Saturday May 25, 2013
AIA, the business of fulfilling dreams
By EVA CHRISTODOULOU
eva.christodoulou@leaderonomics.com
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| “Give me a person who is prepared to try hard and we‘ll train them. Attitude is as, or more important, than aptitude” Bill Lisle, AIA Malaysia’s chief executive officer |
“Give me a person who is prepared to try hard and we‘ll train them. Attitude is as, or more important, than aptitude” Bill Lisle, AIA Malaysia’s chief executive officer
Determination is something that Bill Lisle, AIA Malaysia’s chief executive officer, knows well. The British born 48-year-old began with humble beginnings. Growing up in a working class mining family in a small town north of Newcastle, Lisle learned the value of a good attitude and diligence at a young age.
At age 12, he was already working as a golf caddy, and took every opportunity throughout his teenage years to take on holiday jobs. By age 16, Lisle was able to buy himself a car. “I wasn’t even able to drive at that age”, Lisle beams, “so it sat in the garage until I turned 17, the legal driving age in the UK. But this taught me that hard work turns into results”.
Throughout his career, Lisle has applied the same zeal, and is reaping its rewards. Today, he sits in the driving seat of one of Malaysia’s largest life insurers, American International Assurance Bhd (AIA). It comes as no surprise then that AIA’s own mantra sings a similar tune to Lisle’s approach to life: it values and rewards individuals with a great attitude and a hunger to learn.
New waters
For Lisle, insurance wasn’t always the plan. “I ended up in insurance quite by accident as most agents would probably confide,” he admits. After graduating with a degree in mechanical engineering and a short stint as an engineer, a wide-eyed 23-year-old Lisle came across an advertisement by a leading insurance company in the UK. “It got my attention because it featured a flashy car,” he recalls candidly.
Lured by the financial rewards of the role, he applied for the job. Unfortunately for Lisle, he was rejected at the interview stage for being too young. “I was devastated, and it made me want the job even more,” he shares with myStarjob.com.
“On my way out, I met another manager who had overheard the conversation during the interview. He asked me to come back a week later. I did, and he offered me a job. His name was David Harrison, and I’m indebted to him till today because he put his neck on the line for me and gave me a chance.”
Despite his enthusiasm, Lisle did not get off to a good start as an insurance agent. He struggled to sell anything in the first four months. “After going home one day quite depressed, my father gave me the best advice I ever got. He said ‘Why don’t you find the best salesperson in your office, find out what they do and copy it’.”
With a renewed drive, Lisle approached the office legend, O’Carrol, an Irish man in his late 50s. After some persuasion (and two bottles of whiskey), Lisle had found himself a mentor.
Shadowing O’Carrol opened Lisle’s eyes to the importance of personal presentation, establishing relationships, and learning to help families build a good financial plan for their future.
“In the office, this guy looked ordinary,” Lisle recalls, “But when he was around clients, he transformed completely. In the office, he was a little grumpy, but in the client’s house, he was the family’s best friend and confidant.
“I saw how he functioned, and I imitated him. The bottles of whiskey I invested to be able to follow him really paid off because I had a great year. My career had finally taken off,” Lisle shares.
More than a job
Initially, Lisle saw insurance as being about earning money and having a nice lifestyle. However, his views changed when he paid out his first claim.
In Lisle’s first year on the job, one of his clients broke his back in an accident and lost his ability to walk. “I went to the hospital with a £220,000 cheque,” Lisle recounts. “His wife Margaret started to cry saying that without that money, she would not be able to put her children through school and that I had given her hope.”
“Six months later, they invited me over for dinner. They had sold their house and bought a one-storey bungalow which was fitted for a disabled person. At dinner, they gave me a cheque for £180,000 and asked me to reinvest the money for them and their children. At that moment I realised what I was doing. I was helping people realise their dreams and giving them hope. It was a life changing experience.”
Scaling the ladder
Even with this newfound job motivation, Lisle was not blind to the difficulties. Facing rejection was a part of the role. “Insurance is something that people know they want, know they need, but are not willing to buy. To be an insurance agent you need perseverance, and you need to genuinely like people and care for them and their future.”
However, true to his drive and work ethic, Lisle embraced the challenges and progressed quickly. By age 28, he was the youngest branch manager in his company, leading a team of over 100 people.
“The company gave me opportunities because they saw the effort I put in, and this sticks with me until today. Give me a person who is prepared to try hard and we‘ll train them. Attitude is as, or more important, than aptitude,” Lisle affirms.
In 2001, Lisle moved to Singapore as head of agency development for AIA Singapore. Later that year, he joined Prudential Corp Asia as director of agency development. There, he continued working his way up and attained CEO status at age 40 in Prudential Korea, followed by Prudential Malaysia.
Lisle rejoined AIA in 2011 as the group distribution officer in Hong Kong, but used Malaysia as his home base. Both his children were born here, and he and his family are very proud to be permanent residents.
After AIA’s US$1.73bil acquisition of ING’s Malaysian insurance operations at the end of 2012, Lisle was asked to come back and be the CEO of AIA Malaysia, an opportunity which he enthusiastically accepted although he knew the challenges would be huge.
“I was thrilled to be closer to family, have the opportunity to integrate these two great companies and be a part of building this great organisation into the No.1 life insurer in Malaysia,” he shares.
Lisle, with AIA life planners Albert Phua (left) and Datuk Jessie Yaw (second from left) at the recent launch of the company’s life planner recruitment campaign.
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| Lisle, with AIA life planners Albert Phua (left) and Datuk Jessie Yaw (second from left) at the recent launch of the company’s life planner recruitment campaign. |
The road ahead
Six months into the role, the energy-filled CEO has set high expectations for AIA Malaysia. “The most burning task is to achieve integration. I am lucky to have a great team working extremely hard to meet a tight deadline. For that I thank them, as together, we are building a legacy to be proud of.”
“We want to be the undisputed No.1 life insurer in Malaysia,” exclaims Lisle. Attached to this goal, is a commitment to deliver exceptional service and provide Malaysians with the best financial protection. To achieve this, Lisle wants the best people on board the AIA team.
It’s for this reason that AIA has launched an aggressive integrated agent recruitment campaign targeting Gen-Ys who are entrepreneurial, confident and tenacious and who desire career fulfilment and financial success.
“We want to be recognised as an employer of choice and attract the best talent, because what sets AIA apart is our people. They are energetic, passionate about serving Malaysians, and also ambitious and these are the people who inspire me to come to work every day!
“For individuals who possess this energy and desire for success, we are committed to train you, support you with the right technological capabilities and products as well as reward you for your effort,“ he adds.
Even though life planners can come from any background, “Insurance is not for everyone,” Lisle affirms. “You have to be willing to work hard, learn, listen and genuinely care for people.”
“For those who are willing, the rewards are incredible, both personally and financially,” shares Lisle, referencing his own career experience. “If you put in the effort, you will get the rewards and recognition. But what is most gratifying about this industry is that you are helping people plan their lives and realise their dreams.”
Lisle’s own stellar career stands as a testament to the rewards that passion and commitment can bring in the insurance line. “It’s an amazing industry,” the CEO concludes, “and I am living proof that this business gives everyone an opportunity”.
If you are interested in a career as an AIA life planner and want to find out more about what AIA can do for you, visit www.aia-LifePlanner.com.my and leave your contact details.
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