Insular Life honors Top Sales Achievers for 2012

MANILA, Philippines - It was a scene torn from the pages of literary masterpieces as bejeweled ladies in ballroom gowns and fedoras, feathers and other finery gathered at the Bellevue Hotel in Alabang, with their dashing, imperial escorts. 

It was Friday the 13th, but at the Insular Life Royal Fantasia Awards night, it was a colorful, magical event. To honor their top sales awardees Insular Life was holding a ball!

Just having celebrated their centennial last year, Insular Life started the year with a big bang. Among its five awards at the 2012 Philippine Quill Awards, it pocketed the top award in the Communication Skills Divsion for its centennial coffee table book, 1910-2010: The Century Past, A Century Forward.

“Great life insurance professionals always have their clients’ welfare in mind. They are the guardians of their financial security, giving the best financial solutions to their changing needs, at their every life stage,” says Vicente R. Ayllon, chairman of the board and chief executive officer, in his message.

“Such is the characteristic of the best men and women of Insular Life. This year’s batch of honorees continues to do the good work of the generation of Insular sales professionals before them,” he adds. 

Its president and chief operating officer, Mayo B. Ongsingco states, “One of the key success factors of a life insurance company is the quality of its people, its strength mirrored by the achievements of its sales force.”

Insular Life executive vice president and head of sales and marketing group, Jesus Alfonso G. Hofileña, presented the top four awardees. “This marks a special occasion as Insular Life celebrates the ideals of the life insurance career-proficiency in sales, quality service, excellent leadership, genuine concern for Filipinos and dedication to the craft,” said Hofileña in his message to all the awardees.

Nunnatus A. Cortez

This registered electronics engineer (ECE) from Cebu was on his way in joining the hordes of OFWs when he fell prey to unscrupulous recruiters. Well, their loss is Insular Life’s gain. A consistent top performer for Insular Life, Nunnatus-call him Toots, for short — is an underwriter with Corlife Insurance Agency. 

Professional and fatherly at the same time, Toots exudes calmness in discussing the realities of Filipino culture in the face of insurance in particular. That cultural undercurrents affect behavior is a fact.   Such behavior also impacts on how people prepare for the future. It has bearing on the capacity of people to keep, and invest, money. 

“As Filipinos, we have so called cultural pitfalls that include our propensity for over extending help (to relatives and friends),” declares Toots. “ Another is, the breadwinner has the sole right to spend the money,” he adds.

“Our job is not a selling job, emphasis on ‘not’. In our business we are financial advisers. We are counselors. Financial pitfalls: the ease of swiping the credit card, learning to save beyond savings bank.

“This is really a listening job,” he stresses. 

But beyond the financial rewards, it’s the nobility of the job that keeps Toots in the business. “When you start, it’s the money, the huge commissions,” he admits.

“During the funeral of a client, sympathizers offered flowers and mass cards to the family. I, on the other hand, presented the family with a cheque worth millions. This was something they really needed at the time, and they were extremely happy and grateful!” That made me feel proud,” narrates Toots. 

“When you realize you are of service to people, the nobility comes in,” he adds.

Myrna R. Cortez

A business executive specializing in development and strategies in a former life, Myrna Cortez switched careers upon the prodding of her husband. Yes, you guessed it. The same surname is not a coincidence. Myrna is married to Toots Cortez. Together, the tandem created Corlife Insurance Agency, where Myrna is president, transforming the unit into Insular Life’s top achievers. 

Undoubtedly, Myrna has not regretted her decision one bit. What was initially just to “follow the desire to leave the rat race behind” is now paying off.

Of keen insight, Myrna’s view of the trade is personal, literally and figuratively. Potentially of a lucrative nature, she shares her husband’s view of counseling. “What we do is helping people. We help them how to prepare for their future” she shares.  

Of the rewards, it is simple appreciation. “Every time (clients) see you, they thank you,” she says.

Not entirely an easy job, though Myrna has a few tricks up her sleeve. “You put people in the right venue, then give them the details, explaining them well, and they will be the ones who will come to you,” she explains.

Forever the business development strategist, Myrna focuses on new markets. “The latest challenge is in getting young people interested in promoting insurance,” she admits.

Seeing the potential in call centers, the lady already has her own maneuvers. “The secret is getting people from within,” she adds.

Ida S. Jacob

As the top-grosser district sales manager of Binondo, awardee for District Office of the Year, Ida Jacob is a far ways off from her previous stint as schoolteacher.   Ida was raised by a family of teachers who were insurance agents. No wonder, the wonder girl from Bicol is going the same route. Insurance blood is in her veins - and apparently, so is teaching.

“Insurance is about freedom. Let me spell it out for you,” she says. “F is for Family who will benefit from Financial planning. R is for Risk management and Retiring in style. E is for Education funding and Estate planning, as well as Employee benefits programs. D is for Disability funding, while M is for Medical funding and Mortgage,” she recites in a breeze. 

“It’s all about leaving the world with assets, not debts,” she stresses at the end, not unlike a period at the end of a sentence. O, must therefore mean Opportunities.

Old habits die hard, which is not bad. Teaching is, after all, is more than a career, it’s a calling. Ida’s going didactic had members of the press ready to sign on, sign up, or both.

Ida recalls a client upon whose death the family assets were immediately frozen. Insular Life’s speedy disbursement of benefits was a godsend to the family, who had no other means of funds. Not unlike Toots’ experience, Ida was treated as a deliverer, a godmother, if you will.

Caroline Patricia V. Malipero

Amid the exuberance and the din of the other three Insular Life top awardees for 2012, Caroline Patricia Malipero’s reticence seemed doubled. The Unit Manager of CPV Malipero & Associates, of the Tagum Round Table District Sales Office was a banker in her early professional years. 

Offering insurance outside of her day job soon looked like greener pasture. “I was earning more as an agent than as a banker,” says Caroline. Soon she was in for the long haul.

“My mission is to serve people. I help people how to make an investment,” she says plainly, in clear banker’s terms.

Yet, there is something strongly emotional about Caroline. As her unforgettable moment in Insular Life, she vividly recalls how, during a company trip to Rome, her adventuresome self got disengaged from the group. Lost in the tourist chaotic city, her knight in shining armor came. “I was so surprised to be rescued by Insular Life president Vicente Ayllon himself,” she narrates gleefully.

For Caroline, “Nobility comes from stewardship of these people’s assets. It comes from showing them prudence in handling their money.” Again, the banker speaks.