February**Dynamic Incentive Plan Course Background: Whole life insurance, as a pillar product of insurance companies, forms three key points with critical illness insurance and annuity insurance. Although most salesmen are handy with critical illness insurance sales and have many entry points, and have become familiar with the sales of annuity insurance in recent years, they do not know how to start with whole life insurance and do not know how to communicate with customers. Is it too easy to increase your whole life? Are there not many packaging points? No, it's because we don't know enough about the increased whole life and don't know enough about what our customers really think. Most of our business partners will only start from the perspective of products and sales, and the dimension is relatively simple, so many business personnel feel powerless and unable to start with the landing of increased whole life. In fact, the road to simplicity, complex things often can not last long, the simplicity of increasing the amount of life is its biggest advantage, simplicity contains huge energy, there are many aspects can play a unique role!
This course is specially designed for salesmen to clear the fog and understand the cornerstone role of whole life insurance in customer wealth management. With a 360-degree three-dimensional view, we will deeply analyze all aspects of increased whole life, clarify the selling points of increased whole life insurance in the context of great changes unseen in a century, and make business personnel deeply grasp the increased whole life, easily cut in, improve the average value, and increase the premium through the analysis of five application scenarios.
Course Benefits:
Clarify the overall economic trend under the great changes, improve awareness, and understand the nature of insurance.
Understand the important role of whole life insurance in customer wealth management.
Clarify the core selling points of incremental whole life insurance and easily grasp the topic.
Flexibly use the five scenarios of increasing whole life insurance to improve the average amount of whole life insurance and increase the premium.
Course Duration:1 day, 6 hours a day.
Course Audience:Insurer, bank wealth manager.
Course Method:Lecture + Interaction + Case + **
Course outline. Lecture 1:Embrace change and embrace trends
1. The impact of change
1.External changes.
2.Internal changes.
3.Changes in the economy.
4.Changes in Law.
2. Improvement of cognition
1.The transformation of the three major wealth thinking.
2.The revitalization of the six forms of wealth.
3. Understand the truth about insurance
1.Revenue management.
2.Spend management.
3.Insurance asset allocation logic.
Lecture 2:The core selling point of increasing whole life is clarified
1. Clarification of key thinking
1.Assetization of insurance.
2.Focus on comprehensive income.
2. Derivative interests and functions
1.Four roles and four forms of funding.
2.What are the rights and interests of policyholders, insureds, and beneficiaries?
3.What is the difference between cash, premiums, survival benefits, and beneficiary payments?
3. The core and essence of increasing the amount of whole life
1.Elements and core features of increased whole life.
2.The essence of increasing whole life.
Lecture 3:Five application scenarios for increasing whole life
1. Scenario application of increasing whole life - asset allocation
1.Key points of asset allocation.
2.Suggestions for asset allocation schemes.
3.Asset allocation planning and marketing logic.
2. Scenario application of increasing whole life expectancy - pension planning
1.Pension is the biggest debt in life.
2.Pension risk analysis and program suggestions.
3.Pension planning and marketing logic.
3. Scenario application of increasing the amount of whole life expectancy - children's education
1.Key points for children's education.
2.Recommendations for children's education programs.
3.Educational planning and marketing logic.
Fourth, the scenario application of increasing the whole life - asset preservation
1.Key points of asset preservation.
2.Recommendations for asset preservation schemes.
3.Security planning and marketing logic.
5. Scenario application of increasing whole life expectancy - wealth inheritance
1.Essentials of Wealth Succession.
2.Advice on wealth succession plans.
3.Inheritance planning and marketing logic.
Lecture 4: Minimalist sales logic and objection handling for increasing whole life
1. Minimalist sales logic
1.A cycle.
2.Two reminders.
3.Three accounts.
II. Handling of Common Objections
1.The product time is too long.
2.The product yield is too low.
3.The product is not flexible.