Haoshida insurance company Beijing representative office

I am a life insurance planner in a big city in China and America (that is, I am familiar with selling insurance). I joined the company in June 2006 and experienced many changes in the past four years. The current rank is master sergeant.

The metropolises in China and America are really good. Tell you from the following aspects: history, interior decoration, products and sales, shortcomings.

History: Sino-American Metropolis is a joint venture between American Metropolis Group and Capital Airport, with each party holding 50% of the shares. At present, the registered capital is 800 million RMB. In March this year, Sino-American Metropolis merged with Luen Thai Metropolis (another joint-venture insurance company of American Metropolis Group in China), and Capital Airport transferred all its shares to Shanghai United Investment Company (the investment subsidiary of Shanghai State-owned Assets Supervision and Administration Commission and the Chinese shareholder of MSN). The name of the new company after the merger is Luen Thai Metropolis (the new name was officially used at the end of 20 10). After the merger, Metropolitan Group of the United States and Shanghai jointly invested 50/50.

The American Metropolitan Group was established in 1868, specializing in life insurance, with a history of 140 years. At present, it is the number one life insurance company in the American market (the United States is the most competitive market for global insurance companies, and there are 15 insurance companies in the global top 500). On average, one in four Americans is a customer of a metropolis, including many others. At the same time, Metropolis provides group insurance services for nearly 90 of the top US 100 enterprises (it is estimated that the rest are insurance companies), including pension insurance services for US government employees.

China-US Metropolis was formally established on March 25th, 2004. Prior to this, Metropolis set up a representative office in Beijing 1995 to study the China market. Since its establishment six years ago, Beijing Branch has been profitable (the profit cycle of insurance companies is generally around eight years), and it is currently the main consultant of the Ministry of Finance of China, the People's Bank of China and the Social Security Fund. During the financial crisis in 2008, Wang Qishan hosted several international financial giants, the first of which was a cosmopolitan.

There are nearly 50 life insurance companies in Beijing market, of which 16 are foreign joint ventures, and finally 10 is a Sino-American metropolis established relatively late. However, at present, the overall premium income ranks at 1 1, and the annual new premium income ranks first or so, ranking second among foreign-funded joint ventures. The per capita performance of field insurance sales in China and the United States is three times the average level of the same industry, ranking first in the country. The per capita monthly income in this field is more than 5,000, which is 3.5 times of the average level of the same industry (my current monthly income is about 12000).

Internal: The corporate culture of metropolis is customer first and diligence first. Because on-site service is for customers, it occupies a very high position in metropolitan on-site service. The company has a rule that the back office is never allowed to argue with the field, otherwise it will be fired. I used to take the elevator with the CEO of the company. The CEO must drive the elevator for me. Please let me off when I arrive. Very polite. Company leaders take photos with the scene, always standing on both sides rather than in the middle) The most important thing for insurance companies to serve customers is to settle claims. In recent years, I have experienced many claims services, large and small. My summary of our company's claims is fair (must abide by the terms of claims), efficient (never hesitate to pay, fast) and humanized. I have a client who was diagnosed with brain cancer in Harbin in May this year (at that time, she bought insurance in Beijing and went back to her hometown to have a baby). She only faxed the diagnosis certificate and pathological report of the hospital to our company (only two pages in one * * *), and the rest were completely investigated by our company. Our company successfully settled the claim without calling once. In March this year, I was complained and claimed by a customer. The reason is that he and his wife are both clients of our company, and her wife has cancer. When making claims, he took control of his ID card and opened a savings card in the bank with his wife's ID card, asking us to transfer the claims to this new card. After consulting with his wife, we refused his request and transferred the money to the bank account designated by his wife. He complained to us because we only had a copy of his wife's ID card, but we didn't see the original and himself. It was too irregular to pay. Threatened to expose the media. My answer is that if we can make claims accurately and quickly under the condition of incomplete procedures, then you can go to the media for exposure. I guess those reporters and people who read the report will come to our company to buy insurance. I've never heard of an insurance company that can pay such a generous claim. (Actually, that's because the customer didn't get improper benefits. Of course, we have identified the customer. ).

Sales and products: The sales of metropolis are oriented by customer demand, which is essentially different from the product orientation of other companies. You will never see the field staff of the metropolis come to see you with product brochures or manuals. When we meet customers, we only bring two things, a pen and a piece of A4 white paper. We will always listen to customers' needs, help customers analyze with professional tools and knowledge, and provide customers with the most practical insurance scheme (sufficient insurance coverage, sufficient insurance coverage, no waste and lowest cost).

A good method needs a good salesperson. The overseas recruitment in metropolis is quite strict, and there are four requirements (having lived there for more than 4 years, having graduated from a university (at least a junior college in special circumstances), being over 28 years old (at least 26 years old in special circumstances), having an annual income of not less than 60,000 in the past, and having no working experience in other insurance companies). We never hire salespeople from other companies in the same industry, but our salespeople are employed by others every day (it is estimated that most insurance companies in Beijing now have salespeople trained by Metropolis). Because our training is really first-class in the industry. First-class training and management can bring first-class sales level. Moreover, our assessment is also very strict, and our benchmark performance requirements are also 4-5 times the average level of the same industry. Once, the manager of another insurance company tried to poach me and said to me, "With your performance level, in other companies, I want the company to reward you for traveling. You can choose any place in the world." Of course, the words are exaggerated, and I didn't either, but our strict assessment is well-known in the industry. So far, we have recruited and trained about 4,200 field workers (only in Beijing), but there are only less than 300 left at present. These 300 people are absolutely elite. The reason why our company is so strict in assessment is to be responsible for the sales staff: poor performance leads to low income and it is difficult to maintain life. This job is not suitable, so it is better to switch to other industries.

Good salespeople also need good products. Metropolitan products are basic products, and they are never packaged. One of my customers once said with a smile that you can tell what your insurance is for from the name of your product. The so-called basic form of products means that we should be what we are from the insurance principle. Many companies sell over-packaged products like moon cakes in the Mid-Autumn Festival. Overpackaged products look good and sound good, but they bring losses to customers: 1, unnecessary functions, which make customers spend more money; 2. Restrict the rights that should belong to customers and turn them into the interests of insurance companies; 3. Misleading customers to buy unnecessary protection plans; 4. Fool customers on the grounds of high return on investment, and let customers be fooled.

The deductible clauses of our products are the least in the industry (no other company will be less than us for any product), and the coverage is the widest in the industry. Although the price is not the lowest, it is definitely low. We are also the most relaxed in the proportion of sales of various products (the combination of main insurance and additional insurance is a common practice in the insurance industry all over the world). For example, the ratio of several additional term critical illness insurance products to the main insurance is 1:3, while other companies either do not have such products or the ratio to the main insurance is 1: 1 (of course, the main insurance is expensive). So it can be said that everything from products to services is based on the interests of customers.

Of course, metropolis also has its shortcomings: 1. We don't care about the accident insurance market. We have a good variety of accident insurance. Many times I recommend customers to buy accident insurance from other companies, which is related to our company's market positioning. 2. There are too many people employed by other companies, but we still have no way to fight back, wasting a lot of training fees (the average training fee for one person is at least 30,000 in the initial stage). I talked to the big leader of the company. He said that everyone together is fate. Everyone has his own interests. We don't insist. We only do what we should, and the market will test us. At the beginning of the company, many foreign experts came to support us. Now we have trained local talents, and the main supervisors are all local people, but after all, they are still inexperienced and may take some detours in the future. But the company's corporate culture will not change, the soul will not change, and the metropolis is still a metropolis!

I hope the above introduction will give you a basic understanding of metropolis. If you need anything else, please contact us.

hcb 1976@263.net

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