Agent Name: Amar Ubadah

Bin Mohamed ALi

Agent Code: 1278236

IC No.: 740124-01-5145
ACTION PROJECT: M2

AGENCY PHILOSOPHY

OBJECTIVE: To create awareness and appreciation of the value of Agency Philosophy.

1. ESTABLISHING THE VISION.

Vision answers the question “What?”

What is it that you want to achieve?
Describe the general picture of yourself in your agency business in five years’ time.

"Making an Impact to Lives"

Transforming lives of our clients as well as our agents by improving

Takaful penetration to more than 80%

2. ESTABLISHING THE MISSION.

Mission answers the question “Why?”

Mission helps you to understand why you want to achieve the vision you have
decided upon. Write your reasons for wanting to achieve what you want

"Being the bridge to the awareness & importance of Takaful"

1. Being the bridge to our prospects, providing all the right information for
them to make informed decisions and subsequently increased
protection amongst Malaysians.

2. Equipping the team with the best business support & atmosphere

3. Ultimately, providing the best service both internally (team) and

externally (clients)

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ACTION PROJECT: M2.1
Business Self - Assessment
This proficiency check list is to serve as a self – inventory of your skill and abilities.
Itspurpose is to determine the performance / potential gap in your selling job.

(1 = low : 5 = high.)

1. Displaying professional presence 1 2 3 4 5

2. Setting reachable goals with established deadlines 1 2 3 4 5
3. Planning time and activities for the next day 1 2 3 4 5
4. Prospecting in nests 1 2 3 4 5
5. Pre-approach effectiveness 1 2 3 4 5
6. Skill in fact-finding and probing 1 2 3 4 5
7. Sales presentation persuasiveness 1 2 3 4 5
8. Meeting objections 1 2 3 4 5
9. Closing skill and strategy 1 2 3 4 5
10. Obtaining referred lead introductions 1 2 3 4 5
11. Use of weekly report to determine the 1 2 3 4 5
“dollar value” of each selling activity and
the progress being made towards my goals
12. Involvement of specialists in joint selling 1 2 3 4 5
13. Efficient office administration 1 2 3 4 5
14. Secretarial, telephone, and mail services 1 2 3 4 5
15. MDRT qualification, Insurance Association participation 1 2 3 4 5
16. Staying active in business, and charitable activities 1 2 3 4 5
17. Reading and CD listening 1 2 3 4 5
18. Physical fitness program 1 2 3 4 5
19. Managing personal financial affairs 1 2 3 4 5
20. Personal planned self-improvement program 1 2 3 4 5

Total possible score 100

My score 76
Performance/Potential Gap in My Sales Job 24

(Source : Adapted from ‘Your combination to Success Workbook’ by The Kinder Brothers
International Group Insurance, Dallas, Texas)

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ACTION PROJECT: M2.2
Income Needs for 2 023
___
TOTAL
MONTHLY MONTHLY ANNUAL
FIXED EXPENSES
Rent or Mortgage Payments RM 2,000
Utilities - Phone, Water 800
Fire and General Insurance 250
Income Taxes 1,500
Others RM 4,550 RM 54,600

LIVING EXPENSES
Food RM 1,500
Clothing 300
Children’s Education 1,200
Laundry and Tailoring -
Non-business Lunches 400
Auto Expenses, Non-business 400
Medical - Doctor, Dentist, Drugs 200
Domestic Help -
Others RM 4,000 RM 48,000

BUSINESS EXPENSES
Sales Promotion, Advertising and
Direct-mail, Professional Association
Dues RM 500
Telephone, Stationery, Postage, Supplies 300
Business Entertainment 500
Professional Course Enrolment 200
Others 300 RM 1,800 RM 21,600

SAVINGS AND ACCUMULATION

Life Insurance RM 500
Savings Account 1,500
Debt Reduction (other than Mortgage) 1,200
Investments 500
Others RM 3,700 RM 44,400

MISCELLANEOUS
Club Dues RM 250
Gifts and Services 400
Vacation/Travels 1,000
Others 1,000 RM 2,650 RM 31,800

TOTAL ANNUAL REQUIREMENT

RM 200,400.00

(Source : Adapted from ‘Your combination to Success Workbook’ by The Kinder Brothers
International Group Insurance, Dallas, Texas)

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ACTION PROJECT: M3

Key Task Area : Recruitment Agency Name : ______________

Our Belief/s in Recruitment:

o To recruit candidates that fit into our culture

o To never stop recruitment to ensure business sustainibility

o To ensure the contracted agents are of quality; hence higher probability

of success, contributing to good morale, enhancing productivity & profitability

o To provide the best training and knowledge to the recruited agents

o To ensure that the contracted agents are aligned with the agency's vision
& mission & goals!

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 ACTION PROJECT: M3.1
OBJECTIVE

Actual Results

No. of Monthly Total

Candidates Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec for
Objective
obtained from Year
C.O.I
Centre of 2 0 0 0 0 0 0 0
Influence

Advertisements 1 0 0 0 0 0 0 0

Policyholders 1 0 0 0 0 0 0 0

Recruiting
Letters 0 0 0 0 0 0 0 0

Personal
Observations 0 0 0 0 0 0 0 0

Referrals from
Agents/Clerical 2 0 0 0 0 0 0 0
Staff

Friends/
Relatives 1 1 1 0 0 1 1 1

College Mates 1 0 0 0 0 0 0 0

Social Media 2 0 1 2 0 1 0 0

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ACTION PROJECT: M4

Key Task Area : Selection

Our Belief/s in Selection:

o To already filter the right candidates and eliminate the unsuitable ones

o To ask the right questions based on the standards set, defined by the agent
profile of the agency

o To have the same sets of questions to be used by the agency so as to

streamline the selection process

o To always remain objective and neutral during the selection process by

thoroughly assessing the candidates response against the set standards

o To inform candidates of progress and final selection, immediately upon

decision

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ACTION PROJECT: M5

Key Task Area : Training

Our Belief/s in Training:

o Training should be a continous journey and should never stop

o With proper training, agents will be equipped with the knowledge to conduct
the business

o And with the right knowledge, agents will have the right attitude, develop
the right skills, and eventually incalculate the right habits

o With a structured and planned trainings, the delivery will be concised

o The trainings should cover the various background of agents and be simplistic

o Attendance for trainings are not compulsory but highly encouraged as

successful agents only are those that attend trainings

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ACTION PROJECT: M6
Key Task Area : Supervision

Our Belief/s in Supervision:

o Supervision is key area to monitor the agents' performance

o

o Supervision should also be both ways in the sense to have feedbacks from
both parties
o

o Whilst the focus should be on the strengths of the agents, weaknesses

should be highlighted as well
o

o With regular supervisions, any shortcomings will be identified early and

corrective measures can be put in place
o

o When giving feedback, it has to be based on facts against the objectives set,
and not on emotion
o

o Focus on the activities of the agents against the results to determine its
effectiveness and adequateness
o

o Supervision should be done on a periodic basis with a clear objectives set

o

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ACTION PROJECT: M9

AGENCY LEADER’S GOAL

1. MANPOWER DEVELOPMENT

a) Current number of agents (1/1/2 023

_____) 8
: __________________________

b) New recruits 12
: __________________________

c) Number of agents to be terminated 4

: __________________________

d) Net number of agents (31/12/2023

______) 16
: __________________________

2. PRODUCTION

For the gross profit required, the following amount of production is needed:

a) Existing agents :- RM’000

(Annually)
i) ______________ x 150,000 =

1
ii) ______________ x 100,000 =

iii) ______________ x 80,000 =

2
iv) ______________ x 50,000 =

1
v) ______________ x 30,000 = 230,000
______________

New
b) Existing agents :-

1
i) ______________ x 100,000 =

4
ii) ______________ x 40,000 =

iii) ______________ x 40,000 =

3
iv) ______________ x 20,000 = 320,000
______________
*
Grand total
550,000
__________________
__________________

7%
Total overriding from *______________ 38,500
is RM _______________(Gross Profit)
*(less persistency and estimated non-collection)

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3. EXPENSES RM’000 RM’000

a) Recruitment aids : i) 2,400

Advertisement : ______________

ii) Printing 500

: ______________

iii) Others : ______________ 2,900

____________

b) Training & i) Self 1,500

: ______________
Development :
ii) Agents 3,000
: ______________ 4,500
____________

c) Office/Overheads : i) Stationery 500

: ______________

ii) Equipment 1,000

: ______________

iii) Staff Salary : ______________

iv) Rental 6,000

: ______________

v) Utilities 3,000
: ______________

vi) Others 1,500

: ______________ 12,000
____________

d) Incentives : i) 1st Quarter 1,000

: ______________

ii) 2nd Quarter 1,000

: ______________

iii) 3rd Quarter 1,000

: ______________

iv) 4th Quarter 1,000

: ______________ 4,000
____________

e) Entertainment : i) Agents 1,000

: ______________

ii) Peers 1,000

: ______________

iii) Others : ______________ 2,000

____________

f) Transportation : 1,500
: ______________ 1,500
____________

g) Miscellaneous : : ______________ ____________

26,900
_______________
Total Expenses _______________

3. Gross Profit - Total Expenses = Net Profit

38,500 26,900 11,600

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ACTION PROJECT: M9.1

A REGULAR CHECK OF YOUR AGENCY PRODUCTION

Monthly Objective for Year Actual Production Increase (I) or

completions list to Date Year to Date Decrease (D) over
for 2022 Objective
RM RM RM
January 15,000 22,011.00 7,011.00

February 20,000 142,383.75 122,383.75

March 25,000 13,818.00 (11,182.00)

April 25,000 32,393.45 7,393.45

May 25,000 62,400.00 37,400.00

June 25,000 26,979.30 1,979.30

July 25,000 15,730.80 (9,269.20)

August 25,000

September 25,000

October 25,000

November 25,000

December 25,000

Total 285,000 315,716.30 30,716.30

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