改變遊戲規則 - 城邦阅读花园


	“传承规划”和“理财顾问”肯定是趋势,也是提高收入的唯一途径。这两个领域能够改变这几十年来形象一直不好的寿险界,迈向更专业的境界。当然这项改革需要时间,也必须注入新血才能看到差异化。本书有大部分内容是写拿督蔡明敏在过去七八年的成功经验,希望能够给更多的寿险界伙伴了解我们的做法,启动一个崭新的面貌;不要人云亦云,固步自封,导致没有进步,害到自己。本书前段描述了两件“失败”的个案,目的是要让大家明白,不做就不会有错,可是错不是可怕的事,更可怕的是没有尝试。


	Dato’ Dr Chua Meng Min Biography Dr. Chua’s consultancy service is unique in Malaysia environment. His education background in strategy and marketing are one of the main factor in his successful businessdeal. His is a strong proponent of K.I.S.S. as this can be seen from his sales talks. Like McDonald’s, he does not believe in selling too many things and trying to be ‘everything to everybody’. The first and most important lesson he will teach you is ‘Know Who You Want To Sell To’. McDonald’s ‘Happy Meal’ is not sold at worldwide outlets by accident. The same should apply to our business. After witnessing many business failures due to wrong priority, he is not apologetic when he asks his clients to focus on ‘profit’. As he knows your family has high expectation on you and yourself need to know what’s the most important things to you. He is a reliable person whom his agency managers will seek his guidance regardless it is business or personal matters. He is a no-nonsense person when it comes to business matters. When he finds the new agent is good and with a great potential, he will share more business advice to coach the agent better. If the prospective agent is not up to his standard, Dr.Chua will not be afraid to tell agent to stay with his current job instead if the agent is not prepared to change. This make Dr.Chua different with many agency leaders who are just thoughtlessly recruit agents without setting a standard. Dr. Chua is a successful entrepreneur as well as investor. His great investment approach and beliefs can be found from his talks during the mentoring programs. Many Malaysians lost their money in the stock market and properties due to wrong approach and beliefs. Dr.Chua suggest that with a proper industry study, we can still make substantial money from the investment sectors. And still, life insurance plays an important role in his investment portfolio. -MMTS (Make Money Training System) 顾问公司创办人兼首席顾问。寿险从业员争相拜师的头号导师。没有卖过一份保单，过去24年来调教出马来西亚超过一千位MDRT合格会员。 -业界多位顶尖寿险主管及行销高手的启蒙顾问。 -强调采用简单、容易、有效及可被复制(SEED)的行销方式，容易让准客户明白。 -采用市场区隔策略，鼓励从业员主攻高端市场，因为无论经济好坏，有钱人都不会受影响。 -Pisteuo Advisory 联合创办人，鼓吹利用信托搭配人寿保险。这个创意点子为很多主管和代理开拓一个全新的蓝海市场。 -反对“鸡叫做到鬼叫”的做法，鄙视只会骂代理懒惰，自己却没做个人销售的主管。 -9本寿险行销畅销书作者，且经常受邀到各国演讲，内容精彩，是非一般主流的讲法。 -2021年考获理财规划师认证 (Registered Financial Planner, RFP)