AIA Premier Academy Quarterly Newsletter / Issue 3 / 2018

Starting
strong is
good
Finishing
strong is
epic

A publication
by the Agency,
for the Agency
IGNITE // 2018 ISSUE 3 © All rights reserved by AIA Premier Academy.

Content at a glance
Start here

Page Go-Clubbers Seminar

Page CDO 8 Series 2018
3 Foreword
Page MDRT Echo:
7 L.A. to YOU!

Page Premier League

4 Results
Page
June RTTS
9

Page Mandarin Sales Page Berlin Convention

5 Congress 2018 10 2018
Page

6 Leaders Bulletin

Page AIA Tampines

11 World Cup Extravaganza
Page The Importance of a
12 Healthy Persistency Rate

Page My APA
13 Internship Experience

Page Dr. Sanjay Tolani’s

14 sharings with AIA Premier &
MDRT 600

AIA Premier Page

Top 3 Consultants 15
for Q2 FY2018

Road Map to Success

© All rights reserved by AIA Premier Academy.

IGNITE // 2018 ISSUE 3

CDO
Foreword

Dear Agency Leaders & FSCs

Remember,
It gives me great pleasure to announce that AIA is once again the starting strong is
Number 1 MDRT Company in Singapore and globally,
for the 4th consecutive year running. This is a remarkable
good. Finishing
achievement and a phenomenal milestone for us as a leading strong is epic!
insurer in the industry. This achievement also shows that we have
the best, the finest and the most committed people amongst us.

Building an industry-leading MDRT culture therefore continues to

be our focus. It is our firm belief that embracing the MDRT Whole
Person Concept will create quality to your business, and a
meaningful and rewarding journey for your life.

The momentum of MDRT continues to be strong. Last year,

we had 478 MDRTs. This year, we have close to 800 people
who are on track for MDRT. It is going to be another record
breaking year!

We are coming to the last quarter very soon. I urge all of you to plan
well and continue to work towards your goal. I strongly believe that
if you set your mind to achieve your goal, you can definitely achieve
it. Remember, starting strong is good. Finishing strong is epic!
All the best and finish strong!

© All rights reserved by AIA Premier Academy. PAGE / 3 /

IGNITE // 2018 ISSUE 3 Compiled by Ivy Yeo, Premier Academy

Premier League Results

Top 3 of each category as at August 2018

Top New FSC Top FSC

1 NG NIN
SP-JOLENE-DAVIDNG 1 YU WENJING
SP-WUPU-CHANHY

2 TEO XIU ZHEN

SP-KAI-CFG 2 NG JIN
SP-JOLENE-DAVIDNG

NG NIN
SP-JOLENE-DAVIDNG 3 SOH LIP WEE
SP-EDMUNDCH-GARYTAY 3 WONG SHU MIN
SP-MARCUSTEO-JOECROWN
YU WENJING
SP-WUPU-CHANHY

Top New FSM Top FSM

1 TANG ZHEN XU
SP-BEN-QO-EVELYN 1 KOH LAY MUI
SP-JOLENE-DAVIDNG

2 ANG KIAN HO
SP-RYON-QO-EVELYN 2 KOH CHEW HUA
SP-KCH-COWEALTHADVISORY

TANG ZHEN XU KOH LAY MUI

SP-BEN-QO-EVELYN 3 HO SHUIJING
SP-CRYSTAL-QO-EVELYN 3 TOH ENG ANN
SP-TEA-LGT
SP-JOLENE-DAVIDNG

Top New FSAD Top FSAD

1 TAN AIK SIANG
SP-JERALDTAN-QO-EVELYN 1 LIM XIN YI EUNICE
SP-ELIM-LNFINANCIAL

2 KWEK ZHI LIANG

SP-KENDRICKKWEK-QO-EVELYN 2 LAM YI HE
SP-YIHE-STEPHENTAN

TAN AIK SIANG

SP-JERALDTAN-QO-EVELYN
3 TAY ZHENG HUI ZEN
SP-ZENTAY-JUNETEOH
3 XU LING YUN
SP-XULINGYUN-LIWEI
LIM XIN YI EUNICE
SP-ELIM-LNFINANCIAL

Top New FSD Top FSD

1 CHUNG YI TING EVELYN
SP-QO-EVELYN 1 TAN WEIQUAN CHAMP
SP-CFG

2 NEO CHUN ANN

SP-LNFINANCIAL 2 TAN EIK CHYE STEPHEN
SP-STEPHENTAN

CHUNG YI TING EVELYN

SP-QO-EVELYN
3 LI GUANGTONG
SP-LGT 3 ENG CHOW CHIN JASON
SP-OCULUS
TAN WEIQUAN CHAMP
SP-CFG

© All rights reserved by AIA Premier Academy. PAGE / 4 /

IGNITE // 2018 ISSUE 3 Contributed by Jerlynn Ang, Premier Academy

Mandarin Power-packed with 3 overseas

guest speakers for the first time,

Sales
the audience was treated to an
afternoon full of sales ideas and

Congress
inspirational success stories.

The theme Metamorphosis

depicts transformation and

2018
the need for breakthrough.
Hosted by our very own FSD Ivy Neo,
who used to be a professional emcee
before joining AIA, the congress was
overwhelmingly well-received with
loud applause and compliments.

In a lighthearted and humorous way, the first speaker Esther discussed how to
leverage on Social Media for prospecting, educating the public on the importance of
protection, as well as to enhance her personal branding. The audience learnt many
useful tips from her sharing.

Although our second speaker never studied the Chinese language, Albert
delivered his speech with his heart and shared deeply on sales tips to enter the
High Net Worth market. His personal MDRT journey and how he built his team also
encouraged many in the audience.
(Left to Right) Emcee Ivy Neo, Tang Pei Shih, Albert Phua, Esther Hu,
Andy Tse, Jerlynn Ang

“The fastest shortcut to success is being down-to-earth.”

Last speaker Andy Tse ended the congress on a high note with his speech,
filled with power phrases and motivational quotes.

“Doing things that you have never done before is called Growth.
Doing things that you are not willing to do is called Change.
Doing things that you dare not do is called Breakthrough.”

“A once a year Mandarin Sales
Congress organized by AIA Singapore.
All 3 invited speakers have something in
Testimonies from common. They are all District Managers
pouch for all AIA Advisors who attended.
There was also a segment which introduced “Thanks for organising! I love Albert’s sharing most :) ”
IDA 2019 “International Dragon Award” which
is a 4 day Mandarin Sales Seminar held in
BKK from 10 – 13 Aug 2019.
Wong Jing Song, SP MGZEST-MORRISG

participants: who are MDRTs. All spoke with their

heart and can see that all the audience
who are present really benefited from
their success stories.
Impressive door gift of a handphone
Tang Pei Shih and Team from AIA Premier
Academy, you did it again!” 谢谢你们！今天的中文销售大会很棒！
#afternoonwellspent
Xu Ling Yun, SP XULINGYUN-LIWEI
Winnie Cheah, SP WIN

© All rights reserved by AIA Premier Academy. PAGE / 5 /

IGNITE // 2018 ISSUE 3 Contributed by Philip Teoh, Premier Academy

Leaders
Bulletin

The Man himself

Premier Academy’s Leaders’ Team posing with the
President of GAMA, Mr Mark Bonnett.
Mr Mark Bonnett inspiring the agency
leaders on the topic of Recruit,
Train & Retain (RTR).

You can do it
modularly now!
The LEAD course is now on a modular
format to suit your needs. Let us embark on
this journey for the betterment of your FSCs
to Propel towards Excellence!

Principle Trainer of Literacy Empowerment Mr Percy

Chong, inspiring the learners on the aspect of Achieving
Multiple Needs Based Advisory.

Look out for his next session!

© All rights reserved by AIA Premier Academy. PAGE / 6 /

IGNITE // 2018 ISSUE 3 Contributed by Mary Foo, Premier Academy

MDRT Echo:
L.A. to
YOU! Our enthusiastic MDRT Welcome Team getting
ready to greet the participants.
MDRT Council Chairman, Venka, SP-VisionFinancial,
delivering his opening address.

L.A. to YOU! was a power-packed seminar,

on 6 July, specially organised by the
th

MDRT Council to bring back the learning MDRT co-chair, Tang Pei-Shih, gave a glowing Our emcee, Goo Yin, SP-JosephWong,
report that we had 414 agents on track with council member, regaling the crowd with his great
experiences of 13 of our MDRT members 279 potentials as at 31st May 2018! humour and wit.
who went to LA from 24th to 27th June. Clap! Clap! Clap!

Connexion speakers from

It was an exclusive seminar to bring fresh SP-LesleyQuak: Adelyn Tan,
sales ideas, case-openers and concepts to Jennifer Soong and Peggy Low
(from L to R), shared how to
help the rest of our MDRT members, achieve your MDRT by July,
mentees and aspirants increase their the use of the FHR to do
effective fact-finding through
production and motivate them to achieve good questioning techniques,
their MDRT goal this year! and the importance of good
post-sales follow-up.

MDRT SPEAKS
Winnie Cheah, SP-WIN, Council
member, Master District Director
of Win District, qualified for
MDRT 11 times. She shared her
formula for MDRT Success year
after year, in a session titled
“From First Time to Lifetime”.

Jacqueline Tan, Sheron Tan,

SP-Jia-Rai: SP-Reeve-GTD:
3 Questions for Simplifying the
Greater Impact Complex

Our participants… totally wowed by the many sales nuggets that were shared.

Willson Tan, Grace Ang,

SP-Wind, DYG: SP-Grace:
Can Do Culture Less Jargon, More
Communication

MDRT panel – Tommy Koerniawan, SP-IvyNeo; Clorine Teo, SP-IvanGoh; Leo Tan, SP-Junxiong-Win
(from L to R), shared about their journey to MDRT, what inspired them to achieve MDRT and how it
had impacted their personal life and life as an agent. Parting words of advice included cultivating the
discipline to go in to office every day from 9am to 6pm, packing your calendar with activities so as to
always be sales and client-ready, and identifying the limiting factor which is stopping your success so
Perry Lau, Joseph Kyndrede, that you can tackle it head-on and remove it.
SP-PerryLau- SP-Brilliance-Motion:
StrategicAlliance: The Bucket Plan
Stand Out

© All rights reserved by AIA Premier Academy. PAGE / 7 /

IGNITE // 2018 ISSUE 3 Contributed by Jerlynn Ang, Premier Academy

Go-Clubbers
Seminar Series 2018
Story Selling 7th March 2018
Now in its 3rd year running, Go-Clubbers Seminar Series (2018)
was organized with an objective to inspire Go-Clubbers
to grow from ordinary to outstanding!

Facts tell, Stories Sell!

From Go-Clubber to Million Dollar Round Table qualifier, the first speaker Jing Song was
promoted to an Agency Leader in just 2 years! With a good sense of humor, he shared
many useful tips on how he uses his own life stories to drive emotions throughout the
sales process effectively - stories that connect to the hearts of his clients
and help him breakthrough his club qualifications to achieve MDRT.

Wong Jing Song

SP MGZEST-MORRISG

6 Principles of Persuasion to
Boost your Sales!
The first speaker Leo is an undergraduate
Prospect, Persuade and Profit consultant who achieved MDRT in his

using Story Selling 1st financial year in AIA, and closed

160 life cases in a short span of
With a wealth of experience speaking to an international 6 months! He shared his
audience, the second speaker Dr. Tan Kwan Hong shared sales experience of more
techniques to craft stories that influence and inspire, which than 1000 sales interviews
the audience can use to engage clients at a deeper and more selflessly with the audience to inspire
meaningful level. Stories form an integral part of our lives. them to breakthrough their club
Intelligently-crafted stories can effectively qualifications.
engage and captivate prospects. The audience took
home ideas and possibilities to integrate stories into their
Leo Tan
SP JUNXIONG-WIN
scripts so that they can reap results effortlessly.

Testimonies:

“It was an awe-inspiring event that tells me

everyone has an equal opportunity to greatness.
It’s a question of getting out of your comfort zone Jacky Lim
to grab the opportunity.
NLP Trainer & Coach
I also picked up on how to position and portray
myself when meeting different prospects so that
we may find common grounds to resonate with
which helps build rapport so much better!” High Impact Selling with NLP
Elvin Ang, SP-MICHELLE-PG
As a worldwide-recognized NLP trainer who was featured
“Besides enjoying the Go-Clubbers on 93.8FM and The Straits Times, the second speaker
Seminar, it certainly is a good time to Jacky Lim shared sales linguistics to influence
revise stuff I knew with new ideas and
techniques. Great to re-learn. buying decisions and how to employ different sales
Thanks for the opportunity.” techniques to overcome buying resistance. The audience
Amy Teo, SP-TANTH-EAS also learned how to use embedded commands for
effective closing in a fun way.

Dr Tan Kwan Hong

Award-winning International Speaker

© All rights reserved by AIA Premier Academy. PAGE / 8 /

IGNITE // 2018 ISSUE 3 Contributed by Serene Sia, Agency Promotions

June Gallery Theatre at

RTTS
National Museum of Singapore
20th June 2018

The AIA Reach The Top Seminar (RTTS) took place at

the state-of-the-art Gallery Theatre at National Museum
of Singapore on 20th June 2018. The keynote speaker of
that evening, Dr. Billy Kueek, an international NLP master
trainer, known for his trademark humorous and
inspiring style, had a fun-filled session with our invited
guests and introduced the power of belief and positive
thinking through simple value elicitation.

Congratulations to the two winners who have won

the lucky draw prizes that evening!

Dr Billy Kueek Motivational Speaker

© All rights reserved by AIA Premier Academy. PAGE / 9 /

IGNITE // 2018 ISSUE 3 Contributed by Serene Sia, Agency Promotions

Berlin Convention 2018

This year, we had a record-breaking number of 1,250

qualifiers for the Berlin Convention! More than 800 of our FSCs
attended the 4D3N trip from 18th to 21st July 2018, while our
400%, 200% and 150% qualifiers arrived a day earlier for their
extended trip in Berlin, Germany.

Day 1
The evening began with a welcome dinner hosted by CEO Mr Patrick Teow at the AXICA Congress and Convention Centre, a one-of-a-kind architecture
17 July pearl in Berlin, designed by the renowned architect Frank O. Gehry. Guests were welcomed by a beautiful stilt walker dressed in an elegant red gown as they
arrived at the dinner venue. Mr Teow gave a congratulatory speech to all qualifiers for their outstanding achievements and thanked them for their hard work.
2018 Guests were entertained with a soulful and sensational vocal performance by Charles Simmons, a finalist in The Voice (German edition).

The 400%, 200% and 150% qualifiers were treated to It was a fun day out for our qualifiers. They got to see many
Day 2 a day tour to Potsdam, a UNESCO World Heritage-listed
Day 3 iconic Berlin landmarks, such as the Brandenburg Gate,
site, famous for its awesome design of Italian renaissance, Berlin wall, Check-Point Charlie, and some visited the
18 July French baroque, European-Chinoise and Fredercian 19 July Sachsenhusen Concentration Camp and Jewish Quarters.
2018 Rococo. 2018 Everyone participated in the graffiti activity, while others had
a once in a lifetime opportunity to be a Trabi Car driver!

The day started as early as 6am for our fitness enthusiasts,

Day 4 who had gathered for the Berlin Run and Walk, led by Head,
Agency Distribution, Mr Colin Ly and the Berlin Convention
20 July organising committee. The group walked and ran past iconic
spots like the Berlin Victory Monument, Tiergarten,
2018 Brandenburg Gate, Jewish Memorial and the Berlin Zoo!

A big thank you to all our participants!

The main highlight of the Berlin Convention was the Convention Dinner held at
the Station Berlin, a 19th century former railway station. The theme of the evening
was ‘Backstage Berlin’ and our guests were dressed in their glitzy and ‘bling’
cocktail outfits.
The evening continued with a series of awesome performances. There was an
opening performance by the Berlin Dance Crew, an international diverse group of
contemporary dancers, in which they performed a mix of dance and comedy to
engage our guests. There was the A-Capella group singing to a repertoire of songs.
The show continued with an exhilarating and jaw-dropping combination of dance
and acrobatic performance by the Cosmic Artist gymnasts, followed by a motion
graphics performance; an interplay of dance, video audio and light.

The event kickstarted with the flagbearer ceremony, followed by the grand
march-in of the President of the Convention, Ms Ng Jin, as she was chauffeured
into the dinner hall in a striking red Porshe Speedster 1966. CEO Mr. Patrick
Teow gave a welcome speech to thank all the qualifiers for their commitment and
achieving their success and encouraged everyone to continue to work hard for
the Athens Convention in 2019.
Congratulations once again
to all our Berlin Convention
qualifiers for your hardwork and
dedication!

We hope you had an enjoyable

time in the land of tales in Berlin,
Germany! See you in Athens!

© All rights reserved by AIA Premier Academy. PAGE / 10 /

IGNITE // 2018 ISSUE 3 Contributed by Marcius Goh, Agency (Tampines)

200 of AIA’s Tampines Financial Services Consultants and

Leaders qualified for the highly anticipated

World Cup Match Screening at the AIA Tampines

World Cup
cosy 7th Heaven Café, SAFRA,
on 27th June evening.  
 
The excitement at our party
outstripped the on-screen action
Extravaganza
between South Korea and Germany,
thanks to seemingly never-ending bar grub, beer and
open-mic karaoke. Everyone was in high spirits.

The Agency Force was hosted by our two SDOAs Simon and Aik Koon,
as well as the Agency Sales and Recruitment teams all donned in soccer kits.
Comedy was also present, thanks to the quick quips from our hilarious in-house
emcees, Caleb and Boon Jye.
 
As the saying goes “the ball is round”, no outcome can be predicted.
But come next World Cup, you can definitely count on AIA Tampines –
both Agency Force and Staff alike - breaking down barriers, building bonds and
having a ball of a time (pun intended).
 

© All rights reserved by AIA Premier Academy. PAGE / 11 /

IGNITE // 2018 ISSUE 3 Contributed by Germaine Ang and Joseph Chua, Agency

The
Importance “PERSISTENCY”
of a Healthy This is an insurance terminology that refers to the percentage
of

Persistency
your written policies that remain in force, without lapsing
or being replaced by policies. We would like to share the

Rate
importance of it and how some veterans in the industry maintain a
strong track record of persistency in their careers with AIA.

Persistency affects Persistency affects Persistency builds your

your income
Zero percent of anything is equal to zero. If your
persistency is poor, your renewal income is low. The
beauty of our line of business rests on the ability to
generate passive income. High persistency means
maximum renewal income, and possibly career
benefits! Hence, we need to monitor our
persistency as closely as we watch our
new business.
your career path
Persistency is a core requirement for all club
qualifications, career benefit, conventions and
awards, as well as promotion criteria. Hence,
this is one important percentage that you want
to track closely.
relationship with customers
Good persistency is an indicator that you have
sold what the customers want. This means happy
customers and lesser complaints. Good
persistency also means that customers keep their
policies long enough to reap the benefits.

The “HOW”

Advocate Proper Close Monitoring of Building a Long-term and Sustainable

Fact Finding
Doing a proper fact-find allows you to sell in
accordance to what your clients need, and this
ensures the business stays in your books for a long
time. FSD Agnes Woon, SP AgnesWoon is one
who firmly believes that sales need to be properly
done and the FHR is a good tool for fact-finding.
With a track record of more than 95% persistency
in the past 3 years, Agnes has been advocating
to her FSCs that they must ensure customers
understand what they are buying. FSD Brian Tan,
SP BrianTan too gives credence to proper financial
planning, and that as long as the plan satisfies the
3 criteria; reason, timeline, and budget, clients will
not lapse the policy.
Persistency
Another FSD who has maintained a high district
persistency of 95% - Andy How, SP AndyHow,
is convinced that good business quality is the
foundation to a sustainable business model.
To govern business quality, he deploys the 3M
strategy - Measure, Monitor, Matters. Measuring
and monitoring of Persistency and what
Matters most. He makes sure that persistency is
monitored, discussed and communicated regularly.
This also resonates with Agnes and her team,
who monitors their EK7 report faithfully to make
sure that her FSCs attend to any lapsed cases
promptly, and help their clients with policy
reinstatement.
Relationship with Customers
Your persistency will be healthy if you build a long term
relationship with your clients. Regular reviews with your clients
and constantly helping them to fill their protection gaps will help
to build sustainable relationships. For FSD Xinke, SP XinKe,
most of her FSCs’ customers were secured through referrals or
warm leads. They make sure customers understand what they
have purchased so as to enhance customer conviction and
commitment with the portfolio recommended. She ensures that
her FSCs do yearly reviews with their customers. For FSD Joy
Toh, SP JoyToh, whose team used to be heavily involved in
roadshows and cold-calls, she realized that good persistency
is more difficult to maintain from such sales. One would have
to make a conscious effort to build stronger relationships with
such clients. Not only will it give you up-sell and referral
opportunities, it also helps reduce lapsation rates which used to
be a trend with roadshow businesses.

Do you know?
Do you know that from Oct 2018, you can project how much your persistency is likely to be at the
end of Dec 2018? This will give you ample time to reinstate the correct cases to meet the persistency
requirements for clubs, convention and career benefit qualifications!

© All rights reserved by AIA Premier Academy. PAGE / 12 /

IGNITE // 2018 ISSUE 3 Contributed by Shernise Teo, Intern at Premier Academy

My APA Experience

Are you interested That was how

Yeah,
my internship journey in AIA Premier Academy
in training? (APA) began. On my first day of work, I was taken on a tour around the

sure. W hy
white-walled, bright office, filled with big brothers and sisters and given
a quick introduction. During this time, I was frequently asked:

not?
Just 3 months?
That’s too short!
3 You’ll be gone in
How long
months! the blink of an eye.
w ill yo u be
w ith us?
Time flies w
he
yo u’re havin n
g
fun.
To a 22-year-old with one year left in university, 3 months was not short at all. In fact, most of my peers
had internships that lasted just 10 weeks. I thought to myself that time would most definitely crawl. Today, though
(based on submission of my article), I am 2 months and 29 days into my internship and I must say, time really flew.

The things I’ve learned and experienced in the past 3 months, not many (if any) 10-week-long
internship could ever provide. I was taken under the wings of people from the most nurturing
profession - trainers. Due to a rotational on-the-job schedule, I was given a multi-perspective view
of how things are done in AIA, from administrative work, to working with FSCs, amidst other wide-ranging duties.
By experiencing these first-hand, as a complete new-comer to this industry, I have come to realize that we should never take
things for granted.

I spent a third of my internship with the administrative department, a team

of 6 amazing and strong ladies whose jobs require them to “fight fires”. In the move towards

I o ug ht to be
digitization, it is easy to forget that there are humans resolving the issues caused by machines.
Every enquiry, complaint or request is processed not by a bot, but by one of these 6 ladies.
f
nicer to Telco staf
Anger, frustration and exaggeration would not be very helpful in hastening the process,

the next time they

but patience would make the sender feel much better.

o vercharge
The next third of my time was spent sitting in to Pre-contract tutorials, Foundation, EPS classes and
other trainings conducted by APA for FSCs. I went through failing the Foundation e-modules many

me...
times, despite studying, reading, taking notes and making use of ctrl + F and feeling frustrated over
not knowing what questions I did wrong. I sat in day-long classes, using the financial calculator,
learning the difference between policies with almost identical names and fiddling with LMS. It is
indeed a tough route for FSCs, but the rewards can be very juicy. Sitting in to the ‘LA to YOU!’ MDRT
event, I was in awe of and inspired by the FSCs who put in so much effort to earn their keep.

The rest of my time was spent with the trainers. I’m not sure if this is a common
perception, but I had always thought that trainers have a good life. They can simply turn up to
trainings, re-use their slides and materials and train the same way to earn their cheques. However,
I couldn’t be more wrong. Trainers have to constantly evolve their skillsets to cope with and tackle
digitization, reinvent old courses to make them interesting and relevant to the new in-coming group
of Generation X and Millennials, while constantly rolling out events to motivate and bring their
trainees (FSCs) to greater heights.

Come to the end of 3 months, I feel rather

accomplished in some ways. I know more products than the
regular layman, have helped out in several events, and observed
and (hopefully) picked up some soft skills from my trainer
colleagues. I have grown wiser and perhaps more evidently,
grown wider. Many thanks to my dearest colleagues for guiding
me through this internship, giving me a light taste of the working
life and keeping me very well fed.

Shernise Teo

© All rights reserved by AIA Premier Academy. PAGE / 13 /

 S
IGNITE // 2018 ISSUE 3 Contributed by Foo Meng Yee, Premier Academy

“ Youngest MDRT member at age

19, Youngest MDRT Life Member at
age 28, and also a 16-time MDRT,

Dr. ”
12-time TOT, and 4-time Platinum

anjay Tolani’s Dragon qualifier.

sharings with AIA Premier & MDRT 600

On 24th Aug 2018, Dr. Sanjay Tolani, who hails from Dubai, made his first official visit Afternoon Seminar for AIA
to AIA Singapore for a useful day of sharings with Premier Consultants, Alumni, and Premier & MDRT 600:
MDRT members, mentees, and aspirants! He had recently completed his PhD in
Finance, and is well-known in the insurance industry for becoming the Youngest
MDRT member at age 19, Youngest MDRT Life Member at age 28, and also a
16-time MDRT, 12-time TOT, and 4-time Platinum Dragon qualifier.

The day’s seminars were a joint collaboration between AIA Premier & MDRT 600,
in a bid to charge consultants up for the last financial quarter of 2018. There were two
seminars to address the needs of both the newer Consultants, as well as the more
senior ones. In the morning, Dr. Sanjay Tolani covered Concept Selling & Objection
Handling techniques to members of AIA Premier, while the afternoon session covered Staff Emcees Mary Foo and AIA Premier & MDRT
Foo Meng Yee engaging the 600 consultants being
how to Appeal to the Affluent Market & Referral System to members of AIA Premier afternoon crowd. entertained by Dr. Sanjay
& MDRT 600. Participants walked out of the seminars with insightful tips on concept Tolani’s funny anecdotes.
selling, sales pitches, objection handling scripts, simplifying the business, and
speaking the language of the Affluent.

At lunchtime, the Top 10 & Top 10 Most Improved Premier Consultants of Q2 were
rewarded with an exclusive Luncheon with Dr. Sanjay Tolani, facilitated by AIA
Premier Staff members, at Tong Le Private Dining. They were offered scrumptious
seafood cuisine, while enjoying panoramic views of the Marina Bay waterfront, in one
of the only two revolving restaurants in Singapore, which completed a full rotation Consultants brought their ‘A’ games to present sales
within two hours. During lunch, the winners of AIA Premier Q2 challenge got to pitches on stage!
interact with Dr. Sanjay Tolani up close, and posed him questions that would
value-add to them and their businesses.

Morning Seminar for AIA Premier:

Demonstrating the Chief Distribution Officer,

importance of a good Wong Sze Keed, and AIA
referral script, through Management Staff also sat
role-plays. in to the afternoon seminar.

Dr. Sanjay Tolani role-playing with our very Morning seminar for AIA Premier, where Dr. Sanjay
own Premier Consultant from AIA Premier! Tolani spoke to a crowd of close to 200 people.

Big group photo of AIA Premier & MDRT 600, after the
afternoon seminar. Close to 500 people attended.

Premier Consultants queued up eagerly to take photos with our Guest Speaker.

AIA Premier Q2 Luncheon:

Head of Agency
Distribution, Mr. Colin Ly,
handing a token of
appreciation to
Winners of AIA Premier Q2 challenge, our Top 10 & Top 10 Most Improved Dr. Sanjay Tolani.
Premier Consultants, at Tong Le Private Dining.

© All rights reserved by AIA Premier Academy. PAGE / 14 /

IGNITE // 2018 ISSUE 3
AIA Premier
ts
Top 3 Consultan
for Q2 FY2018
YU WENJING
Top Premier Consultant
1
I joined AIA when I was just 21 and just two years into
the career, I have grown and benefitted so much. As a
Company that’s committed to developing its consultants,
I have gone through trainings and workshops to help me
hone my technical skills.
AIA promotes a culture of professionalism and provides
ample support for each one of us to succeed in the b
usiness. That’s why in AIA, you are never alone. I am
JIANG TINGTING
1st Runner-Up Premier Consultant
I have embarked on a new journey in my life by joining AIA. With
continuous support from the company, leaders and my peers,
I’ve overcome the initial fear and jitters that I had as a new
consultant. Workshops and trainings provided by the company,
especially those from AIA Premier Program, have allowed me
to grow and mature exponentially in this career. Recognitions I’ve
received thus far have also kept me motivated and wanting to
improve myself.
With the idea of bringing the best out of every consultant, AIA
has consistently put effort into building and enriching its
platforms to create a healthy work environment for everyone.
I’m able to pursue self-improvement comprehensively and give
back more to my customers, family and friends. The support has
2
also helped me to envision the goals that I want to achieve in my
career and life.  portfolios. It is even more rewarding to know that I played a part in
Thank you AIA.
JIANG TINGTING
1st Runner-Up
Premier Consultant
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Compiled by Hedric Ong, Premier Recruitment
always surrounded by peers, leaders and managers who constantly motivate
and propel me to scale greater heights that I never imagined I could.
Besides recognition and flexible hours, what truly binds me to the career
is the ability to touch lives, helping customers financially with my
knowledge and skills.
This is indeed not just another job and choosing AIA has to be one of the
best decisions I have ever made.
3
LIM YIN HUI ZARINAR
2nd Runner-Up Premier Consultant
Joining AIA has helped me to adapt to the working world after the
completion of my studies. By providing workshops and seminars,
AIA Premier Program has given me the necessary support to
become a better Financial Services Consultant and enhance my
skillset when it comes to servicing my clients.
Surrounding myself with positive people also develops and enhances a
positive attitude in me. This is one of the attractions here. Everybody is
very motivated; no one would feel alone in a rat race. For this, I would like
to thank my mentor, my colleagues, friends and clients for placing their
trust in me and encouraging me to push myself out of my comfort zone
and strive for the best.
To me, the real satisfaction of working in this industry comes from my
clients. It is satisfying to know that they trust me to take care of their
making their lives better.
It has not been an easy journey to be where I am right now but
given a choice, I would still choose AIA all over again.
YU WENJING LIM YIN HUI
Top Premier ZARINAR
Consultant 2nd Runner-Up
Premier Consultant
PAGE / 15 /
 Calling
All MDRT Members, MDRT Mentees, Aspirants & Premier Consultants!
Have you registered for the Final Charge to MDRT event?
Come and catch our MDRT Speaker, Randy Scritchfield, (all the way from the US) and our humorous MDRT Skit Team,
on how you can sprint towards your MDRT Goal!!!

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 It is going
to be another
record
breaking year!

Editorial Team Members

Ivy Yeo Foo Meng Yee

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