No matter what type of investment insurance, in the early days of the purchase of our customers will be proposed, this is not a short-term investment in 2012, is a long-term investment.
Compared to other investment instruments, the same amount of money put in the stock market may have shrunk more than 75%, to buy the fund may Kuidiao more than half, compared to investment in terms of investment risk, and other species even in relatively stable.
- Ni Dongmei
From a general agent of the Ping An Insurance to today's "super star" client manager, Ni Dongmei in the whole industry veteran of 14 years. China has gone through the insurance industry from its infancy to maturity of course, in the face of customers has been the accumulation and upgrading. Now, business executives from the rich to the tens of millions of her major clients, Xinshounianlai as if she was the development of their insurance planning trouble. For her, not just a Insurance has long been selling more of an advocate of the idea.
Ni Dongmei in the reporter's marketing department a month to update the list to see the performance, on behalf of the individual and the team's marketing strength of the premium Piaohong data all the way, this reporter a few months ago when they first visit the scene very similar.
Coincided with the massive financial crisis struck, the insurance industry legend suffered the impact of the show is more likely than strong and far-reaching, and the market has led to repeated illegal operations in the near future products continue to surrender storm, the insurance market seems to be more impetuous. Insurance investors, policyholders and insurance companies on whether or not shaken confidence in the products? Higher investment in those financial assets of high-end customers, the impact is greater than the insured? How are we going to see the mess this market? As a close contact with markets, access to insurance customers, Ni Dongmei might be able to provide a different perspective.
In the high premium paid crowd
Greater impact
A weekly financial management: your current basic service is mainly high-end customers, the financial crisis, this part of the customer response? Their needs and there is no change in the past?
Ni Dongmei: the number of new customers will be affected. As for the original has been a major customer, I did not feel very different, because I was mainly done by the maintenance of existing customers. Of course, in the face of financial crisis, many large customers would call me, the investment consulting firm, operating status, but their financial management is relatively mature and rational, and will not be affected.
Many people told me after the conclusion of communication are often: money, most insurance is a relatively safe haven. First, it has a security feature; Second, these customers have no insurance at the beginning of thought to rely on the insurance money, how to obtain the return on investment; the third is continuous and secure cash flow for their retirement, their children's education, etc. Needs to prepare.
A weekly financial management: high-end customers are on the threshold of how many?
Ni Dongmei: based on age and income level, ability to pay, affordability, according to the different companies have different eligibility limit. According to our current standards, VIP customers can be divided into several files: the premium paid 30,000 yuan in the "golden client", the premium paid 70,000 yuan in the "platinum customers", to pay premium for the year to reach 400,000 The yuan is "Diamond customers." I do some of the high-end customers the ability to pay different, such as a customer, more than 50 years old, can pay a year to more than 800,000 yuan, and 30 customers successful early each year for 200,000 yuan in insurance, financial management, Of course, this depends on whether the cash flow stability, and adequate.
A weekly financial management: the development of diamond customers now than before is not difficult? Purchasing power from the point of view, what people have a greater impact?
Ni Dongmei: I believe that is affected, but more high-end customers of the problem is not difficult to develop, or have to find the purchasing power of customers is difficult, the problem is more of the financial turmoil, a lot of preparation for the beginning of the second payment of Premiums in the face cash flow problems. If the economic slump, business would be affected because some customers do not have enough cash flow, several hundred thousand dollars a year in premiums will suddenly become a heavy burden to pay, I think more of the financial crisis affecting this part of the customer They may have taken some measures to suspend payment, such as the suspension of the policy and so on.
And today I just had a chat client, an entrepreneur, he asked the company has not been any impact on the response of the business is still on, so that's still done, and almost no different from the past. Customers pay such a premium on the relatively stable and sustainable. This is because short time, temporary cash flow problems have not manifested in large-scale, but I believe that the follow-up effects will gradually be reflected.
Relative to other payment is not a heavy burden on customers, such as the annual payment on January 2 million, may be relatively less affected. Because a lot of people, even if the economic conditions of the urgency of a sudden, but it will still be reserved for this part of the insurance money, they do not have Siwushiwan million a year for premium customers solely for the purpose of financial management.
Structural changes in insurance sales
A weekly financial management: even vote on the risk category of investment management, and other insurance products, customer demand significantly affected? The less people buy it?
Ni Dongmei: I think this is not the purchase of investment-type insurance customers reduced, but said the purchase of high-premium insurance products were reduced, whether the product is the type of security or investment. In other words, now we buy influence in decision-making and insurance may not have a great relationship, but in absolute terms and to pay related. The high premium product sales less direct performance by the insurance companies made some impact.
On a purely financial point of view of insurance products, a policy of single-volume decreased slightly. Even before the vote because of the dangerous storm surrender, many companies now encourage agents not to investment-type insurance sales. But there are also some customers, high-risk tolerance and a willingness to take risks, even if we have that universal insurance sales in the unstable, but because of the retirement insurance can be "used for other purposes," the old-age security purposes, a lot of customer demand balance After the purchase is still willing to. So now does not mean that no one on investment-type insurance touched.
Because investment income is not a global issue, not only reflected in the investment-type insurance, the current stocks, funds and other investments fall far above the insurance, investment company, these universal insurance products have been regarded as a strong resilience of A.
Investment products, insurance-investment rate of return than may be necessary to Shaoleyidian, but compared to their own personal investment, to be sure that the stability of the high.
A weekly financial management: faced with the risk even for the high initial cost and low return on investment are two major issues, together with the issue of misleading marketing, so Tianjin, Shandong and other places have emerged one after another wave of surrender, how do you see?
Ni Dongmei: No matter what type of investment insurance, in the early days of the purchase of our customers will be proposed, this is not a short-term investment in 2012, is a long-term investment. Compared to other investment instruments, the same amount of money, such as on the stock market may have shrunk more than 75%, the fund may buy more than half of the Kuidiao, compared to investment in terms of investment risk, and other species even in relatively stable.
Shanghai customers now or very stable, customers are relatively rational. Although many customers feel that the current domestic financial crisis by investing much more volatile, but they are on the Chinese economy is still very optimistic about the future, I believe the market will always be better.
A weekly financial management: your marketing strategy affected you?
Ni Dongmei: With the change in the market, sales strategy must also follow the change, certainly had a few months to adjust our sales structure of insurance. For example, prior to the safety of universal insurance accounted for almost 70% of the market, but we are now promoting the sales have not advocate such an uncertain return on investment of insurance, we advocate a more stable return on the fixed lines So that the customers or sales on their own or are more favorable.
In the long term, a relatively new type of insurance or financial industry, the development of its products - security-or-investment are all highlighted the value of long-term, I think it will not be affected by short-term fluctuations.
Investments were suitable for non-human-insurance
A weekly financial management: How would you rate the investment-type insurance?
Ni Dongmei: the domestic insurance industry can say that now well-developed, unlike prior to the start-time rate is relatively low. Now we have developed in the light of the development rate, and therefore I would like to buy two or three thousand dollars to the very comprehensive, high security has been unable to achieve that. Under such conditions, the function of both investment and protect the security of the disease is very popular, especially for some of the young white-collar workers, the absence of illness or misfortune, to buy insurance investment amounted to set aside part of the affordable Delivered to the amount of insurance to financial management.
A weekly financial management: What kind of person for the purchase of investment-type insurance?
Ni Dongmei: the ability to bear risk, they need to own a certain degree of protection. For example, at the age of 40-year-old customer, I would recommend universal insurance, additional insurance of major diseases, for a modest price, the development of strong month for insurance to 500 yuan, 6,000 yuan a year as long as 15 years to pay the expiration of a total of 90,000 pay Yuan, customers find it easier to accept. Secondly, although the initial cost of universal insurance may be high, but often it has to be a major disease protection, security in the amount of 120,000 yuan, and other financial investment channels can not be done. Moreover, universal insurance market in good time, the interest rate by as much as 6% more than they pay more flexible, which is unparalleled in other traditional insurance.
And has the added advantage that I mentioned before, "be used for other purposes." For example, universal insurance, may need to set a month for two or three hundred dollars in insurance companies buy to protect; or monthly Siwu Bai Hua Yuan is scheduled to vote in special children's future education payments; or pension. As far as I know the general insured or not to buy, and when we decide to put in, or should be able to bear the short-term fluctuations in the number of small.
In volatile markets, we need to do is to caution the proposed policy holders, and investment protection can only be weighed, can not guarantee that into account.
Blank hard to meet the market demand
A weekly financial management: It is your contact with them, and what insurance products are insured real urgent need, but can not satisfy the market?
Ni Dongmei: personal risk emergency door, this is a great need for the insured, but the personal financial services, this is still a blank. At present, only the emergency door of this insurance coverage to the mission, but the rate of payment may be due to actuarial considerations, and insurance claims more trouble, so there is no domestic insurance companies are willing to launch this product. Because the emergency door of the insurance claims a very wide range of common cold can go to the hospital for compensation, but insurance companies in terms of human and material cost of the cost is too high.
Domestic insurance products in many fields blank, the market is not mature enough, but on the other hand, this also means that the domestic insurance market development is quite large.
A financial weekly: So quite similar to the kind of market, sales of insurance products are often warm rather than the real needs of ordinary insured products, just as "what better product to sell, and claims it easier for the development of" market The strategy guide. How you look at?
Ni Dongmei: This is a difficult comparison, insurance and insurance system, after all, better awareness abroad, so insurance on the design and marketing is not developed, there needs. Let me give you an example, such as our previous sales have been called a "century with Andrew", similar to the foreign "love insurance", both husband and wife to hold a beneficiary for each other's insurance. This type of insurance in foreign countries to accept a high degree, but at home, only some of the higher education, newly married young, the relatively new thing to accept, on very interested in this product, is not widely accepted range.
In addition, the financial crisis struck, the people's state of mind of financial management and more impetuous, that some people want to buy insurance also hesitant, so the insurance companies do not want to kind of push products to sell on the kind of product can influence policy holders Choice.
Using insurance money management tax
A weekly financial management: What are the comparative sell insurance? You will usually recommend to customers what products?
Ni Dongmei: Actually, special insurance products are not selling price of your product is the best. Must be the best fit, it is hard to tell what better sell insurance. For example, you see the market we are rushed to buy some type of product, and that is certainly questionable, since the same product can not meet the needs of all people, and this is not the same as the general consumer goods.
General insurance tailored to the customer, we are planning to go through repeated communication, it is first necessary to understand the needs of their customers. If he does not need insurance and what the concept and requirements, then I will learn from their family situation, financial situation, the current principal means of financial management, such as specific age groups, income, house car if there is mortgage payments for their children's education Has been resolved, how individual pension plans to planning, and so on. The more common, ordinary customers of the need to have regular health insurance, medical insurance and so on.
A weekly financial management: high-end customers in the planning and general customer What's the difference?
Ni Dongmei: high-end customers pay more attention to the planning of the insurance portfolio risk. There are a number of customers with insurance will be asked to carry out reasonable and legitimate tax avoidance or transfer of assets, we will give appropriate recommendations. In addition to insurance because, after all, beyond the security features or more, but no matter what, the first proposal will protect the type of planning to do a good job first and then consider other.
As for the number of high-end customer requested a means of tax avoidance, the industry is a relatively common practice to buy, "Duan Pingkuai" insurance. The so-called "Duan Pingkuai" pay a comparatively short period, generally three to five years to complete the payment, the return of every two years or return year after year, but a higher threshold, during the annual fee to pay a few million. Some successful, have enough cash on hand of those who often have to make such a consideration. If you do not choose to return year after year can be "storage" in the specialized insurance companies to do the financial, insurance companies because of the relative security of financial channels, not an investment market, most of the infrastructure investment projects, compared with healthy market where good investment A high rate of return.
Many well-funded customers are willing to buy the insurance because the long-term investment rate of return than bank deposit rates are high compared to other means of financial management and prudent relative.
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