Daruma - 05 January 2019 Issue

CONTENTS

Events / Tours SPOTLIGHT

01 Message from the CEO 2018 MDRT Life Member Installation
01 2019 Agency Theme
02 Message from the DCEO 2018 Indian Agencies Convention &
02 Message from the CAO Recognition
03 2018 Agency Tour Benchmark Qualifiers
Training Highlights
Spotlight Events in TMLM
Life Advisor Planning (LAP) Programme
04-05 2018 Tokio Marine Challenge Cup Closing Graduation Ceremony
06 2018 MDRT Life Member Installation
07 2019 MDRT Benchmark Qualifiers
08-09 2018 ILP Tour - Korea
10-11 2018 NA Fast Start Tour - Chiang Mai
12 2018 Indian Agencies Convention &
Recognition
13 2018 Promotion of TMC Agent to AUM
14-15 T-Marine Corp Updates

Training Highlights

16-17 2018 LAP Program
18 2018 Malaysia MDRT Day

TM inTUNE

19 T-Marine Pro E-Submission Updates
20-21 Branch Updates
22-23 Marketing Communication Highlights
24 BSC Updates

Statistic

25 Claims Statistic

Content Editor & Art Editor Contributors: TMTDA
Heidi Chong & Nasuha Bt Yunus
Agency Planning Corporate Communications & Advertising
Lim Chui Ling Wilson Tang & Kelly Foong Actuarial Department

Agency Planning IT Department
Chee Poh On, Cynthia Chong & Tan Wei Lun Richard Yu

Agency Business Development
Amber Loh, Christine Sim, Jamie Yap, Javier
Tan, Julian Foo, Krishnan Muguram, Sivakumar
Palanisamy, Angie Chan, Zainal Tang, Zeoilen
Fam

Dear agency members, CEO MESSAGE

Happy New Year! I would like to begin by thanking all our agency members for your support to CEO
make our digital transformation journey a success. I am happy to announce that Tokio Marine
Life is the proud recipient of 2018 BrandLaureate Industry Champion Brand ICON award 2018 Tokio Marine Life Malaysia Bhd.
– Insurance Solutions. This achievement recognises the importance of Tokio Marine Life’s
innovation in spearheading the digitalisation in life insurance industry to provide customer- TOI SEE JONG
centric services.

We are proud to be one of the life insurers that offer e-claims – a hassle-free online claims
submission and the first in the industry to provide online unclaimed money checking facility.
Our end-to-end digital strategy does not only create better customer experience but also
improves agency members’ productivity. T-Marine Pro, the business application was created
to ensure faster and easier sales submission for agency members.

Today, our first customer mobile application – OneTokio can be downloaded from Apps store
and GooglePlay. OneTokio provides update on latest product features and policy details.
Customers can also enjoy benefits through OneTokio’s loyalty program from Tokio Marine
Life business partners.

As part of the “Good Company” culture, we are cultivating “Hokenbito” – our standard of true
profession among agency members. As a “Hokenbito”, we are not only providing peace-of-
mind life insurance solutions but also build a long term relationship with customers in helping
them to enjoy a better life. Taking care and protecting customers is the priority of Hokenbito.
“Hokenbito” is a profession that Tokio Marine Life offers to our life advisors who want to
build a long-term career in life insurance industry. The Company will continue to develop
and promote professionalism to achieve a target of 5,000 total agency members with a
production RM200 million AFYP in year 2020.

By leveraging the power of digital transformation and “Hokenbito” culture, I believe Tokio
Marine Life is progressing towards the goal of becoming one of the TOP FIVE life insurance
providers in Malaysia. Let’s work together to make 2019 another remarkable year!

2019 will be a leap year for Tokio Marine Life Malaysia. We shall continue to focus
on recruitment where encouraging results from “Build2Grow” campaigns 1.0 and 2.0
have brought us. With the ultimate goals of achieving 5,000 total agency members and
producing RM200 million AFYP in year 2020, we intend to hasten the recruitment pace
with “Build2Grow3.0” in 2019 with the tagline “Mission 5000”.

We have worked together as a TEAM and successfully overcame numerous challenges
in previous years, and fulfilling the “Mission 5000” is no exception:

Together
Everyone
Achieves
More

1

DCEO MESSAGE 明けましておめでとうございます。(Happy New Year!)

DCEO Tokio Marine Holdings in Japan announced the divestment of Reinsurance Subsidiaries in
October 2018. The company, Tokio Millennium Re (TMR) has been the icon in the international
Tokio Marine Life Malaysia Bhd. business in Tokio Marine Group. This company has contributed 50% of the international
business to the group in the past years. However, the contribution from TMR has declined
YOSHIAKI OKABE 岡部 養明 to 10% due to the international business rapid growth from the North America and Asia has
prevailed.

TMR was doing very well, but the reinsurance business is isolated from other primary
insurance business and the expected synergy has become less than before. Therefore, Tokio
Marine has taken the strategic decision to divest TMR. This indicated Tokio Marine Holdings
has clearly shown the direction to focus in the growing market and such the expectation to
the Asian emerging market will becoming much larger.

This year is the 4th time we had Tokio Marine Challenge Cup (TMCC). TMCC was started in
2015 with the participation of 2 Group Companies (GC), Malaysia & Thailand but today we
manage to see more GC joined this challenge.

I am glad to see the development of TMCC has brought to the business growth to all GC
this far. The agency force of TMLM has made us proud by winning 2 categories out of 5,
where else Tokio Marine Life Singapore (TMLS) won a category for the first time in their third
time participation and TMLTH won 2 categories. Thank you for your great contribution and
support in this regional initiative.

TMLTH was to acquire skill and knowledge on our ILP shift success journey back in 2016.
TMLTH is currently facing some challenges to shift the product mix to ILP and yet to succeed.
Thus, they need some insights from TMLM to make it a successful transformation. Although
it was two day sharing session but I think it is a big milestone for us.

I believe that the healthy competition of TMCC is not only helping us to achieve synergy but
it also cultivating a strong friendship between GC.

The ILP shift success story is one of the huge milestone that we have achieved thus far
as a team. I believe the co-operation initiative like TMCC with the GC will further sharpen
ourselves to face more challenges that the current Life Insurance in Malaysia is facing, i.e
the agents’ recruitment. We certainly can be a role model to achieve this milestone and to be
able to share the success story with other GC. We need to do it as TMLM is the best quality
Life Insurance Company in Tokio Marine Group in Asia and we need to maintain the glory.

CAO MESSAGE We achieved 96 million AFYP in production and recruited 864 new agents as at November,
2018 which are marginally on par with SPLY’s performances. As the closing of another
CAO year draws nearer, it is my belief that the agency members will be able to put in a sterling
performance with improved results in both top-line and recruitment.
Tokio Marine Life Malaysia Bhd.
To recap some fine performances in 2018, we continued to perform remarkably well in
LIEW KIM WAH the 4-nation Tokio Marine Challenge Cup with 103% and 156% achievements in “versus
2 AFYP” and “Super Producers” targets categories respectively and thereby securing two
championships out of five at stake. I extend my heartiest congratulation to the agency
force and thank all who contributed to these achievements. We look forward to welcoming
a new Group company, Edelweiss Tokio Life Insurance Company Ltd., from India in TMCC
2019 edition.

The T-Marine Corp (TMC) scheme which was introduced in 2017 as a 3-year program to
develop leaders has begun to bear fruits now that 50 participants have already successfully
gained promotion to Assistant Unit Managers in 2018. We will certainly have the largest ever
number of Unit Manager promotions in 2019 when these AUMs together with TMP agents
are promoted. The enhanced TMC and TMP schemes will continue in 2019 and agency
leaders are encouraged to enrol their agents in these agency development programs.

We have a total of 2,003 in-scope agents for the newly introduced Balanced Score Card
(BSC) and only 26% or 507 managed 100% achievement in the normal threshold in Category
1: No. of Policies (NOP) or AFYP (Production) as at November, 2018. Do keep a watchful eye
on BSC as it measures performances and determines your incomes.

Top-line, Manpower, Productivity, MDRT, etc. have always been our KPIs announced in Kick-
offs. Now, in year 2019, we would like to prioritize the KPIs with RECRUITMENT and agents’
PRODUCTIVITY first to ensure a total manpower of 5,000 or more and at least RM200 million
AFYP are achieved when year 2020 ends.

With this direction, we have tagged “MISSION 5000” as 2019’s agency theme. All major
business development activities will be planned towards achieving the above targets. I am
sure all leaders and agents will align themselves with this new direction and transform the
Company into one of the main players in the industry. Have this as one of your new year’s
resolutions and we will strive together to achieve another milestone in Tokio Marine Life!

Happy and successful New Year.

AM GROUP CATEGORY

BONG LU FOON (KCH)
CHAI LAN YEN (MLK)
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 QUALIFIERS AM/UM DIRECT UNIT CATEGORY

MILAN & VENICE CHENG KWEE LAN (MLK)
CHIN SHI HUI (JB)
PERSONAL SALES CATEGORY CHIONG SZE SENG (SBU)
FOO THEN HIN (MIRI)
BONG CHEE THIEN (MIRI) LIM SEE CHEK (JB) GANESAN A/L K ARUMUGAM (SBN)
CHAI WAN TAK (MIRI) LING LIING HING (MIRI) LAM CHUI PENG (MLK)
CHAN KEE CHONG (KCH) LOH ING HUONG (MIRI) LEE NYUK YIN (JB)
CHAN NYUT LIAN (MIRI) LOO LQI KIM (KL) LING LIING HING (MIRI)
CHIN SHI HUI (JB) MAGALA SRI A/P KRISHNAN (BTTW) POOVANESWARAN A/L THANGAVALU (BTTW)
CHIONG SZE SENG (SBU) MUHAMMAD SHAHRIZUL MUNIR BIN, PUI JIN TECK (KCH)
CHUNG SIEW YIAN (MIRI) RUMAYEE A/P K MUTHUSAMY (JB)
EPTS MANSION SDN BHD (KL) MOHAMED NASIR (PEN ) TAN AH MOI KIA @ HELEN TAN SIEW ENG (MIRI)
GANESAN A/L K ARUMUGAM (SBN) NG MAY LING (MLK) TAN GOOT HOON (BTTW)
GOH SIEW MUI (MIRI) NGUI KING HOCK (KCH) TAN KOK WAN (KCH)
HII MING TING (KK) PANG HUI TIEN (MLK) TEH KEAT MEI (PEN )
JAYAKUMARI A/P GOPAL (BTTW) RASATHA A/P RAMAN (SBN)
JESSY CHEN AGENCY SDN BHD (KL) RUBAVATHI A/P RAMASAMY (JB)
JODHI A/P RAMASUNDRAM (JB) RUMAYEE A/P K MUTHUSAMY (JB)
JONG SUK MOI (KCH) SIM PENG CHIN (MIRI)
KASTHURI THILAGAM A/P CHINAPEN (JB) SIM TIANG BOON (MIRI)
KOH KAE LI (MLK) SIOW YIN SAN (JB)
KOH WEE KIONG (MLK) SIVANESVARY A/P A ARUMUGAM (SBN)
KOH YOONG HOE (JB) SOO SING FEI (KL)
KONG SIEW YUK (MIRI) TAN GOOT HOON (BTTW)
KOO GWO SHING (KL) TAN KOK WAN (KCH)
LAU AI LING (JB) TIANG CHIIN LING (KCH)
LAU KEE PING (MIRI) VANASUNDARI A/P GOVINDASAMY (BTTW)
LEE MOU AN (MLK) WONG KE LOONG (KB)
LEE NYIT KIM (MLK) WONG KIM HOO (MLK)
LEE TAI LEE (MIRI) WONG KING KIEW (MIRI)
LIEW SAI CHAN (JB) WONG WEI WEN (KCH)
LILY WONG HIE LI (MIRI) YEE SHIOW HUOY (KL)
LIM GUAT NGOH (KL) YEO SEOW MEI (KUA)
YONG CHENG GEK (JB)

* Result as at 30 September 2018, subject to persistency review and terms and conditions. NEW AGENT CATEGORY

BERNARD TOH SHU KANG (KCH) 3
CHONG HOW KEE (KL)
HARI KHARAN A/L MUNIYANDY (IPH)
JULIAN GOH CHEN ZUI (MLK)
LEE MOU YEN (MLK)
MARIMUTHU A/L M.ARALAPAN (JB)
PANG SZE CHYI (MLK)
SAMBANTHAN A/L ARUMUGAM (SBN)
SUGUMARY A/P BALAKRISHNAN (SBN)
THAM CHOY YIN (KL)
TING HEI SIENG (KCH)
WEE WAI MING (PEN )
WONG CHIA YEE (MLK)
YAP KAH LING (KL)

4

5

2018 MDRT Life
Member Installation

by Krishnan Murugam

Congratulation to Dato A Ganesan for being the elite member
of the Million Dollar Round Table (MDRT). Member of the MDRT
represents the top one per cent of the world’s life insurance
and financial services professionals. MDRT membership is
recognized internationally as the standard of excellence in the
life insurance and financial services business. Besides being
the MDRT member, Dato A Ganesan also achieved MDRT Life
Member status for his persistency achievement as the MDRT
member over the past 10 years.

Installation of MDRT Life Member to the Hall Fame in Menara
Tokio Marine Life was held on 16 July in the witness of Tokio
Marine Life Chief Executive Office Mr. Toi See Jong, Deputy
Chief Executive Office, Mr. Yoshiaki Okabe and Chief Agency
Office, Mr. Liew Kim Wah.

Dato Ganesan joined Tokio Marine Life (then called Asia Life
Assurance) in 1995 as part time agent. In 2004 he decided
to convert as a full time agent and then his journey to MDRT
started and completed 1st MDRT on the same year. Since then
there is no turning back and the following year he completed his
MDRT - Court of Table (COT) . Dato Ganesan is the first Indian
agent to qualified COT in Asia Life Assurance for consecutive
2 years respectively in 2005 and 2006. He later achieved his
MDRT Life Time Member in 2018.

The achievement of Dato Ganesan, would not have been
possible without his families and agency continues support
throughout his journey with Tokio Marine Life.

6

TOKIO MARINE LIFE INSURANCE MALAYSIA BHD SAW BEE ENG

2019 MDRT ANGKASA ADVISORY
PENANG
QUALIFIERS

GANESAN A/L K LEE MOU AN HII MING TING KONG SIEW YUK CHIN SHI HUI JESSY CHEN
ARUMUGAM AGENCY SDN BHD
MAXX LLH AJ POWER FOO THEN HIN AGENCY MAXX CNF
DATO GANESAN AGENCY MELAKA KOTA KINABALU MIRI JOHOR BAHRU J POWER AGENCY
SEREMBAN KUALA LUMPUR

TAN KOK WAN WONG KING KIEW KOH WEE KIONG LOO LQI KIM LIM SEE CHEK KOH KAE LI

TAN KOK WAN AGENCY DAVID TEA AGENCY CHAI LAN YEN AGENCY OPTIMIUM LIFE PLANNERS TOKIO STARS MAXX LLH
KUCHING MIRI MELAKA KUALA LUMPUR - LINDA AGENCY MELAKA
JOHOR BAHRU

JAYAKUMARI A/P VANASUNDARI A/P MUHAMMAD SHAHRIZUL SIOW YIN SAN LAU KEE PING KOH YOONG HOE
GOPAL GOVINDASAMY MUNIR BIN MOHAMED NASIR
MAXX CNF TEAM POWER ADVISORY MAXX CNF
ASIA ACE ASIA ACE ANGKASA ADVISORY JOHOR BAHRU MIRI JOHOR BAHRU
BUTTERWORTH BUTTERWORTH PENANG

YEE SHIOW HUOY CHUNG SIEW YIAN JULIAN GOH LEE MOU YEN PANG CHEE WEI PANG HUI TIEN
CHEN ZUI
OPTIMIUM LIFE PLANNERS TEAM POWER ADVISORY MAXX LLH J POWER AGENCY MAXX LLH
KUALA LUMPUR MIRI CHAI LAN YEN AGENCY MELAKA KUALA LUMPUR MELAKA
MELAKA

LING LIING HING TAN GOOT HOON LILY WONG HIE LI NGUI KING HOCK SIM PENG CHIN

ASIA EXCELLENT TAN GOOT HOON AGENCY ASIA EXCELLENT KIM HOCK AGENCY HELEN TAN AGENCY
MIRI BUTTERWORTH MIRI KUCHING MIRI

*Ranked by early qualifications 7

8

9

2018 Early morning of the next day, delegates headed to the Maesa Elephant
Camp and spent time with these gentle giants during the feeding and
NEW elephant show sessions. After spending the morning with elephant,
delegates were set out to explore the hill tribes of Chiang Mai (Long Necked
AGENT Village). Within the settlement, the welcoming hill tribes of Lahu, Padong
and Karen showcased their lifestyle and living skills with delegates.
FAST
On Day 3, delegates ventured the Wat Doi Suthep, a beautiful temple
S TA R T tucked away in the lush forest hill above Chiang Mai on the third day.
TOUR After Wat Doi Suthep, delegates proceeded to another highlight of the
trip, the ranger adventure. Delegates were transferred using “Songthaew”
to the water rafting & ATV starting point. Delegates enjoyed a challenging
experience riding of ATV along the hillslope and rafting experience at
Kang Kurd Village.

by Lim Chui Ling

A total of 61 qualifiers of NA
Fast Start Contest joined the
Chiang Mai 4D3N tour on
1 – 4 December 2018.

Upon arrival, delegates were welcomed by Miss
Chiang Mai and treated with Thai massage at
Health Land Spa. Refuelled and exited they
further spent their Day one touring the Old Town
of Chiang Mai in tuk tuk. One of the interest points
was the Wat Chendi Luang which the beautiful
temple aged 600 years’ old ruins in the middle
of the Old Town has impressed the delegates.
In evening, delegates had a walk-tour in the
Saturday Night Market that offers local souvenir,
foods and clothing.

10

Also, delegates were given the opportunity to enjoy the France fusion fine
dining in the only Michelin Star Awarded Chef Restaurant in Chiang Mai
on the Get Together Dinner. Delegates dressed in style and enjoyed the
fine evening together. The delegates tried their very best skills to be the
champion during the games session.
Of course, Lantern Festival (Loy Krathong) is a must have activity for every
Chiang Mai trip. Delegates were given each a lotus shaped water lantern to
release to the river as the indication of new beginnings of their life. With Tokio
Marine Life, it is a new kick-start of all delegates in their career pathway.

11

2018
Indian Agencies

Convention &
Recognition

by Sivakumar Palanisamy

2018 Indian Agency Convention and Recognition was held at
Zenpire, Menara Tokio Marine Life on 6th October 2018. This 3rd
Convention was attended by 150 delegates and qualifiers from Alor
Setar to Johor Bahru.

The event started with the opening speech by Deputy CEO Mr.
Yoshiaki Okabe. He reminded the Indian Agency members to focus
on recruiting young agents and agent promotion. The event was
officiated by Mr. Okabe, CAO Mr. Liew Kim Wah and TMALFAA
President Mr. Rajoo, by lighting up the Indian traditional lamp
(Kuttu Vilakku). During the CAO special address, he requested
Indian Agency force to grab every business opportunities that are
available in the company and to create better achievement in both
agent recruitment and productivity. He wants the Indian Agency
members to have positive growth in all areas and to create more
qualifiers in the future.

Both Deputy CEO and CAO presented awards to all the IAD
qualifiers, who have achieved the benchmark target from January
to June 2018. A total of 57 awards were given out for 7 categories.
Three industry and external speakers comprising Agency Manager
Mr. Valayutham, Mr. Gunalan and Dr. Kadeer Ibrahim were invited
to share the topics of ‘Retirement Plan with IL Products’, ‘Priority
shape your Character’ and ‘You are born to Succeed’ respectively
with the delegates and qualifiers.

All the attendees fully participated in all the activities and committed
to complete the mission for 2018.

12

Congratulations!
Promotion from T-Marine Corp to
Assistant Unit Manager

BALA MURUGAN BERNARD TOH CHEE CHYI CHUAN CHEN PET YUN CHIAM KER PEI CHIN BAK KIT
JOHOR BAHRU KUCHING MIRI MIRI KUALA LUMPUR MALACCA

CHONG YEW CHIAN CHOW YI HONG EASUVARAN ERIC CHEN GAN HONG PIN GLADYS LO
JOHOR BAHRU JOHOR BAHRU BUTTERWORTH KUALA LUMPUR
KUALA LUMPUR KUALA LUMPUR

HELEN HII JENNIFER LIEW JENNY LAU JULIAN GOH KELLY LIU KHAW MAN GEE
MIRI KUCHING KUCHING MALACCA KUCHING MALACCA

LAI JUNYONG LI PEI NGIIK LING SHIN YI MAK WAI LEONG MEENALAKSHMI MICHELLE BONG
KUCHING MIRI MIRI KLANG KUALA LUMPUR MIRI

NGIEN LEH JING NITHIYANANTHAN ONG EE LOON ONG SZE EAN PANG SZE CHYI PARAMESWARI
SIBU SEREMBAN KUALA LUMPUR BUTTERWORTH MALACCA IPOH

PHANG JIN PING PRASHANTHINI SATHISKUMAR SELVI SUGUMARY THAM CHOY YIN
KUCHING KUALA LUMPUR SEREMBAN SEREMBAN KUALA LUMPUR
JOHOR BAHRU

THIRUKUMARAN TIE YING YING TOH FONG MING TONG ZHE HAU VOON AI MING VOON BOO SHIEN
KUALA LUMPUR SIBU MIRI KUALA LUMPUR KUCHING MIRI

WILLEY NGO WONG CHIA YEE WONG JIN RUI YAP KOK HIN
MIRI MALACCA KUALA LUMPUR KUCHING

YAU SU CHIEN YEE XINN YUEN YOGARAJAN YONG CHUN YIP
MALACCA KUALA LUMPUR BUTTERWORTH KUALA LUMPUR

13

by Chua San Kuang

TMC Update

Our company’s Agents’ Financing Scheme, T-Marine Corp (TMC), was first launched on 1, May, 2017 and seven
batches were subsequently introduced until November, 2018. TMC aims at assisting leaders in recruiting quality
agents and developing them from Life Advisor to Assistant Unit Manager and thence Unit Manager in three years.

The scheme provides the participants with effective selling and customers servicing skills in the initial year and
recruiting skill and agency management knowledge in the second and third years through intensive trainings.

Year 1 Life Advisor Application Processes

Application Interview/Selection Preparation Residential Training

• Recomended by Leaders • Assessment/Interview by ABS Dept. • Applicants offered participation • Attend Residential training
• Interview by BD Staff • Assessment/Selection by Committee • Resign to be Full Time • Admit into TMC scheme

Year 1: Life Advisor Development Years Year 3: Unit Manager

Year 2: Assistant UM

• Financial & Training supports

14

Training Activities

Trainings conducted by TMTDA included Pre-TMC 5-day Residential Training, Follow-up & Follow-through sessions, specialised
trainings and workshops. The trainings were held at several hotels and resorts with outdoor team-building facilities.

The topics covered were varied and many with all aimed at providing the participants with fundamental knowledge and skills in
starting off their life insurance professional career with Tokio Marine Life on the right path with an entrepreneurial mind set.

These topics included Life Insurance and benefits, Dream Board, Products knowledge and packaging, Project 200, Prospecting
and Securing Appointments, Handling Objections, Sales Activities, After Sales Services, KASH, Producers’ Tool, Critical Success
Factors etc. Additionally, experiential activities and role plays were arranged for effective learning. Disciplinary and regulatory
lessons on Code of Ethics, AMLA and BSC were also taught.

TMC Batches 1 to 8

TMC 1 TMC 2

TMC 3 TMC 4

TMC 5 TMC 6

TMC 7 TMC 8

Come on, all, be prepared for new TMC enrolments in 2019 and
become Tokio Marine Life’s fully trained TMC leaders!

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Training Highlights

L IFE PROGRAMME
A DVISOR GRADUATION
PLANNING
CEREMONY

By Heidi Chong of 6 modules: Module 1: Overview of Life Planning Module
2: Business Planning & Target Marketing, Module 3: Wealth
It was a proud and jubilant occasion Protection. Module 4: Wealth Accumulation, Module 5: The
for 113 life insurance advisor and their Voice of the Client, and Module 6 : Investment and Legacy
families as they celebrated an important Care Planning which takes 6 month to 12 month to complete.
milestone in their life insurance career
journey: the completion of the Life The Life Planning Advisor (LPA) certification is a platform to
Advisor Planning Program (LAP), an equip our life advisor with skills to drive the business forward
in-house certification programme by to be recognised as trustworthy, ethical & highly skilled. We
TMTDA, Tokio Marine Life Malaysia believe professional life advisor build the economy. Our
and the beginning of their journey as a commitment is to groom professional life advisor that the
professional Life Advisor. client needs to help shape the profession.

A graduation ceremony was organised on The life advisor of the future will be equipped for challenges,
2 Aug in Zenpire, Menara Tokio Marine including fast-evolving technologies, changing expectations
Life, KL to mark the momentous milestone of consumers, business and the volatility of the economy.
as they took the next step towards becoming a professional The LAP programme certification being introduced will
life advisor. The graduation ceremony was graced by our ensure that the skills remain relevant & competitive in the
CEO – Mr. Toi See Jong, CAO – Mr. Liew Kim Wah & Head of market place.
TMTDA – Ms Joddie Leong Siew Yoke.

With the rapid changes in financial landscape and increasingly
sophisticated requirements of customers on higher level of
professionalism among financial service providers, TMTDA
launched the Life Advisor Planning Programme in 2017 that
aimed to develop and build a group of highly professional and
productive agency force with the know-how and competency
to determine an individual’s financial life priorities as well as
to provide financial solutions for achieving the client’s goals
at each stage of life.

The certification evolves around five (5) cornerstone of financial
planning – Protection, Medical Health, Debt Cancellation,
Education & Retirement planning. The certification consists

16

Training Highlights

17

MDRT2018 MALAYSIA

DAY

By Heidi Chong

“Changing Lives with MDRT” - that’s the theme for the 7th Malaysia
MDRT Day 2018 dated 3rd of August. Early in the event was the MDRT
Flag Ceremony which the MDRT members from each represented
company walked proudly on stage holding their company’s flag. Eunice
Loo was nominated as the flag bearer for Tokio Marine Life Malaysia.
The convention has brought an array of top class speakers & financial
planners around the world, with a total number of 19 international and
local speakers who are current members of the Top Million Dollar Round
Table (MDRT). Court of the Table (COT) and Top of the Table (TOT). The
distinguished speakers are:

Ross Vanderwoff (MDRT, First Vice President)
Sandro Forte (TOT, UK)
Wave Chow (MDRT, HK)
Miliana (COT, Indonesia)
Jong Thian Lung (TOT, Malaysia)
Lim Ren En (COT, Malaysia)
Jayakumari (MDRT, Tokio Marine Life Assurance Malaysia)
Lim Siew Cheng (MDRT, Malaysia)

The conference was well delivered as there was an amalgamation of
speakers all in one place. The speakers shared various sales techniques
and ideas, technical information as well as motivational concepts to the
life insurance advisors. The variety of topics, the applicable techniques
and the quality of presentations makes these convention so valuable to
the development & growth of the life insurance advisor.

For the past 7 years, the convention was organised by Malaysia MDRT
Membership Communication Committee (MDRT) and co-organised by
The Malaysia Insurance Institute (MII). It has brought the experience
levels together for face-to-face speaker session that forge deeper
exploration of the real-world best practices that transform the business.
The possibilities are endless — improve productivity, client engagement
& business practices.

The attendees left the event feeling inspired with a variety business
concepts in hand & invigorated with new ideas to elevate their business
to a new frontier – the MDRT way!

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TM inTUNE

WThaptp-iahsenMirovetoaaneeivrtprreaiif2rdneacos8reecheueNliduPlecioilsnvrmyovoeegneprdsstmtroocmtorbywvuaoeceihcgrnrlmeetoef2iovnet0htrehnc1omaayt8snvf.e.efeC6os-ew0irodncc0anboceycgaem.arcoamsknPoteuilfste2ftltiaao3eoctsdifiJaeoueulnt-solscsyluoatftb2nuoor0matnrit1nnchi8sshufe,usfeo1tiwouor5mtenrf3oe T-Marine Pro
user
Witneecyhelnoaoorlko20gfo1yr9twoaassrdcwaetleocuhopanvatiegneumnecotyroebeuTxs-pMinloaerrseinse.usPinrgo edge E-Submission
Updates

by Chee Poh On

Agents submitted more than 10 cases

No Agent Name Branch AM Name Total Cases
1 TOH FONG MING MIRI FOO THEN HIN 27
2 MOHAN A/L MURUGAYAH SEREMBAN VISVANATHAN A/L ANGAMUTHU 21
3 KASTHURI THILAGAM A/P CHINAPEN JOHOR BAHRU RAMASAMY A/L SIMAMUTHU 20
4 CHEE CHYI CHUAN MIRI FOO THEN HIN 19
5 PANG SZE CHYI MELAKA LAM CHUI PENG 15
6 CHUNG SIEW YIAN MIRI TEAM POWER ADVISORY SDN BHD 12
7 KHAW MAN GEE MELAKA LAM CHUI PENG 12
8 CHAN NYUT LIAN MIRI YII MING YIEN 11
9 GANESAN A/L K ARUMUGAM SEREMBAN GANESAN A/L K ARUMUGAM 10
10 NG YIH MING PENANG GOH WAI YIN SHERLYN 10
11 LIM GUAT NGOH KUALA LUMPUR LIM POH SIONG 10
12 LEE TAI LEE MIRI EPTS MANSION SDN BHD 10
13 KONG SIEW YUK MIRI FOO THEN HIN 10
14 KUMARESAN A/L JEYRAMAN KUALA LUMPUR MALAIYARASAN S/O SUBRAMANIAM 10
15 WONG CHIA YEE MELAKA LEE LAI HIM 10
16 TING HENG KAH MIRI FOO THEN HIN 10

Agency submitted more than 10 cases

No AM Name Branch Total Cases
1 FOO THEN HIN MIRI 93
2 JESSY CHEN AGENCY SDN BHD KUALA LUMPUR 63
3 RAMASAMY A/L SIMAMUTHU JOHOR BAHRU 41
4 LAM CHUI PENG MELAKA 35
5 DHARMALINGAM A/L SELLAPPEN KUALA LUMPUR 26
6 VISVANATHAN A/L ANGAMUTHU SEREMBAN 23
7 LOI HIENG NGOH MIRI 19
8 TEAM POWER ADVISORY SDN BHD MIRI 18
9 YII MING YIEN MIRI 17
10 GOH WAI YIN SHERLYN PENANG 16
11 EPTS MANSION SDN BHD KUALA LUMPUR 15
12 LIM POH SIONG KUALA LUMPUR 15
13 MALAIYARASAN S/O SUBRAMANIAM BUTTERWORTH 14
14 LEE LAI HIM MELAKA 14
15 GANESAN A/L K ARUMUGAM SEREMBAN 10

19

1 8 15
2 9 16
3 10 17
4 11 18
5 12 19
6 13 20
7 14 21

TM inTUNE CENTRAL REGION 7. Miri - COP & AUM Recognition Night
1. Seremban - Celebration and Recognition with Kajang 8. Miri - COP & Halloween Night
branch 9. Miri - Maybelline Unit-Limbang Office Opening
updates... Pro Service Agency at Kajang Agency Office 10. Miri - PEG Punishment Day
2. Seremban - Celebration for Mr M.Sathiskumar on his 11. Miri - TMC Charity Day
20 12. MIri - TMC Clean the Beach Day
Promotion to AUM together with Ms B Sugumary and 13. Miri - TMC Golf Day
Leaders Dato A Ganesan and Mr A Visva 14. Sibu - Mr Mason Cha to share the myth of Medical

EAST MALAYSIA REGION Card during Health Tal
3 - 4. Kuching - TMCC Achiever Night 2018 15. Sibu- BOP at Starbucks
5 - 6. Kuching - Tokio Marine IBig Sharing - Jessie Chen

and Martin Chen

22 29 36
23 30 37
24 31 38
25 32 39
26 33 40
27 34 41
28 35 42

SOUTHERN REGION 27 - 28. Johor Bahru - Tokio Stars Rebranding 36. Butterworth & Penang -TOKIO MARINE
16 - 17. Johor Bahru - Chinese BOP @ Chatto SUPA 29 - 31. Melaka - Appreciation Night ENTREPRENEUR DINNER (TMED) by FattGor
18 - 19. Johor Bahru - CNF ibig operation celebration 32. Melaka - Hall of Fame Installation
37. Ipoh - 2018 Final Sales Push Campaign Commitment
dinner NORTHERN REGION Form by Leaders
20. Johor Bahru - CNF iBig Operation Launching with Mr 33. Butterworth - Recruitment Workshop Reinvent Who
38 - 40. Ipoh - Hokenbito Cares Event at Ipoh
Liew We Are
21. Johor Bahru - Indian BOP @ Starbucks Taman Molek 34. Butterworth & Penang - 2018 TMCC Final Push by NEW GROWTH AREA
22. Johor Bahru - Motivation talk and activities 41 - 42. Kuantan - Image vs Income BOP
23 - 24. Johor Bahru - ROOMAS Agency BOP at DCEO - Mr. Yoshiaki Okabe
35. Butterworth & Penang - 2018 TMCC Mid Push by CAO
Starbucks
25 - 26. Johor Bahru - TMCC Mid Push and Motivation Mr Liew Kim Wah & AM-Mr. Mason Cha

Talk

21

22

Marketing Communication Highlights

23

2019 BSC KPIs
REMAIN

AS IN 2018!

2019 Basic & Overriding

Non BSC BSC
Commission Commission

(75% of Total) (25% of Total)

Paid Based on BSC
KPIs Achievement

KPI Component Min Requirement** KPI Weightage
1 No. of Cases / AFYP 12 Cases OR RM50,000 AFYP 30%
20% of Cases with 15%
2 Customer Fact Finding (CFF) Option 1 OR Option 2 15%
3A) 1st Year – 90% 15%
3 Persistency 3B) 2nd Year – 80%
10%
Substantiated number of Zero
4 Complaints (Conclusive 15%
30 CPD Hours with 5 Hours 100%
Complaints) Relevant Program
Total
5 CPD Hours

**Based on Normal KPI of 100%

Note:
1. Individual KPI Scores CANNOT be pro-rated between the threshold, i.e. Agent can only achieve 0%, 50%, 75%, 100%, 125% or

150% for KPI Score
2. Above requirement set by BNM

24

CLAIMS TPD Claim

Statistic Total Permanent Number of Claim Amount
Disability Contract (RM)
INSURANCE
Female 1 50,000
21-30 1 25,000
41-50
Male 1 10,000
21-30 3 60,000
41-50 2 45,000
51-60 8 190,000

Grand Total

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

INSURANCE CARD

CI ClaimN1MA2O3MNT4HE5/YS6EAU7R8RN0A0/0M0 E Death Claim Medical Claim At A Glance

By Gender, Age Band & Claim Description By Gender, Age Band & Claim Description 12.8%

Claim Description No. of Claim Amount Claim Description No. of Claim Amount 17.2%

Female Contract (RM) Female Contract (RM) 3.8%
11-20
11-20 1 50,000 Accident 1 15,725 7.4% 11.5%
Cancer Cancer 1 30,671 7.7%
21-30 1 50,000 Other Diseases 1 25,225
Cancer 21-30 3 315,103 9.3% 10.9%
31-40 6 471,000 Accident 2 70,113
Cancer Other Diseases 1 14,848 9.5% 9.9%
Systemic Lupus 1 50,000 31-40 8 292,714
Erythematosus with Accident Injury, poisoning and certain other consequences of external causes
Lupus Nephritis 22 1,057,709 Other Diseases 2 73,580 Diseases of the digestive system
41-50 2 60,000 41-50 12 514,732 Diseases of the respiratory system
Cancer 2 40,000 Accident Diseases of the circulatory system
Chronic Lung Disease 2 30,000 Cancer 3 51,737 Diseases of the musculoskeletal system and connective tissue
Heart Attack 1 50,000 Coronary Heart Disease 24 1,117,141 Neoplasms
Stroke Other Diseases Diseases of the genitourinary system
Terminal Illness 9 375,197 51-60 11 354,312 Certain infectious and parasitic diseases
51-60 1 10,000 Cancer 3 52,466 Symptoms, signs and abnormal clinical and laboratory findings, not
Cancer Coronary Heart Disease elsewhere classified
Stroke 9 344,233 Other Diseases 25 586,238 Others
61-70 1 74,334 61-70
Cancer 58 2,662,473 Accident 1 43,619
Blindness/ Total Loss Cancer 15 404,807
of Sight Coronary Heart Disease
Other Diseases 7 419,268
Total (Female) 71-80 44 1,155,465
Cancer
Male 5 281,000 Coronary Heart Disease 7 341,035 Medical Claim Claim %
1 110,000 Other Diseases 1 15,831 Diagnosis Amount (RM)
21-30 81-90 38 1,126,706
Cancer 1 3,000 Cancer Injury, poisoning
End Stage Kidney Coronary Heart Disease 1 80,965 and certain other
Failure 4 386,656 Other Diseases 1 5,232 consequences of
31-40 1 120,000 91-100 20 448,945 external causes
Angioplasty And Other 1 200,000 Other Diseases 2 31,590 Diseases of the
Invasive Treatments For 3 425,000 Total (Female) 234 7,588,068 digestive system
Coronary Artery Disease 2 428,000 Diseases of the
Cancer Male respiratory system 15,344,672 17.2%
Heart Attack 2 50,000 Diseases of the
Serious Coronary Artery 2 206,219 1-10 2 58,026 circulatory system 10,229,525 11.5%
Disease 2 55,627 Other Diseases Diseases of the 9,697,233 10.9%
Stroke 4 274,885 11-20 11 254,451 musculoskeletal 8,795,900 9.9%
Benign Brain Tumor 7 405,000 Accident 1 40,424 system and
41-50 3 296,000 Cancer 2 92,758 connective tissue 8,441,914 9.5%
Brain Surgery Other Diseases Neoplasms
Cancer 5 474,373 21-30 17 860,100 Diseases of the 8,268,976 9.3%
End Stage Kidney 1 30,000 Accident 1 102,325 genitourinary 6,819,937 7.7%
Failure 3 260,000 Cancer 4 152,639 system
Heart Attack 6 200,000 Other Diseases Certain infectious 6,592,319 7.4%
Serious Coronary Artery 31-40 15 1,218,048 and parasitic
Disease 2 68,096 Accident 2 100,798 diseases 3,386,550 3.8%
Stroke 1 50,000 Cancer Symptoms, signs
51-60 5 95,000 Coronary Heart 13 847,576 and abnormal 11,421,558 12.8%
Cancer Disease 13 1,336,428 clinical and 88,998,584 100.0%
Heart Attack 1 50,000 Other Diseases laboratory findings,
Serious Coronary Artery 56 4,323,856 41-50 4 623,373 not elsewhere
Disease Accident 8 352,766 classified
Stroke Cancer 24 1,730,805 Others
61-70 Coronary Heart 21 1,091,988 TOTAL
Cancer Disease
Serious Coronary Artery Other Diseases 8 519,415
Disease 51-60 15 1,055,225
Stroke Accident 16 1,429,633
61-70 Cancer 36 1,160,381
Serious Coronary Artery Coronary Heart
Disease Disease 3 350,384
Other Diseases 21 1,556,096
Total (Male) 61-70 16 627,904
Accident 52 2,096,425
Grand Total 114 6,986,330 Cancer * The statistics above is based on claims notified as at
Coronary Heart Disease 1 234,546 30 June 2018
* The statistics above is based on claims reported during Other Diseases 6 568,381
1 Jan 2018 - 30 Nov 2018 71-80 5 231,427
Accident 31 1,922,998
Cancer Gender No of Case Claims Amount
Coronary Heart 2 55,860
Disease 1 21,360 Male 5,128 49,477,974
Other Diseases 19 634,011 Female 4,568 39,520,610
81-90 Total 9,696 88,998,584
Cancer 1 13,176
Coronary Heart Disease 371 21,339,729
Other Diseases
91-100
Other Diseases

Total (Male)

Grand Total 605 28,927,797

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

25

ARE YOU READY FOR THE

2019 AAP

SHOOTOUT
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23 JAN – 26 JAN 2019
AgencoynPcleanthneinfginwalillreasrrualtnsgoeutthien Photo Shooting Schedule
January 2019
Note: