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The importance of setting realistic sales targets

Merlyn Ee, executive director and head of the capital markets intermediaries department of Monetary Authority of Singapore (MAS), speaking at the Association of Financial Advisers congress.

LIKE all other industries, poaching is common business. So it's no surprise that it happens in the business of insuring people, especially in a tight labour market.

Insurance agents or financial advisers are generally paid low basic salaries. The bulk of their income is derived from...