Channel transition and innovation become the here and now excellent plan

Domestic life insurance companies, being suffered a period of weak growth, although insurance marketing has low season says, but weak growth performance, it is an indisputable fact. From the domestic insurance "big three" announced premium income data, the first 4 months of this year, China life insurance premiums total revenue of $ 145.4 billion, ping an life insurance company and Pacific life achieved premium 55.7 billion yuan respectively, and $ 39 billion, declining trends in the ring. In particular the sharp decline in April than March respectively, 41.7% and 35.72%. 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Reporter Cang Hao the domestic life insurance companies, being suffered a period of weak growth, although insurance marketing has low season says, but the current state of performance weak growth, it is an indisputable fact. We can be released from the big three domestic insurance premium income data, the first 4 months of this year, China life insurance premiums total revenue of $ 145.4 billion, ping an life insurance and the Pacific (601,099, unit) life achieved premium 55.7 billion yuan respectively, and $ 39 billion, declining trends in the ring. In particular the sharp decline in April than March respectively, 41.7% and 35.72%. Such a State, the insurance companies are caught in the bottleneck stage of business development, channel transition highlighted in this case, time, regulators introduced the policy of no is not encouraged and supported in active exploration and innovation mode of insurance companies and intermediaries, improved business growth. New sales system and were transferred "separation of production and marketing" in October 2010, the China insurance regulatory Commission issued the views on the reform and consummation of administrative system of insurance marketers, explicitly demands that insurance companies should be gradually straighten out legal relationships with marketers, encouraged the establishment of the issuing insurance company, or selling the company, that is, "separation of production and marketing". On May 23, the China insurance regulatory Commission published a notice, approve the establishment of a harmonious insurance sales limited and Allied signal in insurance sales and services limited, this is the sixth and seventh this year professional insurance marketing company, insurance sales company becoming climate. Two insurance sales company management scope includes: agents selling insurance products; agent charge premiums; agent-related insurance losses of the business survey and claims services. From currently established of sales service limited view, insurance regulatory Commission encourages established new insurance sales system, in insurance regulatory Commission publishing of "35" during insurance intermediary market development and supervision research under display, encourages production life insurance company Zhijian, and insurance company and other about Enterprise Zhijian, and insurance intermediary group Xia about intermediary institutions Zhijian, and agent institutions and brokers institutions Zhijian of comprehensive sales, to comprehensive of promote scale, to comprehensive of improve insurance comprehensive service ability. In that process specifications, risk control, security services are provided, ordered released, full use of the sales channels, decreasing marketing costs, expanding sales coverage, improve operating efficiency. October 2010, the China insurance regulatory Commission issued the views on the reform and consummation of administrative system of insurance marketers, explicitly demands that insurance companies should be gradually straighten out legal relationships with marketers, encouraged the establishment of the issuing insurance company, or selling the company, that is, advocating "separation of production and marketing". Insurance intermediary is the fine result of the Division of the insurance market, "separation of production and marketing" of the mind also appeared. Reporters interviewed several insurance agencies in the country. Setting up insurance brokers company limited has 10 years of the great wall, was the first allowed to open one of the 3 national insurance brokerage companies. 10 years ago that many partners don't know what happened to the insurance broker, and then have the Explorer. The company Chairman said, 10 years, was given as the first opening of a national insurance brokerage firm, always follow the "marketization and internationalization of standardization and professionalism," development direction, and at the same time the market development, and at the same time, building, business had made "a year to a new level" of performance. Insurance market reform, are current members of hot topics, current marketing system vitality remains strong, and the current issues are development issues, through adjustment strategy, from the original to careful management of extensive management changes. After the multiple normative documents issued in the near future, May 2011, China insurance regulatory Commission Web site in China once again publish the insurance sales regulations (draft for soliciting opinions), driving up insurance sales professional "threshold", from the original junior high school or above, to a college education, expect to solve many root causes of the insurance sales cycle and clearly pointed out the misleading Act 13 will be prohibited. We can easily find, encouraging support of development in the regulation of insurance companies, in a gradual reform. Network marketing Internet marketing seems to have been still prevailed in all the rounds marketing partners hope this not too "trendy" tool-assisted themselves, increasing a chance. From 2005 journalists writing about the Internet exhibition industry so far, is over 6 years, 6 years, the marketing team in a rapidly expanding, and new insurance marketing team partners with the regulators issued a set of normative documents in the "threshold" of evolution. Young, highly educated talent in the growing insurance marketing team, they will become a new generation of insurance elite, they are lucky, because not only drew on experience of predecessors, more opened up their outreach approaches. Internet marketing seems to have been spread in all mouth, marketing partners hope this not too "trendy" tool-assisted themselves, increasing a chance. "I think network marketing is very good! And my team of people basically are doing Internet marketing. "Ping an life insurance Beijing Branch of Chen Yuming told reporters that members of his team, averaging under 35 years of age, everyone has their own QQ,And a team formed a QQ Group, everyone in the group communication efforts. "I QQ show not much time, start is also heard people say, I found these two weeks, came to my insurance question really is a lot of people, although so far without success, I believe, be able to see the results soon. "King of ping an life insurance Beijing Branch said. Then, she's going to share with partners: Internet marketing requires a lot of time to maintain your customer relationships, there must be many situations, all just a matter of whim to ask you some insurance, are not really want to buy, but we must have patience, to provide customers with convenient, also enrich their hearts, why to care about the single two single? Record their brands on the Internet, that is the key. Ping an life insurance company Hangzhou branch Zhang Ying Mary for network marketing very much agree with, she said: "a hard work, reap, I always believe that golden rules in the insurance industry, also available on the Internet. In fact, when you really focus on one thing, after a period of time after the efforts of, I believe that God will watch over you. Remember has once, a customer from advisory insurance to real check single, with has fast a months, said mind, I also intends to abandoned has, because entire process are is in online, no any improvement, sometimes made past of message each other half a day are no echo, also does not know he what wanted to do not want to buy, also is on I by design of products does not identity, in short is heart worry, does not know customer what is what idea. Until one day, I told the customer when the product is about to sale, his reply to meet me to talk, and later, we are on schedule and about, very well signed a form. Zhang Yingli says she has this is the 11th single sign on the Internet, wondering, why she would successfully meet for the first time will be able to sign the Bill? "I think the very important point, is the trust of customers, all I do is to the customer's interests as a starting point. Point is also engaged in this industry must remain " three heart ": patience, careful, most important there is sincere. "Very simple a few words, but can stick with it and how many? Banking and insurance sales suffered slam in March 2011, China insurance regulatory Commission, the CBRC also jointly issued the guidelines on the insurance business supervision of commercial banks, require silver, strengthen collaboration, sales of insurance products bank personnel are also required to hold a certificate of insurance agent; and again, commercial banks will permit insurance company officers banking outlets. Bank insurance originated in 19th century Europe, currently most developed regions of Europe remains the bank insurance. Shenyin wanguo study data shows that by Bank sales of life insurance premium income proportion new single premium income in the same year, United States of 30%, France 70%, other European countries ranged from 20% per cent. In China, banking and insurance businesses started relatively late, in the mid 1990 of the 20th century, Xinhua, Taikang, a number of new life insurance company in order to seize the market, quickly establish a brand image, agent agreements with banks, bank insurance business. Since 2000, almost all domestic Chinese banks began charging fees that agents sell insurance products. In 2003, the regulators issued insurance industry regulations, and lifted the Bank Insurance Agency "one-on-one" restriction, allowing banks to cooperate with many insurance companies, producing a "many to many mode", since banks and insurance companies quickly become life insurance one of the most important channels. In 2008, the first time individual banks and insurance companies, as the main channel of life insurance marketing. In January 2010, the PBoC and CBRC jointly issued on strengthening Bank structural adjustment Bank life insurance life insurance business of the healthy development of the business notification requires constantly optimize the structure of Bank agency insurance business, increase the intensity of Bank life insurance product innovation. November 2010, China Banking Regulatory Commission on further strengthening the Bank, will unilaterally issued notice of insurance sales business compliance and risk management, requirements before the end of 2010, banks are required to clear out the resident insurance company sales force, at the same time qualify the bancassurance model. In March 2011, China insurance regulatory Commission, the CBRC also jointly issued the guidelines on the insurance business supervision of commercial banks, require silver, strengthen collaboration, sales of insurance products bank personnel are also required to hold a certificate of insurance agent; and again, commercial banks will permit insurance company officers banking outlets. Introduction of a series of banking and insurance policies, banking and insurance business of the insurance company suffered Slam, banking and insurance premium income generally a sharp decline. Insurance data show 2010 domestic scale of banking and insurance premium income of 350.379 billion yuan, of which, silver premium income was only 30.141 billion in the fourth quarter, compared to $ 136.465 billion in the third quarter, fell sharply, by 77.91%, representing a quarter of 2009 fell almost 60%. Reference to United States's insurance intermediary market United States system of insurance intermediary is not a strict two-level system, that difference between insurance agents and brokers are not clear. In the recently published by the China insurance regulatory Commission of the "35" in the period of insurance intermediary market development and regulation of, we see the United States insurance market. United States insurance intermediary market, for example, United States is the world's largest insurance market, and accompanying intermediary market is developed, has become a combination of insurance agents and insurance brokers, and insurance agent-oriented insurance intermediary development model, the insurance agency market as a whole by the insurance agent, insurance broker, insurance assessor, and composed of insurance direct marketing channels. It should be noted is that United States system of insurance intermediary is not a strict two-level system, that is, insurance agents and brokers difference is not very clear, some life insurance business of insurance brokers is in itself an insurance agent, was referred to them as insurance broker, is because their business arrangement to a number of insurance companies, and has product design capability. Insurance agents are United States insurance intermediary market of core, and agent system can be divided into institutions Agency (agent, General Agency, branch, etc) and non-Agency Agency (special agents, independent agents, etc.). Among them, special agent of the business scope mainly concentrated in the areas of life insurance, and an independent agent is mainly engaged in non-life insurance business (as long as you obtain a license, both agents life insurance business, also can be agents of non-life insurance industryWorks). From the 2004 United States insurance market business structure, in terms of property insurance, role of the independent agents and brokers than direct sales channels, premium share occupies about two-thirds; in terms of life insurance, independent agents and brokers only accounted for about one-third of the shares. United Kingdom agency market development trend of the same, new channel the increasing role of more traditional channels, 2004 United States retention of premiums for property insurance industry 46% is the contribution of direct sales channels, new 11% of life insurance premiums are by telephone, mail and the contribution of new sales channels such as the Internet. "Nuisance calls" ordered to stop I rarely make strange phone call to the customer, because unfamiliar telephone will make a disgusting mood. Take our own, are not used to get strange phone call, let alone that you spend money on insurance of strange call. In 2010, the China insurance regulatory Commission on further specifications are issued under life insurance telemarketing and telephone about visit behavior of notifications, made several demands in this file: first, strengthen the sense of the overall situation, resolutely put a stop to random calls about visit behavior. Companies should maintain trade image, proceed to protect consumer interests, in strict accordance with the notification requirements, immediate end insurance marketing personal staffing and random visit to strange call about customer behavior, and establishing effective monitoring mechanisms, to take active control measures to prevent recurrence of such violations. The company should develop practical programmes, actively and steadily to related marketing team on the development model or implement the appropriate placement, avoid affecting stable group events. Second, strengthening risk control, compliance to conduct telemarketing business. The company should strengthening on phone marketing personnel of internal tube controlled, improve marketing team of law-abiding consciousness; do customer information confidential work, ensure customer information sources legitimate close Board; full application information system control technology, avoid occurs disturbing event, timely corrected and severely punish sales misleading behavior; perfect insured confirmed, and funds received pay, and policy served, business process, reduced customer disputes, prevent case risk occurs. Third, adhere to the idea in the long run, building sales management system of science. All companies should follow the scientific development philosophy, correct the one-sided pursuit of marketing team size error oriented, avoiding telemarketing business into the excessive reliance on mistaken ideas of marketing personnel; cognitive development trend of insurance marketing system correctly, within the framework of the laws and regulations establish telemarketing management system, putting the telemarketing business employment relations to avoid new conflicts of marketing management system. Four, strengthen media advocacy, establish a good image of telemarketing. Insurance Association of the company and should actively use consumer education platform, guiding objective media coverage, strengthened publicity telemarketing-related laws and regulations, strengthening compliance telephone marketing publicity, gradually establish a good social image of telemarketing. Five, implement self-regulation, creating orderly competition environment. Insurance industry associations should pay close attention to telephone marketing competitive situation, study and formulate relevant self-regulation Convention, encouraged the company to cultivate business talents, preventing malicious headhunting, disordered movement of persons, defamation of vicious competition occurs. These requirements we clearly see that regulators continue to specification of insurance marketing by sales channel. "I seldom make strange phone call to the customer, because unfamiliar telephone will make a disgusting mood. Take our own, are not used to get strange phone call, let alone that you spend money on insurance of strange call. I feel that the PIN may be misunderstood by some partners, they think calling around, you can prove that you are doing business, their efforts, performance will improve, or not, your new phone is already in development road of forfeiting the opportunity for you. "Yang Zhi told reporters that China Yunnan branch. He suggested that the partners: telephone and customer relationship closer together, the same can also alienate many relationships, we have to use the telephone, is not a phone, we can use the friend or the company's preparation, to know what you want to call his customers, in each other's knowledge and interest in the case, then we "tailor". Harmony of the "team" in order to be a part of the team, we should clearly know how to personally for the team. A few years ago, we often saw in the residential insurance company partners to take the help desk there, were five or six people at a time. Reporters also have seen a lot, however, as the intense marketing, partners are more willing to go out, individual combat, rather than sitting day in the help desk. Last week, the reporters in a community in Beijing caught sight of a familiar scene: some in suits marketing partners in a "insurance help desk" which sits upright, they note that passers-by from time to time, and searching for target customers. Reporter approached and they chatted together, to learn that after the reporter's identity, they are not willing to reveal the names, saying only that he is new, this swing booth practice. In fact, "team battle" is a good way, we often say that "when everybody adds fuel, the flames rise high.", this is the case, one can take each other for the team, common to a customer service, is also a channel development model. China life insurance Gansu branch Zhao Yongning told reporters, in Gansu province, there are still many out partner of the exhibition industry, their partner teams in each Division, is responsible for about an interview, is responsible for about, also in charge of making the record, after returning to the company, consolidated summary, full of intimate services. He said that everyone's experiences are limited, impossible to remember one customer at any time, and with the help of team members, on the services to you. In order to be a member of the team, we should clearly know how to personally for the team. First, to understand own can for team do what, most important is see own in team inside of role; second, a a people impossible will all of things, knowledge, and character total has biased, so to know own in team in knowledge and character of advantage; again, firmly believes that no team is no of, now social only with a people is do not what things, success persons only is just team in comparison conspicuous of a, so face fame of when, personal should cool, success of when to consider to team of contribution; last, must to has team of shared spirit, information to can quickly to arrived each teammate hands, not own a a people know on good.Information consolidation of backup, serving the public (social, information warfare is important). The most important point, we should always review their own, and less on request, to strive to do our own.