4 million people choose to leave, isn't the sale of insurance fragrant?

Zhongxin Jingwei, September 20th (Wei Wei intern Guo Xizi) Wang Qiang (a pseudonym) who had been in the insurance agent for 3 years, chose to leave in early 2020, which is not a particularly difficult decision for him. "The epidemic is here, and you can't visit customers. The list is getting more and more difficult to talk about." Wang Qiang told Zhongxin Jingwei, and now he has become an online car driver who earns about 10,000 yuan a month. Hard work, but wins stable.

Wang Qiang is just a microcosm of the insurance agent's departure. According to data disclosed by the CBRC on September 19, as of June 30, 2022, the national insurance company's sales staff (hereinafter referred to as insurance marketers) in the insurance intermediary supervision information system was 5.707 million. From the perspective of the type of sales staff, 5.217 million agent sales staff. At the end of 2019, there were 9.73 million salespersons across the country, of which 9.12 million agent salesperson was. In other words, in two and a half years, insurance sales staff have less than 4.023 million.

The actions of the agent channel removing false manpower (hereinafter referred to as Qingxu) are still continuing, and this state also worrys about the industry. Just as Yu Zhigang, vice president of Xinhua Insurance, mentioned "the soul torture of the life insurance industry" at the performance conference: How long will the industry's transformation last?

Industry in the industry under naval tactics

In 2013, Zhang Siqi (pseudonym), who lives in Shenzhen, came to an insurance company introduced by relatives. It was 9 years. When she recalled that she had just entered the insurance industry, she was still proud of her performance. "I am the seventh in the city's peak, and the business area is first. The company also rewarded me to travel to Italy." Zhang Siqi said to Zhongxin Jingwei.

"In the past few years, I don't need to take the initiative to expand customers. Old customers will take the initiative to introduce to the customer. In the years after entering the company, my performance is basically the top ten in the business area." It is because of good performance. In the case of no increase, Zhang Siqi's average annual income can also reach 40,000 to 500,000.

Soon after Zhang Siqi entered the industry, she witnessed the strong expansion of the insurance industry. In August 2015, the insurance marketer qualification examination was canceled, making insurance a occupation of almost 0 thresholds. Each insurance company held up the "human sea tactics", and the number of insurance marketers also ushered in a blowout.

Data show that at the end of 2014, insurance marketers were 3.25 million, climbing to 4.71 million by the end of 2015. In 2019, it reached 9.73 million, which was nearly twice compared to 5 years ago.

In order to "pull the head", some branches even recruited the people with the guise of recruiting internal diligence. A resiggering agent revealed to Zhongxin Jingwei that when his university graduated, he received an interview invitation from the insurance company, thinking that he was working in the interview. Many "self -guarantee", the "big cake" painted before the second year could not be fulfilled at all.

"La Ren" once made the performance of the insurance company taste the sweetness. New agents can often complete a few orders of "self -insurance" and "relationship list", but they will automatically lose when they cannot be excavated.

The negative effects of "human sea tactics" have gradually appeared, and the quality of recruitment agents is uneven. "In the past, this industry could come in. One of my colleagues was in state -owned enterprises before, and her personal comprehensive ability and quality were also very good. They were very good talents. After he really entered the company, he found that many people wore slippers every day to open a morning meeting, and to play mahjong after opening the meeting. This made her doubt about the industry she was engaged in. " Fu Yuning (pseudonym) said to Zhongxin Jingwei.

Zhang Siqi has the same feelings, and she calls "inferior coins expel good coins." "These salespersons who came in by leaving people did not train well, and they would definitely go." Zhang Siqi introduced that the company will give a basic salary to the new agent, but he needs to complete a order, and the agent's first year commission can reach 30%- 40%, for example, a list of 10,000 yuan, some new salespersons will return the commission of 3,000 yuan to customers, just to earn a basic salary. However, the old salesperson does not have performance allowances. He must live by commission, and you can't compete for newcomers.

"The resignation behavior is illegal, but someone does it. This kind of new salesperson may open two or three orders and take the salary at the end of a few months, but it has a great impact on the performance of the old salesperson." Zhang Siqi said.

Take the initiative to leave

In August 2021, Zhang Siqi chose to leave. When it comes to the reason, she said that one is to take care of the family; the other is affected by the epidemic. Some of her customers do business, some cannot pay premiums normally, and even have to surrender. These have made a lot of pressure on her; the third is that she has been in the insurance company for nearly 10 years. As an old employee, she often feels no sense of belonging.

"The agent does not have five insurances and one gold, and the company will also evaluate the performance. For example, the four orders must be issued in a quarter to complete the basic assessment. In the past, we talked to customers normally. It is difficult to deal with 10 customers now. "Zhang Siqi said.

Not only is the performance difficult, but it is more difficult to increase staff. Zhang Siqi introduced that due to the impact of the epidemic, the newcomer was difficult to open the order. "In the past, the insurance companies had more and more newcomers who came in and came in. There is less. "Fu Yuning bluntly stated that the main reason for the insurance agent's departure is the performance, most of which were evaluated. "The insurance industry has no base salary. If there is no performance for half a year or a year, it is an adult to support their family, and they will choose to change the industry or platform." Fu Yuning said.

In Fu Yuning's view, insurance is not a career that everyone can do. "It's easy to look at, in fact, a person's customer operating ability, comprehensive quality and self -discipline, and even humanity."

On the other hand, some insurance companies are not complete in professional sales skills training, and many newcomers cannot master the system's insurance sales skills after their employment. At this point, the tattooist Li Nana was deeply touched. Affected by the epidemic, Li Nana's (pseudonym) tattoo business was not good. Under the recommendation of a friend, in April 2021, she came to work in an insurance company. After only four months, she chose to give up, and returned to the old industry.

Li Nana said that she worked in the insurance company for 4 months, she just bought a insurance for her daughter and did not open a order. "I have also tried to introduce others, but I do n’t know many terms, and I do n’t know how to express it to customers. Basically, the master said to the customer that maintaining the old customers is also taken. I dare not say more, I am afraid that I have said it wrong, after all, the influence of the later period is quite large. "

Insurance company "squeeze water"

After a few years after galloping, the insurance industry finally came back to watch.

In April 2019, the CBRC issued the "Notice on the Practice Registration Data Clearing of the Sales Personnel of Insurance Companies" and pointed out that some insurance companies' practice registration responsibilities are blurred and the practice management is famous. Disadvantages, the maintenance of new entryrs in a timely manner and removing the resignation in time. The notice requested that the implementation of the employees of the insurance company's employees and registered data was cleared.

In April 2021, the General Office of the CBRC issued the "Notice on Deepening the Special Work on the Personal Insurance Market Chaos Governance". One of the focus of governance is the behavior of personnel management, fake, loose and orderly. If the information is false, there is a false education and false identity information; if the manpower increases the manpower, whether there is a whether the tax avoidance, the maintenance of the team structure, the completion of the incentive scheme, and the cost of obtaining the cost. The assessment requirements do not go through the cancellation procedures for the resignation employees in a timely manner.

"The model of life insurance agents is unsustainable, and most people also realize that the reform is urgent." Chen Xinying, co -CEO and executive deputy general manager of Ping An of Ping An of Ping An, once said at the mid -term performance conference in the mid -2021 mid -term performance conference.

Cai Qiang, general manager of Taibao Life Insurance, pointed out at a mid -term performance conference in China Tai Insurance that China Tai Insurance has resolutely implemented the assessment carefully in accordance with the "clearing three deficiency" policies emphasized by the China Banking Regulatory Commission since 2021, clearing false manpower, false insurance policies, and fake insurance policies, false policies, and false insurance policies. False architecture. Cai Qiang emphasized: "If it is virtual, it will be left sooner or later. In the pain of the transformation, it should be slow or slow."

From the perspective of data in the first half of this year, the five major A -share listing life insurance companies' human scale decreased by 496,100. Specifically, from the reduction of the number of people, the average monthly insurance marketers of Taibao Life Insurance in the first half of 2022, a decrease of 213,000 compared with the 525,000 at the end of 2021, the number of reducing the number of people.

The other four are around 50,000 to 80,000 people. As of the end of June 2022, Chinese Life Insurance Sales Manpower was 746,000, a decrease of 74,000 compared with 820,000 people at the end of 2021. The number of personal life insurance sales agents in Ping An of China was 519,000, a decrease of 81,300 compared with the 60,300 at the end of the previous year. The scale of Xinhua Insurance Insurance Agent is 318,000, a decrease of 71,000 compared with the 389,000 at the end of the previous year. The "big insurance" marketers of PICC Life Insurance were 129,100, a decrease of 56,800 compared with the 185,900 at the end of the previous year.

However, there are also insurance companies' agents increased in scale. For example, the Chinese Taiping, which is listed in Hong Kong stocks, the number of personal agents of Taiping Life in June 2022 was about 399,300, an increase of 1,4238 from 385,000 at the end of 2021. Although AIA Insurance did not disclose the specific data of the agent in the semi -annual report, it stated that "as the number of agents increased, the newly -enrollment agent in the second season was compared to the first season. The team has also increased. "

As an insurance practitioner for nearly 10 years, Fu Yuning also paid attention to the "Qingxu" action of major insurance companies. In fact, the false human phenomenon of the insurance industry has always existed. "In the past, some insurance agents did not go to the order, or just pay a order in a quarter to maintain the assessment. . "Fu Yuning revealed.

Fu Yuning said that the company's assessment is strict at the moment. Many insurance agents do not have customers. They usually do not communicate or learn, and they can not keep up with the market. They can still be maintained by buying self -insurance. Or many people maliciously surrender caused the company to lose. "Now the company has killed this piece, and they will naturally be consumed." In Fu Yuning's view, most of the "disappearance" is false manpower. "The retreat of false manpower is actually a good thing for the industry. Whether it is any industry, as long as it is strict, those who work hard are actually in fact. It is a protection. "

When will the industry bottom out?

The "slimming" of the insurance agent represents that the insurance company began to abandon people's sea tactics and tried to transform from "more" to "fine". For this, various insurance companies have considerable determination.

"We are not competing for takeaway brothers with the market. The takeaway brother is not our recruitment object." Cai Qiang said, "We set a goal to hope that the average income of the core manpower can reach three times the average social salary of the core manpower in 5 years. . If this goal can be achieved successfully, it means that we can truly attract high -quality talents in the market. "

Zhao Peng, President of China Life, said that in the second half of the year, it is necessary to strengthen the construction of sales teams, adhere to the principles of quality and stability, continue to consolidate existing sales teams, and actively explore new sales teams.

Xiao Jianyou, vice president of Chinese People's Insurance, pointed out that through the continuous optimization of the basic law of insurance, in accordance with the "three highs" requirements of high quality, high production capacity, and high quality, to create a professional and professional elite team, and actively explore the construction of new insurance teams The model focuses on promoting the construction of the two teams of the "Ten High -end Sales Elite Training Plan" and the "New Army of Service Marketing", and keeps closely following the high -end trend of the market.

Wang Lianwen, assistant to the president of Xinhua Insurance, said that from the perspective of the customer's perspective, the service of the company, the service of the team, or the company's development perspective, it must be supported and provided by the elite agent team or high -quality team.

Although the manpower of the insurance company is lost, it has also seen some indicators as signs of improvement -the average monthly production capacity and the average monthly income of the agent of some insurance companies are growing. Wang Lianwen described: "Good quality things can continue, and the quality of five -star hotels is better than two -star restaurants. The business capacity brought by high -quality teams is better than the sales team of" soy sauce ". This is the consensus of the industry, and only quality improvement can continue. "

Public data shows that in the first half of 2022, the value of the average new business of Ping An of Ping An increased by 26.9%year -on -year, and the average monthly income of agents was 7957 yuan, an increase of 35.1%year -on -year, of which life insurance income increased by 28.6%year -on -year. In the first half of the year, the first annual insurance business revenue of the core human month of Tai Bao Life Insurance reached 32,331 yuan, an increase of 23.5%year -on -year; the first annual commission income of the core human monthly per capita commission was 4,630 yuan, an increase of 10.8%year -on -year. Xinhua Insurance's average per capita per capita comprehensive production capacity in the first half of the year was 3840 yuan, an increase of 23.7%year -on -year.

Faced with the soul torture of the "how long the industry will last", Zhan Zhong, vice president of China Life, believes that from the current point of view, the size of the industry agent is still in a downward channel, but the speed of decline is actually slowing down, and there are gradually gradually gradually. Signs of stability.

Yu Zhigang believes that the restoration and transformation of the life insurance industry takes at least 2 years. "This year's product has basically bottomed out, from single products, to diversification of products, and then reshape the team with the steering of the product. At the same time, the operating mode turns to customer preferences in different markets to deal with customers from different strata customers. Marketing strategy. From the perspective of foreign experience, each wave of adjustment cycles are basically 5 to 7 years. Now, from the perspective of the epidemic, it has been 3 years, so it takes at least 2 years. " Contact Wei Wei, the author of this article: [email protected]) (Zhongxin Jingwei APP)

(The views in the article are for reference only, do not constitute investment suggestions, have risks in investment, and need to be cautious to enter the market.)

Copyright Copyright Copyright, without written authorization, no unit or individual may be reprinted or extracted in other ways.

Editor in charge: Luo Yan

Pay attention to the official WeChat public account of JWVIEW (JWVIEW) to get more elite financial information.

- END -