Divya Tusnial The Woman Who Believes In Venturing Out Of Her Comfort Zone
Divya’s life is a story of an individual who went from a traditional home environment to a competitive professional environment and came out a winner.
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For a woman who had never planned to venture out into the professional world, getting into a predominantly male-dominated profession and mastering it may sound unbelievable at first. But for Divya Tusnial, Executive Life Planner - Tata AIA Life Insurance, overcoming challenges in life was and continues to be exciting. Today, Divya has more than 1000 happy customers who have bought life insurance cover worth Rs. 4,500 crores, making her Tata AIA’s most successful Advisor. It was, however, very different when she started her journey in 2009.
Divya’s life is a story of an individual who went from a traditional home environment to a competitive professional environment and came out a winner. A few years after her marriage, due to unfortunate family circumstances, Divya was on the lookout for a flexible career opportunity, as she had two little girls and thus could not take up a full-day job. She wanted something that could be rewarding enough to hold her interest and support her quest to become a financial partner to her husband.
After attending a Career Opportunity Presentation at Tata AIA Life, Divya sensed that this could be the opportunity she was looking for. She felt that if she worked hard and with sincerity, as a life insurance agent, she would not only become financially independent, but it could also make a name for her and provide immense satisfaction. During her training, she learned that being a Million Dollar Round Table (MDRT) qualifier is the highest honor for an Agent in the life insurance industry. MDRT is the world's leading association of premier financial professionals. She made it her life goal to achieve that. With that determination, Divya completed her first MDRT shortly after joining the Company. From then on, she has achieved five Top of the Table (TOT), one Court of the Table (COT) and five MDRT honors. Among many other awards, in 2018, she also won the ‘Inspirational Agent of the Year’ title at Asia Trusted Life Agents & Advisors Awards.
Like most South Asian countries, in India too, women are seldom consulted regarding financial decisions for the family. And till not so long ago, most were very reluctant to take financial advice from a woman. So, most of her clients were surprised to see a young woman making a mark as a financial advisor.
During her early days, when one of Divya’s customers wanted to make a large investment in life insurance, he also invited two senior male sales executives from other companies to pitch for the business. However, like a true champion, Divya emerged as a winner with her skill, confidence, and clarity of thought. After talking to the customer, she understood that the gentleman was actually looking for solutions for his financial needs, and not specific products that the two executives were trying to sell, without a thought to his actual requirements. She chose to understand exactly what the customer’s requirement was and then proceeded to advise accordingly. She did not push her own agenda but put the customer’s need first.
This initial success gave her the confidence to challenge the traditional practice of not involving women in financial discussions. She began to request for the women of the family to be present during client meetings, especially the wife. Her logic is simple, “If the husband wants the wife to inherit his assets in his absence, how would she know what her husband has planned to leave behind for her or the family, unless she was involved in her family's financial planning?”
Today, when Divya looks back at her decade long journey with Tata AIA Life, she feels proud and happy to have made such a significant contribution to the Life Insurance industry. Not only because she has been a very successful financial professional, but for making a positive contribution to the lives of her customers and colleagues.
“Life Insurance advisory is an excellent profession for those who have faith in their own abilities. It can provide tremendous achievement and self-satisfaction, provided one is sincere and honest in one’s work,” Divya said.