Penetrating Impenetrable with Takaful

Transcription

1 Penetrating Impenetrable with Takaful Family Takaful Focus By: Ravindra Mohan mohan@aetins.com World Takaful Conference. Dusit Thani. Dubai 13 th April 2015

2 Agenda 1. Industry Challenges & Vision 2. Simplify & Standardize Needs 3. Bringing Takaful Industry Together

3 Industry Challenges Penetration Protection Gap Persistency

4 Penetration Challenges Perception Personalization Profitability? Push (No Pull?) Products Professionalism

5 Shariah Filter Takaful Industry Perception? Haram Innovations on Shariah Compliance Insurance Products, Process, Rules, Innovations Copy Takaful Products, Process, Rules. Haram

6 Revisit Takaful Principles Participation (Invitation, Not Sale) Tabarru (Willful Donations, Not Compulsive Premium) Taawuni (Mutual Assistance, Not Complex contracts) More Emotional appeal than Intellectual proposals.

7 Two Arms of Takaful Shariah Centered Tabarru is strength and Differentiator. Shariah Compliant Investment is just alternative to Insurance.

8 Vision for Takaful All the people are protected till a minimum level, with simple approaches to self-increase protection amounts till a threshold. Based on Maqasid Al-Shariah Preservation of Faith, Life, Progeny, Intellect & Wealth

9 What it Needs? Can we make people PULL Takaful like they pulled Facebook?

10 Defining the Problem to Solve How to make people buy (Pull, Participate) Family Takaful?

11 Agenda 1. Industry Challenges & Vision 2. Simplify & Standardize Needs 3. Bringing Takaful Industry Together

12 Need Based Selling? Do Consumers know their real Needs? Many people Confuse Wants with Needs!! Much of current selling is Wants based

13 Understanding Needs Wants Needs Fantasies Desire Desire Fear Protection Safe

14 Needs Child Education Retirement Other Objectives Wants Needs vs Wants Family Basic Protection Debt Protection Contingency Saving Much of Products & Selling today is Wants based. It leads to Protection Gap

15 Significance of Protection (Protection) Source : Maslow s Hierarchy of Needs

16 Standardizing Needs Banking Insurance Takaful Investment. Property Stocks Bonds Selfactualization Esteem Social Social- Wants Safety Account Safety Physiological Basic-Needs Maslow s hierarchy /Customer Segmentation Needs are common. Wants vary.

17 Agenda 1. Industry Challenges & Vision 2. Simplify & Standardize Needs 3. Bringing Takaful Industry Together

18 Takaful Universal Protection Banking Insurance Investment. Property Stocks Bonds Selfactualization Esteem Social Specific Protection Segmentation Competition Safety Account Safety Physiological Maslow s hierarchy of needs Universal Protection Standardization Collaboration

19 Shariah Centeredness Make Tabarru Universal Operator A Operator D Universal Tabarru Operator B Operator C

20 Takaful Operator Approach Selfactualization Esteem Social Safety Physiological UNIVERSAL TABARRU UNIVERSAL SAFETY ACCOUNT

21 Universal Tabarru Funding Government Support Operator 1 Operator 2 SADAQAH from RICHER Participants Universal Tabarru Operator 3 Operator 4 ZAKAT, WAQF & Returns Surplus Returns

22 Sum Covered Sum Covered Universal Safety Account UNIVERS AL TABARRU UNIVERSAL SAFETY ACCOUNT Max RM 100,000 Current Protection Next Monthly Payment Paid-up Protection Next Adhoc Payment Age Age Retirement

23 Sum Covered Consumer s ProtectionView Upper Limit Current Protection Paidup Protection Current Age Age Like a Game of Tetris Retirement

24 Universal Tabarru Breaking all Boundaries Example Proposal for Malaysia Takaful Operators Cooperatives Government Universal Tabarru Life Insurers Employers Mobile Operators Banks Vision : Every Household in Malaysia has low cost ready protection available upto RM 100,000 till age 60 of breadwinner.

25 Either Universal Tabarru & Universal Safety Account OR Increase your Revenues & Reducing your Operational Costs AETINS provides innovative solutions..

26 Many Questions Copyright Copyright AETINS AETINS,.. All All rights reserved.

27 Copyright Copyright AETINS AETINS,.. All All rights reserved.