The growth of Ye Yunyan is worth learning from everyone.

Ye Yunyan was born in Xiapu County, Ningde City, Fujian Province. Because of her poor family, she chose to attend a normal school. After graduation, she was assigned to teach in Beishuangdao Primary School, 19 kilometers away from Xiapu.

At that time, she had two dreams: to buy a gold necklace for her mother after earning money and to build a new house for her family.

However, her dream was soon hit by reality. She wanted to earn more money. She happened to see the job advertisement of China Ping An and immediately set off for the "Creation Meeting". Subsequently, he officially joined Ping An Life Insurance Company of China of Ningde City, became a life insurance agent, and went to zhouning county of Ningde City alone to explore the market.

At first, she was completely enterprising and had no skills, but she loved to laugh and was sincere to people. After several visits to the director of Zhouning Experimental Kindergarten, she got the opportunity to talk about insurance for 1 minutes at a parent-teacher meeting, that is, many parents bought insurance from her. In four months, she accumulated 127 customers in Zhouning.

In this way, the more she did, the better her performance was, and she won the first place. She really built a new house for her family and set up her own team. On the surface, she should probably live in Xiapu for a long time, and her mother even began to arrange marriage for her.

But a safe systematic training changed her cognition and her fate.

In this group training class, there are eight people from Xiamen, and she feels that the temperament, conversation, accomplishment and other aspects of these eight people are completely different from those of the local agents, including her. Before, she always thought that signing a premium of 3,6 yuan in Ningde was a big order. After communicating with these eight brothers, she realized that they had already signed a list of 1 times or even 2 times the premium.

at this time, she realized that the same product can develop a completely different pattern in different cities. She decided to go to Xiamen for development.

She gave up the fixed resources and team established in Xiapu and went to Xiamen from scratch. After she decided to go to Xiamen, she had to prepare for a rainy day, so she asked everyone, "I'm going to transfer to Xiamen. Do you have any friends to introduce me?" . It is precisely because of this positive preparation that she got her first order in Xiamen-a friend of her aunt's daughter's boyfriend's sister.

She knows very well that when she first arrives in a city, she has no relatives or friends. Only by finding some reasons in advance (asking people and being introduced by others) can she gradually gain a foothold.

She has empathy and understands empathy.

in order to better change her position, she often makes a lot of preparations and never blindly goes door-to-door to market. For example, if she wants to meet the client, who is a real estate businessman, then before the interview, she will collect a lot of useful information for the real estate developer, sort it out, and in addition to skillfully integrating it into the conversation, she will also pass it on to the client in due course.

In this way, the customer will not feel that talking with her is a waste of time, but it is worth the money, so the signing of the bill will come naturally. Even if she can't sign the bill, the other party will recognize her as a person, and it is only a matter of time before signing the declaration.

when she knew her responsibilities, her attitude towards insurance products changed from "selling" to "tailoring" for customers.

She asked herself to "talk about a love affair" with each product, and clearly understand the details of the product: what occupation and age group it is suitable for, and how different products can be combined to meet the needs of different families ...

She gradually realized that the fundamental reason why she first joined the insurance industry was the desire for money, but if she still takes this purpose as the leading factor in her subsequent work, her life as an agent will not be long-term.

she has affinity and ambition.

In p>213, Liu Xiaojun, then deputy general manager of Ping An Life Insurance Company of China and general manager of the Southern District Business Department, inadvertently said: "Ping An has not had an agent with an annual income of over 1 million." The speaker has no intention, but the listener has intention. She secretly vowed in her mind that she must become the first agent with an annual salary of 1 million in China.

Besides, she has a natural affinity. She is good at listening and acting quickly. Many people in Xiamen like to chat with her. Some elderly people even treat her as their daughter, introducing their best friends to her, and many people who are keen on dinner have begun to invite her. Her life track and career have continued to this day for decades.

She said that even if everyone in peace remembers the spirit of "continuous struggle", few people can "regard honor as life" and few people can be sincere for more than ten years, but she will.

until now, she will still give her regular customers for more than ten years inexpensive but sincere gifts on time at every festival with special significance. She hopes that she can continue to develop her talents to the extreme.

She attaches great importance to correctly expressing knowledge points.

In p>212, she met Mr. Ding Yun for the first time. She pulled out his PPT on critical illness insurance training from her mobile phone and recited several critical illness insurance words word for word in front of him. This year was also the year when "medical insurance for serious illness" was launched. Many people couldn't understand the conflict between medical insurance for serious illness and commercial insurance premium for a while. When Mr. Ding talked about "medical insurance for serious illness", she began to record it-she didn't want to make mistakes because of her own reporting, which would mislead other agents in the team.

Seeing her actions, Mr. Ding said with relief: "Now I can understand why Xiamen, a city with a population of 2 million, can be elected president of the National Summit."

She runs insurance as a business.

she advocates service first. In 22, her family needed to buy a house and a car. The family asked her, "Don't you always say that your income is high? Why can't you get money at a critical moment? "

She replied, "Yes, I can't give much now. If I don't know how to serve customers with 8, yuan for every 1, yuan I earn, I may not even earn this 1, yuan next month. If I use this money to serve customers now, I can earn 1, yuan in a month soon, which is the income of the current year. "

This thinking has helped her to do the right thing and serve her customers well. She will follow you all her life.

So, when someone you know needs to buy insurance, she is the first person who comes to mind. Because she has always regarded insurance as an enterprise and a career, rather than investing for an insurance policy, she is investing for customers.

she insists on doing one thing well all her life.

She said, if you don't know enough about the insurance industry, and you don't have heartfelt pride, you can't even move yourself. How can you move others?

She once met an executive of a large company, and was turned away the first time she visited her, but she didn't give up. Instead, she insisted on texting him on holidays, but she didn't receive a reply at first.

Until one day, she received a phone call from the executive: "A salesman recommended me an insurance product, which I thought was good, but the salesman exaggerated. I think you are more professional. Please come and explain it to me."

as soon as she arrived at the office, the other party asked: what is this product like? She smiled, analyzed the advantages and disadvantages of this product in detail, and gave reasonable investment suggestions based on the actual situation of the financial controller, and the other party was convinced.

Like this executive, many business owners in Xiamen are happy to hand over their insurance policies to her-because they can rest assured.

"I am a person who only does one thing" is a short sentence, but the power of faith is very powerful, which can make people focus, professional and unique.

She keeps improving her "frustration quotient".

Being able to embark on the road of developing high-end customers shows her attitude towards setbacks. She often says to herself: Since insurance is bound to be rejected, why not choose to be rejected by rich people?

when she is frustrated, she will actively look for positive energy. She will be grateful from the heart for a text message, a greeting or even a look of approval from others. This may be their well-meaning instinct, but she will regard it as an encouragement and support.

she likes to determine her own milestones.

from the time she entered the insurance industry, she knew very well that all her efforts were to realize herself. She knows exactly what she wants, what kind of height she wants to reach and what kind of life she wants to achieve. She will set a goal for this day, this week, this year and even this life. She will take her best score as the base and increase its value by 1 times. She will never worry about setting the goal too high.

Many people say that she is a master of time management, which is what she is proud of. From the first day of her work, she began to keep a work log. In the past 2 years, she has written hundreds of thick work logs.

She thinks that everything fails without a plan, and she runs the insurance business with a plan.

many years ago, she visited a client. The other party has a good impression on her, but she just doesn't recognize insurance. At the end of the visit, he said to me, "I'm not going to buy insurance now. Tell you what, come back to me five years later, and I'll definitely sign the bill that day."

Later, when she was sorting out her work log, she saw the records at that time, so on the same day five years later, she appeared in front of the customer.

at first, the customer denied saying that, so she put her work log in front of the other party. It recorded in detail the meeting time, place, talking points and his promises, even what color clothes he was wearing.

that client was impressed by her meticulous work and good intentions, so she signed the first insurance policy in her life.

she pays attention to details, sense of ceremony and sense of belonging.

in 29, she held her first thanksgiving growth witness meeting, and every year after that, she will choose a different theme to hold a thanksgiving meeting. Gratitude meeting is different from production meeting, which is purely for the purpose of gratitude, that is, to make customers experience and feel better. At the same time, it is also explaining to customers that she just wants to provide a platform for making friends with each other.

and every year, she will carefully arrange guests, half of whom are old customers and the other half are people who don't know her very well. Therefore, the annual dinner scene can be called her brand promotion meeting.

She keeps learning actively and accumulates contacts.

wealth needs to be accumulated, contacts need to be accumulated, and brands need to be accumulated more. If you want to keep up with the pace of social development, the only thing an agent can do is to expand his social circle, give up the idea of quick success and instant benefit, and be honest with everyone. Life insurance marketing is an industry with a long history.

Maybe some geniuses can get breakthrough development by bypassing the latest resource barriers, but most people still need to socialize to the end, so you will need a middleman. In layman's terms, it is the noble person in your life.

Many people fail to grasp opportunities, largely because they don't pay attention to the role of intermediaries, or don't pay attention to opportunities that can make a major leap in life-because most opportunities didn't seem to have that great potential at that time.

how high a person can reach depends on what kind of people he can establish contact with. By knowing someone, you can get access to his resources, which can help you reach a higher platform.

she will constantly create surprises.

She thinks that the way for insurance agents to establish themselves quickly in a circle is to be a person who constantly creates surprises.

Have a sense of service, know all industries, be able to organize activities and meetings, and play interesting games.

When attending activities with clients, she likes to take photos for them. After taking notes, she asks her assistant to buy a lot of photo frames online. On the second day after attending the party, she will arrange for someone to develop the photos, put them in photo frames and send them to the clients.

She can do it with all her heart because she firmly believes that the world lacks love. Even very rich people want to be cared for by others.

she makes good use of social media to build her own brand.

In p>21, she opened her own Sina Weibo. Today, she sends an Weibo to share with you every morning, including insurance ideas, working methods, life insights, philosophy of life and so on. After several years of accumulation, she has more than 11, fans, and some of these fans have turned into customers or added staff.

She also cherishes her circle of friends, and her published content will be carefully considered.

She said that this is the best time for agents, and there are many publicity channels and tools. How to use them well, exhaust them and use them skillfully is a problem that every agent needs to think about, and it is not just for publicity.

she is professional enough.

She said that if you want to win the respect of customers, you must be professional enough, otherwise it will be difficult to gain trust, and you must have your own observation and thinking.

She pays great attention to external appearance and internal cultivation, and requires herself to do both internal and external training. I hope that when she stands in front of customers, she can make customers like her and trust her in the shortest time.

she is humble enough.

She believes that for insurance agents, humility is mainly reflected in the following four aspects:

First, they are never satisfied with their own achievements;

second, we will never stop pursuing knowledge and truth;

Third, I never consider myself noble;

fourth, credit the achievements to the customers, not yourself.

in her opinion, it is not too much to say thank you to customers.

she has brand awareness.

when she really realized that she wanted to build a personal brand, it was 211, and she began to think: Why did customers choose us? What can we bring them?

She seized the opportunity of technological change-WeChat and Weibo. She was the first insurer in China to open an account in Weibo.

Her promotion in Weibo is positive, and her circle of friends on WeChat is recorded as a personal diary. She carefully shared the movies she had seen, wrote travel notes and recorded her life and work.

she is good at summing up and establishing efficient service standards.

She will recruit assistants for herself and train agents at the same time, making them strong and efficient, which is much better than working alone.

She will set up a short message service file platform, which will send tens of thousands of messages each time. Although few people reply, she has always insisted on doing so, and it is standardized and standardized like a robot. No matter whether it is windy or rainy, the thunder will not move.

she insists on staying in the front line of the market.

She doesn't want to be estranged from the people she comes into contact with because of her grades. She says that what she wants is a sense of intimacy. No matter how high her income and position in this field are, she should not lose this nature.

she understands that only by staying in the first-line market and constantly exhibiting can she update her marketing skills, keep up with the market rhythm, innovate sales methods and promote the rapid signing of bills.

She redefined insurance as charity.

In p>213, in her hometown of Xiapu, she donated the third Hope Primary School. I also adopted several particularly poor children, whose parents are gone. In the past, she felt that no matter how much money she earned, she would use about 2% of her income for charity every year. But at the moment of adopting them, her experience of doing charity was sublimated.

She feels that every time she sells an insurance policy, she can help more.