DRIVING PROFESSIONAL STANDARDS

DRIVING PROFESSIONAL STANDARDS
2015 MII PROGRAMME DIRECTORY
Title
2.13 LIMRA - AMTC
Title
2.14 Professional Sales Master (PSM)
Duration
Time
Duration
Time
69 hrs 9.00 am to 5.00 pm
18 hrs 9.00 am to 5.00 pm
Venue
The Malaysian Insurance Institute City Centre
Suite 6.0W, 6th Floor, Wisma Sime Darby, Jalan Raja Laut, 50350 Kuala Lumpur, Malaysia.
Venue
The Malaysian Insurance Institute City Centre
Suite 6.0W, 6th Floor, Wisma Sime Darby, Jalan Raja Laut, 50350 Kuala Lumpur, Malaysia.
Who Should
Attend
The AMTC is designed for field managers making the transition from a position with production responsibility
to one with managerial responsibility.
It is also appropriate for agency heads or functional managers, those having specialized functions such as
recruiting or training, and those who need to develop their management skills to increase performance. Even
established agency managers find AMTC valuable as a refresher of fundamental ideas and as a source of new
ideas from fellow students.
Who Should
Attend
• Life Insurance Agents
Key Learning
Outcomes
Key Course
Contents
The AMTC is the industry’s premier skill development program for field managers. This intensive, peer-oriented
program helps participants develop and enhance basic management skills in the critical areas of planning,
recruiting, selecting, training, and performance management. It is designed for both new and veteran field
managers, functional managers who want to develop specific skills, and agency heads and their management
associates who would benefit from a shared experience and action projects in the sessions.
Throughout AMTC’s 23 weeks of classes, participants will acquire knowledge and develop skills in five
critical areas of field management:
Key Learning
Outcomes
Key Course
Contents
At the end of the course, participants will be able to:
• Motivate and Inspire Agents to advance into Consultative Selling and focus on growing a large base
of Clientele
• Enable Agents to master 3 Effective Scripts to Cultivate strong Referrals and Center of Influence (COI)
• Develop High Quality Agents who are both Professional and Productive
• Prepare Agents for recruitment of New Agents
• Identify Target Markets
• Build large clientele base Effectively through Professional Needs-based Consultative Selling
(with higher persistency & higher average case size)
• Cultivate Referral and COI in his/her chosen Target Markets
FEES
Planning
- Participants will develop a mission statement and build an annual plan to
achieve their specific goals and objectives. A key project of the AMTC will allow
participants to set plans and goals for the future.
MEMBER
RM 1,650
Recruiting
Selecting
Training
Performance
Management
- Participants will be able to locate and talk to recruits with high potential using
proven techniques of agent’s referral, warm nominators and personal activity.
Participants will develop approaches to these sources and learn alternate
methods as well.
- Participants will discover proven selection methods and develop a process that
can help reduce agent turnover.
- Participants will learn training techniques that effect a change in behaviour in
their agents. Participants will develop skills in setting training objectives, roleplaying,
fieldwork, training meetings, and clinics.
- Participants will develop crucial supervisory skills and usage of proven problem
solving tools.
FEES
MEMBER
RM 3,700
NON MEMBER
RM 3,700
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