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2020 Issue of Children's Travel
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Build a business master
Vertical growth platform
Shenzhen high-end sales department
Interview with Yang Xiaodan
Yang Xiaodan
Yang Xiaodan, who joined Datong in 2016, is now the general manager, senior operating partner and senior financial planner of the high-end sales department of Shenzhen Branch, with a standard premium of 693,000 yuan for personal sales in 2019, a sales department performance of 76.54 million yuan (an annual growth rate of 240%), and a team of 50 MDRT, 8 COT and 1 TOT, ranking third in national team performance and ranking first in growth.
——Mr. Xiaodan, congratulations to you and your team for achieving such a good result in 2019, what do you think was done right in 2019 to make the team achieve rapid development?
Yang Xiaodan: 2019 was a year of rapid breakthroughs in Shenzhen's high-end platform, with annual underwriting scale premiums exceeding 130 million yuan. The achievements are inseparable from the strategic guidance of the head office, the strong support of the Shenzhen branch, and the full efforts of all the consultants.
The first growth momentum stemmed from the TD235 standardization construction driven by the head office, that is, the consultant carried out activities according to the whole process of insurance consulting services. Standardization is the premise of professionalism, standardized consulting services are conducive to improving the customer service experience, while enhancing the professional growth of consultants.
The second growth momentum stems from the cultivation of new insurers. The high-end platform positions the learning platform of the vertical growth of the master, regards learning and training as the primary productivity, and promotes the vertical growth of performance by improving the professional knowledge and skills of consultants. Excellent consultants need high-quality training, but also need a standardized selection system, we insist on selecting new insurers from the social elite, docking with the matching urban wealthy family insurance planning.
The third growth momentum stems from the cultivation of insurance entrepreneurs, the insurance industry belongs to the asset-light financial service industry, but also a high-quality talent gathering industry, the steady expansion of the insurance team, the need to match the insurance entrepreneurs to manage and operate. The high-end platform adheres to the internal selection system, cultivates team leaders from the performance, and all team leaders need personal performance to achieve MDRT and have practical experience in serving customers in the market.
——If other business outlets or management teams also want to learn or practice these measures, what suggestions will you give?
Yang Xiaodan: Due to the different local markets in each city and the different stages of team development, it is recommended that when replicating our experience, it is appropriate to adapt to local conditions and personalize adjustments. Regardless of the specific measures, the core of team operation and management is unchanged, that is, to continue to build a learning organization that helps consultants grow vertically, so that consultants can have belonging, hope, and harvest, and help them continuously improve their sense of professional acquisition and value, so that team members can continue to develop.
——Compared with previous years, what are the different feelings or big differences in the operation and management of the team in 2019?
Yang Xiaodan: If you summarize the operation and management since joining Datong, there are two stages:
From 2018 to 2019, under the guidance of the head office strategy, this stage transformed the team's performance growth model - from scale expansion to quality improvement, focusing on building a high-performance system, positioning the high-end market, focusing on high-end products, continuous high-quality training, and providing high-quality services.
——In 2019, in terms of the operation and management of the team, what aspects do you think have been effectively empowered by the company?
Yang Xiaodan: First, the TD235 project has really gathered a group of professional continuous performance.
Second, the fast-guarantee app big data system helps improve management efficiency, and the information goes directly to the service consultant.
Third, the standardization of the honor system and the training system. From the head office's Golden Dome, Golden Boy Hui, Annual Summit, Overseas Travel, MDRT Conference, to the branch's newcomer class, 21D, quarterly financial planner forum, and large-scale commendation meeting, all of which allow consultants to enhance their sense of belonging and value, establish long-term career aspirations, and plan their careers.
——The company's important strategy in 2020 is to transform professionally and recruit new insurers on a large scale, what is your opinion on the landing of professional requirements? From your point of view, what do you want to say to the new insurer?
Yang Xiaodan: Professionalization is the only way to insurance entrepreneurs, and only by going all out for any career can the mission be achieved. Insurance marketing is a very difficult industry, but it is a very happy and beautiful industry for those who revere and follow the rules of the industry. The strongest force in the world is "if there is divine power to help", and "divine power" comes from the discovery, reverence and observance of laws. If you want to become a world-class insurance business, or create a world-class insurance business department, then professionalization is the first step in the long march.