NET sale Revolution push back insurance agent

Shenzhen, Guangzhou report

After 3 years of mutation, the insurance agent has recently been in a situation where the insurer has begun to abolish its agents in large quantities. In the advent of the era of Internet sales, more than 3 million of domestic insurance agents feel the unprecedented crisis, the future can not keep their jobs.

Recently, the insurance giant Zurich Hong Kong company notified 700 brokers to terminate the agency contract before the end of the year. The domestic insurance agent team also appeared a subtle change, a large insurance company Guangzhou District Agent Zhang told our correspondent, recently the company asked the agent fingerprint card and attend the morning meeting, many part-time agents face forced to leave the difficult bureau. At the same time, some insurance companies to promote the transformation of agents, a heavy recruitment of senior agents. As the insurance net becomes more and more climate, some insurance agents will be replaced gradually, the future agent is either forced to leave, or transform into a comprehensive financial manager, specifically for the high-end customers to provide personalized services.

The big change opens

The 700 Zurich (Hong Kong) agents who have been released from the agency have suffered a sudden blow, and some of their agents have served for more than 10 or even 20 years, but it is still unknown whether they will be compensated. The company was caught Off-guard only two months in advance, and is now scrambling to deal with the unfinished policy, while still worrying about the way forward.

Worry more than they, the mainland insurance agent recently also very vexed, "the requirement of daily fingerprint card, the morning will be named meeting, in fact, is a disguised urge to leave." "Miss Zhang had a team of 20 people, 8 of whom were part-time agents, but now these part-time staff with good resources will have to passively give up the job." Ms. Zhang said that the company's strict management this year, the initial demand for fingerprint punch, in order to maintain the number of troops she and her colleagues to make every effort to use "finger-mold" to deal with the clock, this trick in the internal become an open secret. But the recent failure of this move, the company asked the agent every morning to call the morning meeting, to see the head. "These part-time agents generally have a good family and a stable job, because the resources are widely able to maintain good performance, but now so strict they can not work part-time." "Miss Zhang said, struggle pull them to join, but the situation forced the team is losing." Her division, which is close to One-third as a part-time agent, is now in a dilemma.

Since 2011, life insurance Agent team has been difficult to increase, because of aging with the labor price, as well as the stuck bottom of life insurance industry, life insurance agent tactics is gone. In recent years, some insurance company agents do not increase the reduction, there have been mutual poaching of the dark war, and some companies to introduce a basic base without responsibility to retain the agent team.

The introduction of the insurance net makes the insurance agent panic about the future. Experts expect the insurance industry to expand over 500 billion yuan in the Internet over the next 5 years. Recently, "Three horse" cooperation of the public Security insurance business, insurance network sales or close to the outbreak period. Ma Yun is full of revolutionary spirit, he felt in principle the traditional company can do the work, the Internet can be able. In recent years, the rapid growth of insurance net sales, 3 consecutive years to maintain more than 100% growth, the 2012 National Insurance Net sales Premium income scale of 3.96 billion yuan, a growth of 123.8% over the previous year.

Long pain and short pain

The insurance company turned to find a new way out after the staff was blocked.

Ms. Yu is the insurance agent of the Shenzhen area of Ping An life insurance, she led the team of 13 people, recently also frequently about friends to eat, those who income million yuan, college education, the person who became her prey. "Our company has recently launched a gifted program, so long as those who meet the above requirements are welcome to join ..." the agent team of Ping An life insurance has been escalating in recent years, and the upgrade plan also includes the original agent. Over the past two years, Ms. Yu has undergone various training in the comprehensive financial sales of Ping An, and has transformed itself into a comprehensive manager who sells life insurance, insurance, banking products and trust fund products. In the view of Gao Securities analyst Ning, insurance companies can also create diversified income through cross-selling for agents, in addition to increasing their income through training. Safe life insurance is through this series of plans to upgrade the agent team to ensure the stability of the agent. With the general decline of the insurance agent in 2012, the number of its agents increased by 5.3% to 512,900.

ZURICH Hong Kong transformation is more thorough, one-time 700 agent relations are dissolved, change by independent financial advisor distribution products. Financial advisers are familiar with all sales of finance products, they help customers to carry out a full range of financing configuration, more access to customer trust. "The Zurich Hong Kong agent team and size are very small, the impact of one-off transition is limited." But the mainland millions of agent team, in the future for quite some time is still life insurance sales force. "A listed insurance company group Management said that because of the complexity of life insurance products, not all suitable for online sales, offline Sales is still the mainstream."

Insurance companies in the Dark War net sales sites, in addition to three horse-selling insurance, life, Tai Bao, PICC and other dozens of companies have set up the online mall. Network giants are also actively joined, such as Taobao, Tencent Tenpay and other large electric platform also joined the sale of insurance to seize the initiative. The head of a financial products marketing platform told reporters that life insurance products are not complex can not be sold online, but a simple popular language translation process, it is not difficult to achieve, the key is that the first batch of netizens with age to enter the ranks of the middle class in order to detonate the insurance net sales, and this is coming, "so the insurance company long pain than short , some simply cancel the agent, part of the online sales, some rely on high-end sales manager. ”

The road is boundless

Miss Zhang initially just worry about the loss of team staff, now she began to worry about their future to come, "did more than 10 years, not to say put down can be put down, I am more than 40 years old, what transformation can do?" "At present she is about 200,000 annual salary, for the future she is full of pessimism."

Agents in recent years, such as the decline in growth, such as 2009 years, 2010 Insurance Marketing staff growth of more than 300,000 people per year, but to 2011 years insurance salesman for 3.35 million, only the year-on-year increase of 59,000 people, then 2012 years, 2013, insurance agent more difficult, a number of companies have negative growth.

Now the insurance company sees a gleam of light, the net sale becomes its new channel infinite imagination place. With the rapid growth of net sales and the shift of insurance products to online, the traditional agent team will be squeezed. In the opening of the public security insurance, Ping An group chairman Ma that all things can be on the Internet, may be after 1000. An official of CIRC also believes that brokers and agents will not disappear, "because many complex products need to be face-to-face with the customer to explain, plan, how to buy insurance, how much?" "It can be seen that the life insurance products under the line of sales will continue for a long time, the insurance agent of millions of people will not disappear in recent years."

However, the subversion and upheaval caused by the network is difficult to estimate, how to stabilize and upgrade the insurance agent team? Sour, dean of the Insurance College of the Central University of Finance and Economics, said that not only should the insurance marketing system be started, but also the agent team should be trained to be a good learning team.