Shanghai

Ten miles of foreign field, a glitzy place of drunken gold fans.

Since the opening of the port, the Far Eastern Dream has attracted many gold diggers and adventurers to come here to toss.

As early as the Republic of China, Shanghai Tang was already a prosperous financial center for the insurance industry. In 1919, AIA was founded in Shanghai, and in 1931 the business expanded to Hong Kong.

After the great changes in 1949, AIA withdrew from the mainland, and its main business was still carried out in the Asia-Pacific region, which was a great success.

In 1992, AIA returned to Shanghai and successfully applied for a valuable wholly foreign-owned insurance company license. This ushered in an era of life insurance marketing!

Before AIA, China's insurance industry was waiting for customers to come to handle business, and the quality of service was difficult to say.

The first thing AIA recruited was young people with a bachelor's degree, who went out to visit customers in suits and leather shoes, and took to the streets to promote insurance concepts and promote products. These novel phenomena immediately attracted the attention of the industry, and those handsome guys and beauties were also affectionately called "Mr. Running Street" and "Miss Running Street" by the citizens.

The life insurance marketing system introduced by AIA, whether it is the logical framework or organizational level, management system, mentoring and apprenticeship inheritance method, conference business model, business tracking and incentive method, is copied from Taiwan Nanshan Life Insurance.

Taiwan Nanshan Life Insurance is a branch of AIA, which is called Meiya in Hong Kong, Nanshan in Taiwan, and AIA in the mainland.

This system has greatly stimulated the positive aspect of human nature, and more work is more rewarding. Later, Chinese companies followed up and used this system. Modify, adjust, and change. It has made great contributions to the development of China's insurance industry in the past ten years, and it can be said that this system is enough to be proud of the rivers and lakes and spread to the world.

However, due to the ambiguity of the legal position of the agent, the management of de facto labor relations in actual work, and the short-term focus on the distribution of benefits, this system also has many problems.

For example, the agent should be an equal partner with the insurance company, but often becomes the management object of the insurance company and loses the qualification to bargain.

For example, when the agent bears the tax rate, he is treated as a separate individual, and in addition to income tax, he also has to pay business tax, but he needs to clock in and out of meetings every day according to the attendance system of the insurance company.

There is no employment contract to protect all interests under the de facto employment relationship.

For example, short-term interests have led to misleading customers, exaggerating interests, distorting interpretations, and slandering peers. But it cannot be changed and guided with long-term benefits.

The commission paid for each life insurance policy is not higher than 5%. Then 30% or even 40% of the first year is to put the interests of the later stage in front. This of course stimulates productivity, but it also leads to the reality of the salesman who only looks at today and ignores tomorrow.

Because you don't give him tomorrow's protection, tomorrow there is no policy, nothing, who cares about tomorrow?

All of this has made many people think, how to go on the road of life insurance marketing?

Qiankun's chairman's approach is particularly attentive.

If you want to say this method, it is really talented!

At that time, he was responsible for the listing of its subsidiaries in the Black Dragon Group, which made a good story. Later, he was sent to Qiankun, and soon he was in charge of Qiankun alone.

He was originally a government worker, understands politics, loves to learn, and has a wide range of contacts.

When I came to Beijing, I quickly got in touch and established deep contacts. An extraordinary person was found as an assistant.

This man is tall and fat, and has a lot of money. It turned out to be the person in charge of a key department in Beijing and a department-level cadre. The year before, a deputy mayor committed suicide, which led to the emergence of a large number of cadres in Beijing. The main leading comrades also entered, and it became a blockbuster news in the whole country. Several key cadres have been affected, and he is no exception. After a few tosses, it can be regarded as a safe landing, resignation and going to sea. When he was uncomfortable, he extended an olive branch, so he joined Qiankun and became vice president.

The method is a move that kills two birds with one stone.

The first is to recruit a well-connected former official and build a bridge for himself to find a backer. The second is to insert a steel knife into the president's office and insert one of his own.

For the development of the company, the method is also considered. There are two main ones: to promote listing and collectivization as soon as possible.

On different occasions, he has expressed his desire to go public. At the same time, it also hopes to acquire a property insurance company, enrich the structure, and become an insurance group with both production and life.

He also had a lot of ideas about the agent team. One of them is to implement reforms and explore new breakthroughs through reform pilots.

Because the size of the Shenzhou, Wanjia, and Ocean brothers in front of them will not be able to exceed it for a while and a half, and they will definitely not be able to beat according to the conventional number of roads. What to do?

The brave wins when they meet on the narrow road, and the wise wins!

This is a mantra that the method has given to the cadres for a long time. If you don't talk about methods and strategies, it's called brute force and blind work.

So Jiangnan Province was selected to be piloted. First, a cadre was sent to Jiangnan Province for investigation, and then a few people were sent to foreign countries for investigation.

So, one day, Yu Yuanming, who was far away in Longcheng, was urgently summoned back to the company and said that a leader had arrived.

Until he reached the door of He Cheng's office, Yu Yuanming didn't know who was coming!

As soon as he entered the door, Di Shengqing, who was sitting on the chair in front of the class, stood up and introduced: Yuanming, you are here! Turning his head and saying in Mandarin to a Zhongnan man sitting on the sofa, "Mr. Si, this is Yu Yuanming, the manager of the department."

Yu Yuanming: Si is always good!

Mr. Si is very kind: come on, come on, sit first. Let's talk casually.

Di Shengqing said to Yu Yuanming again: Si is always the leader of the headquarters, and this time he went to Jiangnan for research. The main thing is to understand the staff system.

Yu Yuanming: Oh! Welcome to Dragon City!

Mr. Si said slowly: This, the headquarters attaches great importance to the matter of agent restructuring. The chairman of the board of directors also held several meetings for this purpose, and the president made special instructions. As a pilot institution of the headquarters, Jiangnan Branch has a very heavy responsibility and an extremely glorious mission. You have a great mission to find a way for the company and the industry as a whole. Before coming, the chairman of the board of directors specially explained: go deep into the front line to understand the real thoughts of the salesman, and make a scientific and sustainable reform policy according to the actual situation. Don't be limited to the employment contract itself, but should make a useful exploration of long-term career planning. So, I just wanted to hear what you think. For the agent system, for the current market situation, for the contract system or the employee system. Don't be afraid, speak up.

Yu Yuanming secretly swallowed a mouthful of saliva, cleared his throat and began to answer: Mr. Si, I have been a salesman for several years, and I should say that I have personally experienced the specific situation on the front line. Tell us about your feelings. However, if I want to talk about how many agents will be restructured, the estimated level is not enough, and it may disappoint the leaders.

Mr. Si generously stated: It's nothing. You talk about it according to your situation.

Di Shengqing on the side also looked at Yu Yuanming with encouraging and supportive eyes.