Hello, did AIA recruit actuarial interns in September 20 19 and February 2065438?

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. Getting the commission of the policy is the source of life for the agent.

Every time an agent sells a policy, he can get a certain percentage of commission. According to relevant personnel, the commission of installment payment business such as life insurance is generally paid to marketing personnel in advance within 3-5 years. Marketers can get a commission of about 5%-40% of the total premium in the first phase, and then decrease year by year. Generally, the commission will be paid in full in the fifth year-several years, which objectively makes the agent have no worries when changing insurance companies, so it is difficult to guarantee the service quality of forward life insurance for twenty or thirty years. But in fact, according to the total service life of 10-30 years or more, the agency fee actually only accounts for about 4% of the total premium. Compared with developed countries, the commission rate of insurance agents in China is much lower than that in other countries (the commission rate of long-term insurance in some Southeast Asian countries reached 65,438+000% of the premiums paid in that year, and in some countries it reached 65,438+020%). In China, once the agent leaves the original company, he can't share the profit of renewal.

Insiders pointed out that the CIRC and the insurance industry association stipulate that the agent's commission is divided into two parts: direct commission (salary) and additional commission (bonus, endowment insurance, training opportunities, etc. ), but many times it is because the insurance company has high operating costs and eats more than half of the additional commission. In order to realize the exhibition industry, agents have to pay their own travel expenses, catering expenses, gift expenses and other expenses, but insurance companies will not reimburse the relevant expenses.

China insurance agents do not have full agency status, but they have to pay business tax on their agency business.

China's tax authorities insist that insurance agents are independent economic entities, and tax authorities levy business tax on insurance agents. To take a step back, if the insurance agent acts as the main body of business for tax purposes, then the insurance company should give the agent enough commission. Quadrupling the GNP and reaching the international standard, then the insurance agent can be an independent economic entity, fulfilling the obligation of paying various taxes to the state.

After 12 years' development, the personal marketing system of life insurance has been proved to be a mature agent system abroad and in Taiwan Province. With the rapid development of the insurance industry and the development and perfection of the insurance market, this mature foreign personal marketing system for life insurance has shown more and more drawbacks in China.

It is not complicated to solve the problem by tying the bell.

"Not a company employee, no basic salary, no reimbursement, no right to enjoy the benefits of the company plus social security. We are designing protection schemes for our customers every day, but the most insecure thing is the agent himself! "

However, the requirements of society for insurance agents are becoming more and more strict, almost harsh. We admit that a few insurance agents do have short-term behavior. According to economic theory, "bad money drives out good money", so does the team of insurance agents. An agent friend hates those dishonest colleagues, because these people ruined the market, misled people's views on insurance and insurance agents, and finally led to the deterioration of the living environment of all agents. There are also a few agents who give customers kickbacks, dig corners, spread rumors ... If they don't get along, they will pat their asses and leave, leaving the adherents with a riddled market environment. Today, when insurance agents encounter a crisis of confidence, we can rightfully accuse a few agents of dishonesty. Until one day, we found that the insurance agents who have been criticized and questioned have really become vulnerable groups.

Of course, we have to admit that some insurance agents do have irregular operation behaviors, but who has thought about the sadness of insurance agents behind these kickbacks? They not only have to pay their own fares, but also give their customers holiday gifts, and now they have to refund their commissions. Who doesn't want more money in his pocket and who wants less economic benefits. An old salesman with six years' experience said: "Some customers have more salesmen, and they will directly ask how much they can return to him, compare the rebates of different companies and salesmen, and decide whether to insure." He also said that if this goes on, it will inevitably lead to unfair and vicious competition, but everyone will do it, and it is obviously a loss not to do so.

According to the calculation, it is proved that the agent can only make a standard premium policy of 1000 yuan at a time to ensure the balance of payments. Any policy below this level is a loss to the agent. Travel expenses, time to visit customers, after-sales service, gifts for customers, customers rarely calculate for agents. However, these are indeed their operating costs. If customers want kickbacks from them, they will not only face economic losses, but also be blacklisted.

We should understand insurance agents while considering their own problems. Year after year, they sent security guards; Day after day, they care about their customers. Why do many insurance agents still insist? Of course, faith in the insurance industry is one reason. More importantly, they can't let go of their customers. They left and liberated themselves, but they produced a large number of orphan insurance policies. Who will continue to serve their customers? This is a problem that they have been unable to let go. More often, it is not the commission or honor that keeps the insurance agent in the insurance business, but the responsibility to the customer. But society still can't understand them.

Now society can show unprecedented tolerance and understanding to more industries, so why not give insurance agents some understanding?

This living state of insurance agents should be over.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.