A new breed of agents, trained to offer protection

MANILA, Philippines - There’s a new breed of agents being trained by Center for Agriculture and Rural Development (CARD) to offer protection, and they are tough and focused on their mission. They are the CARD microinsurance agents or MI-Agents, and they are the nanays who are ready to make insurance available to every Filipino. 

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. As part of its mission to empower the poor, CARD reinforces its microfinance programs by offering insurance products that are affordable. But, to make it known to more Filipinos that these products are within their reach, CARD leverages its network of members, fondly called “CARD nanays.”

“Getting through to the grassroots was not possible utilizing the regular distribution channel of regular insurance products, much more with the conventional insurance agents,” Alex M. Dimaculangan, CaMIA president, explains. “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.”

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 adds, “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.”

MI-agents are the CARD nanays who 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 to 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.

MI-Agent Fely Chan says that being a PAID Plan holder has helped her convince others that the coverage is worth the small investment. “Malaki ang naitulong sa akin sa pagkakaroon ko ng PAID Plan sapagkat marami akong nahikayat bumili ng plan,” she relates, “Pag nagpapaliwanag ako kung anong mga benepisyo ang pwede nilang makuha, ipinapakita ko na kaming mag-ina ay bumili nito.” Fely also feels the satisfaction of having sold a product that truly benefits people. “Masaya ako dahil meron akong natulungan na nawalan ng bubong bubungan ang mga bahay dahil sa bagyo. Dahil sa plano nila ay nakabili sila ng pampalit.”

This month, CARD bolsters its support for the MI-Agents by introducing MI-Adjusters or the Microinsurance Claims Adjusters. The MI-Adjusters’ 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. Like the MI-Agents, the MI-Adjusters are a “first” for the insurance industry.

“Working with an organization such as CARD has given us important lessons on microinsurance,” Geric Laude, VP for Microinsurance for Pioneer Life says. “Through their system of MI-Agents, we are harnessing the advantages of community to reach out to more Filipinos with the benefits of microinsurance.”