Since 2020, the loss of ** people has become an unavoidable topic in the life insurance field. Since the peak of 9.12 million in 2019, the number has continued to decline, and many life insurance company executives estimate that the current number of life insurance users is about 2 million.
Whether active or passive, the changes in the personal insurance channel are becoming more and more drastic. The continuous turbulent internal and external economic environment and increasingly demanding customers are driving the fierce competition of the first people and the wider dimension of insurance companies' services. In this regard, the industry is also exploring the way to break the situation from multiple dimensions.
Among them, the highest voice and the most enthusiastic response are the independent ** people. In December 2020, the former China Banking and Insurance Regulatory Commission issued the Notice on Matters Concerning the Development of Independent Individual Insurers, introducing a top-level design for the development of independent insurers. Prior to this, we have launched the pilot work of individual insurance and carried out a series of beneficial explorations.
With the guidance of the policy, we have deepened the exploration of the single-generation model, and recently held the fifth partner conference in Hefei, Anhui Province, announcing the launch of a new form of independent family office. Over the past three years, the solid steps of step by step have also given us the confidence to further carry out new attempts for the organizational development of independent people.
At present, the path of building an independent generation according to the two routes of individual and organization has been clearly demonstrated: in terms of individuals, we have designed a super individual career planning path from performance manpower, MDRT, registered insurance exclusive ** store, and opening a family office;In terms of organization, we have planned the development path from an insurance firm to a family office.
Life insurance reform to break the "pyramid" model is urgent
At present, the insurance industry is mired in a period of stagflation, and drawing on the mature experience of the world, the transformation from strong sales attributes to strong service attributes is the only way for insurance channels to penetrate the downturn.
How is it served?Naturally, it depends on the customer group. Current and future potential insurance consumers, mostly younger, better quality, stronger insurance awareness of consumers, in order to serve them well, it is necessary to match a professional and professional team, they can keep up with the diversified insurance needs of customers, through the development of professional solutions, for customers to match products and services suitable for their needs.
In this context, the independence system was born at the right time. However, as far as enterprises are concerned, to challenge the independent generation, which is still blank in China, requires strong strategic determination.
As the first insurance company in China's life insurance industry to eat crabs, we have creatively designed it in the early stage of exploring the unique generation"Flat account splitting, organizational carrier of firm and partners, ecological professional system".The insurance firm has become the smallest business unit of the individual insurance channel of our life, and the person in charge of the firm, as a partner of our life, operates independently and is responsible for its own profits and losses.
In the traditional pyramid model, the rank structure of ** people is usually divided into four levels: salesman, supervisor, manager, director, or even more. Generally speaking, the more tiers an insurance company sets, the more marketing costs the company will allocate to organizational managementOn the contrary, it will be more allocated to the front-line ** people.
This is why the sole generation model of Everybody Life has always emphasized flat account sharing, becauseOnly by incorporating more commissions into the hands of first-line people can we increase their income, so as to make the first-class people in the industry more stable, reduce liquidity, and naturally precipitate professionalism.
In addition, we pay special attention to the cultivation of personal performance, so that the best people can earn commissions for customer service by virtue of their professional qualities, rather than the traditional pyramid model of the director or "team leader", the main income comes from management allowances and business commissions of their subordinates.
Therefore, the flat independent person system provides a solution to solve the disadvantages of the pyramid model, such as unequal distribution and uneven developmentThe first is to make the business structure flatter and the individual rights and responsibilities clearerSecond, it is conducive to reducing the operating costs and management expenses of the institution.
Although the advantages of the independent generation are significant, its institutional structure still has limitations in practical application, because under the practice of China's life insurance industry, in many cases, recruiting employees means attracting customers. If the independent generation does not put too much emphasis on the development of the team, it will lose the ability to acquire customers through the team, and only by building its own customer resource pool can it obtain development space.
Cultivating the ability of people to acquire customers not only requires greater policy support, but also needs to improve the business environment for independent people. And for everyone who is determined to go the road of the only generation to the end, this is not a problemThrough a series of measures such as opening exclusive insurance stores and opening family offices, we have helped the personal development of high-performing personnel to break through the career ceiling.
The path to advancement for high-performing individuals
We don't have to develop a team, so a lot of people in the industry are attracted to it. Because for some people, they prefer to concentrate on business, and independent people can just meet this need. The relevant person in charge of Everybody Life said.
In the traditional personal insurance channel, many companies have put forward higher requirements for the development of the team, which will occupy most of the individual's energy, and it is a burden for the first person who wants to concentrate on improving their professional knowledge and serving customers well, and they pay more attention to the company's professional training system.
In the past three years, in order to expand the team of ** people and enhance the professionalism of ** people, we have launched it successivelyThe "Star Plan" aims to build a team of outstanding peopleThe "Galaxy Project" aims to recruit and cultivate high-quality whiteboard people and future entrepreneurs.
In order to ensure that people continue to learn professional knowledge in the development of their career paths, we have also joined hands with global professional organizations such as STEP (International Society of Trust and Estate Planning), Peking University, Wuhan University and other well-known universities to create a "three-year five-certificate" professional certification training program for people nationwide.
In addition,For people with good personal business development and entrepreneurial spirit, they can also open exclusive insurance stores to complete the transformation from "businessmen" to "businessmen". With the support of various localities, more than 10 provinces and cities across the country have opened the registration of exclusive stores, and the number of exclusive stores registered by independent people has reached 38.
The exclusive ** store can transform the original intangible financial services into experiential services that customers can see and touch, and shorten the distance with customers. However, the operation of exclusive stores is a huge test for the comprehensive quality of independent people, when their sense of identity and empathy ability are improved, it will help to shape the professional image of insurance practitioners, and then gain the trust of customers.
At the same time, as an individual industrial and commercial household, the insurance exclusive ** store can accept full commission payment from public to public, and enjoy preferential policies such as social security and taxation for small and micro enterprises in accordance with the law, so as to reduce personal tax burden and increase income.
At the end of 2023, we also launched the CGI Family Office Incubation Center to provide high-end family office services to high-net-worth clientsStarting from cultivating talents, with the goal of serving customers, we will comprehensively empower the career development of outstanding independent people, help them establish corporate thinking, customer thinking, and market thinking, and pave the career path for the development of independent people with "independent identity, independent accounting, and independent management".
As a result, in terms of personal development of independent people, the career planning path of super individuals from performance manpower, MDRT, registered insurance exclusive stores, and opening family offices has become increasingly clear, and a large number of new era insurance people with the characteristics of "professionalism and specialization" are gradually active in the market.
A family firm that can be "fissioned".
After three years of continuous exploration, the "small but beautiful" independent team of Everybody Life has been recognized by the market. According to the data, as of November 2023, the individual insurance channel of everyone's life insurance has achieved a premium of 12300 million yuan, with an average monthly per capita delivery capacity of 790,000 yuan, and more than 600 people reached the annual MDRT standard, doubling year-on-year.
Compared with the industry average, the average delivery capacity of this person can be described as very competitive. YetFor personal insurance, the strength of the team should not be underestimated, and the premise of all this lies in "people" if you want to make the life insurance channel "big and strong". Since the path of personal development of the sole generation is quite attractive, how should the development of the firm be designed to further mobilize the enthusiasm of the person in charge of the firm?
As a partner of Dajia Life, the person in charge of the firm has a certain entrepreneurial enthusiasm for the firm's independent operation and self-financing. In order to further promote the development of the firm and stimulate the awareness of independent managementWe have innovatively designed a new form of family office, where a single insurance firm can recommend and set up new firms, and then form a family firm, which has effectively promoted the development and growth of the independent generation model.
It is difficult to recruit people, which is a challenge that both traditional and independent people have to face, and it is the key to select talents and control the quality of people from the source. Therefore,The members of the family firm are the most convergent and the values are converging, and they form an entrepreneurial community with a common business philosophy and values.
Zhou Yun, a partner of Longjiaxuan Family Office of the Beijing branch of Dajia Life Insurance, said that with the gradual increase in the number of independent people in the firm, its management radius is becoming increasingly insufficient, which will also lead to the loss of personnel. At present, Zhou Yun has set up three offices, and he is quite confident in the operation of the family office next year.
It is worth noting that, different from the traditional hierarchical structure, the family office takes the senior partner as the core of the operation, and there is no subordinate relationship or blood relationship in the operation, and the family members share resources and create value through the annual earnings and profit sharing policy with the company on an equal footing, adhering to the principle of mutual support.
"We clearly see that giving more empowerment to high-ability independent people and encouraging them to improve their professionalism, service ability, and business operation ability can better serve the majority of insurance consumers and further enhance the satisfaction of the entire society with the insurance industry. ”Wang Gang, assistant to the general manager of Dajia Life Insurance, said that the new form of the family office will greatly stimulate the entrepreneurial enthusiasm of outstanding independent people, encourage the partners of the firm to absorb more excellent business partners, and finally realize the independent business model of enterprise.
In the face of drastic changes in internal and external macro trends such as stricter supervision, product structure adjustment, customer group changes, and the fading of demographic dividends, the independent first-person model is the result of market evolution, and it is the embodiment of the upgrading of client demand.
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