Six years ago, Japan’s labor laws and regulations were undergoing major changes, and an existing client contacted Noriyuki Matsuda for a consultation. The six-year MDRT member from Aichi, Japan, previously worked in the human resources field, and the client, a business manager, had a question not about insurance but about handling workplace topics like harassment, overtime and dismissal, and labor disputes such as work-related accidents.

It was Matsuda’s previous work experience that helped him develop a new focus as an advisor, blending financial assistance with workplace know-how.

“Business owners were often confused by the problems of workers and have numerous areas for which they need advice on the practical level, including issues stemming from lawsuits about occupational accidents,” Matsuda said. “By having their concerns resolved, management can better focus on their work.”

That experience alerted Matsuda to the professional opportunities related to labor laws, work reforms and managing the health of a company from a personnel standpoint. He realized, however, that his current focus on insurance and experience in HR left him uninformed on many of the current areas he needed to understand.

So he held study sessions with attorneys specializing in labor issues, creating a network of professionals outside of the financial services industry to help respond to the concerns of business owners. It means that clients can benefit from a financial, humanitarian and legal perspective about, for example, working with the families of employees who have died in an industrial accident.

This adjustment to his practice was especially welcome because of something he was told when he entered the financial services profession: After 10 years, he would hit a wall and struggle to continue growing. Through the development of a new target market and new areas in which to learn, Matsuda found himself motivated and no longer afraid of the 10-year lag.

As part of his efforts with labor-related issues, Matsuda has also worked with companies to establish policies that create positive work environments that result in greater happiness for both employees and managers, with a variety of insurance products aiding this sense of security. The more Matsuda has worked with companies like this, the more he has been identified as an advisor who understands labor issues, leading to speaking opportunities at different organizations and a greatly expanded clientele.

Part of that comes from companies that want Matsuda to help review internal rules and propose various programs to aid in employee welfare and risk management.

“Management is always thinking about the survival of the company as well as the future of its employees, and managers are sometimes deeply worried,” he said. “We believe that not only knowledge but a seamless experience between the people who hire and the people who work is crucial to prevent prioritizing the profits of the company over the people who drive those profits.”

Speaking of the future, Matsuda has no interest in facing another professional plateau. Using the challenges of the pandemic as a guide, he has begun providing online financial literacy training (something he knows many others have done as well) and has sought input from numerous demographics via SNS regarding their feelings about insurance.

“Now that society has undergone major changes due to COVID-19, I want to develop new ways to communicate with various people, regardless of industry,” he said. “As we look ahead, it is important to get hints from younger generations — as well as the opinions of business owners and older people.”

Tetsuo Kageshima writes for Team Lewis, a communications agency assisting MDRT with content development for Asia-Pacific markets. Contact mdrteditorial@teamlewis.com.

Contact: Noriyuki Matsuda ag.matsuda.noriyuki@metlife.co.jp