Psychological course of insurance practitioners

What is insurance? Insurance is actually a piece of paper, but the weight of this paper is not light, because it is also a promise. When people encounter misfortune, it can give people help and warmth. Insurance is not only the icing on the cake, but also a timely help. Everyone wants to have a stable life, but there are still many people who are afraid of insurance. Some people even think that buying insurance is like buying a lot of trouble. Then how to happily sell a piece of paper and a promise to everyone, so that buyers can accept it gladly? This is the skill of insurance salesmen, and at the same time, this is also the charm of the insurance industry. Like many insurance marketers, Ma Dan, who just entered the business, was turned away and even ridiculed by his friends. The first insurance policy not only brought good luck to customers, but also brought good luck to yourself. I got a call from an insurance consultant in Ping An Life Insurance Company of China to find out my son's insurance situation and work intention. This is my first real contact with the insurance industry. At that time, there were too many promotion elements, which made me instinctively reject all her "goodwill". About a month later, I got another call from AIA. At that time, the telemarketer's speech skills successfully invited me to attend their workplace briefing. I listened to the briefing with curiosity and learning mentality (because my husband and I have always wanted to buy a medical insurance for our baby, it is always good to know more about ourselves! After this briefing, I have a new understanding of the insurance industry, because I have heard too many negative comments about insurance on the Internet and among my friends, so I have always been biased against the insurance industry. But after personal understanding, I suddenly have a feeling that I know it very late. Isn't this what I've been pursuing and yearning for? Because I naturally like to associate with people and have an easy-going personality. More importantly, I have a strong desire to pursue my ideals and a clear goal. So I think this is a turning point in my life, and it can also be said that it is the starting point and springboard for my success. When I made this decision, many people didn't believe that I really thought from the bottom of my heart. They just thought that I was impulsive, but only I knew what I wanted and what I could do. Although my road to success may be more bumpy than others, I believe that nothing is impossible as long as I work hard. Many friends say that you have just arrived in Suzhou for less than half a year and have nothing to do. The market is not easy to do, and it will be very hard to do insurance. But I've made up my mind. From the moment I decided to take out insurance, I never thought that I would succeed easily, let alone enrich myself through various relationships. I am well aware of my situation and environment. Although my husband has worked in Suzhou for three years, I know that with his character, he will not take advantage of his position to provide me with any help, and I don't want to appear in front of my husband's friends as an unprofessional image before my business is mature. However, I know that as long as he supports me mentally, my husband's rationality and unique views will make me take fewer detours. I have my own views on insurance. I think if you really want to do insurance for a lifetime, you must start from a strange market, because the market will be completed one day. More importantly, under the premise that you just entered the business and lack professional knowledge and skills, you blindly "pay the bill" from relatives and friends in order to sign the bill. I think this is both irresponsible to relatives and friends and irresponsible to myself. Wait until your business skills are proficient enough, and then design the most suitable and effective insurance policy for friends and relatives. In this way, your relatives and friends will not only look at you with new eyes, but also make their lives more secure because of your major. Secondly, if you do the market from the beginning, the signing rate may be high, but one day, when you have no market to do, can you still have the confidence and passion to start from a strange market? Even if you can, your frustration will be a big stumbling block in front of you. Therefore, I believe that "insurance is not made by people, but by talents". I believe that as long as we firmly believe and constantly overload ourselves, we will certainly create brilliance! The road of insurance sales is limited, especially in the initial stage. The ideal is beautiful. Reality is always cruel. After a series of systematic studies, I confidently opened the phone book and called all my good friends and general friends to tell them that I have switched to insurance and can contact me if necessary. The answer is that a very close friend said, I have already bought it. Why not do it earlier? At that time, I was so angry ... I really wanted to give up ... (Now that I think about it, this is actually a normal reaction) ... It seems that this way of telephone call is not feasible. I have to find another way. That is, face-to-face interviews ... former colleagues, classmates, relatives, friends and real estate agents who have had contacts ... I have found them all ... it took almost a month ... and I have basically been there. Talking about the significance and function of insurance, talking about financial management methods and company introduction ... I have been hoarse for two weeks ... I have bubbles on my feet ... However, through my own study and market practice, I have proved that insurance has a market, but my professional skills have to be continuously improved to achieve my sales goal ... After I get the agent certificate, I have to go through the company's product knowledge and insurance rules. Sales methods, etc. Can be sold in the market. In order to save precious time and spend more time with your baby, I won't go into details here. "Insurance is not made by people, nor by talents, but by ghosts." This is what a senior teacher and an excellent director of our company said. I didn't understand it at that time, but now I have a deeper understanding. What is insurance? This is a way to transfer risks. It is a source that helps us to ensure a sense of security in life in time. It means "managing money, not" spending money ". This is everyone's career and everyone's career to me ... Even so, after all, insurance is still in its infancy in China. Too many people don't know much about its function. Unlike foreign countries, which have a history of more than 100 years, it is said that insurance is a caring profession, a job of spreading love, and the most brilliant profession in the sun ... I questioned ... I graduated from university of international business and economics with a major in economic management, and worked in a technology development company for almost two years after graduation. For two years, I went to work at eight o'clock every morning and got off work at half past five. From Monday to Friday, the work style and content have not changed. I even have to travel a lot. I know what my life will be like. It's terrible to think about it. After all, every young person doesn't want to do such a job without passion and hope. Six months ago, I had the idea of changing jobs. I've always wanted to do sales, but I can't find a suitable job. Last year, I learned about insurance. One day last year, my friend had a 10-month-old daughter who stood on tiptoe while learning to walk and went to the hospital to see a doctor. The doctor said it was cerebral palsy, but her whole family didn't believe it. She took her daughter to see experts from major hospitals in Beijing, and the conclusion was the same, "mild cerebral palsy"! What a terrible fact this is. This is a great disaster for them who have just been married for more than two years. The word "cerebral palsy" has only been seen in other people's stories before, but now it has come to my good friend. During the day, they run around the hospital with their children. When they come back at night, she and her lover Lacrimosa often can't eat. They are very worried about their children's future, so they want to do their best to do all kinds of rehabilitation training, but the expensive expenses make them a little confused. The cost of rehabilitation training alone is around 200 yuan every day, as well as medicine and hospitalization expenses. It takes two people to take care of it every day, and it costs at least 10 thousand yuan a month And this kind of rehabilitation is very long, and it is difficult to have any effect in a few months. They talked to many parents. Many families who were originally well-off or even rich went bankrupt in order to treat their children. The scene is very touching, touching the greatness of father's love for maternal love, and at the same time feeling sympathy for their misfortune. However, she just started a family with less than 10,000 savings, and she was still trying to buy a house. My parents only had 40,000 savings, and my mother said that they all treated their children. However, this deposit of less than 50 thousand is really a drop in the bucket for children to see a doctor! At that time, her mother said something that touched her all her life, "I will sell the house if I have no money." "In addition to moving, more is heartache! Later, they often talked about it. They often say, "How lucky they are! "! While they are happy, they also deeply feel that they are so powerless in the face of disasters and their families are so fragile. How much risk a person will face in his life. Generally speaking, traffic accidents and serious illnesses that happen on the road every day will be disastrous and devastating to him and her family. She is increasingly insecure, although she has a stable job and a stable income. I found a manager who is very good at insurance online and asked him out. I asked him a lot of questions and my confusion. After that, I found a lot of information. I feel that in fact, everyone needs insurance, but everyone doesn't like insurance very much, mainly for two reasons: First, many people have very weak risk awareness. I feel that I am living a good life now, and those misfortunes will not happen to me, or some people think that when it happens, it is the so-called "cross the bridge when you cross it"; Second, many insurance agents don't understand insurance, and some insurance companies don't make claims in place, which greatly damages the reputation of insurance. I think with the entry of foreign insurance companies, the insurance industry will become more and more standardized, and people's insurance awareness will gradually improve, which requires a group of high-quality and professional insurance agents. Insurance agency should not be the job of laid-off workers, but also needs a group of high-quality talents. So I had the idea of being an insurance agent. But family and friends don't quite understand it, especially the reputation is not very good. Everyone feels that they want to do insurance promotion if they don't do such a decent job with stable income. I work for them, telling them about the development history and current situation of the insurance industry in developed countries, as well as the current situation and trend of the insurance industry in China, and gradually getting through their work. Later, I learned about a well-developed life insurance company. After seven days of training, I was attracted by its strong corporate culture and standardized management. So I decided to join this life insurance company and become a group of knowledge managers. There are only more than 200 people in this first batch, all of whom have bachelor degrees or above, more than half of whom are masters or MBA students, and some of them have just returned from studying abroad. After nearly two months of intensive training, I got the qualification and began to sell insurance (many insurance companies can sell insurance in less than a week after simple training). And for the next three months, I will train every morning. I have chosen a new path, although there will be many bumps and setbacks ahead, but I will stick to it. With my knowledge, wisdom and unremitting efforts, I think I will become an excellent insurance agent. My philosophy is: "Manage insurance as a career". Several years of insurance sales have added a heavy sense of responsibility to my enthusiasm. This sense of responsibility is particularly strong whenever claims are sent to the insured. There was once a farmer who bought an accident insurance. Unfortunately, he passed away, and he still has an 87-year-old mother and a 57-year-old wife at home. When we sent the 50,000 yuan compensation to his home, the two old people cried. In fact, many families in China should have such insurance awareness, and insurance can minimize their losses. But in fact, even many people with higher education have no such consciousness. There is still too much work to be done in China's insurance market. It is often seen that someone compares insurance with banks and lists a table, but in fact, the essential difference between them has not been found out. Banks in Qian Shengqian, the cost can't move. You deposit 65438+ ten thousand yuan in the bank or you borrow 65438+ ten thousand yuan, which is the cost. If you save the money yourself, the bank will pay you some interest, and when you need it, you will still raise it yourself. And you borrowed 65438+ ten thousand. When the loan term is up, interest and cost should be paid back together, and not a penny less. What if you don't come? Sorry, the bank will use your property as collateral, and auction off the cost plus interest. On the other hand, insurance is not for individuals, but for running a group. Your premium is interest. If you pay interest first, the insurance company will automatically deposit you a sum of money that matches your life value. Although you didn't pay the money and didn't see it, it actually exists in the insurance company. This money is the standby credit that Cooper said, and you don't need to pay off the cost. Because only if something happens to you can you start giving this credit to Hui Ze, your family. The essence of this process is that when you can't realize the value of life, the insurance company can help you realize it. What you pay the insurance company is actually a little operating cost. For the safety of the loan, the bank can add double insurance for you to sign twice. Why not insure your life value? Because the value of human life is the Hui Ze of individuals to others, it takes time for individuals to realize their own life value. The longer the time, the greater the personal responsibility. The harder you work, the more people will depend on you. The problem is that anything can happen in such a long time. What promises can you make to those who want Hui Ze in the future? Everyone says that doing insurance is walking on two legs. While protecting customers, we should develop our own team, because one person's strength is limited, and if he has the ability, he will send protection to more customers, and everyone will gather firewood. I began to develop my team, no matter where the partners in my team came from! I will tell them that whether your customers and friends accept the insurance products you recommend to them or not, they should make use of your patience and professionalism. Have the confidence to communicate with customers and friends. Impress customers and friends with your sincerity until they can accept life insurance. Life insurance is a necessity for every family. Life insurance is like a security door in our house. Although no thieves came, we couldn't afford it. Life insurance is like a spare tire for a car. Maybe he can't use it, but he can't afford it. Life insurance is like a fire extinguisher, but we still have to be prepared. Life insurance may not be available to everyone, but we can't live without it. Life insurance is an emergency cash. It is the stabilizer in our life. So I say life insurance is an indispensable part of every family. Selling insurance is the happiest thing in my life, but I also have my shortcomings, because I used to be a loner and I was not used to taking care of others. But after years of experience, I saw that many people had problems because they didn't have insurance, and I suddenly remembered the truth that more firewood is more than fire, and I began to change my mind. I visited five clients in one day. If 10 people visit together, that is, 50 people, then more than 50 people know more about insurance, so it will be very powerful to go on day after day. My team is getting bigger and bigger, and I need to develop some responsible and caring people like me to do this business together. I really feel a lot of pressure after this incident. There are more and more people in the team, and my workload is getting bigger and bigger. I often get off work late. It's really hard! After so many days and nights, the most unforgettable thing for me is that one of my former customers has insured the critical illness insurance with the insurance amount of 654.38+ 10,000. When the insurance policy is in doubt, he will return it and tell me that insurance is really useless. I have been working for her and advised her not to return or stay! If you really can't afford it, I have nothing to say. However, you either feel that insurance is useless because of money. After repeated communication with her, I stayed. I'm really happy for her. Maybe my sincerity touched her. But the weather is unpredictable. Two years after the contract came into effect, she suddenly received a phone call from her son, saying that her mother was hospitalized and asked if the insurance could compensate. I said, what is it? he said