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＜Upper-Intermediate＞ Lesson No.19
Bancassurance Product Development with Overseas Insurance Companies / 海外保険会社との bancassurance 商品開発
０．Greetings & Ice-break (2min.)｜挨拶と導入
0-1 Greetings
Let’s practice a short small talk that you can use to greet a business partner and start building a good relationship.
講師との挨拶を兼ねて、ビジネスパートナーと信頼関係を築くための短いスモールトークを練習してみましょう。
[Tips / 会話のヒント]
・Can you hear me clearly?
私の声はクリアに聞こえますか？
・How's your day going so far?
今日はどんな一日でしたか？
・Talk about one small topic (Work, Weather, News, Hometown, Sports event, etc.)
軽い話題について話しましょう（仕事、天気、ニュース、地元、スポーツイベントなど）
0-2 Introduction
In today’s lesson, we’ll learn about the following situation. Have you ever experienced something similar?
本日のレッスンでは以下のようなシチュエーションについて学びます。同様のシチュエーションを経験したことがありますか？
- If you have experience, please tell us what it was like, what was difficult, or what you learned.
経験があれば、どんな内容だったか、難しかったことや学んだことなどを教えて下さい。
- If you don’t have experience, try to imagine yourself handling that situation in English.
What do you think would be challenging?
経験がなければ、英語でその状況に対応しているところを想像してみましょう。どんなことが難しそうですか？
Situation / シチュエーション
Developing new insurance products with overseas insurers, requiring English discussions on product design, sales strategies, and risk-sharing arrangements.
海外大手保険会社と新しい保険商品を共同開発し、商品設計や販売戦略などの詳細条件を英語で協議する場面です。
1. Read (2 min)｜型を学ぶ
Let's read the following key sentences aloud!
下記の文章や単語を順番に音読しましょう！
1-1 Basic phrases
１．Let me explain our calculation...（当方の試算について説明させてください...）
２．We assessed the cost of...（...の費用を評価しました）
３．We estimated the customer acquisition cost...（顧客獲得コストを見積もりました...）
４．We calculated the ongoing support expenses...（継続的なサポート費用を計算しました...）
５．We can modify our proposal...（提案を修正できます...）
６．If we commit to selling...（...の販売を確約すれば...）
７．We propose a shared risk model...（共有リスクモデルを提案します...）
1-2 Essential words
１．elaborate on（詳しく説明する）
２．assess（評価する）
３．calculate（計算する）
４．demonstrate（示す）
５．modify（修正する）
６．accelerate（加速する）
７．enhance（高める）
８．define（定義する）
９．utilize（活用する）
１０．coordinate（調整する）
2. Try (3 min)｜ロールプレイ練習
Let’s practice the role-play.
ロールプレイの練習をしましょう！
Situation / シチュエーション（Reference again）
Developing new insurance products with overseas insurers, requiring English discussions on product design, sales strategies, and risk-sharing arrangements.
海外大手保険会社と新しい保険商品を共同開発し、商品設計や販売戦略などの詳細条件を英語で協議する場面です。
👨💼【Teacher / Insurance Product Manager】:
Thank you for joining today's discussion. I'd like to address the commission structure for our joint insurance product. Your bank proposed 40 percent of the premium as commission, but our calculation shows 25 percent is the industry standard. Could you elaborate on how you arrived at that figure?
（本日はご参加いただきありがとうございます。共同保険商品の手数料体系について話し合いたいと思います。貴行は保険料の40パーセントを手数料として提案されましたが、当社の試算では25パーセントが業界標準です。その数字にどのように至ったのか詳しく説明していただけますか？）
🧑🎓【Student / Bancassurance Strategy Officer】:
Let me explain our calculation. First, we assessed the cost of training 500 branch staff and maintaining compliance systems. Second, we estimated the customer acquisition cost at our branches. Third, we calculated the ongoing support expenses. These factors justify the 40 percent commission to ensure profitability for both parties.
（当方の試算について説明させてください。第一に、500名の支店スタッフの研修費用とコンプライアンス体制の維持費用を評価しました。第二に、当行支店での顧客獲得コストを見積もりました。第三に、継続的なサポート費用を計算しました。これらの要因により、双方の収益性を確保するために40パーセントの手数料が正当化されます。）
👨💼【Teacher / Insurance Product Manager】:
I appreciate the breakdown, but 40 percent would severely reduce our profit margin. We need to manufacture competitive premiums while covering underwriting risks. Can you demonstrate how this commission level benefits our joint venture in the long term?
（内訳は理解しましたが、40パーセントでは当社の利益率が大幅に低下します。引受リスクをカバーしながら競争力のある保険料を設定する必要があります。この手数料水準が長期的に共同事業にどのように利益をもたらすか示していただけますか？）
🧑🎓【Student / Bancassurance Strategy Officer】:
Understood. We can modify our proposal. If we commit to selling 10000 policies in the first year, we could reduce the commission to 32 percent. This volume would compensate for the lower rate. Additionally, we would invest 200000 USD in marketing to accelerate customer awareness and enhance product visibility across our branch network.
（承知しました。提案を修正できます。初年度に10000件の契約販売を確約すれば、手数料を32パーセントに引き下げることができます。この販売量が低い料率を補います。さらに、顧客認知を加速し、支店ネットワーク全体で商品の認知度を高めるため、200000米ドルをマーケティングに投資します。）
👨💼【Teacher / Insurance Product Manager】:
That's a considerable improvement. However, I'm concerned about the risk allocation. If claims exceed our projections by 15 percent, who bears the additional cost? We need to define clear boundaries before we proceed with the product launch.
（それはかなりの改善です。しかし、リスク分担について懸念があります。保険金請求が予測を15パーセント超過した場合、誰が追加費用を負担しますか？商品発売を進める前に明確な境界を定義する必要があります。）
🧑🎓【Student / Bancassurance Strategy Officer】:
We propose a shared risk model. If claims exceed projections by up to 10 percent, we split the excess cost equally. Beyond 10 percent, your company assumes full responsibility as the underwriter. This approach protects both parties while maintaining appropriate accountability for underwriting decisions.
（共有リスクモデルを提案します。保険金請求が予測を10パーセントまで超過した場合、超過費用を均等に分担します。10パーセントを超える場合は、引受会社として貴社が全責任を負います。このアプローチは、引受判断に対する適切な説明責任を維持しながら双方を保護します。）
👨💼【Teacher / Insurance Product Manager】:
I appreciate your flexibility on the commission and risk sharing. One final point: regulatory compliance. Both markets impose strict disclosure requirements. Can you confirm your bank will handle all customer disclosure documentation at the point of sale?
（手数料とリスク分担における柔軟性に感謝します。最後の点として、規制遵守についてです。両市場とも厳格な開示要件を課しています。販売時点で顧客開示書類をすべて貴行が処理することを確認していただけますか？）
🧑🎓【Student / Bancassurance Strategy Officer】:
Yes, we commit to that responsibility. We will utilize our existing compliance framework and train staff to disclose all product features, risks, and costs clearly. We'll also submit quarterly reports to demonstrate adherence to regulatory standards. This ensures customer protection and reduces legal risks for both organizations.
（はい、その責任を確約します。既存のコンプライアンス体制を活用し、すべての商品特性、リスク、費用を明確に開示するようスタッフを研修します。また、規制基準への遵守を示すため四半期報告書を提出します。これにより顧客保護が確保され、両組織の法的リスクが軽減されます。）
👨💼【Teacher / Insurance Product Manager】:
Excellent. Your proposal addresses our main concerns. Let's proceed with drafting the partnership agreement based on 32 percent commission, the shared risk model, and your compliance commitment. I'll coordinate with our legal team to prepare the contract by next month.
（素晴らしい。貴行の提案は当社の主要な懸念に対処しています。32パーセントの手数料、共有リスクモデル、コンプライアンス確約に基づいてパートナーシップ契約の起草を進めましょう。来月までに契約書を準備するよう当社の法務チームと調整します。）
3. Use (4 min)｜ロールプレイ & 実践（空欄補完）
Let's perform the role-play and fill in the blanks by translating the Japanese into English!
空欄の日本語を英語に訳しながら、ロールプレイを実践してみましょう！
Situation / シチュエーション（Reference again）
Developing new insurance products with overseas insurers, requiring English discussions on product design, sales strategies, and risk-sharing arrangements.
海外大手保険会社と新しい保険商品を共同開発し、商品設計や販売戦略などの詳細条件を英語で協議する場面です。
👨💼【Teacher / Insurance Product Manager】:
Thank you for joining today's discussion. I'd like to address the commission structure for our joint insurance product. Your bank proposed 40 percent of the premium as commission, but our calculation shows 25 percent is the industry standard. Could you elaborate on how you arrived at that figure?
🧑🎓【Student / Bancassurance Strategy Officer】:
Let me ［詳しく説明する］ our ［計算する］. First, we ［評価する］ the cost of training 500 branch staff and maintaining compliance systems. Second, we estimated the customer acquisition cost at our branches. Third, we ［計算する］ the ongoing support expenses. These factors justify the 40 percent commission to ensure profitability for both parties.
👨💼【Teacher / Insurance Product Manager】:
I appreciate the breakdown, but 40 percent would severely reduce our profit margin. We need to manufacture competitive premiums while covering underwriting risks. Can you demonstrate how this commission level benefits our joint venture in the long term?
🧑🎓【Student / Bancassurance Strategy Officer】:
Understood. We can ［修正する］ our proposal. If we commit to selling 10000 policies in the first year, we could reduce the commission to 32 percent. This volume would compensate for the lower rate. Additionally, we would invest 200000 USD in marketing to ［加速する］ customer awareness and ［高める］ product visibility across our branch network.
👨💼【Teacher / Insurance Product Manager】:
That's a considerable improvement. However, I'm concerned about the risk allocation. If claims exceed our projections by 15 percent, who bears the additional cost? We need to define clear boundaries before we proceed with the product launch.
🧑🎓【Student / Bancassurance Strategy Officer】:
We propose a shared risk model. If claims exceed projections by up to 10 percent, we split the excess cost equally. Beyond 10 percent, your company assumes full responsibility as the underwriter. This approach protects both parties while maintaining appropriate accountability for underwriting decisions.
👨💼【Teacher / Insurance Product Manager】:
I appreciate your flexibility on the commission and risk sharing. One final point: regulatory compliance. Both markets impose strict disclosure requirements. Can you confirm your bank will handle all customer disclosure documentation at the point of sale?
🧑🎓【Student / Bancassurance Strategy Officer】:
Yes, we commit to that responsibility. We will ［活用する］ our existing compliance framework and train staff to disclose all product features, risks, and costs clearly. We'll also submit quarterly reports to ［示す］ adherence to regulatory standards. This ensures customer protection and reduces legal risks for both organizations.
👨💼【Teacher / Insurance Product Manager】:
Excellent. Your proposal addresses our main concerns. Let's proceed with drafting the partnership agreement based on 32 percent commission, the shared risk model, and your compliance commitment. I'll coordinate with our legal team to prepare the contract by next month.
4. Challenge (7 min)｜応用実践
Let's perform the role-play and fill in the blanks by translating the Japanese into English!
空欄の日本語を英語に訳しながら、ロールプレイを実践してみましょう！
*Let's practice this part repeatedly until we can speak it smoothly.
このパートはスムーズにスピーキングできるようになるまで繰り返し練習しましょう。
Situation / シチュエーション（Reference again）
Developing new insurance products with overseas insurers, requiring English discussions on product design, sales strategies, and risk-sharing arrangements.
海外大手保険会社と新しい保険商品を共同開発し、商品設計や販売戦略などの詳細条件を英語で協議する場面です。
👨💼【Teacher / Insurance Product Manager】:
Thank you for joining today's discussion. I'd like to address the commission structure for our joint insurance product. Your bank proposed 40 percent of the premium as commission, but our calculation shows 25 percent is the industry standard. Could you elaborate on how you arrived at that figure?
🧑🎓【Student / Bancassurance Strategy Officer】:
［当方の試算について説明させてください。］ ［第一に、500名の支店スタッフの研修費用とコンプライアンス体制の維持費用を評価しました。］ Second, we estimated the customer acquisition cost at our branches. ［第三に、継続的なサポート費用を計算しました。］ These factors justify the 40 percent commission to ensure profitability for both parties.
👨💼【Teacher / Insurance Product Manager】:
I appreciate the breakdown, but 40 percent would severely reduce our profit margin. We need to manufacture competitive premiums while covering underwriting risks. Can you demonstrate how this commission level benefits our joint venture in the long term?
🧑🎓【Student / Bancassurance Strategy Officer】:
Understood. ［提案を修正できます。］ If we commit to selling 10000 policies in the first year, we could reduce the commission to 32 percent. This volume would compensate for the lower rate. Additionally, we would invest 200000 USD in marketing to accelerate customer awareness and enhance product visibility across our branch network.
👨💼【Teacher / Insurance Product Manager】:
That's a considerable improvement. However, I'm concerned about the risk allocation. If claims exceed our projections by 15 percent, who bears the additional cost? We need to define clear boundaries before we proceed with the product launch.
🧑🎓【Student / Bancassurance Strategy Officer】:
We propose a shared risk model. If claims exceed projections by up to 10 percent, we split the excess cost equally. Beyond 10 percent, your company assumes full responsibility as the underwriter. This approach protects both parties while maintaining appropriate accountability for underwriting decisions.
👨💼【Teacher / Insurance Product Manager】:
I appreciate your flexibility on the commission and risk sharing. One final point: regulatory compliance. Both markets impose strict disclosure requirements. Can you confirm your bank will handle all customer disclosure documentation at the point of sale?
🧑🎓【Student / Bancassurance Strategy Officer】:
Yes, we commit to that responsibility. We will utilize our existing compliance framework and train staff to disclose all product features, risks, and costs clearly. We'll also submit quarterly reports to demonstrate adherence to regulatory standards. This ensures customer protection and reduces legal risks for both organizations.
👨💼【Teacher / Insurance Product Manager】:
Excellent. Your proposal addresses our main concerns. Let's proceed with drafting the partnership agreement based on 32 percent commission, the shared risk model, and your compliance commitment. I'll coordinate with our legal team to prepare the contract by next month.
\ If you have some extra capacity, give it a try（余力があればやってみましょう）/
5. Real-world application (5 min)｜実務応用
Let's speak freely with the phrases and flow we learned today. If you can, imagine your real job—it makes practice more effective.
本日学習した単語やフレーズ、会話の流れを思い出しながら、自由に話してみましょう。可能であれば、自身の実務を想像しながら話すと効果的です。
Situation / シチュエーション
Your bank is negotiating a joint insurance product with an overseas insurance company.
The insurance partner questions your proposed commission structure and risk allocation model.
貴行は海外の保険会社と共同保険商品について交渉しています。
保険パートナーが貴行の提案する手数料体系とリスク分担モデルに疑問を呈しています。
👨💼【Teacher / Insurance Product Manager】:
I'd like to understand your commission proposal in detail. Could you explain the basis for your calculation and how it benefits our partnership?
（貴行の手数料提案を詳しく理解したいと思います。試算の根拠と、それがパートナーシップにどのように利益をもたらすか説明していただけますか？）
🧑🎓【Student / Your Role】:
(Free Speaking based on today's lesson)
Hints / ヒント
１． Explain the cost breakdown
２． Describe the volume commitment
３． Clarify the risk sharing approach
４． Confirm compliance responsibility
※This is not a role-play. Please speak until you finish your thoughts.
このパートはロールプレイ形式ではありません。最後まで通して話してみましょう。
6. Wrap-up (2 min) ｜レッスンの振り返り
Let's review today's lesson with your teacher!
今日のレッスンについて講師と振り返ってみましょう！
6-1 Comments from student
・Good points / 良かったところ・上手くできたところ
・Things to work on / 今後強化したいところ
6-2 Feedback from teacher
・Good points / 良かった点
・Things to work on / 今後の強化ポイント
・What to review / 復習ポイント
*6-3 Questions from student (if any)
Japanese translation（日本語訳）
1. Read (2min)（型を学ぶ）｜基本フレーズ
2. Try (4min)（ロールプレイ練習）｜型を使った練習
Let’s practice the role-play.
ロールプレイの練習をしましょう！
3. Use (7min)｜応用
Let’s perform the role-play and filling in the missing English!
英語を補完しながら、ロールプレイを実践してみましょう！
4. Challenge (7min)｜実践
Let’s perform the role-play and filling in the missing English!
英語を補完しながら、ロールプレイを実践してみましょう！
5. Wrap-up (3min) – レッスンの振り返り
"Let’s review today’s lesson with your teacher!”
「今日のレッスンについて講師と振り返ってみましょう！」
5-1. Comments from Student
- Good points / 良かったところ・上手くできたところ
- Things to work on / 今後強化したいところ
5-2. Feedback from Teacher
- Good points / 良かった点
- Things to work on / 今後の強化ポイント
- What to review / 復習ポイント
5-3. Question from Students (If any)
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