jaco monti

Transcription

jaco monti

English
November
January 2014
2013
PERSONAL
FINANCE
The year
ahead
Let's hit it out
of the park!
ALL THE
DISTRIBUTION
COMPETITION
WINNERS
R E S U LT S
CO N T E N T S
André is
tops again!
It’s nine in a row for André Blignaut who has once
again been crowned Sanlam’s overall top adviser.
Here’s what the winners had to say.
THE PEOPLE
THE BUSINESS
2 Year ahead
Great expectations: SPF’s heads of business on
what 2014 may bring
10 Sanfin
A new risk assessment tool is coming your way
1 Results
Who will win the Sanlam Oscars?
14 Sanlam Trust
24 Born to fly
16 BlueStar segmentation
25 A flair for marketing
17 Kickstart campaign
26 On top of the world
18 IT security
28 Activator & Eagle winners
23 TCF
30 The month in pictures
How SPF spread love, hope and support in 2013
Christopher van Zyl is soaring on Adelaar wings
A revised value proposition will benefit all
1-star Adelaar Monti Coetzer taps into his
natural talent
New service level agreements will improve
delivery to clients
Intermediaries equipped to maintain momentum
through digital communication process
Martial arts taught him self-discipline, says ju-jitsu
world champion Jurie Schoeman
27 SAF news and Amawina
See who was out and about in November
and December
‘Let’s consider others and put their interests first’
29 Glacier in the limelight
Read about the business’ recent social events
For New Media Publishing
Editor-in-Chief Trudie Myburgh
Managing Editor Melanie Farrell
Assistant Editor Liesl Peyper
Editorial contributors Marga Scheffler, Pontsho Ramontsha,
Una Nieuwoudt, Elmi Gous, Pieter Vermaak, Loraine West,
Linda Uys, Patricia Scholtz
Design Christopher Evans, Carlyle Meder, Nita Nagar
Account Director Tinnette Fourie
Group Head of Content Adelle Horler
GM: Custom Andrew Nunneley
Printer CTP Web
Published for Sanlam by New Media Publishing
Address New Media House, 19 Bree Street, Cape Town
Telephone 021 417 1111
Cover illustration
Gettyimages.com
IMAGE JÉAN DU PLESSIS
New presentation positions TCF within Sanlam
InsideSanlam
Personal
Finance is the
monthly magazine
for SPF. Do you
have news or any
comments? We
welcome your input
– send your emails
to insidesanlam@
sanlam.co.za
IMAGES GETTYIMAGES.COM, THINKSTOCK AND SUPPLIED
Sanlammers’ excellence reaps handsome rewards
Why SPF needs to safeguard its IT systems
Head: Group Communication Ainsley Moos
Manager: Group Internal Communication Chris Kota
Senior Manager: Communication, Sanlam Segment Solutions Esann de Kock
Communication Manager: Sanlam Investments Thaniah Toefy
Address Sanlam Head Office, 2 Strand Road, Bellville, South Africa
SEE PAGE 18
11 Blueprint video competition
20 Corporate social investment
For Sanlam
‘Being Sanlam’s top adviser
for the ninth time is a real
blessing. All glory to the Lord,’
says André Blignaut of E² Solutions. ‘The
Komkamp competition is the cherry on top,
but that’s not what we’re working for. It is
merely a bonus. I believe you should compete
against yourself and focus on what you’re
good at.’
He says although 2013 was a good
production year, he and his team at
Blignaut BlueStar did not attain the goals they
had set for themselves. ‘We still have a lot of
growth potential and have plans for achieving
it. If you stop growing, you start dying!’
He is grateful to his team and intends
expanding his business this year. ‘We have set
a very high target for ourselves, which we are
going to pursue – I believe with the grace of
God we’ll be able to achieve it.’
Here’s what our Distribution competition winners
have to say
12 Know your colleagues
Meet the efficient New Business team members
André Blignaut, overall
top adviser
This man can read
your emails …
Gavin Downard, Head: Agency
Distribution, Sanlam Sky Solutions
‘Agency Distribution had another
remarkable year in 2013. Although the
channel’s achievements are the result of a
team effort, we want to recognise the top
sales achievers within the business. ‘Our Club Izikhulu qualifiers represent
the cream of the crop – staff who have
gone the extra mile to ensure they
consistently maintain high production
standards without compromising on the
quality of their advice and maintenance
of long-term client relationships. THE PEOPLE
Martin Herbst, top individual adviser
‘Being Sanlam’s top individual adviser again
is great. We achieved our targets in 2013 and
planted the seed, the fruits of which we hope to
reap this year,’ says Martin Herbst of E² Solutions.
He was second overall among the Elite advisers.
Martin converted his practice into a BlueStar business in
2013 and says this year he is aiming for a stable business with a
constant business flow that will provide excellent service to clients
and deliver a good income for his staff.
‘I am grateful to my loyal staff, my wonderful wife and
children, and for God’s mercy. We are looking forward to a year
of new highs.’
See all th
e results
in the 6page
pull-out
ins
the centr ert in
e spread
!
Anita Smit, top broker consultant
‘I’m overwhelmed and very pleased,’ says
Anita Smit of BD Tygerberg, 2013’s top broker
consultant. I had my best production year of
the past 24 years. Although I’ve always worked
hard, the Lord opened the floodgates of Heaven for me in 2013!
November in particular was an excellent month.’
She has high praise for her brokers. ‘They’re all professional
and passionate and do what is best for their clients. It’s a privilege
working with them and supporting them with the help of
Sanlam’s superb support structures.’
Although her job fits her like a glove, Anita intends retiring
in March this year. ‘Being able to retire on a high is wonderful.’
‘All our top achievers thrive on new
challenges every day and are never afraid
of hard work. Their greatest pleasure comes
from being able to make a difference to the
lives of people in the communities in which
they live and work through the financial
solutions they provide.
‘Xolani Konza from Cape Town
focuses on specific markets and an
uncompromising commitment to
client service, which enabled him to
consistently deliver in 2013. In so doing,
he was crowned National Representative
of the Year for the second year running.’
Business-process updates
Important and interesting business-process and
product updates, as well as industry news and
Sanlam’s media coverage, appear in the fortnightly
Inside Sanlam Distribution electronic newsletter. If
you’re part of Sanlam Financial Advisers or Sanlam
Broker Distribution, the Inside Sanlam Distribution
digital newsletter is a vital tool for your success –
don’t miss it!
January 2014 // Sanlam Personal Finance 1
THE YEAR AHEAD
THE YEAR AHEAD
LIZÉ LAMBRECHTS,
CHIEF EXECUTIVE:
SANLAM PERSONAL FINANCE
A view of
2014
SANLAM SKY SOLUTIONS
Investing
for
growth
A new year offers up a
range of opportunities –
and challenges.
What is indisputable, she says, is that financial
advice will remain crucial for clients to be able
to plan their financial future. This applies to
all market segments over the short to medium
term. It means Sanlam will continue to focus
on its partnership value offering to financial
planners.
‘We believe a good financial planner is
invaluable to a client. At the same time, it is
probably an understatement to say it’s not
easy to be a financial planner these days, given
the onerous requirements of keeping up to
date with regulatory change while running a
profitable practice.’
Lizé says the evolution of the profession
of financial planning over the years means
advice has become a very valuable commodity
to clients.
‘If we consider the dismal savings culture in
South Africa, the role of financial advice cannot
be overstated.
‘But, beyond advice, our role as the retail
financial services industry is to ensure that we
develop appropriate products and solutions.
At Sanlam we’ve done well in this regard
over the past few years and we will continue
‘I
nvesting for growth’ is the strategic
theme for Sanlam Sky Solutions. The
goal for 2014 is to achieve double-digit
growth in profits and Value of New Business
while maintaining profitability and persistency,
says Anne Livingstone, Chief Executive: Sanlam
Sky Solutions.
Continuous improvement in all areas is what
Sanlam Sky Solutions will be striving for, she
says. ‘Investing for growth does not only refer to
investing financial resources, but also investing in
our human capital, time, effort and brain power.’
The implementation of the Treating
Customers Fairly (TCF) framework will be a big
focus in Sanlam Sky Solutions. ‘TCF is aligned
with Sanlam’s strategy of client-centricity and
I am confident that everything is on track for the
implementation of this policy,’ says Anne.
Responding to change
Lizé says while continuous change in the
marketplace will drive progress, the nature of
change in the retail financial services industry
will be evolutionary rather than revolutionary.
She is loath to accept as accurate
perceptions that the life insurance industry
is expensive. ‘Our risk rates for clients have
been greatly reduced in the past decade and
on a rand-for-rand basis, life cover in South
Africa is among the most affordable in the
world, presenting excellent value for money.
Transparency and simplicity in our product
design will nonetheless continue to
present as key themes in our business
philosophy.’
Product design and cost issues
have to be balanced by greater efforts
on the part of industry, government
and regulators, however, to partner
in the interests of educating clients
on the importance of saving and
understanding their responsibilities
in this regard.
In fact, collaboration in the
interests of clients is vital, she
says – not least in a context
where regulation is well enforced
and properly monitored to
ensure compliance.
‘As SPF, we will therefore
remain supportive of the kind
of regulatory environment that
presents improved outcomes
for our clients and encourages
investor confidence and growth
in our industry.’
2 Sanlam Personal Finance // January 2014
after a comprehensive research exercise and
consultation with clients and distribution
channels.
• Focus on profitable growth in existing channels
supported by investment in productivity,
capacity and presence.
• Continuous improvement will remain a focus
– giving better service to our clients while
operating more cost-effectively.
• Gradual diversification of product offering,
client base and distribution mechanisms.
• Ensure optimal collaboration within the
Sanlam Group.
Strategic elements for 2014:
• Core funeral business remains a priority
for Sanlam Sky Solutions and a revamped
funeral product will be launched in 2014
IMAGES JÉAN DU PLESSIS AND GETTYIMAGES.COM
Financial advice
Sanlam Sky Solutions will drive continuous improvement and growth in all areas.
to respond to the needs of clients, or we will
become irrelevant.’
IMAGE SUPPLIED
T
his year presents significant
opportunities for Sanlam’s retail
market, predicts Lizé Lambrechts, Chief
Executive: Sanlam Personal Finance (SPF).
Lizé says SPF has the ability to grow in all
market segments, though it is likely that the
affluent market segment and especially the
lower end of the market present the most
significant prospects in the near future.
‘Growth in the middle market is expected to
be reasonable but will to some extent depend
on our ability to cope with regulatory change.’
Anne Livingstone
Specific focus areas include:
• Productivity: improving leads generation
capability and rolling out the mobile solutions
app to sales agents.
• Capacity: ‘We have to increase our capacity
through the use of technology in the service
environment, revamp our internal processes,
invest in our people through Project Re a Gola
and improve our persistency.’
• Presence: ‘We have to strengthen our footprint
through our service centres, branch office
networks and brand initiatives.’
• Broker Division will pay special attention to
retaining core traditional brokers, while building
the Sanlam Affiliated Intermediary (SAI) model.
• At Group Benefits and Safrican the focus will be
on protecting existing core clients, finding new
ones and launching additional funeral parlours.
• In support of the Sanlam for Sanlam initiative,
the roll-out of funeral products to Sanlam
Financial Advisers must be finalised.
• An exciting initiative will be the launch of
some SILSS products to Sanlam Sky Solutions’
distribution channels.
‘Investing for growth also refers
to investing in our human capital,
time, effort and brain power.’
THE YEAR AHEAD
THE YEAR AHEAD
GLACIER
Anton Raath
Setting the
bar high
Lizelle Nel
Last year’s excellent performance means Glacier by Sanlam’s
targets for 2014 will be even higher. With new products,
strengthened collaborations and entrenched TCF principles,
this will be another good year.
D-day for TCF
Sanlam Personal Finance is geared up for the Treating Customers Fairly framework.
T
he long-awaited Treating Customers
Fairly (TCF) measures are being
implemented gradually this year –
and Sanlam Personal Finance (SPF) is on its
way to incorporating all the requirements of
TCF, says Lizelle Nel, Head: Actuarial Analysis
at SPF and business owner leading Sanlam’s
TCF implementation.
‘The Financial Services Board (FSB)
originally set January 2014 as the effective
date for TCF, but hasn’t specified exactly which
measures it wants in place and no legislation
has been specifically promulgated for TCF
to date. What the FSB did say is companies
shouldn’t sit idly and wait for a date, but
should follow a staggered and continuous
improvement approach,’ says Lizelle.
By now Sanlammers are probably well
acquainted with the principles and outcomes of
TCF – a framework that was originally adopted
in the United Kingdom and will soon also be a
regulatory requirement in South Africa.
In 2010, the FSB introduced TCF through
a discussion paper, followed by the TCF ‘road
map’ published in March 2011 to guide financial
services companies in making this initiative
part of the company’s DNA.
IMAGES GETTYIMAGES.COM AND SUPPLIED
business itself. ‘Our relationship with Sanlam
Private Investments (SPI) has continued
to deliver benefits for both parties and we
believe this will add even more value this
year. We also continue to partner with SPF
Distribution to ensure our service proposition
meets their demands and those of their
clients,’ Anton adds.
In addition, Glacier has worked hard
with Lizelle Nel and her team in preparing
for the new Treating Customers Fairly (TCF)
environment. Lizelle, Head: Actuarial Analysis
at SPF, is at the helm of Sanlam’s TCF
implementation.
‘As we’ve always followed a client-centric
approach, TCF fits naturally with our DNA and
we look forward to entrenching this,’ says Anton.
He and Jean Lombard, Head: Business
Integration and Research, recently returned
from a visit abroad, undertaken to enable
Glacier to anticipate the longer-term trends and
changes ahead.
‘This trip confirmed that we have started
to put in place the appropriate process and
system changes to position the company
for the future.’ While some of these planned
changes will take place this year, many will
follow, and the business has begun to sow the
right seeds for an ever-changing environment.
‘One thing we can take for granted, like
death and taxes,’ Anton says, ‘is that fees will
continue to come under pressure, and we need
to position ourselves to be able to absorb
this squeeze. To this end, we’re working hard
towards improving our ability to be scalable,
while at the same time evolving into a business
partner that is even easier to do business with
than at present.
‘I want to thank everyone at Sanlam and
Glacier who played a part in our success
during 2013. I know we can rely on you to
deliver a successful 2014, no matter how great
the challenge.’
L
ast year was a prosperous one for
Glacier by Sanlam. At the end of
November new business inflows
were approximately 11% above target and
30% more than the corresponding period
in 2012, says Anton Raath, Chief Executive:
Glacier by Sanlam.
‘Our sales of Sanlam risk business and
short-term insurance via AIB, the Glacier-owned
brokerage, were also markedly above target.
This successful year can be attributed to fantastic
support from Sanlam Financial Advisers, Sanlam
Broker Distribution, Glacier Distribution, as well
as hard work and dedication from the whole
Glacier and AIB team.’
This means Glacier actually created its own
challenge for 2014, as the business will now
have to grow from an exceptionally high base.
However, there are plans in place to make this
possible, says Anton.
‘On the product side we have an exciting
new product we’re going to launch in the
retirement space. Not only does it meet the
requirements of the retirement market, but it
also ticks a number of boxes in the upcoming
retirement reform regulations. It is a global
first and will add considerable value to clients.
We are very hopeful it will help us increase our
market share.’
While Glacier International’s assets under
administration have shown good growth,
not all the goals for 2013 were achieved. ‘We
plan to address this in 2014,’ says Anton.
Initiatives include product innovations
such as a simplified stockbroking option –
another Glacier first – and other important
modifications. ‘With these plans in place, we
believe we’re well positioned to continue the
growth of our market share in this area.’
Glacier’s collaboration with Sanlam
Investment Management (SIM) will be
strengthened with the roll-out of Satrix unit
trusts to the benefit of clients, SIM and the
‘Engine oil’
TCF, a subset of our client-centricity business
strategy, should be seen as the oil in the
engine of our vehicle, says Lizelle. ‘Oil is the
lifeblood of an engine and helps it to run and
function better. TCF makes client-centricity
even better.’
TCF requires financial services companies to
provide tangible evidence that they are indeed
treating their clients fairly. SPF’s gap analysis
was completed in late 2012, followed by the
compilation of key deliverables and a detailed
action plan early in 2013.
Document review
One of the crucial aspects of TCF is to review
all client-facing documents, Lizelle explains,
to ensure they are written in plain language
and are easy for our clients to understand.
These include marketing material such as
brochures and advertisements, as well as
system-generated letters such as contractual
documents, portfolio statements and index
plans. ‘Basically everything a client could lay
his or her eyes on.’
It will not be possible to change all the
documents at the same time and therefore
the different businesses and functional
areas prioritised those that are sent out
most frequently and could have the highest
impact on our clients for first implementation
(starting in 2014).
Lizelle expects the FSB will initially focus
on certain statistics such as the frequency and
nature of complaints as well as claims and
lapsed policy statistics. ‘They’ll look at these
numbers and flag any issues. For example,
if our claims repudiation statistics are high,
they may ask that we provide the reasons
for rejection.’
Also high on the agenda is TCF training
for all staff, which started in November
and should be completed towards the end
of the first quarter of 2014.
Moving target
However, the TCF framework is something of
a moving target. ‘With every report the FSB
issues, we are required to make amendments
or improvements. System-related changes will
therefore only take place once the FSB has
published a more stable set of requirements,’
Lizelle says.
IN A NUTSHELL
TCF stipulates a set of outcomes that ensure clients are treated fairly.
All regulated financial services companies, including Sanlam, need to
adhere to the principles, ranging from product design and marketing
to advice, point-of-sale and after-sales service.
THE YEAR AHEAD
S A N L A M S KY S O L U T I O N S
S P F D I ST R I B U T I O N
Get set for
success
Upbeat about
challenges
Despite serious challenges, Sanlam Sky Solutions Broker Division is
confident that the solid foundation laid in 2013 will benefit them in 2014.
T
Focus areas for 2014
‘We will continue driving our 2012 to
2017 strategy, and focus specifically on
productivity, quality and scale. Furthermore,
we plan to continue investing in our people
through intensive training and development,
which has been identified as one of the
critical enablers in the Blueprint for Success
programme,’ says Ronald.
‘Through continuous improvement and
innovation we intend to find ways to reduce
our unit costs further in 2014, while improving
business volumes required for the 2014
production year.’
we have assembled since the beginning
of 2012 has the experience, resilience and
sheer determination not only to rise to
the challenges but to set the course for
distribution in the independent brokerage
space for the next decade in South Africa.’
Challenges are serious and range from
legislation, compliance and the increased cost of
doing business, to the financial strain currently
experienced by the South African consumer.
‘Our market has been particularly hard hit
by the effects of unsecured lending. Microlending is growing in leaps and bounds, from
being a R7 billion business to a R29 billion
business in just five years, and the impact of
this has been devastating for a number of our
clients,’ says Ronald.
‘We believe we haven’t seen the full
impact of these challenges yet, but are
confident that the Broker Division team
Agency Distribution performed exceptionally well in 2013 – and
is again aiming for double-digit growth figures this year.
Gavin Downard
I
n a tough and increasingly competitive market, Agency
Distribution delivered another phenomenal performance in
2013. The channel’s average manpower grew by 16% to 2 900
advisers, it improved average productivity levels of the sales force
and increased the average premium of the new business being
written, says Gavin Downard, Head: Agency Distribution.
‘We continue to increase our market penetration in Gauteng, the
Western Cape, North West and the Free State.’
More growth is coming from non-government business. ‘While
this creates some premium collection challenges, we have been
able to maintain new business quality and client retention standards
in 2013.’
E
xcellent service, innovative solutions
and campaigns and a motivated sales
force are the keys to achieving good
growth figures in 2014. And the plans are in place
to do just that, says Kobus Vlok, Chief Executive:
SPF Distribution.
He says although challenging targets have
been set, especially with regard to recurringpremium business, he is confident that SPF
Distribution will do what is expected of them to
ensure yet another successful production year.
Here are some of the positives:
• We can look forward to some exciting product
introductions and enhancements in 2014 that
will enable intermediaries to again go to the
market with innovative solutions.
• SPF now has a proven ability and expertise to
create innovative solutions that our distribution
channels can run with. This has again been
demonstrated in 2013 by the launches of
Nimbus, Sanlam for Graduates and Echo
retirement annuities.
• Advisers and brokers believe we have a solid,
The challenges ahead
Focus on growth
Sales expectations and focus areas for 2014
Agency Distribution is gearing itself to deliver another year of doubledigit growth. Its key focus this year is to deliver ongoing, sustainable,
profitable growth by:
• continuing to transform the business into a professional sales organisation
that values long-term client relationships and treats clients fairly
• growing the manpower base further by recruiting quality advisers from
the market
• continuously improving its training and development programmes
• investing in technology usage to drive further business efficiencies and
increase staff productivity
• diversifying its offering to meet a wider range of client needs by focusing
Kobus Vlok
The plans are in place and the scene is set for another great production
year in SPF Distribution. We take a look at what to expect in 2014.
healthy company with good leadership, creating
a sense of security for their clients.
• Technological improvements like SanFin and
SanPort will continue to have a positive impact
on the way we do business.
• The distribution management team and sales
force is stable and committed to Sanlam – our
adviser turnover remains one of the lowest
in the industry. The revised vesting model for
advisers will contribute to more successful and
productive newcomer appointments.
• We have comprehensive business plans to
grow the business in 2014 – it boils down to
the implementation thereof to achieve success.
A specific focus on capacity, campaigns and
incentives to drive recurring-premium sales
will be pursued.
• We are well prepared for the implementation
of Treating Customers Fairly (TCF) – TCF is
not expected to have a significant impact
on production.
Kobus says although the SPF Distribution
machine is well oiled and all the plans are in place,
on Sanlam for Sanlam opportunities
• increasing the efforts to improve first premium collection rates, especially
debit order business.
IMAGES GETTYIMAGES.COM, MORNÉ VAN ZYL AND SUPPLIED
Ronald Samuels
he number of independent entrylevel brokers has been declining at a
rate of 15% per year for the past few
years. This is mainly due to new regulations
and cost pressures experienced by many
independent brokerages currently operating
in South Africa, says Ronald Samuels, Head:
Broker Division at Sanlam Sky Solutions.
Despite the tough business environment
the Broker Division management team has
shown there is no substitute for experience
and hard work, especially in challenging times.
‘Although the team missed the original
case count targets, it has consistently met
the forecast targets month after month,’
says Ronald. Persistency increased around
3% and the not-taken-up rate declined by
2%. Despite the large pressures on volumes,
quality was never compromised and this has
a significant impact on our Value of New
Business delivered.
THE YEAR AHEAD
Growth: manpower and geography
‘Growth is becoming more challenging but we believe we can grow to
about 3 250 advisers by the end of 2014,’ Gavin says.
‘We can grow our market share by continuing to add new sales offices
in the Western Cape, Mpumulanga, Limpopo and North West. We also
aim to widen our footprint in commercial worksites countrywide through
joint initiatives with Sanlam Financial Advisers (SFA),’ Gavin says.
Improved people management
‘Our primary people management focus in 2014 is to attract and retain
the best people.’
Investment in staff development will be maintained to ensure that advisers
and managers are better equipped for a more competitive market.
Two projects will increase the productivity of advisers:
• Roll-out of a mobile technology solution for all advisers
•More effective utilisation of a leads management capability
external factors that might influence production
cannot be excluded. ‘Aspects like the potential
negative impact of the Retail Distribution Review
(RDR), continued gross domestic product (GDP)
contraction and the effect on job creation and
disposable income, possible political instability
leading up to the election, and others may pose
serious challenges to achieving success. However,
we have in the past reacted well to such factors,
and we believe we can do so again.’
Top advice
Kobus has some key tips for financial planners to
achieve success. You only have a business when
you do something for someone that is so valuable
that he or she is prepared to pay you for that, so:
• Start every day by looking at your clients’ needs.
If you can give a client a solution that fulfils his
or her needs, you will be doing business with
him or her for a long time.
• Payment (in whatever shape it happens) for
your service is not an entitlement – it should be
earned by quality work done for the client.
Diversification of products
‘We aim to expand the solutions we can offer by sourcing products
from various business units within the Sanlam Group. We will distribute
the wider solution set through a pool of advisers who are appropriately
skilled to offer clients this wider range of products or by merely
referring business to SFA.’
Business quality and client retention
‘It is becoming increasingly difficult to ensure that we maintain first premium
collection rates and minimise lapses. Our ongoing efforts to be more clientcentric by delivering solutions that clients can afford and that meet their needs,
supported by strong new-business controls, will ensure that we achieve our
business quality and client retention goals.’
Challenges ahead
• Continuing high indebtedness of the client base
• Labour and social unrest
• Regulatory changes – but with change also comes opportunity
• Challenges created by Fais fit and proper qualification requirements
• New business fraud that undermines the Sanlam brand.
THE YEAR AHEAD
SFA’s challenges for 2014:
1. Raising the bar in terms of recurring
business
Having enough manpower is important –
an area in which SFA struggled during the past
two years. ‘We decided to recruit only advisers
who have the ability to pass the regulatory
exams and we struggled with recruitment
initially. However, in the past few months we
have had more success with appointments.’
Innovative products, such as the Sanlam
for Graduates package and some exciting
risk products that will be launched in
February, will enable advisers to offer clients
attractive solutions.
From this year all management and
specialists will receive monthly targets not
Reaching
for the
stars
Striving for balance
Broker Distribution aims for
balance in effectiveness and
efficiency, and being able to
compete more aggressively.
B
roker Distribution has done well for the third year running and
ended 2013 on a high note. November in particular was an
exceptional month with an increase of 37% compared to the same
period last year (on a basis of equal weeks). Outstanding production was
consistently achieved in single-premium and Glacier business.
Apart from the good figures there is an increasingly better balance
between the various product lines – definitely a step in the right direction,
says Jacques Coetzer, General Manager: Broker Distribution.
‘We are striving for balance in all areas, therefore also between singlepremium, recurring-premium and linked or platform business so that one
product, product line, specific region or broker does not present a large
concentration risk.’
Jacques is ‘cautiously optimistic’ about 2014. This is what is lying
ahead …
With a healthy business, positive advisers and plans to keep the
momentum going, SFA is reaching for the (Blue) stars in 2014.
only in terms of distribution income fees and
score, but also in terms of recurring-premium
business. They will not be able to reach their
targets with single-premium performance only.
2. Implementing a new vesting process
An improved, shorter and more cost-effective
vesting process for newcomers has been
introduced. Specialists are focused on an
intensive ‘coach and show’ vesting process
that will improve the productivity of
newcomers and have a positive impact on
recurring-premium production figures.
Focal points
Jaco says all plans are strongly focused on
SFA’s three strategic focus areas: sustainable
growth, financial advice and people.
1. Sustainable growth
Manpower is the main growth focus
area with specific plans for recruitment
and retention.
The D contract for BlueStar businesses
makes provision for an independent financial
adviser in a BlueStar business.
The recently established Falcon Club for
newcomers has created a lot of excitement –
this initiative will enhance productivity of our
top newcomers as well as retention.
Advisers older than 55 who are not in
BlueStar businesses will be assisted with
succession plans.
Good progress is made with the
consolidation of offices to enhance profitability.
E-learning is being investigated in order to
decentralise training to reduce costs.
Action plans are in place to continue with
the focus on the senior market.
2. Financial advice
Treating Customers Fairly (TCF) is an
important focus area because complying
with TCF means living out SFA’s vision of
being client-centric.
To ensure continuous service to clients
and thereby execute SFA’s vision, the decision
was made to no longer pay out index
commission to advisers who retire, become
disabled or die. Advisers have to ensure their
clients will still be serviced at all times and
therefore have to make sure their succession
planning is in place. This rule will be effective
from 31 March this year.
Formal service level agreements will be
contracted with clients to ensure advisers’
intended service and clients’ expectations
are aligned.
3. People
Apart from the focus on newcomers,
an internship for advisers was established
whereby 30 black advisers were appointed in
Gauteng and KwaZulu-Natal at the end of 2013.
Leadership development is decentralised to
develop leaders on a regional level.
At least one additional black manager will
be appointed in every region.
Jacques Coetzer
SANLAM BROKER DISTRIBUTION
Challenges in 2014
L
ast year was the best year yet for
Sanlam Financial Advisers (SFA) in
terms of cumulative outperformance
of its targets.
Not only did SFA reach its production
targets in all 12 months (the second time in
the past four years), but it achieved excellent
growth figures, especially in terms of singlepremium business, says Jaco Coetzee, General
Manager: SFA.
‘We have done extremely well with regard to
business from Glacier products, Sanlam Private
Investments, Sanlam Collective Investments
and SILSS. And although we did not quite reach
our targets for recurring-premium business, we
showed growth on the previous year.’
He says BlueStar businesses in particular are
the most important growth initiative for SFA.
‘Our BlueStar advisers perform exceptionally
well. This is a winning concept.’
SANLAM FINANCIAL ADVISERS
IMAGE SUPPLIED
Jaco Coetzee
THE YEAR AHEAD
Increasing operational efficiency
Apart from the balance between the various
product lines, the balance in capacity must be
improved – a major focus area this year. ‘We
want to correct the imbalance of approximately
30% of brokers producing about 70% to 80%
of our business. Broker consultants’ panel of
brokers will therefore be scrutinised and ways
of increasing the production of underachievers
will be investigated. The focus will thus be more
on value extraction than just sheer capacity.’
Keep on growing
Although economic and regulatory pressure
is set to continue, it is pleasing that Sanlam
Broker Distribution has shown growth. The
challenge will be to continue this in 2014.
Compete in the market
There will be a greater focus on how Broker
Distribution does business and competes in the
market. ‘We will have to increase our ability to
compete. We are doing well as far as broker
service and broker relations are concerned,
but we must become more competitive at all
levels, starting with a broker consultant against
the broker consultant of the competition in the
business of the broker. We must make sure
Sanlam is top of mind among brokers. They
must be painted blue, as it were!’
Encourage young blood
A major challenge to ensure the broker industry
remains viable and continues to play the crucial
role of independent intermediated advice in
the future is to help younger brokers enter the
industry. This is Sanlam Broker Distribution’s
primary long-term challenge.
Go for the broad market spectrum
Another challenge is to make sure brokers’
independent advice remains accessible to the
broad market spectrum. ‘We want to encourage
brokers to write more business in the growth
market or middle-income market, which will
require a rethink of how we do business in
those segments.’
Use TCF positively
Treating Customers Fairly is an opportunity
rather than a challenge. ‘It fits in well with
Sanlam’s intent of client-centricity. The greatest
impact will be to continue to deliver on what
we have always done – keeping client interest
front and center – and as a product provider
Sanlam offers support to brokers in this regard.’
Embrace new products
Exciting new products will be launched this
year and these will boost risk business in
particular and create potentially significant
opportunities.
Aim high
Challenging product targets have been set for
2014, but plans to attain these are in place. ‘Our
aim is to double Broker Distribution’s income in
three years’ time – and I see no reason why this
can’t be done. By thinking smartly, competing
cleverly and making relatively small changes
in how we deliver our value proposition to
brokers, a huge difference can ultimately
be made.’
‘Changing how we
compete can ultimately
make a huge difference.’
THE BUSINESS
B LU E P R I N T F O R S U C C E S S
SANFIN
Oxford Risk, an affiliate of the University of Oxford in the UK, was
appointed to develop a risk assessment tool that is appropriate for South
African investors. A prerequisite was that the questions be accessible to
all clients in Sanlam’s target market.
3D vision
wins the day
What will be different?
‘The way in which RiTA takes the client’s objectives into account hasn’t
necessarily been leading to appropriate advice,’ says Danelle. ‘Risk
tolerance questions and questions about the clients’ objectives are
combined into getting one answer. This means the investment term is
often not taken into account sufficiently, leading to clients potentially
investing in inappropriate portfolios.’
To prevent this, the new investment process has two distinct parts:
firstly the client’s risk tolerance is established, which will indicate his or
her psychological profile. Thereafter, the client’s investment objectives
as well as his or her risk tolerance are considered to determine a
recommended investment profile for a specific investment.
‘In addition to measuring the client’s risk tolerance, the new
questionnaire will also indicate whether or not the client answered
the questions consistently,’ says Danelle. ‘This will help intermediaries
to understand their clients better and manage their expectations
more appropriately.’
What do you get when you challenge Sanlam
Sky Solutions’ Broker Division team to think
out of the box about Blueprint for Success?
Creativity and teamwork!
O
ut-of-the-box thinking is no mean feat, but this was exactly
what Sanlam Sky Solutions’ Broker Division team pulled off
in a recent Blueprint for Success challenge.
In addition to the Group-wide Blueprint for Success programme,
Broker Division held its own challenge to keep the momentum going
for this important initiative.
Team members had to demonstrate visually what exactly needed
to be done differently to neutralise the disablers and to strengthen
the enablers in the work environment. A visual display (3D model or
representation) had to be created to support the main messages in
the team charter.
The criteria were stringent and included creativity, reflection of
teamwork, and the ability to unpack the enablers and disablers with
examples of how these apply to Broker Division.
From the submissions it was clear the teams took the challenge to
heart, but in the end there could only be one winner: the Broker Support
team based in Bellville was judged the winning entry. Second and third
were the Western Cape and KwaZulu-Natal regional teams respectively.
‘Hearty congratulations to the runners-up whose submissions
illustrated the commitment and teamwork we were looking for,’ says
Ronald Samuels, Head: Broker Division: Sanlam Sky Solutions.
‘We intend to incorporate the input from all teams to ensure staff
participation is reflected in our plan going forward.’
How to access the tool
In addition to being integrated into the SanFin processes, the Oxford
risk assessment tool will also be available on the SanPort iPad app. This
means the questionnaire can be completed offline as well. You will be
able to use it as part of SanFin or in the iPad app, even if you don’t have
access to SanFin yet.
For those who do not use SanFin yet, an additional tool will be
available in the SanPort iPad app to determine a recommended
investment profile for a specific investment based on the client’s
objectives. This can then be used as input into Alpha IT or ICE.
The tools will create PDF documents to be submitted with your
World-class solution
makes risk assessment
a breeze
The Broker Support team are (from left) Nazli Davids, Christa Boshoff,
Jacques Groenewald, Carmen Pedro, Joy-Marie van Deventer, Melvin
Wilschut, Olive Williams and Chad Nicholson.
A new, more user-friendly risk assessment tool will soon
be available on SanFin and the SanPort iPad application.
The SanFin team went through an extensive investigation process
to identify potential vendors that specialise in the development of
risk tolerance assessments.
Positive feedback
The tool has been tested by various stakeholders, including market
specialists, Glacier business development managers and advisers, who
provided very positive feedback. They were especially excited about:
• being able to relate to and understand the questions with ease
• how quickly they were able to answer the questions
• being able to see the questions in both English and Afrikaans,
enabling them to interpret the questions in their preferred language,
and still read to the client in his or her preferred language.
And with psychological risk profiles being measured thoroughly,
you will only need to assess your clients’ risk tolerance every five years,
alleviating your workload while still looking after their best interests.
IMAGES SUPPLIED
Finding a solution
client’s application.
IMAGE GETTYIMAGES.COM
S
anFin supports Sanlam’s intermediaries in treating their clients
fairly (TCF) and providing a client-centric service. To this end,
a new, more user-friendly risk assessment tool is available on
this system.
‘Intermediaries and clients have been complaining about the
complex and sometimes incomprehensible questions in the current
risk tolerance questionnaire,’ says Danelle van Heerde, Head: Advice
Processes and Tools at SPF. ‘And in the light of TCF, SPF’s current risk
tolerance questionnaire, RiTA, has come under the spotlight.’
THE PEOPLE
Who will win Oscars?
Hearty congratulations
to the runners-up whose
submissions also illustrated the
commitment and teamwork we
were looking for.
RONALD SAMUELS, HEAD:
BROKER DIVISION: SANLAM
SKY SOLUTIONS
Staff members have enthusiastically
participated in the SPF Blueprint for
Success video competition. Apart
from the masterpieces that were
entered, making the videos was
an exciting adventure and a lot of
fun. An excellent team-building
exercise indeed!
Now that the entries are in,
the tension is building up to the
prestigious Oscar ceremony when
our own film stars will be awarded.
Here’s what will happen before the
big evening …
January 2014: Uploading finalist
video clips per business unit
February 2014: Evaluation of first
enabler and disabler video clips
March 2014: Evaluation of second
April 2014: Evaluation of third
May 2014: Announcement of
winning clips per enabler and
disabler and Oscar ceremony
THE BUSINESS
K N OW YO U R CO L L E AG U E S
Innovative ways of New Business
Who we are
NUB’s vision
New Business (NUB) is made up of five units that need to operate as one big team to deliver the best
possible service and support to Sanlam’s Distribution teams. Three of these are primarily responsible for
the conversion of policy applications received from SPF Distribution into premium-paying policies, namely:
1
Risk Unit,
including
underwriters
2
Savings
Unit
To be acknowledged by our clients and
partners as the most client-centric, costeffective, supportive and solution-oriented
new business service.
3
Legacy and
Special
Functions
Unit
4
Business
Change
THE PRODUCTION UNITS
Capture data on receipt of application forms from Sanlam
Financial Advisers, Broker Distribution, Sanlam Direct as
well as Glacier for individual life insurance. (At this stage
NUB personnel need to apply the necessary governance to
ensure Sanlam meets the legislative requirements.)
Do medical and financial
underwriting on a large variety
of risk cover, such as life cover,
sickness, income protection,
disability and dread disease
Provide an advisory service to
Distribution when they deal with
large and complex businesses that
apply for costly business insurance
Provide training to brokers and
Sanlam advisers about Sanlam’s
underwriting policy
Accompany broker consultants
when they meet with brokers
Distinguish Sanlam from its
competitors by giving its clients
peace of mind, knowing that their
claims will be paid out
Do medical and financial underwriting for individuals as
well as businesses
Perform background functions, such as manning two client
help desks, dispatching contracts, arranging for Nurses on
Wheels to visit clients, and paying doctors who did physical
examinations for individual life insurance applications
LEVEL 3
Full physical
examination
done by a general
practitioner.
Around the clock
The peak time at NUB coincides with the
marketing month-end, which is the third Friday
of every month. From the Saturday before this
Friday, the NUB office will be abuzz with staff
members working overtime to make sure that
as much new business as possible appears on
Sanlam’s books.
Organogram
This is used to determine the applicant’s health status. (Other factors may be
considered as well, such as age and occupation.)
Dr Pieter Coetzer of Risk Management prescribes the medical underwriting
rules and philosophy followed by the underwriters of New Business. When clients
apply for individual risk products they will be required to undergo one of four
medical examinations, depending on the risk category:
LEVEL 2
Basic physical
examination,
including blood
tests. A nurse will
also be required
to take the client’s
pulse and blood
pressure as well
as taking breast
and stomach
measurements.
Personnel who are passionate about Sanlam
Excellent teamwork
Caring about our clients and Sanlam’s
Distribution teams because we respect them
Winning team culture
Ensure we have streamlined systems
Provide training to all the personnel of New Business
Do quality assurance on 10% of all work handled by the production units
Medical underwriting
LEVEL 1
Clients will be
required to go for
blood tests, such
as cholesterol
and glucose
assessments.
NUB’s key success ingredients
THE SUPPORT SERVICES
The New Business Management Committee
ANNEMARIE FICK
HEAD: INDIVIDUAL
LIFE NEW BUSINESS
LEVEL 4
Full medical
examination
done by a general
practitioner,
including an
electrocardiogram
with effort.
IMAGES SUPPLIED
Underwriters
5
Training
and
Quality
Assurance
NICO UYS
CHANGE PORTFOLIO
MANAGER
XAVIER WILLIAMS
FINANCIAL & MIS
CONTROLLER
LEON SWARTS
OPERATIONAL
MANAGER
NAASIEF KAJEE
OPERATIONAL
MANAGER
JACO LOUW
NATIONAL CHIEF
UNDERWRITER
ERNEST KONDOWE
OPERATIONAL
MANAGER
INA VAN DER
WESTHUIZEN
MANAGER: TRAINING AND
QUALITY ASSURANCE
NYDIA HOPLEY
CONSULTANT:
HUMAN RESOURCES
THE BUSINESS
SANLAM TRUST
New-look
value
proposition
benefits all
Trust training
To assist intermediaries with
their investment proposals,
they will receive training from
their sales consultant and an
investment training document
will be available on the Sanlam
Trust website.
Remember that once an
intermediary has initiated the
draft of a client’s will, he or she
will qualify for the opportunity
to make investment proposals
for the trust funds and receive
the commission. Once an inter
vivos trust with a value higher
than R5 million has been secured
for Sanlam Trust to administer,
15% commission is payable on
the recurring management fee.
It is now possible for clients
to pay their trust fees in monthly
instalments – especially with
regard to trusts where the
minimum trust fee is applicable
and no cash is generated.
Sanlam Trust revised its value proposition and has come up
with a solution that benefits the business, its clients and
one of its biggest assets – Sanlam’s sales force.
Drafting and
safekeeping of wills
The great news is that as of 1 January 2014, wills are
being drafted free of charge.
Sanlam Trust will implement a safe-custody fee
package for the safekeeping of wills. The fee of R50 per
year (the cheapest when compared to the five biggest
trust companies in South Africa, excluding VAT) will
include the following:
Clients older than 65 years will not pay a safekeeping fee.
If the will is in Sanlam Trust’s vault for longer than
five years, the estate automatically qualifies for a 5%
discount on the executor’s fees.
There is no minimum limit on the estate value when
wills are drafted by intermediaries on the SanTrust
system, subject to the following conditions:
• only simplex wills without any legacies can
be drafted
• a coexecutor must be appointed to enable
Sanlam Trust to renounce executorship if necessary
• if Sanlam Trust accepts executorship, estates
smaller than R500 000 will be outsourced and
administered under power of attorney.
There is also no minimum limit on the estate value
in terms of the following wills drafted by Sanlam Trust:
• the will of the spouse of a person with an asset
value higher than R850 000 and where Sanlam Trust
was appointed executor in that person’s will
• the will of the surviving spouse of a deceased
whose estate was administered by Sanlam Trust
• the will of a Sanlam Group staff member
• the will of a professional or business person,
or a person with clear potential to build a target
market estate
• the will of a client who is older than 36 years
and has a minimum monthly income of R25 000
• a client’s children.
The new SanTrust program:
• Intermediaries can now look forward to a more
user-friendly and enhanced program that caters for
intermediaries who only appoint the surviving spouse
as the sole heir as well as those who are familiar with
estate planning and want to draft a complex will.
The box below shows the three available levels of
SanTrust according to intermediaries’ accreditation.
Levels of SanTrust
LEVEL 1
Simplex version
LEVEL 2
Current version and enhancements:
• sign with a mark
• joint will with legacies
• same-sex wills
• shariah-compliant wills
At the end of 2013 Sanlam
Trust presented its new value
proposition to the management
of Sanlam Financial Advisers and
Broker Distribution and received
positive feedback. Further
sessions will be held
for intermediaries in 2014.
For any Sanlam Trust
enquiries, please contact Thys
Lötter, National Sales Manager:
Sanlam Trust, at 011 778 6451 or
thys.lotter@sanlam.co.za.
LEVEL 3
Current version and estateplanning enhancements:
• farm/IV with usufruct*
• business entities
• IV with loan account
• testamentary trust for disabled children
• Section 3A deduction
* Usufruct: a legal right accorded to a person or party that confers the temporary right to use and derive income
or benefit from someone else’s property.
Estate administration
R
evisiting its offering to clients and the
profitability of its business, Sanlam Trust has
engaged with intermediaries and Distribution
management to establish and address the challenges
they experience when conducting fiduciary business.
With this feedback in mind Sanlam Trust has
appointed and worked closely with a product actuary
to reach a proposal that makes sense for the business
as well as its intermediaries, says Bheki Khenisa, Chief
Executive: Sanlam Trust. ‘Intermediaries
will now be able to count on ample
support from a new sales team with
excellent skills in fiduciary planning.’
Here is the new value proposition, which
took effect on 1 January 2014.
Bheki Khenisa
Support sessions
Cash shortfalls in estates prove to be challenging
and usually create friction between the heirs and the
executor. Traditionally, it was deemed good advice
when the intermediary encouraged a client to nominate
a beneficiary on a policy, as this meant the client’s
estate saved on executor’s fees. However, with the
Treating Customers Fairly initiative on our doorstep,
it is important to look at the cash position of an estate
and rethink this advice.
To assist Sanlam’s intermediaries in this regard,
Sanlam Trust will apply a discount on executor’s fees
on the value of certain policies payable to the client’s
estate. The applicable executor’s fees will be 1,5%
(excluding VAT), and the minimum executor’s fees
applicable will be R29 750 if the estate value is
R850 000. However, the following conditions apply:
Intermediaries have to include the detail of the policy
(including the policy number) on which a discounted
fee will be calculated in the will-drafting instruction.
The will-drafting centre will include a stipulation
that a discounted fee will be charged on the proceeds
of that specific policy in the clause dealing with the
proceeds of the policy.
A copy of the policy document in question will be
stored on Content Manager.
Sanlam Trust will give discount on the executor’s
fees on the merit of each request and intermediaries
can negotiate for a larger discount by reducing
their commission.
Estate commission
The estate commission scale remains between 15%
and 50%.
Commission on executor’s fees will be paid in the
following phases on all estates where the value of
the estate is larger than R7,5 million:
10% of the commission on executor’s fees is
payable at reporting.
25% of the commission is payable when the
liquidation and distribution account is drafted and
updated.
The residue of the commission will be payable once
the executor’s fee is banked.
Please note that no commission will be payable on
estates smaller than R950 000.
THE BUSINESS
K I C K STA R T 2 0 1 4
B L U E S TA R B U S I N E S S E S
Let’s get started
Upgrading
service delivery
SPF Distribution’s annual
Kickstart initiative has
once again kicked off
for 2014 – but this time
Sanlam’s intermediaries
are following a
brand-new, digital
communication process.
New service level agreements designed to improve delivery to clients
are in the pipeline for BlueStar businesses.
We will be able to deliver
a better service to our
clients by following a process
of segmentation.
A workshop was held
for BlueStar consultants
at Umganu Game
Lodge in North West.
At the back (from left)
are Edmund April,
Stef Schulze, Tinus
Redelinghuys and
Coenie Spamer. In
the middle are Johan
Minnie, Ronel Snyman,
Marlene Fourie, Dries
Bekker and Hitjevi
Tjiroze. Standing in
front are Mathabo
Khumalo, Adrian
Accone, Angeline
Mulder, Mariëtte van
Dyk and Nasrat Edoo.
Seated are
Rika de Waal and
Candice Brown.
what services they can expect to receive
from their BlueStar business.’
Johan says a 52-week call plan was
developed for BlueStar businesses to
contact clients on a weekly basis with
regard to follow-up business. ‘We are
in the process of finalising specific and
differentiated service level agreements that
will be signed by both the client and the
BlueStar business.’
A closer look
Here is an example of a proposed service
level agreement.
An investment client in category A can
expect to receive the following services:
•Quarterly or biannual feedback on the
performance of his or her investment
portfolio, which includes a market update
•An annual consultation to review the
investment portfolio
•Recommendations on possible changes to
the investment portfolio
•Following a consultation, implementing
changes to and rebalancing of the portfolio
•A direct line to the adviser or BlueStar
business to answer any questions or
queries regarding the client’s personal
financial planning or statements received
and/or access to the client service call
centre and/or access to the adviser or
BlueStar business’ e-mail-based client
service, with the promise to respond to all
written queries within two working days
•Assistance with drawing up a legal will
and updating the will
•Assistance with any risk insurance needs,
such as life, disability and trauma cover
•Providing access to information and
specialists who will be able to assist him
or her in specialised financial services
areas, including short-term insurance,
fiduciary and estate services as well as
business insurance
•Providing any administrative assistance
regarding the investment portfolio.
‘I
t’s time … ’ is the theme of SPF
Distribution’s Kickstart initiative
for 2014. Promising once again to
boost your business as never before, this
year’s campaign rings in a whole new era of
doing business.
What has changed?
With the Kickstart 2014 campaign, SPF
Distribution will get you, Sanlam’s intermediary,
in the right gear for success with valuable
client leads and all the product, technical and
marketing information you need.
It is an innovative, focused initiative,
consistently creating noise in the market and
keeping the momentum going throughout the
first half of 2014.
This year all campaign information is
hosted on a server instead of being printed
on hard copies.
Why?
To stay current, innovative and relevant, and
to save costs.
Here’s what it entails …
It is time for
Kickstart 2014!
A
s the annual Kickstart
initiative proved to be
highly successful in the
past, SPF Distribution has
decided to run it again
in 2014. ‘It is time’ to do
business like never before!
1
2
For Kickstart 2014, we have evolved a
new way of talking to our intermediaries
… 2014 is going to ring in a new era
in business!
The entire Kickstart 2014 initiative is run
using digital means, it is virtual and all
campaign information is hosted on a server
instead of being printed in hard copy. This
enables us not only to be cost-effective, but
also innovative and current.
With this initiative Distribution is using
the opportunity to assist intermediaries
in extracting value by giving them client
leads and product, technical and marketing
information in a focused campaign, thereby
consistently creating noise in the market
and keeping momentum going with focused
themes for the first half of 2014.
3
to top up risk cover for
your clients and more
11
12
1
for take-off
2
10
to convert Legacy plans
(watch the relevant
digital space)
The theme for
Kickstart 2014 is
‘It is time … ’
9
8
to end the suspense and see
what new products are launched
All you have to do is be there when
‘It is time!’
IMAGE SUPPLIED
B
lueStar businesses will focus on
client segmentation for the first
half of the year and financial
statements for the second half, says Johan
Minnie, National Support Manager: BlueStar
Businesses. ‘We believe we will be able to
deliver a better service to our clients by
following a process of segmentation.’
Sanlam’s clients are divided into four
main categories according to specific criteria
– in terms of age group, income group, tariff
group, premium size and the number of
products they have, Johan explains.
‘The idea is to offer differentiated
services to clients in different categories
(A, B, C and D) so they will know exactly
THE BUSINESS
3
to end the current RA
season and invite clients
to use the final opportunity
to do single-premium
increases to their Stratus
/ Legacy / Cumulus Echo
RA plans
4
7
6
5
to begin the new 2014 RA season and
to visit clients who don’t have an RA,
but have a high propensity to buy one
4
Kickstart 2014
English
SA N L A M F I N A N C I A L A DV I S E R S
January 2014
s
t
l
u
s
e
R
PERSONAL
FINANCE
Komkamp Convention
to Amsterdam
André Blignaut
Martin Herbst
Chris Groenewald
Jannie Davel
Monti Coetzer
Werner Bessinger
Stef Henning
Piet van Rooyen
Dorothy Davies
Michael Atti
Neels Myburgh
Judy van Freden
Jeán le Roux
Bharat Desai
Juan Kallis
National Komkamp Convention
KO
MKA
MP CO
EN
NV
TI
ON
INDIVIDUAL ADVISERS AND BLUESTAR BUSINESS ADVISERS
014
4.2
6.0
POSITION ADVISER
UNIT
M
2
AMSTE
A
RD
Wish you were here
Elite Convention
INDIVIDUAL ADVISERS AND BLUESTAR BUSINESS ADVISERS
POSITION ADVISER
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
André Blignaut
Martin Herbst
Chris Groenewald
Jannie Davel
Monti Coetzer
Werner Bessinger
Stef Henning
Piet van Rooyen
Dorothy Davies
Michael Atti
Neels Myburgh
Judy van Freden
Jeán le Roux
Bharat Desai
Juan Kallis
UNIT
INDIVIDUAL/BSB OVERALL
QUALIFICATION POSITION
E² Solutions
E² Solutions
Nova BlueStar
E² Solutions
E² Solutions
E² Solutions
E² Solutions
South-eastern Cape
Limpopo SFA
South Vaal
FA East Rand
E² Solutions
Global BlueStar
Prof Fin Services
Global BlueStar
BlueStar
Individual
BlueStar
Individual
BlueStar
BlueStar
BlueStar
BlueStar
Individual
Individual
Individual
Individual
BlueStar
BlueStar
BlueStar
1
2
3
4
5
6
7
8
9
10
11
12
15
19
39
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42–50
Leon Rossouw
Global BlueStar
Johan Krebs
E² Solutions
Chris van Zyl
Global BlueStar
Gilmore Mandingwa
Constantiakloof FA
Johan Smith
Global BlueStar
Helgard Truter
Bloemfontein
Hennie Jonker
FA East Rand
Johan Barnard
Global BlueStar
Kobus Mccabe
Limpopo SFA
Louis Fouché
FA East Rand
Richard Henry
East London
George de Kock
Global BlueStar
Johann Steyn
Global BlueStar
Frikkie Wolfaardt Jnr
Constantiakloof FA
Gys Rossouw
Global BlueStar
Wally Fraser
Limpopo SFA
Chris Swanepoel
FA East Rand
Rian Janse van Rensburg Platinum
Theunis Steyn
Global BlueStar
Barry Saayman
E² Solutions
Corrie Pieterse
North-North West
Werner Vosloo
South-eastern Cape
Bennie Pieters
North West
Johan Louw
Global BlueStar
Jurie Engelbrecht
South-eastern Cape
Lood Conradie
Nova BlueStar
Additional BlueStar business qualifiers
INDIVIDUAL/BSB OVERALL
QUALIFICATION POSITION
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
Individual
BlueStar
Individual
Individual
Individual
BlueStar
BlueStar
BlueStar
BlueStar
BlueStar
BlueStar
BlueStar
BlueStar
13
14
16
17
18
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
38
52
53
65
71
SANLAM BROKER DISTRIBUTION
Mediterranean cruise
awaits qualifiers
Top Broker Consultants
Anita Smit Tygerberg
Helena Belling East Rand
Dirko Lourens Mopani
Anita Smit
Helena Belling
International Sanlam
Broker Distribution
Convention
Anita Smit Tygerberg*
Helena Belling East Rand*
Dirko Lourens Mopani*
Zelda Maritz East Rand
Nico Engelmohr East Rand
Broker Consultants
GROUP 2
VOLUME DIF CATEGORY
GROUP 1
Management
Anita Smit Tygerberg*
Helena Belling East Rand*
Dirko Lourens Mopani*
Tosca Lötter South Durban
Chris Willemse Corporate Focus
Charmaine Redelinghuys Jacaranda
Rita Müller Tygerberg
Francois Olivier Port Elizabeth
BUSINESS MANAGERS
GROUP 1
GROUP 2
Dirko Lourens
Karl Parks
Nova BlueStar
Leigh Zweers Invictus Durban*
Ralf Hoeflich Cape Focus*
Marna Engelbrecht Mopani*
Charlene de Vos Nu Midlands
Wihan van Huyssteen Tygerberg
Farhaad Choonara Invictus Johannesburg
Elette Jacobs Polokwane*
Lizelle van Zyl Boland
GROUP 2
Willem Barnard
Limpopo SFA
MARKET SPECIALISTS
GROUP 1
Chris Grimbeek
South-eastern Cape
GROUP 2
Bennie Coetzee
Northland BlueStar Consultants
DEVELOPMENT MANAGERS
GROUP 1
Martin Steyn
Constantiakloof FA
PERCENTAGE TARGET CATEGORY
GROUP 1
Marna Engelbrecht Mopani*
Ralf Hoeflich Cape Focus*
Leigh Zweers Invictus Durban*
Elette Jacobs Polokwane*
GROUP 3
Ravin Govender Invictus Durban
Sean Moynihan South Durban
Regional Managers
Wimpie de Klerk East Rand
Zandberg Louw North West
Top Regional General
Manager
Jay Deonarain KwaZulu-Natal
GROUP 3
Special invitations
Marco le Grand East Rand
Rhoda James South Durban
Pieter Mans West Vaal
Cobus Erasmus Bateleur
GROUP 2
Gerhard Hartman
Limpopo SFA
GENERAL INFORMATION
SALES CONSULTANT
Limpopo SFA
Regional General Manager
Willem van Zyl
Northland
Special invitation
Kobus Swart
Senior RGM: Western Cape
GENERAL INFORMATION
• Fiftyseatsareavailableforadvisers(individualadvisersandBlueStar
businessadvisers)–subjecttocertainnorms–whoqualifyforaninvitation
totheEliteorNationalKomkampConvention.These50seatsinclude
additionalBlueStarbusinessqualifiers.
• Komkampqualifiersareinvitedtotherespectiveevents.
• QualifiersneedtobeinSanlam’sserviceatthetimethe2014convention
takesplace.
IMAGES GETTYIMAGES.COM, THINKSTOCK AND SUPPLIED
Madelyn Scheepers
• QualifiersneedtobeinSanlam’sserviceatthetime
the2014conventiontakesplace.
• Competitionresultshavebeenauditedand
adjustmentsweremadewherenecessary.
• Qualityofbusiness(retention)submittedin2013
willbemonitoreduntilMarch2014inlinewiththe
competitionrules.
NOTE:*Ifthereisoverlappingintermsofqualifiers,
thenextqualifierinthevolumecategorywillqualify
foraninvitation.
AG E N CY D I ST R I B U T I O N
BROKER DIVISION
Club Izikhulu
winners to
Mauritius
Top 50 Representatives
Xolani Konza
Mofina Moholeng
Precious Peter
Gysbert Gouws
Nanette Rawlings
Hillary Hack
REPRESENTATIVE
BRANCH
REGION
Xolani Konza
Zukile Mziba
Mzwanele Makabane
Nomfundiswa
Nzimande
Zameka Mdoko
Tandie Mbawu
Padi Motseki
Phindile Wayile
Nomawetu Tsoanyane
Coceka Gule
Lekebe Diobe
Mirriam Keka
Thobeka Ntshangase
Junior Letimela
Shepherd Ndendela
Lydia Matabane
Khomotso Kgatla
Mandisa Penxa
Vuyisile Pita
Christie Bester
Puseletso Mokoena
Patricia Momoti
Unathi Gazi
Ipeleng Mogakabe
Maria Leburu
Mzukisi Ndongeni
Lindiwe Zama
Bennet Ameyah
Cape Town
Mthatha
Mthatha
Port Shepstone
Western Cape
Eastern Cape
Eastern Cape
KZN 2
East London
East London
Bloemfontein
Mthatha
East London
Kokstad
Krugersdorp
East London
Port Shepstone
Rustenburg
Mthatha
Rustenburg
Northam
Queenstown
Port Elizabeth
Bloemfontein
QwaQwa
Port Shepstone
Springs
Rustenburg
Mmabatho
Port Elizabeth
Durban
East London
Eastern Cape
Eastern Cape
Free State
Eastern Cape
Eastern Cape
KZN 2
Western
Eastern Cape
KZN 2
Western
Eastern Cape
Western
Western
Eastern Cape
Eastern Cape
Free State
Free State
KZN 2
Gauteng
Western
Western
Eastern Cape
KZN 2
Eastern Cape
Rookie Rep
REPRESENTATIVE
BRANCH
REGION
Mofina Moholeng
Rustenburg
Western
Sales Managers
SALES MANAGER
TEAM
Precious Peter
Maxwell Arosi
Juanita Johannes
Ravi Moomsamy
Mlamuli Msezane
Tinus van Rooyen
Cebisa Nkewana
Zilondele Mseleku
Ellen Nyaphule
Alpheus Xaba
Naletsana Mogofe
Patricia Kekana
Cetyiswa Mayekiso
Nomakhosazana Blouw
Veliswa Vatsha
Fezeka Magocoba
Mbali Mngadi
Nokonwaba Bonde
Philisiwe Khawula
Phumudzo Mufamadi
Anna Madutlela
Jabulisiwe Ngubane
Lonsdale Mkatshwa
Lebogang Mpete
Gobusamang Sefora
Kediabetswe Rakgomo
Sibulele Ngoni
Zolani Peza
Cape Town
Port Shepstone
Northam
Witbank
Rustenburg
Springs
Port Shepstone
Port Elizabeth
Kokstad
Kokstad
Newcastle
Queenstown
Port Shepstone
Rustenburg
Rustenburg
Empangeni
Port Shepstone
Rustenburg
Rustenburg
Northam
Mthatha
East London
Western Cape
KZN 2
Western
Gauteng
Western
Gauteng
KZN 2
Eastern Cape
KZN 2
KZN 2
KZN 1
Eastern Cape
KZN 2
Western
Western
KZN 1
KZN 2
Western
Western
Western
Eastern Cape
Eastern Cape
Hunters
Eagles
Impalas
Mzumbe
Tweni
Mangaung
Diamonds
Darryn Marshall
East London
Distribution –
Pioneer
Precious Ngubane Scorpions
Bradley Talmarkes Impala
Tylden Ngesimane Umtata Stars
Ngiboneleni
Tigers
Mngculwana
Nomhle Mgidlana Springbucks
Pumza Mbala
Harding
Phumzile Tshawe Vultures
BRANCH
REGION
Springs
Mthatha
Port Elizabeth
Port Shepstone
Port Shepstone
Bloemfontein
Gauteng
Eastern Cape
Eastern Cape
KZN 2
KZN 2
Free State
East London
Eastern Cape
Stanger
Cape Town
Mthatha
Stanger
KZN 2
Western Cape
Eastern Cape
KZN 2
Port Elizabeth Eastern Cape
Kokstad
KZN 2
Mthatha
Eastern Cape
Field Manager
FIELD MANAGER
BRANCH
REGION
Gysbert Gouws
Northam
Western
Branch Managers
BRANCH MANAGER
BRANCH
REGION
Nanette Rawlings
Nolitha Nayager
Tony Govender
Monwabisi Gubesa
Vusumuzi Ndlovu
East London Office
Port Elizabeth
Mthatha
Port Shepstone
Cape Town
Kokstad
East London
Eastern Cape
Eastern Cape
KZN 2
Western Cape
KZN 2
Eastern Cape
Grand Masters
Tour to
Swakopmund
Premier category
Ashnee Moodley KZN
Peter Paul Eastern Cape
Challenger category
Rianda Fourie Northern region
Anthony Stephenson Northern region
Regional awards
Winner
Regional Manager category
Free State
Gauteng
Western
Eastern Cape
Western Cape
KZN 1
KZN 2
Modiehi Lebenya
Mabena Hlumbane
Rosanne Naidoo
Mlungisa Siwisa
Thozama Ngqongwana
Sibusiso Sibisi
Musawenkosi Mthembu
Leon Kriek Northern region
National awards Winner
Field Administrator
Regional Secretary
Regional Trainer
Regional General Manager
Channel Head award
Francis Potgieter
and Meshack
Moonsamy
Marchelle Fitchet
Michelle Ebersohn
Hillary Hack
Silvan Moodley
Region
Eastern Cape
and KZN 2
Eastern Cape
Eastern Cape
Eastern Cape
Back-office
Processing
Top Sanlam Affiliated Intermediaries
Hilary Kramer Northern region
Buyiswa Mgolozeli Western Cape
Charmaine Engelbrecht Northern region
Administration
Mygirl Sekele Northern region
Christa Boshoff Broker Support: Cape Town
Leon Kriek
Ashnee Moodley
Peter Paul
Rianda Fourie
I N F O R M AT I O N S E C U R I T Y
THE BUSINESS
lock
and key
Under If information is lost or
stolen it poses a threat to
Sanlam and its clients – this
is why Sanlam Personal
Finance (SPF) places so
much value on securing its
information assets. Here’s
what you should know
about information security
at SPF.
I
n today’s world, financial data and personal
information are stored electronically. SPF
needs to understand the security threats
associated with information technology (IT)
and ensure that the IT systems are secure. We
spoke to Waseem Rhoda, Information Security
Officer: SPF IT, about the various factors that
impact information security.
Something phishy?
Phishing typically involves the use of email
messages that claim to come from legitimate
businesses one might deal with, such as banks.
The messages look authentic and usually ask
for verification of certain information, such as
account numbers and passwords. Unsuspecting
Information Act (Popi) is imminent (12 to 18
months) and South African businesses must be
prepared. Popi aims to formalise how corporate
entities access and secure consumer information
to protect the integrity and sensitivity of private
information. Entities operating in sectors that
request personal particulars – such as SPF – will
be required to carefully manage the data capture
and storage process.
The penalties for non-compliance with
the Popi legislation will reportedly be harsh.
Entities that are unable to meet Popi’s
guidelines could face fines of up to R10 million
or 10 years in jail, and will certainly suffer
reputational damage.
In preparation, organisations need to
identify tools that will aid in securing sensitive
information according to Popi’s requirements.
Sanlam has a Group-driven programme
specifically focused on Popi. ‘Popi involves
more than an IT risk; it is a business risk.
Workshops have been held and a number of
risk assessments have been done to identify
the affected information resources, and then
to identify the actions required to mitigate
the risks.’
recipients may respond to them, resulting in
financial losses and other fraudulent activity.
‘Many people receive phishing SMSs,’ says
Waseem. ‘An example of a recent one I know of
says: “You have been drawn in a Rica reward.”
The fact is nobody gives money away for Rica
registration.’
According to Waseem, phishing syndicates
do their research. ‘In a lot of cases, the
syndicates already know a lot about you. They
determine who they want to target based on
the profile they have built about you through
social media.’
What’s Popi?
The implementation of the Protection of Personal
Modern watering hole
• Legitimate businesses and financial institutions will hardly ever ask for
personal information via email. If you receive such a request, call the
organisation and ask if it is legitimate or check its legitimate website.
• Look for misspellings and bad grammar. And if the email refers you to a
website, look carefully at the URL (website address). URLs can be disguised
by substituting similar-looking characters.
• Waseem recommends downloading antivirus software and keeping it
updated.
• And finally, Waseem points out that ‘if something seems too good to be true,
it is’ – such as being offered money for nothing.
IMAGES JÉAN DU PLESSIS
Tips against phishing:
‘Social media is the watering hole of the
modern world – we all meet there and share
our stories. What we need to remember is that
the predators are also at the watering hole.’
Social media platforms such as Twitter,
Facebook and LinkedIn are being used
increasingly by enterprises and their employees
to engage with customers and build their
brands. However, there are real risks in using
social media, ranging from damaging the brand
to exposing proprietary information.
Even the most responsible employees have
lapses in judgement or behave emotionally.
If an indiscreet comment is made on a workrelated social media account, it’s out there and
cannot be deleted.
Sanlam’s new consumer device policy
‘Use of mobile devices is increasing, including
a bring-your-own-device trend at workplaces.
All this results in a need to manage new threats
as we experience more and more blurred lines
between access and governance,’ says Waseem.
Employees download dozens of mobile
apps – but the world of mobile devices
has many vulnerabilities, says Waseem.
Many applications carry malicious software,
some designed to reveal the user’s private
information to a third party or even
impersonate the device owner.
To enable employees to access corporate
communication in a highly secure manner, as of
October 2013, Sanlam introduced the consumer
device policy. According to this policy, any
mobile device (tablet or smartphone) used
Waseem on his
balance ball.
for work or to receive Sanlam emails has to be
registered with the IT department and must
comply with the new security policy.
In line with this policy, there are various
security measures for the information on your
mobile device. Setting a four-digit passcode is
the first line of defence.
Other measures include the ability to ‘wipe’
all the data off the device should you lose it
or should it get stolen. ‘People can become
very defensive about their devices without
understanding the value of the data they may be
receiving from within the company. We need to
ensure this information is protected and we need
to be able to remove the information if your
device is lost. This will protect your personal data
as well,’ explains Waseem.
Technology is a huge enabler, but also a
huge threat. ‘For a company as big as Sanlam,
information is everywhere and applications are
interconnected. This makes it very challenging
from an information security perspective. We
need to understand what all the risks are.’
Waseem’s top five social
media tips
1. Lock down your social media profile and
device.
2. Use a strong password and use different
passwords.
3. Don’t post anything in an emotional state;
this has caused many professionals to lose their
credibility and many more to lose their jobs.
4. Don’t post or discuss company information via
social media unless you are authorised to do so.
5. Don’t want the world to know about it? Then
don’t post it in social media.
THE PEOPLE
CSI
Sharing the caring
Staff members went all out to spread hope,
support and love through SPF’s corporate
social responsibility initiatives in 2013.
W
ithin the South African context, corporate social investment (CSI) has a
pivotal role to play in bringing about meaningful transformation to the
benefit of all, says Rene Hesqua, Head: SPF Distribution Human Resources.
‘The social needs facing our country are substantial and it is a moral duty for
big businesses to make a difference by supporting projects that benefit historically
disadvantaged sections of our society,’ she adds. ‘Our staff have been unwavering in their
commitment to providing hope, support, love and positive energy to those in need.’
There are typically 8 766 hours in a year, but those hours pass swiftly for busy people.
Despite their often demanding diaries Sanlam Personal Finance (SPF) staff members spent
a total of 3 075 hours – that is 35% of the hours in a year – on a range of CSI programmes
throughout South Africa.
Here are some of the remarkable initiatives SPF’s businesses embarked on up to
October last year.
Sello Tshukudu, Financial Adviser
of SFA North West (in blue), with
learners of the Diphalane Primary
School, who received five computers
from SFA North West.
ACTUARIAL
Developing leaders
The business participated in Operation Hope and Sanlam’s Back-to-School
Executive Project. Staff members were also involved in the Symphonia
Partnership for Possibility, which sponsors leadership training for school
principals. Two actuaries provided expertise and support and the business
funded the training of two headmasters, amounting to R76 000.
BACK-TO-SCHOOL EXECUTIVE PROJECT
Upgrading tech
Facilities at Goudini High School in the Western Cape were upgraded over a
three-year period. A vacant library was converted to a media centre, while flatscreen PC monitors and a Microsoft license for all PCs were donated. The group
also installed a new security gate to secure the entrance to the media centre,
and clothing and R40 000 were donated to the school’s feeding scheme.
BROKER DISTRIBUTION
Caring for young and old
The various regions were involved in a number of CSI initiatives across South
Africa. A total of R8 175 was raised for St Thomas Child and Youth Care Centre
in KwaZulu-Natal, while R76 610 was divided between the West Rand School
for children with special needs and Kowa Pienaar Old Age Home on the East
Rand. A total of R18 000 was raised through a golf day by the Midlands Broker
Distribution team and distributed among three beneficiaries – Petunia Secondary
School’s feeding scheme in Bloemfontein, and the Bophelo Health Care Centre
and Yade Caring Action, both centres for people with disabilities.
DISTRIBUTION ACADEMY
Sponsoring school
Mnce Wambi and Neliswa
Mkonto of SFA South-eastern
Cape with a learner from the
Aurora Special Care Centre.
Staff members took part in fundraising initiatives amounting to R65 388, while
R21 950 was collected in sponsorships that were channelled to Ethembeni School
in KwaZulu-Natal.
DISTRIBUTION OPERATIONS
Ensuring care
Through this business unit’s CSI-Compass initiatives, sponsorship in excess of
R400 000 was secured. Distribution Operations’ 11 beneficiaries include the
Umthi Special Care Centre for children with Down’s syndrome, the KwaZuluNatal Association for Persons with Physical Disabilities and the Childhood
Cancer Foundation (CHOC) Tygerberg.
Overview
DISTRIBUTION PROSPECTING UNIT
Hearing help
The business unit donated audiometry equipment to the Carel du Toit Centre in
Cape Town for children who are hearing-impaired. The centre provides extensive
audiology services such as fitting babies with hearing aids as well as speech and
occupational therapy.
IMAGES SUPPLIED
SFA Northlands
donated 84
pairs of school
shoes to
learners of
the Duma
Primary School.
The Job Shimankana Tabane
Provincial Hospital was in
dire need of renovation and
staff members from SFA
North West pulled out all the
stops to give the hospital
a fresh coat of paint. From
left are Lawrence Kgotleng,
Tshepo Gonyane, Lesego
Mekgwe, Tinyiko Mabunda,
Nancy Ramosepele, George
Khutswane and Sello
Tshukudu of SFA North West
with a nurse from the hospital.
‘SPF is committed to being a responsible and contributing
corporate citizen. Our strategy for community involvement
is therefore designed to enhance the relationships
between our organisation and the communities in which
we operate and be an added platform to communicate the
brand values and vision to key stakeholders. CSI is about
good governance and social investment beyond the work
performance in our offices.’
SPF’s vision for
corporate social responsibility
To engage people, inspire
them and activate positive
change in their lives promoting
health and well-being.
THE PEOPLE
CSI
TC F
Standing (from left) are Luthando Vili, Tammy
Govender, Christien van Niekerk, Patricia Dhlamini,
and Colleen van Tonder of Sky Solutions with a teacher
and children from Sparrow Rainbow Village.
Abigail Carollissen of
Sanlam New Business with
a boy from the St Joseph’s
Home for Chronically Ill
Children.
Presentation keeps
TCF top of mind
Treating Customers Fairly (TCF) is a
TO-DO LIST
business imperative in clear alignment with MANAGERS If the presentation
is not already saved on your
Sanlam’s established strategy of clientcomputer, you may access the
centricity. To this end, a presentation was
presentation on the intranet at http://
intranet.sanlam.co.za/pages/raw/flash/tcf/tcf.mp4.
developed that positions TCF within the
Use it to inform and educate your staff about TCF
Sanlam context.
and Sanlam’s approach.
Children from the
Ethembeni School in
KZN with gift packs
from SPF Distribution
Academy.
Staff members
of Sanlam Sky
Solutions brought
joy to children
from the Roly
Poly Crèche with
Christmas gifts.
Standing (from left) are Elmi Gous,
Dineo Nkosi, Robyn Levitt, Thabisile
Ngomezulu (seated) and Nobunhle’s
mother with Nobunhle and her cousins.
Staff members of the
St Joseph’s Home
for Chronically Ill
Children with
Myda Slabbert (left)
and Amelia Human
of New Business.
T
his presentation was emailed to managers across the business in
November so they could use it to engage their staff on what TCF
means in each business area. Managers were encouraged to save
the presentation on their computers.
The Sanlam TCF project aimed to have the TCF initiatives identified in the
gap analysis implemented by 2014. However, it is important to remember
that TCF is not a one-off implementation but rather a central cornerstone of
how we do business – and this requires continuous implementation.
IT
Cosying up
IT staff members paid it forward at John Ramsay Secondary School in Bishop Lavis
in the Western Cape. Initiatives included the upgrading of facilities, donation of PCs,
redesigning the school emblem, and collecting blankets, beanies, scarves and gloves
through a Winter Warmers campaign. In addition, two wheelchairs were donated to
the Bishop Lavis Development Forum. Staff members also volunteered to help with
the restoration of a soon-to-be-registered house of safety in the area.
At the back (from left) are Nicole
Smith, Imthiaz Ally, Anthony
Heynes, Saf Khan, Randall
Benjamin, and Pierre Jordaan.
In front are Ashley Frantz, Nevilline
Vorster, Candice Lazarus, Zahirra
Adam, Mariette Nosworthy
and Jenni Bester, all from SPF
Distribution, and Michele du Toit and
Natalie Arendse, both from the Carel
du Toit Centre. Kneeling are Wesley
Foentjies and Emeraan Sadick.
NEW BUSINESS
Helping the less fortunate
Staff members participated in the refurbishment of the St Joseph’s Home for
Chronically Ill Children in Bishop Lavis to the value of R10 587,25. Other initiatives
included fundraisers for and donations to Tembaletu School in Guguletu, which
provides a home for children with disabilities from previously disadvantaged areas.
Making sense
The business unit got involved with literacy and numeracy projects at Rainbow
Primary School in Delft in the Western Cape. Staff members volunteered to give extra
classes in maths, Afrikaans and English and took part in a cleaning exercise to promote
hygiene among learners.
SANLAM DIRECT
Enhancing health
A total of R15 000 was raised for Lentegeur Hospital in Mitchells Plain, Cape Town,
through initiatives such as food sales, a karaoke evening and pool competitions.
SANLAM FINANCIAL ADVISERS
Spreading goodwill
The various regions throughout South Africa raised more than R100 000 which benefited,
among others, Job Shimankana Tabane Hospital in Rustenburg, Aurora Special Care Centre
in Port Elizabeth and Prinshof School for the Visually Impaired in Pretoria.
STAFF If your manager has not already done so, ask
your line manager to go through the presentation
with you to ensure you have an understanding of the
TCF principles and what is required of you. Or you
can access the presentation on the intranet at http://
intranet.sanlam.co.za/pages/raw/flash/tcf/tcf.mp4
and discuss it with your line manager.
Have you
ever seen such
satisfied smiles?
These clients
bought Sanlam
products that
they actually
need!
Reach for a dream
Reach for a Dream fulfils the dreams of children fighting life-threatening illnesses.
Nobunhle, a girl from Sebokeng who is being treated at the Johannesburg General
Hospital, had a wish – to have a princess party for her third birthday. Sanlam Sky
Solutions held a raffle to raise funds for the party as well as gifts for Nobunhle.
Altogether R25 700 was raised for refreshments, décor and birthday presents.
Nobunhle had been on chemotherapy for five months but it did not have the desired
effect. She was scheduled for surgery the day after the party to remove a brain tumour.
SPF CLIENT CONTACT CENTRE
Growing children
More than R100 000 in funds and goods were raised for the SA Children’s Home in
Cape Town, including a school intercom system valued at R39 705, fencing, safety
training and school clothing. In addition, donations to the value of R46 191 were made
to Klipheuwel Primary School, including a software program to assist children with
learning for the school’s computer laboratory.
ILLUSTRATION FRANS GROENEWALD
POLICY, CLAIMS & ADMINISTRATION
THE BUSINESS
It’s not a Colgate
smile. It’s a
Sanlam smile …
TCF outcome: Products and services marketed and sold
in the retail market are designed to meet the needs of
identified customer groups and are targeted accordingly.
THE PEOPLE
A D E L AA R S
doesn’t look right, I know exactly where to
find the mistake.’
Christopher believes in a balanced
lifestyle, and allows for enough leisure
time in his life. Without it, he believes, it is
virtually impossible to remain enthusiastic
and give your best every day after years in
the same job.
He is a man of many talents. His list of
hobbies includes practical pistol shooting,
‘Being
a successful
adviser requires
hard work,
discipline,
commitment
and
perseverance.’
Born to fly
Christopher van Zyl is not only soaring in his microlight, but also on
his Adelaar wings, recognising his achievements as an adviser.
F
rom a young age Christopher van
Zyl, Senior Financial Planner of VIP
BlueStar Knysna, dreamt of flying. In
2006 he received his first set of ‘wings’ when
he was awarded the prestigious Gold Eagle.
One evening, two years later, he told his
wife, Anne-Marié, he thought it was time to
learn how to fly. He obtained his pilot’s licence
that same year. In October this year he received
another set of wings when he was rewarded
with Adelaar status for 27 years of commitment
and hard work.
When he takes on a task it is never with
a reward in mind. But with an Adelaar behind
his name he cannot help but tackle each day
with renewed vigour and enthusiasm, he says.
‘Apart from mercy from Above, being a
successful adviser requires hard work, discipline,
commitment and perseverance. But other
factors such as the trust, appreciation and
loyalty of long-time clients and the joy of being
able to help others and get their financial affairs
in order also serve as motivation.’
One of the most important characteristics of
a good adviser is the ability to listen and learn.
Sanlam provides highly effective equipment
and tools such as the analysis program S.net,
but they are of no use unless you know how to
apply them in practice.
As he knows the program by heart, he
says, ‘I call myself the master of S.net. If, after
an analysis, I press a button and the answer
hunting, flying and photography. But nothing is
more therapeutic than soaring high above the
earth in his microlight. ‘I fly like other men play
golf,’ he says jokingly.
His advice to the youth is to work hard,
treat others with respect and make good use
of your time.
‘Be fearless and pursue your dreams. But be
careful you don’t realise with a shock one day
that you’ve forgotten to plan. No one knows
what the future holds. Start saving from the
time you receive your very first salary, because
then it won’t be so difficult to put aside a
portion of your money every month.’
Christopher has not forgotten about the
future. His next challenge is to give wings to
his BlueStar business as soon as possible by
establishing it as the best of its kind in the
Southern Cape. After all, he is an Adelaar.
LESSONS HE HAS LEARNT
1. Hard work is always rewarded.
2. Clients usually follow your advice, so use your
influence in a positive way.
3. Always keep your word – make sure the reward is
greater than the promise.
4.There is no substitute for honesty.
5.Respect everyone who crosses your path; be
humble and grateful.
6.Surround yourself with friends and colleagues
who have the same values as you.
7.Be shamelessly passionate about what makes
you happy and use it to clear your head.
Making
the
most of
natural
talent
Former pharmacy student Monti Coetzer,
who was awarded a 1-star Adelaar in
November last year, talks about what
makes him a successful adviser.
M
onti Coetzer, Principal: Point Blue BlueStar in Pretoria,
believes success follows good marketing. ‘The Lord gave each
of us a talent and my biggest advantage is that I have been
given the talent to market,’ he says about being awarded Sanlam’s 18th
1-star Adelaar in November last year.
Monti did not always cherish his talent and it was while he was
studying for a BPharm degree that his marketing skills took shape.
‘When I was a student at North-West University I spent every
weekend and holiday selling every product imaginable.’ If something was
up for retail he would take up the challenge, and the products he peddled
ranged from chess tables to teddy bears.
Today he regards these forays into the world of marketing as early
signs of his true calling. However, it was his ‘amazing wife, Estelle’, an
industrial psychologist, who helped him to realise it.
People’s person
‘I will always be thankful to her,’ he says. ‘If it was not for her, I would
never have been at Sanlam.’ Then he adds, ‘I am a people’s person, and
a much better marketer than I would have been pharmacist!’
Monti says it feels slightly unreal to have been awarded a 1-star
Adelaar. ‘I do not think it has hit me yet! I am grateful and it is a
wonderful feeling.’ While it is every adviser’s dream to reach the
Adelaar level, being awarded the 1-star feels truly special, he comments.
Positive attitude
He believes specific goals, product knowledge, constant training, and
the trust of the client coupled with optimism are crucial in his profession.
‘You must always radiate a positive attitude, especially when dealing with
clients,’ he says. ‘That and offering the client more than he or she expects.’
Monti says Sanlam is one of the main players enabling him to excel
in his job. The company has a strong and respected brand that ‘makes
marketing much easier’. It also facilitates many exceptional experiences
for financial advisers.
‘My best memory is my first Komkamp overseas, 16 years ago.’ While
it was an opportunity to experience Portugal, he valued the privilege of
being among peers – all top advisers – much more. ‘I remember vowing
never to miss another Komkamp … and I have not since!’
Monti with his wife,
Estelle, and children,
Jayden (15) and Danielle
(12), relaxing at home.
Father figure
Monti’s family – Estelle, Jayden (15) and Danielle (12) – are very
important in his life, and he ensures that every minute spent with them
is precious. Weekends together and gaming are among this family’s
favourite pastimes.
‘My dad set the example for me,’ he says. His father, a former tobacco
farmer, is also a qualified draughtsman. These days, at 80, he faithfully
heads for the office every day. Monti strives towards the same values.
‘I want to be that example for my kids … to show them what it means
to be steadfast and hard-working.’
MONTI’S POSITIVE PHILOSOPHY
• Stick strictly to your goals.
• Know your products.
• Surround yourself with positive people.
• Ensure that your staff members offset your
shortcomings.
THE PEOPLE
S A N L A M A DV I S E R S F O R U M
AC H I E V E R
On top of
the world
Put interests
of others
first
Financial adviser Jurie Schoeman applies
the self-discipline acquired in the martial art
of ju-jitsu to his business and professional life.
Just what is ju-jitsu?
Ju-jitsu is a form of martial art originally developed among Japanese samurai warriors. A kind of
close combat to defeat an armed and armoured opponent, ju-jitsu means techniques applied in a
gentle, soft, supple or yielding way, using the opponent’s energy against him rather than your own.
Jurie practises a type of ju-jitsu called Morganti, which is one of many variations of the martial art.
The Morganti school involves several techniques, such as stand-up combat similar to kick-boxing,
throwing moves as in judo and engagement on the ground, or grappling. ‘It is here on the ground
that one tricks the opponent with different grips and techniques,’ says Jurie.
J
He trains for four hours a week and enters
competitions from time to time. He also plays
golf when the opportunity arises and has a
gym membership ‘that is not used too often’.
Firm focus
Jurie is currently qualifying to be a Certified
Financial Planner (CFP). He explains that joining
Cultura BlueStar, where his father, Johan, is the
principal, almost came as a natural extension
of growing up. His family has been in financial
planning and it has been around him all his life.
He followed suit.
Jurie believes in always giving quality
advice to his clients. ‘I strive towards this rather
than painting castles in the sky.’
He has a firm goal for his career. He
wants to become successful and financially
independent – and the skill and self-discipline
acquired through ju-jitsu will no doubt help him
to achieve this. Ju-jitsu requires exceptional
levels of mental and physical control. To
be successful in the art calls for dedication,
perseverance and discipline – the very
trademarks of successful financial planning.
Asked whether he applies any of the
techniques acquired in ju-jitsu in his work, he
deadpans: ‘No. I do not want to hurt my clients
or scare them off.’
Wimpie Jonker,
Chairman: SAF.
udging by financial and marketing targets, 2013 was another successful year for Sanlam.
But are these the only criteria for success? Definitely not. We should not strive only
to achieve personal goals, but also pay attention to our conduct towards colleagues,
management and people who report to us. This year, let us strive always to take others into
consideration and put their interests first.
BlueStar businesses present ideal opportunities for you, along with other advisers and
support staff, to focus on the interests of others rather than your own and by so doing aim to
achieve your own success and goals. However, the changes announced by Sanlam Financial
Advisers (SFA) at the end of 2013 with regard to advisers’ relationships with their clients
after retirement, inevitably means that advisers who are not yet functioning within BlueStar
businesses should again consider doing so.
SAF would like to urge those advisers to discuss the matter with colleagues and management.
Make sure you make an informed decision. But it is also a fact that the BlueStar concept does not
suit all advisers and that SFA will have to take this into account in its business plan.
READ
INSIDE SPF AND
Amawina accolades
Sanlam Sky Solutions announced its overall Amawina winners for 2013
at the last staff feedback session of the year. The Amawina rewards
and recognition programme gives administrative staff the chance to
nominate their peers and acknowledge good work done.
The programme is a quarterly incentive, but annual winners are
announced at the end of each year. Each winner received a framed
certificate and R20 000.
The overall winners in the three categories are:
JURIE’S PHILOSOPHY
Jurie follows three truths in his sport
and his career:
• Don’ttakeanything
personally.
• Berealisticandhonestwith
yourself and when dealing
with clients.
• Ifyouarescared,don’t
show it – the other person is
probably scared too.
WIN
Two lucky readers will each win a R500 Woolworths voucher.
All you have to do is read this issue of Inside Sanlam Personal
Finance and answer the following three questions:
1.
For which category did Dorea Ozrovech win an
Activator Award?
2. Who is SPF’s National Chief Underwriter?
3. In which year did the Financial Services Board
introduce the Treating Customers Fairly
framework?
IMAGES SUPPLIED
‘I practise ju-jitsu for
self-development,
not for the rewards.’
Wimpie Jonker, Chairman: Sanlam Advisers Forum (SAF), writes:
IMAGE INGA HENDRIKS
J
urie Schoeman,
Independent
Financial Adviser
at Cultura BlueStar
in Rustenburg,
walked away with
the crown in his
weight class at the
2013 United Nations
of Ju-Jitsu (UNJJ)
Championships
held in Ekurhuleni
in October.
Although
regarded as a
world champion
in the demanding
martial art of ju-jitsu,
Jurie is self-effacing.
‘No,’ he counters. ‘Rather say I won the
championship in my weight class on the day.’
The term ‘world champion’ is too loosely
bandied about, he maintains. He thinks it is
being taken out of context.
However, the fact remains Jurie emerged
as the winner at the UNJJ championships. Six
nations, including the USA, Great Britain and
Germany, competed.
Jurie’s interest in the martial art started
five years ago. ‘I practise ju-jitsu for selfdevelopment, not for the rewards … It is
nice to win, but I am not trying to impress
anyone,’ he says.
THE BUSINESS
INNOVATION
MICHELLE
EBERSOHN
REGIONAL
TRAINER
LEADERSHIP
SEEMA
SUNDARJEE
ACTUARIAL
CONSULTANT
CLIENTCENTRICITY
ZANDILE MDLULI
MARKETING AND
COMMUNICATIONS
CONSULTANT
The competition closes on 7 February 2014. Email your
answers to editor@insidesanlam.co.za. Winners will be
notified by email.
Congratulations to the previous winners, Yvonne Kotzé
and Junia Busang.
G L AC I E R BY S A N L A M
TO P AC H I E V E R S
THE PEOPLE
Active citizens can
make a difference
ACTIVATOR QUARTERLY WINNERS
Go the extra mile
Our three third-quarter Activator winners truly live Sanlam’s client-centric values.
ENERGIZER AWARD
MICHELLE REICHERT
PRODUCTION SUPPORT
ASSISTANT: SPF CCC
ZEENATH KHAN
SALES SUPPORT ASSISTANT:
DISTRIBUTION OPERATIONS
Zeenath never complains when extra duties are assigned to
her and she displays a passion for assisting her colleagues. She volunteered
to take responsibility for her division’s corporate social responsibility
project, organising functions and fundraisers. Despite taking on additional
responsibilities, Zeenath manages her own portfolio in a diligent manner.
She also views her colleagues as clients and treats them with respect.
Under Dorea’s capable leadership, the Ombudsman for Longterm Insurance named SILSS: Client Relations, responsible for
Individual Life complaints, as the department in the insurance
industry that supported them the best over a 10-year period.
Dorea was also the driving force behind using Treating
Customers Fairly (TCF) principles in complaints handling, long
before the Financial Services Board officially launched it.
The fact that she was co-opted to attend the conference of
the International Network of Financial Services Ombudsman
Schemes in Taiwan in 2013 is further proof of the high esteem
in which Dorea is held.
She represents Sanlam at an external level, managing
media complaints and complaints on the Hello Peter website.
Dorea also serves as the chairperson of the Ombudsman
Committee.
EAGLE AWARDS
NOVEMBER ADVISERS
GOLD
Henry Schamrel South-eastern Cape
Jan Pienaar Bloemfontein
Uys de Vos from
Namibia qualified
for an Adelaar in
December. Here are
the winners of Eagle
awards in November
and December.
SILVER
Pierre van Zyl Prosperitas
Thys Swart Keletso
Mongameli Kwaza East London
BRONZE
Novellan Juries Overberg
Elsabé Watt South Vaal
Liezl Jansen van Rensburg Bloemfontein
Franc Malan Constantiakloof FA
IRON
Waldo Liebenberg Highveld
Janet Matthee Highveld
Pieter Steyn Highveld
Francois Pieterse Overberg
Emily Whitten Kimberley
Anitha Bechoo Optimum Fin Solutions
Albert Claassen Sanlam ICS
Gordon Menton Southern Cape
From left are Michael Lalor,
Elias Masilela and Tony Leon.
DECEMBER ADVISERS
ADELAAR
Uys de Vos Atlantic, Namibia
GOLD
Dolf Dorksen Platinum
SILVER
Heleen Labuschagne North-North West
Nic du Plessis Platinum
Talita Broeksma South-eastern Cape
BRONZE
Shalen Singh Professional Fin Services
Johan Brits Platinum
REGIONAL GENERAL MANAGERS
GOLD
Ian Torlage Gauteng North
SILVER
Willem van Zyl Northland
IRON
Thuthuka Gumede Gauteng Central West
BUSINESS/AREA MANAGERS
GOLD
Carel Thomas Bloemfontein
Otto Schulze North-North West
Frans Lintvelt Northern Cape
André Bouwer Keletso
SILVER
Teresa de Quintal
Professional Fin Services
BRONZE
Jan Muller South-eastern Cape
An annual swimming event went
green in South Africa’s freshest dam.
IRON
Mags Moodley Infinite Fin Solutions
MARKET SPECIALISTS
IRON
Chris Grimbeek South-eastern Cape
Bennie Coetzee Northland BlueStar
André Brunette Platinum
DEVELOPMENT MANAGERS
IRON
Nowlan Isaacs South Vaal
BUSINESS DEVELOPMENT MANAGER
IRON
Drinie Posthuma South Vaal
G
lacier by Sanlam and Time
magazine held the third of
their discussion forums, [THE
INSIDERS], at The Table Bay Hotel in Cape
Town in late October 2013.
Tony Leon, former leader of the DA,
Elias Masilela, CEO: Public Investment
Corporation, and Michael Lalor, Director:
Strategy and Innovation at EY, gave insight
into the challenges and opportunities
currently facing investors in South Africa.
Lerato Mbele, BBC presenter and
correspondent, moderated the lively debate.
Some of the pressing challenges facing
the country are labour unrest, a 25%
unemployment rate, low growth, a rising fiscal
deficit and unbridled spending and corruption.
The panel members agreed that
government’s National Development Plan
(NDP) is an ambitious document, but also
that implementation is key. No plan is
ever perfect, and if we wait for the perfect
plan nothing will ever get done. To start
implementation, the NDP needs to be
broken down into bite-sized chunks and
results communicated to the public. Panel members were in agreement that
corruption adds an additional cost to doing
business in South Africa because it creates
inefficiency and a climate of uncertainty. The overall sentiment was that South
Africans should not sit on the sidelines,
but rather be active participants in the
country’s future.
Glacier
splashes out
IMAGES GOOGLE IMAGES AND SUPPLIED
Tasked with supporting call and mail-centre agents who
struggle with productivity, Michelle follows a tailormade approach for every individual with whom she deals. She combines
mentoring with recognition, which makes agents feel valued and motivates
them to continuously improve the standard of their work.
With Michelle’s assistance, the productivity of one agent improved from
60% to 101,9% in less than six months.
Members of a panel who discussed the state of affairs in
South Africa recently were optimistic about the future.
DOREA OZROVECH MANAGER:
CLIENT RELATIONS, POLICY
ADMINISTRATION AND CLAIMS AT
SANLAM INDIVIDUAL LIFE AND
SEGMENT SOLUTIONS (SILSS)
IMAGES SUPPLIED
NURTURER AWARD
THE BUSINESS
O
lympic gold medal winner Ryk
Neethling played host as master of
ceremonies at the second annual
Bridge House Mile Swim.
This unique swim, a Bridge House
School initiative held at the Berg River Dam,
is presented by Glacier and supported by
Franschhoek Tourism, Speedo and Pick n Pay.
This year, WWF South Africa also came
on board to offer environmentally conscious
swimmers the chance to show their love of
nature by swimming in support of WWF.
The stunning setting of the Berg River in
This year’s Bridge House Mile Swim supported the World Wide
Fund for Nature (WWF) South Africa.
Franschhoek made for a wonderful family day
out and swimmers of all ages and experience
levels were accommodated in a variety of
categories. Swimmers could choose to swim
in support of WWF in any of the Bridge House
Mile event categories.
Dr Morné du Plessis, CEO: WWF South
Africa, said it was significant to hold the event
at the Berg River Dam because it had the
freshest water of any dam in South Africa. This
created a good opportunity to raise awareness
about fresh water and where it comes from.
Kfm’s Jeremy Harris swam in the Celebrity
Splash, and Amy Kleinhans, former Miss South
Africa and Swim for Nature ambassador,
cheered from the sidelines.
Donna Barnes of Glacier explained
that this Sanlam business already had an
affiliation with WWF in the WWF Sanlam
Living Waters Partnership, which seeks to
promote the sound management of South
Africa’s freshwater and marine resources.
Glacier was therefore proud to be part of the
Bridge House Mile again this year, especially
in the light of the emphasis on freshwater
conservation.
THE
MONTH IN
PICTURES
1
2
4
5
3
1
A soaring success
Sanlam Financial Advisers held a gala event at
the Mount Nelson Hotel in Cape Town where
qualifiers for Adelaars and Gold Eagles received
their awards.
2
3
4
1 From left are André Blignaut, 3-star Adelaar
recipient; Lizé Lambrechts, Chief Executive:
Sanlam Personal Finance; Louis Fouché, 2-star
Adelaar recipient; and Johan van Zyl, Group
Chief Executive. 2 Johan and Judy van Freden
with Gerda and Harrie Tigelaar, a 1-star Adelaar
recipient. 3 Ian and Hettie Torlage, Annatjie and
Martin Steyn, a 1-star Adelaar recipient, and Bella
and Willem van Zyl. 4 Monti and Estelle Coetzer.
He received a 1-star Adelaar. 5 Adelaars Attie
Roeloffze, Gert Roux, Johan Bothma, Cecilia
Rossouw, Theunis Steyn, Dorothy Davis,
Chris Groenewald, Werner Vosloo,
Tos du Toit, Willie Koen, Christopher
van Zyl and PW Wessels. 6 Anel
and Werner Bessinger, a 1-star
Adelaar recipient. 7 Gold Eagles
Gert Hibbert, Massie Smit, Bennie
Pieters, Mukthar Jaffer, Jeán le
Roux, Schalk Rossouw, Willem
Barnard, Annatjie Steyn,
Gert Bezuidenhout,
Johan Rademan, Marius
van Onselen, Jannie
Venter, Johan Krause,
Judy van Freden and
Anthony Dawson.
Long-service celebrations
1 Ina Ehlers, Client Relations Consultant: Sanlam Client Relations (left),
receives her 40-year service award from Dorea Ozrovech, Manager:
Sanlam Client Relations. 2 Carolina Zeelie, Senior Medical Aid Consultant:
Distribution Remuneration Administration (DRA) Adviser Services, Sanlam
Funds and Schemes, receives her 25-year service certificate from her
manager, Kobus Neethling. 3 Vanessa Beetge, Production Coordinator:
DRA Adviser Services, Sanlam Funds and Schemes, receives her 25-year
service certificate from Kobus Neethling. 4 Jim Harmse, Financial Adviser:
North-North West, receives his 25-year service award from Otto Schulze,
Marketing Manager: North-North West. 5 Celebrating a quarter of a century
with Sanlam are Antoinette Dick and Anell Conradie, First Line Managers:
SPF Client Contact Centre (CCC), with Johan Neethling, Operations
Manager: SPF CCC.
Merit Award
Dorette Schlemmert, Personal Assistant: Sanlam
Direct, receives the Merit Award for Excellence
in Training Support from Frederick Stroebel,
Head: SPF Human Resources Learning and
Development. Next to him is Theesan Moodley,
Head: Sanlam Direct.
5
Going Greek
Sanlam Broker Distribution KwaZulu-Natal
held a Diversity Day at which teams were
requested to promote a country linked to
the Western Mediterranean.
6
7
Representing Greece was the Nu-Midlands team.
From left are Daniel Swarts, Broker Consultant;
Raagini Ramanand, Regional PA; Rose-Ann
Bruce, Melony Pillay, Charlene de Vos, Eddie
Milns, Garren Kelly and Adel Meyer, all Broker
Consultants; Nodumo Mhlongo, Graduate Trainee;
and Nereshen Pillay, Regional Manager.
THE PEOPLE
THE MONTH IN PICTURES
Marvel presentation
All aboard for networking
Jacques Coetzer, General Manager: Broker Distribution, was the guest
of honour at BD KwaZulu-Natal’s Marvel presentation.
BD KZN also held the October lucky-draw segment of the Open Fire competition.
With Jacques Coetzer (back row, third from right) are the winners, (from
left) Navin Singh, RM: SBD North Durban; Charmaine van Wyk, Broker
Consultant: BD South Durban; Devan Naicker, Broker Consultant: BD North
Durban; Pravisha Patel, Broker Consultant: BD South Durban; Leigh Zweers,
Broker Consultant: BD Invictus Durban; Nereshen Pillay, RM: BD Nu-Midlands;
Laurette Naidu, Broker Consultant: BD Invictus Durban; Charlene de Vos,
Broker Consultant: BD Nu-Midlands; Greg Moore, RM: BD Invictus Durban; Sean
Moynihan, Broker Consultant: BD South Durban; Jay Deonarain, RGM: BD KZN;
and sitting in front is Jacques Vorster, Broker Consultant: BD Nu-Midlands.
Kobus Swart, Senior RGM: SFA Western Cape, held a networking function on a boat at the
V&A Waterfront.
In front (from left) are Zarita King, Manager: Sanlam Micro-marketing Western Cape; Zani Bruwer
of Stellenbosch High School; Hanlie Wethmar, Regional Worksite Specialist: SFA Western Cape;
Cheryl Steyn of the Businesswomen’s Association; Sandra Napoli, Publisher: Chalkline; Kobus Swart;
Bev van Nijkerk, Segment Specialist: Sanlam Young Professional Market; Esann de Kock, Senior Manager:
Communication, Sanlam Segment Solutions; Robyn Hey of the Businesswomen’s Association; Johan
Viljoen, Publisher: Die Courant; and Louis van der Vyver, Area Manager: Overberg. At the back are Annie
Kloppers of Stellenbosch High School; Kobus Meyer, Publisher: Northern Bulletin; Joseph Bushby,
Publisher: Winelands Echo; Mariëtta Marx, Development Manager: Sanlam Global BlueStar Unit; Christa van
Rooyen, Editor of SA Fruit Journal; Willida Peach, Publisher: Chalkline; Cathy Stagg, Assistant Editor: Cape
Community Newspapers; Erna Rossouw, Business Development Manager: Sanlam Prosperitas Unit; and
Francois Snyman, Publisher: Witzenberg Herald.
Having fun at the event are (from left) Zinhle Kunene, Graduate Trainee Broker Consultant: BD
Invictus Durban; Ravin Govender, Broker Consultant: BD Invictus Durban; Jacques Coetzer; Bronwen
Abrahams, Administrative Assistant: BD KZN; Jay Deonarain, RGM: BD KZN; and Virekha Siusanker,
PA: BD Invictus Durban.
Cheers everyone!
Sanlam Broker Distribution KwaZulu-Natal
hosted a client whisky tasting evening in
Richards Bay.
1
2
2
Winning with Takalani
Sesame Club
The Takalani Sesame Club was able to spread a lot of joy with the
announcement of various winners in the last quarter of 2013. Some lucky
schools and learners won prizes, including a laptop, school fees and
videogame consoles.
1 Takalani Sesame muppets Moshe and Neno surprised club member Refiloe
Motaung (right) with a visit to her school, Tlholo Primary School in Sebokeng.
2 Lucas Finns of Belhar Primary School won the Sony PSP. Here he is (standing,
in front) with (from left) Marchelle Eckleton, Grade 2 teacher; his mother and
sister; and Brian Hendricks, Financial Adviser: Western Cape Growth Market.
Training teams meet at Indaba
The annual Training Indaba was held at D’Aria in Cape Town and attended by 70 Sanlammers
in the training community from all regions.
1 The training team of SPF New Business was named the 2013 Training Team of the Year. In
front (from left) are Madeleine Bester, Ronel Smalberger, Ina van der Westhuizen, Yolande
Schreuder and Muavereen Ruiters. At the back are Robert Goff, Chief Executive: SPF Human
Resources (HR), Heidi Voges, Marchelle Nel and Sonja van Schaik. 2 The 2013 Training
Programme of the Year was the Distribution Academy’s ‘Ethics and Financial Planning Practice
Standards’. With the award are Pascal Lugisani, Regional Account Manager: SFA Gauteng of
the Distribution Academy Midrand; Robert Goff; Stella Arthur, Training Consultant: Distribution
Academy; and Frederick Stroebel, Head: SPF HR Learning and Development. 3 Samantha
Haripal, Team Leader: Sanlam Sky Solutions, receives the 2013 Trainer of the Year award from
Robert Goff.
Four Pretoria-based Sanlam units – Sanlam Distribution Support
(SDS) Pretoria, Sanlam Broker Distribution (BD) Gauteng North,
Sanlam New Business Pretoria and Sanlam Technology Support
Pretoria – joined forces to raise an impressive R30 000 for Alma
School in Pretoria. Alma School is a non-profit organisation for
intellectually and physically challenged children.
Sanlam staff who were at the handover are (from left) Kallie
Jansen van Vuuren, RGM: BD Northern Metro; Nellica van der
Merwe, Sales Support Manager: SDS Gauteng and Free State;
Angie Engelbrecht, Sales Support Assistant: SDS Pretoria; Mariette
Pienaar, Broker Consultant: BD Gauteng North; Janette Moller, Sales
Support Assistant: SDS Pretoria; Johanna Duvenage, Sales Support
Assistant: SDS Pretoria; Neeltjie Botha, Operational Manager:
Sanlam Distribution Operations Support Pretoria; Matthew Kgatle,
Sales Support Assistant: SDS Pretoria and Chairperson of the CSI
Committee; Rynhardt Oosthuizen, Operational Manager: Sanlam
Distribution Operations Support Pretoria; and Gerda Lotter, Sales
Support Assistant: SDS Pretoria.
A stylish BlueStar affair
All night long
Duxfin BlueStar held a stylish function at La Bella Casa Conference Venue
in Wellington. Jeán le Roux, Principal: Duxfin BlueStar, spoke to 100
guests about the services Duxfin provides, ranging from investment and
estate planning to short-term insurance.
Pro-Q BlueStar, based in Mossel Bay, took part
in the annual Cansa all-night relay in Hartenbos
on 9 November. They sold hot dogs and
cupcakes through the night and also took part
in the relay competition, with everyone walking
around the track 41 times.
From left are Jeán le Roux; Jaco Coetzee, General Manager: Sanlam Financial
Advisers (SFA); Anina le Roux, a client; Kobus Swart, Senior RGM: SFA Western
Cape; and Helius le Roux, a client.
3
IMAGES JÉAN DU PLESSIS AND SUPPLIED
1
From left are Harold Diedericks, a client;
Nereshen Pillay, RM: BD Nu-Midlands; Danie
Rademeyer, an intermediary for BD NuMidlands; Daniel Swarts, Broker Consultant: BD
Nu-Midlands; Willem Diedericks, a client; and
Tommy Larken of Brandhouse Marketing.
Joining forces to
support school
From left are Riaan Vermeulen, Principal: Pro-Q
BlueStar; Wilma Prinsloo and Madeleine Taute,
Administrative Assistants: Pro-Q BlueStar; and
Danie Gildenhuys, Associate: Pro-Q BlueStar.
Game for a
celebration
Willie Roux, the recipient of an Adelaar, has
had a 50-year association with Sanlam as
an adviser. Recently he celebrated his 80th
birthday with a few friends from SFA Limpopo
on his game farm outside Polokwane.
Above are Wally Fraser, Financial Adviser: SFA
Limpopo (left), with Willie Roux.
See who has been out
and about the past month.
Share your pictures with
us. Email insidesanlam@
sanlam.co.za
SANLAM
BUSINESS DIRECTORY
BUSINESS UNIT
EMAIL
TELEPHONE
Policies
All policy-related information and
enquiries on existing policies
life@sanlam.co.za
stratus@sanlam.co.za
(for policies that start with 04)
021 916 5000
0860 SANLAM
0860 726 526
Art Gallery
sanlamart@sanlam.co.za
021 947 3359
Claims Contact Centre
deathclaims@sanlam.co.za
claimbenefits@sanlam.co.za
onemedicalplan@sanlam.co.za
021 916 1710
Compliance
complianceoffice@sanlam.co.za
Employee schemes
employeeschemes@sanlam.co.za
021 916 3805
Glacier
client.services@glacier.co.za
English: 021 917 9002
Afrikaans: 021 917 9000
Investor Relations
anneke.leroux@sanlam.co.za
021 947 1873
Multi-Data
multictn@sanlam.co.za
021 947 2117
Sanlam Direct Marketing & Sales
stratus@sanlam.co.za
0860 000 121
Sales-related information: 0860 223 390
Service-related information or information
on existing policies: 021 916 5000
0860 SANLAM
0860 726 526
Personal loans
sanlamnb@directaxis.co.za
0861 08 08 88
Sanlam Business & Professional Markets
cobalt@sanlam.co.za
0860 100 539
Sanlam Collective Investments
service@sci.sanlam.com
021 916 1800/1900
Sanlam Head Office
webmaster@sanlam.co.za
021 947 9111
Sanlam Liquid
liquid@sanlam.co.za
021 916 2100
0860 LIQUID
0860 547 843
Sanlam Sky Solutions
info@sanlamsky.co.za
0861 235 433
Shares
(individual shareholders)
sanlamshares@sanlam.co.za
021 916 3115
Wills
Trusts
Estates
sanlamtrust@sanlam.co.za
021 947 5673
021 947 6355
021 947 6399
Other enquiries
021 947 9111

jaco monti

Transcription

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