Insurance elite personal recognition meeting as a representative of the insurance client speech

The aura of recognition, the cashable commission, and the eloquent words of ...... are the eyes of insurance agents in the eyes of the public. However, what is the real survival situation of insurance agents in China? How many people can see their real situation? The broadsheets and tabloids spit on the individual agent's.

Irregular behavior when the time to get is to stir up the words, preside over the justice of the self-good feeling. At this time, in the assessment and social exclusion of the double pressure of the business agents have become a truly vulnerable group. "Understanding" was once regarded as the embodiment of humanism, and we should also understand the 1.5 million insurance agents as an important part of society, and understand their honor and their dreams.

There are 1.5 million insurance agents in China, and the total number of people who have been involved in the insurance industry is no less than 10 million. This generation has made China's insurance industry as glorious as it is today. China's insurance agent system was introduced to China by AIA in 1992, and has been one of the driving forces behind the rapid development of China's insurance industry for more than 10 years. Today, the existing insurance agent system is facing comprehensive challenges.

One, the hard work to hold up a piece of the sky and bear the blame from all sides

"Insurance is not a job for people, it is a job for talent!"

"If you want to be successful, you have to be with successful people!"

"You just have to want to be rich, then you can be rich. It's all about whether you want to or not!"

In China, when both those who want to be rich and those who don't want to be rich are already rich, there are not many opportunities left for people in the lower and middle classes of society. The insurance company workplace is one place that can excite them. There, the senior lecturer's speech, in the use of superior presentation skills, a combination of Western success and the essence of the Chinese tradition of thick black science (of course, has been removed from the dregs), such as the legendary manna, dripping down to the audience's hearts and minds, so that they are intoxicated, hands and feet all excited.

"A million is not a dream, 100,000 just started!"

Isn't it? The insurance elite are sitting right next to each other - stylish and handsome, what an enviable bunch! "Sell cabbage today, insurance tomorrow."

With the contagious exuberance of the workplace, and the overwhelming desire in their hearts to be rich, a large number of people in the lower strata of society began to take steps as insurance agents.

And next, they will have to face the exercise and test of ice and fire.

You can imagine how many times they have endured the cold shoulder, you can imagine how many times they have endured rejection, you can imagine how many times they licked their frustration in the dark alone, you can also imagine how many times they have been lost in the city and the countryside of the main roads and alleys,...... Jun did not realize that the white-collar workers are entrenched in the hallowed and neat office building is so available. The office building where the white-collar workers are located is so dreadful! In the agent's mind, the fearful is not the parked high-class car, nor is it the majestic security guards, not to mention the white-collar workers, a group of rich and noble gas of the round face ...... fearful is the office building's front door hangs such a reminder of the sign, which is printed in bold and large letters: "Insurance sales pitch please do not enter the! "

What can an agent say to this? Desperately fight off the cold that penetrates deep inside in silence, I guess! Or, the passionate desire for success melts all the ice - the price of successful coping! Or maybe the hard work of signing a contract will take away the depression that has built up in your heart! After one spiritual and physical suffering, finally a group of people from the bottom of the pyramid, they constitute the elite part of the insurance team, many of them, after walking through the extraordinary path of entrepreneurship, finally tasted the joy of success. But who knows how many agents have chosen to walk away from their lost dreams due to various difficulties on the road of business development?

However, it is this group of people, they and they, the ones who left and the ones who didn't, who have brought about the rapid development of China's insurance industry and held up the sky of prosperity of China's insurance industry once again with their own firmness, diligence, eagerness and efforts, as well as the sweat, blood, tears, frustration and pain mixed up in them.

China's insurance industry has been developing rapidly since the 1990s, with premium income growing at an average rate of more than 30% per year over the past 10 years, and by the end of 2004, China's insurance industry had amassed a huge amount of assets of 11,853.6 billion yuan. The entire insurance industry is spread over a larger geographical area of the country. The insurance industry, banking industry and securities industry are in a three-way division in China's financial field, making great contributions to social security, capital financing, social management and serving economic development. And it is the 1.5 million Chinese insurance agents who support and bring about the prosperity of China's insurance industry - their hard and unrelenting hard work.

The huge numbers witnessed the splendor; the celebrations and recognition, the flowers and applause, were also the moments that too many insurance agents yearned for. However, after the flowers have faded, after the applause has calmed down, after all this symbolic prosperity, how many people other than themselves understand the state of existence of insurance agents, and how much care is still in their hearts! Since the agent team is the main representative and practitioner of insurance productivity, it is not difficult to understand that all the important events in China's insurance industry are related to them. In other words, it is too easy for insurance agents to get involved in discussions about the development of China's insurance industry. Just look at the major events in China's insurance industry in 2004, and ask which event triggered a discussion (even if it was not directly related to agents, such as the discussion about the entry of insurance funds into the market) that didn't invite froth directed at agents from all directions.

Insurance companies lament that agents are not loyal enough or diligent enough, the public complains that agents are too pestering and a bit annoying, individual policyholders scold agents for tending to profit and misdirection, the management requires agents to abide by the code of ethics, while experts are calling for a speedy improvement in the overall quality of agents and raising the threshold for entry of the agents. ...... Undeniably, these requirements are justified. It is also undeniable that insurance agents and their business does have such and such problems. However, as a representative of the productivity of China's insurance industry and practitioners, all the culpability is really the insurance agent can bear? Will a baptism of the agent from body to spirit really solve these problems?

II. Survival under the Chineseized AIA model and its basic law

In 1992, AIA settled in Shanghai, bringing with it the individual agency system of life insurance marketing. By the end of 1994, AIA*** had recruited nearly 5,000 insurance marketers, with a business volume of more than RMB 100 million. 1995 saw AIA being authorized to conduct life insurance business in Guangzhou, and the momentum of development was quite impressive, with the company's marketing force growing to 8,000 people that year, and the standard premium income from new policies reaching nearly RMB 388 million. This individual life insurance marketing system of AIA caused domestic insurance companies to follow suit, and within a very short period of time this system was rapidly replicated, leading to the extraordinary development of China's life insurance industry, with premium income rapidly exceeding that of general insurance, and changing the market pattern of general insurance and life insurance. Since 1996, premium income in China's life insurance market has grown at an average annual rate of 40%, which is mainly attributed to the individual marketing of life insurance. Despite the rapid advancement of bancassurance in recent years, statistics show that individual agent sales still dominate the market. in 2002, individual insurance still accounted for more than 80% of all life insurance premium income, and in 2004, the nation's army of life insurance agents had expanded to more than 1.5 million people. The development of life insurance has directly led to the development of the insurance industry. Therefore, some people have bluntly described the contribution of the life insurance personal marketing system to the development of the industry in this way: "Without personal marketing, there would be no insurance industry in China today!" At the same time, life insurance personal marketing has provided a large number of jobs for the society and played a positive role in promoting the popularization and dissemination of insurance knowledge.

The current agent marketing system first originated from the American household goods marketing system. This marketing system is based on a system called the "basic law", which is the basic management system of insurance marketing.

The basic law has several distinctive features:

One, it enlarges the number of agents and encourages all of them to go out and make "street sales" to strangers.

Second, the emphasis on training and induction, and even established a strict training system like military regulations.

Three, low security, high incentive talent incentive mechanism.

Four, the development of strict elimination mechanism, such as three months of policy zero is eliminated.

In China this virgin land has not been developed, "street sweeping sales" and "basic law" the rest of the rules, is undoubtedly a low-cost scrape up a crazy "storm of territory The "street-sweeping sales" and the rest of the "Basic Law" rules were undoubtedly a frantic "territorial storm" at low cost, which brought huge benefits to insurance companies in a short time. Due to the pursuit of profit maximization, profit itself has become the only law of existence for insurance companies, and insurance agents are nothing more than the tools and means for the companies to chase profits. More professionally, marketing itself becomes an end in itself.

The insurance company's recruitment process is similar to that of a pyramid scheme, a "people's war" of unprecedented proportions to capture the insurance market. Insurance companies have lowered the barriers to entry for agents, and are desperately trying to recruit, leading to a decline in the overall quality of agents.

Industry insiders frankly said: "Due to the relatively low threshold of entry, the quality of life insurance agents vary, coupled with the fact that they are not employees of the insurance company, do not enjoy any benefits and allowances of the insurance company, relying entirely on business commission, some life insurance agents in order to improve their income, they have to be too eager for quick success and quick profit, misleading or inducing consumers to insure, resulting in damage to the image of the insurance company. The incident happened frequently."

Insurance companies blindly pursue speed and scale, sloppy operation, neglecting the cultivation of the insurance market, especially the cultivation of high-quality customers; one-sided emphasis on the training of marketing skills, while neglecting to educate the professional quality of the staff, the comprehensive quality of the marketing staff can not improve, will inevitably lead to the lack of the company's development momentum.

The marketing-style increase in the establishment of the "pyramid"-style organizational structure with "blood" color. This structure is incompatible with the incentive mechanism of modern enterprises, the formation of personnel promotion system shortcomings, and associated with other shortcomings. In the early stage of the development of China's insurance industry, a large number of poorly educated people joined as insurance agents and made important contributions to the development of China's insurance industry. Today, many of them have entered the management of insurance companies. Agents with higher education and qualifications who have joined now often feel the pressure in this regard and even become dissatisfied.

According to a senior manager, it is very difficult to recruit quality people at the time of recruitment. The reason for this is that once a newcomer enters a particular department, then as long as he or she is in this insurance company, he or she will always be the subordinate of the head of this department and will always generate commission for the head of this department.

Under the guidance of the idea of "high incentive", insurance companies use people in the front, do not use people in the back, with a policy to stay, without a policy to go. This kind of management style not only makes the agents bear great mental pressure all the time, but also strongly impacts the agents' concept of social behavior, and objectively numbs the agents' sense of responsibility and loyalty to the company. In the end, insurance agents can not find their own sense of belonging.

"If the lack of a sense of belonging and the lack of protection makes the agents lose a layer of armor to protect themselves, then the strict and even harsh performance appraisal is the sword of Damocles hanging over the agent's head."

Insurance is a great invention that centers on the humanistic concern of mankind. Yet the basic law of insurance companies is cold and impersonal.

According to the "basic law" of each insurance company, if a newcomer reaches a certain performance standard within six months (or nine months), he or she can be turned into a full-fledged salesman, or else he or she is out of the game. After the official salesman, if the performance continues to reach a certain standard, can be upgraded to senior salesman, business director, senior director ...... But no matter what position, as long as there is a continuous period of time (such as 2 months) failed to make a single, will be out, and can not enjoy a penny of the renewal commission. If the performance fails to meet the target for a certain period of time, the company will be demoted, and may even be downgraded to "trainee salesperson". These practices are already in conflict with our laws protecting workers.

This means that once an insurance agent is in the business, nothing can go wrong. We can imagine, once a woman who has not yet given birth to a child is engaged in the insurance business, then she must persist in the business even if she is pregnant or postpartum, otherwise she will face demotion, demotion again, regardless of her previous performance. In other words, there is no maternity leave for insurance agents as stipulated in the Labor Law. Maternity is a major life event, but agents can't care that much because they have to maintain a certain performance standard at all times, otherwise, all their previous efforts will come to naught. Even the right to give birth is threatened by performance appraisals, not to mention hospitalization for illness. Admittedly, we have admiration and more heartache when we read reports about agents exhibiting on their sick beds. Who wouldn't want to rest when they are sick? However, faced with the relentless performance appraisal, can an agent rest, dare to rest? The insurance company's computer will only calculate your performance, and will not consider what happens to you; what about the system maker, is it also only 0101 binary? The phrase "achievements only represent the past" is used in other industries and there is an element of modesty, but when used on the agent, we experience a kind of heartache under heavy pressure.

Case in point: 49-year-old Li Mingyan entered a large life insurance company in September 1996 as an insurance agent, and has never left. In seven years, through her own efforts, she rose from ordinary salesman to "business representative", and from "business representative" to "senior business representative". Later, she was demoted to an ordinary salesperson because she failed to maintain the assessment target of "senior sales representative". Then a serious illness forced her to be hospitalized. After she was discharged from the hospital, she found that her billing number had been deactivated by the company's computer system, and the company had unilaterally terminated her contract.

The relationship between an individual agent and a life insurance company is a civil one of complete equality. However, China's insurance companies and their teams have adulterated the management of their agents with many of the characteristics of a labor relationship. For example, some companies pay their agents a fixed "base salary", while others impose disciplinary measures on agents who violate the relevant regulations of the insurance company. As a result, the legal relationship between the agent and the insurance company is blurred, and the marketing and management systems are in serious conflict.

Under the current system, the agent feels as if he is a member of the insurance company and as if he is not. The conflict of roles, in reality, makes it difficult for agents to provide quality insurance services to their clients from a perspective that focuses on the long term. The result is that a large number of agents focus only on the growth of business quantity and not on the control of business quality, which makes it difficult to ensure the overall service level and quality of the insurance industry.

While suffering from the mental pressure brought by high incentives, agents have to bear the treatment of non-employees of insurance companies. Insurance companies do not purchase social insurance for individual agents. It doesn't matter if you work for three years, five years or even ten years, once you leave, you don't get a penny of compensation. Under this system, when you retire at the age of sixty, the agent has no pension. A day without work is a day without money. Today's insurance agents do not enjoy any social benefits, and even the most basic social security is not available to them. The strict management of the insurance company's team, similar to the "gang rules", has actually deprived them of the status of agents in the legal sense. They are not treated as employees of the insurance company, and the insurance company can unilaterally terminate the agency contract at any time.

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