This article frames:
1. What are the crises faced by middle-aged and elderly men?
Second, how to expand the customer middle-aged and elderly men.
3. What are men who are not afraid of these crises doing.
1. What crises are middle-aged and elderly men facing?
1. More prominent health problems
Although on the surface, men are stronger than women, they have an average lifespan of 5-10 years shorter than women. Many scientific studies have shown that men are actually more likely to have health problems. However,The health problems of middle-aged and elderly men are not well known to the public, and nearly forty percent of children who live in different places do not know much about their father's physical health.
Chronic diseases are a major factor affecting the physical health of the elderly. Public data shows thatThe probability of chronic diseases in the elderly in China has reached 7523%, about 1900 million older people suffer from chronic diseases.
With the rapid development of social economy, due to the influence of irregular work and rest, unhealthy diet, lack of exercise and other unhealthy lifestyles and living habits, men are different from women in the types of chronic diseasesThe prevalence is higher than that of middle-aged and older women.
According to the results of Meituan's "Survey on the Health Status of Middle-aged and Elderly Men", in the physical health survey of middle-aged and elderly men,The prevalence of hypertension, pharyngitis, and diabetes ranks among the top three, among which hypertension is the most common among middle-aged and elderly men.
Meituan's "Survey on the Health Status of Middle-aged and Elderly Men".
2. Less social involvement
In 2021, Leke released the "Silver-haired Family" fitness big data. The data shows thatThe growth rate of people aged 60 and above participating in fitness is obvious, with an annual increase of about 30%, but the activity rate of male group classes is almost zero.
Group classes are a microcosm of social participation, which is a good strategy to cope with population aging and is of great significance to improving the mental health of the elderly group.
A common misconception about men's mental health is that men are inherently more resilient and resistant than women, and that they are able to withstand more mental health challenges.
This indirectly leads to the fact that most middle-aged and elderly men are unwilling or afraid to express their psychological distress, but choose to suffer silently.
In 2021, Zhaopin.com released an analysis report on middle-aged and elderly job seekers. Among the respondents in the report, job seekers aged 35-40, 41-45, 46-50, and 51-55 were laid off by companies that are operating normally due to ageIt showed a gradual upward trend
Zhaopin's analysis report on middle-aged and elderly job hunting.
In addition, 801% of middle-aged and older job seekers believe that the biggest difficulty in finding a job is the age limitThe older you are, the higher the risk of being laid off.
When you are middle-aged, you may be interviewed with a recent college graduate, so even if no one is middle-aged, the crisis may come early
The so-called "mid-life crisis" faced by individuals is actually a projection of the changes of the times - every few decades, the core technology of society, the economic situation, and various policies will undergo drastic changes. And in the midst of this change, someone happens to be middle-aged.
So,The so-called sense of crisis actually comes from the worry of external uncertainty. The key to solving the crisis is "actually money", in other words, wealth management and planning.
For middle-aged men, ensuring the security of wealth accounts for 26% of financial goals, followed by wealth inheritance and children's education.
Accenture Consulting's "2022 China Consumer Insights" series of research found that after men enter middle and old age, their preferences will shift more to bulk categories and luxury goods, and their spending power will continue to increase by more than 1,000 yuan compared with young men before the age of 30Low frequency**features:
Hobbies such as fishing, skewers, and antiques will support new areas of consumption for middle-aged and elderly men.
According to incomplete statistics from the China Fishing Association,There are currently about 1Of the 400 million people who participate in at least 4 fishing events a year, 32% of them are over 45 years old. Data show that the growth rate of consumption of fishing supplies has exceeded that of ball games, swimming, cycling and other sports.
Insurance practitioners in the expansion of customers,It is also necessary to be good at "using bait" and hook customers according to their interests and hobbiesIn fact, every communication is using "bait" to lure by, everything is unconsciously, if there is nothing in the slow let customers take the bait, so that customers gradually follow our ideas, naturally from success is not far away. You just take a "hook",The customer was scared away by you at the beginning, how to talk about the follow-up insurance product configuration?
After the link of putting the "bait" in the front, before the "hook", the first thing to know is what kind of person the customer is? Compared with women, men's consumption is often more direct and simpler, and a successful sale also locks in their future consumption decisions to a large extent.
The personality of male customers can be roughly divided into 4 types:1I like to talk - lively; 2.I like to listen to it -- the cowardly type; 3.Calmly analytic - interest-oriented; 4.Impatient to listen to you and interrupt you - the power type. As mentioned above, men's emotional needs are actually ignored, so depending on different personality types, we can give different emotional responses.
1. Lively: the pursuit of attention and applause, fear of losing attention, disgust to be restrained;
2. Cowardly: the pursuit of stability and acceptance, fear of change, and aversion to forcibly contact it;
3. Interest-oriented: the pursuit of seriousness and accuracy, meticulous work, and aversion to blind engagement;
4. Power-type: the pursuit of dominance and efficiency, dislike to be forced, ordered, and indecisive character.
After a simple conversation with the customer, you can probably determine the type of customer. Then you can put the "hook", how to hook it?
Lively type: let him talk more, express more, listen carefully, support him clearly, even if it is wrong, say more things that make him happy, put a high hat on him, and slowly make him trust you.
Cowardly: Don't rush to gain his trust, help him set a goal (such as coming to your salon), enthusiastically encourage him, force him to decide, focus on feelings, and don't put pressure on him.
Interest-oriented: Provide him with a thorough, rigorous and professional insurance allocation plan, show people with a capable image, reflect your professionalism, promise money, and abide by the rules.
Power-oriented: Adopt a straightforward handling and conversation style, acknowledge that he is the leader and that he is right, insist on communicating more, talking more about your views on the matter, and infiltrating him.
Life insurance is an insurance product with the life of the insured as the subject matter of insurance, and when the insured dies or becomes totally disabled during the insurance period, the insurance company pays the corresponding insurance amount according to the insurance contract.
In order to ensure that their families have a high quality of life and their children receive a good education, middle-aged men will work hard to earn money to keep their families running.
They are the pillars of the family, and if they die early, in addition to psychological damage, it will also leave long-term financial damage for the family.
The best way to solve this problem is to purchase a full term life insurance policy, which can help the family maintain a normal standard of living after the unfortunate early death of a middle-aged man.
When you purchase a term life insurance policy with an amount of coverage equivalent to the total future salary income level, you can ensure that the total income of the family in the future will not be interrupted due to unfortunate early death, and the term life insurance with strong "income replacement effect" is a powerful stabilizer for the family's finances.
The sum insured for life insurance.
The sum insured is the amount of money paid by the insurance company when the insured event occurs. Too low the sum insured cannot fully hedge the financial risk of death Total disability to the family, and too high the sum insured will bear higher premiums, which may cause certain financial pressure.
For middle-aged men, family responsibilities can be quantified into the amount of money actually needed to determine the amount of insurance, such as home mortgage loans, children's education, and elderly support.
How to choose the insurance period.
For the whole family, middle-aged men are the pillars of life, and they are in the most "unaffordable" stage of life. According to this logic, you can refer to the following ways to choose the insurance period:
Periods with economic income:Term life insurance ensures that a family's income will not be interrupted by the death or total disability of an individual.
The period of high mortgages:Choosing an insurance period that matches the mortgage repayment period can ensure that the mortgage is not accepted.
The period during which children and parents need to be supported:Choosing an insurance period that matches the period of support for children and parents can ensure that the quality of life of the elderly and children will not be greatly reduced.
How to choose the payment period for the product.
The advantages of long-term payment over short-term payment are very obvious. On the one hand, long-term payment can reduce the pressure of single payment; On the other hand, the long-term payment of each premium is small, and in the early stage of protection, the protection leverage obtained is higher than that of short-term payment, even if only one premium is paid, the insurance claim amount obtained after the accident is the same.
In the domestic market, health insurance is dominated by critical illness insurance and medical insurance.
Critical illness insurance refers to the payment of the insured amount in accordance with the insurance contract when the insured suffers a critical illness as agreed in the insured accident.
Medical insurance refers to the fact that when the insured incurs medical expenses due to illness or accident, after deducting the amount of compensation obtained by social security or other means, the insurance company will compensate the remaining part of the expenses stipulated in the insurance contract.
For middle-aged men, the combination of critical illness insurance + medical insurance is a powerful tool to prevent health risks. In the event of a critical illness, in addition to the reimbursement of the out-of-pocket surgical expenses, the insured amount paid can compensate for the loss of income and expenses.
How to choose the sum insured for critical illness.
Once you are unfortunate enough to suffer from a critical illness, on the one hand, you need to pay for medical expenses and post-operative expenses, and on the other hand, the critical illness has a long cycle, and there will be a certain loss of income due to the inability to work.
The sum insured allocation of critical illness insurance = 200,000 + salary in the next 2-3 years (for the logic of the sum insured allocation of critical illness insurance, please refer to my previous article "This time I decided to stand aside with the actuary and buy the insurance company short").
How to choose the insurance period.
After the occurrence of a critical illness, no matter when**and** requires a large amount of medical expenses, so critical illness insurance can choose a lifetime insurance period.
During the period when we have working income, in addition to medical expenses, there will be a certain loss of income due to critical illness**, so we can increase the amount of insurance during this period of working income.
Generally speaking, it is a good choice to buy a medical insurance that matches the sum insured with *** expenses, plus a term critical illness insurance with an amount of coverage equivalent to 2-3 years of income.
How to choose the payment period for the product.
As with term life insurance, the principle is the same, the longer the better.
Medical insurance is mostly a one-year product, and its coverage liability is to reimburse out-of-pocket hospitalization** expenses. The choice of medical insurance can be referred to in the following dimensions:
1. Whether there is a restriction on social security:It is advisable to purchase medical insurance that is not limited to social security reimbursement. In many cases, some imported drugs, special drugs, medical equipment, and medical services are not covered by social security, which is the main part of self-payment in addition to deducting social security reimbursement.
2. Deductible, reimbursement ratio and maximum limit:In the case that there is not much difference between the two medical insurances**, try to choose a medical insurance product with a low deductible, a high reimbursement ratio and a maximum limit.
3. Guarantee responsibility:Generally speaking, medical insurance covers inpatient medical expenses and special outpatient** expenses, and it would be better if it could cover more general outpatient and post- and post-hospitalization outpatient and emergency expenses.
Conclusion: Insurance is the most effective stabilizer of family wealth. It's important to remember that middle-aged men bear the most important responsibilities in the family and are the most insured.
Hotspot Engine Program