Daruma - 04 July 2018 Issue

ARUMA

Focused on Achieving Our Goal

AGENCY NEWSLETTER Tokio Marine
NO. 04 JAN – JUN 2018 Life Insurance Malaysia Bhd.
JUNE 2018
(457556-X)
FOR INTERNAL CIRCULATION ONLY
tokiomarine.com

Life & Health | Property & Casualty

CONTENTS

NOTE SPOTLIGHT

01 Message from the CEO It was a Night to Shine for All
02 Message from the DCEO 2018 Agency Awards Presentation
02 Message from the CAO
03 Promotion of Agency Leaders in 2018

SPOTLIGHT EVENTS IN TMLM Product Highlights

04-05 2018 Agency Business Kick-off TokioMarine-Optimizer
06-07 2018 Kick-off Celebration Party
08-09 2017 Agency Tour - London save now for a better tomorrow
10 2017 Agency Tour - Paris Extention Tour
11 2018 Agency Tour Benchmark Qualifiers A Strategy product only available during Campaign Periods.
12-13 2018 MDRT Nite
14-15 2018 MDRT Members TRENDS
16 2017 TMCC Celebration Dinner - Macau
The Route to Digital

Soft Launch of
T-Marine Pro

2018 Agency Awards Presentation *start from 3rd policy year and onwards.
17 - AAP Seminar - Mandarin Session
17 - AAP Seminar - Tamil Session PRODUCTS
18-19 - Morning Session UPDATE
20-21 - Night Session
22 T-Marine Pro - Soft Launch ENHANCEMENT OF
23 2018 Mid Year Review - TMCC Launching
CUSTOMER
Recruitment Highlights PORTAL

24 2018 1st Half Recruitment Activities Content Editor & Art Editor
25 2018 Promotion of TMC Agent to AUM
Agency Planning
Training Highlights Lim Chui Ling

26-27 2018 MDRT AIMS Contributors:

TM inTUNE Corporate Communications & Advertising
Wilson Tang & Kelly Foong
28 Branch Updates
29 Marketing Communication Highlights Agency Planning
30-31 Product Highlights Chee Poh On, Cynthia Chong & Tan Wei Lun
32 Operations Updates
Agency Business Development
Statistic Amber Loh, Catherine Tan, Christine Sim, Danielle Leong, Jamie Yap,
Javier Tan, Julian Foo, Krishnan Muguram, Loh Wei Lian, Nicole Lee,
33 Claims Statistic Rachel Kok, Sivakumar Palanisamy, Tengku Harizul

TMTDA
Heidi Chong

Actuarial Department

IT Department
Ng Hon Yew & Richard Yu

Operations Department

Propositions & Pricing Department

CEO’s MESSAGE

Toi See Jong CEO, Tokio Marine Life Malaysia Bhd.

Dear agency members, force. T-Marine Corp (TMC) a recruitment program
initiated two years ago was aimed to transform
At the beginning of this year I have shared with life advisor to Unit Manager in just 3 years. Today,
you The Company’s commitment to expand our I would like to congratulate the first batch of the
resources to support agency via automation 16 TMC members who are promoted to Assistant
and technology initiatives. Now, I am proud to Unit Manager (AUM) status. Well done!
announce that T-Marine Pro has officially been
launched. Company values play a crucial role to ensure
our existence for the past 139 years. As part
Our Agency force was given a preview of the of the “Good Company” culture, we are happy
T-Marine Pro during the 2018 Agency Award to introduce “Hokenbito” to all our agency
Presentation (AAP). With the smart auto- members. “Hokenbito” – is a person engaged in
underwriting and built-in validation features, I am the insurance business who has a sense of social
confident that T-Marine Pro will make the sales responsibility to protect customers no matter
submission easier and faster. what it takes, with a sense of professionalism.
We can do more for the customers by educating
The Company’s digital initiatives not only them with a healthy lifestyle guide and preventive
accelerate the sales process but also enhance measures against critical illness. We are here
our customers’ experience when buying a life to look beyond profit and build a strong trust
insurance policy. Our first customer mobile foundation with our customers as we continue to
application, OneTokio is now available for raise our corporate values.
smartphone users. OneTokio allows our policy
holders to check and monitor policy details at Together, let’s strive to be a “Good Company”
their fingertips. and build a strong and productive agency force,
winning the trust of our customers.
We always place great emphasis on agency
growth by manpower expansion of the agency

OUR VISION Industry TOP 5
Ranking
2020
Agents 5,000
100 manpower

MDRT Members

MDRT

% Full-Time Agents Agency
Channel
50%
200 Mil
Full-Time APE

* Full-Time Agents 1
- Earning at least RM1,500 monthly

DCEO’s MESSAGE

Yoshiaki Okabe 岡部 養明 DCEO, Tokio Marine Life Malaysia Bhd.

暑中お見舞い申し上げます。 Azman is leading his team now to make a better
(Summer Greetings to you! ) Malaysia. I would also like to contribute to the
growth.
Malaysia 7th Prime Minister, Tun Dr Mahathir
Mohamad has made his first official diplomatic Aline with the agency 2018 theme, Build 2 Grow
trip to Japan after returning to power in a historical 2.0, the memory with Azman reminded me the
election results in May 2018 and indicated a shift young days of mine and the importance of
back to the “Look East” policy in a large scale. - Keep young team together for future
- Stay young at heart
This news reminds me of Azman, a friend of mine
during my university years back in 1980s. Azman As an organisation, we will continue to focus on
was sponsored by the Malaysia government recruitment as well as the talent development of
under “Look East” policy to study abroad. He young agents for the future career pathways.
was a passionate and hardworking student with
a great ambition to contribute to his country, For the 1st half of 2018, TMLM, together with
Malaysia. I was impressed by his eagerness to experienced Agency Leaders, have catered
learn new technology. various programs, including TMC Residential
Training.
He reminds me the importance of continuous
effort to be able to: TMLM also has prepared various incentives,
- Open to new ideas including New Agent Fast Start and Recruitment
- Be open minded to change myself to adopt to incentive.

a better practice We are keen to increase the scale, with
maintaining our quality, to accelerate the growth.
Unfortunately, Azman and I lost touch over the It can only be achieved when Agency forces and
years, and I failed to find him during my 4 years company work together in the same direction.
stay in Malaysia.
Let’s strive ahead together to grow as well as to
Malaysia’s economic growth accelerates over the contribute to the society.
past 30 years. This wouldn’t be achieved without
the strong leader and passionate youngster Thank you!
who work incredibly hard to succeed. I believe

CAO’s MESSAGE

Liew Kim Wah CAO, Tokio Marine Life Malaysia Bhd.

Half Year’s Over and Time to Review Our the fourth consecutive year. We had a good start
Achievements! for the Challenge with over RM6.3 million AFYP
new business submission in 2 weeks, although
I would like to take this opportunity to thank Thailand is leading 3 out of the 5 categories. We
all the agency force for your tireless efforts need to have the entire agency force to work
and support over the past one year to help us together and play our roles to be victorious.
achieved 2017 target with flying colours.
Besides TMCC 2018, moving forward in 2nd half
In 2017, we achieved RM117.1 million AFYP in sales of year 2018, the key focus areas are continuous
which is an increment of 3% over 2016. We had an focus on quality of the agency force and
exceptional performance in the investment-linked recruitment. With TMC and TMP Unit Managers
business in 2017 by producing a total production development programs, we are projecting to
of RM106 million against RM64.5 million in 2016, recruit more quality new agents and to nurture
a substantial increase of 64%. This result has them into young professional agency leaders in
enabled us to remain as top 7 in the industry. coming years.

Nevertheless in the 1st half year of 2018, the As you are aware, we passed a major milestone
result was not as encouraging. We experienced in our accelerating? transformation – the journey
a decreases in both production and manpower to unlock the Tokio Marine Life digitization
versus same period last year (SPLY). We achieved path by introducing T-Marine Pro, the online
RM48.6 million AFYP and 374 new recruits e-submission. Currently we are in the midst
compared with RM51.8 million AFYP and 456 of finalizing the testing of the application and
new recruits respectively in SPLY. Now we need T-Marine Pro will be fully launched to agency
to be more focused and gear up our momentum force in the final quarter of 2018.
in order to fill up the gaps and achieve positive
growth in the second half year. I would like to Product wise, we introduced a new product
express my sincerest appreciation to 28 of you Tokio Marine Optimizer on 25 April 2018. This
who seized the opportunity to produce over new product brought us to another new height
RM100,000 AFYP in the 1st Quarter of 2018. This with the a record breaking result within 4 days
effort and result contributed greatly to the 1st of launching. Please capitalize on the selling
half year production. opportunity of this product and qualify for our
2018 TMCC –Taipei & 2018 Agency Tour – Milan
Following the immensely successful Tokio & Venice.
Marine Challenge Cup (TMCC) in 2017, TMA is
organizing the Tokio Marine Challenge Cup for See you in Milan & Venice, ITALY!

2

2018 Newly Promoted

UNIT MANAGER

ANG BOON SHI KALAICHELVAN S/O KUMARAN A/L
R SUPERMANIAM PERIASAMY
JB
KLG IPH

MAYBELLINE GOH YEE SHIOW HUOY YEOU PAYE WOEN
HAINIING
KL MLK
MIRI

Promotion from Standard Agent to

SALES MANAGER

BHAVANI A/P SOORIA NARAYANAN (JB)
SUNDRAM A/L MUNIAPPEN (JB)
KOO SUH CHING (MLK)
LEE MAY PIN (MLK)
KOH KAE LI (MLK)
OOI LEE LEE (BTTW)

3

2018 By Lim Chui Ling

AGENCY Rome wasn’t built in a day. It was built with the combined
BUSINESS perseverance, strength and dreams of the thousand men. It was
built brick by brick until its tier as a great city flourished into
Kick-off one of the most well-known civilizations of all time. The same
thing can be said of the present time. Things get done easily

when people work together and the 2018 Agency Business Kick-
off is a platform for the agency force to work closely with the
management to achieve the common goal as well as to get an
insight on our 2018 initiatives.

The launching ceremony of the 2018 Agency Business Kick-
off was officiated by Chief Executive Officer, Mr Toi See Jong,
Deputy Chief Executive Officer, Mr Yoshiaki Okabe and Chief
Agency Officer, Mr Liew Kim Wah. Build2.0Grow, the new 2018

Agency Theme was unveiled.

The Build2Grow was introduced in 2017 and led to a 55%
growth achievement in recruitment over the previous year.
The momentum of Build2Grow continues to Build2.0Grow in
2018 to ensure the ultimate target of 5,000 total manpower

in the agency force is achieved.

A welcoming address from the CEO was followed by
the revelation of the Company 2018 Q1 initiatives and
the announcement of the 2018 Agency Tour to Milan

& Venice.

The event continued with the agency managers’
goal setting ceremony of painting the left
eye of Daruma doll, which symbolize

“eye-opening”. The event ended
with the wellness guru and peak
performance strategist, Mr Wong

Yu Jin’s inspirational sharing
session.

4

5

CELEBRATION2018 AGENCY BUSINESS Kick-off
PARTY

By Lim Chui Ling
After a whole day of talk and sharing session, everyone was
dressed in their best fashionista outfits for the Get Together Dinner
session, befitting the night’s “Fashion Icon” theme. The dinner saw
participation of 460 agency members.
Awards recognition was given to the Most Cases Producers – New
Agent, Agents, Sales Agent, Sales Manager, Unit Manager (Direct
Unit) and Agency Manager (Group) Category.
There were also some games played during that night. The
participants used their skills to win prizes and had the crowd
clamouring for more. It was a night to remember.

6

7

2017 Agency Tour

L ND N

5 MAR – 12 MAR 2018

By Cynthia Chong
In this year’s 2018 Agency Tour, TMLM had 131 participants traveling into one of the world’s
most visited cities – London. Also known to be one of the top cities in the world, this vibrant city
is rich in history, culture and architecture.
The famous iconic landmarks which we’d visited or seen during the tour include The Buckingham
Palace, Westminster Abbey, The Tower Bridge, The London Eye, and Trafalgar Square, among
those famous ones.
We’d also spent some days venturing out of London City, bringing all our participants to visit
some of the famous historical sites – i.e. the Stonehenge, Oxford City and Windsor Castle.
This year, some meaningful experiences were included in the tour for all our participants. One
of the highlights experienced was being able to savour some Champagne whilst enjoying the
breath-taking views of London City during the London Eye ride.
Another highlight in the trip was our visit to the ArcelorMittal Orbit, the tallest sculpture in the
UK, which is located at the renowned Queen Elizabeth Olympic Park. Here, our participants
were given a chance to descend the world’s longest tunnel slide, at 178m long. All those who’d
experienced The Slide agreed that this was truly an amazing and unforgettable experience
which one shouldn’t miss!
Our main highlight of get-together celebration was done differently in this trip. Instead of
the usual dinner agenda, this time we had it in the afternoon, and the venue chosen for this
gathering was the famous Arsenal Stadium. To add on to the surprises, all our participants
were each given an original Arsenal Jersey to be worn during the luncheon. Everyone was very
excited in receiving this special gift.
Other highlights embedded into the tour for the enjoyment of our participants include, the
‘English High Tea Experience’, as well as the renowned ‘Mamma Mia Musical Show’.

8

9

2017 Agency Tour

PARIS Extension
Tour

11 MAR – 14 MAR 2018

By Cynthia Chong

After the London Main Tour, a group of 28 participants
proceeded on to Paris for a 4 Days/3 Nights extension trip.
Upon arrival into the city, we had our participants being

taken to Montmarte, one of the famous hills in the city.

In our itinerary, it is a must to have photo stops at some of
the iconic “must-sees” structures of Paris, which include

Eiffel Tower, Notre Dame and Arc De Triomphe.

There were 2 main highlights in our
Paris’ itinerary – Participants’ visit
to the Fragonard Museum and each
were given the chance to make
their own signature perfume. And
the other program was the G.H.
Mumm’s Champagne Cellar Tour and
Champagne Tasting, in Reims. These
2 activities gave us good experiences
and truly an eye-opener to most of us
on how these things were produced,
which we enjoyed very much.

10

AM GROUP CATEGORY

CHEOW NAM FEE (JB)
EPTS MANSION SDN BHD (KL)
JESSY CHEN AGENCY SDN BHD (KL)
LEE LAI HIM (MLK)
LEONG WAI KEONG (PEN)
MALAIYARASAN S/O SUBRAMANIAM (BTTW)
RAMASAMY A/L SIMAMUTHU (JB)
TEAM POWER ADVISORY SDN BHD (MIRI)
YII MING YIEN (MIRI)

2018 AGENCY TOUR

MILAN
&

VENICE

BENCHMARK
QUALIFIERS

AM/UM DIRECT UNIT CATEGORY PERSONAL SALES CATEGORY

CHENG KWEE LAN (MLK) BONG CHEE THIEN (MIRI)
CHIN SHI HUI (JB) CHIN SHI HUI (JB)
FOO THEN HIN (MIRI) CHUNG SIEW YIAN (MIRI)
POOVANESWARAN A/L THANGAVALU (BTTW) GANESAN A/L K ARUMUGAM (SBN)
RUMAYEE A/P K MUTHUSAMY (JB) HII MING TING (KK)
TEH KEAT MEI (PEN) JESSY CHEN AGENCY SDN BHD (KL)
KOH KAE LI (MLK)
NEW AGENT CATEGORY LEE MOU AN (MLK)
LOO LQI KIM (KL)
MARIMUTHU A/L M.ARALAPAN (JB) MUHAMMAD SHAHRIZUL MUNIR BIN,
JULIAN GOH CHEN ZUI (MLK)
HARI KHARAN A/L MUNIYANDY (IPH) MOHAMED NASIR (PEN)
NGUI KING HOCK (KCH)
RUMAYEE A/P K MUTHUSAMY (JB)
SIM TIANG BOON (MIRI)
TAN KOK WAN (KCH)
VANASUNDARI A/P GOVINDASAMY (BTTW)
WONG KING KIEW (MIRI)

* Result as at 30 June 2018, subject to 11
persistency at the end of the contest

2018 MDRT CELE

By Lim Chui Ling

Sometimes, all we need is a bit of
push, an uplifting sentence or a
quote, a song that pumps us up to
keep us motivated and raring to go!

Taking place under the romantic night sky of Gtower
Tanzini and Bridge Bar, a jubilant revelry of fine wine
and luscious food made Tokio Marine Life’s first ever
MDRT Celebration Party a truly unforgettable one.
The 2018 MDRT Celebration Party Gathering is one-
of-a-kind event – the life insurance sales meeting
par excellence is only opened to MDRT members
of Tokio Marine Life. The MDRT AIMS member who
fulfilled the short term contest criteria were also part
from the guest list. The night witnessed the IWC
watch presentation to MDRT Aspirants achievers,
Ms Vijayamalar a/p Reganathan, Mr Lee Mou An
and Ms See Li Fung. All 2018 MDRT members were
presented with the specially designed photobook.

12

BR ATION PARTY

13

Congratulations to All 2018

“Your potential “Optimism is “Winners are “Everything “Rejection will “Believe in
and power are faith that leads people who happens for a lead you to the yourself. Plan,
hidden in you! to achievement never quit.” good reason.” next step of work hard and
Face everything of your dreams. success.” be smart!”
and rise!” Don’t stop
chasing it.”

“Don’t think about “Believe and act “You don’t have to “MDRT achievers “Believe in yourself
it. Just do it!” on your beliefs!” be great to begin consistenly do and always push
with, but you what others can yourself to the limit.
14 have to start do, but they Do what you love to
somewhere in choose not to do and conquer
order to be great.” do it.” your goals!”

MDRT Achievers for your Remarkable Achievements

“You are either “Don’t stop “Be “Failure will “Work Hard! “Once your
when your persistent not overcome Play Hard! goal is set,
in or out, and be the me because my A champion you must go
are tried, best.” determination never give for it without
there is not to succeed is up!” giving up.”
stop when you stronger than “Choice and
other way!” anything.” control is in me”
are done.”

“I can accept “Achieving “Being efficient “My ABCD “Work hard in
failure but not excellence with and focus are the Philosophy: silence, let
without trying MDRT is not an keys to success.” - Action your success
first” act but a habit.” - Believe be your noise.”
- Confidence
- Desire” 15

2017 TMCC Celebration Dinner - Macau

17 – 19 January 2018

By Cynthia Chong
A total of 74 participants from TMLM flew in to Macau early this year
to attend the celebration dinner of 2017 Tokio Marine Challenge
Cup, which was held in this vibrant city.
Organised by our Singapore counterpart, the event was held at
the Grand Ballroom of Sheraton Grand Macau Hotel. As per the
previous years, this esteemed dinner is a platform to celebrate and
recognise all the Top Achievers from the participating GCs during
the Contest. The 2017’s international contest, total 4 participating
GCs – Tokio Marine Life Malaysia (TMLM), TML Thailand, TML
Singapore and TML Indonesia. Together with representatives from
Tokio Marine Asia, there were approximately 220 participants in
total, gathered in this joyful event.
For TMLM, 15 Country Top Achievers were being recognised in
this international platform. Among them, were the Top 3 Agency
Managers, Top 3 Unit Managers, Top 6 Agents, and Top 3 Rookies,
receiving these prestigious awards. Another joyous moment which
the Malaysian team took great pride in, was that we had won 3 out
of 5 categories on the International category:
1. Highest % Growth of Active Agents (2017 vs SPLY)
2. Highest % Growth of Productive Agents (2017 vs SPLY)
3. Highest % Growth of Active Agents’ Productivity (2017 vs SPLY)
Congratulations to all the members of TMLM and Country Top
Achievers!

16

Mandarin Session

By Rachel Kok

We are glad to invite Mr. Richard Low, District Manager from one of the Top 5
Insurance Company in our AAP seminar Mandari session. Mr. Richard holds
the record as the youngest District Manager appointed, is a certified Insurance
Agency Manager and Manager of Financial Advisor. He is also a Convention Trip
Qualifier for 21 years consecutively.

Mr Richard shared the “Million is Nothing” that highlighted by having one million
does not make you rich, as you might be laden with one million in debt, or even
worst – health issues. He emphasized that pitching the right sales concept to
customers is critical to selling insurance, to be able to meet your customer’s
needs.

He associated insurance to be like a money exchange – where customers pays
a small amount of money now in exchange for big money 20 to 30 years down
the road. He then shared two of our company’s core products which meets this
purpose – TokioMarine-iBig and TokioMarine-Optimizer. The coverage offered
by these two products which serve as a safety net for your loved ones when
something bad happened to yourself.

Lastly, Mr. Richard stressed that the discipline is key to ensure success in the
insurance field. Everyone has to be committed in order to achieve success in life.

AAP SEMINAR

Tamil Session

By Sivakumar Palanisamy

2018 AAP was started with special talk on the 1st day itself with two invited
speakers, both in Mandarin and Tamil. About 300 Indian agents attended the
Tamil session which was started about 2.30pm after the registration.

The invited Tamil speaker is Mr. Elangovan, a well-known industry speaker who
was spoken in various National and International platforms. His topic in AAP
was about selling big cases and concept selling. Closing big cases is a dream
for many agents but many failed due to lack of knowledge and experience. The
speaker gave lots of sales ideas, prospecting techniques and explained how to
manage the high net worth clients. The session continued for 2 hours and ended
with question and answer session.

17

2018
AGENCY AWARDS
P R E S E N TAT I O N

MORNING SESSION

By Lim Chui Ling

2018 AAP is another breakthrough year for Tokio Marine Life
with more than 1030 participants attending the event at Genting
International Show Room.

The session started with the grand march in by the management
team and achievers. Deputy CEO, Mr Yoshiaki Okabe’s
rousing opening address set the tone for 2018 AAP day awards
presentation.

The first to take centre stage were the newly promoted Unit
Manager of 2018. The 100 Applications, Rising Stars, Star Agent,
Star Unit and Star Agency achievers were then recognized for
their outstanding achievements.

CAO, Mr Liew Kim Wah then shared the 2018 first quarter sales
performance update and launched the company digital path
initiatives – T-MarinePro, an e-submission applications via iPad.
To seal in the agency force commitment to end the first half of
2018 on high note, a contest for first 100 commit-and-take iPad
was launched.

Renowned speaker, Mr Sow Meng Khiang, continued to inspire
the crowd with his sharing to incorporate NLP into recruitment.

18

19

By Lim Chui Ling
May 3, the night of all Tokio Marine Life top achievers were honoured for their
achievements in front of thousands of guests including their friends, family members
and peers. It was a night to shine for all top leaders. It was 2018 Agency Awards
Presentation (2018 AAP) at the Genting International Convention Centre.
Large portrait of the Top Achievers was displayed in the Grand Ballroom foyer in
honour of the Awards’ Top Achievers. The event started with the grand entrance of
VIPs, Senior Management Team and Million Dollar Agencies of Tokio Marine Life led
by CEO Mr Toi See Jong. Chairman of Tokio Marine Life Insurance Malaysia Bhd.
Yang Bhg Tan Sri Dato Dr Yahya Bin Awang, CEO, Mr Toi See Jong, DCEO, Mr
Yoshiaki Okabe and CAO, Mr Liew Kim Wah to officiate the launch of the night event.
The stage was taken over by all the 32 top achievers by an exciting catwalk session
after an opening video. This grand welcome march was specially designed for the
top achievers of 2018 AAP. It was followed by the CEO who welcomed the guests
and congratulated all awardees on their 2017 achievement.
The event culminated with the presentation of the Champion of the Champion for Top
Agent, Unit Manager and Agency Manager, given annually to the high performance
of Tokio Marine Life. These awards are the highest honor of an insurance company
life advisor. Our 2018 top achievers are Ms Chan Ai Rin - Champion of Top Agent,
Ms Cheng Kwee Lan - Champion for Top Unit Manager who won the title for two
consecutive years, and none the less, Mr Malaiyarasan a/l Subramaniam - Champion
of Top Agency Manager. Congratulations to Mr Malaiyarasan a/l Subramaniam who
won the title for three consecutive years. A life story short video of these champions
were played during the night for all to witness their success and glory.
The celebration ended with golden confetti and pyrotechnics amidst shouts of
“Yam Seng” in the air by the Tokio Marine Life Insurance Management team and top
awardees.

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21

T-Marine Pro

FEATURES
HIGHLIGHT

Contact Management & Fact Find

Sales Illustration

Launch of e-Application
e-Signature
T-Marine Pro
e-Submission
E-Submission e-Payment

By Tan Wei Lun & Chee Poh On

We proudly announced the launch of T-Marine Pro e-submission in the recent
Agency Awards Presentation in Genting Highlands. The agency force was very
excited with the launch, hundreds of agents went up to the stage, committed to
qualify for the iPad Pro Contest and be a pioneer user of the application.

T-Marine Pro is a business solutions tool developed on a mobile tablet that formalized
to transform selling cycle, simplify the underwriting process and procedure, with online
payment facility, e-signature as well as accelerate the policy issuing to customer. It
also significantly reduces carbon footprints to the environment as the entire process
is paperless.

In an attempt to raise awareness among agency force and staff about the launch of
T-Marine Pro, a series of road show were conducted in major branches and a quiz had
been organized for staff. It was an overwhelming response from agency force and staff
during the launch month. The soft launch of T-Marine Pro for staff was held on 27th
April 2018 at GSC MyTown. DCEO, Mr. Yoshiaki Okabe thanked everyone who were
involved in the project and talked about the importance of digitalising the life insurance
industry in this era.

In conjunction with Ramadan month, on 5th June 2018, a T-Marine Pro Ramadan
dinner was held at Good Café. Free gift was given to staff who sign up a new
insurance plan via T-Marine Pro during the launch month as well. The event was
attended by DCEO Mr. Yoshiaki Okabe and CAO Mr. Liew Kim Wah.

We congratulate 153 agents who have qualified to be selected as the pioneer
users. Their feedback is vital for user interface improvement in the future.
They will receive the iPad Pro in July and kick start with new business
e-submission after attending T-Marine Pro familiarization training.

With the launch of the T-Marine Pro Contest, we look forward to
have more T-Marine Pro users in fourth quarter of 2018 as
we continue to explore using edge technology to scale
up agency business.

FEATURES
HIGHLIGHT

Notification

e-Policy
22

2018 Mid Year Review

TMCC

Launching

22 – 25 June 2018

By Cynthia Chong

A group of 316 participants had recently embarked
on a 4 Days/3 Nights journey to Thailand’s capital
and most happening city - Bangkok.

In conjunction with the 2018 Tokio Marine Challenge
Cup (TMCC) Contest which was set to take place
in early July, we took the opportunity to launch the
said Challenge during this trip to all our agents
who’re present there. Riding on to this function,
we had also expressed our appreciation to all our
previous TMCC Qualifiers who’d qualified for the
Celebration Dinner in Macau early this year, by
recognising them on stage. Congratulations to all
of them once again!

We ended the day’s function with our get-together
night at one of the Bangkok’s famous hangout
places, especially to the locals, namely Tawandang
German Brewery.

This leisure trip had all our agents filled their own
itineraries with more shopping, venturing around
for Thai foods and delicacies, as well as pampering
themselves with more spas & reflexologies.

23

Recruitment Highlights

Recruitment Activities

By Chua San Kuang

27 & 28/2

Recruitment Brainstorming Session with Agency Leaders

Venue: Training Room, Head Office, Kuala Lumpur

Participants:

AM S. Malaiyarasan, Jessy Chen, Mason Cha, Leong Wai Keong, Lee Lai Him, P. Valayutham, Chai Lan Yen, Lam Chui

Peng, Foo Then Hin, Linda Bong, A. Visvanathan, Cheow Nam Fee

UM Soo Sing Fei, Wong Ke Loong

RM Chong Kuet Nguan, Jeffrie Teh, Gary Ching, Eddie Tan, Deric Goh

HQ staff Liew Kim Wah, Chua San Kuang, Joddie Leong, Catherine Tan, P. Sivakumar

Wide ranging recruitment related topics
were discussed including recruitment skills
training, activities, support, campaigns, product
developments, company branding and presence,
etc. for the implementation of effective
recruitment plans.

28/2 – 2/3

T-Marine P.U.M.P (TMP)
- 3-Day Residential
Training

Venue: Palm Garden Hotel, Putrajaya
No of Participants: 42 pax

12 to 16 Mar

T-Marine Corp (TMC)
Batch #5 - 5-Day
Residential Training

Venue: Palm Garden Hotel, Putrajaya
No of participants: 35 pax

21/5 to 25/5

T-Marine Corp (TMC)
Batch #6 - 5-Day
Residential Training

Venue: Hotel Bangi-Putrajaya
No of Participants: 37 pax

24

Congratulations!

Promotion from T-Marine Corp to

Assistant Unit Manager

TMC BATCH CHEE CHYI CHUAN CHIAM KER PEI HELEN HII LING SHIN YI
MIRI KUALA LUMPUR MIRI MIRI
1

LI PEI NGIIK MICHELLE BONG ONG EE LOON ONG SZE EAN PANG SZE CHYI
MIRI MIRI KUALA LUMPUR BUTTERWORTH MALACCA

PHANG JIN PING TOH FONG MING TONG ZHE HAU VOON BOO SHIEN WONG JIN RUI
KUCHING MIRI KUALA LUMPUR MIRI KUALA LUMPUR
YAU SU CHIEN
MALACCA YONG CHUN YIP TMC BATCH BALA MURUGAN BERNARD TOH
KUALA LUMPUR JOHOR BAHRU KUCHING
2

CHEN PET YUN CHIN BAK KIT GAN HONG PIN JENNY LAU JULIAN GOH
MIRI MALACCA KUALA LUMPUR KUCHING MALACCA

KHAW MAN GEE NGIEN LEH JING SATHISKUMAR SELVI SUGUMARY
MALACCA SIBU SEREMBAN SEREMBAN
JOHOR BAHRU

TIE YING YING VOON AI MING WONG CHIA YEE YAP KOK HIN
SIBU KUCHING MALACCA KUCHING

25

Training Highlights

Gearing Up as

MDRT

By Heidi Chong

The annual premier Advanced In Managing Sales (AIMS) programme is a platform for its member - MDRT aspirants to be
mentored by experienced external speakers to elevate the performance standards of the member by gaining entry into the
growing segment of the mass affluent & high net worth market via enhanced knowledge and skills. It offers a range of training
sessions by providing innovative content, first-class industry speakers and unparalleled networking experience. Its goal is to
provide unrivalled experience to the aspirant to be able to stand head and shoulders above the competition that help them move
the needle towards a stronger and sustainable business in the life insurance industry.

The first session of the AIMS programme entitled “MDRT MasterClass” was held in Menara Tokio Marine, HQ on 2 & 3 April. There
were 75 members in attendance from nationwide. Mr Liew Kim Wah, Chief Agency Office of TMLM kicked off the training session
by welcoming everyone and announced the “2018 Million Dollar Ringgit Table (MDRT) Club and Million Ringgit Club (MRC)
Challenge” is TMLM’s flagship programme aimed at nurturing and grooming MDRT aspirants to becoming MDRT.

(A) 2018 MDRT Club Challenge is open to all members of the agency force with the following qualifying criteria

Category Requirement Rewards

1st Time MDRT RM100,000 AFYP & • Top of the Table (TOT)
Qualify MDRT/ COT/ TOT Panerai Watch
by Year End
(Worth not more than RM40,000)

Existing MDRT Qualifiers RM150,000 AFYP & • Court of the Table (COT)
Qualify MDRT/ COT/ TOT Panerai Watch
by Year End
(Worth not more than RM30,000)

New Agent (SA ONLY) Qualify MDRT/ COT/TOT by • Million Dollar Round Table (MDRT)
(Recruited in 2018) Year End Panerai Watch

(Worth not more than RM20,000)

(B) The 2018 Million Ringgit Club (MRC) Challenge is exclusive for:

Category Requirement Rewards

2018 AIMS Members who is RM75,000 AFYP & Tag Heuer Watch
non-MDRT Qualify MRC by Year End
(Worth not more than RM4,000)

At the end of his presentation, members of the floor gave a round of applause and was motivated to achieve the challenge.

26

The session continued with training by inspirational international speaker – Chris Chan
shared (2) topics on 1st day – Prospecting Mastery & Consultation Mastery followed
by another dynamic speaker – Biaoda on Referral Mastery on Day 2. At the end of
the session, participants learnt how to better position themselves as a respectable
professional in the marketplace and know how to turn casual conversations into
business opportunities by attracting prospects to meet them for consultation through
taping on reservoir of effective scripts and techniques to approach natural market
with great ease and significantly increase their appointments fixed and met.

By end of day 2, the participants were able to identify and overcome their limiting
mind-sets on getting referrals and to achieve consistent streams of referral month
after month by developing a practical “Referal Game Plan” to grow their referral
reservoir within the next 30 days.

The closing address was given by HOD of TMTDA , Miss Joddie Leong to urge the
members to embrace challenge and committed to grow to further perfect their level
of success.

MDRTAIMS
2nd Session

By Heidi Chong

On Wednesday, 2 May, TMLM hosted the 2nd AIMS training session in Genting
Highlands. Aptly theme “Building Your Business Empire”, the session kicked start
with a warm welcome speech by CAO, Mr Liew Kim Wah congratulated the members
for positive growth and promote the brand new plan – Tokio Marine Optimiser, a
pioneering solution that encompasses savings and life protection serves to meet
customer needs vary at different stages of life against the backdrop of an ever-
changing market environment.

Over a 57 members from nationwide stepped away from their daily marketing
activities on to take part in a ground-breaking new event initiated by Tokio Marine
Training & Development Academy (“TMTDA”) in collaboration with RHB Trustees
Berhad (“RHBT”) titled “How To Use Life Insurance in Estate Planning ”.

Lee Jie Chang of RHBT was the featured speaker, inspiring members and creating
awareness on how they can adopts a multi-dimensional approach to estate planning
by exploring the “hard” & “heart” issues of estate planning. Financial, legal & social
issues as well as potential pitfalls were discussed. Members learnt about estate
planning tools such as wills , insurance trust and how different structures can be
used to provide effective and efficient means to meet individual’s estate planning
needs.

The presentations struck a chord with all member felt it was a good move to go
through extensive discussion of real life case studies by applying the estate planning
principles that incorporated effective strategies to deal with practical issues and
potential pitfalls when he shared his wide experience when he meets the unspoken
needs of his clients after going the extra mile to discover what they really wanted
especially on Insurance Trust.

AIMS programme is truly a can’t-miss par excellent event for life insurance advisor
seeking ways to further develop and enhance their competency.

27

TM inTUNE branch updates...

1234

CENTRAL REGION 5 67
1 & 2. KL - TMC AUM & TMP Recruitment 8 9 10

Camp
3 & 4. KLG - Branch Q1 Celebration Night
5. SBN - Career Awareness at Politeknik

PD
6. SBN - Mid Push and 2017 Recognition

at Royal Sungai Ujong Club
7. SBN - Sharing by Dato A. Ganesan on

his Achievement as MDRT Life Member

EAST MALAYSIA REGION

8. KCH - Career Talk at Unimas

9. KCH - Charity Bazaar

10. KCH - Mini BOP at Miss Y Bakery

11. Miri - Asia Unity 2018 Annual Dinner

12. Miri - Mr Lee Seng Heng Sharing with

TMC Member

13. Miri - Power Eagle Group LAB Program 11 12 13
14. Miri - TMC Members Change New Car

Success Story

15. Sibu - Qualifiers of TM Optimizer Korin

bag

16. Sibu - TM Optimizer 1st Launching in

Bintulu

SOUTHERN REGION

17 - 23. JB - Laser Game Contest

24. MLK - Mahkota Medical Center 14 15 16

Learning Trip- 12 June 2018

NORTHERN REGION

25. BTTW - T-Marine Pro Road Show by

Mr Chee

26. BTTW - Leaders Meeting with CAO in

May

27 & 28. BTTW & PEN - CNY Celebration

29 & 30. IPH - 2018 Ipoh AAP - Party In 17 18 19
White @ Ipoh Kinta River Front Hotel

NEW GROWTH AREA
31. KB - Leaders Recruitment in Kuala

Terengganu
32. KB - Mini BOP, All Joined TMLM
33. KB - Mini BOP
34 & 35. KUA - Team Building

20 21 22 23

24 25 26 27

28 29 30 31

32 33 34 35

28

Marketing Communication Highlights

29

OUR CUSTOMER At Tokio Marine Life, we understand
PORTAL HAS A that our customers do not always
have the time to keep track of
BRAND everything on their policy details. But
NEW LOOK given the chance, they would want
it all in one at their convenient time
& NEW SERVICES and location.

With e-Services, they can now
enjoy not only the easy access to
their policy information but they can
also update their policy information,
make one time payment via credit/
debit card with us via our secured
online portal anytime, anywhere and
even when they are on the move.

30

Product Highlights

Lifetime Booster

optional iHealth+ benefits to secure your healthcare coverage with flexible limit

High Annual Limit NO NO Organ Transplant
of up to Lifetime Limit Co-payment reimbursement
amount shall be
RM 3 million AS CHARGED

How does iHealth+ with Lifetime Booster works?

Assuming David is hospitalized for the first time
with no previous claims. The total eligible medical
bill is RM 250,000.

Product Highlights

TokioMarine-Optimizer

save now for a better tomorrow

A Strategy product only available during Campaign Periods.

*start from 3rd policy year and onwards.

CLAIMS Statistic

TPD Claim

Total Permanent Disability Number of Contract Claim Amount (RM)
Female
41-50 1 25,000
Male
11-20 1 50,000
41-50 1 25,000
51-60 1 50,000
Grand Total 4 150,000

* The statistics above is based on claims reported during 1 Jan 2018 - 30 Jun 2018

CI Claim Death Claim Medical Claim At A Glance

By Gender, Age Band & Claim Description By Gender, Age Band & Claim Description 11.5%
5.6%
Claim Description No. of Claim Amount Claim Description No. of Claim Amount 16.8%

Female Cases (RM) Female Cases (RM)

11-20 1 50,000 11-20 1 15,725 7.0% 11.7%
Cancer 1 30,671 7.6%
31-40 3 345,000 Accident 1 25,225
Cancer Cancer 8.5% 11.4%
Systemic Lupus 2 87,000 Other Diseases 2 195,037
Erythematosus with 21-30 1 26,979 9.6% 10.2%
Lupus Nephritis 12 509,149 Accident
41-50 2 60,000 Other Diseases 7 283,034 Injury, poisoning and certain other consequences of external causes
Cancer 1 10,000 31-40 Diseases of the digestive system
Chronic Lung Disease 1 30,000 Other Diseases 4 376,653 Diseases of the respiratory system
Heart Attack 1 20,000 41-50 1 20,317 Diseases of the circulatory system
Serious Coronary Artery Cancer 12 364,912 Diseases of the musculoskeletal system and connective tissue
Disease 4 129,197 Coronary Heart Disease Neoplasms
Stroke Other Diseases 8 248,744 Diseases of the genitourinary system
51-60 5 201,983 51-60 3 52,466 Certain infectious and parasitic diseases
Cancer 1 74,334 Cancer 16 451,999 Symptoms, signs and abnormal clinical and laboratory findings, not
61-70 33 1,516,664 Coronary Heart Disease elsewhere classified
Cancer Other Diseases 1 43,619 Others
Stroke 61-70 6 219,169
Accident 3 212,655
Total (Female) Cancer 25 620,069
Coronary Heart Disease
Male 3 196,000 Other Diseases 2 28,416 Medical Claim Claim %
71-80 23 464,228 Diagnosis Amount (RM)
21-30 1 3,000 Cancer 16.8%
Cancer Other Diseases 1 5,232 Injury, poisoning 7,228,774 11.7%
31-40 4 322,656 81-90 7 161,586 and certain other 11.4%
Angioplasty And Other 2 170,000 Coronary Heart Disease consequences of 5,033,992 10.2%
Invasive Treatments For 1 200,000 Other Diseases 1 27,227 external causes 4,912,277
Coronary Artery Disease 91-100 126 3,873,965 Diseases of the 4,402,739 9.6%
Cancer 1 20,000 Other Diseases digestive system 8.5%
Heart Attack 2 206,219 Diseases of the 4,128,523 7.6%
Serious Coronary Artery 1 10,000 Total (Female) respiratory system 3,661,714 7.0%
Disease 1 25,000 Diseases of the 3,292,553
41-50 1 100,000 Male 9 153,530 circulatory system 5.6%
Brain Surgery 2 75,000 1 40,401 Diseases of the 3,031,324
Cancer 11-20 musculoskeletal 11.5%
End Stage Kidney 2 70,000 Accident 7 281,050 system and 2,393,647 100%
Failure 1 30,000 Cancer 1 102,262 connective tissue
Fulminant Viral Hepatitis 2 200,000 21-30 1 38,020 Neoplasms 4,970,844
Heart Attack 5 95,000 Accident Diseases of the 43,056,387
Serious Coronary Artery Cancer 6 371,240 genitourinary
Disease 1 50,000 Other Diseases 1 50,000 system
51-60 30 1,772,876 31-40 7 899,145 Certain infectious
Cancer Accident 5 908,444 and parasitic
Heart Attack Cancer diseases
Serious Coronary Artery Coronary Heart Disease 2 113,609 Symptoms, signs
Disease Other Diseases 5 302,766 and abnormal
Stroke 41-50 15 961,655 clinical and
61-70 Accident 9 472,725 laboratory findings,
Serious Coronary Artery Cancer not elsewhere
Disease Coronary Heart Disease 2 93,275 classified
Other Diseases 8 579,024 Others
Total (Male) 51-60 5 210,803 TOTAL
Accident 20 581,230
Grand Total 63 3,289,539 Cancer
Coronary Heart Disease 1 24,171
* The statistics above is based on claims reported during Other Diseases 14 900,169
1 Jan 2018 - 30 Jun 2018 61-70
Accident 5 319,921
INSURANCE Cancer 36 1,455,829
Coronary Heart Disease
Other Diseases 3 246,243 * The statistics above is based on claims notified as at
71-80 3 141,004 30 June 2018
Cancer 16 1,287,937
INSURANCE CARD Coronary Heart Disease Gender No of Case Claims Amount
N1MA2O3MNT4HE5/YS6EAU7R 8RN0A0/0M0 E Other Diseases 2 55,860
81-90 9 484,939 Male 2,946 24,228,673
Cancer Female 2,640 18,827,714
Other Diseases 1 13,176 Total 5,586 43,056,387
91-100 194 11,088,428
Other Diseases

Total (Male)

Grand Total 320 14,962,392

* The statistics above is based on claims reported during 33
1 Jan 2018 - 30 Jun 2018

2018 TMCC
See you in Taipei

2018 Agency Tour
See you in Milan & Venice

FOR ILLUSTRATION PURPOSE ONLY.