Spend money to buy customized services, and the last recommended, but the same product.
Editor’s note: This article is from WeChat public account “One Finance” (ID: yibencaijing), text | Riemann Russell.
A new insurance sales model has emerged over time:
A group of people known as “insurance planners” began to recommend insurance to users online and over the phone.
They claim to be independent third parties and will customize the insurance plan according to their personal circumstances.
This model has been extremely hot recently, and industry insiders say the industry has “formed 30,000 large and small insurance studios.” (See “ Insurance traffic explosion: 30,000 insurance studios were established, two people can enter 100,000 monthly
Behind the hot industry, some companies are making simple and blunt “pipeline production” in order to obtain huge profits, which is trusting in the overdraft industry.
A financial transaction discovered through unannounced visits that the industry’s top three platforms, “Snail Insurance,” are almost recognized in the industry. The Beijing branch is recruiting insurance white in batches. The latter can be employed in five days of training. The trainers directly said that “We are actually selling.”
They claim to be customized recommendations, but in fact, the main recommendation is a product called “Yongle A major illness insurance”.
Industry people refer to this assembly line industry chain as “Insurance Foxconn”. The level of profit behind it is unimaginable…
Insurance planning?
The 35-year-old Beijing white-collar Zhao Pingping, as a member of the rising middle-income class, is increasingly demanding insurance.
But she doesn’t trust the “insurance agent” around me, I think these people’s quality is not high, most of themIt’s a flicker.”
Because the work on weekdays is too busy, she does not have time to study insurance, and the insurance allocation plan is delayed.
Recently, she learned that a platform called “Snail Insurance” can provide paid consultation and a professional “insurance planner” to help users customize insurance plans.
She checked the background of snail insurance online.
This company was founded in 2013 and the company said that it has accumulated more than 5 million home users.
She felt that the other side was a big platform, so she paid 218 yuan and bought a premium broker’s paid consulting service.
Zhao Pingping feels that if he wants to study insurance, he will spend at least a week.
For this new middle-income class, spending money to buy time is already the norm in life.
For example, they can pay more than one hundred yuan, please ask a cleaning aunt to clean up the house for 3 hours, so, “Flower 218, save a week to study insurance time, it is cost-effective.”
After the next day, an insurance planner called her and asked her about her situation in detail and gave her an insurance plan.
The consultant recommended two products for critical illness insurance.
One of them is called “Yongle A major illness insurance”, and the one-year premium of 10,000 yuan is worth 10,000 yuan. It needs to be paid for 20 years.
But Zhao Pingping quickly found the problem: Searching online, the evaluation of this product is not high.
Yongle A major illness insurance is a severe illness insurance launched by Haibao Life Insurance with a maximum insurance coverage of 1 million.
Insurance product evaluation public number “insurance drive to select” has published a test article on this product, the article said that this product has two problems: malignant tumors, severe asthma protection hidden dark pits, in addition, ” The price is too expensive, and it is more expensive than some heavy illness insurance that has been paid many times.”
The article believes that this product is in the “accepting IQ tax.”
What’s even more embarrassing is that a good friend of Zhao Pingping also bought a customized service, “but the recommended insurance products are almost the same, and there is also this Yongle A major illness insurance.”
Is these so-called insurance planners really professional? Why do they recommend the same insurance? Are they really offering customized services?
Line production
A financial account for this snail insurance unannounced visit, found that this line of water is extremely deep.
The Beijing branch of Snail Insurance is located in a relatively remote Wenchuang town in Beijing’s Gaobeidian. It has more than 80 workstations and currently has only a few employees and is on the large-scale recruitment.
The majority of these new recruits have only one or two years of work experience, and they are basically insurance “Little White.”
The person in charge of the personnel even emphasized that the company does not have people with insurance background. “There were competitors who came undercover, so we do not openly recruit insurance peers unless we push or know.”
And everyone’s basic salary is not high: 3,500 yuan, plus 300 yuan meal supplement.
The core source of profit for employees is derived from commission.
The person in charge of the team claimed to be surnamed Xiao, and everyone called him “Xiao Zong.”
In the first four days, Xiao’s task for everyone was to watch the training video, 18 videos, each of which lasted about 1 hour.
In four days, Xiao appeared three times in total to test the learning outcomes of everyone.
But he barely asks for insurance expertise, just emphasizes the company’s organization and business processes.
“Are we not a professional planner? Shouldn’t we recommend the most suitable product to users?”
In the face of questions from employees, Mr. Xiao returnedThe answer is also very straightforward: “We are actually sales, sales, do you understand? Just sell the product.”
Until the fifth day, new employees began to get in touch with the business.
“We will give you 40 data every day, including the phone number and the user’s general situation.” Xiao said.
How did these user data come from?
Some old employees said that they were obtained when user registration APP and WeChat applet.
After getting this information, the employees’ work is to call.
Xiao also provided a sales manual.
The head of the call to the user is the 5th anniversary of the establishment of the snail insurance. Some users will be selected and a free consultation service will be provided.
Introduction to Xiao, for all users, only one product is recommended at first. It is Yongle A major illness insurance.
“Isn’t that custom insurance? Why only recommend one product?”
“You don’t understand in the early stage, not professional, only recommend this is a good one.” Xiao said.
Su Qing, vice president of an insurance brokerage company, pointed out that this product is no problem, that is, the price is not really high. The biggest feature of this product is that “the commission is high, and the sales platform can get 80% to 90% commission.”
How much can these insurance planners make?
“Your commission is 4%.” Xiao said.
Assuming a user’s premium for the first year is 10,000, the platform can get up to 9000 yuan, of which the insurance planner can get 400 yuan.
This way, the platform can earn a net profit of 8,600 yuan.
Su Qing said that if the offline agent sells this insurance, the commission is between 30% and 35%. Online model, insurance planner