116 FPAM Johor Chapter Tea Talk on Introduction & benefits of Offshore Insurance

FPAM Johor Chapter Tea Talk on Introduction & benefits of Offshore Insurance	FPAM Johor Chapter Tea Talk - 离岸保险的简介及益处
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Yesterday (23rd Sep 2016), FPAM Johor Chapter organized a Tea Talk on the Introduction & Benefits of Offshore Insurance. Offshore Insurance is quite new a concept to general public in Malaysia - albeit Malaysia has set up Labuan as Offshore Financial Centre many years ago. This type of insurance has been serving High Net Worth Individuals (HNWIs).	昨天（2016年9月23日），FPAM Johor Chapter举办了一场有关离岸保险简介及益处的下午茶讲座。虽然马来西亚在好多年前已经把纳闽设立为离岸金融中心，但对于许多人而言，离岸保险算是相当新奇的东西。这样的保险其实已经是高净资产人士的其中一项理财工具。
Representatives from two Offshore Insurance Companies - Hansard & Archipelago - were invited to brief on the topics. From the response of audience, it seems true many are unaware of the company, their products, and the benefits.	有两间离岸保险公司的代表，即Hansard及Archipelago，被邀请来为大家解释。从出席者的反应来看，看来大家的确是对这类公司、其产品、其益处相当的不熟悉。
Starting the heat, representative from Hansard showed the chart for USD/MYR. MYR dropped to low level against USD in 1997/98 Asian Financial Crisis and 2014 Oil & Gas Glut. The drop has caused some difficulties for parents sending their children for oversea education. This is mainly due to many parents saved children education fund in MYR only, and when things goes wrong, suddenly their money is not enough for the purpose.	打头阵的是Hansard的代表。Hansard打出美金兑马币的图标来展示马币在1997/98年亚洲金融风暴以及2014年油汽价暴跌的期间跌入低水平。这样的跌法对许多打算送孩子们出国进修的父母们造成困扰。这是因为父母们都只以马币来储蓄教育基金，而当状况不妙时，他们的钱就不够用了。
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Coupled with the rise of cost of education and living in the target country, the burden will be higher and higher if today's parents are still saving in MYR only. Hansard can help parents to save in 12 different currencies (USD, SGD, HKD, JPY, AUD, GBP etc). Almost 70% of their policyholders chose USD though. (I believe this is because USD is widely accepted anywhere.)	再加上对象国的通膨会推高教育费以及生活费，如果父母们仍旧只存马币，他们的负担只有越来越重。Hansard可以为父母们提供12种货币（计有美金、新元、港币、日元、澳币、英镑等）的储蓄。但有7成以上的保险是美金保单。（我想这是因为美金仍是广泛被接受的货币。）
Hansard also explained in some details about their features. In simple term, it is very similar to local investment policies. Some of differences are on the premium allocation, beneficiaries, taxation issues, currencies, investment funds etc.	Hansard也解释一些特点。简单地说，他们的保单相当于我们的投资连接保单。不同点在于保费分配、受益人、税务、货币、基金选择等。
Next up on the stage is representative from Archipelago. Archipelago started with some introduction of Labuan Financial Services Authority (Labuan FSA). Then an introduction on Archipelago and their services. Archipelago is purely an Offshore Insurance company where it underwrites international medical card, diabetes policy and short term endowment plan.	接着上台的是Archipelago的代表。Archipelago稍微解释了纳闽金融服务局。紧接着介绍公司及各类服务。Archipelago是存离岸保险公司，它代理国际医药卡、糖尿病保单以及短期储蓄保单。
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Participants started to get interested when Archipelago mentioned they have a niche Kidnap and Ransom Insurance. They even have specialist to negotiate with kidnappers. Yah, we all think of those in Sabah will be very interested to know of such insurance. Looks like good business opportunity. However, the insurance does not cover those kidnap caused by terrorists.	当Archipelago解释它们有绑架及赎款保单时，大家开始变得有点兴趣起来。它们甚至有专家来与绑匪谈判喔。嗨，我们每个人都想到沙巴的居民可能会对这样的保单感兴趣吧。看起来好像是生意良机喔。可惜啊可惜，这保单不保恐怖分子进行的绑架。
Both sessions are allocated with Q&A time. As usual participants are quite quiet. But the moment more and more questions being asked, the time is like never enough. Those who get to answer quiz are presented with prizes too.	两个时段都备有问答时间。刚开始大家都有点客气。可是话题一聊开，再多的发问时间似乎都不够。能够正确回答问题的出席者还有礼物拿。
After the official presentation time, it's Tea break time. All participants get to mix around for chit-chat or further discussions.	正式的演讲时间过后就是下午茶时间。所有出席者有机会相聚闲聊或继续讨论。
With the advancement of our country and more and more people becoming middle income group, the need for financial product is getting more complex. Single product, single country product, single currency product may no longer fits the future needs. When oversea travels, studies, and even retirement is getting more popular, the need for different types of financial products is not merely a show of client's needs, it is also a point for a financial planner to open up to learn and adapt.	随着国家进步以及越来越多人民晋升成为中产阶级，对于理财产品的需求也愈发复杂。单纯的某一产品或单一国家产品或单一货币产品似乎已经不能应付未来的需求。当出国旅游、留学、退休（移民）已经越来越普遍的时候，不同的理财产品不仅仅是客户的需求所在，理财专员也应更加开放的学习及接触。
Today, there are still many companies insisting on agency system. Can such system equip their agents to better prepared for future "change"? If we looked at development in developed countries, what we can says is agency system is replaced by fee based financial planner. Thus making agents hard to earn a living.	今天，仍有许多基金或保险公司仍旧固守代理员制度。这样的制度是否能确保代理员有能力应付“被改变”的命运呢？如果我们参照先进国的话，单一产品代理员已经很难生存了，普遍上这些国家都逐渐以收费理财师取代。
Such Offshore Insurance is one very example that must be sold by a licensed financial planner. It cannot be bought by walking-in, or by a bank, or by a insurance company. Is it time to think of your business model?	比如这类的离岸保险就不能通过直接上门或银行或普通保险公司的代理员来购买，它们只能通过受认可的理财专员配售。所以，是时候改变您的生意模式吧？