summary of the marketing work of insurance companies-

I have been in China Life Insurance for some time, and I have made some insignificant achievements. I didn't send them to win the appreciation or sympathetic eyes of all my peers, but to share my experience and promote the improvement of my performance.

First of all, I think if you really want to do insurance well and keep it going for a long time, make money for yourself and improve the quality of life for yourself and your family, you must have the determination and perseverance to fight a protracted war! If you don't have this kind of determination and perseverance, you want to back down when you are rejected by others, so just give up insurance and change to a job that is more suitable for you! At first, it was common to be refused insurance, and I gradually got used to it. Now I am invincible. Haha, in fact, with more setbacks, I have more experience, more methods and less refusal. In addition, we can also put ourselves in the other's shoes. Sometimes we go shopping and buy clothes. We often decide to buy in one of them after switching to several stores. Aren't the rest all rejected by us? We refuse others almost every day, and others still live well. What's the big deal if others refuse us? Don't be afraid to refuse, keep a considerable number of customer visits every day, and there will always be results slowly.

here, I have to mention that the method is very important in doing anything. If it doesn't feel right, it's time to change your mind and switch to other methods. For example, after years of struggle, most of my clients who refused me and didn't dump me have now become very good friends with me. Thanks to their help, I was promoted to a small supervisor of the company. Managing people is much more difficult than tapping customers. It is also a subject of learning. At first, it was chaotic. Either the customer information was lost and could not be found, or the customer resources were taken away by the resigned salesman. The whole thing is burning my head! Don't you talk about the information age now? I just want to find out if there is any software such as telemarketing system management. Can you help me? I didn't expect to find it on the internet. Just like my original business, my team's performance has also turned around here.

Secondly, I think doing insurance is a kind of screening work, or what we are doing is a kind of panning for gold in the sand. We should screen our clients in large numbers and quickly, remove a lot of sand and find our gold particles as soon as possible! Only when a person has the financial resources and the desire to participate in insurance can he become our real customer. Imagine if a family's gross income is only 25 thousand yuan a year and there are children, how can you expect him to spend nearly 1 thousand yuan a year to buy insurance? Unless he is crazy! Therefore, when we visit customers, we should not spend more time and energy on customers who have insufficient financial resources and only enough income to make ends meet! This requires us to be very good at observation and analysis, and strive to judge whether the other party has the financial resources to buy insurance in the shortest time; In other words, what kind of insurance does the other party have the financial resources to buy, and whether this kind of insurance makes sense to him. If there is, continue to follow up, if not, give up quickly and change the target. This is the screening work. My team doesn't do such tedious work as I used to. We will buy a lot of high-quality customer information through various channels and import it into the telemarketing system in batches. Sales staff only need to wear headphones, keep a good mood and communicate with customers. The current sales volume and sales volume are several times higher than before. In this way, I think it is necessary to share with you the reasons, good things, we do not hide anything. It is also appropriate to make some contributions to our great insurance cause. Hey hey! Laughed, everyone!

Thirdly, of course, personal professionalism is also very important. Although the current telemarketing system has facilitated our work and improved efficiency. But diligence is still our attitude. Back in those days, I ran there from morning till night, in the wind and rain, running more than a dozen customers a day, and being rejected n times, I was still full of energy. The area I have been to has gone and gone. So many people know me as an insurance boy. Alas ~ years make people old, and the boy of that year is now middle-aged, with heavy responsibilities.

telemarketing has changed the sales model of our insurance industry in the past. In fact, we can't simply say that it has changed, but it should be said that it has been optimized. However, our enthusiasm and hard-working attitude can't be reduced, although people's insurance awareness has improved now. It is not enough for a customer to visit once, and we need to follow up again and again to scrutinize his needs. Of course, the method is also very important to us, which has been emphasized above. You can't chase customers all day to buy insurance, so you will be complained. If we want to blur our sales concept, we have to dig out each other's needs slowly, just like falling in love with customers. For example, always care about the customer, so that he can think of you and that you are an insurance seller. When he has a need, it is enough that he will find you the first time. In addition, advanced working methods and tools are also necessary. Summary of Marketing Work of Insurance Company II < P > At the beginning of 2xx, I joined China Life Insurance Branch and worked in life insurance that I was not familiar with. Over the past year, with the kind care of the company leaders and the enthusiastic help of other masters, I have gone from being an insurance layman to being able to independently engage in and carry out insurance marketing business. In my own business position, I have done nothing illegal, worked together with the employees of the company, and successfully completed all the tasks assigned by the leaders and superiors. The following is a report on my work in the past year.

1. Strive to improve political literacy and ideological and moral level

Actively participate in various political studies, theme education, vocational education activities, organizational activities and recreational activities organized by superior companies and branches, and there is no unreasonable absence; Can adhere to the correct political direction, seriously study Deng Xiaoping Theory and Theory of Three Represents, and actively strive to improve their political literacy and ideological and moral level from all aspects, and make progress ideologically and politically.

Second, strive to improve business quality and service level

Actively participate in various business learning, training and examination organized by superior companies and branches and departments, be diligent in learning and be good at creating, constantly strengthen the training of their own business quality, constantly improve their business operation skills and the basic skills of serving customers, master their professional business skills and service skills, be proficient in handling various businesses, know the business products operated by our company and carry out targeted publicity and promotion.

Third, strictly implement all rules and regulations

In the past year, we have strictly implemented all rules and regulations, internal control regulations and service regulations of superior companies and branches, insisted on using civilized language, did not act beyond our authority, did not abuse power for personal gain, and there were no complaints from customers and other violations. Behave yourself in your spare time, and don't participate in gambling, buying six-hour lottery and other bad behaviors.

IV. Fulfill all the tasks assigned by the branch company and the department well

Over the past year, I have been able to work diligently and diligently, come to work early and leave late, stand on my post, make silent dedication, and actively complete all the tasks assigned by the branch company and the department. Be able to actively take care of the marketing work and tasks of the department, and actively market e-banking business, various bank cards and other intermediary businesses.

over the past year, with my love for insurance, I have tried my best to fulfill my work and post responsibilities, and made great efforts to do all kinds of work according to the requirements of superior leaders, and I have achieved certain results and won favorable comments from leaders and comrades. Looking back on the past year, I am pleased with my achievements, but I also find that there are still some gaps and shortcomings compared with the best employees. But I have the confidence and determination to find the gap in my future work, bravely overcome the shortcomings and deficiencies, further improve my overall quality, and do the work I should do well. Summary of marketing work of insurance companies III < P > The rapid growth of personal finance market in recent years is very noticeable. Figures show that the profit of the domestic personal finance market at the end of 2xx is about 25 billion yuan, with an average annual growth rate of 16.5%, which far exceeds that of some developed countries in the world. Jiang Shuqing, president of our bank, once pointed out that with the rapid increase of residents' wealth and the enhancement of personal investment awareness, domestic personal wealth management business presents great development potential, and it also brings opportunities for the development of our intermediary business. This sign has become more obvious since the year of 2xx.

the year of 2xx is a year of in-depth reform of the Bank, and the outlets in various regions are changing from the original traditional accounting type to the current marketing service type. Just at the end of last year in November, our institute was officially transformed successfully. And passed the acceptance of the head office, becoming one of the second batch of successful transformation outlets of Riverside. Especially in the last quarter, in addition to the good development of traditional savings business, the development of intermediary business in our institute has also achieved impressive results. Fund, insurance and other agency products have drawn a strong color for xx years in sales data. Among all the intermediary businesses, insurance sales are the best. The guiding task of our institute in the whole fourth quarter was 2 million, and the actual completion amount was 8.698 million, with a completion rate of 43.4%. Among them, the sales of traditional insurance was 5.52 million, and the sales of investment-linked insurance was 3.646 million.

The reason why our institute can achieve such good sales performance is inseparable from the guidance and education of bank leaders, as well as the hard work and sincere unity of colleagues.

strengthening the overall awareness is the starting point of doing all the work well, and ideological and political work is the soul and lifeline of professional work. With the gradual deepening of reform and opening up, new theories and new practices put forward newer and higher requirements for the banking industry. However, in further learning new business work and strengthening the construction of marketing service consciousness, there is still a certain gap in our ideological concepts and working methods, and there are problems that do not meet the new requirements of the times and new changes in social life, and the pertinence is not strong and the effect is not ideal. Therefore, it has become an inevitable requirement for every branch to carry forward the character of keeping pace with the times, strengthen the team building, firmly establish and strengthen the overall awareness, management awareness, innovation awareness and marketing awareness, and bring out an excellent service sales team to better complete the development of our intermediary business. After establishing a correct overall view and a new sense of marketing service, you will get twice the result with half the effort! Still an old saying, "Attitude is everything!"

In practical work, if we only make a fuss about ideas and don't "adjust measures to local conditions" according to the actual situation, it will not produce good fruits. Therefore, according to the requirements of "innovation and reform, changing functions and strict management", our institute has strengthened ideological construction and set up a set of incentive mechanisms to adapt to our institute. For example, for the first place in the month's sales in the institute, a mental card with point value outlets and some small commemorative prizes will be awarded. This not only encourages the sales staff to a certain extent, but also sets an example for other employees in the outlets to learn and catch up with. The rewarded employee will try harder to defend his title, while the employees with gaps will learn advanced experience from him to catch up. In this way, a benign competitive atmosphere of "you chase after me" has been formed in the institute, which has greatly improved the combat effectiveness of the whole team and brought great benefits to the intermediary business income and personal income in the institute.

apart from the decisive internal factors, there are objective external conditions for the development and change of anything. Since October last year, the domestic investment environment has changed suddenly, and financial products with relatively high risks, such as stocks and funds, have begun to show risks consistent with their own returns. Many ordinary people began to lose their way in the wave of financial investment and were at a loss.

when the market is in turmoil, domestic expert media have reminded customers to manage their money rationally and not to invest blindly. For ordinary people, it seems that apart from the increasing frequency of the word "financial management", I am afraid there are not many real feelings about how to arrange financial management and enjoy the benefits brought by professional financial management. Ordinary people do not feel the relationship between financial services and themselves, which is determined by the existing market conditions. In addition, the existing bank account managers still need a lot of training. If even the account managers don't know what services to recommend and how to promote them, how can customers know? The purpose of making a reasonable personal financial plan and developing financial business is to attract customers' attention and then promote our products. For this purpose, paying attention to customers' needs has become the primary goal of financial planning. A real financial consultant definitely considers the problem from the perspective of customer demand.

In fact, even the bank staff still don't fully understand the specific content involved in the concept of "financial management" and the formulation and revision of professional financial management schemes, which affects the actual effect of personal financial management services and the further promotion of related products to a certain extent. The method and significance of specialized financial management should be to work out a practical and highly operable portfolio plan after professional, meticulous and cautious analysis and research in line with the current economic and financial market development situation, so as to achieve the preservation and appreciation of personal assets, and at the same time, the established plan should be revised with the continuous development of the economic situation to ensure the efficiency of the plan. And what I can achieve in the insurance sales in the past few months is in line with this law.

Based on my sales experience since I started as a personal business consultant last year and after discussing practical marketing cases with my colleagues, I have summed up several simple methods:

First, the financial plan must be planned according to the customer's asset scale and the current financial market situation. Although not every account manager has the ability of professional economic and financial analysis, at least it should be clear which part of the investment will face greater risks at present. For example, the Shanghai and Shenzhen stock markets began to decline at the end of October last year, so even if the customer's risk investment preference test results are aggressive or active investment, the account manager should not list "stock investment" as the focus of asset appreciation in the financial plan formulated for the customer in November, because the expected risk in this market is far greater than the income at this time. Affected by this, the bond market is quite strong in the same period. At this time, investing in bonds can not only effectively avoid risks, but also bring stable income. The formulation of financial plan and investment strategy needs careful analysis and revision according to the constant changes in the current financial market, so as to ensure the efficiency of your sales recommendation.

Secondly, refer to the customer's investment risk test to judge the investment portfolio, and tailor the appropriate financial plan according to the different situation of each customer. Customers with different asset sizes and different entrepreneurial goals and age levels cannot be treated equally and uniformly. Even if both customers belong to civil servants, they should be treated differently according to their age and assets. For civil servants who have a large amount of assets and have already gone through the initial stage of their careers, they should consider from the perspective of property preservation and try their best to complement their investment assets.