Seeing that the team members signed the order smoothly, Yu Yuanming's heart also blossomed.

I didn't expect another surprise to hit at the end of the month.

The agents of Wanjia Company are paid at the end of each month. In fact, strictly speaking, it is not called wages, and it is not a worker; the money paid is accurately described as the basic salary, commission, and various basic law incentives.

There is also a regulation on the payment of wages, which is paid on the 27th of each month. In case of holidays, it will be advanced or postponed, for example, if the 27th is a Saturday, it will be sent in advance to Friday, and if the 27th is a Sunday, it will be sent on Monday. If there is a holiday on the 27th (Spring Festival, etc.), the distribution time will be determined in advance.

Each time the salary is paid to a fixed card, and then a pay slip is issued, which has the details. Dozens of incomes are very clear, including how much tax deduction and how much errand and error are indicated.

After paying wages this month, Yu Yuanming went to ICBC to check, how could it be more than 2,000 more than expected?

Later, when I got the salary slip, I saw that there was one more award that I had overlooked-the continuation rate award. The renewal commission of Wanjia Company is paid in the next month, and the continuation rate bonus is paid quarterly. Based on the overall data of the previous three months, it is issued in the fourth month.

In addition to the basic salary of the previous months, the income of a marketer is mainly based on commissions. From the second year onwards, if you are still in the company, then the customer continues to pay, and you will be able to get the renewal commission. If the client is able to pay the fee in time, you will not only get the renewal commission, but also the continuation rate bonus. Generally, the renewal commission is not high, between 5% and 10%, but because it is easier than the first time, and it is still very exciting.

What's the deal with paying on time?

Because there is a clause in a life insurance policy called a grace period. That is, if the customer fails to pay on time in the second year or every subsequent year due to various reasons, the main insurance policy is also valid within 60 days. This means that during this period, the customer's primary policy benefit also plays a role. However, the rider is not included in the grace period because it is paid for one year and one year. Then, after 60 days, the customer still does not pay, and the policy will enter the expiration date. The customer will either go through the reinstatement procedures and continue to pay the premiums (possibly with interest), or surrender the policy and assume the liability for breach of contract.

However, the expiration period is also time-limited, and the validity of the contract is suspended within two years and can be reinstated. After two years, reinstatement is also not feasible. The validity is terminated, and there is only one way to surrender the policy.

There is also a problem here, that is, if the customer falls ill during the expiration period and cannot be covered normally, then the contract can only be surrendered.

At this point, it should be understood that the grace period is designed by the insurance company to solve the customer's negligence, and the company does not encourage the customer to use it. The customer uses the clause and the marketer's continuation rate bonus is affected.

The renewal premium for the second year is responsible for Chen Rong, Sun Bo and He Jiyu from the renewal department. Of course, they are also divided into shards, each responsible for some customers. Some of the ones that can't be recovered need the help of the on-the-job business personnel, and because they have interests in each other, they will generally cooperate.

Many people have a lot of criticism about insurance companies, and even think that it is a legitimate fraud, and it is also related to renewal.

For example, the customer paid 1,000 yuan, but there was nothing in the first year. It doesn't matter if you listen to other people's words, you feel useless, and you come to surrender the insurance anyway. Of course, the partners who renewed did everything possible to dissuade them, and some of them paid or even bought more. If you have something, you must retreat, and if you have a loss, you must also retreat. As a result, I lost 700 yuan! I paid 1,000 yuan, and the insurance company only paid 300 yuan.

Oh my God! The insurance company is too dark, right?

It's like eating people without spitting out bones!

I didn't pay or receive it, why did you deduct 700 yuan from me?

At most, the interest of other banks is a little less, you ** is too dark!

In fact, this is all a misunderstanding caused by not understanding insurance.

First, insurance is insurance, and banks are banks. The two are not the same financial institutions, and the way they are formed, the mode of management, and the products and services they provide are very different from each other in terms of their functions in society. How can this be compared?

When the insurance company pays the customer 180,000 yuan, can the bank do it?

This is a misunderstanding.

Second, as soon as the premium is collected, it will be divided into several parts, one is the cost of protection, one is the reserve, one is the start-up fee, and the marketer's commission. The marketer's commission is not limited to 20% or 30%, which is only a direct commission, and there is also an indirect commission, which is the income of the marketer's management rank, and all rewards including physical rewards are counted. In the first year, and even in previous years, insurance companies were loss-making. Generally, it will take 7-8 years to get out of the loss period and enter a stable profit cycle.

Third, you say that you don't pay, but someone else does! You can't say that you don't pay the cost of protection because you don't pay. Because in the past fourteen months, no one dares to guarantee that they will not have accidents. If you dare to guarantee it, no one will buy insurance. There is no need to set up an insurance company.

Fourth, the agreed payment for 20 years, no matter what the reason, you are in default, should you bear the liability for breach of contract? If there is no such mechanism, who would want to continue to pay the premiums? If everyone does not pay, who will pay if something happens? The insurance company is not a welfare institution, it is a commercial organization for the purpose of making profits. While he is profitable, it also provides us with protection, but it requires us to abide by the contract and pay for it for a long time.

Some customers are reluctant to pay for various reasons, but there is enough money on the originally determined card, and the insurance company has the opportunity to deduct it by default. Many customers are very angry and run to the company to make noise, saying that I don't want to buy it, why do you still forcibly deduct the fee?

The marketer doesn't understand either.

The staff of the renewal department explained: Teacher, if you really don't want to be insured, please go to our company to fill out a written application form, and we will cancel it. No amount of money will be deducted from your account.

The salesman and the customer questioned together: I called several times, but they all said that they could not guarantee it. Why do you have to come to the company? Do you think we don't have to work?

The Continuation Department continued to patiently explain: No, teacher. This is because this matter cannot be done by phone or word of mouth, and must be confirmed in writing. I'll give you an example, let's say a customer calls me and says he's not sure. So we didn't transfer money during the grace period, and as a result, the customer had an accident and was hospitalized, do you think we should pay for it?

At that time, the customer said that I was joking, and I still had to continue to protect it. Even said that he didn't call, someone made a call under his false name, who will prove it?

Therefore, when it comes to major matters, the customer must personally sign and confirm.

In order to ensure that the company's continuation rate is excellent, the company not only guides through the interest mechanism, but also vigorously advocates the integrity of the business, on the other hand, it also uses many methods to promote customers to pay on time.

There are several ways to do this:

1. Send a letter in advance to remind customers to deposit premiums or pay directly to the company.

2. Telephone reminder or door-to-door reminder from the salesman.

3. Take the initiative to provide door-to-door service to customers who have doubts or resentments to solve problems.

4. Give a small gift to the customer.

5. Do work through the customer's family or people around you.

As the saying goes, it is nothing to collect a high premium in the first year, but it is the ability to still collect it in the second year. The so-called first period is life, and the renewal period is the pulse. If you have a life, you can only live for a while, and if you don't have a pulse, you are destined to be half dead.

Internationally, the continuation rate of a company is also measured as a core quality indicator. Wanjia Company attached great importance to this work from the beginning. Later, another business was developed on this basis, which also created a miracle, and I will talk about it later.

The pure quality management concept gave Yu Yuanming the initial business consciousness, and in his later work, this consciousness brought him a good reputation and brought him a short period of trouble. This is called genetic determinism.