I often hear people use this sentence to describe people who sell insurance - "either desperate or stunning".
In fact, most insurance people are neither "cornered" nor "stunt", and many people enter the insurance industry with the vision of "an annual salary of one million is not a dream", but they are finally defeated by reality.
There were a lot of friends around me, who came with enthusiasm and left silently. The surging ideals and the low reality are in stark contrast.
Seeing the MDRT scenery standing on the platform, I can only go home with a disgraced face, this gap, anyone will be hit to the ground.
Source: Photo.com.
Indeed, for most people, it is too difficult to sell insurance, so for people who do not have extraordinary perseverance and do not have natural traffic, it is easy not to sell insurance, because most of them cannot persevere.
However, if you are already a "veteran" or "veteran" who has survived in the insurance industry, then I really want to congratulate you, you are already the "real gold" after the big waves.
If you look closely, it is not difficult to find that the outstanding talents who have survived actually have an obvious commonality - that is, they can not only "walk with their heads down" to see the current situation, but also "look up at the sky" to grasp the future.
How to break through "bias"?
Insurance is all about deception".
Do something else, stop selling insurance."
You see that your education is not low, it is a pity to do insurance".
Everyone who has just done insurance has probably heard these voices.
Although some people have a certain prejudgment before entering the industry, it is difficult to be undisturbed in their hearts when they really hear these words.
There is no way, the early insurance consultants generally have low education and literacy, and I feel that as long as they are individuals, their hearts are strong enough, and they are not afraid of rejection, they can sell insurance.
The work of insurance people is usually no basic salary, and there are no five insurances and one housing fund, basically selling a single insurance to make a single money, and some insurance people, in order to achieve sales, say that the insurance is out of the blue.
The policyholder only listened to what the ** person "said", and did not read the "what was written" in the insurance contract at all, so he signed it hastily. When the policyholder goes to make a claim, they will be closed and will think that the insurance is all fraudulent.
In the early days, there were too many people who were indiscriminate, which seriously affected the image of insurance people. With the strengthening of industry supervision, unqualified people have been gradually eliminated.
In recent years, the number of insurance companies has continued to decline, but the per capita production capacity index has increased significantly. It shows that the overall literacy of insurance people has been iterated. It is no longer a blind "fool", but will use data to demonstrate benefits and explain to customers.
You will also find some excellent insurance professionals around you, who pay special attention to professional promotion and career transformation, and they have obtained the corresponding "brand endorsement" by obtaining "professional certification".
Not only has it improved their professional image, but also some professional certifications with high gold content have indeed brought them new channels, resources and methods.
As a result, their sense of professional identity has changed a lot – from "begging" their clients to buy insurance at first, to customers thanking them for the professional services and resources they have brought.
What do you think about "income"?
Why did you join the insurance industry in the first place?I heard that the insurance industry is very profitable, the income is very high, and the time can be at your disposal, without the mechanical 9-to-5.
However, doing MDRT, or earning millions of dollars a year, is mostly "someone else's story", in fact, these things floating in the air have nothing to do with us at the beginning.
We have to see the truth clearly, any industry is following the "28 rule", and high income will always belong to the 20% of the people. Especially in the insurance industry, the rule of 28 is particularly obvious.
Now, many people may change careers halfway to do insurance. In recent years, there have been many people who have switched from the real estate, Internet, and education industries to do insurance, and these industries have encountered a cold winter in recent years, and companies have laid off employees.
There are also people in a 35-year-old workplace crisis, high is not low, insurance can change the workplace track, and it may also be the starting point of financial freedom.
However, it should be noted that if you change careers to become an insurance person, you will face the risk of income interruption in the early stage, so you must be mentally and materially prepared to calm yourself down, and it is really not so easy to persist in the early stage.
However, most people's gains are proportional to their efforts, although they may not have an annual salary of millions, but there are still many people who have a good income.
So what kind of role you become in the end depends on your persistence and dedication. However, paying is not just blindly immersed in hard work, but still pays attention to methods and strategies.
The first step is to define the goal and direction. Without a clear goal and direction, it is difficult to find a clue to do things, and the result is often half the effort.
Then, it is necessary to learn more and accumulate Xi. You can learn from your predecessors, which may be the fastest way to achieve results, but a good teacher who is willing to teach you can not be found.
In an era where information is so developed, there are still many ways to acquire knowledge. I don't mean to deliberately "advertise" here, but the *** financial strategy research Xi society" is indeed a very effective way for our insurance people to learn Xi grow.
We have knowledge transfer, various forum activities dedicated to insurers, and communities in various regions of the country for insurers to learn Xi exchange.
Well, I won't say much here, so as not to be too suspicious of advertising, and long-term *** friends know it.
How to develop "customers"?
For those who are new to the insurance industry, who are your first customers?I guess it's my relatives and friends.
Sometimes relatives don't understand why you do insurance, and there are also people who "give face" and buy insurance from you.
Even so, no matter how many relatives and friends there are, there will always be a day when they run out, so how to develop new customers after that?
Some people participate in a large number of offline activities to meet new people, and some publish insurance knowledge through Xiaohongshu and Zhihu, or answer other people's insurance questions, so as to attract unfamiliar customers with insurance needs.
You can also get customers through referrals from friends.
In order to support the business development of the insurance person, the company will also hold some company activities on a regular basis, and personnel can be invited to participate.
No matter what kind of method you use to reach new customers, it's not a shortcut, and it's not easy to get good results.
Have you ever thought that if it is difficult to develop new customers, then it is also an idea to dig deep into old customers who already have a high degree of trust in you?
If you still want to continue to sell insurance to old customers, this is probably not going to work, and the customer's insurance demand will be saturated.
However, in addition to the insurance itself, customers must have other needs, such as wealth preservation, inheritance needs, education, medical care and other needs.
It depends on whether you can identify the customer's other pain points and have the professional ability to effectively help the customer solve these problems.
How to "settle down"?
Professionalism is always the foundation of a life in the insurance industry.
But what is a profession?
It is a good understanding of the characteristics, applicable groups, benefits, and terms of each insurance productIt is to help customers choose the most cost-effective insurance products from the perspective of customers
The above is one aspect of the profession, but only knowing these cannot be said to be "real" majors.
At present, the growth rate of premiums in the whole industry has fallen, the company's operating costs are high, the potential return on the asset side has declined significantly, and the product yield of insurance companies is all decreasing.
From the client's point of view, although the economic situation is compelling, the income of middle-class customers is declining, and the purchasing power is declining, but the number of high-net-worth individuals and the level of wealth are still growing rapidly, which can be seen from the growth rate of luxury sales.
Therefore, for insurance people, obtaining high-net-worth customer resources is the focus of career development.
However, it is difficult for people who only understand insurance products to obtain more wallet shares of high-net-worth customers.
Because no matter how rich and trusting the customer is, it is impossible to buy insurance all the time. That requires you to have more "professional expertise" to serve customers in addition to your expertise in the insurance field.
How to find the "golden key"?
"Insurance trust" has been favored by more and more high-net-worth customers because it has both the protection function of insurance and the institutional advantages of trust.
Especially after the regulatory authorities issued the "Trust Three Classification Notice", the insurance trust has been formally determined by the regulator, and the development is more rapid, and in the next five years, the scale of China's insurance trust will exceed 1 trillion yuan.
It can be said that the insurance trust is the "golden key" for the future career development of the insurance people. So, why is "insurance trust" so popular?
1.The trust threshold has been lowered.
Family trusts generally start at 10 million, and insurance trusts can be established with an insured amount of 3 million, which greatly reduces the threshold for the establishment of trusts.
2.Break through the limits of insurance beneficiaries.
The beneficiary of the insurance is generally the parents, spouse or children of the insured, etc.;The beneficiaries of the insurance trust are wider than the beneficiaries of the insurance, as long as they are related to the settlor, they can be the beneficiaries, including blood relatives and in-laws, direct and collateral relatives, close relatives and distant relatives, etc.
3.Flexibility in the payment of beneficiary payments.
The advantage of insurance trust is that it can flexibly arrange the payment of beneficiary money, and can pay according to the person, time and conditions agreed in the trust contract, so that the beneficiary has a stronger inheritance function within the legal framework.
4.Financial leverage.
Financial leverage is one of the advantages of insurance trusts, and through the leverage of large-amount whole life insurance, it can amplify the inherited wealth and expand the scale of trust assets.
5.Asset Segregation Protection.
The advantage of the insurance trust is that the segregation protection is that both the policyholder and the beneficiary are changed to trusts, the ownership of the insurance is transferred, and the segregation protection function is strengthened.
Okay, that's all for today's body part. Here's a look at the "CITE Certified Insurance Trust Specialist" that you can simply ignore if you think it's just an "advertisement", but it's certain that you've "missed" an opportunity to make a difference.
If you want to know:
1.As an insurer, how to start the insurance trust business?
2.What kind of concepts, technologies, methods, processes and tools are needed to carry out insurance trust business?
3.How to effectively communicate with target customers and implement insurance trust business?
4.How to facilitate the closing of large insurance policies?
It only takes 2 days, you can realize the transformation from "insurance ** person" to "insurance trust expert", what are you waiting for!
It is jointly launched by Goldstone Financial Strategy and the China Development Center of the International Association of Financial Professionals (ISOFP).“citeCertified Insurance Trust Specialist".
In January 2024, Beijing, Hangzhou, Shenzhen, and Chengdu will open enrollment for students.
Fill in the registration recommender: Cai Cejun!!
Beijing class
When: January 11-12, 2024 (week)
4. Friday) Location: Beijing, the specific location will be notified separately.
Hangzhou class
When: January 16-17, 2024 (week)
2. Wednesday) Location: Hangzhou, the specific location will be notified separately.
Shenzhen class
When: January 20-21, 2024 (week.)
6. Sunday) Location: Shenzhen, the specific location will be notified separately.
Chengdu class
When: January 27-28, 2024 (week.)
6. Sunday) Location: Chengdu, the specific location will be notified separately.
Fill in the registration recommender: Cai Cejun!!
Course fees
Standard price: 5980 yuan per person.
Early bird price: 4980 yuan per person.
Registration is limited by January 10.
For more information, please contact Caistchel
Fill in the registration recommender: Cai Cejun!!