Fostering a legacy of financial literacy
Everyone has their own financial goals, whether it is to save for their children’s future education, for a property they want to purchase, or to have continuous income even after retirement. But, oftentimes, life gets in the way, and the unexpected happens. Will your life savings be sufficient to fend for your needs in case of emergency? If you or someone in your family become ill, can the funds you’ve saved cover the medication and hospital bills? If you have a clear and solid financial goal in mind, you also need to be proactive in your decisions and have something that will protect your money and give you and your family peace of mind. This is where life and health insurance products come in.
Unfortunately, the insurance penetration in the Philippines remains to be below 2% as Filipinos tend to view these products as added expenses, instead of an investment in financial security. But insurance is not just for the well-off Filipinos, as most insurance products can be customized according to your need and budget. It is essential, therefore, that Filipinos learn the importance of incorporating insurance in their financial portfolio to safeguard their assets and savings.
If you are undecided about what kind of insurance product to buy and how to go about acquiring one, Manulife Philippines’ financial advisors (FAs) like Erika “Kaye” Villaroman-Lubrin, John Paul “JP” Sarmiento, Katrina “Kat” Aben, and Ivan Sebastian are ready to help you out. Here, they share some meaningful stories that spark hope, their personal journey to achieving their financial goals, and how the company’s insurance products can help make your decisions easier. Each of them has different stories to tell but, in the end, they all share one and the same victorious feeling after years of commitment to their job, helping make lives better for the customers they serve.
Unique journeys, fulfilling career
Kaye’s journey to becoming a financial advisor was driven by her desire to provide better support for her family. A former teacher in the Department of Education following an 8am to 5pm daily grind while also caring for her son with special needs) Kaye found it difficult to manage her time given her demanding daily schedule. “I initially joined Manulife as a part-time financial advisor to supplement my income, as my government salary wasn’t enough to cover my son’s therapy costs,” she shared.
Kaye achieved significant milestones in her first year, including earning the Senior Financial Advisor designation and qualifying for the MDRT or the Million Dollar Round Table, an association of life-insurance agents and financial advisors whose objective is the promotion of ethical standards, best practices and upgrading of the sales profession in the life insurance, health, and long-term care industry. She then decided to be a Financial Advisor full-time, allowing her more flexibility to spend time with her family. “Today, my son has made remarkable progress, and his autism has improved. Becoming a Manulife financial advisor has been a life-changing decision that has helped me provide the financial stability and support my family needs,” she added.
JP was convinced by friends to consider joining Manulife right after he and his wife got their first life insurance policy in June 2021 during the height of the global pandemic. Inspired by how his friends have already achieved their financial goals by being a financial advisor, he finally ended up joining Manulife given the flexibility of time. JP has also seen several insurance agents nearing their retirement age yet still highly active and part of top agent’s list and realized that this line of work was built to last, he signed up. As for Ivan, having a mom who is also a financial advisor made him see how this career changed his mom’s life while maintaining her lifestyle and freedom of time to do the things she loves like traveling the world for free. These convinced him to follow in her footsteps and embark on this career.
For her part, Kat went through an adjustment period, having come from the Bancassurance industry. Eventually, she has grown to love and value being a financial advisor because she can work at her own pace, allowing her to be present for her children whenever they need her, and ushering her personal and professional growth. “The learnings are continuous and every customer and case I handle teaches me something new which I believe makes me more equipped and confident in what I do. I can be a mom, wife, and a professional all at the same time,” the mother of three children said.
Impacting lives for the better
Apart from the financial rewards of being a financial advisor, the more meaningful perk is the impact they create in every customer’s life. For instance, Kat met one customer who has been applying for several insurance companies and due to trace of blood on her urine and a misdiagnosis of an autoimmune disease, was automatically declined by other insurance companies. She encouraged the customer to have her application evaluated and managed her expectations on the possible requirements. Because of Kat’s dedication to truly help the customer secure an insurance plan, she assisted her through all medical tests. “Although she has hypertension, she does not have an autoimmune disease, so she was approved at standard rating, and she even got two different policies. She felt hopeless since she was rejected several times, but we didn’t give up, and she is thankful because if I hadn’t taken the time to assess and evaluate, she might lose hope,” Kat shared.
JP’s childhood friend and his wife are well insured with diverse investments, but his son was rejected by other insurance companies because of his Autism Spectrum Disorder. “When he asked if I could try to get his son an insurance plan, I didn’t hesitate. We gathered the necessary documents and strategized the approach. After several discussions with Manulife’s underwriting team, we got approval and secured an insurance plan with comprehensive health coverage. My friend said that this engagement was helpful not only for his son but a trailblazer in the life insurance industry. He wrote several articles to commend me and advocate for the families of Autism community sharing that their loved ones with special needs can also be protected,” JP shared.
Ivan’s case may be prevalent among quite a number of financial advisors turning over the promised claim to beneficiaries, but this, however, was his first time to do so for a customer and friend, a call center agent, a family breadwinner (to ageing parents and five siblings), who died at only 25. The loss of his friend was heart-rending but delivering the death benefit/cheque to his friend’s beneficiaries, gave him a deep sense of fulfillment as a financial advisor because he was able to help them financially cope with the unfortunate circumstance.
One of Kaye’s most impactful experiences as a Manulife financial advisor happened when a friend decided to avail an insurance policy in March 2022. He was a small business owner, running a sari-sari store, and opted for a policy with a monthly premium of 1,800 pesos for 600,000 pesos in coverage. One month after securing the policy, her customer received the devastating diagnosis of stage 4 lung cancer. As the illness progressed, the family faced financial strain, compelling them to sell their car and farm lot to cover the medical expenses. Sadly, in May 2022, just three months after taking out the insurance, her client passed away. The silver lining, however, was that Manulife was able to quickly process and deliver the 600,000-peso insurance claim to his beneficiaries.
Experiences like these reinforce the vital role that financial advisors play, not only in helping customers secure their financial future but also in ensuring that their loved ones are protected in times of crisis— powerful reminder of how life insurance can offer both financial support and peace of mind. These instances have made these Manulife financial advisors become more committed to their roles, knowing that they have become instruments in helping protect the future of Filipino families, despite dejecting circumstances, while also helping them fulfill their financial dreams.
Forging bonds with trust and transparency
In this industry, trust between financial advisors and customers is crucial especially during challenging times. FAs admit that each partnership starts with being genuinely present and listening to their concerns. Open and transparent communication is key even if sometimes the news may not be easy for them to hear. Kay, for instance, focuses on understanding her customers’ unique needs and goals, and collaborates with them to create a plan that will guarantee financial security and peace of mind. By being dependable and consistent, Kaye helps customers feel confident that they have a trustworthy partner who genuinely cares about their well-being, no matter the circumstance.
“If the customer is getting their first-ever plan, I usually set an initial interview to know their specific priorities in choosing a policy. After identifying their goals, I then talk to them about the possible options. This way, my client is assured that they are getting the best solution fit for their needs,” JP shared about his strategy.
As for Kat, her interaction and communication with her customers largely depends on their personalities. To establish rapport, she asks questions, finds common interest, and makes sure she expresses empathy. Kat also utilizes social media and posts something useful and inspirational which her present and prospective customers can relate with. Like all of them, Ivan also goes above and beyond his financial advisor duties as he makes an annual review of his clients’ policies, reminding them of their due dates, and making sure that their policies will not lapse. “I promise to be of service to them anytime,” he added.
Challenges are inevitable when working with customers from different generations, family backgrounds, and diverse personalities and preferences. One of the major factors is their attitudes toward life insurance. Those belonging to older generations, particularly those who may have had negative experiences with pre-need companies in the past, can be understandably wary about getting a life insurance plan. Part of a financial advisor’s role is to educate and guide customers through the importance of life insurance as a crucial tool to safeguard their families from life’s uncertainties, whether it’s providing for dependents or covering funeral costs.
“Some Filipinos are not open to talk about life insurance or financial planning because of the financial obligations. I have one client who approached me to inquire about an educational plan for her son who was initially quite hesitant to start since it will be a 10-year payment obligation, but she later on said yes. During our first policy review, I asked her, ‘Ano ang masasabi mo sa binabayaran mong premium’ (What can you say about the premium you’re paying)? Then she said, “Alam mo sir JP, hindi ko na s’ya nararamdaman (You know what, Sir JP, I couldn’t even feel the payment).” Sometimes, people just need to get started to get it going. But of course, we have to do the math, compute our cash flow to make sure we are comfortable with our finances,” JP shared.
For those interested in buying an insurance product, Kat suggests that they start with a clear financial picture and understand their income, expenses, debts, and goals. Goals, she says, should be prioritized but they must also be realistic. “They must practice consistency in terms of savings, investing, or debt repayment, as regular positive habits like automatic savings or budgeting, can have an impact over time. Everyone should also be flexible and adapt to life’s changes. Whether it’s a new job, a family member’s health crisis, or a market downturn, being flexible with your plans and making the necessary adjustments is essential,” Kat explained, adding that customers should also educate themselves when it comes to their finances by understanding the basics of financial tools like saving and investments, so they will be empowered to make the right decisions.
Empowering generations of Filipinos with financial security
The rewards of working with customers from distinct generations are incredibly fulfilling according to Kaye, as each one brings unique perspectives to the table. For younger ones, she often gets the opportunity to help them build long-term financial security from the ground up, which can be both empowering and rewarding. As for her older clientele, there is always a deep sense of fulfillment in providing peace of mind through strategies that ensure their financial legacy is preserved and passed on to future generations.
“Bridging these generational gaps allows me to offer customized advice that resonates with everyone’s needs and values, while fostering trust and long-lasting relationships. These varied experiences make my work both challenging and deeply rewarding, as I continuously learn from my clients while helping them achieve their financial goals,” Kaye shared. It is not only about the selling, but also about the relationship that they establish with their customers that will eventually get the good word about insurance product out there quickly.
Their individual experiences have shaped the way they approach financial advising and taught them invaluable lessons along the way. Kaye is cognizant that being a financial advisor is a noble calling, one that holds immense responsibility in guiding people through some of the most important decisions of their lives. “It’s not just about numbers, but also about helping customers deal with uncertainties and build a secure future for themselves and their loved ones. This perspective fuels my passion to elevate the entire profession, as we play an important role in people’s lives, offering them not just products, but the peace of mind that comes from being prepared for life’s uncertainties,” Kaye said.
JP agrees: “I would like to think that from just selling a life insurance plan or offering an investment product, I am evolving as my customers’ partner in ensuring their protection and financial securities against all uncertainties. Financial advising is about empowering people with knowledge and creating sustainable habits that help them achieve their long-term goals. Every financial situation is unique, and I always approach it with empathy and personalized strategies to help customers navigate challenges while working toward their objectives.”
Ivan also appreciates his extensive exposure to the unique traits of people as it has honed his skills in meeting his customers’ individual needs. To achieve that, he is more focused on helping them how to manage, protect, grow their finances, and build a solid financial foundation through his genuine and personalized service.
“When a life insurance advisor knocks on your door, I encourage people to view it not as a sales pitch, but as an opportunity to safeguard the most important aspects of life: health, family, and financial security. I often tell clients that we are knocking before the storm hits—before critical illness or an unforeseen tragedy disrupts their lives,” Kaye concluded.
These Manulife financial advisors may have varied experiences as they continue to blaze a trail in their careers, but they all share one key mission: to impart to every Filipino the value of life insurance as a proactive step toward protecting their family’s future. Life insurance is not just a policy, but a tool of empowerment—a way to take control of one’s financial future and provide a sense of security in times of uncertainty. Filipinos can be taught to be more financially aware so they would better understand that planning ahead is not a luxury, but a necessity for their own peace of mind.
Through the years, Manulife Philippines has received numerous recognitions and accolades, a testimony of the company’s stellar reputation built on more than a century of global experience and commitment to make every day better for Filipinos. What sets Manulife apart is the way the company partners with people to progress on their own terms, enabling them to pursue their unique priorities and aspirations. They listen to customers intently, understand and assess all aspects and options to help, simplify the decisions Filipinos must make, and help them make informed choices with relevant solutions and services that suit their needs.
Apart from being a trusted insurance provider, Manulife is steadfast in its mission to uplift communities as it empowers Filipino communities through its Impact Agenda, which aims to build a better world through financial literacy, sustainability, and community programs. Manulife Philippines underscores the legacy it has built over the years, echoing the message that insurance products is not about preventing hardship but shielding Filipinos when the unexpected ensues, ensuring that they and their loved ones will be cared for, secured, and protected no matter what happens.
If like Kaye, Kat, JP, and Ivan, you want to grow your career and become a Manulife financial advisor and help change lives for the better, visit https://manulife.pub/joinus.
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