There are several factors that make an insurance agent tick. One is a strong belief in the products that one is promoting.
'It is very fundamental and it is the motivation behind every sales professional - to believe in the products that are able to help those in need when the time comes,' says Derek Yung Kai-ming, vice-president and assistant general manager, agency, AIA.
'I have seen a number of people failed in the business without this belief, particularly for those who treat the profession as a job rather than a career.'
Besides the belief factor, agents have to possess excellent product and industry knowledge gained through continuous training. Since 2000, insurance agents are required to pass examinations in order to qualify to sell products in areas such as MPF, life insurance, general insurance or even trust products. The company provides comprehensive training to the agents, whether to get them started or to enhance their expertise.
A 15-day product and skills training is a prerequisite for all new agents. Ninety days after starting work, the agents continue their training out in the field using their seniors or dedicated agency training personnel.
Agents also need to be very determined in order to be successful.