Commendation line for outstanding employees of insurance companies

In recognition of the aura of the conference, the commission that can be cashed, 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 true situation clearly? Newspapers and tabloids severely criticized individual agents.

What you get if you don't standardize your behavior is a good impression of inspiring and 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 6.5438+0.5 million insurance agents as an important part of society, their glory and their dreams.

The number of insurance agents in China is10.5 million, and the total number of people 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 American International Assurance Company in 1992, and then became one of the sources of the rapid development of China's insurance industry in 10. Nowadays, the existing insurance agent system is facing all-round challenges.

First, strive to hold up a sky and bear the blame of all parties.

"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 both those who want to be rich and those who don't want to be 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, with superb speech skills, combined the essence of western successful studies and China traditional larded studies (of course, the dross has been eliminated), such as the legendary manna, which fell into the hearts of the audience bit by bit, making them fascinated and excited.

"Million is not a dream, 100,000 just started!"

Isn't it? Sitting next to them are insurance elites-they are so handsome and full of heroic spirit. What an enviable group of people "Sell cabbage today and insurance tomorrow."

Under the excitement of workplace infection and 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 left out in the cold, how many times they were rejected, how many times they secretly licked the hurt caused by setbacks, and how many times they got lost in the streets 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 minds of brokers, what is frightening 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 is printed in bold letters: "Insurance sales are not allowed!"

What can the agent say about 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 accumulated depression in your heart! After repeated mental and physical suffering, a group of people finally rose from the bottom of the pyramid, and they formed the elite part of the insurance team. Many of them have finally tasted the joy of success after an extraordinary entrepreneurial journey. But who knows how many brokers choose to walk away and go to other places to find their lost dreams 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 in 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.

China's insurance industry has developed rapidly since 1990s, and the premium income has increased at an average annual rate of more than 30% in recent years. By the end of 2004, China's insurance industry has accumulated huge assets of1185.36 billion yuan. The whole insurance industry is distributed in a larger geographical area of the country. Insurance, banking and securities are the three pillars in China's financial field, which have made great contributions to social security, financial intermediation, social management and service economic development. It is the 654.38 million+50 million China insurance agents who support and bring the prosperity of China insurance industry-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 look at the great events that happened 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 drops from all sides against the agent?

Insurance companies lament that agents are not loyal and diligent, the public complains that agents are too entangled, individual policyholders abuse agents for profit, management requires agents to abide by professional ethics, and experts call for improving the comprehensive quality of agents as soon as possible and raising the entry threshold for agents ... 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 an agent be baptized 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, bringing 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 China's life insurance industry, 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 by 40% annually, which is mainly attributed to personal marketing of life insurance. Despite the rapid development of bank insurance in recent years, statistics show that personal agency 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 is generally stricter than military regulations.

Third, the talent incentive mechanism with low security and high incentive.

Fourth, formulate a strict elimination mechanism, such as elimination after a three-month policy of zero.

In this undeveloped virgin land of China, the rules of the Basic Law such as "sweeping the streets and selling" 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 technically, marketing itself has become an end.

The increase in the number of insurance companies has taken the form of pyramid selling to seize the insurance market with an unprecedented "people's war". When insurance companies increase their employees, they put pressure on the entry threshold of agents and try their best to recruit people, which leads to the decline of the overall quality of agents.

The 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. They do not enjoy any benefits and allowances from insurance companies and rely entirely on business commissions. In order to increase their income, some life insurance agents have to be eager for quick success and instant benefit, 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. Now 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.

A senior manager said that it is difficult to recruit high-quality talents. 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 a commission for the head of this department.

Under the guidance of the concept of "high incentive", insurance companies employ people first, and no one needs to stay. Stay if you have a policy, and leave if you don't. This kind of management not only makes the agent bear great mental pressure all the time, but also strongly impacts the social behavior concept of the agent, objectively numbing the agent's sense of responsibility and loyalty to the company. In the end, the insurance agent could not find a sense of belonging.

"If there is no sense of belonging and lack of protection, the agent will lose a layer of armor to protect himself, so strict or even severe performance appraisal is the sword of Damocles hanging over the agent's head."

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

According to the "Basic Law" of insurance companies for agents, newcomers can become formal salesmen if they meet certain performance standards within six months (or nine months), otherwise they will be out. After 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 has not issued a 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 is not up to 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 yet given birth is engaged in insurance, she must stick to the exhibition industry even if she is pregnant or postpartum, otherwise she will be downgraded and downgraded regardless of her previous performance. In other words, insurance agents do not have maternity leave as stipulated in the labor law. Fertility is a major event in life, but agents can't care so much, because they must always maintain certain performance standards, otherwise all previous efforts will come to naught. Even the right to have children is threatened by performance appraisal, let alone hospitalization. It is true that when we saw the report about the exhibition industry of agents in the hospital bed, we were 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,1September 1996, joined a large life insurance company and became an insurance agent, never to return. 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 had been deactivated by the company's computer system and the company had unilaterally terminated her contract.

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

Under the current system, agents feel as if they belong to insurance companies, but they are not. The conflict of roles makes it difficult for agents to provide quality insurance services to customers in the long run. As a result, a large number of agents only pay attention to the growth of business quantity and ignore the control of business quality, which makes it difficult to guarantee 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 won't 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 is out of reach. The strict management of the insurance company team, similar to the "help rules", 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.