Do you need to be professional to sell insurance?
Do you need to be professional to sell insurance? Need it? Don’t need it?
★ Professional in Insurance
Selling insurance is difficult. Under the pyramid, there are piles of corpses.
Nowadays, many universities have insurance majors. Assistant Xiao Ming is an insurance major. However, there is a huge difference between insurance majors and selling insurance. We often see companies such as Xi’an and X State advertising their executives, lawyers, and doctors to provide insurance, which seems very high-level and bluffing. Do these resumes have anything to do with insurance (doctors are better), but consumers tend to accept this. It’s thought-provoking.
Probably because the reputation in the past has been too bad and misleading, and naturally much of the blame will be placed on the practitioners.
The so-called “unprofessional” is the indignation of consumers.
What is a major? In a word, the most basic profession is to tell the truth.
Two levels,
First, do not talk nonsense, have professional ethics, and do not deceive policyholders.
One aspect is the capability to differentiate between what is genuine and what is not. For example, what is the compensation for disability? You have to know that it is based on the 281 items in the tenth level of the “Personal Insurance Disability Assessment Standard”. What is the compensation for critical illness? What you need to know is the “Standards for the Use of Disease Definitions for Critical Illness Insurance”. The definitions of 25 common critical illnesses are unified. Is medical insurance guaranteed to be renewed? You have to know that the definition of guaranteed renewal is stipulated in the “Health Insurance Management Measures” and is insured according to the original terms and agreed rates.
There may be many practitioners who can do the first one, but the second one is too difficult. If you look at Moments, many practitioners just copy and paste the same thing.
Because the industry as a whole does not pay much attention to “professionalism”.
★ Need it?
Insurance needs to be done well. Is professionalism useful?
For insurance companies and practitioners, the core to judge whether it is useful is to see whether the insurance can be sold.
For consumers, it is difficult to judge whether it is professional or not. What we trust most is either our relatives and friends around us or the so-called big brands. Nowadays, many people still think that buying insurance means buying insurance and investing in life insurance means buying life insurance.
I often wonder, does China’s insurance have a good reputation? The tiger and the tiger came out of the tree, who’s fault? Pots are mainly produced by certain “big companies”, and consumers feel that they have to buy products from these companies because they are famous. I can’t help but laugh.
Let’s go back to professionalism.
On the one hand, there is no professional accumulation in insurance at all (people in this profession work in the back office), and those in the field office are all halfway through becoming a monks. Part of it is that most people think that selling insurance does not require professionalism at all.
It is true. From the perspective of increasing employees, many insurance companies like to have a “whiteboard” with a certain social status, which is convenient for brainwashing. Most of the resources of relatives and friends around them have not been washed. They are recruited and packaged. After selling in a circle, it is easy to do more, cot, tot, summit meetings, etc., and then when you become a leader, you will be promoted to supervisor, and then recruit people to sell insurance, and the cycle starts over and over again. This is a very mature system. Here, people are tools and means of production.
Regarding the system, I hold a neutral view. After all, this is how the industry has developed. Ping pays tens of billions in compensation a year. It is indeed a great insurance company. After all, we are in the primary stage of socialism. After all, this is the most efficient way to sell insurance at a certain period.
In the insurance industry, many people are doing very well. They may be very professional in service or sales, but for the insurance itself, the professionalism of “telling the truth” may not match the achievements achieved.
Including myself, I often reflect on the fact that so many colleagues with higher professional standards than me receive fewer rewards than me. Is this fair?
★ No need?
My favorite customer review would be “professional”. Of course, I don’t consider myself a professional. I’m just on the road trying to make every word I say well-founded and make people happy.
I feel more and more that there are two markets now.
One is the “professional market”. Consumers are often baptized by the Internet. They are familiar with the types of insurance, Internet celebrity products, and clauses for serious and minor illnesses. They disdain the insurance agents around them and often choose to plan for themselves. , buy insurance independently on the Internet or a third-party platform, or do insurance planning through a broker or third-party consultant.
One is the “mass market”, which is widely distributed among consumers. I often go to my friends and buy two insurance policies, but I don’t have a clear idea of what I bought, why I bought it, what problems it solves, and what precautions there are in the insurance terms.
The former is usually the target market of insurance brokers, while in the latter, insurance brokers may not necessarily have obvious advantages. Of course, the current number of consumers in the primary market is gradually expanding and sinking.
There is a phenomenon now: some consumers are familiar with various products. Professionals who exceed 99% of practitioners often have several brokers or third-party consultants around them. You can be selective.
In addition, most consumers often cannot find professional and reliable service personnel, so they buy products in a daze. After a few years, the salesperson leaves his job.
It can be said that those who suffer from drought will die from drought, and those who suffer from flood will die from waterlogging.
Need to integrate.
Professionalism costs money. Lawyers and doctors are typical professional professionals. In any country, they are above the middle class, fully market-oriented countries, and even high-income groups. It’s just that in China, due to some special reasons, the cost of top-notch medical care is not high.
Psychological counseling is also a professional profession, but the market cannot bear the cost of this profession. Instead, there are a lot of bluffing therapies and personality analyses that are very popular and make a lot of money. For example, a certain color, etc., I won’t talk much about it.
Regarding insurance professionalism
The first level is probably to have a thorough understanding of the basic knowledge of insurance, such as insurance law, relevant laws and regulations, knowledge of various insurance types, basic planning, and being able to interpret terms and compare products.
The second level is about having a basic understanding of various products on the market, having experience and research on all aspects of insurance, handling some complex cases, and being able to solve 90% of consumer needs.
The third level is probably having very rich experience in a specific field, being able to go deep into the two-core end of insurance pricing, and having a keen sense of the internal operations, market environment, and regulatory policies of insurance companies. Ability to output system knowledge from a lecturer’s perspective.
Of course, horizontal development also includes wealth management, health management, tax management, and other majors. I have always felt that insurance itself is the most important thing to look up to.
In the long run, the sales cost of insurance will gradually decrease. When more and more people take the initiative to purchase insurance, the value of professional services will gradually rise to the most important position, serving a large number of people. Rather than being limited to only some “middle and high net worth individuals” now.
Hope this day comes soon.
