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Combining anatomy and advising

Liz DeCarlo

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Yeoh draws on her medical background to help clients understand insurance and financial planning.

When Jenny Yeoh, RFP, arrives at a client appointment, she often has some unusual objects in her bag. To explain critical illnesses and medical coverage, Yeoh unearths an anatomical model of the human body from the bag. “It can open up, and I can show them the heart, the brain and the skeleton. I can explain chronic illnesses,” she said.

If the client has cardiac issues, next out of the bag is a fist-sized heart model that opens from a hinge in the middle to reveal the interior of the heart. “I show them, ‘This is the aorta. This is the artery,’” she said, pointing to the different areas of the heart. “I can show them, ‘Normally the blockage is from here.’”

Yeoh’s ability to speak directly to the medical aspects of insurance coverage stems from her 10 years as a nurse and midwife. After watching patients lose their income or become overwhelmed with medical bills, Yeoh wondered how she could impact their lives beyond easing their pain and suffering.

“If they have an accident or illness, I have empathy as a nurse, but you can only nurse them, encourage them, give good care and hope they can heal and be healthy,” said Yeoh, a 16-year MDRT member from Petaling Jaya, Malaysia. “But sometimes this accident or illness means a loss of income or they become bedridden. It’s always in my heart — how can I help them more?”

Impact on family

When Yeoh’s sister-in-law and her close friend were diagnosed with cancer, Yeoh found both had inadequate insurance coverage and faced insurmountable medical bills. She decided this wouldn’t be her fate, so she went to an insurance agent to buy coverage.

But Yeoh didn’t just sign the policy, she read every detail regarding critical illness and medical coverage to understand what’s covered and what’s not, waiting periods and how to file a claim.

Realizing she had the medical knowledge to understand insurance and claims, as well as a passion for helping people, Yeoh became an insurance agent, focusing primarily on critical illness and life insurance.

“As a nurse, it was easy to create trust,” Yeoh said. “I explain the definition of cancer and how to file a claim. I show them that a lot of businessmen, when they’re 40 or 50, have this kind of blockage and it’s a very easy claim.”

Yeoh demonstrates to prospects how a client who has an angioplasty or bypass operation could file a claim and receive benefits to cover their loss of income while they recover. “You can have your financial freedom while you go for treatment and healing, rather than having to go back to work with a sick body,” Yeoh explains to them.

Expanding services

Yeoh later became licensed as a registered financial planner because she realized her clients needed more than insurance. Again using her medical background, Yeoh talked with clients about the need to have a will in place.

“I advised people to have a legacy plan and will, because when you come to old age, you’re on medication or maybe you have dementia, and you can’t write a will,” she said.

“My medical background and my family history keep me very rich in awareness, and it helps my empathy,” Yeoh said. “The combination of experience as a nurse and financial planner gives me the ability to really do things right.”

Working with clients’ children through adventure trips and prenatal classes

When clients began referring their children to Jenny Yeoh, she quickly realized they didn’t want to sit through seminars. So she began planning activities.

Outings have included whitewater rafting, picnics and camping. “They don’t want to sit and read about finances; they like to do something fun,” Yeoh said. “But at the same time, you talk about their dreams and their goals.”

Yeoh holds prenatal classes for young couples where she explains the various stages of pregnancy and fetal development. She created a pregnancy diary where parents can put ultrasound photos and the baby’s first footprints. The diary includes information on what the new mother should pack for the hospital.

“Because I’m a midwife, I can explain this to them,” Yeoh said. She explains about insurance for the baby. In Malaysia, parents can buy insurance plans on unborn children at 14 weeks gestation. The insurance covers medical, critical illness, savings and education.

“If the baby has jaundice or is born prematurely, they can’t buy a medical plan. So it’s better to buy the plan before the baby is born,” she said. “My experience as a midwife gives me a touchpoint to introduce this plan and educate them.”

 

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