E-SHINE GROUP
We care. We Grow. We Shine
An AIA-affiliated agency
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Meet MICHELLE YEOH HUI HOON, a distinguished seven-time Million Dollar Round Table (MDRT) member, continuous convention qualifier, and one of Malaysia's Top 100 Life Planners. Her journey into life planning began at a healthcare facility, where she saw families struggle financially during medical emergencies. This inspired her to help people secure their futures.
In this interview, Michelle discusses her compassionate approach to client objections, staying current with industry trends, and offering advice for new financial planners, highlighting the importance of education, patience, and trust.
1. What sparked your interest in exploring the world of Life Planning, and how did this journey begin for you?
My interest in life planning was ignited by my previous role at Adventist Hospital in the charity department, where I saw firsthand the financial struggles families faced during medical emergencies. This experience highlighted the importance of financial preparedness and the profound impact insurance can have on individuals and their families. Transitioning into life planning was a natural progression for me, driven by a desire to help people safeguard their futures and achieve peace of mind.
2. Can you share your approach to handling objections from potential clients? Are there any common objections you encounter, and how do you effectively address them?
Handling objections is a critical aspect of my role. I make it a point to listen actively to my clients' concerns, showing empathy and understanding. Often, objections stem from a need for more knowledge about the benefits of insurance, so I take the time to educate clients on how insurance works and its long-term value. I use real-life examples and testimonials from other clients to illustrate the benefits and importance of insurance. Whether about cost, necessity, or skepticism, I tailor my response to address their concerns with facts and examples. Common objections include cost, perceived lack of need, and skepticism. I explain the long-term financial protection and peace of mind that insurance provides, often outweighing the initial cost. I share scenarios where insurance has been crucial in protecting families from economic hardships and provide evidence through client testimonials and success stories to build credibility and trust.
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3. How do you stay updated with industry trends and continuously improve your sales skills? Are there any particular resources, training, or practices you find valuable?
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It is essential to stay updated and continuously improve. I participate in industry conferences, webinars, and workshops. Speaking at various events also keeps me engaged with the latest trends. As an AIA Master Trainer and Associate Estate Planner Practitioner (AEPP), I continuously pursue advanced certifications and training. Being an AIA Malaysia MDRT Ambassador and MDRT Mentor allows me to connect with other professionals and share insights. I regularly read industry publications and research papers to stay informed about new developments and best practices.​
To learn more about Life Planning, check out E-shine Group. As an AIA agency, we offer paid comprehensive training and attractive allowances under the AIA Elite Academy Program to assist you in your career switch and life planning.
4. What practices do you implement to manage your time and maintain a healthy work-life balance, especially considering the demanding nature of sales? How do these practices contribute to your overall success?
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Balancing work and life is crucial. I prioritize tasks based on urgency and importance, focusing on high-impact activities. I set clear boundaries between work and personal time to ensure I have time for myself and my family. I delegate tasks when possible to my team, allowing me to focus on strategic activities. Regular exercise, meditation, and spending time with loved ones are integral to my routine. These practices help me stay focused, reduce stress, and maintain high productivity, contributing to my overall success.
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5. Have you ever felt like giving up on your career? What motivated you to continue and push through those challenging times? What is your advice to new financial planners?
Yes, there have been challenging times when I felt overwhelmed. What motivated me to continue was the satisfaction of positively impacting my clients' lives. My family, friends, and mentors provided encouragement and support. My accomplishments, such as achieving MDRT for seven consecutive years, reminded me of the heights I could reach.
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Advice for New Financial Planners
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My advice for new financial planners includes setting ambitious goals and aiming for your full potential, not just what you can currently achieve. It's important to stay educated and up-to-date with industry trends and practices. Building strong, trust-based relationships with clients is crucial. Success takes time, so be patient and persistent. Finally, caring for the community and being a positive influence can drive personal and professional growth. By following these strategies, new financial planners can navigate the challenges of their careers and build a rewarding practice.
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