Who has the incentive slogan of the insurance company? Healthy and upward kneeling for business sprint and employee increase.

In recognition of the atmosphere of the conference, the commission that can be cashed and the glib words ... this is the insurance agent in the eyes of the public. However, what is the real living condition of insurance agents in China? How many people can see their real situation clearly? Newspapers and tabloids are abusive to individual agents.

When you don't regulate your behavior, what you get is an inspiring word and a good feeling of upholding justice. At this time, under the dual pressure of assessment and social exclusion, exhibition agents have become a real vulnerable group. Long live understanding was once regarded as the embodiment of humanistic spirit. We should also understand that 654.38+500,000 insurance agents are an important part of society, their glory and their dreams.

There are 654.38+500,000 insurance agents in China, and the total number of people who have engaged in the insurance industry is not less than10 million. This generation has made the insurance industry in China brilliant today. China's insurance agent system was introduced to China by AIA in 1992, and then became one of the sources of the rapid development of China's insurance industry in the past 10. Nowadays, the existing insurance agent system is facing all-round challenges.

First, try to prop up the sky and bear the blame from all sides.

"Insurance is not made by people, but by talents!"

"If you want to succeed, you must be with successful people!"

"As long as you want to get rich, then you can get rich. The key is whether you want it or not! "

In China, when those who want to get rich and those who don't want to get rich become rich, there are not many opportunities left for the middle and lower classes. The workplace of an insurance company is a place where they can get excited. There, the speeches of senior lecturers combined the essence of western success and China's traditional larded school (of course, the dross has been removed) and superb speech skills, such as the legendary manna, which fell into the hearts of the audience bit by bit, making them fascinated and excited.

"A million is not a dream, and 100,000 is just getting started!"

Isn't it? The insurance elite sat next to them-they were so handsome and full of heroism. What an enviable group! "Sell cabbage today and insurance tomorrow."

With the excitement of being infected in the workplace and the deep desire to get rich, a large number of lower-class people began to take the step of insurance agents.

Then, they will face the exercise and test like ice and fire.

You can imagine how many times they were snubbed, rejected, hurt by setbacks in secret, and lost in the roads and alleys of cities and villages ... Don't you think those gorgeous and tidy office buildings occupied by white-collar workers are so terrible! In the agent's mind, what is terrible is not the parked limousine, nor the dignified security guard, nor the round face of white-collar workers ... What is terrible is that there is such a signboard hanging at the entrance of the office building, which reads in striking big letters: "No insurance sales!"

What does the agent think of this? Desperately resist the deep cold in silence! Or, the passion for success will melt all the hard ice-the price of success or, from the hard signing, you can also take away the frustration accumulated in your heart! After repeated mental and physical suffering, a group of people finally rose from the bottom of the pyramid and formed the elite part of the insurance team. Many of them finally tasted the joy of success after an extraordinary entrepreneurial journey. But who knows how many agents choose to walk away and look for lost dreams in other places because of various difficulties on the road of exhibition industry?

However, it is this group of people, they and them, those who have left and those who have not left, who, with their determination, hard work, desire and hard work, and the sweat, blood, tears, frustration and pain mixed among them, have brought about the rapid development of China's insurance industry and once again propped up the prosperous sky of China's insurance industry.

Since the 1990s, the insurance industry in China has developed rapidly, and the premium income in the past 65,438+00 years has increased at an average annual rate of more than 30%. By the end of 2004, the insurance industry in China had accumulated huge assets of 65.438 billion yuan. The whole insurance industry is distributed in a larger geographical area of the country. Insurance, banking and securities industry are three-thirds of the financial fields in China, which have made great contributions to social security, financial intermediation, social management and service economic development. It is 654.38+500,000 China insurance agents who support and bring the prosperity of the insurance industry in China-they work hard and tirelessly.

Huge numbers, witnessed the glory; Celebration and commendation, flowers and applause are also fascinating moments for too many insurance agents. However, after the flowers wither, the applause subsides, and the prosperity symbolized by all this, how many people besides themselves know and care about the living conditions of insurance agents! As the agent team is the main representative and practitioner of insurance productivity, it is not difficult to understand that all major events in China insurance industry are related to them. In other words, insurance agents are too easy to get involved in the discussion about the development of insurance industry in China. Please take a look at the major events in China insurance industry in 2004. Which event triggered the discussion (even if it is not directly related to the agent, such as the discussion about the entry of insurance funds into the market) that did not attract water droplets from all directions aimed at the agent?

Insurance companies lament that agents are not loyal and diligent enough, the public complains that agents are too entangled, individual policyholders abuse agents to seek profits and make false quotations, management requires agents to abide by professional ethics, while experts call for improving the comprehensive quality of agents and raising the entry threshold of agents as soon as possible ... Undeniably, these requirements are reasonable. There is no denying that insurance agents and their exhibition industry do have such and such problems. However, as the representative and practitioner of insurance productivity in China, can insurance agents really take full responsibility? Can letting agents go through a baptism from body to spirit really solve these problems?

Second, living in the friendly mode of China and its Basic Law.

1992, American International Assurance Company settled in Shanghai, which brought the personal agent system of life insurance marketing. By the end of 1994, AIA had recruited nearly 5,000 insurance salesmen, and its business scale exceeded 1 100 million yuan. From 65438 to 0995, AIA was allowed to carry out life insurance business in Guangzhou, and the development momentum was quite amazing. In that year, the company's marketing team grew to 8,000 people, and the new standard premium income was nearly 388 million yuan. The personal life insurance marketing system of AIA has caused domestic insurance companies to follow suit. In a short period of time, this system was quickly replicated, which promoted the extraordinary development of life insurance industry in China, and the premium income quickly surpassed that of property insurance, changing the market structure of property insurance and life insurance. Since 1996, the premium income of China life insurance market has increased at an average annual rate of 40%, which is mainly attributed to personal marketing of life insurance. Despite the rapid development of bank insurance in recent years, statistics show that personal agent sales are still in a dominant position in the market. In 2002, life insurance still accounted for more than 80% of all life insurance premium income. In 2004, the number of life insurance agents in China has expanded to 654.38+500,000. The development of life insurance directly promoted the development of insurance industry. Therefore, someone once described the contribution of the personal marketing system of life insurance to the development of the industry: "Without personal marketing, there would be no insurance industry in China today!" At the same time, personal marketing of life insurance provides a large number of jobs for the society and plays a positive role in promoting the popularization and dissemination of insurance knowledge.

The current agency marketing system originated from the American household goods promotion system. This marketing system is based on a basic insurance marketing management system called "Basic Law".

The Basic Law has several notable features:

First, increase the number of employees and encourage all agents to go outside to do "street sweeping sales" for strangers.

Second, pay attention to training, and even establish a training system that strictly abides by military regulations.

The third is the talent incentive mechanism with low security and high incentive.

Fourth, formulate a strict elimination mechanism, and eliminate it if the three-month policy is zero.

In this undeveloped virgin land of China, the rules of "sweeping the streets and selling" in the Basic Law are undoubtedly a low-cost crazy "enclosure storm", which has brought huge benefits to insurance companies in a short time. Because of the pursuit of the maximization of interests, interests themselves become the only existence law of insurance companies, and insurance agents are only tools and means for companies to pursue profits. More strictly speaking, marketing itself has become an end.

The increase in the number of insurance companies adopts a similar pyramid scheme to seize the insurance market with an unprecedented "people's war". When insurance companies increase the number of employees, it brings pressure to agents to enter the threshold, desperately recruiting people, resulting in a decline in the overall quality of agents.

The above-mentioned insiders said frankly: "Because the entry threshold is relatively low, the quality of life insurance agents is uneven, and they are not employees of insurance companies, do not enjoy any benefits and allowances from insurance companies, and rely entirely on business commissions. In order to increase income, some life insurance agents have to be quick and quick, misleading or inducing consumers to insure, resulting in frequent incidents that damage the image of insurance companies. "

Insurance companies blindly pursue speed and scale, operate extensively, and ignore the cultivation of insurance market, especially the cultivation of high-quality customers; One-sided emphasis on the training of marketing skills while ignoring the education of employees' professional quality will not improve the comprehensive quality of marketers, which will inevitably make the company lack development potential.

MLM recruitment is based on a bloody pyramid organizational structure. This structure is incompatible with the incentive mechanism of modern enterprises, which leads to the disadvantages of the personnel promotion system and other disadvantages. At the early stage of the rapid development of insurance industry in China, a large number of people with low education and low education level joined the ranks of insurance agents, which made important contributions to the development of insurance industry in China. Nowadays, many of them have entered the management of insurance companies. Agents who have joined now and have relatively high academic qualifications and quality will often feel the pressure in this regard and even be dissatisfied.

According to a senior manager, it is difficult to recruit high-quality talents when recruiting. The reason is that once a newcomer enters a certain department, as long as he is in this insurance company, he will always be a subordinate of the head of this department and will always create commissions for the head of this department.

Under the guidance of the idea of "high incentive", insurance companies employ people first, and no one needs to stay. If there is a policy, they will stay; if there is no policy, they will leave. This kind of management not only makes the agent bear great mental pressure all the time, but also strongly impacts the agent's social behavior concept and objectively numbs the agent's sense of responsibility and loyalty to the company. In the end, insurance agents cannot find their sense of belonging.

"If there is no sense of belonging and lack of protection, the agents will lose a layer of armor to protect themselves. Then strict or even severe performance appraisal is the sword of Damocles hanging over the agents."

Insurance is a great invention that embodies human humanistic care. However, the basic law of insurance companies is cold and impersonal.

According to the insurance company's "Basic Law" for agents, if a newcomer meets certain performance standards within six months (or nine months), he can become a formal salesman, otherwise he will be out. After becoming a formal salesman, if his performance continues to reach a certain standard, he can be promoted to senior salesman, business director and senior director ... but no matter what position he is promoted to, as long as he fails to issue the bill for a continuous period of time (for example, two months), he will be out and will not enjoy a penny of renewal commission. If the performance fails to reach the standard within a certain period of time, it will be downgraded, and may even be reduced to "trainee salesman". This practice has been in conflict with the laws protecting workers in our country.

This means that once an insurance agent is hired, there will be no problems. We can imagine that once a woman who has not given birth is engaged in the insurance industry, she must stick to the exhibition industry even if she is pregnant or postpartum, otherwise, regardless of her previous performance, she will be downgraded and downgraded again. In other words, insurance agents do not have maternity leave as stipulated in the labor law. Fertility is a life event, but agents can't care so much, because they should always maintain a certain performance standard, otherwise, all previous efforts will come to nothing. Even the right to have children is threatened by performance appraisal, let alone hospitalization. Admittedly, when we saw the report about the agent exhibition industry in our hospital bed, we were both admired and even more sad. Who doesn't want to have a good rest when he is sick? However, in the face of ruthless performance appraisal, can agents rest and dare to rest? The computer of the insurance company will only calculate your performance and will not consider your experience; What about the system maker? Can he only know the binary of 0 10 1? The phrase "achievements can only represent the past" is also modest in other industries, but when it is used in agents, what we experience is a kind of sadness under heavy pressure.

Case: Li Mingyan, 49 years old,1joined a large life insurance company in September 1996 and became an insurance agent, and has never left since. In the past seven years, she has been promoted from ordinary salesman to "business representative" and from "business representative" to "senior business representative" through her own efforts. Later, because he failed to maintain the assessment index of "senior business representative", he was reduced to ordinary salesman. Subsequently, a serious illness forced her to be hospitalized. After leaving the hospital, she found that her bill number was deactivated by the company's computer system and the company unilaterally terminated her contract.

There is a completely equal civil agency relationship between individual agents and life insurance companies. However, insurance companies and their teams in China have mixed many contents with the characteristics of labor relations in the management of agents. For example, some companies pay agents a fixed "basic salary", and some companies take disciplinary action against agents who violate the relevant regulations of insurance companies. Therefore, the legal relationship between agents and insurance companies is vague, and there is a serious conflict between marketing and management systems.

Under the current system, agents feel as if they are from an insurance company, but this is not the case. The conflict of roles makes it difficult for agents to provide quality insurance services to customers from a long-term perspective. Therefore, a large number of agents only pay attention to the growth of business quantity and ignore the control of business quality, which leads to the difficulty in ensuring the overall service level and quality of the insurance industry.

While bearing the mental pressure brought by high incentives, agents should also bear the treatment of non-employees of insurance companies. Insurance companies do not buy social insurance for agents. No matter you work for three years, five years or even ten years, once you leave, you will not get any compensation. According to this system, when he retires at the age of 60, the agent has no pension. One day you do nothing, and the other day you have no money. Nowadays, insurance agents can't enjoy any social welfare, even the most basic social security can't be achieved. The strict management of the insurance company team, similar to the "help rule", has actually deprived them of their legal agent status. They can't enjoy the treatment of employees of insurance companies, and insurance companies can unilaterally terminate the agency contract at any time.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.