(The Philippine Star) Updated September 12, 2011 12:00 AM Comments (0)
MANILA, Philippines - A new breed of agents being trained by CARD
(Center for Agriculture and Rural Development) are ready to make
insurance available to every Filipino, even in the vastly untapped rural
areas.
The CARD Microinsurance Agents or MI-Agents, a first in the insurance
industry, are fondly called nanays, but they are tough and focused on
their mission to make it known to more Filipinos that these products are
within their reach.
"Getting through to the grassroots was not possible utilizing the
regular distribution channel of regular insurance products, much more
with the conventional insurance agents," said CaMIA president Alex M.
Dimaculangan. "To be able to reach the marginalized sector, a different
type of distribution network is needed, along with a different mindset
in marketing and sales of insurance products and services."
In the world of microinsurance, accessibility means everything. To the
majority of Filipinos, traditional insurance is deemed inaccessible —
expensive, offered only in the big cities, difficult to maintain. Thus,
as part of its mission to empower the poor, CARD reinforces its
microfinance programs by offering insurance products that are
affordable, leveraging on the strength of its network of members.
Most CARD nanays have experienced first hand the benefits of
microinsurance, and so are easily able to share its value with their
peers. The power of their testimony has convinced many women to set
aside money for coverage that protects their families and property,
Dimaculangan said. "Since the insurance business is based on trust, we
needed a sales force that could be trusted not only by the insurance
provider but by their peers in the countryside."
The CARD nanays have passed certain qualifications including sales
training. As MI-Agents, they are authorized to sell the PAID Plan,
coverage developed specifically for CARD members by CARD Mutual Benefit
Association Inc. [CARD MBA] and the Pioneer Group of insurance companies.
The PAID Plan is affordable and includes personal accident, property
insurance and a funeral benefit. Sales training for MI-Agents began in
December 2009. To date, almost 900 MI-Agents have attended these
sessions; 635 are considered active. Their contribution is invaluable —
the MI-Agents account for 60-70 percent of CaMIA's total monthly
production. They likewise are the link between CARD management and
members, assisting in claims assessment and validation and helping to
address the questions of policyholders through their presence in regular
center meetings.
Fely Chan, an MI-Agent herself, said being a PAID Plan holder has helped
her convince others that the coverage is worth the small investment.
"It helped a lot that I am a PAID Plan holder because I was able to
convince many others to buy. Whenever I explain the benefits these
products offer, I tell them that we ourselves are plan holders," she said.
Chan said there is also an added satisfaction in having sold a product
that truly benefits people. "I'm happy that I was able to help those who
were affected by typhoons. They were able to replace their damaged roofs
through their plans."
This month, CARD bolsters its support for the MI-Agents by introducing
another industry first, the MI-Adjusters or the Microinsurance Claims
Adjusters, whose role is to validate claims, helping to speed up the
process by verifying the claimant's necessary information. When bulk
losses come in due to natural disasters, the MI-Adjusters will provide
much-needed manpower to make certain that the benefits reach
policyholders as soon as possible.
"Working with an organization such as CARD has given us important
lessons on microinsurance," Geric Laude, Pioneer Life vice president for
microinsurance, pointed out. "Through their system of MI-Agents, we are
harnessing the advantages of community to reach out to more Filipinos
with the benefits of microinsurance."
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