The Research On The Loss Of Life Insurance Agent In China

Life insurance is an invisible commodity with a high specialization.,there is a potential demand for the requirement of life insurance and with a big number of the subject of life insurance is not intent,so a number of international and domestic insurance companies make insurance agent the major marketing.Through individual agents to sell insurance benefit insurance companies in low-cost as well as achieve rapid growth in premiums, face to face marketing approach also played an advocacy insurance knowledge and to improve the insurance awareness of the residents, and its unique compensation model and organizational development approach to the individual agent person's work has played a very good incentive. American International Assurance in 1992, the personal representative of China's marketing system were introduced, the system will be opened in China's rapidly growing popularity, the life insurance marketing system, personal agents greatly promoted the development of China's insurance industry, the insurance industry's position and influence of the steady improvement in.Relative to other countries and regions, China's insurance industry started relatively late. Early stages of development in the industry, many insurers have adopted the scale of light-effectiveness of extensive re-run strategy, the majority of premium life insurance companies in order to keep the size of a "human wave tactics" to seize the market, agents, low quality, integrity missing, such as misleading sales widespread phenomenon, in which the most prominent problem is the loss of a large number of individual agents. Individual life insurance agents to the high wastage rates to generate a large number of "orphan policies", greatly damaged the insured and the insured person's interest; reduce the rate of life insurance company's policy to continue to increase the company's operating costs; agent also resulted in great loss of public acceptance for the reduction of insurance, which is not conducive to the further development of the insurance industry. Individual life insurance agent problem of relatively high turnover rate also revealed a personal life insurance agent marketing system far from perfectIn the personal life insurance agent for the causes of erosion analysis includes the entry Division start time of the loss of population, education, age, sex, occupation class and individual performance and other features were summarized and analyzed the results conform to certain statistical laws. From the loss of expression of the crowd found, assessment, attendance and the lack of social security is the most important for several reasons, thus summarized come to life is the source of the loss of personal agent principal-agent relations, an important conclusion, principal-agent relationship between induced short-term recruitment and training, as well as life insurance companies short-term business strategy of the extensive individual agents are exacerbated by the loss of life. In addition, the paper also introduces the Tai Ping Life Insurance Company of Sichuan as a positive agent of wastage, combined with Taiping Life Insurance agent marketing, personal systems analysis. The loss of population characteristics of induction and Taiping Life Insurance Company of Sichuan An Empirical Study of individual agents of the loss of individual life insurance agents will improve the marketing system and how it targeted the improvement of individual life insurance agent retention rates provide an important theoretical and practical basis.The United States and Japan are the insurance, power and depth of its insurance and insurance density is a world leader, its well-developed personal marketing system that deserves to learn from China. Both The United States and Japan insurance marketing system keep innovate and improve with the change of market, with the continuous development of China's insurance market and life insurance marketing system, individual agents should also be improved. The United States and Japan, insurance agents marketing system in common is:an agent high barriers to entry, training system quite well, more stringent supervision of very great importance to the training of personnel for high-quality agents; salary system flexibility and provides both an agent's basic social security has encouraged the agent's passion for work, to encourage their long-term developmentIn recent years, China's insurance market has shown new features, with the insurance market became a member of the WTO, the state of china strongly support the insurance industry, a substantial increase in market players, market competition heating up. Showing a diversified marketing system, banking, insurance, Internet sales, phone sales, professional agents, brokers and other marketing channels also made a larger development, but the individual agent marketing channels will continue to occupy the dominant position. The number of China's life insurance company reached to 59, an increasing number of life insurance companies began to switch their operating system of marketing ideas to go elite line; With the strengthening of insurance awareness of the residents, people in the process of buying insurance, more and more emphasis on the choice of agents, personal high-quality, professional degree of strong, good word of mouth as the preferred brand marketing staff. Therefore, individual life insurance agent for the improvement of marketing system should be market-oriented and establish sustained long-term marketing incentives, and strengthen market access and sales practices for the regulation. Cultivation areas in the access threshold should be raised to strengthen for the professional degrees, the overall quality and professional ethics training. In salary for the new incentive mechanisms to strengthen the protection and financial support; to reduce the proportion of first year commission to extend the commission extraction period; establish long-term service protection scheme for long years of service, professional grade high rate of personal agents to provide welfare and security. Improve the regulatory laws and regulations, the establishment of individual credit system and the integrity of disciplinary mechanisms. Finally, the author in the context of Xinhua Life Insurance, a pilot run of the system employees on staff in building a system of marketing system of its own thinking, from the feasibility of reform ideas, internal management, incentive and restraint mechanisms, remuneration systems and regulatory aspects are analyzed.Innovations of this article are:First, From the perfect life insurance marketing system in the perspective of individual agents to study the loss of an agent. Second, Show the case of TaiPing life insurance to study the phenomenon of agent loss.Third, this is a more comprehensive, more systematic,more study about the loss of life insurance.