Luo Zhenyu, nicknamed Luo Fat, is the founder of the [Get] App and the main speaker of "Luo Ji Thinking". "Friends of Time" New Year's Eve speech speaker, program "Knowledge is Power" speaker.
Mr. Luo Zhenyu
On December 31, 2015, Luo Zhenyu began his first "Friends of Time" New Year's Eve speech at the Beijing Water Cube. In 4 hours, Luo Zhenyu brought an increase in knowledge to the audience by reviewing the iconic events of the past year, changes in the market environment, and representative individual stories.
Whether it is Mr. Luo Zhenyu's entrepreneurial experience, or his daily push of a 60-second voice of Luo Zhenyu himself in "Luo Ji Thinking", sharing his life insights, and pushing an intellectual article recommended by himself. They are all role models for my generation.
I am a loyal user of [Get], and I am a proper Luo fan.
In the 2019-2020 New Year's Eve speech about "structural changes in the state of Chinese wealth", a concept was proposed, that is, "the ability of people to connect is the source of wealth"
In order to allow the audience to more intuitively understand the "connection between people and people", Mr. Luo Zhenyu gave examples such as logistics, such as real estate agents, such as insurance agents.
Today, we will talk about the insurance agent in Mr. Luo Zhenyu's understanding.
Let's first take a look at the first paragraph of Mr. Luo Zhenyu's speech, which is a pure excerpt from the original text, without changing a word:
It can be seen that when the insurance account manager (insurance agent) of a certain company said, "You signed, I will serve you for 20 years", Mr. Luo Zhenyu's excitement was overflowing.
However, where does Mr. Good Geng Zhiluo know that this is actually the "talking technique" that insurance companies are training every day, that is, sales routines.
Speaking of which, perhaps Mr. Luo will not be impressed, he is my agent, he has served me for 20 years, what is the problem?
In fact, this is a big problem.
First of all, the insurance agent belongs only to the sales department, and his obligation is to promote insurance products on behalf of the insurance company, accurately interpret the insurance product for the customer on behalf of the insurance company, pre-underwrite on behalf of the insurance company, sign an insurance contract with the insured on behalf of the insurance company, and then get the commission. That's all.
The insurance contract is formed, and the insurance company has a professional after-sales service department (claims team). Members of the insurance company's claims team have obtained certain degree certificates and qualifications in their respective fields, and as far as I know, at least master's degrees. For example, professional physicians, professional lawyers, professional accountants, professional actuaries, etc. And the work to be done by professionals in these professional departments is something that an ordinary insurance sales agent can replace.
As for other services, such as mr. Luo said to report the case, contact the hospital, run the claim and so on. In fact, these tasks can only be done by the insured himself, the insured himself or his immediate family members in the relevant regulations, and the substitution of agents is not allowed and is illegal. Because to do these things, you must have information such as the identity card, bank card, phone number of the insured, the insured or the beneficiary of the policy. In order to protect customer privacy, prevent moral hazard and even criminal risk, it is not allowed to ask others to help do these things in the relevant regulations. In fact, in the early days of the development of China's insurance industry, there were many such criminal cases, but which era the information was relatively closed, and the legal awareness of ordinary people was relatively weak, so only a few people knew these things.
Taking 10,000 steps back, even if Mr. Luo has 100% trust in the insurance agent, this insurance agent is worthy of Mr. Luo's trust. And you can entrust an agent in writing to do these things. But, however, the insurance agent is also a human being, and he, like us, is also at risk of health and death. Which law stipulates that insurance agents are not allowed to fall ill or die? Which law stipulates that the agent must live longer and be healthy than the insured?
Therefore, "I want to serve you for 20 years" is a pure word, just for signing the bill. When a joke is listened to, forget it.
In fact, these are not nothing, Mr. Luo Zhenyu's next speech, let me be stunned, stunned.
The original text reads like this:
We all know that. An insurance agent, to put it bigger, is an insurance agent. At present, The "agent system" is widely implemented in China's insurance industry, the agent has no basic salary, and the income is all from the performance commission and the system reward. However, insurance companies also have a strict assessment system for agents and retire regulations.
Under strong performance pressure, the liquidity of insurance agents is very large. Resigning, being fired, and moving to other companies happen almost every moment of the day.
Let's not talk about whether the agent himself can work in a company for 20 years, and even if he can, inheritance is nonsense in the insurance industry.
I would like to make a three-question of the soul of the Yi Li Style on this issue, and ask Mr. Luo to think about it.
First, do the children of this insurance agent like the profession of insurance agent? Will you go to this job?
Second, even if she likes it and does this job, does she have the professional ability to do this job well?
Third, even with this professional ability, does she have the ability to connect people like her father?
If she doesn't, how will she survive in the industry?
In summary, will Mr. Luo still feel that the insurance agent industry is an industry that can be passed on from generation to generation and can be inherited?
To borrow the words of teacher Li Pu, do you think she will inherit her father's profession because she is desperate? Or will he inherit his father's profession because of his special skills?
In Mr. Luo Zhenyu's New Year's Eve speech in 2021, Ping An Life became the program partner, and to put it bluntly, it was to give sponsorship. Therefore, Mr. Luo Zhenyu supported a certain life insurance company in a large way, and thanked him, and I excerpted one of the paragraphs, the original text is as follows:
After reading this paragraph, I don't know what other friends in the same industry think, anyway, I can't be touched at all, the whole "talk", naked routine.
Again, after the insurance contract is formed, the only service is to make insurance claims. As I said earlier, insurance agents are under no obligation or ability to do this service. Because each insurance company has a full-time professional insurance claims department, and the claims department and the sales department have a clear division of labor.
So why do insurance agents promise (and arguably cheat) that customers themselves must serve their customers?
Let's put aside the relationship of friends, because if it is a relationship of friends, we can also help if there is something that usually friends and family members have.
There can only be one explanation for this matter, that is, to pull a relationship with customers, in order to tap the greater consumption potential of customers, expand sales results, and even get referrals.
There are many types of life insurance products, common ones are life insurance and critical illness insurance, as well as derivative products such as annuity insurance. We all know that with Mr. Luo's financial situation, signing only one insurance contract is far from the goal of this insurance agent. It is necessary to dig into the depth of sales, make friends with Teacher Luo, and find all the opportunities that can make Teacher Luo move. Well, helping is a good excuse. It's just that they deliberately say that help is a service, that is, to make Teacher Luo feel moved, recognized, and "friend", and then continue to add insurance and sign a bill. After all, Teacher Luo also has his wife and Si Siwei and other family members.
There is also Teacher Luo's circle, "there is a great deal of humor in talking and laughing, and there is no white Ding in exchanges." In addition to Mr. Luo's company employees, there are also elite celebrities in various industries. As a core figure in a circle, any successful referral from Teacher Luo will have a large income.
In his New Year's Eve speech in 2021, Mr. Luo also said that he persuaded his friends to buy insurance and "should know several high-level insurance agents", which also verified my inference. Who do you think the "high-level insurance agent" in Mr. Luo's image will be? Guess what he thinks of as a "high-level insurance agent" to his friends?
Teacher Luo, do you think I will not be a "high-level insurance agent"?
After a series of riotous operations, Teacher Luo was really moved. He not only persuaded friends and friends to buy insurance, but also publicized the "increase in staff" of an insurance company, giving people suggestions to go to an insurance company to sign up as an agent.
I have to sigh that such a great knowledge service provider also has a knowledge blind spot and an information shortage. It is no wonder that ordinary consumers are afraid of insurance contracts such as tigers, directly saying that they can't understand it, and insurance can only rely on "trust" the people around them.
In fact, insurance knowledge is not so difficult to understand, it is very simple. A contract patiently read, encounter do not understand the professional vocabulary, direct Baidu review, as long as you understand a contract, and then analogy, high judgment. Of course, you should also briefly understand some relevant medical knowledge, legal knowledge, financial basic theories, etc. This will help you judge the reasonableness and utility of the terms.
Finally, there is a sentence I want to send to all insurance agents: learn professional knowledge well, and professional explanation is the most effective "talk". Playing a routine may be a temporary success, but it is destined to go far. Don't hurt the people who trust you.
Time-consuming code words, just for a "like".
If I could forward it, I would regard you as a confidant.
If you have any suggestions or comments, you may wish to discuss them in the comments section. I'm looking forward to it.