me.

the only way to reciprocate to someone who is openly volunteering sensitive information to me, is to listen in kind, take the time to analyze, reply honestly with my opinions, not being judgemental but offering the best of myself in the hopes of helping the person i'm talking to.

pondering,
Jessica

Monday, 28 November 2011

Existing Policies

today, i realized the importance of finding out what your client has existing before proposing a policy to them.

it's probably a common event in my line where a potential sale doesn't go through; i managed to follow up with something else, but that's besides the point.

i believe that i need to find out as much as i can about my potential client in order to propose a plan that:
  1. suits his needs
  2. fits his budget
  3. gives him adequate coverage in the 5 different aspects
in order to do that, we have to meet up a number of times before an actual plan is formulated. sounds troublesome? well, not as troublesome as planning something that ends up being useless, or worse yet, IMPLEMENTING such a policy.

for example, if you were to buy a friend a present, you wouldn't want to buy your friend the exact same present that someone else is going to right? i mean you CAN, but it would be nicer to get your friend something else he doesn't have.

knowing what you have existing in your insurance portfolio is just as crucial as knowing what you need to buy. and for me as an agent, it's one of the tougher aspects to master, especially when there are people who can't remember what they have, who don't have a current servicing agent, or even those that have policies that their parents have bought for them that they don't even know about!

perseverence and sincere enquiry is the best way to go about it though. I just hope that this enlightens those of you out there who think that after buying the insurance policy, they can just forget about it - the only thing left to worry about is paying the premiums on time.

My Battery is Flat.

Today was one of the scariest days of my life, (yes i am exaggerrating). but in all honesty, i was rattling my head about the thought that i would lose a chance to talk to a very potential client! How was i going to call her, how am i going to find her address, what if we end up not meeting up, what am i going to do about all my OTHER appointments, so on and so forth.

before leaving the office, i'd noticed that my battery was down to the low 30s on the battery bar and started consciously trying not to touch my handphone as much as i was itching to play a game on the bus.


i was actually down to my last 5% by the time i reached the shopping complex - i absolutely had to reply some messages from clients on my way (don't look at me like that! i know you are all saying "you know your phone is dying you still go and touch.")

Goodness knows how iPhones can eat battery life :( 

When I got there, i started hunting around for somewhere i could bring my phone back to life. i had no idea how i was going to do this, seeing as i don't have a charger physically with me.

luckily for me, i'm a sales-trained, super-no-face-girl, so i brazenly walked up to a young lady who was taking a lazy smoke outside and said: "hi, umm.. sorry, would you happen to know where i can buy an iPhone charger?" i said, fully intending to worry about the power outlet after settling the appliance (baby steps!).

"EH? i think you can go starbucks ah. they should have one lying around somewhere."

"REALLY?" i say incredulously, and the young lady nodded in the affirmative, apparently amused by my shock at so easily solving my problem of the appliance + power outlet at zero cost in one fell swoop. i trundled off happily in search of the aforementioned, iphone-charger-providing Starbucks.

after reaching said starbucks, (which had no charger) i was led on a merry goose-chase trying to see if any of its patrons had iphone chargers i could borrow for a minute or 2, at least to get my phone up to calling speed, to no avail.

Lo and behold, a Best Denki lay in the distance. and an APPLE COUNTER, like manna from heaven.

i asked the young men handling the counter if i could borrow one of their chargers, and buay-paiseh-ly (unashamedly) plugged my phone in the place of some skinny iPod they had on display. Ok, actually i was quite paiseh. i tried to work up conversation with the fellas at the counter, and ended up getting price quotations for the iPad 2 and also, figured out that the smart cover (as pictured below) was the best cover/skin to get an iPad.



I charged my phone up to 22% and happily walked off to look for my friends whom i was supposed to meet.

and what have i learnt from all that?
  1. the phone is the lifeblood of all insurance agents, without which, you can forget about meeting your clients (Thank God for the man that invented such convenient communication)
  2. buy a charger, or a portable battery add on.
  3. always keep it handy, one in the car, one in your bag, one in your underpants...
  4. when in doubt, talk to people.
Happy Monday Everyone :)
Jessica

Sunday, 27 November 2011

Communication

In most cases, life insurance planning is a dynamic event. As your life evolves, your needs change; the make up of your insurance should also change as your needs change. You should check with your advisor once in a while to figure out how your finances can be better put to work for you, if not to just have a coffee and catch up with him or her.

For me as an agent, i hope that i will have plenty of opportunities to catch up with my clients and friends. it's a joy to see them change, grow up, settle down over the years, and i'm sad to say that i've not put as much attention on each individual person as i should have. i hope to be more of a friend than an advisor to them, and sometimes it's a little hard when people tend to associate you with the Repo Man - only shows up when he comes to collect.

I'm trying my best to change my habits: i used to be a hi-and-bye girl. i have many friends in many places, and i used to believe that if the relationship was strong (i.e. the rapport you have when you're together), the less you'd actually need to meet up.

what's the point in finding out what each other had for lunch, whether your boss shouted at you today, whether you're going to the bird park next week, when you can meet up once in a while and catch up on the major events like i had a kid, i got married, i changed my job?

obviously, that way of thinking is WRONG WRONG WRONG

i've learnt from this audio book i've been listening to (How to Win Friends and Influence People by Dale Carnegie) is that everyone is their most important person to themselves and sometimes, speaking to people and listening (see paying close attention) to what they have to say is the only way to let them know that you DO think they are important, even if it is just the little things like lunch, boss, outings.

as much as i feel the need to talk to them about insurance, unfortunately that automatically links the sale of products which does govern my salary; i don't want my friends to think i only show up when i want something - which is what they tend to do when you don't keep in touch often enough. more importantly is that they are protected - they are important and they should make sure that they have taken steps to protect this "self worth". that should be the mantra of every agent in the agency and again, I hope that through this simple blog, i'm able to portray that about myself, whether or not it leads to a sale.

be protected everyone!
Jessica

Friday, 25 November 2011

filling in forms

i've had an opportunity to meet a lovely couple today whom i also have the privilege to have know as personal friends. and i realized, how little practice i have filling in forms, precisely because i haven't had very many opportunities to fill in forms. it's only because they are my friends that i'm certain is why they've tolerated my limited knowledge in form-filling.

i don't want to blame anyone but myself for not knowing how to fill in their forms as completely as i could've today. which is rather upsetting as i used to think of myself as meticulous on the border of being OCD

the hassle of having to meet up your agent again to re-fill or re-sign or counter-sign forms (as mentioned previously with underwriting amendments) can very easily blindside the benefits of the policy and totally turn you off signing up with an agent completely.

i know i need to go into office and start to ask for help to make sure that i've got all these administrative details down; as i've said before, i would hate to be an inconvenience to my clients when what i'm supposed to be doing is taking away inconveniences (albeit potential in the future issues).

pointers to myself, and an FYI to clients out there who are worried about having one-too-many meetups with your agent:
  • make sure i know the procedure to submit forms
  • run through the list of documents i need before i meet clients
  • make sure i have triple copies of every form before i leave the office (murphy's law everyone!)
  • try to sign additional copies of forms that require signatures to counter for possible errors (which require cancellation/counter-signatures)
  • double check my forms and fillable blanks before leaving
  • always pre-empt my customer in case i need to get forms resigned/redone
at the end of the day, i'm definitely not disheartened that i have this problem because i believe that i have understanding and caring clients who've already given me this chance to serve them. (now i've said it, it HAS to be true ;) haha!) but most importantly i'm to learn from my mistakes and continue to prove that they have rightfully placed their trust in me.

humbled and learning,
Jessica

"i'll worry about it when i get there"

"(Fr:HDBSales-SMS)SBF(Sep11): All 5-rm flats at XXX for Chinese have been selected. Your seln appt is cancelled. Pls do not reply."

Most depressing SMS i've received in a long long while. For those that know I've been applying with John, you'd also know that we had a fantastic queue number - only double digits. well, that's what i get for setting my hopes up.

i've actually been trying not to think about the house, or the money that's going to be involved in it for the longest time. my mentality was "i'll worry about it when i get there, because i have bigger more pressing issues to worry about". well looks like i won't even have a chance to get there because the chance has come and gone.

i'm sure some of you can relate: you set yourself up for a big event in your life, but murphy's law shows you up and there's nothing you can do about it.

i guess that's what i'm trying to get at with insurance? not that i could've insured that i would be able to select a flat from the government (although that would've been amazing!). there are other areas in life that should really be focused on lest something actually happen. then thinking about protection then wouldn't make much of a difference to the situation.

the below is a normal definition of "(to) insure" from a dictionary.

in·sure/inĖˆSHo͝or/



Verb:
  1. Arrange for compensation in the event of damage to or loss of (property), or injury to or the death of (someone), in exchange for...: "the car is insured for loss or damage"
  2. Provide insurance coverage.
what i think should be added on to that is "to guarantee that there is no opportunity cost suffered (in any/some certain events)".

Don't worry about what to do when you get there because one never knows what the future will bring.

be protected everyone!
Jessica

Laziness

this morning i am feeling LAZY


i wish i could be lazy, but i can't afford to be. laziness is the downfall of the insurance business and obviously my income.

we all would love to be lazy, sitting by the beach, or going for a round of golf, or even just sitting at home and veg-ing out by the tv everyday.

but that's not going to get us anywhere.

aside from my laziness, many people are lazy when it comes to their insurance. the general feeling is "i'm not going to die what, why buy insurance now?"

it's difficult to convince people to do something about protection in their life when they don't have a epic NEED or WANT to do something about it. Luckily for me, i know some people who are worryworts (just like me!) and are eager to ensure that they've got this aspect of their life covered.

Just a few points i think you should consider about why you shouldn't put off thinking about your financial future:
  • premium rates increase with age
  • buying now means your premiums are locked in at age of purchase (for selected products)
  • what if something happens? (touch wood!!)
    • not everyone who wants to buy a policy later in in life can actually buy it
    • and what if you don't have anything at all to be your safeguard?
the last point is the most scary. i know many would call it kiasu (scared to lose out) or kiasi (scared to die) but there's nothing better than that assurance that your family members will be taken care of if you're not around at this very moment in time.

for me, that means i cannot afford to be lazy. i have to be up-and-at-'em for the sake of those who are lazy. I hope through insurance, i can take away whatever worries my clients may have and allow them the luxury to be lazy. :)

be protected everyone!
Jessica

Thursday, 24 November 2011

If you don't know what you have...

Nowadays, many many many people have insurance. some even have insurance that they don't even know about! their parents may have bought it for them when they were kids and these policies and their documents are hidden away, somewhere in the deep recesses of their storerooms. some have actively bought their own policies when coming into their own financial independence, but one thing is for sure:

it's a rare gem that does not have any coverage at all.

in actual fact, even these rare gems, also have insurance cover. In Singapore, there are 2 government implemented policies - DPS (Dependent's Protection Scheme) and Medisave; these cover death/disability and hospitalization events.

To go into these is a totally different ballgame altogether, but what i'm trying to bring up here, is that not everyone who has policies, knows exactly what they are covered for!

i've realized that many people think that once they have a single policy, or a family agent, it automatically means that they are "safe" from the effects of a so-called disaster event. that is totally NOT TRUE.

some simple checks:
  • when was the last time you did a review
  • do you know what events you are covered for (refer to the 5 Aspects)
  • do you know how much you are covered for
  • do you have someone else who knows (besides your agent)
very importantly is the fourth point where you need to let someone else know about what you have. the whole purpose of insurance is to make sure that there is a safeguard for your loved ones if something happens to you. pick a close and trusted friend or family member who will be able to help in the claims process if anything happens where you become unable to handle the claims personally.

 if you know exactly what you have and how much your family will have, you can take control of your protection and ensure that your family will be truly protected; they can receive help as soon as possible and have the assistance that they need if anything happens to you. and remember, if you don't know what you have, you don't know what you can claim.

be protected everyone!
Jessica

Just a little Reminder that..

I doubt you'll ever have a bad a day as this one...

http://9gag.com/gag/597426?ref=fb-share

No Shows

ok, now people are probably going to start wondering what i'm doing, being so free, typing all these posts in such a short period of time.

i've just had an umpteenth no-show today.

being the insecure girl that i am, i can only ask myself:
  • was i too pushy? did i call to confirm too many times?
  • should i have confirmed earlier?
  • what did i do wrong?
i guess what most people would think of when they're stood up by someone else is: "why am i wasting my time with someone who doesn't appreciate my time and effort" and i know better than to take this type of "rejection" personally.

but, it still hurts.

maybe i should be asking myself what i could have done differently to ensure i wouldn't be stood up? i know that in a lot of cases that the excuses are legitimate - last minute meeting, i won't be in the country.... but it becomes difficult to separate the sincere and the insincere.

i know that i am better than letting myself harp on my disappointments, and to keep shouldering on. but it helps to rant a little about it sometimes. i hope to pride myself in my dedication to my clients - when i make promises i keep them. appointments are promises to see someone and i like to fix a date and keep it, be punctual for it, prepare for it as much as i can.

i just hope that in that little commitment i make to every potential client, i can help someone to realize that he needs protection in his or her life.

staying positive,
Jessica

Whole Life Vs Term Life

Alright, now that I've shared a bit about life insurance, I'd just like to share a little bit about what some people have been asking me - it's about the differences between Whole Life and Term Life policies. 

It's an important question for those that are in the market for cover on death and disability so I thought i'd just compile just one or 2 responses that I felt sums it up pretty well, to help you get a basic idea:

When shopping for life insurance, you face the same decision you must make when you're in the market for a new car: lease or buy? Those aren't the words used for insurance, of course, but the concepts of term and permanent life insurance are similar to leasing and buying.

Term insurance is like leasing a car. You purchase death benefits for a specified period --usually 5, 10 or 20 years. When the period is over, it's like turning in the leased car. The deal is done and you walk away.

Permanent insurance, on the other hand, is like buying the car you plan to drive forever. Permanent insurance stays in force as long as you live. It will pay a death benefit, and it accumulates a cash value, too.

The two kinds of life insurance are appropriate for different situations. Term insurance is designed for those who are interested solely in a death benefit; for example, a young father who wants insurance so that his child will be able to afford college if Dad is not around to pay the bills. There is no cash value to this kind of insurance, so often the premiums are lower than they are for permanent insurance. But as the insured gets older, the premiums increase.

Permanent insurance combines a death benefit with a cash value, or savings component, which grows tax-deferred. Many policyholders borrow from the cash value to pay for things such as a college education, or convert their cash value into a retirement fund.

As you might expect, permanent life insurance premiums are more expensive than term premiums because some of the money is put into a savings program. The longer the policy has been in force, the higher the cash value, because more money has been paid in and the cash value has earned interest, dividends or both.

The debate is all about that cash value. If you buy a policy today, your first annual premium is likely to be much higher for a permanent life policy than for term.

However, the premiums for permanent life stay the same over the years, while the premiums for term life increase. That extra premium paid in the early years of the permanent policy gets invested and grows, minus the amount your agent takes as a sales commission. The gain is tax-deferred if the policy is cashed in during your life. (If you die, the proceeds are usually tax-free to your beneficiary.)

The saying you always hear is, "Buy term and invest the difference." The fact is, it depends on how long you keep your policy. If you keep the permanent life policy long enough (and the market ever fully rebounds), that's the best deal. But "long enough" varies, depending on your age, health, insurance company, the types of policies chosen, interest and dividend rates, and more. The reality is that there is not a simple answer, because life insurance is not a simple product.


My personal take on it? A mixture is always a good way to go in order to have a pretty balanced coverage amount against premium payments.

Provided you have a budget, it's obviously better to put your money into something that could possibly give you returns at the end of the day, but sometimes, the coverage is more important than the potential growth of your money depending on whether there are people counting on you for any reason at all.

Insurance after all is meant to provide you a safeguard for any situation where there's an opportunity cost in any event of loss of a person's life or income or even ability to carry out daily activities.

In short:
  1. Term provides high coverage at a low price but doesn't have any solid value at the end of the day.
  2. Whole Life provides a form of savings and guard against inflation. It can be thought of as a vehicle to put money away for a rainy day.
Most importantly, consider carefully what your objective is, and whichever way you intend to go, remember again, that it's best to be covered a little, than not at all.

Be protected everyone!
Jessica

Declaring in Good Faith

First thing when i woke up this morning, like many people, i had many things on my mind. what's on my mind today is however somewhat disturbing: has my insurance application been processed?

a few days ago i signed myself up for a term life plan - which provides affordable high-level protection for death and disability. i thought i'd just get something from myself to boost my confidence and i'm not ashamed to say that my networth is still nowhere near my ideal value, (obviously i put a very high premium on my own life. i'm such a lovely person!~)

well, logging into our agent internet access page (where i can check my client's policies and review any pending case issues), i cross my fingers that everything has gone through without a hitch.....

unfortunately:
well. Can't say i didn't expect that to happen.

i have family history and have done a test in the past where, although, results were normal, more or less confirmed my risky-ness for cancer in the foreseeable but hopefully distant future. 

I'm comfortable in my own skin to share with you my personal issues as i know many of you are ok to confide in me. rest assured i know these details are VERY VERY sensitive and not everybody is so nonchalant about letting the whole world know about their health like i am. i'm not searching for pity here, but rather would like to discuss the issue: to declare or not to declare.

the case for non-declaration:
  1. no loading (where an additional amount is imposed on the premiums paid)
  2. the case is straight forward and protection can be enforced quickly and easily. No need to go and get examinations done, i.e. less mafan (troublesome)
and the case for declaration in good faith:
  1. the company will be able to honour your claim with minimal investigation. Discrepancies make it difficult to justify whether a condition is pre-existing and therefore they need to determine whether the customer was trying to "cheat" the company.
  2. peace of mind that you won't be "found out" to be lying
  3. feel good about yourself that you did the Right Thing
(ok that last one was just a little joke. but it SHOULD feel good to do the right thing!)

So although for me, it now means that i need to go and get the questionnaire done up, maybe an ultrasound, at least i take comfort that if i don't fudge some details, noone can find out about some undeclared nonsense and void my contract altogether (point #1 for Good Faith)

as a new agent, this is a big lesson for me to learn what may or may not require more reports/questionnaires when submitting an application. I want to try and eliminate any inconveniences to my potential clients.

to insurance seekers, don't worry about these little hiccups in the process of your application for insurance and take heart that you are still getting insured! it just takes a longer time to get it up in force and it is always better to be protected at a higher price, than not protected at all.

Be protected everyone! :)
Jessica

Wednesday, 23 November 2011

5 Aspects to Look At

I thought that i would do double time since i've decided to start up a blog. i thought i would just start with a short list that might be helpful for those that are starting to think about their financial portfolios.

5 aspects that you should look at when thinking about your protection - in order of priority:
  1. Hospitalization
  2. Accident
  3. Critical Illness
  4. Death and Disability
  5. Savings and Retirement (Investments)
At this point, let me just say, i was about to write a very lengthy discussion about why these are important and why the priority is in this manner, so on and so forth. But i was also taught every person has a different need. It would be difficult for me to declare absolutes, and i certainly don't want a lengthy debate about why i think this way. for that, i'd be happy to meet up with you to discuss :)

i hope that i can create more awareness about it, but the choice is always yours to make about your own protection!

Be protected everyone! :)
Jessica

Starting the Journey

Hello!

here starts my first ever post about my journey in insurance. whether you are a friend, a client or hopefully a bit of both, I hope to share with all my thoughts about being in the industry - my trials and successes, wishes and dreams, hopes for myself and for you, and while doing so to shed a little light on me as a person.

I hope to provide information and insight to the current trends in my line of work and hopefully learn more about you as you learn about me. i certainly hope that i won't be dry in my writing, and short of this post, that i won't be long-winded or round-about in my words. i hope to keep you entertained and updated as i continue to maintain this blog. 

I endeavour to keep all situations as anonymous or generic as possible. all the words written here will be solely of my own opinion. i hope to hear from each and every one of you, whether good or bad, so that i can improve myself, to become more understanding of each person's needs and to become more approachable that i will be able to help more people.

NOW, disclaimer being dispensed with:

the journey so far: i'm 2 months along in the business and now facing a number of questions. posed not only by my friends and clients to me, but slowly i begin questioning myself. 
  • what led you to join an insurance company? 
  • how long are you going to stay in the company and do financial planning?
  • why should i put my money with you?
 i admit, that i did not have the answer when i first started out. i honestly was drawn by the potential earnings, the flexibility in time schedule, yada yada yada. but now, posed with these questions, i ponder (hence the title of the blog :D). 

i have only 3 words to say:
it is hard.

to cut a long story short, (as i know many of my friends have already heard my long story of how i ended up joining AIA and my current boss), let's just say, that i have found a calling. my outlook on insurance has changed much now that i've learn about the impact of it on one's life. 

short of sounding like a sales' spiel, 
  1. i believe in the product
  2. i believe that it will help people
  3. i believe that i can help people by telling people about (and not selling people) the product (although, purchases are very, very welcome, hurhur :D)
it might take a while to verify my sincerity especially when the whole crux of the matter is connected with my income, but i hope that in time to come, people will see that it's just not just lip service, but something i firmly put my faith in.

so as we march onwards, i hope that i will be able to prove myself worthy as a friend and advisor to the least of you.

Now i just figured i should come up with some witty one-liner so that my posts don't end abruptly and here's what i got, i TOTALLY welcome comments if anyone has a better sign-off than this. many minds harbour many ideas, much more than my one person can think of ;)

Be protected everyone! :)
Jessica