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Pacific Prime China's Premier IPMI Training Program

Pacific Prime China has one of the top IPMI training programs in the industry. In this article, we take a look into the basics of our program and how it helps our sales staff better work with clients to identify the best health insurance plans on the market.

Posted on Jun 21, 2016 by Rob McBroom

Marco Vuarambon has acquired the responsibility as Head of Training at Pacific Prime China, running our in-house training course where he explains and demonstrates how to efficiently serve clients that are looking for the best international private medical insurance.  

As top sales performer and winner of Pacific Prime's Advisor of the Month award several times, Marco now strives to equip all of our new insurance advisors with the methods they will need to get people the best possible product.

The programme outlines the current climate of the insurance industry and works through an analysis of individual insurers, allowing trainees to appreciate each of their respective strengths and weaknesses and more importantly, their eligibility to the conditions, pricing and positioning within the industry. New employees are shown the values and philosophy the company was founded on, and that our reputation stands globally as a result of sticking to the simple policy of finding the best policy.

Initial training

  1. Training in sales techniques. New advisors are shown how to ensure the initial sales process is as smooth an operation as possible for the client, and how to provide a dedicated after sale service.

  1. Organize and monitor role plays to review whether staff are clear when explaining benefits to customers.

  1. Review how accurate or useful that advice was, and how appropriate the plans suggested, based on the specifications and budget.

  1. Demonstrate to both new and current employees proper use of IT tools (Customer Relationship Management and internal Quotation System) which enable maximum efficiency in selecting appropriate health cover.

  1. Preparation in specialized areas where our clients reside, ensuring a gained advantage through local knowledge.

  1. Six reviews, each at the end of the week to check who has understood and embraced the training.

  1. A final exam at the end of the programme where the result is either a pass or a fail. Anyone found to be unsatisfactory will be reviewed before given a chance to re-sit the exam.


Keeping our staff updated

Due to the dynamic and changing nature of insurance around the world, employees are re-trained constantly in order to stay on top of the game. There are also insurers that visit our offices and conduct briefings on their new products, followed by an internal and objective review on the plans.

Weekly, there are meetings with senior staff to share experiences and updates on different markets, and meetings for non-senior staff to discuss ongoing cases and to determine the best solutions. To ensure we are all best equipped to help our clients we require a test every six months so everyone is up to date with the current market. We also scrutinize how effective each insurer performs in a review twice a year to guarantee the best product for our customers.

To find out more about how our highly trained staff can help you with advice on health insurance please contact Pacific Prime China.

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