2019 CFE E-Pamphlet.pdf

2019 TRAINING
HIGHLIGHTS
ENTREPRENEUR TRAINING PATHWAY
For enrolment, please log on to LAMP

Table of Content
DEVELOPMENT
PROFESSIONAL
FACULTY
1. LPA (Life Planning Advisor) 1

2. LPA Empowering Workshop 2
1. Career Progression Programme (Venture Programme) 3

2. Pre-USM Venture (Pre-UV) 4
3. USM Venture L1 (UV L1) 5
DEVELOPMENT
LEADERSHIP
4. USM Venture L2: (BAMC+) 6

FACULTY
5. GSM Venture L2: Professional Leadership Series II (PLS 2) 7

6. Recruitment Workshop – RMEL / RME 8–9
7. Attract & Recruit The Right Talent 10
8. Performance Management & Supervision 11
9. Great Eastern Assessment Tool Workshop 12
1. 2019 Sustainable Business Thru Prospecting 13
2. 2019 Increase Sales Opportunities Thru Fact Finding 14
DEVELOPMENT
3. 2019 Critical Illness Care Planning 15

PRODUCERS
FACULTY
4. 2018 Great Early Triple Care (GETC) Product Training 16

5. 2019 Great Early Cancer Care (GECC) Product Training 17
6. 2019 Medical Care (Stand-Alone Medical Card) 18
7. 2019 Investment-Linked Plan (Medical Riders) 19
8. 2019 Income Replacement Planning 20
9. 2019 Retirement Planning 21
1. Social Media Basics (e-Learning) 22

EFFECTIVENESS
2. Social Media Branding (2 days) 23

PERSONAL
FACULTY
3. Coaching with G.R.O.W. model (e-Learning) 24

4. Power Up Your Brand part 2 (2 days) 25
5. Managing for Success (3 days 2 nights) 26
6. Insurance Entrepreneur Spirit (1 day) 27

LPA (LIFE PLANNING ADVISOR)
P Programme Overview/ Synopsis

R
LPA Programme is an in-house certification programme with is a GELM
O
F recognized credential to further developed our agents who, upon
E successful completion of this programme, will be able to demonstrate a
S higher standard of professionalism and excellence in delivery and
S productivity.
I
O
N Programme Outline/ Modules
A
L
Module 1 TVM (Time Value of Money) 2 days
D Module 2 Insurance Planning 2 days
E
V Module 3 Education and Retirement Planning 2 days
E
L Module 4 Estate Planning 2 days
O Assessment Multiple Choice Questions + Presentation 1 day
P
M
E
N
Target Audience/ Entry Requirement
T
Position Without CFP/ RFP With full certification of CFP/ RFP
F
A Agent (PS) RM50K (PS) RM100K + 20% CFF (Opt 1 or 2) + Min. 15 NOC
C USM (DG) RM150K and above (DG) RM150K and above
U
L GSM (WG) RM500K and above (WG) RM500K and above
T
Y
Fees
Registration Fees (Membership) RM200 (Refundable upon GRADUATION)
1
Module 1-4 and Assessment RM300 (Non-refundable)

LPA EMPOWERING WORKSHOP

R
O LPA Empowering Workshop is specially design for LPA graduates to
F ensure consistency in LPA’s code of conduct and adherence to the BSC
E professional standards.
S
S
I
O
N
A Programme Outline / Modules
L
D Day 1 TVM (Time Value of Money)

E Day 2 Insurance Planning
V
E Day 3 Education and Retirement Planning
L
Day 4 Estate Planning
O
P
M
E
N Target Audience/ Entry Requirement
T
All LPA graduates prior to 2018.
F
A
C
U
L
T
Y
Fees
TBC
2

CAREER PROGRESSION PROGRAMME
- VENTURE Name]
[Programme PROGRAMME
GV L4 (a.k.a. AMTC)
Entry Level
1st Year GSM
GV L3 (a.k.a. Pacesetter+)
L GSM Entry Level
E WU RM400,000
A Exit Level
D GSM Promotion
E
R
S
GV L2 (a.k.a. PLS 2)
H
Entry Level
I
WU with PFYLP RM300,000
P
Exit Level
WU RM400,000
D
E USM
V GV L1 (a.k.a. PLS 1)
E Entry Level
L 1st Year USM
O Exit Level
P WU PFYLP RM300,000
M
E
N UV L2 (a.k.a. BAMC+)
T Entry Level
Agent/LIA/CA with Year 2018 PFYLP of
F RM75,000 & 24NOC
A USM Exit Level
C • USM Appointment
U Aspirant
L UV L1 (PEP Y2 equivalent)
T Entry Level
Y Agent with Year 2018 PFYLP of
RM50,000 & 12NOC
Exit Level
PFYLP RM75,000 & 24NOC & 1 New DIA
Pre-UV (PEP Y1 equivalent)

3 Entry Level
1st & 2nd Year Agent
No production requirement
Exit Level
Agent PFYLP RM40K & 12NOC

PRE-USM VENTURE PROGRAMME
(PRE-UV) Name]
[Programme
L Programme Overview/ Synopsis

E
A Pre-UV is a comprehensive series programme that provides
D fundamental selling skills. This programme adopts best practices from
E LIMRA and Kinder Brother’s International on practical sales activities. It
R aims to build your sales competencies and cultivate positive habits to
S
achieve effectiveness and productivity.
H
I
P
Programme Outline/ Modules
D
E M1: Mind Setting + Goal Setting
V M2: Time & Activity Management + Prospecting
E
L M3: Self-Introduction + Pre-Approach Total 72
O M4: Income Protection Training
P M5: Prospecting (Cold Market)
M
M6: Handling Objection + Asking for Referrals
Hours
E
N M7: Nomination + Savings Concepts
T
F
A
C
U  Entry Level - no production requirement
L  First and Second Year Agent
T
 Exit Level - PFYLP RM40K & 12NOC
Y
Fees
RM160
4

USM VENTURE 1 (UVL1)
[Programme Name]

E
A This programme is designed and tailored to enhance the participants’
D selling skills and to build high trust in selling to their customers. The
E participants will learn how to create their attraction statement in
R
S
recruiting potential candidates working towards leadership pathway.
H
I
P Programme Outline/ Modules
D
M1: Programme Pacesetting
E
V M2: Build High Trust in Selling (Part 1)
E M3: Build High Trust in Selling (Part 2)
L
O M4: Recruitment Made Easy (RME)
P M5: My Attraction Statement
M
E
N
T
F • Agent with Year 2018 PFYLP of RM50,000 & 12NOC
A • Exit Level - PFYLP RM75,000 & 24NOC & 1 New DIA
C
U
L
T Fees
Y
RM 100

USM VENTURE 2 (UVL2) (BAMC+)
[Programme Name]

E
A An enhanced version of BAMC which provides fundamental ideas in
D agency building and management. This programme helps aspiring
E leaders to prepare themselves towards a successful agency building
R with the understanding of theories and application of practical tools to
S build an agency.
H
I
P
D
E M1: BAMC Programme
V M2: Recruitment
E
L M3: Training
O M4: Performance Management
P
M
E
N
T
F
A
C
U
L • Agent/LIA/CA with Year 2018 PFYLP of RM75,000 & 24NOC
T • Exit Level - USM Appointment
Y
Fees Total 46
Structured
RM 100 CPD
6

GSM VENTURE L2: PROFESSIONAL
LEADERSHIP
[Programme SERIES II (PLS 2)
Name]

E
A PLS 2 is a series programme that designed to fit the needs of Unit Sales
D Managers. This programme emphasizes on the NEEDS of building
E CAPABILITIES, changing BEHAVIOR and cultivating HABITS to perform
R key agency management tasks. Learn how to maneuver the
S
manager role effectively by mastering a new set of managerial skills
H
I and abilities in PLS 2.
P
D Programme Outline/ Modules

E
V M1: Pace Setting
E
L M2: Communication & Marketing
O M3: Multiply to Maximize
P
M
M4: Finance Management
E M5: Embrace Ethical Conduct
N M6: Live in Balance
T
M7: Planning for the Right Course of Action
F
A
C
U
L
T
Year 2 & above USM with Whole Unit PFYLP of RM300,000
Y
Fees Total 56
Structured
RM 150 CPD
7

RECRUITMENT MADE EASY (RME)
[Programme Name]

E
A • To create awareness in recruitment among agents
D • To bust the “recruitment myths”
E
R • To promote Agent Referral System—a properly guided recruitment
S steps, scripts, and application.
H • To equip and support agents with FOOL PROOF “Sushi Concept”
I recruitment scripts and objection handling scripts
P
D
E Programme Outline/ Modules
V
E In this module, the facilitator will:
L • Explain the importance of recruitment.
O • Conduct classroom activities to facilitate the conclusion about the
P
5W1H of recruitment.
M
E • Coach the participants on how to use the Recruitment Scripts
N (Sushi Concept) and start recruiting immediately.
T • Encourage the participants to invite at least 3 guests to attend the
F
next BOP in 2 to 4 weeks from the training date.
A
C
U Target Audience/ Entry Requirement
L
T Agent/CA/LIA
Y
8
Fees Structured
RM 25 CPD
8

RECRUITMENT MADE EASY FOR LEADERS
(RMEL)
[Programme Name]

E
A In today’s world, a sustainable life insurance agency lays in the hand
D of the agency leaders who are responsible to produce effective and
E profitable sales force for the future. Recruiting is success and survival. It
R is the lifeblood of sustainable agency business. Thus, it is crucial for an
S agency leader to build an effective recruitment system to endure and
H thrive.
I
P
D
E
In this 1-day Recruitment Made Easy for Leaders Workshop (RMEL), the
V
E Associate Trainers whom are successful agency leaders will be going
L to share with the target participants the best practice success model,
O covering the areas of:
P • WHY: The purpose of the continuous recruitment practice, which
M
divulges their recruitment need.
E
N • WHAT: The recruitment plan which contains Agent Profile,
T recruitment sources, methods, Recruitment App and GEAT.
• HOW: Agents Referral System, Recruitment Made Easy and other
F
proven effective approach encourage agents get agents,
A
C
U
L Target Audience/ Entry Requirement
T
Y USM / GSM
8
Fees Structured
CPD
RM 25
9

ATTRACT & RECRUIT THE
RIGHT TALENT
[Programme Name]

E
A Most people you talk to are not going to show an initial interest in the
D insurance business. They are contented, in a superficial way with what
E they are doing now. This is normal and natural. For this reason, you
R
need “An Interest-Arousing Strategy” to get their attention.
S
H
I
P
D
E At the end of this 1-day module, participants will be able to: -
V • Develop own Interest Arousing Strategy in attracting potential
E recruits.
L
• Conduct effective meeting to attract potential recruits based on
O
P Interest Arousing script developed.
M • Develop own Attraction Statements in attracting potential
E agents.
N
T
• Conduct effective conversation in attracting potential candidate
into the business.
F
A
C
U
L
T USM / GSM
Y
8
Fees Structured
RM 45 CPD
10

PERFORMANCE MANAGEMENT &
SUPERVISION
[Programme Name]

E
A Agency Management is an “art” of acquiring business through
D independent and responsible producers by attracting, educating,
E training, motivating and developing them for success and assisting
R
them in becoming all they are meant to be.
S
H
I
P
D
E At the end of this 1-day module, participants will be able to: -
V • Be effective in setting goals and gaining responsible
E
L
commitments from agents.
O • Set effective measurement system & monitoring system to
P conduct monthly forecasts and weekly performance reviews.
M
• Have a greater confidence in monitoring activities and
E
N measuring results.
T
F Target Audience/ Entry Requirement

A
C USM / GSM
U
L
T
Y
8
Fees Structured
RM 45 CPD
11

GREAT EASTERN ASSESSMENT
TOOL WORKSHOP
[Programme Name]

E
A In agency building, agency leaders recruit with intention to retain.
D Thus, selection has been a crucial step. GELM has engaged Aston
E Business Assessment (ABA) from UK to develop a recruitment tool: Great
R
Eastern Assessment Tool, to enable the best possible selection and
S
H career development of Great Eastern Life Assurance Agent.
I
P
D
E
V • This programme is designed to equip GE Agency Managers with the
E knowledge and skills to use Great Eastern Talent Search Tool (GETS
L & QGETS) for recruitment.
O
• The potential recruit will be assessed on their aspirational
P
M competencies that are required for them to perform successfully in
E a financial sales advisor role.
N • To measure key psychometric markers of sales success and
T suitability in GELM.
F
A
C
U
L
T USM / GSM
Y
4
Structured
Fees CPD
12 RM 10

2019 SUSTAINABLE BUSINESS THRU
PROSPECTING

R
O This is an one day programme (classroom & field work) aims to instill
D the knowledge of prospecting & constantly look for prospect in
U building sustainable business.
C Participants will learn how to conduct market survey.
E
R
D
V
E • My Life Goals & Financial Goal
L • My Life Insurance Business
O
P
• Great Eastern’s Sales Cycle
M • Importance of prospecting for sustainable business
E • Who, When, Where, & How to prospect?
N • Apply Neuro Linguistic Programming skill in prospecting
T • Field work (cold market)
F
A Target Audience/ Entry Requirement
C
U Agents , Career Agents & Life Insurance Advisors
L
T
Y
8
Fees Structured
RM 30 CPD
13
Course available from Mar 2019 onwards

2019 INCREASE SALES OPPORTUNITIES
THRU FACTS FINDING

R
O This is an one day programme aims to help participants to
D understand the importance of conducting comprehensive fact-
U finding within the financial planning six step process. It helps
C participants to identify client’s needs and open up more sales
E
opportunities through facts finding.
R
Participants will learn how to conduct facts find.
D
E
V
E
L
O • Rapid changes in financial landscape
P • The need for Professional Life Insurance Advisor
M • Life Stages & Insurance Planning
E • Life Goals & Financial Goal
N • Policy Review & identifying client’s need
T • Financial Need Analysis
• Allocation for Insurance Planning
F
A • Recommend suitable plans to meet client’s need
C
U
L Target Audience/ Entry Requirement
T
Y Agents of all ranks
8
Fees Structured
RM 30 CPD
14
Course available from Jan/ Feb 2019 onwards

2019 CRITICAL ILLNESS CARE
PLANNING

R
D understand the importance of Critical Illness (CI) coverage & the
U unique selling point (USP) of Great Early Cancer Care (GECC), Great
C
Early Triple Care (GETC), Great Early Vantage Care 2 (GEVC2) &
E
R Great Vantage Care 2 (GVC2) & its target market. Participants will
learn how to practice Proper Sales Advisory.
D
E
V
E
L
O • Life Stages & Insurance Planning
P • The importance of Critical Illness (CI) coverage
M • Unique Selling Point of GECC, GETC, GEVC2 & GVC2 and its
E target market
N • Periodical policy review & recommend suitable plan in meeting
T client’s need.
F
• Importance of full disclosure of health & lifestyle condition
A
C
U
L
T
8
Fees Structured
RM 30 CPD
15

2018 GREAT EARLY TRIPLE CARE
(GETC) PRODUCT TRAINING

R
O This is a half day programme aims to equip participants
D with the product knowledge of GETC & its target market.
U
C
E
R
D
V
E
• Life Stages & Insurance Planning
L
O • The importance of Critical Illness (CI) coverage
P • Unique Selling Point of GETC, and its target market
M • Understand of different claims scenarios
E
N
T
F
C
U
L Agents of all ranks
T
Y
3
Fees Structured
RM 5 CPD
16
Course available from Jan 2019 onwards

2019 GREAT EARLY CANCER CARE
(GECC) PRODUCT TRAINING

R
O This is a half day programme aims to equip participants
D with the product knowledge of GECC & its target market.
U
C
E
R
D
V
E • Life Stages & Insurance Planning
L • The importance of Critical Illness (CI) coverage
O
P
• Unique Selling Point of GECC, and its target market
M • Understand of different claims scenarios
E • Underwriting requirements
N
T
F
C
U
Agents of all ranks
L
T
Y
3
Fees Structured
RM 5 CPD
17

2019 MEDICAL CARE (STAND-ALONE
MEDICAL CARD)
Programme Overview/ Synopsis

P
R
O • To equip participants with a better understanding of the
D importance of Medical Insurance & advice client accordingly.
U • To identify client’s medical needs at different life stages and
C acquire for full health details & lifestyle questions prior to
E recommending a suitable medical plan.
R
D
E
V Programme Outline/ Modules
E
L • Life Stages & Insurance Planning
O • The importance of medical coverage
P
M
• Great Eastern’s claim payout
E • Unique Selling Point of Great Medic Xtra & Great MediCare 2
N and its target market
T • Importance of acquire for full disclosure of health and lifestyle
condition
F • Group discussion
A
C
U
L
T Target Audience/ Entry Requirement
Y
Agents of all ranks
4
Fees Structured
CPD
RM 15
18
Course available from Feb 2019 onwards

2019 INVESTMENT-LINKED PLAN
(MEDICAL RIDERS)
Programme Overview/ Synopsis

P
R
• To equip participants with a better understanding of the
O
D importance of Medical Insurance & advice client accordingly.
U
C • To identify client’s medical needs at different life stages and
E acquire for full health details & lifestyle questions prior to
R recommending a suitable medical plan.
D
E
V
L
P • The importance of medical coverage
M
• Great Eastern’s claim payout
E
N • Unique Selling Point of Smart Medic, Smart MedicXtra & Smart
T Premier Health and its target market
• Importance of acquire for full disclosure of health and lifestyle
F condition
A • Group discussion
C
U
L
T Target Audience/ Entry Requirement
Y
Agents of all ranks
4
Fees Structured
CPD
19 RM 15
Course available from Feb 2019 onwards

2019 INCOME REPLACEMENT
PLANNING

R
D understand the importance of income replacement planning in
U maintaining lifestyle despite of unexpected event.
C
E
Participants will learn how to practice Proper Sales Advisory.
R
D
E
V
E
L • Life Stages & Insurance Planning
O • The importance of income replacement planning
P • The Unique Selling Point of Investment-linked plan & traditional
M
whole life plan
E
N • Periodical policy review & recommend suitable plan in meeting
T client’s need
• Importance of full disclosure of health & lifestyle condition
F
A
C
U
L
T
Fees 8
Structured
RM 30
20 CPD
Course available from June 2019 onwards

2019 RETIREMENT PLANNING

R
D understand the importance of saving & accumulating wealth for
U golden age. Participants will learn traditional endowment plan,
C Investment-linked plan & universal life plan for the retirement
E
purpose & its target market.
R
Participants will learn how to practice Proper Sales Advisory.
D
E
V
E
L
P • The importance of saving & accumulating wealth for golden
M age
E • The Unique Selling Point of traditional endowment plan,
N Investment-linked plan & universal life plan and its target market
T • Periodical policy review & recommend suitable plan in meeting
F
client’s need
A • Importance of full disclosure of health & lifestyle condition
C
U
L
T
Y
Agents of all ranks
Fees 8
RM 30 Structured
21 CPD
Course available from April 2019 onwards

SOCIAL MEDIA BASICS
(E-LEARNING)

E
R To help participants with basic functionalities in social media to
S increase digital adoption.
O
N
A
L
E
F Programme Outline/ Modules
F
E I. Create profile
C
T
II. Post Status & Pictures
I III. Share stories
V IV. Commenting
E V. Navigation
N VI. Post planning
E
S
S
F
A
C Any rank, participants who wish to learn basic social media functions.
U
L
T
Y
Fees
RM15
22

SOCIAL MEDIA BRANDING
(2 DAYS)

E
R I. To understand the need to advance with the technological trend.
S II. To learn how to curate social media postings contents.
O III. To build online trust to get offline sales.
N
A
L
E
F
E I. Social Media & Agency business
C
T
II. Market segmentation & Positioning
I III. Online visibility & Credibility
V IV. Build your followings
E V. Content creation tactic
N
E
S
S
F
A
C I. Agents of all ranks.
U II. Must bring personal laptop with wifi connection.
L III. Keen user of social media.
T
Y
Fees
RM150
23

COACHING WITH G.R.O.W. MODEL
(E-LEARNING)

E
R I. To understand the need to create a coaching culture.
S II. To learn how to use the G.R.O.W. model in coaching.
O III. To use coaching as a tool for sales performance.
N
A
L
E
F
E
I. Coaching Basics
C
T II. G.R.O.W. model
I III. From Goals to Action
V
E
N
E
S
S
F
A
C USMs & GSMs who wish to learn basic coaching techniques.
U
L
T
Y
Fees
RM15
24

POWER UP YOUR BRAND – PART 2
(2 DAYS)

E
R I. To learn practical Personal Branding techniques.
S II. To learn 3 instant wardrobe strategy.
O III. To transform personal outlook with simple personal grooming tips.
N
A
IV. To learn simple tips to post better pictures online.
L
E
F
E
C I. Wardrobe MUST haves
T II. 360 degrees makeover consultation
I III. Building trust & intimacy
V IV. Social media posting tips
E V. Networking & Dining etiquette
N
E
S
S
F
A
C
Agents of all ranks
U
L
T
Y
Fees
RM100
25

MANAGING FOR SUCCESS (3D2N)

E
R Managing for Success is a signature programme by Personal
S Effectiveness Faculty, CFE to inculcate powerful mindset among our
O agency force by introducing the “7 laws of success” by John Kanary
N
A
and an action driven goal setting model the “4 disciplines”.
L
E
F
E
C I. MFS 1- Team Spirit & Teamwork.
T II. MFS 2- Breaking through limitations.
I III. MFS 3- Powerful Mindset & CSR.
V
E
N
E
S
S
F
A
C I. Session is done by agency / cluster
U II. Minimum 20pax
L III. Confirmation must be done 2 months prior to the session
T
Y
Fees
I. MFS1- RM400
26 II. MFS2- RM470
III. MFS3- RM100

INSURANCE ENTREPRENEURIAL
SPIRIT

E
R I. Learn how to think from a business perspective.
S II. Learn how to use creativity & innovation to improve business
O efficiency.
N
III. Learn how to position yourself as an insurance entrepreneur.
A
L IV. Find out how to change from a sales-driven person to a business-
driven person.
E
F
F
C
T
I. The Innovative Mind
I
V II. 5 Steps of Developing Imagination
E III. Independence & Interdependence
N
E
S
S
F
A
C I. Year 3 Agents & above
U II. Pre-requisite: Production of ANP7,500 by end of March 2019,
L ANP18,000 by end of June 2019 and ANP30,000 by end of
T October 2019
Y
Fees
RM40
27

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2019 TRAINING

For enrolment, please log on to LAMP

1. LPA (Life Planning Advisor) 1

1. Career Progression Programme (Venture Programme) 3

4. USM Venture L2: (BAMC+) 6

5. GSM Venture L2: Professional Leadership Series II (PLS 2) 7

3. 2019 Critical Illness Care Planning 15

4. 2018 Great Early Triple Care (GETC) Product Training 16

1. Social Media Basics (e-Learning) 22

2. Social Media Branding (2 days) 23

3. Coaching with G.R.O.W. model (e-Learning) 24

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

D Day 1 TVM (Time Value of Money)

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Pre-UV (PEP Y1 equivalent)

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

D Programme Outline/ Modules

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

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L Programme Overview/ Synopsis

F Target Audience/ Entry Requirement

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L Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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Programme Overview/ Synopsis

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Programme Overview/ Synopsis

Course available from Feb 2019 onwards

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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P Programme Overview/ Synopsis

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