Soh Lay Hwee

- A blind insurance agent

To many, the job as an insurance agent is never their priority career. Its commission-based nature scares away souls. The hard work, rejections, long hours and late hours are not what many wish to undergo.

I first started to know more about the insurance career when I was engaged as a telemarketer for an insurance agent. Even as a telemarketer, my boss had plans to develop me to be his long-term business partner. I must admit that the pay was good despite the few hours I put in.

I was there only a month when other agents started to influence me into the business. Of course, I was worried. Being partially blind, a consequence of Albinism, I would likely face more obstacles than others. Will I earn the trust and respect of my future prospects? Will my sincerity and ability be downplayed? Such, and more, were concerns confronting me at that moment. As a matter of fact, physical appearance is frequently used as the first yardstick to judge one's capability and reliability.

However, the commendable records of my company as well as the friendly working environment it offered appealed to me greatly. After much consideration, I decided to pick up the challenge. Being a science student all the while, business or financial planning were so foreign to me. I struggled to study for my insurance exams and the intensive training was tough. My poor vision actually made learning tougher and strenuous. I had to start from scratch. Nevertheless, after six weeks of intensive training, I finally graduated as an insurance agent.

Due to my impairment, I am aware that I ought to put in more effort whichever trade I pick. As an insurance agent, I have the flexibility to draw up my own timetable. Sometimes, my day may be long and tedious. Being rather self-disciplined, I manage to follow my own schedules comfortably. In fact, I enjoy the liberty to work at my own pace and yet, ensuring that the sales target is met. Often, I stayed back in office late at night contacting my clients and potential prospects. Most of my colleagues would have left at that hour but I know my duty is not done yet. To me, I need to assure prospects of my ability to handle their life insurance protection.

In many instances, I am not able to see clearly the facial expressions of my prospects. This keeps me guessing whether they are genuine. As such, I have to spend more time questioning and may end up with frustration especially when no sale is made.

Through my sales process, I got to meet all kinds of people from all walks of life. The nature of the career allows me to interact with people, thereby learning more about their thoughts and at times, their lifestyle too. This is what I enjoy most as compared to sitting and working in a 'locked up' place all day. Sure enough, I have encountered some hostile clients along the way. With sufficient experience, I learn to accept different opinions and reach out to those who are keener in financial planning.

After two years in the industry, I have grown a great deal, especially socially and psychologically. The sales process has indeed given me more confidence when handling tough situations. It has improved my people skills, mannerism and patience. I have a pool of clients who are now my good friends. Even strangers treat me like their friend. Just two weeks back, I received a call from a prospect whom I had not been contacting for more than a year because she had moved house. I am deeply touched by the fact that she still remembers and trusts me. Huh! Business is on the way...

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