From the perspective of our field staff, if we want to develop in an insurance company for a long time, we must understand the basic laws of this company. Or when you choose an insurance company, you must first understand the basic laws of this company.
But for people who have no work experience, it is useless to study the Basic Law thoroughly, because you can make clear the distribution of benefits, but it is difficult for you to judge what this distribution means to you and what it means to your future development.
In order to let newcomers in the insurance industry better understand the Basic Law, I will make a simple model for everyone to see.
Let's talk about the distribution of benefits first, and which parties to distribute benefits to. It is nothing more than the distribution of benefits between front-line salespeople and sales managers. If it is an intermediary, it will also involve the distribution of interests with the agency. Here, in order to make it easy for everyone to understand, we will make the model simple, so that the company will not be involved.
Assuming that the total profit from selling an insurance product is 65,438+00,000 yuan, the basic law benefits of the three insurance companies under ABC are distributed as follows:
Company A: front-line salespeople get 5000, junior managers get 2500, intermediate managers get 1500, and senior managers get1000; Company B: front-line sales staff get 9500, and management staff get 500; Company C: front-line sales staff 8000, junior manager 1600, senior manager 400. As a newcomer to the industry, which insurance company would you choose?
Many people will think, it's not easy, just choose company B. I'm a new insurance salesman, and company B can give me higher benefits. But is this the right choice?
To explain this problem clearly, we must first understand two problems. First, the insurance site manager also needs to do business, unless he gets enough management income and doesn't want to do business anymore. Second, once the insurance manager recruits you, he has established a permanent blood relationship with you in this company, and he will always enjoy the benefits you bring him. Therefore, recruitment benefits are a great benefit for people in the insurance field, which is also the reason why insurance companies continue to recruit business personnel. If you bring him enough benefits, he will try to help you do more business, such as training you and managing you. On the other hand, if your management and training bring him too little benefit, will he put his time and energy on you instead of doing his own thing? Why waste time on you? With this time, isn't it faster than you to find your own customers?
So obviously, Company B only gives the manager 1.9 of the income of the business personnel, and the manager will definitely give priority to his own business instead of training you. So, as a newcomer to Company B, can you survive? It's hard.
As for a and c, I won't analyze them. Let me just talk about my personal views on the industry.
I have seen many veterans involved in the insurance industry choose Company B. These people can survive in Company B without other people's training. However, is this model of Company B healthy? Do business people really want to do business all their lives? Does the insurance industry really need mentoring? Do you still go out to run your own business when you are 50 or 60 years old? Of course, there are also many people with strong abilities. Under the model of company B, a small group with a personal brand was formed, and then a small basic law was designed within the small group. I did the same a few years ago, but the limitations were too great, so I gave up.