asia trusted life agents advisers awards 2017 · 2n asia truste life agents advisers awards 017 3 3...

How to EnterEntries Deadline: 21 March 2017 (Third-Party Nominations) 14 April 2017 (Self-Nominations)

Qualifying Period: 1 January 2016 – 31 December 2016Awards Judging: 23 May 2017, Hong Kong

Gala Awards Dinner: 12 July 2017, Singapore

www.asiainsurancereview.com/asialifeawards/

Co-Organiser:Organiser:

2ND ASIA TRUSTED LIFE AGENTS &

ADVISERS AWARDS 2017

2 2ND ASIA TRUSTED LIFE AGENTS & ADVISERS AWARDS 20172

Sponsor:

Supported by:

Strategic Partner:

3 2ND ASIA TRUSTED LIFE AGENTS & ADVISERS AWARDS 2017 3

Message

hat a great joy it is to launch the 2nd Asia Trusted Life Agents and Advisers Awards.The 1st Awards, with nine winners from six markets in Asia, was a phenomenal success as it scored a first

on several counts. We served as a neutral platform to bring agents across companies and across markets to be recognised and saluted at a time of disruptive innovation in the tech era. We felt that the industry was a winner for pulling this through at a time when disintermediation was raised as a sword. Yet now the buzzwords are tech-enabled Agent & Adviser.

So we are set to launch this year’s Awards, drawing lessons from our first experience and we hope to make it better and more comprehensive in coverage. This time, we will have a fixed format for the basic submission and then more to allow agents to excel subsequently. We will have video clips of finalists making their pitch to the Judges for the second round of judging.The hallmark of success of any Awards is the defined criteria and transparency of the process which is independently audited. The winners of this Awards will be picked by a panel of distinguished judges of leading life insurance professionals, association heads, regulators, and consumer leaders in Asia and the international milieu.

It was a huge success that has set higher standards for both Asia Insurance Review and LIMRA as co-organiser. We are determined to make the 2nd Awards even better and will be hosting an International Training Summit for Agents and Advisers on 11-12 July so more agents will have reason to be in Singapore during the Gala Awards Presentation Dinner.

The Awards, in its purest form, is really to provide a platform to let agents and advisers take centre stage to highlight real contributions they have made to society as agents. This year, to further the cause, we have also added a CSR category as much of the great heart-rending work agents do for people and society is often forgotten as just sales gimmick. And not to be left out in the new world, we also have added a most innovative sales category. There is much brewing and the world is expanding and not shrinking for agents and advisers. We at Asia Insurance Review and Agents WIN, our online weekly insurance newsletter, are right here to rah-rah the professional agents.

I am also grateful to my friend and mentor, AIA CEO Mark Tucker, who campaigns for the unsung heroes of the insurance industry, the agents and advisers, to continue to serve as the Patron of the Awards. I thank AIA and Sun Life for keeping faith with the Awards despite the changing times and egging us to go further and to reach that extra mile.

The Awards, with defined criteria and a highly transparent process with EY as independent auditor and backed by a distinguished Judging Panel of insurance leaders and life association heads and experts, is truly making a difference. We are right here to stand by them to boost the image of insurance in a world where everything can go viral.

My very best wishes to all agents and all insurance executives who serve behind the scenes to help agents

realise their full potential through service with a smile.

Sivam SubramaniamEditor-in-Chief, Asia Insurance Review & Middle East Insurance Review

Building on the Awards’ success


Message

You have demonstrated exceptional professionalism, knowledge and commit-ment to the financial services industry and LIMRA is honoured to play a role in recognizing the best and the brightest financial professionals in Asia at the second annual Asia Trusted Life Agents & Advisers Awards ceremony.

Our 2017 Industry Predictions report identified five major drivers of change in our industry: regulation, the changing consumer, technology and innovation and talent management. Aside from the regulatory environment, LIMRA’s research shows that as technology has advanced, consumers’ expectations and preferences have changed. As a result, we must change to engage with them on their terms. We must leverage the information we know about these consumers - and consumer like them - to figure out the best approaches to connect with them, teach them about the importance of life insurance and saving systematically for retirement.

Given how much ecommerce has grown throughout the world, one would expect that people want to buy our products online. Yet, the most recent LIMRA studies in-dicate that consumers of all ages and ethnicities want to work with a trusted financial professional to make important financial decisions. What you do matters and our re-search indicates that consumers across the globe recognize the value of working with a financial professional to help them secure their future.

While there has never been a greater need for financial advice, the job of providing financial advice has become more difficult. To succeed in today’s competitive world, it takes a keen awareness and a thorough understanding of the underlying market forces. At its core, LIMRA is a research organization, offering actionable, credible insight into insurance and retirement trends. From sales and distribution benchmarking and product utilization to in-depth analysis of consumer behaviour, carrier and adviser use of social media and technology, and regulatory changes, LIMRA’s research program continues to evolve and grow as our members’ needs change.

As the trusted source of industry knowledge, LIMRA hopes our research and training programs will help you and your companies find successful strategies to meet challenges of today and tomorrow, fulfilling our common mission to protect families’ financial security throughout their lives.

Good luck to all!

Robert A KerznerPresident & CEO, LIMRA, LOMA and LL Global


The Judges

Mr Bharat KannanChief Distribution Officer, MetLife Asia Ltd

Mr Bosco LauRegional Managing Director, LIMRA and LOMA

Mr Dirk PereiraPresident, Insurance Association of Sri Lanka

Mr Joseph KwokPresident, Financial Planning Association of Singapore

Mr Lars HeibutzkiChief Distribution Officer for Asia Pacific, Allianz

Mr David PiesseAsia Pacific Ambassador, International Insurance Society

Ms Carene ChiaChief Distribution Officer, Sun Life Financial Asia

Mr Jason SuenManaging Director of Asia-Pacific, Hearsay

Mr Joe ChengChief Executive Officer, Group Agency Distribution, AIA Group

Mr Larry HartshornCorporate Vice President and Director, International Research, LIMRA

Mr David GrantRegional Chief Agency Officer, Manulife Asia

Mr Leong Sze HianChairman, Singapore Professional Centre


The Judges

Mr Sanjay TolaniCEO, Goodwill World

Mr Terry LiHead of Bancassurance, DBS Bank.

Mr Victor AppsIndustry Veteran and Former General Manager for Asia, Manulife

Mr Robert PainChairman, Association of International Life Offices

Mr Robert PangChairman, Insurance Agents Registration Board, The Hong Kong Federation of Insurers

Mr Royce LeeCommittee Member, FSMA (Financial Services Managers Association)

Ms Rizalina G MantaringBoard Member, Philippine Life Insurance Association, Inc

Dato’ Haji Syed Moheeb bin Syed KamarulzamanCEO, The Malaysian Insurance Institute

Mr Matthew MaguirePresident, Singapore Actuarial Society

Mr Mark SaundersGroup Chief Strategy and Marketing Officer, AIA Group


For all categories, the qualifying period is 1 Jan 2016 to 31 Dec 2016Important NoteThe organisers reserve the right to disqualify entries that do not meet the entry requirements.

Eligibility• Entries and nominations are open to all relevant candidates operating in any of the markets in Asia.• Participation in more than one category is allowed.

NominationsSelf-nominationsIf you are nominating yourself or your own company, using the criteria for guidance, explain in not more than 1,200 wordswhy you or your company should win the award. Submit your entries by 14 April 2017.

Third-party nominationsIf you are nominating another individual or company, submit a 300-word statement summarising why the nominee wouldbe a worthy recipient of the award by 21 March 2017. If the nomination is shortlisted, the Awards Administrators will contactthe nominee and invite them to submit a full application.

Application requirements• All entries must be in English and submitted by 14 April 2017.• Download the application from at www.asiainsurancereview.com/asialifeawards• Submission may be done online at www.asiainsurancereview.com/asialifeawards Or by email to [email protected]. • All submissions should: • Specifically address each criterion and must be backed by examples. The judging panel reserves the right to only consider applications that separately address each criterion in the selected award category. • Not exceed 1,200 words. The judges will not read beyond the word limit. Entries without the required write-up will not be considered. • All write-ups should consist of text only. Visuals and pictures should be appended separately as supporting documents/attachments (see below). • Be endorsed by a company representative to ensure accuracy of the information provided. • Supporting documents/attachments: • Should be included to back up assertions made in the submissions • Shall be limited to four pages. These will not constitute part of the word count. • May include client testimonials, official production records, proof of service to association/industry/society, academic qualifications, proof of activities and improvements.

Judging• The Judging Panel comprises eminent leaders and insurance professionals from the industry.• There will be two rounds of judging by the Panel: the first is by remote-scoring to select the finalists; the second will be a

meeting of Judges to deliberate and select the winners by secret ballot.• Short-listed finalists to answer a set of questions in advance via video for the final judging.• The Panel’s verdict is final.• The judging process will be audited by an independent auditor.• The organisers reserve the right to publish information of winning entries given at nomination.• The results will be kept confidential and winners will only be announced at the Gala Awards Dinner on 12 July 2017 in

Singapore.

How To Enter


The Categories

Insurance Agent of the Year

Rookie Insurance Agent of the Year

Financial/Bank Adviser of the Year

Insurance Agency Leader of the Year

For the tied-agent who has demonstrated an outstanding performance track record, expert knowledge, placing the interests of clients first and service to the industry.

For the individual under the age of 35 with fewer than three years of industry experience, who has demonstrated an outstanding performance track record, expert knowledge, placing the interests of clients first and service to the industry.

For the adviser from a FA firm or employed by a bank who has demonstrated an outstanding performance track record, expert knowledge, placing the interests of clients first and service to the industry.

For the agency/group leader who has demonstrated a high level of group production and recruitment, strong leadership qualities with systems in place, commitment to professionalism and service to the industry.

Criteria• Performance as measured by MDRT standards –

commission, income and/or premium.• Commitment to continuous learning and upgrading

of skills and competence through professional certifications.

• Demonstrates professionalism with expert knowledge and placing the interests of customers first, and having in place a system to service clients and develop long-term relationships.

• Service to the industry through participation in associations, enhancing industry standards, promoting the value of insurance and giving back to society.

Criteria• Provide a brief background on immediate past career

and the reasons and motivations in making the switch to the insurance industry.

• Performance as measured by MDRT standards – commission, income and/or premium.

• Commitment to continuous learning and upgrading of skills and competence through professional certifications.


• Service to the industry through participation in association, enhancing industry standards, and promoting the value of insurance and giving back to society.

Criteria• Performance as measured by MDRT standards –

commission, income and/or premium.• Commitment to continuous learning and upgrading

of skills and competence through professional certifications.


• Service to the industry through participation in association, enhancing industry standards, and promoting the value of insurance and giving back to society.

Criteria• Performance as measured by number of new agents

recruited, MDRT producers and group commission levels and/or premiums.

• Strong leadership qualities with systems in place for the group on recruitment, client servicing, and training and development.

• Demonstrates a track record of consistently helping agents and/or managers to succeed.

• Commitment as a leader and as an agency/group to continuous learning and upgrading of skills and competence through professional certifications.

• Service to the industry as a leader and as an agency/group through participation in association, enhancing industry standards, and promoting the value of insurance and giving back to society.


The Categories

Rookie Insurance Agency Leader of the Year

Life Insurance Broker of the Year

Agent/Agency Innovation of the Year in Sales

Agent/Agency CSR Initiative of the Year

For the agency/group leader under the age of 35 with fewer than five years’ of managerial experience, who has demonstrated a high level of agency production and recruitment, strong leadership qualities with systems in place, commitment to professionalism and service to the industry.

For the life insurance broker that sets the professional standards for others to measure against, and places its clients’ interests first.

For the agent/leader with an innovative approach to trumpeting the importance of financial planning with clear and measureable impact on sales and narrowing the protection gap.

For the agent/leader who has committed substantial resource and time to achieve significant and sustainable benefit to the community in social, economic, and/or environmental arenas, through non-profit-driven ventures.

Criteria• Performance as measured by number of new agents

recruited, MDRT producers and group commission levels and/or premiums.

• Strong leadership qualities with systems in place for the group on recruitment, training and development, and client servicing.

• Demonstrates a track record of consistently helping agents and/or managers to succeed.

• Commitment as a leader and as an agency/group to continuous learning and upgrading of skills and competence through professional certifications.

• Service to the industry as a leader and as an agency/group through participation in association, enhancing industry standards, and promoting the value of insurance and giving back to society.

Criteria• The firm that places its clients’ interests first, is

independent and transparent with its fees and charges.

• The firm that is responsive and committed to training and development to enhance its professionalism and expertise.

• Invests in the necessary technology and platforms to help in the work of its financial planning process with clients and customer servicing.

Criteria• Extent of innovation and originality of approach. • Proof of improvements in productivity and/or

narrowing of protection gap.• Enhances the image and professionalism of insurance

agents/advisers in serving the needs of the public.• Advances the important role that the insurance

industry plays in society.

Criteria• Solves a real need in society, with tangible and

sustainable benefits to the community.• Demonstrates and provides key examples of work

from the CSR programme with details on motivation, capital resources, commitment, results and benefits.

• Demonstrates evidence of the community’s support/appreciation of the CSR initiative.

• True “grassroots” engagement with the community and concerted commitment throughout the qualifying period.


The Categories

Affinity/Bank partner of the Year

Technology Provider of the Year for Agents

Inspirational Agent/Leader of the Year

Executive Champion of the Year

For the affinity/bank partner that has demonstrated placing importance on the risk or wealth management needs of their clients and has worked in close partnership with the insurer in meeting these needs.

For the technology provider that has supplied the platform, either point of sales system or backend technology, to assist agents in their course of work in servicing their clients by simplifying the financial planning process, the application procedures and/or filing of claims.

For the agent/leader with the most inspiring story of having helped a client in time of need, helped agents/managers to achieve breakthrough, or achieved personal breakthrough.

For the CEO or corporate executive who has championed the interests and importance of agents with dedication.

Criteria• A mutually beneficial relationship where the partner

can tap on the insurer’s suite of solutions to meet its clients’ needs, and the insurer can extend its reach to help meet the needs and close the protection/savings gap of society.

• A focus on customer-centricity where a single point of contact and/or an integrated approach is used in terms of procedures, financial consultations, customer service and claims.

• Demonstrates true partnership with tailored solutions and services for the partner’s clients and/or access to the partner’s products and services for insurer’s clients.

• Commitment to a long-term partnership.

Criteria• The technology provided assists the agents at point

of sales through its ease of use, simplifying the process for agents and clients in financial planning and application, ensuring compliance with regulatory requirements and boosting the image of the industry.

• The technology may also be one that streamlines the process of policy applications and claims management, or servicing of and engagement with clients to pave the way for faster services or simpler transactions.

• Enables significant improvement that is measurable in the system of an aspect of business, leading to, eg, higher efficiency of service or greater profitability as shown by statistical evidence.

Criteria• Having helped a client avert financial disaster through

comprehensive financial planning, demonstrating persistence in overcoming obstacles and objections in processing the claim or at time of sale.

• For the agent/manager who achieved personal breakthrough through overcoming personal struggles and obstacles, serving as an inspiration to industry peers and/or enhancing the image of the industry.

• For the leader who has gone out of his way to inspire agents/managers to achieve personal breakthrough through overcoming obstacles and persistence.

Criteria• For the CEO or corporate executive who has gone out

of his way to enhance the interests and importance of the agency distribution channel in his company and/or industry.

• Works tirelessly to equip agents with the necessary skills and expertise to continue to thrive in the changing multi-channel environment.

• Listens to and connects with agents to understand and work with them to address any concerns and gaps.


The Categories

Insurance Company of the Year for Agents

Lifetime Achievement

For the thriving life insurance company that has an agency force that sets the professional standards for other insurers to measure against, and continues to invest in and support its agency force to thrive in the changing multi-channel environment.

For the agent/leader who has more than 30 years of service to the industry and has made outstanding long-term contribution to enhancing the professionalism of the agency distribution force company-wide and industry-wide.

Criteria• The insurer that is responsive to the needs of agents,

and committed to the training and development of agents to enhance their professionalism and expertise to remain relevant in a multi-channel distribution world.

• Invests in the necessary technology and platforms to help in the work of agents’ financial planning process with clients and customer servicing.

• The insurer with an agency force that is professional and also high-performing, accounting for a good portion of its business.

Criteria• Shown demonstrable leadership qualities and a high

level of professionalism in the industry throughout his/her career.

• Contributed towards the quality and professionalism of the agency force by playing key roles in developing agents company-wide and industry-wide.

• A champion of the industry by continually enhancing the image of insurance industry and agency force.

• A consistent high performer who enjoys the respect and admiration of his/her peers in the industry.

1st International Training Summit for Agents and Advisers

Held in conjunction with the Awards Gala Dinner on 12 July, the International Training Summit for Agents and Advisers will take place on 11-12 July. Mark your diary to learn from the best leaders, training institutes and practitioners of the industry.

11-12 Jul 2017, Singapore


Sponsor: Sun Life Financial Asia

Sun Life Financial Asia is a leading international financial services company. In Asia, we operate in seven markets providing a range of protection and wealth products. We operate in the ASEAN countries of Indonesia, Malaysia, Philippines and Vietnam,

as well as in China, Hong Kong and India. Our reach covers approximately 73% of the Asian GDP excluding Japan and provides us access to over 71% of the Asian population.

Our vision for the region is to bring lifetime financial security to our customers. We follow a multi-channel distribution approach to reach our clients, delivering holistic advice based on a competitive suite of products.

In 2015, we launched our Most Respected Advisor (MRA) initiative which aims to establish Sun Life Advisors as the Most Respected across the region – most respected within the industry and, most importantly, in the eyes of our Clients. The strategy is to focus on four core values - Caring, Professional, Inspiring and Winning – with the aim of increasing the number of quality advisors, improving the sales experience for our Clients and enhancing business quality.

As we deliver on ambitious growth targets in the region, building our brand is also a core focus for us. In the 2016 list of Asia’s Top 1,000 Brands released last June by Nielsen and Campaign Asia, a top media authority on marketing, advertising and brand in the region, Sun Life was among the most rapid risers, climbing from 630th in 2014 to 464th place in 2016.

www.sunlife.com

Sponsors

Strategic Partner: AIA

AIA Group Limited and its subsidiaries (collectively “AIA” or the “Group”) comprise the largest independent publicly listed pan-Asian life insurance group. It has a presence in 18 markets in Asia-Pacific – wholly-owned branches and subsidiaries in Hong

Kong, Thailand, Singapore, Malaysia, China, Korea, the Philippines, Australia, Indonesia, Taiwan, Vietnam, New Zealand, Macau, Brunei, a 97 per cent subsidiary in Sri Lanka, a 49 per cent joint venture in India and representative offices in Myanmar and Cambodia.

The business that is now AIA was first established in Shanghai almost a century ago. It is a market leader in the Asia-Pacific region (ex-Japan) based on life insurance premiums and holds leading positions across the majority of its markets. It had total assets of US$181 billion as of 31 May 2016.

AIA meets the long-term savings and protection needs of individuals by offering a range of products and services including life insurance, accident and health insurance and savings plans. The Group also provides employee benefits, credit life and pension services to corporate clients. Through an extensive network of agents, partners and employees across Asia-Pacific, AIA serves the holders of more than 29 million individual policies and over 16 million participating members of group insurance schemes.

AIA Group Limited is listed on the Main Board of The Stock Exchange of Hong Kong Limited under the stock code “1299” with American Depositary Receipts (Level 1) traded on the over-the-counter market (ticker symbol: “AAGIY”).

www.aia.com


Co-Organiser: LIMRA

LIMRA, a worldwide research, learning and development organization, is the trusted source of industry knowledge for over 850 financial services firms. LIMRA is a trade association comprised of over 850 member financial services companies worldwide. For

100 years, LIMRA has been the trusted source of industry knowledge — providing our members with global research, consulting, assessment, development, and compliance and regulatory services. By connecting companies with research-based solutions and insight, LIMRA helps them:

• Chart a clear course for the future • Benchmark competition • Create new products and open new markets • Add distribution channels — such as independent producers, bancassurance, and worksite • Increase distribution productivity • Assess, train, and manage productive sales forces and distribution networks • Meet the challenges of increasing regulation • Identify and develop the next generation of leaders in the financial services industry

www.limra.com

Organiser: Asia Insurance Review

Sponsors

Asia Insurance Review (AIR), the leading professional regional insurance publication of Asia, remains the voice of the Asia insurance industry over these 27 years where change is the very essence of the game in town. We are more than a magazine and remain

a strategic partner of the insurance industry even today as the world gets more Asia-centric.

With our high level connections in the market, we stand tall ready to serve and service the industry with a proven track record over time. AIR remains the trusted source of reliable up-to-date news and developments in the market with its high quality editorial content.

AIR is the official media partner of leading industry events in Asia, including the East Asian Insurance Congress (EAIC), the Pacific Insurance Conference, and the Singapore International Reinsurance Conference (SIRC), while being the Permanent Observer of the ASEAN Insurance Congress.

www.asiainsurancereview.com


Last Year’s Winners

Insurance Agency LeaderOf The Year

Insurance AgentOf The Year

Inspirational Agent/LeaderOf The Year

Rookie Agency LeaderOf The Year

Rookie Insurance AgentOf The Year

Mr Gabriel Tan Yong KaiAIA Singapore

Ms Agassi WangManulife (International) Limited

Dr Mary Chen Ming LiAIA Singapore

Dato’ Irene Gan Ai LingGreat Eastern Life Assurance (M) Bhd

Ms Jessica Mok Nga ChingAIA Hong Kong

Executive Champion Of The Year

Mr John CaiChief Executive Officer, AIA China


Affinity/Bank Partner Of The Year

AXIS BANK, INDIA

Last Year’s Winners

Technology Provider Of The Year For Agents

Insurance Company Of The Year For Agents

Group Photo ofLast Year’s Winners

EAB Systems Limited

Fubon Life Insurance Co Ltd

Insurance Agent of the Year

Financial/Bank Adviser of the Year

Rookie Insurance Agent of the Year

Insurance Agency Leader of the Year

Rookie Insurance Agency Leader of the Year

Life Insurance Broker of the Year

Agent/Agency Innovation of the Year in Sales

Agent/Agency CSR Initiative of the Year

Affinity/Bank Partner of the Year

Technology Provider of the Year for Agents

Inspirational Agent/Leader of the Year

Executive Champion of the Year

Insurance Company of the Year for Agents

Lifetime Achievement

2ND ASIA TRUSTED LIFE AGENTS &

ADVISERS AWARDS 2017

For details and submissions, please visit:www.asiainsurancereview.com/asialifeawards

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