CHAPTER 2: MAINTENANCE & PROMOTION

CHAPTER 2: MAINTENANCE & PROMOTION
         PART 1 – MAINTENANCE REQUIREMENTS FOR AGENT RANK
         As an agent, it is important for you to familiarize yourself with the requirements to maintain your
         position as an agent and avoid from being terminated.

         To maintain your position as an agent, these are the requirements you should fulfill!
         Failure to maintain these requirements will result in the termination of your position as an agent.




                                             PRODUCTION

                                             PERSISTENCY RATIO

                                             COMPULSORY TRAINING

                                             COMPULSORY EXAM
                                             Continuous Development Planning
                                             (CPD) – 3rd year as an agent onwards
                                             Registered Financial Planner (RFP) –
                                             3RD year as an agent onwards




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
1. PRODUCTION
          For agents appointed prior to 1st January 2017 are required to meet the maintenance production
          requirement of a minimum production of RM18,000 MFYLP + GSR10C

          Example: In January 2017, all agents that are appointed prior to January 2017 should have a
          minimum production of RM18,000 MYFLP + GSR10C by 31st December 2017.

          Glossary:
          MFYLP + GSR10C: First year premium for maintenance review that includes the maximum
          allowable first year premium for GSR and Balancer (subject to max 10% of BIP) – NB and those
          attached to existing policies (Combined: GELM & GETB)

          GSR: Great Saver Rider. First Year Great Saver Rider (“GSR”)/ Balancer/ Smart Invest Premier
          production

          NB: New Business
          Production Requirements on a Pro-rated basis:
          New agents are usually appointed at a different point of time throughout the calendar year.
          Therefore, the maintenance production requirements are calculated on a pro-rated basis
          according to which quarter the agents were appointed in the year 2017.

          Production Requirements on a Pro-rated basis:
          Appointed in:                            Minimum Requirements

          1st Quarter
          (January 2017 – March 2017)                   13,500 MFYLP + GSR10C


          2nd Quarter
          (April 2017 – June 2017)                      9,000 MFYLP + GSR10C

          3rd Quarter
          (July 2017 – September 2017)                  4,500 MFYLP + GSR10C

          4th Quarter                                    Not required
          (October 2017 – December 2017)
          To find out and keep track of your production progress, login in to ePartner!
          ePartner >> Applications >> DCMS Online Enquiry >> Agent Production/Agent Production
          by Month >> Insert details>> Submit
          Details:
          Agent number: Agent IAC number
          Period: Start period & end period
          As of Year: depends on the month you are looking for
          View: Dc Rep Maint & Promotion Review
          Hrcy type: 

          To find out about the DCMS Statistics Code, go to:
          ePartner » DCMS Online Enquiry » Agent Production » Summary of DCMS Stats Codes
The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
2. PERSISTENCY RATIO
          Persistency Ratio (PR) is the proportion of premium on new policies sold that remains in force at
          the end of a specific year of policy.

          Requirement: First Year Persistency Ratio of 85% (PS)

          The First Year Persistency Ratio for maintenance is based on the new business secured by the
          agent.

          For a policy to be considered in force, the first year premium ie 12 months premium must be paid
          within the first policy year.

          For maintenance review, the persistency ratio is calculated from:
          October of a year to September of a year t+1

          Conditions:
            - Each policies must be inforce and 12 months premium paid in its own policy year
            - Policies that are revived or paid outside its policy year is considered as lapsed even if it is
                before the Persistency Ratio run date
            - PR run date will only be after every policy in the NB period has been with us for 1 policy
                year plus grace period

          Example (for year 2017 in particular):
          October 2017 – September 2018

          If you are appointed in April 2017, your First Year Persistency Ratio should be 85% during the
          review in October 2018 involving new business policies that are inforce in October 2017 to
          September 2018.

          *Although the review in October 2018 only involves new business policies inforce in October 2017
          – September 2018, you still need to conduct your sales to fulfil your maintenance requirement (as
          shown in the production segment) and also if you want to be eligible in the contests available for
          you, you should do more that it’s required!

          To find out about your persistency ratio, log in to ePartner
          ePartner » Applications » PR Report

          Details:
          Agent number: Agent IAC number
          NB Start period: 
          PR Code: PR12_A_C
          Frozen/Moving: Moving




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
Notes:
             - Frozen status is only applicable for agents that have been appointed for more than 13
                  months
             - PR12_A_C represents 12 months persistency ratio for agents inclusive of agent’s
                  production in GELM & GETB
          To understand more on how to calculate the persistency ratio, there is a training slides available in
          ePartner:
          Log in to ePartner
          ePartner » Departments/Division » Customer Acquisition » Agency Administration »
          Search eLearning » Persistency Ratio

                                        3. COMPULSORY TRAINING
           Treat Customer Fairly (TCF) Product Assessments
            Agents are required to go through this assessment before doing e-submission for every
            products

           Path to Excellence Performance (PEP) Year 1 training programme
            -   PEP Year 1 eModule (pre-requisite for PEPY1 Great Start 3-Day classroom)
            -   PEP Year 1 Great Start 3-Day classroom
            Both to be completed within 6 months from date of appointment


          To find out whether you have successfully completed your Path to Excellence Performance (PEP)
          Year 1, log in to ePartner!
          ePartner » Applications » DCMS Online Enquiry » Courses taken by Agent » Select All »
          Insert details » Submit

          Details:
          Agent number: Agent IAC number
          Period: Start & End period
          Select: All
                                           4. COMPULSORY EXAM
          Certificate Examination in Investment-Linked Life Insurance (CEILLI) – pass within 6 months

          To find out whether you have successfully completed any compulsory exams, log in to ePartner!
          ePartner » Applications » DCMS Online Enquiry » Courses Taken by Agent » Select Exam
          » Insert details » Submit

          Details:
          Agent number: Agent IAC number
          Period: Start & End Period
          Select: Exam




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
WHAT’S NEXT?
          Once you have fulfilled the maintenance as an agent for the first (1st) year, it is important to keep
          fulfilling the requirements in your many years to come.
          In your third (3rd) year as an agent, you are required to fulfill additional requirements:


           Continuous Development Planning (CPD)
          CPD is to raise standard of competency and professionalism of the life insurance agency force

             -   Agents are required to complete 30 hours of CPD
             -   They are only required to start fulfilling these requirements 2 calendar years after being
                 appointed regardless of which quarter they are appointed in that particular year
             -   Failure to meet this requirement will result in the Agents LIAM membership being de-
                 registered.
          EXAMPLE 1:

          Agent’s Contracted                               2018
                                 2017                                                  2019
          Year

          Commencement of        1/1/2019-31/12/2019       1/1/2020-31/12/2020         1/1/2021-31/12/2021
          CPD Requirement

          EXAMPLE 2: (2017 in particular)

          Agent’s Contracted Date                          CPD Commencement (after 2 calendar years)
          1/1/2017                                         1/1/2019
          1/6/2017                                         1/1/2019
          1/12/2017                                        1/1/2019




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
 Registered Financial Planner (RFP) – Module 1 and Module 2
            - Agents are required to start RFP during the third (3rd) year from contracted year
            - Agents are required to complete 2 modules (Module 1 and Module 2)
            - Agents are given 2 years to complete 1 module (Module 1 or Module 2) and another 2
               years to complete 1 module (Module 1 or Module 2)

          EXAMPLE:
          Agent’s
          Contracted Year   2017                      2018                    2019
          RFP
          Commencement      1/1/2019 -31/12/2020      1/1/2020-31/12/2021     1/1/2021 -31/12/2022
          Date                  - Complete at least       - Complete at           - Complete at
                                   1 module (M1 or           least module            least 1 module
                                   M2)                       (M1 or M2)              (M1 or M2)

                            1/1/2021-31/12/2022       1/1/2022-31/12/2023     1/1/2023-31/12/2024
                                - Complete another        - Complete              - Complete
                                   module (M1 or             another module          another module
                                   M2)                       (M1 or M2)              (M1 or M2)

             To find out more about the maintenance requirements, log in to ePartner!
             ePartner » Departments/Divisions » Customer Acquisition »                   Agency
             Administration » Agency Maintenance and Promotion


          Now, would you like to know how you can advance your career and get promoted to be a
          Unit Sales Manager (USM)? Read Part 2 of this chapter to find out more!




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
PART 2 – PROMOTION REQUIREMENTS FOR AGENT RANK TO UNIT SALES
   MANAGER (USM) RANK

                                 AGENT                          USM

   Find out how you can take a leap in your career and be a USM in 2 years!




                                         PRODUCTION

                                          MANPOWER

                                          PERSISTENCY RATIO

                                          COMPULSORY TRAINING

                                          COMPULSORY EXAM




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
SUMMARY OF USM PROMOTION REQUIREMENTS
     st                                                                                     st
    1      2017                      2018                   2019                           1 Year
    Year   Production                Production             Production             Man-    Persistency     Training   Exam
    Run                                                                            power   Ratio

           RM75K         PFYLP+      RM150K
           GSRC:                     PFYLP+GSRC:
           - Minimum PS              - Minimum PS
              RM50K                    RM75K
              PFYLP+GSRC               PFYLP+GSRC
           - Balance (RM25K          - Balance
              PFYLP+GSRC)              (RM75K)   from                                      85%     (PS)
              from        Directly     DIA                                                 over        2   BAMC       BAMC
    2017      Introduced Agent                                                             consecutive
              (DIA)                                                                        periods                    CEILI
           *total capped to 6        *total capped to 6
           cases     for   Smart     cases for Smart
           Invest Premier            Invest Premier

           AND                       AND

           24 Number of cases        24 NOC
           (NOC)
                                     **NOC derived from
           **NOC derived from        Smart         Invest
           Smart Invest Premier      Premier will be
           will be capped to 6       capped to 6 cases
           cases in a calendar       in a calendar year
           year                                                                    4 DIA

                                     RM75K     PFYLP+       RM150K
                                     GSRC                   PFYLP+GSRC
                                     - Minimum              - Minimum
                                       RM50K                  RM75K
                                       PFYLP+GSRC             PFYLP+GSRC                   85%     (PS)
    2018                             - Balance              - Balance                      over        2   BAMC       BAMC
                                       (RM25K                 (RM75K)  from                consecutive
                                       PFYLP+GSRC)            DIA                          periods                    CEILI
                                       from     Directly
                                       Introduced
                                       Agents (DIA)

                                     AND                    AND

                                     24    Number      of   24 NOC
                                     cases (NOC)

                                     **NOC derived from     **NOC derived from
                                     Smart         Invest   Smart         Invest
                                     Premier will be        Premier will be
                                     capped to 6 cases      capped to 6 cases
                                     in a calendar year     in a calendar year

The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
1. PRODUCTION
    The DCMS Statistics Code is for you to check on your production to cross check whether you have fulfilled the
    requirements for promotion. These can help you to prepare and plan your production to avoid any
    disappointments before promotion.

    Eg: Agent Alice is preparing to be promoted from an Agent to USM. She has fulfilled the 24 number of cases
    requirement but she is not sure whether her NOC is mostly derived from Smart Invest Premier. Hence, she can
    log in to ePartner, go to Applications >> DCMS Online Enquiry >> Agent Production/Agent Production by
    Month and look for MNOC24_B_C.

    Glossary:
    PFYLP + GSRC: First year premium for promotion review includes maximum allowable first year premium for
    GSR and Balancer – NB and those attached to existing policies (Combined: GELM & GETB)

    MNOC24_B_C: Total NOC without Smart Invest Premier

    SMT_IV_C: Total NOC for Smart Invest Premier (capped to 6 cases)

    IL_NOC_R_C: Number of cases Regular Premium ILP for Qualifying Agents

    TIPS:
            -   Please note that these are minimum production requirement. There is nothing that will prevent you
                from doing more. It is always better for you to do more to enable you to achieve a stronger
                promotion and a more solid income

    Plan your promotion early and avoid disappointments


    To find out about your production progress, login in to ePartner!
    ePartner » Applications » DCMS Online Enquiry » Agent Production/Agent Production by Month »
    Insert details » Submit

    Details:-
    Agent number: Agent IAC number
    Period: Start period & end period
    As of Year: depends on the month you are looking for
    View: Dc Rep Maint & Promotion Review
    Hrcy type: 




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
2. MANPOWER
    By the time the agent has reached the second year USM promotion run, the agent should already have 4
    Directly Introduced Agents (DIA) before being promoted as an USM.

    You can start introducing your DIA in your first year. You do not have to wait till the second year prior to
    promotion to start introducing.

    Out of the 4 DIA:-
    2 DIA must produce a minimum of RM24K
    MFYLP + GSR10C with a minimum of 12 NOC
    regular premium Investment-Linked Policies        AND      All DIA must meet prevailing conditions to be a
    (PS)                                                       Qualifying Agents (QA)

                         OR

    RM50K MFYLP+GSR10C (PS) each;



    How to determine whether the agent is a Qualifying Agent (QA)?

           Must be an agent with an inforce contract as at 31st Dec of the year prior to promotion
           Fulfilled the production quota (PS) of RM18,000 MFYLP + GSR10C on a calendar year basis

            Calendar year basis means when an agent is appointed in the year 2016 as a first year agent, in year
            2017, the agent is considered as a second year agent regardless of which month you are appointed in.




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
3. PERSISTENCY RATIO
    Throughout 2 consecutive periods prior to promotion, agent should maintain:
    First Year Persistency Ratio of 85%

    To find out about your persistency ratio, log in to ePartner!
    ePartner » Applications » PR Report

    Details:-
    Agent number: Agent IAC number
    NB Start period: 
    PR Code: PR12_A_C
    Frozen/Moving: Frozen

    Notes:
       - Frozen status is only applicable for agents that have been appointed for more than 13 months
       - PR12_A_C represents 12 months persistency ratio for agents inclusive of agent’s production in GELM
           & GETB

    To understand more on how to calculate the persistency ratio, there is a training slides available in ePartner:
    Log in to ePartner
    ePartner » Departments/Division » Customer Acquisition » Agency Administration » Search eLearning
    » Persistency Ratio
                                          4. COMPULSORY TRAINING

    Basic Agency Management Course (BAMC)
    To complete 30 hours of training


    To find out whether you have successfully completed your BAMC, log in to ePartner!
    ePartner » Applications » DCMS Online Enquiry » Courses taken by Agent » Select All » Insert details »
    Submit

    Details:
    Agent number: Agent IAC number
    Period: Start & End period of the course
    Select: All




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
5. COMPULSORY EXAM

    BAMC Exam

    *Agents who have passed the BAMC examination but not promoted within 3 years would be required to
    undergo a revision BAMC programme but would not be required to sit for and pass the examination again.


    To find out whether you have successfully completed your BAMC exam, log in to ePartner!
    ePartner »Applications » DCMS Online Enquiry » Courses taken by Agent » Select Exam » Insert
    details » Submit


    Details:
    Agent number: Agent IAC number
    Period: Start & End period of the exam
    Select: Exam


    Upon completing all the requirements above prior to promotion, the applicant must also have clean
    records in his/her profile:
       ABSENCE OF:
       a) Malpractices
       b) Misconduct
       c) Unethical practices
       d) Garnishments
       e) Bankruptcies
       f) Criminal records
       g) Breaches of any LIAM’s Code of Ethics and Agency Rules & Regulations

    To find out more about the promotion requirements, log in to ePartner!
    ePartner » Departments/Divisions » Customer Acquisition » Agency Administration » Agency
    Promotion & Maintenance




The contents in this PDF file are confidential to Great Eastern Life Assurance (Malaysia) Berhad and shared
solely for purposes of training in connection with the 90-Day Jumpstart Programme. The contents in this
PDF file are not to be used for any other purpose or stored or reproduced in any form whatsoever without
the prior written permission of the Company. This information is correct as at 4th January 2017
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