February**Dynamic Incentive Plan Course Background: Legal thinking should be the top-level thinking of wealth management for high-net-worth customers, which is the standard in wealth management in developed countries. However, the concept of asset allocation based on "ownership thinking" has been ignored in China. The reason is that the time has not yet come, the Chinese are still in the initial stage of wealth accumulation, although the speed of accumulation is amazing, but the time is too short, the precipitation is not enough, only thinking about how much to earn, not to whom to earn. So the reality is that most of the people who work in banking and insurance are doing the business of ordinary people.
With the passage of time, China's high-net-worth individuals have risen several steps in terms of both number and awareness, and it can also be seen in authoritative reports that the core demands of wealthy people dealing with financial institutions have begun to shift from income to wealth transfer and inheritance. The demand has surfaced, but the front-end business personnel of financial institutions do not have the corresponding professional ability to meet the needs of this group, so they cannot obtain business, especially the business personnel of life insurance companies.
The course "The Way of Selling Large Insurance Orders" will start from the direction of how to do large-amount annuity and whole life insurance, and help business personnel enter the blue ocean of financial services for China's high-net-worth customers. The content of this course covers the practical knowledge of business logic, business route, professional connotation of business personnel, customer diagnosis and so on.
Course Benefits:
Learn the skills to explore the needs of high-net-worth clients and guide them to discover their own needs;
Learn to communicate effectively with high-net-worth clients to facilitate large insurance policies;
Learn to diagnose the mismatch between the client's current situation and its goals, and have a targeted plan;
Understand the importance of insurance in the wealth management of high-net-worth individuals and the methods of rational allocation of insurance;
Master the functions of annuity insurance and whole life insurance in wealth management;
Understand the professionalism of the salesman himself and cultivate the relevant professionalism.
Course Duration:1 day, 6 hours a day.
Course Audience:Excellent insurance marketing personnel, sales personnel (with large customer reserves or willingness to sell large orders), bank front-end business personnel.
Course Method:Question + case + training + tools + training practice.
Course outline
Lecture 1: Learn the business logic of large insurance bills
1. Starting from the needs of customers, understand the forms of asset allocation of high-net-worth individuals - investment, wealth management, and wealth management
1.Investment – asset appreciation.
Financial management - make up for the gap in money: insurance is the foundation
Tool 1:Retirement Planning Chart.
Tool 2:Financial pyramid chart.
Tool 3:Insurance Chart.
3.Wealth management – asset allocation from the perspective of ownership.
Question:What are the reasons for families without a wealth gap to buy insurance?
Case:The simple thinking of the rich in China: "There is only one child, there is nothing to plan".
Second, the sales logic of large insurance policies
Clarify the classification of four major types of assets
Tools:Asset class diagram.
Understand the properties inherent in an asset
Tools:Three-in-one diagram.
Case 1:Assets that are subject to legal enforcement.
Case 2:Cash risk.
Case 3:The Chinese's 'talk about it when the time comes'
Clarify the advantages of annuity insurance and whole life insurance: the separation of the three rights, and the realization of both giving and not giving
Case:The father pays child support for the son born to his ex-wife.
Lecture 2: How to take the business route of communicating with high-net-worth clients
1. Be prepared to communicate with high-net-worth individuals
1.Understand the psychological traits of high-net-worth individuals.
2.Do a good job in the communication posture of business personnel in the face of high-net-worth individuals.
Tools:Effective infographic for high net worth individuals.
2. Clarify the core idea of the business route
Tools:Effective infographic for high net worth individuals.
1.Customer understanding: Be clear about what the customer "has".
Tools:Asset Information Table.
Tools:High Net Worth Couple Family Infographic.
2.Customer Mining: Understand what customers "think".
Business Development: Helping customers think differently – the mismatch between "what" and "what".
Case 1:Inheritance of 50 million real estate, the mismatch between the status quo and ideas.
Case 2:Inheriting the equity of the family business, the mismatch between the status quo and the idea.
4.Business Development: Guide customers to "what to do".
Question:In the above two cases, what should the client do to prevent the wealth accumulated through hard work from flowing into the hands of others?
5.Business landing: "how to do" for customers
Question:In view of the above two cases, how can we use insurance to do asset allocation for high-net-worth clients?
Tools:Business roadmap.
Lecture 3: Analyze the risks of various assets and insurance assets and wealth management with ownership thinking
Tools:Risk map for high net worth individuals.
1. Clarify the various risks of asset holding and transfer under the ownership thinking
1.Real estate risk.
Tools:Property Risk Map.
2.Risk of non-insurance financial assets.
Tools:Risk map of non-insurance financial assets.
3.Corporate equity risk.
Tools:Equity risk chart of the enterprise.
2. Analyze the common functions of annuity insurance, whole life insurance and wealth management as insurance assets under ownership thinking
Tools:Insurance function diagram.
1.Do asset segregation.
2.Avoid the loss of assets due to the breakdown of the marriage.
3.Designated lineage.
4.as cash flow.
5.Compensate for uneven distribution of wealth.
6.as an inheritance tax.
3. Explain the unique functions of annuity insurance and whole life insurance in wealth management
1.Annuity insurance – as long as life.
2.Whole Life Insurance – Wealth Continuity.
Case:Two distribution methods for 100 million net assets.
Lecture 4: Questioning and Guidance Method for Large Order Sales - Change from the habit of speaking to the habit of asking
1. Question guidance system
1.Background issues – access to valid information.
2.Difficult problems - clarify customer difficulties and hidden needs.
Hinting at the problem
1) Extend and expand difficulties and worries.
2) Imply that the key to the problem is to make the customer think about it.
The question of demand – benefit
1) Give people hope and pay attention to the way out.
2) What kind of benefits can be obtained by letting the customer automatically repeat.
Tool 1:Question order table.
Tool 2:A business roadmap that contains the problem.
2. Ask questions and guide examples
Tool 1:Purchased balance charts.
Tool 2:Do not purchase the balance chart.
Easter eggs:Supporting case speech benefits.
Summary: A few tips on the question-leading method
1) The method must be learned, not learned.
2) No one will go into business until their professional background is fully enriched.
3) There is no shortcut to becoming a big single master, continue to learn and practice.