Internal AXA Philippines Retail Life Agency Agency Development Manager Handbook

Internal 1. AXA Philippines----------------------------------------------------------Page 3 a. Senior Management Team----------------------------------- Page 4 b. Retail Distribution---------------------------------------------- Page 5 c. Retail Life Agency ---------------------------------------------- Page 6 d. Life Agency Zones --------------------------------------------- Page 7 2. Support Teams -------------------------------------------------------- Page 14 a. Program Development Management (PDM) b. Agency Recruitment Team (ART) c. Agency Strategy ----------------------------------------------- Page 15 d. Distribution Sales Support and Engagement (DSSE) e. Communications, Contests, and Events (CCE)----------Page 16 f. Distribution Analytics Management(DAM) 3. Agency Business Enabler and Differentiators------------------ Page 17 4. Agency Business Drivers --------------------------------------------- Page 18 5. Agency MACC ----------------------------------------------------------- Page 19 6. AXA Distributor Journey/AXA Discovery Day (ADD)------------ Page 20 a. ADM quick guide for ADD ------------------------------------- Page 21 7. AXA Rooke Induction Seminar for Excellence (ARISE)----------Page 24 a. ADM quick guide for ARISE 1 and 2 ------------------------- Page 25 8. Manager Pre-Orientation Program(MPOP)----------------------- Page 26 a. Manager Hiring Program (MHP)----------------------------- Page 27 b. Manager Development Pool Internal (MDP int)--------- Page 28 c. Manager Development Program External(MDP ext)---- Page 29 d. ADM quick guide for MPOP ----------------------------------- Page 30 8. Learning Management System TABLE OF CONTENTS

Internal Established in 1999, AXA Philippines is one of the largest and fastest growing life insurance companies in the country. It offers financial security to more than 1.5 million individuals through its group and individual life insurance as well as general insurance products through its wholly-owned subsidiary Charter Ping An. AXA Philippines is one of the first to introduce bancassurance operations in the country, and is among the pioneers in the investment-linked insurance sector. AXA now offers a complete range of products for all its customers’ insurance and financial protection needs, including savings and investments, health plans, income protection, and health coverage; and through its general insurance subsidiary, Charter Ping An: fire, motor car, marine cargo, personal accident, bonds, casualty, and engineering insurance products. AXA Philippines AXA Philippines closed 2021 with P2.3 billion in consolidated net income from both its life and general insurance businesses. Today, AXA has more than 7,000 financial advisors in more than 40 branches, and 4,000 financial AXA Philippines is a joint venture between the AXA Group, headquartered in France, GT Capital Holdings, Inc. (GT Capital), a leading listed conglomerate in the Philippines, and Metropolitan Bank and Trust Company (Metrobank), one of the Philippines’ largest financial institutions. executives in over 900 Metrobank and PSBank branches nationwide. Charter Ping An, on the other hand, has 21 branches nationwide and more than 900 agents. 3

Internal AXA Philippines Senior Management Team GAEL KATE CALOI ROSE MARIE NANDY CATHY DON Senior Management Team Gael Lapie CEO In-Charge and Chief Financial Officer Maria Faustina Raymundo Chief Distribution Officer Ronaldo C. San Jose Chief Risk Officer Kathleen Driz Chief Operations Officer Cathy Holley-Ordoña Officer-In-Charge – Human Resources Fernando Villar Chief Customer Officer Rosa Maria L. Musico Chief of Commercial Business Carlos Santos Chief Transformation and Technology Officer 4

Internal AXA Philippines Retail Life Agency GEOFFREY TAN Chief Agency Officer DANNY ULANDAY Regional Sales Director Metro Manila ROBERT DELA CRUZ Regional Sales Director Luzon FIDES LIM Regional Sales Director Visayas and Mindanao 6

Internal AXA Philippines Zone 1 (North Luzon) OTREVOR CALASIN Director, Zone 1 Agency Development Managers Name Position Title Dimarucut Berna Agency Development Manager GI Nicolas Ralph Branch Agency Development Manager Ortega Nelmark Agency Development Manager GI Rapanut Maureen Agency Development Manager Tonio Alvin Agency Development Manager Yabut Vanessa Agency Development Manager 7

Internal AXA Philippines Zone 2 (Metro Manila) Agency Development Managers DANNY ULANDAY Director, Zone 2 Name Position Title Domingo Nicy Agency Development Manager Gatus Erika Agency Development Manager Mesa Jemelyn Agency Development Manager Montiel Adamsroe Agency Development Manager Sia Jason Agency Development Manager Torre Ferdinand Agency Development Manager 8

Internal AXA Philippines Zone 3 (Visayas) Agency Development Managers KARO ATILLO Director, Zone 3 Name Position Title Abad Regina Agency Development Manager Baranda Suzy Agency Development Manager Cayayan Nathalie Agency Development Manager Florentino Mike Lead Agency Development Manager Taylor Maria Ellen Agency Development Manager Te Rica Agency Development Manager 9

Internal AXA Philippines Zone 4 (Mindanao) Agency Development Managers GREG NIFRAS Director, Zone 4 Name Position Title Escabarte Ma. Alyssa Agency Development Manager Ilano Cherry Agency Development Manager Pasco Ruben Lead Agency Development Manager Presga Maribel Agency Development Manager Yecyec Aurene Agency Development Manager 10

Internal AXA Philippines Zone 5 (South Luzon) Agency Development Managers LAURENCE TRINIDAD Director, Zone 5 Name Position Title Anonuevo Manny Agency Development Manager Arabia Jay Anne Agency Development Manager Delas Llagas Allen Agency Development Manager Mauleon, Vernon Ace Agency Development Manager Morales Ronniel Agency Development Manager Segovia, Nino Henry T. Agency Development Manager 11

Internal AXA Philippines Zone 7 (Incubation team) Agency Development Managers JANETTE MACAVINTA Director, Zone 7 Name Position Title Ballestero John Christian Agency Development Manager Ilagan Zeus Agency Development Manager Ramchandani Rakesh Agency Development Manager Tejada Vincent Agency Development Manager Vicencio Warren Agency Development Manager 12

Internal AXA Philippines Zone 8 (Binondo) Agency Development Managers SIGFRID CASTRO Director, Zone 8 Name Position Title Aquino Alfie Agency Development Manager Balao Gerard Lead Agency Development Manager Calauad Raymond Agency Development Manager Cornelio Aileen Agency Development Manager David Peter John Agency Development Manager Ramos John Agency Development Manager Sarao Ricci Anne Agency Development Manager Tan Janice Agency Development Manager 13

Internal AXA Philippines Support Teams LALLY DOLOR Director Agency Recruitment Team RUEL PATRIARCA Director Program Development and Management SMTD is a part of Program Development and Management (PDM) team that helps and supports our SMT’s developmental progress that focuses on providing the basic Knowledge, professional attitude including both soft skills and hard skills, essential habits, and tools navigation that are significant in carrying out business goals and directives in partnership with our distributors. We are the best recruitment team in the industry, committed to be the most credible expansion partner to our distributors. We uphold excellence in enabling manpower growth by exemplifying alertness and reliability, thus aspiring the highest level of engagement. 14

Internal AXA Philippines Support Teams EDSEL SALAZAR Director, Agency Strategy MELISSA LUGUE Director, Distributor Sales Support and Engagement DSSE is a team formed to help Distribution deliver the business target anchored through quality and timely Distributor Servicing that comprises of Branch Support, Relations and Incentives and Distributor Care Executives. The team is committed to provide support for every Distributor inquiry logged via AXA Angel. We are also here to provide timely incentive to our Distributors and extends a hand for gaps or challenges there maybe with other backroom support across AXA. Agency’s strategy is geared towards increasing Manpower, activation 15

Internal AXA Philippines Support Teams LIEZEL NOMA Director, Communications, Contests, and Events Distribution CCE is a team under Distribution Shared Services that primarily handles the end-to-end development and management of Distributor Rewards and Incentives (R&I) programs, planning and organization of Distributors events and trips, and the development and release of communication in support of contests, events, and other Distribution initiatives. ANJI CARCAMO Director, Distribution Analytics Management We believe in transforming >[email protected] om Joseph Cruz Jan22 Feb-22 YES Passed Passed Passed YES After the ADD, the crucial part is conversion. ART and ADMs should be equipped with details in monitoring and chasing the recruitment managers. Our goal is to convert ADD attendees into distributors. next step is to help our managers track and invite the attendees to an in-depth discussion of AXA business opportunities and commitment. A regular meeting with the managers will help them track their attendees and guide them through the process. This monitoring sheet is your conversion starter for managers that will help create the habit of right profiling and recruit tracking. ADM call to action: • Use a Conversion Tracking Sheet to engage recruiting managers to properly monitor the conversion of the ADD attendees. • Invite the recruits to attend ARISE. 23

Internal The Distributor Journey AXA Rookie Induction Seminar for Excellence 1 and 2 ARISE 1 prepares the new recruit for the next steps. This is the stage when the ADD attendees decided to cross-the-line. Business details and AXA’s entrepreneurial opportunities are discussed in this seminar. After the session, the recruit is now ready for the next step. ARISE 2 is a continuation of discovering the AXA business opportunities. An in-depth seminar that focuses on commitments, expectations, and onboarding requirements. During this stage, we can clearly see the intention and commitment of our recruit. Our ADMs will be there to support the recruiting managers and their new recruits to ensure a seamless transition. 24

ARISE 1, ARISE 1 and 2 sessions of ART and your respective Zones. 25

Internal Managers Pre-Orientation Program 26 MPOP or Mangers Pre-Orientation Program is designed to orient new manager recruits with their roles and responsibilities as an AXA Manager. ADMs should be well equipped with MPOP materials and have the basic knowledge of how the program runs. The role of a manager is crucial in our AXA Business. MPOP aims to remind them of the following: Execute organizational strategies and support of the overall vision of the company • Communicate the vision to others • Ensure advisor activity supports the vision Help advisors achieve their own goals • Show them that their personal goals aligns with contributing to organizational goals • Support and coach advisors to grow their practice Provide feedback to senior leadership team about the pulse of the industry • Engage in industry wide organizations • Know the competition What Sales Managers Do? 1. Recruit and Select potential financial advisors 2. Train and Develop the performance capabilities of their advisors/partners. • Joint Field Work • Activity management • Compliance management The program will prepare them for your training and development programs and to level off expectations with the manager recruits.

Internal MPOP Quick Guide for ADMs o 12 months training and development program specifically for experienced, successful manager employees from other industries who desire to build their own business with AXA as managers of financial advisors. o While active in the program, the manager will be given a KPI-based allowance to assist him in the development of their own unit. 27

Internal MPOP Quick Guide for ADMs o 12 months training and development program specifically for AXA Financial Advisors who desire to develop their own business further with AXA as managers of financial advisors. o While active in the program, the Financial Advisor will receive a recruitment allowance. 28

Internal MPOP Quick Guide for ADMs o 12 months training and development program specifically for experienced, successful advisors or managers from other insurance companies who desire to build their own business immediately with AXA as managers of financial advisors. o While active in the program, the manager will be earn full overrides and other compensation bonuses. 29

Internal MPOP Quick Guide for ADMs Step 4.1: Conversion (Managers) MPOP or Managers Pre-Orientation Program is designed for manager recruits. Various programs and its qualifications for managers will be discussed. Usually facilitated on a zonal level, ADMs are also equipped to run an MPOP session same with ADD and ARISE. Our objective is to ensure that the manager recruits are fully equipped with the right skillset and knowledge on how to grow their business with us. With the proper mindset and program for them, these future leaders will carry on to be ambassadors of #EveryoneRecruits and ultimately attract the right talents and successfully onboard them. ADM call to action: Keep track of all MPOP materials and updated schedules from ART and your respective Zones. 30

Internal The Distributor Journey Learning Management System (LMS) 31 • Account Name: AXA Philippines • Account Number: 301-5000007 • Register through: https://goo.gl/mysGrq • Concerns: [email protected] It’s time to formally start the training process and invest in the business. But our new recruit must have the right digital capabilities to proceed with our online trainings. Guide them in the LMS payment process and ensure seamless transition in our online courses. To start the process of LMS account creation, a fee of Php 650 will be paid.

Internal 32 LMS Quick Guide for ADMs Step 5: LMS account creation 1. Go to the nearest/most convenient Metrobank Trust Co. (MBTC) Branch. 2. Get a copy of Metrobank’s “Payment Slip” (please find attached SAMPLE copy) and accomplish the required information/details. a. Company Name: AXA Philippines b. Subscriber Name: Name of paying AGENT c. Reference No.: Purpose of Payment (LMS FEE) d. Subscriber No.: 301-5000007 e. Mode of Payment: Cash f. Amount of payment: PhP 650.00 2. Upload a copy of VALIDATED PAYMENT SLIP to LMS Online Request Form for LMS account creation. 3. Submit the hard copy of both LMS fee and licensing fee validated payment slip to Licensing Department for coding requirements. Note: LMS fee will form part of the total licensing fee once the advisor submit the required licensing docs for coding.

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